Business Podcasts | Why Do You Not Drift to Success By Default? Why Anything That Can Go Wrong Will Go Wrong + “What Gets Measured Gets Done.” – David Drucker + “Only the Paranoid Survive.” – Andy Grove

Audio Transcription

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  <|3.00|> Started from the bottom, now we’re here.<|6.00|><|6.00|> Started from the bottom and we’ll show you how to get here.<|9.00|><|9.00|> Started from the bottom, now we’re here.<|11.00|><|11.00|> Started from the bottom, now we’re here.<|14.00|>

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  <|14.00|> We started from the bottom, now we’re on the top.<|17.00|><|17.00|> Teaching you the systems to get what we got.<|19.00|><|19.00|> Cullen Dixon’s on the hooks, I break down the books.<|22.00|><|22.00|> He’s bringing some wisdom and the good looks.<|24.00|><|24.00|> As the father of five, that’s what I’m about.<|27.20|><|27.20|> So if you see my wife and kids, please tell them how it’s C and Z up on your radio.

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  And now three, two, one. Here we go.

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  Started from the bottom. Now we hit it. All right, Thrive Nation, on today’s show, we’re talking about something

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  that I think everybody really would benefit from from learning about. It’s this idea that nobody drifts to success. Nobody. Nobody drifts to success. So James we’re gonna leave here in about What 10 hours just about that’s more than 10 hours. We leave here in like 12 hours in 12 hours. We’re gonna leave here and we’re gonna drive from Tulsa, Oklahoma to Miami so from Tulsa to Miami if that’s we’re gonna do it we’re driving from Tulsa to Miami and We’re gonna drive in a white van and it’s going to take us, again I’m just assuming, probably about 21 hours to get there. And how do I know that? Well, because you plug in the coordinates and there you go, it’s about 21 hours. That’s right. Now, someone would say, well, you might get there faster if you go this way, you go that way. But the thing is, I know we have to go east and we’ve got to use the GPS to get there. And that’s the path to getting there, right? Right. But a lot of people, when it comes to success with their business, they think, well I’m just gonna drift around and see if I get there. You know, so they might head west a little bit, might head north a little bit, maybe a little south action. They might run an ad in a magazine. They might hire a guy they just met in Utah. You know, they might call their sister, might hire their sister. They might go out to lunch today. They might go to the gym. They might optimize the website. They might read a book. They might watch a movie. They might get a haircut. They don’t know, we don’t know. And all of a sudden, they say, I don’t understand why I’m not having any success. Now they’re 30. They get a new idea, a new idea at a business workshop. It’s a new idea, it’s a new business book. They’re at the airport, they see a book. Oh, this is the new idea. They get a new idea, a new franchise, new idea, new service. Here we go, got a big idea, I’m fired up. Just watch the movie about it. Here we go, watch the documentary. I’m gonna sell cabins okay now and then they go to the dentist they get a haircut watch a movie they travel their kid graduates high school holy crap now they’re 45 and they go haha I was flying into Houston visiting my cousin look talking to my sister found this magazine that talked about an idea put up $50,000 to learn how to make money with real estate, no money down. They turned out losing a lot of money and putting a lot of money down and now they’re

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  55.

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  And that’s what happens because people, you don’t just drift to success. And just to provide proof of this, I’m going to give you some statistics this morning that are not, I think they’re very encouraging, but I think most people would might process this by default as not encouraging. I think it’s outstanding and I’m actually impressed that I’ve done the math to do this here so we’re going to go want everyone to do it with me go to usdebtclock.org everyone go to usdebtclock.org and assume that what I’m saying is not true so we’re going to go to usdebtclock.org and we’re going to see what’s going on we’re going to see what is going on at usdebtclock.org okay well let’s try to avoid the 33 trillion dollars of debt let’s focus right here there’s 8.7 million Americans that are self-employed right now. Now James, there’s 330 million Americans that live in our country. So how what percentage of Americans are self-employed? I mean if it was 10% you would have… Yeah it’s almost 3%. If it was 10% you’d have 33 million. 33 million self-employed people but you’re not you’re at eight so it’s like two and a half percent three percent of our population is self-employed ish and according to Inc magazine of those that are self-employed 96% of businesses fail according to Inc magazine 96% and there’s other stats you can read that show a little higher number a little lower so in America today if you’re in you got a.001% chance of being successful by default. Now I’m gonna walk you through the guaranteed path. I’m gonna walk you through the system today. This is how you become successful, okay? This is what you do. So step one, okay? You wanna find a problem that the world has, okay? That’s what you do. Step two, you find a solution that you can provide, that you can provide, that you can provide. Step number three, you sell the solution.

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  What?

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  You sell the solution? And then step four, you nail it and scale it. And this is called entrepreneurship, and I love it. I love it. But again, nobody drifts to success. And here to talk about it is the founder of BunkyLife.com, Super David! Welcome on to the Thrived Time Show. How are you, sir? I’m doing awesome, thanks for having me. Super David Frazier, first off, when did you have the epiphany, I should start BunkyLife.com.

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  Well I had a problem and the bunkie solved my problem personally. So I had this house in the country, rented a bedroom so we had our first daughter and it was like where are we gonna put mom and dad? They wanna come, they wanna enjoy the grandbaby but they got nowhere to sleep. And so that was the solution for our little problem within our family. And then I figured out, oh wait this could help other people they could also benefit from this. And then I started selling it to other people.

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  That’s how it works, because you found a problem, you solve the problem, you sold the solution, you nail it and you scale it. That’s how it works, okay? So I’m gonna get into five principles I wanna teach today to everybody out there, okay? So the first one is David Drucker. He was a management expert back in the day. He wrote this book, many books on how to manage people effectively. But he said, he says, what’s measured improves is the quote is what’s measured improves or what gets measured improves James how often throughout the day do I ask you how many tickets you’ve sold for

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  a conference

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  every two hours maybe three hours yeah and it’s not that I’m a jerk about it it just I have to know because what gets measured gets improved now mr. Bunky life and I find a lot of times entrepreneurs they don’t measure the things that matter they don’t have those conversations. So I want to get your thoughts on that. Why is it that most entrepreneurs don’t measure that which matters most?

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  I think people are scared to know where they’re at. There’s like this back of the mind fear of like, oh, if I actually open up that Pandora’s box, I’m going to see some scary zeros come out. Not the good kind of zeros, the zeros of like zero sales or zero outreaches or zero hours worked. So I think people are scared of knowing what it’s actually gonna be, and then also I think some people don’t have the skill, they haven’t set the goal to achieve measurement of things, and so it just kind of swims through things, and then it’s never on the priority list because it’s not immediate and urgent, but if you don’t know your numbers, you can’t start from a position of truth, you’re just guessing.

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  Now if you go to thrivetimeshow.com forward slash millionaire, thrivetimeshow.com forward slash millionaire, if you go there, you can download the book and follow along on page 172. Again the book is A Millionaire’s Guide How to Become Sustainably Rich. So then the big principle we just talked about here was what gets measured and gets improved. But let me put a little meat on that. You got to start your meetings on time. You have staff meetings, you got to start them on time, you got to be aware of time, start on time. Wonderful person was just in my office moments ago, not that I’m mad at the person, but I have an interview I have to do with Mr. David here. I want to do the interview with David, it’s in the schedule. Got a person in my lobby, I don’t have a problem with the person in my lobby, but the person in my lobby wasn’t on my schedule, so I got to move on. Right, okay, next. You got to constantly bring up the goal. You got to bring up the goal all the time. You got to talk about the goal all the time, and when you get sick of talking about the goal, you got to talk about it again. Next, you got to bring energy to your staff meetings and staff interaction, you have to. You have to do it. Next, you gotta publicly praise people for doing a good job. You gotta praise people for doing a good job. And to me, that’s a tough thing to do, because, you know, in my case, I think about, well, once every year I get some praise, but usually I don’t really think about it, because that’s not why I’m self-driven. But most people are not self-driven. So most people, they gotta hear like, hey, good job, you are doing a good job. And they gotta hear it multiple times throughout the day because any criticism at all, they’re like, why are you so negative?

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  You hate me.

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  You know what I mean? A lot of employees, I’m telling you, if you tell an employee no, a lot of them go, he yelled at me, my boss yelled at me. Your boss said the word no? Yes. James, you see this.

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  I do.

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  It’s unbelievable. It is. We got an employee right now I’m kind of worried about a little bit They’re doing a new job right now at the mall I’m worried about it You know I am too because I don’t think this I just worry. I’m the person at the mall right now I worry. I don’t know if they have it I think they’re the person lacks a lot of confidence And I’m they’re gonna go to that mall and the mall is gonna eat him alive You know we’ve sent four people to the mall on this mission working at the mall right now Where they’re based in a bunkie in the mall let me just show what they’re doing folks. They’re out there in the mall. They’re out there in the mall. And David didn’t ask me to do this. I asked David if I could do this, but I bought a bunkee from David. I put it in the mall. And I call this God’s gift to marketing. And it’s working, by the way. We have a booth in the mall. We bought a bunkee life from David. We put it in the mall. People stop by the mall, and we pass out brochures that talk about the landscaping, outdoor living, and irrigation services that we provide for this particular company and so far as of today we have now gone through four people who couldn’t handle it at the mall. If one person so far that can handle it at the mall, we’ve gone through four people that cannot handle the idea of being in the mall making a base pay of 12 bucks an hour plus commission. One person thinks it’s the best ever and she is loving the job but the other three they just could not handle and I worry about the person at the mall right now. Are you worried about that? I am. I just, I don’t know.

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  I don’t think it’s going to end well.

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  I don’t think it’s going to go well. I can’t see. I don’t know. They say, I want to go to the mall. I heard you can make like $200 a day, $300 a day. I said, oh, you can. But I don’t know. All right. So we move on here to page 174. Andy Grove writes, only the paranoid survive. This is the founder of Intel, you know, the computer chips. He says, only the paranoid survive. Super Dave, what does that mean within the context of running BunkyLife.com or just the business in general? Only the paranoid survive.

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  So if you’re not thinking about what can go wrong, it probably will go wrong. If you don’t have a contingency plan for the contingency plan, at least in my experience, if you just assume everything is going to go right, you’re going to get… Something’s going to blow up. And I can tell you like three or four stories of us like, you know, because the things that hit you are usually on a left field, but the things that you can at least know are going to happen, you can plan around them, you can have a contingency plan, that like there’s enough crap that’s going to hit you on a left field. They could never have predicted that if you don’t have the predictable stuff at least figured out and you got, you’re fearful about that. And you’re paranoid about that and you’ve got a backup plan for your backup plan, then you’re not gonna, like things are never gonna go smoothly so you have to have a real paranoid kind of view of things so that you can pre-plan for things not going smoothly.

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  Now I’m gonna give you an example. We had somebody, I’m not gonna mention the name, but this person said, could you take care of my hotel for this upcoming event I have? I said, sure, I can do it. I’m not paying for your alcohol though. You know, and they go, what do you mean? I said, I’m just, I’m covering your hotel. I’m not paying for the hotel. Not paying for the alcohol and the food, I’m not doing it. So then I talk to, there’s people called bookers. For anybody who doesn’t know how this world works, okay. You have a speaker, it’s a speaker. You bring it in the speaker, you know, and the speaker flies in, they got to fly in first class. Oh yeah, they do, you know why? Because you can’t be in the coach. I mean, whatever. Anyway, I fly coach, but this is how certain speakers, they have to fly in first class, you know, because they’re amazing. So they fly, it’s like three times the cost of flying them.

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  Shoo, they fly.

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  Attention passengers will be now serving food and beverages for the first class. We might get the coach if we have time. Ha ha ha, you know, then the speaker, they can’t book their own hotel, no they can’t, they can’t figure it out. Could you book my hotel? Ha ha ha, cause I’m a speaker, all this time in first class, I have no time to book a room, so you gotta book the room. It’s real stuff, and this is, again, I’ve been organizing events for 20 years, this is just how it is every time. And then the speaker always wants to roll like four deep, like they’re in a rap group. Now David, were you ever into old-school hip-hop? Were you ever into old-school hip-hop? I run DMC, it’s my jam. Okay, let me just show this to you real quick folks. For anybody out there that doesn’t know, okay, so this is a Fuji’s Live, ready or not, I’m just gonna show you how it works. Okay, so this is how this works, okay, so this is back in the day, this is how you would do it if you were a rapper, a hip-hopper, you know, this is what you do. So you get the rapper, so in this case, this is Lauryn Hill in Japan.

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  Tokyo.

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  Tokyo. Are you ready?

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  Put your hands in the air.

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  Now there’s a guy, now she said put your hands in the air. There’s other people that are there that are also gonna clarify what she said in case you missed it, so watch this, okay? So she’s gonna say, put your hands in, and the other guy’s like, oh, we gotta clarify what she wants them to do in case they missed it.

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  Put your hands in the air, put your hands in the air. Are you ready? Are you ready? He says, are you ready? It’s like a human echo box. Are you ready?

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  Are you ready? He’s a hype man.

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  Hype man.

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  Now watch it, folks.

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  You get a first class speaker, they want a hype man.

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  Now they got the DJ back there.

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  Now you’re going to have about eight guys showing up at your show.

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  You’re going to have a bunch of people. You’re going to have a bunch of people.

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  You’re going to have a bunch of people.

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  You’re going to have a bunch of people.

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  You’re going to have a bunch of people.

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  You’re going to have a bunch of people.

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  You’re going to have a bunch of people. You’re going to have a bunch of people.

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  You’re going to have a bunch of people. You’re going to have a bunch of people.

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  You’re going to have a bunch of people.

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  You’re going to have a bunch of people.

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  You’re going to have a bunch of people. You’re going to have a bunch of people.

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  You’re going to have about eight guys showing up in just a second. All of them have a mic. And they’re going to say, that’s right! That’s right! Because they’ve got to get the crowd excited. Here we go. The drummer, he’s ready to go. Bring him Oh There is you see him he’s working it There is

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  This is what happens, you get the speakers, they fly in first class, they want to sit first class, they do not want to book their own hotel because they cannot handle it, that’s beneath them. And then what they do is they say, I’d like you to cover my hotel, you say sure, so you

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  cover the hotel, and I called, I called up the hotel, I said to the speaker, I said hey, I’m not covering the person’s alcohol and their food. I’m not doing it. And the hotel goes, absolutely sir, we’ll do it. Then the booker for the speaker calls me. Hey, I wanted to know what credit card you wanted to put the food and beverage on. I go, I’m not putting my food and beverage on the credit card. And they’re like, oh, you’re not? I thought you were.

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  No, I’m not.

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  And you know why I intercepted that jackassery? Because only the paranoid survive and you know what’s gonna happen at the event This speaker is going to try to get free food and alcohol again You know why because that’s what they’re gonna do and you know why I’m gonna thwart it every time because I know What it’s like to pay a $40,000 bill for speak a who decides to bring everyone up to his hotel room, turn his hotel room into a VIP suite, and rack up a big tab. It’s what happens. And so, David, a lot of people, they’re not ready for this. They’re trying to start a business, and they’re not ready for like, wow, the speaker’s gonna bring in a hype man. They’re not ready for, wow, the speaker’s gonna rack up a tab, wow, the speaker’s gonna wanna, and some people go in, David, they go in with the rose-colored glasses. They’re excited. They think optimism everything’s gonna go great but the only the people that survive are the paranoid people. Can you please help me preach the good news about this sir? Yeah it’s 100% true like anything as you come back to everything that can go wrong will go wrong. Like for example one time we we put our life savings into six or seven sea containers full of bunky wood. So we all this wood coming in and I made sure I was so paranoid about this. I was like, you know, this is our first time importing this much stuff and really this money I got it from our customers. So if this wood doesn’t come, I’m not going to have anything to give my customers. I can’t give them the wood. I can’t give them the money back. So really important this stuff comes in. Do I need a permit for this? I asked it several, several times of the friendly broker and he said, Nope, no permit required, sir. No permit required. And then of course it came in to the port. Um, so all of my God’s given wealth that I’d accumulated over probably 30 years of my life was in these sea containers. And then they said, okay, so where’s your letter of no permit required? I said, Ooh, pardon? They said, yes, this is Canada. We can’t just say no permit required. We have to have a letter of no permit required. So for about a week, I didn’t sleep, I didn’t eat. I thought that they were going to either send all that wood back to where it came from or burn it. But luckily, I’d said, hey, help me out here because you did tell me I didn’t need a permit and they eventually figured it out and it didn’t cost me more than a couple of days of delay. But oh my goodness, I’m glad I was super paranoid about that and I could have been even more paranoid I’m not sure how I would have been more paranoid in that scenario, but yeah

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  No, that’s like one of like five times. I thought I was gonna lose everything because of some stupid thing like that

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  I don’t even know if I mentioned to you James and I don’t think the person the malls are gonna work out for him It’s a project paranoia. Let’s continue here, okay? Because you don’t just drift to success. I mean, nobody drifts to success. Why you don’t drift to success? Why you don’t drift to success by default? Why, why, why do you not drift? Why, folks, the question I have for you, why do you not drift to success by default. Why? Why? What? Because people think that by very virtue of just being born it’s all going to work out. No, it’s not! It is not going to work out if you just let it sit and just see what happens. Through entropy, success does not happen. We continue. Gray box. This is a quote, I’m quoting myself from my own book here. So James, maybe you could read the quote for myself on page 175 in the gray box.

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  The success you will achieve in life is relative to the number of uncomfortable conversations you are willing to have. Clay Clark.

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  What did that, what did I just say? The success you will achieve in life is relative to the number of uncomfortable conversations you are willing to have. Have I told you about the VIP speaker? You have. I just had a conversation with a VIP speaker. I just did it. And the guy’s like, hey, you know, how come you haven’t reimbursed my $7,000, you know, thing? I go, because I never agreed to do it. You know, I’m just going to show it to you right now. So you can see I’m not going to show the folks at home, but I’m going to show you. Like, you know what I mean? What? Yeah. I’m not going to, I’m not going to, no, I’m not going to, I’m not going to pay your $7,000. Well, that’s just half of it, and then there’s the other half. No, no, no, I’m not, no, no, I’m not paying you, I’m not, no, you’re not gonna turn in some nonsense, you know, now that I’ve said no to the alcohol and food, you’re not gonna turn in it a different way. No, no, no, you, no, what you’re getting is, you’re getting hotel airfare, that’s all you’re getting, buddy, that’s all you’re getting. But it’s an awkward conversation sometimes when you’re talking to somebody from a different country or a different part of the world who and You have to tell them no And they’re like what and so what I get your thoughts on that I think most people David they avoid the awkward conversation, and they just get screwed Meanwhile I will not do that. I will have the conversation. Well. I look at your thoughts on that Yeah, I mean

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  If you don’t have those conversations now, it’s not like they get smaller, they just get bigger and more awkward and more expensive. So, I mean, it’s so much easier to nip those things in the bud just right away.

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  Now, next notable quote from page 176, James Graybox.

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  Throughout my career, I’ve learned to fire people faster. If it’s not working out, it’s better to move in quickly, move on quickly, then spend your time trying to make it work when it will never work.

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  I’m just, I’m worried about the person at the mall right now. You know what I mean? Because it’s like, if they go to the mall, and I thought this is the kind of personality type, and I could be wrong, it’s gonna go, is there some extra training I could get? What? I’ve talked to this person at least five times, said, hey, you’re going in that mall, and when you go in that mall, you know what you’re gonna have to do? You’re gonna have to do your job. And have you talked to the person who’s doing their job well? No. Have you talked to the person who’s doing their job well? No. I’ve asked you multiple times, have you talked to the person who’s done the job well?

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  No.

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  You know what you’re doing? No. You’re going to go… I know, I just know that personality type, David. And again, I mean, if you don’t fire fast, you get stuck with a bunch of jackasses. Now thankfully, at Bunkeylife.com, you have purified the land of the infidels. You’ve removed people from the team that shouldn’t be there. You have said no to grow. You have been paranoid to build the prototype, and you have sold the prototype at scale. You have found the problem. You’ve solved the problem. You’ve sold the solutions. You’ve nailed it and scaled it. And now you’re selling bunky lives all over the country, all over the world, all over the world, and it’s Canada, America, et cetera. If people want to buy one of these bolt-on bedrooms, Chief, walk us through what are the benefits of this bolt-on bedroom?

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  All right, so let’s say you got a situation where you need to get something quick. We can ship it to you ASAP. You can build it this weekend. So speed. Secondly, they’re relatively affordable. You can get a really great-looking kit for less than you might think. And thirdly, you can do this yourself. If you got friends and family who want to swing a hammer together, you can have a bonding experience this weekend, build your own kit, or you can get a local contractor to do it, or even just a local handy dude, or do that. And then of course fourth, they’re really, they finish beautifully on the outside and the inside. And so it’s a really, an adding of value to your property.

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  And what’s the, you know, what’s kind of the pricing spectrum for people that maybe aren’t familiar? I mean, do you have like- So if we’re talking USD, probably somewhere in the ballpark of about five to 15 grand as a finished kit. Talking Canadian dollars is a little bit more, but yeah, that’s the basically the gist of it. And we can ship anywhere in the lower 48

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  and all across Canada.

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  Now, I wanna ask you this, and I know you’re not a big political guy, so I’m gonna ask you a question, and you can just say, you can respond with punt, and that’s okay, I respect that. If the answer’s punt, it’s fine. Let’s say that I were to work a trade, a trade situation, and I were to really bring a lot to the table, and I would say to you, hey, I’m willing to trade you Joe Biden for Justin Bieber. As a trade where you keep Biden, the leader of America, I keep Bieber. And again, I’m not saying I really am a huge on the Bieber stock right now or I’m not. I’m just saying if I said right now, immediately I’ll take Bieber as commander in chief. I’ll just make that clean swap. Would you make that swap?

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  I feel like the White House would sound amazing. You’d get a lot of great beats and tunes in the White House. You know what I mean? So Justin Bieber, I used to play at a pub. His mom would come see me play. And then she’s like, you’ve got to check out this kid on YouTube. He’s going to be amazing. He’s going all the way. And he used to play on the steps of the local theater in Stratford, Ontario. And I checked him out. I was like, this kid’s pretty good. And then next thing you know, he’s Justin Bieber. I wonder if he could play on the steps of the White House for change and you guys could rack up the solution to your pretty outrageous debt clock situation. You know, maybe Bieber is the solution. So I’d be for it.

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  The way I was thinking about it, I think you and I were sharing a lot of the thoughts there. Cause I was thinking, you know, Biden’s policy, both Republicans and Democrats, no one can understand what he’s saying or what it means and it’s not working. So I thought if we could trade for Bieber even if it doesn’t work better, even if the policy is the same it couldn’t be worse and it would sound better. It would sound amazing. People would go, you know, things are getting bad but it sounds good. And I think that would be kind of like pop music in general or like rap music

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  where you go

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  I don’t know what these lyrics are, they’re probably bad, but at least it sounds good.

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  Yep, I think you have that for sure.

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  Okay, just something to think about. Again, that folks, that’s bunkylife.com, bunkylife.com, one more time, that’s bunkylife.com. David Frazier, thank you for joining us, sir. We’ll talk to you next week.

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  25:27

  Hey, Eric, it’s Ron Howell.

• 8

  25:29

  I just wanted to just express to you and to Clay how excited and appreciative we are about this relationship and immediate results of the just a couple of days run on the rental boats that you guys are extraordinarily good at what you do. So we’re excited. We want to do more as all your customers do. So we’ll keep figuring out how we can move forward on the variety of products. I’ve got Dusty from Browning’s eyes are wide open now. Anyway, the main thing is thanks so much. Really appreciate everything you guys have done for us and are doing. Looking forward to the future. Thanks, Eric. Please pass that along to Clay if you would as well.

• 21

  26:13

  Thanks, everybody.

• 3

  26:15

  This is Brent Starks with United Slending from Stewart, Florida. Just give a shout-out to Thrive Time Show and Clay Clark. We’ve been with them for, what, three years now. We’ve been working with them to help us with our systems, get our arms around our numbers, get some great systems in place as far as marketing, working with our Dream 100, holding us accountable, and so actually hooking us up with a lot of fine vendors as well that save us a lot of time. And those referrals really helped us out as well. But we’ve seen tremendous success putting those in place, getting our Google reviews, our video testimonials, all of those things coming together as a full marketing plan has really helped us out. So we can’t say thank you enough for Clay Clark, Thrive Time, and Andrew Bloomer, who’s worked with us for three years now. So wonderful job, guys. Thank you for all you do.

• 2

  27:03

  Well, Thrive Nation, we have an opportunity all the time. We have so many wonderful people that go to thrivetimeshow.com, and they reach out to us to schedule a 13-point assessment. We also have a lot of people that go to ThraftTimeShow.com and they schedule a free 13-point assessment and they’re not a good fit because I only work with diligent doers. I only work with people that are willing to actually implement the proven systems that Dr. Zellner and I both teach and implement in our own companies. So people say, I do want to grow my business seven times faster. I do want to reduce my working hours. I do want to increase my time, freedom, and my profits. I think we’re all in agreement that that’s a good thing. However, we can only help people that are willing to put the work in. And on today’s show, we’re joined by a man by the name of Ronnie Morales. This company is MoralesBrothers.net. I hold him in high regard because he and his family-owned business, they actually are growing, I would call it dramatically. If you look at this, Inc. Magazine says 96% of businesses fail. That’s not good. Whereas this guy’s business isn’t growing by 10% and isn’t growing by 20%. It is growing dramatically. But again, if Ronnie Morales had filled out the form and had scheduled a consultation and wasn’t willing to actually implement what we were teaching, it would all be for naught. So I’m excited for you to meet somebody who I would consider to be a diligent doer. He’s based in Richmond, Texas. And without any further ado, Ronnie Morales, welcome to The Thrive Time Show. How are you, sir?

• 6

  28:29

  Hey, I’m doing great.

• 2

  28:30

  Thanks, Clay. Hey, so how did you first hear about us? How did you hear about The Thrive Time Show?

• 3

  28:34

  I listened to your Thrive Time Show podcast for those seven years.

• 6

  28:38

  And I was learning so much, I was like, man, I’ve got to give this guy a try.

• 2

  28:42

  So you listened to our podcast seven years ago?

• 6

  28:46

  Yeah. Really?

• 20

  28:48

  Four or seven years.

• 2

  28:49

  Do you remember the first podcast you listened to seven years ago?

• 6

  28:53

  I don’t. I don’t remember.

• 18

  28:55

  I listened to so many of them.

• 6

  28:56

  Okay. I probably listened to more than once.

• 2

  29:00

  Now when you’re listening to the podcast, I try to feature clients on the show so that you know there’s real people really doing it, really implementing the systems. When did it occur to you that you might want to go ahead and fill out the form at thrivetimeshow.com and schedule a consultation.

• 6

  29:18

  I got to the point where I just needed to take the next step. I’ve been in coaching before, like group coaching and different things like that, but I just felt like everybody on your show was making tremendous changes in our business. Coming from you and Dr. Z, I felt like y’all had the experience. And it didn’t matter if it was… Because I’ve been used to doing construction, like peer groups and construction coaching, where it’s contractors only. Well, I felt like, you know what, I need business, somebody business-minded to help me grow this. I don’t necessarily need a group of just contractors. You know, I need somebody that knows the business part of it.

• 2

  29:59

  And what kind of growth have you had since you began working with us as far as a percentage? Do you know a percentage or what kind of growth?

• 6

  30:06

  Yeah, so we had about a 57% increase on last year’s first quarter to this year’s first

• 19

  30:12

  quarter.

• 6

  30:13

  So that was huge for us. And personal growth too, I honestly just as a business leader and a team member here in my company, I’ve grown a lot to be a better leader, learn how to delegate better, learn how to get these 15 minute hodls started every morning, and it’s been great. I’m just continuing to learn,

• 3

  30:32

  and I can’t wait to keep moving forward.

• 2

  30:35

  Well, you know, people always ask me, they say, what’s the most important part of business consulting? And that would be to me like asking a baker, what’s the most important ingredient in a cookie? I mean, is it the flour? Is it the sugar? Is it the eggs? I would say, if you take out any one of those core ingredients, you’re going to have a weird taste in cookie. So, in our business, consulting, we focus on marketing, branding, sales, hiring, leadership, management, accounting, all of those things. So, let’s kind of go through the process. From just a branding perspective and a marketing perspective, how has the business consulting impacted your company?

• 18

  31:10

  It’s been great.

• 6

  31:11

  The branding, the marketing, I mean people around town are telling us, hey, I’ve seen your trucks here and there. I see it all over the place. When people are searching Google or whatever it is, you know, they’re finding our videos and they’re reaching out to us. I think one of the biggest parts with business coaching for me has been the accountability. Like just having somebody tell me, like, hey, get this, this, and this done and have it done by this day and, you know, we move on to the next step. So it’s been great.

• 2

  31:39

  Now we have a weekly meeting. The purpose of a weekly meeting is so that you have a week to get your homework done. We have a week to do our homework. I mean, we do photography, videography, web development, search engine optimization, and you and I meet on Saturdays at 6.30 a.m. I find a lot of my clients like to meet in the mornings. How important is it to have that weekly meeting? Because again, I’ve done, I’m 42, but when I was 21, I was hiring business consulting programs that would do quarterly meetings or oftentimes even monthly meetings. I found that nothing got done. How important is it for you to have a weekly meeting?

• 6

  32:13

  I think it’s very important as a business owner to have that weekly accountability to make sure you’re staying on schedule. Because as a business owner, you wear so many hats, it makes it difficult to get those important things done that you need to get done, but that you want to put on the back burner. But when you know you have somebody to be accountable to, and it’s a weekly thing, and they’re steadily putting in your ear, like, you got to get these things done, get the reviews, get the video testimonials.

• 3

  32:38

  It just makes it to where you have an assignment, and you just get it done.

• 2

  32:44

  Now at the business conferences, we walk people through the entire system. This is the system we teach from. This is from my newest book called A Millionaire’s Guide to Becoming Sustainably Rich, which everyone can download for free right now at thrivetimeshow.com. You and I, we track the numbers every week. So box number one, we establish those revenue goals. We do that. We know the break-even numbers. We know how many hours you’re willing to work. This is crazy. You’re married. Your wife loves you. You love your wife. I’m not ever advocating during our coaching meetings like forsake your family and grow your company. Can you talk about that, how important it is to work with maybe a coach that understands that you want to have a healthy family and a healthy company? I think it’s very important. You know,

• 6

  33:24

  like yesterday I had a good dinner with my wife, you know, and we had a good evening with live music and we enjoyed each other’s company. You know, I took my kids camping twice this month already for four days and we’re enjoying the summer, but I think it’s very important that as a business owner, as you put the hours in, put the hard work in, that you also take the time to spend with friends and family. And I mean, it’s important, you know, rising up early to get my meditation time is very important to me too. So I think just, again, having somebody that knows the value of these things is important.

• 2

  33:58

  Yeah, as we go through, I mean, you are knocking it out with the marketing and the branding and all the things we have to do to optimize your website and make the ads work. We’ve determined your unique value proposition. We’ve improved the branding. We have a three-legged marketing stool. We know how to generate leads online and offline and referrals. The sales process, and I’m not picking on you, but I mean this, you’re like a super humble guy. So I feel like that the sales process was something that once you learned the proven process, you kind of took to it right away. But I think a lot of contractors don’t want to come across as too aggressive or too passive or too whatever. I feel like the sales process of your team really doing a good job of calling all the leads and the calls are recorded for quality assurance. I feel like that’s been a big needle mover for you. Maybe I’m wrong. Let me get your thoughts on that.

• 6

  34:46

  Yeah, it’s been great. I had my own way before I joined the team. You know, I had my own way of sales and what I thought was working really wasn’t working. And at first I put up a wall, but once I was opened up to the, why do you do it the certain ways you do it? It really opened up more ways to be more successful. You know, with the call scripts, with the recorded calls, we’re still tweaking scripts and things like that, but it’s like an ongoing process. But it’s been great, and I think that it has helped us a lot. We do have, we call our leads back right away, within hours, a few hours most of the time, and it’s important. And we’ve gotten a lot of leads, and where I needed to hire my first sales employee.

• 2

  35:35

  And now we’re working on more of the systems, you know, creating these repeatable systems and managing a large group of people. In that daily huddle, can you talk, I hammer all my clients, it’s so important to have a daily huddle with your team, to huddle with your team every morning and to have a weekly staff meeting. Could you talk about the importance of implementing these human resource strategies for managing people and what impact that’s had for your company?

• 6

  35:58

  Yeah, so the impact of daily huddles I have in my company is that it brought the team together. All of our employees, which is 17 of us full-time, it’s brought us all together to where we’re getting to see each other in the mornings and grow together. We start off with some wins, keep it brief. We go over company updates, then we go over all our projects and we ask, like, how’s that client doing? How’s this project on schedule? But when it did, it helped us a lot with the daily interruptions with, hey, so what’s going on here? And these questions that can be answered in the morning. So they learn to answer these important questions in the morning so that there’s less interruption throughout the day.

• 2

  36:36

  Now, the final two areas I wanted to cover here is, there’s so much to growing a company, and that’s what we talk about on our weekly coaching calls. But building a sustainable and repetitive weekly schedule, like every week we’re doing the group interview. Every week we’re gathering objective reviews from clients. Every week we’re gathering before and after images. Every week you’re gathering testimonials from your happy clients. You have to do this stuff every week. It’s like a garden, you gotta pull the weeds every week. Could you talk about the importance of having these human resource systems in place where you do these systems every week so it’s proactive as opposed to reactive, doing these same things over and over?

• 6

  37:13

  Yeah, I think it’s important to do it every week and repeat them so that things don’t fall through the cracks. And if you get too relaxed on not doing it or you go two, three weeks without listening to recorded calls or whatever it may be, you start to slack off a little bit. The next thing you know, you’re in trouble and now you’re putting down another fire that wouldn’t have been there if you would have been on track and keeping up with the systems and processes. So just doing it repeatedly helps with building that system. Everybody knows it’s this day at this time. Our morning huddles are every day from 7-07, last 15 minutes, and everybody knows to be there, and it’s just been great.

• 2

  37:54

  Now final two questions for you. People out there that maybe want to do business with you, they’re hearing about you. Again, it’s very hard to gather objective Google reviews if people don’t like you. It’s very hard to gather video testimonials if people don’t like the work you do. What’s your website and how do people you know go ahead and get a hold of you if they’re looking to hire

• 6

  38:08

  you guys for maybe a big project? Yes, our website is MoralesBrothers.net and you can definitely just fill out our get in touch form to reach out to us and I personally will actually be in touch with you and I have a conversation with you.

• 2

  38:22

  And for anybody out there that’s contemplating coming to one of our workshops or scheduling a free 13-point assessment, what word of encouragement or what advice would you have for anybody out there?

• 6

  38:32

  Well, I would say don’t wait any longer. Jump in because if I would have jumped in seven years ago, I would have been in a whole different place today.

• 17

  38:38

  I guarantee you would be.

• 2

  38:39

  I’ll say that though, and I’m not prophetic. I’m saying you’re on pace. You’re on pace to have a business that’s going to be about five times larger than what it was when I first met you. And I say that because the first thing you see is the leads coming in and you start to see new teammates joining your team and you’re building that foundation for success and I totally see you guys going to a great place right now. So I wish I would have met you earlier, that’s my only complaint. But that’s Ronnie Morales. Ronnie, I really appreciate you, I’ll give you the final word. What do you want to say to everybody out there that’s maybe contemplating taking their business to the next level.

• 6

  39:14

  Like I said guys, don’t wait any longer. Reach out to Clay and the team, do your assessment, and be a diligent doer. Amen to that. Ronnie Morales, take care, sir. Have a great day.

• 2

  39:23

  Thank you. The number of new customers that we’ve had is up 411% over last year. We are Jared and

• 10

  39:30

  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.

• 5

  39:42

  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 wanna 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

• 1

  40:19

  really help with getting up on what they’re listing and

• 16

  40:22

  ranking there with Google.

• 10

  40:24

  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.

• 16

  40:42

  Wait, say that again.

• 5

  40:43

  How much are we up?

• 10

  40:44

  411%.

• 5

  40:45

  Okay, so 411% we’re up with our new customers. Amazing.

• 10

  40:51

  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 percent, 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.

• 5

  41:29

  Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that

• 10

  41:57

  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 in that system has really, really been a big blessing in our lives. And also, it’s really shown that we’ve gotten a success from following those systems.

• 5

  42:43

  So before working with Thrive, we were basically stuck. Really no new growth with our business.

• 1

  42:50

  And we were in a rut.

• 5

  42:52

  And we didn’t know…

• 10

  42:52

  The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either.

• 5

  42:58

  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.

• 1

  43:41

  We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore, I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with the 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. Clay has done a great job of helping us navigate anything that has to do with 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. 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 6 to 8 weeks he’s doing Reawaken America tours. Every 6 to 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. So I’ve seen guys from start-ups go from start-up 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 like 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 is when I was shadowing him one time, we went into a business deal and listened to it. I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it, I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. He’s impacted me a lot. He’s helped navigate any time I’ve gotten nervous or worried about how to run the company uh, you know, navigating competition and, and, and, 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, how to get back open, how to, um, uh, just survive through all the COVID shutdowns, lockdowns.

• 7

  48:14

  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.

• 9

  48:20

  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.

• 7

  48:52

  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.

• 9

  49:34

  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.

• 15

  49:59

  Whoa!

• 2

  50:00

  The Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. 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. 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 cap? How do you get small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after

• 14

  51:21

  our next workshop.

• 2

  51:22

  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

• 3

  52:04

  can be used in your business.

• 2

  52:05

  Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show Business Workshop. Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person two-day interactive business workshop, all you gotta do is go to thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you.