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Audio Transcription

All right, we’re moving on here. Next session. Next session. As we look at this workflow here, I’m hoping this is like, is this mind-freeing for anybody just to see it out here, just to see it? And every time that I do a conference, I try to refine our systems to make it even easier every time. And the boxes, some people get hung up on this and I just want to show you this and there’s some intentional parts to it that maybe are subtle, but typically your arrows you would go like this and then the numbers would be in order one would think. But sometimes you have to skip a step to go to the next step and then come back to a step. So normally you would go one, two, three, four, five, six, you kind of follow a path. But I find there’s a lot of business owners We go to step one step two step three, but then they don’t know who their top three competitors are and They don’t know their unique value proposition, and so it’s hard to scale the company if you don’t know what you are It’s like if you were a sport you couldn’t define the rules to the sport and what makes your sport unique Are we on the same page? So let’s talk through this a little bit here. You want to know your niche is what we’re talking about now. Know your niche. I would encourage you to write this down somewhere in your book. This is big. You want to know your niche. Okay, so I’m gonna pick on myself for a second. Stairs, why do I only work with 160 clients? Why do I do that? What is the purpose? Well, one of the reasons is you want to make sure that you know each of your clients. Another reason is your time that you have. You know that you can fit 160 clients into your schedule, and you don’t want to go over that. Yeah, and just being real, I mean, Monday we had a wonderful client, no fault of their own. Their credit card expired with GoDaddy, and thus their website went down. Then yesterday with Master Machine, their website went down. It’s not their fault, it’s just how many of you ever had this happen the card expired and so for them It’s urgent and I feel like for me. It’s incumbent on it’s I’m responsible For being responsive to them and helping them make their website work And I know that I don’t want to ever get to a spot where I have a thousand people Because the ratio of you have 160 clients usually two websites crash a month for reasons that are not Related to anything the owner did wrong. It’s just their card expired. Make sense? Or how many people have ever been sued before? Oh, that’s sweet, it’s a great team. And we almost have like a shame, it’s like, oh, you’ve been sued? Oh my gosh, what did you do? I let Mike Lindell speak at a speaking event, oh my gosh, you’re terrible, are you okay? So, being sued, some people like really have a hard time, I don’t care, because money’s not a really big motivator for me and I’m part for the course. Death threats don’t bother me. If you were coaching me, you would have a pretty good relationship because I would just do the action items and we’ll see you next week. But some people that’s emotional and stressful, the first time they get sued, it’s tough. And I just know for me, once we got 260 clients, I was like, I just couldn’t see it getting bigger than that because I am happy where I’m at and I like it. And it bothers some people when I tell them that. They’re like, well, how come you don’t wanna grow? I don’t, I’m good. Well, if you’re not growing, you’re dying. I don’t know that’s true. So let me just give you some, I’m trying to help you guys know in your niche. There’s a fitness trainer. Steve? Yep. Have you ever worked with a personal trainer guy? You ever done that before in your life? Yeah, for like a day. Okay. Stairs, have you ever had a trainer guy? You ever worked with a trainer guy? Like for a day. Okay. Well, there’s a trainer in Tulsa who does this thing called a rolfing. Do you know what rolfing is? Rolfing? Rolfing. Should you be talking about that? Are you talking about golfing? No, rolfing. Who knows what rolfing is? Is that where you throw up? It’s an aggressive form of therapeutic massage. No. From a dude? Listen. Hey. It’s a real thing. And so there’s like, one of my clients is in great physical shape, and he happens to be in the medical industry, and he used to come into our meetings looking sweaty, every Friday, like profusely sweating, and I’m going, dude, what is wrong with you? And he’s like, just got back from my rolfing. And I’m like, rolfing? Did you go repent? You know? And he’s like, this is a thing, Clay, you don’t get it. But he has a trainer and the trainer, he does these aggressive workouts, high impact stuff. And then after this training session, this guy does this intense massage where you, who’s ever been rolfing? Is it terrible? Is it good? Is it terrible? Very painful. Yeah. So my client comes in every week, like every Friday. He’s walking in, he’s walking in every Friday, and he’s like, ah, and I’m like, dude, you look horrible. He’s like, I know, it was the best. I’m like, what, are they flogging you? And he’s like, no, you should try. So I told my wife, because my wife likes these kind of experimental medical things, you know? And I’m like, hey, why don’t you try that? And so my wife’s like, it’s the most painful thing in my life, why would you refer? So, but this particular trainer, he doesn’t carry a business card, he just is a rolfer, and he has his personal trainer, and his niche is he has three, and Charles you can probably relate to this, but he does three sessions per week for his clients, and he tells the clients, if you’re going to be my client, I want you to adhere to my diet, and we have three workouts a week, we never reschedule, it’s the same time every week, and we’re going to do the workout, and the rolfing, and that’s what it’s going to be. And that’s what we’re going to do. And so I met him because I was at the birthday party for my client now. So I’m at my client’s birthday party, and my client’s like, hey, have you met my rolfer? And I’m going, he’s here? And he’s like, oh yeah, he’s here. And this guy’s built like you, Charles. He’s pretty jacked, and he’s like, yeah, I’m his trainer. And I’m like, do you have a business card? No. Do you have a website? No. Why? He’s like, I only take on 15 clients. That’s all I do, you know? And I charge them a couple thousand bucks a month. I got 15 clients. All my clients are walking billboards. So I make $30,000 a month net profit, no website, no marketing, no print piece, no goals. He’s like, I have a house I live in, I travel all the time. I love my schedule. With, think about it, 15 clients, three hours, so it’s 45 hours a week he works, and he’s good. So you need to know your niche, and his niche is just training with 15 clients. And Charles, you could have done that with your career. Couldn’t you have, Amber, have done that? You could have been a rolfer. Charles, come up here for a second. Come up here for a second. But you could have. You missed out big time, bro. No, because you could have, and my understanding is there’s people, you had like a waiting list of people that wanted to just train with you, and that could have been your niche. Is that right? You could have been like the one-on-one trainer guy? Yeah, yeah. Yeah, back when I first started I was… Did you and Amber ever have that discussion of like is that going to be the mover? Did you always have the idea? I would have guys that come back and say I want to train with just with you. We’re training like 160 clients, like 30,000 a month in PT. And I’m just in the back office and the guy’s like, hey, I only want to work with you. And they’d throw three grand or four grand on the table. Like I don’t have time. I’m trying to run the business. And a lot of these people are your old friends because you trained them. But I would have a list back in the day. So that could, I’m trying to help somebody here, you have to know your niche. So you could be that niche. That’s a thing you could do. We could go there. Okay. Sean, I want you to hack around and Google, you’ll find it. Is that Rolfing on the Internet right there? Probably. Sean, look up. It’s a breakfast restaurant. It’s a breakfast restaurant in San Jose, and it’s going to come to me in just a second. It’s a breakfast restaurant in San Jose. It’s famous for Silicon Valley. Hack that in, Sean, you’ll find it. It’s a famous Silicon Valley. Bucks, it’s called Bucks. Look up Bucks. Bucks, I’ve been there before. Bucks is a restaurant where Buck works there. It’s like the most famous restaurant in Silicon Valley. The guy who runs it, his name is Buck, and Bucks is the name of the restaurant, and he’s Buck. So if you look at it. And is he like the only employee? There is, quick and tidy. He does everything? So anytime that like Steve Jobs would roll in there, or you know, Musk, or these people, he would go, could you get a photo and put it on the wall? And they go, yeah, sure. But he’s there every day. So it’s like the most famous restaurant, but he’s there. Is that wrong, Steve, to have a business where you’re Buck, and your restaurant is Bucks, and you’re there every day? No, if that’s what you want, then that’s good for you. But somebody else here, you might want to own multiple locations, and so you have to have that discussion with yourself. You have to know your niche. Okay. Also, back to my business. Why do you guys think that as a general rule, I don’t work with startups? I do work with startups, but I prefer not to. Anybody want to, Charles, you want to guess why I don’t work with startups? I do, but it’s like not my preference. Why? I mean, you’ve. Take a gander, just a guess. Most people don’t do their action items. Right, and I’m not gonna talk to you about waking your grown ass up at five in the morning. I’m not gonna have, I’m not a life coach. So I’m not, I’m not gonna, yeah, it’s a little therapy there. I’m not gonna call an adult and go, did you wake up, are you okay, are you awake, buddy? Are you all right? And I don’t wanna have calls like, well, my alarm goes off and I wanna wake up, but like the alarm goes off. And I deal with FOMO. My wife and I, we struggle with life balance. I don’t know what that is, but that’s not… Go see the therapist. I’m going to send them to you all day. Amen. Shaka baba. But startups, I can’t… Because I’m not trying to change your life habits. I’m not trying to change you. I want to grow a business. So I am to a business what the auto mechanic is to a muffler. Are we in the same page? So if you pick a muffler that doesn’t work, if you have a car that doesn’t work, right, and you go to the automotive repair shop, aren’t you expecting the car to be repaired? That’s what I do for companies. But imagine you went to the automotive repair shop and you say, can you help me change my life? And the muffler guy’s going, ma’am I don’t really know, you know, I know that your muffler probably needs to be replaced, but well my husband, you see, we and I were fighting and he was driving the car too fast. That’s why the muffler has three place. I I Am a business mechanic. Are we on the same page? I am NOT a life coach But because there’s some confusion there people will reach out to me going I’m just trying to be my better self and I don’t know what that is I don’t even know what that means, but I just work with business owners. So because I’m as a startup is a little out of my zone Steve Steve, startups, you’ve referred over some of your great friends who’ve gone on to do really well with me, and then some you’re like, that’s probably not going to work, but we’ll give it a whirl. Who is not a good fit for what I do? I’m going to probably get reprimanded again. I have four rebukes today, by the way. I’m trying to get another rebuke. I think if you’re a weak-ass bitch. Okay, so there I said it. Five. No, I mean, just like you said, it’s just a lot of people that talk. They just talk about all the things they want to do, but when it comes down to actually writing the content for the three pages that you pick for your website, they can’t sit down over the course of the six-month period and write the content for their website, and they think it’s just going to get written by the ether, I guess. Because there’s predictable emotional situations that will happen, okay? So one of the things I love, I wish that you guys could be a fly on the wall and hear some of the things that General Flynn says, because he’s so high integrity and so awesome. And I’m going, hey, Chief, you’re gonna speak in just a minute, are you kind of nervous? And he’s like, we gotta save America and we need to put mission over ego. So what I want is really not important, but I’ll get up there and speak. But that’s his whole thing, and I’m like, what did you just say? It’s like everything you just said needs to be a quotable on a shirt every statement he’s like mission over ego facts over feelings and I’m like oh put that on a shirt Eric you see this all the time he’s the real deal facts over feelings clay facts over feelings because certain people like Huckam I only get 10 minutes to speak and this guy gets 30 and it’s like facts over feelings mission over ego thank you I’m like I’ll put that on a shirt he’s just so so facts over you know feelings the mission over ego those kind of people do really well with us. But I know my niche. Now, how many of you have been to like a self-help thing? I’m not ripping it, but they do like you walk on hot coals and you find who you are and you run through the woods and you do some kind of trust fall. At my office, if you did a trust fall, no one would catch you and we’d all laugh. Yeah, true. Oh, that’s hilarious. You see that idiot just following us back? What a retard. So we have a very funny office. It’s a very irreverent office. But I know my niche. Now, back to you, Steve. Your niche, you work with people that have a credit score of north of what? What’s the number at You have to have a credit score of at least what? I mean, if your credit sucks, I don’t really want you to call me, but I mean, I can help you. What’s the number? I mean, we can… I mean, mostly over a 600. Okay, but if it’s like a 570, you’ve helped people get there. I’ve seen you do it. Yeah, I help them. Most people don’t, though. But you could, and I’ve seen you do it. Well, I know, but most people that are at 570 are there for a reason, and I’m not gonna change their life ways just because I wanna get a mortgage. So his niche is he’ll help you get funded fast, and he’ll be very transparent of, hey, if you wanna pay a little more per month, this is an option, pay a little less, this is an option. But Steve will fund people usually in about five to six times faster than anybody I’ve ever met. People that I know who’ve called you to get pre-qualified, they’ll go, he called me back, got me pre-qualified, and is getting it funded here before the other guys called me back, because he doesn’t do holidays ever. I mean, it’s every seven days a week, every week? Yeah, I just answer my phone. Right now, my phone is right here. Don’t do it. I’m always… Yeah, I just… While I was up here earlier, one of Aaron’s sales people called and said, I went out and talked to him for three minutes. Then I got that person’s app. They said, there’s no way it can get done. It’s a HUD guideline, blah, blah, blah, whatever. We got the app, and we’re disclosing it today and we’re probably gonna close it in about 12 days because we just know what we’re doing. So now we go to, The business, I wanna walk through the mechanics of search engine optimization because I wanna kind of land the helicopter and or the plane there today so we leave with some closure here. What a website should look like if you want it to make you money is this. I’m gonna walk you through the mechanics of this, okay? So first off, at the top left, there’s a logo and Aaron I’m gonna have you kind of point out some stuff here Could someone tell me why the logo of the website should also take you to the home page? Could someone tell me this idea so people know how to get back to the home page? It’s just like an accepted norm and it’s just I don’t know why but that’s the thing. Okay Then you’re you have to have your no-brainer on your website Aaron. Why does the no-brainer have to be on the website? Because most people are going to shop and go to a bunch of different websites and look at a bunch of different websites, but they’re only physically going to show up to like 10% of those. And so you just want to make the cut in the top 10%. And if you have a really hot deal, people are going to come to you and physically come visit you or call you on the phone and say, hey, I’m interested in doing business. Now, Charles, you have the most reviews in every city you’re in. Why is it important that people know that? Well, of course, when we go and come into your conference, 80% of people, I’m sorry, click on the highest and most reviewed, and then 76% end up purchasing with whoever has the highest and most reviewed product or service. Pretty wild. And so, but, okay, now you have to have a play button on your website, and the play button should be like a little commercial that tells people what you do. If you hit play right there. And again, these are things we do for clients. We cut it, we can edit it, add music, do it all. And again, if you don’t hire us, you can do it yourself. You can do it your own, do it yourself. But my whole thing is with what I do, I don’t work with other vendors. Can someone please explain to me why I don’t work with other web people and video people? Why would I do it all in-house? Can someone please explain to me? Why is it easier for me to charge you a flat rate and do it all internally as opposed to having different vendors? Can someone please explain it to me? Because people suck. I keep saying it. Rebuke seven. Okay. I’m in my… Why is that? It’s terrible. Why? They don’t do what they say they’re going to do. Why? They take too long. Communication. What’s that? Communication. Yes, what else? Yeah, I could walk over to the video editor and go, hey, you’re doing great on this video, but I want you to move this here or move that there, change this, cut this, add in this music. So this video, Charles used a vendor. Just don’t suck. Thank you. Charles and Amber, they used a vendor. The guy who made this video is a former employee of mine who left on very good terms, and he now has a video company, and that’s what he does. And Charles and Amber wanted to make a really nice, branded commercial, and they wanted to do it at their locations, and so without reservation, I said, Roman is the guy who could probably do that. We do stuff internally, but I only, I just don’t wanna like deal with people, I don’t suffer fools very well. I don’t want someone who’s not gonna call you back. So hit play here, show this real quick here. Cola Fitness, we offer memberships for as low as $7 a month. You get free trainer and nutrition instruction in a positive and uplifting atmosphere where you can work out at your own pace. Enjoy a free training session and get free massage at Go to all fitness you can work out massage and tan for as low as seven dollars a month And I’m not saying you like the commercial or you don’t I’m just saying it’s effective are we on the same page It’s effective okay, so back to the website by the way who’s a Stephen Meyer Stephen Meyer where you at Stephen Stephen Meyer Are you here? Dr.. Meyer Stephen Meyer is he here Stephen? Oh, you lose that who’s a Jesse Engler? Jesse Engler? Boom. You Jesse Engler? You have won a helicopter ride. So you and your, and your, this is your girlfriend, wife? Wife. You and your wife get to go up there and you guys can make out and do that. The last people survived. So you guys can go right now. Okay, you guys can go right now. And then when you get back, tell us so we can get the next person up there. So have fun and you can wave at my wife. You’ll fly over our house. Just walk towards the spinning blades outside, you’ll be fine. Look for the spinning blades. So the website though, this is the components. Now why do you want to have a horizontal navigation bar, Steve? Because a lot of business owners will fight me on this. They’ll go, well, I don’t want to have a horizontal navigation bar. Can you please explain to me, Steve, why do you have to have one? Why do you have to have a horizontal? Because it’s how Google wants it to be. It’s part of their canonical compliance. Sean, shrink it down to mobile real quick. Shrink it down to mobile. Why does it have to work on mobile? Can someone please tell me on this vision? Why? Because everybody uses their mobile. This is the first time I’ve seen a computer screen in like years. Thank you, Steve. Okay, so it’s really important though that you adhere to these rules and these systems because this was what was going to grow the business. And if you don’t, you get stuck. So you have to know your niche though. You gotta know your niche. Now, why do you want to mystery shop three competitors? Next action step. Why do you want to call your top three competitors and pretend as though you’re a customer in both your city and in other cities? Why would you want to call the top three gyms that are not yours or the top three mortgage companies that are not yours or the top three home building companies that are not yours in both your city and an analogous similar city? So in my opinion, Tulsa, Oklahoma, in my opinion is similar, some might disagree, but in my opinion it’s similar to Plano. If someone disagrees, it’s fine. I think Owosso and Plano have a lot in common. I think that McKinney, Texas has a lot in common with Owosso. McKinney, Texas and Owosso are very similar. Why would you want to, if you’re a home builder in McKinney, why would you want a mystery shopper in McKinney and Owosso? Well, because you want to see what are the best practices there. You’re going to learn stuff from your competition. You’re going to learn about what you’re doing well and what you’re not doing well and you’re going to learn what they’re doing really well that maybe you’ve never even thought about implementing. I actually just did this last week and had a very eye opening experience shopping one of my competition and came back to Clay yesterday for our meeting and said, hey here’s an idea I had and I said what do you think about this? And he was like, you should implement that today. Like, that’s a great idea. So you’re gonna learn from them, but it also, like, as they’re going through their spiel and their pitch and walking you through their process, you’re gonna kinda go, man, we’re falling short in this area, I see them doing this well. Or you’re gonna be like, wow, they suck? I at least don’t suck as much as they do. Which is Clay Stair’s book right there, Just Don’t Suck. Now, Stairs is gonna be speaking tomorrow about hiring and it’s gonna be incredible, I promise you’re gonna love it, folks. Now, who here does pedicures or manicures, ever? Who here goes to pedicures or manicures, ever? Okay, so I went through a phase in my life where I kinda started to question my sexuality. No, I’m just kidding. But I was going to other hair places because I had to spy on hair places and I don’t go to hair places. Like, I am the kind of guy, I just don’t care. Clay will just cut his own hair while he’s in the shower without a mirror. Well, I hired a guy, back in the day I hired an employee named Jake and I said, Jake, just cut my hair. So he would go, brrr, brrr, brrr, and I go, just leave me a little duck butt and that’s good. We call it the duck butt. I pay him 10 bucks and we’re done. And I’m like, I equate speed and quality as the same thing. Just brrr, leave the duck butt, we’re good. And sometimes it was bad, sometimes it was okay, but that was my thing is 10 minutes is good so I with the hair business we open up the hair business I thought okay I see a niche so I need to go to all my competitors okay so who’s been to great clips great clips so I went there and they have like the chairs you sit down and they’re kind of plastic chairs if you have any great clips they’re meant for like 12 year old boy and they have magazines who’s been there they have magazines you know what magazines like people magazine and stuff and It’s really not catered to appointment only It’s pretty much walk-in focused and the person who answers the phone is the person who cuts your hair. Have you seen this? Yep, so What kind of haircut were you looking to get today? Okay, let me get the phone real quick Thank you for calling great. I’m so I can help you. Yeah. I’m sorry. I’m with a customer I’ll be right back with you. So what kind of haircut were you looking for? Yeah, I like to go with so sorry phones ringing. Oh, hey a new person just walked in bing-bong How are you? Welcome to great clips. I’ll be with you in like seven days Have you seen this a lot of chain smoking out back? Okay, so I like that doesn’t work. So I do open a hair business I’m not gonna have any phones in the store So the person working there never has to answer the phone. The phones will be answered somewhere else Then I discovered well, I had to wait an hour for a 20 minute haircut. I’m gonna do appointment only, so there’s no waiting. And then the haircut, it’s like, how many of you ever worked in the hair industry? If it snows, nobody comes in. If it rains, you’re living in poverty. But if it’s good weather, you’re busy. How many of you noticed this in the hair industry? Or holidays, nobody comes in. So I figured, let’s do a membership model so we’ll charge people 40 bucks a month and it’s a membership only kind of thing and then I just kept mystery shopping in every place I went to I learned something else I also went to a place in San Diego the nicest place in San Diego and the guys true story the guy says to me sir do you want to be wet look or they dry look I’m like, is he hitting on me? What’s happening? I don’t know. Sir, my wife was with me. My wife was laughing because we had to go to these places every couple weeks and she was like, honey, it’s not that bad. I’m like, I hate these places. I hate, I just hate all the variables and all the hair stuff, you know, with your thin hair, sir, you want to have a product that makes it more full. Yeah, I’m like, stop, whatever. Okay, so I go in and this guy says, you want the wet look or the dry look? I said, I like the dry look. He said, okay, yes. And I cut to my hair and then, I have the wet look. And my wife like, you look like a, like you look like a, like a, like a Italian gangster or something. That’s not the look. And I’m like, freaking A. So I go back, I’m like, dude, I definitely want the dry look. And he says, oh yes, I will get you the dry look. And this is a real guy. And his whole thing is no matter what haircut you asked for, he’s going to give you the wet look. Because that’s what he wants. Have you seen hair people like this? Sir, based upon the circumference of your head, you need what we’re going to call a bald fade. Or sir, what kind of haircut do you want? Sure, let’s do a bald fade, because they have like one move. It’s like a military place. So anyway, I learned all these things. And then with full confidence, I went into the marketplace knowing that I would be the only haircut place that was membership only where the phones never rang in the stores where the first haircut was a dollar where someone actually answered the phone when you called and where we had highly trained salespeople that actually followed what you wanted with the haircuts the stylist followed the systems and I knew with confidence I would win because I already mapped it out on a spreadsheet so I knew I would win before I even spent any money on the business. Does that make sense? So, with Randy’s business, I know he just left, but the guy who built the Pergolas, he called me and said, hey, I want to open up a Tulsa location. Are you down? And I said, how much is it going to cost me? He said, yeah, about 120 grand. I go, okay, let me mystery shop. Why did I mystery shop, Steve? Why did I call all the competition? Because you wanted to find what your point of differentiation might be in Tulsa. Charles, what kind of feedback do you think I got when I called all of the competition in Tulsa and researched other companies that do pergola and hot tubs and pools? What kind of competition did I discover, you think, in Tulsa? Probably nobody’s following systems. It was a full week into my mystery shopping before anyone called me back. And I’m like, oh, we’re gonna dominate this market. None of them had reviews, none of them could quote anything. None of them worked via appointment. They would say, sir I could come on by to get you a quote on Tuesday or Wednesday. I’m going, let’s go with Tuesday. Well my schedule changes now. I can’t commit to a time. But it’s like working with the phone company. Ever dealt with a phone company? I’ll be there between 8 a.m. and 9 p.m. So you just take the day off and you just wait and we’ll come by and hook up your cable. Have you ever had this happen? So I recognized if we could do appointment only and we had the most reviews we would win. And so we’re doing you know half million dollars of sales a week and a startup in Tulsa because I knew it would work. I knew the math was there. I knew the market was there. Any questions about discovering your niche? I’ve got two other questions on your niche. Don’t hire employees that you don’t get along with, okay? Please, please stop hating your life. Please don’t hire people that you, like I appreciate irreverent humor. And so in my office, there’s a lot of crazy stuff that happens every single day that I think is hilarious, but you might find disturbing, but I’m not trying to convince you to appreciate the punchline. Make sense? So in my office, who here has ever listened to Dave Chappelle? How would you describe Dave Chappelle’s humor? Hilarious? What else? Inappropriate. Which is why I like him. I think it’s kind of profoundly irreverent. It doesn’t he like say a lot of times what you’re thinking? Remember he did, you remember his routine where Dave Chappelle, who’s black, dressed up like he was a part of the KKK. Remember this? He was a blind KKK member preaching about the dangers of black people, but he was in fact black. You remember? Yes. Who saw that? And it’s like, and I’ve met people that are kind of that way with their racism on both sides. I’ve met people that hate white people or hate black people and it doesn’t make any sense. So the comedy was so priceless, but it’s like a lot of people can’t handle that. And in my office, we’re just an irreverent bunch here. So everybody in my office tends to sing out loud, like they’ll sing out loud to stuff. They’ll laugh out loud. They tell jokes that are funnier than are not. There’s an irreverent kind of a locker room sort of camaraderie. And the only thing that offends us is if someone is offended, you know, so I’m offended. We’re like, what a jackass. You know, that’s his last day. I’m just going to miss you. So anybody who’s offended, that’s what offends us. We’re just, it’s like a culture like that. And we all get here early. The workday starts at 7 a.m. And we work until 3. And that’s the culture. And we have to do lists. And everyone carries a to-do list. And everyone has a calendar. And everybody who works here has goals. And that’s just the culture we’ve created. Now Aaron, if you were to hire, and you’ve been with me long enough where you’ve seen where people have an expiration date. Yeah. And I don’t wanna get myself sued again today, but the thing is when somebody has an expiration date, much like expired milk, why do you not go, well I’m loyal to this purchase, let’s do it? Why do you, why when an employee reaches their expiration date, why do you need to let them go? Oh, because they start to contaminate everyone around them. They turn into kind of the cancer in the company. They start trying to repel other people out of your company or tell them, you know, all the reasons. It’s always passive aggressively. Right. And it’s always a, you know, let me let you in on a secret kind of a thing and then they go to everybody and talk to them about all the things they think you’re not doing right or that you’re you know Illegal immoral unethical, you know, so what they’re doing is immoral and unethical So this is and these are just two examples from my last ten years. I can share with you They’re far enough in the past. I won’t get myself in trouble, but we had a very good employee had been here over ten years and Our meeting started seven. So the meeting starts at seven. What time should you be at the meeting you think 645 Okay, so this guy starts rolling in at 702 one day, okay And it’s been 10 years always on time, and I said hey pull I pulled his head privately hey I’d like it if you’d be on time. I’m sure you have something come up. Are you good? He’s like oh like you’ve never been late This is like 10 years of resentment build up and I go Actually come to think about I haven’t but now that you brought it up. You’ve been late twice this week. So stop. Oh, really? Oh, you’re I’ve been here 10 years. I’m like, yeah, and you’ll be here about 10 more minutes. It’s a true story. Well, then I found out that this employs happens to me every year. It’s an annual gift. One of my kids at every single year, a client, he goes, I gotta be honest with you. One of your clients has hired me to work for them on the side. And they’ve been doing work for them on the side. And so, okay, so you Violated your non solicitation your non compete and the one of my clients called you and said well you work for me on the side He’s like, yeah And we’ve also been lying to you about your commissions. They pay them to me now. I’m like, oh so the commissions They were lying about to me. They’ve been paying to you. He’s like, yeah, but you’re just so judgmental I hate being here. I’m like then you’re gone. And so a 10-year relationship wrapped up in 10 minutes and it’s done it’s so freeing. But I know people that keep those people in their office and it’s you know what I’m talking about and you can’t have a toxic culture and a toxic culture is where you and your values are saying one thing but you’re doing something else and it creates a collective cognitive dissonance. So at the Reawaken America Tour we have a 30-minute prayer and healing service and I’m not prophetic, I’m not a pastor and I often am very skeptical about most prophets but not all prophets. That’s my summary. I am skeptical of prophets, not all prophets, there are real prophets, there also are real mechanics and there’s also real dentists and there’s fake dentists. How many of you have ever been to a bad dentist or a bad mechanic or a bad contractor? I don’t have just universal faith in the concept of a prophet or a teacher, but I have certain people that I have at the tour that I think are bona fide, certified, great people. And they come up there and they do a prayer and healing service. And it happened two events ago, but a big time personality, not one of the ones who speaks, but someone who wanted to speak. They go, I would be more comfortable joining the tour if you would just take the prayer out of it because it’s offensive to a lot of members of the Republican Party that don’t believe in prayer. And I was like, well, then you just can’t come to the events then. You know? Or you can, you know, he’s like, but you’re not open. And if we, you know, cause that’s the minds, we’re on the same page. So my culture for the reawakened tour, although it is offensive to some is it’s very much God first country second, and that’s the order, you know? And so that’s how I do it. But there’s many people that you could reach more people if you would switch it and put country first, God’s second, or not even mentioned God. And even though maybe someone here agrees with that. So I got a very good friend of mine, he happens to be a different faith, he’s a doctor, and he goes, if you would take out the prayer and healing, you would have so many more doctors because most doctors are atheists. I go, what? He goes, most of the top doctors in America today are atheists or agnostic, and so I could get you the top names. And I’m going, no. But again, you have to know your cult. Are we on the same page? So when you know your niche, you have to know your niche for your customers, but you also have to know the kind of employees you want to hire. I’m going to leave you with this, and then we’ll wrap up for today. You need to do it in the next 24 hours. When Clay Stairs will speak on it tomorrow, you need to really listen to what he’s saying. You need to be thinking about who’s your ideal client and who’s your ideal employee. You really need to think about it. The other day, we had somebody apply for a job, and right away, most people go, oh, she’ll be a perfect fit. Because everybody who’s here knows it. But then other people show up and they’re like, probably Antifa, probably not gonna buy her that price. So you really need to think about that, because it’s hard to scale something if you don’t know who you are. Are we on the same page? You really need to know that. Any final questions for Charles Kola? He and his wife have built a very impressive, very scalable, growing business. He’s here right now. This is Steve. I think he only has eight rebukes so far today, so he’s good for one more. Any questions for Steve or for Aaron? Yes. You’re back, okay, good job. Okay, where’s Hannah, how was it, was it good? Was it? Who’s Hannah? That’s the second person that didn’t die, so I think you guys are pretty much safe. Who’s Hannah? Don’t tell them. Hannah Dangle? You win! You win! Yay! And are you guys all a team here? Okay, why don’t you guys all go up in the helicopter, okay? And Hannah, I talked to your dad a little bit, and we want to make it extra special for you, so you’re going to go up there for a half hour of power, okay? So have a good time, all right? All right! Have fun, Miss Hannah. Okay, great. Clay, I was going to just throw one more thing out there. Great clay any other questions. Yes, sir I was gonna just throw one more thing out there when you have people who are toxic working for you And you don’t let those people go you get to also think about what happens with your team They’re sitting there observing it going what a weak leader They can’t even get rid of this person who’s totally passive-aggressive So it starts to turn them against you even when that person isn’t saying anything which is why tomorrow we’re going to talk really about how to specifically hire people, how to do the now hiring ads, how to call the leads, how to get people in, how to onboard people, the paperwork, the hiring. And if you feel like you don’t know how to hire people then you get stuck. And that’s where I don’t want you. I don’t want you to be held hostage. Any other questions for Aaron Antus or Steve or Charles? Okay, okay, all right. Final thing and then we’ll go. Okay. I always say boom a lot and people say what is boom? What is that? Boom. In my mind boom stands for big overwhelming optimistic momentum. That’s what it stands for in my mind. Big overwhelming optimistic momentum. Because that’s what it takes when you go home and you want to apply these things you’re gonna encounter a world that’s not motivated to help you hit your goals. So you’re gonna have to bring the boom and you’re going to have to be the guy driving 90 miles an hour when the world goes 45. You’re going to have to be the person who has a sense of urgency when other people don’t. You’re going to get used to people. You have to get used to people saying, what’s your problem? Why are you so alpha? Why are you so aggressive? What is the urgency? People, contractors always tell me, why is it so urgent that I get this done? Why does it have to be done today? You have to create that kind of urgency, okay? So you want to take all these ideas you’re learning, so for just for homework today, any of the ideas that you’ve had while they’re still floating around, I would encourage you to dog ear those pages or write them in your book so when you go home you can take those ideas and put them into action and turn them into actual success, okay? So we’re gonna end with a boom and tomorrow we’re gonna start at 7 a.m. so if everybody can get here about 645, that’d be great because I’d like to start right on time. We have a lot of stuff we want to pack in and we’ll end with a boom, okay? So here we go, three, two, one, boom! See you tomorrow. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson, we own Platinum Pest and Lawn, and are located in Owasso, Oklahoma, and we have been working with Thrive for business coaching for almost a year now. Yeah, so what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminix, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts, and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also, we’ve been trying to get Google reviews, asking our customers for reviews. And now we’re the highest rated and most reviewed pest alarm 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% were 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, more new customers last year than we did the first five months. Or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible. But the reason why we have that success by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists that when everything gets done and it gets done right, it creates accountability. We’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success but that like is of the diligence and consistency and doing those in that system has really, really been a big blessing in our lives. And also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. 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 I just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42 percent increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proven turnkey 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, graphic designers, and web developers. They run 160 companies every single week. Think of this guy with a team of business coaches running 160 companies. 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. I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. Clay has been an amazing business coach. Through the course of that, we became friends. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate 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 are all closed for. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey, guys. I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house. Right. This is where we used to live years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team, I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome. But Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you times a thousand. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13 point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems. So now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever. And we’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see it. Hey, I’m Ryan Wimpey with Tip Top Canine 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’d be a good fit for Tip Top loves dogs, they’re high energy, they want to be able to own their own job, but they don’t want to worry about, you know, that high failure rate. They want to do that like bowling with bumper lanes. So you give us a call, reach out to us, we’ll call you, and then we’ll send you an FDD, look over that, read it, fall asleep to it, it’s very boring, and then we’ll book a discovery date and you come and you can spend a day or two with us, make sure that you actually like it, make sure that training dogs 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 SitCup K9 would be somebody who loves dogs, who wants to work with dogs all day as their profession. You’ll make a lot of money, you’ll have a lot of fun, it’s very rewarding. And who would not be a good fit is a cat person. So the upfront cost for Tip Top is $43,000. And a lot of people say they’re generating doctor money, but on our disclosure, the numbers are anywhere from over a million dollars a year in dog training, what our Oklahoma City location did last year, to 25, 35 grand a month. To train and get trained by us for Tip Top Canine, to run your own Tip Top Canine, 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 canine is so you own your own job and you own your own future And you don’t hate your life. You get an enjoyable job that brings a lot of income, but it’s really rewarding. My name is Seth Flint and I had originally heard about Tip Top K9 through my old pastors who I worked for. They trained their great Pyrenees with Ryan and Tip Top K9. They did a phenomenal job and became really good friends with Ryan and Rachel. I was working at a local church and it was a great experience. I ended up leaving there and working with Ryan and Tip Top K9. The biggest thing that I really really enjoy about being self-employed is that I can create my own schedule. I have the ability to spend more time with my family, my wife and my daughter. So my very favorite thing about training dogs with Tip Top K9 is that I get to work with the people. Obviously I love working with dogs, but it’s just so rewarding to be able to train a dog that had serious issues, whether it’s behavioral or whatever, and seeing a transformation, taking that dog home, and mom and dad are literally in tears because of how happy they are with the training. If somebody is interested, I’d say don’t hesitate. Make sure you like dogs. Make sure that you enjoy working with people because we’re not just dog trainers. We are customer service people that help dogs and and so definitely definitely don’t hesitate just just come in and ask questions ask all the questions you have


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