Clay Clark Client Success Story | “We Started 2 Years Ago. We Have Grown By 50% Top Line & Profit Has Grown About the Same Amount.” – David Fraser (Founder of BunkieLife.com) + The Proven System to DOUBLE Your Sales!

Audio Transcription

Transcribed with Cockatoo

(Speaker 1)
How much have you grown since you and I first connected or since you connected with our team? Because I mean, you are really growing there at BunkyLife .

(Speaker 49)
com. Yeah.

(Speaker 4)
So, um, I, we started two years ago, I believe, and almost, yeah, basically two years ago. I don’t remember exactly where we’re at then, but we have grown by probably 50 ish percent top line and profit has grown by about the same amount. It’s been proportional this year. We will grow 30 % top line and 30 % bottom line. And then last year we grew a fair bit too.

(Speaker 2)
So I think it was about 50%.

(Speaker 22)
Clay Clarke is here somewhere.

(Speaker 69)
Where’s my buddy Clay?

(Speaker 2)
Clay is the greatest. I met his goats today. I met his dogs. I met his chickens. I saw his compound.

(Speaker 22)
He’s like the greatest guy.

(Speaker 21)
I ran from his goats, his chickens, his dogs.

(Speaker 2)
So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing.

(Speaker 3)
4 ,000 % from February to February. Now I can better that. Okay, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself and if I cry, forgive me. In the last two and a half days, We have bettered our entire month of February in the last two and a half days.

(Speaker 3)
So and the phone’s blowing up. Everything’s just blowing up. You’re right. It is like a rocket ship. So we’re pinching ourselves, actually.

(Speaker 9)
I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say.

(Speaker 10)
Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi -million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you, and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show, starring the former U .

(Speaker 68)
S.

(Speaker 10)
Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zuckner. Two men, eight kids, co -created by two different women.

(Speaker 1)
13 multi -million dollar businesses. How many times do you have to call the average lead before you reach them? On part two of today’s show, we’re going to deep dive into it. And on part one of today’s show, we deep dived into it. But I’m going to just keep hammering this concept. You know that most people visit my website.

(Speaker 1)
They go to one of my companies, eitrlounge . com. They request the first haircut for $1. And did you know that on average, we have to call the average inbound lead six times before they pick up the phone? So when somebody goes to eitrlounge . com, they scheduled their first haircut for a dollar.

(Speaker 1)
Did you know that on average, we have to call and text that person an average of six times? Let me give you another example. If you go to makeyourdogepic . com, our dog training brand, you go there, you fill out the form. Did you know on average, we have to call the average customer almost five times before we reach them? Folks, did you not, think about this for a second, the profundity of that.

(Speaker 1)
Somebody has gone onto Google and they type in Tulsa men’s haircuts. They find us and then we have to call them an average of five to six times before we reach them. Now you say, well, why do you have to call them that much? I think people are perpetually busy. I think people don’t recognize the number. I think people are mistrusting of call, of phone numbers they don’t know.

(Speaker 1)
I think people are calling or filling out the form at night. Now they’re at work. There’s a variety of reasons, but here to talk about why you have to call your leads over and over until they cry by or die is our good friend, the founder of BunkyLife .

(Speaker 67)
com, David Frazier.

(Speaker 1)
Welcome on to The Thrive Time Show.

(Speaker 4)
How are you, sir? I’m doing so great, and this is such a pertinent topic to my business right now, because we’re trying to hammer this into the sales force right now. I’m trying to get time to lead down to under 10 minutes. That’s our goal right now. Because there’s also, in addition to what Clay just said, which is way more reach out than you think. Oh, I called them once.

(Speaker 4)
No, you have to call them at least, in our case, seven to 12 times. But if you can get them in the first 10 minutes, they almost always pick up. So there’s this proportionality where if you get them the fast, they’re way more likely to pick up.

(Speaker 2)
If you let it drag for four to 24 hours, it’s like a terrible decay that happens.

(Speaker 1)
This is so profound. Let me give you an example, folks. Last night, we have a website called thrivetimeshow . com, where many of you go to request conference tickets. And last night, we had a handful of ticket requests coming up for our December business conference. And David, to your point, when we reach that lead within five to 10 minutes, they almost always pick up.

(Speaker 1)
They want to get it. ticket. There we go. But if people fill out that form overnight, which they did last night, our team behind me is on the phone trying to reach these wonderful people. And they’re usually into three or four calls before they reach that person. And again, these are people going to our website, requesting the form.

(Speaker 1)
So our process that we have in place is if you go to Thrivetimeshow . com and you request a conference ticket, we’re going to text you and call you. until we reach you. But most businesses simply call the lead one time, and then they move on. I really want to get your thoughts on this, because again, it’s a simple idea, but this will dramatically change the game for somebody out there. If somebody will embrace what we’re teaching on today’s show, this could change their life.

(Speaker 4)
Talk about where a lot of entrepreneurs fall short by default here, sir. I just think that you drastically underestimate how busy everybody is. You drastically underestimate how much effort it takes to get somebody to respond, even though they are genuinely interested. So a lot of times people call them like, I called them once, I guess they’re not interested. Well, the reality is like, picture how busy you are and picture how much stuff you got on the go and how much you would appreciate if someone just took the time to follow up with you. I mean, you got to put yourself in their shoes.

(Speaker 4)
They probably did it, like you said, in a quick minute. I got a few minutes, boom, boom, boom.

(Speaker 2)
Let’s email five dog groomers.

(Speaker 1)
And the one that’s most aggressive and gets back to them the quickest and continues to follow up is going to get the business probably the majority of the time. And it’s very concerning or alarming, or it feels almost like unethical for certain people. It feels like it’s too much. It’s a hard idea. It’s difficult. It’s mean.

(Speaker 1)
I don’t know how people decide. These are the ways that clients have described it to me over the years. And so I’m going to brag on one of our clients here. One of our clients, he’s a mortgage provider. And if you type into Google Tulsa mortgages, about 90 % of our clients are not in Tulsa. But I just want to show you an example of a local Tulsa guy.

(Speaker 62)
And you fill out the form for stevecarrington .

(Speaker 1)
com. He will contact you. and get you pre -qualified five to 10 times faster than his competition. How How do I know this? Because I’ve had friends and family. I’ve worked with Steve for almost 10 years.

(Speaker 1)
I’ve had friends and family that have said, hey, I’ve gone to the competitors, I’ve filled out the form, and I typically either A, don’t ever hear back, or if I do, it takes them multiple days. He will contact you back. Steve will contact you back, usually within minutes. He’ll get you pre -qualified within the hour. And Steve is one of the most successful mortgage brokers. He does loans in all 50 states.

(Speaker 1)
He does a phenomenal job. But one thing he does that no one seems to be willing to do is he will call, text, email. He will call every lead until they cry, buy, or die. That’s his motto. Call every lead until they cry, buy, or die. Help somebody out there get this idea.

(Speaker 1)
They go, I’m calling my leads. I’m calling my leads. You go, no, no, you’re not, you’re not calling them enough.

(Speaker 2)
Help somebody out there that thinks they’re calling their leads, but they’re maybe not calling them enough. Okay. Everything you want in life is on the other side of getting your time to lead down and your frequency of response up. I’m just telling you that right now, everything you want, you could double your business this week. There’s so many other things that take so much incremental effort to get even a 10 or 20 % gain, but this thing can double your business. If you just, if you just contacted.

(Speaker 2)
people three times as hard and reach them twice as frequently, that would double your business, assuming that you’re able to close people at the same rate and you’re able to serve people at the same rate.

(Speaker 9)
It would literally double your business and you already have the leads in your inbox. Just call them.

(Speaker 1)
Welcome to the Thrive Time Show. But you might not know that intro music was recorded by Atlantic recording artist Colton Dixon. Now, Colton Dixon is represented by the same A &R rep, David Silberstein, as Ed Sheeran and Jason Mraz. And just four days ago, he flew into Tulsa and he was on these microphones sharing with you his story, his process, and he is having all sorts of success. But I encourage everybody out there, if you’ve yet to check out Colton Dixon. Go online right now, do a Google search for Colton Dixon and find his new music.

(Speaker 1)
This guy is really, really putting in the work and I would encourage you to check out his new music. It’s very positive. It’s very uplifting. It’s kind of like Imagine Dragons meets One Republic. It’s just very fun, up -tempo, encouraging. It’s not negative.

(Speaker 1)
It’s not dark. Check out coltondixon .

(Speaker 5)
com.

(Speaker 1)
And Steve, I don’t know if you know about this, but Colton Dixon has been writing His music with some actual great songwriters. Yeah, so you’ve been telling me about that. He’s kind of a big deal now, huh? Well, let me list off the, he’s teamed up with songwriters who have written for Martin Garrix, Gavin DeGraw, Kelly Clarkson, John Bellion, Shakira, Timbaland, Keith Urban. He’s teamed up with RoboPop. Now RoboPop has written songs for, let me read these to you.

(Speaker 1)
RoboPop has written songs for the Gym Class Heroes, Maroon 5, Sean Paul. Charlie XCX, Nick Jonas, Britney Spears, Andy Grammer. And he’s teamed up with Busby, who’s written songs for Kelly Clarkson, Gavin DeGraw. I mean, just huge, huge songwriters. And we could not be more excited for him.

(Speaker 1)
So Colton Dixon, congratulations to you.

(Speaker 53)
I’m so excited about your new music.

(Speaker 1)
And for everybody out there who doesn’t know Colton Dixon, check him out, coltondixon . com. But on today’s show, Jason, we’re talking about cold calling. Cold calling. cold calling.

(Speaker 66)
Now, we have a listener out there who has a question.

(Speaker 6)
Could you read the question? Absolutely. Go for it. They say, I’ve been listening to your podcast for some time now. I hear you talk about cold calling, which I do. My question for you is to leave a voicemail or not.

(Speaker 6)
I personally cold call interior designers, which are mostly sole proprietor type businesses. As it turns out, most don’t subscribe to answering their phones on a regular basis. I will say that I have left voicemails mostly with follow up calls with no luck of actually talking to most of them and have never ever had a callback.

(Speaker 1)
I’m sure some of it comes down to how or to me and how I sound on the voicemail, talking too fast, maybe saying um too much, et cetera. I’m working on that, but still, is it beneficial to leave one or just keep calling until I get a live person? Any advice would be much appreciated. Okay, I’m gonna break down this into, there’s kind of new rules out there.

(Speaker 7)
There’s new rules for sales, and I’m gonna break down the rules, and then as I share the rule, Steve can explain why this is the case.

(Speaker 1)
And then Dr. Brett can one -up him with an epiphany that is so profound that Steve and I don’t even get it. So here we go. I dare you. The text message killed voicemails. Text message has killed voicemails.

(Speaker 65)
Steve, you have grown Total Ending Concepts and specifically SteveCurrington .

(Speaker 1)
the past five years. I

(Speaker 5)
I mean, five years ago Total Lending Concepts was just a startup and now Total Lending Concepts lended $251 million of mortgages last year and you have grown your Tulsa branch, SteveCurrington . com. Explain to the listeners what you’ve done and how it’s changed your approach now that the text message has in fact killed voicemails. We never, ever, ever leave voicemails. Ever. Ever?

(Speaker 5)
The only time I would ever leave a voicemail, excuse me, would sound like this. Hey, Clay, it’s Steve, give me a buzz. Because just out of the curiosity, people might call you back if you just say, hey, it’s Steve, call me.

(Speaker 30)
You know, because if you got a message that said that, you might call him.

(Speaker 1)
But what we do is we call and we immediately follow up with a text message. And sometimes that’s what my text message says.

(Speaker 64)
It just says, Clay, question mark.

(Speaker 1)
Because most people, if they get a text that says their name, question mark, they’re going to reply with what? Yeah. Who’s this? I have, I have seen this phenomenon happen a lot with doctors and dentists and professionals, but Jason, the doctor or dentist will work very hard to get to the top of Google and to generate a lead.

(Speaker 6)
Yep.

(Speaker 1)
And then the front desk lady or front desk guy will call the lead. And the person they’re calling, the lead they’re calling never answers their phone. Right. Why do people by default not answer the phone when they don’t know the number? Why? Well, because they typically think it’s going to be somebody scamming them or they’re going to say, oh, well, you know, if I don’t know who they are, they’re going to let me know who they are in the form of a text message or some other type of, you know.

(Speaker 1)
notification. It’s because of those dadgum extended warranty people.

(Speaker 7)
That’s why people don’t answer their phone, Clay. It’s because of the extended warranty and the health insurance calls that we get. why because we get like 90 of them you just inundated with them yes and so if you don’t know the number it’s like I’m not I’m not answering that I I happen to answer my personally because if I see the phone ring and I answer but you’re just curious guy yeah most people don’t you know most people will not answer So rule number one, 2020 practical rules for cold calling. These are very practical rules for cold calling in 2020. Text message has killed voicemails. Dr. Breck, do you actually listen to your voicemails or do you just have it transcribed into text or do you just call back somebody if you know the number or what is your?

(Speaker 1)
Yeah, it’s a mix. So yeah, it depends. My voicemail does do the transcription. So sometimes that’s the case.

(Speaker 53)
Other times if I do know who it is, I’ll listen to it.

(Speaker 10)
or just see that I know that person and call them back and not actually have listened to the voicemail.

(Speaker 1)
We as a society have never sat down and said, all right, society, there’s new things we’re agreeing upon here as a society. There’s a majority vote for the whole world. We’re taking a world vote here.

(Speaker 5)
How many of you people think we should no longer check our voicemails?

(Speaker 1)
Signed.

(Speaker 6)
Man law. I mean, we’re not doing that.

(Speaker 1)
But as a culture, as a society, worldwide, The vast majority of people do not check voicemails. Nope. Steve, do you check voicemails? Absolutely not. Jason, do you check voicemails? I don’t.

(Speaker 7)
Even when they’re transcribed, I’m like, meh, meh.

(Speaker 1)
So I don’t know a lot of people that are checking the voicemails.

(Speaker 7)
So again, rule number one, text message has killed voicemails.

(Speaker 41)
Do you remember, Breck, you and I are old enough. Do you remember when MTV actually used to play music, when music television used to play Yes, music television was MTV.

(Speaker 1)
It’s music television. Do you remember when they actually used to show videos on MTV? Absolutely. Yeah, it’s one of my favorite channels.

(Speaker 12)
But the video killed the radio star.

(Speaker 14)
Yeah, that’s great.

(Speaker 63)
Great song.

(Speaker 13)
Great song.

(Speaker 12)
me play a little sample of this song here.

(Speaker 52)
This is a here we go.

(Speaker 63)
This is the song video killed the radio star.

(Speaker 5)
It’s a deep thought and true.

(Speaker 20)
Here we go.

(Speaker 8)
Sure. Come on now. Come on. Here we go. Is this Colton? It is not.

(Speaker 1)
That’s him.

(Speaker 62)
Here we go.

(Speaker 1)
It doesn’t matter. It did. It did because back in the day you’d have a song like listen to this song. Listen to this song. This song couldn’t happen now.

(Speaker 20)
Great song though.

(Speaker 1)
Listen, it’s gonna be stuck in my head all day.

(Speaker 12)
Here we go.

(Speaker 8)
Everybody go check out the Outfield.

(Speaker 1)
Everybody go check out the Outfield.

(Speaker 44)
Your love today.

(Speaker 1)
Go check it out today on Spotify or iTunes or something. You gotta hear the rest of the song.

(Speaker 8)
Here we go.

(Speaker 2)
Pass this long guitar solo.

(Speaker 59)
Get past it.

(Speaker 1)
Work through it.

(Speaker 7)
Come on, Outfield.

(Speaker 1)
Oh, wow. Come on now. You know you wanna sing along. Come on now, Thrive Nation. Here we go.

(Speaker 46)
Oh, yeah.

(Speaker 1)
Come on now. Come on, let’s go. Now see that can’t happen now because now you’ve got to be a pretty person and there’s not a pretty guy in that group. On behalf of Team Not Pretty, I am the captain of the team and I will tell you who I’m picking on my squad. We’re picking players right now in our little pick -up non -pretty thing. And I’m saying, if I’m looking for unpretty people, I’m going back to the 80s and I’m choosing a lot of the lead singers of bands.

(Speaker 7)
I mean, do you remember Foreigner?

(Speaker 47)
Oh yeah.

(Speaker 7)
What was the song?

(Speaker 6)
What was the song?

(Speaker 1)
Hot Blooded. Z loves that song, Hot Blooded, back in the day.

(Speaker 6)
Let me cue this. This is by Foreigner.

(Speaker 1)
Well, there were new stars that came along because of the videos.

(Speaker 35)
True.

(Speaker 1)
I mean, people like Pauly Abdul. probably, I mean a big credit to her was the video.

(Speaker 8)
Video killed the radio star, but it made her career. Yeah, she was a Lakers cheerleader.

(Speaker 5)
She was a good looking girl that could also put out some music.

(Speaker 8)
Now let me tell you what Foreigner did, because the Foreigner’s going, hey listen, I’m not pretty, you’re not pretty, none of us are pretty, the drummer’s not pretty, the lead singer’s not pretty, the guitarist isn’t pretty, so we’re going to do a little hack here.

(Speaker 1)
The video killed the radio star, so what we’re going to do is we’re going to…

(Speaker 30)
Steve or someone else.

(Speaker 36)
Steve, look at this video.

(Speaker 5)
What is this video essentially here?

(Speaker 8)
What is going on here?

(Speaker 1)
What’s going on in this video?

(Speaker 23)
They just put some sex symbols on there instead of themselves. All it is is just…

(Speaker 8)
The whole video is just a bunch of ladies grinding.

(Speaker 7)
That’s all it is.

(Speaker 6)
They’re not even in the video.

(Speaker 7)
I can’t stop watching. No, but that’s all they…

(Speaker 1)
That’s all they want to do is they’re going, hey, you know what? We… We… Now, look, Z…

(Speaker 5)
What was her name? Tawny Katane?

(Speaker 1)
It was like… The one image of her on top of the Trans Am made her career. Look at this. Look at this. Now this is them when you see them in person. Would you describe that as a pretty man?

(Speaker 1)
That’s a chick.

(Speaker 43)
That’s a man chick.

(Speaker 5)
So what happened is that culturally, music videos killed moderate to ugly artists. And now you’ve got to be an attractive person with an attractive voice. You’ve got to put on more of a show. The video killed the radio star.

(Speaker 31)
Now, the text message is killing the voicemail.

(Speaker 5)
That’s a rule. Rule number two, I touched on it earlier, Steve, is people no longer answer the phone if they don’t know the number. Why? Why? It’s the telemarketers, man.

(Speaker 1)
Like I said earlier, it’s the, uh, uh, do you want to extend your car warranty? And it’s the, you know, uh, the Obamacare salespeople or whatever, you know, you’re getting your phone blown up. I got, you know, who else is calling now?

(Speaker 6)
Who’s calling? Apparently, I’m guessing Amazon must’ve got sued because they were recharging people’s Amazon prime without telling them. So now you get an automated call from Amazon from Nebraska.

(Speaker 1)
starting at 745 in the morning, every 15 minutes until you answer, that says, just letting you know that we’re charging $39 .99 for your Amazon Prime.

(Speaker 7)
So you just get crap like that, and it just desensitizes you to the phone ringing. Like, I don’t even have my ringer on.

(Speaker 1)
So people don’t answer numbers they don’t know. Jason, do you agree with this? I mean, do you find yourself when the phone rings and you don’t know the number, do you answer it? Yeah, and that’d be sometimes, like, if I get a new client, they’ll call me from a number I don’t recognize, and then they’ll show me the number. text from the number that I actually know like, hey, I tried to call you once you call me from the number that we agreed on. If it’s a random number, I’m not answering, and then it gets weird.

(Speaker 1)
So, okay, Breck, have you noticed this, that people don’t answer numbers they don’t know? Oh, absolutely. Yeah, I’m the same way. Okay, so let’s think about this.

(Speaker 41)
As an entrepreneur, this is how I do it now.

(Speaker 42)
These are my new rules for engagement, all right?

(Speaker 1)
So we’re going to call this thing, and Jason, we’ve talked about this a lot at shows, at our conferences, we talk about it on the show. Probably not enough on the show. We talk about it at conferences a lot. It’s called the Woof. Now the wolf the wolf is the new rules. It’s the new move for getting ahold of somebody now today so down today Steve if I told you about my my new book.

(Speaker 1)
I’m working on the the mastermind manuscripts. Do you know about this? No, dude, look at this. I’m gonna pull it up here for the listeners out there who don’t know about this book yet It is it’s it’s the number one thing I’ve ever done in my career in terms of like just a thing I’ve produced it’s called the mastermind manuscripts and this book is is a book that I’ve been working on way too long, closer to six years. Here it is. This is the Mastermind Manuscripts.

(Speaker 1)
And I have got a release from all of these people to be in the book. So we’ve got Zach O’Malley Greenberg. He’s the guy who does the Forbes rich list for the rappers. And he wrote the book about Jay -Z, the book about, it’s on the shelf over here. I mean, he’s the one writing these great books about Dr. Dre, The Life and Times of Michael Jackson. He’s going to be in the book.

(Speaker 1)
We got Sharon Lecter. She’s going to be in the book. You know, the lady who actually wrote a Rich Dad Poor Dad with Kiyosaki. We’ve got all these great people that are going to be in the book. And the problem with getting all these people in the book is one, I’m in Oklahoma and I’m not famous yet. So I had to go out there and make a list of these people.

(Speaker 1)
And Steve, look at these chapters. I mean, look how they’re laid out, dude. This is beautiful. This is Sharon Lecter in the upcoming book Mastermind Manuscripts. There she is, the co -author. -author of Rich Dad Poor Dad.

(Speaker 1)
The vision behind it was to write a think and grow rich 2020. So instead of talking about Ford and Carnegie and Edison, it’s like let’s have the chapter about branding be taught about the world’s number one PR guy ever, Michael Levine. Or let’s have the chapter on real estate investment be taught by the world’s number one writer on the subject, Sharon Lecter. Let’s have the chapter on sales or selling to retail stores be written by the guy who started Honest Tea. and beyond meat. Let’s have the search engine chapter be taught by Bruce Clay, the author of Search Engine for Dummies.

(Speaker 1)
And let’s get them all in one book. Now, Steve, you can look at this to verify this. And I think, Dr. Breck, you can see my screen over there. So the chapters are going to be beautifully laid out. But it’s going to feature content from these people. I mean, we’ve got just huge, huge names that are confirming.

(Speaker 1)
But I want to show you guys the email I sent out. Because I was getting rejected every time that I would send an email. to ask for the permission to get featured in the book, no one was responding. And I was thinking, man, I gotta go back to my sales roots because in sales we do the woof, but they’re not responding. So I wrote this email, and I feel so good about this email. I titled it Urgent Awesome.

(Speaker 1)
There it is. So the title is Urgent Awesome. And so when you get an email, Steve, that says Urgent Awesome, what would you would you at least I mean in the clutter of emails and you see when it says urgent awesome featuring you in our upcoming book would you at least read it yeah but I read all the emails from you I mean but I’m just saying if you didn’t know me though yeah right it gets you to open it these are very famous people right I mean we’ve got the world’s we have the who’s who the head of adobe yeah Belsky, is in the book. These guys have all said yes, it’s crazy. This thing is being represented by Foundry Media, the world’s top literary agency, so Urgent Awesome is the key to getting them to open it.

(Speaker 1)
So, Jason, I’d like if you can, can you pull up my deleted box, my trash, and search for Urgent Awesome and read the email to the listeners? Because the key to getting these people to say yes It took me five years, almost six, to interview all these people. Then I had to transcribe it and turn it into a book. Then I had to get signed with the world’s number one literary agency, Foundry Media. And now I’m trying to get releases. And Roger Freit, who’s my direct agent, Roger Freit has represented Michael Levine and other big names.

(Speaker 1)
He says, dude, you’ve got to get a release. I mean, Wes Carter, our attorney, Wes represents T . D. Jakes, Craig Rochelle, and he’s like, dude, you have to get a release. You can’t just put them in a book. You’re going to have to get some kind of release from them.

(Speaker 1)
Jason, did you find it in the deleted box there? Yep, found it. OK, please read the email to the listeners. Let’s start off with the subject line, then read the email. It says, urgent, awesome, in the subject line. Then it says, Brian, one, I have been working on this project for the past five years, and I am now being represented by Foundry Media.

(Speaker 1)
It goes into all of these crazy awesome credits, Elon Musk’s book. how to stop doubting your greatness and start living an awesome life. I think that’s a badass book. Point two, you were one of my favorite, or you were one of my favorite interviews. Now quick time out here, I wanna make sure we get this.

(Speaker 5)
This is powerful because in, Steve and Breck, you’re the same way. If you got an email that says, one, I have been working on a project for five years and I’m now being represented by foundrymedia . com, I put a link to where you can click their best sellers. Steve, why is that a move right there? I mean, why is it important for the person getting this email to have a link that says,

(Speaker 7)
easy to open that takes them to the subtle art of not giving an F to Chris Kyle’s book? Why is that a move right there? I’m going to pull it up, Brex, so you can see it. Why is that a move?

(Speaker 1)
Because they may not know who Foundry Media is. I mean, you know who they are, but they may not know. But once they see all the books that they’re behind, they’ll definitely recognize them. And you’re just making it easier for them to go do the research. You’ve already done it for them. So here, let me go back it up. Before they get any further, you’re already giving yourself that credibility of who they are and who you’re working with.

(Speaker 1)
So it lends its credibility. I can’t talk. Credibility back to you. This is so big, and I want to make sure the listeners get this. I’m trying to teach you a move, guys. I’m trying to teach you a move here.

(Speaker 1)
So one, the subject line has to say, Urgent Awesome, featuring you in our upcoming book. And then it says their name, and then it says, one, I’ve been working on a project for the past five years, and I am now being represented by, that’s big, point two, Jason, what does it say?

(Speaker 5)
Says, um, you are one of my favorite interviews of the past five years and 1 ,900 plus shows. And I would like to include the transcript of our interview in an upcoming book, mastermind manuscripts, uh, words of wisdom from mentors, millionaires, and industry leading experts.

(Speaker 29)
I believe it will bring additional exposure to you.

(Speaker 5)
And, uh, sorry, my mic stands in the way to you and, um, truly believe it would be a win -win real quick.

(Speaker 7)
I said, I believe it will bring, uh, additional exposure to you.

(Speaker 5)
And it will truly, and I truly believe it will be a win -win.

(Speaker 1)
Steve, why is it important to say in the text, I believe it will bring additional exposure to you.

(Speaker 6)
And I truly believe it would be a win -win. Why do I have to start with you? Because you’re focused on them and not you. What many people say is I really need to get my book launched so I can sell a lot of copies. For me.

(Speaker 2)
For me.

(Speaker 1)
Right. So you’re just putting the focus on them. Now, Jason, point three. The book will feature industry leaders such as John Maxwell, Seth Godin, David Robinson, Wolfgang Puck, Craig Groeschel, Eric Thomas, Grant Cardone, and you. Think Tribe of Mentors and Tools of Titans from Tim Ferriss. And I want your permission to add your interview as a chapter.

(Speaker 1)
There is zero fees and requires zero of your time. I just need your permission.

(Speaker 51)
Please let me know as soon as possible.

(Speaker 41)
There it is.

(Speaker 12)
And when they respond, yes, Wes is having me screenshot that.

(Speaker 1)
Roger Freit. Wes was super concerned about releases. And Roger’s like, just get screenshots, get that. So we’re saving all those. But that right there, I’m just telling you, that was keeping me for a year and a half from getting the book in Target. This is the only thing keeping my books out of Barnes & Noble is that email.

(Speaker 1)
Yeah. Ouch. Frick. almost six years out of the number of different uh featured guest artists yeah Seth Godin has said no let’s say how how many have you said no yeah so out of like what percentage do you have the releases so far as of friday we had um I think we had 45 we sent it to and we had 44 or 43 said yes okay I know that Seth shut me down why Um, Seth Godin is, um, very, very careful about his brand to a level that is like beyond everybody else. And people don’t, I don’t think people realize this, but he started a company called Yo -Yo Dine back in the day. And he sold that to Yahoo.

(Speaker 1)
And when he did, um, he made a lot of money. And I don’t think he’s ever talked about how much money he made.

(Speaker 8)
Let me see if I can find the actual story here on Wikipedia.

(Speaker 29)
On Wikipedia it says he sold it for $30 million to Yahoo.

(Speaker 1)
in 1998.

(Speaker 12)
But my understanding is there was some shares, some stocks, some things. But he’s worth a lot of money. He’s also written a lot of books. And all these people in the book are worth a lot of money and have written a lot of books.

(Speaker 1)
But I think he is always paranoid, and I think justly so, that his reputation might be used in a book that maybe he doesn’t agree with or something.

(Speaker 5)
So I think he’s uber guarded.

(Speaker 1)
And I don’t know him that well. You know what I mean? I interviewed him, and he said the interview went well, but he’s the first one to shut me down. And I get it. You know what I mean? These are people that have a lot to lose.

(Speaker 1)
You know what I mean? They’re already huge. Right. Are you going to keep asking? I want to get him on the show again. I do want to have him on the show again.

(Speaker 1)
But yeah, I would like to have him on the show again. And the way I’m pitching this book series is Mastermind Manuscripts Volume 1. And then the next book will be mastermind manuscripts, but it’ll be just with real estate experts Yeah, you see I’m saying and I asked him in the book like what time do you wake up? How do you organize your day? What books do you recommend? What’s the key to your success?

(Speaker 6)
And then I asked him about their specialty.

(Speaker 1)
So you’re getting like their wisdom on their thing But you’re also hearing their routines. So it’s really cool. I mean, Melissa Hartwig, who started the Whole30 program she’s in. So it’s really fun.

(Speaker 7)
But this will be the first of a series.

(Speaker 1)
See how there’s the Rich Dad series?

(Speaker 7)
I think we’ll have a series of these books.

(Speaker 1)
And I think we’ll probably get five or 10.

(Speaker 6)
I want it to be like the chicken soup for the soul.

(Speaker 5)
I was about to say, you’re going to be chicken soup for the holiday season.

(Speaker 1)
But I want it to be about every industry.

(Speaker 5)
So it’s like mastermind, manuscripts, branding. And then it’ll be a whole book about branding.

(Speaker 1)
And so I’ve got all these. Almost 20 years ago, I got to do some reading and editing of Chicken Soup for the Chiropractic Soul. Really? Yeah, it’s a thing. You were editing it?

(Speaker 23)
Well, yeah, they brought some of the manuscript stuff and they had us proofread and go through it.

(Speaker 1)
Why do you sound so surprised? that’s so rude no he’s like oh really you like I can read no I believe that they would ask a man of a Brexit stature to do it was through the university so I was in chiropractic school at the time and so they were doing this at a couple of our chiropractic schools across the nation And I want all the listeners to hear this and document this and to take note of this. Especially you, Seth. You still have time. No, no, Seth is great. I got reached out to by the guys who do the dummies books, you know, where it’s like search engine for dummies and sales for dummies.

(Speaker 1)
And they reached out to me to ask me to write a book on small business growth for dummies. And then I got rejected, but they’re the ones who reached out to me. I want to invite you to be rejected. No, they invited me to be to be the person who writes the book. Right. And so I go through and John can vouch for this.

(Speaker 6)
I go through. I’m like, OK, what do I need to do?

(Speaker 8)
They said, write an overview, include client stats and growth.

(Speaker 1)
And what would it be about? And I do all that.

(Speaker 5)
And then they tell me no.

(Speaker 1)
I’m like, what the crap? Because I thought, man, good fortune. Things are happening. I guess somebody in that organization listens to our show and thought this guy would be perfect. It’s a weird power play. At that point, had you already written some books or not yet?

(Speaker 1)
Yeah, I had.

(Speaker 13)
Yeah.

(Speaker 1)
I mean, this was recently. This is like the last two years.

(Speaker 60)
That’s crazy.

(Speaker 29)
I know.

(Speaker 61)
And I’m like, they interrupt me to ask me to be featured in their book, and then they shut me down.

(Speaker 32)
It was weird.

(Speaker 53)
But anyway, we go back to the way to reach people in today’s culture.

(Speaker 61)
it’s called the wolf now the office is a uh a fictitious show um that is a fan favorite for a lot of people and uh in that show um the the main character who plays the main character in that movie yeah it’s michael scott is his name on the show but michael scott okay so what happens is that he um invents

(Speaker 53)
an app in the show.

(Speaker 61)
And the app is supposed to allow you to reach people in today’s modern culture, and it’s called The Woof.

(Speaker 12)
So let me queue up the audio clip here real quick.

(Speaker 60)
Hey, I’m Woof.

(Speaker 29)
So this is the guy, he’s another character in the show, standing next to Carell’s character, and they’re explaining how the new app works.

(Speaker 1)
And let me hit play on, here we go. Hey, I’m Wolf.

(Speaker 5)
I’m Facebook.

(Speaker 1)
What’s up, Facebook? I sent you a Facebook message yesterday. Still haven’t heard anything back. You should have sent me a Wolf. A what? When you send a Wolf, it goes to your home phone, cell phone, email, Facebook, Twitter, and home screen all at the same time.

(Speaker 1)
Wolf . com. Hey, I’m Wolf. I’m Facebook. Think about that for a second. So he’s saying that you today to reach somebody you have to do all of the above.

(Speaker 1)
He’s literally getting a fax, there’s a thing printing out, there’s this thing on the screen popping up, his phone’s dinging, like everything. So this is how we do it right now.

(Speaker 5)
If you reach out to us at Elephant in the Room to schedule your first haircut or to buy a ticket to a Thrive Conference, we’re going to immediately send you a text And the text is going to be filled with very to the point information. But it’ll say, thank you for reaching out to us. Here’s a link to testimonials of people who’ve attended the conference. So it’s like the text says something to the effect of, we appreciate you reaching out to us.

(Speaker 7)
And here’s a link to what happy customers have to say.

(Speaker 1)
And we’ll be in touch with you ASAP. And that way they know who it’s coming from. And then we text them right away. Then we call them. And then we email them. And we call them all until they cry, buy or die.

(Speaker 1)
But let’s get into this text, call, email.

(Speaker 46)
Steve, why is it imperative that you text your leads, then call the leads, then email the leads?

(Speaker 1)
Because people, we just talked about how people don’t answer their phones and they don’t respond. And you know, if you want to get ahold of them, you’re going to have to call them. make an attempt other than I don’t know I think people think that just because they put a sign out in front of their building that people are just gonna like walk in you know like they’re just gonna be like oh here I would look what my lucky day I just drove by and here you are selling something that I want so it’s just if you want to break through the clutter of all of your competition you’ve got to make an effort to reach somebody besides just dialing their phone and leaving it a generic voicemail that no one’s going to listen to. Well, and we were just talking about having a billboard on a major highway where tens of thousands of people are driving by and it still doesn’t generate a call sometimes.

(Speaker 6)
Right. So, yeah, I mean, just putting something out there doesn’t mean there’s action behind it. This is this is so Jason, how often do you see your clients before you’re able to help them where they get a lead and they call it once? and they say they can’t reach their leads. I mean, how often do you hear that as the reason? I see it all the time, and I feel like it’s a big thing I help my clients with, because they’ll tell me, they’ll go, that changed my life.

(Speaker 6)
Seriously, you heard the interview this morning. We just interviewed Randy Antrican, and he did, check this out guys, he did $350 ,000 of sales this week, and all of last year he did $100 ,000 during January.

(Speaker 37)
Homeboy has done $500 ,000 of sales in the first 11 days of January.

(Speaker 1)
That’s beautiful. And he did $100 ,000 all of last year. He’s in the process of 10X -ing his business. And one of the things he’s doing is he’s calling, texting, and emailing his leads relentlessly. Jason, how often do you have clients, specifically in the medical space, Botox, and things like that, where they might get a lead, and they might call the lead one time? It happens so often.

(Speaker 1)
It’s scary.

(Speaker 5)
And so they’re one thing as well. I just feel like I don’t have any leads coming in.

(Speaker 46)
So no, your leads came in.

(Speaker 1)
Did you contact them?

(Speaker 44)
Well, I called them, but they didn’t answer.

(Speaker 1)
And like Steve was saying, just because by the grace of God or just having a business, they assume that people are just going to say, oh, hey, you’re here.

(Speaker 5)
Cool. I’m going to use you. Well, if they’ve done that, if they go to your website and they submit a form, you have to call them back. They’re not going to just keep calling you until you pick up. They’re going to shop somewhere else if they feel like you’re unresponsive. Steve, you wrote a book about this.

(Speaker 1)
You wrote a book about calling your leads.

(Speaker 5)
What’s it called? Call Your Leads. Available on Amazon. That’s very clever. It’s a book, is it not? Yeah.

(Speaker 5)
And what kind of tips do you share in that incredible book, Call Your Leads?

(Speaker 1)
Very basic knucklehead -type tips, like, you know, once you’ve called your leads, call your leads again. If your lead didn’t answer, text your lead. Email your leads. I mean, it’s literally 101, like, repeat and repeat and repeat of the same dadgum thing, because most people won’t call their leads.

(Speaker 7)
And I was going to share I have one of my memory photos that I keep on my featured photos on Facebook, and it has some sales statistics about people actually calling leads.

(Speaker 1)
Do you know that 48 % of salespeople never even follow up with a prospect? Where are you getting these stats from? This is from the National Sales Executive Association. I don’t know the date of this, but I found it years ago and put it on there. Go look it up yourself if you want to confirm the accuracy of it, but I think it’s pretty good. 25 % of salespeople make a second contact and stop.

(Speaker 1)
12 % only make three and stop. Only 10 % of salespeople make more than three contacts. So 90 % of people won’t even make more than three calls. Here’s a fun stat for you. The people that come to our conferences are entrepreneurs. And Jason, you were at the last conference.

(Speaker 1)
Dr. Breck, were you at the December conference? No. I was out of town. Okay, this is a fun statistic for you that might just blow your mind. At the conference, I asked one of our employees, I said, how often, I was on the mic, it was just a spontaneous thing. I asked Julia, who was working in the bookstore.

(Speaker 1)
I said, how many times do you have to call the average person who fills out the form to attend our conference? How often do you have to call this person before you actually reach them on the phone?

(Speaker 59)
and we’re sitting there uh people are kind of guessing and the conference are going is it five times is it enough i believe and i could be incorrect but i believe she said she had to call the average lead for people that have who have attended the conference 20 times holy cow 20 times yeah it’s a lot i mean that is crazy 20 times holy cow and and they signed up and said they want very people who struggle with this issue are part of the same issue.

(Speaker 1)
Right. And what’s crazy is that we’re sitting there at the conference and it was so cool because the people at the conference know that we did call them over 20 times. And so they knew it.

(Speaker 29)
And so it was a great, powerful thing because it wasn’t a statistic that they couldn’t prove.

(Speaker 1)
And then I said, by show of hands, how many of you had to be called more than 10 times before you picked up the phone? All the hands go up.

(Speaker 8)
We would have no conference attendees if we did not observe the final rule of 2020 cold calling.

(Speaker 5)
Call them all until they cry, buy or die.

(Speaker 58)
Call them all until they cry, buy or die.

(Speaker 1)
You’ve got to preach the good news.

(Speaker 8)
You’ve got to call them all until they cry, buy or die.

(Speaker 37)
I’m going to give you a megaphone.

(Speaker 30)
I’m giving you a big leash.

(Speaker 1)
You do what you have to do, but convince our listeners to call them all until they cry, buy or die.

(Speaker 56)
buy, or die.

(Speaker 28)
Oh, you’ll figure it out.

(Speaker 30)
You got it.

(Speaker 1)
You’re a mortgage lender. You’re a mortgage banker.

(Speaker 5)
He’s going to figure it out. Steve, I don’t know.

(Speaker 1)
I don’t know if I want to call, I don’t want to upset my leads. I don’t want to call them too much. No one cares about your feelings. Call the leads. But I just don’t want to upset people. I know that if someone calls…

(Speaker 1)
You want to live with a man down by the river? Call the leads. But Steve, I don’t want to upset people. Get out of here.

(Speaker 57)
You’re supposed to upset them.

(Speaker 1)
Maybe they’ll die. Now, sometimes what happens is, as a human, you’re not good at something and you think you are. And those closest to you don’t They don’t want to hurt your feelings. They tell you, go ahead, try out for American Idol.

(Speaker 7)
You sound beautiful. So they actually and I Jason, you know, I’ve talked about this before.

(Speaker 1)
Yeah, we’ve talked about. Are you a mean, mean person? Who’s meaner?

(Speaker 6)
The person who lets their best friend or their daughter or their son try out for American Idol and become the laughingstock of American culture?

(Speaker 7)
Are you the who’s meaner?

(Speaker 1)
The person who allows you to go on the voice and bomb? Or is it the person who pulls you aside and says, think you should go on that show. That’s the person that allows you to fail horribly. So what happens is somebody out there right now is not calling their leads enough and therefore they’re not making any money. True. Breck in your office you get dozens and dozens of leads every week people reaching out to you they go to drbreck .

(Speaker 1)
com right and they schedule their first exam which uh tell the listeners how hot that first deal is at drbreck . com well it’s free and so yeah you get a consultation exam uh any necessary x -rays and a treatment all at no cost and uh your team

(Speaker 6)
calls those leads relentlessly.

(Speaker 1)
It’s a hot deal and you still got to follow up on those leads. People give us their information and then they run and hide. But we got to find them. I think there’s some chiropractor out there right now who thinks he’s calling his leads enough. He’s calling his leads once or twice. No, we’ve had to reevaluate this and actually increase the number of times that we reach out to people.

(Speaker 1)
I mean, there’s just no point where you say, okay, we’ve actually done it, until they cry by or die. I think not calling your leads enough is very analogous to Carl Lewis singing in the National Anthem. It’s like, you think you’re calling them enough, you think you’re great, you think you’ve won this debate, you think you’re calling your leads enough, and you’re going, I don’t need to call them more, I’m already calling them enough. Well, Carl Lewis was telling his PR people, he’s like, listen guys, I’m gonna go out there, And I’m going to sing that national anthem. And when I sing that national anthem, I’m going to dominate that thing. And it’s going to be good.

(Speaker 1)
Carl, Carl, you are an Olympic athlete. You’ve won gold medals.

(Speaker 14)
But you cannot go out there and sing that national anthem. Heard it played a million times. And Carl says, no, I am Carl Lewis. And I will sing that national anthem with the greatest of the greats.

(Speaker 56)
I will go down with Whitney Houston as being perhaps the best or one of the best or a very good national anthem singer.

(Speaker 55)
And you can’t stop me.

(Speaker 14)
There’s somebody out there listening right now, Steve, who says, I am calling my leads enough. You cannot give me that kind of coaching.

(Speaker 1)
I’m calling my leads enough. Well, let me cue up this audio of Carl Lewis. singing the national anthem, which is analogous to how often most people are, it’s analogous to how people approach calling their leads. You’re not doing it well, you’re not doing it enough, you’re not being intense enough, but you think you’re being good at it, you think you’re on top of your game, but you’re not.

(Speaker 5)
So you, as you listen to Carl Lewis sing the national anthem, think about you

(Speaker 1)
think about yourself, and how often that you’re calling your leads. Think about how great you are at calling your leads as you listen to the great Carl Lewis singing the greatest performance in American history of the National Anthem. Let me hit play here. Harry said in one of his movies that a man’s gotta know his limitations. Carl Lewis apparently didn’t see the movie. If his rendition of the Star Spangled Banner prior to the Nets -Bulls game last night is any indication, as a public service we present now only excerpts.

(Speaker 1)
Ladies and gentlemen, our National Anthem. All right, are we all ready? Oh, we’re ready. News anchors crying. Written by Francis Scott Off -Key. one time.

(Speaker 5)
You can’t call your leads one time. Steve, what happens if you call your leads

(Speaker 1)
your leads one time?

(Speaker 5)
Bankruptcy. You’re going to lose.

(Speaker 1)
Now we have another question from a thriver out there who asks us, they say, what is the most affordable kind of business to start?

(Speaker 39)
So I’m going to give you the quick answer on this, and I’d like Dr. Breck and Steve to feel free to one -up me here.

(Speaker 1)
But there’s two concepts I want to teach.

(Speaker 44)
Whenever someone asks me, they say, I want to become an entrepreneur.

(Speaker 1)
Clay, I’d like to become an entrepreneur. But what kind of business should I start? I tell them this.

(Speaker 7)
This is the process. Step one, find a problem that you can solve that people are willing to pay you for. Find a problem that you can solve that people are willing to pay for.

(Speaker 1)
As an example, Steve, explain to listeners out there what you do for a living at stevecurrington . com. I do residential home loans, like mortgage. You want to buy a house, I get you the money. And did you just do a million dollar plus mortgage? Oh, I’m working on a couple of them right now, actually.

(Speaker 1)
Right. There you go. You love rich people. So I do. But then you make a one point five percent commission approximately whenever you help someone find a mortgage, correct? Yep.

(Speaker 1)
OK, so you do. So the problem you solve is you help people get the funding needed to buy a house.

(Speaker 6)
Now, Dr. Breck, what problem do you solve for living? What do you do? So when people’s neurology is not functioning at its optimal, we actually optimize the way that your brain communicates with your body, which helps you relieve pain because your body is a self regulating organism.

(Speaker 1)
And so we relieve that interference to allow you to regulate your own body and heal and feel well. And for a simpleton like me, uh, if you hurt, we help you not hurt. Okay. So you’re a chiropractor. If you’re hurt, you help people not hurt, right? You’re a chiropractor.

(Speaker 1)
You solve the problem of pain in the body. Steve solves the problem of helping people get a mortgage.

(Speaker 5)
Um, Jason, how do you help your clients?

(Speaker 1)
What do you do with your cause?

(Speaker 25)
You offer tremendous value.

(Speaker 5)
Your clients are growing by 40%, 35%, 50%. I mean, huge growth.

(Speaker 40)
All of them are growing by more than 35%.

(Speaker 1)
What problems do you solve? I provide them with accountability. I help them structure their schedules, help them get used to how to create and sustain a to -do list. I help them with their hiring, their writing, their scripting. So again, people get all hung up on, oh, do you need a degree? Do you not need a degree?

(Speaker 1)
It doesn’t matter whether you need a degree or not need a degree. You just need to solve a problem for people that they’re willing to pay for.

(Speaker 19)
You got to solve a problem that people are willing to pay for. Steve, you see this all the time. People have a problem that they can solve.

(Speaker 13)
Yeah. So as an example. But no one wants to pay for it. There it is.

(Speaker 6)
Yeah.

(Speaker 1)
Hey, I saw this the most amazing problem in the world that no one cares about.

(Speaker 13)
No one will pay me. This is crazy. There is a Michael Bloomberg, who is a very, very famous mayor of New York.

(Speaker 19)
He started Bloomberg, the very successful company.

(Speaker 12)
I’ve been featured on Bloomberg before.

(Speaker 1)
He was recently giving advice to students, and let me cue this up real quick.

(Speaker 13)
He’s asked by students, what should I do for a living?

(Speaker 1)
What advice would you have for graduating high school students? What should they do for a living? And this is what Michael Bloomberg has to say. Well, first, New York City Mayor Michael Bloomberg went after your cigarettes and then your supersized soda cans. Now he’s telling so -so students that college might not be worth the cost. During his weekly radio program, Mayor Bloomberg made a push for technical and trade schools, saying that the jobs they train you for pay nicely in the short run and can save your pocket from the burden of student debt in the long run.

(Speaker 1)
People who are going to have the biggest problem are college graduates who aren’t rocket scientists, if you will, not at the top of their class.

(Speaker 5)
Compare a plumber to going to Harvard College.

(Speaker 1)
Being a plumber, actually, for the average person probably would be a better deal because you don’t spend a lot of money.

(Speaker 7)
four years spending $40 ,000, $50 ,000 tuition and no income.

(Speaker 1)
Let’s try it again. Let’s try it again.

(Speaker 44)
…graduates who aren’t college graduates who aren’t rocket scientists, if you will, not at the top of their class.

(Speaker 1)
People who are going to have the biggest problem are college graduates who aren’t rocket scientists. …biggest problem are… Save your pocket from the burden of student debt… Let’s do it again. That’s what he’s saying. Don’t miss it.

(Speaker 1)
People who are going to have the biggest problem are college graduates who aren’t rocket scientists. Bloomberg is telling you, find a problem that you can solve for people. Plumbing turns out to be a problem. People are willing to pay for it. So he tells people, become a plumber or a coder, but get the crap out of college. Quit going to college for four years to study business.

(Speaker 1)
Steve, would you hire somebody out there today because they show up to Total Lending Concepts and they have a business degree? Does that matter to you at all? No, it works against them. And the fact that they have $200 ,000 of student debt or $100 ,000 of student debt, Dr. Brick, do you want to pay a guy more money simply because he has a lot of student debt and a lot of loans that he has to pay?

(Speaker 7)
Of course not.

(Speaker 5)
But that’s what they do when they argue. Jason, you’re friends with a lot of people who have a lot of student debt.

(Speaker 1)
True. And don’t they bring that to the job application process? Don’t they tell their new employer, hey, I need to make at least this much money Because I got to pay my student loans I’ve had two friends that told me that they actually secured higher hourly rates than the job offered because Their credentials were so great. Oh, I graduated with this degree However, it’s gonna take X amount of time to pay it off and the employer was okay with giving them a bump in order To pay it off faster. Yep, and it turns out they don’t even work there anymore so concept number one concept number one is one you’ve got to you have to you have to and You have to do this. You’ve got to find a problem that you can solve that people are willing to pay you for.

(Speaker 1)
Now, concept number two, this is how you do it. get rich. Someone should write this down. This is how you get rich.

(Speaker 52)
Someone should write this down and should probably tell two or three people.

(Speaker 7)
You should tell, if you’re in the car right now, look for a piece of paper, pull over, pull over, get out a pen.

(Speaker 1)
If you’re driving, if you’re walking, you want to write this down.

(Speaker 5)
There are three ways to get rich, okay? One, do something that nobody else is willing to do. There’s a crime scene cleanup franchise right now that’s making bank.

(Speaker 1)
Steve, why would you not want to do crime scene cleanup as a profession?

(Speaker 7)
He has a weak stomach.

(Speaker 1)
Because it’s disgusting.

(Speaker 54)
I don’t want to see dead people.

(Speaker 47)
Look at this.

(Speaker 5)
I’m going to hit play. This is a real company right now.

(Speaker 7)
It’s called Bio One.

(Speaker 1)
And what they do, let me list off the services they do.

(Speaker 9)
Let’s fire this off.

(Speaker 1)
These are the services they currently offer. They do blood removal. It says, eliminate dangerous pathogens. Blood and biohazardous pathogens can carry disease and other unwanted substances such as, okay, service number two, suicide and homicide cleanup.

(Speaker 41)
Good to know.

(Speaker 1)
This you want these people to speed up. Who do you call when you’re in the need of when you find yourself in the need of suicide and homicide cleanup. They should buy a war. They should mail out those magnets that you can put on your fridge.

(Speaker 45)
Hoarding like, hey, just so you guys know, if anyone blows your head off, there’s got this number.

(Speaker 6)
Hoarding cleanup.

(Speaker 1)
Yeah, I know some people who need to call. Yeah. Undiscovered death and body decomposition cleanup. Wait a minute. Look at this.

(Speaker 7)
This is a real undiscovered.

(Speaker 1)
Then how would they get the, you know, if it, if it festers for a while, they have to go into a wellness check when you haven’t seen someone for a while, undiscovered death, the emergency vehicle, the decontamination. Now that’s a niche right there. Biohazard and waste removal. Look at it. Rodent droppings cleanup. What?

(Speaker 12)
Sewage odor removal.

(Speaker 1)
PCs and urine cleanup. Mold Remediation. Tear gas. Tear gas cleanup. Oh, that’s who I should have called. So again, this company here, and everybody check it out.

(Speaker 5)
It’s called Bio1Tulsa . com.

(Speaker 7)
That’s a proper way to handle each of these scenarios, and they’ve got it figured out and they’ll do it for you. And I know people that at a trade show, their booth was next to the Bio1 guys.

(Speaker 5)
True story. And the Bio1 guys are like, oh man. And they have kind of a, this particular rep had a sense of humor. that you would only have if you dealt with this on a daily basis. That you have to have to do it.

(Speaker 7)
But you ask him, this is a true story. One of the reps was talking to the bio, one guy, and he says, so how are things? And he says, oh, we’re killing it.

(Speaker 6)
And he’s like, what?

(Speaker 1)
He’s like, no, no, man, sales are really up in Chicago. And he’s just joking about it, but it’s true. But it’s also true. But I don’t want to do that. But again, how do you get rich? Do something that no one else is willing to do.

(Speaker 1)
Steve, why don’t you cut your own grass? Why don’t you clean your own carpet? Why don’t you cut your own hair?

(Speaker 8)
Why?

(Speaker 1)
Because there’s someone else that’s willing to do it. Breck, why don’t you cut your own grass? Same reason.

(Speaker 12)
I used to, up until a couple of years ago.

(Speaker 18)
He’s lazy.

(Speaker 52)
And so it’s a matter of my value of time.

(Speaker 18)
You don’t even cut your own grass? That’s so lazy.

(Speaker 9)
I don’t.

(Speaker 53)
No, I want to spend time with my family.

(Speaker 7)
And so it’s a value question.

(Speaker 1)
And so, yeah, when it becomes something where I can pay somebody else to do it for less than what it’s going to cost me, then it becomes valuable to me.

(Speaker 7)
Now, move number two to get rich is you can do something amazing that no one else can do. You can do something amazing that no one else can do.

(Speaker 1)
Now, that would be like a professional athlete. That would be like a musician. I’m going to queue up the audio, which right now is my favorite audio out there. This right here is audio. This is OneRepublic, Ryan Tedder performing the song Wanted with an orchestra and an audience of nobody. Just check this.

(Speaker 1)
It blows my mind.

(Speaker 6)
It blows my mind.

(Speaker 1)
Best performance I’ve ever seen. Just amazing. Everybody go check it out on YouTube right now one Republic wanted string performance remix one Republic wanted string mix performance What in the world he’s a lyrical master She said, I’m holding to the notion that I’ll find something real. Here comes the goosebumps.

(Speaker 7)
I just want to be worried.

(Speaker 1)
I just need to be needed. I’m crossing someone’s mind. I’ll be stronger. And it’s time to cash in. Sick. That is amazing.

(Speaker 1)
I mean, what?

(Speaker 38)
I have such a respect for people who can write music.

(Speaker 52)
I mean, to be able to reach in and, like, touch your emotions and connect with people, it’s an amazing gift.

(Speaker 17)
Now, here’s Ryan performing a song. the Red Rocks. Okay, everybody check out that song Wanted, One Republic.

(Speaker 1)
It’s worth watching. Now here is Ryan. Jonathan Barnett, my partner with Elephant in the Room, the guy who started OxiFresh, his house looks out over Red Rocks.

(Speaker 51)
So if you go to the top floor of his house, did you go up to the top of his house?

(Speaker 1)
I did not. If you go up to the top floor, you can look out, there’s like a tower, and you can see Red Rocks. The Concert Amphitheater. This was an amphitheater created by God.

(Speaker 50)
I mean, it is unbelievable.

(Speaker 1)
Amazing concert. Outdoor. But this is him performing, again, with an orchestra. And this is a song about his parents getting divorced. And it’s written from the perspective of either he’s the mom or the dad. But it’s about his actual parents who got divorced.

(Speaker 1)
But just listen to this. It’s just, look at this. I mean, but he’s doing something no one else can do. Now you don’t even notice when I leave the room. And you aren’t even trying to make me jealous. But you can’t help it.

(Speaker 49)
You can’t help it.

(Speaker 1)
And it kills me. Now, Colton Dixon was at this concert. And he was actually got a chance to interact. He’s friends with the guy who did the orchestra arrangement.

(Speaker 42)
Cool.

(Speaker 1)
And he just said, dude, you got to watch this.

(Speaker 5)
Check this out. He’s going to weave in an orchestra into pop music and nobody’s doing this. I mean, this is this next level stuff. Here we go. Let me cue it up here.

(Speaker 1)
doing that nobody knows nobody knows music to the level they can do pop mean a lot of these pop artists are are good singers good voices but nobody’s out there taking um their pop music and arranging an orchestra right they’re not and they’re really good at autotune i mean colton was just telling me the story a little bit and like his friend is the guy who is um the head of the orchestra or who did the arrangements but it’s goosebumps oh that’s yeah i’m getting them literally i’ve got goosebumps on my arm over here that song is called somebody to love That’s called Somebody to Love by OneRepublic. Everybody check that out. I’ll put a link to it on the show notes. But everybody out there, I’m just telling you, you’ve got three ways to get rich. And there’s only three ways. And so let’s stop trying to fight and pretend that we’re going to do it one way when we’re not going to.

(Speaker 1)
One, you do something that no one else is willing to do, or they adjust a back, like sell a mortgage, like help someone grow a company. Or two, do something that no one else can do. It’s just amazing, like LeBron James. Dude, it’s big. I mean, have you seen how big LeBron James is? He’s a big dude.

(Speaker 1)
I mean, so again, but nothing’s more sad, in my opinion, Breck, you’ve probably seen this, than somebody who doesn’t have the ability to be LeBron James, or to be Ryan Tedder, and they keep trying. Why is that so sad, Steve?

(Speaker 5)
When somebody just doesn’t have what it takes, but they want to.

(Speaker 1)
And they just don’t have it.

(Speaker 5)
But they can’t do this.

(Speaker 45)
And they want to do something, but they don’t have the skills.

(Speaker 5)
I don’t think it’s sad. I think it’s funny.

(Speaker 1)
I’m like, yeah, yeah, I’m one of those people. The antagonist is like, Oh my God, that’s beautiful. You should go on American Idol. There’s three ways to get rich. Okay.

(Speaker 7)
One is do something that no one else can do to do something that no one else, uh, you know, has the ability to do.

(Speaker 1)
So solve a problem that people aren’t willing to do.

(Speaker 48)
That’s step one.

(Speaker 1)
Do something no one else is willing to do. They’re just not willing to cut their own grass. So do it for them. Two is do something amazing that no one else can do or three, do something vastly better than the competition, aka build a better mousetrap.

(Speaker 7)
So I think about some clients that are doing this right now, that are building a better mousetrap, and I’m gonna give you four examples right now, I’ll put on the show notes here, of people that are doing something vastly better than the competition.

(Speaker 1)
One, Complete Carpet Tulsa. Nathan’s doing a great job with his company, And it seems like a lot of the carpet companies in Tulsa can’t seem to figure out the idea of showing up on time and doing it right. So he charges $100 for the first carpet cleaning.

(Speaker 47)
Steve, did you just use Nathan for your house?

(Speaker 1)
Yes.

(Speaker 6)
And I think he charges $100 for the first time, is that right?

(Speaker 1)
Yeah. And did he charge you $100? Yes.

(Speaker 46)
Did he do a good job?

(Speaker 1)
Um, yes, 100 bucks though. You have to ask Sally. So he’s, he’s three X to his company. He’s grown by 300%. He’s, he’s tripled the size of his company in the past three years. He’s been a client, but he also is doing it.

(Speaker 5)
Carpet cleaning better than everybody else in Tulsa. So he combined one in three. That’s what he did. Yeah. Now, Dr. Breck, drbreck . com.

(Speaker 7)
He’s right here on the show.

(Speaker 6)
Um, you, according to people that I know, my wife and friends who’ve used your chiropractic services, they are always raving about how, how efficient you are.

(Speaker 1)
But how big is your waiting list at this point? We’re working on this, but we’re still about seven weeks out for new patients. And I think you’ve tripled the size of your chiropractic center in the past three years or doubled? We’ve doubled.

(Speaker 5)
So you’ve doubled the size of your company in the past three years.

(Speaker 24)
years.

(Speaker 1)
PMHOKC, we just talked about him this morning, Jason. Oh yeah, shout out to Randy. He’s in the process of 10Xing his growth. 10Xing his growth. 10X, 10 times bigger because he’s just building pergolas and outdoor kitchens better than everybody else. Yep.

(Speaker 1)
So if you say again, what kind of business, what’s the most affordable kind of business to get into? It’s different for everybody. But if you don’t know and you’re like, I have no idea. I have no idea. I would cut grass. Yeah.

(Speaker 1)
If you had no idea where to start, that’s what I would do. Yeah. It’s not hard to find something that other people are doing. I mean, there’s people create businesses all the time. Yeah. You can find out what they’re doing and then just do it better.

(Speaker 1)
I mean, a lot of people are mediocre and they do a halfway job. So, you know, you can just. Starving if you don’t have like a crazy idea think tank to come up with a new business just find something that isn’t over saturated and wherever you’re at and then Go shop there and find the holes in their system and make it better So you’ll win. When you find a problem, there’s an opportunity. I mean, so if you have a frustration in your own services provided, the things that you want, the places you go, then there’s an opportunity where there’s a problem. So here’s the question from The Thriver.

(Speaker 6)
He writes, if someone were looking to start a business, which businesses are best to start?

(Speaker 12)
I would think a service business with low capital costs and repeat customers like a grooming lounge.

(Speaker 7)
Now, I want to throw this out. Does he think that’s low capital cost? I don’t know. To start a grooming lounge, I mean, you’re going to be out $250 ,000. Minimum easy now if you go right now, and you wanted to open up a Let’s go with what are our competitors a Floyd’s can you read this question again? Yeah, if you want to open up a Floyd’s franchise Let me just read this to you real quick gotta have some bank Floyd’s barbershop .

(Speaker 7)
com I’ll put a link to this you are required right now to

(Speaker 1)
And why is that? It’s because it’s expensive. He says, so which businesses are best to start? I would think a service business with low capital costs and repeat customers, like a grooming lounge, others. Which businesses are most searchable? By that I mean, for which services do most people find businesses on Google?

(Speaker 1)
For example, I would be more likely to Google nearest coffee shop, or nearest coffee shop, but a babysitter would rely more on word of mouth.

(Speaker 5)
Now here’s something interesting, and it’s not, kind to disagree. It’s poor form to disagree with a listener who asks a question. But I will tell you, most people that I know look for everything on Google, especially babysitters.

(Speaker 1)
And I’ll tell you why. Because people lie. So check this out. Let’s say, hypothetically, Jason, that you are looking for a babysitter, right? And you’re looking for a babysitter, Dr. Breck. And I have a cousin who’s a babysitter.

(Speaker 1)
And you ask me, hey, is your cousin a good babysitter? And I know that my cousin is an idiot. What percentage of the time do you think someone might say something like this? They go, oh yeah, they’re my cousin, they’re great. This has happened to me. It happens.

(Speaker 1)
Yeah. I mean, I’ve got three daughters and my wife and I were wanting to go on a date night. And our previous, you know, reliable, trusted babysitter had gone off to college. Yep. And so we were, quote unquote, between babysitters. We didn’t have a regular person that we were ready to call.

(Speaker 1)
We called two that we were familiar with and they couldn’t do it. And then we called some friends for referrals. We got a referral and it turned out terribly. There it is.

(Speaker 6)
Now, let me tell you this.

(Speaker 1)
The kids are OK. I had a really, really tough situation that happened here fairly recently. Somebody at the conference me after the conference, and they said, hey, I’m thinking about doing business with this particular business. Do you vouch for them? And so I… Clay doesn’t even vouch for me.

(Speaker 1)
I’ve been a client for how long? Like four or five years? Well, let’s do an example. This is what I… I don’t disagree with you entirely, but I want to make sure you get this idea. They said, do you vouch for this person?

(Speaker 1)
And I said, let me explain this to you. And that service industry, There are many providers, and they are one of them. So you need to go out there and do your research. So they call me back. It got weird. They read the reviews, and people are like, this person drops the ball.

(Speaker 1)
I’m in a bad situation now in the game of life because this person didn’t do what they said they’re going to do.

(Speaker 6)
This is a bad service provider.

(Speaker 45)
The online reviews are brutal.

(Speaker 6)
And it’s not just one person, Steve. It’s like a theme.

(Speaker 5)
And they call me back, and they said, True story. I thought that you said to use them. And I said, no, no, no. What did I say to you? And they said, well, you said there are a lot of service providers, and they’re one of them. I said, correct.

(Speaker 1)
Right. Jonathan Barnett. No point did I say I vouch for them. Jonathan Barnett, the founder of Oxifresh, he says this funny phrase all the time. If you’ve met him for the first time, when he’s wrapping up a conversation, he does this all the time. He’ll go, you know, out of all the people I’ve met in this world, You’re one of them.

(Speaker 1)
And that’s basically what I did because I’m not going to say don’t use them.

(Speaker 7)
They suck or definitely use them.

(Speaker 1)
They’re the best. Because if I do that, I hurt my reputation if they drop the ball. Now, when people reach out to me and they say, should I use Steve Currington for my mortgages? This is what I say.

(Speaker 12)
He has great reputation.

(Speaker 1)
and many people in our office have used him. So I think that he is a good service provider.

(Speaker 5)
However, I have personally used this woman for my mortgage needs for like 20 years in a row.

(Speaker 6)
So if you’re asking me who I have personally used, I’ve used somebody who’s never dropped the ball.

(Speaker 1)
But Steve has never dropped a ball either.

(Speaker 44)
So I would recommend that you would consider using Steve strongly, but you have to make that decision.

(Speaker 6)
But I don’t sit there and I bet there’s certain people I can’t.

(Speaker 8)
I mean, because what happens, Breck, if you tell somebody, don’t use this babysitter?

(Speaker 16)
What happens if you say, you know, you between you and me, you just don’t want to use what’s going to happen?

(Speaker 44)
They go, oh, it never stays between you and me.

(Speaker 6)
No, it doesn’t.

(Speaker 1)
And then it gets really awkward and you lose a friend. There it is. You’d be better off saying, make sure you tell him that I said that. that you shouldn’t use them. Because they actually might not tell them, just because you’re so adamant. But if you say, keep this between us, hey, your cousin said that you suck.

(Speaker 1)
So that’s how it’ll go. Every time. Every time. Every time. So what we’re going to do is we’re going to go ahead and read a question from a listener here. This is a guy in Russia, Jason.

(Speaker 1)
This is a guy in Russia who writes, how is it possible to install HTTPS encryption to the website, as it is not explained in the book? I think he’s reading Search Engine Domination. True.

(Speaker 2)
In Russia, which is cool.

(Speaker 5)
Yeah.

(Speaker 1)
Go to Neil. Do you have like a Russian version of that book? Jason, do your Russian thing. Read his question and kind of sound, let me queue it up. Jason is phenomenal. No, seriously.

(Speaker 1)
He’s phenomenal. This is like his secret gift he has. You should sell this. Go for it, Jason. Read the question, please. Sorry.

(Speaker 1)
How is it possible to install HTTPS encryption to the site as it is not explained in the book? So good. So good. OK. Lots of work. Rocky 2 or 3?

(Speaker 1)
Rocky 4. So what you need to do is you need to go out there right now, Mr. Listener, and you need to find a way to get to a workshop. You’ve got to find a way to do it. Now, I know the tickets to get here from Russia are going to set you back about $1 ,500. But you want to get here, because we need to sit with somebody who’s going to show you all this. But to give you the best answer possible, you want to use GoDaddy to host your website.

(Speaker 1)
And then GoDaddy, when you log into the console, you can then purchase HTTPS encryption.

(Speaker 6)
which is basically code, and you copy and paste that code into WordPress. And I recommend you use WordPress . org and the Divi theme. So hopefully that helps.

(Speaker 1)
It’s the Divi theme, the Divi template, and you want to copy and paste that code. But I know it’s hard to understand that on an audio -only show, but that’s how you do it. All right. So question number two, Jason, is what from our listener? meta keywords are words that should be in html on the page to tell the search engine about the page but if it is true how the search engine understand what keywords essentially or type it in specific column with definition colon meta keywords he’s basically asking if your meta keywords need to go in your html page description How does the search engine know, one, what they are, and two, can they differentiate other keywords?

(Speaker 41)
That’s the secret Google won’t tell you.

(Speaker 1)
You want to install the Yoast plugin, OK, the Yoast plugin. And then you’ll want to have an HTML sitemap at the bottom of your website and an XML sitemap. And the XML sitemap is a sitemap where essentially only Google can see it. I kind of I’ve remembered it as the XML is kind of like an x -ray. and so it can only be seen by Google.

(Speaker 7)
It’s not seen to the average human eye. An XML stands for Extensible Markup Language, and it’s a markup language that defines a set of rules for encoding documents in a format that is both human -readable and machine -readable. But that’s what you would want to do is have an XML sitemap, You have an HTML sitemap. An HTML sitemap, I remember, is H stands for that humans can see it.

(Speaker 6)
It’s an HTML sitemap.

(Speaker 1)
Humans can see it. And it stands for Hypertext Markup Language. And if you go to eitrlounge . com, and you go down to the bottom of the website, and you see the word sitemap, that’s what that is. And Yoast is the plugin we use. And that basically tells Google the meta keywords, the meta description, the meta title.

(Speaker 1)
It tells Google what your page is all about. And whoever has the most words about that subject comes up top.

(Speaker 5)
So if you Google search Bill Belichick fan today, Bill Belichick fan. I think if you Google search this from Russia, you’ll see this. I come up top as the number one Bill Belichick fan in the world because I have spent an unethical amount of time talking about Bill Belichick.

(Speaker 1)
So that’s how that works. So you have the Yoast plugin, the HTML sitemap, the XML sitemap.

(Speaker 6)
That’s how that works, and if you need further coaching on that, I would recommend all the listeners go to thebestseobook . com, thebestseobook . com, and there you can download a copy of my book, Search Engine Domination, and if you open it up to chapter two of that book, you should learn more there. Jason, what’s the next question? The next question is about the 1 ,000 words of content.

(Speaker 1)
He says that he gets every page on the site should have it, but it may be a silly question.

(Speaker 43)
He can’t fully grasp where to write the words on the site itself.

(Speaker 6)
You want to put the words on every page. So every single page of your website needs to have 1 ,000 words.

(Speaker 1)
And Steve, when I was first teaching you these moves, and if everybody searches now, Tulsa mortgages, you come up top. When I was first teaching you these moves, didn’t it seem a little woo -woo, a little weird? Yeah. I mean, it didn’t seem probably like, oh, sure, that’s how it works. Sure, I believe you. Sure.

(Speaker 1)
Did you believe right away? Did it seem weird?

(Speaker 12)
Breck, when you first heard this, did it seem weird to you, or?

(Speaker 42)
Well, I mean, I was thankful for the explanation, kind of like you just did, with the HTML versus XML, you know, the human eyes can see versus the x -ray.

(Speaker 1)
Yeah. That made sense to me. And the same was done when I first started working with Tim Redman, with Redman Growth, with Thrive. And, you know, it’s like, hey, the biggest book in the library gets the most attention, and so we’ve got to put more words to make your book bigger, and it gets seen. And so that helped me understand the 1 ,000 words per page and growing from there. Now, Jason, question four from this same listener based in Russia is what?

(Speaker 1)
He says, in the book, you mentioned that you buy your permalink, or as far as he understands, the domain on GoDaddy, and we don’t create it ourselves. He’s basically asking, so we buy a domain, not necessarily just building one from scratch. Yeah, buy your domain from GoDaddy . com. You want to buy your domain from GoDaddy . com.

(Speaker 1)
Steve, what does a domain cost, roughly, to buy a domain on GoDaddy? Is it $10 or $50? Yeah, like $8 .99. And if you buy a lot of them, they give you discounts. But yeah, I think they cost me about $8 .99 a year. It’s super important that you own it, because if you don’t own it, what’s going to happen when you switch web guys, Steve?

(Speaker 1)
Oh, they’re going to keep it, and they’ll hold it hostage. Or they’re going to turn it into a spam search engine, which is going to destroy your ad account. I’ve had that happen to a client. That guy can go straight to hell. Yeah. They did that to him.

(Speaker 1)
Yeah. Really? That’s what happened to Angels Touch. We tried to get their passwords back to their previous web guide.

(Speaker 41)
Yeah.

(Speaker 1)
And he not only

(Speaker 25)
their passwords and then owed them $7 ,500 for some restoration they did for his car, walked away with everything, and then they forwarded that domain somewhere else, so their entire ad account, John and the team had to save it.

(Speaker 1)
I have a story I can tell that’s not super recent. I think it’s long enough. There’s a guy who I knew through Earl Roberts University who did some work for me for a while. And he doesn’t work for me now. And this is going back more than 15 years ago. And I’m still upset about it.

(Speaker 1)
I’ve let it go, but I’m still mad. So I run into the guy the other day, a quick trip. I see him. Flashback. This is what he did. He worked for me for a few years.

(Speaker 1)
And then he went around Tulsa telling people that he works with me. So he says, oh, I work with him. Steve, I’m sure you’ve seen this before. Oh, I work with Clay. I work with the team. So this was years ago.

(Speaker 1)
So he’s calling up local businesses saying, I work with Clay. He started a web company, and I would love to build your website. I’m one of his brand ambassadors.

(Speaker 6)
I’m one of his salespeople. I’m a partner with him.

(Speaker 1)
And he convinces this bakery in town to allow him to build their website for like $2 ,000. Now, I know nothing of this.

(Speaker 4)
I don’t know anything about this.

(Speaker 39)
But he’s using my reputation to get the conversation going.

(Speaker 40)
So he builds the person’s website.

(Speaker 8)
And once it’s done, he calls and tells her it’s going to be $250 a month to host it for you, to maintain it for you.

(Speaker 39)
And that wasn’t what she was told.

(Speaker 1)
So she calls me and is like, hey, your sales guy is really being unethical. I’ve known you for a long time. I think it’s kind of jacked up. And I said, what are you talking about? And she said, I’m talking about your sales guy quoted me a few thousand dollars for the site, which was fine. And the site looks great.

(Speaker 1)
But now he says it’s $250 a month to host the site. Now, Steve, have you ever run into this kind of situation where you’re told it’s $250 a month to host the site? Yeah. You ever ran into this before, Brad? I have. OK.

(Speaker 1)
So then she says, I’m going to call you.

(Speaker 5)
going to pay it. And I said, well, I wouldn’t pay it either. But furthermore, I don’t know what you’re talking about. I had nothing.

(Speaker 1)
I knew nothing of this. So she came to my office, and she showed me the emails, the back and forth. And Homeboy’s name dropping me all the time. Like, oh, I just talked to Clay about this. He thought this would be a good idea. One of his tips was this.

(Speaker 1)
So the moment that she told him I’m not going to pay, he turned her site into a porn site. So he literally took the entire look of the homepage, which was a bakery. But like when you click on about us, it had all the text, but it was nude women everywhere. I mean, super crazy stuff. And I’m thinking to myself, oh my gosh, I cannot believe that this is actually a thing. And I called the guy and he says, it’s just business.

(Speaker 1)
So this lady, imagine all these brides are going to her website to confirm what color cake they want, what size, because it says she built an online thing where you would go to send in your details of your cake. And every bride -to -be is going there and having to look at that. But the site still worked. I wonder if there was one person who was like, that’s a hell of a purple cow. You’ve piqued my interest.

(Speaker 10)
But I mean, you’ve got to have your own domain.

(Speaker 1)
You just have to do it. What are you looking at, honey?

(Speaker 12)
Cookies.

(Speaker 6)
Leave me alone.

(Speaker 12)
A wedding cake. I’m looking at cookies. So if you’re out there today, though, and you have any questions, feel free to email us.

(Speaker 6)
You can email us at info at thrive timeshow .

(Speaker 12)
com. And we like to answer your questions. on the show.

(Speaker 6)
And that’s why our show is so practical, because we’re answering real questions from real thrivers out there just like you. And if you feel stuck, don’t be stuck. Just go to thrivetimeshow . com.

(Speaker 29)
And with great skepticism, I encourage you to read our reviews, to watch video reviews, to look up folks like drbreck .

(Speaker 1)
com or stevecurrington . com. Look them up.

(Speaker 9)
look into the success of Kola Fitness. Did Charles

(Speaker 5)
Did Charles just buy himself a Lamborghini?

(Speaker 1)
Yes. He’s my new Lambro. Can he fit in a Lamborghini? He’d just crank the seat back and tilt a little bit.

(Speaker 4)
Lean over a little bit in the passenger seat.

(Speaker 1)
Go on Twitter and just look through our feed. We try to document all of the wins. So if you go to Thrivetimeshow .

(Speaker 8)
com or if you do a search for Twitter the Clay Clark.

(Speaker 16)
Twitter the Clay Clark.

(Speaker 1)
You can see the clients having success. You can go on our social media and see the success. But with great skepticism, do your research and then enter into the conversation. Book your ticket to a workshop. Schedule a 13 -point assessment to learn how you can become a one -on -one client if we have an availability. If not, come to the workshop or listen to the show or email us questions.

(Speaker 38)
But don’t just listen to the show.

(Speaker 1)
Don’t just listen to the show. Be an activator. Be a doer. Be a diligent doer. Don’t just be a happy hoper. Be a doer.

(Speaker 37)
I just talked to a guy in San Francisco.

(Speaker 36)
What’s that guy’s name?

(Speaker 1)
The new guy. Great guy. Great guy. Nathan. Nathan. Mr. Cool.

(Speaker 1)
Nice guy in San Francisco. Really nice guy. He’s been referred to us from people and he’s becoming a doer. He’s decided, you know what? I’m going to I’m going to reach out to you guys and I’m going to have you actually help me down this path. The best part was when we were closing it out yesterday, I said, yeah, what’s a good time?

(Speaker 35)
And he goes, well, I know I need to wake up earlier.

(Speaker 1)
So what’s the earliest you have?

(Speaker 30)
I love it. Get my butt out of bed.

(Speaker 34)
Oh, it’s so good.

(Speaker 33)
And Steve, without any further ado, it’s time to end the show with a boom, because boom stands for big, overwhelming, optimistic, momentum.

(Speaker 25)
Are you prepared to end with a boom?

(Speaker 1)
Oh, I’m ready. Do you want to use the megaphone? I think you should, but step it back a little bit so the mic doesn’t pop. Breck, are you prepared to end with a boom? I’m ready. And Jason, are you prepared to end with a boom?

(Speaker 1)
No. Yes. Yes. Okay, here we go. Without any further ado, three, two, one, boom!

(Speaker 16)
Okay, Aaron Antis, guess who’s joining us for the December 4th and 5th, 2025 Thrivetime Show Business Workshop. Santa Claus?

(Speaker 1)
No, we will not be joined by Santa Claus, but we will be joined by Eric Trump, the son of the 45th and now 47th president of these United States. And yes, Amanda Grace will be in the place. And yes, Dr. Stella Manuel will be there, so you know it will go well. Yes, we have Mel Kaye in the house. Pastor Phil and Tammy Hotzenpiller will be hosting this event at their beautiful church right there in sunny Anaheim, California. Yes, folks, make this a December to remember.

(Speaker 1)
He’s fresh. Make this a December to remember and join us at the two -day interactive business growth workshops.

(Speaker 32)
For over 20 years, folks, I’ve been hosting business growth workshops where we’re going to teach you marketing, sales systems, human resources, accounting, social media marketing, branding, sales training, search engine optimization, accounting, workflow development, financial management, all this and more.

(Speaker 1)
How do you get tickets? Go to thrivetimeshow . com. Again, how do you get tickets? Go to thrivetimeshow . com.

(Speaker 1)
I’m Ron Burgundy. He needed someone to run the companies for him. And so the man that runs the Trump organization for Donald J. Trump, as he was the 45th president of the United States and now the 47th president of the United States, is Eric Trump. Eric Trump is here to talk about time management, promoting from within, marketing, branding, quality control, sales systems, workflow, design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages Billions of dollars of real estate and thousands of employees is here to teach us how to do it.

(Speaker 1)
You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand? I mean, look at it. And this is the man behind the business for the last, pretty much since 2015. He’s been the man behind it. So you’re talking, we’re into nine going into 10 years of him running it.

(Speaker 1)
And we get to tap into that knowledge. That’s going to be amazing. Now think about this for a second. Nothing is over until we decide it is. Was it over when the Germans bombed Pearl Harbor? German?

(Speaker 1)
Forget it. He’s rolling. And it ain’t over now. VIP ticket now we only have limited seating here with there’s a lot of togetherness and closeness camaraderie so again if you want to get tickets for this event all you have to do is go to thrive timeshow . com go to thrive timeshow . com when you go to thrive timeshow .

(Speaker 1)
com you’ll go there you’ll request a ticket boom or if you want to text me if you want a little bit faster service you say i want you to call me right now i just texted my number it’s my cell phone number my personal cell phone number we’ll keep that private between you, between you, me, everybody. We’ll keep that private and anybody don’t share that with anybody except for everybody. That’s my private cell phone number. -851 -0102. 918 -851 -0102. I know we have a lot of Spanish -speaking people that attend these conferences.

(Speaker 1)
And so to be bilingually sensitive, my cell phone number is 918 -851 -0102. That is not actually bilingual. That’s just saying Juan for a Juan. It’s not the same thing. I think you’re attacking me. Now, let’s talk about this.

(Speaker 1)
Now, what kind of stuff will you learn at the Thrive Time Show Workshop? So Aaron, you’ve been to many of these over the past seven, eight years. So let’s talk about it. I’ll tee up the thing and then you tell me what you’re going to learn here, okay? Okay. You’re going to learn marketing, marketing and branding.

(Speaker 1)
What are we going to learn about marketing and branding? Oh, yeah. We’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there, like the Trump brand, right? You want to get that brand out there. It’s like, how do I actually make people know what my business is?

(Speaker 31)
and make it a household name.

(Speaker 1)
You’re going to learn some intricacies of how you can do that. You’re going to learn sales. So many people struggle to sell something. This just in, your business will go to hell if you can’t sell. So we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results.

(Speaker 1)
We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people throughout your career and thousands of contractors.

(Speaker 30)
And most people struggle with managing people.

(Speaker 1)
Why does everybody have to learn how to manage people? Well, because first of all, people are, you either have great people or you have people who suck. And so it could be a challenge, you know, learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge. But if you have the right systems, you have the right processes, and you’re really good at selecting great ones. And we have a process we teach about how to do that. find great people.

(Speaker 1)
When you start with the people who have a great attitude, they’re teachable, they’re driven, all of those things, then… can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization. We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance. We’re going to teach you time management.

(Speaker 1)
How do you manage your time? How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop.

(Speaker 1)
Now let me tell you how the format is set up here. Again, folks, this is a two -day interactive 15 -minute workshop. Think about this, folks. It’s two days. Each day, it starts at 7 a . m.

(Speaker 30)
and it goes until 5 p . m.

(Speaker 29)
So from 7 a .

(Speaker 1)
m. to 5 p . m.

(Speaker 28)
, two days.

(Speaker 27)
It’s a two -day interactive workshop.

(Speaker 1)
The way we do it is we do a 30 -minute teaching session, and then we break for 15 minutes for a question -and -answer session. So, Aaron, what kind of great stuff happens during that 15 -minute question -and -answer session after every teaching session? I actually think it’s the best part about the workshops because here’s what happens. I’ve been to lots of these things over the years. I’ve paid many thousands of dollars to go to them and you go in there and they talk in vague generalities and they’re constantly upselling you for something trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing.

(Speaker 1)
And what’s awesome about this is we literally answer every single question that any person asks. And it’s very specific to what your business is. And what we do is we allow you as the attendee to write your questions on the whiteboard. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to stretch. And this is also your opportunity to meet some of the great speakers like Pastor Dave

(Speaker 1)
Scarlett. You could meet Mel K. You could meet Amanda Grace. You could meet Dr. Stella Emanuel. You could just grab a coffee. You could find some alone time. You could get lost in the bathroom.

(Speaker 1)
You could try to go and get a photo with one of the speakers.

(Speaker 26)
You could try to photobomb a photo where someone else is getting a photo with the speakers.

(Speaker 1)
You could go attempt to find your phone, wallet, and your keys. Now that’s a good idea! That means you have less than 3 % of our population that’s even self -employed. So you only have 3 out of every 100 people in America that are self -employed to begin with. And when Inc. Magazine reports that 96 % of businesses fail by default, By default, you have a one out of a thousand chance of succeeding in the game of business.

(Speaker 1)
But yet the average client that you and I work with, we can typically double this. No hyperbole, no exaggeration.

(Speaker 25)
I have thousands of testimonials to back this up.

(Speaker 1)
We have thousands of testimonials to back it up. But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months.

(Speaker 11)
And you say double? Yeah, there’s businesses that we have tripled. There’s businesses we’ve grown 8x. There’s so many examples you can see.

(Speaker 24)
see it thrivetimeshow .

(Speaker 10)
com.

(Speaker 9)
But again, this is the most interactive best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet.

(Speaker 15)
Add to that Eric Trump, the man that runs the Trump organization. You say, Clay, I still I’m not going to get a ticket unless you give me more.

(Speaker 9)
Okay, fine. We’re going to serve you the same meal both days. True story. We have we cater in the food. And because I keep it simple. I literally bring him the same food both days for lunch.

(Speaker 15)
Who’s with me? Let’s go. Incredible.

(Speaker 9)
A Mexican restaurant. That’s going to happen. Someone says, I want more. This is not enough. Give me more.

(Speaker 23)
OK. I’m not going to mention their names right now because I’m working on it behind the scenes here.

(Speaker 2)
But we just continue to add more and more success stories. So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, You want a life -changing experience. You want to learn how to start and grow a company. Go to Thrivetimeshow . com. Go there right now.

(Speaker 2)
Thrivetimeshow . com. Request a ticket for the two -day interactive event. Again, the event’s going to be on December 4th and 5th in sunny Anaheim, California.

(Speaker 22)
Great weather.

(Speaker 21)
Make this a December to remember.

(Speaker 2)
Eric Trump, the man who leads the Trump Organization. It’s going to be a blasty blast.

(Speaker 3)
There’s no upsells. Aaron, I could not be more excited about this event. I think it is incredible. And there’s somebody out there right now, you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. I think that’s going to change your life. I promise you this will be 10 times better than that.

(Speaker 3)
It’s like I picked the wrong week to quit smoking. Don’t do the Smoke Your Way to Thin conference. That is, I’ve tried it, don’t do it. Yeah, chain smoking is not a viable, I mean it is life changing. It is life -changing.

(Speaker 9)
If you become a jade smoker, it is life -changing. Not the best weight loss program though. Right, not really.

(Speaker 1)
So if you’re looking to have life -changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow . com. Again, that’s Aaron Antis. I’m Clay Clark reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop in beautiful Anaheim, California. I’m Vince Suzuki, also from Sarasota, Florida. He dragged me here.

(Speaker 1)
Yep, was here in 2018. and And it changed my business and I built another business and now I’m here to do it again with this business Hi, my name is Erica, and it has been amazing being here at the conference. I’m learning so much.

(Speaker 2)
Everything is perfect for me. Play Clark, man. He is one character. That’s a good word for him, character. Yeah, that is it. Good, driven, smart, and I’ve never met a guy who was so hyper all the time.

(Speaker 2)
He’s doing so much good. And then I met his mother, and she just says, She just lets him be Clay Clark. I mean, so he’s endorsed by his mother and he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with. His Clay Clark starts his days at five o ‘clock in the morning. Oh, it’s incredible.

(Speaker 2)
Yeah. He’s, he’s like, he’s, he’s a machine. He’s a machine. But his, you know, I got, I have problems with my company starting at nine o ‘clock. Yes. Hundreds of people showing up at 5 .00 AM in Tulsa, Oklahoma.

(Speaker 2)
Man, he’s a leader of a leader. He’s a fantastic young man. No, he is. Was an everlasting friendship between clay and I because I’m telling you there’s not too many people in the world that have this man’s backbone and his Tenaciousness and his perseverance and so buddy. I love you and your general Flynn. Thank you.

(Speaker 2)
You guys are incredible You guys are incredible warriors.

(Speaker 1)
You guys are incredible incredible warrior. So thank you my friend plate Clark is here somewhere Where’s my buddy play plays the greatest? I met his goats today. I met his dogs. I met his chickens. I saw his compound.

(Speaker 1)
He’s like the greatest guy. I ran from his goats, his chickens, his dogs. So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing. 4 ,000 % from February to February. Now I can better that.

(Speaker 1)
Okay, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself and if I cry, forgive me. In the last two and a half days, We have bettered our entire month of February and the last two and a half days. So and the phone’s blowing up. Everything’s just blowing up.

(Speaker 1)
Well you’re right. It is like a rocket ship. So we’re pinching ourselves.

(Speaker 20)
Actually I learned at the Academy King’s Point in New York Octa nonverbal.

(Speaker 2)
Watch what a person does.

(Speaker 1)
not what they say.

(Speaker 2)
Under siege my family’s fight to save our nation.

(Speaker 1)
So you go Amazon right now, you buy a copy of the book. and you just text a screenshot of your proof of purchase to my cell phone number, 918 -851 -0102. So text my number, 918 -851 -0102. So again, step one, you go here to amazon . com, you buy a copy of the book Under Siege, then you just text a screenshot of your purchase, your proof of purchase.

(Speaker 1)
You text my number, 918 -851 -0102. You have a chance to win a dinner at Mar -a -Lago with Eric Trump and myself, and there’s more. to go right there just for your viewers. It’s the most exclusive private club in the world. $2 million to get into just base membership fee. And I promise we’re going to make your night absolutely incredible.

(Speaker 1)
Clay goes, listen, why don’t we do this? Why don’t we put it out to all the amazing Reawaken people, all the people who supported us all around the country, all around at every one of these conferences who adore your family. We’ve got to beat The New York Times. The New York Times is going to do everything they can. Even though we’re number one on Amazon right now, we just hit number one this morning. New York Times is going to do everything they can to keep you from being number one bestseller.

(Speaker 1)
You know that. I know that. You know the games that they’re willing to play. But Clay goes, why don’t we do a couple of things? First of all, love having dinner with Clay. He’s the greatest.

(Speaker 1)
Second of all, why don’t we bring one of the amazing people that I guarantee you I’ve been in front of at all these events. Why don’t we bring a couple to dinner at Mar -a -Lago? And I said, absolutely. Consider it done. So I said, they have to text you, Clay. They can’t text me, because we’ll be getting 1 ,000 of these.

(Speaker 1)
But yeah, go buy a book.

(Speaker 2)
Text Clay. And we’ll set up a dinner. I’ll make sure you guys have the absolute time of your life. Now, I want to pull this up again one more time here, Jax, because I think sometimes I’m a poor communicator, and I need to work on communicating more effectively. So you go to Amazon. That’s step one, OK?

(Speaker 2)
Yes. You buy a copy of the book, Pop Quiz. What book? Under Siege. You buy a copy of Under Siege, and then you screenshot a picture of that, and you text my phone number. It’s 918 -851 -0102.

(Speaker 2)
Folks, that is my cell phone number. So we’ll keep that private between you and me and everybody. And then when you text that to me, you have a chance to win a backstage pass to the actual in -person business workshop. That’s a business growth workshop, December 4th and 5th, featuring Eric Trump in Anaheim, California. and you have a chance to win dinner with Eric Trump and myself at Mar -a -Lago. Now, someone says, when does this contest end?

(Speaker 2)
Now, Eric, your birthday was hijacked. OK, so your birthday was hijacked. January 6th is this man’s birthday. He now has to switch his birthday because no one wants to talk about his birthday on January 6th anymore. So we’re going to run this promotion until November 5th. That’s like a birthday.

(Speaker 2)
No, no. So we’re going to run it until October 14th. October 14th. It has to be a presale. This just in. It has to be between October 14th.

(Speaker 2)
That’s why we’re clarifying. So between now and October October 14th. Now, folks, let me just clarify this real quick here. So make sure I’m leaving you with some good clarity here. One, you buy a copy of Under Siege on Amazon. That’s the step one.

(Speaker 2)
Step two, you text a screenshot of that purchase to my cell phone number, 918 -851 -0102. Three, you have to do that before October 14th.

(Speaker 1)
Before October 14th, this just in, it has to be before October 14th. And you have a chance to win a backstage pass to the upcoming business workshop. You have a chance to have dinner with Eric Trump at Mar -a -Lago. And I want to tell you some benefits of buying the book. One, I’ve read the book. It’s incredible.

(Speaker 1)
father out there and you want to learn about mentoring your kids, it’s a great book. If you want to learn about American history, it’s a great book.

(Speaker 2)
If you want to make America great again, it is a great book. It’s a book you got to have. Now here is just a quick editor’s note. You do not have to buy a copy of Eric Trump’s book Under Siege to be entered into the drawing. Just text the number. All you have to do is just text the number 918 -851 -0102 and you will be entered into the drawing for a chance to win a copy of Eric Trump’s book Under Siege and a once in a lifetime opportunity to hang out with Eric Trump and Clay Clark at Mar -a -Lago.

and to win a backstage pass at the upcoming Thrivetimeshow .com com two -day interactive business workshop. Again, you do not have to buy a copy of the book to be entered into the drawing, but it would be great if you’d buy a copy of the book because that would make sense. However, that is all, and now back to the interview. Also, Eric, a final question here for you. You are donating a portion of the proceeds to support Charlie Kirk and his continued mission there.

Could you tell us about that briefly there, and then we’ll let you get back to what you’re doing today, sir? Yeah, well, I was on with Benny Johnson. Benny Johnson was a great friend of Charlie Kirk’s, as you know. And you know Benny, and Benny’s a very good friend of mine. And Kash Patel is a very good friend of mine and was a very good friend of Charlie’s. You watch everybody that’s up on that stage every single day as they got to the bottom of exactly what happened, and they brought justice to what happened, or are trying to bring justice to what happened.

It’s kind of unthinkable. You know St. Jude, and I talk a lot about St. Jude in this book, because fighting pediatric cancer has always been a cornerstone of my life. But Charlie truly, truly, truly was the epitome of being under siege, not only in the movement that he helped create, but obviously in how his life was savagely taken. My book came out three days, two and a half days before Charlie’s assassination. You better believe he would have been the final chapter of this book as just another illustration of what these people will do at any cost. to try and win, because it’s who they are.

It’s the not -so -tolerant left. And we can never let our voices be extinguished, Clay. You stood on that stage, as well as anybody I’ve ever seen stand on a stage. You did our reawakened events all across the country, which you funded out of your back pocket, because you believed in America. You believed in a greater country. And you were on that stage every single day.

You know I was on that stage with you every single day. And I was on the turning point stage with Charlie all the time. and I was on stages across the country in three campaigns. I’ve stood on thousands of them. And honestly, they don’t want us to stand on that stage. That’s why they’re sending bullets from rooftops.

They don’t want us to go out there with a bullhorn and have loud, independent thought. When they see these beautiful arenas full of kids, and they’re cheering, they’re celebrating, they’re holding American flags, they don’t want that. And so they want to silence us. They want to silence our voice. That’s why they killed Charlie. That’s why they tried to kill my father.

That’s why they sent 112 subpoenas to me. That’s why they wanted me in jail and my father in jail and Don in jail. That’s why they made up the hoaxes. They wanted to see us destroyed and gone with no voice, with no money, with no company, with no political aspirations, gone. And we can’t allow that to happen. And so we need to make sure that Turning Point continues.

We need to make sure incredible patriots like you continue to spread sensical speech, pro -American values, pro -religious, pro -constitutional values. And that’s why I want to donate the funds to Turning Point. I want to donate a portion of the funds to Turning Point, because we can’t allow anarchy to win, and we can’t allow voices to be deleted, and we need to keep Charlie’s legacy going. Eric Trump, thank you so much for joining us. Pastor Jackson, thank you so much for joining us. Absolutely.

Eric, have a great day. We really do appreciate you. Everybody go out there and buy that book, Undersea. Just not too early to buy your Christmas gifts. And if you have a Democrat in your family, buy them a copy as well. Eric Trump, take care.

Thanks, guys. See you later.

Transcribed with Cockatoo