Clay Clark | How to Introduce a New Product / Service to Marketplace + “All great ideas start as weird ideas. What now seems obvious, early on, is not obvious to anybody.” – Case (AOL Founder) + Success Story

Show Notes

Clay Clark | How to Introduce a New Product / Service to Marketplace + “All great ideas start as weird ideas. What now seems obvious, early on, is not obvious to anybody.” – Case (AOL Founder) + Success Story

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Audio Transcription

Two men, 13 multi-million dollar businesses, eight kids, one business coach radio show. It’s the Thrivetime Business Coach Radio Show with Dr. Zellner and Clay Clark. We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. Started from the bottom, now we’re here. We started from the bottom of the hill. All right, Thrive Nation, I want to start off today’s show with a big shout out to Tammy in Florida. Now, Tammy, I’m not going to give away the secrets of your idea. Do you know how many Tammys there are in Florida, by the way? Three. Did you do some research? Yes, there’s three. There’s three Tammys. There’s only three. But what I want to do is I want to bring on my partner and friend, Dr. Robert Zellner. Yes, that’s me. I want to bring on Wes Carter. His law firm, Winters and King, has been the attorneys of choice for Joel Osteen, T.D. Jakes, Craig Rochelle, Joyce Myers, and the renowned business coach, Eric Chup. Butter Chup. Because we care, and Tammy, you and I had a great conversation today, and I want to follow up with a specific path to help you. And if it’s okay, Tammy, I want to give you some uncomfortable truth. We talked about it on the phone, but I think for a lot of listeners, this might be unnerving. And so here we go. Breaking it down now, Z. Here we go. Breaking it down. Hard-boiled box. So, Tammy, you have an idea that is revolutionary. And Chuck, I want to put this on the show notes as kind of concept number one. If you have a revolutionary idea, it will probably take a decade for the world to catch on to the idea. So, Zee, I want to… Why so long? Well, I want to read a notable quotable by a Steve Case, who introduced America to the Internet. Steve Case is the founder of America Online. He says this, as weird ideas and now they seem obvious. Early on, it is not obvious to anybody. He goes on to say, I am only interested in big ideas that are not easy to execute. They take a long time to get going, but when they do, you can see the light at the end of the tunnel showing you how they can become big game changing businesses and therefore good investments. Most important, they could become transformative forces in terms of improving people’s lives. Z, if you’re going to be out there and you’re going to introduce, let’s say, America to the concept of the internet, Z, do you remember when AOL was mailing those CDs to your house? They would give you free AOL discs, a free month of internet. When you rented a movie from Blockbuster Video, to date myself, they would give you a free month of internet and blockbuster mean a well was a crazy idea on the season it was i’d remember when i was here thinking i remember when i remember when i remember when i lost my uh… i remember when i was there thinking email trying to get my head wrapped around email and i said for eric mitchell got mail you’ve got mail you’ve got a mail it was such a shock. How do you, how on earth do, what, what, what is going on here? And it took me a little bit of time to get my head wrapped around it. It was a new concept. It was a new thing. It’s when snail mail was just mail. I remember when you actually wrote a letter with your hand. I don’t know what you’re talking about. And a pencil or a pen on a piece of paper. Benjamin Franklin. You probably don’t even know what paper is. Did you have a quill? Did you dip it? See? I had a quill. Real quick, before you explain to us what paper and pen is. Yes. I have a thought. Surely you can’t be serious. I am serious. And don’t call me a shirk. And I’ve had it to a young man on a pony. He was the pony express and he would ride through town delivering said messages. I don’t know what you’re talking about at all. I know. Kevin Costner is the mailman. Are you saying that a phone used to be plugged into a wall? You guys are too young to know these things. People used to ride in a car without a seatbelt? Oh, there’s a video. Watch it from a couple weeks ago. Teenagers trying to use a rotary phone. Oh, I bet that was funny. So, Zohan, you remember, though, trying to introduce America to America Online and how sad and how long of a road. I mean, Steve Case says it took him 10 years to introduce America to the concept of America online. I thought it was a decade, but I guess it’s 10 years. Whatever, you’re close. You’re very close. So Tammy has an idea, and I want to share with you her idea. Her idea is to help keep people from being scammed when they’re out there buying big purchases. And I don’t want to give her a big idea away here, but she’s saying a lot of times people make big purchases. Big. And after they make the purchase, they find out they got scammed. And so she wants to help keep people from being scammed. OK, that’s fair. And on the phone today, I explained to her that, OK, so and Chip, I want you to type down the steps here, the steps for Miss Tammy. The steps we went over was I told Tammy, we got to figure out how many customers, step one, determine how many customers you need per month to break even. And see, Tammy said she needs 500 customers a month to break even. See, why is it so important for every listener out there to know how many customers you need per month just to break even? Listen, entrepreneurs out there. Hello. Know thy numbers. Let that marinate for me. Just let it sink in. Soak in. Just soak that up. Just soak that up. I’ll say it again. This time with hopefully some echo help from my friend. Some gusto. Entrepreneurs. Business owners. Know. Thy. Numbers. No. Thigh. Number. Number. Cause if you don’t. You’ll be back working at Mickey D’s. Or Taco Bueno which is actually my favorite fast food. It’s a better plan. I don’t want to argue. I mean french fries vs tacos. By definition it’s good. But what we’re saying out there is that if you don’t know your numbers, you’re going to lose by default. So we went over the numbers and 500 is a lot of customers to get and she’s going to bring in about $19 per customer. Now the next question I asked her, step two, is I said, be realistic and write down the number of hours per week that you’re willing to work on your business. And she said about 25 to 30 hours per week is how much time she can spend. Now, how do you define working on your business, Clay? Because I’m going to have to listen going, what is it that my mother does? She has a different job. OK, there you go. Come on. And she’s saying the most amount of time I have free after my other job is about 25 to 30 hours per week. Now, for somebody out there who owns a business, and they have to, let’s say you’re a plumber, and you have to do a certain amount of jobs per week to pay the bills, working on the business is all about creating the systems and the processes that will allow you to scale. As an example, John Kelly today, one of our incredible leaders at Thrive Time, Should I Come, he gave me three documents today that will definitely take at least 10 hours of my week for me to fully digest and to modify the ideas because I have to think deeply. Whenever you franchise something, you have to sell the same thing over and over and over again because you want to get it right the first time. So Wes, I want to tap into your wisdom about this. With Winters and King, you’re an attorney. You guys are in demand and you’re very busy writing legal agreements, ratifying legal agreements, advising people. What does it mean for you to work on your business versus working in the business at Winters End King? Well, it’s hard. I charge, many attorneys charge by the hour. And so if you’re not sitting behind your desk working, you’re not making money. And so you have to be careful not to just become a busy bee stuck behind your desk because there’s so many other things you have to do to look at advertising and employees and systems and procedures and growth and things to make sure that you’re not just dying on the vine. And Wes and I actually, I work with Wes on his business and so some of the things we’ve been working on is following up on ads, seeing how many clicks we’re getting, how many leads are coming through, we’re writing a script together to find out. Are you recording calls of their winners and king? Not yet. No, Chuck’s trying to convince me and I told him that I’m… He’s got his arm twisted. No, we really don’t care. I’ve never met an attorney that said, hey, you call me attorney, not lawyer. You wouldn’t want to hire that guy. You really, the only thing you’re sore about is that we have doctorates, but we don’t get to go by doctor. I’m going to start calling you doctor. Dr. Carter. Yeah, but jurist doctorate. That’s right. Can I call you Dr. West? You may. Okay, I’m gonna start calling you Dr. West. Why do you think that is? I think it’s discrimination. It is really? It is. Against the medical science. But don’t you guys make the rules, though? Why wouldn’t you? You’d think so. I know. See, good point. Yeah. They interpret the rules as well. Thank you. All right. I think we must have given that one away very early. Well, you’ve got something to work on, so there you go. Now, Tammy, this next step, I want to make sure Chuck takes note of here on the notes here. By the way, for all the listeners out there, on every single show, we always put the show notes on so you can look up and verify what we’re stating or find the transcripts of each and every show. So the next step here that we talked about today was it’s very important for you to determine your unique value proposition, which I believe for you is scam prevention. That’s what you’re all about. It’s helping people prevent themselves from being scammed. You’re helping protect people about being scammed. Now, the next step is you want to get your branding to a high level that looks as good as your idea. Talking with you today, I mean, your idea sounds great, but the branding is so important. And I want to go around the table. I want to get Z’s take on this, and then Wes’s take on this, and Shep’s take on this. But branding is so important because Michael Levine, and we’ll put this on the show notes, but Michael Levine, one of our Thrive Time Show mentors and one of our radio show guests, he has talked about this thing called the Tiffany Theory for decades. He’s been the PR consultant for Michael Jackson, for Nike, for Prince, for Pizza Hut, and he says that people judge something based upon the way it’s presented. So if you give somebody a piece of jewelry and you present it to them in a Tiffany box, then people are going to perceive it with a higher value. So see, imagine you got down on a knee and you proposed to the lady of choice, to your fiancé, and you said, hey, will you marry me? But you bought a Tiffany ring, and the Tiffany ring, you put it in a Kmart bag because you lost the Tiffany box. Oh my gosh, I can’t find it. I sometimes lose things. But you just happen to be one of the first customers ever to go into a Kmart this month. So you went into a Kmart and you had a bag. You found it rolling down the highway. It’s sort of a commemorative collector’s item. They’re like, we’ve never had somebody take one of these home. You bought it on eBay. So you have a Kmart bag and you just put the Tiffany box in the Kmart bag. If you presented to a virtuous lady, you get down on a knee and you said, will you marry me and you pull the ring out of a Tiffany? No, no, no. You pull it out of a Kmart bag. How’s it going to be perceived differently when you pull it out of a Kmart bag versus a Tiffany box? That you’re a cheap… I mean, it’s… perception is a lot. And when you’re running a business, when you are trying to put your best foot forward, when you’re trying to put out a certain persona, when you’re trying to put out a certain, I say, vibe? Whoa, whoa, whoa. I mean, can I say vibe? It’s kind of a… You can say it again. It’s a four-letter word. You can say it. Is it, is it, is it… I don’t know what you’re talking about. I say every time you say vibe, I say yes. I mean, I say thrive. Are you going to eat that ice cream cone, Chubb? Nope. Chubb, I just want that to melt. Oh yeah. Oh yeah. Chubb, you and I, you and I are in this hot tub, and I just say, if you just let me have one last lick of that ice cream cone, that’s all I’m asking for. You can have it all, baby. It’s all about branding. It’s all about branding. Right. And that’s what we’re talking about here. It’s all about branding. Nobody wants to have a lick of an ice cream cone that’s already been eaten on by somebody else. With another random dude in a hot tub. You’re right. Random. But chicks want to have their jewelry come in the blue box instead of a K-bar bag. Right. Why? Because it’s about branding. It’s about perception. It’s about the realities of what they think they’re getting. Are women going to go out there and use those diamonds to cut metal? No! No! See, what is the purpose of women having massive diamond rings? They know their love. They peacock. No, seriously, I want to get you to take it. Why? I’ll tell you why. That shows, here’s the thing about it is, right or wrong, folks, we put, I’m trying not to sound too… No, do it. They’re showing off for the girls. Well, I’m trying not to sound too that, but here’s the deal. You put your money into things that you value. And if you value your woman, you’re going to get her a… and if you have money, you’re going to get her a bigger diamond. You’re going to get her a nicer diamond, a better color, a better hair. I hate this rule. It is. It’s the way it is. It’s the way it is. I want to buy her a wardrobe or take her on trips. Yes. I want 40 trips to celebrate on my love. Why do we have to buy a diamond ring, which I by the way I did. From a guy who hates trips. Here’s the thing. Not anything. I agree with you though. Here’s the thing Clay, because it’s a gift and you give it to them and no matter what happens it serves for the rest of their life. And they know at that moment that you cared enough. Spend your hard-earned money. I have a microphone in my head, and I want to play what I just thought. It’s like I picked the wrong week to quit sniffing glue. It’s like I picked the wrong week to quit smoking. It’s like I picked the wrong week to quit drinking. It’s like I picked the wrong week to quit amphetamines. I mean, that’s a lot to handle. It is, but it’s a reality of life. And it all goes back to the saying of this, Clay. If you want to know the truth, it all goes back to this. Talk is cheap. Frick! Frick! Frick! That rule is terrible. No, it’s not. Actions speak louder than words. Oh, Billy. That’s right, and so when you go and you take your monies and you buy them the diamonds You take the monies to buy the diamonds I tell you what, if you go out there son and you buy them diamond rings and you give it to them You’re gonna make them a deal they can’t refuse And you say to them, you get on your knee and you say, you know what? Let’s do this thing It’s about the thing Okay, about the thing, about the, let’s do the thing See, why do we have to spend so much money on diamonds and accoutrements? Why can’t we focus on things like extra beers? Why can’t we focus on like card tables? Why can’t we just get a card table? And live chickens in the backyard. Right. And a pool you’re going to put in. Because not every woman is as awesome as my wife. Well, you’re right about that. After I bought the diamond rings. Yeah, you’re right. I did buy that, but she’s very low needs, low maintenance. But the diamond did help. You’re correct. It’s the move, and you have to do it. It’s the move. So for Tammy, you’ve got to get your website looking good. Your logo has to look good. Your website has to look good. Anything people see has to look good. Now we’re talking about the three-legged marketing stool for Tammy, and this is the part I talked to her about today, and I know that she received it very well. She’s a great lady, but I want Wes to break this down. I want to get Wes’ take on this and Z’s take on this. She’s introducing a new idea into the marketplace that hasn’t been introduced before. Okay, cool. So I said, hey, you’re gonna have to run YouTube ads, so when anybody’s looking to buy a certain purchase, you need to run your ads so that your ads come up as, avoid being scammed by this. So as an example, let’s say Tammy worked with, you know, online furniture stores you know if you typed in by online for sure her ad would come up avoid being scammed by online furniture stores learn more at and then the base of the tagline was for nineteen dollars you could save thousands of dollars uh… but the at the auto auction you guys use i’m sure car facts or something else to verify that cars haven’t been stolen before you sell them at your auto auction so there there’s a a a a value in anti-scam services. But Z, do you mind sharing with the listeners out there for the auto auction, or at least in a broad term, who do you guys use to verify that the cars have not been stolen or to check that the cars, their accident history? Do you use a service like that or can you explain maybe the kind of service you use? Yeah, it’s kind of a Carfax deal. And so it’s the same thing. When we put the sticker on the windshield and we have a barcode about the car, guys have apps that they can come up and scan that barcode and then it tells them the history of that car. So why do you pay for a service like that? Well, because it’s good for our people. How long has that service that you’ve used been in business? How long did it take for you to discover who they are and to convert to them? It’s got to be a while. I don’t know how long they’ve been in business, to be honest with you. We’ve been in business five years. Yeah, they’ve been in business for a long time, and they’re very reputable. So if someone like Tammy were to call you and say, hey, I have an anti-scam organization that can help prevent you from being scammed in this particular organization, I mean, her website better be looking hot. Yes. She’s going to have a lot of testimonials. Yes. A lot of reviews. Yes. And she probably has to, how many times would you have to pitch to a company like yours before you would even consider it? At this point, with where you’re at with the auto auction, how many times would you have to be pitched before you would at least consider even looking at finding a different company to verify that your cars were in fact not stolen in good standing, that good records… I mean, how many times would someone have to pitch to you before you would even consider it? It depends on the cost it comes in at, and it also depends on the things you just said. But probably a couple, three times. I mean, it didn’t have to be a repeat. It wouldn’t have to be a… It’s not the first time I’m going, okay, got it. Absolutely. I told Tammy, I said, Tammy, if you’re going to do this business, you’re going to have to commit to your idea for probably a 10-year horizon, and probably around year one or two you start to get some hits. So I want to get your take on this, Wes. How many clients… Can you think about your clients where you’ve met them five years ago, six years ago, seven years ago for the first time, and now they’ve just become clients in the past year? I mean, can you think of situations where you’ve met somebody two years ago, three years ago, and then it took 24 or 36 months of marketing or just staying in touch with them before they became a client? I mean, is that abnormal? Because I think a lot of people think, man, that’s got to be abnormal to talk to somebody for a couple years before they can… Because an attorney is a big decision. I would say this, I would use you without reservation. For anybody out there listening, Wes Carter is my attorney of choice. I’d recommend him. Dr. Wes Carter. Thank you. But how long does it take for you to win over somebody? It’s a big decision to switch to an attorney. It is, and sometimes you’re looking at cultivating that relationship. So it’s a dinner, it’s a hey, I see you at an event. It’s Sometimes it’s three years. Sometimes it’s four years. You’re seeing each other and it because it’s you’re hoping for They already have someone providing that product or service already But at some point they’re gonna get annoyed. Oh, yeah, you’re not happy with that person. They’re gonna think you know what? West does that Why don’t I call Wes instead of dealing with this fool here? And so it’s just developing those relationships, being consistent. Top of mind. Right. Top of mind, whether it’s your advertising or your personal relationships, that you stay in front of them so that you can reap the benefits later on down the road. So Chumper, I want to get your take on this, because you work with companies like the Hub Gym or the Float Center out there with Deb. And those are more of services or products where somebody is searching for the service. We know this according to the retargeting playbook, that if you turn on your retargeting ads, that’s the ads that follow you around no matter what website you go to, the average person has to go to your website one time and see your ads 4.7 times before they’ll even fill out the form right why do people have to see an ad so many times before they’re willing to Sign up or check it out or fill out the form or why is it so? Imperative that you don’t do you don’t turn off advertising? Why can it not be like a I’ll try it for a week or two Why do you have to be so consistent with your advertising well a couple things that you got to be consistent with it because there’s so Much competition out there There’s so many people reaching out to try and steal that attention from your ideal and likely buyer that’s not you. So you have to be pumping that, you know, Dr. Zellner talks about, that’s the gas pedal. Advertising is the gas pedal of your business. If you’re trying to drive up that hill, you don’t have your foot on the gas pedal, you’re going to go backwards, my friend. Now, Dr. Zellner, when I moved to Tulsa in 1999, I grew up in Tulsa, I moved to Minneapolis, Minnesota, to the Minnesota area. I lived in a town 40 miles west of Minneapolis called Cocado, and I came back to go attend college at Oral Roberts University. I remember I was in FM. Occasionally I DJed at some FM radio station where they would have like a 106.9 or different people would have like a remote DJ. I would DJ for some of those people, but I had a DJ company called So I typically listened to 106.9, you know, when I’m driving around I’d listen to pop music and make sure I was staying relevant. And I would hear your ads all the time. And before my wife decided to start working for you, even applied for the job at Dr. Robert Zellner and Associates, I felt like I knew you because I’d heard your ads over and over. And this is, I think, your 26th year of running radio advertisements? Yes. Why have you not decided ever to stop your ads? Because you’re very, very consistent. Why have you decided to be consistent for 26 consecutive years running your advertisements? It’s because you’re lazy. You don’t want to make a change. Top of mind awareness, number one. Number two, you have a lot of turnover in cities. You may think, well, there’s not a lot of… People in Tulsa stay in Tulsa. People in Chicago stay in Chicago. People in wherever stay wherever. No, there’s a high turnover rate of people. So you have a lot of new people moving in that don’t know you. And then number three, there’s only a certain three to five percent of people that listen to your ad right then that are actually wanting your services. So you have to consistently be pounding it because they’ll rotate around and they’ll be like, oh yeah, oh yeah, oh yeah, and then they come in. To prove the point, Clay, I’ve been working with you for about three years now, and every time I see somebody I haven’t seen in a long time, they ask what I do. So I work with a guy named Clay Clark, and I don’t know if you’ve heard of the Dr. Robert Zellner, and every single person I’ve ever said that to goes, oh yeah, I’ve heard of him. Yeah, and that’s what happens. Because you’ve been on the radio, and you’ve been advertising for the space. And on billboards, and flyers, and just all over the place. It’s kind of a big deal. Well, I wouldn’t say that, but the point is that you get brand recognition, top of mind awareness. Why does Coca-Cola still run ads? Are you telling me that nobody in the world doesn’t know about a Coca-Cola? Coca-Cola. A Coca-Cola? Are you serious? And then there are polar bear ads in Christmas time. I have never heard of this company before. Coca-Cola? What do they say? It’s the brown, bubbly stuff that makes my nose sting when I drink it? No, it’s your nose thing. It’s the it’s top of mind awareness It’s now they’re in these new ads of hey eat a burger wherever you want, but I always have a cup Yeah, really quick dude. I wanted to explain this something to you Yeah, you do do not want to drink a coca-cola with your nose Snort Coca-Cola. You drink a Coca-Cola with your nose, it’s like having a cobra bite your eye. Have you ever had a cobra bite your eye? Yes. Oh yeah? Oh yeah, that hurts. Avoid a cobra biting your eye and don’t drink Coca-Cola to your nose, that’s all I know. That’s all I know. And get a microwavable burrito. But the point is that… Think you’ll come again. The point is that the most well-known companies out there are still advertising because they want to be top of mind awareness. They want to bring new innovations, and they want to keep on the front edge of your brain whenever you’re going to make a… I mean, Nike, really? Like nobody’s heard of Nike. Okay, I’ve got one final question or one final notable critical. I want you to break down for Tammy, a great member of the Thrive Nation based out there in Florida. Do you want me just to do it? Tammy says this. She says, advertising. Okay, I got it. I want to do advertising. She’s probably thinking to herself, how long should I advertise? How much should I advertise? And I want to give a notable quotable to you, Z, from Mr. Henry Ford. And Chuck, I’ll give you some time to reformat this notable quotable from Henry Ford. But Henry Ford says, a man who stops advertising to save money is like a man who stops a clock to save time. He’s a smart man, that’s what that sounds like. Well, I’ll tell you what, man. A man who stops advertising to save money is like a man who stops a clock to save time. Z, what is Henry Ford talking about? He’s talking about you’re a fool if you think that’s going to be successful. And that’s what I tell people all the time. Because people come to me all the time and say, hey man, I want to be the Dr. Zillner of dentistry. I want to be the Dr. Zellner of dentistry. I want to be the Dr. Zellner of what, you know, fill in the blank, whatever business we’re in.” And then I say to them, I say, well, you know, it’s not only advertising consistently and all the time, but it’s also the message you say. I mean, sometimes I hear ads and I go, you missed the mark there. There’s no, there’s no, you know, there’s no call to action. There’s no, no brainer. There’s, there’s, there’s nothing about that ad that is sexy can I say sexy I think you can if you say sexy I have to hit this button oh you got no yeah see you just you just say that again I’ll just be over here just sexy I like to listen to an ad that makes me want to go ooh I want that I tell you what I don’t know if I even need that, but I have been, I found myself in need of that. I have to have that. My amygdala is in control of my body, and I just want to buy whatever that is right now. I look this snuggie. Wes has two snuggies. The thing about it is, I know so many people that go, hey, I advertised for a month, and you know what, it didn’t move the needle, and I’m done advertising. I’m like, oof. Well, see, if your advertisement doesn’t move the needle, it’s not sexy. Are you saying I’m not sexy? You’re saying I’m not sexy? I’m just saying that’s a thought. Well, I mean, yes, yes and no and yes and no. And the thing about it, I remember back when I did, and I still do, you know, three-legged marketing school, you see, you do multiple things, and people would come in, be sitting in my room, in the exam room, and I’d come in and I’d say, one of my questions I always ask them is, what brought you in? How did you hear about us in the early days? What brought you in? What brought you in? And then they would say, they heard me on a radio station that I had never advertised on before. Or they’d see me on a TV station that I had never advertised on. Or they had, fill in the blanks, something I had never done before. You know, after a while I’d be kind of going, I was at Six Flags in Dallas and I saw your ad on Texas Giant. Yeah. Or they’d say something like, well, you know, the guy in the cubicle next door said you were a good dude and come on in here. And then I went in the yellow pages and I cut this coupon out and then I heard your ad on a radio station I’ve never been on. Quite an elaborate tale there, Billy. Yeah, I know. And then, finally, the story, I finally go, you know what, it doesn’t really matter. You’re here and I’m going to continue to do the things that I do, because that’s what it’s about. So if you’re out there and you are thinking about introducing a revolutionary product or service, I want to encourage you that it really has to be the design of your decade. If you’re going to build a game-changing service, I mean, if you look up Tesla, it took the guys almost a decade to make a profit. If you look up ESPN, remember life before ESPN? No. ESPN took over a decade to make a profit. I mean, FedEx took over a decade to make a profit. Anything that’s a transformative thing, I mean, Facebook took three years to stop losing money. So I’m just trying to tell you that if you’re out there and you want to transform an industry, then whether your name is Tammy, or regardless of what your name is or where you’re from, it’s going to take about a decade to change the game, to introduce the world to a new way of thinking, a new product, and a new service. Tammy, I appreciate you for reaching out to us. We’re so excited to meet you at our next in-person Thrivetime Show workshop. And now guys, without any further ado, we always want to end the show with a boom, because boom stands for big, overwhelming, optimistic momentum. That’s what you need to be successful as an entrepreneur. So without any further ado, three, two, one, boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! Boom! 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.S. 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, 13 multi-million dollar businesses. 13 multi-million dollar businesses. As the father of five, that’s why I’m alive. So if you see my wife and kids, please tell them hi. It’s the CNC up on your radio. And now, 3, 2, 1, here we go! We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. All right, Thrive Nation, on today’s show we have a very special occasion because we are joined inside the box that rocks with Aaron Antus. He runs a company that helps builders grow their business. So if you’re out there today and you are a home builder and you’re looking for help growing your home building business, that’s what Aaron does. Aaron Antus is a home building business builder. And so if you’re out there today and your name is Bill or Bobby and you’re looking to grow your business, feel free to reach out to Aaron Antus. Also, if you want to follow along here, folks, go to forward slash millionaire forward slash millionaire forward slash millionaire. You can download my newest book, A Millionaire’s Guide to Becoming Sustainably Rich. And on page 248 of this book, we continue the conversation. And if you say what page? Page 248. This is what it looks like when you download the book. We’ll scroll down here to page 248. And that way you can read along with us. And the purpose of these podcasts is to help you actually grow a business, not to just learn information that is generally interesting. I would argue a lot of the things we talk about are not interesting. We wanna focus on helping you grow a business so you can focus on whatever you wanna do. Page 248, as I flip there, Aaron, I wanna read this notable quotable to you from Gabriel Weinberg, the bestselling author of the book called Traction. He writes, almost every failed startup has a product. What failed startups don’t have are enough customers. Let me try it again. Almost every failed startup has a product. What failed startups don’t have are enough customers. And I see a lot of people, Aaron, they want to talk about org charts and theories and mission statements and vision statements and branding. But at the end of the day, if you don’t sell something, your business will fail. It seems obvious, but yet I think there’s a bias in colleges and business schools, in seminars, to not cover this subject. Yeah, if you don’t sell, it’s going to go to hell. And for home builders along those lines, if you don’t have enough customers, what you end up doing is you become a custom home builder. Will you do anything they ask you to do? It doesn’t matter what it is. You’ll let them draw it on a napkin. You’ll run down all these rabbit trails chasing after things because you’ll say yes to anything and you’ll never be specific about anything because you don’t have enough customers. So I’m going to zero in specifically today and speak into the life of somebody out there that is trying to sell a product. And I’m going to use Give a Derm as a testimonial, as a case study, and then we can show you a success story with them. We’ve helped them grow their business by some massive crazy percentage. On part two of today’s show, you’re going to hear the testimony, and they have all the numbers right in front of them. All I can say, they’ve grown their business dramatically. So they got this great product here. They’re luxurious, all natural, toxin-free skin care that actually works. And they gave my wife a sample. My wife likes it. Yeah. I like it. Yeah. But that’s where it stops, unless you implement the following plans. We’re gonna get a little spreadsheet going. I like to work off of a spreadsheet, like the lines, like the grid, like to know what to do, like to just look at it and go, ah, yeah, this is what I need to do. So get a little spreadsheet going, put in the lines, looking at it. We’re going to call this project sell, selling stuff. Okay. That’s a technical term for selling things. Very technical. Okay. And we’re going to use Gibb and Durham as an example, and we’re going to use Bob Healy as an example with his company called Oh, yeah, Bob. Okay, so step number one, okay, you have to create a list of your Dream 100 ideal and likely buyers slash referral partners. Someone says, what does that mean? We’ll get to that in a second. thing you have to do is you need to optimize the look slash brand of the website. What does that mean? We’ll get into that. You have to then optimize the look of the brand. This is big, of the online reputation. So these are what you have to do. Then what you have to do is you have to create a Dream 100 script. I’m walking you through the steps here, folks. You have to create a Dream 100 script. You have to create a Dream 100 email. And you have to do this soon because the who knows, the rapture might happen tomorrow. So you wanna make sure you get this done. So what we’re gonna do is I’m gonna use Bob as an example. This is the grill blazer. We’ve helped this guy to sell millions of dollars of products. When he first came to me, he had never sold any products. I remember when he first came to you, yeah. He came to me, never had sold a product. But it was cool what he made. It was cool. He had a product, like your quote. But there were no sales. No sales. And so I’m going to tell you folks how we did it. Let me walk you through the secrets, okay? Step one, we created a Dream 100 list. Now someone says, why do I need a business coach to help me do it? I would argue that most people are not by default intense enough to get it done. I think a lot of people have ideas at seminars and from workshops and business books, but they don’t actually do it. It just goes in the junk drawer of life of like, oh, these are interesting things I could do. So true. So I’m working with Bob. I said, Bob, am I spelling it backwards, Bob? Bob, do you want me to go out there and make the list for you, or do you want to make the list? Right. And Bob says, what do you mean? I said, do you want me to make the list for you or do you wanna make the list? Bob says, well, I’ll make the list. And I’m not being disparaging about Bob, I’m just telling you. So Bob came back to the next meeting and he had about three people on the list. And I said, you know, Bob, if we keep that pace in 50 weeks, we’ll be at 150, because I’m a math genius. So I said, Bob, we’ve gotta get focused. We’ve gotta get intense. We gotta get after it. So I made a list. And I had bought camping, but in intense, but not in camp. Exactly. And I got intense with Bob and I made a list. I said, Bob, I want you to come into our office and we’re going to sit down together and we’re going to make a list of all of the shows that I think your product should get in front of. And what’s really nice about YouTube in this particular story is that you can sort of chronologically see when they happened based upon when we uploaded proof of it happening. So we made the Grillblazer YouTube channel and Bob had said, I’ve never made a YouTube channel before. And I said, don’t worry, I’ll make it for you. And again, there’s a lot of steps in this but I’m walking you through the specific steps and what business consulting looks like. So this is Bob. This is the initial… Hi, I’m Bob Healy. I’m the inventor of the grill gun and the sous vide gun. This is his initial marketing video he came to me with, essentially. Okay, here we go. And I’m going to do a short video here today to show you how to properly connect them to the propane bottles. No sales. Yeah, it looks like it. I said, we need to make a list of shows that you need to be featured on. So we made the list, and what we did is we made a big list, and nobody wanted to be the first show to feature Bob. So I brought Bob’s product to our conference, and I said, Bob, I want you to have my employees use it. Remember this? I do remember this. So this right here is Angela Jones. She did a great job when she worked for us. So here she is. And I gave her the product, let her try it out. OK, then I brought in Matt, former employee, did a good job for us. This man is Matthew Elliott. I’m from Tulsa, Oklahoma. I love it. I used to carry a propane tank around and nobody had ever bought one before. Yeah. So I’m having people check it out. And again, some people didn’t like it. I’d say probably two thirds of the people that we showed up to didn’t like it. To be real with you, I threw mine away because I don’t want to blow up or have any of my employees blow up. No, I’m not kidding. We had one of our employees who had one of these and he, it’s a propane tank, and he left it almost attached. And I came to the office and I could smell propane. So I was like, not going to have that in my office. But oftentimes I have to put lighter fluid on it, which ruins the point of having pinions. So this thing just like, Jason. It burns it so fast. I love it. And again, I’m just giving examples to people, just trying to let people try it out. Let people see it. So we’re getting those initial videos up there. Okay. So someone says, what am I doing? What I’m doing is I’m optimizing the look and the reputation of your business. There’s a lot of steps to it, but I had to make that YouTube channel for Bob and I had to start getting some kind of online reputation. Okay, then what I did is I made this video. Now, I personally edited this video, so nobody judge me. 400,000 BTU porch that lights your charcoal and heats up your grill faster than any other grill starter available today. We’re measuring in minutes and seconds here, not in tens of minutes. It makes charcoal grilling faster and more fun than grilling on gas that you use to light your charcoal grill now. I mean, right. So I made that video. Oh, yeah. We made the Dream 100 list. So what did you do then? How did you go from no sales to a lot of sales? Well, see, that’s where we started getting this this this process going, where we began to take massive action, reaching out to people, asking them to interview Bob, to feature Bob. And then over time, through the process of consistently doing this, we finally had a couple of shows that said, yeah, yeah, we would love to interview you on our show, or we’d love to feature your product on our show. And so one of the first ones to respond was this show called Suvi Everything. Yep. So we sent him a grill gun. And again, I’m working with Bob and Bob’s never grown a company. I do. I’ve done it since I was 16 years old. This is what I do. So I said, we’re going to email people with a pre-written email. And says, what are we doing now? We made the pre-written email, pre-written script. We’re going to reach out to him and say, we want to give you a free grill gun in exchange for you just telling it, giving us your feedback on it. So we sent it to this guy and this guy, um, you know, he’d never heard of us before. Welcome back to Stupid Everything, guys. As you can see, I have a new toy. And I’m going to let you know everything there is to know about it. And he got very excited about it and he recorded a video about it and we told him, hey, every time we sell a grill gun using your promo code, we’re going to pay you a percentage of the sales. And so the guy had about 310,000 people saw the video. But there were hundreds of rejections that went from this step to this step over here. So I want to ask you as I move this document, move this over to a Word document so it’ll be easier to post into the show notes later. As I do that, why do you think a lot of entrepreneurs can’t on their own or won’t on their own or whatever it is? Why will they not go through the process of? And again, we have thousands of success stories. You worked with thousands of clients here and you helped many, many home builders and many home builders can come to a workshop or a seminar or even listen to a podcast and they can gather this information, but they won’t actually typically do it on their own. Why is it that most people need a little bit of pushing to go from the idea to the implementation? I mean, it’s kind of the same thing as this morning I got up at 4.45 AM and I went to the gym. 4.45 AM. You know why I went to the gym? Because there’s a guy that I pay money to who was waiting there for me. I knew he’d be there waiting there for me for my appointment. I paid him ahead of time. You met him in the steam room. It was the sauna. Oh, sauna. No, I’m just kidding. I met him out on the floor, actually underneath the bench press. And yeah, so I mean, I’m paying the guy to coach me, to yell at me and tell me to lift more and work harder and all of those things because accountability is a huge part of what we do. And it’s just like, you know, Tom Brady. Was Tom Brady the greatest quarterback ever? Yeah. Well, yeah, he was eventually, but he was drafted like in the sixth round, 299th, whatever. Was Bill Belichick the greatest coach that’s ever, or greatest football player that’s ever played? No, but was he the greatest coach? Probably will wind up being one of the greatest coaches of all time. But what did Tom Brady need that Bill Belichick supplied? The accountability, the teaching, Tom Brady had to be a very coachable, teachable player in order to really excel to the level that he did because he came in at such a low level. You saw his diligence to perform and to listen to his coach and do what his coach said and to be accountable to other people. And of course, eventually a drive and a passion for the game. But like Bob can be passionate about the grill blazer. He can be super passionate about lighting fires and charcoals and all the things that he’s passionate about, but he also needs that level of accountability. He needs to know that you’re going to meet with them every week and you’re going to tell them what to do and you’re going to hold them accountable to do those things because ideas are easy. It’s implementation that’s difficult. And so, you know, you got to get the implementation going. Why ideas are easy. It’s the implementation. That’s good. It’s implementation that is difficult. And again, I’ve heard many, many people, whether it be Guy Kawasaki has made a similar statement. I mean, we can go online and we can figure out, you know, who we can attribute this to. And you hear all these different people say the same kind of thing. But at the end of the day, it’s the implementation. It is the difficult part. And I find that it is. Many, many people are afraid of rejection. They don’t like it. And I’m just being real, folks. I’m not telling you that this is a good attribute to have, but like, I just don’t care. So I remember reaching out to all of these people on behalf of Bob. Yeah. And nobody was saying yes. And I’ll tell you why no one said yes. Because nobody cared. And you know why they didn’t care? Because it wasn’t a win-win for them. So I had to craft a sales presentation that was exciting for them. We reached out, we reached out, we reached out, we kept doing it, we kept… Then this guy said yes. And the video’s not available anymore. That’s exciting. Okay. Dude Perfect, I remember that. It’s okay. The Barbecue Pit Boys were one of the first ones that said yes. By the way, great channel, Barbecue Pit Boys. I’m just telling you. And so what happened is we reached out to these people, let me find it here. So we’re gonna put in Grill Gun, and I’m gonna put in Dude Perfect. And so we didn’t just jump to Dude Perfect. There were many other people that said no before Dude Perfect said yes. Well, I mean, Clay, it’s just like for me in the home building world, I couldn’t have sold a couple zillion dollars in new homes if I didn’t have a whole bunch of people reject me. Rejection is a huge part of sales. It’s a massive part of sales. And so this is one of the largest podcasts, broadcast YouTube channels in the world. And so, you know, we I thought it would be a home run. I remember I told Bob, I said we should get on Dude Perfect. And Bob said, who’s Dude Perfect? Right. What’s Dude Perfect? And I said, I think I can get it on Dude Perfect. Let me take the ball down the field. Let me run it. I believe I can get it done. And so we reached out to Dude Perfect. Back and forth, a lot of back and forth. Gentlemen, let me introduce you to the grill gun. Boom. And they mentioned it on the show. They demoed it on the show and we went from about 4,000 a week of sales to about 40,000 a week of sales from the time that we got our first couple of YouTubers to the time we got Dude Perfect. Now that took about a year and a half. So it took a year and a half to have that highlight, and over that time, every week, we were increasing the size of the impact we were making, the number of ideal and likely buyers we were getting in front of. But let me go back before we even did that. In the case of Bob, Bob said, hey, I don’t have the money needed to actually do this. And I said, you know what I’m going to do for you, Bob? I’m going to get you on a Kickstarter. We’re going to get a plan going. And we actually helped Bob, I don’t know if people know this, we actually helped Bob raise $405,913. And so using this video to do it, this is how we did it. And someone says, well, who shot the video? Our team shot the video. Someone says, where did you shoot it? At our office. Someone says, who directed it? I did. Someone says, well, how did you know it would work? I reverse engineered. The grill gun is a high power, 400,000 BTU. I reverse engineered other proven Kickstarters. And I built it. Measuring in minutes. Now, after I built this commercial, we put it up on Kickstarter, but we had to get the website done. So someone says, what did you do? You get the website, had to make the Dream 100. We had to create the look. And so what other details were there? We had to design the packaging because people were rejecting the packaging. We had to design the pre-written emails. I mean, this is, the packaging was a big thing. We had to design the instruction manual. I don’t know if people know we had to do that. We had to design the FAQ videos. We had to design the inbound call script. We had, I mean, there’s so much we had to do. And so there, literally on our proven business plan for this guy, there’s 40 plus pages of stuff that we had to do. But you, if you’re watching right now, the thing you have to do is you have to say, are you actually going to achieve success? So this weekend, Aaron, again, the Rapture can happen any moment, but this weekend, we have a brand called Make Your Dog Epic. And I told JT, this is the week. He said, what’s the week for us? And so that’s the week. He said, what is the week? Because I just bought a ranch for the dog training business. It’s growing, it’s expanding. And so we’re about ready to turn it on their level. So I said, this is the week. He says, what’s the week for us? I said, well, it’s, it’s, it’s, I’m going to turn it on. So I, this week I spent, I personally spent 20 hours this weekend doing this. And what I did is I decided to dominate the search results for YouTube. So every video… How many videos did that take? Let me pull it up real quick because I don’t want to exaggerate or under-exaggerate. So I said, we’re just going to do it. And so I know how to do it and I uploaded 94 minus 6, because there’s a little corrupted file thing there. So, I got 94 minus, let’s say, 8. So, I rendered them, made these videos. These are videos designed to… So, here’s how we did it. A little intro video. Welcome to the Epic World of Dog Training. I am JT Lawson. I am the lead trainer at Make Your Dog Epic. I also own the Oklahoma locations for Make Your Dog Epic, where we turn your canine companions into truly epic dogs. Get ready for your daily doses of wisdom as we tackle your questions and unleash the secret to mastering dog training. As always, our goal at the Gain of Beating is to train every dog in the world to be an epic dog. And after the intro, it goes into the show. Five to seven months older or older. And so what we like to do here at Make Your Dog Epic Tulsa Dog Training is… And for everybody out there who wants to pray for me, I recorded about 45 hours of shows over the past months about dog training. So this is, these are like 45 shows about dog training. That are somewhere between the ages and the ages of between four months or older. Now you might say, well why? Well you see, dogs… Oh, a dog show, are animals that are, wow, incredible fascinating stuff here. So anyway, we did all these, and so now when you type in Tulsa dog trainers, we come up top. If you type in Owosso dog training, now again, it’s not about emotion, it’s about motion. So the reason why we come up top in the search engines and why our pages are now flying up, all the videos are starting to show up in the search results and we’re dominating the search results is not because I’m a good guy it’s because I know a proven path and I’m methodically writing all the content, getting the reviews, doing demos to dominate. And so if you’re out there today and you’re like I just want to move past the idea phase and into the implementation phase, Aaron, that’s what we do. The photography, the videography, the web development, the search engine. You have a client called Winkly, I believe, Aaron. Yeah, Winkly Home Builder. Winkly. Let me pull this up real quick here. This is a client of yours. You’ve helped them. I’m going to hit play here. See if you can analyze. I’ll play a little sample. You can tell us who this is and what you’re doing here. Here we go. My name is Jennifer Sundahl, and I’m originally from Oregon, but now I work as a home builder with my business partner, Frank Winkly. Okay. Now, you work with these people. Yeah. They’ve grown their business by a lot. And so what have you… For anybody out there who’s a home builder, they’re a home remodeler, and they’re going, man, my business is stuck. You’re helping this lady grow dramatically. What are you doing? And I’ll pull up the website, Weekly Home Builders. What are you doing to help Weekly Home Builders grow? Well, I mean, a lot of the same stuff that you just pointed out. We’re reaching out to, you know, the Dream 100. We’re going through creating pre-written script, pre-written emails, pre-written presentation of the homes, pre-written presentation of the floor plan and the pricing and all of those things that are key to selling new homes. We’re getting Google reviews. We’re getting up to the top of Google for their market. You know, all of the things, optimizing their Google map for them, teaching them, you know, sort of the pre-written processes of everything you do for home building, because it’s not just a thing where you’re like, oh gosh, I can build a home, so therefore I’m going to be, you know, successful, just like you mentioned at the beginning of the show. You know, most companies that go out of business have a product, they just don’t have enough customers. There it is. And so, you know, it’s really that process of going after the customer. And, you know, Dream 100 in our world is going to be top realtors in the market. It’s going to be top, you know, agents that are actually doing the business out there. They have clients to work with. We’re going to reach out to them and show them how to do business with a home builder because most of them only know used homes. Now, once you start selling something, I want to be very clear here, folks. Again, if you go to page five of my newest book here called A Millionaire’s Guide to Becoming Sustainably Rich, you go to page five, you got to establish that revenue goal. That’s box one. Box two, you got to determine your break-even point. Box number three, you got to figure out how many hours per week you’re willing to work. Box number four, we’re knocking out that unique value proposition. Box five, we’re doing branding. Box six, we’re doing marketing. Box seven, we’re selling something. Box eight, now you got to figure out, are you making profit? Box nine, you got to systemize it because once you nail it, you scale it. Box 10, you got to learn how to hire and manage people. Box 11, you do those, you master those stupid repetitive tasks, the core repeatable actionable processes, the crap, the core repeatable actionable processes. You got to create a sustainable and repetitive weekly schedule that works. Box 12, you got to figure out an HR system to keep track of your top employees, to hire them. You know, today, one of my companies, I found out I have an employee who’s a gambling addict. No, true story. So the business is going great, things are going great, and I’m like, hey, where’s, you know, I’m making up an example, but it’s a real example, I’m just making up the name. So it’s like, where’s Carl? You know, everyone’s like, he left early. I said, where’d Carl go? He goes, I don’t know, he’s gambling, you know, because again, I have businesses, and if you’re not there, you can’t sell anything. That’s a great tip there. Show up. I’m being real though. And I’m going, I have all these great systems, but this particular employee wasn’t at his shift. And I’m like, where is this person? They go, he’s got a gambling problem. And so that has to do with an HR problem. So I had to make a change today and replace them. And it was very easy to do because I have systems in place. And you got to nail down your accounting. So this is a lot of stuff we’re talking about on today’s show. So when you look at the success story on part two of today’s show, part three and part four, I want you to understand that Givoderm, which is a real client that we’ve helped to grow this company, Givoderm, it’s not because their product is awesome. It’s because their product is awesome and they have awesome systems in place that we’ve taught them. The reason why Grillblazer is awesome is not because the product is awesome, it’s because the product is awesome and we have great systems in place. The product will not sell itself. Now folks, I want you to watch a little bit more of this testimony. This just came in, this is over the past week, Aaron. This is a Jennifer Sundahl, a woman you have a wonderful opportunity to work with each and every week. Current client of yours, Folks, watch this. I’m from Missouri with Winkly Home Builders. I have been in the home building business with my business partner, Frank, for a few years now. We originally learned about the Builders Training Academy when we attended a Thrive Time conference in Oklahoma. We thought it would just be a couple days, learn a few tips, but it’s evolved into so much more. When we came to the in-person workshop, we learned a tremendous amount. For me, it really helped me recognize that you weren’t just going to come and learn about how to run a business, you were also learning about how to work on your business. And it also challenged me as to how much time would be devoted to that each week, because they’re both equally important to grow a business. So that was a new concept for me. And then we… Time out. So once you take the stuff you learned at our conference, if you don’t implement it, it’s all meaningless. It has to turn into, that what you’re learning has to turn into action items. So today I have time blocked out of my schedule right now to do an interview on a show. And I’m not being gossipy or slanderous, but it’s true. The person who was supposed to interview me didn’t show up. So you know what I did during this time? I’d hopped on this show. Why? Because I wanted to do a show for anybody out there that has a product or has a service, and I wanted to do a show today about that. And so when I get GAPS became available, I recorded the show right there. And then at three o’clock, I’m doing another show. Three thirty, another show. Four o’clock, another show. Five o’clock, another show. What? No, four thirty, my final show. Five o’clock, what am I doing? No more shows! But at five thirty, what am I doing? Kind of a show. I’m doing a group interview process where we’re hiring potential candidates. Yeah. That’s what’s going on. And then I block out time. I schedule to harass my daughter, Leah, on Mondays. So it says Clay takes Leah on dad-daughter date. Nothing can stop what’s coming, right? Because that’s what I’m doing. So again, you just block out time and your schedule. Now, if you leave with all these ideas, but you don’t block out time to implement them, it’s absolutely meaningless. And so if you’re out there today and you say, I want to have success right now, before the rapture, I want to have success right now, before I’m dead. What you need to do is go to thrive as of right now, as of today, we have just under 70 tickets remaining for our next in-person Thrive Time Show workshop featuring a legendary football player, Tim Tebow, and a wonderful cast of entrepreneurial success stories. You can get those tickets today by going to, And again, I encourage everybody out there, be a doer and not just a hearer of this information. Be a doer and not just a hearer. So again, on part two, we’re going to give you a success story. Part three, another success story. Part four, another success story. But you’ve got to implement that which you are learning. Whatever you’re learning today, you got to apply it. And again, if you want to schedule a free 13 point assessment, you can do that today. Simply by going to, you can click right here and you can schedule a free 13 point assessment with me. And I will figure out what we need to do to help you grow your business. And the reason why I charge $1,700 a month is because we operate our business at a 20% profit margin. So we make $340 a month per client and that’s a month to month service. It’s less money than what it would cost to hire a minimum wage employee. And we know the proven path. And if you don’t believe me, go to and look at the thousands of documented case studies and success stories you can find right there at Again, that’s That’s Errantis. I’m Clay Clark. And folks, grab your pen and a pad and prepare to enter into the Dojo of Mojo post show. It’s the Thrive Time Show Testimonial Hour of Power coming up next. 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. So, and the phone’s blowing up. Everything’s just blowing up. Well, you’re right. It is like a rocket ship. So we’re pinching ourselves, actually. I learned at the Academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Devin, we oftentimes at, we interact with some really great people. In fact, if anybody goes to and they schedule that first free 13-point assessment with me, you’re sort of like the filter. I mean, you talk to people every day. Yep. And certain people are not a good fit. We call these people happy hopers. And certain people are a good fit. We call these people diligent doers. What’s the difference? A diligent doer has an actual product or service that makes sense. They have a prototype or an actual product or service. They have an actual viable plan where they can sell a real product or service to real people. And a happy hoper is somebody that doesn’t have a real product or service. And a while back, these wonderful people, they reached out to us and we scheduled a 13-point assessment. And I knew that they would be successful for two reasons. One, they are diligent doers. And the second is they had an actual product that they could sell to real people on the real planet Earth. And they gave a sample to my wife. They gave a sample of their product to my wife. And my wife, Devin, who doesn’t coach clients, doesn’t mentor clients, doesn’t, you know, she stays out of that. She works on the accounting side. She tells me this stuff is incredible. It’s incredible stuff. And so at that point, I recognized, oh, we’re going to have a business that’s going to blow up. And so I wanted to get them on the show while the business is actually taking off. They’re actually currently joining us from a figurative rocket ship. Their business is taking off next level. I’m excited to have them on. This is the founders of Give a Derm. Ladies, welcome on to the Thrive Time Show. How are you? It’s such an honor. Thank you so much for having us on. We’re having so much fun right now. It’s unbelievable. We are pinching ourselves. So first off, for people out there that don’t know who you two are, I’m gonna let you two introduce yourselves and introduce your products so people can Google you and verify you’re not a hologram. Absolutely, so we are a toxin-free skincare company and we’re really trying to bring the words luxury and zero toxicity together. And it’s just been a wild ride. Honestly, my mom had a crazy health scare. Hi, I’m Debra. And, sorry, I’m Juliana. I’m the co-founder. And I’m her daughter. And so, it’s just, you know what, it’s just been a wild ride. And honestly, we were pretty, we knew we had something. We knew we had something that was incredible. But then, honestly, we were pretty stagnant. We didn’t really know what direction to go. And then all of a sudden, on one of our super late nights, my mom looked at me and she goes, you know, we’ve heard a lot about clay and I think we’re supposed to go out and maybe get that assessment. And I was like, within like five seconds, I launched that form over to you guys. Yeah, it was a holy moment actually, because I’m a major introvert and she’s like, I never thought for a minute you’d do that. But I honestly felt like the Lord said, do this. So we did. We did. And I think we shared yesterday, not yesterday, at the conference last weekend, that February, in February, this February, from last February, we were up 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. 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. Well, and I mean this sincerely and I wanted to get Devin on the show because she talks to so many wonderful people. We love that. Go to And the challenge we have is that we’re sort of like an incubator and I can only work with 160 clients, you know, so it’s like a football team and you only have 52 roster spots. We only have 160. And the reason why is, you know, Devin, with your clients, you meet with your clients once a week. Yep. But a client, you might talk to them three times during the week. Right. Because we’re doing the photography, the videography, the web, the search engine, coaching them, guiding them, mentoring them. And I really wanted to drill down into the successes that your business has experienced as a result of you two diligent doers putting in the work there So first is you guys are doing the dream 100 now the dream 100 is a system That I don’t know why I don’t know why and Debra I’m gonna ask you the question So I don’t know why and I’m not attacking you. This is not a passive-aggressive attack I don’t know why people are reluctant to do it. I don’t know So, you know in my life anytime I want to get the for example Tim Tebow to speak at our upcoming business conference, I’m going to pick up the phone and I’m going to call. And then if I get rejected, which I often do, I will then email. And if I get rejected via email, I will then text. And if I get rejected, and Devin, you have worked here for about a year ish. Almost two. Two years. And on the agenda, did I not put on the agenda book Tim Tebow for June conference? Did I not put it on there for like, it seems like maybe six consecutive months. Yes, you did have it on there. And I’ve been chasing that reality, turning that into a tap Tim Tebow speak at our events for 10 consecutive years. So from the age of 33 to the age of 43, I’ve had the same action item on my to-do list. And the reason why is because my literary agent, Esther Federkevich, she represents Tim Tebow and myself and a lot of people in our orbits kept saying Tim should speak at your conferences and so it but you we’ve it’s you have to reach out people you don’t know because this just in people don’t wake up with a burning desire to pay you and the product is good as it is it’s not going to sell itself so even though my wife is saying give a derm is hot sauce it is the best skincare product I’ve ever seen everybody should buy this that doesn’t mean people are gonna buy it unless they know about you. So I want to ask you that specifically, Deborah, the Dream 100, making a list of 100 people that you do not know and reaching out to them to offer them free samples. What was the challenging part about doing that? We had to identify our audience first because you have to, your Dream 100 can go everywhere, but you have to specifically identify your audience. And then it is work because you’re kind of intimidated and you’re like, is this real? Is this really gonna work? And so you just have to press into that and keep pressing into that. And you just do what you’re told to do. I know that sounds basic, but that’s why we have hired you to tell us what to do. And so that’s, we just had to keep at it and keep at it. Now, Devin, you work with very reasonable clients. None of our clients are unreasonable, of course not. What is the hard part that people have when you tell them to do the Dream 100? Because these two are doing it. This is something that Juliana and Debra, they’re doing it. What is the issue? I’m trying to help somebody out there that’s stuck. Dealing with rejection. There it is. Now, I used to stutter as a kid. I used to stutter as a kid. So let me just walk you through how that works. If you can’t speak well, and you get mocked at a young age, at a certain point, you just quit caring what people think. So, you know, that’s, at a certain point, you just quit caring what people think. So, you know, you see this, Devin, in our office, we have a lot of employees. There’s gossip, there’s rumors, there’s jackassery, whatever. You know, yesterday I was dealing with a situation, so I just called a person involved, asked them directly, called both people, wrap it up. I don’t know if that upsets people, I don’t know, but I don’t think about it, I just wanna solve the problem, and I think we’ve solved the problem. It could be you, but if you’re avoiding conflict or rejection, you’re just not gonna have success. So pro tip number one is you could stutter a lot and then get to a point where you no longer care, that’s option number one. Option number two is you just become numb, you just get to a point where you say, Matthew 5, 10 through 11, blessed are ye who are persecuted for righteousness’ sake, for ye shall inherit the kingdom of heaven. So you just say, I don’t worry about what people think. Or you just run around like you’re dumb. I don’t know if you go dumb or numb. Juliana, I want to ask you, what’s your approach? Do you try to go dumb? Do you try to go numb? Do you try to pray your way through it? How do you push… All of the above. All of the above. And I say all of the above. It just depends on how it hits me. Dumb, numb, and pray through it. All of those are true. Absolutely. Absolutely. Just so we’re clear about what I mean by this, this is some strategic stuff here. Being dumb, it is a move that I use often. So yesterday, I’ll be very vague, yesterday I was looking at buying a potential property for a thing I’m working on. And I just began breaking all the boundaries. I don’t mind knocking on a door and talking to somebody. I don’t mind calling a property that’s not for sale and asking, will you sell it? I don’t mind talking to the neighbor and saying, what do you know about this property? I don’t mind. And I just sort of go in like I’m dumb, you know, like, hey everybody, is this property for sale? I mean, that’s just sort of the mindset. And certain people go, I can’t believe you just did that, but okay, that works. Or you can get numb, but you got to do it. Okay. So you made the dream 100 of these influencers, people that have access to your ideal and likely buyers. You’ve given them samples, that’s working. Second is you have to optimize the pricing. Now the pricing is a thing, Devin, and I’m sure you’ve never dealt with this. Your clients haven’t either. I’m sure the Give It to Earn folks haven’t either. But I find a lot of people are afraid to charge what something’s worth. So let me start with an example of that doesn’t relate to anybody I’ve ever met before. And this would be the entrepreneur that has a great product, but is afraid to charge what they should charge because they don’t want to offend, they don’t want to overcharge, they don’t want to take advantage of, and so they actually create an unprofitable business. So the more they sell, the more they create a daily hell. What am I saying? The more they sell, the more they create this perpetual hell because they actually are selling something at a loss or they’re barely breaking even. I talked to just the other day, I was talking to a home remodeler who was telling me that the busier he gets, the more money he loses. He was at our conference. And I go, how does that work? And he’s like, well, I don’t want to gouge people. And I said, so what? And so this guy, he’s not a client, but he came to our conference and he was telling me that his business, he listens to our show and he’s been implementing the things he can without being a client. And he said, but the problem is the more business I get, the more I lose money. And I go, how is that possible? And he was actually charging people what it costs him to provide the service or he’s doing it at a loss. And I just, I couldn’t understand it. I wanna ask you two now, going back to Debra here on the pricing thing, has that been something that we’ve worked through together or maybe what’s your, how have we kind of coached you or worked with you on the pricing? Yeah, well, Andrew, our coach has worked with us because I am one of those people that as a consumer, I’ve watched the budget. And so at the same time, our products have incredible ingredients and they are all natural. So we have to cover our expenses. And so you guys have worked with us to watch our margins, to be able to know what our margins are and know what we have to price or we’re not going to be able to make this company available. We won’t make it. And so you guys have been incredible, an incredible asset helping us do that. I want to ask your thoughts here, Juliana. Talk to me about that, the pricing thing. Have we helped you through the pricing or what would be your comments on that? A hundred percent. Actually, it is interesting because when you set your prices where they need to be, that it actually attracts the customers that you want. Although it’s been hard to consider pricing and hard to consider what we need to make, like as far as just covering the costs and then what we need to make on top of that to just continue to be sustainable. You know, it is incredible because it’s been, um, I feel like, like I said, it’s just, it’s attracting your ideal and likely buyers. So it’s beautiful. How is coaching? I will get into more details, but how has coaching Juliana, how has that impacted your business? If you had to describe it to somebody or sitting next to someone at a conference and they’re like, okay, so you’ve worked with, you know, the Lake Florence coaching system or with, you know, you’ve worked with Devin or you’ve worked with Andrew, you’ve, because you’ve probably interacted with our whole team at this point. I mean, you’ve probably talked to Devin on the phone. You’ve probably been to a conference. You’ve probably interacted with Andrew every week on the phone. You’ve, you’ve probably interacted with our whole team at this point. And someone says to you, how has it impacted your life? What would you say? Um, I would say, I’ve never seen the show, but I’ve heard of the show Naked and Afraid, where you’re dumped in the middle of God only knows where. And it’s like, you know what? I have this great idea. I want to be dumped in the middle of God only knows where, and I have a product that will help people. But I don’t know how to actually make a way. And it’s literally like hiring a guide that is experienced, that knows what they’re doing, and that can really just absolutely, even when we, literally there have been times that I’m like, I don’t even know where we are. I feel like I’m totally blind, even in the initial coaching process. And it was like, okay, but great news, we’ve got our coach call tomorrow. It’s going to be great. And so it’s just this incredible feeling of knowing that somebody has our back and knowing that they know what to do. And then also knowing that, and honestly, I would be a little bit disappointed if I hired a business coach that wasn’t a multi-millionaire. And so, you know, I’m just super grateful that you’re successful. And so we wanted to go, you know, he must know. He must know a few things are, you know, a few things are true. That’s right. Yeah. I feel, what’s interesting about what we do is, you know, last night, I’ll be very vague because I don’t know when the show’s coming out. I don’t want to date the show that way. But, you know, last night my wife and I were talking about some things and she said to me, she goes, I’m so glad that I’m aware of how to achieve success because when our daughter asks, it’s great to be able to tell her the answers. And she was just kind of reflecting because our daughter’s 20 years old and she’s asking questions about buying her first property. And my wife is like, well, you wanna buy low, obviously, buy low, but you wanna think about, and my wife started talking to her about generating revenue streams. You want to have a property where you could maybe rent out an extra room to someone you can trust, or maybe you can rent it out in the future, or maybe you buy it low, you add value to it. My wife was really getting into a home flipping seminar. But it was a thing where we’ve just done it so much that we forgot that that is a question that a 19-year-old has or a 20-year-old has. People have never bought a house before, and my wife was putting on this like home flipping seminar of what makes a home more valuable, you know, the moves you can do that are inexpensive but add a lot of life to the property. And again, if you’ve never flipped a house before, it can be overwhelming. But in our case, we’ve done it so much. The other day, someone was asking us, I think my wife and I have lived in 15 separate houses. It could be 16, because we just were buying, renovating, moving, and we’re just doing it. And so it’s kind of become normal. Growing a business is kind of normal. So if you’re out there watching today and you feel overwhelmed, you feel stuck, these are two great examples of people that are real people. We’ve actually worked with, we are working with, they are currently in the figurative rocketed ship. The figurative rocketed ship, they’re blasting off. Sales are happening nonstop. I appreciate them taking some time to talk to us about this. The next is we got to track. We have to track. And people always tell me, I’m so busy, I don’t have time to track. Now, Devin, your clients have never told you that. No. But can you walk me through why other people who don’t listen to our show and are not your clients, why people might not track? They’re scared to look at the numbers. There’s a thing there. The other thing I would say is people like to always delegate to their spouse, what? To their partner. So the alpha, if it’s a female owned business and the woman is the founder, she will usually delegate the finances to the person that joined. So the founder usually likes to delegate the finances to somebody else. That’s usually what happens. Or if it’s a male, he’ll delegate it to his wife. Or if it’s the wife who started it, she’ll delegate it to her husband. Or if it’s a sister, she’ll delegate it to her brother. It seems like in a family owned business, the founder always delegates the tracking to somebody else. I just see that as a pattern. And it seems like if they’re not related, it just seems like they’ll delegate it to whoever they just hired. So imagine you go to work for someone, you’re 25 years old, you just got hired by a 40 year old, and they go, hey, by the way, you’re in charge of tracking. And I see that, and then the person who’s in charge of tracking, they may be not, they might not be diligent, they might be, they might be disorganized, they might be organized, I don’t know, but what happens is then they sort of now have removed themselves from direct responsibility. I wanted to ask you, Debra, on the tracking, how do you two track? Because it is really depressing when you’re tracking 100% of zero sales this week. I mean, that can be depressing, and it can seem like a waste of time, but now as you’re actually selling, it becomes increasingly important. So start with you there, Debra. The tracking thing, how do you guys handle that? Well, we have our tracking sheet that Andrew helped us put together. And you’re right, it’s absolutely mandatory. And because we have a product that has to be manufactured, you have to know how much every item costs down to the packing tape, the fragile stickers, and all this kind of stuff. So it’s imperative that you know what’s happening. And that’s what, like I said, Andrew’s helped. We do that together. We kind of stay in it. I tend to lean into the manufacturing part of it, where I needed to know exactly how much that shipper cost, exactly how much that void fill cost, exactly how much the decoration on our bottles, all that, you have to know it. Otherwise you’ll wake up one day and you’re consumed, you’re done. So you have to know it. Julie, give me thoughts on that, because again, you two are working as a business, or you’re doing the marketing, the sales, the hiring, the firing, they’re shipping things. How would you describe your tracking process? You know what, before we, I mean, we had an approximate idea before we started working with you, but then getting the specifics has been incredible. And it’s not hard, it’s just anything that goes out, you track, and then anything that comes in, you track. But it does take effort. You have to put a little bit of effort into it. I would just say it’s invaluable. It’s one of those things that if you don’t understand potentially where there’s a leak in the boat, then you just have to. It’s basically constant weekly inspections of the boat, if you will. It’s really good. It is. Again, this is so big, constant inspections. I think that a lot of people struggle with boredom, but the great clients I’ve had, they bore down. So you have to do the same thing every day. Devyn, have you ever worked at a restaurant? I haven’t. You haven’t? No. Oh, man. You probably never will then, but have you two ever worked at a restaurant? Julianne, have you ever worked at a restaurant? No, no. Ever have you? Well, let me walk you through. Let me just walk you through my experience at Apple. I’ll walk you through Applebee’s. I worked at Applebee’s and our job is every single day, when I worked there 20-something years ago, you have to have out the fresh salad. So you open up that walk-in freezer and a guy from Cisco or whoever delivers the salad, he’s going to deliver the fresh salad and you have to throw away the bad salad every single day. You bring in the fresh meat, you throw out the bad meat. Every single day, then you prepare your, they call it the house salad prep. So you basically make the house salads and you put them in this room. And so when somebody orders it, they’re ready to go, you know, and you just, you have, there’s like a process. Every day you clean the bathrooms, every single day you wipe off all the tables, every single day you dust every single window, every single day you wipe off the glass and it’s a checklist every day. And I found that the top waiters of which I was not one, I had a good attitude, but I wasn’t nearly as skilled as other people who had been doing it a long time, they would come in to work right away and they would wipe down the windows, mop the floor, get everything ready to go, and they were ready to go before the first customer walked in. But I found that the bad ones would always say things like, all we ever do is do the same thing every day. And then my boss, Ian, would go, yeah, because it’s a restaurant, and all we ever do is serve food to great people. That’s what we do. But I think certain people get bored with that monotonous stuff. And you guys do a really good job of nailing that. The next is the website creation. We ended the website. It’s not and it’s not a one and done. It is a process of continual improvement. There’s endless iterations. We’re always updating. I’m never happy with the website. I’m happy today. But if I look at it too long, I go, I kind of want to tweak that. We always want to make a small little enhancement. We always want to add a new testimonial. We always want to add a new endorsement. As I look at it right now, just my pro tip, and I’ll tell Andrew, but maybe you can tell him that I told you this before you talked to Andrew, any of the bigger names that are starting to endorse you, you know, we get the as seen on, like endorsed by. So when you click on testimonials, it’s like endorsed by and you start to get more and more big names. So I look at one of my clients called Mom’s on a Mission. What a great job she does. And as she’s booking bigger and bigger guests, we keep adding the as seen on. Now, you don’t want to get in the way of the product, but you got to make sure we get because you’re starting to have some big time names that endorse your product. Could you share with the listeners what’s it a consultant that also does the web development. Because we do the photography, the video, the web, the search engine, all of that is all one-stop shop. What’s that been like there, Debra, having just a one-stop shop for everything? There are really no words because whenever you’re trying to start a business, you’re so overwhelmed. You’re watching everything. You know this is new territory for you, so you’re having to learn everything the best you can. So to have someone come in that is an expert in this field and can say, this is what you need to do, this is what you need to do, this is what you need to do, and this is what you need to do, it’s like done. I mean, also the pricing, as I’ve heard, but thank God we didn’t go there, but to have that incorporated in the coaching has been such a blessing. It’s just, there are really few words, without a website, we’re sunk. Devin, I want to tell you a story that’s going to depress you, okay? Okay. How old are you right now? How old are you? 23. Okay. So when you were not born yet, not yet born, seriously, when you were not born yet, I started this, your mom and dad are probably on a date, you know. I started this company called DJ Connection, right? And I thought, well, I’m gonna do is I’m gonna work at Applebee’s, Target and DirecTV, that’s a true story. So 1998, 1997, I’m growing this business, 1999, I’m growing it. And I got this website, I needed a website, you need to have a website. So I went to a web guy, I won’t mention the guy’s name, although I want to. Well, I know, I will mention it. I will mention the website, cause it’s not a bad thing. It’s just a fact. So I hired a company called Creative State to build my website for me. It’s called Creative State. And Brent Lawless was in Tulsa, Oklahoma. This is his company, Creative State. And I paid him to build my website for me. And you know, it was at that time, I look back and I go, wow. But we’re talking about thousands of dollars was spent to build said website. And thousands and thousands. And so I was paying unbelievable amounts of money. We’re talking thousands and thousands and thousands of dollars to build a website. And then every time I wanted to make a change, there were certain costs to it. Now he’s gone on to build website products and promotion for Taylor Swift. He’s done stuff for Garth Brooks, and he’s really kind of a household name boutique in the web space. He’s done a great job. But my thought was, if I’m going to build a website, I want to have the guy who built Garth Brooks’ website. Because at that time, Garth Brooks was like the number one music star in the world. I’m going to hire that guy. And I’m glad I did, but if I were to tell you that it was $1,700 a month, we charge our clients $1,700 a month. It’s a flat rate, 1,700 per month. And that includes the coaching, the mentorship, the conferences, everything, all the introductions, all the PR, all the marketing, the video, the photography, the web, the accounting. But this guy, he didn’t apologize for the price. You can imagine, because the guy’s built a website for Taylor Swift and Garth Brooks, you can imagine. So it’s more like, well, you know, $15,000, we’ll get a conversation started. And I’m going, and I just remember him saying to me, I remember people telling me, well, you need to get a video on your website. I thought, I do need to get a video on my website. So all I’ll do is I’ll get a video on my website. And I go, so do you guys do the video? He’s no, no, no, we don’t do video. I have a guy I recommend. And the video guy says, true story, for $8,000, I could make you a promotional video, 8,000, what, 8,000? Okay, and then the website’s 15, I’m up to 23. I work at Applebee’s, Target, and DirecTV. I’m making like 8.25 an hour plus tips sometimes at Applebee’s. You don’t get tips at Target. So I’m working and then I go, okay, and then I need to hire a PR person to help me do my PR, to get in front of the media, to get, you know. And the PR people are like, well, it’s a retainer and it’ll be, you know, 5,000 a month for one year. So I’m out 60 grand for that. I got the website. So then I started thinking, I need to sell something because I’m gonna need to sell something soon. So my Yellow Page ad was $2,500 a month for my Yellow Page ad on top of the other things. So I remember it was the craziest thing ever because I’m working at Applebee’s. Can you imagine Devin right now at your age? Could you imagine you talk to your mom and dad and your mom and dad says, how are you? And you said, I’m doing great. They said, what have you been up to? You said, I agreed to pay $2,500 a month for the next year on an ad that hasn’t been proven to work. And by the way, I’m paying a PR company $4,000 a month. And by the way, Bruce Clay dot com, that’s the search engine company that is probably the highest rated most. He writes the search engine for dummies book. And you’re going to pay about $8,000 a month for a 12 month contract. So you’re 96,000 to teach them. Could you imagine explaining that to your mom or your dad? How would that go over? They would just, they would be, they think I’m stupid or something. If you guys were building give a Durham today and imagine you hopped on your coaching call with Andrew and Andrew says, what you need to do is you need to go out there and pay $2,500 a month for your advertising, pay four grand a month for PR, 18,000, actually 15,000 for the website, but every time you make a change, it’s like $1,000. And then you also, what would happen there, Julianna, if that was the recommendations he was gonna give you? What is it, fight, fight, or freeze, or whatever? I don’t know, I think I would just be like, bye. Like, good luck with everything, I can’t do it. Like, it’s just not sustainable. This is what I did. I took a photo with the Yellow Page guy. I said, I’m going to pay you $2,500 a month. I need a photo. There he is, Jeremy McCaskill. That’s awesome. That’s amazing. I did a photo with my Yellow Page guy. And that’s the kind of stuff I would do just to kind of capture. But I always thought to myself, at some point, I’m going to build a… When people started asking me to help them grow their company, I thought, you know what, I’m gonna make it, I’m gonna provide the entire coaching system for less money than it would cost to hire an hourly employee. And so now final thing I want to ask you guys is we help you with the systems, creating the systems, the optimization, turnkey, the entire workflow, marketing, sales, branding, PR, accounting, all of it coming together as one unified song, all the different instruments put together. They make a beautiful orchestra. It all comes together. I want to ask you this, Deborah, what’s that worth to you? I know you pay $1,700 a month. I know that I make a 20% profit on every client. So we make, just to be very clear, $340 a month per client. What’s that been worth to you? Wait, sincerely, everything. I don’t want to use cliche words, I can’t find words that could adequately describe how you have literally changed our lives. It made it affordable. It made it affordable. Yes, yes, yes, yes. I’m not saying that, you know, I was $1,700 a month. But then when you saw everything that is included, it’s like, oh my gosh, it’s only $1,700 a month. But it has changed our life. Our company, I can say hand on heart, our company would not be where it is without you guys. Hand on heart, there’s absolutely no way. You’ve brought us the experience, the connections, the consistency, the kick in the pants when we needed it. We didn’t need it hardly at all, Andrew. And so, sincerely, it’s very hard to express how amazed we are, and we do feel like God was on this from the beginning and we just we thank him for introducing us to you guys and then you guys have just we’ve literally hitched our wagon to your horses and that’s what it’s been like that’s what we talk about that a lot and we’re pinching ourselves I mean how often can someone say in two and a half days we bettered a month’s worth of sales, which was 4,000% higher than the year before. I mean, and the phone’s blowing up. I mean, it is. Now, obviously, you’re, obviously, Deborah is paying us, Devin, to say that. So we’ll go to a more reasonable person. Juliana, how would you describe it? Because there’s somebody out there right now who believes that they don’t qualify for success. That’s what I hear all the time. And I grew up poor, and I’ll never forget what it was like to be poor, and so I never want anybody to think they don’t qualify. We have scholarship options to make it work for people. But what would you say to somebody who’s on the outside of the website right now listening to this show, and they’re like, I don’t know if it’ll work for me. What would you say? Don’t be afraid. And don’t be afraid to admit where you are now because honestly it was really when we did our assessment with you Clay we were like Well, we’re doing this much a month and that’s embarrassing and we’re doing this one, you know And and we didn’t think we would qualify I mean we we did it and I think to really understand your heart for people and your heart for excellence for people and Like mom said, you know, I think I’ve told you this before, but it was absolutely uncanny to the point that at one point we had just like an additional connection with you and that morning and then that afternoon one of our biggest influencers mentioned us in her broadcast. And so literally you carry so much momentum. So I would say to anybody out there that’s considering doing this, to give it a shot, to just go for it. And honestly, just look at your budget and take out the things that are unnecessary so that you can afford to do this business coaching because what you’re getting is absolutely outrageous and for whatever it’s worth, I was even able to text Andrew multiple times where I panicked going, ah, the website’s down or the website’s blah, blah, blah. And he’s like, we’re on it, we’re good, we got it, we got it, done, handled it. And it was just like, oh my gosh, just to feel like we could trust fall with you guys when it is not my, none of this is my skill set, none of it, it’s all uncomfortable. And to know that you have a well-oiled machine that we can go, oh, can we just come, you know, come into that and just go, yes, I’ll take your assistance. It’s just, it’s incredible. It’s been absolutely outrageous. And we look back and we laugh, but you know, right now we’re, we are in a rocket ship and we’re just going, oh gosh, we’re going to have to, it’s such a beautiful way. It’s like, I think we’re going to have to hire more people. And I think we’re going to actually have to work, like literally have crews work around the clock for a full moment. And you know, then we’re going to do this and we’re going to do that. And then we may have to go there. We may have to get more, you know, more storage units. We may have to do whatever. And it’s just, we’re to that fun part, but it’s also managing growth. But what I love is that we can still even ask you, hey, where we are right now? Is it wise to do this or should we stay here? You know? And it’s incredible. It’s been wonderful. My favorite part, and then I’ll let you guys go. I love it when it’s overwhelming, you’re out of office space, and everybody’s selling something. That to me is the most exciting part where people begin to share a desk, they share a chair. It gets socially awkward because your desk, you recognize that a box of product has become your desk. You recognize that you’re taking notes on boxes and that’s exciting stuff. That’s where you can’t find your wallet because everything’s being shipped in and out. That’s an exciting place to be. So I encourage everybody, check out the Give a Derm product today for anybody out there. And don’t not do it because I’m endorsing it. Check it out, Go there,, check it out there. And then the final question is, how do we accurately pronounce your last name? Could you spell your last name? It’s G-R-I-M-N-E-S. So someone’s going grimness, grims, grimes. That’s it, you got it the first time, woo-hoo. If you have an S, you will pronounce it correctly. Yeah, so think of it, my dad would say, think of it as, like, don’t say this, Dad. He’s like, think of it as like the grimness of the situation. I’m like, dad, that’s not good. No, don’t say that. No, no, no, no. It’s good. No, no, ah! Like, anyway. Thank you team grimness. Have a great day. You guys are doing a great job. We’ll talk to you soon. Thank you, thank you, thank you. Thank you, it’s been an honor. We’ll talk to you soon. Bye bye. Gentlemen, let me introduce you to the grill gun. Oh! I would have greened that anyway. I need that! Welcome back to Savita Everything, guys. As you can see, I have a new toy. Check it out! And I’m going to let you know everything there is to know about it. Check it out. Hi, I’m Bob Healy. I’m the inventor of the grill gun and the Savita gun. And I’m going to do a short video here today to show you how to properly connect them to the propane bottles. All right, this is Clay Clark here and what you just saw was my longtime client Bob Healy’s company The Grill Gun featured on the hit YouTube show called Dude Perfect. So the question is, how does somebody go from a product idea like The Grill Gun and into a successful company? Well, there’s a lot of details that go into that, so I thought I would walk you through specifically what we did to help Bob Healy to grow from a startup to a successful company. So I’m going to take just a few minutes to walk you through this, and that’s what we do. People always ask me, you know, what do you do? How do you help clients? So this is specifically what we do, and I’m going to walk you through the steps that we took so that way you, as a listener out there, if you want to become a business consulting client, you can know what we do for you and what we don’t do for you. So step one is we had to define Bob’s goals. We had to define the goals. What are the goals? How many sales are you looking to do? So what would define the financial goals? Step one. Step two, we had to figure out, we had to determine, we had to determine how many grill guns, grill guns need to be sold each week to achieve the financial goals. So we had the step one, we had to figure out the financial goals. Step two, we had to determine how many grill guns we needed. Grill guns need to be sold each week to achieve those goals. All right, step two is we had to refine the branding. So step three, we had to create a world-class website. Now someone could argue about what that means, but we wanted to make a website that wouldn’t be embarrassing. And when we first met Bob, he didn’t have a website that looked good. He was a great guy, but his website wasn’t existent. And so we had to build a website that looked good. The next thing we had to do is we had to create an about us video. We had to create an about us. What was an about us video? We had to create a video that talked about the company in a way that other people who are not Bob could understand. So we had to create an about us video. That’s really important if you’re out there listening today you want to have an about us video or a my story video because you have to have a video that explains to people what your product or service does. Step five, this is for Bob, what we had to do. We had to create world-class branding, create world-class packaging. What does it mean? World-class packaging. So step one, we had to define his goals. Step two, we had to determine how many grill guns need to be sold each week, need to be sold each week to achieve the financial goals. Step three, we had to create a world-class website. Step four, we had to create world-class packaging. Step number six we had to create world-class, we did do all these things, world-class, a world-class autoresponder email. What does it mean world-class autoresponder email? Well it’s when someone actually buys something we want to have some kind of notification that goes to people when they buy something so that they know that the actual product was shipped. Step number seven we had to do, we had to create an online shopping cart. We had to create an online shopping cart for Bob Healy and his company, The Grill Guy. Now after that, we had to create a tracking sheet. What? We had to create a tracking sheet. Now why did we have to create a tracking sheet? Well a tracking sheet allows you as a client and us as a consulting company to point out that you are in fact doing well or you’re not doing well. We want to track the numbers. And so when you create a tracking sheet, it’s at first, it’s not gonna be very impressive because you’re seeing, well, we spent this much on advertising and we had this many clicks and we sold this many guns. And so it cost us $19.40 per gun we sold. Then you see week or line four here. The next week we spent $232 on advertising. We had 41,000 impressions or people that viewed the website for the first time or saw the ads. We had 3,448 clicks and we sold 31 grill guns for a total of $7.40 per gun. That’s what it cost us. It cost us $7.40 per grill gun that we sold. Then the next step, we had to spend $236 the next week on ads. We had this many impressions, 39,114 impressions. We had 4,440 clicks. We sold 25 grill guns at a total of $9.44 per gun sold. Well, over time, you’ll start to see that the number of sales we’re doing goes up and from seven grow guns sold to 31 to 222 to 180 to 240. And you start to see real growth here. So the question is, how do you go from selling seven guns? When I first met Bob, he was selling zero guns, by the way. And we got him to a point where he was selling hundreds of guns per week. So how do you do that? All right, so step number nine, great question, by the way. Step number nine, we had to create what I call core repeatable actionable processes. We had to create the core repeatable, and this is the part that I love that most people don’t like. I love this, most people don’t like this. We had to create the core repeatable actionable processes that are needed to create success. So we had to do this. So what are the steps you had to take every week? Well, one, we had to reach out to our Dream 100 list. So we had to reach out to our Dream 100 list. Someone says, what’s the Dream 100 list? I’ll come back to that. Next, we had to gather objective Google reviews from actual buyers, and then finally we had to track sales and track customer service feedback. And this became our thing we did every week. So every week, we’re reaching out to our Dream 100 list. Every week, we’re gathering objective reviews from our actual buyers. Every week we’re gathering video reviews from actual buyers. Every week we’re tracking sales. And every week we’re tracking the customer service feedback. Now there’s a lot of other details that went into this. I’m just trying to give you an idea of what we did to help Bob. So what we did is we started reaching out via the Dream 100. So we made a list of all the top influencers in the world that we thought would be likely to enjoy his product. So we reached out and we sent, we called these people, we emailed these people, we reached out primarily via email and calling. Because some of these personalities, some of these big YouTube channels, they’ll have a way to get in touch with them. Sometimes it’s harder to find those people, but we reached out to them consistently and this was one of the first people to respond to the email we sent him and we said, Mr. T. Roy Cooks, we love your show and we wanted to give you a free grill gun. We wanted to give you a free grill gun so that way you could experience what the grill gun is like. The grill gun is a way to cook your food. It’s a way to sear steaks. It’s a way to quickly light a charcoal grill. We wanted to send you a free one to see what your thoughts would be. Watch what happened here. Here we go, folks, and… Appreciate you joining us. Today, I’m gonna show you a brand new device to help you out on your grill. And this particular commercial or feature took the grill gun from good sales to really good sales. Now, did this person reach out to us? No. Was Bob doing any sales before we met him? No. Did Bob have a great product idea before he met us? Yes. But to go from the idea to a profitable business requires the execution and the implementation of proven processes and systems. And that’s what I do. That’s what we do. That’s what I do. So how do you go from an idea to a super successful implementation of the idea? This is how we do it. So we reach out to him. Real gun right here. Here we go. It’s mobile, it operates off a one pound tank or it comes with a hose you can attach to your 20 pound tank if you desire. I like this mobile set up best. Just a little one pound tank, turn the valve on top here, pull the trigger, you got fire, all right? You can adjust the flame here. I ain’t turning it to fall away. Or if you need an immediate kick on the handle right here, it’s another valve. How about that? So he features, he featured the product. And guess what? Sales increased. So what did we do next? Guess what we did? We continually, without emotion, without getting all worked up, no one’s crying, we continued to reach out to other restaurants, other influencers, other media influencers, other people with massive YouTube channels, other grilling experts, other people with big channels. We reached out to this guy, Sous Vide Everything. Watch this. Now again, before we met Bob, he had a great product. It was called the Grill Blazer, the grill gun. It was patented, it was ready to go. No sales. I remember Bob coming in with showing us the demo of the product and there was no sales. A great product, but no sales. So how do we help somebody grow? This is specifically what we do. I’m going to distribute everything, guys. As you can see, I have a new toy. Check it out! And I’m going to let you know. And we just keep doing this over and over and over. So what did we do? One, we defined the financial goals, right? Step two, we determined how many grill guns needed to be sold each week to achieve the financial goals. Step three, we had to create a world-class website, which we do for our clients. Step four, we had to create an about us video, our in our story video. Five, we had to create world-class packaging. Six, we had to create a world-class auto-responder email. Seven, we had to create an online shopping cart. Eight, we had to create a tracking sheet. Nine, we had to create the core repeatable, actionable processes that are needed to create success. So one, we had to commit that every week we’re gonna reach out to that Dream 100 list. And that’s what we did. And we helped Bob to go from a startup to a very successful company. Step two, we had to gather objective Google reviews from the actual buyers. Step three, we had to gather video reviews from the actual buyers. Step four, we had to track the sales. Step five, we had to track the customer service feedback. Now step six, okay, we had to launch and we had to track the online advertisement. We had to track the online advertisement. And, again, most people who, you know, have a big product idea or have a business or a skill set, maybe you’re good at building cabinets or building houses or maintaining vehicles. If you don’t know how to do these skill sets, it becomes a digital divide that keeps you from achieving your ultimate success. So everything you see here on, that’s what we helped Bob to do. So although it is exciting and people want to celebrate the success of Bob’s Grillblazer being featured on Dude Perfect, I don’t know that a lot of people know the behind the scenes all the work that went into to getting Bob’s product from an idea into super success. And I can just say working with Bob, over time he started seeing we were doing 26,000 of sales, $40,000 of sales, $42,000 of sales, and as you’re growing and growing and growing, then we had to install, we had to install a call recording system. We had to install a call recording system. Why? For quality control, right? And I have a company that I actually like called It’s called You can use whoever you want to use, but that’s who I like. And we had to record calls to make sure that the customer service team was doing a good job, right? We had to do that. We had to install the call recording system for quality control. And then we have to listen to the customer feedback and continue to improve that experience. Then we created a post-purchase wow system. There’s a lot of details into that. But the idea was if you bought a product, are you going to be wowed after you bought it? I mean, imagine you bought a product online and you received a call from the customer service team to make sure that you were happy. You know, so we had to do that. We had to create a directions manual, an instructions manual that made a lot of sense because, you know, people receive this new product, it’s kind of like a flamethrower. It’s kind of like a flamethrower. Some people struggled to figure out how to use the product properly. And so these are the details we had to do. There’s a lot of details there, okay? Then we had to create a Google map, create a Google map for the business, okay? Now, why did we have to create a Google map for the business? We had to create a Google map for the business because whenever you have a product or service, guess what? Most people will go on to Google and they’re going to type in Grill Gun and they’re going to read reviews. They’re going to then just sort of be unsettled as to whether it’s a good purchase or not. So we had to help Bob get those reviews. So how do you get reviews? Well, what we did is we invited Bob to bring his Grillblazer product to our conferences and bring his product to the conferences, and then we let people, our conference attendees, try out the GrillBlazer to see if they liked it so they could give him a review. So what did we do? We invited Bob to bring his product to our in-person workshops so that our attendees could review the actual product themselves and give Bob product feedback. So here’s Tim, a former consultant with us here. Tim Redman, I’m also Oklahoma. I love the grill gun. This thing is so easy and it’s so powerful. So this is what we did. We had to get Bob reviews and he didn’t know a lot of people that would give him reviews. So we… My name is Clay Stairs, I’m from Skytook, Oklahoma. So we created, we brought Bob’s product to one of our Thrive, actually many of our conferences. And we let the attendees at our events buy a grill gun at a deeply reduced price. Now remember, this guy had never sold any products at all, and we helped him to go from a complete startup into a very successful company. How did we get those video reviews? We brought him to one of our in-person workshops. We encouraged him to sell his products at a deep discount, and then to let people give him feedback. So here’s Clay Stairs giving him feedback. It makes me feel good. Well, I just lit up a chimney in about a minute using the grill gun. I have just recently bought the, not a grill gun, but a little starter from the store. It’s the only one I could find. The guy said at a true value, I guess I can probably say that, he said, you know, it’s the best one we got. And it’s dinky and it doesn’t work. Then we had to help Bob create all these FAQ videos because over time more and more people began asking the same questions over and over. How do I properly use my grill gun? How do I set it up? How do I clean it? How do I store it? And so we got with Bob and each week we would record these FAQ videos. Hi, I’m Bob Healy. I’m the inventor of the grill gun and the sous vide gun and I’m going to do a short video here today to show you how to properly connect them to the propane bottles and to have them work correctly. So we had to record these. Now this is not an event, this was a process. So every week we began creating, we create the FAQ or frequently asked, frequently asked questions videos. But this is a process that we took him through over time. So again, we went from a brand new startup where he’d never sold any grill guns at all into a ultra successful company. And we wanna help you do that too. So let me walk you through how we do that. If you want us to help you, what you want to do is you want to go to and we have workshops that we do every two months. And those workshops, you can, it’s $250 or you can pay whatever price you want to pay. So $250 or whatever price you want to pay. And since 2005, I’ve been hosting workshops. So these two day interactive workshops, we’re going to teach you everything you need to know to start or grow a successful company. Marketing, branding, sales, search engine optimization, web development. And our events today offer practical step-by-step business training, hands-on business conferences. They’re two days, they’re interactive. We teach you all the systems. There’s no upselling, and you’re not going to be hardcore sold at the end of the event. We’re not going to push you into buying some magic money program. What we do have available if people want ongoing consulting, we do offer business consulting. Now, how does that work? Since 2005, I’ve been consulting businesses. And since 2006, I’ve been providing graphic design, search engine optimization, branding, print media, photography, videography, all of the work needed to implement and to grow a successful company. So what we do is we charge people $1,700 a month, $1,700 a month, on a month-to-month basis to help them grow their successful company. And what’s awesome about it is that we started off with a free 13-point assessment to see if it’s a good fit, and then if it is a good fit, and we like you, you like us, it’s a good fit, I actually go over the plan with you in the meeting. So on that first call, we actually go over the plan so you’ll know exactly what the plan is. And then for someone like Bob, I mean, he had been working on this idea for years and his accountant kept referring him to me and people in Tulsa kept referring him to me. He kept finding me on shows and he was saying, all paths lead back to you. Man, you must have like a Midas touch. What is your skill set? He actually listened to us daily on a talk radio show as well. It’s not that I’m a genius. I just know the proven systems needed to start and grow a successful company. I’ve been self-employed since I was 16 years old. I know how to start and grow a successful company. That’s what Dr. Robert Zellner and I have done. Between he and I, there’s the state’s top largest, one of the state’s largest and most successful optometry clinics, one of the most successful men’s grooming establishments. I’m involved in a dog training brand called Tip Top Canine, started by Rachel and Ryan Wimpey. I’m involved in a marketing company. I’m involved in an outdoor living company. We’re involved in an auto auction. I mean, I go out and I’m listing all the businesses, but I’m telling you right now, you have the capacity and the tenacity needed to achieve massive success. You can become the next super success story, but to quote Napoleon Hill, the time will never be just right. You must act now. If you want to become the next super success story, you want to become the next Bob Healy, you can do it. And then now on part two of today’s show, I’m going to play some more audio so you can discover that Bob Healy is in fact a real person and that we did really in fact help him grow his multi-million dollar company. My name is Clay Clark reminding you that you smell terrific. On today’s show, we find ourselves at the intersection of entrepreneurship as we interview the founder of the grill gun product, Mr. Bob Healy. This engineer of over 30 years has invented a product that combines the look of a gun and that shoots fire so that you can light your charcoal grill within just 60 seconds. But before we talk about Bob and his beautiful, glorious grill gun, let’s talk about the products that I’ve almost invented. Let’s talk about the products that you’ve almost invented. Let’s talk about the ideas we’ve all had that we have not acted upon. Jason, I couldn’t sleep all last night. I had this awesome idea. Check it out. This idea is going to change the world. Are you familiar with babies? I used to be one. So babies spend all their time doing what? Crying, eating, pooping? Crawling! Ah. Sure, they crawl, right? Yes. So what if we converted their onesie? You know how they wear like one thing? Oh yeah. The onesie where it’s like the top and the bottom? Yeah, it’s like a baby sock. What if we turned that into a mop? So it could be called the baby mop. So your baby’s mopping the floor. And they just clean as it goes. Oh. Yes! That’s probably the worst idea I’ve ever heard in my life. What? I thought deeply about that for several minutes. That idea was going to be my path to financial freedom and riches. Okay, okay, fine. You want to rain on my parade? I have another idea. Here’s the idea. I thought about this last Tuesday. It’s incredible. Men like to do what? They get kind of older, they have some success, they’re looking to relax, they want to get a prostate exam, 18 holes. Well that’s out. They want to go golf. Right! And guys often have to go to the bathroom, right? And when guys go to the bathroom, typically they do what? When they’re going to the bathroom, they’re looking for a magazine. Right, they read. They read now, but what if they invested the time they normally spent reading and spent that time perfecting their putting game. Jason, it’s so easy. We can just take the floor around the toilet and turn that into a putting green. No one’s thought of this. Yeah, because it’s a bad idea. You can practice putting while pooping. That is the worst. It’s the poop putt. The poop putt. The poop putt. Yeah. That’s it. The poop putt. Well, hey, you know, this idea is special. I knew it. Because it is, in fact, the worst idea that anybody has ever is one of the most insanely idiotic things i’ve ever heard at no point in your rambling incoherent response where you even close to anything that could be considered a rational thought everyone in this room is now dumber for having listened to it. I award you no points, and may God have mercy on your soul. Some shows don’t need a celebrity narrator to introduce the show. But this show does. Two men, eight kids, co-created by two different women. Thirteen multi-million dollar businesses. Ladies and gentlemen, welcome to the Thriving Time Show. Now, 3, 2, 1, here we go! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. Yes, yes, yes, and yes! Thrive Nation, welcome back to another exciting edition of the Thrive Time Show on your radio and podcast downloading. Dr. Z, today’s show guest deserves some cowbell. Oh, and he got four yeses too. I know when you fire off a show with four yeses, you are fired up and ready to go. Now Z, I wanted to allow this listener to be introduced with a kind of a subtle hype intro. Yes. So I brought my megaphone with me and so we’ll go ahead and tee it up here. Let me get this ready here. Here we go. Here we go. Here we go. All right, Thrive Nation, on today’s show, we have the inventor of the grill gun, Mr. Bob Healy, an engineer with over 30 years of experience. He’s the founder of this great new product. Bob, welcome on to the show. How are you? Wow. Oh, I’m just fine, Clay. Thank you. Thank you both, Dr. Z and Clay, for having me on today. Well, tell the listeners out there who are not familiar with the the grill gun, I think it’s, I think anybody out there, if you’ve ever wanted to be an inventor it’s a tough road to go it’s a tough road to go down see it’s a tough road and all the listeners right now if you will go to that’s a you can see this product so you can check it out while he’s talking you can look at it and marinate on it and see it talk to us about this this grill gun and when did you first get the idea to make the grill gun? Oh, well, so the grill gun is a high-powered torch. It’s designed to be able to conveniently light charcoal, charcoal grill in just minutes, rather than tens of minutes or half an hour at a time, something like that. It’s really not even a tool or a type of tool that people have been or could be familiar with because it’s entirely new, both in its purpose and in its appearance. The, um, the, the, what you do with the grill gun is you use it to light a charcoal grill, and it’s designed to fit in your hand comfortably and use safely while you actually light the charcoal, almost instantly warm up your grill, sterilize the grates, start cooking over your charcoal and, or your smoker, you know, your wood smoker, offset smokers in just minutes. The whole notion of lighting a charcoal grill pretty much instantly is not something that people have done. I know there are a lot of YouTube guys that are out there and people like me who sort of, we really like the idea of starting a charcoal real fast and not having to use a lighter fluid or wait around on a charcoal chimney or any of the other things that are done for it. And when you light a charcoal with a 400,000 BTU torch, you’re basically setting that charcoal on fire and you’re cooking off all the debris that’s on the grills, and at the same time, you’re bringing the whole grill up to temperature. So basically, you’re doing it in just… When I go grilling, I’m cooking in two or three minutes after I start the process. And it’s a year-round activity. And Bob, you feel like a man. Yeah. You feel like a man. You feel like Rambo of the grill. I mean, come on now. You just feel like a man. It’s a man gun. Yeah. It’s pretty amazing watching people, their reaction to it, because it does hit that Y chromosome pretty hard. You feel like a man. You’re out there, it’s 25 degrees, you like to grill, you know, you can run back in the house where it’s warm, but it doesn’t matter. You can grill year-round. It doesn’t have to be an outdoor summertime activity, even though, you know, that’s how a lot of people like looking at it. Now, my understanding is, okay, so we have a grill gun here. This thing can help our listeners light their charcoal grill in 60 seconds, and it’s fun, Z. See, it’s fun. Oh, it’s fun. But what does it look like, the grill gun? I’ve seen some pretty, I don’t know the technical term for it, but I’ve seen some pretty weak versions of what Bob’s is creating. I’ve seen people who’ve tried to create a grill torch, but it’s kind of like, meh, meh, meh. Try again. Some of these products have the class and quality of the Chinese finger locks, the paper locks? Oh, don’t kid yourself. I mean, very obsessed. So talk to me about this. What does it look like? What does it feel like? Does it feel like a man gun or does it feel like a, meh? I think one person who interviewed, or actually reviewed it said he felt like he had seen Prometheus for the first time. so intense a feeling of looking at a torch that looks like a pistol, like a 45 or a Glock or something like that, a semi-automatic slide-action pistol that has a long bell on it. It’s over, it’s about 22 inches long in order to get the barrel away from you so that you can use it without burning yourself. But it looks like a gun, it feels like a gun, it shoots fire, you hold on to it. It fits nicely in your hand. It’s well balanced. And you use it to really just basically flood the grill with the heat that you need in order to bring it up to the temperature you want to cook in just under a minute. Now, Z, I want to get into the business-y kind of thing. So this is a business show. It technically is a business show. So it’s business school without the BS. So Bob, you made the product. Z, that’s step one. You’ve got to have your product. That helps. So step one, you have the product. You need the product idea. Step one. Step two, nobody, Z, I’m talking about almost nobody, ever goes to step two. And that is make a prototype. Check, he’s got the prototype. He’s got the idea. He’s got the prototype. Step three, we’ve got to try to sell something. Sell something, sell something, sell something. For more than you make it, that’s the key. So I want to ask you this. Talk to us about if someone wants to buy this thing, can they buy it? What’s been your road like of seeing if someone wants to buy it? I know you did a demo at the Thrive Time Show conference for our attendees. I think about one third of the people in attendance, I could be wrong, but I think about a third of the people in attendance said, I definitely want to buy one of these right now. How can the listeners get a hold of this? How can they buy one? Tell us about selling something. Okay, so the process of putting this out on the market is when you’re trying to bootstrap something up from the bottom without having venture capital or something like that step in and say, here, you need this money, let’s go for it. You actually have to determine whether or not people want what you have, what they’re willing to pay for what you’ve got, and then how are you going to get it made? And so I had to figure out, first off, there’s torches. You can get a torch today if you go down to a hardware store. You can buy one, and it’s long, and it’s got a long hose, and it goes to a 20-pound tank, and you can look like a dork like I have done for the last 10 years, you know, standing back and flaming up my charcoal grill. And if you want to do that, knock yourself out, go ahead and do it. And I, like I said, I’ve been doing that for a long time and I decided to make something that really did the job right. And so it’s the same sort of technology in that you’re putting high intense fire on a grill, but how do you make that into something that people want and how do you get it in front of them? So if your listeners have gone to, they’re already taking a look at this. They can see what it looks like, but they can’t hold it in their hand. Why? And what they can, the reason they can’t hold it in their hand is because it’s on a computer screen and they need to order one in order to get one. But in order to do that, the hardest part about launching this endeavor is where are you gonna come up with the capital to make it happen. And I decided to go the crowdfunding route. And so what I’m asking people to do is to go to the website and entertain themselves, figure out if this is for them, and if it’s not, you know, move along. But if it is for them, then take it on good faith that what I’m doing in crowdfunding is I’m using that tool, that whole platform. There are a couple of them out there. I’m looking right now pretty hard at Kickstarter. But you use that platform to allow people to come out and say, I want one, I’ll back you. And when you make them, you send them to me. And so the process is pretty straightforward. You basically are pre-selling them. You say, I’m going to make them. If I hit the minimum threshold that I need to have in order to be able to have the finances to make it work, then I can build them. And that’s really my business. I’ve done this all my life. I’ve made things. The easy part is for me, it’s my wheelhouse, to create a product and figure out how to build it and how to make it a high-quality product. But the new part, my new venture really is, is being out on the sales edge and on the financing edge. How are you gonna fund it? How are you gonna turn it into a business that everybody wants to get behind? So in order for them to get their hands on one right now, they really can’t. I’ve got a dozen of them that I’ve made that are prototypes. I’ve sent them out. People abuse them. They kind of rotate around in a pool of grill guns that can be used for the purpose of promotion. But it’s a four to six month process to actually get them in your hands. And so if I were to, like for instance today, with this podcast, with your audience, if enough people actually went out there and said, I want to do this, I want one of those things, and they simply said, you know, in my little buy it, get yours now page on the website, if they were to say, I want to support this, I want to do this, then before Christmas, you know, even before Thanksgiving, they could be in production and in your hands. And that’s the beauty of crowdfunding and the direction that I’m taking it here is that I can launch it, I can have it in people’s hands, and we can be going down the road. Bob, for the listeners out there who maybe are pondering, they’re going, is this guy delusional? Is this guy crazy? You are a man with an engineering background. How many years have you been an engineer? Let’s see. I’m going to give away my age here, but it’s been almost 40 years. So how many of these people do you need out there right now to say, I want to buy one before we can get this thing in the hands of America? Well the way crowdfunding works is you actually set your deadline, your minimum that you absolutely have to have. And I absolutely have to have 1,400 people, that’s 1-4-0-0, say I want to have one. And I’m a tenth of the way there after having just a few weeks of just doing advertising on Google and Facebook. And so the whole Kickstarter community is bigger than that. And so it seems like a real doable number. And if people were to actually just believe that it will happen, if they like it well enough, and they say, yeah, I’ll support you, then what will happen is, when I see that I actually have people up over that number, then I’m going to just email everybody. And so you’d want to put in your email and your text number, and then I’ll just broadcast everybody, say the Kickstarter website’s up, it’s live, go fund it, and as soon as I see that that actually is happening and it’s funded, then I can actually start the manufacturing process going. Bob, what made you come up with the grill gun? What were you thinking? Did you fall and hit your head? On the toilet seat. Yeah, did you have a bad accident as a kid from a burn? I mean, was something… This ice cream, this yogurt is curdled. That’s gross. I feel sick. Oh my God, I just threw up with my vomit. It’s the grill blaze. How does that happen? Do you have a dream? And this mythical grill gun came to you in the dream and said, make me, make me. What happened? All of the above. I was outside talking to a horse. This is what he said to do. Like I’ve been saying, I’ve been doing this for a long time and putting up with buying torches that they, you know, a weed torch, a torch that puts out that kind of heat, 400,000 BTU is, it’s going to burn up fairly quickly. And so I’ve gone through several of them over the last decade. And I thought, you know, nobody does this. And people come over and they watch me grill. I grill every single week and or or smoke something. And so lots of friends and stuff are used to coming over and they they hear the roar of the jet engine as I like to grill and start cooking things in just a minute or two. And they think it’s really funny and really cool. But they don’t see themselves with this giant long torch hosing down a grill. And I so it was a year ago in December, December 2018 that I was out there grilling and I thought, you know, if I’m either going to put up with this nonsense for the rest of my life, or I’m going to do something about it. So I just said, I gotta I didn’t know what a grill gun was. I hadn’t ever seen one before. I thought, well, something is better than this. And what is it going to be? And so I went to some friends and my family. I’ve got sons-in-law and sons that are opinionated, and I like the opinions. And so I basically started asking them questions and formed a list of what we need to have, and then I got busy modeling it. And it was about so that was December, and it’s probably in February, everybody said, oh, you’re on to something here. And then by May, I had it, I mean, a year ago May, so not quite a year ago, I actually had prototypes in my hand. And I then started going down the other channels of, okay, how do I build this? How do I get this cost effective so that I can make it and people can buy it for a reasonable price? And utmost important was the quality of it. So I’ve designed this to where I’m going to be proud to use every single grill gun that I have for years, not for once or twice or for half a season before it burns up. So it was, it was just a process of saying, I don’t, I don’t know what it is that’s going to make my life better, but I know when I, when I see it, I’m going to like it. And so, um, you know, again, if you, if you’re on the website or your listeners have listened to and gone to the website, they know what I’m talking about here. It’s pretty appealing design, and it’s really durable, really well designed. So, Bob, you’re basically a big pyro. I mean, that’s really what it boils down to. I mean, you’re a big pyro. Well, I’m not as much a pyro my whole life and that sort of thing. Not me, but I can appreciate that there are people that fire a whole lot. Now let’s talk about this grill gun. Let’s get into the rough questions now, the rough ones. The tough ones. All right. Will this blow up? You know, if I turn it on, boom! What are the chances I turn it on? What are the chances I incinerate myself? Well, pretty small. You’d have to be deliberate wanting to do that, because what you’re working with is propane gas, and propane gas is explosive. So you could do things that I warn you not to do, like you could turn on the grill gun inside the house and just let it run like that for a while and then say, okay, I think I’ve got enough propane in the air and then light it. I wouldn’t advise that. That’s not a best practice move. That’s not a top three thing to do. No. And so the real problem in trying to design and tell something like this where you’re handling that much heat, I’m dealing with the same sort of thing that every torch manufacturer out there has. You’ve got to build something that’s safe and then you have to warn people about how to use it. Because the nuts and bolts of it is you have a propane source, a small one-pound can, or you can tie it into a 20-pound bottle, and you’ve got to screw that onto the bottom of the grill gun, and now you’ve pressurized the grill gun, and that affords the opportunity for the gas to come out the bell. And so when the gas comes out the bell, you want to light it when it comes out so that you’re not just expelling propane in the air, which is explosive, because if you burn it while it’s coming out the bell, you don’t have any danger. And there’s nothing about the gun itself or the design of the self where it’s going to pocket enough propane to explode on its own. It couldn’t do that. But what it could do is you could vent it into an environment that, you know, where the gas is itself explosive. But this is not new. The Grills gun itself is some really innovative new technology, but the notion of taking gas out of a gas container, poping gas out of a bottle and lighting it on fire is, you know, tried and true for decades. So I’m not doing anything there that’s in any way dangerous that would create a problem for anybody to operate on. What have been, and see I want to ask Bob, see I’m now going to ask Bob the real interesting question. Are you going deep? Deep. What has been, as you’re building the Deep, deep, deep. As you’re building the grill gun, which you can learn more about at the, it’s, see that’s And for all the listeners out there who are going onto the website right now, they’re looking at it, what’s been the toughest part of trying to take your idea that you are, and I mean this in a nice way, you are passionate in a way about this product that doesn’t make sense to most people. Most people, see most people like to grill. Oh yeah. And most people want to light the grill in 60 seconds. But most people aren’t willing to invest this kind of money and time into coming up with a solution. Bob, as you’ve been trying to provide the world’s best grilling tool possible, what has been the most challenging part of doing this? Really, everything except for designing it and setting up the manufacturing. I mean, it’s hard to actually pin that down to one thing, but getting in front of people who can help influence or charcoal influencers and getting them to pay attention and helping me promote this notion, it’s basically you can have the best tool of anything, whatever you want. And if nobody knows about it, you know, you’re just sitting there holding it. I could make 5,000 grill guns and put them out in my garage. And then next year I still have 5,000 grill guns out there. So it really is trying to get an audience that wants to buy them. And so it wouldn’t make any sense for me to just get excited, you know, 1400 people excited to buy one and then launch my Kickstarter campaign and then print it, you know, nobody wants any. So it’s the whole aspect of marketing and sales. That’s the hard part, because everything else is pretty straightforward. Z, you’ve told me for years I’m one of the best tools that the world has not heard of yet. I know what you mean by that. I promise you, Bob, if you put 5,000 of those in your garage, you’re going to end up with 4,999 because I’m going to come over and take my point of them. So there you have it. Z, what tough questions do you have for Bob about the process? Because there are so many listeners out there who want to be an inventor. They want to launch a product. He’s done step one. He had the idea. Step two, he made the prototype. Step three, he’s got to try to sell it. As he’s in that pre-selling phase, and it’s a weird deal because you’ve got to sell enough to get the money needed to produce a lot. Z, what rude question do you have for Bob? What strong advice did you have for Bob? What do you got there? How much money do you need right now? I need $100,000. And if you want to write me a check Z, I will drive into town. What what are you willing to give up for a hundred thousand dollars? Well, obviously I’m willing to give up whatever it would take in the form of a loan and I would also be willing to give up You know negotiate on a piece of the equity of the company for whatever the investor thinks that it’s worth Well, there’s there’s that that’s always a negotiation point. Yeah, there’s hundreds of thousands, tens of thousands of people that will be listening to this podcast, i.e. radio show, and somewhere, someone’s going to get on there and look at, which I have been looking at now for the entirety of the podcast and looking at it and remembering my experience with the Grillblazer. It’s a cool product. It’s a cool product. It’s cool. And sitting out there thinking, there’s probably somebody out there that does this. They’ve got their money in a savings account drawing nothing. Maybe they’ve got a few thousands in the stock market. They’re willing to put $100,000 on 10 different businesses and hopefully one hits. Hopefully one hits. They go to the website and they go, hmm, okay. How much? What do I get for $100,000? How does somebody contact you? What’s the best way to contact you? Somebody’s listening out there going, you know what? I may want to… It depends on the equity piece you give up, it depends on a lot of things, but still that’s negotiable. We don’t want to go into that right now in the air, but how does somebody contact you and start that process? Well the most direct way that it will get to me is Bob at And if you don’t know anything about the internet and you don’t have email and you do have a rotary dial phone, then you could dial 9 1 8 9 6 0 96 90. What’s that number again? 9 1 8 9 6 0 9 6 9 0 I think I might have said that wrong the first time. No, I’m 1 8 9 6 0 9 6 9 0 Yeah, it’s on your web. Bob what what? Wrap up today’s show what final question do you have for dr. Zellner? Dr. Zellner is a Z You’re a guy that people short tank you all the time There was one to pick your brain for business tips Z. Is it okay if he asks you any question? Absolutely. Okay, Bob What question do you have for dr. Z as we wrap up today’s show? So Do you dr. Z know? Have a have an impression, just having seen the grow gun and you’ve seen people’s reaction to it, do you think that this is something that is, you know, that is a thing that is going to go? Okay, first of all, I do have an impression, I do. I do force gump fairly well. That’s my boat, Jene. Jene. I was just running. Just running. We were like peas and carrots. So I do have, I got a couple of impressions that I do. Number one, I’m sidebar. You know, you probably don’t want to hear all of them today, but. That was a good one though. Thank you. Can I do this? As you’re formulating your answer, I’m just going to cue up a little motivational quote that you once, this is a voicemail, I think it came from you to me. Oh, it did. This was in during that phase of our career and life where you called me Happy. That was my nickname, was Happy. I’m just going to cue it up. Okay, good. And I’ll cue it up as you formulate your answer. That way, what your feedback you give, Bob, will not either be super euphorically awesome or soul crushing. We don’t want that Simon Cowell moment to happen without a lot of premeditative thoughts. So here we go. I got two thoughts on that. Rise above it. You can ride on it. Harnessing good energy, block out the bad. Harness energy, block bad. Feel the flow, Happy. Feel it. It’s circular. It’s like a carousel. You pay the quarter, you get on the horse. It goes up and down and around. Circular, circle with the music, the flow. All good things. All good things. All right. Two things, Bobby. To answer your serious question, that is, yes, I think it’s pretty cool. And I do think there’s a market for it. I don’t know how many times people look at me and say, there’s nothing to buy you. What do you buy the man who has everything? A grill gun. Agreed. Number two, I would do my best effort to approach Hasty Bake, to approach Oklahoma Joe’s, to approach some barbecue places that, you know, barbecue, i.e. is grilling by almost definition, right? Anymore. I would maybe do a co-sponsorship. Maybe it’s the what if they steal my idea Well, then that’s just what you you have them sign an NDA before you approach them, and then you talk to them about Co-marketing co-branding this they say no, then you go to the next one you knock on another door. Who do I call? ghostbusters No, I’m sorry you start off you make a list you make your top 100 you make a top 10, top 12, top 50, okay? People that might be interested in co-managing this with you, you know? Now, you’re going to have to give up some of the juice, you know, you already said, hey, for $100,000 I’m going to give up some equity position anyway. So, maybe you go to somebody who themselves are in the grilling business. How much would you be willing to give up? You see, if you were in Bob’s shoes, let’s say, and you get a deal with Hasty Bank, says, yeah, we love it. Let’s do it. How much equity would you be prepared to give up on a product that would be stillborn, essentially, without funding? How much would you, Z, advise a young man to say, hey, I’m willing to give up, you should be prepared to give up up to this much of your company for that funding? Well, you know, it depends on the amount, and it depends on what I feel like I’ve already put into it personally. I don’t know how much money you’ve put into this already, but you have put some money in. You have put some time in. I would be able to document that and I’d be able to get that a reasonable amount of money for that. How much is the invention worth? Reasonable. How much time have you put in? Reasonable. How much physical money have you put into it? These are all reasonable numbers that a businessman would want to see. And so then, if $100,000 is a third of that, then I would say they’re giving up a third of the equity. I mean, money is money. Cash talks. So you’re saying if Bob put in $100,000 of his own money, and Hasty Bakes says, hey, we’re going to put $100,000 in, you say you might be willing to give up 49%? Correct. I mean, at the most, you want to negotiate. But I mean, at the most. At the most, you’ve got to be ready for that. You’ve got to be ready for it. Right. It’s kind of like, well, OK, you’ve got $100,000 in. If I’m putting $100,000 in, why are we not more equal? Why are you only gonna give up 2% of the company? Don’t be stupid like that. You watch Shark Tank at all. Those guys come on there with these ridiculous ads. So Bob, does that feedback help you? And do you have any final closing question? Just drilling into that question a little bit deeper. It really wasn’t so much how much to give up as you see, Dr. Z, you see a lot of stuff. People cry in Shark Tank to you all the time. And I’m just curious if I were, not that I’m going to do this, but I just mean on the quality of the kind of product that comes across your desk, is this the kind of thing that you see that has legs or is this the kind of thing that you say, you know, next, let’s go do something else? I think it has legs. I think it’s kind of fun. It’s kind of a fun, novelty, but yet useful gift. It’s the guidance. And really, your final price point on it is going to be roughly what? What are you thinking? Oh, well, just for easy talking purposes, $100, but that includes shipping. See, I think $150. I think a guy would pay $150. This is a completely unnecessary item. Well, that’s the fun of it. I think, though, you keep it $99.99. Really? $99.99? Yeah. What if it was in the shape of an Uzi or an AR. I mean, for an AR themed one? Yeah, that’s pretty cool. It looks pretty cool. It looks like James Bond would like, you know, go and take over country. But I mean, if they had like an AR version, I mean, would you spend up to $150,000 on that? You might have different. You could have a rifle. You could have a little.22 version, a little bitty flame. If you’re a cigar lighter, you know, you want an extra cigar. You know, the grill blazer, the grill gun could be, you know, you could have different variations. Down the road, you know, you could have the, I’m serious, I’m going to pump up the fire. Or, or you could have a product that’s always fun. You give the gift and it’s always fun. You give the gift and it’s always fun. You know, you could have a product that’s always fun. You give the gift and it’s the Grillblazer line of landmines. Yeah, that’s also a fun gift. So it just randomly starts. You just blow it up. You just say, hey, I buried that in your yard. And at some point it will emit flames. And for $100 I’ll tell you where it is. If not, good luck. I don’t need you on my marketing team. Oh, you do. You do, my friend. Oh, you’re so good. Great tagline. It can grill charcoal in 60 seconds and squirrels in 30. All I’ve got to do is have landmines in the yard. Take back control of your yard for $100. Grill a squirrel or charcoal in 60 seconds. Yes, I do think it has legs. And like I said, it’s a fun gift because it works, it’s clean, it looks good, it’s well built. I’ve already fired up a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. I’ve got a couple of them. It’s a fun gift because it works. It’s clean. It looks good. It’s well-built I’ve already I fired that I fired the trigger myself And and I think like I said before it kind of gets into that You know like those catalogs you flip through on the airplane Yeah Give myself a recliner with a back scratcher. Oh, yeah I’m gonna get myself a whole collection of Chinese finger locks. And then I’m set. That’s all I need. That’s all I need. For the man who has everything. Now you have your grill gun. The grill gun. You can grill a squirrel or charcoal in under 60 seconds. Guaranteed. Endorsed by Batman. That’s right. Okay, Bob. I appreciate you. Check Norse. Bob, it’s Check it out Z. You could be one of the first 1,400 people in America to buy this beautiful item You’d be a real gun endorsed by Chuck Norris I think that’s a tag if I leave Chuck it did endorse this wouldn’t be over for him You got a celebrity endorsement Chuck Norris. That’s that’s one of the moves. That’s a move. That’s a move It’d be a great move Bob. I appreciate you so much. Zee and I are going to go pontificate about the NFL upcoming draft. We’re going to be talking about all things NBA. We’ve got a lot to cover here, Zee. Thank you so much, Bob. Have a great day. Jason, have you sincerely ever had an idea to invent something? Yeah, but they’ve always been bad. They don’t really service a need. This is more of something that you’ve had an idea, thought about it for maybe half a day, then you move on. Yeah. Okay. Well, if you’re out there and you sincerely have an idea or an invention that you want to refine and you want to get launched and turned into something that could make money, that could become a business, I would highly recommend that you start by thinking of problems that real people have and look for a better way to solve that problem or a way to solve the problem that people really have. That’s why I think the grill gun will do well because men like to grill and they sincerely want to use charcoal because it typically tastes better. But now you can use the grill gun to light your charcoal grill in just 60 seconds. Oh, and I’ve used it and it saved me so much time. I don’t have to taste lighter fluid. It’s awesome. And it’s a lot of fun. Oh, it’s so much fun. It’s like a gun-shaped torch. It combines grilling, you’ve got the fire, you’ve got the gun to hold. It’s a fantastic gift. I encourage you to check out the website today. Again, in case you missed it earlier, it’s called And if you’re interested in learning how to become the best inventor you can possibly be, I would recommend that everybody goes out and purchases a copy of the book called Secrets from an Inventor’s Notebook. Secrets from an Inventor’s Notebook by Maurice Kanbar, the creator of Sky Vodka, and a guy that is the holder of an incredible number of patents. The modern needle protector, that’s Maurice Kanbar’s invention. The Sky Vodka, that’s his invention. You have the modern traffic lights. A lot of people don’t realize this, but the modern traffic lights, a lot of them are using Maurice Kanbar’s patented invention that makes a strobe light that strobes so fast that the average person doesn’t see it strobing, but it dramatically reduces the amount of electricity being used because it’s not on the whole time. It’s strobing. Interesting. This guy’s got a ton of inventions, and he wrote how he did it, how to do it, how to invent things, the process. It’s not a random thing he’s doing here. It’s a proven process he’s done time and time again. You can get that book today. It’s called Secrets from an Inventor’s Notebook by Maurice Kanbar, the creator of Sky Vodka. It’s an incredible book. Everybody out there should own it if you’re looking to become an inventor. We like to end each and every show with a boom. So without any further ado, three, two, one, boom. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay’s done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklist, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy is working in every single industry. He’s written books with Lee Crocker, the head of Disney, with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours on the day-to-day he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies. Every 6-8 weeks he’s doing reawaken America tours. Every 6-8 weeks he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from startups go from startup to being multi-millionaires. Teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building into a franchisable, scalable business. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that like Clay is like he doesn’t care what people think when you’re talking to him he cares about where you’re going in your life and where he can get you to go and that’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time, a coach is actually helping you get to the best you and Clay has been an amazing business coach. Through the course of that we became friends. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal. They were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right and anyways just an amazing man. So anyways, impacted me a lot. He’s helped navigate anytime I’ve got nervous or worried about how to run the company or navigating competition and an economy that’s like I remember we got closed down for three months. He helped us navigate on how to stay open, how to how to get back open, how to just survive through all the COVID shutdowns, lockdowns, because our clubs were all closed for three months and you have $350,000 of bills you’ve got to pay and we have no accounts receivable. He helped us navigate that and of course we were conservative enough that we could afford to take that on for a period of time. But it was anyways, great man. I’m very impressed with him. So Clay, thank you for everything you’re doing. And I encourage you, if you haven’t ever worked with Clay, work with Clay, he’s gonna help magnify you. And there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps four, maybe six hours a day, and literally the rest of the time he’s working, and he can outwork everybody in the room every single day, and he loves it. So anyways, this is Charles Kola with Kola Fitness. Thank you Clay and anybody out there that’s wanting to work with Clay. It’s a great, great opportunity to ever work with him. So you guys have a blessed one. This is Charles Kola. We’ll see you guys. Bye bye. Hi, I’m Aaron Antus with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them and I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and homes, and then I met Clay and my perception of what I knew and what I could do definitely changed. After doing $800 million in sales over a 15 year career, I really thought I knew what I was doing. I’ve been managing a large team of sales people for the last 10 years here with Shaw Homes. And I mean we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us. And it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing. And Clay really brings that perspective for me. It is a very valuable time every week when I get that hour with him. From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town, and so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with Clay, I mean, the thing is, it’s month to month. Go give it a try and see what happens. I think in the 35-year history of Shaw Homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1800% increase in our internet leads. Going from 10 a month to 180 a month, that would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about, and I would go straight to Clay and his team. I guarantee you’re not going to regret it, because we sure haven’t. My name is Danielle Sprick and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay-at-home mom for 12 years and my three kids started school and they were in school full-time, I was at a crossroads and trying to decide what do I want to do. My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did. My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand, and we just rolled with it. I love people. I love working with people. I love the building relationships, but one thing that was really difficult for me was the business side of things. The processes and the advertising and marketing. I knew that I did not have what I needed to make that what it should be. So I reached out to Clay at that time. And he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent. Everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage, eight months ago. And in that time, we’ve gone from myself and one other agent to just this week, we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents. But I have to give credit where credit’s due. credits do and Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen. I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean I went to medical school, I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic. Gentlemen, let me introduce you to the grill gun. Hi, I’m Bob Healy. I’m the inventor of the grill gun and the civi gun. Tim Tebow is coming to Tulsa, Oklahoma June 27th and 28th. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. And a lot of people have followed Tim Tebow’s football career on the field and off the field. And off the field, the guy’s been just as successful as he has been on the field. Now, the big question is, JT, how does he do it? Well, they’re going to have to come and find out, because I don’t know. Well, I’m just saying, Tim Tebow’s going to teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s going to walk us through his mindset that he brings into the gym, into business. It is going to be a blasty blast in Tulsa, Russia. Also, this is the first Thrive Time Show event that we’ve had, where we’re going to have a man who has built a $100 million net worth. Wow. Now we’ve had a couple of presenters that have had a billion dollar net worth in some like real estate sort of things. Yeah. But this is the first time we’ve had a guy who’s built a service business and he’s built over a $100 million net worth in the service business. It’s the yacht driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind Nine Round Boxing. He’s gonna be here in Tulsa, Russia, Oklahoma, June 27th and 28th. JT, why should everybody want to hear what Peter Taunton has to say? Oh, because he’s incredible. He’s just a fountain of knowledge. He is awesome. He’s inspired me listening to him talk and not only that, he also has, he practices what he teaches, so he’s a real teacher. He’s not a fake teacher like business school teachers. So you got to come learn from him. And now the best-selling author of the carnivore diet and the multiple-time Joe Rogan guest Dr. Sean Baker joins our two-day interactive business growth and life optimization workshop. Also let me tell you this folks I don’t get this wrong because I get it wrong someone’s gonna say you screwed that up buddy. So Michael Levine, this is Michael Levine. He’s going to be coming. You say, who’s Michael Levine? I don’t get this wrong. This is the PR consultant of choice for Michael Jackson, Prince, for Nike, for Charlton Heston, for Nancy Kerrigan, 34 Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes! Colton Dixon’s in the house. So if you like top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re going to add more and more speakers to this all-star lineup, but I encourage everybody out there today, get those tickets today. Go to Again, that’s And some people might be saying, well, how do I do it? I don’t know what I do. How does it work? You just go to Let’s go there now. We’re feeling the flow. We’re going to Again, you just go to You click on the business conferences button, and you click on the request tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket, or whatever price that you can afford. And the reason why I do that is I grew up without money. JT, you’re in the process of building a super successful company. You started out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that. Did not get an inheritance from parents or anything like that. I had to work for it. And I am super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton. I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to You might say, well, when’s it going to be? June 27 and 28. You might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Russia, Oklahoma. I suppose it’s Tulsa, Russia. I’m really trying to rebrand Tulsa as Tulsa, Russia, sort of like the Jerusalem of America. But if you type in Thrive Time Show in Jinx, you can get a sneak peek or a look at Our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast You can look inside see the facility. We’re gonna have hundreds of entrepreneurs here It is going to be packed now for this particular event folks. The seating is always limited because my facility isn’t a limitless Convention center you’re gonna come who you I’m talking to you you can get your tickets right now at thrive and again you can name your price we tell people it’s $250 or whatever price you can afford and we do have some select VIP tickets which gives you an access to meet some of the speakers and those sorts of things and those tickets are $500 it’s a two-day interactive business workshop over 20 hours of business training we’re gonna give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russelaum. Get those tickets today at Again, that’s Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars and I’ve worked with a lot of major companies and I think I’ve learned a few things about what makes them work and what makes them not work. Now, why would a man living in Hollywood, California, in the beautiful, sunny weather of LA, come to Tulsa? Because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation, really life-changing, and I’m looking forward to seeing the event. I’m Michael Levine. I’ll see you in Tulsa. James, did I tell you my good friend John Lee Dumas is also joining us at the in-person, two-day interactive Thrive Time Show Business Workshop. That Tim Tebow and that Michael Levine will be on. Have I told you this? You have not told me that. He’s coming all the way from Puerto Rico. This is John Lee Dumas, the host of the chart-topping podcast. He’s absolutely a living legend. This guy started a podcast after wrapping up his service in the United States military, and he started recording this podcast daily in his home to the point where he started interviewing big-time folks like Gary Vaynerchuk, like Tony Robbins, and he just kept interviewing bigger and bigger names, putting out shows day after day. And now he is the legendary host of the EO Fire podcast and he’s traveling all the way from Puerto Rico to Tulsa Oklahoma to attend the in-person June 27th and 28th Thrive Time Show two-day interactive business workshop. If you’re out there today folks you’ve ever wanted to grow a podcast, a broadcast, you want to get in you want to improve your marketing, if you’ve ever wanted to improve your marketing, your branding, if you’ve ever wanted to increase your sales you want to come to the two-day interactive June 27th and 28th Thrive Time Show business workshop featuring Tim Tebow, Michael Levine, John Lee Dumas and countless big-time super successful entrepreneurs. It’s going to be life-changing. Get your tickets right now at thrive James, what website is that? James, one more time for the The Rive Time Show. Back on. Everything rides on tonight. Even if I got three strikes, I’ma go for it. This moment, we own it. I’m not to be played with because it could get dangerous. See, these people I ride with. This moment, we own it. Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13 point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to do a social media marketing campaign that works. How do you raise a cap? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything It was like you went there and you paid for the big chocolate Easter Bunny, but inside of it It was a hollow nothingness and I wanted the knowledge They’re like, oh, but we’ll teach you the knowledge after our next workshop And the great thing is we have nothing to upsell at every workshop We teach you what you need to know. There’s no one in the back of the room trying to sell you some next big Get-rich-quick walk on hot coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever. We’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person, two-day, interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person, two-day, interactive business workshop, all you got to do is go to to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Kiyosaki, the Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re closed, but they’re completely different worlds. And we have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done his show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man. And there’s so many ways we could take this thing. But I thought, since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who’s my age, and I can say or cannot say? Well, I have to, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorn, who was my boss at the time. I was 19 years old working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV, and he said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed to the business owner, to the investor. And I owe a lot of that to you. And I just wanted to take a moment to tell you, thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. You know, more than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming, because as you know, there’s a lot of fake influencers out there too, or bad influencers. Yeah. So anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I am not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place, so having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super. It’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Once I saw what they were doing, I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years of business. You’re not bored. You’re awake, alive the whole time. It’s not pushy. They don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of business. Planning your time, breaking it all down, making time for the F6 in your life and just really implementing it and sticking with the program. It’s really lively, they’re pretty friendly, helpful, very welcoming. I attended a conference a couple months back and it was really the best business conference I’ve ever attended. At the workshop I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are you want to take a step-by-step approach to your business whether it’s marketing you know one of those three marketing tools that you want to use to human resources. Some of the most successful people and successful businesses in this town their owners were here today because they wanted to know more from Clay and I found that to be kind of fascinating. The most valuable thing that I’ve learned is diligence that businesses don’t change overnight it takes time and effort and you got to go through the ups and downs of getting it to where you want to go. He actually gives you the road map out. I was stuck, didn’t know what to do and he gave me the road map out step by step. We’ve set up systems in the business that make my life much easier, allow me some time freedom. Here you can ask any question you want, they guarantee it will be answered. This conference motivates me and also gives me a lot of knowledge and tools. It’s up to you to do it. Everybody can do these things. There’s stuff that everybody knows, but if you don’t do it, nobody else is going to do it for you. I can see the marketing working. It’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun and super motivating. I’ve been here before but I’m back again because it motivates me. Your competition’s going to come eventually or try to pick up those tactics. So you better, if you don’t, somebody else will. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live a few years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing. And this is our new team. We went from four to fourteen. And I took this beautiful photo. We worked with several different business coaches in the past. And they were all about helping Ryan sell better and just teaching sales. Which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just wanna thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the drive time workshop, you’re missing out on a great opportunity. The atmosphere of today’s office is very lively. You can feel the energy as soon as you walk through the door and it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business, bottom line. Love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing. I’ve learned more in the last two days than I have the entire four years of college. The most valuable thing that I’ve learned, marketing is key. Marketing is everything. Making sure that you’re branded accurately and clearly. How to grow a business using Google reviews and then just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me, as opposed to me constantly being there for the business. New ways of advertising my business, as well as recruiting new employees. Group interviews, number one. Before, we felt like we were held hostage by our employees. Group interviews has completely eliminated that, because you’re able to really find the people that would really be the best fit. Hands on how to hire people, how to deal with human resources, a lot about marketing and overall just how to structure the business, how it works for me and also then how that can translate into working better for my clients. The most valuable thing I’ve learned here is time management. I like the one hour of doing your business is real critical if I’m going to grow and change. Play really teaches you how to navigate through those things and not only find freedom, but find your purpose in your business and find the purposes for all those other people that directly affect your business as well. Everybody. Everybody. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real. Hey, Fly Ever family, come join us June the 27th and 28th, 2024 in Tulsa, Oklahoma. We’re gonna be there with Clay Clark, an amazing group of individuals that have made such a difference in so many people’s lives. Do you wanna increase your production in a job? Do you wanna make more sales? Do you wanna own your own business? Do you wanna have breakthroughs financially? The key to that is knowledge. Clay Clark is anointed to help people in business. We’ve watched him over the last couple of years and we’ve been blown away. He is part owner of over 160 businesses, 2.4 billion dollars in sales. Before politics and the great reset came into Clay’s life, he had the number one rated Apple podcast and he interviewed people like Anthony Robbins, Seth Godin, the top authors, the top business minds in the world. At this specific event, there’s an interesting cast of characters that come from gangs to American Idol. Some of the guests that are going to be there, Michael Levine, Colton Dixon, Peter Taunton, John Lee Dumas, Mondo De La Viga. And Tim Tebow. They’re there to share what they’ve done and their breakthroughs and what their story is. And then Clay lays his map of business success, calls the path for every person to follow. So you may be sitting there thinking, okay, okay, I get it, I get it, what do I have to do? Go to When you get there, the tickets are $250 or whatever you can afford. Yes, you got that right, $250 or whatever you can afford. You can name your price. So there are no excuses. You have to join us there. There are only a few VIP tickets left, like David said, special dinner and special time with the speakers. That is $500 why they last. So $500, only a few left if you want a VIP ticket. We want to meet these speakers as well. So we got VIP. I want to meet Tim Tebow. I do too. The date is June the 27th and 28th, 2024 in Tulsa, Oklahoma. Go to thrive to get your ticket. Hey guys, Luke Erickson here with the Thrivetimeshow. As you can see behind me, we’ve got all kinds of energy going on. People are starting to show up for the conference and it is hot in this place. We’ve got grill guns over here, we’ve got people playing the drums, we’ve got a fire breather, and man, people are so excited as they come in. This conference is kicked off, this house is packed, we’ve got air handers in the shop, we’ve got Steve Bering, Tim, we’ve got a ton of great concepts up there. We’re talking about what is possible when you just implement, when you implement, when you do that, it’s so exciting, people are going crazy. Michael Levine, writer of many many PR books. A man who represents people like Michael Jackson, Barbara Streisand, George Bush, Stanley Parthenon. Speaking to people here at our conference, talking about branding. One of the greatest branding experts alive today is here on conference talking to entrepreneurs. We just wrapped up day one. It was incredible. We had some remarkable speakers. Michael Levine. We just finished with a lady named Jill Donovan who owns a company called Rustic Cuff talking about the power of the Dream 100. I cannot wait to see what tomorrow holds. hold. Come on in! Five times gold, no gold, no gold. Gold is gold, that’s right. You can’t be missing it. Come on in! Hey guys, Luke Erickson with the Thrive Time Show here with you. It is day two and the energy is high. People are so excited to be showing up. The team is ready. Come on, let’s see what it’s like to go on in for day two. Follow me! Day 2! I tell you what, people are so excited to be here for Day 2. It is going to be incredible. Cannot wait to see what today has in store. Right now, here at the conference, we’ve broken into groups going over search engine optimization. I know for most of us, myself included, if you hear that term, what is that? What does that mean? That’s too techy for me. Well, our experts are breaking it down for people so that you can clearly understand how to come up top in Google. It’s doable. It’s possible. Now, we’re in the middle of a break. And what we like to do is we like to give you as much tangible and relevant information from about the start of the hour for 45 minutes. Then we take approximately a 15-minute break. And then we’ll come back and we’ll talk about the next step. And then we’ll come back and we’ll talk about the next step. And then we’ll come back and we’ll talk about the next step. And then we’ll come back and we’ll talk about the next step. And then we’ll come back and we’ll talk about the next step. And then we’ll come back and we’ll talk about the next step. And then we’ll come back and we’ll talk about the next step. And then we’ll come back and we’ll talk about the next step. And then we’ll come back and we’ll talk about the next step. And then we’ll come back and we’ll talk about the next step. And then we’ll come back and we’ll talk about the start of the hour for 45 minutes. Then we take approximately a 15 minute break to allow people to connect with other entrepreneurs around them. Bathroom break. And also use this time to just really digest all of the good information that you’re receiving the whole time. Right behind me we’ve got Bob with his drill gun melting an ice sculpture. It is awesome. The ice sculpture represents our life, right? It’s here for a time, but we all need to have the sense of urgency to implement the things that we’re learning so that we can make the most of the time that we have. We are outside. You can see a line behind me. What’s going on is that we partner with different companies to help them implement the proven systems over and over and over again. And one of those companies is Master Machine. And so what we like to do is partner with these companies to also help them give samples to other people as they come to the conference and truly get their name out. And I just wanted to recap some of the amazing things that have happened today. We’ve had entrepreneurs like Paul Hood, the good CPAs. We’ve had Jill Donovan and Michael Levine come up. It just imparts so much wisdom and knowledge. We’ve got an incredible giveaway for one of our teamies. Hey there Thrive Nation. One of the things that we love most about our business conferences is that we want every entrepreneur to leave with their questions answered. So what we do is we let them put the questions up on the board here so that they can ask their specific questions and Clay will not end the conference until every question is answered. ♪ Behind us, Clay Kilar is answering all the different questions that entrepreneurs have brought to the conference. Whenever someone comes here and starts to hear this information, especially for the first time, it just brings about so much anticipation of wanting to actually implement the proven systems and processes. And so the play always wants to make it, answers all of their questions, so that they’re the most set up to be able to go home and start implementing. If you have any questions, email us at info at Hello, I’m Wes Carter. I’m one of the shareholders at Winters and Keen. My favorite thing that Thrive has helped me accomplish here in our firm is thinking a little bit outside the box. They do SEO, they do printing, they help us with a lot of things from the day-to-day marketing for the firm, but they also help us think of things that as attorneys we probably wouldn’t normally think of that help us market our services to our clients. One of the things I love about working with Thrive is that they make it enjoyable to actually do work with them. It’s not dry, it’s usually fun, but it’s always very enjoyable and practical. They give me things and ideas that I can put into place. It’s not just some theoretical spiel that they give me. We get practical steps that we work on together to do my job better. So me personally, I would easily recommend Thrive 15 services to my friends, my families. I recommend them to my clients. I think they do a good job. They’re passionate. They care about their clients. And I think it’s actually a valuable service they provide to people that are in the business world. My name is Jeff Thomas. I’m originally from Atlanta, Georgia. It’s all about getting to the grindstone. It is about putting the… It’s one thing to have a specific vision or a dream, but knowledge without application isn’t knowledge at all. So that’s nothing. It’s really funny. The atmosphere is very lively. Everybody that is working for Clay is very upbeat and not tired, not sluggish, not complaining, not whining. They don’t have anything to do with those types of characteristics. It’s all about getting to the grind and having fun while you do it. I haven’t actually been to any conferences in the past, but what I will say from what I’ve seen on YouTube and what from other friends have told me is this isn’t like a motivational kind of thing to just you know, hoo-hoo rah-rah gets you motivated But it’s like practical steps that if you do take them which most people aren’t willing to do Then you will grow and you will you’ll achieve the specific things that you want Well for one thing I will say that this isn’t necessarily for everyone So if you’re not willing to work this isn’t for you But I will say that if you are willing to work and you you know, you’re just getting started, but you have actually taken a step in that direction, then this will actually help you grow further exponentially than you could ever imagine. My name is Taylor Hall. I’m the general manager of the Tulsa Oilers professional hockey team. You know, our goal every night here at the BOK Center is to try to fill the seats with lots of people and create an exciting environment so when somebody comes to a game, they want to come back. Working with Clay and the staff at Thrive, they’ve really helped us in many, many ways. Website and graphic design and video production and a lot of things that go along. And a lot of businesses, including ours, doesn’t have a staff or a full-time videographer or graphic designer. But the biggest thing that we noticed was the needle mover. More sales, more attendance, more successes in business. We had a record year last season working with Clay for the first time. Our average attendance is higher than it’s ever been. So there was a lot of really cool things that we did, and they worked. That’s the nice thing about working with Clay and the team over there. It’s just not one person. You get the entire team. If you need video design and editing and production, they’ve got that. If you need graphic design, if you need some coaching, your sales people and call scripts, PR, they offer all that. Clay was instrumental in helping guiding us and getting us on the right track so that we could really raise the bar and become ultra successful. So it’s been an amazing experience.


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