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Get ready to enter the Thrivetime Show! 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 on the top. Teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now three, two, one, here we go. We started from the bottom, now we’re here. We started from the bottom, and that’s what we gotta do. What we’re going to be doing is we really, today, are going to start off by learning how to influence people, because that’s really what this campaign is all about. So I’m going to go ahead and just give you guys a little false promise I’m going to read to you. This is kind of my mind. This is the American false promise that everybody deals with and they’ll usually deal with it about six years after college. They’ll go, what happened? So I’m going to read it to you. It says, if you get a degree in this or that, or stay at this job or that job, that you will achieve massive success and the favorable attention of virtuous people of the opposite sex. This is sort of the belief that if you just get a degree and you just stay at that job long enough that you’ll just end up being at the top. But we all know that that’s not really true, right? I mean, there’s a lot of people who have a degree who forever can’t get a jobby job. And there’s also people that don’t have a degree that can get jobs. There’s people that have degrees that can get jobs. There’s people who change jobs all the time and can’t ever seem to get ahead. And there’s people that stay at a job and can get ahead. And you’re like, what is the thing here? So really, you have two big questions we’re gonna ask you. Somebody gonna get you involved here. One, who are the world’s leaders? So in your mind, without looking at this sheet of paper, who are the world’s biggest leaders? The ones who are you say, so let’s go, who is somebody volunteer here? Who is the world’s most successful man in your mind? Let’s go with women first. Maybe Hillary Clinton. Okay, you’re going to say Hillary Clinton. Okay, Hillary Clinton. Now what about for men? President of the United States. Okay, so President Obama. Now let’s look at these people for… just let’s look at them kind of objectively. I’m glad no one said Putin. Okay, that’s great. That’s so good. He hasn’t taken over yet. Okay, so who is the most successful? Let’s look at their character traits for a second. Have you guys watched the debates? Do you remember anybody voting in the election? I’m not going to ask who you voted for. But have you watched the debates? Who is the best? Who was the guy who dominated the debates? Obama. Why? I don’t know. I would say he has the ability to influence people. Do you remember watching him give a speech before where maybe you went in, maybe not. Have you ever watched him do a presidential address where maybe you thought that you didn’t, maybe you didn’t agree with what he was going to say, but then when he finished saying it, you’re like, ah, I can see the point. You made people feel good even if he didn’t say anything. Yeah. We have to learn this because once you have all this skill you learn at college and you go out and try to find a job, that’s going to be the connection point between your skill and thriving. Does that make sense? So it’s like super important that we know this stuff. Okay, so let’s look at our sheet of paper real quick here. I’m going to read you this quote. This is the world’s wealthiest man at the time. And he just said, the ability to deal with people is as purchasable a commodity as sugar or coffee. And I will pay more for that ability than for any other under the sun. So the thing is today, the question I’m going to ask you today is, are you going to look at it and go, well, that’s just, that’s not my personality, or do you believe that’s something you can learn? Now, there’s this lady by the name of Cheryl Dweck. Dr. Cheryl Dweck, she’s actually a professor at Stanford. You’ve got to look her up. D-W-E-C-K. Okay? She’s a PhD, smarter than I am. Okay? So what she says is that Christian, she says that he will have to choose to have either a growth mindset or a fixed mindset. He will have to choose. She says that Alexis will have to choose to have a growth mindset or a fixed mindset. And if you read her book or you read her studies, this lady has devoted 20 years to studying people. She’s discovered that only 5% of people in the whole planet believe that they can improve and learn new skills. And 95% of people believe you can’t. But then when she interviews the people, after she asks them, do you believe you can grow or not, that is the number one determinant between how much money they make. So when you look at people and you ask them, do you believe you can improve, yes or no, on the survey? And then the final question is, how much money do you make? Do you know that the people who believe they have a growth mindset are making 20, 30 times more than the people who don’t? Okay? So if anybody’s just deciding, like, I don’t want to do that, then I’ll just punch you out of here. It’s like a shortage of humans on the planet. We’ll find people. Okay? So the second thing is, what is limiting you from realizing your potential? Remember back in like third grade where you diagram a sentence? Maybe you don’t do that anymore. Maybe that was just old school because I’m in my 30s. Maybe maybe now we just Google stuff I don’t know but the point is okay, so let’s look at when dealing with people Let’s just underline that when dealing with people when dealing with when dealing with Anyone when dealing with employers when dealing with Spouses when dealing with girlfriends we do with boyfriends when dealing with humans right people Let us remember that we are not dealing with creatures of logic. What? Now that’s hard for people to grasp when they leave the great bubble of college, because we’re so grounded in logic and it would make sense that if you have all your numbers together and you have a good GPA that you should be able to get a small business loan to open up your big business. It would make sense. But yet, the people who are the most successful, Walt Disney was a high school dropout, Steve Jobs, college dropout. Then you have people who also have degrees who are very successful, you have President Obama. But really, at the end of the day, the bank will decide to give you the loan, yes or no, based upon all things being considered, all things equal, that the person who can influence the banker and says, I like that person, they will lend to you and not to you. When they only have one loan left to do, they’ll give one to you or you. Whoever is the person of influence, they will do it. When people watch, now think about this, not, not, I’m sure not you people, but for me, when I watch presidential debates, not you, just me, I’m a failed human, but when I watch the presidential debates, I find myself not liking one candidate or another, not based on his policy, not based on anything he’s ever stood for or voted for in the past, but based upon what? Influence? Yeah, it’s like, I mean, whether I like him. It’s like this charisma, that influence, that thing. So let’s talk about it. President Reagan, who I was a big fan of his policy, but President Reagan has a quote, and he says, let us remember that people will not look at what I vote for, they’ll look at what I say. Pretty crazy. Or you look at one of the President Obama advisors. He says we should never waste a good emergency, you know, a good crisis. Because he knows that people will vote for anything in a crisis, you know. So you look at the debates. I remember watching McCain versus Obama, you know, I remember watching that one. And every time McCain would respond, he would look so angry and so hateful that everyone hated him. So this is stuff that we need to learn though, okay? So on the phone today, when you call somebody, in the first 10 seconds, I want you to write this down, in the first 10 seconds people are going to form a what? Prejudice. In the first, they’re gonna prejudge you within 10 seconds. Is that crazy? Oh my gosh, so let me give you an example of how you can’t make a call. Alright? Hi, is this such and such? Yeah, great, this is such and such from ******. The reason why I was calling you today is, and it sounds like you’re reading a script, who’s got that call before from the credit card company or something? You know, so they’ll say something like, Hello, is Cynthia there? Yes. Hi, this is Clay Clark on behalf of MasterCard. How are you doing today? Can we count on you for a donation of, and you’re like click can you sound like a cold caller within like ten seconds is it possible to sound like a friend within ten seconds how would a friend sound if you call a friend how does a friend sound when you call somebody hey this is Bob you know but if it’s like if you use my first and last name I hang up check it out is this Nicholas Guajardo? And you’re like, yes. But I’m like, hey, is this Nick? You’re like, yeah, who’s this? Like, this is Clay. Who? I’m a freshman. Oh, hey, I mean, right now I do this stuff. I do this who hot all the time, all the time. It’s insane. And the bigger you get up the food chain, when I’m on the phone with like the let’s say the guy who used to run Disney World, he’s a partner with us now, the name’s Lee Cockrell. He used to manage Disney World, 43,000 employees. Like, hey, hey, is this Lee? And he’s like, yeah, hey, this is, and like real quick, he’ll form an opinion like, and I’m like, is this Mr. Lee Cockrell? Yeah, well, I can’t say he would definitely hang up, but most people do. David Robinson, he’s playing the NBA, he’s a partner of ours now for Thrive. I called him, I’m like, hey, is this Super Dave? And he’s like, yeah. I’m like, what’s up, man? But I’m not going to get all formal, because if I’m formal, I promise you, he just loses like immediately. It’s like, cold color. So we’re going to learn these things. Let’s get into this. We’re dealing with creatures of emotion. Emotion. What is emotion all about? Have you guys ever been upset in the last 10 days about anything or you just totally it’s just Narnia here There’s the squirrels. There’s the ducks. It’s perfect. I mean anybody here been upset at all this week even one time What if I called you during that time? You know something hello. You know what I mean. It’s like what’s going on I’d run on down to I got word some chick-fil-a and I got my order wrong and just you know I’m just like you just you know so people have emotions that they’re bringing to the phone right away. Now is it possible, is it possible in your mind to change somebody’s emotional state? Do we believe it is? Because you know 95% of the world does not. I just want to throw that out there for you. So if you do, it’s like a weird thing. Do you believe you can fix someone’s emotional state? Do you really do it? Yes. So as an example, you have the misfortune of riding in a car with me. The other day, one of our videographers, Birdman, was doing this, and I tried to pass a semi on the shoulder on the right side in the rain. Yeah, bad deal. And I started laughing at myself because it was such an aggressive move. Like, why would I do that? But you know, when you do that, you always generate some sort of hand gesture. I’m just telling you, if you’re with me in the car, you’re going to get a honk, you’re going to get hand gestures, you’re going to get unbelievable signs of… People just… It’s awesome. So, I can affect somebody, I can get anybody upset pretty quickly within like a 10 minute drive just by the crazy things I do while driving. I’m just being honest with you, if you get in a race with me, you’ll know I just, that’s bad. But we can also affect people positively, can’t we? So real quick, just throw it out, just kind of close your eyes for a second, close your eyes, marinate. When you walked into the room today, did you say, oh man, I’m tired, holy crap, it’s Saturday, or did you say, man, I’m excited, I want to be here. Did you look like somebody that, you know, someone would want to work with and train and hire, or did you look like, holy crap, I guess I have to be here, and oh man, all right, think about that for a second. So, kind of open your eyes for a second, just think about that though, right? I mean, you guys, like, the way that you project yourself, it definitely affects the emotional state of others. Does that make sense? So when you walk in here, why are we listening to Marvin Gaye? Well, one, Marvin Gaye is awesome, but two, I want to create a certain energy. So I want you guys to know I’ve been up since three o’clock this morning. Why? Because I want to get my mojo going before I see you. Make sense? So it’s huge, it’s huge, okay? So we have to adjust the emotional state. Now also we’re dealing with prejudice, natural. Some people hate white people, hate black people, hate women, hate men, hate people from India, hate people. There’s all sorts of prejudices, right? Then, and then, and then, is there racism? Is there reverse racism? Is there sexism? Is there reverse sexism? Is there women who don’t like guys? Is there black people who don’t like white people? Is there white people who don’t like black people? Is there people who think that they’re not racist but they really are? I mean, yes. Why? Because it’s humans. Now, we teach within the walls of college that you shouldn’t be racist, but yet people still are. You teach you shouldn’t judge people, but we still do. And so, all of us do. So let’s do an example. If you’re at the mall, and let’s just pretend that there’s some of the opposite sex that looks like they were sleeping Under the under the the trash area the trash receptacle in front of them behind them all it looked like they were sleeping Back there, and now they’re just strolling them all you’ve been to the mall Remember the last time you were at the mall a group of dudes walked by and they smell like a serious amount of weed Are you likely to talk to them or not? I mean does it affect you at all or are you just totally not without prejudice? Because maybe they just were raised in a certain environment where their parent does that and they’re trying to be a good human But you just we won’t even want to talk right so when you call people I’m telling you when you’re called What is the only prejudice that somebody can have when you call them on this campaign or do any kind of sales? We were talking about the phone. What’s the prejudice they’re going to have immediately? Do you sound like a… A bum. A cold caller. A cold caller. If you sound like a cold caller, that’s what I want you to write that down. You cannot sound like a cold caller. That is the number one sin of this campaign. And I’m not super aware of all the biblical things, but there’s the Ten Commandments. I think there was an eleventh, but it like it… Like they were trying to chisel it in, it broke the tablet and it just missed it. But the 11th is don’t sell like a cold collar. Just don’t, do not do it. If you sell like a cold collar, I mean, I promise you, you’ll have like a rough campaign. You’ll look like a staple gun for your forehead or something, you just, you know, it’ll be a good situation. Your dreams will go to, I don’t know, Okmulgee if you can’t sell. They’ll go down the highway to Okmulgee. If they don’t, you know, so Oak. Now Oak, and no offense to people who might, you know, be in Okmulgee. But that’s where it’s gonna go. If you’ve got a big old dream and you can’t sell, it’s just a bad deal. It’s just not gonna happen. So we’re gonna go through the board. We’re gonna talk about kinda call slash sales center 101. Now we’re gonna lay this all out. Oh yeah, oh yeah, boom. And in jazz hands, I’m gonna allow you to move a little bit so I can see your incredible face, because your incredible face is why I came here today. Okay, so these are all the things you need to make a call center. And I want you guys to jot these down. You’re like, you want me to jot all this down? Yes. Why? Because, does anybody here have any aspirations at any point in your life to own a business, or am I the only one who cares? Anybody care? You do? Okay, you, you? Okay, well jot this stuff down, because you understand that like, when I go to work for Maytag, or O’Reilly’s, or Hewlett-Packard, or whatever, I will charge people like $20,000 for this. This right here, I will charge people 20 grand, and they will pay me 20 grand for this. So I’m showing you exactly, so we’re gonna go through it, we’re gonna go through one at a time, so you don’t have to feel like your brain’s gonna explode, but if you run out of paper, we’re gonna raid the printer here. I’m not gonna ask for permission. I’ll just ask for forgiveness because that’s the entrepreneurship way. Okay, so building a sales center call center from the ground up, okay? From the ground up. So let’s look at it. The stuff we need, we need stuff. One, pledge slash sales card. Now, what if we change this to say building a job recruitment center. So you’re trying to find a job. Let’s just pretend for a second you’re using this system to try to find a job after college. This system will work. Let’s say that you were trying to… anybody here have a product idea? Anybody here have this idea for a product at some point or a business? A certain kind of business? So if you’re going to try to raise investor money, let’s say this could be the same system. You could say this is a thing called a lead sheet. It’s where you document the people you’re talking to. If you talk to Bob, I mean if you make 100 calls a day, is it likely you’re gonna talk to a ton of people and you’ll probably forget what you talked about? So, you need to write it down, okay? The second is a call log. Does anybody here know why we need a call log? Other than just it’s a fun word, it’s two syllables, I love those syllables. Anybody? What do you think? Bueller? Miranda? What do you think, Miranda? Why do we need a call log? Because you cannot manage, you cannot manage unless you can measure. Oh, that’s an epiphany right there, that makes me wanna cry. You can’t manage unless you can measure. Next is a script. Why do you need a script? Why do you need like a plan? Why can’t you just get on the phone and say whatever the heck you want to do? Is it possible that I’ve maybe done this so much that maybe I found what works? But the reason we’re going to do the script is because if you’re shooting from the hip, you will bomb. It will blow up. Your pie will taste like cow pies. I mean, I’ve never had a cow pie, but if I did, I would believe that it would taste like hell. Okay, so anyway, moving on. So, four, you want a list of ideal and likely buyers. If we’re going to raise money for a call campaign from alumni, who should we call? Successful alumni. Okay, come on, now we’re talking. So you said alumni, and then we cut it back a little more. So we started with this big, huge, like we said first, the funnel, let’s call alumni. That’s a big idea. But if we’re gonna raise money from alumni, we should call alumni. Now this, by the way, doesn’t happen. That kind of genius does not happen in 90% of the businesses I’ve met. No, I’m being real. Being real. Example, there’s fitness businesses out there who are like, I’m going to just do a mass, I’m going to do TV commercials. Why would you do a TV commercial that reaches the whole city when only like 10% of the city could afford your services? If you have a $600 a month personal training service, does it even make sense to buy ads? I mean, no matter how many ads they run, would you be willing to pay $1,200 a month for personal training? But there is some people who would. So let’s just market to those people, right? So we say alumni first, but then we get into, you said alumni who are, oh man, I’m gonna say people who’ve given $100 or more. You gotta write that down, because that’s who we’re calling right now. Oh man, I’m starting to get excited, and that’s because I have a disorder, but I love entrepreneurship, and I love sales. That’s the thing, do you guys get it? We’re only gonna call people who’ve given a hundred or more what? I’m going crazy back here. So they have a camera. Okay, the thing is it’s nuts. It’s unbelievable We’re gonna call people who’ve given money before This is like a treasure trove of awesomeness. This is the sort of like this is mana, but like flavored mana It’s like with frosting and it doesn’t make you fat. That’s the kind of man it is. It’s like ice cream with no calories, no side effects. I don’t understand it. I can eat as much as I want and it gives me six pack abs. That’s what this is. This is sick. This is swine flu. This is, oh, it’s so sick. Oh, this is so, it’s so awesome. Do you realize that if you could have a list of people that paid for financial consulting services in the past and you’re calling them, That is awesome. Whoa. If you’re calling, we’ll switch back to him just because I think it’s super bitter. If you’re going to call people who have a net worth of over a million dollars, they’re called accredited investors. And by the way, you can buy lists of these people. You called only accredited investors. Don’t you think you have a higher probability of raising money? So I have a meeting scheduled in November where I’m going to be presenting to 35 guys of a net worth of over two three million dollars. Don’t you think that’s a pretty good group of people to talk to about raising money? Now I don’t know about you, but some families, I mean you know families I’ve been to and families I’ve been in, you like hey you want to invest like seven bucks? I’ll do seven bucks. I mean how much interest am I getting? You know don’t cash this right now but here’s seven bucks. You know so it doesn’t matter how motivated we were what if my presentation is slick? It still doesn’t matter. There’s no money there, right? Right? We’re calling people who’ve given to ORU in the past. And if somebody’s given money to ORU in the past, does it mean that they potentially might want to do it again? Oh man, I’m gonna cry. Now, next, we have something, point number five, we have something that humans want to buy that provides a solution to a problem. Marinate on that for a second. So here’s the thing. I don’t know what we’re talking about anymore, but the thing is it’s something that humans want to buy that provides a solution to a problem. If you’re selling something that no one wants, it doesn’t matter how awesome you are at sales, people don’t want it. Have you guys ever bought an organic avocado? Have you ever bought anything organic? Banana. Banana? Do you care if it’s organic? Who here does care? Do you care? Do you care? Do you care? Wait till you’re 40. Didn’t we care? Okay, so this is funny. So now, even though I might have an organic sticker on something, if I’m not an ideal and likely buyer, college students are not the top organic buyers. But if we’re selling to people who are in their 40s who are fighting age and they’re like I just want to get younger I want to keep my… your mom right? Organic. I almost guarantee it’s organic right? Yeah organic right that’s what happens. So I’m just telling you we got to sell a product to people who have the ideal and likely you know they are ideal and likely to buy it but also you have to a problem that provides a solution. So the solution for college kids, they don’t even care if it’s organic. They want it to be cheap. So what is the alumni… I mean, what kind of… If you’ve given money to a college before, what could be your motivating factors? And I want you to write these down as we think about them. What are the possible solutions that we’re providing for someone? I mean, how could somebody donating money… You don’t get anything when you donate, you just… What kind of things do they get? And I thought we had said, and maybe I’m wrong, but I thought we had said that, well, Dale Carnegie had said, he says, we’re dealing with creatures of emotion. Oh, man. So logically, it didn’t make sense. So people have this emotional need to feel good. Oh no. Oh no. Because we’re about ready to just have a bam. Okay. So what happens is, is that if you’re talking to someone on a call campaign, you’re seeking a donation, the one thing that they want to feel is they want to feel good. So you know what? Stay on the freaking phone as long as possible and build a connection. Are you feeling me? Stay on the phone as long as possible and build a connection. In fact, give them this infection of this thing called stay on the phone. Build a relationship. Let’s switch for a second and say you had an accounting service and somebody’s wanting to really Help financially plan their future. They want to feel secure. Do you want like a rush them through that meeting? Probably not right, but so many of us were trying to like raise a bunch of money that we’re just gonna rush through the call No, not us. No, so what people want on this campaign is to feel good But you have to focus on whenever you sell a product What is the solution people want at the end of the day, the shake weight, people want to lose weight. Right. The reason why 40 year olds buy organic is because they want to live longer. Yeah, be healthier, right? The reason why we’re gonna raise money is because these people want to feel good about what? What do they want to feel good about? They want to feel good that this school is gonna help reach another generation and teach them the merits of spirit, mind, body. Now what do we call, we changed it a little bit, it’s called now, the whole person. But you wanna, we want, these people wanna feel good that I’m giving money back to a school that changed my life to help somebody else. Hence why I’m here. So when someone asks you, how are you doing? Do not say, I’m doing good. The reason for my call is, don’t say that. That’s forbidden. Are you hearing me? So when someone says, how are you doing? So you’re going to call them. Hey, this is such a, how are you today? And they’ll say, fine. They’ll say, how are you, Nick? Do not say I’m doing great. The reason for my call is, right? Have you ever had somebody in your life who does that stuff to you? You say, how are you? Fine. Hey, I was going to see if I could borrow your car. You ever had that happen? Yeah. How does it make you feel? Okay. So when they say, how are you doing? You’re going to say, I’m doing awesome. You know, this campus, the enrollments, headed up here. We have a new student center that’s rocking. I got up this morning before I wanted to. I got this crazy guy yelling at me all day. And it’s a weird deal. I feel this weird, it’s good, bad, it’s like a tornado. But they’re going to be like, really? Yeah, I live in Claudius. You do? Really? Yeah, well, how do you like it? It’s awesome. They got like a, they actually put new carpet in really input. I had 20 they have the nasty carbon for 20 years They put a new carpet. What’s it like over there? They’re ducks. Oh, yeah, there’s ducks everywhere. They’re breeding. That’s crazy. There’s squirrels I saw a squirrel this morning, you know Okay. All right. They need a computer with Excel anybody here not know how to use Excel Mmm nobody we’re all good computer with Excel why we need a computer with Excel? So we can keep track of who we’re calling. Now not this campaign, but a couple campaigns ago I had one man, he’s like, is there any way I could just print off my list and I’ve got my own thing I’d like to do? No. I’m going to give you this little quotable, little quotable. If it’s not scalable, scalable, if it’s not scalable, you can write however you want, scalable, meaning you can do it over and over and over. scalable and duplicatable, it’s not worth doing. Okay, so I’m not gonna like do something, not gonna be like, yeah, well, Miranda, and he just has this inner desire to call using the random call method. So we’re all gonna be calling East Coast, but he’s just gonna call whoever he feels anointed and appointed to call. No, I’m not gonna have a talent show of who has the most spiritual connection to who to call and I’m not going to do dartboard technology, I’m not going to do, we’re just all going to, okay, now phone. Oh, this is an offensive thing. But there’s a high probability, I want you to write this down, there’s a high probability that nobody wants to call you today to pay you. High probability that no one wants to call and pay you. Now, why am I saying this? Have you ever been to a business here? Have you had a family member that you know who has a business who has been waiting for years for the phone to ring? So, let’s think about it for a second. So the phone, no one’s gonna call you and tell you, hey, Nick, your idea is so awesome, I want to invest in it. It’s not going to happen. Another example. Sylvester Stallone. You guys know that guy? You know, he’s the Rocky guy? You know, he pitched that movie over and over and over and over and over and over. Just Google how many times he pitched the movie before he got the deal. It’s unbelievable. I mean, that’s the sort of persistence that you have to have. So I’m going to give this to you, because I want you to write this down, okay? Think about this for a second. I want you to write this down. It’s huge. Okay? Success is a choice, but you have to choose to not stop until you succeed. Does that make sense? Success is a choice, but you have to choose to not stop until you succeed. I hope that’s making sense. You have to choose to not stop until you succeed. You know what I’m saying? And no one has these talks with you guys, so I’m having it with you, okay? So it’s big. Now, Red Bull, coffee, or natural enthusiasm? So what do we need? Why? I don’t know. Some people just, do not yawn on my floor again. Whoever you are, stop it. Whatever that is, don’t yawn. To me, yawning is like, it’s like reverse enthusiasm. It’s contagious. So just pretend like if you’re yawning, just like. And then just make sure we don’t make eye contact. But don’t do it, okay? It’s weakness leaving the body, I can’t handle it. You’ll never see me yawn. And if I do, I’m like, I’ll actually slap myself, okay? So, Red Bull, coffee, natural enthusiasm, whatever you have to do, but come here ready to go So don’t tell me you’re tired because I’ve always sleep less than you Okay, don’t tell me that you’re going through some crap because I’m probably going through as much as you or worse So just let’s just move let’s put that aside realize we’re here. It’s showtime. Okay next thing receipt When somebody buys something they don’t want a receipt Yes, let’s say that you were trying to raise investment dollars. They probably don’t want a receipt, but they’re going to need a contract. They’re probably going to need a proposal, or an offer sheet, or a contract, or an invoice. I’m just encouraging you to write this down. So now we have payment, a payment portal. You know when you take someone’s payment, you can’t sound weird. Just throw that out there. You can’t be like, so we’d raise money, you can’t be like, so do you want to pay? Doesn’t that sound weird? Okay, we have to know how to close. So, how we’re going to close is we’re going to say, Alright, well do you want to do it on a debit card or a credit card? Credit card. Okay, great. Let me type it in here and I’ll send you a receipt. That’s how you do it. When you have your accounting service, you’re going to go, Alright, well did you want to go ahead and set up today on debit card or check? How do you want to do it? You’re not going to be like, did you want to go ahead and pay? You ever been into a restaurant with waiters like, are you sure you want to eat here? Hi, welcome to this, you know, Italian restaurant. Do you want to eat here? I guess, right? You ever had a waiter who kind of asks for dessert in a weak apologizing way? Have you ever had it happen? It happens to me all the time. Would you, do you guys save any room for dessert? Maybe? Maybe? Okay. Right? Or they’ll be like, you’re probably stuffed, but did you save any room for dessert? You know? Now, here’s a waiter who gets me every time. This guy works up there at Russo’s, 91st and Yale. This guy gets me every time. He is the cause of my weight gain. But this guy, he says, hey guys, tonight we have a house special. It’s the yada yada. Oh my gosh, people love it. Let me get one for you. If you don’t like it, it’s on the house. How do you say no to the guy? You’re like, fine, we’ll just eat another, you know. Like 7,000 calories a night, you go there, okay. Okay, so moving on, right? So point 11, the whiteboard. Why do we have a whiteboard? Well, and why do we have to have old and reliable markers? I don’t know, but every time I come up here, I get markers that I think progressively get older. Look at this packaging. This is like from 1922. This is like, this was actually, this was something Moses carried around with him. He was like, we got to start writing stuff down guys. And they’re like, well, we got these markers. So I’ve got these old reliable markers. No, but you need markers. And the reason why is because, oh, you’re going to have a question. You’re going to have an issue. And every hour we’re going to break for about ten minutes, and any of the issues that you have, we’re going to answer them all at one time. And why is it important that you always answer all the questions at one time? You ever heard of a thing called FAQs? Frequently Asked Questions. Boom! We deal with them at one time, it’s faster. Cool? So real quick, if you’re trying to raise money, you’re going to notice there’s these things called FAQs. Yeah, and then if you’re trying to start your business, you’re going to find a thing called FA. So you just write them down. And you figure out everyone asks this question, I might as well make an answer for it. Right. That’s crazy. Okay, moving on. 12. in the loops. Why do we have to mail something this great digital age? Why do we have to mail? Why did? Why do we even have to have someone on our team who mails? Couldn’t Stephanie just email everybody? Why does she have to mail something? Does it make that tangible connection getting the mail? You ever opened up mail and you have it? Who here’s ever got a love letter from someone of the opposite sex before? Or a letter that at least says something nice? Come on. No? You guys like texting each other over a breakup? You’ve probably already done that. Bunch of millennial jerks, right? Just texting their breakups, right? Point is, old school, you broke up on parchment. No, I’m just kidding. The thing is, is that you guys want to have a personal touch, okay? If you handwrite something and say thank you for giving or if you sign under mail at all, it just feels better, doesn’t it? And remember, why are people donating? Because they want to… Yeah, okay? So don’t get all worked up. Why are we having envelopes? Now, we need a printer. Why do we need a printer? To print stuff that goes in envelopes, right? Why am I making this list? Because nobody does this. I go in small businesses all across the country. I’m not kidding. They hire me, they see me at a seminar, they’re like, I need to hire you. I go in, I’m like, do you have any printers? No, okay, can you get one? I don’t know if we need it. Okay Right. Okay. Next thing merit-based pay. Aha, this is offensive because we’re getting kind of socialist as a country of merit-based pay. I’m gonna give one of you guys a thousand dollar scholarship. Okay, so whoever raises the most money on this is gonna get a thousand dollars. Okay towards your student loans. I know it feels like it’s taking luggage off the Titanic because you’re paying 30, how much is it? 30 million a year? How much is it again? 30? 35,000. Ah! That one here was like 17. I was angry. Okay, so $1,000 scholarship, okay? And then every night, whoever does the best, whoever raises the most, I’m gonna give you $50 each night. So we’ll, and at the end we’ll get, so if you’re the top dog Christian every night. I think we’re here What six nights? So how much can he make if he kills it every night? And kill in my world is a good thing You know kill it’s like the new to the future of it’s like the word sick. It’s a good thing I have a problem okay, but kill it’s good thing so you can make $300 of cash in addition to what you get paid I’ll write you a check cool now. What if you’re like I’m not gonna I’m not gonna do that then you’re gonna get paid less. Why? You mean you pay people less who do worse? Yeah, ha ha, ha ha. This is for some reason offensive in America right now, I don’t know what it is, but there’s people who should make a lot more than other people based on productivity. So as you have these big goals and things you wanna do, somebody’s gonna work harder than the other person. I’m just being honest, this is what happened with Teslin. I got here and I noticed that she was here on the phone calling before other people by like 30 minutes sometimes. And she was like, I’m getting that money. I’m getting that money, I need that money. That’s what I need, and bam, right? So I’m telling you, in my office, I don’t put like a bar on the door. I’m like, you can’t come in before. But the thing is, if you want to become successful you can’t put limits on what you’re willing to do Okay. Now I’m gonna I’m gonna throw it out for you. I love you guys. I’m trying to help you. Okay, and if I wasn’t Truly in it to win it We would just be talking about just the call script and we’d be on the phone and you’re like, why would you are? Cuz none of this matters. It’s like hollow Have you ever had an Easter egg where you expected you expected to get the Easter Bunny you expected to get a chocolate Easter bunny, you expected, and you bit into it, and you’re like, whoa, this thing’s hollow. That’s how success will be if you don’t learn this stuff. Okay? What we’re gonna talk about now is now we know all the stuff we need, right? Now we need to talk about the people we need and the roles they play, and then we’re gonna get into the script itself, okay? So here we go. The people. You need a trainer, that’s one, you need a trainer to run this call campaign, to run a, now, if you’re starting your own business and you’re just treating it like an army of one, by the way, almost every business starts with an army of one. And Richard Branson’s book explains how he started a call center. Some of these guys have read it, it’s awesome. But he basically, he and a bunch of students started a newspaper called The Student. And he was dyslexic and couldn’t write, but he started selling ads to Lloyd’s of London and they got Mick Jagger booked as an interview. These were selling ads to the biggest banks in the world having never actually made a publication yet. They were selling ads in a newspaper that didn’t exist. Awesome, okay, so here we go. So the thing is, you can do this, whether it’s a team of one or two, but you need to have somebody who is a trader, or they could be a Viking or a life coach. But what does this person have to do? One, they have to be like your accountability partner. Okay, so I’m just telling you, if you start a business, so Christian, you start that business, all you need is you and yourself, but it might be good to have you and a dude, or you and a lady, you’re calling, but one of you has to be the accountability person. What does accountability mean? I have to set the pace. My job is to make sure that I set the pace and the entire time a phone is in our face. That’s what I have to do. Cool? All right, so most people put their emotions, check out this word, this is a fun word. Most people put their emotion in front of the motion. They can’t do anything because they’re so emotional. You know, I don’t want to make calls. Someone just yelled at me. Somebody just hung up on me. I don’t feel like my phone won’t work. I have bad numbers. Oh gosh. My job is that we don’t, we didn’t do it, we weren’t done there. So some of you are going to call, you’re going to be like, everyone I call, it’s the wrong number and I’m going to say, I know, that was the list that I magically made to make your life horrible. And you’ll be like, that was not encouraging at all. And I’m like, I know, because I’m your accountability partner and I care not about your emotional state. Okay, second thing, coach. A coach, their job is to help make you the best you can be, not the easiest you can be. It’s not the easiest you can be, but the best you can be. So anybody here ever lifted weights before and got sore? Obviously, right? You work out, you get sore. If your goal is to not be sore, like, have you ever seen those commercials for the impact? No impact. Shake weight. Does it work? No. Anybody here ever studied like a boss to really pass a test? I mean, you studied and it was tough. But you kind of learn more usually when you’re pushing yourself. I’m just telling you, the pain, you know, is always the prerequisite to the gain. Okay? The pain before the gain. So just deal with that, okay? And then numbers. I’m going to make sure that we’re making our numbers. So I want you to write this down. Everybody here has to make 100 calls a night. 100 calls a night. 100 calls a night. Oh yeah! Here’s the deal. 100 calls a night, that can happen in five hours. In five hours, a typical C-minus caller can make 100 calls in five hours. Now us, we are Spartans. We are a rare breed. We are people who’ve never made calls before, except for you. We are people who don’t have our own bias, we haven’t formed a union yet, we haven’t you know come up with a list of reasons why we can’t do it. So I believe we can make a hundred and fifty and four and a half. Cool? But there are call centers all across America where people like they’re like we can just get everyone to make 40 calls tonight we’re just gonna be happy. I’m not gonna do that. I had a DJ company I started out of my dorm room, true story, I’d come back from my humanities class. True story guys, I was up in floor four, EMR North. Bam, right in there, okay? I would come in there and I would pick up the phone and I would call in between my classes. I’d have like an hour break in between classes. And in an hour I could call like 30 companies and usually get one appointment set. Then I go to my next class, come back, call, 30 calls, boom, boom, and I was highly motivated and so therefore I could do it. We can absolutely, we gotta have numbers. So real quick, I’m looking for 150 calls a night. Now you know what? If you guys do your best, I promise you, it’ll all work out. But I will never yell at you. I’m not gonna attack your character. I’m not gonna, if you just try the best you can do, if you just put your best effort, I will do nothing but encourage you and help you. But if you don’t put your best effort, if you’re giving that 98% stuff that, you know, we’re saving some for later stuff, then I’m going to be all over you. Okay, so we got to just make 150 calls a night. I know you can do it. Okay, so callers. Okay, moving on to callers. We need callers. Who’s that? You. Okay, now, what do you need to be a good caller? Well, a pulse. Okay, so we need a pulse. I’m going to write that in. A lot of times I think, you know, we overcomplicate this. We need a pulse, and then the second, we need diligence. And diligence, the word diligence, if we’re busting out Webster’s Dictionary, means what? The steady application of effort. Okay? Diligence is the steady application of? Effort. Diligence is the steady application of what? Effort. The boom, right there, it is. Boom. Okay? Steady application of? Effort. Okay, real quick, there’s this word boom I use all the time. I’m going to add a little boom, a little boom here. It’s okay, don’t freak out. Boom. Boom stands for, I’m going to give it to you, you can write it down, big, overwhelming, optimistic momentum. Boom. Big, overwhelming, optimistic momentum. If you call people with a little boom, you’ll win. Okay? Got to bring the boom. Boom. Awesome. Okay? So, collars, pulse, diligence, boom. Coachable. It’ll be coachable. What does that mean to be coachable? There’s a question I need you to start asking, by the way, even if you never see me again, let’s see the other way out of here. I like get fascinated by looking at a squirrel, and I’m like, that’s a squirrel, and I just get hit by a truck. That’s okay, because you’ll still have this written down somewhere. Okay? You want to ask yourself, you want to seek criticism, not praise. You want to seek the criticism, not the praise. The question you should ask me all the time is how can I get better? Don’t tell me why you’re not doing well, tell me how you can get better. Ask me, how can I get better? Does that make sense? Don’t justify why we’re doing whatever. There’s one girl on our last campaign that was awesome. Awesome. And I’m just like, you can do better. She’s like, I can’t do better. I’m ahead. I’m like, I know you can do better. She can’t. I pull her aside. Listen, you know, don’t tell me that you can’t do better. I know you can. Okay. But you can’t, just because you’re like, just because you’re the easily, it’s easy for you. It doesn’t mean you’re like, you can’t get better. You gotta ask, how can I get better? That’s the question we ask. Okay. All right. The ability to speak. That’s huge. I know it seems like I’m joking around, but I’m not. You do need to speak articulately because people do judge you by the words you use. You know, you don’t hear a lot of pilots, you know, going air traffic control, what up? What up, air traffic control? You know, you know, they’re not doing a lot of that. You know, I said, you know, there are a lot of people, all air traffic control saying, go ahead, go ahead, pilot, tell us your altitude. And he’s like, well, what had happened was I was just like, no. And then I’m like, whoa. And now I’m like, you know, like what? They have a language. They speak a certain way. It’s like you got to articulate yourself. So we can’t use just a whole lot of slang on this phone call because people will judge us. OK, also, you got to show up on time. I have no patience for not being here on time. Cool? I just got to be here on time. Okay? On time, on time, on time. Don’t tell me that you live a long way from here. Don’t tell me it was raining. Don’t tell me how. I don’t care. Just find a way. You know, whatever those series of events you need to do. One girl last campaign, she mentioned how like, you know what happened was, I just, I don’t want to get into like, you know, to try to show you how to do your hair better, faster. I don’t want to thorn about, you know, life tips and your roommate. Just get here. OK, OK. Now, the third is we need an administrative assistant. Why do we need to have Big Red? Are you back? Well, all right. Why do we need Big Red and Stephanie? Why do we need Big Red and Stephanie? Why can’t we just call a bunch of people, write a bunch of crap down on stuff and just throw it in a box and leave? Why do we have to have an administrative assistant? What’s the point? Keep organized. Oh man. Now what most entrepreneurs I know are a bunch of cowboys. Not writing stuff down, just selling crap. Stuff’s blowing up everywhere. I’m just serious. They’re just like, whatever, you know, just did you get a receipt for that? Whatever. You go into a sales room, most sales guys, like you, I’m telling you, they’re just like, did you get a receipt on that? Whatever, you know, it’s whatever. Our photography business, I’m constantly talking to the salespeople. I’m like, hey, what did you sell there? Did you check the boxes? What did the bride buy? Two photographers or one? Prints or no prints? What time are we gonna get there? I mean, I’m not sure. Well, call them back. Well, why? The details matter, okay? We gotta have that, okay? So we got to mail people receipts, we have to log the payments, and we have to keep America caffeinated. So Big Red, it’s a civic duty to help keep us caffeinated. Amen. Okay? So we gotta keep the energy going, gotta keep the enthusiasm going, okay? Everybody clear on that? The rules? Go ahead, let’s put 10 minutes on the clock, and let’s see how far you can get into it, okay? Go for it. Alright JT, so hypothetically, in your mind, what is the purpose of having a business? Um, to get you to your goals. So it’s a vehicle to get you to your destination. And would, uh, you need profits to get there? I mean, when you have a business that’s successful, in your mind, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a 15 million dollar business, but you have $15 million in expenses, it’s kind of pointless. Holy crap! All right, so the question I would have here for you, if you could take like, I don’t know, 10 minutes or less and see if you could save $3,000 a year by reducing your credit card fees, would you do it? Yes, absolutely. Holy crap! Why would somebody out there who’s listening right now, who has a sane mind, why would they not go to Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card to schedule a ten minute consultation to see if they can reduce their credit card fees by at least three thousand bucks a year. Why would they not do it? Yeah, why would they not do it? Maybe because they didn’t understand how you said the website. This tree is a symbol of the spirit of the Griswold family Christmas. Now that’s clear, okay, so that can be true. So I encourage everybody to check out Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card What would be another reason why someone would not be willing to take ten minutes to compare rates to see if they could save three thousand dollars or more on credit card fees? Maybe they think it is a waste of time and that it won’t, it’s not possible. There’s somebody out there that’s making more than $3,000 every 10 minutes, and they’re like nah, that’s not worth my time Probably some someone out there, okay, we think that well I’ll just tell you folks if you’re out there today, and you’re making less than $3,000 per 10 minutes I would highly recommend that you go to thrive timeshare.com forward slash credit dash hard it because you can compare rates you can save money and you know the big the big goal in my opinion of building a business is to create time freedom and financial freedom in order to do that you have to maximize your profits holy crap now one way to maximize your profits is to increase your revenue another way to do it is to decrease your expenses It’s a profit deal. It takes the pressure off. JT, is there any other reason why somebody would not be willing to take 10 minutes to compare rates to see if they could save a total of $3,000 a year on average? I am at a loss and I cannot think of any other. Shampoo is better. I go on first and clean the hair. Conditioner is better. I leave the hair silky and smooth. Oh really fool, really. Stop looking at me swan. Let me tell you a good story here real quick. I actually years ago compared rates with this company here called IPS, it’s Integrated Payment Services and I scheduled a consultation, I don’t know if I was skeptical, I just thought whatever I’ll take 10 minutes, I’ll compare rates. I can’t tell, you can tell me I’m a doctor no I mean I’m just not sure, but can’t you take a guess? well, not for another two hours you can’t take a guess for another two hours? And in my case in my case, my particular case, I save over $20,000 a year. Holy crap! Wow. Which is like groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great. Okay. Oh, God. Everything okay, ma’am? It’s just that you’ve only scanned a few items and it’s already 60 bucks. I’m so scared. Okay. I’m a trained professional ma’am I’ve scanned a lot of groceries. I need you to stay with me It’s just that my in-laws are in town and they want a charcuterie board. This isn’t gonna be easy So I need you to be brave. All right. What’s your name? Patricia? Patricia. All right. I need you to take a deep breath We’re about to do the cheese. You know, that’s the difference between eating organic and not organic So because my wife eats organic I had to take the 10 minutes needed to compare rates to save the $20,000 a year on credit card fees Just for one of my companies one question What’s the brand name the clock the brand name of the clock Rod? We have a name of the clock It’s an elegant from Ridgeway. It’s from Ridgeway Let Let By the clock and sell the fireplace I encourage everybody out there go to thrive time should I comport credit dash card. You schedule a free consultation, request information, a member of our team will call you, they’ll schedule a free consultation. It should take you ten minutes or less, and they’re going to compare rates and see if they can’t save you more than $3,000 a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money, because at the end of the day, at the end of the day, the goal of the business is to create time freedom and financial freedom. And in order to do that, you need to create additional profits. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. We have been working with Thrive for business coaching for almost a year now. Yeah. So what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts, and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, you know, asking our customers for reviews. And now we’re the highest rated and most reviewed Pest and Lawn company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411 percent. Okay, so 411 percent we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85 percent, and that’s largely due to, first of all, our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process, and that has obviously… the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible. But the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists. Everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success. But that, like, is of the diligence and consistency in doing those, and that system has really, really been a big blessing in our lives. And also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Riot, we were basically stuck. Really no new growth with our business. And we were in a rut. And we didn’t know. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, and they taught us those systems. They taught us the knowledge that we needed in order to succeed. Now it’s been a grind. Absolutely, it’s been a grind this last year. But we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut. Thrive helped us get out of that rut. And if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So, we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients in the same month. And overall, our average is running about 40 to 42 percent increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crockrell, 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 any work from about 160 companies. He’s at the top. He has a team of business coaches, videographers, graphic designers, and web developers. They run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. In the weekly, he’s running 160 companies. Every 6 to 8 weeks, he’s doing Reawaken America tours. Every 6 to 8 weeks, he’s also doing business conferences where 200 people show up. He teaches people a 13-step proven system that he’s done and worked with billionaires, helping them grow their companies. I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, organizing everything in their head to building into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay 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. That’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. Clay has been an amazing business coach. Through the course of that, we became friends. I was really most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it, I’m going to turn it down because he knew it was going to harm the common good of people in the long run and the guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right and anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I’ve gotten nervous or worried about how to run the company or, you know, navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. This is our old house, right? This is where we used to live 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 ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you times a thousand. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it. We go back eight years ago. Think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to our call. Okay, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it’s up and down roller coaster. And so now we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so, I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. I didn’t. Without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100. As a percentage what is that? I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked with you. So we’ve been good friends 7-8 years and I’ve got doubled five times. Which is just incredible. I mean, the first time you do it, that’s one thing, but when you do it repeatedly, I mean, that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down Clay. That’s when I came to you as I was going up and down and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well, I tell you, you know, it’s, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. Right. And the best executives, Peter Drucker is a father of modern management, he said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. So with a script here, we have a brand new gal that just came in working for us. She nailed down the script, and she’s been nailing down appointments. Usually we try to get one appointment for every hundred calls. We make two to three hundred calls a day per rep. Right. And she’s been nailing down five and eight appointments a day. Somebody out there’s having a hard time. On that script! So she’s making how many calls a day? She’s making between two and three hundred calls a day. And our relationship is weird in that we do… If someone were to buy an Apple computer today, or let’s say about a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I basically make the systems, and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected. I think it was in the year 2000 and, what was it, maybe 2010? Is that right? 2011 maybe? Or maybe further down the road, maybe 2013? 2012. Okay, so 2012. And at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we meet? What was the first interaction or some interaction where you and I first connected? I just remember that somehow you and I went to hideaway pizza. But you remember when we first reconnected? Yeah. Well, we had that speaking thing that. Oh, there was. So it’s Victory Christian Center. I was speaking there. My name is Robert Redmond. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help, you know, direct my life to get some mentorship. But I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. The experience working here has, to put it real plainly, has been just life-changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe, wherever I end up, will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say almost everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn. I have learned a lot in those different categories. And then again, the mindset that I’ve gained has been huge. You know, working here, you can’t be a mediocre person. You are a call to a higher standard of excellence, and then as you’re called to that standard here, you begin to see those outcomes in every area of your life. Marshall in the group interview talks about how the best fits for this organization are the people that are goal oriented. So they’re on their own trajectory and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship that as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I’d say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is unique in that I don’t know if there’s anyone else that can be as passionate. Whenever a business starts working with Clay, Clay is running that business in the sense that he has something at stake. He’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. He’s sending people encouraging messages. You can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that want to get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people. In short, anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time, the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks, he gives you a wealth of knowledge that you don’t want to miss. I remember the first time that I met Clay, I literally carried a notebook with me all around. I was looking at this notebook the other day, actually. I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about about three or four months just from being around Clay, following him, and learning from him. And then I would say come coachable. Be open to learning and adjusting parts about you that need to be adjusted.