Entrepreneur | Part 1 – Cold Calling Super Moves

Audio Transcription

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. When you’re doing any kind of sales, never seek for them to understand you. Seek to understand them. Ever. And by the way, just in life, if you want to ever win a debate don’t just try to let but don’t try to like convince people that your point is right try to find out why their point is right and I’m telling you they’re gonna like you more so if they’re like I’m just not happy with school you’re like well I hey I want to know what what happened well I’ll tell you what happened it please do right what and then they’re not you like I’m sorry it’s not you I just I’m telling you that’s how you do it okay so just let’s seek to understand not for them to understand you. Other stuff. Don’t sound like a cold caller. Oh man, so I’m going to go through the rules here on this cold calling and I’m going to try to help you. Don’t get upset, nobody cry, please nobody go. You’re attacking me. I’m just trying to help you. You sound like you’re reading. So the only way to sound like you’re not reading is to really be cognitively aware of it. Because if you sound like you’re reading, then I am immediately no longer listening to what you’re saying, and I’m trying to figure out why you’re calling me. Okay? So if people are telling you, hey, I really don’t want to give you feedback, it’s been a long time since I’ve been here, it’s usually a direct result if they’re not believing that you’re actually calling to get their feedback. Does that make sense? So example of someone on the phone who’s been doing great. I’ve listened to Caleb Taylor on the phone, and he sounds like he is sincerely calling out of the blue, like he’s calling out, he’s not reading a script. So that’s why people don’t feel like he’s reading a script. The reason why I was just calling was I just wanted to be able to keep you guys up to date with what’s kind of going on at our university here and kind of get your feedback on the overall direction that the university’s been going. Right now we’re in a good business. I guess on a scale of 1 to 10, 10 being the highest, how satisfied are you with the overall direction that the university’s been headed over the last 12 months or so? However, this is a little feedback for Caleb Taylor. The pros are always going to go slow. I’m going to march through all these so we make sure we don’t forget any of these, okay? But pros always go slow. I need you guys to write that down. Pros always go slow. It just has to happen that way. It will never work any different. You have to go slow. You just have to go slow. Pros go slow. Everybody got that? Pros go slow. So you’ve just got to go. Because if people, have you ever heard the phrase, he’s a fast talker? That usually means that someone’s a liar. So people do not trust people that go fast. So you’ve just got to slow down. You can be enthusiastic and slow, but it’s got to be slow. Right? Also, you’re on a phone, so people can’t understand what you’re saying. So you’ve just got to slow it down. Because if you’re going fast, people just don’t get it. OK, pros go slow. Other stuff, sincere connection. That’s what I want you to work on. When you talk to people, you need to sound like you’re sincerely… They say, how are you? You need to go, I’m doing awesome. In fact, I’m actually a freshman at ORU or whatever that whatever your truth is, you know, I’m a sophomore at ORU or whatever. Okay, I’m doing great. I’m a sophomore at ORU and I was walking up to campus and a duck walked by and it was amazing. Just you’ve got to connect with people, okay? So make sure you don’t sound like you’re reading, because if you sound like you’re reading, I don’t care how many times you call or who you call, I’m still going to think you’re reading. And if you’re not sure of how you sound, we have this thing called smartphone technology. Bust it out real quick, record yourself, and then just pull yourself aside and go, whoa, I sound like that? And then you’ll be cured of that, whatever that is. But just make sure you hear yourself, okay? Yeah, no, but you can do it. You sound articulate, but we just like you’re reading, and we don’t want to do that. Okay, we want to sound like you’re not reading. Other stuff. Use your call logs. Everybody here has a call log. You’re supposed to mark your tally marks. I see a few people are not doing that. I don’t feel the need to point out specific people, but if you’re not putting a tally mark on that call log on every single thing, then you need to do that. Isn’t that cool? Brandon, you feel me? Can you show us your call log real quick? Just verify. Oh no. Okay, so we need to do that. Everybody feel me? Also, if you call somebody, go ahead and make that field yellow so we’ll know that earlier this week you tried to call them and say hello. You feel me? So anytime you call somebody, mark that whole row yellow. Everybody got it? Go, yellow. Yellow. Now, one thing you have to do is all this bureaucratic stuff. You got to log this and write this here, but you got to find a way to like maybe mark it yellow while you’re calling the next person. That will give you half or double the calls. Who here has more than 20 calls so far? Who has more than 30? 30? 31, 32, 33? Okay, awesome. We’re on pace. We’re doing good. Okay? So, other stuff. All right, follow the script. Some of you guys, I say some of you guys, all of you guys, really need to follow the script a lot until you’re wicked awesome. Here’s the deal, anybody here into like physics or science or any kind of some sort of, any of you have a science, biology, something, the idea, you know, they’re really into that whole like, you know, if you’re gonna test something you want to have like a control, you know, you want to like, you can’t be like, you know, I ate bagels so now I’m sick, you know, and I’m like, well, you ate bagels, are you sick? Yeah. So you ate bagels and you’re sick, you ate bagels and you’re sick, yeah, no one else is though. Okay, did you guys, you know, drink like 47 beers before eating those bagels? Yeah. Okay, but if I didn’t tell you that, you couldn’t possibly diagnose the symptom. I’m like, so you’re intoxicated and you just had bagels, but you didn’t drink alcohol. Okay, I did. I mean, I can’t help you on the phone if I don’t know what you said before then. So if you’re making up your own poo-ha, I have no idea what you’re saying. And based on your about two hours of experience, I don’t think it’s possible that you could possibly have a good idea at this point. So just follow it, okay? And then once you get great, then we can nuance, okay? So right now, I’m going to allow nuance to begin, because I’m hearing it consistently. I’m going to allow Nick to do some nuance. Not a ton of nuance, but enough, because I heard your calls consistently enough where you do a little nuance. But your nuance that you get to do is not a script change at all, really. It’s just you going slower and making sure you connect, because you’re so close. But we’ve got to get that part. You want to focus on the nuance. Because right now, the words you’re saying are great. We’ve got to focus on the nuance. Okay? Don’t ask people their last name or their address. It’s disconcerting. Just verify. Let me verify your address real quick because you have it on the screen. If I ask what’s your address, I’m like, how’d you get my information? Don’t ask, just verify. You feel me? Cool? Other stuff here. Use logs, got that. Okay, if somebody tells you they want to pledge, is there any other place on the whole planet where people are used to pledging? I don’t think so. But, how old are these people we’re calling? I mean, are some of them like… Did some of them help Noah? I guess they’re wiped out by the flood, but there are people that came after Noah and landed on some land. But the point is, these are some older people, right? There’s people who are maybe, you know, I mean, they remember starting. You know, they were a freshman back in 1963. I don’t know, right? So we have some people like that, do we not? So are they a little less likely to even have a credit card? Who’s talked to someone who does not have a credit card or a debit card, okay? Don’t bludgeon them about that. Just be like, hey, just, no, but just go, hey, you know, I totally respect that, let me, you wanna do a pledge? I’ll send it out to you. You just have to, because you’re not gonna convince them that they should do it, and they’re like, look, when I was 20, our country wasn’t in debt, and we were the best, and now you yahoos with your credit cards and your internet are now not best, and Russia’s beaten us, and we have a bunch of debt, so screw off, and I’m gonna be old. That’s how they feel. Honestly. You guys are on social media and you don’t have any real friends. Meanwhile, I have like five real friends and I’ve never been on the internet. That’s how they feel. So if you say something to them that makes them feel like you think they’re weird, they’re gonna just be like, does that make sense? I’m just telling you, you’re not gonna win brownie points by trying to convince them to get an email account at this point in their life. Overall, I feel really good. I just want to make sure that everybody here is connecting with people. Remember, this call campaign is about helping you deal with this false promise that if you get a degree in this or that and you stay at the job that you will achieve massive success. That’s not true. It’s the ability to influence people is what equals massive success. Everybody has got to do it and I will not stop harassing you until we get it because I know you can get it. Reid Hoffman, that’s the guy who started LinkedIn. Andrew Carnegie, that’s the guy who started Carnegie Steel. Napoleon Hill, that’s the guy who studied Thomas Edison. I don’t know. Jesus, that’s the guy who you know, yeah, so these people they all believe that you should surround yourself in fellowship with people who have like-minded Views, you know to me church once a week, you know Maybe maybe Reid Hoffman says if you want to become successful surround yourself with successful people It’ll double your rate of growth and that kind of thing. So what we have is we have two options right now Okay, and I want you to write down your options a or b a or b. Okay a a is that we are going to justify, or B is we’re going to ask why. This is what happens in life. Justify or why? I’m just giving you an example. Today I was on Bloomberg Radio with Dr. Zellner, and I want to show you guys my visual illustration because this is what I do. I send a text message, and the message I send says this. Okay. Blah, blah, blah, blah, blah, blah, blah, blah, blah, blah. Okay, here we go. Check it out, check it out. The lady’s texting me from Bloomberg. She says, hey, you killed it today on our show. You’re so good on the fly. Can’t wait to hear it for your radio show. Well, that’s great. Woo, yeah, I mean, I practiced a lot. I prepped and prepped and prepped and so I was ready and you saw the script I had it right there so I could hit on it, but then I did something that nobody does but you’re gonna do it I asked did you like it? How can we improve? And now I get a different response honestly You did amazing. I just feel like maybe that it didn’t make a lot of sense that the eye doctor talked to how you didn’t need school and now you’re like, oh, and I think it’s a little odd that all of a sudden you’re hearing stuff and it’s like overall though, I feel like it’s great and I think you got, you know, that kind of thing. So it’s like, but if I didn’t ask how can I get better, then it’s like I’m, if I’m just, if I’m committed to explaining to you and my wife and myself about how awesome I am and how because the anchor was mean, now I already researched the anchor and I knew, I listened to about five hours of her interviews and I knew it’s called The Hayes Advantage. It’s on Bloomberg. You Google it, you can hear me on Bloomberg today. You Google it. But The Hayes Advantage, the co-host, she’s mean and she does not like college or doesn’t like entrepreneurship. She loves college. So I knew she would be mean. So I was ready, but I feel like I could have prepped my partner better. I could have been like, you know what, she hates college or she hates entrepreneurship. So just be ready. And when she asks, here’s how we’re going to handle it. But I didn’t do that. So whose fault is it? It’s mine. I can blame him, he can blame me, and there’s probably things I can do better, he can blame, you know what I mean? But you have to, what can I do better? So I wanna make sure, if you’ve got like a thing going on, a psychological problem called justification, you’re just smart enough where we can justify anything. And if you’ve been around people that justify anything, I mean, I could justify anything, anything. But all I’m saying is like, because I have to be a catalyst to create the emotion I want not react to the emotion I see feel does this make sense? But people who are looking to justify can’t handle the concept of being a catalyst They are waiting for somebody else to come help them and no one will now I can’t wait for the Calvary to come I’ve got to do what I need to do. You know this morning. I woke up at midnight Why because I had a freaking interview to do and I had to be with you guys today. And so I just did it. I could wait for somebody else to come help me, but instead I’m just gonna lead the way. So what we gotta do is on the phone, if somebody’s hateful, who’s talked to a hateful person so far? Yeah. You could either like all of a sudden become meek and like be sort of short with them, because they’re short with you. Or you could extend to them unbelievable, and because we’re on a Christian campus, I’ll go as far as to say, God-like grace. Where it doesn’t even make sense. Where they’d have to like go, well, that must be a Christian, a Christ-like person, for them to be that way, because I was so mean. Next thing, okay? So, the switch. So, what we’re going to have to do is right now, if you’re going, I’m kind of in an emotional funk. Maybe I’m emotionally good, but my numbers aren’t good. I’m going to have to move you right now to sit by somebody who’s already doing it a little bit better than you. Not that they’re a better person, because a lot of times we like to do this whole person thing like, well, because he has a higher GPA, he must be a better person. No, it’s a bunch of BS. Some people are good at things, some people are not. You just say, and some people have to learn. We all have to learn. I took algebra three times, okay? I took my ACT three times to get into this college before I got kicked out of this college. So the thing is, is that we have to go be prepared to make a switch and not go, well, that means I’m a bad person. I’m not going to put a label on me. It doesn’t mean I’m not going to do well in life because I took algebra three times. It just I have to. OK, so we’re going to make a switch here in just a minute. OK, moving some people around. Don’t get all emotional. Don’t don’t get crazy. OK, other thing here is don’t ask for permission for stuff that’s already yours. Do you have a minute? That’s a weird. Don’t ever write that down. Never, never ask that again. You need to write that down. Never ask me to have a minute again. Because I don’t. If you ask me, do I have a minute, I’ll always say no. Let me tell you a story about someone who doesn’t ask me this question. And initially it irritates me, but then long term it’s a good trait. So this guy over here, Caleb, he works in our office. He usually be like, hey, and if he’ll just ask me, I’ll respond. If he asks me, do you have a minute? I’m like, no, no, no, no. So it’s not that I don’t care. It’s just like I’ve got a lot going on. And when someone interrupts me, I’m like, ah, you know, ruins my flow or whatever. But if someone just asks me the question, I’ll respond. But they ask me for permission. I’m usually like, ah, no. Does that make sense? So you just now in a hierarchy, in an org chart, in an office building, I would prefer if people would ask me when’s a good time. But I’m just saying for the purposes of selling stuff, don’t ask. Make sense? I’m just being objective with this, okay? So don’t ask, like, don’t ask, like, is it okay if I, who’s done that so far? Is it okay if I ask you a question? Don’t do it, okay? Is it all right? Because they’ll be like, no, don’t give them an out. You don’t need that stuff, okay? Couple other little moves, little super moves here, just want to make sure, okay? All right, if they don’t ask you something where the intro doesn’t make sense, don’t do the intro. So you’re like, hey, this is, hey, is this such and such? Yeah. Hey, I’m a such and such, I’m an, oh, I’m a freshman at university. How are you? Fine. Well, at that point, just go into the next part. There’s one part you skip. Everybody look at your script real quick on the rapport. There’s like a bullet point you’re gonna skip. So the bullet point is you’d go, wait, the reason that I was calling you is you don’t need to tell them at that point if you say, How are you? And they say, fine. Well, things are going really good here. You don’t need to just skip that part. Okay. Other little thing. The fake laugh. It’s a power move. Now I’m gonna give you the fake laugh. It’s a power move. I give it to you. I just asked you to it’s like the force, you know from Star Wars I still I believe in the force, you know But if I were to give you the force, it’s just it’s a it’s a it’s a dangerous thing because once you have the force It’s like, you know, are you levitating my car bro, you know, stop it. You know, it’s the levitation. It’s the force So the laughter I’m gonna give it to you. I’m only gonna give it to a couple people Okay, cuz it’s based on numbers and I’m gonna give to everybody. Hopefully the minute Miranda and you can use the force now you can use this move. Okay. This is a dangerous move. Be careful. It’s a dark art man. It’s a credit card. It could be good or bad. Bad deal. Now here’s the thing. Here’s the thing. When you do the… this is the thing about the laugh. The laugh makes people feel like they should laugh. So the thing is, you kind of will find your own move, but just laugh about something not funny. So we worked at Faith Highway, and my boss Shane used to be like, hey, how are you doing, pastor? And the pastor would be like, I’m doing great. And he’s like, huh. And the pastor would say, how are you? And he’s like, I’m doing great, but getting better. And then he would laugh at his own. Like, this isn’t funny. But he would just, ha ha. You know, we’re like, what? And he’d always, ha ha. You know, it’s like the Christmas vacation where he’s just, and we were like, you would hear him laugh at himself, but then the pastor would always laugh back We’d hear the call and we’re like that’s crazy. So he would Intentionally laugh to make other people laugh I’m telling you it works the power. It’s a super move. Be careful, but if they’re like, how are you? You’re like, oh man, things are great You just sound there’s a laughter in your voice if you smile on the phone like it’s just going great up here campus It just man, it’s just great, but it keeps getting better. They’re like, who is this person? And moving on, okay? Now the stutter. This is a move that everyone in this room needs to use right now. The stutter is where you intentionally sound like you’re trying to think of what to say as opposed to just firing it off like a machine. The guy in this room who has the biggest problem with this so far is Marshall. Now you’re like, Marshall’s got a lot of, you know, yeah, it’s true. He’s calling his mom, his sister, whatever. But anyway, honestly, he in this room needs to work on the stutter more than anybody in this room that I’ve heard. And you. You too. And then third is you. The stutter. Because when you sound like you’re super air-free, people get skeptical. Because who do you know who’s like, Hi, I’m calling on behalf of… The reason for my call is that you’re like an air-free person, you’re like, You jerk, I’m hanging up. I mean, you can’t even be around air free people. It freaks us out. Okay, you can’t have too much fundamentals. You have a little bit of crazy, a little crazy town. Okay, so everybody clear on this? We’re good? So what I’m gonna do is I’m gonna go ahead and switch. I’m gonna say you and Connie are gonna switch okay okay so you two are switching all right and then what I want to do is you want to energize the person next to you I’m gonna leave you with this final thought then we’re done Jack Welch the best CEO of all time gives America four E’s he says if you’re going to hire somebody, it’s fine. But if you’re going to promote somebody ever, ever, they need the four Es. And I will give them to you now, the four Es. And this is why I’m making the switch here, okay? One is energy. He’s saying you cannot ever become a head of a company, a leader at all, if you don’t have your own energy. You just can’t. It’s impossible. People will not follow you unless they’re mentally – I mean, would anybody with a pulse follow somebody who didn’t seem passionate about what they’re talking about? Probably not. Now, the next is energize. This is something that almost nobody in the world has. I would say one out of ten people can do this. Everyone can do it, but one out of ten people choose to do it. That’s where you have the kindness, the courtesy, and the understanding of growth to actually help others around you grow. Because most of us, we’re so focused on our own deal, we don’t even think about the guy next to us. But that’s a big thing. You can go in, I’m sorry for the basketball analogy, but you can go in and go ahead and just lay it up yourself, but instead you pass it to the big guy, you let him dunk. Because you know he hasn’t scored at all. You’ve got to get him involved. You know what I mean? You know that you could easily take the credit, but instead you praise somebody else in the meeting. You know that you could whatever, but instead you choose to energize other people. Now the next one is edge. The edge means that you care enough about people that you don’t care if their feelings get hurt. Like you’re focused on the goal not the feelings of the time. Does that make sense? Okay, edge. And then the final is execute. Can you bottom line get it done? And we’re in this weird culture where like like, well, I know the Bible says this, but I don’t want to do it. Okay. I know the script says this, but I don’t want to do it. I know I’m my, I know, I mean, so some of us are reading the script and we’re like, well, I’m just not getting enough rapport. So I’ve tried my own thing. Don’t do it, fight it, execute, follow the system. If you are sitting there and you’re like, Oh, I really am terrible right now. Just have the edge to say, what can I do to get better? You know? And if you’re sitting next to someone who’s trolling out, and they’re like, how you doing? Good to see you’re doing good. I’m loving this call campaign. Do you have a nail gun? You know, that kind of thing. Don’t allow them to kill themselves. It’s a little severe. Just energize them a little bit, OK? Who here has not seen a mountain goat climb? Anybody see one? OK. Can you cue it up there on the YouTube for a second? We’ve watched it this morning and the video is just, it’s just spiritual. So here’s the thing. The mountain goat can do things that we think are hard to do. It can just do it. It’s just up the mountain, bam, we go. In business, I talk about goats all the time with clients, and so recently I did this article about it, and I realized I need to talk about it more, but it stands for greatest of all time. So what you do is, any time you face a mountain that’s like, you think it’s not possible to get there, you want to find the greatest of all time and ask them how they did it. So for Thrive, I’m like, I’m trying to build this online school, build this website, do this thing, and like this and this and that and this, this is a lot of stuff. I need a guy who’s been up to that mountaintop before. So I reach out to my friend Dr. Zellner, and Dr. Zellner’s like, oh yeah, when I was building my auto auction, this is what I was dealing with. Or when I built my optometry place, this is what I was dealing with. There’s a bunch of smart, educated people thinking they’re doctors and not being very trainable, but then I had to you know manage extremely educated people It sounds like you with web developers, and I’m like, but you gotta find a goat who’s already been there and ask them Greatest of all time how did you get there? And they’ll show you what they did and if you do it you’ll get the same result So if you are talking to yourself, and you’re at the base of the mountain circling around don’t get frustrated Just ask how did the goat get there does that make sense the goat greatest of all time. Probes. This is super selling move number two. We’ll make sure everybody has a great understanding. What was super selling move number one? Your intro, okay. You’re letting people know what’s going on. Now the second here is the probes. Now the probes, I’ll try to explain how this works. These are the questions that we ask. So I want you to understand why you have this sales presentation. It’s not based off of my cranium. This is based off of research from people smarter than me. Soft selling in a hard world. He lays them out. I’m just going to give it to you. Give you the summary. Save the read. Okay. One, standard probes. A standard probe is where you ask a question. You ask the same question to every buyer. Okay. So if you call DJ Connection, this is such and such, I can help you. And they’d say, yeah I’m calling to book a wedding or book a party or book a whatever, how much do you charge? And I’d say, I’m calling to book a whatever, how much do you charge? And no matter what question they asked, we always said, great, what day are you looking at? No matter what question. And then we would say, now what venue are you looking at? And then we’d say, how many guests? We do all that because those are standard what? Probes, that’s right, standard probes. Right? You go to the doctor every time they do the checkup thing, right? Blood pressure, they do the whole, you’re like, man my foot hurts. He still wants to do the whole thing, you know? That’s just the standard probe. Okay? Cool? Let’s get a baseline understanding of where you’re at. Cool? Got it? Next one. Best probes in the world. These are the best ones. This is where you let somebody dream. Let me ask you this. If you were president for a day, let me ask you, in a perfect world, oh man, let me tell you a story about a home builder I know, this is a true story. Guy I know, multi-millionaire, he decides he’s going to downsize and buy a small house for he and his wife to live on. Builder says, let me ask you, this is a true story, it’s so funny, he says, well, okay, so you guys want to do a small house, yep. He goes through his standard probes, and he says, well, let me ask you, I’m going to take Sharon, if you can go over here, make a list of what you want. And, you know, Bill, if you can go over here, make a list of what you want. I’d like to just have you guys dream in a perfect world, all of the things. I mean, you guys have worked hard your whole career, all the things that would make your house perfect. You know, whether it’s like granite, you’ve always wanted granite, maybe you’ve always wanted to have wood floors, maybe you’ve always wanted a room to study, maybe you wanted a library. Let’s just, let’s at least get like, just take, you know, let’s take about a half hour, let’s just write down the things you’ve always wanted. Let’s just kind of dream. Okay? I do this a lot when I do any type of persuasion, big, because you got to get somebody excited about the big, you got to get yourself excited. By the way, if you ask yourself these questions, it works too. But you want to, you know, now you’re dreaming. Now you’re like, whoa! Now you’re not thinking within the boundaries. So this couple comes back and he’s like, well, what did you want? She’s like, boom-a-da-boom, boom-a-da-boom, boom-a-da-boom, boom-a-da-boom. What do you want, sir? Boom-a-da-boom, boom-a-da-boom. He’s like, well, I mean, we could try to trim it down. Let’s look at what things on your wish list are you willing to go without? I know you’ve been going without it for a long time. Which ones are you willing to just kind of… Well, they ended up building a house three times the size of what they were going to build, and that’s that guy’s super move. He makes all his money that way. It’s a super luxury build. It’s unbelievable. I’ve heard that story over and over and over about that dude. It’s awesome. You want to get people talking. That’s the point of it. Okay? All right? Make sense? All right, JT. So hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. So it’s a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that’s successful, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a $15 million business, but you have $15 million of expenses, it’s kind of pointless. Holy crap. All right, so the question I would have here for you if you could take like 10 minutes or less and see if you could save 3,000 bucks a year by reducing your credit card fees. Would you do it? Yes, absolutely. Oh Why would somebody out there who’s listening right now who has the same mind why would they not Go to thrive timeshare.com forward slash credit dash card to schedule a 10-minute consultation To see if they can reduce their credit card fees by at least 3,000 bucks a year Why would they not do it? Yeah? Why would they not do it? Maybe because they don’t understand how you said the website This tree is a symbol of the spirit of the grid wall family Christmas No, that’s that’s clear. Okay, so that that could be a deck of be true so I would encourage everybody to check out thrive timeshow.com forward slash credit dash card thrive timeshow.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 then it won’t it’s not possible there’s somebody out there that’s making more than three thousand dollars every ten minutes and they’re like nah that’s not worth my time. There’s probably someone out there that would 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 thrivetimeshow.com forward slash credit dash hard because you can compare rates, you can save money and you know the big goal in my opinion of building a business is to create time freedom and financial freedom and 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 silky and smooth. Oh really fool, really. Stop looking at me swan. Well 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, uh, you know, like, uh, groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great. Okay. Oh, God. No! Everything okay, ma’am? Oh, 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 going to 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 of the clock? The brand name of the clock, Rod. Do we have it? The brand name of the clock, it’s in elegant from Ridgway. It’s from Ridgway. Let’s buy the clock and sell the fireplace. I encourage everybody out there, go to thrivetimeshow.com forward slash 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 10 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. Let’s go, let’s go. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah, so what we wanna do is we wanna share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now, okay? I just wanna let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to 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 Pesamon company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% 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%. And that’s largely due to, first of all, like our Google reviews that we’ve gotten people really see that our customers are happy. But also, we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. That has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. Last week alone, our booking percentage was 91%. We actually booked more deals and 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. That way everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast like Jared had mentioned, that has really, really contributed to our success, but that, like I said, the diligence and consistency in doing those in that system has really, really been a big blessing in our lives, and also it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut, and we didn’t know. Okay, 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 that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with 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 Industry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crocker, the head of Disney with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers. They run 160 companies every single week. 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. 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 it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. Amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And that’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. And Clay has been an amazing business coach. Through the course of that we became friends. My most impressed with him is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. Anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. 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 two 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 grams 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 gonna teach you how to fix your conversion rate. We’re gonna 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 chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and you’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, but 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 talk. Well, Clay, 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. 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 five 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 I’m looking, we’ve been good friends 7, 8 years and I’ve got doubled 5 times. Which is just incredible. I mean the first time you do it, that’s one thing, but when you do it repeatedly, 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 turns into sales. Well, I tell you, 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. And the best executives, Peter Drucker is a father of modern management, and 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 is having a hard time. On their 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 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 make I basically make the systems and You’re like the computer and I’m like the software’s kind of describe our relationship Tim I want to ask you this we you and I reconnected and 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? There was 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 it was 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 here 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. That standard of excellence that you want to implement, no matter what you’re involved in. I would like to describe the other people that work with Clay, are people that are going somewhere with their life. Marshall, in the group interview, talks about how, you know, 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 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, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. You know, whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. You know, 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. You know, he’s sending people encouraging messages. He 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 are satisfied with with mediocrity, 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 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 something new. Be open to challenging yourself. Be open to learning and adjusting parts about you that challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted.