Entrepreneur | Part 1 – Sales Systems- Constructing A Duplicable And Scalable Sales System

Show Notes

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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 what I’m about. So if you see my wife and kids, please tell them. I see and see up on your radio. And now three, two, one. Here we go. Starting from the bottom. Now we hit it. Starting from the bottom. And that’s what you got to do. Logan, how are you, my friend? Doing good. How are you, Clay? Man, I am pumped. I am pumped. I am pumped for two reasons. One is that you’re a thriver of the month. And so I’m pumped to help you get where you wanna go. And what’s crazy is I never would have been able to help you without Thrive. Because you would have been my competitor, and just being totally candid, I would have wanted to have just obliterated you. And so now, it’s a deal where I feel great that I can help you. And I’m also excited because I get a chance to meet a guy in Oklahoma City. I wouldn’t have got a chance to meet. And the second reason I’m excited though is I really, this particular topic can and will change your life if you do it. Okay. So like this is like, this right here, I wish somebody would have punched me in the face with this, you know, just punch me in the face my first year in business. Because had I had done that, I would have grown a lot faster. I grew fast, but I would have grown a lot faster. Cool? Cool. So we’re gonna get into this. So constructing a duplicable and scalable sales system. First off, what does the word duplicable mean? It means it could be done again. Okay, done again. That is right there probably in America today. You know, if you look up all the statistics in our program observer, we’ll put it on the screen. But the SBA shows that well over half, I’m just going to say the majority, of small businesses, or the majority of businesses, basically are small businesses. So the majority of businesses across our country are small businesses. In these small businesses, there is somebody who makes cakes. There’s somebody who DJs. There’s somebody who remodels. There is somebody who is a lawyer, and in there, there is somebody who does not have a duplicable system. The cake person, no one else knows how to make cakes but her. The DJ, no one else knows how to DJ but him. Remodel, no one knows how to do it like he does, no one knows how to remodel like he does. The lawyer, nobody can sue like he sues. No one can do the research like he does it. So I am super excited now the next thing is scalable. What is scalable mean? It is growing a business making it more than just one person. Yeah, that’s scale the ability to grow it and To grow quickly they call hockey stick growth, you know, but a hockey stick is like this and you go. Whoa That’s how you do it. Gotcha. So it’s really a neat deal. So here’s the system and it’s an overview here One is you have lead sources. Where are you going to get inquiries from? The second is the first contact. That’s the appointment setting. The goal when you meet somebody is not to book their face. The goal is not to sell something. The goal is to set an appointment. Cool? If you’re trying to raise venture capital, if you’re trying to take a girl on a date, if you’re trying to take a dude on a date, whatever your situation, you’re trying to take a girl and a dude on a date. That’s interesting. But either way, you want to set an appointment. OK, now the next thing is the second, the next step. You’re the third. This is kind of our third step. This is our second contact. This is an appointment. We set an appointed time to meet. Now we’re meeting there. We want to sell something. And then the fourth area is expansion. So once this works, we want to do it more and more and more and more and more. It’s going to be really, really hard and important for you to get this done, this done, this done, and then once you have these things done, this just, you just involve putting more money into it really and just grows. Cool? Cool. So here we go. Step one, securing lead sources. You’re going to get these slides, but go ahead and choose. Billboards! Are we going to do some billboards? Geographically targeted real quick Met a lady years ago who was doing a billboard campaign, but they didn’t tell her where they are. Ooh Digital billboard campaign and the company never told her where they’re showing So she has a business that was in the Midwest and they were not Actually, the billboards were not appearing in an area where she even was so she couldn’t even service the business cold calling Cold calling, demographically targeted. Cold calling is completely not a waste of time as long as you’re calling people in your business who are engaged and thinking about hiring a DJ or something. That’s a good call. If I’m in real estate, someone has their house for sale, by, I call it a Fizbo, a for sale by homeowner, that would be a good, that’d be a good lead. So you wanna ask yourself, what is a good cold calling list? Okay? So I want you to just kind of think about that. What is a good, who, who are a group of people that I could target? Another example, if I owned a country club, I might say, anybody who makes over 200,000 a year, who lives within this certain zip code, I want that list. And I would just attack that list. Okay, because I know that my product is a value and that they need it. Alright? So let’s just say for this particular exercise that we say, the Dream 100. That is, who has the capacity to refer you business? No matter what kind of business anyone’s in, who has the capacity to refer them business? I’m going to say put that on your list. The next is internet advertising. Banner ads, retargeting. Retargeting is where you go to a website and you see an ad, but the ad follows you around. So no matter what site you go to, that ad’s everywhere. Absolutely. So banner ads, retargeting, YouTube, pre-roll, internet advertising. Internet leads, that’s where you just straight up buy leads from a company. I think you know this in your industry, but there’s people in the industry, like if you go to Target. Well, Target won’t do it, but if you go to a company that you said, hey, I wanna get a list of people who make this amount of money, who are looking to buy a home, or who are maybe, who have a home, if I’m a landscaper, and I say, I want people to have homes that are worth this much or more, you can usually buy a list, and a lot of times, those lists are derived from big box retailers. So they’re pretty accurate stuff, you know what I mean? So, um… So like people that register for like baby stuff or weddings? Yes. There is somebody who claimed that they bought the list of Target customers. Now I know Target has said publicly that they don’t sell ads, or sell the information, but find companies that do that, okay? There’s companies that do that. Internet advertising by internet leads. Lead buying sources where they’re keyword focused. Magazines and trade publications. If I’m a bride, in your case, you work in the wedding industry. Absolutely. If I’m a bride, what publication would I read and then be there? Okay. Or if I’m a home builder, or if I’m in real estate, what publication do the… If I sell to yuppies, if I’m like, I sell to yuppies, people who are willing to pay $6 for a cappuccino, frappa, muffin, whatever, mocha, latte. Okay, what magazines do the yuppies read? If I sell to sports enthusiasts, if I sell to muscle heads, if I, whatever stereotypes you want to come up with, if I sell to pale skinned white guys, what kind of publications do they read? And I want to find out and I want to be there. Mailers. You can mail. You can actually go in there and you can, whoa, Billy, you can do mailing to specific targeted groups, again, based on their addresses, that kind of thing. If things get really bad, you might do some megaphone marketing. I don’t know if that’s something you’re into. In my mind, by the way, that is what poor networking is kind of like. You go to all these networking events. Public relations, that’s like where you’re top in the media, you’re in the news all the time. Radio advertising, ads on the radios, you can choose who listens there. Search engine optimization, where you can come up top in Google when people are searching. Social media marketing, sign flipper advertising, not kidding, I have one business I work on where we kill it with sign flipping. We got a guy in front of our business that people would think he’s all drugged up or all hopped up on speed. He’s not, but he’s just like, you know, he’s spinning around playing the guitar on the sign, flipping the sign, waving the sign, yelling at people, come on in here. And for some reason, like that gets a crowd. I don’t understand it. What type of business is that I can’t tell you can’t take very very there I can tell you that one That’s kind of a secret sauce gotcha people want to hire the guy I’ll tell you this though people in Tulsa know who the guy is and they want to hire the guy and he’s my guy and Can’t hire the guy he’s way paid He’s paid extremely well based on the number of people that come in okay, so this guy rocks like a $10 an hour job But he’s making almost 30 bucks an hour. Just going wow you know just constantly yelling at cars and bizarre Yeah, signs of television advertisement Trade shows mmm Website marketing that website marketing is how the website marketing different from these other ones So there’s websites that you can you know be on their website Gotcha, so all the girls who are getting married go to this website I can buy I can advertise there all the girls all the dudes who are buying golf clubs go to this site And I can buy an ad there. So which three do you want to do? I really like, of course, SEO and social media, and then we’ve already decided Dream 100 is important to my business. So I’m going to say search engine, Dream 100, you’re going to say social media? Yes, sir. Cool. Now, one warning for America and other non-Americas, the other parts of the planet, social media marketing can be way over hyped, just like any of these other things. Example, if you do a ton of work on it and you never get a lead, stop doing it. Make sense? Now same thing with your search engine. I know businesses who put a ton of cash into their search engine and they’re doing it wrong. They obviously hadn’t seen the training that we have up on Thrive, but they’re just doing it wrong or they’re paying a company four or five grand a month to get at the top of Google but they’re never getting leads. Just whatever you do, make sure it’s a good use of your time and resources, okay? Okay, with you saying that, that kind of makes me, because I’ve already have a schedule where social media is something I do weekly. Is it in your opinion that magazine, it might be my next solid area because of my business? If I were you, I would do calling. Oh, yep, yep. I would do Dream 100. I would do search engine. Social media to me would be like, I do that too, but that’s not my focus. Gotcha. That’s what I would do. I like it. Now, hop in here. So now we move into the next step here. This is where we have this rapport, needs, benefits, close, isolate objections. That’s what this are in BC. I mean the poor needs benefits close isolate objections the poor needs benefits close isolate objections Okay, so what’s what we do whenever you contact somebody they’re gonna email you. Hey, I’m interested in securing your services I’m interested in booking you. I’m interested in buying from you. I want more information about your service Most people request pricing first, right? Absolutely If you follow this system, it is just like following a combination lock and it works. Here we go. So, imagine this is a lock. Well, if this is a combination lock, right, those of us who’ve ever had a bike or maybe a unicorn that we didn’t want someone to steal, so we padlocked it. Okay. Anyway, there’s four numbers that you put into the padlock. Let’s say the code was 5321. No matter how motivated we are, if we don’t put the number in right, we never sell anything. We never open the padlock. It doesn’t work. Such is the way that the sales system works. So you have to have the rapport first. Why do we have to have rapport with somebody first? Because no one’s going to listen to you if they don’t respect you or understand that you’re a thought leader or… Okay, so here we go. People buy from people they like and trust. They have to like you and trust you. Tough to do, doable, tough to do. Now the rule is, this is the first rule, okay? The 70-30 rule. You want to make sure that the other person talks 70% of the time. You don’t want to talk at them. So if somebody emails me, they’ll say, how much do you charge for the, all the time for speaking events. How much do you charge for speaking? That’s the first email I get. So our team will respond. Thanks for inquiring. We have a lot of different packages. What’s the best time to call you if to touch base for five minutes. You want to get them on the phone or you want to engage with them in some way where they can like and trust you. I have never, I know it’s a bold statement, but I’ve never gotten married just via email. I’ve never had a guy where I’m really, really close with that guy just via email. I don’t have some best friends who I’ve just connected with on email. The 70-30 rules, you want to make sure that your spins, you want them to talk 70% of the time, and you have to connect with them. Now, humor will sell, logic sends the deal to hell. So if you’re just selling logic, you won’t connect. I want to show this to you. This is the word emotion. Emotion in sales is what usually drives the person to take action. So if I like you, I’m going to want to meet with you and do business with you. If I don’t like you, I kind of not so much. Now, it doesn’t supersede logic, and we’ll get to that. It doesn’t mean that logic doesn’t matter. It just means that emotion is more important. Cool? Cool. View it like this. When you’re building a report, it’s like you’re dating someone for the first time. That’s how you have to view it. But you’re just hyper-interested in every single word that is said. Okay, now, the script. You wanna have, this is your homework. Okay, this is the homework. This is the first bit of homework for you. You have to script, anybody watching this has to script five rapport-building questions that you can ask every single time that always get people to like and trust you. Cool? So in real estate, this is one of the questions I’d ask. Hey, thank you for calling Fears and Clark Realty Group. My name’s Clay, how are you today? That’s question number one, how are you today? And he’d say, I’m fine, how are you, Clay? And I would script my response. My response was scripted, my friend. So I’d say, I’m doing great. If I was any better, I’d be riding a unicorn into a black hole. Like, what? Just something funny. And I’d say, no, I’m just kidding. Wait, what property were you calling about? Question number two. And they say, this property. And I said, well, what interests you most about the property? Question number four. Tell me, I mean, this property or any other property, what’s the main thing you’re looking for out of a piece of real estate? And I have the questions all scripted. You see what I’m saying? Because they always start off by saying, well, how much is it? And you always say, that’s a great question. Let me ask you. And you go into your script. So no matter what question they ask you, just say, that’s a great question, let me ask you. Are you hearing me? No matter what they ask you, say, that’s a great question, let me ask you. I hope that makes sense. It’s almost like you’re mentally not there. I’m sure my wife feels this way sometimes, you know, but it’s, you’re just so dense that you don’t grasp it, you’re either too dumb or numb to grasp what they’re saying. So how much do you charge? That’s a great question, let me ask it. One guy I worked with who’s a builder, awesome. People would say, yeah, I’m wanting to remodel my kitchen. And he used to go, well, our packages, they’d say, well, how much is it? And he’d say, well, our packages start at 24,000. And they’d say, okay, thank you, bye. Through this system, he changed it where he says, well, let me ask you this, that’s a great question, let me ask you this. What kind of kitchen are you looking for? How big, how many square feet? How’d you hear about us? He has a script and he says, you know what, I can get you a quote right down to the dollar. So let me ask you this, and he just keeps building, I’m telling you, you gotta get people to like and trust you. Does that make sense? You got five or four billion questions you have to have. Next, on the same sheet of paper, we’re moving to needs. 70-30 rule. Still, you want them to talk 70% of the time. And why do you want the person to talk 70% of the time? I mean, you get a lot of information through that way, and you’re listening, it shows them that you… Let’s do this one. We’ve got a family reunion going on. Okay. In a weird, weird world, somehow we’re in a family reunion, and we’re at the same one. I’m like, what? Logan? Family reunion? So we get these photos, and we’re all in the photo. Oh, there we are. We’re all there. Tons of people. We’re all in the photo. We’re all smiling. We’re all just cheesing, having a good old time. Woo! Photographer takes the photo. When we get the photo, what do we do? When we look at the photo for the first time, we look for? Ourselves. Yeah, because we’re sick freaks. So the thing is, people’s favorite topic is themselves. Everyone always looks for themselves. Everyone. Because we’re all sick, twisted, horrible, selfish idiots. The human race, not you, me, everybody, we’re all this way. I don’t know why, if I get up to heaven someday, or maybe if I get to the exit ramp that leads to heaven, I’ll ask somebody. I want to find out why is it. Until that time, that’s just how it is. Okay, so now what we have to do is we have to help the person discover their problem. Okay, so go ahead and give me, ask me how much, I would say that’s a great question. But let me ask you this. How many people are where’s your event going to be at? Great. Now, don’t say the word, but though, okay, okay, don’t say the word, but the word, but ends up, but two negative. It pisses people off. It’s a definite. It’s kind of like extending the middle finger to a member of the law enforcement community. Not that I’ve done that. I just read about it. But it’s just kind of like, it’s a deal of like, you know, an officer says, Hey, do you want to pull it over? And you’re like, Do you know what this finger is? I mean, that’s what it comes across like. So don’t do it, okay? So it’s not just that’s a great question. It’s that’s a great question. Let me ask you this. That’s a great question. Let me ask you this. It’s almost like it seems like it’s Oh wow, it’s a springboard from here to here. Oh, wow. It made sense. So let’s do it again Yeah, how much do you guys charge for your DJ services and you say that’s a great question. And let me ask you this It’s good. You want to say it though? Like you’re like you’re so dumb or so numb that they don’t even process that you just Jedi moved them Strike it. Okay. So ask me how much I charge go for it. Okay, how much do you charge? That’s a great question. Let me ask you this. So I say, that’s a great question. I’m almost like, that’s a great question. And let me ask you this. And I know, it’s been a while since I’ve sold something. Let me do it again. Ask me again, go for it. Hey Clay, how much do you charge? That’s a great question. And let me ask you this. It’s almost like I’ve never said it before. Every time I say it, it needs to sound like I’ve never said it before. As a human, you tend to pause and sort of stutter and think, but in sales scripting, people are like, that’s a great question and let me ask you this, and you’re like, whoa, that was weird, man. So you want to script it, but you want to sound like it’s not scripted. Does that make sense? That’s a great question. Let me ask you this. That’s a great question. So let me ask you. See, that’s a great question. So let me ask you this. It’s like you’re just, you can say and or so, whichever one works for you, okay? Boom. Now, go to the next one. So now we have to discover their, so let’s pretend that you built rapport with me, okay? Now we gotta find my needs, though. I’m gonna give you one just to help you. A need is designed, you’re supposed to discover the gap between where they are and where they wanna be, and you sell the solution. Oh, sick! You sell the solution from here to there. You sell the solution. This is a problem. You are selling the solution. You’re selling the bridge. Let me give you an example. So, Logan, have you talked to other DJs? My client or the DJ? You’re going to be the client. I’m the DJ guy. So have you talked to other DJs? Yeah, I’ve talked to one other DJ. Let me ask you this. Assuming that you don’t work with us, what’s the main thing you want out of a DJ? I want someone that’s going to play the music I like and keep the party going. So let’s say that the party’s going, you find someone that you like there. How interactive of a DJ are you looking for? How interactive? I mean, how interactive are you? I want someone that’s going to be there, but not on the microphone the entire time. Have you ever been to a party where there was a bad DJ or a good DJ? Oh, absolutely. Tell me about the worst DJ you’ve ever seen. What happened? He was just fumbling. The music would stop between each song. Beautiful. He would make announcements that didn’t make sense at the time. He was doing things clearly out of order according to what the bride wanted. Here I come with a dirty move, but it works every time. You know, Logan, what’s interesting is there’s an article in Modern Bride magazine, and I’ll send you the link to it, but it shows that the average person in Oklahoma spent over $20,000 on their wedding, and they will leave, the guests will leave early. If the lights are great, the food’s great, the music’s great, you spent $20,000 on the perfect playlist, the perfect location, people will leave early if the DJ is bad. Meaning the whole, it’s like being, it’s like having a perfect romantic beach setting and right when you’re about ready to just relax by the pool, there’s a guy who follows you around with a bugle and he’s just playing in your ear as loud as possible. It just kills the whole mojo. So let me ask you this assuming that your DJ is perfect I mean kind of describe to me what what what your what what perfect looks like and maybe what your worries are My first worry would be showing up on time making sure they’re there Do you read a lot of Modern Bride I do not actually I’m gonna send this to you I’ll blow your mind over seven out of ten DJs according to Modern Bride show up ten minutes or less or more late on the day of the wedding. And again, I’m just coming up with these off the top of my head, but there’s actual articles that will show this. So you want to, don’t, I’m just, I’m trying to help you, but I’m saying never say anything that you can’t prove. So if I’m on the phone, if right now, if I’m a builder, I go back to the builder example, if I’m a builder, I’d go, you know what, I mean, what’s your, assuming that you found the perfect builder, what are you looking for out of a contractor? Let me, have you ever heard about a bad contractor before? Yeah, I have. Well, you know, have you read the article recently about contractors? It was in Wall Street Journal? No. Well, you know, it shows that most contractors, boom! I’m doing this, I’m creating a problem that I can solve. Are you feeling it? Yeah. Like a petting zoo. Okay, here we go. It’s like a, okay. So you want to always create that problem. So how do you know when you move on from the needs into the next part? How do you know when you’re ready to move on? When they have decided that the issues that you brought up are issues and they don’t want that to happen at their event. You can feel it. Like it’s a little baby lamb. You just feel it. You know, if you can feel it, then you can move on. But you can’t just read these like, so let me ask you how interactive a DJ are you looking for? Don’t sound like you’re reading a script. Remember, the key to a script is to sound like you’re not reading a script. It’s a scripted, you’re pre-ordaining how the conversation is going to go, but it shouldn’t feel like that. Does that make sense? So so many people are like, I don’t want to use a script, I don’t want to sound like I’m scripted. Really? I mean, how would the movie Braveheart go if they’re like, hey Mel, just when you get there just throw down whatever comes he’s like what what’s the movie about? Whatever you feel like You know just seven you’re in this costume Just say what you say what comes say what comes naturally say what comes from the heart you know I mean So I mean the movie wouldn’t even fit together You see what I’m saying, but that’s how salespeople work. It’s bizarre Don’t so don’t do it so your homework. Give me up the script out five problem discovering questions. How do you know if it’s a good system if you can train someone else to do it? Right? So you have to, real quick, on your one sheet of paper you’re going to have five report building questions and five needs-based questions. But anybody watching this, I don’t care what industry you’re in, you have to do this. The five and five. Well, I read in one book you had to have ten or three, I don’t care, just have five. Five and five, boom, cool? So now we’re moving on here to the appointment setting, but it’s the next part of it. We’re moving on to benefits. Now benefits show the customer how your product or service solves their problems. Make sense? Mm-hmm. So now that you’ve created a problem, now you solve the problem. Now check it out though, when you solve the problem, here’s the problem that most people have when solving the problem. The problem is when you deliver benefits, I want you to remember this, you’re on the bus. Have you ever ridden a bus? Absolutely. Okay, you get on the bus. Alright kids, when was the last time you were on the bus? You know, in high school, or was it college, what kind of bus? Probably junior high. So you’re on the bus. When you get on the bus, where’s the bus going? It’s either going to school or home. What if you want to stop and go? What if you wanted to stop and drop you off at a local gas station to get some taquitos? Not going to happen. You’re like, hey, bus driver, can we get some taquitos? No. This is how the benefits work. OK. You have to now talk 95% of the time on this part. Ooh. So this part right here, by the way, the bus should only be about three minutes long, maximum if possible. OK, so here’s where the here’s how the bus sounds. Well, you know, Logan, I mean, it sounds like we might be a good fit. Let me go ahead and tell you the things that we do at 405 Productions that nobody else does. One, benefit. Then I go, in fact, and I give it a fact. Two, benefit, in fact, benefit, fact, usually about benefit, fact, benefit, fact, benefit, fact, I really don’t want to go more than three or five benefits, but benefit, fact, benefit, boom, fact, now, now, I win. So 95-5 rule, that you have to talk 95% of the time there. Here’s one little trick that my boss taught me. Faith Highway, Shane Harwell, if you’re watching. Sorry, I’m stealing this without… I’m giving you credit, get over it. But here’s the deal. So, what you do is when you do the benefits, you just hold the phone like this and don’t even listen to what they’re saying. Just go. Like, just like you can’t even hear. You ever been around like your grandma? You have a grandma that can’t hear? You ever know a grandma that can’t hear? You’re just like… And so I went over this weekend over to the store and I was at the store and this man, and you’re like, so grandma, what? And she just keeps talking. And you realize that she’s not gonna stop talking until she’s done talking. She’s just, you know what I mean? So you only can do this for about three minutes though, okay? Okay, so then, what you do is when you do the benefits, you tell people, people aren’t gonna buy solutions, they don’t buy the products or services. So don’t talk about how old you are, how long you’ve been in business, how professional you are, no one cares about that. People care about what problems do you solve so let me give them to you Well, you know I was telling you you know you’re saying that you’re we’re your concerns that people didn’t show up You know our company. We have a hundred percent money-back guarantee that if we’re even one minute late We’ll refund you in fact let me read you a testimony from a bride. We recently worked with and she just said oh my gosh I love 405 because their dude showed up on time and put a pa-pa-pa-pow! Two, you know, I know you’re worried about the DJ just getting on the mic and saying crazy stuff. We are the only service that completely customizes your whole deal before you even pay a deposit. We have met with you, we’ve got it all ironed out. It’s just, it’s beautiful. It’s like a blueprint before we even get there. In fact, that’s how we won the boom-boom award, benefit. And you just keep doing it. Cool? Cool. So support all benefits with facts. You should never ever say something you can’t prove in sales ever, or in life pretty much, but especially in sales. Okay? Not something that you can prove, but don’t say it unless you do prove it. Okay. JT, do you know what time it is? 410. It’s T-Bo time in Tulsa, Roseland, baby. Tim Tebow is coming to Tulsa, Oklahoma, June 27 and 28. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two-time Heisman Award winning Tim Tebow come present. And a lot of people, you know, have followed Tim Tebow’s football career on the field and off the field. And off the field, the guy’s been just as successful as he has been on the field. Now the big question is, JT, how does he do it? Well, they’re going to have to come and find out, because I don’t know. Well, I’m just saying, Tim Tebow’s going to teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s going to walk us through his mindset that he brings into the gym, into business. It is going to be a blasty blast in Tulsa, Russia. Also, this is the first Thrive Time Show event that we’ve had where we’re going to have a man who has built a $100 million net worth. Wow. Who’ll be presenting. Now, we’ve had a couple of presenters that have had a billion dollar net worth in some like a real estate sort of things. Yeah. But this is the first time we’ve had a guy who’s built a service business and he’s built over a hundred million dollar net worth in the service business. It’s the yacht driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind Nine Round Boxing. He’s gonna be here in Tulsa, Russel, Tulsa, Russel, Oklahoma, June 27th and 28th. JT, why should everybody want to hear what Peter Taunton has to say? Oh, because he’s incredible. He’s just a fountain of knowledge. He is awesome. He has inspired me listening to him talk. And not only that, he also has, he practices what he teaches. So he’s a real teacher. He’s not a fake teacher like business school teachers. So you got to come learn from him. Also, let me tell you this, folks. I don’t get this wrong, because if I get it wrong, someone’s going to say, you screwed that up, buddy. So Michael Levine, this is Michael Levine. He’s going to be coming. You say, who’s Michael Levine? I don’t get this wrong. This is the PR consultant of choice for Michael Jackson, Prince, for Nike, for Charlton Heston, for Nancy Kerrigan. 34 Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes, Colton Dixon’s in the house. So if you like top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re gonna add more and more speakers to this all-star lineup, but I encourage everybody out there today get those tickets today. Go to Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. And some people might be saying, well, how do I do it? I don’t know what I do. How does it work? You just go to Thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to Thrivetimeshow.com. Again, you just go to Thrivetimeshow.com. You click on the business conferences button, and you click on the request tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket or whatever price that you can afford. And the reason why I do that is I grew up without money. JT, you’re in the process of building a super successful company. You started out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that. Did not get an inheritance from parents or anything like that. I had to work for it. And I’m super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton, I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to Thrivetimeshow.com. You might say, well, when’s it going to be? June 27th and 28th. You might say, well, who’s speaking? We already covered that. You might say, where’s it going to be? It’s going to be in Tulsa, Russia, Oklahoma. I suppose it’s Tulsa Ruslim, sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office and so it’s going to be packed. So when? June 27th and 28th. Who? You! You’re gonna come. Who? You! I’m talking to you. You can get your tickets right now at thrivetimeshow.com and again you can name your price. We tell people it’s $250 or whatever price you can afford and we do have some select VIP tickets which gives you an access to meet some of the speakers and those sorts of things. And those tickets are $500. It’s a two-day interactive business workshop, over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Thrivetimeshow.com again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine and I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years, 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. lot of major stars and I’ve worked with a lot of major companies and I think I’ve learned a few things about what makes them work and what makes them not work. Now why would a man living in Hollywood California in the beautiful sunny weather of LA come to Tulsa? Because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation. Really life-changing. And I’m looking forward to seeing you then. I’m Michael Levine. I’ll see you in Tulsa. James, did I tell you my good friend John Lee Dumas is also joining us at the in-person two-day interactive Thrive Time Show business workshop? That Tim Tebow and that Michael Levine will be at the- have I told you this? You have not told me that. He’s coming all the way from Puerto Rico. This is John Lee Dumas, the host of the chart-topping EOFire.com podcast. He’s absolutely a living legend. This guy started a podcast after wrapping up his service in the United States military, and he started recording this podcast daily in his home to the point where he started interviewing big-time folks like Gary Vaynerchuk, like Tony Robbins, and he just kept interviewing bigger and bigger names, putting up shows day after day, and now he is the legendary host of the EO Fire podcast, and he’s traveling all the way from Puerto Rico to Tulsa, Oklahoma to attend the in-person June 27th and 28th Thrive Time Show two-day interactive business workshop. If you’re out there today, folks, if you’ve ever wanted to grow a podcast, a broadcast, you want to improve your marketing, if you’ve ever wanted to improve your marketing, your branding, if you’ve ever wanted to increase your sales, you want to come to the two-day interactive June 27th and 28th Thrive Time Show Business Workshop featuring Tim Tebow, Michael Levine, John Lee Dumas, and countless big-time, super successful entrepreneurs. It’s going to be life-changing. Get your tickets right now at thrivetimeshow.com. James, what website is that? Thrivetimeshow.com James, one more time before you leave. Thrivetimeshow.com it dangerous see these people I ride with this moment Thrive Time Show two day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow you can learn the proven thirteen point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to 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, 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 loan it. We’ve built this facility for you and we’re excited to see you. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money. So if you’re out there today and you want to attend our in-person, two-day interactive business workshop. All you got to do is go to Thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Kiyosaki Research Center Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re closed, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done his show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing. But I thought, since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who is my age, and I can say or cannot say? Well, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorn, who was my boss at the time. I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. And he said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed to the business owner, to the investor. And I owe a lot of that to you. And I just wanted to take a moment to tell you, thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. You know, more than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Hey I’m Ryan Wimpey I’m originally from Tulsa born and raised here. I went to a small private liberal arts college and got a degree in business and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super…it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Once I saw what they were doing, I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years of business. You’re not bored, you’re awake and alive the whole time. It’s not pushy, they don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of the business. Planning your time, breaking it all down, making time for the F6 in your life, and just really implementing it and sticking with the program. It’s really lively, they’re pretty friendly, helpful, and very welcoming. I attended a conference a couple months back, and it was really the best business conference I’ve ever attended. At the workshop I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are you want to take a step-by-step approach to your business. Whether it’s marketing, what are those three marketing tools that you want to use, to human resources. Some of the most successful people and successful businesses in this town, their owners were here today because they wanted to know more from Clay and I found that to be kind of fascinating. The most valuable thing that I’ve learned is diligence. That businesses don’t change overnight. It takes time and effort and you got to go through the ups and downs of getting it to where you want to go. He actually gives you the roadmap out. I was stuck, didn’t know what to do and he gave me the roadmap out step by step. We’ve set up systems in the business that make my life much easier, allow me some time freedom. Here you can ask any question you want, they guarantee it’ll be answered. This conference motivates me and also give me a lot of knowledge and tools. It’s up to you to do it. Everybody can do these things. They’re stuff that everybody knows, but if you don’t do it, nobody else is going to do it for you. I can see the marketing working, and it’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun and super motivating. I’ve been here before, but I’m back again because it motivated me. Your competition’s going to come eventually or try to pick up these tactics. So you better, if you don’t, somebody else will. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house. Right, this is where we used to live years ago. This is our old neighborhood. See, this is 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 vehicle 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. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the Thrive Time workshop, you’re missing out on a great opportunity. The atmosphere at Clay’s office is very lively. You can feel the energy as soon as you walk through the door. And it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business. Bottom line, I love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing. I’ve learned more in the last two days than I have the entire four years of college. The most valuable thing that I’ve learned, marketing is key. Marketing is everything. Making sure that you’re branded accurately and clearly. How to grow a business using Google reviews, and it’s just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me, as opposed to me constantly being there for the business. New ways of advertising my business, as well as recruiting new employees. Group interviews, number one. Before, we felt like we were held hostage by our employees. Group In uses completely eliminates that because you’re able to really find the people that would really be the best fit. Hands-on how to hire people, how to deal with human resources, a lot about marketing and overall just how to structure the business, how it works for me and also then how that can translate into working better for my clients. The most valuable thing I’ve learned here is time management. I like the one hour of doing your business is real critical if I’m going to grow and change. Play really teaches you how to navigate through those things and not only find freedom, but find your purpose in your business and find the purposes for all those other people that directly affect your business as well. Everybody. Everybody. Everybody. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real. Everyone needs to attend the conference because you get an opportunity to see that it’s real. you


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