Entrepreneur | Part 2 – Sales Systems- Constructing A Duplicable And Scalable Sales System

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. Let me make an outrageous claim for a second. Only 13 percent is the stat. 13 percent of American employees are engaged in their job. Fact checkers that thumbs up, right? So only 13% of Americans are engaged in their job. You believe me? 13%, it’s pretty low. Does it feel right or does it feel wrong? I have no way of knowing, so I guess I don’t know, but. How do you feel about it though? Do you feel, I mean, it’s one of these deals like do you, does it feel good or is it you’re kind of like, I don’t really know if that’s a statistic that was made up on the spot or if that’s real. I really don’t know if that’s a statistic made up or if you. And nobody knows unless I cite it. Now check it out. Logan, if you Google it when we finish today, 13% of Americans are engaged in their job, in their work, according to a poll done by Gallup where they surveyed thousands of people. So Google that mess on the way home and you shall find, bam, true. You know what I mean? Now all of a sudden you’re like, oh, wow, what you just said has power. Before it was just a bunch of bunk. Those people who are watching this who are of the Judeo-Christian faith, recently I went to a church service where a guy was speaking and at no point did he reference scripture. Scripture It’d be kind of like being like the CEO of Taco Bell and at no point referencing Taco Bell You’re just like what are you doing? It’s just talking and talking and talking and talking and you realize like everything this guy’s saying is just based upon his own random View of the world that might or might not correlate with his religious beliefs make sense So if you’re a consumer and someone says something they can’t prove, run. But I’m telling you as a salesperson, don’t say anything unless you can prove it. Okay. Cool? Next thing. Support all the benefits with the facts, we talked about that. The benefits are your bus. So we get on the bus, we don’t get off the bus until we get to our destination. Get on the bus. Now, no one gets off the bus until you get to your final destination. We talked about that. No one gets off the bus, so you don’t even acknowledge that someone else is on the phone with you until you get off the bus. So you do all three to five benefit and facts? I won’t even listen to you though at all. I don’t even I don’t even stop. I don’t rush. I just am like so enthralled with my benefits and facts that I’m just not gonna stop. And it works every time. Okay now it’s all kinds of businesses. It just works. It’s just awesome. Okay so now you want to go ahead and script these out here. So you’ve got to go ahead and script out five benefits and facts. Script them. That’s your homework. Okay. All this has to fit on one sheet of paper. All this has to fit onto one sheet of paper. So the whole thing has to fit on an 8.5 by 11. Everything we’re doing has to fit on that one sheet. Cool? Cool. Now the next thing is the close. The close, the goal here is to get a commitment from every human that you talk with. Okay? Okay. Now the close is when people say, I will call you back, just know they will not call you back. Okay. The people who say, I’ll call you back, they for sure won’t call you back. That’s kind of man law too, man law. A lot of men I know, they’re on the dating scene right now. A lot of guys in their 30s, 25, 30s, they’re on a date, they’re going to different bars, various places, and they say, hey, I’ll call you back. That’s code for I will never call you back again. There’s one thing I won’t do, and it’s call you back. There’s a lot of things I might do, but the one thing I won’t do is I won’t call you back. I’ll call you back, that means I won’t call you back. Another example, hey, do you wanna come to my party? I have a big party, it’s a big party, do you wanna come to my party, I’d love for you at my party. You’re a party person, you wanna party, party? Ah, I’d have to think about it That’s code for I’m not coming to your party. Even if there was a way in my schedule where nothing was happening There’s no way I would create things to do. I am going to Reorganize my Tony L clippings. I am going to cut my lawn with tweezers. I am going to Paint pictures of myself with my eyes closed all weekend, but I’m not going to be there. Make sense? So if people say, yeah, I’ll call you back. Okay, next one. Assume the close. Okay. And the person says something, you’re saying something, they’re saying something, you’re talking, assume they wanna buy from you, because you’re the best. You gotta believe it. There’s no one, and this whole crap about like, well, my competitors are all good. No, no, you have to believe you’re the best. You gotta believe that you’re the best. You’re the best, okay? If you’re not the best, don’t do it. Third, multi-step close is the only one that works. The multi-step. So what you do is you assume you’re going to close, and this is how you do it. I say, well, Logan, which one of these packages seems best for you? My answering? Yeah. This second one right here. Okay. And let me ask you this here. Now, if you guys did decide to book with us, would your mom be paying for it? Are you paying for it? Or your dad? Who’s paying for the services? We’re going to be paying for it ourselves. Okay. And what time would you want? What time does it start? It starts at 6. Do you want to stay there at 4 o’clock to set up or 3? 4 o’clock. 4 o’clock, okay. And then when you, just so you know, this is where you’re going to email your request to. This is the email there. And final question here for you. Do you want the DJ to wear this or that? This okay, and then you guys want to do Your total will be 600 something or 800 where is $800 and so to book it today It’s a half down so you want to go ahead and do debit card or credit card Who and then I don’t break eye contact Cool? Cool. So real quick review of this. Now some people are watching this going, are you weird? Does this even work? It works. Okay. What you do is whenever you’re doing real estate deals or anything, you just don’t break eye contact and then don’t pressure them. He who speaks first always loses. So don’t speak first. Just, so you want to do, you want to do debit card or credit card? You know, and they’ll go, well, what was the difference between those two again? You ever had that happen? What’s the difference now? Or what’s the, what was the, now, get ready. Get ready, get ready, get ready. To quote T.D. Jakes, get ready, get ready, get ready. Here we go. We’re now going to move into this next part. again, you’re always, when you go for the close, unless you’re selling like gold for a dollar an ounce, you’re gonna have some kind of objection here. Okay, now this is the part that almost nobody can do, but you can do it. And let me get my super eraser. Now most people can’t do this next part. Anybody watching this can do it, but most people don’t want to do this part because it requires emotional control. You’re over yourself. Because as a general rule, like as a kid, I don’t know how you were raised, but my family, like if my mom said, hey you know, don’t do that, I would say, okay, I’m still gonna do it. And then here comes the belt, here comes the spank, here comes the grounding, some repercussion. You play basketball, the ref says, hey, I remember I played a team called Litchfield, Litchfield Dragons. True story. And one of their players on our team was just, I felt that he was an idiot because we hated, I mean, I hated the Dragons. And he was kind of shoving me, you know. And so, you know, next time down the court, I mean, I didn’t just shove it in my hand, just punted him. You know what I mean? And the referee’s like, technical, you know, you can’t do that. But there’s a repercussion for it. So as humans, we’ve learned not to do something when we’re told no. But in sales, unlearn it. Unlearn it. If you’re watching this, you’re watching this, just if you get a no, just act like you’re so dumb or numb that you don’t even understand what was just said. So beautiful, so beautiful. If you can get this, I mean it’s ridiculous, okay? So what you do is you say, your goal of the isolate is to isolate their objection and deal wheel every time. That’s the goal. You want to isolate it. So they’re going to say, what are the three reasons people say they’re not going to buy right now, by the way? And it’s almost in every industry. What are the three reasons people say no? Not enough money. No money. Oh man. Next one? Bad time. Oh, yeah. And the third is need. No need. It doesn’t matter what you’re selling. We could be selling insurance. They’re going to have these same problems. You’re selling commercial real estate, same problems. No time, no money, no time, no need. Every time. So here we go. Expect three objections from every customer before they tell you yes. Expect it. As a seller, you have to view objections and the word no as a request for additional information. So check it out Okay, uh, you know, I don’t think we’re ready to make a decision. I Just heard. Oh, we’d like some more information. Okay, you have to almost begin to formulate your own language Do you speak do you speak any other languages? HTML, okay. Let’s say that I let’s say that I say we boy now, what does that mean? Uh, very good. Yeah. So you heard the word muy bueno. You heard the sound. You heard that combination of letters. And in your mind, you heard very good. Go ahead and tell me now. Tell you what? Just tell me now. Just tell me no. No, I don’t. No. See, what I just heard was, I would like some more information if you have a chance. Every single time I hear the word no, I’d like some more information. If you get a chance. Sometimes I even hear, I would hate to inconvenience you, I realize you just spent an hour going over this with me, but I still don’t get it. I just, I cannot hear the word no. Big, big breakthrough here, okay? So what you do, as a seller, you want to view these objections in the word no as a request for additional information. Get your butts out of the way, don’t use the word butt. Never try to outwit them or rebut them, make them feel… you know, if you watch a political elections, how they people typically try to… basically, they try to outwit the other guy. Well, actually, President, you said this. Well, actually, you said this. Well, that’d be nice if my good friend from Delaware actually said, don’t catch your customer. Don’t try to trick them, don’t try to manipulate them. Don’t be like, I gotcha. Oh, actually, like here’s one of my favorite, here’s a tip on how to irritate any customer in the world quickly. Yeah, but have you thought about this? How about the multi-level sales guy? Well, yeah, but would you rather make $10,000 a month or would you rather be struggling like you are now? I mean, just stupid questions like that. Don’t do that stuff. This is a whole different game. This is not the cheeseball stuff, okay? So this is the deal wheel. So you say, one, I can appreciate that. You hear that? Okay? Now, real quick. What sound does a honey badger make? I don’t know exactly, but… So do it with me now. Ready? Here we go. You know, I don’t know right now if that’s a good time. And you say… I can appreciate that. Go ahead and give me that honey badger teeth. I can appreciate that. That’s right there. That’s beautiful. That right there is perfect form. Awesome. Now, next one. You say that, you know, you sound like you’ve never said this before. By the way, you have to have this on your sheet of paper. Type it out, because you’re going to say it. So this is something that I would have. They’re sitting right there, I’m sitting right here, and I have this right here. Yeah. It’s sanctimonious, really, is what it is. Somewhere between beautiful and sanctimonious, it is awesome. It’s like the Grand Canyon. Okay, the second you say, in a perfect world, assuming that money wasn’t an issue, what’s the main thing that you’re looking for out of your DJ? Try again. In a perfect world, assuming that money wasn’t an issue, what’s the main thing you’re looking for out of your commercial real estate company? Well, assuming that the time wasn’t an issue, what’s the main thing you’re looking for out of your building company? Well, you know, assuming that your capital, you know, your interest in the project wasn’t a little bit low, what’s the main thing you’re looking for out of an investment? I mean, I don’t care what the objection is, insert it, right there. Sick, works all the time. The great thing is in your business you’re only going to have the same three objections all the time. That’s great. So let’s go ahead and do it now, okay? Okay. You know, right now we’re just not ready to buy, and you say… I can appreciate that. In a perfect world, assuming that money isn’t an issue, what are some things you’re looking for in a DJ? I was going to say, what’s the main thing? What’s the main thing? Yeah, and it’s okay to read it, because they won’t know what you’re doing. Okay, so I actually look down… I would. I mean, because you just have your notepad out there, you’re like, you know, I appreciate that. I mean, in a perfect world, assuming that money wasn’t an issue, what’s the main thing that you are looking for out of a DJ? Oh, it’s sick. Okay. Okay. Now, why do we ask that question? Because that gives them the opportunity to tell you more about their event and say what they’re really thinking. Yes, what they’re really thinking. And most people object just sort of on a superficial level, but once you get down to the core you can solve it. Okay. So here’s what they say. Here’s what they say. Well, you know, I just met you and I would like to meet a few other DJs first. And you say, you know, you’re exactly right. In fact, many of our clients have felt that exact same way as you do now. And what they found was… And so what you do is you’ll insert a benefit and a fact. So you’ll say, and what they found was by booking with 405, you’re able to lock in the discount that we have today. You’re going to lock in that discount that we have today, and you’re going to get that guaranteed on-time service. In fact, let me just share with you a story. We recently did a wedding for, and I would read the testimony right then. Have it with you. And that’s the fact. Oh yeah, well that’s the fact plus a testimony. It’s a benefit fact testimony. It’s sick. It’s a triple. With a deal we’ll add that testimony. Let me get another example. You know, you’re exactly right. In fact, many of my clients once felt the same way you do now, and what they found was that when they decided to go with Fears and Clark Realty Group, they found that we have the most effective search engine marketing strategy in Tulsa. In fact, we actually won the award from the Tulsa Business Journal as… In fact, let me tell you a fun testimony. Recently, we helped a guy, he had a property out there in Owasso, and it was sitting vacant for almost half a year, and we totally leased it up in three months. Does that make sense? Let me come back in. So let me ask you, let me go back into the clothes. So which one of these packages seems best for you? And I can do it again. Like I’m a honey badger. So at the very top we’re like, I don’t know if we’re ready to book right now. Yeah. I can appreciate that. I mean, let me ask you, in a perfect world, assuming that maybe the timing wasn’t an issue, what’s the main thing you’re looking for out of a DJ service? Really, we are looking for someone that is reliable and is gonna be there. Well, you know, you’re exactly right. In fact, many of our clients once felt the same way as you do now, and what they found was, at our DJ service, we actually won the award as entrepreneur of the year for our city. We’ve won the knot.com award for the best entertainers and We just are very reliable. In fact, if you google us right now, you’ll see our most recent knot.com award And let me read you a testimony. We just got from a bride. She says I read it. Does that make sense? Yeah, that sounds nice. Well, let me ask you this Which one these packages seems best for you? And I will do this all day. Oh, it’s the wheel because we’re back at the start. Oh my gosh, yeah, circular reasoning. And the problem is that I won’t stop until we close. So I will usually go through this once or twice, and only like, there’s one guy, if you’re watching this guy, he came to my casa in like 2000, not that I remember, 5, and his name was Clark and her name was Shannon. Only man has ever told me no in my office, ever. I went like about 3,000 in a row. Seriously. He said no and I’m like, that, Billy, you know, whatever, insert the most horrible thing you could think of, that’s what I just said, Billy. And I’m just like, I came upstairs and the guys were like, so I used to joke, I’d come upstairs and the guys would be like, so did you book it? And I’m like, nope, yes, and I would do it every time. And they’d be like, so did you book it? And I’m like, no, I didn’t. And I did, and I did it every time. So then Josh, when I taught Josh to do sales, if you can imagine this, we had an office right here in a hallway and right here was Josh and here was me. So Clay, Josh, and then the customers would come in, they would sit in my office, they’d sit in his office and we would book them every 30 minutes. Bam, bam, bam, bam, like 50 or 60 a week. And then I’d look across the hall at him and I’d be like, okay, you know, if my customers weren’t in the room or vice versa. But we would taunt each other, because we would get a hot streak going, like 20 in a row, 30 in a row, and usually he would lose a deal about 1 50th of the time. But I was going years. I’d gone like probably almost 3,000 in a row. I’m just like, I remember he was like, I just don’t feel comfortable. And I was just like, I can appreciate that. You know, in a perfect world, you know, assuming that you did feel comfortable, or that wasn’t an issue, what’s the main thing you’re looking for out of a DJ? And he tells me, and we get into it, and we find the core issue is that the other competitor told him that I had missed the wedding, which wasn’t a true statement, but he just did, and the competitor just like, yeah, I heard recently he missed this wedding over here at this venue. And the guy, the competitor, told him, and so from that, I’m gonna burn that guy down, I wanna just set him on fire, I was so mad, you know? So I was like, so you’re saying if you hadn’t been told that you’d be happy, he’s like, yeah, but we just heard that, very unsettling, and I was like, here’s the deal. I will do your wedding for a dollar. And if you’re pumped, if you like it, if you think we’re great, you can pay me our normal fee or not at all, either way, there’s no obligation. Because I’m just so confident we’re gonna wow you, we’ll tell all your friends, I’d hate for you to think something that’s not true. And every time I got down to where it would be like that kind of deal, I would use my $1 move. And I’d use it about five times a year, but I would never not book anything. I just—you know what I mean? How do you— You didn’t come down in price at all. You just came down to the $1 move. I’m just like—I’m so confident that I’m going to be the best DJ you’ve ever had at a holiday party that I will do it for a dollar contract states a dollar if you like it you can come back later and pay me and I love it if you did but I know that you’re gonna just love it I’m telling you it’s an irrational completely crazy way I believe it but let me we actually won this award and we won this award and let me email you 25 testimonials of recent events I’ve done because when you read it you’ll get your mind will melt it’s I’ve looked Warren Caterpillar. I remember Mary Ann, she’s like, yeah, I just don’t feel comfortable. I’m like, no! You know what I mean? So you’ve gotta use the deal wheel, but when you make a claim, like we’re gonna do it, I’m the best, we’re really good, you better have facts, and facts for days, testimonials. So, now we’re in the office. And they’ve booked. Not yet. Okay. Because that whole thing right there was just getting them to set an appointment over the phone. Now we’re in the office. Roseph, these are the moves to close the deals. So here we go. One, you want to have a thing called a one sheet. And a one sheet, anybody in the world, it’s 8.5 by 11. Easy for me to write. 8.5 by 11. You want to have an 8.5 x 11 sheet of paper, preferably glossy, nice. If I’m a dentist, if I’m a doctor, if I’m a ventriloquist, if I’m a guy who spells symbols wrong, if I’m any of those things, I want to have this. On this sheet of paper, I want to show my service versus my competition. Why do I want to have on the sheet of paper literally a graph that shows us versus them? Why would I do that? Us versus them. Why would I do that? Because it shows that we really believe we are the best. Yeah, I mean, they’re thinking it anyway, right? You say, hey, we beat them here, we beat them there, they beat us here, we beat them here, they beat us here. Whatever, I mean, just own it, put it out there. You know, yeah, they’ve been around a lot longer than us, but you know what, we have a fresh approach, we’re not stuck in our ways. You know what I mean, make it a win, okay? Now the next thing is the trust symbols. Trust symbols mean we’re the DJ of choice for this company. I’m the builder of choice for that company. We are the top real estate company of choice for this company. I mean, you wanna have the brands people trust, if you’ve worked with them, put them in their trust symbols. In fact, we’ve DJed for Chuck Norris. I mean, stuff like that, okay? Now, video testimonials. Why do you wanna have video testimonials in your office? Right, so when you’re handing them the ones, so you say, hey, couple, how are you guys? Fine, hey, I’m gonna go grab you guys a coffee, and while I do, I wanted you guys to see a recent video from some couples that we’ve worked with. Why is it so powerful if they’re watching some video testimonials? It puts a face to the name. Oh my gosh, they get pumped before you even talk. Sick. Okay, celebrity endorsements. If you can have a big endorsement from like, you know, someone who’s big in the wedding industry or big in any industry. Now, one guy that I met, funny story, this guy literally made his entire career off of one celebrity endorsement. So like, his entire business only exists because of a celebrity endorsement. Like, he, you know, is pretty good, but he was able to get one megawatt celebrity to come behind his business, and he’s so iconic that the valuation of his company was attached to this person. People were like, oh, you’re working with this person It was almost like so think about some of the businesses out there were like, you know, Michael Jordan What would what did he do for Gatorade? And what’d he do for Nike shoes? I mean Created a market so think about that and in public relations. We’ve been featured on this. We’ve been featured on that We’ve been seen on the news. We’ve been featuring ABC, NBC, boom. Cool? Cool. One sheet of paper, right there. All this is on there. Video playing in the background. So there’s a video right here. Video playing in the background. For some reason I have antennas here. I’ve got weird knobs too. It’s an old TV. I got the oldest TV I could find, okay? But I have a TV playing, showing testimonial videos with a one sheet right here. Anybody in the world who’s watching this who has an office, do this move. It’s the thunder move. Okay, now, wow, the first impression. When people walk in, first impression. When people walk in, check it out. Remarkable products and services get talked about. Okay, Seth Godin, he wrote The Purple Cow. Talks about how either you’re wowing people, you’re remarkable, or you’re invisible. Okay, you’ve got to be remarkable. That make sense? Mm-hmm. So when I walk into your office, Broseph, check it out. It better be intentional about what the customer sees, be intentional about what they smell. Is that bacon? You know, feels. Is that a petting zoo? Is that tapping? Tap, tap, tap, tap, aroo, and the experience. You want to make sure that this is all working for you. So this is what I did. I used to meet customers at Panera Bread. Well, at Panera Bread, where should you sit? Towards the front. See, I used to always sit where the customer, the entire time I’m talking to them, there’s people walking behind me. So they’re like naturally distracted. So I ultimately changed where I’m at the very back of Panera and all they could see was the wall. So now they’re focused. Nice. Then when I came, I would always set out for them. I would say, hey, by the way, here’s a stack of some recent references I want to give you guys before I go. So whenever they got distracted and they were looking for something to look at, what were they fumbling through what were they looking through your stuff? Testimonials so I had to change it where I added something different So when I went to Panera I added something different, but then once I moved to my own office Oh, it was over brusseth over because you can control everything. Oh my gosh I had the music overhead playing the right way. I had to smell I had the stuff they saw They’re sitting behind me, they’re sitting here talking to me, and as they’re talking to me, behind me is all of the awards we’ve won, and like a screen flipping through all the awards we’ve won. You know how hard it is to not trust a guy who’s surrounded, he’s flanked by awards and customer testimonials, I mean, you at least have to listen, right? So you can control that thing. So your first impression is massive, okay? So here is your homework you have to do for this part. Remember, the first step is just to set the appointment. The first step is to decide your lead source. So your first step, all you want to do is decide your lead source. Second step is you have to set appointments. You’ve got to figure out, how are we going to get people who are inquiring to actually meet with us? And the third is we now need to follow this. We still follow rapport, needs, benefits, close, isolate, but now we’re doing it face-to-face. So what you do is you’re gonna go ahead and script out your rapport questions that you now ask when you’re face-to-face. But you’re like, why would I ask him again if I already asked him? Well, because now he’s brought his, now she’s brought her dad, she’s brought other decision makers. No matter what business you’re in, when you’re doing a face-to-face meeting, people usually bring someone with them. So you gotta get there, you don’t have rapport with them, you have rapport with her, you might have rapport with him, but not her. You might have rapport, whether or not I went out to eat for a big deal I’m working on. And I had zero rapport with the lady sitting to my left. And I’m like, this is not right, man. R-N-B-C-I. I’ve got to build rapport. So I focus my attention on, so where are you from? Tell me, how’d you hear about us? Bam, bam, I keep doing it. And she’s wanting to know all about Thrive, but what do I need to do? The 70-30 rule, who should be talking? She should. 70% of the time. So tell me, what’s it like living up in the Northeast? So how did you hear about Thrive? So what is your main, what are you most excited about? What are your goals? Right? Then I move on to needs. So let me ask you, if this deal does go through, what’s the main thing you’re looking for? Needs, did I tell the benefits? Let me tell you the benefits of what we’re doing. Da-da, ba-ba-da-ba-ba-da-ba. I said, you know what? Let’s go ahead and set up a time to meet on Tuesday to see if we can wrap this dude up. This dude, dude being Oklahoma Talk for deal. Let’s, what would you do to wrap this deal up? What would you want to do? Ideally, if the deal, if we all agreed on the numbers, what day would you want to start? Close, cool? That’s how you do it. You feel me? Now, do you have to isolate objections when you’re face-to-face? Oh yeah. I’ll tell you this though, a lot less objections when you’re face-to-face. Why? Because it’s awkward. I know. Humans hate, hate, hate any kind of confrontation. Now, American humans hate it so much more. Have you ever been to like, have you ever been to New York City? Okay, well New York City, to park your car, it involves confrontation. And you have to honk to let someone know you’re pulling in, and then they’re trying to get in. You’re like, all right. So people from New York are used to human combat, so usually when you take them to a sales world, they win. They do very well. Now, Midwest, Texas, Oklahoma, Missouri, usually people have a little less conflict going on. So they tend to have a harder time learning these sales things. Now, if you take somebody who’s used to a highly intense parking situation of L.A. and you bring them to a management deal, they might struggle more with the nuances of being nice to people Where they’re maybe used to being more pragmatic So everyone has their own biases they bring but at the end of the day, it’s for poor needs benefits closed isolate objection Does that make sense? So as far as the system goes Where do you kind of go? I don’t I don’t know what to do here. Do you anything where you’re going? I just don’t know what to do here No, I understand it, it’s just I am hitting a kind of a brick at the clothes because of the awkwardness. I know. But because of the wheel, that’s going to hopefully make some kind of device for me to get past that. Well, if you do your clothes and you just ask for the clothes, you won’t get it. But if you write those five technical questions, which package, what date, who would be the one paying for it, when you bite, when you have a steak one bite at a time, when you break it into small manageable pieces, that’s how you close a deal. There’s a book called Soft Selling in a Hard World that explains this in greater detail. That’s the idea. Now let me go ahead and show you real quick here. This is the fun part. And you will get it by the way. And by the way, when you start doing this, are you going to be awesome right away? Absolutely not. You’re going to jack up. So you jack up. Would it make sense to occasionally maybe record your appointment so you can listen to it? Not to put it on the internet and mock your customers, but so that you can get better? Yeah, absolutely. Be self-aware. Final thing is expansion. Expansion. I literally talked to an entrepreneur months ago, and I was talking to her, and she says, what if I don’t wanna grow anymore? So I’ve helped the company grow to a point where they’re almost one and a half times the size they were. And she says, what if we don’t want to grow anymore? Why do I have to grow anymore? Why is that dangerous? Because someone will want to grow. So here are the reasons why, and I want you to totally get this, okay? Even if you, because eventually your business is gonna blow up. And when it does blow up in a positive way, it’s growing, it’s massive, you’ll start to have some of these thoughts. But one, any part of the body that’s not used, it begins to atrophy and die. You have to use the muscle. You have to, if your business does not try to grow, it’s going to contract. It’s just going to atrophy and die. Second, if your business is not growing, your good people will be going. Anybody who’s motivated, unless they’re like, I don’t know, unless anyone is motivated is not going to want to stick around a business that’s not growing. Why? Because they’ve reached their max. There’s no more ladder to climb. What kind of people are attracted to a business where there is no opportunity to grow? People that don’t care about the business. I call them carp. These are bottom feeders. People who like to eat plankton and the poop of other fish. They like to come into your office, and they worked at the DMV for a few months, now they go work at a fast food for a few months. We all had to start somewhere. I started in fast food doing like, I started actually working in mid-tempo food. I worked at Applebee’s, I worked in the pizza restaurant. We all have to start somewhere, but the kind of people who want to stay there and they don’t want to own their own franchise or they don’t want to grow or they don’t want to improve, they just want to be there and make, you know, whatever they make per hour, that’s a scary person. That’s a demotivated person. That’s a guy who, you know, maybe isn’t fond of showering. That’s a weird place to be, right? Okay. And the third is you can’t stand still unless you can convince your competition to be equally mediocre and demotivated. So I know that when I was in business, I wanted to just beat the crap out of competitors like you. I had no, I didn’t have any animosity about it. I’m just more like, hey, if I’m in business, I wanna be the top. And so whatever I need to do to be top, if I need to go do events for a dollar, I’ll do it. If I need to do a ton of ads, I will not stop. And then once I got to what I deemed to be the top of as far as I wanted to go I Realized I don’t have the drive anymore to push So I need to either put a new CEO in charge or I need to sell it So I decided I need to sell it, but if you get stuck you will get run over Cool cool now, today, right on a sheet of paper, what percentage of your gross sales revenue is always gonna go back into advertising? Just figure it out. I recommend 5%. But you can do whatever percent feels right to you. Gross, not profit. What percentage of your gross revenue goes back into the business for advertising? Not for other stuff you call advertising. Not like, well, I sponsored this thing for my charity I’m involved in and they put me in the bulletin. You’re not gonna get a deal off of that. I’m talking about real advertisement, like radio commercials, TV commercials, internet leads, Dream 100, whatever your top three are gonna be. Just putting the money back. The cool thing is as you grow, your advertising war chest will grow. You get what I’m saying? So when I was doing, when our company was doing like $1 million a year, you understand how crazy that was for my competitors? At that point, I was spending, I’m saying 5% is the minimum, but I was probably spending $100,000 on advertising at that point. And then when I got to 1.5, I was spending $150,000. And the bigger I get, the more I put back. Just boom! It’s just, it’s awesome. I mean, Alexander the Great, even though he had some personal failings and we don’t want to advocate him necessarily. What did he do when he took over a country? You remember? He would take over the country and he’d say, Hey guys, I’m either going to kill you all or you can come work for me. And they’re like, alright, I want to work with you. He’s like, here’s the deal, you can keep your culture, you can keep your religion, but I want your best people to come fight with me and we’re going to take over the world. And they’re like, well, certain death, keep our culture. Can we keep our women? Yeah, you can keep your women. We’re not gonna rape and plunder, that’s pirate talk. We’re just gonna let you keep your religion, keep your culture, but we want your best guys to fight. Okay, so every time he conquered, it grew bigger and bigger and bigger. Walmart, same deal, bigger and bigger. That’s how you wanna do it, just keep getting bigger. Set aside a percentage. And the third thing, the next thing you want to do here is more leads. Okay, so this is a little different here. Okay? You have more leads, right? But what happens when you set aside money for more leads and you don’t set aside a percentage of revenue to grow your actual capacity? It says, commit a percentage of your gross revenue to always go back and expanding your capacity. What happens if you buy more leads but you don’t set aside money to grow your capacity? You can’t support them all. Right. So what made it even crazier is last year I owned the business, I bought a new system almost every two weeks. So I buy another DJ system every two weeks. Buddy of mine is in the jewelry business. He literally keeps expanding, expanding, buying more and more inventory, more and more advertising. It becomes harder and harder to deal with. You start off with guerrilla marketing, where you’re doing the least expensive marketing possible. You’re doing a lot of guerrilla marketing, you’re using a lot of your time and energy, but as it grows, you can start to use your money to market for you. Make sense? So if you invest in more leads, that’s great. Set aside a percentage of your gross revenue to do that. But the next is when you set aside money for more leads, also make sure you’re setting aside money to buy, you know, to expand your capacity. And I would recommend just as a starting point, Logan, that you’d set 5% of your money aside for ongoing advertising you put back into the business and 5% for expansion of equipment. Yeah. Make sense? Mm-hmm. Now, the thing is, is that we are in a digital age and we are in an age where people have tried to automate a lot of things. Mm-hmm. Example, a lot of companies have tried to automate their customer service. Call this number, press 4 to do this, press 3 to do this, say this, this will happen. But as consumers, a lot of people get really frustrated with those systems. Right? I mean, do you ever get frustrated by those voice prompt? I have something on my website that brides can go and fill out and it basically makes a wedding agenda. about one in 20, like, get so mad at it that it explodes in my face. Because I spent time making it, making it easy, and it wasn’t easy. I would recommend that you would blow up that system entirely. But I’d recommend that you use it when you meet them face to face. Don’t make them do it, but you should use it. So you ask them the same questions that you have on that, but you ask them. So you’re typing their answers, and you’re asking them. Follow the same system, but just do it face to face. Make sense? Yeah, absolutely. Awesome, my friend. Boom. Thanks, Clay. JT, do you know what time it is? 410. It’s TiVo time in Tulsa, Roseland, baby. Tim TiVo 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 gonna have to come and find out because I don’t know. Well I’m just saying Tim Tebow is 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 will be presenting. Now, we’ve had a couple of presenters that have had a billion dollar net worth in some real estate sort of things. Yeah. But this is the first time we’ve had a guy who’s built a service business and he’s built over a $100 million net worth in the service business. It’s the yacht driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind Nine Round Boxing. He’s going to be here in 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 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. He said, who’s Michael Levine? I don’t get this wrong. This is the PR consultant of choice for Michael Jackson, for Prince, for Nike, for Charlton Heston, for Nancy Kerrigan. 34 Grammy Award winners, 43 New York Times best-selling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes! Colton Dixon’s in the house. So if you like Top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re going to add more and more speakers to this all-star lineup, but I encourage everybody out there today, get those tickets today. Go to Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. And some people might be saying, well, how do I do it? What do 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. 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 am super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton. I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to 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, Russell Oklahoma. It’s Tulsa, Russell. I’m really trying to rebrand Tulsa as Tulsa, Russell, sort of like the Jerusalem of America. But if you type in Thrivetimeshow 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 going to come. Who? You! I’m talking to you. You can just get your tickets right now at thrive timeshow.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 gonna give you a copy of my newest book the millionaires guide to becoming sustainably rich You’re gonna 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. I’ve represented a lot of major stars and I’ve worked with a lot of major companies and I think I’ve learned a few things about what makes them work and what makes them not work. Now why would a man living in Hollywood, California, in the beautiful sunny weather of LA, come to Tulsa? Because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation, really life changing, and I’m looking forward to seeing 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. 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 traveled all the way from Prudhoe, Rico, to Tulsa, Oklahoma to attend the in-person June 27th and 28th Thrive Time Show 2-Day Interactive Business Workshop. If you’re out there today, folks, you’ve ever wanted to grow a podcast, a broadcast, you want to get in, you want to improve your marketing, if you’ve ever wanted to improve your marketing, your branding, if you’ve ever wanted to increase your sales, you want to come to the 2-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 for the sports enthusiasts. Thrivetimeshow.com. Even if I got three strikes, I’mma go for it. This moment, we own it. A, I’m not to be played with. B, cause it could get dangerous. C, these people I ride with. This moment, we own it. Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops. Because we teach you what you need to know to grow. You can learn the proven 13 point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it. 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’ve 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 Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re closed, but they’re completely different worlds. And we have a special guest today Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent I’ve done this show before also But very seldom do you find somebody who lines up on all counts as a mr Clay Clark is a friend of a good friend Eric 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 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 want 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, you know 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, changing a life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy at Kings Point in New York. Octa 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 and getting everything out on paper and documented is really important. Like 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 waiting live the whole time. It’s not pushy. They don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of business. Planning your time, breaking it all down, making time for the F6 in your life, and just really implementing it and sticking with the program. It’s really lively, he’s 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. Biggest takeaways are, you know, you want to take a step-by-step approach to your business. Whether it’s marketing, you know, 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’ve got to go through the ups and downs of getting it to where you want to go. He actually gives you the road map out. I was stuck, didn’t know what to do, and he gave me the road map out step by step. We’ve set up systems in the business that make my life much easier, allow me some time freedom. Here you can ask any question you want. They guarantee it’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. There’s stuff that everybody knows, but if you don’t do it, nobody else is going to do it for you. I can see the marketing working. It’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun, super motivating. I’ve been here before, but I’m back again because it motivates me. Your competition’s going to come eventually or try to pick up these tactics. So you better give, if you don’t, somebody else will. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live, 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 van with our new marketing and this is our new team. We went from four to 14 and I took this beautiful dodo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you times a thousand. So we really just wanna thank you Clay and thank you Vanessa for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the Thrive Time Workshop, you’re missing out on a great opportunity. The Atmosphere Plays 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 then just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, side also. Helpful with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me as opposed to me constantly being there for the business. New ways of advertising my business, as well as recruiting new employees. Group interviews, number one. Before, we felt like we were held hostage by our employees. Group interviews 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. It’s real critical if I’m gonna grow and change. Play really teaches you how to navigate through those things and not only find freedom, but find your purpose in your business and find the purposes for all those other people that directly affect your business as well. Everybody. Everybody. Everyone. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real.