Entrepreneur Podcasts | “It’s Only Been a Year Since I Started Working With You Guys & It Has Changed My Business In Every Way.” – Sid Huff (The 134.69% Growth of EliteDentCo.com)

Show Notes

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Business Coach | Ask Clay & Z Anything

Audio Transcription

Thrive Nation, so many times, Sean, we meet with wonderful people that come to our conference or I talk to them for a 13-point assessment, and they say they’ve been listening to the show for years. I talked to a guy the other day who said he’s been listening to the show faithfully for four years before he came to a conference. And I said, why? And he said, I feel like the people that are having success are just dramatically smarter than me. I just feel like they are like a different level, and I don’t know what it is. And I said, well, how do you feel now that you’ve been to the conference and met him? He’s like, oh, I can totally do it. I can see myself doing it. And we’re actually helping him with his business now. And so I wanted to interview a real person today, Sean, someone you’ve had the pleasure and honor to work with here for these past few years here. Sid Huff, welcome onto the Thrived Time Show. How are you, sir? I’m fantastic, how are you? I’m fired up to be here with you. So tell us, what’s the name of your website so our listeners can prove that you’re not a hologram. It is EliteDentCo.com. EliteDentCo.com. Now, if you remember, how did you first hear about us there, sir? My sister shared your podcast with me, and I started listening about two years ago. OK, and your sister, do you have many brothers and sisters, or kind of a small family? I have two brothers and a sister. OK, and so when your sister recommended it, was that a good thing in your world? Is that like, oh yeah, this is something I should listen to? Or was that like, oh, it’s my sister recommended some conspiracy business show? Yes, it was a good thing. Okay, awesome. And we started working with you, I believe, in November of 2022. I think we have it right here, Sean. Yep. And I think since that time, the growth has been 134.69%. Sean, is that correct? That’s what I got off the tracking sheet. Does that sound right, Sid? That’s pretty accurate. Okay. So let’s kind of demystify that for a second. Do you remember your first 13-point assessment or your initial consultation with us? Yes. And do you remember, when you got off the call, did you feel like, okay, these guys can help me? Were you doubtful? What was kind of your reaction at that point? No, I knew you could help me. I wasn’t doubtful at all. Okay. I was a little nervous about what I was getting into, but I knew you could help. Now, your website is EliteDentCo.com, and I want to make sure people understand you provide real services to real people on the real planet Earth here, so I’m going to pull this up here. Can you tell everybody out there, what are the services that you provide? Paintless dent repair. We fix dents and dings in cars. We specialize in hail damage, big collision as well, but we avoid paint work if at all possible. Now, Sean, we work with a lot of wonderful people, some that are, I would say, difficult to work with and some that are easier to work with. And you’ve said since the very beginning that SID’s been great to work with. Can you walk us through what are the things that you guys have been working on together as you guys have been growing the brand? Well, we helped Sid initially by jumping in and helping him create this website where we can showcase his work. You can see right there on the header that he’s popping dents right there. So it was great to be able to enhance the branding, build the website. We’ve really pushed him pretty hard on getting Google reviews. Even though he was already the highest and most reviewed, he’s now just even further ahead. We helped to put together an awesome About Us video to kind of give people a little bit of story behind his business. And we did all that knowing that his goal when he came on was to be able to, even in a year where there’s not a bunch of hail, be able to have continual work to grow his business. So we were preparing all this to go out and do the Dream 100 system, which we have also implemented and we’ve had some good success getting new customers that aren’t relying upon weather or hail. Now to respect your privacy I won’t ask you super super detailed questions on this but I want to go through this so our listeners can know that we actually have a plan that we go through here. Sid, I’m not asking you for your goal but have you in your mind have you established a revenue goal like an annual revenue goal that you have for your business? We did establish a goal in the 13-point assessment, and we are very close to hitting that, and it was a very lofty goal, but I didn’t assume we were going to hit. That’s awesome. Now, the next thing is after you sit down and you make that goal, obviously we have to get there, and we’ll talk more about how we got there, but you also have to know your break-even numbers. I’m going to tell a little story that’s a sad, sad story, Sean. I do a lot of conferences all over the country. We do our business workshops, we do conferences, but when I do some of these conferences that are not at my office, it’s very, very hard to break even. And someone says, well, why? I’ll just show you an example. This was footage from one of the conferences that we did, and when you have an audience of, let’s say, 8,000 people, this is footage of one of them, you have 8,000 people. It’s very tough to make these kinds of things profitable because there’s so much overhead that goes into it. You’ve got massive screens and speakers and astroturf and you’ve got to make stations for the different vendors. You’ve got to have an audiovisual team. There’s so much that goes into putting on an event like that, that the break-even number for those events is very, very tough to do. Now if you’re out there today and you’re running around doing conferences that don’t make money as a career, it’s not going to last very long. Okay? But you see, you have to have a core business that does make money. So my haircut chain makes money, my marketing company makes money, the dog training business I built makes money. There’s a lot of businesses I’m involved in. Home flipping makes money. A lot of our clients, when we sit down with them at first, they don’t know how many sales they need to break even. Sid, do you feel like you have a good understanding now of where you’re at in terms of breaking even? Yeah, we established what I needed to do to break even way back then. Things have changed since then, but our profitability is up so much that it’s okay. Okay, now box number three, the number of hours you’re willing to work. Now, Sean, you’re normally in this office around 5.45 in the morning. That’s where I normally see you. Yeah. And maybe you’re here before that, but I’ve been thinking about 545. Is that accurate? Yeah. And I feel like that you leave whenever the job is done. Is that an accurate statement? Yeah. Okay. Now, some people go, you work at 545 in the morning, but that’s just your normal. My world, I typically get here on 3.30 AM and I grind until about six. I like to go from three to six every day, six days a week. Someone says, you’re crazy. You’re out of balance. Everybody out there has your own normal, but you got to know how many hours a week you’re actually going to be willing to work, and you’ve got to set those boundaries. Sid, as your business has grown, I know that’s one thing Sean is focused on, is making sure that you have a schedule that’s sustainable. Are you happier with your schedule now, or how’s the schedule looking? It’s looking good. Yeah, I’m very happy with how we’ve scheduled things and made a plan for everything. Now determining your unique value proposition, this just in, you’re not the only guy to offer dent solutions in the history of the world, but you’re doing it in a unique, different way. Could you maybe share with the listeners without giving away any of your trade secrets, what makes your business unique, sir? Hmm. Yeah, I don’t know. I have three that make them unique that I’m going to say. One is you’ve got so many testimonials that if I was thinking about using a dent removal service, I would feel comfortable using you guys. Most places don’t have that. Also you’ve got a ton of Google reviews that let’s me know, again, you’re actually doing real business. And then the third thing is I’ve mystery shopped a lot of dent repair services over the years as we’ve worked with clients in the dent repair industry. And Sean, most of them don’t call you back. Right. So I feel like that’s sort of your unique thing is you’re highly rated, highly reviewed, you call people back. I mean, I know it seems like common sense to you, but Sean, there’s personal training companies in Tulsa, fitness companies, that won’t ever call you back. Yeah, I mystery shopped them here recently, and it took, like, no joke, like two weeks just to mystery shop three of them because it was so hard to get them to call you back. Now, Sid, the branding aspects of your business, we had to work to make sure your brand looks first class. I mean, obviously, you remove dents from cars, so people will know if you’ve removed the dents or not based on the initial first impression they have when they look at the car. If they still see the dents, they know, okay, obviously, the dents weren’t removed. On the branding of the business, has that helped you at all to enhance the website? Or what’s your thoughts on that for anybody out there that maybe hasn’t freshened up their website in a long time? Absolutely. I’ve had several customers that say they went to my website and they knew that I was their dang guy once they saw my website. It’s powerful. So if you’re out there, folks, and you feel stuck, we do all of this with the consulting. We don’t just do websites. We don’t just do print pieces, photography, videography, web, online ads, tracking. We do all of this together as a team. You have to have a three-legged marketing stool. Now, Sean, with this company, Elite Dent Co., what’s the three-legged marketing stool that we’re doing right now? So we are running online ads. Online ads. We have search engine optimization strategy going. And in addition, we have the Dream 100 system that we’re reaching out to body shops, rental companies, car dealerships, anyone who can send us dent work. Is he doing the Dream 100? He is doing the Dream 100. No! There’s very, very few people willing to do that. I bet you if we have 160 clients, there’s 16 of you willing to do the Dream 100, and it’s an effective system. Uh, Sid, can you kind of explain how the dream 100 system has been working for you, sir? It has worked incredible. I’ve only put about 35 people on that dream 100 list that I hit pretty regularly. And, uh, I’ve gotten 14 of them over the past year to start doing business with me. And there’s, there’s several more that I know are on, are going to be doing business with me next year, but I got an exciting phone call this morning. I got another one of the biggest body shops in town today. Yes. Yes. That’s hot. Now, one thing about coaching that I love about coaching is that you have somebody who’s with you every step of the way. Now, let me give you an example. If you’re out there today, one of my clients years ago, true story, he showed up in my office and he looked like he was about 40 pounds smaller than he was last time I saw him. I thought, man, bro, you’re looking good, bro. And he says, oh, yeah. And I said, what are you doing differently? This is a former athlete, you know, and a former college athlete. He said, I hired a trainer. I said, well, what do you do with the trainer? He goes, I know it sounds crazy, but I signed up to work out with the same guy six days a week. I said, six days a week? He goes, yeah. And I logged my food, and it has been the best thing for me. I don’t know why I didn’t do it 10 years ago. And I said, you work out with the same guy six days a week? Yeah. You log your food? Yeah. And again, this is a former college athlete. But what he was saying was the idea of having somebody, a trainer, who knew what to do, who held him accountable, and then he also had the tools. He goes to his gym. The guy has all the equipment. The guy has everything he needs. It just changed his life. This is a guy who has a lot of money, who had a home gym, and he just wasn’t using it. And again, I believe personal training for fitness is very analogous to what we do for business growth. It’s having somebody with you that holds you accountable, that knows what to do, that has the tools. Now you gotta create a sales system, call scripts, recorded calls, one sheets, pre-written emails, lead trackers. Sid, how has having a sales system in place impacted your business, sir? Dramatically. I’m not good at tracking anything without the guide rails of you guys keeping me on track and teaching me how to track everything. I wouldn’t have done it. Now we move on to determining your sustainable customer acquisition costs, meaning it’s like your Dream 100, you’re marketing to your ideal and likely buyers, and at the end of the day, you take how much you spent on marketing to these ideal and likely buyers, and you divide that by the number of customers you get, and you go, wow, I’m making up an example, but you say, wow, for every $100 I’m spending on the marketing, I’m generating a deal. Another example would be with my wedding photography company I started way back in the day called EpicPhotos.com. What I found was if I went to wedding venues, and I said to the wedding venue, I don’t own this company anymore, I haven’t owned it in years, but I would go to the wedding venue and I would say, hey, if you’ll refer us any bride and groom that wants wedding photography, we will do free photography for your family, for your wedding or someone in your family’s wedding, and we’ll do free corporate photography. We’ll do that. And a lot of these venues would go, well, I’d like to see your work first. So we would do a bridal or an engagement or senior photos or something. But Sean, once we built that relationship with the venue, we would get oftentimes one or two referrals a week. These are $2,000 wedding packages. So I figured out pretty quickly, wow, that’s a great use of our time. I don’t think most people track what’s working and what’s not working. And you guys have clearly made the Dream 100 system work. Now once you start to sell some stuff, you’ve got to track and you’ve got to build repeatable systems and processes. Checklists, scripts, and you’ve got to stay organized, because by very definition, an organization is organized. Have you guys worked on that, Sid, as far as building some checklists or some systems, or is it all in your head at this point? No, we’ve knocked out a lot of the systems that are required to run this show. Got it. Now, box 10, managing people. I find this is typically when people’s brains explode. I tell people this is the Jesus principle. Jesus our Lord and Savior, and I mean this without any sacrilegious connotations to it. He was a great leader. However, he was betrayed by Judas. You know, he was denied by Peter. And so even if you’re Jesus, I mean, you might have two out of 12 of your people, you know, refuse to follow, you know. And so it’s really tough to manage a team if you’ve never managed one before. And so managing a team can be challenging. Have you guys implemented the group interview sit or recruitment process? Or where are you at on the hiring process? Yes, we have. We hired three part-time employees since I started with you guys. So you got the hiring system. Sean, have you guys gone all out into the group interview process? Well, um… You kind of there yet? Are you still working towards that? I wouldn’t say it’s as consistent as we’d like to see it for like the growth that’s going to be coming. Yeah, we’re getting there. And just so we’re clear, folks, when you have a business that’s growing, a lot of times you’re trying to hire while you’re spinning the plate of trying to grow. Right. And so eventually those will all get into sync and we’ll help you do that. And again, this is a success story that has happened, but it’s also in the making. It’s exciting to watch it happen. Moving on here, creating a sustainable weekly schedule, we talked about it, creating HR systems, creating accounting systems so you know how much you’re making and how much you’re not making. You do all that together. Those are the 14 systems, the 14 steps that we put in place, and all of this is designed to help you as a client achieve time freedom and financial freedom. So Sid, you’ve been working with us over this past time together here. What would you say to anybody out there that’s thinking about scheduling a free 13 point consultation with our team? Don’t hesitate to do it. It’s only been a year since I started working with you guys and it’s completely changed my business in every way. I was pretty stagnant and not really moving forward and now things are growing and I’ve hit a huge goal that I didn’t even see happening. I mean, it’s an incredible, incredible thing. Now, somebody out there, you know, I used to work with coaches back in the day, you know, when I was building my first company called DJ connection.com, which again, folks, I do not own that company. But you know, I was doing 10 weddings a weekend, 50 weddings, it’s true story, about 500 a year. I met a guy named Bruce at a networking event. I told you, have I told you about Bruce? Is he the accountant guy? Bruce was a guy who was a New Yorker. He talked kind of fast, and he would say things I wanted to hear. And he said to me, I would love to coach you. I said, you’d love to coach me? He’s my neighbor. He said, you want to coach me? Because I was the 20 year old kid who had the brand new house and the nice neighborhood. People are saying, what do your parents do? I’m like, I built this business. So Bruce says, I want to coach you. I want to coach you. And I said, Oh, you want to play it’s unbelievable $3,000. I’m going to coach you. I’m like, this is incredible. Because he Bruce, he, he got big, he has big jewelry. I grew up poor. He had big jewelry, this guy living in Tulsa. So I am the true story. So I’m paying Bruce like three grand versus if you ever need something, you call me you call anytime. It’s not never just anytime. Call me boom. Okay, I’m going, this is cool. This is like in 2002. So I call Bruce, I’m like, hey Bruce, I got a question, man. I’m having a hard time with my first hire, my first hires, having a hard time with my website, having a hard time with this or that. And every time Bruce would say, baby, I don’t do websites. You got to find a web guide. But I can tell you this, you got to work on your business and not in the business. You got to be above this now. You got to get out there and focus and find a web guide. So every time I’m talking to Bruce it always resulted in another bill. True story. Every time I would call Bruce and say, I’m on your website right now your video is trashy. It’s trashy. You know what’s classy? Not your video. You got to get a web guy. You got to get a video guy because your video guy is trashy. I’m going, Bruce I shot it myself. What’s trashy? Looks trashy. Okay, it’s expensive to look to be cheap, right? Okay. And so he kind of spoke in like Brian Tracy-isms and Napoleon Hill-isms and E-myth-isms. But every single conversation resulted in me hiring somebody else. Yeah. Because he didn’t do anything other than tell me what I needed to do. Yeah. Then, I didn’t know this, but quarterly, every time he talked to you, he would charge you 150 bucks per conversation. Like an accountant does this or like a law firm does this, where every single time you talk to him, it’s 150 bucks, 200 bucks. So I get this bill, an outstanding bill, and I’m going, wow, I just got it. I called Bruce, Bruce, I think it’s some of those calls you called me. Baby, I check in on my clients, but you’re gonna pay. You know why? Because if you don’t pay, you don’t value it. You value what you pay for. You value this, don’t you? Get off my boat. And I’m like, God, this guy. So, and that’s kind of what my experience with coaching was like, is all these people were telling me what to do. They charged me per conversation and no one can do anything. So that’s why I said to my wife, if I ever build a consulting company, it’ll be a flat rate month to month, $1,700 a month. And we’ll do some scholarships for people in need. But what we’re gonna do is it’s gonna be a flat rate. Could you talk about that, Sid, about the importance of knowing that your bill is a flat rate bill and it doesn’t go up and down based upon how much work is being done? Yeah, you know what to expect. You know that you’re getting a huge value for what you’re spending, and it doesn’t change. What’s been the value of having all those solutions on one phone call? Like when you talk to Sean, and Sean coordinates with the team, photography, video, web, search engine, business conferences, online ads. How much of a value is that, having one person that helps coordinate all of that? It’s huge. It happens in our weekly meeting. If there’s something that needs to be done, Sean’s on it. It’s getting done by the next week, every week. I recognize you sell dent repair and you don’t sell business coaching services, but there’s one guy watching right now who’s going, I want to fill out the form. I feel like the 13 point consultation is going to take four hours and it’s going to be weird and I’m going to feel invasive. Can you maybe explain what that first consultation was like? I believe it was about 20 or 30 minutes and it was not invasive. It was not weird. And it was kind of a load off knowing that I’m getting things rolling, like things are starting and here I am a year later and I don’t regret it at all. It was the best decision I’ve made in a long time. Sid, I really do appreciate your time. I know Christmas is coming soon. So Merry Christmas to you. For anybody who watches this video sometime in June this year, Merry Christmas to you. It’s EliteDentCo.com. That’s the website. Thank you for carving out time. We can’t wait to see you soon. Thank you. Take care All right Thrive Nation on today’s show. We have an opportunity to celebrate a client Who’s what we call a diligent doer somebody that doesn’t just want to know what to do But somebody wants to apply what they’re learning We call this person not an ask whole and ask Cole is somebody who asks a question but doesn’t want to actually implement what they’re learning because we know here that vision without execution is hallucination, to quote Thomas Edison. Vision without execution is hallucination. We know that knowledge without application is meaningless, to quote Napoleon Hill. Knowledge without application is meaningless, to quote Napoleon Hill. I’m fired up for you to hear the story about today’s guest. Tavis, welcome on to the Thrived Time Show. How are you, sir? Hi. Oh, we are doing amazing, doing a proctored and rolling. I got to ask for people that want to go to your website, what’s the web address we need to go to to verify you’re not a hologram? FullArmorWindowsDoors.com. FullArmorWindowsDoors.com. I’m pulling it up right now. And what do you guys do? What are the services that you guys provide? Well, we started Windows and Doors. We have our own in-house installers, but actually started doing a little break into roofing, siding, and now we’re kind of looking at some other options too to expand our full list of services. So yeah, but right now we’re rocking. How did you guys first come in contact with us? I know you guys service Nebraska and Iowa. How did you first come in contact with us? Your show. Your show is how we found you, and then reached out to you and haven’t looked back. How long have we had the opportunity to work with you guys? Since 2021 is when we started, just the beginning of the year. My understanding is you’re having a record sales month. Is that accurate or is that hyperbole? No, that is accurate. We had one week where we hit 184,000 and that was one week. So every week past that month we hit, I think it was around 250 in the month. And one sale alone was 115. Wow. Wow. So for people out there that are kind of discouraged or doubtful, I talked to a guy this week, true story, I go to church with this guy and he came to our business workshop because his pastor told him to. His pastor said, you need to go. He said, look, I am your pastor of your church, and I go there. You should go. You should look into it. How would you describe what the coaching experience has been like for you, for people out there that are on the outside kind of looking in? I meet with Andrew every week. We kind of go, we have an agenda. We hit on, we start with our normal, just going through the metrics. What did we sell? What’s our, what do we have outstanding, how many leads did we get in and where did those leads come from, and then did we do what we were supposed to do in terms of metrics. From there we have an agenda, did we write our content, did we do all the tasks assigned to us for the week, and then we just kind of review and then after that, then we kind of see what our hangups are and if I’m having trouble with something, then we kind of work through that. How would you describe who your ideal and likely buyer is? Like if someone’s listening right now, who could buy products or services from you guys? Any residential homeowner. So anyone that owns a home. So for windows, doors, roofing, if you own it, we can help you. Anywhere in the United States? We’re pretty much right now in Nebraska. We do a little in Iowa as well. So, but that’s kind of our main service right now. But at the same time, we’re going to, you know, probably look into some other options as well. Yeah, I’m going to close this up here because I want people to understand the totality of what we do or don’t do. What I found is early on as a young guy in business, I reached out to a business consultant and I’m not going to mention the guy’s last name or his name of his company, but his first name was Bruce, Bruce. And Bruce, God bless him, I was 18, 19 years old, and I said, Bruce, I need to grow my company, djconnection.com, I don’t know how to grow it, I’m stuck, I’m working three jobs, Applebee’s, Target, and DirecTV, could you help me grow my business? And Bruce says, oh, oh yeah. And Bruce used to say, he’s kind of East Coast guy, and he’d say, oh yeah, baby, I can help you, oh yeah. And then we would meet, he’d say, Clay, you just gotta work on your business, not in your business, you gotta work on your business. Not just in it, but you gotta work on it. And these things were helpful, but he never really walked me through specific moves that I needed to actually do. So it was very theoretical, but not necessarily practical. So I wanna get into the practical here, the end of the tactical, the practical. So as we look at my book here called A Millionaire’s Guide, A Millionaire’s Guide How to Become Sustainably Rich. Box one, we got to establish our revenue goals. I’m not asking you for what your revenue goals are, but does your organization have your revenue goals clearly determined? Yeah, absolutely. Andrew’s been helping us define all those as well. The second box, you have to know the break-even numbers. You could be excited, I could be excited, but I just had a conversation with my wife about one of our businesses and what the break-even number is. And it’s very important that everybody out there knows the break-even number if you have a business. Do you feel good about the break-even number? I do, I do. We’ve been able to offset some things too to help make that a little bit lower to help make everything profitable. And, but really at the same time, that’s where we really had no idea what it was when we first started. We’re like, well, I guess it makes sense that we have that and it really does and it’s Giving us a benchmark to start and then after that then it’s just celebration after that too So this is my schedule. This is my schedule and I just a typical week for me and I Block out my time and into half-hour blocks And that’s what I do, you know, so I wasn’t shocked that we were going to interview you today I know were you shocked that I was going to interview you and so the time blocking is a critical thing, but most people the average American does not time block in fact that Nielsen right now Nielsen reports. This is a real thing. I’m not making this up Nielsen air reports the average American now spends 11.3 hours per day Distracted by media 11.3 hours a day What? 11.3 hours per day Distracted by media so I know Andrews worked with you guys on building a sustainable schedule. Do you have clarity now as far as how many hours a week you’re going to work and what you’re going to be doing during those hours? Absolutely. Actually, that was a huge game changer, just having it all spelled out and time blocked and to-do lists, all of it. I used to have stickies everywhere and sometimes I still use it as memory, but my desk was covered and putting it in a to-do list and start blocking it. And then it’s been easy ever since. It is the biggest game changer. Now box number four is determining your unique value proposition. So if you had to describe what you guys do at Full Armor that separates you from the pack, what would that be? It’s a lot of it’s our in-house installers, but we even were just talking about this with the group. It’s our attention to detail and quality, where we hear stuff around where people are slapping windows in and leaving, and where a lot of our feedback comes from of, hey, these guys take that extra mile just to make sure things are done right and they look nice. We hear it a lot, and to me, that’s what really separates us. Now, branding, I know working with you, that’s something that a lot of people get excited about. However, I will tell you folks, that’s an event, not necessarily a process. That’s where you make your website look first class. That’s where you work on your website to make it look great. That’s where you work on your logo, your print pieces, your videos. You’re optimizing the branding, and branding is what people see. opinion that somebody has or the reaction somebody has when they first think about your product or service. On part two of today’s show, I’m going to do a deep dive with Michael Levine, the world’s most celebrated public relations person of all time. He’ll be on part two of today’s show. This was the PR guy, the branding guy for Nike, for Charlton Heston, for George Carlin, the comedian. This is the branding person of choice for at the same time he represented both Bill Clinton and George Bush. Wow, this guy, I mean, this is Michael Levine. And for people out there that don’t know who Michael Levine is, again, I’m gonna pull it up. This is like the world’s top PR guy, and we’re gonna do a deep dive into it. He’s written books about it. He’s been celebrated for doing it. He was the PR consultant for Prince and for Michael Jackson at the same time. He’s been written about in Variety, Forbes, New York Times, and you can write whole books about it, and he has, but at the end of the day, you gotta make sure your branding looks first class. And at FullArmorWindowsDoors.com, FullArmorWindowsDoors.com, you guys have done that. Can you talk about the branding and how much that’s impacted your business? Well, got one right here on already, so it’s recognizable. Everyone knows our logo now, even just the simple things like wrapping the trucks, wrapping our trailers, having it on the website. People are recognizing us and like, oh, we’ve had installers come in before. I’m like, I’ve seen you around town and had to check you out. It’s been great because now people just anywhere are like, oh yeah, I’ve seen you around and things like that. So it’s been huge and been a great help. Now for folks that don’t know this, we charge a flat fee of $1,700 a month. We charge one $1,700 per month. And then my goal with all my clients is to enter into what I call a non-equity partnership. So a lot of my clients, when you come to conferences, you’ll discover I’ve worked with clients for seven years or wow, this guy’s, Clay, you’ve worked with the same client for 12 years. One of my clients, I’ve actually worked with this client for 15 consecutive years. And so people, when they come to a conference, they feel like they’re part of a family. And again, we charge $1,700 a month. It’s a flat rate. And with those non-equity growth partners, we get a small percentage of the growth. And that’s something we can talk about later. But how has it been for you guys knowing that you’re, all of this, the implementation of all this, graphic design, photography, video, web, search engine, everything is all fitting into that $1,700 flat monthly set it, forget it price. There’s so much that you guys do for that price. Along with it, we’re just growing constantly. Even just the short amount of time we’ve been on, you’ve probably already heard the phone ring a handful of times already. It’s all just been amazing and everything like that. So now for the sake of time, I want to totally respect your time today, but I also want people to know we help you with your sales conversion process, the scripts, the recorded calls, the one sheets, the prewritten emails, helping you determine your sustainable customer acquisition costs, building checklists and processes for everything, whether it be onboarding a new hire, whether it be installing something, we got to build checklists and systems for everything. Then we have to teach management systems how to manage employees, which would work off of the idea that we also help finding employees. So many business owners today say they can’t find employees, let alone manage them. This is all the things that we do. We help you learn how to hire, inspire, train, and retain top quality people. I want to get your thoughts on this, and I want to respect your time. For people out there that are thinking about going to Thrivetimeshow.com and scheduling a consultation, it’s a free consultation, it’s a free 13-point assessment, what would you say to anybody out there thinking about it? I would say why you’re still thinking about it, I’d say be given a call because it, I mean, proofs in the pudding, you know, so we’ve been doing great and I mean there’s no sense in hesitating at this point. You know, I’ve listened to the show. I’ve been a partner for, you know, for how long? Since 21. Everything is knowledge and there’s no reason to be holding back and not making that call. Absolutely. And how much has the coaching, how much have you grown since we started working with you as far as a percentage, if you had to factor in a percentage or maybe some sort of stat in terms of growth. Because obviously this week, I have the notes pulled up here. We’re this week, we’re celebrating. And this is so important for people to know this. You should look this up, folks. We’re celebrating the best sales week ever. $186,243 of sales. Um, how, how, how much have you grown since we started working with you? Ooh, uh, we’re a hundred and probably 35 to 45% growth. Wow, and again, you’re a real person, real business. I’m gonna pull up the website one more time, folks, so you can see it. And if you’re out there today and you’re discouraged or you feel like you don’t have what it takes to do it, folks, we have a proven plan. Everybody, you can implement the proven plan. We have in-person workshops you can come to. We have one-on-one coaching. You go to FullArmorWindowsDoors.com, you can see a recent testimonial with today’s guest. But if you want to see thousands, some people like to go up here and just watch these until their head explodes. I talked to a guy this weekend and he told me, he said, Clay, I have watched, I think, all of the testimonials. I said, you have? And he says, oh yeah. And I said, that’s incredible. Wow. And he said, I went through, I scrolled down, I hit play, and they were great. And I said, did you click the button where it says see thousands of additional testimonials? And he said, there’s more? And I said, well, yeah, we have over 2000 and we enumerate them. So we actually know this is a verifiable fact. We don’t have, you know, hundreds. I mean, we have thousands of video testimonials and that works for our business because we document the success, but it also works for your business. Could you share how in closing, how has gathering objective reviews via video and Google, how has that impacted and improved or changed your sales process? Because again, somebody out there today, they’re looking on the outside going, I just don’t see that I could ever grow my business like that. How has gathering objective Google reviews, video reviews, and building that gallery impacted Full Armor, Windows, Doors.com? Well, the easy answer is we’ve grown 135%. So there’s that. But we could tell a huge difference from the moment we started getting more of those reviews. We had a jump initially that we jumped like 40 reviews in like a week or so. And all of a sudden that just that bit, that phone started ringing like constantly. It boosted us. Similar with the video testimonials, people that go to our website are like, well, you guys are doing something right. You got all these people that are even just talking about you on video. So it adds a trust layer to any potential customers out there for sure. And again, that domain, it’s a little bit of a tricky domain for people that are looking at it for the first time. Just to be clear, it’s fullarmorwindowsdoors.com, fullarmorwindowsdoors.com. And I’ll sneak in one final question. I think a lot of people will reach out to me and they say, Clay, what’s the most important thing you do to grow businesses? And some people want to hone in on marketing, some want to hone in on accounting, some want to hone in on hiring, some want to hone in on sales. Let me try again. There’s four different, how I look at it is there’s four major boxes. Some people want to hone in on marketing, some want to hone in on sales, some want to hone in on hiring, some want to hone in on accounting. I would argue it’s all of those situations, all of that, all of those areas, all 14 areas of the business growth path are needed to achieve success, not just one. I’d love to get your reaction to that as a long-time client who’s having success, because you know how it is when you come to a conference, people ask you, what’s the one thing you did that changed the game? I’d love to get your reaction to that. Well, I’m kind of on the same. It’s everything. It’s all parts because the marketing helps bring the sales. And once we start growing, we got stuck. We’re like, well, shoot, we need more people to help service all these people now. So having a plan and hiring it, I mean, so it all works hand in hand. It really does. And so when it comes to one thing, one thing set the domino effect of everything else. And that’s the only way for it to grow. We can’t just focus on the marketing, otherwise, then everything else would go. So it’s the whole package that really makes everything successful. Now, coaching is all about accountability. One, you’ve got to have someone hold you accountable. Two, you’ve got to know what to do. And three, you’ve got to have someone who can help you do it. What am I saying? One, you have to have the accountability. Two, you have to know what to do. And then three, you have to have someone that can help you through it if you get stuck. How would you describe the coaching experience? We have a weekly meeting. It’s a weekly meeting. It’s a flat fee. But how would you describe that weekly coaching meeting with Andrew and our team? We have a checklist. We go through our agenda. Here’s what you need to do next week. And then so when we are having our meetings, it is did you do this? How did it go? What do we need to do from there? So it is everything you just said. We have a plan. Andrew is keeping me accountable. And then we are discussing then as well what our next step is and having that person to communicate with and talk to, you know, like, here’s what’s going on, like, what do you suggest? And you don’t always have that person sometimes, depending on what it is. And, you know, Andrew can answer all the questions we have. And if he doesn’t, he knows how to get it and, you know, have an answer shortly soon, you know, and it all, I mean, it’s just great. Otherwise, you know, it’s easy to drop off and be like, okay, maybe we’ll do it next week or something. But you have that one guy, Andrew calling you, I was like, where are you at with this? Like, yeah, I need to do that. So if you miss one at the time, you’re like, okay, I shouldn’t do that again. Now, if you had to describe what we do in like a sentence, maybe, like if you had to say, or maybe sentences, I won’t try to paint you in a corner, but sentences for somebody who’s, how would you describe in a sentence or sentences, what we do. Business coaching services. And that’s really kind of it’s a whole program that really. Helps grow everything, and it’s, you know, I thought, you know, at one point, like, OK, we got to do all this and in one sentence, it’s just the coaching and helping create a legitimate, profitable business. Brother, I am so honored to know you and to have you on the show. And for people that want to verify, we know your first name’s Tavis. What’s your last name so people can look you up and verify you’re not a hologram? Tavis Hine, Hine’s my last name. Tavis, I really do appreciate you, sir. Thank you so much for your time. You guys are first class there. And again, folks, that website, if you haven’t been to it, it’s fullarmorwindowsdoors.com. Fullarmorwindowsdoors.com. Take care, sir. Have a Merry Christmas, and we’ll talk to you soon. You too. All right. Thank you. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. All right, Thrive Nation. On today’s show, we’re going to be breaking down what Robert Kiyosaki has recently been talking about. Robert Kiyosaki, the best-selling author, the New York Times best-selling author and real estate investment guru, has recently been talking more and more about octa-non-verba. You say, what’s octa-non-verba? Well, one, it’s Latin, so don’t get too concerned there, but it’s octa, again, it’s octa-non-verba. What it means is action. You need to watch what people do and not what they say. That’s the idea. Watch what somebody does and not what they say. Hi, I’m Ryan Wimpey. And I’m Rachel Wimpey, and the name of our business is Tip Top Training. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and us training dogs. Clay and his team here, they’re so enthusiastic, their energy is off the charts. Never a dull moment. Very bright. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done. We’ll ask for things like different flyers and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out or you’re going to spend half of your time trying to figure out the online marketing game and producing your own sliders and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus and you already know how to do it. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So no one has a marketing team too. Most people don’t. They can’t afford one and their local web guy or a local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, really, I mean really ride them to get stuff done and stuff is done so fast here. And people, there’s a real sense of urgency to get it done. Great. I learned at the Academy at King’s Point in New York. Octa non verba. Watch what a person does, not what they say. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. We have been working with Thrive for business coaching for almost a year now. Yeah. So what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now, okay. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both 1.3 billion dollar companies. They both have two to three thousand pages of content attached to their website. So to basically go from virtually non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts, and staying on top of those podcasts to really help with getting up on what they’re listing or ranking there with Google. And also, we’ve been trying to get Google reviews, asking our customers for reviews. And now we’re the highest rated and most reviewed pest and lawn company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now, our closing rate is about 85%, and that’s largely due to, first of all, like our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one-and-done deal. It was a system that we followed with Thrive in the refining process, and that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible. But the reason why we have that success by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists, everything gets done and it gets done right. It creates accountability, we’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really really contributed to our success but that like is of the diligence and consistency and consistency in doing those and that system has really, really been a big blessing in our lives and also, you know, it’s really shown that we’ve gotten the success from following those systems. So, before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. And we didn’t know… The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, that they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So, we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense. Starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. Clay has done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crocker, the head of Disney with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, graphic designers, and web developers. They run 160 companies every single week. Think of this guy with a team of business coaches running 160 companies. Every 6-8 weeks he’s doing reawaken America tours. Every 6-8 weeks he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires helping them grow their companies. I’ve seen guys from start ups go from start ups to being multi millionaires. Teaching people how to get time freedom and financial freedom through the system, critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. Amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. Clay has been an amazing business coach. Through the course of that, we became friends. My most impressive thing was when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy his he doesn’t his highest desire was to do what’s right and Anyways, just just just an amazing man. So anyways impacted me a lot. He’s helped navigate anytime I’ve got nervous or worried about how to run the company or You know Navigating competition and and an economy that’s like I remember we got closed down for three months he helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey, guys. I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house. Right. This is where we used to live a few years ago. This is our old neighborhood. See, it’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team, I mean it’s me and another guy. This is our new van with our new marketing and this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you times a thousand. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. No claim is a claim. 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. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re gonna teach you how to fix your conversion rate. We’re gonna teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems. So now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the 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 system 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 built this facility for you and we’re excited to see it. Hey, I’m Ryan Wimpey with Tip Top K9 and I’m the founder. I’m Rachel Wimpey and I am a co-founder. So we’ve been running Tip Top for about the last 14 years, franchising for the last 3-4 years. So someone that would be a good fit for Tip Top loves dogs, they’re high energy, they want to be able to own their own job but they don’t want to worry about, you know, the high failure rate. They want to do that like bowling with bumper lanes. So you give us a call, reach out to us and we’ll call you and then we’ll send you an FDD, look over that, read it, fall asleep to it, it’s very boring, and then we’ll book a discovery day and you come and spend a day or two with us, make sure that you actually like it, make sure that training dogs is something that you want to do. So an FCD is a franchise disclosure document. It’s a federally regulated document that goes into all the nitty gritty details of what the franchise agreement entails. So who would be a good fit to buy a Tip Top K9 would be somebody who loves dogs, who wants to work with dogs all day as their profession. You’ll make a lot of money, you’ll have a lot of fun, it’s very rewarding. And who would not be a good fit is a cat person. So the upfront cost for Tip Top is $43,000 and a lot of people say they’re generating doctor money, but on our disclosure, the numbers are anywhere from over a million dollars a year in dog training, what our Oklahoma City location did last year, to $25,000, $35,000 a month. To train and get trained by us for Tip Top K9, to run your own Tip Top K9, you would be with us for six weeks here in Tulsa, Oklahoma. So we’ve been married for seven years. Eight years. Eight years. So if you’re watching this video, you’re like, hey, maybe I want to be a dog trainer. Hey, that sounds super amazing. Go to our website, tiptopcanada.com, click on the yellow franchising tab, fill out the form, and Rachel and I will give you a call. Our Oklahoma City location last year, they did over a million dollars. He’s been running that shop for three years. Before, he was a youth pastor with zero sales experience, zero dog training experience before he ever met with us. So just call us, come spend a day with us, spend a couple days with us, make sure you like training dogs and own your own business. Well the biggest reason to buy a Tip Top K9 is so you own your own job and you own your own future and you don’t hate your life. You get an enjoyable job that brings a lot of income but is really rewarding. My name is Seth Flint and I had originally heard about Tip Top K9 through my old pastors who I worked for. They trained their great Pyrenees with Ryan and Tip Top K9. They did a phenomenal job and became really good friends with Ryan and Rachel. I was working at a local church and it was a great experience. I ended up leaving there and working with Ryan and Tip Top K9. The biggest thing that I really really enjoy about being self-employed is that I can create my own schedule. I have the ability to spend more time with my family, my wife, and my daughter. So my very favorite thing about training dogs with Tip Top K9 is that I get to work with the people. Obviously I love working with dogs but it’s just so rewarding to be able to train a dog that had serious issues whether it’s behavioral or you know whatever and seeing a transformation, taking that dog home, and mom and dad are literally in tears because of how happy they are with the training. If somebody is interested I’d say don’t hesitate. Make sure you like dogs, make sure that you enjoy working with people because we’re not just dog trainers, we are customer service people that help dogs. And so definitely, definitely don’t hesitate. Just come in and ask questions. Just come in and ask questions. Ask all the questions you have.


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