Entrepreneur | SCALE or Fail- Build Your Business With the Big Picture in Mind

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Audio Transcription

Get ready to enter the Thrivetime Show! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re on the top. Teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. I am here with Clay Clark, our U.S. Small Business Administration Entrepreneur of the We’re talking today about scale or fail, build your business with the big picture in mind. And Clay, I’m going to give a brief overview before I let you dive into this today. That’s fair enough. I respect that decision. Muchisimas gracias, hermano. All right, so scale, we’re talking about scale or fail, and we’ve broken down the word scale into an acronym, which our thrivers that are watching, scale means, we’re going to break it down to S stands for systems driven, C checklist dependent, A accountability focused, then L learnable and trainable, and E executable by all. So, as we dive into this, why don’t we dive into the first one here, Clay. I’m going to begin with a notable quotable about systems driven, and then I’m going to let you just dive in. And we’re talking about scale or fail. Michael Gerber has a quote which says, if your businesses depend on you, you don’t own a business. You have a job. It is the worst job in the world because you’re working for a lunatic. He’s a best-selling author for those of you that are not acquainted with Michael Gerber on E-Myth, the book series. So Clay, what do you have to say about that? What do you think? Well, the thing about it is that if you have a business, say you’re a manager, say you don’t own a business but you’re a manager, you own a particular job or you’re in charge of a certain task, if everything is dependent on you, like if you don’t have a checklist, if it’s not documented somewhere, what will end up happening is that eventually you will get sick or you’ll have a wedding to go to or a funeral or a kid’s birthday party, you have some life event that will happen or you’ll be sick, something will happen. And everything will tumble, it will topple, it will fall apart if it’s all held up by you, if you’re the one holding up every aspect of the business. So what you want to do is you want to build systems that are not reliant upon you that other people can do. So what about if we have thrivers that are watching right now? What if you’re the only one in that business that is capable of doing everything? What do you do then? Well, the step right now, what you want to do is you want to begin to make a checklist of all the things that you do, and you want to eventually delegate to somebody who you think could do it as well as you or better than you. Okay. So I’ll give you an example. Okay. You know, you’re one of our new Thrive hosts, and what’s exciting is that we don’t know when people will watch this. They might watch this 10 years from now, they might watch it today, but what we do know is that you used to be a chaplain. I mean, you were a guy who led chapel services. How many kids, how many thousands of people were in these things? There were several thousands. Several thousand in these, and so you’ve hosted in front of thousands of people. And so, you know, it’s not to me a big risk bringing you on to ask you to host with a lot of unbelievable mentors coming down the way here who are, they speak Spanish, and they speak English, bilingual. And so, you know, for me to delegate the hosting of the show to somebody, I have to have big confidence. I have to believe that person has the skill, the talent to do it. At the time when I was building the systems, I didn’t know that I would find somebody who’s spoken in front of thousands of people like I have, who also has an interest in business and a heart for helping people. So you kind of start to say, I’m building a system, I wonder why, I probably will never find somebody like that. It’s kind of what you’re thinking to yourself, but then when you look and you’re looking, you go, Jose Miranda would be the perfect guy for this. And now you’ve built that system for the right person. So what you want to do is start to build the system beginning with the end in mind. And today’s training again, scale or fail, build your business with the big picture in mind. You want to keep that big picture, that big vision in mind and start making a checklist for every process, every system. Even though you’re thinking to yourself, well, no one else could do this. But eventually you’ll find somebody who can and you want to delegate. Because eventually what I’m hearing you say is you have to be able to trust in someone to delegate because if you’re not able to trust somebody in your organization that you’ve mentored, you’re really… Well, I’m not going to argue with you, but I want to say this is that not everyone is deserving of your trust just simply because they were born. Right. So what you want to do is you want to find people that are trustworthy. So we have a guy on our team, Nathan, who is in the military, right? He went to a nice college, private college. He’s a great guy. So why would I just not hand him the keys to the mothership and say, hey, run the mothership. You have a good, you know. Because a lot of people who do have all the degrees, all the resume on paper, but you’ve seen them before. They look good on paper, but you bring them in and they just are not what you thought they were. Completely. So I always give people these diligence tests when they start. I give them tasks to do that really no one else wants to do because that’s what I had to do. I had to start off at the bottom doing every task, and then once you find somebody that has the diligence needed and they have the character, then you can start to delegate. But if you have that person right there in your office that you want to delegate to, but you haven’t taken the time to build the systems before you needed to, you can’t delegate. You’ve got to build the system before you find the people. That is important. As we’re talking about scaling or failing and building your business with a big picture in mind, and we’re talking about the word scale, as we’re addressing the systems driven, an action item could be asking yourself, what are those areas that I can improve with those business systems? Everybody needs to ask themselves right now, if you’re watching, go ask yourself, what are the areas of my business that I can improve the business systems? What are the areas? And I’ll just give you some examples to help you get going. Accounting, what’s your process for that? How do you respond to emails? Do you have a pre-written email for every scenario? How do you answer the phone? Do you have a script? How do you save things? What’s your nomenclature for saving things? How do you name files? How do you dress? What’s the dress code? How do you respond to people? What kind of people are you trying to hire? What kind of people are you not? What kind of microphones do you use? What kind of video equipment do you use? How does your website font need to be? I mean, document, build systems for everything. It’s like you’re stating the obvious. State the obvious. Just don’t assume it and just go through that checklist. Go through every part of your business, ask yourself, in what areas can I improve my business systems? Let’s hop into the second one from the SCALE acronym here, which is the checklist. Being checklist dependent, and I’m gonna set it up for you here with a notable quotable. Sure. It says this, the volume and complexity of what we know has exceeded our individual ability to deliver, that’s my Spanish, I’m sorry, to deliver its benefits correctly, safely or reliably. Good checklists are precise. They are efficient, to the point, and easy to use even in the most difficult situations. They do not try to spell out everything. A checklist cannot fly a plane. Instead, they provide reminders of only the most critical and important steps, the ones that even the highly skilled professional using them could miss. Good checklists, above all, they’re practical. Clay? Well, what you’re doing here is you’re, the guy by the name of Atul Gawande, he’s the guy who wrote this, a quote, Atul Gawande, this guy is a surgeon, and he wrote a book called The Checklist Manifesto, and what he’s talking about is that surgeons will forget critical steps. And we have all sorts of research, and I want to read something to you. This is a mystic statistic I want to read to you here. When the state of Michigan began using a checklist for central lines and the intensive care units, its infection rate plummeted 66% in just three months. Soon, its ICUs were outperforming 90% of the hospitals nationwide. And in 18 months, the checklists saved an estimated $175 million and 1500 lives. This is something that Atul Gawande, this is research he did that was published in the Huffington Post. But what I’m saying is a checklist can literally save lives, but it can also save sales deals, it can save relationships, you can save a vacation. You just don’t want to forget the easily forgettable things. You want to focus your mind on the hard to do things. You don’t want to waste your mind focusing on not forgetting basic things. And I think that will also take you to the next level in your leadership because you might be at a level that might be here, but you want to scale it up. And I see that how successful entrepreneurs and business people, I see you, I see Marshall, I see other leaders here at Thrive. You guys always have your checklist. You’re always sticking to it and doing it, and that is excellent. Well, you have to be checklist dependent. And I want to read this next notable quotable, because I think this is something that, but I really love Atul Gawande. I love his writing style. I love the way, because he’s a surgeon who went into the world of business and the medical world and looked at how do great companies do it right? And one thing he says, he says, we don’t like checklists. They can be painstaking. They’re not much fun. But I don’t think the issue here is mere laziness. There’s something deeper, more visceral going on. People walk away not only from saving lives, but from making money. It somehow feels beneath us to use a checklist. And embarrassment, it runs counter to deeply held beliefs about how the truly great among us, those we aspire to be, handle situations of high stakes and complexity. The truly great are daring. They improvise. They don’t have protocols and checklists. Maybe our idea of heroism needs updating. What he’s talking about is that the great people really do use checklists. They do use systems, but we start to think that they don’t. And so as we kind of transition into our next point here, I just want to make sure we all have that mindset that we really, really, really, really, really, really need to have checklists. We need to have a business that’s dependent upon those checklists. I think this next one is extremely important, especially the letter C. It stands for accountability focused. It’s talking about here on the scale system, accountability focused. This notable quotable here, it’s by Sir Earl Sasser Jr. and Learner A. Schlingziger, help me there with my Spanish. Yeah, I’ll tell you this, this book and I wouldn’t get, you know what, here’s the deal, I wouldn’t get hung up in that author’s name. I’ll tell you what, this is the service profit chain. The only thing we need to know is this is from Harvard, the Harvard Business School. There you go, there you go. The service profit chain and this notable quotable will blow your mind. It says this, being nice to people is just 20% of providing good customer service. The important part is designing systems that allow you to do the job right the first time. All the smiles in the world aren’t going to help you if your product or service is not what the customer wants. So accountability, we’re talking about accountability is what you’re doing is if you have the rules, let’s say we’re making the rules of football, okay? And again, I know we have a lot of thrivers who think that football is soccer, so I’m going to go with the soccer mentality here. Soccer, you can’t use your hands to score a goal. You can’t hit the ball with your hands into the goal. You can use your head. You can use your feet. Those are the rules. And so what will happen is occasionally a player will try to use their hand and act like they didn’t do it. And the referee will go blow the whistle or whatever happens, right? And then they go, hey, you know, home skillet, you can’t do that against the rules. And there’s a certain penalty, or the ball, either team gets the ball, whatever. But the point is, you can’t do that. And so in business, you have these checklists that you make, but if you don’t have a referee, if you’re not the referee, if you’re not willing to occasionally call a foul or call a penalty when someone doesn’t follow the checklists, they’re not going to get done. So you’ve got to have an accountability focus where you actually account for each thing and make sure things are done properly. And that’s really what we’re talking about. Because that checklist just keeps you in point, keeps you on target, keeps you focused on actually accomplishing the tasks and the items that need to be done for that day. And I’ll give you a little story. I worked years ago with a medical business in the dental world and this dentist was awesome. A neat guy and a guy on one of the coasts here. I don’t give all the details, but he was on the coasts and he bought this molar machine. It’ll make a molar in an hour. You know? Wow. So people are like, yeah, I mean, I guess I’d like to have my molar made in an hour. So they, unfortunately, people need to have a replacement tooth that they have the molar made and it would take them like 12 hours. Well, the dentist is like probably telling people, hey, the molar will be ready in about an hour. Then he peaces out, right? Was staff had no sense of urgency. So that one hour molar was taking people 12 hours. Well, how did a customer feel who paid a premium for the one hour mower that wasn’t ready until the next morning? I’m guessing extremely disappointed. Yeah, but because there was no… And frustrated. But because he did not know they weren’t doing it, he couldn’t hold them accountable. Once he put in a system, there was a merit-based pay system. And think about the companies that have this. You have Quick Trip, you’ve got Starbucks, you’ve got Disney, you’ve got Southwest Airlines, UPS. These are companies that have a merit-based pay system in place. Think about how different Southwest Airlines is than most major air carriers. Think about how quick-trip gas stations, how much different they are than other gas stations. Maybe you don’t have one near you, but think about like a Starbucks, how much different that is than a typical coffee shop. They have accountability systems they’ve put in place and merit-based pay where people get paid based off of the results they deliver, not based on the amount of time that they spend on something. Oh, wow. They get paid for the results they deliver, not based on the amount of time they spend on something. And by putting up a merit-based pay system, you’re paying people based on the results, not based on just the hours they’re working. So what that does is it forces an accountability. And you need to do that. Everybody here has to have a merit-based pay system of some kind. So an action item for this specific item that we’re talking about, about doing our checklist is determining the merit-based system that they can, or thrivers, can begin to implement in order to move them forward. Yeah, so I’m just going to give you a specific example. If you right now own a donut shop and you’re paying a guy $10 an hour to make donuts, I would recommend you would lower his pay to $8.50 an hour, and then you’ll say, hey, I’ll pay you $11 an hour if you complete your checklist at the end of your shift. So instead of talking to the guy over and over and over about, hey, can you please try to remember to clean up when your shift is done? Just say, hey, right now I pay you $10 an hour. I’m cutting your pay now to $8.50 an hour. But if you do your checklist, if you just do every aspect, all of it, if you follow the checklist and you check off the items, you mop the floor, and you do everything you’re supposed to do anyway. If you finish it completely and wholly, you fully do it, you execute it to the best of your ability, I’m gonna go ahead and bonus you out an extra dollar, more than you’re making now. That’s really powerful because you’re incentivizing, but at the same time, you’re giving them even adding more value to their life. I like to pay people more than most people would pay them based upon, so we have guys in our office who do search engine optimization article writing. We have video editing. And I like to pay somebody the same rate whether they take four months to do the video or they get it done in a few hours because I want people to go fast and to hustle. If you’re a search engine optimizer, you get paid per article, not per hour. That’s how you have to do it. And so as we go into our next point, I want to make sure that if we go through the time, think about this. If we go through the time, if we invest the time here today to build systems. Then we build all the checklists. Then we build a merit-based pay system. What we’re doing has to be learnable and trainable. To build a system that only a genius can understand, you might be dumb. So you want to build a very learnable and trainable system. The most intelligent people can build systems that anybody can do. Talking about learnable and trainable, here’s another notable quotable by John D. Rockefeller. You know who this guy is? The Rock, John Rockefeller. Oh, that’s the right Rock. OK, here we go. This is one of his very excellent quotes. And he says, good management consists of showing average people how to do the work of superior people. Can you break it down for us? Well, he’s the world’s wealthiest man during his time. And he dropped out of high school to help support his family. So this is a guy who started at the bottom and got to the top. This is a guy who supported his mom when he was still a teenager. His father was a philanderer and he was, his father was married to two different women simultaneously and the women didn’t know and it was a bad deal. He was a bad father. And so John D had to take care of his family at a young age. And what he found is that he was, he started off in the trading business. They were two traded products. So it’s like a shipper. They ship goods from A to B, that kind of thing. But he found out over time that he could only do so much. So he had to find a way to teach people that maybe weren’t as talented or skilled or driven as he was, how to do the work of great people. And so his mastermind, his system, his greatness was really that he could teach an army of thousands of people how to refine oil, how to find the oil, then how to refine the oil, then how to ship the oil at a price that was cheaper and better than the competition. Now somebody listening to this is like, yeah, but he also is a tyrant and he stole, somebody’s listening to this going, well he also stole a lot of stuff, or he was a tyrant, you could focus on that. I think there’s, point to me a person who’s flawless and then we’ll get into that discussion. But the thing is, he was able to teach average people to do superior work. And in that way, he was able to build a learnable and trainable system that made in today’s dollars Billions I mean think about it. He like we’re talking about you know scaling or failing he was able to see the big picture Yeah, and all that he did in that training always focused on the big picture. That’s it so You know one of the actions that we can take about this specific point of being Learnable and trainable is this break down your complex systems into the most basic and jargon-free steps so that you can quickly duplicate it as quickly as possible. I’m going to get into that. So you want to break down the complex systems into the most basic. What do you mean by that? If I was, one of the clients I work with, she makes cookies, gourmet cookies. And to, you know, she’s very good at doing that. There’s things that she probably does just for memory. But we need to know how many eggs go into this mix. What kind of eggs? When do the eggs, was step one or step two? Step four or step five? How much oil goes in? How much flour goes in? What kind of flour? There’s all kinds of flour. You know, there’s organic flour, there’s heavily processed flour. So let’s be specific about the kind of flour, the kind of the eggs, the kind of oil. I mean, you know, butter. I mean, how many kinds of butter? There’s organic butter. There’s I can’t believe it’s butter. There’s, I mean, when you say butter, that has different meanings for a lot of different people. So you have to be very specific about the brand, about the type, about the amount. Be very, very specific. And then what you want to do is you want to make sure that there’s no jargon there. And I could go on a rant. I’m going to do it just for a minute, I have to, I’m not going to do a huge rant, but I want to, I just… Come on, give us a little bit of that. Here’s the deal, companies everywhere, once they get to a certain size, maybe four or five employees, they start doing jargon. So my office, one of the things that makes me so mad in the wedding business is that the wedding guy who’s doing the wedding videos, he’ll start to write mob on the files mob what does that mean I’m I have no clue that’s the point sees what happens is you write mob so the the guys been editing wedding videos he’s like instead of writing mother of the bride and the mob that’s right at the mob right mob on the file and it’s why I had the DJ company said writing father of the bride people would say they’d write fob F O B I would be like, stop using jargon. Write it out. It takes you, what, two seconds to finish typing it? But by you saving two seconds, at the wedding we literally had a DJ get up, and I’m not exaggerating, he announces, ladies and gentlemen, this time I want to introduce the FOB. No. Yeah, and it happens all the time because someone’s trying to use jargon or abbreviations or don’t do it because it’s harder to train people. No one knows what the freak’s going on. If everyone speaks in Jordan, we went to a college. Remember how people used to say, at Earl Roberts University, a great school for a lot of great things, but they would say, hey, I’ll meet you at the LRC. What the freak is the LRC? No one knows what the LRC is, unless you’ve been to college there for a while. They’re like, yeah, and then I’ll go to Saga. What’s Saga? Is this like a movie? Is it part two of a movie? What is Saga? And then it’s, where are all the other ones? The GC. The GC, the LRC, the Saugus. The Eagle’s Nest. The Eagle’s Nest. No one knows what that crap means. You have to be specific and tell people. It would be easier to say, I will meet you at the athletic facility. Oh, I know where that is. So be clear and specific. No jargon. So you can be duplicatable. Absolutely. If you don’t want to be duplicatable, speak in jargon all the time. Make little abbreviations for everything. Just dumb. The next one in the scale acronym is, stands for executable by all. I’m going to set it up for you Clay here with a notable quotable by one of our very own founders of here in the United States, Thomas Edison. He said, without a vision, execution is hallucination. I know that this is one of your most favorite quote and I see it everywhere here, where I go in the Thrive building. Can you just get us here motivated with this quote? Well, I Always, you know Thomas Edison is kind of one of those founding bedrock entrepreneurs of America’s American success You know, this is the guy who invented the light bulb Somebody’s you know watching right now and saying we didn’t invent the light bulb. Why do you always see that Tesla dick? The point is he’s credited with having invented the modern light bulb. He’s also the guy who invented recorded audio, recorded video. This is a guy who did some big, he built GE, okay? And what he’s talking about is that if you have a big vision but you don’t execute it, you’re just hallucinating. And so what happened is I, we started building the haircut business, Elephant in the Room. This is just a recent example. We built a system, I say we, I’m an investor in the company, so the gentleman who was doing it, and he was a guy who no longer works for the company, but he loaded up that training checklist with jargon. So no one knew what he was talking about. Then he built a system where only people that were exclusively trained in how to do straight razor shaves could possibly. When you build a business where a guy has to have done ten years of straight razor shaves before he can come work with you, you’re kind of limiting yourself a little bit, right? Right, right. You don’t want to do that. You’ve got to build a system that’s duplicable and scalable. It’s like you’re putting a plug on, you’re clogging the system, you know, instead of letting it flow, you’re just like drip, drip, drip, drip, drip, instead of just like an escaping effect. What you should try to do is build a business model that duplicates quickly and that people with the lowest skill and the highest integrity can do well. Again, I’ll repeat that. You want to build a system that can duplicate quickly and one where people with the highest integrity but the lowest skill can be successful. That’s what you’re trying to do. We have an internet optimization company. We have companies all over the world that call us and say, hey, Clay, could you help us get our site to the top of Google? I can, but I couldn’t do it if I only hired super geniuses. Every guy on our search engine optimization team had no knowledge of search engine optimization before working here. Isn’t that amazing? Yeah. We do optimization for some of the biggest companies on the planet, and everyone on our team has never done it previously working here. But it’s amazing how the staff here has this system that is duplicatable that whoever gets here in this train, they can do it. Yeah. I didn’t see any jargon. I didn’t see any type of hieroglyphics on the wall. What is this? Well, you try to make it. You understand it. We try to make it where it’s, yeah, there’s little inside jokes and little things that start to happen over time. Some people are like, why are you always talking about honey badgers? Does he like honey badgers? Is he part of some environmental protection thing? What’s that all about? And I get it. There’s some things like that. They’re kind of fun. But you want to make it where people can come in and quickly learn the system. And so I would ask yourself right now as an action item, I’d encourage everybody to ask yourself, in what ways is your current system not executable? In what ways is my current system not executable? In what ways? Just ask yourself. And go ahead and make a list, because you need to schedule time to work on your business and to work in your business. For most people, and I’ve heard this from Thrivers, you hear so much great stuff on Thrive15.com that you want to learn and you want to learn and you want to learn, but you also have to execute. I would recommend what you do is you spend five days a week working in the business and one day a week working on the business. Say that again. Five days a week working in the business and one day a week working on the business. If you have enough revenue where you can spend all your time working on the business, then do it. But you need to block out time to work on it and time to work in, and that’s how you do it. Just for our thrivers that are watching here, we’re going to recap, and before we close here, we’re talking about scaling and failing, or fail, building your business with a big picture in mind. We’ve talked about the word scale, and we have broken that into an acronym that stands for your systems driven. Clay, what does that mean, systems driven? Systems driven, what it is, is your business has to be built upon systems and not reliant upon individuals. People will come, people will go, but the systems need to stay. Awesome. See checklist dependent. It’s a thing where the checklists remember what to do not people. There we go. Accountability focused. You have to make sure people are following the rules, staying in balance. You have to be afraid. You can’t be afraid to be that. You can’t be a referee who’s afraid to throw the penalty flag or to blow the whistle occasionally. Excellent. L stands for learnable and trainable. If you have a system that’s so awesome but no one can learn it, then you, in fact, are the dumb one, not the people learning. And finally, executable by all. It has to be something that everybody can do. Everyone can actually execute. Once they learn it and you’ve trained them, they actually have to be able to do it. Can they actually do it? And I can tell you with just an example, elephant in the room, it’s exciting now because now we’re hiring people that can do the same legendary haircut. Regardless of how much experience they have in the industry, we are literally changing the game because we’re able to train people how to do that. It’s literally a new paradigm. It’s changing it as a whole. I know that if you’re watching and you follow these steps, simple steps, and you stick to it and you ride it and you do it, I believe that their business is going to go to the next level. Well, I’ll tell you this, a highlight of today, we had Donna Flanagan in town today. Yes, yes. Visiting us from Indiana, I believe. And she is such a breath of fresh air, such an excitement to have somebody who’s an actual thriver who took advantage. We have free workshops. So if anybody wants to attend our workshops, you just go email info at thrive15.com. And get our free downloads as well. Yeah, you can go up there, get all the downloadables from today’s training and get all that. And she went on to our site, requested to do so. She came here for a workshop and it’s just fun to see her growing her business as a result of this. So you can be just like Donna Flanagan, make it happen. Donna Flanagan, welcome to Tulsa. We’re so excited to have you if you’re watching right now. And also, also, now Donna has a wonderful daughter, Monica. Monica, we loved having you here as well. So we’re excited to see many more Donnas and Monicas. We want to help you grow your business this year. That is good. But Clay, I want to thank you again for just pouring into the lives of so many that are watching here at thrive15.com. Thank you for just imparting into us. And you, Thrivers that are watching, thank you so much for tuning in. Until the next time, this is Jose Miranda and Clay Clark. Boom. Have a good one. JT, do you know what time it is? 410. It’s TiVo time in Tulsa, Russia, 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 going to have to come and find out, because I don’t know. Well, I’m just saying, Tim Tebow’s going to teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s going to walk us through his mindset that he brings into the gym, into business. It is going to be a blasty blast in Tulsa, Russia. Also this is the first Thrive Time Show event that we’ve had where we’re going to have a man who has built a $100 million net worth. Wow. Who’ll be presenting. Now we’ve had a couple of presenters that have had a billion dollar net worth in some real estate sort of things, but this is the first time we’ve had a guy who’s built a service business and he’s built over a hundred million dollar net worth in the service business. It’s the yacht driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind nine round boxing he’s going to be here in Tulsa, Russel Oklahoma June 27th and 28th. JT why should everybody want to hear what Peter Totten has to say? Oh because he’s incredible he’s just a fountain of knowledge he is awesome he’s 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 gotta come learn from him. Also let me tell you this folks I don’t want to get this wrong, because if I get it wrong, someone’s going to say, you screwed that up, buddy. This is Michael Levine. This is Michael Levine. He’s going to be coming. He’s going to say, who’s Michael Levine? I don’t get this wrong. This is the PR consultant of choice for Michael Jackson, Prince, for Nike, for Charlton Heston, for Nancy Kerrigan. 34 Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes! Colton Dixon’s in the house. So if you like Top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re gonna add more and more speakers to this all-star lineup, but I encourage everybody out there today, get those tickets today. Go to Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. And some people might be saying, well, how do I do it? 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. Again, you just go to Thrivetimeshow.com. You click on the Business Conferences button, and 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. Did you start out with a million dollars in the bank account? No, I did not. Nope, did not get any loans, nothing like that, did not get an inheritance from parents or anything like that. I had to work for it and I’m super grateful I came to a business conference. That’s actually how I met you, met Peter Taunton, I met all these people. So if you’re out there today and you want to come to our workshop, again, you just got to go to Thrivetimeshow.com. You might say, well, when’s it going to be? June 27th and 28th. You might say, well, who’s speaking? We already covered that. You might say, where’s it going to be? It’s going to be in Tulsa, Russell Oklahoma. I’m sorry, it’s Tulsa Ruslim. I’m really trying to rebrand Tulsa as Tulsa Ruslim, sort of like the Jerusalem of America. But if you type in Thrive Time Show and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office. And so it’s going to be packed. So when? June 27th and 28th. Who? You! You’re going to come! I’m talking to you. You can get your tickets right now at Thrivetimeshow.com. And again, you can name your price. We tell people it’s $250 or whatever price you can afford. And we do have some select VIP tickets, which gives you an access to meet some of the speakers and those sorts of things and those tickets are $500. It’s a two-day interactive business workshop over 20 hours of business training We’re going to give you a copy of my newest book the millionaires guide to becoming sustainably rich You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company It’s practical. It’s actionable and it’s Tebow time right here in Tulsa, Jerusalem Get those tickets today at thrive timeshow.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 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’s Tim Tebow and that’s 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 out shows day after day, and now he is the legendary host of the EO Fire podcast, and he’s traveling all the way from Puerto Rico to Tulsa, Oklahoma to attend the in-person June 27th and 28th primetime show, two-day interactive business workshop. If you’re out there today, folks, you’ve ever wanted to grow a podcast, a broadcast, you want to improve your marketing, if you’ve ever wanted to improve your marketing, your branding, if you’ve ever wanted to increase your sales, you want to come to the two-day interactive June 27th and 28th Thrive Time Show Business Workshop featuring Tim Tebow, Michael Levine, John Lee Dumas, and countless big-time, super successful entrepreneurs. It’s going to be life-changing. Get your tickets right now at thrivetimeshow.com. James, what website is that? Thrivetimeshow.com. James, one more time for more enthusiasm. Thrivetimeshow.com. Shine, everything rides on tonight. Even if I got three strikes, I’ma go for it. This moment, we own it. It could get dangerous, see 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 systems 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 loan it. We 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 in Kings Point, New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re close, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done 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 Thorne, who was my boss at the time. I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. And he said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed to the business owner, to the investor. And I owe a lot of that to you. And I just wanted to take a moment to tell you, thank you so much for allowing me to achieve success. And then I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. 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. So anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah, that’s that’s the greatest thrill for me today not thrill but Recognition is when people young men especially come up and say I read your book change my life. I’m doing this I’m doing this I’m doing this. I learned at the Academy in Kings Point in New York octa nonverba Watch what a person does not what they say. Whoa! Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business. And I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. So having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Once I saw what they were doing, I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years of business. You’re not bored. You’re awake, alive the whole time. It’s not pushy. They don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of the business. Planning your time, breaking it all down, making time for the F6 in your life, and just really implementing it and sticking with the program. It’s really lively, they’re pretty friendly, helpful, and very welcoming. I attended a conference a couple months back, and it was really the best business conference I’ve ever attended. At the workshop I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are, you 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 gotta 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 can do it for you. I can see the marketing working. And it’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun, 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, if you don’t, somebody else will. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house, right? This is where we used to live years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing and this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and Just teaching sales, which is awesome. But Ryan is a really great salesman. So we didn’t need that We needed somebody to help us get everything that was in his head out Into systems into manuals and scripts and actually build a team So now that we have systems in place, we’ve gone from one to ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the Thrive Time workshop, you’re missing out on a great opportunity. The atmosphere of Clay’s office is very lively. You can feel the energy as soon as you walk through the door. And it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business, bottom line. I love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing, I’ve learned more in the last two days than I have the entire four years of college. The most valuable thing that I’ve learned, marketing is key, marketing is everything. Making sure that you’re branded accurately and clearly. How to grow our 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, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me as opposed to me constantly being there for the business. New ways of advertising my business as well as recruiting new employees. Group interviews, number one. Before we felt like we were held hostage by our employees. Group In uses completely eliminates that because you’re able to really find the people that would really be the best fit. Hands on how to hire people, how to deal with human resources, a lot about marketing, and overall just how to structure the business, how it works for me, and also then how that can translate into working better for my clients. The most valuable thing I’ve learned here is time management. I like the one hour of doing your business. It’s real critical if I’m going to grow and change. Play really teaches you how to navigate through those things and not only find freedom, but find your purpose in your business and find the purpose for all those other people that directly affect your business as well. Everybody. Everybody. Every business. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real. Everyone needs to attend the conference because you get an opportunity to see that it’s real. you


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