EOFire.com | EOFire.com Interview With Ryan Wimpey & Clay Clark | “It doesn’t matter how good you are if you aren’t getting enough leads. It used to take me six months to do what we do in 6-8 weeks now.” – Ryan Wimpey of TipTopK9.com

Audio Transcription

What is the biggest mind shift that you had going from running a tip-top canine to franchising? So what was the big switch you had to do to make that switch over to where you’re now running it, doing it every day, but now trying to teach others to do it? Well, so doing my craft is really easy for me. I’ve been doing it for a long time, like 11 years or so now, maybe 12. Very crafty. Yeah, so doing my actual job is a lot easier than sitting down and literally stepping out every single little thing I’m doing and systemizing every single little thing. My wife or Clay would be like, hey, you need to make the system. I’d be like, oh, I want to train this dog. Oh, this one’s aggressive. I want to train this one. This is cool or whatever. So the systems weren’t sexy? No, not really. And then also, when we first started, Clay just helping me with the consistency of ads, the consistency of the group interview, he’s like a super consistent man. So just being consistent in every single little thing and systemizing every single little thing, even if it was boring, that was probably the hardest part. Hi I’m Ryan Wimpey. And I’m Rachel Wimpey, and the name of our business is Kip Talky. 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 that’s training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts. Never a dull moment. They’re great. 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 flyers 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 that you already know how to do. 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 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, 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. Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use. Because they believe in you and they have a lot of time on their hands. This started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body. Dr. Robert Zurbach. Two men, eight kids, co-created by two different women. 13 multi-million dollar businesses. We started from the bottom, now we’re in the top Started from the bottom, and now we’re at the top Teaching you the systems to give what we got Colton Dixon’s on the hooks, I break down the books See, bringing some wisdom and the good looks As the father of five, that’s why I’m alive So if you see my wife and kids, please tell them hi It’s the CNC up on your radio And now, three, two, one, here we go! We started from the bottom, now we’re in the top Started from the bottom, and we’ll show you how to get this Light that spark fire nation, JLD here and welcome to Entrepreneurs on Fire brought to you by the HubSpot Podcast Network with great shows like Business Made Simple. Today we’ll be breaking down the proven processes and systems that you need to implement to build a time and financial freedom creating business. To drop these value bonds, I brought Clay Clark and Ryan Wimpey into EO Fire Studios. Clay is former USSBA Oklahoma Entrepreneur of the Year, founder of several multimillion dollar businesses and Amazon bestselling author. And today for our nation, we will be talking about quality leads, getting turnkey marketing systems that will get you those leads. We’ll talk about the irresistible offer and scale and grow exponentially once you’ve nailed that, and then hitting the repeat button and so much more when we get back from thanking our sponsors. Looking for a place where you can experience live interactions with your audience? Then Speak Easy is for you. I’m loving creating daily content on Speak Easy and I know you will too. Visit GetSpeakEasy.com to download the app and go live today. Success Story hosted by Scott D. Clary is brought to you by the HubSpot Podcast Network, the audio destination for business professionals. Success Story features Q&A, keynote presentations, and more. A recent episode on how to protect your business in times of crisis is a must. Listen, listen to success story, wherever you get your podcasts. Ryan say what’s up to fire nation and share something that you believe about becoming successful that most people disagree with. What is up fire nation? I’m Ryan Wimpey with Tip Top K9. One thing about being successful, it has absolutely nothing to do with your passion. You may have to put that on hold to create scalable, repeatable systems in order to succeed. Do not focus on the passion. Well, Fire Nation, you need to be excited about today because as I mentioned in the introduction, we’re talking about proven processes, proven systems that will help you build time and financial freedom, creating your business. And it’s not just Ryan on the mic, but we have Clay Clark on the mic. And this is actually the first time I’ve had a guest in my 3,700 episodes, crack double digits, because this is a Clay’s 10th appearance on entrepreneurs on fire. So Clay, let’s start with you, brother. Friar Nation wants to know where we get quality leads. How can we create turnkey marketing systems that produce quality leads? Brother, take it away. Well, when I met Ryan Wimpey here of Tip Top K9, this was a guy who was passionate about dog training and he really knew how to sell well if he got quality leads. And so if you’re listening out there right now and you have a great product or a great service and you just need more quality leads, what we have to do, and I do this with every single client we work with, we have to identify what we call a three-legged marketing stool. What is the most effective way? Not the only way, but what is the most effective way? Not what are all the ways, but what are the three most effective ways to generate leads for your business? And so for Ryan, we identified that search engine optimization was absolutely very important. And the third area that we discovered was this thing called the Dream 100, which Chet Holmes, the best-selling author of a great book called The Ultimate Sales Machine, Chet Holmes, a great, great author, the late great business consultant, called the Dream 100, where Brian needed to get all of the veterinarians, all the dog groomers in his local areas to refer him. And since we implemented the search engine optimization, domination, the social media marketing and the dream 100 system, uh, tip top has now grown from one location that was, I would say maybe, uh, doing well to now 17 thriving locations all across America. And I would predict by the end of 2022, we’ll probably in the year at 21 to 22 territories. Wow. I mean, that is intense stuff. Ryan, like when you were going through this, were you like, oh my God, this just totally makes sense. I’ve been like going a million miles an hour in a million different directions and not getting quality leads. I’m not putting words in your mouth. I’m just asking you, was this happening? And how did what Clay really structured for you change things? Yeah, so as far as the search engine, definitely helped. You know, we had good map reviews, but we weren’t doing those other three. I wasn’t implementing a dream 100. We weren’t going out and seeing people. And so if I was getting in front of people, I was. I had a sales coach before. Clay’s a business coach and that’s why I found him. But I had a sales coach, so sales are doing good, but I only had so many of them, right? So it doesn’t matter how good you are if you’re not getting enough leads, right? And one thing I want to also double down on, Fire Nation, that book that Clay talked about, The Ultimate Sales Machine. Fantastic, you must read it. In fact, I’m good friends with Chet’s daughter, Amanda Holmes, and she just released the updated version of that book, with of course, all of Chet’s genius in there, with updated to the 2022 version. So that book just came out, so definitely worth a read in all the different areas. And Clay, I want to talk about irresistible offers. We need to develop an irresistible offer for our first time customers. Why and how do we do this? Okay, well, first off, if anybody listens right now and you go to thrivetimeshow.com forward slash EO fire, that’s one irresistible offer, thrivetimeshow.com forward slash EO fire, or you can go to tiptopcanine.com. I’m just giving you two examples. And let me throw in a third example. Why don’t you go to Shawhomes.com. Shawhomes.com. So Shawhomes is a home builder that I’ve helped to grow from, check this out, from $16 million a year of sales to $170 million of sales. So from $16 million to $170, 10 times, more than 10 times, almost 11 times growth, and we’ve done that in less than four years. Tip top canine has gone from one location to 17. And if you go to Thrivetimeshow.com forward slash EO fire, you can see that I do these free consultations and people say, why do you do a free consultation? Well, frankly, it’s for my mental health because JLD, you have great listeners who listen to your show and they reach out all the time to want to attend a workshop or they want to schedule one-on-one consulting and they want to see if we’re a good fit. And your listeners are wonderful because they’re what I call diligent doers. They’re people that actually want to pursue their goals and turn their dreams into reality. However, people that don’t listen to your show, some people, you know, at 3 in the morning after three adult beverages, they fill out the form just to see what happens. You know, not your listeners, but other people do that. And so what you want to do is you want to make an offer so hot that the super intoxicated guy at 3 a.m. fills out the form and you’re ideal and likely buyer. So at Tip Top K9, the first dog training lesson is only a dollar. Now their average ticket, Ryan, how much is the average ticket if someone decides to hire you? Right now it’s about $2,200 to $2,800. So the average customer is spending $2,200 to $2,800 to pay Tip Top K9 to train their dog. But before they decide to commit $2,200 to dog training, they want to see if it’s a good fit. So the first lesson is $1. For Shaw Homes, your first consultation is free. Your 3D mock-up of your new home is free, they have all sorts of free tour, a free interactive experience, that’s free. Or in the case of Thrivetimeshow.com forward slash EO Fire, my first consultation is free. So what you’re wanting to do, if you’re listening right now, you want to think about what’s something that you could offer that’s so hot, so irresistible, so amazing that you want to try it out. You’d actually be able to modify someone’s behavior. Let me give you one more example. I was recently in San Diego, where you’re from, Geraldine, I was in San Diego, and I was not wanting to have a delicious piece of Asian cuisine. I was not thinking to myself, you know what, I want Asian cuisine right now. But I happened to be walking in this mall area, and the guy comes out and says, would you like a free sample? And I’m thinking, well, okay. And I tried the sample and it was phenomenal. And then it occurred to me, I think I’m hungry. And I ordered a meal. But that free sample, it was a generous sample now. It was an ample sample that my human mind could handle. It was so good though. And I’m not kidding. I wasn’t thinking about having Asian cuisine, but it was so good it altered my behavior and it was like a tractor beam from Star Wars. I couldn’t pull out of it. I’m like, oh no. Next thing you know, I’m ordering the meal. It was phenomenal. So everybody out there, if you could go to your website think about your business right now folks think about it what is an offer that you could offer that’s so hot so irresistible that people can simply not resist it. An ample sample that is definitely become part of my vocabulary I love it for all the reasons and once we figured out getting quality leads once we’ve figured out our irresistible offer. How do we scale, Clay? How do we grow exponentially? Well, the thing with Ryan’s business that was challenging is he’s sort of a dog genius. You know, he knows how to train a dog and the proper way to train a dog and matriculate and coach up the dog so the dog is well-behaved. And then the owner goes, wow, my dog used to eat everything. My dog used to eat my, you know, my bride’s, my beautiful wife’s wedding dress, my dog’s eating my shoes, my dog won’t stop urinating in the house, my dog’s crazy! And then they get the dog back and it’s a great, it’s a well-behaved dog. So the question is, how do you build a system so that other people who are not you can learn how to train a dog with the level of quality that Ryan can do? So it became sitting down with Ryan, and I’ll let Ryan explain in more detail, and this was the part of the process that I don’t think he was passionate about and that I wasn’t passionate about it. But in order to achieve financial freedom and time freedom, we had to turn everything into a checklist, everything into a process. And so we had to grind through the process of building a checklist and a process for everything. And now, when somebody buys a tip-top K9 franchise, and correct me if I’m wrong, Ryan, but I think almost everybody who owns a Tip Top K9 franchise now previously was not a dog trainer. No, every single one of them was not. So we got like a former mortgage banker who bought a Tip Top K9 franchise, and now he’s making more money training dogs than he ever made in the mortgage industry, and that’s because the systems are so tight. So Ryan, maybe you could explain what that process was like, because I know it was arduous, it was tedious, but now it’s created financial abundance. Yeah, so like I said, it wasn’t my passion. My passion was training dogs, but we took basically a two-page outline into a 60-page process manual and then checklists for our boot camps, process and structure and outlines for our private lessons, for our take-home training, the sales script, our call center scripts, literally everything painstakingly sitting down and just line item by line item creating those scripts for the call center and the sales was probably the biggest thing because it took me, or even training my trainers, it used to take me six months to do what we do in six to eight weeks now. So now what’s happening here, and this is so powerful, JLD, is there’s a book called The Checklist Manifesto that I encourage everyone to read. The Checklist Manifesto is written by Atul Gawande. And what he talks about in that book, and this is wild, okay, he talks about medical professionals that were able to dramatically decrease the amount of deaths in hospitals as a result of following a checklist. He talks about architects that were able to decrease structural problems as a result of using checklists. He talks about aviation experts, pilots, that were able to decrease the amount of errors they had by following checklists. And he talks about in his book that most people don’t like following a checklist and he writes here I’m quoting he says the volume and complexity of what we know has it now exceeded our individual ability to deliver its benefits Correctly safely or reliable without a checklist. He says we don’t like checklists. They can be painstaking. They’re not too much fun But I don’t think the issue here is mere laziness There’s something deeper more visceral going on when people walk away not only from saving lives, but from making money. It somehow feels beneath us to use a checklist, an embarrassment. It runs counter to our deeply held beliefs about how the truly great among us, those who we aspire to be like, handle situations of high stakes and complexity. The truly great are supposed to be daring, they improvise, they do not have protocols or checklists. He says, maybe our idea of heroicism needs updating. I just encourage everybody out there, if your business feels stuck, you want to sit down right now, make a list of all the things that you have to do on a daily basis that are, I call it craft, but core repeatable actionable processes. It’s craft, core repeatable actionable processes. Anything that you do that you’re just, it’s tedious, repetitive tasks and find a way to make a checklist or a system out of it so that you can teach a new employee, a new hire, or in Ryan’s case, a new franchisee, how to do it quickly. And in my office, every position we have JLD in my offices, we can teach somebody how to do that job in 15 hours or less. And that’s my goal. And then the Tip Top Canine franchise, when people go to tiptopcanine.com to learn about buying a Tip Top Canine, from the time that somebody shows up as a mortgage banker with no knowledge of training dogs to the time they leave as an expert dog trainer, I believe Ryan I believe it’s six weeks now? Six weeks. Six weeks, so that’s what you want to do, is you want to build a system. It’s kind of like reverse college. College, no matter what you want to learn, it takes four years. And in the world of entrepreneurship, you want it to take no longer than four hours if you can. I will say this, I must kind of be a weird person because I love checklists. I love checklists. Listen, I’ve always loved checklists, and I think there’s a reason for it what you were talking clay I was like why do I love checklists? I love checklists because I hate having to do something a second time or a third time I hate doing something wrong and being like I’m gonna start back over again I literally hate that feeling and so man Give me a checklist because I will go through step by step by step And I will be happy the whole time knowing that I’m doing it right the first time. That is so important to me for some reason. And Fire Nation, I hope it becomes important to you and I hope you stick around because we’re dropping value bonds and we get back from thanking our sponsors. We all know how important engagement with our audience is. As creators, finding effective ways to provide value while also being able to interact in real time is a challenge. But now there’s Speak Easy. Speak Easy is an app that allows you to organize your own live talk show. It’s made by creators for creators and is uniquely built to help you monetize your audience. Whether you use it for live podcasting, show recordings, or hosting premium content people can subscribe to, SpeakEasy has you covered. Want to stream private shows for select attendees? You can do that too. All you have to do is download the app, go live, and you’ll be connecting with an interactive audience immediately. I’m loving creating daily content on Speakeasy, and I know you’re going to love it too. So what are you waiting for? Visit GetSpeakeasy.com to download the app. Check me out at John Lee Dumas, and let’s start rocking Speakeasy together. That’s GetSpeakeasy.com. I look forward to interacting with you, Fire Nation. 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With a lovingly crafted suite of tools, you can seamlessly connect to your team so everyone has access to the same data and you’re able to focus on what really matters, your customers. Learn how HubSpot can help your business grow better at HubSpot.com. Clay, Ryan, we’re back and I want to talk about hitting the repeat button. This is something that Clay, you do so well with yourself and with your clients. How can we systemize repeatable success? Well, what you do, and I’ll just give you an example, I wanna brag on Ryan’s wife for a second. You know, when I first told Ryan and Rachel when they were new clients, I remember, it was, and in this meeting, JLD, it always goes over really badly or really great, and it’s gonna be, it’s like a, we go one way or the other in this meeting. I tell the clients, I say, now listen, now that we have more leads, now that we have the branding improved, the branding looks great, the website looks great, leads are coming, and now we need to install call recording. Now, this show is recorded, right? So anybody can listen to the show and they can say, that guest was terrible or that guest was awesome. But anyway, the audio of this show lives on for a long time. All right. So everybody hears how this show goes. It’s one take. We’re not editing it. You just hear it is boom, boom. So when you’re doing calls, those sales calls, you say, thank you for calling Tip Top K9, this is Clay, how can I help you? The way that someone answers the phone is a big factor as to whether that customer becomes a customer or not, whether that lead converts into a customer or not. If the person answering the phone sounds sarcastic, unengaged, disengaged, unfocused, if they sound confused, if they sound unaware, uninformed, uneducated, the ideal and likely buyer that you worked so hard to woo into wow, that lead that you tried to generate becomes a dormant lead, a dead lead, and the lead dies on the vine. So what we had to do is install call recording. I recommend a company called ClarityVoice.com, ClarityVoice.com, but you can use whoever you want to use. So we put the call recording in place, then we have to write a script, so the team has to follow a script and the calls have to be recorded. And Ryan’s wife, Rachel, she not only insisted that the calls were recorded and she insisted that the team follow the script, but she did it with a spirit of excellence and joy. And now he has an incredible call center. So anybody who owns a Tip Top K9 franchise, they no longer have to answer their own phones at all. And Ryan, maybe you could talk about that process. Because most business owners, when you tell them that their team needs to follow a script and that the calls need to be recorded for quality assurance. Most business owners say, that sounds terrible. Yeah, so it was still every Sunday, our office manager listens to recorded phone calls, and then they play them on Monday. So as a team, they’re going over all the calls to make sure everyone’s following the script. And it handles about 98% of all the issues. And then what we did with Clay is we have around like version 17, is to start with, every week we come in and be like, hey, this is what broke. Hey, this is what broke. And then after listening to the calls, you could see where they couldn’t make it, and we just kept tweaking that. 17 iterations. We’re on version 17 of the script. And then once we finally set it, we’ve been able to stick with that consistently. But early on, we were doing a lot of changes. And now, JLD, the one thing we’re working on with Tip Top, which is exciting, is for a variety of reasons, a lot of people are willing to leave a corporate America. I think a lot of times it’s because people listen to great shows like yours and they start to say, you know what, I want to own my own business for one reason or another. They’re tired of the corporate, you know, compliance and they feel like they’re done working for the big box store. They want to go own their own thing. And so now Ryan today, I would say about every week, it seems like you’re meeting with somebody who wants to open a tip top canine and trying to figure out if they’re a good fit or not. And really we’re scaling the business to a level where financial freedom is now 100% Ryan and his wife, they now have financial freedom. They now have the time freedom to go back to where we started to now you can focus on your passion. And I believe Ryan, you just recently purchased some chickens, am I correct? Yeah, I did. I bought some chickens. So now he’s pursuing his passion, which is chicken buying. Do you like fresh eggs? Is that anything you want? Oh, love the fresh eggs. Okay, I got it. Okay, that’s good. I eat like four or five eggs a day. So Clay, you teach entrepreneurs how to create branding that enhances, not diminishes, we’re talking enhances perceived value. Tell us more. Yeah, so we’re going to go right now, and everyone go to ShawHolmes.com, we’re going to go to ShawHolmes.com, we’re going to go to TipTopCanine.com, and we’re going to go to Oxifresh.com. These are three brands that I work with intimately, so I’m trying to give you some examples here. If you go to oxyfresh.com, O-X-I fresh.com, we just now passed 475 locations. Can I get an amen? Folks, this business went from one location to 475 locations and whether you like the website or not, that’s up to you. You go to the website, oxyfresh.com, and if you look at it and go, that’s terrible. Well, you know what? You’re correct because you’re the consumer. And so you as a consumer are gonna decide whether to buy or not buy from a business almost instantly. It’s the first impression. All right. Then you go to tiptopcanine.com and you’re going to decide whether you’re interested or not interested based on that first impression. Another example would be shawhomes.com, the home builder I was telling you about. So what we have to do with branding is we have to understand that branding is simply a perception. So the way I describe branding is a good friend of mine named Michael Levine, he used to be the PR consultant for Nike, for Pizza Hut, for Michael Jordan, check this out folks, for George Bush and Bill Clinton. So if you don’t like George Bush, you don’t like Bill Clinton, either way he did both, he worked for both sides. And one of the things he told me is he said, Clay, branding is nothing other than gift wrapping. So he said if you were to give a woman a ring, and you gave her the ring and you gave it to her and it was packaged in a Kmart box, no offense to any Kmart employees out there, but if you got on one knee and you said, will you marry me? And you pulled out the Kmart box, a lot of women would go, did you buy my ring at Kmart? Are you kidding me? You know, they would reject the packaging. Now, if you got on the knee on the one, around the one knee and you got out and you presented it in a Tiffany box, a Tiffany box, they would go, oh, wow, this is awesome. And there would be an immediate reaction. So what’s wild though, is if you were a very deceitful person and none of your listeners are, but you had a really, really cheap ring that you bought and you put it in a Tiffany box, most people would perceive the ring, the cheap ring in the Tiffany box is having higher value than the ring, even a high quality ring, put in a Kmart box. So what happens, we have to understand, is we gift wrap everything as a culture. We gift wrap websites, we gift wrap politicians, we gift wrap musicians and celebrities, and people do judge you based upon the appearance of that first appearance they see. When we went to TipTopK9.com, and you’ll have to correct me because my memory gets worse over time. But on tiptockk9.com, I believe we went and we enhanced the website almost immediately. Yes. And yellow is your color. Yellow is our color. Well, actually, we did the logo first, business cards, flyers. And then once you got the look, then we started making the website match the logo. We did your logo? Yeah, you did the logo. I don’t remember that. OK, so we did the logo. Yeah, I had an older, like, shield-ish thing. OK, so we did the logo, and then we did an auto wrap for all the vehicles. Yep, auto wrap and then all of our sales sheets, our flyers. We got rid of the Word document sheets that I had. So everything is branded and it’s designed to appeal to your ideal and likely buyers. So if you’re listening right now and you say, I went to OxyPress.com and I don’t like it. The question is, does your ideal and likely buyer like it? You see? So for OxyPress.com, I want people to fathom this, okay? A man by the name of Jonathan Barnett had a vision to start the world’s greenest carpet cleaner. And he had done it. He’d created the world’s greenest carpet cleaning process. It uses ten times less water than almost every carpet cleaner in America. However, we needed more ideal and likely buyers, because most businesses that sell, by the way, have a great idea or a great product, they just don’t sell anything. If you can’t sell, your business goes to hell. So we worked with Jonathan Barnett with Oxifresh.com, we’ve worked with Ryan with TipTopK9.com, we’ve worked with ShawHolmes.com, and all I’m trying to do is make sure that the branding matches the expectations of your ideal and likely buyer. So the question is when you look at these websites, Oxifresh.com, TipTopK9.com, ShawHolmes.com, or whatever your business is, I want you to ask yourself this question if you’re listening right now. Does your website meet the expectations of your ideal and likely buyer? Does your website, does your branding, does your marketing, does your logo, do your print pieces, do they appeal to your ideal and likely buyer? And right here on my desk right now, I have a business card that was given to me by a guy by the name of Vito Servadio. It’s like Sir Video, Vito. He gave this to me at a birthday party I was at this week, and he happens to, but the business card he gave me was phenomenal. It’s like a sharp business card. His company’s called Only the Best. It’s a firearms company. But this card is hot, you know? And he gave it to me, and right away I go, that is a great looking business card. And it’s because it’s a metal card. You wanna keep it, you wanna stick around. Another example would be, think about the packaging of an iPad. Everybody who buys an iPad, they want to keep the packaging of the iPad and they don’t know why. What are we gonna use the packaging to re-gift next year? What are we doing? But people always wanna keep the Apple packaging because the branding is so good. Fire Nation, think about that. Think about the power of branding. And I love all the examples that you gave, Clay. And as I’m hearing you talk, I’m going through Tip Top K9, and that by the way is the letter K, the number nine. And whose idea was it, Ryan, it might have been yours, to have the dog balancing on top of the fire hydrant? Yeah, that’s mine. That is so classic. I mean, Fire Nation, it’s worth it just going to Tip Top K9. That’s our police command. It’s doggy time out. We teach them to go to a box, a chair, a stool, and we’d use the fire hydrant just to show off. The letter K, the number nine. So tip top, the letter K, the number nine.com. Testimonials, and as always, Clay just crushes it with testimonials as well. And I’m looking at all these testimonials you have. I mean, it’s literally countless, but I mean, it’s just, it’s like, wow, if there’s this many testimonials, this must be the best canine trainer literally in the world. And people go to search engines every single day, Clay, because they want to find solutions to their problems. How do you teach your students to dominate search engine results? Well, what we do, and by the way, if anybody’s listening right now and you go to thrivetimeshow.com forward slash EOFire, if you’re listening right now, any of your listeners can attend one of our in-person two-day workshops. And the way I do it, JLD, is I tell people, you can pay $250 for a ticket or whatever you want to pay. So somebody could say, I think I’m going to pay $5, so I’m going to try it. That’s fine. I don’t care. Okay. It’s a law of reciprocity. So far, everybody who’s ever attended our workshops loves it. They go and tell their friends and family, but at the workshops, I do a full multiple hour presentation on how to do this, but I’m going to sum it up into four quick points. There’s four variables that impact your rank on the search engines. Okay. Variable number one, you have to have a website that is canonically compatible with Google’s compliance standards. It has to be canonically compliant or you would call it Google compliant Does it adhere to the Google standards does it follow their their canon of rules that is it canonically compliant the second is it mobile? compliant By whose by whose standard by Google standard is your website mobile compliant the third is whoever has the most original HTML content whoever has the most original, relevant HTML content, that’s hypertext, markup language content, gets to be taught for that subject and for it, whoever has the most objective reviews. So I can help a business owner very quickly as part of our consulting program. What I do is I charge people $1,700 a month to grow their business. It’s month to month. And with that package, I do include photography, videography, web development, search engine, all those things. But where I make my money, JLD, being very transparent with the listeners, I make a 20% margin with every client I work with. So I make $340 a month per client on average. It’s month to month. So I’m not getting rich off that. It’s $54,400 a month of profit I generate off the 160 clients. But where I make most of my money is I get a small percentage of the growth. That’s where I camp out. That’s where I make most of my money is a small percentage of the growth. That’s where I love to be. And so when I work with a client, I tell the client right away, hey, listen, we need to make your website canonically compliant. And I have web developers that work here full time and they work with the client and we knock it out right away. Boom. Then I tell them we need to make it mobile compliant. Boom. But the third thing, the third area that I cannot do, that’s why I want to brag on Ryan with Tip Top Canine. I want to brag on OxiFresh. I want to brag on shawholmes.com. I cannot gather objective Google reviews from clients that are not happy. I can’t do it. Furthermore, I cannot, I just can’t do it. I cannot write original HTML content for a client unless they either do it themselves or they encourage my staff to do it for them. So I’d say 95% of my clients, JLD, they prefer not to write massive amounts of keyword-rich hypertext market language content so they have us write it for them. And then the Google reviews, that’s something that Ryan and his team get. They get video reviews and Google reviews. Ryan, can you kind of explain the process that you use to go about getting those reviews and why you’ve chosen to have my team write the content for you? Yeah, as far as choosing you guys to use the content is we started out writing our own content and that’s not fun. Soul sucking. Yeah. So we’ve got a lot of other stuff to do so that’s definitely not worth it in my opinion. But um. Now get the reviews. What about getting the reviews? The reviews, um, the reviews first off we’ve got to do, we’ve got to wow the client. I’ve got to really bring it when we train their dog, either when we boot camp it and take it and train her to do the lessons. And then we just ask them. We ask them for a review and my people, they all get bonuses if they get reviews. They get pretty hefty bonuses. So you provide a wow and then you ask for the review? Yeah, we provide a wow and ask for the review. Now I’ll say this here, JLD, real quick. I want everyone to look this up. Type in carpet cleaning quotes into Google, folks. Type it in right now. Carpet cleaning quotes. Did you know that Oxifresh.com, one of my longtime clients, they are the highest and most reviewed business in America of any type. Wow. 236,973 reviews. And someone says, that’s hyperbole. Look it up, folks. I’m telling, I’m just, I give you facts. That’s a big part of the Chet Holmes ultimate sales machine experience, by the way. Big shout out to the Chet Holmes legacy, to his daughter, to anybody connected with that organization, they are the best. But I’m telling you, you gotta get those reviews. It’s called puffery if you’re making stuff up. You wanna cite your sources, okay? That’s why I give people examples, ample examples that the humans can handle. Also, it’s very important to understand this. When you go to Thrivetimeshow.com, you know in 2006, 2006, that was the first year that a client called me and said, could you help me grow my business? And at that point, JLD, I had built America’s largest wedding DJ entertainment company. I’d built a massive photography company. I’d built a commercial real estate business. I’d been building my own companies. I never wanted to be a marketing consultant, business growth guy. And I remember I had a dentist and an insurance agent. They said, could you help me grow my business? And this, as God is my witness, this dentist tripled the size of his dental practice. And I said, hey, Dr. Lindsey, could you record on video about your growth? Because no one’s going to believe it. And he goes, yeah, sure. So I put it up there, Thrivetimeshow.com. Then I talked to the insurance agent. I said, hey, no one’s going to believe you’re Oklahoma’s largest insurance agent where you used to struggle. Could you record a video? Boom. So if you look at those videos, as of right now, as of today, we now have over 2,000 client success stories where we have over tripled the size of someone’s business. They’re all documented. And JLT, that’s why I believe that our program is so successful. One, because the current clients know, wow, other people can do it. I can do it too. And the other thing is that people have seen the validators and they know, wow, the proof is in the pudding. Success leads trails. And it’s all documented right there at thrivetimeshow.com. Fire Nation, thrivetimeshow.com, slash EOFire. I mean, check it out. He has so much stuff going on there. Ryan and Clay, I mean, I want to end with a bang here. Let’s take our time because, I mean, there’s just been so many value bombs. I just don’t want any to sneak through the cracks here. But let’s start with you, Ryan. What is the one major takeaway that you really want Fire Nation to get from everything that we’ve talked about from all the value bonds we’ve dropped? What do you want to make sure our listeners really understand? Yeah, I would say I want them to really understand that it doesn’t matter how good you are at your craft, if you don’t have repeatable systems and they’re not scripted out, you’re not going to succeed in replacing yourself. What? So it doesn’t matter how you are. You just want a job. You don’t necessarily own a business. We tripled our income, right? While growing to 17 locations and doing product support and doing a call center and billing support for the location. So, uh, that, that was in five years. So we tripled my location while we’re training 17 others. So, uh, I couldn’t have done that without hard system. Clay, bring us home. What is it you really want to make sure Fire Nation gets in this conversation? Give us that strong call to action so we can have more success stories from you, Fire Nation, our listeners. Take action. Well, you’ve got three ways that you can get rich that I can. You people always say, you know, can I get rich quick? I could definitely guarantee that somebody can become wealthy if they follow these proven systems. I can do that. And by the way, if you start working at the age of 20 and you want to become a millionaire by the age of 40, you need to save about $175 a day. I know that because I’ve done the math. Okay, so you need to save $175 a day and then don’t die. That would be your stop, drop, and roll, look both ways while crossing traffic, that kind of thing. Okay, but you save $175 a day. But if you want to get wealthier faster, what you want to do is you want to look at the three situations. One, you could go out there and open your own business, okay? And that’s the thing I specialize in teaching people at thrivetimeshow.com forward slash EO fire. I can teach you how to grow a successful company. So if you have a company, you want to grow it, that’s what I do. I’d love to help you. Boom, the first consultation is free. The workshops are interactive. You can learn more. But again, the first consultation is free at thrivetimeshow.com forward slash EO fire. Two, you could buy an existing business model. You would call that franchising or licensing. I gave you two examples today, but there’s other ones I didn’t give you. I mean, you can become a state farm agent, you could open a tip-top canine, you could open a Domino’s pizza, you could open up an Oxifresh. The reason why I wanted to have Ryan on today’s show is he’s a client I’ve worked with for a long time. We’ve successfully helped him to franchise, and it’s pretty awesome what he can do, and it’s less than $50,000 to open up a location. And there are some franchises you can look into, like buying a McDonald’s is over $2 million today. So, you know, buying a franchise is a great option. You just want to make sure it’s affordable for you. And the third thing you can do, and this is something I don’t know that I can, I can’t do it. You have to be a genius. Now, somebody out there says, I am a genius. That’s great. But I’m talking about like Steve Jobs invented, you know, the modern computer systems that we have today. He’s a genius. He revolutionized the music industry. He’s a genius. Michael Jordan could play basketball in a way that Marvin Gaye could sing. I’m telling you, if you’re a genius, if you have that supernatural God-given talent where you can sing songs and play basketball and invent stuff, you don’t need me. If you’re so great that the world can’t ignore you, that right there is awesome. But for the average person like myself, I’ll put myself in that category, where you’re not the next LeBron James, you’re not the next Oprah, you’re not the next Marvin Gaye, you probably need to go back to move one or two. So either you want to grow a proven, learn how to grow a business using proven systems that we teach at thrivetimeshow.com forward slash EO fire, or you want to buy a franchise or license an existing system, which you can learn more about at tiptopcanine.com. And again, there’s other options too. I mean, State Farm is a great brand. I’m not affiliated with them in any way, shape or form. Domino’s is a great brand. I mean there’s so many, Jimmy John’s is a great brand. What I like about Tip Top though is it’s $50,000 or less. Whereas a lot of the other opportunities that exist in franchising do cost people millions of dollars. Fire Nation, you can see why Clay has made his 10th appearance on Fire Nation because he brings the fire, he brings the heat and he brings the results. Because you’re the average of the five people you spend the most time with. You’ve been hanging out with Clay and Ryan in JLD today. So keep up the heat. If you head over to EOFire.com, type Clay, you will see the show notes page with links to everything, as well as the other nine shows that he did, and I promise you, they were all amazing. Thrivetimeshow.com slash EOFire. Thrivetimeshow.com slash EOFire. If you want to start taking steps in the right direction with your life and business, Fire Nation, get on a free consultation call with Clay. Take advantage of this, because I can guarantee you, he may not be able to do this forever because he only has so much time, energy, and effort he can put into this. But Clay, Ryan, I want to say thank you for sharing your truth, knowledge, value with Fire Nation today. For that, we salute you, and we’ll catch you both on the flip side. Boom! Thanks man. Hey Fire Nation, a big thank you to Clay Ryan and our sponsors for sponsoring today’s episode. And Fire Nation, if you want productivity, discipline, and focus in your life, The Mastery Journal is for you. Visit themasteryjournal.com and in 100 days, you’ll master productivity, you’ll master focus, you’ll master discipline. Check it out, themasteryjournal.com. And I’ll catch you there, or I’ll catch you on the flip side. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I definitely learned a lot about life design and making sure the business serves you. 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 to the having linear workflow and seeing that mapped out on multiple different boards it’s 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 that 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. Play is hilarious. I literally laughed so hard that I started having tears yesterday. And we’ve been learning a lot, which, you know, we’ve been sitting here, we’ve been learning a lot, and so the humor definitely helps. It breaks it up. But the content is awesome off the charts and it’s very interactive you can raise your hand it’s not like you’re just listening to the professor speak you know the wizard teaches but the wizard interacts and he takes questions so that’s awesome if you’re not attending the conference you’re missing about three quarters to half of your life you’re definitely it’s it’s probably worth a couple thousand dollars. So you’re missing the thought process of someone that’s already started like nine profitable businesses. So not only is it a lot of good information, but just getting in the thought process of Clay Clark or Dr. Zellner or any of the other coaches. Getting in that thought process of how they’re starting all these businesses. To me just that is priceless. That’s money. Well we’re definitely not getting upsold here. My wife and I have attended conferences where they upsold… It was great information, and then they upsold us like half the conference. Now I want to like bang my head into a wall, and she’s like banging her head into the chair in front of her. Like, it’s good information, but we’re like, oh my gosh, I want to strangle you. Shut up and go with the presentation that we paid for, and that’s not here. There’s no upsells or anything, so that’s awesome. I hate that. Oh, it makes me angry. So, glad that’s not happening. So the cost of this conference is quite a bit cheaper than business college. 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 went what was actually ranked as a very good business school. I would definitely recommend that people would check out the Thrive 15 conference. It’s the information that you’re going to get is just very very beneficial and the mindset that you’re going to get that you’re going to leave with is just absolutely worth the price of a little bit of money and a few days worth of your time. Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you, and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show, starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zilmer. So, two men, eight kids, co-created by two different women, 13 multi-million dollar businesses. to get what we got. Colton Dixon’s on the hooks. I break down the books. She’s bringing some wisdom and the good looks. As a father of five, that’s why I’m alive. So if you see my wife and kids, please tell them hi. It’s the C and T upon your radio. And now, 3, 2, 1, here we go! We started from the bottom, now we here. We started from the bottom, and we’ll show you how to get here. We started from the bottom, now we here. We started from the bottom, now we here. 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 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 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 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. You can learn the proven 13 point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you 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. 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. And 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 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. All right. And now, ladies and gentlemen, I’m going to bring up my good friend, Ryan Wimpy, my good friend, Ryan Wimpy, and his dog, Odin. This dog has the ability to eat me, so I’m sort of concerned. I’ll pass the mic to you, and Odin, you can have your own mic if you want, whatever you want, Odin. Okay, I’m a little bit afraid of Odin. Hi, I’m Ryan Wimpy. And I’m Rachel Wimpy, and the name of our business is Kip Topping. 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 that’s training dogs. Clay and his team here, they’re so enthusiastic, their energy is off the charts. Never a dull moment. They’re at grind. We’ve been working with Clay and his team for the last five months, two of which has 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 this 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 that you already know how to do. 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 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 West people, I mean really ride them to get stuff done, and stuff is done so fast here. There’s a real sense of urgency to get it done. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. 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 and basically create it just on our business side. Play is hilarious. I literally laughed so hard that I started having tears yesterday. And we’ve been learning a lot, which, you know, we’ve been sitting here, we’ve been learning a lot, and so the humor definitely helps. It breaks it up. But the content is awesome, off the charts, and it’s very interactive. You can raise your hand. It’s not like you’re just listening to the professor speak. The wizard teaches, but the wizard interacts and he takes questions, so that’s awesome. If you’re not attending the conference, you’re missing about three quarters to half of your life. You’re definitely, it’s probably worth a couple thousand dollars. So you’re missing the thought process of someone that’s already started like nine profitable businesses. So not only is it a lot of good information, but just getting in the thought process of Clay Clark or Dr. Zellner or any of the other coaches, getting in the thought process of how they’re starting all these businesses, to me just that is priceless. That’s money. Well we’re definitely not getting upsold here. My wife and I have attended conferences where they upsold, where it was great information and then they upsold us like half the conference and I want to like bang my head into a wall and she’s like banging her head into the chair in front of her like it’s good information but we’re like oh my gosh I want to strangle you shut up and go with the presentation that we paid for and that’s not here there’s no upsells or anything so that’s awesome I hate that it makes me angry so glad that’s not happening so the cost of this conference is quite a bit cheaper than Business College 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. I would definitely recommend that people would check out the Thrive 15 conference. It’s, the information that you’re going to get is just very, very beneficial and the mindset that you’re going to get, that you’re going to leave with is just absolutely worth the price of a little bit of money and a few days worth of your time. Oh, look at this cute baby. What a great baby. Quality baby. That’s a healthy baby. All right, Nation, on today’s show, I’m very excited for you to hear this success story about this wonderful couple that, Sean, I would describe them as they are killing the game in the most nonviolent way possible. They’re killing the game in the most nonviolent way possible. They are blowing up in a good way. Folks, I’m telling you, these folks are really growing their business, and what makes them great is they’re really kind, hardworking, diligent people, and we’re honored to serve them. We’ve got Jenny and Mike here joining us. Jenny and Mike, welcome to the Thrived Time Show. How are you two? Hi. Thank you. Good. We’re doing well. Okay. Now, I’ll start with you, Jenny, because frankly, Shawn likes you more. No, I’m just kidding. So, let’s start with you. So, how did you first discover us and the business coaching that we provide? So, I was listening to different podcasts about business. I was starting up our business, and so you were the first one to pop up on our podcast on Apple. I think Apple is what I was on. And so I started listening to you. I got on your website, and I was just a little girl starting a business, and I said, I’m going to ask this guy to be my coach, and I don’t think I’m going to get a shot. But sure enough, within a week, you called me. Now who is this cute cute child here but Micah who is this cute kid here? Lenin Rose she is about to be 10 months old. I hate to do this to you but can you kind of hold up the baby to the camera a little bit? Look at this cute baby what a great baby. Quality baby that’s a healthy baby. So so Mike can you tell us what’s the name of your website there I think people want to look you up and verify you’re real people that don’t just happen to have a cute baby. Yeah, uh, our website is new concept dot health care new concept dot health care. So new concept dot health care I’m gonna pull it up right now folks so we can all verify that they’re not just a couple who’s taking advantage of the cute Baby, they have to get a podcast here. This is a real couple because i’m pulling it up here. So this is the website newconcept.healthcare. And can you tell our listeners, what services do you guys provide at newconcept.healthcare? So we offer more functional medicine. So we offer IV therapies. We offer hormone replacement therapies. We also do acute care. We do pretty much everything, but we’re very much alternative. So we believe in medical freedom and that’s what we offer. And you guys, you reached out. Do you remember that initial consultation there? Do you remember, Mike, that initial consultation? Do you remember what that was like? Yeah, it was actually pretty overwhelming that we started in this business with absolutely nothing and we had the opportunity to work with 5 Timeshare. Well, you know, the one thing I always try to do is, you know, my father, great guy, may he rest in peace, he worked his tail off like so many people do and there was no real economic result that was achieved from it. There wasn’t any, he had a college degree, he’s working two jobs. I remember he’s late 30s, he’s working at Domino’s delivering pizzas, working at Quick Trip, he worked at furniture stores. I always try to look at every new client we have as though I’m talking to my dad, you know, what could he have learned at the age of 37 that could have changed the financial trajectory of his life? You know, and I try to look at it that way. And so you guys, I paired you up with Sean, you’ve been working with Sean, I believe Sean since October of 2020, is that correct, Sean? I think that’s when they started their business. It wasn’t until about April of 2021, when they actually got going. So April of 2021. And at that point, from that point to now, Sean, how much growth have you guys achieved from 2021 to now? Do you know that number? Yeah, I mean, we’re sitting at 2023 revenues were $821,000. And there in October of 2020, like they only had a few months, they made about $95,000 by the end of 2020. We grew significantly that first year, about 375% to 588,000. And we continued to grow there ever since, all the way up to where we’re getting close to the million dollar mark at this point here, just like three years in. Jenny, how would you describe the growth? Would you say you’ve doubled? Are you at five times larger? How would you describe that? Oh, no, I definitely feel the growth. There’s been some growing pains, and you guys have helped us through that too. So it’s been amazing. It’s been amazing to help people, because that’s what I’m passionate about. And you guys have really helped us expand and tell people what we’re about. So step one here, we did, we do this with all the clients. I’m going to walk people through the steps. We really needed to nail down your branding. And that’s a big thing because, you know, branding is to humans what clothing is. So as an example, you know, you wake up today, folks, if you run around and you’re streaking through life, you’re probably not gonna get a lot of conversations started. So we all have to be intentional about, you know, what are we gonna wear? Are we gonna wear a tie? Are we gonna wear a polo? Are we gonna do makeup? Are we not? So people, they judge us based on our appearance. And so we really had to get a website built. We had to optimize the online brand. Jenny, we do it all included for our clients, so we don’t refer you to another vendor. We do it all. Can you talk about the impact that that has made on the business? Oh, for sure. Just the website itself, it looks so great. We would have never been able to make it look that great. The way y’all optimize everything and keep us with Google, just where people search us and we’re the first people that come up. And that’s actually how we’ve established our business and started offering some of the things that we offer is because of the tags that we have. I didn’t originally start off as doing IV therapy, but due to people Googling, you know, healthcare functional medicine, I had three phone calls in a week that said, hey, do you offer IV therapy? And it was very interesting. And I was like, well, no, but I can. And so it was because of you guys that that kind of snowballed and took effect. So, yeah, there’s a lot that you guys have done for us. Now, Sean, when working with these wonderful clients here, I’ll pick on Mike here, you know, you always say great things about Mike and Jenny. You’re always – what makes them good to work with? Because I want to make sure for anybody out there, if you go to Thrivetimeshow.com, I consistently offer a free 13-point assessment. I’ve been doing that since 2005. I do it without reservation. There’s no obligation. But there’s usually about one to two knuckleheads a week that will fill out the form, and probably 20 really great people that fill out the form. And then we only take on 160 clients. And so I don’t want anyone to waste their time. What makes Mike so great to work with? Well, Clay, I mean, when I first started coaching, you taught me about these two types of business owners. There’s the happy hopers out there and then there’s the diligent doers. And I think these guys are a great example of the diligent doer. They continually apply effort to work on their business, not just in their business. They consistently show up to their meetings. They track all of the critical numbers of their business and they are, they’re aware of what’s going on with all of their employees. They’re paying attention to all the little things going on. They’re keeping all the plates spinning and they ask great questions. They actually really do make a great effort consistently to apply our systems and help their business grow. It’s been working. So step one, we get the branding nailed down. That’s the website, the print pieces, the logos, the business cards. But then you have to develop that online reputation. Now that could be a tough thing to do, Jenny. And I’ll just, I’m not, this isn’t a backhand compliment. I’m just saying, but for people that are humble and very kind, of which I would put Jenny in that category, sometimes asking for reviews is more difficult because you almost feel like you’re self-promoting. I’ve never had this conversation with you, but when you, has that been difficult for you to ask people to give you video reviews and Google reviews after you provided the service or was that easy for you to do? It was not. It’s not easy. It still isn’t easy. Okay. It is. It’s difficult because you feel like you’re begging for something even though you know you did the right thing. Yeah. So it is. It’s difficult for me. It’s just my personality type, but we get it done anyways. I’ll find this for the diligent, kind customers we work with. It’s very difficult sometimes to ask those objective reviews from real customers, and I find that from my clients I’ve worked with that are sort of like self-described barbarians. I had a guy years ago I worked with, he’s a, I won’t mention his name or his industry, but I’ll just say he’s obsessed with physical fitness. And he told me, he says, I’m kind of a business barbarian. You tell me what to do and I will slay the dragons. And I’m like, okay, you need to get Google reviews from everybody you’ve ever worked with. And he’s like, oh, I’m on it. And this guy’s just shamelessly calling through his phone and just lighting people up going, give me a review. Come on, give me a review. Why would you not give me a review? I’m like, go ahead, dial it down a little bit. So again, you guys are humble, diligent doers. You’re the ideal person here. So I appreciate you sharing that. The next thing we had to do is we had to create a no-brainer. Now a no-brainer is an offer so good, so amazing, that people simply cannot say no to it. Now I won’t mention the name of the company, but I worked years ago and I still work with this company. They’re a medical company, they’re doing well now. And for whatever reason, they put on their website, first initial consult, 497. And he went to one of these like borderline spiritual motivational conference things where Jesus isn’t described, but they kind of talk about metaphysical alignment and getting your woosah, getting in your groove, alignment, no friction. And he came back and he’s like, Clay, I believe in the seventh number of completion. I agree. He says, four is a number that’s urgent. I’m like, okay. Not, and I go, what? I don’t want tire kickers. So I’m going to do 497 for my first consult. That way I don’t deal with the tire kickers. And I’m like, doc, I love you so much. You’re a doctor. I love it. You don’t have any customers. That’s why you came to me. You don’t have any customers. So why don’t you do a first free consult? I’m not going to do it. I’m going to kick out Sean the tire kicker. I’m sure you’ve never seen this with a client. Oh, never. And so, now what makes it worse is his wife also went to the Metaphysical Alignment Motivational Jackassery Festival, and she was like 497 is the number. I had a dream about it. I’m like, yeah, you probably talked about it all weekend. You probably are subconsciously thinking about it. You’re probably creating a neural pathway related to 497. And so anyway, after about a year, he finally says, okay, I came to your conference and I saw a person that did the first consult for a dollar, I’m going to go with that. And now his business is blowing up. Could you talk about your no-brainer, your first consult for a dollar? How has that helped you having that no-brainer offer? Yeah, so it gets people in. And so when we get people in, we know that we’re doing a good job and we know that we’re trustworthy and our healthcare is superior to most. So just getting people in for that dollar, because a lot of people are nervous about going to the doctor or they don’t trust health care system. And so they know that they can come in, they’re only going to spend a dollar, they can figure out whether or not they trust us, figure out whether or not we’re the place for them. And we know 100% of the time we will be. So it’s really helped us just get people in and get people to trust us more. Now once somebody fills out the form, folks, again, there’s a linear pathway here. I’m trying to give you a visual here. So you establish your revenue goals. You figure out your numbers to break even. You figure out how many hours a week you’re willing to work. Even though you have a cute baby, you got to figure out how you’re going to get it done. Step number four is you define your unique value proposition. What makes you unique? And that’s something you and Sean have worked on together. You improve your branding. Now you’re coming in contact with humans. Business is a contact sport. I love this part. That’s when you start marketing. You launch your marketing. You have your online ads. You optimize your website. You begin to come up top in the search results. You start to get leads. Do you remember what it was like, Jenny, when you first got your first online lead? Do you remember the first one where you’re like, it’s working? Do you remember that moment? Yeah. It was almost like we wanted to, well, we did celebrate because it finally had happened. And then as soon as the first one came in, the second one came in. And like I said, it was almost a growing pain experience. We’ve had so many leads so fast. So it was great. And we still celebrate every lead that we get. Now, Mike, the next step is you have to make sales scripts. We recommend to every client that the calls are recorded for quality assurance. You have a sales script, call the calls are recorded for quality assurance. You have a one sheet that tracks your pricing, you have pre-written emails, you begin tracking. Sean’s always bragging about you guys with tracking. Mike, how has it helped to have tracking in place where you can see, you know, how does that help? Well, it’s really a good benefit because, you know, at the end of the week, you know what your income was, you know what your leads was. So wherever we’re lacking in, we can quickly adjust and make that adjustment and make it work for the next week. Now, when you, if you don’t have tracking, uh, folks, this is a true story. It’s kind of a sad story. So I’ll, I’ll speak in generality. Sean, I talked to a guy the other day, this terrible story, long-time client, and he got motivated. He said he set up a trade show. He didn’t tell me he’s doing that. It’s fine. You don’t have to tell me, but he set up a trade show. I think he was going to try to surprise me with the fruit, the trade show. So he set up the trade show and, uh, he gets on the call. His energy’s kind of off and I’m like, are you okay? Yeah, dude, fine. What’s wrong? Hi, just, I don’t know. I’m like, your lead sheet, we’re getting 10 to 15 leads a week. It’s very consistent. Revenue looks good. He’s like, yeah, I’m in a tight spot. We’re in a tight spot? Why are you in a tight spot? He says, I did a trade show. You did a trade show? Yeah, I got roped into four. I did a thing where you get the billboard, you get the trade show, you get the magazine ad, and I did the trade show and we got no leads. And I go, what kind of trade show did you do? And he says, well, I went to the whatever trade show. And Sean, what I find is that there’s the emotional excitement about being on the billboard, being on the magazine cover, be, you know, and he got called by one of these kind of scam, I call it a scam mockery or jackassery. Yeah. They call you and they go, hey, is this Sean? Yeah, this is Sean. Sean, yeah, I noticed that you have an incredible healthcare company and we want to honor you by giving you the yada yada of the region award. It’s the yada yada, it’s a regional, it’s a prestigious award. We’d like to meet with you. Can we meet with you? Yeah. So now I meet here. Now, Sean, again, I’m not, we’re on the phone, but I still like the phone voice here. So now, Sean, so because we’re so honored, you know, we’re inviting you to a plated dinner to honor your, just your honor, your honoredness, your greatness, your humbleness. And it’s going to be a thousand dollars a plate, you know, for you and your wife. And did you want four seats or eight? Because most people do eight. Oh, I guess just four, four. Four. And that does include a glossy magazine feature in, we’ll just call it like Missouri local top doctor Jack Assery. It’s a great magazine. And you’re also on the, you’ll be on a billboard. We’ve teamed up with the billboard. It rotates through your, hey, don’t get too excited. And just because we’re honored. We’re not, you know, again, we’re just honored. Now, do you want to do the four, four tickets? Yeah, absolutely. Now, the way it works is it’s going to be a four payments of 4000 for a total of 16,000. And that’s, no, I’m serious. And now they’re in the trade shows and he’s going to the trade show and there ain’t nobody there. There is nobody there. To be technical, nobody was at this trade show. I mean, everybody was not at the trade show. He’s got photos of like him and his wife and his team in an empty booth and he’s got a magazine and no leads are coming. And he was so excited to tell me. I’m sure you’ve never encountered this sort of thing. Virginia, have you, you know, have you ever seen a situation where that sort of shamockery advertising has been entered into your world in some capacity? I’ve been there. I’ve been exactly where, what you’re talking about. And I’ve set up everything and paid employees. And I felt like I was nothing more than a free pin show. The only people that were there were people looking for free pins. Oh, I know. And it feels terrible. And then you kind of have to sell it to yourself all day. Guys, we’re getting our name out there. Shank, you pass the megaphone back there. Right behind you. Yeah, because I always tell people, when you get your name out there, what you do is you just run outside and say, all right, come visit New Ponce Health Care. And people go, why are you yelling at me? I’m trying to shop for my groceries. New Ponce Health Care, getting my name out there. Is this effective? It appears it’s effective. I’m getting my name out there. That leads to buying Frisbees, branded Frisbees, Goozies, you know what I’m saying, branded pens. Yes. All of a sudden, you buy these things. Sean, you know what I’m talking about. Oh, yeah. OK. So now we have to do, and I’m going to show you, this is kind of the back end of one of my companies, called Elephant in the Room. And you do a search for eitrlounge.com. And then you go to forward slash staff. I’m not going to give you the password, folks. But you log in. And these are all the systems needed to run the haircut chain. Now, one thing I thought was very interesting is Truth Social, President Trump’s social media platform, the other day they were disclosing, Newsweek was disclosing the revenue of it. And I just want people to know this because I think, and just full disclosure, I’m a very conservative person, but I just want people to see this. This is just something to look at. Truth Social, they declared in their filing that they did $3.3 million of revenue and had $49 million of losses, which, by the way, that’s very normal for a tech startup company. And their users are going up, and they’re having an – there’s like a reaction in the marketplace. People are actually putting more money in, they’re investing, the stock price is going up. But I don’t know anybody that I’ve met in my life, I’ve never met a client that can afford to bring in 3.3 million and lose 49 million, you know? So like for my haircut chain, we have five locations, we bring in more than 3.3 million, and this just in, we don’t spend 49 million, you know? So we have to, we call it a lean startup. You got to keep that thing lean. And so when you go to eitrlounge.com forward slash staff, every document needed to manage the business is here. So the opening checklist for the manager, you click here. Boom. This is what the manager has to do to start the day. Everything is documented. And that’s kind of where we’re at right now with Jenny and Mike’s business. We’re in the process of building all those checklists. Sean, what kind of checklist have you built so far? Oh, man. We have a whole page. Their staff page is pretty built out. We’re really getting there. I think more right now, it’s getting, correct me if I’m wrong, we need some managers in there so we can free you guys up from the business. And so we have a lot of the worker level systems, we’re just now working on more of how do we get those manager level systems and find those high quality managers. Now let me give Jenny a little mentor moment here, this will be helpful for you. I’m gonna hop on a flight in about two and a half hours, three hours to go to Denver, all right? And I gotta go to Denver to meet with the founder of Oxifresh.com. This is a brand we’ve worked with and helped them to grow to 550 locations now. 550 locations. Okay. And if you type in carpet cleaning floats, we’re the world’s highest rated and most reviewed company in the world. In the world. Okay. 274,000 reviews. We’ve been holding this idea in our mind for 15 consecutive years. I’ve been working on this, Sajan, before I met you, we just were grinding, okay? Yeah. And the biggest challenge that the locations have is managers, finding a good manager. And I tell people this, and it never goes over well, but hopefully eventually it will. I’ll keep refining it, refining the idea. The kind of person that enjoys conflict but also likes people is a good manager. Let me try that again. The kind of person that enjoys conflict, but also likes people, is a good manager. And I have found it’s not so much trainable as it’s findable. So as an example, where we’re getting ready to head out to Denver, Sean, you know my personality type. And you know that I have to pack all this stuff to get ready to go. You saw my suitcase out there? Yep. How many times do you think I’ve followed up with the people involved in the trip so far before leaving? Oh man, it’s probably on your to-do list and you’ve checked it off like probably at least five times today I would think. And what kind of things do you think I might have put on my checklist to travel to Denver? First off, just making sure that the timing is working, making sure that you have all the stuff that you need, making sure that you have double of the stuff that you need in case something gets broken, making sure that the people who are there know you’re coming and when you’re going to be there. Keep going. Do you think I’m checking a bag? Oh yeah, you’re probably not checking a bag. There is lost. Right. No. And am I am I get you think I’m catching a flight a lot earlier than I need to be there way earlier? Yeah. I’m having a meeting tomorrow, which I am. I’m leaving today at twelve thirty. Yeah. So this is that’s the sort of paranoia that makes management possible. So I have literally called. I said, all right, I’m getting on the twelve thirty flight. We’re meeting tomorrow. I should be in by like four o’clock Denver time. Our meetings tomorrow, if that flight gets delayed and the next one gets delayed and the next one I’ll still be there. I’ve got backup phone chargers. I have a rule. Everybody going with me. You cannot check a bag. I want to check a bag. Can’t check a bag. Why? Cause it could get lost. Uh, this is real. I’m not every, I am completely paranoid. And that is the paranoia is what makes the businesses run. Yeah. Yeah. And I asked my staff every day, guys, elephant in the room, did you guys get a review? And they say, yeah, we got a review. You asked me 10 minutes ago. Okay, well, I’ll talk to you in four minutes. You hear me say that, I’ll say, I’ll talk to you in five minutes. And I’ll do it, and it’s a follow-up of, because I have to make sure that the checklists are being followed, the reviews are being followed. We’re a licensed business, people don’t know that. Haircare, you’re licensed by the state, so we have certain cleanliness standards. We could have random people from the state show up. So we got checklists and I follow up and it doesn’t bother me to follow up with the same adult who’s in their 40s six times within a 50 minute span of time. It doesn’t bother me. But most people that bothers them. And so have you found that Jenny that a lot of people don’t like to follow up? Have you found that? Or is that just something unique to me? I found that they don’t like to follow up. No, people don’t like to follow up. It’s almost like an awkward communication thing that people try to avoid. Yeah. And it’s not necessarily that you’re being mean or any type of way, but I feel like that’s probably the way that we feel when we continuously follow up. Like we’re having to step on people’s toes, but really we’re not. We’re just getting the job done. My mentorship moment for you is it’s probably the same. So, and I’m just saying, and then, and if you, Mike, did you ever play football or a sport of some kind? Yeah, I used to play soccer. Okay, soccer. So, like when you, what position did you play? Goalkeeper. Goalkeeper. Okay. So, is a goal, this is a great, great example. I didn’t know you were a goalkeeper, but when you’re a goalkeeper and someone’s kicking that ball at you fast, I mean, just the ball’s coming in there. I mean, people can really kick a soccer ball fast. There are certain people that want to be a goalkeeper, but they kind of avoid the ball. They try to hide from it. They flinch. You know what I’m talking about? But you actually would lunge into it. Am I correct? Right. I mean, you’re aggressive, right? I mean, you’re like, you had, for some reason, you enjoyed it. Yeah. Right? I’m getting a hundred miles an hour fastball. Have you ever seen somebody who tried to be a goalie? I’m not looking for a name here, but somebody who would kind of hide from the ball. Yeah. This is the same thing for management. Like, as a manager, you have to want, like, you have to sort of seek out conflict, but like people. So I’ll say things like, okay, it’s eight o’clock. I need to make sure you put out the flags in front of the elephant in the room store today, Mr. Manager. Put out the flags that draw the attention by the road. Put out the flags. And I’m going to call you in 10 minutes to follow up. Call him in 10 minutes. Are the flags up? Can you send me a picture? They’re like, do you not trust me? Absolutely not. I trust nobody. Go ahead and send him. And then I’ll call him back 30 minutes later. Hey, did you get Google reviews? Yeah, we got one Google review. You know, the quote is 10. Yeah, I’ll call you back in two minutes. You know, call him back. Hey, did you get a review? It’s been two minutes. I know. I’ll tell you what. I’ll call you back in an hour. And my whole day is just following up. And then over time, the culture happens where people go, he’s going to follow up. And now the people that like the follow up like to work there and it’s become a great thing. And that’s where we’re kind of at right now, I think, is we’re getting into the follow up phase. Do you have call recording in place there, Mike? Do you have the call recording for quality assurance installed yet? Yes, we do. And are you learning some things? Yes. It is very hard to train people on call on recording. It’s serious. Yeah. OK. That’s something we got to do. Now we’re just going through the workflow. And then the wowing the customers. What Sean is saying is that your patients are consistently wowed. Now, I don’t know if that’s because Sean is your hype man or if that’s a real thing, but it seems like people are actually wowing. They’re being wowed right now. People, when they come in, if you look at the workflow, they buy something. Right here, we have to wow them. You’ve got to create that wow moment. Again, if you want to download this diagram, folks, just go to Thrivetimeshow.com forward slash millionaire, Thrivetimeshow.com forward slash millionaire. You can download it from my newest book called A Millionaire’s Guide to Becoming Sustainably Rich. You got to create that wow moment. I mean, amidst the checklists and the tracking, at some point here, you’ve got to create a moment that wows people where they go, wow. So I’m trying to get everybody’s creative juices flowing here. So if you have a restaurant, I work with a restaurant in Florida right now, a great restaurant. They say, welcome in. Is it your first time? They say, yeah, it’s my first time. Oh, well, hey, you get free appetizers on us today and one free adult beverage. Welcome in. And every time it’s that, wow. And then when you come back later and ask for a review or, hey, what entree do you want? Guess what? People become generous with how they buy. Another example, I work with an auto auction. The auto auction says your first time that you buy from the auto auction, you only have to pay a dollar more than the actual cost of the vehicle, just to wow people, to get that going. I happen to work with a carpet cleaning business, carpet cleaning business, and what they do is they say, hey, the first time we clean your carpet will be any competitor’s price, and it will be at least half off of our normal price. And they go, okay, great. You gotta have that wow moment. What are you guys doing, Jenny, to wow your customers there? Well, there are things that we do. We will oftentimes give samples of certain things because we know they work. We have a lot of supplement cells that we do. Again, the dollar consult is a wow moment because we will spend some 10 to 15 minutes explaining how we’re different. And I feel like they’re wowed because of that. Also, our services are so much different. We spend time in the room with our patients. We listen to them. They’re not just a number. And a lot of times people have never experienced that. So there’s a lot of wow moments, I think, for all of our patients. I understand that 59% of your customers are now from word of mouth. Is that accurate? Yeah. That’s huge. Yeah, well, and with the customer acquisitions cost too, I’ve heard you say this before, Clay, that if you’re advertising and you’re doing a good job wowing at the same time, they compound each other and you’ll end up having two to three word of mouth referrals from those patients that are wowed for every one lead you have from advertising. We measured and tracked that they had this last year. For every dollar they spent on advertising, they were able to bring back in $4.61. So that’s a 461% return on their marketing investment. It’s incredible stuff. And the great news is as we build these systems, if you guys ever wanted to franchise or license or open up multiple locations, if done properly, you should be able to scale it. It should be very repeatable, very duplicatable. Other things you guys have done, you’ve implemented a database to keep track of your customers, you’re gathering objective video reviews. You guys are really checking all the boxes. I’d like for you, if you can, Jenny, here to give a word of encouragement for any of our listeners out there that are a little bit on the fence right now and they’re going, I have thought about scheduling a free consultation, but I don’t know. I hear it’s $1,700 a month. Can you maybe explain your thoughts, what you’d say to anybody who’s a friend of yours or family that asks you about the value about the business consulting? Oh, well, I would say that the $1,700 a month is an excuse not to have someone to mentor you. It’s kind of like being in a gym when you need a trainer. We’re not always perfect and business owning is not easy and you need a mentor. I’ve never missed the $1,700 a month, even when I was only six months in when we started with you guys. I’ve never even considered it a loss. It was scary at first to make that, but that wasn’t an excuse. I knew I needed someone to guide me through this, and you guys have guided us through this through the entire thing, through employees, through income, through spending, through all of it. And we come through so many problems. There are a lot of problems that are established when you have a business. I mean, you become very overwhelmed very fast and you need somebody that you can call who’s successful, who’s been there that says, you’re not crazy. This happens to all of us. Here’s what you do about it. It’s been the best decision that we’ve made. Final question I have here for you, as far as having a turn, like a one-stop shop, years ago I hired a business consultant who was great. And he would say things like, and I’m not ripping him, I’m just telling you what would happen. He would say, Clay, you got to work on your business and not in it. I’m going, that’s true. He goes, you got to delegate to elevate. That’s true. Clay, your website is not optimized. And I’m going, this is great, fresh perspective. I go, Bruce, could you help me optimize? No, I don’t optimize. Could you help me work on it? No. Could you help me make a checklist? No. Do you help me with the print pieces that I need to make? No. Can you make a video? No. Do you help me with my online ads? No. Clay, and he would use that, he was kind of an Eastern, he’s a Northeastern American guy, and he used to say, Clay baby, let me tell you what, I don’t make print pieces. What am I, a print piece guy? I’m not a web guy. We know what I am, I’m a work on the business guy. You got to find a good web guy. So every meeting we would have would result in me having to find another vendor to pay another $8,000 to, to build the website, 4,000 to make the video, 5,000 to do… So every time you give a recommendation, it would lead to another cost. Can you maybe explain the value of having a flat monthly fee? Yeah, I don’t have to ever worry about it. Like it’s, I know if I need the website updated, it’s a text away. I know if I’m having trouble with an employee, it’s a text away. I know if I need financial advice, it’s a text away. And again, we meet every single week and all our questions are answered and we’re held accountable to what we need to be held accountable for. So it really works for us. Jenny and Mike, thank you guys for your time so much. I really do value your time. I appreciate you guys being here today. And on part two of today’s show, we’re gonna tee up another success story because we want people to know it is possible despite the financial jackassery plaguing our nation right now, it is possible to become successful and you guys are a living example of it. Thank you guys for bringing your baby on the show. We’ll talk to you soon. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. It’s quite a last name, folks. Yep. Do you play hockey? No. OK. That’s a hockey name for sure. So we were going over some of the stats before. And she owns an eyelash extension salon. What’s the web address where I can go pull it up here if I want to look at it? It is, there’s, yeah, so there’s two. Which one are we going to? She has the extensionist, which is T-H-E, and then X, tensionist. Tensionist. Yep. Got it. OK. That’s right. There we are. OK, got it. Okay, so, and what are the services, Kandie, that you all provide here? Mainly just eyelash extensions. Eyelash extensions. We do other stuff, but that’s been the main thing for years, and then we started adding things like permanent makeup, brow stuff. And how long have we worked with you? How long have we had the opportunity to work with you? Since 2019. So tell us what kind of growth have you had from 2019 versus now we’re in 2022. So 2019 it was 880. Yeah, it was like it was like 880,000 is what the tax returns. That’s great. Yeah. Okay. And then what’d you get to this year or 2021, I guess. 2021. It was like nine. Oh, 1.4. Yeah. 1.4. 1.4. Okay. And when we work with a lot of clients, you know, a lot of clients, if you’re out there listening today, what we want to do is we want to help you grow your company. And so I want to walk you through the process of how to grow a company because a lot of people watching go, I want to grow my company. It’s kind of a big, vague idea, but I want to dial into the specifics of what we’ve had to do to grow the business and what we’re doing moving forward here. So first off, when we started working with you, you’ve always had a product that people love. I mean, is that an accurate statement? Yes. People love it, I think. So what we’ve had to do is build the online reputation so that people that don’t know about your business, who haven’t been in the business, they can hear about it before they kind of, they can go online and build an online opinion about your business before they come in. How have you been doing on gathering objective Google reviews? Has that been something you guys have been hammering on there, Kendra? How have you been doing on that? Every stinking week, she hits the key performance indicator at each one of her locations. We have nailed that. Like they just do it now. It’s awesome. Okay, so step one, we want to put the online reputation. There’s a lot of detail on that. Have you guys gotten into video reviews yet? Yeah. Oh, they have an ungodly amount of them. It’s ridiculous. They’re on the website. Yeah, if you go to the testimonials page on theextensionist918.com, you’ll find them. Now when people go to the website, then you want to create some sort of a no-brainer, some sort of a hot deal, so that way people that don’t know who you are don’t hesitate to do business with you. Now again, you guys have, in my opinion, you’re branded as one of the top, aka premier brands in Oklahoma right now for what you do. What’s the no-brainer offer that you now offer first-time customers? So, we’ve just been doing a discounted classic full set, but Sean and I were just talking about doing a $1 full set and trying that. So $1 for a full set maybe? Yeah. Okay, okay. Yeah, I’ve always been afraid to do that, but I think we’re going to. Well, and too, we’ve got the memberships going now too. You didn’t have a membership model. Now we have membership packages we’ve developed that make it make a little more sense to get somebody in for a dollar, because just like with Elephant in the Room Clay, if you can convert the majority of them to a membership, it makes a lot of sense to give away 25 or 40 bucks on the first service. Right. And for people that don’t know, Elephant in the Room is a haircut chain that I own and founded. But again, regardless of whether you have a business that’s an eyelash extension business or a haircut business or a dog training company or a home building company, the step one we gotta do is we gotta improve that online reputation. Now step two, we gotta get those video reviews. Step three, we gotta enhance the website. Step four, we gotta enhance a no-brainer. Come up with a no-brainer that gets people excited and often it’s so hot, people will not reject you. And then step five, if we can make a membership model for certain services, you can do that. Has a membership model helped you with the sustainability of your finances? So far, no, just because I feel like we weren’t offering a good enough no-brainer. It’s only been a couple of months. Oh, so it’s kind of a new thing. Yeah. It’s kind of a newer thing. Now, the hiring process, next thing is you want to create a hiring process. Now, one of the things that’s tough about your business or my business or any company out there, it’s finding good people. Now, if you have a system in place to find good people, that’s not so challenging. Have you guys started the group interview process? How’s that going? It’s good. Has it helped you? It’s a lot of fun, actually. Has it? Yeah. Okay. We went from, in 2019, you had 14 employees, and now you have 40. Wow. Okay, so you went from 14 employees, okay, from 14 employees to 40 employees. Now, people who work with me, it’s very interesting. I was just talking to a guy literally probably 39 minutes ago, I mean, who I’ve worked with for years, and the one thing that he mentioned to me, it’s interesting, he goes, you know, Clay, I’ve worked with you now for almost a decade. And he’s like, my business is now 10 times what it was 10 years ago. And he’s like, it’s just a consistent application of effort. I just go down that boom book, I follow it. And every week we just get 2%. And he’s like, I’ve tried to explain that to people. And they don’t often get that it’s not like a one big idea. All these things are big ideas, but it’s the implementation. Can you talk about what it’s like working with our team and Sean on a weekly basis now since 2019? Well, I feel like talking to him every week, I have someone who can help me with ideas and stay on my ass about things. And like you said, the consistency. So that’s, I feel like the biggest thing that Sean helps me with. Just the consistency. Right, and the tracking. Because before, I didn’t do any kind of tracking at all. And that’s been probably the biggest thing for me. Now tracking, what it does is it takes the feelings out of things. Let me just give you an example. This is kind of a funny thing. One of these clients I’ve worked with for years, I was talking to him on Monday and it’s really funny because on the tracking sheet it shows how many outbound calls did you make? How many appointments did you set? So again, in his particular business, it’s a different industry, but it’s how many calls did you make? How many appointments did you set? How many leads did you get? And we just try, how many Google reviews did you get? How many, how many dollars a week did you spend on your Facebook ads? And we just track every week and that tracking allows us to see obvious patterns. So we get to the part where the calls, it shows the number of calls being made, and I know his caller. I know the caller because I’ve been around the guy, and the owner brought the caller to the meeting. And so I’m going, so you made that many calls? Because I don’t think he did. And he’s like, no, no, I didn’t. So sometimes people, even with a tracking sheet, they’ll put in information that’s kind of bogus. Has the tracking sheet, and I’m not looking for specific names, but has it allowed you, Kandra, to expose bogusness in your business with gaps? Yeah, for sure, yeah. Yeah, someone that was just copying and pasting. Really? She does the appointments booked weekly part. Yeah. She tracks a lot of the lead sources, she’s also tracking whether or not the people are in fact getting the reviews to put onto the sheet, which we can go and verify ourselves. But still, this person was supposed to be supplying, we just got this in the last week or two. Because when you delegate a lot of stuff, you’ve got to follow up on it regularly. And this person went two weeks or so just copying and pasting the same amount of leads that we got. Wow. Now, installing a quality control loop, I’m not sure if we’re there yet in the system, but for the elephant in the room, as an example, it’s a haircut chain. And we have mystery shoppers that we pay to come in and they get a free haircut to come in and get a haircut. And then what we do is we try to get feedback from them. And they have a checklist. It’s very simple. They go over, but it’s sights, sounds, smells, experiences, just so that we know. And then they text me how it’s going. Well, it’s interesting because when you have mystery shoppers, you pick up on things you wouldn’t pick up on. So like recently, this past week, we found out that there were smudges on one of the windows that had been not addressed since the last Mystery Shopper. Or we’ll find out, we have five stores, so we found out that the bathrooms at one of the stores were dirty. Have you guys started putting in the, okay, the Mystery Shopper yet? Has that started yet? No, okay, so we’re still kind of, now where do you, like right now, how many locations do you have open now? Five. Okay, so now as you’re scaling the systems, that’s kind of the next process, the systems and the checklists? Yeah. How are you doing on that process, Kendra? How are you on implementing, building scripts and checklists for everything? We’ve made a lot of scripts within the past couple of months, just for every little thing, mainly on the phone. So where do you see the vision going now? Because again, how many locations, do you have five? Five. Where do you see the vision going? What’s the plan? Are you looking to license now? Are you looking to franchise? What do you see as the future? I would like to license. License it, okay. So no more stores that I open. Yeah, there’s still room. We can fit about 14 more stylists in the space that we have, which will bring in a minimum of a half a million dollars more just with the space that we have, but it’s important to mention that we are maintaining a very healthy 20% profit margin in this business as well. Well, let’s talk about that for a second, because a lot of times people forget that part. You know, you gotta get the accounting done. And I kind of view this as part of the tracking process, but when you start tracking and you start going, well, this is how much money came in, and this is how much money went out, and you go, wow, you know, you think discover real quick, wow, there’s maybe not enough there. Tracking, did you end up having to maybe raise prices or cut any expenses, or did that help you kind of seeing where the income in and the expenses were going? I think for me it was a lot of the just not knowing, like being a business owner and waking up every day and not knowing if you’re going to have enough money for payroll or if you’re going to have enough money to pay the bills. And so doing that just gave me the mental picture, the physical manifestation of how we’re actually doing. And that was not as bad as I thought. Now, everybody’s got their own flow, you know? So what I do with my businesses is, I know how big I wanna get. I’m very happy with where we’re at, so it’s good. And people all the time, they go to Thrive Time Show and they’ll schedule a consultation. I just talked to a guy today and he was like, I don’t understand why you have 160 clients. Why not take on 400? And I just know, because our business is very involved. Like every business owner we work with, it’s like, we have to really get to know you. We’re the haircut business, I don’t have that. You know, it’s like, I don’t know most of the customers and we scale it out. But you ultimately, no matter what kind of business you’re in, if you’re in a high touch business, like a dentist or a cosmetic surgeon, I mean, Dr. Whitlock, one of my clients, it’s very high touch. We eventually have to get to a place and space where we figure out our ideal schedule, a schedule that works for our family and one that’s kind of, where do you, are you happy currently with your schedule? Have you optimized it? I’m not saying it has to be, check all the boxes that the world approves, but I mean, do you like your schedule now? That was also another thing that I started doing because of Sean was my calendar and I’ve sucked at it for a long time, but now I… She has every minute of her day blocked out every day. And so you feel good about where you’re headed now? Yeah, I do. I pretty much don’t have to do anything with this business anymore. So I just opened a Daylight Donuts. Really? I’ve been spending time doing that. Last Monday. Bam. Yeah. Awesome. Is it a little crazy? Yeah, just because the person that was supposed to work in open. Yeah, bailed. Bailed, so I’ve been having to do it. Yeah. Now for entrepreneur, if you’re out there today and you are, let me just pull this up real quick here. If you’re out there today, and you’re in the Northeast Oklahoma, Tulsa area, one, you can visit the business here. The extension is 918.com. You can check it out. You can learn more about it. I encourage you to do so. Also, we have workshops that we do. And the workshops, why I like the workshops is that we’re able to work in kind of a shop-like environment on somebody’s businesses, on their business for a window of time. So people will come to the workshop, we start at seven, we go till three, and they’ll go, I learned more in a day than I’ve learned in years. And we hear that all the time. How would you describe the actual business workshop experience? It’s pretty much everything that’s in coaching, just like packed in two days. Got it, and so is that helpful for you? Is that kind of a reinforcement thing for you? Yeah. I, sometimes when I’m getting up super early and I’m like, why am I going? I already got a coaching, but every time that I go, it like gets me going again. By the way, I have a question for you. This is not dogging any of our attendees, but we have one guy who attended the past workshop and he is brand new to business. And he asked a ton of questions that I would have asked when I was 20 years old. And to me, it was great to hear it, because I’m like, ha ha, I remember when I had those questions. And it almost reaffirms what you’ve learned. Do you learn stuff from other people that have questions? Like, do you kind of learn stuff from their questions? Yeah, yeah. So, Sean, people like Kandra are not a dime a dozen. I really do believe, you know, we look for diligent doers to help, people that show up, people that knock out the homework, people that are not super high emotional. It doesn’t mean you can’t have emotions, it doesn’t mean you can’t be excited, but you know, people that can just knock it out. What makes Kandra a great client to work with? Just for anybody out there that’s thinking about reaching out to us. She is just very stoic in that if something is going wrong or is just like, it doesn’t matter if it’s a small thing or a large thing, she comes in very even keel and goes, we gotta like fix this thing. And it’s just a very unemotional process. She’s also very realistic about timelines. She blocks her action items into her calendar, which is a big deal. She actually does that. She gets stuff done. And she’s also a client that she can operate very consistently with this business and build another business and still not be emotional and freaked out. So it’s very rare. And that’s what we would look for in a great client because you never know in business like what emotional turmoil is headed your way. It’s more about your mindset towards when things come up and she’s really mastered that. Now, now, Kandra, you know, according to Inc. Magazine, I’m going to pull this up for a second, you know, Inc. Magazine reports that 96% of businesses fail. And it blows my mind, but I talked to a guy at the last conference and he was like, you know, I love the idea of coaching, but the thing is, and he said, I’ve tried other coaching programs in the past. And the issue is I’m not gonna meet with somebody every week at the same time. That’s just not, I’m not, and I’m not a guy who uses a to-do list, okay? And I’m not a big calendar guy. And that’s the problem with other coaching programs. And I kind of like your program because I think I go, no, no, no, no, no, no. That’s not us. That would not be a good fit. So if you were out there telling people who would be a good fit to become a client, because we get our clients grow by default, 96% of businesses fail according to Inc magazine. So by default, we know most businesses fail, but we don’t want to take on every single client. Who would be a good fit for us and who wouldn’t kind of from an outsider’s perspective, someone who knows that they have to put in the work to do it because that’s what it takes. I feel like a big reason that that 96% is 96% is because they don’t do anything to grow or take responsibility because it is your responsibility and no one else’s. I love it. And again, I’m not gonna get into your personal life, but I do wanna point out something. Everybody likes to say that I can’t become successful because I have this going on in my life. And I see people that are newly married. They say, I want to grow my business, but I just got married, just a kid, just a kid. I see people, people that, one of our clients this year, her husband passed away and she had her best year of all time. And I asked her why. And she said, because we worked really hard as a couple to build a business. And when he passed, I recognized that, you know, it didn’t help to pout about it. I was just going to focus on growing the business to kind of honor what we had built together. I think of another client that recently, they’re growing their business and a weather situation attacked their business in a way that, you know, if you live on the coasts, weather can hit you. And their business was ravaged years ago by disastrous hurricane weather. And they went on to have their best year of all time. And I’m talking to the owner and he’s going, man, I, you know, now the challenge for him with his particular business is staffing because more and more people are harder to find to work in his particular industry. But again, we can all make excuses or we can all step up and make it happen. So I encourage everybody out there, if you’re looking to grow your company, you can go to thrivetimeshow.com, and at thrivetimeshow.com, you can click on the little consulting button here. Let me see here. You can schedule a free 13 point assessment. Let me go there right now. Feeling the flow, working it, going to Thrive Time Show. If I spell it right, it helps. Go in here, awesome. And I click here, boom. And you can schedule a free 13 point consultation with myself and I’ll teach you all the systems that I have in place to help you grow your company. Or if you’re looking for eyelash extensions, and I know that I’m not, but if you are, you can go to theextensionist918.com. Kendra, thank you so much for joining us. I really do appreciate you. Take care. Now, Sean, a lot of people reach out, they go to Thrivetimeshow.com and they always ask me, they say, Clay, what do you do? And so I’ve tried to explain it in as succinct a way as possible. But first thing we do, you know, Sean, a lot of people go to Thrivetimeshow.com or I’ll see people at a tour, I’ll see them at an event, people will reach out to us and they’ll say, what exactly do you guys do? And if I had to explain it to you succinctly, we essentially grow businesses seven times faster than the average business that doesn’t fail. Although Inc. Magazine does show that 96% of businesses fail by default. So if you go to Inc. Magazine, you see that 96% of businesses fail by default. So I guess one benefit is our clients don’t fail, but the next thing they do is they grow seven times faster. So what we do here is we help you reduce the working hours that you’re working and decrease your costs while increasing your sales and your profitability. And then since 2006, we’ve got a team now that does graphic design, photography, branding, print media, photography, videography, digital marketing, systems creation, public speaking, coaching, booking, workflow mapping, search engine enhancement, PR, marketing, we do a lot of PR, a lot of monetizing. We help people to grow their business, their podcast, their dentistry, their law firm. But what we do is we document those success stories over here at Thrivetimeshow.com. If you click on the testimonials. And since 2006, I have over 2,000 success stories. So if you’re out there today and you want to become the next success story, what you have to do is you go to Thrivetimeshow.com and you click right here on growth consulting and you schedule a free 13 point assessment. And that free 13 point assessment, what that does is that schedules you a time to meet with me so that you and I can go over where you’re at versus where you want to be. And then if you want to work with us, I charge $1,700 a month. It’s a flat rate of 1,700 per month to help you grow your company. And again, folks, if you want to learn more about that, we’ve got the in-person workshops. We’ve got the one-on-one coaching. Sean, how long have you worked here as a consultant? How long have you worked here? Doing consulting, it was about 18 months after I came on board, so it’s coming up on five years. Five years! And just think of a few clients off the top of your head that have had massive growth. I mean, I think about what, Levi Gables? Oh yeah, Levi, he’s working on company number three and four right now. What’s his company called? called gei-usa.com. Gei-usa.com. That’s a client you’ve worked with. He’s had tremendous growth. We just did an interview with Kandra, the attorney, James. We’ve worked with him. Who else can you think of? Nick Holman. We grew his business by five-fold, and we decreased his workload. That’s a cabinet company. Yeah, the cabinet guy. Yeah. So, again, if you’re out there, you’re saying, I need to see the success. I need to see the documentation. I need to see the proven plan. All you’ve got to do right now is go to thrivetimeshow.com, thrivetimeshow.com, and you click on testimonials and bam, you can see what we do. My name’s Clay Clark, I’m the former USSBA Entrepreneur of the Year. I built all the systems, built all the processes, and I’ve been, since 2006, coaching clients. And along the way I’ve started to discover great people like Clay Stairs or Sean Lohman or Andrew or different members of our team. And we teach them the processes so that they can help you grow your business for less money than it would cost you to hire one minimum wage employee. If you hired one minimum wage employee out there full-time, it’s going to cost you about two grand a month after taxes, insurance, etc. It turns out we’re less. It turns out. This just in. So schedule that consultation today by going to thrivetimeshow.com. Click on the business consulting button right there. Click on the red button that says schedule your free 13-point assessment with me and you can schedule that today. Sean, I appreciate you. I want to remind everybody out there, Sean, you smell terrific. All right, JT, so hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. So it’s a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that’s successful, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a $15 million business but you have $15 million in expenses, it’s kind of pointless. Holy crap! Alright, so the question I would have here for you, if you could take like 10 minutes or less and see if you could save $3,000 a year by reducing your credit card fees, would you do it? Yes, absolutely. Holy crap! Why would somebody out there who’s listening right now, who has a sane mind, why would they not go to Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card to schedule a ten minute consultation to see if they can reduce their credit card fees by at least three thousand bucks a year? Why would they not do it? Yeah, why would they not do it? Um, maybe because they don’t understand how you set the website. This tree is a symbol of the spirit of the Griswold family Christmas. That’s clear. That can be true. So I encourage everybody to check out Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card. What would be another reason why someone would not be willing to take ten minutes to compare rates to see if they can save $3,000 or more on credit card fees. Maybe they think it is a waste of time and then it won’t it’s not possible There’s somebody out there. That’s making more than three thousand dollars every ten minutes, and they’re like nah, that’s not worth my time It’s probably some someone out there, okay, I would think that well I’ll just say it folks if you’re out there today, and you’re making less than three thousand dollars per ten minutes than $3,000 per 10 minutes. I would highly recommend that you go to thrivetimeshow.com forward slash credit dash hard. Because you can compare rates, you can save money, and you know the big goal in my opinion of building a business is to create time freedom and financial freedom. And in order to do that you have to maximize your profits. Holy crap. Now one way to maximize your profits is to increase your revenue. Another way to do it is to decrease your expenses. It’s a profit deal. It takes the pressure off. JT, is there any other reason why somebody would not be willing to take 10 minutes to compare rates to see if they could save a total of $3,000 a year on average? I am at a loss and I cannot think of any other. Shampoo is better, I go on first and clean the hair. Conditioner is better, I leave the hair silky and smooth. Oh really fool, really. Stop looking at me swan. Well let me tell you a good story here real quick. I actually years ago compared rates with this company here called IPS, it’s integrated payment services, and I scheduled a consultation. I don’t know if I was skeptical, I just thought whatever, I’ll take 10 minutes, I’ll compare rates. I can’t tell. You can tell me I’m a doctor. No, I mean I’m just not sure. Why can’t you take a guess for another two hours. And in my case, in my in my case, my particular case, I save over $20,000 a year. Holy crap. Wow. Which is like groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great. Okay. Oh God. Everything okay, ma’am? It’s just that you’ve only scanned a few items and it’s already 60 bucks. I’m so scared. Okay, I’m a trained professional ma’am. I’ve scanned a lot of groceries. I need you to stay with me. It’s just that my in-laws are in town and they want a charcuterie board. This isn’t going to be easy, so I need you to be brave, alright? What’s your name? Patricia. Patricia, alright. I need you to take a deep breath. We’re about to do the cheese. You know, that’s the difference between eating organic and not organic. So because my wife eats organic, I had to take the 10 minutes needed to compare rates to save the $20,000 a year on credit card fees just for one of my companies. One question, what’s the brand name of the clock? The brand name of the clock, Rod, do we have it? The brand name of the clock, it’s an elegant, from Ridgeway. It’s from Ridgeway. Let’s buy the clock and sell the fireplace. I encourage everybody out there, go to Thrivetimeshow.com forward slash credit dash card. You schedule a free consultation, request information. A member of our team will call you. They’ll schedule a free consultation. It should take you ten minutes or less. And they’re going to compare rates and see if they can’t save you more than $3,000 a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money. Because at the end of the day, at the end of the day, the goal of a business is to create time, freedom, and financial freedom. And in order to do that, you need to create additional profits. Let’s go. Let’s go. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. 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. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing 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 Pessamon 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 and more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. And it’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews, that way we’ve really been able to come up with a really great team. We’ve created and implemented checklists that when everything gets done and it gets done right, it creates accountability, we’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success, but that, like I said, the diligence and consistency in doing those and that system has really, really been a big blessing in our lives and also it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut, and we didn’t know. 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 gonna take in order to really succeed. So we just wanna 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 are 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. And Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklist, 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 like Lee Crocker, or Head of Disney with the 40,000 cast members. He’s friends with like Mike Lindell. He does Reawaken America tours, where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers and web developers. They run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly, he’s running 160 companies. Every 6 to 8 weeks, he’s doing Reawaken America tours. Every 6 to 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. So I’ve seen guys from startups go from startup to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system, critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. Like one of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, 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, like 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 is when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. Anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I’ve got nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. This is our old house. Right? This is where we used to live 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 house with our new neighborhood. This is our new van with our new marketing, and this is our new team. We went from four to fourteen, and I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 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 Thrivetime Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. 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, 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 gonna be the best business workshop ever and we’re gonna give you your money back if you don’t love it. We built this facility for you and we’re excited to see you. If we go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their call. Okay, so Clay, it’s like I would go up and down roller coaster. And so now we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. I didn’t, without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve got doubled five times. Which is just incredible. I mean, the first time you do it, that’s one thing, but when you do it repeatedly, I mean, that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, as I was going up and down, and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take, no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well, I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. And the best executives, Peter Drucker is a father of modern management, he said the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. So with the script here, we have a brand new gal that just came in working for us. She nailed down the script and she’s been nailing down appointments. Usually we try to get one appointment for every hundred calls. We make two to three hundred calls a day per rep. Right. And she’s been nailing down five and eight appointments a day. Somebody out there’s having a hard time. On that script. So she’s making how many calls a day? She’s making between two and three hundred calls a day. And our relationship is weird in that we do… If someone were to buy an Apple computer today, or let’s say you buy a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I basically make the systems, and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and, what was it, maybe 2010? Is that right? 2011 maybe? Or maybe further down the road. Maybe 2013? 2012. Okay, so 2012 and at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we meet? What was the first interaction? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza. But do you remember when we first reconnected? Yeah, well we had that speaking thing. Oh, there it was! So it was Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help direct my life, to get some mentorship, but I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses, implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life-changing. I have not only learned new things and have gained a whole new mindset that I believe, wherever I end up, will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say almost everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn. I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. You know, working here, you can’t be a mediocre person. You are a call to a higher standard of excellence. And then as you’re called to that standard here, you begin to see those outcomes in every area of your life, that standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall in the group interview talks about how the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship that as we pursue our goals, and we help the business pursue those goals, the business helps us pursue our goals as well. And so I’d say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. He’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. You know, he’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that a motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that are satisfied with mediocrity, people that want to get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people and in short anyone that’s content with mediocrity would not like working with clay, so if You’re meeting clay for the first time the advice I’d give you is Definitely come ready to take tons of notes every time clay speaks he Gives you a wealth of knowledge That you don’t want to miss I remember the first time that I met clay I literally carried a notebook with me all around I was looking at this notebook the other day actually I carried a notebook with me all around And I just took tons of notes. I filled the entire notebook in about about three or four months just from being around clay following him and learning from him and Then I would say come come coachable Be be open to learning something new. Be open to challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted.