Finding a Business Mentor | Meet Clay’s Mentor and Friend Terry Fisher

Show Notes

Are you trying to find a business mentor? Are you looking for someone who has gone the way and who has the heart and the time freedom needed to show you the proven path? Terry Fisher was Clay Clark’s mentor and during the June 2018 Thrivetime Show Conference he appeared again much to the surprise of Clay and the team. Here is the interview.

NOTABLE QUOTABLE – ‘You are the average of the five people you most associate with.” – Tim Ferriss (The best-selling author of The 4-Hour Workweek. He is also an angel investor and an advisor to Facebook, Twitter, Evernote, and Uber)

NOTABLE QUOTABLE – “Walk with the wise and become wise, for a companion of fools suffers harm.” – Proverbs 13:20

Who is Terry Fisher?

Terry is the co-founder of https://tcixrail.com/, a business that owns and leases thousands of railroad cars across America. He is a man who started the business with his partner out of a 10 x 10 office space where the two men relentlessly made cold calls for 3 consecutive years before becoming profitable. Hear the rest of the story and learn from a man who changed Clay’s wife for the better with zero reciprocation. Terry helped Clay, simply because he wanted to.

What are common traits of successful entrepreneurs?

  1. Being deliberate with your time.

Z’s 5 A’s

  1. Attitude
  2. Appearance  
  3. Above and Beyond
  4. Accuracy
  5. Attendance
Business Coach | Ask Clay & Z Anything

Audio Transcription

Speaker 1: 00:00:00 Get ready to enter the thrive time show

Speaker 2: 00:00:15 from the bottom on the top of the systems to something hooks hopper down the books. He’s bringing some wisdom and the look. That’s why if you see my wife and kids, please tell them to see and see. Now, three, two, one. Here we go.

Speaker 1: 00:00:38 Oh, thrive nation. Welcome back to the thrive time business coaching show on your radio. And on today’s show we have a really special opportunity for you to meet. A good friend of mine, uh, you see the year was 1999 and my wife, I was a cheerleader at oral Roberts University and her coach and sponsor, her name was Julie Fisher. And my wife was going to college at Oral Roberts University in Tulsa, Oklahoma. She was a cheerleader and a coach. My wife helped coach and cheer and a very talented cheerleader, very, very skilled. And Julie said as one of the, as one as one of the top sponsor, she said, could you watch my house? We’re going on vacation. And so I was dating at the time and I swung by the house after the fishers returned home. And I thought, wow, this house is massive. Now mind you, I never grew up in a home with granite countertops. I had never seen hand scraped wood floors.

Speaker 3: 00:01:36 I’d never been into a neighborhood with a gate. I had never been into a neighborhood with a gate. So I get the gate code, I type it in Google, boop, boop. And it opens and I drive and I’m going, oh my gosh, these houses are massive. What in the world? I wonder if the business coaching people who live here must be rich. And Terry was the guy who owned the house, who built the businesses that allowed he and his wife to achieve time freedom and financial freedom. Terry Fisher is the cofounder of Trinity Chemical and Trinity Chemical Industries, was founded in 1985 by terry and his partner with the purpose of identifying and meeting the needs of various book liquid shippers utilizing rail equipment. The railroads were really in the early stages of deregulation and they were fighting to keep their market share of transported chemicals. Um, long story short, they started out in a 10 by 10 office cold calling businesses to earn their businesses.

Speaker 3: 00:02:37 Companies like Exxon, just big oil and gas companies, big chemical companies, and they for three consecutive years of cold calling, they found no water in the well. And then upon three years they started landing some deals. And the rest is history. It’s trinity, Trinity Chemical. So we had a workshop this past month here in our beautiful, a thrive time show world headquarters in beautiful jenks on the left coast of the beautiful Arkansas River where the water is sometimes in the river. And so we had this workshop and you know, you’re greeting people, shaking hands, and I look over here, somebody from Guam over here submit from Florida, somebody from Canada, the poor guy from Canada. His flight got delayed. So we drove here. True Story. So, uh, we had a guy from California, guys from Las Vegas, we’ve had people from Australia, we’ve had people from all over the place attend and guests who’s attending my mentor, my friend, my, the guy who mentored me at age 18 and taught me how the world works.

Speaker 3: 00:03:37 The guy who I called when I found out my son was blind. The guy who’s, he’s like a Yoda. He and I stay in touch with them, but I mean, yeah, what’s he doing? Attending my workshop. So I got nervous. Like really? I’m always nervous anyway. And then I got really nervous and then I asked Terry on Saturday if he’d be willing to come up and share his story. And so now then he further ado, Terry Fisher, the cofounder of Trinity Chemical Industries is going to share with you some mentor moments, some mentor magic, the kinds of things you can get at our workshops and the kinds of things that you can only get through the power of a mentor or a business coach. Because over time you will become the average of the five people that you spend the most time with. Again, you will become the average of the five people that you spend the most time with.

Speaker 3: 00:04:30 A to quote Tim Ferriss, the best selling author of the four hour work week, the four hour work week. You are the average of the five people you associate with the most. That’s Tim Ferriss. You might say, why don’t like Tim Ferris? You know, I don’t. I don’t agree with Tim Ferris. I’m not a big Tim Ferriss guy. I don’t like him. I frankly prefer the business coaching thrive time show podcast. Okay, fine. But proverbs 13, 20, oh, now you’re just using the Bible against us. Well, proverbs 13, 20 states walk with the wise and become wise for a companion of fools suffers harm. Walk with the wise and become wise for the companion of fools suffers harm. What does that mean? It means that Tim Ferriss is just paraphrasing what’s in the Bible. It’s a proven concept. If you hang around with morons, you’re going to become a moron. Uh, the people around you begin to set your expectations. They began to define your normal. And so now that he further ado my interview live from the workshop with the man, the myth, the legend, uh, Terry Fisher, if you don’t know who Terry Fisher is, check out his website. It’s t c, I x rail.com, TCI, x rail.com. And before the haters begin to ask, no, his website is not optimized. Why? Because he has thousands of customers and he gets them in a very different way than search

Speaker 4: 00:05:58 engine marketing. It’s very business to business. Relationship driven. Has been around since 1985 the year that Marty mcfly went back in time. Remember that? So that any further ado. Here we go. Our interview with Terry Fisher from the thrive time show workshop.

Speaker 4: 00:06:17 Can’t remember. Yeah, it was yesterday. Hit the button. Gate opens. I drive. All the houses are nice. People are more their launch. There’s no frigerators on the lawn. There’s no buses, there’s no rednecks. Nice home, nice wife. Upon further review, nice daughters, nice guy. Uh, over time as I was doing with life, I’d call Terry up. We did probably half dozen launches and each time I would leave with a notebook filled with information about how to be a better dad and had to be a better husband and I only came for business questions and I got the business questions answered real fast, but the dad and the husband questions were the ones that changed my life like it was. Absolutely. And so I did not know you were going to be here and so I see your daughter and you and I’m going Santas. So I wanted you to meet Santa so that any further ado, let’s put our hands together for Mr. Terry Fisher here.

Speaker 5: 00:07:13 Yeah. All right. So Jerry, we’re talking about building processes and systems that can you got to explain to everybody what your company, Trinity Chemical Does It. Just make sure it’s Mike’s nice and hot.

Speaker 6: 00:07:25 Yeah. The name of the company is Trinity Chemical Industries, but contrary to way at sound, we don’t sell chemicals, lot of confusion in that, but sometimes it works hard advantage, but we used to be in the business of moving a lot of chemicals. So we were in the logistics business and so thus the chemical name developed, but where the process has changed that a little bit, but really what we do is we move stuff or other people with our rail cars. So we have a large fleet of railcars that travel all over the country. Traveling Canada, they travel in Mexico. They’re going everywhere all the time. They rarely come to Tulsa. I rarely see them. They’re everywhere.

Speaker 4: 00:08:07 And I and I. A quick thing, you just, if you eat that mic, it’ll be good for America. Sorry, just to go. Yeah. Yeah. I taught my cop mic so. So I rarely see those rail cars to. There we go. Now you have thousands of cars. We’ll leave it at that. Yeah. But can we talk about what is one car cost?

Speaker 6: 00:08:25 That depends. That’s a cheap car. I like the wedding question. You know, a cheap car. What’s a cheap car it cost to buy less. The less I’ve ever paid for a car might be $8,000. And you have thousands of cars. Railroad cars. Most I’ve paid for. The car is way more than that. But you have that much.

Speaker 4: 00:08:43 Oh, I’m saying introduce some context about the. You can look up trinity chemical. Okay. So you can look it up there. It’s online, you can find them. And so I want to talk about systems and processes because Marshall coaches people all the time and the people we’re coaching want to be like you someday and you’re a humble guy, but we’d all like to have thousands of somethings and systems and great wife and great daughters and great hair. I mean wow. Wow. So we wanted to talk to me. What’s the hardest part about building systems? What’s the hardest part about sitting down was when you started trinity? How did you start and then how did you build systems?

Speaker 6: 00:09:19 Okay. If I had to go back to a little bit on how we started, we had literally had nothing. We really bootstrapped it from the beginning so I can really identify with the startup guys because we had zero for three years. We were in a 10 by 10 room. My business coaching partner and I were, if we both leaned back at the same time, we’d bump heads. We had two phones with Sam’s one filing cabinet. We didn’t have a fax machine. We had nothing but we were literally selling air. We had nothing to sell, nothing but we acted like we did. So the phrase about Ag beg before your big, that’s what we did. And literally people would come and say, well, we’re going to be in your town. So we thought we’d combined ct and we like crap. They’re going to come by, you know, they would show up at our door and they would like open the door and they couldn’t get in.

Speaker 6: 00:10:07 They were like, yeah, we’d stand up and meet in the hallway or something. It was really ridiculous, but the part that was fun about it was we persevered and we persevered and we persevered and we made the calls like they’re saying, how many times do you go? We had call lists and we would call and we will call them. How many times do you call it? I called him yesterday. Did you call him this morning? Yes. Did you call them? Say Afternoon? They just sent him an email. Okay. And literally you just have to keep calling and keep calling and keep calling and finally you get to the right person. But through all of that, the honesty about it was, I remember we made a pitch to a big chemical company and manner pitch will ended up five year contract. And so he said, well, time out, first of all, we’re not going to give you a five year contract.

Speaker 6: 00:10:51 And that’s off the table. Okay? And we had our contract, we pitched it to him and we had our contract and he said, and this right here, we’ll just put that aside. We’re never going to use your contract. Okay? If we do business, we use our contract. And on top of that, if you screw up, no matter what’s on that page, we will get out of it were bigger than you are and we will run you out of the business. We’re like, oh, this is not going good. Then he says, finally, but I kind of liked the pitch you gave. You kind of sound like you know what you’re doing. I’m going to give you a shot. Here’s what it’s going to work. Give you a one year deal. You want fine, we’ll give you a one year deal, but that’s the only conditional that you do what you say. So if you screw up, we’re going to get out of the deal. So here’s the two deals. We’re going to give you a one year shot. Do your deal, be honest, perform, and we’ll keep doing business. If you keep doing business, it will probably keep going. So we said, well, that’s okay. We’ll, we’ll take that. Yeah. Perfect. Nice. One last question. How big is your company? You sound like you know what you’re doing, but just how big is your company?

Speaker 6: 00:12:05 When we looked at each other and yet you’re really looking at it. He said, ah, kind of thought so, but I really wanted to hear you say that. Glad you owned up to it. We got a deal now that company, Exxon today, 35 years later, we’re still doing business with excellent and we have lots of cars with them and they’re running all over the country. So I just want to say that whenever the small deals that you’re working on and you know, honesty, you know, just being who you are, persevering, make your pitch, don’t be afraid. It works out. So

Speaker 4: 00:12:40 it’s like 36 months to three years. You’re in a 10 by 10 office just grinding and we wrote here on the, on the boom book on page 1:53. He’s the personification of these principles I wrote here. Once you have built repeatable and profitable systems, you’ll discover that you have built a time freedom and financial freedom, creating a business that serves you not overwhelming job. This is the part that I’m working through. You could coach me now, coach all of us here. We worked so hard in our businesses and I think a lot of times if we’re not careful, the business becomes us. We are the business and all we care about is the business. The business does not exist to serve us. We exist to serve the business. All we do is the business. The business is what we do. All we think about, and if we have any time left at all, we think about family, but you think about family first, which completely blew my business coaching mind, that a guy can be super successful financially and also put the family first. Please explain how systems have allowed you to create the the time freedom that you now enjoy

Speaker 2: 00:13:45 had to create time, freedom and financial freedom from Terry Fisher with trinity chemical when we returned, but first go to the classic clean dot Com for all of your Tulsa janitorial needs. Go to the classic clean dot Com for all of your Tulsa janitorial. Neat. Get ready to enter the thrive time show started from the bottom. Now we’re on the top. You the systems to get what we got cooking Dixon’s on the hooks, hopper down the books, brigit some wisdom that I’m a dad so he could see my wife and kids. Please tell them. See upon your brain. Now three, two, one. Here we go.

Speaker 4: 00:14:42 Oh, thrive nation. Note to self a note to you in your studio, you never want to let your cats loose in the ceiling of your studio because my cats climbed into the ceiling of my studio and I have framed pictures on my ceiling because they have psychological problems and I have to surround myself with positive thoughts at all times. And so my wife and I had a photo of us from when we were young whippersnappers that we probably circa 2006, 2007 and uh, much to my surprise, much to my amazement, the cat’s a knocked down one of the framed images from the ceiling. Thus creating breakage. And now in the background you’re hearing us sweep up the remains of the glass, but we move on, we move on, we put, we put the, we put the frame damage back up in the ceiling. We’ve recovered emotionally, I’ve recovered, I’m not upset about it. Worst case scenario, I’ve got to go buy another framed item which gives me yet another chance to go to hobby lobby, which is my favorite place to go outside of atwoods and Guitar Center, which is pretty much where all my business coaching stories take place. All my stories are this just in Dateline Guitar Center, this just in dateline from hobby lobby. The other day I was at atwoods. And so, uh, again, just a, just a quick reminder, maybe you want to get a tattoo of that or put on tee shirt, but uh, if you have a underground walkout basement studio, don’t let the cats roam free or they will break your glass. That’s, uh, that’s my notable quotable for the day. But today we’re talking about the power of mentors and finding a business mentor. How do you find a business mentor? Well, at our, at our last conference, a guy who mentored me showed up at the workshop. I didn’t know he was coming. I didn’t know it was going to attend, blew my mind. I mean, here’s this guy who, my wife was in college cheering at Oral Roberts University and his wife was one of the sponsors and she was heavily involved in the program.

Speaker 3: 00:16:42 She asked my wife to house sit for her. Next thing you know, I’m meeting Terry Fisher, Terry Fisher, the cofounder of Trinity Chemical, and this guy had had so much success. He had a gate. What he lives in a gated neighborhood. Hit the button, you know, boop, boop, boop, boop, boop, boop. Door opens. Everyone has a lawn. That’s mode. People had pools in the backyard, granite countertops, wood floors. What? I had never seen these accouterments. I had never seen the decor and I wanted to know more and thankfully Terry Fisher agreed to take me out to lunch and to uh, take me to the proverbial woodshed into teach me how life works. And so then he further ado, a little bit of an impromptu interview with Terry Fisher. He showed up at the conference. And so I thought to myself, self, do you want to ruin the conference? Okay, you should probably interview the smartest man in the room. And so we got Terry Fisher on the mic at the thrive time show conference explaining how he and his partner went from a 10 by 10 office space where they made three years of consecutive outbound cold calls with no success. And turned it into a multimillion dollar company known today as Trinity Chemical. We’ll put a link to the website on the business coaching show notes. You can check them out online at TC. I X rail.com. Stay tuned.

Speaker 6: 00:18:04 You, you. Well, first of all in my mind, the way our business coaching system works is, um, I want to back up just one quick thing. One of my mentors early on when he was coaching us about being confident about what we’re doing and I would work in for him at the time and we would go to make our pitch and then he would say to us when we came to the meeting and I’d say, John, we, we can’t do that. You committed us. We don’t even know what to do. And he goes, I know, but they don’t know that we can do this. We’ll figure it out. I’m like, oh, perfect. I learned how to sell things that I didn’t know really what I was doing, but I, the optimism and the confidence that you will learn it and you’ll figure it out. The only thing I’d go chart people on is this in our system is the only thing I can’t fix his inaction. You have to do something. You know, you, you know, if you make a mistake, we’ll fix it, but do the action. You have to take the step in this and accountability in the system that we have. The follow up is a lot of people don’t like that, but you say close the loop. I love that. About what a clay. When he’s saying, if you call me, you know, hey, it’s like a dog with a bone. I will, you know, I will eventually reach.

Speaker 4: 00:19:16 I had a friend of mine who worked with you for years. This is funny. I just started working for you and he goes, these guys like micromanagement. They follow up on me every day about my calls like every, every day. And I said, really? We’re meeting for lunch? And he says every day, every day, because I’m an an owner and he’s an employee, we’re the same age, which college together. And I just thought that was a fun conversation. So I just wanted to get his perspective on like how does it make you feel sick, like an animal. He follows up every day and then it been there probably six months or a year. I said, how’s it going? He said, Oh man, we’re having a lot of success. I said, what are you doing? He says, well, I’m basically doing the same thing everyday. But it’s that consistency that, that follow up and that, that culture. So once you have the system, you’ve followed up every day and the guy ended up liking the system and stayed with you for years and bragged about it. But it did first. He wasn’t used to that followup, you know? So what would be a system right now where you follow up on everyday we’re just has to be right and it’s because you have thousands of cars. How do you keep track of the cars? What kind of systems that you built?

Speaker 6: 00:20:17 Well, the two things that are critical about our cars is if, if I put myself in the customer’s position, they want to know also where their equipment is all the time because that’s their product in the car and it’s we’re more concerned about the car is moving fish gently through the system, but that system part of it, we recognize and know where the cars are because we’re built into, and most people don’t realize this, but it’s the national defense systems that at every railcar moving in the United States and Canada and Mexico is built into the national defense system. So, but I, I can look at that system and see where my cars are on a realtime basis all the time, everyday. So if something happens, an emergency happens in the world or at twin towers comes down immediately. All the rail cars are carrying dangerous products in the world stopped immediately no matter where they are.

Speaker 4: 00:21:11 Marshall, talk to me a business coaching favorite Elon Musk quotes. I want to get Terry’s take on this about read, read, read the musket quote here. It says excessive use of made up acronyms is a significant impediment to communication and keeping communication good as we grow is incredibly important. Individually. A few acronyms here and there may not seem so bad. Bit of a thousand people are making these up. Over time. The result will be a huge glossary that we will have to issue two new employees. No one can actually remember all of these acronyms and people don’t want to seem dumb in a meeting, so they just sit there in ignorance. So Elon Musk, they try to send the space sex rockets to space. Three times they blew up and I found out that the cause of the blow ups was acronyms. People literally thought someone meant something else and they made it wrong and it blew up. So Elan Musk began firing anybody who used acronyms because no one knows what things mean. Small business owners are notorious for saving stuff on their desktop and can’t find the password. Anybody here can’t find your passwords. What’s terrible is if you don’t, if you’re not detailed about how you save things and you don’t insist on everyone doing it the same way, you end up being called all the time because no one knows what’s going on.

Speaker 3: 00:22:25 Thrive nation when we return more mentor moments from Terry, the legendary Fisher. That’s Terry, the legendary Fisher. But between now and when you come back from the break, I encourage you to go to onyx imaging.com. That’s onyx imaging.com, where you can save both time and money on your office and printer supplies. Save both time and money. What on your office supplies onyx imaging.com. Stay tuned.

Speaker 7: 00:22:52 Attend the world’s best business conferences led by America’s number one business coaching team for free by subscribing on itunes and leaving us an objective review. Claim your tickets by emailing us proof that you did it, and your contact information to [email protected], thrive nation. Welcome back to the thrive time show on your radio. And uh, for those of you who attended our past workshop and we just had in June, it was stellar. We had Canada representative, we had Minnesota represented, we had Florida represented. We have callow for nea, representative in Texas, New York. We had Missouri. They’re all you’re doing is listing off states, know their South Dakota. We had, might not, South Dakota might not am I in Oh tea. And we had Tulsa, Oklahoma represented. We had a, a guy that showed up who impacted my life tremendously as a mentor and I think a lot of the people that I’ve met at workshops, I’m just trying to find a good business mentor. And here’s the problem. If you worked your entire life to create time freedom and financial freedom, would you want to spend your day arguing with somebody about how they should run their business?

Speaker 3: 00:24:11 You probably wouldn’t. And so at the business conferences Terry Fisher showed up and when he showed up, we didn’t expect them to be there and so I recorded them at the conference and we’re going to be breaking down his, his audio here so that you, the thrive nation can benefit from it. But when he showed up at the conference and I thought, well, if Terry Fisher is at the conference, the smartest man in the conference must speak, and so I got them up on the Mike. And so Terry Fisher, the founder of Trinity Chemical, uh, got up there and spoke and shared with us how he went from a 10 by 10 office space. He was leasing and after three years of consecutive non fruitful cold calling was able to turn it into a multimillion dollar business. But Vanessa, I met Terry as a result of your relationship with his daughter, uh, terry and his wife Julie. Could you kinda explain his daughter Lindsay, her, his daughter Lindsay, his daughter Lindsay and his wife Julie. Can you explain how you got to meet Lindsey and, and Julian, kind of what Terry Fisher is all about?

Speaker 8: 00:25:05 Well, I cheered at our, you with Lindsay Fischer and I will tell you the impact peer to peer. I’ve interacting with her. I know you have said this is the number one thing I think you take away from each one of the Fisher children is how much they, they idolize. And look up to and revere their father and that is because that, that is no accident, that is because the things that he has done in his life, and I remember I felt that way because here I am peer to peer as someone and so I never have heard someone, one of my peers talk about their dad in this, this light, you know, she’s like, when I married someone, he’s going to be like my dad. There is no one as good as my dad and each of those children, they, they mean it. And I think you had the same take.

Speaker 3: 00:25:50 Well, I blew my mind. It blew my business coaching mind. And so I’m, I’m honored to introduce you, thrive nation to one of my mentors, the Great Terry Fisher, the cofounder of Trinity Chemical, but really importantly, more and more importantly, the Co founder of a great family, a great father, a great American and, and the kind of guy who would take time out of his schedule to mentor me for the low, low price of free. He wouldn’t allow me to reciprocate. And Terry helped Vanessa and I tremendously. And so Terry Fisher, this one’s for you, how do you keep your team with thousands of files, all saving things the right way, labeling pigs the right way, following the right. How do you. How do you keep everybody doing that?

Speaker 6: 00:26:33 I have a content management system. It will also a database system so that all the customers are filed under a certain name the same way. So you could look up a customer. Then you can look up the contracts, you can look, look up the different amendments, you can look up the riders, you can look up the equipment. So if you just clicked on the customer’s name and mainly get a ladder of what you want to find out about that customer. Who who, who’s the contact, what’s their telephone?

Speaker 4: 00:26:58 What if I worked for you and not you guys? It’s just me. Okay. I’m a dysfunctional man. I decided to work for you. I’ve got a degree, some background somehow earned this business coaching job and you notice that I am not saving files the right way. I show up to work on time. I smile kind. I brought you wonderful salads and gifts and Christmas cards and I’m all those things, but I do not save files correctly. How do you deal with that?

Speaker 6: 00:27:25 So it is a follow up system so that there’s a, there’s kind of a ladder of accountability so that the, there’s three aspects to why our information is critical, is number one, is the, what happens to the railcar, who has it and why they have it. So that database is built, the product that’s in their car, how the car is outfitted, a, how long they’re going to keep the car, uh, the number of cars in the fleet, uh, what the product is and the type of fittings that has on the car. Everything about the car is kept in this big database. So the person managing that account has to enter that data into the account. And then that keeps us accountable for if the car comes to this job and it gets repaired because it’s like an automobile, the more you run, it gets repaired and it has to stop and go and get fixed.

Speaker 6: 00:28:13 So that happens all the time. I see a lot of people that struggled getting their teammates to do the system. That’s true. So you had to go back and say, I looked at the cars, I looked at the file. It’s not in there. You need to put it in there. Okay, I’m going to go. And then I had to look at it again, but I do the same thing that you said earlier is that if I expect my teammates to ask me the same questions, I’m just as accountable to them as they are to me. If they asked me to follow up, I made sure then follow up and then I’ll follow up. I call it being the loop closer. If some, if you text me, I’ll text you back. If if I asked you to do something, I’m going to come back to you and ask you if you did it and unless you text me and say, Hey, I think you asked me to do. I got it done.

Speaker 4: 00:28:56 I think most business coaching owners that I’ve coached, and I’ve looked at Marshall, your take on this, they themselves refuse to use their own system, but they’re irritated that the employees won’t do it. Like they themselves will not do the database. They’re like, well, I don’t do the database. You guys do a database. I don’t. I see that a lot. Probably 90 five percent of the time with, with the owner themselves will not follow the script, but you should follow the script and I know for you you’re, you’re all about, I’m going to do it. So you’re gonna. Follow my example. Marshall. Have you seen this phenomenon of who here is the best salesperson currently at your company? That you are the best salesperson? Like? Yes. Yes. Like, like you hold that role. Yeah. So if you want to always be that person, the first key is to not create a.

Speaker 4: 00:29:41 okay, but if at some point you want to grow beyond yourself having to do every single sale, okay, and close every single deal, then you’re going to have to create a script in the best way to show, hey, this is the system that works, is record your own calls, script your own calls, and holding yourself accountable to using the script, and if you can hold yourself accountable to using the script that you’ve created, then you know that when you train somebody and hold them accountable to using it, you know that it can work. I have two final questions to ask Terry. I want to get your take on this. This is powerful. The word integrity comes from the root word, meaning integer, which is a indivisible number. Okay? You are captain integrity, so it’s without talking about integrity. You don’t. You don’t speak. You don’t travel around speaking.

Speaker 4: 00:30:31 He’d ever written books called integrity. The Terry Fisher way. I mean you haven’t written a book about how you grew up and here’s how I do. You probably should though, but you haven’t, but at the same time, you just exude that. Everyone I know who’s worked with you said, you know, if Terry says he’ll do it, he’ll do it and I think a lot of people, I know me, I’d be guilty this early on in my career. We’re motivated, we’re chasing a big dream, but we hit the snooze business coaching button and I know the first couple years of my business that was kind of the thing. I want to do it, but I don’t do it and then I get all feeling like depressed because I don’t do what I think I, I like make a commitment to myself and I don’t even honor my own commitments to myself. How do you, how do you stay motivated? How do you, how do you stay motivated to do the right thing?

Speaker 3: 00:31:14 Neisha, when we returned from the brake, more mentor moments from Terry Fisher, the cofounder of Trinity Chemical. It’s amazing when you have a mentor in your life show up at a workshop and he’s taking notes. So Terry, I appreciate you have meant the world to me to have you attend the workshop and in thrive nation on behalf of Dr z and myself during the break, go to [inaudible] dot com. Just go to hood seat Z. shouldn’t they go to hood CPAS.com one time if you want to get your numbers in line? Yeah, if you want to have someone that’s going to be proactive, proactive, and and show you the way instead of trying to figure it out,

Speaker 3: 00:31:52 Three, two, one. Boom. You are now entering the Dojo of Mojo and the thrive time show,

Speaker 1: 00:32:01 thrive time. Show on the microphone. What is this? Business coaching Top of the charts in the category of business driven down on business topics like we are a dentist provided you with to shift. Like if we go past that, you might get motion sick pad to the best, like some

Speaker 3: 00:32:21 three, two, one here come the business ninjas.

Speaker 1: 00:32:27 Nation. Welcome back to the conversation Dr Z, how are you my friend? I am fantastic as always.

Speaker 3: 00:32:34 Well we have so many people today that we’ve. We’ve had a ton of business conferences who told me they were searching the term, finding a business mentor there were searching into Google. You’ll find a mentor, how do you find one, and here’s what I have found is that a lot of times the people, not a lot of times I’ll say all the time, the people who have the time freedom and financial freedom earned it and therefore they are very particular with how they spend their time, not because they’re bad people, but they’ve been through hell and back to get to where they are and so at the conference, a guy, Terry Fisher, whose wife was the cheer sponsor at Oral Roberts University. When my wife cheered there, Julie called. That’s be my wife’s cheer sponsored oral Roberts University. Julie calls my wife when she’s 18 and says, hey, could you house sit our house?

Speaker 3: 00:33:27 So when they came back from town, the fishers invited us over as a couple to meet up and I put her. Where were you in this stage of your relationship with Vanessa? I had just been dating Vanessa maybe three or four weeks. Oh, so you were came back from Christmas break or so. Okay. Okay. So you’re still. You’re still bonafide and I show up at their house and Vanessa. Vanessa says there’s a gate code, so I had a hand painted 1989 hatchback for descaled sexy. So I type in the gate code. Boop, boop, boop, boop, boop, boop, boop. And I’ve never been to a house with a gate ever blows my mind. Okay. We’re driving by the. All the. All the lawns are. Are are mode. That’s amazing. Cedars curly cue, the curly q bushes, the bushes and the shape of the sea. What do you call that?

Speaker 3: 00:34:10 Move. Was that, is that. Is there a name for that that move the curly q. So then and see they had, they had front lawns, like your house. I used to when I walk up to your house and it was like there was, there wasn’t weeds, there weren’t weeds z. do you remember that? Oh yeah. The curly cues, the whole. The whole thing. The gate. Yes. I’m like, what is going on? I walk in the house is the next level. He opens the door and they have vaulted ceilings. Oh my hand scraped  business coaching floors. Oh my z. no linoleum, none, not. It was a granite countertop. Come on, you know, and I, I had never seen that stuff and my mind was blown. I remember asking him a stupid question like, how did you, how did you build your house? Like something like that. Yeah. And I remember he said this Super Gracious.

Speaker 3: 00:34:55 I remember this. I remember this line, and Tara, I apologize if I’m butchering your phrase, but Terry says a clay. Curiosity is the key to wealth. Why don’t we do lunch sometime because I think it was like, that was probably the dumbest question I’ve ever heard in my life. But goodstart good, good. Start at least ask a question you released. It was a curious question. So we meet for lunch and he explains to me, clay, um, you have to build wealth one step at a time. And my partner and I, we started in a 10 by 10 office cold calling businesses to earn their business for three consecutive years before we landed our first big deals. And now today we have thousands of railroad cars and it’s called trinity chemical and I didn’t know what to do, so I just looked at him and thought

Speaker 9: 00:35:38 this changes everything. But did he say cold call because I dj company, my sad, stupid Dj Company. I never made call because I was overwhelmed by fear. So I want to get your take on two big learning opportunity. Okay, here we go. One, how does somebody out there who’s listening find a good mentor? How do they, how do they, how do they find a mentor and how do we get over the fear of rejection, whether it’s cold calling, finding a mentor or whatever they think it’s. So to get stuck on that fear area. Two great questions. Well thank you Al Gore. You made finding a mentor much easier this justin. Apparently you can google it. Find the thrive nation, right? And come to an in person workshop. Thank you Alvin. And start building. Start building that. You know, you depending on your budget, you could do the online mentoring school, right?

Speaker 9: 00:36:23 You could do one on one business, coaching by the best value in the world, 20 bucks, 19 bucks, come on and we have no budget. You can just rip off the podcast for free. Right? I think that’s. And you can tap it and you can tap into your roommates Internet connection right now. The other traditional way to do that is that in your community, there are some very successful people or more successful than you. Can we call them goats? Yeah. Let’s come goat. Greatest of all time. Greatest of all time. And you see them around town. You can tell by the homes they live in, like you just pointed out, you can tell by the cars they drive and you can tell by just, you know, uh, the lifestyle they’re leading. Right? Right. I’ve got a place at the lake and a big boat got Mr.

Speaker 9: 00:37:03 doing pretty good, right? Absolutely. So you’ll find some guys like that and then you try to find your angle. Intimacy. You’re angled end was through your girlfriend. Oh yeah. Who knew the wife. Right? And then you made the move. I made the move. You made the move, I made the move. You made the move will donate them, move. You might say, Hey, I knew a guy, I knew a lady who knew a lady who I curious and I’m a business owner and uh, how, how do you build a thing like this? And then he shows up at the workshop. Boom. That’s, that’s really kind of cool. He shot. So I, I said, I thought to myself, I thought, I thought, you know, the smartest guy at the workshop is currently not miked. Maybe I should see if he should go speak because I pulled him aside.

Speaker 9: 00:37:39 I said, Terry, would you be happy at having to talk? He’s like, well, I’m not a talker guy, but sure. So that any further ado, our exclusive interview from the thrive time show in person workshop time out, time out, time out with Terry Fisher. But quick wait, you have a second business coaching question you wanted to come back to the fear of, well, let me do this. Let me see. Let me, let me hit a sound effect. So it sounds less awkward. This justin, back to part two, part two, part two. Dos Dos for our Hispanic population, right? That’s right. Yes. Because we are bilingual and we are coastal. Yes. There you go. Bilingual? Yes, of course. Multicultural. Yeah. How do you get over the fear? Ooh, that’s a tough one because sometimes in life get just. I love that saying that Nike came out with. Just do it right. You just have to do it. First of all, you have to practice, practice, practice. Look in the mirror and practice first of all, and if you can’t even look in the mirror and practice you, we’ve got to. We’ve got to step back. Okay. Step back. Just yourself. Just record yourself without even looking at yourself and then eventually you can actually do the call. Pretending you’re, you’re, you’re, you’re pretending. Now you could do the call in the mirror.

Speaker 10: 00:38:46 Okay. And then the hair with Terry. Terry, Terry. No, no. If, if, if someone who knows this who, who hates hair, what are you doing? Oh, there, let me try again. So then now we’re moving forward right now. Comfortable

Speaker 9: 00:39:07 in her voice. We feel comfortable with saying the words in the correct order, we feel comfortable looking in the mirror and doing it as somebody else, and then we find someone who’s friendly to us, maybe a significant other, a small child, significant brother, a significant brother, and then you role play with them, the call. Okay, and you might have them be rude a few times. Oh, I don’t see how that feels a little bit. You know it’s coming, but that’s the tail. And then you maybe have him. You know, you hire a PR firm. They have this thing called the root interview where they actually practice asking rude questions while cold while roleplaying with you. That’s actually what PR firms do. That’s what they do. So now what you’ve done, you’ve now you’ve done it by yourself. You’ve done it in the mirror, you’ve done it with a friendly person, and now guess what?

Speaker 9: 00:39:52 You’re ready for the big leagues. You’re ready for the big league. You’re ready for the big leagues. So you know what we’re gonna have to do. We come back from the break. We’re going to keep this audio, this exclusive interview with, with Terry Fisher, but I want, I want to tap into your wisdom. One one. One more question. Oh Gosh. Okay. So many people think, well Carrie Fisher couldn’t possibly helped me. He’s only a multimillion dollar, you know, presenting a multimillionaire in the area of hauling hazardous chemicals and cold call. He’s only an expert in the areas of a trains and railroads and. But then if you asked her how he got the money to start, you would understand that he opened up a Christian bookstore across from oral Roberts University. Good place because he was trying to date a Christian and he was not a Christian. Interesting.

Speaker 9: 00:40:36 So Z K isn’t or most businesses more similar than they are different. I mean certain people get hung up on it. Like I’m looking for an expert is former Christian not Christian, converted into a Christian railroad car company. Well, if you look at some of my core businesses that I have now, one’s in optometry clinic per traditional optometry clinic for your doctor’s office. It’s pretty, you know, pretty standard classic. And then I have an auto auction, which is a dealer’s only Ottawa. Totally deceived. Both involved levels each optometry, odg and location location, yes. Obviously the same business and they have a diagnostic sleep center, which is the same thing. Neurologist businesses, they’re all but you’re right. They are more similar than they are different and you have the same mindset, the same problem solving the same, same steps that you do to make them successful. And that’s why when people come to our in person workshops, we don’t have to change everything to say, oh, business is all the same

Speaker 11: 00:41:34 business. Same. You’re just done the system a hand, your coaching business and you dominate. If you’re in a business has not the same. You better be a genius like Eaton Musk jobs. But even then, even then Tesla, even then apple, even all those habits,

Speaker 3: 00:41:53 core basics of, of a business, the core, the core basics. I mean he may be the first one that came out with electric car and the and the quantity and the way he did it, but still, I mean a car is a car, a car. It’s the car. A car is a car. This just in from Home Office just in. Now let me tell you this. Thrive nation also a spine is a spine. A spine is a spine, so you won’t put that on a shirt and went spines in line is divine spine is in line. It’s divined and I’ll tell you what the best thing you could do, the thing that you could do that would be the most kind to your body is to reach out to Sibley chiropractic. That’s Dr John Sibley Dot Com. It’s Dr. j o h n Sibley Dotcom. Tulsa’s number one, chiropractor. The chiropractor of choice for the great one. Wayne Gretzky. Check them out today at John. Doctor John said, we.com. It’s dot com.

Speaker 1: 00:42:37 Peter Johnson, and now broadcasting live from the box that rocks. It’s the thrive time business coach radio show, the mindset stuff. For instance, the magic button. Then tax given it to you straight in the camera. Bring me the tracks so I could get up on the market. Speak the facts when the cash making the dash and the plaques bringing the back of the tracks. So I could get up on the market, speak the facts,

Speaker 3: 00:43:23 all thrive nation you are in for an audio treat today. It’s a festival of knowledge you can’t get in college. It’s that mentorship that’s going to give you that mindset shift you need to get to where you want to go. Z, we’re talking today about the power of business coaching or mentorship and we’re going to go to live audio in just a moment with a from our conference where we had an opportunity to interview Terry Fisher, the Co founder of the multimillion dollar company, Trinity Chemical. But see, I want to. I want to tap into your wisdom and it will go into the audio here. Perfect. Okay. Proverbs 13, 20 reads. Well I’m gonna. Get my epic music going so I can read it better. Wow, that would be better. Here we go. Ready? Better. So I feel proverbs 13, 20 walk with the wise and become wise for a companion of fools suffers harm you by yourself. I don’t like it. That’s fine. Tim Ferris,

Speaker 3: 00:44:19 four hour work week. He writes, you are the average of the five people you most associate. Why do you like hanging out with successful guys? How does that impact your soul and your mind when you surround yourself with dudes who know what they’re talking about? It rubs off on you at. First of all, it’s more fun and you know, you have guys that are lighter, likeminded people that are successful and, and it, it just fun. I mean they get you. You speak the same language, what use surrounding yourself with the, with the idiots. So what have you, hanging around in the mall or on your and what have you here on the idiots. Then you become the Edm. If you know, like my saying, if you run with the dogs, you’re going to get the, you get the fleas, the fleas and, and that’s one thing that you know, we’ve, we’ve challenged thrive nation on several occasions to look at your, your look at your five inner circle friends and connect those dots.

Speaker 3: 00:45:13 Are you, are you, are any of them idiots? We have a strong term. We have an audio clip from you in color. We had a caller that called in and it was probably two years to this date. Um, he, he pretty passionate chef. He calls it in and he says, remember this? He says, I am not going to surround myself with high quality people. I’m going to hang around whoever I happened to know, prove you wrong. Geographical Circumstance, whoever. I go to school with, whoever. I’m in, my, whoever’s in my family, I’m gonna. Hang out with those people and you’ll, you’ll, you’ll see all become successful. I’m not going to change the five people I spend them with. Spend the most time with and your face. And then he called in today to share with us what happened as a result of not making that change. So shut up. Here’s the audio we hit. We had to cut him off. It got too toxic.

Speaker 12: 00:45:58 Are you? Kids are probably saying to yourselves, Hey, I’m going to go out and I’m going to get the world by the tail and wrap it around and put it in my pocket. Well, I’m here to tell you that you’re probably gonna. Find out as you go out there that you’re not going to amount to Jack Squat.

Speaker 3: 00:46:21 Ah, so there’s a little bit disgruntled there. He should have upgraded his social circles. Now that any further ado, let’s listen to a guy who is super wise, super kind. The cofounder of Trinity Chemical. That’s Terry Fisher. Let’s get Richard with Terry.

Speaker 12: 00:46:36 They should.

Speaker 3: 00:46:40 How do you, how do you stay motivated? How do you, how do you stay motivated to do the right thing?

Speaker 6: 00:46:46 If you look in A. I, I’m a great believer in journaling, writing down and, and to do lists and, but in my personal life, outside of my business and this, you’ll find this in almost everything I read everything. I’m taking notes on there. A circle somewhere on the page where I have divided my life in the circles. And when somebody meet somebody or I’m reading something, I’m finding out where does that fit in this circle? The Circle. So this circle is sort of like the f six and I’ll, uh, my circle, it looks like this. If you put a pipe through, draw a line through the hat and then an extra there at the very top of the circle is the wwe. Now they’re usually my letters that my life revolves around. There was a w at the top and so at the bottom over on the left is an f, F, m, N, p, so although those, those letters mean to me more than anybody else, but what it means is at the top of this, w means that stands for the word and so for me, I used to have different letters, but I kind of simplified it.

Speaker 6: 00:47:50 So this w stands for the word and that means my personal faith, my personal life, my personal relationship, my. That’s me reading the Bible in St. how does that apply to me? That s at the bottom stands for society, social friends, colleagues, strangers, however you want to word it. It’s everybody outside my extended family, church life, etc. F over here, his family, if over here is finances, him is my mental life. P is my physical liFe. Every time or reading something I figured out where does that fit in my life, so if you ask me different things about that. Okay. What am I doing with my. I’m a continual learner. I read all the time. That’s the. That’s the my mental life. Physical life. I’m working out all the time. I have my own personal gym in my garage. It’s kind of a joke in my family, so. But primarily

Speaker 4: 00:48:53 he’s really has his old man strength. Which you are notorious for your strength, so don’t run. Maybe charles, you’ve got an arm wrestle later, but this is his. Do you just go to throw the weight

Speaker 6: 00:49:03 throughout the day? I’ve got the way to get the peloton. I’ve got the rowing machine. It’s bad. It’s my personal deal if that’s where I go in and release and workout. So. But the number one thing in my life is my family outside of my faith. Number one is my family, so I never in all my career put my work ahead of my family. So a lot of people work saturdays, a lot of people working monster hours. I never did. Now that may not fit with this crowd, I’m not a workaholic, I’ll own up to that, but I am committed to what I say I’m going to do so

Speaker 4: 00:49:47 which is the same. You and dr. Zellner are the same way because when you are around dr zellner, you would think he works all the time, but he works almost never like maybe four hours a week, five hours. He comes into the office to follow up and make sure that the things that are happening is set meetings he’s agreed to be at, but it’s like because you guys put your family first, which is an interesting idea. Do you build business coaching systems that can work without you, but because the family is first, you’re always going, is this a scalable idea that could work without me doing it is if it’s not, you don’t want to do it.

Speaker 6: 00:50:17 Yeah.

Speaker 4: 00:50:19 That is that helpful. Like that idea is that isn’t helping anybody. Like if there’s an idea that could work, but it would involve you doing it, you won’t do it because it would involve doing it over and over.

Speaker 6: 00:50:28 Can I have a thing and I’ve kind of develoPed in my mindset, my, my partner, and I, if you think that every your success of your business, every decision has to revolve around you and you have to be involved in absolutely everything. Then you’re the choke point because you cannot do everything, period. It will. You’ll never grow beyond your limited little scope of your town. You may be very, very talented and some of you will go get to a certain point. You’rE going to get to a certain point where you can do at all period. It just happens, so you have to learn how to delegate and you have to learn how to have a system

Speaker 4: 00:51:06 because terry’s here at santa is here a sako. Does anybody have any questions for terry because they probably will never be another conference again because he’s not a paid speaker guy, but I, I, he’s done it. He’s doing it. He’s. Does anyone have any questions for him at all about systems, processes or creating time freedom because he is here? Yes ma’am. Yes. What kind of database do you use a certain system or.

Speaker 6: 00:51:33 Yeah. Let’s see, I’m trying to think of the system. I don’t really look at, remember the name of it. We’ve had it for so long. Um, real quIck. This is what I taught you. Remember the system. Okay,

Speaker 4: 00:51:48 real quick. Let me say this though, is it dr zellner the other day we were talking to somebody and somebody goes, hey, z, what’s your number one selling frame? And he goes, uh, I don’t know. And they’ll go, we’ll who’s your top sales rep really don’t know. Well, what do you know is it, well, $99 your first pair of glasses to get that go in and we’re going to spend 10 grand a month on ads. We’ve got our three legged marketing stool going on. We interview people every week. And furthermore, furthermore, he said if I did have to know those numbers, I would need to fire somebody.

Speaker 6: 00:52:24 Yeah, I will tell you a couple stories though that I liked what he was using. Humor. And then what about, uh, dealing with, uh, a hard customer? I did have a sales guy that was late perennially all the time. Oh. So, but he was a really fun guy too, and he’s a great guy to have around and we didn’t fire him but, and I probably should have and he’s a youth pastor today and that fits him perfectly, but I got tired of him being late one day, so I finally was okay, I want to use business coaching humor to diffuse this. So I said, matt, let me just talk to you for a minute about what it means to be on time. So I’m going to say I’m going to be you for a little bit here and so I’m going to go out and I’m going to come in.

Speaker 6: 00:53:04 It’s the start of the day and we’re just getting started. So here you come and I hope I go up to the door and I run into the room and I literally do the baseball slide and I slide into my desk and I hit my stopwatch on my client. I made it had like eight. Oh two or something, you know, I like matt. That is not time. You cannot do that every day. So if you do that tomorrow you’re going home. So we had sent matt home a few times until he started picking it up, but I had to find a way to say you can’t slide into home base and then hit your stopwatch and then say, oh yeah, now I need to go to the restroom and I need to get my cup of coffee and I need to get in about an hour later you’re going to work. That’s not on time. SO I had a. So you have to find ways to jokingly motivate people and then sometimes you have to get mad and you have to do things and break things, but not very often.

Speaker 3: 00:54:02 See, I Want to get your take on this because terry was talking about managIng people and uh, there’s just some people who was sharing about that. You’re just getting them to show up to work on time can challenge you. I mean, it could just be a challenging thing, just it can wear you out. Just certain people, convincing them, coaching them, motivating them, trying to get your employees just to show up on time. Well, I mean, if you were alive coach, that sounds like you’re, you know, you’re right. Signed up for which was supposed to be doing. Right. So I would ask you, because I think you and terry shared very similar worldview on this, how long do you put up with the chronically late person or what do you do with a chronically late person? For the listeners out there who manage a team of people?

Speaker 3: 00:54:39 Well, there’s two things. One, you want to always replace them on your time. So that’s a sidebar. It’s a side note. So whenever you do decide that you have finally had enough, finally had enough and that’s up to you, you know, sometimes I’ll be honest with you, clay. Yup. May I? Yeah, leT me, I’ll be honest. It was nice of you to ask. What I’d like to do is I’d like to just mentally prepare myself for some. Yeah, let’s get some honest music this way it gives you the opportunity to truly share, uh, with that honest, sincere tone. Here we go. WhaT do we tell you? A story. Yes. had a young man

Speaker 1: 00:55:14 worked for me years ago and when he was there, he outworked everybody. Two to one. He was a rock star, but the dude was just always a little late. Now why did I give him more grace? Why did I put up with his face a lot more than the other dude that was chronically late all the time but didn’t work when he was there. It’s the whole psalm that you look at. It’s hard to break out. Just one aspect of the five a’s that I looked for. Attendance. It’s just one. There’s accuracy. First, let’s all go to. You’ll need a new castle to build a new building. Built a brand new commercial building, starting with nothing.

Speaker 3: 00:56:20 What’s your bare hands? You’re starting with the hands of a bear

Speaker 11: 00:56:24 and you want to hire someone to build your building. Go to williams country. Check them out online and we’ll dash, dash, dash, dash conn dot cognitive will dash. Conduct calm w communists to willed as conduct code. Ma’am,

Speaker 7: 00:56:40 I attended the world’s best business workshop, led by america’s number one business coach for free by subscribing on itunes and leaving us an objective review. Claim your tickets by emailing is Proof that you did it and your contact information to [email protected], thrive nation. Welcome back to the thrive time show

Speaker 3: 00:57:08 show on your radio and for anybody who, uh, is just tuning into the podcast for the first time. let me, let me say this, z, last friday we had a massive workshop at our beautiful riverwalk location and to unicorn events happened simultaneously. So my encIno, it sounded unicorn. Makes. Oh wow. Yeah, that’s amazing. well, that’s what, that’s all I got. Okay. So here’s the first one was obviously my flag suit, so we’ll know, but that was in maybe the plan three plan. That is one of our fourth or fifth highlights. one is we hit number one in the world on all categories.

Speaker 3: 00:57:48 I’m in the world, which right there. That is hysterical because I have no discernible talent. So that right there was great. Second is one of my a long time mentors and friends, a guy, Terry Fisher, who really, really made a big impact in my life. A guy who was the co founder of trInity chemical. He showed up at the workshop to attend and it’s crazy when like your mentors at a workshop, taking notes, z. I got crazy nervous. It’s been the first time in a long time. Wow. I was like, I wish I was there to witness that. He pulled it off. He didn’t seem to, but I, I really, I really was nervous and so I thought to myself, I thought, you know, we have a guy with that kind of intelligence here. We should probably let him hop on the mic. And so I asked him to come up and he talked a lot about how to grow a successful company, how to get over, overcome your fear of cold calling.

Speaker 3: 00:58:38 And he explained the story of how he and his partner grew a company from a 10 by 10 office space into a multimillion dollar company. And I want to get your take on this [inaudible] before we go back into the audio. Okay, is there anything worse than somebody who wants to argue with a mentor, somebody who wants a mentor and then reaches out to you and once your feedback then says, yeah, yeah, but in my industry it’s different, eh, you know, it’s really bad because it kind of. What happens Is, is that you’re hiring someone, you are appealing to someone, someone’s giving their time whether you’re reimbursing them or not. Maybe just buying them lunch. Maybe they’re doing it as a favor. I mean however it sets up. Alright, and now you’ve put them in the position of being someone that you want to listen to, right? And that means keep your mouth shut. Why in the world are you so hard to get ahold of? Why are people who are successful? What did, why do they make themselves? I mean, you’ve worked your whole life to earn financial freedom and time freedom. Why do you value your time so much? Why not just make yourself infinitely available to anybody who wants to meet for lunch?

Speaker 9: 00:59:36 You answered the question because I value my time. What? I know it seems a little bit deep. I know when someone, it’s always kind of a game with someone actually gets through the gatekeepers and through that slide move onto they duck to do that. Did they do that? You don’t like the mission impossible. Don’t antenna and they go up the building with nothing, suction cups to next thing you know that when they find that jar, the window open to get in and they’re sitting in your office and you’re like, excuse me, that’s how we ended up pull your weight. I mean, I’m here for, you know, for our 3:00. Oh, you know what I mean?

Speaker 3: 01:00:09 It’s corey. I want you to share with you, Because you’re a part of a group called the executive experience. Is that right? Yes, I am. Can you tell the listeners what executive experiences is all about your, your group here? Well, executive experiences is an opportunity for people to get to know one another much, much quicker. So, uh, you know, for example, if, if you were to go on an experience with someone, all of a sudden in that experience was something extreme. Like if you were to go down a boat in these cars, in the air and you catch them in nets, all of a sudden you have this bond that is, that is rather close and so you can take that and you only. You only go with business owners, right? We’re only business owners. We need them to be at a certain level and when, when you get around people who do this, you get smarter because you learn from one another and guess guess what?

Speaker 3: 01:01:02 We’ve had so many people do business with each other and we’ve all made a lot of money because people do business with people they like. Now corey, this is one thing I wanted to 10. By the way that mike fitch up in your ankle. His mic up just a little bit there that. Well, the listeners get to just. Here it is. Oh wow man. This is beautiful. So this is something. There’s a guy in the end, your executive experience group. I don’t want you to. I want me to this industry. okay. We’ll just make eye contact and you know who he is. Yes. He will not meet anybody ever. He and I are very similar and we’ll just say that he is, has a very successful company in tulsa. Been around for a long time. He’s built a big empire. okay. Can you talk to me or talk to the listeners out there?

Speaker 3: 01:01:44 Can you share with us why are earth share with the listeners some of the common traits you, because you’re around so many successful people in your group executive experiences, share some of the common traits of the personalities of the successful entrepreneurs. What are some of the common denominators? Because you’re around these guys. You’re, you’re catching fish together. You’re going to chick fil a world headquarters together. You’re hanging out together. What’s, what are some of the common denominators of, of the kind of people that you’d want to have as a mentor? um, it’s, it’s a lot about what you were in unc z we’re talking about. It’s just the protection of your tiMe, but that being deliberate with the time that they have. And so I think that if you were to really base it down to this, everyone has only so many hours in the day, it’s just that some people get a lot more done than other people do.

Speaker 3: 01:02:32 And have the people in exeCutive experiences that are you, you just know they’re crushing it. They’re very deliberate with their time. Um, I think that they got there only because they went through the whole idea of going to lunch with everyone and be like, hey, can I pick your brain type of events? And they, they allowed themselves to go through that enough to where they realize, man, I can’t ever get anything done because I’m trying to help everybody else out. So they got really deliberate with your time, the time block their time and they get a lot more done than most people do. Therefore, when we have a chance to interview a guy who has thousands of railroad cars, so as time freedom and financial freedom, who showed up at a workshop and he volunteered his time to speak at the workshops z, we should probably take note of it. Oh yeah, we should. And I’ve kind of feel bad. You didn’t feel that? Well, we’ve done this on occasion where we leave a little hanger. We’ll hang on. Are you going to take a note? Five a’s. Oh, and let me say this before you get into your five eight,

Speaker 9: 01:03:34 somebody’s been sitting in their car needing to run in to go to the restroom and the truck stop. But they wanteD to catch the. They wanted to catch the five a’s and they’re sitting there.

Speaker 3: 01:03:44 Let me, let me say, let me say that there is five eight if we’re going to go over just a second, but I am the number one a.

Speaker 10: 01:03:54 You know what I’m saying? Am not totally skip that segment, but ironically I’m on the b team or the cte. Okay. Break it down.

Speaker 9: 01:04:07 Well, we were, we were talking earlier about something that our gentleman said in the conference and it dealt with how long do you put up for someone being chronically late, how long do you put up with the poor employee? Right. And so the, when the answers was where you’ll put up as long as you want to. And that may change depending upon how good they are in the five a’s. In other words, you might give us a little bit more grace if someone is really good and the five breakdowns, what I say every great employee or every employee should be striving to and they are just real quickly attendance. And that deals with being on time. That deals with maybe stay a little bit late if you need to, you know, appearance, I mean are they sharp, that high end tied, you know, for me, does it look like they’ve slept in their scrubs for three days?

Speaker 9: 01:04:47 Not good accuracy when they’re there, they killing it. Are they doing it right? Or do I have to have someone to come back and follow up after them? A booboo above and beyond that. That’s your rock star. That’s the guy that’s just killing it. You know you’re going, wow. So he’s a little later. Every now and then can you put up with it? Well, that’s up to you. You know what I’m saying? And then attitude. When a person has all five of those on the rocket amount, that’s awesome. Now you say, okay, they’re only doing one when it depends on the one, how often they’re doing it, so it’s a balancing act, but you should always be always be looking for new employees, new great employees, and always had that philosophy, that mindset of, and I know this sounds crazy, pruning that worst employee. So there we’ve, we’ve, we’ve, we’ve kind of covered,

Speaker 3: 01:05:26 covered the

Speaker 7: 01:05:27 baystate unit, our exclusive interview with Terry Fisher, the world’s best business workshop, led by america’s number one business coach for free by subscribing on itunes and leaving us an objective review senior tickets by emailing us proof that you did it and your contact information to [email protected]

Speaker 3: 01:05:58 Go. There was a man by the name of Terry Fisher who was married to an oral roberts university cheer sponsor by the name of Julie Fisher. Now julie fisher’s daughter cheered with my wife at oral roberts university. You might be saying to yourself, so I don’t understand them. It’s like a brother of a cousin of a third cousin. To the point is this guy was a very successful entrepreneur. This guy’s a very successful entrepreneur and it still is a very successful entrepreneur, but z, much like you, he’s. He’s kind of in my top five mentor guys. Yeah. Cool. And how is it possible that a man would have thousands of railroad cars? MultIple daughters, one wife, but he only works for what I can tell, two to three hours a day. It’s crazy. How is it possible? Is it possible? How are you guys doing? How are you doing it? Because he worked his butt off years ago. How are you doing it though? What do you do on a daily basis? Now you got all these companies up in orbit. They’re all spinning plates, dah, dah, dah, dah, dah, but what are you doing? What? I’ll tell you, drug me next. Tony, you’re doing until you drug me to this radio show. I eat podcast, right?

Speaker 9: 01:07:02 I didn’t really do much. Whatever I wanted to do. Travel, have fun, thought about opening up new business. I’ve got some new business ideas that I’m getting ready to act on,

Speaker 3: 01:07:11 and by the way, now that we’re in the top 10 on the business podcast platform consistently would probably promote those things right here on the show, so anything you want to breathe life into now we have the Platform, but we’re getting closer to our goal, which is to be on the cover of forbes. Barb’s boom. We mIght have to do another four to five years of podcast before we get there, but once we get there, we’re going to drop the mic. They’re going to pick the mic back up and do another show exactly. And then frame that frame and I’ll carry it around with me wherever I go and then we’ll tweet it. Be in target. Going to just say that I’ve seen on forbes magazine. Kyla, kyla like me. So z. I’m excited. without any further ado, our exclusive interview with Terry Fisher who attended our in person thrive time show workshop and he’s the cofounder of trinity chemical state here.

Speaker 6: 01:07:57 Well, we kind of learned early on that. Um, it’s kind of a small world really. And when you get down to calling clients and the people that move chemicals and eventually we get to, you get a reputation out there. And so we realized early, early on that the word will if you don’t perform. And so we had to literally always keep our word and always follow up and overdeliver. And so by keeping our costs low, we were able to say grow the business, grow the revenue, and then start providing for our families before we hired our first employee. But the systems worked. I’ll tell you one of really good things about keeping good records. I had a client call me up and when, I mean they had like 100 cars on under lease from us and so they call up and they said, hey, we need to talk to you about canceling the lease.

Speaker 6: 01:08:47 No. Okay. Well what’s the problem? So the problem was some of the fittings up on top. We’re not performing the way they thought they were supposed to perform, although they were to industry standards. So thIs conversation went for awhile, back and forth, back and forth about me trying to solve a problem. Finally called me and said, you need to come up here to Kansas city and we just sit down and talk about this because we’re going to cancel on you. We’re going to. Whatever we have to do. I said, well, okay, I’ll come up there, but if you’re going to try to cancel, you can tell me that over the phone, but I can tell you from my side of the table. We’re not canceling, so we need to figure out how to work this out. Short story is it was a multimillion dollars worth of a contract and by flying up there and listening to their complaint and really getting down to why they were upset and then figuring out a business coaching solution saved the account and we’re still doing business with them today. The reason I bring that up is listening to your clients is paramount on helping them know that you understand their side of the table and that you will work with them. so that’s keeping your word and that’s overdelivering because we had to go back and revisit some of the valves, but different vowels on costs us some money, but we saved the account.

Speaker 4: 01:10:05 You also avoid dealing with terrorists. Clients like you try to go out of your way to not deal with psychos. I’m Sure. Which in our business coaching program might seem crazy to you, but we have probably, you know, we only work with 160 clients at one time and so we have people every day reaching out to us in, I don’t know, 200, three times. I’ll tell marshall they’re not a good fit. Why? Because in the event that you coach somebody who’s not coachable, they’re going to get mad and I’m not interested in helping people that are. Do you know what I’m saying? Like you don’t want to work with somebody who is a difficult human. And so how do you deal with crazy clients once you go, we don’t want that business. How do you. How do you deal with that

Speaker 6: 01:10:36 first, listen to their problems, listening to him explain it as best they can. See. If that is a reasonable request, if not, you just have to figure out, figure out a way to say, listen, we have an agreement, but we’re going to let you out of that agreement under these certain circumstances if you’ll do this and we’ll work with you letting you out of the contract, and that usually involves in early termination settlement, but you figure out it’s better to kind of softly, diplomatically, let them vent to you, figuring out a way out and sometimes what they’re telling you is not the real. They may be having cash flow problems and they’re figuring out a way to downsize for a little bit so their first complaints may not be the real issue.

Speaker 4: 01:11:22 They’re out of cash and this and they’re going to complain about something, deal with it all the time. All the time. I deal with this. It’s like, oh maN, I can’t tell you what. I didn’t like the tonality of the person who cut my hair today. And you’re like, oh, okay. Okay, so I saw your card got declined to. If we give it, we go and give you a free haircut. Credit is that good? Yeah, yeah, yeah. Hey, by the way, I don’t want anybody in trouble, but I was actually kind of happy, but it’s like they’re going to say something that’s not the real issue and it makes sense. I got one more. One more. Okay. How are hobbling? I see dr z do this often. I see clay do this often and I know that the way that you have your life and your business and your faith, a setup is one of the most important things that a business owner can have and that’s knowing when to not get caught up in the emotion of a business so you grow a business big enough. You’re going to have people try to take pieces of it or ride your coattails or try to steal your joy. Write a bad review, write a bad review. so how do you keep the emotIon from getting in the way of the motion of what needs to be done on thousands of customers, thousands of railroad cars, thousands of personal training clients, thousands of home remodeling clients, thousands and thousands of whatever you’re dealing with. How do you deal with that?

Speaker 6: 01:12:44 Again, it comes back to just listening to them first. If I can let them vent for just a little bit and then they’d get it off their chest. and then I diplomatically. There are some of the, some of the guys in our organization that, uh, they kind of had this reputation that if it’s somebody that’s really given us a really hard time, they’re going to say, time out. we’re going to get terry on the phone here now for whatever that reason, they don’t say I’m going to get terry on the phone. Were going to say we’re going to get one of the, uh, one of the other managers on the phone here, or they’ll call me some other name, but I’ll get on the phone with them and I kinda have this, a diplomatic approach to solving the problems because I figured out nobody wins.

Speaker 6: 01:13:29 If everybody’s. Once, once somebody starts yelling, then nobody wins. So it just escalates. So you have to figure out a way for diplomacy to be a part of your business. You just can’t get mad. It’s just not worth it for you or the clients and if eventually you’re going to find out they’re going to move on anyway or it’s just not worth it or they’re not big enough client, so I’ll move onto a bigger and better deal, but you have to remove that sort of emotional side of getting mad at somebody for something that really doesn’t really matter all that much.

Speaker 4: 01:14:03 Do you drive a ford? I actually do and So if you have your ford was having problems with its battery vehicle, fleet of, of have a problem with your fleet yet a transmission

Speaker 3: 01:14:12 issue, heat and air system. Where would you take your ford automobile? I would take it to rc auto specialists. In fact, I’m going to do that here in the next week or so. Really it is not just because they’re paying us. It’s two thirds of the reason there’s something wrong with the front end of my truck and I want to honest mechanic to look at it.

Speaker 1: 01:14:26 Rc audit specialists dot comments, rc auto specialists not make it tip. Just dominate the news break. Take your talk about me. I can take that. AbuSe is father nick that school boards to was my mentor, like my show. Beat the horseback. I wasn’t young.

Speaker 13: 01:14:56 Oh,

Speaker 3: 01:15:01 on today’s show we are. We are. We have an old. We had a rare opportunity to interview Terry Fisher who attended our conference, but he was a mentor of mine and is a mentor of mine. He is a guy who started trinity chemical, the cofounder of trinity chemical and I did not expect him to attend the workshop and your who. You never know who’s going to buy a ticket or who listens to the show, but he loves the show. He bought a ticket, came to the workshop with his daughter from manhattan, had a great time attending the event. I thought to myself, he’s really, really smart and definitely the smartest guy in the room that I know of right now, so I should probably have him speak in just a moment. We’re going to go into our audio. We interviewed him at the workshop. We’ve recorded it and I want to play it for all the listeners. They can be mentored by Terry Fisher, the cofounder of trinity chemical, but one of the things he’s talking about or in this particular audio excerpt is not letting things. You’re a teacher now letting things just frustrate you and take your joy, and so I wanna I want to get your take on this. When somebody files unemployment against you, what do you do?

Speaker 9: 01:16:03 Smile. okay, smile. Step one, smile, smile, smile. Got it. Step one, I’m smiling to smile. I do forget about it. Now I know people that will fight those things. Tooth and nail, they’ll fight them. The threshold here in Oklahoma, we’re an at will state here in Oklahoma. That means if you don’t have a written contract, you can fire somebody for any reason you want to at will, at will, but if you any of it, you lost. But now here’s the deal. Here’s the deal. If you can prove that they were maliciously destroying your company, then you can keep them from getting unemployment. Right? But that is a high threshold and you got to understand that the person who just helped him fill out the application is probably making 12 bucks an hour with themselves and once it’s ticket to the man themselves. Right. And so, you know, you’re kind of up against it.

Speaker 9: 01:16:54 ANd I’ve known people that have written and gotten attorneys and affidavits, you know what I mean? They have just, they have worked, worked, worked, and they get it. The unemployment is gone and I’m like, how much joy, how much time, how much is your life worth you? And so for me it’s kind of like I always kinda liked it when I fired someone and if they filed unemployment, they always felt like that got the last little also a little. And I just, you know what? I just just like water off a duck, just don’t worry about it. You. Have you ever seen a duck in the rain? They’re not with it just because it just rolls right off of him.

Speaker 4: 01:17:27 You and terry fishers are the master of that meta mindset. Nobody further ado or exclusive interview with the co founder of trinity

Speaker 9: 01:17:34 chemical. Terry fisher

Speaker 6: 01:17:38 capture, removed that sort of emotIonal side of getting mad at somebody for something that really doesn’t really matter all that much.

Speaker 4: 01:17:47 Is that helpful for anybody? Is that helpful? So helpful. So we’re going to do. Yes. You have a question for terry the uh, what we’re gonna do here is you have a question. Question is how’d you get started creating systems? How do you get over the paralysis by analysis?

Speaker 6: 01:18:06 Well, you mentioned making the telephone calls that that was it. Really. You just have to make enough calls to where their rejection doesn’t bother you anymore. You’re calling them up. I need to talk to whoever’s in charge. Literal me are gone. We didn’t reach a tear. Really? No one really funny story. When we first started, got her, got In, we were trucking business first. We had trucks running 24 slash seven all over the country and it was nightmarish because dealing with drivers and trucks and on time and it was cutthroat and we’re like, we can’t do this anymore. So we eventually hit on the idea that we would experiment with rail, but we knew zero about rail, nothing. So we went over to the burlington northern yard because we knew there had been a rail yard out here and we just went in and asked if we could talk to them and they said, yeah, what do you need to talk about?

Speaker 6: 01:18:51 We said, well, we don’t really know. Um, and you go, oh, well they’re having to be a lady there that had worked for the railroad for like 50 years. So we, that she wasn’t doing much. We said, how about you can we can talk you for a minute? She said, sure. So we asked a few questions like, these cars that are going by here, you know, where are they going? And she’s like, where they go down this hill and they switch over to this track and that track and who they belong to a, they’re going to different companies. Well, who owns them? Um, well we can tell by the initials and so forth. and after a few questions she said you guys really don’t know a whole lot about real. And we said we really don’t. We know barely the difference. We can come here and stick them.

Speaker 6: 01:19:32 And she started laughing. She goes, why? What, why do you want to know? And we said, well, we’re thinking about maybe we could use some raIl cars to do some business and jesus’ table. What you’ll do if you’ll come over to here once a week and bring me a water burger and a coke and some fries. I’ll sit down with you and we’ll have lunch and you can ask me any question you want and I’ll tell you the questions that you dIdn’t ask, but you shouldn’t be asking. This is what you should be sayIng, but you’re not. So you don’t even know enough to write to ask the right questions. I wait, that’s us. That is us, right there were coming. So every week for two months we went over there with water burger and we sit down and we learned, oh, that’s why.

Speaker 4: 01:20:13 Then you document it as you learn, as you learn it, you want to make all your systems at one time as you find what works. You document that and it’s neat about our system is we already have probably thousand downloadables that are already documented so you can use pretty much all of them for your company, for your business. I mean, you can just copy most of the systems there. What we’re going to do though is we’re going.

Speaker 6: 01:20:31 Let me say, well, you’ll go for it. Yeah. One more questions here. I want to tell you a quick story about why it’s so important for hiv in your own business to keep learning because you’re never the smartest guy in your business. Never. There’s alwaYs somebody smarter than you in your business that I’ve never run anybody in my inDustry that thinks they know 100 percent of everything about the rail car business. We learned early on. Uh, no one, no company has every car that’s ever needed at the right time, at the right place, sitting idle, doing nothing, waiting for us to serve them, but call us and say, hey, I heard you had this car here. It’s the perfect car for me. Perfect priZe. Perfect timing. Perfect everything. No one does that. No one has that and that I guarantee that’s the same in your business.

Speaker 6: 01:21:17 Nobody in your business knows 100 percent of everything about your industry. You’re just, you can. You will be just as smart, but you have to keep learning. So along those lines about being a lifelong learner, I would encourage whatever business you’re in that, whether it’s dog training or where there’s a fitness world, you need to keep on the idea of reading these books that he’s telling you about, reading about the systems to try and experiment. Keep moving, keep doing. Keep calling. In the very beginning, you asked about how we started the very beginning. We had a very simple sheet of a business coaching call list. Every call we made, we wrote down the date, the time, the company, the contact name, and what happened. So it was we had these little things out there, left a message for him to call back. That was like, we saw that a million times, left a message, left a message. I finally got ahold of him, so we had hundreds and thousands of those call sheets until we finally had started getting some success, but it’s calling and documenting every call all the time and always learning, always, always reading, learning about your business.

Speaker 4: 01:22:27 Terry’s going to be here today. During lunch. He and his daughter will be here, so if you want to interrogate him, he’s just an absolute source of wisdom. What’s here for Terry Fisher? Buddy. Thank you, terry. I appreciate it. Uh oh, Z and incredible interview with Terry Fisher. If you’re there listening right now, you’re in your car, you’re driving around and listen to the podcast, go check out trinity chemical, trickled through ticket their website. That’s trinity chemical. I’m probably 99 point nine, seven percent sure that you will not be able to hire them and you will have absolutely no need for their services, but if you do want to lease

Speaker 3: 01:23:05 a railroad car to haul your hazardous chemicals, that’s your company, but there again, z, that’s a niche. It’s one to one niche. Z. Talked to me about the importance of staying in your lane and staying with one niche until you become dominant.

Speaker 9: 01:23:24 I, I, I find that kind of crazy. I’ll be talking to a person who started a business and it really doesn’t have traction yet. I mean they’re, they’re, they’re going, they’re going. Next thing you know, they’re talking about doing all these other vertical integrated things within the, within that business. okay? Come on and, and it just makes me a little crazy at times because I want to say, listen, own the space. You’re in, own that. Make a good living doing it, and then whenever you’ve conquered it and you’re not having to show up everyday, you’re not having to work the cash register. You’re not having to do everything yourself and you actually can now work on the business, not in the business. Now’s the time. Now’s the time.

Speaker 11: 01:24:02 You can start thinking about when you couldn’t. When you can get the pebble from my head. Hold on. Would you the optometry industry before move on to other floor. I could get the pebble. How long? How long is a chinese man? Fuck that pebble. many, many days, right? Yes. How long before you move to different industry? About eight years. Eight years. You obviously not embrace opportunity. I finally eight long years. I finally figured out the trick to get the penalty. My son, you hit the bottom of his hand in the fund and then you can pick it off ground.

Speaker 3: 01:24:41 You stayed in the same industry for eight years before you went into a different one? Yeah, exactly. Be fruitful. Then multiply blue wound, but hey, hey. Now thrive nation. We transcribe each and every show. We put it on the podcast. I’ll be put it on the show notes. It’s thrive time show.com. If you want to find today’s show notes and all show notes, archived and transcribed via [inaudible] dot net, we use [inaudible] dot net to transcribe all of our podcasts. Go to thrive time, show.com today and z at thrive time. Show.com. You can find podcasts, one on one business coaching conferences, thousands of videos, and we’d like to end this show with a three, two, and one. So Here we go. Three, two, one. Boom.

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