Keith | How to Become “THE KEITH” of Your Community + Rabbi Daniel Lapin Shares the Secrets of Financial Success + How to Build a Life That You Love!!! + Why You Should Not Buy Things You Cannot Afford to Impress People You Don’t Know

Audio Transcription

Okay, okay, okay. Here we go. Here we go. Here we go. This song goes out to my main man Keith. I met him up in Tulare. He’s the owner of Clawdaddy’s. When he shut down during the quarantine. He’s like a real American. He’s rocking those jeans. Owns a restaurant and he sings. Every single minute is karaoke. Makes his own wine like David Luenese. Clawdaddy’s is what it’s called. Got enough food for all of y’all. For all of y’all. For all of y’all. Yes. Oh yes. It’s time to rise and grind. Oh yes. Before the rooster crows. Oh yes. It’s time to rise and grind. Oh yes. Alright Thrive Nation, today’s show is going to be a controversial show. It’s going to be a show that I’m excited about. I don’t know that anybody else is, but I’m going to tell you about the topic here. We’re talking about, is the goal, is the ultimate goal to retire? Is that the goal? Because the word vacation means to retreat from, and the word vocation means calling. So you’re like called to something. The word vacation means to retreat from, and the word vocation means you’re calling. It’s a calling, you’re being pulled towards something. And if you think about it, on today’s show, you think about the words that are being said by Rabbi Daniel Lapin. We’re going to have them on part two of today’s show. Rabbi Daniel Lapin, this guy is a Jewish, he’s a Hebrew scholar, and he talks about how the most successful people love their calling. They love their job. They love what they do. They actually like working. People all the time, they call me, all these podcasters, these aspiring podcasters, JT, they call me and they say, what are your tips to staying motivated? You do your show, how do you stay motivated? Do a Sharpie day. I go, I enjoy doing it. I don’t know that people enjoy listening to it, but I enjoy doing it. And then they’re like, yeah, but where do you come up with material? Like, that’s all I think about is material. What do you mean that’s all you think about? I love it. I love what I do. And I was just making a list of people that I know that haven’t retired that are very successful. I’m part two of today’s show. I’ll introduce you to him. Again, Rabbi Daniel Lappin. I’m part three. Terry Fisher, a great friend of mine, ridiculously successful. When you hear his success story, it’s next level. And he loves working, Trinity Chemical. That guy loves working. Terry Fisher loves working. One of the most successful people in Tulsa. He loves working. Is he retired? No. Why? Because he likes working. You think about a guy like Michael Jordan. Jordan, that dude retired from basketball and then he came back because he missed the game. You think about a guy like Kobe Bryant, I mean, that guy played until he physically wasn’t able to play anymore. You think about Wayne Gretzky in hockey, I mean, that guy did not want to retire. You think about people, I mean, there’s so many people that play. Yeah, Tom Brady. Tom Brady, he just wanted to keep playing. And I’m just telling you, there’s nothing wrong if you’ve got something in your life and in your mind that is your magnificent obsession, that is your calling. If you love doing it, where we get to a weird place and a depressed place and a bad place is where I find that people become depressed when they spend their whole life trying to buy things they cannot afford to impress people they don’t know. That’s where I find people get depressed, where they start to go on vacations not for themselves, but to impress other people. That’s where I find people get depressed and they get discombobulated and then they end up living in a van down by the river despite making a lot of money. Now without any further ado, we are joined here with the founder of BunkyLife.com, David Frazier. Welcome on to the Thrived Time Show. How are you, sir? I’m doing fantastic. Thanks for having me, Glenn. I’ve got to ask you, first off, you switched the mic up. You switched the mic. Is this a… You go with a Sennheiser directional mic? This thing is hot! Are you in a studio now? It’s hot, man. How’s it sound? Are you in a new studio? What are you doing? You’re changing it up. I’ve been mixing things up. I’ve been upgrading the gear. That’s what I’ve been doing. That’s a Sennheiser directional mic. You’re in a studio. Do you play the guitar? I do. I’ve been known to play the guitar. Okay, so let’s talk about it for a second. Do you like playing the guitar? Yeah, I used to play professionally, actually, for about 10 years. I did music, it was my gig. But I mean, you like playing the guitar, you’re into it. I was into it, yeah. I was into the girls that the guitar got initially, but then I just fell in love with the guitar too. Okay, so let me just tell you, tell me if this is a dream story. Remember we were in Hillary, California for one of our events? Yep. We were in California, big conference, we’re there, and the owner of the restaurant, his name is Keith. He’s gonna send this show to Keith, by the way. Keith, in my opinion, is one of the best Americans I’ve ever met. This guy, Keith. I love this guy, Keith. And Keith owns the restaurant and plays in the band every night. How hot is that? What are your thoughts on that, David Frazier? Does it get any sweeter to own a very profitable restaurant in Tulare, California, and to be the lead singer of your own band where you play every night. How sweet is that? That is awesome. I think didn’t Zach Brown own a joint as well at some point? I don’t know. I just know that Keith, Too Cool Keith, he’s everywhere. I mean, this guy, you met him. Yeah, he was doing great. He also has like, security will come in and sing, and waitresses will like grab the mic, and while they’re serving tables, they’re like singing. It’s great. The environment is awesome. It’s an unbelievable environment. He’s got it where they’re serving food, right? The band’s jamming. Yeah. And then they’re passing the cordless mic to the servers, to the bartenders, to the audience members. Yeah. I mean, that guy has nailed it. You talk about… You say, Clay Clark, what is the vision you have for a perfect life? Too cool, Keith. I mean, that is hot. That deal… He owns the restaurant and he plays in it! I mean, that is great! I mean, my podcast, I do it every day. I love what I do. I love what I do. I’m never tired of it. I never want to run away from it because I love what I do. I want to get your thoughts on this. Bunky life. I mean, it’s an incredible problem. The website right now, you’re building some hot stuff. People love it. I own a bunky life. Everybody out there should own a bunky life, too. These are like bolt-on bedrooms, sort of a man cave you can add on. What got you excited about the Bunky Life? For us, it just solved our own family’s problem. We have this little, you know, we live in the country and we had our first daughter and where were we going to put mom and dad? Where were we going to put our visitors? We had nowhere to go, so it solved our own problem. And then I started renting them out to other people and they started going, get me a Bunky. I want to make one for me. So for us, it was just like a scratch your own itch. We fell in love with the product ourselves and then just other people got super pumped about it as well. So it wasn’t something I necessarily planned, but it really has been a wild six, seven years now. Now, JT, I want to make sure I’m understanding what he’s saying here. Yeah. It sounds like he is raising his first child in the monkey, like he and his wife, they had their first kid and they put, they left the kid in a Spartan existence in one of these to raise herself. It sounds like that’s what I heard. I misspoke or you misheard, Clay, but we needed an extra bedroom for guests, not to raise our children, but because we ran out of- Guests as in your child. When we had that first kid. Okay, all right. So, okay, I just wanna make sure. There wasn’t, because a lot of people use code. I wasn’t sure if you were using that. You have musician talk. Oh, okay. Get some people to play guitar. Yeah. Music is a universal language. They can communicate via music and they use code. So what they say, to help our guests have a place to stay, I was like, this guy’s saying he’s raising his daughter alone. Yeah, kind of like how the Spartans would just leave a child in the wilderness. And then if they make it back. At least your child gets a bunkie. Now how many kids do you have now? How many kids do you have? I got four now. I got four now. Do you allegedly raise them all or are they all guests in the bunkie buildings? Yeah, exactly. Okay. Now, you, no, seriously, we bought one of these. I love these things. These things are hot. You’re fired up about it. I want to focus on this thing, though, because on part two of today’s show, people, you’re going to have your mind blown when Rabbi Lavin starts talking to you about work ethic. If you need to be fired up, reinvigorated, I mean, you need to be recharged, this part two of today’s show is so hot, it may burn your retina. So I wanna ask you this. I mean, how do you keep yourself motivated on a daily basis to build these beautiful, funky life products that melt people’s faces? Well, to me, actually, I think the best thing to do is really fall in love with the work for sure, but also fall in love with the person you serve. You know, the people you serve are gonna be your inspiration ultimately, because like every business has, I’m sure even crazy Keith, he’s got the, his awesome joint probably doesn’t love like delivery day or invoicing or tax day, right? There’s always downsides of every business. There’s crap parts of every business, but what gets you through that is when you really love the people you get to do it with and the people you get to do it for. So I get to serve a really cool niche of people that like love their family. And the bunkie is the bridge from like, I can’t have my family over as much as I like, or I can’t have everybody come all together And now I can because of this bunkie that I bought from Bunkie Life So I really love that type of personality and our people the people that buy a bunkie from us are cool So I like talking to them like hearing their stories. I like seeing their photos at the end of the deal I like like someone just sent in this 20-minute video every day. They built a bunkie They built it over like two or three days and they sent in this cool edited video of them doing it. I didn’t ask them to do that. I just did that because they’re cool people. So I think fall in love with the work and fall in love with the people you do the work for and don’t fall in love with yourself or the product because the product is gonna kind of change and morph over time. But the people you get to do it for, if you can get to know them really well and really get to like and fall in love with them, you don’t feel like you’re working. So I don’t feel like I’m working. I just feel like I’m chatting with people I like. Now I think most people that I know, and maybe JT, maybe I know the wrong people. Maybe I know the wrong people. I find that most people that I know wanna do nothing. Like their whole goal is to do nothing. You know, so yesterday I was working, having a good day. Left here around six, took my wife on a date, took my daughters on a date. And then I thought, you know what? I’ll go to bed, because it’s 8.57. Yeah. And I was tired. You know why? Because I woke up the day before at four. I like that. I like getting up at three, work until, you know, six, taking my wife on a date. I mean, 8 57. I was like, I got to have to have sex. Yeah. I like that kind of life. But I think a lot of people want to wake up and do nothing. They want to wear sweatpants, sleep in till noon. Do you see this? No, I do see this. I think I think most people live that way where they want to do as little as possible and work as little as possible. And most of the time, I think it’s because they’re in jobs they hate to, like you were saying, buy things they can’t afford to impress people they don’t know whose opinions don’t matter. And I think that’s the circle of most people’s lives. I remember this. There’s a guy I worked with back in the day, David. I’ll be kind of vague. I’m not trying to throw a guy under the bus. Just give an example. He’s a Facebook friend of mine now. It’s Bob Cranston, isn’t it? No. We’re talking about Bob Cranston. I was going to say, there’s a guy I used to work with back in the day. Okay, we’re working at this place called Faith Highway. We sold evangelism commercials to churches. And one day this guy shows up. He’s going, well, and he’s not saying anything. He’s just doing that. Yeah. Yeah. Okay. I’m like, how are you? Doing great. Doing phenomenal. Yeah. Woo. I’m like, did you just quote Ric Flair? I mean, I remember this. I remember this. He was just, so eventually, you know, because we want you to ask. So then I’m like, all right, what is it? And he’s like, let me take you outside. Let me show you. You want to see it? You want to see it? OK. So we go outside and he’s got this Lexus SUV souped up, unbelievable rims, unbelievable leather, unbelievable build-out. I mean, it is an incredible vehicle. Now I know he’s making about $22 an hour, because I’m making like $27 an hour, because I’m the room leader on the sales floor at that time. I was like the man for about a month. I usually was not in the top two or three in sales. I was usually in the top 10%. So out of a group of like 40 people, I was usually in the top five, but I was never like number one. Ron Hood was always number one. Heath Dean was always number two. We had some guys that could sell. This guy’s like at the bottom of the room. He is not in the top of the room and he’s bought this vehicle. And I’m going, bro, how are you going to afford that thing? And he goes, dude, I just bought it. Why are you taking the joy away from me? I just got it. I go, how are you gonna afford that thing? He’s like, I’m gonna have to increase my sales, man. That’s how I work, I have to buy stuff. Then I set goals. And I remember every single day, David, from that moment forward, he hated his life. Like every day, he’s at work till seven, just on that phone trying to sell anything. He’s doing every dirty high pressure move possible, just making crap up to sell some like dude you just straight lied to that pastor and he’s like i have to say what i have to say to pay the bills bro okay i gotta pay for this someone’s gotta pay for this i’m like dude you’ve become like the shadiest person since i’ve met you he’s like whatever i gotta do to get that extra four bucks an hour i will say what i have to say because i’m the one that has to make these payments you don’t know what it’s like living with these payments man and i watched him his whole life fell apart because he bought crap he couldn’t afford to impress people he didn’t know. Have you ever seen this phenomenon before there, David? Have you ever seen this phenomenon where people are buying crap they can’t afford to impress people they don’t know? Yeah, they call it lifestyle creep. As soon as you, well, in his case, before he started making more money, but for a lot of people, as soon as they start making more money, just the spending goes up right to it, right? And the reality, like you were saying earlier, was like every job you start with sucks. Like that’s just life. Your first probably 10 jobs are gonna suck. But if you can push through that, and there are better and more engaging jobs out there, but if you always have your spending right at the limit of your income, you’re always gonna be, you’re always forced into a job you hate. Doesn’t, like, you’re just forced into it. So, and you put your own golden handcuffs on yourself when you add these payments to things that you, I never did that. I slept in my car a couple of times. I didn’t have a couch for the first three years I was married. Like, don’t do that stuff. Pay for stuff that you need when you need it and when you have the money to pay for it in cash. That’s my strong advice. That’s the move. Now, folks, let me give you some strong calls to action here before going to part two of today’s show. One, if you’re thinking about buying a Bunky Life, go to BunkyLife.com. Now if you’re thinking, you know what, I don’t want to buy a Bunky Life, go to BunkyLife.com and buy one. I mean, how do you know if you want one or not until you own three? Right? I don’t know if this is an offer you’re still making, but right now, on this product right now, let me just show you some of the hot offers that I’m going to recommend to you. $3,495. Yeah. Or you buy two for, you know, $17,000. Think about the deal. But listen, I like it, and I’m not ridiculing you if you’re out there today and you don’t have a bunky life, but I’m just saying, you don’t know if it’s going to change your life or not unless you own one, or two, or seven. So I’m just telling you, I own a bunky life. Do you own a bunky life? No you don’t. So you should feel bad about yourself. Go to BunkyLife.com. Now, JT, you have a book you’ve written here. Your website is JTLawson.com. I think your book is called How to Speak Mandarin in a Quarantine Camp. What’s your new book called? It’s called What I Learned from My Married Mentor and How This Knowledge Can Launch Anyone on a Path to Make Millions. Even if that isn’t your goal and you just have a job or you’re just living your normal life and you just want to do whatever, you still have to know how to have a calendar to-do list. You have to know motivation is a work discipline does and other stuff in the book that I learned from my mentor. And you’ve been doing this, and you’ve been doing this kind of a fun offer for our listeners here. If they buy a copy of your book, what happens? One, they’re entered in for a chance to win a trip to Hawaii. Oh! Oh yeah. Okay. Two, they’re entered in for a chance to win a VIP business conference ticket. Sick! Two, or three, they’re entered in for a chance to win a backstage pass at the Reawaken America Tour. And before, I didn’t hear you mention that they could live with David as a guest inside a Bunky Life for 17 to 18 consecutive months. So David, I’ll give you the final word there. Obviously, I’m not doing a really good job pitching the Bunky Life. I’m just, I sincerely own one. I like it. Yeah. I’m not judging certain people for not having one, but I think everybody should own at least one or seven Bunky Life products. What’s the steps? What do people need to do if they’re interested in buying a Bunky Life? You want to head to BunkyLife.com, check out the various products in our lineup, or just book a tour with us. You can go to BunkyLife.com slash tours. If you’re close enough to our factory, we actually make them here in North America. You can come see us in person, or a lot of times we do a Zoom call, much like this call we’re on right now. Zoom you in, show you different models, talk about your situation, your needs, how we can get it to you. We can ship a Bunky anywhere in North America and we’d love to have you as a client. David, I really appreciate you putting up with me today. Thank you so much, sir. We’ll talk to you next week. Your studio is looking sweet. Thanks, buddy. Thanks for the call. Bye. On today’s show, Rabbi Daniel Lapin explains why people that practice the Jewish faith are so disproportionately financially successful while sharing the secrets of financial success. As you know, the book was spurred by a question I was constantly being asked by good people, people who didn’t have a molecule of bigotry in their entire bodies. But people said to me, why is it that Jews are so disproportionately good with money on today’s show rabbi daniel appen explains why in the original hebrew language the words work and worship meant the same thing this might be the most important and powerful point we’re talking about today which is that the word for worshiping the god the lord is exactly the same as the word for doing your work for six days a week he explains both the power and the principle of the sixth day work week. He explains why the original Hebrew language intentionally did not include a word for the English term, fair. He explains why the original Hebrew language intentionally decided not to have a word for retirement. We think of retirement in Hebrew as obscene. He explains why money should be viewed as a certificate of appreciation. He explains why that in order to get rich you must sell the customer something that they want not something that you want. He explains why being a good person will not necessarily guarantee you financial success. He explains practical steps to increase your personal earnings and why nobody can become successful when involved in selling something that they believe to be morally reprehensible and explains why doing what you love will not guarantee you massive amounts of wealth and much much more. Money only works because of faith and this is one of the reasons that the planet has never produced an atheistic regime with a healthy economy. Never happened. Ladies and gentlemen this show could be the most profound episode episode of the 5 time show that we’ve ever recorded. Grab a pen and a pad and get ready to enter into the lab in the dojo of mojo about how to create wealth with Daniel Rabbi Lappin. Some shows don’t need a celebrity narrator to introduce the show. But this show does. Two men. Eight kids co-created by two different women. 13 multi-million dollar businesses. Ladies and gentlemen, welcome to the Thriving Timeshow. Yes, yes, yes, and yes. Thrive Nation, on today’s show, we are interviewing the best-selling author, the best-selling financial expert and author, Rabbi Daniel Lapin. And if you’ve ever been out there seeking financial wisdom, financial advice based upon biblical truth, this show is the show for you. Rabbi Lapin, welcome onto the show, and how are you, sir? I couldn’t be any better, thank you, Trey. Delighted to be together with you and to share some time with your wonderful audience. Well, I would like to start by asking you what the term Rabbi means. It merely means a teacher with a specialty in ancient Jewish wisdom’s insights into the Bible. I know that you have had a ton of success as an author and you’ve really developed a career that spans decades, but could you share with us where you grew up and what life was like growing up? Certainly. I was a terrible child, and I grew up in the home of a very famous and distinguished rabbi and his wife. This was in Johannesburg, South Africa. When I was about 10 years old, the parents were rightfully worried that I was turning into a completely barefoot savage, and so they sent me to boarding school in England. I went to school there and gradually became civilized, but it took quite a while. What is it like going to a school like that? It was shocking. It was shocking to me because it was a school way beyond the standards I was accustomed to, so it took a little while for me to find my feet and to become accepted. I had to work at it, and it taught me a great deal. It really did, but I was 10 years old. What did I know? Rabbi Daniel, when did you decide that you wanted to become a rabbi? Never. Never? My father was a rabbi, my grandfather, my great-grandfather, and so I grew up knowing beyond any shadow of a doubt that of all the careers in the whole world, the one thing I really would never, ever be was a rabbi. I’ve come to the conclusion that the good Lord has your destiny in mind, and He’ll send you one or two soft messages, and if you don’t pay any attention, He begins to get you with a two-by-four. Eventually, He whacks you hard enough that you do start paying attention. I actually became an engineer. I worked for Royal Dutch Philips Electronics Company designing communication equipment and I thought that was what I wanted to do. I certainly did not want to replicate the career path of my family, but as I said, the good Lord has plans and you can ignore them for a certain amount of time, but eventually you say, you know. On today’s show, Rabbi Daniel Lappin explains why people that practice the Jewish faith are so disproportionately financially successful while sharing the secrets of financial success. As you know, the book was spurred by a question I was constantly being asked by good people, people who didn’t have a molecule of bigotry in their entire bodies. But people said to me, why is it that Jews are so disproportionately good with money? On today’s show, Rabbi Daniel Lapin explains why, in the original Hebrew language, the words work and worship meant the same thing. This might be the most important and powerful point we’re talking about today, which is that the word for worshipping the Lord is exactly the same as the word for doing your work for six days a week. He explains both the power and the principle of the sixth day work week. He explains why the original Hebrew language intentionally did not include a word for the English term, fair. He explains why the original Hebrew language intentionally decided not to have a word for retirement. We think of retirement in Hebrew as obscene. He explains why money should be viewed as a certificate of appreciation. He explains why that in order to get rich, you must sell the customer something that they want, not something that you want. He explains why being a good person will not necessarily guarantee you financial success. He explains practical steps to increase your personal earnings, and why nobody can become successful when involved in selling something that they believe to be morally reprehensible. And he explains why doing what you love will not guarantee you massive amounts of wealth and much, much more. Money only works because of faith. And this is one of the reasons that the planet has never produced an atheistic regime with a healthy economy. Never happened. Ladies and gentlemen, this show could be the most profound episode of the Thrivetime show that we’ve ever recorded. And get ready to enter into the lab in the dojo of mojo about how to create wealth with Daniel Rabbi Lappin Some shows don’t need a celebrity narrator to introduce the show But this show does two men eight kids co-created by two different women 13 multi-million dollar businesses ladies and gentlemen Welcome to the Thrive Time Show. Three, two, one, hit the dance floor! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get there. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. Yes, yes, yes, and yes. Thrive Nation, on today’s show, we are interviewing the best-selling author, the best-selling financial expert and author, Rabbi Daniel Lappin. And if you’ve ever been out there seeking financial wisdom, financial advice based upon biblical truth, this show is the show for you. Rabbi Lappin, welcome onto the show, and how are you, sir? I couldn’t be any better, thank you, Clay. Delighted to be together with you and to share some time with your wonderful audience. Well, I would like to start by asking you what the term rabbi means. It merely means a teacher with a specialty in ancient Jewish wisdom’s insights into the Bible. Now, I know that you have had a ton of success as an author, and you’ve really developed developed a career that spans decades, but could you share with us where you grew up and what life was like growing up? Certainly. I was a terrible child, and I grew up in the home of a very famous and distinguished rabbi and his wife. This was in Johannesburg, South Africa. When I was about 10 years old, the parents were rightfully worried that I was turning into a completely barefoot savage, so they sent me to boarding school in England. I went to school there and gradually became civilized, but it took quite a while. What is it like going to a school like that? It was shocking. It was shocking to me because it was a school way beyond the standards I was accustomed to. So it took a little while for me to find my feet and to become accepted. I had to work at it, and it taught me a great deal. It really did. But I was 10 years old. What did I know? Rabbi Daniel, when did you decide that you wanted to become a rabbi? Never. My father was a rabbi, my grandfather, my great-grandfather, and so I grew up knowing beyond any shadow of a doubt that of all the careers in the whole world, the one thing I really would never ever be was a rabbi. But I’ve come to the conclusion that the good Lord has your destiny in mind and He’ll send you one or two soft messages, and if you don’t pay any attention, He begins to get you with a two-by-four. Eventually, He whacks you hard enough that you do start paying attention. I actually became an engineer. Royal Dutch Philips Electronics Company designing communication equipment and I thought that was what I wanted to do. I certainly did not want to replicate the career path of my family, but as I said, the good Lord has plans and you can ignore them for a certain amount of time, but eventually you say, �You know what? This hurts too much. Maybe I�d better just do what I�m expected to do.� Your book, Thou Shalt Prosper, is just filled with so many nuggets of knowledge that they really don�t teach in college, so many profound ideas. Well, on the contrary, they teach the opposite very often in college. As you know, the book was spurred by a question I was constantly being asked by good people, people who didn’t have a molecule of bigotry in their entire bodies, but people said to me, why is it that Jews are so disproportionately good with money? And I realized that this was a question worth answering. And I even thought to myself, you know, I’m going to be absolutely honest about it. I’m going to spend as long as it takes to research this. And if it turns out that Jews are good with money because they routinely rip everyone else off, well, then I’m going to know the truth. But it turned out not to be the case. There are bad apples in every bunch, and no more or less with Jews. Jews, was it that it’s Jewish genes, that the Cossacks killed all the poor Jews, leaving the rich ones available to reproduce, but if that were true, it would need to show a money gene in Jewish sperm, which just doesn’t exist. We also see that in common with other groups, they’re very often in Jewish families after several generations, wealth is dissipated, not created. So I had to really probe, and finally and eventually, after a good few years, nearly seven years, it became apparent to me that the inevitable conclusion, which shocked me I hadn’t expected that, was that embedded in the Bible, embedded in the Torah, structured within the intricacies of the Hebrew language and 2,000 years of carefully communicated ancient Jewish wisdom, with thousands of tips and tools and techniques and specific strategies for how money works and how to be good with it. I decided to condense that into a book called Thou Shalt Prosper, The Ten Commandments for Making Money. The publishers said it was much too big. They needed to, after a good few years, nearly seven years, it became apparent to me that But the inevitable conclusion, which shocked me, I hadn’t expected that, was that embedded in the Bible, embedded in the Torah, structured within the intricacies of the Hebrew language and 2,000 years of carefully communicated ancient Jewish wisdom, with thousands of tips and techniques and specific strategies for how money works and how to be good with it. To begin with, this book and our work was about how do you increase your revenue? How do you make more money than you are now making? And that was what the work was all about. career to becoming a rabbi and a financial teacher from a biblical perspective. How did you make that jump? What was the transition like? I was forced, in spite of the fact that I thought I wanted to become an engineer. I was forced before I could even go to school for engineering. I first of all had to go to Bible school, and I had to become ordained as a rabbi. My father said, look, I don’t care if you don’t practice as a rabbi, but I want you to be able to. I didn’t understand it at the time, but obviously today I’m enormously grateful that he insisted. Now Tim Redmond has been a client of mine for years, and now we work together on different business ventures. He was actually my boss. This guy quotes you all the time. It’s almost like he’s a paid advocate of you. He’s a paid sales guy. No, it’s not that at all. Tim really gets it. Tim has studied this material. He and I have worked together on numerous occasions, and we’ve spent hours and hours and hours studying this material and researching and working on it together. He really gets it and that’s really all it is. Well Tim, this is the thing, Tim pulls me aside. I don’t remember what year it was, but he pulls me aside and he says, Hey, you know the Hebrew language was God’s original language. And that original language, the Hebrew language, does not have a word for retirement. And I’m going, What? And maybe I’m losing something in translation there. Can you explain the Hebrew language and does it have a phrase for retirement? What’s that all about? Sure. Well, needless to say, I’m not the only person. You know, this is not Rabbi Daniel Lapp and Jeremy Hamlin. Hey, Hebrew’s God’s language. No, it’s not like that at all. Many learned people, people who developed the Oxford English Dictionary understood it. Sir William Bradford, who came to North America on the Mayflower, wrote a book in the 17th century called History of the Plymouth Plantation, and the first 20 pages or so in his own handwriting in the manuscript of the book are in Hebrew. And in those 20 pages, he even explains why he studied Hebrew and learned how to read the Bible in the original Hebrew, the Old Testament. And he says it’s because this is the language in which God spoke to the patriarchs of old, and it’s the language in which Adam named all living things, etc., etc. And so, yeah, this Lord’s language does have certain pieces of wisdom in it. One of them is that certain words, concepts for which no word exists in Biblical Hebrew, are false concepts. So, for instance, there’s no word for adolescent. Now, I don’t know if you’ve raised teenagers and adolescents, but if you have, you know that the word teenager or adolescent is a euphemism for somebody who wants all All the advantages of being an adult with all the slack cut to him for being a child doesn’t work like that in the real world. You’ve got to make up your mind, and that’s how I raise my children. I’m not interested in your chronological age. I’m interested in your behavior. You can either behave in a way that says you’re an adult, or you can behave in a way that says you’re a child. Those are the only two choices, and we will treat you accordingly. There’s no word in Hebrew for hero. Why is that? Well, what is the most common usage of the word hero? Oh, he’s my hero, or who is your hero? That’s what you hear all the time. The word doesn’t exist. It’s a false concept, because God doesn’t want me to be anybody else but me. He doesn’t want me to strive to be like my hero, whoever that is. He wants me to strive to be what he has decided is my destiny. And it’s terribly important, particularly in our financial success, in the development of our business personality, that we don’t try and replicate somebody we admire, but that we use the information and we use the inspiration in order to develop and grow and ultimately achieve our own destiny. Retirement is another word that doesn�t exist. It all flows from a really important principle early in the book, Thou Shalt Prosper, and this is fundamental to the disproportionate financial success enjoyed by the people of Israel. Nobody can ever succeed, no decent person can ever succeed at any activity that deep in their hearts they believe to be morally reprehensible. And so if you’re a decent person and you’re working in sales, but you believe that your merchandise is shoddy and overpriced, you’ll fail. You can’t sell it because your heart’s not in it. It becomes very important to understand that we become the kind of people that relate to the moral vision that we hold. And so if you believe that making money is essentially taking money, if you believe that profit is essentially plunder, then you’ll never be very good at making money because you have moral qualms about it, thinking that you’re taking, and by the way, many people are like this. You know, the babysitter we had working for us Saturday night three weeks ago, I noticed when we came home and I wanted to pay her, I said, how much do we owe you? And her eyes went down to the carpet and her toes started tracing patterns. She was uncomfortable to say you owe me $40 because she felt she was taking my money. And so I had to explain to her that we want to pay her what she asked for and if it’s too much, we won’t use her again. If it’s right, we want to be able to use her again, so please don’t be shy about saying how much you want. You’re not taking anything from us. You gave us an evening out. You follow what I’m saying? Yes, because money is just a certificate of appreciation and performance. That’s exactly right. And the problem with retirement is that what you’re essentially saying is, hey, I’ve got enough so I’m getting out of here. To which I say, hello, you know, you’ve been my doctor or my dentist or my bookkeeper or my shoe polishing guy, or I don’t care what it is, but for the last 20 years, you’ve been taking care of a need I have in my life, for which I’ve been happy to pay you. And now you tell me, sorry you’re not… What’s with you? What are you doing? Were you going to play golf instead of taking care of me? Well that suggests that all along you weren’t in this to take care of me, but you were in it just to get what you could get out of it. Now that you’ve got enough, you’re done! So in that sense, we think of retirement in Hebrew as obscene. I, um, this is a verse I know that, um, can you explain to listeners out there the difference between Christianity and Judaism? Just so that the listeners out there who… Nope, I can’t for several reasons. Okay. Number one is, uh, I only know about Judaism. Okay. Number two, that’s theological, and I have zero interest in theology. Okay. Theology is what men think about God. Much of what men think about men is wrong and silly. I’m certainly not interested in what men think about God. I’m really only interested in what God thinks about man. That’s not theology, that’s Bible. So I’m sorry, but that’s a question I simply can’t answer. Not my field. I love the directness of it. This is maybe I’ll try it this way. I have a Bible verse that I quote often, and I quote quite a bit. It’s Colossians 3, 23, 24. It says, whatever you do, work at it with your heart as working for the Lord, not for human masters, since you know that you will receive an inheritance from the Lord as a reward. It is the Lord Christ you’re serving. Do you share the same view that you’re working as unto the Lord? It’s like you’re working to honor God. Do you view it the same way or no? Okay, so again, I don’t know the New Testament. But I know the Hebrew Scriptures very well. And a crucial aspect of this, and I think this goes exactly to this important point you’re making, and that is that in the Hebrew… Okay, let’s look at this real quick. In the book of Genesis, God put man in the Garden of Eden to work it, right? And we also know that in chapter 20 of Exodus, we’ve got the Ten Commandments, and in the Ten Commandments, in commandment number four, it says, “…six days shall you do all your work.” So here we’ve got two verses having to do with work. God put Adam in the Garden of Eden to work it, and six days you must do all your work. Now there are another two verses I want to share with you quickly, one is that God says to Moses, �Go to Pharaoh and say, �Let my people go, so that they may worship me in the desert.� The other one is towards the end of the book of Joshua. Joshua says, �You know what? I don�t care what you guys want to do. As for me and my family, we will worship the Lord.� In the last 40 seconds, I�ve shared with you four verses. Two of the verses include the word �work� and the other two verses include the word worship. What you don’t know, none of our listeners know, is that in the Hebrew text there’s only one word for all those four instances, which is an incredibly powerful thing. This might be the most important and powerful point we’re talking about today, which is that the word for worshipping the Lord is exactly the same as the word for doing your work for six days a week. In other words, to put it very directly Taking care of business is another way of worshiping God one of the ways by the way that in English we say customer service and worship service Recognizing this fundamental reality that in taking care of our customers. We’re also serving God I Am probably going to have to put that on repeat 40 to 50 times in a row because it’s so mind-expanding. I read this book called Thinking Grow Rich Years Ago by Napoleon Hill. I’m reading that book because my boss told me I had to read it or I’m fired. He said I was like a ship without a runner. You’re a ship without a runner, you’ve got to read the book. Napoleon Hill said if you over-deliver, eventually you’ll be overpaid. He was just exceed the expectations of every person on every transaction. And that really helped me because I grew up without any money. And there’s just so many powerful concepts in your book. And I want to ask you about this one. The concept of businessman, a businessman being a business person, how do you, in your book Thou Shalt Prosper, you talk about this a little bit, but the Hebrew concept of businessman, I believe, and again I’m just making sure I’m getting my notes right because I’ve got notes everywhere. Is a man of faith? Is a businessman? Can you kind of explain that? Where am I getting that wrong? Sure. No, you’ve got that exactly right. In Hebrew, the word for a business professional is also a person of faith. That is the reason why history’s most effective engine of wealth creation, namely the United States of America, puts not on the walls of its churches where you would have expected the phrase, but on its currency, the phrase, ìIn God we trust.î Thatís because if youíre in church, you canít probably already know that, so you donít need it on the wall of churches. But what you need to know is that money only works because of faith. And this is one of the reasons that the planet has never produced an atheistic regime with a healthy economy. It never happened. And the most religious, the most Bible-centric country on earth, which is the United States of America, is also the engine of greatest prosperity. I’ll go further than that and point out that in the thousand years, from the year 900 to the year 1900, no indigenous capital market ever grew in a non-Christian country. You know, so today we have stock markets in Accra, and we have stock markets in Hong Kong and Singapore, and we’ve got stock markets all over the place, but originally the stock market grew in Christian Bible-based countries. And one only has to look at the most prominent and revered structures in every European city, like Notre Dame Cathedral in Paris, and you’ll find the Christian origins of the wealth-building of Western civilization. And Rabbi Daniel, I just want to, I’m not going to get into a religious debate with you at all, I just want to make sure the listeners out there, because there’s somebody out there who, you know, doesn’t understand. With Judaism, you really have a deep knowledge of the Old Testament. Is that correct for anybody out there who’s unclear in their mind of… Yes, it is. And it’s also important for everyone to understand, I’m not saying you have to be Jewish to succeed with this book. I’m not saying you have to be of the Jewish faith in any way whatsoever in order to benefit from the strategies of ancient Jewish wisdom that I share in Thou Shalt Prosper. That is right. I don’t want anybody out there to discount that because I want to make sure we kind of understand where you’re coming from and your background there. Now you rewrite in your book, this is highlighted and circled, and I have to apologize for the desecration of this book. On the contrary, I’m thrilled to hear it. You wrote, take out a dollar bill and look at it. Now pat yourself on your back, because you’re looking at a certificate of performance. Rabbi, can you break that down? Sure. Look, let me give you an example and by the way, this is really important this point you’re bringing up because If we don’t understand money, we cannot get it. I’m I’m you know, I’m probably one of the worst Fishermen in the world, but I you know I like I like fishing for salmon in the in the cold waters of British Columbia off the west coast of Canada And something I learned a long time ago and is that the best money I’m going to spend is not on my gear, but it’s on the guide, because somebody who really knows the fish will help me catch them. I can have the most expensive rod and reel, but if I don’t know fish, if I don’t know salmon specifically, I’m not going to catch them. I really didn’t until I tweaked on to this fact that I can hire a guide, and all of a sudden I looked like a good fisherman. In the same way, money is like that as well. If you don’t get it, if you don’t understand it, it’s simply not going to work. For instance, in the book we cover the whole question of physical and spiritual, what’s the difference. By the way, spiritual doesn’t mean godly or holy or religious. Spiritual just means something you cannot measure in a laboratory and I explain why I explained why you’ve got to be able to understand the essential spirituality of money. Part of that is that, let’s say my job is a roofer and I was planning on taking my kids fishing or whatever, and all of a sudden I get a call from somebody who says, ìHey, you’re the roofer?î I say, ìYep.î He says, ìCan you come quickly? It’s been raining where we are and there’s a leak in the roof. My wife is going nuts. The water’s coming into the kitchen, making everybody miserable. And so I’m just about to say to him, hey, pal, you know what? How about I come tomorrow? Because like this afternoon, I’m planning on taking my kids fishing. And all of a sudden, fortunately, I shut up because I remember to think before I speak and I, in fact, say to him, you know, I’ll be happy to come. The only thing is, I was about to take my kids fishing, but it would be worth much, much more for them to see how I serve another one of God’s children by fixing your roof. And so if you don’t mind, I’ll be on my way, but I’ll bring them along as well. So I pile the kids into the pickup truck, tools in the back, off we go. The kids helped me and we fixed it up. We put on some new shingles, the roof is fixed, the guy is as happy as could be, his wife is smiling and he says, �I appreciate it very much. Would you need some certificates of performance?� I say, �Yes, please, I would. I need a hundred certificates of performance.� So he takes out a roll of green certificates and he peels off a hundred of them and gives them to me. I say, �Thank you very much indeed.î That night, I take my wife for dinner and we come into the restaurant and the restauranteur says, ìYeah.î I think well, itís not really a polite way to welcome a diner but all right. I say, ìCould we please have two big fat steaks and a plate of the largest, biggest French fries you can make?î He says, ìWhat, you want me to go into that hot kitchen and slave over a stove to make you steak and fries? And I said, well, yeah, isn’t that what this restaurant’s all about? And he says, no, as a matter of fact, this restaurant is only for members of a club who take care of God’s other children. I said, I don’t know what you’re talking about. He says, well, let me put it this way. Could you prove to me that you’ve taken care of anybody else today? I said, well, as a matter of fact, I can. He said, how are you gonna do that? I said, right here in my pocket. The person I took care of this afternoon gave me 100 certificates of performance. He said, well, why didn’t you say so before? Bringing me a great meal at the end of the meal, I say to him now, would you like any certificates of form? He says, yeah. My kids have to go to the dentist tomorrow, and our dentist only takes care of people who’ve taken care of other people. And he says, so I’d need 60 certificates of performance from you.î So I happily peel off 60 and I give them to him, and off we go. We are all part of the club of human beings who take care of other human beings. Beautiful. I donít understand. I grew up without money. I grew up with very, very limited resources. the argument mentally, financially, spiritually as you defined it, the argument for socialism. How can anybody with a sound mind advocate for socialism right now? It’s not an accident that almost without exception socialists are people who do not share biblical faith. Socialism almost always goes together Now, what does this mean? It’s very simple. One of the big differences between a person who has a spiritual awareness and somebody who thinks the world is confined to only the material is that people who think the world is confined to the material think that a human being is nothing other than about $10 worth of cheap chemicals, like a bunch of nitrogen, a bunch of oxygen, a bunch of carbon, some hydrogen, some potassium and all of this mixed together produces and that biological determinism is an atheistic and physical view of the human being. A person like that says a human being is just a body. I don’t think that’s right. In fact, I’m willing to state with some certainty that it’s not right, not out of faith but out of life experience and financial experience. I think people are both body and soul. Now, one of the big differences between physical and spiritual, and I can wrap this up and bring it in for a landing very easily, is that an example of a difference is a saxophone is physical, because you can take it into a lab and weigh it. You can measure it. You know, a saxophone is made out of five pounds of brass and, you know, carefully arranged and structured. That’s what a saxophone is. And if I have it on the table in front of me and when my attention is diverted, you run in and take it away. Now you’ve got the saxophone and I’m without a saxophone. That’s how physical things work because it’s a rule of physics that any physical object can only be in one place at one time. This is an expansion of Einsteinian principles of time-space. Any physical object can only be in one place at one time. However, a tune is not a physical thing, it’s a spiritual thing. There’s no instrument in the world, no lab in the world capable of measuring a tune to see whether it’s the kind of tune that would make people happy or sad or make men march off to war or whatever it is. If I have a tune and you hear me whistling my tune and you learn it and you walk away and you teach it to a bunch of other people, have you taken away anything from me? No, you’ve just made the world a more tuneful place. The difference between physical and spiritual is physical can only be in one place at a time. Spiritual can be in more than one place at a time. Now if money is only physical, and sure, socialistic people view the world in materialistic terms, you’ve heard of the Marxist materialistic dialectic, and that is that everything is only physical, that’s the essence of Marxism and communism and socialism. Well in that case, money is like the saxophone. And if I have some, and this is really important, if I’ve got it, that must mean there are a whole bunch of other people who don’t have it because I must have taken it from them. The only way for other people to get it is to take it from me. That’s called, by the way, redistribution. But the way money truly works is that it’s spiritual, not physical, and that is that two human beings can agree on a transaction, and that transaction doesn’t exchange money it brings money into being and i explain all the uh… arithmetic and mathematics of that in the book that will prosper but the the bottom line is that inflation is when the government prints more money than transactions have created and deflation is when government doesn’t print enough currency to account for the fact that every time you and i did a transaction we actually brought money into being. Wow! Wow! And, Andrew, I think I’m going to have to duct tape my head together and listen to this show at least five times. Rabbi Daniel, you talk about, you write about, that in order for people to prosper, we have to behave decently and honorably toward one another and live among others who conduct themselves in a similar fashion. Can you explain what this is all about? Yeah, look a lot of people have said to me, well I don’t get it, you know, my rabbi or my pastor is this really holy guy, he’s so spiritual, he’s so wonderful and yet he suffers in terrible poverty. Okay, fine, yeah, I would never say a word against your rabbi or against your pastor. I’m sure they’re very beautiful people. Let me give you an example. How about a guy who is a beautiful human being? Lovely person, loving, kind, compassionate, spiritual, godly, virtuous in every possible way. Wouldn’t hurt a fly. And he walks to the top of a 20-story building, and he steps out the window. Well, he starts moving towards the ground really, really quickly, and it’s kind of a thrilling ride for about four seconds, but it comes to a very abrupt end in a way that kills him. And then he comes before the good Lord, and he says to him, I don’t get this, Lord. I’m such a good person. I’m so kind to people, I pray to you twice a day, I give charity, I tithe my money, how could you let me die?” And God says to him, well, I gave you a set of principles, both physical and spiritual, and one of the sets of physical principles that I put there in the world for you to learn is that if you step out of the window on the 20th floor, you’re going to come to a very painful end. Why didn’t you pay attention to that? Did you really think that the fact that you are good and virtuous can take the place of actual knowledge?” And so I say exactly the same thing to the poor rabbi or the poor pastor. I say, of course you’re a good and kind person, that’s lovely, but did you really think that that’s enough to make money? No. God wants you to have certain information, which by the way is why the Old Testament is filled with financial data. I don’t know the New Testament like I said, but if somebody told me there’s a thousand times more mention of money in a positive sense in the Old Testament than in the New Testament, I wouldn’t be the least bit surprised, because many, many, many dear good Christian friends of mine, before they started studying Bible with me and learning the Old Testament, they believed that money is evil. And when you believe money is evil, I promise you, you’re not going to get any. And so the Old Testament teaches these principles about not stepping out of the 20th floor window. In other words, it’s not enough to be a good person. That doesn’t stave off poverty. God wants us to do actual specific things and what those are, are some of the things we’re talking about. You talk about, you write about the idea that in order to be a successful person, you can’t promise more than you’re going to deliver. You have to actually promise less than you’re going to deliver. Can you explain that to me? You’ve got to over-deliver always, yes. Now you talked about how businesses that don’t do something valuable for others do not survive and should not survive. Profit is a way to measure how useful a business is. This doesn’t ever change. I’d love to have you share more about that. Sure. There is somebody in New Zealand that I’m coaching at the moment, business coaching, and here’s how our engagement began. This person told me the business he started and what he’s supplying to customers in New Zealand and how he’s advertising and marketing and it’s just not working. I said to him, ìWhat made you decide to sell this particular thing at the particular price you’re selling it at. He said, ìI just believe deep in my heart that it’s what people need and that I’m providing a real value.î So I said to him, ìLook, part of ancient Jewish wisdom is that I am sometimes going to help you collide with reality. Like any other collision, a collision with reality can be very painful and I’m going to tell you that we don’t really care about what you believe. That’s not the point. The point is that only the market can determine value and so you think that the market needs this thing and that’s because you are in love with this particular type of product. That means you should be buying that product, not selling it. But we need to build you up so as you fall in love with the act of business, which is the act of supplying the needs and desires of other human beings. And if that was really what motivated you, you would have done research to find out what people really want in your neighborhood in New Zealand, not decide in advance what you want to sell them. And so that is very much at the core of what we’re talking about. Understanding that it is the market out there, that it’s what people want. The idea of being in business is serving God’s other children. And you can only do that by finding out the things that they want and they need and they desire and then providing them, which is why one of the stupidest things that anybody ever tells new graduates is, ìOh, now that youíve finished your studies, youíre finishing, youíre leaving school, you must find a job doing what you love doing.î Well, thatís rubbish. Thatís an unbelievably selfish piece of advice which will never work. Take me for instance. I love boating. Iím yet to find anybody whoís willing to pay me a nice living for going boating. It’s irrelevant. What I’ve got to do is find out what people around me need me to do, and then I’ve got to learn to love it. You are just a man who is filled with so much wisdom, and I just think everybody should go out there and pick up Thou Shalt Prosper. There’s just so many great concepts in there. I wanted to seek your wisdom on two more questions there, Rabbi Daniel. What are the most costly and harmful habits that you see stopping most people from having success or growth or profitability with their business or their lives? thing for, you know, the things that people can do that harm their marriages and their businesses and I’m so interested that the way you phrased the question included both those areas in terms of family and let me give you an example. mental principles of a sexual relationship is that it has to be between two people can’t be one person and if it is most people are embarrassed about it and they don’t talk about it you know people might say uh… you can pick me up at eight uh… i’m going to take a shower first but they’ll never say uh… pick me up at eight because i first have to shower and pick me up at eight because I first have to shower and you’ll pardon me, provide myself with sexual satisfaction.” Nobody would ever say that, because it was an embarrassment, because you’re not providing anybody else with anything. And we human beings were created by God to be givers, not takers. And so that’s one of the reasons that that particular solitary activity is shameful. As much as, I mean, Bill Clinton had a certain general who had a fire because she was obsessed with trying to normalize and popularize that particular solitary behavior. People weren’t interested in it because deep down in our souls, we all know that sex is a gift for bringing together two people. It’s bringing joy to another person, and that’s particularly important, particularly to a man. It’s not a case of seeking self-satisfaction. It’s providing somebody else. Now, if you fail to grasp that, you’re just not going to be very good at marriage. Exactly the same thing is true for business, and that is you have to be obsessively preoccupied with fulfilling the needs of another person. That couldn’t be more fundamental and basic. It’s not about you. It’s about the other person. And so in both those areas, both family and business, the idea is learning to find the thrill in bringing pleasure, satisfaction, joy and enthusiasm to another human being. So that’s absolutely fundamental and it’s very, very interesting that you can buy books on how to build a boat. You can buy books on how to build an airplane in your basement. You can buy books on how to build a log cabin and in all of those cases, those things you build are going to work just fine. Boeing builds planes and other than a few sad exceptions, they don’t fly 98% of the time, they fly 100% of the time. When people build ships with the sad exception of the Titanic, ships float 100% of the time. When an architect builds a building, it stands. It’s not like 84% of the sky’s buildings stand, they all stand, but when people set out to build a marriage, the success rate is only about 70%. When people set out to build a business, the success rate is even lower than that. So why is it that it’s so easy to build a building or a ship or an airplane? It’s so reliable, and yet it’s so risky to build a marriage or to build a business, and business? And the answer is because it’s very easy to communicate physical data, and to build boats and skyscrapers and airplanes, all you need is physical data. It’s not hard, but marriage and business both involve spiritual data, and without that spiritual data, your chances are very low. Rabbi Daniel, and I don’t want you to take this as an offensive question, you are not Bill Gates, you’re not Oprah, you’re not Steve Jobs, you’re not… So for somebody out there who’s wrestling with this idea, what makes him qualified to give me financial advice? That’s a terrific question and I not only don’t take offense but I admire you for being direct enough to ask the question. The answer is really very simple and if I may say without sounding obnoxious, it’s a very important point. Bill Gates would be probably a more entertaining interview and people who heard you interviewing Bill Gates would probably talk about it for the next three weeks. They would say, ìOh wow, I heard Bill Gates interview because he’s a celebrity and he’s one of the wealthiest guys in the world and this is remarkable. However, with all humility, I’m more useful than Bill Gates. Bill Gates is very helpful in terms of making money as long as your mother is on the board of directors of IBM and as long as you dropped out of a prestigious university at the cusp of the computer revolution if all of those things apply to you Bill Gates is more useful to you than I am. But if you dropped any student of mine into Wichita, Kansas with $100 in his pocket, I am almost 100% willing to guarantee that at the end of the first month, my student will have a whole lot more success than Bill Gates will. I’m willing to guarantee that at the end of the year, Bill Gates will be knocking on doors asking for help and my student will be well on the road to a fortune. That’s the difference and the same thing applies to Bezos or Donald Trump. They are all very specific people. Bezos, by the way, might be a slight exception because he did start a business from absolutely nothing. So he may well be a bit different. But what I bring is history’s most effective longitudinal study of hundreds of thousands of ordinary men and women, Jewish men and women, of all colors and all sizes and all shapes and all backgrounds, all of whom succeeded financially beyond your wildest dreams. There are people who started huge businesses in America like CVS Pharmacy and Commodore Computers and Chappelle Construction that were started by people who came out of World War II with their families destroyed, with their backgrounds destroyed, with their wealth destroyed. They came as broken, penniless people and they became giants of commerce. They became multi-millionaires. Using what? Using the principles of ancient Jewish wisdom. Rabbi Daniel, thank you so much for investing the time in our listeners. I personally will be listening to this show multiple times. One, because I go through and edit every show, so I will definitely listen to it once. But there are certain shows where I’ll listen to the show two times or three times and then I’ll… And your book, it’s so practical, but yet it provides so much context, so much richness of wisdom. If you had to recommend one of your books to the listeners out there, is there a certain book you’d recommend, and I’ll let you get back to doing what you do? I would recommend either start with, Thou Shalt Prosper, and then move on to Business Secrets from the Bible, or you can start with Business Secrets from the Bible and move on to Thou Shalt Prosper. We’re going to put a link to the show notes right now, and let’s get the, you have Thou Shalt Prosper, which I’ve read, and the other book title there, Rabbi, was what? Business Secrets from the Bible. Business Secrets from the Bible. We’re going to buy one right now on Amazon. We’re starting a momentum here. Starting a momentum. Thank you for investing in our listeners and I just hope you have an awesome day. Thank you very much indeed. It’s been an honor to be with you and I wish success and prosperity to everybody listening in. In 1938 the Fair Labor Standards Act was passed, created, and put into law. However, think about this for a second. If the Pilgrims who came over to the United States of America, landed at Plymouth Rock, imagine that they believed in the 40-hour workweek. Would they have survived? No! Okay, let’s look at the 40-hour workweek from a secular perspective. Elon Musk, who is the guy behind PayPal, the man behind Tesla, the guy behind SpaceX, he once wrote, and I’m quoting, Elon Musk once wrote, he said, work like hell. I mean, you just have to put in 80 to 100 hours per week. This improves the odds of success. If other people are putting in 40 hour work weeks, and you’re putting in 100 hour work weeks, then if you’re doing the same thing, you know that you will achieve in four months what it takes them to achieve in a year my friend the point is the forty hour work week will enslave you to poverty i can’t think of examples i’ve read autobiographies about uh… conrad hilton i read the biographies of russell simmons dill carnegie phil knight uh… larry bird the basketball player, the founder of Starbucks. I can go on and on and on. The In-N-Out story, the Quick Trip story, the Southwest story, none of those people worked 40 hours a week. If you want to be poor, work 40 hours a week. But if you want to succeed, you have to believe in and act upon the 6th day principle. You just have to work six days. You cannot get ahead if you’re working 40 hours a week. It’s not possible. If you’re out there and you’re a Christian and you want a Bible verse you can print out and put on your mirror and put on Facebook and wherever you’re gonna see it. Exodus 16 5 reads, on the other days or read the book of Genesis God created the earth in how many days six days and he rested on the seventh get ready to enter the drive time show We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re on the top. Teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I bring down the books. He’s bringing some wisdom and the good looks. As the father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now, 3, 2, 1, here we go! We started from the bottom, now we’re here. We started from the bottom, and that’s what we gotta get. We started from the bottom. Oh, Thrive Nation, welcome back to the Thrive Time Show on your radio. And on today’s show, we have a really special opportunity for you to meet a good friend of mine. You see, the year was 1999, and my wife 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 skilled. And Julie said, as one of the top sponsors, she said, could you watch my house? We’re going on vacation. And so I was dating Vanessa 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. 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, boop, boop, boop, boop, and it opens, and I drive in, I’m going, oh my gosh, these houses are massive. What in the world? I wonder if the 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 co-founder 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 bulk 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. Long story short, they started out in a 10 by 10 office, cold calling businesses to earn their businesses, companies like Exxon, just big oil and gas companies, big chemical companies. And 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 Chemical. So we had a workshop this past month here at our beautiful Thrive Time Show World Headquarters in beautiful Jinx, America on the left coast of the beautiful Arkansas River where the water is sometimes in the river. And so we had the workshop and you’re greeting people, I’m shaking hands and I look over here, somebody’s from Guam over here, somebody’s from Florida, somebody’s from Canada. The poor guy from Canada, his flight got delayed so he drove here. True story. So we had a guy from California, a guy’s from Las Vegas, we’ve had people from Australia, we’ve had people from all over the place attend, and guess who’s attending? My mentor, my friend, the guy who mentored me at age 18 and taught me how the world works, the guy who I called when I found out my son was blind, the guy who’s, he’s like a Yoda. I stay in touch with him, but I mean, what’s he doing attending my workshop? So I got nervous, really nervous. I’m always nervous anyway, but 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 that he further ado, Terry Fisher, the co-founder 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. To quote Tim Ferriss, the best-selling author of The Four-Hour Workweek, you are the average of the five people you associate with the most. That’s Tim Ferriss. You might say, well, I don’t like Tim Ferriss. You know, I don’t agree with Tim Ferriss. I’m not a big Tim Ferriss guy. I don’t like him. I frankly prefer the Thrive Time Show podcast. Okay, fine. But Proverbs 1320. Oh, now you’re just using the Bible against us. 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. The people around you begin to set your expectations. They begin to define your normal. And so now without any further ado, my interview live from the workshop with the man, the myth, the legend, Terry Fisher. If you don’t know who Terry Fisher is, check out his website. It’s tcixrail.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 engine marketing. It’s very business-to-business, relationship-driven. He’s been around since 1985, the year that Marty McFly went back in time. Remember that? So, without any further ado, here we go, our interview with Terry Fisher from the Thrive Time Show Workshop. I remember it, like it was yesterday. Hit the button, gate opens. I drive. All the houses are nice. People are mowing their lawns. There’s no refrigerators on the lawns. There’s no buses. There’s no rednecks. Nice home. Nice wife. Upon further review, nice daughters. Nice guy. Over time, as I was dealing with life, I’d call Terry up, we did probably a half dozen lunches, and each time, I would leave with a notebook filled with information about how to be a better dad and how 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, Santa’s here. So I wanted you to meet Santa. So without any further ado, let’s put our hands together for Mr. Terry Fisher here. Yeah. All right. So, Terry, we’re talking about building processes and systems. And can you kind of explain to everybody what your company, Trinity Chemical, does? And make sure his mic’s nice and hot. Yeah. The name of the company is Trinity Chemical Industries, but contrary to the way it sounds, we don’t sell chemicals. A lot of confusion in that, but sometimes it works to our 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 the process has changed in that a little bit. But really what we do is we move stuff for other people with our rail cars. So we have a large fleet of rail cars that travel all over the country, travel in Canada, they travel in Mexico, they’re going everywhere all the time. They rarely come to Tulsa. I rarely see them. They’re everywhere. eat that mic it’ll be good for America. Sorry. Just eat it. There you go. Yeah, that’s hot mic, hot mic. So, I rarely see those rail cars. There we go. Now you have thousands of cars, we’ll leave it at that. Yeah. But can we talk about what does one car cost? That depends. That’s a cheap car. It’s kind of like the wedding question, you know. A cheap car. What’s a cheap car cost to buy? The less I’ve ever paid for a car might be $8,000. Okay. And you have thousands of cars, railroad cars. Most I’ve paid for the car is way more than that. But you have thousands. Thank you much. All I’m saying is just to give you some context about the, you can look up Trinity Chemical. Guys, 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 – so talk to me. What’s the hardest part about building systems? What’s the hardest part about sitting down? So when you started Trinity, how did you start and then how did you build systems? OK, I have to go back a little bit on how we started. We 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 partner and I were, if we both leaned back, at the same time we’d bump heads. We had two phones, we bought a 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 act big before you’re 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 come by and see you. And we’re like, Crap, they’re going to come by. So they would show up at our door, and they would open the door, and they couldn’t get in. We’re like, Yeah. We’d stand up and meet in the hallway or something. It was really ridiculous but the 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 you go We had call this and we would call and we would call how many times you call I called him yesterday Did you call him this morning? Yes. Did you call him this afternoon? Yeah, did you send him an email? Yes, okay And literally you just have to keep calling and keep going and keep going 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. We made our pitch. We wanted a five-year contract. He said, well, time out. First of all, we’re not going to give you a five-year contract. That’s off the table. Okay. And we had our contract and 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’ll 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. We’re bigger than you are, and we will run you out of the business. We’re like, oh, this is not going good. So then he says, finally, but I kind of like 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 the way it’s going to work. Give you a one-year deal, you want five, we’ll give you a one-year deal. But that’s 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’ll probably keep going. So we said, okay, we’ll take that. Yeah, perfect. He said, one last question. How big is your company? You sound like you know what you’re doing, but just how big is your company? We went, shoot. Shoot. Shoot. Well, we looked at each other and we went, you’re really looking at it. He said, I 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 Exxon. 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. It’s like 36 months, though. Three years, you’re in a 10 by 10 office, just grinding. We wrote here on the boom book, on page 153, he’s the personification of these principles. I wrote here, once you have built repeatable and profitable systems, you will discover that you have built a time freedom and financial freedom creating business that serves you, not an overwhelming job. This is the part that I’m working through. You could coach me now, coach all of us here. We work so hard in our businesses, and I think a lot of times 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, it’s 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 mind that a guy could be super successful financially and also put the family first. Please explain how systems have allowed you to create the time freedom that you now enjoy. Learn how to create time freedom and financial freedom from Terry Fisher with Trinity Chemical when we return. But first, go to theclassicclean.com for all of your Tulsa janitorial needs. Go to theclassicclean.com for all of your Tulsa janitorial needs. Get ready to enter the Thrive Time Show. Now we in, we started from the bottom Now we in, we started from the bottom Now we’re on the top, teaching you the systems To get what we got coming Dixon’s on the hooks, I bring down the books He’s 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 C and Z up on your radio And now 3, 2, 1, here we go! Oh Thrive Nation, note to self and 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 I 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. We were probably circa 2006-2007. And much to my surprise, much to my amazement, the cats 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 the framed image 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 anyway, outside of Atwoods and Guitar Center, which is pretty much where all my stories take place. All my stories are this This just in, Dateline Guitar Center. This just in, Dateline from Hobby Lobby. The other day I was at Atwoods and… So, again, just a quick reminder, maybe you want to get a tattoo of that or put on a t-shirt, but if you have an underground walkout basement studio, don’t let the cats roam free or they will break your glass. 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 last conference, a guy who mentored me showed up at the workshop. I didn’t know he was coming. I didn’t know he 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. She asked my wife to house-sit for her. Next thing you know, I’m meeting Terry Fisher. Terry Fisher, the co-founder 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 mowed. People had pools in the backyard. Granite countertops. Wood floors. What? I had never seen these accoutrements. 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 take me to the proverbial woodshed and to teach me how life works. And so without any 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? No, I don’t. 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 multi-million dollar company known today as Trinity Chemical. We’ll put a link to the website on the show notes. You can check them out online at tcixrail.com. Stay tuned. Well, first of all, the way our system works is, I’m gonna back up just one quick thing. One of my mentors early on, when he was coaching us about being confident about what we were doing, and I was working for him at the time, and we would go to make our pitch, and then he would say to us when we came out of the meeting, and I’d say, John, 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, okay. Perfect. I learned how to sell things that I didn’t know really what I was doing, but the optimism and the confidence that you will learn it and you’ll figure it out. The only thing I coach our people on is this, in our system is the only thing I can’t fix is inaction. You have to do something. You know, if you make a mistake, we’ll fix it, but do the action. You have to take the step. And accountability in the system that we have, the follow up, a lot of people don’t like that. But you say, close the loop. I love that about Clay when he’s saying, if you call me, hey, it’s like a dog with a bone. I will eventually reach you. I had a friend of mine who worked with you for years. This is funny. He just started working for you. And he goes, these guys micromanage me. They follow up on me every day about my calls. Like every day. And I said, really, we’re meeting for lunch. And he says, every day. I said, every day? Because I’m an owner and he’s an employee. We’re the same age. We went to college together. And I just thought this was a fun conversation. So I just wanted to get his perspective. I’m like, how does it make you feel? It’s like an animal. He follows up every day. And then, I’ve been there probably six months. Get ready to enter the Thrive Time Show. Get ready to enter the Thrive Time Show! And the good looks is the father of five. That’s why I’m alive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now three, two, one, here we go. We started from the bottom, now we’re here. We started from the bottom, and that’s what we gotta do. We started from the bottom. Oh, Thrive Nation, welcome back to the Thrive Time Show on your radio. And on today’s show, we have a really special opportunity for you to meet a good friend of mine. You see, the year was 1999, and my wife 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 skilled. And Julie said, as one of the top sponsors, she said, could you watch my house? We’re going on vacation. And so I was dating Vanessa 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. 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, boop boop boop boop, and it opens. And I drive in, I’m going, oh my gosh, these houses are massive. What in the world? I wonder if the 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 co-founder 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 bulk 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. Long story short, they started out in a 10 by 10 office, cold calling businesses to earn their businesses. Companies like Exxon, just big oil and gas companies, big chemical companies. And 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 Chemical. So we had a workshop this past month here at our beautiful Thrive Time show, World Headquarters in beautiful Jinx, America, on the left coast of the beautiful Arkansas River, where the water is sometimes in the river. And so we had the workshop, and you’re greeting people, I’m shaking hands, and I look over here, somebody’s from Guam over here. Somebody’s from Florida. Somebody’s from Canada. The poor guy from Canada, his flight got delayed so he drove here. True story. So 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 guess who’s attending? My mentor, my friend, the guy who mentored me at age 18 and taught me how the world works. 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 him, but I mean, what’s he doing attending my workshop? So I got nervous, like really, I’m always nervous anyway, but 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, if any further ado, Terry Fisher, the co-founder 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. you will become the average of the five people that you spend the most time with. To quote Tim Ferriss, the best-selling author of 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, well, I don’t like Tim Ferriss. You know, I don’t agree with Tim Ferriss. I’m not a big Tim Ferriss guy. I don’t like him. I frankly prefer the Thrived Time Show podcast. Okay, fine. But Proverbs 1320. Oh, now you’re just using the Bible against us. Well, Proverbs 1320 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. The people around you begin to set your expectations. They begin to define your normal. And so now without any further ado, my interview live from the workshop with the man, the myth, the legend, Terry Fisher. If you don’t know who Terry Fisher is, check out his website, it’s tcixrail.com. T-C-I-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 engine marketing. It’s very business to business, relationship driven. He’s been around since 1985. The year that Marty McFly went back in time. Remember that? So without any further ado, here we go. Our interview with Terry Fisher from the Thrive Time Show Workshop. I remember it like it was yesterday. Hit the button, gate opens. I drive. All the houses are nice. People are mowing their lawns. There’s no refrigerators on the lawns, no buses, no rednecks. Nice home, nice wife. Upon further review, nice daughters, nice guy. Over time, as I was dealing with life, I’d call Terry up. We did, you know, probably a half dozen lunches. And each time, I would leave with a notebook filled with information about how to be a better dad and how 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 know I’m going Santa’s here so I wanted you to meet Santa so that he further do let’s put our hands together for Mr. Terry Fisher here. Yeah. All right. So, Terry, we’re talking about building processes and systems. And can you kind of explain to everybody what your company, Trinity Chemical, does? And make sure this mic is nice and hot. Yeah. The name of the company is Trinity Chemical Industries, but contrary to the way it sounds, we don’t sell chemicals. A lot of confusion in that, but sometimes it works to our 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 we’re in the process of changing that a little bit, but really what we do is we move stuff for other people with our rail cars. So we have a large fleet of rail cars that travel all over the country, travel in Canada, they travel in Mexico, they’re going everywhere all the time. They rarely come to Tulsa. I rarely see them. They’re everywhere. And I, quick thing, if you eat that mic, it’ll be good for America. Sorry. Just eat it. There we go. Yeah, that’s hot mic, hot mic. So, I rarely see those rail cars. There we go. Now, you have thousands of cars, we’ll leave it at that. But can we talk about, what does one car cost? That depends. It’s a cheap car. It’s kind of like the wedding question. A cheap car, what’s a cheap car cost to buy? The less I’ve ever paid for a car might be $8,000. Okay, and you have thousands of cars, railroad cars. Most I’ve paid for the car is way more than that. But you have thousands. All I’m saying is to give you some context about the, you can look up Trinity Chemical, okay, 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 were coaching want to be like you someday. And you’re a humble guy, but we’d all like to have thousands of some things and systems and great wife and great daughters and great hair. I mean, wow. Wow. So we want to do it. So talk to me. What’s the hardest part about sitting down? When you started Trinity, how did you start and then how did you build systems? Okay, I have to go back to a little bit on how we started. We 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 partner and I were, if we both leaned back, at the same time we’d bump heads. We had two phones, the Bonta Sams, 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 act big before you’re 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 come by and see you. And we were like, crap, they’re going to come by. You know, so they would show up at our door and they would like open the door and they couldn’t get in. They were like, oh, 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 you go? We had call lists and we would call and we would call and we would go, how many times did you call him? I called him yesterday. Did you call him this morning? Yes. Did you call him this afternoon? Yes. Did you send him an email? Yes. 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 we made our pitch, we wanted a five-year contract. And so, he said, well, time out. First of all, we’re not going to give you a five-year contract. That’s off the table. Okay. And we had our contract and 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’ll 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. We’re bigger than you are and we will run you out of the business.” We’re like, this is not going good. So then he says, finally, but I kind of like 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 the way it’s going to work. Give you a one year deal. You want five, we’ll give you a one year deal. But that’s 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 one year shot, do your deal, be honest, perform, and we’ll keep doing business. If you keep doing business, it’ll probably keep going. So, we said, okay, we’ll take that. Yeah, perfect. He said, one last question. How big is your company? You sound like you know what you’re really looking at it. He said, I kind of thought so, but I really wanted to hear you say that. I’m glad you owned up to it. We got a deal. Now, that company, Exxon. Today, 35 years later, we’re still doing business with Exxon, 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 it’s like 36 months, three years, you’re in a 10 by 10 office, just grinding. And we wrote here on the, on the boom book, on page 153, he’s the personification of these principles. I wrote here, once you have built repeatable and profitable systems, you will discover that you have built a time freedom and financial freedom creating business that serves you not an overwhelming job. This is the part that I’m working through. You could coach me now, coach all of us here. We work so hard in our businesses. I think a lot of times 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. It’s 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 mind that a guy could be super successful financially and also put the family first. Please explain how systems have allowed you to create the time freedom that you now enjoy. Learn how to create time freedom and financial freedom from Terry Fisher with Trinity Chemical when we return. But first, go to theclassicclean.com for all of your Tulsa janitorial needs. Go to theclassicclean.com for all of your Tulsa janitorial needs. Get ready to enter the Thrive Time Show. We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re on the top. Teaching you the systems to give what we got. Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s what I’mma dive So if you see my wife and kids, please tell them hi It’s C and Z up on your radio And now 3, 2, 1, here we go! We started from the bottom, now we’re getting it We started from the bottom, now this is what we gotta get We started from the bottom, now we’re getting it Oh, Thrive Nation, note to self and 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 I 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. We probably circa 2006-2007 and much to my surprise, much to my amazement, the cats 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 the framed image 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 anyway outside of Atwoods and Guitar Center. Which is pretty much where all my 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 again, just a quick reminder, maybe you want to get a tattoo of that or put on a t-shirt, but if you have an underground walkout basement studio, don’t let the cats roam free or they will break your glass. 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 last conference, a guy who mentored me showed up at the workshop. I didn’t know he was coming. I didn’t know he was going to attend. It 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. She asked my wife to house-sit for her. Next thing you know, I’m meeting Terry Fisher. Terry Fisher, the co-founder of Trinity Chemical, and this guy had had so much success. He had a gate! What? He lived in a gated neighborhood! He hit the button, you know, boop-boop-boop-boop-boop-boop, door opens, everyone has a lawn that’s mowed, people had pools in the backyard, granite countertops, wood floors. What? I had never seen these accoutrements! 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 take me to the proverbial woodshed and to teach me how life works. And so without any 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? No, I don’t. 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 multi-million dollar company known today as Trinity Chemical. We’ll put a link to the website on the show notes, but you can check them out online at tcixrail.com. Stay tuned. Well, you well first of all in my mind the way our system works is I’m gonna back up just one quick thing. Yeah, we’ll already get one of my mentors early on When he was coaching us about being confident about what we’re doing and I was working for him at the time And we would go to make our pitch and then he would say to us when we came out of 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, okay, perfect. I learned how to sell things that I didn’t know really what I was doing, but the optimism and the confidence that you will learn it and you’ll figure it out. The only thing I coach our people on is this in our system is the only thing I can’t fix is inaction. You have to do something. You know, you know, if you make a mistake, we’ll fix it. But do the action. You have to take the steps. And accountability in the system that we have, the follow up, a lot of people don’t like that. But you say, you know, close the loop. I love that about 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. I had a friend of mine who worked with you for years. This is funny. He just started working for you. And he goes, these guys like micromanage me. They follow up on me every day about my calls, like every day. And I said, really, we’re meeting for lunch. And he says every day, every day, because I’m an owner and he’s an employee. We’re the same age. We went to college together. And I just thought this was a fun conversation. So I just wanted to get his perspective. Like, how does it make you feel like an animal? He follows up every day. He’s been there by six months or a year. So how’s it going? He’s oh, man, we’re having a lot of success. What are you doing? He says, well, I’m basically doing the same thing every day. But it’s that consistency that that follow up and that that culture. So once you have the system, you followed up every day and the guy ended up liking the system and stayed with you for years and bragged about it. But at first he wasn’t used to that follow up. You know, so what would be a system right now where you follow up on every day where it 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 have you built? The two things that are critical about our cars is 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 are more concerned about the cars moving efficiently through the system, but it’s 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 every rail car moving in the United States and Canada and Mexico is built into the national defense system. So, but I can, and I can look at that system and see where my cars are on a real-time basis all the time, every day. So if something happens, an emergency happens in the world or a Twin Towers comes down, immediately all the rail cars that are carrying dangerous products in the world stop. Immediately, no matter where they are. Marshall, talk to me, you have an Elon Musk quote, I wanna get Terry’s take on this, about, read the Musk quote here. Okay, 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, but if a thousand people are making these up, over time the result will be a huge glossary that we will have to issue to 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 tried to send the SpaceX rockets to space. Three times they blew up and they found out that the cause of the blowups was acronyms. People literally thought someone meant something else and they made it wrong and it blew up. So Elon 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 passwords. Anybody here can’t find your passwords? Well, what’s terrible is 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. 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 onyximaging.com. That’s onyximaging.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. Save time and money on your office supplies. Onyximaging.com. Stay tuned. on exhibiting dot com stay tuned attend 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 us proof that you did it and your contact information to info at thrive timeshow dot com Thrive Nation, welcome back to the Thrive Time Show on your radio. And for those of you who attended our past workshop that we just had in June, it was stellar. We had Canada represented, we had Minnesota represented, we had Florida represented, we had California represented, we had Texas, New York, we had Missouri. All you’re doing is listing off states. No, there’s South Dakota. We have Minot, South Dakota, Minot, M-I-N-O-T. And we had Tulsa, Oklahoma represented. We had 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 say, 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? You probably wouldn’t. And so at the conference, Terry Fisher showed up. And when he showed up, we didn’t expect him to be there. And so I recorded him at the conference. And we are going to be breaking down his audio here so that you, the Thrive Nation, can benefit from it. the conference, the smartest man at the conference must speak. And so I got him up on the mic, and so Terry Fisher, the founder of Trinity Chemical, 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 multi-million dollar business. But Vanessa, I met Terry as a result of your relationship with his daughter, Terry, and his wife, Julie. Can you kind of explain… His daughter, Lindsay, yes. His daughter, Lindsay, and his wife, Julie. Can you explain how you got to meet Lindsay and Julie and kind of what Terry Fisher is all about? Well, I cheered at ORU with Lindsay Fisher, and I will tell you the impact, peer-to-peer of interacting with her. I know you have said this. The number one thing I think you take away from each one of the Fisher children is how much they idolize and look up to and revere their father. And that is because that is no accident. That is because of things that he has done in his life. And I remember I felt that way because here I am peer-to-peer with someone. So I never have heard someone, one of my peers, talk about their dad in this light. She’s like, when I marry someone, he’s going to be like my dad. There’s no one as good as my dad. Each of those children, they mean it. I think you had the same takeaway. Right. It blew my mind. It blew my mind. I’m honored to introduce you, Thrive Nation, to one of my mentors, the great Terry Fisher, the co-founder of Trinity Chemical, but really importantly, more and more importantly, the co-founder of a great family, a great father, a great American, 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 things the right way, following the right… How do you keep everybody doing that? We do have a contact management system. It was also a database system so that all the customers are filed under a certain name the same way. So you can look up a customer, then you can look up the contracts, you can look up the different amendments, you can look up the riders, you can look up the equipment. So if you just click on the customer’s name, immediately you get a ladder of what you want to find out about that customer. Who’s the contact? What’s their telephone number? What if I worked for you and not you guys, it’s just me, okay? I’m a dysfunctional man. I decide to work for you. I’ve got a degree, some background. I’ve somehow earned this job and you notice that I am not saving files the right way. I show up to work on time. I smile. I’m kind. I’ve brought you wonderful salads and gifts and Christmas cards and all those things, but I do not save files correctly. How do you deal with that? So it is a follow-up system so that there’s kind of a ladder of accountability so that there’s three aspects to why our information is critical is, number one, is the what happens to the rail car, 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, how long they’re going to keep the car, the number of cars in the fleet, what the product is and the type of fittings it has on the car. Everything about the car comes to the shop And gets repaired because like an automobile the more you run it that gets repaired It has to stop and go and get fixed. So that happens all the time I see a lot of people that struggle getting their teammates to do the system. That’s true So you have 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 in. Then I have 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 ask me to follow up, I’ll be sure to follow up. And then I’ll follow up. I call it being the loop closer. If you text me, I’ll text you back. If I ask you to do something, I’m going to come back to you and ask you if you did it, unless you call, text me, and say, hey, that thing you asked me to do, I got it done. I think most business owners that I’ve coached, and I would like to get 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. Like, well, I don’t do the database. You guys do the database. I see that a lot, probably 95% of the time, where the owner themselves will not follow the script, but you should follow the script. And I know for you, you’re all about, I’m gonna do it, so you’re gonna follow my example. Marshall, have you seen this phenomenon? Who here is the best salesperson currently at your company? You are the best salesperson. Like, yes, yes. Like, you hold that role, yeah? So if you want to always be that person, the first key is to not create a script. But if at some point you want to grow beyond yourself having to do every single sale and close every single deal, then you’re going to have to create a script. The best way to show, hey, this is the system that works, is record your own calls, script your own calls, and hold 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 I want to ask Terry, and I want to get your take on this. This is powerful. The word integrity comes from the root word meaning integer, which is an indivisible number. Okay. You are Captain Integrity. So it’s without talking about integrity, you don’t speak, you don’t travel around speaking, you haven’t 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 has 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 of this early on in my career. We’re motivated. We’re chasing a big dream, but we hit the snooze button And I know the first couple years of my business that was kind of the thing like I want to do it But I don’t do it And 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. Yeah, how do you how do you stay motivated? How do you how do you stay motivated to do the right thing? Thrive Nation, when we return from the break, more mentor moments from Terry Fisher, the co-founder 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. It meant the world to me to have you attend the workshop. And Thrive Nation, on behalf of Dr. Z and myself, during the break, go to hoodcpas.com. Just go to hoodcpas.com. Z, shouldn’t they go to hoodcpas.com one time? If you want to get your numbers in line, if you want to have someone that’s going to be proactive and show you the way instead of trying to figure out what happened. Go to hoodcpas.com. Stay tuned. Three, two, one, boom. You are now entering the dojo of Mojo and the Thrive Time Show. Thrive Time Show on the microphone, what is this? Top of the iTunes charts in the category of business. Drilling down on business topics like we are a dentist. Providing you with internship like you are an apprentice. And we go so fast that you might get motion sickness. Grab a pen and pad to the lab, let’s get in this. It’s time to best some fruit like some Florida or inches. 3, 2, 1, here come the business ninjas. Sonic Boom. Welcome back to the conversation. Dr. Z, how are you, my friend? I am fantastic, as always. Well, Z, we have so many people today that we’ve had attend our conferences who told me they were searching for the term, finding a business mentor. They were searching into Google. You’ll find a business 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’d 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 us. My wife’s cheer sponsor at Oral Roberts University, Julie calls my wife when she’s 18 and says, hey, could you house-sit our house? So when they came back from town, the Fishers invited us over as a couple to meet them. And I pulled up- Now where were you in the stage of your relationship with Vanessa? I had just been dating Vanessa maybe three or four weeks. Oh, so you were- They came back for my Christmas break or something. Okay, okay. So you’re still not bona fide. And I show up at their house and Vanessa says there’s a gate code. So I had a hand-painted 1989 hatchback Ford Esco. Sexy. So I type in the gate code. And I’ve never been to a house with a gate. Ever. Blows my mind. Okay. We’re driving by. See, all the lawns are mowed. That’s amazing! See, there’s the curly-Q bushes. The bushes in the shape of the… What do you call that move? Is there a name for that? It’s the curly-Q move. So then, they had front lawns like your house. I used to remember I would walk up to your house and it was like there wasn’t weeds. There weren’t weeds. Do you remember that? Oh yeah. I recall. Do you remember the whole thing? Yes. I was like, what’s going on? I walk in the house. This is the next level. He opens the door and they have vaulted ceilings. Hand scraped floors. Z, no linoleum. None? None. It was, they had granite countertops. Oh, come on. No, and Z, I had never seen that stuff. And my mind was blown. I remember asking him a stupid question like, how did you build your house? Like something like that. Yeah, how did you? And I remember he said this super graciously. I remember this. I remember this line, and Terry, I apologize if I’m butchering your phrase, but Terry says, Clay, curiosity is the key to wealth. Why don’t we do lunch sometime? So I think it was like, that was probably the dumbest question I’ve ever heard in my life, but good start. Good start. You know, you at least asked a question. You were at least, it was a curious question. So we meet for lunch and he explains to me, Clay, you have to build wealth one step at a time. 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, this changes everything. Did he say cold call? Because I, with my 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 opportunities here. OK, here we go. One, how does somebody out there who’s listening find a good mentor? 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? Because I think so many people get stuck on that fear area. Two great questions. Well, thank you, Al Gore, you made finding a mentor much easier. This just in. Apparently, you can Google it, find the Thrive Nation, and come to an in-person workshop. Thank you, Alvin. And start building that. If you depend on your budget, you could do the online mentoring school. Right. You could do one-on-one business coaching. By the way, the best value in the world, $20. $19. Yeah. Come on. And if you have no budget, you could just rip off the podcast for free. Right. I think that’s pretty affordable. And you can tap into your roommate’s 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 call them goats. 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 in. You can tell by just the lifestyle they’re leading. Right? Right. I’ve got a place at the lake and a big boat. Yeah, that guy must be doing pretty good. Right, absolutely. So you find some guys like that, and then you try to find your angle into them. See, your angle in was through your girlfriend, who knew the wife. And then you made the move. I made the move. You made the move. I made the move. You made the move. I made the move. You made the move. You say, hey, I knew a guy. I knew a lady who knew a lady who knew a guy. I’m curious, and I’m a business owner, and how do you build a thing like this? And then he shows up at the workshop. Boom! That’s really kind of cool. So I thought to myself, I thought, you know, the smartest guy at the workshop is currently not miked. Maybe I should see if he should go speak. I pulled him aside and said, Terry, would you be happy to talk? He said, well, I’m a speaker, not a talker guy, but sure. So, without any further ado, our exclusive interview from the Thrive Time Show in-person workshop Wait, time out, time out, time out. with Terry Fisher. But quick! Wait, you asked me a second question about the fear. You want me to come back to the fear? Well, let me do this, let me do this. Let me hit a sound effect so it sounds less awkward. This just in. Back to part two of the question. Part two. Dos. Dos. For our Hispanic population. That’s right. That’s right. Yes, because we are bilingual and we are you make sure that we are… Tricoastal. Yes, there you go. Bilingual. Yes, of course. Multicultural. Now, how to get over the fear? That’s a tough one because sometimes in life, you 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. If you can’t even look in the mirror and practice, we’ve got to step back, okay? Just record yourself. Just record yourself without even looking at yourself. And then eventually you can actually do the call, pretending, you’re pretending now, you can do the call in the mirror, okay? And then… Yes, is this Terry? Terry? Yes, no, that didn’t sound good. Terry, is this Terry? No. No. Is this Terry? Is this someone who knows Terry? This, who, who is this? Hey, Terry, what are you doing? Oh, Terry. Let me try again. So, so then, now we’re moving forward, right? Now we feel comfortable with her voice. We feel comfortable with saying the words in the correct order. Yes. We feel comfortable with looking in the mirror and doing it as if we’re doing it with somebody else. And then we find someone who’s friendly to us, maybe a significant other, a small child. A 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, see how that feels a little bit? You know, it’s coming, but that’s okay. There you go. And then you maybe have them… By the way, if you hire a PR firm, they have this thing called the rude interview where they actually practice asking you rude questions while role-playing with you. That’s actually what PR firms do. That’s what they do. So now what you’ve done, 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? You’re ready for the big leagues. You’re ready for the big leagues. You’re ready for the big leagues. See, you know what we’re going to have to do. When we come back from the break, we’re going to queue up this audio, this exclusive interview with Terry Fisher. But I want to get a tap into your wisdom on one more question. So many people think, well, Terry Fisher couldn’t possibly help me out. He’s only a multimillionaire in the area of hauling hazardous chemicals in cold color. He’s only an expert in the areas of trains and railroads. But then if you ask Terry how he got the money to start, you would understand that he opened up a Christian bookstore across from Oral Roberts University because he was trying to date a Christian and he was not a Christian. So Zeke, aren’t most businesses more similar than they are different? I mean, some people get hung up on that. Like I’m looking for an expert is a 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 an optometry clinic, pretty traditional optometry clinic, if you’ve been to a doctor’s office it’s pretty you know pretty standard. Very classic. And then I have an auto auction which is a dealer’s only auto auction. Totally the same, both involve vowels. Each optometry, auto, both have locations. Yes. Obviously the same business. And I have a diagnostic sleep center. Which is the same thing, they’re all just businesses. They’re all just… but you’re right, they are more similar than they are different. And you have the same mindset, the same problem-solving, the 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 for everybody’s sake. All businesses are the same. All businesses are the same. You’ve just done a system and you dominate. Take pebble from hand is saying. You go in business and you dominate. Yes. If your inner business is not the same, you better be a genius. Like Elon Musk. Yeah. You see jobs. Yeah. But even then, even then Tesla, even then Apple, even all those have the core basics of a business. The core basics of a business. I mean, he may be the first one that came out with the electric car and the quantity and the way he did it, but still, a car is a car. A car is a car. A car is a car. This just in from my home office. This just in. Now, let me tell you this, Thrive Nation. Also, a spine is a spine. A spine is a spine. See, you want to put that on a shirt. When a spine is in line, it’s divine. And when a spine is in line, it’s divine. And I’ll tell you, the best thing you could do, the thing you could do that would be the most kind to your body is to reach out to Sibley Chiropractic. That’s drjohnsibley.com. It’s d-r-j-o-h-n-sibley.com. Tulsa’s number one chiropractor. The chiropractor of choice for the great one Wayne Gretzky. Check him out today. It’s drjohnsibley.com. It’s drjohnsibley.com. Stay tuned. And now, broadcasting live from the box that rocks, it’s the Thrivetime Business Coach Radio Show. We’re hot at learning and hot at earning. Radio Show. Making the dash, earning the plaques, bringing them back. Bring me the tracks so I can get up on them. I can speak the facts. Sacking the cash, making the dash, earning the plaques, bringing them back. Bring me the tracks so I can get up on them. I can speak the facts. Oh, 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 mentorship. And we’re going to go to live audio in just a moment from our conference where we had an opportunity to interview Terry Fisher, the co-founder of the multi-million dollar company Trinity Chemical. But Z, I want to tap into your wisdom and then we’ll go into the audio here. Perfect. Okay. Proverbs 1320 reads… Well, I’m going to get my epic music going so I can read it better. Wow. That would be better. That would be much better. Let me try again. That’s already better. Proverbs 13 20 reads, Walk with the wise and become wise, for a companion of fools suffers hard. You might think to yourself, I don’t like that book. That’s fine. Go to Tim Ferriss, author of A Four Hour Workweek. He writes, You are the average of the five people you most associate. Z, 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. First of all, it’s more fun. And you have guys that are like-minded, people that are successful, and it’s just fun. I mean, they get you. You speak the same language what is surround yourself with a bit with with the idiot so what if you had around the more on the middle of the mind what do you have around the idiot but then you become the idiot did you know like my saying if you run with the dogs you’re going to get that you get the fleas you get 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 are you are you, are any of them idiots? We have an audio clip from, we had a caller that called in, and it was probably two years to this date, he’s a pretty passionate chap, he calls in and he says, I am not going to surround myself with high quality people. I’m going to hang around whoever I happen to know through geographical circumstance, whoever I go to school with, whoever’s in my family, I’m going to hang out with those people and you’ll see, I’ll become successful. I’m not going to change the five people I spend the most time with. And then he called in today to share with us what happened as a result of not making that change. So, Chubb, here’s the audio. We had to cut him off, it got too toxic. Now you kids are probably saying to yourselves, hey, I’m going to go out and i’m gonna dot by the talent wrap around and talk about it 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 did jack spot uh… seventy-two hundred is a little bit disgruntled there he should have upgraded his social circles now that he further ado let’s listen to a guy who is super wise super kind the co-founder of Trinity chemical that’s Terry Fisher let’s get richer with Terry fish how do you how do you stay motivated how do you how do you stay motivated to do the right thing if you look in I’m a great believer in journaling, writing down and to-do lists. But in my personal life, outside of my business, you’ll find this in almost everything I read, everything I’m taking notes on, there’s a circle somewhere on the page where I have divided my life into circles. When I 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 F6 and I’ll my circle looks like this. If you put a pie up there, draw a line through the hat and then an extra there at the very top of this circle is the W. Now, these are my letters that my life revolves around. There’s a W at the top and S at the bottom. Over on the left is an F, F, M and P. So all 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. So this W stands for the word, and that means my personal faith, my personal life, my personal relationship, that’s me reading the Bible and saying, 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 is family, F over here is finances, M is my mental life, P is my physical life. Every time I’m reading something, I figure 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 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. But primarily… He’s really has, he has like old man strength, which you’re notorious for your strength. So don’t arm wrestle. Maybe Charles, you can arm wrestle later, but this is his… Do you just go there to throw the weights around? I’ve got the weights, I’ve got the peloton, I’ve got the rolling machine. It’s my personal deal. That’s where I go and release and work out. 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 work 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. Which is the same. You and Dr. Zellner are the same way. Because when you were 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 in the office to follow up and make sure that the things are happening. He has set meetings he’s agreed to be at. But it’s like because you guys put your family first, which is an interesting idea. You built systems that can work without you. But because the family’s first, you’re always going, is this a scalable idea that could work without me doing it? Because if it’s not, you don’t want to do it. Yeah. Is that helpful? Like that idea? Is that is it 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 you doing it over and over. Well, we kind of have a thing in that I’ve kind of developed in my mindset, 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 Period. You’ll never grow beyond your limited little scope of your talent. You may be very, very talented and some of you will get to a certain point where you can’t do it all. Period. It just happens. So you have to learn how to delegate and you have to learn how to have a system. Because Terry is here, Santa is here, Pasoco. Does anybody have any questions for Terry? But he’s done it. He’s doing it. Does anybody have any questions for him at all about systems, processes, or creating time freedom? Because he is here. Yes, ma’am. What kind of database do you use? A certain system? Yeah, let’s see. I’m trying to think of the system. I don’t really remember the name of it. We’ve had it for so long real quick this is what I’m talking remember the system okay real quick let me say this this is no is it dr. Zellner the other day we were talking to somebody and someone goes hey Z what’s your number one selling frame and he goes I don’t know and they’ll go wool who’s your top sales rep? Really don’t know. Like, well, what do you know? He’s like, well, $99, your first pair of glasses. Get that, you go in and we’re going to spend, you know, 10 grand a month on ads. We’ve got our three-legged marketing stool going on. We interview people every week. Furthermore, furthermore, he said, if I did have to know those numbers, I would need to fire somebody. I would tell you a couple of stories though that I liked. Using humor and then one about dealing with a hard customer. I did have a sales guy that was late perennially all the time. So but he was a really fun guy and he was a great guy to have around and we didn’t fire him and I probably should have. And he’s a youth pastor today and that fits his role perfectly. But I got tired of him being late one day, so I finally was, okay, I want to use 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. It’s the start of the day and we’re just getting started, so here you come. And I go out 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’m like, made it! I had like 8.02 or something. I’m like, Matt, that is not on time. You cannot do that every day. So if you do that tomorrow, you’re going home. So we had to send Matt home a few times until he started picking it up. But I had to find a way to say, you can’t slide in 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, you know, get, you know, and about an hour later you’re going to work. That’s not on time. So I had, so you have to find ways to jokingly motivate people and then sometimes you have to get your take on this because Terry was talking about managing people. And there’s just some people he was sharing about that just getting them to show up to work on time can challenge you. I mean, it could just be a challenging thing. It could 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 a life coach, that sounds like you’re right, signed up for what you’re supposed to be doing, right? I would ask you, because I think you and Terry share a very similar worldview on this, how long do you put up with the chronically late person? Or what do you do with the chronically late person, for all the listeners out there? Who manages a team of people? 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. Yeah. May I? Yeah. May I 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 honest music. This way it gives you the opportunity to truly share with that honest, sincere tone. Here we go. Well, let me tell you a story. Yes. I had a young man that 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? 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 sum that you look at. It’s hard to break out just one aspect of the five A’s that I look for when you say piece of pie. Attendance is just one. There’s accuracy. We’re getting back to the break. It’s easy to break down his five A’s. Oh, yeah. But first, let’s all go to Will-Con. Oh, God. We all hold hands over there. You need a new castle. If you’re trying to add on to your building, to build a new building, if you’re trying to build a brand new commercial building, starting with nothing but your bare hands, you’re starting with the hands of a bear, and you want to hire someone to build your building, go to WilliamsContract. Check them out online at will-con-dash-con.com. It’s will-con.com. If you’re a communist, go to will-con.com. Bam! Attend the world’s best business workshop, led by America’s number one business coach for free, by subscribing on iTunes And for anybody who is just tuning in to the podcast for the first time, let me say this, Zee. tuning in to the podcast for the first time. Let me say this, Z. Last Friday, we had a massive workshop at our beautiful Riverwalk location, and two unicorn events happened simultaneously. Oh my. And Z, you know what sound a unicorn makes? Oh wow. Yeah, it’s amazing. Kind of like a horse. Well, that’s what… That’s all I got. Okay. So the first one was obviously my flag suit. So, well, no, but that was in maybe plan three. That was one of our fourth or fifth highlights. One is we hit number one in the world on all categories with our podcast on iTunes. Number one 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 longtime mentors and friends, a guy, Terry Fisher, who really, really made a big impact in my life, a guy who’s the co-founder of Trinity Chemical, he showed up at the workshop to attend. And it’s crazy when your mentor is at a workshop taking notes. See, I got crazy nervous. It’s been the first time in a long time where I was like… I wish I was there to witness that. He pulled it off. He didn’t seem nervous. But 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. 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, Z, 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 wants your feedback but then says, yeah, yeah, but in my industry it’s different. You know, it’s really bad because it kind of, what happens is that you’re hiring someone, you are appealing to someone, someone’s giving their time whether you’re reimbursing them or not, maybe you’re just buying them lunch, maybe they’re doing it as a favor, I mean however it sets up, all right? And now you’ve put them in the position of being someone that you want to listen to. And that means keep your mouth shut. Why in the world are you so hard to get a hold of? Why are people who are successful, 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? You answered the question because I value my time. What? What? I know it’s a little bit deep. I know when someone it’s always kind of a game. When someone actually gets through the gatekeepers and do that slide move, you know they duck, they do that, they do that, you know, like Mission Impossible and they go up the building with that suction cups. Next thing you know, the wind, they find they jar the window open, they get in and they’re sitting there in your office, and you’re like, excuse me? Yeah, I thought we had an appointment. I mean, I’m here for our 3 o’clock. Oh. You know what I mean? Corey, I want you to share with us, because you’re part of a group called Executive Experience. Is that right? Yes, I am. Can you tell the listeners what Executive Experience is is all about, your group here? Well, Executive Experiences is an opportunity for people to get to know one another much, much quicker. So, you know, for example, if you were to go on an experience with someone, all of a sudden, and that experience was something extreme, like if you were to go down a boat and these carp fly up in the air and you catch them in nets, all of a sudden you have this bond that is rather close. And so you can take that relationship… And you only go with business owners, right? Only business owners. We need them to be at a certain level. And when you get around people who do this, you get smarter because you learn from one another. And guess what? We’ve had so many people do business with each other. 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 tell you. By the way, that mic, Chuck, can you angle his mic up just a little bit there? That way all the listeners get to just… There it is. Is that better? Oh, man. There he is. So this is… So this is something. There’s a guy in your executive experience group. I don’t want you to… I won’t mention his 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. Okay. Yes. And we’ll just say that he has a very successful company in Tulsa, been around for a long time, he’s built a big empire. Can you talk to me, or talk to the listeners out there, can you share with us some of the common traits, because you’re around so many successful people in your group, executive experiences, share some of the common traits, the personalities of the successful entrepreneurs. What are some of the common denominators? Because you’re around these guys, you’re catching fish together, you’re going to Chick-fil-A World Headquarters together, you’re hanging out together. What are some of the common denominators of the kind of people that you’d want to have as a mentor? It’s a lot about what you and Z were talking about. It’s just the protection of your time, but the 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. And of the people in executive experiences that are, you just know they are crushing it. They are very deliberate with their time. I think that they got there only because they went through the whole idea of going to lunch with everyone everyone and be, you know, hey, can I pick your brain type of events. And they allowed themselves to go through that enough where they realized, man, I can’t ever get anything done because I’m trying to help everybody else out. So they got really deliberate with their time. They time blocked 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, who has time freedom and financial freedom, who showed up at a workshop and he volunteered his time to speak at the workshop. Zee, we should probably take note of it. Yeah, we should. And I kind of feel bad. You do feel bad? Well, we’ve done this on occasion, where we leave a little hanger, a little teaser. You could have taken notes. The 5As? Oh, the 5As. Did I do? Oh. This just in. Let me say this. Before you get into your 5As. That’s somebody right. Somebody’s been sitting in their car, needing to run in to go to the restroom in the truck stop. But they wanted to catch the 5 A’s and they’re sitting there. Let me say this. And I’m sorry. Let me say this. I’m sorry. I’m sorry. There is 5 A’s that we’re going to go over in just a second, but I am the number one A. You know what I’m saying? I am the number one A because I totally skipped that segment. I was going to say he’s got another A for you. But ironically I’m on the B team. So back to you, sir. Or the C team. Okay, break it down. Well, we were talking earlier about something that our gentleman said in the conference, and it dealt with how long do you put up with someone being chronically late, how long do you put up with a poor employee. And so one of the answers was, well, 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 a little bit more grace if someone is really good in the five breakdowns of 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 staying a little bit late if you need to. You know. Appearance, I mean, are they sharp, are they high and tight? You know, for me, does it look like they’ve slept on their scrubs for three days? Ugh. I hate that. Yeah, not good. Accuracy, when they’re there, are they killing it? Are they doing it right? Do I have to have someone come back and follow up after them? Boo. Oh, boo, boo. Above and beyond, that’s your rock star. That’s the guy that’s just killing it. You’re going, wow. So he’s a little late 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 and they’re rocking them out, that’s awesome. Now you say, okay, they’re only not doing one. Well, it depends on… I think you’re going to like this song. It’s called Rise and Grind. I wrote it for myself, for my 37th birthday, as a way to encourage myself to keep doing that which has made me successful. And sometimes you need to encourage yourself, don’t you? Right? So here we go. 3, 2, 1, boom! Frick! What time is it? Where are my pants? Just turn! Oh, yes, it’s time to rise and grind. Oh, yes, before the rooster crows. Oh, yes, it’s time to rise and grind. Oh, yes. I wake up at three to get it all done. Got money on my mind and my watch number one. Can’t touch a roll cause I am a Christian. In it for the ball game or nothing. Get rich quick, nah, I don’t do it. But if you got a real good, I’ll help you pursue it. Like Robbie Schneider, I’ll be saying you can do it You can do it, you can do it You have to seize the day Carpe diem son You ever wanna make them Benjamin Success requires self-discipline Self-discipline, self-discipline I just said it three times in a row In a row Cause if you’re looking for a real hero Hero You gotta look in the mirror my bro Will you be a victim or a victor I think we’re missing it all How bizarre The resources you need aren’t there before You gotta get three jobs like I once did Target FMPs and direct TV Which meant I never watched TV Cause I was on my grind like a 2-3 Or like that 12 to the TB Do you feel mad? Like a petting zoo Stick to your goals like glue What will you do today? Will you fill the schedule with nothingness? Or the middle with somethingness? What you’re waiting for, Santa and an elf? This just in, you could be helping yourself. Say no to the handouts, cause they hurt your pride. Or you could be out working other guys. What? Or you could be out working other guys. Who? Or you could be out working other guys. Yes, ah yes, it’s time to rise and grind. Ah yes, before the rooster crows. Ah yes, it’s time to rise and cry. Oh, yes. Everybody sing it now. Oh, yes. Oh, yes. It’s time to rise and cry. Oh, yes. With all the rooster crows. Oh, yes. It’s time to rise and cry. Oh, yes. Verse two is short and life is two. We better get started because there’s no redo. 38, 80, great, I’m half dead, dude. I’m half dead, dude. Well, hell’s bells. I’m gonna go take a nap. Hey, Clay Clark and my Thrive peeps. It’s Steve Carrington, as you can tell. Although I’m not wearing my signature green shirt, as usual, but I am riding in my signature green Lamborghini. And I just wanted to say how appreciative I am of Thrive and all the guys at Thrive Time and the show and everything that you guys have done at Total Ending Concepts. We have had tremendous growth and a lot of things changing, especially on the marketing front and from a coaching perspective and from a web presence and branding and our internet leads are up. Everything is hammering on all cylinders and really we’re just trying to figure out how we can leverage the systems and the processes that we’re learning at Thrive more in our business. So now we’re setting up a lead tracking system that has been long overdue and we’re doing lots of stuff. But I want to take a minute and say thank you, thank you, thank you to Thrive and Clay Clark and Dr. Z and everybody for all the help and helping us grow our business and hopefully buy more Lamborghinis like this the more we sell. So, appreciate it guys. See ya. 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’s done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crockerill, 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 and 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 6-8 weeks he’s doing reawaken America tours. Every 6-8 weeks he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires, helping them grow their companies. So I’ve seen guys from start-ups go from start-up to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. Amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward but he’s so brilliant and he’s taught me so much. When I say that 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 and that’s what I like the 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 of you and Clay has been an amazing business coach. Through the course of that, we became friends. My most impressed with him 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. And when we walked out, I knew that he could make millions on the deal, and they were super excited about working with him. And he told me, he’s like, I’m not gonna touch it, I’m gonna turn it down. Because he knew it was gonna 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. Anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten 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, because our clubs were all closed for three months and you have $350,000 of bills you’ve got to pay and we have no accounts receivable. He helped us navigate that. And of course we were conservative enough that we could afford to take that on for a period of time but he was a great man. I’m very impressed with him. So Clay, thank you for everything you’re doing and I encourage you if you haven’t ever worked with Clay, work with Clay. He’s going to help magnify you and there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps four, maybe six hours a day and literally the rest of time he’s working and he can outwork everybody in the room every single day and he loves it. So anyways, this is Charles Kola with Kola Fitness. Thank you, Clay. And anybody out there that’s wanting to work with Clay, it’s a great, great opportunity to ever work with him. So you guys have a blessed one. This is Charles Kola. We’ll see you guys, bye-bye. Hi, I’m Aaron Antus with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and homes. And then I met Clay, and my perception of what I knew and what I could do definitely changed. After doing $800 million in sales over a 15-year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. And, I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually, in a four month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us and it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses, that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing. And Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town. And so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with clay, I mean, the thing is, it’s month to month. Go give it a try and see what happens. I think in the 35-year history of Shaw Homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about and I would go straight to Clay and his team. I guarantee you’re not going to regret it because we sure haven’t. My name is Danielle Sprick and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay-at-home mom for 12 years and my three kids started school and they were in school full-time, I was at a crossroads and trying to decide what what do I want to do. My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did. My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand, and we just rolled with it. I love people, I love working with people, I love building relationships, but one thing that was really difficult for me was the business side of things. The processes and the advertising and marketing, I knew that I did not have what I needed to make that what it should be. So I reached out to Clay at that time, and he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent. Everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage, eight months ago. And in that time, we’ve gone from myself and one other agent to just this week, we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents, but I have to give credit where credit’s due. And Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen. I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school. I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic. 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 going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. ever and we’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it.