LegacyFoundationGroup.Net | Clay Clark Client Success Story of Matthew & Dominique + Discover How They Learned to Generate 7X More Leads + “We Went from 5 Appointments Per Week to 10 Per Day! ROI Is Over 900% Return.”

Audio Transcription

Transcribed with Cockatoo

(Speaker 11)
Matthew Sparger, this is Dominique, my lovely better half, and we own Legacy Foundation Group. So we went from five client -facing appointments per week to now around averaging 10 per day.

(Speaker 4)
And then ROI, if somebody wants to listen in and check in, ROI just last month versus what we put out versus the amount of business that we wrote was over 900 % return.

(Speaker 3)
So my name is Dominique Philando, and we own Legacy Foundation Group.

(Speaker 11)
Legacyfoundationgroup .

(Speaker 33)
net.

(Speaker 3)
We have a plethora of financial service solutions, anything from life insurance, estate planning, financial education, we do kids college funds, we help set up wills and trusts, charitable foundations, pretty much whatever is going to be best for the client when it comes down to either protecting their wealth, creating their wealth, or just passing it down to the ones they love. um it’s getting everything together was it was a lot to begin with but what once it was all there once everything was out all the instructions you need to do x y and z every week this needs to happen the the weekly meetings having that clarity it’s brought so much peace of mind because to be honest before we we met with your team We kind of were just spiraling. We didn’t really know exactly what we needed to be doing, but we knew we needed to be doing something. So meeting with you guys, you guys coaching us and really telling us this is what you need to do. Here’s the clarity. It’s brought, it’s, it’s, it’s incredible peace of mind, incredible peace of mind.

(Speaker 4)
It’s tremendous. Okay, so I’m going to talk about a little bit from obviously business owner perspective There’s there’s self -employed right where you’re the one doing all the work and then there’s duplication So I’m a huge huge believer in duplication and being able to have those systems Being able to have the word -for -word scripts being able to have this is what we’re going to do over and over and over again Has allowed it to where we’re not trying to reinvent the wheel, right? We’re not trying to

(Speaker 11)
to change anything what we’re doing is we’re following the system that’s in place we’re following the scripts and it’s allowed us to actually be able to duplicate that out into our team so instead of Dominique and I running around having to do everything right right now as we talk our team is also still helping helping clients because of the duplication that’s come from those systems it’s it’s it’s very very important to know exactly what’s going out what’s coming in the conversion rates I I I’m gonna put my hands up and say I am not a Google Sheets person.

(Speaker 3)
I don’t ask me to put formulas in, don’t ask me to do it, but the way your team has it set up, it’s super easy, it’s super simple. All I have to do is plug in our income, plug in our expenses, plug in this lead, what referral source, it just it does it all and it just it simplifies everything so much and it’s incredibly important to make sure that you know that per client, per person you bring onto the team, whatever it is, this is the return, this is the expected expense on it. So it’s incredibly important and everyone should have that tracking.

(Speaker 1)
How much has it helped you knowing that, hey, you guys are going to, my company, we’re going to charge you $1 ,700 a month, 1 -7 -0 -0. It’s a flat rate and that it’s not going to go up. There’s not a surprise bill. We’re not charging you per call, per email, per hour. How much has that helped you knowing that all of that, including the conferences, is all included?

(Speaker 11)
It’s been, like Dominique said, it’s been life -changing. People need to just do it. The reality of being a business owner is that not everybody can do it, right? So when people are a business owner and when they want to grow and when they want to go and try to build something, It can be very lonely, to be honest with you, right? It can feel very isolated. So being able to plug in with a team, have a flat rate, you know what to expect, you know what you’re going to get, you know the growth that can come from it.

(Speaker 4)
Just plugging in, being able to make that decision has been life changing for our family and our business.

(Speaker 1)
All right, Tribeca. on today’s show, we’re joined by real people who have a real business. So if you’re watching today’s show, these are real people that can help you with your real business. But they’re also people that are having real success, and they’re in the messy middle. They’re in the grind. They’re in the grind.

(Speaker 1)
This is not a success story about people that have got to the top of Mount Awesome without putting in the work. They are putting in the work. They are climbing to the top of Mount Awesome. I could not be more excited to have them on the show, because they’re very real. And with that being said, Matthew, welcome onto the Thrive Time show. How are you, sir?

(Speaker 11)
I’m doing fantastic. Thank you very much for having us here.

(Speaker 1)
So Matthew, real quick, tell me what’s your first and last name and what’s the name of your company?

(Speaker 11)
Matthew Sparger. This is Dominique, my lovely better half, and we own Legacy Foundation Group.

(Speaker 1)
And Dominique, give us your first and last name and tell us the name of your company so people can prove you’re not a hologram.

(Speaker 59)
Oh, OK.

(Speaker 3)
Yeah.

(Speaker 1)
So my name is Dominique Philando, and we own Legacy Foundation Group.

(Speaker 11)
Now, if I want to find your website, what’s the web address I need to put into the search engine real quick to find that thing? Yes, sir. Great question.

(Speaker 1)
Legacyfoundationgroup . net. Legacyfoundationgroup . net. OK, I’m going to pull it up real quick here. Legacyfoundationgroup .

(Speaker 1)
net.

(Speaker 26)
I’m not playing solitaire.

(Speaker 1)
I am pulling it up. Legacyfoundationgroup . net. OK, so that’s the website. I’m on the website right now. Legacyfoundationgroup .

(Speaker 1)
net.

(Speaker 3)
I encourage everyone to go there right now. Tell us, I’m going to start with Dominique here. Dominique, what are all the solutions that you guys provide over there at legacyfoundationgroup .

(Speaker 1)
net? Oh, well, really, really a lot. We have a plethora of financial service solutions, anything from life insurance, estate planning, financial education, we do kids college funds, we help set up wills and trusts, charitable foundations, pretty much whatever is going to be best for the client when it comes down to either protecting their wealth, creating their wealth, or

(Speaker 56)
passing it down to the ones they love.

(Speaker 11)
So I’m going to ask the same question to you there, Matthew. How would you describe the solutions that you guys provide over there?

(Speaker 4)
Again, that website is LegacyFoundationGroup .

(Speaker 1)
net. Yes, sir.

(Speaker 4)
Dominique, she’s a little bit more in -depth than I am. I say in -depth insurance solutions, and then we do estate planning, as well as money education and just education in general. Can you walk us, walk the listeners through what would you say estate planning? What does that mean? Yes, sir. So kind of our process, whenever we do sit down with clients is one, we’re going to start with the protection aspect, right?

(Speaker 4)
So, and we’ll kind of roll into the estate planning. So protection aspect, we’re going to make sure that assets are protected. Life is protected. Assets and accumulation are protected because that definitely is going to go into the estate planning side of things, right? There has to be a protection for income and for the money that you have, as well as the assets that you have. And then when it comes to the estate planning specifically, what we do is once we identify what those areas are that people need the protection and people have to their name, then we actually work with attorneys to set up trusts.

(Speaker 1)
I’m not a huge fan of wills. Wills are good on a napkin. They’ve been romanticized by Hollywood. But we really work with attorneys on the trust side of things specifically to make sure that we’re preserving the wealth that is accumulated as well as protecting it.

(Speaker 3)
So Dominique, I want to ask you this, because there’s somebody watching today’s show and they’re going, am I a good fit for these guys? Somebody’s going to your website right now, LegacyFoundationGroup . net. Who’s an ideal and likely buyer for people like yourself? Who are the kinds of folks that you guys like to work with?

(Speaker 1)
Um, really anyone and everyone, um, there’s a certain criteria as far as like, who are services might help more as far as, you know, 25 to 65 married age age, 2565 children, homeowner occupation, but really anyone who wants to make sure that their future is set up when it comes to their family. finances, even if they might be 20 instead of 25, like it doesn’t really matter. They might be 66. It doesn’t matter. As long as they have that willingness and the ability to get their finances in order and be coachable to get their finances in order, we can really help anyone and everyone. Now we have a tracking sheet, and I’m not going to pull it up for all of our listeners to see here, but what I look at every single morning, and you guys have had the opportunity to come shadow me at our office before.

(Speaker 1)
Every single morning, I look at all the client files. And I want to make sure that you guys are growing your business. So you guys are a coaching client.

(Speaker 11)
And therefore, I want you guys to have success. My understanding, and Matthew, you can correct me if I’m wrong, is I think you guys are generating, I think, and I could be wrong, but I think you’re generating four times more leads than you used to be. Maybe it’s more than that. Maybe it’s less than that. How many more times leads are you generating now than you used to? Good, great question.

(Speaker 11)
The way I look at it, I don’t really look at just inbound leads, right? Because it’s not just about things that we get inbound as much as it is about what we can actually convert and what turns into an appointment, right?

(Speaker 1)
It’s not just about random names on a list all the time. So we went from sitting down with about five clients a week, okay? Five client appointments, closing about 80 % of them, to we’re probably averaging five to eight per day personally.

(Speaker 3)
And then for our brokerage, we’re looking at about 10 client facing appointments per day now.

(Speaker 48)
It’s been a drastic difference.

(Speaker 1)
Would it be safe to say that you’re generating seven times more leads, or Dominique, six times more leads? Or how would you, I’m just trying to, there’s so many watching today’s show and they’re going, wow, are you guys saying that you’re generating five times more leads or seven times more leads? How would you describe how many more leads you’re generating now? I would say probably about between seven and 10, 10 times more leads. Wow. Okay.

(Speaker 1)
So I want to, I want to unpack it here. And so what I’m going to do is I’m going to go, um, to a rumble . com and, uh, and for anybody who listens to our show on spotify . com, we put the same or similar links on spotify . com and I’ll pull it up so people can follow along. But then in the description of a lot of the videos, I will put, um, the, the path that we take clients down.

(Speaker 1)
So people who are watching online can kind of learn, uh, about the path. Uh, I w you know, started off with poverty and I want people to, I want, I was able to achieve success.

(Speaker 3)
And my heart is for everybody. to be able to do the same thing. So step number one with growing your business and any client we work with is we have to establish revenue goals. And so I want to see, Dominique, if you could explain how important is it for you guys as a couple to know your revenue goals? And I’m not asking for what those revenue goals are on today’s show, but why is it important for you and Matthew to sit down and go, OK, this is the revenue goals that we’re shooting for? I think it’s super important, honestly, as a team.

(Speaker 1)
I mean, I feel like we’re equally yoked. But as a team, we need to have a goal to work towards. And if it’s not clearly established, whether it’s on paper, whether it’s on a Google Sheet, whatever it is, if it’s not clearly established, it’s really hard to work towards and accomplish that goal.

(Speaker 29)
So having that down as a team for not only as individuals to work towards, but as a team, as a partnership, as business owners, you have to know what you’re working towards.

(Speaker 11)
And it’s incredible to be able to measure where you’re getting at as you get towards that goal.

(Speaker 41)
Matthew, I want to get your thoughts on this.

(Speaker 4)
I know you’re a guy, you’re big into fitness as well.

(Speaker 58)
Whether it’s fitness or whether it’s business, how is it important for you or why is it important for you as a business owner to have your goals clearly defined?

(Speaker 11)
Great question. So if you don’t have a clearly defined goal, then you don’t know whether or not you’re making progress. Right.

(Speaker 4)
Same.

(Speaker 1)
You had mentioned fitness. Right. If you don’t know what it is that you’re doing. to accomplish in the end, what the outcome is that you want, then there’s no way to actually tell if you’re on the correct track to hit it. Same thing applies to business, right? We have our goals, we have revenue goals, we have financial goals, we have growth goals, and those goals are, like Dominique said, they’re on paper, they’re very well defined, and that way we can make sure that every step of the way, everything that we’re doing is in alignment with the goal that we are going to accomplish.

(Speaker 1)
Now, step number two, and again, folks, I put this in the show notes on today’s video.

(Speaker 3)
I’ll put it in every, a lot of the videos we do for business, but I’ll put it in today’s show notes as well. Step number two, you got to determine your breakeven numbers. At some point, Dominique, after the excitement wears off and after you guys have, both of you appear to be people that are great energy, you want to have success, but there’s also sort of those sober moments where you’re like, holy moly, we have to sell something in order to break even. We have to sell something. Something has to sell. Can you talk about the break even point and the importance of knowing how much you have to sell just to break even?

(Speaker 3)
I think that’s really important to know because you can’t just be spinning your tires.

(Speaker 1)
You can’t just be spinning your tires. You got to make sure you’re getting traction. You got to make sure you are breaking even and that the work you’re putting in is paying off. For me personally, I just want to make sure that all the effort, whether we’re doing this thing on this day and this aspect on this day and contacting this client, all that effort has to be paying off somehow. So it’s super important to make sure that you are getting that breakeven.

(Speaker 4)
Otherwise, you’re just spinning your tires relentlessly. Matthew, I want to get your thoughts on this. Again, I think it’s so important. And you guys are doing it. You’re putting in the work. But knowing your breakeven point, how does that impact your daily operations?

(Speaker 4)
Great question. So that’s how we gauge whether or not we’re able to grow, right? I’m a huge, huge, huge believer when it comes to breakeven and just kind of divine breakeven, right? Breakeven is making sure that your bills are covered in your business, right?

(Speaker 1)
you have to know what that magic number is to know that everything past that point is profit, right? So if you don’t know what the baseline is that you’re shooting from, then you’re not going to be able to track anything after that as well. And kind of like Dominique said, you don’t want to be constantly chasing where you’re at and not know where you’re at. So you have to be able to define very, very clearly what that breakeven number is so that you can there project what the growth is going to be. And I’m also, I’m going to put it out there. I’m also a huge, huge believer in keeping your overhead low while you’re building.

(Speaker 1)
Now, step number three, you have to define how many hours per week that you’re willing to work. Now, everybody out there has different boundaries and different levels and different things they want to do. So I just know that today it’s Saturday when we are recording this broadcast. So to me, it’s very normal to work on a Saturday. To me, it’s very normal to work on Saturdays. Why am I saying that?

(Speaker 1)
Because for some people, it’s not Normal, or it’s not ethical or it’s not okay, or it’s not some people I know who are watching this show you work five days a week some of you are working four days a week some of you are working three, but I know that if it’s a day I’m gonna go to bed at nine And I’m gonna wake up at three and I’m gonna keep that pattern going six days a week because that’s what I like to do I also have one of my clients right now a very successful guy He came into my life years ago, and he’s gonna be on part two of today’s show and he came into my life He’ll be on part two of today’s show Daniel, and he told me he said clay I want to get to a situation where I can work out starting at like, I think he said three o ‘clock every day or two o ‘clock every day or whatever the number was. He’s like, I want to work really hard and then go hit the gym. And that’s exactly what he’s doing. He now has a very, very massively successful company.

(Speaker 3)
He’s a longtime client of ours. We’ve helped him scale this audio visual company. And that guy gets to work early. He works super hard, but when he’s done, I think he’s done at 2pm, he goes into workout mode, then he hangs out with his kids, and that’s his normal. So I want to get your thoughts on this, why is it important, Dominique, for you guys to know

(Speaker 16)
how many hours per week as a couple that you’re willing to put into this effort?

(Speaker 3)
Well, as a couple really, like if you look at the family side of it, you want to make sure that you discuss how many hours you want to work.

(Speaker 44)
You have that out in the open and then you have a stop time.

(Speaker 3)
Because we’ve had this issue before too where we’re, you know, working and then we set appointments and then he wanted to be done, then I want to be done, but he has an appointment or vice versa. And then there’s this frustration because, you know, our alignment on how many hours we wanted to work per week wasn’t the same.

(Speaker 1)
So making sure that you have that clearly written out and know, hey, we’re going to be available from 9 a . m. to 6 p . m. every day, Monday through Saturday, whatever that may be, just making sure that’s clear to avoid frustration in the relationship side of things, too. I think that’s super important.

(Speaker 1)
Well, you know, my wife and I tonight, we’re heading to a longtime friend’s birthday party and the birthday party. We don’t make any money to go to the party. I’m not trying to sell anything at the party. There’s no financial gain, a gain out of the party. But it’s it’s what we do as a couple. You know, last night we took the kids to a football game.

(Speaker 1)
My son runs the audio visual. I have three girls that do cheerleading. And we went to the game. We didn’t make any money. I wasn’t selling anything. But it’s just as important as the business.

(Speaker 1)
And so as a coaching program, we really try to help our clients have success with their faith, their family, their finances, their fitness, their friendship, and their fun. We want to make sure we’re focusing on all those areas. But step number four, you have to nail down your unique value proposition. What is it that you do differently? So I’m going to brag on you guys for a second. You guys consistently are gathering really nice video testimonials from clients that you’ve helped that are very happy with you guys.

(Speaker 1)
And it’s really hard. to get somebody on video testifying about the success that they’ve had if they didn’t have success. And so a lot of people are expressing that they’re very happy with the work that they’ve done. you’re doing.

(Speaker 57)
So you’re clearly doing something right.

(Speaker 4)
But Matthew, what is it that makes you guys unique? As everyone’s taking notes here, we’re on step number four. Step number four, folks, write that down. Define your unique value proposition. What is it that you guys do differently over there at LegacyFoundationGroup . net?

(Speaker 4)
Great question. So there’s there’s a monetary side of it. Right. And then there’s our process side of it. So monetary side of it is we are so confident in the services that we offer. We actually offer to pay our clients.

(Speaker 1)
Anybody who sits down with us will give you money if we can’t add value to what it is that you’re already doing or save you money. OK, so when it comes to the insurance side of things, that’s our value proposition there. and then additionally our processes we lead through education so everything that we do right when it comes to insurance and estate planning and this is actually a quote from you that is probably one of my favorite quotes right most people would rather get a root canal okay and go see their dentist than they would to go talk insurance and that’s just the reality of it So, but the problem is in the space that we’re in, in the world that we’re in, in the market that we’re in, right?

(Speaker 16)
A lot of people, they’re sitting down with an insurance agent, right? And they’re just hoping that they can save money or maybe get some sort of value, but they don’t actually know what it is that they’re doing.

(Speaker 3)
So we obviously have our value proposition because we’re confident in the products that we offer, but also in our processes, we sit down, we lead through education. We want people to feel like they’re making the decision and know that the decision that they’re making for themselves when it comes to their finances, is founded upon an understanding that they actually have. With this kind of a no -brainer, this value proposition, I’ve seen it work countless times for insurance people. Dominique, have you ever had people that are like, well, sure, I mean, if you guys will pay me to compare rates, I mean, I don’t want to compare rates, but if you’re going to pay me, sure, I’ll compare rates. Have you ever seen that happen, where somebody’s compared rates with you kind of reluctantly, and you’ve been able to save them money?

(Speaker 1)
Yeah, I mean, maybe not so much reluctantly, more and more skeptical of anything. A lot of people are very confident in what they have. They think what they have is the best.

(Speaker 4)
And then sometimes it’s a little bit of a shock and awe to find out that it’s not actually the best. So it’s really beneficial for everyone at that point because they get something of more value than what they currently have. And then we also have a client. So it’s a win -win for everyone. If people go to your website right now, LegacyFoundationGroup . net, if somebody goes there right now, do you guys do, Matthew, home insurance, life insurance, car insurance?

(Speaker 4)
What kind of insurance do you guys provide?

(Speaker 9)
A great question. So we do all of it.

(Speaker 1)
So we work with about 150 different companies.

(Speaker 4)
We’re non -captive, meaning that we’re not married to any one company. So we can do pretty much anything.

(Speaker 21)
Our specialty is going to be the life insurance and is in the estate planning.

(Speaker 1)
However, we have access to a plethora of companies to accomplish whatever anybody’s insurance needs are.

(Speaker 11)
Is it safe to say that you’ve been able to compare rates with somebody and help them save like $500 a year? Absolutely.

(Speaker 4)
Yes, sir.

(Speaker 1)
Do you see that you are able to often save people more than $500 a year to compare rates? Absolutely. Yeah. So on auto, generally it’s like a six month timeframe, right? So if we’re saving on $500 over that six months, then we’re actually looking at about a thousand to $1 ,200 a year that we’re looking at just on the home and auto side of things.

(Speaker 26)
Yes, sir. And this happens often?

(Speaker 1)
Yes, sir. Almost every client. We haven’t found a client that we haven’t been able to help yet. I encourage everybody out there, if you are concerned about your insurance rates going up, that you would invest the time and energy in comparing rates. I think that’s a powerful thing. It’s something we can do.

(Speaker 1)
I would argue that it’s a smart thing. If you’re watching today’s show, you say, well, we might as well compare rates and see if I can save some money. So again, that’s LegacyFoundationGroup . net. Let’s continue going here. Step number five, we’ve got to nail down the branding.

(Speaker 1)
And a big thing we do when we’re working with a coaching client is we’re just saying, hey, we’ve got to make sure and by the way, branding is just a perception that people have when they think about your business for the first time. That’s what branding is. So people do judge a book by its cover. People do judge a company by the website. People do judge jewelry based upon the packaging it’s delivered in.

(Speaker 1)
Michael Levine calls this the Tiffany theory. Someone says the Tiffany theory. What’s the Tiffany theory? Let’s have the Tiffany theory Michael Levine Michael Levine was the PR consultant of choice for a Nike for rents for Michael Jackson He came up with this thing called the Tiffany theory and somebody says well, what what is this? This is the Tiffany theory Michael Levine again. This is the top PR guy in the world He says if you give someone a present and you give it to them in a Tiffany box, it’s likely that they’ll believe that the gift has a higher perceived value than if you gave it to them in no box or a box of less prestige.

(Speaker 1)
That’s not because the receiver of the gift is a fool, but instead it’s because we live in a culture in which we gift wrap Everything. Our politicians, our corporate heads, our movie and TV stars, and even our toilet paper. And someone says, who’s Michael Levine? Look him up there. It’s Michael Levine right there. Someone says, I need to know who Michael Levine is.

(Speaker 1)
Tell me more. Who’s Michael Levine? You go to Michael Levine. You type in Wikipedia.

(Speaker 11)
This is a gentleman I’ve spent a lot of money with over the years. I paid him a lot of money. I mean, a lot of money to teach me PR. This is the PR consultant of choice for 34 Grammy Award winners, 43 New York Times bestsellers, 58 Academy Award winners, George Carlin, Barbara Streisand, et cetera. That’s that guy right there.

(Speaker 4)
So with the branding thing, when we take on a coaching client, what we’re doing with you guys is we’re partnering up with you in a non -equity kind of way.

(Speaker 1)
And we’re saying, Matthew, we’ve got to make sure that your website looks great, your logo looks great.

(Speaker 16)
And when people find your website, they’re able to find objective reviews and video testimonials. Can you talk about what the process has been like, Matthew, working with our team, helping you to upgrade or give your website, your brand, that first step?

(Speaker 3)
result.

(Speaker 1)
Yeah, absolutely. So when it comes to working with your team, you guys have been fantastic every step of the way. And kind of like what you said at the very beginning, branding is how people perceive you. Right. And and the reality is we might have the most amazing services on planet Earth, but if people don’t know about it, then it doesn’t matter. Right.

(Speaker 1)
So there’s marketing and branding go hand in hand. So you the the talent and the ideas and the perspective that your team has had when presenting us with the ideas that we need to apply to our business to be able to help solidify our brand and change the perception that the clients have in the marketplace has been top -notch and absolutely changed the way that our business has been able to grow. Dominique, do you ever get comments from potential clients that say, wow, we watched your testimonials, or man, I read your reviews, or something where they would indicate that branding may be working for you? Yes, yeah. More often than not, they’re really like, they tell me that that is kind of their, that was their deciding factor on going with us is the reviews, is the testimonials, is even just the way the website looks, like even coming down to the looks on the website itself.

(Speaker 56)
So it has helped tremendously.

(Speaker 11)
And again, folks, if you’re doing branding, it’s more like planting a garden, okay? So you plant a garden, that’s exciting, that’s an event. But the process of pulling the weeds every week, watering the garden, that daily diligence, that’s what branding is. You’re doing it consistently over time. So every week, we’re adding videos, images, search engine content, more Google reviews. Matt, can you talk about the importance of having a coach meeting with you guys on a weekly basis to make sure that we are getting video testimonials?

(Speaker 11)
images, search engine content, and more Google reviews. Even though it’s a repetitive thing, you got to nail that down. The videos, the images, the search engine content, the more Google reviews. Could you talk about the importance of having a coach who’s myopically focused on making sure that happens? every week? Yes, sir.

(Speaker 11)
Absolutely. So it comes down to accountability, right? That’s really, truly what it comes down to. The, the path to success, the path to growth, it’s not new, right?

(Speaker 1)
It’s been done before. However, a lot of times the reason why people are not doing it is because they don’t have somebody to hold them accountable. So I’m working with your guys. This team has been fantastic because every single week I know, and I was right. Make fun and poke fun at your guys’s team that you guys are going to harass us in some way, but there is no questions as to what we need to be focused on. And having that accountability has absolutely changed it, right?

(Speaker 1)
I don’t like to lose. I’m not a loser. I’ve never been a loser. Dominique is not a loser. So if somebody says, hey, here’s a challenge on the table, go make it happen, then we’re going to absolutely rise to the occasion. So the accountability has been out of this world.

(Speaker 1)
Now, Dominique, one of the things that I, and you guys have been to my office, so you’ve seen this, but I have all these books on my desk that I’ve read, and this is like the Rich Dad Guide to Investing, or this is the Collapse of the Dollar, and I’m just myopically obsessively reading all the time. And what I try to do is to take all that knowledge and put it in a blender almost, and then put Hooray that thing and give it to you in the most simple -to -apply platform possible. I never want you to leave a meeting with a lack of clarity. I never want there to be a spirit of vagueness or confusion. This is not a pro -Christ broadcast where I’m trying to share the faith with everybody.

(Speaker 3)
do have that worldview and I do believe that Satan is the author of confusion and I think a lot of times there are maybe well -meaning marketing people, leadership people, they make everything confusing and I’m not saying they have a satanic agenda but there are people you can sit there and listen to them and really have a hard time to understand what they’re talking about and our goal is to make sure you leave that meeting knowing your three -legged marketing stool and so I want to talk about that for a second for your company. Every week we’ve got to make sure we’re gathering objective video reviews and Google reviews. That’s kind of leg one.

(Speaker 1)
It has to happen every single week. We also have to have this Dream 100 going. We’ve got to be reaching out to centers of influence. That has to happen. And then we have to write that search engine content.

(Speaker 1)
So we’re video reviews, Google reviews, Dream 100, got to write content. And it’s all three spinning plates at the same time. Could you talk about maybe the peace of mind that that gives you having a clear plan? uh incredible peace of mind um it’s getting everything together was it was a lot to begin with but what once it was all there once everything was out all the instructions you need to do x y and z every week this needs to happen the the weekly meetings having that clarity it’s brought so much peace of mind because to be honest before we we met with your team we kind of were just Spiraling we didn’t really know exactly what we needed to be doing, but we knew we needed to be doing something So meeting with you guys you guys coaching us and really telling us this is what you need to do. Here’s the clarity It’s brought it’s it’s it’s incredible. Peace of mind incredible.

(Speaker 1)
Peace of mind Now, one of the things that we’re doing and where we’re dialing in these systems now, we’re really moving, we’re dialing in the systems. And if we have this conversation same time next year, the sales will continue to grow and grow and grow. But we have to create these sales conversion systems, step number seven. So step number six was create a three -legged marketing stool and a powerful no -brainer offer. Step number seven, you have to create a sales conversion system. What does that mean?

(Speaker 4)
You have to have a call script. You have to have lead tracking. You have to call all the leads until they cry, buy, or die. When a lead comes in, someone fills out the form. Someone, an inbound lead, fills out the form on your website. We have to call the leads until we cry, buy, or die.

(Speaker 4)
We have to track the success or lack thereof.

(Speaker 1)
We have to have a call script, recorded calls. There’s a whole system for that. Matt, how much has it helped for you building a sales system where we’re starting to script everything and getting all these lines or statements that may work or power statements or proof statements or facts? or all that information, all the value proposition stuff, all the sales books, all the things you’ve learned, and getting it into a simple system. How much is that helping? It’s tremendous.

(Speaker 1)
Okay, so I’m going to talk about a little bit from obviously business owner perspective. There’s self -employed, right, where you’re the one doing all the work, and then there’s duplication. So I’m a huge, huge believer in duplication and being able to have those systems, being able to have the word -for -word scripts, being able to have this is what we’re going to do over and over and over again, has allowed it to where we’re not trying to reinvent the wheel, right?

(Speaker 3)
We’re not trying to change anything. What we’re doing is we’re following the system that’s in place, we’re following the scripts, and it’s allowed us to actually be able to duplicate that out into our team. So instead of Dominique and I running around having to do everything right right now as we talk our team is also still helping helping clients because of the duplication that’s come from those systems.

(Speaker 55)
This is powerful stuff.

(Speaker 3)
I hope somebody’s taking notes right there what he just said. That’s powerful stuff. Now we move on to step number eight. You got to figure out how much money it costs you to get a new customer. So Dominique, you know, it does cost money to do marketing, it does cost money to, to do the marketing, whether it’s hosting the website, whether it’s online ads, whether it’s hiring a team of callers to make calls, it does cost money to generate leads. How important is it for you?

(Speaker 3)
How important is that tracking sheet for you, Dominique?

(Speaker 1)
Or how important is it becoming having that weekly tracking sheet that you can go back and see the numbers. It’s very, very important to know exactly what’s going out, what’s coming in, the conversion rates. I’m going to put my hands up and say I am not a Google Sheets person. I don’t ask me to put formulas in. Don’t ask me to do it. But the way your team has it set up, it’s super easy.

(Speaker 1)
It’s super simple.

(Speaker 4)
All I have to do is plug in our income, plug in our expenses, plug in this lead, what referral source. It just it does it all.

(Speaker 1)
And it just it simplifies everything so much. And it’s incredibly important to make sure that you know that per client, per, you know, per person you bring with you. on to the team whatever it is this is the return this is the expected expense on it so it’s it’s it’s incredibly important and and everyone should have that that tracking going. Matthew I talked to a wonderful uh listener the other day and they told me they said clay I don’t know I don’t know if this is a good thing or bad thing but you should know because I talk to people when they go to thrive timeshow .

(Speaker 3)
com and they request tickets for conferences I talk to them I talked to this person they said I think you should know I said well what should I know they said you know I was maybe halfway through one of your shows.

(Speaker 33)
I don’t think I was mentally listening.

(Speaker 16)
I was doing some paperwork, and I was just kind of in the background. But then you asked your guests midway through to kind of restate how much growth they had. And it occurred to me, holy moly, that’s a lot. So could you maybe restate, for anybody out there that might have missed that earlier, what kind of growth have you had in terms of lead production so far, Matt, with your business? Absolutely. So we went from five client -facing appointments per week to now around averaging 10 per day.

(Speaker 16)
And then ROI, if somebody wants to listen in and check in, ROI just last month versus what we put out versus the amount of business that we wrote was over 900 % return. 900 % return, that’s a 900 % return. Again, I encourage everybody out there, please believe in yourself enough to believe that you can do this. I just, one of the things, and Matt, you guys shadowed, Dominique, you shadowed, and I try to, when people shadow, I say, look, I’m gonna hop in my white van and drive from point A to point B, I’m having a staff meeting, I’m doing the things, and you get a chance to see the employees, you get the chance to see the white van, you get a chance to see the staff meeting, get the chance to see, and hopefully through that process, you see that the people working here are real, the results, people like this, you are having are real.

(Speaker 1)
What do you say, Dominique, to somebody who’s thinking about going to one of our in -person workshops, or maybe they’re thinking about scheduling a 13 -point assessment, but they’ve yet to pull the trigger? Just do it. Just do it. it. Don’t wait. Nothing’s going to happen that’s wrong.

(Speaker 1)
You’re either going to learn from that meeting and maybe you don’t start, that’s up to you. I suggest you do. But really, once you step through that door with Clay’s team, it’s incredible. You guys, just do it. If you’re on the fence about it, whether it’s going to the conference, whether it’s signing up, doing the 13 -point assessment, all I have to say is just do it. Just do it.

(Speaker 1)
That’s it. That’s all I have to say. Matthew, for people that are on the fence, I want to ask you a similar question. I always tell people what we do is very analogous to personal training, but for business.

(Speaker 11)
So if you have a personal trainer, the idea theoretically is you want to enhance your physicality, your health. And maybe you need some coaching with your nutrition. You need some coaching with the actual workouts themselves. You need accountability. You need all those things. And it’s execution of all those things that allows people to transform their physique or their level of health.

(Speaker 11)
For business coaching, it’s the same thing. And we do photography.

(Speaker 1)
video, web, search engine, tracking, online advertisement, but it’s all in one place. I wanted to ask you, how much has it helped you knowing that, hey, you guys are going to, my company, we’re going to charge you $1 ,700 a month, 1 -7 -0 -0. It’s a flat rate and that it’s not going to go up. There’s not a surprise bill. We’re not charging you per call, per email, per hour. How much has that helped you knowing that all of that, including the conferences, is all included?

(Speaker 1)
It’s been, like Dominique said, it’s been life -changing. People need to just do it. The reality of being a business owner is that not everybody can do it, right? So when people are a business owner and when they want to grow and when they want to go and try to build something, it can feel very lonely, to be honest with you, right? It can feel very isolated. So being able to plug in with a team, have a flat rate, you know what to expect, you know what you’re going to get, you know the growth that can come from it.

(Speaker 1)
Just plugging in, being able to make that decision has been life -changing for a lot of people. and our business. Now, folks, I’m going to tell you this here for the sake of time. I’m going to fire through these final steps here. Step number nine, you want to create repeatable systems and processes. As Matthew mentioned and Dominic mentioned earlier, that’s where you can work on your business and not just in your business.

(Speaker 1)
Your business can create time and financial freedom for you. Step number 10, you want to create a management system. How do you hire, inspire, train, and retain talent? good people. How do you find good employees? How do you hire, inspire, train, and retain good employees?

(Speaker 1)
How do you do that? Step number 12, what are your HR systems? Your Indeed posts, your online job posts, your employee handbook, your employee… How do you onboard new employees? What’s the system for that? Step number 13, accounting.

(Speaker 1)
It’s not about how much money you make, it’s about how much money you keep. That’s just in. It’s not about how much money you make, it’s about how much money you keep. And step 14, you need to determine what is the point of even achieving financial success. You want to have success in the areas of your faith, your finances, your fitness, your friendship, and your fun. Somebody watching today’s show, what you’re doing, oh yes, you are thriving with your fitness, but your business is not doing well.

(Speaker 1)
So your finances are not doing well, but your fitness is great.

(Speaker 27)
Somebody else watching this, your fitness isn’t great, but your finances are great.

(Speaker 1)
Somebody else watching this, oh, your faith is incredible, your family loves you too, but you’re not making any money, their finances are struggling.

(Speaker 26)
So it’s how do we have success with faith, family, finance, business?

(Speaker 48)
Fitness Friendship Fund, how do we do it all?

(Speaker 11)
That’s what the business coaching program, that’s what it’s all about. That’s what our conferences are all about. It’s about implementation.

(Speaker 1)
It’s not about just general education. It’s about implementation. I’m gonna go to you, Matt, then I’ll go to Dominique for a final word there. Matt, what do you say to anybody out there that’s going, okay, okay, I’m thinking about going to the Legacy website. I can’t remember what it is. Clay, pull it up again.

(Speaker 54)
Legacyfoundationgroup .

(Speaker 3)
net. What do you say to anybody out there that’s thinking about comparing rates your wonderful company, LegacyFoundationGroup . net. Matt, what say you? I I say the worst case scenario.

(Speaker 3)
Worst case scenario is you walk away with some money that I gave you, right? Best case scenario is you can absolutely transform, change your finances, and your insurance situations. Dominique, for anybody out there that’s saying, OK, I like what Matt said, but I kind of like you more. I like him, but I like you more.

(Speaker 1)
I like her. I like her. She seems more credible. Why should everybody check out LegacyFoundationGroup . net? We truly care about our clients, no matter who calls in, who sends a form in.

(Speaker 1)
We really care about our clients, whether it comes down to needing a right review or life insurance, or they want to know about state planning or financial education. We truly want the best for everyone that comes through our doors. Guys, just know that you’re going to be welcome here. We’re going to make sure we do our best to take care of you. And we just we just care about everyone. Our goal as you know, as a couple and as legacy foundation group is impact.

(Speaker 1)
We want to impact people for the better. So just keep that in mind, guys.

(Speaker 53)
Like we really, really just want to to impact everyone for the better.

(Speaker 4)
Matthew, Dominique, thank you so much for carving out time for us. I encourage everyone, check out that website. That’s legacyfoundationgroup . net. Now on part two of today’s show, we’re going to interview a long -time client, and this guy is in the audio -visual space. And he’s now doing the sound and audio and visual for some of the biggest companies in America.

(Speaker 4)
And this is a guy who, you know, he left the safety of his other job to start his own thing. Now he’s one of the most successful people in the world at what he does. And he wraps his day up, I believe, before 3 o ‘clock. every day to hit the gym. So it’s a powerful story. So stay tuned for that.

(Speaker 4)
Thank you guys so much for your time. And we’ll talk to you soon. Sounds good. Thank you. My name is Daniel Connell and my company is DC pro LVA for lighting, video and audio websites. Real simple for our website.

(Speaker 4)
It’s dcprolva . com. I’ve started with you guys actually looked, it was two years ago this month, gross revenue has grown two and a half times since then in our company. Beyond that, we are standing at the door right now of another major push. I can see it.

(Speaker 4)
I can see it coming. The pieces are getting into place. So have this conversation with me again a year from now, and I bet I can say the same thing again, that we’ve grown two and a half times just between now and then. We kind of exist in two spaces. A huge client pool of ours is houses of worship, you know, mainly churches. We’ve worked a lot of big clients in that area.

(Speaker 4)
Bethel Church, Elevation Church, Life Church here in Oklahoma, Church of the Highlands out of Alabama, you kind of name it. If you’re a large church in those areas, we work with them. But what I always like to stress when I say that is Those are fun to work with. Some of our favorite clients are the smaller churches around, you know, the ones that just want to have a good way to communicate with their congregations. So smaller churches shouldn’t hesitate to reach out to us. We also do a lot in the corporate space.

(Speaker 4)
We work with Turning Point USA, Charlie Kirk. I know a lot of your listeners are probably very familiar with Charlie, the awesome work he does. We do all the Turning Point events. We had the honor of providing lighting for 11 of President Trump’s stops that he did with Turning Point on the election cycle. Hopefully going to have some more here. And, you know, occasionally we get to work with with other more unique artists and clients.

(Speaker 4)
We’ve worked with Nitro Circus, which is the guys that do the crazy backflips on the motorcycles. We’ve worked with SpaceX, Tesla, a lot of big corporate events. So again, I know a lot of your listeners are people that own corporations, run companies. Having events that are presented with excellence, so it represents your company well, is huge. And that’s a lot of what we do is helping other companies with that. LVA company, you know, we put lighting first where it belongs that at the tail end, but we do all that pretty much any anything We’re gonna have a live event where you’re gonna have an audience a crowd a church service a concert a corporate event We specialize in all those types of things and we’re also starting to branch out into TV studios

(Speaker 4)
spaces, corporate boardrooms. You know, I can’t imagine a bigger failure than when you’re in a corporate boardroom and you’re trying to communicate with a client and you’re having ADL failures. You know, you’re not linking up to your Zoom correctly. You don’t sound well, you don’t look well. Even, you know, right here in my little office, we make sure we have proper lighting, proper microphones. I want to sound good.

(Speaker 4)
I want to look good. So we’re also starting to help people with that. But I was the technician mindset. So I understood how to do the service work that we do very well. I didn’t know how to lead a team doing it. I didn’t know how to structure, you know, our sales team properly to take that load off.

(Speaker 4)
And You know, I found myself just showing up at the office every day and going, what, what, what hill do I need to climb today? And what that usually meant is that other people got to take control of my time. You know, whether it be my employees or our customers, they dictated what my days looked like. You know, when I reached out to you guys and started working with you, what I thought, you know, and what I thought I wanted from you guys was a bunch of pre -built systems that you would hand off to me and go, okay, here’s the way you need to do it. What you did and what has been the real secret for me is that you worked on me first. And example, right here in front of me, if I’m looking at my desk, This is my daily clipboard I carry around.

(Speaker 4)
It’s got my calendar on one side, my to -do list on the other. Such a simple thing, literally life -changing. This is the first part of my day every day. And what I have found is this has been such an anxiety relief, such a stress relief that allows me to step away from the working in my business and work on my business. Because before I get to that point every day, I can look through and go, no, that’s not something I need to do.

(Speaker 27)
At the bottom of that to -do list, what you probably couldn’t see, because I showed it pretty fast, is I have a delegate section on my to -do list where I will start to write a note for me and go, no, someone else can do that. And I’ll put it in the delegate.

(Speaker 1)
That pre -planning of my time has made us millions of dollars. The major benefit for me is, you know, and again, initially my pushback was that we have QuickBooks that we use. It shows me all this. No, it definitely does not. What we’ve been able to identify because of the uniqueness of the industry here, in, we don’t have short -term payoffs.

(Speaker 1)
We don’t have clients giving us money every single day. We get money in big chunks spread out over a larger period of time. What it’s helped me identify is a weird cashflow variable within our industry that we didn’t understand before. And we can kind of do this over the week. So I will have three or four weeks in a row with a low cashflow season, and then I’ll have two or three with a high cashflow season.

(Speaker 4)
What that has allowed us to start doing now is adjusting our spending where we’re doing it at the peaks and not in the valleys of that cashflow. Seems like a minor thing, but has kept us from either number one, missing opportunities, because we were trying to time the cashflow at the wrong time. or just not spending that money in the proper place.

(Speaker 1)
Folks, on today’s show, I’m super excited to introduce you to an entrepreneur that’s having a lot of success. Why? Because I think when I interview someone like Wolfgang Puck or John Maxwell or the founder of FUBU or an Eric Trump, I think it seems sometimes unapproachable. I think sometimes when you see somebody who’s having that level of success, it seems unapproachable. Then I think there’s somebody watching today’s show, and you’ve got an idea for a startup. You want to start something.

(Speaker 1)
Or maybe you have a company, and you’re just kind of stuck. And you say, I want to have massive success, but I need to hear a success story of somebody else that has done it, that is doing it, somebody who’s in the trenches with me.

(Speaker 4)
Because it’s going to build your confidence and your faith that you, too, can do it.

(Speaker 29)
And so on today’s show, I want to introduce you to a man who has built and is building a super successful company that’s adding a ton of value.

(Speaker 1)
It’s adding a ton of value in the audio -visual space. Daniel Kanell, welcome on to The Thrive Time Show. How are you, sir? Thanks so much. I’m doing great. I think that may be one of the best compliments I’ve ever gotten, definitely the best introduction I’ve ever gotten.

(Speaker 1)
Well, I appreciate you very much. I know there’s somebody watching this going, is this guy an AI model?

(Speaker 4)
Is he real? So can you share with us your first and last name and the name of your website? Absolutely. My name is Daniel Connell. My company is DCProLVA, for lighting, video, and audio. Our website’s real simple for a website.

(Speaker 4)
It’s DCProLVA . com. OK, I’m going to pull it up real quick on the screen so people can verify that it is a real website. And for anybody out there who is kind of watching today’s show and you want to add value to today’s guest, if you go to dcprolva . com and share that link on your social media, what that does is it helps Daniel’s website rank higher in the search results, too. So if you’re watching today’s show, go to dcprolva .

(Speaker 4)
com. Click there right now, and you can see the website, and you can verify he’s a real person. Daniel, you work on some of the biggest projects in America, some visually spectacular things. Tell us, over the years, who are some of the projects or what kinds of projects have you worked on over the years? Absolutely. We kind of exist in two spaces.

(Speaker 4)
A huge client pool of ours is houses of worship, mainly churches. We’ve worked a lot of big clients in that area.

(Speaker 1)
Bethel Church, Elevation Church, Life Church here in Oklahoma, Church of the Highlands out of Alabama. You kind of name it. If you’re a large church in those areas, we work with them. But what I always like to stress when I say that is Those are fun to work with. Some of our favorite clients are the smaller churches around, you know, the ones that just want to have a good way to communicate with their congregations. So smaller churches shouldn’t hesitate to reach out to us.

(Speaker 1)
We also do a lot in the corporate space. We work with Turning Point USA, Charlie Kirk. I know a lot of your listeners are probably very familiar with Charlie, the awesome work he does. We do all the Turning Point events. We had the honor of providing lighting for 11 of President Trump’s stops that he did with Turning Point on the election cycle. Hopefully going to have some more here.

(Speaker 1)
And, you know, occasionally we get to work with other more unique artists and clients. We’ve worked with Nitro Circus, which is the guys that do the crazy backflips on the motorcycles. We’ve worked with SpaceX, Tesla, a lot of big corporate events. So again, I know a lot of your listeners are people that own corporations, run companies. Having events that are presented with excellence, so it represents your company well, is huge. And that’s a lot of what we do is helping other companies with that.

(Speaker 1)
If you had to describe the services that you provide, would you describe yourself as audio -visual lighting? Or what do you call that? What’s kind of the industry terminology that would be best used to describe what you do?

(Speaker 4)
Absolutely.

(Speaker 1)
And you kind of hit the nail on the head there.

(Speaker 27)
It’s audio, video, lighting, AVL.

(Speaker 1)
We made a little joke in our name.

(Speaker 52)
My personal background is as a lighting and production designer.

(Speaker 1)
So we decided to switch it up and call ourselves an LVA company. You know, we put lighting first where it belongs, sit at the tail end, but we do all that pretty much any, anything. We’re going to have a live event where you’re going to have an audience, a crowd, a church service, a concert, a corporate event.

(Speaker 4)
We specialize in all those types of things. And we’re also starting to branch out into TV studio spaces, corporate book boardrooms. You know, I can’t imagine a bigger failure than when you’re in a corporate boardroom and you’re trying to communicate with a client and you’re having AVL failures. You’re not linking up to your Zoom correctly. You don’t sound well. You don’t look well.

(Speaker 4)
Even right here in my little office, we make sure we have proper lighting, proper microphones. I want to sound good.

(Speaker 1)
I want to look good. So we’re also starting to help people with that.

(Speaker 33)
So for anybody watching today’s show, if they want to hire you guys or learn more about your services before we get into your story, everybody go out there right now to dcprolva .

(Speaker 1)
com. Who’s your ideal and likely buyer?

(Speaker 4)
work with? Is it typically churches? Is it corporate America? What’s kind of your ideal and likely buyer? We are between 60 and 70 % of our clients being churches. And again, I mentioned some big names in the church world there.

(Speaker 4)
We work with all sizes. Even if you just need some good speakers to make sure your pastor’s voice is clear with every seat in the room, we can serve churches that size up to the biggest in the country. After that, we work with a lot of corporate companies. We do less and less of the musical concerts and things of that nature anymore. But if you’re a corporation that wants to host an event for employees, you want to host an event for clients to come to, We’d be a great company to reach out to, just to make sure your message is presented with excellence.

(Speaker 4)
Now, how did you first start this company? Again, for anybody out there, if you’re listening right now and you’re taking notes, it’s dcprolva .

(Speaker 1)
com. How did you start dcprolva . com? What was the process like? Very bad. No, this is all I’ve done my whole career.

(Speaker 1)
I’ve been a lighting production designer until DC Pro started about six or seven years ago. I hired my first full -time employee in January of 2020. So I kind of consider that personally the start of the company when I started bringing more people into it here. And for anyone out there that’s read the book E -Myth, That’s how I started the company. I started the book as a technician and going, well, I know how to do lighting production very well. So I bet I can get people to buy it.

(Speaker 1)
And after a couple of years of doing that, I realized I needed help. And that’s where I reached out to people like you guys to help show me how to not just do the work of the business, but build a business out of it. Um, so we started out by just, uh, using my network people. I already had relationships with and going, Hey, Rather than just hiring me to provide the service for you, now we provide product. Now we provide rental solutions. Now we provide this, and just building off of my network.

(Speaker 1)
And then what you guys have helped me with so much over the past couple of years of working with you is figuring out how to start to reach outside of my network to new customers, new leads that we don’t have an existing relationship with. Now, on part two of today’s show, I kind of teed it up. So I’m going to put Michael Gerber. I did an interview with Michael Gerber. I’m going to add it to part two of today’s show. Michael Gerber is the author of the E -Myth, because years ago, I met Michael.

(Speaker 1)
And Michael and I were comparing notes, and he was asking me, where do you see clients that are typically stuck? Where do you see it, business owners? Clay, where do you see? And I said, well, in your book, as you articulated, Michael Gerber wrote that most entrepreneurs are technicians that are working in their business rather than on their business. And I said, Michael, what I find, the challenge I find when I work with clients is that they theory or the idea, the belief of, hey, I should work on my business, that is absolutely something people believe in.

(Speaker 1)
But then there’s the urgency of needing to sell something at a profit. Another example is there are people out there that are watching today’s show and they say, man, I want to achieve physical fitness like Daniel has. I want to be physically fit like Daniel, and I want to do it. I want to take my fitness goals to the next level. However, they have a job that has them work in the night shift. And they’re kind of viewing it like, I can’t focus on fitness until I’m done with the night shift.

(Speaker 1)
Or I can’t start working on my business until I actually get to a certain place financially. Then I’ll work on the business. I can’t work out until I get to this spot in my life with my schedule. And what I find, and I told Michael Gerber this, I said, it’s the messy middle. That’s what I help clients through is that messy middle. So I want to get your thoughts about the messy middle because you have the biggest organizations in America and middle -sized companies reaching out to you every day.

(Speaker 1)
Meanwhile, you’re trying to work on the business. What was the biggest challenge or what is the biggest challenge of working through that together over these past couple of years?

(Speaker 4)
You know, I think personally for me, the biggest challenge was I went from being exactly like you said, a technician, which by the way, please tell Mr. Gerber, I’m reading his book for the third time right now.

(Speaker 1)
And it’s, it’s like, I’m reading it again for the first so valuable, but I was the technician mindset. So I understood how to do the service work that we do very well. I didn’t know how to lead a team doing it. I didn’t know how to structure, you know, our sales team properly to take that load off. And, you know, I found myself just showing up at the office every day and going, what, what, what hill do I need to climb today? And what that usually meant is that other people got to take control of my time.

(Speaker 1)
You know, whether it would be my employees or our customers, they dictated what my days looked like. You know, when I reached out to you guys and started working with you, what I thought, you know, and what I thought I wanted from you guys was a bunch of pre -built systems that you would hand me. off to me and go, okay, here’s the way you need to do it. What you did and what has been the real secret for me is that you worked on me first. An example right here in front of me, if I’m looking at my desk, this is my daily clipboard I carry around. It’s got my calendar on one side, my to -do list on the other.

(Speaker 1)
Such a simple thing. literally life -changing. This is the first part of my day every day and what I’ve found is this has been such an anxiety relief, such a stress relief that allows me to step away from the working in my business and work on my business because before I get to that point every day I can look through and go no that’s not something I need to do. At the bottom of that to -do list what you probably couldn’t see because I showed it pretty fast is is I have a delegate section on my to -do list where I will start to write a note for me and go, no, someone else can do that. And I’ll put it in the delegate. That pre -planning of my time has made us millions of dollars.

(Speaker 1)
This, what you just said, I literally just got goosebumps. This is exactly, I mean, again, I tell people who watch this show, they say, why do you do it? Folks, I’m 44 years old. When I grew up, my dad was delivering pizzas at Domino’s. He was working at Quick Trip the night shift.

(Speaker 4)
He was absolutely doing the very best he could to provide for my family. He had a college degree, so he was trying to provide for my mom and my brother and I, and he just didn’t know how to do it. And so every time I talk to somebody, whether it’s you, Daniel, or somebody online, or someone who comes to our workshop, I try to speak to, not in a new age kind of way, but I try to speak to Tom Clark, my father, may he rest in peace, because he had to exchange the night shift and virtually every holiday and every day to put food on our table. And he didn’t know how to do it. He didn’t know how to grow a company. And I think that’s a really valuable thing about coaching is it’s different to have somebody tell you, hey, go do this.

(Speaker 4)
But coaching is the follow -up to make sure we’re actually doing it. And I think that’s a powerful thing. is the follow -up. But I want to get your thoughts on this, because if you’re new to coaching or new to having somebody helping you grow your company, it can seem tedious. It can even be frustrating having somebody follow up when you’re working on yourself. But really, that’s why I see professional athletes have coaches.

(Speaker 4)
People that are in great shape tend to work out with a partner or a group. People that have strong financials tend to work with an accountant or a financial coach. Can you talk about just the nature of the coaching relationship? Because I do think it can be tedious. It can be redundant. It could be, but it needs to be.

(Speaker 4)
It can be and it definitely was. And I even went through a cycle with you guys where I wasn’t sure what we were doing. And I went and talked to my coach about it. And luckily, I got some clarity through that. But what the big mental shift for me was, like I said a second ago, I thought you guys were going to work on my business for me. And that was just a misunderstanding on my part.

(Speaker 4)
It’s exactly what you said. It’s coaching. You’re working on me. so that I can work on my business.

(Speaker 1)
You know, some of the the tedious tracking, again, I didn’t understand in the beginning, you know, some of my pushback to my coach was we already have systems in place for this. You know, we have things that do this. But what he pointed out very clearly, we have those, but I couldn’t explain them to him at a granular level. And if I can’t, as the owner of the company, explain it to my coach of how this works in our company and what it’s tracking, it means that it’s not actually working. So the tracking sheets that you guys have us do. I have a much more of a granular understanding of the finances of our company now than I ever did before.

(Speaker 1)
Tracking our Google reviews. I’m gonna be real honest. My industry, I did not in the beginning think that was something that was valuable. I was so wrong. And it’s not just getting the Google reviews to improve our SEO. What it’s done is help build processes within my team to where I’m giving my guys ownership over that property.

(Speaker 1)
I’m getting buy -in from them. So the result of the Google reviews is, rather than just benefiting, like I said, our SEO, it’s taught my team to, at the end of the project, to go talk to the clients. to get the review from them, to find out what went well, to lean into it. So all of that stems from these little, like you said, somewhat tedious things. But what I’d say with anybody that starts coaching with you guys, it took me probably seven to 10 months before I really got it. And once I did, the value is off the charts.

(Speaker 1)
Now, I’m going to unpack.

(Speaker 4)
I was taking notes here as you were talking. There are six areas I’m going to have you unpack one by one with the limited time we have here. So first off, as I was taking notes, tracking. System number one, tracking. I find that most business owners don’t track. Let me give you an example.

(Speaker 4)
Charles Kola, I’m going to pull up his website real quick, longtime client of mine, unbelievable guy, probably the most physically fit specimen I’ve ever seen in my life. This guy, he is jacked. Charles is absolutely focused on fitness. And if you’re around him, he’s always taking notes on what he’s eating. He tracks every meal, what he eats, and what he does in the gym. And he looks like it.

(Speaker 4)
And so Charles is very intentional about tracking in the areas of fitness.

(Speaker 1)
And when I started showing him how to track in business, it resonated with him. It connected with him because he goes, OK, I do that in the gym.

(Speaker 30)
I don’t know why I’m not doing it with my company.

(Speaker 1)
And I think somebody out there watching today’s show, you’re maybe just new to tracking. How does it help you to see a tracking sheet where you can see each week what got done or what didn’t get done or where you can see all the results in one place? Yeah, the major benefit for me is, you know, and again, initially, my pushback was that we have QuickBooks that we use. It shows me all this. No, it definitely does not. What we’ve been able to identify, because of the uniqueness of the industry here,

(Speaker 1)
in, we don’t have short term payoffs. We don’t have clients giving us money every single day. We get money in big chunks spread out over a larger period of time. And What it’s helped me identify is a weird cashflow variable within our industry that we didn’t understand before. And we can kind of do this over the week. So I will have three or four weeks in a row with a low cashflow season, and then I’ll have two or three with a high cashflow season.

(Speaker 1)
What that has allowed us to start doing now is adjusting our spending where we’re doing it at the peaks and not in the valleys of that cashflow. Seems like a minor thing, but has kept us from either number one, missing opportunities, because we were trying to time the cashflow at the wrong time. or just not spending that money in the proper place. Now, the next area I wanted to get more detailed into is online reputation management. You go to dcprolva . com.

(Speaker 1)
I was having this conversation with Eric Trump, actually. It’s very interesting. He came and spoke at, what, I think we’ve done 26 events together. But the first one he came to, one of our attendees said, what does he do? I remember they came up to me in line. This is Eric Trump.

(Speaker 1)
They come up to me. This is President Trump’s son. And one of the attendees says, what does he do? What’s his job? Does he help manage things? Or what does he do?

(Speaker 4)
And I remember thinking to myself, that is so commonly asked to me. People always say, what does Eric do? And I explained to him, well, Eric Trump, you know, he actually runs the Trump organization. Like, you talk about the Trump organization, who runs it? That’s Eric Trump. OK, so the guy who manages thousands of employees.

(Speaker 4)
And I said, Eric, I don’t think most people know what you do. And he’s like, really? And it was kind of, he didn’t know that people didn’t know what he does. And I think the same thing’s true with your business. People go to your website and, uh, almost like the best kept secret.

(Speaker 4)
People didn’t know that you had done projects for certain people unless it’s documented on the website, unless you have images to prove you’ve done what you’ve done, unless you have testimonials or reviews of some kind. People wouldn’t know that you’ve done the audio visual for some of the Trump rallies and the Charlie Kirk events in Bethel unless you had documented it. Could you talk about that? you’re a humble guy and I know you don’t like to spend your time talking about yourself, which is part of the problem from a branding perspective. Can you talk about that for a second? Like this, the importance of, or maybe how that’s helped you by documenting over the years, some of the events you’ve done in the past.

(Speaker 4)
Actually, it’s funny you bring that up. This is something we’re in the middle of right now. I’ll share the bad with the good. This is an area we’re really trying to work on still. That website you keep bringing up, that’s actually our old website. You guys are helping me, as we speak right now, get the new website launched.

(Speaker 4)
I’m very much in the middle of doing what you’re talking about.

(Speaker 1)
It’s that. I don’t have a marketing background. So anytime I focus on marketing, to me it feels like bragging. It feels like I’m trying to show off. No, I’m trying to tell people and communicate about my business. We’re very much still in the middle of this right now.

(Speaker 4)
A lot of what you guys are helping me with, we’re doing both printed marketing materials. I haven’t had a great way when my sales team, my business development team goes and meets with clients to have an easier visual of showing, hey, here’s what we do. And one of the things I’m noticing as the business continues to expand, When you’re the founder, it’s one thing to be able to stand there and go, yeah, I did this. I was there. And you can speak about it to a different degree than the people on your team can. So as we speak, going through and giving our team a lot of those materials they need to show, here’s what we do as a team.

(Speaker 4)
Here’s what the history of the company did. We’re both doing that on the website. You guys are personally working with me on that. And then across the board, we are doing a whole marketing push of printed documentation, easy one flyer handouts. That’s one you guys have helped me understand a lot better.

(Speaker 4)
It’s just having something I can put into a customer’s hand that gives them a quick, simple, easy to explain overview of what we do and who we are. Tying into the next item here, building systems that other people who are not experts can do. That’s a big thing. I call it the curse of knowledge, but it’s where you’re really good at graphic design, so you hire somebody with a graphic design degree, and you assume they can do what you want them to do, but they can’t.

(Speaker 1)
It’s where you have an audiovisual background, so you hire somebody with an audiovisual degree, and you think they can do what you can do, but they can’t. And so building systems that other people can use, can you talk about that, how that’s impacted your business, building systems that other people who are not you can use? Absolutely. And that’s one too that we just, I didn’t, I didn’t see until you guys coached me through it because it’s not just doing audio, video, and lighting. It’s doing audio, video, and lighting my way because you know, the customer’s not coming to us for the commodity and they’re not coming to us for the fixtures and the speakers and the microphones. They’re coming to us for DC pro and the way that DC pro uses those tools for their event.

(Speaker 1)
So I, you know, I did not, in my head, having never built anything like this before, thought that that had to be some big complex system. We’ve started using simple just Google Docs and anytime a topic comes up where a person has a question about how we do this, that now immediately triggers a discussion inside of, oh, We need a Google Doc spelling out that process. We have complicated ones that go through our entire sales process from the moment a client calls to when we finalize their job. And it goes through every step. That particular one is almost a four page document at this point. We’ve also broken down sections of that, but being able to step back and see that whole workflow and talk through it and have everyone on the team know what the expectations are, have been huge.

(Speaker 1)
And we just hired a new office assistant. She started last week. That was the first The most new hire we’ve had where we had all of our onboarding documents already detailed down to call scripts. So she now sees when someone calls, word for word, here’s what I say. And that has been huge for getting her up to speed and going.

(Speaker 1)
Final three questions, final five minutes, here we come. One is for anybody out there watching online that may be going, you know what, I have a church, or I go to a church, and maybe this company could help me. Maybe if I go to dcprolva . com, maybe they could help my church.

(Speaker 4)
Or somebody who’s a pastor, you’re saying it could help my church.

(Speaker 1)
Or again, you attend a church, you’re going, that could help. Or maybe you’re a praise and worship leader. Or maybe you attend a place where you’re going, man, our church really needs to go to the next level with the audio visual. What makes your company unique? Or why should everybody check out your business? Specifically for churches, one of the things we love is almost every person that works at DC Pro, definitely every person in management level and above, has worked in full -time ministry at some point.

(Speaker 4)
We understand the challenges of churches. It’s not just about putting equipment in there. How do we put equipment in there that’s going to honor your budget? Because that’s first and foremost. Some person tithes to pay for whatever you’re going to pay us. We take that very seriously.

(Speaker 4)
We want to honor that money. Secondary, you most likely have volunteers making sure your service works every weekend. if we put in complicated systems, if we put in systems that they can’t win at, that’s going to fall apart.

(Speaker 1)
And when you’re talking about something like church, that’s a very serious matter. If your microphone is feeding back, if your screen glitches out, if things aren’t working right, you know, that very could very well could distract someone who’s at your church for the first time and interfere with them getting a relationship with Christ. So yeah, we are very serious about the quality, the simplicity, the excellence of what we do across the board, but even more so with churches. Second question for you. A lot of people, they come to our conferences and they say, Clay, that business conference I came to, it really ignited something for me. Some people say the weekly coaching, it really holds me accountable.

(Speaker 1)
It helps me grow. Some people say it’s all of it together. What do you say to somebody out there that hasn’t been to one of our workshops or hasn’t scheduled a free 13 -point assessment with our team yet? I’ve been to one of your guys conferences and that was absolutely the first thing that hooked me and it was literally something you said in that conference that got me in. I thought that what you guys were going to coach me on was just work harder, work more hours, work all the time. And that was not something that was going to work for me personally.

(Speaker 1)
It wasn’t that. You made it very clear that every business leader is looking for one of two things, or maybe both, financial freedom or time freedom. And it’s important that you understand what you’re going for and then you build your business to get what you want out of that. That is what made me understand, okay, this is a team I want to talk to.

(Speaker 4)
You and I did a quick third minute onboarding and that is what took me the rest of the rest of the way.

(Speaker 19)
Absolutely.

(Speaker 4)
I found more value in the coaching a hundred percent, but I highly recommend someone attends at least one conference because it really gives you a great overview of your guy’s approach. Final question for you. For anybody out there that maybe you’re stuck in an elevator with somebody and they say, OK, give me a 60 second or less overview of how the coaching has impacted your company. How would you describe it for somebody who’s going, all right, 60 seconds, you and I are in an elevator. Tell me how the coaching has impacted your company. I think for every company, it’s going to be a little different.

(Speaker 4)
And in the beginning, Like I’ve said a couple times, I thought you guys were there to help work on my company. No, you’re there to help work on me. But what that’s done is it’s taken me from that technician we’ve talked about from the e -myth book and turned me into that entrepreneur. I have a background in the industry. I don’t need you guys to help me understand audio, video, and lighting everywhere anymore.

(Speaker 1)
But what you’ve done is optimized me. I now get more done in one day here at the office than I used to get done in a week or weeks at the office.

(Speaker 17)
But on top of that, I leave the office every day at 2 o ‘clock because I have, you know, my family is uber important to me.

(Speaker 1)
Getting to the gym every day to make sure I’m mentally, physically feeling well so that I can do all the things I need to do is very important to me. So I get up every day at 4 a . m.

(Speaker 4)
, go straight to my office at home, and work for three hours before I ever get to the office. Now, some people may be saying, that’s horrible. But yeah, what if it meant you could get away at two o ‘clock? So it took months and months of Andrew from your team, really individually honing in on every little detail. But I’m now optimized to the point where, you know, it’s not just that you guys helped me with DC Pro.

(Speaker 1)
There’s a few more things we’re trying to get lined out of DC Pro. So it’s at the point where I feel like I want it. But now I can’t wait to start for my next business, and the next business after that, and the next business after that. We have two in the cooker right now. They’re not quite ready to launch.

(Speaker 4)
But when I do, it’s going to be huge.

(Speaker 1)
The reason I can do that is not because you told me how to run DC Pro.

(Speaker 33)
You taught me how to run me.

(Speaker 15)
Our service, we do charge $1 ,700 a month for our service. We do that. We make a 20 % profit margin. So I make $340 a month per client.

(Speaker 1)
From an ROI perspective, or return on investment perspective, what kind of ROI have you seen? So I’ve started with you, I’ve actually looked, it was two years ago this month. Gross revenue has grown two and a half times since then in our company. Beyond that, we are standing at the door right now of another major push. I can see it, I can see it coming. The pieces are getting into place.

(Speaker 1)
So have this conversation with me again a year from now, and I bet I can say the same thing again, that we’ve grown two and a half times just between now and then.

(Speaker 15)
Daniel, it’s an honor to serve you. Thank you so much for sharing your story, for encouraging everybody out there. And again, I just, I got goosebumps when you were explaining to me the transformation. So I couldn’t be more excited to serve you. Thanks for joining us today. Appreciate you guys.

(Speaker 15)
Take care. Bye -bye. Clay, you’re an entrepreneur. I’m an entrepreneur.

(Speaker 10)
And as they say in Stoic, the obstacle is the way.

(Speaker 3)
And so if you let these pinheads get in your way, you’re in trouble.

(Speaker 22)
Robert, one of the things that you said on multiple interviews, multiple times, and every time you said it, I thought to myself, have I not been paying attention?

(Speaker 10)
Because it felt like new information to me the first time I heard it, which is probably 50th time I’d heard it, you said, octa, non -verba. And maybe the first time you said it, I was driving while I’m, you know, listening to the podcast while driving, and maybe I was half paying attention, but I, octa, non -verba. And then it was like a, almost like an angelic moment for me. And once I finally understood what it meant and what you were saying and how it could be used, I think it was life changing for me and how I approach business.

(Speaker 22)
Could you explain what it means and how our listeners can apply it? Clay, you gave me goosebumps, man. I’m glad it hit you as hard as it did. Octononverba is the motto of the U . S.

(Speaker 51)
Merchant Marine Academy at Kingspoint, New York.

(Speaker 10)
I had appointments with Naval Academy and Kingspoint Merchant Marine Academy, and Merchant Marine Academy’s motto was Octononverba. In other words, don’t listen to what a person says. Watch what they do. Clay, my honor, my honor to be on your show, and thank you for all you do.

(Speaker 22)
I hear The ripple effects from you are good ripple effects, you know what I mean? People rave about what they learn from you, so congratulations.

(Speaker 50)
not what they say.

(Speaker 22)
Hi, I’m Ryan Wimpy. And I’m Rachel Wimpy.

(Speaker 10)
And the name of our business is Tip Top Training. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all.

(Speaker 22)
Just dog training.

(Speaker 10)
And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion, and that’s training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts. Never a dull moment. Very thrived.

(Speaker 10)
We’ve been working with Clay and his team for the last five months, two of which have been successful. months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, script for email, script for text message, scripting for everything. How I would describe the weekly meetings with Clay and his team are They’re so effective. It’s worth every minute.

(Speaker 10)
Things get done. We’ll ask for things like different flyers, and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out, or you’re going to spend half of your time trying to figure out the online marketing game, and producing your own flyers, and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it, it’s a pain.

(Speaker 10)
has a real sense of urgency and that actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So no one has a marketing team, too. Most people don’t. They can’t afford one.

(Speaker 10)
And their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, really, I mean, really ride them to get stuff done. And stuff is done so fast here.

(Speaker 1)
And people, there’s a real sense of urgency to get it done. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place, so having linear workflow and seeing that mapped out on multiple different boards is pretty awesome.

(Speaker 1)
That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place.

(Speaker 12)
This place rocks.

(Speaker 15)
It’s invigorating.

(Speaker 1)
The walls are super. It’s just very cool.

(Speaker 12)
The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Play is hilarious.

(Speaker 12)
I literally laughed so hard that I started having tears yesterday.

(Speaker 1)
It’s a very special occasion because you never know, Josh Wilson, who you are going to meet at a Trump Hotel room. You never know when you go to the Trump Hotel in Chicago. You never know who you’re going to meet there. And I met the man and the myth, the guy who is behind the E -Myth series of books that absolutely changed the way that I approach business.

(Speaker 12)
Michael Gerber, the author of the E -Myth, I met him there in the Chicago Hotel. And I asked him if he was going to meet me. show. He made a poor life choice, and he’s decided to be here with us. Michael Gerber, how are you, sir? Delighted to be here.

(Speaker 12)
Oh, wow.

(Speaker 49)
You are just absolutely a living legend, and your book helped so many people.

(Speaker 12)
But before we get into your book, and specifically chapter five of your book, could you share with the listeners what you’ve learned where you grew up and kind of your background, just so they know that you weren’t born at the top of the mountain.

(Speaker 1)
Well, hear me, nobody is born at the top of the mountain.

(Speaker 12)
I certainly wasn’t. I was born in New Jersey, in Elizabeth, New Jersey, of a couple of beautiful Jewish parents and part of a growing family in 1936. In 1936, in the heart of the Depression, Just as the horror was taking place in Europe, and just before the Holocaust was to take place in Europe, I grew up as a little boy in that season without any understanding of what was going on in the world around me. My parents decided to move from New Jersey to California in 1947, and we did. Moved to Anaheim, California, and I was raised in Anaheim, California, and my Journey started in Anaheim, California, and my journey continued for the rest of my life to the point where you speak to me here today. And I could go into all of that, but it is such an uninteresting story about Michael Gerber, where he was, what he did, how he did it, why he didn’t do it, what he could have done.

(Speaker 1)
So let me ask you this.

(Speaker 15)
When did you

(Speaker 12)
kind of start to figure out, when did you start to figure out what you wanted to do professionally? What age were you when you had that idea? I didn’t. I never focused on what I wanted to do. I was a jazz saxophone player. I was an encyclopedia salesman.

(Speaker 12)
I did this, I did that, I did that, I did this.

(Speaker 42)
All the time that I was doing that, I was reading and reading and studying and studying.

(Speaker 48)
philosophy, spirituality, music, jazz, all the stuff anybody would ever be attracted to until I hit the age of 41.

(Speaker 12)
Now, hear me. All of this started, Clay, then at the age of 41. 41. And at 41, a friend of mine who owned a small advertising agency in Silicon Valley, California, asked me if I’d meet with one of his clients who is having difficulty converting leads that my brother -in -law’s ad agency was creating for him into sales. And I told my brother -in -law, Ace, that’s his name, that’s still his name, God bless him. I said, Ace, I don’t know anything about business, and I certainly don’t know anything about high -tech business.

(Speaker 12)
He said, Mike, you know more than you think you do. Just meet with the guy. Let’s see what happens. So Ace dropped me off to meet with the guy. We’ll call him Bob. Bob had a high -tech product.

(Speaker 12)
He had sales engineers having difficulty selling that product.

(Speaker 1)
And Ace dropped me off and said, Bob, Ace, Michael, guys, get to know each other. I’ll be back in an hour. So obviously, Bob said to me, Michael, what do you know about my business? And I said, nothing, Bob, because I didn’t. He said, well, what do you know about our product? I said, less than that, Bob.

(Speaker 1)
And obviously, he’s looking at his watch and thinking, I’ve got an hour with this guy. He doesn’t know anything. What in the hell am I going to do with him? But instead, he said, so if you don’t know anything about my business, and you don’t know anything about my product, how can you help me? And I said, I haven’t a clue, Bob, but we’ve got an hour to kill.

(Speaker 1)
So let’s start so I can ask you some questions. And that’s how all this started. I began to ask Bob questions, and I realized, despite the fact that he owned a small business, despite the fact that he was the CEO of a small business, despite the fact that he thought of himself as an entrepreneur starting that small business, every answer Bob gave me was anecdotal. There was no facts underlying anything he said. So I’d ask more, and then I’d ask more, and then I’d ask more, and then I’d ask more.

(Speaker 12)
And I suddenly realized I did know something. about business. I knew that selling is a system and I knew that Bob didn’t have one. Thrive Nation that deserves a quick time out right there. That is absolutely huge. In order to create time freedom and financial freedom again in order to create both time and financial freedom you must create systems that are both repeatable and quickly learnable.

(Speaker 29)
You have to create sales systems that other people can implement who are not you.

(Speaker 12)
And that way you can quickly train new members of your team how to create a repeatably, predictably successful system for sales. Otherwise, again, it always comes down to you doing the selling. You’ve got to create repeatable systems that wow the customers each and every time. So I would ask you today, specifically, when somebody calls your business phone How is the phone answered? And if you don’t know the answer to that, make a call script for answering your phones. You need to have a call script for answering your phones.

(Speaker 12)
You need to have a call script. -written email that you send to new potential clients.

(Speaker 1)
You need to have a frequently asked questions script so that way when anybody calls you and asks your new hire frequently asked questions, they’re going to have all the answers.

(Speaker 12)
You want to think about every aspect of your system and you want to make it scalable, and repeatable. You want to make sure that your on hold music is music that is going to wow the customer each and every time. You want to make sure that every interaction with your customer is in fact scalable. It is repeatable and that does wow the customers. Without a selling system, you’re not going anywhere with this. He said, what’s a selling system?

(Speaker 1)
I said, just think of it as a script. First you say this, then you say that, then you say this, then you say that. First he does this, then he does that, then he does this, then he does that. And in the process of doing this and doing that and saying this and saying that, something happens and you can predict what that’s going to be after you’ve gotten it down, really gotten it down into a groove. Into a groove. Into a groove.

(Speaker 1)
And he said to me, well, can you create that for me? And I said, of course. So when he came to pick me up he said what happened. I said I just got a job. He’s been a job.

(Speaker 28)
I said I’m now a consultant.

(Speaker 12)
He said what do you mean a consultant. I’m now consulting Bob on creating a selling system. He said what do you know about that. I said I guess everything. And that was the beginning of it. And that was the beginning of this.

(Speaker 12)
That was the beginning of the myth. That was the beginning of everything I’ve done since that point in time. Remember keep this planted firmly in your mind that entrepreneurship is simply solving a problem for your ideal and likely buyers in exchange for compensation.

(Speaker 47)
Again, entrepreneurship is simply solving a problem in exchange

(Speaker 12)
the compensation that you seek for your ideal and likely buyers. Think about all of the problems that you can solve for your ideal and likely buyers. Make a list of all the problems that you can solve for your ideal and likely buyers and offer your customer, offer your ideal and likely buyers those solutions. in exchange for the money you seek, and you will create both time and financial freedom. It is that easy, my friends.

(Speaker 15)
It is unbelievable. Find a problem that you can solve for your ideal and likely buyers, and then make the system repeatable.

(Speaker 1)
Make it scalable, and make sure that it wows your ideal and likely buyers.

(Speaker 15)
Make sure that the business can work without you, and you shall experience both time and financial freedom. 40.

(Speaker 5)
40 years old.

(Speaker 24)
Let me ask you, at the age of 40, you began to have these epiphanies, discovering that many of the people out there, most of our listeners, most people on the planet, we have bought into this thing called the E -myth, or we’ve bought into this wrong mindset to business, or this wrong way about looking at business. Can you explain what the E -myth is for people out there that don’t know what the E -myth stands for?

(Speaker 20)
Sure, the e -myth is the entrepreneurial myth. It’s based upon the assumption that everybody believes anybody and everybody who starts their own business is an entrepreneur. And the fact is they’re not. What I learned with Bob and then with Mary and then with Judy and the various little companies that I worked on, behalf of ACE’s ad agency until the point it became obvious that I was going to do this on my own, not in ACE’s ad agency, because ACE didn’t believe in what I was saying either. But I came to realize that not

(Speaker 24)
True.

(Speaker 32)
Hmm.

(Speaker 20)
Because they didn’t design it to work.

(Speaker 17)
They didn’t build it to work.

(Speaker 1)
They didn’t launch it to work. They didn’t grow it to work.

(Speaker 2)
How to do that, design it, build it, launch it, and grow it, is what the e -myth is all about.

(Speaker 1)
Clay, my honor, my honor to be on your show. And thank you for all you do. I hear the ripple effects from you are good ripple effects. You know what I mean? People rave about what they learn from you. So congratulations.

(Speaker 1)
Clay Clark is here somewhere. Where’s my buddy Clay? Clay’s the greatest.

(Speaker 30)
I met his goats today.

(Speaker 2)
I met his dogs. I met his chickens. I saw his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs. So this guy’s like the greatest marketer you’ve ever seen, right?

(Speaker 2)
His entire life, Clay Clark, his entire life is marketing. Okay, Aaron Antis, March 6th and 7th.

(Speaker 1)
March 6th and 7th, guess who’s coming to Tulsa, Russia? Santa Claus?

(Speaker 46)
No, that’s March.

(Speaker 1)
March 6th and 7th, you’re going to be joined by Robert Kiyosaki. Robert Kiyosaki. Best -selling author of Rich Dad, Poor Dad.

(Speaker 43)
Probably the best -selling or one of the best -selling business authors of all time.

(Speaker 45)
And he’s going to be joined with Eric Trump.

(Speaker 2)
He’ll be joined by Eric Trump. We got Eric Trump. and Robert Kiyosaki in the same place. In the same place. Aaron, why should everybody show up to hear Robert Kiyosaki? Well, you got billions of dollars of business experience.

(Speaker 2)
between those two, not to mention many, many, many millions of books have been sold. Many, many millionaires have been made from the books that have been sold by Robert Kiyosaki. I happen to be one of them. I learned from the man. He was the inspiration. That book was the inspiration for me to get the entrepreneurial spirit as many other people.

(Speaker 2)
Now, since you won’t brag on yourself, I will. You’ve sold Billions of dollars of houses, am I correct?

(Speaker 1)
That is true. And the book that that kickstarted it all for you. Rich Dad Pornhub, the author, the best -selling author of Rich Dad Pornhub, Robert Kiyosaki, the guy that kick -started your career.

(Speaker 30)
He’s gonna be here.

(Speaker 1)
He’s gonna be here. I’m pumped.

(Speaker 44)
And now Eric Trump, people don’t know this, but the Trump Organization has thousands of employees.

(Speaker 1)
There’s not 50 employees. The Trump Organization, again, most people don’t know this, but the Trump Organization has thousands of employees. And while Donald J. Trump was the 45th president of these United States and soon to be the 47th president of these United States, he needed someone to run the companies for him and so the man that runs the trump organization for donald j trump as he was the 45th president of the united states and now the 47th president of the united states is eric trump so eric trump is here to talk about time management promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages Billions of dollars of real estate and thousands of employees is here to teach us how to do it. You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand?

(Speaker 1)
I mean, look at it. And this is the man behind the business for the last, pretty much since 2015. He’s been the man behind it. So you’re talking, we’re in the nineties. into 10 years of him running it. And we get to tap into that knowledge.

(Speaker 1)
That’s going to be amazing. Now, think about this for a second. Would you buy a ticket just to see Robert Kiyosaki and Eric Trump? Of course you would. Of course you would. But we’re also going to be joined by Sean Baker.

(Speaker 1)
This is the best -selling author, the guy who invented the carnivore diet. Oh, yeah. Dr. Sean Baker. He’s been on Joe Rogan multiple times. He’s going to be joining us. So you’ve got Robert Kiyosaki, the best selling author, rich dad, poor dad, Eric Trump, Sean Baker.

(Speaker 1)
The lineup continues to grow. And this is how we do our tickets here at the Thrive Time Show. If you want to get a VIP ticket, you can absolutely do it. It’s $500 for a VIP ticket. We’ve always done it that way. Now, if you want to take a general admission ticket, it’s $250 or whatever price you want to pay.

(Speaker 1)
And the reason why I do that and the reason why we do that is because we want to make our events affordable for everybody. I grew up without money. I totally understand what it’s like to be in a tight spot. So if you want to attend, it’s $250 or whatever Whatever price you want to pay, that’s how I do it. And it’s $500 for a VIP ticket. Now, we only have limited seating here.

(Speaker 1)
The most people we’ve ever had in this building was for the Jim Brewer presentation. Jim Brewer came here. The legendary comedian Jim Brewer came to Tulsa. And we had 419 people that were here, 419 people. And I thought to myself, there’s no more room. I felt kind of bad that a couple people had VIP seats.

(Speaker 1)
in the men’s restroom. No, I’m just kidding. So I thought, you know what, we should probably add on. So we’re adding on what we call the upper deck or the top shelf. So the seats are very close to the presenters.

(Speaker 26)
But we’re actually building right now.

(Speaker 2)
We’re adding on to the facility to make room to accommodate another 30 attendees or more. So again, if you want to get tickets for this event, all you have to do is go to Thrivetimeshow .

(Speaker 30)
com, go to Thrivetimeshow .

(Speaker 1)
com. When you go to Thrivetimeshow . com, you’ll go there, you’ll request a ticket, boom. Or if you want to text me, if you want a little bit faster service, you say, I want you to call me. right now. Just text my number.

(Speaker 44)
It’s my cell phone number.

(Speaker 1)
My personal cell phone number. We’ll keep that.

(Speaker 33)
private between you, between you, me, everybody.

(Speaker 2)
Keep that private. And anybody, don’t share that with anybody except for everybody. That’s my private cell phone number. It’s 918 -851 -0102.

(Speaker 1)
918 -851 -0102. I know we have a lot of Spanish -speaking people that attend these conferences. And so to be bilingually sensitive, my cell phone number is 918 -851 -0102. Zero two. That is not actually bilingual. That’s just saying one for a one.

(Speaker 1)
It’s not the same thing. I think you’re attacking me. Now, let’s talk about this. Now, what kind of stuff will you learn at the Thrive Time Show workshop? So, Aaron, you’ve been to many of these over the past seven, eight years. So let’s talk about it.

(Speaker 1)
I’ll tee up the thing and then you tell me what you’re going to learn here, OK? OK. You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? Oh, yeah. We’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there like the Trump brand.

(Speaker 1)
You want to get that brand? It’s like, how do I actually make people know what my business is and make it a household name? You’re going to learn some intricacies of how you can do that. You’re going to learn sales. So many people struggle to sell something. This just in, your business will go to hell if you can’t sell.

(Speaker 1)
So we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results. We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people. throughout your career and thousands of contractors, and most people struggle with managing people. Why does everybody have to learn how to manage people?

(Speaker 1)
Well, because first of all, people are, you either have great people or you have people who suck. And so it can be a challenge. You know, learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge. But if you have the right systems, you have the right processes, and you’re really good at managing people, great ones. And we have a process we teach about how to find great people.

(Speaker 1)
When you start with the people who have a great attitude, they’re teachable. they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization. We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance. We’re going to teach you time management.

(Speaker 1)
How do you manage your time? How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop.

(Speaker 1)
Now, let me tell you how the format is set up here. And again, folks, this is a two -day interactive 15.

(Speaker 2)
Think about this, folks.

(Speaker 1)
It’s two days.

(Speaker 2)
Each day, it starts at 7 AM, and it goes until 5 PM. So from 7 AM to 5 PM, two days.

(Speaker 1)
It’s a two -day interactive workshop.

(Speaker 41)
The way we do it is we do a 30 -minute teaching session, and then we break for 15 minutes for a question and answer session.

(Speaker 1)
So Aaron, what kind of great stuff stuff happens during that 15 minute question and answer session after every teaching session.

(Speaker 29)
I actually think it’s the best part about the workshops because here’s what happens.

(Speaker 2)
I’ve been to lots of these things over the years.

(Speaker 43)
I’ve paid many thousands of dollars to go to them.

(Speaker 2)
And you go in there and they talk in vague generalities and they’re constantly upselling you for something trying to get you to buy this thing or that thing or this program or this membership.

(Speaker 1)
And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing.

(Speaker 42)
And what’s awesome about this is we literally answer every single question that any person asks.

(Speaker 1)
And it’s very specific to what your business is. And what we do is we allow you as the attendee to write your questions on the whiteboard. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to to stretch and to make it entertaining when you’re stretching.

(Speaker 26)
And this is a true story. When you get up and stretch, you’ll be greeted by mariachis.

(Speaker 1)
There’s going to probably be alpaca here, llamas, helicopter rides, a coffee bar, a snow cone. I mean, there’s just you had a crocodile one time. That was pretty interesting. You know, I I should write that down. And I’m sorry for that one guy. We lost the crocodile.

(Speaker 1)
We duct tape its face. So that’s right. We duct tape the baby crocodile and duct tape. Yeah. Duct tape around the mouth so it didn’t bite anybody. But it was really cool.

(Speaker 1)
He passed that thing around. And I should I should do that. I should.

(Speaker 28)
We have a small petting zoo that will be assembled.

(Speaker 1)
It’s going to be great. And then you’re in the company of hundreds of entrepreneurs. So there’s not a lot of people in America today. In fact, there’s less than 10 million people today, according to U . S. debt clock that identifies being self -employed.

(Speaker 1)
So if you have a country with 350 million people, that means you have less than 3 % of our population that’s even self -employed. So you only have 3 out of every 100 people in America that are self -employed to begin with. And when Inc. Magazine reports that 96 % of businesses fail by default, by default, you have a 1 out of 1 ,000 chance of succeeding in the game of business. But yet, the average client that you and I work with, we can typically double this. No hyperbole.

(Speaker 1)
No exaggeration. I have thousands of testimonials to back this up. We have thousands of testimonials to back it up. But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months. Yeah, double.

(Speaker 41)
And you say double.

(Speaker 1)
Yeah, there’s businesses that we have tripled. There’s businesses we’ve grown eight X. There’s so many examples you can see at Thrivetimeshow . com. But again, this is the most interactive best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet. And then you add to that Robert Kiyosaki, the bestselling author of Rich Dad Poor Dad.

(Speaker 1)
You add to that Eric Trump. the man that runs the Trump Organization. You add to that Sean Baker.

(Speaker 2)
Now, you might say, but Clay, is there more?

(Speaker 1)
I need more. Well, OK, Tom Wheelwright is the wealth strategist for Robert Kiyosaki. So people say, Robert Kiyosaki, who’s his financial wealth advisor? Who’s the guy who manages? Who’s his wealth strategist? His wealth strategist, Robert Kiyosaki.

(Speaker 1)
Tom Wheelwright will be here. And you say, Clay, I still, I’m not going to get a ticket unless you give me more. OK, fine. We’re going to serve you the same meal both days. True story. We cater in the food and because.

(Speaker 1)
I keep it simple. I literally bring in the same food both days for lunch. It’s Ted Esconzito’s, an incredible Mexican restaurant. That’s going to happen. And Jill Donovan, our good friend, who is the founder of Rustic Cuff. She started that company in her home, and now she sells millions of dollars of apparel and products.

(Speaker 1)
That’s rusticcuff . com. And someone says, I want more. This is not enough. Give me more. OK. I’m not going to mention their names right now, because I’m working on it behind the scenes here.

(Speaker 1)
But we’ve got one guy who’s giving me a verbal. to be here and this is a guy who’s one of the wealthiest people in Oklahoma and nobody really knows who he is because he’s built systems that are very utilitarian that offer a lot of value he’s made a lot of money in the uh it’s the uh it’s where you rent it’s short it’s where you’re renting storage spaces he’s a storage space guy he owns the what do you call that the rental the uh Storage space? Storage units. This guy owns storage units. He owns railroad cars. He owns a lot of assets that make money on a daily basis.

(Speaker 1)
But they’re not like customer -facing. Most people don’t know who owns the mini storage facility, or most people don’t know who owns the warehouse that’s passively making money.

(Speaker 40)
Most people don’t know who owns the railroad cars.

(Speaker 1)
But this guy, he’s giving me a verbal that he will be here.

(Speaker 2)
And we just continue to add more and more success stories.

(Speaker 39)
So if you’re out there,

(Speaker 1)
and you want to change your life, you want to give yourself a incredible gift, you want a life changing experience, you want to learn how to start and grow a company, go to Thrivetimeshow .com.

(Speaker 28)
com.

(Speaker 1)
Go there right now. Thrivetimeshow . com. Request a ticket for the two day interactive event.

(Speaker 38)
Again, the day here is March 6th and 7th.

(Speaker 17)
March 6th and 7th. We just got confirmation. Robert Kiyosaki, bestselling author of Rich Dad Poor Dad. He’ll be here. Eric Trump, the man who leads the Trump organization. It’s going to be a blasty blast.

(Speaker 17)
There’s no upsells. Aaron, I could not be more excited about this event. I think it is incredible.

(Speaker 9)
And there’s somebody out there right now you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. I think that’s going to change your life. I promise you this will be 10 times better than that. It’s like I picked the wrong week to quit smoking. It is life -changing. If you become a jade smoker, it is life -changing.

(Speaker 9)
Not the best weight -loss program, though. Right. Not really. So if you’re looking to have life -changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow . com. Again, that’s Aaron Antis.

(Speaker 9)
I’m Clay Clark, reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop right here in Tulsa, Oklahoma. I promise you, it will be a life -changing experience. We can’t wait to see you right here in Tulsa, Oklahoma. Hi there. I just wanted to take a quick minute to thank Clay and his team at Thrive Time. I attended a conference a couple months back and it was really the best business conference I’ve ever attended.

(Speaker 9)
Just a ton of practical information that you can really implement in any business. I started with a coaching program a short while thereafter. and we’re already ranking at the top of Google for a couple of keywords here at our firm, which is ahead of schedule and we’re super excited about that. Also, with the coaching program, these are proven business strategies that I’ve been learning about for years here.

(Speaker 1)
But where they’ve really helped is how to prioritize those strategies.

(Speaker 5)
As entrepreneurs, we all only have 168 hours in the week, and you know which ones are gonna move the ball down the field the quickest. So Clay, I know the optimistic momentum is important to you, so three, two, one, boom. My name is Bronson Schubert. I’m from Edmond, Oklahoma. I heard about it on the podcast, started listening to the podcast, became a fan, and then figured out about the workshop. I own an insurance and financial services agency, and I was hoping to learn from the workshop systems and processes.

(Speaker 5)
I’m big on systems and processes, and always learning better ways to run a business more efficiently.

(Speaker 19)
The atmosphere is great. Second to none. It’s a high energy, really cool atmosphere to be around. Contagious, I would say. Just something every entrepreneur, I think, would appreciate and love. I’d say humorous, high energy, and full of substance, which I think is the key.

(Speaker 5)
A lot of business coaches or seminars Maybe you’re high on motivation and making you feel good, but don’t have a lot of substance that you could take back and implement, you know, the following Monday, where his does. Man, there’s a lot of valuable things. I’m gonna say, like, I came to, this is my second workshop.

(Speaker 1)
The first workshop I took back, really, the importance of a group interview.

(Speaker 8)
I used to spend hours and hours interviewing people, screening resumes.

(Speaker 5)
and that saving my time on that part is valuable. It was that and then the sales scripting that have been two major things just so far. Man, I think they’re missing out on expert advice from somebody who’s been there, done that, built companies. has learned a lot of lessons. You know, that’s what I’m always looking for is somebody that I can learn from that’s ahead of where I am. And I think if you choose not to come, you’re missing out on a lot of good advice that could help your business.

(Speaker 5)
Hi, this is Charles and Amber Kola. We’re the owners of Kola Fitness. We heard about Clay Clark through Paul Hood, our CPA. We’ve worked with Clay Clark for the last two years. Clay Clark has helped us take our three locations in three different states and create checklists, workflows, task lists, time blocks for every employee. He’s helped us with creating systems and audits for every department, quantitative scorecards for each department and every position so that everybody has a number It’s been able to give us a lot of time freedom and financial freedom and peace of mind to know that everything’s running efficiently.

(Speaker 5)
And he’s been helpful with a lot of marketing, search engine optimization, helping us really rank high in Google and pretty much every area of the business. He’s been very, very helpful. We would describe the experience of working with Clay as very energetic.

(Speaker 19)
He’s full of energy. He’s very encouraging, very motivating. but also accountable. So it keeps us accountable and we love that accountability. It keeps our drive in the right direction so we’re not chasing things that aren’t worth spending our time on.

(Speaker 5)
He’s a great coach. He helps push us on certain areas, helps coaches in certain areas. You know, we’re all emotional creatures and we go up and down and he actually will tell us kind of where we’re at, how we can get from there and even like emotionally like we’re stressed about something you’ll have a story to relate to and it really helps us in every area of our business it’s been very very helpful. I think Clay’s ability to have a whole team behind him that helped him with all of his clients, all his coaching clients, is that it allows Clay to do what he’s really good at and that’s working one -on -one with the client and coaching them and then he can have his amazing staff come in and help you accomplish all these goals that you’re setting. And of course he has all these resources whether it’s videographers or whether it’s web developers, that they can quickly jump on your project, knock things out.

(Speaker 5)
He can quickly give you the right coaching. He’s just got a whole team of people that whatever area you’re lacking in, in your own company, he’s got resources from like video, web design, search engine guys who are just knowledgeable in that. Even though he knows a lot of that stuff, he’s got these capable lieutenants that are ready to just take off and help you get that stuff. gets done on a weekly basis than you would on like probably most individual or some other company. We’ve worked with several companies before and it just Not as many things get done on a weekly basis, so it’s been very helpful. Well, the conferences for me, I’m a slow learner, so I have to learn over and over again, hear things over and over again.

(Speaker 5)
I’ve been to, I think, eight different conferences, and each time you come, I learn a few new components. Some things are repetitive, but a lot of the stuff just resettles, and I get a little bit more depth into each component. So, I mean, I’ve been to eight of them. They’re all super entertaining. He’s very funny, very encouraging. Get to kind of self -reflect a lot and a lot of this stuff is really polarizing you do a personal inventory of yourself And you’ll think like hey, I’ve really got to work on this really

(Speaker 5)
got to work on that. So every time you come, I still get a lot of value out of it. And as much as every conference is the same, it’s totally different. So I think we’ll hear stories we haven’t heard before. They’ll have entertainment or he’ll have speakers he didn’t have before. And like you said, you just always catch a different part of the material that maybe you didn’t catch before.

(Speaker 5)
It’s worded differently.

(Speaker 1)
And it’s really cool, because some people that you’ve seen like a year ago at a conference, now they’re being showcased as a success story.

(Speaker 8)
And you get to see their website.

(Speaker 5)
You get to see how their stats and all their metrics have improved and the revenue improved. So it’s really cool to see people that just a year ago that, of course, we’ve been here two years, that just came that I met is now being successful. It’s really encouraging to see other people accomplish that stuff. Clay has helped us optimize our website and helped with really topping the right search engines that we need to make sure that we are very, very competitive with all of our other competitors. He’s done Basically, he outlines exactly what you need to be accomplishing and he creates tasks that we have to accomplish and his team has to accomplish. I would say over the last two years, we’ve totally re -ramped our website.

(Speaker 5)
We’re topping Google in every one of our markets. I would say he’s doing really, really good. I feel very, very confident in all of our future locations and making sure that we’re in front of the ideal and likely buyer. It’s very encouraging. It’s important to me that to know when I’m working with Clay, you know, I’ve been in business for a while and met with him even when I already had three businesses in three different states and to know that what I share with him is staying private. He’s not sending that out to anybody else.

(Speaker 5)
to know that when he’s working with me, he’s only working with one other, no other gyms that are in direct competition with me. It’s very encouraging to have somebody you can trust and rely on that’s isn’t going to like somehow… tell your trade secrets or give information away. Just really awesome that he’s a trustworthy guy, really cares about you as a client. For us, it’s been a complete mind freedom, because Clay has helped us create a lot of different documents and one sheets for every department, put quantitative scorecards to each department. And so for us, it’s been very encouraging.

(Speaker 5)
It gives us peace.

(Speaker 2)
As an entrepreneur, it’s stressful. You go to bed at night, you’re worried, like, did we cover this? Did we cover that? So he helps extract everything out of your brain, everything from your business, put it into document creation, put it into checklists and workflows for every person in each department, and make sure that everything’s getting done every week, every month, and funnel that all into KPIs, or Key Performance Indicators, as you can see, on a weekly basis, to make sure you’re moving the needle in the right area of your company. So very encouraging, and give you a complete mind, freedom, and peace to know that that stuff’s created, so you’re easy to duplicate and scale your company. doing what we’re really good at and just trust the system.

(Speaker 2)
I want to know. I want to work on what we’re weak at. I want to see any areas that we’re not doing well in and see his perspective from a third party because you can look at your own business and just see the good. It’s good to have somebody who’s done this with hundreds of companies. You know, really look at your company, reflect on your company and see like little chinks in the armor to make sure you cover that up so your competition can’t get to you. and that you’re successful overall in the big picture.

(Speaker 2)
Yes, I would recommend Clay Clark because he is a great friend, great encourager. To me, he’s been a wonderful friend. You can tell he cares. He also has this wealth of knowledge. He’s worked with so many different companies and different businesses. He could take a concept that he’s used before in the past with somebody in a totally different industry and see how it would work perfectly for you in whatever niche market you’re in or whatever type of service you’re providing.

(Speaker 2)
His brain is just a wealth of knowledge and just to have that type of perspective as a part of your team and your own company is super valuable. I would definitely encourage people to use him. One thing is you’ve got to be coachable. You’ve got to be wanting to get feedback. You’ve got to be wanting to really grow your company. You’ve got to want to put that extra 10 hours a week to working on your business and not just in your business.

(Speaker 2)
So yes, I would recommend it to anybody who’s wanting to grow their company and provide great systems, checklists, workflows, great encouragement, and have accountability. 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.

(Speaker 2)
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 Clay. 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.

(Speaker 2)
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.

(Speaker 2)
One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry.

(Speaker 8)
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, very important.

(Speaker 8)
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.

(Speaker 8)
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.

(Speaker 8)
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 missed out on literally an inch 1800 % increase in our internet leads. Going from 10 a month to 180 a month, that 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.

(Speaker 7)
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 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.

(Speaker 7)
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 the building relationships. But one thing that was really difficult for me was the business side of things. The processes and the advertising and marketing.

(Speaker 7)
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.

(Speaker 7)
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.

(Speaker 15)
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.

(Speaker 4)
I do what I think is in the best interest of the patient.

(Speaker 14)
I don’t answer to insurance companies.

(Speaker 18)
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.

(Speaker 18)
But it was a very, very steep learning curve.

(Speaker 1)
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.

(Speaker 1)
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.

(Speaker 21)
Clay, my honor, my honor to be on your show and thank you for all you do. I hear The ripple effects from you are good ripple effects. You know what I mean? People rave about what they learn from you.

(Speaker 6)
So congratulations. just listening to what they have to say their hiring process has just really been incredible as far as finding good quality help the just the accountability of weekly such good insight uh the resources they have for specific business questions uh it’s all been really incredible it’s been a great experience so i would recommend it to anybody and uh to be honest with you i we’re just we’re blown away with the results we’ve had in just one quarter it was one of the best things i’ve ever done It freed my time, increased our sales, and at the end of the day, increased our profitability beyond my wildest expectations. It’s been a significant investment, but it’s the best money I’ve ever spent. It’s been a very positive experience. We’ve only been at it for six months or so, and we’ve seen a significant amount of growth.

(Speaker 6)
And I can see everything becoming much more organized, much more efficient. I know what my numbers are in a much more realistic way on a day -to -day basis. So my experience has just been very positive overall. You know, since working with Aaron, our leads have gone up dramatically. It’s not one of those things where it’s like, yeah, I kind of noticed it’s, it’s holy cow. We’re all these, it’s, it’s, you almost feel overwhelmed at times.

(Speaker 6)
And it’s just, our presence in general has been changed, uh, just dramatically. Um, like Clay, he was dropping his wife off at the airport and he had his Flint rock hat on and there was some other construction companies there. And they asked him, it’s like, where the heck did you guys come from? You guys are everywhere now. And it’s. You just can’t get away from how noticeable of a difference that it makes.

(Speaker 6)
There’s no denying. Just on a personal level, as far as what it’s like working with Aaron, he is just a consummate professional and just with an immense amount of dedication to the task at hand and just to you as a company, trying to help you succeed. I think I’ve said this before, but his availability to you, he’s genuinely invested in your success and it’s been wonderful. And I feel like that’s why the two of you work great together. Joe, to me, like, obviously, like, the more tactical, you’re probably the more visionary. And that’s like the two of it coming together is what makes it work.

(Speaker 6)
And it’s like a missing piece for us that I enjoy having. I’m Amy Cheney. My husband and I are owners of Cheney Construction here in Pampa, Texas.

(Speaker 38)
And I was a little skeptical at first because my husband’s tried to do things like this before.

(Speaker 6)
But once I was able to speak with clients, I thought, we need to give this a chance. So we were able to determine that the savings that we have from the decision that we made each month is going to be roughly about $2 ,000 a week, so that’s about $8 ,000 a month. Plus, we also made the decision to get rid of a billboard that hadn’t really brought us any business, and that was another $475 a month. So we’re looking at $8 ,500 a month, and that’s a really big deal. So my first thoughts when Clay introduced us to the weekly Know Your Numbers system was, No big deal.

(Speaker 6)
We don’t need to do that. We have a secretary that’s an amazing QuickBooks person and so she enters all of that stuff every single day for us. So we don’t need to do that ourselves. QuickBooks will pull a report. That’s all we need. We don’t need anything else.

(Speaker 8)
There’s no sense in me double duty. You know, Clay, do you understand how many transactions are in our bank statement every single month? It would take me forever to do. And so very resistant because I thought we already know our numbers. We already have everything into QuickBooks and we already know what we need to know and we can pull a report to provide you with that information. So some of the struggles in being able to complete this action item were getting the want to do it.

(Speaker 8)
Once I actually decided, OK, Clay, you can stop asking me. I’m actually going to sit down and do this every single week, and actually got through it, that was it. I’ve made that commitment. It takes me maybe 20 minutes on every Saturday morning to go in and do the previous week’s. And now that I’ve been doing it for a while, I’m kind of on a roll, and so it makes it a lot easier. So one of the things we discovered when we started looking at the money this closely was that my husband doesn’t want to know the numbers, first of all. He pays good money to have someone do that for him because he just doesn’t want to know.

(Speaker 8)
It’s not his thing. And so I had worked for an accountant previous to this, so that’s kind of my thing. So for him to be able to sit down and take a look and see some of the things we’re spending money on that he probably didn’t even realize or to realize how much we’ve been paying some employees that were not operating as A players. And that was the big eye opener for my husband. But when he saw the numbers of what we were paying in payroll expenses for two team members that were not operating as A players and hadn’t been for quite some time, that was a huge eye opener for him. And he realized that he needed to take that emotion out of that decision and make it a business decision.

(Speaker 8)
It’s accountability for your secretary as well, or your bookkeeper, whoever does your book, especially if it’s not yourself, because if you’ve not ever had anybody embezzle money from you, then you’re very fortunate. So it’s really good to have that accountability.

(Speaker 7)
We’ve had that happen in the past to us, and so my secretary actually even came back to me and said, hey Amy, I really appreciate that you’re doing this now, because now at the end of the month, if there’s not any money, then you know exactly where the money’s went. You and Jimmy have known exactly where the money has gone. So we’re not coming to her going, where’s all our money? Because that’s not a good position for her to be in either. So, like I said, just knowing where your doms are going is a huge deal and being able to know where to cut back from, that’s a big deal, but also the accountability for everyone on your team. My name is Danielle Sprick, Sprick Royalty Group here in Tulsa, Oklahoma.

(Speaker 7)
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 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.

(Speaker 7)
The processes and the advertising and marketing, I knew that I did not have what I needed to be successful. 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.

(Speaker 7)
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.

(Speaker 5)
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.

(Speaker 3)
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.

(Speaker 3)
I don’t answer 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.

(Speaker 3)
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 a specific written business plan.

(Speaker 3)
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. And it’s the simple systems are the ones that people can wrap their brain around.

(Speaker 3)
They’re the ones that people can work with on a day -to -day basis. Hi there, my name is Stephanie Pipkin. I am 24 years old and I own Black River Falls Cleaning Services. We opened in April of 2019 and it is now mid -June of 2020. So I wanted to talk today about the success and growth I have achieved by implementing the Proven Path with Clay Clark’s team and my business coach, Luke, from Thrive Time. It has been insane, to say the least.

(Speaker 3)
I started working with them in mid -February of this year, so we’re about four months in of working together, and it has completely transformed my business in pretty much every facet. So I’m going to check my notes here. So in four months, my leads have tripled. I was getting probably like two leads a week. Now I’m getting more in the like 10 to 15 leads a week. I have doubled my number of employees.

(Speaker 3)
I’m now hitting the highest revenue weeks in the history of the company, week to week it seems like. We went from about six appointments today as our highest in February to now 14 to 15 appointments a day. Hiring quality employees has become much simpler and less stressful by using their systems for hiring. I typically only get maybe two complaints a month, if that, and everybody shows up to work.

(Speaker 15)
I just have really high quality employees now, especially in something people typically consider a high turnover type of work, you know, cleaning houses, cleaning businesses. I have amazing employees now, and I get rid of the ones who are not so amazing and bring on new ones because of, you know, group interviews interviewing every single week. It’s just been great and I don’t waste as much time on low quality candidates anymore. And your coach will hold you accountable, which I love. Again, the tough love is really great.

(Speaker 1)
Luke’s like a stern father figure, but he’s also nice, but also stern when he needs to be when I’m being lazy and not doing the things that I know I need to do because I don’t want to do them. So that’s just great. Worth every penny. I mean, I’d pay him a million dollars a month if I can, and maybe someday I’ll be able to, but I would just say go for it. If it seems like a good fit, just go for it. Do what they say, even if you think it’s stupid or ridiculous, just do what they say because it’ll work.

(Speaker 15)
You know, people, when they look at my business, you know, people in my town, they think I’m lucky.

(Speaker 1)
They think I’m just, you know, things just happen for me. And you know, maybe I am lucky, but it has a lot to do with hard work and, you know, perseverance and, you know, work until you cry sometimes. That’s just being an entrepreneur, which if you’re a business owner, you understand that. But it’s having these systems in place of, you know, of course I’m going to be successful. It’s an absolute because I have all this stuff in the background happening. And I have Luke and Clay and everybody on their team working really hard to make sure that I’m a success.

(Speaker 1)
And I can tell that they are just so excited every single week when I’m having all these wins and things like that. They’re so excited for me. So it’s the best thing ever and I would suggest to anybody to work with them. So sorry for the long -winded reply, but I just had so much to say, and I could go on for hours probably about how amazing they are. But thank you to Clay and Luke and the entire team there, everything you guys have done for me. And I am so excited to continue to work with you for years to come.

(Speaker 14)
Thanks so much for watching.

(Speaker 1)
My saying is, if it’s important to you, hire a coach. And I think that’s one of the reasons people are not successful is they you know, they eat a cheeseburger instead of hiring a coach, you know what I mean?

(Speaker 35)
And so,

(Speaker 1)
coach pushes me.

(Speaker 25)
They’re younger than me. They push harder.

(Speaker 20)
They’re trained.

(Speaker 1)
And as my rich dad always said, you know, amateurs don’t have a coach, but professionals always have coaches. So I’ve always had coaches for whatever was important. My rich dad was one of those persons. I wanted to learn how to play Monopoly in real life. So he was my coach. Well, Carter, we have an opportunity here at The Thrive Time Show to work with some really great business owners, people that are actually serious about growing their company.

(Speaker 20)
They go to thrivetimeshow .

(Speaker 1)
com, and they reach out to schedule a free 13 -point assessment. And oftentimes, I hop on the phone with these folks, and we figure out if they’re a good fit. And once we start working with a client, our goal is to help the client to actually grow their actual business. And on today’s show, we’re joined with a man who we’ve had the opportunity to work with.

(Speaker 5)
The company is called NWA Gutter Perfection. And my understanding, Carter, is that they’re up over 60%. Is that right? I would say that’s correct, yes. DJ, welcome on to the Thrive Time Show. How are you, sir?

(Speaker 5)
Good. How are you doing, Clay? I’m doing great. So for anybody out there who is doubting whether you’re a hologram or not, what’s the name of your company, sir? Dutter Perfection. How did you guys first hear about us?

(Speaker 5)
Do you know? It’s actually a friend of mine found out about your business conferences there, and then we went there. And I guess I was sold the first conference we went to.

(Speaker 34)
If you go to nwagutterperfection .

(Speaker 15)
com, you can see they’re a real company. They’re a real business. They really are growing. What markets do you service there, DJ? For people out there that might be looking for your services, what’s the market area that you service? Pretty much all in Northwest Arkansas, Bentonville, Springdale, Fayetteville, Rogers, the little surrounding towns there, too.

(Speaker 15)
And again, if you go to the website here, folks, nwagutterperfection . com, you can see they are a real business, real people having real success.

(Speaker 1)
DJ, I really do appreciate your time today, sir. And we’ll talk to you soon.

(Speaker 15)
What I’ve seen from Clay and his group at Thrive is they’ll give you a simple system. And it’s the simple systems are the ones that people can wrap their brain around. They’re the ones that people can work with on a day -to -day basis. And that simplicity brings power with it. So it shocked me how simple some of the stuff is.

(Speaker 5)
And at times I’m like, why didn’t I think about that?

(Speaker 13)
Workflow creation, systematic marketing and coaching has helped our church so much. You know, the workflow creation is what it really is, is they’re going to look and see every moving part of your church, of your ministry, what needs to be done. And it’s going to go up on a massive board. And so now what it does is it takes what you know needs to be done out of your heart and out of your head, really takes the pressure, the stress off your shoulders. And it puts it on the board where your entire team, your ministry can see exactly what you want. them to do every day.

(Speaker 13)
So they know this is the playbook. This is what we’re doing. And then there’s a laser sharp accountability with a meeting afterwards. Did it get done or not? Clay, you’re an entrepreneur. I’m an entrepreneur.

(Speaker 1)
And as they say in Stoic, the obstacle is the way. I think YouTube is a tremendous educational platform for good and bad.

(Speaker 13)
So you’ve got to really can choose your teachers wisely as anything else.

(Speaker 1)
So the biggest, best lesson sits in the back here. And I think you do it and Dr. Z does it. Once you learn something, if you really want to learn it, you gotta teach it. I think it was a life -changing for me and how I approach business. Could you explain Okta Nonverba, what it means and how our listeners can apply it? Clay, you gave me goosebumps, man. I’m glad it hit you as hard as it did.

(Speaker 13)
Okta Nonverba is the motto of the U . S. Merchant Marine Academy at Kingspoint, New York. I had appointments with Naval Academy and Kingspoint Merchant Marine Academy. And Merchant Marine Academy’s motto was Okta Nonverba. In other words, don’t listen to what a person says, watch what they do.

(Speaker 13)
Well, the first time that I ever met you, Clay, was at that first conference in Tulsa. And that was an incredible conference. And I was so impressed with just the whole thing, just the professionalism, you as a person, your business, your work ethic, and really just who you are. And I was very impressed with all of that. And I thought, gosh, you know, this might be someone that I would really consider working with.

(Speaker 15)
Like maybe he could really help me. And that’s really what got me interested because I was so impressed with just the professionalism of all of it. And I learned a lot.

(Speaker 1)
I come about once a year to a business conference and I’d like to come more, but every year I try to come with my marketing girl with me and we always learn something.

(Speaker 15)
We always learn something. And I’m, I think next year I’m going to bring my husband. because he really needs to come too. And you’re in McKinney, Texas, right? So how long have you been an orthodontist in McKinney, Texas? So I’ve been an orthodontist for 26 years, practicing in McKinney.

(Speaker 15)
And when you went to medical school, what percentage of the time in medical school or dentistry school, dental school, did they spend teaching you how to market and or grow your own practice? Absolutely zero.

(Speaker 14)
zero marketing skills okay okay and i and from when i talked to andrew you’re the coach who was with you, I’m always hearing that you’re more and more patients are coming in from Google. Could you talk about that? How much of an impact does it have having a maybe a rebranded or updated website and Google leads coming in? It has had a huge difference. Absolutely huge difference in our patient load coming in.

(Speaker 14)
And you know before I really wasn’t tracking really well. And that’s one of the things I learned from Thrive Time business was how to track patients coming in how to really how to see where they’re coming from. And at the time I really didn’t know much about Google. And you know being an orthodontist for 26 years I didn’t really know a lot of, I kind of went through a time where I went through shock. It was really what I call culture shock because the old ways of marketing were not working anymore. And because I really didn’t know about online marketing, I really didn’t, I was still doing, you know, phone book ads and magazine ads and all of these things.

(Speaker 4)
And so Thrive Time has really helped.

(Speaker 5)
And I will take, I will say that it’s a process. It doesn’t happen overnight, but if you stay the course, you’re going to see results. My saying is, if it’s important to you, hire a coach.

(Speaker 37)
And I think that’s one of the reasons people are not successful is they, you know, they eat a cheeseburger instead of hiring a coach.

(Speaker 4)
You know what I mean? And so my coach pushes me. They’re younger than me. They push harder. They’re trained. And as my rich dad always said, you know, amateurs don’t have a coach, but professionals always have coaches.

(Speaker 1)
So I’ve always had coaches for whatever was important. My rich dad was one of those persons. I wanted to learn how to play Monopoly in real life. So he was my coach. We’re expecting maybe $200 ,000 this year to, we’re at $400 ,000. Hi, I’m Kelsey with K &D’s Wooder Finishing.

(Speaker 1)
I’m a business owner at 23. So, I’ve been working this K &D’s company for about five years now and we started working with Thrive not too long ago. I’m expecting maybe $250 ,000 this year to, we’re at $400 ,000. That’s what we’re going to hit or exceed. So we’re pretty excited about that. Pretty much just listening to what they have to say, their hiring process has just really been incredible as far as finding good quality help and just the accountability of meeting up with them weekly.

(Speaker 18)
like such good insight, uh, the resources that they have for specific business questions.

(Speaker 21)
Uh, it’s all been really incredible. It’s been a great experience. So I would recommend it to anybody.

(Speaker 6)
And, uh, to be honest with you, I, we’re just, we’re blown away with the results we’ve had in just one quarter. It was one of the best things I’ve ever done. It freed my time, increased our sales. And at the end of the day, increased our profitability beyond my expectations. wildest expectations. It’s been a significant investment, but it’s the best money I’ve ever spent.

(Speaker 6)
It’s been a very positive experience. We’ve only been at it for six months or so, and we’ve already seen a significant amount of growth. And I can see everything becoming much more organized, much more efficient. I know what my numbers are in a much more realistic way on a day -to -day basis. So my experience has just been very positive overall. You know, since working with Aaron, our leads have gone up dramatically.

(Speaker 6)
It’s not one of those things where it’s like, yeah, I kind of noticed. It’s holy cow. You almost feel overwhelmed at times. And it’s just our presence in general has been changed. just dramatically. Like Clay, he was dropping his wife off at the airport and he had his Flint Rock hat on and there was some other construction companies there and they asked him, it’s like, where the heck did you guys come from?

(Speaker 6)
You guys are everywhere now. And it’s, you just can’t get away from how noticeable of a difference that it makes. There’s just, there’s no denying it. You know, just on a personal level, as far as what it’s like to work with Aaron, he is just a consummate professional and just with an immense amount of dedication to the task at hand and just to you as a company, trying to help you succeed. And you know, I think I’ve said this before, but his just availability to you, he’s genuinely invested in your success. And it’s just, it’s been wonderful.

(Speaker 6)
And I feel like that’s why the two of you work great together. Joe, to me, like, obviously, like, the more tactical, the more visionary, and that’s, like, the two of it coming together is what, to me, what makes it work. And it’s, like, a missing piece for us that I enjoy having. I’m Amy Chaney. My husband and I are owners of Chaney Construction here in Tampa, Texas. And I was a little skeptical at first because my husband’s tried to do things like this before.

(Speaker 6)
But once I was able to speak with Clay myself, I thought, we need to give this a chance. So we were able to determine that the savings that we have from the decision that we made each month is going to be roughly about $2 ,000 a week, so that’s about $8 ,000 a month. Plus, we also made the decision to get rid of a billboard that hadn’t really brought us any business, and that was another $475 a month. So we’re looking at $8 ,500 a month, and that’s a really big deal. So my first thoughts when Clay introduced us to the weekly Know Your Numbers system was, big deal we don’t need to do that we have a secretary that’s an amazing QuickBooks person and so she enters all of that stuff and every single day for us so we don’t need to do that ourselves QuickBooks will pull a report.

(Speaker 6)
That’s all we need. We don’t need anything else. There’s no sense in me double duty.

(Speaker 8)
You know, Clay, do you understand how many transactions are in our bank statement every single month? It would take me forever to do. And so very resistant because I thought we already know our numbers. We already have everything into QuickBooks and we already know what we need to know and we can pull a report to provide you with that information. So some of the struggles and being able to complete this action item were getting the want to do it. Once I actually decided, okay, Clay, you can stop asking me, I’m actually gonna sit down and do this every single week, and actually got through it, that was it.

(Speaker 8)
I’ve made that commitment. It takes me maybe 20 minutes on every Saturday morning to go in and do the previous weeks. Now that I’ve been doing it for a while, I’m kind of on a roll, and so it makes it a lot easier. So one of the things we discovered when we started looking at the money this closely was that my husband doesn’t want to know the numbers, first of all. He pays good money to have someone do that for him because he just doesn’t want to know. It’s not his thing.

(Speaker 8)
And so I had worked for an accountant previous to this, so that’s kind of my thing. So for him to be able to sit down and take a look and see some of the things we’re spending the money on that he probably didn’t even realize or to realize how much we’ve been paying some employees that were not operating as A players. And that was the big eye opener for my husband. But when he saw the numbers of what we were paying in payroll expenses for two players members that were not operating as A -players and hadn’t been for quite some time, that was a huge eye -opener for him. He realized that he needed to take that emotion out of that decision and make it a business decision.

(Speaker 8)
It’s accountability for your secretary as well, or your bookkeeper, whoever does your book, especially if it’s not yourself, because if you’ve not ever had anybody embezzle money from you, then you’re very fortunate. So it’s really good to have that accountability.

(Speaker 5)
We’ve had that happen in the past to us, and so my secretary actually even came back to me and said, hey Amy, I really appreciate that you’re doing this now, because now at the end of the month, there’s not any money, then you know exactly where the money’s went. You and Jimmy have known exactly where the money’s gone. So we’re not coming to her going, where’s all our money? Because that’s not a good position for her to be in either. So like I said, just knowing where your dimes are going is a huge deal. And being able to know where to cut back from, that’s a big deal.

(Speaker 5)
But also the accountability for everyone on your team. My name is Danielle Sprick, founder of DSprick 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 do I want to do?

(Speaker 7)
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 be successful.

(Speaker 7)
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.

(Speaker 5)
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.

(Speaker 36)
And Clay and his team and the business coaching that they’ve offered us has been huge.

(Speaker 3)
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.

(Speaker 3)
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.

(Speaker 3)
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.

(Speaker 3)
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.

(Speaker 3)
And it’s the simple systems are the ones that people can wrap their brain around. They’re the ones that people can work with on a day -to -day basis. Hi there. My name is Stephanie Pipkin. I am 24 years old, and I own Black River Falls Cleaning Services. We opened in April of 2019, and it is now mid -June of 2020.

(Speaker 3)
So I wanted to talk today about the success and growth I have achieved by implementing the Proven Path with Clay Clark’s team and my business coach Luke from Thrive Time. It has been insane, to say the least. I started working with them in mid -February of this year. So we’re about four months in a row. together and it has completely transformed my business in pretty much every facet. So I’m going to check my notes here.

(Speaker 3)
So in four months, my leads have tripled. I was getting probably like two leads a week. Now I’m getting more in the like 10 to 15 leads a week. I have doubled my number of employees. I’m now hitting the highest revenue weeks in the history of the company, week to week it seems like. We went from about six appointments today as our highest in February to now 14 to 15 appointments a day.

(Speaker 3)
Hiring quality employees has become much simpler and less stressful by using their systems for hiring. I typically only get maybe two complaints a month, if that, and everybody shows up to work.

(Speaker 1)
I just have really high quality employees now, especially in something people typically consider a high turnover type of work, you know, cleaning houses, cleaning businesses. I have amazing employees now and I get rid of the ones who are not so amazing and bring on new ones because of, you know, group interviews and interviewing every single week. It’s just been great, and I don’t waste as much time on interviews. low -quality candidates anymore. And your coach will hold you accountable, which I love. Again, the tough love is really great.

(Speaker 1)
Luke’s like a stern father figure, but he’s also nice, but also stern when he needs to be when I’m being lazy and not doing the things that I know I need to do because I don’t want to do them.

(Speaker 15)
So that’s just great.

(Speaker 1)
Worth every penny. I’d pay him a million dollars a month if I can, and maybe someday I’ll be able to, but I would just say go for it. If it seems like a good fit, just go for it. do what they say even if you think it’s stupid or ridiculous just do what they say because it’ll work you know people when they look at my business you know, people in my town, they think I’m lucky. They think I’m just, you know, things just happen for me.

(Speaker 1)
And you know, maybe I am lucky, but it has a lot to do with hard work and, you know, perseverance and, you know, working until you cry sometimes. That’s just being an entrepreneur, which if you’re a business owner, you understand that. But it’s having these systems in place of, you know, of course I’m going to be successful. It’s an absolute because I have all this stuff in the background happening. And I have Luke and Clay and everybody on their team working really hard to make sure that I’m a success. And I can tell that they are just so excited every single week when I’m having all these wins and things like that.

(Speaker 1)
They’re so excited for me.

(Speaker 14)
So it just, it’s the best thing ever.

(Speaker 1)
And I would suggest to anybody to work with them. So sorry for the long -winded reply, but I just had so much to say, and I could go on for hours probably about how amazing they are.

(Speaker 35)
But thank you to Clay and Luke and the entire team there, everything you guys have done for me.

(Speaker 1)
And I am so excited to continue to work with you for years to come.

(Speaker 25)
Thanks so much for watching. My saying is, if it’s important to you, hire a coach.

(Speaker 20)
And I think that’s one of the reasons people are not successful is they you know, they eat a cheeseburger instead of hiring a coach, you know what I mean?

(Speaker 1)
And so my coach pushes me, they’re younger than me, they push harder, they’re trained. And as my rich dad always said, you know, amateurs don’t have a coach, but professionals always have coaches. So I’ve always had coaches for whatever was important. My rich dad was one of those persons. I wanted to learn how to play Monopoly in real life. So he was my coach.

(Speaker 20)
Well, Carter, you know, we have an opportunity here at the Thrivetime Show to work with some really great business owners, people that are actually serious.

(Speaker 1)
about growing their company. They go to thrivetimeshow . com and they reach out to schedule a free 13 -point assessment.

(Speaker 15)
And oftentimes I hop on the phone with these folks and we figure out if they’re a good fit.

(Speaker 5)
And once we start working with a client, our goal is to help the client to actually grow their actual business. And on today’s show, we’re joined with a man who we’ve had the opportunity to work with. The company is called NWA Gutter Perfection. And my understanding, Carter, is that they’re up over 60%. Is that right? I would say that’s correct, yes.

(Speaker 5)
DJ, welcome on to the Thrive Time Show. How are you, sir? Good. How are you doing, Clay? I’m doing great. So for anybody out there who is doubting whether you’re a hologram or not, what’s the name of your company, sir?

(Speaker 5)
Dutter Perfection. How did you guys first hear about us?

(Speaker 34)
Do you know?

(Speaker 15)
It’s actually a friend of mine found out about your business conferences there, and then we went there. And I guess I was sold the first conference we went to. If you go to nwagutterperfection . com, you can see they’re a real company. They’re a real business. They really are growing.

(Speaker 15)
What markets do you service there, DJ?

(Speaker 1)
For people out there that might be looking for your services, what’s the market area that you service? Pretty much all of Northwest Arkansas, Bentonville, Springdale, Fayetteville, Rogers, the little surrounding towns there, too.

(Speaker 15)
And again, if you go to the website here, folks, nwagutterperfection . com, you can see they are a real business, real people having real success. DJ, I really do appreciate your time today, sir. And we’ll talk to you soon. What I’ve seen from Clay and his group at Thrive is they’ll give you a simple system. And it’s the simple systems are the ones that people can wrap their brain around.

(Speaker 15)
They’re the ones that people can work with.

(Speaker 13)
on a day -to -day basis. And that simplicity brings power with it. So it shocked me how simple some of the stuff is. And at times, I’m like, why did not think about that? Workflow creation, systematic marketing, and coaching has helped our church so much. You know, the workflow creation is what it really is, is they’re going to look and see every moving part of your church, of your ministry, what needs to be done.

(Speaker 13)
And it’s going to go up on a massive board. And so now what it does is it takes what you know needs to be done out of your heart and out of your head, really takes the pressure, the stress off your shoulders, and it puts it on the board, where your entire team, your ministry, can see, exactly what you want them to do every day. So they know this is the playbook. This is what we’re doing. And then there’s a laser sharp accountability with a meeting afterwards.

(Speaker 3)
Did it get done or not?

(Speaker 1)
Clay, you’re an entrepreneur. I’m an entrepreneur.

(Speaker 3)
And as they say in stoic, the obstacle is the way I think YouTube is a tremendous educational platform for good and bad.

(Speaker 1)
So you’ve got to really can choose your teachers wisely as anything else.

(Speaker 13)
So The biggest, best lesson sits in the back here. I think you do it and Dr. Z does it.

(Speaker 33)
Once you learn something, if you really want to learn it, you got to teach it.

(Speaker 1)
I, I think it was a life changing for me and how I approach business. Could you explain Okta non -verba, what it means and how our listeners can apply it? Clay, you gave me goosebumps, man. I’m glad it hit you as hard as it did.

(Speaker 13)
Octononverba is the motto of the U . S. Merchant Marine Academy at Kingspoint, New York. I had appointments with Naval Academy and Kingspoint Merchant Marine Academy. And Merchant Marine Academy’s motto was Octononverba. In other words, don’t listen to what a person says.

(Speaker 13)
Watch what they do. Well, the first time that I ever met you, Clay, was at the first conference in Tulsa. And that was an incredible conference. And I was so impressed with just the whole thing, just the professionalism, you as a person, your business, your work ethic, and really just who you are.

(Speaker 1)
And I was very impressed with all of that. And I thought, gosh, this might be someone that I would really consider working with. Maybe he could really help me.

(Speaker 2)
And that’s really what got me interested because I was so impressed with just the professionalism of all of it.

(Speaker 13)
And I learned a lot.

(Speaker 24)
I come about once a year to a business conference, um, and I’d like to come more, but every year I try to come with my marketing girl with me and we always learn something. We always learn something.

(Speaker 15)
And I’m, I think next year I’m going to bring my husband because he really needs to come too.

(Speaker 20)
And you’re in McKinney, Texas, right? So how long have you been an orthodontist in McKinney, Texas? So I’ve been an orthodontist for 26 years. And when you went to medical school, what percentage of the time in medical school or dentistry school, dental school, did they spend teaching you how to market and or grow your own practice?

(Speaker 24)
Absolutely zero.

(Speaker 32)
Zero marketing skills.

(Speaker 17)
OK, OK. And from what I talked to Andrew, you’re the coach who works with you, I’m always hearing that more and more patients are coming in from Google.

(Speaker 1)
Could you talk about that? How much of an impact does it have having maybe a rebranded or updated website and Google leads coming in?

(Speaker 31)
It has had a huge difference, absolutely huge difference in our patient load coming in.

(Speaker 1)
And before, I really wasn’t tracking really well. And that’s one of the things I learned from Thrive Time Business was how to track patients coming in, how to see where they’re coming from. And at the time, I really didn’t know much about Google. And, you know, being an orthodontist for 26 years, I didn’t really know a lot of, I kind of went through a time where I went through shock. It was really what I call culture shock because the old ways of marketing were not working anymore. And because I really didn’t know about online marketing, I really didn’t, I was still doing, you know, phone book ads and magazine ads and all of these things.

(Speaker 1)
And so, Thrive time has really helped. And I will say that it’s a process.

(Speaker 30)
It doesn’t happen overnight.

(Speaker 1)
But if you stay the course, you’re going to see results, because I’m absolutely convinced.

(Speaker 2)
Dr. Christ, thank you for allowing us to take up some of your valuable time today. I really do appreciate you. And I can’t wait to see you in person here soon. All right. Thanks so much, Clay. Clay Clark is here somewhere.

(Speaker 2)
Where’s my buddy Clay? Clay’s the greatest.

(Speaker 1)
I met his goats today.

(Speaker 2)
I met his dogs. I met his chickens. I saw his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs. So this guy’s like the greatest marketer you’ve ever seen, right?

(Speaker 2)
His entire life, Clay Clark, his entire life is marketing. OK, Aaron Antis, March 6th and 7th. March 6th and 7th, guess who’s coming to Tulsa, Russia? Ooh, Santa Claus? No, that’s March. March 6th and 7th, you’re going to be joined by Robert Kiyosaki.

(Speaker 2)
Robert Kiyosaki. Best -selling author of Rich Dad, Poor Dad, possibly the best -selling or one of the best -selling business authors of all time. And he’s going to be joined with Eric Trump. He’ll be joined by Eric Trump.

(Speaker 1)
We got Eric Trump. and Robert Kiyosaki in the same place. In the same place. Aaron, why should everybody show up to hear Robert Kiyosaki? Well, you got billions of dollars of business experience between those two, not to mention many, many, many millions of books have been sold.

(Speaker 1)
Many, many millionaires have been made from the books that have been sold by Robert Kiyosaki. I happen to be one of them. I learned from the man. He was the inspiration. That book was the inspiration for me to get the entrepreneurial spirit, as many other people. Now, since you won’t brag on yourself, I will.

(Speaker 1)
You’ve sold Billions of dollars of houses. Am I correct?

(Speaker 27)
That is true and the book that that kick -started it all for you Rich dad for the author the best -selling author of rich dad for dad Robert Kiyosaki the guy that kick -started your career.

(Speaker 1)
Yeah, he’s gonna be here. He’s gonna be here I’m bumped and now Eric Trump people don’t know this but the Trump Organization has thousands of employees There’s not 50 employees the Trump Organization again Most people don’t know this but the Trump Organization has thousands of employees and while Donald J Trump was the 45th president president of these United States and soon to be the 47th president of these United States. He needs someone to run the companies for him. And so the man that runs the Trump organization for Donald J. Trump as he was the 45th president of the United States and now the 47th president of the United States is Eric Trump. Eric Trump is here to talk about time management, promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages Billions of dollars of real estate and thousands of employees is here to teach us how to do it.

(Speaker 1)
You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand?

(Speaker 2)
I mean, look at it.

(Speaker 1)
And this is the man behind the business for the last, pretty much since 2015. He’s been the man behind it. So you’re talking, we’re into nine, going into 10 years of him running it. And we get to tap into that knowledge. That’s going to be amazing. This is objectively the highest rated and most reviewed business workshop on the planet.

(Speaker 1)
And then you add to that Robert Kiyosaki, the bestselling author of Rich Dad Poor Dad. You add to that Eric Trump, the man that runs the Trump Organization. You add to that Sean Baker. Now, you might say, Clay, is there more?

(Speaker 29)
I need more.

(Speaker 24)
Well, OK, Tom Wheelwright is the wealth strategist for Robert Kiyosaki.

(Speaker 1)
So people say, Robert Kiyosaki, who’s his financial wealth advisor? Who’s the guy who manages? Who’s his wealth strategist? His wealth strategist, Tom Wheelwright, will be here. And you say, Clay, I still, I’m not going to get a ticket unless you give me more. Okay, fine.

(Speaker 1)
We’re going to serve you the same meal both days. True story. We have, we cater in the food and because I keep it simple. I literally bring in the same food both days for lunch. It’s Ted Esconzito’s, an incredible Mexican restaurant. That’s going to happen.

(Speaker 1)
And Jill Donovan, our good friend, who is the founder of Rustic Cuff. She started that company in her home, and now she sells millions of dollars of apparel and products. That’s rusticcuff . com. And someone says, I want more. This is not enough.

(Speaker 1)
Give me more. OK. I’m not going to mention their names right now, because I’m working on it behind the scenes here. But we’ve got one guy who’s giving me a verbal. to be here. And this is a guy who’s one of the wealthiest people in Oklahoma. And nobody really knows who he is because he’s built systems that are very utilitarian that offer a lot of value.

(Speaker 1)
He’s made a lot of money in the it’s the it’s where you rent. It’s short.

(Speaker 28)
It’s where you’re renting storage spaces.

(Speaker 23)
He’s a storage space guy. He owns this.

(Speaker 1)
What do you call that? The rental the storage storage space storage units this guy owns storage units he owns railroad cars he owns a lot of assets that make money on a daily basis but they’re not like customer facing most people don’t know who owns the many storage facility.

(Speaker 3)
Or most people don’t know who owns the warehouse that’s passively making money.

(Speaker 8)
Most people don’t know who owns the railroad cars.

(Speaker 3)
But this guy, he’s giving me a verbal that he will be here. And we just continue to add more and more success stories. So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, You want a life -changing experience. You want to learn how to start and grow a company. Go to Thrivetimeshow . com.

(Speaker 3)
Go there right now. Thrivetimeshow . com. Request a ticket for the two -day interactive event. Again, the day here is March 6th and 7th. March 6th and 7th.

We just got confirmation. Robert Kiyosaki, best -selling author of Rich Dad, Poor Dad. He’ll be here. Eric Trump, the man who leads the Trump Organization. It’s going to be a blasty blast. There’s no upsells.

Aaron, I could not be more excited about this event. I think it is incredible, and there’s somebody out there right now you’re you’re watching and you’re like but I already signed up for this incredible other program called smoke your way to thin I think that’s gonna change your life I promise you this will be ten times better than that it’s like I picked the wrong week we smoke don’t do the smoke your way to thin conference that is I’ve tried it don’t do it yeah chain smoking is not a viable I mean it is life -changing It is life -changing. If you become a jade smoker, it is life -changing. Not the best weight -loss program, though. Right, not really. So if you’re looking to have life -changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow .

com. Again, that’s Aaron Antis. I’m Clay Clark. And reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop right here in Tulsa, Oklahoma. I promise you, it will be a life -changing experience. We can’t wait to see you right here in Tulsa, Oklahoma.

I was looking to learn everything about business, which I have learned so many things. It’s like drinking from a glass. hydrant. I’m going to have to do it again, multiple times. What I’ve learned so far has been just a lot about processes, systems, the power of them, your due diligence. I mean, the list can go on and on.

Well, listening to Clay is like very entertaining. He is entertaining, but also just meeting all the different people and having time and space to like, you’re learning a lot, but then also being able to discuss with other people what they’re learning and just getting different perspectives. So very entertaining, very funny, very thorough, but also could be random because it’s full of a lot of stories, but it’s also intentional. It’s like everything he’s doing is intentional, but you wouldn’t be fully aware that it was, but it is.

Transcribed with Cockatoo