Real Estate Agents | Discover the Proven Path to Build a Successful Career As a Real Estate Agent + Celebrating the 25X Growth of Clay Clark Client & Real Estate Agent + Join Eric Trump At Clay Clark’s Sept. 25-26 Business Conf

Audio Transcription

Transcribed with Cockatoo

(Speaker 6)
Clay’s awesome, you know, he’s very entertaining, very energized, does some quirky, unique ways to sort of get engagement with the audience. So I’m really pleased to have Clay do our keynote today. Well, I think it was being willing to take some risks on stage, taking some risks relative to how to set the audience up. I think that kind of created this sort of what’s going to happen next.

(Speaker 6)
And so that, just that risk taking sort of created a unique tension that I think ultimately resulted in a great experience. I think that the material that he delivers is spot on, but he also can deliver some additional products and services to the organization,

(Speaker 3)
even beyond just the things that he does on stage. 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 3)
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, 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 and

(Speaker 3)
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,

(Speaker 3)
we’ve gone from myself and one other agent to just this week, we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a

(Speaker 3)
business, having 16 agents. But I have to give credit where credit’s due. And Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen.

(Speaker 9)
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 learned from you. So congratulations.

(Speaker 17)
Get ready to enter the Thrive Time Show.

(Speaker 1)
I’m a father of five with maniacal focus to teach the proven moves, no hocus pocus. Of course, getting rich quick is not a move, but the proven system will make your life improve. Welcome back to the Thrive Time Show on your exclusive podcast download. Your name is Sally, you’re into real estate, you want to know how to grow your business and so we are going to give you the specific proven path. Now, here’s the deal. Your coach is going to help you go down

(Speaker 1)
the 50 steps. They’re going to walk you through step one, step two, step three, but there are a few things that we need to kind of go over with you ahead of time to help you identify your biggest limiting factors. We want to blow up those biggest limiting factors. And so right now you’re in a situation where you, my friend, apparently are selling houses that are on average of $300,000 and you’re selling a lot of them. And it looks like that your goal is to be able to create time freedom so that you can travel with your husband who

(Speaker 1)
is a politician and be able to create a business opportunity for your sons and to send those folks to college. And so I’m gonna walk you through the path that will get you to where you wanna go as soon as possible.

(Speaker 1)
So step number one, you wanna book your tickets for our next in-person Thrive Time Show workshop.

(Speaker 8)
Well, I recommend coming to the workshop, obviously for anybody, but especially for newer clients okay. Newer clients we’re leading you down this path it’s a proven path there are examples and testimonials and that’s why you chose to go with the program but what you’re gonna do at this two-day intensive workshop is we’re gonna deep dive into every single business system that your coach is gonna help you design and so you’re gonna come away with an

(Speaker 8)
understanding of the entire process from A to Z, from clay to Z, all the way from the beginning to the end, and then you’re going to leave with just action items and an understanding of what you need to do next.

(Speaker 1)
I feel like a lot of people come to the workshop and they, it’s, I think a lot of people struggle to read and retain what they’re learning or to apply what they learned. And I think the workshop is great because you’re going to be surrounded by entrepreneurs who have gone through the same struggles that you’ve

(Speaker 8)
gone through. I have the same questions you have.

(Speaker 1)
So at our last workshop, one of our attendees was sitting next to a guy, Charles Kola. Now Charles Kola is a guy with, I would say, massive biceps?

(Speaker 8)
Is there a word that’s bigger than massive? Massive-er.

(Speaker 1)
I would just say he’s a guy who massive biceps, but he also has a massively successful company that he and his wife Amber have built together called Colaw Fitness.

(Speaker 19)
Right.

(Speaker 1)
And what we’re gonna do throughout the workshop over the next two days is we’ll do a 30 minute teaching session followed by a 15-minute Q&A. And so we want those Q&As to kind of drive the conference agenda. This is my 20th year hosting business conferences, so I find that your questions really drive the agenda.

(Speaker 1)
So we’re going to cover all 14 steps in the book, but any questions that you have, you can write those on the whiteboard will answer them for you So we’re gonna go ahead and start open our books here to page number four page number four in your book And I always tell people it’s not a pyramid scheme, but for some reason we do start with a pyramid shape Don’t know what that is Maybe it’s a triangle. It’s a flat image. I don’t know maybe we could change it to a circle We’ll talk about it later, but okay, so we’re going to page four, page four. I’m going to bring up Charles Koloff, Amber Koloff. I can’t, I think we just found him a seat,

(Speaker 1)
but I’m going to bring you guys up here. They travel here all the way from Florida. I think Aaron Antus’ mic is muted in a passive, aggressive sort of way from my son up there. If we could unmute Aaron Antus. I know we talked about muting him perpetually, here to somebody. Give me a mic. Okay. Charles. Okay. Let’s make sure their mics are on here. Okay. So, uh, Charles, I’m going to have you hop on that micro quick here. Uh, Charles

(Speaker 1)
told everybody what’s the, what’s your website. What’s the name of your business? Uh, Co Co law fitness C O started a personal training. They started a gym. It’s a major gym. Sean, pull up their website so people can see it. Pull up the website here.

(Speaker 1)
CoLa Fitness, it’s a major gym, very successful. But they were actually training adult men and women in their living room. So like, the bedroom would be like the squat room.

(Speaker 34)
Is that right? Wherever we had, we had 100, 120 to 150 clients a week

(Speaker 35)
training out of our living room.

(Speaker 1)
So in their dining room, you could hear things like,

(Speaker 14)
pump it, you got to pump it, push it.

(Speaker 34)
Oh yeah, oh yeah.

(Speaker 1)
And Amber, did you meet this guy before he had converted his house into a gym

(Speaker 21)
or how did that work?

(Speaker 32)
Yes, before.

(Speaker 1)
And how long did you operate out of the house, Amber?

(Speaker 13)
Two years. Two years? Yeah.

(Speaker 1)
Was it wild? Yeah, to say the least.

(Speaker 32)
When was your first client showing up?

(Speaker 33)
Was it a residential neighborhood?

(Speaker 1)
Yes. Yeah, okay.

(Speaker 32)
That’s kind of like being here.

(Speaker 12)
You’re like, wow, there’s like 508 of us.

(Speaker 14)
Clearly the fire marshal hasn’t been here.

(Speaker 1)
That’s the kind of energy we had in your gym, right? Yeah. Okay. But they’re very successful now. We’ve had the opportunity to work with you guys for I think about six years, seven years? Eight. Eight years. Eight years. Okay. So these guys are super successful and I’m going to have them stay up here during this session to help provide a little bit of anecdotal evidence

(Speaker 1)
that it works. And then this is Aaron Antus. He just got out of prison yesterday. He’s been sober for three days. Yes, thank you, Clay. He’s doing a great job. Thank you, guys.

(Speaker 31)
Thank you.

(Speaker 1)
Aaron Antis actually helped grow Oklahoma’s largest home building company, Shaw Homes.com. Yeah, my brother and I. How many billions of dollars of real estate have you sold? In my career, about 2.5 billion. That’s why- Which is more than $40.

(Speaker 1)
That’s right. Aaron knows what he’s talking about, and so we’re going to be guiding you through this as a team here. On page number four, the purpose of a business, the whole purpose of this conference is your life can be divided into these seven F’s. If you don’t like the pyramid shape or the triangle shape, you can draw a circle, but

(Speaker 1)
I want you to participate mentally and physically in this exercise. We’ve got 24 hours in a day. We’re on the same page. We got 24 hours a day, right? 24 hours. Okay. And the question is, what are we going to do with those 24 hours?

(Speaker 1)
And so somebody came up to me and they said, hey, what he was talking about in terms of like simplifying his marketing, I just want you to know having him share his actual application of your Thrive system has absolutely helped me dramatically. Thanks for having him speak. Or Aaron Antis with Shaw Homes. Shaw Homes, the largest home builder in Oklahoma. Aaron Antis came up to speak and share how they market the homes, how they build the duplicatable processes. And so that workshop is a great place to learn the proven path that Dr. Z and I have used to build 13 multi-million dollar companies, but it’s also a great place to learn the proven path that Dr. Z and I have used to build 13 multi-million dollar companies, but it’s also a great place to meet real entrepreneurs like you and people

(Speaker 1)
that are not afraid to wake up at whatever time it takes to rise and grind to earn the kind of money needed to pay for your kid’s college, to start a business that your kids could take over someday. Now step number two, you want to download the Start Here book for free at Thrivetimeshow.com. Now, this book is an Amazon bestseller, but it’s free for you to download right now at Thrivetimeshow.com. Shep, what are people going to find inside

(Speaker 1)
the Start Here Amazon bestselling book?

(Speaker 8)
Well, you’ve heard people use the term one-stop shop before? I like to call this the one-look book. This is all you need. This is all of the major business books, all of the books that Clay has read and compiled into one 550-page action-packed book. There’s so much knowledge in this book, and everything that we teach comes straight out of it. Cited, quotes, everything are inside this book.

(Speaker 1)
I’m just going to give you an example. I’m looking at the bookshelf right now. There’s a great book called Made to Stick. It teaches you the premises for effective public speaking. You have Lucky to Smart, the quick trip story. You have Walt Disney’s book. I mean, there’s so many books. Scale.

(Speaker 1)
They’re all put into one book so you don’t have to read all those books. Right. You’ve booked your ticket to the workshop and you’ve downloaded the Start Here book. Now it’s time to register your Google Map. So Chep, please walk us through the specific steps. Now the coach will show you on the screen and will kind of hold your hand, but walk me through what it means to register your Google Map and why that is so, we, importante.

(Speaker 8)
So the whole concept of the Google Map, whenever you do a Google search, typically you’ll have the paid ads at the top, and then there’s the map listings right below that, which are even above the organic search results. And so that is called your Google My Business listing. And so what you have to do is literally Google the words, Google My Business. And then you’re going to click on the top link, it’s google.business.com, I believe. And then you just follow the steps. You’re going to register your business, your location, fill out that profile, put some photos in there of your

(Speaker 8)
place, and so fill out that profile completely.

(Speaker 1)
Everything needs to be top-notch, though. Top-notch photos, top-notch profile, really, really, really get that map looking great. Now, I want to explain this to you, because I really do care. Eric Chup really cares. Sal, your Google map is really your resume of 2018. Right, your business resume. People will type in your name and they’ll see, so like right now if you type in Clay Clark into Google, I’ll pull it up on the big screen here, here’s my little trick.

(Speaker 1)
I don’t allow people to attend the workshops who are idiots. So somebody who’s a, I’m serious, I think we could probably get to 1,500 reviews. It almost seems unbelievable, but it’s not. Like I’m not going to invite people who like soccer and don’t like football to a football game. I’m not going to invite people that don’t like soccer to a soccer match.

(Speaker 1)
I will just tell you this, if I was invited to any kind of soccer match, football, they call it overseas, any kind of soccer match, I literally would complain and not like it because I don’t like the sport. If you invited me to the Democratic National Convention, no matter who spoke, I wouldn’t like it. Some people you invite them to the Republican National Convention, they wouldn’t like it. If you invite a Hindu to a Judeo-Christian service, they’re not going to like it. So the idea that you’re going to go out there and get reviews from non-ideal and likely buyers that are going to be positive, not

(Speaker 1)
a good fit. You said during your assessment that your average client is a $300,000 real estate owner or more. You’re selling homes that are worth $300,000 or more. I would just encourage you to stay into the niche that you know. Scratch your own niche. Find a problem that you really believe that the world wants to solve. Surround yourself with customers who you can identify with, and you will do well. You’ve got to register that Google map, and your coach can help you do it. Now, Chuck, she has to get a minimum of 40 objective Google reviews as soon as possible,

(Speaker 1)
but you really want to get to 100. Why does she need to have a minimum of 400 objective Google reviews? Well, you’ve got to get those Google reviews, because that’s one of the only things you can really control with your business, as far as how fast you can get to the top of Google. Now, it’s not going to be a tomorrow thing and next week thing. Google reserves the right to keep scammers from just getting a ton of reviews. But you’ve got to go out there and start actively gathering reviews. Like Clay was just saying, there’s going to be some people that you’re never going to be able to make happy. You’re never going to be able to please. So those one or two people, you’ve got to get as many reviews

(Speaker 1)
as possible so that that kind of drowns them out and shows people what you’re really all about. And then that’s going to help you get to the top. You’ve got to get twice as many reviews as your competition. So, if you look up, like right now, Elephant in the Room, Miss Sally, Elephant in the room. That’s our men’s grooming lounge and you were to type in Tulsa Elephant in the room Tulsa when you pull it up right now our downtown location. I would consider that to be kind of our flagship location or our first

(Speaker 1)
Location that location right now Let’s pull it up. Let’s see that one is 407 reviews if you look at that. We’ve got some really really great reviews If you look at that, we’ve got some really, really great reviews, but we also have some really negative reviews. We make a mistake probably 3% of the time. I’m not intentional about getting good reviews.

(Speaker 1)
People will just leave negative reviews. We have to ask our happy customers to leave us good reviews. We have 407 reviews with a 4.8 overall rating, but yet we still have people that we occasionally mess up and they’re not happy with the haircut. I’m not the kind of guy who would go on to review sites and write a bad review if I wasn’t happy. I would simply tell the establishment and would ask for a refund. But most people don’t do that. They just take to the internet.

(Speaker 1)
You’ve got to ask for sincere reviews from your ideal and likely buyers. Now, Chep, once we’ve done that, we’ve got to make sure that her website, that Sally’s website, is Google search engine compliant. Why, as a real estate professional, or any kind of profession, why does her website have to be Google search engine compliant?

(Speaker 7)
Well, it turns out that a ton of people these days are using this new Google-ed service

(Speaker 30)
on the internet. Are you these days are using this new Google-ed service on the

(Speaker 14)
internet. Are you saying people are using the internet?

(Speaker 8)
The internet to find these. People using Google.

(Speaker 1)
That’s crazy.

(Speaker 8)
I don’t believe that. And so Google and YouTube and all these search engines are just becoming the top in the world, and so you’ve got to fit in with what they want you to do, because that’s where people are going to find you. So, first step here, you’ve got to have Google canonical compliance on your website. Now, what that means is, it’s basically the back-end architecture. It’s the rules that Google says

(Speaker 1)
you have to follow. Okay? And since Google’s in charge … Google’s in charge.

(Speaker 8)
We have to do what they say.

(Speaker 1)
And they have four specific moves that you have to implement, and your coach will help you, but here are the four. Google canonical compliance. Your site has to simply follow the canon, the established rules that Google has put out there, the canonical rules. Two, you have to have the most mobile compliance. Your coach will help you do that, but your site has to be approved

(Speaker 1)
by Google’s standards for mobile compliance.

(Speaker 5)
He was awesome, he was so dynamic, he was great. It was cool because it’s not just in real estate, it’s like in life. You know, I’m realizing people that I stay with or whatever is like over delivered. What can I do to help? He had us on our feet, which I mean some other people do, but he had us dancing. It worked really well, you know?

(Speaker 5)
I mean, I guess the first thing that was really different was when I was helping get set up for the conference, and I got here, and you guys were already all here. They were already, you know, four people here for clay, getting the thing ready, sound testing everything. I mean, it was just. It was really impressive.

(Speaker 1)
Three, you have to have the most hypertext markup language content. You simply have to have the most content of anybody else on the internet in your niche, in your industry to be top in the Google search results.

(Speaker 8)
More words than the other people.

(Speaker 1)
More words. And four, you have to have the most reviews. And we talked about that, but you must gather the most Google reviews. Now, your coach is going to work with you to create a no-brainer. Because in the event that you do get somebody to your website,

(Speaker 1)
you know, marketing is just a competition for people’s attention. Once you get someone’s attention and now they say, hey, hey, hey, do I have your attention? Once you have their attention, you need to be able to offer them an offer that’s so good that they can’t say no to. You need to work with your coach to create a no-brainer offer.

(Speaker 1)
I might recommend a free consultation. A lot of times that doesn’t go super well in real estate, but it’s a start. Then I would ratchet it up with saying, maybe like, if I can’t sell your house in 30 days or less — and Chip, I want to put that on the show notes — if I can’t sell your house in 30 days or less, I will sell your house without you having to pay any commissions on my part. That’s a good move, saying, if I can’t sell your house in 30 days or less, I’ll sell it

(Speaker 1)
without a commission. That’s a move. Another move you could do is you could say, try it before you buy it. What it means is we’re going to do the photography and the videography for your listing before we actually have the listing agreement. These are all moves you can do, but you absolutely have to have an effective no-brainer. An ad so good, an offer so good that people simply cannot say no. Now the next move you have to do is you have to create a workflow map to

(Speaker 1)
identify your biggest limiting factor. Chup, why do we have to create, I’ll ask you this, what is a workflow? What does a workflow look like? So a workflow is a visual representation of your business from left to right. All of the systems, starting with marketing, then to advertising, then to your sales system, then to the product or service delivery system, and HR and accounting, all put up on a whiteboard or on a print piece in front of you so that you can look at all of the linkages within

(Speaker 1)
your business. Every place where a person or product or whatever could get passed between the systems in your business to make sure that the ball does not get dropped. If you don’t do this, you’re going to not do well. Because what’s going to happen is you’re not going to know the problems that are obvious when you have a linear workflow. I’ll just give an example. I worked with a wonderful church in Owensboro, Kentucky. It’s a good story. And there are many, many variables. Turns out when you have a thousand people or more attending your

(Speaker 1)
church, there’s more to it than just giving a great sermon. What she was doing. There’s more to giving just a great praise and worship experience, which they were doing. There’s more to it than giving just great child care which they were doing. There’s more to it. There’s a lot of variables. And what happens is when you start to get a hundred variables or 60 things that need to be done right, the human mind can simply not remember what it needs to do. So you need to make a checklist of all the things you need to do. And if you build a real estate company, all the companies I’ve helped to scale, they have a workflow that we’ve built for them that is a visual representation of a, it’s

(Speaker 1)
kind of like a blueprint for how the business should run. And when you look at that blueprint, you can clearly diagnose any times where the ball gets dropped. In the book Scale, they call it linkages. Anytime that somebody doesn’t do their job, it’s very obvious. Now once you have your workflow established and your coach will help you, it is now time to create your marketing systems. You want to launch your marketing systems.

(Speaker 1)
We would advise a minimum of a three-legged marketing stool where you have three ongoing marketing systems happening at the same time, but you want to launch your marketing systems. When I say a system, that means that you are going to launch systems that don’t require your actual personal involvement on a day-to-day basis. They’re systems that should work primarily without you. But there’s the one thing that if you don’t do this, your ads won’t work.

(Speaker 1)
Chup, again, preach the good news of Google Reviews.

(Speaker 8)
Chupnick Well, you can tell people how awesome you are all day long. And for some people, that might work. But if you can get other people who have been clients of yours that are happy with the service or product you provided to brag for you, it’s so much more powerful, because it’s not you just puffing yourself up. And so if you’re going to go into the world of spending money on advertisements, it’s going to be a waste of your cash if you don’t have those reviews or testimonials or both,

(Speaker 1)
preferably. According to Forbes, 88% of people, Chep, they trust reviews like you’re saying. So if people don’t actually trust your reviews, they’re not going to go well. So get those reviews. That’s like the foundation. The second move is you want to do search engine optimization. I would suggest for your industry to commit, I want to put this on the show notes, but

(Speaker 1)
we want to make sure you commit to writing 50 articles per month minimum. Commit to writing 50 articles per month minimum. You absolutely have to do that. That’s 50 articles. Each one of those articles needs to be a thousand words minimum. You absolutely have to do that. That’s 50 articles. Each one of those articles needs to be a thousand words minimum. You have to have a thousand words per page for Google to index the content that you’re writing. If you don’t do that, no matter how motivated

(Speaker 1)
you are, you will never rank highly in the Google search engine results. And your coach will walk you through that. True. Now, the next move is you want to get your retargeting ads going. Now retargeting ads are the ads that follow people around the internet. They go to your site one time and now the ads follow them around every time. As an example, if your ad blocker is turned off and you go to Harrys.com, let’s put an

(Speaker 1)
example on the show notes there. But if you go to Harrys, H-A-R-R-Y-S.com, you go to Harrys.com. Once you go to Harrys.com, then I want you to go to CNN.com. I want you to go to CNN.com. Then I want you to go to FoxNews.com. And once you go to FoxNews.com and you go to CNN.com, you’re going to discover that the Harry’s advertisements follow you around from website to website. Harry’s is the precision-made, German-engineered razor blades for men.

(Speaker 1)
The ads will follow you around, and that’s not because of some magic hocus pocus. It’s because they’re using a retargeting technology that we, as a coaching organization, can provide to you so that way people who see You’re at your website one time are likely to see your ads over and over and over and according to a book called The retargeting playbook the average person needs to see your ads 4.7 times before they are willing to convert and I want to put a link on the show notes to the book called the

(Speaker 1)
Retargeting playbook. So if you want to read that book you can see how retargeting advertisements work. Now the next move you want to do is you want to focus on doing ongoing mailers to previous clients. You want to do thoughtful, handwritten, thank-you cards to your previous clients. As a realtor, word-of-mouth is so powerful for you. You’re going to advertise a lot in order to get new customers. But once you get a new customer, it is absolutely imperative to your growth

(Speaker 1)
that you stay in touch with every single customer in a way that looks to be, that appears to be, that is thoughtful and sincere. So you’re going to want to write a handwritten note to each one of your former customers. And I would recommend, I believe that you should do this on a monthly basis until you get to 100 former customers. Now once you have 100 former customers, I would recommend that you would continue doing

(Speaker 1)
this until you get to 200 customers. Now Chip, once you get to 200 former customers, I would recommend that you have an assistant that helps you handwrite the notes for the 300 customers. Because if somebody helped you sell your house, they got a 3% or 6% commission. Now, Chep, you’re not a realtor.

(Speaker 25)
No, I’m not.

(Speaker 1)
I’m not a realtor. Does it not somewhat irritate you knowing that somebody walked away with 3% of your home’s value, a massive commission check, when they did not renovate the house, when they did not build the house. Every single customer, that’s just in, every customer that I’ve ever worked with that’s not a realtor doesn’t like realtors. And so if you’re going to be liked as a realtor, you need to send handwritten notes.

(Speaker 1)
Be generous. I’m not kidding. Send like Russell Stover’s chocolates saying, thinking of you. I sincerely appreciate you guys. Hopefully you enjoy the new house. Nobody does it every month though, Chep. Right. But one of our clients actually did it every month. A handwritten note with blue pen. Every month going, hey, Eric, we really appreciate you guys.

(Speaker 1)
Hopefully you and Candice are enjoying the new house. We’ll be in touch. Hey Vanessa and Clay, hopefully you enjoyed your new house. Hope you’re enjoying it. Appreciate you. Hopefully you enjoy the chocolates.

(Speaker 1)
If there’s anything I can do for you in the future, let me know. When you do that, nobody does that, but this particular lady did that. When you do that you know what happens when people start to see you being consistent every month sending something like that? They remember you and it builds confidence. Right so they have someone in the office who says hey I’m looking to buy I’m looking to sell our house we’re gonna be moving and they go oh my gosh you know what I know of somebody and it’s top-of-mind awareness and it’s a law of reciprocity. You feel like you want to do nice things for people who’ve been nice to you. So this is absolutely a game-changing move if you apply it.

(Speaker 1)
Now the following thing you have to do, kind of ties into this, move number nine. You absolutely have to make sure that you wow people after the closing. So one of our clients I worked with, her name was Danielle Sprick, and she implemented this. One of the few real estate agents I’ve ever worked with that was willing to do this.

(Speaker 8)
And crushed it.

(Speaker 1)
Here’s what we did. She, after the point of closing, she says, hey, what is your moving date? And they say, oh, we’re moving tomorrow. And she says, okay, well, we will a cleaning service your first month of landscaping we’re gonna take care of that for you yeah and by the way if you need anything just let us know well people are going are you kidding me you got the pizza you got the first month of

(Speaker 1)
lawn mowing you got the the home cleaning and you know what Chuck people

(Speaker 4)
say Wow my impression of clay was his energy and just like the energy that he had on stage and how passionate he is about his message and I really felt like I could connect with that because it was very genuine and believable and sincere and I really appreciate the sincerity of it all. So the lesson nugget is in fact the action nugget. It’s like you can think of things all day long, you can read books all day long,

(Speaker 4)
you can do whatever you’re going to do as far as business planning, but if you don’t implement and actually take action, then it doesn’t mean anything. It is all about taking the steps and standing up and going forward and engaging in an action activity.

(Speaker 4)
Well, what was so different about this is the sense of humor. They’re really great sense of humor, very lively, very engaging and interesting. And a lot of presentations, you just kind of sit there and go oh no.

(Speaker 1)
You know what they say after they say wow? What’s that? Hey, Bonnie, can you believe what my realtor did? They actually did first month of cleaning and the lawn service and they brought pizza while we were moving. It was awesome. And check it out, if your average home transaction is $300,000, which is what I understand. 300,000 times .03 that gives $9,000 and pizza costs typically unless they’re really hungry right less than $9,000. It’s a little bit. You know home cleaning typically costs about

(Speaker 1)
$300 a little less than $9,000. You know fresh baked cookies in the home dropping those off a little less than $9,000. Danielle took it as far as to deliver fresh made gourmet chocolates. I mean, she took it to that next level. Yeah.

(Speaker 1)
And you know what people did? They took her business to the next level. It’s called the law of reciprocity. So Ms. Sally, that’s how you grow a successful company. We gotta get those things done as soon as possible. We absolutely, every single morning at 6 a.m., Monday through Thursday, we have a coaches meeting where if you ever get stuck, the coaches will ask myself and will help you break through

(Speaker 1)
that limiting factor. You’ll never get stuck. We’d love to see you at our workshop. Book your tickets today at thrivetimeshow.com and download your copy of the Start Here book. It’s an Amazon bestselling book. People love the hard copy, but we can afford to obviously make it downloadable.

(Speaker 1)
The free ebook, you can download that today at Thrivetimeshow.com. And now without any further ado, here we go. 3, 2, 1, boom.

(Speaker 2)
I’m Glenn Shaw, owner of Shaw Homes in Tulsa, Oklahoma. Started the company in 1985. At that time it was one employee doing everything, me. I met Aaron Antus in 2007. The top three things that Aaron did for Shaw Homes was he brought in processes that helped us be able to repeat over and over. He brought in unique hiring skills. He was able to find the right people

(Speaker 2)
for the right seat on the bus. And Aaron brought sales techniques that we weren’t familiar with up until that time. When Aaron came, we were selling about 80, 85 houses a year. And during the 16 year period, we saw sales get up over 400. And before I met Aaron, the only sales manager we had was myself, and I was completely unable

(Speaker 2)
to perform that job. And so Aaron brought major changes and great results with him. In the many years that I was building houses before Aaron, I was great at selling if somebody wanted to buy. But they had to be knocking on my door asking me to sell them a house before I could actually make that sell. I had no sales techniques and no ability to generate sales. Aaron coming in as a natural salesperson just absolutely

(Speaker 2)
transformed that and made the sales experience better for the company and better for our buyers. Prior to Aaron, I would work all week for the company. I’d sit in a model home over the weekend and I had a salesperson or two, but I was actually out there all week and working that. Since hiring Aaron, I was able to take my weekends off, even reduce my workload during

(Speaker 2)
the week. I went from working 60, 70 hours a week to almost a normal workload. So I’ve been a member of the Builder 20 program in the National Association of Home Builders for 25 years, 20 years, and during that time I’ve seen a lot of sales managers with the other companies that have been involved and in my opinion Aaron is smarter and sharper than any sales manager of any builder that’s

(Speaker 2)
ever been in our group. Some markets, they don’t have to try to sell, they just sell themselves. But with the ability to sell and to train and hire, Aaron was better than any of those sales managers that were in my program. Well, I remember when I considered hiring Aaron many years ago, the thought of spending the extra money

(Speaker 2)
was a little scary, but in hindsight, 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.

(Speaker 12)
Years ago, I was concerned that if I didn’t do

(Speaker 2)
whatever a customer asked me to do, it might be the last house I sold. And so over time, we were able to move away from unlimited customization to pre-design options. The problem that we were having in those days is that the customer would tell us what they wanted, but they didn’t really know what they wanted. And we would deliver exactly what they told us to do, and they wouldn’t be happy with it. So as we became more standardized, we give lots of options, but we don’t customize.

(Speaker 2)
And in the end, that allows us to sell more homes for better margins than spending countless hours trying to customize in just every avenue of the sales process. We get weekly reports on sales, on profitability, on production, and it provides all the manageable tools that I need to review the company from a 10,000 foot level.

(Speaker 1)
All right, Thrive Nation, on today’s show, what we’re gonna focus on is how to grow a successful company. So what I’m gonna do is is I’m going to pull up a graphic that is the theory of how to grow a successful company. But vision without execution is hallucination. And so if you go to ThriveTimeShow.com forward slash millionaire, you can download a book that I have written called

(Speaker 1)
A Millionaire’s Guide How to Become Sustainably Rich. You can download it for free at thrivetimeshow.com forward slash millionaire, but you have to actually implement that, which is in the book. And so on today’s show, we’re joined by a very successful person in the home building business. A great friend of mine,

(Speaker 1)
a man by the name of Aaron Antus. Aaron Antus, welcome on to the Thrive Time Show. How are you, sir? I’m doing great, Clay. Hey, so I got to ask you this for people out there that want to prove you’re not a hologram. First off, what’s the website for your company so people can verify that you are, in fact, a real business? You bet.

(Speaker 1)
It’s shaholmes.com. S-H-A-W-H-O-M-E-S.com.

(Speaker 17)
shaholmes.com.

(Speaker 1)
I’m pulling up shaholmes.com. When you and I met, before we met, you had been already very successful as a home builder. You turned your dream of being a home builder guy into reality. And so how many homes had you sold or what kind of sales had you done in your career as a home builder guy before you and I even met? Before we met, probably about $750 million

(Speaker 1)
in sales prior to meeting you. And then you did, the year we first started working together. What were the sales totals that year? We were at like $19 million. $19 million. And then when you ended 2022, obviously we’re in 2023,

(Speaker 1)
and so we’ll see how this year ends. But as far as ending 2022, how much sales did you do last year at the end of 2022? 2022, we were at like $84 million. OK, so from $19 million to? $84 million.

(Speaker 1)
$84 million. So you’re doing some things right here. And we’re going to try to do is kind of demystify the plan here. OK, so here we go. So establishing revenue goals.

(Speaker 26)
Yep.

(Speaker 1)
When you and I first started working together, we started off with a 13-point assessment. We went over your goals. I’m not going to ask you to share your goals on the air, but why is it important that you have goals? Well, I mean, goals are sort of your guideposts that you set something out there in front of you,

(Speaker 1)
and you start chasing after it. And without that, you’re just kind of floundering in mediocrity. You don’t have any reason to get up in the morning and really get after it. And so I think goals are, you know, it’s you can have lots of different types of goals. And we’ve talked about a lot of this.

(Speaker 1)
We’ve talked about having financial goals and having fitness goals and having friendship goals and just all these different areas. I know you’ve got the F6. So that’s kind of something that, you know, we touched on very early on.

(Speaker 1)
You asked me like, is the goal, is one of your goals more income or is it more time? And so I said, well, really at this point, it’s more income. And then later it became more time. So, you know, it’s changed over the time I’ve known you since 2016. We’re going on seven years, and the income

(Speaker 1)
went up considerably. So now it’s turned in the last couple of years

(Speaker 28)
towards more time.

(Speaker 1)
Now, the break-even numbers, again, I’m not asking you for the numbers on the show, but you guys have a lot of fixed costs. I mean, if you go to shawhomes.com, you’ve got framers, you have plumbers, you have tile people, you have so many skilled people, you have a full-time sales team, you have an admin staff.

(Speaker 1)
And if you don’t sell a house, you still have the service of the land, you still have all the overhead. Why is it important for every listener out there to know their break-even point? How many deals they need per month just to break even?

(Speaker 1)
Well, yeah, because you’re going backwards real quick. And it doesn’t take very long if you’re at the beginning of your businesses, doesn’t take very long for you to be in a place where, you know, the creditors are knocking at your door and you’re, you know, you can’t pay your bills and all of a sudden you’re going to lose all your, your, for us, all of our trades, all of our suppliers are going to start backing out. So you’ve got to know what that number is that lets you tread water so that, OK, this is the worst case scenario. Everything above that, at least I’m into the profit zone.

(Speaker 1)
So you go out of business pretty quick. Most businesses don’t last more than just a few months if they get below that break-even number. Now, folks, again, these might seem like simple steps, but they’re all the linear steps you have to take to create time, freedom, and financial freedom. And if you want to grow your company, this is how you do it.

(Speaker 1)
Box number three, though, is you have to know the hours you’re willing to work. Now, your incredible wife is here off camera for accountability. So at any point, she could yell like, amen or boo. But you guys are on the same page with the hours you’re willing to work. And you guys, as a couple, I want to brag on both of you.

(Speaker 1)
You guys both committed to sacrificing time and energy and a lot of things to get to where you’re at in life. And then as you had your children, you raised them, you decided to devote time to raising said kids. And now that your kids are older, you’re devoting time to raising these kids.

(Speaker 1)
So it’s not like you abdicated being a parent while also growing a company. You did both well. Let me get your thoughts on sitting down with your spouse, if you’re watching this today, or your significant other, and making sure you’re on the same page about how many hours per week you’re willing to work. Well, yeah.

(Speaker 1)
You don’t want to grow a business to make a whole bunch of money just so you can split it in half later. Because that’s kind of what happens when you don’t work out those details ahead of time. And so my wife and I have been married 25 years. We’ve been together for four before that.

(Speaker 1)
And so yeah, 20, sorry, 26. Did I just say 25?

(Speaker 29)
26.

(Speaker 1)
Real quick, I hate to do this to you. I just got in trouble. I hate to. Your wife just turned 27 on Thursday, and what you said is 100% false. OK, so the unique value proposition here. Now, let’s talk about this.

(Speaker 1)
Whether it’s growing a home building company, or a dog training business, or a haircut chain, or a carpet cleaning franchise, or whatever business we’re involved in helping to grow, you have to sit down as a listener out there, as a business owner.

(Speaker 1)
You got to figure out what makes your company unique. Absolutely. So I want to ask you, what makes Shaw Homes unique in the marketplace with other home builders? Yeah, we have more furnished and decorated model homes than any other builder in the market. So a lot of times people, when they walk into a home and they’re trying to decide if they like the floor plan,

(Speaker 1)
the layout, whatever, they usually, most builders in our market, have an empty house that they walk into. It just kind of echoes when you walk through it. There’s no furniture or anything. And we completely, as you can see in this little video here, we completely furnish and decorate it, make it beautiful.

(Speaker 1)
We are the most award-winning builder in the state of Oklahoma. That’s true. We’ve won like five times as many awards as any other builder in the market. So definitely that is one of our big takeaways. And I’m going to throw you under the bus real quick,

(Speaker 1)
and I don’t mean to do this super passively aggressively. It’ll just be more of a subtle passive aggressive. When I met you, you guys had all these awards, but no one knew.

(Speaker 17)
That’s true.

(Speaker 1)
It was like this weird, bizarre thing where you had all these awards. I remember talking to you, and I’m like, what makes you guys different? And you’re like, you know, we do a good job. And you’re being nice about it. You’re a good salesperson. But I said, well, I mean, tell me about the awards. And you’re like, well, we got this award, that award.

(Speaker 1)
This is true. This award, like 45 minutes later, it award, that award. I want to go mow the lawn now. This award, that award. I’m thinking about retiring. This award, my kids are turning 18. I can see it. This award, you’re just going, and this award, and that award. And so we put those on the website, and that helped.

(Speaker 1)
And the other thing you guys were, we needed to change, was all these people were saying great things, video reviews of them saying it on camera. Right. So it was like your online reputation didn’t match your real world reputation. It’s so much good momentum there, and so many people loved you guys. And now you guys have, would you say, 100 video reviews?

(Speaker 1)
Oh gosh, I would say more than that. We’ve got, yeah, we have a lot. Everyone can give up. You can just keep scrolling and scrolling and scrolling. I was scrolling. And this is actually all that’s on this page. If you go to our YouTube channel,

(Speaker 17)
we have way more than this.

(Speaker 1)
So again, and this is all the stuff. You’re going to grow a successful company, folks. Step one, you’ve got to figure out your revenue goals. Step two, you’ve got to figure out your break-even goals. Step three, sit down for an hour of power. Sit down with your spouse. Four, unique value proposition. Figure out what it is that makes you unique. And we have an in-depth guide that you can download

(Speaker 1)
for free at thrivetimeshow.com forward slash millionaire if you get stuck. Next box, you gotta improve your branding, your website, your one sheet, in your case, model home presentations, business cards, social media branding, everything that a customer sees

(Speaker 1)
needs to be first class. And I was talking to a guy named Ronnie Morales today, and it’s Morales Brothers. I think you met him at a conference.

(Speaker 24)
Mm-hmm.

(Speaker 1)
He told me this, and I’m not slamming Ronnie. Ronnie, if you’re listening, I’m not slamming you. This is the real thing. Ronnie said he’d listened to our show for seven consecutive years before ever reaching out.

(Speaker 1)
And now he’s reached out, and he’s up 57% in about eight months. That’s awesome. And we’re going to put his story on part two of today’s show, because he’s in Texas. And he’s seven years behind you. But he’s doing a great job. What do you think that thing is where people have bad branding and we’re not aware of it?

(Speaker 1)
Someone hasn’t brought it to our attention? What causes bad branding? You know, the number one thing I hear business owners say is, well, you know, I don’t really need good branding because I sell everything by word of mouth. Oh, yeah, baby. I’ve got such an incredible reputation.

(Speaker 1)
You do. Everybody just comes to me by word of mouth. Yeah. And then it’s like, OK, yeah, but how much business did you do last year? Well, not very much. And I’m really unprofitable. But I’ve got great reputation out there,

(Speaker 1)
and I get a lot of word of mouth. So when people switch over to starting to improve branding, I know you helped us a lot with that in just creating a lot better looking website, creating a we’ve got an office environment now. That is, when people walk into our model home,

(Speaker 1)
they are blown away. We truly wow our customers when they walk into our model home, they are blown away. We truly wow our customers when they come to our model homes. It’s a one of a kind experience in the state of Oklahoma. And the process of that, you know, just going through branding it so that it looks really top notch. And, you know, that includes everything from, you know, marketing to all of your senses

(Speaker 1)
and everything else. So it just really brought us to another level. And when the customer comes in and experiences us after having walked through other builders’ homes, they usually come in and go, you guys are just on a whole nother level. It sights, sounds, smells, experiences, everything that your customer sees, they’re grading you on and you might not know that they are even judging you

(Speaker 1)
because they’re not filling out the form. And I have a funny story to share with you that’s kind of sad. I was working with a fitness guy years ago, and I’m not going to tell you what studies and what study folks,

(Speaker 1)
I know you want to know, but I’m not going to tell you. And he filled out the form because his wife wants me on the phone. I got to tell you, I don’t really don’t get leads from social media. I don’t get leads from marketing.

(Speaker 1)
I get all my leads word of mouth, like you were saying. And I said, well, let me just do this. Let’s just, this first month working together, let me get all the passwords for your Facebook, your YouTube, and I’m just, as the first month, we do this with every single client. We optimize your YouTube, your Facebook, your Instagram, your Twitter, your, you know, all that. We log on, this is a fitness guy.

(Speaker 1)
He was spending like 400 bucks a week, every week on ads. And he hadn’t known, he wasn’t aware that every time a lead came in, it got stuck in Facebook and went to an email address that he wasn’t checking.

(Speaker 25)
Oh.

(Speaker 1)
So think about this. And it’s like 15 to 20 leads a week for years this guy had.

(Speaker 28)
That’s not good.

(Speaker 1)
And he didn’t even, so I’m going, you’re spending, you know, 20 grand a year on ads that you’re not getting anything from. And are you aware that the phone number on your site rings to a phone that’s no longer a real phone? And I’m serious, this was real. And then he had before and after photos

(Speaker 1)
where somebody had had the idea of let’s get before and after photos. You know, where you interview someone before they start working out? Yeah. But then they never completed the thought.

(Speaker 1)
You know what I’m saying? I do. Where it’s like they interview him about getting in shape, but then they never actually like air the part where they’re in shape.

(Speaker 24)
Oh, no.

(Speaker 1)
So it’s just sort of like an interview with people that are not in shape. And I’m like, I did. And again, he’s a busy guy, busy entrepreneur. That kind of stuff is very common. It’s kind of laughable if it’s not your company.

(Speaker 1)
But OK, next box. You got to determine your customer acquisition costs. How much does it cost you to get a customer? So Aaron, you guys run ads on Google, on Facebook, on retargeting ads. You have massive signage. There’s a lot of stuff you do. Why is it important to know how much it costs you

(Speaker 1)
at the end of the day to get an actual new buyer of a shaw

(Speaker 27)
home?

(Speaker 1)
Well, because if you want more of those, you know what it costs to go generate more of those. And it’s a cost where it’s like, okay, well, you know, I’m down in sales this month or this quarter or whatever, and I need four more sales to make it a good quarter here before the end of the quarter. And it’s like, I know I can go put money into that and it’s going to cost me X number of dollars per customer to get there. And so then it’s just a matter of, do I want to spend that money to get to that point? So, you know, for us, it’s, you know, a pretty high number

(Speaker 1)
because it’s a big ticket item. But for some people, it might be, you know, very small to get that, you know, each customer. But for us, you know, it’s, you got to know what the number is because ultimately that goes into the price of your product and whatever you sell. We’re doing homes.

(Speaker 1)
That is one of our line item costs in our homes. That’s a cost.

(Speaker 26)
Yeah.

(Speaker 1)
Now, if you go to any of the businesses that I’m involved in, you go to eitrlounge.com forward slash staff. I put in the password here. Once I put in the password, I have all of the documents needed to run the company. And they’re all saved. So the checklist for the manager, the opening checklist for the assistant manager,

(Speaker 1)
the bathroom cleaning checklist, everything needed to grow the company’s all in one place. And therefore, the business, everybody who works there knows where to go to find those documents. This is the kind of stuff that fires me up and it makes other people crazy.

(Speaker 1)
Oh yeah. So with the conferences we do, if we ever do a conference that’s out of town, I have a checklist of stuff I print out. I know it seems kind of crazy for people, but this is real. I print it out and it’s like, OK, socks. I’m gone for four days.

(Speaker 1)
I want to have 12 pairs of socks.

(Speaker 23)
Why?

(Speaker 1)
Because it could be hot. and shaving, and I have a laptop and a backup laptop, and I have patch cables and XLR cables. And we bring three, you’ve seen all this stuff, but it’s multiple monitors, backup monitors, it’s backups for everything. When you guys build a Shaw home, you’re not moving off a guesswork. There’s blueprints, there’s plans, there’s systems,

(Speaker 1)
so houses don’t fall down. There’s somebody out here listening right now that doesn’t have systems in place. They don’t have checklists. They don’t have it. And so they have to think about everything all the time, because if not, they forget a step. What would you say is the importance of having taken the time to have built these systems now?

(Speaker 1)
It is the night and day difference between running around like your hair is on fire every day, constantly playing firefighter, or you hear people say, oh, I’m up to my armpits in alligators, you know. It’s because you don’t have systems and processes. And every time at Shaw Homes,

(Speaker 1)
every time that we have a problem come up, we automatically go, okay, what step in our system did this fall apart in? And what’s broken in that step? And how can we fix it? So it never happens again. So we go fix the process. We address the problem for the customer, but then we go back after that and we go, how

(Speaker 1)
do we fix the process so we don’t repeat this problem? And the business owners that are running around with their hair on fire all the time, it’s because there’s no systems, no processes. Everything is urgent. Everything is hair on fire. Correct.

(Speaker 1)
And it is a chaos world that you live in. And if you’re going to build homes for a living and build a lot of them, you cannot live in that chaos

(Speaker 6)
world.

(Speaker 1)
Now, this next box, I get excited about all these boxes. This is what I get excited about. This right here is what I care about.

(Speaker 25)
OK.

(Speaker 1)
The next box is management and execution. You have people on your team, and I’m just going to give some examples, and I hope this benefits somebody out there listening. You have people on your team. It’s their responsibility every time that you do a new house, they go out there and they design, or they get the blueprint on the website. They get the new design of the home,

(Speaker 1)
because people want to see floor plans. So somebody’s job is to get those up there. Somebody gets photos of every house that you guys are building. Somebody gets videos of every house. Somebody puts them all up for sale.

(Speaker 1)
Somebody answers the phone every day. Somebody calls the leads every day. Somebody cleans the bathroom every day. Somebody builds the houses every day. Now, this is what I find, and I’m sure none of our listeners can relate to this. Some of our listeners fire people people and then nothing happens.

(Speaker 1)
So work with me on this. There’s listeners out there that I talk to them every day because we do free 13 point assessments. So I talked to two or three people a day who go to thrivetimeshow.com. They want to schedule a consultation.

(Speaker 1)
And the other day you heard me talking to Jordan. I said, Jordan, go ahead and keep setting those. Was he setting a point with someone who’s definitely not a good fit. And you could tell he had a little question if that was OK. And I said, I would rather you set an appointment with somebody

(Speaker 1)
than not, because I don’t know if he’s a good fit or not. But the idea, though, is I sit down. I was talking to a guy the other day, and he was like, the reason why my team did not get Google reviews or videos this week is because we fired a guy. And I go, cause I’m just asking him, you know,

(Speaker 1)
where are we stuck? What’s your biggest limiting factor? I have a big process I go through my evaluation. I said, who calls the leads? He’s like, well, normally I have a person that calls the leads, but we just fired her.

(Speaker 1)
And I mean this, I’m going, how long have you been in business for over 10 years. And he’s reaching out for help. Good person. We’re trying to help him. I think it’s gonna be a good fit. But, so I said, so basically, everybody follows the systems until they don’t work there anymore, and then no one does the systems. And you go back and forth, vacillating

(Speaker 1)
from things being done to not being done. And one of my favorite things about working with you guys What does that mean? You do your best to do what you say you’re going to do, and you hold yourself and the employees accountable.

(Speaker 9)
Absolutely.

(Speaker 1)
But what would happen if every week you… If somebody wasn’t performing, you remove them from the position, and then the houses weren’t built for the week because something wasn’t going well, or because maybe a salesperson wasn’t performing at the peak, you let them go, and the next thing you know…

(Speaker 1)
What would happen if you managed your company that way? Uh, it would be a disaster. I mean, I can’t not have… I can’t just fire my superintendent without having somebody already ready to take over all of those responsibilities, because I’ve got materials showing up

(Speaker 1)
at the job site today, tomorrow, and the next day. I’ve got trades showing up who need some supervision, need to know what they’re supposed to be doing. If I fire that guy with no warning, somebody else has to come fill in that position. So, you know, for us, we try to never have that gap happen.

(Speaker 1)
And, you know, sometimes it’s like you know that you’re going to need to fire somebody, and you can see the writing on the wall. Right. But you want to get the next person up and ready to go

(Speaker 17)
before that happens.

(Speaker 1)
And you guys have a weekly meeting. So we talk a lot on this show from an employer perspective. But how frustrating would it be to be an A-player employee and you’re working for a C-player boss? A boss that doesn’t have a staff meeting, that’s not organized, that doesn’t pay people on time, that’s constantly emotional.

(Speaker 1)
I see that a lot. And so management is a learned skill. And thankfully, when I first met with you, you’d already really mastered, in my opinion, managing people. But this next box is where I thought we needed some help, was to build a system for constantly recruiting new people.

(Speaker 1)
Because certain people work for Shaw Homes for three years or four years, and then they want to go move. They want to have a baby, they want to stay home, they want to get a new job. And even though you have low turnover at Shaw, certain people get to their expiration date

(Speaker 1)
and it’s time for them to move on to something else. And because we didn’t have a process in place at Shaw at that time to consistently bring in a pipeline of new people, it made it difficult to do the management that was needed. Can you talk about the importance of implementing a human resources program for hiring, inspiring, training, and retaining good people? It’s huge. I mean, that was definitely an Achilles heel for us. And you helped us a lot

(Speaker 1)
with that. Putting in a, you know, where every single week I’m seeing potential candidates that could come work for us and their job shadowing and seeing what it’s like to work in our company every single week. Yep. It does multiple things. It helps the people who work there to know, hey,

(Speaker 1)
there’s other people who desire to come work here. Here we go. And if I’m not doing my job, I might get replaced. So there’s a little bit of that. And then it’s also a thing of, you know, the people who are shadowing get to see the job being done by people who are happy doing their job.

(Speaker 1)
And it helps them to want to come be a part of Shaw Homes. I’ve got a very long list of people right now in every single position that would be excited to come work for us if I did all of a sudden find myself with an opening. Because occasionally people leave with no notice or whatever, something happens, family emergency, whatever.

(Speaker 1)
And you have that, oh, I need to replace somebody immediately. And the great thing about it is I have a whole bunch of people that I could plug into that position very quickly because every single week I am interviewing. Now, the next box here is you got to do your accounting.

(Speaker 1)
And in order to earn millions, you have to automate your accounting. What does that mean? You have to have a system in place for making sure you price your products and services correctly and that you pay yourself first, that you set aside

(Speaker 1)
a set amount of money to pay yourself and your staff. And all these things work together. And what I find is people ask me, often just not knowing, they come from a place of a good heart, they don’t know, they say to me, Clay, what is the most important step in growing Shaw Homes? I’ve heard Aaron on the show, he’s a great guy.

(Speaker 1)
Clay, I’ve heard PMHOKC on the show. Clay, I’ve seen OxiFresh on the show. What was the most important thing they did. And to me, that’s like asking a hiker, what was the most important step you took to get to the top of that mountain? Well, it was the one we took there an hour ago. I took a left step. So, it’s like asking a baker, what’s the most important ingredient?

(Speaker 1)
Is it milk? Is it sugar? Is it eggs? It’s like asking a farmer, what’s the most important thing? Feeding the animals or watering them? What’s the key to your success? There’s just certain questions that I understand people want to know. But all of this has to work together, and nothing works unless you do.

(Speaker 1)
So I have three final questions for you. For anybody out there that’s thinking about scheduling a consultation, a free consultation with Thrivetimeshow.com and myself, obviously they’re stuck with me if they fill out the form. I’m the only person that does 13-point assessments. I believe we, I’ve seen it since 2005,

(Speaker 1)
we help people decrease their costs, increase their time, freedom, and profits. What would you say is the benefit of scheduling that 13-point assessment? Well, actually, the 13-point assessment was very eye-opening for me.

(Speaker 1)
You asked me a lot of tough questions that I probably should have been asking myself and wasn’t. And so as we went through the questions, I was like, I think at every question you asked me, I was like, oh, that’s a good question. I was like, hang on.

(Speaker 1)
Let me think about that for a minute. So I find that it kind of helps open your eyes to, you know, hmm, these are some things that I know I have some areas of weakness. And then there were, I think, a couple of the questions where I was like, oh, I know the answer to this one. I got this one, no problem.

(Speaker 1)
But it helps you sort of identify. I walked away having identified areas of strength and areas of weakness, even though that really wasn’t the purpose of the phone call necessarily. It helped me to see that. And then I was like, hmm, I think I have a need in a couple of these areas. And I didn’t really know what to do for myself.

(Speaker 17)
I didn’t have the answers.

(Speaker 1)
You know, in part three of today’s show, part two, we’re going to show the Ronnie Morales story. On part three, we’re going to do a testimony with Myron. And Myron just bought his first Lamborghini today. And he’s super fired up. about six years down the path. We’ve been working with you for about eight years, whereas Ronnie’s been with us for less than a year. And it’s at a certain point that we have to take action.

(Speaker 1)
Knowledge without application is meaningless. What would you say to somebody who’s like, you know, it’s $1,700 a month, and, you know, I’m spending that much right now on random ads and that much money on random regrettable purchases at the gas station. And, you know, a lot of iTunes I’m downloading. I’m spending $1,700 a month on various things.

(Speaker 1)
And I don’t know if I can afford it, because I’ve just bought another vehicle that I can’t afford, but I’m leasing it. You know, what would you say to anybody who’s kind of on that fence? I mean, I would say you need to do it. I don’t know why you would sit there and think $1,700 a month is too much money to spend.

(Speaker 1)
Go find the money somewhere. Go empty out your sofa cushions. Go sell the stuff that you have in your house that you’re not using. I mean, go get whatever you need to do to get to that place. You need to find that $1,700. And I will say this, that cost was very quickly replaced with the extra money we were making.

(Speaker 1)
And I’ve seen, I’ve actually seen, because I’ve been around you for a long time, I’ve seen a lot of your clients come in and right off the bat, they’re real nervous about, am I going to be able to, you know, because maybe they’re a smaller company or whatever. And they’re like, I’m wondering if I’m going to be able to handle this $1,700 a month. And then I see him six months later, and I’m like, how’s it going now? And they’re like, man, we’re just hitting record after record.

(Speaker 1)
I have referred several business owners to you. And they’re doing great. That are killing it. And that, you know, I’ll give one example. I won’t name the person, but had bought another one of the shops of what he does. He opened it and it was not profitable

(Speaker 1)
and it was going to take under both of his shops. And I sent him over to you. And I remember about three months later, I asked him, how’s it going? And he goes, man, we just had a record-breaking month. This was amazing. And by the way, he said, first, he just hit another record-breaking month, just so you know. Yeah. And I know right now, not only does he have way more income,

(Speaker 1)
but he has a lot more time freedom, because he’s been working with you for many years now. And so that was, it changed his life, just like it changed my life. I would say, if you’re thinking about doing a 13-point assessment, stop thinking.

(Speaker 1)
Dial the phones to pause this video, make the phone call, reach out to Clay, get it started right now. Now, final question I have is, I think people look at oxyfresh.com and they go in, there’s 500 locations now.

(Speaker 24)
Yeah.

(Speaker 1)
They look at Elephant in the Room and they go, there’s five brick and mortar locations now. They look at Shaw Homes and they go, these are big success stories. I don’t know that I can do it. What would you say to somebody out there that just feel like they might not have the, like all this stuff they’re going to learn

(Speaker 1)
is going to be over their head, too complicated.

(Speaker 23)
What would you say?

(Speaker 1)
I would say the information, the ideas are easy. It’s the application that is difficult for people. The ideas that you share, there’s nothing that’s like, oh my God, I don’t have a PhD, therefore I can’t do it. I feel like it’s all very, very simple stuff, but it is a lot of action to get traction. And you got to get the action going. And I think if somebody has diligence and discipline

(Speaker 1)
or can learn diligence or discipline, they’re going to do extremely well. And it’s not about education. It’s about action. Now, Aaron, I got one thing I want to say, and then we’ll kind of wrap up today’s show, OK It’s about action. Now, Aaron, I got one thing I want to say, and then we’ll wrap up today’s show with a boom.

(Speaker 1)
Because boom stands for big, overwhelming, optimistic momentum. And that’s what’s required to have success. People watching this, they’re going, Aaron, he looks like a normal guy.

(Speaker 18)
Well, that’s true.

(Speaker 1)
They say, well, he sounds like a normal guy. He sounds like an all right guy. picture on the show and I want to give that gift to you folks who are watching is Aaron smells tremendous. It’s like a it’s a it’s like if you had smell-o-vision if you could just get up there and just smell that it’s incredible and it’s really it’s it’s his aroma that allows him to achieve massive success so unless it’s so if you’re out there and you’re going what’s the secret sauce it’s not a sauce it’s more just a smell so I don’t know if you qualify to have the kind of success he has unless you smell like he smells.

(Speaker 1)
It’s a really tremendous smell. Okay, let’s end this thing with a boom. Here we go. Three, two, one, boom.

(Speaker 10)
My name is Kevin Thomas and the name of our company is MultiClean. We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas.

(Speaker 22)
We have probably grown probably five times.

(Speaker 10)
We’ve added, I think when we first started with you, we had 60 to 65 employees, and now we have a little over 300 employees. Before we got involved with Thrive Time, we didn’t really have any systems or processes in place. I’ve probably been to, oh, in six, seven years, I’ve probably been to 12 to 13 business conferences. And amazingly, each time I go, I learn something new, and I’m so

(Speaker 10)
excited to bring it back and show the team about marketing and how to implement.

(Speaker 1)
Okay, Aaron Antis, September 25th and 26th, guess who’s coming back to Tulsa? I will give you a hint. His first name is Eric and his last name is Trump. And his father is the 47th president of these United States. Yes, Eric Trump is joining us once again here

(Speaker 1)
September 25th and 26th in Tulsa, Oklahoma for the two day interactive Thrive Time Show business growth workshop. But Eric Trump is bringing friends. Yes, ladies and gentlemen, Alina Haba will be joining Eric Trump right here in Tulsa, Oklahoma.

(Speaker 1)
Amanda Grace will be in the place. Dr. Stella Emanuel will be here in T-Town in Tulsa, Oklahoma. Julie Green will be on the scene. Mel K will be here to say hey. Dave Scarlett from the His Glory team will be here. It’s going to be a blasty blast right here in Tulsa, Oklahoma.

(Speaker 1)
If you want to start or grow a super successful company, if you want to make your wallet great again or make your wallet great for the first time, if you want to learn marketing, systems, scaling, human resources, accounting, social media, branding, search engine optimization, sales training,

(Speaker 1)
financial management, and more, get your tickets right now at Thrivetimeshow.com. Once again, it’s Thrive Time show dot com. 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 of these

(Speaker 1)
United States he needed a competent man to run and execute his business plans. 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.

(Speaker 1)
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,

(Speaker 1)
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 into nine, going into 10 years of him running it. And we get to tap into that knowledge.

(Speaker 17)
That’s going to be amazing.

(Speaker 1)
Now think about this for a second.

(Speaker 9)
But Clay Clark, man, he is one character.

(Speaker 13)
That’s a good word for him, character. Yeah, that is it.

(Speaker 9)
Good, driven, smart. And I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother. And she just says, she just she just lets him be clay Clark. I mean, so you know, he’s endorsed by his mother. And he’s doing magnificent work. So it was a

(Speaker 9)
great meeting you out there and all the people that he surrounds himself with his clay Clark starts his days at five o’clock

(Speaker 13)
in the morning. Oh, it’s incredible. Yeah. He’s, he’s like, he’s, he’s a machine. He’s a machine.

(Speaker 9)
But his, you know, I could, I have problems with my company starting at nine o’clock. Yes. Hundreds of people showing up at 5.00 AM in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s fantastic young man. Man, he’s a leader of a leader. He’s a fantastic young man.

(Speaker 13)
No, he is.

(Speaker 1)
The lineup continues to grow and this is how we do our tickets here at the Thrive Time Show. If you wanna get a VIP ticket, you can absolutely do it. It’s $500 for a VIP ticket. We’ve always done it that way.

(Speaker 1)
Now, if you wanna take a general admission ticket, it’s $250 or whatever price you wanna pay. 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 the tight spot. So if you want to attend, it’s $250 or whatever price you want to pay. That’s how I do it.

(Speaker 1)
And it’s $500 for a VIP ticket. Now, we only have limited seating here. 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.

(Speaker 1)
I felt kind of bad that a couple people had VIP seats in the men’s restroom. Oh no, I’m just kidding. But I felt, so I thought, you know what, we should probably add on.

(Speaker 11)
Clay Clark is here somewhere. Where’s my buddy Clay? Clay is the greatest.

(Speaker 12)
I met his goats today. I met his dogs. I met his chickens.

(Speaker 11)
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? His entire life, Clay Clark, his entire life is marketing. So again, if you want to get tickets for this event,

(Speaker 1)
all you have to do is go to thrivetimeshow.com. Go to thrivetimeshow.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 you, me,

(Speaker 1)
everybody. We’ll 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. conferences and to be bilingually sensitive my cell phone number is 918-851-0102. That is not actually bilingual, that’s just saying Kwan for a 1, it’s not the same thing. I think you’re attacking me. Now let’s talk about this, what kind of stuff will you learn at the Thrive Time Show workshop?

(Speaker 1)
So Aaron you’ve been to many of these over the past 7-8 years. So let’s talk about it. I’ll tee up the thing and then you tell me what you’re going to learn here.

(Speaker 21)
Okay?

(Speaker 1)
Okay. 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. make people know what my business is and make it a household name.

(Speaker 1)
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, 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.

(Speaker 1)
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? Well, because first of all,

(Speaker 1)
people are, you either have great people or you have people who suck. And so it can be a challenge. 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

(Speaker 1)
at selecting great ones, and we have a process we teach about how to find great people. 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,

(Speaker 1)
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. 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?

(Speaker 1)
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. Now let me tell you how the format is set up here.

(Speaker 1)
And again, folks, this is a two-day interactive 15. Think about this folks, it’s two days. Each day it starts at 7am and it goes until 5pm. So from 7am to 5pm, two days, it’s a two day interactive workshop. 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. So Aaron, what kind of great stuff happens during that 15 minute question and answer session after every teaching session?

(Speaker 1)
I actually think it’s the best part about the workshops because here’s what happens. I’ve been to lots of these things over the years. I’ve paid many thousands of dollars to go to them. 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. 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 1)
And what’s awesome about this is we literally answer every single question that any person

(Speaker 6)
asks.

(Speaker 1)
And it’s very specific to what your business is. And what we do is we, 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 stretch and to make it entertaining when you’re stretching. 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.

(Speaker 17)
That was pretty interesting.

(Speaker 1)
You know, I should write that down.

(Speaker 17)
Sorry for that one guy that we lost.

(Speaker 1)
The crocodile, we duct taped its face. So that, right, we duct taped. No, it was a baby crocodile. And we duct taped. Yeah, duct taped around the mouth so it didn’t bite anybody. But it was really cool passing that thing around and petting. I should do that.

(Speaker 1)
We have a small petting zoo that will be assembled. 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 US Debt Clock, that identify as 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 three 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

(Speaker 1)
of succeeding in the game of business. But yet, the average client that you and I work with, we can typically double the size of the company. No hyperbole, no exaggeration. I have thousands of testimonials to back this up.

(Speaker 1)
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. And you say double? Yeah, there’s businesses that we have tripled, there’s businesses we’ve grown 8x, 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

(Speaker 1)
objectively the highest rated and most reviewed business workshop on the planet.

(Speaker 6)
I was looking to learn how to take my business, like they’ve said today, from being very successful to being systematic. I’ve got a very successful practice in three different cities. Make good money. Just want to take it to the next level

(Speaker 20)
with systems and processes to where I can drive my cars more.

(Speaker 19)
Paul Hood.

(Speaker 6)
I’ve been a CPA for 33 years.

(Speaker 1)
And what kind of growth have you and your great team had here over the past, let’s say five, six years?

(Speaker 6)
The last five, when I met you five years ago, we were doing 3 million.

(Speaker 2)
This year we’ll be, we’ll do 24 million.

(Speaker 1)
And you say, Clay, I still, I’m not going to get a ticket unless you give me more. Okay, fine. We’re going to get a ticket unless you give me more. OK, fine. We’re going to serve you the same meal both days.

(Speaker 18)
True story.

(Speaker 1)
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. And Jill Donovan, our good friend, who is the founder of Rustic Cuff. She started that company in her home,

(Speaker 1)
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 17)
Give me more.

(Speaker 1)
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 given 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 it’s the it’s where you rent.

(Speaker 1)
It’s short. It’s where you’re renting storage spaces. He’s a storage space guy. He owns this. What do you call that? The rental, the 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.

(Speaker 1)
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. Most people don’t know who owns the railroad cars, 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 a incredible gift, you want a life-changing experience, you want to learn

(Speaker 1)
how to start and grow a company, go to Thrivetimeshow.com. Go there right now drive time show calm request a ticket for the two-day interactive event

(Speaker 7)
Hey, I was going on Thomas cross and owner and founder of full package media and Dallas, Texas I’ve been a coaching client with clay Clark since the beginning of our business We started about a year ago August of last year. I had no clients, no idea what we were doing, no clue really what was going on. And now we’ve grown to where we’ve got six photographers, we’ve got office space here, I have an admin sales person that works for us full time, developing an online system

(Speaker 7)
and a lot of that growth we attribute to Clay helping us and there’s so many things that … I mean his stuff is not revolutionary, know, revolutionary. It’s not this crazy walk on hot coals and all this stuff. It’s just real, real stuff.

(Speaker 1)
It’s gonna 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

(Speaker 1)
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 chain smoker, it is life changing.

(Speaker 17)
It’s not the best weight loss program though.

(Speaker 1)
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 Thrive Time Show 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.

(Speaker 16)
Whoa.

(Speaker 1)
What kind of growth have you had since you and I’ve been working together over these past few years? 3.45 million I got those stats before I got on here. So you’ve grown by 3.45 million? Yeah 3 million 450 thousand. Would that be like if you took the combined revenue maybe doubled it? Have we gone up by? took the combined revenue maybe doubled it? Have we gone up by?

(Speaker 15)
Almost three not quite.

Transcribed with Cockatoo