Sales | Need More Sales? How to Build Systematic Sales Super Success One Step At a Time + Discover the Proven 10 Steps to Building the Sales Machine + Join Tim Tebow At Clay Clark’s April 9-10 ThrivetimeShow.com Business Conf.

Audio Transcription

Transcribed with Cockatoo

All right, Jason, on today’s show, we’re going to cover a lot of ground. We’ve got a little bit of overhead music ahead today because we are recording from the office as opposed to the man cave studios right now. So we’re going to talk about how to build systemic sales super success. We’re going to cover the 10 steps to building the sales machine. Only 10? The 10 steps we’re going to cover today.

Only 10 today. And here’s a little sneak peek about what we’re going to cover.

We’re going to cover how to get your team to follow the script.

Oh, sweet. Why it’s important to use proper tone, pauses, and voice inflection. Bring the energy to every call, you gotta bring the energy.

Step four, we’re gonna talk about educating the team on learning the product.

Oh, gotta know the product.

Step five, we’re gonna talk about role -playing until your head explodes.

Love, love a good role -play.

We’re gonna talk about six, you gotta have coachable people because everyone thinks they got it until they tell you they don’t got it, but they ain’t got it.

Right. Now step seven, we’re gonna talk about following up until your head explodes. Step eight, we’re gonna talk about creating a culture of immediate feedback.

Step nine, we’re gonna talk about checking your bias at the door.

And step 10, we’re gonna talk about holding people accountable.

Oh, yeah.

All while referencing Tupac.

Oh, yes.

Milli Vanilli.

We sure did. And one more rap artist.

Who else did we reference?

Oh, man.

Bone Thugs -N -Harmony.

First of the month. Bone Thugs -N -Harmony. We got Tupac. We’ve got Milli Vanilli. And the 10 steps to building this sales machine.

Jason, I’m excited. Oh, me too.

It’s a powerful episode.

Shut up. Some shows don’t need a celebrity narrator to introduce the show, but this show does. Two men, eight kids, co -created by two different women, 13 multi -million dollar businesses.

Ladies and gentlemen, welcome to The Thriving Time Show. Yes and yes. Thrive Nation, on today’s show, it is a very special occasion. That is because Jason Beasley is rocking an SM58 handheld microphone. Can you explain to the Thrive Nation what this microphone looks like? That’s like your standard comedian microphone.

It’s like what they walk around and just like fiddle with.

And it’s an omnidirectional mic, which means you’re going to be getting data points, getting audio coming in from a variety of sources.

You might hear the background music on today’s show.

I’m over here. But that’s fine. So here we go. So we’re talking today about how to build systematic sales super success. 10 steps to building the machine.

Now, Jason, I have a thought for you, a deep thought for you.

I’m ready.

If you knew that you were listening to a show that could dramatically increase your sales, would you take notes?

100%. And I’ve discovered that the note takers are the game changers. The people that attend our workshop and take notes, those are the ones who make make it the money. So we’re going to go through 10 steps. that you need to take to have ultimate sales success. It works.

And we’re going to get through all 10 of these in 36 minutes. And if you knew that in 36 minutes, you could have the keys to the sales super universe.

Would you take notes for 36 minutes?

Absolutely. Okay, so here we go. Step number one, how do you get your people to follow the script?

How do you, Jason, you work with a lot of clients. How difficult, how difficult it is, is it for people to follow a script? More so than I originally thought. Why? Um, well, having been an ex -employee or former employee, I guess I should say, of the Elephant in the Room call center, that was the first call center job that I had that had a script.

So I thought it was weird, but then I realized the more I used it, the better I did, and so a lot of people, it’s not like, what’s the excuse I always get? It’s not what my industry does, or we do it differently in my industry. Okay, so this is what we’re gonna do. Step number one, we want to write a script that works, and the owner should actually test the script on himself or herself. Why would you want to test the script on yourself before you have your other team, your other team members do it?

Well, because they’re going to follow it blindly. They’re going to say, okay, I’m going to read what you gave me. And if we have, I mean, you and I, we did it for about 45 minutes for a client one Saturday morning, just reading over and over. And we found errors and ways to modify it during that time.

So step one, you write the script and you test it on yourself.

Now, step two, you want to install clarityvoice . com. if possible.

Now I know some organizations you can’t install call recording because your organization doesn’t let you do it, but you want to install clarityvoice .

com. Jason, why would you want to install call recording? For quality assurance. You also want to make sure that people are actually following the script, sticking to it. Okay, so you want to have the cameras installed as well via Nest . com.

Why would you want to install Nest . com cameras? Why do you think Walmart has cameras in the self -checkout line? Why does Target have cameras?

Why does Quick Trip have cameras?

Why does the airport have cameras?

Why do you want to install video cameras? Video cameras are, again, another point of accountability. You can make sure that it’s not, he said, she said, it’s like, okay, at 255 on this call, you said this. No, I didn’t. Okay. We have the audio and we have the video showing your butt planted in that seat saying that thing.

So step one, we get, we write a script that works. We test it on ourselves. Step two, we install ClarityVoice . com for quality assurance. That records the phone calls. Step three, we install Nest cameras, so you can see what’s going on video wise.

Okay.

Then step four, we schedule a weekly sales training.

Why does it have to be a standing meeting?

It’s the same thing every week. Why do you have to schedule a weekly sales meeting. Well if you don’t do it every week people start to drift and you talk about the same thing because that thing works and so if something works you do it over and over again. Okay and then why do we have to schedule a morning huddle every single morning for the rest of our lives a morning huddle to go over the number of leads that came in and how many closed?

Why do we have to do that every single morning?

Let’s make sure if anybody has any questions you address them before the end of or before the beginning of the day that way you can hit it hard on everything else that’s about to come your way.

I have a question for you. Yeah. Are you thinking about building a house or are you going to buy an existing house eventually? What’s your plan?

I think building is cool.

I would like to just buy one to start. You don’t want to build one? You don’t want to like go to some place like Shaw where you can build it, kind of customize it, or you want to buy when it’s already there?

When I’ve hit my financial goals, I want to build it. And then also once I have, once I can, a lot more of that time, because it’s a lengthy process. It’s like what, eight months? They do a lot of it for you. But I know that my wife and myself want to be very involved with it. So it being able to hit the meetings and everything.

I’m not there yet as a grown up, but The end goal is by the time I have a second house, it’s going to be one that we built or somebody built.

What happens though? What happens?

Would you have a lack of confidence in a sales person?

Let’s say you were talking to a salesperson for a home builder. And you found out they didn’t use blueprints when building houses and they just kind of winged it?

Would you lose confidence in that person?

At first I’d be like, well, that’s impressive.

And then immediately I would think, oh, no.

So why do they use blueprints to build buildings? Because it’s the structural foundation.

Somebody has taken the time to do the math and the measurements to make sure not only does this look good, but this is safe and it works.

Why does the Thrive Time Show guest Wolfgang Puck insist on using recipes at his restaurants?

Well, because if you go in and I’ve tried blind cooking before and it’s a mess. So what happens if you don’t use a recipe? You don’t use a recipe, your flavors are off, your cooking temperatures are off, you could end up serving somebody. raw meat which could make them sick.

What if you don’t use a blueprint to build an airplane or a building or a house?

All of those things are coming apart.

So when you have a sales system, don’t you want to also follow a blueprint? You’ve got to follow a system. True. I just want to wing it. Why would you wing it in sales and not wing it in building a house? it’s easier for most people in sales and they just think, Oh, you know that this one was different.

The next one is going to be better. So page 143 of the boom book, I’ll have you type out the specific things we have to have in place. Okay. We have to have an inbound script and an outbound script, pre -written sales emails, pre -written sales texts, create a sales one sheet. We’ll type all this on the show notes, create a pre -written sales presentation book, create a pre -written sales presentation script, create sales FAQ sheet related to the questions asked by your ideal and likely buyers, create a sales manual. Print, review, and post the deal wheel method at every station.

Create a documented sales workflow using a whiteboard. And we create a lead tracker spreadsheet from page 143 of the BoomBook, available for all of our listeners to download for free. They can download the e -book of the BoomBook by going to thrivetimeshow .

com.

They click on the podcasts button, and there they can download the BoomBook for free, and they get page 143. Here it is.

And we’re going to type it on the show notes, too. Now, what if you skip one of these things? What if you have all this right, but you don’t have pre -written sales scripts? Or you have all this right, but you don’t have a daily huddle? Or you have all this right, but you don’t install video cameras to see what people are doing? What happens?

It’s like going back to the whole cake metaphor.

You could have the most amazing recipe from Wolfgang Puck, but if you mess up and skip the eggs, you don’t have a cake.

Alright, so step number two.

Step number two of building the ultimate sales machine.

How to build systemic sales super success.

Step two.

You got to use the proper tone, pauses, and voice inflection.

Now the question I would have for you is how in the crap are you going to know if you’re using the proper tone, pauses, and voice inflection? or voice inflection if you can’t hear yourself?

When you go to Juilliard, the dance school, the famous dance school, Juilliard, why do they make you dance in front of mirrors, Jason? so you can make sure that you’re hitting your form properly.

Oh my gosh, why does Bill Belichick, Billy B, the coach of the New England Patriots, why does he watch game film?

To know if he had any holes in his defense or if anybody wasn’t quite measuring up to, you know, the plays at hand.

And why does he have his players watch the game film while he’s watching the game film?

So he can critique them and they can be critiqued while watching him critique them.

Why doesn’t he have them watch the film on their own and then he watched the film on his own?

Why do they have to watch it together?

Oh, because they’re not going to do it. It’s also to hold them accountable. So you got to use the proper tone, pauses and voice inflection. But you’re not going to do that unless you listen to your own calls.

Yeah.

You know, fun fact, Tupac went to Juilliard. Tupac? Really? Yeah. He was a dancer before he was a rapper. You know what I want to do?

I want to do a Tupac right now acapella. Can we do a Tupac acapella? Can we do that? A Tupac acapella.

A Tupac acapella.

Nice.

Let’s do changes.

by, well let’s see if we have Thug Mansion, let’s see if we can find a Thug Mansion Tupac and this will be the acapella. So let’s cue it up here, I’m gonna cue it up here, let me get it. Here we go, come on Tupac, get into it. Okay, he’s doing this method called voice layering or voice doubling, so he’s saying the same thing twice, so listen to it. said all I can see is my mama’s eyes but again he doubled the he doubled he said the same thing twice so what you do is you got to double it though right that’s how you you double it and then that’s what creates that sound that you hear but he I guarantee you he has reference monitors so he can hear you

while he’s recording the words. Why would you want to hear yourself while you’re recording? So if you’re trying to do doubling, you can make sure the effect works, but also if you were singing or even rapping, you know, what people always say, you know, rapping doesn’t have any, you know, chromatic value, but there’s pace, there’s tone, there’s attack, there’s staccato. And so if you’re listening, you can see if you’re, you know, matching up to the beat, if your intensity is where it needs to be.

Let’s do another one. Let’s do a Michael Jackson acapella. Here we go. This is acapella here. Here we go. You can hear the headphones.

That’s what he hears in his headphones. She was more like a beauty queen from a movie scene. I said, don’t mind, but what do you mean? I am the one who would dance on the floor and around. She said, I am the one who would dance. But he, I guarantee you, he could hear himself.

So therefore, he could improve, right? But if you can’t, you can’t improve if you don’t know what’s going on. You measure what you treasure. You’ve got to look at your own presentation, listen to your calls, and get feedback. It has to be a high feedback culture. Step two, you’ve got to schedule.

In that sales meeting, cover tone, pauses, and voice inflection. People hate cold callers, by the way.

If you sound like a cold caller, you’re going to be treated poorly, like a roach.

But if you sound like a human who’s not cold calling, you won’t be treated poorly. You got to listen to your calls. All right. Now, step three to build the ultimate sales machine here, how to build this systemic sales, super success, have energy and your conversations. And don’t just focusing on getting done with the call. Jason, why do we have to sound like we have energy on every single call?

You, by the way, you have to train your people every day with the huddle.

Every day with the huddle, pull up a call, listen to it. Every day with the huddle, pull up the call, listen to it. Every day, every day. And then have a weekly sales meeting, but every day have a 15 to 30 minute huddle. And Jason, why do you have to have energy in the conversation and not just focus on getting to the end of the script? I can answer that question with an example.

So I won’t say the name of the company, but the company I used to work for when I was in customer service. Everybody’s main focus was to end that freaking call as fast as possible, even though our job is to help people. So you get on the phone and everybody says the same thing. Thank you for calling such and such. What is your problem? How can I help?

Nothing sounds more insincere than that. Right. People feel marginalized. They’re angry at you. Right. So if you want to have ultimate sales success, and I know you do, you’ve got to Get the team to follow the script, right?

We’ve got to use proper tone and voice inflection. But third, we’ve got to have energy in the conversations and not just focus on getting to the end of the script. Right.

The difference, though, was when I first started working for you guys, it says at the beginning of the script, you have to read the script through every call, and you have to be talking with a smile.

And I thought, well, that’s weird.

And then I realized when I did that, it immediately made me more energetic.

So then the call went from, thank you for calling Elephant in the Room to, thank you for calling Elephant in the Room. This is Jason.

How can I help you?

There it is.

And you did a great job over there, which is why you got promoted. Now, if you’re listening to this right now, and you’re saying, I don’t like sales calls, well, I got two ways for you to get out of that job. One, get promoted to get fired, you can choose either way, get promoted or get fired.

So I would recommend that if you’re listening to this, you’d want to implement this the systems that you’re learning here. Now, step number four, you want to make sure that you know what the crap you’re selling.

Step four, you have to know about the products.

You have to educate yourself.

You have to know about the products and services that you offer.

So Jason at Elephant in the Room, tell the listeners out there what are the things that we offer at Elephant in the Room for the people who come into the Elephant in the Room Men’s Grooming Lounge.

Well, for your first time in, you get a beverage, a consultation, a tailored haircut, a shampoo and condition, both the scalp massage, face moisturizer, a face massage, as well as a style. You also get two free add -ons. So you know this though.

I do.

You know this. How do you know this? I trained every single Friday, every single Monday.

Now, okay. Now what you want to do is you as the owner have to educate your team because you know what the team’s not going to do, Jason, when you give them homework? What are they not going to do? Homework. I was a bad student. I know.

But I mean, is this not true?

Oh, absolutely.

Okay. So as an owner, you have to accept right now, your people are not going to take the homework home. And if you are an employee, you would want to take it home so you get good at your job. But I’m just telling you, if you’re an owner, you have to understand that people are not going to take homework home.

And why, Jason?

They don’t want to do it.

They don’t see the value in taking work home with them.

They just want to do the work when they’re there.

Right.

So you have to schedule time in the workday for the team to role play.

Like if you played basketball, you’d practice shooting free throws over and over and over until you can’t miss.

If you were a piano player, you would practice the scales over and over until you can’t get it wrong.

And only a skilled piano player who wants to be a professional would actually practice at home. True.

But as a teacher in music lessons, isn’t the only time that the student practices is during that lesson?

Oh, yeah.

Oh, yeah.

And only like the next level people practice at home.

You can preach about it to your head explodes, but most people won’t do it.

So you as the owner of the business have to schedule time during the workday to teach these people about the product.

And you pop quiz them over the same thing over and over and over and over and over and over and over until they can’t get it what?

Wrong. Oh, you practice until you can’t get it wrong?

Correct.

But I just wanted to practice until I get it right.

I just want to practice until I do it right that one time.

Talk to me about elephant in the room, managing those stores.

Did you not have a daily huddle every day?

Had a daily 10 to 15 minute huddle every day.

And what’d you cover in that meeting every day?

Was it something new every day?

Nope. phones in the back. Here are the stats. No smartphones in the store. No smartphones. Here’s the item of the month.

Make sure our membership sales are here.

Wake up.

Wake up. It’s the item of the month. Wake up.

Wake up.

We were a day late on that.

Really? Oh yeah. Let me do, let me do, you heard that song first of the month?

Yeah, Bone Thugs. You like that song? Oh yeah. I didn’t realize what yesterday was. I told you I had a really interesting afternoon. I went to a quick trip and I went to Target.

I thought, why are these lines so long?

I was talking to my mom on the way home. She’s like, it’s the first, Jason.

Everybody’s buying everything.

Oh, government checks or something?

Oh yeah.

Oh, I didn’t know that. I did not know that. I knew, I just hadn’t thought about that. Wake up, wake up.

It’s the first of the month. I’m just telling you, if you’re out there today and you’re training your team, you got to have every single day.

What do we go over again in the elephant in the room with the huddles every day?

With the huddles, we go over our stats, so where our membership numbers are, where they need to be. Same thing with products. We make sure that everybody knows we’re asking every single customer for an objective review. Try to get a video testimonial. Ask them if they are subscribed to the podcast, but we do our circle of service. We do the exact same things over and over and over.

And it’s the same conversation about 10 minutes before we open every single day. We go over the same thing over and over. It’s like listening to the same song over and over and over. Is it not? Oh yeah.

It’s maddening to people. They’re like, God, but I’m crazy. And I’m that person. If you get on my Spotify, it has an on repeat playlist and it’s all the songs I’ve always listened to. to on repeat. People don’t want to hear this.

People say, I don’t want to do the same sales meeting every day. Then you don’t want to be successful. That’s how you get good. You know, Tiger Woods doesn’t change his golf swing stance every day. He doesn’t change the motion every day. I mean, Steph Curry, the basketball player, doesn’t change the way he shoots a basketball every day.

But isn’t he bored? I’m sure he is, but he’s also successful because of everything that he does over and over. So again, great people bore down and unsuccessful people struggle with boredom.

So you got to do it over and over and over. Now, step five for building the ultimate sales system. Step five, roleplay until your head explodes. Roleplay until your head explodes. Jason, please explain why we roleplay and how roleplay can help you.

Well, it, as a personal example, helped me tremendously because I thought that I was God’s gift to membership selling.

Then I actually started tracking my numbers and I thought, oh, I’m not as good as I thought.

How can I get better? And every Friday when we break up, stylists go do their training, managers go do ours. We go through the sales process as if we were talking to a new customer every single Friday. And I believe I remember there was one day where you said, you know, you’re doing it over and over for an hour and then you can go. But typically it’s, you know, you do it three to five times. But the point is we do the same sales pitch over and over to see where’s the hole.

It’s like watching the game footage.

Like where’s the holes in my defense?

Am I talking too fast? Am I not pointing out enough of the add -ons? What am I doing wrong? So it allowed me to grow because I was getting, it’s like going to the gym. I was able to tear down that muscle and rebuild it stronger. Now, Andrew Carnegie wants to chime in from page 146 from the Boom Book.

We’ll put this in the show notes, page 146.

Andrew Carnegie, a guy who grew up poor who became the world’s wealthiest man, says, people who are unable to motivate themselves must be content with what, Jason?

Mediocrity.

People who are unable to motivate themselves must be content with? Mediocrity. no matter how impressive their other talents. So if you as the owner of the company cannot motivate yourself to do this over and over and over, you can’t win. Now you can go to a Tony Robbins conference and you’ll take your money. You can take your whole team there and they’ll motivate, they’ll motivate.

What’s the problem though about external motivation, Jason? What happens if you take your team to some motivational sales seminar? What happens after they get back, you know, two days, the first day they get back, they’re on fire. Day number two, what happens?

Well, it’s momentary.

It’s like your New Year’s resolution. November, not November, what the crap, January 2nd, you’re in the gym, you’re throwing back weights, you’re on that elliptical, you’re kicking butt. And then by Thursday, you’re like, well, pizza doesn’t sound too bad. And sitting on the couch watching Netflix sounds really good. So it’s like you get that momentary burst of energy and overall just like excitement and that first day you’re on fire and then you don’t have Tony Robbins there every single day giving you that same energy so it starts to just dwindle. Can we talk about sex for a second?

Always. Okay here we go. Well, let me explain to you why I’m talking about sex. The vast majority of men and women that I know who have gotten married, got married because they wanted to have sex or were having sex. Now, let me tell you one of the things that you’re going to do less than anything in your life once you get married. is have sex.

Because even if you’re like having sex on a day, and by the way, I do believe it’s your daily duty to please the booty, but if it is your, it’s your daily duty to please the booty. But I’m saying even if you are fulfilling your God given marital duties, it’s your daily duty to please the booty. If it is your, if it is your daily, if you are checking it off your checklist and it is your daily duty to please the booty, if you are a home run hitter, if that’s what you’re doing, you’re probably only doing that like once a day. So the rest of the day, you’re what you’re talking about life, you’re planning your bills, you’re paying your bills, you’re getting your job, you’re changing the oil, you’re that wasn’t a sexual reference. You’re changing the oil, you’re taking your partner to the grocery store.

That might have been. You are planning the future for your kids. That was sexual. And you are saving for college, if you know what I mean. And so you’re doing all these things. But the number one reason to get married should not be based upon sex.

Because that’s going to be the thing that you’re doing the least amount of time when you’re married.

So all these salespeople, they get a job doing sales going, I want success! Because they’re motivated.

They’re motivated.

They’re motivated.

But the problem is, after you get done watching the Tony Robbins seminar or watching Rudy for the 47th time, you have to actually make sales calls. And so you’ve got to coach your team on a daily basis, which takes us into move number six, step number six. Be coachable because you’re going to think your team has it.

You’re going to think they got it.

They’re going to tell you they got it, but they ain’t got it.

They’re going to go, hey, hey, hey, hey, hey, hey.

I have it. Listen, we’ve had this meeting yesterday.

We’ve had it the day before.

We’ve had it the week before. I get it. I don’t need to go over the fact that I can’t have my cell phone at work today. I don’t need to be told to keep my smartphone in my car. And then what are they doing? You turn around, they’re on their phone, they’re like, oh, oh, oh, I didn’t know.

Oh, oh, oh, oh, I don’t need, I mean, it’s every single day, it’s like a military operation. It’s like doing, in the military, Jason, every day they have this thing called PT. You ever heard about PT? I believe this is a physical training? Yeah, this is what you got here, this is military. This is PT at Fort Jackson.

Maybe this guy’s a rapper.

These people are doing PT when they get home.

Nope.

Why do people tend to get out of shape when they get out of the military? Oh, because they don’t have that daily PT. They don’t have, you know, Sergeant Gunny yelling at them. Why do they why do most people who are former athletes get out of shape when they’re done playing ball? They don’t have somebody like Belichick breathing down their neck. So if you are the owner of the business, you can’t let your team get out of shape in the areas of success.

You can’t let your team get bad at sales.

You’ve got to every day lay down the hammer.

True.

Every single day.

So step number six, be coachable. Make sure your team is coachable and coach. Management is mentorship, okay? Management is mentorship. Make sure your team is coachable, and then coach. Don’t just say, oh, they got it.

Because they’re going to tell you they got it, but they ain’t got it. True. I’m just telling you.

They’re going to say, you’re going to start to think, oh, man, these guys can have it.

These guys are awesome. It’s going so well. We had a great, a great July. A great August. Great. So in September, let’s stop coaching.

We have a great January. February was good. So they got it, but they ain’t got it. Yep. And then it’s going to fall apart. All right.

So get that training and get it in your mind. Find coachable people and then coach.

Step number seven.

The fortune, my friends, is in the follow up. The fortune, the money, the gold is in the follow up.

The fortune is in the follow up.

OK, the fortune is in the follow up.

You’ve got to follow up.

I could read I could quote to you the ultimate sales machine by Chet Holmes. Great book. The ultimate sales machine.

Red cover by Chet Holmes. Great book.

Soft selling in a hard world.

by Vass.

We’ve actually interviewed Jerry Vass on the podcast.

We can’t interview Chet Holmes. because he’s no longer with us, but I tried.

You could quote any of the best books out there about sales.

Ogmandino, Ogmandino, the OG, Ogmandino, his books, the best salesman in the world. You could read all these books, and at the end of the day, you’ve got to follow up.

You know, Forbes is showing the average person right now won’t answer their phone if they don’t know the number.

Why? I do the same thing, and I don’t even think about it.

Why?

If it’s not my caller ID, I don’t want to waste my time if I don’t know who you are.

Why?

Because I could be working on something else, and I don’t want to get trapped in a got a minute or some sales pitch.

You remember one of the best bands in the history of America?

Probably the best R &B group duo of all time.

Oh, yeah, come on.

Is this Milli Vanilli?

Milli Vanilli, don’t forget my number.

Come on. Come on. Come on, Thrive Nation. You know these guys were lip syncing, but we don’t care. Oh, yeah.

We don’t even know who’s saying this song.

Here we go. What’s crazy about this is they actually claim that they didn’t know that they were lip syncing. It’s like salespeople that think they’re awesome, and then they hear their own calls and realize we’re not awesome. Right. In my hand. I got to pull up the lyrics.

Like, we got to get into this. This is, again, one of my grandpa’s favorites of all time. Hey, you got to go ahead and Google search.

Your grandpa loved Milli Vanilli? Yeah.

How was your grandpa?

You say how old was he?

How old is he?

No, he’s no longer with us.

Oh, how old was he? I think when he passed, he was late 60s.

And he loved vanilla? Oh, yeah. It’s funny, he was just like, he was oil industry, so he was like a rough and tumble guy, kind of like a Charles Bukowski. And I always say this, and it freaks people out, slightly racist, he was my white grandfather.

Oh, because your mother is white, and your father’s African American.

Right. And so her dad was a white guy yeah it was racist he was very yeah but he loves He wore a Confederate t -shirt? He loved me, and he loved Milli Vanilli. Okay, so let’s go ahead and play on this.

Let’s hit play on this song, and I want you to find the lyrics. I’m going to play it, but you need to find the lyrics, because you got to go with me here. We’re going to crazy.

We vaguely know the lyrics to this song, or we don’t know them at all, but it’s like karaoke kind of a thing. All right, so let’s go ahead and cue that up there. You got the lyrics there, buddy? You pulling up there?

You getting serious?

Okay, you got it. Here we go. Here we go. Remember, people, they don’t know your number. They’re not going to pick up, right?

Here we go. We’re not gonna call if they don’t know your number true Thunder this just in here. We go Thunder. That’s a pickup.

I don’t know the number gonna know the number if they don’t know who you are.

They’re not. So you gotta call often.

Gotta call often. And text.

Call and text. That makes money. Jason, how is that a game changer for your clients when they start calling and texting every league? every time? So many people are surprised by the double tap, as I like to refer to it, because everybody wants to call and they’ll call that one time and they’re like, Yeah, I left a voicemail. But typically, if somebody is not answering your call on the first time, they’re not listening to the voicemail either.

I’ve been guilty of that. But no one listens to voicemail, right? People just go, Hey, I missed your call. Yeah, we’re all guilty. No one listens to voicemail. Come on.

But the second you send a follow up text, like, Hey, boss, just reach now. I’m so and so with such and such. Here’s the offer. They’re like, Oh, Oh, now I know who you are. I know why you’re calling. Call me back or I’ll call you back.

You know, I’ve been reinventing voicemail recently. I’ve been sending voice memos that people do answer. I record those and I send it as a text attachment. That’s awesome. And people answer them. I’m reinventing voicemail right now.

It’s a dirty move. Call, text, voice memo.

I’ve been doing that a lot.

It’s not scalable, but it’s funny to do. I’ll send people like a recording of something ridiculous. But the point is, you got to call, text, and email. I have found in my office with inbound leads, we have to call the average person north of 10 times before they answer the phone. So step seven, follow up until your heads explode. Step number eight, we’re trying to make the ultimate great sales system.

All right, get ready for this. You gotta be ready for immediate feedback. As the leader, provide immediate feedback. Provide immediate feedback. And if you are the person being trained, ask for immediate feedback. Get the feedback right when it happens.

Right when you get rejected, pull the call and find out what you can do better right then. Don’t wait for it to pass. Get it right then. There’s a book called The One Minute Manager. Great book. We’ve interviewed the author of that book, The One Minute Manager.

You gotta give people immediate feedback. And if you’re a salesperson listening to this, you want to seek immediate feedback.

Now step number nine.

Check your bias at the door.

Check your bias at the door.

I see this all the time with cosmetic surgeons who hire people that don’t believe in cosmetic surgery.

Well, if a lady’s calling to have a breast augmentation, the chances are she’s looking to have a what? A breast augmentation. And just because you don’t want to have one or you don’t believe in one doesn’t mean you should convince people not to buy.

No.

Another example, I see people who sell mufflers.

I’m involved in the automotive industry and in one of the businesses I’m involved in.

We want to make sure that everybody has brakes that help them stop right and the salesperson who’s broke wants to try to convince the person not to change the brake pads because they’re like well I tell you what you know you could probably run on those for another another 500 miles or so I’ll tell you what yeah you know what they say if the brakes don’t stop at something well right right but I’m just saying is this I see a lot of sales people who are broke and so they try to convince the customer to be broke yep I see a lot of people in the muffler industry trying to convince people to not buy a muffler because they don’t want a new muffler.

I see a lot of furniture people convincing people they don’t need a nice mattress because they don’t want a nice mattress.

I see people in the cosmetic surgery business trying to convince people not to have a cosmetic surgery because they don’t want one.

So let’s go with insurance as an example.

You want to have a bad day and not a bad life unless you’re a jackass. You want to have a bad day and not a bad life unless you’re a jackass. So if you’re a business owner, you want to have enough insurance so that you won’t have a bad life when something bad happens. But the sales rep might not believe in having insurance, so they try to convince the person to have as little insurance as possible, just enough to stay legal. Jason, why do I want to have more than the minimum required amount of insurance? More than the minimum?

Well, because, again, you want to make sure that your bases are covered, no matter what. If you have the minimum amount, it’s going to cover the minimum amount. So you never know when it comes to, that’s why insurance is really cool. And a lot of people don’t get it is like, yeah, you pay for it now, but like you said, I love that quote, you know, have a bad day, not a bad life. I just want to have enough insurance. And I’ve had multi, I talked to an insurance guy actually this week who tried to sell me the freaking minimum amount of money.

We’re building a thing.

and he’s been, it’s a big thing, and I’m asking for the insurance quote, and this guy’s trying to convince me to get the least amount of insurance possible.

No.

I don’t want that.

That’s bad sales. You know when my house flooded? Remember when my house flooded? My house flooded here during the great rainstorms of 2019. It was like April, May. Did I cry about it?

No. You were here the very next day, and you’re like, well, all my stuff’s underwater. There it is. You’re like, did your house flood?

What happened?

Yeah, it flooded. But you know what, I have insurance. So I can have a bad day that bad days when I buy the big policy. Yep. But not a bad life. Because when it flooded, I’m not crying about it.

Yeah. Now let’s talk about the final aspect of this. This is step number 10, is holding people accountable, holding people accountable. And I want you to put the Steve Jobs quote here. But most people are not used to an environment where excellence is expected. Most people are not used to an environment where excellence is expected.

So therefore, you have to get used to the fact that unless you want your success to be a fiction, you’ve got to get used to daily friction. Unless you want your success to be fiction, you’ve got to get used to daily friction. You’ve got to hold people accountable. Right. Turns out people don’t like accountability. They hate it.

But we have a team up here that loves accountability, because you know why? They want to get better. Yeah. But if you’re an owner out there and you’re trying to avoid that friction, your success will be a fiction. Now, Jason, we like to end each and every show with a boom. But before we do that, I just want to encourage all the listeners, all of these show notes are available for you to download simply by finding this show on the Thrive Time Show website, thrivetimeshow .

com website. And this show is called how to build systematic sales, super success, 10 steps to building the machine. Now, if you go to thrivetimeshow . com and you click on testimonials, you’re going to see companies like shawholmes . com. They’ve

com. They’ve been able to double their sales, double their sales over the past three years simply by implementing the systems. But again, when we implemented the systems, there was a friction. Therefore, our success is not a fiction. When you go up there and you see Delrict Clinical Research, they have success. Again, go to thrivetimeshow .

com and click on testimonials. There’s over a thousand video testimonials of people out there just like you. And this is not a haiku or a metaphor or an allegory. All of them have had success, not because they avoided friction, but because they leaned into it.

They implemented the systems. Anybody who was not willing to implement the system, they fire, right? You have to fire the people that are not willing to do what is required. So go to thrivetimeshow . com, click on the testimonials, see great people like you who are having massive success, and quit trying to run your business by consensus. by democracy, by majority vote, get out there and hold people accountable to the proven system.

My name is Clay Clark, and we’re going to end today’s show with a with a boom. Jason Beasley, are you prepared? Always, Mr. Listener, are you prepared? Here we go. Three, two, one. Now, Thrive Nation, one of our longtime clients is called Shaw Homes dot com, Shaw Homes dot com.

They’re one of the largest home builders now in America, but the largest in Oklahoma. And we’ve been able to work with them to double double the size of their company from approximately $40 million to $80 million and just under three years as a result of implementing the proven systems. And one of my frustrations as a business coach is when people reach out to you for help, they say, I’m on your website, I need help. Can you help me? And then what you do is you tell them what to do. And even when you present them with the facts, they won’t do it because they don’t agree with it, even though it works.

And then in their mind, they say, well, but Google’s changed. You see, Google’s changed. Or you see, sales is different than it used to be. You see, you can’t train millennials that way. Or you can’t teach people that way. It’s all changed.

Or Google changed. It doesn’t work that way. Or yeah, but in my opinion, this. Or in my opinion, that. Or yeah, I know this is the best website layout for conversion and for ranking in Google. But even though I am confronted with the facts, I still don’t want to implement it.

because I just don’t like it. And I don’t get it. I don’t understand it. It’s like when you’re building an airplane.

There are certain rules of physics that allow an airplane to fly. And regardless of whether you and I think that the plane won’t fly or not, it will fly if a 737 is constructed the way it was supposed to be constructed. So I asked my good friend Aaron Antus, who’s been a client for a long, long time, I asked if he’d be willing to come into the studio and to share about his experience implementing the sales systems that we’re teaching here. and his experience implementing the group interview, and his experience implementing the search engine strategies, and his experience implementing the checklists, and his experience implementing the branding, and his experience implementing the accounting, and his experience, et cetera, et cetera. That way you could hear from somebody who doesn’t make a dime. He doesn’t benefit at all if you benefit.

He does not come out ahead if you come out ahead. But he knows what it’s like to have a business that’s stuck And so he, whenever possible, likes to share with great people like you about the success. So if you’re asking yourself, Clay, how do I know he’s real? Well, one, just Google search, Google search Shaw Homes, S -H -A -W, shawhomes . com. They’re the guys building the St. Jude’s home this year.

Just Google shawhomes . com and you’ll find them. And you can see they’re building the St. Jude’s home, which is where you build a home,

you sell a ticket for an opportunity to win the home for $100. And

And they’ll be giving away the Shaw homes, the Saint Jude home this year.

Also, if you go to shawhomes . com, you can see the hundreds of houses that they have already sold this year. You can see the new floor plans. And if you Google search Aaron Antus, Aaron, that’s A -A -R -O -N, Antus, A -A -R -O -N, in TIS, Aaron Antis, you can see him on video sharing about his experience doubling the size of his company. And if that’s not good enough for you, you can listen to the following audio testimonials. Or if that’s not good enough, you should come to an in -person Thrive Time Show workshop, because he often comes up and speaks at the conference when I ask him to to share about implementation.

Because once you, step one is we have to figure out what to do. But once you know what to do, nothing is worse than knowing what to do and just refusing to do it because you’re deeply passionate and wrong. You know, if you’re wrong and passionate, that’s a bad combination. So I would encourage you, if you’re wrong and passionate, Just ask yourself, Hey, you know, what am I doing here? Why am I passionate about the holding on to what’s wrong? Why am I so loyal to dysfunction?

Well, the reason why people are loyal to dysfunction is because of this thing that Warren Buffett calls habits, habits. Warren Buffett talks about these things called habits. Warren Buffett talks about habits. Yeah. Warren Buffett says this, he says, the chains of habit are too light to be felt until they are too heavy to be broken.

Yet the chains of habits are too light to be felt until they are too heavy to be broken. following scripts, used to being unsuccessful, and by the way, 9 out of 10 business owners fail.

9 out of 10 startup businesses fail. 9 out of 10 fail. Think about that. In America today, only 9 out of 100 people start a company. 9 % of the population starts a company, and 9 out of 10 of the companies fail, which means that if you go around asking the average person for advice, they’re wrong. And not only are they wrong, they’re super wrong.

So you should not ask the average person for advice. No, you shouldn’t. No, you should not ask the average person for advice. Don’t do it. The worst thing you could possibly do is ask the average person for advice about anything.

75 % of people lie on their resumes according to, or sorry, 85 % of people lie on their resumes according to Inc Magazine. Look that up. 85 % of people lie on their resumes according to Inc Magazine. That means you shouldn’t ask 85 % of people for resume tips. 75 % of people, 75 % of people steal from the workplace according to the U . S.

Chamber, which is why you should not ask 75 % of people for tips on work ethic. 78 % of men according to the Washington Post have had an affair. an affair, an extramarital affair with somebody they’re not married to. So you shouldn’t seek marriage advice from 78 % of men. Are you seeing the pattern here? Nine out of 10 businesses fail.

78 % of marriages fail, at least that’s how I would classify it.

75 % of people steal from the workplace.

85 % of people lie on resumes. Therefore, you should not ask most people for feedback about anything because they’re wrong.

They’re wrong and we are right.

as it relates to growing a business. You can’t make this stuff up. Listen to what Aaron Antis says and take notes because this is your year to move beyond just surviving. Pretty hot. Now, I want to have you talk about the three things, and you don’t have to look at the camera.

You can just talk to the team.

The three things you’re doing, there’s a lot of things you’re doing well, but there’s three things I think I want to hammer home on. One is you get Google reviews and you add content. So one is group reviews and content. Two is the group interview. And three is scripting and firing the idiots that won’t follow the scripts. So let’s go with Google reviews and content.

How do you do it? How have you got your team to do it? Just the people in here can then take this knowledge and share with everyone. So a year ago, I had a 16 -member sales team. Today, I have two of those people still remaining on my team. So I meet with them every single week and make sure that they’re doing Google reviews.

And we have 16 different locations on Google. Google My Business, so we have a lot of locations to get reviews for.

In the last 30 days, we have, between all of those locations, just under 200 Google reviews. But I force them to do a certain number every single week. And so they saw a, you know, the people who were there have heard from the people, or the people who are there heard from the people who used to be there, that when we started getting more Google reviews, we started having more people come in the doors. And actually our traffic in our models is way up. And if you look behind the scenes on Insights, you can see where people are clicking on driving directions and showing up at our models because of Google. And they’re ready to buy.

Yeah, they’re convinced before they get there.

when we hit a hundred it seemed like it was a tipping point on our main page that at a hundred the customers were convinced before they came in that they wanted a home from us which I never saw before and Yeah, same thing every week I make sure that they do podcasts and I gave you, I don’t even know how many this last week, but lots of them, so.

Every week? Every week. The reason why the relationship I have with Aaron is really solid as far as the coaching relationship goes is that he does not bring in his employees and ask for their feedback about the things I’m doing. No.

He does not ask them, hey, what do you guys think?

And so I can say to him in a meeting, hey, fire those people. And then one of the people that he fired goes to Dr. Breck’s chiropractic center. So he’s getting an adjustment. He’s like, You work with Clay, don’t you? He goes, yes.

He’s like, I hate that guy. He got me fired.

So Brecht says, subject to the effect of, did, OK, well, let me adjust your back. And he continues to share how he doesn’t like that he got fired.

But at the end of the day, the reason why, whoever it was, I don’t even know the person’s name, they got fired because they just would not write reviews and wouldn’t write content. So it’s really important to your clients that they shouldn’t bring their employees to those meetings if at all possible. Yeah, and the other thing was at first I started by just doing the group interview when I needed somebody and Then it seemed like the more and more I held people accountable the more and more I needed somebody all the time so You know that crucible where I think we weren’t here for a year and a half and I remember we had a conversation and I’m saying it wrong correctly, but there’s some effect of Yeah, I think I said it in that tone of voice So a really cool meeting that happened is one of the people that I most recently fired who was demanded a meeting with Glenn Shaw to complain about the Thrive method of doing things and that we had turned over 31 people in two years, he had counted, and he had gone and gotten transcripts from all of them to share with Mr. Shaw about how horrible the Thrive way doesn’t work. And so as he sat down to start explaining this, he’s like, well, let me just explain that that system doesn’t work and there’s been so much turnover. And Glenn goes, let me just stop you right there.

The last three years have all been record -setting years for us, both in volume and profitability. So that argument isn’t going to fly right here. So did you have something else you wanted to talk about? So that was the entirety of our conversation. I just wanted you guys to give examples, because he and I are both Patriots fans. And they got a guy, Ben Watson, I believe his name was.

who was drafted on the Patriots, he played on the Patriots for like three seasons or two seasons, and then they let him go play somewhere else.

And he’s been in the NFL for, I think, 15 years. And they convinced he and his wife and their seven kids to move back to New England and to un -retire to play this year’s tight end.

And then they just cut him the other day because he wasn’t a good fit.

So the point is, it’s like if you look at the roster of the Patriots or any team that wins at anything, you’re very loyal to people who perform and people who can’t get it done. You’re not mad at them. It’s just like I realized that you and your wife and your seven kids moved here and you came out of retirement. All these things are great, but we’re cutting you because you’re not performing within the system. And the whole goal of a business is to grow the business because of the business is not to create a fun camp environment for the employees to hang out.

This is so true. So it’s very different, though. But if you hadn’t cut those people, we couldn’t do it. Now you have a great team. I think a lot of them have been there now six months or a year. And those people should stick around for years.

Yeah, and like 50 people a week keep coming, looking, and everybody wants to work at our company. And pretty awesome. So let’s recap the group interviews every week. How many candidates do you have every week that are showing up? I mean, we get like 50 -ish per week.

Yeah, I mean, yeah, we had 70 -something, but like 50 show up. And then that’s out of like 120 to 130 that apply every week. And at last week’s match, we probably had eight people, I mean, nine people that I think I’m gonna throw one more thing in here that you didn’t ask about but that was really relevant for me and that is I feel like what we do is super specialized when I first came in here I was like But you don’t understand our business is different. I know you guys have all heard this, right? You don’t understand our business is different.

This is so specialized.

There’s so much training that needs to go into this.

And I never in a million years thought that I could get people to sell homes right away that hadn’t been here for a year going through intensive training.

And the interesting part of it is we just hired a couple of people who have never done this, don’t know what they’re doing, plugged them into the system. One of them did 1 .5 million in sales his first 30 days, which is just nuts. And he’s never done this before.

the other one was like 1 .2 million in 30 days and we’ve sold with tons of brand new people by the way while I was out of town in Alaska for two weeks we sold in 60 days we sold 46 houses so kind of crazy with all brand new people Starting this week, I think you guys are bringing by workstations.

And then we’ll hire two people to work in this building, but just calling just for you.

And the scripting, can you explain how the scripting has fixed things too?

Because now there’s a script, right?

Yeah, so that was the part about them having to be so proficient in what we do.

I thought they needed to know everything about the entire company and all the massive amounts of data and charts and stuff we have. But interestingly, if I just give them four things they need to talk about in each home on a one sheet, and then what we call the path, which explains how to buy a home, and I literally make them read the bullet points while pointing to each bullet point on this chart, the customer completely understands how to buy a home from us. And then we created a what we call the John Kelly method of pricing out the customer. Thanks to John. Kudos for the for the pricing out of the home, which was like the most complicated part because you needed to know everything about how a home is built. Well, you no longer do.

It’s just. Literally a PowerPoint where they read what’s on every slide as they go through this slideshow And it literally asks them the question. Do you want this or this?

This is how this works.

Do you want this or this and they don’t Yeah that year when I say we were at

million.

Today we are at 62 million.

I think we’ll be at 80 million this year. That’s net after all expenses. Although that number is up, we’re probably going to be at about 8 .5 % this year.

300 ,000 in the average house. And the profit was 10%, which is not, that would be 30 ,000. So it’s 8 % would be 24 ,000.

So $24 ,000 of profit per house you sell. And then I make $2 ,000 per month. That’s what I charge you. Or $1 ,700.

We are $2 ,500.

Okay, because you’re exclusive for houses.

So he pays $2 ,500. So if he sells one house, he paid for me for the year. I’m pretty sure out of the extra 8 .2 million this year we can afford you I did the math I had our accounting department look at that real close I have a question. Yeah. So for you coming in with a mindset of we’re unique, we’re different. How was it?

What did Clay do?

How did he get you to think differently about your business?

He mocked me with humor and repeatedly over and over again and told me different stories of other examples from other industries and I definitely had a pain threshold there that I was willing to least look at it. I think I believed half of what he told me at the beginning and thought, prove it to me on the other half. And so as I started to get wins in certain areas, like the Google review thing really gave us wins. And then the no -brainer gave us a bunch of wins, and we started getting a lot more leads coming in. So that credibility lended itself to going, OK, maybe he’s right about some of this other stuff too.

So I started trying other parts of it. Like, I remember the first time I did the group interview, I was shocked at how much time it saved me. And so…

Literally, it’s like 50 hours of time saved.

Yes.

Maybe more than that.

Oh, yeah, for sure. I mean, it’s terrible. I mean, just so you guys know, if you are Aaron and you didn’t have a group interview, you’d have to go through and read all the resumes and then guess who’s lying and who’s not based upon penmanship or what the college they went to or how they formatted it or whatever. And then you have to interview the people.

And then you’d have, it’s just terrible. I can also remember like some meeting sitting in and it was like the fourth or fifth time he had told me the same thing, but just in a slightly different way. Always with humor, because if you’re going to be honest, you got to be funny. You look at Bible verses. Yep.

And you and I have seen this before. We’ve been to church long enough to see this, but there are pastors in America today who advocate that money is bad because it’s the root of all evil. I’m sure you’ve all heard that argument. Aaron, have you heard this argument? Yes.

And I’m sure you’ve heard pastors paraphrase parts of scripture that explain that you should basically be poor because money is bad.

I’m sure you’ve heard this. Yeah. But if anybody here would actually read the context of it, you’d understand that the love of money over all is bad. Money in and of itself is just a thing.

It’s not bad or good.

But anyway, so when you guys are citing things, most marketing companies in Tulsa either A, do not cite things, or they cite emotional,

arguments.

So it would be like this. If you’re dealing with most marketing companies in Tulsa, they would say, um, asking for reviews doesn’t work. And furthermore, you can’t ask in the home because if you ask them in the home, it’s going to show up as a review from the same IP address and then the reviews won’t count. And so really what we want to do is make this app for you. And this app called pilot, what’s it called? Pilot trust pilot, What’s another one?

It’s going to text people or email them and ask them how their experience was and then they’ll leave a review that way.

And so when I’m telling my client you have to get reviews in the home right then, boom, boom, boom, it is flying in the face of every other marketing firm in Tulsa.

Everybody else is saying the opposite of what I’m saying.

Your employees are saying the opposite of what I’m saying.

Articles online that are written by randos who have blogs are also saying, And then I had a couple that thought you were nuts.

Yeah. Yeah. But if I didn’t cite it, there’s zero hope.

Yeah. You can’t just go in there and say things. And you cannot not be funny. Like, not being funny is a really bad thing. You have to be very honest with people. Yeah, I mean, you had some painful conversations with me through the process.

You know, I mean, probably out of the first 20 times we met, I only cried like eight times. But during those painful conversations, when you mix it with humor, made it a little bit easier to palate. It was logical argument too, so I would go home and think through the logic of what you mentioned and then think about the cited stuff. But false logic is what other marketing firms use.

I want to make sure you understand.

You can’t just say, well, a nine out of ten business owners are using Trustpilot to get reviews.

That’s false logic, you know what I mean?

It’s like, yeah, they are.

which is why they’re wrong.

Or you can’t say that 9 out of 10 business owners think that a group interview is unethical and it doesn’t work.

Yeah, that’s also false logic. Of course they don’t, because they’re wrong. And so, it’s almost like, I told you the other day, Nick, I said, if everybody says something, I always then go the opposite of what they think is true. Does that make sense? And so, we have to teach these clients this stuff, and you’ve got to sign it, otherwise they won’t. I’m just telling you, because other marketing firms are teaching false logic, which is 9 out of 10 people say you shouldn’t use the script because you don’t want to make your employees feel like robots.

Well, that’s great. That is a great step. But you shouldn’t be asking your employees if they want to feel like robots or not.

That’s a false question. So any other questions for Aaron? Because Aaron’s been out down the path, down the system for years now, and doing a great job. And I think next year, if Trump wins, I think you’ll do $100 million of sales. If he loses, I think you’ll probably do $80 again.

We’ll see. Would you agree with that?

I would agree with that, but I’ll say either way we’re doing a hundred million next year.

I have a question about the sales scripting process and also the John Kelly method process. When you go to do that project to work on your business, was that harder than you thought it was going to be initially? Like once you’ve been through the process, what was that like compared to what you thought it would be like? I wouldn’t say it was harder. I mean, the one thing, you know, the phrase, first you nail it, then you scale it. Like, I already had all the information in my brain.

It was more of a thing of, like, putting it all down on paper. And it really helped, like, having John live to talk to, because he had just been through our old process. And so he was like, I can’t picture what you’re talking about. You’re trying to describe to me what crown molding on top of these windows looks like, and I don’t have a picture of it. of me I can’t see it so it was a delegation of getting all these photos brought together but then literally what Clay said is write down exactly what they what you would say and then make them say what you would say but you have it all written down and so That part was pretty easy, although it took a little bit of time. The content was easy, and I think for most people, if they’re like they come from the place of being a technician in their business, and now they’re trying to be the business owner, they should be able to take that technician information and just translate it down.

You might need to be the person who kind of steers the ship a little bit if they do kind of not know how to communicate well or something. I have one more thought that let me know that Aaron was on the right track. He now hates website edits the way I do. Yes. Because we realize it’s stupid things that don’t actually help. I do.

So we do as few as possible. We have to give inventory. You have to update it. But I mean, most clients want to do endless website edits. And we got to a place where you and I had a conversation. I don’t remember what meeting it was, but I said something like, Aaron, I want your website to be able to do this, that, and this.

I want us to be able to have an app that does online sales, where people can go online and pick their own crap. I want this to happen, but it’s not canonically compliant, so your site won’t rank high if we do those things. So we can make the site look really great, but no one would find it, if that makes sense. So we’re going to make it look as good as it can while sticking within the guidelines of Google, but there was a time where I can tell when the relationship is good or not when the client starts to disdain website edits because they recognize it as not being a profitable activity. Well, and I also started to realize it actually really doesn’t matter that much what your website looks like. It just matters if it gets found.

And then what your no -brainer is. those are the things they only go to we had all these different things they could go do and we found out out of like the ten things they could do they only looked at move -in ready available homes in the photo gallery and that was it they didn’t go anywhere else and they never went below the fold ever like never scrolled out We had tons of content below the fold. Oh God, so much good stuff that nobody ever saw. It was awesome. Aaron, big win. Hey, how’s it going?

I’m Thomas Crosson, owner and founder of Pool Package Media in 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 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.

And a lot of that growth we attribute to Clay helping us. And there’s so many things that, no, I mean, his stuff is not revolutionary. It’s not this crazy walk on hot coals and all this stuff. It’s just real. real stuff and like group interviews.

We were totally against group interviews.

We were like, no, we’re different and we’re, we’re special and we need to, you know, do one -on -one interviews so we can find good quality candidates and not just kind of do this group interview thing. And, uh, we tried that and failed miserably.

Uh, we did group interviews. Now we do them every two weeks.

Uh, and it’s, it’s awesome.

It works good. We always have kind of influx of new people that we can train, get going. Um, he’s helped us a lot with our website, um, graphic design. SEO. SEO is another thing that I thought before I started this business and before Clay, that it was kind of a joke or something that only your apples of the world and Amazon could get to the top of Google. But Clay said, no, just do these things, follow these steps and you’ll get there.

And I think now we look today and we’re number two for Dallas Real Estate Photography.

If you don’t believe me, you can look So we’re getting to the top of there.

That’s really cool. It’s, it’s really awesome to get leads that people call you and say, Hey, I found you on Google. Um, you know, we want to hear about your services. So that’s really great. Um, I’d say there’s nobody out there that’s not a good, uh, coaching client for clay. Uh, I mean, you’re anyone, regardless of the business, it’s not about what the business is, what the specialty is.

It’s about following the steps, um, doing what he says. Uh, you know, it’s, it’s a good thing. An hour a week, it gets you on track and keeps you, you know, kind of in line of what you’re doing and what you shouldn’t be doing. And it’s good to kind of give you some flow and future goals of your business. And I remember our first meeting, we set our goals. And our goal was to do 16 shoots a week.

And at the time, me and my business partner slash girlfriend Gretchen were like, Oh, that’s we’re never going to do 16 a week. That’s like crazy. And today we’re doing nine. And we did about 54 last week. So Uh, he’s helped us grow, you know, we put in a lot of hours, a lot of hard work as well, but if you follow his steps and do what he, do what he says, there’s a lot of principles that he’s kind of taught and still in us, uh, that help us.

So, uh, yeah, Clint Clark, he’s the way to go.

I wouldn’t venture out to find someone else. They’d be more expensive and. lot more fluff and no, no real actionable work and things to get your business growing. So that’s the way to go. Thanks. No, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, People rave about what they learned from you.

So congratulations.

Sean, guess what’s happening April 9th and 10th, 2026.

Uh, we are probably going to have an amazing business conference here at Tulsa, Russia. Yes.

We are joined by Tim Tebow.

Tim Tebow is going to be joining us right here at the Thrive Time Show world headquarters. June 5 and 6, he’s a very successful football player, obviously a Heisman Award winner. But he’s also a very successful entrepreneur. Now, when you work with real clients, Sean, real clients you really work with to help them grow their companies, do you ever hear a business owner tell you that they didn’t have time to get something done? Every day. How often is not having enough time a problem for business owners?

All the time. It’s almost like maybe 90 % of the issues as people are trying to grow their company. Well, Tim Tebow is going to come join us here at the in -person Thrive Time Show two -day interactive business workshop. And he’s going to teach us. time management and his approach to personal self -discipline and getting things done. Also at the workshop, I’ll put up on the website so people can see it here.

Also at the two -day interactive workshop, Sean, we are going to be, oh, there it is. We’re going to be teaching accounting, systems creation, marketing, human resources, how to hire, inspire, train and retain great people, accounting, social media advertising, search engine optimization. Sean, what’s the area where most clients ask you help the most? Is it generating leads? Is it hiring people?

What’s the biggest issue that most business owners have by default before they come to one of our workshops? Well, I think it’s management, because time is the most valuable resource for these business owners. And being able to manage their time is the first thing. Once they get that under control, then generally the numbers You know, being able to track their business and be able to make the best decisions based on numbers rather than emotions is a big area. And we teach all of this stuff at the business conference, particularly you, Clay. You love to hammer on time management.

It’s my favorite part of the conference. Now, I’m going to pull this up real quick here, because we’re going to go through it. If you’re not excited, I want to get you excited about what we’re going to cover at the workshop here. OK. All right. The two -day interactive workshop.

This is my 20th year hosting workshops. So I’m telling you folks, we’re in rare form here. So one is the idea of establishing your revenue goals. I think most entrepreneurs don’t know their revenue goals. Would you agree or am I off my rocker? No, that’s totally a very important point we do with every one of our new clients that come on board is we have to establish the revenue goals.

And generally speaking, we have a vague idea, but not an exact idea that can be engineered down into like the daily goals for sales. And so that’s a really big one. break even numbers. What kind of sales do you have to do to even break even? Third is how many hours per week do you want to work? What is your ideal schedule as an entrepreneur?

Box number four, how do you stand out in the clutter of commerce? What makes your company unique from all the different businesses? In a world of brown cows, herds of brown cows, proverbial brown cows, the analogy of brown cows, how can you be the purple cow that stands out? How can you be the squeaky wheel that gets the oil? Box number five, branding. How do you improve the perception that people have of you, your business, your brand.

Box number six, marketing. your three -legged marketing stool. What is a turnkey way for you and your company to generate leads so you can succeed? Because if you don’t have any leads, your business will bleed. If you can’t sell, your business will go to hell. You’ve got to generate leads.

Sean, how often do business owners by default tell you they have a hard time generating leads? It’s almost all of the time.

It’s really a huge struggle.

And many times they may be creating leads, but just through word of mouth. So they get to a point where we’ve implemented systems, and then they need to create more. leads, but they’ve never had to do it. So there’s a lot of different scenarios where business owners are like, how do you create leads? Something we hammer on at the conference a lot. Box number seven, create a sales conversion system.

Again, box number seven, create a sales conversion system. Sales scripts, recorded calls, one sheets, pre -written emails, lead trackers, all of the sales tools, the sales print pieces, the one sheets, the big screens that you see inside the business, whether you’re a doctor, you’re a dentist, you’re a lawyer, you’ve got to have sales systems in place. We help you with that. Box number eight, what does it cost you to get another customer? Step number eight, what does it cost you to actually acquire a customer? Step number nine, it’s hard to build organization if you’re not organized.

We’re going to teach you how to create repeatable systems, processes, file organization. Box number 10, we’re going to teach you how to manage people, real people, on the planet Earth. This just in, we’re going to teach you how to manage real people on the planet Earth.

Box number 11, how to create a sustainable schedule that works for you and your family.

Step number 12, how to create human resources systems for recruiting, hiring, training, and retaining great people. Box number 13, accounting. This just in, we have to cover accounting.

It’s not how much you make, it’s how much you keep.

We’re going to cover all the accounting things you need to know.

And step 14, finally, we’re going What is the point of even achieving success?

We’re going to go over that. What is the point of even achieving success?

How to design a life that you’re excited about, how to design a life where you carve out enough time for yourself.

your family, your finance, your fitness, your friendship, your fun, and where you’re going to spend your focused time.

We’re going to go through that, all this and more. Now, the workshop, Sean, it’s April 9th and 10th.

It’s a two -day interactive workshop.

The tickets, we always do it.

It’s $250 or whatever price that someone can afford. Sean, why do we let people name their price? Why do we have scholarship tickets available if somebody can’t afford the $250 general admission ticket? Well, we don’t want anybody to miss out on it. You could be at a startup phase, or you could be way along in your business. But we want to make it accessible for everybody.

I think it actually goes back, too, to a story of your dad.

And it goes all the way back to how you’ve always done this as a business coach, trying to make sure that your average people out there have access to the things that work.

Now, 7 a .

m.

to 5, Sean, why don’t we go from 7 to 5 both days?

I mean, it’s 10 hours a day, 20 hours of training over two days. Why do we do 10 hours a day, Sean, of back -to -back workshops? We do a 30 -minute teaching session. We do a 15 -minute question -and -answer session. And then we take a break. 30 minutes of teaching, 15 minutes of question -and -answer.

Then we take a break.

Why do we do that format, Sean?

That format is so that we can keep people engaged and not just sitting there listening, but also getting involved. We really encourage people to ask questions. And that’s really where the juiciness of the conference comes out, is you can put your personal situation and your questions on the board, and Clay will tee off and give you direct advice. Even without being in our coaching program, you can get direct coaching from Clay. It’s really a very engaging format. I enjoyed it a lot.

Once again, folks, this event is April 9th and 10th, 2026. Get those tickets at thrivetimeshow .

com. Once again, it’s thrivetimeshow . com. Who’s our keynote speaker coming to the conference there, Sean? Tim Tebow. is our keynote speaker.

Sean, question number three, how much does it cost to come to our in -person two -day interactive business workshop right here in Tulsa, Oklahoma? I think it’s, uh, did you say it’s $250 or whatever you can afford? That’s right, $250 or whatever you can afford. Sean, how do you spell Eric Trump backwards? Uh, P, uh, M, U, R, T, C, I -R -E.

Ooh, that took a long time.

I’ll have to listen to this. All right, again, that’s Shawn Lohman. I’m Clay Clark, and inviting you to come join us at the in -person Thrive Time Show two -day interactive workshop. This event is April 9th and 10th, 2026. Get those tickets at thrivetimeshow . com.

Once again, that’s thrivetimeshow . com. Right here in Tulsa, Oklahoma, Tim Tebow, baby. It’s Tebow time in Tulsa, Russia. Clay Clark is here somewhere. Where’s my buddy Clay?

Clay’s the greatest. I met his goats today. 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? His entire life, Clay Clark, his entire life is marketing. It’s Luke Erickson here with the Thrive Time Show. As you can see behind me, we’ve got all kinds of energy going on. People are starting to show up for the conference and it is hot in this place.

We got grill guns over here. We’ve got people playing the drums. We’ve got a fire breather.

And man, people are so excited as they come in. 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. We have probably grown probably five times. 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. 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 excited to bring it back and show the team. 4 ,000 % from February to February. Now, I can better that. Okay, Clay, I don’t think you know this.

I don’t think you know this.

I’m pinching myself and if I cry, forgive me.

In the last two and a half days, we have bettered our entire month of February. in the last two and a half days. 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 processes. I’m big on systems and processes and always learning better ways to run a business more efficiently.

The atmosphere is 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. A lot of business coaches or seminars maybe are high on motivation and making you feel good, but don’t have a lot of substance that you can take back and implement, you know, the following Monday, where his does.

Man, there’s a lot of valuable things. I’m going to say, like, I came to, this is my second workshop. The first workshop I took back really the, importance of a group interview.

I used to spend hours and hours interviewing people, screening resumes, 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, you know, 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 can help your business. 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. He’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 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. has been very, very helpful. We would describe the experience of working with Clay as very energetic.

He’s full of energy. He’s very encouraging, very motivating, but also accountable. So he 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. He’s a great coach. He helps push us on certain areas, helps coach us 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 when 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.

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. 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.

More 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 that 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 like over and over again, hear things over and over again. I’ve been to like, 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. You get to kind of self -reflect a lot. A lot of the stuff is really polarizing. personal inventory of yourself and you’ll think like hey I’ve really got to work on this really ought to work on that so every time you come I still get a lot of value 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. It’s worth it differently.

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. And you get to see their website. 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, you know, accomplish that stuff. So McClay 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 ramped our website. We’re topping Google in every one of our markets. I would say just 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, 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. 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 he 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. It gives us peace. 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. It’s 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. Right, and then we can spend time doing what we’re really good at. I honestly believe everybody needs a coach.

I think we’re all inherently lazy, selfish, and carnal. I truly believe that humans are humans. If we’re standing, we’d rather sit. If we’re sitting, we’d rather lay down. And if we’re laying down, we’d rather be asleep. So to have somebody that challenges you, have real active candor, and be honest with you on every aspect of your company is really, really encouraging to me because 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’ll 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. Yes, I would recommend Clay Clark because he is a great friend, great encourager. To me, he’s been a wonderful friend. He’s also, you can tell he cares.

And he also, he 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. And so 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 huge and super valuable. So I would definitely encourage people to use him. But 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 gotta want to put that extra 10 hours a week to working on your business and not just in your business. And 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. mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and homes. And then I met Clay, and my perception of what I knew and what I could do definitely changed.

After doing $800 million in sales over a 15 -year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. And I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually, in a four -month period of time, has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month, just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own.

So I got a lot of good things to say about the system that Clay put in place with us, and it’s just been an incredible experience. I am very glad that we’ve been able met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry.

I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing. And Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him.

From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic, and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the

largest in town. And so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with Clay, I mean, the thing is, it’s month to month. Go give it a try and see what happens. I think in the 35 -year history of Shaw Homes, this is probably the best thing that’s happened to us.

And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1 ,800 % 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. 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. He’s a homebuilder, so real estate and homebuilding business. 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 in helping us build our brand, help market our business, our agents.

The homes that we represent, everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage, eight months ago.

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

But I have to give credit where credit’s due. And Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen. I started a business because I couldn’t work for anyone else.

I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic was

can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school, I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63 ,000 embezzlement. I lost multiple employees.

Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web.

With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic. 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.

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. It’s been 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 and like such good insight, the resources that they have for specific business questions. It’s all been really incredible.

It’s been a great experience. So I’d recommend it to anybody. 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. 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. 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.

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

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. 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.

low -quality candidates anymore. And your coach will hold you accountable, which I love. Again, the tough love is really great. 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. 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. 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. 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 just 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. Thanks so much for watching. 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 eat a cheeseburger instead of hiring a coach. 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, amateurs don’t have a coach but professionals always have coaches. So I’ve always had coaches for whatever is 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.

Transcribed with Cockatoo