Sign Shop | “We’ve Grown 300%! We Used to Be Waiting Around for the Phone to Ring…Now It’s…How Do We Manage All of the Leads That Are Coming In? We Now Repeat the Same Processes Every Day.” – HighwayManSigns.com

Audio Transcription

Transcribed with Cockatoo

Sure, my name is Kenneth Sutherland. I own Highwayman Signs and our website is highwaymansigns . com. So obviously if you’re within driving distance, we’re a full service sign company. So everything from business cards all the way up to full lighted signs, channel letters, monument signs, full big time construction as far as the signage industry is concerned. Now, if you’re not within driving distance, you need something shipped, we still do smaller print items.

We do banners, yard signs, magnets, decals, that kind of stuff. And we’ve got an online store now. So you can just check that out. I think we’ve almost tripled. So we were, yeah, we were sub, we were under a million. I think we were like 700 ,000 like that.

And we’re, we’re on track to 2 million this year. And that’s pretty much, you know, where we, we. grown so much is like you’ve helped us get, you know, leads from Google and all the SEO that we’ve done. And it also helps us, you know, speak SEO that that’s helped us get the types of jobs that we want to get in. Because, you know, for years and years, we just we were kind of like a print print shop. But we did we did big signs.

But, you know, we mostly did banners and little signs, decals and things like that. We kept trying to break into bigger cities and get bigger clients. And that was just really, really difficult for us. and through the website that you built for us and the SEO, that’s helped drive leads to our business. And now it’s nothing for us to do a big channel letter or a big monument sign for a company that years ago we might get one of those a year. Now we’re doing several of those a year, one or two a month.

So it’s been a big boon for us. It’s definitely been great. Years ago, it was. You were kind of sitting around waiting for the phone to ring. And now it feels like we obviously don’t have that problem. In fact, it’s more of how do you

manage all of the jobs that are coming in? Can we make sure that we can serve every person and we’re picking up the phone? We never, you know, we always pick up the phone. We always follow up with people and we follow up relentlessly. So it’s definitely been, that portion of my mind is definitely less worrisome. It’s more of now, how can we make sure that we take care of every customer?

Well, folks, there are many phases to growing a business, but I’m going to oversimplify it into three phases. There’s phase number one, which is how do you get customers? That’s phase number one. Most people, they start a company. They have a great idea. They have a lot of equipment.

They’ve got a new concept, maybe even a logo. They want to change the world. They want to revolutionize the industry, but no clients. And if you have no leads, then your business can’t succeed. Now, step number two. You got to learn how to deliver the product.

I mean, if you have a lot of leads, but you can’t deliver on what you promise, then you’re in trouble. So again, step number one, you’ve got to generate leads. Step number two, you’ve got to be able to fulfill the actual promise that you made to the customer. Deliver a product that they love. And then the third is you’ve got to learn how to manage people. This is often referred to as working on your business.

You’ve got to build a team and build systems and processes. And on today’s show, we’re interviewing a longtime client who’s doing very, very well because he does generate leads. He does wow his customers with a great service. And now he’s building systems that allow him to scale. Kenny, welcome to The Thrive Time Show. How are you, sir?

Doing great, Clay. How are you? I’m doing great. Now, for anybody out there that wants to verify you’re not a hologram, could you share with us your first and last name and your web address so people can look you up there, sir? Sure. My name’s Kenneth Sutherland.

I own Highwayman Signs, and our website is highwaymansigns . com. And what’s the history of the company, Highwayman Signs? Is it a family -owned thing? Did you start it from scratch? Or how did this company come to be?

Yeah. So, uh, yeah, it’s, it’s family owned. Uh, my parents actually started it, but I was there, uh, from the get go. Um, my mom and dad, we were, they were doing some decals on the side and things like that and decided to start an actual sign company. And I came up with the name, even highway man signs, cause that’s what was on my dad’s van when they were doing decals on and banners at small trade shows and rodeos and things like that. And I was like, yeah, let’s let’s start a business called Highwayman Signs.

So I worked there after school and, you know, started doing graphics and things like that from from that age, like 17 years old. So we’ve been in business for 24 years now. Now, you’re doing signs now which are on your website for Arby’s, for McDonald’s, for Voice of the Martyrs, the Village Apartments, Metro Christian. I mean, big companies, countless companies that aren’t even featured on the pictures because there’s only so much room. But you have Taco Bell, you have Brahms, you have Cavendish, you got Milo’s State Farm, countless brands that aren’t pictured, Colaw Fitness, Pizza Hut, Dave & Buster’s. And just to give the listeners out there a little bit of context, again, for anybody out there that wants to learn more about you, it’s highwaymansigns .

com, highwaymansigns . com. How much have you grown since you and I met, as far as if you had to quantify it? Oh, gosh, we’ve almost, I think we’ve almost tripled. So we were, yeah, we were We were under a million. I think we were like $700 ,000 like that.

We’re on track to hit $2 million this year. You were referred to me, I believe, by Charles Colaw. Let me pull up his website. I think Charles Colaw kept telling me, he said, Clay, there’s this sign guy that we’re using for our signs who does great quality work. And I bet you you could help this guy. He does great work.

I think what he needs help with is generating more leads and maybe building some systems. Do you remember how you first met him? maybe I’m misremembering that, or how did you first come in contact with us? That’s exactly right. Charles has been a client of ours for years and now a good friend. We’ve done all the signage at all their different locations, which I think you’ve helped grow their business into.

We talk a lot about business. He’s somebody I can confide into. He kept saying, yeah, you got to check out Clay’s Place. He’s got a lot of lot of different processes and systems that you can use to grow your business. And, and that’s pretty much, you know, where we we’ve grown so much is like, you’ve helped us get, you know, leads from Google and all the SEO that we’ve done. And it also helps us, you know, speak SEO, that that’s helped us get the types of jobs that we want to get in.

Because, you know, for years and years, we just we were kind of like a print, print shop. But we did we did big signs. But you know, we mostly did banners. And we little metal signs, decals and things like that. And we kept trying to break into bigger cities and get bigger clients. And that was just really, really difficult for us.

And, you know, through the website that you built for us and the SEO is that’s helped drive, you know, leads to our business. And now, you know, it’s nothing for us to do a big channel letter or big monument sign for a company that, you know, years ago, we might get one of those a year. Now we’re, we’re doing several of those, you know, a year, one or two months. So it’s been, it’s been a big boon for us. Now, final question I have for you about the growth side of things, and then we’ll get into the systems you’re building. What impact do you think it’s made on your business, knowing now that you have an influx of leads, just knowing that you never have to worry about, are we going to have leads coming in this week?

What’s that done for your mindset or for your business overall? Well, it’s been, It’s definitely been great. Years ago, it was. You were kind of sitting around. waiting for the phone to ring. And now it feels like we obviously don’t have that problem.

In fact, it’s more of how do we manage all of the jobs that are coming in? Can we make sure that we can serve every person and we’re picking up the phone? We always pick up the phone. We always follow up with people and we follow up relentlessly. So it’s definitely been, that portion of my mind is definitely, less worrisome. It’s more of now, how can we make sure that we take care of every customer?

So now when you have an influx of customers coming in, again, your quality standards have never been questioned. I mean, that’s something that you do independently. That’s a skill set you’ve mastered. You guys have great processes for that. But I want to skip ahead to phase three. Learning how to manage a team of people.

And I just wanted to brag on you to the listeners out there. You’ve really spent a lot of time in the past 12 months, 24 months working on the business and not just in it. What does that mean? So instead of being the guy that makes all the signs yourself and. Installs the signs yourself you’re building a team and I wanted to see if we could break it down into three things that you’ve put in Place that I’ve noticed as an outside observer that I wanted to appraise you for one is you have checklists and Documented processes you have checklists and documented process because you can process could you walk us through how you went about making? checklists and documented processes Yeah, absolutely.

So basically, we like for our front desk, for our sales team, everybody walks in the door, we have a we have a checklist for that team specifically, they have to make sure that they’re checking emails, make sure they’re following up with their clients, and basically just blocked out block blocks of time that are blocked out. So they don’t forget anything. It’s not that these people, you know, are incapable of thinking for themselves. But, you know, it probably anybody as busy as you are, There’s too much to do there. too much to try to keep it all up in your head. You know, you’ve got to have it down, wrote down.

It’s just a good reminder. I mean, I have, I’ve got my own checklist for myself that I keep my, yeah, anything I think of, I type it in there and I put it on a Google, you know, Google doc. And that way I can check it off during the day and make sure I’m doing the things that I need to be doing. But yeah, it’s, it’s essentially been. just making sure that we don’t leave any stone unchecked during the week. We don’t leave anything up to chance, uh, and make sure that we’re repeating the same processes every day that we’re following up with our, our leads every, you know, daily, weekly, uh, bi -weekly and monthly, uh, just to make sure that, you know, we’re not, like I said, again, not leaving any stone unturned.

Secondary. I want to brag on you as you, you are working on yourself. And I’m not asking you to share where yourself was and where yourself is and all those kind of things. I’m just saying you’ve been really thinking about, okay, how can I be the leader that my team needs? How can I be an effective communicator? How can I be an effective manager?

I want to just get your thoughts on that, because there’s somebody watching this show that, you know, hasn’t been on our coaching calls and that doesn’t have a coach. And they are, in fact, their biggest limiting factor. The business owner themselves, They are, in fact, their biggest limiting factor. They are what John Maxwell calls the law of the lid. Their biggest limiting factor, the throttle for their business is ultimately their ability to lead people. Can you talk about some of that self -improvement that you’ve done over the last couple of years, really becoming a manager that, frankly, people like to work for?

Yeah, absolutely. So I’m by nature, I’m a production guy. I like to make things. It’s easy for me to go, you know, pull up my task list and knock out a bunch of tasks and make a good product. But it’s really difficult for me to have other people do that. It’s just easier to say, well, I’ll just do it myself.

But I was realizing I was picking up everything. I was wearing so many different hats with the business and that’s just that’s not the desired future that I want. You know, I don’t want to be, you know, chained to this place. I want to have got a family, I want to be able to spend time with them. And so I just basically took time.

And really just okay. How do I how do I get myself out of this? How do I get myself out of this? And I had to stop. I had to tell myself, no, I can’t do this. I had to hire good people and it took some time.

You know, it took some time. It’s like finding really good people and making them specialists. So I’m wearing 10 different hats. Okay, well, then I need 10 different people to wear each one of those hats. And so it’s like, okay, and now that’s not it. You have to train them.

Okay. So that means making, you know, standard processes, giving them their checklist, things like that. And then following up with, let’s see every week daily if necessary. Um, but yeah, I’ve got, I have a department meetings every day. I’ve got a sales meeting on, like, I had a sales meeting this morning. Tomorrow I’ve got a production meeting.

I’ve got a graphic design meeting on Wednesday for our graphic designers. And so what I do is I sit in on those meetings. We talk about, we train on certain things that they’re struggling with. We talk about the same types of of times like with sales, meaning we’re going to, we’re going to review numbers, we’re going to see where everybody’s at, are we hitting our numbers for the week? Are we getting close to our monthly goals, making sure that we’re hitting all those kinds of things with production, we’re making sure that, hey, how’s the schedule? Is the schedule optimized?

Are we getting our billable hours? You know, we’ve got it, we’ve got to hit so many billable hours per week to make sure that the guys are, you know, earning their pay, essentially. And then also, you know, we’ve implemented bonus structures and stuff for every different department to they all have kind of different metrics and stuff that they have to hit. And all of that came from essentially falling on my face several different times. But also just making sure that okay, I want I want a really good team. So number one, I have to start with really good people.

But that’s not all you have to follow up all the time, you have to make sure that they’re not only doing what they said they’re doing, but they’re doing it at a good pace. And yeah, just making sure that you are constantly checking in, you’re trusting them, but you’re verifying. That’s kind of the big thing. Now, final area I want to brag on you about as far as working on the business. There are so many things that you do well.

But if people go to your website, and by the way, you sell products that people in all 50 states could purchase. There’s a lot of great products that you provide over there at highwaymansigns . com. You have never, ever, ever let your standard go lower as you’ve gotten busier. I mean, so people say, well, how do you get video testimonials from so many great customers? Well, it’s because you wow them.

People say, how do you get Google reviews from so many happy customers? It’s because you wow them. And I want to applaud that because you, much like Charles Kola, you haven’t let your standards go lower, which is, by the way, the default setting in companies. The standards haven’t gone lower as your business has grown more. Your standards haven’t gotten lower as your business has grown more. And I want to applaud you for that because it really is a powerful thing for a guy to say, look, I’m not going to let the standards go lower as the brand gets bigger.

Not normal. Not normal, typically as a company expands, the quality goes down. But we’re seeing more and more customers wowed every day. Talk about that for a second, your insistence on making sure that the customers continue to be wowed, despite the fact that you’re growing dramatically. Absolutely. We’re starting to deal with bigger and bigger customers, McDonald’s, Arby’s, you’ve mentioned some of them.

But still, I have a heart for small business owners. That’s what I am. That’s what I came from. grew up, you know, probably sub, sub poverty line. And so for me, it’s like, we have to provide a, a product and a system for people that works for them.

And that is a good value because that’s, I think that’s such a thing that we’re missing so many in this day and age, you know, that people, they go out and they buy a new car or they buy a new appliance and they just know, okay, well, it’s just going to fail. It’s just, it’s going to fail in three or five, three to five years, you know? And I just remember when you’re growing up, it’s like, Hey, we had to make things last. You know, we couldn’t go buy a new TV every, every month, you know? And so it’s like, okay, we’ve got to make things last. We’ve got to make sure that, you know, our customers are getting their money’s worth.

Um, and not only that, you know, I want to sell high quality signage because for me, again, back to that small business owner, you know, really good signage is important, uh, for them so that they can grow, you know, this, I think small business is the backbone of this country. And, you know, it’s like, if they succeed, then we succeed. And I really, you know, we talk about here are kind of our mission statement is that we make people’s dreams come true. And that’s kind of a general thing. I think a lot of people think that, but we do, we have, we’ve had, we had a single mom come in and I was starting a flower business, you know, and, you know, floral shop. And she came in and she had this idea for a wrap.

And she, she was like, I want to be able to deliver my, uh, deliver my flowers and stuff in style and we created something and she came in she almost cried because it’s exactly what she had pictured in her mind, you know, and I’m just like, okay, cool. Her success is tied to our success. And I’m like, I can’t sell subpar products. I can’t sell, you know, ugly signs to people. It’s like we’ve got to sell them something nice and, you know, make make it worth their money. So that’s just Big thing for me.

Final question I wanted to ask you here. I’m gonna pull up your website because there’s and I didn’t mean to cut you off the sound cut out here for a second on my end is a lot of our wonderful listeners there. In fact, most of my clients are not in Oklahoma. What are the kinds of things that all of our listeners could buy if they’re not within driving distance? You know, some of our listeners that are watching this show from Maine or California or Florida or Minnesota. Do you have anything you could sell those folks?

And then what about for the guys who are within driving distance of your locations? Oh, absolutely. So if you’re obviously if you’re within driving distance, we were a full service sign company. So everything from business cars all the way up to full lighted signs, channel letters, monument signs, you know, full full big time construction as far as the signage industry is concerned. Now, if you’re not within driving distance, you need something shipped. We still do, you know, smaller print items.

We do banners, yard signs, magnets, decals, that kind of stuff. And we’ve got an online store now. So you can just check that out. at howmanscience . com slash store. OK, there it is, folks.

And again, I can’t speak highly enough about Kenny and his wonderful wife and the great family and the business they’re building there. Kenny, I’ll give you the final word. There’s somebody watching this show who’s right now going, oh, man, I got to get more leads. And we can help them do that. And there’s somebody else saying, I got to build my team in a way where we can wow the customer, and we can help you with that. And there’s somebody else that says, I’ve got to build systems so I can work on my business or in my business.

But hearing this all at one time, about working on your business, not just in it, and wowing the customer and generating leads. It can be overwhelming. What do you say to an entrepreneur out there that feels a little bit overwhelmed? There may be where you were years ago, where you’re kind of waiting for the phone to ring a little bit. What do you say to all the entrepreneurs out there that are maybe waiting for that phone to ring? Number one, get Google reviews.

That’s the way the world works now. So, Google reviews, get some video testimonials, product videos, just talk about the jobs that you’re doing, get those up, and then hire. really, really good people. All the time, make sure you’re hiring really good people. You cannot succeed with a bad team. Amen to that.

Again, folks, one more time, if you want to help our incredible guest today, if you want to help his website rank higher, if you’ve learned anything today, go to highwaymansigns . com. That’s the website, highwaymansigns . com. And folks, just by you visiting that web address and then sharing it on your social medias, if you’ll just go to highwaymansigns . com and share it on your social media, it will help Kenny and his wonderful family to reach more customers.

It helps the website to rank higher. Kenny, thank you so much for your time today. I really do appreciate you. And we’ll talk to you later this week. Thank you, sir. Bye -bye.

All right. Have a good one. one of our accountants had said, you’ve got to meet this guy, Clay. So we ended up meeting with Clay and he’s helped us go from right before we opened the third location now to six locations. And so we’ve more than doubled our revenue and these are ground up build gyms. And so it’s not, the barrier for entry is pretty high.

It’s 20 plus staff at each location. So yeah, it’s been a lot as far as running systems, checklists, workflows, who does what, when and how, training us on that. Clay’s helped a ton. We would not be where we’re at without him. So huge win. Charles, from an ROI perspective, if someone’s going to look at it and go, return on investment, I pay you $1 ,700 a month.

Will I make more money than I’m paying you? How would you maybe tackle or how would you respond to what kind of return on investment have you seen for the $1 ,700 a month you’re paying? Well, for example, Clay has got, there’s no better business coach in the world that has the way he works, the way his mind works. But he’s also got a team of other business coaches that have worked in lots of different industries. So he’s worked in every industry. His staff has worked in every industry.

He’s got videographers, web designers. I mean, just for the fact of like just just the website alone is worth the 1700 just the ability to take any of their proven systems, whether that’s a marketing thing. or whether that’s a staffing thing, like one thing done in the month, it was pays for itself. And then to understand this, there’s a part of where, you know, some maybe some week, you may be like, well, you know what, I’m not getting a whole lot out of this call. But the bottom line is, it’s like when you read the Bible, there’s times you’re just reading it. And then you’re like, You know what I really and then you read it that one time and it’s like God really speaks to your heart.

And the whole truth is it’s like there’s no way that you can get that kind of value for $1 ,700 to have a whole team of coaches. Graphic designers, web developers, anybody that has that type of knowledge, you know, in your back pocket. And then in the whole thing is run your business with being somewhat conservative, make sure you don’t run it to the edge all the time. But by doing that, you have that that skill set, you have that you have those. It’s tools on your tool belt. And I just think it’s just like, it’s just like the cost of doing business.

Like, just, just understand it. That’s a, that’s what I think there’s a, there’s a, sometimes the payment we make, I feel like is peace of mind, even because there have been multiple times throughout the years that we will, we will either be butting heads on something. Um, we’re super confused about something. We’re fearful about something, something in the markets changed and it’s a quick call to clay. Well, Thrive Nation, it’s a very special occasion, because a lot of times on The Thrive Time Show, I get to interview people that I am friendly with or have an acquaintance with, that kind of thing. And I enjoy that.

But it’s really an honor whenever I get to interview someone who I consider to be a friend or people that I consider to be friends of our family. And it’s awesome when we can celebrate a success story, because it’s a life -giving thing. And for somebody watching today’s show, if you feel you need like a checkup from the neck up, if you feel stuck, if you feel like you don’t have the resources to get started, You have the resourcefulness. Maybe today’s show is the show you need to hear because this is a couple. They started this business together. their house, and they’ve now grown it into a multi -million dollar, super successful company.

And I’ve had the opportunity to work with them in a consulting or coaching capacity over these past five or six years. And I am so excited to have them on today’s show. That being said, Amber and Charles Cola, welcome onto the Thrive Time Show. Amber, how are you? Great. Thanks, Clay.

It’s awesome to be on here with you. Yes, we are excited. Okay, so I got to ask this real quick, because people think you’re a hologram. How long have we had the opportunity to work with you? Or how long have we worked with you guys together from a kind of a coaching relationship? We started back in 2017.

Yeah, we’re looking at seven, eight years. Yeah, it’s coming up on eight probably, a little over seven. And from that time, I mean, you guys have experienced tremendous personal growth and business growth. I mean, could you, Charles, maybe talk about, I’m not looking for your specific financials, but could you maybe talk about maybe the size you guys have grown over these past seven or eight years at colawfitness . com? Absolutely.

Yeah, we started off, we were getting ready to open our third location. And one of our accountants had said, you’ve got to meet this guy, Clay. So we ended up meeting with Clay. And he’s helped us go from, you know, Right before we opened the third location now to six locations. And so we’ve more than doubled our revenue. And these are ground up build gyms.

And so it’s not the barrier for entry is pretty high. It’s 20 plus staff at each location. So yeah, it’s been a lot as far as running systems, checklists, workflows, who does what, when and how training us on that. Clay’s helped a ton. We would not be where we’re at without him. So huge win.

Now I’m going to ask you guys this story because I want you to be able to encourage somebody. I’m not sure who’s going to watch this show, but I view every show as kind of a message in a bottle. So somebody is watching this show and they’re going to relate to this story. I’m going to let Amber go first because I think she’ll maybe have a less rosy view of how it was. But you guys started colawfitness .

com doing personal training to individual clients in your actual home. So like your living room was where the squat rack was, or the bench press was in the kitchen. Amber, what was that like when you started colawfitness . com? Well, I think when you’re starting something like that, you don’t see bigger picture. You’re not thinking that far ahead.

You’re just kind of thinking you have to work. You have to survive. You’ve got to make money and you’re doing what you love. And so with that, it was just it was kind of more of a survival. And also we couldn’t afford furniture to go in our formal living room, a formal dining room. And so So, um, we were kind of stuck in a situation where Charles needed a place to train and he had a full clientele.

And so we just were, why don’t we find like a big universal piece, stick it in the living room that cause it’s just an empty room. And, um, the dining room became more of the office. And so we bought a big universal piece and threw down some rubber flooring, ripped up the carpet and put some big mirrors on the wall. And we just started doing what we needed to do at the time with no, I mean, I definitely did not think it was going to be in my house for a couple of years for sure. But yeah, a lot of it was fear of failure. I was like, I want to make sure that, you know, I can provide for my family.

And we were trying to just, I was every lead I had and follow up with every client I trained, want to make sure that it gave me good results. And yeah, next thing you know, we have about 160 clients coming in and out of the door a week. and it’s me and about four or five of the trainers training out of there out of our living room and so it became a revolving door of fitness and then amber also did some hair so she had a hair salon in the back of the house so it’s a like a training studio in the front of the house and then a hair salon in the back of the house. So yeah. Now, I want to share this story because I don’t know if I’ve ever shared this story with you, but I think our listeners need to hear this because your story is better than mine.

But let me just show this to the listeners real quick here. If we go to 111th and Memorial in Tulsa, Oklahoma, my wife and I, we were 20 years old -ish, and I remember I was so excited to be able to build our house. I remember telling my wife, honey, We can afford to build a house. We are going to build a house, a brand new house. She was so excited. I remember we were driving down Riverside.

She was like, we’re going to buy a house? And I go, yeah. She’s like, we’re going to build a house? I’m going, yeah, because we’re a young couple. We’ve just been married a couple of years. We’re right here at 111th and Memorial.

I found a builder named Rob Brewer who did a phenomenal job. I would hire him again. And this is a true story. So I built this house from scratch. And so my neighbor comes by, Wendy, God bless her. I’m not going to mention her last name.

Wendy comes by, and she’s like, hey, what are you doing? I go, what do you mean? Because I’m having like 40 couples a week that are walking up to my front door, hanging a right at my office. And there’s, not kidding, there’s probably eight DJ vans in my backyard. And she’s like, what are you doing? And I’m going, well, what do you mean what I do?

She’s like, what are you doing? This is a residential neighborhood. What are you doing? I said, well, I’m running a business. She said, you can’t run a business here. So I had back here in the backyard.

No kidding. I had eight different bands back there. And then neighbors kept asking me if I was running drugs. I mean, people were concerned because the first DJ would come to load up gear at four in the morning and our last guy would come home at three in the morning. And it was just a wild thing. I got to ask you with the gym, Amber, how early were people coming to work out, to do squats and bench press and cardio.

What time were they showing up? How many people were showing up? Oh yeah, so Charles is, he’s relentless and he’ll fill any hour he can and so he start as early as 5 AM with his first client. And, uh, you know, sometimes it would last until about 10 o ‘clock at night. And so it was, it was, it was just a revolving door.

And we always blocked out the middle of the afternoon at two o ‘clock every afternoon. And him and I, and, um, as we added staff, we would all work out together. So it became this big, you know, workout session together. It was awesome. And this is a real thing. Now, Amber, I’m not looking for anything super salacious, but I mean, did you ever have awkward situations?

I mean, because you’re sleeping there, you’re living there. Do you guys ever have just like, I remember with the DJ business, my wife, about once a week there for a while, she would come downstairs and one of my DJs would get, Clay, where’s the bathroom? I’d say, right there. And they would walk into our master bedroom and I’m like, get out of there, that’s my bathroom, you sicko. I mean, did you ever have just weird client interactions? Oh, yeah.

Totally from, you know, our kitchen became like the staff break room. And so all of a sudden I’ve got everybody’s lunches in my fridge. And I remember one day a guy had went to get the barbecue sauce out of the fridge and just drops it. And it just shatters all over the kitchen floor, but his client was here. So he, he looks at me kind of like, uh, and I was like, just, just go. I got like some cleaning up barbecue sauce out of the kitchen.

Um, one morning I had gotten out of the shower and I come out of the bathroom, which is at the top of the stairs. I, and I’m just making that short little. Jagged over to my bedroom door. And so I had my hair in a towel and a robe on and I opened the door and right there at the bottom of the stairs, Charles has one of the clients doing calf raises and they just, good morning. And I thought, get this out of my house. The trainers napping on the couch between clients and, uh, our

son was in pre -K at the time. And so he’d come home half the day and he’d sit on the couch. He was just a little, his feet would just stick straight off the couch and he’d try and watch cartoons. And there would be someone on like a ab mat on the floor, right in front of the TV doing crunches. And so he’s just watching his little cartoons and someone’s doing crunches in front of him. So, oh yeah, the whole family was in on it.

I just remember when I was building djconnection . com, I would train my DJs out of my house. So we would practice announcements, like, ladies and gentlemen, coming up in just a moment, we’re going to introduce the bride and the groom. Once again, ladies and gentlemen, get ready for the intro. And we would practice, ladies and gentlemen, coming up next, we’re going to be cutting the cake. Once again, we got the bride, we got the groom, we got an actor.

It should be exciting. And I’m practicing, and they have a script, and I’m practicing. So adult males are in my house, and we’re practicing introducing. Because, you know, we grew DJ Connection to do 4 ,000 weddings a year. So I’m training 30 disc jockey every week. So Havana, my oldest, who’s now 20, she starts running around in the office going, ladies and gentlemen, coming up next, the cutting of the cake.

Because she had heard it so much. She’s like, ladies and gentlemen, coming up next, the Soul Train line. She knew. Because it was like, and I don’t think if you’re watching today’s show and these stories, you can’t relate to it. That’s okay, but I’m just trying to make sure we’re getting this idea. This is a real couple that I would now classify as a super success story, but they had to start somewhere.

And it’s not about resourcefulness. It’s not about resources. It’s about resourcefulness. Again, it’s not about resources. It’s about resourcefulness. Look at the backyard.

I turned half my backyard into a concrete slab so that we could park all the vans back here. I mean, look at all the trees I planted to block the view. So now you look at Colaw Fitness and you go, Wow, this is a super successful company. Wow, I want to be the next Koloff Fitness. Wow, these guys are really doing it. I want to be a kolofffitness .

com. I’ll get the website to pull up in just a second. And people always come to me and they say, Clay, what do I need to do? What’s What’s the most important thing? I just had a guy today, huge ministry, huge ministry, multimillion dollar massive ministry called me and said, what’s the one thing I can do to grow my ministry?

And I said, buddy, I’m going to send you today’s show. There are 14 things that we need to do and a lot of details on those 14. So we’re going to go step by step on today’s show. I’ll go back and forth between Charles and Amber. And for sake of time, we’ll just go back and forth rapid fire. So here we go.

And Charles, by the way, you get 60 seconds on the clock for each answer. So here we go. Box number one, you have to figure out your revenue goals. You just have to know your revenue goals. You have to know your revenue goals. What are your gross revenue goals?

What are your weekly revenue goals? What are your annual revenue goals? You have to know your revenue goals. Charles, why do you have to know your revenue goals? goals. Yes, you have to know your revenue goals so you know if you’re going to be making money or not.

And for us, we want to make sure that we’re staying bankable, that we can open more locations. Our gyms are a ministry for us. We want to make sure that we continue to expand and making sure we got at least a 20 % profit margin off of all of our expenses to income over expenses. And we know how many memberships we have to sell. We know how many clients that we have to service to hit those goals for our set overhead costs. And yeah, you got to know how many units of items you have to sell every week, every day.

And so we track that stuff. And for us, we have a lot of… recurring revenue. But the whole point is that we want to make sure that we have enough of the payable, viable buyers in the system to continue to grow. And you you track this stuff. And so, you know, we’ve got wonderful members of our team. We’ve got a young member of our team named Natalie, who’s learning all of this because she’s, you know, developing into a coach.

And when you work with a new client, a lot of times the client’s going to have a bias to focus on just marketing, just branding. But you have to know these numbers. Amber, anything else you want to talk about as far as the numbers? Because I know your husband is passionate about fitness, and you are as well. But why do you have to focus on the numbers and not just marketing, or not just branding, or not just social media?

Why do you have to focus on those numbers? Well, I think the numbers, it’s like the steering wheel that steers the ship. I mean, if you don’t understand the numbers, you have no idea where you’re going. And so I think that’s probably the biggest thing. It leads the whole way. And I think a lot of people tend to do, I’m going to do the marketing or I just want to perform the service.

I think a lot of it because people are scared of numbers. I think they, they feel like numbers are overwhelming and they try to make numbers way too difficult. So I think that’s a big. This is such wisdom, folks. I’m telling you, if you’re not familiar with colawfitness . com, go to their website.

These guys give away a Bible. Every time they sell a new membership, they set aside a portion of the funds to give away a Bible to first -time members at their gym. It’s an incredible, it’s a ministry, it’s a business. It checks all those boxes. Let’s move on to box number three. Define the number of hours you’re willing to work.

Now, Amber, you happen to be married to a man who’s willing to work every hour of the day if need be. I will say this, though. Most of my clients, if I had to think about my 160 clients I work with, And I had to think about the average client. 90 % of them are not willing to work as hard as you guys. Most of my clients are willing to work 40 hours a week or 50 hours a week. Some will work 60 hours a week.

But nobody is willing to go sprint from 4 AM to 8 PM, 10 PM every day if need be. Your husband is willing to do that. Why is it important for you guys, Charles, to define the hours that you’re going to work? The hours that you’re not going to work, block out time for the family cruise, for the family trip. Why is that an important box there, Charles? That way my wife will stay married to me.

And well, I’m like, I’m like you, I like to just go go go. And then we do definitely we take off And we go to church on Sunday. It’s important for us to hold the Sunday as a Sabbath, as a day off. Other than that, I like to work. You talked about vacation, to vacate or to leave something. I love to work.

I love to build the systems and build the documents and train staff, build the systems and so on. But we do have to make sure that once a quarter we try to look at taking time off. Marriage, family, and work. Expectations and boundaries. Those two things have to be very clear all the time. So as long as he understands what my expectations are and I need him to fulfill a husband role in addition to working, as long as he understands that these are my expectations and then these are my boundaries, and as long as we communicate that, then we’re good.

I’ll say one more thing is that for us, we’ve kind of at the spot to where, you know, we just work on the business, not in the business. So we don’t actually do the day -to -day stuff, but we work on the business systems, checklists, workflows, training, coaching people remotely, because we do live in Florida. Our clubs are in the Midwest, Oklahoma, Texas, Missouri, and Kansas. And so running remotely and running all that stuff, we’ve got to kind of say, how do we want to live our lives? Like you’d say, Charles, how do you really want to live it? You got to kind of map out and clearly define that.

For us, Tuesday, Wednesday, Thursday, those days are just all in on Zoom calls, training, coaching, working with staff. And so those days are really, really full days. And then the rest of the time, like on Friday, Saturday, Sunday, Monday, those are all lighter days that we don’t block in a lot of meetings. It’s like no meetings that we plan, but we are still, I’m still working on things that I want to work on, but I’m not leveraged to having to. So I’ve kind of created my three days work week that’s like super long.

And then the rest of the time, I don’t have meetings, I don’t get held hostage on a lot of stuff. And people have to kind of have a gatekeeper to get to me. But other than that, that’s how I’ve tried to map that out so that I can continue to mastermind and kind of grow the brand and have some meta perspective on how I want to continue to grow. So there’s just so much again, for folks, if you want to learn entrepreneurship, this is this is real people. And if you’re in the Florida area, and you’re looking for a job, if you’re in the Joplin, Missouri area, and you’re looking for a career, not just a job. Koloff Fitness is a company that’s going places.

I’m not prophetic. I’m not claiming to have some view of the future. I just see patterns. And I work with clients, and I help them implement patterns that work. And I also know of the clients that’ll work. Nothing works unless you work, right?

So nothing will work unless you work. And I look at the Colaw family, and I look at the fuel that you put into the business and the diligence that you bring. And I’m telling you folks, this is a brand that’s going somewhere. If you’re looking for a career, check it out, colawfitness . com. Box number four and five, these kind of fit in together.

Box number four is you have to determine your unique value proposition. That’s a unique thing. But what is it that makes you unique? you unique? What is it that separates you from the competition? If you’re watching today’s show, let’s think about your website, your print piece, your auto wraps, your business cards.

Let’s think about everything about your business. Let’s think about the sites, the sounds, the smell, the ambiance, the employees you have. What is it that makes you different from the competition? What is it that makes Chick -fil -A successful when there are many other fast food chicken restaurants? What is it that makes Quick Trip super successful when there are so many gross, nasty, Uh, dirty, uh, convenience stores. What is it that makes Chick -fil -A successful?

What is it that makes QuickTrip successful? What is it, what is the secret sauce that allows Brad Stevens, the coach of the Boston Celtics, to bring out a winning lineup year after year? Brad Stevens took a dysfunctional butler career. basketball team and turned them into a top four basketball team. Think about this. He took a college called Butler, the size of Oral Roberts University, and took them to the Final Four multiple times.

And then he takes that same recipe and goes to the NBA, and they win a championship, and he’s putting out a winner year after year. What is the secret sauce that allowed Phil Jackson to win year after year? Michael Jordan couldn’t win a championship without Phil Jackson. He played a lot of seasons without Phil Jackson. won his championships with Phil. Kobe Bryant never won a championship without Phil Jackson.

By the way, Kobe Bryant played a lot of seasons without Phil Jackson. What is that magic formula? A big part of it is you have to understand your unique value proposition. So Amber, what is it that makes Kola Fitness unique versus other fitness companies? For us, it’s culture, hands down. It’s culture all day long.

And we worked really hard at our first location to set the culture and make it what we wanted it to be. We wanted a fitness center that everybody could come be a part of. And I mean, not everybody, not everybody likes it. But It’s definitely our culture and that was something we knew we had to be able to duplicate when opening other locations. And so that is probably the number one piece that we We train, develop, encourage that we’re the biggest part of the company that we are still a part of is the culture part. Yep.

And that’s the big part. I’m going to just kind of jump a little bit more unapologetic in our Christian component to that. Think of if Planet Fitness is the McDonald’s of gyms, Cola Fitness is the Chick -fil -A. And what I mean by that is We are a strong Christian culture. We hire and we look for people that match that. They don’t have to be a Christian, but they do have to align with those values.

All of Christianity summed up in one word is the word agape. That’s an unconditional love. And so we really vet that pretty heavily on the front side on the onboarding with our, you know, like our Christian culture, we play a video, we talk about who we are, we talk about the Christian values, devotion to God, discipline in living, denial of self, dream great dreams for God’s glory, determination to stay the course of their culture. And so we really want to make sure that we’re hiring people that are into customer service, that likes people who to thought customer service, we’re going to find people that actually like to serve people. And so we really vet that pretty heavily on the front side on the onboarding with our, you know, like our Christian culture. Christian side of it is kind of strong.

So either people lean in or lean and lean back. And so when we do group interviews, this is where you’ve taught us a lot of great systems, you see people lean in and see people lean back. So when everybody’s on the boat rowing in the same direction, and they really match that value set, the culture is just, it’s just better. And when you hire people that actually like people, like hire people that like people. They want to acknowledge your presence, close the gap, give them a fist bump, a high five, make somebody feel like the highest, like the highlight of the day when they walk through that door. So we train people on those systems.

So we took the culture that we did when we first opened the club and we defined it into actual ways that we can role play and script it with our staff so that you have not a purple hair, McDonald’s, perpetually distracted, Cran -mark tattoo person. you have a person opposed to like a McDonald’s, somebody that runs up to your car like a Chick -fil -A, that’s you got their polo on and says, my pleasure. So that’s where we have to be very, very, very specific on how we do culture differently than the competition who’s just, you know, scaling out like crazy. But people like the greatest currency in life is how you make somebody else feel. We want to make other people feel like the highlight of the day and hire people that are sincere. They’re just genuine, that truly like people.

If you do that well, You have to lock the doors to keep people out. I’m telling you folks, this is so important. I talked to a guy the other day who applied to work for your business, true story. And he’s kind of a gremlin. I know him because he didn’t get hired. by a friend of mine.

And so a friend of mine’s like, hey, I didn’t hire this guy. He’s kind of a gremlin. I said, what do you mean, gremlin? He’s like, yeah, he’s just kind of a curmudgeon, kind of a negative guy, Debbie Downer. And he’s got a big background in fitness, though. And he’s into fitness.

And he played sports at a high level. And he’d love to come work for you, Clay. And I go, OK. And he’s like, yeah, I guess he applied for the Colaw guys a couple years ago, didn’t get the job. And I’m going, OK. Interesting.

And I knew that you, and I met the guy, I’m like, this guy, I understand why you didn’t hire him. And I didn’t hire him either. And I’m just telling you have certain standards. And, uh, if people aren’t up to those standards, they can come back and reapply later after they turn that frown upside down, but you have a certain standard there. Now, box number six, uh, the three -legged marketing stool, um, at Kola fitness with every business we work with every business that I work with, what we do is we develop a three -legged marketing stool. Now, I’ll give you a moment, Charles and Amber, to reflect on this.

And maybe this is true for you, maybe not. But a lot of my clients that come into my life, I think about Stacey Purcell, longtime client, great lady. I think about Shaw Homes, shawhomes . com. We helped Shaw Homes grow from $14 million a year to $150 million a year. I think about Satellite Phones, Tina, her company, Sat123.

We’ve helped them grow to $100 million a year of sales. I think about Oxifresh, oxifresh . com. We’ve helped them grow now to 500 -plus locations. And every single time I sit down with a business owner, they have not a three -legged marketing stool. No, no, no.

They have a variety of things that might work. And through tracking, we start to figure out what doesn’t work. And so with Stacey Purcell with her wonderful business, we found out that LinkedIn didn’t work 100 % of the time, thus saving her $8 ,000 a month by turning it off. I just had a client this week. True story, we found he was spending $4 ,000 a week on YouTube ads, Instagram ads, and TikTok ads. Got a lot of clicks, got a lot of views, no leads.

Another client, I’m using a stream of consciousness, another client of mine, they were doing mailers, getting zero response. Another client of mine was doing billboards to the tune of $6 ,000 a month between all their locations. And as you look at the different businesses and you track, you can really, really become much more profitable by nailing down a three -legged marketing stool. Could you talk about that, Amber? Maybe the impact it’s had or hasn’t had, tracking the results.

getting rid of what doesn’t work and focusing on what does work? Yeah, well, I would say, none of that is my part of the business. And I’m so thankful. I hate marketing. But I would, what I would say to that is, that has everything to do with like, we were talking about your numbers, and the tracking. So you’re talking about tracking these things.

That’s my side, the financial side. And I want to know that when the money’s going out, that that return is coming back. Right. And so I do that side of it with we talk about a marketing budget and watching that and holding true to that and watching those numbers and watching, you know, The revenue that comes back from that marketing and so you may be able to talk more on the marketing. That’s your yeah. No, absolutely Well, we’ve tracked where they come from sometimes you do get clicks or you do have like sometimes facebook shows you make it but it’s really not getting people to walk through the door and Convert people into members and convert people into higher ticket items And so you really want to make sure that what you’re spending money on is actually quantifying out into dollars And so clay’s really been good with us to track that we’ve done that for years and so we can really kind of see in our industry, we market in a five -mile radius, really heavy.

That’s kind of our ideal and likely buyers within that five -mile radius or a 12 -minute drive time. We target those. We see what marketing works best. And a lot of times, it’s the same proven stuff that Clay teaches with a lot of his clients is really seeing to making sure that you’re dominating on certain platforms. And I can go into that.

But the whole point is, is Clay has done it in every industry. And when we follow the system, track it correctly, we can monetize our marketing dollars a whole lot better. And so there’s there’s ways you want to get in front of your ideal likely buyer, we make sure we got the right product offering in front of the right ideal likely buyer. And the things that Clay’s been doing with his clients over the last seven years with us, it doesn’t change much. There’s a few little things that adjust, but it’s a proven system and that’s what works. And we’ve just, we’ve done that.

We’ve gone from three locations to six and we’ve more than doubled our revenue. So it’s been a huge win. Well, I think sometimes people want to market in a certain way because that’s the cool thing to do. Like I want to be on TikTok. If TikTok doesn’t pay me, if TikTok is not, it’s not paying my bills, I could care less. I mean, I watch TikTok on my off time, but I’m not going to put my marketing dollars into it just because that’s what everybody else is doing.

And I think another part of that is everybody has marketing advice for you. Everybody, everybody thinks there’s a marketing guru because they see ads. And I don’t think that is true either. Now, I’m going to ask you this, Charles. And I’m not ready for your answer yet. I’ve got to mentally prepare myself for this.

But you do not have the ability to not be honest here, OK? So a guy called me here today. And I thought, man, I’m going to send this to him right away, OK? Guy reaches out to me. He’s in the construction space, OK? And he goes, you know what?

This happens every day, by the way. But he says, what would a relationship look like if I hired you guys as my coach? If I hired you, Clay, and your team, what does that look like? And I said, well, we charge you $1 ,700 a month. So it’s less money than hiring a minimum wage employee. That’s what it is.

We have a weekly meeting. And we follow a proven system. And anyway, and I said, there’s accountability. So there’s kind of three parts to it. One is we have a team that helps you get your photography, your video, your web, your search engine done for you, all those things. The second is we provide coaching down a proven path.

And then the third is we have workshops every couple months so you can kind of get a tune up. And I said, Mr. Potential Client, who I’ve known forever, I said, Clay Stairs describes me as the ass man. And he’s like, the ass man? And I said, yeah, Clay Stairs, longtime client of mine. He’s been a client of mine for like 15 years. He literally tells people that I’m his ass man.

And they go, what? He goes, Clay has helped me grow my company, claystairs . com. He’s helped me get into political office. But he kind of is like an irritant who follows up on the same things every week until they get done. So I wanted to ask you, Charles, how would you describe what the coaching relationship looks like for somebody out there that’s saying, what is it like to work with specifically me and my team?

Well, to shoot you straight, I mean, Clay’s highest desire isn’t always your comfort in that coaching. His highest desire is your continued development, that you do hit your goals for financial. Think of a good coach. A good coach tells you what you need to hear because he doesn’t just care about the comfort in the room or the comfort of the conversation. He cares about your character development, your personal development to becoming the better leader. And if you want to run a great company, you have to be a great leader.

You have to be the avatar. You have to be the great person. And Clay has really pushed that in me. And for me, I thought I’ve always needed that. And I was just like, okay, Charles, stay humble, stay coachable. And that’s the biggest thing is most business owners, they don’t have the ability to stay, keep a humble, coachable heart and be willing to grow.

When you work with somebody that has a proven system, they’ve worked in every industry, they’ve got a team of videographers, graphic designers, web developers, people that will help you grow. build the back end of your business correctly, the proven systems of continuous hiring of staff team, like group hiring, that you always have staff ready to go. Somebody in the bullpen, so I’ll take it. You always have continuous training, staff ready to go. hostage because there’s somebody that doesn’t know a skill set. You can always replace somebody because if you don’t create a system, you’re going to be a limited resource and clay creates the systems helps you with document creation file organization and make sure you’ve got that stuff.

So you have a proven template. It’s really more like a franchisable prototype that you can handle the lowest skill set. So great people are great, but clay has been really good at shooting me straight. If you have a humble, coachable heart and you’re willing to grow and you take two or three action items every week, next thing you know, 50 weeks, 52 weeks in the year, you’ve got a bunch of systems, you’ve got a way better website, you’ve got checklist workflows, you’ve got staff following systems, you’ve got backup for each position. Because if you don’t have people in the bullpen, you’re going to be held hostage. And so you want to make sure that you’ve got the right systems, checklists, and personnel ready to go.

And to run six different businesses in four different states, From Florida, in the Midwest, we have to have good systems, checklists, workflows, and so on, and making sure people are holding to that. Clay’s been really great for helping set up the system. But to be honest, it’s not always… the conversations are definitely sometimes… challenging, but understanding that both parties, me as the client, him as the coach, is really trying to have the highest desire to make you grow into a better person and to help your company grow and be better. And to me, that’s a good coach. And that’s why I like working with Thrive and Clay. Amber, I wanted to tap into your wisdom on this.

There was a statement that was made years ago by Robert Kiyosaki. It really resonated with me. I heard this about 20 years ago. But he said, amateurs don’t have a coach. Professionals do have a coach. And at the time, I thought, you know what? From a legal perspective, I probably need a coach or mentor to help me.

So I hired wintersking . com. And I’ve used that company for, what, 10 plus years? And it’s really helped me. And I thought to myself, from an accounting perspective, I need probably to have her a coach. So I hired CCK.

And so in the areas where I want to improve, I really do firmly believe in having a coach. When I wanted to become a better speaker, I hired Carlton Pearson. and I worked with Carlton for as long as he would work with me, because at the time, he was the top televangelist in America, and he was a phenomenal verbal communicator. And so, but it wouldn’t have worked if I wasn’t coachable. and if he wasn’t willing to coach. And you guys have done such a great job over these years implementing, and I just see the future is so bright here.

So when we look at your website now, could you talk about just that weekly meeting and making those little iterations, and every week making it a little better? Because I think some people want to get rich quick. They want to become successful in 10 minutes. They want to ready, set, let’s go. But you guys, every week we go to colawfitness . com.

Every week we enhance the website. Every week we enhance the scripts. week, we enhance the value proposition. Every week, we’re doing little tweaks that are improving the brand. Could you talk about this, that mindset of that weekly improvement? Yeah, absolutely.

Well, your numbers, you have to have good feedback tools, some key performance KPIs, or key performance things you look at for sales over cancellations, and how much dollars you’re spending on marketing. When we track that on a regular basis, we can see that we’re doing well or not doing well, we make pivots. We get coaching feedback from you on best practices. And one thing is, is that you’ve not just worked in our industry, but lots of industries and having a team of people, a team of coaches that say, Hey, this is what’s working. This isn’t what’s working. It’s super valuable.

And so, um, like I don’t, I mean, I’ve got an MBA in school, but I’m telling you like it’s real life is so much more important and having good people that have good feelers. It’s like, it’s, you’re only as good as your team. And Clay brings a whole team to your team. Anyways, we have a weekly meeting. Our weekly meeting, we look at what are the key things that impact us. It’s going to be signups, signups over cancels, what are those signups, which one’s upgraded to higher tier options, whether that’s membership, higher tier membership options, or whether that’s

tearing up into higher services like fitness coaching, like one on one coaching or fitness training of nutrition coaching or group training, but getting people into those things and understanding the scripts. how to roleplay that over and over again, making sure your staff understands how to communicate effectively with the customer roleplay, roleplay until that socially awkward, you know, young person can totally get it and they understand how to how to do it until the cognitive, the critical thinking face has gone away. They know how to do it. Now you’ve got staff that knows how to communicate well, how to show the product offering benefits over costs, and then show them that if you don’t do it, this is what won’t happen. And you want to show them that you’re going to really change their lives and save their life, add years to the life quality to your years by changing new habits. And when people see that value, you’ve got the right staff articulating that, you close a lot of deals, you upgrade things, and you change a lot of lives.

Well, one thing, Clay, I think with the coaching is it’s been beneficial. It’s kind of like you’re our blind side, blind spot coach. This is what we’ve created. There’s a lot of emotions attached to it. It’s what we love. It’s what feeds our family.

And so we can become very emotionally charged. And I think you’re super helpful to kind of bring us back in and go, hey, like, So, you kind of keep us focused, separating the emotions from it. And I’ve heard a lot of people say to you, or in conversations we’ll have, and they’ll say, yeah, but you don’t understand landscaping. It’s not about understanding landscaping. We don’t talk fitness every week when we meet. Um, but it’s about, um, it’s, it’s the, it’s about business and it’s about where we’re going and you really help keep us on track.

There’s that accountability, like you talked about. You guys are super valuable. Your set of eyes is super valuable. Yeah. Yeah. I’ll just say this.

I mean, colawfitness . com. If you’re looking for a career folks, I’m telling you, check out colawfitness . Now, com. Now, point number seven, sales conversion.

We have to have scripts, recorded calls, one sheets, lead trackers. What? We need to have sales scripts, recorded calls, all the visuals in the store. We call that internal marketing. There’s external marketing, marketing to your ideal and likely buyers. But internal marketing, letting your current gym members know that you offer personal training or group fitness.

Box number eight, you have to have a sustainable customer acquisition cost. What? You have to know what does it cost you to land a new customer. Box number nine, you’ve got to create repeatable systems. When you clean the bathrooms every day, when you clean the showers every day, when you clean the locker rooms every day, when you clean the equipment every day, when you clean all these things multiple times a day, when you change the light bulbs every day, when you have to maintain the fitness equipment every day, when you have to hire people every day, you have to build repeatable systems or your head will explode. You’ve got to have checklists and processes.

Box number 11, you have to manage people. Manage people? What? This just in, we have to manage people. We’ve got to hire people, manage people. How do you hire, inspire, train, retain?

We have to do it. Box number 11, you have to build a sustainable schedule. What is the schedule that your company will keep? What hours will you be open? What kind of shifts do you have? What kind of org chart?

Who’s in charge? Who isn’t? How do you deal with somebody that doesn’t want to follow the systems? Because this just in, a customer will fire you if you won’t fire your bad employees. In box number 12, you’ve got to have a high standard with the A players, the B players. You’ve got to coach up the B players to become A players.

You’ve got to coach those A players to become future leaders. You’ve got to coach the C players out into another job or to the local bus station. You’ve got to get them out of your life or they will ruin your business. And then box number 13, you’ve got to make sure you’re making money. It’s not about how much money you make. It’s about how much money you keep.

Box number 14, you have to sit down every day and say, what does God want me to do? If every day is a gift, what does God want me to do? If every day is a gift from God, what does God want me to do with my faith, my family, my finances, my fitness, my friendship, my fun, my focused time? What does God want me to do with this day? That’s all these things. have to think about there.

And I’m telling you, folks, everything we’re talking about on today’s show, it wouldn’t matter if Colaw Fitness was not obsessed with wowing the customers. Charles Colaw and Amber Colaw are obsessed with helping you take your fitness to the next level. If you’re out there today and you are in Joplin, Missouri, you’re in Texas, you are in all the different markets they’re in. Go to colawfitness . com. You can see the markets they’re in.

I’m telling you, these guys are obsessed with what So I’ll go to you, Amber, then I’ll go to you, Charles. Everything we talked about doesn’t work if you scam your customers. Everything we talked about doesn’t matter if you don’t wow your customers. Can you talk about why at the core, even though we’re going over all this business stuff, all these details, at the end of the day, you guys at Colaw Fitness have to wow the customers. Why is that so important, Amber? Well, I think for us, it’s important because we love people.

And everybody needs a belonging and worth. And they need to feel important and they need to feel cared for. And that’s our passion. We just love loving on people. That’s what made Charles such a phenomenal trainer when that was the initial start of the whole company. It was just his desire to help people and his love for them.

And that was the same reason a million years ago that I did hair. So I think for us, that’s just what we’re passionate about. We’re passionate about people feeling like they are loved and they have value. And if we can pass that on through all of our front desk staff, if we can open more locations and bring in that many more people in these communities to feel loved, excuse me, and also spread the gospel at the same time, you know, let them know God loves you, you know, and so that that’s really what drives our passion in the coaching and development, even of our staff. Charles Cole, I got two final questions for you and your wife can one -up you.

So here we go, two final questions. Yes, sir. Yes, sir. There’s somebody out there right now, they’re thinking about coming to one of our in -person workshops. They know Tim Tebow’s going to be there. They know Eric Trump will be there.

They know that you might be there. But maybe if they haven’t been to a workshop in the past, how would you describe the in -person, two -day interactive workshops? How would you describe them, sir? It’s just, it’s raw and real. I mean, if you really want to try to get, if you really, really, really want to build a company, not just get like a, like if you go to school, you get a business degree, you, you know, they would say Clay’s program is, you know, business without the BS. There’s no bull crap.

He tells you the proven system, real proven systems, that have grown and scaled hundreds, if not thousands of companies, add millions, like we are millions of dollars more in revenue because of these systems that we’ve implemented. And we’ve been able to scale and not have to actually work in the business. We work on the business, just the business system. So we can live in Florida. We’re definitely engaged with our staff that runs these locations and they’re great lieutenants, but we have the systems, we have the checklist, we’ve got the workflows, and we have the systems that we can hold people to. We’ve retained the right talent.

We’ve got really people in the bullpen for every position. So they were held hostage to happen to do that. But all that to say, it’s going, it’s funny. He’s very, very, I mean, Clay’s pretty much like a comedian. It’s hilarious to listen to. If you’re willing to be coachable, if you’re willing to have a humble and coachable heart that’s willing to grow, he’ll show you proven processes.

There’s going to be a pathway that you can be successful. And if you’re a diligent doer and you just do one or two action items every week with your coach, the whole thing is It’s just being more of a marathoner than a sprinter when you’re working with a coach. Just do your two or three action items. And that two or three, if you times that by 52 weeks, that’s 150. Next thing, you got a way better website. You got a way better location.

You got way better staff hired. You’ve got systems, checklists, workflows, all document created into mind -free templates, sales flows, training and development of staff, all that. So you got people in the bullpen for each position, and you’re no longer being held hostage as an owner, and you’ve got a proven system. So that’s Clay and his team. I’ll one -up you. I will one -up him this one time.

Like, there’s truly nothing more exciting than to come to the conference. And we’ve been to almost every conference you’ve had for the last seven to eight years. And it is completely refreshing. I always get something new out of it. It’s very practical. You’re not sitting in this huge ballroom with want, want, want speakers that you feel like are trying to sell you something and you’re trying to stay awake.

That’s not the case at all. It’s a circus. There’s a whole lot to take home. Even if you go to the conference and you decide, hey, this is not for me right now, or coaching is not for me, Hands down, you will leave with practical business application items. Now, final question I have for you guys. Just like Colaw Fitness, I mean, you put your name right there on the brand, Colaw Fitness.

You can’t really go to Thrivetimeshow . com without seeing my cranium. And so I take a lot of pride in what I do and wowing our customers. But for somebody out there, in particular, this guy today who’s in the construction space, who’s like, hey, what would coaching look like for me? Or is coaching for me? He’s reaching out.

Charles, what do you say? What kind of impact has the coaching that we’ve had with you guys over these past seven or eight years made on the impact or the success? What kind of impact has the coaching made on colawfitness . com? Well, I would say first off, personally, I’ve developed a great friendship with some really great people. And I thought that’s been huge for me.

So that’s personally, and to know people that are in the same type of pressure that you have is running a company running a business to have people that have that are intelligent, and they care as a friend, that is huge. That’s the number one personally and then professionally, to have a whole bullpen of a whole a whole data set of lots of different industries, best practices, whether that’s, you know, generally it’s either a sales issue, like you don’t have enough sales, or then it’s a staffing issue, you don’t have the right staff, whether it’s a scaling it, how do I, you know, build this into a franchisable prototype? It’s all stuff that they’ve done over and over and over again. And to where you have like a cognitive dissonance, like a mental disease with understanding it, they don’t. And when you have somebody that gives you peace because it is something they’ve done before, that’s, it’s priceless. So, yeah.

Yeah. Oh, I would say that, You were talking about it hasn’t just affected us in our business, but it has affected us in our personal life, too, because all of these things that you learn can be rolled over into your personal life. So that’s been huge. And like Charles was talking about the connections that we’ve made with other business owners. You know, Clay, you said at the very first conference we went to your network is your net worth. Amen.

I mean, that is hands down. If you’re hanging out with the old friends that have unsuccessful businesses and you’re hanging out with the old people who are complaining about having to work an eight hour day, you know, if you’re spending your time with them and, you know, it’s just going to break the bank to go to Chili’s for dinner that you’re going to stay there. You’re going to stay in that influence of people. And every conference we meet new people and we’ve got some of the most awesome Friends that own businesses across the country from the cheesecake store to a pizza shop right to. dog training to, I mean, we’ve got some of our friends that live in cities that we have gyms and they’re members at our clubs. And it’s just, it’s so powerful.

It gives us a whole community to bounce ideas off of and get encouragement from. Charles, from an ROI perspective, if someone’s going to look at it and go, return on investment, I pay you $1 ,700 a month. Will I make more money than I’m paying you? How would you maybe tackle or how would you respond to what kind of return on investment have you seen for the $1 ,700 a month you’re paying? Well, for example, Clay has got, there’s no better business coach in the world that has the way he works, the way his mind works. But he’s also got a team of other business coaches that have worked in lots of different industries.

So he’s worked in every industry. His staff has worked in every industry. He’s got videographers, web designers. I mean, just for the fact of like, just the website alone is worth the $1 ,700. Just the ability to take any of their proven systems, whether that’s a marketing thing, or whether that’s a staffing thing, like one thing done in the month, it pays for itself. And then to understand this, there’s a part of where, you know, some maybe some week, you may be like, well, you know what, I’m not getting a whole lot out of this call.

But the bottom line is, it’s like when you read the Bible, there’s times you’re just reading it, and then you’re like, You know what I really and then you read it that one time and it’s like God really speaks to your heart and the whole truth is it’s like there’s no way that you can get that kind of value for $1 ,700 to have a whole team of coaches. Graphic designers, web developers, anybody that has that type of knowledge in your back pocket. And the whole thing is run your business with being somewhat conservative. Make sure you don’t run it to the edge all the time. But by doing that, you have that skill set. You have those tools on your tool belt.

And I just think it’s just like, it’s just like the cost of doing business. Like, just, just understand it. That’s a, that’s what I think there’s a, there’s a, sometimes the payment we make, I feel like is peace of mind, even because there have been multiple times throughout the years that we will, we will either be butting heads on something. Um, we’re super confused about something. We’re fearful about something, something in the markets changed and it’s a quick call to clay. And so that quick call to Clay, and he’s outside the situation and he has other data points.

I mean, we’ve had times that, Clay, you’ve got a quick response and you can tell us and direct us real quickly. And we’re right off the phone. And there’s other times you’ll go, I’ll call you right back. And Clay will jump in and he’ll call his other contacts and get back with us. Sometimes it takes longer. But there are times when you feel that way, when you’re like, Is this worth it?

I don’t feel like we’re doing much right now or we’re not growing. Inevitably, something like that will come up and that’s our peace of mind. You’re like a crucial team player. You know, well, you know, I it’s an honor to serve you guys and everybody’s watching right now. I encourage you if you’re looking for a career. Now, if you’re looking for a job, don’t fill out the form, but if you’re looking for a career, go to colawfitness .

com because if you live in what Joplin, Missouri, Charles, Dallas, Texas, Bartlesville, Oklahoma, Amber, we live in Topeka, Kansas. If you’re out there, Arlington, if you’re out there, go to colawfitness . com if you’re looking for a career and not just a job. Thank you, too, for carving out time with your busy schedule. Oh, yeah. And I’m so glad to have you here today.

Thanks, Clay. Awesome. Take care, guys. Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, why would two men who have built 13 multi -million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you, and they have a lot of time on their hands.

They started from the bottom, now they’re here. It’s The Thrive Time Show, starring the former U . S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s bunny, Dr. Robert Zilner. Two men, eight kids, co -created by two different women, 13 multimillion dollar businesses. It’s a very special occasion because on today’s show we’re joined by a real thriver.

He could be, you might say, this guy looks like a hologram. He looks like an idealized hologram. This guy could be a male model, but no, he is an actual entrepreneur, a real client, a wonderful man. We’ve had the opportunity to meet him. person during multiple in -person workshops. He comes from the great state of Iowa.

Josiah Ragsdale, welcome onto The Thrive Time Show. How are you, sir? I’m doing great. So I got to ask you, how did you originally come in contact with us there, sir? Actually through Spotify, yeah. Through Spotify, OK.

Do you remember what you were doing on Spotify? Were you looking for business shows, or was it recommended? How did you find The Thrive Time Show? I think I was looking for business shows because I was I saw at the time I was actually in school to build like custom cars. And then I was working on a dragster. And so like I was looking for some more, you know, I didn’t I didn’t like I’ve never liked listening to music.

So I was looking for either an audio book or a podcast or something and ran across your guys’s business show because I always figured I’d open up a custom car shop. And then so that’s kind of how I found you. So Now, for anybody out there that wants to verify that you are a real person, the website is autoliftserve . com. Autolift and serve, S -E -R -V . com.

Josiah, could you share with everybody out there who wants to verify you’re a real person, what’s your first and last name, and what’s the name of your company? Yeah, it’s Josiah Ragsdale. And then the name of the company is Automotive Lift Services. And what kind of services or solutions do you guys provide there? I think a lot of people are curious about that. What kind of services do you provide at autoliftserve .

com? Sure, sure. So kind of our main niche is obviously fixing lifts, because we generally will prioritize speed of repair. So like we offer like 48 hour repair times guaranteed. But otherwise, as far as the rest of the equipment in the shop, if it’s in a shop, like in the mechanic side, you know, whether it be exhaust ventilation equipment or air compressor equipment, we service it and sell it as well. But lifts are our main bread and butter.

Now, what I wanted to do on today’s show is really brag on you and kind of go through some of the wins. that we’ve been able to work on together. Because I think sometimes when people think about a business coach or a business consultant, they may think about a motivational guy. They may think about some sort of motivational, feelings -focused, almost like business therapist. But that’s not what we do at all. We focus on implementing a linear path to help real business owners grow their real companies.

So we’re going to go through all 14 steps today. So step number one. Revenue goals. I’m not asking you to share on today’s show what your yearly revenue goals are, but why is it important for you as a coaching client and a business owner, why was it important for you to figure out how much money you needed to do per week in sales to hit your goals and what your yearly goals actually were? Without knowing our yearly goal, there’s no way to break down into what you need to hit per week. Cause like, that’s a really important thing that we start with every single Monday morning just between the, uh, my service manager here and myself is like figuring out, okay, this is how much cash we need to break even for this week.

And this is how much cash we need to break even or should need to break even next week. And then this is what we need to make a profit. Um, and, and the, here’s our goal for profit. So, uh, I mean, it’s, I don’t know how you would stay in business without knowing it. So let’s drill into that for a second. Are you coming to our workshop coming up here in March?

Are you coming to that? I will not be, unfortunately. Nope. We’ve got a two -month -old baby, so he’s not moving yet. OK. Well, let me pull this up real quick so people can see that you’ve been to a workshop, though.

So you’ve been to a workshop. Oh, yeah. Yep. And I’m just going to throw out some ideas for anybody out there watching. You know, we have Eric Trump. That’s President Trump’s son will be there.

Robert Kiyosaki, bestselling author of Rich Dad, Poor Dad. Eric Trump obviously runs the Trump Organization. They have thousands of employees. We have Robert Kiyosaki, the bestselling author of the Rich Dad, Poor Dad series. We have Tom Wheelwright, one of the most respected wealth consultants on the planet. And people say,

me, Clay, man, it’s got to be hard putting together an event like that. And I say, well, we could define hard, but I’ll just tell you this. It’s about $175 ,000 for me to put on that event. And someone says, huh? Real numbers that you put out up front. You say, where does that go to?

Well, you got the president’s son here, so you need security. You need great security. We need all the police and all the law enforcement to keep him safe. You’ve got audio and visual people that work all weekend, and they set up for the event. We’ve got food. Anytime you try to feed a small army of people, which will be 400 people, think about it.

Even if the average person, if we only invested in $20 over two days to feed them, that would quickly add up. But it’s not $20. So you’re talking about $50 of food per person. You’ve got the security. Then you got the flights, the hotel, the accommodations for the various speakers. And I can go on and on boring people with details.

But you end up spending quickly about $150 ,000 to put on the event. And so because we only sell 400 tickets, you kind of do the math and you go, OK, that’s what you need to do to break even. And I think everybody out there needs to have clarity on that. You mentioned it. I want to go back to this workflow for a second. The break even point, box number two.

Most people do not know how many customers they need to break even. Why is it absolutely essential for you and for any business owner especially at autoliftserve . com. Why is it important for you to know how much you have to sell to break even? Yeah, I mean, if you don’t break even, you’re going bankrupt. So that’s about as important as it gets, you know?

I mean, I don’t know how else to break that down. Well, I think a lot of business owners, though, don’t ever think about these things at all. I mean, I would say 99 % of the wonderful doctors and dentists and lawyers and clients and automotive repair shops I’ve worked with, I mean, of all the clients in our portfolio, I would say 99 % of them don’t know their breakeven point before they start coaching. And I think that’s so important for everybody out there to really dial in to that. idea. Now, the third step, we’ve got the third step, is you got to know how many hours per week you’re willing to work.

Now, you have a baby on the way. Is this baby number one or baby number 407? How many kids do you have? This baby is baby number one. Yeah, and so I remember when I first met you, you were baby free. You might have even been girlfriend free.

I think you came to the conference with a friend. And I think one of the work vans stopped working, and you guys helped us fix the van or got it working. So a lot has changed in your life. Why is it important that you and your wife, you and your partner that you guys have, that you’re on the same page with defining your schedule? Oh, definitely. That’s huge.

Like, we want to be happily married and have a good home for, you know, our future kids and whatnot, because we want to have more kids too. But I mean, if I was just like always working, she would not. we probably wouldn’t be married for very long. So like my curfew moved up from like 6 .30pm and being able to start as early as I wanted to like now I quit at five. And then I don’t get to work all day and all night on Saturdays anymore. So my Saturdays start earlier and we’ve kind of changed when his bedtime is to kind of make it match too.

But uh, yeah, I mean, that’s, that’s really important. So real stuff. You get divorced, you lose 50 % of what you built. So cool. All right, now, box number four, defining your unique value proposition. What is it that makes your company unique?

So that’s one thing we do with every client. We help you achieve that. But let’s talk about autoliftserve . com. What do you guys do differently, autoliftserve . com, from your competition?

What do you do to make you unique in the world of business? Yeah, so we guarantee that we’ll fix the lift within 48 hours or it’s free. We’ll try and get people over to our maintenance plan right away. That’s kind of our biggest thing because most people you go to, you’re going to go ahead and you’re going to call them. They’re going to come out and diagnose it, bill you for that. And then they’re going to order parts.

You’re going to go through, it’s like a 30 to 60 day lead time on a lot of repairs. And kind of what we do is we’ll go ahead of that and we’ll go, okay, you know, Hey, for, you know, let’s say a hundred bucks a month, whatever, we’ll cover your lift. And then if anything breaks, we’ll come out and have it fixed within 48 hours where you don’t have to pay for it that long. So again, you’ve thought through this, and you have a coach that works with you every week. Let’s talk about this here. Moving on to box number five, branding.

That’s the website, photography, video, logo, print pieces, video testimonials. How has improving your branding impacted your ability to go out there and sell in a competitive marketplace? Oh, yeah, that’s, that’s impacted a whole lot. I mean, like, even when I was first showing up, like, we were, like, right after starting up with you guys, like the difference between me going in and Dream 100 marketing beforehand and after it was huge, because, like, before I’d go in, they’d be like, Okay, this is just some guy off the street, clearly. But afterwards, I went in, like, we got into the Davis group here in Iowa, and, and I was talking to one of them there, and they thought we were part of like a franchise, they were like, Oh, wow, are you a franchisee for this company or whatever? And I was like, that was the point that made me think like, Oh, wow, Our brand names like really jumped quite a lot and that’s helped a lot because now they weren’t as worried about like, Oh, do you know specifically how you’re going to fix this or what you’re doing now?

It’s more so like, okay, this is a legit company. We’re not worried about it. Just book them. I’m telling you, folks, people do judge a book by the cover. People do judge you based upon your branding. It’s so important you nail it down.

Box number six, the three -legged marketing stool. There’s got to be a way that every business owner out there that you can stably, consistently, methodically market to your ideal and likely buyers. There’s got to be a sustainable, proven way for you to market to your ideal and likely buyers. Can you talk about the impact that it’s had having someone like Andrew, one of our coaches, working with you to make sure that you’re diligently implementing a three -legged marketing stool? Yeah, yeah, definitely. I mean, just having some accountability because one of ours is Dream 100 Marketing.

So that’s pretty big where we like physically show up and keep dropping off donuts until they cry die or buy. But so that one’s that one’s big. That’s more so just the accountability of making sure we’re doing it. And then obviously, like getting top of Google is our other main one. And then we’re kind of we run a lot of retargeting ads, stuff like that. We’re cranking that up.

So like those are two boxes that I really know nothing about. And so Andrew kind of takes the whole takes everything from there. We have Lucky Orange on the website. Him and I go through it on our coach calls every week and we kind of scroll through and see if there’s stuff that could have people hanging up on or getting caught on and whatnot. But that’s pretty much, I mean, he’s pretty much taking on all that. We write some content too.

You guys write a ton of content. But yeah, that’d be huge. I would have no idea what the heck to do with that. without you guys, so. If you didn’t have a team helping you get to the top of the Google search results, A, could you do it? And then B, what kind of impact has it made on your business being top in the Google search results?

Sure, sure. Yeah. Could I do it? I probably could. It’d be horrible, though. It’d take me way longer, like way longer and cost a lot more money, because I would have screwed it up royally many times.

And the impact is huge because obviously people find us on Google. We’ve got like several of our largest customers have came from a simple Google search. And they’re like people that we’ve been trying to dream and under market to before that for years. And they basically didn’t know who we are. And then one of these days, you know, somebody’s just Googling at their company and finds us and they book us in that. That’s so much easier to when they find us on Google and they call us to book it, like,

it’s, it’s light years easier because now it’s like, they’re looking for us. It’s not, we’re cold calling them and trying to get them to buy something. So it’s more so like order taking at that point instead of having to sell. So, I mean, it’s a huge impact. Now, next area here. And again, this is all people, people always say to me, they always say, Josiah, Josiah, people will say to me, they’ll say, Clay, what is the most important thing I need to do to grow my company?

And I would respond rhetorically, not in a difficult way. I’m just saying, what’s the most important ingredient that makes cookies? Is it butter? Is it eggs? Is it chocolate chips? They say, what?

I said, well, what’s the most important part of the house? I mean, is it the framing? Is it the tile? Is it the countertops? Could you skip the footings? Could you skip the rebar?

Could you skip the framing? Could you skip the shingles? It’s all of those things working together. And I think a lot of people really don’t think about business that way because of our educational system and the biases that are presented there. So box number seven, you’ve got to create a sales conversion system. It’s a sales conversion system.

You have to have a system that we’re talking about. scripts, recorded calls, one sheets, pre -written emails, lead trackers, tracking the results. How has tracking the results and having a turnkey system in place impacted your business? Yeah. Tracking, tracking results is absolutely huge. Uh, the lead tracker is probably, that’s probably the biggest, most game -changing thing we’ve done, uh, is with you guys.

It’s cause now we’ve got like one spot, all of our notes are in and it’s nice and simple. We went through with Andrew. So it’s just like. If it’s a white box, that just means we need to keep calling them. They haven’t booked. If it’s green, they’re booked.

If it’s red, it’s, you know, they said no, but that’s simplified everything. I mean, that’s, that’s definitely the biggest one, the script. That’s kind of always a work in progress. We go through that with Andrew relatively consistently too. Cause there’s a lot of different, a lot of different steps and a lot of different questions that customers have depending on what they’re calling on, but it’s, it’s, huge without what we have now.

And I would say our stuff right now is nowhere close to being done. Like it still needs a lot more revisions, but without having it right now, like we definitely would have sold the wrong equipment into many, many shops. And that would have been a big problem. Now we move on here to the next box here, folks, going 90 miles an hour. This is how you do it. Box number eight, you have to determine your sustainable customer acquisition costs.

What does it cost you to get a new customer? You have to know, what does it cost to obtain a new customer? Do you have a tracking sheet? Do you know how much you’re spending on advertisement? You have to know that. Box number nine, you’ve got to create repeatable systems, processes, and file organization.

Repeatable systems. processes, and file organization. Now, this is not a fitness advice to anybody out there, but I’m going to give you an example. One of my clients is unbelievably fit. I mean, this guy is looking incredible. And he made the comment to me years ago.

I said, you look great. And he said, thank you. I pay for it. And I remember he said it like he’d been thinking about it. And I said, man, you look great. And he goes, thank you.

I pay for it. And I was thinking, so he was ready for that response. And so I said, can I ask what that means? He’s like, oh, I pay for a trainer seven days a week. So seven days a week, I have a trainer, somebody who’s a coach who pushes me. And I said, you look great.

You’ve had a trainer? This is a guy in his mid -40s. I’m like, so you have a trainer? Seven days a week? He said, yeah. I said, can I ask why?

And I kind of knew why, but it helps to hear it from somebody else. And he said, because if I don’t, I’m going to go to the gym. I’m going to have the workout pants on, the workout shoes on. I’m going to be there. And I’m not going to work out. And if I do, I’m not going to push myself.

And so I have a trainer that pushes me for 40 minutes a day and who pushes me. And I said, what do you pay per session? True story. He said, $100 a session. I said, so you’re spending per week 700 a week. He said, yeah, that’s why I look like I do.

I mean, that’s something I’ve invested in. Now, again, I hear that all the time with people that have a great lawyer. They say, man, your legal systems are dialed in. They go, yeah, I pay for it. I have a lawyer. I see people that are phenomenal in the game of investing.

And they go, yeah, I pay for it. I have a financial strategist. I think everybody in any area of our lives where we want to get better, we need to have a coach of some kind. Could you talk about the impact of having a coach, what that’s done for you? Having somebody like Andrew that actually gives a crap about your business, that actually is 100 % focused on how he meets you every week, knowing it’s a flat rate, but also knowing that you have somebody that each week is going to follow up with you and make sure that all these systems are being implemented. Can you talk about the impact of that?

Yeah, it’s huge. I’d say the biggest impact is probably every week kind of pulling me out of Turtle View and back up into kind of looking further out. So like I’d commonly, so like for a long time, especially in the beginning, I was still doing a lot of technician work, not so much anymore, but I was doing a lot of technician work. So it was like every Wednesday was like our call. That’s like what got me back up to the point of thinking about, oh, okay, you know, I’m actually building a company, you know, eventually we’re going to have somebody, somebody in this role, I’m not going to have to do this forever, you know, that kind of deal. But it’s big, I’d say a lot of it’s just like, you know, of course, accountability and getting numbers in your tracking sheet and stuff like that.

So you know where you are, if you’re gaining or not. But I’d say the bigger thing is like helping you get out of your own head. And kind of see, at least for me, helping me get out of my own head and see that, Oh, okay, I’m not trapped, you know, and here’s the next step I can do to get us a little bit further down the road. And he really kind of pulls that out. Cause a lot of times I’ll feel like I have no idea what to do next to keep growing the company. But in our convert, in my conversation with him, a lot of times he can kind of pull that out just through us talking.

And then it’s like a lot more clear on how to keep growing. I find it very interesting that all of the people I’ve met over the life who are very successful, they all have a coach, an advisor, or somebody that pushes them. The guy that I meet that has the jacked up haircut is normally the guy that cuts his own hair. The guy that I meet that has a really, really nice car typically did not hand make the car. They typically reached out to someone who has proven to be an expert in car making, and they bought the car from the Ferrari dealership.

from the Lamborghini dealership. The guy that has the great haircut typically has a professional they’re hiring. And in business out there, if you feel stuck, you’ve got to implement all these systems. So box number 10 and 11. Box number 10, you’ve got to learn how to manage people. And that’s not something that’s normal in managing people.

Do the people on your team know what their jobs are? And are they being held accountable for doing those jobs? Do the people on your team know what they’re supposed to be doing? And are they doing those things? Could you talk about the impact of having a coach, how much of that’s made on your ability to manage people? Yeah, that’s another area that’s really helpful because, you know, I had no management experience prior to this.

Yeah, I don’t connect with a lot of people very well either. So I don’t, yeah, it was like, basically, every single week, I just have a problem, we go over with Andrew on like some kind of crazy thing that I didn’t think people did, which is probably the most common thing that’s like, why is this like, like, this is the job, this is all you got to do, like, What’s the problem here? But Andrew’s very helpful in us helping us figure out how to manage people. I’d say a big part of helping me manage was helping me get the group interview going and rolling properly, because that has probably been the biggest influence on helping me manage people better is maybe kind of moving some people out sooner and or moving some job shadows in, which kind of speeds people up then a little bit too. Yeah, but like none of that. I wouldn’t have figured out any of that without him.

Now we move on here to the final question. of steps here. You have to create a repetitive weekly schedule. You have to schedule a time every week for the group interview, like we talked about, or your daily huddles. And that’s something we work with, teaching our clients how to time block and build a schedule that works for them. Box number 12, teaching you how to hire and recruit great people.

How do you hire, inspire, train, retain great people? Box number 13, step number 13, you’ve got to create an accounting system so you’re actually aware of your money. Where is it going? But all of this, the whole point of doing all this, box 14, is so that you can achieve success in the area of your faith, your family, your friendship, your fitness, your finances, your fun, your focus. And so I encourage everybody out there, make a list today. What are your goals for your faith, your family, your friendship, fitness, your finances, your fun?

Focus, what are your goals for faith, family, friendship, fitness, finances, fun, focus. What are your goals? And then the business exists just to help you achieve those goals. And so my final two questions I’d have for you, the listeners out there know that we’ve helped you with accounting and branding and online ads and search engine optimization. But my final two questions for you would be this. If you could explain to somebody in 60 seconds or less -ish, what kind of an impact has weekly business coaching made on you and your business?

Yeah. It’s made a huge impact. I mean, like I said, I don’t think we would be anywhere close to where we are right now if even still in business without it. It’s like you guys have really helped just continue us continue growing because like without you guys we wouldn’t we wouldn’t have our website cranking we wouldn’t have a bunch of leads we wouldn’t have i’d probably be stuck in my own head i’d probably still be stuck as a self -employed technician um and not have really figured out how to get out of that phase like i really think i’d be stuck there for for many years without without a weekly call Final question, there’s somebody out there that is a big statistic guy. They want them to see stats. I’m not asking you for your private numbers, but as far as a percentage, how much have you grown since when?

met you? Are you up like 2%, 7%, 10 %? What kind of a percentage here? How would you quantify that? Yeah. When we met, we were probably at, I don’t know exactly what the percentage, but you could probably figure it out.

When we met and first started with you guys, we probably had done like maybe $60 ,000 in a year. And we probably now do more like $2 million to $2 .5 million in a year. So let’s just do some math here. So if I take $2 million and I divide that by $60 ,000, we could say you’re up 33 times? Yep. I mean, that’s an accurate number.

You guys have grown 33 times. That’s powerful. So I encourage everybody, go to thrivetimeshow . com. I have two calls to action for everybody out there today. First off, I want everyone to go to autoliftserve .

com. And even if you don’t know why, share this link on your socials. Because what it does is it helps my wonderful client Josiah. It helps Josiah to rank higher in the search engine results. So if you just share. A link to autoliftserve .

com, it does help him rank higher on the search results. Second thing, if you want to come to one of our in -person workshops, you just go to thrivetimeshow . com. The tickets are always $250 or whatever price you can afford. So we’ve made it affordable for everybody. That’s thrivetimeshow .

com. They’re $250 or whatever price you can afford. How would you describe the workshops? You’ve been to the workshops. You’ve done the 13 -point assessment. How would you describe the free 13 -point assessment and the workshops?

Oh, the workshops are a blast. It’s like you’re in a room with a ton of other people who want to do kind of the same thing. It’s probably the most, I don’t know, it’s just excellent. Like, you just got to go. Like, you go in, the whole thing is very different. Like, I’ve never seen anything like it.

You get to see a bunch of people who, like I said, are kind of in the same boat as you and meet them. And they’re not normally just people who are kind of like, ah, you know, I’m just trying to sell insurance to this, to this small group that you’re somehow a part of in your town. But no, this is like, these are like people who are like really growing their companies. Like I can think of like Ryan Wells, for instance, grows like crazy. Like he’s a ton of fun to talk to when we go down there.

And I always get new ideas from it too. So I’m like, wow, we’re really dropping the ball in this area and these guys are killing it. So it’s, it’s awesome. Well, congratulations on baby number one. Thank you for carving out time for us. I encourage everyone, one more time, folks, if you haven’t checked out that website, it does help our wonderful client, Josiah Ragsdale, to rank higher if you visit that website.

So you might say, how do I do it? All you got to do is just go on over there to autolift. Let me pull it up again here. The domain is autoliftserv, autoliftserv . com, A -T -O -L -I -F -T -S -E -R -V. RV.

If you go there, what it does is it helps our client rank higher in the search results if you share today’s link, if you share a link to his website. So make sure you do that, folks. Again, Josiah, thank you so much for your time, sir. And we’ll talk to you soon. Thanks. Bye -bye.

The other day I was looking at my grass Thinking about ways to make the time pass And I thought about prank calling Calling people I don’t know all morning So I called 918 -872 -0338 I put that call through When the phone rang somebody picked the phone up They said hello and then I said what up Next thing I know I’m scheduling a professional To landscape my lawn and to mow that grow It was like a show on the mowers they go Back and forth whacking that grass like whack -a -mole It was total control the way they roll Kickin’ grass, Moe blowin’ gold It’s like the Super Bowl of the Moe Show I was so impressed, I gave a Moe Doe I even offered a Moe to Moe’s soul Wishin’ and hopin’ that I could prolong the show But they said no, and I said whoa I tried to film that, but I couldn’t my video, but my phone was full, almost overload. Filled with videos from the garden show. We’re kicking grass now. We’re kicking grass now. We’re kicking grass now.

It’s like that now. It’s like that now. You better go and kick that grass up off your land now. You better go and kick that grass up off your land now. You better go and kick the grass up off the land now. You better go and kick the grass up off the land now.

You better go and kick the grass up off the land now. My name is Kevin Falcon. I’m the owner, operator of Kicking Grass and Taking Names Lawn Care. Overall, I mean, from when I first started to now, I’m like over 1 ,200%. It’s the energy that it brings. It’s the revitalization.

in what you’re doing. Are you looking to start or grow a super successful business? Join Eric Trump, the New York Times bestselling author of The Carnivore Diet, Sean Baker. Join hundreds of real business owner client success stories at the highest rated business conference in America. Join Mel Kay, Pastor Jackson Laumeyer, Julie Green, Amanda Grace, Pastor Dave Scarlett, and myself in Tulsa, Oklahoma, November 5th and 6th. attend the most real, the most authentic, the highest rated and most reviewed Ultimate Business Growth Workshop.

During this two -day interactive business workshop, you’re going to learn everything you need to know to make your business grow. Learn how to generate more sales. Learn how to produce additional high -quality inbound leads. Learn how to create repeatable systems. Learn how to build a successful business and learn how to do it now. If you’ve ever wanted to learn how to start and grow a superstar business,

company, this is the event for you. At our two day interactive business workshop, we will teach you specifically every step that you need to take to start and grow a super successful company. We will teach you specifically how to get to the top of the Google search engine results, how to dominate artificial intelligence search results, how to market via social media, how to generate more leads and how to get in front of your ideal and likely buyers. We’re going to teach you the step by step processes that you need to learn in order to hire, inspire, train and retain high quality employees and teammates. We’re going to teach you specifically what you need to learn to to manage a team of people. We’re gonna teach you how to manage your finances, how to look at the numbers, and to figure out the specific steps that you need to take to create a time freedom and financial freedom producing business.

At the Thrive Time Show Two Day Interactive Business Workshop, we’ve been teaching entrepreneurs everything they need to know to start and grow a successful company since 2005. In fact, at our Two Day Interactive Business Workshops, we’re gonna teach you marketing, systems and scaling, human resources, accounting, social media marketing, branding, search engine optimization, sales training, financial management, and so much more. You can learn more and request tickets today simply by going to Thrivetimeshow . com. Yes, you can request tickets today simply by going to Thrivetimeshow . com.

That’s the website. Join Eric Trump, myself, and Team America live and in person at the Thrivetimeshow two -day interactive business workshop, November 5th and 6th in Tulsa, Oklahoma. 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.

We’ve added, I think when we first started with you, we had 60 to 65 employees and now we have a little over 300 employees. Before we got involved with Thrive Time, we didn’t really have any systems or processes in place. I’ve probably been to, oh, in six, seven years, I’ve probably been to 12 to 13 business conferences and Amazingly, each time I go, I learn something new and I’m so excited to bring it back and show the team about marketing and how to implement. Okay, Aaron Antis, November 5th and 6th. Guess who’s coming back to Tulsa? I will give you a hint.

His first name is Eric. And his last name is Trump. And his father is the 47th president of these United States. Yes! Eric Trump is joining us once again here September 25th and 26th in Tulsa, Oklahoma for the two -day interactive Thrive Time Show Business Growth Workshop. But Eric Trump is bringing friends.

Yes, ladies and gentlemen. Amanda Grace will be in the place. Dr. Stella Emanuel will be here in T -Town in Tulsa, Oklahoma. Julie Green will be on the scene. Mel K will be here to say hey. Dave Scarlett from the His Glory team will be here.

It’s gonna be a blasty blast right here in Tulsa, Oklahoma. If you wanna start or grow a super successful company, if you wanna make your wallet great again or make your wallet great for the first time, if you wanna learn marketing, systems, scaling, human resources, accounting, social media, Branding, search engine optimization, sales training, financial management, and more. Get your tickets right now at thrivetimeshow . com. Once again, it’s thrivetimeshow . com.

Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place, so having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me.

The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool.

The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. The play is hilarious. I literally laughed so hard that I started having tears yesterday.

And we’ve been learning a lot. which you know we’ve been sitting here we’ve been learning a lot and so the humor definitely definitely helps it breaks it up but the content is awesome off the charts and it’s very interactive you can raise your hand it’s not like you’re just listening to the professor speak you know the wizard teaches but the wizard interacts and he takes questions so that’s awesome if you’re not attending the conference you’re missing about three quarters to half of your life you’re definitely it’s it’s probably worth a couple thousand dollars so You’re missing the thought process of someone that’s already started like nine profitable businesses So not only is it a lot of good information, but just getting in the thought plate Clark is here somewhere Where’s my buddy clay clay is 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 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. for Donald J. Trump as he was the 45th president of the United States and now the 47th president of the United States is Eric Trump. Eric Trump is here to talk about time management, promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages Billions of dollars of real estate and thousands of employees is here to teach us how to do it. You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand?

I mean, look at it. And this is the man behind the business for the last pretty much since 2015. He’s been the man behind it. So you’re talking, we’re into nine going into 10 years of him running it. And we get to tap into that knowledge. That’s going to be amazing.

Now think about this for a second. But Clay Clark, man, he is one character. It’s a good word for character. Yeah, that is it. Good, driven, smart. And I’ve never met a guy who was so hyper all the time.

He’s doing so much good. And then I met his mother and she just says, She just lets him be Clay Clark. I mean, so he’s endorsed by his mother and he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with. His Clay Clark starts his days at five o ‘clock in the morning. Oh, it’s incredible.

Yeah. He’s, he’s like, he’s, he’s a machine. He’s a machine. But his, you know, I got, I have problems with my company starting at nine o ‘clock. Yes. About hundreds of people showing up at 5 a .

m. in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man. No, he is. Now, we only have limited seating here.

The most people we’ve ever had in this building was for the Jim Brewer presentation. Jim Brewer came here, the legendary comedian Jim Brewer came to Tulsa, and we had 718 people. 718 people. And I thought to myself, there’s no more room. I felt kind of bad that a couple people had VIP seats in the men’s restroom. No, I’m just kidding.

So I thought, you know what, we should probably add on. So again, if you want to get tickets for this event, all you have to do is go to ThriveTimeShow . com, go to ThriveTimeShow . com. When you go to ThriveTimeShow . com, you’ll go there, you’ll request a ticket, boom.

Or if you want to text me, if you want a little bit faster service, you say, I want you to call me right now. Just text my number. It’s my cell phone number, my personal cell phone number. We’ll keep that private between you, between you, me, everybody. We’ll keep that private. don’t share that with anybody except for everybody.

That’s my private cell phone number. It’s 918 -851 -0102. 918 -851 -0102. I know we have a lot of Spanish -speaking people that attend these conferences. And so to be bilingually sensitive, my cell phone number is 918 -851 -0102. That is not actually bilingual.

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

So let’s talk about it. I’ll tee up the thing, and then you tell me what you’re going to learn here, OK? OK. You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? Oh, yeah.

We’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there, like the Trump brand. You want to get that brand out there. It’s like, how do I actually make people know what my business is? and make it a household name. You’re going to learn some intricacies of how you can do that. You’re going to learn sales.

So many people struggle to sell something. This just in, your business will go to hell if you can’t sell. So we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results. We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people throughout your career and thousands of contractors.

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

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

We’re going to teach you time management. How do you manage your time? How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart?

Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop. Now, let me tell you how the format is set up here. And again, folks, this is a two -day interactive 15. Think about this, folks. It’s two days. Each day, it starts at 7 AM, and it goes until 5 PM.

So from 7 AM to 5 PM, two days. It’s a two -day interactive workshop. And the way we do it is we do a 30 -minute teaching session, and then we break for 15 minutes for a question and answer session. So Aaron, what kind of great stuff stuff happens during that 15 minute question and answer session after every teaching session. I actually think it’s the best part about the workshops because here’s what happens. I’ve been to lots of these things over the years.

I’ve paid many thousands of dollars to go to them. And you go in there and they talk in vague generalities and they’re constantly upselling you for something trying to get you to buy this thing or that thing or this program or this membership. And you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing. And what’s awesome about this is we literally answer every single question that any person asks. And it’s very specific to what your business is. And what we do is we allow you as the attendee to write your questions on the whiteboard.

And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to stretch and to make it entertaining when you’re stretching. true story. When you get up and stretch, you’ll be greeted by mariachis. There’s going to probably be alpaca here, llamas, helicopter rides, a coffee bar, a snow cone. I mean, there’s just.

You had a crocodile one time. That was pretty interesting. You know, I should write that down. Sorry for that one guy that we lost. The crocodile, we duct taped its face. Right?

We duct taped. It was a baby crocodile. And we duct taped. Yeah, duct taped around the mouth so it didn’t bite anybody. But it was really cool. that thing around.

And I should I should do that. I should. We have a small petting zoo that will be assembled. It’s going to be great. And then you’re in the company of hundreds of entrepreneurs. So there’s not a lot of people in America today.

In fact, there’s less than 10 million people today, according to US Debt Clock, that identify as being self -employed. So if you have a country with 350 million people, That means you have less than 3 % of our population that’s even self -employed. So you only have 3 out of every 100 people in America that are self -employed to begin with. And when Inc. Magazine reports that 96 % of businesses fail by default, By default, you have a 1 out of 1 ,000 chance of succeeding in the game of business. But yet, the average client that you and I work with, we can typically double this.

No hyperbole, no exaggeration. I have thousands of testimonials to back this up. We have thousands of testimonials to back it up. But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months. And you say, double? Yeah, there’s businesses that we have tripled.

There’s businesses we’ve grown 8x. There’s so many examples. But again, this is the most interactive, best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet. I was looking to learn how to take my business, like they’ve said today, from being very successful to being systematic. I’ve got a very successful practice in three different cities.

I make good money. I just want to take it to the next level with systems and processes. to where I can drive my cars more. Paul Hood. I’ve been a CPA for 33 years. And what kind of growth have you and your great team had here over the past, let’s say, five, six years?

The last five, when I met you five years ago, we were doing three million. This year we’ll be, we’ll do 24 million. And you say Clayton. I still, I’m not going to get a ticket unless you give me more. Okay, fine. We’re going to serve you the same meal both days.

True story. We have, we cater in the food and because. I keep it simple. I literally bring in the same food both days for lunch. It’s Ted Esconzido’s, an incredible Mexican restaurant. That’s going to happen.

And someone says, I want more. This is not enough. Give me more. OK, I’m not going to mention their names right now because I’m working on it behind the scenes here. But we’ve got one guy who’s giving me a verbal to be here. And this is a guy who’s one of the wealthiest people in Oklahoma.

And nobody really knows who he is because he’s built systems that are very utilitarian that offer a lot of value. He’s made a lot of money in the it’s the it’s where you rent. It’s short. It’s where you’re renting storage spaces. He’s a storage space guy. He owns this.

What do you call that? The rental. The rental. A storage space? Storage units. This guy owns storage units.

He owns railroad cars. He owns a lot of assets that make money on a daily basis. But they’re not like customer facing. Most people don’t know who owns the mini storage facility or most people don’t know who owns the warehouse that’s passively making money. Most people don’t know who owns the railroad cars. But this guy, he’s giving me a verbal that he will be here.

And we just continue to add more and more success stories. So if you’re out there today and you want to change your life, you want to give yourself a incredible gift you want a life -changing experience you want to learn how to start and grow a company, go to thrivetimeshow .com, com, go there right now, thrivetimeshow . com, request a ticket for the two -day interactive event. Hey, how’s it going?

I’m Thomas Crosson, owner and founder of Full 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 now we’ve grown to where we’ve got six photographers, we’ve got office space here. I have an admin sales person that works for us full time, developing an online system.

And a lot of that growth we attribute to Clay helping us. And there’s so many things that, I mean, his stuff is not revolutionary. It’s not this crazy walk on hot coals and all this stuff. Uh, it’s just real, real stuff. It’s going to be a blasty blast. There’s no upsells.

Uh, Aaron, I could not be more excited about this event. I think it is incredible. And there’s somebody out there right now. You’re you’re watching and you’re like, but I already signed up for this incredible other program called smoke your way to thin. I think that’s going to change your life. I promise you this will be 10 times better than that.

It’s like I picked the wrong week to quit smoking. Don’t do the smoke your way to thin conference. That is, I’ve tried it, don’t do it. Chain smoking is not a viable, I mean it is life changing. It is life -changing. If you become a jade smoker, it is life -changing.

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

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

What kind of growth have you had since you and I’ve been working together over these past few years? 3 .45 million. I got those stats before I got on here. So you’ve grown by 3 .45 million? Yeah. 3 million, 450 ,000.

Would that be like if you took the combined revenue and maybe doubled it? Have we gone up by? Almost three, not quite.

Transcribed with Cockatoo