TipTopK9.com | “Clay really helped us with his systems, doubling our size, helped us double our incomes.” – Ryan Wimpey + Celebrating the 8X Growth of Ginny & Mike Mingione of www.NewConcept.Healthcare + The Power of Purple Cow Marketing

Audio Transcription

Hey, I’m Ryan Wimpey. I went to a small private liberal arts college and got a degree in business and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business goal. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. Like we have workflows that are kind of all over the place. 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. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top Canine. Just wanna say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house, right? This is where we used to live two years ago. This is our old neighborhood. See? Nice, right? So this is my old van and our old school marketing and this is our old team and by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from 4 to 14 and I took this vehicle photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals, and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016 we’ve grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. On today’s show, Seth Godin, the iconic entrepreneur, New York Times bestselling author, and the man who in 1998 sold his company Yo-Yo Dine to Yahoo for $30 million. Well, now that’s a lot of money if you round it up. He joins us to share how he started his first business out of his New York City studio apartment. Why he believes that instead of wondering where your next vacation should be, you should set up a life that you don’t want to escape from. Why nobody bought one of the first books that he wrote. Why he doesn’t own a television. His process for writing books. His criteria for what he says no and yes to. His mantra of pick your customers pick your life Why he rails about industrial complexes our shared love for patina and much much more Some shows don’t need a celebrity narrator to introduce the show But this show does two men eight kids co-created by two different women 13 multi-million dollar businesses. Ladies and gentlemen, welcome to the Thrive Time Show. Now, one, two, one, here it is! Started from the bottom, now we’re here. Started from the bottom, and we’ll show you how to get here. Started from the bottom, now we’re here. Started from the bottom, now we’re here. Started from the bottom, now we’re here. Started from the bottom, and we’ll show you how to get here. Oh yes, Thrive Nation, welcome back to another exciting edition of the Thrive Time Show on your radio and podcast download. Mr. Seth Godin, welcome on to the Thrive Time Show. How are you, sir? I’m fantastic, but getting better. Thank you for having me. Well, Seth, you’ve written now over 15 books. I believe 17 is the official count. Do you have a favorite book? It’s a little like asking about your favorite kid, but I will tell you, the new one is my 19th. The one that I tend to talk about when people ask me that question is the second or third one, which is called Survival is Not Enough. The reason is because no one bought it. It was a total failure. There are two reasons for that. One reason is because it came out right after 9-11, which was tragic for so many people. And then the second reason is because it’s about evolutionary theory. I worked on it eight hours a day for a year. I loved that book, but it didn’t work. So you learn a lesson. You know, Seth, you have written a lot about finding your vocation. I don’t know if you’ve ever used those specific words, but the word vocation, originally in Latin means you’re calling, and vacation means to retreat from. But you have a notable quotable where I’ve read that you once wrote, instead of wondering where your next vacation is, maybe you should set up a life you don’t need to escape from. Can you share what you mean by this? Well, you know, I think we begin with this. Everyone should have something that they love to do, something that feels to them like they’re truly connected to it. But that doesn’t have to be the thing you get paid for. It’s just a very happy moment if they turn out to be the same thing. But rather than forcing that thing you do to also be the thing you love, if we give ourselves permission to do both, to say, I love opera, and I’m going to work in my spare time and I’m not going to try to make money from that. And then when I do my job, I’m going to do my job with care and grace, but I’m not going to expect it to feel like opera. We let ourselves off a dangerous hook when we do that because then we can go to work and act as if, act as if our work matters, act as if we are making a contribution, act as if our energy will come back to us many times over. And what I found when people do that is they can turn almost any job into a job where they can thrive. And when you take that attitude, suddenly you’re not in such a hurry to run away from it. You know, I feel like you’ve been running towards your vocation for many years. and a lot of people know you now as the best-selling author, as one of the most influential entrepreneurial authors of the past decade, some could argue. But you started out of a New York City studio apartment with a book packaging company. Can you share with us what it was like to start that book packaging company? And really, when did you start to develop some type of traction as an entrepreneur. Well, you’re being really generous because for something to be a company, it needs to have revenue. And so for a year, I didn’t have revenue. I was getting close to selling my stuff to the pawn shop, but that’s all I was selling. Because what book packagers do is they invent ideas for books, bring them to the book publishing world. If someone likes them, they give you money and then you go make the book. And I started the company with a project I did with Chip Conley, who also went off to become successful. We sold that book for $5,000 on the first day. But then I started the company and I didn’t sell anything for a year. Rejection, rejection, rejection for a whole year. I was working 12 hours a day, shipping out proposals, 850 or so proposals, not one thing sold. That was really, really hard. It wasn’t just that I wasn’t getting revenue. It was that the people around me didn’t get what I was trying to do. Not only didn’t the world understand my vision, the people who cared about me didn’t understand it either. That took a lot of reserve to get through. You know, Dr. Zellner and I both started from the bottom. He is an optometrist turned entrepreneurial tycoon. I started a company called DJ Connection out of my dorm room that grew into the largest wedding entertainment company in the country. And we’ve gone on to grow 13 multimillion dollar companies together. And we love stories about guys like you that started from the bottom and sort of grew to the next level. And I think one of the things you have to do to become successful is you have to build a foundation of your daily mantra, your daily rituals, your daily flow state, your normal. Can you walk us through the first three hours of your typical day? I mean, what does that look like, my friend? Because you’re the master of saying no. What did the first three hours of your, what does it look like? How do you organize your day? Walk us through your routine. Well, you know, I think it’s important to not get confused by the specifics, right? So, you know, as you know, Dr. Zellner went to school in Buffalo. I went to school in Buffalo. Does that mean you have to go to I don’t think so, right? That’s an irrelevant coincidence. What’s relevant is, what’s the story you tell yourself about the work you’re going to try to do? And for me, I was telling myself a really negative story, particularly halfway through the first year. The phone would ring and I’d say, oh, here comes someone ready to reject me. And the mail would come and I’d say, oh, here comes some more rejection. It was as if I was hoping that it would happen, right? And I spent a lot of time listening to Zig Ziglar, a lot of time making sure I was feeding myself a different story, and the big shift for me happened when I made the decision that I was now doing work that I get to do, not that I have to do. And that’s the biggest thing about my daily ritual. I don’t have an alarm clock. I just leap out of bed because I can’t believe I get to do this again. And there’s not one part of my day where I roll my eyes and go, oh, I can’t believe I have to do that. Because if I’m going to do it, it’s choice. And if I don’t go to meetings, none. I don’t have a television because those were things that were winding me down. Instead, I’ve tried to organize a day where I can’t believe I get to do this. Tell me about the process you go through in creating a new book. Where do you start and what does it look like and then how do you finish it? So the way it used to work is I made a commitment that I was going to do a book a year because I liked the rhythm and the process. So every once in a while I would say, hmm, if I’m going to have a book coming out next year, I better have something ready to go soon. And I would look at what the world was saying to me, where I saw a hole happening, where the opportunity was. But I haven’t done that in about eight or nine books. Now, it’s so painful to bring a book to market that I only write a book if the book demands that I do. So my blog lets me off the hook. If I can just write a blog post, then I don’t have to write the book, done. But if the idea keeps knocking on my door and won’t let me go, I say, all right, well, this idea demands this format. And because I’m not saying to the world, read this book, buy this book, because it’s time for me to sell you a book, my posture’s different. I don’t have to go out and say, oh, time to sell a book again. It’s a different sort of process. Then what I do generally is write the whole thing in three weeks and then spend six months or so rewriting it, thinking about it, throwing parts of it out. There are five books, I’ve written the whole book and no one’s ever read it because it wasn’t good enough when I was done. So I sort of put that into place, see how it all fits together, and if I think it’s something that I can be proud of 10 years from now, then I’ll share it with people. You know, Seth, one of the things that I think is remarkable about you is that you say no to a lot of things and I’ve heard you in previous interviews talk about this and you say no to speaking events routinely which Jonathan who works closely with me in my office who I believe arranged our interview, Jonathan knows this whenever someone reaches out to me for a speaking event I almost immediately say no unless XYZ is the case. Can you explain your criteria for what you say no to because that’s why you have the time freedom to focus on the things that You’re excited about I mean, it’s because you say no Can you talk about what are the what’s your criteria for the things you say no to and what do you say yes to? Well, I would begin with this the the mantra that I think is true for everyone is pick your customers pick your future the people that you are serving the people who are paying you are the ones who are going to determine how you’re going to spend your day. So I don’t have a staff, I don’t have a team, it’s just me. If I don’t spend today doing X, then I could do Y, but I can’t do X and Y at the same time. I used to limit myself to about 30 speaking gigs a year, now it’s 15. I think hard about how far is this going to be, how many people am I gonna be able to impact? Is the audience, is the biggest one, enrolled in where I wanna go? So I mistakenly took a gig six or seven years ago to 3,000 men and women, mostly men, who own car repairs, a big chain of car repair franchises. So there were 3,000 people there. It met many of my criteria, except they had no interest in what I had to say. What was your speech of that day? Do you remember? Yeah, totally. My speech was, the speech I give is, if I were in their shoes, what would I need to hear, what would I want to hear, how could I open a door for them? So I imagined what I would do if I owned a Goodyear, good, rich, tire and rubber kind of facility. How could I be significantly above average? What would it mean to have a different relationship with my customers? What would it mean to do work that they would miss if it were gone to not be in a commodity business? I was right except for one thing, which is that’s not why they were in the business. They were in the business for something that I would never be in the business for. They liked owning a car repair shop and they didn’t want it to be one that was exceptional They just wanted to be the one they had right Fine that’s great, but I shouldn’t be the person to talk to you today. Oh well now I want to ask you this because you have said there was an interview you did with Tim Ferriss and Tim for our listeners out there who don’t know Tim Ferriss is one of the top podcasters on the planet. You talked about how you typically rail against industrial complexes. Can you please explain why you rail against industrial complexes? If you have time, I want you to talk about patina, because you and I share a love for the patina. Talk to me about railing against industrial complexes. And if you have a moment, I’d love for you to share your focus on Pattaya. So General Eisenhower famously warned the public that there was a military industrial complex being built that was pushing us to be in the Vietnam War. And what it means is you have a company that makes weapons. You use some of that money to lobby the government to get into war so you can sell more weapons. The military industrial complex, it works in tandem and what’s happened is various industries have grown as they’ve also turned into complexes. We have the educational industrial complex which is a for-profit system that’s constantly chewing kids up, putting them through test prep, putting them into debt, etc. You have the social media industrial complex where people are basically going to work for their phones, not vice versa. That if you’re on a social network and you’re not paying for it, that’s because you’re not the customer, you’re the product. And we have these engines. On today’s show, Seth Godin, the iconic entrepreneur, New York Times bestselling author, and the man who in 1998 sold his company Yo-Yo Dine to Yahoo for $30 million. Well now that’s a lot of money if you round it up. He joins us to share how he started his first business out of his New York City studio apartment. Why he believes that instead of wondering where your next vacation should be, you should set up a life you don’t want to escape from. Why nobody bought one of the first books that he wrote. Why he doesn’t own a television. His process for writing books. His criteria for what he says no and yes to, his mantra of pick your customers, pick your life, why he rails about industrial complexes, our shared love for patina and much, much more. Some shows don’t need a celebrity narrator to introduce the show. But this show does. Two men, eight kids, co-created by two different women, 13 multi-million dollar businesses. Ladies and gentlemen, welcome to the Thrive Time Show on your radio and podcast download. Mr. Seth Godin, welcome on to the Thrive Time Show. How are you, sir? I’m fantastic, but getting better. Thank you for having me. Well, Seth, you’ve written now over 15 books. I believe 17 is the official count. Do you have a favorite book? It’s a little like asking about your favorite kid, but I will tell you You know the new one is my 19th the one that I tend to Talk about when people ask me that question is the second or third one Which is called survival is not enough and the reason is because no one bought it. It was a total failure. There are two reasons for that. One reason is because it came out right after 9-11, which was tragic for so many people. And then the second reason is because it’s about evolutionary theory. I worked on it eight hours a day for a year. I loved that book, but it didn’t work. So you learn a lesson. You know, Seth, you have written a lot about finding your vocation. I don’t know if you’ve ever used those specific words, but the word vocation originally in the Latin means you’re calling, and vacation means to retreat from. But you have a notable quotable where I’ve read that you once wrote, instead of wondering where your next vacation is, maybe you should set up a life you don’t need to escape from. Can you share what you mean by this? Well, I think we begin with this. Everyone should have something that they love to do, something that feels to them like they’re truly connected to it. But that doesn’t have to be the thing you get paid for. It’s just a very happy moment if they turn out to be the same thing. But rather than forcing that thing you do to also be the thing you love, if we give ourselves permission to do both, to say, I love opera and I’m going to work in my spare time and I’m not going to try to make money from that, and then when I do my job, I’m going to do my job with care and grace, but I’m not going to expect it to feel like opera. We let ourselves off a dangerous hook when we do that because then we can go to work and act as if. Act as if our work matters. Act as if we are making a contribution. Act as if our energy will come back to us many times over. What I found when people do that is they can turn almost any job into a job where they can thrive. When you take that attitude, suddenly you’re not in such a hurry to run away from it. You know, I feel like you’ve been running towards your vocation for many years, and a lot of people know you now as the best-selling author, as one of the most influential entrepreneurial authors of the past decade, some could argue. But you started out of a New York City studio apartment with a book packaging company. Can you share with us what it was like to start that book packaging company and really, when did you start to develop some type of traction as an entrepreneur? Well, you’re being really generous because for something to be a company, it needs to have revenue. And so for a year, I didn’t have revenue. I was getting close to selling my stuff to the pawn shop, but that’s all I was selling. Because what book packagers do is they invent ideas for books, bring them to the book publishing world. If someone likes them, they give you money and then you go make the book. And I started the company with a project I did with Chip Conley, who also went off to become successful. We sold that book for $5,000 on the first day. But then I started the company and I didn’t sell anything for a year. Rejection, rejection, rejection for a whole year. I was working 12 hours a day, shipping out proposals, 850 or so proposals, not one thing sold. And that was really, really hard. And it wasn’t just that I wasn’t getting revenue, it was that the people around me didn’t get what I was trying to do. So not only didn’t the world understand my vision. The people who cared about me didn’t understand it either, and that took a lot of reserve to get through. You know, Dr. Zellner and I both started from the bottom. He is an optometrist turned entrepreneurial tycoon. I started a company called DJ Connection out of my dorm room that grew into the largest wedding entertainment company in the country, and we’ve gone on to grow 13 multimillion dollar companies together. And we love stories about guys like you that started from the bottom and sort of grew to the next level. And I think one of the things you have to do to become successful, you have to build a foundation of your daily mantra, your daily rituals, your daily flow state, your normal. Can you walk us through the first three hours of your typical day? I mean, what does that look like, my friend? Because you’re the master of saying no. What did the first three hours of your, what does it look like? How do you organize your day? Walk us through your routine. Well, you know, I think it’s important to not get confused by the specifics, right? So, you know, as you know, Dr. Zellner went to school in Buffalo. I went to school in Buffalo. Does that mean you have to go to school in Buffalo in order to be successful? I don’t think so, right? That’s an irrelevant coincidence. What’s relevant is what’s the story you tell yourself about the work you’re going to try to do? And for me, I was telling myself a really negative story, particularly halfway through the first year. The phone would ring and I’d say, oh, here comes someone ready to reject me. And the mail would come and I’d say, oh, here comes some more rejection. It was as if I was hoping that it would happen, right? And I spent a lot of time listening to Zig Ziglar, a lot of time making sure I was feeding myself a different story. And the big shift for me happened when I made the decision that I was now doing work that I get to do, not that I have to do. And that’s the biggest thing about my daily ritual. I don’t have an alarm clock, I just leap out of bed because I can’t believe I get to do this again. And there’s not one part of my day where I roll my eyes and go, oh, I can’t believe I have to do that. Because if I’m gonna do it, it’s choice. And if I don’t wanna do it, then I can arrange my life so I don’t have to. I don’t go to meetings, none. I don’t have a television because those were things that were winding me down. Instead, I’ve tried to organize a day where I can’t believe I get to do this. Tell me about the process you go through in creating a new book. Where do you start, what does it look like, and then how do you finish it? So the way it used to work is I made a commitment that I was going to do a book a year because I liked the rhythm and the process. Oh, look at this cute baby! What a great baby! Quality baby. That’s a healthy baby. Okay. Prime Nation, on today’s show I’m very excited for you to hear this success story about this wonderful couple that, Sean, I would describe them as they are killing the game in the most non-violent way possible. They’re killing the game in the most non-violent way possible. They are blowing up in a good way. Folks, I’m telling you, these folks are really growing their business, and what makes them great is they’re really kind, hardworking, diligent people, and we’re honored to serve them. We’ve got Jenny and Mike here joining us. Jenny and Mike, welcome to the Thrive Time Show. How are you two? Hi, thank you. Good, we’re doing well. Okay, now I’ll start with you, Jenny, because frankly, Sean likes you more. No, I’m just kidding. So, let’s start with you. So, how did you first discover us in the business coaching that we provide? So, I was listening to different podcasts about business. I was starting up our business. And so you were the first one to pop up on our podcast on Apple. I think Apple is what I was on. And so I started listening to you. I got on your website and I was just a little girl starting a business. And I said, I’m going to ask this guy to be my coach. And I don’t think I’m going to get a shot. But sure enough, within a week, you called me. Now who is this cute, cute child here? But Micah, who is this cute kid here? It’s Lennon Rose. She is about to be 10 months old. I hate to do this to you, but can you kind of hold up the baby to the camera a little bit? This is probably… Oh, look at this cute baby. What a great baby. Quality baby. That’s a healthy baby. So, Mike, can you tell us, what’s the name of your website there? I think people want to look you up and verify you’re real people that don’t just happen to have a cute baby. Yeah, our website is newconcept.healthcare. Newconcept.healthcare. So newconcept.healthcare. I’m gonna pull it up right now, folks, so we can all verify that they’re not just a couple who’s taking advantage of the cute baby they have to get on the podcast here. This is a real couple, because I’m pulling it up here. So this is the website, it’s newconcept.healthcare. And can you tell our listeners, what services do you guys provide at newconcept.healthcare? So we offer more functional medicine. So we offer IV therapies. We offer hormone replacement therapies. We also do acute care. We do pretty much everything, but we’re very much alternative. So we believe in medical freedom, and that’s what we offer. And you guys, you reached out. Do you remember that initial consultation there? Do you remember, Mike, that initial consultation? Do you remember what that was like? Yeah, it was actually pretty overwhelming that we started in this business with absolutely nothing and we had the opportunity to work with a five-time check. The one thing I always try to do is, my father, great guy, may he rest in peace, he worked He worked his tail off like so many people do, and there was no real economic result that was achieved from it. There wasn’t any, you know, he had a college degree. He’s working two jobs. I remember he’s late 30s. He’s working at Domino’s delivering pizzas, working at Quick Trip. He worked at furniture stores. And I always try to look at every new client we have as though I’m talking to my dad, you know, because like, what would my dad, you know, what could he have learned at the age of 37 that could have changed the financial trajectory of his life. You know, I try to look at it that way. And so you guys, I paired you up with Sean. You’ve been working with Sean, I believe, Sean, since October of 2020. Is that correct, Sean? I think that’s when they started their business. It wasn’t until about April of 2021. So April of 2021. And at that point, from that point to now, Sean, how much growth have you guys achieved from 2021 to now? Do you know that number? Yeah, I mean, we’re sitting at 2023 revenues were $821,000. And there in October of 2020, like they only had a few months, they made about $95,000 by the end of 2020. And then we grew significantly that first year, about 375% to 588,000. And we continued to grow there ever since, all the way up to where we’re getting close to the million dollar mark at this point here, just like three years in. Jenny, how would you describe the growth? Would you say you’ve doubled? Are you at five times larger? How would you describe that? Oh, no, I definitely feel the growth. There’s been some growing pains, and you guys have helped us through that, too. So it’s been amazing. It’s been amazing to help people because that’s what I’m passionate about. And you guys have really helped us expand and tell people what we’re about. So step one here, we do this with all the clients. I’m going to walk people through the steps. We really needed to nail down your branding. And that’s a big thing because, you know, branding is to humans what clothing is. So as an example, you know, you wake up today, folks, if you run around and you’re streaking through life, you’re probably not going to get a lot of conversations started. So we all have to be intentional about, you know, what are we going to wear? Are we going to wear a tie? Are we going to wear a polo? Are we going to do makeup? Are we not? So people, they judge us based on our appearance. And so we really had to get a website built. We had to optimize the online brand. Jenny, we do it all included for our clients. So we don’t refer you to another vendor. We do it all. Can you talk about the impact that that has made on the business? Oh, for sure. Just the website itself, it looks so great. We would have never been able to make it look that great. The way you all optimize everything and keep us with Google, just where people search us and we’re the first people that come up. That’s actually how we’ve established our business and started offering some of the things that we offer is because of the tags that we have. I didn’t originally start off as doing IV therapy, but due to people Googling healthcare functional medicine, I had three phone calls in a week that said, hey, do you offer IV therapy? It was very interesting, and I was like, well, no, but I can. It was because of you guys that that kind of snowballed and took effect. Yeah, there’s a lot that you guys have done for us. Now, Sean, we’re working with these wonderful clients here. I’ll pick on Mike here. You know, you always say great things about Mike and Jenny. What makes them good to work with? Because I want to make sure for anybody out there, if you go to Thrivetimeshow.com, I consistently offer a free 13-point assessment. I’ve been doing that since 2005. I do it without reservation. There’s no obligation. But there’s usually about one to two knuckleheads a week that will fill out the form and probably 20 really great people that fill out the form. And then we only take on 160 clients. And so I don’t want anyone to waste their time. What makes Mike so great to work with? Well, Clay, I mean, you, when I first started coaching, you taught me about these, you know, these two types of business owners. There’s the happy hopers out there and then there’s the diligent doers. And I think these guys are a great example of the diligent doer. They continually apply effort to work on their business, not just in their business. They consistently show up to their meetings. They track all of the critical numbers of their business, and they’re aware of what’s going on with all of their employees. They’re paying attention to all the little things going on. They’re keeping all the plates spinning, and they ask great questions. questions, they actually really do make a great effort consistently to apply our systems and help their business grow. It’s been working. So step one, we get the branding nailed down. That’s the website, the print pieces, the logos, the business cards. But then you have to develop that online reputation. Now that could be a tough thing to do, Jenny. And I’m not, this isn’t a backhanded compliment. I’m just saying, but for people that are humble and very kind, of which I would put Jenny in that category. Sometimes asking for reviews is more difficult because you almost feel like you’re self-promoting. I’ve never had this conversation with you, but when you – has that been difficult for you to ask people to give you video reviews and Google reviews after you provided the service or was that easy for you to do? It’s not easy. It still isn’t easy. It is. It’s difficult because you feel like you’re begging for something even though you know you did the right thing. So it is. It’s difficult for me. It’s just my personality type. But we get it done anyways. I’ll find this for the diligent, kind customers we work with. It’s very difficult sometimes to ask for those objective reviews from real customers. And I find that from my clients I’ve worked with. I won’t mention his name or his industry, but I’ll just say he’s obsessed with physical fitness. And he told me, he says, I’m kind of a business barbarian. You tell me what to do and I will slay the dragons. And I’m like, okay, you need to get Google reviews from everybody you’ve ever worked with. And he’s like, oh, I’m on it. And this guy’s just shamelessly calling through his phone and just lighting people up going, give me a review. Come on, give me a review. Why will you not give me a review? And I’m like, go ahead, dial it down a little bit. So again, you guys are humble, diligent doers. You’re the ideal person here. So I appreciate you sharing that. The next thing we had to do is we had to create a no-brainer. Now a no-brainer is an offer so good, so amazing, that people simply cannot say no to it. Now I won’t mention the name of the company, but I worked years ago and I still work with this company. They’re a medical company, they’re doing well now. And for whatever reason, they put on their website, first initial consult, 497. And he went to one of these like borderline spiritual motivational conference things where Jesus isn’t described, but they kind of talk about metaphysical alignment and getting your woosah, getting in your groove, alignment, no friction. And he came back and he’s like, Clay, I believe in the seventh number of completion. I go, I agree. He says, four is the number that’s urgent. I’m like, okay, not going, what? He’s like, I don’t, I don’t want tire kickers. So I’m going to do 497 for my first consult. That way I don’t deal with the tire kickers. And I’m like, doc, I love you so much. You’re a doctor. I love it. You don’t have any customers though. That’s why you came to me. You don’t have any customers. So why don’t you do a first free consult? He’s like, I’m not going to do it. I’m going to kick out Sean, the tire kicker. So I’m sure you’ve never seen this with a client. Oh, never. And so now what makes it worse is his wife also went to the metaphysical alignment motivational Jackassery festival and she was like 497 is the number I had a dream about. I’m like yeah you probably talked about it all weekend you probably are subconsciously thinking about it you’re probably creating a neural pathway related to 497 and so anyway after about a year he finally says okay I came to your conference and I saw a person that did the first consult for a dollar. I’m going to go with that. And now as business is blowing up, can you talk about your no-brainer, your first consult for a dollar? How has that helped you having that no-brainer offer? Yeah, so it gets people in. And so when we get people in, we know that we’re doing a good job and we know that we’re trustworthy and our healthcare is superior to most. So just getting people in for that dollar, because a lot of people are, you know, they’re nervous about going to the doctor or they don’t trust health care system. And so they know that they can come in, they’re only gonna spend a dollar. They can figure out whether or not they trust us, figure out whether or not we’re the place for them. And we know 100% of the time we will be. So it’s really helped us just get people in and get people to trust us more. Now once somebody fills out the form, folks, again, there’s a linear pathway here. I’m trying to give you a visual here. So you establish your revenue goals. You figure out your numbers to break even. You figure out how many hours a week you’re willing to work. Even though you have a cute baby, you got to figure out how you’re going to get it done. Step number four is you define your unique value proposition. What makes you unique? And that’s something you and Sean have worked on together. You improve your branding. Now you’re coming in contact with humans. Business is a contact sport. I love this part. That’s when you start marketing. You launch your marketing. You have your online ads, you optimize your website, you begin to come up top in the search results, you start to get leads. Do you remember what it was like, Jenny, when you first got your first online lead? Do you remember the first one where you’re like, it’s working? Do you remember that moment? Yeah, it was almost like we wanted to, well, we did celebrate because it finally had happened. And then as soon as the first one came in, the second one came in. And like I said, it was almost a growing pain experience. We had so many leads so fast. So it was great and we still celebrate every lead that we get. Now Mike, the next step is you have to make sales scripts. We recommend to every client that the calls are recorded for quality assurance. You have a sales script, the calls are recorded for quality assurance. You have a one sheet that tracks your pricing, you have pre-written emails, you begin tracking. Sean’s always bragging about you guys with tracking. Mike, how has it helped to have tracking in place where you can, you know, how does that help you? Well, it’s really a good benefit because, you know, at the end of the week, you know what your income was, you know what your lead was. So wherever we’re lacking in, we can quickly adjust and make that adjustment to make it work for the next week. Now, when you, if you don’t have tracking, folks, this is a true story. It’s kind of a sad story, so I’ll speak in generality, Sean. I talked to a guy the other day, and this is a terrible story. Long-time client, and he got motivated. He set up a trade show. He didn’t tell me he was doing it. It’s fine. You don’t have to tell me, but he set up a trade show. I think he was going to try to surprise me with the fruit of the trade show. So he set up the trade show, and he gets on the call. His energy’s kind of off, and I’m like, are you okay? Yeah, dude, fine. What’s wrong? Hi, just, I don’t know. I’m like, your lead sheet, we’re getting 10 to 15 leads a week. It’s very consistent. Revenue looks good. He’s like, yeah, I’m in a tight spot. We’re in a tight spot. Why are you in a tight spot? He says, I did a trade show. You did a trade show? Yeah, I got roped into four. I did a thing where you get the billboard, you get the trade show, you get the magazine ad. And I did the trade show and we got no leads. And I go, what kind of trade show did you do? And he says, well, I went to the whatever trade show and Sean, what I find is that there’s the emotional excitement about being on the billboard, being on the magazine cover, be, you know, and he got called by one of these kind of scam, I call it a scam-och-ery or jackassery. They call you and they go, boop, boop, boop, boop. Hey, is this Sean? Yeah, this is Sean. Sean, yeah, I noticed that you have an incredible healthcare company and we want to honor you by giving you the yada yada of the region award. It’s the yada yada, it’s a regional, it’s a prestigious award. We’d like to meet with you. Is it, can we meet with you? Yeah. So now I meet here. Now, Sean, again, I’m not, we’re on the phone, but I still like the phone voice here. So now, Sean, so because we’re so honored, you know, we’re inviting you to a plated dinner to honor your, just your honor, your honor, your greatness, your humbleness, and it’s gonna be $1,000 a plate, you know, for you and your wife and did you want four seats or eight because most people do eight. Oh um I guess just four. Four and that does include a glossy magazine uh feature in uh we’ll just call it like Missouri local top doctor Jack Assery it’s a great magazine and you’re also on the you’ll be on a billboard we’ve teamed up with the billboard. It rotates through your see your thank you. Hey, don’t get too excited It’s just because we’re honored. We’re not you know, again, we’re just honored now. Did you want to do the four four tickets? Yeah, absolutely. Now the way it works is it’s gonna be a four payments of four thousand for a total of sixteen thousand And that’s no I’m serious He’s going to the trade show and there ain’t nobody there there is nobody there. To be technical, nobody was at this trade show. I mean, everybody was not at the trade show. He’s got photos of him and his wife and his team in an empty booth, and he’s got a magazine, and no leads are coming, and he was so excited to tell me. I’m sure you’ve never encountered this sort of thing. Virginia, have you? Jenny, have you ever seen a situation where that sort of shamockery advertising has been entered into your world in some capacity? I’ve been there. I’ve been exactly where, what you’re talking about. And I’ve set up everything and paid employees and I felt like I was nothing more than a free pin show. The only people that were there were people looking for free pins. Oh, I know. And it feels terrible. And then you kind of have to sell it to yourself all day. Guys, we’re getting our name out there. Sean, can you pass the megaphone back there? It’s right behind you. Yeah, because I always tell people, when you get your name out there, what you do is you just run outside and say, all right, come visit New Ponce Health Care. People go, why are you yelling at me? I’m trying to shop for my groceries. New Ponce Health Care, get my name out there. Is this effective? Of course it’s effective. I’m getting my name out there. That leads to buying Frisbees, branded Frisbees, Goozies. You know what I’m saying, branded pens. Yes. All of a sudden, you buy these things. Sean, you know what I’m saying, Brandon Pinn? Yes. All of a sudden you buy these things. Sean, you know what I’m talking about. Oh, yeah. Okay. So now we have to do, and I’m going to show you, this is kind of the back end of one of my companies, called Elephant in the Room. And you do a search for eitrlounge.com, and then you go to forward slash staff. I’m not going to give you the password, folks, but you log in. And these are all the systems needed to run the haircut chain. Now, one thing I thought was very interesting is Truth Social, President Trump’s social media platform, the other day they were disclosing, Newsweek was disclosing the revenue of it. And I just want people to know this because I think, and just full disclosure, I’m a very conservative person, but I just want people to see this. This is just something to look at. Truth Social, they declared in their filing that they did $3.3 million of revenue and had $49 million of losses, which by the way, that’s very normal for a tech startup company. And their users are going up and they’re having an, there’s like a reaction in the marketplace. People are actually putting more money in, they’re investing, the stock price is going up. But I don’t know anybody that I’ve met in my life, I’ve never met a client that can afford to bring in 3.3 million and lose 49 million. So for my haircut chain, we have five locations. We bring in more than 3.3 million, and this just in, we don’t spend 49 million. So we have to, we call it a lean startup. You got to keep that thing lean. And so when you go to eitrlounge.com forward slash staff, every document needed to manage the business is here. So the opening checklist for the manager, you click here, boom. This is what the manager has to do to start the day. Everything is documented. And that’s kind of where we’re at right now with Jenny and Mike’s business. We’re in the process of building all those checklists. Sean, what kind of checklist have you built so far? Oh, man. We have a whole page. Their staff page is pretty built out. We’re really getting there. I think more right now, it’s getting, correct me if I’m wrong, we need some managers in there so we can free you guys up from the business. And so we have a lot of the worker level systems, we’re just now working on more of how do we get those manager level systems and find those high quality managers. Now let me give Jenny a little mentor moment here. This will be helpful for you. I’m going to hop on a flight in about two and a half hours, three hours to go to Denver, all right? And I’ve got to go to Denver to meet with the founder of Oxifresh.com, this is a brand we’ve worked with and helped them to grow to 550 locations now. 550 locations, okay? And if you type in carpet cleaning floats, we’re the world’s highest rated and most reviewed company in the world. In the world, okay? 274,000 reviews. We’ve been holding this idea in our mind for 15 consecutive years. I’ve been working on this, Sajan, before I met you, we just were grinding, okay? Yeah. And the biggest challenge that the locations have is managers, finding good manager. And I tell people this, it never goes over well, but hopefully eventually it will. I’ll keep refining it, refining the idea. The kind of person that enjoys conflict but also likes people is a good manager. Let me try that again. The kind of person that enjoys conflict but also likes people is a good manager. And I have found it’s not so much trainable as it’s findable. So as an example, where we’re getting ready to head out to Denver, Sean, you know my personality type. You know that I have to pack all this stuff to get ready to go. You saw my suitcase out there. Yep. How many times do you think I followed up with the people involved in the trip so far before leaving? Oh man, it’s probably on your to-do list and you’ve checked it off like probably at least five times today I would think. And what kind of things do you think I might have put on my checklist to travel to Denver? Um first off just making sure that the timing is working, making sure that you have all the stuff that you need, making sure that you have double of the stuff that you need in case something gets broken, um making sure that the people who who are there know you’re coming and when you’re going to be there. Keep going. Do you think I’m checking a bag? Oh yeah you’re probably not checking a bag. There it is. You’re going to get lost. All right. No. And am I am I get you to catch a flight a lot earlier than I need to be there way earlier. Yeah. I’m having a meeting tomorrow, which I am. I’m leaving today at 1230. Yeah. So this is that’s the sort of paranoia that makes management possible. So I have literally called. I said, all right, I’m getting on the 1230 flight. We’re meeting tomorrow. I should be in by like four o’clock Denver time. Our meetings tomorrow. If that flight gets delayed and the next one gets delayed and the next one I’ll still be there. I’ve got backup phone chargers. I have a rule. Everybody going with me. You cannot check a bag. I want to check a bag. Can’t check a bag. Why? Because it could get lost. This is real. I’m not every I am completely paranoid. And that is the paranoia is what makes the businesses run. Yeah. And I asked my staff every day, guys, elephant in the room. Did you guys get a review? And they say, yeah, we got a review. You asked me 10 minutes ago. Okay. Well, I’ll talk to you in four minutes. You hear me say that. I’ll say, I’ll talk to you in five minutes and I’ll do it. And it’s a follow-up of, because I have to make sure that the checklists are being followed. The reviews are being followed. We’re a licensed business. People don’t know that hair care, you’re licensed by the state. So we have certain cleanliness standards. We could have random people from the state show up. So we got checklists and I follow up and it doesn’t bother me to follow up with the same adult who’s in their 40s six times within a 50-minute span of time. It doesn’t bother me. But most people, that bothers them. And so have you found that, Jenny, that a lot of people don’t like to follow up? Have you found that or is that just something unique to me? I’ve found that they don’t like to follow up. No, people don’t like to follow up. It’s almost like an awkward communication thing that people try to avoid. Yeah. And it’s not necessarily that you’re being mean or any type of way, but I feel like that’s probably the way that we feel when we continuously follow up, like we’re having to step on people’s toes. But really, we’re not. We’re just getting the job done. My mentorship moment for you is it’s probably the same feeling you have when you ask for reviews. Yeah. It’s probably the same. So I’m just saying, and then, Mike, did you ever play football or a sport of some kind. Yeah. I used to play soccer. Okay. Soccer. So like when you, what position did you play? Uh, goalkeeper. Goalkeeper. Okay. So is a goal. This is a great, great example. I didn’t know you were a goalkeeper, but when you’re a goalkeeper and someone’s kicking that ball at you fast, I mean, just the balls coming in there. I mean, people can really kick a soccer ball fast. There are certain people that want to be a goalkeeper, but they kind of avoid the ball, they try to hide from it, they flinch. You know what I’m talking about? But you actually would lunge into it, am I correct? Right. I mean, you’re aggressive, right? I mean, you’re like, you had, for some reason, you enjoyed it. Yeah. Right? I’m getting 100 miles an hour fastball. Did you ever see somebody who tried to be a goalie? I’m not looking for a name here, but somebody who would kind of hide from the ball? Yeah. This is the same thing for management. Like as a manager, you have to want, like you have to sort of seek out conflict, but like people. So I’ll say things like, okay, it’s eight o’clock. I need to make sure you put out the flags in front of the elephant in the room store today, Mr. Manager, put out the flags that draw the attention by the road, put out the flags. And I’m going to call you in 10 minutes to follow up. Call him in 10 minutes. Are the flags up? Can you send me a picture? They’re like, do you not trust me? Absolutely not. I trust nobody. Go ahead and send him. And then I’ll call him back 30 minutes later, hey, did you get Google reviews? Yeah, we got one Google review. You know, the quote is 10. Yeah, I’ll call you back in two minutes. You know, call him back, hey, did you get a review? It’s been two minutes. I know, I’ll tell you what, I’ll call you back in an hour. And my whole day is just following up. And then over time, the culture happens where people go, he’s gonna follow up. And now the people that like the follow up like to work there and it’s become a great thing. And that’s where we’re kind of at right now, I think, is we’re getting into the follow-up phase. Do you have call recording in place there, Mike? Do you have the call recording for quality assurance installed yet? Yes, we do. And are you learning some things? Yes. It is very hard to train people on recording experience. Yeah. That’s something we got to do. Now we’re just going through the workflow. And then the wowing the customers. What Sean is saying is that your patients are consistently wowed. Now, I don’t know if that’s because Sean is your hype man or if that’s a real thing, but it seems like people are actually wowing. They’re being wowed right now. People when they come in, if you look at the workflow, they buy something, right here we have to wow them. You’ve got to create that wow moment. And again, if you want to download this diagram, folks, just go to thrivetimeshow.com forward slash millionaire, thrivetimeshow.com forward slash millionaire. You can download it from my newest book called A Millionaire’s Guide to Becoming Sustainably Rich. You’ve got to create that wow moment. I mean, amidst the checklists and the tracking, at some point here, you’ve got to create a moment that wows people where they go, wow. So I’m trying to get everybody’s creative juices flowing here. So if you have a restaurant, I work with a restaurant in Florida right now, a great restaurant, they say, welcome in. Is it your first time? They say, yeah, it’s my first time. Oh, well, hey, you get free appetizers on us today and one free adult beverage. Welcome in. And every time it’s that, wow. And then when you come back later and ask for a review, or hey, what entree do you want? Guess what? People become generous with how they buy. Another example, I work with an auto auction. The auto auction says, your first time that you buy from the auto auction, you only have to pay a dollar more than the actual cost of the vehicle. Just to wow people, to get that going. I happen to work with a carpet cleaning business, carpet cleaning business. And what they do is they say, hey, the first time we clean your carpet will be any competitor’s price and it will be at least half off of our normal price. And they go, OK, great. You’ve got to have that wow moment. What are you guys doing, Jenny, to wow your customers there? Well, there are things that we do, we will oftentimes like give samples of certain things because we know they work. We have a lot of supplement sales that we do. Again, the dollar consult is a wow moment because we will spend some 10 to 15 minutes explaining how we’re different. I feel like they’re wowed because of that. Also, our services are so much different. We spend time in the room with our patients. We listen to them. They’re not just a number. A lot of times, people have never experienced that. There’s a lot of wow moments, I think, for all of our patients. Now, I understand that 59% of your customers are now from word of mouth. Is that accurate? Yeah. That’s huge. Yeah, well, and with the customer acquisitions cost, too, I’ve heard you say this before, Clay, that if you’re advertising and you’re doing a good job wowing at the same time, they compound each other and you’ll end up having two to three word of mouth referrals from those patients that are wowed for every one lead you have from advertising, we measured and tracked that they had this last year. For every dollar they spent on advertising, they were able to bring back in $4.61. So that’s a 461% return on their marketing investment. It’s incredible stuff. And the great news is, as we build these systems, if you guys ever wanted to franchise or license or open up multiple locations, if done properly, you should be able to scale it. It should be very repeatable, very duplicatable. Other things you guys have done, you’ve implemented a database to keep track of your customers, you’re gathering objective video reviews. You guys are really checking all the boxes. I’d like for you, if you can, Jenny, here, to give a word of encouragement for any of our listeners out there that are a little bit on the fence right now and they’re going, you know, I have thought about scheduling a free consultation, but I don’t know, I hear it’s $1,700 a month. Can you maybe explain your thoughts, what you’d say to anybody who’s a friend of yours or family that asks you about the value about the business consulting? Oh, well, I would say that the $1,700 a month is an excuse not to have someone to mentor you. It’s kind of like being in a gym when you need a trainer. We’re not always perfect and business owning is not easy and you need a mentor. I’ve never missed the $1,700 a month even when I was only six months in when we started with you guys. I’ve never even considered it a loss. It was scary at first to make that, but that was an excuse. I knew I needed someone to guide me through this, and you guys have guided us through this through the entire thing, through employees, through income, through spending, through all of it. And we come through so many problems. There are a lot of problems that are established when you have a business. I mean, you become very overwhelmed very fast and you need somebody that you can call who’s successful, who’s been there that says, you’re not crazy. This happens to all of us. Here’s what you do about it. It’s been the best decision that we’ve made. Final question I have here for you as far as having a turn, like a one-stop shop. Years ago, I hired a business consultant who was great. And he would say things like, and I’m not ripping him. I’m just telling you what would happen. He would say, Clay, you got to work on your business and not in it. I’m going, that’s true. He goes, you got to delegate to elevate. That’s true. Clay, your website is not optimized. And I’m going, this is great. A fresh perspective. I go, Bruce, could you help me optimize? No, I don’t optimize. Could you help me work on it? No. Could you help me make a checklist? No. Do you make, do you help me with the print pieces that I need to make? No. Can you make a video? No. Can you help me with my online ads? No. Clay, and he used to, he was kind of an eastern, he’s a northeastern American guy, and he used to say, Clay, baby, let me tell you what, I don’t make print pieces. What am I, a print piece guy? I’m not a web guy. We know what I am, I’m a work on the business guy. You got to find a good web guy. So every meeting we would have would result in me having to find another vendor to pay another $8,000 to build the website, $4,000 to make the video, $5,000 to do it. So every time you give a recommendation, it would lead to another cost. Can you maybe explain the value of having a flat monthly fee? Yeah, I don’t have to ever worry about it. I know if I need the website updated, it’s a text away. I know if I’m having trouble with an employee, it’s a text away. I know if I need financial advice, it’s a text away. And again, we meet every single week and all our questions are answered and we’re held accountable to what we need to be held accountable for. So it really works for us. Jenny and Mike, thank you guys for your time so much. I really do value your time. I appreciate you guys being here today. And on part two of today’s show, we’re going to tee up another success story because we want people to know it is possible, despite the financial jacarand jackassery plaguing our nation right now, it is possible to become successful and you guys are a living example of it. Thank you guys for bringing your baby on the show. We’ll talk to you soon. Bye. Thanks, man. Bye-bye. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah, so what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now, okay. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminix, they’re both 1.3 billion dollar companies. They both have two to three thousand pages of content attached to their website. So to basically go from virtually non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, asking our customers for reviews. And now we’re the highest rated and most reviewed Pescemon company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now, our closing rate is about 85%, and that’s largely due to, first of all, like our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. And that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months of last year, from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists that way everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really really contributed to our success, but that, like I said, the diligence and consistency in doing those and that system has really, really been a big blessing in our lives and also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. They implemented those systems, they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind. Absolutely, it’s been a grind this last year. But we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut. And if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s gonna take in order to really succeed. So we just wanna give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over in the same month. And overall, our average is running about 40% to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crocker, or Head of Disney with the 40,000 cast members. He’s friends with like Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours on the day-to-day. He does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies every six to eight weeks. He’s doing Reawaken America tours every six to eight weeks. He’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with billionaires helping them grow their companies. So I’ve seen guys from startups go from startup to being multi-millionaires teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. And that’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best of you. And Clay has been an amazing business coach. Through the course of that we became friends. My most impressive thing was when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right and anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time I got nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us So this is my old van and our old school marketing and this is our old team and by team I mean it’s been another guy. This is our new house with our new neighborhood. This is our new van with our new marketing. And this is our new team. We went from four to 14. And I took this beautiful photo. We worked with several different business coaches in the past. And they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, time for time. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13 point business system that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because, as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big, get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see it.