TipTopK9.com Client Success Story Ryan Wimpey Shares | “The search engine (Clay Clark taught) definitely helped. I wasn’t implementing a DREAM 100. It doesn’t matter how good you are if you aren’t getting enough leads.” – Ryan Wimpey

Audio Transcription

What is the biggest mind shift that you had going from running a tip-top canine to franchising? So what was the big switch you had to do to make that switch over to where you’re now running it, doing it every day, but now trying to teach others to do it? Well, so doing my craft is really easy for me. I’ve been doing it for a long time, like 11 years or so now, maybe 12. Very crafty. Yes, doing my actual job is a lot easier than sitting down and literally stepping out every single little thing I’m doing and systemizing every single little thing. My wife or Clay would be like, hey, you need to make the system. I’d be like, oh, I want to train this dog. Oh, this one’s aggressive. I want to train this one. This is cool or whatever. So the systems weren’t sexy? No, not really. And then also when we first started, Clay just helping me with the consistency of ads, the consistency of the group interview, he’s like a super consistent man. So just being consistent in every single little thing and systemizing every single little thing, even if it was boring, that was probably the hardest part. I am Ryan Wimpy. And I’m Rachel Wimpy, and the name of our business is Kip Talky. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and that’s training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts. Never a dull moment. They’re great. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done, we’ll ask for things like different flyers and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So no one has a marketing team, too. Most people don’t. They can’t afford one. And their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, I mean, really ride them to get stuff done and stuff is done so fast here and people, there’s a real sense of urgency to get it done. 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. This 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 body. Dr. Robert Zurbach. Two men, eight kids, co-created by two different women. 13 multi-million dollar businesses. We started from the bottom, now we’re in the top Started from the bottom, and now we’re at the top Teaching you the systems to give what we got Colton Dixon’s on the hooks, I break down the books See, bringing some wisdom and the good looks As the father of five, that’s why I’m alive So if you see my wife and kids, please tell them hi It’s the CNC up on your radio And now, three, two, one, here we go! We started from the bottom, now we’re in the top Started from the bottom, and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. All right, Thrive Nation, on today’s show, we’re going to hop on a podcast with John Lee Dumas, the podcaster of EOFire.com, one of the largest podcasts in the world for entrepreneurs. We’re going to do a deep dive on that podcast with a long-time client of mine by the name of Ryan Wimpey. He’s the founder of TipTopCanine.com. During that interview, you’re going to hear about the growth of the business and how we helped them grow Tip Top K9 and you’re gonna see testimonials and you’re gonna see a lot of information that’s gonna be very helpful for anybody out there if you’re an aspiring entrepreneur. But I want to focus today on step number one of our process for growing businesses. Step number one, every time that we take on a new client or before I take on a new client, step one the client goes to ThriveTimeShow.com and they request a free 13-point assessment. Then when I hop on the phone with them, right away I ask them, what is your annual revenue goal? Now, Amelia, why do you think I ask every single client what their annual revenue goal is? So that they can reach that annual revenue goal. Okay, now what percentage of those, and again, I know that you work in the office as a manager for one of our companies, but I want to ask you this, just picking your brain. Why do you think that most of the clients, potential clients, when I ask them what their annual revenue goal is, they don’t know what that number is? Why do you think that is? I don’t know, actually. It’s because people are so perpetually busy with the things of life. They’re so perpetually distracted. The average person, according to Nielsen, is now watching or consuming 11.3 hours per day of media. I encourage everybody to not believe me and look that up. The average person is now spending 11.3 hours per day on media. I would encourage everybody out there to not believe what I just said. The average person is spending 11 hours and 52 minutes, sorry, 11 hours and 54 minutes per day, mindlessly consuming media. A lot of wonderful people, they know the score of their favorite NFL team, favorite NBA team, they know Taylor Swift’s new album, they know what Marvel comic movie is coming out, but they don’t know their revenue goals. And I would say it’s probably 70% of the clients that we work with don’t know that. So we have to sit down and really know those numbers. So once we figure out their annual revenue goals and their current revenue, like example, I did a wonderful assessment a few weeks back with a wonderful client who’s going to be great. I’m sure they’re going to be great. But when I asked them what their revenue goals are, they did not know what their revenue current revenue was. And they also didn’t know their goal. So we sat down and we found, they said on the phone, you know, I think we’re doing about a million dollars a year of revenue. And we looked and it was like 600,000. Which is a lot less than a million. And so I asked them, well what’s your goal? And they didn’t know. And again, so just having a business coach is a great way to help people become proactive instead of reactive with their life. So step one, we always want to figure out those revenue goals. Now step number two is we want to figure out the number of customers needed to break even. Why is this important to know? So that you can reach your goals that you’ve established. Exactly. So like for Elephant in the Room, we have to get in for our haircut chain, we have to get customers in for their haircuts. We have a membership-based model. So we need everybody in the store to pre-book their next haircut. And in the call center, we need to never turn anybody away. If somebody calls, they go to eitrlounge.com and they schedule their first haircut, we have to schedule them in when they want their hair. It seems obvious, but when somebody calls us, they go to eitrlounge.com, and they request a haircut, we have to fit them in that day. Because if we don’t fit them in that day, what’s going to happen? They’re going to go somewhere else. Exactly. That’s how that works. And so we have to know also how many haircuts do we need per month to break even. And so it’s very important that we know that number. The next is we have to know the number of customers per month to achieve our goal. You know, how many customers do you need to break even? So as a coaching program, do you know why I only want to work with 160 clients? So you personally know all of them? And it’s kind of this great balance. I want to know all the customers and I also don’t have any aspirations to have 1,000 clients. I just don’t. If I wanted to go yachting, I can rent a yacht for a day or two or whatever. If I want to go on a trip, I can do it, but I don’t have aspirations to chain myself to a desk and to be focused on growing the business just for the point of growing it. And so it’s very important that the clients know what their break-even point is and that we as a coach know their break-even point and we also know how many customers they need to break even. It’s absolutely important to do this. The customer also has to know how many numbers of customers, how much profit they make per deal. So in our case, it’s haircuts, but a lot of our clients are home remodelers, they’re dentists, they’re lawyers, they’re literary agents, they’re authors, they’re people of all different industries, and it’s absolutely super important that we always know, that the customer always knows, how much profit they make per customer. And I would bet you 99% of the wonderful clients I’ve had the opportunity to serve don’t know that number when I first start working with them. Especially cosmetic surgeons, dentists, they just have no knowledge of their profit per customer. They just don’t think that way. Now, you’ve got to know your revenue per deal, not your profit, but your revenue per deal. So if you know how much revenue do you make per deal, how much profit do you make per deal, how many customers do you need per month to break even, how many customers do you need to hit your goals? It’s really important to do that. Then you want to ask the client, you know, why did you, I always ask the client, why did you get involved in the business? You know, what was the purpose? And when you had that idea to start that pizzeria or to start that haircut chain, or to open up that part manufacturer. What was the point? Like, why? And you really have to figure that out. And you also want to know how they got involved in the business, because this would help you as a consultant to coach them down the path. Some people, they got involved in the business because their mom and dad started the company, and they really don’t want to grow the business, and you’ll find that out quickly. Some people, their goal is to make time freedom and financial freedom and actually to decrease their role. Other people want to grow their business. Some people started the business and they still want to grow the business because that’s what they like to do. Some people took over the business from their parents, but they do want to also grow the business. So you’ve got to know all these things, otherwise it’s very hard to guide somebody down a proven path if you don’t know these variables. Now the next step, step number three, I always ask all of our clients is I want to know how intensely the client wants to be pushed. And this is really important stuff. I always want to figure out how intensely the client wants to be pushed on a scale of one to 10. So if 10 is the hardest and one is the least, I want to know that because some people want to work three hours a week on their business and some people want to work 60 hours a week on their business. So like this morning, for me, I had some stuff I needed to get done, you know, so I get here at 3 a.m. I start doing my homework. I have it done. I got it done. That’s not stressful for me to have to get to work at 3 a.m. to get my stuff done, but for some people that would cause like a mental implosion because they’ve never been to work ever before 7 or 8 or 9. Does that make sense? Yes. Okay, so as far as action items that correspond to this questioning begins, those first three steps or those first three areas where I ask questions, I recommend that a client gets a ticket to come to one of our two-day interactive workshops. And for all of our clients, they can attend our business workshops. Complimentary or included with the package. So we want to make sure they get a ticket to that. We also want to make sure that clients know if they ever have a question, they can text me and their coach any questions they have. So if they’re ever stuck, it’s not a problem. They just text the coach and I and say, hey, got a quick question when you’re free. I have no problem hopping on an extra call with our clients. And by the way, we have a weekly meeting with each and every client that’s included in our coaching program. And the clients can call whenever they want, but they need to reach me, that’s how we do it. The next thing we wanna do is we wanna make sure the clients know that we have proven processes and systems for everything. Everything that we ever teach, it’s all accessible. We have proven processes for everything. So nothing is by guesswork. Nothing is, you know, we’re not randomly hacking away, trying to figure out what the client needs to do. If they go to thrivetimeshow.com forward slash downloadables, we have a best practice document for virtually every aspect of the business so the client should never feel stuck. The next is we have specific podcasts that we’d like for all of our clients to listen to because when you hear the success stories over and over and over of people achieving massive success, it one, makes it more believable that you can actually achieve success, and two, the clients begin to learn through whether it’s osmosis or through repetition, they begin to learn, okay, wow, this is what I need to do to grow my business. The next action item we want to do is we want to figure out the number of rejections that a client needs to have per week to get to their goals. And this is so important. Again, determine and post the number of rejections that you need per day to achieve your goals on your mirror, your computer, and somewhere where you see it every day. And this is so important. And you want to do that. And why does a client want to put it? There are a number of rejections they need per day on their mirror or on their computer and somewhere where they’re going to see it every day. To, to, to really drive that point home. I have a really hard time with rejection. Um, so just like getting, gathering objective reviews as a manager is hard for me sometimes, but when I remember I have to get this many rejections to get this many reviews, that makes it a lot easier because one more rejection is one step closer to me getting another review. Right. And again, the rejection thing, I mean, people can go to church, they can go to a therapist, they can go to a therapy church. I don’t know what they can do. But at the end of the day, there’s a certain number of rejections needed to achieve success. So today, I’m finalizing details for an upcoming event I’m working on. And I’ve been working on this particular event, no exaggeration, for nearly 10 years. And so each and every day, I grind away at putting together this itinerary for this event and bringing in this specific speaker to this event?” Nailing down the details for this particular speaker, and you say, why would you work on bringing in a speaker for over a decade? There are certain speakers that I believe that if they come to our business workshops, they have the ability to change the energy in the room and to fill the room with encouragement and to really fire up certain people. I have been on this idea of getting a certain speaker to our events for well over a decade. I will make it happen, but I’m just saying it is a process. It is a grind, and that is how you get it done. So I encourage everybody out there today, you just got to go ahead and determine right now how many rejections do you need to hit your goals. Now the next step here, again, we’re talking about the number of hours you’re willing to work on your business. During that step, when you’re talking to a client, I recommend all the clients would get a massive whiteboard. I’d really recommend they do this because if you have a whiteboard where you can draw out your goals, your dreams, your visions, and your workflows, it really helps you to figure out where your business is stuck. We have a big linear workflow out there. I’m sure you’ve seen the big whiteboard there. And that whiteboard documents the entire business growth process. And so it’s really helpful to have the entire system documented, so that way when you see where your systems aren’t working, you can analyze it, look at it, and begin to make the necessary changes. Next thing is you want to diagram out that workflow on the whiteboard. So once you have the whiteboard, yeah, you want to diagram it. So you want to make a diagram working from left to right so that you can see your biggest limiting factors at all times. You want to see where you’re struggling with your marketing, your sales, your human resources, your service delivery, your accounting. It’s very important that you do that. Now, step number four, and this is where we’ll end this part of today’s show, you want every client to figure out what their unique value proposition is. What is their unique value proposition? What makes them stand out in the cluttered marketplace? What is it that the client does that makes them stand out? So as an example, Hobby Lobby is a Christian owned store that sells primarily craft goods, words of encouragement, home decor, these kinds of things. Tom’s Shoes, their niche is they if you buy a pair, they give a pair. You buy a pair of shoes, they give a pair of shoes away. Harley Davidson is the motorcycle manufacturer. They specialize in making very large and powerful motorcycles. But you have to sit down with every single client and figure out their unique value proposition. And why is that, Amelia? Just like you said, just going back to those goals. Okay. But what happens if a business owner doesn’t know what makes them different from their competition? That’s not going to be good. But it’ll be difficult to attract business because in a world of competition, in the absence of value, people go with price. So people are just going to hire the cheapest company if they don’t see what makes you different. So Harley owns the idea of the big, powerful motorcycle that’s very loud. Tom’s owns the idea of buy a pair, give a pair. It’s kind of like a charity meets shoe company. Hobby Lobby is the home decor atmosphere for Christians. That’s the idea. So, again, you have to figure out what is your unique value proposition. Next, every one of our clients has to come up with a no-brainer. A no-brainer is a compelling offer so good and so unbelievable that ideal and likely buyers find it to be irresistible. You’ve got to come up with an offer that is so good and so irresistible that your ideal and likely buyers simply cannot resist. It’s so important that you have a no-brainer. When I think about brands like TipTopCanine.com, where we helped them to come up with the idea of $1, when I suggested the idea of $1 for your first dog training lesson, that moved the needle. When I think about brands I worked with like Oxifresh, O-X-I-Fresh.com, where they have an offer right now where every time that you hire them to clean carpet, they give money back to Water.org. So you’re helping provide fresh water for people that need it, while also using one tenth of the water of the average carpet cleaner. When I think about the elephant in the room, the haircut chain that I own where the first haircut is a dollar, that is a no-brainer. When I think about, you know, you think about big box retail stores, they might offer a loss leader or a huge discount on a certain item to get you in the door. When I think about Dr. Robert Zellner, the optometrist, that’s drzellner.com, D-R-Z-O-E-L-L-N-E-R.com. His no-brainer is $99 for the first pair of glasses, the first pair of stylish glasses, it’s $99 for the exam and the glasses. That’s a no-brainer. You want a deal so hot, so incredible that people can simply not resist the power of the offer you’re making. And so for a lot of our clients, I’d say virtually all of them, they need help coming up with a no-brainer. And that’s some of the things that we do in the coaching program with them. Also, we have a podcast I like all my clients to listen to about how to stand out in a crowded marketplace. I also have an audio training I like our clients to listen to about how to create a no-brainer. And you can see this whole process is very linear. It’s step-by-step, inch-by-inch, day-by-day. And if a client improves their business by 2% a day, every day, at the end of the year, they’re going to have 100% change. And that’s the process of growing a business. So when you listen to this podcast and you hear Ryan Wimpey during this interview on the EO Fire podcast in just a moment where he says, the search engine definitely helped. I wasn’t implementing a Dream 100. It doesn’t matter how good you are if you aren’t getting enough leads. Checklists for our boot camps, processes and structure and outlines for our private lessons, for our take home training, the sales script, the call center and sales was probably the biggest thing. When you hear that, it can sound overwhelming. When he says, it used to take six months to do what we do in six to eight weeks now, what we did with Clay every week, we come in and say, this is what broke. This is what broke. That seems overwhelming when you hear that from the outside, but as a client, we will work with you to knock all these things out. I just want to encourage everybody out there that you have the mental capacity and the tenacity needed to be very successful. You just got to be able to apply the effort needed. So if you’re out there today and your business feels stuck and you want to feel unstuck, all you got to do right now today is just go to Thrivetimeshow.com, that’s Thrivetimeshow.com, and schedule a free consultation, a free conversation, so we can sit down with you to determine what we can do to help you grow your business. We’ll show you a free, I will do the free 13 point assessment, I will show you a proven path, and if you want us to coach you down that proven path, we just charge $1,700 a month, so it’s a flat monthly fee of 1,700 per month, and we’ll guide you down the proven path. So now without any further ado, here is our interview with Ryan Wimpey on the EO Fire podcast. Our interview with Ryan Wimpey, the founder of TipTopK9.com on the EOFire.com podcast. Light that spark fire nation. JLD here and welcome to Entrepreneurs on Fire brought to you by the HubSpot podcast network with great shows like Business Made Simple. Today we’ll be breaking down the proven processes and systems that you need to implement to build a time and financial freedom creating business. To drop these value bonds, I are brought to Clay Clark and Ryan Wimpey in the EO Fire Studios. Clay is former USSBA Oklahoma Entrepreneur of the Year, founder of several multimillion dollar businesses and Amazon bestselling author. In today’s Foundation, we will be talking about quality leads, getting turnkey marketing systems that will get you those leads. We’ll talk about the irresistible offer and scale and grow exponentially once you’ve nailed that and then hitting the repeat button and so much more when we get back from thanking our sponsors. Looking for a place where you can experience live interactions with your audience? Then Speakeasy is for you. I’m loving creating daily content on Speakeasy, and I know you will too. Visit GetSpeakeasy.com to download the app and go live today. Success Story, hosted by Scott D. Clary, is brought to you by the HubSpot Podcast Network, the audio destination for business professionals. Success Story features Q&A, keynote presentations, and convos on sales, marketing, and more. A recent episode on how to protect your business in times of crisis is a must listen. Listen to success story, wherever you get your podcasts. Ryan say what’s up to fire nation and share something that you believe about becoming successful that most people disagree with. What is up fire nation. I’m Ryan went through a tip top canine. Uh, one thing about being successful, it has absolutely nothing to do with your passion. You may have to put that on hold to create scalable, repeatable systems in order to succeed. Do not do not focus on the passion. Well, Fire Nation, you need to be excited about today, because as I mentioned in the introduction, we’re talking about proven processes, proven systems that will help you build time and financial freedom, creating your business. And it’s not just Ryan on the mic, but we have Clay Clark on the mic and this is actually the first time I’ve had a guest in my 3700 episodes crack double digits because this is a clay’s 10th appearance on Entrepreneurs on fire so clay. Let’s start with you brother fire nation wants to know Where we get quality leads, brother, take it away. Well, when I met Ryan Wimpey here of Tip Top K9, this was a guy who was passionate about dog training and he really knew how to sell well if he got quality leads. And so if you’re listening out there right now and you have a great product or a great service and you just need more quality leads, what we have to do, and I do this with every single client we work with, we have to identify what we call a three-legged marketing stool. What is the most effective way? Not the only way, but what is the most effective way? Not what are all the ways, but what are the three most effective ways to generate leads for your business? And so for Ryan, we identified that search engine optimization was absolutely very important. The second area we discovered is that social media marketing was very important. And the third area that we discovered was this thing called the Dream 100, which Chet Holmes, the best-selling author of a great book called The Ultimate Sales Machine, Chet Holmes, a great, great author, the late, great business consultant, called the Dream 100, where Brian needed to get all of the veterinarians, all the dog groomers in his local areas to refer him. And since we implemented the search engine optimization domination, the social media marketing and the Dream 100 system. Tip top has now grown from one location that was, I would say, maybe doing well to now 17 thriving locations all across America. And I would predict by the end of 2022, we’ll probably end the year at 21 to 22 territories. Wow. I mean, that is intense stuff. Ryan, like when you were going through this, were you like, oh, my God, this just totally makes sense. I’ve been like going a million miles an hour in a million different directions and not getting quality leads. I’m not putting words in your mouth, I’m just asking you, was this happening? And how did what Clay really structured for you change things? Yeah, so as far as the search engine, definitely helped. You know, we had good map reviews, but we weren’t doing those other three. I wasn’t implementing a Dream 100, we weren’t going out and seeing people. And so if I was getting in front of people, I was, I had a sales coach before. Clay’s a business coach and that’s why I found him. But I had a sales coach, so sales are doing good, but I only had so many of them. Right. So it doesn’t matter how good you are if you’re not getting enough leads. Right. And one thing I want to also double down on Fire Nation, that book that Clay talked about, The Ultimate Sales Machine. Fantastic. You must read it. I’m good friends with Chet’s daughter, Amanda Holmes, and she just released the updated version of that book with of course, all of Chet’s genius in there with updated to, you know, the 2022 version. So that book just came out. So definitely worth a read in all the different areas. And Clay, I wanna talk about irresistible offers. We need to develop an irresistible offer for our first time customers. Why and how do we do this? Okay, well first off, if anybody listens right now and you go to thrivetimeshow.com forward slash EO fire, that’s one irresistible offer, thrivetimeshow.com forward slash EO fire, or you can go to tiptopcanine.com. I’m just giving you two examples. And let me throw in a third example. Why don’t you go to shawhomes.com, shawhomes.com. So Shaw Homes is a home builder that I’ve helped to grow from, check this out, from $16 million a year of sales to $170 million of sales. So from $16 million to $170 million, 10 times, more than 10 times, almost 11 times growth, and we’ve done that in less than four years. Tip Top K9 has gone from one location to 17, and if you go to thrivetimeshow.com forward slash EO fire, you can see that I do these free consultations. And people say, why do you do a free consultation? Well, frankly, it’s for my mental health, because JLD, you have great listeners who listen to your show, and they reach out all the time to want to attend a workshop, or they want to schedule one-on-one consulting, and they want to see if we’re a good fit. And your listeners are wonderful, because they’re what I call diligent doers. They’re people that actually want to pursue their goals and turn their dreams into reality. However, people that don’t listen to your show, some people, you know, at 3 in the morning after 3 adult beverages, they fill out the form just to see what happens. You know, not your listeners, but other people do that. And so what you want to do is you want to make an offer so hot that the super intoxicated guy at 3 a.m. fills out the form and you’re ideal and likely buyer. So at Tip Top K9, the first dog training lesson is only a dollar. Now, their average ticket, Ryan, how much is the average ticket if someone decides to hire you? Right now it’s about $2,200 to $2,800. So the average customer is spending $2,200 to $2,800 to pay Tip Top K9 to train their dog. But before they decide to commit $2,200 to dog training, they want to see if it’s a good fit. So the first lesson is $1. For Shaw Homes, your first consultation is free. Your 3D mock-up of your new home is free. They have all sorts of a free tour, a free interactive experience, that’s free. Or in the case of Thrivetimeshow.com forward slash EO Fire, my first consultation is free. So what you’re wanting to do, if you’re listening right now, you want to think about what’s something that you could offer that’s so hot, so irresistible, so amazing that you want to try it out. You’d actually be able to modify someone’s behavior. Let me give you one more example. I was recently in San Diego, where you’re from, JLD, I was in San Diego, and I was not wanting to have a delicious piece of Asian cuisine. I was not thinking to myself, you know what, I want Asian cuisine right now. But I happened to be walking in this mall area and the guy comes out and says, would you like a free sample? I’m thinking, well, OK. And I tried the sample and it was phenomenal. And then it occurred to me, oh, I think I’m hungry. I ordered a meal. Put that free sample, it was a generous sample now. It was an ample sample that my human mind could handle. It was so good though, and I’m not kidding, I wasn’t thinking about having Asian cuisine, but it was so good, it altered my behavior, and it was like a tractor beam from Star Wars, and I couldn’t pull out of it. I’m like, oh no, next thing you know, I’m ordering the meal, it was phenomenal. So everybody out there, if you could go to your website, think about your business right now, folks, think about it. What is an offer that you could offer that’s so hot, so irresistible that people can simply not resist it? An ample sample. That is definitely become part of my vocabulary. I love it for all the reasons. And once we figured out getting quality leads, once we’ve figured out our irresistible offer, how do we scale Clay? How do we grow exponentially? Well, the thing with Ryan’s business that was challenging is he’s sort of a dog genius. He knows how to train a dog and the proper way to train a dog and matriculate and coach up the dog so the dog is well behaved. And then the owner goes, wow, my dog used to eat everything. My dog used to eat my bride’s, my beautiful wife’s wedding dress. My dog’s eating my shoes. My dog won’t stop urinating in the house. My dog’s crazy!” And then they get the dog back and it’s a well-behaved dog. So the question is, how do you build a system so that other people who are not you can learn how to train a dog with the level of quality that Ryan can do? So it became sitting down with Ryan, and I’ll let Ryan explain in more detail, and this was the part of the process that I don’t think he was passionate about, and that I wasn’t passionate about it, but in order to achieve financial freedom and time freedom, we had to turn everything into a checklist, everything into a process. And so we had to grind through the process of building a checklist and a process for everything. And now, when somebody buys a tip-top canine franchise, and correct me if I’m wrong, Ryan, but I think almost everybody who owns a tip-top canine franchise now previously was not a dog trader. No, every single one of them was not. So we got like a former mortgage banker who bought a Tip Top canine franchise and now he’s making more money training dogs than he ever made in the mortgage industry. And that’s because the systems are so tight. So Ryan, maybe you could explain what that process was like. Because I know it was arduous, it was tedious, but now it’s created financial abundance. Yeah, so like I said, it wasn’t my passion. My passion was training dogs, but we took basically a two-page outline into a 60-page process manual and then checklist for our boot camps, process and structure and outlines for our private lessons, for our take-home training, the sales script, our call center scripts, literally everything painstakingly sitting down and just line item by line item creating those scripts for the call center and the sales was probably the biggest thing because it took me or even training my trainers it used to take me six months to do what we do in six to eight weeks now. So now what’s happening here, and this is so powerful, JLD, is there’s a book called The Checklist Manifesto that I encourage everyone to read. The Checklist Manifesto, my manifesto is written by Atul Gawande. And what he talks about in that book, and this is wild, okay, he talks about medical professionals that were able to dramatically decrease the amount of deaths in hospitals as a result of following a checklist. He talks about architects that were able to decrease structural problems as a result of using checklists. He talks about aviation experts, pilots, that were able to decrease the amount of errors they had by following checklists. And he talks about in his book that most people don’t like following a checklist. And he writes here, I’m quoting, he says, “‘The volume and complexity of what we know “‘has now exceeded our individual ability to deliver its benefits correctly, safely, or reliable without a checklist. He says, we don’t like checklists. They can be painstaking. They’re not too much fun. But I don’t think the issue here is mere laziness. There’s something deeper, more visceral going on when people walk away, not only from saving lives, but from making money. It somehow feels beneath us to use a checklist, an embarrassment. It runs counter to our deeply held beliefs about how the truly great among us, those who we aspire to be like, handle situations of high stakes and complexity. The truly great aren’t supposed to be daring, they improvise, they do not have protocols or checklists. He says maybe our idea of heroicism needs updating. I just encourage everybody out there, if your business feels stuck, you want to sit down right now and make a list of all the things that you have to do on a daily basis that are, I call it craft, but core, repeatable, actionable processes. It’s craft, core, repeatable, actionable processes. Anything that you do that you’re just, it’s tedious, repetitive tasks, and find a way to make a checklist or a system out of it so that you can teach a new employee, a new hire, or in Ryan’s case, a new franchisee, how to do it quickly. And in my office, every position we have, JLD in my offices, we can teach somebody how to do that job in 15 hours or less. And that’s my goal. And then the Tip Top Canine franchise, when people go to tiptopcanine.com to learn about buying a Tip Top Canine, from the time that somebody shows up as a mortgage banker with no knowledge of training dogs to the time they leave as an expert dog trainer, I believe, Ryan, I believe it’s six weeks now? Yep, six weeks. Six weeks. So that’s what you want to do, is you want to build a system. It’s kind of like reverse college. College, no matter what you want to learn, it takes four years. And entrepreneur, in the world of entrepreneurship, you want it to take no longer than four hours if you can. I will say this. I must kind of be a weird person because I love checklists. I love checklists. Listen, I’ve always loved checklists. And I think there’s a reason for it. While you were talking, Clay, I was like, why do I love checklists? I love checklists because I hate having to do something a second time or a third time. I hate doing something wrong and being like, I’m going to start back over again. I literally hate that feeling. And so man, give me a checklist because I will go through step by step by step and I will be happy the whole time knowing that I’m doing it right the first time. That is so important to me for some reason. And Fire Nation, I hope it becomes important to you and I hope you stick around because we’re dropping value bonds when we get back from thanking our sponsors. We all know how important engagement with our audience is. As creators, finding effective ways to provide value while also being able to interact in real time is a challenge. But now there’s Speak Easy. Speak Easy is an app that allows you to organize your own live talk show. It’s made by creators for creators and is uniquely built to help you monetize your audience Whether you use it for live podcasting show recordings or hosting premium content people can subscribe to Speak easy has you covered want to stream private shows for select attendees? You can do that too. All you have to do is download the app go live and you’ll be connecting with an interactive audience Immediately. I’m loving creating daily content on speakeasy and I know you’re going to love it too. So what are you waiting for? Visit GetSpeakeasy.com to download the app. Check me out at John Lee Dumas and let’s start rocking Speakeasy together. That’s GetSpeakeasy.com. I look forward to interacting with you, Fire Nation. Feeling connected to your team is a must, but with employees and contractors all over the globe, feeling that connection can be tough. Not to mention the software you use can sometimes make you feel out of sync like you and the rest of your team aren’t on the same page. And when a team is disconnected, your customers pay the price. If the software you’re currently using is sharing out of date data on your business or your customers, that equals trouble. Or maybe you feel like your software is making it possible to see the full picture. If that’s the case, then listen up. Customers end up bearing the brunt of this disconnection, meaning a great customer experience is lost, sometimes forever. Ready to get your team on the same page? HubSpot transforms everyday conversations, strategic decision-making sessions, and everything in between into moments customers feel good about. With a lovingly crafted suite of tools, you can seamlessly connect to your team so everyone has access to the same data, and you’re able to focus on what really matters, your customers. Learn how HubSpot can help your business grow better at HubSpot.com. Clay, Ryan, we’re back and I want to talk about hitting the repeat button. This is something that Clay, you do so well with yourself and with your clients. How can we systemize repeatable success? Well, what you do, and I’ll just give you an example. I want to brag on Ryan’s wife for a second. You know, when I first told Ryan and Rachel when they were new clients, I remember it was, and in this meeting, JLD, it always goes over really badly or really great. And it’s going to be, it’s like a, you go one way or the other in this meeting. I tell the clients, I say, now, listen, now that we have more leads, now that we have the branding improved, the branding looks great, the website looks great, leads are coming, and now we need to install call recording. Now, this show’s recorded, right? So anybody can listen to the show and they can say, that guest was terrible or that guest was awesome. But anyway, the audio of this show lives on for a long time. All right, so everybody hears how this show goes. It’s one take, we’re not editing it. You just hear this, boom, slide, boom. So when you’re doing calls though, sales calls, you say, thank you for calling Tip Top K9. This is Clay, how can I help you? The way that someone answers the phone is a big factor as to whether that customer becomes a customer or not, whether that lead converts into a customer or not. If the person answering the phone sounds sarcastic, unengaged, disengaged, unfocused, if they sound confused, if they sound unaware, uninformed, uneducated, the ideal and likely buyer that you worked so hard to woo into wow, that lead that you tried to generate, becomes a dormant lead, a dead lead, and the lead dies on the vine. So what we had to do is install call recording. I recommend a company called ClarityVoice.com. ClarityVoice.com, but you can use whatever you want to use. So we put the call recording in place, then we have to write a script, so the team has to follow a script, and the calls have to be recorded. And Ryan’s wife, Rachel, she not only insisted that the calls were recorded, and she insisted that the team follow the script, but she did it with a spirit of excellence and joy. Now he has an incredible call center, so anybody who owns a Tip Top K9 franchise, they no longer have to answer their own phones at all. Ryan, maybe you could talk about that process, because most business owners, when you tell them that their team needs to follow a script and that the calls need to be recorded for quality assurance, most business owners say, that sounds terrible. Yeah, so it was still every Sunday, our office manager listens to recorded phone calls And then they play them on Monday, right? so as a team they’re going over all the card calls to make sure everyone’s following the script and It handles about 98% of all the issues and then what we did with clay is we have around like version 17 is to start With every week we come in and be like hey, this is what broke Hey, this is what broke and then after listening to the calls you could see where they couldn’t make it, and we just kept tweaking that. 17 iterations. We’re on version 17 of the script. And then once we finally set it, we’ve been able to stick with that consistently. But early on, we were doing a lot of changes. And now, JLD, the one thing we’re working on with Tip Top, which is exciting, is for a variety of reasons, a lot of people are willing to leave a corporate America. I think a lot of times it’s because people listen to great shows like yours, and they start to say, you know what, I want to own my own business. For one reason or another, they’re tired of the corporate compliance and they feel like they’re done working for the big box store. They want to go own their own thing. And so now Ryan today, I would say about every week, it seems like you’re meeting with somebody who wants to open a tip top canine and trying to figure out if they’re a good fit or not. And really we’re scaling the business to a level where financial freedom is now 100% Ryan and his wife, they now have financial freedom. They now have the time freedom to go back to where we started. So now you can focus on your passion. And I believe, Ryan, you just recently purchased some chickens. Am I correct? Yeah, I did. I bought some chickens. So now he’s pursuing his passion, which is chicken buying. Do you like fresh eggs? Is that anything you’re doing? Oh, love the fresh eggs. OK, got it. Love it. I eat like four or five eggs a day. So, Clay, you teach entrepreneurs how to create branding that enhances, not diminishes, we’re talking enhances perceived value. Tell us more. Yeah, so we’re going to go right now, and everybody go to Shawholmes.com, we’re going to go to Shawholmes.com, we’re going to go to TipTopCanine.com, and we’re going to go to Oxifresh.com. These are three brands that I work with intimately, so I’m trying to give you some examples here. If you go to Oxifresh.com, O-X-I-Fresh.com, we just now passed 475 locations. Can I get an amen? Folks, this business went from one location to 475 locations. And whether you like the website or not, that’s up to you. You go to the website, OXIFRESH.COM, and if you look at it and go, that’s terrible. Well, you know what? You’re correct because you’re the consumer. And so you as a consumer are going to decide whether to buy or not buy from a business. Almost instantly, it’s the first impression. Then you go to tiptopcanine.com and you’re going to decide whether you’re interested or not interested based on that first impression. Another example would be shawhomes.com, the home builder I was telling you about. So what we have to do with branding is we have to understand that branding is simply a perception. So the way I describe branding is a good friend of mine named Michael Levine, he used to be the PR consultant for Nike, for Pizza Hut, for Michael Jordan, check this out folks, for George Bush and Bill Clinton. So if you don’t like George Bush, you don’t like Bill Clinton, either way, he did both. He worked both, on both sides. And one of the things he told me is he said, Clay, branding is nothing other than gift wrapping. So he said, if you were to give a woman a ring and you gave her the ring and you gave it to her and it was packaged in a Kmart box, no offense to any Kmart employees out there, but if you got on one knee and you said, will you marry me? And you pulled out the Kmart box, a lot of women would go, did you buy my ring at Kmart? Are you kidding me? They would reject the packaging. Now, if you got on the knee, on the one knee, and you got out and you pulled out a ring and you presented it in a Tiffany box, a Tiffany box, they would go, oh, wow, this is awesome. And there would be an immediate reaction. So what’s wild though is if you were a very deceitful person and none of your listeners are, but you had a really, really cheap ring that you bought and you put it in a Tiffany box, most people would perceive the ring, the cheap ring in the Tiffany box is having higher value than the ring, even a high quality ring, put it in a Kmart box. So what happens is we have to understand is we gift wrap everything as a culture. We gift wrap websites, we gift wrap politicians, we gift wrap musicians and celebrities, and people do judge you based upon the appearance of that first appearance they see. When we went to tiptopcanine.com, and you’ll have to correct me because my memory gets worse over time, but on tiptopcanine.com I believe we went and we enhanced the website almost immediately. Yes. And yellow is your color. Yellow is our color. Well, actually we did the logo first, got business cards, flyers, and then once you got the look, then we started making the website match the look. We did your logo? Yeah, you did the logo. I don’t remember that. Okay, so we did the logo. Yeah, I had an older, like, shield-ish. Okay. Yeah. So we did the logo, and then we did an auto wrap for all the vehicles. Yep, auto wrap, and then all of our sales sheets, our flyers. We got rid of the Word document sheets that I had. So everything is branded and it’s designed to appeal to your ideal and likely buyer. So if you’re listening right now and you say, I went to OxyPresh.com and I don’t like it. The question is, does your ideal and likely buyer like it? You see, so for OxyPresh.com, I want people to fathom this, okay? A man by the name of Jonathan Barnett had a vision to start the world’s greenest carpet cleaner. And he had done it. He had created the world’s greenest carpet cleaning process. It uses 10 times less water than almost every carpet cleaner in America. However, we needed more ideal and likely buyers because most businesses that sell by the way have a great idea or a great product. They just don’t sell anything. And if you can’t sell, your business goes to hell. So we worked with Jonathan Barnett, with oxypress.com. We’ve worked with Ryan with tiptopk9.com. We’ve worked with shawholmes.com, and all I’m trying to do is make sure that the branding matches the expectations of your ideal and likely buyer. So the question is, when you look at these websites, oxyfresh.com, tiptopcanine.com, shawholmes.com, or whatever your business is, I want you to ask yourself this question if you’re listening right now. Does your website meet the expectations of your ideal and likely buyer? Does your website, does your branding, does your marketing, does your logo, do your print pieces, do they appeal to your ideal and likely buyer? And right here on my desk right now, I have a business card that was given to me by a guy named Vito Servadio. He gave this to me at a birthday party I was at this week, and he happens to, but the business card he gave me was phenomenal. It’s like a sharp business card. His company is called Only the Best. It’s a firearms company. But this card is hot, you know? And he gave it to me, and right away I go, that is a great looking business card. And it’s because it’s a metal card. You wanna keep it, you wanna stick around. Another example would be, think about the packaging of an iPad. Everybody who buys an iPad, they want to keep the packaging of the iPad, and they don’t know why. What are we, are we gonna use the packaging to re-gift next year? What are we doing? But people always wanna keep the Apple packaging because the branding is so good. Fire Nation, think about that. Think about the power of branding. And I love all the examples that you gave, Clay. And as I’m hearing you talk, I’m going through tip top K9. And that, by the way, is the letter K, the number nine. And whose idea was it, Ryan, it might’ve been yours, to have the dog balancing on top of the fire hydrant yeah that’s mine that is so classic I mean fire nation is worth it just going to tip-top canine that’s our police command is doggy timeout we teach them to go to a box and share a stool and we do the fire hydrant just to show off the letter K the number nine so tip-top the letter K the number nine dot-com testimonials and as always clay just crushes it with testimonials as well, and I’m looking at all these testimonials you have, I mean, it’s literally countless, but I mean, it’s just, it’s like, wow, if there’s this many testimonials, this must be the best canine trainer literally in the world, and people go to search engines every single day, Clay, because they want to find solutions to their problems. How do you teach your students to dominate search engine results? Well, what we do, and by the way, if anybody’s listening right now and you go to Thrivetimeshow.com forward slash EOFire, if you’re listening right now, any of your listeners can attend one of our in-person two-day workshops. And the way I do it, JLDs, I tell people, you can pay $250 for a ticket or whatever you want to pay. So somebody could say, I think I’m going to pay $5. I’m going to try it. That’s fine. I don’t care. Okay? It’s a law of reciprocity. So far, everybody who’s ever attended our workshops loves it. They go and tell their friends and family. But at the workshops, I do a full multiple-hour presentation on how to do this, but I’m going to sum it up into four quick points. There’s four variables that impact your rank on the search engines. Variable number one, you have to have a website that is canonically compatible with Google’s compliance standards. It has to be canonically compliant, or you would call it Google compliant. Does it adhere to the Google standards does it follow their their canon of rules that is it canonically compliant the second is it mobile compliant By whose by whose standard by Google standard is your website mobile compliant the third is whoever has the most original HTML content whoever has the most original relevant HTML content that’s hypertext markup language content gets to be taught for that subject and for it’s whoever has the most objective reviews. So I can help a business owner very quickly as part of our consulting program. What I do is I charge people $1,700 a month to grow their business, it’s month to month, and with that package, I do include photography, videography, web development, search engine, all those things. But where I make my money, JLD, being very transparent with the listeners, I make a 20% margin with every client I work with. So I make $340 a month per client on average. It’s month to month. So I’m not getting rich off that. It’s $54,400 a month of profit I generate off the 160 clients. But where I make most of my money is I get a small percentage of the growth. That’s where I camp out. That’s where I make most of my money is a small percentage of the growth. That’s where I love to be. And so when I work with a client, I tell the client right away, hey listen, we need to make your website canonically compliant. And I have web developers that work here full time and they work with the client and we knock it out right away. Boom. Then I tell them, we need to make it mobile compliant. Boom. But the third thing, the third area that I cannot do, that’s why I wanna brag on Ryan with Tip Top Canine, I wanna brag on OxiFresh, I wanna brag on shawholmes.com. I cannot gather objective Google reviews from clients that are not happy. I can’t do it. Furthermore, I cannot, I just can’t do it, I cannot write original HTML content for a client unless they either do it themselves or they encourage my staff to do it for them. So I’d say 95% of my clients, JLD, they prefer not to write massive amounts of keyword-rich hypertext markup language content so they have us write it for them. And then, you know, and then the Google reviews, that’s something that Ryan and his team get. They get video reviews and Google reviews. Ryan, can you kind of explain the process that you go, that you use to go about getting those reviews and why you’ve chosen to have my team write the content for you? Yeah, as far as the, well, as far as choosing you guys to use the content is, we started out writing our own content and that is, and that’s not fun. Soul sucking. Yeah. So we had a lot of other stuff to do, so that’s definitely not worth it in my opinion. But um… Now get in the reviews. What about getting the reviews? The reviews, um, the reviews first off we gotta do, we gotta wow the client. I gotta really bring it when we train their dog, either when we boot camp it and take it and train her to do the lessons. And then we just ask them. We ask them for a review and my people, they all get bonuses if they get reviews. They get pretty hefty bonuses. So you provide a wow and then you ask for the review. Yeah, we provide a wow and ask for the review. Now I’ll say this here, JLD, real quick. I want everyone to look this up. Type in carpet cleaning quotes into Google, folks. Type it in right now, carpet cleaning quotes. Did you know that OxyPresh.com, one of my longtime clients, they’re the highest and most reviewed business in America of any type. Wow, 236,973 reviews. There it is. And someone says, that’s hyperbole. Look it up, folks. I’m telling you. I give you facts. That’s a big part of the Chet Holmes ultimate sales machine experience, by the way. Big shout out to the Chet Holmes legacy, to his daughter, to anybody connected with that organization. They are the best. But I’m telling you, you’ve got to get those reviews. It’s called puffery if you’re making stuff up. You want to cite your sources. That’s why I give people examples, ample examples that the humans can handle. Also, it’s very important to understand this. on this, when you go to Thrivetimeshow.com, you know in 2006, 2006, that was the first year that a client called me and said, could you help me grow my business? And at that point, JLD, I had built America’s largest wedding DJ entertainment company, I built a massive photography company, I built a commercial real estate business, I’d been building my own companies, I never wanted to be a marketing consultant business growth guy. And I remember I had a dentist and an insurance agent, and they said, could you help me grow my business? And this, as God is my witness, this dentist tripled the size of his dental practice. And I said, hey, Dr. Lindsey, could you record on video about your growth? Because no one’s going to believe it. And he goes, yeah, sure. So I put it up there, Thrivetimeshow.com. Then I talked to the insurance agent. I said, hey, no one’s going to believe you’re Oklahoma’s largest insurance agent where you used to struggle. Could you record a video? Boom. Because as of right now, as of today, we now have over 2,000 client success stories where we have over tripled the size of someone’s business. They’re all documented. And JLT, that’s why I believe that our program is so successful. One, because the current clients know, wow, other people can do it. I can do it too. And the other thing is that people have seen the validators and they know, wow, the proof is in the pudding. Success leaves trails. And it’s all documented right there at Thrivetimeshow.com. Fire Nation, Thrivetimeshow.com slash EOFire. I mean, check it out. He has so much stuff going on there. Ryan and Clay, I mean, I wanna end with a bang here. Let’s take our time because, I mean, there’s just been so many value bombs. I just don’t want any to sneak through the cracks here. But let’s start with you, Ryan. What is the one major takeaway that you really want Fire Nation to get from everything that we’ve talked about, from all the value bonds we’ve dropped, what do you want to make sure our listeners really understand? Yeah, I would say I want them to really understand that it doesn’t matter how good you are at your craft. If you don’t have repeatable systems and they’re not scripted out, you’re not going to succeed in replacing yourself. What’s so it doesn’t matter how good you are. You just own a job. You don’t necessarily own a business. We tripled our income, right? While growing to 17 locations and doing product support and doing a call center and billing support for the location. So that was in five years. So we tripled my location while we’re training 17 others. So I couldn’t have done that without Heart System. Clay, bring us home. What is it you really want to make sure Fire Nation gets in this conversation? Give us that strong call to action so we can have more success stories from you, Fire Nation, our listeners, take action. Well, you got three ways that you can get rich that I can, and you people always say, can I get rich quick? I could definitely guarantee that somebody can become wealthy if they follow these proven systems. I can do that. And by the way, if you start working at the age of 20 and you wanna become a millionaire by the age of 40, you need to save about $175 a day. I know that because I’ve done the math. So you need to save $175 a day and then don’t die. That would be your stop, drop, and roll, look both ways while crossing traffic, that kind of thing. But you save $175 a day. But if you want to get wealthier faster, what you want to do is you want to look at the three situations. One, you could go out there and open your own business. And that’s the thing I specialize in teaching people at Thrivetimeshow.com forward slash EO fire. I can teach you how to grow a successful company. So if you have a company you want to grow it that’s what I do I’d love to help you. Boom the first consultation is free, the workshops are interactive, you can learn more. But again the first consultation is free at Thrivetimeshow.com forward slash EO fire. Two, you could buy an existing business model. You would call that franchising or licensing. I gave you two examples today but there’s other ones I didn’t give you. I mean, you can become a state farm agent, you could open a Tip Top K-9, you could open a Domino’s Pizza, you could open up an OxiFresh. The reason why I wanted to have Ryan on today’s show is he’s a client I’ve worked with for a long time, we’ve successfully helped him to franchise, and it’s pretty awesome what he can do, and it’s less than $50,000 to open up a location. And there are some franchises you can look into, like buying a McDonald’s is over $2 million today. So, you know, buying a franchise is a great option, you just want to make sure it’s affordable for you. And the third thing you can do, and this is something I don’t know that I can’t do it, you have to be a genius. Now, somebody out there says, I am a genius. That’s great. But I’m talking about like Steve Jobs invented, you know, the modern computer systems that we have today. He’s a genius. He revolutionized the music industry. He’s a genius. Michael Jordan could play basketball in a way that Marvin Gaye could sing. If you’re a genius, if you have that supernatural, God-given talent where you can sing songs and play basketball and invent stuff, you don’t need me. If you’re so great that the world can’t ignore you, that right there is awesome. But for the average person like myself, I’ll put myself in that category, where you’re not the next LeBron James, you’re not the next Oprah, you’re not the next Marvin Gaye, you probably need to go back to move one or two. So either you want to grow a proven, learn how to grow a business using proven systems that we teach at Thrivetimeshow.com. Or, you want to buy a franchise or license an existing system, which you can learn more about at TipTopK9.com. And again, there’s other options too. State Farm is a great brand. I’m not affiliated with them in any way, shape, or form. Domino’s is a great brand. I mean, there’s so many. Jimmy John’s is a great brand. What I like about Tip Top, though, is it’s $50,000 or less, whereas a lot of the other opportunities that exist in franchising do cost people millions of dollars. Fire Nation, you can see why Clay has made his 10th appearance on Fire Nation, because he brings the fire, he brings the heat, and he brings the results. Because you’re the average of the five people you spend the most time with. You’ve been hanging out with Clay and Ryan in JLD today. So keep up the heat. If you head over to EOFire.com, type Clay, you will see the show notes page with links to everything as well as the other nine shows that he did. And I promise you they were all amazing. Thrivetimeshow.com slash EOFire. Thrivetimeshow.com slash EOFire. If you want to start taking steps in the right direction with your life and business, Fire Nation, get on a free consultation call with Clay. Take advantage of this, because I can guarantee you, he may not be able to do this forever because he only has so much time, energy, and effort he can put into this. But Clay, Ryan, I want to say thank you for sharing your truth, knowledge, value with Fire Nation today. For that, we salute you, and we’ll catch you both on the flip side. Boom! Thanks, man. Hey, Fire Nation, a big thank you to Clay, Ryan, and our sponsors for sponsoring today’s episode. And Fire Nation, if you want productivity, discipline, and focus in your life, The Mastery Journal is for you. Visit themasteryjournal.com, and in 100 days, you’ll master productivity, you’ll master focus, you’ll master discipline. Check it out, themasteryjournal.com. And I’ll catch you there, or I’ll catch you on the flip side. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I 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. 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. 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 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 probably worth a couple thousand dollars. So you’re missing the thought process of someone who’s already started like nine profitable businesses. So not only is it a lot of good information but just getting in the thought process of Clay Clark or Dr. Zellner or any of the other coaches getting in the thought process of how they’re starting all these businesses to me just that is priceless. That’s money. Well we’re definitely not getting upsold here. My wife and I have attended conferences where they up what was great information and then they upsold us like half the conference and I want to like bang my head into a wall and she’s like banging her head into the chair in front of her like it’s good information but we’re like oh my gosh I want to strangle you shut up and go with the presentation that we paid for and that’s not here there’s no upsells or anything so that’s awesome I hate that it makes me angry so glad that’s not happening so the cost of this conference is quite a bit cheaper than business college. 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 school. I would definitely recommend that people would check out the Thrive 15 conference. It’s, the information that you’re gonna get is just very, very beneficial, and the mindset that you’re gonna get, that you’re gonna leave with, is just absolutely worth the price of a little bit of money and a few days worth of your time. 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 body, Dr. Robert Zillner. Two men, eight kids, please tell them hi. It’s the CNC upon your radio. And now three, two, one, here we go! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. 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. This is our old house. Right, this is where we used to live years ago. This is our old neighborhood. See? It’s 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 team. We went from four to fourteen 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, times a thousand. 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. 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, and 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 back if you don’t love it. We’ve built this facility for you and we’re excited to see it. All right. And now, ladies and gentlemen, I’m going to bring up my good friend Ryan Wimpy, my good friend Ryan Wimpy, and his dog, Odin, this dog has the ability to eat me, so I’m sort of concerned. I’ll pass the mic to you, and Odin, you can have your own mic if you want, whatever you want, Odin. Okay, I’m a little bit afraid of Odin. I am Ryan Wimpey. And I’m Rachel Wimpey, and the name of our business is Kip Top Training. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all, just dog training. And that’s what’s so great about working with Clay and his team, because they do it all for us. So that we can focus on our passion and us training dogs. Clay and his team here, they’re so enthusiastic, their energy is off the charts, never a dull moment, they’re at grind. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, script for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done. We’ll ask for things like different flyers, and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out, or you’re going to spend half of your time trying to figure out the online marketing game and produce your own flyers and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So no one has a marketing team, too. Most people don’t, and they can’t afford one, and their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, really, I mean, really ride them to get stuff done. And stuff is done so fast here. People, there’s a real sense of urgency to get it done. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place, so having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. 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. 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 process of Clay Clark or Dr. Zellner or any of the other coaches, getting in that thought process of how they’re starting all these businesses, to me just that is priceless. That’s money. Well we’re definitely not getting upsold here. My wife and I have attended conferences where they, it was great information and then they upsold us like half the conference and I want to like bang my head into a wall and she’s like banging her head into the chair in front of her. Like, it’s good information, but we’re like, oh my gosh, I want to strangle you. Shut up and go with the presentation that we paid for. And that’s not here. There’s no upsells or anything, so that’s awesome. I hate that. Oh, it makes me angry. So, glad that’s not happening. So the cost of this conference is quite a bit cheaper than business college. 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 school. I would definitely recommend that people would check out the Thrive 15 conference. It’s the information that you’re going to get is just very, very beneficial. And the mindset that you’re going to get, that you’re going to leave with is just absolutely worth the price of a little bit of money and a few days worth of your time. All right, Tribe Nation, if you’re looking for a success story, something to encourage you that you have the mental capacity and the tenacity to succeed, today’s show is going to be a blasty blast. And a show that I recommend that you take notes, you visit the website, you verify that today’s guest is a real person and she’s not a hologram. Dr. Amber, welcome onto the Thrive Time Show. How are you? Watch, I am doing great. So Jordan, we’ve had the opportunity to work with Dr. Amber here for a while and she’s having massive growth. So before we get into the details, could you describe what makes her great to work with? Cause you’re always bragging on her. So what makes her so great to work with? Well, for one, she never misses a meeting. She’s always on time and she always does the action items that I have her do. So whether it’s starting the team, the staff meeting once a week, the daily huddle, getting reviews, video reviews, the group interview, she just does it. And so my understanding is, Dr. Amber, you’re up, your business has grown. As a percentage, how much have you grown? Is it 2%, 5%? What kind of a percentage of growth have you had? Wow, so just as some examples, in December we grew over like 150%. The month before November we grew, I think it was Jordan, like 280%. We haven’t yet hit the end of January, so we’re waiting on the results for that. But we’ve only been open for a little over one year, and we’ve already seen, I mean, amazing growth. That’s awesome. So you’re having the big growth, and I think there’s a lot of people that they view success as sort of a murky, mystical thing. I’ll give you an example, folks. In my family, my wife used to get together with all the aunts for a big Thanksgiving meal once a year. All the women would get together, all the guys would get together, a big Thanksgiving meal. And there was some of the recipes they had over the years that were written, they’re passed down from grandmothers and great aunts. And you could no longer read the actual ingredients on the note card. It was just a note card with like the remnants of what used to be words. And I’m looking at it, I’m like, how are you possibly making a pie using this? What does this say? And they would hold it for the nostalgic reason, but it really carried no actual practical value because nothing was written down. That’s how the recipe was. I think a lot of people view success that way. They view it as kind of a woo-woo series of guesswork, and they’re chasing this elusive thing called success. And I want you to know here at the Thrive Time Show, we break down that complicated idea of success into tangible action steps that you can take here. So, Dr. Amber, I want to get your thoughts on this real quick, just some basic stuff. First off, what kind of a doctor are you? I am an eye doctor or also known as optometrist. How long did you have to go to school to become an optometrist? For about eight years. About eight years. And what’s the proper pronunciation of your last name so people can look you up to verify you’re not a hologram? It’s Ethan. Okay, so you went to college for how many years total? Well, total ten years, but it takes about eight years to be an optometrist. Got it. And so you’re having massive growth, and so I want to give people just some visuals here. The first thing we have to do with every client we ever work with is we have to sit down and figure out what are your goals. Now, I’m not asking you to share on this public platform what your goals were or what they are, but did you have in your mind, did you already have goals established or is that something that you needed help thinking of? I would say that’s kind of a twofold. We had, my husband and I, we had some goals in mind, but I think it was truly kind of as a new start business, kind of hard to even categorize those goals and really put into perspective how much you could grow and how much you could reach those. So we knew we wanted to get improved, but we were kind of in a rut and didn’t quite know how to do that. And enter lovely podcast and actually taking the step to join them. I am super, super glad you’re so transparent about this, because I know a lot of people feel overwhelmed, and so I’m going to give people kind of a visual here. So step one with every client we work with, and by the way, folks, if you go to Thrivetimeshow.com, you’ll see thousands of testimonials from real people. Step one, we have to establish our revenue goals. What’s our annual goal for revenue, and then what’s our weekly gross revenue goal? Now, step number two, we got to know how many patients we need to see just to break even. Now, Jordan, you work with a lot of wonderful clients, but again, with Dr. Amber, I mean, you’ve been bragging on her for quite a while here. Um, some clients, they, they get a kind of emotional when it comes down to making the tracking sheet, right? What’s the process been like, um, working with our good friend here, uh, as far as making that tracking, she was, it was it a complicated thing. Was it a multiple month thing, or did you, would you guys knock it out pretty quick? No, it took maybe like the first meeting, maybe, maybe the first two meetings just to nail down everything and what everything meant, and then from then on, it’s just, it’s always plugged in before every meeting, all the numbers are plugged in. So the income for the week, the expenses for the week, the profit for the week, the leads, how much the ads were this week, it’s all plugged in and it took zero time. It took- As far as, you know, you have to measure what you treasure. I mean, that’s a big thing. We all have to measure what we treasure. As you as a doctor, Dr. Amber, how does that help you to know all your numbers and to see it all on one spreadsheet? Absolutely. I have been telling Jordan in the past that otherwise you were just kind of flying by the seat of your pants. I mean, I thought the numbers looked good. We’d go day to day at the end of the day looking at like the actual growth, but you had no way to actually track, okay, how many patients did you see? How many new patients did we see? Where’s the money going? Also just looking at the amount of leads and how that kind of correlates in patterns to how many reviews we got. And then also where all of our like Dream 100 is going, Google, all of that. It just really puts it in perspective and gives you a goal and an actual item to be accountable for. And again, I’m looking at the numbers here. It looks like you’re up about 200%. I mean, because again, you had some months where you’re up higher than that and some months a little less, but I mean, you are absolutely growing. I want people to know this. I’m going to pull this up just to kind of brag on you. This is so important. I want to do a search here. I want to do a search right now. We’re going to go to usdebtclock.org. I’m not trying to depress anybody. But if you go here, there’s a middle column where they keep an accurate track of how many Americans identify as being self-employed. So in America today with a population of approximately 330 million Americans, we have 9,000,000, 9,000,000, 9,000,000, 47,817 self-employed people. And according to Inc. Magazine, 96% of businesses fail, according to Inc. Magazine. Now I’m not saying that Inc. Magazine is the end-all with stats. You also have the U.S. Chamber of Commerce with similar stats. What we’re finding is most businesses don’t ever succeed. So statistically speaking, just so we’re clear, if there’s 330 million Americans out there and only 9 million of them are self-employed, that’s like 3% of our population is self-employed. Now, if you talk about 96% of them failing, we’re down to now only 4% of that 3% is successful by default. So again, if you’re out there today and you feel like you’re struggling, don’t feel bad. You just got to follow a proven system. Now box number three, Jordan works with our clients to figure out your schedule, your boundaries, how many hours you’re willing to work. We’ve got some doctors, true story, we work with who say, you know, I’m going to work three days a week. That’s it. Other doctors say six days a week. Some say seven days a week. How important was it for you and your husband and your team to figure out the hours that you would be open, the hours you’re not open, just in terms of just blocking out that time. For me, it’s invaluable. So a little bit of personal story, I actually just got back from, quote unquote, I guess you’d call it a maternity leave, Jordan. So it was actually the only time I missed a call with him was when I was giving birth. So finding the time for when I needed to work and when family time was invaluable. And I think also having that be a recipe where I could still succeed makes it even more important, especially as a mom and a wife, being able to have my own business, but also being able to have boundaries on when I would actually see patients, when I would work on the business, and then when I would be able to go home. This is awesome. Again, folks, this woman has given birth to a baby, which in my opinion, you deserve a lifetime achievement award. Any time a woman gives birth to a baby out of their body, they deserve some kind of lifetime achievement award. But also she gave birth to a successful company at the same time. So the time will never be just right, but everybody out there, you’ve got to block out time to be successful. There’s never a perfect time. You’re never too old or too young. You just got to do it. Now box number four, if you had to figure out your unique value proposition, and we had to improve the branding box number five. So we look at your website navigationicare.com and a website by the way folks is a little bit like a garden you’re never quite done you’re always pulling weeds always tweaking as we look at it now I’m sure we’ll catch something we want to fix tomorrow or improve or but the idea is you have to eventually launch and perfect is the enemy of done. Perfect is the enemy of done. So I want to talk to you about that for a second. I find that a lot of doctors I work with are hesitant to launch the site until it’s perfect, therefore they never launch it. But I find that the clients that are the most successful can launch it and then say, you know what, I’m going to come back later and fix my lobby. I can go back, come back later and adjust my logo. I can come back later and improve the look of my website. Could you talk about the process of launching the website? What was that like to work with Jordan and your team there, our team and your team? It was really helpful. He was pretty confident in us from the beginning. I was, I guess as a doctor, you’re a little nervous and you don’t want to make videos of yourself. I’m a pretty humble person, so that aspect just needed a little push and shove. He’s done great on the website and and just basically with our navigation, I care logo using that, but also just capturing what the office is, the energy within the office, and also being encouraging when we kind of find a tune, for instance, our no-brainer and our deal on that. He was really helpful in making that succeed. Now, a no-brainer, I don’t want you to get lost with the language. I’m gonna pull up this diagram again. Hopefully this diagram is helpful for everybody. With my clients, they always tell me it’s like it helps them so much to see it. After we start the marketing, this is box number six, the three-legged marketing stool, which is how do we get customers. Once the phone starts ringing or once people start visiting the website, you have to have a no-brainer offer that is so good and so exciting that somebody who doesn’t know you is willing to fill out the form. So just let me give you an example. I’m not the only guy this just in the only guy that cuts hair in the city of Oklahoma City. So if you do a search for OKC men’s haircuts, my company Elephant in the Room is not the only company that cuts hair. But if you do a Google search for OKC men’s haircuts, we clearly come up top in the search results. And then people go to the website and they go, I don’t know about this. There’s other options. These aren’t the only people I’m looking at. They’re not loyal to my button. They’re not loyal to my website. And they look and they go, wait a minute, first haircut’s a dollar. I could try that because it’s the risk and reward, whether it’s conscious or subconscious. People do not want to have a bad first experience. And I see so many optometrists specifically and doctors that say, first exam, only $400. And people are like, huh? And it’s not appealing. And people have been having a horrible experience and they go, man, I spent $400 for a terrible experience. But this is a great offer you guys have come up with. Talk to us about the offer, the no brainer, and maybe what kind of value that’s had for your business. Absolutely. So the first time exam and a pair of glasses is $99. We did fine tune that a little bit. At first, we had a kind of an age range on it since we see all the way from six months up. Since I came back in December, we actually fine tuned that to be $99 for everybody. It’s been excellent. Jordan can attest to this. Our phones lately are ringing constantly. Like we kind of have a blessing in disguise, a good problem to have. Our staff is really busy with constant calls for leads, or even our lead sheet with people that want to know more. It is a great first step as well. So it gets everybody in the door. It’s not a $99 and then end there. We have so many people that take advantage of that as step in the door, and then they love our office and the experience and they want to invest more. They get another pair of glasses, they get contact lenses, they say, oh my goodness, at the checkout, they want to schedule their whole family or their best friend. So it has been invaluable to grow up with this. Nothing that we would have ever thought of ourselves. So completely, completely just mind blowing how much we’ve grown since we’ve started using that. You know, one thing about business consulting is it’s a lot like hiring a personal trainer for fitness. They’re very analogous ideas. If you hire a personal trainer for fitness and you don’t show up, it’s not something you can delegate. You can’t just say, Jordan, you’re my personal trainer, but I don’t want to work out today, so I’m sending my good friend Carl, my office assistant, he’s going to work out in my place. He’ll do some pull-ups, get him on the burpees, get him on the pull-ups, have him run a lot of crushers, okay? Because I want to get in shape, so really push that guy. And I think a lot of people view business consulting that way, it is a participation sport. It is a full contact sport. And if it wasn’t for great people like Dr. Amber, the system wouldn’t work. You know, and with a lot of our clients, we help them design their office, their lobby. But in this case with Dr. Amber, she really put a lot of thought into the design of her business. So when we send people into the actual office, they’re having a great experience in the actual location. The sights, the smells, the sounds, the whole atmosphere is great. And a big kudos to you for doing that. Because again, if we help people market off a cliff, we have a lot of our clients, we do the interior design and we help them with that. But there are some doctors that say, I will decorate my own office. And it’s the worst thing possible. So you’ve done a great job with that. Now we talk about sales, moving into sales. Eventually we have to sell something. Eventually we have to sell something. So sales scripts, recorded calls, one sheets, print pieces, all of that. How important has it been for you to begin to put in sales systems? Because the word sales for most optometrists is almost like a curse word. How important has it been to put in sales systems for your optometry clinics success? Well, I would say it’s been a pivotal point of growth. So we have lead sheets where we get back in touch with anybody who wants more communication. We have call scripts that make it just seamless for our team from day one even. We brought on a new staff member the beginning of, or pardon me, the end of December. From day one, she knew how to answer the phone. She knew what was expected and how to schedule a patient. She knew about the no-brainer. It makes it just a lot easier because of a small practice that just opened up. I don’t really have the time nor am I the most useful in training. As well as my other staff, I would rather have them be answering the phone, scheduling appointments, keep doing their And then the sales part, yes, no optometrist really likes to sell. We would rather like to recommend or prescribe. But it is one of the few practices, along with kind of dentistry, where actually for the profession, yes, I have an eye exam, but we make a lot of our money and a lot of our business by actually selling or the consumer purchasing something. So with the selling process, Jordan would attest to this, I definitely have A-plus players right now. We’ve kind of weeded out the weeds per se and some B and C-plus players, which has been a great stepping stone to a new office. But the energy and the staff really help in the selling for them to know the product, for them to feel confident and for them to kind of quote the deal. And we have checklists for all of that. They make it really easy on, okay, what’s the price on that? Can they get this with it, et cetera. Now, for anybody out there who goes to, you want to see an example of a system once it’s done, I should say, or is getting closer to done. If you go to eitrlounge.com, folks, and you click on the staff button, I unfortunately cannot give you the passwords to my franchise, but this is what it should look like behind the scenes. You basically have all your documents and all your checklists documented. So as we work over the years with your practice to help it grow, eventually we’ll have every system, everything documented. So my staff, if they’re looking for the opening daily manager checklist, they can just click on the link and bam, all the documents are there, all the systems. And it’s a, it’s a process. But at the end of the day, what you look for in business is you look for what’s called a return on investment. Many of our listeners already know that, but I want to make sure we’re on the same page here. My game or my goal, my process is to help you bring in more money than you pay us. And so, you know, I hire an accountant, just full disclosure, folks, I spend about $4,000 a month, every month on the same accounting firm. I have no problem with them at all. It’s called CCK. They’re an accounting firm based in Tulsa. They do work with clients all over the country, but it’s called CCK Strategies. I don’t make a commission for recommending them, although I’ve asked, but I do not make a commission for recommending them. But I pay about $4,000 a month to them. And you might say, well, why do you pay them every month? Well, because every time I have an accounting question, I can get on the phone and get the answer real quick. And so having those recurring weekly meetings keeps the accounting on track. Full disclosure, I work with a law firm called wintersking.com. Wintersking, again, I don’t make a commission, although I’ve asked. Wintersking.com. This is who I use for all my legal stuff. And people say, man, why do you spend four grand a month on your legal and four grand a month on accounting? Are you spending eight grand a month recurring? Yes, because I don’t ever want to get myself in a legal conundrum. I want to stay on top of these things. And I think that’s the same thing with business consulting. We charge you $1,700 a month, 1-7-0-0. Could you speak to, you know, just for the sake of time, what is, when you pay the $1,700, how would you describe the value you’re getting back as far as that value proposition, the 1,700 you’re spending versus the value that you’re getting back? Well, the only word I can kind of think right now is no-brainer. Pardon to say it, but it’s kind of a non-negotiable. So the return on investment is something that really can’t be quantified with the growth we’ve had and just having the stepping stones along the way on what we need to do. And Jordan kind of says it’s kind of like almost like a rinse, rather repeat, keep doing and you’ll see growth. But I think having him there as a coach and that to meet each week is just the best. I think my husband and I are all in, and we would say it’s just part of our business right now. Now, I would tell people if they lived in your area and they wanted to have an eye care experience that is awesome, I would say, you know, hey, it’s $99, okay? So worst case scenario, you go in there and you had the worst experience possible, which you’re not gonna have, you know, it’s just a no-brainer. But at the end of the day, you have to try it out, folks. You have to go to the website. You have to look into it. You have to schedule that consultation. But for anybody who’s in your area, what markets do you serve? Can you tell us what area are you in and where can people, what kind of our, I guess, what geographical area do you service? So we’re located in Chesapeake, Virginia. We are, this area is part of a 7 city or kind of 7 suburb area called the Hampton Roads community. We actually have most of the military. We have the largest Navy base. We have a Air Force base just north of us. So we get an influx of a lot of different communities of people. have been here long-term in the Chesapeake area that’s very rural, but growing. We also get people who are from Norfolk, who are from Newport News, who are across the water. It’s really seven cities that is an inner structure of just different bridges and land. Quite different than the Midwest, although my husband now is more reserved out of the Navy, active duty, and we just are really blessed to serve a community that supports the Navy and the people in it. And we’re just a quick, brief 14-hour drive from your office. So if you’re in the Tulsa area, it might be worth the 14-hour drive. You’ll have to do the math, folks, but it’s only 14 hours away from Tulsa, Oklahoma. Now, if I have a question I have here for you, and again, we help you with the HR, the hiring processes, the checklist. There’s a lot of stuff we do. I just wanted to be able to celebrate your success and that 200 plus percent growth there. But for anybody other than thinking about scheduling a 13 point assessment, we have thousands of testimonials. People can see by going to thrivetimeshow.com and clicking on the testimonials button. But what would you say for anybody who’s thinking about scheduling a free 13 point assessment? You know, because we only take on 160 clients, so I don’t want to waste anybody’s time. I don’t want anyone to waste their time. What would you say to anybody who’s thinking about scheduling a free 13-point assessment with myself? I would say 100% go for it, with the caveat, are you willing to put in the work? Are you willing to be held accountable every week? And are you excited about growing more than you probably could have ever imagined and more than you’ll be able to do on your own? Boom! Doctor Amber, I really do appreciate you carving out time. Jordan, thank you so much for making this happen. Jordan’s always bragging on you and it’s great to be able to celebrate you here on today’s show. Thank you so much. Thank you. Appreciate it. Take care. 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 wanna do is we wanna 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 wanna let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both 1.3 billion dollar companies. They both have 2 to 3 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, you know, asking our customers for reviews and now we’re the highest rated and most reviewed Pest and Lawn 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, 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 we it was a system that we that we followed with Thrive and in the refining process and that has obviously the 411 percent shows that that 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 and more new customers last year than we did the first five months or I’m sorry the first We booked more deals last week Then 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 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. 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 is it a diligence and consistency and 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, and we didn’t know. 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. You know, they implemented those systems, that 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, I 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 180 new patients in the same month. And overall, our average is running about 40 to 42 percent 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 are looking for. I went to the University of Oklahoma College of Dentistry Graduated in 1983 and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985 Hello, my name is Charles Kola with Kola 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 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. 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 Crockwell, 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. I’ve seen guys from start-ups go from start-up to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, organizing everything in their head to building 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. 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 you. 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. 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. Anyways, just an amazing man. Anyways, impacted me a lot. He’s helped navigate any time I’ve gotten 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 wanna 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. This is our old house, right? This is where we used to live a few years ago. This is our old neighborhood. See, it’s 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 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, times a thousand. The Thrivetime 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, and 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 back if you don’t love it. We’ve built this facility for you and we’re excited to see you.