Why Simplicity Scales and Complexity Fails and Why Aaron Antis Loves Society Burgers

Show Notes

Clay explains why simplicity scales and complexity fails, why Aaron Antis loves Society Burgers, why he is colorblind, how to overcome self-doubt, how to overcome the fear of rejection and why you must commit to getting 100 rejections per day.

Step 1 – Create a visual flipbook for potential customers filled with ample examples

Step 2 – Show visual examples of anything you want to sell 

Step 3 – Make package deals 

Step 4 – Make the pricing simple

Step 5 – Make the agreements simple and transparent

Step 6 – You have to be able to teach someone who’s not you how to do it in 15 hours or less 

Step 7 – Install video cameras and call recording 

 

  1. He is wanting to create an A,B,C style package offer for his Dream 100 wedding clients (Example – Standard, Deluxe, Premium)
  2. With lighting, sound design, and projections, what would be the best way to organize three packages for brides to choose from? 
  3. What could he offer wedding planners and wedding venues in order to refer to him?  
  4. Dream 100 – 
    1. NOTABLE QUOTABLE – “For a lot less money, you could send a special direct mail effort to just the best neighborhoods where the best buyers live. The secret is to do it continuously so that you build top-of-mind awareness among those best buyers.” – Chet Holmes
    2. NOTABLE QUOTABLE – “Best buyers buy more, buy faster, and buy more often than other buyers. These are your ideal clients. Have a special effort dedicated to just the dream clients.” – Chet Holmes
    3. FUN FACT – “Only 3% of any market is in the “buying mode” now.” – Chet Holmes 
  5. ACTION ITEM
    1. Package A
    2. Package B
    3. Package C

I just stumbled upon your podcast today. Not realized that you were a Minnesota Boy. But I recognized your face. Then I saw the name. I graduated from Dassel Cokato in 1998. You probably don’t remember me, I barely remember you. But it’s encouraging to see someone from a small town make it happen. 

I have been listening to your podcast, I find it entertaining and educating. I especially enjoyed the Napoleon Hill quote show. I struggle with the “fear factor ” mostly the fear of failure. I fall into the trap of “not staring” because then I can’t fail.  What recommendations do you have?

Keep up the good work. Again it’s nice to see someone from D/C make it.

NOTABLE QUOTABLE – “Rather than setting goals for the number of yes’s you are planning to get each week, you set goals for the number of no’s you’re going to collect.” – Richard Fenton, Go for No! Yes is the Destination, No is How You Get There

NOTABLE QUOTABLE – “Courage is not the absence of fear,” he stated. “Courage is acting in the face of fear. It’s being afraid of something and doing it anyway.”- Richard Fenton, Go for No! Yes is the Destination, No is How You Get There

NOTABLE QUOTABLE – “While we have absolutely no control over the actions of others, we do have total and complete control over how we react. What if we decided to make each no we received and every rejection we encountered something that empowers us? Instead of avoiding rejection, what if we made the decision to seek rejection? Instead of avoiding no or perhaps simply tolerating it, what if we went out of our way to actually go for no!” –  Richard Fenton, Go for No! Yes is the Destination, No is How You Get There

Questions:

  1. When you know to start taking money out of the company (Done delaying gratification)?
  2.  S Corp or C Corp?
  3.  How to determine a finish line?
  4.  How did you handle self doubt?
  5.  Did you experience failures? What Did You Learn From Them?
  6.  Is there a practical way to avoid making mistakes?
  7. Is advertising on a trailer magazine worth it?

FUN FACT – The biggest difference between C and S corporations is taxes. A C corporation pays tax on its income, plus you pay tax on whatever income you receive as an owner or employee. An S corporation doesn’t pay tax. Instead, you and the other owners report the company revenue as personal income.

NOTABLE QUOTABLE – “University administrators are the equivalent of subprime mortgage brokers selling you a story that you should go into debt massively, that it’s not a consumption decision, it’s an investment decision. Actually, no, it’s a bad consumption decision.” – Peter Thiel

  1. What things should we look for when deciding whether or not a company is a good fit for our giveback program?
  2. How do you recruit good people without spending tons of hours on the hiring process?
  3. If you had to pick between a loyal, kind, but a little slow employee and one who is sharp, quick, but brash and rude with other employees, which would you pick?
  4. How do you manage the daily email tsunami? (Petty interruption derail you and take up lots of time)
  5. When you are multilocation, how do you balance having the same systems and procedures at all locations and also tailoring your service or your marketing to the culture of each city? (We have some locations where digital marketing works well, other locations that are too rural to care about Google rankings)
  6. In a church setting, how do you fire an underperforming volunteer without upsetting their whole family and 5 of their friends, causing them all to leave the church?
  7. What do you do to stay motivated when you have been at the grind for months and seem not to be making too much progress?
  8. When you have a book written, designed, etc – what are your best tips for launching the sales?
    1. Website
    2. Public Relations Kit
    3. Dream 1,000 of Podcasts
  9. If you have been in public speaking for years, where would you start looking if you were wanting to bring the speaking to the next level?
    1. Dale Carnegie – How to Develop Self-Confidence And Influence People By Public Speaking by Carnegie, Dale (1991) Mass Market Paperbackhttps://www.amazon.com/Self-Confidence-Influence-Speaking-Carnegie-Paperback/dp/B00ZT1LPNG/ref=sr_1_10?keywords=dale+carnegie+speaking&qid=1583073397&sr=8-10
    2. Brian Tracy – Speak to Win: How to Present with Power in Any Situationhttps://www.amazon.com/Speak-Win-Present-Power-Situation-ebook/dp/B00144NLBG/ref=sr_1_2?keywords=brian+tracy+speaking&qid=1583073512&sr=8-2
    3. Born Standing Up – Steve Martin
    4. Watch TD Jakes – https://www.youtube.com/watch?v=itnoy6rhSHQ&t=1730s 
  10. Should you improve your own weakness or should you hire your own weakness?

NOTABLE QUOTABLE – “Whatever you do, work at it with all your heart, as working for the Lord, not for human masters since you know that you will receive an inheritance from the Lord as a reward. It is the Lord Christ you are serving.” – Colossians 3:23-24

Business Coach | Ask Clay & Z Anything

Audio Transcription

Speaker 1:
On today’s super quick three hour show. We discuss why simplicity scales and complexity fails and why Aaron Antis loves society burgers. We also get into why I am colorblind, how to overcome self doubt, how to overcome the fear of rejection and why you must commit to getting 100 rejections per day. All this and more on today’s ultra quick three hour edition of the thrive time show

Speaker 2:
Grabbed the duct tape and mentally prepare yourself for yet another mind expanding knowledge bomb from America’s number one business coach clay Clark.

Speaker 1:
Hello?

Speaker 3:
[Inaudible].

Speaker 1:
Yes, yes, yes and yes. Jason, on today’s show we are providing some clarity for a listener out there who has a sound in lighting company that you know well, yes, he’s based in the Los Angeles area and he has some questions about packages. Dr Breck, how are you doing this morning, my friend? I’m doing well, clay, my voice is a little weak but I’m doing well. Were you out partying last night to a Jonas brothers concert or something and his voice is weak because his body is so strong. Thank you thing. Now it was some allergies, some drainage got down in there. So it’s actually coming back. So you went to two all night, Jonas brothers concert drainage. Is that, does that come up? No. Okay. Okay. So, well, I want to ask this because you are a chiropractor. I am. And you and I both know as entrepreneurs that any time you present a customer with too many options, yes, their head explodes.

Speaker 1:
Absolutely. Unless it’s the cheesecake factory. And for some reason it works because it’s such an elaborate build-out, it makes no sense. But I want to ask you this, Jason. I just think of like a convenience store with like the candy, you know, IO. I mean you see somebody stand there for minutes and minutes and you’re like, that’s not so convenient when they can’t make a decision. So I want to break down this idea. Simplicity scales and complexity fails. Steve jobs talked about this all the time. So this listener here, he has a sound and lighting company and they do. Jason, can you explain what this listener does for a living? Yes, they do a event production anywhere from projections for let’s say keynote speakers to leveling the sound for a concert. They do private parties. They just most recently did a gig for a LA Reid’s new, a indie label out in Los Angeles.

Speaker 1:
Are you serious? Yeah. So basically the Jonas brothers one that Brecht got his sore throat from no, but he has done stage production for Steve Aoki and the doors in Chicago. This Justin, he knows what he’s talking about. Yes. Now I want to go back to this core idea. Complexity fails, simplicity scales. Let’s try again. Simplicity scales, complexity fails. So to my right, I have a slate microphone that was given to me by Colton Dixon. I’m going to explain to listeners why I do not use this mic very much. I have wanted to ask you that.

Speaker 4:
Okay. Well, the mic that we were just using a moment ago to record with Charles is a condenser mic and it has a very, very sensitive pickup pattern. So in this microphone, if I back up here, you can kinda hear it, but not very much. Right? If I get really close you can hear it. I do that because I broadcast from my house often. So if I open the door right now, the is open out to the man cave in the waterfalls. Not on right now. But if I turn the waterfall on it for the freeze stops, it sounds like the raging Rapids out there. Yeah. But if I’m recording you probably won’t hear it. Right. Also, what weird animal sounds have you heard this morning, Jason, when you’re pulling in? Well, Breck just pointed out apparently there was an Al going nuts. There’s a rooster at like what I got, I started walking up here like four 45 weeks.

Speaker 4:
That guy up, I get up at three and wake him up every now and then I hear coyote. Okay. Yes. There’s a lot of noises. That’s the wildlife out there. And all I’m saying is when you live on land with thousands of trees, there’s, there’s a lot of benefits to it. But also when you go out there, if I’m in the hot tub or something, you will hear like a, Whoa, something’s getting neat. And it’s kind of primal out there and so, and that might not be the, the sound that is the most conducive to learning entrepreneurship. But if I hear it and, and it’s obvious, I will mention it to the listeners so that way they occasionally will know what’s going on in the background. But if you were listening to the show and inadvertently all these sounds are being picked up, it would be a little bit crazy.

Speaker 4:
This is how the show would sound if I used the slight microphone, you’d hear that all the time because the background noise is that Mike would pick up every possible sound. It’s just, it’s such a sensitive microphone. Now in addition to being a sensitive microphone, the slight microphone is one you use to record songs. So Colton Dixon will record music with that. So if you’re a top 40 recording artist, you might be using a slate mic that Mike also requires customized programming because it can imitate the pickup patterns of even the most expensive microphones on the planet. Wow. So how many people in our office are going to be here? Jason [inaudible] with me with for every single show that I can also teach how to program that. Mike, how many people can you think of? They’re going to be with me on every single show that I can also teach to program that microphone.

Speaker 4:
I mean, maybe Andrew, Devin, every show. No, definitely not every show. What time are we recording this show? As of right now, it’s six Oh seven. What time did we record our show yesterday? Oh, we’ve recorded, we start, we always start a Saturday and Sunday, like five. Do we record yesterday or no, we did a reef episode with Carter. That was at [inaudible]. We did on Saturday at six. And then, so then we’re recording today at six. So Saturday at six, Sunday at six. But then we record Monday true at three, Tuesday at three. Unless we don’t because it’s always in the schedule, but sometimes a guest will cancel. Yup. And so like [inaudible] next week we’re interviewing the of Netflix

Speaker 1:
And the founder of a square and a Spicer. The the the former for a Trump, you have a lot of cool people next week, right. What if any of them were to cancel or reschedule? Then I have to move stuff around. Yup. So, and I say I have to move stuff around. I mean, I have to move stuff around and I have to move me around my schedule. Sure. And so brick, I can’t necessarily call two people and say, Hey Devin, Hey Jason, can you also move your schedule around? Right, right. So I had to build a system that was so simple that even my small brain could handle. And so we use microphones that I can do on my own by myself. And I have Devin here is a backup plan and, or Andrew, but if we used a complex microphone, nobody else could do it.

Speaker 1:
And how often brick have you seen it? Where there’s a cool piece of equipment? Maybe back in the day you bought a cool piece of equipment, a cool piece of software, a cool a customer relationship management software, a cool piece of technology and nobody can figure it out. Oh, I’ve definitely seen that happen. Seen this happen. Yes. I was talking to a doctor just the other day. He was bragging about this $110,000 piece of equipment that you know, it’s, it’s not even gotten close to paying him back after the last, you know, eight, nine, maybe even 10 years. I see so many entrepreneurs, Jason, and I’m sure you’ve seen it too, that go out of their way to buy really nice expensive software and then none of their employees can figure it out. Have you seen this as well? Oh, sadly, yes. What kind of software can entrepreneurs never figured out?

Speaker 1:
Anything that’s a CRM that also allows them to operate like a point of sale. So customer retention, Maine, is that a CRM, this customer member? Customer relationship management. So, okay. Yep. And then of course, you know, the point of sale system. So like Zanotti is what we use for elephant and it’s great, but we had to spend, what, three, eight hour days. The manager’s learning it. And then when it was active, people still had questions and were training managers and assistant managers everyday. And I think other than Jonathan, myself and manna, nobody really understands that software. Now throw out all of the variables, all the cool tools that Zanotti has that you know, I’ve never used. Oh man. So we’re never going to use really cool stuff that I’m never gonna use. So you can set parameters to say, okay, well if your shop has X amount of employees and you can see X amount of people per day, you could see basically the projections of all your sales.

Speaker 1:
You could do, but nobody really, nobody was ever going to look at that. We’ve got probably 20 different reports that we can run just to figure out the status of our members who’s active and who’s not. We can run a report for every single bit of inventory. Then you go over, Oh man, the inventory side, you’ve got procurements, you’ve got Oh, what’s the other one? Reconciliation. You’ve got all this crap that nobody, I, Hmm. Man and myself are the only people who have ever used the inventory part of it whatsoever. And nobody who works for us is going to ever use it. No, because it would require

Speaker 4:
Me teaching them all these things that we never use. Yeah. So we’d go back to our listener here, Brett. He has a sound and lighting company and he says, Hey, what are some package ideas? Right? And I’m now going to unleash knowledge bombs where I had to do this because I have built several multimillion dollar wedding companies and entertainment related companies. And so to our listener, I would say this step one, you’re going to have to make the packages simple and easy to scale. Otherwise you are an artist and not a business owner. Oh no. So there is business or business, right? So brick when somebody checks into your into your chiropractic center, right? How w who greets your patients? We have a front desk manager. So they’re, they’re standing right by the front door. In your tenure as a chiropractor, how many times have you had a different person greeting patients?

Speaker 4:
All right. I don’t know. I’ve lost count. Why? Why can’t you retain people for 18 years? What’s wrong with you? Things happen in life. You know, whether that’s a new new marriage, a new baby, a, a job that takes them out of town, out of state. See Reed Hoffman, the guy who started LinkedIn he’s a very successful venture capitalist. He’s works at Greylock partners right now, but he’s, he built the LinkedIn, the online let’s call it the social media app for business owners, for people wanting to build a resume up, that kind of thing. Professional social media, social media, LinkedIn. He also bought lynda.com. He has mentioned this, that it’s called a tour of duty. Yes. And because of the world we live in today, nobody’s going to get a job at Kimberly Clark or Hewlett Packard or Coca-Cola and just stay there for 35 years and then get the gold watch.

Speaker 4:
They’re not going to do it. Right. It’s a tour of duty. So people are going to be with you about two years. If you have a really growing company, people might be with you 10 years. If you’re growing and there’s opportunity to grow, but very few people are just going to sit there behind a desk and hang out for 30 years for a gold watch. Right? So what happens when you build packages? If this, if this sound enlightened guy were to build super complex lighting packages that took you, I dunno, a year to learn what would happen eventually. Well, I mean you spend all your time training up these people and then about the time they’re getting it and getting a flow, getting in the zone, then they’re leaving. And so you waste so much energy and time, you never get that momentum going forward.

Speaker 4:
So Jason, if you could take notes of the steps here for our listener. I’m gonna break it down. Step one, I need you to create a visual flip book for your potential customers. If it all uses fewer words, it’s possible, but make it a visual flip book, Steve, current time and have you hop on the mic real quick here. So a visual flipbook why? If you’re sitting down with customers, dr Breck, and you’re showing them wedding packages or entertainment packages, why do you want to be able to flip through a book and say, which of these do you like the best as opposed to giving them a written description of things? Well,

Speaker 1:
Excuse me. So I assume it’s a lot like, you know, just a, an ordering board menu. You know, you want to, you want to have the pictures, you want to have it very easy to see, but yet you’re going mobile with it because you’re going to the customer. And so you got to have a very clear, easy, concise way of saying, this is package a, this is package B, this package seat without, nobody’s going to stop and really read it, read all the details they’re going to get lost in the minutia of all of that. You know, this includes X, Y, Z, you know, in the details. I think you need to have it very clear, concise and visual, if at all possible. So again, create a visual flipbook for your potential customers filled with ample examples that the human mind can handle, right?

Speaker 1:
I mean a picture says a thousand words, so you know, use the pictures. So you got the pictures, you bring it down to a third grade level and somebody out there says, I don’t understand what you guys are talking about. Okay. I, I’m with I, when I ran the company DJ connection back of the day, a lot of brides would spend forever agonizing over what colors their bridesmaids were going to wear. Jason, for your wedding, what colors did the bridesmaids where? Oh, we went through so many iterations. Real quick. This is the point that right there is the point thinking about it and it was gray. The choice is gray, but it’s just like what we have Mav gray. We have light. We have just say Mav gray. I don’t know what it means. It just a word that was thrown around. Are you making up words over the know?

Speaker 1:
Like I know ours were pink, but I know pink is not the right term. There’s like 10,000 colors, shades of pink. That’s why for the groomsmen it was black and white, white shirt, black pants. Ours are kind of an ambiguous gray. So what you do though is you have to create a visual flipbook for the bride. And you’d say, Hey, if you want to light the room to match the decor of the bridesmaids gowns to match the apparel, to match everything. If you want to light the room to match the way the brides or the bridesmaids are dressed and the whole color theme, you just tell me the hex code and I’ll make it match. And the moment I say hex code, they go, I don’t know. I don’t get it. I don’t get it. So you go, okay, so let me just, you show them a flip book and you say, let me show you how it looks. And you’re flipping through and they can see all the uplights shining up on the walls at the Mayo hotel or different nice venues. And they go, Oh, I like this one. But you got to have a visual flipbook Steve, when you talk to your clients about mortgages and you give them, when you finally get to the point where it’s time to close on the loan, how often does somebody read through the entire mortgage packet and read every line before signing it

Speaker 5:
With me? They never do. Why does I tell them? You can read all of this right now, but if you disagree with any of it, you’re not getting the loan. So we’re not changing anything. So if you’d like to read this when you get home tonight, then go right ahead.

Speaker 1:
But when you go to a, how much signing, how much paperwork is somebody signing to buy a house? A lot. I mean there’s, you’re a mortgage banker. You guys did tutored in $51 million of loans last year.

Speaker 5:
Yeah. People sign 70

Speaker 6:
Plus pages. Usually every time someone sues a lender for something, we create a new document for people to sign it so she can see for that. So we have a, Oh, we have a form that all it says is that you have to pay in U S funds. Now why do you think that happened? Someone tried to pay their mortgage with like pesos, pesos doesn’t take Bitcoin Rand or rubles. Rubles. I remember when we bought our house, it felt like we were signing papers forever. I’m like, I’m pretty sure I’d just signed that same piece of paper. And they’re like, yeah, keep going. My short thing to do is to say at the very end here, I did this on Friday to closing. I look right at the closer with a super serious look and say we need two sets of originals. They like sign all of them and then the client just gives you this look like, seriously? I’m sorry. Did they not tell you? Yeah. Next time I’m going to do it presidential, I’m taking a different pin for every signature. We’re going to talk through those things off.

Speaker 4:
I want to make sure we’re getting this idea. So when people go out there and they get a mortgage, they’re not going to read through all the paperwork. So Steve’s job is to simplify it and say, all right, this right here essentially States that the closer does this, but this right here essentially States this, this page States this. But if you gave somebody that document and said you have to read this thing in its entirety before signing, how many people would you think would ever do it?

Speaker 6:
No, none of us would. I don’t know. Even if you gave up two hours to do it, they wouldn’t do it cause they furthermore, they don’t care.

Speaker 4:
So when you’re sitting down for our listener out there, if you’re sitting down with an event planner and you’re trying to help them choose a package, step one, you’ve got to create a very visual flipbook, a P, M, H, O, K, C, one of our clients, they have the best catalog. You’ve seen that, Jason. It’s awesome. You flip through and you can see outdoor, a CIM and a, as you can see, outdoor chimneys, you can see outdoor fire pits, you can see pergola, you can see pools. They just flip through it. Flip, flip, flip. And then you see, you find what you like. Second. Jason, you want to show visual examples of anything you want to sell. So yeah, you have a flip book to show examples of what you can do, but anything you want to sell, you’ve got to have examples of, I took my wife or my kids last night, what took cabana and my mom and then my mother in law because my wife is in Dallas, but I took Havana and my mother in law and my mom last night to the society out for dinner. Have you been there breakfast you’ve been there definitely is this God, it blew my mind. Rick, you’ve been there. I have current interview. Been there?

Speaker 6:
Yeah, we, Oh. We have some friends that are like restaurant snobs and they listen. They know who I’m talking about, how we hate that place. We tried it twice. Listen, Jeffrey, they won’t. Oh, are you serious? I’ve got to force them to go. They won’t go there. They you. You know who it is. That’s my Tuesday date night people and they won’t go there. They won’t, but we’re working on it because I like it too. They, they say they’ve been there twice and they had a bear. I think so. Yeah. Really even talk says, Oh yeah, we’ve been there. They haven’t like, no, they said we would have more detail.

Speaker 1:
Well, you know how search engine optimization works, right? It’s what you do is when you you, you, you take the words in the show, Jason, you know what we do is we transcribe every show, right? And we transcribe every show. There’s four variables that impact your rank and Google, right? So one is the canonical compliance of a website. True. Two, it’s the mobile compliance [inaudible] three, it’s whoever has the most original content about the subject. And fourth, it’s the most reviews. So I, I’m what I’m hearing you say to, and I want to make sure I mentioned it at least 10 times during the show, is it Aaron Antis loves the society, right? Doesn’t eat right. I think Aaron Antis said that society burger is his favorite burger chain. That’s what Aaron Anta says, said, favorite lunch place society. That’s your name. It’s what he loves. It’s more Deb. Okay. Deb, I outta tube. I’m sorry. So, so Deb does restaurants. What restaurants does Deb like in addition to the society, which Aaron Antis loves some.

Speaker 6:
Dave you know the local bison. Has anybody been to the local bison to local bison downtown? It’s downtown. Downtown salsa. Yeah. No, I can’t go there. It’s called the local bison. It’s got some good burgers. We’ve done some downtown BA stuff, you know, and like try to go to a different place every week.

Speaker 1:
Why? Why do you think Aaron Antis likes the society so much? I don’t, I don’t know why Aaron Antis loves to put that on the title tag of the show, I think because, because Aaron Antis himself is very high society. It has society’s name, so he’s, he’s kind of big timing us and that’s why he does it. I’m, this is going to win. It was going to happen soon as Aaron Antis is going to Google his name and it will say why Aaron Antis loves society burgers. Okay. So step one, you create a visual flipbook for the potential customers. Step two, show visual examples of anything you want to sell. So we go back to the society last night and you flipped through their menu and they’ve got some pictures of some stuff right. And my mom looks through and there’s like a blue cheese hamburger or something. And Steve, by the way, thank you for the high ball. Oh, you’re welcome. God, I knew you were probably needing it. I’ve only got like four left now. That’s a crisis.

Speaker 6:
I need to switch your auto ship from pinion wood to highball. That’s what we have to do. Let’s make that happen. It seems like you have plenty of pinion wood, so it’s going to go to the high ball. This is great. This is some great stuff right here. I was leaving the house and I was taking a sip of mine and I bet or I said, I bet clay when really I really

Speaker 1:
So again, but my mom’s looking through the menu and she sees him. He goes, Oh, that looks good. Good. There it is. See that. See, that’s the thing. Oh, that looks good. Delicious. Yeah. Very few people look through words and say, Oh, that reads good. Right? I’m serious. Yeah. I’m working on this book. I’m editing right now over here. And this is the if the walls could talk and I’m editing this thing and I’m starting, whenever you edit a book, you get to a place where you hate your life and you say, what have I done? What choices have I

Speaker 6:
Like? When you’re editing a book like that and you’re in your man cave at two in the morning. Yeah. Do you feel like you hear voices? Like, I dunno, from the walls. I don’t know, but I was definitely,

Speaker 1:
Oh yeah. Maybe I could just say I was, I was, I cut myself off last night at 11 o’clock. I’m like, I gotta be done. But you’re working through this and I know how readers read. That’s why I make the books the way I make them. But Jason, the boom book, which we have here. Yeah. Why is it, why do you think I fill this thing with somebody? Visuals because it helps people engage, but people are also looking for that. Like, that’s one of the biggest issues I ever had when I worked there at restaurant industry, was working at a sushi bar. I have a menu and nine times out of 10 people would come up to the bar and interrupt me while I’m trying to roll and not cut my fingers off. I’m like, sir, what does, what does hamachi, what is [inaudible]? What is, what is the slow drizzle?

Speaker 1:
Or they’ll say can I ask you what’s included in this? And it says right there, what’s included, right? So what happens is when we go through the boom book at conferences, people come up to me all the time and say, we just had a guy we interviewed this morning, Jeremy, who’s dyslexic. Yup. He struggles to read. So this book would really help them. Most entrepreneurs, by the way, Brett, you’ve been to a conference before. People always tell me that they flip through the book and they’re like, Oh, I love that. I like is, it’s more like a magazine. I mean, yeah, it’s full of content, tons of content, but yet it’s easy to read quick. And you’re right. Lots of visuals. Now have you, have you read the book up mastery before Jason mastery by Robert Green? I have not. I don’t know where it is on the shelf right now, but that book, if we went through that as a group, people would shoot themselves while I’m looking at if looking at search engine I’m like God I hope there’s pictures in there.

Speaker 1:
Yeah, I mean not really. There’s very few pictures in the book search search engine for dummies. Right. That’s why reading it almost caused my head to explode. So I’m just saying if you’re out there today and you want to sell something, step one, create a visual flipbook for potential customers filled with ample examples to show visual examples of anything you want to sell. Three, here we go. Three. Here we go. You want to make package deals, package deals now brick, you sell things. I do. You are a chiropractor. I am. Why do people tend to want to package things? And I’m not sure what y’all you package, but why? Yeah, we have different packages that we offer throughout the year or monthly specials that were packaged together. And I think one is simplifies it one more step. So we do like five visits at one time for one price and it’s just brought it more simple, you know they don’t have to do it five different transactions.

Speaker 1:
They’ve done five in one. So that’s, that’s simplified. And then they also get a discount. But we also have packages where we’ll do a set of adjustments as well as a massage or a tens unit. You know, custom fit orthotics, I mean different things, some nutritional supplements. We bring them all into one and then, you know, it’s like, it’s ready to go. It’s easy, it’s convenient and people love it. Can I let you in on it? Just a crazy, awesome secret. Yeah. The other day I love reading these books. By the way. Have you read these books? [inaudible] Jason, every African American that’s on a book covers not your father. How would I know clay? Oh, wasn’t first off. I don’t even know they’re African-American because I’m color blind. I don’t see the world that West. I put up this cover of Picasso, Washington Carver, Carver. I put it up here and to me they’re

Speaker 4:
The same. They’re, they’re the same person there. But anyway, so I love George Washington Carver, but I’m a big fan of peanut butter. Steve, I love these books. Look at this book real quick. This is George Washington, Harvard. This is Picasso. I love these books. And because on the backseat, if you go to the back of the book, it has a timeline of their life and stuff. Well, I go in, I’ll usually go buy these things like 10 at a time at Barnes and noble. And the lady says, sir, do you want to get a good dive, a chocolate to go in? Cause I want to stay married one more week. I always say yes and get one for my wife know. Right? But here’s the deal. If I get 10 of these, they had a little special. Hey, if you get, I have like nine or eight, well sir, if you get 10 then you get 10% off of what? There’s always a bundle, right? Sure. So, even though I know I’m going to spend more money to get the Godiva chocolate bar for free, right. Most people do it, Steve.

Speaker 6:
Yeah, they do the same thing with high ball at quick trip when they used to sell it quick trip. How did, how did that work? Did you buy like 10 you get one free or something or just you, if you buy two, they’re five bucks or they’re $3

Speaker 4:
Did you feel like you’re getting a better value? You feel like you’re getting a better deal? Every time I go into guitar center, if I buy a microphone or a quarter a cable, it’s like, Hey, if you buy, you know your mind $2,000 of stuff today, if you buy an extra of $100 of whatever, we’ll go ahead and throw in that warranty for free. Right. And then you’re running around going, I already have, you know, 45 SM, 58 mikes but I need one more probably cause you got to find some, it’s another a hundred dollars to get that deal. But the package deal works. The package deal at elephant in the room and the package saying, talk about the package. Oh the packages are great because you give people three options, good, better, best or cheapest, most popular. Holy crap, that’s expensive. But you’re not coming in saying, Oh sir, would you like a pompadour with a three and a half fade on the side? Cause people aren’t gonna know what that is. I mean there are so many gentlemen who have no earthly idea what length they want their hair. So we just say, Hey, which one of these packages do you want to pay for it? We list everything you get and then the stylist takes it from there. Now Steve, point number four, you want make the pricing simple. Steve, let’s do this real quick. Let’s say I want to get a mortgage for $300,000 approximately. What’s that going to cost

Speaker 6:
Per month? I’m not really into approximates, but if you move about 30 seconds, I’ll go to my handy dandy mortgage calculator available and that’s, don’t put, don’t play the game with me, Steve. And like if he did a $300,000 loan and you put like the minimum down yup. Which I’m going to say would be like 5% down. And you want taxes and insurance included in that because you don’t want to be paying those signs. I don’t want to be paying that note. Yeah. So is this going to be on a brand new house? Brand Shaw homes built it will show homes. We’ll try to build the house. If Aaron [inaudible] says not the society. Right. Cause he loves the society. Aaron ANSYS loves eight 73 13, including taxes, eight 73, 13. [inaudible]

Speaker 4:
What I tell Christ, this is what I tell clients all the time. And Steve, you tell me if this math is pretty good. They say, because a lot of my clients want to buy a house for the first time or they want to buy another house. And I said, go talk to Steve,

Speaker 1:
But approximately for every a hundred thousand dollars you borrow, it’s going to be about 600 bucks a month currently. [inaudible] And they go, what? And I go, yeah, it’s pretty close. I said, so if you’re going to borrow, and again this is just based off the current interest rates, but they’ll say, well how much would it be for a $400,000 house? And I’m like, well it’s about $600 per month per a hundred thousand bucks borrowed so you can do the math. They go, okay, and at least let them know. Cause Steve, people who never bought a house before, don’t think about it that way. They think it’s not possible. It’s not affordable, right? I’m like, no, no, it’s super affordable for about $600 per a hundred thousand bucks per month. You’ll be, this is what it costs. And they go, so if I buy a $200,000 house, it’s only going to cost me 1200 a month.

Speaker 1:
And I’m like, yeah, approximately. But then their mind, they think it’s like 2000 a month, Steve. Or they think it’s like 2,500 a month. Right. And all I’m saying is you’ve got to simplify that stuff because if you don’t make it simple, people won’t move forward. True. So to our listener who says, how do I sell wedding packages? One, make a visual flip. What Jason flipbook. Yes, four potential customers filled with ample examples that the human mind can handle. Step number two, show visual examples of anything you want to sell. True. Step three, make package deals. Step four, make the pricing simple. Step number five, make the agreement simple and transparent. A simple and transparent, simple and transparent. We’ve all gotten to a place that does a memberships for a massages or it could be other industries too, but I just, all I’m saying is that there are places where you sign a membership, you massages and you find out you have to talk to Moses.

Speaker 1:
You get Moses, Jesus, and the speaker of the house in the same room to cancel that thing. Yup. We’ve all seen that before. A gym membership. I’m so envious of that. Have you seen this before? I, by the way, Aaron Antis loves the society. We talked about that yet. I don’t know, but it doesn’t require ministry. But you know what? I’m talking about breakfast. We’ve all seen this where you’ve tried it. Have you ever tried to get out like a phone bill before and you just couldn’t? Yeah, it was like the gym membership, so you actually had to move. I think it was like more than 120 miles away really before they would cancel it because they considered that a reasonable commute to get to in front of the gym. Hey, we moved to Texas when I was like Sally and I were first getting married like back when you guys are always making out all the time. We still do, but we have a condos. It was like a tanning membership thing or whatever and they made you come in. You had to physically come into their store at 61st and Memorial and sign something saying you wanted to cancel. I have a question as an African American, why do you have it as an African American? Why do you have a tanning membership? Come on Steven. I know you’re colorblind.

Speaker 7:
You’re not. I thought you guys were broad. No, I almost asked how I see the arrows asked at the last conferences.

Speaker 1:
Steve Currington was my real dad, but it wasn’t there from the waist down. [inaudible]

Speaker 7:
I don’t know what you mean. I don’t know. I don’t know what you mean.

Speaker 4:
But we could tell you. I can explain it for the dear listeners, if you don’t need a diaper, Atlantis love society burgers. Okay, so here’s the deal. So step five, you’ve got to make these agreements simple and transparent because we’ve all been roped into a deal. There was a gym membership for a place in Tulsa. I’m not gonna mention the name, but I go in there to cancel. And they said well sir, we could do a reduced monthly package. Yup. I’m going, I’m moving 15 miles away. I’m just not, we’re not going to do it. Well, they looked at me like this has never happened. Like we got crisis here. Right? And they used to call the manager. That’s what they did. So they get this guy in who clearly he lives off a protein shakes and the energy drinks and he’s an intimidation.

Speaker 4:
Yeah. And he’s like, well, sir, I hate to lose you. What if we did? And he’s trying every possible move, right? And then he’s like, well, I’ll need you to sign what we call release now. What that’s going to do is I need you to prepay the next two months to get it. And we’re just, I’m like, no. And he starts to get, and we worked through this and he’s like, well you did sign here on this and he’s got this big old document. It looks like it’s like the F. It’s like the founding fathers wrote this. It’s like the Federalist papers. He’s getting out the Federalist papers or a copy of my mortgage. Is it like a scroll? He, he’s getting out a scroll, like a, a a rope. It looks like the entirety of the menu at the society where Aaron Antis goes all the time.

Speaker 4:
It’s just an incredible, it’s a, it’s a massive document and know what I’m saying? It frustrates people. Don’t make it simple. Make it easy. Now step number six, Jason, I wanna put this on the show notes. You have to be able to teach somebody who’s not you to do it right. Oh, that’s good. So you got to practice it until they can’t get it wrong. And you’ve gotta be able to teach somebody to do it in 15 hours or less. Because brick, if you build a system that takes more than 15 hours to teach someone how to do, what’s going to happen? Well, it’s not going to get done. I mean, it’s just like Jason was saying with all the, see us, see him, see our customer relationship management. Yes, yes. They’re not gonna use it. They’re not going to actually utilize it as a tool and they’re going to avoid it.

Speaker 4:
They’re going to work around it. They’re going to you know, Oh, I didn’t know how that, I mean, the whole system starts to fall apart. If Jason, we sell memberships, elephant in the room and what do we go over every single Friday in the team meeting with, with the managers and assistant managers, how to sell the memberships. Why do we go over the same thing every week? Are they, are they, are they not smart? Am I not smart? Why do we do the same thing every week? Just ensure that they’re always on the same page and he’s just remind them week after week, Hey, this is how you do it. You just gotta make sure that it’s so simple. You can teach anybody within 15 hours. Now step number seven, we’re working through the steps you got installed, video cameras and call recording cause you gotta make sure people are actually doing what they’re supposed to do. Steve, how often when you listen to the recorded calls and or watch the video cameras, have you found people not doing what they’re supposed to be doing?

Speaker 4:
There’s a, there’s a, there is an offender every single week at our meeting, every week, every week that Skip’s part of the script or forgets part of the script or you know, innocently. Oh well I just thought that it’s interesting how people will know if they’re eating burgers at the society with Aaron Antis or not. You’ll know, you’ll know if you’re there. Are you there with Aaron Antis at society enjoying the lovely atmosphere or are you not? Cause that’s where Aaron ANSYS loves to eat as a society, but you’ll know if you’re there or not. Right. You’ll know. Are we at the, are we at the bison place or are we at the society? Either way with Aaron whenAaron answered so we’re going to know whether we’re there or not, but these same people don’t know whether they’re following the script or not. Right, right. Have you noticed this before, Jason?

Speaker 4:
These really smart people that have the ability to put gas in a car and drive from a to B. They’re going to forget to use the script, but they remember to pump their car there. They remember they remember to fill up their car with gas. Exactly, but they struggle with memory as it relates to following their system, which is funny because isn’t really working well. It’s funny because you say, Oh, I struggle with memorizing it. Even when you paste it in front of, I used to be that jacket. I don’t know if you remember, this is like my second week on, but I was on fire on this call. It was great. It lasted like three minutes to work at it. Yeah. And so I got the guy booked and everything and you walked over, you’re like, Hey, great rapport, but I’m going to need you to follow that script.

Speaker 4:
I was like, okay. So I’m like reading through and then I go off book again. You’re like, okay, so a couple of notes, you did it again. I just need you to read that. And I’m like, why you say read that? Because I mean I had worked with Jason as a white man, you’re gonna have to stay focused cause white guys tend to get distracted. We also can’t jump, but I’m just saying is you’ve got to follow the script and the people won’t do it. It’s the equivalent of saying to your employee, I need you to go to the gas station and fill up your car with gas. And they come back and they go, I filled it up and you go the gas tank. Oh no, I just filled up the trash can with with gas. It didn’t work. And it just, it’s weird.

Speaker 4:
But people just do not follow systems. I don’t get it. So step number one, Jason is what? Create a visual flipbook for potential customers. Filled with ample examples that the human brain can handle. Step two, it is show visual examples of anything you want to sell. Anything you want to sell. Aaron Antis at the society burger where he loves to eat. Just just show them examples. He’ll delete, eat it. Step three will make package deals. Make package deals. Why? Why do you want to do a package deal? Why do you want to say if you buy two towels, you get the third one free it. It appeals to people’s want for a value. Like, Oh wow, I could like if you show somebody the all the car option and then you show them you can get a, B and C for this, it’s going to drastically determine at the carnival of shoe place by our office to carnival shoe place, shoe carnival, shoe carnival, Colonel shoe place shoes, some carnies.

Speaker 4:
But that’s a place I go over there and they get me every time. Cause I, you know, I don’t like to wear the same socks twice. That’s true. So I go in there every week to buy my socks and they go, sir, you get six socks for like seven bucks. Now if you get two, you get the third one free the third, you know, a group of six. And I’m going on the seventh. All right. Which is why I have so many socks. But it’s every time. Right? Or if I go in there to buy shoes, they’re like, you know, sir, if you get two pairs, you get the third one half. And I’m like, so are you get your Easy’s a no. By the way, I have had, by the way, this is, I have a will work for Yeezys program. Yep. Oh and Kevin, he has got shanty clean.

Speaker 4:
He decided to to do it. My thing is when a client hits their goal, I just, I, I realize that people feel better to give than to receive. Yeah. So to help people feel good about themselves, I’ve made myself available to receive freezies. And so I told certain clients whenever you hit your goals, if you feel bad, start to feel guilty about the success you’re feeling. Cause people feel bad. You feel bad too. So I’m willing to take that burden and don’t want you to feel good by giving you the easiest. Yeah. And so Kevin got me a pair of a 14 size 14 and then I sit in and then because of my extreme benevolence, I will thank them on the show. So Kevin brought in some easy, cause he hit a goal, was very nice of him. That was great. And then Josh sent me a pair of Yeezys. Wow. Wow. With a DaVinci, they’re terrible. You can’t make it all the hidden up making all this money, hitting your goals that you feel bad

Speaker 5:
And sauces. Josh is, can I tell you something about Josh yesterday we go to Stillwater for this car show and he’s got that Dodge Viper. Oh yeah. This kid. Okay. So I meet this.

Speaker 4:
What do you think about Dodge Vipers by the way, in your world of exotic cars? I just wanna know your thoughts there. All right. Okay. Whatever. Race for yesterday, that’s a glowing review like disrespects the Dodge Viper.

Speaker 5:
Perfect. Listen to this car snob. This kid must be like 19 he drives a Subaru, right? I S I actually met this kid on Friday. Okay. So now we’re in Stillwater on Saturday and I get there and he goes, I got to drive that Dodge Viper. And I looked at him like, no you didn’t. He goes, yeah. So I go to Josh and I’m like, did you let him drive your dog driver? He goes, yeah, he has one. So I knew and I’m like, no,

Speaker 4:
He’s a liar. The Subaru videos, sure to let you just let some random kid in the car show drive. You’re like, Oh, 700 horsepower. Well, and that’s why I buy GCs for you too, because he’s like much in the way much in the way I’m, I’m colorblind. Josh is a judgment blind. Right? You can tell him I am 47 years old and I have a Dodge Viper and you might, you and I might see a 19 year old kid who doesn’t own a Dodge Viper, but he sees you could be 47 and you might own a Dodge Viper. He’s a judgment free zone. So he bought me a pair of use these tips, help him feel better. You know, and I’m glad, I mean, think about this Steve. I mean, think about my benevolence to be willing to do that, to take the burdens of people who feel bad.

Speaker 4:
You know, cause I feel batteries. You feel good to give. It’s classy. So Josh gave me a pair and then Kevin gave me a pair and then we have Colton Dickson gave me a pair and then I have another, another client is giving me a pair as well. And it’s, it’s like a thing where people feel bad. So I’m just telling you right now, Steven, do you feel bad? I was 14 for people I’m willing to, I’m willing. Now we have a listener, a great, great guy, a great client here. He owns a company called a boom mobile. Oh. And we like to have him on the show about once every week or so to interrogate him and to ask him rude questions. And so we’re gonna bring a Jeff Soso Def. Jeff on the mic. Jason. So I’m going to have you a pass over the mic here as we’re talking about building packages that scale. Jeff, for the listeners out there that are not super familiar, how long has how long have you held that? Have you been in the mobile phone industry,

Speaker 8:
Mobile phone industry? About four years.

Speaker 4:
And how are you different than at T and T or T-Mobile or other carriers?

Speaker 8:
I wear that value package. You know, you can come to us, you can find us on the [email protected].us and it gives you an opportunity to keep those same carriers but at a reduced cost.

Speaker 4:
Now, you sent me a text, I believe that stated that you saved somebody some money this week. I did. So and again, you have thousands of customers, but my job on this show is to refuse to endorse the service. Steve, I refuse to endorse it. Yeah, we talked about this. We’re not endorsing it. We’re going to interrogate you each and every week. And then listeners out there, they can, they can randomly come in and do testimonials if they want to. But I refused because Brett, we must, we’re like an investigative journalists team, right. Except we fair and balanced, except for we are pro capitalism at all times. So we’re fair and balanced. Unless you’re a socialist and then we don’t like you. So Jeff, what was the success story this week?

Speaker 8:
Yeah, so we had a family from Indianapolis reach out to us and they were looking to switch off of at T. And. T. How’d they find you? They found us via the web. Okay. They found in internet. Okay. Let’s just, yeah. And so they decided to they wanted to see what value they could get coming off of at. And T. Got it. They obviously everybody tells me, Hey, we got unlimited everything unlimited. Yes. Yup. And so I said, okay, well know, give me an opportunity. We’ll go through the bill and figure what we can do. And so they gave us three months bills. We walked through them and I said, do you want to keep unlimited everything? They’re like, yes, we do. I was like, great. Let’s save you $25 a month. Okay. And they’re like, mm, that’s it. Hmm. Per line? Nope. Total, total, total off the wheel of $25 a month. Okay. And so at that point they were extremely happy about that and that’s not worth their hassle to change. Real quick. How big of a bill are we talking about where they were able to save 25 bucks? So they were building about $240

Speaker 4:
So they were billing two 40 a month and they’re going to save 25 a month. If you’re listening to those like 10% well, for all, we have a lot of listeners who also listen to Dave Ramsey. If you’re, if you, if you’re a Dave Ramsey show listener, you would immediately switch right down for 25 bucks a month because Dave Ramsey people are frugal, right? But our listeners, every dime counts. Our listeners are a little bit bougie though. Our listeners are like, I’m not going to switch to save $300. No, I’m not going to do that now. I, they used to, they used to be frugal, but a lot of our entrepreneurs are making money. It’s real and bad mailing me Yeezys you know, you get it. Okay. But continue.

Speaker 8:
Yeah. So I said, okay, do you want to evaluate your bill and actually go off of your spending or do you just want the unlimited everything? And they’re like, what do you mean? And so we broke it down and I told him, I said, look, for the last three months, two of you have only average that gig of data each. So why are you paying for unlimited? And so we walked through the process of moving the two of the plans, two of the lines to a three gig plan for each of them. And then the one line was using considerable amount of data, 30 gigs plus that was the teenager that was the tid kid. Teenager. Yeah. And it all shook out. We ended up at a bill of about $135 compared to their 240

Speaker 4:
And which would be a savings of two 40 minus one 35. And they were still getting three times the gigs. They were actually probably gonna use to them. Still very much unlimited. Absolutely. They saved $1,260 per year. Absolutely. Now that sounds, that sounds like a good thing, but now we have people who are in the, in the studio right now who are each going to ask you rude questions because somebody out there, a mainly Steve or, or or cases or Charles, they might say, I don’t have time for this. I don’t know. I don’t have time to go and call boom mobile and I don’t have time to go to boom. Oh, you got five. There you go. I don’t have time to call my carrier and say you’re fired. Because I, if I were to do that, the hassle of the whole thing. So Breck we’ll start with you and then you can ask any questions about boom, mobile, anything rooted all cause you’re, you’re, you’re an entrepreneur, you’re a consumer, right?

Speaker 4:
And you’re not, you don’t have time to waste your time. You don’t have time. Steve, you don’t have time to waste your time. Jason doesn’t have time. Charles does not have time to waste other people’s time. And Nathan was complete. Carpet does not have time. So we’re all gonna. It’s like we’re in the customer service line at boom mobile and all of us are, are a little bit pissed and we’re coming in hot with rough questions and we shall interrogate. So let’s start with dr Breck. Dr Breck, you’re, you come into a boom mobile store, you’re on the precipice of making the switch. You’re thinking about it on the threshold. You’re going, I just, I don’t know. I haven’t, I haven’t heard of the company before. I don’t know if I feel good about it or not. What question would you have for, for, for so, so Jeff, well, you know, some of my first questions are, as far as like my carrier, you know what I’m, am I going to get grandfathered in like with my phone, with the, the carriers that the service. So all of the, we’ll say just on the surface, all the people are using the same towers. Why is there, you know, dead spots in this place and that for different carriers, am I going to have like that experience where I’m just losing calls, dropping in places that I shouldn’t be?

Speaker 8:
Yeah. So every carrier has their strengths inside of their networks. And we’re no different meaning that depending on which carrier it is that we’re putting you on or which carrier you’re coming from, you’re gonna have their strengths and you’re gonna have their weaknesses. There’s nothing to do with us providing anything less of a service. It’s the service that the carrier itself provides. So if that, if that particular carrier that you’re on has a dead spot in a particular area, it’s not going to change. There’s always going to be there until they fix it themselves. Gotcha.

Speaker 4:
Does that satisfy your, you still don’t feel, you still feel like attention there. Do you not feel resolved? Because I happen to live in a cell phone. Black hole is what they call it. So that’s just a personal frustration. You had to look as though you didn’t have your, your answer resolved. And I’ll tell you what it could be, cause I, I, I know where you’re going. There’s, there’s two things. Do these, and let me, let me get my megaphone cause the subtlety of the megaphone will help us. Sure. You might be feeling in your right now, did you have questions about a cell phone or a smartphone plan that are unresolved or you can be feeling what I would call a cognitive dissonance where you feel like it’s better to give the neuro receive and you know what to mail me a size 14 using any color. Really. I’m a variety guy. And you just, it’s the look you’ve seen the look.

Speaker 1:
I don’t, I dunno if that’s what I’m feeling. I think maybe, maybe you were misguided on my indigestion. Are you on stock X right now? Okay. Sorry, back to you. You still have any unresolved questions for Jeff? So like I’ve personally, I’ve got my, my wife, myself and my teenage daughter but also have a 10 year old and an eight year old that will soon be coming of age to have a phone. We found when they started having their own life, their own social life that, you know, somewhere around 1213 that they kind of needed to have that digital tether, if you will. How difficult is it to add them to, to this package or, or do you have to reevaluate in a couple of years to see, you know, if we have to switch packages or can we just easily add somebody to the program?

Speaker 1:
Hey, great question. So you can add anybody you want at anytime that you want to add them. You just can pick a package that fits their needs and you can add them to a, your family package. It the, the ability to add and take away a super, super simple if we ever decide to get rid of a rate plan that you’re currently on, that rate plan is also grandfathered for you as long as you stay on it. Now you have thousands of customers, thousands, thousands, thousands and thousands, thousands and thousands of times. In order to sell thousands and thousands of something, you have to have a scalable sales system. That is correct. You have to have things written down. That is correct. You are building your company. How many years ago did you, did you start the company 23 years ago? Do you remember when all of the answers to the universe for only in your head they’re not now.

Speaker 1:
Do you remember that you remember, you remember though, like when you’re the only one that knew anything about anything. Oh, for sure. Now what happens when that’s your normal? Wow. I mean, when you’re the only one that has the answers to any thing related to your company. I remember about the DJ company. I was the only one who could price wedding packages for like five years. Dumb, right? I mean it is so it is so hard to scale when you’re the only person that knows everything. Let me tell you what Steve, this is what I thought was scaling. This was so stupid. I, my wife said, honey, you need to, you need to build systems. And I’m like, yeah, I do. You’re right. So this was the script I wrote and you tell me, Steve, what was wrong with this? Okay, go ahead and call me real quick. Ready? Ring, ring. Take it for calling. DJ connection. This is the super humble DJ. Carl. How can I help you? Hey, it’s Steve and I need to get to DJ. Great. What day are you looking at? I’m not looking at a day right now. And what date are you thinking about? Oh, the date. I’m thinking about the answer. I thought you meant something else. June 5th. And where will you be hosting the event will be at society burgers with Aaron anti-ice. Yes. We’re actually having a big event for him to

Speaker 6:
Be reintroduced to the brand society burgers.

Speaker 4:
Okay, awesome. Well let me, let me put you on hold real quick and I’m going to go grab clay. He’ll help you out. That’s as far as the script would take you. It’s, I would, I would personally book, I booked up to 20 and I have a picture of it. I booked up to 29 events a day before anybody else could book stuff. Is that why you had that? And I thought that was a script. So you shortly you’re letting them do the intro where you have two phones, a phone on each year. This is true. And I call it, I call it the green Hornet. I had a phone call called the money line and I painted it green. And the rule was if that thing rang, you had to answer it, but it had a cord. So that thing rang. I’m like [inaudible] everyone gets it, we get money, then we get the vote and they answer it.

Speaker 4:
And then they pitched me the phone. Right. And then we had another line that would ring. And the thing was that you had to answer the money line. Cause that was people calling house money calling. But that wasn’t a system. Yeah. And then when I tried to teach people, they said, well how do I, how do you do it? I go, well you got to read soft selling in a hard world. You gotta read that book. Now you’ve got to, after you finish that, I want you to wash that down with a little bit of OG Mandino after you finish that, you know, richest man in Babylon, you gotta read that and thinking grow rich. So these guys would finish reading it and they would come out with like, they would come out with like an intellectual soup. Like they’d been watching every Eric Thomas video in a row.

Speaker 4:
Like they’d been watching Tony Robbins like they’d been like listening to like they’re decoding Jay Z lyrics or something and they’re like, bro, I have no idea what to do. I was like the worst thing ever. Now tell me what to do. So Steve, now again, you can ask any questions for Jeff. You one here. We got about five minutes left to ask any questions you want now. Now we’re going to have you ask that we’re gonna have Charles ask. We’re going to have a Nathan ask. We’re going to have Jason ask it. And this is, this is the, I want you to get this to this place mentally. Imagine you don’t consume alcohol, but imagine that you’ve had four adult beverages before noon and you’re thinking about switching and you have no longer have a filter because you haven’t eaten anything yet. Are you going to bleep all this out? Don’t, don’t. I don’t want to do too much editing today but, but what question would you have? You have no filter. What question would you have for Jeff about the switching? Because I know what you’re thinking. You’re thinking I don’t have time for this. What question would you have?

Speaker 6:
I mean, and I said this before, I, I would love to not save money. I would love to spend twice as much. Are you serious? Yeah. Why? So my phone works every single time there. I bleeped myself out because I need my phone to work. So I would gladly pay more so that the service would drop a Nathan’s call instead of mine or that when I went to dial out, it would give me priority. You know, that, that’s what I would want. So he, I know Jeff’s working on this. He hasn’t said anything to me about it. He hasn’t like messaged me or texted me or anything, but I don’t know. He’s working on this plan. Where here you sir, you get to pay double and your phone works every time. But I mean, I know he’s working.

Speaker 4:
Do you have it? Do you have like a, an executive. So D he can do it.

Speaker 6:
He doesn’t offer it to guys that are black from the waist down.

Speaker 8:
I don’t have that packet.

Speaker 7:
I do.

Speaker 1:
I’m going to have to hit this button.

Speaker 7:
I’m going to hit this button. Let me get it together.

Speaker 1:
So do you have a premium package, Jeff? That’s the question. So

Speaker 8:
What we could do for you, daddy, listen to this. I will give you a plan on all three carriers.

Speaker 6:
There you go. Can you run one? You have one phone that has all three phones?

Speaker 8:
Yeah. You can do a two phones or two, two carriers on one phone, but not, I have that currently. I’ve got you do. Yeah. Because I realized like

Speaker 6:
I have two lines that ring to the same phone. So yeah, you can do that. Okay. See I, that’s amazing dude. Well who are your two carriers on the same phone? I have Verizon and then I have a T-Mobile. Why do you do that? Because when I, especially when I travel, sometimes I don’t have service. Yeah. I mean Verizon was pretty drop a freaking call. Well. So it’s carriers

Speaker 1:
One another in in zones.

Speaker 8:
I would say the best would be 18.

Speaker 1:
And does it just switch over when you’re on the phone? Just [inaudible]

Speaker 6:
No, it doesn’t switch. It’s just whenever you have one bar and you’re trying to make a call and it doesn’t work, then you just change the dial out with the other line. How do you do that? Like on your phone? If you can’t see this, but you go to keypad and it says primary and I just change it to my secondary line. I’ve never seen this, which is my XXX.

Speaker 1:
Dave is high in go go gadget Steve. That’s impressive. Okay. So Jason, I’m going to bring you along with Jason on the show here. Now, Jason on behalf of all of the Caucasians out there, Jason is a Caucasian very, very pale male. What questions would you have for Jeff Holly? Well, while we were talking about not Steve’s package, but packages in general. You said having transparent pricing and then making sure that all of your policies are transparent is super important. So we’re building that out. I know I’ve had T-Mobile for probably 12 years, but anytime I’ve ever had to go in and change something, it’s like pulling teeth. So as a wireless provider, if let’s say I want to go the Steve or I want to have two lines and I want to get out of what I’m currently in, can you guys help me facilitate that? Do I have to get out first before coming to you guys?

Speaker 8:
No, we can help facilitate that. Then you, then we would recommend canceling your old provider once you’re, once you’re out and done and they can’t hurt you any longer than we would recommend you go back and cancel your old provider.

Speaker 1:
Okay. So what does it look like being the go between person? So like if I’m like Jeff, I got to get out of T-Mobile, I want to do the whole double a T. And. T there is a package. How can you help me basically start the conversation? So it makes easier for me to go back

Speaker 4:
And cancel with them.

Speaker 8:
Absolutely. So what we would do is I would assign you somebody in my office to handle your account specifically and you would tell me who they need to be in touch with, whether it’s you directly or an assistant or something to that nature. Okay. And then they would walk through all of the steps necessary to make that transition.

Speaker 4:
Okay. Sweets. Now I’m, if I ever decided that I wanted to make a poor decision and go back to, you know, my previous provider after working with you guys, how easy do you make it? Or how easy do you guys make it to cancel? Do I have to come see you? Do I have to call? Is there something online I have to do?

Speaker 8:
No. So the beauty of what we do is that we are a service that is every 30 days. Okay. So you know if you’re 15 days into that and you decide, Hey, I want to go back, you can make that decision. You log onto your online account, you pull out your account number and your pin number. And those are the only two items that you need to give to the provider that you’re going to and then you can leave.

Speaker 4:
Wow. Shunda you’re not going to say, hold on, let me put you on hold so I can get my manager. And then your manager gets on the phone satisfied by the answer. If that was actually, yeah, if we can. Sorry, I just said with the whole boom thing, I wanna hit the explosion button as much as possible.

Speaker 8:
If we can’t earn your business, then you deserve to go elsewhere.

Speaker 4:
I like it. Okay. Well Charles, Charles, you, you, what questions would you have for Jeff about switching phone plans? This guy, Jeff claims with this company, boom mobile, he can reduce everybody’s cell phone bill, what question would you have here for, for Jeff? So I have two quick questions. The first one would be how long would it process be if I wanted to switch over to what you had going on. Like is that going to be a long drawn out process or can you make that short and concise? Yeah, great question.

Speaker 8:
So as long as we have the accurate information to make the switch, it usually happens within 20 minutes.

Speaker 4:
20 minutes. Yes sir. That’s a promise. That’s a promise. All right. For sure. All right. 20Th he seems somewhat as a skeptic. We’ll see. We’ll see listeners out there have to check it out in the wools. We’ll see.

Speaker 8:
Right? So the, the process was that happening in 20 minutes, you know, the other end has to be reciprocal. Okay. And so the big guys, T-Mobile, Verizon, at and T all have that automated. So when you go to move and they see that you’re moving, they don’t try to hold it back from us. Now my side, if I didn’t like you and you were switching from me, I could hold up that process. If I want it to someone saying, Hey, you know, dr Brachs moving this stuff over to T-Mobile and I’m like, ah, I’m going to hold onto that for, and I can hold onto it for three days if I want it to.

Speaker 4:
Okay. Now Nathan [inaudible] complete carpet, man. Sir, what question would you have for Jeff with boom, mobile? Final final question of the show here and again, the goal is on behalf of our listeners out there is to try to stump him, to paint him into a corner to ask him the kind of rude questions that we deserve with it. We’re investigative journalists and what we investigate is will does his Phyllis’s phone company actually do what they say they’re going to do? Nathan, what question do you have there?

Speaker 9:
You know, once a year or so I get really lonely and I will call my current provider and I know I’m going to get at least five to six hours of a really good long conversation where they’ll just, it’s almost as if they try to keep me on the phone as long as possible and eventually I near the end I’m thinking I just want off the call now I just want to get out when I call in to get tech support or I’d call and get something. Do they purposely just put you on hold for five to 10 minutes to just to eventually make you want to just hang up or like what’s your process like comparatively?

Speaker 8:
Yeah, if I had somebody to do that, that’d be fired. So we answer the, we answered the call within first two or three rings and you spend less than probably three minutes on the phone with us. Our goal and we don’t, we don’t make any money keeping you on the phone any longer. And our goal and desire isn’t to talk to you any longer than we have to.

Speaker 9:
Do you know why they do that? Why? Cause I mean every time I’ve called and I’ve never been able to get off under 30 minutes, it just, it’s almost impossible.

Speaker 8:
Well generally you’ve waited 27 of those minutes before you actually talk to somebody and then when you do talk to somebody, they’re not educated enough to help you.

Speaker 4:
You guys are pretty harsh here. I mean, just because that has been my experience every time doesn’t mean you should talk about it. Oh, that was you on the phone. I’m just, no, I’m just saying just because every single time we’ve all had the same experience, it doesn’t mean you should talk about it. Right. I mean how are we kind of throwing him under the bus by telling specifically of our actual stories? I don’t think so. No. Cause we’re a fair and balanced. The T-Mobile guys in the store at a hundred and first Memorial, they are very nice people right now. Yes. The group four or five years ago, not so good right now. We have a good group of people there at a hundred and first of Memorial. They’re nice people. And I have, I don’t have the ability to use any apps or programs and I can’t ever figure out anything. And I, I went up there the other day to figure out how my GPS works and our graphic designer darlin Tucker was there and he also was on team North of 40 where we can’t figure out how phones work. And they did help us out there. Do you go for that kind of support? Do you offer Jeff D? If somebody says, I can’t figure out how to make my freaking phone work. Do you help people?

Speaker 8:
Oh, every day. Every day we help people in the store or we help them on the phone all day long we end up, you know, describing how to take care of different things on the phone.

Speaker 4:
How long am I going to be in the queue if I do come in and need help? Cause you know like at 71st and Memorial at at and T Oh I walk in the door and it doesn’t seem to be that busy necessarily, but yet I’m going to wait, you know, 1520 minutes. Do you actually wait? Do you wait that long? Well if I have to, I don’t want to, there are times I’ll have to like stop and come back or do something different to T mobile. I was waiting about a half hour. Yeah, it’s frustrating. And there was about two people in line and I’m usually doing this over my lunch break in a hurry. You know, trying to run out of there and it’s got to get to the bank. Get to go to the post office, need to go to the cell phone store. I like is the bonus feature where they don’t actually say hello to you until your next. So the first 20 hours is spent in silence wondering if they see you and you’re like, am I a hologram? I want, especially at this store. It’s like you just wait at the front door cause you’re waiting to get into the queue. Now how long is the queue?

Speaker 8:
So if you walk into our store it means you’re going to come first serve, I mean first come, first serve and we get them in and out again, we don’t, there’s no money made by slowing this process down. And so we’ve got, we not only do, we have to be super quick, we have to make sure that the customer understands exactly what he came in for to get fixed to online chat. We worked so many

Speaker 1:
Problems through online chat as well as call. So where is the store w the always store we have right now is currently in Bartlesville. We’re looking at locations here in Tulsa and so I could do all this remotely too though. I mean online I can call. We don’t have to show up. And what’s the website? Www.Boom.Us. So if I’m listening right now from Minnesota, absolutely I could call in right now and switch. You call calling right now. You could chat in. Steve, did you go to your high school reunion? Did you, did you go to your high school reunion there? Mr Carrington? Did you, did you go to that? I went to the 10 year, let’s say which one you did go to your high school reunion. My wife made me. Okay, well we’re going to do now is we’re going to have kind of a reunion. I graduated in 99 is the year 2020 and I’m going to call somebody I haven’t talked to for 21 years right now. His name is Jeff kill Paula. He lives in Minnesota and apparently he now listens to our show and he’s discovered that the guy he went to high school with has a podcast. We’re calling them now. Here we go. We’re calling it like legitimate.

Speaker 10:
Well sir, what’s happening? Our telephone?

Speaker 11:
Yeah, a little bit of Jeff.

Speaker 1:
Jeff. What up man? This is clay Clark. How are you dude?

Speaker 11:
And not too shabby. How are you? How are you doing yourself?

Speaker 1:
I’m doing well man. I, I Juliette told me that you’ve made some poor life choices and decided to start listening to our podcast.

Speaker 11:
I’ve made that. That’s one one among many.

Speaker 1:
How did it,

Speaker 11:
One moment.

Speaker 1:
How did you find the show? How’d you find the show?

Speaker 11:
Okay, so making a short story long. I was I have a listing in this, in, in a town over here and we’ll Conia I was going from Waconia to a closing and I stopped by to get a clothing gift, right? Yup. And I was sitting in my truck and I was looking for a podcast to listen to and I was on Podbean as I was scrolling. Todd mean? Yeah. Are you aware of pod means?

Speaker 1:
I am. I’m this, this is so crazy. More and more people tell me they find me on pod bean all the time and I didn’t even know what pod bean was, but continued, this is just, I think somebody out there doesn’t know what pod bean is like. Can you explain what pod bean is?

Speaker 11:
It’s a podcast provider, I guess. I don’t know how else to call it. Like just like iTunes or like, yeah. Any other podcasts? A podcast. Republican’s another one. Yeah. So anyways, they’ve got a massive collection of podcasts that you’re able to listen to through, through this app. And I was scrolling through like apps or podcasts that I had listened to looking for another podcast that I’d be interested in. And I saw a face scroll across, they got a little ticker, I stopped face, scroll across it and it was you with your fingers peopled up. I’m like, I’ve seen that face before.

Speaker 1:
Okay. I hate that face. I know, I know that guy. Did that guy at school?

Speaker 11:
Well, I’m, I’m, I’m 40 years old now, so my memory is not quite as good as it used to be. Yeah. But, so I was like, Hey, no, that face, I clicked on the podcast, this is the number one business podcast. Well I don’t need to tell you, you know, and, and so I, I, I looked at the name, it’s a dr Z and clay and I’m like, I know that guy. I do know that guy. So I started listening to the, to the podcast. The intro says you’re Broda from Minnesota, clay Clark. And I was like, no way. Clay Clark graduated in 1999 from Dow sickle keto high school.

Speaker 4:
Oh yeah. Gasifier wa Dassel, Coke, keto. Now our town, just so we’re clear, a Coke keto at the time at 2038 people and Dassel had, I want to say like a thousand people there, Jeff. And they had to combine the two towns into one school. It’s like Liberty mounds. Yes. Solidated so, so what, what show did you like the most? Or which one did you hear for? Tell us what, what, what’s been your favorite show so far?

Speaker 11:
Well, each one has humbled me in ways that I cannot, cannot imagine. Cause you know, but as I was listening, I listened to it. It must’ve been the most current one. And I, I drove for probably probably about three hours that day from E Diana Minnesota up to Blaine, Minnesota from Blaine, Minnesota to Fairbault Minnesota from farewell back to Howard Lake. And I listened to your podcast exclusively while I was driving. And the one that really grabbed me was the one about Napoleon Hill where you guys were talking about we’d be like six or seven keys that he, that Napoleon has. Yup. And, and the biggest one was fear and I was like yeah, that’s, that’s the fear factor there. Like the fear of failure, the fear of rejection. And as a realtor, that probably sounds ridiculous, you know, to have the fear of failure and fear rejection because that’s something we deal with on a daily basis. Right? Yeah. And so I’m more apt as a realtor to work with alarm clients than to go after these old leads that haven’t been, haven’t been active or haven’t been responding for months, years, whatever. Just because I know the warm leads want to buy. Yeah, of course. So w and I know there’s a gold mine out there in, in the, these cold leads that I have, but

Speaker 4:
I’m going to tell you some fun stuff here. This is interesting. Just so you kind of get an idea, Jeff, of who’s here with you. You’ve got Steve Currington with total lending concepts. I’m Steve and I’ve worked together for Steve up, what, five and a half years. Yeah. And Steve’s the Lamborghini driving a mortgage guy. If you go on YouTube and you type in the Lambros, L a M, B R O S that Steve’s YouTube channel. Where he at? Steve, what’s the purpose of your, of your a Lambros YouTube channel? What are you doing? Shenanigans. Shenanigans. Okay. So, but, but Steve, you know, a commission, every time he closes a mortgage and his company last year did $251 million of mortgages. And then you have a dr Brett here, he’s a chiropractor. How are you doing Jeff?

Speaker 11:
Doing great.

Speaker 4:
And then you have Jeff Holley here who owns a boom, a mobile. It’s a carrier with thousands and thousands of clients and a, you’re based in Bartlesville, Oklahoma and expanding. Correct. And so what I wanted to do was address this fear thing, if that’s okay and I’m going to tell you how I did it and then how you shouldn’t do it and then how you should do it. So when I first started the DJ business if you remember, I used to DJ with Mark Haugen and I drove around that Ford escort in 1997 98. And Mark Haugen was the youth pastor at the Lutheran church. And I convinced him to be my wheels because I didn’t have a vehicle that I could drive. So he drove me to places and he also was over the age of 18, so I couldn’t get into a lot of wedding reception halls because I was not 18 years old yet. It wasn’t 21 years old. So I couldn’t get to these places where they served alcohol. And so he would get me in and he was my youth pastor in such a crazy thing. Do you remember that school dance? Jeff, I got kicked out of from it, getting it too rowdy in there. Do you remember that?

Speaker 11:
And to be honest, the way I grew up in a culture where we didn’t really attend that kind of stuff, I don’t know.

Speaker 4:
No, cause you guys basically he was the other side of the youth. Jeff, you’re, you’re your finish, are you not, you’re finished. Correct.

Speaker 11:
I am finished.

Speaker 4:
Can you explain to the listeners what it means to be a Finnish apostolic? Oh, that means you complete it, right. But this is [inaudible]

Speaker 11:
You finished it? Yeah, we are. We’re done. No yeah, so it’s a, it’s a branch of a Lutheran church. And they, the, the, they, they really like to stick together. I don’t know. They, they have their own type of youth functions that, that, that the kids are encouraged to attend. And they’re encouraged just to kinda like hang out with their own kind, our own people type of thing. They’re very good people. Very, they mean well, but they’re, they’re, it’s kind of a closed off community and yeah,

Speaker 4:
I, I would, do you remember the [inaudible] family, the [inaudible] hose?

Speaker 11:
I do. I do.

Speaker 4:
How many kids did they have?

Speaker 11:
They had 12 or 13. They had 24 years of varsity football players, I want to say came out of that. Wow. Just, just, you know, the boys alone,

Speaker 4:
I was on a, I was on a traveling basketball team and I can’t remember what, which auto was on my team, but we had three Aw hoes on the same team.

Speaker 11:
That was bill. Probably bill is graduating 98. And then he was really good. I don’t remember after that,

Speaker 4:
There was a lot of [inaudible] hose on the safety side. Anyway, so I got thrown at a middle school dance, which is how it kind of perpetuated me getting asked to teach other dances if you make a splash. People didn’t talk about it. So anyway, so I was getting the DJ business going and around 1999 when I, for college, I recognized that I’m going to have to do it on my own. And so I didn’t have any warm leads because my youth pastor used to generate warm leads. So what I would do, and again, you should not do this, Jeff, but this is what I did and this is what not to do, but it is what I did. I made this little pact with myself, Steve. I said, I’m going to make a hundred calls every day. I’m going to do that. And I was like, I’m gonna, I’m gonna, I’m gonna do it a hundred calls.

Speaker 4:
And every time I get a hardcore rejection, I’m going to slam a beer. Oh man. Now this is not a move, but I did it. And by about the third rejection will go like, you know, 10:00 AM Steve, I’m feeling pretty good. Yeah, I’m, my confidence is at an all time or so much. I’m like the best man at the wedding who’s had two or three beverages before he toasts. Right. And I was a cold calling machine and then I had a ton of bookings and I recognized I’m becoming an alcoholic here, Steve. Yeah, I’m on the path to becoming an AA member, but I’m selling some stuff. Yeah, you gotta it’s priorities bro. So then I realized that can’t be a thing. So then Jeff, I made myself a new reward and the new reward was every time that I got rejected, I would call in to sports every, sorry, every time I got a deal I would call into sports talk radio, a 1430 the buzz in Tulsa.

Speaker 4:
And I would pretend to be a redneck who was deeply passionate about either [inaudible] or OSU, Oklahoma state or Oklahoma university. And I would have a hot take and secret information that nobody else knew. And Breck I would, I’d practice this for hours. I’m pretty sure I heard you on the radio. So I’d call it and they’d say 1430 the buzz and what’s your take? And I’m like, where am I got a hot take? And they go, what’s your, what’s your, what’s your take sir? You know, cause there’s a, there’s a call screener. Yup. I got some dirt on. Oh you, they’ve been playing or pay on their pliers and I’m already a house from right here on the radio and they’re like, well go ahead. Cause they love controversy. Say put me in. And I’m like, where do I in barber stoop show, he’s my brother’s cousin and he’s been a pain players are under the table.

Speaker 4:
I’ve seen it. My hand, hands from cash wads. Okay. And they’re like, Oh. And then all of a sudden the OSU fans calling just irate and that and OSU fans, like we knew it, we knew it all. The next caller would call it. We knew it. Oh you’s been screwing us for years. And then I just would love it. I’d switch that switch sides. I called her and up the pot all the time. Yeah. I would talk about how I was sitting on the sidelines and I knew specifically that the running back went out of bounds but they don’t want you to see it on TV. I saw, I claimed at one point to be the line judge. I went through and looked up what a line judge does. Seriously, I said, that way I can speak [inaudible] commitment. I was like, I was the one, I was the one moving the change there and I w he’s presumably stepped out and I knew it, but I was told just to let, Oh you get the call because it’s rigged. And the people are like, I know it’s just gray way. So that was what I used to do, but then I just recognized it this, these are not good moves. So my, my new move and I want Steve to talk about this and I like to get breakouts take on this as well as Jeff. I just recognize it.

Speaker 1:
The, the pain of not having deals is worse than the pain of getting rejected. Yeah. Right. And I just recognized in my mind the pain of getting rejected is not as bad as the pain of not having deals. And so I’m just going to get on the phone and I’m going to call and I’m going to find a way to like rejection. I’m going to find a way to drink the haterade. Steve, when I get rejected now it’s like a fuel that goes into my into my gas take and it just gets me going. It gets me fired up. All of a sudden I go, Oh man, just love that rejection. Yeah. So Jeff, people that have rejected me recently, do you know who Seth Godin is?

Speaker 1:
Not right off hand. He wrote the book, the purple cow. He started a company called Yoyodyne, which he sold to Yahoo for millions and millions, millions of dollars. He’s been on our show one time. I asked him recently if he wanted to be in my my new book and he said, no bump berm. He said no, and you know, and then this week the founder of Netflix has agreed to be on our show. He actually reached out to us to be on the show. I’m the founder of square has reached out to us, but this week I got rejected again by bill Belichick. Oh, come on bill. Come on. And that doesn’t talk to the press either six years in a row. Yeah. Dang it. But I get rejected a lot. So Steve, what would be your advice for Jeff about how to get over the fear of rejection?

Speaker 5:
I would say ingest drunk dialing please. No, I would say just get rejected a lot more. There’s a book that I really like that super easy to read. It’s probably like a 45 minute listen on audible. It’s called go for no, and it kind of has I think a lot of people are like, all right, I’m going to sit down and I’m going to make some of these calls and you’re in real estate. So I do mortgage. So a lot of similarities there. So I’m going to make calls, I’m going to get some deals. I’m going to call for the next hour or I’m going to make a hundred phone calls and I need to get five deals. So I’m just going to get five deals. And the concept of this book go for no is instead of focusing on how many deals you’re going to get focused on how many nos you’re going to get.

Speaker 5:
And what you’ll find is sometimes you focus on making calls for three hours and you’re gonna get five deals. You might get those in the first seven phone calls, but if you’re going for 25 nos, you may hang out for two hours and get 25 nos, but get 15 yeses, you might get nine yes, as you might go kind of over do that. And plus if you’re going for no, then you’re not really surprised when someone tells you to kick rocks and you kind of make it a game where it’s funny, like I’ll call people and they’ll say, look dude, stop calling. I just bought a house and I’ll be like, Oh, Oh, do you wanna buy another? What did you do? I’m like, what did you buy? I’m like, well, it sounds like it’s Sanford, some investment property. Are you interested in something?

Speaker 5:
So just having, having fun with it. But the biggest thing is just not having, I don’t know you like if looked at you, it’d be like this blank stare. Like you’re just in human and you have no emotion whatsoever. Like you just do not care. It’s just where you have to get where it’s just I’m expecting to get to know so when I get one it’s not like a big surprise and that some will, some won’t. So what next? And then the other thing I’ll tell you is when you do get, here’s what some people do, they get a yes and they get excited, right? Cause they’re like there’s some good energy that goes with that. And then they’ll, they’ll spend the next, I don’t know, like 10 to 15 or 30 minutes or an hour. Like, you know, preparing for that. Like, cause they got an appointment, you know, maybe you get a listing appointment, so then you get off the phone, you’re setting up the email calendar reminder, you’re looking up their house, you’re doing the CMA, doing all that stuff.

Speaker 5:
And then you’re, cause you’re excited. And then when you get done with that, whether it takes you five minutes, 1530 minutes, you have to now sufficiently motivate yourself again to pick up the phone and call. So I would say while you have that energy and everything’s good, just prepare the client. Say, Hey, give me a few hours. I’m making some calls right now. When I get done, I’ll put all these things together and I’ll get back to you. And that way you can use that positive energy to get right back on the phone while you’re motivated and try to get more deals.

Speaker 4:
Steve, do you mind if I quote, we read some quotes from the book? Go for no. Oh yeah. Go ahead Justin. Is there some quotes from gopher? No, by Richard Fintan. Rather than setting goals for the number of yeses you’re planning to get each week you set goals for the number of nos you’re going to collect. Very good. Steve, your retention is incredible. The next notable quotable from the book by Richard Fenton, go for no is courage is not the absence of fear. Courage is acting in the face of fear. It’s being afraid of something and doing it anyway. Richard Fenton writes, while we have absolutely no control over the actions of others, we have total control, total complete control over how we react. What if we decided to make each, no, we received and every rejection we encountered something that empowers us instead of avoiding rejection. What if we made the decision to seek rejection instead of avoiding?

Speaker 4:
No. Or perhaps simply tolerating it. What if we went out of our way to actually go for the no, I’m Steve. This is my tip and I wanna get Jeff’s take on this. Have you seen or have you seen Jeff the movie anchorman? I have. You’ve seen it. You’ve seen it? Yes. Okay. And in Minnesota, have you, Mister, Mister, Mister Minnesota, mr Minnesota. Jeff, have you also seen anchorman Ron burgundy? Yeah. So this is the mentally, this is when I cold call people. I pretend that I’m Ron burgundy before Ron burgundy existed because they actually made them

Speaker 5:
Movie off of like actual film.

Speaker 4:
I’m being serious though. When I cold call the mindset, I have C Rottenberg and he thinks that he’s awesome and nobody else does. And his obliviousness is what makes it great. I was reading Steve Martin’s book called born standing up. I read a lot of books about comedy by the way. I love studying comedy and Steve Martin said that’s the key to his humorous. He would get up there and act as though, have you ever seen Steve Martin live? Dr Brent? Well, not personally lie, but I’ve seen of it. There’s a he, I’ve seen him perform lie, but he does these, he does whenever he has a big audience, he does this move. He gets up and says, ladies and gentlemen, you guys deserve a fabulous show for as much as you paid today. And so I’m going to start off with a magic trick. And so he gets out a dime, which nobody can see unless you’re sitting up close, which I’ve done.

Speaker 4:
So you’re like in the nosebleeds or if you’re not in the first row, you can’t see the dime. And he’s like, no, I’m going to make it disappear. And like he does this slight of hand trick, but you see like throws it over his head. Yeah, you see him, you see him toss it, right. That is like Whoa. And people are like, if you’ve never seen him before, you’re thinking, because a lot of times you’ll go to a concert with a friend of yours, but you’re not familiar with him. You’re thinking this camp, this guy’s an idiot. He’s like, now folks, really, why did we pay this? I’ll say, folks, I’ve got more. And people were like, we don’t want more. And he’s like, now folks, some of you are, are impressed. And I don’t want to spend my whole show doing magic. So I’m going to do music and I like to do pop music.

Speaker 4:
Music that’s popular. And he actually is won a Grammy for banjo plain. People don’t notice. But the band shows the most non popular music ever, right? So he gets it. I’m gonna do some pop music guns. This is one of my hits off my third album. It’s called and he gets out his banjo and it’s bringing [inaudible] and he sings a song. But there’s no chorus. So he’s like, I’m a rambling guy. I’m a rambling man. Everybody now and no one knows what the lyrics. And he’s like, all right, that’s great. You know he’s oblivious. So let me queue up audio cause this is how you need to feel. Wind cold.

Speaker 12:
This is Ron burgundy. Here we go. He’s at a party. He sees his target. He’s making his way over to his love interest. He’s looking around, he’s got a robe on. He sees her now he’s making eye contact. There we go.

Speaker 4:
Come here. Act like [inaudible] has a Speedo on it and a

Speaker 13:
Hello. Hello. Hope I’m not disturbing you. I saw you from across the party and I don’t usually do this, but I felt compelled to tell you son, you have an absolutely breathtaking heinie. I mean that thing was good. I want to be friends with it. Certainly know how to compliment a woman. Tell if you’ll excuse me. Do you know who I am? No, I can’t say that I do. I don’t know how to put this, but I’m kind of a big deal really. People know me. I’m very happy for you. Listen, can I start over again? Sure. I want to say something. I’ll put it out there. If you like it, you can take it. If you don’t set it right back to,

Speaker 1:
I want to be on you. Wait, wait, wait, wait, wait, wait, wait. Okay. Jeff, what tips would you have for overcoming fear? Because when you started boom, mobile, how many years ago?

Speaker 8:
The mobile side for years, but the business, 23 years.

Speaker 1:
When you started 23 years ago, you got down to your final few bucks. I’m sure. Absolutely distress had to be huge. Now you’ve got a big multimillion dollar company. What tips would you have for Minnesota, Jeff, on how to overcome fear?

Speaker 8:
Absolutely. So no, it was a pathway to yes. And so anything that I’ve done, so my wife constantly tells me that, that I think rules aren’t made for me. And so what I mean by, yeah, I mean w what I, what I mean by that is, is that I don’t ever judge anything that’s out there. It’s every door, every floor. It’s 25 calls, five presentations, three sales. And if you knock that out and you stay consistent with that and you let the nose roll off and you know they’re going to turn into yeses, you will conquer that fear easily

Speaker 1:
Did, didn’t you just land a mega deal? Can you talk about the mega deal yet or is that too, is it too soon to talk about your mega deal there, Jeff?

Speaker 8:
No, I don’t mind talking about it. We, I mean we landed anywhere between a 50 million to a hundred million dollar deal in the last week. And what, how does that deal work? Boy. So we have another part of our business that’s a software side where we also engage and sell our software to companies that want to become wireless companies as well. And so we engaged and I sold our software to a particular company who has done this in South Africa and to the tune of 5 million customers and $64 million a year in traffic sold this deal to a guy for the States. And he’s ready to commit and bought 400,000 SIM cards already.

Speaker 1:
How many deals did you not get last week?

Speaker 8:
Hmm.

Speaker 1:
Do you think about that for a second though? I mean, think about this for a second. A brick. You’re, you’re a chiropractor. I am. How big is your waiting list now? Right now we’re still at about eight weeks. I think we’re, we’re booked out. And you’ve had the opportunity to work with Tim Redmond as your coach for about two years just over. But to give Jeff some context, how many years did you kind of struggle in the wilderness of chiropractic mediocrity before I really just struggled along for, you know, the better part of 13 years and I’ve been in practice now 16. And now that you have a hot no-brainer, your first exam is how much free the first exam, the adjustment, the X rates free, right? You’re getting Google reviews from people, but when you ask people for Google reviews, how often do people not give you a Google review when you ask?

Speaker 1:
I think it’s less often when I ask than when like my staff asks, is it percentage? What do you think? Oh, it’s still, even when I ask, it’s maybe one out of three. The three people say yes, yes to my staff. It’s probably like one out of five you were shooting free throws, you’re batting 33%, you’re shooting 33%. By the way, if you’re swinging the bat while shooting free throws, that’s probably part of the problem. If you’re shooting free throws, you’re only making 33 of them. Right? Do you feel bad? No. How much rejection do you, how many people choose not to use you as a chiropractor every week? Well, I mean, yeah, there’s, people are making choices every day. I mean, there’s over 200 clinics in Tulsa. I want you to area obsess on this for a second to think about this.

Speaker 1:
My wife brings our kids TCU cause she likes you. She, you, you do a great job. But how many people choose not to go to your chiropractics more than do, I mean, you know, there’s a, I don’t know how many people are in Tulsa, but yeah, there’s far more that don’t choose me than do choose. How have you possibly been able to get over the rejection? Well, I was gonna tell Jeff, I mean there’s a, there’s a couple of things and I look at it kind of even just the mentality aspect. So I spent a lot of time I feel like I’m a pretty intelligent person and I’m smart enough to figure out how to fail. And so for those 12, 13 years, I failed and a part of it was wanting to no longer fail wanting to stop stinking up the place and and sucking the life out of, out of life itself.

Speaker 1:
And so I had to get smart enough to be dumb enough to listen to somebody else and to do it differently. And part of that was getting over this fear of rejection. And one of the things that helped me significantly was to remind myself to kinda figure out and let it go from my head to my heart, if you will, that my identity is not found in there, yes or no. That I am who I am regardless of it. If they say yes or no, that oftentimes I want the wellbeing and the health of the patient more than they want it. And so if they reject it, then that’s, that’s a commentary of them not of me. And so once I kind of was able to wrap my mind around that and actually own that idea that this is not my identity, then the, the fear kind of just faded away in and of itself.

Speaker 1:
It’s like, Hey, I’m giving you the opportunity for a better life. I’m giving you the opportunity for health and wellbeing far beyond what you’ve experienced in the past, whether you take it or not, it’s really on you now. And so yeah, we get far more. I mean, I’m seeing typically six, seven new patients a day and even out of those who came into the clinic you know, we’re still only closing about a third of them. Yeah. So but before that percentage, yeah, but before that, I mean, I wasn’t even, I wasn’t even getting six or seven new new patients in a week or sometimes even in a month. And so, you know, it’s, it’s, it comes back to the numbers. I’m willing to go and do that and let them try us out for free. And you know, I understand I’m not going to be everyone’s cup of tea. They may have a preference on the hours that I’m not available. They may have a preference on the technique that I don’t do. They may prefer a woman chiropractor to a male. There could be any number of reasons and that’s all. Okay. You know, we’re still there and we let them know. And oftentimes, you know, when we just give them hard truth, they’re not ready to receive it. And yet, you know, a month later they come back and they say, I really respected that you told me the truth

Speaker 4:
And now I want to, I want to give it a try. Now Jeff, we have time for one more question. Minnesota. Jeff, do you have any questions for these guys about overcoming fear? Cause, I don’t know how many times you’re going to be on a podcast slash radio show where you have several multimillion dollar business owners in the same place. What, what questions would you have for the team about fear? Anything else about overcoming fear?

Speaker 11:
I’ve, I’ve, I’ve been writing notes like a, like a mad man here and you’re right. I probably won’t have this opportunity ever again. I’d definitely appreciate you guys giving me this time. I’m overwhelmed. Mike, I guess my biggest question would be just to restate that, you guys are pretty much saying that the no is not your identity. Yup. You just, you ask you if you actually shoot for no as the goal, you become more successful basically you that night three counts.

Speaker 4:
Yeah. And I want to, I want to buy one audio clip. You’re 100% correct. I have one audio clip I wanted to play for you. This is my friend. Ryan Tedder, oral Roberts university. He now writes songs for you too and Beyonce. And if you look up Ryan Tedder and the word Forbes, you’ll see this. But Ryan actually told us in college he’s gonna write songs for Paul McCartney, you too. And Peter Gabriel and we’re going, what? He would tell people this and so he would spend his time in his dorm room, cold calling the back of CDs. They have a customer service line on import CDs. So this is him on the today show. This is the guy who writes all the songs. Now for Taylor Swift for you, two huge, huge artists and this is him explaining this. I mean you can play the audio real quick here.

Speaker 14:
When I was a kid it was mostly gospel music or Christian music. Growing up I was surrounded by Cowboys and pickup trucks and football and like Friday night lights and I was the guy that was like quietly listening,

Speaker 4:
Two Peter Gabriel and like import CDs that I, that I was getting from my uncle who lived in London.

Speaker 3:
It was the back cover of one of those disks that gave Tedder his first break.

Speaker 14:
If the back of every CD that you’d buy or DVD, there’d be a number. If you have issues or whatever, calls and complaints, I’d call the complaint hotline. Somebody would pick up eventually after like a hundred calls, how can I help you? Oh and I would say, I’d say, Oh, I’m sorry I was, I was on the phone with HR human resources. And I think they, they misconnected me crafty and I would literally then work my way up. I would, they would keep, Oh I’m sorry. Cause they always feel so bad. Right. And then they would connect me up to the, eventually I’m talking with the head of HR of paramount pictures from a dorm room and Tulsa, I got a call from Dreamworks one day. It was their Nashville office and they had just opened a record label and a publishing company and they’re like, we want you to work for the publishing company of Dreamworks through complaint hotline. I ended up in Nashville. That’s unbelievable.

Speaker 1:
But this is what he does. And so people don’t talk about is they don’t talk about every single day he would make a hundred phone calls. Like every day he’s making phone calls. That’s how he got his deal. So my final tip for you here, a Minnesota Jeff would be make a list, make it make, write down a number of how many rejections you have to get per day, like Steve was talking about. And commit to that number. Don’t stop until you get that many rejections every day. Yeah. And I practiced with my wife to do you really? Just trying to see how many times she can reject me. Like, Hey babe, you wanna go on a date? And she says, Nope. Oh no, not dates. Oh, talking about other stuff. Oh yeah, yeah. Like all kinds of stuff. Like if you can, if you can weather that storm, Hey listen, there’s no client that will ever tell you no that you’ll care. Okay. That’s beautiful. Sally said yes. Okay, Jen.

Speaker 8:
Hey Jeff. Just be a great question asker. I mean listen all the way through the process, through it, just ask questions. And the final question that you’re going to ask after they’ve told you know, 10 times is, I’m sorry I haven’t done my job. Is there anything that I could have done differently for you to have said, yes,

Speaker 1:
That’s powerful. And then just learn. Yeah. I have built multiple practices for real estate companies and coached a lot of real estate agents. And I’ll just tell you, if you’ll just commit to make it a hundred rejections a day, just call it cold call every for sale by owner listing every expired listing and just call them like a wild man and you’ll, if you get a hundred rejections a day. We had Amanda in our office, she’s 20 years old and she closed this past week. Three houses, 20 years old. Yup. Now young lady just makes a ton of calls and she’s like right off the boat young. Is she not a, yeah, we’ve had a teacher, a lot of great stuff and she’s on a knowledge sponge. She couldn’t even speak or write. She started. That’s amazing though. I mean, you know, cause I was the opposite. Like I wouldn’t accept the coaching and she’s just naive enough to say, okay, I don’t know.

Speaker 1:
I’ll do it. Yeah, she did. She doesn’t know what she doesn’t know. And that’s the power in Jeff. I find a little pro tip for you is if you’re super smart, a rejection can be harder to process because smart people start to see a pattern. They go, I keep getting rejected. Perhaps there’s a pattern, whereas guys like me, I think they’re either dumb or numb or whatever that is. We don’t really care. Right. It doesn’t mean we’re smarter than we’re that great. We just don’t process rejection. My wife will ask me sometimes about whether a deal happened or not and I don’t even remember like the rejections. There’s so many rejections. So Jeff, hopefully that was helpful for you.

Speaker 11:
Yeah, it, it’s, it’s been great. I, I definitely appreciate your guys’ time and thank you so much from the Greek state of Minnesota.

Speaker 1:
Oh, don’t you know Saul?

Speaker 11:
Yeah, you bet ya. I’m

Speaker 1:
Going to share this show with you first thing tomorrow morning so you can hear it before everybody else does. And I will make sure to cut this part out of the show here. As far as your, your email address, I won’t mention your email address on the, onto the level listeners out there, but I will share it to your email first thing tomorrow morning. Okay, cool. And brekkie it’s him. Yeah. Jeff, is there any good stories you could share with us about clay? Oh, junior high high school. Oh,

Speaker 11:
Clay with the ladies man.

Speaker 1:
Oh, from what I remember [inaudible] out town.

Speaker 11:
To be honest, I think I was probably a little too cool and for school. So I, I I was kinda, I was out of there before, you know, really getting to know a lot of people. I remember people, but I do remember clay was a ladies man. He was always, he was always running his game

Speaker 1:
Brown. That’s not a nice way of saying that. You bullied clay, is it?

Speaker 11:
Yeah, no, clay was bigger than me.

Speaker 1:
Okay. Jeff, I appreciate it.

Speaker 11:
Yeah, being smart. I did not bully clay.

Speaker 1:
There it is. Yeah, that’s wise. I appreciate you very much my friend. Don’t be a stranger and we’ll get this show to you first thing tomorrow.

Speaker 11:
I appreciate it, clay. Again, thank you guys so much for your time. I know your time is very, very valuable.

Speaker 1:
All right, you take care of dude, go kill it. Now, real quick, clarity before we call our next guest here. I definitely spent a lot of time. I pretty much dated everybody in high school did I want it to, I was never knew. We were so much alike and I can tell you this, I married, my wife is from the same school, so now I have to live in that because she’s like, you kissed a lot of girls and she knows all of them. I did not engage in premarital sex. That is true, but I can’t tell you this. I made a list of all the girls I wanted to date in high school and I dated all of them where to go there was like dozens. Oh my daughters. Now I have three daughters. Someone get paid back for it, but yeah, my wife, because we went to high school together.

Speaker 1:
She’s like, yeah, kiss every one of the homecoming Queens while we were in high school. I’m like, I’m a serious, my wife knows this story because my, my mom brings it up to the kids all the time and the kids are like, mom, do you know the dad dated everyone in high school so we still have friends and we’re moving on. We’re going to call our next guest, Tyler Hall blade a. This is a wonderful guy and we’re going to be calling him here at Steve. Are you ready? We’re, we’re calling people on the, on the phone. Can you handle this, this new technology? Yeah. Here we go. We’re calling them. We’re calling Tyler.

Speaker 10:
He’s got some questions about scripting, cold internet leads. Here we go. Oh, yup, yup. An answer rejected. We like rejection. Okay. We got a backup number. Gaze in Hawaii.

Speaker 1:
The thing is, because we are entrepreneurs, if he does reject us, he any won’t, but if he does, we don’t even care. We’ll just burn his house down. That’s no longer the best practice move. We stopped off.

Speaker 15:
We agreed on that.

Speaker 1:
Well, a real ring. That’s like a real ring. Here we go.

Speaker 15:
I feel good about this one.

Speaker 1:
I’m sensing some good rings right here. Yup. Brekkie he’s about to pick it up.

Speaker 15:
What happened?

Speaker 1:
Okay, well [inaudible] you know we’re going to do though. We’re going to assume that maybe there was a miscommunication about the time, all that kind of thing. We’re to call back one more time

Speaker 4:
Now, Steve, when you have a lead that comes in at totally new concepts, how w how many times would you call that lead before you give up? I want to know what’s your, what’s your rule? Seriously, how many times will you call a lead before you say it’s too much? Forever till they threatened to Sue me. Well, I mean, did you want to get a lead?

Speaker 10:
It comes in, I’ll usually call the lead. I usually call either six times within five minutes and I’ll talk in text. So we’re calling Tyler right now calling to start a third call.

Speaker 4:
Okay. We’re gonna do it. We’re gonna do it again. This is the fourth time. Now I’ll usually, I’ll, I will call, text and email the person. It’s be hard to do when we’re doing a live show. The Wolf, I do the Wolf. I do got to call text and I email. Let’s try it out here. Wolf is from the office. It’s an app. It’s a fictitious app. They create it on the show. The office did call us texts, emails and sends notifications. All your social media at the same time. All at once. All the ones. Okay, here we go. And well it looks like we’re going to eat some rejection in the morning potentially. Here we go. One more time, but we’re going to go ahead and answer the questions and we’ll send the show to him because maybe we have the time, a Z, a Steve, maybe there’s a miscommunication maybe.

Speaker 4:
And you know what you do with that. When you have a lead, you just, you just don’t stop. So we’re going to, here’s the, here are the questions from our listener. He wants to know when you when you know to start talking money out of the cup or when, when should you start taking money out of the company? That’s the question. When should you start taking money out of the company? I will go first. And then Brett, you can want up me. All right, I’ll try. Okay, we go one, make a number that you write down called the jumping point. Write down a number right now. The jumping point, write down the number. The number is this. How much money do you need to achieve your goals? What’s that number? How much money do you need on an annual basis? So I’m going to pick on myself, my wife and I, we need 96,000 a year.

Speaker 4:
Why am I saying this? I’m saying this because this is an actual number that why I’ve actually sat down and talked about, this is an actual number. 96,000 year. We have five kids, healthcare, school, et cetera. So elephant in the room, we have roughly 4,000 members. So I pay myself $2 per member, basically $2 per haircut. It’s $8,000 a month. Well, well, why don’t you pay yourself more? I don’t cause I, that’s all I need. That’s all I need to, to make that jump into where I’ve hit my goals. I, I, there’s like a, a goal I have. And to jump from being you know, unable to thrive, to thriving. To me that’s 8,000 a month. And you might say, well, but what do you do with the rest of it? Save it for me. And you say, well, why? Cause I have no other hobbies or interests or things that I want to buy really that are outside of that. Goal outside of save is that save as in reinvest into the company or save like a trip into other accounts. Okay. And I just stack it. Well it must be nice since all your friends buy you Yeezys if you had to buy your own Yeezys you, let’s do this. Let’s do this. Let’s, let’s play, let’s play a fun game here. Let’s play a fun game. I’m Steve, if you can your way over there to

Speaker 1:
The printer, the printer area. I think I have a bunch of new books that I got sent this week and I would like to go over those books because it happened. I had no money back in the day and I’m sure you can relate to this brick. I had no money recently. Well, I had no money and I had to go out and buy books. Right. Jeff, do you remember when you had to buy books to learn how to grow a company or buy audio self-help CDs? Yep. So Steve, can you look at the books that is an arm full of books and not the spot I bought these small books, right? The ones that are the bigger books. Can you read the books? I believe these are the books that got sent to me this week by listeners that I did not buy. So let’s, let’s pull up the first book here.

Speaker 1:
Let’s, let’s look at the first book we got here. Well first there’s nine of these. Who’s who’s, who was Steve jobs that you bought? Those are the ones I bought. Yeah, those are books I bought, but the yellow comes one, someone sends it to me. So number one is the ultimate vacation by Randy Carver. Now, Randy Carver, by the way, is the world’s number one private investment manager. He manages billions of dollars. And he sent that book to me to read it because he would like to be on the show. Right. He’s a great guy. Great story. Randy Carver. What’s the next one then? You have this book called drive from Kelley Earnhardt Miller. That’s Adele Earnhardt senior’s daughter. She sent me a copy of the book. That’s a free book. What’s the next one? The ministry of common sense. How to eliminate bureaucratic red tape, bad excuses and corporate bullshit. Who’s that book by Martin Lindstrom.

Speaker 1:
And that book was sent to me. He’s time magazines, one of their most a hundred influential people this year. Next one. Then we have the a list from Zack O’Malley, Greenburg, and that one’s signed. That’s the senior editor of Forbes. Look at that. That’s the, that’s the first copy. That one’s never been out in the world yet. It’s not out yet. A book on is hot a list. Angels for an AA list entrepreneur. There it is. So again, I can now get books sent to me, but back in the day I had to buy books, right? So back in the day when I had no money, I remember working at target going to have to work four hours to buy this book. You got Ron burgundy. Let me off at the top. I bought that book. Oh yeah, you got triggered by Donald Trump. Do you want me to say trigger Donald Trump?

Speaker 1:
Donald Trump jr somebody who knows him has said that we should have them on the show. So I got this book. Yeah. Oh and if we get him on the show, we must, so I’m saying though, for the listeners out there is that you’ve got to write down the number I’m at, the amount of money you need to get to where you want to go. And then once you get there, in my opinion, save it, stack it to get to where you want to and you have to delay gratification until you get there. Cause you gotta reinvest in the business over and over and over. Right. And I’m not asking you brick, you know how much money you need to hit your goal, but I am saying you probably have that number written down somewhere. And it’s, it’s changed. And you know, I mean, there was a point where you know, it’d be half of what, what you’re talking about.

Speaker 1:
I mean, it might be, you know, 40,000 or something. I mean, like, yeah, where you’re, you’re still willing to kind of lived on the scorched earth and, and beanie weenies and ramen noodles for a while because you’re still growing, but you still need, you know, something to keep gas in the car and the electricity on. And so, yeah, you need to take money out in, in the smallest form possible so that you’re reinvesting in your, growing the company. And then that number, once you’re doing that, you know, you’re taking steps. That number is going

Speaker 4:
To change. And that definitely happened for me. Now, Tyler, I want to make sure Tyler, you, you get this idea, Steve you and I have different goals, but we’re friends and that you can do that and you have a goal, have many goals. But one of your goals, I know was to buy a Bentley. One of your goals was to buy a Lamborghini. One of your goals was to have a Lexus SUV for your wife. One of your goals is to have Alexis for your daughter to drive. One of your goals is to have a beautiful house with a koi pond. Yup. These are all goals you have and they cost more than $96,000 a year. Yeah. And so how much money do you make on a mortgage? If I bought a house today for $300,000, how much money do you keep if you’re the one who actually does the loan?

Speaker 4:
About five grand. Okay. And how many deals do you need per year to buy a Lamborghini? 73 deals a year. Okay. And how much, how many deals do you have to do per month to lose two grand a month on your YouTube channel? Because your YouTube channel, Ambrose is growing and you get paid roughly $2,000 per 1 million views, I believe roughly. And right now you have millions of views, but you’re still losing about two grand a month. So how many deals a month do you need? [inaudible] To afford to lose money on YouTube? About a half a deal. But you know this. Yeah. So what we need to do, mr listeners, write down how much does your life cost you? I’m Jeff. You bought these new electric motorcycles, one of which you drove inside the office as correct. Can you please explain what these motorcycles are?

Speaker 4:
It’s a fully electric motorcycle that is charged by one 10 outlet in your house. And he drove it into the building and I didn’t know he was driving in the building cause it’s quiet. Very quiet. It goes up to 80 miles an hour. How much does that motorcycle say it again? Is it called zero? Who? Who makes it? No, we manufacture it ourselves. What? Absolutely. Oh one boom. Modus boom, modo.com shut the front door. How much does it cost you to make one roughly? Don’t tell me that until I know the price. 6,900. Okay. And he’s like, Oh wow. It’s like a sport bike. It cost to produce. But I’m saying, and he drove it into the building. Steve, I didn’t know he was driving it in the building cause he doesn’t make any noise. That’s the craziest thing ever. And the exhaust fumes were just killing everybody.

Speaker 4:
But what’s a big, what’s a big goal that you and your, what’s a big thing that you and your wife did this year? In the last year, maybe a trip you went on or a goal you achieved, maybe a concert you went to. What was one thing that you did that was kind of a highlight that costs them money? Ah, so I have seven kids and we just took a 10 day trip down to West Palm beach, Florida. Okay. So let’s think about this. If I were to switch from my carrier of T-Mobile to your carrier and it was $150 a month plan and I switched to you and I can now save some money, how much money do you make a month? If I switched to you roughly somewhere between 20 and 40%. So let’s just say you made 60 bucks a month. Now off of my plan, how many $60 a month clients do you need to afford a seven day trip?

Speaker 4:
I mean, you know what I’m saying? Like if you go on a trip, if you do, you have to think about it that way is how many clients do you need to serve in order to achieve your goal? You know, Zig Ziglar said essentially if you help people, if you help enough people solve the problems, you’ll get what you want. I don’t want to disagree with a dead man, but I can say if you help a bunch of people that aren’t paying you, you’ll never achieve your goals. So you gotta help people in exchange for compensation. And there’s nothing wrong with you making a profit if you provide the mobile phone plan for my family. But when you went on your trip, it wasn’t free. Right? Absolutely not. And see, this is where I think a lot of Christians struggle with this is they, I see a lot of Christians that are trying to, they’ve read the Zig Ziglar books.

Speaker 4:
Yup. And Tony Robbins, they might’ve read Russell Simmons book. They’ve read some books, self help books and they’re running around helping people that aren’t paying them, believing that they’re paying it forward, that they’re sowing seeds. But I’m telling you, I’ve run with some dudes, I’ve hung out with some dudes that no matter what you do for them, they still don’t have any money and no one that they know has any money either. Yeah. And then in college, you know, I used to produce rap songs for people all the time. And I remember I told these guys, I said, here’s the deal, I will produce music. Cause once they started hearing some of the songs, they go, dude, that guy’s good. And I said, I’ll do it for you for $40 an hour. And these guys were old guys who I was going to college with, would look at me and go $40 an hour for real.

Speaker 4:
And I said, yeah, just one guy said, Josh. Yeah, for real, it’s 40 what dude? We’re, we’re buddies. You gotta charge me $40 an hour to record? I said, yeah, I mean, because we’re buddies, people that we weren’t, that aren’t buddies. I’m charging them $100 now. That’s why I paid for my college. And they’re going, you charge people $100 an hour to mix music in the dorm room. Yeah. And then I went to class at ORU and I did the math one time and this, I should not have done this. Steve has ruined it for me cause I was paying my way through college and I did the math and I thought, well, $30,000 is what I’m paying a year. And I’m paying that. We got two semesters. So I’m paying $15,000 a semester and I and I, I pay my way through college by charging you $5 to attend a dance party.

Speaker 4:
But I have to hire bouncers. I have to rent the Marriott hotel and pay promoters. I only really keep $2 per person that attends. I gotta get 7,500 people to a dance party to afford this semester. No. Now, how many, what’s the student population at or are you, there’s only like about maybe 3000 I was hustling the population. No, and I started going, man, I’m going to have to do a lot of weddings and parties. And at one point Steve, I thought I should probably drop out, but I didn’t really complete that thought. I just thought about it. I thought that maybe I shouldn’t drop out. I should get kicked out. Well I wrote a parody about Richard Roberts recorded the song, put it out and then I got kicked out of college cause it’s spread all over the campus on Napster and that kind of thing.

Speaker 4:
High quality though. It was beautiful. So all I would say though is that you, you’ve got to, if you’re out there today, figure out your jumping point, forgot the number of where you need to, how much money you need to earn before you can jump into self actualization and living out your goals. But then once you Mitt that number, you don’t have to spend it all. And Steve, you see this cause you do mortgages. How often do you meet with doctors? Surgeons, lawyers who make a lot but spend more paycheck to paycheck. How often do you see that? Oh, a lot people rip on athletes all the time. It’s not a white thing or a black thing. You see us all the time. Then they go, Oh, how and I ever since it’s been all this money, what an idiot. Right? And you’re doing their mortgage and you’re like, well doctor, it looks like you spent all your money, two homes.

Speaker 4:
Right? Do you not see that? Oh yeah, yeah. All the time. Dennis. I see dentists all the time. They’re going, I cannot believe that. The, that who is the guy who’s the famous player, NBA plus so many of them, but if famous NBA, Michael Vick, former NFL guy, and they’re like, I can’t believe that Michael is financially stressed. I can’t with a Mike Tyson is financially stressed. I cannot believe if I made $150 million fighting people in a ring, I would have saved it. And you go, actually, Mr. Dennis, you spend it all. And I know this because you can’t afford coaching this month

Speaker 6:
Because what happens is people make $5 million, so they spend 10 million after taxes. How much do you get to keep if you make $1 million, 400,000 maybe or 16 Paul home or not

Speaker 4:
Fed up? Seriously, you ended up, you ended up, if you make $1 million of income, you end up keeping about 400,000 after taxes and then if you buy a house, you got to pay property taxes.

Speaker 6:
Yeah, but the same thing happens even at lower incomes. You know my favorite thing is people that are habitually attend school into their forties and they have Steve $400,000 in student loans and they make 50,000 a year as a teacher and they’ll never pet. And then they’re like, well, they’re supposed to forgive those after 10 you’re like, no, but you know what I’m saying? It’s like it’s not a like a rich or a poor or whatever. People spend usually not like, not like some people, but usually people spend double what they actually made.

Speaker 4:
You know, the guy that funded Facebook, his name is Peter teal. And he could not be here today because he hasn’t said yes yet. He’ll say yes eventually. This is what he says about college colleges. He says, yeah, university administrators are the equivalent of some PR of subprime mortgage brokers selling you a story that you should go into debt massively. And that it’s not a consumption decision. It’s an investment decision. Actually, no, it’s a bad consumption decision. I actually got hired by a major college and I will not mention their name, but I want to, and this college called me and they wanted me to help them raise money, which I did. And we raised a lot of money and if things were going well, and Steve, you know like after you work a shift or before a shift, a lot of times you to make small talk with the people you know. And that the client, and I asked the college guy that the guy, my client, I said would you send your kids here? He goes, Oh, absolutely not. And I’m like, why is it cause they’re going to charge you 50 grand a year and everything you learn is applicable at all.

Speaker 1:
In fact, you have to unlearn what they teach you. And he goes, here’s a little secret though, on your sophomore year, we call students. And we actually asked them if they, if they’ve thought about switching their major because we need to get a fifth year out of the average student in order to pay the bills. That’s the plan. And I’m like, no, no, no, no. So I talked to another buddy of mine who works at a major college and he goes, yeah, well at our school we try to get you going six. So we try to sell MBAs, but if you look on average MBAs make less because people don’t like them. And so that set me off on researching all of the people that don’t like MBAs. Right. And this ranges from Seth Godin to Elon Musk to Peter teal. They actually have rules. They won’t hire you if you have an MBA.

Speaker 1:
So this is what’s crazy. I had a client I talked to at the conference two conferences ago, not, not a client, but a conference attendee. He cannot get a job because he has an MBA, overqualified. So he started recently telling people he doesn’t have an MBA [inaudible] off your resume, but he’s lying about his resume. He’s downplaying and he’s going for, he went to college for seven years, has multiple degrees, and I said, dude, you just gotta tell people you have a degree. He hits me up and goes, it’s working. I’m getting jobs, I’m getting a job offers. I’m like, dude, you can’t tell people you have stuff. You sent me your college. I’m certainly not knocking anyone that has a degree. I mean, I know plenty of people that have degrees. You could have more degrees than a thermometer and still be broke. Right. But yeah, exactly.

Speaker 1:
But I don’t think personally, no one in my family that I have control of will ever attend college. Not my kids. I haven’t. I’ve just, I think it’s personally, I think it’s a sham. If you did get a degree. I’m just kidding. Cause yep. Nope, no hard feelings. No hard for, we’re happy for you. That’s great. It’s like, it’s kinda like as a sham. It’s like if you completed something so well, it’s like a friend of yours through a friend of yours. You see them on Monday and you said, good dear friend, how was your day? And he says, that’s great. My day was great. You said great. What’d you do? Sweet kid. He says, I cleanse my colon’s, my Clint, I cleanse my colon, I cleanse, I Clinton, you go, Whoa. And he says, cleanse my you always, he’s new to it. He hasn’t talked about this.

Speaker 1:
You know what I mean? Your friends might say things to you that you shouldn’t say, bro, you only have one colon cleanse. How was your weekend? He says to my Colin’s, I mean colon, you know, and you’re going, why did you tell me that? And he said, well I just, I did a liver cleanse, this whole thing and it was all wild. And you go and you go, okay good, let’s move on. Cause you don’t want to sit there and talk about it. Yeah. That’s what I feel about with a degree. The truth is multiple degrees. Okay, good. You cleanse your colon since this morning when we started recording this. The, these podcasts. Yeah. The people in this room have learned more than anyone will ever learn in a college in four years. And we’ve only been here for an hour and a half. That’s my feeling on it now.

Speaker 1:
It should burn every college down. Get the people out of it. Get the people out. Step one then Bert, Bert, you know, you know the, the what, what’s our not our, our technical college. It’s in town. It’s called [inaudible] technology center. All of our, all of our technical colleges in Tulsa just give you context. They’re all beautiful buildings, way over built as a tax dollars. I mean, they’re like the Taj Mahal. Every place echoes marble everywhere. Property tax bill. Oh yeah. There’s such a large amount of money that goes to Tulsa technology. It’s at, they’d have like, literally they have an abundance and like an overage of buildings, so they keep building. So just build more buildings. This is a true story though. So your teachers are broke and they can’t, you know, pay their bills or anything. But the buildings are beautiful. Beautiful goes. Now our listener says, what’s the difference between a C Corp and an S Corp?

Speaker 1:
His next question. Well, the biggest difference between a C Corp and an S Corp is just taxes. So if you’re a C Corp, you’re going to pay tax on its income, okay. And you’re going to get it as a C corporation. And you need to sit down with a guy like Paul Hood, a CPA, to break this down for you. But an S corporation allows you to be taxed on what is considered fair and reasonable compensation, which gets you into a whole lot of trouble if you don’t understand this. So if you’re thinking about right now, if you’re going S Corp or C Corp, don’t listen to this show and then run down a rabbit trail. Call a CPA and sit down. Because what happens is if you are an escorp and you decide to take a fair and reasonable salary, so this is how it works. You get a certain salary, you pay taxes on it.

Speaker 1:
If you own the business, you pay taxes like anybody else. But because you own the company, you get double tax cause you’re paying the tax as an employer and the tax as an employee. So you might think, Oh, I’m going to trick the game. I’m only gonna take a salary of $40,000 a year and then I’m going to take dividends or I’m gonna take profits, I’m going to take distributions. I can all be taxed at a lower rate. And you go, that’s okay. So now instead of making 100,000 a year and paying taxes on that, you say I’m going to take an income of 40,000 a year and then only have to pay income tax on the 40 and then I’ll just pay, I’ll pay my taxes on my distributions on the, on the other 60 that might work out well in your industry if it’s considered fair and reasonable.

Speaker 1:
But if it’s not considered fair and reasonable, you might end up owing back taxes. And I know a lot of clever people that tried to do their own taxes, that, and I’m sure you’ve met these people, Steve, that owe a ton of money. Oh yeah. And if you’re out there listening and you’re a member of the IRS, I want you to know this. You are always right. Moving on now, point number three, how to determine a finish line. There is no finish line who asked that question. This is a great listener, great listener. I’m taking this one. There’s no finish line. All right, next. Okay. Simon Sinek, the infinite game. Yes. You know, I mean, if you’re playing the infinite game there, like Steve said, there really is no finish line. You’re playing a game that can continue on. So I’m going to disagree that everybody should get back together. It’s like, it’s like a polit. It’s like a, it’s like a DNC RNC debate here. So Jeff, but you’re the DNC, just to be clear. Okay, I’ll be Bernie Sanders. You can be Trump tactic. But let me explain this to you. When I was 26 or 27 it occurred to me that I would be dead soon. What? And when I was 20 I was 19

Speaker 4:
My best friend died in a car accident and he was my roommate at college and he, we started the business together and he’d, he passed away when I was 26 27 some other things happened too. And I realized life is just such a, it could, we can be done now. We could die right now or now or later. And so I determined what I’m gonna do is I’m gonna live my life the way as though I could be dead at anytime and live without regret. I’m not going to like, so yes, I save, yes, I delay gratification, but I mentally determined that the finish line, I’ve already crossed it by doing what I, by designing my day and living intentionally. So like every day I’m already at the finish line, if that makes sense. I already celebrating every day. I’m not going to dislike every day.

Speaker 4:
And while waiting for the finish line. And so, and again it just comes down to the semantics of this, but I think I see a lot of people that hate their life holding on hopes that once they have $10 million in the bank account, then they’ll like it. I’ve met rappers, I’ve met entertainers, I met celebrities, many big time celebrities who I’ve talked to. They have more than $10 million in their bank account. One guy in particular, I won’t mention his name, but miserable dude and miserable dude. And homeboy actually asked my wife to pray for him cause he was super miserable. And you’re like, you got $10 million in the bank, how are you miserable? Well he was trying to compete with like Paul McCartney or compete with like a Ryan Tedder or a Beyonce or he’s like, once I get to that level, then I’ll be happy, right.

Speaker 4:
So I would just say there’s a balance there. I agree. It’s an infinite game. We’re never done. But I do think you have to be content, if that makes any sense of contentment, contentment, Devin. But you don’t, but you’d bring not done trying. Jeff, do you want to maybe chime in on your, your take on this idea? Yeah, I mean that’s the process of keeping up with the Joneses and the Joneses are always broke. I hate them. Oh Hey Joneses jobs. Just not on him for just over broke. There it is. Oh, financial tips from the mobile guy. This is question number four. How did you handle self-doubt? Breck I’ll let you handle that. It’s self ducks. I personally have never had self doubt. And I think it’s because I just sincerely don’t care what would the average person thinks. Right. And that only comes from as a young young kid.

Speaker 4:
I studied a lot, couldn’t talk very much, got mocked by most people and then as a not so young kid had a couple sexual abuse things that occurred. And once my parents found out about it, they’ve stopped it. And so they did. My parents were awesome parents, everybody involved. I thought whenever that kind of thing happens, you just jump on the grenade and you fix it. And I it has an F but I, I got to a place where I realized I don’t need human interaction to be happy. Right. So I’ve never worried about the rejection thing or the doubt thing. But you are a normal guy. I’m a reformed people pleaser. Okay. So what feedback would you have about the self doubt thing? So for me, it’s a matter of a first kind of figuring out where my identity is. Yep. And so you know, not actually having to have everyone like me

Speaker 1:
To feed me to be okay with myself to be all right in and of who I am. And so you know, once you’ve kind of gotten over that hump, then the, the doubt is not nearly as strong. You can actually be okay going through your day, just being, you, just owning it, being who you are as you are and, and approaching life just from a different angle. Steve what would be your take on this self-doubt things? I’m sure you’ve met normal people that struggle with self doubt. Maybe something bad happened. Maybe they got rejected, maybe, I dunno. What would be your take on the self doubt thing? I would just say that what you feed into your brain is what’s you’re going to dwell on and think about. So if you have found yourself having doubt, then you probably need to get some positive things.

Speaker 1:
And that’s why I personally like to listen to audio books because I’m not really a physical book reader, but if I find myself getting into like that negative funk, then I’ll throw something positive. And then the other thing being around positive people, just your network is your net worth. I’ve seen Andrew improve his net worth just by sitting in on recording shows. Yeah. I literally have seen him get ideas, write them down and implement them. And he’s automated his savings. He’s bought a rental house. He bought another house, he’s gotten married, he got married at a very young age. I’ve seen him like really changed his life just by listening to shows and acting and acting upon. I think who you’re around really does impact your, yeah, it’s over. Sure. Yeah. It’s a huge thing. Just keeping your, your mindset. That’s the biggest thing.

Speaker 1:
I mean, it’s easy to get distracted. And I think what I’ve seen from the successful people that I know is they just get up faster. I mean, some people they get rejected or something happens and they start like living in that pity party of self doubt and they just don’t get out of it quick enough. I think, you know, if I’m not a smart person, I just get up faster than a lot of people truly don’t stay there and dwell on it. Like some people just, you know, they just, they wear it for years. I remember when my dad passed away from Lou Gehrig’s three years ago. It wasn’t a great day, but this is a true story. You might say, listeners might say, you, you, you are a bad person. I’m going to say that right now. That’s okay.

Speaker 3:
Yeah. Cause

Speaker 1:
I don’t struggle with self doubt. So here we go. After the funeral I, at right after the church service, I went to my car, my Hummer, which was parked by a tree in the parking lot of Christian chapel and a man who was a minister of a church, not that church or I won’t mention his name, he comes up and he’s like, you didn’t. Okay buddy. I’m like, yup, I wasn’t crying or anything. And he goes, you’re right. Yeah, well, you know, it’s okay to grieve. And I’m like, I know, thank you for giving me permission. I’m aware of this. And I wasn’t trying to be snarky with him, but as I, I am aware and he goes, no, but I mean, I’m kind of concerned. It seems like you’re, you’re not you know, processing

Speaker 4:
Disengaged from the process. And I’m like, dude, let me tell you something about therapists. The word therapists and the rapists are spelled the same. Just a pause. It pause there. Right? So my opinion talking to you about why a good man would die of a disease that made my dad die of suffocation is not a positive conversation. And I could spend the rest of my life wondering why my dad, who was one of the kindest people ever, my dad, who by the way, employees who worked for me 10 years ago would call my dad true story, would call my dad on the side of the road and ask him to pick them up when their car broke down. And they wouldn’t call me because they knew I’m not picking. If you, if I fired you, I’m not picking you up. They would call my dad because they knew that he would pick you up even though I fired you.

Speaker 4:
Right. So weak. My dad’s picking up people. So you talked to my dad on a Sunday, dad, how was your day? Family day? My dad would go, Aw man, I just got back from such and such and I go, why’d you drive out there? He’s like, Oh, well I had to pick up such and such. His car broke down. I go, he doesn’t work for us. Didn’t he get fired? He goes, son God’s call called us to, to help those in need. And those that can’t help themselves. And I don’t think he can help himself. I think his parents were bad parents and he’s got a drug addiction that he started at a young age. And I feel like I’m supposed to be the light that the world needs to see and I’m going [inaudible]

Speaker 16:
[Inaudible]

Speaker 4:
And he would do this every week, all the time. So you say, well, why didn’t my dad achieve more of his goals? I think a lot of it’s because he was busy trying to help people with their goals all the time. So this guy’s like, well, clay, you can grieve and I’m going, I know I can, but I just want you to understand this. I am not happy about my dad dying from Lou Gehrig’s disease and I am a Christian because I do believe hell is hot, but I am not excited about the salvation message. And he says, come again. And I said, I think it’s a really [inaudible] idea that the person who created the universe had to kill his son so that we could be, have eternity or have salvation. If I said to you, I’ve got a plan, mr pastor, and here’s my plan for salvation, I have to kill my son first.

Speaker 4:
You’d go, you’re jacked up. That’s how I feel about the God who made the universe. I’m not happy about the guy who made the universe, but he’s the only one we got and I don’t really like his book too much. I think it needs more pictures. It’s kind of boring to read, but at the end of the day I’m a Christian because I’ve chosen to believe that, but I don’t know how my smart phone works and I use it. I don’t know how Christ works and I believe it and I don’t understand why. I’ve been married to the same woman for almost 20 years. I don’t understand her, but you know what, I’m not going to comment on it. And he’s like, well, if you ever need to call me call. I’m like, I’m not calling you and I’m not going. I ran into him recently while pumping gas and he’s like, Hey, I listen to your show a lot. You know, and I’ve just noticed, it seems like you haven’t really dealt with it. You don’t talk about it on the show very much. No, but seriously, I lie, you know what I would do? I’d give him a gift. I deal with death right there

Speaker 6:
And just be like, Hey, I don’t have to talk to you anymore.

Speaker 4:
You know, people that got divorced seven years ago and they keep talking about yeah. Every seven minutes.

Speaker 6:
Yeah. The, I have a good friend that it can like went through a nasty divorce and it consumed him and, and it’s crazy because it’s bad people that you didn’t even know within about a minute and a half of meeting him, he would tell them about his wife who cheated on him and you know, yeah. You know, and it was like, dude, like can you get like maybe their last name and then before you start sharing about your divorce that happened 17 years ago, you know, like your kid has already been born, raised and graduated high school and is now in college and you’re still talking about your divorce from 1999. Like, get outta here dude. You know one thing about dealing with self doubt that I got from my basketball coach, amazing guy Cletus green. He said that sometimes when you’re dealing with something you’re trying something that’s too big, too hard.

Speaker 6:
He said go back to the layup, go back in your life and find something easy you can do. And for me it’s video games cause I can always, I’m good at video games, I can just beat it. So if I’m getting into a hard hole or something, that just seems like it’s overwhelming for me, I go back to the thing I know I can win and start building up wins and start building up lends and start building up wins. And I think for me personally, it’s beaten self doubt. It’s going back and doing the thing you know you can win at and then go back and tackle the thing that you’re having trouble with.

Speaker 4:
Steve, you know we have a listener out there by the name of Vidar V. I. D. A. R Vidar. He has a mission. It’s called Safari mission. And he had a question for us or some questions for us and he’s asked us to call. He’s asked us if we would call him this morning. Do you think we should call him? Is that, is that the move? Yeah, because we’re going to go now I want to ask you this because I want to get your take on this. You are a mortgage guy. Why do you do mortgages?

Speaker 6:
I’d love it. I just have a heart for, you know, seeing people realize I have a heart for making money because I figured out that I figured out that when I do it I get paid and yeah,

Speaker 4:
This guy’s a better guy than me. He doesn’t ministry. I don’t get it. I’m calling him right now. He’s a better guy than me. I need to anybody who does ministry. I love these guys cause this guy’s all in. He’s transparent about his finances. It’s great though.

Speaker 15:
Keep calling it Saffery though.

Speaker 4:
We got one rejection. This one. We’ll get it. Here we go.

Speaker 15:
Are so at Saffery mission.

Speaker 17:
This would be the arm,

Speaker 4:
Vidar, this is clay Clark. How are you sir?

Speaker 17:
We are doing well like the Catherine with me as well.

Speaker 4:
Hey, I’m so sorry to keep you guys waiting. This morning we are having an Epic podcast here with Steve Currington dr Breck and the carpet King with complete carpet here. And I’ve got your questions in front of me. Are you guys ready to go?

Speaker 17:
Yeah, sure.

Speaker 4:
Okay. So question number one you had was what things should we look for when deciding whether or not a company’s a good fit for our give back program? Steve, do you mind if I use you and me as an example of what maybe not to do? Oh yeah, go ahead. Okay. with your men ministry for the listeners out there that don’t know, can you explain what Safari mission

Speaker 18:
Is? Can you explain that? Maybe. Catherine, can you float? That is,

Speaker 13:
Yeah. We are an organization, a nonprofit, and we train leaders over in East Africa. We work on reversing the dependency syndrome over there. So we work on creating producers in society to get people on a poverty, to lift them out of poverty and train them. So that they can develop their own countries.

Speaker 18:
Why, why do you do this?

Speaker 13:
Because we’ve seen that, you know, a lot of the poverty that we see all across Africa you know, they’re not getting out of it because they have become so dependent on a foreign aid organizations aid coming in and just being given out to them. And you know, there, if you get a pair of shoe, they’re, they’re grateful, but they’re just looking for the next opportunity to give like a jacket or another piece of clothing, another meal. And they’re not doing anything to, to stay in their own VA, you know, so instead of sending their kids to orphanages, when they get trained and they get a job or they start a business, they can send their kids to school and stuff and they can stay home and they can be a family unit and they can develop their local communities.

Speaker 18:
Now, Vidar, do you have proof that this actually, how do you have proof that it’s actually working? That you’re getting traction?

Speaker 13:
Well, come with me. I’ll show you.

Speaker 18:
Huh.

Speaker 17:
We got stories in, in villages, towns, cities all over Kenya. We’ve done this for 16 years and you can go to Sofar mission.org as well and just listen to a bunch of testimonies that are listed out.

Speaker 18:
Well, Aaron [inaudible] who loves eating at the society restaurant, he loves society. He also loves donating to Safari, a mission. He’s the one who first told us about you guys and I just want all the listeners out there to know your ministry. It’s, it’s, it’s great because you’re very transparent about where the money goes. So it’s, it’s one of these things where if you’re a business owner and you’re thinking about who do you want to give money to, if as an owner never give money to a charity that won’t show you where the money’s going, only give to a charity that shows you where the money’s going. Like March of dimes, like st Jude, Steve, you guys just don’t need a $10,000 to st Jude. Great causes like that. But as a charity, how do you decide what company is a good fit? I think dr Breck is a good fit because you’re a Christian, right? You’re outspoken Christian. Well, and I would say companies that match up with your core values. I mean that’s what you’re really looking for is a partner that’s got the same heartbeat. Do you guys know of Vidar? Do you guys know Roy with the garage and broken arrow?

Speaker 13:
He is one of our partners.

Speaker 18:
Okay, so he’s a good guy. Yeah, but I would not team up with Steve and I’ll tell you why. Because Steve has this Lamborghini, a YouTube channel that is a lot of fun and it’s, it’s kind of edgy. Would you say? Steve will edgy. And what happens is, is a lot of people can’t handle the fact that Kanye West was invited to speak at Joel Osteen’s church. And I would say asking Steve to donate to your charity is a lot. Joel O’Steen inviting Kanye West to come speak at his church and it ruffled a lot of feathers. But Joel O’Steen says, I know Kanye is heart. And I say, I know Steve’s heart, so I wouldn’t have a problem with it. But for the average charity, Steve, Steve, you see this, people are very critical of what you do with your Lamborghini driving, are they not? Absolutely. And so I would just say find somebody whose values aligned with yours and be careful about the edgy ones.

Speaker 18:
Does that make sense? Yeah. And how I would find them, how I would find them is I would call all of the businesses in the local chamber, like the broad to get the broken arrow chamber of commerce list. Or I would talk to mayor Craig Thurman who’s one of our clients and I would say what business owners do you know know of that are unapologetically Christian. And then I would reach out to them because some owners I know will not even put up like we donate to compassion international, which is a Christian charity. Steve and I know owners that won’t even put up like a post-up stand that says if they donate to a Christian cause yeah, I know owners that won’t even mention their, they won’t even tell their employees there

Speaker 6:
Though. They’ll never tell you they’re ashamed of it. But

Speaker 18:
Yeah. So I would just find people that are outspoken in their beliefs that share the same worldview. And then how do you find them? I would talk to mayor Craig Thurman or I would call the chamber of commerce list and set appointments with owners. Does that help you guys? Okay. And then the next question is how do you recruit good people without spending tons of hours on the hiring process? Steve, we did that. We did that group interview every week on Thursday nights at 6:00 PM and now you’re going to Oklahoma city to help recruit people for Shaw homes. Right. What kind of knuckleheads have you seen that have shown up in the last few weeks at Shaw homes out there in Oklahoma city that you guys decided not to hire?

Speaker 6:
Oh, yeah, there’s a bar. I mean, what’s crazy is from a time standpoint for last Thursday for example, there was 37 people that were definitely going to be there. 37 37 that we’re definitely going to be there. How many showed up? I think 15 showed up. So 15 show up, 15 definitely showed up. Of the 15 there was like three people that were worth having come and, and shadow. But what we get a lot of, much like probably what you get in Tulsa clay is we get like a, for example, we had a lady that came in that the very first thing she said to Aaron was, Hey I don’t know how long it’s going to take, but my kids are in the car and I have dance and I got to get them to dance. And then of course she left early and then we had the girl that came in fashionably 10 minutes late

Speaker 18:
And I have a a Catherine, you’re a very, I’d say conservative. A woman is, is that an accurate description of, I said you’re a conservative person. Well, we had a lady dress up like a woman of the night for the group interview this week. Lady of the night. Like, like a werewolf or, yeah, well I won’t get into the details. I can just say it was, it was not a Mo, it was a look conservative. I couldn’t look at her. Right. What I’m saying? I mean I had to look away, was it a booby trap? Whoa, Whoa.

Speaker 18:
We don’t know who that guy is. I’m sorry. But anyway, so I, she said she puts her hand up and goes how are we supposed to dress here? Is this fine? Like that’s her question for me. And I’m going, you know, we just conservatively, we know we want to make sure we dress conservatively and modestly and you know, we want to wear a shirt and tie. If you’re a guy and women need to dress professional, she goes, is this professional? And she will not get off of that line of questioning. And so say things like, do you like, do you like these? Stop it. Stop it. No, but you know what I’m saying though. So you have, I would just say it’s really important that you don’t read a bunch of resumes. You just did the group interview and then after you guys find someone that you, like, if you Darren, Catherine, then call their references.

Speaker 18:
And I think one thing that’s also good from what clay and Steve are talking about and we see this in our own company too, is that you’re probably going to be one in 10 that you’ll want to shadow and so you want to, you don’t want to go through 10 resumes to find the one person you want. You won’t have all at one time. That’s what this process really saves a lot of time. Does that resolve the question for you there, Vidar? Does that help and you can get, you can do that in multiple locations. You can. It’s really easy to set up and it’s really easy to execute because we don’t like ask a bunch of people interview questions and let them respond. We just tell them to ask questions. What I do call references relentlessly after they shadow. That’s, that’s the process. Now. Question number three you had was if you pick, if you had to pick between a loyal kind but a slow employee and one who’s sharp quick but brash and rude, who would you pick? The slow, loyal, and kind one. Every time. I do not deal with people that are rude, brash, it all. Amen. Is that Catherine, does that answer the question in a way that makes sense to you? Is that hell or do you have any more questions about that?

Speaker 18:
That means I can’t be hired? This is true. No, but I mean this because like Andrew is very kind and you work with Andrew. Jason is very kind Amelia’s very kind. My wife is very kind and you have people that incinerate relationships. One passive aggressive comment at a time. They just incinerate it. And so I have seen employees on our team that are on the search engine team. That’s why I don’t let people, I don’t, I don’t let my employees interact with customers until they’ve been promoted up there. But I had one lady on our team who was on the search engine team and bless her heart, I felt bad for her but just, Oh man, she is not in a customer facing position on right now on purpose. And she doesn’t work here anymore, but she was like our second or third day of work. And a customer was trying. She got the customer got there early and I think she was coming out of the restroom, customers coming out of the restroom, the employees coming out of the restroom at the same time. And I don’t know what they were talking about, but all I know is the customer mad. And so I pulled the employee aside and I said, what’d you say? And she said, Oh, I just told her that you don’t like it when people are late and they need to be on time or you’re going to get fired.

Speaker 18:
And I’m going, what? And she said, well, she told me the bathroom. She was running late. And then she, this is an employee who then says, Oh, I wasn’t there, I wasn’t in the ladies restroom. But apparently she says, Oh, that’s not good. He’s going to fire you. He doesn’t like late people, you’re not. And she just goes on, just starts chastising this customer about being late. Right. This is what we hired two days ago. So I pulled the customer side. I’m like, are you guys doing okay? They said, well, a little frustrated here the way we were spoken to. And I go, well, who spoke? And it’s just weird. So again, just don’t have brash, rude people on your team. Now the next question was how do you manage the daily email tsunami? Now this is what I do guys, and this is what every billionaire that I’ve interviewed does every multimillionaire, they all do this.

Speaker 18:
It is eight 19 in the morning right now. I have not looked at my email or my text messages and I will not do it at all today. Today will be Sunday. I’m not going to look at it at all today. I will not do it. And I find it to be a form of mental laziness to allow yourself to be interrupted all the time. So I do not look at my phone all day at all, at all, no matter what. And my wife was at a cheer competition this weekend. It’s mental laziness. It’s just as bad as it’s physical laziness, but it’s mental laziness. And so what happens is it’s easier to check. So my wife has added your tournament. My daughter has her phone on her and my wife knows that she’s in Dallas and if she needs to reach me, she can call my daughter.

Speaker 18:
But I am not going to answer my phone today. Right. And when I do look at my phone, I’m going to break my rule just for a second, but I’m not going to look at then. I’m not going to look at the messages. I’m just gonna look real quick. Let me see. Okay, I’ve got 15 unresponded, two text messages so far. And that meeting, the only reason that I had that is because I was going to try to get ahold of Charles to make sure he knew how to get here this morning. So I turned it on Steve. That means from last night at five to today, there’s already been 15 now I, I didn’t, it didn’t grab all the messages yet cause I turned it off after I just, Jason called him. So I probably got 45 maybe 30 missed messages. So again, then what I do is once I declare when I’m am of am reachable, so Vidar, you’re going to have a time every day where you’re reachable in a time where you’re not via email, so you need to plan your whole day, get that plan, do you and Katherine planet and then have a time in your day where you’re going to deal with the emails.

Speaker 18:
I write recommend at noon or 10 or whatever time works good for you, but for me, because I start my day at three, John’s not allowed to tell me about anything positive and or negative that has going on in my inbox until our first meeting of the day has started.

Speaker 19:
I want to give one other tip here that’s helped us tremendously is turn off the push notification on your phone that you’re getting an email. Otherwise you cannot resist that temptation because you’ll sit there on your screen and you’ll say, Oh, maybe I should check that. Just don’t let it get your brain space until establish

Speaker 6:
That time. You will look at it. Hot tip for you. This is Steve Currington. I abandoned, I abandoned my email and Casey is now my email in case he doesn’t have an email. She only has my email, which is what clay does with John [inaudible] founder and what I do have an email by Steven [inaudible], carrington.com and if if there’s something very important that I need to respond to, then Casey will call me and she’ll say, Hey, there’s an email in there from Brian your partnering Atkins and you might want to reply to them but this has to be someone obviously that you trust that can manage that. And then all day long Casey responds to my emails and people say thanks Steve. So all the time that it takes you to that you’re welcome. And I our how I work, I agree with, I agree with

Speaker 18:
What Steve said. I w how I work is when I get mad I usually stay mad for like, like I’ll get over it. You probably can’t tell if I’m mad, but I’ll stay wound up for about an hour. So we have rules. I have members of my family that I do not like. And Vidar, what they’ll do is they’ll email me from like a new g-mail. They just created a terrible thing. No, I’m serious. Like a terrible thing. So it’ll be something to the effect of, Hey, I ran into this person you fired and they know who you really are. And if the world knew who you really were, then Bubba, Bubba, Bubba, Bubba, and I need some money. These are true emails and it’s like an act form of extortion almost. And I’m not kidding. It’s the crazy, I have one family member who writes in third person Steve’s met this person, he writes in third person, so he’ll say such and such needs such and such.

Speaker 18:
But he writes in third person. He just writes emails to me in third person. It’s like talking to Carl Malone or something. It’s crazy. And so the rule is my family can’t tell me when I get those emails, like just ever [inaudible] and they just delete them and yeah, they don’t tell me. And then occasionally I’ll hear my wife and John talking about it and I’m going, what’s going on here? And so anyway, I just have rules. I don’t even want to know certain toxic relationships don’t matter if you share blood or not. They’re toxic. Otherwise I have veto. I never check my Facebook messages, my LinkedIn messages, nothing John does. And he tells me the ones I need to see. I don’t have any idea who sends those messages to me. So you might want to have maybe somebody who filters. Yeah, maybe. Maybe Catherine is the one who checks them all. Or maybe you could argue the one who checks them all. But what both of you don’t necessarily need to. Does that help at all?

Speaker 18:
And then the next question was, when you are a multi location, how do you balance having the same systems and procedures at all locations and also tailoring your service or your marketing to the culture of the city? I would say Rubin’s CUNA is who you need to speak to. You can find that man on Facebook, Rubens Cooney, C. U. N. H. a. He does this. He does it in multiple languages. And the culture thing is crazy important that you nuance for the cultures of different countries. So you know that much more than I, I know that because I have clients that deal in other countries. As an example, one of my clients was pointing out the, the menu that McDonald’s serves in Asia is stuffed. None of us would eat. Probably if you went out there and you rolled out dr Brexit in his voice. So there’s very emotional.

Speaker 18:
But if you went over to Japan and you rolled out the menu we have here, right? Or it might even be offensive in parts of the world. If you went over to India and rolled out what we eat here, Steve, in a place where they prize the cow as being a sacred thing, I mean it can be offensive. So I would just say it’s very important. So anything that is a linear checklist like you know, you have a checklist for cleaning the bathrooms, for setting up a stage. Anything that’s a linear technical thing, do not nuance it if possible because most cultures don’t start things on time. And if you’re careful, not careful, you’re going to start running a ministry that starts on Island time. Have you discovered this?

Speaker 18:
So most cultures don’t start things on time. They don’t pay bills on time, they don’t. So don’t adhere to that cultural stuff. But I’m talking about the nuance in terms of the food. And the best, the best way I could give you this is the best way I can help you with this is when I used to do speaking, I would travel all around the country and Steve, if you have a speaking event in Boston, it is socially acceptable to curse a lot on the stage. I would like it there. So I would get up on stage and the mayor of a local city or the head of the chamber would go, all right, I want to thank the good puff folks out here from the Boston community for getting out here despite the poop and snow, you know, and we was going and every time I say fricking, they would drop the bomb, the freaking snow out there.

Speaker 18:
I was just unbelievable. And I want to say thank you to Patty. You do a freaking awesome job and they’re just F-bomb like constantly. And I’m going, Whoa, you do that in Tulsa? And it’s so, it’s a whole different story. So, Oh, you have to do though is you have to, I would get there early and I would figure out the culture. Also in Boston, they speak faster and it’s more violent, the tonality. So it’s like the speaker that got up to speak in front of me, he’s like, if you want to be successful, you’ve got to call you lead. And if not, you got to get outta here. Get on, sign up from the chamber. I want you to cancel your membership. And I’m like, okay. And people were like, amen. This is good. Now I’ve done speaking events in Texas where it’s like, now if you all would prefer to call your leads, we think that’s important.

Speaker 18:
And y’all just wanna call your leads. It’s a D, it’s the same talk, but you have to nuance it. So I would always get there the day before Vidar and I’d watch the other speakers or the hours, you know, I get to earlier in the day and I’d watch them and I would try to match the tonality that would work. Is that, is that helpful at all? Thank you guys. Just see, you know, you can get a green tea and red bean ice cream sundae in Asia. Oh know if you’re in China, they’ve got a bacon macaroni and cheese toasty. Oh, you thinking triple seasoned fries. They’re too in a, in a Berber a yum. A Burberry. If you are good at dr bricks office Brett, you a lot of cultural not, not norms there. You guys wear scrubs at your office, am I correct?

Speaker 18:
You do. Now, if you start wearing scrubs in your mortgage office, how would that go? Not winning. Were the mortgage doctors made or something? I don’t know. There used to be a guy like that. Oh God. Rest his soul. Okay. How do you know? Next question, how do you stay motivated when you have to grind at months and seem not to be making too much progress? I always open up to the Bible verse that is on Steve’s arm. He’s tattooed on his arm and Steve, the verses Matthew five 10 which reads blessed are those who are persecuted because of righteousness for theirs is the kingdom of heaven. Amen. so I would say Matthew five 10 is diverse. I would go to Steve. Why did you tattoo that verse on your arm? As a reminder of the, so again, when you to remind you, yeah, when you work as unto the Lord, you are going to be persecuted for your righteousness. If you are right Vidar and Catherine, you are going to be attacked

Speaker 19:
And you had a great guest on just recently and he said that he, you can’t control the outcome of what your actions will have but get in the boat and just keep rowing. And he made the analogy of you may be going towards the beach and you want to try to only get that beach. He said, but if you just keep rolling, you may go past that beach and miss it completely. But if you keep rowing, God will take you to another beach. Eventually. He said, just keep putting the hard work and effort cause the only thing you can control is your own effort.

Speaker 18:
Vidar, do you are you familiar with planned Parenthood? Yeah, they are the baby killing organization, you know, and so [inaudible] in the U S in 2019 just so we give it an accurate count here. Right now the number of abortions in the United States some people say it’s dropping. Some people say it’s going up, but I’d like to look up the stats here for the actual number. But I got a call from my local abortion clinic that asked me to work with them and they said, we have a, a company that helps families plan and we would like you to help us with our marketing. And I said, okay, okay. What do you guys do? So we help plan families, you know, we help families. And I said, well, how do you do that? Well, we sit down with families, we help them figure out, you know, what’s the right decision for how many kids to have?

Speaker 18:
And I’m thinking this whole thing sounds pretty good. Yeah. And then I found out they’re an abortion clinic. Right. So just so we’re clear right now, I’m in the United States. There was about 862,000 abortions last year. To put it in perspective, that’s 2,361 a day. To put that in perspective, on today’s three hour show, there’s 98 abortions per hour. So since we’ve done this show, 300 kids have died, but, but everybody’s freaking out about the Corona virus. Get outta here. Yeah. I mean, just to give you this, so there’s 300 kids being murdered. There’s a hundred kids being murdered every hour of the show. This is a three hour show. So we’ve had 300 that have been murdered on today’s show. And so I told the person I appreciate you as a human, but I do not murder the kids as I won’t do that.

Speaker 18:
I am not in favor of that. She goes, we don’t murder kids. They’re, they’re just, I go, no, no, let me explain this to you. I know how you do it. And she goes, how do you do? How are we doing? I said, well, you suck the kid out of the womb. And a lot of the times, these late term abortions that are unacceptable in many States, you, you, you kill the kid after they come out. They’re crying sometimes. And they said, well, no, no. And I’m like, lady. And so I said, I want you to Google if you can, lady, this is a conversation we really had. And I said, I want you to a Google aborted fetuses and we’re going to look at it and you tell me, you tell me if that’s a kid. And so I’m looking at all the pictures with her and she’s like, well, that’s just because, and I go, no, no, no, no, no, no, no, no. And so what happens is I didn’t have anybody, not a single person commented and said, good job. I didn’t tell my wife about it either for a few days because the conversation would go so terrible. The lady just started attacking me, freaking out. She’s like, why did that several abortions? And without, if I didn’t have abortions, I would have, I go not committed murder and she would just got crazy on the phone.

Speaker 6:
You know, I had a friend in high school survived an abortion, like he was an aborted baby. That nurse took to the side and actually raised him as his own and he, he lived, he survived.

Speaker 18:
Are you serious? Yeah, absolutely. I just, again, I would just say if you’re looking for any encouragement on the planet earth, Vidar you’re not going to get it. You know what I’m saying though? Well, and especially as a Christ follower, I mean, he says they persecuted me. They’re going to persecute you. So you’ve got to, you’ve got to embrace the grind there. There’s a certain grind that has to happen and you just have to, you know, work is worship and worship is work and you’ve got to embrace that it is a grind. And then you, you start to enjoy the grind. Eric Thomas Pat them on the shoulder. I mean, that’s part of what he taught me is, you know, you get, you get up in the morning and you just are ready to attack with that grind, knowing that’s where you’re headed. I mean, you’re walking into the grind intentionally, you know collagen’s three, 23 reads, whatever, you do, work at it with all of your heart as working for the Lord, not for human masters. And I think we all know that part. But if we read on to verse 24, it says, since you know that you will receive an inheritance from the Lord, it is the Lord Christ you’re serving. I don’t think you’re serving people and you know that you might just need a refresher on that from time to time.

Speaker 6:
Well, I don’t, don’t forget to take the time to refill your tank with the winds, with the things that are happening. Cause there’s probably little things that you’re doing on a daily basis or weekly basis that are, that are probably pretty powerful. But you have to sometimes stop to take that in so that you can kind of refill your tank with with, with those wins. And then you

Speaker 18:
Guys are really good about this cause I know you. Yup. My big thing is just helping other people. So when you have that opportunity to, to help someone directly, that’s where the fuel’s gonna come for you to like go past or to that next, what you do is you take pictures of the great things you read, you take the thank you notes, you take pictures of the winds and you put those on the wall where you can see them. So they’re always available. You can recall them, you know what I mean? You put them up on the wall and that becomes your history. And then that way when you’re looking for motivation, you can find it. So if you go to like my bathroom, Vidar, some point you have to come over to my bathroom, you go to the bathroom to man-cave. Anytime someone has gone after me for wrongful termination and I’ve won, I frame it and put it in the bathroom also.

Speaker 18:
There are screws that you have screwed through the door. So on the other side of the door, it’s like a torture chamber because if you touch the wrong part of the door, iron maiden, stab yourself with. Now, final three questions here. You wrote, your question is when you have written, if I book written design, et cetera, what are the best tips for launching the sales? I have three specific action items for you to do this. One, you need to create a website about the book. Two, you need to create a PR kit, a public relations kit, tell a PR kit it, Andrew can provide a link to mine. And then third is you want to make a dream 1000 list of podcasts because leaders are readers, readers are leaders. And if you look at the statistics, people that listen to podcasts are the entrepreneurs who read books or are the people that read books.

Speaker 18:
So podcast listeners also read books. It’s the same crowd, so you want to make a list of the top 1000 podcasts to be on and then you reach out to them relentlessly to be on as a guest. And most podcasters are looking for good guests, so it might not seem real or plausible, but this week the founder of Netflix reached out to us and said, I’d like to be on your show. The founder of square reached out and said, I’d like to be on your show. Why would the founder of Netflix reached out to us and say, I want to be on your show because he knows that his new book is going to sell. Well if he’s on shows like mine. I talked to Tom Rath yesterday. He’s the number one Amazon book seller of all time. Tom Rath number one book seller of all time on Amazon.

Speaker 18:
He sold over 10 million copies of his books and he has done 60 interviews about his new book. Tom Rath 60. That’s how you market your book. So, and then step number question number nine was if you have been in public speaking for years, where would you start looking if you were wanting to bring the speaking to the next level? Okay, I’m going to give you the specific books. Dale Carnegie has a book, I’ll put a link to it. Brian Tracy has a book, I’ll put a link to it, born standing up and then watch TD Jakes. Suborn standing up is written by Steve Martin and it’s an incredible book where he teaches you about public speaking and comedy. And if you cannot bring a certain comedic flare, people will not pay attention.

Speaker 18:
So if you watch TD Jakes present, he’s not a comedian, but he’s kind of funny. If you watch TD Jakes present, you know, he’s kind of funny, like he’s not a comedian, but there’s funny parts of it of it. And it’s because you’re gonna tell the truth. You have to be funny. So best medicine it is. And it’s also the best vaccination against hate. When you speak truth, people are going to hate you right. So you’ve got to be funny. What’s that quote you have, clay, that if you’re going to be true, you have to be, well, I was told by, I was told by Michael Levine, he pulled me aside. This is the top PR guy in the world. I paid him $25,000 to meet him. I read his book about PR PR, he’s called P a gorilla PR 2.0, I’m sitting down with them and I said, sir, this was what guys, this is like eight years ago, I think it was eight years ago.

Speaker 18:
And I said, Hey, sir I teach clients how to grow businesses and they all grow or they hate me. It’s like either or, you know, they either grow or they hate me and I’m trying to decrease the hate. And he says, well, you know, you can’t be honest with people. And I go, so I need to be dishonest. He goes, [inaudible], unless you’re funny. And I’m like, what? He goes, dude, comedians are the only people allowed to be true. Be honest. So if you want to comedians, I’m telling you like if you want to go to a comedy club, that’s truth. You want to talk about the racial issues in our country. Go to a comedy club. You want to talk about him in corporate America, you can’t cause it’s like, but at comedy club you can say now with all, with all due respect and that you can say whatever you want to say.

Speaker 18:
So I’m like, that’s so true. So I wrote that down, changed my life. Now Ricky Bobby, now Brian Tracy wrote a book about, so the book by Dale Carnegie is called how to develop self confidence and influence by public speaking, how to develop confidence and influence by public speaking and about by Dale Carnegie. And Warren buffet says, that book changed his life. Warren buffet said that book changed his life. Powerful. then you have a Brian Tracy, he wrote a book on public speaking that is powerful and I think you have to read multiple books because you’re needing to build new neural pathways. And most people are poor public speakers and they think that if they just speak truth, people will listen. But that’s not true. People will only listen if they want to listen. So if people will complain, unless they are entertained to quote Mike Levine, people will complain unless they are entertained a lot.

Speaker 18:
To quote Carlton Pearson, the former televangelist turned a nonbeliever, but he once was, he said, this Carlton Pearson, he told me, he said, when you’re sweaty that people are ready to buy. When you cry, people are ready to buy. When, when you’re, when you’re sweaty, the people are ready and when people cry they will buy. And I said, well, what got this guy was taught directly from oral Roberts? And he says, if I’m up on stage and I am not sweaty, the people are not ready for an altar call. Now this guy was, well, I’m sure you remember this guy, he wants that one of the biggest churches in Tulsa. But he’s like, the people are not, if you are not sweaty, the people are not ready to receive salvation. He said, this is that. It’s that passion. You know, and I’m going, Oh, that’s good.

Speaker 18:
And he says, but also people do not cry. They won’t buy. I don’t care what you’re selling. If they don’t cry, they won’t buy 60 you’ve got a attached to people’s emotions and I’m going, that is Craig. Rochelle said you have to mix truth with entertainment to get people to come back to church. Craig Rochelle, we had them on our podcast, pastor of life church, mixed truth with entertainment so that the next book by Brian Tracy is called speak to win. Now this is okay. So step three, read board standing up by Steve Martin. Incredible book three you need to watch TD Jakes need. You’d watch TD Jakes, watch TD Jakes, watch TD Jakes, watch TD Jakes. Then when you’re done watching TD Jakes, watch TD Jakes, he is the best living presenter. He is the one that Steven Furtick that Joel O’Steen, they all look up and say he’s the best presenter. Now when you watch TD Jakes, this is what you do. You watch TD Jakes and after you watch TD Jakes, what you do is you listen to you. So watch TD Jakes and then you listen to you and let me keep this audio. This is TD Jakes.

Speaker 20:
I want to talk about the money first. I want to talk about the money because, because there’s some things that we have to understand, particularly in this country, this capitalistic society where we buy you money so high and there’s nothing wrong with money, but there’s something wrong with us. And, and when you take what’s wrong with us, if you give it more money, it gives it more power and it becomes more, more danger. And our value system in a capitalistic society centers around our dreams all center around

Speaker 18:
Now he’s building rapport with the audience and he’s about ready to offend everybody at the same time. So let me hit play. Here we go.

Speaker 20:
It has infected and affected the church too. Most of the time when you get people coming up for prayer, it’s always about money.

Speaker 18:
Now pause. He said something and he does this and stuff. Carlton taught me, and by the way, Carlton was TD Jakes, his speech coach. I don’t know if you guys know that. So Carlton taught TD, but he says, after you say it, let it sit and let people marinate. That’s an intentional pause. So listen to what he says. He says, and he pauses. This is stuff I had no clue of until about a decade ago. May 5th, may. I worked with Carlton I guess about 15 years ago, but here we go

Speaker 20:
About money. Our mentality, I said, you get more money. It gives them power about money, about money, and our dream and it has infected and affected the church too. Most of the time when you get people coming up for prayer, it’s always about money. Our mentality is we need a miracle. I’m believing for a car. I believe in God for a house. I believe in God for

Speaker 18:
Repetition. If you look up his transcripts, he usually will say he has a a, a a, he does a sermon. He does called nothing as powerful as a changed mind. Nothing is powerful to change the mind. And if you and Katherine watched that today or listen to it, you can pull up the transcript on YouTube. I’m not kidding. He says, changed mine over 50 times during his sermon. Here we go.

Speaker 20:
Code. I believe God for a house. I believe in God to send my kids to private school. I hate to tell you this, there are atheists and sitting there and kissing private school, there are drug dealers that have a car. That’s not a miracle. You don’t need God. You need a good job. You need to come to work. You need to save your money. You get you a car. You don’t need to call all the heaven and provoke the angels to get a car. That magical mentality is killing the church. We are asking God for stuff that we can do ourselves. Oh God, help me. And he

Speaker 18:
Does this all the time. He has a way he does it. And I’m just telling you, there’s so many moves that he does that I have. And there’s nothing wrong with standing on the shoulders of giants. I don’t need to reinvent the wheel. I don’t need to impress our listeners by reinventing the wheel. But he claps for himself all the time. He repeats things all the time. When he says something that’s offensive, he pauses and you just sits there and you’re like, Oh, where most people, when they say something that’s going to offend the audience or challenge the audience, they back away from it and say it real fast. They try to sneak it in. And so TD Jakes, what you want to do is listen to your last presentation and then listen to TD Jakes and then listen to your last presentation and then listen to TD Jakes and you go back and forth and you try to bridge the gap between what is great and what is okay and then you keep doing it.

Speaker 18:
And so Carlton, this is true story. Carlton told me this breaking down film for an athlete. Exactly. This is your trade and so you’re breaking, you’re doing film. Clay, could you just tell the dark what you told us about what a Cracker shell at life church does before he preaches his first sermon. He’ll do a test one and then he brings a group of people in to go over again. I want to make sure I’m not miscommunicating anything about the Craig Rochelle method, but he’s, he’s talked about this during his sermons, but he spends about 15 to 20 hours a week. He says writing his sermons and then he sort of tests it on the first service he tested on the people in his office. He does like I got testing on the test, the presentation with his staff essentially to work out the kinks and then he doesn’t test on the members of his church.

Speaker 18:
He’s delivering to you a Polish things. He’s already tested it internally and then he does the next sermon and whatever one’s the best one is the one that he airs to everybody, but I’m just saying the level of preparation. I would just say this, what you want to do for Darren, Kathryn, is you want to record every time you present you record it and make yourself listen to it after listening to TD Jakes. Now Katherine, because you’re a female, I would recommend that you would listen to Sarah Blakely and Joyce Meyer because Joyce Meyer is a female and in our culture at an assertive female, if not done properly, is labeled something that starts with a B. Oprah is an assertive female and it comes across as kind. Hillary Clinton came across like a donkey’s behind.

Speaker 18:
So Hillary always came across as angry where Oprah came across as passionate, both of which, who disagreed with certain elements of the conservative political landscape. And even though I did not agree with everything Oprah said, nor does she agree with everything I say, nor does anybody agree with everybody on everything. But when Oprah was speaking, I had to pause and marinade and ask myself is what she is saying. True. Because she represented an African American perspective that I cannot identify with because I can try, I can read books, I can listen to music, but I’m not, I can’t identify with that culture the way she can, nor can she identify with kind of a rural Minnesota redneck poverty culture. So, but I’m listening to her and I’m going, I have to listen to what she’s saying because almost in a, in a hypnotic way, subliminally she’s such a good speaker.

Speaker 18:
She draws me in and I’ll leave you with this, this final pro tip here. The word charisma used to be spelled with a K. So the Greek word charisma was pronounced charisma. Carlton Pearson taught this to me. I looked it up to crazy charisma and what it meant, it was the ability to leave people feeling whole after a conversation. It was, it was called the gift of grace. That’s what it meant. The literal definition was the gift of grace. When that word got, when the word came across the ocean, it got perverted and changed it. We changed the spelling of it from a K two we where it was out where you would leave when you used to be, when you were around somebody who, who’s charismatic with a K back in the day you are around somebody who had the gift of grace. It got perverted when it came across the ocean and now it’s we spelled with a C H and now if they get people that cheer ch cheer, now when people cheer, we go, Oh, that’s charisma.

Speaker 18:
He’s charismatic. Woo. He’s allowed person, woo cheering charisma CAH. But it used to be K it was kind. So you want to leave every conversation when your audience feels whole and not full of holes. The audience has to feel whole and not full of holes. And so that is a powerful idea that there are no bad students, there are just bad teachers. And when you’re Joe job as a, as a speaker is to coach people up and not talk down to them. It changes everything. And so I remember Carlton, I watched a speech with him that I did and he goes, you know what? You did hear Mr. Clark. And I said, what? He goes, he said this to me. He says, you ear rate your audience. And I said, excuse me? He goes, you ear raped them. You talk down to them. You made them all feel ashamed that they weren’t as smart as you.

Speaker 18:
Never do that again. And I was like, Oh my gosh, I didn’t realize how patronizing I was. Right. And it’s because I had already gone up to quote unquote success mountain and I was teaching things that I thought were obvious. I spoke in jargon, I used abbreviations, and he goes, you, every time you use an abbreviation, no one understands it. Furthermore, every time you use a colloquialism that the people do not understand, they don’t get it. So you’re at like telling jokes where no one gets the punchline but you, and because you laugh at your own jokes, it makes it worse. And I’m going, man, that’s good. So anyway, so I had to learn that idea. You don’t talk down to people, you coach them up. And I would just every night before you guys go to bed until you’re great. So every night until you’re great, whenever that is, I would listen to your own sermon or own talk, whether it’s 15 minutes or an hour.

Speaker 18:
And then I would go listen to TD Jakes and I would listen to Joyce Meyer and I keep doing it and say, what did they do? That’s better than us. And then eventually, eventually, subconsciously, Vidar and Katherine, you’re going to start to say, what would Joyce say here exactly what would TD say here? And all of a sudden you start to go, okay. And I was never a great basketball player, but I did you know, 10, 12 points a game in high school, whatever. But there was one guy on my team who was very good, he was a couple years ahead of me and he’d had a pump fake where he couldn’t jump really well, but he got good position and he’d fake and the other guy would jump and then he would kind of jump into you and draw a foul. And he would usually make the layup and get the foul right.

Speaker 18:
And I learned that one move from him. And I used that move at once a game. And I, in the game, the game happens real fast, but it kind of starts to slow down when you practice it enough and it’s called a neural pathway. And so you have to keep doing the same thing over and over. Like you’re building like a, like a ditch or you’re building like a, you’re trying to engrave in your brain this, this process and this thing. So brick, when you adjust a patient now, yes, you have to think mechanically about how to adjust somebody’s spot at all. But I’m pretty sure I could adjust my sleep. But you used to, Oh, absolutely. Now you can think about the patient care. Yeah. And talking to them and making sure, I mean, you can think about is the patient comfortable, right? I mean, you can have these thoughts for now.

Speaker 18:
Right? Well, I think of it like driving when you’re 16 years old, you’re constantly having to very intentionally look at the rear view mirror, look at the external mirror check all your blind spots, 10 and to see the speed, see the, you know, gauges. I mean you’re just having to kind of go through this mental checklist, you know, and it’s very methodical and it’s very intentional. It, it just takes a lot of energy. But the more you do it, the more relaxed you are at it. And you start doing these things subconsciously. Now, Nathan, you had a hot take, I’m sorry to cut you off there. Oh, clay, you, I think you skipped over something. You touched on it and I think it’s super important is clay took his speaking, he was going and went to somebody that he respected to look at it with them. And if I had to do some of that with myself to look at some of the things I was doing. And I think if you guys do that, it’s a different thing. Watching your own tape and then watching your own tape with someone you respect. All of a sudden, the way you see it changes. I gotta tell you this, this is a Vidar. Can I tell you a secret that only you and a 500,000 listeners will know?

Speaker 18:
I used to work with a pastor and he hired me. I won’t mention what town he’s in, but he said, could you help me grow my business? And I said, or my church. I said, yeah, so to grow a church, there’s three key elements. You have to have a great praise and worship. [inaudible] Great, great praise and worship. Great youth group or kids because your kids bring kids, their parents, and the third is great teaching and preaching of the word. His praise. Worship leader was awful, like the worst, like would be flat needed. Auto-Tune didn’t have it not good. The youth group leader was great. The pastor though was the worst part of all. He was terrible, Vidar, and I’ll imitate him real quick. He get up there and I, I asked me, you know, could you help me? I said, sure, but when I need to go to your service or I need to watch it online, and this is before it was online.

Speaker 18:
We didn’t have YouTube. I said, I’m going to watch it and I’ll just take notes and this is how I’m not, I’m not exaggerating, this is what he says. He goes, I’m just going to go through a 45 minute sermon in two minutes. He says, folks, God wants us to be successful. He wants us to be successful. Now if you open up your Bible to chapter, yada yada, and he’s talking like he’s the golf channel open up to you and he kind of looks board to open up to yada yada. You’ll see that God says, and he’s going on. And he says, no, today I have five key points I want to cover. And somehow during his talk he gets into 0.7 and 8.9 he paraphrases scripture but never cites it. Any actually went on this rant about the, the love of money is bad.

Speaker 18:
And, but he missed, he quoted it and he misinterpreted the meaning of it. And I know this because I’ve read this verse in this passage and it was bad. So I meet him privately aside, and this has got about 300 members. Church has been stuck forever. You can’t get top, you can’t get any higher than Google, than top. You can’t have a better location than the best. You can’t. You know, you can’t. It’s almost one was only so much lipstick you can put on the pig. And I said, if you ever watched yourself preach, sir, and he says, no, why? I said, I just think you need to watch it. And now here’s the thing that’s interesting. Every top minister I’ve ever interviewed on this show listens to their sermons and has other people do it to every top minister. They listen to their sermons and they have other people do it too.

Speaker 18:
And every bad minister has never listened to their own thing for fear of what it might sound like, or they’re busy. Right? So I said, pastor, I need you to watch it. The next week he comes back. I said, did you watch it? Yeah, pretty much. Yeah. So I’m like, are you lying to me about watching your own sermon, sir? And he says, well, I kinda skimmed it. I’m like, you didn’t want to, did you? He’s like, no. I said, well, okay. So we, we played this little game for two weeks in a row. Third week he comes in and says, well, I don’t see what the deal is. I don’t see a big difference between me and TD Jakes or me. And you know, O’Steen and he starts to rip on Joel Osteen. He says, unlike O’Steen, I don’t focus on just positives. And unlike TD Jakes, I don’t need to yell at my audience.

Speaker 18:
And unlike, you know, and so he actually hated the people that were better than him. Right? So when you don’t have self-awareness to quote Carlton Pearson, well, you don’t have self awareness. You have bareness, you stand in front of your audience naked and they all know it except for you. And that’s a big thing. Yeah. You know, but he was being led by the spirit and he kept saying this, the wrong spirit. He kept saying that. He kept that through. He kept saying, well, I don’t like to, I don’t like to put limits on God. So I just kind of get in the spirit, get in the flow. So again, I know that’s not your heart and that’s not where you’re coming from, but you’ve got to listen to your own sermon and you want to catch yourself before someone else does. And then the final question you guys had was should you improve your own weakness or should you hire your own weakness? I will say this, hire your own weakness. Except for finances. You have to know your finances.

Speaker 17:
Yeah,

Speaker 18:
Because people, the greed of the human nature, the greed is too powerful. And I see husbands, and again I’m not referring to you at all, I’m just talking about in business. I see husbands that are the CFO for their wives and they’re pulling cash using the business card for personal spending. I see it a lot in ministry. I see a lot in business. I don’t see it more in ministry than business. I just see it equal. I see it all the time. And you don’t ever want to abdicate your finances, so don’t ever abdicate. What you have to calculate. Don’t ever abdicate the money thing. Don’t ever abdicate what you have to calculate. Don’t ever abdicate your finances because you’re, you’re taking way too many chances when you do that and you start to find that people are going to steal and it gets weird.

Speaker 18:
And in a ministry that’s the game over thing for you guys. Is that helpful at all? But I would delegate everything else except for if at all possible, the, the finances and then I would never ever, ever get to a place where you don’t know what the people at the front lines are going through. So elephant in the room, I spent a lot of time with our front desk people. I listened to the calls, I watched the video. Or is there a specific area you’re thinking about wanting to delegate? They might have a question on,

Speaker 17:
I think it was more of a general question. You know, you can, you can spin up a lot of time improving your weaknesses or your own blind spots and you know, it can be in a lot of different areas.

Speaker 18:
Well, I’ll give you an example. I don’t like finances. I don’t like math, you know? I, I mean I don’t, I’m not, I took algebra three times, I don’t have to do complicated math, but I’ll pull this up real quick. So I can tell you right now, just so you know, this is just example, pull it up my to do list and dr [inaudible] is my accountability partner so we can see it. Okay, so I have a list here. This is the list. Here it is. Let me pull it up. I’m scrolling down. Here we go. So I have here, it says I would like to have 40 clients and I have how much the average client would need to pay. And I have how much that equals in order to hit my break even point. So that that’s there on my list right now if you scroll down, I have the total number of clients that we service.

Speaker 18:
Currently there’s 157 clients that we service because we have three onboarding and three offboarding. But [inaudible] see that number there? 51, five, seven and then a brick you can see. And then how many clients do I have? And then you see how many Amelia has and Jason has and bloomer. I have these numbers, right? I have these numbers because most of my consultants tend to have emotional breakdowns after 15 clients is it becomes the weight of it becomes too heavy. So I do care about their cognitive capacity. I know how many clients Tim Redmond has, how many clay stares has I track that and I don’t abdicate that, but I don’t like to sit there and look at every number, every day. I just always know the bank balance and I know that number, but I’m not going to focus on that cause that’s not my strength. Does that provide any clarity, Katherine? Or does that seem vague and unhelpful?

Speaker 13:
No, I think it’s helpful. It’s you can’t, you can’t be the best in everything. So you gotta stick with the dryness is, I guess and does hire people to help you in other areas.

Speaker 18:
And I like for this show, I produce every show. So I edit every show myself. I’ll never delegate that. There was like a two week period of time, maybe three weeks where a member of the team has to, if they could help and they did. They did so many things wrong that took me twice as long to edit it again and it’s just not worth it. And I like editing it. So that’s my thing. But I would just say, if you’re out there today, figure out your strengths, figure out your weaknesses, and then hire people that are never delegate until you hire someone better than you to take that spot. So don’t hire a guy who’s worse than you to take the spot every, every time you delegate the person doing it should be able to do better than you do it. Now, Nathan, you had a final hot take.

Speaker 19:
One thing he’s talking about here, and I think Vidar, you do this, is make sure you’re at least competent. Don’t hire someone in that you don’t understand at all what they’re doing. It’s like me sending my wife to the auto place. If she doesn’t understand what they’re talking about at all, she’s going to get ripped off and makes you don’t hire someone in. They can. You’ve got to have at least a cursory knowledge. So train yourself up to where you generally understand it before you hire someone in to take it over for you.

Speaker 18:
And if they can’t explain what they’re doing, that’s also a problem. Yes. Hey guys, I appreciate you so much. If you’re out there today and you are looking for a cause to donate to, that’s actually going to help people, that will show you transparent finances that will actually show you where the money goes. I would encourage you to check out Safari mission of Vidar. What’s your website

Speaker 13:
So far? Mission.Org

Speaker 18:
That’s Safari mission.org check them out. They are endorsed and bonafide by multiple entrepreneurs that I know have given to the their cause for years and have told me they’re very happy with where the money’s been going. These guys have presented at our thrive time show conferences before. I appreciate you guys. Hope you have a great rest of

Speaker 1:
Your day. Take care guys. Alright, bye. Bye. Now. Without any further ado, we’d like to add each and every show with a boom. Dr Breck, are you ready to end this three hour tour with the boom? I’m ready. And mr. Complete carpet makes sure we take one giant step back for mankind cause these mikes are hot. Here we go. Three, two, one, boom.

Feedback

Let us know what's going on.

Have a Business Question?

Ask our mentors anything.