Clay Clark | Entrepreneur | Repeatable Systems, Process, and File Organization

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Audio Transcription

Get ready to enter the Thrivetime Show! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re on the top. Teaching you the systems to hear what we got. Cullen Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio, and now 3, 2, 1, here we go! We started from the bottom, now we’re here. We started from the bottom, and we’re so glad we’re here. Alright Tulsa, welcome back to the Thrive Time Show. This is your favorite two hours of power every day. And we are so thankful, so blessed, so excited, so encouraged to be with you here on this magical Monday where we’re going to be teaching you how to build these repeatable business systems. Specifically today, we’re going to be getting into repeatable systems, processes, and file organization. Now some of you might be going, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, This is the difference between making thousands versus making millions. I mean, this right here, if you can’t build repeatable systems, I mean, this is a no-go. As an example, for lunch, many of you are going to go over there to Oklahoma Joe’s right now. You’re going to go to Oklahoma Joe’s for lunch, and you’re going to grab the world’s best baked beans. Let me tell you what. If he was the one making all of the beans, and he was the one cooking all the burnt ends, then he would have to charge, you know, I don’t know, $50 for a meal in order to be able to hit his financial goals. Maybe $500 a meal and now he just charges like $8.50 for a great lunch. I mean, so see, this is a game-changing move if you know how to build repeatable systems. It’s a game-changing move. It doesn’t sound as fun and as exciting like on Friday. We had a great show. Yeah. We talked about the, you know, the four sizzle moves and sails and we talked about the seven The power move to pump up your sales. And you know that’s funny, everybody’s like, oh sales, marketing, that’s funny. Sales. And this is kind of that inner, kind of inner working, kind of behind, that closet that you never go into. Oh yeah. But you know the stuff in there is like really important for the comfort, the welfare of your home. This feels a lot like buying life insurance. This is what this show feels like. It feels like- No offense to all the life insurance salesmen out there. Yeah, I mean this is the most necessary. It’s kind of like, I’ll tell you this, it’s like on a Saturday when you’re getting your oil changed on your car. Oh yeah. You know, I mean you appreciate Jiffy Lube making the popcorn for you and having a Sprite available, but no one, in general, people aren’t super excited and saying, I can’t wait. I can’t wait. It’s kind of like, but you know what, this is a perfect topic probably for a Monday. Yeah, it’s a great Monday. I know you had a great weekend. I know it’s Super Bowl week this week. I know you’re super excited about Super Bowl week. A lot of supers in that little lead up right now. But it’s Monday, and I know you had a great weekend, Clay. Any highlights from the weekend? I know you brought some chickens. We just finished publishing the book, Do Your Job, a look under the hoodie of Bill Belichick. Oh, such a clever name. It’s a management mastery book. Such a clever name. Bill Belichick always says, do your job. He’s always saying, do your job. That’s just crazy talk. Karina, is it possible, can we get the cover down here real quick? This is a look at the cover. This book will be on Amazon here before the Super Bowl. Very exciting time. Wait, that’s not Karina. That’s Sam. That’s Sam. What in the world? What kind of hairy hand to be Karina. That’s a massive hand. You’ve got a lumberjack toting hand there. I’m going to pass this over to you. There it is. Do your job. Oh. You loving that? Look at the face under the hoodie. Hey, you know what? Are you going to send him a copy? I think I’m going to, yeah. Why not? It’s the thing. And the thing is, you know, you always say, what would Z do? And so a lot of his principles, you’ll find that you and Bill Belichick are kind of like the same person. I’ve never seen you two at the same time, so I’m kind of convinced that you’re throwing on a hoodie and getting out there and coaching football on many Sundays. That’s what I feel like. Falcons are a great team and we’re going to have to bring our best to get them. That basically summarizes Bill Belichick’s feedback about any team ever. I know, it’s so awesome. It gives nothing away. There’s no fodder, there’s no billboard stuff in the locker room of the opposing team. He’s just always just in, he always has that same cadence, that same voice. He’s got his cut-off hoodies. I mean, dude, really. And everyone on the team could be injured or might not be injured. You list them all as probability, he refuses to cooperate. It’s a lot of fun. I’m excited about it. I will tell you, I’m excited, headed in here to the weekend for the Super Bowl. Do you have a prediction? Do you feel like there’s one team in your mind you’re going, this team is a definite one. Do you want to bet on the air that there’s going to be a team that’s going to win this thing? Well, I know this. I told you if the Cowboys and the Patriots play, we’d go to the Super Bowl. One of my predictions is that I definitely know the Cowboys are not playing the Super Bowl. You continue to be negative and you’re picking the wound there, my friend. Picking the wound. Dude, I tell you what, I know my boys, they look great this year. They just didn’t get it. Wait, this isn’t sports radio, but I do have a prediction, though. I do have a prediction. Okay, sure. That, um, I think the Falcons are actually pretty tough this year. Are you going to say they’re going to win? I’ll take the Falcons and you can have the Patriots and we’ll play for lunch at Oklahoma Joe’s. Oklahoma Joe’s. Okay. Oklahoma Joe’s. I want burn-ins. I want a beverage of my choice and I want baked beans. And what do you get if the Patriots win? If the Patriots win, what I would like to do is I would like to have some Oklahoma Joes and I would like to have a sucker from Regent Bank. So I would like for you, I would just like to know that you personally, you can’t delegate it, you can’t use one of your infeasible systems. You have to drive over there and personally get the Oklahoma Joes. 71st in Yale. None of your minions, none of your teammates, none of your hundreds of employees can do it. You have to personally bring over the Oklahoma JoJo’s baked beans and the burnt ends and a sucker from Regent Bank, Tulsa’s number one bank for business. It is. It’s my bank. I love it. I love banking there. And there’s such great staff. There’s 71st and Yale. That’s a lot of people’s milk right there in the corner of 71st and Yale. But they also do so much banking online that you have to go to the bank all the time. But what flavor of sucker would you, do you have a preference or just a taste? It’s definitely going to be grape. It’s going to be grape, I’ll tell you that. Oh, I didn’t know. I didn’t know. I didn’t know those were your go-to. And I’ll tell you one little move here before we get into these repeatable systems here. A little fun factoid. Did you know that Regent Bank is one of the fastest growing banks in the country? And in fact, they’re growing seven times the rate of the national average bank right there. Seven times faster, my friend. This just in. Award-winning at that. I tell you what, Sean Copeland, he is a great CEO over there. Great guy. He’s one of our mentors actually on You may ask yourself, a mentor on What does that mean? Well we started the world’s best business school. The world’s best. Yeah, we’ll stand behind that. If you want an Indian leg wrestler over that, I mean, sure. We’ll get Sam to do it, our lumberjack. He’s a pretty good Indian leg wrestler, so I hear. Anyway, the world’s best business school online for only, is it $100,000, Clay? No, we’ve actually worked with some people. We’ve reduced the costs a little bit. We were able to pull the costs down from $100,000 is a typical business college. We thought, well, let’s see if we can lower it just a little bit. Okay. So did we get it to 50? I’m trying to remember. Did we get to 50,000? We try to get to 50. We were talking to the people, and I know a guy. And so I went over there, I talked to my guy. Oh, you talked to that guy. I said, hey, listen, do you want me to bring a lead pipe into this conversation? Are you going to give me the Thrive is a better deal than that? And he goes, I will see what I can do. So now we’re under 50. But I think we recently, I was just looking, apparently on the website right now, we’re down to $19. What? $19 to subscribe to the world’s best business school. Broadcasting live from the center of the universe, you’re listening to The Thrive Time Show. How could you, how could we, is that sustainable? Can we do it for $19 a month? I don’t even, is that even a, I mean, can’t. Well, step one, you want to put about $2 million into traveling all around the world and filming the world’s best business leaders. So if you want to film them, step two, you want to have a 20,000 square foot facility for the Thrivers who want to come to in-person workshops. Okay. Step three, you’ve got to have a full-time team of people that can help Thrivers execute. Because once you know what to do… Analyze their websites and pick things. Graphic design and all the print pieces. It’s the entire… We call it the vertical integration we were talking about the other day. But if I’m a local pool company, let’s say, and I go, I know what I need to do, but you still don’t have a full-time web guy and a full-time video guy and a search engine guy and a PR person. We do it all for you. And that’s really how we did it. So it’s very sustainable, very successful. It’s It’s in person. It’s online. It’s on the podcast. We also offer one-on-one business coaching. It’s a game changer. Well, are we crazy to offer that at $19 a month? I mean, most people spend more than that at Starbucks. I mean, a latte, latte, mocha, mocha, choka, latte, whatever. You taught me this, but with your optometry clinic, you wanted to make it where for $99 people could come in for a one-eye exam and for a pair of glasses. You said value is where it’s at. You always want to offer people a value, help people out, make it affordable for everybody. That’s what we decided to do. We built repeatable systems, which is what we’re talking about today. We’re talking about creating repeatable systems. I have a song I want to dedicate to you and to the Thrivers all around the world. I want to kind of cue it up here. And here’s the deal. Once you build a repeatable system, the members of your team will soon discover that they are not the only one. They’re not the only one. No, they’re not. They’re going to discover, hey, listen, there’s other people who can do the thing. There’s other people who can make the sales calls. Other people who can do the marketing. Other people who can execute the systems, other people who can help the patients find the frames, the stylish glasses, other people who can make the chicken, other people who can serve the meal, they’re going to discover that they are not the only one. You sound crazy. You sound crazy? Yeah. You don’t think I know what you’ve done. So, you know, your teammates may be saying, hey, listen, listen, I’m not the only one. You mean there’s somebody else? There’s somebody else? Yes, there is somebody else. There’s somebody else who can do this stuff. And you know what? That’s what we teach you on the Thrive Time show, on and our in-person workshops and in one-on-one business coaching. We teach you, listen, you can’t just eat everything you kill. This is not an outdoor wilderness show. It’s not that. It’s a metaphor for saying that. If I only saw or made money on patients that I answered the phone on, that I helped myself, that I greeted, that I pre-tested, that I loaded in the room, that I gave an eye exam to, that I then taught them how to put contacts in and out, and then I went over and helped them pick out glasses, and I went back in the lab and made them, I wouldn’t see that many people in the day. And at your auto auction where you guys are selling like a thousand cars or 700 cars on a Friday, if you were the one who was detailing every car, doing the title work on every car, selling every car, you could probably get it done if you worked like a 48-hour day. I mean, I could get it done by working 48 hours in a day. I may not have to work, you know, like, I’d have to be from the planet Claytron and work like, you know, 132 hours in a day. So here’s the deal. Whether you’re an optometrist or you’re in the automotive business or you’re in the haircut business, everything can be turned into a repeatable system. Somebody might be listening right now and you might be saying, I don’t know, is everything repeatable in business? Can everything truly be built? Here’s a good example. Do you remember Walt Disney? You ever heard that name, Walt? Walt. Walt. Am I saying it wrong? Are you not getting it? No, it sounds like something stuck in your throat. Walt Disney? Walt? Yes, I have heard of Mr. Disney. Okay, so check it out. He was a good artist. Yes. He drew Mickey Mouse. But think about this. To make animated movies back in the day, you had to draw the same thing 60 times slightly different just to make like a second of movie. Could you imagine what it would feel like? Alright, drawing number two. Here we go. It’s subtle change to the mouse’s ear. Drawing number three. If you ever made a mistake, God forbid, I mean the whole thing would just take, right? So eventually he had to teach a guy next to him who had, by the way, was he super rich? No. So we had to find another guy and say, hey guy, here’s the deal. This is how we draw Mickey Mouse. Yeah, okay. And the guy’s like, okay, but I’ve never drawn before. Get over here, come on, let’s do it. Then he had to teach another guy. And do you understand that when he made the movie Bambi, they made, I’m not even exaggerating, the movie took several years and they had a team of people working for several years drawing hundreds of thousands of the same pictures. Now let’s just say that you’re artist number one, I’m artist number two. What if my Bambi was slightly different? Wouldn’t it be kind of a schizophrenic movie? Bambi just keeps getting bigger and smaller and bigger and smaller, different colors. I mean they had to standardize drawing. Think about that. They had to standardize the process of drawing. I can’t think of anything harder to do, but he did it. And then he realized, hey, you know what? I could build a theme park and I could standardize a great experience. And he said, you know what? I can standardize anything. And so the key to Walt Disney’s success was not being a great animator, but it was teaching other people how to become great animators and how to get a team to work together to make great quality family entertainment. Well, apparently he succeeded. Because I for one, they’ve got some of my money from Walt Disney Company. I’d say every time you go there, you have to almost get a home equity line just to afford the big pretzels, the big soft pretzels? Oh yeah. What are they, four or five grand now? Oh, no, no, no. All right, well, stay tuned. All right, green country, Oklahoma, Tennessee, what’s going on? Welcome back to The Thrivetimes Show. This is your radio program where we teach you how to start and grow a successful business. My name is Clay Clark. I’m the former SBA Entrepreneur of the Year, sent here by Scripps Radio to teach you how to make your wallet expand. And I’m telling you what, you talk about wallet expansion, you talk about a guy, you know, back in the day when Barry Bonds and Mark McGuire were competing in that kind of home run derby that had America fixated, we’re going, who’s going to break the record? Who’s going to do it? There was that summer of love where you saw these huge men hitting absurd numbers of home runs. We all secretly thought, they’re probably on steroids and we all thought that and we said oh come on come on it’s they’re truly not on steroids well that’s kind of how I feel about dr. Robert Zellner he goes into the optometry game and he blows it up he blows that thing it’s just boom like the Hindenburg it just blows up like that massive blimp back in the day just when then I am all pumped up on steroids now you go to the auto auction business and you do it again and then you go over there to the ranch business and you do it again. I’m going, there’s no way. Then he goes, he goes into the durable medical business. Then he goes into, he just keeps moving into businesses and blowing it up. So the thing is, you have to ask yourself, one, is he on steroids? I mean, is this guy on some serious roids or does he know a proven system that allows him to create repeatable business processes? So Z, I’ve met you for people who are on Facebook Live right now. They know you’re beautiful, you’re strong. I guess in Spanish it’s Z has some muy fuerte. But the thing is, the question is, we know you’re not on steroids, so what are you doing? How are you making these repeatable systems, my man? How are you doing it? How do you know I’m not on steroids, by the way? Have you blood tested me? You’re wiry. You’re wiry. You’re the kind of guy you don’t want to mess with. You don’t want to try to, you know, you’re going to pull out a shiv or a lead pipe. You’re going to win. It’s just a deal of like, what I’m saying is like, you’re not on steroids. Your face isn’t enlarged. You know, you don’t have a bunch of pimples and acne and various things. You don’t have a hostile temper. So you know you’re not on roids. How are you building these repeatable systems? What are you doing? What’s your deal? Well, you’re the beautiful thing about business, Clay, and the same thing you know, and that’s why you’ve written the books you’ve written. We’ve done the things that we’ve done you’re you’re probably the world’s best business coach in fact no you are the world’s best business coach that just in and you find out you boil it down to this business is business is business. It’s all business. It’s just business. There’s no steroids. It’s just business. Oh and what you find out is whether you’re selling vacation homes. Whatever you’re doing, it all boils down to the same simple steps. The thing about it is what we coach people up here every day, all day, and what’s our heart is to tell you about those because there’s a little thing out there called Forbes. Forbes, they’re kind of a big deal in the business world, and they’ve done a study, and the study came back, it said 57% of you listening out there, we bantered this number around, 57% are saying to themselves, right now you’re driving in your car to lunch, you’re sitting at your desk in your office, you’re doing something, maybe at your house folding laundry, I don’t know what you’re doing right now, but you’re listening to the show and you’re saying to yourself, they’re talking to me. Right? I wanna start my own business. And 2017 is going to be the year you’re going to get her done. But we not only want you to start it, because there’s a horrible, horrible, horrible, horrible number out there, Clay. And the number is… Eight out of ten small business owners are going to fail. And that does not feel good. Stop. That just seems mean. It’s not a good thing. It’s not a good thing. We hate that. I hate that. So, after you get all the energy up, you’ve saved your money, you went out and borrowed money, you’ve done the things. Oh, you’re listening to the show, how to make sure and get your startup money, because that was a great show, by the way. And they’re all on the podcast on By the way, You go back and listen to any show as many times as you want. But the thing about it is that not only do we want you to start your business, we want you to grow your business so that you can make money and have time freedom and financial freedom, but then we also want you to be able to keep your business open. And we want you to be so successful, you work your way out of a job, Clay. Now here’s the deal, here’s the deal, Thrivers. If you have thought about your business, let’s say you have a business right now, or think about the business you want to have in the future, and I want you to think about your biggest limiting factor. Think about it for a second. What is the thing that you spend a massive amount of time doing and you’re going, gosh, if I could just do more of that, I would make more money. I’m going to brag on one of our clients right now. This is a very exciting time for Property Management Inc. It’s a company in Tulsa. They manage properties. This is the situation. Sean has realized that when he talks to somebody who owns a series of properties, there’s somebody who bought a series of rental houses, he realizes that when he talks to them, that almost every time after they see his references and they get a chance to look at the case studies and look at it, they go, hey, I want to use you. Every time he meets with somebody, they say, I want to hire Property Management Inc. to manage my rental houses. So I’m sitting there talking to him and I’m going every time. It’s amazing how much success he’s had this year. He’s a thriver. It’s so exciting. And so I said, hey, how many hours are you in appointments? He’s like, oh, I am going from one appointment to the next. When I’m done with that, I go to the next. And he’s thinking about driving routes and how he does it. And I said, so the next move is you have to teach somebody else now how to do the appointment. And he’s going, what? Oh, yeah. Oh, yeah, it’s true. But the thing is, he is so good at what he does that it’s starting to take off. If you’re listening right now and you’re saying, I am stuck. I don’t know how to make a repeatable system. I want to look at your optometry clinic. I want to think about greeting people at the front desk. And from there, from the front desk until when the patient actually sees a doctor, walk me through, walk us, the listeners, through some of the repeatable systems you have. So I walk through the door. I’m a new patient. I walk in and I say, hey, I’m here to schedule an eye exam or to get an eye exam. Walk me through. What are the systems or some of the systems that you have there? Well, they’re greeted by a smiling, happy face, eye contact. That’s a big thing in business is getting that eye contact because people get their head down. They act like they want to ignore you, and even if they’re busy, giving them that eye contact and even letting them know if you’re on the phone or if you’re dealing with somebody else, just giving them a little eye contact and holding up your finger and saying, I’ll be right with you, silently, that just settles them down because nobody likes to be ignored. So first of all, you’ve got to, and I love the businesses, and there’s several of them around town, that when you walk in, it’s their job at the front, at the counter, to welcome you to the business. I just went in Louie’s the other day, the little restaurant over here by the Riverwalk, and as soon as you walk in, everybody’s like, hey, welcome to Louie’s. Have a seat anywhere you want. It’s the same repeatable thing every time. So we greet them at the door, Clay, and then we ask them what they’re doing and why are they there that day, because obviously if they’re there to pick up glasses, it’s a different thing than if they’re there to get an eye exam or if they’re there to fill in the blank. So then they listen to that and then if they’re there to get an eye exam, they give them their chart or they give them a piece of paper and say, listen, we need some information. Is this all written down? Yeah, it’s all written down. So this whole system is written down? It’s written down. So if I get hired tomorrow and I have a sound mind, that’s an if, but if I get hired, my to do. My job is to greet people. How many hours would it take to train somebody who wants to learn? I mean, how long would it take somebody to learn that system? If you’re not a complete idiot? Yeah, this is the first part of greeting people. Oh, yeah, not like at all. I mean, you know, first hour. I mean, okay, yeah, you know, but I know some businesses, they say, well, you know, basically what you have to do if you’re going to be somebody who answers my phone, you see, I’ve been doing this for 25 years. And so what you would have to do is you’d have to be here for 25 years to answer all of the profound questions that customers typically ask, which is why my system is not scalable, Dr. Zemner, okay? So I have a very complicated business, and when we come back, I want to know how would you solve my business, because my business is so complicated. It takes me like almost typically two or three years to train somebody. I mean, you hear this all the time, don’t you? You do, and that’s what we’re going to change. Coming right back, Thrive Time. All right, Thrive Nation, one, two, three. You are back on the radio listening to myself. My name is Clay Clark. I’m a former SBA Entrepreneur of the Year in your ear, sent here to teach you how to start and grow a successful business. And I’m joined with the optometrist turned tycoon and the man they simply, people, they simply, not just you, the listener, not just me, but they, they are now calling him… He’s the godfather of Tulsa business. He’s the guy who knows more about business than any other Tulsa. He is Dr. Robert Silva. I swear, I swear he’s a great guy. That’s the most really. I’ll tell you what, but today, on a Monday, we’re gonna make an offer you can’t refuse. And if you refuse it, you’re gonna be in trouble, or something like that. Dr. Z, I will tell you, your larynx sounds great. After you’ve been drinking all that tea, you sound great. You don’t sound hoarse at all. So today, please teach the thrivers. Teach us about repeatable systems. We’re talking about your business, your optometry clinic. People are coming in the front door. You have a system now for how the customer is supposed to be greeted. What’s the next part of the system? How do I build these repeatable systems? Well, then once they fill out the information, the patient information form, they come back up and now they’re taken back into what we call the pre-test area. And then in the pre-test area, they do certain tests on this little, you guys have all had it, or some of you have had it out there, a little puff of air that nobody likes, but everybody has to kind of endure. And everybody’s like, I think some people secretly like it. Yeah. They’re like, ah, heck, you guys did it. Can you do that again? I found a lot of people who are having a bad day. They’ll go in there and they’ll go, hey, so what? Can I get a puff of air in my eye or what? And then we go, oh, it’s not talking about. Is your name Vinnie? Yeah, yeah. How’d you know? How’d you know my name is Vinnie? I swear, I love a puff of air in the eye in the morning. It helps me dilate my pupil. I see the world better. That and my coffee. So then after that, they take them into the exam room and we do what we call chair skills. And that is actually part of the exam. All this is part of the exam. Chair what? Chair skills. Chair skills. Chair skills. So is this like a person who has an unbelievable understanding of a chair and what makes a chair, a chair and the legs and the backrest. No, no, they get the chair out and they do the handstand. You know like Cirque du Soleil, they do the handstand on the chairs and they stack the chairs, they climb up on them and they go, hoppa. So it’s like that circus music almost. Yeah, that’s what they do. Nice. No, no, it’s like when you go to the doctor and they measure your height and weight, the doctor doesn’t do that. Why? Well, because it’s efficient to have a person do that, even though it’s the information that the doctor helps you to formulate your diagnosis. So they do that, and then when they’re finished, then they leave the room, and then we have little flags that they mark who’s going to be next, and what doctor, and all this kind of stuff. And so then, and now we’ve gone to kind of paperless. So now it’s all on the computer. So once they fill out, you know, we probably should go even paperless on that. Maybe give them some iPads or something when they come in and fill out. I’m thinking about my systems right now going, how can we make it better? Here we have a paperless system. And when you walk in the door, we give you a piece of paper. Now, for those of you who have come to an in-person Thrive Time workshop, if you turn to page 105 of your Boom Book. OK, wait a second. Where’s I got this from you did the boom book? Did you get at the thrive time in person back here on the boom book the boom book? It is our 13 proven plays like our playbook for business. What if 105 page 105? Yeah, there’s a card There’s a cartoon we drew in there. I love this. Oh my gosh. This is come work for the great Zambuzo now, he’s kind of a Zambuzo He sees a Z right there, look at the marketing. He says, look folks, it’s easy. You put on the blindfold, you juggle these knives, you become ambidextrous and hit golf balls, oh, and get a hole in one every time. And he’s trying to teach somebody else how to do it. And the whole point is, is that so often I see business owners who make stuff super complicated. So I’m going to tell you some stupid stuff that I used to do, Z, and hopefully you don’t mock me too much, okay? You ready for this? Oh, I love it. So this is what I did, a DJ connection back in the day. This is my idea of delegating, okay? Every time I would answer the phone, I would pretty much, I got to a point where over about three or four years, it took me about three years to figure it out, but after about three years if I talked to somebody and I wanted to book the event, I would book it. I mean, just every time. So what I did is I got this thing called the money phone. So I used a green phone, you know like the old Batman, he had the red phone, Comet or Gorgon. Oh man, that ring, it was important. Mine was a green phone, the green hornet I used to call it, the green hornet. And so if the phone would ever ring, I would yell, phone! I’m not kidding, I would yell, phone! Like as soon as it would ring, no matter what I would say, phone! And then a guy who would, anybody who was nearby had to answer the phone and they’d go, thank you for calling DJ Connection, this is the amazing DJ Garrett, how can I help you? And as soon as the customer would say something, like how much do you cost or what do you charge, they would go, hey, that’s an awesome question, let me get your name real quick and I’m going to grab one of our sales team members. And then they would immediately pass the phone to me. And I didn’t care who I was talking to or what I was talking about, I would hang up and I would answer the money phone. And I’d book that wedding and I would type out all the notes right there and I’d pass to a guy to do the paperwork. So I delegated the paperwork and I delegated the answer to the phone. But this way I would book everything. And this is, part of it was sort of a genius because now I work with a lot of medical clinics. And do you guys, if you’re listening right now, do you know what Consumer Reports has said about people leaving voicemails? Consumers today do not leave voicemails. And if they don’t get someone to answer on the first four or five rings, they are not going to call, they just would call another provider. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. Seriously, I’ll go into major corporations where no one answers the phone ever. And so I built the business at DJ Connection where we would always answer the phone on like the first ring. That was the move, okay? So that was a good thing, but then there was no scripts, it was just me. And so it would be up until six o’clock at night, I’d go, fuck, and they’d pass me the phone, I’d book it. Oh yeah, that’s a great move. Well, eventually I wrote a script and here’s what my script said. Okay, here’s the script. Imagine that you came to work here. This is what I would do. I’d say, see, it’s a four-part sales system, very easy. Step one, you need to build rapport. Rapport. Step number two, and usually the person’s like, Rapport? What does that mean? Seriously. Now I say, step two, you gotta find their needs. Step three, tell them the benefits of what DJ Connection does. And step four, you gotta close it. Okay? Yeah, and that is like, okay, so I’m sitting in the store, I’m okay, so I, you give me that, you give me that system, right? Okay. Phone’s ringing. I pick it and I go, hey, use the meeting to go hang out and have a cold one, okay? And what can I do you for? And then as soon as you get off the phone, I would then look at you and I’d say, hey, here’s the deal. You need to focus more on being positive and motivational because brides buy confidence and positivity. And I would talk for like an hour and a half to you about motivation and positivity and generalities and hyperbole. And then it would just happen over and over. And then this magic thing happens. Do you know what happens? Then I got to walk on hot coals. No, this is what happened. I read this book. I read this book back in the day called Soft Selling in a Hard World. Now this is what the book did for me. It taught me that if you write a specific detailed script, you can actually teach almost anybody how to do your sales for you. And the irony was, I had previously worked at DirecTV in a call center where everything was scripted and it never occurred to me to script my own systems. Why Z? Why does it happen to me? Why does it happen to me and a lot of people out there? Why is it that we’re not scripting things? Well because, you know what, because someone didn’t remind you to do it and that’s what we’re going to do on this show because a lot of the stuff you’re going to hear us tell you to do, you’re going to be like, you know I heard that before or I think I’ve read that in a book once or I saw that online. Or it’s almost like a Captain Obvious, I know that I need to write a script, but have you done it? Yes, have you done it? And how simple was it? And write it out and have someone read it and make sure it makes sense. Sometimes I’ll send a text and I’ll look back at it and go, oh my gosh, that doesn’t even make sense. I hit the auto correct and the this and the that and the thing has happened and you’re like, you know what you’re thinking in your head, but what came out of your thumbs is totally different. Totally different. Now here’s the thing, Thrivers. If you’re listening right now and you’re going, okay, okay, I get the idea. I need to build repeatable systems. Once you start to do it, there’s these certain predictable mess ups that are going to happen. You want to stay tuned because you don’t want to make these predictable mess ups. Zee and I have seen it over and over again. We’re going to teach you how to avoid those mess ups. Hey, wait a second. I’m still trying to figure out what this report thing is. I’m supposed to do step one. Report. What I rap to him. If you’re using report and report, stay tuned to our time show. All right. Thrive Nation, what is going on? Welcome back into the conversation. We’re teaching you how to build a repeatable business system so that you can increase your compensation on a really kind of a deeper level here. Let’s just say you’re listening today and you want to start a business. According to Forbes, you know, 57% of you want to start or grow a successful company. And let’s say that for years, you’ve been making some awesome pizza. And word has got out. I mean, word of mouth has begun to spread. And now more and more people are coming back to your pizzeria. It is growing. And then eventually you hit this thing called the law of the lid. Where you can’t do any more as the business owner. You’re going, I personally am making as many pizzas as I can make. So you have two options. Either one, you let your quality slip, you know, where you begin doing 80% of everything because you can’t keep up and the quality’s going to fall apart. And that’s one of the things that just drives you crazy, though, is when people say, well, you know, we can’t do quantity because we’re all about the, you know, the quality. Quality’s what we care about, so I can only make 12 pies a day. You know, that’s all I can make. So you know, it’s all about the quality here at Bob’s Pizzeria. And you know, if I’m not hand crafting your crust, it’s not a Bob’s Pizza. I see this all the time. I see it all the time. And I’ll tell you what, as you begin to build these repeatable systems, you’re going to run into these three predictable problems. They’re going to happen as you begin to build systems. Because once you build the systems, let’s just see as an example. Let’s say, Z, that your pizza recipe is awesome. Of course, it’s a Bob’s Pizzeria. And I’m not even exaggerating on this one. This is 100% true. I used to work at a place called the Pizza Factory in downtown Cocado, Minnesota. I haven’t talked about this forever. It was one of my first jobs, downtown Cocado, Minnesota, shortly after I’d been fired from the Norseman for working at that restaurant. And on the recipe, the way it was written, everything was in jargon. So it would say, everything was in abbreviations. So as I’m reading it, by the way, if you’re a 16 year old kid and you’re working at a pizzeria, a place called the Pizza Factory, and you have a hard, you’re making minimum wage, okay, there’s no bonuses, there’s no chance to improve, and how much curiosity does the average kid have to go, I wonder what that means? So this is what I would do. If I didn’t know, I would just guess. Sure, well, and why wouldn’t you? Yeah, and they specialized on having the freshest homemade dough and the freshest homemade marinara. I remember sometimes I would serve it and people would watch their face and they would go, oh, oh my gosh, what is this? And I just close enough, man, because I couldn’t understand that I didn’t know the recipe. Like, give me an example of the jargon they had at the pizza factory in Texas. Well, now, we’re going back a little to this about 20 years ago, but I just remember that I just remember like, you know, they would say flour and you knew that it was flour because of FLR and you’re not too many ingredients around. So you’re like, flour. Well, then there’s there’s baking powder and there’s baking soda? BP and BS. But isn’t there a difference between baking powder and baking soda? Isn’t that the thing? I think so. And there was something we were making there that said like baking S or something. And I can’t remember, but it’s some abbreviation. And so I remember putting it in and I screwed up a massive quantity of stuff. And the owner’s like, what are you doing? This stands for this and that stands for that. And I’m going, okay. Okay, why didn’t you just type it out? And so this is how his office this we have we have audio I was somehow back in the day when I was 16 years old yeah I was able to bring a tape recorder I mic myself up yeah yeah kind of an undercover not boss yeah and this is the audio from that event are you ready to hear it not boss I like that here we go I know the ground control we’re loaded and ready to taxi come on darling I love you darling let me scoot here we go one music oh it’s not I love you darling! such and such, Roger, well the guy next to him, his name is Roger. And so the guy goes, Roger, and he goes, over, and I guess the guy working at the air traffic control, his name is over. So he goes, over, over, and he’s like, Roger, Roger, over, over, and no one knows what’s going on. And they get quickly frustrated. And all I’m saying is that is something that we would do all the time, and no one would ever be referring to the same thing. And you see this all the time in businesses, too. You’ve seen this where no one knows what’s going on. Yeah, you do. And I’ll tell you what, a system is defined as a procedure, process, method, or course of action designed to achieve a specific result. And that’s when things you’re talking about, if you use all this jargon when you’re teaching somebody, a lot of times they may be a little embarrassed and may not know. I don’t think I know. And it’s obvious to you because you’ve been using this jargon in the business for your entire time you’ve had your business and the new kid, the new person that you’re training is like I’m too embarrassed to ask I don’t know what that is. And I just I just found the audio it was tough to find the tape I found the tape I got it ready here we go here we go. This just in. Flight 209 you are cleared for takeoff. Roger. Huh? LA departure frequency 123.9. Roger. Fine. Request vector over. What? Flight 209 clear for vector 324. We have clearance, Clarence. Roger, Roger. What’s our vector, Victor? Howard Radio, clearance. So no one knows what’s going on. And this is a thing where, I’m not kidding, I see this all the time. And it’s just a huge time waster when no one knows what’s going on. So step number one for you, action item, do not use jargon. I’m telling you, if you have to abbreviate something, the extra syllable it will save you will cost you hours of time explaining it later. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. Or it’ll cost you hard dollars when the new kid messes up an entire batch of pizza dough, right? It’s kind of like I’ve got to throw out $30 worth of pizza dough because I couldn’t write out soda, I had to write S. Now the next thing that happens a lot in business is people begin to get casual. So what happens is that you know what to do. You’ve already built the system, but for whatever reason, you don’t hold your team accountable to the system because you want to keep it casual. Now I’m going to give you a notable quotable that is very uncomfortable for many people, but it’s very, very true. This is it. Casualness causes casualties. Casualness causes casualties. I’ll give you an example. Back in the day with the DJ business, our meetings were supposed to start at 8. And before I understood this, I would go, okay, the meeting starts today. Cool. So, I would let the meeting start at, like, just give me a guess. You got probably 10, 25-year-old dudes for an 8 a.m. Monday meeting. What time do you think our 8 a.m. meeting started? It was an 8 a.m. meeting. What time would it typically start? I would be back at the end, 8.30 probably? Yeah, it would be like 8.45, 8.35 before we get started. And people would just kind of gradually, they would drift in throughout the meeting. So then you would have to keep going, okay, for anybody who just joined us, this is what we’re talking about. And then about two minutes later, Josh would walk in and I’m like, wait, Josh, I know you just missed it. And so if you’re on time, you’re like, oh my gosh, this is like the same two minutes of the meeting over and over. It’s a complete waste of time. And then what I did for the printing paper, I told the guys, hey, I want you to put the printing paper here. One day, one of the guys comes in from Office Depot, I’m sure, and he goes, I’ll just set it over there, not over here. I’m not going to put it here, I’m going to put it over there. And then another guy says, I realize that this is my computer, but today I’ll use this one instead. And then pretty soon it’s like no one can find the paper, no one knows where to sit, no one knows where anything is saved, and pretty soon when you’re screwing around with people’s money, now this is the unpardonable sin. And it happened early on, and I’m so sorry to the people it happened to. But a customer called in and said, hey, I want to go ahead and pay off my wedding. There’s $600 left on it. And you’re like, okay, what was your name? And she’s like, you know, Amanda. Okay, cool. So Amanda wants to pay in full. Which Amanda? I’m sure it’s the lady, you know, her voice kind of sounded like… You can’t have more than one Amanda. That’s not very common. I remember this. I remember this discussion now. I remember this actual conversation. He goes, which Amanda is it? I’m like, does she have to come with a higher voice? Is it the one from Muskogee or that? He’s like, oh yeah, I think it’s the one from Muskogee. So you just charged somebody’s card for $600 who is the wrong Amanda. Now people don’t oftentimes check their credit card statements every month. They should, they don’t. And then you get a call like four months later from somebody going, hey, you jokers charged my credit card. I haven’t used you guys in two years. What are you doing? Yeah. And you’re like, ah, and then you call the other person and now they’re, you know, they’re happily married and they’re like, hey, we thought it was, you know, already paid. We don’t have the money for it right now. And you’re going, oh my gosh. And then by the way, there is a place called Dallas. There’s Dallas, there’s a Dallas, Arkansas, I believe, and a Dallas, Texas. Do you know that? I did not know that. If you Google Dallas. Because I was born in Dallas, Texas. I was born in one of the Dallases. I think it’s Dallas, Arkansas. I was really young. I don’t remember it. You don’t remember that? I don’t remember. I was young when I was born. Why don’t you remember? You have such a failed memory. I remember it all. It was very dark. I’m 52. You lose things as you get older. It was very dark. It was scary. I remember my birth. I just remember gasping for air and just trying to get out of there. I cried a lot. Here’s the deal. There’s Dallas, Arkansas. Who knew? I’ll tell you how I found out. I sent a guy to Dallas, Texas for a Dallas, Arkansas wedding. Oh no. Oh yeah. These are things, if you’re casual, it causes casualties. It just does. And it’s not good. It’s not a good thing. It’s not funny. It’s not, I mean, it’s funny now. It’s kind of, you know, far enough back. It actually, there’s some bride though that lives in Dallas, Arkansas that’s going to listen to the show and go, Oh my gosh, that was me. I’m so upset. There is a lady who used to work at Barnes and Noble in Tulsa here, right across from the mall. I love Barnes and Noble. Right across from the mall that your optometry clinic is located by. I’m old school. I love books. I love, I love the old kind of… There’s a lady… I used to take my daughter there to buy these books and there’s a lady who still hates me from screwing up her wedding like seven years later. I’m serious. I used to go in there going, oh no, I hope that’s not her. Because you only have like a couple people checking you out usually there. And she would just look me in the eye and stare at me and say, listen… She would say this kind of inner dialogue, but she would go, your systems weren’t repeatable. They screwed up my wedding. So Thrivers, if you want to learn how to build repeatable systems that won’t screw up weddings, stay tuned. All right, Thrive Nation, welcome back. Welcome back to the Thrive Time Show, presented by Oklahoma Joes and Region Bank. We are so excited to be here with you today, teaching about a subject that is so powerful. This subject here, I’m just telling you, this has the ability to help you scale your income. What am I talking about? I’m talking about helping you exponentially increase your income. And specifically, back in the day when I first started my business, DJ Connection, it took me a long, long time to learn how to finally sell it in a compelling way. But once I nailed the system, my problem was it took me forever to scale it. It took me a couple of years to make it repeatable. And so what happened is I would hire a salesperson and I would give them almost no training at all. I would give them almost no training at all. I would say, hey, why don’t you shadow me for a day, take notes, and then don’t worry about the words I say. Just kind of do, you know, to give your own version. Do your best presentation. And you’ll get out there. It’s got to come from the heart. Yeah. I don’t want you to sound like you’re reading a script. No, no, we don’t want that. I don’t want you to sound like you’re reading a script. I want you to be from the heart. We don’t want robotic. Yeah, you’ve got to come from the heart. And I want you to bring a lot of passion. Yeah. And then I would spend like an hour and a half talking about motivation and passion and how you’ve got to just love your product. Come on. And then my sales guy would get in front of a customer and say something. I have audio from our early sales guys. Oh, good. I’d love to hear it. Here it is. This is audio from our early sales guys. We were DJ Connection. It was wedding entertainment and commercial breaks for cars. This is one of our first sales guys. What my associate is trying to say is that our new brake pads are really cool. You’re not even going to believe it. Like, let’s say you’re driving along the road with your family and you’re driving along la la la, and then all of a sudden there’s a truck tire in the middle of the road and you hit the brakes. Whoa, that was close. Now let’s see what happens when you’re driving with the other guys brake pads. You’re driving along, you’re driving along, and all of a sudden the kids are yelling from the back seat, I gotta go to the bathroom daddy! Not now, damn it! Truck tire! I can’t stop! Help! There’s a cliff! Fuck! And your family’s screaming, Oh my God, we’re burning alive! No, I can’t feel my legs! I didn’t know you sold brake pads. I didn’t clarify what we sold, I just told you to go there and sell something. Oh my God. So the thing is, I’m just saying, this is obviously from the movie Tommy Boy, it’s kind of a funny scene, but the point is, Tommy Boy’s father passes away from a sudden heart attack, and all of a sudden Tommy Boy, played by Chris Farley, has to go out there and sell, and he’s never sold anything and there’s no system. There’s no system. And so he ends up just having these crazy sales presentations. I remember I walked into one of our meetings and one of our guys was going, you know, DJ Connection is kind of like American Pie. Everybody loves it, you know, they’re into it, you know, do you like pie? And I’m like, what is going on? How is that a move? I remember I walked into one meeting, I’m not kidding, and one of my guys, true story, and if you’re listening right now and you live in California and you know who you are, if you’re listening to the podcast on, you live in California, you’re a former DJ sales guy, and I know who you are because you’ve commented recently, you’ve said, I love this show, so you know this is coming for you here. If you’re the one who met the bride in the dark at her office, I’m not kidding I didn’t have a checklist for anything again like a pre-flight checklist yeah so I walk in one day and he’s meeting a bride in one of our sales rooms there’s no windows and it’s freaking dark in there I’m like what and he’s just making stuff up and talking I’m just going what am I doing so then I see I said you can’t teach people to sell well you can’t and that’s it’s impossible it’s him it’s him it’s a, they’re either a born salesman or they’re not. It’s all about natural genes. Natural genes and the way they were raised and the part of the country that they were brought up in. So I started doing it myself, again. Oh, of course. And you buy into that lie where you go, well I swear if you want to get something done yourself, what you got to do is you got to do it yourself. If you want to get something done, you got to do it by yourself. Now if you, if you want to not get something done right, you know, if you don’t get it wrong, you can just give it to someone else. And that’s why we’ve chosen to stay small over here at Uncle Vinny’s Pizzeria. I personally make all the pizzas, I personally do all the negotiation, and I negotiate very well. I do all the things. So I have chosen to keep it local. I work 70 hours a week. We are also open 70 hours a week. You might say, whoa, I say, boom, come here to my pizzeria. That was Bob’s Pizzeria. Now you’ve taken over my pizzeria. That’s the move. That’s the move. That’s the move. You’re a Bob’s pizzeria. You know what I did is I wrote down how to make the dough. How to make the dough. Because when I do that, you know what, I make more dough. Oh, you make more dough when you write down the dough. I make more pizza dough and I make more money dough-ray me. Also law, make me some dough. Wow, you are bringing some serious vibrato over there. At Vinny’s you’ve got a one-horse deal over there, okay, I get it. Yeah. But at Bob’s Pizzeria, we’re going to have Bob’s Pizzerias all over the country. Because what we’re going to do is we’re going to write it down, we’re going to teach the kids how to do the thing. You know what, that is a scary thing when you, you know, your heart and your soul and all your energy and your money and all your time is put into starting up your business and then the business kind of starts rolling you make some sales you’re making some dough ray me well Which is money and you’re going this is awesome, and you bring someone else into the business and now all of a sudden You have to let them do that thing that you’re like oh if they screw it up I can’t I can’t let him do I better do it I better do it because here’s the thing about it clay what happens is is that they screw it up They’re gonna screw it up. They are gonna screw it up. I mean, it’s just a fact. I mean, I don’t want to, you know, prophesy negativity over anybody’s business, but you know, you’re gonna have an employee make a mistake and mess up. And then you say to yourself, you hit yourself in the head and go, I knew it. I knew it. I knew it. And, you know, it’s hard to find good help. I can’t find anybody to do this. And that’s how the show is, by the way, how to hire the great people. You know, it’d be fun if we just had an endless time. We could just go through all of it, every day, all day. But you actually have to tune in and get little snippets of how to start and grow your business every day. And that doesn’t seem fair, does it? No. Well, Z, I would love to spend the entire day to do it, but instead we have to pack in this knowledge that you’re not getting at business college. So here’s another little quotable that goes with what you just said. This is from Reid Hoffman. Reid Hoffman, by the way, is the guy who started up, he’s one of the founders of PayPal. He built LinkedIn and he says this, it goes with what you just said. He says, if you’re not embarrassed by the first version of your product. Someone needs to hear that again. Someone needs to write that down. Oh, okay, hold on. Rob, will you give me a pen? Here we go. If you’re not embarrassed. Is embarrassed, what’s that, two R’s? Yeah, if you’re not embarrassed by the first version of your product, you’ve launched too late. Whoa! Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. So I have a story that will blow your mind, Thrivers. I’m starting to get my head wrapped around that. I’ve got to be embarrassed? Well, here’s the deal. We have a very, very nice lady in Tulsa. Her name is Lori Montag. When I was 12, my parents announced to me that we were moving from Broken Arrow to Minnesota. And I’ll never forget just feeling like, when you’re 12 and you have all these buddies and now you move all the way to Minnesota, I’m going, I don’t know if I’m going to like this. This is not good. You were crying as the car is pulling away. Very dramatic deal. Anyway, so I called my friend Chris Montag. And Chris, if you’re listening right now, you’re a great dude. I call Chris and say, Chris, man, I would love to come down and see the guys this summer. He says, I’m going to talk to my mom and see if you can live with us for the summer. And I’m like, you’re 12, and I’m like, this is cool. This is going to be awesome. So I talked to my mom, and she says, well, if you can save up the money, you can do it. I go to work for my Uncle Jerry. I save up the money. Next thing you know, I’m flying. I fly down to Tulsa, and I stayed with Lori Montag for the summers. Well, Lori is the lady who invented the slap watch and the zany bands. They sold $60 million of that stuff. Wow. She’s the founder of Montag Photography. Neat lady. And so she says, well, you guys want to make some money this summer? And I’m going, well, yeah. And I love learning entrepreneurship. Even as a 12-year-old, I love doing it. Oh, yeah. So here’s her move. Here is her move. She said, there are some picket fences that, you know, the big privacy fences in Oklahoma you have a lot of wood privacy fences. Oh yeah. And she says. Get at them neighbors see what you’re doing in the backyard. We went somewhere Z and she saw bird feeders that were made out of that like at Hobby Lobby or something. Okay. And she says you guys are going to make those. I’m going to buy a booth at the state fair and after we pay back what it cost me you guys can split the profits. And I’m like I’ve never. This is the non-entrepreneur talking. I’m a 12 year old and I’m like, ah, but we’ve never made them before. We don’t know how. How would we do it? Next thing you know, I’m not kidding, Chris is over there, he’s 12, 13, he’s running all of these privacy fences through one of those table saws. He’s passing them down to me and I’m hammering them, I’m nailing them together into the shape of a bird feeder. His sister, she’s like nine, she’s paying them all. Another one of his sisters is doing… so we go to the state fair… I’m sorry, but do you break any child labor laws there? I’m not sure. We definitely did not absorb any of the labor laws. Not sure nine is licensed to paint professionally. Lori was nice enough to feed us once every two days. So we’re out there working. And when is the State Fair in Tulsa? October. It’s always October, babe. Okay. So we’re making these things. We’re making these. But there’s like in the summer, what’s a summer festival or an expo? It was very hot. It was in the summer. I don’t know what it was. What’s the big thing they have at the State Fair or the State Fair grounds? There’s some sort of, is there some sort of summer event? We’ll just call it Summer Fest right now. I don’t remember what it was. But anyway, it’s one of these trade shows where people go and they’re like, I might want to buy a boat. I might want to get this. Or I might want to get some blue blockers. Or I might want to get a $400 blender. I don’t know. So the next thing I know, we’re at this thing, and we’re having people come up saying, she’s teaching us how to sell, but she says, get out there and ask them if they’d like to buy a bird feeder. So I’m like, hey, would you like to buy a bird feeder? And people are going, no. And she goes, you’ve got to keep asking, keep asking. After about every 20 people, someone would go, well, I’m interested. And then she said, I like birds. She said, well, invite them into the booth. I said, well, come on into the booth, let me show you. And then we would sell one. And I’m going, we just got $15. Wow. And then we got $15 more. Wow. And pretty soon it was like, we have $1,000 at one time that we have. This is money that we now have. And I started realizing, but then people keep saying, well, what about this? What about that? So the next night, you know what we did? Tell me. We went back to her house in East Broken Arrow and we improved the bird feeders. I didn’t think that was possible. We looked across, we saw other people’s, we looked across the way, across the, we walked around and realized other people are making them a little bit better. So that night we worked and worked and worked away and we made them better and we went back and we kept doing this and by the end of this, it was a three or four day event, we had awesome bird feeders, we were selling the heck out of them, it was a move, it was a game changer and it taught me this principle that everything’s repeatable, everything is duplicatable, but you got to get better over time. You can’t get frustrated that your script doesn’t work on the first time. So many entrepreneurs want to throw in the towel the first time someone screws up when they’re trying to use their master system. So wait a second, allegedly, you didn’t know how to make a burred feta. I did not know how to make a burred feta, I swear. Well, I tell you what, that is so true in life and you hear that all the time from people that go, you know, I like to start my own business, and then the big word, but, but, but just like that. You know, she said, hey, DJ’s coming out. So what happens is that people are like, sometimes you’re looking for the reasons why not to do the thing that’s really in your heart to do. Oh, whoa. And so sometimes you just kind of fight through those, those butts just like you do as a 12 year old going, well, I don’t, that, but I don’t know. I don’t know how to make a bird feeder. But I’m listening right now and I’m going, hey, you know, I’ve never hammered anything before. See, I’m listening right now. I need you. I need you to preach it to him. Come on now, because I’m saying I want to do something. But I tell you what, what the world is not full of butts. I thought there were a few of them, but they would take that out of your vocabulary. The next time I want you to have a little job and every time you say, but, you put a dollar in there. Okay. And then we got enough money, then we’re going to start your business. Oh. You got me? You feel me? Oh, I feel you like a petting zoo. Go ahead. Unbelievable. No, really, we’re here. You’re listening to Thrive Time Show. This isn’t politics. It’s not home and garden, even though you did talk about bird feeders. Why did you build a wall in the studio? What was that? Was that a political statement you built? I made a promise to the Thrivers out there that if elected I would… Wait a second. No, this isn’t politics, is it? You did build this wall. I did. Mark Z, we built this wall. You built this wall to keep me out. To keep you in. Okay, all right. Stay tuned. We come back. Repeatable systems. All right, Thrive Nation, welcome back into the conversation. We’re talking about how to build repeatable business systems. Dr. Z, why is it absolutely vital to build repeatable business systems if you want to scale that income. You know I was in Oklahoma Joe’s last week and Joe Davidson happened to be in the restaurant. Are you serious? Yeah, yeah. He was out and he was glad handing and saying hi and greeting the people and then he finally we finally made eye contact. He’s like, Z! So he comes running over there and I said, Joe man, this food is just crazy good. You know, these burnt ends like meat, candy and these baked beans. I just love their baked beans. And so I said, well done buddy, you did a great job on these beans today. And he goes, Z, I didn’t make the beans today. But it says on the sign, Oklahoma Joe’s, it says it in the possessive, which actually means that he’s the one who made the beans. And I said, wait a second, Joe, time out, time out, time out, time out, time out. I almost wanted a refund right there. And I said, these beans weren’t made by you, and yet they’re so good. I thought you were the best baked bean maker in the world. And you see, and you’re like, well, I’ve taught people how to do that. See, business systems, repeatable ones, are like the recipe for your business. Come on now. And when you write down the recipe, it’s not, my grandmother taught this to her mother and taught it to her mother and I’m teaching it to my kids. But I forgot whether it’s baking soda or baking powder. I knew it was one of them. So kids, just try one and I’m sure you’ll get it right sooner or later. No, you write down. It’s called a recipe book, a recipe. Why? Why do we write down recipes? I mean, I’ve been making this cake all my life. Well, I’ll teach my daughter or teach my son how to make this cake. I mean, but we write it down so that therefore then we can hand it down, we can pass it down to other people. And that’s what business systems are. And as un-oh-sexy as that is, to sit there and write down all your little steps in minute details, you might have to break them down because, you know, if you just make these big statements like, you know, like you do with your DJs of the day, build rapport. And they’re like, I see it all the time. I see I see it I see it on a daily basis, and I’m just saying we’re gonna lose repeatable systems. There are three predictable Limiting factors, there’s three predictable things It’s almost like a minefield and I’ve seen people run through it before and I know where it’s gonna blow up You’re gonna blow up the leg so the first is the jargon You just got to quit using abbreviations and jargon in your office It just you have to give your new people a glossary. Right, and things that are obvious to you, because like in my optometry clinic, I’ve been open 25 years now, so it’s amazing how often I catch myself going, oh my gosh, that’s not completely obvious to someone who’s never been in an optometry clinic before. So you’ve got to watch the jargon, and you’ve got to watch about leaving out steps that you think are just completely obvious. I’m going to be honest with you, even the minute details, people will be like, well Yes. I’ll be honest with you, even the minute details, people will be like, well it wasn’t in the system. Oh, you mean to crack the egg open and put an egg in there. Oh, okay, I thought you just put eggs in there. As an example, Elon Musk, a lot of people know him from Tesla and SpaceX and these sorts of things. One of the things that he talked about that was a huge impediment to the growth of SpaceX, he built Tesla, PayPal, I mean this guy, he’s a guru, okay? And he says, and this is an email he sent out to his team, the subject line was, Acronyms seriously suck. And he goes on and he says, individually, I’m reading Elon Musk right here, he says, Individually, a few acronyms here and there may not seem so bad. But if a thousand people are making these up, over time the result will be a huge golossary that we have to issue to new employees. And no one can actually remember all these acronyms. I’m reading Elon Musk. And people don’t want to seem dumb in a meeting, so they just sit there in ignorance. And this is particularly tough on new employees. So he says, this needs to stop immediately or I will take drastic action. I have given enough warnings over the years, unless an acronym is approved by me, it should not enter into the SpaceX glossary. If there is an existing acronym that cannot be reasonably justified, it should be eliminated, as I have requested in the past.” He famously fired people for using acronyms. You cannot use them. So jargon is a bad thing, Z. That’s a bad move. I had the privilege. Sean Copeland asked me years ago to be an investor in Regent Bank. And so I said, well, yeah, let’s do that. It’s one of the few businesses that I’m involved in that I don’t own a controlling share that I didn’t start, but I know that they’re highly regulated. And you’ve got to use a bank. If you’re in business, you’ve got to have a bank. And I would humbly, humbly suggest Regent Bank. We have a lot of investors. It’s my personal bank. They’re growing seven times faster than all the banks out there. And all these awards, go to and check it out. Anyway, I’m saying that because I was a, at first, a board of directors. I was on the board of directors. Is that why there are so many oil paintings of you? I mean, I’ve walked in there, I’ve noticed like there’s paintings of you everywhere. All oil paintings. I would walk in the room and everybody would be aghast. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. I’d lock in my jeans and my soccer jersey on, everybody’s in suits and fine- What’s he wearing? Is he wearing boots with the fur? What’s he doing? The whole board of directors were looking at him. So anyway, I’d go in there and it was just, I mean, the media was almost entirely jargon and acronyms and abbreviations. Carl, where are the TPS reports? I don’t know. I sat there the first couple of meetings, I just nodded like I knew what all those letters meant like, oh yeah, we gotta check the… It’s business time. We gotta check out the… No! Finally one meeting I was early on in the deal is bad been through a couple of them I just I just I said excuse me guys, but I’m one Z what I didn’t grow up in banking why? Not a baker what the crud do all these letters mean you guys keep bantering around every meeting I just you know can we not say what it is so dumb. It’s so this was a stupid thing I see all the time I see people this just happened a meeting I was at their day We have a client who’s who’s asking me to coach their business, okay? They come into the meeting and I’m just when I said I always I don’t get to coach their business. They come into the meeting and I’m just, I don’t get to coach a lot of them anymore because we have the great workshops and we have obviously the radio show and the podcast and the online school and so one of our coaches, Marshall, was coaching with the client and the client is going, yeah, Q1 we expect to have a yada yada and then Q2, what, just say quarter one. What are we doing? You’re saving like a syllable and there was a new person they just hired, he’s kind of like an intern, kind of an underling guy. And you knew he had no clue what was being said for the whole meeting. It’s just, it’s predictable, stop doing it. Now the second was disorganization. You can’t just have a casualness about how you put things and where things go. The third is just a casual aura, though. You can’t be up to just this casual, like, it’s all right, bro, just, bro, wherever you want to put, you just read the part of the script that you want to read. Let the script just be, the script is more of a guideline, it’s more of a general flow. See, I don’t want you to feel oppressed when you’re making that food, dude. The recipe, let it just flow. Bro, all great chefs are inventive and creative, bro. So you just, hey man, if you don’t feel like putting that in there today, bro, you just go with what your gut is, bro. If you want to go skimpy on the scampi, you just do it, bro. A lot of people are eating too much shrimp. Bro, as long as you got your man bun, and as long as you got the right attitude, bro, it’s going to be fine. They’re going to love your show. Hey Skyler, Skyler, real quick. On this next batch of shrimp, Scampi, why don’t we just not put any shrimp in at all, bro? We can change it up, bro. But we’ll still call it shrimp, Scampi. But they won’t even know, bro. Bro, it’ll be awesome. Bro, and you know what we’ll do, but we’ll do the money We’re saving on the shrimp. We’ll get tattoos that say I’m biggie with statements like only God can judge me, bro Yeah, or I did what instead of you know they might catch on to that so says shrimp, bro Let’s put some chicken in there, bro. Yeah, I don’t know such room scam be like premium shrimp chicken premium scampi, bro What’s the question mark let’s not use any systems at all now subscribers seriously when you cut when we come back we’re gonna get into the next the nest the next aspect of executing repeatable systems it’s called discipline oh no welcome back to the thrive time show on your radio my name is clay and this is the way we grow grow this is how we grow a successful business see this is business time. So this is a show about how to grow your business. I thought this was home and gardening. Yeah, I was going to talk a lot about pinion wood. And I have some pinion wood on my desk. Fertilization. Well, if you’re on Facebook Live right now, you’ll notice. Seed bugs. One, there’s a hat on the head of a bug. Nitrogen. Well, we have a Make America Great Again hat here. But then we have this pinion wood, which I’m gonna spend the next hour and a half talking about Smells so good. I could talk about it for an hour. I love pity. I love burning pinion wood It is a beautiful smell. It’s America Smell right now if you’re on Facebook live you’re watching me. Isn’t that great? I just love this one opinion wood and you I love most about the smell mosquitoes hate it I hate it mosquitoes are they they are the the creature out there that I probably dislike the most. I’m going to let you keep that pinion wood on your desk so you can smell like pinion wood too. I’ll be mosquito free of this zone of the box. Okay, I’m going to put it right here. Those mosquitoes are gone. Now, Thrivers, we’re talking about how to build repeatable business systems. But wait, wait, wait. Why again do we care about that, Clay? Why are we teaching them this move on a Monday? I’ve had a great weekend. I’m now starting my work week. I’m listening to the Thrive Time Show. I’m running into this right now. This is a very specific example of my life right now. I’m running into it right now. Okay, then do tell. At Elephant in the Room, we have this deal where if we haven’t seen you in 90 days, a lot of people, what happens is, they come into Elephant in the Room, about 6 out of 10 people who come into the Elephant in the Room men’s grooming lounge for their first haircut. They sign up for a membership, but the first haircut’s a dollar. That seems like a funny name, elephant in the room. I don’t get that. There’s two elephants in the room out there. One is a culture. There’s a lot of kids that don’t have a father in their family, and so we like to give back to the Tulsa Boys Home. That’s a great organization, by the way. That’s something we’re passionate about. That’s an elephant in the room. The second elephant in the room is most men have never had a styled haircut. I’m going to give you an example. If you’re on Facebook Live right now, you can check this out. I took a shower and I put my hat on today, so it’s a little bit crazy, but I went there and I mystery shopped this week. One second here. Okay. And I asked them for like… Oh my, oh my Lord. And I asked for a two on the side and then I asked for, I said, leave some extra on top, you know? I said, it’s a faux hawk. So she looks at my thing and she goes, I said, yeah, you know, you want to not use like a razor at all to two on the sides and you want to use, uh, she literally, and this is why I mystery shop. So I want to see how good or bad our competition is. And so she goes, she, she says, okay, so you want a two on the sides and then you want like a, I said, you know, stuff I can, I want some lettuce on top that I can style. You know what I’m saying? I want you to use like the, like the, uh, the, uh, what do you call it? The, the, the trimmers, the trimmers, don’t use, you know, I explained this with your hand and going, I definitely explained this to her. She goes, okay. And she goes, boo, and she’s doing the boo on the two, boo, and then she goes, boo, and then I hear the uh-oh. Oh, no. No, I’m not kidding. This happened. Uh-oh. This is what happens when you go to certain places. Uh-oh. And I’m like, uh-oh? Uh-oh. Uh-oh? Uh-oh. And you hear uh-oh, and you get a haircut, and you hear the uh-oh. You go… Oh, no. That’s a hat month. That’s a month. Maybe get my hats out of the closet. Daddy’s wearing a hat. Look at it. There’s no hair up here. You got to know. There’s a little lettuce. Uh oh. Uh oh. There’s not enough to make a salad up there. That’s what you’re talking about. I’m going to just keep this on the entire time as a testament to repeatable systems. But anyway, so Elephant in the Room, what happens is, at Elephant in the Room, we have repeatable systems to offer quality cuts. So a lot of guys come in, they go, man, it was a dollar, and my hair doesn’t look like clay’s. I mean, his hair looks like it’s a freaking disaster. I mean, man, what happened to your lettuce, bro? Did somebody screw up your dome? Bro, what happened to your wig? Did someone chop your mop? What happened? I mean, isn’t that a challenge, though, because you’re a walking billboard for your business and like, this is my buddy Clay. He owns a hair cutting deal. They look at your hair, they’re like, oh, no. Let’s mangle his mop, bro. Oh, no. No, but anyway, so they tell you. Oh, no, no, wait, wait. I’m sorry, folks. I don’t get a haircut at the place that I own I’d like to sneak around other places. Yeah, just see how bad they are well No, typically that I get good haircuts at many places, but I are elephant the room is us You know I would say that the best in town It’s a premium thing so I go in there long story short is the lady while she’s cutting my hair She keeps getting up and going excuse me. I need to get the phone excuse me, so she’s cutting my hair, and she’s oh Oh, let me get the phone. And I’m going, hey, eventually, I mean, I would like to have some focus here. You’ve mangled my mop. At least bevel it out or something. Unbelievable. Chisel, chisel. So elephant in the room, we have a call center where the phones ring into, they ring here into the world headquarters. They ring and they’re answered. And the thing is, this week we have a system that we’re implementing, and the system is this, is that our call center, every one of the reps needs to do outbound calls, and they need to schedule at least 20 appointments with people we haven’t seen in 90 days. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. And I set up this thing called a quota Z. Have you ever heard of a quota? Does that mean I gotta get something done? So here’s the deal, our membership system, when you come in for a one dollar haircut, on average, over half of Tulsa will sign up for a membership when they come in the first time. So two guys come in, a little more than one out of two people will sign up for a membership. And if you’re in the call center, you need to be able to get a hold of 20 people a day and reschedule them for a haircut if we haven’t seen them in 90 days. And check it out. Do you know what the average was for the entire call center for an entire week? It’s supposed to be 20 per day. Yeah, 20 per day. And for the entire week, what the number was before I got crazy? Uh, five? Eighteen. Oh, that’s… For the whole week. So let’s get twenty per day. Oh, oh yeah. So if that’d be five a day, we’d be almost at. So that’s how I was doing it per day. I was bringing in… So it’s actually pretty… Have you ever had to get mad in your business? Never. No, I’m serious. A lot of people listening right now, they’re like, how do I… No, no, no. What we do is we go out back, I’ve got a fire pit, and we build a fire with pinion wood, fine pinion wood. Yeah. And then we get our materials. Oh, excuse me. I just skipped my pinion wood. A little bump there. And then what we do is we get the ingredients for the s’mores and we sit around and we talk about grievances and we talk about ways that our favorite colors and then we get down to the nitty gritty of it and that is the song Kumbaya. Kumbaya, my friend. And we hold hands. If that’s acceptable with your neighbor, we got to get written permission. You just want to hold someone’s hand. Have you ever had to get into course? I’ve got to get up yet And that’s what I said day and day again and that is is that being a successful business owner requires two hats I know you have more you got you got you got to make America great again on your desk Yeah, you got your you got your boom hat on your head mail me a hat drivers. My hair is just mangled mangle Let’s say what’s it’s it’s not good. It’s not good You gotta have two hats that you put on and you’ve got to know when to put them on. One is the good cop and that’s the, hey, how you doing? How you doing? Good to see you. Hey, you’re doing great. Good to see you. Hey, come here, come here, give me a little, okay, high five, high five. And then the other one is the bad cop hat. And this is what I had to say. I had to say, listen, if you do not hit these numbers, you will not have a job here. And I said some other words that I don’t regret the intensity. I probably could have used different adjectives. I definitely could have used different adjectives. But the thing is, the message was heard, and remarkably, we hit the number now, 20 a day. And I’ll tell you what, my brother-in-law is obsessed with haircut quality, and I’m so glad he is because he wants every man to be happy when they come in there for a haircut. And he’s obsessed with the quality. He’s obsessed. And I’m just telling you, in your business, nobody’s gonna care about your business more than you. You’ve gotta have a culture of discipline. A couple days ago, this is a true story, a couple days ago on Thursday, we always have our big, the big office meeting, I rarely attend, because the sales on Friday, so it’s a rah-rah, going over the line, I’m going over all the things, if there’s any things that are different. And a couple weeks ago, we had some jackassery happen at the auto auction. And that is one of my, one of the guys that has access to keys, he cleans after work, he’s a good dude. He opened something up and left his keys in that lock for just a couple of minutes. He ran off to help someone set up a table, do something, and then he came back and his keys were gone. And these keys are, you know, there’s nobody there during the week except my employees. And at the meeting on last Thursday, I mean, I had to light them up and say, those keys don’t show back up here by the end of the day. I’m going to get a private investigator. I’m going to do a lie detector test and I’m going to slow rotisserie somebody when I find out you did it. And with Trump being in office, you actually decided to waterboard these people. That’s a thing. All right, Thrive Nation, we’ve been talking today about how to build repeatable systems so you can create time, freedom and financial freedom. Financial freedom, but now it’s time to get into the seven Super plays found in the boom book which is right here if you come out to the two-day Interactive thrive 15 workshops and Z by the way, it’s that our 20,000 square foot facility if you come out to the workshops This is the playbook that we will teach you. It’s our 13 proven steps to business success in the boom book These are the plays right here. This is a place. You know I knew there was a picture of you, and you’re, you know, from your, we know you’re from another planet, number one. And this is before they got the skin to completely cover your titanium body molds. Whoop, whoop, whoop, whoop. No, it’s a great book, and I tell you what, it’s just right, I mean, you know what, if you just had this, and you said, I’m gonna do it, this just walks you through it. It’s so cool. There are 13 steps, folks. There’s 13 of them. Proven business steps. And now they’re in the boom book. It’s not that complicated. It’s right there. There it is. Or if you’re a dyslexic, it’s the moob. It’s the moob. It’s the moob book. It’s the moob. The moob. I don’t know if that’s appropriate for radio. This is a show that we have families listen to. And you’re saying, you’re talking about the moob? Well, I was saying if you’re dyslexic, it’s… I’m going to get you a mirror so you can watch your mouth. Shut your mouth when you’re talking to me, number one. Okay, come on, we gotta wrap this thing up. We got seven super plays we gotta get through. Seven super plays. Super play number one, I’m gonna read off the super play. You break it down. Okay, break it like fractions. These are action steps, drivers. Ready, I’m ready. Write out all the repetitive tasks that you and your team have to do over and over again to deliver what the customers have paid you for. Write it out? No, you just think it out. You don’t have to write. Writing is so over… What you think about, you bring about. You know, so I can’t type it? No, you can type it, you can write it. The point is that you’re not always there. You know the steps, but guess what? Now you’re going to teach somebody who’s going to teach somebody who’s going to teach somebody who’s going to teach somebody. And if you don’t have it written down, you’ve got to write down all the little steps. I mean, even the little baby steps, you know? Then… I’ve got carpal tunnel, bro. It’s like a recipe, bro. It’s not that challenging super play one right super play number two write out all of the repetitive marketing tasks that you and your team have to do to generate sales why would you have to do that well because one sales are a good thing sales are a good thing I know profit and I know big you know capitalism sometimes some people frown upon it if Bernie Sanders hears about this this show be off the air. Yeah, no, no, no. See, I swear you’re always talking about profits. Listen, my name is Bernie Sanders, and I have run for president. I almost won because there’s enough dumb people out there that have no clue of how the economy works. And if you keep talking about profits, and making money, next thing you know, we will be trending away from Spain and trending towards a successful economy. No, the other thing about it too is that once you get them in the door, the marketing doesn’t end there. I know that sounds crazy. I’m not talking about bait and switch. I’m talking about… Switch and bait. No, I’m talking about POP. Oh, wait, you can’t use acronyms. No, don’t use… Point of purchase marketing. I did that on purpose. You’re done with POP? No, the point to purchase marketing. In other words, when they come in, guess what? They’re an ideal and likely buyer of maybe, boom. So we know this. We know it’s a fact. When someone comes in and gets contact lenses, that the majority of them, within two weeks, within two weeks will buy a pair of Plano, that means no prescription sunglasses, okay? So why not offer them a deal? Why not try to encourage them, when they’re getting their contact lenses, to buy a pair of Plano sunglasses. So there’s a marketing script, there’s a marketing thing we say. You get a year’s supply of soft-disposable contact lenses, you’re gonna get $50 off any pair of Plano sunglasses out there. Oakley, Nike, Ray-Ban, those are all things. See, I got a question for you. Are you down with P.O.P.? Oh, man, what? Are you down with P.O.P.? This is what I get for using acronyms. This is why you don’t use an acronym. He’s done with P.O.P. Everybody. Okay, sorry. I’ll only play that song two more times. So now the next move, move number three, is write out all of the repetitive customer service related tasks that you and your team have to respond to on a daily basis. The same questions you’re getting over and over. Customer service. Write it down. Here’s the deal, too. I’ve been in business 25 years, and I can pretty much tell you when the phone rings and someone’s upset, it’s going to be because of this, because of this, because of this. I mean, we pretty much, there’s nothing new under the sun. We pretty much dealt with all of it. Now every now and then, there could be something that comes out of left field, you’re like, I haven’t dealt with that one yet. I got some glasses for my dog. I put her on it, and it just ran right off. I want to know if you’re going to reimburse me. I mean, overall, you know. For your dog or the glasses? I didn’t see that. That’s one thing I don’t have written down on how to handle the dude that bought glasses for his dog. All I’m left with is the fur. All I’m left with is the fur. I have a lock of its fur that I got earlier. I was trying to snatch it. It was right out the door. That’s all I got. It was a leash. So you’re going to refund me or what? Oh, yes, sir. We’ll refund you. Maybe you don’t have a system for that. Okay, now the next move. This is Super Play number four. Write out all the repetitive accounting-related tasks that you and your team have to do on a daily basis to keep up with your numbers, aka make some guardrails. Yeah, absolutely. And if you don’t have multiple people touching that money before it gets to the bank, then you’ve got a problem. You should have at least three people touching. We all get to touch the money. We all get to touch the money. Hey! He’s in DJ mode. It’s Monday. He’s had a busy weekend chasing chickens and children, but he should be happy you’re back to work. He’s kind of a workaholic, so that’s good. Yeah. I’ll tell you what, though. Seriously, I have this. There you go. Now that’s kind of has the ambiance of the Clark House on the weekend right there. Yeah, but seriously, I smell a pinion wood bird. No, I didn’t want chickens clucking. Yeah, that’s the Clark. I had a car and a compound at a compound. We had 18 new pine trees installed. Oh, it’s a beautiful, unbelievable. Anyway, so the accounting, you want to have three people touch it you want to make it to where you as a business owner Can’t steal money out of your own business. What what does that mean? That’s the whole of the show we need to do about integrity and about about that kind of thing But you know if you can’t none of your employees can so three people touch the money You’ve got to have your guardrails for your marketing your penials in a certain way done at a certain time frame Just going on Next super play, next super play. Write out all of the repetitive human resource, human resources tasks that you and your team have to do on a daily basis to bring in the talent that you rely on to operate in your business. Like a group interview script, like an employee handbook, like all the paperwork. Why do you have to make all those things systemized, man? So you don’t get sued. Sued? Sue you, sue me, sue everybody. We move on suity odie. Yeah, sue hey, by the way, by the way, I’ll get more into suing on tomorrow’s show We’ll talk more about that. Oh good. I can hardly I can hardly wait. That’s such a wonderful topic It is it’s such a soul-sucking topic throughout the year. It’s so exciting now the next one It’s like potpourri for your your soul. It’s getting sued. Yeah Superplay write out all of your biggest limiting factors. What’s limiting you see? Why do you have to write all those things out, but but I won’t have enough money I don’t have enough capital. I ran off capital. It’s just that’s what it is. I don’t I can’t find a good employee I can’t find good people. It’s just my you don’t know my industry It’s a hot into right now. It is impossible to find good contractors in America. It’s impossible That’s why we got to go to can you cannot find good optometrists in America. That’s right I got a non America. I can’t buy an auger in America to do my ice fishing There’s a lot of optometrists saying right now you can’t find good people but you find them and you have a system for it. Yes absolutely. Now the final one is write out all of your smallest limiting factors. These are these little things where you’re going why does that does this little nagging repetitive problem Z you see it all the time a nagging repetitive problem you’re going we gotta wipe that out. Yeah I know I like to I don’t like the little problems. One of them is trash. I hate trash around the building. I hate trash on the floors. I just, I don’t, I like a clean environment. And so, sure enough, I’ll be walking the floor, I’ll be walking outside, and I’ll stop, and I’ll pick up the trash, and I’ll call and say, get that back on your checklist. I need you to do a trash run a couple, three times a day, because I don’t like the trash. It’s a simple, it’s a small thing. It’s like, you know, the litter, it blows, it comes on the property. It’s you know. It’s okay. I get it It’s not people doing purposeful. I get it not people going dumping their trash corner Let me get G today would there just a lot of pizza boxes And you know I just went down to Bob’s pizzeria, and I got all these you know Pizza crust I didn’t eat them right you know one thing. I’m not gonna talk about on today’s show I’m not gonna mention it at all. What’s that? We won’t get into bathroom cleanliness, but what is going on in the men’s restroom all across America? Guys, just, we’re going to talk about AIM on tomorrow’s show. We might get into them tomorrow’s show. Just AIMing. Oh my goodness. Laser sights, whatever you got to do. Just figure it out. I can’t, I can’t, you know, and I tell you what, in order to be a successful business person you have to channel, and this is, listen to this, in order to have a successful business, in order to build your business, you’ve got to be able to channel a little bit. You’ve got to get in that part of your brain that deals with the OCD. Yeah. The OCD. Obsessive compulsive disorder. I know. I love using acronyms because he’s going to get on to me right now. Octo. Octo. Octo. Octi. But you have to have a little bit. You have to be able to channel a little bit of that, okay? Yeah, you can be a, you can have your house as cluttered and as messy as you want or whatever, but your business needs to be neat and orderly, things in their place. We said it earlier today, and guess what? You can get on What is that, Clay? What’s thrive? is the world’s best business school, and now we have four ways that we serve you. Way number one, we have an online business school for just $19 a month. What? And you can set your own price if you can’t afford it. Two, we have the, the world’s best business school and the world’s best business podcast., hear this show over and over, share it with friends. Three, in-person workshops. Learn more at That’s two days, 15 hours of power. The world’s best business workshops. And move number four, we have one-on-one business coaching, my friend, one-on-one business coaching. And when it comes to the in-person workshops, they’re gonna get their own personalized boom Boom or as you mispronounced earlier move well if it’s upside down it could be the wolf the drivers as always three two one JT you know what time it is 14 it’s It’s Tivo time and told the room baby Tim Tivo is coming to Tulsa, Oklahoma June 27th and 28th. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two-time Heisman Award winning Tim Tebow come present. And a lot of people, you know, have followed Tim Tebow’s football career on the field and off the field. And off the field the guy’s been just as successful as he has been on the field. Now the big question is JT, how does he do it? Mmm well they’re gonna have to come and find out because I don’t know. Well I’m just saying Tim Tebow is gonna teach us how he organizes his day, how he organizes his life, how he’s proactive with his faith, his family, his finances. He’s gonna walk us through his mindset that he brings into the gym, into business. It is going to be a blasty blast in Tulsa, Russia. Also, this is the first Thrive Time Show event that we’ve had where we’re going to have a man who has built a $100 million net worth. Wow. Who’ll be presenting. Now, we’ve had a couple of presenters that have had a billion dollar net worth in some real estate sort of things. But this is the first time we’ve had a guy who’s built a service business and he’s built over a hundred million dollar net worth in the service business. It’s the yacht driving, multi-state living guru of franchising. Peter Taunton will be in the house. This is the founder of Snap Fitness, the guy behind Nine Round Boxing. He’s going to be here in Tulsa, Russel, Oklahoma, June 27th and 28th. JT, why should everybody want to hear what Peter Taunton has to say? Oh, because he’s incredible. He’s just a fountain of knowledge. He is awesome. He has inspired me listening to him talk. And not only that, he also has he practices what he teaches. So he’s a real teacher. He’s not a fake teacher like business school teachers. So you got to come learn from him. Also, let me tell you this, folks. I don’t get this wrong, because I get it wrong. Someone’s going to say you screw that up, buddy. So Michael Levine, this is Michael Levine. He’s going to be coming. You say, who’s Michael Levine? I don’t want to get this wrong. This is the PR consultant of choice for Michael Jackson, Prince, for Nike, for Charlton Heston, for Nancy Kerrigan. 34 Grammy Award winners, 43 New York Times bestselling authors he’s represented, including pretty much everybody you know who’s been a super celebrity. This is Michael Levine, a good friend of mine. He’s going to come and talk to you about personal branding and the mindset needed to be super successful. The lineup will continue to grow. We have hit Christian reporting artist Colton Dixon in the house. Now people say, Colton Dixon’s in the house? Yes! Colton Dixon’s in the house. So if you like top 40 Christian music, Colton Dixon’s going to be in the house performing. The lineup will continue to grow each and every day. We’re going to add more and more speakers to this all-star lineup, but I encourage everybody out there today, get those tickets today. Go to Again, that’s And some people might be saying, well, how do I do it? I don’t know what I do. How does it work? You just go to Let’s go there now. We’re feeling the flow. We’re going to Again, you just go to You click on the business conferences button and you click on the request tickets button right there. The way I do our conferences is we tell people it’s $250 to get a ticket. Yep, or whatever price that you could afford and the reason why I do that is I grew up without money JT you’re in the process of building a super successful company Yeah, you start out with a million dollars in the bank account. No, I did not Nope did not get any loans nothing like that did not get an inheritance from parents or anything like that I had to work for it and I I’m super grateful. I came to a business conference That’s actually I met you met Peter Taunton. I met all these people So if you’re out there today and you want to come to our workshop, again, you just got to go to You might say, well, when’s it going to be? June 27th and 28th. And you might say, well, who’s speaking? We already covered that. You might say, where is it going to be? It’s going to be in Tulsa, Russia, Oklahoma. I suppose it’s Tulsa, Russia. It’s I’m really trying to rebrand Tulsa as Tulsa, Russia, sort of like the Jerusalem of America. But if you go to, if you type in Thrivetimeshow and Jinx, you can get a sneak peek or a look at our office facility. This is what it looks like. This is where you’re headed. It’s going to be a blasty blast. You can look inside, see the facility. We’re going to have hundreds of entrepreneurs here. It is going to be packed. Now, for this particular event, folks, the seating is always limited because my facility isn’t a limitless convention center. You’re coming to my actual home office. And so it’s going to be packed. So when? June 27th and 28th. Who? You. You’re going to come. Who? I’m talking to you. You can get your tickets right now at And again, you can name your price. We tell people it’s $250 or whatever price you can afford. And we do have some select VIP tickets, which give you an access to meet some of the speakers and those sorts of things. And those tickets are $500. It’s a two-day interactive business workshop, over 20 hours of business training. We’re going to give you a copy of my newest book, The Millionaire’s Guide to Becoming Sustainably Rich. You’re going to leave with a workbook. You’re going to leave with everything you need to know to start and grow a super successful company. It’s practical, it’s actionable, and it’s TiVo time right here in Tulsa, Russia. Get those tickets today at Again, that’s Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars and I’ve worked with a lot of major companies and I think I’ve learned a few things about about what makes them work and what makes them not work. Now, why would a man living in Hollywood, California in the beautiful sunny weather of LA come to Tulsa? Because last year I did it and it was damn exciting. Clay Clark has put together an exceptional presentation, really life-changing, and I’m looking forward to seeing you then. I’m Michael Levine, I’ll see you in Tulsa. James, did I tell you my good friend John Lee Dumas is also joining us at the in-person two-day interactive Thrive Time Show Business Workshop. That Tim Tebow and that Michael Levine will be at the… Have I told you this? You have not told me that. He’s coming all the way from Puerto Rico. This is John Lee Dumas, the host of the chart-topping topping the old fire dot com podcast he’s absolutely a living legend this guy started a podcast after uh… wrapping up his service in the united states military and he started recording this podcast daily in his home to the point where he started interviewing big-time folks like gary vaynerchuk like tony robbins and he just kept interviewing bigger and bigger names putting up shows day after day and now he is the legendary host of the EO Fire podcast, and he’s traveling all the way from Puerto Rico to Tulsa, Oklahoma to attend the in-person June 27th and 28th Thrive Time Show two-day interactive business workshop. If you’re out there today, folks, you’ve ever wanted to grow a podcast, a broadcast, you want to improve your marketing, if you’ve ever wanted to improve your marketing, your branding, if you’ve ever wanted to increase your sales, you want to come to the two-day interactive June 27th and 28th Thrive Time Show Business Workshop featuring Tim Tebow, Michael Levine, John Lee Dumas, and countless big-time super successful entrepreneurs. It’s going to be life-changing. Get your tickets right now at James, what website is that? James, one more time for the four enthusiasts. We own it. I’m not to be played with because it could get dangerous. See these people I ride with. This moment, we own it. Thrive Time Show, two day interactive business workshops are the world’s highest rated show on television. Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert, Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same system that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person, two-day interactive Thrive Time Show business workshop. Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money. So if you’re out there today and you want to attend our in-person two-day interactive business workshop, all you’ve got to do is go to to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Keosak University Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re closed, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric Trump. But we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing. But I thought, since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who’s my age, and I can say or cannot say. Well, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorn, who was my boss at the time. I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. He said, have you read this book, Rich Dad, Poor Dad? And I said, no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books. And I went from being an employee to self-employed, to the business owner, to the investor. And I owe a lot of that to you. And I just want to take a moment to tell you thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. You know, more than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there too, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business. And I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool, the people are nice, it’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Once I saw what they were doing, I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years in business. You’re not bored. You’re awake and alive the whole time. It’s not pushy. They don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of the business. Planning your time, breaking it all down, making time for the F6 in your life, and just really implementing it and sticking with the program. It’s really lively, they’re pretty friendly, helpful, and very welcoming. I attended a conference a couple months back and it was really the best business conference I’ve ever attended. At the workshop I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are you want to take a step-by-step approach to your business. Whether it’s marketing, you know, what are those three marketing tools that you want to use, to human resources. Some of the most successful people and successful businesses in this town, their owners were here today because they wanted to know more from Clay and I found that to be kind of fascinating. The most valuable thing that I’ve learned is diligence. That businesses don’t change overnight. It takes time and effort and you got to go through the ups and downs of getting it to where you want to go. He actually gives you the road map out. I was stuck, didn’t know what to do and he gave me the road map out step by step. We’ve set up systems in the business that make my life much easier, allow me some time freedom. Here you can ask any question you want, they guarantee it will be answered. This conference motivates me and also gives me a lot of knowledge and tools. It’s up to you to do it. Everybody can do these things. There’s stuff that everybody knows, but if you don’t do it, nobody else is going to do it for you. I can see the marketing working. It’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun and super motivating. I’ve been here before, but I’m back again because it motivates me. Your competition is going to come eventually, or try to pick up these tag teams. So you better, if you don’t, somebody else will. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live a few years ago. This is our old neighborhood. See, it’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing. And this is our new team. We went from 4 to 14. And I took this beautiful photo. We worked with several different business coaches in the past. And they were all about helping Ryan sell better and just teaching sales. Which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just wanna thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the Thrive Time workshop, you’re missing out on a great opportunity. The Atmosphere plays office is very lively, you can feel the energy as soon as you walk through the door and it really got me and my team very excited. If you decide not to come, you’re missing out on an opportunity to grow your business, bottom line. Love the environment. I love the way that Clay presents and teaches. It’s a way that not only allows me to comprehend what’s going on, but he explains it in a way to where it just makes sense. The SEO optimization, branding, marketing, I’ve learned more in the last two days than I have the entire year. I’ve learned a lot. I’ve learned a lot. I’ve learned a lot. The SEO optimization, branding, marketing. I’ve learned more in the last two days than I have the entire four years of college. The most valuable thing that I’ve learned, marketing is key. Marketing is everything. Making sure that you’re branded accurately and clearly. How to grow a business using Google reviews and then just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me as opposed to me constantly being there for the business. New ways of advertising my business as well as recruiting new employees. Group interviews, number one. Before we felt like we were held hostage by our employees. Group interviews has completely eliminated that because you’re able to really find the people that would really be the best fit. hire people, how to deal with human resources, a lot about marketing and overall just how to structure the business, how it works for me and also then how that can translate into working better for my clients. The most valuable thing I’ve learned here is time management. I like the one hour of doing your business is real critical if I’m going to grow and change. Play really teaches you how to navigate through those things and not only find freedom, but find your purpose in your business and find the purposes for all those other people that directly affect your business as well. Everybody. Everybody. Everyone. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real.


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