Clay Clark | Entrepreneur | The 4 Game Changing Moves to Scale Your Business

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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 get 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 what I’m about. So if you see my wife and kids, please tell them how it’s C and Z up on your radio. And now three, two, one. Here we go. Started from the bottom. Now we’re in. Started from the bottom. And that’s what we gotta do. Boom, boom, boom. Welcome back to the audio dojo of Mojo, the place that you go to learn how to start and grow a successful company. And Dr. Z, I am pumped up today. Today is going to be a super show. Super duper duper. And you know what? I’m going to sneak in. We had so much fun filming a promo for our website,, if you don’t know about it. If you haven’t seen the show, that’s where the show got its name, the Thrive Time Show. About three years ago, we started an online, I kind of like to call it the Netflix of business coaching, but it’s an online business platform and the first month is only one dollar. We had this fun little game we played where all these random items that I bought from Walmart I had Clay guess whether they were more than one dollar or not and you got about half of them right by the way. About 50%. You know, the thing is, is that it’s hard to get anything anymore for a dollar. I mean, it’s hard to find anything on the planet that you can buy for $1. And what’s crazy is Hot Pockets for $2, and this is all purchased at Walmart, $2.37 for the Hot Pockets. You did get that one, because that looks like a hearty meal. How many ounces of sodium, or how much sodium is in a Hot Pocket? I’ve got to see the nutritional facts. Let me look at this. I think the thrivers want to know this. So, this is a Hot Pocket, just so we’re clear. 40% of your saturated fat that you’re allowed in your diet is in one hot pocket. But this container contains two hot pockets. Well, see, that’s where you probably… I didn’t realize there was two hot pockets, because that’s where, you know… 20% of your sodium is in one of these hot pockets, and there’s two hot pockets. I mean, basically, if you have two boxes of hot pockets, you can’t eat for a couple days. It’s just… I mean, you really got to be careful. This 20 ounce Sprite I purchased at Walmart was $1.78. All these receipts are getting into me. But $1.78 for a Sprite, and that’s a delicious beverage. And that continues to be, that’s 78 cents more than your first month of And this is another one that got you, a box of generic facial tissue. You said it was less than a dollar. It had to be. I mean it’s tissue. I mean it’s practically a need-based product. It’s the off-brand. Yes, it’s great value facial tissue tissues. It’s a dollar forty-three. It’s 43 cents more than the first month of And Zee, I’m gonna tell you what. You know why we’re excited about It’s changing the world. Well, okay, because what happens is when you learn more and you apply what you’re learning. When you learn more and you apply what you’re learning, you can actually make copious amounts of cash. Yeah, it was interesting. I ran into a young man the other day and he said, hey, I love the Thrive and I’m on it and you guys have done a great thing there and thank you. And I was like, oh, that’s awesome. Thanks. I said, well, how’s your business doing? And he said, well, it’s just doing kind of okay. I said, well, are you? I know you’re learning, you’re watching, but are you doing, and he just kind of looked at me like a deer, kind of like a deer in the headlight look, you know? And he was like, well, I, I, I’m like, no, no, bro. Now listen, you can read, you can watch, you can learn, but until you put it into execution, until you do it, you’re not going to see any results from it. And I will tell you this, we have, we have a thriver who actually listens to our program from time to time. And he actually has been applying all of the action items that he’s been learning. His name is Thomas down there in Dallas, and I just talked to him this morning, and you know from Sunday to Sunday he did $8,800 of sales. This is a guy who started up his drone company six months ago, Real Estate Drones. Oh yeah, I remember him, yeah. $8,800 in the last seven days. And then Peak Medical, a company in Boise, this is huge, Zeke. This is his first month turning a $50,000 profit. Wow, that’s huge. I love wins like that. He has an LIS system. I guess if you’re in the medical industry, you need certain computer systems and information management software systems. He created one, and he’s at the team helping with his branding, his logo, his website, his testimonial videos, his sales funnel, his presentations, his time management, and his everything. And I got on the phone with Ethan, and he said they did a $50,000 profit in one month. Now that young man is applying the things he’s learning. You know, we have, it’s funny, we have different levels here of business coaching. We have the Thrive15 that you can get on and watch the videos. You can search within the website, watch different mentors and millionaires and successful people and tell their story, tell their secret sauce. We also have the in-person workshops, which are awesome. The next one’s coming up April 21st to the 22nd. They’re $500. You learn all the steps, all the moves and how to start and grow your business. It’s incredible. And you can bring three employees with you. We’ve got this super swanky place that we do it right here at our headquarters on the left side of the Arkansas River in Jenks, Oklahoma, which is a suburb of Tulsa for those of you who don’t know. And then also we have the one-on-one business coaching. When I found out about the one-on-one business coaching, it’s teaching the stuff, but then it’s also kind of like an accountability partner. You know? It is. The thing about business coaching that is profound is when you look at, let’s think of anybody out there who is the best at what they do. Okay, so let’s think about an unbelievable musician. Let’s think about an unbelievable basketball player. Let’s think about an unbelievable business leader. And if you look at their lives, you can always follow it back to a mentor that has shown them the way. But yet in the world of small business, a lot of business owners are out there trying to do it by themselves without any coaching or mentorship or guidance, someone to show them the way. And it’s fun with business coaching because, you know, just the other day I was on, I was actually doing a coaching call with a client and they were stuck. They could not figure out the best way to structure their onboarding process for new employees. And because you and I have been doing this forever, I’m like, okay, well, here’s the template you need to hire people. This is it right here. This is the form they need to fill out to be compliant with the state of Oklahoma law. Here’s the non-compete template. I have all the documents already made. So they don’t have to pay an attorney. This is it right here. And that right there, I remember when I bought those forms originally through an attorney, when you had to pay an attorney to make those originally, they themselves saved thousands of dollars just on a quick conversation. Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show. Now Z, what we’re talking about today is the four game-changing moves that are gonna scale your ability to deliver and produce the products and services that you’re selling. Okay, these are four game-changing moves to scale your ability to produce. So as an example. Oh, whoa, whoa, whoa, wait, one second. Oh, whoa, whoa. So for lunch, I mean, it’s lunchtime, for those of you who are listening live, if you’re listening via podcast from all over the world, it could be really any time. It could be any time. It could be breakfast, lunch, dinner, or maybe a late night snack time. I don’t know. It could be any of those. But we talked about items. We played the guessing game, which is just kind of fun. Oh, yeah. And you had the Hot Pockets, which was $2.37, twice as much. And then we had the Sprite, which was $1.78. But then there’s dessert for lunch. I mean, you’ve got to have the Hot Pockets and then wash it down with a cool, refreshing Sprite. So I have a box of these hot tamales, which somebody actually got into them over the last few days. Oh, somebody ate them over the last few days. Net weight of five ounces, hot tamales. And this is the one that got closest to the dollar price. This one was a dollar nine purchased at Walmart. So there you go. You have it on your Hot Pocket, your Sprite, and this. And none of those items, is less expensive for your first month than any of those items. You got to check it out Thrivers. I’m telling you what, business school is so expensive and is not so expensive. So check it out. I’m telling you it’s going to change the game for you. Now here’s the scenario. Let’s say that you are good at selling something. I remember the first time that I sold my DJ service. I remember there was this, at college at ORU we don’t have fraternities and sororities, but you have wings. So you have a wing banquet. So it’s the sister wing and the brother wing, they’re going to have a banquet. And this big event was called the Triple Fat. It was a Halloween-themed party for the sororities, for in this case, the girls’ wing and the guys’ wing. They get together, they have a banquet. And I remember they were talking about how bad the DJ had been in the past, the previous DJs. And so, see, I thought this novel idea here, I’d bought a ton of equipment, a ton of DJ equipment, I wanted to start a DJ company, I saw them talking about how they didn’t have a good DJ the last couple years, and so I had this crazy idea, Z, all right? Self-promotion. So I told Kara Crump, I said, “‘Kara, I can do your party, “‘and whatever you paid last year’s guy, I’ll do it for half. And she says, okay, so you’ll do it for $200. Absolutely. Absolutely. And so I went there to the Double Tree, the downtown Double Tree. I didn’t have a cart, I couldn’t afford a cart yet. I didn’t have a dolly, so I had to carry all that equipment up there. My wife, my girlfriend at the time, helped me set up all the equipment and we DJed that party. And then they clapped, they said it was great. They tipped me a little bit and they referred me to a friend, right? But the problem is when they referred me to their friend, their friend, the date that they referred me to was a date where I was already obligated to do something with family. So I had to hire another guy to do the service. You see, it was like I couldn’t clone myself. Well, it’s tough. I mean, you can, but it just, you know, it takes a long time. And the ethics of it. And the ethics. And if you clone, if you make a clone of a clone, then it starts to go downhill fast. Well, I heard in Broken Arrow, it’s hard to get a permit to do a home construction, but it’s even harder to get one to clone a human. And well, if you know who to talk to, it’s not wink, wink. Okay. So here’s the scenario. So I realized either I have to turn down the show or I have to teach somebody else to DJ. And so I decided to teach somebody else to DJ. And there we have the issue. That’s what we’re talking about today. You found yourself in a situation where you can now sell a product or service. How are you going to scale it? I can’t believe you brought this story up to start the show. It really, really disappoints and upsets me greatly. Really? Yes, and you know why? Back when you were rolling with the DJ company, you had it doing 4,000, 4 million shows a year and he sold it for all that money but before that you knew me and I you know mentored you some and and I thought you were kind of you were starting to Turn to a fine young man and you never once asked me to come DJ a show now I didn’t ask to it But I just figured you would read my mind and and know and I never ever ever got to go It was a time. It was a time management issue. The time that I could have spent calling you and asking you if you wanted to become a DJ, I was investing that time trolling around your office looking for the systems and processes that I could apply in my own business. That’s what I was doing. Well, I didn’t want to do full-time DJ. I didn’t want to quit my optometry gig, but I just thought maybe a show or two just thrown at me would be kind of nice. I mean, you know, a nice, I mean, a little, you know, like an old folks home You know show or maybe a lunch thing or maybe even a bar mitzvah or you know? There was a what his emmer there’s one lady by the name of Laurie Bunce if you’re listening And you know Laurie Bunce send her a text or a thank you, but Laurie Bunce and Michelle Burns these two ladies one ladies Laurie’s from the Jinx area and Michelle’s from Bixby, and I got a chance to DJ for their daughters Yeah, and their daughters would refer us to their friends. Pretty soon I was like the guy DJing a lot of these 14 and 15 year old girl birthday parties. And for a moment I thought about sending you there. That would have been the move. Because I know you have the energy level needed to keep up with that demographic. Absolutely. I might have become a full time DJ at that point, but due to this little known fact, if you never ask me, I have thrown out the DJ Challenge. I threw it out on the last couple of shows. I’m going to throw it out again today. You’re throwing it out. I’m throwing it out there. Now, if you can make a compelling enough reason why Clay and myself need to come DJ your event, you can email us at info at If you were to pick one event, the most compelling… We’re going to have to rent some equipment from Well you know where it is, we’ll just go over there and borrow it. We’ll hook it up. And we’ll make sure it’s the good stuff too. It’s the good stuff. I mean those high end speakers. Oh, just that bass. And we will come and we will personally DJ the event. And we’ll tape it and we’ll have some fun with it and it’ll be a good time. I believe it could take your wedding to a level… the danger of this is your wedding could take you to a place that’s so good, you don’t want to come back. Kind of like maybe over the rainbow? It could take you to a place where the unicorn and the leprechaun and the pot of gold all meet. That sort of area. It’s unbelievable. Unbelievable. Info at if you think you’ve got enough game to get us out. You know, another place that’s at the end of the rainbow is Oklahoma Jones. You follow that rainbow to the end and there you will find Oklahoma Jones. Stay tuned, All right Thrive Nation, welcome back to the Thrive Time Show on the radio. If you’re listening right now and your name is Black Rob, big shout out to you Rob, Black Rob in Denver, Colorado. I just saw him over this past weekend, Zee. And Zee, we’re talking today about how to, these four game changing moves that you can implement to scale your business. And do you remember at the Festivus slash holiday party two years ago? Oh yes, that was an event, man. Do you remember meeting Jonathan Barnett there? Yes, of course I did. He’s an oxy-fresh guy, right? Yeah, he’s actually a Victory Christian Center graduate. He played basketball at Oral Roberts University. And he now has over 335 franchisees in his system. He’s selling a franchise every four business days up there in Denver, Colorado. That is awesome. I mean, there’s thousands of people who now have jobs at OxiFresh, and it’s so fun to see people when they’ve scaled their business, because when I went up there to Denver, do you know what he was spending the majority of his time doing? Whatever he wanted to do. That’s right. Wow. I’m just telling you, his Saturday, he has a beautiful new baby and he just found out he has one more on the way. Just exciting things happening everywhere. And so he’s trying to teach his dog. He has a big Italian mastiff. And he’s trying to teach that dog to basically not eat the various objects that are in his house. That’s like his thing. He’s spending time on that. And it reminds me of you. Because I remember when I went over to your house to visit you. Because I eat random stuff at people’s homes? No, I went over to your home one time and I remember it was a busy work day. It’s a 9 to 5. It’s a time when most people are working. And here you were trying to feed some kind of fish that your son bought you. You were trying to introduce a different kind of fish to your aquarium to keep it from being eaten by the other fish? Yes. What kind of fish? Was that a Jim Tang? Yes, it was a gem tang, very rare. They’re only found in one area in the world. It’s like a blue tang, except it’s dark and has white dots on it. You Google it right now, gem tang. Gem like a precious gem. They’re beautiful. Anyway, it was a birthday present from him, and so I spent several weeks stressing over this fish. The profundity of watching you, that concentrated look on your face, trying to introduce this fish into the aquarium with the other fish, and knowing that that is what you were spending your concentration on, that’s what you were spending your gray matter on during the day, and not stressing over business situations, that right there resonated with me, is that is a great example of what can happen once you build a scalable business. You can take your time. Have a good goof it off for the day, right? Well, you can spend your time doing something that you find to be fascinating. And I will just tell you, hats off, big shout out to you, Jonathan Barnett, Oxifresh. It’s exciting to see you living the dream. And Black Rob, it’s good to see you guys up there in Denver. I know you guys listen in to the show all the time. So if you hear this, we love you guys. But today what we’re talking about is how to… Wait a second, time out a second. You said you came across the gentleman by the name of Black Rob. In what ways? Was he in a concert? Was he an Oxyfresh guy? When you started talking about Barnett, you kind of lost me there a little bit. Rob works up there at Oxyfresh. There’s a rap song that came out back in the day by this guy named Black Rob. The song was called, like, Whoa. That was the song, Whoa. And so Rob happens to know who that artist is, and he happens to be an African American. So hence the nickname Black Rob, and that’s where we connected. You know what I mean? Ah. You know, that’s why it’s sort of a, if you’re into that 90s hip-hop, see, that’s sort of a move right there. If you know the Black Rob music. Oh, very good. Well, okay, now I know the rest of the story. This just in. Now, what we’re talking about today is the four game-changing moves that will help you consistently scale your business. Once you’ve learned how to sell something, if you’re not careful, you’re going to paint yourself into a corner where you’re the only one in your business who knows how to do the thing. Because otherwise, you’re creating a job and not a business. You want to be able to scalably mass produce your service or product without you personally making it. Now, here’s one thing you have to understand is, at first, you are building a job. At first, it is a job. And then you learn to master the job. You learn all the steps you need to do to do that job well. Then the second half or the big picture item is then you know, hey, I have one a plumbing company. So then I go out and become a great plumber and I do plumbing and that is all weekend, all night. I’m on call. I’m doing plumbing. And all of a sudden you go, well, this is cool. Be my own boss. But you know what? Man, I don’t have any time freedom, because I’m the only one that knows how to do this. So that’s that transition zone. Now you’ve gotten the job, you’ve built the job, that’s your job, you control it. Now taking that and turning it into a business and not just a job, that’s that next level step. And that’s some of the things we’re talking about. Now Michael Gerber, the best-selling author of the E-Myth book series, he wrote, Most entrepreneurs are merely technicians with an entrepreneurial seizure. Most entrepreneurs fail because they’re working in the business rather than on the business. And that is where I see a lot of entrepreneurs get stuck, and that’s what we do through business coaching is to help people unlock that time freedom that’s missing if you don’t have repeatable systems. And so step number one is you have to build processes and systems for everything. For everything. So let’s just focus in on one area here. This is one that Oxifresh, they’ve nailed down. When the phone rings, who answers the phone and what do they say? And if the answer is you answer the phone and you’re the owner, and you don’t know what anyone else should say because you say, well, every call is different. Yeah, every call, you know, I mean, it could be a wrong number Right if you don’t have a script that can be repeatable and can be executed by somebody other than you Then you don’t really have a repeatable business system You’ve got to have a script for how you answer the phone and what will happen is is that you’ll do a script and you’ll fine-tune it and Then you’re you’ll teach it to your people and you’ll be listening to them and they’re gonna sound robotic at first I mean, well, that doesn’t work. I can’t do that. No. They do it enough. They practice it enough. They say it enough. Then the clouds open. And a sunbeam comes down through the window. It lights up the dove that’s on their shoulder. And they say, the script doesn’t own me. I own the script. And that’s what we did this weekend over there at Oxifresh, is for Elephant in the Room. It’s a business that my brother-in-law, Justin, and I, and Jonathan Barnett of Oxifresh, we own that business. And we were going through the scripting. And Elephant in the Room, we’ve been doing this for five years. And there’s questions that people ask. And they ask, hey, where are you located? Hey, I want to reschedule my haircut. I didn’t get a chance to come in. Can I get a refund? Hey, I want to sign up a membership. I want to buy a gift card for my husband, etc. We have it all documented in a very detailed handbook. This weekend, the entire time, we were devoted to making our script the best it could be because we’re going to double the size of the amount of inbound calls we’re getting because we’re expanding dramatically. It’s kind of a deal of like, if you’re listening right now and you don’t know how to build a sales script, that alone is probably why you should get out to the next workshop. Because if you don’t have a repeatable system for your inbound phone calls, I mean, that’s almost like you can’t pass Go. That’s where you… I mean, you have to do that, Zee, otherwise you’re going to get stuck answering the phone, man. Boy, that’s twice now you’ve upset me in one show, and we’re not even done with the second segment. You first upset me bringing up the old DJ business and not asking me to ever DJ. Sorry. And you know, over the years you’ve always shark tanked me on business ideas. And you know, and some I say yes, some I say no to. But you know what, Daddy, you didn’t let me get my beak wet on this, you know, men’s grooming lounge. I mean, Sam, did he approach you and ask you to be an investor or a part of that? Well here’s the deal. I will say this. I will say this. We are going to be working on store number four now. And I now have a performer that shows that more money comes out than in. So you and I might have to talk offline about this, because we’re going to open them up, and it’s not expensive to open them up. It doesn’t cost a lot of money. It just requires relentless, rigorous management, which we can do. I love it! All right, stay tuned. I’m going to pitch Z when we come back. Z, there’s nothing more American, there’s nothing more American than making some profit with a business and baseball. Baseball and maybe football at this point, but baseball and making a profit are things that are very, very American. And, Z, you know what I did in Denver there? In Denver, for the Rockies, they have the opening night, the first game of the season, and it’s a huge deal. I mean, I would estimate that hundreds of thousands of people go downtown Denver to the lower Denver area to celebrate the first game of the season for the Rockies. And I would also estimate that of those hundreds of thousands that were at the game, I was at the game, they were at the game, I would estimate that 99.765% of those people have no clue who is on the team, when the game starts, when it ends, and anything about the game of baseball they’re just there to get something to drink and something to eat that’s what I discovered. Yeah it’s a party and they’re just showing up at the party they don’t have to know all the details about it but I will say this I think the Rockies the mascot name the Rockies is one of the more clever names in professional sports I just think it’s a clever name. And they have a great stadium a great culture down there have you been to a Rockies game? No I’ve not been to a Rockies game. But I mean, I’m not a big baseball fan, but I did go to one of the Cubs World Series games this last year up in Chicago. That was kind of fun. Did you watch the game? Oh yeah, yeah. And the bleachers, you know, I paid $87 for a hot dog and $52 for a lukewarm beer. But it was the pay. It was the move. You had to do it. I have a funny story for you about watching baseball games though. I took my wife last year to go see the Drillers play, and we made a commitment to not look at the field one time the entire game. That was our plan. We made a commitment. We said, no matter what happens, we’re not going to look at the field. Let’s see if it impacts our experience. And we both report to never having a better experience. We had the best experience we’ve ever had by not looking at the field. The kids were doing the splash pad. There’s fun stuff to do. There was the beer garden. I ran into people I knew. And I never looked at the field. I had no clue of the score. Well, what was one of the fun things about the bleachers is everybody has season tickets, right? Yeah. And so a few people gambled and they sold their tickets for the World Series games. But their buddies didn’t. And so you’re sitting there with people that all know each other intimately because they’ve gone to 80 some odd games together in the same seat. And they talk every week, every couple of days, right? And so you sit down in their seat and all of a sudden you’re known. They know you’re new. They go, oh, you bought Jimmy’s tickets I see. Oh yeah, yeah. How much did you get for those? So you’re typical. So the game, they’re losing the game, it’s like, they’re just fussing because I knew I should have sold my tickets. I told you, I told you, Billy. I told you we should have sold my tickets. So you scalped your way into Wrigley. That was your move. Oh yeah, well you had to because they’re all, you know, all season tickets. Well we’re talking today at Thrivers about the four game-changing moves that you can implement today that are going to help you scale your product or service. Because the first step, the hard part, is trying to make a product or service that people are willing to pay for. That is so hard. So many people get stuck there. We can teach you how to do it at our next in-person Thrive Time workshop. Go to to get your tickets. But once you get there, a lot of people get stuck there, and they never get out. I meet people who are 50 years old, 40 years old, who’ve been in business for 20 years, 30 years, and they’ve never gone beyond building a job. They’ve never built a repeatable business that gives them time, freedom, and financial freedom. And so move number one, just some tips you can do here, practical moves. One is you have to build a sales script. If you’re the only person who can do a sales call, inbound or outbound, you’ve got to fix that. Now the second is you’ve got to have price quoting. Price quoting. You’ve got to know your teammates have to be able to quote and sell products. So Sam, I’m not going to ask you on the air about the product that you’re thinking about starting. I don’t want to give your idea away to Tulsa, Oklahoma. But when it comes to pricing, as a guy who’s looking out there to start your own business here very soon, how would you go about pricing? What would be your move? How would you approach determining the right price for your product? My main move is to go out there and find someone who’s already doing kind of what we’re doing and then find out what they’re charging and then go just under them. Just under them. So see, he’s going to go with the undercut move. He’s going to go the undercut move. Not crazy under, just enough to where it’s like people look at the two options like, well, this is cheaper. Z, I want to get your take on this. If someone’s listening right now and they’re struggling to price their product, because I see a lot of small business owners who they don’t have a standardized pricing. I see a lot of contractors who do this, and they have a guy going out there quoting, and he’ll quote something at a price where they actually lose money. Or some who have no pricing structure and they’re quoting so high they don’t have a chance of getting a deal. How would you recommend determining the right price for your product or service? It’s crazy. Some people just have the wrong idea. I had a buddy of mine, I had a trucking company and he was telling me he was losing on every load like a few hundred bucks. I said, what are you going to do about it? He goes, I’m just going to buy more trucks. I might get up in quantity, you know, that old move. That’s not a move. Well, what you have to do, and a lot of people don’t do this, you have to first break down what your cost, how much does it cost to make your widget? How much does it cost? And a lot of people go, well, the hard materials are this much, that’s how much it costs. No, no, you have labor, you have time, you have packaging, you have a lot of other things that go into that. I mean, you have to break down the building, what you rent on the building, what’s your electric bill. You have to really, really break, list all the bills you pay to make that widget and then give that widget a portion of every one of those. And then that way you can actually build what the actual cost is. And that’s what happens, Clay, is that like the guy out quoting the cement, you know, he’s just trying to make a sale so he can, you know, get his little commission. So he can get a pat on the back and he has no idea the hard cost of that cement. And he does. And the owner has failed to give him guardrails. You can’t go below this, but this is what you, and the more you go above this, the bigger your commission can be kind of thing. So the problem is, is knowing thyself first, knowing what your widget cost. So Sam, that’s the first thing you need to do is really break down the cost of delivery of the product that you’re thinking about getting ready to start your business on. And I will tell you this, Chet Holmes, bestselling author, he would have some encouragement for you if you’re listening to this and you feel like, oh my gosh, that sounds overwhelming. Well, Chet Holmes says this, he says, the missing ingredient for nearly all of the thousand plus clients that I’ve worked with to directly improve their businesses is pig-headed discipline and determination. And I’m going to tell you what, Thrivers, this is going to require hours of time. Hours, not minutes. This isn’t something you can do in between things. I mean, you need to block out time. And I want you to think hard about the three P’s of pricing. I’m gonna give them to you, the three P’s. When determining your price, you need to think about the three P’s. One, what are you gonna pay your people? Like, who’s going to do the thing? You can’t just say, well, currently I do it, so I’m not gonna factor that in. I mean, if you pay a person, what are you gonna pay the people? The second is, what’s the price of the product or service? What is the price of the product or service? What are the costs of all the things, like Dr. Z said, that go into the price of the product or the service. All of the things, all the layers of costs, air conditioning, insurance, utilities, everything that goes into it. And the third is you’ve got to mark out, you’ve got to put it in. There’s so many entrepreneurs that don’t do this. You’ve got to block in at least a 30% profit if possible, maybe 20%, maybe 25%, but you’ve got to block in their pricing, Z. You’ve got to put it into your price. Well, here’s what I see sometimes. A young man’s trying to start a business. He goes and checks out the competition and he just automatically goes in under their price even though he’s now not making any money and that’s a no-no. So you say to yourself, how could I ever, ever compete with one of the big boxes? How could I ever compete with those guys on price? Well maybe you can’t. Maybe it’s service. We can beat them on. Maybe it’s not all about price. Maybe you have a better facility. Maybe you’re just a cooler person. Maybe you come in with a little higher service and yet you still can get your 30% margin Right charging more than them you go. Well, no one will buy it. Well, you’ve got here again. That’s a whole nother little thing We’re gonna talk and that’s why for elephant in the room. We went in there We’re fighting against sports clips and some of these big companies Yeah, we created this model called the freemium where basically your first haircut is almost free It’s a dollar so you can try it out But when you get in it’s almost like getting into a country club where your first game is a dollar. Because after that, we have a premium service. So you’re telling me for $2 I can get a month subscription to and a haircut. A dollar each. I never thought about the math, but one plus one is two. Stay tuned, more math. Alright, Thrive Nation, welcome back to the Sunshine Edition of the Thrive Time Show on your radio. It is Business School without the BS. And I’m going to tell you one thing that we are passionate about. It is you and your wallet. We don’t get into politics. I mean this sincerely because of this past weekend, I’m in Denver enjoying some time with a good friend, Jonathan Barnett, the founder of Oxifresh and one of our partners with Elephant in the Room, having a great time. And it’s kind of a bad deal. I mean, the Syrians are gassing their people, just awful. And Donald Trump, you know, sends in the missiles, like 47 missiles, and then we’re sending warships over to North Korea, and there’s all this stuff going on, and there’s a place to be politically informed. But the question I would ask you, the listeners, what am I going to do with that information? I mean, I can’t make executive orders, I can’t stand up and fight against them, I can support our military, I can buy a guy a beer who’s in a military uniform, I can say thank you to the members of our law enforcement community and the people in the military, but there’s not a lot I can do with that. This show, Z, is all about actionable stuff that you can do to make more money. Absolutely. That’s what we’re here about, because we want to eradicate the number that Forbes has published. You can Google this, the number of businesses and startups that fail. They have it right around the 80% mark. Some people even have it higher than that. And that is, you know what, when you think about it, all the energy, the money, the dreams, the hopes, when a person starts a business, and then for it to fail is just, because it doesn’t have to. It’s not rocket science, unless of course the business you’re starting is a business about rocket science. SpaceX. Space, SpaceX. Yeah. And Elon Musk is smarter than me, so I couldn’t coach him. I couldn’t say, step one to get into orbit is… Never mind, we’ll come back to that. We’ll come back to that. But everybody will be on Mars before 2030. So the thing is, Thrivers, if you have a real business and you want to grow that business, you owe it to yourself to get out to an in-person workshop. Go to to learn more. We’re talking about how to scale your business. Once you’ve nailed it, now it’s time to scale it. Once you’ve nailed it, now it is time to scale it. We told you move number one is you want to build a script. If you don’t have a repeatable inbound and outbound sales script, you got to call a time out and do that because otherwise it’s not repeatable if you’re the one who has to answer every phone call. Two, you’ve got to nail down your pricing. Sam our producer, he had a question for Dr. Z about pricing. Sam, I give the mic to you, my friend. So as an example, like there’s several different smoothie shops in the Tulsa area, and most of them, the average is around like between $46, but then you have the higher end, the Whole Foods, it’s like eight to $10. And so what I was thinking was I’m going more high end, but I don’t want to really push like $10 a drink because like we were saying before, who’s going to buy it? Yeah, don’t be a hog, be a pig. Yeah, but I don’t want it to be priced the same as the lower quality smoothies, so that’s why I was just going to go in between the two there. Or should I literally just find out what my cost is and just do 30% on top of that? Well, I tell you what, I think you need to know what your cost is, number one. What you need to know, once you have your cost down, you know what you’re going to pay your people, you know all the different factors into it, then we can have that conversation. And that’s sometimes what happens when you find people in business, they reverse engineer and all of a sudden they realize, I’m losing a dollar every time I sell a smoothie. This isn’t good. Oh, that’s why I need more capital, which of course you can learn how to get capital on You can learn how to do your business plan on And we have templates and worksheets that help walk you through all these things that we’re talking about right here. But that’s the thing you have to do. Before I could answer that, there’s a little homework you’ve gotta do, Sam. So you do your homework, and then we can actually kind of talk about that more. Because the problem is, is that when people just make those from the hip, they just, you know, like, pff, pff, pff, yeah, price it. Price it $7.45, it’ll be awesome. Pff, pff, pff, I’m outta here. That’s not giving good advice. The good advice is, what are all the factors? Because that’s what you need to do. And if anybody would tell you to do anything other than, hey, tell me what the factors are, because you might be able to find out that you can offer a premium. I mean, you can just blow their socks off with a great deal, depending on your cost, what your cost is to make it. So, listen, first things first, first things first. We got to put the, you know, computers only work well if you put the information in them correctly, right? Yeah. Garbage in, garbage out, baby. Garbage in, garbage out. Good stuff in, good stuff out. So that’s what I would say, Sam. And so the easy answer is, well, it’s a price tag of approximately $6.99. Wow, you’re awesome. You’re the pricing pirate. Next question for the audience, please. Now, here’s the deal, Thrivers. If you’re just now tuning in, I want to make sure we give you the three Ps of pricing. One, factor in all the costs associated to paying people. I’m talking about… Well, oh yeah, people. You’re doing people now. Hiring people, a lot of times people get this wrong because they don’t factor in the manager who has to manage the people. They just factor in one layer of HR, human resources. The second is the product. You’ve got to add up all the costs associated with the product. So in your business, Sam, it would be the cost of the lease, the cost of the air conditioning, the cost of the heat and air. Shipping the products in, don’t forget that. Shipping can get very expensive. And for food, I’ve worked with a lot of restaurants, shrinkage is a huge problem. That’s where the members of your team are eating smoothies when they shouldn’t be. They’re messing up a smoothie, they’re throwing it away, those kind of things. I know a guy once who worked at a Target and tried to see how many soft pretzels he could eat. I was the czar of the shrinkage. Let me tell you how it started. At the end of the shift at Target, I noticed that I was like 18 years old, I noticed that there would be about four or five extra pretzels left at the end of every shift they would throw away. Oh, that’s not good. So my thought was, who am I to throw away pretzels? Who are you? And over time, they smell so good, and you’re walking by them, and the boss had kind of created a culture where you could just grab stuff and he never said anything. I mean, it was obvious that we were eating popcorn and things, and I had never had any at this point. And I thought, you know what, I’ll just have about four pretzels a night because no one’s eating them. And then pretty soon I realized, well now they’re making four more every night. They’re trying to make enough where there’s some extra. You don’t want to run out. So now they’re making like eight, let’s say. So I’m going, well gosh, there’s four more left at the end of the shift. I should probably bring those four home and continue to have my four. And then pretty soon it became a spiritual interaction with an advisor that caused me to eventually stop. So that was the move. Now, the third factor that comes into the pricing is the profit. You’ve got to block in, add to the price, a profit that is going to allow you to achieve your dreams. I want to make sure you’re getting this. I want every listener to write down this number. Think about how much money it’s going to take you per year to achieve your financial goals. I’m just going to put my life out there and then you all can just go, well, you’re an idiot. Well, this is my life. So I’m just going to let you rip on it. I know that my wife and I, we can achieve every financial goal that I have for about $150,000 a year. Cause I am kind of a simple man. I do not desire a lot of, I don’t like for me, I don’t want a boat or a lake house. I really don’t like getting on a boat or going to the lake. And so I know my number. So then I have to think about, well, how many customers do I need to have in order to afford that goal? So the elephant in the room, you know, many people have said, hey, I’ve gone to like the boardroom, I’ve gone to different places in Dallas, how come you guys don’t charge like 50 bucks for a haircut? We had one guy who came to us and said, I pay my guy $55 a week for, or $55 per haircut for what you guys do and your service is better. Why don’t you charge 55 or 60? Well, that’s when you get back to Dr. Z’s rule. And Z, I’d love for you to break down your business rule here, because this rule is one that I think about all the time when doing pricing. And I don’t think that very many people do, because they haven’t simply been taught this concept of not gouging customers. Oh, hell, dork, to talk about this rule there, Clay Clark. We’ve got to go to a little place down on the farm. You see, most things can be broken down in the agri- agri-garian society. We’ll all go back to that. And you see, the farmer here has pigs. And he has hogs. And my number one rule in business is be the pig and not the hog. Because pigs get fat and hogs get butchered. Oof! Oof! And so you’re saying if you start to gouge a customer, eventually they’re going to butcher you. Well, the thing about that, it really deals with greed. And greed is in all aspects of business. You know, if you’re underpaying your people, it’s because you’re being a little greedy. You’re not sharing enough of the profits with them. If you’re charging too much for your product, you’re being too greedy. You’re leaving yourself open for someone to steal one of your employees You know because they’re gonna say hey, wow, that’s you’re only paying them minimum wage and that’s a sharp clever person I’m a couple bucks more come work for me and they’re like, okay, you know, oh man, I got to retrain someone I got a then it actually gets very expensive on you because people are always sniping your good people So you got to pay them? Well, that’s a degree area and then charge them for your product You know if you come out with a smoothie and you’re like, Sam, you come with your smoothie and you’re like, they’re $99 each, but they are the best smoothie in the world. It’s certified. You better have some serious branding around that thing. I got a smoothie from the International Smoothie Association. I am certified as the best smoothie in the world. So, and they’re $99. You know, and maybe you’ll sit there and you’ll get a little smoothie truck and no one will buy a smoothie. But trust me. And that’s been, that’s big examples of it, but the concept of, and Sam, that’s why it’s so important in the pricing when you first price. You can always change prices. Don’t feel like, oh man, I’m committed to this. This is what it is now. But- When you first start out in business, you have to change the prices quite often, in fact, until you find what people are willing to pay. I mean, you have to do it. Yeah, you kind of go up the scale, boom, boom, try. You try some promotions, you try some stuff. But also too, if you’re going into the restaurant business, Sam, you want to make sure you do something that’s very, very, very, very important. What is that? It’s probably the most important thing. What is it, Z? I mean, I’ve walked into cool restaurants that have the vibe going, the music, they’ve got all the good-looking wait staff in their all-view appropriate outfits. Oh, yeah. And everything’s great. Oh, yeah. The menu, it all looks good. Looking good. But they forget to do the most important thing. What is it? Well, when we come back, I’ll tell you. Stay tuned. Wow, Steve, that was quite the intro, man. Your vast knowledge of pop music has really become, I didn’t realize how expansive it was. Well, I am practicing because I am hopeful that somebody out there, some Thriver listening to this show right now gets inspired, goes on and emails us at info at and gives us a story that moves us so much that we’re going to choose them to come out and DJ their event. Because since I didn’t get to DJ when you had that big DJ company back in the day, back in the day, so I’m practicing and every time I get around you I kind of get more of the DJ mode because you’re just kind of a cool dude, you know, and I just kind of get that feel and that flow. So I’m actually practicing for that because I’m hopeful that someone emails us and they’re the winner and we’re going to go, because we’re going to go do an event. You and I, personally. We’re going to do it. And it could be a birthday party. I bet you Dr. Joe Lai wants us to do it. I heard about the last one you did with him. Oh my gosh. Well, Dr. Joe is one of the Thrivers, and he is an orthodontist with multiple locations, and we’ve helped him get Kirkpatrick and Lye Orthodontics to the top of Google and helped him with some of his processes. He’s a great orthodontist. And the last show I did was his 40th birthday party. That’s the last time. I dropped the mic after that. So really, it could almost be a reunion if he has a compelling story, right? Oh, wow. He can. How many years ago was that by the way? I don’t know. I don’t know. I have to think back at it. I mean maybe six years ago? Oh okay. Well I didn’t know if it was ten years ago. I mean I didn’t know if it was… Because I feel like Bridget, I did Bridget’s, your daughter’s wedding. Yeah, I think you did. And how long has she been married now? Well let’s see, it was seven, seven… I hate to put you on the spot on radio like that. No, no, no, no, no. It’s what, five, six years ago? Was seven, seven, eleven I think? Something like that? 2011, so six years now, or is it 12? I think it was 7-7-12. I think I did his party after that, and that was it. So it was your daughter’s event, came out of retirement for that, and then his party, and that was it. But Thrivers, I’m telling you what, take advantage of the challenge. We’d love to make your wedding the most incredible reception ever. Unbelievable. Bringing the wizardry of his optometry knowledge, and you’re bringing Tulsa’s tycoon to your wedding, Dr. Z. It’s going to be incredible. And we’re talking today, Thrivers, about how to quickly scale your business once you’ve nailed it. I mean, once you’ve finally figured out how to sell it, then you want to figure out how to scale it. And so inside the box that rocks, we always bring Oklahomies on the microphone who are actually doing it. Coach Calvert, how are you, sir? I’m doing good. I’m an Oklahomie. You are an Oklahomie. You’re one of the finest Oklahomies I’ve ever seen. Well, thank you. And because I go to Dr. Z’s optometry, I can see 20-20. And I can tell you, Z, what I’m seeing to my left is a physical specimen. It’s a gorgeous sight I’m seeing here. It’s a nice slice of humanity right there. Now, Coach Calvert, I want to ask you this for the Thrivers out there. When you started SCORE Basketball, now it’s a thriving business and you’re obviously the largest now in Oklahoma, the largest, most successful basketball coaching clinic. You have a proven track record of helping kids. But before all that, when you were first starting, how hard was it to convince anybody to pay you to coach them? We kind of threw it together, so I’m not sure. I mean, 20 something years ago when you were starting, were you pleading and begging for customers? Were you carrying around a cardboard sign that said, we’ll coach for food? How hard was it to get those initial customers? I don’t think we ever got that bad. But yeah, I was pretty much begging people at first. So then once you got customers, now today you have hundreds of kids that come to your… Over 10,000 kids I’ve trained. That’s amazing. So you’ve trained over 10,000 kids. I mean, you have hundreds of members that go to You have monthly clinics and camps. Talk to me about the challenges of trying to scale what you do, you know, teaching other people to do what you do, attempting to duplicate yourself. What are some of the challenges that you’ve run into? At first I was doing everything. So I was working 10, 12 hour days. But I started writing everything down and putting everything, like right now I could name you the 14 slides, the 25 different jumpers you work on. So I started scaling everything that I do, writing it down, getting it down on paper. With my first coach, we now have three coaches that work for us. And I started writing everything down, teaching them, training them, getting to where they understood all the different dribbling drills, everything we do. So I at first had to get everything written down. And I would advise every entrepreneur out there listening, write it down. Whatever it is that you’re doing that works, write it down, document it. But move number two, okay, is you have to agree on a universal nomenclature. I know I used a big word, a universal naming system. So as an example, Z, I’m gonna pull up the quote, I’m gonna read it to the Thrivers here in a minute, but I wanna ask you this. Why is it so important that everyone in your office refers to like files or maybe say documents or signage or whatever? Why is it so important that everyone refers to things by the same name? Oh, you know what? I’ll tell you, Trainwreck, what happened one time. Back in the day, before we went to paperless files system, you know, on the computer, we would have the traditional, you know, like Manila folder files, right? Right. And so we had a system on putting, what we did is we put stickers on the edge, and there was a certain system that you had to follow to do that, right? And there was a certain protocol, certain everything. And sure enough, you know, we got a new person, and they did not follow the checklist. They did not follow what they were supposed to do. And that all of a sudden, you lose one person’s file. Oh, oh, oh. Bad things happen. Bad. The world stops. People just panic. It’s dogs and cats living together. It’s raining acid rain. I mean, it’s epically bad. So, the thing about scaling, the thing about having the nomenclature, i.e. the way you refer to things as the same, because as you get bigger, then some people call it one thing, some people call it another thing. Now there’s confusion and there’s inefficiencies. So it’s kind of like, oh, I thought that thing was called a thing. So here’s an example of what happens when you become a very efficient entrepreneur and you try to go on a relaxing trip. And see, I’m getting better. You’re working with me on the F6 goals. You know, faith, family, finance, fitness, friendships, but fun. You’re working on the fun, so I’m trying to schedule in some fun. Right. When I met you, one of the first shows, if you listen to our early podcast, he had the F5 and we broke them down. We went over them. Faith, family, finance, fitness, friendships, no fun. Right. And then I said, oh, well, there’s a six one. I’ll give you a bonus six one. Oh, by the way, you left me hanging, Sam. You left me hanging. I’ll give you the most important thing. I can’t believe you guys let me go on this long of a segment. Oh. I’m sorry. What is the most important thing? You guys are crazy, guys. Anyway, but I made you add fun. Sam, the most important thing when you’re starting a restaurant business, even if it’s smoothies or whatever, is to make sure and have everybody that you can think of try the food, try the product. Try the food? Oh, my gosh. Isn’t that the worst? When you go to some super, super cool place. Marketing. Oh, yeah, you’re there, but logos everybody’s fresh the music’s great It smells pretty it’s all new and they bring you the candlelight Oh, just right, you know, and then you take a bite of food the most horrible Would you like to have some candlelight to crap? Yes, would you like to eat this and grab it? Come on, I kind of like almost I mean, it’s just all the decor all the accoutrements all the atmosphere And then it just tastes horrible. I mean, people just don’t want that stuff. Seriously, shit in the corner, dude. I’ll tell you what I want to say about my recipe. My grandmother made it. My mother made it. My great-great-grandmother made it. It looks like a horse head. And they all passed early in their lives. And we passed this recipe down. It looks like a horse head. And the fact that it has arsenic in it, we… It adds to the flavor. That’s why we put that in there. You listen to Corset? Yes, that’s what we do. Then my family lives very long. If anybody survives, it can catch on. It doesn’t just decide. It can go viral. You got to try out that food. You got to make sure because you may think, wow, this peanut butter, celery smoothie is like awesome. So look at all the, look how good it is for you. Hey, listen. Sam today did something just crazy. Sam, turn on that mic. I got the, Sam, our producer, he made a smoothie today and he actually pureed chicken. What? Sam? Oh. Yeah, yeah. I’ve got a big goal in powerlifting and I’m tired of eating chicken. I’m tired of chewing on it. Oh my. So I threw a pound of chicken in a blender with some spinach, a whole avocado, and a scoop of whey protein. I got about 150 grams of protein in there and put it in two shaker bottles and had that for lunch. No. No. Did you cook it first? Did you cook it first? Oh yeah, it’s cooked. It’s a great diet. Oh my gosh. Last week I did it and I made the mistake of putting teriyaki sauce on my chicken. It was not good. Oh, that’s a mistake. Don’t sell the teriyaki chicken shake, whatever you see. That’s good. You tested it out. That’s my point. All right, now Thrive Nation, I want to make sure we’re getting this, okay? So the second step is you have to agree on a universal naming system and Elon Musk He’s obviously a prolific entrepreneur. He started Tesla. He started SpaceX He started PayPal, but one thing that people fail to do is they fail to look at the details They failed to ask themselves What are the tools the tactics the techniques? What are the things that he’s doing differently than what I’m doing and I’m gonna read you an email He sent out to his team and I’m gonna paraphrase. I’m gonna read just a small part of it, but he says this in reference to acronyms. That means 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 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 goes on, though, to fire many people because they kept using acronyms. And his whole point was there was an acronym for this thing called the horizontal test stand and the vertical test stand. And somebody wrote it as HTS and VTS. And we’re talking about making rockets that go to space. And they had had three multimillion dollar rockets that blew up and didn’t make it into space. And they were having issues related to people naming things incorrectly and things blowing up. And he’s like, casualness causes casualties. And so if you’re listening right now, you’ve got to agree on a universal place to say files digitally, how to name things. It’s so important. Yeah. And what happens also too is, is that when you give all these, you know, abbreviations to everything, I remember I was, you know, I was one of the investors in Regent Bank, a great business bank. We have three locations now, Nowada, Tulsa, and Oklahoma City. Sean Copeland over there is doing a great job. It’s growing seven to ten times faster than the best banks. We’re always winning these awards for being the best bank, the best this, the best that. It’s really a great success story. But when I first started, I was on the board, right? And I’d go to the board meetings, and I was just sitting there, I’m all these bankers, very serious man. Very serious. Very, very, very long table, a lot of nodding on how you’re doing, how you’re doing. Meanwhile, Z’s got headphones on, and he’s just jamming out over here. He’s just having a great time. No, but they would start off, and like every other word was just an abbreviated term. And so what happened is I sat there literally, I mean, I’m not kidding you, I sat there in probably one or two board meetings just kind of nodding and going, oh yeah, the SB by 4.3, yes, that sounds… 4.3 section 8, I get it. Yeah, that sounds very… We need to worry about that, I guess. All these things, finally the nomenclature, I was just finally like, whoa, time out, pump the brake. What does any of this crap mean? Break it down for me. What are you guys talking about? I actually worked with a bank years ago, and there was a guy who was very high up in the bank who admitted that he did not know the own nomenclature in his own meetings, and he was like, I don’t know what that means. And that’s where it gets dangerous, Thrivers, when you don’t know what you don’t know. You have no clue of what’s going on, what’s being discussed, because everyone’s naming things differently. And you’ve got to get fastidious about where to save things, where to put things physically. I mean, you have to be a place for everything. And when we come back, I want to tell you a little bit about my trip to Denver, because Z, when I’m on a vacation, I don’t have a place for things. I don’t have a set location for this or that. And there’s not a set time for things. I don’t have my schedule with me. I don’t have the same schedule. And that lack of that regimented flow freaks me out, Z. It freaks me out. Well, I know you’re out of your little comfort zone. And I know you are an organized, you are a step-by-step, you are, this is my space. I mean, that’s why it’s your house. You’ve planted, what, 100 trees and you’re building a little privacy wall around it because you just like your privacy. You like your little things in the place. I mean, if anybody really wants to mess with Clay, come in here, go to his desk, and move his staple around. That’ll get to him. He just can’t stand it. We have a wonderful lady who cleans our house, and I have these great razors I buy from Harry’s Razors. Yeah. And I woke up this morning to shave, and they’re not where they normally are. And it made my brain almost explode. I had to wake up my wonderful wife at 3 in the morning and have her help me find where the blades are. I just see I’m just now emotionally recovering here. I mean we’re almost getting into 130. I’m just now almost emotionally recovering from the razors being moved. Well you look clean-shaven. Thank you brother. I did I did find them. My wife found them. She’s a great American. Beautiful lady. All right stay tuned. Thrive Time Show we’re teaching you how to nail it and then scale it. All right, Counting Crow fans, Thrivers, people listening from Oklahoma, people listening I’m just gonna list off some of the places where I know you’re tuning in from right now because you’ve sent us emails I’ve talked to you. It’s amazing. Tucson, Arizona. Hello. How you doing? San Jose, California, right there by Silicon Valley. Welcome to the show. Florida, Fort Myers, Florida. See, we have Thrivers in Boston. We have Thrivers in Australia. Thrivers in Canada. We have many of them in Minnesota. Minnesota. You betcha. And so we’ve got a whole bunch of Thrivers all over the planet listening. But the great thing about our show is that we answer the questions that you, the listener, are sending to us. So I encourage you, text us at 918-851-6920. And we’ll be right back. So we’ve got a whole bunch of Thrivers all over the planet listening. But the great thing about our show is that we answer the questions that you, the listener, are sending to us. So I encourage you, text us at 918-851-6920. That’s 918-851-6920. Text your questions and that will become the basis of a future show. That’s how we do it. We answer every one of your questions. And so many of you have been asking, hey, I’m to a point now where I’m selling things, I’m selling products, but I’m struggling to scale my business. I’m struggling to create time freedom and financial freedom because I don’t know how to make repeatable systems that don’t involve me. And before you beat yourself up, I want to give you a quote from Michael Gerber, the bestselling author of the E-Myth that addresses this problem. He says, most entrepreneurs are merely technicians with an entrepreneurial seizure. Most entrepreneurs fail because you’re working in the business and not on the business. And so we’re walking you through the four steps to creating that financial freedom. So step number one is you want to document all your processes and systems. Step number two is you want to agree on a universal file naming and naming system for everything. Everything has to be referred to the right way. Everything has to have a physical place and a location. Everything is, there’s no casualness, okay? Because casual casualness causes casualties. I wish I had this at my home. The other day I go to my toolbox because I need a hammer, right? Right. It seems like a logical place to keep a hammer. I don’t know. In the toolbox. Call me, call me crazy. You call me crazy. This is where, this is where I was in Denver. I’m staying at Jonathan Barnett’s house. Very great guy. And I turn on my fan every night, you know. That’s how I sleep. Cope, do you like a fan when you sleep? Are you a fan guy? I do. My wife says no. Really? So you sleep in silence without a fan? Mm-hmm. Oh, man. I’m going to give you a fist bump right there. You’re a better guy than I am. So I basically waited to wake up. The entire night I laid there looking at the ceiling. I remember at 5.30 I checked my phone. I haven’t been to sleep yet. And I’m like, oh, my God, it’s 5.30 in the morning. So the next day, I had to get coffeeed up there. Day two, I’m looking bad. I’m feeling bad. But I’m trying to be positive. I told Vanessa. I said today’s gonna be a great day I’ve decided it’s gonna be a great day, but I have not slept at all and people are looking at me going dude You look kind of have you slept at all man? You know, I’m just looking like droopy-eyed, you know So day two John got me a fan He knew right where it was and he turned that fan on and I slept like a baby like a big old baby Yeah, box fans weren’t that much buy them and then leave them there. Whatever. Yeah, the 19 bucks at Walmart. Yeah, exactly. Not that I know that. Not that I know that. So you’re telling me that a month, the first month of Thrive is $1. Right., the best business coaching out there without the BS. And the fan was $19, which is actually the cost of month two through however long you want to stay on it. Or it could be 19 first months. That’s true. If you’re a benevolent guy, you want to buy 19 first months for your friends and family. I mean, that’s a move. And you know what’s fun when you get a full paid membership to Thrive? It’s only $19 a month. I mean, gosh, you blow a lot more than that on a lot of things, and we won’t go into all that. None of us have ever gone to Quick Trip and bought a variety of fast food items that we didn’t need with our current diet. We don’t eat them all the way and throw them away. None of us. Is that we give a free membership to a veteran. So if you know a veteran out there that is struggling in business or wants to start a business or needs a little business coaching, you can tell them to go to, sign up, they’ll get in queue. I think we have a few still waiting, so if you’re out there, come and become a Thriver. Come because then what we’ll do is you get, it’s kind of a two for one deal. And I mean, you really think about it, we owe our freedom, our capitalism, all the stuff that we stand for here in the United States of America to our veterans, to our veterans. It’d be sort of tough right now to start a business in North Korea, hypothetically speaking. Hypothetically speaking, that is true. I mean, I’ve never been to North Korea. Yeah. You can’t go there. I don’t want to go there. No one wants to go there. No, no, don’t take me. But yeah, so we were privileged to have the honor and the ability. And you know, about 70 percent, I think it’s 67 percent, maybe 65, somewhere in there, you kind of Google, you get different numbers, you know. Of all new jobs are created by small business. That’s true. According to Forbes, 65% of the jobs since 1995. Not that I know that kind of stuff. Not that, yeah. So anyway, you’re doing America, you’re making the economy better. If you become a Thrive member, you’re going to make a veteran’s life better. And so if you know one, they can be retired, they can be active, they could be any form of a veteran or an active member. Because the unemployment rate in our veterans is higher. You wouldn’t think that necessarily, but it’s higher than just the average unemployment rate in non-veterans. If you’re a non-military member and you’re just a passionate gun owner who’s starting your own private militia in Coweta, you don’t qualify for this deal. No, you’ve got to pay the dollar for the first month and the 19 thereafter. But understand this, that you are helping a veteran. And since you are starting Militia in Coahuila, America, then you have the same kind of mindset. Okay, now here’s the deal, Thrivers. Move number three, if you want to go beyond nailing it to scaling it. I want to get coach’s feedback on this because this is huge. You have to document a linear workflow, like a timeline from left to right that shows how things are supposed to happen to prevent fumbling. So here’s the scenario. Carl answers the phone. Step one, he says, somebody’s answer the phone in your business. So when he answers the phone, following using the script, he sets an appointment for, let’s say me, but I don’t know that I have the appointment. So I miss the appointment. Maybe I don’t. Maybe you coach your business. Someone answers the phone. You do all this marketing. Step one, you do marketing. Step two, someone answers the phone. Step three, they come in for a trial. Right? Step four, nobody signs them up for a membership. Let’s just say that. You know what I mean? So, coach, in your business, you’ve been doing this for a long time. What were some of the early fumbling moments at Score Basketball as you were trying to grow it where you’re like, okay, the marketing’s working. Okay, we’re doing great coaching, but this area is consistently not being tackled? Things like when people wouldn’t show up, what do you do? How do you keep track of your… Like now we have everything documented. For instance, when a lead comes in, we record that lead on a piece of paper. And then once they…we have another paper where it says when they’re supposed to… the day they’re supposed to come in. If they don’t come in, my secretary is supposed to call them. Once they do come in, if they don’t sign up, then Courtney takes them from there and then Courtney calls them. And then if they don’t sign up within that amount of time, then we’ve got other people that are calling them. So we literally have, once we get their lead, we have it documented on how we’re gonna follow up with that person from day one till they finally sign up. There’s gotta be some sort of virtual, almost visual paton that is passed from employee to employee, from department to department for that file to work its way through your system. And there’s nobody better at this, from my experience seeing it first hand, than the guy next to me here, Dr. Z. His auto auction, you’re going to sell on a typical Friday, you know, hundreds of cars, maybe even a thousand cars on a busy day. Well, last Friday was actually our anniversary sale, or maybe the Friday before that. It was the first Friday of April. And we had almost 1,300 cars. Whoa! Whoa! Whoa! That’s a lot of iron, but it’s kind of funny. Oh, Billy! What Coach was saying is, you know, you call those people and you make it to where they cry, buy, or die. It was funny in our business, you know, we only have so many guys we call on, and so you’re calling on them and one guy just completely goes, ah, he just doesn’t like us. We’re never going to gather him up. You know, and after a while you’re like, okay, you’re off. You’re off. Hand the baton to this self guy. You go gather him up. So you keep calling the same people. Absolutely. You just switched sales people. And now I’ve got a new sales guy, and you’ve got the big tuna gathered up. I’m so excited. The big tuna. Tuna. Wow. You want a tuna fish sandwich? Stay tuned, Thrive Nation. We come back. We’re going to talk about nailing it and scaling it. All right, Thrive Nation, welcome back to the Thrive Time Show on the radio where we’re all about how to grow a successful business. Our entire focus is teaching you specifically what you need to do to start a successful business. It’s not because we believe that money is the goal. Money is just fuel in your car. So here’s an example for you. I put gas in my car before we left for Denver. So I put gas in my car on Friday and I will put gas in my car again probably next Friday. Okay, I only drive for 15 minutes to work every day, but when I put the gas in my car, I’m not passionate about the actual fossil fuels. It’s very rare that I will actually go into the quick trip and say, thank you Thank you so much for this natural gas. I appreciate its purity and its 91 octane. It’s unbelievable. Do you realize the value of pulling out these fossil fuels from the Earth’s crust? I mean, you think about fossil fuels and the decomposition of dinosaur bones that have made this possible. Z, this is amazing! Fossil turning into fuels! I’m amazed! It’s a modern-day miracle. And it is a miracle, but I often don’t express it verbally, physically, spiritually, nothing. I just put it in the car. Because I want to get somewhere, right? The whole point is I want to go somewhere. Right. I’m trying to, I’m focused on the destination. Correct. And so the whole point of building a business is not so that your business can become that obsession, it’s so that you can get somewhere with your family, your friends. Come on now. The whole point is you want to make these F6 goals. So that family, what are your family goals? Come on here? You know what? Come on all right here you go. Here’s the deal everybody listening right now. You want to get out a sheet of paper Oh, yeah, you would get a sheet of paper. You would write down the f6 go Yeah, six goals. I got it cuz you don’t have your f6 goals your life will be out of controls Come on now. The first one is faith. Come on. That’s one is family Finances, I’m on now fitness. Oh, yeah friendships Finance, fitness, friendships, and fun. And if you do not schedule time to get these things done, they will go undone. Z, I’m just telling you, you’ve got to schedule time for what matters, and then once you’ve scheduled time, you’re going, wait a minute, it costs $72 to go there. So then you have to start a business to allow you to produce that kind of money. Wait a second, so you’re saying I can’t binge watch Walking the Dead every day of my life. Well you could, but you’d have to have a Netflix subscription to be like 19 bucks, right? If that was your goal. Oh, I’d have to get money, yeah. And then you’d have to be able to have the time freedom to do that. So I guess if that was, in theory, your end game goal, you could do it if you had enough cash available. And you probably lived in a tiny home. Zombie, zombie, a couple. There’s a really good season. You got to get them in the head. They just keep coming, I think. So this third aspect of scaling your business is you have to absolutely document your linear processes. So as an example, linear processes, workflow, what does that mean? It’s the step-by-step processes. So as an example, this past Friday, Dr. Z, your anniversary sale, how many cars did you sell over there at We ran approximately 1,300. Of course, no auction has a 100% sales rate. And we sold a little over 700 and some odd. So let’s say you sold 700 cars. Okay. And you’re open for 120 minutes. Okay. Because you’re only open for three hours. Correct. Right. That’s 180, but yeah, I mean. Okay. Yeah, but two and a half hours, the sales are at noon and then it’s typically over with by say 2.30ish. Now that sale may have crept a little longer. I didn’t actually put a clock on it, but. Let’s just say you’re open for 180 minutes. Okay. And you sold roughly 700 cars. Okay. That means that every minute you’d have to sell how many cars? So you take what 720 or 700 minus 1 or divided by 180. So 700 divided by 180 and this just in for a mathematician. Wait, wait, wait. 7… Well, I think it’d always be better to have the 1300 because that’s… because you’re… it’s the same effort whether you’re… Okay. Whether you’re selling or not. So 1300 divided by 180. So we’re running a car. OK, here we go. A car will run through the system every how many minutes? Here we go. Now, Thrivers, we don’t do a lot of live math on the air, but we’re doing live math today. Now, remember, he’s an optometrist. 7.2 are running through a minute. OK, so that means that somebody has to, step one, what, clean the cars? Oh, yeah, we’ve got to check it in. First, we’ve got to go gather it. So step one, gather it. You go gather the car. Step two, then we have to ship the car in. Step two, ship it. Either we send a driver, if they’re local, we send drivers to get it. We have to plan all that and schedule all that. We send a van with a bunch of drivers, say, to a dealership. They get the cars and drive them back. Then they check them in. Step three, check them in. And then depending upon the agreement we have with the seller, we clean them to a certain, sometimes we’ll do what we call recon work on them. Let’s say we need to put a new windshield in or a new battery or, you know, the tires are really bald and they want some new tires on there. So we may have some recon work to do. But step four, recon. Or maybe detail. They have to clean and detail. Yep. Okay. And then you have to now get them lined up properly in their proper place. Step five, line them up. If they’re not there, that’s like, okay, where’s the truck? I don’t know there’s 13 cars and without a system by the way that’s gonna happen. Oh, yeah And even with the system, it’s still it will happen. Where’s the car? Where’s the van? Where’s the van? Yeah, and then you on the day of You now are Driving them in order through the sales barn where you have all the teams selling them, right? And that’s a that’s a process and so impressive. That’s another thing Yep You driving back and repark them and now you have all the paperwork that now follows that deal and then the delivery of the cars. So you have quite a few steps in there. And then step 13 or 14 is where you roll up into In The Raw. Dr. Z gets out of his Porsche, goes to In The Raw. Oh yeah. Walks up and the waiter says, hey, what do you want to order? And you just order whatever you want. You don’t even look at the prices anymore. You just order whatever you want. You just get what you want. But this is the only part that people want to talk about. They only want to talk about the laser show of going in the run and buying all the hoohahs, all the accoutrements, all the food, all the flavor. Buying all the pageantry. People love talking about the pageantry. They like to say, gee, what kind of Porsche do you drive? But they don’t want to think about the details needed to make those systems. So the profundity of that system. Now Coach, in your business, when you’re going to run a basketball camp, right? The last camp you had, you had, what, 199 kids? Or was it 200 kids? We had 54 Saturday. We had 103 for spring break camp. We’ll have anywhere from 50 to 100. Okay, so from 50 to 100. So you had 103, you said, at your spring break camp? And then how many at the workshop there you did? Saturday, we had 54. 54. There’s a lot of preparation, right? I mean, you’ve got to have drills laid out. You’ve got to have enough balls. They’ve got to be aired up. The floor’s got to be clean. What else has to happen? Coaches, we send out emails, we have print pieces that we do, we had to spend time Friday night on schedule, we had to make sure that we’ve got our games ready, what drills we’re gonna do, everything. So these are all steps that you have to take to put on the show. Because when the customer shows up, it has to be show time. so many businesses, Z, that are not willing to put in the work needed to create these systems. And then they just have, it’s not show time, it’s like blow up time. Customers show up and it’s like stuff hits the fan, man. Yeah, it’s like put out fire time. And the thing about it is, once you do it, you do it right. Once you nail it, once you figure it out, then you have to document it. It’s so important. It’s just, it’s what allows people to go to the next step. Now this next move, this is move number four, is you have to schedule time to build the systems. You can’t say, I’m so busy, I didn’t have the time to make the systems. You’ve got to block out time. And I know so many of you are listening right there. We have a Thriver in Dallas. I’m talking to this guy. Six months ago, he had a startup vision, and now he’s doing almost, this week, almost $10,000 of sales. And it’s just he and another. It’s not like he has a team of 15 people. And so the question we talked about today is, how am I going to find the time to get all this stuff done? So we come back, Dr. Z is going to break it down. He’s going to tell us how he finds the time, how he found the time when he was starting his optometry clinic to get ahead, how he found the time to build these systems. Z, I’m pumped up. I’m fired up too, I tell you what. What a great show today. The great thing about it is you can go on and share this podcast with a friend you know who needs to hear this. Check, check, check it out. Oh yes, Thrive Nation, welcome back into the conversation. It’s the Thrive Time Show on your radio, and I’m telling you what, you want to stay tuned because we are getting into the stuff behind the stuff. What does that mean, the stuff behind the stuff? Well, here’s an example. We’ve got a great thriver that we’re working with right now in Fort Myers, Florida. Zee, I don’t know if you know the story. There’s a pizza business in Fort Myers, Florida. And they’ve been able to double their sales in four months. Wow, that’s awesome. And did they have to buy new equipment? I’m guessing no, by the way you asked it, but… Did they have to go out there and get another degree? No. Did they have to hire a ton of people? That I don’t know. But the thing is, is when you have a business, alright, it’s an organization, it’s called an organization if it is organized. But it’s… That’s fancy, you’re just using fancy words now. Well, a lot of times, you know, people say, well, you know, what do you do? And they say, oh, I’m the head of this organization. I’m the head of this. Well, an organization means you’re organized. And going into the business, they’re great people, but they didn’t have a system, an organized plan or a system to attack the growth of their business. And by just organizing the business and making a system for their marketing, the acquisition of customers, for the sales, for the customer service experience, for the accounting, for the hiring, the firing, they’ve been able to double their sales without buying anything except for wisdom from the Thrive 15 business coaching system. Boom! Now, did they come to you in the in-person workshops? Because those have been really, those have taken off. I mean, those things are really cool. For those of you who don’t know, approximately once a month, a two-day workshop is put on here at Thrive headquarters. We keep it limited so it does sell out and you have to go the next month, but it’s $500, but you have a scholarship program if you can’t afford that. Because our heart is that if you want to start to grow a business, we want to help you. We want you to be successful. It helps the economy. It helps everybody. And you know what? It makes us feel good, too. I’ll be honest. Coach Calvert, I want to ask you this, my friend, because it’s all about making Zee and I feel good. You went to the two-day workshop, and you’ve actually recommended it to a couple of your friends who’ve attended. Can you kind of explain from the beginning to the end, kind of what that experience is like for anybody who’s not been to our facility, who has not been to a workshop yet? First I thought, oh my goodness, seven hours, I’ve got to sit there. I’ve had seven back surgeries and there’s no way. That seven hours went by so fast. I took so many notes that I’m still going through all of my notes of things that I want to implement. I got so many ideas of little changes that I wanted to make. Everything from how people come in, to how people are greeted, to how the building looks, to I’ve got all these ideas that I want to implement from the show. Now, Z, this is what I have found, and I want you to kind of ponder this, Thrivers. If you think about Justin Bieber, okay, the music artist, we obviously played some of his music during today’s show. If you think about Steven Spielberg, if you think about LeBron James, just those people. They all do this thing that I’ve heard them refer to in interviews, I’ve actually watched, I’ve read their books, I’ve looked at these people, it’s a thing called deep flow. Where basically they obsess on one thing, in Justin Bieber’s case, music, or LeBron James, it’s basketball. To the point where they become intuitive, they become a master, they become where, you know, it’s beyond good, but it’s where it’s an obsession. And then when you really focus your energy with no distractions on a given subject, you begin to remember the details and you begin to make the little tweaks and the things that go from good to excellent, you begin to be able to have this masterful level of, of focus. There’s a book called the outliers where it basically documents that Wayne Gretzky and the Beatles and anybody who’s awesome at anything has invested 10,000 hours in the acquisition of that mastery. But we live in a world now, Z, with perpetual distraction. You know, there’s an article that came out from Psychology Today that I just read a few days ago called, Is Your Smartphone Making You Dumb? And they had a statistic where they interviewed hundreds of people, and they allowed them to use their smartphone while going to this course. And they found that the average adult has the cognitive, the basic, the mental processing skills of the average third grader when they have their smartphone present. Meaning that when you’re at work, and imagine you’re a graphic designer and you’re trying to do graphic design while maintaining the ability for anybody to text you, email you, call you, all the different ways they can communicate with you. You know the average person has over 70 interruptions a day. 70. There was just on 60 Minutes the other day, there was a guy that got bought out by Google and went to Google and was like, you know, I know this is a game, is to try to keep people on their smartphones and that technology as much as possible, but it’s not doing society, you know, good. And he wrote a letter, internal letter, and it leaked out and he was on 60 Minutes to an interview. And it’s amazing how the culture’s changing with the apps, the technology, and how many times you’re reached out to on a daily basis. It was funny, Chris Rock, the comedian, I didn’t go to the show, but the comedian was in a local venue not too long ago, here in the Tulsa area. And when his move, when you go into his, in the theater, you have to take out your phone, and they put it into a package that they conceal, and it actually lets your phone not be used. You can’t use your phone for two hours. I had a couple of buddies that went to the show and I was like, well, that’s kind of cool in a way. And it should be that we should be able to do that with our friends. We see them and we’re going like, hey, hand me your phone. You’re going to get a couple of three hours of time out. And he said it was funny because everybody was almost like panicked at first and they were just kind of eased in and relaxed and they got through the show. I will say this to you, this article is very disturbing, but my daughter is 12, and it was talking about how kids, there’s so many articles about this, but kids today, think about this, back in high school, I dated a girl for a long time, and then Z, we broke up, we dated and then we broke up. When you break up with somebody, the idea is that you’re done, there’s no more like, hey let’s get back together kind of a thing. Broadcasting live from the center of the universe, you’re listening to The Thrive Time Show. Well now if I broke up with somebody I would see them on Facebook all the time. They could email me, they could text me, they could reach out to me, and you would never be done. It would be like this lingering emotion. And I know for me, I have had to totally disconnect myself from all forms of communication during the day. I’ve done this now for about seven or eight years. You just can’t reach me during the day because when I have a client that I’m working with or a workshop that we’re doing, I’m 100% present. I’m mentally and physically present. So many people walk away from our workshops saying, this is the first time in my life I’ve ever spent seven hours thinking about my life and where I’m going. They have these epiphanies just as a result of thinking deeply upon their own life. And so for the thriver out there who’s saying, I don’t have enough time in my schedule to block out time to build these systems, to build these workflows, to build these processes. Z, what would you say to somebody who feels perpetually distracted and they don’t have time? Yeah, I’m sitting there telling them to Google stuff. That’s what’s so funny about it. We’re like, you know, by the way, your smartphones and just use your brain. Oh, well, Google this real fast. If you Google the average amount of hours the average United States citizen watches TV, it’s shocking. It’ll shock you. I mean, you’ll be like, are you kidding me? It’s five hours. 5.3. 5.3. Well, you know, I was going to give a little bit of a.3. I was only editing the boom book this weekend and I went through that and it’s 5.3 right now. 5.3 hours and thinking about it is what I love about and what I love about our in-person workshops is that’s one of the core things that we focus on. That’s time management. And we didn’t invent the wheel. We’re not out there trying to build a new rocket ship. What we did is we found the guy that we thought had the best time management, Lee Cockrell. He managed, oh, just 40,000 people, a little place called Walt Disney World. You know, just that thing, and did it very successfully. Now he’s an author, a speaker, everybody loves listening to him. He’s the stud of a man, a great guy. So we got him on as a mentor. He’s one of the guys that you will be learning from if you go to And he has his system there. It’s a system. It’s a thing because I hear that so much on entrepreneurs, Clay. Why don’t you do the thing you’re supposed to do? I didn’t have time. Why don’t you do this? Well, I just can’t find the time. If you want to be happy for the rest of your life, you want to put your smartphone away in the morning and the night. That’s my whole thing. Wow. You really need to because if you don’t, your brain will explode. We have a banner up that says, four killers of a basketball career. One of them is video games and smartphones. You know, LeBron James, he was sitting down with Warren Buffet, and he was asking him, hey, how do I go to the next level? I want to become one of the best. I want to really become a master of the game. And Warren told him, stop tweeting, get off social media, stop doing it, get off it. Because he was emotionally in turmoil before a game. Because anybody can write anything about you. Yep. I mean, so Thrivers, if you’re listening right now, and you’re saying, okay, I do want to nail, I’m starting to nail my business model, I’m starting to sell something, but now I want to scale it. You’ve got four options you can take here, four paths you can take. Yeah. One, you can go to, and Z, you can get the world’s best business school for only how much? $1 the first month, $1. If you can’t afford a dollar, God bless you. And go to and listen to the free podcast. Yeah, and share it with your friends. Absolutely. Now we’re being downloaded in like 50 some odd countries or something. You’re probably pirating your neighbor’s internet if you can’t afford a dollar. Move number three is get out to an in-person workshop, Z. In April 21st and 22nd, you’ve got to get out to it. Go to and sign up. All the answers to your questions are right there on the website. And move number four, if you need an in-person, one-on-one business mentor, a coach that can show you the proven path, you’re not alone, you’re not an idiot. And in fact, the CEO of Google, if you take the time out to research this, the CEO of Google, Eric Schmidt, said the number one advice he could give every single business person is to hire a business coach. Because if you don’t have somebody showing you the way, and you’re not learning from mentors, Z. You’re learning from mistakes. They are costly. Now, Thrivers, I’m telling you what, this is your day to thrive. This is the day that the Lord has made. You should rejoice and be glad in it, and we cannot wait to rendezvous with you again tomorrow on the Thrive Time Show. And Z, as always, you always want to take it out with a bang. Here we go. Three, two, one, boom! JT, do you know what time it is? 410. It’s TiVo time in Tulsa, Russia, baby. Tim TiVo is coming to Tulsa, Oklahoma, June 27 and 28. 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. A lot of people have followed Tim Tebow’s football career on the field and off the field. 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? Well, they’re going to have to come and find out, because I don’t know. I’m just saying, Tim Tebow’s going to 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 going to 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 will be presenting. Now, we’ve had a couple of presenters that have had a billion dollar net worth in some like a real estate sort of things. Yeah. 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’ve got to come learn from him. Also let me tell you this, folks. I don’t get this wrong, because if I get it wrong, someone’s gonna say, you screwed that up, buddy. So Michael Levine, this is Michael Levine. He’s gonna be coming. He said, who’s Michael Levine? I don’t get this wrong. This is the PR consultant of choice for Michael Jackson, for 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 or whatever price that you can 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. Did 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 am super grateful I came to a business conference. That’s actually how 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 27 and 28. 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, Russell Oklahoma. I suppose it’s Tulsa, Russell. I’m really trying to rebrand Tulsa as Tulsa Ruslim, sort of like the Jerusalem of America. But if you type in Thrive Time Show 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! 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 thrive times should i come again at thrive times show dot com along with the and talking to you right now from the center of hollywood california where i have represented over the last thirty five years fifty-eight academy award winners thirty four grammy award winners forty three new york times bestsellers i’ve represented a lot of major stars and I’ve worked with a lot of major companies. I think I’ve learned a few things 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 podcast. He’s absolutely a living legend. This guy started a podcast after 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 live 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 get in, 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. Shot everything right into night. Even if I got three strikes, I’ma go for it. This moment, we own it. It could get dangerous, see these people I ride with. This moment, we are in. 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, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it. 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 gotta do is go to thrive 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 in Kings Point in New York octa nonverba Watch what a person does not what they say Good morning. Good morning. Good morning, good morning, good morning. Herbert Kiyosaki, The Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re close, 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 as Mr. Clay Clark, he’s 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 is 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 Thorne, 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. And 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 wanted to take a moment to tell you thank you so much for allowing me to achieve success. And then 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. 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, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much and thanks for reading my books. Yeah, that’s 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 change my life. I’m doing this I’m doing this I’m doing this. I learned at the Academy at Kings Point in New York Octa nonverba 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 and getting everything out on paper and documented is really important. We have workflows that are kind of all over the place to the having linear workflow and seeing that mapped out on multiple different boards it’s 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 of business. You’re not bored. You’re awake and alive the whole time. It’s not pushy. It’ll 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. In the workshop I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are, you know, 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 gotta 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’ll 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, and 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 motivated me. Your competition’s going to come eventually or try to pick up these tactics. 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? This is the side, 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 four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, tens of thousands. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the Thrive Time workshop, you’re missing out on a great opportunity. The atmosphere at Clay’s 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 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 our 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 completely eliminate that because you’re able to really find the people that would really be the best fit. Hands-on how to 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. Everybody. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real. you


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