Clay Clark | Start Here | The Three Levels Of All Successful Business Systems + Building One Checklist At A Time

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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 I see and see up on your radio and now three two one What up thrive nation Josh Merrill here with the best business coach in all of the world including New Zealand, Australia, Antarctica? In New Zealand, they don’t actually know what a business coach means. So they’re just sort of like, sure. No disrespect to New Zealand, but that’s not a word they use there. That’s where they make Lord of the Rings. Really? Yeah. That’s a did you know fact. Well, it’s an honor. We’re on 5.2. We’re talking about the three levels of all successful business systems, Clay. Yep. Would you like me to go over those three levels right now? I would like for you to go over them right now. We could talk more about New Zealand. I’m going to pass on that. And we’ll just kind of move right into the training. And then we’ll somehow reference New Zealand a lot. You go to my website for that. And we’ll talk all about that. OK. All right. Layer one of all successful business systems, the processes and checklists layer. Yeah. Basically, the process layer is the whole check this box and do this step, take this step, layer of the business. I guess the best example I can give you is we’re talking a little bit off camera about Subway. Yeah. And basically Subway, let’s think about the process if you worked at Subway. So let’s just kind of role play through this, okay? Sure. So if everyone watching this bought a Subway right now, people walk in and the first thing you ask the customer if you were a sandwich artist is what kind of bread boom now the next thing you ask is what kind of Meat. Yeah, that’s right. And then would you like to have some? Cheese cheese you wouldn’t have it toasted or not and we go through it’s a linear path Yeah, and it’s the same every time have you ever been to subway before though where somebody was trying to screw with that order? Have you seen that? Oh, yeah, so someone will start at the other end of the line. They’re supposed to start here and then you end at the checkout. Yeah. I’ve been to Subway with a few people who are in front of me and they want to start at the checkout and the lady’s like, oh, could you come over here? But there are some people that just insist, no, I want to, that’s weird. That’s not part of the process. Right now then. So that’s, that’s the service fulfillment. Okay. So we talked about this before, but the first step is marketing. How does Subway get customers, Josh? They put out commercials out there. We’ll let you know they got sandwiches. Yeah, they have a commercial, right? And they just keep pelting the airwaves with commercials, commercials, commercials. And then they have those little coupons they mail all the time, where you get your first Subway is, I think it’s like $5. Come on in for a $5 footlong. With inflation, it’s probably $14 for a footlong. But the thing is, they have those, right? And they have signage they put up on the sides of the road and in the window saying, come on in for a limited time, you know, six hours. And that’s their move. Yeah. So if you were to get their FDD, their franchise disclosure document, and you were to read that with great detail, or you were to attend a conference, or you were to attend all these different things, you would discover they have a process for how to do step one, marketing, step two, how to do the service, step three, how to do the actual accounting. Or I actually do the customer service and the, and then the step four is the accounting. There’s a system for the entire process, you know, of how do you market, how do you do sales, how do you do customer service, how do you do accounting. And, you know, there might be four steps or five steps, but there’s a process and a step-by-step. And the key is it’s written down. It’s duplicatable because it’s written down. Yeah. It’s a duplicable process. It’s written down. It’s not in someone’s head. Right. Now, let’s think about a lot of businesses around town. Have you ever had a job at a small business where they don’t have any systems at all? Have you ever seen this? You know what? I have. I worked at a pizza place back in high school, and I asked the boss, I said, hey, how do you do it? You know, I’m working, he goes, it’s called the Pizza Factory, it’s now out of business, we can talk candidly about this thing. And he says, well, what you’ll do is you take the dough and you throw it up in the air, and I don’t have any coordination at all. So I’m like, how do you throw one hand? He’s like, it doesn’t matter what hand, you just throw it up and you just toss it. And I’m like, well, how do you know when you’re done? You just, you gotta get a feel for it, he says. I worked there probably three months, two months, never got a feel for it. And then he would say this too, hey, if your friends come by, they can have a pizza, but just use your discretion. So I’m like, what, 15? So when you’re 15, who qualifies? Everybody every time if you’re a girl. Oh, man. You’re like oh, hey. Hey, what’s going my mind didn’t go right? Or if you or if you play basketball with me right or if you I just vaguely know you yeah And then the mom would pick up on like hey clay here You used to go to school with my son, and you’re like yeah And pretty soon he comes in one day, did you guys give away X numbers of pizzas? Yeah, but there was no boundaries. There was no process how to make it. There was no consistency for what we could give away. There was no process. And so what you have to do is you have to go through your system and you have to come up with a way to duplicate every aspect of your business with a step-by-step checklist. And if you do that, you’ve nailed the process layer. Boom. Layer two, Clay. Okay? Yes. The presentation layer. Presentation. Well, this is what you have to do in the presentation layer is you have to present the systems in a way that the human race will actually use. That’s important. So here’s an example of what not to do, but it’s kind of funny. Okay. A VCR manual. Oh. You remember back in the day when people used to put a tape into the VCR? Remember the VCR? Oh, I love VHS. Yeah, that’s what I grew up on. It was awesome. And what you would do is you would put the… I know some people are like, what is this? People used to use tapes? I mean, people now don’t even know what a DVD is, right? But I mean, you put the tape in, believe it or not. Back in the biblical times, you would take a… That’s a long time ago. A long time ago, you would take a big old tape and you would… Your grandpa would put it in there. But anyway, what you do is you put it in, and you would hit play, and it would allow you to watch a video. Yes. You know, and you’d watch Back to the Future 400 times. So good. But nobody in the world, I mean, it was like a universal problem. What time was flashing on your VCR at all times? Zero, zero. Everyone’s 12. Okay. Mine said zero, zero. Thrivers, if you, if you actually had the time correct on it, I want you to go to the community section and comment about it because you won life’s lottery. But very few people knew how to set their alarm. And it wasn’t because they’re like idiots or how to set their clock. It’s just because the manual was so freaking complicated, right? Have you ever sat down to look at the manuals to your car? Oh yeah. Have you ever just, what is going on? I start reading it and I just said, this isn’t for me. Yeah, and so what happens is, the book, I love books, but you know who doesn’t like books? People. That’s right. So what happens is, is people like video. People are going, books? You mean with words? I mean, I like the books, just not the ones with so many words. So what happens is, is that you have to adjust. So Seth Godin, one of my favorite authors, he has talked about openly in an interview with Tim Ferriss, it was a podcast, that he no longer is writing books the way he used to because what? People hate reading. And millennials, people who are younger, they’re used to looking at a smartphone. Right. And so even though he loves books, he’s no longer writing. If he wants to sell them, he’s like, I’m no longer gonna write a long form book because who won’t read them? Humans, and as a general rule, you’re not selling to aliens or animals, and so that’s how it works. So let’s go through, I wanna go through this because there’s so many specific examples of the process. Let’s talk about Jiffy Lube for a second. You know Jiffy Lube? Yeah, I love Jiffy Lube. Let’s talk about their presentation. Let’s do it. You go through Jiffy Lube and the guy walks out, you drop off your car, he offers you some old popcorn, you know, it’s usually carbon dated. It’s like, you know, eight years old or something Yeah, and there’s like a beverage there. There’s like a Sprite. I’m envisioning like a water and he goes so sir What do you want to have done today? And you’re like, well, I’d like to get the oil He’s like well now your car is over 150,000 miles. Do you want a synthetic and you’re going, you know as a man you’re like Yeah, but you don’t know what he means. We don’t know what he’s talking about. Do you know what he’s talking about? No, I don’t know anything about cars other than I press the pedal and it goes forward So we’re there with our wives and we’re like, yeah, yeah, absolutely, synthetic, go away. I love synthetic. That’s what you do, you don’t know anything about cars. Then he comes back. I’m actually honest with him. I say, I don’t know anything. Really? Yeah, I’m just like, I’m sorry, I know nothing. He immediately thinks to himself, I’m gonna take advantage of this guy. But anyway, so what happens is, then he comes back a couple minutes later. Kind of looks disturbed, doesn’t he? He doesn’t look, but this is what he does. He comes in and he goes. Now, sir, your filter here, he’s always got a ton of dirt on his fingers. It looks like he’s been typing in the mud. He’s like, now sir, your filter, it’s got a, looks a little, he kind of shows it to you like you know what that means. Looks like it’s got a little blockage here, a little bit of, now, do you want me to replace that or, I mean, if manufacturer recommended or do you want to risk it? You want to risk it? Oh, yeah. No, wait. Can I take care of it right now for you? Whatever you say I want, if I need it. All right. And now the next layer of the presentation is I have a keyboard in front of you, right? Oh, yeah. With my nasty, nasty oil stained keys. They type so well, though. And I start to click next, and it shows you on the screen. It goes, well, the manufacturer would recommend we replace your wipers. Now I’m not saying that every person who makes calls or who works for Jiffy Lube I mean is from the Midwest and has kind of a twang in their voice but as a general rule this is how I perceive it. Then they go, now the manufacturer recommends we replace some tires you want us to replace them or rotate them or maybe because you know you you know sure. It’s like, now the manufacturer recommend we go ahead and tighten that belt to replace it now what do you what do you think? And you’re just like, sure. Now that $19 oil change, how much is it, Josh, when you leave? Usually higher than $19. Usually like, you know, $50, $60, $70. And have you noticed the printer they have at Jiffy Lube where that thing prints? It’s an old one. It’s like an old printer. And it’s like pink and he prints it off. So you go through the whole process. Then you walk out. He shows you oil. Well, here, we topped it off for you, we did this, we vacuumed this, da-de-ya-da, we went ahead and topped it off. You can come in any time you want, by the way, and it’s $2.19 or whatever, and you leave going, I did it, I did it. And then you kind of get down the road and you go, I thought it was going to be $19, I don’t know what happened. So that’s the presentation layer, but Jiffy Lube realized that the people who work there, it is, remember, they make their money not on the $19 oil change. They make the money by getting their technicians to upsell you stuff, to find more problems that you have they can solve. And their presentation is that keyboard, and they just click next, and it prompts them to ask the questions. Beautiful. Okay, so one more. I’ve got one more for you, and that’s all I’ve got here for you, okay? Okay. So we’ve talked about the Jiffy Lube. That’s a good example for you. We’ve talked about Subway. McDonald’s. You and I, we want to order some food at McDonald’s. And McDonald’s, by the way, is a deal right now. It’s going through some stuff. Mainly, my wife won’t let people go to McDonald’s. Because you know what they’re trying to do. They’re actually rendering the entire animal right now. And they’re serving, I mean, let’s just say that the food there is not organic. Let’s just say, you know what I’m saying? But seriously, as a test for all the thrivers, you should get a hamburger from McDonald’s and then put it in your, have you ever done this? Where you put it in your cupboard? I’ve seen it online, yeah. And it doesn’t biodegrade? Yeah. That’s exciting, that’s something that’s awesome. So then you can also put one in your belly and watch it not biodegrade either. Well, I don’t want to biodegrade, so maybe the more I eat, the less I biodegrade. Maybe it’s an age reversing system. Yeah. So what you do though is at McDonald’s, they say, now you look at the screen and they have numbers, have you noticed that? One, two, three. So when you get up there, you ask for a what? I want a number four. Right. We don’t say, I want one hamburger with one beverage and a small fry. You just go, I want a one or a two or a three. And they’ve created a presentation layer that we as consumers can understand. Yeah. Make sense? Yeah. So that’s how the presentation, don’t overthink it, but the first system is a process. You have to define what you want. You want the customers to walk in and choose the bread, choose the meat, choose the… You want the customers to order these certain items in bunches so they have less buttons on the keyboard. Right. You want the customers to buy more stuff at Jiffy Lube. But you have to get them to do it, you have to make a presentation layer, which is a way to show how… It’s a way to visually work through the system in a way the human race can handle. So you’ve got to present your systems, your checklists, in a way that your team can actually implement these things. Yeah, I am and I want to read this quote to you, okay? Elon Musk, you know Elon Musk? Tesla. Tesla. Okay, SpaceX. PayPal, SpaceX. He has this quote I’m going to read to you. And you tell me at any point if it blows your mind. If at any point you’re just like, I give up on life, it’s too awesome. Here we go. Acronyms seriously suck. There’s a creeping tendency to use made up acronyms at SpaceX. Excessive use of made up acronyms is a significant impediment to communication and keeping communication good as we grow is incredibly important. Individually, a few acronyms here and there may not seem so bad, but if a thousand people are making these up over time, the result will be a huge glossary that we have to issue to new employees. No one can actually remember all these acronyms, and people don’t want to seem dumb in a meeting, so they just sit there in ignorance. This is particularly tough on new employees. That needs to stop immediately, or I will take drastic, drastic action. I have given enough warnings over the years. Unless an acronym is approved by me, it should not enter the SpaceX Colossary. If there is an existing acronym that cannot reasonably be justified, it should be eliminated, as I have requested in the past, Elon Musk!” Ooh, dictator. Do you sense what he’s… Now, have you been in a meeting, because I know you’ve worked with some ministries, you’ve worked with some businesses, you’re an actor, you’re a rapper slash actor, no, seriously, you’re an actor, you do a lot of great video production, commercials. Have you been into a meeting, maybe even today, where acronyms and jargon is used? Oh, I was in a meeting today, Clay. Was I in the meeting? You were in the meeting there. What? And it was about financial stuff. Financial things. You know, retirement and Roth and… Boy, I glazed over when they were talking. Because they’re like Roth IRA and everyone’s just going… Yeah. It’s at a 2.9% right now. So it’s real good. I’m like, I, you know, sure, sure. Take my money, whatever. Yeah. I mean, just tell him to wear pants. Yeah. And why is his name Roth? No idea. Who’s who’s IRA. He’s not taxable though. That’s right. So that’s, that’s what’s up. So that’s, as people start to, to think that way though, over time, when you add more, so I’m just telling you if you’re a business right now, what are the action steps? I’ll tell you what they are. One, make the checklist, get those processes. Two, make them visual, and as you do it, take out what? Acronyms. Take them out. Don’t put jargon, don’t put little abbreviations. Have you ever been to the campus of Oral Roberts University? ORU, all the time. Did you go there? No. You didn’t? I didn’t go to college. What? No way. Here this entire time, I thought you had a PhD in acting. Yeah, that’s right. Here’s the deal. At ORU, they basically have jargon everywhere. So you’re going to work out and someone’s like, I go, hey, where’s the fitness center? And they’re like, oh, the LRC. What? And I’m going, I don’t know what that is. They’re like, oh, it’s the Learning Resources Center. So you’re over here at the work. They call it a name for camera the name now, but they’re like the PAC or something. That’s the Performing Arts Center. But they’re like, oh, you’re at the LRC. You need to go down here to the GC. And I’m like, the GC? I give up on that. Like, it’s the General Center. And they just sit there and do that. And pretty soon you’re going, wouldn’t it have been easier to just say the Learning Resources Center instead of all the acronyms? And so in businesses, I see this everywhere. And this is like the Tower of Babel story. Tower of Babel or Babel in your mind? I say Babel. Babel? I say Babel then, too. But basically, apparently, these people try to build a tower to get up to God. Right. And God was like, quit showing off and building false idols. And so now I’m going to make you all speak a different language to screw you up and you won’t be able to build that tower anymore. And so the people got confused. Well, in businesses, as the company grows, they start inserting more and more jargon and no one has any idea what’s going on and nothing. The tower can’t be built. I’m not advocating building a false temple to compete with God. What I am saying is that it’s hard to get things done when no one’s literally on the same page. Yeah. This is all good stuff, Clay, and I want to continue on this right after this. When we get back, guys, more good stuff. We’re going to find out everything else that we need to know about business with the best business coaching. I’ve got my eyes on you. Boom. Check it out. Yes. Thrive Nation. We are here officially. Josh here with the world’s best business coach. Clays of Clark. Clays of that was actually my was it my Amish Amish name I believe. It sounds about right. And in high school you could take Spanish class. Yeah. And I did take Spanish. My Spanish name they gave me was Guido. Oh, nice. But mentally, I enrolled in Amish class. I love it. And I gave myself the name… Clasius. Yeah. Clasius something. Beautiful. We’re on 5.3 Thrivers, building one checklist at a time. What are you talking about, Clay? Well, basically, if you don’t want to take a month off and make all of your checklists… That’s good, yeah. And I see you’re laughing, but this is what happened. True, true story. I was building the DJ business, and I realized I didn’t have any checklists, because I had read the book called The Checklist Manifesto, but the kind of book I had read before that that really freaked me out was called The Service Profit Chain. So I’m just going to date myself a little bit, but The Service Profit Chain was like maybe 2005, 2006. It was a Harvard book, and I read it, and Josh, I read it, I realized, I don’t have any checklist. I mean, obviously now it seems like, how did you even function? But I had no nomenclature, I had no way we named systems. And so the DJs would go out to weddings, Josh, and we would just screw them up, as we talked about earlier in some of our trainings. I mean, we would just go out and mangle people’s weddings. And so if you were to come DJ for me, now I see my failings, okay? But back in the day, I was like, why isn’t Josh a good DJ? Most people didn’t love music or listen to it like I did. I was obsessed with it. So I always knew what’s the best song to play after Brickhouse. So one day I got smart and I said, you know what I’m gonna do? I’m gonna talk to the best DJs and I’m gonna begin to say, what songs do you play at every wedding? Dude, that was so fun. I wrote down all the songs and Josh Smith, one of our guys, he goes, I always play Ice Ice Baby whenever the party’s in a lull. I play Ice Ice Baby and all these soccer moms come out and they’re like, oh, and then I’ll play Baby Got Back. And then it just, it bum bum bum bum bum bum bum bum bum bum. It works, right? Well, then another guy, Willa, he goes, what I do towards the end of the dance, every time we get to the end of the wedding, I play Don’t Stop Believing in my journey. I have everyone form a thing I call the canopy of humanity, where they form a circle around the bride and the groom, and they all grab a candle. I encourage them all to grab a candle, like a centerpiece. And I go, well, what if they don’t have one? He goes, like a cell phone, like anything, like a journey concert, and they wave it in the air, and they all sing along. I get them to get the bride and the groom in the middle, and they all sing along. Don’t stop, believe it. And they all, he goes, it’s just awesome. Yeah, and I’m going you serious. Oh, yeah another DJ goes Every wedding I play rappers delight and I form two lines two parallel lines are called a soul train line And a one-half I get the ladies one half. I get the dudes. They all dance down the middle and it’s unbelievable and I’m going really well, he started to discover that each one of our guys has a Aspect of awesome they’re bringing right and then we’re just screwing up the rest of the wedding. So I thought, what I’m going to do, Josh, I’m going to pull an all-nighter, I’m going to make the mega, super, ultra, I call them party mix CDs, one, two, three, and four. So if you were DJing, and you had no idea what to play, then I would play one, two, you could grab disc one, and on disc one it had all those like, cliche, you know, Billie Jean, Prince Kiss, Brick House, Play That Funky Music, they were all there. Then disc two was like YMCA and Cha Cha Slide and Cupid Shuffle and those, you know, and disc three was like the default, if you didn’t know what to do. And then as I finished it, I realized it’s two in the morning and I haven’t eaten so I went to grab some Taco Bell. I remember it was yesterday. Then I came back and I go, people always ask for a slow song and as a DJ you get in a panic and you don’t have a slow song. So I’m going to make a CD of the best slow jams, the most popular. So on that I put like Endless Love and Etta James, At Last, and I put them all on a CD. And then I was like, but what if I’m at a party where I’m like the only person there who isn’t into country music? I should do a country love song. And as God is my sweet witness, I did not sleep for almost two days, continuing, like, if I’m in the 70s and I wanted a 70s, what would be the ultimate 70s mix? 80s, and I just keep going. Well, I end up making this box. So the guys come into work on Monday and they’re like, hey, how you doing, man? And I’m like, I haven’t slept, obviously, since Friday. And they’re like, you look bad. And I’m going, guys, I’ve made the mix! And they’re going, this is pretty incredible, dude. And then they go, it’s spelled wrong though here, you know, sorry to not lie, but it’s staying alive, it’s spelled wrong, and you gotta, it’s staying, you know, and it’s by the Bee Gees, and I’m going, oh, and I just pass out basically. Yeah. And anyway, I spent all that time, I got really worked up, and I ended up just, it wasn’t perfect. And I made all the CDs that week, and all the DJs went out to the weddings and half of the CDs were printed wrong, the songs were disorganized, it was bad. Don’t do that. Just incrementally, week by week, and this is how you do it. When you see anybody in your company, yourself included, doing something really well or excellent, ask yourself, what is their method, what are their processes, and what are the steps they take to deliver that exceptional service. So just today at the Elephant in the Room, I’m bragging on a lady named Victoria. Her and Karina, they teamed up today. Josh, and they were able to call for eight hours, and they were able to reschedule almost 30 dudes. So guys who hadn’t been in for a haircut in the last 30 days, they have built a call script that allows us to reach 30 dudes and reschedule them in one day. Josh, do you know what this means? That’s awesome. That’s copious amounts of money and more happy customers. So I called Karina on the way here. I said, Karina, what are you saying? She says, oh, I’ve kind of wrote down some things for her and Victoria does a good job. And I said, please record the calls. We record every call. I said, download the recorded call. She says, well, I, okay. I said, download them all and give me the script. She says, well, it’s on a piece of paper. Give it to me because this is a system. I’m catching excellence in action and bottling it up. Now I can scale it out. You know what I’m saying? Other people can do it. We’ve nailed it. That’s how you build systems. Not pulling all night or trying to make the entire collection of DJ jams at one time. You’re building these checklists as you need them. As you need them. Step by step, baby. That’s great. I’ve got a notable quotable here. Yeah, hit me. That I’d like to give you. Hit me. Jim Rohn. Yep. Best-selling author, renowned motivational speaker. Says, discipline is the bridge between goals and accomplishment. Well, basically, when you build a system, a business system, it is not an event. It is a process. How many kids do you have? One currently, and one on the way. How old is this child? He’s two and a half. Okay, two and a half. What’s his name? Caleb. Caleb. Okay so Caleb’s two and a half. Yep. Do you have any brothers and sisters? I have a sister. Okay so your sister you guys are the same age? She’s two years older than me. Okay so you guys are about the same age though you’ve kind of gone through seen a lot of life you’ve been doing you know been doing this life thing for a while. Yeah. You know that being a father is not an event. Technically, biologically speaking, to produce a kid it could be an event. That’s an event, sure. But a lot of men parent like it’s an event. You know, they say, we made the child. You hear people talk about it. I’m going to get married. Okay, great. We’re going to have a child. We’re going to have a baby. We’re going to have a baby. Oh, great. And the excitement is what? About the having the baby. Right. That’s the excitement. That’s the day, yeah. But they don’t realize that the process of helping to create a great person is the daily diligence and the commitment to be a father. Yeah. And to lead by example and to teach and impart wisdom and to teach them and to mentor them. And that’s a process. Yeah. And you can’t get mad. I mean, I see a lot of fathers who are mad because they’re terrible toddler, they’re terrible twos. I just don’t like that even nomenclature. But you see people who have a two-year-old and they’re like, man, my kid’s not behaving well. Well, I mean, you’re probably learning as a parent too. And then when they’re 16, 17, I see people who are like, oh, these teenagers. I can tell you, with our five kids, it took my wife and I a little bit. My wife’s really good at this stuff, but I wasn’t very good as a dad at the start. But over time, we’ve become really good parents where people always go man your kids are so well-behaved Wow, you guys are really and that was a process read a lot of books worked on it together Been mentored by a lot of people that’s how building a business is it’s not a one-time Event exactly and if you live in that event mentality you get disappointed a lot So what you have to do to make sure you have that mindset is you have to commit to discipline and discipline is not a fun thing. People don’t like to watch necessarily trainings about discipline, but your goals are here and you’re here. Goals are here, you’re here. The bridge is discipline. Without discipline, it’s not going to happen. This is great because you were talking about how just today you learned something. You’re learning something every day. Every day. And you’re creating new checklists, new refined things every day. Every single day. And it’s not like you stop, like parenting, you don’t stop parenting. Yeah. You continue to do it. You’re continuing to refine your checklist, make things better, and you’re open to learning from your employees. But you’ve been around businesses, and I have too, and around parents who are like, oh, well, I’ve already parented, I’m done. Yeah. Well, your kid’s six. Well, yeah, but I mean, he’s just, that’s how he is. Right. You know, my kids just, they say, he’s aggressive. He just, we can’t do anything with him. He’s aggressive. Well, oh, he’s aggressive. I see a lot of business owners say, well, you don’t understand my industry. You see, I just can’t find good people. You wouldn’t understand what it’s like to find somebody. It’s so hard, you know. But the people who are growing, as you mentioned, have a growth mindset and they view it as a process. Yeah. I got a notable quotable here. Oh, come on now. Best-selling author of the E-Myth book series, Michael Gerber. Second best business book. The second best one. Yeah, I mean Michael, I mean he’s writing some good stuff. Yeah. People, I mean, Michael, we’re excited for you, but I’m gonna tell you what. Not all books can be equal. Right. Because we’re not in… Soviet. We’re not in the former Soviet Union. But if we were, Hello. you, my friend, would have been the author of the best business book. What’s the, uh, what’s the best-selling business book? Well, the best written book. Now, selling, we get into selling. Now the best business book ever written is our book. Start here, the world’s best business book. We say that with all humility and humbleness. Where’s that trophy I bought for myself? But we say all that. But the best selling business book of all time. You see, when you say your book we need to have America’s national anthem play. Well this is what I have available for us right now. I’ve worked with the band who’s here tonight and just because we want to keep them humble, we don’t let them appear on camera because you wouldn’t get the kind of humbleness you’re seeing right now if everyone was on camera. This has been a refined thing I’ve worked on. But here we go. This is in honor of the book that we have created here at Yes. This is Whitney Houston. It’s beautiful. Now, truth has it, rumor has it, I mean, it’s a rumor that’s proving to be true, that Bobby was the stable one. Wow. And Whitney was leading Bobby Brown astray. And I think everyone should know that. So I’m just going to share that and then we’ll move on. This has been the greatest tangent we’ve ever gotten on. Absolutely. Absolutely. Michael Gerber, bestselling author of the E-Myth book series, says, systems permit ordinary people to achieve extraordinary results predictably. I mean, Michael, that was well said. That was very well said. And I will say this, what he’s trying to communicate here is that when you do have a really detailed system, the poor girl who works with us, Abigail, I feel so bad for Abigail. Hopefully, her name shows up in the transcription so she can see how apologetic I am. I’ve asked her to help us organize the grand opening for the elephant in the room. We’re now opening up our third location. So the first time I did it, the grand opening was in my brain, and I had a pretty loose checklist. The second time, I tried to delegate it to my assistant, and she did a very, very good job. But when I said, order the signs for the BOH, she had no idea that stood for the back of the house, because I was an idiot and put jargon in my own thing, thinking that I would be the only one ever seeing my checklist. Now I’ve got all that cleaned up, so now I told Abigail, I said, I want you to go and order signs for the grand opening that say haircuts $1. And she ordered the sign, she went to the vendor. I didn’t have the vendor’s phone number or her name on the list. Nice. But I had the vendors cut the company. So she had to call every signs now in Tulsa to find Janet. Once she found Janet, once she found Janet, she ordered the signs and the signs are supposed to be double sided. You know, the little street, like the signs you see for elections a lot. Yeah. The small signs that go in front of commercial areas and the grassy commercial areas. And basically she printed them and she didn’t print them double-sided. You know why? Because I didn’t put it on the checklist. Right. And so therefore, I didn’t allow a good person to achieve great results. Now, we’ve refined it, we’ve edited it now, so hopefully we open up store number four soon. We’re looking to do that here in maybe four or five months. Hopefully at that point, somebody like Abigail, who’s a nice person, will be able to achieve excellent results as a result of having an excellent checklist. People can’t do what you don’t tell them to do. Oh, wow! Yeah. Wow! That’s Josh Merrill right there. Really? That’s close. Can I hear the knowledge bomb to kind of take us out right there? Is that cool? People can’t do what you don’t tell them to do. Thrive on. JT, do you know what time it is? Um, 410. It’s T-Bo time in Tulsa, Roseland, baby! Tim Tebow is coming to Tulsa, Oklahoma, June 27th and 28th. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two-time Heisman Award winning Tim Tebow come present. And a lot of people have followed Tim Tebow’s football career on the field and off the field. And off the field, the guy’s been just as successful as he has been on the field. Now, the big question is, JT, how does he do it? Well, they’re going to have to come and find out because I don’t know. Well, I’m just saying, Tim Tebow is 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 hundred million dollar net worth Wow. We’ve had a couple presenters that have had a billion dollar net worth in some 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 gonna be here in Tulsa, Russell, 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’s 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 want to get this wrong, because if I get it wrong, someone’s going to say, you screwed that up, buddy. So Michael Levine, this is Michael Levine. He’s going to be coming. You say, who’s Michael Levine? I don’t want to get this wrong. This is the PR consultant of choice for Michael Jackson, for Prince, for Nike, for Charlton Heston, 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 gonna be in the house performing. The lineup will continue to grow each and every day. We’re gonna 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 Thrivetimeshow. 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 27th and 28th. 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. It’s Tulsa, Russell. I’m really trying to rebrand Tulsa as Tulsa, Russell, 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. Who? You. I’m talking to you. You can just 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 gives 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 millionaires 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 T-Boat time right here in Tulsa, Russia. Get those tickets today at Again, that’s Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, California, where I have represented over the last 35 years 58 Academy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars and I’ve worked with a lot of major companies and I think I’ve learned a few things about 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. 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. Oh, 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 traveled 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 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 of you. Yes. We own it, eh, um, not to be played with Because it could get dangerous, see These people I ride with This moment, we own it Thrivetime 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 systems 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. 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 gonna be the best business workshop ever, and we’re gonna give you your money back if you don’t love it. We 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 got to do is go to to request those tickets, and if you can’t afford $250 We have scholarship pricing available to make it affordable for you. I learned at the Academy in Kings Point in New York Octa non verba Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard Kiyosaki, The Rich Dad Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re closed, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric Trump, but we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man and there’s so many ways we could take this thing. But I thought since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who’s my age, and I can say or cannot say? Well, I have to, 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 I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. But not only that, Clay, you know, thank you, but you’ve become an influencer. You know, more than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there too, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much, and thanks for reading my books. Yeah. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, at King’s Point in New York. Acta non verba. Watch what a person does, not what they say. Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I went to a small private liberal arts college and got a degree in business. And I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow. The linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. So having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. 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 business. Planning your time, breaking it all down, making time for the F6 in your life, and just really implementing it and sticking with the program. It’s really lively, they’re pretty friendly, helpful, and very welcoming. I attended a conference a couple months back, and it was really the best business conference I’ve ever attended. At the workshop I learned a lot about time management, really prioritizing what’s the most important. The biggest takeaways are you want to take a step-by-step approach to your business. Whether it’s marketing, 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’ve got to go through the ups and downs of getting it to where you want to go. He actually gives you the road map out. I was stuck, didn’t know what to do and he gave me the road map out step by step. We’ve set up systems in the business that make my life much easier, allow me some time freedom. Here you can ask any question you want, they guarantee it’ll be answered. This conference motivates me and also give me a lot of knowledge and tools. It’s up to you to do it. Everybody can do these things. There’s stuff that everybody knows, but if you don’t do it, nobody else is going to do it for you. I can see the marketing working. It’s just an approach that makes sense. Probably the most notable thing is just the income increase that we’ve had. Everyone’s super fun and super motivating. I’ve been here before, but I’m back again because it 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 Keynote, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys I’m Ryan with Tip Top K9 just want to say a big thank you to Thrive 15, thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. So this is my old van and our old school marketing and this is our old team and by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from 4 to 14 and I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just 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 ThriveCon workshop, you’re missing out on a great opportunity. The atmosphere of 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. I 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 a business using Google reviews and then just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, helping us really rank high The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me, as opposed to me constantly being there for the business. New ways of advertising my business, as well as recruiting new employees. Group interviews, number one. Before, we felt like we were held hostage by our employees. Group interviews has completely eliminated that because you’re able to really find the people that would really be the best fit. 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. It is real critical if I’m going to grow and change. Play really teaches you how to navigate through those things and not only find freedom, but find your purpose in your business and find the purposes for all those other people that directly affect your business as well. Everybody. Everybody. Everyone. Everyone needs to attend the conference because you get an opportunity to see that it’s real. Everyone needs to attend the conference because you get an opportunity to see that it’s real. Everyone needs to attend the conference because you get an opportunity to see that it’s real.


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