Clay Clark | The Boomerang Philosophy – How to Increase Referrals for Your Business + The Bridge To Where You Want To Go | At The End Of The Day It’s All About Relationships + The Counter Intuitive Path to Financial Freedom

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 where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now three, two, one, here we go. We started from the bottom, now we in. Started from the bottom, and that’s what we gotta do. All right, today we are going over networking. We’re going to do a little deep dive here. Yep, and we’re going to focus, first of all, on referrals. Oh, yeah. OK, so we’re talking about the boomerang philosophy. Do you have much experience with the boomerang? I do. I do. Well I don’t. Physical boomerang not very much. That’s what I meant. Physical boomerang. But I’m really into Australian culture. Okay. That’s neat. Here at Thrive, all cultures. Send a referral and you will soon receive a referral. Yeah. Okay I know that we’ve all heard the different sayings you know do unto others as you have them do unto yourself, but you believe that’s more than just a Nice cliche you think that that can specifically be applied to Business and networking and help you thrive Yeah I can just say I know Specifically that when I got out of college or when I got a high school This idea is you’re gonna go out and just storm the earth and just take over Like it’s one big game of capture the flag and you’re just going to be ambitious and you’re going to sell stuff and you’re going to build a company and you’re going to, but you don’t realize that nobody has any desire to do anything every day other than to help themselves. So you really have to go out of your way to help other people before they’re willing to even consider helping you. Well, you know, what’s interesting is a Forbes magazine would agree with you. Oh, hey now. Yeah. The article that came out in March this year in Forbes magazine said, building solid relationships in business is about helping others succeed and moving their efforts forward. This benefits both parties. Relationships are built easily, naturally, and profitably when you focus on helping the other party. Oh yeah. Perfectly encapsulate what you were saying. Yeah, well I’ll just give you an example. Well for Thrive, we have a lot of venture capital partners. And these are guys who have a high net worth. They’re very successful. And at one point, I was just a disc jockey. And I’m trying to get them to know. And saying you’re a disc jockey, if you’re watching this and you’re a DJ, there’s nothing wrong. We share in this. We share in this burden, this cross we bear. But people are like, they assume that you live with your mom. There’s nothing wrong with living with your mom. It’s just they assume that your mom supports you and you might be 25 and you know, you probably work at the carnival if you weren’t a DJ. It’s an upgrade from a clown. It’s a little bit of an upgrade from a clown. You’re a clown. I’m not trying to rip you. There’s an industry there. Okay. So here’s the thing. Is it, you know, so you meet these people at a chamber event and what happened is they’re assuming that you’re not a credible person. So I had to make a decision. What am I going to do to help them. So it starts by just at the chamber asking them, so what are your goals? And when you ask somebody what their goals are when you meet them at a breakfast or a lunch, they’re not ready for that. And then when you say, well, tell me about your company. And again, they’re not ready for it. And then you say, well, let me ask you this. What sort of services do you provide that maybe my company could utilize? And they say, again, they don’t grasp what you’re doing. Because you’re taking an interest in them. And then after the chamber luncheon, you send them a little handwritten note, and you show up at their place of business, and you buy something. Oh, gosh. And so you have very little money, but you’re buying something from them, or you’re offering them a free service, or you’re doing something. And it starts to activate. They start to say, wow, this DJ I met at the chamber, he just did my daughter’s birthday for free. He just sent me a handwritten note. He just came in and bought stuff for me either this guy’s crazy or I Like him right. Oh, and one of the things you said there I’m thinking of specific action steps is you I mean you asking them questions It’s you’re going back to your 70-30 rule almost in a lot of ways You’re making sure that they’re talking a lot you’re showing an interest in them, and then you’re providing a value exactly I mean another Forbes article that I read said, connectors understand the necessity of creating value for others. If you want to be in the middle of the action, you must seek ways to enhance the lives of those surrounding you. The best connectors I know are extremely generous with introductions where they make sense. One of my favorite questions is, what are you most excited about right now? From that answer, I know who I can hook that person up with. And I mean, just like you said, you’ve got those questions that you ask people. What are you doing? Tell me about your business. How can I… You really have five questions that you like to ask if you can. Okay, go. You ask somebody first off, you know, you ask what their name is and they’ll tell you. And then you say, because a lot of times we forget, we just talk to someone, we don’t even ask them their name. Right. And then we say, well, what’s your, what’s your name? And they tell us and you say, well, let me ask you this. Where are you from? And then they’ll tell you where you’re from. What’s great is you might have a connection there. Yeah. And then you say, so let me ask you, you got to tell me about your family, you know, because people love talking about their kids and their wife. And then you ask the next two questions that are kind of big. So what do you do? And they tell you. And then you say, so what’s kind of your goals this year? And by asking these five questions. Name, where you’re from, family, what do you do, what are your goals? Yeah. And then what will happen is you’ll find out that this guy is from Oklahoma State University. He has a family with a couple of kids. He is a banker and his goals are to get as many deposits as possible. And all of a sudden you say, wow, I now know what his goals are. I can bridge that gap. He’s from OSU. I can refer to it. He’s got a great family. I can have a little rapport there. And usually at that point the person you’re talking to will then ask you, well tell me about yourself. But what you have to do, this is the step that no one does, you have to write on the business card when you meet him all this information as quickly as possible So you don’t forget so literally after the chamber event you’re in your car on the dashboard Just writing out and then you get back and you reference that in the letter, right? So you say hey Sean go Cowboys exclamation point. It was a pleasure I’m meeting you and I want to tell you I have we’re gonna send you a little special gift for you and your kids And I look forward to banking with you soon. It’s impossible not to stand out if you do that. Yeah, and if you just consistently follow up, it’s unbelievable. Yeah. Well now tell me Clay, how did you go about connecting with these people or referring these people when you were starting DJ Connections? Well I’ll just show up here on my little board of awesomeness. Okay. What I found out was that you had the chambers, and everybody watching this, unless you’re located on like a different planet or in a country not in America I guess. But if you’re in America you can do this. There’s chambers, there is rotaries, and if you’re watching this and you’re going you know I can’t believe you go to these events just for this purpose. Get off the high horse for a second. But anyway, so you go to the chambers, you go to the rotaries, and then what you do is you say I’m gonna go to every single one of these events. Well there’s a breakfast meeting, there’s a breakfast network they have there. There is an after hours, so it’s an after hours event. They have their monthly breakfasts over here. Then you have, there’s like a whole bunch of fundraisers you can go to, and the thing is that you want to be at these events because who hangs out at the fundraisers at the country club? I mean honestly, who’s at the country club? You know, there are people that have a high net worth. So I would go to these chamber events, these fundraisers, these rotaries, and I would just be there. And nothing is more awkward, by the way, than showing up at a chamber where you’re a 20-year-old man or woman or whatever you are, you don’t know anybody, and then so you just have to go in and just go for it. Now is you. Yes, you’re sitting down at a table with a bunch of successful people, or people who you perceive to be successful, and you don’t know anybody and you have to real quick that’s when it gets real you have to just if you’re watching this you have to go ahead and book that chamber lunch and it’s gonna be $30 that lunch will be $30 but don’t even eat anything just go there and gather cards your goal it should be a game I’m not kidding if I paid 30 bucks I remember going I had like $50 to my name and if I’m buying this breakfast for $30 I’m not leaving till I get a hundred cards yeah I’m gonna get some satisfaction out of this. And sometimes I would get like 25 or 30 cards, but I made it a game. And you just have to book those luncheons. So no matter what city you’re in, there’s Rotaries, there’s Chambers, there’s a thing called the Optimist Club, there’s these country club fundraisers. You can get into a country club when they’re doing a fundraiser. But the idea of what you’re doing here is when you’re going to these events, you’re connecting with people and you’re immediately thinking, how can I add value to them? By referring somebody to them. And I’m not exaggerating. I have a thing I call the phone list. It was a document about this thick, where I had everyone’s first name, then I had their occupation, then I had what problem I could solve for them, and I had how many kids they have, and what school they went to. And I had like five pages of it. And every month I would go through it, and I would say, okay, I’m going to send him something, her something, him something. And I just did that. I mean, it got to the point where I’m not exaggerating, I was probably delivering maybe a thousand donuts a month. And I had my team delivering donuts to the offices of all these people. And that’s how I went from being an unknown to a known. And that’s what you can do. Just go get crazy on the donut route. I’m telling you, everybody loves fresh donuts in the morning. Okay, so practically, as we’re talking about referrals here, how do you do that now? Are you still thinking of ways to connect different people and send people referrals? Here’s the real talk, it’s probably not really a… It makes me seem like a jerk, but it’s okay. Today I’m doing reverse networking, where I try to go to events and not meet anyone because I can’t possibly do all the business deals that are out there. I get more calls every day than what I can ever deal with. So just this week I had one lady who was like, hey, could you help me get a business loan? And another person says, I’d love to hire you for this. And another person says, I’d love to hire you for that. So I’ve probably had 10 consulting clients reach out to me today or this week and four speaking events. So now I reverse network. So now if I go to those events, I’m like, hi. And I almost do all those tips. I’m telling you in reverse. I’m Clay. I have a family. I do this. You want to buy some stuff No, I’m just kidding, but I really try to like not even connect with people I really don’t opposite I do because I just don’t network anymore. I’m out of time So that’s why we’re making thrive so we can be here teaching you right these principles but I’m telling you get a snowball going good and There was some of you might be on why would you reverse network because all the businesses? I have are pretty much at capacity. Yeah, just When you were at DJ Connections, did you consciously think of ways to refer business to other people you met? Oh yeah. And how did you practically do that? Okay, well here’s an example. I’m just giving you examples of people I met, okay? Sean Copeland is an investor in Thrive, and so I’ll put him up here, because he’s just, he’s a dynamo, man. I love this guy. He’s fun. So Sean Copeland’s over here. There’s a lady named Jennifer with Fascianos, okay? And then there was a lady over here with Party Pro. It’s a party rental company. Okay. And I remember going, well gosh, I heard that he owned, that he was a banker. He didn’t own a bank at the time, but he’s a banker. Yeah. And I know like this person’s looking for a bank or maybe this person is. So I thought, well, you know what, I remember meeting somebody who was getting married and I referred her over to Fashionov’s. So then I picked up the phone and I called her and I said, hey, I met this bride-to-be at this Bixby Blues Festival and she’s getting married. I just wanted you to know here’s her phone number, she’s getting married. So now both these guys, this guy is going, gosh, Clay Clark, you have to think about this. When you call somebody, are they thinking, oh crap, here comes somebody needing something? Or when you call, do they go, oh man, this guy, every time he calls me, he gives me something. What am I gonna get this time? If you get people to say, what am I gonna get this time every time you call, it’s awesome. That’s huge. So you start calling, and he’s like, Clay Clark, what’s going on, buddy? And I’m realizing, I’m getting called buddy by the bank boss. I call her, hey, I just sent you a referral. She’s like, oh my gosh, thank you so much. Party Pro, sent them a referral too, same deal. What happens is, I keep calling, hey, is this Stephanie? Yeah, hey, this is Clay Clark, I have another referral for you. And you specifically call them so they know this is coming from you? I tell them, I’m open about it, man. I have not, because I asked not, maybe. But I tell them about it. And what happens is, they start to feel like, I probably need to reciprocate at some point. So then she says, we have an open house where you guys could set up your system there. We have brides who come in every Saturday to plan their weddings. Would you like to set up a booth there and maybe connect? And I’m not kidding. It’s like fish in a barrel. I’m just sitting there talking to 10 or 15 brides on a Saturday, which is more than I typically talk to in a month, because they’re in there looking for gowns and dresses. Awesome. That is huge. And so this is how you do it. But you know what? I didn’t know him. I didn’t know her. I didn’t know her. And the thing is, if you’re watching this right now, and you’re sitting at home, and you’re waiting for your phone to ring, this is the phone. You have the old school phone for some reason. And you’re just waiting for your little phone to ring. It’s not going to happen. You’ve got to get outside of your four walls, and you’re going to have to meet people and find a problem that they have that you can solve. You have to help them get closer to their goals. If you can do that, people will love you forever. Well, Clay, as entrepreneurs watching, I might be speaking what they’re thinking right now. They are very busy. They don’t have time to be thinking of how they can just help all these other random people. I mean, day by day, they’ve got to make their business operate. Real talk. It’s 5 o’clock somewhere. Here’s the deal. You’re gonna have to wake up at five a.m. if you’re an entrepreneur. It’s your short night, or you’re gonna have to stay up all night. Find a way. Dr. Zellner likes to pull all-nighters. I like to get up early. The point is you’re gonna have to work probably a 12-hour day. This is worth it, though. This is worth my time. Yeah, get up every day, write down a list of five people that you can bless, that you can solve a problem for every single day. And when you do that, I’m telling you, your future, your luck will change. That, I mean, that’s your action step. You write down five people you can help every day. And it’s worth, you’re saying it’s worth our time. And I actually have done it, and I actually did it for years. The reason I don’t do it now is because I’m just sort of out of time. So now what I do is I write down five people on my list who actually maybe work for me or are partners, and I want to call them and tell them I appreciate them. And you know, same thing, I’m networking with my own team now. Do you have any other action steps besides writing those down as far as practically thinking of ways to do it? Yes. Get to five events. Get to five events a month. Don’t go to less than five. Why do I say five all the time? Because I’m trying to give you doable numbers that you can do. I mean, you can go to five luncheons, five chamber events. You need to book it, get it on the calendar, schedule that beast, put it on your calendar. Nothing happens if you don’t yeah put it on the calendar commit to be in there go there meet people build rapport find their needs help them solve their problems and you’re saying that this will come back to us like a boomerang it will come every time it’s beautiful I’m telling you it’s absolutely a life because most people they don’t understand you that your network is your net worth. So if you have a small network, you have a small net worth, therefore, eh, eh, boo. So action items for you. Go to five events. We don’t care if it’s breakfast or the after hours or whatever. Get out of your comfort zone. Five events where there’s people who you would actually want to network with. Okay. You’ve got to do that research ahead of time. Yeah. Make sure you want to get to know these people. If you’re in the clown business, do they have clown… I’m gonna… Yeah, well you want to go to a place where patrons of the circus would be. Get what you want to go to a place where patrons of the circus would be. Good. Okay, so find those, do the research, get a ridiculous amount of business cards. A ton of them. A ton of business cards. Yeah. Write right on those business cards something about that person, your conversation with that person. Send them the follow-up letter and everything. Yep. And then make sure that you find a way to add value to their life. Absolutely, it works every time. I’m telling you, it’s awesome. Thank you, Clay. Boom. Appreciate it. Rachel Fawcett. How are you, my friend? Hi, Clay, how are you? I am doing great. I am pumped up. I’m here at this wood table of glory. Inside this beautiful forest campground slash farm that you call your home. I just love it. And we’re here to talk today about the bridge to where you want to go. At the end of the day, it’s all about relationships. And so as we’re talking about this relationships thing here, I want to just give the Thrivers a little bit of an idea about some of the relationships that you have in the industry. Because you started with nothing, but now you have a lot of relationships. Let me just review and make sure I’m not getting any of these wrong here. You have a relationship with Martha Stewart Living. You have a relationship with Better Home and Gardens. You have a relationship with HGTV. You’ve done some work with Target, McDonald’s, Disney, Pottery Barn. How did you begin to build these relationships? Talk to me about this. How did you begin to build these relationships, starting from zero to where you are today? Building our platform from the ground up, and then actually the brand started reaching out to us. Because of analytics tools and things like that, they’re reaching out to us. And then by simply identifying who was reaching out to us and then in the room, in the deal kind of things from one of the other talks that we talked about and sending those thank yous and just how you would go about any relationship, you know, meeting your child’s friend at school’s mother, just a sincere concern and interest, a sincere interest in other people’s lives, specifically in, you know, some of the brands that we’re working with and just building those and like, show, you know, prove them to who we are, telling them who we are, and then, you know, just fostering those relationships. I feel like you treat business relationships like friendships and like friendships, like, I mean, there’s no difference. And I don’t think you say, well, that’s a business partnership or that’s a friend. I feel like you merge them and they’re all your friends. I 100% do that. I really, really love what I do. And, you know, our friends often have like-minded things that they’re into. Like your best friend is probably into something you’re into, like, in similar interests. And so I’m really into, you know, publishing and working moms and all of those things. So I have a lot of common interests with the people, the brands and the people that I’m working with behind the brands. And so. For somebody who’s watching this, who maybe is saying, I don’t know that I’m I I believe that I try to be professional. You know, I’m trying to be Professional I’m gonna be so professional that I kind of hide my personality and my relationships behind my professionalism And it’s not working. What would you say to that person? Who’s just like super professional, but they never build a relationship These are real people. I mean, they go home to their apartment or to their home just like I do. And so I feel like I really, I kind of like to connect with them. I have a true, like I have a true interest. I love people. I love people. And I really want to know, I just have this like sort of like journalist inside me that just wants to know about you. And I’m truly interested in, I mean, because everybody’s so unique, so there is always some like cool thing that they’re into. And so I’m typically very interested in knowing that because everybody has like a unique spin because we’re all individuals. So that’s fascinating to me. So that comes easy to me. And so. If I’m watching this though, and I’ve never really gone beyond professional, you know, to build relationships, would you recommend that kind of my action item would be what to just take a sincere interest in the people I’m meeting or what would you say is kind of like do this? What do you think I should be doing? Well find some interest like I often will you know find out where they’re from. I really wanted I’ve traveled a lot and I traveled a lot as a kid and I’ve visited I mean like obscure places all over the world from like Port Pirie, Australia which is like in the middle of the bush, and to, you know, St. Joe, Michigan. I mean, I’ve been to like every, you know, like that Johnny Cash song, I’ve been everywhere, man. I mean, I have been to a lot of places. And so, and even as a small child, I was very interested in, you know, where kids went to high school there, went to elementary school even, like, I knew kids from all over the country and knew kind of what was going on because I traveled so much. So I can typically find a connection, and you can too, even if you didn’t travel a ton like I did, but probably thinking about a commonality. I mean, if it’s a female, well, there’s an easy one right there. If they like basketball, if they’re into sports. I did make one mistake once, it’s really funny. I was like, so what was your sport? like I don’t know what like I don’t know why I said that like I like looked at this guy and I was like I mean, she’s kind of like a big guy and like me like looked athletic and I was like so man What was your sport? And he was like, he was like really sort of like a fence Like what do you like? What do you even like? He’s like I never played sport like whatever It’s like the only guy like I just like went and like kind of took a chance with this guy might like I don’t even know what that even was. I don’t use that line. What’s your sport, Clay? Like, what? Like, I don’t even know what that is. But the thing is, you try intentionally to build relationships, and so you have over time. And I think that if you’re watching this, I knew I grew up with the mentality that to get ahead, you had to lose. Like, somebody had to lose, somebody had to win. Every relationship, every business deal was like, I won the deal, you lost the deal. You know, negotiation, that spirit of just beating everybody. But over time, I got a chance to read that book, How to Win Friends and Influence People by Dale Carnegie. And I learned the idea that if you help people get what they want, you can ultimately get what you want. And it’s trying to create win-wins and take an interest in other people. And without getting into all the details, I just want to tell you, if you get a chance to do a Google search of Handmade Charlotte and just check out what it is all about and all the partners and all the businesses you work with, there’s no mistake. It’s not by accident that you’ve worked with Canon and HP and Procter & Gamble, all these massive companies. It’s one relationship, another relationship, and they all tie together. It’s just awesome. So I appreciate you taking the time out from your busy schedule to tell us a little bit about how to build these relationships. Thank you so much, Clay. Thank you, friend. All right, drivers. Today, we’re talking about the counterintuitive path to financial freedom. The goal of this training is to teach you the three mindset that you must embrace if you wish to achieve financial freedom. Clay, what are we talking about? Well, what we are talking about is that a lot of us want financial freedom. I would argue that everybody wants financial freedom, and the only reason that we even have a job for half the population is because we need to pay the bills and to be able to afford the things we want and need. There’s another half of the population that has somehow found a way to get paid to do what you love to do. I’m sort of in that lucky group that I really enjoy what I do, and I get paid to do it, and that’s a great place to be, but usually most people don’t find themselves at the actual apex or the peak of what they’re passionate about and their profit centers join. Most people don’t get paid to play their favorite sport. But for those of us who have a job, we’re working, so we might as well achieve some financial freedom while we’re working because we’re already taking time away from our families, taking time away from our hobbies to work. So you might as well focus on how to financially get ahead so that we can spend our time doing the more things that we want to do and less time working. Alright, let’s talk about the first mindset. Let’s deep dive into this. Mindset number one, you get paid for results, not for the hours invested. There’s a quote, a notable quotable I want to read to you from the author of this book called Scale, a phenomenal book. This is the notable quotable. He says, the world doesn’t pay you for the hours you put in, it pays you for the value you create. And I see this with entrepreneurs all the time. They say, man, I’m working all the time. I’m working like 80 hours a week. I’m like, I am grinding. Well, if you’re not grinding on something that’s going to help your family to earn more money by generating more value for the customer, it’s kind of a futile attempt at just working. So I’ll give you an example very specifically. Years ago, I got hired to come in to work with a doctor. And this doctor I was working with, a neat, neat guy, but he worked all the time. And I looked at it, and I always do this with companies, but I went in and I was like, what results do you have to achieve in order to make money? He says, what do you mean? I said, I mean, how do you get paid? What are your income producing activities? And he says, my income producing activities are seeing patients. When I see a patient, I get paid. I’m like, okay. And what things are you doing, spending your time doing? And he says, well, I do a lot of paperwork, do a lot of paperwork, a lot of paperwork. So I said, would it be logical to pay somebody $10 an hour to follow you around and take notes so that they would type up what you’re recommending for the patient? They would type up what the patient is saying to you. So you can be fully in the moment and yet the patient gets the high quality of care and you don’t have to have four hours of paperwork to do at the end of every day. Because he was going home and literally doing paperwork for like four or five hours after seeing patients all day. And so he brought in this person for $10 an hour and found that he could see almost two times as many patients and have no homework. And so that’s what I’m talking about. You have to think about what are the income-producing activities that I get paid the most for and what are the things that are low-level. And the things that are low-level, you want to try to see if you can delegate that out to somebody else or find a way to spend more time working into the things that pay you the most. I’m going to read you another notable quotable that to me really stands out, okay? It says, the difference between great people and everyone else is that great people create their lives actively while everyone else is created by their lives, passively waiting to see where life takes them next. Stay tuned. Here we go. The difference between the two is living fully and just existing. That’s from Michael Gerber, the guy who wrote the E-Myth Revisited. Michael Gerber. What we’re talking about is his observation he had is that people who are truly great or who are having big success, they look at their lives right now. Yeah. And they look at it versus where they want to be, and they’re actively whacking away at like almost like a machete, very aggressively. If you’re in like a jungle tour and you got the tour guide, he’s taking the machete, he’s knocking away big old leaves and stuff to make room for you to walk through. You’re just knocking away, going, I’m tired of this, not going to do that. And they’ll do it short term, but they’re actively pushing away and attacking and chopping away at the things that are eating their time. And so for my life with the DJ business, I used to literally load in every single disc jockey. I would load them in. I would fix all of the equipment. I would meet with every single bride. I would make the playlists for every single wedding and do all the sales calls. And then I had guys running around working for me who DJed. And I thought, man, I’ve got to hire somebody just to take that paperwork load off me. So I paid a guy, and that allowed me to do more sales. And then I hired a guy to do the maintenance of equipment, and that allowed me to do more sales. Then I hired a guy, and I just kept doing that. At what point in your career did you realize that it wasn’t when you were burning out or when you wanted to scale your business to a better place financially? Well, income-wise, if you don’t have systems, you won’t be able to grow. And so what happens is you get to a point where you’re going, I can’t possibly DJ more. I was literally DJing like six to seven days a week. I couldn’t DJ anymore. I couldn’t provide any more entertainment services. Personally, I was already booked out. So I’m going, well, is my income capped? Am I forever stuck? Or am I going to have to find a different solution? And I find that most people have no desire to scale their business or their income until they need to, which is kind of sad. So don’t wait until the breakdown. So if you’re in like a mechanic shop right now, let’s make it the best mechanic shop in the world. And let’s think about how can you begin delegating to, because you don’t get paid for the hours you work, you do get paid for the value you add to the marketplace. And you’re giving some valuable action steps of what traction people can start doing in order to produce income in their business. There’s a thing we can put up on the screen. It’s called the Pareto Principle. P-A-R-E-T-O, I believe. And it’s the 80-20 deal. So you want to spend 80% of your time doing the 20% of the things that make you the most money or generate the most revenue. You want to spend 80% of your time doing those 20% of activities that can help you make the most. So as far as an action item for everybody, think about your life right now. Go ahead and jot down all the things you’re going to do today as it relates to work. Jot down all the things you did yesterday and jot down all the things you’re going to do tomorrow. Circle the things that only you can do. Yeah. Now those are the items you have to keep doing. But the items that are not circled, those are ones maybe you could… Now look at those ones you circled and say, you know, can I train someone to do this? And if the answer is yes, then that’s what you need to focus on right now is training someone else to do that. And pretty soon you can begin to scale your business. And that’s how it works. That’s basically the system. Mindset number two. We’re talking about the counterintuitive path to financial freedom. And this mindset is called as Clay, they aren’t making any more of you. Yeah, I’m gonna read this notable quotable to you again from the book Scale. He says, putting in lots of extra hours may indeed spark a short spurt of growth. But eventually this caps out because you can’t simply work any harder, nor can you personally produce any more. If your business depends on you, you don’t own a business, you have a job. It’s the worst job in the world because you’re working for a lunatic. I’m going to read these two notable quotables to you one more time. Okay, so one is putting in lots of extra hours may indeed spark a short spurt of growth, but eventually this caps out because you simply can’t work any harder, nor can you personally produce anymore. That’s from Scale. Okay, that’s from the book Scale. Awesome book. Everyone should buy that book. It’s so good. So good. And the second one is if your business depends on you, you don’t own a business, you have a job, and it’s the worst job in the world because you’re working for a lunatic. That’s Michael Gerber. Break it down for us, Clay. These are deep. Well, what I’m saying is really what you have to do is you have to realize it’s admirable you’re putting in extra hours, and for a time you need to do that. When you’re starting a business and it’s just you, you have to do all the work. But eventually, you’ve got to understand you can’t make any more of you. You cannot work any more hours. You just can’t. And so the example I give you is I think about a contractor I worked with years ago. And the contractor was absolutely phenomenal at doing building, like just build anything. And so people were like, hey, could you build a door for me? Could you build windows for me? Could you help me fix my roof? Could you help me? Could I hire you to remodel my kitchen? Could you remodel my deck? And he’s growing his business. And I talked to the guy, I’ve known the guy for a long time, and I said, hey, eventually you’re going to need to hire somebody. And he’s like, no, it’s so much more profitable if it’s just me. So he’s growing, he’s growing, and literally he’s had like probably 15 jobs now going. And they’re all like, hey, can we hire you to fix our attic? We want to add an addition onto our house. Can we hire you? And he’s got a waiting list now. And I’m not exaggerating. He was over $1 million of revenue coming in for the year. His profits were about $100,000. He’s making $100,000 a year doing what he loves. And again, I’m like, dude, you really, really need to at some point hire other people to do the job. He says, no, I’m making over $100,000 a year, I love what I do, and I’m not exaggerating. He got sick and went to the hospital. And he couldn’t work for about four weeks. And three of the accounts, I think it was three or two, sued him and said, you know, we don’t really care what your problem is, you didn’t deliver, and we have family coming in from town, or we have this that needs to be done or our business needs to have this done and they all sued him. So he had multiple people, I think it was two or three that sued him. But not only that, he couldn’t make any income. So he lost everything. So here he was as a guy, mid 40s, actually late 40s, lost everything. So he comes back and I talked to him a couple of years later and he says, hey, that whole bankruptcy deal wasn’t fun. I need to figure out a way to do it again but not have this problem. Could you help me kind of build these systems, you know, this time around?” And we worked with him and he did very well. And it’s just the thing of like, you have to build systems. I think of a missionary I knew years ago, and he started a home building company. He’s a missionary. And his old goal was, I’m going to make money as a home builder and I’ll donate all of the money to the mission so that way I don’t need donations. He wanted to be able to be self-supporting as a missionary. And same scenario, except in reverse. He says, I am going to build the system so I can spend all my time doing ministry and the company will work without me. So I’m going to build all these systems and checklists so I can spend all my time doing ministry and zero of my time building. And he was probably working 20-30 hours a week building and probably 20-30 hours a week in the ministry. And over time he just kept building checklists and systems and documentations and processes. And the last time I saw him, his ministry was in Brazil doing very, very well. And all I can say is that he was working, he said, about five hours a week total on his business. Amazing. And the rest of the time he was spending working in the ministry. But the business was earning the money needed to fund the ministry. So you’ve got to view it as your business is just, it’s a machine that funds your life. That’s all it is. So did he build the checklist before he launched the business, or did he realize halfway through his ministry that he needed a checklist? How do you go about it, discerning the first guy that went to the hospital versus the other guy that did it successfully? How do you do that? Well, the second guy was able to build his business in a way where he was delivering results but he knew enough to reach out. So he reached out to me and he’s like, hey, I feel like every time I meet with a customer, they ask me the same questions. I’m like, yeah, you should make a checklist for your sales presentation and then teach someone else to do it. So the first thing we did, we taught someone else to sell. So then when the phone would ring, he no longer had to answer it because there was a script. And then when the person went to the appointment, he no longer had to give the presentation because someone else could do it. There was a script, there was a checklist, there was a sales book. Then the next step was he needed to hire someone who could manage all of the contractors. Then the next step was he needed to, he just kept taking away different steps and trying to delegate each separate step. So they’re focusing on achieving financial freedom. That’s the goal, to have the time freedom with the financial freedom. So if you guys have any questions, don’t hesitate to email us at info at thrive15.com. We’re here to serve you and see you succeed. Mindset number three. Passive profits are the end of path. Deep dive into this, Clay. Well, what it is, is the passive profits are going to be the end of the path because, think about this, they’re the end of the path. What does that mean? The end of the road. The goal is to make a business that makes money without you having to work all the time. That’s the whole goal. That’s a dream, huh? So many of us, though, our goal is, I just want to be self-employed. I’m going to be self-employed. I’m going to run my own business, and I’m going to have my own trucks with my face on it and my own business card. No one can tell me what to do.” A lot of us are a little bit angry when we start a business because we’re frustrated at our job or we’re frustrated with the company or we’re frustrated with the culture. We want to build our own business and so we get sucked into that mindset of that is our goal. I’ve shared this in other examples, but I’m going to give you an example of what is maybe the story that I hear a lot that you probably shouldn’t be doing, but this is what I hear. Okay, okay. Imagine you went on a trip with your kids to Disney World, and you go there and you had to rent a car while you’re there. So it was going to be about $1,200 to take the family to Disney World, $1,200. And you get to the rental car and the guy says, hey, I can put you in a Maserati to drive today if you want to. And you’re like, well, I think I’ll just get the minivan for $60 a day. And he goes, for $1,200 a day, you can get the Maserati. You kind of look around and you’re like, well, okay. So you rent the Maserati for $1,200 a day. Now you don’t have enough money to take the family to Disney World. You now have to stay in the car. So the kids are like, Dad, when are we going to get to see Mickey Mouse? When are we going to get to go hang out and do the whole Mickey Mouse thing? And you’re like, well, here’s the deal. I spent all the money on renting the Maserati for one day. For one day. But it’s so nice. And they go, can we get out of the car? No, no, no, no. We’re out of gas. I know we’re in kind of a rough part of town, but we have to stay in the car. And we’re in the Maserati. And for maybe about two seconds that would go over well, but the rest of it wouldn’t. And a lot of times when you own a business, what happens is we are so focused on building the business, we forget to build our life. So the business is like a rental car. It’s just a vehicle to get you to Disney World, aka your life. So you don’t want to be stuck in the rental car. So build a business that’s not dependent upon you at every aspect of it, and you will win. And that’s why we have the Thrive 15 workshops. People can come here and we help break down their complicated systems into checklists that are very duplicable. And there’s a notable quote I want to add to the screen. I’m paraphrasing right now because I don’t have it in front of me. But Warren Buffett says, you want to build a system so good that someday an idiot could run the business. Because someday an idiot will run the business. Okay, so you want to make sure that you build a system that is very duplicable, that people can easily duplicate. Don’t build a system that’s super complex because really it’s hard to find very complex people who could execute those systems. There you go, there you go. I got a notable quotable here I want to read by Jeff, but Jeff Hoffman also wrote the book Scale. He says this, remember, the finish line is not just to be profitable. The real finish line is to build a truly scalable business that creates massive in the marketplace without needing you to be there all day running. It’s what you said, you know, you said it in a summary. Yeah, again, think about this, Fibers, think about this. Remember, the finish line is not just to be profitable. Think about that. The real finish line is to build a truly scalable business that creates massive, massive, massive, huge, huge value in the marketplace without needing you to be there to run it every day. I mean, without needing you to be there every day to run it. That’s huge. Now, I’m going to read you one more notable quote because it’s massive. I believe great people, remember this, if you will just latch onto this and embody this and take action on this, I’m telling you, it can change your life. Great people have a clear vision of their lives that they practice. Great people have a vision of their lives that they practice emulating each and every day. They go to work on their lives, not just in their lives. Their lives are spent living out the vision they have of their future in the present. They compare what they’ve done with what they intended to do. And where there’s a disparity between the two, they don’t wait long, very long, to make up the difference. What we’re saying, this is Michael Gerber from the E-Myth. What we’re saying is you’ve got to look at where you’re at right now in your life versus where you want to go and start to take different action items to get there. You’ve got to ask yourself right now, what do I need to do? What parts of my business are eating up all of my time? How can I delegate that? You have to ask yourself that. If you don’t, you will get stuck. There we go. As we’re closing and recapping what we’re talking about here, the counterintuitive path to financial freedom, number one, we talked about you get paid for results, not the hours you invested. The second mindset we talked about is that they’re not making another one of you. So think smart, think scalable, duplicatable. And then finally, the passive profits are the end of the path. We’re always available here for you for any questions, emails at info at thrive15.com. Remember, all of your workshops are included in your membership. We’d love to see you here. Check it out. Take advantage of it because we have built this incredible business, this platform to see you succeed. So check it out. We’re here to serve you. Have a great day. Boom! JT, do you know what time it is? 410. It’s TiVo time in Tulsa, Roseland, baby! Tim TiVo is coming to Tulsa, Oklahoma, June 27th and 28th. We’ve been doing business conferences here since 2005. I’ve been hosting business conferences since 2005. What year were you born? 1995. Dude, I’ve been hosting business conferences since you were 10 years old, but I’ve never had the two-time Heisman Award winning Tim Tebow come present. And a lot of people 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, Tip Teeva 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 $100 million net worth. Wow. Who’ll be presenting. Now, we’ve had a couple of presenters that have had a billion dollar net worth in some real estate sort of things. But this is the first time we’ve had a guy who’s built a service business, and he’s built over $100 million 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’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 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 Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. And some people might be saying, well, how do I do it? What do I do? How does it work? You just go to Thrivetimeshow.com. Let’s go there now. We’re feeling the flow. We’re going to Thrivetimeshow.com. Again, you just go to Thrivetimeshow.com. 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 a 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’m super grateful I came to a business conference. That’s actually how I met you, met Peter Tong, and 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 thrivetimeshow.com. 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, Russia, Oklahoma. I suppose it’s Tulsa, Russia. I’m really trying to rebrand Tulsa as Tulsa, Russia, sort of like the Jerusalem of America. But if you type in Thrivetimeshow in 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 thrivetimeshow.com. 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 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 Thrivetimeshow.com. Again, that’s Thrivetimeshow.com. Hello, I’m Michael Levine, and I’m talking to you right now from the center of Hollywood, over the last 35 years, 58 Academy Award winners, 34 Grammy Award winners, 43 New York Times bestsellers. I’ve represented a lot of major stars and I’ve worked with a lot of major companies and I think I’ve learned a few things about 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 on. 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 EOFire.com 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 out shows day after day, and now he is the legendary host of the EO Fire podcast, and he’s traveled all the way from Pluto, Rico, to Tulsa, Oklahoma to attend the in-person June 27th and 28th primetime 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 primetime show business 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 thrivetimeshow.com. James, what website is that? ThriveTimeshow.com. James, one more time for the boys. ThriveTimeshow.com. Even if I got three strikes, I’ma go for it. This moment, we own it. I’m not to be played with because it could get dangerous. See, these people I ride with, this moment, we own it. Thrive Time Show two-day interactive business workshops are the world’s highest rated 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 small business loans? 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 edific chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same 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 loan it. We’ve built this facility for you, and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person, two-day, interactive, Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money, so if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you’ve got to do is go to ThriftTimeShow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Good morning, good morning, good morning. Harvard 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 of our 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 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 is 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 Thorn, who was my boss at the time. I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. 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 want to take a moment to tell you thank you so much for allowing me to achieve success. And I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. 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 to our 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 changing a 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 wimpy. 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. Like we have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Once I saw what they were doing, I knew I had to get here at the conference. This is probably the best conference or seminar I’ve ever been to in over 30 years of business. You’re not bored. You’re awake and alive the whole time. It’s not pushy. They don’t try to sell you a bunch of things. I was looking to learn how to just get control of my life, my schedule, and just get control of the business. Planning your time, breaking it all down, making time for the F6 in your life, and just really implementing it and sticking with the program. It’s really lively, they’re pretty friendly, helpful, and very welcoming. I attended a conference a couple months back and it was really the best business conference I’ve ever attended. In the workshop I learned a lot about time management, really prioritizing what’s the most important. 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 give me a lot of knowledge and tools. It’s up to you to do it. Everybody can do these things. They’re 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 motivates 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 wanna give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just wanna say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. This is our old house. Right, this is where we used to live a few years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing. And this is our old team. And by team, I mean it’s me and another guy. This is our new van with our new marketing and this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just wanna thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. If you decide to not attend the ThriveCon workshop, you’re missing out on a great opportunity. The Atmosphere plays offense 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 a business using Google reviews and then just how to optimize our name through our website also. Helpful with a lot of marketing, search engine optimization, helping us really rank high in Google. The biggest thing I needed to learn was how to build my foundation, how to systemize everything and optimize everything, build my SEO. How to become more organized, more efficient. How to make sure the business is really there to serve me as opposed to me constantly being there for the business. New ways of advertising my business, as well as recruiting new employees. Group interviews, number one. Before, we felt like we were held hostage by our employees. Group interviews completely eliminates 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’s 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 needs to attend the conference because you get an opportunity to see that it’s real.