Business Coach, Clay Clark, has the great entrepreneur Marshall Morris on the show. You will discover new ideas about how and why Bill Gates had a no quit, no pity attitude, and how Clay turned his bitterness into betterness.
Bill Gate Story Of Success From The Business Coach : Podcast Transcript
Announcer: And now, broadcasting from the center of the universe and the Thrive15.com world headquarters. Let’s get started. Presenting the world’s only business school without the BS, with optometrist and entrepreneur Dr. Robert Zoellner and the former Small Business Administration Entrepreneur of the Year in your ear, Clay Clark. It’s The Thrive Time Show on Talk Radio 1170. Three, two, one, Boom.
Clay Clark: All right Thrive Nation, welcome back to your inspiration station in your audio dojo of mojo, the show that you go to to learn how to start and grow a business. It’s really a business school without the BS. Yes, my name is Clay Clark. I’m the former SBA Entrepreneur of the Year in your ear. Today, well typically on the show we have myself and Dr. Zoellner. Basically, it’s like an intelligence, like a graph almost. We start with me, I’m at the bottom, then you have Dr. Zoellner and moves up another level.
Then, we try to bring on a guest who’s even smarter than the both of us. That’s kind of the idea. Today, I’m feeling very bromantic. You know why I’m feeling very bromantic today? Because we’re bringing in the hosts of the Daily Hustle Show to kind of co-host the show with us today. What’s the Daily Hustle Show? I’m going to let Mr. Dan McKenna explain this to you in just a minute.
Mr. Dan McKenna, welcome to the show sir.
Dan McKenna: Hey, thank you sir. We’re trying to make up for the lack of the intelligence side with the Hustle part. That’s what we’re here doing, yes.
Clay: Nice, nice. Now, I’m going to brag on you real quick here. For those of you who don’t know who Dan McKenna is, Dan McKenna, he and I, we co-founded a photography company together which is now one of the largest wedding photography companies on the planet called Epic Photos. You check that out online. He’s the crazy guy, he’s the co-founder of Thrive15.com which means that he was crazy enough to be there at the beginning and still crazy enough to be there now.
It’s a crazy deal. Dan, can you kind of explain to the entrepreneurs out there, how did you and I first connect? What was our first connection point there?
Dan: Our first connection, me and my buddy had a t-shirt machine in my garage, and it’d be 100 degrees in there. Then we’d be out there just making t-shirts during college.
Clay: I remember that.
Dan: I believe we made you some sweatshirts for your DJ business.
Clay: Yes. It was hot. I remember that.
Dan: It was the first time, the first time we ever met. Then after that, after school — I got out of school. I was coaching basketball looking for a job in between coaching. DJing was a thing my friends were doing. They’re saying, “Hey. This is fun. I’m making some money.” I was like, “All right, whatever. I’ll do this until next season.” I’ve been here since.
Clay: Now here’s the thing guys, we’re talking today about Bill Gates and his billion dollar and his path to billions. We’re talking today about Bill Gates and his path to billions. Well, how does that apply to you? What does that matter? Well, one is it’s interesting to know how he became a billionaire, but also it’s really interesting when you think about the principles that he used to become successful and how you can apply those principles to your own life.
Dan’s going to be [unintelligible 00:02:57] today because Dan knows what it’s like to start a business and he knows about the psychological nudity that occurs on a daily basis when you see an entrepreneur just flailing away, trying to make a profitable business. He knows the story behind the story there. Then, we have a very tall guy on the show. We wanted to bring out somebody who’s six foot eight of great.
We wanted to bring on a guy who really is this close — we wanted to bring a guy who’s just the tallest human we could possibly fit inside the box that rocks. We’ve expanded the ceiling to accommodate his cranium. It’s huge. It’s unbelievable. Business Coach, Mr. Marshall Morris, how are you sir?
Marshall Morris: I’m doing awesome.
Clay: Now, can you explain to the people out there listening what exactly you do at Thrive15.com?
Marshall: Yes, so we do a couple of things. One is making sure that the show gets up to the air, okay? We are constantly improving the show and we’re providing awesome audio quality with our production crew. We got Sam today, the bam.
Clay: Sam, the man in the back [crosstalk], he’s back there.
Marshall: We got Mike. We got Mike over here. We got Mike, there he is behind the-
Clay: Microphone check, there he is.
Marshall: There he is. Then additionally, we do one-on-one coaching. I serve as a business coach for a number of different clients around the country.
Clay: You just work with some of the people who came in from out-of-town. They came in from Boca Raton, Florida there, and you work with them at an in-person business workshop. We’ll talk a little bit more about that later. Let’s go ahead and get right into it here. Bill Gates and his billion dollar timeline of success, and really, how you can turn your dreams into reality.
1955, Bill Gates was born on October 28, 1955. Now, his father was a lawyer, okay? He’s a very, very successful lawyer. His mom served on the board of directors for the first interstate bank system in the United Way. Now, Bill Gates has this notable quotable that he starts of with — it’s kind of aggressive. If you read it, don’t get super mad at Bill because you got to kind of unpack it with me here. He says, “Life is not fair. Get used to it. If you are born poor, it’s not your mistake. But if you die poor, it’s your mistake.” See? That’s not very nice Dan.
Dan: That’s not what they teach in college.
Clay: I want to ask you, when you first hear this quote, what’s going through your crane? What do you think about that quote?
Dan: I mean, I love this quote. You hear all kinds of stories about people, where they started, maybe it’s an athlete, grew up in the projects, didn’t have any other option but to get out by playing basketball, or maybe some entrepreneur who started from nothing built their selves up. It’s saying that like wherever you start, that’s what you got. That’s what it is, and from there on, it’s your choice.
Clay: Now Marshall, you talked to Thrivers all over the world, literally thousands of people. For some reason, this is the Florida Week, but we have a one lady who listens to our show everyday on ThriveTimeShow.com. She lives in Fort Myers, Florida. She has a pizza business. Then when you talk to another guy, he’s selling salt scrubs in Florida. For some reason, we’re a big deal in Florida.
Marshall: A lot of Florida. People love us in Florida.
Clay: The thing is when you talk to these people, they come from all different — did they come from all different economic backgrounds or are you only talking to people who graduated from a prestigious high school or whose father were prominent lawyers?
Marshall: Yes, absolutely. The guy that we were working with just this past week, he had already run several successful businesses which is awesome. But then additionally earlier in the week, we were working with a couple of college students to get their idea, health and wellness platform, off the ground and it was incredible to see what they were willing to do and make sacrifices in order to achieve their goal and pay for their dream.
Clay: Now, if you’re listening right now, what I want you to do is get a sheet of paper. Some of you are going, “I can’t get a piece of paper while I’m driving. That’s not even legal.” Listen, there’s a lot of laws just like you can’t text and drive, but to my knowledge, there’s nothing that says you can’t take copious amounts of handwritten notes while driving. I’ve been pulled over for doing it.
Dan: You’ve been pulled over for taking notes. [laughs]
Clay: I have been. “What are you doing?” [laughs] But anyway, your mind is not engaged and your hands are on the wheel. What’s wrong with you man? You’re driving 22 miles an hour. Seriously, I got pulled over for driving too slow and for taking notes. That’s a true story, on Yale. Don’t do that. But here’s the thing, I want you to go and get a sheet of paper and write down all the reasons why you could justify not being successful.
Go ahead and make a list of all the reasons why you could tell yourself, “This is why I’m not successful and this is why the world would say it’s okay.” I’m going to give you some examples that aren’t comfortable for me to share, but they’re just real. One is recently, my dad passed away of ALS. If you’ve ever seen somebody struggle through Lou Gehrig’s Disease, it’s awful.
I could’ve said, “You know what? I’m not going to come to work today because this crazy thing happened last night with my dad. Basically, ALS is like watching the person who brought you into the world slowly suffocate. That is exactly what it is. That’s actually how he passed away and I was there on 95 when he died, right there with him at the moment he passed away.
I’m going to tell you that it’s awful, but you got to block it out and get to work. Because if not, you have a justification as to why you’re stuck in that current destination. You could just say that’s why I’m there. My son was born blind. That doesn’t feel good. I didn’t plan on that. I didn’t say, “Well, what I wanna do is you wanna get the business really going to a point where you’re really working a lot and then let’s just make sure that my son is born blind so I can have some adversity.”
No, that’s not what you asked for, but that’s what you’re given. Growing up as a kid, occasionally — it comes on the radio show, but growing up as a kid, I stuttered so much I couldn’t speak, I couldn’t talk. When you’re in middle school, Marshall, what did the kids do to the kid who stutters in middle school? If you’re in middle school or elementary, what do you speculate that all the young kids do to the kids that stutters? Well, if you just had to take a guess.
Marshall: They’re going to bully him, make fun of how he talks-
Clay: That’s right.
Marshall: – because it’s unlike everybody else.
Clay: That’s right, which is why I became very good at drawing by the way, because it was like I couldn’t do any talk and so I just take my time and kind of draw. Then I became very good verbally. Now, I can do verbal cartwheels. The thing is, is that you just have to take your adversity and understand that’s going to be your story. That’s why they’re going to make a movie about you because you went through something.
If you’re going through hell, do not stop. Bill Gates is just saying, “Hey, yes, I did start off with a silver spoon, I did start off,” but that guy worked very hard. Now, at age 12, his mom enrolls him in the Lakeside School. It’s an exclusive private school in Seattle. He befriends Paul Allen. Well, the two students start to share this massive interest in computers and engineering and he becomes obsessed with the computer.
Now, I’m going to give you a notable quotable and Dan, I want you to kind of unpack this because this thought blows my mind. There’s a book called Outliers that was written by Malcolm Gladwell. If you haven’t read the book, you really need to get it, listen to the audio book, buy the book. But he says this, “The 10,000-hour rule is a definite key to success.” What does that mean? He says, “The 10,000-hour rule is a definite key to success.”
What he found in that book is he studied the world’s most successful people, and he found they had all devoted 10,000 hours to their craft, 10,000 hours. Like the Beatles, if you read that book, the Beatles literally had a gig in Amsterdam where they were playing eight to twelve hours a day without a break
as live performers. Bill Gates spent 10,000 hours honing his craft. The computer became like second nature to him. Dan, you’ve been around some successful entrepreneurs. You’ve been around some successful athletes, you’ve seen some success. Why is it so important the everyone listening here today finds that thing they’re going to obsess about?
Dan: Because what this is saying is there’s no shortcuts. There are no shortcuts. Go back to the Bill Gates quote here, he’s not saying, “If you have the right situation and you have the specific perfect skill set and then things work out for you and you work hard, that’s how it works.”
Clay: Man, I’ve been watching them Ricki Lake. I don’t know if it’s 10,000 hours but I know I’ve seen most of them.
Dan: You could become an expert at that.
Clay: That’s what people are doing though.
Clay: They’re going, “I’ve watched every reality show that there is and I’ve watched them all a lot. Man, I’ve watched The View. I think it’s interesting how they bring on that new– who’s that new lady on The View? The one that’s a Republican or whatever? That’s crazy. I tell you, I watch her go in there. It’s like fighting with wolves, man. It’s a great show.” People are doing that though.
Dan: Maybe turn into a blogger about reality shows.
Clay: Yes. [laughs]
Dan: You use that 10,000 hours or something.
Clay: If you’re listening right now, I want you to do, is I want you to get out that sheet of paper and I want you to write down what is the thing you’re going to obsess about? Now, I’m going to give you something you can call it because are going to go, “You’re obsessed. You’re weird.” I can’t tell you how many times I’ve been told that. This is what you do, you call it your magnificent obsession. That’s what Napoleon Hill calls it, your magnificent obsession. Now, it’s not just an obsession but it’s a magnificent obsession.
I’ll give you an example. We were building Thrive15.com, I was calculating it for today’s show and I was thinking about it. I basically average about 80 hours per week working on this for about 125 weeks in a row, that’s 10,000 hours. There it is. [laughs] That’s why I know so much about business, is you just obsess about it. But let me tell you what, thrivers, go ahead and make a list right now. Write down the things that you’re going to obsess about. When we come back, we’re going to tell you a little bit more about how Bill Gates went from the bottom to the top.
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Host: Live, local, now. You’re listening to The Thrive Time Show on Talk Radio 1170.
Clay: All right Thrive nation, welcome back to your inspiration station. My name is Clay Clark. It’s definitely not dark because it’s noon and we are talking about the billion-dollar path to success that Mr. Bill Gates went down and specifically how it applies to your life. So a quick recap, he’s born there 1955. Let me make sure I got that right. He’s born 1955. Yes, born 1955. His mom enrolls him in a prestigious school but then he becomes obsessed with the computer. A lot of people, if you’re reading his book, you could —
Because when you read a book, it’s like 500 pages and then the book’s done. But think about how long that took for him to become obsessed with the computer and actually become a virtuoso of the computer. I’m going to tell you this. Again, if you want to hit that 10,000-hour rule, again, Malcolm Gladwell in his book Outliers, says, when studying Bill Gates, that you have to, you have to. Every entrepreneur he’s ever studied who’s just at the top of their game has invested 10,000 hours in their skill set. So if you’re doing the math that is 80 hours a week for 125 weeks obsessing on something.
If you do that, what you’ll find is that you will become so much better at that skill than anybody else or at that kind of business that you know so many things about that niche that no one else knows. I’m going to go and rip on myself but I want Dan to give us some truth cannons here. Here we go. We started The Elephant in the Room five years ago today. I mean five years ago basically almost today, five years ago. When we started The Elephant in the Room, it was started at 16th in Boston. It was started in a vacant area of the building, there’s a front part of the building that wasn’t being used and we had somebody who wanted to lease out the space.
While we opened up The Elephant in the Room when we did was that, I told my brother-in-law, “If we don’t lease it out now I’m just going to lease it to these other guys.” So it’s like, “What? Time to start then.” He’s out there and he’s hand building. I think it took him two weeks to hand-build the concrete counter top that he used there for the front desk. He built all the shelving. He went out to Heavener with a V, Heavener, Oklahoma and he got that barn wood. He built this thing. Dan, do you remember when he came upstairs and presented to the group of people, all the employees upstairs about the business?
Dan: Yes, absolutely.
Clay: What was going through your mind as he was explaining this business concept called The Elephant in the Room?
Dan: Well, the majority of the people in the room had never heard of a dude’s place for haircuts. They never heard of this concept. They looked at him like, “What’s going on here? what’s your angle?”
Clay: I remember he’s trying to convince us because we’d spend — Justin and I invested thousands and thousands of dollars in the business and it’s his brand. It’s his vision and my job was just to make sure the business systems were done properly, make sure we’re topping Google, make sure our online ads are killing it, make sure our systems work. I remember the first few people. I don’t know if you’re one of the first guys that went down there but I remember I got my haircut down there. I remember Kurt Fryar, by the way, 392-4000, that’s 918-392-4000.
If you’re looking for a car insurance for your new car or your home, call 918-392-4000, it’s Kurt Fryar with Farmers Insurance, big, big proponent of the show. He walks in there and my dad walks in there. I remember those first haircuts were brutal. I remember Kurt walks in there and after the haircut he tells me, “That took an hour for my haircut, I can’t do it,” and I’m like, “You have to do it. You’re in the building bro. You’re a captive audience.” Then, I remember my dad came in and he’s like, “It wasn’t very good today.”
Now, it’s a great system and things are just rocking. If you go to a 91st in Yale, you’re going to see literally thousands of customers coming in during a given week. It’s just rocking and the energy in there is awesome. Justin had obsessed about The Elephant in the Room Men’s Grooming Lounge concept for 10,000 hours. Now, he’s so confident in it that he offers all the listeners, for you too, it’s a dollar for your first haircut so it’s one dollar. You go in there and he’s going to, “Hey, you’re going to love it so much that I know you’re going to end up coming back if I cut your hair for the first time for a dollar.”
Dan, what are some improvements that you saw or you’ve seen over time just from a customer’s perspective with The Elephant in the Room? Where did it start and where is it now in your mind?
Dan: Where it started was, every day he’d come up and be like, “Hey, who wants a free haircut?”
Because he didn’t have any customers at the time and the people that had cutting hair really weren’t that good. So you go down there and be like, “All right. I guess I’ll give this a shot, it’s free.” Sometimes it worked out, sometimes it didn’t. Since then, they have a lot of different systems, depending on where you are and sitting in the building, it’s the same thing. You’re going to sit at different chairs but it’s the same experience each time.
Clay: Business Coach, Marshall Morris, is on the show. He’s one of the producers of the — he’s actually the executive producer of The Thrive Time Show. Marshall, I think you talk to thousands of entrepreneurs all the time. I think a lot of entrepreneurs think it’s going to be very romantic when they start their business. They’re thinking, “If I just start this business with the right business plan and I get my numbers together,” and then they go, “No, no, I got to go back to school.” They went to school. They got the MBA. They got the next degree. They go back to Business College, whatever.
Then they go, “Once I get my pitch deck, my systems perfect, then it’s going to be romantic and it’s going to take off and I’m going to be successful.” Marshall, talk to me. Is this reality?
Marshall: Coming from a school and I majored in Economics Management, we had a business plan course. One of the things they’ll teach at school is, in order to start, you got to build a business plan. If you build a business plan, then surely for the next 15 to 20 years as you grow the business, nothing will change from that business plan.
Clay: Yes, nothing ever.
Marshall: Nothing ever. The reality is, is you have a lot of cowboy entrepreneurs that are just shooting from the hip and the ones that are successful are focused on selling something.
Clay: Check it out.
Okay, here we go thrivers. I want to get real and raw with you real quick. Here’s the thing, when you have a business, nobody gives a crap about your business. My brother-in-law, he has to go hustle up and down Boston, so he’s at 15th in Boston, 16th in Boston, 17th in Boston. That’s he on foot going 15, 16, 17. He’s out there passing out free gift cards. He stuck in to the One Oak building.
if you’re listening right now and you’re part of the One Oak’s security team, thank you. We brought these guys cupcakes. They let us in the building. We’re passing out gift cards. He went up and down every tower. I’m not kidding, every day, passing them out, passing them. He’s passing out cards. He passed out cards to a few people that weren’t the right people. We had some weirdos that came in there. We had one guy that I’m pretty positive was homeless and who urinated while urinated while getting his haircut. This are true stories.
Dan: Wow, didn’t hear that part.
Clay: Yes. This is a true story. But anyway, we were passing out gift cards to everybody and he just had to hustle. Once he had enough customers coming in then he had to start advertising online. Then once he had enough customers, then he started doing mailers. Now, we have the three-legged marketing stool. We have mailers going out. We’re topping Google. We have online ads, now it’s working.
But I’m just telling you, if you’re listening right now and you’re trying to get this romantic business plan where it’s just going to, “Well, I want do is make everything scalable so it doesn’t require my time.” That’s great, you’re going to be poor. You’re going to be homeless. You’re going to end up living in our lobby, okay.
If you’re listening right now and sales aren’t happening, you have to hustle. Now there’s an edible quotable from a Tulsa Oklahomie, a guy from right here in Tulsa Oklahoma, who now by the way writes for Taylor Swift, Beyoncé, U2, Adele, I don’t know, the big people. He’s a Grammy-winning artist, Ryan Tedder. He says this, he says, “When you’re around enormously successful people, you realize that their success isn’t an accident. It’s about work.” I knew that guy from his dorm room in Oral Roberts University and that homie hustles. Bill Gates was a hustler but I mean you’ve got to hustle.
Now, when we come back, we’re going to be getting into — what did Bill Gates do at the age of 18? He’s 18 now and it’s 1973 and the apparel back in the day — we might have to get some 1970s music ready for this. 1973, he’s 18 years old, he goes to college and he realizes, “Men, you know what, I might not be studying the right thing.” Perhaps you as the listener have ever thought that. You’re going to college and you’re going, “Maybe I’m not studying the right thing.”
Maybe you started a business and you realize, “Maybe that’s not what I’m passionate about.” Maybe you’re in a career and you realize, “Maybe that’s not what I should do.” But you start to say, “Well since l already have the degree I might as well keep doing this. Since I’ve already enrolled, I might as well keep doing this.” Maybe it’s time to pivot, maybe it’s not. When we come back, we’re going to learn about Bill Gates and his epic pivot, how he went from studying law to studying something else. Stay tuned, Thrive Time Show.
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Host: You’re listening to The Thrive Time show on talk radio 1170.
Clay: All right, thrive nation. Welcome back to The Thrive Time show and your audio dojo of mojo. It’s Tulsa’s only local business radio show. My name is Clay Clark. I’m a business coach and the former SBA entrepreneur of the year and the father of five human kids. Tulsa is where I live and I try to keep it positive. Now here’s the deal, here’s the deal. Some of you are going, “What is this show? I used to come here and I’d hear about politics and right now I could be hearing about Hillary and the recount and Trump and why did he put that guy from Hardy’s with the inappropriate commercials in charge of the commerce and voter fraud and we can talk about immigration.
I would just get so upset and then after I got all educated and all politically worked up. Then I would run outside and I would do, nothing. I would just have this information and I would just be mad all day, I’d miss that. Where is that?” Well, you could go to the other station right now. You could switch over and Rush Limbaugh is talking about that. He’s been talking about that for 20 years. You know what, there’s a place for that .
But if you want to learn how to improve your life and your business, this is business school without the BS. Today, we’re talking about the billion-dollar life path of Bill Gates. How did Bill Gates become the billionaire? He’s 18 years old. We’re getting to a point where it’s 1973. Now 1973, what does that sound like? In my mind, this is what 1973 sounds like.
All right. So Bill Gates enters Harvard as a pre-law major but soon shifts his focus. From his dorm room, Gates cold calls MITS, the maker of the world’s first personal computer, he offers to develop software for the MITS Altaire. MITS eventually accepts and buys his language for $3,000 plus royalties. Gates takes his first leave of absence from school to start working on the software venture he refers to as micro-soft.
Now you go, “He cold-called people from his dorm room, What?” That’s true, he did. People might be saying, I know Ryan Tedder, the Oklahoma success story. How did he become successful? I know that guy. He’s a Grammy-winning artist but how did he get his start? He literally would take cd’s that you would buy at the store and he would look for the service customer number. He would call the number and he’d voice a complaint or have a concern, work his way up and then he would say he was on the phone waiting to talk to the HR department. They would transfer him over and that’s how he got his first internship.
Cold-calling? Another example, notable quotable, this is from Travis the homeboy that started from Uber. “Uber was started by a cold call? I thought it was an app.” He says this, “I went to google, typed in San Francisco chauffeur or San Francisco limousine. I just filled out an excel sheet and just started dialing for dollars, right? First 10 guys I called, three of them hang up before I got a few words out. A few of them would listen for 45 seconds and then hang up. Then three of them said, ‘I’m interested, let’s meet.’ If you’re cold calling and three out of 10 say, ‘Let’s meet,’ you’ve got something.”
Dan, there’s a lot of stuff I want to unpack there but Dan McKenna, again a host of the Daily Hustle Show. You got to check it out. Go on YouTube, type it in. Also, co-founder thrive15.com, also co-founder of epicphotography.com, also a beautiful man.
Dan: Thank you.
Clay: Dan McKenna. One is, Bill Gates, he went to college. He’s studying law because his mum did and he decides it’s time to change, it’s time to pivot. When you went to college, talk to us about your experience in Oral Roberts University.
Dan: I always knew I wanted to do something building a business. I had entrepreneurial drive in me, but I had no idea what I wanted to do in college. I had no idea how to get to where I wanted to go. I did a little bit of everything. I majored in advertising because it seemed like it was fun [laughs].
Clay: Here’s the deal. You were going to Oral Roberts University. You did buy a t-shirt press. Is it called a press? What do you call that thing?
Dan: Yes, it’s a press. Well we called it the Kraken, because it was so crazy heavy and had multiple many arms. We called the Kraken but yes, I got the t-shirt press.
Clay: You had a little t-shirt business going. What was your degree at ORU? What were you studying?
Dan: Mass media communications.
Clay: And like many college students, you like to have some fun but you took it to the next level. I would like for to cue up story time with Dan McKenna.
Dan: Wow, I’m honored.
Clay: Go ahead. Dan do tell, tell the story.
Dan: In college, we play a lot of intramural sports whether it’s soft ball, your ping pong, some racket ball, your flag football. Of course, I’m obviously a well-groomed and excellent athlete by this point and I’ve never really played baseball before in my life.
Clay: Never played baseball. So the next logical decision would be?
Dan: I’m going to try out for the ORU baseball team.
Clay: Makes sense.
Dan: I thought this is a good idea. So, me and my buddy, we both go out to the baseball field on the day and everybody else there is very serious, everybody else there is dressed to the nines. They’ve got their high school and junior college uniforms on.
Clay: This is a division one, one of the top —
Dan: They’re very good, very good, yes.
Clay: This would be trying out for the OSU football team or something.
Dan: They win their conference like every year.
Clay: Okay, okay. So you go out there and you never played.
Dan: I’m in basketball shorts and a t-shirt.
Everybody else is in full, got the stirrups, got the pants, got the jersey on. I’m out there in the shorts and t-shirt.
Clay: Okay, Keep going.
Dan: They managed to do three things. The first thing was sprinting. Well, it turns out I’m good at that.
Clay: You played basketball in high school.
Dan: I was actually good at basketball, not at all baseball.
Clay: They’re going, “I tell you what Smith he looks pretty good. That young guy looks pretty good there.”
Dan: We did the sprinting and after the sprinting I saw them looking at each other like, “Okay, this guy has potential. This guys has potential. All right.” The second thing they did was fielding and throwing.
Clay: Fielding and throwing.
Dan: I can field but I’ve got a terrible arm.
Clay: Okay. They’re hitting the ball to you.
Dan: They’re hitting the ball. I’m just scooping up every one of them and then it’s just kind of like softballs over the first base and just throwing rainbows.
Clay: And the other the guys can throw at 70.
Dan: Just canons, just canons.
Clay: Yes. You could just barely get it over there.
Dan: At this point they were like, “I don’t know about this guy. I thought he had potential. I don’t know.” Then we go, “We’ve got to hit now.”
Clay: Got to hit.
Dan: We got to hit now.
Clay: Oh no. [laughs] They’re throwing the ball pretty hard now.
Dan: Now, not only throw it fast which I can get contact of, they start throwing curve balls and I go O for 10 on curve balls. I’m just swinging my heart out and don’t hit a single one.
Clay: The reason why I wanted you to share this story is because that’s the college mind set. Everybody is going through college. We’re having some fun. We’re also studying but at a certain point, you got to get serious and focus. Bill Gates did that a little bit earlier. This guy decided, “Hey you know what, I’m going to get on the phone. I’m going to start cold-calling people,” using by the way his gift that he developed because he spent 10,000 obsessing and he realizes, “I know how to make software, I’m going to cold call some people and sell it.”
He actually sells software while still in college. When we come back, we’re going to talk about Bill gates at age 21. Think about what you were doing at age 21, thrivers. We’re going to learn about what Bill Gates was doing at age 21 when we come back. Thrive Time Show during your afternoon, stay tuned.
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Host: You’re listening to The Thrive Time Show on talk radio 1170.
Clay: All right, thrivers, welcome back to The Thrive Time Show, it’s business school without the BS and yes, my name is Clay Clark, business coach and the former SBA entrepreneur of the year. What does that mean? It’s a small business administration entrepreneur of the year. What does that mean? What happens is you start a business, you’re grinding. You’re working all the time. My wife was working at Office Depot and I’m working at Applebees. I had the trifecta. I’m working at Applebees. I’m working at Target and I’m working over there at Direct TV.
Now the move was, you got to have your Applebee shirt in the car, right? You got to have that ready to go, because if you finish Target, you got that red shirt which I have on the wall. I’ve nailed it on the wall over this. I never forget that thing. But you have the khaki pants and you’ve got the red shirt, so then what you do is as soon as you finish your shift, you get into the car and you switch shirts. Now, the move I would do because I had my shifts back to back. I used to work over I 44 and Yale. I 44 and Skelly, that’s where at Applebees was, and I worked at Target which now is like a sunshine furniture at 71st Memorial and I had 30 minutes to go from 1 to the other.
What I would do is I’d get in the car and I would take one shirt off while driving and switch the other one. I’m hoping for a red light and I switch it out. You get there and the problem is if you ever spill. So I’m working at Applebees because someone’s occasionally would spill or I would spill and I’m like, “Rick, I only have one shirt. I can’t afford another one and I have to go to my next job.”
So I’d go to DirectTV and I’d sit there and dial for dollars, and I’d go to bed around like 10 o’clock. Get up the next morning. You know it’s six, go to class but I made all my classes really early so I was done with school by about noon or one. Then I would go to Applebees and go to Target and just keep doing this cycle and just doing all three jobs and I was serious about my life, why? Because that’s how I paid my way through college.
So for me, I’d wake up every day going, “Holy crap, I feel like I’m motivated. I’m excited. Let’s go get it.” Then if ever like I wanted to take a moment and calm down, I realized, “There’s like a Jaguar chasing me.” That’s what it feels like when you know you can’t afford to be there if you don’t earn the money. So it’s kind of like — I always tell people entrepreneurship is like chasing a big bag of money while being chased by a Jaguar or a lion that’s trying to eat you.
It is that you’re excited but you’re also scared. You’re running scared. You’re running excited. It’s all crazy. When you’re 21 and you’re getting serious about your life, most people think you’re kind of weird. We’re talking today about Bill Gates and his billion-dollar journey. One thing that was very therapeutic for me at that age was learning about Bill Gates, and I realized, that guy was hustling like this, I got to hustle like that.
I mean that guy — I remember reading his life story going, “Bill was a hustler, I got to hustle like Bill.” And so this is what Bill did age 21, 1976, he, Bill Gates and Paul Allen, they registered the trademark Microsoft and they write an open letter to the computer hobbyist and people out there saying, “Hey, quit using our software without paying us.”
Marshall, you went to college. Okay. Marshall Morris here, this is our executive producer of The Thrive Time Show, normally he’s behind the mics, behind the camera, behind the board, but you get to see his beautiful gourd today. It’s only behind the board, but today you get to see his —
Marshall: Truly beautiful.
Clay: It’s a beautiful cranium.
Marshall: It’s really beautiful gourd.
Clay: Look at that cranium. So anyway, Marshall, I want to ask you this. When you’re 21 and you start to get serious, because you went to college. You were a guy who is pretty focused. What are the other guys around you doing, the other people around you? What does that kind of feel like when you start to get serious about your life?
Marshall: Well, the same thing that happened to me in college was the same thing that happened to me in high school. Is like, towards the end my junior, my senior year, I just want to get to college. I was done. I was done with the whole high school thing, I want to move on to college.
Clay: “Hey, you guys you want to go out for a party this Thursday?” Marshall you’re going, “No. I don’t want to go to that party.”
Marshall: I play basketball and I want to go to college.
Marshall: And so then, towards the end of college, I’d knocked out most of my requirements and I’m just trying to go through get all the requirements to get the diploma. But at that point, I wanted to start my career. I want to get focused. I wanted to just like start building. And so for whatever reason, I became more and more passionate about what I wanted to do and not what everybody else wanted to do around me and so I was actually president of my fraternity.
Marshall: Yes, president of my fraternity.
Clay: President of the — So we’re you like the high elk?
Marshall: I was like the high elk at the fraternity. I’ll tell you what, managing a fraternity is a lot like managing a business.
Clay: Okay, really?
Marshall: Where none of the members really care about whatever you’re saying [laugh].
Clay: Was it hard to take you seriously when you were wearing like the moose head with the horns and running around taking pledges?
Marshall: I’ll tell you why, taking pledges — but that’s what it was, and so I got — that was my early dose of managing people and managing expectations and trying to get things done. I’ll tell you what, you got to learn a lot of different leadership strategies because when it’s either, “Hey, let’s go do this community service,” or, “Hey, let’s drink beer at the football game on Saturday,” it’s just hard.
Clay: I will tell you my story where I started getting serious and I realized I was not one of them anymore.
Clay: Was in college, we were on the floor called Covenant at Oral Roberts University, and the guys played intramurals. They were serious. They were really good guys. Dan, you were on that floor too.
Clay: What we would do, the guys typically would recruit people from other floors, so former guys who played division one sports of some kind. So Covenant would just dominate. They would beat all the other floors, all the other men’s dorms and sports. That was like the obsession was winning everything. I remember one time, they were gone, “Hey, we’re going to a fundraiser. We’re all going to go around and do this and that and wash cars,” and I’m like, “I don’t give a crap. I’ll just write you guys a check.” And they’re like, “How are you going to write us a check?”
I’m like, “I have a DJ company called DJ Connection. How much do we need for the jerseys?” It was like a 1000 dollars for everybody’s jerseys. I was like, “If I give you a 1000 dollars, will you never talk to me again about a car wash?” I just wrote them a check and just bottled the jerseys. I’m serious. I was running a business out of my dorm, and for me, I wasn’t studying business I had a business.
I remember the profundity of their wanting to have a good time and this is like how I would describe the college music. Everyone’s like, “Hey, hall meeting. Hall meeting. You guys ready for hall meeting?” It’s every Monday night, right?
Clay: Then they go, “All right, guys. We have some announcements,” and some guys like, “Yes, yes. Why don’t you announce to everybody that your stupid [laugh].” I mean there were just these guys, this immaturity level, and went to do is throw on the floor and then they’re going, “Hey guys, seriously, I have a –” Because at Oral Roberts, you have prayer requests, and I never will forget this, one guy in our floor. I won’t mention his name. I won’t throw him under the bus, but Walter Green was our chaplain and his job was to try to get us to focus on knowing the Lord more, God, that was the idea.
So at Oral Roberts, it’s spirit, mind and body is the focus. Walter would go, “Guys, does anyone have any prayer requests?” Every time you would ask, I knew something was crazy because in the mind of these people, this is what they’re hearing, “Here I go. Oh yes I got a good one.” He says, “Does anyone have any prayer requests?” One of the guys goes, “I just want to know if you’d pray for me because I always have a bad habit of taking off my clothes and doing a naked slip and slide at night after you guys going to bed.” He’s like, “That’s not a prayer request and quit saying that.”
This kept happening. Well anyway, they actually did this, a fully nude slip-and-slide. I remember one guy discovered that the shoots for the clothes, there’s a shoot where you were dropping your dirty clothes, he discovered that no one ever use that and it was fully insulated by cinderblocks you know, by concrete. He decided that if you just set that on fire, it would set off all of the alarms and it would be this massive flames billowing out of every — but nothing would burn. This was a move that he would go down to the bottom and set a laundry on fire and then it would just go all the way up like a chimney.
He thought that was awesome, and there was just a different — I’m just telling you and it’s College versus being a businessperson, the level of intensity is just different. So Bill Gates, imagine like what it would be like being a 21 year-old, you have a software that you’ve made and all the guys in your dorm are using it for free and they’re not paying you. He’s going, “Stop it. I have a trademark. I will sue you.”
Now, this is the part, if you get a chance to study Bill Gates’ life, he starts suing people he knows. He went to school with — Seriously, and they’re like, “Are you really suing me?” He’s like, “Oh, yes.” He became — No, no, this is a Bill Gates quote that he said. He was doing a talk and a young man puts his hand up, it’s in one of his books as well, but he says, “What’s the key to success?” And he says this, “I never took a day off in my 20s, not one. I’m still fanatical, but now I’m a little less fanatical.”
But homeboy, literally, he said, “He committed to not taking a day off seven days a week during his entire 20s.” He said that’s what he’s willing to give up. If you’re listening right now, I’m not saying you need to work seven days a week. What I am saying, though, this is the action item I want to share with you, is when you get to a point in your life where you no longer care about how much time it takes, your emotions or the emotions of others, you’ll be successful. I repeat that, when you’re to a point where you say, “I don’t care how long it takes. I don’t care how anybody else feels about it or me, and I don’t care how I feel,” then you’ll be successful.
That’s like with the businesses I’ve been involved in. I just don’t care. I don’t care if everybody else wants to take the weekend off or maybe they need to — I don’t know what they’re doing. I’m like, “I don’t care. I’m going to make these things successful.” I’m just telling you, you look around and you see the most successful people. You’re going to see people who at some point decided to get serious. Check it out, once you have success, you can then be like super casual.
That’s what you’ll see with Dr. Zoellner. You’ll see an adult man running around. He’s 52 years, wearing a soccer jersey at all times, always seems to be gregarious, having a good time, relaxed, why? Because homie busted it. Dr. Z busted it. He worked so hard for so long to get to a point where he has that financial freedom, that time freedom. If you’re not willing to sacrifice, and all you want to do is just run around, working 35 hours a week, starting that business, it’s never going to happen.
At age 22, what did Bill Gates do? That’s the question. It was 1977, Gates takes his second leave of absence from Harvard and sets up Microsoft in Albuquerque, New Mexico, or MITS’s headquarters. It was where MITS was headquartered. Did you guys know that Bill Gates left college at the age of 22 and he moved to Albuquerque? Who knew that? He moved to Albuquerque.
Well, if you’re listening right now, maybe you have a big opportunity but you’re unwilling to move to Albuquerque. I know I’ve been there for a speaking event for Hewllet-Packard but I’m not going to go back, I’m not. Some of you who are listening right now and you’re going, “I want to be successful but I’m not willing to move. I’m not willing to do –” Go ahead and make a list. What are the things you’re not willing to do that are standing in the way of your success.
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Host: Broadcasting from the center of the universe, featuring optometrist turned entrepreneur, Dr. Robert Zoellner and USSBA entrepreneur of the year, Clay Clark. This is The Thrive Time Show on Talk Radio 1170.
Clay: All right, Thrive nation. Welcome back to your lunch hour of power. It’s The Thrive Time Show and your audio dojo of mojo and a show that you go to, fosho. Learn how to start and grow a business. We would teach you the business school without the BS. My name is Clay Clark. I’m a former SBA entrepreneur of the year. I’m joined here with two of the incredible dudes, two beautiful men, two people that really they bring a certain festiveness, a certain pageantry.
It’s an audio of magicalness that they bring on to the set every time they come on here. It’s the first time we’ve had them actually on the radio show. I’m very, very excited to have Dan McKenna, the co-founder of Thrive15.com, the co-founder of Epic Photos. Dan, how are you doing?
Dan: I’m doing great, man.
Clay: We have Mr. Marshall Morris. If you’re watching right now on Facebook live, you’re going to notice his head’s always cut off of all the scenes because he’s six foot eight and it’s hard to fit him into the screen there.
Marshall: That’s right.
Clay: Mixed Master Marshall Morris, how are you doing, Sir?
Marshall: I’m doing spectacularly.
Clay: Now, we’re talking today about how the billion-dollar journey of Mr. Bill Gates, how he went from a high school kid, a middle school kid, all the way to becoming a billionaire. What happens is, age 22 and he’s selling software. Remember, age 21, he gets his software trademark and he starts suing people who he knows who are using his software without permission. Could you imagine what it would be like to being a 21-year-old and you borrowed your buddy’s t-shirt without his permission. In college, everyone borrows each other’s shirts.
You borrow it so long, pretty soon you start to feel like it’s your shirt. Like, “Hey dude, can I borrow a shirt?” Like, “Yes, sure. You can borrow a shirt.” Next thing you know, you have worn the shirt so much it’s now your shirt and now you lend it to someone else. Imagine what it would be like for the guy to come back and go, “Hey, seriously stop using my shirt,” and you’re like, “Okay, okay.” Then, you get sued for using the software without his permission. That’s what happened to Bill Gates.
Okay, so age 22, he takes his second leave of absence from Harvard. He says, “I’m going to Harvard, but I’m now shutting down the college dream. I’m going to Albuquerque because I want to be in the physical location where MITS,” his first customer is located.
Marshall, you talked to entrepreneurs all over the world. We have thousands of people who go up on Thrive15.com and they’re signing up for this in-person interactive two-day workshops. You’re talking to them on the phone. Some of them sign up for the one-on-one mentorship. Many of them are watching the online video school. They just watch the videos for 19 bucks a month. They love the online business school. Some like the workshops but you’re connecting with these people.
Marshall: That’s right.
Clay: Where do people get stuck here? Maybe they’re 22, maybe they’re 32, maybe they’re 42 but they’re starting to get serious about their life and they’re at that moment in life where they might need to shut down the dream number one to move to Albuquerque. It’s time to get serious. Where do most entrepreneurs get stuck here?
Marshall: This is where I see a lot of people get stuck. This hits home for me because this is what was happening to me. Okay. Specifically, you start to get serious. You start to get passionate about whatever that is. Dan, you probably had this when you’re starting your business, okay. Everybody around you is like, “Ah, not going to work.”
Clay: Not going to work.
Marshall: Or, this is more likely what’s going to happen is they think you’re kidding. They think it’s like a joke.
Clay: [laughs] Whatever, Marshall.
Marshall: What you find is that everybody else isn’t taking it as serious as you.
Dan: Did you also get the, “Ah, that’s cute.”
Marshall: “That’s cute. Good luck with that.”
Dan: “Good idea.”
Clay: I have an audio clip that I want to queue up your quote here.
Clay: You’re mom’s going, “Oh, that’s cute, Dan. Ah, that’s cute look at that. That’s a nice good idea.”
Dan: “You’re still doing that? Oh, that’s nice.”
Clay: “You’re still doing that. It’s cute, what you’re doing.” Then you want to go, “Ha, ha, ha. Shut up.” Okay. It gets to a point where you, “Shut up.” Again, and one more time just to get it through here. Some of you are listening right now and you’re trying to tell your mom, you’re trying to tell your cousin, your wife, your neighbor, your spouse, your friend, you’re trying to tell them, “No, seriously, I want to have a full-time, men’s grooming lounge. I’m going to call it Elephant in the Room,” and they’re like, “Elephant in the Room? Ha, ha, ha. Shut up.”
All of a sudden, it gets quiet because now you’ve just freaked out. You’ve been trying to tell people for a year but now you freaked out. Marshall, give us the notable quotable.
Marshall: Okay. This is a notable quotable from Colin Powell.
Clay: By the way, who’s boom boom Colin Powell? He was the former secretary of state. One of the most decorated people in the history of military. Also, he’s one of the first African-American to get to that high of a level of government before President Obama. This is kind of a big deal.
Marshall: This is a pretty big deal. Somebody right now needs to hear this.
Clay: Oh, boy.
Marshall: It’s not what they want to hear.
Marshall: It’s either a college student or a business owner application, both ways. Here we go. Colin Powell he says, “The less you associate with some people, the more your life will improve. Anytime you tolerate mediocrity and others, it increases your mediocrity. An important attribute in successful people is their impatience with negative thinking and negative-acting people. As you grow, your associates will change. Some of your friends will not want you to go on. They will want you to stay where they are. Friends that don’t help you climb will want you to crawl. Your friends will either stretch your vision or choke your dream. Those that don’t increase you will eventually decrease you.
Consider this, never receive counsel from unproductive people. Never discuss your problems with someone incapable of contributing to the solution because those who never succeed themselves are always first to tell you how. Not everyone has a right to speak into your life. You are certain to get the worst of the bargain when you exchange ideas with the wrong person. Don’t follow anyone who’s not going anywhere.” There’s more to the quote. Go up on to thrivetimeshow.com to read the rest of it. This is awesome.
Clay: I’m going to say this because this is the part that — it’s uncomfortable but it must be said. Basically, if I think about all the businesses I’m involved in, every week on Friday, if you ever want to come to the thrive15.com world headquarters and watch this happen, every Friday at 8 AM, I train The Elephant in the Room Men’s Grooming Lounge staff.
Every week they keep growing and there’s more and more of them. So now, there’s like 80 people. It gets bigger and bigger and bigger. What happens is, I’m serious that training has to start at eight. Many people say, “Do we have to do it?” “Do we want to do it?” “Do we have to do it?” What they want to do is they want to have a creative meeting which we’re done having The Elephant in the Room. We don’t have creative meetings. We know what it needs to be done and we have a system that works.
At first when you start the business, you have to spend a lot of time thinking about what are we going to call the brand, what’s our logo going to look like. There’s a lot of people who like that part of the business. There’s a need for that. Then you move into the execution phase, okay. The first part, you might have a team of people that are awesome to work with when you’re in that creative phase. They’re great people to have. They’re great comrades. A great people to have on the team at that time when you’re first getting the business going.
Then, you move on to the next phase which is execution. One of the things I like about Dan, and I don’t know if Dan likes about me but I like this about him. I’m going to brag about Dan McKenna here. Again, he’s the co-founder of thrive15.com. The co-founder of Epic Photos. I’m just going to tell you this, when we were building Epic photography, I knew that it would be successful because I built the DJ company and I knew how it would work.
We’re making cold calls. We have a guy making cold calls. I don’t know if you ever remember this Dan, if you ever felt this or you ever saw people feel this. but people start to doubt it’s going to work after about eight, 10 weeks of cold calling. People start to go, “How much have we sold?” This is what I hate. I do not want to give you a freaking report that shows you zero. I don’t want to hear about your ROI and all your BS about your graph and your report and all your analytics and all that BS. It makes me freaking crazy.
Because like, “What percentage of people are buying?” Zero. If you round it up, it’s zero. “What are we learning now?” Then they give you a little graph. They showed me like, “It shows our trends we’re shrinking. Shut up. We had two customers last week, now we have zero this week. The point is we have to make a cold calling script.
Dan, you saw that where we have people just futily cold calling. How does that feel when you were watching somebody like myself who’s an insane viking trying to get a cold call going? You’re trying to get cold call success going and there’s no success, no attraction. How does it feels as an observer when you’re watching this sort of insanity?
Dan: Well, you called it earlier. I’d never heard this term before. It’s pretty good psychological nudity, I think you called it?
Dan: Yes, it was like that. It was like, “Oh, man.”
Clay: Because you just stand there watching somebody who’s being just raw. I used to say is to like, “Hey, listen. That part of the script sucks. You’re a good guy but you’re not doing a good job at all right now. I need to switch you with someone else. I need to switch this.” People are going, “I worked all weekend on that script,” or “The person’s making call is my friend.” Then I’m like, “Well, they don’t work anymore. Next person.”
You’re just going faster, fixing, you’re pivoting. What you’re doing is there’s a four step process. You define, you act, you measure and you refine. And you do this, you define, you act, you measure and you refine. By the way, that’s the entrepreneurship rhythm. You define, you act, you measure and you refine. Once you get it going good, all of a sudden now you’re selling some stuff. Now, you got new problems.
I’ll tell you this, Dan and I got to a point — Dan, and you know the record, every year in my mind the number grows. We were doing a wedding show together and the system was so well refined. We went out to the wedding show. What was the amount of sales we did as a result of that show in one week?
Clay: We sold $82,000 of wedding photography business at one show as result to the system.
Marshall: Are you a pretty skilled wedding photographer, Clay?
Clay: No, but I have done a real state photos for the Tulsa World because one of our photographers couldn’t be there. Because I’m a very skilled photographer, I was able to fill in. My photos did end up in the Tulsa World section for the Parade of Homes and I did. The whole time I was calling Cody Gunn. “What setting do I put this on?” He’s like, “Dude, you’re outside. You want to adjust to like a 10.” [unintelligible 00:54:13]
Dan: Do you have battery in the camera.
Marshall: You’re like, “Cool, auto.”
Clay: What I’m saying is, if you’re listening right now and your in that party or business were you’re not getting any traction, there are thermometers. This is another deep thing. There are thermometers and there’s thermostats. A thermostat can adjust the temperature and create their own momentum. A thermometer just tells you what the temperature is.
I’m just telling you, if you’re surrounded by too many thermometers throughout going, “Well, there’s nothing selling. That’s what’s happening overall. That’s what’s happening, nothing’s selling.” You got to be a thermostat. Dan, what advice would you have for someone who feels like they’re not getting any traction. They’re feeling hopeless. Everybody’s been there. We’ve all been there. If you’re an entrepreneur, we all felt that. What advice would you have for them?
Dan: I feel the whole — for me, it’s like Kobe Bryant mindset probably because I love Kobe. He’s just pissed, it’s just the whole time. If it’s not working, he’s not like even pissed that it’s not working. He’s still pissed about getting to where he’s going. It’s not even considering that like, “I just called a hundred people and I talked to maybe seven of them and none of them want or either buy anything.”
Clay: When we come back, I’m going to tell you a story about the — I’m going to tell you the World War II story that most people don’t know. If they do know but they haven’t really thought about, they haven’t pondered it, but it relates so much to the concept of going through hell. When you start a business, it’s tough and it’s really, really hard. It isn’t as hard as getting through World War II. When we come back, we’re going to tell you the World War II Story that most people do not know.
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Host: [music] You’re listening to The Thrive Time Show on Talk Radio 1170.
Clay: All right Thrive nation. Welcome back to your inspiration station. We are broadcasting here from the left coast of the Arkansas River inside the beautiful thrive15.com world headquarters inside the box that rocks. Some of you are asking yourself, what is thrive15.com? You can’t just say it all the time and then expect me to know what it is.
Well, thrive15.com is the world’s best business school. That’s a bold statement. Are you going to make a statement like that and then not observe the law of credibility and try to prove it at any point? Fine. Let’s go ahead and get in to it. Let’s do it. Google thrive15.com and the word Forbes, like Forbes magazine, you’ll find some stuff about us. Go ahead and Google my name and Clay Clark and vast company. You can read a little bit about us. Go ahead and just Google myself or our team, whatever you can find stuff.
The thing is, you graduate from any other business college. You graduate with student debt and you still don’t know what the heck you’re doing. You have no clue of how to start or grow a business. You know how I know that? Because you call me and ask me to grow your business. I do it over and over again. So for $19 a month, oh, by the way, $19 a month is I don’t know, 900% less than going to — let’s rip on one local school. Let’s see if I can just irritate one local school.
Let’s say there is a private school, I don’t know, in Tulsa but maybe has a division one basketball team. Maybe you have a weird hurricane theme but you’re in a state famous for tornadoes. Not that that it doesn’t make any sense but let’s get in to that. Let say you go to that business school and you go there. I’m not sure how much is it per year. Let’s just say that it’s more than a thousand dollars a year.
Can we assume that that it’s more than a thousand a year? “Well, I think it’s 20,000. Actually, it’s like 30,000. 30,000?” Yes. Let’s take $20 a month and let’s go ahead and say you did it for 12 months. That’s $240. So $240 dollars a year versus 30,000 a year. I don’t know. That’s a little bit more cost effective to go to try thrive15.com. Also, we have in-person workshops where you can sit down and be taught by someone who actually owns an auto auction that sells a thousand cars and homie owns a bank. Annie owns an optometry clinic. I have a photography business.
We have a horse ranch. We have a haircut business. We have real businesses. We have multi-million dollar businesses. We actually teach you how to grow them because we’ve actually done it. You could go listen to your bro-fessor talk about bore-phil and get a degree after studying for four years and at be a $120,000 in debt. You could be living in your parents, you know with your parents. It’s cool because if you Google it, you’re only going to find that 80% of you have students debts.
Not all of you. I mean most — Twenty percent of you graduate with no student debt at all. I’m not ranting. I’m just saying, if you were to look it up, you might discover that it’s less money. It’s more actionable and it is the world’s best business school.
If you don’t like it, take the challenge and check it out. You go to thrive15.com and let’s say that your coffee budget is $19 a month. You can actually set your own price. “I can set my own price?” Yes, we worked at Bernie Sanders. We made it happen. You can choose your own price. For like a dollar a month, you can have the world’s best business school. That is true and back to the Bill gates story that’s just in. Here we go.
Dan: Wait, you said you weren’t ranting just now?
Clay: I wasn’t ranting. I was just kind of getting mentally lubricated.
Marshall: That was approaching.
Clay: Approaching. We didn’t go there all the way.
Marshall: We didn’t go all the way there.
Clay: Oh, boy. I did rant a little bit there. Okay, so here’s the deal. Bill Gates, okay, we’re talking about his billion-dollar path to success. So, Bill Gates, he’s 23 years old, he’s 23 years old, 1978, and Microsoft’s year-end sales exceed one million dollars and Gates’ gains reputation for being tough but focused.
But if you miss the story and if you don’t think about it, this is a guy who gave up everything, focused working 80 hours a week, drops at a college, moves to Albuquerque, just becomes obsessed. He says he didn’t take a day off at all in his 20s, he’s obsessed. The notable quote, well, it comes to my mind is I think about what the level of obsession it takes to become successful, is it comes from Winston Churchill. This is the former Prime Minister of England who stood up to the Germans.
He says, “If you’re going through hell, keep going.” Now, according to Forbes, eight out of 10 of you listening right now who have started a business will fail. According to Forbes eight out of 10 of you who have started a business will fail. According to Forbes, 57% of you listening want to start a business. That means a lot of you are going through hell and my advice for you is to not stop.
Now guys, let’s get into the World War 2 story here, okay? So World War 2 is going on and the way it works is Adolf Hitler, not a nice guy. He decides to take over the world. That was literally his plan. By the way, what’s going through his cranium? “I think I’m going to take over the world here, Marshall. That’s my plan.” You know what I mean? If you’re buddies with Adolf, would you go, “That’s a little bit — you’re a little bit over the line I think a little bit.”
Marshall: I’ve never thought of that hypothetical before, “if I was buddies with Adolf.”
Clay: I’m just saying at some point, he’s going, “Hey, I think it’s pretty rational. Dan, I think I want to take over the world,” and you’re like “I think you’re over the line a little bit you know?”
But anyway so he begins to just heard up, round up and murder thousands and thousands and then millions of people. He’s the worst human that I could possibly think of. He goes to these countries and he says, “Here’s the deal. If you’ll hand over your Jewish people, I’ll let you go.” Many of the European countries start doing it and the only guy who stood up, the only person at all, was Winston Churchill. So here we are England, if you think about the map of Europe it’s as far left as you can go, as far west as you can go, there’s nowhere else to go. They’re backed up to the ocean and he says, “I am not going to give in. I’m not going to.”
Imagine what it would be like living in England at the time? Dan, go and cue the audio here, get that audio going here. Imagine what it would be like to be in England and this to be the soundtrack of your day. Imagine trying to go get your haircut, right? Imagine trying to go rent a movie. I know they didn’t rent movies but imagine going watching TV, didn’t have TVs. Imagine going on a date. Imagine to go to the store. What would that be like trying to function under those conditions, right?
Now, you can pause that real quick. So what happens is Churchill, he hops on the radio and tells people. He says, and this is — and if you get a chance to Google it or you can read in John Maxwell’s book 21 Irrefutable Laws of Leadership, I’m paraphrasing but he says this, because I don’t want to mangle the quote, but you just need to get 21 Irrefutable Laws of Leadership to read it. But Winston Churchill sends a letter to Adolf Hitler that he shares with these people.
And it says, “Mr. Hitler,” he says, “We will not give over our Jewish people to you and we will not submit to you. What we’re going to do is we’re going to fight you by land, by sea, by air, and we’re not going to stop until every last person has been killed because we’re not giving in.” By the way, America at this point, people forget this part. America wasn’t going to help.
Marshall do you remember why America wasn’t going to help? I don’t know if you guys studied at college, Marshall. I’m going to put you on the spot. Do you remember why America wasn’t going to get involved to help out our friends in the UK at this point, why we were letting — Do you remember why America was letting the Nazi’s take over?
Marshall: Educate me.
Clay: Okay, because it wasn’t our best interest. We had other things going on, right? What happened is there’s this magical little thing called the bomb, right? Those crazy guys from Japan drop these on Pearl Harbor and now we’re like okay, they say in history that the Japanese awoken the sleeping giant. But then America was like, “That’s it,” and then we got involved because it was in our best interest. So what I’m telling you right now. Dan, can you cue this music here?
This is what you need have happened in your head right now. If you’re going through hell, don’t stop. I’m quoting Winston Churchill. He says, “If you’re going through hell, keep going.” Many of you listening right now, I promise you — This year my dad, when my dad was going to ALS, that is awful. We’re going through hell, don’t stop. Your kids going through a sickness or an illness, don’t stop. You have no sales, don’t stop.
Your marriage is just in the toilet because you’ve been a jackass all year and your spouse has put up with you, don’t stop. You got to fix that thing okay? You got employees and you’re going I can’t get the- – I can’t find the right person, don’t stop. Keep doing those interviews, Marshall. Marshall, how many times you have to interview people before you find a good candidate my friend?
Marshall: We do a month of interviews and maybe we’ll find one or two good people.
Clay: You’re making cold calls, don’t stop. Marshall, how many cold calls you have to make before you can set an appointment typically?
Marshall: About a hundred.
Clay: About a hundred cold calls before you set an appointment, don’t stop. Thrivers don’t stop, can’t stop, won’t stop. You’ve got to keep going. You got to keep it going because if you stop, you’re going to get stuck. Do not stop. Thrivetime show during your afternoon, stay tuned for some more. Boom.
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Host: Live, local, now. You’re listening to the Thrive time show on Talk Radio 1170.
Clay: All right thrive nation, welcome back to your inspiration station. You are listening to some Michael Jack and in fact I am back. My name’s Clay Clark, former SBA entrepreneur of the year. I’m joined here with two talented men. Dr. Zoellner is out expanding his vast entrepreneurial Empire somewhere between Guatemala, Las Vegas, Minneapolis. We don’t know where he is right now but I can tell you he is out expanding that entrepreneurial Empire and it’s always amazing when he comes back from these trips on these diplomatic missions to Alderaan, for the Star Wars nerds out there.
He comes back and you’re going, “What did you do?” And he can tell you these fun stories and it’s exciting to see it happen up close and in person. But we had to find two people to fill in for the shoes. And Dr. Z, he’s not super tall guy because he got some big shoes and so we wanted to bring in the big guns today. So we brought in the co-founder of thrive15.com, Mr. Dan McKenna. Dan, how are you doing my friend?
Dan: I’m doing fantastic man.
Clay: Now, for anybody who doesn’t know about the Daily Hustle, because this is the thing, we’ve been now — just so you know, Dan’s been producing thrive15.com videos, thousands of them. It’s the world’s best business school. We have thousands of videos with Lee Cockerel, the former executive vice president. You mean the guy who used to manage Walt Disney world can teach you management for 20 bucks a month? Yes. Well, who produced that stuff? Dan McKenna.
Okay. So Dan’s the one behind the camera producing all these stuff. Now, after almost four years of producing stuff behind the scenes, now he finally, we finally get to unleash the beast and you get to see the cornucopia of awesomeness. Dan, can you explain to them your new show and where people can find out more about it?
Dan: The Daily Hustle, you can find us on YouTube and on iTunes podcast right there on the Thrive Time channel and it is basically our chance to answer your questions and we’re super pumped about it. We get these questions in from thrive15 members all the time. It’s not always realistic to be able to answer every one of them on this radio show, so we created this separate show. The Daily Hustle and we are answering your questions, leaning on the wisdom of the mentors and applying real-world practical applications, how we get it done.
Clay: You guys answer like real time. I mean you can’t answer all of them because you thousands of questions. But you guys, you get questions in. We had one guy asking about how to fix his credit this week. The emails info at thrive15.com and it’s a daily show, everyday, Monday through Friday.
Dan: Yes. Monday through Friday.
Clay: Ever thought expanding to eight days a week, guys?
Dan: We haven’t figured that part out yet but Marshall’s ready to do it.
Marshall: All right. I’m ready.
Clay: Okay. Now, Marshall Morris. The only reason we’re not doing seven days a week is Marshall is still and he’s still in that dating game. I’m married and so I can’t do this seven days a week because I want to stay married. He’s still out there. He’s doing a lot of interviews, doing a lot of group interviews, going to a lot of speed dating. He’s very selective. He’s trying to find the right dream woman here.
Dan: His is 10,000 hours, mastering his craft.
Clay: That’s right, 10,000 hours of mastering his craft. That’s true. Now, mixed master Marshall here, he is the executive producer of The Thrive Time Show so once you hear the audio magic, he’s the one behind the board typically making it happen. Now, he’s here on the camera today. Mr. Marshall, how are you sir?
Marshall: I’m doing awesome.
Clay: Now, we’re going to get into this. Bill Gates, the billion-dollar path to success. How did Bill Gates become a billionaire? Well now, it’s age 22. Bill Gates, again, he leaves Harvard. He moved to Albuquerque because he wants to be close to his first customer. Age 23, he exceeds a million dollars in sales. Then aged 24, 1979, he moves to Bellevue, Washington, where they’re still located, to be close to the suburb where he grew up in Seattle.
Things are starting to roll. 1981, he’s aged 26, Microsoft incorporates and buys the rights to the operating system DAS from Seattle computer products. The system is modified and renamed MS-DOS, and the company licenses it to IBM. Just so we’re getting this, what happens is, he teams up with IBM, big blue, and so when you buy a computer, Microsoft is required to be on the computer.
Later, this was disputed in court whether this was ethical but the point was if you bought a computer that was an IBM computer, which almost every computer was, you now had to have Microsoft to make the Machine run. Now all of a sudden, he’s 26 and things are taking off. But from the time he started to now, was seven years. Seven years before he went, “Foof.” All of a sudden, people go, “Oh my gosh, overnight success. Let’s put him on magazines.” Seven years, Thrivers.
Now, Marshall, we have some stories of some other businesses that took a while to get some traction. Let’s start with Google, my friend.
Marshall: Okay. So check this out, Google. I’m going to rock through this story here. Larry Page and Sergey Brin started working on Google in 1996.
Marshall: But three years later, 1999, few people had even heard of the Google yet, so add another five years and Google had made it, going public in 2004.
Clay: Check it out. Could you imagine what it would be like starting a program–? By the way, Google was started by Larry and Sergey and their goal, their stated goal was to download the entire internet, so that the information could be easier to sift through, it would be easier to find relevant information. But their goal is to download the internet. How many people would take you seriously? That’s kind of a joke like, “What are you doing over there? Downloading the internet.” I mean it was their goal.
Marshall: And what was it called at the beginning?
Clay: Backrub. [laughs]
Marshall: Backrub. “Hey, I’m starting my new company, Backrub.”
Clay: Yes, Backrub. I mean it’s just–
Dan: We’re going to download the internet at Backrub.
Clay: That’s right. Can you imagine working for three years making no profit at all with this stated goal? People are going, “How are you going to make any money with that? We don’t know yet.” Now, how did they make their money? They teamed up with Netscape and all of a sudden Google gained distributions. If someone’s listening right now and you have a great product but you don’t have distribution. Tell us the FedEx story, Marshall.
Marshall: Okay, FedEx story. Frederick W. Smith first came up with an overnight delivery company back in 1962. He outlined in a paper while he was attending Yale University–
Marshall: ’62. Smith went on to become a successful businessman who took his personal wealth of four million dollars along with another 90 million dollars from investors to found the delivery company in 1971. Here’s the part that most people don’t know—
Clay: However this just in.
Marshall: Federal Express failed to take off initially and was actually on the verge of bankruptcy.
Marshall: Bankruptcy. So he took the company’s last five thousand dollars, he went to Vegas and played blackjack.
He turned the five thousand dollars into 24,000 dollars which was enough to cover the cost of fuel and keep the company afloat.
Dan: That’s probably my favorite story ever.
Dan: Yes. That’s amazing.
Clay: I’m just saying, the thing is Thrivers, if you’re listening right now and you’re struggling and you’ve been in business for three years and you haven’t made a profit, you’ve been in business for four years and you have made a profit, you’re in good company, you’re in a Twitter company, you’re in that Google company, you’re in that elephant in the room company and every business struggles when they start, don’t get discouraged. Stay tuned. Thrive Time Show.
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Host: You’re listening to the Thrive Time Show on talk radio 1170
Clay: All right Thrive nation, welcome back to your inspiration station. It’s Tulsa’s only local business radio show and here we go. Boom. My name’s Clay Clark former SBA entrepreneur of the year. So glad that I’m here and near your ear, because I’m telling you what, I remember starting my first business and I remember I was officing there and to 71st st. Lewis in the Fountain Crest Apartments right behind the Marriott.
My wife and I, our apartment was very hot. I’d like to say because of the romance but it was because we couldn’t afford air conditioning. And so, my wife was walking to Office Depot and she would also — Also, she worked at Oral Roberts University as a cheerleader on scholarship and I had three jobs. I remember she would come home and she would say, “So did you sell anything today?” By the way, I’ve spent all of my money from all three jobs on buying like a speaker. I mean just one —
We had DJ weddings that weekend and I remember the Crown amplifiers, it was called the Crown CE 2000 amplifiers. And if one of those would break, that wiped out my entire earnings for like the month. It can feel horrible when your wife comes home and she says, “Did you sell anything today?” And you’re going, n”No, but I have some good leads, some good leads I’m working on.”
And it just starts to get discouraging overtime. I wish I had a show like this back then that I could tune into that would provide me the encouragement and the positivity and really the stories and the quotes and stats and all the things so I could know that, man, Google didn’t make a profit for three years, so that I could discover that, FedEx, man, those guys struggle. That I could discover, man, ESPN wasn’t an overnight success. I wish I would have this show and that’s why we produce it for you because it’s designed to help you start and grow a successful business.
Today, we’re really focusing in on the life and times of Bill Gates and how he went from a typical high school kid to becoming the world’s wealthiest man. So age 28, 1983, Allen that’s Paul Allen leaves Microsoft after developing Hodgkin’s disease. Microsoft announces Windows as an extension of its MS DOS operating system. Here’s the thing, these guys have been grinding, okay. Bill had been grinding since the age of like 19 on this business. They’re nine years in the business. They’re finally getting to the next level.
They’re finally getting to a point where now Windows is now going to be everywhere. They’re on the path to becoming a billion-dollar business. Right when they get there, his right-hand guy, his best friend, his dude, the only other guy who believed in his idea gets sick. So when that happens you could be de-motivated. And so Bill Gates, this is what he says, here’s an edible notable quotable. He says, “In terms of doing things, I take a fairly scientific approach to why things happen and how they happen. I don’t know if there’s a god or not.”
Now, this isn’t a religious show. But Dan, how do you react to that? Is it encouraging or discouraging for you to hear Bill Gates kind of go, “I’m just taking a scientific approach to why things happen.” What’s your reaction to that?
Dan: I mean everybody’s got different world views and how they grew up and how they understand the world. Bill obviously has his approach of how he understands the world. To me, it seems like he’s saying, this is just how it is and so this is how I’m going to move forward. He’s just saying that there’s no like other weird thing happening here, this is how it is, I’m going to keep going.
Clay: Now, I’m going to offend probably only 90% of our listeners here. I’m just going to — there will come back and hopefully we can give each other an audio hug here. But the Bible Belt, this is the Midwest the Bible Belt, and I do believe in God. I do believe in Jesus Christ. That’s my personal faith. If you don’t believe in Jesus Christ, I think you’re still a beautiful American, a great person, you can believe whatever you want to believe.
But that’s my personal faith and I share that because I want you to know the context and the bias that I bring to this. However, I do know that there’s been times in my life where I didn’t believe in God. I didn’t believe in God at all until my son was born blind. So I went to church, I mean I went to church. I even actually pretended to pray. I remember going to Oral Roberts University pretending to care, but I wasn’t a Christian. I just went to ORU because it was like a — I thought pragmatically that I would have less and have statistically like a less probability of having my equipment stolen out of my dorm room if I went to Oral Roberts University than St. Cloud State.
I went to St. Cloud State, and there were rapes on campus, true story, rapes on campus, violence, drugs. I thought ORU, I said, in the secular world, there are crazies and there’s ORU crazies. So ORU, if you are an ORU crazy, you’re usually a guy who you meet a girl, she’s a freshman, and you go, “Hey Amanda, I feel that God wants us to be together.” And you use the word God, and she’s like, “Oh no.” But that’s what would happen to ORU, right? Dan you went to ORU?
Dan: Yes that’s true.
Clay: So guys, that’s the ORU crazy. Now, if you go to like St. Cloud State, the St. Cloud State crazy was a guy dressed in all black. He’s usually wearing like some kind of Marilyn Manson gear. He’s changed his name to like, Thor, and you’re like —
Clay: Zender. You’re like, “So Craig, what’s going on?” “It’s Zender.” There’s all different kinds of crazy. The thing was I found at ORU, I found it to be very discouraging for me. It was very discouraging at that time in my life when I did not believe in Christ, was that people would not apply for a job and they would pray that God would give them the job. Meanwhile, I’m like — check it out. This is how I’m going to get my job. I’m going to apply at all of these jobs.
I’m not kidding. I’m sending out resumes boom, boom, boom, boom, boom, boom, boom. I always had three jobs, four jobs. I actually landed an internship at an accounting firm and I wasn’t studying accounting [laughs]. The thing was that you can just through just — I’m telling you through just hustle, you can have success. I always tell people in the natural do what you can do and then in the supernatural let God do what he’s going to do.
I think a lot of people in Tulsa, Oklahoma specifically, do nothing and want God to do everything. It just irritates me watching people not do in the practical what they could be doing. Now, if you take God out of it, Marshall, you see businesses all the time. This is what they say all the time. You tell me if I’m wrong my friend. This is what they tell you, because we coach clients from all over the world. New York, you just talked to guy in New York yesterday. Fort Myers, Florida. Boca Raton, Florida. Toronto —
Marshall: Chandler, Arizona.
Clay: Chandler, Arizona. We’re big up there. We had a guy drive all the way from, what, South Dakota?
Marshall: Yes, that was pretty crazy.
Clay: He drove from South Dakota for a workshop. We see people all the time and this is what they say, “I can’t find good people.” They say, “I can’t find the people. It’s not possible. Marshall, go ahead and give us the — How do you find good people? Go ahead and give — You have one minute. Tell us how to find good people. If I can’t find good people. Tell us your system.
Marshall: If I get hit by a bus today,if I get hit by a bus on the way home, at least let me leave you with this nugget of how to find good people and that’s what’s starting all these sustainable system starts with this, finding good people. If you have good people, a lot of your problems with your systems and workflows go away.
Clay: You give us those answers.
Marshall: You first hire every single week by posting on a job board that you like. For us, we just post on Craigslist.
Clay: You post every week?
Marshall: Every single week. Post every week. Commit the $25, the non-negotiable $25, $35. Non-negotiable $25.
Clay: Every week?
Marshall: Every single week.
Clay: Step one. I’m writing that down.
Marshall: Step one. Step two; you’ve got to hold a group interview every single week. What’s that going to consist of? Everybody sends you their resume. You don’t read the resume.
Clay: You don’t read the resumes?
Marshall: No. You invite them to come to a group interview same time every single week.
Clay: Every week?
Marshall: Every single week.
Clay: By the way Google does group interviews. “They do group interviews?” They’re hiring like 500 people in a year and they have to bring in a ton of candidates at one time. They say, “Our interviews are open. Interviews will be Saturday from 10:00 AM to 3:00 PM. Be there.” They do it every week.
Marshall: You bring in a crop of people every single week and maybe after spending the one hour to post, one hour to send emails, one hour to do the group interview, maybe after a month you’ll find that nugget A player. That’s what it takes. Only two to three hours a week to do hiring and a lot of these problems go away.
Clay: I think a lot of people though — I want to make it more of a romantic thing. They want to go, “What are your three keys to find the perfect employees? What are the perfect words I should say?”
Dan: What questions should I ask in an interview?
Clay: Yes, but it’s more of a shotgun approach. I always tell people — This is a horrible analogy. If you love PETA you’re going to hate this. This is Clay Clark hunting [laughs]. Back in the day, I lived in Minnesota and my friends would want to go fishing. You get in a small fishing boat and you go, “Zzz.” You throw out your rod and you put a worm on a hook. You’re sitting there and you’re looking for a sunfish or a walleye. My buddies go inside. I’ve never fished before. They go inside. They’re getting lunch. Mr. Roshan Doe for– They’re getting lunch with Roshan Doe — For Aaron Roshan Doe for his father Ron. They’re getting lunch.
I took out a net. I put a net behind that boat and I just start dragging that leg [laughs]. I pull it up. They come back. I’m not kidding. They come back and there I am sitting on the dock in a boat and I’ve got probably 150 — No probably 50 fish and various barnacles and various things like that. They’re like, “How did you do that?” I’m like, “I dragged the leg. I got the fish, boom.” There’s no art to it. It just works. I’m telling you that’s how you have got to recruit people. You have got to find the people.
Marshall: If you need any specific different tips or tricks and you need a document, you need to know specifically what to say or what to post. We actually have that up on thrive15.com.
Clay: Thrivers, if you’re listening to the show for the first time or maybe you’re listening to it for the third time, or the 18th time, you’re getting to a point I call decision time. You’ve got three things that you can do today, just three moves that you can do right now, okay? If you’re not happy with where you’re at in life or maybe you want to take your life to the next level, there’s three things you could do.
One is do nothing. It’s a good move, you do nothing. What you want to do is you want to form like a prayer group, a prayer team. You want to get in a prayer chain. You want to maybe get some incense. Whatever works for you. You want to just put it off on a spiritual force and do nothing.
Option number two is maybe you do something, okay? Do something. You got the options here. What you do, you go to thrive15.com. Thrive1-5.com. It’s the world’s best business school. It’s online. It’s available for you for as little as $19 a month or you can set your own price. “Set your own price?” Yes, go there figure it out, thrive15.com or option number three you can sign up for in-person workshop or one-on-one business coaching. Learn more at thrive15.com. Three, two, one. Boom.
[01:25:39] [END OF AUDIO]