During this business coach training Doctor Zoellner and Clay Clark teach how long it really takes most businesses to be lucrative and profitable and the level of diligence that typically goes into growing a business. Business coach Clay Clark and Dr. Robert Zoellner have special guest and local business owner, Dave Stine, on the show to talk about what it takes to become an overnight success. They talk about all of the late nights and tons of multiple jobs that it took to build business up to become the best in the industry.
Clay Clark: It’s the Thrive time show on your radio, one, two, three and away we go. My name is Clay Clark, I’m the former SBA entrepreneur of the year and boom, I was sent here to teach you how to start and grow a successful business and but being a but a boom inside the box that rocks. Today I am joined with two great Americans, two beautiful men, we have Dr. Robert Zoellner to my right and to your left if you’re on Facebook live. Dr. Zoellner, how are you, sir?
Robert Zoellner: I am fantastic, it’s Monday, I’m a fired-up it’s a new week, it’s February, it’s the month of love and I have to introduce Dave. Come back to me because there’s a couple of exciting things going on this month that I want to share.
Clay: I am trying to fit in with all the optometrists who are listening and with you in particular. I have been working on some new compliments and I’ve been trying to say to people I know who are optometrists. Here’s what I’d like to say to you right now and I mean this sincerely. I love the shape of your eyeballs.
Robert: Wow, that’s awesome.
Clay: Did that feel warm? did that feel sincere?
Robert: I feel loved.
Clay: Okay, that’s great. You have some serious cornea health that says I appreciate. Your retina’s remarkable.
Robert: I’ll tell you what, keep going there.
Clay: You’re one of my pupil people. [laughter] Okay, that’s all I got. All right now, we are inside the box that rocks today and really a Tulsa treasure, a guy who’s been helping Tulsa businesses get the furniture you need. As your business grows you need furniture in your lobby, you need some desks there, you need chairs, you need all the accouterments to create the right decor that makes the people come back and want more.
It is Dave Stine, he is a second-generation business owner and operator of Crown Furniture in Tulsa, Oklahoma and apparently, you guys have been doing things the right way for 17 years. Dave, how are you?
David Stine: I’m doing great, thanks for having me on the show.
Clay: Now Dave I want to ask you this, let’s say that I’m listening right now and I have an office and I say, “Listen, my furniture is not so good and I know that my product is really good but my furnitures, not so good.” Carl just walked in, my good friend Carl and he says, “Clay, your furniture looks like it’s from the 70s,” and I’m like, “Oh no, how did he know?” What do I do? what remedy do you have If I’m listening right now and I’m realizing I need some better furniture for my office?
David: Well, we can definitely help you with that. Obviously, if you came and saw me we could come up with some great ideas, some concepts and we have a design center that takes care of that.
Clay: Now, do you when people want to come see you, do they teleport to you or where are you located?
David: We’re located on 55 56 South Mingo right in the middle of Tulsa but we also can come to you obviously if you’d like us to come to you guys, we can give you some design help on that.
Clay: Is there a website or a phone number you want to direct people to?
David: Yes, our phone number is 918-663-6704 and we’re at crownfurniture.com.
Clay: Z, I’m telling you what, just your irises are just great today.
Robert: Oh stop it, go on, keep going. Keep going and talking about eyes but I’ve got something serious to talk about. Dave welcome to the show, we love putting local business people on the show that are doing well, that are having success because we like to get them here and would like to pick their brain, because everybody has a little bit of secret sauce and hopefully as a show progresses we can give Dave to tell us a secret or two about how he’s doing business successfully here in the great state of Oklahoma, the great city of Tulsa, Oklahoma.
This month this look, I want everybody, got your calendar, if you’re driving to lunch probably to Oklahoma Joe’s BBQ, but if you’re driving the lunch or if you’re at your desk, get out your calendar and I want you to circle with a sharpie.
Clay: “My marker’s not working.”
Robert: Well, I’ll wait, get one.
Clay: “Get me a pen, use your human blood just write it on the counter.” Get ready now, sorry.
Robert: Okay there we go. Now I want you to circle February the 24th-
Clay: “Okay, got it.”
Robert: -And February the 25th, that is a Friday and Saturday. You may say to yourself, “Why am I circling these dates? why did I just mark up my calendar with these? why did I just circle that?”
Clay: “Why don’t I just write on my phone with a sharpie.”
Robert: “You’re pulling my brain.” No, what’s happening is is that you’ve asked for it and you’re getting it, and that is in-person workshops. So many people have gotten on our thrive15.com and watched or actually learned from our business school without the BS online. A lot of you out there and thank you very much for listening to our ThriveTime show now, everyday live on talk radio 1170 or the podcast at thrivetimeshow.com and you’re saying to yourself, “Are they real?”
Clay: Yes, we’ve had a lot. Let me give you an example, this is fun, we had a lady that we talked to today and she just bought her tickets and she was explaining to us that she just went on there and read reviews. When you see reviews from people like you pretty soon it becomes clear that “Well, there’s no upsells, there’s no nefarious end- game, we’re not trying to trick you with some smoking mirrors deal.” You come to the in-person workshop at our thrive15.com world headquarters.
Two days, 15 hours of power right here on the left coast of the Arkansas River, you won’t be abducted by an alien, you won’t have to walk on hot coals, you won’t be called out in a group setting where you have to talk about, “This is how I feel and this is how I was raised and that’s why my sales are down.” No, it’s a very practical business training.
Robert: Well, and I’m going to go through a few of the things that we teach you. I’m going to tease you with some of the things that we teach you at our in-person workshop and the nice thing about being on the left coast of the Arkansas River here in beautiful jinx Oklahoma right next to Tulsa, Oklahoma of course, is that it could be a scenic waterway the day you come or it could be beachfront property.
Clay: Either way, there’s a good possibility that if you are currently living in a van down by the river, this might be a good riverbank for you to move that van to. Either way, if it’s full if it’s empty-
Robert: It’s versatile.
Clay: -It’s versatile.
Robert: Some of the things that we teach you are branding, what does that mean? that the perception of your business is very important, we teach you how to do lead generation in sales.
Clay: Syrian cows? Brandy I was a little slow on the uptake of that one, sales-
Robert: Sales, we teach you some leadership.
Clay: Lead? Why would I need to lead people after I sell things?
Robert: Well, because you have a business and you have things called employees there Clay.
Clay: Okay, sorry.
Robert: You have to demonstrate leadership.
Clay: Sorry, I was just distracted by your pupils.
Robert: Financial management, finding good employees. You hear that all the time, “There’s no good people out there.”
Clay: “There’s no good people I swear. You will understand that in the industries that I’m in mainly are American industries where we build things and various things, you cannot find good people. Dr. Zoellner has hired all the good people.”
Robert: “It’s impossible, all the good people are taken-
Announcer: Broadcasting live from the center of the universe, you’re listening to the Thrivetime show-
Robert: Maybe and there’s 13 steps that we do, 15 hours of power and probably the most important segment of the weekend is time management. You say,”Why is that so important?” because so many people out there have that little dream of entrepreneurship buried down in them and then I may have coffee with him or I may see them at a store, they come up and they talk about it and I look at them and I listen to them, I listen to their story then I say, “Well, but why aren’t you doing it?” they go, “Well, it’s a dream, it’s passion, it’s a love but I just don’t have the time to do it.”
Clay: The time management system we’re going to teach you is the same system that Lee Cockerell, the former executive vice president of Walt Disney World resorts put together, he’s one of our mentors, one of our teammates, Lee Cockerell, google that guy’s name. He managed 40,000 people and his time management system will be taught to you, it’s a game changer. After the conference, this is how you’re going to feel [music] you’re just going to have that energy, just ready to go, ready for that big race.
Z, I’ll tell you what, on today’s show we’re talking about that feeling after you have started after you’ve got yourself all ready to go and you’re excited. This was the feeling to start that business. When your family started this business David 17 years ago, there’s a certain excitement to start the business, but the thing is that the overnight success, and here’s today’s topic, the overnight success usually takes 10 years.
Dave: That’s right, definitely.
Clay: I want to break it down Z, I’m going to give you an example and Z when I break this down I want you to just pontificate, share with us your feedback.
Robert: To marinate.
Clay: To marinate. Here we go, this is Bill Gates, you ever heard of Bill Gates?
Robert: He’s one of the Gates brothers I think.
Clay: Yes, basically, he’s big than Branson. This is Bill Gates, he started Microsoft he says this, “Bill gates started Microsoft back in beautiful 1975 in an attempt to develop and sell basic interpreters designed for the alt air 8800,’ that’s what happened, that’s how he got started. After six years of working away, I repeat Z, six, I’m actually in a circle, after six years of working away, he was able to land a contract with IBM to provide their personal computers with their base operating system.
It took another five years–I’m circling five because that seems like another massive amount of time. Took another five years until he was able to take Microsoft public in 1986. Thus after 11 years, he became an overnight success. Z, what are we talking about?
Robert: They didn’t seem fair. Everybody that I’ve seen be successful it seems like it happened so quickly-
Clay: Like in two minutes?
Robert: Yes like Uber, Uber just bam, that just boom. Google, boom, all these things obviously you just come up with an app and it goes viral the next day and you’re worth a billion dollars.
Clay: Did you know that google didn’t make a dime of profit, even a dime of profit for the first four years, at all, nothing.
Robert: So many people out there are saying, “That’s not– you guys this is Monday and I’m listening to you over my lunch hour and I want to be encouraged and edified and I want help start my business and you guys are supposed to give me practical business tips, this sounds a little Debbie downer, a little negative Nancy.
Clay: Here’s the notable quotable that shall set you free. I’m going to give you one from our main man Harvey Maki, motivational speaker then one from me. Harvey Maki says this, he says, “be like a postage stamp. Stick to it until you get there.” That sets to you, you got to stick to.
Robert: Stick to it.
Clay: Here’s my notable quotable which I like more than Harvey Maki.
Robert: [laughs] I wonder why.
Clay: But mine is in five years from now, you’re going to be five years older whether you’re closer to success or farther away.
Robert: That’s the thing about a lot of people talk about doing something that takes years and my thing I always — kind of the same thing Clay, I always say how old will you be in four years if you do it? How old will you be in four years if you don’t do it?
Robert: It wasn’t really, it was just a question for the thrive people out there listening.
Clay: I’m sorry, sometimes when you look at me and speak to me I feel like you’re talking to me.
Robert: [laughs] That’s just weird. The thing about this and lot of people go “No wait a second.” How can I start my business with say I want to start a business out of my garage, out of my dorm room, out of my thing and if it doesn’t make money right off the bag, I’ve got a car payment. I’ve got my phone bill.
Clay: I’ve got a cat that I have — getting really expensive clothing for. I’ve got the Patriot’s direct TV specials. I’ve got movies, I like to eat lobster. I’ve got a lot of needs. I’ve got multiple cell phones; one for me one for my boo. Boom.
Robert: You’re telling me if I start a business and sometimes most of the times about every time, it doesn’t just make money day one. How do I survive? How do I live? How do I pay my bill? I don’t want my cell phone cut off.
Clay: I’ll tell you this. There’s one guy who knows something about this because David grew up in a family where he’s the second generation entrepreneur. When we get back he’s going to walk us through the process of how he saw the business grow. How he’s grown the business. Now, Crown Furniture is one of the most trusted names in business furniture. They take care of businesses. They build a lifetime relationship with the customer.
As your business grows so does that relationship but you know what? It took 17 years to get it to where it is right now. He’s going to walk us through what that’s like being in a family business Z. I’m super excited.
Robert: When I tell you what you just said a very profound thing and the answer to it; want me to give it to you now or wait off to break?
Clay: I don’t think I could handle it emotionally right now because I’m trying to get on my phone and find the nearest Oklahoma Joe’s right now. I’ve just got a limited time of window of time during the break. I feel like if I could just adjust earth-space-time continuum enough, I can get out outside the box at rocks. Fly over there, buy my Oklahoma Joe’s baked beans, fly back. Be here.
Robert: The profound question was how do you survive starting a business that doesn’t make money day one? How do you do it?
Clay: Dig through the dumpster at Oklahoma Joe’s. You’ll get all the leftover of baked beans and burnt ends [crosstalk] Bobby and I do it.
Robert: No. When we come back I’m going to tell you how you do it. You don’t want to miss this.
Clay: Is this totally against dumpster diving? Bobby and I, we’d just go back to the time when we’re scrubbing stuff.
Boom boom boom, guess who’s back in your room. My name is Clay Clark giving you that practical knowledge that you can consume and make your business boom. Dr. Z, I am super excited to have you inside the box that rocks broadcasting from that magical microphone. I just want to ask you from a pure visual perspective, as an optometrist have you ever seen a guest inside this box that rocks who is as beautiful as a man and a great American as our guest here Mr. David Stine, Have you ever seen it?
Robert: No. I just seen it and he smells of furniture polish and rich mahogany leather. He is a big deal. Wait mahogany is that no Corinthian leather. Mahogany is like a wood.
Clay: Alright quick correction. We want to be accurate on this show and I need to make an apology publicly.
Robert: You know what I’m excited about?
Clay: What are you excited about.
Robert: It’s Monday and I’m excited that now we’re celebrating our 124th show. Back in September, Scripts Corporation Entertainment TV and radio and stuff all over the country approaches us and said listen “We’ve got plenty of political shows out there.”
Clay: Plenty of political shows.
Robert: We’ve got plenty of home and garden shows.
Clay: Lots of shows about gardening.
Robert: Lots of sports analysis shows.
Clay: A lot of shows about sports and analysis and various things.
Robert: Shows that help you buy and sell your home.
Clay: Sell and buy. Buy and sell by law based is so high.
Robert: You know what we don’t have and what we think would be fun to do and that is a business talk show that gives practical business knowledge to people that want to start a business because according to Forbes Clay, about 57% of the people out there what?
Clay: Want to start a business. They want to start their entrepreneurial dreams right now?
Robert: You know why? Because they want two things. They want financial freedom and –
Clay: And they want baked beans?
Robert: [laughs] They want to buy baked beans it’s just that the financial freedom. If you have financial freedom you can have baked beans as much as you want whenever you want. What’s another thing that people value highly Clay that would you have it –
Clay: Time, freedom and financial freedom. I’m sorry, every once in a while you get this Randall who takes my microphone and starts talking about baked beans and I don’t know what that’s all about.
Robert: Let the guy in the box, we’ve got to get better security. Sam where’s the security? Sam Daniel our Lumberjack producer anyway, I’m so excited that Scripts first on the radio we’re having a great time. Before the break, I had a profound question that I told you I would answer when we come back from break. The question just to set it back up again, tee it back up on the tea ball thing was hey, we’re talking about these overnight successes i.e. four, five, six, 10, Bill gates 11 years before they start making real money before they start making money in their businesses. How do you survive in the interim?
Clay: I’m excited to know. [music]
Robert: There we go. I’m living underneath the overpass, I’ve got my cardboard condo set up but I’m working. I’ve got my thing, I’ve got my app and I notice that any day it’s going to be viral.
Clay: Any day bro.
Robert: I’m dumpster diving. I’m doing my thing cars are going by and I’m waving to them. I’m yelling out “Get my app.” No, here’s how you do it. Here’s how you survive and it may take more than one of this. This is going to be crazy. This is going to come across as crazy talk. You have what they call a job.
Clay: What? That wasn’t fun at all. I’ve got to run music [music]
Robert: No, no. Get out of your cardboard box underneath the overpass. Your app will hit one of these days and if it doesn’t in the meantime guess what? You’re punching the time clock and you actually have a job.
Clay: A job?
Robert: How is that possible when you’ve just until you give up things in your life you continue doing your business. You continue working out at your garage. You continue making your widget. You continue going door to door. You continue trying to sell it, your product, your service. In the meantime, you’ve got to pay the bills unless you think you’re going to win the lottery which probably ain’t going to happen.
Clay: If you don’t want to do that you can always embrace a totalitarian government in the form of communism. Because communism it’s always gone over so well that every country that it’s been in, I mean North Korea they are known for– that one didn’t go so well. The former USSR, those guys were doing– okay that wasn’t a good one. But then the Cuba, the guys in Cuba, the economy of Cuba really [crosstalk] Communism might not be a move either so you got to have a second job. You got to work hard. I’ll tell you the guy in the box that rocks today David, he watched his father– This is a quick update here. His father– What year is 1982? Was that right?
David: Yes ’82.
Clay: ’82 your dad takes over the mother ship. He’s running Crown Furniture and you watched your dad diligently work everyday work at his craft, you shadowed on him to work. How old were you when you first started shadowing your dad?
David: I was five years old when he bought the company. I would come into work with him a lot of times in the summer and I just literally grew up around the furniture store. At a very young age, I got to watch how to run a business.
Clay: When did you get to that point where you said, “I think my family and I, we want to take over the business from dad.” When did that idea cross your mind?
David: I think at a young age I always knew that I would be involved in business. I always loved the entrepreneurship and I watched my dad work the business. As I got older and my dad’s health started to fail in 2000, that’s when I took over the company but really at a young age I always was just intrigued by business and I knew even if I wasn’t in the furniture business I would definitely want to be a business owner and an entrepreneur, that kind of thing.
Clay: There’s two different people, two different personalities who are listening to the show and I’d like to ask you some questions on their behalf. There is one kind of entrepreneur, someone listening to the show right now, who you love entrepreneurship. This might sound shocking to some of you listening but this is a true thing. Another group of you might be going, “I don’t really care about business. I just don’t want to be poor anymore and I realized the only way for me to get where I want to go is to start or grow a business.”
I would be– recap to number two that I really didn’t have a huge desire to start a business as much I just didn’t want to be poor anymore and the other person just has it in their DNA. What feedback would you have for somebody out there who just has it in their blood to start a business but they haven’t done it yet. What encouragement would you have for them?
David: I know this sounds profound but you have to start somewhere. That really is key is to start at something. Find something that you like. Something that— for lack of better word, does it for you. It’s something you enjoy. Whatever industry that’s in. And start to study that in– It’s always dangerous to stop your day job and quit your job. I would say try to get the company going. And then work from that aspect.
Clay: My advice I would have for you if you’re listening and you want to start a business and you’re going “Gosh, I just don’t know what kind of business to start.” I would recommend you go work in that industry. A good example for you listeners is I wanted to become a disc jockey. I want to be a DJ. I want to start a DJ company I thought it was something interesting. And so I went and work for a guy named Rob Biggins, a great Tulsa guy.
Rob if you’re listening or if you know Rob Biggins, shoot Rob Biggins a text. Rob was gracious enough to hire me as the low man in the totem pole, the gear roady guy. I got a chance to work in it and see what it was like, what a wedding DJ did, what they shouldn’t do, what they did do. How to interact with customers. I got a chance to get a first-hand dose of the experience. Z what feedback would you have to someone listening who says, “I want to get into the world of entrepreneurship? I just don’t know where to start.”
Robert: I’ll tell you what, what’s your passion? What turns you on just like David was saying? What fires you up? What interest you? What sparks that? Because if you’re not doing something you love, I’ll tell you what entrepreneurship is starting a business. It’s hard work. You’ve got to be committed. You’ve got to clock-in. It’s a seven day a week deal. Nobody cares about it as much as you do. And you’ve got to take it very seriously.
If you start with something you love, something you have a passion for, you’re halfway there. Then what you do is, is you hook up with either a mentor or you’re going to make a mistake or two. That’s a tried and proven method of establishing your business. You keep making mistakes after mistakes after mistakes. Oh, I probably shouldn’t do that. Oh, that’s another thing I shouldn’t do. Or you can find some really good mentorship and learn that way, Clay.
Clay: Now Thrivers, the theme of today’s show we’re teaching is the overnight success usually happens after ten years. We get back. We’re going to break it down. We’re going to talk about how in the world did Steve Jobs build Apple? How did he build the big Apple company? Stay tuned for thrivetimeshow.com.
Alright, it’s the thrive time show on your radio. Some you are tuning in right now and going, “What is the thrive time show on the radio?” Some you are saying, “Is this a political show?” What if I discovered here? Should I even listen to this show? Well, let me give you my little two scented elevator pitcher. If you’re ready for business school without the BS, taught by millionaires, mentors, and everyday success stories, you found the right show.
You want to talk about should they build the wall, should they not, executive orders, who’s upset, who’s being deported, who’s not, let’s get frustrated and talk about the same scandals everyday. There’s another show for you. But this is a show for you. It’s the thrive time show and I’m always honored to be inside– We joined inside the box that rocks with a guy who my wife worked for this man as the front desk person.
Then she’d got promoted to be the prepper where you blow a puff of air to the eyeball of Dr. Robert Zoellner and associates. I saw this guy and I realized he’s having success. He’s living his life the way that Michael Jackson sang songs. He’s living his life the way that Michael Jordan played basketball. He’s living his life, the life on his terms. He’s having success is a perfect — No but he’s loving his life and there’s got to be a way that I could learn how to do that.
I sequestered him. I harassed him. I basically waterboarded him into doing a lunch. We met at Ruby Tuesdays and discovered through a Kyle who tipped me. She said, “he likes the croutons.” And so I got the nice salad for you. You got the croutons. Next thing you know, I get the chance to meet you. That relationship developed. We teamed up together to start thrive15.com. The world’s best business school.
Now we’re here and I’m just telling you, the tip that he gave you before the break is so powerful. We’re talking about well — If I’m want to become an entrepreneur, what’s the first step? Z said find something that you love. I have an audio clip that will showcase you when I say love, what that means to me? For me, I want to become a disc jockey because for some reason when I hear songs like this, it takes me to a place and I don’t want to come back.
I’m going to play it for you and he can capture why I wanted to become a disc jockey. Here we go. This is Michael Jackson here. Here we go, Michael. [music playing]. It’s so effortless for him. He just loves music. Listen to this. I could sit in my car for hours jamming to this stuff. Listen to this. For some reason I’m going– I wonder how this song could fit into another song. I wonder how I can beat match it. And I was always fascinated with the DJs who could mix it from track to track seems like it was never stopping.
And always do the next song to play. And then you have to make it fit. And I’m just going. If I could be a DJ that will be a eureka. Because I could do this for a living. What? I could get paid to do what I loved? [laughs] That’s what I did. And then, you said why do you have the two-day in-person thrive15 workshop? Why do you and Z do that? That’s a two day on February 24th and 25th. You’d say, why do you do that? We had a person who left last week and said it was like Steve Harvey meets business training. It seems like he really loved that. And I go, yeah that’s what I loved doing. Z, that’s so critical. We have to do something that we love my friend, am I right?
Robert: We do it during the break, I was asking Dave Stine. He’s our guest on the show. We love bringing local successful business people on the show. He’s successfully been running Crown office furniture since 2000. His father had it in 82 and it’s been around since 56. And I asked Mr. what’s your passion, what do you love to do and he said, “you know I loved riding motorcycles on the dirt.” The dirt bike thing. And it took me back to my childhood because when I was a kid, there was a very famous dude that rode the motorcycle and did all the jumps. It inspired me to — I was too poor I couldn’t afford a motorcycle but I liked a little bicycle we borrowed from a neighborhood.
Clay: Evel Knievel?
Robert: Evel Knievel. You remember him. Did you ever watch Evel Knievel or you were too young for that probably Dave?
David: I still watch some of it. I even like to go on the internet now and watch stuff like that.
Robert: Oh yes. The jumping thing. It was always fussing. The dude would jump, then we would set up this jumps in the neighborhood. How did we all survive as kids? I don’t know.
David: I have no idea.
Robert: Yes exactly. I don’t know.
Clay: There was a lot of people that didn’t make it Z. There’s a lot people that didn’t make it. You have made it. You made it through. We’re talking about your overnight success. We’re talking about as an entrepreneur. Your overnight success will usually come after 10 years. And that seems like a long amount of time Z.
Announcer: Broadcasting live from the center of the universe. You are listening to the Thrive Time Show.
Robert: The thing about it is you’ve got to understand, a lot of people would look at a business and then they will say to themselves wow, they got it going on.
Clay: They got it going on baby.
Robert: They did it.
Clay: That is hot.
Robert: Woe, I want to do it.
Clay: Look at that business.
Robert: Look at it go. And then they say to themselves, well okay then they start it and things are slow. And they’re not making any money so they’ve kept their job. We’ve talked about that earlier in the show. They’ve kept their job. Just like Dave was talking about. I don’t advise you leave. You losing your day job yet.
Clay: They’re burning their furniture to heat their home. And that’s where it’s got at this point.
Robert: [laughs] That’s where it’s gotten. The thing about it is they’ve started it and now they got discouraged. They get discouraged, they are six months into it. They haven’t really made that much profit yet. They built up. They’ve made some sales, they’re doing better. They’ve improved upon their widget. They’ve improved upon the product or service that they’re doing.
They’ve got a little bit of coaching. They’ve made a few mistakes. And they’re looking and going — where can I go to get mentored, Clay? Where can I go to get coached up a little bit? Then they stumble upon this website called thrive15.com. And they just go eureka. That’s so cool. Some people that can actually coach me at an affordable rate.
Clay: What’s happening is if you’re finding yourself alone at 2 am, eating ice cream while listening to Careless Whisper. Thinking about past romances. Would have could have should have of what the opportunities and you’re just going — I got to do something with my life. And if you’re going back and get some more ice cream. Or it’s going to be ordering some random fitness equipment of some infomercials.
Robert: I got to shake wave.
Clay: Let’s go order one more shake wave. I got it. I’m ready to put another 400 dollars into some dehydrated meat processor or get some ice cream. I’ve got to do something with my life. Or I could probably maybe do something that has a chance to improve my life. You said dehydrated meat won’t improve your life? I’m not totally said it, but you realize you got to do something. If you’re looking for that something, we’ve built thrive15.com to be the solution.
You can turn off Careless Whisper and George Michael and all the regrets. And you can get over there to thrive15.com. The world’s best business school. And for 19 dollars a month, you now have access to the world’s best business school. By the way, if you can’t afford it you can do it for a dollar. You could do it for 2 dollars. Once your business begins to grow, we’d loved it if you’d be full price because every time we have a full-priced member, we do supply membership to a member of the United States military.
Robert: Dave I’ll tell you what. You’ve got a wonderful story. And there’s a lot of people out there that — In a healthy way are jealous of it. You had a successful business father who mentored you. And then when he retired he handed the business off to you and a couple of your siblings and that is awesome. The second generation getting coached up and being mentored and being handed off. Give me a couple, top three things your dad taught you, mentoring you while you were a young man growing up in the business and watching your dad run this business. Can you give us a couple of little secrets or things your dad taught you?
David: First of all, and this probably is something everybody’s heard, but how you treat people. He was always really big on treating people right and making sure you go the extra mile and just going above and beyond and making sure that when you leave any business situation, that they always feel like they won and you treat them really well. He was always really big about that and he instilled that. He always would say, “how you do anything is how you do everything.”
Robert: That is awesome sauce. And you know what you said about three very powerful things. When we come back from this break, I am going to encourage. I am going to stimulate Clay Clark, the world’s best business coach, to unpack a few of those little precious nuggets you just said, Dave. When we continue with the Thrive Time Show right here on Talk Radio 1170 in Tulsa and in Tennessee Chattanooga, welcome.
Clay: Baby, baby, thrivetimeshow.com bang.
Clay: All right, welcome back to the Thrive Time Show. The show where we teach you how to not end up in a van down by the river. How about that for inspiration, Z? If you’re going, I don’t want to live in a van down by the river.
Robert: Unless that’s your life goal, you may be saying to yourself, you know what, I’ve always wanted a really nice van and I always wanted to live in a waterway and the river.
Clay: The man who’s almost a billionaire. The guy who is the CEO of Zappos, he literally has decided that he wants to live in one of those jet stream, little like super small —
Robert: It’s like 240 square feet and he has two llamas that live there with him.
Clay: He’s worth almost a billion dollars. If that’s your goal, the whole thing is this show is trying to help you gain control of your life and get you where you want to go. We have a sensational guest on the show, David Stine. David was imparting some words of wisdom that blew my mind.
Robert: Yes, I tell you what, you go through life and David’s been running Crown Furniture now since 2000, for the last 17 years and he got it handed off to him by his father, which is a beautiful, wonderful thing in this country. I’ll tell you what, it’s just awesome when you have a successful parent and they teach you and coach you and mentor you up and then, their ceiling becomes your floor and you get to strive to the stratosphere.
It’s like they were the initial rocket launcher engine and then that falls off and the next one kicks in, that’s you and now you go. I said, listen, there’s a lot of people out there that, in a healthy way, would be like, man, I wish I could be that way. Well, you can be that way. If your father wasn’t successful to hand you a business, you know what, you could be successful and hand your children a successful business, okay. You can still be part of that ladder of opportunity, what I like to call vertical integration with your kids.
Clay: Vertical integration with your kids, that’s like a great book title.
Robert: I ask Dave, I said, listen, give me a couple of three little hot sauces that your dad mentored you on, taught you on, because in business you learn by mistakes or mentorship. He gave three beautiful things. I want to deep dive on those a little bit. So, Clay, I’m going to pick your brain. The number one business coach in the world, folks. The first thing he says is, your dad taught you how to treat people and the importance of that.
Clay: Here it is, this is the business coach to you. On Napoleon Hill, if you want to mispronounce it, just call him Napoleon but Napoleon Hill, he was the mentor of Oral Roberts. And you go, “I don’t like it, he was a religious school and, I’m not into that.” He was the speechwriter for FDR. Have you ever heard the speech, we have nothing to fear but fear itself? Who wrote that? Napoleon Hill. You may say, “I don’t even care about the president who led us through the depression because I’m at the opposite side of the political aisle”
This show is not political but I do have some political feelings. He was the personal apprentice of Andrew Carnegie, the number one best-selling self-help author of all time. He penned this statement which blows my mind, which piggybacks on the wisdom of your father. He says this, “by rendering more service, then for that for which you are paid, you will be turning the spotlight of your favorable attention upon yourself and it will not be long before you will be sought out with impressive offers for your services and there will be a continuous market for those services. Do the thing and you will have the power.’
Robert: Oh, that’s awesome. That is really good and this is business 101. This is business school. You maybe, what am I listening to, I’m on AM 1170 here, I’m in Chattanooga listening to the radio. I’m on a podcast. This is practical business tips folks. The second step that Dave gave, that I thought was just beautiful from his father was, anything is how you do everything. Anything you do is how you do everything, right Dave?
David: Right. How you do anything is how you do everything.
Robert: How you do anything is how you do everything. Clay, break that in. What does that mean?
Clay: This has been the hardest struggle of my life honestly in business. I’m just ripping on myself so you know, “what is wrong with your head.” The thing is, I think every successful businessman I’ve ever met has a little bit of OCD in them. They call it Obsessive Compulsive Disorder but it’s basically, you become obsessive about quality because you realize what it means. When we listen to this radio show, there is not a single show that we’ve ever had aired that I haven’t listened to again and made critics, not a single one.
We’ve had 123 and the problem is, it takes us four hours to prep and it takes us two hours to do the show and then I want to listen to it again. Recently, I’m talking to myself about — Just looking in the mirror and I’m going, “That was eight hours you devoted to the show yesterday” and I still have my normal workload. There’s a balance you have to find but what you want to get into is the habit.
I used to not be in the habit of doing this. I used to just think, you know what I’ll do, I’ll just work really hard in my own business and then the business I’m at, it’s currently paying me, they’re not going to get my full. They’re going to get the rest of me. They’re not going to get the best of me, they’re going to get the rest. I remember I was working at Target and I stopped thankfully before they fired me but I remember this, I would eat all the pretzels because there are soft pretzels there and you could have one per shift.
Announcer: Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show.
Clay: One became two, two became three, next thing you know it was like, hey somebody has eaten all the soft pretzels. And I remember going, “I don’t know anything about it” as I am eating it.
Robert: You’ve got salt all around your mouth.
Clay: Yes, totally obvious. And then they would go to the electronic section and here was my issue and I don’t know if you deal with this in the furniture store David but this is my issue. My job was to take back all of the various items that people would think they wanted and then they would get buyer’s remorse and not buy them. As an example, a woman would go buy like underwear, this happens all the time, I don’t understand this. But she goes to buy some underwear and a guy goes to buy a shoe.
The guy is like, “I’m looking over here at the Michael Bolton CDs, I don’t really want this shoe, so I’ll just put this shoe box by the Michael Bolton CDs, it’s cool.” And the woman would take the underwear and leave it in the section wherein the dried foods would be like crackers. And you’re like, “why are there women’s underwear on this?” I am not kidding. My job was to run around the store and to find things that were misplaced and put them back so the store was always kept neat. I remember going like, “well it’s all going to be messed up anyway, and because I’m a slacker and I’m not doing things the right way here, I’ll do it right later. I’ll do it right in my own business but not here. I’ll just pretend to do it.”
I would literally walk around the aisles and pretend to be doing stuff and my boss would walk by and will go, “Clay” and I’m like, “hey, how are you? what’s going on boss?” What he’ll say is, “what are you doing?” “I’m just over here, to quote Tommy boy, checking the M line on the rotary girder” and he’s like “get back to work man” I would just constantly have this game of jackassery, it became a habit.
Until I finally read Thinking, Grow, Rich and I realized, men, I’m hurting myself. I started to try to over deliver to the customers and one day, a guy comes in to buy a camera for his wife, he says, “You treated me awesome today, what is your deal?” His name is Todd Starkey and I said, “I’m just working here and trying to get health insurance and try to start my own business someday and I’m just trying to do my best.” And he goes, “We have an internship program, we’re hiring people to join the accounting program at tax and accounting software. You don’t happen to study accounting are you?” And I just got thrown out of Oral Roberts University and so I remember saying, “you know, I thought about it. Yes, I took some of the classes.”
Robert: Yes, yes. Big accounting dreams.
Clay: He’s kind of like, “are you sure?” “Oh yes, I love accounting, just the numbers, the word accounting.” I ended up getting an internship there as a result of over delivering. I want to ask you and your business here, David. What are some practical ways that your dad taught you to over deliver? How did you do it?
David: Simply going the extra mile. We have a cliche at the store and my dad used to say it all the time, under promise, over perform. And I know a lot of people probably heard that in retail. But just going the extra mile. For example, doing an install and when you hold the trash out, have your guys come behind and vacuum and wipe the furniture down. Who wants new furniture that’s dirty and you leave a lot of trash and particles of paper laying around.
Clay: What kind of furniture do you guys deliver? Is it business furniture or home furniture? What kind of furniture?
David: You know, 95% of our sales are in the workplace so it’s in an office, it’s a lot of cubicles, files, desks. I know that’s exciting but-
Clay: No it is, it’s very exciting. One of the other principals your dad taught you was the concept of making a win-win.
Robert: Yes you leave deal whenever you’re done with the deal make sure that the client feels like they won.
Clay: Steve Jobs, this is something that Steve Jobs said to his team, he came back they thought he was going to die and he ended up surviving so he comes back and he takes over apple and he’s getting healthier and he tells the team is making the boxes for the new computers.
Clay: I want the boxes for the Ipad to be so good that people won’t ever throw them away and they won’t know why they’re going to want to keep them as though it’s like a special gift and the people on his team are like okay. They’re trying to make these great boxes and he goes, “No, that was a good box. I want a great box. I want people to buy a computer and keep it.” If you’re listening right now, how many of you listeners, how many of us inside the box that rocks are keeping the packaging to an apple product that we no longer even own. What are we going to do? We’re going to regift stuff inside Apple boxes?
Clay: but I mean, this whole thing is he wanted win-win with the customer where the customer would be wowed by the product and so we come back, we’re going to get into some very specific ways that you can try to make a win-win with your customer, we’re going to talk a little bit about how Steve Jobs is able to do that because today’s theme is your overnight success, usually happens after 10 years. Thrivers did you know this, Steve Jobs actually started apple at his parent’s garage in 1976 and he really didn’t gain any significant traction until 1984 which I was doing the math on that, that’s eight years my main man is grinding before he starts to become an overnight success.
Robert: Well that’s the thing that people see that they don’t know and that’s why we deep dive down into it and we let you know it’s okay, it’s okay if you’re not making money day one when you start your business, it’s expected but you know what we’re going to try to coach you up to where eventually you are going to make some money and a lot of money.
Clay: A lot of money. Stay tuned to Thrive Time Show on your radio.
All right Tulsa, green country. I’m going to tell you what, I am so honored to join with you each day on the radio. I think we’re building a relationship, we’re getting to know each other a little bit and one of the things as you get to know Dr. Z and I more, you’re going to discover that this show really isn’t a show.
It’s more of like this is real talk about business, we don’t sugarcoat it, we like to have some fun but when you talk about growing a successful business and today we’re talking about the idea that the overnight success usually comes after 10 years. There’s a lot of aspects of it that are just rough, there’s parts of it that you don’t plan on, there’s parts where you just go down to the emotional bottom and then after you get to the bottom, you get kicked and then you go through, and I’ll just give an example, this is just two weeks ago, was three weeks ago.
There’s a fun guy if you’re listening right now, thank you, members of the IRS, I appreciate you, you guys are great, thank you. I get a letter from the IRS and they let me know that they think that one of the businesses that we have might be behind on some payroll taxes and so I do what I do which is like, “this is going to ruin my life.” No, I’ve got to a point where my high watermark has a certain threshold now. I don’t have too many meltdowns about these things but we get ahold of our accountant in Denver and he does his research and he looks at some things these get very emotional now, he’s starting cough, he’s crying over the store-
Robert: IRS does that to me.
Clay: What happens is that he does all the research goes back and forth with the IRS they say no they insist you owe some money. Well then they get a letter back they sent us a letter back in the letter states that they no longer view us as owing them money and we’re all good and they’re going to return the cheque to us. That whole process of them saying we owe money and then we don’t owe money that took a long time, it took weeks and as an entrepreneur, you got to be positive, confident, have to have a radio show where you’re on the air. You can’t get on the air going, “hi thrivers I have a problem with the IRS.” but you can’t do that but you have to project positivity, right?
You have to deal with real life which is dealing with the IRS, that’s a whole process so our guest today three fascinating for David and Dr. Zoellner. You both work in a family-run business environments, I’m going to start with you David, have you ever had the family’s laundry, that’s what Z and I do, we air our laundry but I want to know is there any parts of it were you go, gosh I just didn’t think the family would interact that way with each other when we got in business together.
David: No certainly. first of all we grew up in the business so it creates a dynamic but yes even within a family you have different ways that you approach things and your personalities are different and you have to find a way to do conflict resolution. What we do is we do meetings every week and we talk about issues and then we all have our own part of the business. That helps a lot because we’re not stepping on each other’s toes and-
Clay: Does your sister work with you?
David: Absolutely yes.
Clay: How frustrated was your sister when you decided to autorap[sic] your face on her car?
David: Oh she loved it actually [laughs].
Clay: I’m just messing with you.
Now I’ll just give an example there’s a show Tom Green back in the day which is super inappropriate but it’s funny because I was in high school and Tom Green was on but– Z, did you ever catch the Tom Green show on MTV?
Robert: I don’t think I did.
Clay: Well Tom Green was basically Skagen watched on YouTube.
Robert: Actually I just want to interject something I’m old enough so I remember when MTV actually played music videos, I’m that old.
Clay: Played music?
Robert: I’m that old.
Clay: That’s so weird.
Robert: I’m that old.
Clay: Wow, were they playing like Beethoven or did Beethoven make videos?
Robert: MTV actually stood for Music TV, I know it’s crazy.
Clay: Well here’s the deal with the Tom Green shows, Tom Green he was a comedian, Z you’re perhaps going to have to watch on YouTube tonight.
Robert: All right.
Clay: Basically, what he does is he basically discovered that his dad didn’t find his comedy to be funny at all and he’s like super vulgar and offensive and his dad’s like straight-laced guy. What he did one day is he took his dad’s favorite car and there’s cameras filming this is like the first reality show that was comedy and he goes, “dad, it’s your birthday”, and he’s like, “Tom what did you do?” he’s like his dad is frustrated the camera is on him all the time.
You can tell his dad does not want to be on the show then he goes, “dad I know how much you love your car,” and he goes, “Tom what did you do?” You can just see him panic, he’s like “I painted what you’ve been thinking on the car” and he’s like-
Robert: Oh no.
Clay: “No”, anyway he unveils it and it’s crazy and his dad has a meltdown on TV and he does not see the humor in it at all and is punk 16-year-old watching this stuff and I’m like oh that’s so awesome.
Robert: Oh that’s so awesome yes.
Clay: Literally it caused conflict to the point where the show they eventually had just take it off the air because it was an issue and I’m just telling you if you’re in business with family, you’ve got to find a way to set those boundaries. I want to ask you and I want to ask Z the same question. David, how do you set those family boundaries, what do you do, you’ve been working on this business diligently what do you do to keep them from being squabbles at the workplace?
David: Well I think boundaries is exactly the right word for it because we have different boundaries or different areas that we work in the business. For example, I do all the contract, my sister she is exceptional at numbers she does all the bookkeeping, ordering and so we each have our own area that we work specifically and then of course we oversee and manage other areas and that helps us. It helps us not get in each other’s way so to speak but yes we’re still on the same team.
Clay: Now Z, how do you do. What boundaries have you set up because you work closely with your family? I know you love your family a lot. How do you do it, my friend?
Robert: Well you have to have well-defined definitions of what everybody’s doing and I know this is going to sound crazy, it might even sound mean.
Robert: It’s Monday, you’re having lunch or you’re listening to Thrive Time Show and you’re like, “oh no Z is going to go mean again.”
Clay: Doesn’t mean on Mondays, Mondays is a mean day.
Robert: Yes I know but this for me works and I think it’s going to work for you too and that is you got to have a well-defined boss.
Clay: A well-defined boss.
Robert: Someone has to be in charge.
Robert: I’ll tell you what, if you’re out there want to start a business with your good friend or your sibling or an uncle or somebody out there you go hey man let’s be 50-50.
Robert: Let’s do this thing together.
Clay: Man I tell you what? Once we do it together.
Robert: You take 50 and I’ll take 50.
Clay: Man I want to take 51 no man I understand. I think best off we just divide it based on intelligence, we just do 51-
Robert: No. we’re going to do 50. 50 when we come to a critical decision–
Clay: Yes that makes sense.
Robert: we will just be stalemate because neither one of us can make a decision.
Clay: That’s why what’s good for USSR and in America I mean a mutual destruction the threat of nuclear holocaust and no one ever hit the button, that’s I mean, we want to be like the USSR in America, Z.
Robert: I’m going to give you little keys to the kingdom do not add, I repeat well you say listen, this is my best friend we were college roomies.
Clay: I used to call him big perm in high school, we had a big perm you have no idea why we used to call it big perm, I still call him big perm that’s how close we are.
Robert: We’d finish each other’s sentences.
Robert: I mean we were that close, he’s like a brother to me. He’s like a brother but we don’t have the same parent.
Clay: I used to go streaking with him back in the day.
Robert: Where is big perm going, big perm slow down it’s fast.
Clay: Big perm slow down you’re completely nude but your hair is bouncing all over the place [laughs] I mean you got to–
Robert: Slow down big and you said it yourself how can we ever not agree on the direction of the business. How can we ever not go, “Wow, that’s the best decision to do.” I’m telling you right now when you’re starting a business, always make sure you have a clear boss.
Announcer: Broadcasting live from the center of the universe, you’re listening to the Thrive Time Show.
Robert: Because what’s going to happen is there is going come a time where you need — you’re at a fork in the road, and you can go left or veer a little to the left or you can go right, and you a big palm—I like that nickname, by the way, did you have a guy in college you called big palm by the way?
Clay: No, I did not have a guy in college I called big palm, but if I could imagine a nickname that I wanted to call someone in college it would be a big palm.
Robert: Well, I know you went striking with your buddies back in college. I know that was a thing.
Clay: They made me go striking. They forcibly removed my clothing and left me in an unmarked vehicle.
Robert: Well, allegedly.
Clay: Right before my big old—
Robert: Allegedly. The fact is you were running across the campus naked that’s a fact.
Clay: That was a fact but that’s only if you want to bring the truth up at a time like this.
Robert: Okay, sorry, Sorry, Sorry, Sorry– but the point is that a lot of people and I’ve seen it so many times they go into business, they have their best friend, they have a sibling, they have a relative, they have somebody that’s close to them, obviously they are close to them. You both have the same passion, you both have the same idea, and you’re so excited, and you start off 50-50. Then you the fighting starts because what happens is nobody can make a decision.
You have to make sure– I don’t know how it is with your with your situation, Dave. I’m not telling you how to run Crown Furniture, but I’m telling you people out there that are starting the business do not start at 50-50, at least 51-49.
David: No, I agree completely.
Clay: I have an example that is interesting.
Robert: Now well would be a good time to tell us about your example.
Clay: I typically want to share the things that I find interesting on the radio show. That’s what I typically—
Robert: Your apartment.
Clay: Check it out, this is something Thrivers did not know but it’s powerful. This is a way to engineer, this is the details, the tactical moves to be still become still be in control of your business when things change a little bit. Here we go, Larry and Sergei who are these guys? They started Google. 1996 Sergei Brin and Larry Page began investing both of their time and their money into what is known as Google.
Organically the product continued to kind of grow a little bit at a time and they called it BackRub. That was the name of the company and when they started it was BackRub. Eventually, they began to get more and more inspired. They had this goal to download into index the entire internet. So 1996 they started, in 1999 still no one was using it, that’s three years later.
Four years later they start working on some business development deals where Google would power Netscape and things like that behind the scenes. This is where it gets exciting. They take the company public and today they only own 17% of the business.
Robert: They sold-out, sellouts.
Clay: Yet they have control of the decision-making matters. One of the things that was interesting is when we built thrive15.com together. I realized that Dr. Z has I’m very, very good– if you just look at the facts and the data the track record as far as a business coach. If someone has a business and your business doesn’t grow I’ll make it happen as long as you execute the plan.
I can show you how to do it’s not that trivial or that hard for me I can do it, but I have never scaled a business to the level that Dr. Z has repeatedly. I’ve done it with DJ Connection, but I haven’t done it repeatedly. I realized I need a guy who knows the way who goes the way. It could be the CEO of the business that I started. I remember thinking about it and praying about it. I don’t think that God spoke to me I did here, “Ask Dr. Z to be the CEO,” but I didn’t know what I didn’t know. I realized that if I’m going to ask him to be a leader that means lead.
Robert: It was funny when you approach me, it is funny as you bring that up, because when you approached me I just own a little piece. I think I owned 2% of thrive back then. You said, “Man, I need more of you. I need more of your leadership. I need more of your ideas. I just need more of you.” I said, “Dude you got 2% of my brain right now.”
Clay: I remember you saying that. You said that in the lobby right there by the the gold coffee area.
Robert: You looked at me as if I slapped you.
Clay: I remember that I just– I was talking to Vanessa and I’d go, “Dr. Z knows what we need to do.” Because the problem with thriving it’s only for entrepreneurs. If you want to start or grow a business you’re going to love it. I mean if that’s what you want that’s what it’s for, but if you’re somebody who’s wanting to go on there and memorize a bunch of things and in sort of take an academic approach to business, you’re not going to like it at all.
Robert: You’re not going to like it at all. You may say, “Why on earth did you do that, why on earth?” Because here’s the thing ,our passion is– I love seeing success stories. I love talking to Dave Stine and see how he took the family business and he’s growing it and he’s doing well with it and he’s actually kept the doors open. Which is step one.
Clay: Keep the doors open, step number one.
Robert: The think about it is you’ve got to understand if you’re listening out there and you say, “Why is practical business such a–why you guys are so passionate about it?” Here’s a sad fact—
Clay: It’s a crazy stat.
Robert: You can Google this, speaking of Google you can Google this, crazy. Let’s say there’s 10 of you sitting around the water cooler right now you all 10 say, “Hey you know what let’s all start her own businesses.”
Clay: “Broseph, big palm let’s start a businesses.”
Robert: Big palm [laughs], that nickname, big palm. Guess what the facts are, the facts in that 8 out of the 10 around the water cooler are going to fail.
Clay: That doesn’t feel good though. Why do you say that?
Robert: I hate that number. I hate it with a passion. I can honestly say that I hate that, because I want 10 out of 10 to succeed. I want you to chase your dream. I want you to have financial freedom, time freedom. I want you to be your own boss.
Clay: Which is why on February 24th and 25th you can attend the world’s best business workshop, period. Learn about it at thrivetimeshow.com. It’s affordable for everybody with the scholarship but it will change your life. Stay tuned, thrivetimeshow.com
All right thrive nation welcome back to the Thrive-time show on your radio. Some of you want to start a business and some of you want to make a business grow. If that is you you have found the show that will get you into the know. Dr. Robert Zone and I have built this thing called the dojo of mojo, aka the box that rocks, aka the thrive15.com we are in headquarters.
I’m going tell you what, we built it because we wanted to create a a place where you could go to meet your business broda, your bro. Do you remember when Yoda—I don’t know if you remember this day, David but this is a big part of your life. Do you remember the first time you saw Yoda on Star Wars do you remember that? Was it a game-changer for you.
Clay: A lot of business owners come in and this is what happens. They go to thrive time two day 15 hour workshop and this is what happens. I’ve audio from the last thrive time workshop here. I’m going to go ahead and Que it up here. We have a live audio here we go.
Recording: Like we’re being watched. Away put your weapon, I mean you no harm.
Clay: Yoda you seek, Yoda.
Robert: Well, and you know when you come to the workshop we do mean you no harm, none whatsoever. In fact there’s going to be no up selling, no scam off, no little jackass for you, no little scams on the side. I mean this is pretty good stuff.
Clay: This is– I’m being this analogy I’m going to carry this out potentially for 10 minutes because this is so big. Many of you you want to go face Darth Vader. “You seek Vader, Vader, Vader.” He is like, “Yeah, I know I seek Vader I want to meet this guy Yoda,” and he’s like, “Yoda take you to him I will, first eat we must. [Laugh].” The thing is he just keeps running. “Come on just take me to him, I want to meet him.”
What Yoda is doing is he’s studying Luke to see if the student is ready, because the teacher is going to appear. I see so many entrepreneurs and– David I’m sure you’ve seen friends of yours who want to go out there and start a business and they don’t know what they’re doing and you’re like, “Hey, let me show you the force man,” but they want to meet Yoda right now.
They want they want to just get the force out there and they want to attack Darth Vader. But Z you’ll get killed if you go out there and you want to face Darth Vader. You want go out there and open a business and you don’t know the first thing about what you’re doing you got to have some basic knowledge. You don’t have to college for eight years to learn it. We can teach you at those workshops.
I’m going to ask you Z and I want to ask you David the same question. Where do entrepreneurs get it wrong when it comes to under estimating the importance of sales and marketing? Where do you see that? Where you go, “bro?” Where do you see they kind of have a little bit of delusion going on, they love with that idea, where do you see that?
Robert: Here’s the thing, when you say 80% of all the businesses startup fail, it’s 8 out of 10 that’s just–that’s math. Some studies even say it’s higher than that and you say to yourself how can that be? You see these people they’re following the passion. They put a lot of hard work into it. They’ve started this thing which that’s difficult to do. They’re in it to win it. They didn’t start this to go broke. I mean it’s their own money out of the pocket.
Here’s the problem, it’s that there’s so many ways to fail. There is so many ways to fail guys. There’s ways you could go right now and tomorrow you could walk into Crown Furniture and you can just say, “You know what guys, I have figured out a way to fail. We’re going to do this.” There’s ways that people come to our workshop and they go [sigh] I’m glad it didn’t do that.
Clay: Your training is not complete, you’re not ready to face Vader are you?
Robert: You’re only– in your business, you’re only as strong as the weakest link of your chain and so whether its sales whether it’s marketing, whether it’s time management, whether it’s hiring good people, whether it’s branding.
Clay: Branding? Searing the cow? All right, sign me up. That sounds great.
Robert: Leadership, finding good employees, and doing your workflow with your system. What does that mean? Here’s the thing about it. There’s so many different ways for that chain to get broken and snapped and busted, and sales and marketing Clay, just to be very frank with you is just one of them. It’s just one of them.
Clay: David, I want to ask you. When you went out to your daddy, your dad was like your Yoda. I’ve seen your dad, but he’s more beautiful than Yoda, but he knew the force. He maybe Obi Wan Kenobi maybe, that’s a better example. When you took over the business 17 years ago, what are some of those things where you were like, “Man, I’m so glad my dad taught me this. I’m so glad I was raised in this environment,” or some of those maybe guard rails that your dad taught you?
David: Certainly having an understanding of the business and the market that I was in gave me a significant advantage, and teaching me the different ways to run the business and the basics. Let’s face it, office furniture are somewhat of a boring commodity.
Clay: Very interesting it is.
David: As you said, you could use it for firewood earlier. In all seriousness, you have to work at it everyday. One thing that you said a minute ago that I like is there’s so many ways to fail, and that is a very true statement. One thing that I learned early on is that you have to hover over your chaos. If there’s anything chaotic in your business whether it’s your sales or you see something– whatever is your weakest-
Clay: Why is something burning? Sorry guys, just hovering over the chaos.
David: If it’s your weakest link wherever that’s at, that’s where you need to put your most– most of your attention on.
Clay: You guys need to put your pants on. That’s the kind of stuff you don’t want to happen in your business, where you hover over the chaos to keep that drifting from going on. Z, did you know that Mark Zuckerberg, the man who started Facebook, the famous overnight success story, the guy who’s, “Oh my gosh. He’s so young. He’s so successful. He always wears a hoodie.” Did you know that he had a series of business mentors? Did you know that?
Robert: Yes. I read the notes.
Clay: Let me walk you through this, okay? Mark Zuckerberg gets the idea to start Facebook. He starts it in 2003 with the website called Face Mash. I want to tell you, the site was created originally for very inappropriate purposes. It was a site to find freshman girls that one could hookup with. That was the idea. Then overtime, he changes it and realized, “Okay, that was probably is the result of me being drunk. I should probably change that.” He comes up with Facebook. It’s called The Facebook.
He gets some investment from his buddy Eduardo from his father, and then he meets the guy who started Napster. Shawn Fanning, the guy who started Napster says, “I love the idea bro. Move out with me out here to San Francisco and I’ll show you the force.”
He’s living with the guy who started Napster, and he’s mentoring him through this, “This is how you do it. This is where you roll. This is were Silicon Valley is. This is where the venture capital is.” They worked together out of the house. This is over a year. This is over a two year period they’re working together, and then he says, this is what Napster says. This is what Shawn Fanning says. He says, “Hey, I want you to meet my friend, Peter Thiel. He goes, “Who is Peter Thiel.” He goes, “He started PayPal with Elon Musk and Reid Hoffman from LinkedIn. You know, Tesla those guys. The PayPal mafia.” He goes, “The PayPal Mafia what?”
Next thing you know Peter Thiel says, “Hey, I’ll give you a hundred thousand dollars if you’ll exclusively focus this aspect of it. We need to get some sales. We need to get some marketing, then we need to get up to these many users before we even try to monetize.” He goes, “What?” He goes, “You need this much traction on the site before you monetize. It’s just how it works.”
Long story short, he totally altered his entire game plan. He changed the name of it from The Facebook to Facebook. He began to change the purposes and who it was used for, and who began to use it. It began to spread, and Mark Zuckerberg he benefited greatly by having that mentorship in his life.
If you’re listening right now and you maybe feel like you’re the new Zuckerberg but you don’t know where to start, you don’t have a Peter Thiel, you don’t have a Fanning in your life, you don’t have the Napster founder in your life, I got a couple of options here for you. One, you could really just go out there blindly and run through the minefield of business and go, “I wish I had a dad like David’s, he would have shown me the force.” You could do that, or you can come out here to Thrive 15, the Thrive 15 two day interactive workshop. It’s on February 24th and 25th. Somebody needs to circle that, February 24th and 25th.
Somebody knows somebody who needs to go. Maybe you’re doing fine but someone you know needs to get out to it. We have scholarships available. There, you’ll be mentored by your business brothers with no up-sell. You get to meet your business brother.
Robert: It’s all in person. You could touch, you could feel, you’re right there. There’s downloadables, those practical stuff. You’re not just sitting back watching a movie. It’s interactive. You need to come on out. If you’re thinking about starting a business, February 24th, 25th, boom.
Clay: Sorry Thrivers, didn’t see you there. I was having my Oklahoma Joe’s baked beans here in the bank of– In the Blobby Regions Bank. Z, could you get the show started. I’m still trying to down this burnt ins. Kooplin, good to see you sir, I’m just trying to finish these baked beans. Z, could you go-
Robert: I’m filling out my loan app here. They make it so easy at Region Bank to get money. It’s just unbelievable. It’s like they throw money at you. Just 24 seconds, it’s unbelievable.
Clay: I’ve been eating these baked beans, having a soccer. It’s like a party. It’s like– remember Bell’s? Remember when Bell’s was an actual amusement park? That’s how I would describe the lobby of Region Bank.
Robert: You know why I like the roller coasters so much, right?
Robert: Because there was a Zingo, it starts with a Z. Anything that starts with a Z is cool.
Clay: Z, do you know what else is cool?
Robert: Ice cream, the freezer?
Clay: The other side of the pillow, a polar bear’s toenails, Miles Davis.
Robert: Ice fishing. I know up there in the hut, it’s cool in the hut up there on the lake of Potawatomi or whatever your lake is up there.
Clay: Cool whip is cool.
Robert: Coll whip is actually be definition cool.
Clay: Now, we also have a guy in the box who’s cool. This guy is so cool. I’m just telling you. He invented the other side of the pillow. He sells commercial furniture. This guy– even when you’re sleeping and you’re going, “The side of the pillow is hot.” You flip it over, it’s oasis. It’s an oasis of cool. It’s great. Now here’s the thing here Thrivers. This is a guy who’s a real Oklahomie, right here in Tulsa. He has a very successful company. It’s a family business they’ve had for 35 years in the family. He’s ran this thing for 17 years with this family. It’s Mr. David Stine of Crown Furniture. David, for anybody who’s not aware of what Crown Furniture is, please educate us.
David: Predominantly, we work with small business owners in the local area. Of course, we also go out of state but we sell office furniture, files, chairs, desks. Anything that you would see in office cubicles.
Clay: How small of a man or how small of a woman are you preferring to work with? You work with the small business owners. You never want to go with the taller ones or just the-
David: Absolutely. When I say small, I mean most of the companies under a hundred employees.
Clay: Okay, [unintelligible 01:07:04] referring to actual height. I got to write that down the show notes. He was not referring to actual height Z. He was referring to-
Robert: Yes, it’s business-
Clay: Anyway, back to me. Here’s the thing Thrivers, is David was telling us about some of the wisdom his father put in to his cranium when he was mentoring him as a young kid. He was matriculated, coached up, mentored by his father who was just showing him the force everyday. His dad was like the Obi-Wan Kenobi of business. He’s just– he teach him how to levitate rocks. He’s appearing as a hologram. It’s just the whole thing is awesome. You had mentioned one of the things your dad taught you, was the win-win deal? Can you break that down again what you were saying?
David: Obviously when you make a sale, that’s a win for you, but you want to make sure that you are not only looking at your side of the deal, that you’re looking at the customer’s side and you’re making sure that they get a good deal. Any more, it’s so easy in today’s society if you could just give a little extra customer service. You win a customer for life. That’s when it was a win-win situation. Not only it’s obviously a good sale for you, but it’s a win situation for them also. The word of mouth is by far one of the most powerful things anyway in our business that you’ll ever get. That’s the best advertisement.
Clay: Z, you had some farm logic you were marinating on over there. I just feel like it could take this show to the next level as we’re talking about overnight success stories that typically happen after 10 years.
Robert: I tell you what Dave, what you just said just turns me on in a business kind of way. You’re a fine human and everything, but it takes me back to a special place. It takes me back to my farm logic.
Clay: That turned you on, I was just– the music [unintelligible 01:08:48] playing. I wasn’t sure-
Robert: It takes me down to the farm. You see the farm is a wonderful place, Dave. It’s a place with a lot of great animals on there. I tell you what, I’m getting ready to come out with my book called Business Pig. The number one rule in the book, chapter one deals with, Pigs get fat and the hogs get butchered.
Robert: Oh my gosh. I’m sitting here. I’m having lunch. I’m shaving a pulled pork sandwich, I’m thinking, “What is he talking about?”
Clay: PETA, PETA, PETA.
Robert: No no, this is not an animal awareness show.
Robert: What does that mean. I said that some people are going to call me and go, “Are you crazy boy? Boy, are you crazy [unintelligible 01:09:38] farm?”
Clay: Are you nuts?
Robert: What that means, it deals with greed in business. Dave, you were just talking about when you do a business deal with someone, you want them to make sure that they felt like they got a great deal. How do you do that? By not being too greedy in the business transaction.
Clay: I have a example of what not to do and If you’re listening and you understand that this happens to represent maybe your cultural belief, please stop doing this on behalf of your wallet. I’m on an airplane talking to a guy about his religious views.
He brings it up. He says, “What do you believe?” I said, “I’m a Christian guy.” He goes, “Okay.” We’re talking about his religion. Long story short, he explains to me about how and his religion, one gets points from winning negotiations. Basically they earn points. We call them spiritual points. I’m going, “Really? You do this?” He goes, “Yes.”
“So what’s the example?” “On of my culture, we believe strongly in the zero-sum game.” I looked this up and I’m going, “What the heck?” I knew zero-sum game mathematically. I look this up and I told Vanessa I’m like, “I finally get it.” I’m going to read you the definition. It says this, “In game theory and economic theory, a zero-sum game is a mathematical representation of a situation in which each participant’s gain or loss is exactly balanced.”
Let me rephrase here. It means where one person’s gain is equivalent to another person’s loss. It means that there’s can’t be a win-win. I go, “Hmm.” I remember after I got home, I’m going, “This guy literally believes that somebody has to win everything, and someone has to lose, it can’t be a win-win.” He says his mindset and I was listen to him talk, he was very angry, frustrated business guy who not had any success.
Robert: Shocking there.
Clay: He was explaining to me he’s told theory. I’m going, “Gosh. That’s got to be a brutal way to go, to have to brow beat every customer and negotiate and get the every last dollar of every customers?”
Robert: We’ve all been in that situation. We all know that the guy’s being a hog. He’s being greedy. He’s soul-sucking. You feel then you go, “That was not a win-win.” I do not feel like I won. You know what, I choose not to go back and go through that experience again. But if I leave their thinking, I got him. I got a great deal. He came down at the price. He negotiated with me. He gave me extra customer services. Dave was saying , they did it right. You feel like you won. Then that’s what I’m talking about. The pig is still healthy. He still gains weight.
He’s still doing well. That’s you’re still making a profit. You’re still selling your furniture. You’re making money, but you’re not gouging somebody.
Clay: I have a win-win.
Robert: If you gouge them too much, they’re going to run off.
Clay: I have a win-win for the Thrivers out there.
Robert: You do?
Clay: With our hair cut business Elephant in the Room, we have three locations. Many people say, “Clay, is it really that great of a service? I hear you guys have won some awards. Obviously, you’re getting paid to promote it. You love your own business. You benefit from me coming in there.” I got so frustrated with that conversation about me trying to convince them to come in there, and our salespeople working so hard. I said, “Here’s the deal. It’s a dollar for your first haircut.”
Robert: What? A dollar?
Clay: Yes. It’s a dollar. Here’s the deal. When you come in for a dollar, if you love it, we’d like for you to sign up as a member. If you don’t, there’s no pressure. Either way, it’s a dollar for your first haircut. Then after that, we have a membership program that’s priced to be profitable for the business, profitable for the customer. It allows us to pay the top wages in Tulsa. With the highest-paying men’s grooming lounge in the area, it’s a win-win-win. That my friend is what Andrew Carnegie calls the three-legged stool of business.
The win for the customer, the win for the employee and the win for the owner, Boom.
Robert: It smells of a bait-and-switch. I tell you what. You gave me a name for a dollar. Next thing you know, It’s– I want to come back and just time after time for a dollar, dollar, dollar. I don’t know– What’s going on here?
Clay: I swear. You go in there, you go in there with a dollar. You go in there a second time with a dollar. They’re like, “No. It’s more than a dollar. I’m like, “What do you mean? Because I only got two dollars. That’s unethical. It’s unscrupulous. It’s the kind of place I would only go to for a dollar.”
Clay: Repeat it over and over and over. The math makes sense. I’ve looked at it. It’s a zero-sum game. I win. They lose. Check it out.
Clay: All right, Thrive nation. Welcome back inside the box that rocks. Today, it’s a fabulous day. To celebrate this wonderful month, we have two great men inside the box that rocks. We have a local Oklahomie and local business owner, Mr. David Stine of the Crown Furniture. Crown Furniture has been doing things in Tulsa the right way for 35 years. Z, that deserves some cheers right there. [claps]
Robert: That does. That does. I’ll tell you what. Here’s one thing I’ve learned in life, Clay and Dave. That is if you’re not growing–
Clay: You’re going to be–
Clay: Oh. See that. You always have a thing. I thought you’re going to say, “If you’re not growing, then you’re going to be flowing.” I was ready to go meta with you, getting that yoga thing. I was ready to do the Vinyasa. If you’re not growing, you’re flowing.
Robert: Well you don’t have on one, you have on yoga pants. Two, I don’t know that you have the temperament to do yoga. I think you’ll probably sit on the corner and do like the sleeping bear pose, the whole hour.
Clay: I have audio of me in my last yoga class. Do you want to hear it?
Robert: Oh, no.
Clay: This is the audio. This is the audio. [music] Hi ,everybody. Here’s the deal. I want you guys to try to touch your toes or not. Either way do the Vinyasa. Do the downward dog.
Robert: That’s why you probably got kicked out of the last yoga class you were in. I tell you what, we’re here to help you grow your business. Because if your business starts stagnating and then it starts to die, it’s a one-way trip down to shutting the doors down. You know what, the great example the business that’s growing here in Tulsa, Oklahoma and Oklahoma City and Nowada is Region Bank. They’re growing at seven times the national average a bank. Can you believe that?
Clay: How is that possible, seven? That would be one time, two times, three times– I’m going in order. Four, five, six, seven. That seems as though the bank must be doing something right. Z that might be are they doing things in a supercalifragilisticexpialidocious way my friend?
Robert: Yes, they are. I think there’s actually seven syllables in that word. I’m not 100% sure that it could be. [music] [laughs]
Clay: This is the new Region Bank song. You asked me for it.
Robert: That’s right.
Clay: When you think of Mary Poppins, when you think of supercalifragilisticexpialidocious, you think about Region Bank. Here we go, Z. [music] [sings] Go to Region Bank when you need a loan, hey, supercalifragilisticexpialidocious, even though this blah, blah blah.
Clay: [sings] When you need a loan, go to Region Bank because they are the best people in town.
Robert: [claps] That’s good. That’s good. I’ll be here all weekends. It’s just Monday folks. It’s just Monday. The point is that, hey, we’re here to help you. We have passion to help you. Not only start the business. There you started, now you’re out there. Boom. You’re done. You’re a cool kid. You get out of here, we’re done with you, next.
Clay: We got a van. We got a van.
Clay: We got what we need.
Robert: We’ll also help you to keep the guardrails on that business and grow that business. Because without growth, you will shut her down, and we don’t want that.
Clay: We don’t want to shut her down. We don’t want to shut her down. I want to ask you, David. You’ve been in business long enough to friends, family, people you know go out of business.
Clay: You’ve seen some people go into business and grow. What is your tip from your years of experience? What are couple of nuggets, couple of little where you go, “Okay, this is what you don’t want to do. This is maybe want you want to do.” Give me a couple more nuggets. You had so many good nuggets earlier. Give me, give me just one more.
Robert: We’re greedy for a couple of more.
David: Well, it’s interesting you say that, because the business that I’m in, I’m constantly dealing with business owners. They come in and they buy furniture. I watch places open up and then I see how they do going forward. You can never forget where you start, and you must always remember what your business is, and you must be flexible, because the market moves and changes all the time. It’s very interesting that when you see what a business starts at, that’s not necessarily what you end up as. You got to stay flexible.
Clay: Could you say a spoonful of furniture?
Clay: Makes the medicine go down, is that something you could say? Is that something you could say?
David: –Spoonful of sugar? [chuckles]
Robert: I can tell a guy who’s got many young children.
Clay: [sings] Just a spoonful of furniture makes the medicine go down.
Robert: Dave, there was a profound thing you just said in there, is that you get to see a lot of businesses are starting out. I need business furnitures, they’re coming to get the business furniture.
Clay: I need some couches.
Robert: I need a couple of couches to sleep on, because I’m working so much. You see them and– can you give us an example maybe one business that didn’t do so well, maybe something that they did wrong. Can something on top of your head come to mind?
Clay: Can it be a generic, non-offensive way because I don’t want you talking about me.
Robert: Name names.
David: I know a very successful business in town that started in a fuelling business. They’ve got government contracts. They did extremely well to the point where they were one of the top businesses in Tulsa, but they lost sight of what they started as. They got so focused on just contracts with the government that when regulations changed and the government changed, they went out of business quickly and they could never recover from.
David: You always have to remember what your center is and what you’re in business to do. Keep your flexibility.
Clay: Z, Z, chim chiminey.
Robert: We are ending the show on a–
Clay and Z: –Chim chiminey chim chiminey chim chim giroux–
Clay: [sings] I need to know my niche and so do you. You see what I did there?
Robert: I think that’s the thing that I’ve seen. A very successful businesses, not diversify as it’s going up the ladder, and then something changes they put– The old saying they, “Put all their eggs in one basket.” That company put them all in government contracts. That’s our move. That’s our thing.
Clay: Put all the chili in one pocket.
Robert: The government’s always going to be here. They got plenty of money. They run out and just print more. It means a thing.
Clay: No big deal.
Robert: It’s no big deal.
Clay: I’ll go. I know him.
Robert: He hit the cruise control button up. Sit back in my van down by the river. Just collect– the cheques, just collect the cheques but– and then what happens is like you just said something changes, something happens. In the medical, you see that a lot. In the medical practices you see that a lot because what will happen is insurance thrives, and all of a sudden they change the reimbursement, everyone, “Oh my gosh.”
Clay: You know what happens is, you’re used to getting those government checks and then someone at the government says, “Let’s go fly a kite,” they just kick ass and forget about it. You go fly a kite. All of a sudden, you thought you’re going to get the check and then all of a sudden they’re done. I see that all the time in business. Be careful when working with the government.
Announcer: Broadcasting live from the center of the universe. You’re listening to the Thrivetime show.
Robert: Be careful anytime you have all your eggs in one basket. You need to constantly be diversifying your client base because what if you have all– if all your business or the majority of your businesses is with one entity and they pull that away, can you survive? The answer is no, you’re not diversified enough.
Clay: Here’s one thing that happens, It’s an example of someone putting all their eggs in one basket, but they did it eyes wide open. If you’re going to do it, please be aware of the consequences potential.
Robert: Fair enough. That’s fair.
Clay: Don’t do it and go, “I’m shocked,” because you could lose it all. This is what happens Jeff Beezos is working in his garage, he’s working on amazon. He is working there. What happens is, his parents Mike and Jackie, they go, “Something is going on in that garage. He’s selling some books online.”
Robert: He sells online [Laughs].
Clay: Jeff’s trying to get investment dollars, he’s doing $50,000 for one percent of amazon. That’s what he was selling, if you do one plus one percent –
Robert: I wish I could get it for that now.
Clay: Check it out, in today’s dollars the business has generated a 70,000 time return, so the 50,000 will be worth 3.5 billion today. His dad realizes that he’s working super-hard, his son is working hard, his mom realizes this, and they cash out their entire life savings of $300,000. They give it to their son, they say, “We recognize you’ve worked hard. We’ve seen you work hard for a long time.” He wasn’t like a 20 year-old guy at this point. He’s been established business guy and the parents says, “We are all in. We’re going to work, we’re going to help. What can we do?” It’s not enough that they gave him money, but they also participated.
Investors said to them, “How much money have you put in,” and he says, “My mom and dad put in all their life savings and I put in all mine and we can’t afford to lose.” I would just say this, if you’re a business owner out there and you want to start a business and you’re in a spot right now where you can’t afford to lose, we have a two-day workshop that you’ve got to attend.
If you’re in a spot, or you’ve already, I agree with what Z said, you want to have a backup plan, but what if you’ve already put everything into it and your business just isn’t doing what it needs to do. Well, Z, we’ve built a two-day interactive workshop that absolutely has the secret source that you need to become the super boss that you’ve always wanted to be.
Robert: I thought I heard you– wait a second. You’re telling me, I could skip four years of Business School, a $100, 000 in debt, and I can just fly out to Tulsa and spend a couple of days with you and leave with practical business knowledge on how to grow my business? Is that what you’re telling me?
Clay: I am saying that. I’m also saying you will not leave with any additional up sells. We over deliver, we focus on customer service. The first event was so well received. If you go to thrive15.com, if just type, type in at Google, thrive15 conference. Just type in thrive15 conference. There you will see the reviews and the feedback from people. It was so well received. We were sold out, so we had to do an overflow event. Now this next event is coming on February 24th and 25th. You get all the details, all the info you need. I’ll just say this, go to thrivetimeshow.com, it will change your life.
Move number two. If you can’t attend, go to thrive timeshow.com and just share a podcast, or go find an archived radio show. We’ve archived all the radio shows just for you. Point number three, we have the world’s best business school available for you just for $19 a month. If you’re in the military, or you were, it’s free for you. Thrive15.com, the world’s best business school. Z some people still want one-on-one business mentorship. Why is that so effective for people?
Robert: They don’t want to pick up the phone and call someone who’ll answers. They want to be able to get their questions answered, right then and there. They want one-on-one. They want maybe a little bit more privacy. They’re out there going and they maybe have had some success like, “You know what, I don’t want to sit in a room full of people. I don’t want to search online for this stuff. I want to be able to know I could call someone, know someone’s holding my hand, someone’s walking me through this,” and now we’ve given you that too, one-on-one business coaching.
Clay: If you’re listening right now, you have the option to go to thrivetimeshow.com. It’s a life changer, and Z, as always, three, two, one, BOOM.
[01:24:39] [END OF AUDIO]