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Yes, yes, yes, and yes Thrive Nation on today’s show we’re talking about how to Build a successful trade show how to dominate trade shows how to make the most dough at the trade show how to have a trade Show that’s worth your time and why I wanted to record today’s show is I have three clients right now That are doing trade shows today And all of them are asking the similar questions And I thought you know what I should do is I should do a brief deep dive into trade shows and I’m joined here today with the co-host of the Flyover Conservatives podcast. His name is David Whited. David, welcome on to the Primetime Show. How are you, sir? I’m great. It’s great to be here. So, David, I’ve got to ask you, have you ever been to a trade show where you were working the trade show? No, I’ve never worked the trade show. You’ve never worked the trade show? But I crossed over the age marker where they began to become appealing to me, kind of like blue cheese or, you know, something you just wake up one day and like, they smell like dirty socks. I’d like to eat that. One day you just wake up and you’re like, I like to walk around and look at stuff and have people sell me things. So you’ve never worked a booth? I’ve never worked a booth. Are you serious? Yep. Okay, that’s the problem that my clients had too. So I’m going to put a lot of notes on today’s show of how to do it, but I’m going to kind of go through the basics with you, then on part two we’ll really do a deep dive, okay? So normally when you go to a trade show, let’s just establish it. I can’t believe you’ve been to them though. Oh yeah. Okay, there’s only about a hundred vendors there. So your wife, I’m gonna get your wife on mic three because we like your wife too, okay? You got the cutco knife guy, you got people selling garage doors and hot tubs. Yeah, so let’s talk about the trade shows. Maybe the last trade show that you went to. Do you remember what the last trade show was that you or your wife went to? The last one was geared more towards like summer stuff, that boats and you know more patio things like outdoor like Stacy was it a home and garden show yeah okay it was so much fun okay so these are just rules if you’re taking notes please do it’s in the show notes as well so there’s normally a hundred vendors are competing with right just about a hundred and you normally 80 of those vendors now I want to be very clear 80 of those vendors are usually sitting down they’re being lazy somewhere between slot full and bored on their phones yeah they’re on their phones. You walk by the trade show booth and you’re almost, you feel like you’re interrupting their deep dive into the lineup of the Falcons. Like they’re really getting into the Atlanta Falcons. They’re trying to finish their fantasy football thing. You feel like maybe you’re interrupting a long, maybe she’s reading an article from housekeeping or some sort of, and you feel like, wow, this lady’s really into the readers’ diet. Some people bring novels with them and books. And you’re like, man, I’m interrupting her reading of the Star Wars series. I just inconvenienced them. Yes. Or they’ll look up and see it and like, hey, can I help you with something? And it’s like, you know that you interrupted their process. And you’re like, I’m just looking. I’m just looking. And then you kind of keep going. So here are the rules. One is there’s normally 100 vendors you’re competing with. Two, about 80 are doing nothing. All right? Three is you’ll typically be committing 12-hour days. I’m talking about full days with your team. If you’re gonna go to a trade show, you’re gonna send your people to be there for 12 consecutive hours. So Seth Godin, the best-selling author of Purple Cow, we’ve had him on our show before, he’s a marketing expert, best-selling author. He says, marketing is a contest for people’s attention. So what I’m gonna do real quick, here again on part two of today’s show. We’re really going to get into all the details of this. I just wanted to test my theories on you. So one of the brands, I won’t mention their name, but I’m just going to, this is pre-Christ by the way, so don’t judge me too much, okay? But this was, we had, they were a franchise and they went to the trade show. There’s approximately a hundred vendors there. And I said, guys, we got to dominate this trade show. They said, well, what to do? I said, well, here’s what we’re going to do. Our booth is going to be the tallest booth in the trade show. Everyone’s about 10 foot by 10 foot, pipe and drape, we’re gonna be taller. Second thing we’re gonna do, we’re gonna have people wearing a green outfit so they look like aliens, not creepy aliens, more of a friendly alien, like a green, like a neon green alien sort of suit, sort of thing. And these people are gonna be walking around, because our phrase was we’re the greenest. The company I worked with was the most environmentally friendly. So we’ve got people walking around in a full. I’ll show you a visual here. But I won’t mention the company’s name because I just want to make sure that I’m not sharing any secrets that I’m not supposed to share on today’s show. So we’re going to look it up here. And just so you can see the guy. And there he is. Yeah. So this guy’s wearing this suit. And he’s everywhere running around. Like a blue man group, a green. Right. But he’s in great full. You can’t really see his face. His whole body is a green, almost like a green onesie. And he’s running around with his onesie running around and this is and so the idea is and there’s about we had three guys in the of the trade show running around wearing this. You do have to be built kind of right. So everybody would notice him. Right. I don’t know that that’s a slimming outfit you’d have to be built. Well we have three rando college guys running around in the green suit. That’s good. That’s a good demographic. And on the back of their shirts when they wear it you can see them will kind of mess with people on the back of the they’ll tape a sign that says kick me. Yep. On the back on their backs it said follow me for free drinks. Okay, that’s appealing. So people are seeing there’s free drinks, free beverages, and then our booth, which was the tallest, we put, ask us about how to get free drinks. Now if you’re in a trade show, for in this case, three consecutive days, what booth is everybody going to go to? If you came to a trade show and you as a consumer are going to be there for three days at this exhibit what is the booth that most people are going to at least remember? The one with the drinks. Right, and? The green guys. And? Snacks. And? The tallest. Tallest, yes! And so what happens is people are like, what is this? Because it’s almost like a wow, even if you’re not Mormon you kind of want to see the temple in Utah, right? Help me understand this. It’s like the arch in St. Louis. I’m not picturing it. I know what the pipe and drape, the 10 foot walls, and then they got the vinyl wall. What did you do to make it taller? Did you stack them, or did you have a flag, or a pole? How did you make it? What did it look like? I’ll show you the design here real quick, so you can get an idea. You can even describe it. I’m not picturing a bigger booth. Let me just show you the moves. I’ll show you a picture. I can’t show the people, necessarily, this photo. I’ll try to weave this photo in. You see how this right here, you have the pipe, the drape. And I just made the, you get this, it’s trussing, and you rent the trussing and you crank it up and so it’s taller. You feeling the flow? So it’s a purchase structure, you’re raising it up bigger than everybody else. And then why do I have bistro tables and not chairs, Dave? Well, for one, probably the people working it, there’s no opportunity to sit unless they sit on the floor. And read a novel. Right, so the way it works is we have just a record one two three four five and we ran a play it’s an actual diagram and I would role play with my team about the play it’s the move okay this is serious stuff okay we got a point guard their job is to distribute the customers to the various members of our team so if you’re walking by my booth I’m gonna go to a company I own so I could be more detailed now okay come I used to own called epic photos okay okay so Stacy you’re the mother the bride you’re walking by. Okay? And this is what I’m going to say. Hey, are you guys looking for a wedding photographer? Absolutely. And I’m going to say that probably a thousand times. And if you say absolutely, I go, let me bring you back here to my mobile office and to my guru Super Dave, and he can take 30 seconds to tell you what we do. Okay. And we got that going on. What if they give you an answer like, oh, maybe in the future, not the moment. Thank you for your time. And we move on. I only want to talk to people that are getting married who are looking for a photographer. Right? Now, the other move I did for this company, it’s a powerful move, is you have a screen that shows videos of Hawaii. And I wish I had a visual to show you here. So you got brides and grooms getting married, but you got drone footage of Hawaii, right? And I get my booth, and this image I have doesn’t show it. I wish I had one I could show you. But it’s the tallest booth, and it says, ask us how to win a free trip to Hawaii. Oh my gosh. So let’s do it again. Okay. But imagine you walked into the booth and you saw that Hawaii thing. You’re with your daughter, okay? So here we go, roll play, and again, here we go. So, hey, are you looking for a wedding photographer? Yes, absolutely. Yeah, well, step on into our mobile office, and Dave, he’ll take 30 seconds to walk you through what we do, and he can also tell you how you guys can win a trip to Hawaii. Are you serious for like honeymoon or something? Yeah it’s really fun what we’re doing is we’re doing free bridals or engagements for every single woman who’s here, every bride, so it’s free bridals, no cost, no obligation. That way it’s like a try it before you buy it. Yep. Also we have a price match guarantee, meaning that we will price match everybody here plus we’ll beat their price by five percent. So price beat guarantee will beat anyone’s price by five percent and you get free bridals or engagements, no cost. And just by scheduling it, you’re entered in for the chance to win the Dream Hawaiian vacation. It’s a $5,000 package. And the way it works is we’re going to give away the winner after we’ve shot all the bridle shoots. So you can probably have a 1 in 300 chance. Would you like to schedule a free bridle or engagement? That’s like a no-brainer. And that’s, that’s, that’s, there it is. Okay, we go back to it. So one, you got to have the booth that’s the tallest. Everybody out there, steal these ideas. I’m giving you these ideas. Have the booth that’s the tallest. And why, Dave, do you want the tallest booth? Because it stands out from everybody. And if you stand out visually like that, then you’re probably better and bigger. There it is. Two, don’t let your people sit in the booth. And you have to memorize this phrase, learn this phrase, practice this phrase. So if you’re trying to sell, one of my clients today is trying to sell home remodeling. Great guy. By the way, his booth is looking good and I hope he hears this show because he has a good looking booth. In fact, I’m going to send this show to, we’ll call him Ronnie because that’s his name. Code name Ronnie. Code name. I’m going to send this, this is his booth. It’s a beautiful booth. He just designed it and it looks sharp. It’s so sharp you’re going to cut your eyeball looking at it. I mean you just you gotta be careful when you look at this thing. It is a hot booth. This is his booth. That is a good-looking booth. Look at that booth. It just says, please let us remodel your house. I mean just a beautiful… and so this is his first big trade show he’s done and I really wanted to record something for him and for people out there that are doing trade shows. You look at that. Look at that. Look at that. Dave. That’s nice. So you want to, you know, he’s in a big arena. Aren’t you going to at least stop by? Definitely. You got the lighting. You know, everybody wants their house to look like that. Our producer at the Flyover Conservative Podcast, Colton, he has one of his autonomous desk stands and he has this plaque on it that says, first you sit, then you quit. Like standing changes the way you talk, changes the way you’re doing everything. I agree. Having no chairs. I used to work at a restaurant. The manager had this motto, if you’ve got time to lean, you’ve got time to clean. That’s it. Just move and stand. It’s powerful. There’s energy to it, versus when you walk by, you can tell the energy’s low. Now, I’m going to make sure we’re getting this idea. I’m going to make sure we’re really learning something here. I’m putting all the notes on today’s show notes, but again, you’ve got to have the booth that’s the tallest. You’ve got to understand, you’re competing with 100 people. I don’t care how motivated you are, you’re probably only going to talk to 20 booths, because you’re going to get worn out. So you get a booth that stands out. You’ve got to stand out. Then what you’ve got to do, step two, is you’ve got to have, marketing is a contest for people’s attention, you’ve got to have a no-brainer. And why would I say, Dave, to someone like Stacey, I would say, well hey, step into our office and Dave will talk to you for 30 seconds and tell you what we do and how to win the trip. Yes, because then you’re not going to be there all day, you know that. Yep, it’s perfect. It’s the move. Because you have a wall, like, ah, I don’t want to waste all my time talking to this person. And nobody has these thoughts. I’m not exaggerating. I used to go to these trade shows, Dave, and I would sell at the trade show. Sorry if I’m blasting your ears there. I would go to the trade show and we would have like, no exaggeration, we would have a line of brides wanting to book appointments and we would leave the trade show. And I’d pay my guys, this is important, people need to write this down, you pay your staff per appointment they set or per review they get or per, there’s got to be a merit base. Merit base, yeah. There it is. So I tell my guys, every appointment that you set with a bride that actually books with us, you’re getting $100. So if she books with us, you’re making $100. Now if the bride… That makes them want to sell it more. That makes them want to be there. They’re not on their book, you know, because they can’t sit down anyway. That’s more interesting than the football lineup. It is. Yes. And you say, hey, every time you gather an objective Google review from a bride who’s checked out our gallery of photos, I’m going to give you $5. So that rep can get 130 reviews, 140 reviews in two days. They’re also able to book 20 to 50 really solid leads. It’s a win-win. Wow. And every vendor’s like, how is this possible? It is awesome. And we would dominate trade shows, but if you’re, but by default, let me tell you what you won’t do. You’re not gonna have the tallest booth. You know why? Because you don’t want to be embarrassing. You don’t want to stand out. You don’t, what are people gonna think? Why waste your time? Why waste your time? But Dave, what is it that makes people want to not stand out? I mean, it’s because every time I talk to them, I’m not talking, Ronnie, I’m not talking about you. Ronnie, this is not about you. This is not, this is not me, Ronnie. But a lot of people say, I just don’t want to stand out. Why? Not Ronnie, other people. I’d say we’re groomed for that in school. You know, you don’t want to like, you don’t want to do anything wrong. You don’t want to get called out. You don’t want to draw any level of attention. It’s so weird. If you’re in a meeting, your phone goes off, you don’t want to be looking at you, you don’t want to be different than anyone else. It’s weird, but that’s how it is. Also with the structure, I’m looking at Ronnie’s pictures and what you did before, banks project that we’re solid, stable, they’ve got the big pillars. They project this image of stability. When you see a booth like that, you’re like, these guys, if they have a booth this good, they must know what they’re doing. You wouldn’t have this great booth if you just started yesterday and you were a flake. And why I wanted to talk to you about this on today’s show is because you guys have a really good booth that you do when you guys go to broadcast at events. And it looks to be structurally sound, visually sound, you put time into it. You could do Project Half-Assed, but if you’re Half-Assed your whole life is terrible, so I want you to write that down. But if you’re Half-Assed your whole life is terrible, so you guys took the time to do it. And I hear all the time from people. This is a real, really people that come to our conferences will say, Hey, I want to get on that show. They’ll tell me, how do I get on that show? And I’ll say, and I like to fish just to see, cause I like to learn from these people. I go, why do you want to be on that show? They go, Oh, it just looks like a great show. It looks like a great show. They don’t ask how many views you got, how good the interviewers are. They do judge you based on if you’ve got some lights pointing up, if you’ve got the air. We put up so many of those air walls around it, it looks like the Grammys. Right. It looks like you’re walking up to an award show. It makes people excited to be on the show. So again, folks, on part two of today’s show, we’re really going to get into the nitty-gritty of this, really into what do you need to bring to the trade show. There’s a big list of stuff you have to bring. You’ve got to bring linens and bistro tables. My checklist that I would bring to my bridal shows would typically be about 50 points when it’s all said and done. I mean, I’m talking about power strip, backup power strip, back drop, ratchet straps, heavy sandbags. I mean, there’s a lot. But the big thing I wanted to talk about while you two were here and I wanted to get your final comments on, then we’ll get into part two here, is, you know, Stacey, it’s like people, they get a trade show booth, and I’m not talking about you, Ronnie. They’ll get a trade show booth and they make a week booth and they don’t have a strategy and they go, well, I didn’t really get any deals. And I talked to a guy, talked to a guy about a year ago, long time client of mine, great guy, is in Texas. He says to me, man, I’m like, I said, how much was your trade show, how much did it cost? He said, well, it’s been about 25,000 on my booth. I said, did you get any deals? No. I’m going, what? And I didn’t know he was doing the trade show, so I couldn’t prep him for it. He just went. And I’m going, well, do you have the tallest booth? No. Did you have a no-brainer? No. Did you have… Were your guys sitting down all day looking at brochures? Yeah. Why? Were you there? Were you there? How did you know? Because that’s what happens by default, you know? So you got to have a plan coming into it. So as a consumer, what advice would you have for everybody out there who’s listening today, and they’re going, you know what, I do need to make a great trade show booth. What advice would you have as a consumer attending a trade show, for anybody out there who’s thinking about building a trade show booth? Yeah, I actually have a personal story, though, about that, Clay, with our booth, why we actually created the booth that we have for the events now. We actually played small at the beginning, and very few people actually wanted to come on our show. And we had a nice-sized show, but we played so small, it didn’t look like it was. The next event we decided we are going to go all out. We’re going to have all these air walls, all these lights. It’s going to look so impressive. We did 50 interviews in two days because people want to get on our show. I just think it’s so important what you’re saying. Don’t play small. Play big. Go all out. If I’m a consumer, I’m going to be looking for the people that they look professional, they act like they want me to be there, and like you said, they’re not going to be wasting a lot of my time. I love what you said there about, hey, give us 30 seconds. Because when you name that, people are like, okay, I could do that. And then the no-brainer, I mean, all of those things, that’s what I would be looking for as a consumer. I just, I mean, I used to get excited about it. If we had a trade show on like a Saturday, I would tell my team, we’re going to practice, we’re going to role play on Thursday night. Oh yeah. And they’re going, you got that crazy eye, what’s going on? We’re going to role play. And we would role play until the team couldn’t get it wrong. Then we would descend like an army. We would have 10 highly trained people show up at the trade show. And we’re asking the brides, hey, are you looking for a wedding photographer? No. OK. You looking for a wedding photographer? Yes. OK. Yes. They say yes. The point would bring them back and go, well, let me introduce you to Dave. It’ll take 30 seconds to tell you how to win a dream vacation to Hawaii and how to get free bridles and engagements. Dave, boom. And the point always stayed out in the hallway. Right? And when you’re walking by, they’re always right out front. They’re always the one who’s right there, kind of in the booth, and they’re fishing for people to bring them back. And it was a, and the day just blew by 90 miles an hour. We never got slow, never got bored. It was unbelievable. And if you’re out there listening today, and you’re doing a trade show, and your trade show does not produce fruit, and you’re just tired of having a horrible trade show. Listen to today’s show. If your name is Ronnie, code name Morales. This trade show, sir, you’re gonna have a great weekend. You’re gonna dominate and I encourage you to listen to this show while you’re setting up on the way home after day one, whatever, because you’re gonna have a dominant weekend. But this is how you do it. With everything that you’re saying too, it’s much more process dependent than personality dependent. I think a lot of people when they’re thinking of doing a trade show, they’re thinking of doing something like, well I’m not wired, like I’m not a real outgoing person. And what most people do at trade shows, you’re walking by, they try to build rapport, make a great friend, like, oh look at that sweatshirt, you like the Chiefs, me too, and man those nice shoes you got there, I got, you know, and it’s this big long drawn-out thing. I’m more likely to stop and talk to somebody if they have a plan and they give me a time frame. They’re like, hey, you got 30 seconds to do this. I would do that. But I kind of avoid the people that are trying to make a best friend so they can like friend me into their circle. Yeah, and it’s so, I hate to see people be unsuccessful at a trade show. And I’m gonna walk you through all the details of this. There’s so much into it. I mean, we talk about the goal. This is stuff I go over with my team. Get the attention of the ideal and likely buyer. Tell them the solution. Find the problem, tell them the solution, call to action. I tell my team, have meaningful conversations. No meaningless conversations. No small talk. None of that. What do you think about the Chiefs? How you doing? Great hair to your point. It’s just like, hey, you want to wear it? Are you needing a wedding photographer? Yes, I am. Great. You want to look… To me, as a consumer, I know they’re just doing that to try to get me in. So it feels dirty. It does. It’s not authentic. And what you do is you just set appointments all day. I give my team quotas. Everybody on my team knows how many appointments they need to set just to break even. Folks, there’s so much stuff we’re gonna learn on today’s show. Get excited, get yourself ready to go, get out your pen and a pad, prepare to take notes and enter into the Dojo Mojo Fo’s show. My name is Clay Clark, right here on the Thrive Time Show. And a quick reminder, if you haven’t subscribed to the Fly Over Conservatives podcast, it’s either A, because I’m a bad marketer, or B, because you hate yourself. So stop hating yourself and subscribe to the Fly Over Conservatives podcast today. You can find them on Rumble, iTunes, other places. It’s a blasty blast. That’s the flyoverconservatives.com. flyoverconservatives.com. Three, two, one, boom. Broadcasting live from the center of the universe, presenting the world’s only business school without the BS, with optometrist and entrepreneur Dr. Robert Selner and USSBA Entrepreneur of the Year, Clay Clark. Get ready to enter the Thrive Time Show on talk radio 1170. Welcome. It’s me and Clay, broadcaster from the Fox and the 9.8. Doing business with you and the topic today. Check this business, boy, since getting you paid. Making business move is what we do. But you can do that, I’ll show you. All right, Thrive Nation, welcome back to the conversation. Today we are talking about trade shows, trade shows and trade shows. You see, a lot of people want to go to a trade show to pick up new business, to gain new clients. And so what we’re teaching you today is how to dominate trade shows. You see, there’s usually a hundred vendors at a trade show or more competing for the attention of the customers and I would say that at a typical trade show there might be 80 to 90 of the vendors that are usually just going to be sitting by lazily sitting down in their booth While dispassionately passing out print pieces and brochures on their phones on their phones, right? And but you’re yet you’re taking typically two to three full days of your team’s time. I mean, your team’s gonna be there like 12 hours a day for two to three days in a row. And so if you’re gonna go to a trade show and invest the time for two to three of your people to be there all day, I mean, that’s a massive commitment of time of your team and resources where you’re not doing something else. If you’re gonna commit that much time to something, you might as well, I might as well just nail it. And so here are the things that your coach would help you work through that you’d really want to come to grips with and know before you go to the trade show. So one is you want to know the break even point for the show. Marshall, you need to know the number of deals that you need to have for the show to pay for itself. Why do you have to do that, Marshall? A lot of business owners, they’ll go to these trade shows without any clear idea of what a success at the trade show looks like. And so you define what that success is by knowing the number of deals, the approximate profit that you would need to make from all of the deals that you generate from the trade show in order to get to that goal. And you have been to the Dallas Bridal Show over there, right across the street from the Anatole Hotel in Dallas area. You’ve been there, you’ve worked in the booth for the companies I’ve had in the past, DJConnection.com as well as Epic Photography. You’ve helped your clients in all different industries to do well at trade shows. We went to the trade show in Dallas, the Dallas Market Hall. There was about 250 or 300 vendors, I believe. You have to stand out, but you also have to know the break even points. So in your mind, you knew you were trying to book, what, one ride per hour? Yeah. So one ride per hour. That’s kind of the… So the second step, you have to have a quota for each teammate. So when I’m at the show and you’ve worked a booth with me or you’ve worked a booth with our team, we’re not sitting around, are we? I mean, we know how many we have to get to. No, the difference is a lot of business owners and other vendors are just sitting there passing out these flyers and they don’t care whether or not somebody comes to their booth or not. In fact, we kid around when we were down there, like how do some of these vendors come back year after year after year? Well, we just got our name out there. Yeah. Just got our name out there. So if you need a book one per hour, that means that you got to set five appointments per hour, which means that you got to talk to probably about 10 people per hour, which means you got to get rejected about 20 times per hour. We’re just getting our name out there. Setting quotas is the thing I see a lot of people not want to do, like holding their team accountable. Right. And you’ve got to place a sense of urgency with those team members that are working your booth, or they will fall into the same thing everybody else is doing. They’ll start talking to the people at the next booth, they’ll be sitting there on their phone. They have to know, hey, we have got to sign up, like you said, one an hour or whatever that is. So at the Dallas Market Hall, there’s about 300 vendors and it costs us all, and to rent the booth, it’s about $1,000 for all the decoration and stuff to put in the booth, the setup, it’s another $1,000 or $2,000. And then to pay the team to be there, all in, it’s about five grand to go to a show. So I know specifically how many weddings we have to book to make the show pay for itself. The third thing is you have to have a game plan that’s proven to work and your coach will help you through the game plan but this could be a very very long training session because there’s so many details to master which is why we have a ton of videos available for you at thrive timeshow.com. We’re putting a link to those videos on today’s training because there’s there’s a lot of details, but you have to have a proven game plan to make the trade show work Then the final thing you have to have is you have to the willingness to actually train your team until they reach a level of excellence before Attending the show Marshall. You’ve seen me role play with the team. We’re training. We’re setting up the system in Tulsa We’re setting up the equipment. We’re setting up the trussing. We’re rolling out the flooring. We’re putting out the bistro tables, we’re putting up the TVs, we’re taking down the TVs, we’re setting up, we’re role-playing. Marshall, we get to a level of excellence before we’ve even got outside of our own building, let alone shut up at the trade show. We’re not training people at the trade show, we’re training people before we get to the trade show. That’s right. I’ve never seen this process take less than 10 hours. So you’ve got to ask yourself, when am I blocking off 10 hours of dedicated training for how to talk at the trade show. And so you got to make sure that you’re putting this in the schedule. This is training time with your team. Anybody that’s going to the show had better be trained. Now we have to do before you invest all this time is I’d recommend that you would find the best trade show in your industry and you would find that by calling the top vendors in the industry and asking them if the show is in fact good because there are so many crappy trade shows out there. I would argue that for every five trade shows there are probably four are crappy and terrible and should not exist. So you don’t want to go to a mobile pop-up flea market. You want to go to a trade show where it will be populated by your ideal and likely buyers. If your ideal and likely buyers are not there, then there’s no point to going. Now once you get there, you have to get the attention of the ideal and likely buyers. Seth Godin, the best-selling author and the man who sold his company Yo-Yo Dine to Yahoo for $30 million once wrote, you are either remarkable or invisible. So what you want to do at the trade show, you want to stand out. You want to make sure that you stand out. So I’m going to give you three really easy moves you can do. One, you can make your booth taller than every other booth. I love that move. It works really well. All you do is you make it taller than every other booth. There’s a company called Omni Lighting. That’s Omni Lighting. They will rent you all the materials you need. There’s also trade show booth companies that will do this for you. Then you put up lights or they are LED lights that shine and get people’s attention. That works. Another move you could do is you could have a big sign that says, we’re giving away free lunch or free drinks or free whatever. And people will come to your booth for the free drinks, the free lunch, the free whatever. That’s a move. And the third move you can do is you can create kind of a party atmosphere. You can have music playing. You can have your team dressed up a certain way. I’ve seen fitness companies have men who are built like Arnold Schwarzenegger. I mean, nobody’s built like Arnold Schwarzenegger, but people that are extremely muscular, like competitive weightlifters, standing in the booth shirtless, greeting people. I’ve seen that move. I’ve seen them do it where they’ve got polo shirts on that are impossibly too small and they don’t fit, and they’re just in the booth greeting people. I’ve seen people put a Lamborghini in their booth to get people’s attention. Did you tell me a story one time about a client that had the green man suits. Yes, and this is a move. One particular client I worked with, they had a trade show and at the trade show they had a man wear a green suit. So it looked like the man had no, like a faceless man. Yeah, it’s weird. And they wore a green man suit. And if you go to YouTube and you type in the OxiFresh Green Man, you can see this guy, the green man. And they had people wearing green suits that were running around the trade show. And it gets everyone’s attention when you see a guy who’s wearing a full body suit that’s green. With no face. With no face, it works, okay. So the whole point of the trade show though is to first get the attention. The next step is you wanna have a meaningful discussion with your ideal and likely buyers. And the third step is you want to set an actual appointment. The goal at the trade show is not to get a deposit at the trade show. So let me give an example. People would walk by your booth and your booth would be getting everyone’s attention because the booth is taller than everybody else and then you would say, hey are you are you in need of home siding? And they would say nope. Next person, hey are you in need of home siding? Nope. Hey are you in need of home siding? Nope. Are you in need of siding for your home? Nope. Are you in need of home siding? Yeah, actually I am. Marshall, you saw that happen in our own office. Remember that? You were working with Tom, the siding guy, and you were doing training on getting ready for a trade show, I believe. And you said, what? You said, hey, are you in need of siding or something? Remember that? I told him, you just got to ask everybody, every single person. Are you in need of siding? And I walked in the room and I said, I am. I am in need of siding, actually. Wait, I think I do need. And you guys are just role-playing, but I sincerely needed siding. And lo and behold, who’s doing our siding now? And you should probably ask everybody that isn’t at a trade show, are they in need of siding? And I think we’re kind of an expensive customer. I think we have a lot of siding we need. I think it’s kind of… Aw, shucks. Aw, shucks. I think it’s like $15,000 of siding we just had to put on or something. Yeah, it’s… I mean, but it’s important that you’re… You got a big deal there, Tom. You got to ask everybody. Every single person at the trade show, you’re asking them. You do not be discouraged if somebody says, nope, not looking for it. So you have to ask everybody. And typically, if you ask 100 people at a trade show filled with ideal and likely buyers, whether it’s a home and garden show or a wedding show or something, about 3-5% of the people will say yes. I am in need of a photographer, I am in need of siding, I am in need of whatever it is you’re selling, Chuck. One thing that I learned from doing the wedding shows with your system, Clay, and with you and with Marshall and some of the other guys was that preparing your team for that exact mindset, just tell them, like, make it fun. Like, oh man, another rejection, ooh, just got stone-faced, just got stone-walled, whatever. You know what I mean? We make it fun. Make it fun. You are going to get told no and ignored so many times. It’s okay. It’s all good. Whenever people said they weren’t interested in something, I used to work with the guys as a technique. I said, if you ask somebody, hey, are you in need of a photographer? And if they say no, then as a fun way for you to have good therapy, you could say, would you be interested in, like, you could just say, like, free money or something. Are you interested in free money? And if they said yes, you say, sorry, we don’t have it. Just so you can see that if you have what the person wanted, then they would be interested. But a lot of people start to say this false narrative. They say, everyone at the trade show is not here to buy anything. They’re just wasting your time. Well, really, so you ask somebody, hey, are you in need of photography for your wedding? And if they said no, then you go, would you be interested in free money? And if they said yes, you realize that they’re not rejecting you, they’re rejecting the question. Right, that’s the move. So then what you do is you have to have a trade show checklist. And your coach will help you do this, but the trade show checklist has 30 items that you have to bring. So, Chuck, I’m gonna list them off here. Oh, yeah. You gotta have, one, lead sheets with the standardized pricing. And if you want an example, we have it available for you on today’s show notes. You just go to thrivetimeshow.com, you click on podcast, and this whole checklist is available for you. If you’re ever wanting to be in a trade show, you’ve got to get to this information. I’m telling you, it’s the secret sauce. Companies have paid me thousands of dollars to help them have a successful trade show, and we’re giving away that knowledge for free. Two, you’ve got to have a no-brainer offer, an offer that’s so good people can’t say no to it. Three, you’ve got to have trussing in a booth design that makes sense. And we have an example available for you on today’s show notes. You want to have flat screens that show your company’s name and some kind of movement. You want to have eight up lights. Four bistro tables, four linens for your bistro tables, one six-foot table, one linen for your six-foot table, one laminate flooring, four clipboards, and one person whose entire job is to bring people into your booth. And then you have to have four salespeople whose entire job is to set appointments. One appointment setter whose entire job is to, and you get it, there’s a big list. A big old list. And your coach will help you. But the final capstone thought I want to give you on this is there is no shortcut to greatness. You have to invest at least eight hours in training your team before the show. And they get to the show, they already need to know how to set appointments. They already need to know how to follow up. They already need to know how to be successful. It’s a trade show, not a train show. Nice! But you want to prepare your team so you can hold them accountable. Because if you can’t, if you haven’t properly trained your team, then you can’t hold them accountable. Get with your coach for details on how to run an effective trade show. James, you know, on part two of today’s show, I am so fired up to sell you folks on a vision, to share with you a vision. You say sell? Well, I mean, I want to communicate to you, influence you, get you excited about this idea that you too can be successful. I think a lot of people think, well, I cannot be successful because I’m, and I’ll just walk you through the excuses most people say. You ready? I’m ready. I’m too old. I’m too old. And you go, bro, you’re 35. I’m too old. You don’t understand. Most people who are making money today, they get made it young. I’m too old. Or you hear people say, I’m too young. I’m too young. I’m 35. What? You were 35? You meant you were too old? Yeah, well I’m too young too. What? You hear that, right? The time’s not right. Timing’s not right. It’s an election year, and the year’s going to be the election. You’ve been saying that for 12 consecutive elections, for the last 12 years. Well yeah, but under Obama it wasn’t a good fit. Under Trump it wasn’t either. I just, timing is not right. Age is not right. Timing’s not right. I don’t have any money, they say. I don’t have any money. Well can I tell you a story on today’s show James? We’re going to tell you about the Tim Redmond story. Are you excited to talk about this? I love this story. And why do we like Tim Redmond so much? Because he’s an honest guy who always honors his agreements. That’s the kind of guy he is. That’s the kind of guy he was. We love Tim Redmond. Now let me tell you about Tim Redmond. That’s Tim Redmond. First off, Tim Redmond, this is a guy who, he showed up into my world, and you’re going to hear his testimony in just a minute. It’s going to be incredible, okay? And he was saying that he was basically, as a consultant, was perpetually stuck in around five to 20 clients, you know? And he did not have a team, photographer, videographer, web developer, search engine optimizer, workflow mapper. He didn’t have a team to help him grow his business. He didn’t have a team. He didn’t have an office, James. He did not have an office. He did not have an office to onboard new people. He had an office, but it wasn’t a place where he was confident in onboarding new people. He didn’t have an onboarding spot that was conducive for hiring new employees. He did not have really a unique value proposition. So when a customer says, what do you do? He didn’t have that in place. He didn’t have a one sheet, didn’t have headshots, didn’t have video testimonials, didn’t really have a website that converted, didn’t have an online strategy to generate leads. In the event that he did generate leads, he didn’t have a team needed to help him execute, didn’t have a unique value proposition, didn’t have an opportunity to speak at conferences, but what he did have was a desire, James, to become successful. That’s where it all starts. And so Tim Redmond, he reached out to me, and that’s redmondtogrowth.com, Tim Redmond, he reached out to me and he says, hey, could you help me grow my business? And I’ll just give you a high-level relationship so you understand this. I said, Tim, I’ll do it. And we ended up offering Tim, we provided Tim free office space. I actually trained Tim’s first employees because he didn’t know how to train for his first employees. In fact, I trained his son. I taught his son the systems. Then we provided the photography, videography, web development, search, and all the back-end supporting services to help his clients as he got new clients. We taught him a proven system to generate leads. We optimized his website. We helped him get in the news and the media, we helped with his online reputation. And James, we did a lot of stuff. Now let me tell you this, we helped Tim Redmond to grow his business. Now somebody out there do the math. We helped him grow from 5 to 20 clients. We’re kind of, you know, the number would go up and down. He didn’t have any control over that number. And we helped him grow to over 100 clients. And James, he was charging the average client over $1,700 a month. So James, this guy goes from a one-man show with 5 to 20 clients at any given time to a laser show where he’s generating $170,000 a month of revenue. We helped him double his business every year he worked with us. That’s incredible. It’s actually unbelievable. It’s not believable. You’d go, that’s unbelievable. So we’re going to share with you, James, the success story on part two of today’s show of Tim Redmond. And I think when you listen to it, you’re going to say, that’s unbelievable. A lot of inner dialogue there. You’re going to go, this is unbelievable. But it is believable. And I want you to hear directly from Tim Redmond how we helped him to change his life. And I just think it’s going to blow your mind when you hear this story. So, James, I’m excited to share this because money is an amplifier, James. That’s what money is. Right. When I say money is an amplifier, what does that mean? It means if you’re a good person, you’ll do more good things. And if you’re not a good person, you’ll do more not good things. Yeah, and so the thing about Tim Redmond is money was an amplifier for Tim Redmond. Right? That’s great to hear. It was a great thing. It’s great to amplify Tim Redmond. And you know why we decided to work with Tim Redmond? Because he’s an honest guy who always honors his agreements. He was an honest guy who always honored his agreements. That’s the kind of guy he was. And that’s why we helped amplify him, right? Right. And so if you’re out there today and you say, now’s not a good time to be successful. I don’t have the money. Do you know with Tim, we said, you can office in my office for free? Bro. That’s a low price. I said, Tim, you know what? You can speak at my conferences for free. I’ll let you attend my conferences. I’ll teach you how to become a speaker. I’ll teach you how to generate leads. I will teach you all the systems. So all you had to have was ambition. So Tim Redmond showed up with ambition and we helped him scale. And again, you look at the things we did for him, it’s pretty incredible. You look at the success he had, it’s almost unbelievable. That’s why I want you to hear directly from Tim Redmond. Tim Redmond on, you gotta look it up, guys. This is a Tulsa business success story by the name of Tim Redmond, T-I-M-R-E-D-M-O-N-D. Look him up, Tim Redmond, an unbelievable success story who we were excited to amplify. Because, James, you know what happens? If you amplify the wrong person, if you put energy and time into the wrong person, you help them scale a business and they’re not a good person. You’re really helping to scale a nefarious person. Right. But in the case of Tim Redmond, we decided to work with Tim. And you never got a chance to work with Tim directly because Tim, I worked with him before you got here. You know? That’s right. But to your knowledge of what you’ve heard, because there’s so many, you look at the success, you look at it. We as an organization decided to work with Tim Redmond because why? Because he’s an honest guy who always honors his agreement. That’s the kind of guy he was and that’s why we worked with him. I’m so excited for you to hear the Tim Redmond story on part two of today’s show. James, are you ready to go? I’m ready to go. Here we go. It’s the Tim Redmond success story on part two of today’s show. Then we’re followed up with the Ronnie Morales success story. By the way, a great guy. Ronnie Morales is a great guy. Ronnie Morales, also Charles Kola, Kola Fitness. He is a good guy. And I’m just super excited for you to hear this success story. So without any further ado, here we go. Tim Redmond, welcome to the Thrived Time Show. How are you, sir? Clay Clark, I am a man that’s grateful because of you and for you. You’ve been an amazing impact in my life. I’ll just say that up front. Well, you and I have a unique relationship because you were my boss for a long time and then I had the opportunity to work with you as a consultant and we’ve been able to work back and forth with each other. Oh, you’ve been hugely helpful. My life is different because of you. So I want to ask you this. When you meet with business owners today, where do you find that most business owners are stuck. Say you’re talking to somebody out there and they have an accounting practice, a dental practice, a contracting business and they’re stuck. What are the areas where you see people, most business owners, where are they most predictably stuck? In the same place that I was stuck when I reached out for your help. In marketing, I did not have a process of constant stream of leads coming in because of lack of marketing and then I lacked a sales workflow that once the lead came in, I could aggressively process it through to get them to come on board so I could help them out. I didn’t have those before I started working with you Clay and you helped me out with that and those are probably two of the most common problems I run into in consulting our clients. You know one of the things I like to do and I like to explain this to clients is that you have to view your business as a linear workflow kind of from left to right, like a time-lapse. So you have to start with fixing your branding, and then after you fix your branding, then you want to fix your marketing, and after you fix your marketing, you fix your sales, and then after your sales, you fix your hiring and firing, and then you fix your accounting, and you just follow down the path. How often do you find that business owners need help finding good people? That’s never been a challenge for me to find, to hire, train and retain good people, especially during the COVID moments. A lot of people said, I can’t find the people. Now, I still have never had a hard time finding people. But I mean, have you, what are your thoughts on that? How often are they struggling to find good people? Well, most of our clients. And that, I would say, Clay, that that is the number one need and one of the biggest reasons they come on board to get our help here is they cannot find decent people that will show up and actually work. Huge problem. Finding good people. Finding good people, keeping good people, getting people that will actually want to work, yeah, which that could be defined as a good people. Yeah, it’s a huge problem. And I know that with the systems we teach people, you know, they will learn how to hire, inspire, train, and retain great people. I think people view hiring as like a a one-time event, but it’s really a process. And I’ll give you an example. Harley is a young guy that’s a member of your team. I’ve met him since his first day working with you, and he’s been a great member of your team and a great guy. But a lot of people, I speak what they say, I have a hard time retaining employees for more than a month or two. If you had to give people tips on how to hire, inspire, train, and retain good people. What would you say to them if they’re listening and they’re struggling to find, hire, inspire, train, and retain good people? Yeah, well, there’s a number of things here. First of all, you want to create an environment that people are attracted to. So one of the biggest requirements or the biggest ways that a leader becomes effective is they create an environment. Most people respond and react to an environment, a lot like a seed. Some grows up, you know the Bible story about some fell away by the side and by the stones and all that, they didn’t grow up very big. But those planted in good soil or a good environment, they’re gonna grow and they’re gonna really produce. So number one, you’ve gotta create a good environment for people to join and if it’s reactive and people are yelling and it’s just an ego clash, that’s not gonna attract decent people. Good people are gonna leave and they’re gonna find another place that’s got a better environment. Number two is you’ve gotta be really clear on what you want them to do. And we have a lot of clients, Clay, and we’ve shared many stories together, we’ve spent many hours together, is a lot of folks here just, they hire people and they just throw them to the dogs and say, hey, I hope you can figure this out as you go. There’s not a training, there’s not a clear expectation. And so as a result, they don’t know how to win in their job. And there’s a lot of people, Clay, that they’re dissatisfied because they don’t feel like they’re winning in their job, and they don’t know how to win in their job. Tim, at the business conferences that you and I have done, you’ve actually appeared at a lot of them, and you’ve MC’d and speak at them. I think one of the things people have enjoyed about those is the ability to ask any questions that they want to ask and not to be mocked publicly, but to have somebody that actually answers their questions. What are common questions that you get asked by clients as a business consultant? Like if you could just think through sort of the Rolodex, the mental Rolodex of most frequently asked questions. What do people typically ask you? Because I know as a consultant, when I get asked a lot, but I want to get your thing. What are their questions? Okay, so this is a good question, sir. So most of the time, they’re either looking for leads, more leads, or how to hire more staff. And so what has happened is they’ve already gone to two or three or five or seven other marketing firms or hiring firms and they’ve been very unsuccessful and so they come with a lot of frustration and sometimes they’re almost like mad at us to say, well this is what everybody else said. I say, well we’re not just a coaching company that tells you what to do, we’re a do it for you coaching company and so we’re going to do a lot of this stuff and implement it yourself. I mean I still hire your staff To get our SEO there and and to keep the website It’s up to date and to get the marketing digital marketing straightened up So, you know, it’s it’s really important to be able to deliver something Can you give me enough leads is a big question or how are you going to help me find decent people? Because I’ve been out there and there’s nobody else out there. And I said, well, we have a host system that we introduced, but unless you apply this system on a consistent basis, it won’t work. Casualness causes casualties, you know? And so those are big questions. Another big question is, how do I get this business off my back? It just seems like I’m stuck as a slave in my business. So how do I get out of this business here? How do I get it to, when I’m working in the business, I want to work on the business and not just in it. Those are some of the common ones. Now you and your wife just celebrated an anniversary, I believe, correct? Yeah, 33. 33? 33 years, yes. The reason why I bring this up is because, you know, my wife and I, we’ve been married 21 years, and I find that in the world of business, there’s a lot of business coaching platforms, a lot of consulting platforms that exist and I’m not going to mention the specific names today, but I want to. So instead of mentioning them, I’m just going to pull up video clips to show what I’m talking about here. So I’m not going to mention them, I’m just going to show examples of them. But they have these, and this is not you saying this, this is me saying this. So what they do is they project a world that doesn’t exist. So I’m going to just type this in. And so this would be… Oh, Tai Lopez, come on! Okay, so here we go. This is a lot of people come to me after having been to a workshop that’s similar to this one. after having been to a workshop that’s similar to this was this guy’s name is ty lopez entitled as this is a actual commercial that he’s running right now on you to watch this you know i like more than five private jet like this books actually not but i do great books with the okay now i don’t know and and maybe i have a different world been in a private jet with a guy like this and a girl like that and a girl like that and a guy like that talking about books. Nor have I ever been in a private jet with people like this, but the point is, the idea that he’s selling, look at this. We were just talking a little bit earlier on, the question was how to figure out what you should do with your life like your destiny what you’re meant to do What’s your purpose is and I don’t know that I want life advice from her or from her or from him Or from him and then you go and again and people say clay Why are you mentioning him specifically because I’m trying to speak to my specific to your specific potential ideal and likely buyer There’s only a certain number of clients we can work with at any given time. I just want to be very clear. So this is another example of what we are not. Let me just hit play here. Here in my garage, just bought this new Lamborghini here. Oh, God. Here in the Hollywood Hills. But you know what I like a lot more than materialistic things? Oh, here we go. Knowledge. Oh! In fact, I’m a lot more proud of these seven new bookshelves that I had to get installed to hold 2,000 new books that I bought. It’s like the billionaire Warren Buffet says, the more you learn, the more you earn. Now maybe you’ve seen my TEDx talk where I talk about how I read a book a day. You know, I read a book a day not to show off. It’s again about the knowledge. In fact, the real reason I keep this Lamborghini here is that it’s a reminder, a reminder that dreams are still possible because it wasn’t that long ago that I was in a little town across the country sleeping on a couch in a mobile home with only $47. $47, that’s exactly how many dollars he had. He remembers because he counted how many dollars he had. And Tai Lopez, I mean, he’s got an unbelievable, he has so many different examples of what he does. This is just Tai Lopez. These are, you know, this is Tai Lopez. So a lot of people when they think of consulting that’s what they think of and that’s not what we do. We work with dentists, doctors, lawyers, contractors to help them grow their business. So if you had to contrast what you do, Tim, as a consultant, you know that I’ve had the honor of working with for basically a decade. How would you describe what you do versus that of which Tai Lopez does? Because again, if you say business consultant or business coach, immediately people picture Tai Lopez due to his shameless jet-based marketing. Well, I’ve got some similarities with Tai in that I do have some books. I actually read And I read them next to a super attractive woman, which is my wife. And, but that’s about as far as it goes. I know I’m not supposed to say bullshitter, but he’s the biggest bullshitter on the internet. I’m sorry. And I think you’ll have to probably beat that out. But what we do is we are an outcome focused company and so we measure our success. The client has to be happy but we really look at what are the numbers? We have the sales, we got net profit, we have gross profit, gross profit, and cost of goods sold, we have that. We’ve got how much money you have in the bank account. We actually measure that, we count it. And so the big difference here is, can you count and visibly and tangibly see the results of the coaching? And if you can’t, kick us out and get rid of us and hire Ty Lopez. Please don’t hire him. And you’ve been married for 33 years, and I mean this because I’m not saying that you’re a marriage guru, nor am I saying I’m a marriage guru. What I’m saying though is that you really want to look at the fruit of the lives of the people that you’re listening to because if you look at Tai Lopez and who he’s hanging around with and what he’s all about, if that’s what you want in your life, then maybe you pursue that. But I call that lifestyle jackassery. It’s fake. It’s smoke and gas. Jackassery. Didn’t you find his address as being in the middle of some cow pasture in England or somewhere? I did, but the address that he was using at one point led you to an abandoned warehouse district there. So, Tip, we’ve got listeners from all over the country that tune into the show. Oh, good. And they’re always taking notes. If you had to give the listeners one final pro tip or one final thought before we let you go. What would that be? What would that statement be you want to share with the listeners? I would say that create a cadence in your business and you do that by having a daily planning that you do and then every week you touch every aspect of your business, meaning a meeting, an accountability meeting with whoever’s in charge of whatever you’re looking over You visit that aspect of the business like for accounting that’s going to be Monday at one o’clock For sales that’s going to be Tuesday and Thursday and Friday for you know we have specific times where we touch every aspect of our business and So creating a cadence in your business is on track and you’re addressing issues as they go. Tim, I appreciate you carving out time to be here. That’s Tim Redmond from redmondgrowth.com. That’s redmondgrowth.com. He’s a beautiful man, a great American. Tim Redmond, thank you for allowing me to interview you today, sir. Thank you, Clay. And we will talk to you later. Take care. Very good. Awesome. If we go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their call. Well, okay, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it’s up and down roller coaster. And so now we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so I would have anywhere from five clients to 20 clients on my own with networking. But I had no control over it. I didn’t. Without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I I have grown I have doubled every year Since working with you, so I’ve doubled in clients have doubled in revenue Every year that’s a hundred percent growth Every year I’ve worked now, so so I’m looking we’ve been good friends seven eight years, and I’ve got Doubled five times which is just incredible. I mean, the first time you do it, that’s one thing, but when you do it repeatedly, I mean, that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, is I was going up and down and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take no matter how you feel, no matter the results. You lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, turns into sales. Well, I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. Right. And the best executives, Peter Drucker is a father of modern management. He said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. So with a script here, we have a brand new gal that just came in working for us. She nailed down the script, and she’s been nailing down appointments. Usually we try to get one appointment for every 100 calls. We make 200 to 300 calls a day per rep. And she’s been nailing down five and eight appointments a day. Somebody out there’s having a hard time. On that script. So she’s making how many calls a day? She’s making between 200 and 300 calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, or let’s say a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe, or whatever that is. So I basically make the systems, and you’re like the computer, and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this, you and I reconnected, I think it was in the year 2000 and, what was it, maybe 2010? Is that right? 2011 maybe? Or maybe further down the road, maybe 2013? 2012. Okay, so 2012, and at that time I was five years removed from the DJ business, and you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we meet? What was the first interaction or some interaction where you and I first connected? I just remember that somehow you and I went to hideaway pizza, but you remember when we first reconnected? Yeah, uh, well, we had that speaking thing that, oh, there it was. So it’s victory Christian center. I was speaking there. My name is Robert Redmond. I, uh, actually first met clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help direct my life, to get some mentorship. But I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses, implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life-changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say it was everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn. I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. you know, working here, you can’t be a mediocre person. You are a call to a higher standard of excellence, and then as you’re called to that standard here, you begin to see those outcomes in every area of your life, that standard of excellence that you want to implement, no matter what you’re involved in. The other people that work with Clay are people that are going somewhere with their life. Marshall in the group interview talks about how the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship that as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. You know, whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. You know, he’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. You know, he’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that a motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that are satisfied with mediocrity, people that Want to get through life by just doing enough by just getting by People who are not looking to develop themselves people who are not coachable people who think that they know it all and they’re unwilling to change I would say those are the type of people and ensure anyone that’s content with mediocrity would not like working with clay, so if You’re meeting clay for the first time, the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks, he gives you a wealth of knowledge that you don’t want to miss. I remember the first time that I met Clay, I literally carried a notebook with me all around. I was looking at this notebook the other day, actually. I carried a notebook with me all around, and I just took tons of notes. I filled the entire notebook in about three or four months just from being around Clay, following him and learning from him. And then I would say come coachable. Be open to learning something new. Be open to challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted. If you go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their call. Okay, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it’s up and down roller coaster. And so now we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. I didn’t, without the systems, you’re going to be at the, you’re going to be victimized by your own business. For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, as a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked. Now, so I’m looking, we’ve been good friends seven, eight years and I’ve got doubled five times. Which is just incredible. I mean, the first time you do it, that’s one thing, but when you do it repeatedly, I mean, that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating new, some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, as I was going up and down, and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. Right. And the best executives, Peter Drucker is a father of modern management, he said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. With a script here, we have a brand new gal that just came in working for us. She nailed down the script and she’s been nailing down appointments. Usually we try to get one appointment for every 100 calls. We make 200 to 300 calls a day per rep. She’s been nailing down five and eight appointments a day on that script. Somebody out there’s having a hard time. So she’s making how many calls a day? She’s making between two and three hundred calls a day. And our relationship is weird in that we we do if someone were to buy an Apple computer today yeah and or let’s say about a personal computer a PC the computer is made by let’s say Dell but then the software in the computer would be Microsoft let’s say or Adobe or whatever that is. So I basically make the systems and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and what was it, maybe 2010? Is that right? 2011 maybe? Or maybe even further down the road, maybe 2013? 2012. Okay, so 2012 and at that time I had five years removed from the DJ business And you were how many years removed from tax and accounting software? It was about 10-11 years. We met How did we meet? What was the first interaction? There was some interaction where you and I first connected I just remember that somehow you and I went to hideaway pizza, but you remember when we first reconnected Yeah, well we had that speaking thing that oh there was it was Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help direct my life, to get some mentorship, but I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say it was everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. How to hire people. It’s almost like every aspect of a business you can learn, I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. Working here, you can’t be a mediocre person. You are a call to a higher standard of excellence. And then as you’re called to that standard here, you begin to see those outcomes in every area of your life. That standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall and the group interview talks about how you know the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship that as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I’d say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. You know, whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. You know, he’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. He’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s again unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that are satisfied with mediocrity, people that want to get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people. In short, anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time, the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks, he gives you a wealth of knowledge that you don’t want to miss. I remember the first time that I met Clay. I literally carried a notebook with me all around. I was looking at this notebook the other day actually. I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about three or four months just from being around Clay, following him and learning from him. And then I would say come coachable. Be open to learning something new. Be open to challenging yourself. Be open to learning and adjusting parts about you that need to be adjusted. Well, Thrive Nation, we have an opportunity all the time. We have so many wonderful people that go to thrivetimeshow.com and they reach out to us to schedule a 13-point assessment. We also have a lot of people that go to ThrivedTimeShow.com and they schedule a free 13-point assessment and they’re not a good fit because I only work with diligent doers. I only work with people that are willing to actually implement the proven systems that Dr. Zellner and I both teach and implement in our own companies. So people say, I do wanna grow my business seven times faster. I do wanna reduce my working hours. I do wanna increase my time, freedom, and my profits. I think we’re all in agreement that that’s a good thing. However, we can only help people that are willing to put the work in. And on today’s show, we’re joined by a man by the name of Ronnie Morales. His company is MoralesBrothers.net. I hold him in high regard because he and his family-owned business, they actually are growing. I would call it dramatically. You look at this, Inc. Magazine right now shows that 96% of businesses fail. Inc. magazine says 96% of businesses fail. That’s not good. Whereas this guy’s business isn’t growing by 10%, it isn’t growing by 20%, it is growing dramatically. But again, if Ronnie Morales had filled out the form and had scheduled a consultation and wasn’t willing to actually implement what we were teaching, it would all be for naught. So I’m excited for you to meet somebody who I would consider to be a diligent doer He’s based in Richmond, Texas. And now that he further ado Ronnie Morales. Welcome to the Thrive Time Show. How are you, sir? Hey, I’m doing great. Thanks Clay. Hey, so how did you first hear about us? How did you hear about the Thrive Time Show? I listened to your Thrive Time Show podcast for those seven years and I was learning so much. I was like, man, I gotta give this guy a try So you listened to our podcast seven years ago? Yeah. Really? Four or seven years. Do you remember the first podcast you listened to seven years ago? I don’t, I don’t remember. I listened to so many of them. Okay, okay. I saw I listened to, you know, more than once. Now, when you’re listening to the podcast, I try to feature clients on the show so that you know there’s real people really doing it, really implementing the systems. When did it occur to you that you might want to go ahead and fill out the form at Thrivetimeshow.com and schedule a consultation? It got to the point where I just needed to take the next step and I’ve been in coaching before, like group coaching and different things like that, but I just felt like everybody on your show was making tremendous changes in our business. And coming from you and Dr. Z, I felt like y’all had the experience. And it didn’t matter if it was because I’ve been used to doing construction, like peer groups and construction coaching, where it’s contractors only. Well, I felt like, you know what, I need business, somebody business minded to help me grow this. I don’t necessarily need a group of just contractors. You know, I need somebody that knows the business part of it. And what kind of growth have you had since you began working with us as far as a percentage? Do you know a percentage or what kind of growth? Yeah, so we had about a 57% increase on last year’s first quarter to this year’s first quarter. So that was huge for us. And personal growth too, I honestly just as a business leader and a team member here in my company, I’ve grown a lot to be a better leader, learn how to delegate better, learn how to get these 15-minute huddles started every morning. It’s been great. I’m just continuing to learn, and I can’t wait to keep moving forward. Well, you know, people always ask me, they say, what’s the most important part of business consulting? And that would be to me like asking a baker, what’s the most important ingredient in a cookie? Is it the sugar? Is it the eggs? I would say if you take out any one of those core ingredients, you’re going to have a weird taste in cookie. So in our business, consulting, we focus on marketing, branding, sales, hiring, leadership, management, accounting, all of those things. So let’s kind of go through the process. From just a branding perspective and a marketing perspective, how has the business consulting impacted your company? It’s been great. The branding, the marketing, I mean, people around town are telling us, hey, I’ve seen your trucks here and there. I see you all over the place. When people are searching Google or whatever it is, you know, they’re finding our videos and they’re reaching out to us. I think one of the biggest parts with business coaching for me has been the accountability, like just having somebody tell me, like, hey, get this, this, and this done and have it done by this day, and we move on to the next step. So, it’s been great. Now, we have a weekly meeting. The purpose of a weekly meeting is so that you have a week to get your homework done. We have a week to do our homework. We do photography, videography, web development, search engine optimization, and you and I meet on Saturdays at 6.30 a.m. I find a lot of my clients like to meet in the mornings. How important is it to have that weekly meeting? Because again, I’ve done, I’m 42, but when I was 21, I was hiring business consulting programs that would do quarterly meetings or oftentimes even monthly meetings. And I found that nothing got done. How important is it for you to have a weekly meeting? I think it’s very important as a business owner to have that weekly accountability to make sure you’re staying on schedule. Because as a business owner, you wear so many hats. It makes it difficult to get those important things done that you need to get done, but that you want to put on the back burner. But when you know you have somebody to be accountable to, and it’s a weekly thing, and they’re steadily putting in your ear, like, you got to get these things done, get the reviews, get the video testimonials. It just makes it to where you have an assignment, and you just get it done. Now, at the business conferences, we walk people through the entire System this is the system we teach from this is from my newest book called a millionaire’s guide to becoming sustainably rich Which everyone can download for free right now at thrive timeshow.com forward slash millionaire You and I we track the numbers every week so box number one we establish those revenue goals We do that we know the break-even numbers. We know how many hours you’re willing to work. This is crazy You’re married your wife loves you you love your wife. I’m not ever advocating during our coaching meetings, like forsake your family and grow your company. Can you talk about that, how important it is to work with maybe a coach that understands that you want to have a healthy family and a healthy company? I think it’s very important. You know, like yesterday I had a good dinner with my wife, you know, and we had a good evening with live music and really enjoyed each other’s company. I took my kids camping twice this month already for four days and we’re enjoying the summer. But I think it’s very important that as a business owner, as you put the hours in, put the hard work in, but you also take the time to spend with friends and family. And I mean, it’s important. You know, rising up early to get my meditation time is very important to me too. So I think just, again, having somebody that knows the value of these things is important. Yeah, as we go through, I mean, you are knocking it out with the marketing and the branding and all the things we have to do to optimize your website and make the ads work. We’ve determined your unique value proposition. We’ve improved the branding. We have a three-legged marketing stool. We know how to generate leads online and offline and referrals. The sales process, and I’m not picking on you, but I mean this, you’re like a super humble guy. So I feel like that the sales process was something that once you learn the proven process, you kind of took to it right away. But I think a lot of contractors don’t want to come across as too aggressive or too passive or too whatever. And I feel like the sales process of your team really doing a good job of calling all the leads and the calls are recorded for quality assurance. I feel like that’s been a big needle mover for you. Maybe I’m wrong. I’d love to get your thoughts on that. Yeah, no, it’s been great. I had my own way before I joined your team. I had my own way of sales, and what I thought was working really wasn’t working. And at first I put up a wall, but once I was opened up to the why you do it the certain ways you do it, it really opened up more ways to be more successful with the call scripts, with the recorded calls. We’re still tweaking scripts and things like that, but it’s like an ongoing process. But it’s been great. And I think that it has helped us a lot. We do have, we call our leads back right away within hours, a few hours most of the time. And it’s important. And we’ve gotten a lot of leads and where I needed to hire my first sales employee. And now we’re working on more of the systems, creating these repeatable systems and managing a large group of people. In that daily huddle, can you talk, I hammer all my clients, it’s so important to have a daily huddle with your team, to huddle with your team every morning and to have a weekly staff meeting. Could you talk about the importance of implementing these human resource strategies for managing people and what impact that’s had for your company? Yeah, so the impact that Daily Huddles has had for my company is that it brought the team together. All of our employees, which is 17 of us full-time, it’s brought us all together to where we’re getting to see each other in the mornings and grow together. We start off with some wins, keep it brief. We go over company updates. Then we go over all our projects and we ask, like, you know, how is that client doing? How is the project on schedule? But when it did, it helped us a lot with the daily interruption with, hey, so what’s going on here? And these questions that can be answered in the morning. So they learn to answer these important questions in the morning so that there’s less interruption throughout the day. Now, the final two areas I wanted to cover here is, you know, there’s so much to growing a company, and that’s what we talk about on our weekly coaching calls. But building a sustainable and repetitive weekly schedule, you know, like every week we’re doing the group interview. Every week we’re gathering objective reviews from clients. Every week we’re gathering before and after images. Every week you’re gathering testimonials from your happy clients. It’s like you have to do this stuff every week. It’s like a garden, you gotta pull the weeds every week. Could you talk about the importance of having these human resource systems in place where you do these systems every week so it’s proactive as opposed to reactive, doing the same things over and over. Yeah, I think it’s important to do it every week and repeat them so that things don’t fall through the cracks. And if you get too relaxed on not doing it or you go two or three weeks without listening to recorded calls or whatever it may be, you start to slack off a little bit. The next thing you know, you’re in trouble. And now you’re putting down another fire that wouldn’t have been there if you had been on track and keeping up with the systems and processes. So just doing it repeatedly helps with building that system. Everybody knows it’s this day at this time. Our morning huddles are every day from 7-07, you know, last 15 minutes. And everybody knows to be there. And it’s just been great. Now, final two questions for you. People out there that maybe want to do business with you, they’re hearing about you. Again, it’s very hard to gather objective Google reviews if people don’t like you. It’s very hard to gather video testimonials if people don’t like the work you do. What’s your website and how do people go ahead and get a hold of you if they’re looking to hire you guys for maybe a big project? Yes, our website is moralesbrothers.net and you can definitely just fill out our get in touch form to reach out to us. And I personally will actually be in touch with you and I’ll have a conversation with you. And for anybody out there that’s contemplating coming to one of our workshops or scheduling a free 13-point assessment, what word of encouragement or what advice would you have for anybody out there? Well, I would say don’t wait any longer. Jump in because if I would have jumped in seven years ago, I would have been in a whole different place today. I guarantee you would be. I’ll say this though, and I’m not prophetic. I’m saying you’re on pace to have a business that’s going to be about five times larger than what it was when I first met you. I say that because the first thing you see is the leads coming in and you start to see new teammates joining your team and you’re building that foundation for success. I totally see you guys going to a great place right now. I wish I would have met you earlier. That’s my only complaint. That’s Ronnie Morales. Ronnie, I really appreciate you. I’ll give you the final word. What do you want to say to everybody out there that’s maybe contemplating taking their business to the next level? Like I said, guys, don’t wait any longer. Reach out to Clay and the team, do your assessment, and be a diligent doer. Amen to that. Ronnie Morales, take care, sir. Have a great day. Thank you. Bye. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah. So what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. Okay. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, you know, asking our customers for reviews and now we’re the highest rated and most reviewed Pessamon company in the Tulsa area and that’s really helped with our conversion rate and the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. So 411% we’re up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85% and that’s largely due to, first of all, like our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. And that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists. Everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success. But that, like I said, the diligence and consistency in doing those in that system has really, really been a big blessing in our lives. And also, you know, it’s really shown that we’ve gotten the success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut, and we didn’t know. Oh, sorry. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, and they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year. But we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut. And if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. We just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40 to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983 and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay’s done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with Lee Crocker, or Head of Disney with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours, where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers, and they run 160 companies every single week. So, think of this guy with a team of business coaches running 160 companies. So, in the weekly, he’s running 160 companies. Every six to eight weeks, he’s doing Reawaken America tours. Every six to eight weeks, he’s also doing business conferences where 200 people show up, and he teaches people a 13-step proven system that he’s done and worked with billionaires, helping them grow their companies. I’ve seen guys from start-ups go from start-up to being multi-millionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, organizing everything in their head to building into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like the most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. And Clay has been an amazing business coach. Through the course of that, we became friends. My most impressive thing was when I was shadowing him one time, we went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. And he told me, he’s like, I’m going to turn it down because he knew it was going to harm the common good of people in the long run and the guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right and anyways just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I got nervous or worried about how to run the company or, you know, navigating competition and, and, and, and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I’m Rachel with Tip Top K9, and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you and really just appreciate how far you’ve taken us. This is our old house. Right, this is where we used to live a few years ago. Yep. This is our old neighborhood. See, it’s nice, right? So this is my old van and our old school marketing and this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you times a thousand. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. ever and we’re going to give you your money back if you don’t love it. We built this facility for you and we’re excited to see you.