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Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Play is hilarious. I literally laughed so hard that I started having tears yesterday. And we’ve been learning a lot, which, you know, we’ve been sitting here, we’ve been learning a lot, and so the humor definitely helps. It breaks it up. But the content is awesome, off the charts, and it’s very interactive. You can raise your hand. It’s not like you’re just listening to the professor speak. The wizard teaches, but the wizard interacts and he takes questions, so that’s awesome. If you’re not attending the conference, you’re missing about three quarters to half of your life. It’s probably worth a couple thousand dollars. You’re missing the thought process of someone that’s already started like nine profitable businesses. So not only is it a lot of good information but just getting in the thought process of Clay Clark or Dr. Zellner or any of the other coaches, getting in the thought process of how they’re starting all these businesses, to me just that is priceless. That’s money. Well we’re definitely not getting upsold here. My wife and I have attended conferences where they upsold, where it was great information and then they upsold us like half the conference, and I want to like bang my head into a wall, and she’s like banging her head into the chair in front of her. Like, it’s good information, but we’re like, oh my gosh, I want to strangle you. Shut up and go with the presentation that we paid for. And that’s not here. There’s no upsells or anything, so that’s awesome. I hate that. Oh, that makes me angry. So glad that’s not happening. So the cost of this conference is quite a bit cheaper than business college. I went to a small private liberal arts college and got a degree in business. And I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. I would definitely recommend that people would check out the Thrive 15 conference. The information that you’re gonna get is just very, very beneficial. And the mindset that you’re gonna get, that you’re gonna leave with, is just absolutely worth the price of a little bit of money and a few days worth of your time. Presenting the world’s only business school without the BS. ♪ T to Z and I P to C ♪ ♪ Teaching business skills from A to Z ♪ Welcome back to the Thrive Time Show on your radio where we are answering questions that have been emailed to us directly from great Thrivers like you to info at thrive timeshow.com. And the question that was emailed to us from a Thriver was, how long did it take you to perfect the workflow? I think for those of you who aren’t familiar with the word workflow, it’d be like the systems, the step-by-step systems. So I guess the question would be, how long did it take you to perfect the workflow, aka step-by-step systems, for the elephant in the room experience. Well, step one, my friends, understand the concept that it’s never done. It’s never done. I mean, it’s never done. I mean, it’s never going to be done. The moment that you stop improving is when you lose. So the way I would explain it to you is there’s a word called kaizan. Kaizan, kaizan, what does that mean? Kaizan, it’s a Japanese word that simply means change for the better or continuous improvement. So one, you’re never done. You’re just never done. So if you want to know how long it takes to build a workflow that is perfect, how long did it take you to perfect the workflow? Well the answer is it’s never done. So it’s never going to be perfect, but it’s close. It’s very good many many things about our great now on because i feel like you know jack dorsey uh… might have said it better was jack dorsey i don’t know jack dorsey is on his reviews twitter you know your his twitter i don’t know what to address uh… have you ever uh… used to square the credit card processing company on no i i i don’t i don’t know what that is. Have you ever been outside? Have you ever, have you ever, no I don’t know what that is. Have you ever seen a cloud? No, I mean everybody’s heard about Twitter, right? Everyone’s heard about Twitter, everyone’s heard about Square, right? But does anyone else take any curious interest into who built Square and who built Twitter? I mean I do, but I’m kind of a weird guy. I don’t know if anybody else cares who was the co-founder of both Twitter and Square. I don’t know if that’s interesting to you guys, but the guy’s name is Jack Dorsey. And Jack Dorsey, he says, and I’m not reading my quote, Jack Dorsey says, make every detail perfect and limit the number of details to perfect. Well, one, he just used the word twice and he pronounced it differently, which is kind of exciting. But he said, as an aspiring rapper, that’s exciting to me. But he says, make every detail perfect and limit the number of details to perfect. Make every detail perfect and limit the number of, and limit the number of details to perfect. Let me try it again. Make every detail perfect and limit the number of details to perfect. Somebody should say that with me. Make every detail perfect and limit the number of details to perfect. Wow, wow, that would win. Whenever you have a notable quotable and a big idea that intersect, that right there begins to infect something that I wanna dissect. I wanna break it down. I mean, that’s powerful. So you want to not have a whole lot of details with your system. I mean, you don’t wanna have like thousands of details. So if you go to the elephant in the room men’s grooming lounge, I’m pretty much done with new ideas. I don’t really want to have new ideas. I just want to make the current ideas we have better and better and better. That being said, there’s maybe a few new ideas that we’re working on right now that will be implemented, but they’re not really new ideas. I guess they’re more ideas we’ve had in the past that are just now coming to fruition. But the idea is you do not want, you just don’t want to have thousands of details to perfect. And what you do want to make every detail perfect and limit the number of details to perfect. So step two, it took me two years to build the elephant in the room system. And just so you get this, I helped finance the business, I handled all the marketing for the business, and helped to build a lot of the systems for the company. My brother-in-law was in the trenches every day, Justin Moore. It was his vision. It was his idea to offer a men’s grooming experience that was head and shoulders above anything else that the average man could get in most markets. And so the elephant in the room is really addressing that the issue is that most men, the elephant in the room for most men is that most men have had a bad haircut. And so he had this hypothesis, this idea, that he could offer the best grooming experience possible. And so now we have a challenge. And so if you live in the Tulsa market and you want to get your hair cut for just a dollar. I mean, your hair, your first haircut is just a dollar. So if you want to see if the experience is in fact good or great or above average, your first haircut is just a dollar. A doll hair? Are you talking about the hair of a doll? No, I’m talking about a dollar. It’s a dollar. I mean, if you don’t like it, I mean, just don’t come back, right? I mean, whatever. It’s a dollar. But we’re so confident in the experience and the back-to-back, you coming back to try it again, that we do it for a dollar. And that’s a powerful idea. Another idea that we have out there is that we have created a workshop that it’s called the Thrive Time Show Workshop and for those of you just tuning in when February 16th and 17th We only have right now 18 tickets left we have 18 tickets left so we are selling out we have 18 Tickets left with 18 tickets left you know that means That’s the number that painting Peyton Manning wore. That’s true, but it means that we only have 18 tickets left So if you go to thrive timeshow.com and you click on the conferences button you can see everything we teach you at the workshops and these workshops are As close to perfect as you can have as a business workshop at that workshop. We cover Let me let me just give you an idea of what we cover we cover We teach you how to manage your team. We teach you search engine optimization. We teach you accounting and financial management. We teach you social media marketing. We teach you branding. We teach you how to lead an effective meeting. We teach you how to increase your sales. We teach you how to create time freedom. But you shouldn’t believe us. You should really do your research. And if you do your research into Thrive Time Show, you’re going to find that as you compare us to anybody else, we are the best. Our workshop, I mean, if you go to like, let’s say you go to a Tony Robbins seminar, or you go to a Rich Dad Poor Dad seminar, or you go to a Maui Mastermind seminar. You’re going to be upsold the entire time, Holmes. You’re going to be pressured into buying more and more and more stuff. But our program, it’s just $99 to buy a ticket. $99. We’ve thought about the decor, the atmosphere, the music, where you sit. So we actually do a 45 minute sprint where we teach the subject, and we take a 15 minute break for you to ask any questions, write your questions on the big white board we have, the white boards we have, or to use a restroom, grab a coffee, whatever, and then we come back at it, and we answer any of the questions that people have so no one gets left behind. And we’re so confident in the system because we’ve perfected it over time, this is over a decade I’ve been doing this. We actually will give your money back if you’re not happy. So the tickets are $99. Now if you want to get free tickets, and I know some people want to get free tickets, everyone wants to be a good steward of their finances, all you have to do is find the Thrive Time Show on iTunes or Stitcher. You just go to iTunes, you find the type in Thrive Time Show in iTunes. Find the show. When you find the show, just subscribe to the podcast version of the Thrivetime Show and leave us an objective review. It doesn’t mean you have to be a homer for the show. Just tell us how we’re doing. Leave us an objective review. Then email us proof that you did it. Email us your contact information to info at Thrivetimeshow.com and we’ll send you two free tickets. It works just like that. You could make $200 of savings in just a couple minutes. Visit us at Thrivetime Show on iTunes. Get ready to enter the Thrivetime Show. It’s a Thrivetime Show on the radio. Yes it is. Oh, yeah. It’s all about you. We bring the whole world. Back to the conference station, it’s the Thrive Time Show on your radio. You can email us for a break. We just kind of cut the end of that topic. If you want to get your free tickets to our Thrive Time Show workshop, February 16th and 17th is the next workshop. All you have to do right now is just go to iTunes. Find the Thrive Time Show right now on iTunes. Find the Thrive Time Show on iTunes. Subscribe to the podcast. Give us an objective review. Just tell us how we’re doing. You don’t have to give us a bunch of praise. I mean, just tell us how we’re doing, how we’re impacting your life, and you’ll get two free tickets. Well, how do you get the tickets? Just email proof that you did it. Email your contact information to info at thrive time show dot com again email us to info at thrive time show dot com and bam you get free two free tickets. So step number one homies step number one step number one you got to go to thrive time show on iTunes step number two write a review step number three emails proof you did it to info at thrive time show dot com we will email you then we’ll give you two free conference tickets to our next in-person Thrive Time Show workshop. So at Thriver actually I took a proactive step here during the break and they emailed us this question just came in here so let me read the question, let me pull it up on the email. It reads from your experience what are your rules for creating key performance indicators that actually matter to a business? Okay, that’s a good question. So from my experience what are my rules for creating key performance indicators that actually matter to my business? Good point. Well, key performance indicators, they’re kind of like, you know, every month you get like a water bill and you look at your water bill and you know what your water bill should be and you look at whether it’s went up or you went down, but you know what it should be. You have kind of a baseline or you have like a mortgage and you know what your mortgage should be. You have a rent payment maybe or a car payment, cable bill, I don’t know, you have some kind of bill, cell phone bill and you know what it should be. And so you have a bill and you know if there’s an outlier. Back in the day there used to be this thing called roaming minutes. Maybe some of you somehow still have a cell phone plan with those roaming minutes. But you basically, as long as you made calls within that area, you weren’t charged extra. And for me that was like a huge deal because when I started my first company, DJConnection.com, before we built the billion dollar business, I basically was on a phone that was missing the nine. I didn’t have a nine on the phone. I couldn’t dial a nine without using a pin because I was missing the actual button for a nine. So when I would make calls, I always wanted to make calls within my area because if I ever made calls outside of my calling area, I got charged a huge price. How did I know what the bill was? I looked at the bill from Singular Wireless. How many of you remember when someone would call you on your Singular Wireless phone? Remember that? Remember that ring? You used to play snake on that phone when you’re stuck at the airport or something. But you knew the baseline number your bill should be at. That’s called a key performance indicator. When you run a business, you should have a daily report card of certain things that should happen every day. And if those things don’t happen, you should lose your mind. And so the three things that you need to worry about when you run a business are profit. You gotta make sure you’re making a profit. I mean, you just have to be able to make a profit. And you have to know what your profit is On a daily basis if you don’t know what your profit is on a daily basis or let’s say the profit that you know about Isn’t very good. Then you’re not gonna do very well. You just have to know the profitability So to give that an example back and I ran DJ connection back in the day or more most recently with epic photography For epic photography if we ever did less than $30,000 a week of sales, I was irritated. Why? Because 30,000, let’s say, I’m going to do the math with me, 30,000, right, times 52 weeks means the company was doing, excuse me, wow, wow, wow, wow, I’m a cougher, I cough on the radio, my apologies. That means that Ant-Pic Photography was doing $1.56 million a year if we’re not doing 30,000 a week I’m irritated So I knew the numbers and I knew what I paid myself the profit I knew I knew the percentage I paid myself from that and I wanted to realize roughly 10% of the revenue as a profit and so for myself So I knew that if we made 1.56 million dollars a year that I would pay myself one point I’d pay myself a hundred fifty six thousand dollars a year and that’s that’s that right so you have to know the profitability of the business you have to know the numbers you give you Bill Gates somebody out here says I don’t know Bill Gates I don’t know I’ve never heard the name Bill Gatties is it Bill Gatties that you’re saying how are you saying that is it Bill is it Bill Gates Bill Gatties who are you saying? Bill Gates, the co-founder of Microsoft, he once said, knowing your numbers is a fundamental precept of business. What does that mean? It means it’s a fundamental concept. You have to know your numbers. If you don’t know your numbers, then you’re not gonna do well. And why won’t you do well? Because you don’t know your numbers. You’ve got to know your numbers. If you don’t know your numbers, what’s going to happen? You’re not going to do well. Why? Because Bill Gates says that you have to know your numbers. Knowing your numbers is a fundamental precept of business. You have to know your numbers. I see so many entrepreneurs that never look at their numbers at all. They just talk about their vision all the time. Your vision, your goal, your passion, you can’t do that. You have to look at your numbers. You have to eventually look at your numbers. When I say eventually, daily. If you don’t do that, you won’t be successful. The second thing you have to do, from your experience, the question was asked, from your experience, what are the rules for creating key performance indicators? You have to know if the processes are being fault followed. So you have step two, you have to look for process errors. You want to track that. It’s profits. You want to track your profits per day and process errors per day. You want to know who made the errors and what errors they made every day. You want to know every single day the profits you’re making per day and the process errors per day. If you have a great system but people don’t use it, it doesn’t matter. I mean, you have an awesome checklist on how to clean a bathroom perfectly, but if somebody chooses not to do the checklist, it’s not going to work. Well, that’s the difference between Quick Trip and everybody else. I don’t think everybody else wants to have a dirty bathroom. I don’t think any other gas station or convenience store, I don’t think if you’re not familiar with Quick Trip, Quick Trip is a very high-end, high-caliber gas station. I don’t think the other convenience stores are wanting to do a poor job, it’s just they don’t execute. I’m sure of these billion dollar oil and gas companies, they know. How could shell oil, how is it possible that shell oil can extract fossil fuels from deep within the Earth’s crust? How can they erect and construct a massive oil rig that drills down deep into the Earth’s Fossil fuels, fuels made from decomposing dinosaur parts, fossils. How is it possible they can dig that deep into the Earth’s crust and extract fossil fuels, but they can’t clean a freaking bathroom? How is it possible? How is it possible when you want to use a restroom at a Shell gas station, you always You always have to get the front desk guy to give you a key to an exterior outside building, almost like an outhouse. So somehow now you have to go to the front desk and say, I want to go to the bathroom. He will give you a key. You now have to leave the confines of the warm gas station, convenience store, and you now have to go outside to use a restroom. It’s somehow connected to some kind of car wash, and the key is attached to a hubcap or a piece of metal. Why does it have to be that way? You have to know the number of process errors per day. It’s unbelievable. Shell gas station, get your crap together. Step three, people problems. You don’t know your people problems per day. How many people problems are you having per day? Are you having one a day, two a day? What the crap is going on with your people? Are they doing their job? You know, did Sharon leave upset in tears? Did Greg freak out at a meeting? Is Carl upset? You know, I mean, you got to know those things. Is Marshall dominating? Is Eric kicking some butt? Is Andrew just dominating? Is Jordan doing a good job? You have to know these things. You gotta know the people problems of the day. And those are the things you have to keep your eye on. You have to know the profits per day, the process errors per day, and the people problems per day. And if you do that, you will win. And in business, you don’t win as a result of a big, big event. You win as a result of being diligent and consistent. So if you’re somebody who’s diligent and consistent and the idea of being consistent and diligent doesn’t bother you, I know that you would love our in-person Thrive Time Show workshop. So if you’ve never been to a Thrive Time Show workshop, you can get all the details you need by going to thrivetimeshow.com, clicking on the conference button, or by just typing in Thrive Time Show Reviews. And right now we have 17 tickets left. And if you want to get one of those 17 tickets, just go to the iTunes, find the Thrive Time Show on iTunes, and subscribe. Leave us an objective review, tell us how we’re doing, and email us your contact info to info at thrivetimeshow.com. And we’ll actually send you two free conference tickets simply for taking the time for writing an objective review about your experience with the Thrive Time Show. My name’s Clay Clark. I’m a business coach. We come back with more answers to your business questions. Stay tuned. And back to a show that’s cooler than the other side of the pillow. It’s the Thrive Time Business Coach Show. It’s the Thrive Time Show on your radio. Get on the broadcast so the plug-ins download. We’ll teach you the moves to make your business grow. Provide you the fuel to make you want to go with your startup or a big-time baller, we’ll teach you the system to increase your dollars. Google Optimize, sales multipliers, we say it all so we never lie. Pitch yourself, it’s the truth, not a fable. My name is Clark, but I ain’t Clark Campbell. Next to me is Zee, he owns Stables, and you can too if you unplug that cable. You know, Zee, you could own Stables if you unplug that cable, can you unpack the truth of that rhyme? We covered it in the last segment. If you’re driving or if you’re at a truck stop or you’re maybe in a cubicle eating lunch or you’re in a Google self-driving car in Albuquerque wondering, will you make it to your destination? Will you make it to your destination? You miss part of the show. You can always go on. We put it on a podcast too. It’s my point. You can go to thrivetimeshow.com to get the knowledge. There you go. So what we’re just talking about is how many hours a day people are watching TV. So cable is kind of an acronym or kind of a substitute for TV. So now you have DISH. You have just streaming. So you may not even have cable. You may not even know what that is. I don’t know what that is at all. What is that, Campbell? Are you saying a clock? Watching programming of some kind. So the idea is to free your mind. Free your mind and the rest will follow. There you go. Because starting and growing a business is work and it takes time. Work, work, work, work. And we hear that, work, work. And here’s the thing, you can’t stop, a lot of times you can’t stop the job you’re doing now while you’re starting your business. Oh, there’s a concept. So then you have to add that into your busy schedule that’s already busy because guess what? We’re all busy people. But the problem is a lot of people are busy doing things that they really don’t need to do. It’s not going to help their business grow, i.e. watching Netflix all weekend long, right? Chilling. And so the idea there is that you, and it’s kind of a clever rhyme, you unplug the cable, stop the TV, take those five hours, dump them into your business, and then you can have the dreams of your life. Then you can have your bucket list items. For me, it was owning horses and that’s why you brought in Stable. You know, I typically don’t quote a lot of Rihanna on this show and I’m going to tee up this quote from the pop star Rihanna and then we’re going to talk about workflows. So this is a non-Rihanna quote first and Shep, I want to add it to the show notes. This is Maya Angelou, who is the best-selling author, the poet, who President Clinton asked to speak at his inauguration. She says, nothing works unless you do. Think about that for a second. Nothing works unless you do. That’s like you getting business coaching and mentorship and being taught how to build a workflow, but then not doing the action items is a lot like buying a car and not filling it up with gas and then complaining that you’re not getting any mileage out of it. Correct. So I’m going to quote Rihanna because there’s something deep about these lyrics. And see, I figured what I’m going to do is we can do kind of a duet almost. This is a song that she did with Drake here. So I’m going to have Chuck read the second part. I’ll read the first part. Here we go. This is Rihanna. She says, work, work, work, work, work. You see, I be work, work, work, work, work. You see me dirt, dirt, dirt, dirt, dirt. There’s something about that work, work, work, work, work. When you gonna learn, learn, learn, learn, learn. Me not care if me tired, tired, tired, tired, tired. What does she mean there, Chep? I mean, if you thought about that, what do you think she means there? She’s talking about working. Wow. And then working some more, and she doesn’t care if she’s tired. And you need to learn that about her because she likes to work, work, work, work, work, work, work. She goes on throughout the song and for sake of time, she basically encourages her man. She says, hey, you know, if you want to hang out with me, you got to work, got to work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, work, what Rihanna says, but that’s one thing I’ve noticed about enormously successful people is they all grind. So now we get into this workflow. The first workflow, Z, we have is the Tip Top K9 workflow. Tip Top K9. And I’m putting it on the show notes, and this is a business, see, check this out, this is a business that all of the listeners can buy if they want to in their respective cities. It would be an investment, you’ve got to buy a dog, you’ve got to commit yourself to about five weeks of training. So Z, how many weeks of training did you have to become an optometrist? It’s a long weekend in Puerto Rico. Okay, so very long weekend. I’m just giving you numbers. It’s probably about 300 hours of training you have to have. Mine was, you know, four years of optometry, four years of undergrad. So think about this. For about 300 hours, 250 hours of training and about $15,000 one-time investment to get a dog and a van and to auto wrap it, you can make six figures a year. Is that a good deal in your mind? That’s crazy. That’s crazy. So here we go. We’re talking about bringing in $20,000 a week of gross revenue. We put the business model up for you on today’s show notes. So here we go. This is what they have to do every week for marketing. So this is all they have to do every single week, but they have to do it every week. See, they’ve got to get Google reviews from real customers. They’ve got to. Why every week, Chuck? Why every week? Because that’s how you get to the top of the Google map, at the very top of the organic results, okay? And if you’re not getting them consistently, A, Google likes to see that you’re getting consistent reviews so they know you’re a real business, and B, somebody’s going to be upset at some point for whatever reason, even if it’s not true, and you’ve got to drown those people out. You know, the other day I bought some organic blueberries. Okay. Really? Is that the same kind of organic you’re talking about? Yes, the exact same. Oh, okay. No, this is the natural unpaid search results. Right. And I want to make sure the listeners get this. We had a lady who came up to me at the Thrive Time Show workshop. And if you just Google Thrive 15 and then the word Jinx, Thrive 15 Jinx, or Thrive Time Show reviews, you can see these. This lady comes up to me and shows, I left you a really great review, and she showed me at the conference. I just want you to know this was life-changing. Wow. Cool. She hit send, but Google reserves the right to remove it if they feel like it is from a discreditable source. Because the woman had never written a Google review before, it didn’t count it. I don’t know about you, Z, by default, how many Google reviews would you have ever written about another business if someone hadn’t asked you to do it? Zero. That’s right, because we’re not trolls. We don’t run around complaining. You’ve got to get reviews. Some stick, some don’t. Then there’s search engine. She’s got to write, if you buy a tip-top canine, you’ve got to write content every week. Now, Chuck, every week, every week, you’ve got to add. Like I said, Google wants to see that consistency. You’ve got to consistently add content so that you have more original content on your website than your competition. And Google will, it’ll help show them that you’re a real business by not dumping a ton of content onto your website one week and then not touching it for a year and a half. I have two examples. I’m going to pull it up here. If you Google search Tulsa Dog Training, you see their ad is up there. They pay for that. Then you see them on the map. Right there. That’s reviews. And then they come up right here twice on the first page. Oh, three? Oh, twice on the first page. Twice. And then, yeah, so it’s two times on the first page. Now, Chuck, you have a float tank company you’re working with right now? Yeah, yeah. What do I need to type in to find her? Tulsa Float Tanks. Tulsa Float Tanks? That makes sense. That’s crazy. There she is. H2Oasis float center. And how many new deals did she get the first week that she implemented the system? The first day we launched her new site, which had previously not given her any web leads like ever, she got 10 leads. We weren’t even running advertisements yet. We literally launched a new site. She was already getting that traffic they just had. It wasn’t, you know, there was no no-brainer. They didn’t have an offer. And so now they got 10 leads on the first day. So a workflow is documenting what you need to do every week. It’s like the blueprint. So on this document, I’m looking at it, you can look at it too if you go to thrivetimeshow.com, they got to get Google reviews, write content, run the Facebook ads, do retargeting ads, and they have to drop off free stuff to veterinarians. Z, why in the world would you want to drop off stuff every single week to a vendor you’re trying to wow? Because that’s how you wow them. Every week? Yes. What? I buy a lot of donuts. What? I buy a lot of donuts. My company, my auto auction buys a lot of donuts. Is that a health tip I’m writing up? This is his new diet. How do you think I look like this? Donuts and donuts. You look great. It takes a lot of donuts to look like this. I don’t know what happened. I followed a style. I don’t know. I buy my donut, I sit up there and just practice my self-control, just surround myself with donuts and then I just… When we come back, I want you to break down why consistency, above all else, has to be in place for your workflow to work. I want Dr. Z, the master of consistency, the king of consistency, the Z who’s next to me, will break down the importance of daily diligence when we return from the rink. You are now entering the dojo of Mojo and the Thrive Time Show. Can I kick it? Yes you can. Can I kick it? Yes you can. Can I kick it? Yes you can. Can I kick it? Yes you can. This is Clay Clark from the bike again. My opera focus time of enchant. I’m focused on the mission. To teach you the skills and give you the plans. Broadcasting from my lands. To the left, to the portland I’m here to tell you, you can do it, yes you can’t and now my friend, you’ve got two fans you can either see, comma, ants I’ll be to see, yes, hands now let’s kick it like batman bam! and get a little nuts like pecans I’m getting a lot of people I’m getting a lot of people remember when batman any time that batman would do any kind of physical action. He would punch something on the screen and it would say POW! POW! POW! WOW! A lot of POWs, a lot of ZIPS. And I felt like he and Robin had sort of an ambiguous relationship that in today’s time would be viewed differently. Just mentors. Because it was like, here’s the deal, Robin, we’re going to wear underwear over our pajamas. This is how Batman started. Batman says, he goes, Robin, let’s go to Lululemon. And he says, okay Batman, that sounds fun. Alright, now here’s the Robin. Now we’re going to go to the boys section of Target. I want to make sure the screen says BAM. Boom. There’s just something not right about it. There’s something that just seems… Well, when you put it like that, you’ve just destroyed a childhood memory of mine that I was happy with. Their relationship was… I’ve got to reassess myself. Robin, piggyback ride. Robin. I won’t say it. Not the podcast yet. Okay, sorry. Robin, why are you touching my leg? I didn’t say stop. Oh, no. That’s why I’m here. I’m the parent. I will correct the show, folks. It’s a good guardrail up. Guardrails up. These people want to know how to grow and start their business. They want to make money. Okay, let’s get into it. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Eyes up here. Alright, so here we go. So what you do is you document your marketing and your marketing systems first. It has to be documented. See, why do you have to get it out of your head and actually put it on a paper of some kind? Why do you have to eventually put it on a piece of paper and then why do you have to consistently do it? Well, you have to because what happens with that is it’s a very powerful thing. It’s like writing down your goal, your life goals. It’s like writing down the mission statement of your life. It’s like writing down what you’re going to do today. It’s like writing down what your business workflow is going to look like. It’s a powerful thing to do to write it down because then what you can do is you don’t forget it, number one. And you’re held accountable by the people around you because they see your goals in front of you all the time in the office. The team members say, hey, Z, we’re always supposed to run ads, right? We’re supposed to always bill insurance, right? Hey, boss, did you write that article this week? Oh, no. Accountability is something that can be not fun, especially… It’s only not fun when you’re not doing what you’re supposed to be doing. Right, otherwise you’re just kind of bragging. Otherwise you’re just kind of showing off. Step number one of your workflow, you’ve got to nail down your branding. Then step number two, you’ve got to nail down your marketing and write down the marketing activities, the specific quota, the action items that must occur every week. Z, then the next box is sales conversion. You see, when the leads come in at Tip Top K9, you know when the leads come into the website, Z, they have a certain text message that they send to people who fill out the form and they have a certain voicemail they send. Z, they have a certain email they send and you know what, they’ve been doing it so long, they’ve perfected it Z. They probably, now I’m going to ask you a question. This is going to be crazy. This is going to be crazy. Is it something different than they first started doing? Yes. What I mean by this is that a lot of people out there will think to themselves, I don’t want to send a text message until I know it’s perfect. I don’t want to send an email because this is my one shot at them. So I want to make sure it’s perfect. So I’m just going to save their email addresses and I’m just going to perfect this email over time. And then when I get it perfect, I’m going to rock and roll. Done is better than perfect, is he? Bingo. Boom. And then over time you tweak it. And Jack, you know Jack Dorsey couldn’t be here today, but he’s the guy who founded Square. Founded square he founded square the payment systems company and Z the same man Co-founded this is huge the same man Co-founded a little company called Twitter so Jack Dorsey see this is what he says he says make every detail perfect and Then limit the number of details to perfect He says make every detail perfect Z and limit the number of details to perfect. Wow! What does he mean? So think about this. With your auction, if every single day, every Friday, you lined up the cars differently, just because you need that variety in your life, how screwed would you be? Totally screwed. I mean, but there are certain people that want to do it differently every week just to screw with you. Absolutely. You know, and sometimes it’s out of a heart of, I think this might be better and we might try it and then it will determine whether it is or not. Sometimes you can figure out, you’ve done it enough, you go, no, we’ve tried that three years ago and it didn’t work. You know, because sometimes you get that new person in there who thinks they can maybe, you know, make a better mousetrap. And I’m all about making a better mousetrap, don’t get me wrong. But if it’s something we’ve already tried, for example, and we already know it’s not going to work, then I’m not going to entertain it. Now the next, the next box is you want to create the system for your service and how you deliver the product, how you deliver the service. The next box is human resources. The next box, as boxes are working from left to right here on this workflow, is accounting. And the next box is strategic growth. And you get the point. It’s boxes from left to right, like a timeline. If you’ve never seen a workflow, William Shakespeare would say, brevity is the soul of wit. So I guess Bill S would have said brevity is the soul of wit. And Steve Jobs said that simplicity is the ultimate sophistication. And then see here on the top right, it says what they need to do every week. So it says here, on Monday at 9, they need to have a team meeting. They need to have a financial meeting at noon. They need to have a group interview Tuesdays at 6. They got to have a group onboarding class on Saturdays at 6.30. And they got to do a weekly coaching call. See, why is it so important that you actually block the rocks into your schedule if you want to have total time freedom outside of those rocks? Because you won’t do it. You only do what’s scheduled. Otherwise you let the day drift you. Otherwise you let the clock control you. You don’t control the clock. It’s all about we’re in control of everything around here. This is the thing I want to give you as much time to talk about as you want. I want to get Chuck to break this down, too. You are probably the most gregarious, seemingly random, childlike adult I’ve ever met. You’re like the Peter Pan of entrepreneurship. It’s like you want to be a kid, and you are a kid in many ways because you’re such a rigorous old man and so fastidious and so crotchety about details. So it’s like your discipline allows you to have the freedom. And that’s what we’re all about here. Discipline is the bridge. Discipline is the bridge between the big idea and the execution of the idea. I like it when you finish my sentences by the way. Yeah, when he does that. Because we work together that way, you know, so discipline is there and that’s what happens. A lot of people have the big idea and they see the success. They see the success that people have had. I see the iceberg. And it’s that discipline, self-control that gets you, gets you over to it. I don’t see the footings, but I see the house. I do not see the iceberg underneath the water, but I see the tip of the iceberg. I do not see the years of commitment. I just see the successful Dr. Robert Zudder and Associates. I do not see the money that was invested into concrete before there were any customers. I just see the results. And Clay, I look at it like this. I worked too hard. I grinded too much to let somebody else now take control of my day. Oh, come on. I worked too hard. I grinded too much to let somebody else take control of my day. So what kind of people try to take your day? What are little things during your day that maybe you just say no to, but everybody else… Got a minute? Nope. You got a minute, Maynard? Can we meet for a minute? No. I just sent you a random text and I don’t really know you, but you haven’t responded. Exactly. I’ve sent you an email, but you haven’t responded. Delete. I just sent you a voicemail, but you haven’t responded. Delete. I’ve noticed you’re not attending the chamber events. Block. Yeah, block. I noticed that the hateful social media comment I wrote about you, you didn’t respond. I didn’t even read it. I noticed that you just say no all the time, so, Chubb, help the listeners out there. Help the business coaching clients, non-clients, the great people out there, the business owners. Help them say no. Where do they get stuck? They get stuck in their old habits and the things that they’re used to and what is currently normal, right? And you’ve got to break your normal and change that. And we talked about it in previous segments about who you’re running with, how you’re spending your time, and then bringing this back to the workflows and being diligent. I’ve been working with a lot of clients lately and we’re knocking out these workflows. One in particular, the last one I can think of was Guy Shepard with Shepard Automotive in Oklahoma City. Such a good story. He has just been grinding for 12 years. He’s got a successful business, but every person that I’ve worked with or seen you work with, Clay, that we get a workflow out of their head, it is like a wet blanket has been lifted off of them and they like, that’s been stuck inside their head the entire time they’ve had their business and now people can actually see it and it’s just amazing. But you’ve got to be diligent and you’ve got to take control of your schedule if you’re going to do that. Now Thrive Nation, if you want to change your habit force and become a successful, proactive, purposeful person, you’ve got to fill your mind with positive information. You can get that information at thrivetimeshow.com where we provide you with the four-factor. We’ve got the podcasts. Come on. The one-on-one business coaching, the in-person workshops, and we have a video library of thousands of videos you can learn from mentors and not mistakes. I repeat, learn from mentors and not mistakes. You can be successful, and you will be successful. Go to Thrivetimeshow.com. Without any further ado, three, two, one, boom! 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. 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. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. 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. Clay has 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 like Lee Crocker, or Head of Disney with the 40,000 cast members. He’s friends with like 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, making it, putting it into, organizing everything in their head to building it 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 Look at this cute, baby What a great, baby Quality, baby, that’s a healthy baby Right nation on today’s show. I’m very excited for you to hear this success story about this wonderful couple that Sean I would describe them as they are killing the game and the most nonviolent way possible. They’re killing the game Yeah, and the most nonviolent way possible. They are blowing up in a good way. Folks, I’m telling you, these folks are really growing their business. And what makes them great is they’re really kind, hardworking, diligent people. And we’re honored to serve them. We’ve got Jenny and Mike here joining us. Jenny and Mike, welcome to the Thrive Time Show. How are you two? Hi. Thank you. Good. We’re doing well. Okay. Now, I’ll start with you, Jenny, because frankly, Sean likes you more. No, I’m just kidding. So let’s start with you. So how did you first discover us and the business coaching that we provide? So I was listening to different podcasts about business. I was starting up our business. And so you were the first one to pop up on our podcast on Apple, I think Apple is what I was on. And so I started listening to you. I got on your website and I was just a little girl starting a business and I said, I’m going to ask this guy to be my coach. And I don’t think I’m going to get a shot. But sure enough, within a week, he called me. Now who is this cute, cute child here? But Micah, who is this cute kid here? It’s Lennon Rose. She is about to be 10 months old. I hate to do this to you, but can you kind of hold up the baby to the camera a little bit? This is probably- Oh, look at this cute baby. What a great baby. Quality baby. That’s a healthy baby. So Mike, can you tell us, what’s the name of your website there? I think people want to look you up and verify you’re real people that don’t just happen to have a cute baby. Yeah. Our website is newconcept.healthcare. Newconcept.healthcare. So newconcept.healthcare. I’m going to pull it up right now, folks, so we can all verify that they’re not just a couple who’s taking advantage of the cute baby they have to get a podcast here. This is a real couple, because I’m pulling it up here. So this is the website, it’s newconcept.healthcare. And can you tell our listeners, what services do you guys provide at newconcept.healthcare? So we offer more functional medicine. So we offer IV therapies, we offer hormone replacement therapies. We also do acute care. We do pretty much everything, but we’re very much alternative. So we believe in medical freedom, and that’s what we offer. And you guys, you reached out. Do you remember that initial consultation there? Do you remember, Mike, that initial consultation? Do you remember what that was like? Yeah, it was actually pretty overwhelming that we started in this business with absolutely nothing and we had the opportunity to work with five times check. Well, you know, the one thing I always try to do is, you know, my father, great guy, may he rest in peace. He worked his tail off like so many people do. And there was no real economic results that was achieved from it. There wasn’t any, you know, he had the college degree. He’s working two jobs. I remember he’s late thirties. He’s working at Domino’s, delivering pizzas, working at Quick Trip, he worked at furniture stores. And I always try to look at every new client we have as though I’m talking to my dad, you know, because like, what would my dad, you know, what could he have learned at the age of 37 that could have changed the financial trajectory of his life? You know, and I try to look at it that way. And so you guys, I paired you up with Sean, you’ve been working with Sean, I believe Sean since October of 2020, is that correct, Sean? I think that’s when they started their business. It wasn’t until about April of 2021. So April of 2021. And at that point, from that point to now, Sean, how much growth have you guys achieved from 2021 to now? Do you know that number? Yeah, I mean, we’re sitting at 2023 revenues were $821,000. And they’re in October of 2020, like they only had a few months, but they made about $95,000 by the end of 2020. And then we grew significantly that first year, about 375% to $588,000. And we continued to grow there ever since, all the way up to where we’re getting close to the million dollar mark at this point here, just like three years in. Jenny, how would you describe the growth? Would you say you’ve doubled or you’re five times larger? How would you describe that? Oh, no, I definitely feel the growth. There’s been some growing pains and you guys have helped us through that too. So it’s been amazing. It’s been amazing to help people because that’s what I’m passionate about. And you guys have really helped us expand and tell people what we’re about. So step one here, we do this with all the clients, I’m gonna walk people through the steps. We really needed to nail down your branding. And that’s a big thing because, branding is to humans what clothing is. So as an example, you wake up today, folks, if you run around and you’re streaking through life, you’re probably not gonna get a lot of conversations started so we all have to be intentional about, what are we gonna wear? Are we gonna wear a tie? Are we gonna wear a polo? Are we going to do makeup? Are we not? So people, they judge us based on our appearance. And so we really had to get a website built. We had to optimize the online brand. Jenny, we do it all included for our clients. So we don’t refer you to another vendor. We do it all. Can you talk about the impact that that has made on the business? Oh, for sure. Just the website itself, it looks so great. We would have never been able to make it look that great. The way you all optimize everything and keep us with Google, just where people search us and we’re the first people that come up. And that’s actually how we’ve established our business and started offering some of the things that we offer is because of the tags that we have. I didn’t originally start off as doing IV therapy, but due to people Googling healthcare people Google and, you know, health care functional medicine, I had three phone calls in a week that said, hey, do you offer IV therapy? And it was very interesting. And I was like, well, no, but I can. And so it was because of you guys that that kind of snowballed and took effect. So yeah, there’s a lot that you guys have done for us. Now, Sean, we’re working with these wonderful clients here. I’ll pick on Mike here. You know, you always say great things about Mike and Jenny. What makes them good to work with? Because I want to make sure for anybody out there, if you go to thrivetimeshow.com, I consistently offer a free 13 point assessment. I’ve been doing that since 2005. I do it without reservation, there’s no obligation, but there’s usually about one to two knuckleheads a week that will fill out the form and probably 20 really great people that fill out the form. And then we only take on 160 clients. And so I don’t want anyone to waste their time. What makes Mike so great to work with? Well, Clay, I mean, you, when I first started coaching, you taught me about these, you know, these two types of business owners. There’s the happy hopers out there and then there’s the diligent doers. And I think these guys are a great example of the diligent doer. They continually apply effort to work on their business, not just in their business. They consistently show up to their meetings. They track all of the critical numbers of their business, and they are aware of what’s going on with all of their employees, they’re paying attention to all the little things going on, they’re keeping all the plates spinning, and they ask great questions. They actually really do make a great effort consistently to apply our systems and help their business grow. It’s been working. So step one, we get the branding nailed down. That’s the website, the print pieces, the logos, the business cards. But then you have to develop that online reputation. Now that can be a tough thing to do, Jenny, and I’m not, this isn’t a backhanded compliment, I’m just saying, but for people that are humble and very kind, of which I would put Jenny in that category, sometimes asking for reviews is more difficult because you almost feel like you’re self-promoting. I’ve never had this conversation with you, but when you, has that been difficult for you to ask people to give you video reviews and Google reviews after you provided the service, or was that easy for you to do? It’s not easy. It still isn’t easy. Okay. It is. It’s difficult because you feel like you’re begging for something even though you know you did the right thing. So it is. It’s difficult for me. It’s just my personality type, but we get it done anyways. I’ll find this for the diligent, kind customers we work with, it’s very difficult sometimes to ask for those objective reviews from real customers. And I find that from my clients I’ve worked with that are sort of like self-described barbarians. I had a guy years ago I worked with, he’s a, I won’t mention his name or his industry, but I’ll just say he’s obsessed with physical fitness. And he told me, he says, I’m kind of a business barbarian. You tell me what to do and I will slay the dragons. And I’m like, okay, you need to get Google reviews from everybody you’ve ever worked with. And he’s like, oh, I’m on it. And this guy’s just shamelessly calling through his phone and just lighting people up going, give me a review. Come on, give me a review. Why will you not give me a review? And I’m like, go ahead, dial it down a little bit. So again, you guys are humble, diligent doers. You’re the ideal person here. So I appreciate you sharing that. The next thing we had to do is we had to create a no-brainer. Now a no-brainer is an offer so good, so amazing, that people simply cannot say no to it. Now I won’t mention the name of the company, but I worked years ago, and I still work with this company, they’re a medical company, they’re doing well now, and for whatever reason they put on their website, first initial consult, 497. And he went to one of these like borderline spiritual motivational conference things where Jesus isn’t described, but they kind of talk about metaphysical alignment and getting your Wu saw getting in your groove alignment No friction, and I and he came back and he’s like clay. I believe in the seventh the number of completion I go III agree. He says four is a number that’s urgent. I’m like okay, not going what? Anything I don’t I don’t want higher kickers So I’m gonna do 497 for my first consult that way I don’t deal with the tire kickers. And I’m like, doc, I love you so much. You’re a doctor. I love it. You don’t have any customers. That’s why you came to me. You don’t have any customers. So why don’t you do a first free consult? Say, I’m not going to do it. I’m going to kick out Sean, the tire kicker. So I’m sure you’ve never seen this with a client. Oh, never. And so now what makes it worse is his wife also went to the Metaphysical Alignment Motivational Jackassery Festival. And she was like, 497 is the number. I had a dream about it. I’m like, yeah, you probably talked about it all weekend. You probably are subconsciously thinking about it. You’re probably creating a neural pathway related to 497. And so anyway, after about a year, he finally says, okay, I came to your conference and I saw a person that did the first consult for a dollar. I’m going to go with that. And now his business is blowing up. Could you talk about your no-brainer, your first consult for a dollar? How has that helped you having that no-brainer offer? Yeah, so it gets people in. And so when we get people in, we know that we’re doing a good job and we know that we’re trustworthy and our healthcare is superior to most. So just getting people in for that dollar, because a lot of people are, you know, they’re nervous about going to the doctor or they don’t trust healthcare system. And so they know that they can come in, they’re only going to spend a dollar, they can figure out whether or not they trust us, figure out whether or not we’re the place for them. And we know 100% of the time we will be. So it’s really helped us just get people in and get people to trust us more. Now once somebody fills out the form, folks, again, there’s a linear pathway here. I’m trying to give you a visual here. So you establish your revenue goals. You figure out your numbers to break even. You figure out how many hours a week you’re willing to work. Even though you have a cute baby, you’ve got to figure out how you’re going to get it done. Step number four is you define your unique value proposition. What makes you unique? And that’s something you and Sean have worked on together. You improve your branding. Now you’re coming in contact with humans. Business is a contact sport. I love this part. That’s when you start marketing. You launch your marketing. You have your online ads. You optimize your website. You begin to come up top in the search results. You start to get leads. Do you remember what it was like, Jenny, when you first got your first online lead? Do you remember the first one where you’re like, it’s working. Do you remember that moment? Yeah, it was almost like we wanted to, well, we did celebrate because it finally had happened. And then as soon as the first one came in, the second one came in. And like I said, it was almost a growing pain experience. We had so many leads so fast. So it was great. And we still celebrate every lead that we get. Now, Mike, the next step is you have to make sales scripts. We recommend to every client that the calls are recorded for quality assurance. You have a sales script, call the calls are recorded for quality assurance. You have a one sheet that tracks your pricing, you have pre-written emails, you begin tracking. Sean’s always bragging about you guys with tracking. Mike, how has it helped to have tracking in place where you can, you know, how does that help you? Well, it’s really a good benefit because, you know, at the end of the week, you know what your income was, you know what your leads was. So wherever we’re lacking in, we can quickly adjust and make that adjustment to make it work for the next week. Now when you, if you don’t have tracking, folks, this is a true story. It’s kind of a sad story. So I’ll speak in generality, Sean, I talked to a guy the other day, this terrible story, long time client and he got motivated. He set up a trade show. He didn’t tell me he’s doing that. That’s fine. You don’t have to tell me, but he set up a trade show. I think he was going to try to surprise me with the fruit of the trade show. So he set up the trade show and he gets on the call. His energy is kind of off. And I’m like, are you okay? Yeah, dude, fine. What’s wrong? Hi, just, I don’t know. I’m like, your lead sheet, we’re getting, you know, 10 to 15 leads a week. It’s very consistent. Revenue looks good. He’s like, yeah, I’m in a tight spot. We are in a tight spot. Why are you in a tight spot? He says, I did a trade show. You did a trade show? Yeah, I got roped into four. I did a thing where you get the billboard, you get the trade show, you get the magazine ad. And I did the trade show and we got no leads. And I go, what kind of trade show did you do? And he says, well, I went to the whatever trade show and Sean, what I find is that there’s the emotional excitement about being on the billboard, being on the magazine cover, you know, and he got called by one of these kind of scam, I call it a scam-och-ery or jackassery. They call you and they go, boop, boop, boop, boop. Hey, is this Sean? Yeah, this is Sean. Sean, yeah, I noticed that you have an incredible health care company, and we want to honor you by giving you the yada yada of the region award. It’s the yada yada, it’s a regional, it’s a prestigious award. We’d like to meet with you. Can we meet with you? Yeah. So now I meet here. Now, Sean, again, I’m not wearing a phone, but I still like the phone voice here. So, now, Sean, so because we’re so honored, you know, we’re inviting you to a plated dinner to honor your, just your honor, your honoredness, your greatness, your humbleness. And it’s going to be a thousand dollars a plate, you know, for you and your wife. And did you want four seats or eight? Because most people do eight. Oh, I guess just four, four. And that does include a glossy magazine feature in, we’ll just call it like, Missouri local top doctor Jack Assery. It’s a great magazine. And you’re also on the, you’ll be on a billboard. We’ve teamed up with the billboard. It rotates through your, hey, don’t get too excited. And just because we’re honored. We’re not, you know, again, we’re just honored. Now, the way it works is it’s going to be four payments of $4,000 for a total of $16,000. And that’s… No, I’m serious! And now they’re in the trade shows! He’s going to the trade show and there ain’t nobody there. There is nobody there! To be technical, nobody was at this trade show. I mean, everybody was not at the trade show. He’s got photos of him and his wife and his team in an empty booth, and he’s got a magazine, and no leads are coming, and he was so excited to tell me. I’m sure you’ve never encountered this sort of thing, Virginia. Have you, you know, Jenny, have you ever seen a situation where that sort of shamockery advertising has been entered into your world in some capacity? I’ve been there. I’ve been exactly where, what you’re talking about, and I’ve set up everything and paid employees and I felt like I was nothing more than a free pin show. The only people that were there were people looking for free pens. Oh, I know, and it feels terrible. And then you kind of have to sell it to yourself all day. Guys, we’re getting our name out there. Sean, can you pass the megaphone back there? Yeah, because I tell people, when you get your name out there, what you do is you just run outside and say, all right, come visit New Parnsup Health Care. And people go, why are you yelling at me? I’m trying to shop for my groceries. New Parnsup Health Care. She’s like, you can’t shop out there. My name out there. Get in the mix. Is this effective? Of course it’s effective. I’m getting my name out there. That leads to buying Frisbees, branded Frisbees, Goozies. You know what I’m saying? Branded Pins. Yes. All of a sudden, you buy these things. Sean, you know what I’m talking about. Oh, yeah. Okay. So now we have to do, and I’m going to show you, this is kind of the back end of one of my companies, called Elephant in the Room. And you do a search for eitrlounge.com, and then you go to forward slash staff, I’m not gonna give you the password, folks, but you log in, and these are all the systems needed to run the haircut chain. Now, one thing I thought was very interesting is Truth Social, President Trump’s social media platform, the other day they were disclosing, Newsweek was disclosing the revenue of it. Oh, I don’t be able to know this because I think I just full disclosure I’m a very conservative person, but I don’t be able to see this This is just something to look at truth social they declared and they’re filing that dated three point three million dollars of revenue Mm-hmm and had forty nine million dollars of losses, which by the way That’s very normal for a tech startup company and their users are going up and they’re having an app There’s like a reaction in the marketplace. People are actually putting more money in. They’re investing the stock prices going up. But. I don’t know anybody that I’ve met in my life, but I’ve never been a client that can afford to bring in three point three million and lose forty nine million. You know, so like for my haircut chain, we have five locations. We bring in more than three point three million. And this just in, we don’t spend forty nine million. You know, so we have to we call it a lean startup. You got to keep that thing lean. And so when you go to eitrlounge.com forward slash staff, every document needed to manage the business is here. So the opening checklist for the manager, you click here, boom, this is what the manager has to do to start the day. Everything is documented. And that’s kind of where we’re at right now with Ginny and Mike’s business. We’re in the process of building all those checklists. Sean, what kind of checklists have you built so far? Oh, man. We have a whole page. Their staff page is pretty built out. We’re really getting there. I think more right now, it’s getting, correct me if I’m wrong, we need some managers in there so we can free you guys up from the business. And so we have a lot of the worker level systems. We’re just now working on more of how do we get those manager level systems and find those high quality managers. Now let me give Jenny a little mentor moment here. This will be helpful for you. I’m going to hop on a flight in about two and a half hours, three hours to go to Denver, all right? And I got to go to Denver to meet with the founder of Oxifresh.com. This is a brand we’ve worked with and helped them to grow to 550 locations. Now, 550 locations, okay? And if you type in carpet cleaning floats, we’re the world’s highest rated and most reviewed company in the world. In the world. OK, 274000 reviews. We’ve been holding this idea in our mind for 15 consecutive years. I’ve been working on this, Sujan, before I met you. We just were grinding. OK, yeah. And the biggest challenge that the locations have is managers. Finding a good manager. And I tell people this. It never goes over well, but hopefully eventually it will. I keep refining it, refining the idea. The kind of person that enjoys conflict, but also likes people is a good manager. Let me try that again. The kind of person that enjoys conflict, but also likes people is a good manager. And I have found it’s not so much trainable as it’s findable. So as an example, where we’re getting ready to head out to Denver, Sean, you know my personality type. And you know that I have to pack all this stuff to get ready to go. You saw my suitcase out there? Yep. How many times do you think I’ve followed up with the people involved in the trip so far before leaving? Oh man, it’s probably on your to-do list and you’ve checked it off like probably at least five times today I would think. And what kind of things do you think I might have put on my checklist to travel to Denver? First off, just making sure that the timing is working, making sure that you have all the stuff that you need, making sure that you have double of the stuff that you need in case something gets broken, making sure that the people who are there know you’re coming and when you’re going to be there. Do you think I’m checking a bag? Oh, yeah, you’re probably not checking a bag. There it is! You could get lost. Right! And am I, you think I’m catching a flight a lot earlier than I need to be there? Way earlier. Yeah, if I’m having a meeting tomorrow, which I am, I’m leaving today at 1230. That’s the sort of paranoia that makes management possible. So I have literally called, I said, all right, I’m getting on the 1230 flight. We’re meeting tomorrow. I should be in by like four o’clock Denver time. Our meeting’s tomorrow. If that flight gets delayed and the next one gets delayed and the next one I’ll still be there. I’ve got backup phone chargers. I have a rule, everybody going with me. You cannot check a bag. I want to check a bag. Can’t check a bag, why? Because it could get lost. And this is real. I’m not, every, I am completely paranoid. And that is the paranoia is what makes the businesses run. Yeah. And I asked my staff every day, guys, elephant in the room. Did you guys get a review? And they say, yeah, we got a review. You asked me 10 minutes ago. OK, I’ll talk to you in four minutes. You hear me say that. I’ll say I’ll talk to you in five minutes. Yeah. And I’ll do it. And it’s a follow up of because I have to make sure that the checklists are being followed, the reviews are being followed. We’re a licensed business, people don’t know that. Haircare, you’re licensed by the state, so we have certain cleanliness standards. We could have random people from the state show up. So we got checklists, and I follow up, and it doesn’t bother me to follow up with the same adult who’s in their 40s six times within a 50-minute span of time. It doesn’t bother me. But most people, that bothers them. And so, have you found that, Jenny, that a lot of people don’t like to follow up? Have you found that or is that just something unique to me? I found that they don’t like to follow up. No, people don’t like to follow up. It’s almost like an awkward communication thing that people try to avoid. Yeah. And it’s not necessarily that you’re being mean or any type of way, but I feel like that’s probably the way that we feel when we continuously follow up, like we’re having to step on people’s toes. But really, we’re not. We’re just getting the job done. My mentorship moment for you is it’s probably the same feeling you have when you ask for reviews. Yeah. It’s probably the same. So I’m just saying, and then, Mike, did you ever play football or a sport of some kind? Yeah, I used to play soccer. OK, soccer. So like when you, what position did you play? Goalkeeper. Goalkeeper, OK. So is a goal, this is a great example. I didn’t know you were a goalkeeper. But when you’re a goalkeeper and someone’s kicking that ball at you fast, I mean, just the ball’s coming in there. I mean, people can really kick a soccer ball fast. There are certain people that want to be a goalkeeper, but they kind of avoid the ball. They try to hide from it. They flinch. You know what I’m talking about? But you actually would lunge into it, am I correct? Right. I mean, you’re aggressive, right? I mean, you’re like, you had, for some reason, you enjoyed it. Yeah. Right? I’m not looking for a name here, but somebody who would kind of hide from the ball. Yeah, this is the same thing for management. I guess the manager you have to want, but you have to sort of seek out conflict, but like people. So I’ll say things like, okay, it’s eight o’clock. I need to make sure you put out the flags in front of the elephant in the room store today, Mr. Manager, put out the flags that draw the attention by the road, put out the flags, and I’m going to call you in 10 minutes to follow up. Call him in 10 minutes. Are the flags up? Can you send me a picture? They’re like, do you not trust me? Absolutely not. I trust nobody. Go ahead and send him. And then I’ll call him back 30 minutes later. Hey, did you get Google reviews? Yeah, we got one Google review. You know, the quote is 10. Yeah, I’ll call you back in two minutes. You know, call him back. Hey, did you get a review? It’s been two minutes. I know. I’ll tell you what, I’ll call you back in an hour. My whole day is just following up. Then over time, the culture happens where people go, he’s going to follow up. Now the people that like to follow up like to work there, and it’s become a great thing. That’s where we’re at right now, I think, is we’re getting into the follow-up phase. You have call recording in place there, Mike. Do you have the call recording for quality assurance installed yet? Yes, we do. Are you learning some things? Yes. It is very hard to train people on recording scripts. Yeah. Okay. That’s something we got to do. Now we’re just going through the workflow. And then the wowing the customers. What Sean is saying is that your patients are consistently wowed. Now, I don’t know if that’s because Sean is your hype man or if that’s a real thing, but it seems like people are actually wowing. They’re being wowed right now. People, when they come in, this is, if you look at the workflow, they buy something. Right here, we have to wow them. You’ve got to create that wow moment. And again, if you want to download this diagram, folks, just go to thrivetimeshow.com forward slash millionaire thrivetimeshow.com forward slash millionaire. You can download it from my newest book called A Millionaire’s Guide to Becoming Sustainably Rich. You got to create that wow moment. I mean, amidst the checklists and the tracking at some point here, you’ve got to create a moment that wows people where they go, wow. So I’m trying to get everybody’s creative juices flowing here. So if you have a restaurant, I work with a restaurant in Florida right now, a great restaurant. They say, welcome in. Is it your first time? They say, yeah, it’s my first time. Oh, well, hey, you get free appetizers on us today and one free adult beverage. Welcome in. And that every time it’s that, wow. And then when you come back later and ask for a review or, hey, what entree do you want? Guess what? People become generous with how they buy. Another example, I work with an auto auction. The auto auction says your first time that you buy from the auto auction, you only have to pay a dollar more than the actual cost of the vehicle just to wow people, to get that going. I happen to work with a carpet cleaning business, carpet cleaning business, and what they do is they say, hey, the first time we clean your carpet will be any competitor’s price and it will be at least half off of our normal price. And they go, okay, great. You got to have that wow moment. What are you guys doing Jenny to wow your customers there? Well, um, there are things that we do. Um, we will oftentimes like give samples of certain things because we know they work. We, um, we have a lot of supplement sales that we do. Um, again, the dollar console is a wow moment because we will spend some, you know, 10 to 15 minutes explaining how we’re different. Um, and I feel like they’re wowed because of that. Also, our services are so much different. We spend time in the room with our patients. We listen to them. They’re not just a number. And a lot of times people have never experienced that. So there’s a lot of wow moments, I think, for all of our patients. I understand that 59% of your customers are now from word of mouth. Is that accurate? Yeah. That’s huge. Yeah, well, and with the customer acquisitions cost, too, I’ve heard you say this before, Clay, that if you’re advertising and you’re doing a good job wowing at the same time, they compound each other and you’ll end up having two to three word of mouth referrals from those patients that are wowed for every one lead you have from advertising. We measured and tracked that they had this last year. For every dollar they spent on advertising, they were able to bring back in $4.61. So that’s a 461% return on their marketing investment. It’s incredible stuff. And the great news is as we build these systems, if you guys ever wanted to franchise or license or open up multiple locations, if done properly, you should be able to scale it. It should be very repeatable, very duplicatable. Other things you guys have done, you’ve implemented a database to keep track of your customers, you’re gathering objective video reviews. You guys are really checking all the boxes. I’d like for you, if you can, Jenny, here to give a word of encouragement for any of our listeners out there that are a little bit on the fence right now and they’re going, you know, I have thought about scheduling a free consultation, but I don’t know. I hear it’s $1,700 a month. Can you maybe explain your thoughts, what you’d say to anybody who’s a friend of yours or family that asks you about the value about the business consulting? So I would say that the $1,700 a month is an excuse not to have someone to mentor you. It’s kind of like being in a gym when you need a trainer. We’re not always perfect and business owning is not easy and you need a mentor. I’ve never missed the $1,700 a month, even when I was only six months in when we started with you guys. I’ve never even considered it a loss. It was scary at first to make that, but that wasn’t an excuse. I knew I needed someone to guide me through this, and you guys have guided us through this through the entire thing, through employees, through income, through spending, through all of it. And we come through so many problems. There are a lot of problems that are established when you have a business. I mean, you become very overwhelmed very fast, and you need somebody that you can call who’s successful, who’s been there that says, you’re not crazy, this happens to all of us, here’s what you do about it. It’s been the best decision that we’ve made. Final question I have here for you, as far as having a turn, like a one-stop shop. Years ago, I hired a business consultant who was great. And he would say things like, and I’m not ripping him, I’m just telling you what would happen. He would say, Clay, you gotta work on your business and not in it. I’m going, that’s true. He goes, you gotta delegate to elevate, that’s true. Clay, your website is not optimized. And I’m going, this is great, fresh perspective. I go, Bruce, could you help me optimize? No, I don’t optimize. Could you help me work on it? No. Could you help me make a checklist? No. Do you make, do you help me with the print pieces that I need to make? No. Can you make a video? No. Do you help me with my online ads? No. Clay, and he would use that. He was kind of an Eastern, he’s an Eastern, Northeastern American guy. And he used to say, Clay, baby, let me tell you what. I don’t, I don’t, I don’t make print pieces. What am I, a print piece guy? I’m not a web guy. We know what I am. I’m a work on the business guy. You got to find a good web guy. So every meeting we would have would result in me having to find another vendor to pay another $8,000 to build the website, 4,000 to make the video, 5,000 to do. So every time you give a recommendation, it would lead to another cost. Can you maybe explain the value of having a flat monthly fee? Yeah, I don’t have to ever worry about it. Like I know if I need the website updated, it’s a text away. I know if I’m having trouble with an employee, it’s a text away. I know if I need financial advice, it’s a text away. And again, we meet every single week and all our questions are answered and we’re held accountable to what we need to be held accountable for. So it really works for us. Jenny and Mike, thank you guys for your time so much. I really do value your time. I appreciate you guys being here today. And on part two of today’s show, we’re going to tee up another success story because we want people to know it is possible, despite the financial jackassery plaguing our nation right now, it is possible to become successful and you guys are a living example of it. Thank you guys for bringing your baby on the show. We’ll talk to you soon. Bye. Thanks. All right, Sean, so we’ve got three people in a very small space here in the studio. Sean, introduce us to today’s guest there, sir. OK, so this is Kandra Sipansky. And it’s quite a last name, folks. Yeah. Do you play hockey? No. OK. That’s a hockey name for sure. So we were going over some of the stats before. And she owns an eyelash extension salon. What’s the web address where I can go pull it up here if I want to look at it? It is, there’s, yeah, so there’s two. Which one are we going to? She has the extensionist, which is The. Yep, and then X Tensionist. Tensionist. Yep. Got it. Okay, that’s right Okay, so I and what are the services I can’t do that you all provide here High-last extensions we do other stuff, but that’s been the main thing for years and then we started adding things like permanent makeup brow stuff. And how long have we worked with you? How long have we had the opportunity to work with you? Since 2019. So tell us, what kind of growth have you had from 2019 versus now we’re in 2022? So 2019, it was 880. Yeah, it was like 880,000 is what the tax returns say. That’s great, yeah, okay. And then what’d you get to this year, or 2021, I guess? 2021, 1.4. Oh, 1.4, yeah. 1.4, 1.4, okay. And when we work with a lot of clients, a lot of clients, if you’re out there listening today, what we want to do is we want to help you grow your company. And so I want to walk you through the process of how to grow a company, because a lot of people watching go, I want to grow my company. It’s kind of a big, vague idea, but I want to dial into the specifics of what we’ve had to do to grow the business and what we’re doing moving forward here. So first off, when we started working with you, you’ve always had a product that people love. I mean, is that an accurate statement? People love it, I think. So what we’ve had to do is build the online reputation so that people that don’t know about your business, who haven’t been in the business, they can hear about it before they, they kind of, they can go online and build an online opinion about your business before they come in. How have you been doing on gathering objective Google reviews? Has that been something you guys have been hammering on there, Kendra? How have you been doing on that? Every stinking week she hits the key performance indicator at each one of her locations. We have nailed that. Like they just do it now. It’s awesome. Okay, so step one, we want to prove the online reputation. There’s a lot of detail in there. Have you guys gotten into video reviews yet? Oh, they have an ungodly amount of them. It’s ridiculous. Yeah, if you go to the testimonials page on theextensionist.com, extensionist918.com, you’ll find them. Now, when the web, when people go to the website, then you want to create some sort of a no-brainer, some sort of a hot deal, so that way people that don’t know who you are don’t hesitate to do business with you. Now, again, you guys have, in my opinion, you’re branded as one of the top, aka, premier brands in Oklahoma right now for what you do. What’s the no-brainer offer that you now offer first-time customers? So we’ve just been doing a discounted classic full set, but Sean and I were just talking about doing a $1 full set and trying that. So $1 for a full set maybe. Yeah. Okay, okay. I’ve always been afraid to do that, but I think we’re going to. Well, and too, you know, we’ve got the memberships going now, too. You didn’t have a membership model. Now we have membership packages we’ve developed that make it make a little more sense to get somebody in for a dollar because just like with Elephant in the Room, Clay, if you can convert the majority of them to a membership, it makes a lot of sense to give away 25 or 40 bucks on the first service. Right. And for people that don’t know, you know, Elephant in the Room is a haircut chain that I own and founded. But again, regardless of whether you have a business that’s a eyelash extension business or a haircut business or a dog training company or a home building company, the step one we got to do is we got to improve that online reputation. Now step two, we got to get those video reviews. Step three, we got to enhance the website. Step four, we got to enhance a no-brainer. Come with a no-brainer that gets people excited and off it’s so hot people will not reject you. And step five, if we can make a membership model for certain services, you can do that. Has a membership model helped you with the sustainability of your finances? So far, no, just because I feel like we weren’t offering a good enough no-brainer. It’s only been a couple of months. Oh, so it’s kind of a new thing. Yeah. Kind of a newer thing. Yeah. Now, the hiring and process, next thing is you want to create a hiring process. Now, one of the things that’s tough about your business or my business or any company out there. It’s finding good people. Now, if you have a system in place to find good people, that is not so challenging. Have you guys started the group interview process? How’s that going? It’s good. Has it helped you? It’s a lot of fun, actually, yeah. Okay. We went from, in 2019, you had 14 employees and now you have 40. Wow, okay, so you went from 40, from 14 employees, okay, from 14 employees to 40 employees. Now, people who work with me, it’s very interesting. I was just talking to a guy literally probably 39 minutes ago, who I’ve worked with for years. And the one thing that he mentioned to me, it’s interesting, he goes, you know, Clay, I’ve worked with you now for almost a decade. And he’s like, my business is now 10 times what it was 10 years ago. And he’s like, it’s just a consistent application of effort. I just go down that boom book, I follow it, and every week we just get 2%. And he’s like, I try to explain that to people, and they don’t often get that it’s not like a one big idea. All these things are big ideas, but it’s the implementation. Can you talk about what it’s like working with our team and Sean on a weekly basis now since 2019? Well, I feel like talking to him every week. I have someone who can help me with ideas and stay on my ass about things. And like you said, the consistency. So that’s, I feel like, the biggest thing that Sean helps me with. Just the consistency. Right. And the tracking. Because before, I didn’t do any kind of tracking at all. And that’s been probably the biggest thing for me. Now, tracking, what it does is it takes the feelings out of things. Let me just give you an example. This is kind of a funny thing. One of these clients I’ve worked with for years, I was talking to him on Monday, and it’s really funny because on the tracking sheet it shows how many outbound calls did you make, how many appointments did you set. So, again, in his particular business, it’s a different industry, but it’s how many calls did you make, how many appointments did you set, how many leads did you get. We just tried how many Google reviews did you get, how many dollars a week did you spend on your Facebook ads? And we just track every week. And that tracking allows us to see obvious patterns. So we get to the part where the calls, it shows the number of calls being made. And I know his caller. Like I know the caller, cause I’ve been around the guy. And the owner brought the caller to the meeting. And so I’m going, so you made that many calls? Cause I don’t think he did. And he’s like, no, no, I didn’t do it. So sometimes people, even with a tracking sheet, they’ll put in information that’s kind of bogus. Has the tracking sheet, I’m not looking for specific names, but has it allowed you Kendra to expose bogusness in your business, like gaps? Yeah, for sure. Yeah, someone that was just copy and pasting. Really? She does the appointments booked weekly part. Yeah. She tracks a lot of the lead sources. She’s also tracking whether or not the people are, in fact, getting the reviews to put onto the sheet, which we can go and verify ourselves. Right. But still, this person is supposed to be supplying. We just got this in the last week or two. Because when you delegate a lot of stuff, you’ve got to follow up on it regularly. This person went two weeks or so just copying and pasting the same amount of leads. Wow. So now installing a quality control loop, I’m not sure if we’re there yet in the system, but for the elephant in the room, as an example, it’s a haircut chain. And we have mystery shoppers that we pay to come in and they get a free haircut to come in and get a haircut. And then what we do is we try to get feedback from them. And they have a checklist. It’s very simple. They go over, but it’s sights, sounds, smells, experiences, just so that we know. And they text me how it’s going. Well, you know, it’s interesting because when you have mystery shoppers, you pick up on things you wouldn’t pick up on. So like recently, over this past week, we found out that there were smudges on one of the windows that had been, you know, not addressed since the last mystery shopper. Or we’ll find out, we have five stores, so we found out that the bathrooms at one of the stores were dirty. Have you guys started putting in a mystery shop yet? Has it started yet? No, OK, so we’re still kind of. Now, where do you, like right now, how many locations do you have open now? Five. OK, so now as you’re scaling the systems, that’s kind of the next process, the systems and the checklists. Yeah. How are you doing on that process, Kendra? How are you on implementing, building scripts and checklists for everything? We’ve made a lot of scripts within the past couple of months. Okay. Just for every little thing. Mainly on the phone. So where do you see the vision going now? How many locations? Do you have five? Five. Where do you see the vision going? What’s the plan? Are you looking to license now? Are you looking to franchise? What do you see as the future? I would like to license. License it, okay. Yeah, so no more stores that I open. Yeah, there’s still room. We can fit about 14 more stylists in the space that we have, which will bring in a minimum of a half a million dollars more just with the space that we have. But it’s important to mention that we are maintaining a very healthy 20% profit margin in this business. Well, let’s talk about that for a second because a lot of times people forget that part. You know, you got to get the accounting done and I kind of view this as part of the tracking process. But when you start tracking and you start to go, well, this is how much money came in. This is how much money went out. And you go, wow, you know, you can discover real quick, wow, there’s there’s maybe not enough there. Yeah. Tracking, did you end up having to maybe raise prices or cut any expenses or did that help you kind of seeing where the income in and the expenses were going? I think for me, it was a lot of the just not knowing, like being a business owner and waking up every day and not knowing if you’re going to have enough money to pay the bills. And so doing that just gave me the mental picture, the physical manifestation of how we’re actually doing. And that was not as bad as I thought. Now, everybody’s got their own flow, you know. So what I do with my businesses is, I know how big I want to get. I’m very happy with where we’re at. So it’s good. And people all the time, they go to Thrived Time Show and they’ll schedule a consultation. I just talked to a guy today and he was like, I don’t understand why you have 160 clients. Why not take on 400? And I just know, because our business is very involved. Like every business owner we work with, it’s like, we have to really get to know you. We’re the haircut business, I don’t have that. You know, it’s like, I don’t know most of the customers and we scale it out. But you ultimately, no matter what kind of business you’re in, if you’re in a high touch business, like a dentist or a cosmetic surgeon, I mean, Dr. Whitlock, one of my clients, it’s very high-touch. We eventually have to get to a place and space where we figure out our ideal schedule, a schedule that works for our family and one that’s kind of, where do you, are you happy currently with your schedule? Have you optimized it? I’m not saying it has to be, check all the boxes that the world approves, but I mean, do you like your schedule now? That was also another thing that I started doing because of Sean was my calendar. And I’ve sucked at it for a long time, but now I… She has every minute of her day blocked out every day. And so you feel good about where you’re headed now? Yeah, I do. I pretty much don’t have to do anything with this business anymore. So I just opened a Daylight Donuts. Really? So I’ve been spending time doing that. Last Monday. Bam. Yeah. Awesome. Is it a little crazy? Yeah, just because the person that was supposed to work in open. Yeah, bailed. Bailed, so I’ve been having to do it. Yeah. Now, for entrepreneurs, if you’re out there today and you are, let me just pull this up real quick here. If you’re out there today and you live in the Northeast Oklahoma, Tulsa area, one, you can visit the business here, the extensionist918.com. You can check it out. You can learn more about it. I encourage you to do so. Also, you know, we have workshops that we do. And the workshops, why I like the workshops, is that we’re able to work in kind of a shop-like environment on somebody’s businesses, on their business for a window of time. So people will come to the workshop. We start at seven, we go till three, and they’ll go, I learned more in a day than I’ve learned in years. And we hear that all the time. How would you describe the actual business workshop experience? It’s pretty much everything that’s in coaching just packed in two days. Got it. Is that helpful for you? Is that kind of a reinforcement thing for you? Yeah. Sometimes when I’m getting up super early, I’m like, why am I going? I already got a coaching. But every time that I go, it gets me going again. By the way, I have a question for you. This is not dogging any of our attendees, but we have one guy who attended the past workshop and he is brand new to business. And he asked a ton of questions that I would have asked when I was 20 years old. And to me, it was great to hear it, because I’m like, ha ha, I remember when I had those questions. And it almost reaffirms what you’ve learned. Do you learn stuff from other people that have questions? Yeah. Do you kind of learn stuff from their questions? Yeah, yeah. So Sean, people like Kandra are not a dime a dozen. I really do believe, you know, we look for diligent doers to help people that show up, people that knock out the homework, people that are not super high emotional. It doesn’t mean you can’t have emotions, it doesn’t mean you can’t be excited, but you know, people that can just knock it out. What makes Kandra a great client to work with? Just for anybody out there that’s thinking about reaching out to us. She is just very stoic in that if something is going wrong or is just like, it doesn’t matter if it’s a small thing or a large thing, she comes in very even keeled and goes, we gotta like fix this thing. And it’s just a very unemotional process. She’s also very realistic about timelines. She blocks her action items into her calendar, which is a big deal. She actually does that. Yeah, she gets stuff done. And she’s also a client that, you know, she can operate very consistently with this business and build another business and still not be emotional and freaked out. So it’s just, it’s very rare. And that’s what we would look for in a great client. Cause you never know in business, like what emotional turmoil is headed your way. It’s more about your mindset towards when things come up and she’s really mastered that. Now, now Kandra, you know, according to Inc Magazine, I’m gonna pull this up for a second. You know, Inc Magazine reports that 96% of businesses fail. And it blows my mind, but I talked to a guy at the last conference and he was like, you know, I love the idea of coaching, but the thing is, and he said, Clay, I’ve tried other coaching programs in the past. And the issue is I’m not gonna meet with somebody every week at the same time. That’s just not, I’m not, and I’m not a guy who uses a to-do list, okay, and I’m not a big calendar guy. And that’s the problem with other coaching programs. And I kind of like your program because I think I go, no, no, no, no, no, no, that’s not us. That would not be a good fit. So if you were out there telling people who would be a good fit to become a client, because we get our clients grow by default, 96% of businesses fail according to Inc magazine. So by default, we know most businesses fail, but we don’t want to take on every single client. Who would be a good fit for us and who wouldn’t, kind of from an outsider’s perspective? Someone who knows that they have to put in the work to do it, because that’s what it takes. I feel like a big reason that that 96% is 96% is because they don’t do anything to grow or take responsibility, because it is your responsibility and no one else’s. I love it. And again, I’m not gonna get into your personal life, but I do wanna point out something. Everybody likes to say that I can’t become successful because I have this going on in my life. And I see people that are newly married. They say, I wanna grow my business, but I just got married just as a kid, just as a kid. I see people that, one of our clients this year, her husband passed away and she had her best year of all time. And I asked her why. And she said, because we worked so hard as a couple to build a business. And when he passed, I recognized that, you know, it didn’t help to pout about it. I was just gonna focus on growing the business to kind of honor what we had built together. I think of another client that recently they’re growing their business and a weather situation attacked their business in a way that, you know, if you live on the coasts, weather can hit you. And their business was ravaged years ago by disastrous hurricane weather. And they went on to have their best year of all time. And I’m talking to the owner and he’s going, man, now the challenge for him with his particular business is staffing because more and more people are harder to find to work in his particular industry. But again, we can all make excuses or we can all step up and make it happen. So I encourage everybody out there, if you’re looking to grow your company, you can go to thrivetimeshow.com, thrivetimeshow.com, and you can click on the little consulting button here. Let me see here. You can schedule a free 13-point assessment. Let me go there right now. Feeling the flow. Working it. Going to Thrivetimeshow. If I spell it right, it helps. Go in here. Awesome. And I click here. Boom. And you can schedule a free 13-point consultation with myself, and I’ll teach you all the systems that I have in place to help you grow your company. Or if you’re looking for eyelash extensions, and I know that I’m not, but if you are, you can go to theextensionist918.com. Kandra, thank you so much for joining us. I really do appreciate you. Thank you. Take care. Now, Sean, a lot of people reach out, they go to thrivetimeshow.com, and they always ask me, they say, Clay, what do you do? And so I’ve tried to explain it in as succinct of a way as possible. But first thing we do, you know, Sean, a lot of people go to thrivetimeshow.com, or I’ll see people at a tour, I’ll see them at an event, people will reach out to us and they’ll say, what exactly do you guys do? And if I had to explain it to you succinctly, we essentially grow businesses seven times faster than the average business that doesn’t fail. Although Inc. Magazine does show that 96% of businesses fail by default. So if you go to Inc. Magazine, you see that 96% of businesses fail by default. So I guess one benefit is our clients don’t fail, but the next thing they do is they grow seven times faster. So what we do here is we help you reduce the working hours that you’re working and decrease your costs while increasing your sales and your profitability. And then since 2006, we’ve got a team now that does graphic design, photography, branding, print media, photography, videography, digital marketing, systems creation, public speaking, coaching, booking, workflow mapping, search engine enhancement, PR, marketing. We do a lot of PR, a lot of monetizing. We help people to grow their business, their podcast, their dentistry, their law firm. But what we do is we document those success stories over here at Thrivetimeshow.com. If you click on the testimonials. And since 2006, I have over 2000 success stories. So if you’re out there today and you want to become the next success story, what you have to do is you go to thrivetimeshow.com and you click right here on growth consulting and you schedule a free 13-point assessment. And that free 13-point assessment, what that does is that schedules you a time to meet with me so that you and I can go over where you’re at versus where you want to be. And then if you want to work with us, I charge $1,700 a month. It’s a flat rate of 1-7-0-0 per month to help you grow your company. And again, folks, if you want to learn more about that, we’ve got the in-person workshops, we’ve got the one-on-one coaching. Sean, how long have you worked here as a consultant? How long have you worked here? Doing consulting, it was about 18 months after I came on board, so it’s coming up on five years. Five years. And just think of a few clients off the top of your head that have had massive growth. I mean, I think about, what, Levi Gables? Oh yeah, Levi, he’s working on company number three and four right now. What’s his company called? His original company came to us called GEI-USA.com. GEI-USA.com. That’s a client you’ve worked with, he’s had tremendous growth. We just did an interview with Kandra, the attorney James, we’ve worked with him. Who else can you think of? Nick Holman, we grew his business by fivefold and we decreased his workload. That’s the cabinet company. Yeah, the cabinet guy. Yeah, so again, if you’re out there and you’re saying, I need to see the success, I need to see the documentation, I need to see the proven plan, all you got to do right now is go to thrivetimeshow.com, thrivetimeshow.com, and you click on testimonials and bam, you can see what we do. My name is Clay Clark. I’m the former USSBA Entrepreneur of the Year. I built all the systems, built all the processes, and I’ve been, since 2006, coaching clients. And along the way, I’ve started to discover great people like Clay Stairs or Sean Lohman or Andrew or different members of our team. And we teach them the processes so that they can help you grow your business for less money than it would cost you to hire one minimum wage employee. If you hired one minimum wage employee out there full-time, it’s gonna cost you about two grand a month after taxes, insurance, et cetera. It turns out we’re less. Turns out, this just in. So schedule that consultation today by going to thrivetimeshow.com, click on the business consulting button right there, click on the red button that says schedule your free 13 point assessment with me, and you can schedule that today. Sean, I appreciate you and I want to remind everybody out there, Sean, you smell terrific. All right, JT, so hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. So it’s a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that’s successful, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a $15 million business, but you have $15 million of expenses, it’s kind of pointless. Holy crap. All right, so the question I would have here for you, if you could take like, I don’t know, 10 minutes or less and see if you could save 3,000 bucks a year by reducing your credit card fees, would you do it? Yes, absolutely. Holy crap. Why would somebody out there who’s listening right now, who has a sane mind, why would they not go to Thrivetimeshow.com forward slash credit dash card, Thrivetimeshow.com forward slash credit dash card to schedule a 10 minute consultation to see if they can reduce their credit card fees by at least $3,000 a year. Why would they not do it? Yeah, why would they not do it? Maybe because they don’t understand how you set the website. This tree is a symbol of the spirit of the Griswold family Christmas. No, that’s clear. Okay, so that can be true. So I encourage everybody to check out thrivetimeshow.com forward slash credit dash card. Thrivetimeshow.com forward slash credit dash card what would be another reason why someone would not be willing to take Ten minutes to compare rates to see if they could save three thousand dollars or more on credit card fees Maybe they think it is a waste of time and then it won’t it’s not possible There’s somebody out there. Okay. Well, I’ll just say it folks, if you’re out there today and you’re making less than $3,000 per 10 minutes, I would highly recommend that you go to thrive. Time should I come forward slash credit dash hard it because you can compare rates, you can save money and you know, the big, the big goal in my opinion of building a business is to create time, freedom, and financial freedom. And in order to do that, you have to maximize your profits. Holy crap. Now, one way to maximize your profits is to increase your revenue. Another way to do it is to decrease your expenses. It’s a profit deal. Takes the pressure off. JT, is there any other reason why somebody would not be willing to take 10 minutes to compare rates to see if they could save a total of $3,000 a year on average I Am at a loss. I cannot see you banana. Yeah, who is better. I go on first and clean the hair Conditioner is better. I leave the hair silky and smooth. Oh, really fool? Really? Stop looking at me, swan! Let me tell you a good story here real quick. I actually years ago compared rates with this company here called IPS. It’s Integrated Payment Services. And I scheduled a consultation. I don’t know if I was skeptical. I just thought, whatever. I’ll take ten minutes. I’ll compare rates. I can’t tell you can tell me I’m a doctor no I mean I’m just not sure but can’t you take a guess well not for another two hours you can’t take a guess for another two hours and in my case in my in my case my particular case I save over $20,000 a year holy crap Wow which is uh you know like groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great. Okay. Oh, God. Everything okay, ma’am? It’s just that you’ve only scanned a few items and it’s already 60 bucks. I’m so scared. Okay, I’m a trained professional, ma’am. I’ve scanned a lot of groceries. I need you to stay with me. It’s just that my in-laws are in town and they want a charcuterie board. This isn’t going to be easy, so I need you to be brave, all right? What’s your name? Patricia. Patricia, all right. I need you to take a deep breath. We’re about to do the cheese. You know, that’s the difference between eating organic and not organic. So because my wife eats organic, I had to take the 10 minutes needed to compare rates to save the $20,000 a year on credit card fees just for one of my companies. One question, what’s the brand name of the clock? The brand name of the clock, Rod. Do we have it? The brand name of the clock. It’s in elegant from Ridgway. It’s from Ridgway. Let’s buy the clock. And sell the fireplace. I encourage everybody out there, go to thrivetimeshow.com forward slash credit dash card. You schedule a free consultation, request information. A member of our team will call you. They’ll schedule a free consultation. It should take you 10 minutes or less, and they’re going to compare rates and see if they can’t save you more than $3,000 a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money. Because at the end of the day, the goal of the business is to create time, freedom, and financial freedom. 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. 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 dollar companies. They both have two to three thousand pages of content attached to their website. So to basically go from virtually non-existent 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 Pest and Lawn 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%. Okay. 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 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 that when 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 is of the diligence and consistency and doing those and that system has really Really been a big blessing in our lives and also, you know It’s really shown that we’ve gotten a success from following those systems. So before working with right we were basically stuck Really no new growth with our with our business and we were in a rut and we didn’t know 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. They implemented those systems, 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 gonna take in order to really succeed. So, we just wanna 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 that we’re seeing every month, year over year. One month, for example, we went from 110 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. 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 are looking for. I went to the University of Oklahoma College of Industry 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 has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklist, 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, 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. 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. So I’ve seen guys from startups go from startup to being multi-millionaires teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into, organizing everything in their head to building it into a franchisable, scalable business. Like 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, like 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 and that’s what I like him 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. I was really most impressed with him is 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. And 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 not gonna touch it. I’m gonna turn it down. Because he knew it was gonna 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. Anyways, just an amazing man. Anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company, or navigating competition and an economy that’s, I remember we got closed down for three months, he helped us navigate on how to stay open, 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. This is where we used to live a few years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing and this is our old team and by team I mean it’s me and another guy. This is our new 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 14, and I took this beautiful photo. We worked with several different business coaches in the past, and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd. We’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. 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 systems 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 gonna teach you how to fix your conversion rate. We’re gonna teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re gonna leave energized, motivated, but you’re also gonna 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. And 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. We built this facility for you and we’re excited to see it. 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 our 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 an 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 grown, 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 with. So I’m looking, we’ve been good friends 7-8 years and I’ve got doubled 5 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, as I was going up and down, and I wanted to go up and up instead of up and down. 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. 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 on that script. 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 do, if someone were to buy an Apple computer today, 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. I basically make the systems. 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 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? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza. But do you remember when we first reconnected. Yeah Well, we had that speaking thing that oh there was so it’s 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, you know 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 wanna 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 in 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 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’s that can be as passionate. You know whenever a business starts working with clay, it’s almost as like clay is is running that business in the sense that he has something at stake. You know he’s just serving them. They’re they’re 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 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 and 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.