Business Podcasts | Why Merit-Based Pay, Accountability & Tough Conversations Makes Most Business Struggles Go Away + The Real Cause of Money & Time Wasting Business Bloating & Bureaucracy | How to Implement Merit-Based Pay

Show Notes

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Audio Transcription

Get ready to enter the Drive Time Show! We started from the bottom, now we’re here. We started from the bottom and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re on the top. Teaching you the steps, jumps to get what we got. Culling Dixon’s on the hooks, I’ve written the books. He’s bringing some wisdom and the good looks. As the father of five, that’s what I’m about. So if you see my wife and kids, please tell them how it’s C and Z up on your radio. And now three, two, one. Here we go. Well, Prime Nation on today’s show, we’re going to talk about managing people. And on part two of today’s show, we’re going to introduce you to a client that’s doing a very good job managing people. But I’m going to read a notable quotable for you that you can find in my newest book called A Millionaire’s Guide How to Become Sustainably Rich. On page 209 of that book, on page 209, you can read that book. If you want to download the book and read it yourself, you can go to forward slash, forward slash free dash resources. That’s forward slash free dash resources. I’ll pull it up here folks so you can follow along if you want to. Again that’s forward slash free dash resources. Pull it up right here and you go here and then we can go we can read along if we would like to from the newest book here called The Millionaire’s Guide How to Become Sustainably Rich page 209 and it reads here this is from Ben Horowitz who happens to be a billionaire. He says, every time I read a management or self-help book, I find myself saying, that’s fine, but that really wasn’t the hard thing about the situation. The hard thing isn’t setting a big, hairy, audacious goal. The hard thing is laying people off when you miss the goal. The hard thing isn’t hiring great people. The hard thing is when those great people develop a sense of entitlement and they start demanding unreasonable things. The hard thing isn’t setting up an organizational chart. The hard thing is getting people to communicate within the organizational chart that you just designed. The hard thing isn’t dreaming big. The hard thing is waking up in the middle of the night in a cold sweat when your big dream turns into a nightmare. And I could not agree more with what is said there. So, you know, as a business coach, I always tell people there’s three layers to what I do. Step one is teaching what to do. Step two is holding someone accountable to doing it. And then step three is helping people through the application of that. And I find that a lot of people, they want to learn what to do, but then the first moment they encounter some kind of pushback or rejection, then they lose all enthusiasm and it’s hard for them to stay motivated. That’s a big part of coaching and consulting. And so a lot of people, they have a business. I just talked to a young guy this week. That’s what I’m thinking about it. His business is booming, but he now is having a hard time getting his salespeople to ever sell anything. So let’s, let’s talk about it. His business, when he reached out to me, he said, I needed to help generating leads. Now he’s generating a ton of leads. Now the problem is his salespeople aren’t selling anything at all unless he personally does it. So I said, well, you got to roll out merit-based pay. He said, what do you mean merit-based pay? I said, you know, pay them a percentage if they close the deal and pay them as little as possible if they don’t. And that’s how they should get paid. Therefore, they will be motivated. He said, but my sales guys have told me they’ll quit if they get paid largely on commission. And I said, well, they probably should quit because they’re about ready to put you into the homeless shelter if they don’t close anything. And he says, but these people are my friends. This one of the sales guys is my brother-in-law. The other guy’s his friend. And it’s Christmas time. It’s the holidays. I can’t implement merit-based pay on my family and friends. And so that’s management. And now without any further ado, David Frazier from Welcome on to the Thrived Time Show. How are you, sir? I’m doing great. How are you? Brother, I’m fired up to tap into your wisdom about this idea. Let’s just talk about merit-based pay in some capacity., you get paid to build bolt-on bedrooms that people actually like. The quality has got to be great, and it is. The quality has to be great, and it is. The functionality has to be great, and it is. You’ve got a great product there, but I’m sure you’ve never, ever had to hold people accountable performing at a high standard. I’m sure you’ve never had to deal with managing people over there at Regretfully I have. I haven’t figured out how to make robots do all this stuff yet. So what’s the biggest challenge that you have or that you’ve had or that you see people having as it relates to, you know, you have a blueprint. This is how we build the bunkee. Okay. This is how much you get paid to build a bunky Okay, and then getting people to follow those systems So I think it just like the quote you’re reading earlier It is boiled down to the having those tough conversations and having them sooner rather than later every time I fired someone It’s been such a relief and I thought to myself if only I could have gotten rid of that pain or that Discomfort six months earlier. So I think firing quickly if someone’s not working out, then I think that having that tough conversation sooner is my biggest piece of advice. And that’s something I struggle with, but I’m getting better and better. And I think the second part of that is merit-based pay. If you can bring merit-based pay into not just the sales aspect, it’s easier to do in sales because you can tie commission to the results and to their pay. But even on things like, for example, we have, we were introducing merit-based pay for things like, you know, making sure there’s no screw-ups in delivery. So you get a bonus if the screw-up rate is really, really low. And things like that, that are more like customer service and customer fulfillment type roles. So if you can think of different ways that you can incentivize good results for you, the company and the employee, then pay them, everything just goes so much better. Now, the merit-based pay thing, I want to get into this here with the limited time we have today. You know, with, I mean, I have bought a Bunky Life from you, I have. I paid you, you received payment, you shipped it to me, it was great, I liked it, I was happy. In fact, I would do it again in the future, and I probably will do it again in the future. And I was very happy with the product. I went onto the website, I figured out which Bunky I wanted, I paid you the amount of money, you delivered it, there it was. That relationship is merit-based pay. If you did not deliver a bunkie that I liked, I would have requested my money back, and if I would not have paid you, you would have not have shipped the bunkie. For some reason, that relationship breaks down, that idea of cause and effect and merit-based pay quickly breaks down into what’s called bureaucracy within businesses. Why does that happen? It’s like, if you think about leprosy, so everyone talks about, you know, it’s a skin disease, but actually what it is is a disease where you can’t feel pain. So leprosy, certain nerve endings start to go, and all of a sudden you can’t feel pain. So you’re walking around and you’re banging your limbs against things, but you’re not feeling it. There’s no feedback from pain. Pain is actually a positive thing. We need pain. And so people with leprosy, they have all these issues and it’s because they can’t feel pain. So they actually end up like hurting themselves really, really bad. And similarly in the business, if you can’t, if you don’t allow the person that’s causing the screw up to happen to experience pain, then you’re actually hurting them in the long run. That is so profound and powerful. I was talking to a young man the other day in our office, you know, in one of our companies, we cut hair. And if you work in the hair business, you cut hair and elephant in the room, this is a secret. We pay our callers based on the number of haircuts they book. So if there’s an inbound phone call, if they book the appointment, they get paid money. If they don’t book the appointment, they don’t make the commission. So they’re incentivized to book inbound haircuts. It’s inbound phone calls. So it’s not like it’s that difficult of a task. And this young guy is like, man, I, new guy. And he’s like, man, I, I, what do you guys, what are you guys getting? What are you guys getting for lunch? So I knew guy I’m talking to him. I said, you know, probably just whatever, you know, we make on the grill today. I basically have steak every single day, steak or chicken, steak or chicken. He says, well, what are you, what are you doing for Christmas? So I’m gonna spend time with my wife and kids. And he’s like, what are you doing for New Year’s? And I’m noticing this guy is trying to elongate his 30 minute break into some sort of block of maybe an hour or more. I don’t know what he’s doing. And I said, you know, just to be clear, every time we book a haircut, I make a commission and you do too. And every time you don’t book a haircut, you don’t make a commission, I don’t either. So I need you to go book some haircuts. And he’s like, okay. And throughout the day, David, he’s walking around the office, going to the bathroom, getting coffee, going to the bathroom, getting coffee, going to the coffee, getting to the bathroom, kind of that unholy trinity of business time wasting, go to the copier, go get some coffee, go to the bathroom, just over and over, go get a copy. Once you copy, I don’t even know what he’s copying, go get a copy, go to the coffee, go to the bathroom, just over and over, and if you go to the coffee enough, you gotta go to the bathroom more. This is the whole philosophy. And so I get to the end of the shift and I could have one on my office They have to tally on the whiteboard how many sales they did for the day. I said bro at your current rate I don’t know if that’s a livable wage for you. And he’s like what I only get paid based on I Yes, and for some reason that was the moment David When it occurred to him Wow, if I don’t do a good job, I won’t be paid Well and back to your point if there wasn’t any pain associated with not doing a good job, he would not have improved. So I’d love to get your thoughts here on why business owners want to avoid merit-based pay. Why is that? I don’t know. I think that if you go into any situation and it’s the norm, sometimes business owners just go, well, in my industry, blah, blah, blah. It’s like, no, dude, like you get to write the check. And so you get to decide what the norm is gonna be for your business. And I would highly, I’m not saying like you have to have a hundred percent of everybody’s salary be commissioned, but the more you can lean in that direction, the better it is for everyone. And you know, you are a man now, you have a business in Canada, in your business, theoretically, you have to bring in more money than you spend. That’s how that works. And how does the merit-based pay work with you? I mean, ultimately, if you don’t sell anything, how does the non-merit-based pay lifestyle work for you if you don’t sell anything? I don’t sell anything. I actually will go bankrupt and the bank will come and take my home. And so that level of urgency is in your mind, right? So final thought here for you. What would you say to anybody out there that they’re thinking about, you know, they’re going, man, I might have to go to and pay $15,000 to erect one of these by the river because I’m going to go into bankruptcy soon if I don’t sell something. What would you say to somebody who’s thinking about going to to buy a bolt-on bedroom to live down by the river because they don’t know how they’re going to pay their mortgage anymore? What would you say to them if the big issue is they’re not willing to implement merit-based pay? Well, I would say, I mean, it’s not either or. You could both buy the monkey and not live in a van down by the river and be bankrupt. Why not first start with introducing merit-based pay? Having those tough conversations to start as quickly as you possibly can because you can correct a good person that doesn’t know what they’re doing, you can correct them, get them on the right path if you have that conversation day one or two. If you wait till year one or year two, there’s a lot of bad habits that have been ingrained, a lot of negative momentum happening there. And then buy the Bunky when you’re not bankrupt. And then buy the Bunky when you’re not bankrupt. Folks, and that’s such a good tagline at Bunky Life, and then buy the Bunky when you’re not bankrupt. Go to and then buy the Bunky when you’re not bankrupt. They’ve got a wide assortment of bolt-on bedrooms you should check out there, folks. Seven Bunkies without a loft, four bunkies with a loft. These things are great bolt-on bedrooms, a great way to add on to your home, a great way to add on an outhouse, a guest house, an in-law house without having to pull big permits. Folks, I’m telling you, the Bunky Life, check it out, David Frazier, I really do appreciate you, sir. And I’ll give you the final word about all things Bunky Life. Well, it’s been an incredible year. I’ve been with Clay Clark and the Thrive Time team for about nine months, 10 months now, and we’ve doubled our Google reviews. Our business has grown. I think a lot of great things have been happening. So I would highly recommend if you’re on the fence about, oh, should I give this guy a call? Do the 13 point assessment. It’s totally worth it. Are you making some more money? We’re making more money. Our profit’s way up and our top line is also up as well. Yes! Is it a percentage? Is it up by like 1%? Is it up? You know, half a percent. Our profits are probably up five times, but that’s also because last year we started a factory and just led money. But there’s also a lot of other, like things like the group interview that we’ve implemented have really saved a ton of time. All this merit-based pay that we’re talking about theoretically today on the show, actually implemented, actually improved. Our delivery costs went from like, we lost 150 grand to like, we actually made a tiny bit of money on delivering these bunkies this year. So things like that, all those little wins start to stack up over time. And so our profit has been, you know, probably five times as much this year. Oh, that counts as a win right there. That’s David Frazier with Folks, I’m telling you, I bought a bolt-on bedroom. I bought a monkey. I was so excited about it. I bought it. I shipped it. I had it. We used it as a demo at the mall. By the way, it’s being used at trade shows now. We’re taking it to different trade shows. It’s turned out to be a perfect trade show tool for us because our company, we participate in a lot of trade shows. It’s like the perfect size to be like a 10 by 10 booth kind of a thing. It’s awesome. We’re talking about getting another one right now for my lake house right now. So we might be talking to you about placing another order here soon. David Frazier, I appreciate you, sir. Have a great day. Appreciate it, man. Bye. It’s a primetime show on the radio. Yes, it is. It’s all about you. All about you. All about you. All about you. All about you. Then we bring the boom. All about you. All about you. All about you. All about you. All about you. All about you. All about you. All about you. All about you. All right, Thrive Nation, welcome back to the conversation. It is the Thrive Time Show on your radio. We had a Thriver that emailed in a lot of questions about how to hire new employees. He had a lot of questions about how to hire new employees. We’re working through all of the steps. Step number one, you’ve got to set that group interview in stone in your calendar. Get that group interview. We do our group interviews every Wednesday at 5 p.m. Interview all the candidates at one time, it works. Now the next move is once you bring somebody on board, you’ve got to have your onboarding documents arranged and organized, have them all digitally saved and backed up. I’ve told you the seven documents that you need to have on the previous segment. And because I’m a benevolent dictator, if you come into our in-person workshop, I will give these documents to you, thus saving you thousands upon thousands of dollars of legal fees to have somebody create these for you. In fact, Chuck, we have the write-up forms we give to all of our listeners when they attend our workshop. A lot of people say, well, what do I do when an employee doesn’t do their job? How do you write somebody up? How do you do that? I have the write-up forms for you. I have the I-9 forms for you. We have the direct deposit form. We have the confidentiality and non-compete documents. We have the policies and handbooks for the W-4. We have it all for you, but we can’t help you if we don’t get to know you. I would definitely recommend you book your tickets for the June Thrive Time Show workshop. Then once you do the group interview every week, now what you gotta do is every Monday, I do our team meeting at 9 a.m., but you have to have a team meeting every single week. Now Adam, as you’re growing your tip-top location out there in Owasso, Oklahoma, you just hired your first guy, a wonderful guy by the name of William, or Willie, or Bill, or Billy. You hired this guy. Are you gonna call him Willie, Billy? What are you gonna call this man? He’s got so many options, but a name like William, he can do a lot, he has a lot to work with there. We’ll go with Billy. Okay, Billy. Nice and easy. So you’re going to hire Billy. And so, do you guys have thought about when you’re going to have your weekly team meeting yet? Not officially, no. Can I tell you what’s really, really weird, but really, really necessary? Really, really weird and really necessary is when you have a team meeting and you have a total of two people. Whoop, me and you. That’s when you need to have the meeting the most, and when companies don’t do it. That’s when a small business owner won’t do it, but that’s when you have to do it. Because it feels weird when you work for a business owner where there are 10 employees or less. You feel like you’re part of some weird platoon that might not return from the moon. You feel like you’re on some weird Spartan… You’re not sure if it’s a real thing or not when you work for a small business. And 65% of the jobs that have been created in America over the past decade, we’ll put this on the show notes, have been created by small business owners. So that means that 6 out of 10 people listening to this show work for somebody who is a small business owner. And if you work with a business owner and they do not have a weekly team meeting, it gets really weird. So I’m going to give you the rules here for the team meeting, and we’ll put this on the show notes. It has to be at the same time, on the same day, with the same agenda, and it has to start on time, and end on time. I’ll repeat the rules. It has to be the same time, at the same day, every week. Same agenda, has a start on time and end on time. And here is the agenda for the meeting. I’ll put it on the, pull it up on the big screen here so you can see it here. So what you do is that meeting needs to start on time. So let’s just say, in my case, we have a team meeting, it always starts Monday at 9am. It always starts on time. Why? Because it sets the precedent for the way everything works. It’s on time. Start that meeting on time, respect everybody’s time, bam. Then you want to start off the meeting with good news. And the good news is like, here are the things that happened this week that are good. And sometimes you have to conjure up some kind of good news because you’re having a bad week. You’ve got to… what’s good? Do we have a review that came in from a recent dog training client? Was that good? Do we have a happy customer? Anybody have a birthday? Is anybody here not dead? Oh, I got that one! Nice! Okay, great. You’ve got to really find something. I always like to put a little game, gamification, if you will, in our meetings. Have a little fun. So we might have an arm wrestling competition. We had a water bottle taste-off challenge just a couple weeks ago. Is this an expensive brand or is this something that’s not expensive? Or tap water. Or tap water. We have a name that beverage, we’ll do name that tune. We’re going to do name that tune here soon. I mean, there’s endless, endless games. But you want to have at least five or ten minutes of fun right there. You’ve got to have some fun. It’s got to be a… you have to have a little fun in the office environment. This just in for all the boring bosses out there. Make your work fun. Whistle while you work. That’s what I was about to bring up. We were talking yesterday about that. If you’ve got people that are whistling or singing around your place of work, your office, your restaurant, whatever that is, that means you know you’ve got a good environment and a good culture going. Right. In our office, people were like, is there a road trip over there? All the ladies are singing together. There was like eight of them and some of them were like, don’t even know the words. They get into the chorus of the song and it’s like, we found love in a hopeless place. But you know they like their job when all of them are openly not knowing the verse, and they’re belting it out. We found love in a hopeless place. That’s how you know you’re having fun. They’re laughing. It’s good stuff. Then you need to report. You need to follow up the report. You report what was supposed to be done last week. The scorecard. You go over the numbers. Did we hit our numbers? Did you do your job? Did you get the reviews? Did you close the deals? What’s your conversion percentage? You go over and everybody has to have a number. You follow up on those numbers and you make sure that everybody is doing their job. You follow up. Then- Can I jump in on this real quick? Yes. On that part. When you’re getting to the part, the reporting mode that Clay was just talking about and the next step, when you’re first implementing this, if this is new for you, you need to set these expectations so these people know what numbers they are going to be held accountable for. Because things get weird when they show up and you’re expecting them to present numbers and they didn’t know it and they probably didn’t do it. So let them know and say, hey, I am going to hold you accountable every week in this meeting to these numbers, so come prepared. Then you identify and you discuss, then you solve problems. So there’s a problem, you identify the problem, you solve the problem, you discuss the problem, and you assign the to-do list. So everyone leaves the meeting knowing what they need to get done. And then next week, you follow up with what you assigned last week. You just do this over and over and over. And let me tell you a company that’s been doing things over and over correctly. It’s a Christian-owned automotive repair shop that we have the honor of working with. It’s RC Auto Specialists. These guys are a Christian-owned business and if you have a Ford vehicle, a large truck, if you have some kind of large Ford vehicle, a truck, you need to get that thing fixed. Chip, what are some of the things they do over at RC Auto Specialists? So they work on, basically they’ve had 80 combined years of experience working on Ford, so they’re your Ford specialists. They can go from the Fiesta all the way up to the Power Stroke F350, oil change, service, repairs, whatever you need done. These guys are located over at 5822 South 107th East Avenue in Tulsa. Their phone number is 918-872-8115. Again that’s 918-872-8115 and their website is Call today and Clay’s going to give you a copy of his book, Thrive. Schedule that repair today. If you schedule that repair today, I’m going to give you a copy of my book, Thrive. You get that thing. All you’ve got to do is go to If you’re driving a Ford truck and you need to get that thing fixed, check out our good friends at RC Auto Specialist. Tell them Clay Clark sent you and we’ll give you a free copy of my book, Thrive. They also work with a company called Little Loves, and they’re a non-profit. They support orphans across the company, across the globe. So if you guys work with them, you’re actually going to help out some kids that need help too. And they do a great job every single week, and that’s what it takes to grow a successful company. So you have to have a weekly team meeting where you follow up. Every single week. You’ve got to do it. Every single week. Every single week. And we come back from the break. I’m going to walk you through the final step you need to take to onboard new employees. And that is identifying the key performance indicators that every employee is accountable for. Everybody has to know their numbers. Everyone has to know what they’re going to be held accountable for or they’re not going to hit the mark. Stay tuned to the Thrive Time Show on your radio. We’re talking about employee onboarding. Attend the world’s best business workshop led by America’s number one business coach for free by subscribing on iTunes and leaving us an objective review. Claim your tickets by emailing us proof that you did it and your contact information to info at thrive All right, Thrive Nation, welcome back to the conversation. We had a Thriver that emailed us to info at thrive, and they had a lot of questions. I’m going to read off their questions and we’re going to answer their questions one by one as we’re talking all about hiring new employees, how to onboard new employees. So the first statement is, hey, I have a company that’s been in business for 20 years but it’s always just been my wife and I. How do you figure out the best way to set up merit-based pay? Okay, this merit-based pay is basically you’re paying people for doing their job well, and you’re paying them less for doing a poor job. You pay poor performers less and great performers more. And so what you have to do is you have to figure out what is the number that you’re going to hold somebody accountable for. So I’m going to give you all sorts of examples there, Thrive Nation, and hopefully one of these will resonate with you. So if you, let’s say you are a company that builds buildings, you build, say you build like churches, you build schools, you build commercial shopping centers. The three metrics you’d want to hold your people accountable for would be what? Getting things done on time. You want to hold people accountable for getting the project done on time. You want to hold people accountable for getting it done on budget or under budget. And you’d want to hold people accountable for the reviews that they’re getting from the customers. Are the customers happy? Those are the three things. On time, on budget, and are they happy? In your case, Adam, you guys train dogs. So you would want to go over are the customers happy? Are they giving us a review? So if I work for you and my job is to train dogs, you’d let me know that, hey listen, every customer that you work with should be happy. And therefore, if they leave us a positive Google review as a result of you training the dog, I’m gonna give you a bonus. And then I would say to you, most employees would say, but what if they don’t give me a review? Then I would say, well, if you did a really good job, they’ll be motivated to want to. They might even go as far as to make a Gmail account just for you. But I’m going to give you a bonus based upon, if they’re happy or not, based upon the Google reviews. Not based upon what they said to you, but based upon the Google reviews. Second, I’m going to give you a bonus based on your conversion percentage. So if you do a tip top K9, can you tell all the listeners what your special is you guys offer at Tip Top K9, your no-brainer offer that you guys offer each and every week out there at Tip Top K9 in Owasso? Yeah, we offer our first lesson for $1. $1? Yeah, we come out and we do the first lesson for just $1. So again, I have a dog. The dog is starting to eat everything that I hold of value. The dog is starting to jump on me. The dog is starting to no longer be a puppy, it’s starting to annoy me, and I don’t know whether I want to invest the money in hiring Tip Top K9 or not because it could cost a lot of money. I’ve heard some trainers are thousands of dollars. I don’t know what my price would be. You’re saying the first time, the first lesson is just a dollar. And when you typically do your first lesson for a dollar, what percentage of the people that do the one dollar trial typically become a customer for you? I think right now I’m looking at like over 70%. 70%? I think is what I’m average. Yeah, so that means that 7 out of 10 people are so impressed with the training that they’re signing up to be a client. Yes. And by the way, that’s very high. Elephants in the room, we’re like, the first haircut for elephant in the room is a dollar, and we usually get 6 out of 10 people to sign up for a membership because they like it so much. 7 out of 10 is very high. That’s very good. So that’s a good thing. But all I’d say is if I worked for you, you would say, Clay, you have to convert at least, and you have to set the number. And most people only do the minimum standard. So you have to set the number that’s acceptable. Another example, I’m just trying to give people examples. I’m a huge Tim Tebow fan and a Tim Tebow apologist. I loved what he played in the NFL for the Broncos. Josh McDaniels, the former quarterback coach of the Patriots, became the head coach of the Broncos and decided he would gamble and sign Tim Tebow. And Tim Tebow completed less than half of his passes, which is terrible. That means that if you’re throwing the ball to ten, you’re throwing the ball ten times, he only threw it into the hands of his receiver five out of ten times. No, no, he didn’t. He was like 4 out of 10 times. He had many games. I remember watching a game where he completed like 3 of 15 passes to start and they somehow came back and won. But like you have to complete the passes at least 60% of the time if you want to play in the NFL. If you want to play in the NFL not for long, then you just complete 3 out of 10. But there’s a number. If you play baseball, there’s a number. You have your batting average. If you want to go to the Hall of Fame and you’re a professional baseball player, you need to bat.333. You need to get a hit a third of the time. But what is the number? What’s the number? Everyone has to have a number, Chuck. You want to tie these numbers into things that make the company money or push the company closer to their overall goals, right? Right. So you want to incentivize the people not just to put in a shift, not just to work their time, but like Clay was saying, let’s say you’ve got salespeople. Okay, guys, you’ve got to make 100 outbound calls every single day because that directly leads to money coming into the company. And so I’ll give you an example of a company that everyone who works there knows their number and these are the numbers. These guys build schools, they build churches, they build buildings. Chuck, what are some of the buildings that Williams Contracting has built over the years, my friend? So they have built, it looks like, let me pull this thing up here. He’s pulling it up right now, folks. He’s got a fairly large… Northeastern State University. They’ve done a lot of work for those guys. They do pharmacies. They did Care First Pharmacy in Tulsa and Broken Arrow. Northside Vet Clinic in Muskogee. I’ve noticed that the tourism in Okmulgee has really increased. A lot of people are driving to Okmulgee just to see the Okmulgee County Judicial Authority building. Same thing with Hilldale. They’ve got a new $8 million public schools facility. Chuck, I have often thought about traveling to Okmulgee just to see the new jail annex. I don’t have a big curiosity to see the whole jail, just the annex. And I’ll tell you why. It’s because the good folks at Williams Contracting have built this building. But I’m serious. Here are the numbers they hold their team accountable for. Getting the project done on time. Getting it done on budget or under budget. Right? Right, they did. And they want to make sure they get a great review as a result of doing a great job. That’s true. These guys at Williams Contracting, if you’re out there and you’re saying, I’ve got to build a school, I’ve got to build a jail annex, man, I’ve got to… Who doesn’t want to? Chuck, do we have any listeners that don’t want to add a jail annex? It’s been on my personal goals list for a year, ever since I was a teenager. The only issue I have with this show’s sponsor is I have a hard time saying the name. It’s very hard to say. Williams… Why are you saying that? Williams Contracting. Why? Williams… Chuck, can you say… I’m struggling. It’s Williams Contracting. Yeah, it’s really easy. It’s… Why am I saying it like that? Williams Contracting. All right, these guys’ website is willcon… That’s Phone number is 918-682-5511. Again, 918-682-5811. And these guys, they’re no brainer here that they’re offering to their people is they’re going to get an owner a realistic budget. To the people, Joe! Power to the people! They’re going to give owners a realistic budget within three days. They’re going to give you a realistic budget within three days. If you’ve been trying to build that building for your business, if you’re out there and you go, I’ve got to add on a jail annex onto my building. Yeah, man. We’ve got the jail. Or to your church. If you have a church, you want to add on and add a jail annex onto your church. Just buy one jail annex, get one free a month. No, it’s not. It’s not that. But they’re going to give you a free quote, and all you’ve got to do is give your quote a realistic budget within, like we said, three days. Three days. Three days. But you’ve got to fill out the form during today’s broadcast. If you do it, we’re going to give you a free copy of my book, Thrive. And their phone number again is 918-682-5511. Add an annex onto your jail with Will-Con. Just to let you know what these guys do. Their goal is to exceed the owner’s expectations from start to finish. So if you are out there and you’re looking to build a new building, you’ve got to get a hold of them. 918-682-5511 for your jail annex today. to If you put someone on a salary, then you can pay them a salary. They’re agreeing to work as many hours as it takes to get it done. But if you pay somebody hourly and they work overtime, you have to pay them overtime because there are laws that do that. True. And so you might want to put the person at salary with a bonus where you pay them bonus per thing they get done. That’s how that works. It says, when we hire a new employee, what are the logistics needed? I feel like we covered that. The next question is, what software should we use? I believe I covered that. You want to use or Paychex. Hire them to do the payroll tax deductions for you. It’s just a better way to go. Now, Thrive Nation, we want to serve you. We want to help you. We want to help you grow your business. And occasionally, we try to bring on real clients, real business owners onto the shows so that way you can hear them and meet real people just like you who have gone from the bottom to the top or from the middle to the top. So I want to ask you this Adam, final question for you as you’re growing tip-top K9 Owosso. Did you ever think that you would be making this much money in a work week? Did you ever think you’d be making as much money as you’re making now? No, not at all, not even close. How does it feel now owning your own business? Does it feel surreal? How does it feel to own your own business? It feels really great. One thing I’ve noticed that I do when I go to QuikTrip or I see all the other guys, you know, they’re obviously working for somebody else. It’s like, man, I remember doing that. Oh, man, that was me once. Yeah. So you kind of want to pinch yourself? I mean, does it seem like a surreal experience? Yeah, definitely. Don’t go pinch them. Don’t want to go pinch those guys. But check them out. It’s TipTopK9, Check them out. You can schedule your free or your free, but your $1 first training today at Tip Top K9. Adam, thanks for being on the show. We always want to end this show with a boom, but first, everybody go to for the podcasts, the one-on-one coaching, the conferences, the video libraries, all there at Now without any further ado, three, two, one, boom! I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Alright Thrive Nation, on today’s show we’re going to be breaking down what Robert Kiyosaki has recently been talking about. Robert Kiyosaki, the best selling author, the New York Times best selling author and real estate investment guru, has recently been talking more and more about octa non verba. You say, what’s octa non verba? Well one, it’s Latin, so don’t get too concerned there, but it’s octa again It’s octa nonverba. What it means is what it means is is Action you need to watch people do and not what they say That’s that’s the idea watch what somebody does and not what they says. I am Ryan Wimpy Our business is a dog training business we help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and that’s training dogs. Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done, we’ll ask for things like different flyers and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So no one has a marketing team, too. Most people don’t. They can’t afford one, and their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, I mean, really ride them to get stuff done. And stuff is done so fast here. People, there’s a real sense of urgency to get it done. It’s great. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. Deeds not words. So acta non verba deeds not words or acts not words James a lot of people they they come to our business workshops Because they’re listening to our podcast our business work our business podcast and they say man I want to achieve massive success and they they see some of the testimonials and they go If that guy can do it, I could do it That’s kind of where it starts I see it happen all the time clay because your desk is about two inches from mine. Right. And so people will say, oh, if that guy can do it, then I can do it. That’s correct. So the two big principles I want to teach on today’s show, just two principles. One is this idea of acta non verba, means acts, not words. The second concept I want to teach is that money is a magnifier. I was looking to learn how to take my business, like they’ve said today from being very successful to being systematic. I’ve got a very successful practice in three different cities, make good money. I just want to take it to the next level with systems and processes to where I can drive my cars more. Paul Hood. I’ve been a CPA for 33 years. And what kind of growth have you and your great team had here over the past, let’s say, five, six years? The last five, when I met you five years ago, we were doing 3 million. This year we’ll do 24 million. Which is more than, he’s an accountant, so we’re going to talk about that. So Paul introduced me to Bob because he said there’s a guy that came into my office looking to raise some capital, I think that was the thing, and he needed to get some sales going. So if we tell, Paul, from the accounting perspective, let me pass the mic to you. You do accounting. Why do you have to have a website that makes sense and all that branding stuff? How has that impacted your brand, having websites and all those branding things in place? When I met you, like most CPAs, I thought my clients only come from referrals, but we get five five zero leads In a two-month period every month to stop from Google. And so this is my face. This is We have 17 offices across four states. We have never come in every state But this is this is our face like like what you were since visual and it all and it also us to say why we’re different. That about us from there is spectacular and it’s just it’s an industry that has changed. We’re modifying it. We’re going to offer our services in a subscript model to where it’s all inclusive and it’s actually doing it. The thing that I would tell you is stop it. Get a guy like this guy and let him go after it. It’s insane because then you can be doing what you do well and take that time and invest in something else on top of that. On top of that, he has contacts. This is not, I don’t get anything for selling his. Just telling you what he’s done for us so that we could focus. Then he’ll come in and I’ll say, I think I’ve got it all and he listens for five minutes and he makes one and I want to slap myself in the face. Why didn’t I think about that? That’s idiotic. But they’re sick freaks. They just get it done. I don’t know. I think it’s because of merit-based pay in our office. The people here, they get paid. If we were taking on your account and someone else to do this, but if you hired a different marketing company, I’m just giving you best practices. You want to make sure that they win when you win. So like in our office, if we grow Dave Aces podcast that benefits our company to the extent it benefits them, but we actually benefit if they benefit. Does that make sense to you? I learned at the Academy Kings Point in New York. Octa nonverba. Watch what a person does, not what they say. So on today’s show, I’m going to just hammer testimonials so you can see people that heard about the conference through a podcast or through a friend or whatever. And they had a business that was stagnant. It was stuck. It wasn’t growing. It wasn’t thriving. It was just surviving. Right? It was stagnant. It was stuck. It was just, it wasn’t thriving, it was surviving. And they heard about the podcast, they heard about the conference, they heard about the success for it, and they came to the conference. That’s step one, they came to the conference. And by the way, if you go to,, you can name your price for all the workshops I do. We wanna make it affordable for everybody. So they came out to the in-person two-day workshop. They went to Thrive Time Show, they requested a ticket, we called them, got them a ticket. Then, James, we interviewed them after the conference and we said, how was it? 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 goal setting, while it’s not like, it’s somewhat basic stuff, making sure you have different goals for every part of your life is super important. Also the linear workflow. The linear workflow for us and getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. So 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. I learned at the academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. And they said, oh my gosh, I learned so much about business. I learned about the workflows and the marketing and the search engine optimization and the branding and the hiring and the checklists and all this, the bookkeeping, everything, the search engine optimization, the online advertising, the social media. I learned it all. Yes, I learned it. However, it’s acts, not words. Acta non verba. So James, if somebody comes to a conference and they learn all this stuff, but they don’t apply it, what happens? Nothing happens. But there is a certain group of people, not our listeners, who run around acquiring information and they don’t apply it. Those are the worst types. So this is what happens is Napoleon Hill, the best-selling author, he says that knowledge without application is meaningless. Napoleon Hill, the best-selling author, think and grow rich. Hi, I’m Aaron Antis with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and homes. And then I met Clay, and my perception of what I knew and what I could do definitely changed. After doing 800 million in sales over a 15-year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. And, I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a month to a hundred and eighty internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us and it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I’ve found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do I’m not paying attention to what other leading industry experts are doing and clay really brings that perspective for me It is very valuable time every week when I get that hour with him from my perspective the reason that any business owner who’s thinking about hooking up with thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town, and so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you if you’re thinking about working with Clay. I mean, the thing is, it’s month to month. Go give it a try and see what happens. I think in the 35 year history of Shaw Homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an eighteen hundred percent increase in our internet leads. Going from 10 a month to a hundred and eighty a month, that would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about, and I would go straight to Clay and his team. I guarantee you’re not going to regret it, because we sure haven’t. I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. Knowledge without application is meaningless. So James, if somebody comes to a conference and they learn all this and they don’t apply it, that doesn’t matter. Because the idea is acta non verba, acts not words. So if people come to this conference, you’re going to see testimonies of people who came to the conference and they say, wow, I had no idea that this was possible. And then you’re going to see people, I’m going to show you testimonials of people that apply what we taught them. People that have grown their accounting practice. Now, by the way, in accounting practice, this is not someone who has invented the concept of accounting. There’s other accounting. This just in, there are other accountants. My business, it consists of a CPA and a financial advisor. And we’re very successful. I want to go from successful to systematic. I want to learn systems and processes so that the business can run without me. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. But this person, they came to the conference, they learned about how to scale their company. I taught them how to create a subscription model for their accounting as opposed to doing the traditional accounting model. And they’ve grown the company from $3 million to over $20 million. Wow. Then you’re going to see a testimonial, a success story of a home builder who grew the home building business from $15 million to over $150 million. A home builder. And by the way, this just in, there are other home builders. But this home builder grew from $15 million to $150 million in sales. That’s life changing Clay. You’re going to hear about a dog trainer who came to this event. Now let me tell you about the dog trainer. He came to this event and he had a wonderful business that was just stuck. It was stuck. It wasn’t able to grow. He was a great guy, knew how to train dogs, but he didn’t have a no-brainer offer. He didn’t have a website that was optimized. He didn’t have branding that made sense. He didn’t have one sheet. 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 two 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 wanna thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. He didn’t have branding that made sense, he didn’t have a one sheet, didn’t have a pricing structure that worked, didn’t have a linear workflow, didn’t have an office culture environment, didn’t have decoration in the office that would make people want to work there didn’t understand the process of hiring inspiring training retaining great people didn’t have a a performer didn’t know how to franchise didn’t know how to license but what we do James is we we take people in they come to the conference they learn this stuff and they go could you teach me how to do it I say absolutely folks here’s the secret sauce that allows me to be the boss. My job is to make big obstacles seem small. Here’s the secret sauce that allows me to be the boss. My job is to make big obstacles seem small. A favorite aspect is probably just how entertaining it is and the fact that I pick up one or two or three things every time I come to take my business to the next level. Well, if people are missing out on basically a plan, a guaranteed plan, pretty much if you’re willing to work it, to be successful. Most people, I think everybody should attend one of these workshops at least once because you don’t know what you don’t know. And we’re not taught to be successful in school. I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. A lot of people, they have a fear or a phobia of scaling their business or building a process. They feel like they don’t know what to do or they need kind of a coach or a mentor to guide them down the path. And so on today’s show, you’re going to see people that came to a conference, step one. Step two, we taught them how to apply these principles at the conference. Step three, they hired us to help them scale their company step four. You’re gonna hear their success stories now James money is a magnifier We have a little bit of news for you guys. It’s now what May 31st and right 21 You’ve been closed for 20 minutes right no it’s now June’s let’s run the numbers for May Let’s go to totals 1 0 2 8 37. What’s last year to date? 1 0 2 1 0 2 8 37 this year and last year was 60,000 667 I learned at the Academy at Kings Point in New York, acta non verba. Watch what a person does, not what they say. What does that mean? Because we’re going to share with you some stories today of an accountant who grew a business from $3 million to $20 plus million, of a home builder who grew a business from 15 million to 150 million of a dog trainer that was able to scale his business from a stagnant business to 15 plus locations to grow the business that was perpetually stuck at 400,000 ish grow that into a million dollar plus annual revenue This year’s sales for this week So this is the same week last year. Do you see the difference? What is that? I can’t really tell. One is… Michael, can you… can we just… I was going to get it. Jason, can you kind of pull this end maybe just so you can see it? It’s kind of pull it that way. Let’s get the length. It’s more of a… I can’t tell that the length. It’s hard to tell. Look at that. Okay. So that’s last year’s sales. is a mere $4,711.73. Same week this year, 2015. The total is, read it Michael. $11,313.50. Oh, boom! There it is! Awesome! 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 running the business, building the systems, the checklists, the workflows, the audits, 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 Crockrell, head of Disney, with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers and web developers and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly he’s running 160 companies. Every 6 to 8 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 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 into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So, amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward, but he’s so brilliant and he’s taught me so much. When I say that, Clay is like, he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like 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. Clay has been an amazing business coach. Through the course of that we became friends. My most impressive thing was when I was shadowing him one time. We went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest His highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns, because our clubs were all closed for three months and you have $350,000 of bills you’ve got to pay and we have no accounts receivable. He helped us navigate that and of course we were conservative enough that we could afford to take that on for a period of time. But he was a great man. I’m very impressed with him. So Clay, thank you for everything you’re doing and I encourage you if you haven’t ever worked with Clay, work with Clay, he’s gonna help you, magnify you, and there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps four, maybe six hours a day, and literally the rest of the time he’s working, and he can outwork everybody in the room every single day, and he loves it. So anyways, this is Charles Kola with Kola Fitness. Thank you, Clay, and anybody out there that’s wanting to work with Clay, it’s a great, great opportunity to ever work with him. So you guys have a blessed one. This is Charles Kola. We’ll see you guys. I learned at the Academy in Kings Point in New York, acta non verba. Watch what a person does, not what they say. When I say money’s a magnifier, James, what does that mean? It means if you’re already a great person, the money will allow you to do greater things. And if you’re not a great person, you’re going to do things that are just, you’re going to do more of the bad stuff. Right? Because money is a magnifier. That’s what it is. Right. So if you’re a greedy, I don’t want to say a greedy bastard, because that would infer that just because you don’t have a father in your life, that means you’re greedy. I’m not going to say that. That doesn’t make any sense. But if you’re somebody who’s greedy, you know, the Bible states, for the love of money is the root of all evil. So it’s for the love of money is the root of all evil. Not money itself. Money is just a tool. And people that are obsessed with money itself become a tool of the money. Hi my name is Josh Spurl from Spurl and Associates Chartered Professional Accountants based out of Edmonton, Alberta, Canada. And I started, I met Clay at a conference, at his conference in Tulsa in June of 2018. Started working with the coaching program shortly after there. You know the experience has been great. You know you really have a partner in the grind. Most people, I like to say most people are wrong about most things about business most of the time. And it’s very difficult for entrepreneurs to connect with other entrepreneurs who actually know what they’re talking about when it comes to business. But Clayton and his team really does understand. The tangible improvements that we’ve seen is we’re up over 50% since starting with the coaching program and you know, helping to help business owners create time, freedom and financial freedom. And I know what you’re going to think. You’re going to say, what the heck are you going to do with your time, freedom and financial freedom when you’re in Edmonton, Alberta, Canada, that’s the most north of the city in North America with a million people. You know, we’re probably just sitting in our igloos hoping for some television, but I’ll give you an idea of what we’re doing in Edmonton Alberta Canada so over here we have Sandra and we have Emma Emma say hello Emma really likes any video so let’s give it a let’s see what actually the time freedom financial freedom can do for you in Edmonton so believe it or not, we have a beach here guys. And I’ll take you on a little tour of Edmonton’s beach. Now it’s not what you Americans are going to think of as a beach. This is a northern beach. We’ve got a really cool slide here. I don’t know if you can see this purple slide. This purple slide that you’re looking at here is a full loop-the-loop. It’s not completely up-side-down when you go into it. Let’s see if I can get the right angle here. Now that does not appear physically possible, but it really is going to knock you upside-down. Went on it last time. And here is the Edmonton Beach. This is a northern beach. You guys out in Tulsa, you Americans think you have all the beaches here but here is the northern beach complete with waves. We got 30 degree weather inside here. Oh sorry 30 that’s 90 for you guys over there. I gotta do the translation, the math in my head. We even got a zip line that we can ride down here and this is what we’re doing with our time freedom and financial freedom in Edmonton, Alberta, Canada. Thanks to the Thrive Time team. Thanks very much, guys. I learned at the Academy in Kings Point in New York, acta non verba. Watch what a person does, not what they say. Money’s just a tool. Money’s like a hammer. Money’s like a tire. Money’s like a sock. Money’s like a car. You could use a car for bad things. You could use a hammer for bad things. A lot of people could kill somebody with a hammer. You could kill somebody with a sock if you wanted to. You could kill somebody with a tire if you wanted to. But, I mean, there’s a lot of creative thoughts going through people’s minds right now. But the thing is, is that money is just a magnifier. In the 1 Timothy 6.10 it reads, For the love of money is the root of all evil, which while some coveted after, they have erred from the faith and have pierced themselves through with many sorrows. And so what happens is, is that money is a magnifier. And so if you’re somebody who’s greedy and nefarious and will throw somebody under the bus to make an extra dollar, money’s going to allow you to be more of a greedy personality type that will throw somebody under the bus for a dollar. That’s what money will allow you to do. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah. So what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. Okay. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they’re both 1.3 billion 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, our Google reviews that we’ve gotten. People really see that our customers are happy. But also, we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. And that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success 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 I said, the diligence and consistency in doing those in that system has really, really been a big blessing in our lives. And also, you know, it’s really shown that we’ve gotten a success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut. And we didn’t know… The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah. And so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, 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 uh… do the action i mean you’ll get the results it will take hard work discipline uh… but but uh… that’s what’s in the tank in order to in order to do a succeed so which one of the job is right they think you have to do that right would be where we are where we’re at now uh… without their help i learned at the academy king’s point new york octagon verb watch what a person not what they say. Now if you’re a grateful person, if you’re a kind person, and James, that’s why we only work with grateful kind of people. That’s why when we share these testimonies of wonderful, great kind of people, it’s a blasty blast. So James, that’s what’s fun about capturing these success stories, is that real people at the peak of their success are explaining to you how they did. And luckily James, we’re able to actually gather footage of some of these people at the beginning, when they first came to a conference, and then at the peak when they achieved massive success. So James, I am fired up for people to watch this testimonial, but let’s make sure I’m being a good teacher here. There are two concepts I want to teach you. One, for everybody out there, it’s called acta non verba, which in Latin means acts, not words. That’s the idea, acts, not words. Okay? That’s what it means. And then I want to teach the second concept, which again, money is the magnifier. I learned at the Academy in Kings Point in New York, octa nonverba. Watch what a person does, not what they say. James, in your own words, what does it mean? You say octa nonverba. You go, I don’t understand you’re saying you say, well, it’s Latin. It means when you’re in line, what does it mean? It means you can’t just talk about it, you have to be about it. That’s how it works. And somebody says, well Clay, I can’t afford coaching with you guys. Well, good news, we only take on 160 clients, so we might not be available. But we do have scholarship pricing. This is how I make money. This is the secret sauce that allows me to be the boss. One, I make the big obstacles seem small. And two, a lot of my clients, I get a small percentage of the growth. So James, why would I be so motivated to help somebody who is struggling and they’re stagnant? Why would I want to invest the time for my own? I mean, if you take the altruism out of it, the fact that I grew up poor and I want to help people be successful, why would I want to help somebody to scale a company if I get 2%? We are joined by none other than my brother from another mother, Mr. Josh, the founder of Living Water Irrigation. Mr. Josh, welcome on to the show, my friend. How are you? I’m awesome, Clay. How are you, sir? Well, I’m excited for the listeners to get to know more about you. Could you share the name of your company a little bit more about what you guys do at Living Water Irrigation, where the name comes from? Absolutely, positively. So, Living Water Irrigation, the most important part of that to me is John 738. So it’s mentioned in the gospel a number of times, where the living water, but our specific scripture that we drew our name from is John 738. It says, whoever believes in me, rivers of living water will flow through him. We have a very distinct vision as a company on who we are and what we want to do. And I believe that I was put here to go make some money to give it away. And I’m not going to ask you for the specific details of your career and how you started the business as far as a linear timeline, but how long has this particular business been around? We’ve been around just two years, sir. Two years. And you guys, we first met, how did we first meet? I came in and y’all started coaching me over the Thrive Time, over Thrive 15. And what, do you remember when that was approximately and how you first heard about us? So it would have been October or November of 17. October or November of 17? Yes, sir. And in terms of your growth as a company, how much have you grown this year? So this year we’re up 450% year over year. So now that you’re implementing this program, you’re getting more calls, right? Are you getting more calls? Absolutely. Sales are going up, you’re gathering reviews from your real customers, adding content to your website, adding a gallery of work. So I’m going to actually take a minute and make you really uncomfortable, Clay. Nice. So when we started with y’all, it was awesome. We had a little company, just me and one dude and one little van. And 17 was great. I ate more than ramen noodles, but not much more. 18 was really good. We started to implement the systems, got to start here, got the boom book, went to a couple conferences and said, okay, I’m going to buy in, I’m going to sell out. We went to the coaching, got coached by Marshall and Victoria and started to implement as opposed to just listen, actually be doers. It’s in James. It says don’t just be hearers of the word, but be doers as well. And so we implemented scripts, we implemented systems, we implemented checklist, we implemented a pro forma for quoting and all these things that you talk about. Yeah. And so just as a real person, and I’m real, I promise you there’s a bunch of Josh Wilsons out there. Like I’m a famous baseball player and football player. Oh wow. And a gospel singer. Oh wow. But this Josh Wilson just digs ditches for a living. But I just want to say thank you. Standing here for all the systems, I encourage everybody out there, go pick up StartHere, go pick up the BoomBook. The stuff you hear on this show, it actually sincerely works. I learned at the Academy in Kings Point, New York, acta non verba. Watch what a person does, not what they say. Why would I want to help somebody to scale a company if I get 2%? Because when they grow, then you win too. Right, it’s a win-win. It’s called shalom. Look it up, folks. The shalom, it’s a biblical concept, the idea of a win-win. It’s not a zero-sum negotiation, OK? If you’re out there, you’re a decent person, you have a soul, you want to create a shalom relationship, a win-win relationship with your partner. So I make more as my clients make more. That’s how that works. It’s a win-win kind of thing. So that’s the idea. And again, James, people can go to, they can request a ticket. We let them name their price, and we do these conferences every two months. Every two months, we do a business conference. And you’ve met these people, James. I do. And you know what? I’ve met them when they came in and their business is struggling, and then I’ve seen how they’ve transformed after a few months. It’s like getting a haircut, when you go in and you look real dirty, and you come out and you look like the top of the world. Money is a magnifier. And acta non verba. This idea that acts, not words. It’s all about action and gaining traction. It’s not about just learning new concepts. Because knowledge without application is meaningless, to quote the great Napoleon Hill. James, you’re a beautiful man. You smell terrific. I can’t wait for people to see you at our in-person workshops again. Get those tickets at They’re two days. They’re interactive. We open up the doors at 7 a.m. We go until about 3 p.m. each day. We do a 30-minute teaching sprint, a 15-minute Q&A session, and then we break. And then we do 30 minutes of training, 15-minute Q&A, and then we break. And then 30 minutes of training, and then 15. So you’re going to learn branding, marketing, search engine, all these things. And then, James, we have helicopter rides. We do the helicopter rides from time to time. We have—I think we’re roasting a pig at this next—I’m not sure when you’re going to hear this podcast, but we have a Roasting a Pig. We’re giving away cash prizes. We’re giving away… It is a blasty blast, folks. It’s like the opposite of business college. It truly is business school without the BS. James, again, you’re almost like a benefit we should add to the package. When people go to, it’s like… And you get to meet James. So get those tickets again, folks, at James, I really do appreciate you joining me today. And folks, again, get those tickets at I don’t see people with these words. Watch what a person does, not what they say. 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 4 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 world’s highest rated and most reviewed business workshops. Because we teach you what you need to know to grow. You can learn the proven 13 point business system that Dr. Zellner and I have used over and over to start and grow successful companies. We get into the specifics, the specific steps on what you need to do to optimize your website. We’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get 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 going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge, and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert Zellner and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever and we’re going to give you your money back if you don’t love it. We’ve built this facility for you and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show business workshop? Well, good news, the tickets are $250 or whatever price that you can afford. What? Yes, they’re $250 or whatever price you can afford. I grew up without money and I know what it’s like to live without money. So if you’re out there today and you want to attend our in-person, two-day interactive business workshop, all you got to do is go to to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for you. Good morning, good morning, good morning. Harvard Kiyosaki Research Radio Show. Today I’m broadcasting from Phoenix, Arizona, not Scottsdale, Arizona. They’re closed, but they’re completely different worlds. And I have a special guest today. Definition of intelligence is if you agree with me, you’re intelligent. And so this gentleman is very intelligent. I’ve done this show before also, but very seldom do you find somebody who lines up on all counts. And so Mr. Clay Clark is a friend of a good friend, Eric Trump, but we’re also talking about money, bricks, and how screwed up the world can get in a few and a half hour. So Clay Clark is a very intelligent man, and there’s so many ways we could take this thing. But I thought, since you and Eric are close, Trump, what were you saying about what Trump can’t, what Donald, who is my age, and I can say or cannot say. Well, first of all, I have to honor you, sir. I want to show you what I did to one of your books here. There’s a guy named Jeremy Thorn, who was my boss at the time. I was 19 years old, working at Faith Highway. I had a job at Applebee’s, Target, and DirecTV. And he said, have you read this book Rich Dad Poor Dad? And I said no. And my father, may he rest in peace, he didn’t know these financial principles. So I started reading all of your books and really devouring your books and I went from being an employee to self-employed to the business owner to the investor and I owe a lot of that to you. And I just want to take a moment to tell you thank you so much for allowing me to achieve success and I’ll tell you all about Eric Trump. I just want to tell you, thank you, sir, for changing my life. Well, not only that, Clay, thank you, but you’ve become an influencer. You know, more than anything else, you’ve evolved into an influencer where your word has more and more power. So that’s why I congratulate you on becoming. Because as you know, there’s a lot of fake influencers out there, too, or bad influencers. Yeah. Anyway, I’m glad you and I agree so much, and thanks for reading my books. That’s the greatest thrill for me today. Not a thrill, but recognition is when people, young men especially, come up and say, I read your book, changed my life, I’m doing this, I’m doing this, I’m doing this. I learned at the Academy, at King’s Point in New York, Acta Non Verba. Acta Non Verba. Watch what a person does, not what they say.


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