Entrepreneur | 5 Stages of Professional Selling

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Audio Transcription

Get ready to enter the Thrivetime 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 systems to get what we got. Cullen 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 where I’mma dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now, 3, 2, 1, here we go. We started from the bottom, now we’re here. We started from the bottom, and that’s what we gotta do. What is going on, Tulsa? I hope you’re enjoying your drive home today. You’re listening to the Thrive Time Show. It’s Tulsa’s only local business radio show. It is the place you go to learn how to start or grow a business. And as always, it’s a Throwback Thursday, Z. I am joined here with Dr. Robert Zellner, celebrating a Throwback Thursday. Z, are you excited? I’m excited. I love to throwback, especially on Thursday. We’re getting old school. Old school, yeah. Old school. Now, we have a very special guest today, very, very special guest. She is the founder of Sprick Realty. Miss Danielle Sprick, how are you doing? How’s it going? Well, I am ecstatic because I’m an old school kind of guy. I love New Kids on the Block. I love Milli Vanilli. I love Paula Abdul. I love Richard Marks. I’m just excited to get into it. And on top of that, we’re actually going to be talking about today something that everybody who’s listening right now needs to know. It’s the five stages of professional selling. Z, why do people need to know about selling? I’m still trying to get… did you say Milli Vanilli? Yeah, Milli Vanilli. Isn’t that the group that they weren’t really singing, but they acted like they were singing? Can I take the room down a level real quick about this? I was wondering, you being a professional, you know, a DJ, you know, we’ll call that a music professional, alright? Yeah. And you’ve record media time, I’m sure, at a frat party or a wedding dance or a bar mitzvah, whatever. Whatever you’re working there. Big at bar mitzvahs. Big, big. How did you respond to that news when you found out? I want to tell you this, and this is a fun fact. This is the kind of information you’re not going to get on any other station. This is true. It’s kind of sad. I promise I’ll take the show back up a level. What happened is these guys thought they were performing at first. So they’re performing, they get the record deal, they go on their first concert, they’re performing and the music is played, but their mics aren’t on. And so they pull their manager aside and they’re like, hey, we’re not on, what’s going on? He goes, hey, listen guys, we’re just doing this, it’s going to be a better way to go, we’re going to boom, boom, ABC, we’ve already started, the train’s already taken off, we can’t stop it. Well, Z, they won a Grammy with that falsification. And one of the brothers got so upset because he kept telling them, I want to stop. I do not want to be a lip syncer. I want to actually do my own vocals. He killed himself. Oh, that’s awful. I’m not kidding. And I just took the room down. I’m so sorry. I’m sorry. I’m sorry. I wasn’t expecting that. Yeah, that’s what happened. And so I’m just telling you what happened is from the very beginning, one of the brothers was like, I am not going to do this. But what happened was that it was being sold, that sound was being sold, and it kind of got a hit. It was like a lie they couldn’t get out of. And then it just took over control. And so, but anyway, we’re just going to go mental reset. And we’re talking about the five stages of professional selling. Five stages of professional selling. And I want to ask Z, I want to ask you this, because you’re an optometrist. Yes, sir. But there are a lot of optometrists throughout the world who I’ve met at speaking events, conferences, in my personal life, who are not able to sell. They’re not doing well. They’re not growing their businesses. They’re financially struggling. But yet you are kind of the optometry clinic of choice for many Tulsans. What advice would you have for someone listening to this right now who says, I’m a puritan. I just want to focus on my product. I don’t want to sell. What would you say to that person? Well, then go work for somebody. Can you repeat that? I feel like you kind of belabored it too much. I did dance around that one, didn’t I? It’s okay. It’s okay if you don’t want to have to do all the hard things that are required to own a successful business. It’s okay. It’s called a job. J-O-B. You know, I know some friends of mine that call it a yob. Maybe it’s a soft J. They’re not sure. Apparently you go and you clock in and you work for someone, they give you a paycheck, and you don’t have to worry about all that stuff over there. But this show is for the people out there listening that say, listen, I want to do my whatever it is, fill in the blank with excellence, and I want to have my own business. I want to control my own destiny. I want to do the thing. That’s why I’m going to turn you guys on Monday through Friday from 5 o’clock to 7 o’clock. I’m going to listen to you as I’m driving home, and you’re going to help encourage me and give me the little tools I need to start my own business and grow my own business. According to Forbes, 57% of our population wants to start or grow a business. So you have a lot of people out there who want to do this, but I’m telling you, if you can’t sell, things are not going to go well. Things are going to be tough. And so, Danielle, I want to ask you this, because you have a team of agents. How many agents are on your team now with Sprick Realty? We have 23. 23? Yes. Wow, a Michael Jordan number there. Wow. That’s right. So the 23 agents, how important is it for them to sell well? In the world of real estate, how important is it for them to be able to connect with their buyers and convince people to actually list their house with your firm? It’s extremely important because if they’re not selling, then they’re not making money. They’re not finding success. So as a female entrepreneur, as a lady who’s a mompreneur, how many kids do you have? Eighteen kids? Seventeen kids? How many do you have? I’m not that good, but I have three. You’re listening to The Thrash Time Show on Talk Radio 1170. So as a mompreneur and just as an entrepreneur out there, what was some of the first emotional hang-ups that you had with learning to sell? After you got the real estate license and you went out there and you started getting in front of family and friends and people, what were some of those emotional feelings that are going through your head when you attempt to sell for the first time? What are you kind of stuck on mentally? Well, for me, I think it was just getting over that hurdle of approaching strangers, people I didn’t know. Stranger danger. Yes, stranger danger. Hey, that’s a good term. But other than that, it was just the nerves of presenting and making sure that I was hitting all the topics and really presenting our business well. I have three little emotional things that everyone listening to this has to work through before we get into the actual stages, before we get into our actual training. I want to go through these three emotional issues people deal with. One is fear. And Tony Robbins talks about fear being false evidence appearing real. But the thing is, we’re just so scared that if we get in front of a stranger and we share with them about our product, that they are just going to slap us around and talk bad about us and yell at us. And I have found that the worst thing that most people can say is no. So if you’re listening right now, I want you to say it right now on the count of three. We’re all going to do it. All Tulsa. Tulsa, if you’re in your car right now on the count of three, we’re all going to say no. So here we go. One, two, three. No. That’s the worst thing that can happen, right? That’s the worst thing. Now the second thing, the second emotional issue is people say, I don’t want to pressure people. That’s true. No pressure. That’s a good one. So here’s the deal. Diamonds. My wife likes diamonds. I don’t understand why. I wish I did because I would convince her to. I don’t know. I think cubic zirconium is a better deal. Don’t you think? They look good. I mean, that’s what it’s all about, right? To look. But diamonds, women love diamonds, right? They love diamonds. But diamonds are made how? How are diamonds made? Pressure! So you’ve got coal and other rocks, geographical formations, the earth’s crust, the pressure is pushing down over and over. And then you get that diamond. And without pressure of some kind, applying some kind of force, nobody is going to just by default take action. And so I think people are afraid of that pressure game. game and I know there’s a way to do it tactfully where you don’t apply pressure where people feel like you’re hassling them but you can also get them to take action and I call this the soft sell. So what you do is you just assume that people want to take action so you say hey the next step if you want to go ahead and start marketing your house is we’ll just need to schedule photos and that’s a lot different from so what do I need to do right now to get you to actually buy a house? I mean, what do I need to do? There’s a kind of a sleazeball, high-pressure sales, and then there’s that soft sale. And the third emotional thing, the third emotional thing is people don’t know what to say. They don’t know what to say. And that’s what we’re going to harp on today is what do you need to say? What are the five stages? And this first stage, this first stage you have here is you have to make sure that you can go out there and prospect for leads. It’s the first stage. You’re gonna grow your business. You have to prospect for leads I say prospect you have to identify who your prospects are. So here are some questions. You might want to ask. How old are they? Are they male or female? Do they have children? How much money do they make do they have an education? So Z are you familiar with bar fitness bar? Is it bar BA RRE bar fitness? Barre Fitness. Barre 3. Barre 3? Yes. See, she knows about this stuff. So we have an Elephant in the Room location right there at 91st and Yale. And I’m taking my kids over there to Ludger’s. Just all sorts of product name dropping going on here. But I take my kids to Ludger’s over there and they’re having a little breakfast. They’re having little pastries and stuff. German breakfast. Yeah. And I’m doing a little sales training with the Elephant in the Room people. And I look and all these women are coming out of there wearing yoga pants. Danielle, what’s going on inside that Bar 3 fitness thing? What’s going on in there? You know, I’ve thought about going, but I haven’t gone yet. I do have friends that go. What are they doing with the bar? Is it kind of like a ballet meets fitness? Do we know what it is? I’m not quite sure. I think it’s a yoga studio. I didn’t see any dudes in there, though. Yeah, I don’t know. Do they offer something for dudes? Well, I mean, if it’s a bar, I mean, they have drinks or something in there, don’t you? I just a bunch of alcohol and then working out. Yeah, I’ll be okay. I can’t. Bar bar fitness. I’m just their niche. The bar three niche is for women who are wanting to get in shape. One of our clients, one of our dear friends, Holly and Corbin, they own salt yoga, salt yoga. And you know, it’s salt and yoga. They know their niche. They’re marketing primarily to women. The other’s dudes, but they know their niche. I love yoga. You know what my favorite position in yoga is? Downward dog. No, no, no, no. Do the vinyasa. Danielle, take a guess. You know what my favorite position is in yoga? Oh, man, Dr. Z, I don’t know. Come on, come on. Nobody ever… Give me like a multiple choice. Are there different? What are these? My favorite is sleeping bear. You just kind of go to the corner and you just kind of snuggle up and it’s harder than it sounds. I tell you, when we come back, I’m going to talk to you guys a little bit about my one experience to hot yoga. My one experience, because I went to hot yoga one time because my beautiful wife encouraged me to go. We decided to go. I decided to go. I went into salt yoga, eyes wide open, believing that I knew what salt, what it was all about, what hot yoga was all about. And Z, I’m just going to leave you wondering right now what happened. But I tried it out at Lifetime Fitness, a great place, but not the place for me. I tried hot yoga, not going back. I can hardly wait until we come back. You’ve got to give us a little bit more details on that, because there’s a little bit of diamond in the rough right there. And we’re going to be teaching you stage two, how to present to ideal and and likely buyers coming back after the break. Welcome back, drivers. Thrive time at drive time. This is Dr. Robert Zellner. I’m an entrepreneur trapped, I mean trapped in an optometrist body, here co-hosting this beautiful show for you to teach you how to start a business and grow a business here with Captain Wonderful, Captain America, Clay Clark. You’re pale male, right? You’re pale male The Sun he’s so hot the Sun won’t even shine on him. That’s how pale He’s so good And we have a special guest today Danielle Sprick of Sprick realty and she’s going to come on and help us with some of these Little super moves, but before the break you tease me with the story And I I beg of you I beg of you to finish it or your hot yoga story. Okay, so I’m like a 35-year-old guy. Some people say, I’m involved in a lot of different businesses, and a couple of businesses I’m involved in, one is Boot Camp Tulsa, it’s a fitness business. And people say, you’re involved in a fitness business? You’re not even in shape. And I’m like, but you know, the thing is, I am in shape. But the thing is, so my wife says, though, you need to go with me, let’s go work out together. So we go out there to Lifetime Fitness and we get all signed up for this hot yoga class. Hot yoga. You gotta get your own little mat and you bring your mat and it’s like hot. It’s like 100, have you ever been to one of these before? No, it literally is. The room’s hot. And the music’s like this. It’s like, you know, it’s very like, it’s like. Like spa music? Yeah, very spa. Yeah, spa-ish. It’s all about like, you know, get in shape. And so you get in there, it’s hotter than anything, I’m sweating before we’ve even started, and this lady says, picture your body. Picture yourself not as you are, but as you want to be. And I… Is she a smoker? I mean, sounds like… Yeah, yeah, you might have the strength to speak through her stoma. She has extreme emphysema but she’s talking and she’s just like tell yourself where you want to go physically picture yourself and I just don’t do well with anything you’re just sweating you got your little mat I have no flexibility I have no patience I hate visualization I don’t want to know how I feel about how you feel about how we feel about how I want to be so I just Straight up lay back, and I just go to sleep I just straight up did that was my protest Is it you did my you did my favorite move you did sleeping bear? I just went to sleep and then I finally just got up and left But I just I couldn’t do it I just and I would encourage you if you’re if you’re if you ever thought about checking it out Maybe check it out, but it’s just not my thing my one of my good friends Braxton does yoga And I don’t understand how Braxton does yoga. I can’t handle it. But the point is, you have to know your prospects. You have to know who it’s for. Now if you wanted to make a workout class for me, this is what you’d say. You’d say, the workout takes 30 minutes, there’ll be no interaction, there’ll be no community, no teams, no relationship building, we’re just gonna get in, workout, intense music. Dun dun dun dun dun dun dun dun dun dun dun dun dun. You know, just intense music. How about some weights? I would imagine you’re carrying a big weight. You’re kind of pumping out a lot. You’re just lifting. Pond of bronze. We have to pump you up. We just come in there with high intensity. In, out, go home. In fact, the slogan for My Perfect Gym would be, in, out, go home, no one will know who you are. That’s kind of the thing. So anyway, but I would just, I would encourage you right now, think about who your ideal and likely buyers are. Z, you had something you wanted to add to this concept of prospecting for leads. Yeah, I know. Take what we’ve we’ve got a work sheet that you can download to help you figure out who they are. You know what I’m saying? If you can go to our website, thrive15.com and you can download a worksheet that’ll help walk you through this process. So you might send yourself out there. Oh, I don’t even know. How do I, how do I do that? Oh, who’s going to be my likely? This sheet is detailed. Yeah, very detailed. And you’d fill that little rascal out, that’s thrive15.com and we can help you find this out who you should be prospecting to. We had a Thriver who actually owns a funeral home on the East Coast who filled this form out and he said, I cannot believe how many areas that I was missing. I didn’t even know that these were demographics and these were niches and those kinds. He didn’t even know that these were options and he was able to laser focus and really make his ads more effective. And Danielle, I want to ask you, when you’re out there marketing Sprick Realty, who are your ideal and likely buyers? What kind of people do you want to work with for their real estate needs? You’re listening to the Thrashtime Show on Talk Radio 1170. So Danielle, who do you want to work with? Who are the kind of customers that you want to work with at Sprick Realty? Well, first of all, I want to go into a neighborhood where I feel like will be represented well. What does that mean? Well, I don’t usually go into North Tulsa. I want to make sure that I’m going to be safe where I’m going. Do you work with thatch homes? Homes that have thatch roofs, very grass hut-y? No, we don’t. So what’s the price point of the home? You guys are just selling homes all the time. It’s like there’s a recession buster going on there. You guys just have your own economy going, just rocking. What’s kind of the price point of the homes that you like to focus on? For myself, I really start anywhere from $120,000 and up. When I say up, it’s up to $2 million or more. I don’t really limit myself. What kind of customers, listening right now, do you like to represent? What kind of customers do you say, I think I’ll pass? What kind of customer do you say, that’s the kind of person I want to work with and that’s the kind of person I’ll pass? For me, it’s about what is it going to take to sell that property. I want a home that has good curb appeal. When you walk through the home, it’s going to sell itself. I’m not having to tell my client that they need to hire somebody to completely reorganize their home to make it show ready. So a clean, tidy, nice, kept home. This is one thing that to me is exciting, but it’s also… I coach so many business owners and I know this is very stressful for them, but when you have to think about who your ideal and likely buyers are and then who they aren’t, this is where people start to say, I don’t want to judge people, Z. I don’t want to judge people. I want to work with everybody. It’s very difficult to judge people. Yeah, so I hear that a lot. So let me give you an example. Years ago I was working with a bakery and I said, listen, you make pristine wedding cakes. You’re winning all the awards. You cannot price your wedding cakes any more or less than $800. Period. You cannot. And the hush in the room of all the bakers and all the people are like, but we work with a lot of people where we do $200 wedding cakes. And I go, but you only have two ovens and they’re being occupied by low profit things when you could be doing high profit things. Literally if everyone else lost their job and you just made four high end wedding cakes a week you’d make more money than if you made all these cupcakes and all these little gourmet dessert items. So your ideal and likely buyers have to be high end wedding cakes if you’re going to financially get to where you want to go. And that idea just unsettled some people because I think we all want to appeal to everybody. Oh my, time out, time out, time out. Are you saying that profit should play into this whole thing? Well, there’s the three P’s, and I think the three P’s upset some people. But one, you have to have a great product or service. Okay, good. You’ve got to make a great profit. And you’ve got to work with people you like. Wow, what a concept. So years ago when Braxton and I were doing real estate, one of the things that I did is I would let people know that if you’re somebody who’s a high maintenance person for our real estate firm back in the day, I didn’t want to work with you. If you’re going to call me and text me like every three hours about the status of your home or your commercial building selling, I don’t want to work with you. I want to work with people who I will not call you unless I have a deal. That was my thing. That’s not Danielle’s thing, but that was my thing, and I had to be clear about how we were going to do it. I’m just encouraging you, if you’re listening right now, figure out who your ideal and likely buyers are figure out what kind of customers you want and what kind of customers you don’t want now coming up next we’re gonna talk about stage number two which is actually presenting to ideal and likely buyers we’re talking about presenting the art of actually doing a presentation of showcasing what you do differently than everybody else. The Lord of the Dark Art of Sales Presentation Z. Throwback Thursday, baby. Let’s throw it back. Now, coming up after the break, we’re also going to be talking about your favorite throwback memory. Stay tuned. It’s going to be a game changer. What’s going on, Tulsa? It’s a throwback Thursday, and you are listening to the Thrive Time Show during your drive time faux show. Now, this is Tulsa’s only local business radio show, and I am your co-host, your voice of choice, Captain Clay Clark, and I am joined here with Tulsa’s number one, Oklahoma’s number one, America’s number one, really the northern hemisphere’s number one, and the planet’s number one optometrist, Dr. Robert Zellner. Hey, throwback Thursday. I love throwback. Now, Z, I want to ask you about throwbacks real quick here, because you have been doing things well in terms of your business has been making a great profit, you make a great product, and you have great people for years over there at your optometry clinic. But what year did you start that thing? 1991. So 1991 you got in business and pretty quickly you had to learn how to present and explain to people what makes your service different from other optometry clinics. And that’s what we’re talking about at stage number two, is learning the ability, gaining the ability to present and clearly explain what makes your business different from other businesses. However, once you mastered that, you weren’t done. No, no, no. You decided to get involved and start a bank with what you see helps team up and start Regent Bank with Sean Copeland. Then you went out there and you started this ranch where you raced the horses, and then you could’ve stopped, but you said, no, no, no, I’m gonna start this auto auction. So now let’s get in the auto auction game. Tell me what your auto auction, what Z66 Auto Auction does differently from other auto auctions. Well, one thing we do, we provide a free lunch every Friday, so all the dealers that come out there, they know they can, one less thing, one thing they don’t have to worry about is, why don’t I get in for lunch today? Why don’t I get in for lunch? They come out there, we give them free lunch, and that’s kind of a cool move. So get them out there, they know they can have something to eat, they can look at the cars that are gonna be selling that day. So starting at 11 o’clock on Friday, if you’re a used car dealer out there, come on by and we will feed you a gourmet lunch. You do that every Friday? Every Friday. So that’s something you do differently than other auto auctions. Correct. And have you ever tried to be imitated or duplicated where people try to copy your moves after you’ve worked so hard to make something different? Yeah, they do. I don’t know. Yes, they do it. I hear it’s the highest form of flattery, but it kind of ticks me off. So but that’s something that you do. You’re always aware of what the marketplace has, and you’re always trying to make your business different. Absolutely. You have to kind of stand out. Here’s a problem I see. I see a lot of people that they start up in stage one, they start to learn how to prospect, but they never get to stage two. They can never clearly explain what makes their business different from other businesses. Z, why do so many optometrists and banks and doctors and lawyers in every industry, why do people struggle to be able to explain clearly what they do differently from other people? Because they don’t do anything differently. You know, that’s one thing about it. I mean, a lot of times when a guy will come up to me and say, hey, help me with my marketing, help me with my advertising. And then I’ll say, OK, what do you what do you do differently? Well, I really makes you better. I want the business just to come to me because I have embraced communism. And I believe that I would tell everybody the level playing field. Right. We all do the same thing. Absolutely. We all make the same. We all dress the same. We all should work together to make Oklahoma great. I know. But the thing is, is that at the end of the day, you’re out there, it’s war, it’s competition, right? Yes, business is war. It’s war. It’s war. So Danielle, speaking of war and barbarians and gladiators, all the adjectives that don’t apply to you, talk to me about, you have a business called Sprick Realty. What makes Sprick Realty different than, you know, there’s Keller Williams, there’s Caldwell, there’s, I don’t know, there’s a lot of companies out there. What makes your company different from all the real estate companies out there? Well, there’s a few things that I think help us stand out. One is our attention to detail and personal touch with our clients, getting to know them on a personal level so we can service exactly what their needs are and take care of that. The other thing that we do is a high-end marketing approach. From our yard signs to our web marketing to flyers in their home, everything is just top notch. I would say that our reviews online and the past clients we have would attest to that. Danielle, I’ll tell you what, Danielle, she apparently doesn’t listen to all the shows because I had encouraged her to go with a low-end marketing approach for a while. Do you remember that episode where we told Danielle, we said, Danielle, you got to go low-end. You got to go cheap. Everything’s got to be crappy. Cheap, cheap. Yes. No, but she’s going high-end. And in all sincerity, you don’t want to attempt to do limbo out there. I see a lot of business owners wanting to do limbo, where you want to make it the cheapest price with the crappiest service. And you just want to just see if you can be the cheapy McCheeperson. And that’s tough. I’ll tell you what. Unless you’re Walmart, someone needs to write this down, unless you’re Walmart, you should not try to be a commodity. You just can’t compete as the cheapest price, you can’t, unless you’re Walmart. Now you can be value, but you can’t just try to be the cheapest, unless that’s a hill you’re for sure you can win on. I’m just telling you, if you’re out there competing and you’re a retailer, you’re not going to beat Walmart. You’re not going to out Walmart, Walmart. So you’ve got to think about that a little bit. Now Z, it’s a throwback Thursday and one of the things that came to my mind when I was thinking about the throwback Thursday was you started your optometry clinic in 1991, is that right? Yes sir, Veterans Day in fact. And this was a song that came out in 1991. So when you were opening up that optometry clinic, you were putting that big old sign up there. Oh yeah. You were listening to DJ Jazzy Jeff, Summertime. Oh you gotta love a little Summertime, yeah. Mrs. Zellner, Ms. Carrie Zellner, she’s helping you put up that sign in there. Oh yeah. While jamming out to this hit. Oh yeah. Steve, what’s kind of your favorite 1990s memory? What’s a memory from the 90s that just still makes you just marinate when you think about that aura of the 1990s? Ooh, that’s a good question. I’ll tell you what, I’m sitting here thinking, well, you know when you start your own business, and I did in 1991, there’s something very special about that. Because for a year I’d work for other people and you’re trying to help them do their thing and then when you finally get the reins, when they finally hand you the keys to your car and they say now you can drive this anywhere you want, you’re in control of it, that’s a pretty cool feeling, I’m not going to lie. And all of you out there listening that are wanting to start your own business, I’m going to encourage you to listen to the Thrive Time Show. We can help coach you up. We can help inspire you. We can help you with maybe not making some mistakes you might make otherwise. When I think of adversity, I think of tolerance of rain. I think of dark clouds. I think of things that you don’t have any control over, yet they’re coming at you. And you have to make a decision, what do I do? Do I just stand here, or do I move? Growing up in the Mississippi Delta, as I did, during the era of legal segregation, It was a time that adversity was surrounding one’s life. It was like torrents of rain that had been coming for generations. And sometimes it seems as if it would never stop. But somewhere along the way you ask yourself the question, how do I get out of this rain? What do I do? What can I do to make a difference and bring some sunshine into my life. Into every life, as the song says, some rain must fall. And rain is what people run away from to get out of, but it is also the rain that waters and nurtures those incredible ideas that live within us. I think that adversity is challenging, no question about it, but it also becomes a great teacher as well. Oh Hey, what are you doing? I’m just cleaning the bathroom. Looks good. Let’s go watch. All right. You’re welcome. You’re listening to The Thrive Time Show on Talk Radio 1170. What’s going on Tulsa? You are listening here to The Thrive Time Show. On your way home, or maybe you’re at home, maybe you don’t have a home, maybe you live in a van down by the river, but you have tuned in to The Thrive Time Show. I am your co-host, Captain Clay Clark, and I’m joined as always with a man who’s probably one of America’s most beautiful men, and the top optometrist in the city is Dr. Robert Zellner. Stop it. You know I have a face for radio. Stop that. It’s unbelievable. I mean, because they can get on Facebook Live and know that you’re not giving them facts. How many times? I’ve told you a million times not to exaggerate, okay? Yeah, I’m just saying, it’s like, you know that show Touched by an Angel? Remember that old school show on this Throwback Thursday, that old school show Touched by an Angel with Michael Landon or something? Yes, yes, Michael Landon. That’s how I feel when I see you, touched by an angel. Beautiful. Now, we’re also joined here today with a great American, Ms. Danielle Sprick, the founder of Sprick Realty. How are you? I’m good. I’m good. Thank you. Boom. Now, we’re talking today about, we’re teaching you today about the five stages of professional selling. Professional selling, not amateur selling. This you tuned in for, professional selling. Now with, this weekend, this weekend on the professional sales series here, we’re not going to teach you those amateur moves, okay? So get yourself, you want to stay tuned all the rest of the week, all through the weekend, because we’re going to, you can go to the Thrive Time show and you can replay this over and over and over, make this a professional sales weekend. But we’re talking about stage number one was was prospect for leads stage number two was present to ideal and likely buyers now Stage number three is all about following up Consistently and I’m gonna read you a notable quotable that blows my mind Z are you ready? Yes, I am. I can hardly wait. I love to have your mind blown This is from Chet Holmes the best-selling author of the ultimate sales machine He’s a former business partner of Charlie Munger and he says this about 3% of potential buyers at any given time are buying now 7% of the population is open to the idea of buying the remaining 90% Fall into one of three equal categories the top third are not thinking about it at all the next third are They they think they are not interested and the final third are definitely not interested But what was he saying what he’s saying is that 3% of people right now are interested in buying. That’s a bomb blast right there. So you have to market to those people over and over and over and over. So Danielle, have you ever met somebody who said, Hey, Danielle, I’m so glad to know you’re a realtor, but my husband and I, my wife and I, we’re going to maybe sell our house next year. And then you went, okay, and you stayed in touch. And then they actually did call you later and list with you. Has it ever happened where you’ve met somebody a year before they actually did business with you? Absolutely. How often does that happen for you? I’ve probably had it happen two out of ten times. And you’re working right now with an investor I understand that you met and now you’re doing a lot of deals with this person but you met him for the first time what two years ago? Yes, two years ago. And it took about nine months of me prospecting him before he decided to use me as his agent. It’s a consistent follow-up. Now, Zee, I’m going to tell you where most people are getting this wrong. Are you ready? Yes. Okay, here’s the deal. This is where most people are getting this wrong. What was happening is we are meeting somebody and we are giving them our card and our sales pitch and we’re saying, hey, you should use me to market your home. You should use me. Hey, I’m a realtor. You should use me. And then we don’t work with them because they’re, you can’t, by the way, you can’t make somebody get a new job or all of a sudden the universe aligns and the stars align in a way that makes them want to sell their house right now. You can’t, as a general rule, you can’t be such a good realtor that you make people make major life choices and they go, oh my gosh, you’re such a nice person. I’m just going to sell my house right now because you’re available. Right? You asked me. You prospected me. What you have to do is you have to take the contact information, you need to put it into your database or into your phone or into your Facebook or whatever, and you need to stay in touch. Hold on, hold on right there. You’re saying that involves a little bit of work and organization and effort. I just can’t handle my business card. Well, I’ll tell you what, you can’t just pass out the business card. I’m going to tell you the five moves that work to do this, okay? One, put them in your database and send them a monthly email. Just send them a monthly email. You don’t have to say, hey, do you want to sell your house now? But just stay in touch. Remember me? Remember me? There’s a program called AWeber. You can do this. You just put it in the, sign up for it and you just write an email and all you’re doing is just telling people, hey, great news from Sprick Realty. This month we helped sell this house, and we’re super excited for the Johnson family. All it is is just updates. The second move is you can send out a text. Once a month, you can do text messages. You know, right now, many of the top pizza businesses are sending people a weekly text saying, are you hungry? Why, in fact, I am. And then you go yet then in my my office There’s a guy in my office who literally buys a pizza about every two weeks just because he gets that text message You’re listening to the thrash on show on talk radio 117 the third is social media You just have to stay in touch with social media have to stay active on that stuff Z does social media worry out or if you have you have you decided to go ahead and get into the social media game? Wears me out, but yes, I’m in the game My people are in the game to keep me in the game. It is what it is. But you have to stay in touch. And it’s the thing is social media. It’s a way sometimes people will see that ad or they’ll see that post. You have to stay in touch. The fourth the fourth is drop offs. You can just drop off your stuff. Steve Carrington, a mortgage guy we work with. This guy’s great. He’s drops by cookies all the time. If you’re a realtor or if you’re a some kind of a person in real estate business, you’re probably going to get cookies from him at some point. And why does he do it, Z? What would be in your mind? Why would you do that? Everybody loves cookies. That’s right. And you think about him. When you think about cookies, you think about him and boom. And the fifth, the fifth move is you have to be memorable. You have to be memorable. And I want to ask you because you are the master at this. Your optometry clinic is always top of mind. It’s Tomah, top of mind awareness. Guy Kawasaki is the guy. If you’re listening, you don’t know who Guy Kawasaki is. Guy Kawasaki is the man who launched Apple’s marketing campaign. So in 1985, when they introduced their computers to the marketplace, he was the dude who came up with the, he crafted that ad campaign. And he’s kind of a legendary marketer. But he says, the ultimate eureka, the ultimate high point, the ultimate top level that you want to get to as a marketer is Tomah. Top of mind awareness. Z, talk to me about how your ads… That’s the Nirvana. That’s the… How do your ads achieve that Tomah, Z? How have your ads helped you to achieve that Tomah? Tomah. All business owners are striving for Tomah. They may not even know they want Toma. Trust me, it’s not the Toma. You know, what I did when I started advertising, I said to myself, okay, what direction are we going to go? And growing up the way that I did without a lot of money, I always wanted to bring value into. So every one of my commercials, if you’ve heard one of my commercials on the radio in the Tulsa region, I’m always stressing value. But then also I love humor. I like it to be entertaining. I love it when I’m watching a commercial or I’m listening to a commercial and it makes me giggle, it makes me laugh. I like that. And that’s kind of a tricky thing when you’re dealing with the medical profession and eye health. I want to argue with you on behalf of many of the medical professionals listening right now who are secretly bitter. Because I’ve heard some of them say it. They’re not secret. Most of them aren’t secret. I want you to give these guys the truth. Because this is what I hear them say. I just want to be professional. I don’t want to be funny or aggressive. I just want to be professional. Tell them the truth, Z. All of you out there listening, the truth is the truth and the truth will set you free whoa and you have to embrace it you have to you Advertising is about there’s a there’s a portion of it. I’m not I’m not sure if it’s thirty two point seven percent a little bit of Its entertainment you can’t handle the truth. Yeah, you can you can’t I’m gonna tell it to you okay Give me the truth you can handle the truth You’ve got to be a little bit entertaining and you have to be memorable And I’ll tell you what humor is is one of the ways you can do that. And then also value is another way that I have chosen to do it. So if you’re out there saying to yourself, it has to be this white coat, ivory tower, and I’m a doctor. I don’t want to be memorable, Z. I just want to be normal and fit right in with all the other optometrists. I want to be factual and professional. You know, one of your competitors is going to embrace the truth of having a little bit of entertainment, the truth of having a little bit of fun. I know it’s a serious, heavy thing, doctoring and all that, but you know what? People at the end of the day, you know, like Cindy Lauper said, they just want to have some fun sometimes. Now, I’m just going to say this for anybody listening. If you’re struggling with this, if you’re going, well, at the law firm of such and such and such and such and Willis and Abramson and Thompson and Smithy every law firms like that by the way they like eight names oh yeah and no one knows who you are okay you’ve got to have a thing you don’t have to be goofy you don’t have to be ridiculous but you have to have a thing you have to have a unique value proposition I’ll tell you it’s it’s brick reality I’ve watched Danielle do this it’s first-class everything if I had to say what are the three words that describe what you’re doing it’s first-class everything can you explain to people how your signs are different than the other signs you would typically find in the yards of people selling their houses? We don’t use the metal sign that you see everywhere else. They’re more of a white post. Some of them have a solar light on them, which is really cool at night time. That light shines on the sign. And then we went for a very striking logo. It’s just clean, simple, professional, and they’re beautiful. Striking and beautiful. It must have a picture of Clay Clark on the sign. Oh, it’s beautiful. America’s most pale male. Now, coming up next, subscribers, you can come back after the break. We’re going to be talking to you about the next stage of professional selling. I’m going to tell you what. If you have a product or a service and you want to sell it, you need to stay tuned. It’s going to be a game changer and a wallet expander. What is going on Tulsa? If you are in an automobile, a plane or a train and you somehow have found this beautiful program here on Talk Radio 1170, it is the Thrive Time Show. And I am your co-host, Captain Clay Tiberius Clark. And I am joined here with really a man who needs no introduction, but who I choose to give an introduction. It is simply the man we call Dr. Z. Dr. Robert Zellner, how are you sir? I am fantastic on this throwback Thursday having a great show. Man, there’s some good stuff we’re going over. Professional selling, you know, we’re not going to, if you want the amateur selling tips, this is not the show for you. Just turn off the radio right now. Just pull over, smash your radio, just throw it out of the car, get rid of your radio. This show, now if you want the professional, the pro-fessional selling tips, then hang tight. Do not let, just stay in that car. You may have to take the long way home, but just stay in the car and listen up to the beauty of this message. Now we’re here joined here with a very special guest today, Miss Danielle Sprick. Danielle, how are you doing? I am doing awesome. Thanks, Clay. For people who don’t know, she’s the founder of Sprick Realty Group. She has how many agents now working with you on your team? 23. 23 agents and growing very Michael Jordan of you. And it’s a throwback Thursday and we’re teaching these professional sales moves we’re teaching these these stages of professional selling but before we get into our next stage it’s a throwback Thursday Zeke and so I have a memory that I’d like to share and as a reminder if you’re listening right now and you are going hey I have a throwback memory I would like to share too you can’t you just email info at thrive15.com email your favorite throwback memory and you have a chance to win a copy of one of my most recent books. It’s called Thrive. I remember Z, New Kids on the Block. I remember New Kids on the Block, and I remember just the aura of a blacklight at a school dance. A lot of fog. New Kids on the Block and waiting until that last moment of every school dance to ask the girl on the dance floor. Because you didn’t want to dance early. You’re nervous. Your mom was still there. Butterflies. Your mom dropped you off. You wanted your mom to go away. Yeah. The butterflies kind of subside. And then you realize you’ve got six minutes left before this dance is over. Palms a little sweaty. Sweaty palms. Yeah. And so you walk up to her and you ask her to dance. And you keep a good separation so that the people with the flashlight, the chaperones, they’re not going to come talk to you about being too close. Yeah. And you celebrate that moment. And when you leave that dance something magical is happening. You know what’s happening? Don’t tell me. You don’t have a driver’s license but now you are going together. Where are you going your parents say? I don’t know. I don’t know. Apparently. We’re not going anywhere but we’re going together. We’re going together. Absolutely. That’s that’s my favorite throwback memory. Just that old school, new kids on the block, school dance. Z, do you have an old school memory you’d like to share on this Throwback Thursday? In 1984, I’m a camp counselor at Camp Taketoka, which is a YMCA camp on Fort Gibson Lake. Taketoka? Taketoka. A polka like a hiki? And I’m there as a college, it’s between my sophomore and junior year, and I’m out there with 75, there’s 75 of us college kids out there for the first month learning to be camp counselors, right? And I just that movie, the meatballs had just come out and song of the year was Prince when doves cried. Oh, wow. Yeah. Yeah. And so I’m out there and I meet somebody. Ooh, I’m by the pool. You’re by the pool. She walks up, she’s on blue shorts. Whoa. And a little kind of like a, it looks like a little Navy shirt. Not Navy the color, but one of those like a, like you’re in the Navy. Like your form. Yeah. Well, what do you guys say? It’s kind of like that. It had a little flap I think. I don’t know what you call it. Someone out there knows exactly what I’m talking about. Like a sailor top? Kind of like a sailor top. I don’t know where a sailor is. Kind of a sailor. And her name was Carrie Jean. Carrie Jean? Carrie Jean. I’ve heard about this lady. Yes. And this year, well we got married that year, so this year we’ll celebrate our 32 years of being married. But that’s a throwback memory. When Doves Cry, Camp Takatoka, and Kerry Jean. I want to call you out for lying about one detail. I normally would not call you out for lying ever because you’re very truthful. But there’s one detail you’ve screwed up. Uh oh. Kerry Jean is just now celebrating her 25th birthday I believe. Oh yes, of course. I mean the lady, she looks not a moment older than 23. It was a 3D projection of the woman she was going to be that I really met. Yeah, yeah. So anyway, if you see Z with the younger woman, that is Kerry Jean, beautiful lady and unbelievable. So throw back a little throwback memory there. A little throwback memory. So now we’re going to get into this professional selling, this next stage. So let’s just say you’re good at prospecting, you’re maybe good now at presenting, but this third, this third level is following up consistently. You’ve started to kind of master that. You’re doing that. You’re staying on top of it. Some people, they’ll struggle right there. They go, well, how do I remember? Here’s the key. Don’t remember. Put it, automate your follow-up system, automate it. Like put it in your calendar and have these little alerts that go off. I don’t remember to market to people. I don’t remember at all. So I ran into a guy about seven months ago and he said, Clay, in October, I’d like to hire your marketing firm. And I said, okay. This was like six months ago. So my alarm went off on September, whatever the day was, I had to put in my phone alarm, and the alarm goes off and I pick up the phone and I call him and he says, yeah, let’s move forward. Because I didn’t remember, I just put it in the schedule. I automated it, that’s how you have to do it. Now, but let’s say you’re following up and you’re now starting to make some sales, and if you’re doing some sales, Z, talk to the good people about how important it is to honor what you said you’re going to do and deliver on. I mean, if you’re making all these sales claims and you’re marketing, you’re working so hard to get customers. We see this a lot, unfortunately, with contractors and builders. You see it a lot because some of these industries aren’t quite as regulated. You’ll see where people make huge claims and they fall short. How important is it to deliver on your promises after you’ve been out there selling, selling, and selling? Well, it’s not important at all, Clay. I mean, absolutely not. Absolutely. You just forget about it. Yeah, you just, yeah. You know what will happen? What will happen? Here’s the best part about the whole thing. If you continue to have that mentality in your business, you won’t have to worry about running your business because it will fold and you can go back to a job or you can go back to homeless or you said earlier about living in a van down by the creek. You know? I mean, who doesn’t want to just find an old van and just, you know, cozy up in there? I mean, well, here’s the limit with the shag carpeting all around the inside of it. There’s an old school audio clip that comes to my mind. I’m gonna queue it up right now. Here we go. First off, I am 35 years old. I am divorced and I live in a van down by the river. And that’s what’s going to happen if you don’t deliver on your commitment. If you don’t deliver on your commitment, that’s exactly what’s going to happen. And you’re 35, aren’t you? I am 35. I noticed you don’t live in a van. Well, I just… Because you must have been delivering on your promises. Can I tell you something about this that’s hard? Please do. Anyone listening to this, we all have the 5 F’s going on. You got faith, you got a church commitment maybe, or a religious commitment, maybe you say, I pray to the tree God. Okay, fine, but you have some kind of spiritual faith, family, we all have a wife or a husband or kids or a father, or so faith, family, finances, we all have obligations, faith, family, finances, you got fitness, you know, and you got friendships. And we’ve got to somehow balance all that. And what I do is I see people who want, they’re wantrepreneurs, they want to be an entrepreneur, and they will come to me and they will say these things. You want to hear the things that they will say to me? Please tell me. And something fun with a voice, too. They’ll say, I can’t market. I can’t market this month because my wife and I are going through a rough patch. Well, let me tell you what. McDonald’s doesn’t take down their advertisements because the CEO gets in a fight with his spouse. People will come to me and say, well, my kids have soccer, and so I can’t produce the thing. I can’t get the widget done because of… Let me tell you what. You show me somebody who’s not having a struggle in faith, family, finance, fitness, or friendships in one of those areas, and I’m going to show you somebody who’s made it all the way up to heaven. And so this year, I’m just telling you, this year it’s been tough for me and my family, you know that, but my dad recently passed of ALS. And you know, I’m super excited for dad. I know he’s listening right now. I know he’s up there in heaven and ALS is a terrible disease. But I didn’t like just, you know, send out mass emails saying, hey, everybody, I’m going to call in sick for six months. I’m checking out because life’s tough. I had to push through that. Some people said, how come you didn’t spend more time with him? How were you able to spend so much time? Everyone’s got their own opinion. I don’t really care. My opinion was I wanted to make sure my dad knew that I was there for him. I had to move stuff around. And so 3 a.m. became my new normal. 3 a.m. was my normal for 90 days. I’m like, oh, 3 a.m. You get up at 3 a.m. Who gets up at 3 a.m.? Pat Campbell on 1170 talk radio here. He gets up at 3 a.m. But most people don’t get up at 3 a.m. every day. But you have to adjust things. So I’m going to ask you in your career, have you ever had to move some stuff around and make your schedule kind of absurd to honor your commitments while going through some kind of crisis with family or faith or friendships? Have you ever had to move some stuff around and get a little crazy for a little while to get things done? Absolutely and if you I’ll tell you right now the 57% of you out there that want to start your own business just embrace this and know it’s not if it’s going to happen it’s when it happens and you can’t let it just completely freak you out you got to take a deep breath and you got to save yourself. Okay what do I need to do today? First things first, what’s priority number one today? And then you just approach it, you know, it’s kind of like an elephant. Eat an elephant. We talk about it all the time. You do it one bite at a time. And there’s a little notable quotable I want to read to you that reminds me of this. It says, this is a notable quotable again from Chet Holmes, the author of The Ultimate Sales Machine. He says, list the six most important things you need to do and by hook or crook, get those six things completed each day. Again, he says list the six things you have to get done and by hook or crook get those things done. Your six most important things should take about six hours. Put the most important things first. Spend eighty percent of your time on the results orientated work and the other twenty percent on everything else. That’s why I don’t like to waste my time looking at things that don’t matter. You just have to focus on what matters. Now stage number four is you have to document testimonials. When you’ve worked super hard to actually deliver on your promises, you have to ask the customer and say, hey, would you be willing to write a testimonial? Would you be willing to record a video testimonial? Would you be willing to write a review? You have to do that because if you don’t ask the customers for those testimonials, what’s going to happen by default? They’re not going to give it to you. And then whenever you, that’s one of the things about selling, that’s one thing about your company, having those testimonies is just another weapon, another bullet in your gun so you can fire at a potential client. Now coming up next after the break here, we’re going to be talking about this specific concept of documenting testimonials and we’re going to talk to Danielle about how she’s been able to do it because when you go to her website, if you’re looking to buy or sell a home right now and you go to her website, you’re going to notice a mountain of testimonials. Those are people, those are real customers who are really happy, and she had to get people, convince people, to share their honest experience on a video camera, which can be tough to do. So we’re going to ask Danielle how she did it, how you should do it, how to document those testimonials, coming up next here on the Thrive Time Show on Talk Radio 1170, your only place to go to learn how to start or grow a successful business. Hello Thrive Nation, welcome back to the only show that you need to know about. It’s the Thrive Time Show, it’s really the place, the absolute, it’s like the nirvana for business coaching. If you wanted to learn how to start or grow a business, this is complete eureka, this is heaven for you. All we talk about is how to start or grow a business. It is the number one place you go to and as always I am joined here today with the man, the myth, the legend, the optometrist turned tycoon, the auto auctioneer of choice for America, the guy who owns a bank, he’s an investor in a bank, he’s got a thriving horse racing… Okay, okay, okay. Dr. Robert Zellner, how are you sir? It just grows segment to segment. I’ll tell you what, it’s a beautiful thing. I was working with Muhammad Ali’s writers and they told me there had to be at least four pages of introductions before you’ve really introduced somebody properly. I loved your video you did for when you were speaking part, whenever the hype, your hype video. Yes. We’ll have to put that, if they get on thrive15.com, how can they find that video? Because that video is so funny. If you email info at thrive15.com you’re going to find this video. What happens is I travel all around the world doing speaking events, not as much anymore. I’m trying to dial that back, but I’m out there speaking for Hewlett Packard and Maytag and these big companies and I’m not famous, that’s the problem. And so people hire me because they’re like, he’s kind of like the Jim Gaffigan of business speakers. That’s kind of what I’m known for. So I get up there, according to Yahoo, I’m the Jim Carrey of entrepreneurs. That’s what the Yahoo called me. I don’t agree with that. But anyway, so I get up there to speak and they’re like, who the heck is this guy? So I made a video that explains to people that I ran for mayor and lost and that I do have five kids and I did take algebra three times and it’s kind of self-deprecating but unfortunately very, very, very truthful. Very factual. Very factual. And it’s a lot of fun. So if you email info at thrive15.com, we’ll go ahead and send you that video. We’re talking about the five stages of professional selling. Stage number four is all about documenting testimonials. So Z, I want to ask you, why is it so important for your businesses that you ask happy customers to actually share their sincere feedback and testimonials in a written form or video form or a review form? Why is it so important? Well, a couple of reasons. One, you want to counteract the guys out there, whether they’re a disgruntled former employee, whether they’re a competition or whether they’re a patient or a customer that was just not treated the way you want them to be treated. So they’re going to yell. They’re going to type their thing. An unhappy customer will tell quite a few more people than a happy customer. So what you have to do to counteract that, just that natural, that’s the way people are you have to counteract that by when you get those happy ones Encourage them to do that you might even you know have a financial encouragement in other words if you write this testimony You’ll get a discount or you’ll get something in return and that’s okay You know I told my employees is that hey listen if you guys Have a happy customer and they write a testimonial and mention you in the testimonial by name Yep, my name. I’m gonna give you a financial reward for that. Boom. That’s something everyone listening, though, you have to get over that emotional hurdle of, oh my gosh, I don’t want to ask somebody. I don’t want to pressure people. So Danielle Sprick, she’s our special guest today, Danielle Sprick with Sprick Realty. And Danielle, how have you been able to gather testimonials from your happy customers? What’s your process? For me it’s just at the end of the day when I’ve wowed them, when we’ve finished their transaction, it’s just simply asking them. And I find that most of them are very willing and they want to because I’ve served them well. Can I go off on a tangent here, Zee, for a second? Because I have a thing that just really irritates me about testimonials. Oh, you want some tangent music? I feel like I might need it. I might need to go to that next level. I don’t know if the Thrive community is ready yet, but I feel like this must be spoken. Well, preach it then. If your service is doing a subpar job, if you are honestly being just average or mediocre, don’t ask me for a testimonial. If you’re performing at the bottom, I’m not going to give you a testimonial. I’m not going to do it. So quit texting me, quit emailing me, quit telling me that you want me to come out there and record a testimonial video. When you showed up late, you came in late, you got it done over budget, your service wasn’t that great, you can’t ask me for a testimonial because if you do, I’m not going to give it to you. I’m going to say no. And then it’s like, whoa, bro, you’re so, I thought we were friends. So mean. Why are you so mean? Danielle nailed it a second ago. She said you don’t ask for the testimonial until you’ve made the customer happy, until you’ve wowed them. You’re so mean. You’re so mean. So, Danielle, talk to me about this. What are some of the things that you do to be very intentional about wowing your customers? Because your growth is an indicator of the happiness of your customers, and I’ve seen you grow almost virally. Well, for me, it’s like I mentioned before, the personal touch. Getting to know them and their family and really learning what their likes and interests are. So, for instance, when we get to the closing table and I do this beautiful welcome home basket, I’ve personalized that to them and their children, to the husband and the wife or the single person, regardless. You’ve customized that? Yes, absolutely. You’re listening to The Thrash Time Show on Talk Radio 117. At a certain point after you have customized it and you’ve worked with them, how do you know that it’s the right time emotionally? How do you know their emotional state is correct to ask them to share a testimonial? How do you know? What’s your indicator? When they’re happy. When we’re at the closing table and they’re excited that you know, we’re moving on and we’ve got the deal done That is the right time. I’m gonna tell you this. This is a little little bonus little bonus gift from the Thrivers out there Oh, we love bonus gifts because I’m 35 apparently I’ve been around I’ve been alive long enough where young men are beginning to come to me in droves for marital tips We’ve been married 15 years. So guys are always asking me, you know, what do you think I should do? What’s the move? I’m thinking about getting married. What should I say? How should I say it? When should I say it? And here’s one thing that I’ve told men over and over, and if you disagree, you can tell me. All right. Guys come to me and say, how do you know if it’s the right time to ask for her hand in marriage? How do you know if it’s the right time to propose? And I have been saying consistently, if you’re not 100% sure, like 110% sure, if the momentum hasn’t shifted where it’s like a for sure foregone conclusion that she’s gonna say yes if it’s not an absolute lockdown solid gonna happen stone-cold lead pipe just locked don’t ask like and I that’s my move because I see it’s me I mean if you ask somebody to marry you and she’s not ready for the question how weird is it after that well it’s pretty weird I would imagine. I mean, that’d be something fun for someone to write in a story. Just send us in a story at info, because I want to… You know it’s going to be funny. It’s just going to be funny. Email that story, info at thrive15.com, of one of your famous… I mean, how miserable is that guy? Because it’s not like you can’t recover. It’s not like… Yeah. I guess we’ll just still go out together to be friends, but not… I guess not. We’re going Dutch. I mean, what do you do? I don’t know. Again, don’t ask people for testimonials until you’ve wowed them, which is kind of a warm up for our final stage, our stage five, is you must commit to wowing the customer. If you’re going to be a professional salesperson, you must commit to wow the customer. We’re going to talk about the specific ways in which you can wow the customer. I have six specific ways that you can wow the customers coming up after the break. Well, I don’t want to miss this. But you have to wow the customer. It’s not good enough to just do a good job. It’s not good enough just to do what’s expected. You must wow the customers. Because if you don’t wow the customers, it’s not going to hurt them. It’s going to hurt you. You can’t afford to market enough if you don’t have word of mouth working for you. I’ve seen your business over the years. I know word of mouth has been working for your companies. And we’re going to teach people specifically how to create that viral word of mouth where it goes from one customer to two, from one to two, and from two to four, and from four to eight, like a good multi-level. What’s going on Thrive Nation? It is a throwback Thursday as always. And I am your co-host, Captain Clay Clark, joined here with Dr. Robert Zellner on the Thrive Time Show, the place where you go for business school without the BS. Z, how are you doing? I’m doing fantastic. Throwing it back this Thursday. Keep it a little old school. Keeping it a little old school. Now, we want to encourage anyone listening to get involved here, okay? So if you have an old school memory, and we know you do, okay, you have a throwback memory, kind of something you remember from back in the day. Remember back in the day? Back in the day. If you have an old school memory, just email us, info at thrive15.com. And the best, the absolute best, and I will be judging, but the best throwback memory, we’re going to feature it on our Facebook, and you’re going to get a copy of my newest book, Thrive. So I’m just telling you, you’ve got to check it out. If you have an old school memory, and I know you do, you want to share it. And we are also joined with a very special guest today, Ms. Danielle Sprick. Danielle, how are you doing? I am doing well, Clay. Thanks. Boom. Now we are talking about these five stages of professional selling. The five stages. Professional selling. Professional, not amateur. Stage number one, by the way, amateur selling is what happens when you get a bunch of guys intoxicated and you go to a local bar and they try to do pickup lines. That’s amateur selling. That’s amateur selling. Amateur, amateur time, yes. Now, stage number one is prospect for leads. We’ve talked about how to prospect for leads. Stage number two is present to your ideal and likely buyers. Now, stage number three is follow up consistently. Stage number four is document testimonials, and stage number five is wow the customer. Now, there are six ways, six proven ways that you are going to want to wow the customer. There’s six proven ways, okay? And we’re going to get into the way number one. Way number one is sights, like visual. The visual presentation just has to be there. You have to make sure that you put the detail into the visual. I think of one place called Mimi’s Cafe. Is it Mimi’s Cafe over there off of Memorial? Right there by your optometry clinic. Yes, it’s right around there. I love sitting in that place. The decor, the atmosphere. It’s not just the muffins that I’m paying for, I’m paying for that atmosphere. And it’s just, it’s a beautiful decor. It looks great. Z, talk to me about how within your businesses, how you’ve tried to visually make them appealing to your ideal and likely buyers. Well, the auto auction, it was one that I got to build from the ground up, and that was pretty exciting, the Z66 auto auction. And I had this really cool stain on the cement floor, so it looks kind of industrial cheek. And they even put our logo where they got it, the logos on the floor, you know, in the poly whatever that stuff is out there. By the way, if you’re listening and you did that floor, thank you again. It looks impressive. And then I had the kind of exposed ceiling because of the way the building was. I was talking to the builder and I showed him what I wanted and he goes, I don’t think we can do that. And I said, well, figure out a way because, you know, we weren’t done. So he got clever and figured out a way to put insulation up there to where we could have the exposed roof the way we wanted it. And it just looks cool. Guys come in all the time and go, man, this just looks cool. I’ll tell you what, before all these hipsters, these millennials started going out there and creating an exposed roof, you were one of the first guys to do that in Tulsa. I’m not sure if I was, but we did it back in… When did you build your optometry clinic? 1999. We opened up in 2000. I’m saying 99 now, it’s kind of like the move. It’s the move. But 99, you were like the Davy Crockett. You were like one of the pioneers of the exposed ceiling look there, at least in the optometry clinic game, weren’t you? Yeah, I’m Davy Crockett without the… Is it the one with the little raccoon hat or is that Daniel Boone? Yeah, by the way, I didn’t bring your raccoon hat today, but I’ll bring it for the next show probably. I’ll try to see if I can bring that in there. Now, Daniel, talk to me about the visuals with Sprick Realty. What are some of the things that you try to do to visually appeal to the senses of your ideal and likely buyers? Well, we mentioned signs already. The yard signs are just amazing. Signs and wonders. Yes. Our website, I think if you view that, you would think that it is just above. What is your website, by the way? It is DSprickRealty.com. Danielle, can you repeat it again? I’m sorry, I wasn’t listening. D for Danielle. So, D-Sprik, S-P-R-I-K, realty.com. Okay, now let’s talk about sounds. Now, again, it’s an old school throwback Thursday. You know what one of my favorite sounds from the old school back in the day was? Back in the day? It was beatboxing. You remember that? Oh yeah. If you’re in your car right now, I’m going to give you some beatbox to jam out to. I just want you to honk that horn in a professional business kind of way. In a way that says, I ain’t mad at your car, but you’re not mad at the cars that are ahead of you. You just want them to go faster. Here we go. Justin Timberlake. This is Justin Timberlake beatboxing. Listen to this. Let’s let it marinate for a minute. Piano, hit it. Oh, people forget he can do this. Pretty awesome, huh, Z? Oh, man, I tell you what, it’s… It’s so sick, it makes me… It’s like I have swine flu, just a little more. Okay, that’s it, I’m sorry, that’s an old school memory there, but the sounds, the sounds, the sounds, we’ve got to get the sounds right. The sounds when you walk into your restaurant, it has to have a great atmosphere. It can’t be weird. You know what? Restaurants, I used to just love their soundtrack, and now they’ve closed down. Romano’s Macaroni Grill over there by the mall, right there on South Memorial, they’re closed down. But they used to have the best music playing. And when you went in the bathroom, they had a dude in there over in the speakers that was teaching you Italian words. Italian words? Italian words. It’s an Italian restaurant, so you’d be like washing your hands and over the thing we’d have this lady with the real fun Italian voice, she’d say, you know, love, amor. And then she’d say the sentence and she would, so by the time, when I would walk out of there, I would, I’m practically fluent in Italian now. It’s so important that you think about the sounds, because if you don’t, it’s going to be awkward. I’m just telling you, a lot of businesses listening right now, your business has an absence of sound, so it feels like the DMV. No disrespect to the Department of Motor Vehicles. Fine Department. Fine Department. We love the Department of Motor Vehicles. We just are saying that you guys need to change the… You need to get rid of the wallpaper, really. You need to get some good music in there. You just need to change the whole deal. You need an extreme makeover. If you’re a member of the DMV, if you can help improve the quality of life for Oklahoma, please improve your DMV. Coming up next, we’re going to talk about how you can improve the sounds of your local business. What is going on there, Thrive Nation? Welcome back to the Thrive Time Show. This is Tulsa’s number one and Tulsa’s only local business radio show. So we’re number one by default, but if you’ve ever wanted to start a business, you’ve ever wanted to grow a business, maybe you have a business and you found yourself in that rut where you’re going, I’m stuck. You know it’s not growing and you’re just barely able to make it happen. You’re just stuck. Trust me, we empathize, we understand, both Dr. Zellner and I, we’ve started companies, we’ve grown companies, and we’re here because we on a really emotional and sincere level, we want to help you grow your business. We really do care. Z, why are you so passionate, Dr. Zellner, why are you so passionate about helping entrepreneurs to start and grow a business? Because it’s hard to go out there and find a place to learn how to do it. I mean, entrepreneurship, you know, they’re just recently, there’s some college class classes out there, but it’s really they don’t really really get the vibe of it I mean read to be an entrepreneur you just have that you know you want to do your own business And then you look around you say gosh. What do I do? How do I get started and so you? Migrate which is human nature you migrate to other entrepreneurs see guys that you see or girls that you see they’ve been successful And you just want to go up there and pick their brain. You know and so that’s what we’re doing today. We’re on here saying, listen, we have a passion for helping entrepreneurs and we want to help you get your dream. I mean, this is the greatest country in the world and it’s so awesome that you can step up and start your own business and make it whatever you want to make it. Grow it as big as you want to be, you know. And I will tell, I’ll say this. We have a very special guest today with us. It’s Miss Danielle Sprick, the founder of Sprick Realty Group. Danielle, how are you? I am doing awesome. Thanks, Clay. And we were bragging on her a little bit after, off air, but Danielle, you have built Sprick very, very quickly. Talk to the people listening right now who maybe have a business that’s not growing about maybe just a couple little tips you’d give them, because I think a lot of people, most people according to Forbes, eight out of ten people start a business that doesn’t grow. You know, eight out of ten people are starting a company that doesn’t grow. What are some of your little moves that you’ve used to help you grow? You touched on it earlier when you were talking about prioritizing, making sure that you’re having good use of time management. That would probably be number one because as a mom of three kids and being that soccer mom and also trying to start a business, I really had to focus on my time management. What would you say to the man listening who says, Well, I’ve been in this bowling league and we play every week. I’ve got this embroidered shirt and it’s hard to find time to get my real estate business going with all the bowling obligations. Well I would say that real estate isn’t a priority in their case. So if you want to be successful you have to prioritize what it is that you want to do. She’s so offensive. She’s so offensive. Well, she’s done a great job. She’s only been open now for what, 10 months? 10 months. 10 months, and you have how many agents? 23. 23 agents on her team. You’re doing something right, Danielle. Thank you. Way to go. A little clap there. That’s what I’m talking about. That’s the American dream. We want to help the Danielles of the world out there that say, hey, listen, I want to start my own business. This is your show. This show is for you. If you’re listening and saying, that’s me, that’s me, this is your show. Yeah, and I’ll tell you this. If you’re listening right now and you found this show, we’re talking about stage number five and we’re talking about how to wow the customers. This is stage number five of professional selling. You’ve got to learn how to wow those customers. I’m going to read you a notable quotable. The first time I read it, because my mind processes things very slowly, I have like a very dense skull and it takes a while for me to really understand the notable quotables here that I read to you guys. But I found this in the Harvard Business Review in an article called the number one, it’s called the one number you need to grow, the one number you need to grow. In this article it says, in most of the industries that I studied, the percentage of customers who were enthusiastic enough to refer a friend or colleague, perhaps the strongest sign of customer loyalty correlated directly with differences in growth rates among competitors. What are we talking about? What he’s talking about is he’s saying the customers, the businesses that he studied that had customers that were absolutely willing and excited to refer a business were growing. It’s basically the companies that had strong word of mouth were growing. It’s called the net promoter score. But at the end of the day, Harvard determined that companies that are not generating viral word of mouth don’t grow. You just can’t market enough to compensate for having no word of mouth. You have to have that. And so one of the ways you create word of mouth is by totally dominating these six areas. The first is the sight. You have to make sure things visually look good. The next is sound. Things have to sound good. You’re listening to the Thrash Time Show on Talk Radio 1170. So if you’re going to open up a wine bar, let me just give you an option, okay? You’re going to open up a wine bar, maybe you’re listening right now and you have a restaurant. Let me ask you which of these audio samples would be more appropriate for your business. Here we go. Mr. Zellner, may I grind ze pepper? Would you like me to grind ze pepper? More pepper. Would you like some more pepper? More pepper? Would you like to know about the Super Dish? So that would be one kind of music, okay? Now here’s the other one, here’s the other option, okay? And you have to ask yourself, because remember, you can’t have… You cannot operate without any background music. And I see local businesses trying to do it. What are you doing? It’s so awkward and so weird. Stop operating without background music. Stop doing it. Here we go. Dr. Zellner! Hey, bro! Bro! What kind of soup do you want, bro? Bro! I can’t feel, I can’t hear what you’re saying, bro! Bro, what kind of soup do you, soup? No! Dr. Z! I mean, what kind of business is, what kind of music is more appropriate for that kind of restaurant? I’m gonna go with choice. Danielle, what are you thinking? Help me out here. I’m going… Number one. Number one. I don’t know what’s… Would you like me to grind your pepper, Dr. Seller? Dr. Seller, if you can hear me, bro. Anyway, that’s the thing. Businesses are getting that wrong. I went into a business, this is just recently, I went into a business, and I know the owner, so I can say this. I won’t mention the company’s name, but I can say this is a very real example. Eminem is a very talented artist, but he is irritated. I’m convinced even when he’s not mad, he has to think of things that make him mad, and that’s what fuels him to write his music. But he has songs where some of the descriptions that he has in there are so vulgar and so disgusting that you can’t even describe it on AM radio without getting a different kind of license. I’m not even allowed to mention it, okay? And I walk into this business. It’s a nice business. They sell high-end furniture. And I go in there, and it’s the unedited version of nasty, nasty vulgar rap music. And I’m going, and I see at least two or three customers. When you, something weird happens, but when you’re out for dinner, and somebody goes, sex! Everyone looks like, did someone just say sex? I mean, you could be having a conversation with anybody, and if somebody drops an F-bomb or says something like one of those four-letter words, you look and you’re like, did somebody say sex? Did I just hear that? Sex? What are we? I thought we were at the Olive Garden. So what happens is that that music was just offending and repelling customers. So I walk up there, I talk to the manager, I said, hey, my friend who owns this business, I guarantee you she would not approve of this music. Who chose it? He’s like, oh, we were just tired of hearing the same thing all the time, so we switched it up. I mean, that can’t happen. That can’t happen. So the sight, the sound, the third is the smell. The smell has to be right, and you can’t have an absence of smell. For all the dude entrepreneurs out there, ladies typically get this right, but for the dude entrepreneurs, it just can’t smell bad. Danielle, you list houses. You help people sell their houses. How many times have you gone into someone’s house who is trying to sell their house. You go into the owner’s house. This person is trying to sell their home. You walk in and you go, that’s cat pee. Yes, I was going to say wet dog smell. But yes, always smell is so important. Even open house, baking cookies before people walk through. Oh, that’s the move. That’s the move. Oh, the cookie move. The experience where people, there are some restaurants where you can throw a roll. Some where they’ll make the dough in front of you. Some places where the waiters dress up a certain way. There’s a place called Dick’s Last Resort down in Dallas where they make fun of you while you’re eating. It’s kind of a national chain. You have to have some kind of experience. You have to. Z, why is it so important to have some kind of experience beyond just the normal? Well, it makes it memorable. People enjoy that. People are like, oh, that stands out for whatever it is. Even like the Dicks, when they come in and they’re purposeful, trying to, they’re just on you, you know, they’re just heckling you. It’s like you’re going to your own roast, you know? I have to say this. I took a guy to that restaurant knowing his personality type, very combative, back when I ran the DJ Connection. And I knew that he didn’t know that’s what Dicks did. And I brought him there, and he almost got into a fight before we had to tell him that it was part of what they do. Yeah, I know a steakhouse I used to go to, if you walked in wearing a tie, they would literally cut it in half. They’d just cut it in half. I could not go there. Well, you could. You just would have a shorter tie when you left. The final two is you want to have that great customer service. You want to have that great customer service and you want to have consistency. Move number six is consistency. Now I know a lot of people listening, you go, gosh, I want to learn more about it. Where can I find more? Well, if you go to thrive timeshow.com, you can listen to these again over and over with the podcast version. But if you go to thrive15.com, you can watch the video version Z of today’s training and thousands of other trainings taught by world-class entrepreneurs. Make us see what’s on your desk. Don’t tell them. Don’t tell them. That’s a little treat right there. That’s a little visual, a little visual candy for you right there. A little visual candy, yes it is. Now here’s the deal, Thrive15.com was built to be the world’s best business coaching platform. If you want to grow a business or you want to start one, you have to go to Thrive15.com and check it out. There are no student loans. Is it thousands of dollars? It’s $19 a month, Steve. What? This just in, it’s $19 a month. Check it out. It’s thrive15.com, the world’s best business coaching platform for you. 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 wanna do is we wanna 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 wanna let you know what type of accomplishment this is. Our competition, Orkin, Terminix, 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 or 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 Pessimon 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. 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 and 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 the success from following those systems. So before working with Thrive, we were basically stuck. Really no new growth with our business. And we were in a rut, and we didn’t know. Oh, sorry. The last three years, our customer base had pretty much stayed the same. We weren’t shrinking, but we weren’t really growing either. Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, and they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action, and you’ll get the results. It will take hard work and discipline, but that’s what it’s 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. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you are looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983 and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. 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 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 Oh 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. 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 6-8 weeks, he’s doing reawaken America tours. Every 6-8 weeks, he’s also doing business conferences where 200 people show up. 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 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, Clay is like he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like the most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. 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. 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 desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate any time 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. 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, 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. 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 thriving 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. Whoa! 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 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 with 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, but 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 gonna be the best business workshop ever, and we’re gonna 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 thrivetimeshow.com to request those tickets. And if you can’t afford $250, we have scholarship pricing available to make it affordable for And if you can’t afford $250, we have scholarship pricing available to make it affordable for you.


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