Guy Kawasaki | Working Directly for Steve Jobs: From the Jewelry Store to Selling the Dream for Jobs & Apple + Why You Must Look for Employee Candidates That “GET IT!” + “Steve Jobs Was More Japanese Than Me.” + Ryan Wimpey Success

Audio Transcription

I’ve built a lot of my success off finding these truly gifted people and not settling for B and C players, but really going for the A players. And I found something. I found that when you get enough A players together, when you go through the incredible work to find, you know, five of these A players, they really like working with each other because they’ve never had a chance to do that before. And they don’t want to work with B and C players, and so it becomes self-policing, and they only want to hire more A players. And so you build up these pockets of A players, and it propagates. And that’s what the Mac team was like. Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you. And they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show, starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zunder. Two men, eight kids, co-created by two different women, 13 multimillion dollar businesses. 13 multi-million dollar businesses. As the father of five, that’s why I’m alive. So if you see my wife and kids, please tell them hi. It’s the CNC up on your radio. And now, 3, 2, 1, here we go! We started from the bottom, now we here. We started from the bottom, and we’ll show you how to get here. We started from the bottom, now we here. We started from the bottom, now we here. Yes, yes, yes, and yes! Thrive Nation on today’s show, we are interviewing an entrepreneur, a best-selling author, a man who actually worked directly with Steve Jobs, a man who’s become a brand ambassador for Mercedes, a best-selling author who’s always working on a new book, a guy who enjoys surfing, and a guy who always has a quip or a witty comment. I am super excited to interview Guy Kawasaki for the second time on the Thrive Time Show. Guy Kawasaki, welcome to the Thrive Time Show. How are you, sir? Oh my God, you got to start drinking decaf. How are you? That was quite the intro. Well, sir, I got to ask you, last time I interviewed you, you were working on a different book. Before we get into your new book, I want to go back to the beginning. Okay. When did you first show up in Silicon Valley? When did that happen? How did that happen? Well, depending on how you define showing up, I went to Stanford and that was in 1972. So you could make the case that that’s the first time I was in the Valley. Now so 1972, you’re in, you know, you’re at Stanford, you’re in the Valley and somehow from there to Apple. How did that transition, how did you go from Stanford to Apple, sir? Well, I am living proof of the goodness of nepotism because my college buddy and roommate at Stanford, after we both went on our separate careers for a while, in fact, I went to law school for a couple of weeks out. And then I got an MBA and I was working in the jewelry business of all things. And I fell in love with computers and he was already in computers and he was in the Macintosh division. So he recruited me basically, I went from the jewelry business to the computer business, the Macintosh division. And so I had no qualifications for that. I had an undergraduate degree in psychology. Fundamentally, my business experience was working for a jewelry manufacturer. I did a short stint for a software company, but not enough to justify hiring me. So it’s, you know, the lesson is be nice to everybody in college because you just never know when they might give you a job. Now, you at some point became a man who was really charged with or helped to lead the introduction of the Macintosh computer to the masses. At some point, I mean, you became this guy who helped to really sell the product. There’s a lot of great products that never get sold, but you’ve worked your way into Apple as a man who helped lead the charge in selling the products. How did that transition occur? How did you go from first joining Apple to then helping lead the charge to actually sell the computers? This is also a great story because as I just said, I had an undergraduate degree in psych, I had an MBA in marketing, I had a background in jewelry. So if there was LinkedIn back then and a recruiter looked at my profile. I would not be in the stack of people to call, let’s just say. And it was basically because I fell in love with the product and I worked hard and, you know, obviously I’m not stupid. So not being stupid and working hard and loving the product basically helped me overcome lack of background. And you know, that’s a very important lesson because I think many people in the position of hiring, they default to only two things, which is relevant work experience and relevant academic degree. There’s a third variable to check, which is does the candidate get it? Does the candidate love what they do? Does the candidate actually use our stuff already? And I might make the argument that certainly that’s as important as education and work experience, but it may be even more important than education and work experience. You know, you worked for Steve Jobs and you demonstrated through your hustle, through your love of the product, through your, you got it. And Steve Jobs was a guy who got it. But a lot of people did not like Steve Jobs. And I’m a guy who has always looked at Steve Jobs as an enigma. I mean, you look at what he did with Pixar, we basically saving the brand. You look at how he introduced, you know, downloadable music. You look at how he introduced the iPhone, the iPad, the personal computer. He did so many things, but I think he was one of the most misunderstood people. Can you tell us, what was it like working for him? Or do you have any stories about working with him that demonstrated his personality type? How long is your podcast? Go. So, I’ll tell you a Steve Jobs story. So one day, I’m in my cubicle and I’m working. He shows up with this guy I never met. He didn’t exactly introduce him. He just shows up there and he says, what do you think of this product called KNOWARE? I said, Steve, it’s educational software. It’s kind of mediocre. It doesn’t really take advantage of the graphics or the speed or user interface of Macintosh. It’s not that strategic for us. The company’s not that a big deal for us.” And then he turns to the guy, and then he turns to me and he says, I want you to meet the CEO of Nowhere. So talk about a set— Now Steve, again, this is a guy, Steve Jobs, I mean, like him, hate him, he changed the world. And Steve Jobs once said this here during his Stanford address, and I’m sure he said it during other times and different times he talked to the team, but he said here famously while addressing the Stanford graduating class, he said, remembering that you’re going to die is the best way to avoid the trap of thinking you have something to lose. You’re already naked. There’s no reason not to follow your heart. Working for Steve, did you see a guy who was insanely passionate about life? What was he like in a staff meeting around the office on a day-to-day basis? He was scary. He was scary because not only was he passionate and smart, he would not hesitate to just rip you to shreds in front of your peers. And that was very intimidating because when he ripped you to shreds 99 times out of 100, he was right. And so, you constantly lived in fear of being just ridiculed and stuff. Now, you know, when you hear me tell you this, many people would say, oh my God, what an asshole. How could you work for somebody like that? But I’ll tell you something, everybody who worked for him loved the experience and we would not go back and change that. And I’ll tell you why, and it may take 10 or 20 years for people to realize this, but the coaches and the teachers and the bosses in your life, the ones that help you the most were usually the toughest. When you’re inside the battle, you’re thinking, oh, I’ve got to find an easy teacher who grades easy, doesn’t give homework, easy boss, lets me get away with murder. I can telecommute from Bali. He doesn’t care. She doesn’t care. From the outside looking in, you wouldn’t say, oh, I want to play for Vince Lombardi or Bobby Knight to use sports analogies. But the people who did that, they loved Vince Lombardi, they loved Bobby Knight, they loved Steve Jobs, and it was an honor and privilege to work for him. The danger of looking at Steve from the outside looking in is that you hear stories like that He was an asshole, which he was, but people confuse being an asshole with being a genius, and it’s very easy to get the asshole part. It’s hard to get the genius part. So you could make a very deep philosophical discussion, being an asshole helped you be a genius, or being a genius meant that people would tolerate you being an asshole. That is a question to ponder for the ages. Now, you know, before I get into your new book and all the new things you’re working on, I have one more Steve Jobs question for you because you had a quote that he said, or he’s quoted as saying, that had a big impact on my life. And I was building a massive entertainment company at the time called DJConnection.com. I haven’t owned that company in over 15 years, but we were doing about 80 weddings per weekend. So 4,000 weddings a year sound like… 80 weekends? 80. 80 weddings every weekend. Oh my God. It was a wild world for me. Plus I ran a big bridal exhibit show. It was like a bridal showcase. And then I had a party rental company. I had a lot going on. And so Steve Jobs, in one of his quotes, he said that simplicity is the ultimate sophistication, which sort of reminded me of the William Shakespeare ode to William Shakespeare, brevity is the soul of wit. And I began to really ponder on that, of why is it that simplicity scales and complexity fails? And I started thinking about my business going, what are the steps in my supply chain that I could eliminate that wouldn’t hurt the user experience for the bride who went to our website, djconnection.com, filled out the form, scheduled a consultation, and how do we go from there into the wedding and eliminate steps but also increase quality? How can we do that? And I marinated on that, I pondered it, and I really did. That helped me a lot. Can I ask you, just that idea that simplicity is the ultimate sophistication, how has that impacted your life? Well, I’ll tell you something. Steve Jobs was more Japanese than me. So the Japanese have this mentality of elegance and simplicity and minimalism, and Steve believed in all of that. The fact that you are doing 80 weddings a weekend, it sounds very intimidating, but I think you’re right. If you simplify your business and make it elegant and just do the most important things well, it’s not a problem to do 80 weddings. If you’ve got the system, just like Steve Jobs, they’re making tens of millions of Macintoshes. You think, oh my God, what’s it take to do that? But once you’ve got the right system and you’ve simplified the system to not make yourself crazy, it scales. Now you have some controversial world views on a lot of things, so I’m going to get right up in your business and feel free to hang up on me if you don’t like it, okay? So the emails, how do you deal with emails? Because you are one of the most sought after authors, speakers, people reach out to you all the time. And people today with the technology we have, not even getting into AI, people can find people’s email addresses, people can do it, and they’re gonna shoot you an email. And if you’re not careful, your whole life will be defined by responding to emails from random people that reach out to you. How do you, at this point in your life, deal with email? But this is a complicated question because first line of defense is I work very hard and I admit I constantly answer email, even ones that I probably shouldn’t answer. So that’s number one, I am willing to grind it out. Number two is that I have a very good virtual assistant who takes a lot of the load off my shoulders, and she responds as me. Arguably, her responses as me is better than what I would have said. So that’s a second factor. And then the third factor is that I understand people who say email can take over your life and make you crazy, but I think that that’s just the cost of doing business. And if you’re visible and you want to be a successful person, you just have to pay the price. I would love to say I don’t have to answer any email and the money and everything just flows in. That’s not true. That’s a lie. I have to work. Then the final thought on email is that I have done this several times where I’ve had close friends die and I look at my inbox and it’s got 250, 300, 400 emails to resolve and I just say, you know what, in honor of my friend, I’m going to take all those emails and just throw them away. And I’ve done this several times. I went inbox zero and I noticed something very interesting, which is nobody, nobody sends a second email and says, I sent you an email 30 days ago, you didn’t answer. What’s up? You know, did you get it? So my logic is, you’re telling me I can throw away all those emails, nobody will follow up. Maybe it wasn’t that important to them in the first place. So I realized this advice is completely contradictory, but I’m telling you, that’s my methods Now this is gonna be controversial and again you feel free to hang up on me here I always look at every interview is like this might be my last interview and just to be full of clear and transparent So you kind of know my background I? You know after I sold my entertainment company. I thought to myself I Don’t know what I want to do with myself. I So I sold it and I found myself in my late 20s going. I don’t really need to work anymore. What do I want to do? And what I found was people would reach out to me saying, can I pick your brain? And I thought, you know what? I’ll say yes. And then I said, yes, and yes, we have five kids. And my wife says, honey, perhaps you should charge people to help them. And I said, okay, but let’s just do something that makes sense to me. I’ll get a small percentage of the growth. So that’s how I derive an income. My podcast is not an income generating resource for myself. I team up with entrepreneurs. I only take 160 in what I call my master class. I just get a small percentage of the growth, and so I have very little turnover, very few new clients, and I just kind of help those 160 along the way. Kind of a four-man’s version of Paul Graham from Y Combinators. That’s what I do. Because of that, I feel like I can ask questions, and I know that certain guests will never hop on my show again, and that’s okay because I’m not trying to monetize my show anyway. So here we go. When Steve Jobs died, you probably had to think about your death. And when my dad died of Lou Gehrig’s disease a few years ago, I had to think about my death. Now my world view is that of a Judeo-Christian. I believe in Jesus. That’s my world view. We don’t maybe share the same world view. But how did you process Steve Jobs’ death, and how did his death impact the way you view death? Well, certainly, you know, when someone is powerful and visionary and smart, and all of the above passes away like that, it kind of shakes you, right? I mean, if somebody was 95 years old and smoked a pack a day. You kind of say, okay, his time, her time has come. But I feel like the world is a lot less interesting without Steve Jobs. Now, you could make the case that God needed Steve Jobs, so he called him or she called him early. That’s one way of looking at it. And I too believe in God. And I kind of think that right now, Steve Jobs is telling God what to do. Okay, now, so now with your life and you think about your life, I mean, you’ve written many, many books and I’m just gonna focus on a couple of them before we get into your new book here. You could sit down and based on, I’m gonna pull up your books to my right here. I’m not playing Oregon Trail here. I’m not doing the old school Oregon Trail. Okay, so I look at your books, you know, so The Art of Start. That’s an incredible book. But you could have sat home and done nothing and maybe moved to middle America and lived by the lake house somewhere and kind of moved off the grid, but you’ve decided to continue to put information out there. So let’s talk about the art of START. What inspired you to write that book? What inspired me was the fact that as a venture capitalist and a pretty visible person in Silicon Valley, I was constantly asked for advice and reviews and stuff like that. And I’m not as smart as you, so I didn’t figure out a way to monetize that. So what I did is I said, you know what? I’m being asked the same questions every time. How many slides? What should be in the slides? How do I do a pitch? How do I raise money? So I thought, oh my God, I’ll just write this freaking thing down and then I’ll just tell people to read my book and then I don’t have to deal with them one at a time. So, that’s kind of the sarcastic way of looking at it. I also feel quite fortunate to have known Steve Jobs, known entrepreneurs, done some companies. And I truly do believe in the concept of noblesse oblige, although I have changed noblesse oblige to success oblige. And I believe that in the last part of your career, what remarkable people do is they pay back. They pay back because of their good fortune. They went through a door because of luck and hard work and whatever, but when you’re in the third part of your career, you’re not supposed to shut that door. You’re supposed to keep that door open. In fact, you should make that door bigger. So, you know, we’ve been talking about death. When I die, I want people to say that I helped them make a difference. You know, when you were 38 years old, you wrote this book called Selling the Dream, 1992, actually, and Selling the Dream, that was a very hopeful, optimistic, very practical book about how to promote products. A lot of times people talk about their product, their idea, their vision, but how do you sell that thing? And it was an unapologetic book about how to promote a product, how to get it out there. Why do you think a lot of entrepreneurs feel almost bad about promoting a product or they have a reluctance to promote the product. Why do entrepreneurs have that dissonance all the time about getting out there and pitching that thing? Yeah, that’s a complicated question. I mean one factor is just you know It’s kind of human behavior that you don’t want to be seen as the shock and jive Joe Isuzu You know show me the money Tom Tom Cruise as Jerry Maguire right I mean, that’s just not not cool, so that’s one factor I think a second factor is that I think deep down inside They realize that maybe their product isn’t so good So they feel guilty that they’re trying to promote it because they know they’re trying to make people buy shit, and they shouldn’t. So that’s a second factor. And the whole thing about evangelism, which is different than sales, evangelism is the concept that you’re bringing the good news. So the good news of Jesus was eternal life. The good news of Macintosh was increased creativity and productivity. Now I’m the chief evangelist of Canva, and Canva’s good news is you can be a better communicator, you can be a graphic artist too. So when you have good news like that, you don’t have to hesitate about trying to get people to use it. In a sense, the difference between evangelism and sales is that an evangelist has the other person’s best interests at heart, not just his or her own. So let’s talk about Canva for a second. First off, what is Canva for anybody out there that doesn’t know what that is? And then you’re a, I believe, described as a brand ambassador for Canva. So I guess, what is a brand ambassador and what is Canva? Well, Canva is an online graphics design service. service and what it enables you to do is that literally within minutes faster than you could even boot Photoshop. It enables you to create finished graphics. So with Photoshop you’re giving a blank canvas and 200 tools and have at it. With Canva, Canva has figured out the few hundred common uses of graphics, Instagram, Square format, Etsy store background, Facebook album, Facebook post, all the comments, 16 by 9 presentations, websites. And so there’s templates for every one of those things. If you want to make a TikTok video, you go to Canva, you enter the word TikTok, and it shows you all these templates for TikTok videos, you pick one of those templates, you obviously put in your own pictures and your own text, and within minutes you’re done. So rather than giving you a blank canvas and saying, God bless you, have at it, it helps you with these templates, and that has been a game changer for people. So you wrote this book called Wise Guy, which by the way, I think of all the book covers, that’s the one you look the best on. Of all the photos, if you Google Guy Kawasaki, and you look it up, and you click on images, and after all the Photoshop, and all the photographers, you know how it is, you sit for an hour, people taking photos and stuff. The Wise Guy cover is a really great cover. That’s just my take on it. Wise Guy, what made you write Wise Guy? Wiseguy because, first of all, it is not a memoir or an autobiography. Wiseguy is a compilation of all the stories in my life and the lessons that I learned. And so that’s my previous book. You could kind of make the case that Wiseguy is this compilation of guy stories. So I went from guy-centric to remarkable people-centric. Remarkable people. You hang out in Silicon Valley all the time. Obviously Steve Jobs is the name that many people think of when they think about Steve Jobs. You also mentioned that you have been and you still are an investor. You’ve been an investor in businesses. And I think a lot of people, when they think about a venture capitalist, they think about a guy who analyzes a business and never gets it wrong. But most of the venture capitalists that I’ve ever met have told me that they basically try to meet with as many entrepreneurs as they can, and they hopefully select ten that they think that are most likely to win or be successful, and maybe they’re successful 10% of the time. That’s what I keep hearing, but I’d love to hear from you. What’s your approach to venture capitalism? Well, I served as a venture capitalist for a while, and I do not like that business because fundamentally that business, 99.9% of the time you’re saying no. And I’m just like a more positive, uplifting, upbeat kind of person. I want to say yes to everything, but you’ve got to keep saying no. And even when you say yes, that one out of a hundred times, you know that one out of one hundred of the hundred that you said yes to is going to be successful. So it’s random because when I look at the decisions I made and the companies I thought were sure winners and the companies I passed on and I thought were sure losers, I can’t tell you that I had a very good track record. So for people outside Silicon Valley, just so you understand, the way venture capital truly works is you throw a lot of things up against the wall. Some of them stick. Then you go up to the wall and you paint a bullseye around what’s stuck and you say, I hit the bullseye because I’m so smart. Well, you can always hit the bullseye if you paint that afterwards. So let’s talk, let’s get a little philosophical, then we’ll get into your new book here, a little bit philosophical. Again, you have got a passion and energy to your work. My wife always asks me, you know, why I’m so motivated to work. And I derive my passion a lot from my faith that the Hebrew word for work means worship and worship means work. And so I view my, I believe as a Christian, the Bible states I’m supposed to work as unto the Lord. So whether I’m getting screwed over in a deal or whether the deal is going well, I just feel like I’m supposed to bring my A-game every time. There’s other people like Michael Jordan, who was the best at what he did, and he just wanted to bring his A-game every time. It was maybe a pride thing, a work ethic thing. I don’t know how to describe it. Everyone has their own different driving force. What is it that’s driving you at where you’re at in life right now to continue putting out content, lowering your standards to do interviews with guys like me, what’s motivating you? That’s not true. Listen, when I die, I really want people to say that I made a difference. And I don’t want them to say, oh, he made a billion dollars, or oh, he became a hedge fund billionaire and he rooted out plagiarism. I mean, I want people to say that I empowered them. I empowered them with my podcast, with my books, with my speaking, with my investing, with my advising. I just, I want to be a catalyst to help people make a difference. What is the website that you call home these days? I know you’re working, doing a lot of work behind the scenes for a lot of different brands, but what’s the website that our listeners need to go to to hear directly from you? What’s the official website? Well Yeah, you ask questions that seemingly are simple, but it’s complicated So I’ll be well, maybe not obviously but I have guy Kawasaki calm so I own that My books are well are, well, the most recent book is thinkremarkable.com because I know how to buy domains. And yet, I will tell you that the place that I am most on edge and transparent, for better or for worse, is probably LinkedIn. I use LinkedIn as a social media platform as opposed to some place to find a job. I just have, I feel I have a moral obligation to use my platform for good. And some of that, using that platform for good, means taking strong stances that could, you know, potentially make people not follow you or not hire you or not read your book. But I’m willing to take that chance. Now tell me, the new book here, what’s the idea behind the new book and what got you fired up to write it? Yeah, so the idea behind the new book is I have been interviewing remarkable people for about five years right now, and these people are really remarkable. This is not Joe Blow of Blow Consulting who wrote the Blow book. This is Steve Wozniak. I have MacArthur fellows and stuff on my show. And at some point I figured out, man, there is a lot of good stuff in this podcast, but to get all that good stuff, you’d have to listen to 200 hours or you could read 4,000 pages of transcripts. So what I should do is using my 50 years of experience, act as the filter to take 4,000 pages of transcripts down to 170 pages in a book. So you have distilled what you believe to be the best of the best and put it into your new book. Yes. Yes. Now, I’ve got to ask you, we hop off today’s interview and you wrap up your interviews for the day and you’re done doing all the things you’re doing, what are you doing after that? I mean, after you’re done with all the business stuff, what are you doing today? That’s my final question for you. What are you doing? I mean, after all the business stuff, what are you doing after that? You might not believe this, but I fold the laundry. I unload the dishwasher. I clean the kitchen. I vacuum. I do all that kind of stuff. I mean, I’m not Jeff Bezos living on a yacht. And I find those things very satisfying. And I just like to do that kind of stuff. And my number one passion and is a hobby is surfing. It’s raining right now or bad weather right now. I surf two or three hours a day. So between two or three hours a day of surfing, hour, hour and a half of cleaning up stuff and my podcast, my day is done. Awesome. So you still surf two hours a day? I try. I’m very late to surfing. I took up surfing at 60 and that’s actually evidence of a key concept from my book, which is the growth mindset. Let’s just say not a lot of people are taking up surfing at 60. Maybe they’re playing golf. Mostly they’re probably watching Fox, but I decided to take up surfing at 60 because of my daughter. Let’s just say that’s about 55 years too late. Wow. Well, I appreciate you opening your heart and your head to us today, sharing your worldviews and sharing about your career and your books. And I just really do thank you for your time. Thanks for hopping on the show for installment number two on the Thrive Time Show. And I hope you have a great rest of your day there, Guy. Thank you very much and all the best to you. And thanks for the great interview. It’s been a great interview. Thank you. Thanks a lot, brother. Have a great day. Alrighty, bye. Hey, I’m Ryan Wimpy. I went to a small private liberal arts college and got a degree in business and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. So having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating, the walls are super, it’s just very cool. The atmosphere is cool, the people are nice, it’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. I’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 neighborhood. See? It’s nice, right? So this is my old van and our old school marketing, and this is our old team. And by team, I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts, and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. So we really just wanna thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys. All right, and now, ladies and gentlemen, I’m gonna bring up my good friend, Ryan Wimpy, my good friend, Ryan Wimpy, and his dog, Odin, this dog has the ability to eat me, so I’m sort of concerned. I’ll pass the mic to you, and Odin, you can have your own mic if you want, whatever you want, Odin. Okay, I’m a little bit afraid of Odin. Hi, I’m Ryan Wimpy. And I’m Rachel Wimpy, and the name of our business is Kip Top Q&A. Our business is a dog training business. We help people with behavioral issues and teach their dog how to listen. When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us. So that we can focus on our passion and that’s training dogs. Clay and his team here, they’re so enthusiastic, their energy is off the charts, never a dull moment, spirit thrive. We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything. How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective. It’s worth every minute. Things get done, we’ll ask for things like different flyers and they’re done before our hour is up. So it’s just awesome, extremely effective. If you don’t use Clay and his team, you’re probably going to be pulling your hair out or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it has a real sense of urgency and actually knows what they’re doing when you already have something that’s your core focus that you already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team. We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is cum-clex and changing daily. So no one has a marketing team, too. Most people don’t. They can’t afford one. And their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, I mean, really ride them to get stuff done. And stuff is done so fast here. People, there’s a real sense of urgency to get it done. Look at this cute baby. What a great baby. Quality baby. That’s a healthy baby. Cripe Nation, on today’s show I’m very excited for you to hear this success story about this wonderful couple that, Sean, I would describe them as they are killing the game in the most non-violent way possible. They’re killing the game. Yeah. In the most nonviolent way possible. They are blowing up in a good way. Folks, I’m telling you, these folks are really growing their business. And what makes them great is they’re really kind, hardworking, diligent people. And we’re honored to serve them. We’ve got Jenny and Mike here joining us. Jenny and Mike, welcome to the Thrive Time Show. How are you two? Hi, thank you. Good, we’re doing well. Okay, now I’ll start with you, Jenny, because frankly, Sean likes you more. No, I’m just kidding. So, let’s start with you. So, how did you first discover us and the business coaching that we provide? So, I was listening to different podcasts about business. I was starting up our business, and so you were the first one to pop up on our podcast on Apple. I think Apple is what I was on. And so I started listening to you. I got on your website and I was just a little girl starting a business. And I said, I’m going to ask this guy to be my coach. And I don’t think I’m going to get a shot. But sure enough, within a week, you called me. Now who is this cute, cute child here? But Micah, who is this cute kid here? It’s Lennon Rose. He is about to be 10 months old. I hate to do this to you, but can you kind of hold up the baby to the camera a little bit. This is probably, oh, look at this cute baby. What a great baby. Quality baby. That’s a healthy baby. Okay. So, Mike, can you tell us, what’s the name of your website there? I think people want to look you up and verify you’re real people that don’t just happen to have a cute baby. Yeah. Our website is newconcept.healthcare. Newconcept.healthcare. So, newconcept.healthcare. I’m going to pull it up right now, folks, so we can all verify that. They’re not just a couple who’s taking advantage of the cute baby they have to get a podcast here. This is a real couple, because I’m pulling it up here. So, this is the website. It’s newconcept.healthcare. And can you tell our listeners, what services do you guys provide at newconcept.healthcare? So we offer more functional medicine. So we offer IV therapies, we offer hormone replacement therapies, we also do acute care. We do pretty much everything, but we’re very much alternative. So we believe in medical freedom and that’s what we offer. And you guys, you reached out. Do you remember that initial consultation there? Do you remember, Mike, that initial consultation? Do you remember what that was like? Yeah. Yeah, it was actually pretty overwhelming that when we started in this business with absolutely nothing and we had the opportunity to work with a five-time check. The one thing I always try to do is, my father, great guy, may he rest in peace, he worked his tail off like so many people do and there was no real economic result that was achieved from it. He had a college degree, he’s working two jobs. I remember he’s late thirties, he’s working at Domino’s, delivering pizzas, working at Quick Trip, he worked at furniture stores. And I always try to look at every new client we have as though I’m talking to my dad, you know, because like, what would, what would my dad, you know, what could he have learned at the age of 37 that could have changed the financial trajectory of his life, you know, and I try to look at it that way. And so you guys, I paired you up with Sean, you’ve been working with Sean, I believe Sean, since October of 2020, is that correct, Sean? I think that’s when they started their business. It wasn’t until about April of 2021 that we actually got going. So April of 2021, and at that point, from that point to now, Sean, how much growth have you guys achieved from 2021 to now? Do you know that number? Yeah, I mean, we’re sitting at 2023 revenues were $821,000 and there in October of 2020, like they only had a few months, but they made about $95,000 by the end of 2020. And then we grew significantly that first year, about 375% to $588,000. And we continued to grow there ever since all the way up to where we’re getting close to the million dollar mark at this point here just like three years in. Jenny, how would you describe the growth? Would you say you’ve doubled? Are you five times larger? How would you describe that? Oh, no, I definitely feel the growth. There’s been some growing pains and you guys have helped us through that too. So it’s been amazing. It’s been amazing to help people because that’s what I’m passionate about. And you guys have really helped us expand and tell people what we’re about. So step one here, we did, we do this with all the clients, I’m gonna walk people through the steps. We really needed to nail down your branding. And that’s a big thing because, you know, branding is to humans what clothing is. So as an example, you know, you wake up today, folks, if you run around and you’re streaking through life, you’re probably not gonna get a lot of conversations started. So we all have to be intentional about, you know, what are we going to wear? Are we going to wear a tie? Are we going to wear a polo? Are we going to do makeup? Are we not? So people, they judge us based on our appearance. And so we really had to get a website built. We had to optimize the online brand. Jenny, we do it all included for our clients. So we don’t refer you to another vendor. We do it all. Can you talk about the impact that that has made on the business? Oh, for sure. Just the website itself, it looks so great. We would have never been able to make it look that great. The way you all optimize everything and keep us with Google, just where people search us and we’re the first people that come up. And that’s actually how we’ve established our business and started offering some of the things that we offer is because of the tags that we have. I didn’t originally start off as doing IV therapy, but due to people Googling, you know, health care functional medicine, I had three phone calls in a week that said, hey, do you offer IV therapy? And it was very interesting, and I was like, well, no, but I can. And so it was because of you guys that that kind of snowballed and took effect. So yeah, there’s a lot that you guys have done for us. Now, Sean, we’re working with these wonderful clients here. I’ll pick on Mike here. You know, you always say great things about Mike and Jenny. You’re always what makes them good to work with? Because I want to make sure for anybody out there, if you go to Thrive Time Show dot com, I can consistently offer a free 13 point assessment. I’ve been doing that since 2005. I do it without reservation. There’s no obligation, but there’s usually about one to two knuckleheads a week that will fill out the form and probably 20 really great people that fill out the form. And then we only take on 160 clients and so I don’t want anyone to waste their time. What makes Mike so great to work with? Well Clay, I mean you when I first started coaching you taught me about these you know these two types of business owners there’s the happy hopers out there and then there’s the diligent doers and I think these guys are a great example of the diligent doer. They continually apply effort to work on their business not just in their business. They consistently show up to their meetings. They track all of the critical numbers of their business. And they are aware of what’s going on with all of their employees. They’re paying attention to all the little things going on. They’re keeping all the plates spinning, and they ask great questions. They actually really do make a great effort consistently to apply our systems and help their business grow. It’s been working. So step one, we get the branding nailed down. That’s the website, the print pieces, the logos, the business cards. But then you have to develop that online reputation. Now that can be a tough thing to do, Jenny. And I’m not, this isn’t a backhanded compliment. I’m just saying, but for people that are humble and very kind, of which I would put Jenny in that category, sometimes asking for reviews is more difficult because you almost feel like you’re self-promoting. I’ve never had this conversation with you, but when you, has that been difficult for you to ask people to give you video reviews and Google reviews after you provided the service, or was that easy for you to do? It was not, it’s not easy. It still isn’t easy. Okay. It is, it’s difficult because you feel like you’re begging for something, even though you know you did the right thing. So it is, it’s difficult for me. It’s just my personality type, but we get it done anyways. I’ll find this for the diligent, kind customers we work with, it’s very difficult sometimes to ask for those objective reviews from real customers. And I find that from my clients I’ve worked with that are sort of like self-described barbarians. I had a guy years ago I worked with, he’s a, I won’t mention his name or his industry, but I’ll just say he’s obsessed with physical fitness. And he told me, he says, I’m kind of a business barbarian. You tell me what to do and I will slay the dragons.” And I’m like, okay, you need to get Google reviews from everybody you’ve ever worked with. And he’s like, oh, I’m on it. And this guy’s just shamelessly calling through his phone and just lighting people up going, give me a review. Come on, give me a review. Why would you not give me a review? I’m like, go ahead, dial it down a little bit. So again, you guys are humble, diligent doers. You’re the ideal person here. So I appreciate you sharing that. The next thing we had to do is we had to create a no-brainer. Now a no-brainer is an offer so good, so amazing, that people simply cannot say no to it. Now I won’t mention the name of the company, but I worked years ago, and I still work with this company, they’re a medical company, they’re doing well now. And for whatever reason, they put on their website, first initial consult, 497. And he went to one of these like borderline spiritual motivational conference things where Jesus isn’t described, but they kind of talk about metaphysical alignment and getting your woosaw, getting in your groove, alignment, no friction. And he came back and he’s like, Clay, I believe in the seventh number of completion. I agree. He says, four is a number that’s urgent. I’m like, okay. Not, and I go, what? He’s like, I don’t want tire kickers. So I’m going to do 497 for my first consult. That way I don’t deal with the tire kickers. And I’m like, Doc, I love you so much. You’re a doctor. I love it. You don’t have any customers. That’s why you came to me. You don’t have any customers. So why don’t you do a first free consult? I’m not going to do it. I’m going to kick out Sean the tire kicker. I’m sure you’ve never seen this with a client. Oh, never. And so, now what makes it worse is his wife also went to the Metaphysical Alignment Motivational Jackassery Festival, and she was like, 497 is the number. I had a dream about it. I’m like, yeah, you probably talked about it all weekend. You probably are subconsciously thinking about it. You’re probably creating a neural pathway related to 497. And so anyway, after about a year, he finally says, okay, I came to your conference and I saw a person that did the first consult for a dollar, I’m gonna go with that. And now his business is blowing up. Could you talk about your no-brainer, your first consult for a dollar? How has that helped you having that no-brainer offer? Yeah, so it gets people in. And so when we get people in, we know that we’re doing a good job, and we know that we’re trustworthy and our health care is superior to most. So just getting people in for that dollar, because a lot of people are nervous about going to the doctor, or they don’t trust health care system. And so they know that they can come in, they’re only gonna spend a dollar, they can figure out whether or not they trust us, figure out whether or not we’re the place for them, and we know 100% of the time we will be. So it’s really helped us just get people in and get people to trust us more. Now once somebody fills out the form, folks, again, there’s a linear pathway here. I’m trying to give you a visual here. So you establish your revenue goals, you figure out your numbers to break even, you figure out how many hours a week you’re willing to work. Even though you have a cute baby, you got to figure out how you’re going to get it done. The step number four is you define your unique value proposition. What makes you unique? That’s something you and Sean have worked on together. You improve your branding. Now you’re coming in contact with humans. Business is a contact sport. I love this part. That’s when you start marketing, you launch your marketing, you have your online ads, you optimize your website, you begin to come up top in the search results, you start to get leads. Do you remember what it was like, Jenny, when you first got your first online lead? Do you remember the first one where you’re like, it’s working? Do you remember that moment? Yeah, it was almost like we wanted to, well, we did celebrate because it finally had happened. And then as soon as the first one came in, the second one came in. And like I said, it was almost a growing pain experience. We would have so many leads so fast. So it was great. And we still celebrate every lead that we get. Now, Mike, the next step is you have to make sales scripts. We recommend to every client that the calls are recorded for quality assurance. You have a sales script, the calls are recorded for quality assurance. You have a one sheet that tracks your pricing, you have pre-written emails, you begin tracking. Sean’s always bragging about you guys with tracking. Mike, how has it helped to have tracking in place where you can see, how does that help you? Well, it’s really a good benefit because, you know, at the end of the week, you know what your income was, you know what your leads was. So wherever we’re lacking in, we can quickly adjust and make that adjustment to make it work for the next week. Now, when you, if you don’t have tracking, folks, this is a true story, it’s kind of a sad story. So I’ll speak in generality, Sean. I talked to a guy the other day, and this is a terrible story, long-time client, and he got motivated. He set up a trade show. He didn’t tell me he was doing it. It’s fine, you don’t have to tell me, but he set up a trade show. I think he was gonna try to surprise me with the fruit of the trade show. So he set up the trade show, and he gets on the call, his energy’s kinda off, and I’m like, are you okay? Yeah, dude, fine. What’s wrong? Hi, just, I don’t know. I’m like, your lead sheet, we’re getting 10 to 15 leads a week. It’s very consistent. Revenue looks good. He’s like, yeah, I’m in a tight spot. We are a tight spot. We’re in a tight spot. He says, I did a trade show. You didn’t trade. Yeah, I got roped into four. I did a thing where you get the billboard, you get the trade show, you get the magazine ad. And I did the trade show and we got no leads. And I go, what kind of trade show did you do? And he says, well, I went to the whatever trade show and show. I find is that there’s the emotional excitement about being on the billboard, being on the magazine cover. Be you know, he got called by one of these kind of scam, I call it a scam-och-ery or jack-ass-ery. They call you and they go, boop, boop, boop, boop. Hey, is this Sean? Yeah, this is Sean. Sean, yeah, I noticed that you have an incredible healthcare company and we wanna honor you by giving you the yada yada of the region award. It’s the yada yada, it’s a regional, it’s a prestigious award. We’d like to meet with you. Can we meet with you? Yeah. So now I meet here. Now Sean, again, I’m not on the phone, but I still like the phone voice here. So now, Sean, so because we’re so honored, you know, we’re inviting you to a plated dinner to honor your just your honor, your honor, your greatness, your humbleness. And it’s going to be a thousand dollars a plate for you and your wife. And did you want four seats or eight? Most people do eight. Oh, I guess just four. And that does include a glossy magazine feature in, we’ll just call it like Missouri local top doctor Jack Assery. It’s a great magazine. And you’re also on the, you’ll be on a billboard. We’ve teamed up with the billboard. It rotates through your, hey, don’t get too excited. And just because we’re honored. We’re not, you know, again, we’re just honored. Now, did you want to do the four tickets? Yeah, absolutely. Now, the way it works is it’s going to be a four payments of 4000 for a total of 16000. And that’s serious. And now they’re in the trade shows and he’s going to the trade show and there ain’t nobody there. There is nobody there. We technical. Nobody was at this trade show. I mean, everybody was not at the trade show. He’s got photos of like him and his wife and his team in an empty booth, and he’s got a magazine and no leads are coming, and he was so excited to tell me. I’m sure you’ve never encountered this sort of thing, Virginia. Have you, Jenny, have you ever seen a situation where that sort of shamockery advertising has been entered into your world in some capacity? I’ve been there. I’ve been exactly what you’re talking about, and I’ve set up everything and paid employees, and I felt like I was nothing more than a free pin show. The only people that were there were people looking for free pins. Oh, I know, and it feels terrible. And then you kind of have to sell it to yourself all day. Guys, we’re getting our name out there. Sean, can you pass the megaphone back there? Yeah, because I always tell people, when you get your name out there, what you do is you just run outside and say, all right, come visit New Parnsup Health Care. And people go, why are you yelling at me? I’m trying to shop for my groceries. New Pops up health care. My name out there. Getting the next. Is this effective? It’s of course it’s effective. I’m getting my name out there. That leads to buying Frisbees, branded Frisbees, Goozies, you know what I’m saying? Branded pens. Yes. All of a sudden you buy these things. Sean, you know what I’m talking about. Oh yeah. Okay, so now we have to do, and I’m gonna show you, this is kind of the back end of one of my companies called Elephant in the Room. And you do a search for eitrlounge.com. And then you go to forward slash staff. I’m not going to give you the password, folks, but you log in. And these are all the systems needed to run the haircut chain. Now, one thing I thought was very interesting is Truth Social, President Trump’s social media platform. The other day they were disclosing, Newsweek was disclosing the revenue of it. And I just want people to know this because I think I just full disclosure, I’m a very conservative person, but I just want people to see this. This is just something to look at. Truth Social, they declared in their filing that they did $3.3 million of revenue and had $49 million of losses, which by the way, that’s very normal for a tech startup company and their users are going up and they’re having an app. There’s like a reaction in the marketplace. People are actually putting more money in. They’re investing. The stock price is going up. But I don’t know anybody that I’ve met in my life. But I’ve never met a client that can afford to bring in three point three million and lose forty nine million. You know. So like for my haircut chain we have five locations. We bring in more than three point three million and this just in, we don’t spend 49 million. So we have to, we call it a lean startup. You got to keep that thing lean. And so when you go to eitrlounge.com forward slash staff, every document needed to manage the business is here. So the opening checklist for the manager, you click here, boom. This is what the manager has to do to start the day. Everything is documented and that’s kind of where we’re at right now with Jenny and Mike’s business. We’re in the process of building all those checklists. Yeah. Sean, what kind of checklists have you built so far? Oh, man, we have a whole page. Their staff page is pretty built out. We’re really getting there. I think more right now, it’s getting, correct me if I’m wrong, we need some managers in there so we can free you guys up from the business. And so we have a lot of the worker level systems. We’re just now working on more of how do we get those manager level systems and find those high quality managers? Now, let me give Jenny a little mentor moment here. This will be helpful for you. Um, I’m going to hop on a flight in about two and a half hours, three hours to go to Denver, right? And I got to go to Denver to meet with the founder of oxyfresh.com. This is a brand we’ve worked with and help them to grow to 550 locations. Now, 550 locations. Okay. And if you type in carpet cleaning quotes, we’re the world’s highest rated and most reviewed company in the world, in the world. Okay. 274,000 reviews. We’ve been holding this idea in our mind for 15 consecutive years. I’ve been working on this year, Sean, before I met you, we just were to grind in. Okay. Yeah. And the biggest challenge that the locations have is managers. Good manager. And I tell people this and it never goes over well, but hopefully eventually it will. I’ll keep refining it, refining the idea. The kind of person that enjoys conflict but also likes people is a good manager. Let me try that again. The kind of person that enjoys conflict but also likes people is a good manager. And I have found it’s not so much trainable as it’s findable. So as an example, where we’re getting ready to head out to Denver. Sean, you know my personality type. You know that I have to pack all this stuff to get ready to go. You saw my suitcase out there. Yep. How many times do you think I followed up with the people involved in the trip so far before leaving? Oh, man, it’s probably on your to-do list and you’ve checked it off like probably at least five times today, I would think. And what kind of things do you think I might have put on my checklist to travel to Denver? First off, just making sure that the timing is working, making sure that you have all the stuff that you need, making sure that you have double of the stuff that you need in case something gets broken, making sure that the people who are there know you’re coming and when you’re going to be there. Do you think I’m checking a bag? Oh, yeah. You’re probably not checking a bag. There it is. You’re going to get lost. Right. No. And am I, you think I’m catching a flight a lot earlier than I need to be there? Way earlier. Yeah, if I’m having a meeting tomorrow, which I am, I’m leaving today at 1230. That’s the sort of paranoia that makes management possible. So I have literally called, I said, all right, I’m getting on the 1230 flight, we’re meeting tomorrow, I should be in by like four o’clock Denver time, our meeting’s tomorrow. If that flight gets delayed, and the next one gets delayed, and the next one I’ll still be there, I’ve got backup phone chargers, I have a rule, everybody going with me, you cannot check a bag. I want to check a bag. Can’t check a bag. Why? Because it could get lost. This is real. I’m not every I am completely paranoid. And that is the paranoia is what makes the businesses run. Yeah. And I asked my staff every day, guys, elephant in the room, did you guys get a review? And they say, yeah, we got a review. You asked me 10 minutes ago. OK, I’ll talk to you in four minutes. You hear me say that. I’ll say I’ll talk to you in five minutes. Yeah. And I’ll do it. And it’s a follow-up of, because I have to make sure that the checklists are being followed. The reviews are being followed. We’re a licensed business. People don’t know that. Haircare, you’re licensed by the state. So we have certain cleanliness standards. We could have random people from the state show up. So we got checklists and I follow up. And it doesn’t bother me to follow up with the same adult who’s in their forties six times within a 50 minute span of time. It doesn’t bother me. But most people, that bothers them. And so have you found that, Jenny, that a lot of people don’t like to follow up? Have you found that or is that just something unique to me? I found that they don’t like to follow up. No, people don’t like to follow up. It’s almost like an awkward communication thing that people will try to avoid. Yeah. And it’s not necessarily that you’re being mean or any type of way, but I feel like that’s probably the way that we feel when we continuously follow up, like we’re having to step on people’s toes. But really, we’re not. We’re just getting the job done. My mentorship moment for you is probably the same feeling you have when you ask for reviews. Yeah. It’s probably the same. So I’m just saying, and then, Mike, did you ever play football or a sport of some kind? Yeah, I used to play soccer. Okay, soccer. So like when you, what position did you play? Goalkeeper. Goalkeeper? Okay. So is a goal, this is a great example. I didn’t know you were a goalkeeper. But when you’re a goalkeeper and someone’s kicking that ball at you fast, I mean, just the ball’s coming in there. I mean, people can really kick a soccer ball fast. There are certain people that wanna be a goalkeeper, but they kinda avoid the ball. They try to hide from it. They flinch. You know what I’m talking about? But you actually would lunge into it, am I correct? Right. I mean, you’re aggressive, right? I mean, you’re like, you had, for some reason, you enjoyed it. Yeah. Right? I’m getting 100 miles an hour fastball. Have you ever seen somebody who tried to be a goalie? I’m not looking for a name here, but somebody who would kind of hide from the ball? Yeah. This is the same thing for management. Like as a manager, you have to want, like you have to sort of seek out conflict, but like people. So I’ll say things like, okay, it’s eight o’clock. I need to make sure you put out the flags in front of the elephant in the room store today Mr. Manager put out the flags that draw the attention by the road put out the flags and I’m gonna call you in ten minutes to follow up call them in ten minutes are the flags up Can you send me a picture? They’re like do you not trust me? Absolutely not. I trust And then I’ll call back 30 minutes later, hey, did you get Google reviews? Yeah, we got one review You know, the quote is 10. Yeah, I’ll call you back in two minutes. Yeah, calm back. Hey, did you get a review? It’s been two minutes. I know I’ll tell you I’ll call you back in an hour. My whole day is just following up. And then over time, the culture happens where people go, he’s going to follow up. And now the people that like the follow up like to work there and it’s become a great thing. And that’s where we’re kind of at right now, I think, is we’re getting into the follow-up phase. Do you have call recording in place there, Mike? Do you have the call recording for quality assurance installed yet? Yes, we do. And are you learning some things? Yes. It is very hard to train people on recording. It’s crazy. Yeah. Okay. That’s something we got to do. Now we’re just going through the workflow. And then the wowing the customers. What Sean is saying is that your patients are consistently wowed. Now, I don’t know if that’s because Sean is your hype man or if that’s a real thing, but it seems like people are actually wowing. They’re being wowed right now. People, when they come in, this is, if you look at the workflow, they buy something, right here, we have to wow them. You’ve got to create that wow moment. And again, if you want to download this diagram, folks, just go to thrivetimeshow.com forward slash millionaire, thrivetimeshow.com forward slash millionaire. You can download it from my newest book called A Millionaire’s Guide to Becoming Sustainably Rich. You got to create that wow moment. I mean, amidst the checklists and the tracking at some point here, you’ve got to create a moment that wows people where they go, wow. So I’m trying to get everybody’s creative juices flowing here. So if you have a restaurant, I work with a restaurant in Florida right now, a great restaurant. They say, welcome in. Is it your first time? They say, yeah, it’s my first time. Oh, well, hey, you get free appetizers on us today and one free adult beverage. Welcome in. And that every time it’s that wow. And then when you come back later and ask for a review or hey, what entree do you want? Guess what? People become generous with how they buy. Another example, I work with an auto auction. The auto auction says that your first time that you buy from the auto auction, you only have to pay a dollar more than the actual cost of the vehicle just to wow people, to get that going. I happen to work with a carpet cleaning business, carpet cleaning business, and what they do is they say, hey, the first time we clean your carpet will be any competitor’s price, and it will be at least half off of our normal price and they go okay great you got to have that wow moment what are you guys doing Jenny to wow your customers there? Well there are things that we do we will oftentimes like give samples of certain things because we know they work we we have a lot of supplement sales that we do again the dollar console is a wow moment because we will spend some you know 10 to 15 minutes explaining how we’re different. And I feel like they’re wowed because of that. Also, our services are so much different. We spend time in the room with our patients. We listen to them. They’re not just a number. And a lot of times people have never experienced that. So there’s a lot of wow moments, I think, for all of our patients. I understand that 59% of your customers are now from word of mouth. Is that accurate? Yeah. That’s huge. Yeah, well, and with the customer acquisitions cost, too, I’ve heard you say this before, Clay, that if you’re advertising and you’re doing a good job wowing at the same time, they compound each other and you’ll end up having two to three word-of-mouth referrals from those patients that are wowed for every one lead you have from advertising. We measured and tracked that they had this last year. For every dollar they spent on advertising, they were able to bring back in $4.61. So that’s a 461% return on their marketing investment. It’s incredible stuff. And the great news is, as we build these systems, if you guys ever wanted to franchise or license or open up multiple locations, if done properly, you should be able to scale it. It should be very repeatable, very duplicatable. Other things you guys have done, you’ve implemented a database to keep track of your customers, you’re gathering objective video reviews. You guys are really checking all the boxes. I’d like for you, if you can, Jenny, here to give a word of encouragement for any of our listeners out there that are a little bit on the fence right now and they’re going, you know, I have thought about scheduling a free consultation, but I don’t know. I hear it’s $1,700 a month. Can you maybe explain your thoughts, what you’d say to anybody who’s a friend of yours or family that asks you about the value about the business consulting? Oh, well, I would say that the $1,700 a month is an excuse not to have someone to mentor you. It’s kind of like being in a gym when you need a trainer. We’re not always perfect and business owning is not easy and you need a mentor. I’ve never missed the $1,700 a month, even when I was only six months in when we started with you guys. I’ve never even considered it a loss. It was scary at first to make that, but that wasn’t an excuse. I knew I needed someone to guide me through this, and you guys have guided us through this through the entire thing, through employees, through income, through spending, through all of it. And we come through so many problems. There are a lot of problems that are established when you have a business. I mean, you become very overwhelmed very fast, and you need somebody that you can call who’s successful, who’s been there that says, you’re not crazy, this happens to all of us, here’s what you do about it. It’s been the best decision that we’ve made. Final question I have here for you, as far as having a turn, like a one-stop shop. Years ago, I hired a business consultant who was great, and he would say things like, and I’m not ripping him, I’m just telling you what would happen. He would say, Clayton, you gotta work on your business and not in it. I’m going, that’s true. He goes, you got to delegate to elevate. That’s true. Clay, your website is not optimized. And I’m going, this is great. Fresh perspective. I go, Bruce, could you help me optimize? No, I don’t optimize. Could you help me work on it? No. Could you help me make a checklist? No. Do you make, do you help me with the print pieces that I need to make? No. Can you make a video? No. Do you help me with my online ads? No. Clay. And he would use that. He was kind of an Eastern, he’s a Northeastern American guy. And he used to say, Clay baby, let me tell you what, I don’t make print pieces. What am I, a print piece guy? I’m not a web guy. We know what I am, I’m a work on the business guy. You got to find a good web guy. So every meeting we would have would result in me having to find another vendor to pay another $8,000 to, to build the website, 4,000 to make the video, 5,000 to do. So every time you give a recommendation, it would lead to another cost. Can you maybe explain the value of having a flat monthly fee? Yeah, I don’t have to ever worry about it. I know if I need the website updated, it’s a text away. I know if I’m having trouble with an employee, it’s a text away. I know if I need financial advice, it’s a text away. And again, we meet every single week, and all our questions are answered, and we’re held accountable to what we need to be held accountable for. So it really works for us. Jenny and Mike, thank you guys for your time so much. I really do value your time. I appreciate you guys being here today. And on part two of today’s show, we’re going to tee up another success story because we want people to know it is possible, despite the financial jackassery plaguing our nation right now, it is possible to become successful. And you guys are a living example of it. Thank you guys for bringing your baby on the show. We’ll talk to you soon. Bye. Thanks. All right, JT, so hypothetically, in your mind, what is the purpose of having a business? To get you to your goals. So it’s a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that’s successful, in your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a $15 million business, but you have $15 million of expenses. It’s kind of pointless. Holy crap. All right So the question I would have here for you if you could take like 10 minutes or less and see if you could save 3,000 bucks a year by reducing your credit card fees. Would you do it? Yes, absolutely. Oh Why would somebody out there who’s listening right now who has the same mind why would they not go to Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card to schedule a ten minute consultation to see if they can reduce their credit card fees by at least three thousand bucks a year. Why would they not do it? Yeah, why would they not do it? Maybe because they don’t understand how you set the website. This tree is a symbol of the spirit of the Griswold family Christmas. Now that’s clear, okay, so that can be true. So I encourage everybody to check out Thrivetimeshow.com forward slash credit dash card Thrivetimeshow.com forward slash credit dash card. What would be another reason why someone would not be willing to take ten minutes to compare rates to see if they could save $3,000 or more on credit card fees? Maybe they think it is a waste of time and that it won’t, it’s not possible. There’s somebody out there that’s making more than $3,000 every 10 minutes and they’re like nah that’s not worth my time. We getting there, right buddy? We getting there, right buddy? There’s probably some someone out there. Okay. They would think that. Well I’ll just tell you folks if you’re out there today and you’re making less than $3,000 per 10 minutes I would highly recommend that you go to thrive timeshow.com forward slash credit dash hard it because you can compare rates, you can save money, and you know, the big goal, in my opinion, of building a business is to create time freedom and financial freedom. And in order to do that, you have to maximize your profits. Holy crap. Now, one way to maximize your profits is to increase your revenue. Another way to do it is to decrease your expenses. It’s a profit deal. It takes the pressure off. JT, is there any other reason why somebody would not be willing to take 10 minutes to compare rates to see if they could save a total of $3,000 a year on average? I am at a loss and I cannot think of any other. Shampoo is better. I go on first and clean the hair. Conditioner is better. I leave the hair silky and smooth. Oh really fool, really. Stop looking at me swan. Well let me tell you a good story here real quick. I actually years ago compared rates with this company here called IPS. It’s Integrated Payment Services. And I scheduled a consultation I don’t know that was skeptical I just thought whatever I’ll take ten minutes I’ll compare rates I can’t tell you can tell me I’m a doctor no I mean I’m just not sure or can’t you take a guess well not for another two hours you can’t take a guess for another two hours and in my case in my in my case my particular case, I save over $20,000 a year. Holy crap! Wow. Which is, uh, you know, like, uh, groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great. Okay. Oh, God. Everything okay, ma’am? Oh, it’s just that you’ve only scanned a few items and it’s already 60 bucks. I’m so scared. Okay, I’m a trained professional, ma’am. I’ve scanned a lot of groceries. I need you to stay with me. It’s just that my in-laws are in town and they want a charcuterie board. This isn’t gonna be easy, so I need you to be brave, all right? What’s your name? Patricia. Patricia, all right. I need you to take a deep breath. We’re about to do the cheese. You know, that’s the difference between eating organic and not organic. So because my wife eats organic, I had to take the 10 minutes needed to compare rates to save the $20,000 a year on credit card fees just for one of my companies. One question, what’s the brand name of the clock? The brand name of the clock, Rod. The brand name of the clock, it’s an elegant, from Ridgway. It’s from Ridgway. Let’s buy the clock and sell the fireplace. I encourage everybody out there, go to thrivetimeshow.com forward slash credit dash card. You schedule a free consultation, request information. A member of our team will call you. They’ll schedule a free consultation. It should take you 10 minutes or less. And they’re going to compare rates and see if they can’t save you more than $3,000 a year off of your credit card processing. You were hoping what? I wouldn’t owe you money at the end of the day. No, you don’t owe us money. Because at the end of the day, at the end of the day, the goal of the business is to create time freedom and financial freedom. In order to do that, you need to create additional profits. The number of new customers that we’ve had is up 411% over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasso, Oklahoma. And we have been working with Thrive for business coaching for almost a year now. Yeah. So what we want to do is we want to share some wins with you guys that we’ve had by working with Thrive. First of all, we’re on the top page of Google now. Okay. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminix, they’re both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually nonexistent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google. And also we’ve been trying to get Google reviews, asking our customers for reviews. And now we’re the highest rated and most reviewed Pest and Lawn company in the Tulsa area. And that’s really helped with our conversion rate. And the number of new customers that we’ve had is up 411% over last year. Wait, say that again. How much are we up? 411%. Okay, so 411% were up with our new customers. Amazing. Right. So not only do we have more customers calling in, we’re able to close those deals at a much higher rate than we were before. Right now, our closing rate is about 85% and that’s largely due to, first of all, like our Google reviews that we’ve gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need. That script has been refined time and time again. It wasn’t a one and done deal. It was a system that we followed with Thrive in the refining process. And that has obviously, the 411% shows that that system works. Yeah, so here’s a big one for you. So last week alone, our booking percentage was 91%. We actually booked more deals, more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success is by implementing the systems that Thrive has taught us and helped us out with. Some of those systems that we’ve implemented are group interviews. That way we’ve really been able to come up with a really great team. We’ve created and implemented checklists. Everything gets done and it gets done right. It creates accountability. We’re able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast, like Jared had mentioned, that has really, really contributed to our success. But that, like I said, the diligence and consistency in doing those, and that system has really, really been a big blessing in our lives. And also, 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. We were in a rut. We didn’t know- I’m 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. We didn’t really know where to go, what to do, how to get out of this rut that we’re in. Thrive helped us with that. They implemented those systems. They taught us those systems. They taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we were in a rut, Thrive helped us get out of that rut, and if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s going to take in order to really succeed. So, we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn’t be where we’re at now without their help. Hi, I’m Dr. Mark Moore. I’m a pediatrician. 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 percent increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof-and-turn-key marketing and coaching system that will grow your practice and get you the results that you’re looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985. Hello my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. 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 Lee Crocker, the head of Disney with the 40,000 cast members. He’s friends with Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours. On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers, and web developers, and they run 160 companies every single week. So, think of this guy with a team of business coaches running 160 companies. So, in the weekly, he’s running 160 companies. Every six to eight weeks, he’s doing Reawaken America tours. Every six to eight weeks, he’s also doing business conferences where 200 people show up, and he teaches people a 13-step proven system that he’s done and worked with billionaires, helping them grow their companies. I’ve seen guys from 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, organizing everything in their head to building it into a franchisable, scalable business. One of his businesses has like 500 franchises. That’s just one of the companies or brands that he works with. So amazing guy. Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward but he’s so brilliant and he’s taught me so much. When I say that, Clay is like he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go. That’s what I like him most about. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best you. And Clay has been an amazing business coach. Through the course of that, we became friends. My most impressive thing was when I was shadowing him one time, we went into a business deal and listened to it. I got to shadow and listen to it. And when we walked out, I knew that he could make millions on the deal and they were super excited about working with him. And he told me, he’s like, I’m not 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. And the guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company or, you know, 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 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 years ago. This is our old neighborhood. See? It’s nice, right? So this is my old van and our old school marketing and this is our old team. And by team I mean it’s me and another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from four to fourteen and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to 10 locations in only a year. In October 2016 we grossed 13 grand for the whole month. Right now it’s 2018 the month of October it’s only the 22nd we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. The Thrivetime Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re gonna teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars, no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter bunny, but inside of it, it was a hollow nothingness. And I wanted the knowledge and they’re like, oh, but we’ll teach you the knowledge after our next workshop. And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get rich quick, walk on hot coals product. It’s literally, we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, 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 have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We built this facility for you, and we’re excited to see you. If we go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to our call. Well, Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it’s up and down roller coaster. So now we’ve got it to where we’re in excess of a hundred clients That’s awesome And so I would have anywhere from five clients to twenty clients on my own with networking But I had no control over it. I I didn’t without the systems You’re gonna be at the you’re gonna be victimized by your own business for the somebody out there who struggles with math if you would say that your average Number of clients was 30 and you go to 100. As a percentage, what is that? I have grown, I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked with. Now so, so I’m looking, we’ve been good friends seven, eight years and I’ve got doubled five times. Which is just incredible. I mean the first time you do it that’s one thing but when you do it repeatedly yeah I mean that’s unbelievable. We’re working our blessed assurance off this year to double. We plan on doubling again. We’re incorporating new some new things in there to really help us do it but we are going to double again this year. I started coaching but it would go up and down Clay. That’s when I came to you as I was going up and down, Clay. That’s when I came to you, is I was going up and down, and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well, I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. The best executives, Peter Drucker is a father of modern management. He said, the most effective executives make one decision a year. What you do is you make a decision, what is your system? And then you work like the Dickens to make sure you follow that system. And so that’s really what it’s all about. So with a script here, we have a brand new gal that just came in working for us. She nailed down the script and she’s been nailing down appointments. Usually, we try to get one appointment for every 100 calls. We make 200 to 300 calls a day per rep. Right. And she’s been nailing down five and eight appointments a day. Somebody out there is having a hard time. On that script. So she’s making how many calls a day? She’s making between 200 and 300 calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, or let’s say you buy a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe or whatever that is. So I basically make the systems, and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and, what was it, maybe 2010? Is that right? 2011 maybe? Or maybe further down the road. Maybe 2013? 2012. Okay, so 2012. And at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we meet? What was the first interaction? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza. Do you remember when we first reconnected? Yeah, well we had that speaking thing. Oh, there it was! So it was Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help, you know, direct my life to get some mentorship, but I’ve been working with Clay for now just over a year. The role I play here is a business coach, business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. And the experience working here has, to put it real plainly, has been just life changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe wherever I end up will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say almost everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn, I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. You know, working here you can’t be a mediocre person. You are a call to a higher standard of excellence and then as you’re called to that standard here you begin to see those outcomes in every area of your life. That standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall in the group interview talks about how the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory and we’re on our own trajectory. And the best fits are those people where there can be a mutually beneficial relationship that as we pursue our goals And we help the business pursue those goals the business helps us pursue our goals as well And so I say people that are driven people that want to make something of their lives People that are goal-oriented. They’re focused And they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. You know, whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. He’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. He’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s, again, unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that want to get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people and in short anyone that’s content with mediocrity would not like working with clay. So if You’re meeting clay for the first time the advice I’d give you is Definitely come ready to take tons of notes every time clay speaks he Gives you a wealth of knowledge That you don’t want to miss. I remember the first time that I met clay I literally carried a notebook with me all around. I was looking at this notebook the other day Actually, I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about about three or four months just from being around Clay, following him and learning from him. And then I would say come coachable. Be open to learning and adjusting parts about you that need to be adjusted.