0:00

Get ready to enter the Thrive Time Show!

0:30

CNC upon your radio and

0:32

now three two one here

0:34

we go! Hello

0:41

and welcome we're so glad that you have joined us here

0:43

tonight I'm Jose Miranda, and I'm joined by our former SBA

0:46

entrepreneur of the year and one of America's

0:48

best business coaches Clay Clark, how

0:50

are you doing today? I am doing very

0:52

very well And I'm excited about talking about

0:54

a subject that I know people all over

0:56

the world want to know about. Oh, yeah

0:59

business owners Large business owners is how do

1:01

we decrease our businesses reliance upon

1:03

us as owners? If you own a business a lot of

1:05

times you start off you have this big vision of Making

1:08

lots of money and then pretty soon

1:10

you have big visions about if I could just get a

1:12

day off this year Right, that would be great many

1:14

many people that are busy and just depending

1:17

on on others and they're just

1:19

burned out I mean, they're not depending on others. They just

1:21

want to do one of that freedom. So you're talking about

1:24

here There's a business owner that

1:26

that you talk about clay the soccer

1:28

coach How did you meet him

1:30

because he he's very skilled a very proficient

1:32

in what he did and what he does

1:34

But he got to the point of burnout

1:36

I mean with his physical body and everything

1:38

and how did you meet how that you

1:40

guys connect what happened there? Well, I would

1:43

encourage anybody watching this right now to

1:45

ask yourself if any of the any of the

1:47

following apply. Okay flies He

1:49

was a soccer coach true, but you might be

1:51

watching you might be a surgeon. You might be

1:53

a dentist You might be a man on a

1:55

bakery whatever the industry is. What happened was he

1:58

felt overwhelmed because the world Applauded

2:00

for him because he was so good at

2:02

his skill. You know they say well you're

2:04

so good at playing soccer on the college

2:06

level in the semi pro level of used

2:08

you should teach. My son is it is

2:10

my daughter and so then he brings on

2:12

a few more kids, a few more players.

2:14

If you mourn all the studies in private

2:16

lessons, group lessons he's traveling, just him. Yes,

2:19

one of any decided to as most entrepreneurs

2:21

do, just began taking on more and more

2:23

clients and then he starts to get ambitious.

2:25

It's gone. Maybe I should start a business?

2:27

So he formed the L. L C Gets

2:30

To Limited liability company. Gets the blow. Go

2:32

Gonna get some. Kind. Of a

2:34

terrible website but he had a website upset

2:36

her and he was busy right? Yes But

2:39

what happened was in his particular situation is

2:41

he on physically her got hurt. I

2:43

say so. He had a physical problem with

2:45

his back and it kept him from being

2:48

able to hub coach at the level he

2:50

used to be able to. Yeah, so he

2:52

did what most entrepreneurs do and he hired

2:54

someone he was related to. All who

2:56

said you know could you help me and the guy

2:58

says well sure I played soccer at you know the

3:01

high a pretty high level not college rep when high

3:03

school yes ah might be happy to and so he

3:05

says well you would you say when answer the phone

3:07

in L A what do you do when you're coaching

3:09

the kid know what are your i write what drill

3:12

the a do or what time are that are the

3:14

lessons and he's an old is hop and here oh

3:16

man and what he called me I would say arms

3:18

of the words I wrote down as he's over he

3:20

was overwhelmed. Com He thought he was

3:23

being held hostage by his business and we talked

3:25

and he said it had very tired of my

3:27

life where I needed to have financial freedom the

3:29

most. I normally do not

3:31

have financial freedom, but I didn't have time

3:33

freedom and so I had neither. And so

3:36

I'm just asking. Any entrepreneur right now, I'm

3:38

just asking the rhetorically day last herself. is

3:42

my business a business that can work with

3:44

out me in the best example i could

3:46

give us today i was able to cut

3:49

arm according to my brother in law justin

3:51

are we were able to cut the hair

3:53

of two hundred due to first time yesterday

3:55

on a day i'll make congratulated i will

3:58

say i did not actually trim anymore I

4:00

did not cut any hair. You wouldn't want me to cut

4:02

your hair. You didn't do the new style where you shaved

4:04

the side of the head? Yeah, I did not do that.

4:06

I had no interaction there. If I

4:08

would have cut your hair, you wouldn't have been happy with

4:10

the results. But all I can say is if you're in

4:13

the same situation as this particular coach was, you

4:15

can absolutely get out

4:18

of that ditch

4:21

you're stuck in, that rut where you just

4:23

work all the time and you have no

4:25

financial work time freedom. It's absolutely possible. Brian

4:27

Tracy, before we proceed, I got a notable

4:29

quote for you. He says this, no

4:32

one lives long enough to learn everything

4:34

they need to learn starting from scratch.

4:37

To be successful, we absolutely, positively

4:39

have to find people who have

4:41

already paid the price to learn

4:43

the things that we need to

4:45

learn to achieve our goals. Well

4:47

that's why I'm on Thrive15. We

4:50

are a mentorship site. We teach business, how to grow a

4:52

business. We teach how to coach a business, how to coach

4:54

how to grow the business. But I,

4:56

in my own life, pay people to help me.

4:58

So that's why Wes Carter, he's a Thrive15

5:00

mentor. His companies, they represent

5:03

Joel Osteen and TDJ. Some of the bigger

5:05

names. They represent some

5:07

of the bigger names in the Christian,

5:10

pastoral, mega church world. But

5:14

he's my attorney as well. The reason why

5:16

I pay him is because rumor has it

5:18

to get a law degree, you have to

5:20

go to school for longer than I've been

5:22

studying. I've read some books, but he's a

5:24

legal expert. So in some of the fine

5:27

tuned nuances, I'm involved in a chiropractic

5:29

center right now. And

5:31

I actually wanted to bring on a doctor,

5:34

right, that would come work there full

5:36

time. And I

5:39

don't know enough about the legalities

5:41

and the medical laws

5:43

specifically. So I reached out to him. So

5:45

like Brian Tracy's saying, we all

5:47

need to understand we're not going to live long enough to

5:49

sit there and learn it all through firsthand experience. I'm not

5:51

going to go back to law school right now. So

5:54

I'm just telling you, if you feel stuck right

5:56

now, don't feel like an idiot, but don't be

5:58

an idiot and just continue to just. trial

6:01

and error. Yeah, because we all go through situations

6:03

in life where we're stuck. And

6:05

going with what Brian Tracy was just saying,

6:08

what you said, this coach,

6:10

some way, somehow, got connected with you. Yeah.

6:13

You could help him. Tell me about that.

6:15

Well, all what happened was is that we

6:17

work with a lot of, I personally, if

6:19

you, don't go to makeyourlifeepic.com and don't email

6:22

me about coaching, okay? That's why we built

6:24

Thrive15. But what happened was

6:26

is we had a neurologist who

6:28

actually did, he does spinal surgery,

6:30

and he had helped the man.

6:33

And the man was going, well, hey, doc,

6:35

I've got a question. I mean, how did you learn how to run

6:37

a business? And the doc's like, well, I never did. Actually, I went

6:39

to medical school and nobody's taught me.

6:42

And so I actually hired this pale

6:44

faced, no talent jerk, Clay Clark.

6:47

The white moves. My referrals are always like, the

6:49

white moves. I always get referred when they say,

6:51

if you hire this guy, he's kind of a

6:53

jerk in terms of he's kind of intense, but

6:55

he'll help you out. You know, he's just intense.

6:58

And so the coach called me and said, hey, I

7:00

understand you're kind of intense and you're

7:03

pretty intense about systems. And I think I need that

7:05

in my life. And he's like, the

7:07

doc told me it's kind of like a military

7:09

operation working with you, what's involved. And

7:11

I said, well, we're going to meet every week for an hour in a power

7:13

and whatever you commit to doing, I need you

7:16

to do it. And then I'll do whatever I

7:18

say I'm going to do. Okay. And that's kind

7:20

of the relationship that we've had. And it's been

7:22

a neat, neat friendship that's existed for years. It's

7:24

been amazing. And it's fun to see a guy

7:26

grow a business from 10 kids that

7:29

were in the, during the summer, you know,

7:31

every kid is in soccer lessons. Right. Right. And

7:34

then during the winter, nobody's in them because now

7:36

we are going back to school and it's hard

7:38

to get them. We built a system

7:40

where he's got a membership model and he now

7:42

has hundreds of kids around growth revenue. Yeah.

7:45

Probably $80,000 a year of gross revenue. That's amazing. And the

7:47

profits are probably 30%, 35%. So he's able to actually get

7:49

a bank loan

7:52

to expand now. A lot of neat things. So

7:54

that's a true story of a real person just

7:56

like you who Was stuck and was

7:58

able to grow their business. The of

8:00

my immense intelligence. but because. While.

8:02

You're golfing or watch your favorite show or

8:05

whatever it is that you like to do.

8:07

I love studying case studies and that's what

8:09

we do. A threat of that, Are you

8:11

okay? So you specifically went with this coach

8:13

and as you were coating him, you went

8:15

through what it's called, what we have available

8:17

on Thrive Fifteen The Twenty Nine point business

8:20

self evaluation through that. Oh yeah to that

8:22

and a half. So what we want to

8:24

do we want to do place Lythgoe one

8:26

by, want to see what will what you

8:28

found out about this coach and see how

8:30

we can help you with your business evaluation.

8:33

Now if you haven't downloaded this is free. You

8:35

can go to Thrive fifteen.com forward/evaluation and you can

8:37

actually take it for yourself or your business sell

8:39

anything you want to add to that before we

8:41

dive in. Well I'm one of our coaches is

8:43

available three a message or signed up to Thrive.

8:46

Have been on a trial and remember it's free

8:48

so you just can call Any can email in

8:50

and info. a Thrive Athena Com and a Coach

8:52

A walk you through. This in it are helpful

8:54

to have somebody who helps you work on your

8:57

business when you're busy, work and in your business.

8:59

because I'm not and you're gonna have a blind

9:01

spot, you don't have dinner with a catch up

9:03

on your face her that one more time. Well

9:05

I've been married, you know, fifteen years and so

9:07

my wife and we got to that point where

9:10

I was like. What? Are

9:12

you wearing and in Atlanta the guys at

9:14

work and are in the city of his

9:16

highness The others like I'm either were in

9:18

suit right yeah our the same thing every

9:20

day or it's like where did this guy

9:22

find this know it's like Iraq I like

9:24

I robbed some random supports it or and

9:26

and found some tube socks and to put

9:28

it together and one shorts that are like

9:30

twenty years old and some the old. sure

9:33

that if I'm saying is the my wife

9:35

will pull me aside and you know we're

9:37

gonna eat. You can't wear that the because

9:39

she sees me from an objective perspective. Guess

9:41

where I'm. Like. Maybe. That's tight and

9:43

she like that might have been cool at

9:45

one weird window in Nineteen Eighty Nine. I

9:47

don't say home he raises were Oklahoma City,

9:49

Oklahoma City is thrown out. there are so

9:51

swap into a mere will kind of go

9:54

one by one here and much as well

9:56

as it so that the end result of

9:58

of his self evaluation of his. This is

10:00

he scored a fifty percent so we knew that

10:02

indicated that he had many problems and we wanted

10:04

to help them. And you help them get a

10:06

strength. So I'm going to read point number one

10:08

and there's a there's a key here at a

10:11

keyword that I want to do to explain to

10:13

the drivers as they're listening. Number One: He didn't

10:15

have any turnkey market and system. What do you

10:17

mean by turnkey? That means it's a marketing system

10:19

that can work without you. So if you want

10:21

to open up a competitive haircut salon and just

10:23

beat the crap out of us one I more

10:25

ambitious than is, he probably can't butler to say

10:27

you wanted to. Here's how we don't have one.

10:30

We put up signs and assigned say dollar for your

10:32

first haircut. Turned to you

10:34

put sign in you don't have to run

10:36

around and shouted people to get him to

10:38

do it. For marketing to are we do

10:40

Valpak the A L P A kid it's

10:42

A it's a blue envelopes that you get

10:44

Now the other franchises of the kennel, the

10:46

coupons we speak for about thirty thousand households.

10:49

We spent about four hundred and fifty dollars

10:51

line. About three percent of the people respond

10:53

so I just hit enter. They swipe my

10:55

card goes out turnkey. I'm not running around

10:57

with a megaphone encouraging people to sign up

10:59

for this. Coach didn't have that, He had

11:01

no turnkey marketing. Everything was the problem is.

11:03

Is that you only want to you in overtime?

11:05

You can't scale so you have to have a

11:08

turnkey marketing solution such as encourage you to watch

11:10

for an hour it yourself on a scale of

11:12

one to ten. Okay ten. Being that you have

11:14

a turnkey system, it just works all day. Yeah,

11:16

you don't have to run around with megaphone or

11:18

go to trade shows. All types in a one

11:20

is like you are guerilla marketing. I mean you're

11:23

passing out cards. Yeah, you're the kind of guy

11:25

that some peter out to eat with your you

11:27

know with like your family and and you're going

11:29

that can be a prospect of your discounted out

11:31

a hard sell. Be like a guerilla marketing sort.

11:33

Of great yourself on a scale of one to ten,

11:35

ten being the best Perfect ago and number two. Not.

11:38

only that he'd been not have a turnkey

11:40

margin system but he didn't have any proven

11:42

turnkey advertisements that he used throughout the year

11:45

yeah well you know throughout the year mean

11:47

christmas of elephant the room as are typically

11:49

a time where a man will get a

11:51

haircut and cannabis yuletide sort of as you

11:53

know they can i get the middle want

11:55

to buy themselves the wives of the men

11:57

will usually by the man a christmas gift

12:00

because it's Christmas time and they'll come in and they'll say

12:02

what do you have as a gift like a gift card?

12:04

What do you have for a man, a special man in

12:06

my life? What kind of things do you have? So

12:08

we had to create turnkey advertisements that

12:11

worked well during December to encourage you

12:13

to or the month of Movember in

12:15

the haircut business.

12:17

It's a month. Movember. It's

12:20

where people don't shave their beard and they do it

12:22

so that they can raise awareness for a

12:24

certain kind of cancer and the idea is that by

12:26

having a long beard people are like why would you

12:28

have a long beard? Are you chopping wood or what

12:31

are you doing? And you go no, no, I'm not a

12:33

lumberjack. I'm actually raising awareness for and it

12:35

really just gives men a chance to grow their facial

12:37

hair out and feel good about it and because I

12:39

can't grow facial hair I don't do that. And

12:42

there you go. Number three, he

12:44

did not have any formalized inbound

12:47

sales scripts, pre-written emails or sales

12:49

presentation processes. Clay? And this was

12:52

bad. To

12:54

the bone. This

12:57

was the worst thing honestly. This was like bad. Why?

13:00

Tell me why. Because people would call and the

13:02

coach was like, he said to his friend, could

13:04

you please answer the phone for me? And I'm

13:07

not kidding. We mystery shopped meaning that my company

13:09

would call the phone number to see what would

13:11

happen. And the guy would answer and

13:13

go, what's up? And then he would say,

13:15

hey is this such and such? And he would go, oh yeah,

13:17

yeah, yeah, yeah, this is such and such. And

13:19

then he would go, hey can I take a number? And

13:21

then he would just basically take a number and

13:23

give it to the coach. Wow. So it was

13:25

like having a human voicemail. I mean it didn't

13:27

do any good and there was no system. So

13:30

in defense of the guy he hired, he had

13:32

no sales training. He had no experience. He didn't

13:34

know what he was doing. So you have to

13:36

have an inbound, you want to rate yourself on

13:38

a scale of one to ten. Ten is you

13:40

have an inbound sales script that's awesome and one

13:42

is it's just a disaster. So number four and

13:44

five, he didn't have an inbound sales call script

13:46

or an outbound sales script. Yeah and I

13:48

want to walk you through this. So you have like an inbound sales script,

13:50

yes. But you also have an outbound. What are you

13:52

going to call somebody? How do you do that? Um,

13:54

well this coach, I listened to his calls and

13:56

they were great. The coach just through

13:58

trial and error had learned how to do it. to make an

14:00

outbound call. So anytime that somebody would

14:02

inquire and say, hey, I'm looking to sign

14:04

up little Johnny for soccer classes, he

14:07

just knew how to pick up a phone and call him because

14:09

he'd done it so much. But then

14:11

every time that he would try to attempt to teach someone

14:13

else, he would always go, well, you have to have experience

14:15

and you have to be an expert. It takes about 10

14:17

years. Who in their right mind

14:19

is going to go work for a soccer coach

14:21

for a decade to learn how to make cold

14:24

calls? Have you seen that Netflix video about the

14:26

guy who goes and works for the sushi master?

14:28

Have you seen this? He

14:30

goes and works for a sushi master

14:32

for I think like, I'll

14:34

put the name of the video up on the screen, but he

14:36

goes and works for the sushi master for like a decade so

14:38

that he can become a sushi master. I hate to

14:40

break it to you, but most people don't want to

14:42

be like an outbound soccer coach calling master. Most

14:45

people want a job. So if

14:47

it takes you a nuclear half-life to teach somebody how

14:50

to do the job, you're not going to stick around.

14:52

So you need to have scripts in

14:54

place. Good. Up next,

14:56

we're going to be talking about formalized

14:58

upselling and cross-selling. So stay tuned. We'll

15:01

be right back. All right. We

15:03

are back. We are talking about decreasing

15:05

your business reliance on you. And Clay, we're

15:07

talking about this coach that had a situation

15:09

that he wanted you to help him

15:12

with his business. And we're picking it

15:14

up here on the 29-point business self-evaluation.

15:17

He didn't have, point number six,

15:19

a formalized upselling or cross-selling sales

15:21

presentation script. Okay. Here's

15:24

the deal. We're coaches who coach soccer,

15:26

but it also works for neurologists. I

15:29

just remember the dentist this works great with, is

15:32

about 10% of your customers. I

15:35

mean, 10%, where do I get the number? I'm just telling you

15:37

from experience, about 10% of your customers,

15:39

if you have 100 customers or more, 10%

15:41

want to buy the premium. Whatever

15:44

that is, they just want the premium. So

15:47

he didn't have a system in place that

15:49

would mention the options. So

15:51

we simply introduced a system where he called all

15:53

of his customers and he would say, if you

15:55

kind of role play with me, yeah, Hey, is

15:57

this Mr. Miranda? Yeah. Mr. Miranda, Hey, this

15:59

is coach. Clark, I coach your son there with

16:01

the third grade soccer. Oh yeah, yeah, Joseph. Yeah,

16:03

well hey, I noticed he's got a lot of

16:05

potential, and I just didn't know if you knew

16:07

about our one-on-one private coaching we offer. But have

16:10

you heard about that? No, I had no idea.

16:12

Well, basically what we do is we either have

16:14

group sessions, you know, we obviously have our team

16:16

training, the whole team. We also have groups where

16:18

it's two-on-two, where there's two coaches and two players,

16:20

it's kind of a, we have the one-on-one session

16:22

too. With the two-on-two, we can kind of rotate

16:24

defense, offense, different drills. With one-on-one, it's just your

16:26

son and one of the coaches. I

16:28

didn't know if that was something you might be interested in. Man, I would

16:31

love to. Well, you know what we do is, nobody told me that.

16:33

Well, the first training is free. So let's go ahead and just set

16:35

it up, and then you can see if it's a good fit, and

16:37

if it is, boom. Well, what happened is, and I'm not exaggerating, guess

16:40

how much a parent was willing to pay per

16:42

month for that package? Per month? I

16:44

have no idea. A hundred bucks? Couple

16:47

hundred bucks? Fifteen hundred dollars. What? Yes.

16:50

And one parent said, my son, I've heard he's good

16:52

enough to potentially play Division I. I know that I

16:54

did play Division I, and I'd like to invest in

16:56

his future. So the parent who wasn't very wealthy was

16:58

spending $1,500 a month just

17:00

for privates. I'm not exaggerating. With 200-something

17:02

kids, we were able to sell, I think

17:04

it was six or seven people on the $1,500 package. They

17:07

were very happy with it. We call

17:09

it upselling, but some people call it upserving.

17:11

Jim Kaffkart, one of our mentors, calls it

17:13

that. Some people say, when you say selling,

17:15

it sounds like you're manipulating people. Fine. He

17:18

gave us money, and we didn't give it back in exchange

17:21

for services that we used to take our wives on day.

17:23

Well, he had a need. Yeah, he had a need. And

17:26

then we had, I don't remember the numbers now for the other

17:28

kids, but I think we had 20 kids that did the two-on-two

17:30

practice thing where it was like $250 a month, and then everyone

17:34

else was doing $150. So that

17:36

increased the profits by thousands, like $7,000 by asking.

17:40

So there was no system in place. The dentist I

17:42

worked with, we simply let everyone know that we do

17:44

veneers. We said, hey, are you familiar that we do

17:46

cosmetic dentistry as well? Customers said, patients

17:48

said, no, I'm not. We said, are you aware

17:51

that we have 100% interest-free financing? We

17:53

have through a company called Care Credit. So you could

17:56

pay as little as $100 a month and have a

17:58

smile. You've always wanted a little bit. I want

18:00

to do that. I mean, it just, you have

18:02

to systemically ask simple questions. There's no system in

18:04

place. So just ask yourself on a scale of

18:06

one to ten, how systematic are you about asking

18:08

each and every single customer, do

18:10

you want ABC and the

18:13

way that a restaurant would? Do you want appetizers

18:15

with that? What would you like to drink tonight? Would

18:17

you like a dessert? I mean, it's just asking. Beautiful.

18:19

All right. Number seven, this

18:21

coach, he did not have a systematic

18:24

customer wow experience

18:26

baked into his workflow. He also did not

18:28

have a documented workflow at all.

18:30

Okay, let's talk about these two things. What is

18:33

a wow experience and then what is a workflow?

18:35

Well, okay. The wow experience is when

18:37

you go to Starbucks, they say, what's your

18:39

name? And I say, Clay, and they write your

18:41

name on the cup. Right? So they

18:43

write your name on the cup and so they

18:45

say, Clay, your Frappuccino, cappuccino, whatever the heck it

18:48

is, is available. Right? And

18:50

I go, okay, great. You know, because they wrote my name on the

18:52

cup. So it feels a little more personable. But

18:54

when you walk in, how does a Starbucks smell? It

18:56

smells very nice. Why? Because

18:58

it's on a checklist. So it smells good. It

19:01

visually looks good. How come you go into some restaurants

19:03

and they look hood? Yeah. How

19:05

come some look good? Because it says it's a checklist.

19:09

Starbucks looks good. It smells good. The

19:11

music was thought out. It's very thoughtful. What

19:13

kind of music are we going to play? They're

19:15

not just playing whatever randomly is available. It's all

19:17

thought. It's very methodical. It's an

19:19

experience, an ambience. Why is that important,

19:21

do you think, to a business to

19:23

have a wow experience? Well, here's a

19:25

little knowledge bomb. You know,

19:27

that knowledge bomb wasn't quite as well. That was a weak

19:29

one. That was like a baby bomb. Yeah, we need one more.

19:32

Just a little more. Oh, there we

19:34

go. That's powerful. Well, the knowledge

19:36

bomb is by default. Yeah.

19:38

Anything falls to the level

19:41

of preparation. Oh, that's

19:43

deep, man. So you know, if you're in the military,

19:45

which we have a lot of respect for the military, we

19:47

have free subscriptions for all the military members. It's pretty awesome.

19:50

But those people, when you're in combat, you don't have

19:52

time to go. Now, how does that, how does that,

19:54

how does that missile work again? I mean, if you're

19:57

in combat, it needs to be automatic at that point.

19:59

Right. In business, your day is very

20:01

busy. People are coming in to buy coffee. They are

20:03

coming out to buy coffee. They

20:05

are coming in to sign up for the soccer classes. We

20:09

found that his lobby was gross. No

20:13

offense to anybody who works at

20:16

Shell. But come on! What

20:18

is going on in your bathroom? It looks

20:20

like you are growing some sort of mouse

20:22

trap protective suit. Seriously,

20:26

you are into those bathrooms that are

20:28

nasty. You have to wear yellow robes.

20:32

If you look like a quick trip though, it is very nice.

20:34

Or a Starbucks. It is very nice. There

20:36

was no system. We helped to make a system to

20:38

where it would look good, smell good. It

20:41

was a checklist. Every day, all those aspects were there. There

20:43

was a certain kind of music we played. I am ashamed

20:45

to say, but it was true. One

20:47

of the coaches, the second coach he hired, played

20:49

very, very crazy offensive music while the kids

20:51

were there like third graders, fourth graders. When

20:54

the coach was gone, he did not know. But I am not

20:56

kidding. You would walk in. It was like

20:58

a Tupac tribute album. Parents

21:02

would pull up and go, hey, the music

21:05

last night was kind of offensive. We had

21:07

to build a workflow. The workflow is just

21:09

a systemic step-by-step process

21:11

from the time they walk into the

21:13

door. From the time the phone rings,

21:15

basically the workflow is from the time that you

21:17

first interact with the customer through your marketing all

21:20

the way until you document it in

21:22

accounting. What is the step-by-step process? There

21:24

was nothing in place. Excellent. Point

21:27

number eight on the 29-point

21:29

business self-evaluation. This gentleman, he

21:32

did not have a way

21:34

to scalably deliver his coaching

21:36

services without physically being the

21:38

coach. This is important. He

21:41

was a ridiculous soccer

21:43

player. You know the guy who can dribble

21:45

the ball? You

21:47

can bounce it where you can juggle the ball for like

21:50

an hour and then have a conversation. You're

21:52

like, yeah, and so the weekend I did this, I

21:54

did that. You're just bouncing the ball on his head,

21:56

on his knee, on his whatever. That was a great

21:58

thing and parents loved it. Because he could do,

22:00

if you've ever been around a really

22:02

experienced soccer player, they can put a spin on

22:04

the ball that's ridiculous. They can like, I

22:07

mean they can aim the ball in a specific way. A

22:09

curve ball. They can put a curve ball in.

22:11

Yeah, it's crazy. You've been around it. Oh yeah.

22:14

Oh yeah. And he could do that. And the problem

22:16

was that that's what brought in the

22:18

customers. And over time when his

22:20

physical health deteriorated through a series

22:22

of back surgeries

22:25

and endless

22:27

nerve damage and just a lot of stuff,

22:29

he got to a point where his laser

22:31

show was just literally walking.

22:35

Wow. And so he wasn't able to use

22:37

that as a way to draw on customers.

22:39

We built checklists on how to run a practice, how

22:42

to train. We actually teamed up with another guy

22:44

who we made training DVDs that all the kids

22:47

could get. We became lessons they had to do

22:49

at home. There was workbooks and things we

22:51

built so that a skilled, a player

22:53

who'd played at the high school level, probably at

22:55

a varsity level, could teach when there's many more

22:57

of those people than people that have played at

22:59

the pro level. Wow. Wow,

23:01

wow, wow. Number nine. He

23:04

didn't have any understanding of his break

23:06

even point, his goal achievement point, when

23:08

his taxes were due, how much money

23:10

he was making or losing each

23:13

week. Okay, week. Why is this

23:15

important? My Spanish accent is week,

23:17

week, week, week. Hey, you know what I'm still

23:19

working on my English so you don't worry about

23:21

that. We're all good. We're all

23:23

about the break even point. Your break even

23:26

point is the point at which during the

23:28

month your company will break even. You'll pay,

23:30

your costs and your expenses will equal out.

23:33

By not knowing that number, it's

23:35

impossible for you to know

23:37

if you're getting ahead or behind. So

23:40

he had no idea. No idea at all. Furthermore,

23:43

when you're slinging mud, what

23:46

you want to do is you want to quit digging. You

23:48

know what I'm saying? As an entrepreneur, a

23:51

lot of times if something's not working and

23:54

you ... I'm an entrepreneur

23:56

through and through. I've been self-employed in some capacity since

23:58

I was 16 years old. just want to

24:00

keep going faster. And what was happening was

24:02

that he would literally sign up a kid for about 150 bucks

24:04

and his costs were

24:06

like 170, 160. Our

24:09

Thrive CFO, he has seen this kind of

24:12

thing in businesses where people

24:14

just have no idea about

24:16

their break-even analysis. So with

24:19

the photography business that I'm a part owner of, I

24:21

work with Dan and Matt and some of the guys

24:23

here that are investors in Thrive 15 as well, I

24:25

know how much I'm going

24:27

to get paid per week based upon what we call PROFORMA,

24:29

which is a projected formula and we have a template available

24:31

for all the drivers. You can call in if you don't

24:34

know how to do that, we can help you. But what

24:36

happened was he had no idea of that. He didn't know

24:38

his goal achievement point. He didn't know how many deals he

24:40

needed to even achieve financial freedom.

24:42

He didn't know how many he needed to achieve time

24:44

freedom. He didn't know when his taxes were due. And

24:47

that right there, that

24:49

right there, I mean that is like one of those, I

24:51

mean, this is

24:54

like, like I don't, I

24:56

just want to, isn't that April 15th or is

24:58

it the 13th? Just kidding. I

25:01

just want everyone to kind of marinate on

25:03

this thought. If

25:05

one does not set aside money for

25:07

taxes, how much money will

25:11

one owe in taxes at the end

25:13

of the year? Everything. I

25:16

mean, now what if one does not

25:18

pay taxes at all? What

25:21

will happen? You'll have

25:23

a new bedroom in the local jail. What

25:25

happens is the IRS, we'll call them the earths,

25:27

these guys come in and

25:30

they just say home skillet, you

25:32

owe money. Now he had been audited

25:34

twice and had been hit up with

25:36

massive, I'm not kidding, massive,

25:39

massive amounts of like, I mean,

25:42

we're, we're, he's

25:44

been hit up with massive, just

25:46

massive amounts of tax,

25:49

like, like penalties. And

25:52

I'm not exaggerating, $13,000 tax penalty, $10,500, big. If

25:57

You're a small business owner. many small business owners don't know

25:59

what they owe in. And so you know

26:01

he didn't know these things and so what we

26:03

did arm and a positive ways We help them

26:05

figure out how much needed to set aside each

26:07

month he helped them for gonna pay his estimated

26:09

quarterly taxes. Would we can help you try to

26:11

think awesome that we have them determines break even

26:13

point We hope to achieve his goal achievement point

26:15

Meaning this is how many we built it and

26:17

I can say is is a Citrus two or

26:19

three weeks ahead Two hundred and fifty kids. And.

26:23

Ten. Premium. The

26:25

thought of this? Fifteen hundred dollars a month

26:27

in the Premium package? Yeah, yeah, we put

26:29

in the line the since. once you hit

26:32

this number. You can literally hire

26:34

someone to replace you and basically retire if

26:36

you want to. Amazing. So now as

26:38

he's working towards that he knows that the he'll

26:40

still on the business but he can be kind

26:42

of that semi retired. yeah income will come in

26:44

a paper, all the bills he could hire a

26:46

coach and afford to replace himself in. It was

26:49

so exciting to somebody who was working so hard

26:51

and not knowing if they were ever getting ahead.

26:53

They're kind of like in the ocean palin very

26:55

fast but not knowing where the shoreline was. Yeah

26:57

and this is submit. A lot of entrepreneurs can

26:59

just write yourself on a scale of wanted him

27:01

in this area and your what? we're trying to

27:03

lose One to get to a score here and

27:05

average which are did you add up all these

27:07

numbers. Garcia out up all that the are

27:09

you write yourself on a scale of one

27:12

to ten adam all up and are gonna

27:14

divide it guy? You gonna divide us by

27:16

the total number sega developer, twenty nine and

27:18

at the end if your score is probably

27:20

of. Seventy. Or less.

27:23

You're. Probably financially not where you want to

27:25

be. Is your that ninetieth percentile above your?

27:27

Probably growing a lot and you probably just

27:29

need some mentorship to help you. So unfortunately,

27:32

his career was, you know, high fifties and

27:34

that's kind of why he was in the

27:36

bad spot. With the gun is real to

27:38

help very young. that's a good spot at

27:40

number ten. The kind of goes hand in

27:42

hand with what you were saying. He had

27:45

no concept of his overall profitability per customer

27:47

status. Couldn't tell you how much property make

27:49

per customer at all I want our in

27:51

the Dj business. I knew one. sixty seven

27:53

was the number so i knew that of i did

27:55

your wedding for a certain price i knew that one

27:58

hundred and sixty seven dollars has what i would aside

28:00

to pay myself. So

28:02

if we did 10 weddings, I

28:04

knew that I would pay myself roughly $1,600

28:06

and something like that. How

28:09

do you come up with that number? I mean, how do you

28:11

come up with what you want to make per customer? How do

28:13

you come to a point where, for

28:16

example, you know how much money you

28:19

want to earn per haircut at your

28:21

main screwing point. How

28:23

do you come up to that specific number? This

28:25

is what I did for the haircut business. I

28:28

know how many chairs I can fit into the building. My

28:31

capacity. So step one, you want to write this down, drivers,

28:33

you want to know your capacity. My

28:35

capacity, the elephant in the room, is nine chairs.

28:38

I believe we can get to 11. Secretly, I'm trying

28:40

to do the bunk bed style haircut where you're going

28:42

to share a chair with someone else. But my partner

28:45

is probably smarter. You can put some stairs. Dude, I'm

28:47

seriously trying to fit 11 in there. But

28:49

he said nine. So at nine, I knew

28:51

the average person takes about a half hour for their

28:53

haircut. And we're open 10 hours a day.

28:55

So we can do 20 cuts a day per chair.

28:57

So how many is that per week? Well, 20 per

29:00

day per chair. So you have nine chairs, 180 haircuts

29:02

a day. And

29:05

then you got six days a week. And you add it up

29:07

and you figure out, okay, this is the max number of haircuts

29:09

we could possibly do. Then you want to figure out, okay, what

29:13

are my financial goals? So I write them down. And

29:16

I do the math. I figure out, this is how much

29:18

I have to charge per haircut in order

29:20

to achieve our financial goals. And

29:22

our financial goals are to franchise so

29:24

we can open up all over the country. And

29:27

so we teamed up with Jonathan Barnett. He's one of

29:29

the founders of, he's actually the founder of Oxifresh. And

29:32

he has hundreds of locations all over the

29:34

world. He's one of our partners. And so

29:36

we know the profitability in order to become

29:38

a small business compliant, where an SBA compliant

29:40

business where a bank would actually lend you

29:42

money to buy an elephant in the room

29:44

if you wanted to buy a franchise. You

29:46

have to be SBA compliant. And to be

29:48

SBA compliant, you have to operate at a

29:51

certain profitability. So it's kind of

29:53

cool. They actually, you know, but also I wanted to

29:55

make some money. And so I figured out that number.

29:57

And with the coach, I Sat down with the coach as a coach. Don't

30:00

make any kind of like well if I could

30:02

make forty thousand on behalf and like why would

30:04

you want to work forty thousand mean work in

30:06

every weekend you're always on, call your up at

30:08

night, why would you want to own your own?

30:10

Mean if you're a bit sooner business yeah the

30:13

like at least pushed to I could be one

30:15

hundred know if you're an employee dystonia. I.

30:17

Have been an employee and I have

30:20

also been an ongoing consultant. I'm also

30:22

and honor of things when your eggs

30:24

and a consultant is awesome because you

30:26

really really care. But. It's Saturday

30:28

when you screw in the point screws up someone's

30:30

wedding. I we are of wedding photography business yeah

30:33

we screw up some as wedding they call the

30:35

owners. the owners have to deal with it right

30:37

or yell or whoever is in charge and you're

30:39

a consultant. It's kind of like monster deal as

30:41

I'm getting at is that arm and we sat

30:43

down. We had a dream on paper. what are

30:45

your financial goals We found out that he didn't

30:48

know so we asked the dream about what our

30:50

house he would have, what kind of lifestyle he

30:52

wanted to live, how much money he wanted to

30:54

make okay with dreamed on paper and we determined

30:56

this is what we need to charge. Per kid

30:58

and literally the price was created to

31:01

help him exchange his goods and services

31:03

for the financial compensation he wanted to

31:05

achieve his dreams, not anything else. And

31:07

then we figure out you know of

31:09

a performer the make sense excellent or

31:11

I think slipper certain that up. Next

31:13

we're going to be talking about P

31:15

R Public Relations campaign having that establish

31:17

in the business. Stay tuned, will be

31:19

right back. Or act like

31:21

we're back. We're talking about the twenty

31:23

nine point self evaluation for your business.

31:25

The Up we're talking about other coach

31:28

and any anybody name's you can apply

31:30

this to their lives and in their

31:32

business. So we're talking that this gentleman

31:34

of this company he didn't have a

31:36

cast by a cost base marketing or

31:38

public relations campaign impaired in place will

31:40

cause based marketing yeah I mean records

31:42

else are you Examples of three I

31:45

could think of is are more Be

31:47

parker you know you buy a pair

31:49

of glasses in you get. Apparently.

31:51

Aren't you wearing one of those? Right now?

31:54

I am wearing Doctors owners glasses in the

31:56

Doctors owners the Ceo of Thrive of team.com

31:58

and so I have. Immediately swear words

32:00

for i'm a total home remedy. What

32:02

if you're my partner on buying glasses

32:05

at your place of you better but

32:07

what part are other as I am

32:09

a place where you can buy your

32:11

glasses and when you buy them they

32:13

give a pair of glasses away arm.

32:15

Another example would be Tom's shoes. In

32:17

a you buy a pair of shoes

32:19

ah the give a pair of shoes

32:21

away from. Another example be Newman's dressing.

32:23

Yes you know all the profits go

32:25

back to charity. Ah another example would

32:27

be Bill Gates. Has the

32:29

Bill and Melinda Foundation in a worse.

32:31

Every time that term he receives a

32:33

billion dollar pledge. They they take that

32:36

money and they give it to causes

32:38

relief. What they can take The biggest

32:40

impact on the planet news and I'm

32:42

getting at with all those options is

32:44

that that allows you the media the

32:46

news. Every night they're looking to have

32:48

a story about the weather. About

32:50

crime. Yeah, about our sports. About

32:52

the media. Sick. The very predictable.

32:54

Every night the news talks about

32:56

the same things. Correct. One of

32:58

those things as referenced in Michael

33:01

Levine. He's actually a thrive fifteen

33:03

min over the Amazing or Michael

33:05

Levine book. Nor. Put the

33:07

book up on the screen here. But to? ah, Is.

33:09

Cause based marketing and the media is looking

33:12

for stories about companies that give back and

33:14

there's actually a term called be Corporation now

33:16

for companies that have designed a sustainable plan

33:19

for getting back. Seats are Starbucks is now

33:21

helping drill are wells in third world countries

33:23

I'm so if your business owner wants miss

33:25

right now and think about it I mean

33:28

you could do a deal where every time

33:30

that you a clean somebody teeth if you're

33:32

a dentist you donate five dollars back to

33:35

help out the local boys home this great

33:37

or zone elephant the room every time we

33:39

cut. your hair we don't need a dollar back

33:41

to the boys home we have that set up

33:44

and now i just don't it's a percentage amateur

33:46

the whole though the details but that's how you

33:48

did a cause based market and he didn't have

33:50

anything like that snare the sad thing was that

33:52

he was don't into a lot of causes it

33:55

was very humble no one knew he was doing

33:57

that was and i was going will hate just

33:59

tell people the things you stand for and

34:01

I bet you that other people

34:04

would come to

34:06

your aid and would be sympathetic

34:08

or empathetic to that cause. He

34:11

worked with kids with some disabilities and all

34:14

he did was share his story about how he dealt

34:17

with a family who had physical

34:19

disabilities and he shared how he gave

34:21

money and percentage of the profits back to these causes

34:24

and you would not believe how many

34:26

people, I mean I bet you 5

34:28

or 10% of the customers said the

34:30

reason why I choose to have soccer

34:32

classes here is because he stands

34:34

for a cause that is close to my heart.

34:36

Wow. So you have to find a cause that

34:38

you are passionate about that the media would also

34:40

want to consume. We have trainings on how to

34:42

make a press release and those kind of things.

34:45

Excellent. Alright, up next here

34:47

number 12. He also did not

34:49

have a file organization or an

34:51

existing nomenclature rules in place. Let

34:55

us break that down. Back in the 80's

34:57

when this song let it whip was going on. How

35:03

did it go? Sing it for me. Well whip

35:05

it, this is it right here. This is kind of when you had

35:07

quad skates back in the day. We would go roller skating with the

35:09

4 wheels on it back in the day. People

35:12

had a typewriter right? Oh yeah. They had

35:14

a computer that was super slow. So

35:16

how you save the digital file did not matter

35:18

right? Because this is how you would save it.

35:20

Back in the 80's you would go ahhhhh and

35:23

your computer was like $8,000 and it was like the size

35:26

of a garage. You would save something and it would just be

35:28

meh. You

35:30

had a typewriter. Remember the typewriter? You would type and you would get

35:32

to the end of the thing and you would hit it over and

35:34

you would just keep typing. If you ever made a mistake you would

35:36

get the little white out on it. It is ridiculous. So

35:39

that world is gone right? Well a lot of

35:41

us entrepreneurs are still old school. I mean

35:43

if you are watching this right now and you

35:46

are wearing quad skates. You know I mean

35:48

this weekend you are like hey babe you are talking to your wife and

35:50

she is like what do you want to do this weekend? You say why

35:52

don't we go out to the roller skating rink and I got my quad

35:54

skates on and we are going to. There is

35:56

actually a group of roller skaters in

35:59

Mission Beach, California. The dancers, the dancers?

36:01

Yeah, they meet up there. We'll put a picture of

36:03

them on the screen. But if

36:05

you're, I'm just telling you, if your file

36:07

naming system hasn't been updated

36:09

since the 80s or maybe

36:11

you don't have a system at all, or it's

36:13

weird, we have very specific trainings on Thrive 15

36:15

on how to actually organize your

36:18

files correctly. But file nomenclature, how you

36:20

name things is super important. So if

36:22

you said to me, this just happened

36:24

last week. Tell me. My

36:26

father, he has ALS, and my mom

36:29

is reaching out to me because my father unfortunately is

36:31

going to pass away soon. So my mom said to

36:33

me, she says, do you have

36:36

that photo of dad

36:38

with the girls when they were dancing? My

36:40

dad asked for the little girls to put

36:42

on their wedding dresses or kind of dance, they dressed up

36:45

like they're in wedding dresses so he could dance with them,

36:47

kind of maybe see them on the day of their

36:49

wedding kind of thing. And it kind of hits them. That's special.

36:51

And so my mom said, do you have the photos?

36:54

So I go, well, well. Because

36:56

everyone in the family always asks me, do you have

36:58

the photos? Yeah. I mean, hey, do you

37:01

know where the insurance policy is? Yeah. Do

37:03

you know where your tax return is in 2015? Yeah.

37:05

Hey, where's the EIN? Right

37:07

here. Where's your employee identification number?

37:10

Right here. Hey, where's the PR kit? Right

37:12

here. So whether it's a deep thing

37:14

in business, a lot of it can be the difference of life and

37:16

death. I mean, the wedding business. So

37:18

true. If you can't find the girls' photos and

37:20

you took her wedding photos, that's bad for the

37:22

haircut business. You can't find... Seriously, if

37:24

I can't organize the checklists and

37:27

I can't train my staff, you wouldn't believe

37:29

how many business owners don't have their passwords

37:31

saved anywhere. They don't know their checklists. They

37:33

don't know. So I'm just saying, this guy, we

37:35

asked him on a scale of one to 10 and he goes, I have

37:38

no idea where any of my digital files are. Some are on my

37:40

laptop. Some are on Google

37:42

Drive. Some are on a computer.

37:45

What do you recommend? What do you recommend?

37:48

I would recommend specifically that you use Dropbox.

37:50

Okay. I would recommend that you set up with your premium

37:52

plan, whatever they call it now. And I would

37:54

recommend that you would use a file

37:57

nomenclature system where you label your marketing

37:59

folder. as one dash marketing

38:01

will put some what will do is will

38:03

do a screenshot okay of how we save

38:05

file so you can see it but I

38:07

would highly recommend that you follow a linear

38:09

specific system for file naming and that you're

38:11

not just doing by default drifting you're not

38:13

just randomly doing whatever even wherever whenever in

38:15

its everyone on your team does it the

38:17

same way like freak out about it like

38:20

it has to happen seriously so

38:22

so true alright here next he

38:25

did not have a talent recruitment

38:27

and scripted job posting in in

38:30

acquiring responding or interviewing process in place

38:32

and I won't worry out on this

38:34

because we have some great training coming

38:36

up on this later in in our

38:38

series here yeah but every

38:40

week your your employees your teammates your

38:43

members your contractors whatever they are your

38:45

your teammates they are the lifeblood

38:47

of your organization and you have to do recruitment

38:50

every week because let's say you have

38:52

a really really really good employee really

38:55

good teammate yeah I mean

38:57

it's a tour of duty I mean maybe the guy

38:59

wants to get married and in moved New York maybe

39:02

the guy wants to be with you forever maybe

39:06

the guy all the sudden he's going through some personal problems

39:08

and wants to move on maybe the guy want me you

39:11

don't know you need to have a

39:13

recruitment valve accrument system so that you always

39:15

have an inbound pipeline of new people yeah

39:17

he had no system for doing that and

39:19

you really should have a weekly interview you

39:22

step on going job posts it's something you

39:24

do every day and I recommend you only

39:27

don't do your weekly recruiting processes on the

39:29

weeks where you don't want to be successful

39:31

so the week for you say I do

39:34

not want to be successful that's the week

39:36

where you just don't do it mmm

39:38

mmm you're saying that's powerful yeah all right he

39:41

also didn't have an ongoing training program set in

39:43

place for his staff okay anytime someone would come

39:45

and work for the guy I touched on a

39:47

little bit earlier yeah they would say well coach

39:50

what do I do and he's like what we

39:52

want to do out there you want to bring

39:54

intensity and passion I remember hearing that

39:56

every time I was Just curious you would you

39:58

want to bring intensity? Her

40:00

the every time a d were like paint

40:02

what does that mean about it's I would

40:05

sit around like do you know what the

40:07

coach means that he got I have no

40:09

to restore Uma and he would go back.

40:11

Listen seriously I'm never the surface the situation

40:13

he's gonna discussed His poor guy Trevor Trevor

40:15

A. Current. Head. Coach

40:17

or like take forever. I. Want some

40:20

intensity? Or right and I want

40:22

you to bring compassion. As a travers is

40:24

I don't know they don't in several Would

40:26

promise I will coach what drills the want

40:28

us to do State: I'm not going to

40:30

put. On not gonna make you be

40:32

a robot here but I want you to bring some

40:34

passion. Okay, While because you need

40:36

to bring some money it's a passionate wicked was

40:39

clueless. more think the coats had no clue how

40:41

to train other coaches and therefore the kids that

40:43

they were coaching had no i you they're doing

40:45

So we had to build a system and now

40:47

they're was of. We build a system for the

40:50

set warm up some like how to warm up

40:52

kids, what specific drills to do, how long they

40:54

should take all I can check with the rights

40:56

or it's. Maximum. Number Fifteen,

40:58

He was not been intentional

41:01

about developing any banking relationships

41:03

or friendships with those who

41:05

have the ability to invest

41:07

in businesses. Forget why is

41:09

important But years ago, two

41:11

thousand and. Six

41:14

Seven yes I'm thirty five now so everything seems

41:16

like the other day I keep saying be other

41:18

day but it was like ten years ago. Us

41:20

But you know I'm seriously we a double us

41:23

Rita one of our our our hosts the are

41:25

no doubt that herb a dip like hurt her.

41:27

Niece who I think is nine or ten

41:29

I think she was ten cities our teacher

41:31

is that right stasi a teacher. I thought

41:34

she was nine and as well as I

41:36

know she actually l prodigies actually graduated in.

41:38

She's a full teacher of us. I got

41:40

little kids like in some weird like know

41:43

she's a real the spontaneous that into hadn't

41:45

sixteen seven or was I wanted to buy

41:47

a party rental company bigger than unless you're

41:49

a moron. you want to part with all

41:51

of your cash to buy a business. What

41:54

you want to do. You want to leverage

41:56

your position and you want. to buy

41:58

a business any want to limit the

42:00

amount of cash you put into it so you have

42:02

money left in reserve so when things go bad you're

42:04

not up a creek. So I

42:06

went to the bank and the banker, his name

42:08

was Derek and I've known Derek for a decade.

42:11

I've deposited money at his bank for a decade.

42:13

I used to call the number 499 whatever

42:16

the heck it was and I would call every Monday

42:18

and transfer money. I'd meet him all the time. So

42:20

I said Trevor I would like to get a bank

42:23

loan and Trevor said no problem. All

42:25

I need is your updated P&L and 20% down and

42:27

we'll get it done. So I went into the bank,

42:29

I gave him my P&L and I got a loan. What's

42:32

P&L? Profit and loss statement,

42:34

balance sheet, various things. We have

42:36

trainings on how to do that by the way. But I went in and

42:38

you know what I see a lot of entrepreneurs doing in this guy's case?

42:40

He was banking at Bank of America and

42:43

Chase. No disrespect for Chase or Bank of America.

42:46

AP Gianini, the high

42:48

school dropout who started Bank of America is one of my

42:50

heroes. But no one at

42:52

the bank knew him because he never built a relationship. So

42:55

he was trying to get money to grow and

42:57

the banks were going who are you?

43:00

I am coach such and such, I deposit money every week.

43:02

And the bank people were like do we

43:04

know you from somewhere? Yeah my name is

43:07

on the deposit slip that I drop in

43:09

your window. Just a name. But relationships, I'm

43:11

just trying to explain this to you. When

43:14

you're trying to borrow money, the

43:16

banks look for three things. They look at

43:18

your credit history, they look at your ability to

43:20

pay back the loan or collateral and they look

43:22

at you and they're like if

43:24

you are a disaster, we don't like you, we don't know

43:26

you, then we're not going to lend to you. That's as

43:29

deep as it gets. And so I encourage everyone to be

43:31

intentional to make sure you go by the bank and shake

43:33

their hands and say what's up? Talk

43:36

to them, how you doing? So I get calls all the time

43:38

from my bank, there's a lady named Candy up there. Candy will

43:40

call Clay Clark, what's up? And I always take the extra time

43:42

to go Candy, how are you? And she goes I'm busy all

43:44

the time. You know she's busy too but I'm sure. Candy, I'm

43:46

doing great, how are you? Clay, I'm doing great.

43:48

Can I get some extra suckers? She goes for the kids?

43:51

No, for me Candy. Half dozen

43:53

for me. And I come by and it's a way on

43:55

a Friday I usually go by before the way home. Just to kind

43:57

of talk with her and talk to the

43:59

people there. What's up guys, how are you doing? Because that's

44:01

how you get things done. Wow, thanks for

44:03

sharing that's powerful. Boom. Yeah,

44:06

that's what I do here. Number 16, he

44:08

was not doing anything intentionally to become a

44:10

leader that his employees would follow. Well,

44:13

this right here is the unfortunate truth

44:15

of entrepreneurship. I think I have my

44:17

little unfortunate truth button here. This is

44:19

the one that, here it is. No,

44:24

the big deal is not under door number

44:27

two. Here's the deal. If

44:29

you are an idiot, people

44:31

know. You

44:34

know what I'm saying? If you, in

44:36

this particular person's case, he's a good

44:38

person, but he dressed like he was

44:40

homeless most of the time. Just coach? Oh

44:44

yeah. And he would usually get to practice

44:46

at the same time the kids did. The

44:48

kids are getting out there, the practice starts

44:51

at five, and the coach is scrambling

44:53

around asking parents, hey, hey, Paul, hey, Carl, what's going

44:55

on? Can you guys put me set up some cones

44:57

here? We'll get started. The parents are thinking,

45:00

you freaking jerk. We're paying you $100 something a month. Why

45:04

are you getting here when we're getting here?

45:06

And he's like, hey, hey guys. Well, hey, I'll tell you

45:08

what. Today

45:11

we're going to do a drill. I like to call it, and you

45:13

know he's making it up. I

45:15

call this drill the old

45:17

weave drill. And it has

45:20

three things that everyone needs to know.

45:24

Teamwork. Teamwork and

45:26

more teamwork. Yeah, and they kind of make him

45:28

up on the front. And people, but his staff,

45:30

as he started hiring people, people who were, I

45:33

mean, third graders like, this guy's awesome. He's got

45:35

his three, every week he's like,

45:37

guys, I have three rules for success there. And

45:40

we just make him up. And the third graders

45:42

are like, we're not worthy. This guy's awesome. But

45:44

the parents are going, this guy's probably a disaster.

45:46

He's probably living with his mom right now, and

45:49

he's probably living, you know, I'm just serious. He's

45:51

probably living in his car. He's probably not real. And so the

45:54

employees who start working with him are starting to go, you

45:57

don't know what you're doing. You know, they're

45:59

not maybe saying it, but they're saying it. thinking it. Sure.

46:02

And so you have to be the kind of person that

46:04

you would follow. Yeah. So it's really

46:06

hard because people will hold you accountable and hold you

46:08

to a high standard and no one's perfect and we

46:10

all need to improve. I need to improve. We all

46:12

need to improve. But you have to really, really hold

46:14

yourself accountable to a certain high standard when you're in

46:17

business. Absolutely. Because you

46:19

want to become that leader worth following and that's very important.

46:21

It's tricky. JT,

46:23

do you know what time it is? Um,

46:25

4-10. It's

46:28

TiVo time in Tulsa, Oklahoma baby.

46:30

Tim TiVo is coming to Tulsa,

46:32

Oklahoma June 27th and 28th. We've

46:36

been doing business conferences here since 2005.

46:39

I've been hosting business conferences since 2005. What

46:42

year were you born? Dude,

46:45

I've been hosting business conferences since you were

46:47

10 years old, but I've never had the

46:49

two time Heisman award winning Tim TiVo come

46:52

present. And a lot of people, you know,

46:54

if I followed Tim TiVo's football career on

46:56

the field and off the

46:58

field and off the field, the guy's been just as

47:00

successful as he has been on the field.

47:03

Now the big question is JT, how does he do it? Well,

47:07

they're going to have to come and find out

47:09

because I don't know. Well, I'm just saying, Tim

47:12

TiVo is going to teach us how he organizes

47:14

his day, how he organizes his life, how he's

47:16

proactive with his faith, his family, his finances. He's

47:18

going to walk us through his mindset that he

47:20

brings into the gym, into business. It is going

47:22

to be a blasty blast in Tulsa, Jerusalem. Also

47:25

this is the first Thrive Time Show

47:28

event that we've had where we're going

47:30

to have a man who has built

47:32

a hundred million dollar net worth. Wow.

47:35

He'll be presenting. Now we've had a couple of presenters

47:37

that have had a billion dollar net worth in

47:40

some like a real estate sort of things. Yeah.

47:43

But this is the first time we've had

47:45

a guy who's built a service business and

47:47

he's built over a hundred million dollar net

47:49

worth in the service business. It's the yacht

47:51

driving, multi-state living guru

47:53

of franchising. Peter Tonton will be

47:55

in the house. This is the

47:57

founder of Snap Fitness, the guy

47:59

behind nine-round boxing he's gonna be here

48:01

in also russell also russell of oklahoma

48:04

june 27th and twenty eight gatie

48:06

why should everybody want to hear what

48:08

peter taunton has to say i'll continue

48:11

credible he's just a fountain of knowledge

48:13

he's off of his uh... inspired

48:15

me listening to him talking not only that he

48:17

also has uh... he practices what he teaches so

48:19

he's a real teacher is not a feature like

48:21

business school teachers so you gotta come learn from

48:23

also let me tell you something i don't get

48:26

this wrong because i get it wrong uh...

48:28

sort of a state used to prove that up by

48:30

the so michael v this is michael

48:32

v he's going to be coming he

48:34

said who was my colivians i don't

48:37

get this wrong this is the p

48:39

r consultant of choice for michael jackson

48:41

well print for nike for charlton heston

48:43

for nancy garrigan thirty four grammy award

48:45

winners forty three new york times best-selling

48:47

authors he's represented including pretty much everybody

48:49

you know who's been a super celebrity

48:51

this is michael v a good friend

48:54

of mine he's gonna come and talk

48:56

to you about personal branding and the

48:58

mindset needed to be super successful the

49:00

lineup will continue to grow we have

49:02

the hit christian reporting artist holding dixon

49:04

in the house people holding

49:07

dixon yet michael

49:11

christian music holding dixon's going to be in the

49:13

house performing the wonderful continue to grow each

49:16

and every day we're gonna add more and

49:18

more speakers to this all-star lineup but i've

49:20

heard everybody out there today it

49:22

does today go to drive time

49:24

show.com drive time show.com it

49:27

might be saying well how do i do it i'm

49:29

gonna write you a bit of work he's gonna thrive time show.com

49:31

let's go there now we're doing the proper going to

49:33

try to learn that right now and

49:35

you go through time to talk about you click on

49:37

the business conferences button and you click on

49:39

the request tickets button right there uh... the way

49:42

i do our conferences we tell people two hundred fifty dollars

49:44

to get a ticket yet or whatever

49:46

price that you could afford and

49:48

the reason why do that is i grew up without money uh...

49:51

jt you're in the process of building

49:53

a super successful company uh... yeah

49:55

you start out with a million dollars in the bank account

49:58

no i did not know denied getting any

50:00

loans, nothing like that, did not get an

50:02

inheritance from parents or anything like that. I

50:05

had to work for it and I'm super grateful I came to

50:07

a business conference. That's actually how I met you, met Peter Ton

50:09

and I met all these people. So if you're

50:11

out there today and you want to come to our workshop, again, you

50:13

just got to go to thrivetimeshow.com. You might

50:15

say, well, when's it going to be? June 27th and 28th. You

50:18

might say, well, who's speaking? We already covered that. You

50:20

might say, where's it going to be? It's going to

50:22

be in Tulsa, Jerusalem, Oklahoma. What is it? Tulsa, Jerusalem.

50:26

I'm really trying to rebrand Tulsa as Tulsa,

50:28

Jerusalem, sort of like the Jerusalem of America.

50:31

But if you type in thrivetimeshow in jinks, you can

50:33

get a sneak peek or a look at our office

50:35

facility. This is what it looks like. This

50:37

is where you're headed. It's going to be a blasty

50:40

blast. You can look inside, see the facility. We're

50:42

going to have hundreds of entrepreneurs here. It

50:44

is going to be packed. Now, for this particular

50:46

event, folks, the seating is

50:48

always limited because my facility isn't

50:50

a limitless convention

50:52

center. They're coming to my actual home office. And

50:55

so it's going to be packed. So

50:57

when June 27th and 28th, who? You?

51:00

You're going to come. Who? I'm talking

51:02

to you. And again,

51:05

you can name your price. We tell people

51:07

it's $250 or whatever price you can afford.

51:09

And we do have some select VIP tickets,

51:11

which gives you an access to meet some of the

51:13

speakers and those sorts of things. And those tickets are

51:15

$500. It's a

51:17

two-day interactive business workshop over 20

51:20

hours of business training. We're going to give you

51:22

a copy of my newest book, The Millionaire's Guide

51:24

to Becoming Sustainably Rich. You're going to leave with

51:26

a workbook. You're going to leave with everything you

51:28

need to know to start and grow a super

51:30

successful company. It's

51:33

practical. It's actionable. And it's Tebow Time right here

51:35

in Tulsa, Jerusalem. Get those tickets today at thrivetimeshow.com.

51:37

Again, that's thrivetimeshow.com. Hello, I'm Michael Levine. And

51:42

I'm talking to you right now

51:45

from the center of Hollywood, California,

51:47

where I have represented over the last 35 years

51:49

58 Academy Award winners,

51:51

34 Grammy Award winners, 43 New

51:56

York Times bestsellers. I've

51:59

represented a lot of people. of major

52:01

stars and I've worked

52:03

with a lot of major companies and

52:06

I think I've learned a few things about

52:08

what makes them work and what makes

52:10

them not work. Now why

52:13

would a man living in Hollywood,

52:15

California in the beautiful sunny weather

52:17

of LA come

52:19

to Tulsa because last year I

52:21

did it and it was damn exciting. Clay

52:24

Clark has put together an

52:26

exceptional presentation,

52:29

really life-changing and

52:31

I'm looking forward to seeing you there. I'm Ryan

52:33

Levine, I'll see you in Tulsa. James,

52:37

did I tell you my good friend

52:39

John Lee Dumas is also joining us

52:41

at the in-person two-day interactive thrive time

52:43

show business workshop. That Tim Tebow and

52:45

that Michael Levine will be at the,

52:47

have I told you this? You

52:49

have not told me that. Oh he's

52:52

coming all the way from Puerto Rico.

52:54

This is John Lee Dumas, the host

52:56

of the chart topping eofire.com podcast. He's

52:58

absolutely a living legend. This guy started

53:00

a podcast after wrapping

53:03

up his service in the United States

53:05

military and he started recording this podcast

53:07

daily in his home to the point

53:10

where he started interviewing big time folks

53:12

like Gary Vaynerchuk, like Tony Robbins and

53:14

he just kept interviewing bigger and bigger

53:16

names putting up shows day after day

53:18

and now he is the legendary host

53:20

of the EOFire podcast and he's traveling

53:23

all the way from Puerto Rico

53:25

to Tulsa, Oklahoma to attend the

53:27

in-person June 27th and 28th thrive

53:30

time show two-day interactive and he's a good

53:32

show. If you're there and you're looking for

53:34

a podcast, a broadcast you

53:38

want to get in, you want to improve your marketing

53:40

if you ever want to improve your marketing, your planning

53:42

if you ever want to increase your sales, you

53:44

want to come to the two-day interactive June 27th and

53:47

28th thrive time

53:49

show Business Photoshop featuring Tim Tebow,

53:51

Michael Levine, Bradley Dumas and countless big

53:54

time super successful entrepreneurs. It's going to

53:56

be life changing, keep your tickets right

53:58

now. To drive,

54:00

time, show, jack o'clock When the morning childrenil

54:05

arrival Everything

54:09

is ro Large

54:12

when there are 3 strikes

54:15

I will go for this

54:17

This moment we only but

54:21

it is not necessary to

54:24

bewheere To see these people

54:26

I ride with This

54:28

moment we only Drive,

54:34

time, show, 2 day interactive business working

54:36

hard for the world's highest rated and

54:38

most reviewed business workshops Because we teach

54:40

you what you need to know to grow

54:44

You can learn the even, important, important,

54:46

important system for doctors and doctors and

54:48

doctors used over and over to start

54:50

and grow some certain weapons You

54:52

can get into the specific steps on what

54:54

you need to do to optimize your website

54:56

We teach you how to fix your conversion

54:59

rate We're going to teach you how to do

55:01

a social media marketing campaign that works How do you

55:03

raise cash? How do you get small business love? We

55:06

teach you everything you need to know here during a 2

55:08

day, 15 hour workshop It's

55:11

hard to know You work every day

55:13

in your business For 2 days you can skate and

55:15

work on your business and build these product systems

55:17

So now you can have a successful company

55:20

which is what the time frame and the financial freedom that you

55:22

just You're going to leave your

55:24

guys motivated but you're also going to leave your

55:27

talent The reason why I

55:29

build these workshops is because as an entrepreneur

55:31

I always wish I had this and

55:34

because there wasn't anything like this I

55:36

would go to these motivational seminars No

55:38

money down, real estate, Ponzi scheme, get

55:40

motivated seminars and they would never teach

55:42

me anything It was like you went

55:44

there and you paid for the chocolate

55:46

Easter Bunny but inside of it was

55:48

a hollow nothingness and I wanted the

55:50

knowledge and they were like, oh but

55:52

we'll teach you the knowledge after our

55:54

next session and the

55:57

great thing is we have millions of dollars every

55:59

year teach you what you need to

56:01

know. There is no one in the back of the room

56:03

trying to sell you some next big get

56:05

rich quick, walk on hot coals product.

56:08

It's literally we teach you brass packs, specific

56:10

stuff you need to know to learn how

56:12

to start and grow a business. I

56:15

encourage you to not believe what I'm saying and

56:17

I want you to Google the

56:19

Z66 auto auction. I want you to

56:22

Google elephant in the room. Robert

56:25

Zeller in association, put them up

56:27

and say, we're getting successful because

56:29

they're geniuses, we're forming

56:31

successful because they have improvements and you

56:33

do that research, you'll discover that

56:35

the same systems that we use in our own business

56:37

can be used in your business. Come

56:40

to Tulsa, book a ticket and I guarantee you

56:42

that you can invest in business workshops every year

56:44

and we can give you your money back if you

56:47

don't want it. We built this facility for you and what's

56:49

not in this heat. And

56:54

now you may be thinking, what does it actually cost to

56:56

attend an in person two day interactive thrive

56:58

time show business workshop? Well, good news. The tickets are

57:00

$250 or whatever price that you can afford. What? Yes,

57:02

they're $250 or whatever price you can afford. I grew

57:08

up without money and I know what it's like to live without money. So

57:10

if you're out there today and you want

57:12

to attend our in person two day interactive business

57:14

workshop, all you got to do is go to

57:17

thrivetimeshow.com to request those tickets. And if you can't

57:19

afford $250, we have scholarship

57:21

pricing available to make it affordable for you.

57:50

So I'm going to start with a little guest today. A definition

57:52

of intelligence is if you agree with

57:55

me, you're intelligent. And so this gentleman

57:57

is very intelligent. on

58:00

this show before also, but

58:02

very seldom do you find somebody who lines up

58:04

on all counts as Mr.

58:06

Clay Clark. He's a friend of a good

58:09

friend, Eric, Eric Trump, but

58:11

we're also talking about money, bricks, and how screwed

58:13

up the world can get in a few and

58:16

a half hour. So, Clay Clark

58:18

is a very intelligent man, and

58:21

there's so many ways we could take this thing, but

58:24

I thought since you

58:26

and Eric are close, Trump, what

58:30

were you saying about what Donald, who's

58:33

my age, and I can say or cannot say? Well, first

58:35

of all, I have to honor you, sir. I want to

58:37

show you what I did to one of your books here.

58:40

There's a guy named Jeremy Thorn,

58:43

who was my boss at the time. I was 19

58:45

years old, working at Faith Highway. I had a job

58:47

at Applebee's Target and Direct TV, and he said, have

58:49

you read this book, Rich Dad, Poor Dad? And I

58:52

said, no. My

58:54

father, may he rest in peace, he

58:56

didn't know these financial principles. So, I started reading

58:58

all of your books and really devouring your books,

59:00

and I went from being an employee to self-employed

59:02

to the business owner to the investor, and I

59:04

owe a lot of that to you. I just

59:07

wanted to take a moment to tell you thank

59:09

you so much for allowing me to achieve success.

59:11

I'll tell you all about Eric Trump. I just

59:13

want to tell you thank you, sir, for changing

59:16

my life. Well, not only that,

59:18

Clay, thank you, but you've become an

59:20

influencer. More than

59:22

anything else, you've evolved into an influencer where

59:25

your word has more and more power. So, that's why

59:27

I congratulate you on

59:29

becoming. Because, as you know, there's a

59:31

lot of fake influencers out there, or bad

59:34

influencers. Yeah. So, anyway, I'm

59:36

glad you and I agree so much, and thanks for

59:38

reading my books. Yeah. That's the

59:40

greatest thrill for me today. Not

59:43

thrill, but recognition is when people,

59:45

young men especially, come up and say,

59:47

I read your book, The Change

59:49

in Life. I'm doing this, I'm doing this, I'm doing

59:51

this. I learned at the

59:53

Academy at Kings Point in New York, Akta

59:57

non verba. Watch what

59:59

a person does. Not what

1:00:01

they say. The

1:00:31

linear workflow. The linear workflow for us and

1:00:33

getting everything out on paper and documented is

1:00:35

really important. We have

1:00:37

workflows that are kind of all over

1:00:39

the place. So having linear workflow and

1:00:41

seeing that mapped out on multiple different

1:00:43

boards, it's pretty awesome. That's really

1:00:46

helpful for me. The atmosphere

1:00:48

here is awesome. I

1:00:50

definitely just stared at the walls figuring out

1:00:52

how to make my facility look like this

1:00:54

place. This place rocks. It's

1:00:56

invigorating. The walls are super... It's

1:00:59

just very cool. The atmosphere is cool.

1:01:01

The people are nice. It's a pretty cool place to

1:01:03

be. Very good learning atmosphere.

1:01:06

I literally want to model it and steal everything

1:01:08

that's here at this facility and

1:01:10

basically create it on our facility. Once

1:01:19

I saw what they were doing, I knew I

1:01:21

had to get here at the conference. This is

1:01:23

probably the best conference which I've ever been to

1:01:26

in over 30 years of business. You're not bored.

1:01:28

You're waiting for the whole time. It's not pushing.

1:01:31

I'm trying to tell you a bunch of

1:01:33

things. I was looking to learn how to

1:01:35

just get control of my life, my schedule.

1:01:37

It's a step toward this one.

1:01:39

Having a problem making a change in the

1:01:41

way that it is in change in the way

1:01:43

that it's all set in your

1:01:46

life. And just really implementing and

1:01:48

sticking with the program. It's really

1:01:50

lively. They're pretty friendly and healthy.

1:01:53

Very welcoming. I attended a conference a

1:01:55

couple months back and it was

1:01:58

really the best business conference I've ever had. In

1:02:00

the workshop I learned a lot about time management, really

1:02:03

prioritizing what is the most important. The

1:02:06

biggest takeaways are you want to take

1:02:08

a step-by-step approach to your business. Whether

1:02:10

it's marketing, one of those three marketing

1:02:12

tools that you want to use, to

1:02:14

human resources. Some of the most successful

1:02:16

people and successful businesses in this town,

1:02:19

their owners were here today because they wanted

1:02:21

to know more from Clay and I found

1:02:23

that to be kind of fascinating. The most

1:02:25

valuable thing that I've learned is diligence. That

1:02:28

businesses don't change overnight. It

1:02:30

takes time and

1:02:32

effort and you've got to go to

1:02:34

the ups and downs of getting it to where

1:02:36

you want to go. He actually gives you the

1:02:39

road map out. I was stuck, didn't know what to

1:02:41

do and he gave me the road map out step-by-step.

1:02:43

We've set up systems in

1:02:45

the business that make my life

1:02:47

much easier. Allow me some time

1:02:49

freedom. Here you can ask any

1:02:52

question you want, they guarantee it

1:02:54

will be answered. This conference motivates

1:02:56

me and also gives me a

1:02:58

lot of knowledge and tools. It's

1:03:00

a huge difference for everybody.

1:03:04

It's amazing. It's

1:03:06

something everybody knows. But if you

1:03:08

don't do it, you have to keep

1:03:11

moving groups and it's just going

1:03:13

to approach the next stage. The most

1:03:15

notable thing is the income increase

1:03:17

that we've had. It's been super

1:03:19

fun, super motivating. I've been

1:03:21

here before but I'm back again because it motivates me.

1:03:24

Your competition is going to come eventually or try to

1:03:26

pick up the tactics. So you

1:03:28

better, if you don't, somebody else will. I'm

1:03:31

Rachel with TipTopK9 and we just want to give

1:03:33

a huge thank you to Clay Vanessa Clark. Hey

1:03:35

guys, I'm Ryan with TipTopK9. Just

1:03:37

want to say a big thank you to

1:03:39

Thrive15. Thank you to Make Your Life Epic.

1:03:42

We love you guys. We appreciate you and

1:03:44

really just appreciate how far you've taken us. See

1:03:46

you in our own house. See

1:03:49

you in the next video. This

1:04:00

is my old van and our old

1:04:02

school marketing and this is our

1:04:04

old team and by team I

1:04:06

mean it's been another game. This

1:04:15

is our new van with our new

1:04:17

marketing and this is our new team. We

1:04:20

went from 4 to 14 and I took the

1:04:23

vehicles out. We worked with several different

1:04:25

business coaches in the past and they

1:04:27

were all about helping Ryan sell

1:04:29

better and just teaching sales which

1:04:31

is awesome. Ryan is a really

1:04:33

great salesman and we didn't need

1:04:35

that. We needed somebody to help

1:04:37

us get everything that was in

1:04:39

his head out into systems, into

1:04:41

manuals and scripts and actually build

1:04:43

a team. So now that we have systems

1:04:45

in place we've gone from 1 to 10 locations

1:04:48

and only a year. In October 2016 we

1:04:50

grossed 13 grand for the whole month. Right

1:04:54

now it's 2018 the month of October. It's

1:04:56

only the 22nd. We've already grossed a little

1:04:58

over 50 grand for the whole month

1:05:01

and we still have time to go. We're

1:05:03

just thankful for you, thankful for Thrive and

1:05:05

your mentorship and we're really thankful that you

1:05:08

guys have helped us to grow a business that

1:05:10

we run now instead of the business running us.

1:05:12

Just thank you, thank you, thank you, 10,000. So

1:05:14

we really just want to thank you

1:05:16

Clay and thank you Vanessa for everything you've done,

1:05:18

everything you've helped us with. If

1:05:29

you decide to not attend the Thrive

1:05:31

time workshop you're missing out on

1:05:33

great opportunities. The

1:05:37

atmosphere is very lively. You can feel the energy as soon

1:05:39

as you go into the dorm. It's

1:05:44

really going to be

1:05:46

a very good evening.

1:05:52

If you decide not to come you're missing out on

1:05:54

an opportunity to grow your business. I

1:05:57

love the environment. I love the

1:05:59

way that Clay. says, teaches, it's a

1:06:01

way that not only allows me to

1:06:03

comprehend what's going on, but he explains

1:06:05

it in a way to where it

1:06:07

just makes sense. The SEO optimization, branding,

1:06:09

marketing, and more in the last

1:06:11

two days have I had the

1:06:13

entire four years of college. The

1:06:24

most valuable thing that I've learned, marketing is

1:06:26

key. Marketing is everything. Making

1:06:28

sure that you're branded accurately and clearly.

1:06:30

We have a lot of business using

1:06:32

Google. We use and it's good how

1:06:34

to optimize our names through our website also.

1:06:37

Helpful with a lot of

1:06:39

marketing, search engine optimization, helping

1:06:42

us really rank high in Google. The

1:06:45

biggest thing I needed to learn

1:06:47

was how to build my foundation,

1:06:49

how to systemize everything and optimize

1:06:51

everything, build my SEO. How to

1:06:53

become more organized, more

1:06:55

efficient. How to make sure the business is

1:06:57

really there to serve me. Group

1:07:09

interviews and awards. It really felt

1:07:11

like we were held to love each other

1:07:13

for a group interview. It's really limiting because

1:07:15

you're able to really find the people that

1:07:17

would really be the best people. It really

1:07:19

stands out how to hire people, how to

1:07:21

do a team of resources, a lot of

1:07:23

marketing, and overall the

1:07:25

cost to structure the business, how it works

1:07:28

for me, and also then how that can

1:07:30

translate into working better for my clients. One

1:07:38

hour of doing your business

1:07:40

is real critical if I'm going

1:07:42

to grow, change. Everybody

1:07:45

teaches you how to navigate through those things. And not

1:07:47

only find freedom, but find your purpose in your business

1:07:49

and find the touches of all the other people that

1:07:51

directly affect you as well. Everybody

1:07:53

needs a 10 to the cover because

1:07:55

you get off the road and you see that it's real.

1:08:00

you