I’m Jerry from Jerry’s Landscape. We do irrigation, tree removal, landscaping. We pretty much do it all. I can landscape the heck out of a property. That’s never really been a problem for me. I’ve had a tough time with accounting, with my bookkeeping, but then I came up with this amazing system that has really been a game changer for me. This side of the dash here, this is all the invoices. This side of the dash is going to be expenses. Then I’ve got any miscellaneous receipts or anything like that, that goes in the back seat. Then of course anything tax related. You know, I don’t even know what half that stuff is. But anything from IHRS, that’s going to go right here on the passenger side floorboard. I’ve even got a place for customer complaints.
We started from the bottom, now we’re on the top. Teaching you the systems to get what we got. Cullen Dixon’s on the hooks, I’ve returned the books. He’s bringing some wisdom and the good looks. As a father of five, that’s where I’m a dive. So if you see my wife and kids, please tell them hi. It’s C and Z up on your radio. And now three, two, one, here we go.
We have it. He’s coming in. If I had to pay for that on my own outside of Thrive 15, there’s just no way. For us, one of our most immediate needs when I got connected with Clay was technology. We had a website, but I had a website in Tulsa. Our other partner had a website in Colorado. They did everything from doing a drone video, where they flew over all of our markets with a drone, they integrated that into our site, they built every single thing that I think of, they do. We do a podcast. If I was gonna produce my own podcast, there’s no, I mean, that alone, just that alone would be what I pay for it, just for that. But then if you add the fact that I’ve got, if I need a business card design, if I need a website build, if I need this, if I need that. I know what I would pay for that if I had to go a la carte. I feel guilty sometimes, like I don’t probably write a big enough check for the value that I get. I think there’s a lot of entrepreneurs that have ideas of what they want to do with their business and how they want to grow and what market they want to be in and how they can increase production and do all this. But it’s not about having 4,000 ideas, it’s about having 12 and executing them 4,000 times. That’s the trick in my opinion, and that’s where thrives value comes in I feel like I have my own Staff my own like I don’t know 20 person team that when I need something I Just go to them and it happens
Yes, yes, and yes Thrive Nation on today’s show we’re gonna talk about two things One you must look at your numbers every single week if you’re a business owner and two you must find a way to motivate yourself now if you want to follow along you just go to thrive times show dot-com forward slash millionaire and you can go to page 273 page 273 of the book which is chapter 19 of my newest book a millionaire’s guide how to become sustainably rich a millionaire’s guide how to become sustainably rich we go back to page 273 you can download that and read along here folks but Wayne Dyer is a best-selling author known as here, folks. But Wayne Dyer is a best-selling author known as sort of a motivational self-help guy. He once wrote, be miserable or motivate yourself. Whatever has to be done, it’s always your choice. I’m going to go to you, Devin, first off here. We have the opportunity to work with a lot of wonderful business owners, and a lot of times growing a company, whenever we sit down with a business owner, it’s not complicated what needs to be done. One of our clients is called Morales Brothers Construction. I want to brag on him, he’s a great guy. And what he needs to do every week, everybody go to that website, go to moralesbrothers.net. When you go to the website, what he needs to do every week is he needs to gather before and after images of every project that he does. So every time that he does a project, home remodel, that sort of thing, kitchen remodel, bathroom remodel, custom cabinetry, he has to do VISM. This is the marketing stuff, VISM. He has to get video reviews from happy customers, images, that’s before and after images of projects, search engine content, right, more search engine content, and then M, more reviews, VISM, video reviews, images on his website, search engine content, and more reviews. We write the content for him. So he has to do video reviews, images before and after, search engine content, and more Google reviews. And he gets it done every week.
And I was looking at his tracking sheet, and MoralesBrothers.net has been a client since about a year. My understanding is he’d listened to our show for, I think, seven years previously, or some large number. And I’ll put his testimonial on part two of today’s show. But he’s grown from a 2.4 million dollar business to 3.4 million dollars and he does it every week. Every week he gets these reviews. Every week. I’d like to ask you why do you think he does it, Devin, every week? And why is it that other people, none of our clients, why is it that people just
can’t seem to do that but he can? Well I think maybe for Ronnie, he realized, like, wow, this is all I have to do. Okay, well, let me do it. And yes, it’s a repetitive thing every single week, but I think he broke through that. This is the same thing every week. I think he kind of broke through that barrier and he realized that, wow, this is so simple, so let me do that, and it works.
Now, Jordan, I want to get your take on this. Now, I don’t get it, and you’re going to have to help me through it. I don’t get it. I don’t get it. I don’t understand what’s happening with our culture, but for years, let’s go like 200 years ago and before. So from 200 years ago and before, if you were a farmer or a blacksmith or whatever your trade was, what would you do every day if you were a farmer?
And what if you’re like, well, I’m getting bored. Back in the day, you’d probably talk a little more formally. So you’d say something like, you know, Brother Hezekiah, I’m bored with my job of feeding my family. What would somebody tell you back 200 years ago? If you said, I’m bored of feeding my family, Brother Hezekiah. What do you think? You know, and then, you know, you’d be surrounded by… Everyone would have like a biblical name, like, you know, Timothy, Hezekiah, Jacob, Jeremiah, you feel like you’re hanging out with the prophets because that’s everyone’s name. What would they say?
The Bible says if you don’t work, you don’t eat. And people today, I don’t know what it is, people today, it blows my mind, but people will come to me. They’ll go clay Can you can you lend me like fifty thousand dollars? And I’ll say what and they’ll say could you lend me fifty thousand dollars? And I said, why do you need me to give you fifty thousand dollars then they’ll go well You know I’m having a hard time paying the bills well second Thessalonians chapter 3 verse 10 says for even when we were with you this week Commanded you if any would not work They should not eat and people look like me look at me like I’m an alien, that I work every single Saturday, six days a week. I work six days a week. People, they go, oh my gosh, what about life balance? Let me ask you this. Let’s go back to the farm. They go back to the farm here, Jordan. So, brother Hezekiah, I feel like I need more life balance. What would you say?
It blows my mind. We go back to Ronnie Morales. He does a great job. Now I’m going to read here from page 273. Unless your business is a funeral home, a wedding DJ entertainment service like the one I started, DJConnection.com, or a business that’s completely focused on buy from once, buy from us once business models, it is very important for you to schedule at least three hours a month to analyze how effectively your business retains customers. After you’ve completed this analysis, you will then want to look at your workflow, the diagram of your service, of your entire service or product delivery process, to determine how you can systemically improve your systems to retain a higher number of your ideal and likely buyers. I mean, you would think that, you know, I work with a lot of businesses, they’re pool cleaning services, lawn mowing services, haircut businesses, whatever, and you would think that the business owners would be like Moroni Morales where they track how many leads came in. We have a tracking sheet. You want to measure what you treasure. We tell our clients, you want to measure what you treasure. So you want to track how many leads came in, what percentage converted, how much you spent on ads, how many leads came in. And you have basic numbers. You want to track your income. You want to track your expenses. You want to track your profit. And there was a guy years ago, I’ll be very vague here, I’ll just say he was in the home building business, and every week, every week as God is my witness, we’d get on the phone and I’d say, hey, let’s pull up your tracking sheet. Let’s pull it up, let’s look at it. Let’s look at it. He’d say, okay, I’ll pull it up. And there’s nothing on it. And I go, well, hey, how many leads did you get? He said, I’d have to check. I got busy. I don’t know. Okay. How many sales did you do this week? I’d have to check. I don’t know. Okay. What was your, we’d spend the full 45 minutes of every meeting going over the numbers. And he, every week, he never had looked at it previous to the meeting. And then we have a meeting and he says, I don’t know what happened, but I’m like $40,000 in the hole. And I’m going, I said, I know what’s happening. You’re not looking at the numbers and at that moment he was all of a sudden it occurred to him holy crap I have to look at my numbers every week and then we had this really weird conversation where I said can I ask you why is it that you weren’t looking at the numbers before and that you were putting a BS number on the tracking sheet like why would you actually lie to me as your consultant about your actual numbers and he’s like well I just got I guess it was boring and I just I don’t boring. And I just, I don’t understand that idea, but it seems like that’s a thing for people. I’d definitely love to get your thoughts here. You know, you work up here, you’re a consultant, you work with wonderful clients. Why is it that clients like Ronnie Morales will sit down and do the work, and other people will actually lie about their own numbers on their own tracking sheet, and then they’ll go in the hole.
this so difficult for small business owners to grasp? The idea of consistently doing something. What is that? What I just want to know, because I came from a family where nobody had any success, and as I look around, people that I know and people that I’ve grown up with and people that I’m related to, and poverty is everywhere, and none of them can grow a business, I talk to them and I try to figure out, what is it that’s keeping you from having success? And they all idea hop. They all, all of them, idea hop. They go from one idea to the next always thinking that the next idea will be the big Idea why what is that did Devin? What is that? They just get bored. They’re tired of the same thing
And let’s throw out, let’s pretend that AI isn’t even a thing. Previous to AI, people want to make a click funnel that will call their leads for them or convert the leads so they don’t have to call them. People want to outsource everything. But my core thesis I want to get back to is why do, again this is big, the greats bore down, I put this on the wall, it’s on the wall, the greats bore down, this is what they do, the greats bore down while the mediocre struggle with boredom. This is a real thing. And I’m telling you, I’ve met some incredible basketball players, I’ve met some of the best basketball players on the planet, I’ve met professional athletes, professional football players. And you know what a professional football player is doing every day during the season, off season? What are they doing every day? Playing football.
That’s why they’re great. But the mediocre, they idea-hop. It’s bizarre. It’s bizarre. And Wayne Dyer said again, be miserable or motivate yourself. Whatever has to be done, it’s always your choice. Final quote, final quote I want to get over here. This is James L. Heskett. There’s a book called The Service Profit Chain that I’ve recommended to a lot of people, but no one will ever read because it would require reading. But it’s called the service profit chain. The service profit chain is an incredible case study, which I’ve read, it impacted my life dramatically. People say, well, what book should I read to help me fix my workflow? I said, the service profit chain. They go, really? And then they don’t read it. I mean, so I’ve probably recommended this book a thousand times, and of all the thousand people that I’ve recommended it to, not a single person that I know of has ever read it, because it would require reading. And they can’t do that, because they’re watching the new Batman movie. You know, oh, there’s a new movie with DiCaprio. Gotta go watch that Meanwhile, I’m in poverty. Okay, let’s continue I’m just talking about this because I have people my immediate circle asking me for money all the time and I’m good get a job Yeah, but I just feel like I don’t want to waste my life I’ve stuck I struggle with FOMO the fear of missing out what? We listen to the Drake songs quit memorizing Drake lyrics and wearing out FOMO and go apply for jobs over and over. Okay, so page 274 says, this is from the service profit chain, it reads, the service profit chain establishes relationships between profitability, customer loyalty, and employee satisfaction, loyalty, and productivity. The links in the chain are as follows, profit and growth are stimulated primarily by customer loyalty. Loyalty is a direct result of customer satisfaction. Satisfaction is largely influenced by the… anyway, the point is, if your customers like the product, they’re gonna come back. So I was talking to a guy this week who has a basketball training facility. Won’t mention the name of his company or what city he’s in. A basketball training facility. This guy, okay? And this guy is an employee of one of my clients. He’s not the client, he’s the employee of the client. Homeboy comes in here dragging his feet. You can just hear him just dragging his feet, acting like any time before noon is the earliest time that any human’s ever been awake. And I’m going, Bro-town, did you call your leads? And man, I don’t, I called them a couple times, but I just, I got busy, okay. Did you get Google reviews? Well, I mean, I didn’t really, okay. Did you do the group interview so that you’re hiring new candidates to make sure that, no. Okay. Are the basketball coaches doing a good job? Well, one of them is really doing a bad job. I know because we have a lot of, quite a few people canceled this week who said that the reason why they canceled is because that coach was terrible. And I’m going, so did you do the interview of new candidates so that you could replace the bad person? Nah, I got caught up, got busy. So you didn’t do the Google reviews? No. Didn’t get video reviews? No. Didn’t do the interview? No. Didn’t interview candidates? No. But he’s like, man, I’m just trying to look for some ways to make some extra money, man, because it’s tight. Like, just the cost of gas to even get here was like a lot. And I’m going, man, that’s the jackassery that we are currently surrounded with. So if you’re out there today and you are struggling with jackassery, I encourage you to get a police grade taser and taser yourself over and over because that is less painful than struggling through life and being perpetually not successful because you can’t motivate yourself. This is just big stuff and I want to praise Ronnie Morales. We’re going to feature him on part two of today’s show. But if you’re out there today and you struggle with boredom, just understand that’s like a psychological problem. I don’t know what to do with that. But if you’re out there today and you want to grow a successful company, you’re like, man, I want to grow my business. I want to know what to do. Now, if you want to be perpetually entertained with nonsense that’s exciting, that’s not what I do. But if you have a real company, you wanna grow like Ronnie Morales, if you wanna have your real business like Ronnie Morales that has real customers, and you wanna grow from 2.4 million to 3.4 million in less than a year, we can help you with that. But if you wanna look for a series of fun and exciting random ass ideas that will keep you excited, I don’t know what that is. Maybe that’s college, maybe that’s MTV, I don’t know what that is. But maybe it’s TikTok, I don’t know. But if you’re out there today and you wanna grow a real business, you’ve got to learn what to do and be willing to motivate yourself to do it on a daily basis. Devin, any final thoughts? Because you’ve helped some wonderful clients that are knocking stuff out. I talked to Liz yesterday, one of our clients, very happy. She’s knocking out all of her homework. She loves it. You work with a lot of clients that are very happy. What would you say to anybody out there, though, that’s like, man, I struggle with boredom?
works. And it works. Yeah. And Jordan, any final thoughts there? I’m glad you… Jordan’s suffering through the crouping cough or kennel cough or some sort of asbestos infection. He’s working through it. The whooping cough. The whooping cough. And any final thoughts you want to share for anybody out there that is… Again, because I think a lot of people… Again, my immediate family, my immediate, like people that are like related to me, you know, cousins, family, whatever, people will reach out to me and go, I just, I don’t know why my business isn’t working. And I’ll tell them what to do and then they won’t do it.
Any final thoughts you have for anybody out there that has a business and they’re just struggling? It’s like, it’s like the quote that we, that we, uh, that, that Clay read off. It says, you know, be miserable or motivate yourself. It’s not about… either way, if you want to grow your business and be successful, things have to happen. So be miserable or don’t. You know, be miserable or motivate yourself.
it. Shaka baba. Okay, we’re going to end this segment with a boom, and then we’re going to play a testimonial, actually two testimonials back to back. We’re going to feature Cornerstone Fence, very successful clients. And then we’re going to feature another client, Ronnie Morales. You can hear two success stories of people out there just like you who’ve had massive success. So here we go. Three, two, one, boom. Well, Thrive Nation, we have an opportunity all the time. We have so many wonderful people that go to thrivetimeshow.com and they reach out to us to schedule a 13-point assessment. We also have a lot of people that go to ThrivedTimeshow.com and they schedule a free 13-point assessment, and they’re not a good fit, because I only work with diligent doers. I only work with people that are willing to actually implement the proven systems that Dr. Zellner and I both teach and implement in our own companies. So people say, I do want to grow my business seven times faster. I do want to reduce my working hours. I do want to increase my time, freedom, and my profits. I think we’re all in agreement that that’s a good thing. However, we can only help people that are willing to put the work in. And on today’s show, we’re joined by a man by the name of Ronnie Morales. His company is moralesbrothers.net. I hold him in high regard because he and his family-owned business, they actually are growing. I would call it dramatically. If you look at this, Inc. Magazine right now shows that 96% of businesses fail. That’s not good. Whereas this guy’s business isn’t growing by 10%, it isn’t growing by 20%. It is growing dramatically. But again, if Ronnie Morales had filled out the form and had scheduled a consultation and wasn’t willing to actually implement what we were teaching, it would all be for naught. So I’m excited for you to meet somebody who I would consider to be a diligent doer. He’s based in Richmond, Texas. And without any further ado, Ronnie Morales, welcome on to the Thrive Time Show. How are you, sir?
I got to the point where I just needed to take the next step. And I’ve been in coaching before, like group coaching and different things like that. But I just felt like y’all had the experience and it didn’t matter if it was going to, because I’ve been used to doing construction, like peer groups and construction coaching, where it’s contractors only. Well, I felt like, you know what, I need business, somebody business minded to help me grow this. I don’t necessarily need a group of just contractors. You know, I needed somebody that knows the business part of it.
So that was huge for us. And personal growth too, I honestly just as a business leader and a team member here in my company, I’ve grown a lot to be a better leader, learn how to delegate better, learn how to get these 15-minute huddles started every morning. And it’s been great. I’m just continuing to learn, and I can’t wait to keep moving forward.
Well, you know, people always ask me, they say, what’s the most important part of business consulting? And that would be to me like asking a baker, what’s the most important ingredient in a cookie? I mean, is it the flour? Is it the sugar? Is it the eggs? I would say if you take out any one of those core ingredients, you’re going to have a weird taste in cookie. So in our business consulting, we focus on marketing, branding, sales, hiring, leadership, management, accounting, all of those things. So let’s kind of go through the process from just a branding perspective and a marketing perspective. How has the business
consulting impacted your company? It’s been great. The branding, the marketing, I mean, people around town are telling us, hey, I’ve seen your trucks here and there. I see it all over the place. When people are searching Google or whatever it is, you know, they’re finding our videos and they’re reaching out to us. I think one of the biggest parts with business coaching for me has been the accountability. Like, just having somebody to tell me, like, hey, get this, this, and this done and have it done by this day and, you know, we move on to the next step. So it’s been great.
Now we have a weekly meeting. The purpose of a weekly meeting is so that you have a week to get your homework done. We have a week to do our homework. I mean, we do photography, videography, web development, search engine optimization. And you and I meet on Saturdays at 6.30 AM. I find a lot of my clients like to meet in the mornings. How important is it to have that weekly meeting? Because again, I’m 42, but when I was 21, I was hiring business consulting programs that would do quarterly meetings or oftentimes even monthly meetings. And I found that nothing got done. How important is it for you to have a weekly meeting?
I think it’s very important as a business owner to have that weekly accountability to make sure you’re staying on schedule. Because as a business owner, you wear so many hats, it makes it difficult to get the important things done that you need to get done, but that you want to put on the back burner. But when you know you have somebody to be accountable to, and it’s a weekly thing, and they’re steadily putting in your ear, like, you got to get these things done. You know, get the reviews, you know, get the video testimonials. It just makes it to where, you know, you have an assignment, and you just get it done.
Now, at the business conferences, we walk people through the entire system. This is the system we teach from. This is from my newest book called A Millionaire’s Guide to Becoming Sustainably Rich, which everyone can download for free right now at thrivetimeshow.com forward slash millionaire. You and I, we track the numbers every week. So box number one, we establish those revenue goals. We do that. We know the break-even numbers. We know how many hours you’re willing to work. This is crazy. You’re married. Your wife loves you. You love your wife. I’m not ever advocating during our coaching meetings like forsake your family and grow your company. Can you talk about that, how important it is to work with maybe a coach that understands that you want to have a healthy family
and a healthy company? I think it’s very important. You know, like yesterday I had a good dinner with my wife, you know, and we had a good evening with live music and really enjoyed each other’s company. You know, I took my kids camping twice this month already for four days and we’re enjoying the summer. But I think it’s very important that as a business owner, as you put the hours in, put the hard work in, but you also take the time to spend with friends and family. And I mean, it’s important. Rising up early to get my meditation time is very important to me too. So I think just, again, having somebody that knows the value of these things is important.
Yeah, as we go through, I mean, you are knocking it out with the marketing and the branding and all the things we have to do to optimize your website and make the ads work. We’ve determined your unique value proposition. We’ve improved the branding. We have a three-legged marketing stool. We know how to generate leads online and offline and referrals. The sales process, and I’m not picking on you, but I mean this, you’re like a super humble guy, so I feel like that the sales process was something that once you learned the proven process, you kind of took to it right away. But I think a lot of contractors don’t want to come across as too aggressive or too passive or too whatever. And I feel like the sales process of your team really doing a good job of calling all the leads and the calls are recorded for quality assurance. I feel like that’s been a big needle
mover for you. Maybe I’m wrong. Let me get your thoughts on that. Yeah, no, it’s been great. I had my own way before I joined your team. I had my own way of sales and what I thought was working really wasn’t working. And at first I put up a wall, but once I was opened up to the why you do it the certain ways you do it, it really opened up more ways to be more successful with the call scripts, with the recorded calls. We’re still tweaking scripts and things like that, but it’s like an ongoing process. But it’s been great, and I think that it has helped us a lot. We do have, we call our lease back right away within hours, a few hours most of the time, and it’s important. And we’ve gotten a lot of leads and where I needed to hire my first sales employee.
And now we’re working on more of the systems, you know, creating these repeatable systems and managing a large group of people. In that daily huddle, can you talk, I hammer all my clients, it’s so important to have a daily huddle with your team, to huddle with your team every morning and to have a weekly staff meeting. Can you talk about the importance of implementing these human resource strategies for managing people and what impact that’s had for your company?
Yeah, so the impact of daily huddles I have for my company is that it brought the team together. All of our employees, which is 17 of us full-time, it’s brought us all together to where we’re getting to see each other in the mornings and grow together. We start off with some wins, keep it brief. We go over company updates. Then we go over all our projects and we ask, like, how’s that client doing? How’s this project on schedule? But when it did, it helped us a lot with the daily interruption with, hey, so what’s going on here? And these questions that can be answered in the morning. So they learn to answer these important questions in the morning so that there’s less interruption throughout the day.
Now, the final two areas I wanted to cover here is, there’s so much to growing a company, and that’s what we talk about on our weekly coaching calls, but building a sustainable and repetitive weekly schedule, you’re like every week we’re doing the group interview. Every week we’re gathering objective reviews from clients. Every week we’re gathering before and after images. Every week you’re gathering testimonials from your happy clients. You have to do this stuff every week. It’s like a garden, you got to pull the weeds every week. Could you talk about the importance of having these human resource systems in place where you do these systems every week so it’s proactive as opposed to reactive, doing these same things over and over?
Yeah, I think it’s important to do it every week and repeat them so that things don’t fall to the cracks. And if you get too relaxed on not doing it or you go two or three weeks without listening to recorded calls or whatever it may be, you start to slack off a little bit. The next thing you know, you’re in trouble. And now you’re putting down another fire that wouldn’t have been there if you would have been on track and keeping up with the systems and processes. So, just doing it repeatedly helps with building that system. Everybody knows it’s this day at this time. Our morning huddles are every day from 7 to 7, you know, last 15 minutes. And it’s – everybody knows to be there. And it’s just been great.
Now, final two questions for you. People out there that maybe want to do business with you, they’re hearing about you. Again, it’s very hard to gather objective Google reviews if people don’t like you. It’s very hard to gather video testimonials if people don’t like the work you do. What’s your website and how do people go ahead and get ahold of you if they’re looking to hire you guys for maybe a big project?
I’ll say that though, and I’m not prophetic. I’m saying you’re on pace. You’re on pace to have a business that’s going to be about five times larger than what it was when I first met you. I say that because the first thing you see is the leads coming in and you start to see new teammates joining your team and you’re building that foundation for success. I totally see you guys going to a great place right now. I wish I would have met you earlier. That’s my only complaint. That’s Ronnie Morales. Ronnie, I really appreciate you. I’ll give you the final word. What do you want to say to everybody out there that’s, you know, maybe contemplating taking their business to the next level?
Well, Thrive Nation, we have so many wonderful people like you on our website every day, checking out the podcast. And I wanted to take a moment to celebrate the success of a long-time client that we’ve had the pleasure of working with for a while so that they could complain and tell you all the terrible things that we make them do in route to growing their business. And so now without any further ado we have the owners of Cornerstone Fits. Welcome guys, how are you? I think we’re good. How are you? I am doing great. Now just so people can know you’re not a hologram, could you guys kind of introduce yourselves, tell us your name and where you’re from just so people can verify you’re not a hologram.
My name’s Jordan. We started Cornerstone Fence about three years ago. I’m a full-time firefighter, so it started as just something to do on my off days, make a little bit of extra money. About a year and a half ago, we went to a business conference that Clay had out at his place and we decided that maybe instead of building fences as a hobby maybe we should actually turn this into a business and start trying to grow
come about? Initially it was the first Reawaken America tour that we went to and one of my friends was like hey you should definitely go to the business conference beforehand, it was a shortened version, I guess, in the morning before the Reawaken America conference in the afternoon. Really, one of my friends was just like, this could really help you, and just the tools that you gave us in the shortened version of the business conference were, it was just mind bombs going off.
So the year, the first year we were in business, I maybe did four or five fences. Like I say, it was kind of not a hobby necessarily. I don’t consider fence a hobby, but it was three or four fences the first year, so we maybe did $30,000 in fences. Second year, which was still before you, we maybe were on pace to do about $70,000 or $80,000 total revenue. And then we started with you in October of 21. October of 22. And so that first year with you and putting your systems in place, really going after the Google reviews and trying to grow the company, we went from roughly like $80,000 to $700,000 in total revenue. And so that was last year. And then this year, we’re hoping our goal is $1.5 million this year. And I mean this, and so I’m not just saying this because you’re here. I really do love working with you guys. Our team is always speaking so kindly about you guys. I don’t tell my team, guys run around saying nice things about these people. But work with a client, I mean we’re working on the website, we’re working on the photography, the video, there’s a lot of interaction and every week you have a coaching meeting with Andrew. Andrew loves working with you guys. So can you maybe share Danica what it’s like to have Andrew helping you implement the system and program that I’ve created.
Andrew is phenomenal. He always brings so much wisdom to our meetings. Every problem that we have, he has an optimistic and realistic solution to it. Just the accountability in general, it’s hard being accountable every single week to update your sheet, to update your tracking sheet, to track all your leads and just the accountability is, I don’t think we’d be where we are if we didn’t have that kind of accountability and just him constantly bringing us encouragement, realistic solutions, different resources we can look to just to continue to find solutions for some of the issues that we run into.
Now, you know, I call this the core repeatable actionable processes, aka the crap. You know, there’s all these stuff, help books about the big idea and the vision and get your mind set, but there’s very few books about the core repeatable actionable processes, the stuff behind the stuff. And I find that people like yourself, shawholmes.com, oxyfresh.com, stevecorrington.com, people that have massive companies now, but I’ve been working with these people for a lot of times over 10 years. The people that do the best are the ones that like the core, repeatable, actionable processes, or they learn to appreciate them over time. And the people that struggle are the ones that are always looking for the new shiny thing. I’d love to get your idea, Jordan, on just the importance of knocking out these core, repeatable, actionable processes week after week, day after day, because really business coaching is about helping you guys grow, but it’s not an event, it’s more of a process. I’d love to get your thoughts on what it’s like to have those weekly meetings with Andrew.
Yeah, they’ve been, like Danica was saying, we like to think we’re organized, we like to think we hold ourselves accountable, but without that meeting every single, it’s just, it’s awesome because first we can see on a weekly basis, how are we doing, where are we at, are we meeting the goals that we’re supposed to be meeting. So without that weekly meeting, I would imagine that maybe we would get to it once a month maybe, if we didn’t have the coaching. And it would, so first the accountability, because we’re showing up every single Friday, same time, same location and going over exactly what did we do this week. And so just just staying consistent with that and having the accountability has really changed our business for sure. Just having the having that business meeting every week.
It would fall apart because then it’s like, oh, like you said, the big shiny thing in front of you. You can always have things that interfere with your day but unless you have a plan and something that, a step that you know is going to hold you accountable. I mean, that’s one thing we learned doing business as husband and wife is it’s really hard for us to hold each other accountable. So just, Andrew’s just phenomenal.
Having a plan and having a deadline. Like every Friday is a deadline. So it’s like, well, half steps we’re supposed to do. But if you don’t put a deadline to that, and it was just me and her trying to do it by ourselves, you know, we might get it done in six months or eight months, but having that deadline, which is Friday, every single week is, and then we get like, well, why didn’t you do that? That was what you were supposed to do. It’s like, okay, yeah, we messed up this week, we’ll for sure get it done.
And I wanted to touch on, you know, some of the things that you said, we learn over time to like, it’s like, I remember when you first brought up the group interview, I’m like, that doesn’t work. There’s no way. And then now it’s like, we are group interview savvy. I tell everybody that owns a business, I’m like, do a group interview every single week. Because you never know when people are not going to be loyal. You think that they’re awesome.
And having a plan and a deadline, how would you describe the importance of that, Danica, having the plan and a deadline? You can just get caught up in the roll of your week and before you know it, it’s Sunday and you’re starting Monday, first thing in the morning. You get caught up in the tumble and roll of everything. There’s constantly a burning fire, there’s constantly kids that are sick or kids that you know something can always distract you and take you away from the necessary things you need to do to be successful and if you just sometimes it’s cram time at three o’clock on Friday before I come down and meet Andrew it’s like oh oh we’re gonna get the tracking sheet updated but I don’t know what we would do without that we think we’re making money but unless you know on paper and can see it in black and white it’s a life changer. Now I want to ask you this Jordan, you know we what I did when I built my first company DJConnection.com and I don’t wish this on anybody but I grew up very poor and I got a job at Applebee’s, Target and DirecTV just like you’re a firefighter you know I was working three jobs and I didn’t know what to do so I would go to these seminars where they’d have these get rich quick, get motivated people and they would say, you know, for $4,000 a month and a six month contract, we’re going to teach you how to become successful. And at every meeting, they never really taught the stuff. There was nothing really actionable. And then I would go, okay, now that I finally think I know what I need to do, do you guys do the website? They said, no. Do you guys do the graphic design? No. Do you guys help me with my bookkeeping or my tracking? No. Do you guys actually do print pieces, photography, videography? No. Do you help me optimize my website? No. Do you launch ads? No.
generalities and not get into the weeds. So the structure of the meeting, so when we come first thing is, when’s the week? Hey, what’s going on? What’s going on in the business? What’s happening? Any big wins? After that, burning fires. What’s, is there anything major that we need to discuss or get off any big problems, flyers that we need to put out right now. And then after that we get into the items, some of our homework that we’re supposed to be working on. Are you guys doing this? Are you doing this? And then we get into our tracking sheet, exactly how much money came in, how much money went out, how many quotes, how many It’s very, very detailed, way more detailed than I thought you could get. Exactly what our conversion rate is, how many quotes we did, how many customers we funded, why we funded them, what happened there, did we do our group interview, did we do our meetings. The tracking sheet, I think our tracking sheet has probably 30, 25, 30 different metrics that we go over every single week. Everything from money to leads, to where are these leads coming from, is this working, do we need to adjust here, so it’s very tailored to our business.
One of my clients I was talking to, I talked to him just the other day, and he was telling me the story. He said, Clay, when I first hired you 12 years ago, he’s still a client 12 years later, he said, you helped me grow my gym and then I learned those systems and I hired you guys to help me grow my next business and his next business is a lumber business. He sells lumber wholesale log cabins. The materials need to make log cabins and now he has a fencing business but it’s in Idaho and he’s got the fencing going on, he’s got the log cabin thing going on, he’s got the gym going on and he also owns a Tip Top K9 franchise and he told me he said the reason why I bought the Tip Top K9 franchise is I just knew it was the same systems that I can apply. Let me get your thoughts on that Danica because now that you’re kind of really learning the systems is it helping you to view business differently now that you see that wow this system over here because you come to the conferences where there’s many different industries represented has that helped you to kind Oh yeah, 100%.
Before, it’s really easy to get emotional when it is your business and things aren’t working, they’re not systematized, but having those systems in place and just knowing that that’s what you have to do every week, it’s not emotional, it’s a checklist item, or even a checklist, like why are we missing these tools? These are all the tools that we’ve bought and this should be on this truck. So what happened here? If you don’t keep track of those things and have…it takes the emotion out of it and makes it a system.
So, my final two questions I have for you guys, and I’ll let you get back to having a great Saturday. A lot of our clients who work with our couples, a lot of our couples, this just in, a lot of our couples, and my wife and I, what we do is I run the daily operations and she loves accounting. That’s kind of her Sheet music she likes to read you know she likes to kind of sing that song the accounting song That’s kind of her world and other couples. I work with they were they work together on everything For the anybody out there who is working with their spouse. How has that helped you guys? Because my wife and I we know we don’t really don’t talk about business at home And we don’t have any work-related conflict at home. We just, it’s sort of like we have our lanes and we’ve figured that out at a young age. But I know a lot of couples when you don’t have coaching, it can just be like a perpetual debate that never ends about, you know, how do I, how should we optimize the website? Or what’s the best route to hiring? Or what’s the most effective way to launch an ad? And it’s like, there’s a lot of debates going on. I’d love to get your thoughts, Danica, has that helped at all, like on the home front at all?
Oh, yeah. We couldn’t, we wouldn’t be where we are without, just not having to think about the website, not having to think about where we stand, because we have to discuss it every single week. And that time’s allotted for those discussions. And like you said, kind of our lanes, I’m like the phones, the at home, uploading pictures to Google, you know, all that. And he’s the face and the person that’s meeting and discussing the logistics of any project and directing the guys. So knowing your lane, staying in it, and just not having to think about our ads, it’s not having to think, that’s all on the backend and you guys take care of that.
That’s a bonus right there. Now, final question I have for you guys, and I’ll go back to your husband on this one. So Jordan, for anybody out there who’s thinking about scheduling a 13-point assessment, well, we did our 13-point assessment. It was a free assessment, a free initial meeting. We’re coming to a conference. We have scholarship tickets so that everybody out there can afford to go. So we tell people, you know, it’s $250 for a ticket or whatever you want to pay. What would you say to anybody out there that’s thinking about coming to a conference or scheduling a 13-point assessment?
I highly encourage it. When we came to the very first one and we had, we didn’t know about your coaching stuff and the first part of that conference was a condensed version of the coaching and then you guys offered the 13 point assessment. And Danica was like, I think we really need to do this. I was like, man, I don’t know. You know, we, like last year, you know, at this point we’re doing like 50 or 60,000 in fences, total revenue. I was like, I don’t know, it’s just, we’re a tiny business. We don’t have like the skills to run a massive business. I was almost scared first to grow it, but very doubtful that something that we were running maybe could be a big business. It still sounds weird to say that we did $700,000 last year and this year that we’re hopefully on track and our goal is over a million dollars. In my mind, that still doesn’t compute because I guess I don’t consider myself like a successful business owner or I didn’t at least before. And so doing, really it all started with that, coming to a conference and then doing that 13 point assessment and talking with you. Our first meeting was, we came in and visited with you and, I don’t know, it was just, it was totally, it freaked me out, but it’s really changed the way that we view business, number one, how we run our business, and has gotten us to this point where maybe we will this year be over a million dollars in total revenue.
Can I give you a little pro tip on the show? This is my little pro tip for you on the show. Do you want to hit two more? This is a real thing. This is a real advice I’m going to give you. One of my wonderful clients named Don Calvert with Score Basketball, he did this move. I’m giving you this move and everybody listening to the move. What he did is he said, in the future I’m going to start servicing Owasso, Oklahoma. Not now, but soon I’m going to start providing basketball, consulting for Owasso, and soon I’m going to start gathering, I’m going to start servicing Broken Arrow. Now, at the time, he was just in Bixby. So I said, so Don, let’s go ahead and register the Google Map for the office that you’re building, or the location you’re going to service, and let’s go ahead and put a sprinkling of articles on those search engine content and on those markets so that your phones will start ringing before you actually open up the new basketball training facility. And no exaggeration at all, his leads almost tripled by doing that and then that created the growth and the justification and I’m telling you, just a little secret between you and me and everybody watching, Oklahoma is in need of some serious professional fencing installers. I mean, I’m just telling you. So if you guys were to do what you’re doing and kind of start, you know, going down a little bit further down the highway, like registering a map in Owasso or Oklahoma City or whatever markets you’re thinking about going to and begin putting in just a little, not a lot of energy, but a little bit of energy into calling your current happy customers and getting reviews and writing that content, you’ll start getting massive leads and you’ll probably hit two million in the next 12 months. I’m just telling you because you guys have the systems, you’ve worked so hard to build these systems, I know you guys can continue to scale. Thank you guys for carving out time. Are you guys in like a pole barn here? Is this the man cave? Where are you guys?
Yeah, that’s the win of the week. We’re finally working on getting the shop finished so we can start buying materials in bulk so we get better pricing on materials, storing it and saving time. Instead of the crews right now, the crews get here in the morning, then they go to the supplier, get materials, and then they go to the job site.
It’s a 40 by 60. Anyways, it’s exciting because this has been one of our big hang-ups is we need to get better pricing on materials, which is happening now. And the way you do that is you buy them both. Well, you’ve got to have somewhere to store it. And so it’s all, anyways, this is our big win of, I guess, really cool. Can I get a little tour? Can I get a tour real quick? Can you kind of walk us around real quick? This is awesome.
Look at this. Alright, so this is the front of the shop. So we, and really it’s at our house, so a lot of things is like we wanted a commercial facility, but right now that’s not in the budget. So we’re making do with what we have. So we got a 40 by 60 going in. So we got all the work trucks here behind us. Anyways, right now it’s going to get us by until we hit that 1, 1.5, maybe 2 million. And at that point we’re going to go and start looking for a commercial lane. So anyways, we’re going to store a lot of like 2x4s, pickets, steel posts, like the bread and butter of what we do will be stored in here. And so garage doors are coming hopefully in two or three weeks. Those a little while. But we just got the concrete poured. So it’s really a blank canvas right now. So we got today we’re planning out shelving and where we’re going to start storing everything and how to, I guess, try to make the best use of it. You’ve got to be pretty pumped up about this, huh? Oh, I’m super excited. We’re both very excited. Oh, this is awesome. Well, congratulations, guys. I know you guys have been putting in the hard work there and it’s good to see it paying off for you.
Hey Clay Clark and my Thrive peeps, Steve Carrington as you can tell. Although I’m not wearing my signature green shirt as usual, but I am riding in my signature Signature Green Lamborghini. And I just wanted to say how appreciative I am of Thrive and all the guys at Thrive Time and the show and everything that you guys have done. At Total Ending Concepts, we have had tremendous growth and a lot of things changing, especially on the marketing front. And from a coaching perspective and from a web presence and branding and our internet leads are up. Everything is hammering on all cylinders. And really we’re just trying to figure out how we can leverage the systems and the processes that we’re learning at Thrive more in our business. So now we’re setting up a lead tracking system that has been long overdue. And we’re doing lots of stuff. But I want to take a minute and say thank you, thank you, thank you to Thrive and Clay Clark and Dr. Z and everybody for all the help and helping us grow our business and hopefully buy more Lamborghinis like this the more we sell. So appreciate it guys, see ya.
Our competition, Orkin, Terminex, 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 non-existent on Google to up on the top page is really saying something. But it’s come by being diligent to the systems that Thrive has, by being consistent and diligent on doing podcasts, and staying on top of those podcasts to really help with getting up on what they’re listing and ranking there with Google.
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 and more new customers last year than we did the first five months, or I’m sorry, we booked more deals last week than we did the first five months of last year, from before we worked with Thrive. So again, we booked more deals last week than the first five months of last year. It’s incredible, but the reason why we have that success 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, you know, it’s really
Yeah, and so we didn’t really know where to go, what to do, how to get out of this rut that we’re in. But Thrive helped us with that. You know, they implemented those systems, and they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it’s been a grind, absolutely it’s been a grind this last year, but we’re getting those fruits from that hard work and the diligent effort that we’re able to put into it. So again, we’re in a rut, Thrive helped us get out of that rut. And if you’re thinking about working with Thrive, quit thinking about it and just do it. Do the action and you’ll get the results. It will take hard work and discipline, but that’s what it’s gonna take in order to really succeed. So we just wanna give a big shout out to Thrive, a big thank you out there to Thrive.
Hi, I’m Dr. Mark Moore, I’m a pediatric dentist. Through our new digital marketing plan, we have seen a marked increase in the number of new patients that we’re seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients in the same month. And overall, our average is running about 40% to 42% increase month over month, year over year. The group of people required to implement our new digital marketing plan is immense, starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985, nobody advertised. The only marketing that was ethically allowed in everybody’s eyes was mouth-to-mouth marketing. By choosing to use the services, you’re choosing to use a proof and turnkey 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. And Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy has worked in every single industry. He’s written books with like Lee Crockwell, 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, graphic designers, and web developers. They run 160 companies every single week. Think of this guy with a team of business coaches running 160 companies So in the weekly, he’s running a hundred and sixty companies Every six to eight weeks. He’s doing reawaken America tours every six to eight weeks He’s also doing business conferences where 200 people show up and he teaches people a 13-step proven system that he’s done and worked with Billionaires helping them grow their companies. So he’s 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. Amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes as socially awkward but he’s so brilliant and he’s taught me so much. When I say that like Clay is like he doesn’t care what people think when you’re talking to him. He cares about where you’re going in your life and where he can get you to go and that’s what I like him most about him. He’s like a good coach. A coach isn’t just making you feel good all the time. A coach is actually helping you get to the best of you and Clay’s been an amazing business coach. Through the course of that we became friends. My most impressive thing is when I was shadowing him one time, we went into a business deal and listened to it. I got to shadow and listen to it. When we walked out, I knew that he could make millions on the deal and they were super excited about working with him. He told me, he’s like, I’m not going to touch it. I’m going to turn it down because he knew it was going to harm the common good of people in the long run. The guy’s integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what’s right. And anyways, just an amazing man. So anyways, impacted me a lot. He’s helped navigate. Anytime I’ve gotten nervous or worried about how to run the company or navigating competition and an economy that’s like, I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns.
This is our new van with our new marketing and this is our new team. We went from 4 to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman, so we didn’t need that. We needed somebody to help us get everything that was in his head out into systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from
one to ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand.
The Thrive Time Show two-day interactive business workshops are the world’s highest rated and most reviewed business workshops because we teach you what you need to know to grow. You can learn the proven 13 point business systems that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website. We’re gonna teach you how to fix your conversion rate. We’re gonna teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two-day, 15-hour workshop.
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
And the great thing is we have nothing to upsell. At every workshop, we teach you what you need to know. There’s no one in the back of the room trying to sell you some next big get-rich-quick, walk-on-hot-coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, but I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert, Zellner and Associates. Look them up and say, are they successful because they’re geniuses or are they successful because they have a proven system? When you do that research you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t loan. We’ve built this facility for you, and we’re excited to see it. And now you may be thinking, what does it actually cost to attend an in-person two-day And now you may be thinking, what does it actually cost to attend an in-person two-day interactive Thrive Time Show Business Workshop.
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