0 (2s):
Boom shake the room, Fire Nation. JLD, here and welcome to Entrepreneurs on Fire brought to you by the HubSpot Podcast Network, the audio destination for business professionals with great shows like Inclusion and marketing. Today we're pulling a classic episodes, from the archives, and we'll be breaking down How to Nail It Then Scale It seven Steps to Super Success and 35% annual growth. To drop these value bombs, I brought to Clay Clark into EOFire Studios. Clay is the founder of six multi-million dollar businesses, author of 12 books, a Forbes contributor, a former SBA, Entrepreneur of the Year and more. And today Fire Nation,, we'll talk about how A goal is a dream with a deadline about knowing how much it costs for you to achieve your goals for your life, your goals for your faith, family, finances, fitness, friendship, and fun and so much more.

0 (47s):
And a big thank you for sponsoring today’s episode goes to Clay and our sponsors Sales Evangelist hosted by my friend Donald Kelly is brought to you by the HubSpot Podcast Network,, the audio destination for business professionals. Each week, Donald interviews the world's best sales experts, successful sellers, sales leaders, and entrepreneurs who share their strategies to succeed in sales. Right now, a recent episode you should definitely check out is The Five Ways to Do Daily Outbound with LinkedIn. Listen to Sales Evangelist, wherever you get your podcasts. Hostinger is among the top web hosting and website creation brands in the world. See for yourself. Head to hostinger.com/ONFIRE and use code ONFIRE for an exclusive 10% discount.

0 (1m 30s):
That's Hostinger.com/ONFIRE. In the code ONFIRE. Clay say what's up to Fire Nation and also share something that you believe about becoming successful that most people disagree with. Well,

1 (1m 46s):
Fire Nation. Hello. Greetings to you,

0 (1m 48s):
Fire Nation. What? What are you doing? Are you in automatic mode right now?

1 (1m 53s):
Lemme try again. Hello, Fire Nation. My name's Clay Clark and greetings from the frozen Tulsa, Oklahoma Tundra here. And one thing that I believe that most people don't, I think, or what Mo that most people disagree with is, I believe Proverbs 13:20 is true from that controversial book called the Bible, where it says he that walketh with the wise men shall be wise, but a companion of fools shall be destroyed. Essentially, modern translation. You wanna surround yourself with people who are committed to being good people to achieving success and your life will improve if you surround yourself with nefarious people who are trying to scam their way to success. You will lose

0 (2m 33s):
Fire. Nation, you're listening to myself and Clay Clark. Your five is already getting pretty darn good with the two of us, I'm not gonna lie. And there might even be a third person on the mic. We'll be bringing in a little bit. 'cause we're talking about How to Nail It Then Scale It specifically a seven step formula to super success and 35% annual growth. I love the specificity of these numbers. So Clay, let's just dive into the juicy stuff right here. Like what the, does, does it even mean to Nail it then scale it?

1 (3m 3s):
Well, to Nail it is you build a system that is so good, so consistent, the quality's consistent. The customers can rely on the quality in a way that the customer is wowed. So let me throw out some examples. If you go to in and In-N-Out Burger, I know not everybody agrees, but if you go to In-N-Out Burger, most people would say, wow. And they go back. And in fact, there's a big line to prove it. There's a line. And, and and there's not. I've been to in, In-N-Out burgers where there has been a team of geniuses, a crack squad of geniuses working there. And I've been to some where there seems to be a lot of people there that were probably like me and my youth, you know, maybe don't know a lot about a lot of things, but the consistency of the quality is phenomenal.

1 (3m 44s):
And so if you build a system that is scaleable, people that are super mature and wise, and people that are new in kind of learning the game of business or learning the game of life, they can run it efficiently as well. So you wanna build a business so good, so tight, all the systems in place that an idiot could run it, because that someday in the future an idiot may be running it or a genius can be running it. But you want predictable results that wow customers and that produce a predictable amount of profit. So therefore you can have time freedom and financial freedom, and you can move to Puerto Rico and share the massive avocados with you there, right there in Puerto Rico.

0 (4m 20s):
We are talking basketball size avocados, Fire Nation. You need to see these two, believe them. And they are amazing. And listen, Clay has made a living, he has made a fortune. He has made a lot of other people fortunes by teaching them and implementing himself How to Nail, It, Then, Scale, It. So please heeded these wise words. And listen, we want super success, not just like success. We want super success. So what is that first step? Clay to Achieving super success.

1 (4m 50s):
If you're listening right now and you own a business that solves a problem for real customers, that's where that's, that's step number one. You gotta ask yourself, do I have a business where I'm selling a product to real customers that they actually want? And so I'll, I'll provide a three examples and I call these the booming bearded boys from Oklahoma City, the bearded, these, the booming bearded boys from Oklahoma City. These are three friends who are now clients. The the first bearded guy. He builds pergolas, he builds outdoor kitchens, he does cedar cabinets that you can order all over the Nation. Everybody listening right now, all the Fire Nation, they can order his TV cabinets. His company is called P-M-H-O-K-C.

1 (5m 32s):
People are already searching for pergolas. They're already searching for outdoor kitchens. Many of your listeners right now, if you check it out, go to p mh okc.com. He doesn't have to change your behaviors or your habits to get you to want to buy an outdoor fire place or an outdoor kitchen or pergola. People already want it. So Randy Ankin of P-M-H-O-K-C is simply solving a problem that already exists. He's building a better mousetrap. Now, if you're gonna try to invent a product that that changes the way that we forever think about life. You might be Steve Jobs, but that, but that's not what I'm talking about. I'm talking about you wanna find a problem that people already have right now, I don't think a lot of people thought I want something between a laptop, And, A phone, but bigger.

1 (6m 19s):
Yeah, that's what I want. No, no, not that small. No, not that big. I want, I know what I want. I want an iPad. No, Steve Jobs came up with that and convinced us that we wanted it. But I'm talking about if you have a problem that you can solve for real people. Another example from the booming bearded boys would be, there's a guy, he sells insurance. I can't mention his name JLD because I'm not as with his business model. You're not

0 (6m 41s):
Supposed to have certain

1 (6m 42s):
Outside Consulting. But the point is, this man, whoever he is, he sells insurance. And when you sell insurance, you know, you and I probably don't even want insurance. I mean, do, do, does anybody out there want a piece of paper? And A promise? No. But we have to, to drive on the roads in Oklahoma or or other states, you have to have car insurance, you have to have a home insurance, you probably should have life insurance. And so I don't know that I'm waking up every day saying, oh my gosh, wow, I need insurance. This is exciting. No, but I have to have it. So my bearded, booming friend, he sells insurance and we taught him how to do it in a scaleable way that wows customers. And the third example would be flow photography. Every real estate agent out there, every real estate agent out there, if you're a real estate agent, you know what I'm talking about.

1 (7m 26s):
You need photos, videos, drone, 3D tours, you need all of that. And it's hard to find photographers that show up on time, that do a good job and that provide editing that wows with a fast turnaround time. So one of my clients and one of my friends, Ryan, started a company called flowphotos.com. Flow photos.com. And he wows real estate agents so much that he says, listen, listen, the first shoot, I'm gonna do the first real estate shoot for you for a dollar. And A real estate agent says, what? I've been looking for a photographer that shows up on time that does a good job, you're gonna do it for a dollar. And he says, yes. They say, what's the catch? He says, well, the catch is, I hope you use me again.

1 (8m 7s):
But again, the first step is find a problem that the world has And, A, and solve it in a scaleable way. That, that, that's the plan. Find problems that you can solve for your ideal and likely buyers. And if you don't have a problem, you can solve. If you're thinking right now, I wanna be an entrepreneur, but I just don't know what I would do, I encourage you to look into buying a franchise or licensing a business

0 (8m 29s):
Fire Nation, so many Value Bombs coming your way. And by the way, said photo flow gentlemen may or may not be in the studio. So we'll see if Clay decides to weave him in throughout our conversation today. But I wanna talk real quick, Clay about goals. Because listen, you believe that your goals and you also believe that your values, and you also believe that the plan of your coach all align. Break this down for us. What do you mean by these three things?

1 (8m 59s):
First off, you can't talk about goals without saying go. Okay, sorry. That

0 (9m 10s):
Was great. I always think of Brazil too. I don't know they kind of own that. But go

1 (9m 14s):
Ahead. I don't watch a lot of soccer, but I do watch that highlight. It's amazing. But goals, we're talking about goals. A goal is, it's it to quote Napoleon Hill, the bestselling author of Think and Grow Rich, Napoleon Hill, he writes, and by the way, I named my son after Napoleon Hill 'cause I learned so much about brilliant goals. He says, A goal is a dream with a deadline. So when I was 16, it occurred to me I had no money and I thought, I wanna make a lot of money. Oh yes. And so I thought, what's a problem I can solve? And I thought, you know what? School dances are terrible,

0 (9m 47s):
Terrible,

1 (9m 48s):
Terrible. People leave early. Weddings are terrible. People are, you know how it is? Girls

0 (9m 52s):
On one side, boys on the other, nobody's talking to each other. Nobody.

1 (9m 55s):
And then what you do when you're an adult, you go to a wedding, you say, I think, I think the babysitter's calling me, and the babysitter's not calling you. So you call the babysitter. 'cause you're, you're, you're an ethical person. You say, babysitter, I want you to call me over and over and over starting in 10 minutes and demand that I come home and, and tell me there's an emergency. Oh right. So I have to leave this wedding. It's so terrible. But a great DJ can get people to stick around people that vaguely know the couple will stick around till two in the morning if the DJ's good. And I thought to myself, I could DJ better than any disc jockey I've ever seen. How do I know this? Because I have thought about how bad they are and I'm just gonna make it a little bit better. And that became my first company, DJ connection.com. Little did I know that wedding by wedding, by delaying gratification that I would build it into the largest wedding DJ entertainment company in the region.

1 (10m 41s):
And some upset in the Nation. I didn't realize I would be doing 4,000 wedding receptions a year. Wow. But when you build a system where every bride who's looking for you online finds you, and every bride who goes to a venue is recommended to you, and every bride says, wow, you, you, you guys are the best. And when we offer unlimited time and nobody else does, and we offer lights and sounds and customized weddings, I don't, I haven't owned that company in over a decade, but we were wowing customers. But my goal JLD is I said I wanted to be worth a million dollars. I wanted to save. I'm not talking about my worth as a person, but my NET worth, I needed it to be over a million by the age of 30. Or my head was going to explode.

1 (11m 21s):
And so I found a way, I I made a roughly, roughly $175 per wedding. My wife tells me it's 167 because that's the accurate number of profit we made per wedding. I say 1 75 'cause I'm an entrepreneur, I'm an optimist, I'm rounding up. But we made $167 per wedding. And when you do 4,000 weddings a year, somebody do the math. You take 4,000 times 1 67 and you say, okay, I got a profit of maybe 668,000 a year that I can procure from this business that I can make. So I want, I wanna encourage everybody out there, listen, listen to me. How much does it cost for you to achieve your goals for your F six life F six, your goals for your faith, your family, your finances, your fitness, your friendship, and your fun.

1 (12m 4s):
Okay? What does it cost for you to achieve your goals for your faith, your family, your finance, your fitness, your friendship and your fun? What does, what does it cost? And I'll just give you an example. One of my companies is called Elephant in the room. It's a men's grooming lounge. It's like a country club for men's haircuts. And I pay myself $2 per haircut being very transparent with your listeners. If you go to ei TR lounge.com, chances are I can't make any money by cutting your hair. 'cause we're just in Oklahoma. But I make $2 per haircut, alright? and we do 4,000 haircuts a month. So that provides my family a, a profit every year. Okay? It's 8,000 a month. 12 months a year. $96,000. $96,000 a year right now after taxes, how much do I keep?

1 (12m 45s):
And then whenever the account of the business goes over a hundred thousand dollars, whenever we get the, the bank account over $100,000, we do a profit distribution. Right? So, but again, the goal is we have goal, we have five kids. I want my kids to be able to do gymnastics and dance classes and drum lessons. Yeah. And I want my wife to buy those expensive avocados from Whole Foods. Those are my go gold. But how am I gonna achieve my goals? What I have to do is I have to sell haircuts. So how do I do it? I do a haircut that is better than most places in Tulsa. It's a 27 minute haircut, paraffin hand dip, hot towel treatment. It's manscaping. People love it.

1 (13m 26s):
It feels like a country club. It's beautiful. So that's how we do it. Am I passionate about hair? No. Do I wear a hat every day? Yes. Do I only wear, not wear a hat when I do interviews? True. This is audio only. So I am wearing a hat right now. Yes. But another example would be oxy freshs.com. It's a client, he's a, he's been a client of mine for I think 13 years now. Xi freshs.com. We have 450 plus locations open right now. Wow. and we make money by cleaning carpet. And it is the world's greenest carpet cleaner. and we do it so well that other people want to license or franchise the business model. And now Xi Freshs has 450 plus locations and people are Achieving time freedom, one carpet at a time.

1 (14m 6s):
But you've gotta find a problem that you can solve for the world and figure out how much does that cost. And then you, you, that's how you do it. You sit down and make your goals and you gotta say, how many somethings do I need to sell to achieve my goals? No

0 (14m 18s):
Wonder why you keep saying yes to Entrepreneurs, On Fire. Because you get to wear a hat Clay, it is all making sense now. Click, click.

1 (14m 26s):
I'm not wearing pants. I'm wearing shorts I'm wearing. And one shorts I bought the, and one shorts for $10. I went into Walmart. They had a deal where you could get four of 'em for like $40. I'm thinking, wow, that's three or $4 less than I normally pay. So I bought the And one shorts, I bought as many as they would sell me. And so if you're out there, folks I highly endorse. They don't want me to endorse, but I endorse the And one shorts at Walmart, they're about 10 to $15 and they're beautiful.

0 (14m 51s):
Okay. Okay. TMI. So anyways, Fire Nation. We have so much valuable information coming up as soon as we get back from thanking our sponsors. Happy 2024 Fire Nation. New one is here and that means new goals, more growth, and upgrading your day-to-day workflow. While most sales folks are stuck in the mud of manual scheduling, digging into data and tracking down leads, let me share a better way to win so you can get a jumpstart on your year. The new Hubspot Sales Hub is smart sales software for today's multitasking reps. It's built to help you manage every stage of your sales pipeline with ease. It's filled with easy to use and powerful tools that make closing deals and collaborating across departments a breeze.

0 (15m 32s):
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0 (16m 13s):
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0 (16m 54s):
See for yourself. Head to Hostinger.com/ONFIRE and use code ONFIRE for an exclusive 10% discount. That's Hostinger, H-O-S-T-I-N-G-E r.com/ONFIRE and the code ONFIRE. So Clay, we're back. And let's be frank, you've already dropped an enormous amount of Value Bombs thus far. And I wanna talk about trust now. 'cause trust is a tricky word these days. You believe it's important to trust, but verify, expound upon this.

1 (17m 25s):
Well, what happens is, is a lot of people hop on shows. You're, you're, you are unique because you vet your guests. but there are a lot of shows out there where they'll just let anybody on the show, or there's a lot of people that let anybody speak at the conference. There's a lot of trade shows to let anybody sell something as long as they pay for the booth, right? So a lot of people are paying for their platform. People are paying for fake numbers of Twitter followers or Instagram followers. We've all seen that game. And so what you wanna do is you, when you're looking at taking advice from somebody, but whether it be a business consultant or a conference or a a franchise you're looking to buy or something you're looking to license, I encourage you to trust but verify.

1 (18m 7s):
So you first ask yourself, is there fruit? And then go back to the root, ask yourself, is there fruit? And then go back to the root. Because so often people say things, people are leasing the Mercedes and they can't afford gas. They're saying, please, please, hopefully they don't see me pushing the, pushing my Mercedes into the parking lot. You know what I mean? People are pushing their Mercedes into the parking lot. They can't afford gas, but they're leasing it. People are faking it till you make it. And all I would say is, before you take the advice of anybody out there, make sure you look at the fruit of the li and the lives of these people and then chase it back to the root. And that's super important.

1 (18m 47s):
And is everybody going to be loved? No. No. And then it, it's, nobody's not people, people don't receive universal praise, but success leaves clues. And so Winston Churchill, this is Winston Churchill, the famous prime minister who led Britain over an courageous battle versus the Nazis. Oh yeah, he fought against Hitler. He, he said, you have enemies question mark. Good. That means you've stood up for something sometime in your life. So do your research. I I recommend if you're gonna build a house, call their testimonials, talk to 'em. If you're gonna buy a franchise, call the franchisees. Ask 'em, how's it going?

1 (19m 28s):
If you're gonna hire a consultant, do your research. And that's why at@thrivetimeshow.com. If you go to thrive time show.com, the home of our podcast and website, thrive time show.com, you click on the testimonials button. We have now over a thousand video testimonials that I have compiled since 2006. So I mean, you can see fashion patterns change, JLD, I mean, you can see people back in the day 2006, or people this year sharing about their success. We proudly give out their cell phone numbers. So you can call 'em verify, just any, if you're gonna buy a franchise, call the franchisees. If you're gonna use a realtor, call their references.

1 (20m 8s):
It's so important to trust but verify.

0 (20m 10s):
One of the many things, and I mean many things that I love about you Clay, it's yo bluntness. So let's just call a spades spade brother right now. Where do most people, and I'm talking about Fire Nation, I'm talking about Thrive Nation. I'm just talking about human beings and entrepreneurs in general. Where do most people go wrong with their attempts at business growth?

1 (20m 30s):
Well, we're looking to get rich quick. I mean, that's, that's what happens. We, we all, we're all kind of doing it, right? I mean, there's a line to get into the buffet

0 (20m 40s):
At

1 (20m 40s):
The casino and you're thinking, maybe I could just kind of sneak in there. You know, you're going to a game, you didn't pay for a ticket to sit there on the sidelines and you kind of wanna sneak in. People are kind of wanting to, you know, get the study guide. There's just this primal desire we have to get rich quick to take the shortcut. And so what I see, and it's unfortunate, but many people before they call me, have already gone to seminars where they say, JLD, here's the deal. There's 13 secrets to getting Rich. And I'm gonna teach you 12.7 of them today. Now, now it's the final 0.3, that is where you get rich.

1 (21m 22s):
But the 12.7, this is, this is gonna just get your beak wet. But if you wanna know the magic money, then you have to come to the next one. And so a trusting person says, okay, I'll come to the next one. And then they say, we're gonna teach you 10 steps. However, Today, we only have time to cover one step because, you know, here comes a celebrity invasion. So next conference we'll teach you the nine. And they keep doing this. And pretty soon you're going, I have dropped, I've seen people who've come to me and said, I've spent $80,000 on Consulting 80. Actually, one guy I just talked to spent $86,000 JLD, $86,000 on it was an eight grand a month program. And I remember that I was thinking eight grand a month. That's what I pay myself from Elephant in the room.

1 (22m 2s):
Oh, how are you Even like, what? And this is a guy who desperately wanted success. He got roped into one of these search engine programs where you sign a, a long-term contract. And now he had to finance it and do an home equity line to pay it off. And I see these sad stories all the time and all, I would just say, I recommend you look for a Consulting mentorship that is, you know, month to month that you try before you buy, you can trust but verify. But I would just really avoid the get rich quick stuff. And I would just give, give you a notable quotable, Andy Grove, who's the co-founder of Intel, who escaped from communist controlled Hungary at the age of 20 to move to the United States.

1 (22m 45s):
He wrote a book and he titled it, only the Paranoid survived. Ooh, only the paranoid survive. And so I would just say, I started off the show by talking about P-M-H-O-K-C. This is a guy who grew from doing, you know, 50 grand a month of sales to $200,000 a week, $200,000 a week from 50,000 a month to 200,000 a week. That's a real example. I'm giving you the website, p mh okc.com, just everybody out there do a search right now. Type in C pergola, type it in OKC, pergola, P-E-R-G-O-L-A, you can see who comes up top. Another example type in Joplin gyms, J-O-P-L-I-N, Joplin Gyms, who comes up top, one of my clients co law fitness five.

1 (23m 31s):
These guys have grown five times the size in less than three years. These are real examples you can verify. I'm giving you the names of these people, but beware of the consultant, educator, speaker guy who speaks in vagaries and says, well, JLD, I have so many testimonials, it's hard for me to remember even one, because if I were to think of even one, I would black out. And I have NDAs and I, I don't wanna black out and I don't wanna violate my NDAs. And I also don't wanna validate the confidentiality. So I have no references that you can verify. But trust me, because I'm leasing a Mercedes,

0 (24m 3s):
Trust me, Fire Nation, I'm leasing a Hyundai.

1 (24m 8s):
You know what I mean, though? You've seen it. Big hat, no cattle, you've seen it. JLD, you've seen it. And you, you do such a great job of vetting people. You know what I'm talking about? There are people out there there scam, fantastic. They're

0 (24m 17s):
Scam. Fantastic. And listen, this is why from day one, I was so inspired by Pat Flynn publishing his income reports and wanting to do the exact same thing and wanting to even kind of like up that level of being like, Hey, how can I bring in my lawyer to not only share a legal tip and bring in my account, and not only to share a, a tax tip, but also just to like prove and to verify that like, these are real numbers. This is what we are doing. This is what's working in the market right now. Here it is. These aren't just like numbers being thrown out in the air that a lot of people can do from stage or from wherever, from online. But Fire Nation, you've got to verify. And Clay people are so scared when it comes to building a team, mostly because they don't know how to do it. But you and I both know that you must surround yourself with a competent team if you wanna fulfill the dream.

0 (25m 3s):
How do we do this?

1 (25m 4s):
Okay, well, if you're listening right now, you wanna know specifically how I find great people, Today. We're we're recording this show on, on a Wednesday. I never know when the show's come out. But tonight at 5:30 PM 5:30 PM I'm gonna be interviewing on a typical week, about 50 to 75 candidates who say that they, that who say that they want a job on the planet earth. And so I am doing the hiring. I'm in charge of the hiring as a consultant for shaw homes.com. It's Oklahoma's largest home builder for myself. My marketing company's one of the largest in Oklahoma called Make Your Life epic.com for Elephant in the room, our haircut business. And I don't wanna bore your listeners, but I'm doing interviewing for real companies.

1 (25m 45s):
I'm just citing them so people know I'm not making this up. And if you go on indeed, you can see the, the, the, the job posts right now. And we're gonna spend collectively about $2,000 a week. JLD posting job. We're now hiring, now hiring, you know, we're, we're hiring and these people show up and they apply for the job. And I'm gonna interview these people and I'm gonna interview them all at one time. I call this the group interview and somebody out there, this is a powerful move, everybody look this up, don't believe me. Every Inc magazine now reports JLD, that 85% of people lie on their resume, 85% according TOK magazine just making stuff up. People are turning in fiction novels as their, as their resume. So what I do is, anybody who applies, I'll give you a fair shot, but I wanna meet you.

1 (26m 29s):
I'm not gonna hire you based upon that resume. And then I'm there and they're going, aren't you the owner of these companies? Aren't you the owner? I thought you were, I thought I read about you in Forbes. Oh, I saw you on Jimmy Kimmel. Oh, I looked you up. Oh, you know, and they go, I, I you're the owner. Yes. And they say, and I said, well, they get kind of nervous a little bit. And I say, now guys, you can ask me any questions that you want about this job. And I'm gonna tell you anything you wanna know about pay compensation, how to get fired, how to get hired, how to get promoted, the org chart. You can come walk around my office, you can explore the 17,000, you know, square foot building. You can meet everybody and you get to learn a lot about people. And then what you do is if somebody says they're a good fit, you think they're a good fit, I like to go ahead and schedule them to shadow me in the workplace for an hour or two while, while we verify their references.

1 (27m 16s):
And through that process, you're gonna find that if we have 150 people apply and they say they're gonna be at the interview, it's sad. But only 50, maybe only a third, about a third of the people who say they're gonna show up for the interview actually show up. Wow. So then I only read the resumes of that third, right? I mean, why would I read someone's resume if they're not gonna show up? Right? Furthermore, I'm not gonna call your references unless you show up on time. And I'll tell you this, a little less than 10% show up on time. So a third show up, but a little less than 10% total show up on time. And if you're gonna be late for the interview, you're probably gonna be late for the job too. And if you need a a self-help course, I'm gonna recommend your newest book JLD. But I'm not gonna hire you. You know, I'm gonna recommend some books to you.

1 (27m 56s):
'cause I remember when I was a bad employee and I started working at Target, I didn't know what was going on. I would not hire a young me. Mm. I wouldn't do it because I had so much stuff I was dealing with. But once you do the group interview every week, every week we job post every week at five 30, we do that group interview. I schedule shadows and if you're a good fit, I have your shadow. And then we make the decision right there. And it's just, it's kind of an opportunity for both parties to try it before they buy it. And I see so many business Owners that are stuck doing 150 consecutive, one-on-one interviews, and half the people don't even show up. Think about that. A hun. 151 hour interviews versus the same time, same place every week. I love the group interview. If you wanna know more about it, you can go to thrive time show.com and you can click on the podcast button and you can learn about the group interview.

1 (28m 39s):
And I actually have an audio excerpt of me Ooh, conducting a group interview. The listeners can hear

0 (28m 44s):
Fire Nation Value Bombs have been dropped. You can see why I keep bringing Clay on Entrepreneurs on Fire time after time, year after year. And not to mention they are a fantastic partner and sponsor of Entrepreneurs on Fire as well. So Clay, I want you to take this home for us, brother. What do you want to make sure Fire Nation gets from everything that we talked about today? Yeah, what opportunities do our listeners does Fire Nation get to continue to take advantage of all the ISTs and in fact, pre-interview, we talked about some amazing Fire Nation testimonial stories that's already happened, which is so cool to hear. And then we'll say goodbye.

1 (29m 20s):
Well, I wanna give the listeners kind of a, a a three step process. Three things you can do right now. Step number one is I would encourage you to, I encourage you to go to ThriveTimeShow.com/EOFire thrive time show.com/ EOFire. And when you go there, you can Schedule a a 13 point assessment with me, not with a a teammate mate or somebody else. You'll actually be on the phone with me. And when you're on the phone with me, I'm gonna figure out whether we can help you or not. Now, I could only help 160 clients, one-on-one because that's the limit I've set on how big I want our firm to be. But we also have workshops.

1 (30m 0s):
And so if you go to ThriveTimeShow.com/EOFire, you can schedule the 13 point assessment. However, if you go to thrive time show.com and you click on the conferences button, you can learn all about those conferences. They're two day interactive workshops. And if you wanna attend just for $37, all you gotta do is leave a review about the the EOFire Podcast on iTunes. So find the EOFire podcast on iTunes and leave an objective review about JLD here. Give him a review. Tell him how he's doing. You know, oh man, I wish you would talk faster, talk slow or, you know, but seriously, tell him about the value you're getting, what you're learning, that kind of thing. And if you'll send a screenshot of the review of the EOFire podcast to info@thrivetimeshow.com, that's info@thrivetimeshow.com.

1 (30m 49s):
You can attend the conference for just $37. Whoa. Or again, you can Schedule a one-on-one consultation with me@thrivetimeshow.com slash EOFire. And then the third thing, and, and before we introduce kind of our, our co-conspirator here in the studio here, Ryan is actually a guy who is one of the bearded business boys. The bus, the booming business Boys, boys out there in Oklahoma City. He goes to church with the guy who started PMH KC and with the insurance guy. And Ryan was crazy enough to fill out the form per the recommendations of his friends. He got stuck on a 13 point assessment with me, and now his company, flowphotos.com has grown as a result of him diligently implementing the system.

1 (31m 32s):
And it's grown so much in these past couple years that he's now licensing the business. So now if you're out there today and you're going, man, I I don't know what I wanna do with my career. I need to find a business. I wanna start a business. I don't know how you can now start a flow photography. You can license a flow photography location for less than $20,000 and he'll actually train you how to do it. It's less than 20,000. And, and all, all 20,000 goes to buy the equipment. He doesn't even make a commission on selling it, it's just all equipment. So you're just buying the equipment, you're not paying a, an upfront license fee. It's a pretty cool story. And I wanted Ryan to, to, to meet your listeners today.

3 (32m 6s):
How's everybody doing, Ryan?

1 (32m 7s):
We're all doing great. Yay. Woo. So Orion, can you share with everybody when you filled out the the form, what were you thinking?

3 (32m 16s):
Well, I'd ob you know, Clay had mentioned that we've got a couple of friends that we go to church with, and I'd been hearing these stories of like, their business was growing, kind of seemed like out of nowhere. The PMH guy, he, he would send me pictures of checks that customers were writing to him and, and those were big checks. And so he

1 (32m 34s):
Did that. He sent you pictures of checks? He sure did. Oh, that's hilarious.

3 (32m 37s):
And so we were at an ugly sweater party and they, they kind of cornered me and said, Ryan, you've, you've gotta check this out. And so I did. I checked it out, did the 13 point assessment. What was really cool is Clay mapped out a, a, a business plan for me, just no questions asked at all. But at whenever I read through the business plan, I saw, you know, here's a roadmap to success. I've heard the success that Clay's had, you know, built the nation's largest DJ entertainment company. I, I thought, come on, this guy's done this before I found out, you know, he is built several multimillion dollar businesses. I need to listen to what this guy's saying. You know, you hear something, you trust it, but sometimes they're like, you know, don't believe you're lying eyes. Right? Right. And so I actually got to see on paper and all of the verification and so, you know, we, we said, yes, this is something we need to do.

3 (33m 26s):
And then we just sort of began from there. And, you know, thinking back on it, what I was thinking was, I needed help. You know, I'm a photographer by trade, right? I'm an artist, you know, I, I I figured out how to take great photos, how to deliver those photos, good customer service, things like that. But, you know, we named our business flow because the opposite of that is to drift, right? We wanted things to flow well, we didn't have great structure, all of these things. And Clay and his team helped to bring some structure to us. And, and really it was just following a proven path, simple systems. and we leaned into that. And so I, I got really excited whenever we were able to get started.

1 (34m 3s):
And you guys have grown by what percentage in the last two years now?

3 (34m 6s):
Yeah, 35%.

1 (34m 7s):
35%. And you, you have, and so in a typical week, I mean, you can, if, if somebody did reach out to learn about licensing of flow photography, you're doing that. And if I understand it right, the licensing fee's a dollar. Yep.

3 (34m 18s):
$1.

1 (34m 19s):
And they gotta buy about what, $15,000 of equipment?

3 (34m 21s):
Yep. Yep. It'd be about $15,000 to get your, your cameras, your 3D cameras, video stuff. Now, j

1 (34m 27s):
L D ISS a smart guy. But for a guy like me, how long does it take you to teach me how to do it?

3 (34m 31s):
Two days.

1 (34m 32s):
So two days. So for 15 grand, what? Under, under 15 grand two days. If, you don't know what you wanna do with your career. You can have a business and, and, and And A gross revenue. On a typical week, if you're in the spring, how much gross revenue can you generate?

3 (34m 43s):
Yeah. Anywhere from 15 to 17,000 was what we were hitting this last year. Yeah,

1 (34m 48s):
It's crazy.

3 (34m 49s):
A week.

0 (34m 50s):
And A, couple days of training. Well, Fire Nation, listen, you're hearing Clay. I mean, you're hearing the story of photo flow, you're hearing all these different things and it's important to trust. But as Clay said, verify. So the next step, of course, is verifying because you are in charge of your future of the next step that you take. So I love this Clay, how do you wanna bring this home?

1 (35m 8s):
I would just say, I wanna go back to where we started. You know, you asked me, what's one thing I believe that very few people believe, or that people most people disagree with, is he, that walketh with the wise shall be wise, but a companion of fools shall be destroyed. So I'll leave your listeners with four quick action steps. One, if you're surrounded by idiots, and man, when I worked at Target and Applebee's and DirecTV, I was surrounded by idiots because I was surrounded by myself. Think about that. I was surrounded by myself. Everywhere I went, I was there. So I would say step one, listen to the EOFire podcast every day until you are one of those wise guys. 'cause there's so much knowledge in JLD. It's not just your new shows, it's your older shows.

1 (35m 49s):
It's the shows you've done years ago. Just go th just listen every single day. Call to action. Number two, leave a review. I mean, JLD, you have millions of people that have listened to your shows. Yeah. And thousands of reviews. Let's help bridge the the gap. You know, let's get a million reviews. Everybody out there. You say, I don't know what to do, I'm what? I'm trying to grow a business in a pandemic. Why do I do? I've got, oh, what you do is you need to go and leave a review right now. Go to iTunes, find the EOFire podcast, leave an objective review. Email me quick while it's still in your mind. Do it now. Email me to info@thrivetimeshow.com. Should I do it later? No. Pull over and do it right now. Do it right now. Do it right now.

1 (36m 29s):
Do it right now. Leave. Send a screenshot to info@thrivetimeshow.com. But I can't do it. I have carpal tunnel, I'm overwhelmed. Just do it. Screenshot review info@thrivetimeshow.com. If you can't figure out how to leave review, just email me and I'll help you. You can attend a conference for $37 with no upsells. That's the thing that shocks everybody. No upsells. It's beautiful. Action. Step number three, Schedule a free 13 point assessment with me. If you have a real business and you're really stuck, because even if we can't help you as an ongoing co coaching client, God put me on earth to help you grow businesses. That's what I do. I'm not good at a lot of things. I have five kids and I have no hobbies and interests and I swim in the pool with my kids in the hot tub.

1 (37m 10s):
But they're like, you know, dad, you're one of the most unimpressive people we've ever met. But you're good at growing a business. I'm not, I'm not a talent show. I'm not a guy you wanna go hiking with. I don't go camping. I'm not good at, you know, male modeling. I'm not good at playing a musical instrument, but I can grow businesses. So just go to Thrive time show.com/ EOFire and schedule that 13 point assessment@thrivetimesshow.com/EOFire. And action. Step number four, batting cleanup. If you don't have a business and you're saying I don't know what to do, I just dunno what to do, I, I, I don't know what to do. I encourage you. Look at either licensing or franchising. Jimmy John's is a great business. I make no commission for you to buy a Jimmy John's. Okay? Oxy freshs.com. A great business franchising just allows you to buy a scaleable system that works.

1 (37m 54s):
Or you can look into licensing and you just gotta go to flowphotos.com, flowphotos.com and click on license the location, there's a button, click on license the location and then Ryan can talk to you. It costs you nothing. You got about 15 grand a gear you gotta buy if you wanna move forward. And he'll Schedule a two-day dojo a mojo training with you to teach you how to do it and see if it's a good fit. That's flowphotos.com. JLD, you sound like you're smelling terrific. Is that something in the Puerto Rican weather up there all

0 (38m 22s):
Day every day? I've got my native deodorant, coconuts butter, just right underneath both my armpits and it smells fantastic. 'cause Fire Nation, TMI once again for twice in one episode, you're the average of the five people you spend the most time with. You know this Fire Nation, you're hanging out with Clay with JLD today. So let's keep up that heat. And if you do, head over to EOFire.com and type Clay in the search bar. All of his amazing episodes come out. They're all this valuable, this many Value, Bombs are in every single one of them. But again, your calls to action Clay gave all four right there. I'm just gonna repeat ThriveTimeShow.com/EOFire. Get going, take action on that. And again, the email address to take that screenshot of the review and get that $37 ticket to the conference info@thrivetimeshow.com.

0 (39m 9s):
Clay, thank you for sharing your truth, your knowledge, your value with Fire Nation. Today, for that, we salute you and we'll catch you on the flip side, Boom. Hey, Fire Nation. Today's value bomb content was brought to you by Clay. And listen, over the past decade, I've interviewed more than 3000 of the world's most successful entrepreneurs and created a revolutionary 17 step roadmap to your financial freedom and fulfillment. I put it all into my first traditionally published book, the Common Path to Uncommon Success, personally endorsed by Seth Godin and Gary Vaynerchuk. The Common Path To Uncommon Success is the step-by-step guidance you need to achieve the lifestyle of your dreams. Fire Nation. Visit Uncommonsuccessbook.com to learn more and order your coffee today, and I'll catch you there, or I'll catch you on the Flippity flip side.

0 (39m 58s):
Sales evangelist hosted by my friend, Donald Kelly is brought to you by the HubSpot Podcast Network,, the audio destination for business professionals. Each week, Donald interviews the world's best sales experts, successful sellers, sales leaders, and entrepreneurs who share their strategies to succeed in sales. Right now, a recent episode you should definitely check out is The Five Ways to Do Daily Outbound with LinkedIn. Listen to Sales Evangelist wherever you get your podcasts. Hostinger is among the top web hosting and website creation brands in the world. See for yourself. Head to Hostinger.com/ONFIRE and use code ONFIRE for an exclusive 10% discount. That's Hostinger.com/ONFIRE in the code ONFIRE.