0 (2s):
Light that spark, Fire Nation. JLD here and welcome to Entrepreneurs on Fire brought to you by the HubSpot Podcast Network. With great shows like Business Made Simple. Today, we’ll be breaking down the proven processes and systems that you need to implement to build a time and financial freedom creating business to drop these value bonds I brought to Clay Clark and Ryan Wimpey into EOFire Studios. Clay is former U.S. SBA Oklahoma Entrepreneur of the Year, founder of several multimillion dollar businesses and Amazon best-selling author. And today Fire Nation, we will be talking about quality leads, getting turnkey marketing systems that will get you those leads.

0 (42s):
We'll talk about the irresistible offer and scale and grow exponentially. Once you've nailed that and then hitting the repeat button and so much more. When we get back from thanking our sponsors looking for a place where you can experience live interactions with your audience, then Speakeasy is for you. I'm loving creating daily content on Speakeasy and I know you will too. Visit getSpeakeasy.com to download the app and go live today. Success story hosted by Scott D. Clarey is brought to you by the HubSpot Podcast Network, the audio destination for business professionals success story features Q and A, keynote presentations and convos on sales marketing in more.

0 (1m 25s):
A recent episode on how to protect your business in times of crisis is a must. Listen, listen to success story wherever you get your podcast. Ryan, say What's up to Fire Nation and share something that you believe about becoming successful that most people disagree with.

1 (1m 44s):
What is Up Fire Nation? I'm Ryan Wimpey with Tip Top K9. One thing about being successful, it has absolutely nothing to do with your passion. You may have to put that on hold to create scalable, repeatable systems in order to succeed. Do not, do not focus on the passion

0 (1m 59s):
Well Fire Nation you need to be excited about today. Cuz as I mentioned in the introduction, we're talking about proven processes, proven systems that will help you build time and financial freedom creating your business. And it's not just Ryan on the mic, but we have Clay Clark on the mic. And this is actually the first time I have had a guest in my 3,700 episodes Crack double digits because this is Clay's 10th appearance on Entrepreneurs on Fire. So Clay, let's start with you Brother Fryer Nation wants to know where we get quality leads. How can we create turnkey marketing systems that produce quality leads?

0 (2m 39s):
Brother, take it away. Well,

2 (2m 41s):
When I met Ryan Wimpey here of Tip Top Canine, this was a guy who was passionate about dog training and he really knew how to sell well if he got quality leads. And so if you're listening out there right now and you have a great product or a great service and you just need more quality leads, what we have to do, and I do this with every single client we work with, we have to identify what we call a three legged marketing stool. What is the most effective way? Not the only way, what is the most effective way? Not, not what are all the ways, but what are the most, the three most effective ways to generate leads for your business? And so for Ryan, we identified that search engine optimization was absolutely very important.

2 (3m 22s):
The second area we discovered is that social media marketing was very important. And the third area that we discovered was this thing called the Dream 100, which Chet Holmes, the bestselling author of great book called The Ultimate Sales Machine, Chet Holmes of great great author, the late great business consultant called the Dream 100, where Brian needed to get all of the veterinarians, all of the dog groomers in his local areas to refer him. And since we implemented the search engine optimization domination, the social media marketing and the Dream 100 system Tip top has now grown from one location that was, I would say maybe doing well to now 17 thriving locations all across America.

2 (4m 4s):
And I would predict by the end of 2022 will probably end the year at 21 to 22 territories.

0 (4m 10s):
Wow. I mean that is intense stuff, Ryan, like when you were going through this, were you like, Oh my God, this just totally makes sense. I've been like going a million miles an hour and a million different directions and, and not getting quality leads. I'm not putting words in your mouth, I'm just asking you, was this happening and how did what Clay really structured for you change things?

1 (4m 30s):
Yeah, so as far as the search engine definitely helped. You know, we were, we had good map reviews, but we weren't doing those other three. I wasn't implementing a Dream 100, we weren't going out and seeing people. And so if I was getting in front of people, I was, I had a sales coach before Clay's a business coach and that's why I found him. But I had a sales coach, so sales are doing good, but I only had so many of 'em, right? So it doesn't matter how good you are if you're not getting enough leads,

0 (4m 53s):
Right? And one thing I wanna also double down on Fire Nation, that book that Clay talked about, the ultimate sales machine, fantastic, you must read it. In fact, I'm good friends with Chet's daughter Amanda Holmes, and she just released the updated version of that book with of course all of Chet's genius in there with updated to, you know, the 2022 versions. So that book just came out. So definitely worth a read and all the different areas. And Clay, I wanna talk about irresistible offers. We need to develop an irresistible offer for our first time customers. Why and how do we do this?

2 (5m 31s):
Okay, well first off, if anybody listens right now and you go to Thrivetimeshow.com/eofire, that's one irresistible offer, Thrivetimeshow.com/eofire, or you can go to tiptopk9.com. I'm just giving you two examples. And let me throw in a third example. Why don't you go to shawhomes.com? Shawhomes.com. So Shaw Homes is a home builder that I've helped to grow from. Check this out from 16 million a year of sales to 170 million sales. So from 16 million to 170 10 times more than 10 times, almost 11 times growth. And we've done that in less than four years. Tip top Canine has gone from one location to 17. And then if you go to Thrivetimeshow.com/eofire, you can see that I do these free consultations.

2 (6m 14s):
And people say, Why do you do a free consultation? Well, frankly, it's for my mental health because JLD, you have great listeners who listen to your show and they reach out all the time to wanna attend a workshop or they wanna schedule one-on-one consulting and they wanna see if we're a good fit. And your listeners are wonderful because they're what I call diligent doers. They're people that actually want to pursue their goals and turn their dreams into reality. However, people that don't listen to your show, some people, you know at three in the morning after three adult beverages, they fill out the form just to see what happens. You know, not your listeners, but other people do that. That's what you wanna do, is you wanna make an offer so hot that the super intoxicated guy at 3:00 AM fills out the form and your ideal unlikely buyer. So Tip Top K9, the first dog training lesson is only a dollar.

2 (6m 58s):
Now their average ticket, right? How much is the average ticket? If someone decides to hire you right now it's about 2200 to $2,800. So the average customer spending $2,200 to $2,800 to pay tip top canine to train their dog. But before they decide to commit $2,200 to dog training, they wanna see if it's a good fit. So the first lesson is a dollar for Shaw Homes. Your first consultation is free. Your 3D mockup of your new home is free. They have all sorts of a free tour, a free interactive experience that's free. Or in the case of Thrivetimeshow.com/eofire. My first consultation is free. So what you're wanting to do, if you're listening right now, you wanna think about once something that you could offer. It's so hot, so irresistible, so amazing that you want to try it out.

2 (7m 43s):
You'd actually be able to modify someone's behavior. Let me give you one more example. I was recently in San Diego where you're from jd. I was in San Diego and I was not wanting to have a delicious piece, a piece of Asian cuisine. I was not thinking to myself, you know what, I want Asian cuisine right now, but I happen to be walking in this mall area. And the guy comes out and says, Would you like a free sample? And I'm thinking, Well, okay. And I tried the sample and it was phenomenal. And then it occurred to me, Ugh, I think I'm hungry. And I ordered a meal. But that free sample, it was a generous sample. Now it was an ample sample that my human mind could handle. It was so good though. And I'm not kidding, I, I wasn't thinking about having Asian cuisine, but it was so good, it altered my behavior and it was like a tractor beam from Star Wars and I couldn't pull out of it.

2 (8m 32s):
And I'm like, Oh no. Next thing you know, I'm ordering the meal. It was phenomenals. Everybody out there, if you go to your website, think about your business right now, folks, think about it. What is an offer that you could offer that's so hot, so irresistible that people can simply not resist it?

0 (8m 44s):
An ample sample that is definitely gonna become part of my vocabulary. I love it for all the reasons. And once we've figured out getting quality leads, once we've figured out our irresistible offer, how do we scale clay? How do we grow exponentially?

2 (9m 2s):
Well, the thing with, with Ryan's business that was challenging is he's sort of a dog genius. You know, he knows how to train a dog and the proper way to train a dog and matriculate and coach up the dog. So the dog is well-behaved and then the owner goes, Wow, my dog used to eat everything. My dog used to eat my, you know, my, my brides, my, my beautiful wife's wedding dress, my dog's eating my shoes. My dog won't stop urinating in the house. My dog's crazy. And then they get the dog back and it's a great, it's a, it's a well-behaved dog. So the question is, how do you build a system so that other people who are not, you can learn how to train a dog with the level of quality that Ryan can do.

2 (9m 43s):
So it became sitting down with Ryan and I would, and I'll let Ryan explain more detail. And this was the part of the process that I don't think he was passionate about. Yeah. And that I, I wasn't passionate about it, but in order to achieve financial freedom and time freedom, we had to turn everything into a checklist, everything into a process. And so we had to grind through the process of building a checklist and a process for everything. And now when somebody buys a Tip Top K9 franchise, and correct me if I'm wrong, Ryan, but I think almost everybody who owns a Tip Top K9 franchise now, previously was not a dog

1 (10m 16s):
Trainer. Oh. Every single one of 'em was not.

2 (10m 17s):
So we got like a former mortgage banker Yeah. Who bought a tip-top canine franchise. And now he's making more money training dogs than he ever made in the mortgage industry. And that's because the systems are so tight. So Ryan, maybe you could explain what that process was like. Cause I know it was arduous, it was tedious, but now it's created financial abundance.

1 (10m 33s):
Yeah, so like I said, it wasn't my passion. My passion was training dogs. But we took basically a two page outline into a 60 page process, manual and then checklist for our bootcamps process and structure and outlines for our private lessons, for our take home training, the sales script, our call center scripts, literally everything painstakingly sitting down and just line at 'em by line at 'em, creating those scripts for the call center and the sales was probably the biggest thing cuz it took me, or even training my trainers, it just took me six months to do what we do in six to eight weeks now.

2 (11m 5s):
So now what's happening here, and this is so powerful, JD, is there's a book called the Checklist Manifesto that I encourage everyone to read. The checklist manifesto manifestos, written by a tool Gawande. And when he talks about in that book, and this is, this is Wild, okay, he talks about medical professionals that were able to dramatically decrease the amount of deaths in hospitals as a result of following a checklist. He talks about architects that were able to decrease structural problems as a result of using checklists. He talks about aviation experts, pilots that were able to decrease the amount of errors they had by following checklists. And he talks about in his book that most people don't like following a checklist.

2 (11m 47s):
And he writes here, and I'm quoting, he says, The volume and complexity of what we know has it now exceeded our individual ability to deliver its benefits correctly, safely, or reliable without a checklist. He says, We don't like checklists, they can be painstaking, they're not too much fun. But I don't think the issue here is mere laziness. There's something deeper, more visceral going on when people walk away, not only from saving lives, but from making money. It somehow feels beneath us to use a checklist, an embarrassment. It runs counter to our deeply held beliefs about how the truly great among us, those who we aspire to be like, handle situations of high stakes and complexity. The truly great are, are supposed to be daring. They improvise. They do not have protocols or checklists.

2 (12m 29s):
He says, maybe our idea of heroism needs updating. I just encourage everybody out there, if your business feels stuck, you wanna sit down right now, make a list of all the things that you have to do on a daily basis that are, I call it crap, but core, repeatable, actionable processes. It's crap core, repeatable, actionable processes. Anything that you do that you're just, it's, it's tedious, repetitive tasks. And find a way to make a checklist or a system out of it so that you can teach a new employee, a new hire or reins case, a new franchisee, how to do it quickly. And in my office, every position we have, JLD in my offices, we can teach somebody how to do that job in 15 hours or less. And that's, that's my goal.

2 (13m 10s):
And then the Tip Top K9 franchise, when people go to tiptopk9.com to learn about buying a Tip Top K9 from the time that somebody shows up as a mortgage banker with no knowledge of training dogs to the time they leave. As an expert dog trainer, I believe Ryan, I believe it's six weeks now. Yep. Six weeks. Six weeks. So that's what you wanna do, is you wanna build a system. It's, it's kinda like reverse college. College. No matter what you wanna learn, it takes four years and entrepreneur the world of entrepreneurship, you want it to take no longer than you know, four hours if you can.

0 (13m 36s):
I will say this, I must kind of be a weird person because I love checklist. I love checklist. Listen, yes. I've always loved checklist. And I think there's a reason for it. Why you were talking Clay. I was like, why do I love checklist? I love checklist because I hate having to do something a second time or a third time. I hate doing something wrong and being like, I've gotta start back over again. I literally hate that feeling. And so man, gimme a checklist because I will go through step by step by step and I will be happy the whole time knowing that I'm doing it right the first time. That is so important to me. For some reason, a Fire Nation, I hope it becomes important to you. And I hope you stick around because we're dropping value bombs when we get back from thanking our sponsors.

0 (14m 21s):
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0 (15m 1s):
I'm loving creating daily content on Speakeasy and I know you're going to love it too. So what are you waiting for? Visit getSpeakeasy.com to download the app. Check me out at John Lee Dumas and let's start Rock and Speakeasy together. That's getSpeakeasy.com. I look forward to interacting with you. Fire Nation. Feeling connected to your team is a must, but with employees and contractors all over the globe, feeling that connection can be tough. Not to mention, the software you use can sometimes make you feel outta sync, like you and the rest of your team aren't on the same page. And when a team is disconnected, your customers pay the price. If the software you're currently using is sharing out of day data on your business or your customers, that equals trouble.

0 (15m 45s):
Or maybe you feel like your software is making impossible to see the full picture. If that's the case, then listen up. Customers end up bearing the brunt of this disconnection, meaning a great customer experience is lost, sometimes forever. Ready to get your team on the same page. HubSpot transforms everyday conversations, strategic decision making sessions and everything in between into moments customers feel good about. With a lovingly crafted suite of tools, you can seamlessly connect your team so everyone has access to the same data and you're able to focus on what really matters your customers. Learn how HubSpot can help your business grow better@hubspot.com. Clay Ryan, we're back.

0 (16m 25s):
And I wanna talk about hitting the repeat button. This is something that Clay, you do so well with yourself and with your clients. How can we systemize repeatable success?

2 (16m 37s):
Well, what you do, and I'll just give you an example. I wanna brag on Ryan's wife for a second. You know, when I first told Ryan and Rachel when they were new clients, I remember it was, and then this meeting JLD, it always goes over really badly or really great. And it's gonna be, it's like a, you go one way or the other. In this meeting, I, I tell the clients, I say, Now listen, now that we have more leads, now that we have the branding improved, the branding looks great, the website looks great, leads are coming, and now we need to install. Call recording. Now this show's recorded, right? So anybody can listen to this show and they can say that guest was terrible or that guest was awesome. But anyway, the audio of this show lives on for a long time. All right, so everybody hears how this show goes. It's one take. We're not editing it just, here it is. Boom, it's live.

2 (17m 17s):
Boom. So when, when you're doing calls though sales calls, you say, Thank you for calling Tip Top Canine, this is Clay, how can I help you? The way that someone answers the phone is a big factor as to whether that customer becomes a customer or not. Whether that, whether that lead converts into a customer or not. If the person answering the phone sounds sarcastic, unengaged, disengaged, unfocused, if they set found, if they sound confused, if they sound unaware, uninformed, uneducated, the ideal and unlikely buyer that you worked so hard to woo into, Wow. That lead that you tried to de generate becomes a dormant lead, a dead lead and the lead dies on the vine. So what we had to do is install call recording.

2 (17m 58s):
I recommend a company called clarity voice.com, Clarity voice.com. But you can use whoever you want to use. So we put the call recording in place, then we have to follow the, we have to write a script. So the team has to follow a script and the calls have to be recorded. And Ryan's wife, Rachel, she not only insisted that the calls were recorded and she insisted that the team followed the script, but she did it with a spirit of excellence and joy. And now he has an incredible a call center. So anybody who owns a Tip Top K9 franchise, they no longer have to answer their own phones at all. And Ryan, maybe you could talk about that process cuz most business owners, when you tell 'em that their team needs to follow a script and that the calls need to be recorded for quality assurances, most business owners say That sounds terrible.

1 (18m 38s):
Yeah, so it was still, every Sunday our office manager listens to recorded phone calls and then they play 'em on Monday, right? Boom. So as a team, they're going over all the card calls to make sure everyone's following the script and it handles about 98% of all the issues. And then what we did with Clay is we have like version 17 is to start with every week we come in and be like, Hey, this is what broke. Hey, this is what broke. And then after listening to the calls, you could see where they couldn't make it. And then we just kept tweaking that

2 (19m 5s):
17 iterations. So we're on version 17 of the script and then once we finally said it, we've been able to stick with that consistently. Yeah. But early on we were doing a lot of changes. And now JLD, the one thing we're working on with Tip Top, which is exciting, is for a variety of reasons, a lot of people are willing to leave a corporate America. I think a lot of times it's cuz people listen to great shows like yours and they start to say, You know what? I wanna own my own business. For one reason or another, they're tired of the corporate, you know, compliance and they feel like they're done working for the big box store. They want to go own their own thing. And so now, Ryan, today, I would say about every week it seems like you're meeting with somebody who wants to open a Tip Top K9 and trying to figure out if they're a good fit or not. And really we're scaling the business to a level where financial freedom is now a hundred percent Ryan and his wife, they now have financial freedom.

2 (19m 53s):
They now have the time freedom to go back to where we started to now you can focus on your passion, right? And I believe Ryan, you just recently purchased some chickens. Am I correct?

1 (20m 0s):
Yeah, I did. I bought some chickens.

2 (20m 2s):
So now he's pursuing his passion, which is chicken buying.

0 (20m 5s):
Do you like fresh eggs? Is that anything you

1 (20m 8s):
Oh, love the fresh eggs.

0 (20m 9s):
Okay, got it. Love

1 (20m 10s):
What you like four or five eggs a day.

0 (20m 13s):
So Clay, you teach entrepreneurs how to create branding that enhances, not diminishes, We're talking enhances perceived value. Tell us more.

2 (20m 23s):
Yeah, so we're gonna go right now and everybody go to shawhomes.com. We're gonna go to shawhomes.com. We're gonna go to tiptopk9.com and we're gonna go to oxyfresh.com. These are three brands that I work with intimately. So I'm trying to give you some examples here. If you go to oxyfresh.com, o xi fresh.com, we just now passed 475 locations. Can I get an amen folks? This, this business went from one location to 4 75 locations. And whether you like the website or not, that's up to you. You go to the website, oxyfresh.com and if you look at it and go, That is terrible. Well you know what? You're correct cuz you're the consumer. And so you as a consumer are gonna decide whether to buy or not buy from a business almost instantly. It's the first impression.

2 (21m 4s):
Alright? Then you go to tiptopk9.com and you're gonna decide whether you're interested or not interested based on that first impression. Another example would be shaw holmes.com, the home builder I was telling you about. So what we have to do with branding is we have to understand that branding is simply a a perception. So the way I, the way I describe branding is a good friend of mine named Michael Levine. He used to be the PR consultant for Nike, for Pizza Hunt, for Michael Jordan. Check this out folks for George Bush and Bill Clinton. So if you don't like George Bush, you don't like Bill Clinton, either way he did both. He worked both on both sides. And one of the things he told me is he said, Clay branding is nothing other than gift wrapping. So he said, if you were to give a woman a ring and you gave her the ring and you gave it to her and it was packaged in a Kmart box, no offense to any Kmart employees out there, but if you got on one knee and you said, Will you marry me?

2 (21m 55s):
And you pulled out the Kmart box, a lot of women would go, did you buy my ring at Kmart? Are you kidding me? You know, they would reject the packaging. Now if you got on the knee, on the one, on the one knee and you got out and you pulled out a ring and you presented it in a Tiffany box, a Tiffany box, they would go, Oh wow, this is awesome. And there would be an immediate reaction. So what's wild though is if you were a very deceitful person and none of your listeners are, but you had a really, really cheap ring that you bought and you put it in a Tiffany box, most people would perceive the ring, the cheap ring in the Tiffany box as having higher value than the the ring.

2 (22m 35s):
Even a high quality ring. Put it in a, in a Kmart box. So what happens, we have to understand is we, we, we gift wrap everything as a culture. We gift wrap websites, we gift wrap politicians, we gift wrap musicians and celebrities. And people do judge you based upon the appearance of that first appearance they see. When we went to tiptopk9.com, you'll have to correct me cause my memory gets worse over time. But on tiptopk9.com, I believe we win. And we enhanced the, the website almost immediately. Yes. And yellows your color,

1 (23m 6s):
Yellows our color. Well actually read the logo first. Got business cards, flyers. And then once you got the look, then we started making the website match the look

2 (23m 14s):
We we did your logo. Yeah, you did the logo. I don't remember that. Okay, so we did the,

1 (23m 17s):
We had an older like shield

2 (23m 19s):
Ish, Okay. Yeah. Thing. So we did the logo and then we did an auto wrap for all the vehicles.

1 (23m 23s):
Yep. Auto wrap. And then all of our sales sheets, our flyers, we, we got rid of the Word document sheets that I had.

2 (23m 30s):
So everything is branded and it's designed to appeal to your ideal and likely buyers. So if you're listening right now and you say, I went to oxyfresh.com and I don't like it, the question is, does your ideal and likely buyer like it you see? See? So for oxyfresh.com I want people to fathom this. Okay? A man by the name of Jonathan Barnett had a vision to start the world's greenest carpet cleaner. And he had done it, He had created the world's greenest carpet cleaning process. It uses 10 times less water than almost every carpet cleaner in America. However, we needed more ideal, unlikely buyers cuz most businesses that sell, by the way, have a great idea or a great product. They just don't sell anything. And if you can't sell, your business goes to hell. So we worked with Jonathan Barnett with oxyfresh.com.

2 (24m 13s):
We've worked with Ryan with tiptopk9.com, we've worked with shawhomes.com and all I'm trying to do is make sure that the branding matches the expectations of your ideal and likely buyer. So the question is, when you look at these websites, oxyfresh.com, tiptop k9.com, shawhomes.com or whatever your business is, I want you to ask yourself this question. If you're listening right now, does your website meet the expectations of your ideal and likely buyer? Does your website, does your branding, does your marketing, does your logo, do your print pieces, do they appeal to your ideal and likely buyer? And right here on my desk right now, I have a business card that was given to me by, by a guy by the name of Vetoer, Conservative Cillo.

2 (24m 54s):
It's like se Video veto. He gave this to me at a birthday party I was at this week and he happens to, but the business card he gave me was phenomenal. It's like a sharp business card is companies called Only the Best. It's a firearms company, but this card is hot, you know, And he gave it to me and right away I go, That is a great look in business card and it's because it's a metal card. You wanna keep it, you wanna stick around. Another example would be think about the, the packaging of an iPad. Everybody who buys an iPad, they want to keep the packaging of the iPad and they don't know why. What are we gonna use the packaging to re-gift next year? What are we doing? But people always wanna keep the Apple packaging because the branding is so good.

0 (25m 35s):
Fire Nation, think about that. Think about the power of branding and I love all the examples that you gave Clay. And as I'm hearing you talk, I'm going through tip top Kine. And that, by the way, is the letter K, the number nine. And whose idea was it Ryan, it might have been yours to have the dog balancing on top of the fire hydrant.

1 (25m 55s):
Yeah, that's mine.

0 (25m 56s):
That is so classic. I mean Fire Nation, it's worth it. Just going to Tip Top K9, that's

1 (26m 3s):
Our place command is doggie time out. We teach 'em to go to a box to chair a school and we use the fire hydrant just to show off

0 (26m 8s):
The letter K, the number nine. So tip top, the letter K, the number nine.com testimonials. And as always, Clay just crushes it with testimonials as well. And I'm looking at all these testimonials you have. I mean it's literally countless, but I mean it's just, it's like, wow, if there's this many testimonials, this must be the best canine trainer literally in the world. And people go to search engines every single day, Clay, cuz they wanna find solutions to their problems. How do you teach your students to dominate search engine results?

2 (26m 42s):
Well what, what we do, and by the way, anybody's listening right now and you go to Thrivetimeshow.com/eofire. If you're listening right now, any of your listeners can attend one of our in-person two-day workshops. And the way I do at JD is I tell people, you can pay $250 for a ticket or whatever you wanna pay. So somebody can say, I think I'm gonna pay $5, I'm gonna try it, that's fine, I don't care. Okay. It's law reciprocity so far, everybody who's ever attended our workshops loves it. They go and tell their friends and family. But at the workshops, I do a full multiple hour presentation on how to do this. But I'm gonna sum it up into four quick points. There's four variables that impact your rank on the search engines. Okay? Variable number one, you have to have a website that is canonically compatible with Google's compliance standards has to be canonically compliant or you would call it Google compliant.

2 (27m 26s):
Does it adhere to the Google standards? Does it follow their, their can of rules? Is it canonically compliant? The second, is it mobile compliant? What by whose, by whose standard, by Google Standard is your website mobile compliant? The third is whoever has the most original T M L content, whoever has the most original relevant HTML content that's hypertext market language content gets to be top for that subject. And for it's whoever has the most objective reviews. So I can help a business owner very quickly as part of our consulting program, what I do is I charge people $1,700 a month to grow their business. It's month to month. And with that package I do include photography, videography, web development, search engine, all those things.

2 (28m 11s):
But I, where I make my money, JLD being very transparent with the listeners, I make a 20% margin with every client I work with. So I make $340 a month per client. On average it's month to month. So I'm not getting rich off that. It's 54,000, $400 a month of profit I generate off the 160 clients. But where I make most of my money is I get a small percentage of the growth. That's, that's where I camp out, that's where I make most of my money, is a small percentage of the growth. That's where I love to be. And so when I work with a client, I, I tell the client right away, Hey listen, we need to make your website canonically compliant. And I have web developers that, that work here full-time and they work with the client and we knock it out right away, boom. Then I'd tell 'em we need to make it mobile compliant. Boom. But the third thing, the third area that I cannot do, that's why I wanna brag on Ryan with Tip Top K9.

2 (28m 55s):
I wanna brag on Oxyfresh. I wanna brag on shawhomes.com. I cannot gather objective Google reviews from clients that are not happy. I can't do it. Furthermore, I cannot, I, I just can't do it. I cannot write original HTML content for a client unless they either do it themselves or they encourage my staff to do it for them. So I'd say 95% of my clients, JLD, they prefer not to write massive amounts of keyword rich hypertext market language content. So they have us write it for 'em and then, you know, and then the, the Google reviews, that's something that Ryan and his team get. They get video reviews and Google reviews. Ryan, can you kind of explain the process that you go, that you use to go about getting those reviews and why you've chosen to have my team write the content for you?

2 (29m 39s):
Yeah, as far as the, well, as

1 (29m 41s):
Far as as choosing you guys to use the content is we started out writing on content and that is, and that's not

2 (29m 46s):
Fun. Soul sucking.

1 (29m 47s):
Yeah. So we had a lot of other stuff to do. So that's definitely not worth it in my opinion. But

2 (29m 55s):
Now, now getting the reviews, What about getting the reviews? The

1 (29m 57s):
Reviews, the reviews. First off, we gotta do, we gotta wow the client. I gotta really bring it when we train their dog, either when we bootcamp it and take it and train it or do the lessons. Yeah. And then we just ask them, we ask 'em for review. And my people, they all get bonuses. If they get reviews, they get pretty hefty bonuses.

2 (30m 13s):
So you provide a wow and then you ask for the review.

1 (30m 15s):
Yeah, we provide a wow and ask for the review.

2 (30m 16s):
Now I'll say this here JLD real quick, I wonder, go look this up. Type in carpet cleaning, carpet cleaning quotes into Google. Folks type it in right now. Carpet cleaning quotes. Did you know that Oxyfresh.com, one of my longtime clients, they're the highest and most reviewed business in America of any

0 (30m 32s):
Type. Wow. 236,973 reviews.

2 (30m 37s):
And someone says, that's hyperbole. Look it up folks. I'm telling, I'm just, I, I give you facts. That's a big part of the chat. Holmes's ultimate sales machine experience. By the way, big shout out to the chat. Holmes's legacy to his daughter, to anybody connected with that organization, they are the best. But I'm telling you, you gotta get those reviews. It's called Puffy. If you're making stuff up, you wanna site your sources, okay? That's why I give people examples, ample examples that the humans can handle. Also, it's very important to understand this when you go to thrivetimeshow.com. You know, in 2006, 2006, that was the first year that a client called me and said, Could you help me grow my business? And at that point, JLD, I had built America's largest wedding DJ entertainment company.

2 (31m 17s):
I'd built a massive photography company, I'd built a commercial real estate business. I'd been built my own company and I never wanted to be a marketing consultant, business growth guy. And I remember I had a dentist and an insurance agent. They said, Could you help me grow my business? And this I'm as God is my witness, this dentist tripled the size of his dental practice. And I said, Hey Dr. Lindsay, could you, could you record on video about your growth? Cause no one's gonna believe it. And he goes, Yeah, sure. So I put it up there, Thrivetimeshow.com. Then I talked to the insurance agent, I said, Hey, no one's gonna believe your Oklahoma's largest insurance agent where you used to struggle. Could you record a video? Boom. So if you look at those videos, as of right now, as of today, we now have over 2000 client success stories where we have over tripled the size of someone's business.

2 (32m 1s):
They're all documented. And JLD that's why I believe that our program is so successful. One, because the current clients know, Wow, other people can do it. I can do it too. And the other thing is that people have seen the validators and they know, wow, the the proof is in the pudding. Success leaves trails and it's all documented right there at thrivetimeshow.com,

0 (32m 19s):
Fire Nation. Thrivetimeshow.com/eofire. I mean check it out. He has so much stuff going on there. Ryan and Clay, I mean I wanna end with a bang here. Let's take our time because I mean there's just been so many value bombs, I just don't want any to sneak through the cracks here. But let's start with you Ryan. What is the one major takeaway that you really want Fire Nation to get from everything that we've talked about, from all the value bonds we've dropped, What do you wanna make sure our listeners really understands? Yeah,

1 (32m 49s):
I would say I want 'em to really understand that it doesn't matter how good you are at your craft, if you don't have repeatable systems and they're not scripted out, you are not gonna succeed in replacing yourself. So it doesn't matter how you are, you just own a job. You don't necessarily own a business. We tripled our income, right? While growing to 17 locations and doing product support and doing a call center and billing support for the location. So that was in five years. So we tripled my location while we're training 17 others. So I couldn't have done that without hard system.

0 (33m 23s):
Clay, bring us home. What is it you really want to make sure Fire Nation gives them this conversation. Give us that strong call to action so we can have more success stories from you. Fire Nation our listeners. Take action. Well,

2 (33m 36s):
You got three ways that you can get rich that I can. And you people always say, you know, can I get rich quick? I could definitely guarantee that somebody can become wealthy if they follow these proven systems. I can do that. And by the way, if you start working at the age of 20 and you wanna become a millionaire by the age of 40, you need to save about $175 a day. I know that because I've done the math. Okay, So you need to save a hundred, save $5 a day and then don't die. That would be your stop, drop and roll look both ways while crossing traffic, that kind of thing. Okay? But you save $175 a day. But if you wanna get wealthier faster, what you wanna do is you wanna look at the three situations. One, you could go out there and open your own business, okay? And that's the thing I, I specialize in teaching people at thrivetimeshow.com/eofire.

2 (34m 17s):
I can teach you how to grow a successful company. So if you have a company you wanna grow it, that's what I do. I'd love to help you. Boom. The the first consultation's free, the workshops are interactive, you can learn more. Again those fir the first consultation is free at thrivetimeshow.com/eofire. Two, you could buy an existing business model. You would call that franchising or licensing. I gave you two examples today, but there's other ones I didn't give you. I mean, you could become a State Farm agent, you could open a tip top canine, you could open Domino's Pizza, you could open up an Oxyfresh. The reason why I wanted to have Ryan on today's show is he's a client I've worked with for a long time and we've successfully helped him to franchise and it's pretty awesome what he can do. And it's less than $50,000 to open up a location.

2 (34m 58s):
And there are some franchises you can look into like buying a McDonald's is over 2 million today. So, you know, buying a franchise is, is a great option. You just wanna make sure it's affordable for you. And the third thing you can do, and this is something I don't know that I can, I can't do it. You have to be a genius. Now somebody out there says, I am a genius. That's great. But I'm talking about like Steve Jobs invented, you know, the modern computer systems that we have today. He's a genius. He revolutionized the music industry. He's a genius. Michael Jordan could play basketball in a way that Marvin Gaye could sing. I'm tell if you're a genius, if you have that supernatural god given talent where you can sing songs and play basketball and invent stuff, you don't need me.

2 (35m 39s):
Cause if you're so great that the world can't ignore you, that right there is awesome. But for the average person like myself, I'll put myself in that category where you're not the next LeBron James. You're not the next, you know Oprah, you're not the next Marvin Gay. You probably need to go back to move one or two. So either you wanna grow a proven, you know, learn how to grow a business using proven systems that we teach at thrivetimeshow.com/eofire, or you wanna buy a franchise or license and existing system, which you can learn more about at tiptopk9.com. And again, there's other options too. I mean, State Farm is a great brand. I, I'm not affiliated with them in any way, shape or form. Domino's is a great brand. I mean there's so many. Jimmy John's is a great brand.

2 (36m 18s):
What I like about Tip Top though is it's $50,000 or less, whereas a lot of the other opportunities that exist in franchising do cost people millions of dollars.

0 (36m 26s):
Fire Nation, you can see why Clay has made his 10th appearance on Fire Nation because he brings the fire, he brings the heat and he brings the results cuz you're the average of the five people you spend the most time with. You've been hanging out with Clay and Ryan in JLD today. So keep up the heat. If you head over to EOFire.com type clay, you will see the show Us page with links to everything as well as the other nine shows that he did. And I promise you, they were all amazing. Thrivetimeshow.com/eofire. thrivetimeshow.com/eofire. If you wanna start taking steps in the right direction with your life in Business Fire Nation, get on a free consultation call with Clay.

0 (37m 7s):
Take advantage of this cause I can guarantee you he may not be able to do this forever because he only has so much time, energy, and effort he can put into this. But Clay, Ryan, I wanna say thank you for sharing your truth, knowledge, value of Fire Nation today. For that we salute you and we'll catch you both on the flip side.

2 (37m 25s):
Boom. Thanks man.

0 (37m 26s):
Hey Fire Nation, a big thank you to Clay, Ryan and our sponsors for sponsoring today's episode and Fire Nation. If you want productivity, discipline, and focus in your life, the Mastery Journal is for you. Visit the masteryjournal.com and in a hundred days you'll master productivity, you'll master focus, you'll master discipline. Check it out the masteryjournal.com and I'll catch you there and I'll catch you on the flip side, Looking for a place where you can experience live interactions with your audience, then Speakeasy is for you. I'm loving creating daily content on Speakeasy and I know you will too. Visit getSpeakeasy.com to download the app and go live today.

0 (38m 11s):
Success story hosted by Scott D. Clarey is brought to you by the HubSpot Podcast Network, the audio destination for business professionals success story features Q and A, keynote presentations and convos on sales marketing In more. A recent episode on how to protect your business in times of crisis is a must. Listen, listen to success story wherever you get your podcasts.