Business Coach | How to Introduce Your Product or Service Into the Marketplace + How to Sell Your Online & Detail Product + Celebrating the EPIC Success Stories of GrillBlazer.com, BunkieLife.com & GiveADerm.com

I'm Bob Milan and I'm originally from Tulsa public. I'm in the charcoal drilling industry and the name of my business is Grove Laser. How will I apply what I've learned so far into my business? I'm actually a client that comes up right 15 and I learn so much from what I'm learning at this conference and my regular weekly attendance that it's helping me establish this as a get it off the ground.

Gentlemen, let me introduce you to the grill gun. I would agree that anyway. I need that. Yes. That is sweet. You want full power? Let's tone it down because this is not the only thing I have to offer. Oh, it's not going to stand? Yeah, let's not. You hold it for me. Try a regular nut first. Just a quick regular nut.

They're good. You just do one of these with the grill gun. Just look at that. Nice, crisp. Oh, that's going to burn her desk, right? No. Sure. Oh, OK. All right. Kobe, toss me. Ow, ho, ho. 10 times better. No. This is, like, propane. It's agreeing for me. My only downfall to the product, you got to carry around a propane tank. But a mini tank. I mean, it's so portable. I prefer a house, guys. You don't have to carry it around. You better read it, read it. No. No. You're going to super cool that? I will.

Space presentation style is just a blatant disregard for what anybody wants. It just has fun. It's him. Everything that you see is authentically clay. It's a great deal of fun. Everybody enjoys it, but I know when you walk in, they think they're coming in to a carnival, and frankly they are. It's just great fun.

There's not another conference like it. You just don't go to a carnival atmosphere and learn like they do here at a private place. It's great. The reason people should attend at least one of these conferences is because it's common sense. And everybody's spent an entire line about the way you should run a business. But to actually experience running a business, which is candidly what you learn here, how to run a business. You don't know what you're doing.

Okay, I got an idea for a phone app. Okay, I'm listening. It's called I condiment and you select mustard.

I don't know, I'm not feeling it. What about an app where people send in ideas for apps? And we charge 99 cents, and we keep on billionaires. What about an iBuckle? It just goes right on the front of your belt, and it buckles. Well, what happens when you use your phone? Well, then you just undo your belt, and then you got your phone. And your pants fall down. Well, you know, yeah. Okay. Insta-gram-aw. Instagram, but only for grandmas. Twitter, but you can only use five characters. You could say, hello. How about this? Eye-taste. Seriously? Hmm.

Phones are discussed in an ear taste to it. This is a horrible idea. Eyeglasses. The only app you'll ever see. You turn the app on and you put the phone right in front of your face, and then the phone sees for you. I don't understand. Okay, so take off these old things. Okay. You need your prescription? No. Boom. This is stupid. And it hurts. Let me see. Yeah. Hey, you look good in these. Gentlemen, let me introduce you to the grill gun.

Welcome back to Suvide Everything guys. As you can see, I have a new toy. Check it out! And I'm going to let you know everything there is to know about it. Check it out! Hi, I'm Bob Healy. I'm the inventor of the grill gun and the Suvide gun and I'm going to do a short video here today to show you how to properly connect them to the propane bottles.

All right, this is Clay Clark here. And what you just saw was my longtime client, Bob Healy's company, The Grill Gun, featured on the hit YouTube show called Dude Perfect. So the question is, how does somebody go from a product idea like The Grill Gun and into a successful company?

Well, there's a lot of details that go into that. So I thought I would walk you through specifically what we did to help Bob Healy to grow from a, a startup to a successful company. So I'm going to take just a few minutes to walk you through this. And that's what we do. People always ask me, you know, what do you do? How do you help clients? So this is specifically what we do. And I'm going to walk you through the steps that we took. So that way you as a listener out there, if you want to become a business consulting client,

You can know what we do for you and what we don't do for you. So step one is we had to define Bob's goals and define the goals. What, what are the goals? How many sales are you looking to do? So what would define the financial goals? Step one, step two, we had to figure out, we had to determine, we had to determine how many grill guns, grill guns need to be sold each week to achieve

the financial goals. So we had to step one, we had to figure out the financial goals. Step two, we had to determine how many grill guns we needed. Grill guns need to be sold each week to achieve those goals. All right. Step two is we had to refine the branding. So step, sir, step three, we had to create a world class website.

Now, someone could argue about what that means, but we wanted to make a website that wouldn't be embarrassing. And when we first met Bob, he didn't have a website that looked good. He was a great guy, but his website wasn't existent. And so we had to build a website that looked good. The next thing we had to do is we had to create

and about us video. We had to create an about as well as an about us video. We had to create a video that talked about the company in a way that other people who are not Bob could understand. So we had to create.

and about us video. Um, that's really important. If you're out there listening today, you want to have it about us video or a my story video because you have to have a video that explains to people what your product or service does. Step five, this is for Bob, but we had to do, we had to create world class branding, create world class packaging. What was it mean? World class packaging. So step one, we had to define his goals. Step two, we had to determine how many grill guns need to be sold each week.

need to be sold each week to achieve the financial goals. Step three, we had to create a world class website. Step four, we had to create an about us video and our story video. Step number five, we had to create world class packaging. Step number six,

We had to create world class. We did do all these things. World class, a world class, autoresponder email. What does it mean world class autoresponder email? Well, it's when someone actually buys something, we want to have some kind of notification that goes to people when they buy something so that they know that the actual product was shipped.

Step number seven we had to do. We had to create an online shopping cart. We had to create an online shopping cart for Bob Healy and his company, the Grill Gun. Now after that, we had to create a tracking sheet. What? We had to create a tracking sheet. Now why would we have to create a tracking sheet? Well, a tracking sheet.

allows you as a client and us as a consulting company to point out that you are in fact doing well or you're not doing well. We want to track the numbers. And so when you create a tracking sheet, at first it's not going to be very impressive because you're seeing, well, we spent this much on advertising and we have this many clicks and we sold this many guns. And so it cost us $19.40 per gun we sold. Then

You see week or line four here. The next week we spent $232 on advertising. We had 41,000 impressions or people that viewed the website for the first time or saw the ads. We had 3,448 clicks and we sold 31 grill guns for a total of $7.40 per gun. That's what it cost us. It cost us $7.40 per grill gun that we sold.

Then the next step, we had to spend $2.36 the next week on ads. We had this many impressions, 39,114 impressions. We had 4,440 clicks. We sold 25 grill guns at a total of $9.44 per gun sold.

Well, over time you'll start to see that the number of sales we're doing goes up and up and up. We go from seven grow guns sold to 31 to 222 to 180 to 240. And you start to see real growth here. So the question is, how do you go from selling seven guns when I first met Bob, he was selling zero guns, by the way, and we got him to a point where he was selling hundreds of guns per week. So how do you do that? All right. So step number nine. Great question. By the way, step number nine.

We had to create what I call core repeatable actionable processes. We had to create the core repeatable. And this is the part that I love that most people don't like. I love this. Most people don't like this. We had to create the core repeatable actionable processes that are needed.

to achieve success. We had to create the core repeatable actionable processes that are needed to create success, right? So we had to do this. So what are the steps you had to take every week? Well, one, we had to create, we had to reach out to our dream 100 list. So we had to reach out to our dream 100 list. Someone says, what's the dream 100 list? I'll come back to that. Next, we had to gather objective.

Google reviews, Google reviews from actual buyers. And then we had to gather video reviews, video reviews from actual buyers. And then finally, we had to track sales.

and track customer service feedback. And this became our thing we did every week. So every week we're reaching out to our Dream 100 list. Every week we're gathering objective reviews from our actual buyers. Every week we're gathering video reviews from actual buyers. Every week we're tracking sales and every week we're tracking the customer service feedback.

Now, there's a lot of other details that went into this. I'm just trying to give you an idea of what we did to help Bob. So what we did is we started reaching out via the Dream 100. So we made a list of all the top influencers in the world that we thought would be likely to enjoy his product. So we reached out and we sent, we called these people, we emailed these people, we reached out primarily via email.

and call it because some of these personalities, some of these big YouTube channels, they'll have a way to get in touch with them. Sometimes it's harder to find those people, but we reached out to them consistently. And this was one of the first people to respond to the email we sent him and we said, Mr. T. Roy cooks, we love your show. We wanted to give you a free grill gun. We wanted to give you a free grill gun. So that way you

could experience what the grill gun is like. The grill gun is a way to cook your food. It's a way to sear steaks. It's a way to quickly light a charcoal grill. And we wanted to send you a free one to see what your thoughts would be. So watch what happened here. Here we go, folks. And appreciate you joining us today. I'm going to show you a brand new device to help you out on your grill.

And this particular commercial or feature the grill gun from good sales to really good sales.

Did this person reach out to us? No. Um, was Bob doing any sales before we met him? No. Did Bob have a great product idea before he met us? Yes. But you to go from the idea to a profitable business requires the execution and the implementation of proven processes and systems. And that's what I do. That, that's what we do. That's what I do. So how do you go from an idea to a super successful, uh, implementation of the idea? This is how we do it.

So we reach out to him. Real gun right here. Here we go. It's mobile operates off a one pound tank or comes with a hose. You can attach to your 20 pound tank if you desire. I like this mobile setup best. Just a little one pound tank. Turn the valve on top here. Pull the trigger. You got fire. All right. You can adjust the flame here. I ain't turning it all the way. Or if you need an immediate kick on the handle right here is another valve. How about that?

So he feels balanced. He featured the product. And guess what? Sales increased. So what did we do next? Guess what we did? We continually without emotion, without getting all worked up, no one's crying. We continue to reach out to other

restaurants, other influencers, other media influencers, other people with massive YouTube channels, other grilling experts, other people with big channels. We reached out to this guy. Sue, beat everything. Watch this.

Now again, before we met Bob, he had a great product. It was called the Grill Blazer, the Grill Gun. It was patented, is ready to go. No sales. I remember Bob coming in with showing us the demo of the product, and there was no sales, a great product, but no sales. So how do we help somebody grow? This is specifically what we don't have to do with everything, guys. As you can see, I have a new toy.

And I'm going to let you know. And we just keep doing this over and over and over. So what do we do when we define the financial goals, right? Step two, we determine how many grill guns needed to be sold each week to achieve the financial goals. Step three, we had to create a world class website, which we do for our clients. Step four, we had to create, you know, we had to create an about us video, or in our story video.

Five, we had to create world-class packaging. Six, we had to create a world-class autoresponder email. Seven, we had to create an online shopping cart. Eight, we had to create a tracking sheet. Nine, we had to create the core repeatable actionable processes that are needed to create success. So one, we had to commit that every week we're going to reach out to that dream 100 list. And that's what we did. And we helped Bob to go from a startup

to a very successful company. Step two, we had to gather objective Google reviews from the actual buyers. Step three, we had to gather video reviews from the actual buyers. Step four, we had to track the sales. Step five, we had to track the customer service feedback. Now step six, okay, we had to launch and we had to track the online advertisement.

We had to track the online advertisement. And again, most people who have a big product idea or have a business or a skill set, maybe you're good at building cabinets or building houses or maintaining vehicles, if you don't know how to do these skill sets, it becomes a digital divide that keeps you from achieving your ultimate success. So everything you see here on grillblazer.com, that's what we helped Bob to do. So although it is exciting and people want to celebrate the success,

of Bob's grill blazer being featured on Dude Perfect. I don't know that a lot of people know the behind the scenes, all the work that went into to getting Bob's product from an idea into super success. And I can just say working with Bob, over time he started seeing we were doing 26,000 of sales, $40,000 of sales, $42,000 of sales. And as you're growing and growing and growing, then we had to install, well, yeah, we had to install in a call recording system, we had to install a call recording system.

Why? For quality control, right? And I have a company that I actually like called ClarityVoice.com. It's called ClarityVoice.com. You can use whoever you want to use, but that's who I like. And we had to record calls to make sure that the customer service team was doing a good job, right? We had to do that. We had to install the call recording system for quality control. And then we have to, we have to listen to the customer feedback and continue to improve that experience. Then we created a, then we created a post

We created a post, a post purchase, wow system. There's a lot of details into that. But the idea was if you bought a product, are you going to be wowed after you bought it? I mean, imagine you bought a product online and you received a call from the customer service team to make sure that you were happy.

You know, so we had to do that. We had to create direction, a directions manual, an instructions manual that made a lot of sense because, you know, people receive this new product. It's kind of like a flamethrower. It's kind of like a flamethrower. Some people struggle to figure out how to use the product properly.

And so these are the details we had to do. There's a lot of details there. Okay. Then we had to create a Google map, create a Google map for the business. Okay. Now, why do we have to create a Google map for the business? We had to create a Google map for the business because whenever you have a product or service, guess what? Most people will go on to Google and they're going to type in grill gun.

And they're going to read reviews. They're going to look for reviews and read reviews. And so if you don't have reviews, people are going to then just sort of be unsettled as to whether it's a good purchase or not. So we had to help Bob get those reviews. So how do you get reviews? Well, what we did is we invited Bob to bring his grill blazer product to our conferences.

and bring his product to the conferences and then we let people or our conference attendees try out the grill blazer to see if they liked it so they could give him a review. So what did we do? We invited Bob to bring his product to our in-person workshops so that our attendees could review the actual product themselves and give Bob product feedback. So here's Tim, a former consultant with us here.

I love the grill gun. This thing is so easy and it's so powerful. So this is what we did. We had to get Bob reviews and he didn't know a lot of people that would give him reviews. My name is Clay Stairs. I'm from Sky Took, Oklahoma.

created. We brought Bob's product to one of our thrives, which actually many of our conferences. And we let the attendees at our events buy a grill gun at a deeply reduced price. And remember, this guy had never sold any products at all. And we helped him to go from a complete startup into a very successful company. How did we do? How do we get those video reviews? We brought him to one of our in person workshops. We encourage him to sell his products at a deep discount and then to let people give him feedback. So here's Clay stairs, giving him feedback.

It makes me feel good. Well, I just lit up a chiminea in about a minute using the grill gun. I have just recently bought the not a grill gun, but a little starter from the store. It's the only one I could find. The guy said at the true value, I guess I can probably say that. He says, it's the best one we got. And it's dinky and it doesn't work.

Then we had to help Bob create all these FAQ videos because over time, more and more people began asking the same questions over and over. How do I properly use my grill gun? How do I set it up? How do I clean it? How do I store it? And so we got with Bob and each week we would record these FAQ videos. Hi, I'm Bob Healy. I'm the inventor of the grill gun and the Sue gun. And I'm going to do a short video here today to show you how to properly connect them to the propane bottles and to have them work correctly.

So we had to record these. Now this is not an event. This was a process. So every week we began creating, we create the FAQ or frequently asked frequently asked questions videos.

But this is a process that we took him through over time. So again, we went from a brand new startup where he'd never sold any grill guns at all into a ultra successful company. And we want to help you do that too. So let me walk you through how we do that. If you want us to help you, what you want to do is you want to go to thrivetimeshow.com. And we have workshops that we do every two months. And as workshops, you can, it's $250 or you can pay whatever price you want to pay. So $250.

or whatever price you want to pay. And since 2005, I've been hosting workshops. So these two-day interactive workshops, we're going to teach you everything you need to know to start or grow a successful company. Marketing, branding, sales, search engine optimization, web development.

In our events, they offer practical step-by-step business training, hands-on business conferences. They're two days. They're interactive. We teach you all the systems. There's no upselling, and you're not going to be hardcore sold at the end of the event. We're not going to push you into buying some magic money program. What we do have available, if people want ongoing consulting, we do offer business consulting. Now, how does that work?

Since 2005, I've been consulting businesses. And since 2006, I've been providing graphic design, search engine optimization, branding, print media, photography, videography, all of the work needed to implement and to grow a successful company. So what we do is we charge people $1,700 a month, $1,700 a month.

on a month to month basis to help them grow their successful company. And what's awesome about it is that we started off with a free 13-point assessment to see if it's a good fit. And then if it is a good fit, and we like you, you like us, it's a good fit, I actually go over the plan with you in the meeting. So on that first call, we actually go over the plan. So you'll know exactly what the plan is. And then for someone like Bob, I mean, he'd been working on this idea for years.

And his accountant kept referring him to me and people in Tulsa kept referring him to me. He kept finding me on shows and he was saying, all paths lead back to you, man, you must have like a Midas touch. What is your skill set? He actually listened to us daily on a talk radio show as well. Um, it's not that I'm a genius. I just know the proven systems needed to start and grow a successful company. I've been self-employed since I was 16 years old. I know how to start and grow a successful company. That's what Dr. Robert Zellner and I have done between he and I.

There's the state's top largest, one of the state's largest and most successful optometry clinics, one of the most successful men's grooming establishments. I'm involved in a dog training brand called tip top canine started by Rachel and Ryan Whimpy. I'm involved in a marketing company. I'm involved in an outdoor living company.

We're involved in an auto auction. I mean, I go out on listing all the businesses, but I'm telling you right now, you have the capacity and the tenacity needed to achieve massive success. You can become the next super success story, but to quote Napoleon Hill, the time will never be just right. You must act.

Now, if you want to become the next super success story, you want to become the next Bob Healy, you can do it. And then now on part two of today's show, I'm going to play some more audio so you can discover that Bob Healy is in fact a real person and that we did really in fact help him grow his multi million dollar company. My name is Clay Clark, providing you that you smelled terrific.

On today's show, we find ourselves at the intersection, an entrepreneur show. As we interview, the founder of the Grill Gun product, Mr. Bob Healy, this engineer of over 30 years has invented a product that combines the look of a gun and that shoots fire so that you can let your charcoal grill within just 60 seconds. But before we talk about Bob,

and is beautiful, glorious, grilga, fire. Let's talk about the products that I've almost invented. Let's talk about the products that you've almost invented. Fire. Let's talk about the ideas we've all had, that we have not acted upon.

Jason, I couldn't sleep all last night. I had this awesome idea. Check it out. This idea is gonna change the world. Are you familiar with babies? Uh, used to be one. Okay, so babies spent all their time doing what? Uh, crime eating pooping? Crawling! Ah. Sure, they crawl, right? Yes. So what if we converted their onesie? You know how they'd wear, like, one thing? Oh, yeah. The onesie where it's, like, the top and the bottom? Yeah, it's like a baby sock. What if we turned that into a mop?

Shouldn't be called the baby mop. So your baby's mopping the floor. And they just clean as it goes. Oh, yes, that's probably the worst idea I've ever heard in my life. What? I thought deeply about that for several minutes. That idea was gonna be my path to financial freedom and riches.

Okay. Okay, fine. You would have ran in my parade. I have another idea. I thought about this last Tuesday. It's incredible. Men like to do what? They get kind of older. They have some success. They're looking to relax. They want to get a prostate exam. 18 holes. Well, that's out. They want to go golf.

Right, and guys often have to go to the bathroom, right? And when guys go to the bathroom, typically they do what? When they're going to the bathroom, they're looking for a magazine. Right, they read. They read now. But what if they invested the time they normally spent reading and spent that time perfecting their putting game? Jason, it's so easy. We could just take the floor around the toilet and turn that into a putting green. No one's thought of this. Yeah, because it's a bad idea. You could practice putting while pooping. That is the worst. It's the poo stop.

The poop putt! The poop putt! That's it! The poop putt! Well hey, you know, this idea is special because it is in fact the worst idea that anybody has ever had. What you just said is one of the most insanely idiotic things I have ever heard. At no point in your rambling, incoherent response were you even close to anything that could be considered a rational thought.

Everyone in this room is now dumber for having listened to it. I award you no points and may God have mercy on your soul. Some shows don't need a celebrity narrator to introduce the show, but this show dies. Two men, eight kids co-created by two different women, 13 multi-million dollar businesses, ladies and gentlemen, welcome to the thrine time show.

Two, one! Here we go!

Yes, yes, yes, and yes, Thrive Nation. Welcome back to another exciting edition of The Thrive Time Show on your radio and podcast download. And Dr. Z, today's show guest deserves some cowbell. Oh, and you got four yeses too. I know when you fire off a show with four yeses, you are fired up and ready to go. Now, Z, I wanted to allow this listener to be introduced with a kind of a subtle hype intro. Yes. So I brought my megaphone with me. And so we'll go ahead and tee it up here. Let me get this ready here. Here we go. Here we go.

All right, drive nation on today's show. We have the inventor of the grill gun, Mr. Bob Healy, an engineer with over 30 years of experience. He's the founder of this great new product. Bob, welcome on to the show. How are you? Wow, man. Oh, I'm just fine, Clay. Thank you. Thank you both, Dr. Z and Clay for having me on today. Well, tell the listeners out there who are not familiar with the grill gun.

I think anybody out there, if you've ever wanted to be an inventor, it's a tough road to go. It's a tough road to go down. It's a tough road. And all the listeners right now, if you will, go to grillblazer.com. That's grillblazer.com. You can see this product so you can check it out while he's talking. You can look at it and marinate on it and see it. Talk to us about this grill gun. And when did you first get the idea to make the grill gun? Oh, well, so the grill gun is a high powered torch.

It's designed to be able to conveniently light charcoal, charcoal grill in just minutes rather than tens of minutes or half an hour at a time or so like that. It's really not even a tool or a type of tool that people have done or could be familiar with because it's entirely new, both in its purpose and in its appearance.

What you do with a grill gun is you use it to light a charcoal grill, and it's designed to fit in your hand comfortably and use safely while you actually light the charcoal almost instantly, warm up your grill, sterilize the grapes, start cooking over your charcoal, or your smoker, you know, your wood smoker, offset smoker in just minutes. The whole notion of lighting a charcoal grill pretty much instantly is not something that people have done.

I know there are a lot of YouTube guys that are out there and people like me who sort of We really like the idea of starting a tropical real fast and not having having to use a lighter fluid or wait around on a triple chimney or any of the other things that are done for it and

When you light a charcoal with 400,000 BTU torch you're basically setting that charcoal on fire and you're cooking off all the debris on the grills and you're at the same time you're bringing the whole grill up to temperature so basically you're doing it in just

When I go, when I go grill and I, I'm cooking in two or three minutes after I start the process. And so you're around that city. And Bobby, you feel like a man. Yeah, like a man. You're like ramble of the grill. I mean, come on now. You just feel like a man. It's a man gun. Yeah, that's, that's, it's, it's pretty amazing watching people their reaction to it because it just does hit that Y chromosome pretty hard.

You can run back in the house where it's warm, but it doesn't matter. You can grill. You're around. It doesn't have to be an outdoor summertime activity, even though, you know, that's how a lot of people like looking at it.

Now, my understanding is, okay, so we have a grill gun here. This thing can help our listeners light their charcoal grill in 60 seconds, and it's fun. See, it's fun. It is fun. But what does it look like, the grill gun? Does the grill gun, I mean, I've seen some pretty, you know, I don't know the technical term for it, but I've seen some pretty...

week versions of what Bob is creating. I think who've tried to create a grill torch, but it's kind of like, yeah, try again. And it has the class. Some of these products have the class and quality of like the Chinese finger locks, the paper locks. Oh, don't kid yourself. I mean, so talk to me about this. What does it look like? What does it feel like? Does it feel like a man gun or does it feel like a man? I think I think one

person who interviewed or actually reviewed it said, he felt like he had seen Prometheus for the first time. And it just, it was so intense, a feeling of looking at a torch that looks like a pistol, like a 45 or a block or something like that, assuming automatic slide action pistol that has a long bell on it. It's over, it's about 22 inches long in order to get the barrel away from you so that you can use it without burning yourself.

But it looks like a gun. It feels like a gun. It shoots fire. You hold onto it. It fits nicely in your hand. It's well balanced. And you use it to really just basically flood the grill with the heat that you need in order to bring it up to the temperature you want to cook in just under a minute.

Now, see, I want to get into the business. He kind of thinks this is a business show. It technically is a business show. So it's business school without the BS. Come on now. So Bob, you've met, you made the product. See that step one, you got to have your product. That helps. So step one, you have the product. It's a product idea. Step one, step two, nobody. See, I'm talking about almost nobody ever goes to step two. And that is make a prototype. Oh, check. He's got the P has the prototype. You got the idea? Yep. He's got the free. He's got the prototype. Yes.

Step three, we gotta try to sell something. You gotta sell it, baby. Sell something, sell something. For more than you make it. That's the key. So I want to ask you this. Talk to us about it. Someone wants to buy this thing. Can they buy it? What's been your road like of seeing if someone wants to buy it? Because I know you did a demo at the Thrivetime Show Conference for our attendees. Oh, yeah. And I think about one third of the people in attendance. I can be wrong. But I think about a third of the people in attendance said, I definitely want to buy one of these, like, right now.

How can the listeners get a hold of this? How can they buy one? Tell us about selling something. OK, so the process of putting this out on the market is when you're trying to bootstrap something up from the bottom without having venture capital or something like that step in and say, here, you need this money. Let's go for it. You actually have to determine whether or not people want what you have, what they're willing to pay for what you've got. And then how are you going to get it made?

And so I had to figure out, well, first off there's torches, you can get a torch today if you go down the hardware store, you can buy one. And it's long and it's a long hose and it goes to a 20 pound tank and you can look like the door, like I have done for the last 10 years, you know, stand back and, and flaming up my charcoal grill.

If you want to do that, knock yourself out. Go ahead and do it. And like I said, I've been doing that for a long time. And I decided to make something that really did the job right. And so it's the same sort of technology in that you're putting high intense fire on a grill. But how do you make that into something that people want? And how do you get it in front of them? So if your listeners have gone to grillblings.com, they're already taking a look at this. They can see what it looks like, but they can't hold it in their hand. And what they can

The reason they can't hold it in their hand is because it's on a computer stream and they need to order one in order to get one. But in order to do that, I am. That's the hardest part about launching this endeavor is where are you going to come up with a capital to make it happen. And I decided to go the crowdfunding routes. And so what I'm asking people to do.

is to go to the website and entertain themselves, figure out if this is for them, and if it's not, you know, move along, but if it is for them, then take it on good faith that what I'm doing in crowdfunding is I'm using that tool, that whole platform, there are a couple of them out there, I'm looking right now, pretty hard at Kickstarter, but you use that platform to allow people to come out and say, I want one, I'll back you and

when you make them use them to me. And so the process is pretty straightforward. You basically are pre-selling them. You say, I'm going to make them, if I hit the minimum threshold that I need to have in order to be able to have the finances to make it work, then I can build them. And that's really my business. I've done this all my life. I've made things. The easy part is for me, it's my wheelhouse to create a product and figure out how to build it and how to make it a high quality product.

But the new part, my new venture really is being out on the sales edge and on the financing. It's how are you going to fund it? How are you going to turn it into a business that everybody wants to get behind. So in order for them to get their hands on one right now, they really can't. I've got a dozen of them that I've made that are prototypes. I've sent them out. People have used them. They kind of rotate around in a pool of programs that can be used for the purpose of promotion.

But it's a, it's a four to six month process to actually get them in your hands. And so if I were to my, for instance, today with this podcast, with your audience, if enough people actually went out there and said, I want to do this. I want one of those things. And they simply said, you know, in my little, buy it, see, get yours now page on the, on the website. If they were to say, I want to support this, I want to do this. Then before Christmas, you know, even before Thanksgiving,

Um, they could be in production and in your hands. And, um, that's, that's the, that's the beauty of proud signing and direction that I'm taking it here is that I can launch it. I can have it in people's hands and, uh, we can be going down the road. Bob, for the listeners out there who maybe are pondering, they're going, is this guy delusional? Is this, this guy's crazy? You are a man with an engineering background. How many years have you been an engineer? Um, let's see.

I'm going to give away my age here, but it's been almost 40 years. So how many of these people do you need out there right now to say I want to buy one before we can get this thing in, in the hands of America? Well, the way crowdfunding works is you actually set your deadline year minimum that you absolutely have to have. And I absolutely have to have 1400 people. That's one four zero zero. Say I want to have one.

And I'm a tenth of the way there after having just a few weeks of just doing advertisement on Google and Facebook. And so the whole Kickstarter community is a figure than that. And so it seems like a real Google number. And if people were to actually just believe that it will happen, if they like it well enough, and they say, yeah, I'll support you, then what will happen is, is when I see that I actually have people up over that number,

Then I'm going to just email everybody. And so you'd want to put in your email and your text. And then I'll just give a broadcast. Everybody say the Kickstarter websites up. If live, go fund it. And soon as I see that that actually has happened and it's funded, then I can actually start the manufacturing process going.

Bob, what made you come up with the grill gun? What were you thinking? Did you fall into your head? Did you have a bad accident as a kid from a burn? I mean, do something. This yogurt is curdled. I feel sick. Oh, look what I just drew with my vomit. How does that happen? Do you have a dream? And this mythical grill gun came to you in the dream and said, make me make me. What happened?

All of the above, it was. I was outside talking. This is what he said to do. Like I've been saying, I've been doing this for a long time and putting up with buying torches that they, you know, weed torch, a torch that puts out that kind of heat 400,000 and BTU is it's going to burn up fairly quickly. And so I've gone through several of them over the deck over the last decade and I thought,

You know, nobody does this and people come over and they watch in a grill. I grill every single week or smoke something. And so lots of friends and stuff are used to coming over and they hear the war, the jet engine as I like to grill and start cooking things in just a minute or two. And they think it's really fun and really cool, but they don't see themselves with this giant long torch hosing down a grill.

And so it was a year ago in December, December 2018, that I was out there grilling and I thought, you know, if I'm either going to put up with this nonsense for the rest of my life or I'm going to do something about it. So I just said, I didn't know what to grow gun was. I hadn't ever seen one before. I thought, well, something is better than this and what is it going to be? And so I went to some friends and my family. I got sons-in-law and sons that

opinionated and I like the opinions and so I basically started asking them questions and then formed a list of what we need to have and then I got busy modeling it and it was about so that was December and it's probably in February everybody said oh you're on with something here and then by May I had it I mean a year ago May so not quite a year ago I actually had prototypes in my hand

And I then started going down the other channels, OK, how do I build this? How do I get this cost effective so that I can make it so that people can buy it for a reasonable price? And most important was the quality of it. So I've designed this to where I'm going to be proud to use every single broken that I have for years, not for once or twice or for half a season before it burns up. So it was just a process of saying, I don't

I don't know what it is that's going to make my life better, but I know when I see it, I'm going to like it. And so, you know, again, if you're on the website or your listeners have listened to and gone to the website, they know what I'm talking about here. It's pretty appealing design and it's really durable, really well, well designed.

So Bob, you're basically a big pyro. I mean, that's really what it boils down to. I mean, you're a big pyro. Well, I'm not as much a pyro as the people that want it. I mean, I've heard a lot of people say, this is, this is, this is all kinds of stories about how I've been, I've been a pyro my whole life and that sort of thing. And I, not me, but I, I can appreciate that there are people that like fire a whole lot.

Now let's talk about this, this, this, this grill gun. Let's get into the rough questions now, the rough ones. The tough ones. All right. Will this blow up? You know, if I turn it on, boom. Well, I mean, what are the chances I turned it on? Shh. What are the chances I incinerate myself? Well, pretty, pretty small. I mean, there's, you'd have to be deliberate wanting to do that.

because what you're working with is protein gas and, you know, propane gas is explosive. So you could do things that I warned you not to do. Like you could turn on the grill gun inside the house and just let it run like that for a while. And then say, okay, I think I've got enough propane in here and then light it. I wouldn't advise that. That's not a best practice move. That's not, that's not a top three thing to do now. And so,

the real problem in trying to design and sell something like this, where you're handling that much heat. I'm dealing with the same sort of thing that every torch manufacturer out there has. You've got to build something that's safe, and then you have to warn people about how to use it. Because the nuts and bolts of it is you have a propane source, a small one pound can, or you can tie it into a 20 pound bottle. And you've got to screw that on to the bottom of the grill gun. And now you've pressurized the grill gun.

And that affords the opportunity for the gas to come out the bell. And so when the gas comes out the bell, you want to light it when it comes out so that you're not just expelling propane in the air, which is explosive. Because if you burn it while it's coming out the bell, you don't have any danger. And there's nothing about the gun itself or the design of the self where it's going to pocket enough propane to explode on its own. It couldn't do that.

But what it could do is you could dent it into an environment that, you know, where the gas is itself explosive. But this is not new. The grill gun itself is some really innovative new technology. But the notion of taking gas out of a gas container, poking gas out of a bottle and lighting it on fire is, you know, tried and true for decades. So I'm not doing anything there that's in any way dangerous.

That would create a problem for anybody to operate one. What have been, and see, I want to ask Bob to, see, I'm going to get asked Bob to really. You're going deep, deep, deep. What have, what has been, as you're building the, the grill gun, which you can learn more about at the grillblazer.com grill blazer.

.com. See, that's grillblazer.com. And for all the listeners out there who are going on the website right now, they're looking at it. What's been the toughest part of trying to take your idea that you are, and I mean this in a nice way, you are

Passionate in a way about this product that doesn't make sense to most people most people see most people like to grill Oh, yeah, and most people want to like to grill in 60 seconds But most people aren't willing to invest this kind of money and time into Coming up with a solution Bob as you've been trying to provide the world's best Grilling tool possible. What has been the most challenging part of doing this?

Really, everything except for designing it and setting up the manufacturing. I mean, it's hard to actually pin that down to one thing. But getting in front of people who can help influencers or charcoal influencers and getting them to pay attention and helping me promote this notion, it's basically you can have the best tool of anything, whatever you want. And if nobody knows about it,

you know, you're just sitting there holding them. I could make 5,000 girl guns and put them out in my garage. And then next year, I still have 5,000 girl guns out there. So it really is trying to get an audience that wants to buy them. And so it wouldn't make any sense for me to just get excited, you know, 1,400 people excited to buy one and then launch my Kickstarter campaign and then print it, you know, nobody wants any.

It's the whole aspect of marketing and sales. That's the hard part because everything else is pretty straightforward.

Zee, you've told me for years I'm one of the best tools that the world has not heard of yet. I know you have. And I promise you Bob, if you put 5,000 of those in your garage, you're going to end up with 4,999 because I'm going to come over to the high point of them. So maybe you have it. Zee, what tough question do you ever Bob about the processing? There's so many listeners out there who want to be an inventor. They want to launch a product. He's done step one. He had the idea step to that he made the prototype.

Step three, he's got to try to sell it. As he's in that pre-selling phase and it's a weird deal because you got to sell enough to get the money needed to produce a lot. See, what rude question do you have for Bob? What strong advice did you have for Bob? What do you got there? How much money do you need right now? I need $100,000. And if you want to write me a check, I will drive into town. What are you willing to give up for $100,000?

Well, obviously I'm willing to give up whatever it would take

in the form of a loan. And I would also be willing to give up, you know, negotiated on the piece of the equity in the company for whatever the investor thinks that it's worth. Well, there's, there's, that's always a negotiation. Yeah, there's, there's, you know, a hundred thousands, tens of thousands of people I'd be listening to this podcast, i.e. radio show. And somewhere, someone's going to get on there and look at grillblazer.com, which I have been looking at now for the entirety of the podcast and looking at it and remembering my experience with the cool product. Cool product. Cool product.

And sitting out there thinking, there's probably somebody out there that does this. They've got their money in a savings account, drawing nothing. Maybe they've got a few thousands in the stock markets. And they're willing to put 100,000 on 10 different businesses and hopefully one hits. And hopefully one hits. And they go to their website, they go, hmm. OK.

How much? What do I get for $100,000? So how does somebody contact you? What's the best way to contact you? So when you listen out, they're going, you know what? I may want to depends on the equity piece you give up. Depends on the depends on a lot of things, but still that's a negotiation. But we don't want to go into that right now in the air. But how does somebody contact you and start that process? Well, the most direct way that'll get to me is Bob at growblazer.com.

And if you, if you don't know anything about the internet and you don't have any email and you do have a rotary dial phone, then you could dial 918-960-9690. What's the number again? 918-960.

nine six nine. Oh, I think I might have said that wrong the first time. No, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no,

Do you, Dr. Z, know how they have an impression? Just having seen the grill gun and you've seen people's reaction to it. Do you think that this is something that is, you know, that is a thing that is going to go?

Okay, first of all, I do have an impression I do. I do Forrest Gump fairly well. That's my boat, Jenny. Jenny, I was just running. We were like peas and carrots. I got a couple of impressions that I do, number one, on sidebar. You probably don't want to hear all of them today. That was a good one though. Thank you.

Can I do this? As you're formulating your answer, I'm just going to queue up a little motivational quote that you once, this is a voicemail. I think it came from you to me. Oh, yeah, I did. This was during that phase of our career in life where you called me happy. That was my nickname was happy.

I'm just going to cue it up and I'll cue that up as you formulate your answer that way what your feedback you give Bob will not either be super euphorically awesome or soul crushing. We don't want that Simon Cowell moment to happen without a lot of pre meditative thoughts. Here we go. I got two thoughts on that rise of buffet. Are you guessing on energy?

block out the bad harness energy block bad feel the flow happy feel it it's circular it's like a carousel you pay the quarter you get on the horse it goes up and down and around circular circle with the music the flow all good things

Okay. All right. Two things, Bob answer to answer your serious question. That is. Yes, I think it's pretty cool. And I do think there's a market for it. I don't know how many times people look at me and say there's nothing to buy you. What do you buy the man who has everything? A grill gun.

I agree. Number two, I would do my best effort to approach Hasty Bake, to approach Oklahoma Joes, to approach some barbecue places that, you know, barbecue, i.e. is grilling by almost definition, right? Any more? I would maybe do a co-sponsorship. Maybe it's the... But what if he's still my idea?

Well, then that's just what you have them sign an NDA before you approach them. And then you talk to them about co-marketing, co-branding this. What if they say no? Then you go to the next one, you knock on another door. Who do I call? Ghostbusters. No, I'm sorry. You start off, you make a list, you make your top 100, you make a top 10, top 12, top 50, okay? People that might be interested in co-branding.

co managing this with you. You know, now you're going to have to give up some of the juice. You know, you already said, Hey, for a hundred thousand, I'm going to give up some equity position anyway. So maybe you go to somebody who, who themselves are in the grilling business. How much would you be willing to give up? You see, if you were in Bob's shoes, let's say, and you, you get a deal with hasty bake says, yeah, we love it. We love it. Do it. How much equity would you be prepared to give up on a product that would be stillborn, essentially.

without funding? How much would you advise a young man to say, hey, I'm willing to give up, you should be prepared to give up, up to this much of your company for that funding? Well, depends on the amount, and it depends on what I feel like I've already put into a person. I don't know how much money you've put into this already, but you have put some money in. You have put some time in. I would be able to document that, and I'd be able to get that a reasonable amount of money.

for that, okay? How much is the invention worth reasonable? How much time have you put in reasonable? And how much physical money have you put into it? These are all reasonable numbers that a businessman would want to see. And so then if a hundred thousand is a third of that, then I would say they're giving up a third of the equity. I mean, money is money. Cash talks. So you're saying it Bob put in a hundred thousand of his own money and Hastybake says, hey, we're going to put a hundred thousand and you said you might be willing to give up forty nine percent. Correct.

I mean, you at the most you want to negotiate. You want to negotiate. But I'm at the most at the most. You've got to be ready for that because you're like, right? It's kind of like, well, OK, you got 100,000. If I'm putting 100,000 in, why are we not more equal? Why are you only going to give up 2% of the company? Don't be stupid like that. You watch Shark Tank at all. Those guys come on there with these ridiculous ads. So Bob, does that feedback help you? And do you have any final closing question? I'll just drill into that question a little bit deeper. It really wasn't so much how much to give up as

You see doctors, you see a lot of stuff. People try and shark tanky all the time. And I'm just curious if I were, nothing I'm going to do this, but I just mean on the quality of the kind of product that comes across your desk, is this the kind of thing that you see that has legs or is this the kind of thing that you say, you know, next, let's go do something else.

No, I think it has legs. I think it's kind of fun. It's kind of a fun, novelty, but yet useful gift. It's a good idea. And really, and really your final price point on it is going to be roughly what? What are you thinking? Oh, well.

just for easy talking purposes 100 bucks, but that includes shipping. So see, I think 150. I think I would pay one fix. This is a completely unnecessary item. Well, that's the fun of it. I think though you keep it 99 99 99 99. Yeah. What if it was like in the shape of an Uzi for an AR? I mean, for AR theme

It's pretty cool. It looks like James Bombard, like, you know, going tech. But I mean, if they like an AR version, I mean, would you spin up to 150? Yeah, you might have different. You can have a rifle. You can have a rifle, a little, a 22 version, a little bit of flame. If you're a cigar lighter, you know, you want to make a cigar. You know, the grill blazer, the grill gun could be, you know, you'd have different variations down the road. You know, you could have the, I'm serious. Or you could have a product that's always fun. You give the gift and it's the grill, grill blazer line of landmines.

Yeah, that's also fun. So they just randomly starts. I would say I buried that in your yard. And at some point, it will emit flames. If $400, I'll tell you where it is. If not, good luck. I don't need you on my marketing team. Oh, you do. So good. Tagline, it can grill charcoal. I got to do it. It's corals at 30. You have landmines. Take back control of your yard.

for a hundred dollars. Grill a squirrel or charcoal in 60 seconds. Yes, I do think it has legs. And like I said, it's a fun gift because it works. It's clean. It looks good. It's well built. I've already fired the trigger myself. And I think, like I said before, it kind of gets into that

You don't like those catalogs you flip through on the airplane. Oh, yes. Oh, you should be on that. Yeah. You know how I'll get myself a finger hook. Oh, yeah. Get myself a recliner with a backscratcher. Oh, yeah. Get myself a grill blader. Get myself a whole collection of Chinese finger locks.

there and then I'm set. That's all I need. That's all I need. For the man. Because the guy who has everything. Now you have your grill gun. The grill gun. Yeah. You can grill a squirrel or charcoal in under sixty seconds. Guaranteed. Indoors by Batman. That's right. Okay Bob. I appreciate you. And check yours. Bob, it's grillblazer.com. Our listeners out there. I know they're going to go check it out. Grillblazer.com. Check it out. See, you could be one of the first 1400 people in America.

to buy this beautiful item. You'd be a real gun indoors by Chuck Norris. I think that's the tag. By the way, if Chuck, it did endorse this. Wouldn't it be over for him? Do you got a celebrity endorsement from Chuck Norris? That's one of the moves. That's a move. That's a move. That'd be a great move. Bob, I appreciate you so much. And Z and I are going to go pontificate about the NFL upcoming draft. We'll be talking about all things NBA. We got a lot. We got a lot to cover here, Z. So thank you so much, Bob. Have a great day.

Jason, have you surely ever had an idea to invent something? Um, yeah, but they've always been bad. I don't, they don't really like service and need. Okay. So it's just more of something that you've, you've had an idea, thought about it for maybe half a day, then you move on. Yeah. Okay. Well, if you're out there and you sincerely have an idea or an invention that you want to refine and you want to get launched and turned into something that could make money, that could become a business, I would highly recommend that you start by thinking of problems that real people have

and look for a better way to solve that problem or a way to solve the problem that people really have. That's why I think that the grill gun will do well because men like to grill and they sincerely want to use charcoal because it typically tastes better. But now you can use the grill gun to light your charcoal grill in just 60 seconds. Oh, and I've used it and it saved me so much time. I don't have to taste lighter fluid. It's awesome. And it's a lot of fun.

Oh, it's so much fun. It's a, it's like a gun shaped torch. It combines grill grilling. You got the fire. You got the gun, the whole, it's a, it's a, it's a fantastic gift. I encourage you to check out the website today. Again, in case you missed it earlier, it's called grillblazer.com grillblazer.com. And if you're interested in learning how to become the best inventor you can possibly be, I would recommend that everybody goes out and purchases a copy

of the book called Secrets from an Inventors Notebook. Secrets from an Inventors Notebook by Maurice Kanbar, the creator of Sky Vodka, and a guy that is the holder of an incredible number of patents. The modern needle protector, you know, that's Maurice Kanbar's invention.

The Skyvodka, that's his invention. You have the modern traffic lights. A lot of people don't realize this, but the modern traffic lights, a lot of them are using Maurice Kanbar's patented invention that makes a strobe light that strobes so fast that the average person doesn't see it strobing, but it dramatically reduces the amount of electricity being used because it's not on the whole time. It's strobing. Interesting. This guy's got a ton of inventions and he wrote

how he did it, how to do it, how to invent things, the process. It's not a random thing he's doing here. It's a proven process he's done time and time again. And you can get that book today. It's called Secrets from an Inventor's Notebook by Maurice Kanbar, the creator of Skyvodka. It's an incredible book. Everybody out there should own it if you're looking to become an inventor.

And we like to end each and every show with a boom. And so now that I need further, I do. Three, two, one, boom. Four thousand percent from February to February. Now I can better that. Okay, Clay, I don't think you know this. I'll think you know this. I'm painting myself and if I cry, forgive me. In the last two and a half days,

We have bettered our entire month of February in the last two and a half days. So, and the phone's blowing up. Everything's just blowing up. You're right. It is like a rocket ship. So, we're pinching ourselves, actually. I learned that the Academy, King's Point in New York, Octa non-Verba. Watch what a person does, not what they say.

Devin, we oftentimes at ThrivetimeShow.com, we interact with some really great people. In fact, if anybody goes to ThrivetimeShow.com and they schedule that first free 13-point assessment with me, you're sort of like the filter. I mean, you talk to people every day.

And certain people are not a good fit. We call these people happy hopers. And certain people are a good fit. We call these people diligent doers. What's the difference? A diligent doer has an actual product or service that makes sense. They have a prototype or an actual product or service. They have an actual viable plan where they can sell a real product or service to real people. And a happy hoper is somebody that doesn't have a real product or service.

And a while back, these wonderful people, they reached out to us, and we scheduled a 13-point assessment, and I knew that they would be successful for two reasons. One, they are diligent doers, and the second is they had an actual product that they could sell to real people on the real planet Earth, and they gave a sample to my wife. They gave a sample of their product to my wife.

And my wife, uh, Devin, who doesn't coach clients, doesn't mentor clients, doesn't, you know, she stays out of that. She works on the accounting side. She tells me this stuff is incredible. This is incredible stuff. And so at that point I'd recognized, uh, oh, we're going to have a business that's going to blow up. And so I wanted to get them on the show while the business is actually taken off. Like they're actually currently joining us from a figurative rocket ship.

Their business is taken off next level. I'm excited to have them on. This is the founders of Give A Derm. Ladies, welcome on to the Thrive time show. How are you? It's such an honor. Thank you so much for having us on. We're having so much fun right now. It's unbelievable. So first off, for people out there that don't know who you two are, I'm going to let you two introduce yourselves and introduce your product so people can Google you and verify you're not a hologram.

Absolutely. So we are a toxin-free skincare company, and we're really trying to bring the words luxury and zero toxicity together. And it's just been a wild ride. Honestly, my mom had a crazy health scare. Hi, I'm Deborah. And I'm Julianne. I'm a co-founder. And I'm her daughter. And so it's just, you know what, it's just been a wild ride. And honestly, we were pretty. We knew we had something. We knew we had something that was incredible.

And, but then honestly, we were pretty stagnant. We didn't really know what direction to go. And then all of a sudden, on one of our super late nights, my mom looked at me and she goes,

You know, we've heard a lot about clay and I I think I think we're supposed to call like maybe get that assessment and I was like, yeah within like five seconds I launched that form over you guys. Oh, holy mama actually because I'm a major introvert and she's like I never thought for a minute you'd do that but I honestly felt like the Lord said do this so we did we did and

I think we shared yesterday, I'm not yesterday at the conference last weekend, that February in February, this February, from last February, we were up 4000% in our business. How much have you grown as a person?

4,000% from February to February. Now, I can better that. OK, Clay, I don't think you know this. I'll think you know this. I'm painting myself. And if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days.

So and the phone's blowing up. Everything's just blowing up. You're right. It is like a rocket ship. So we're pinching ourselves. Well, and I mean this sincerely and I wanted to get Devin on the show because she talks to so many wonderful people. We love that. Go to thrivetimeshow.com. And the challenge we have is that we're sort of like an incubator and I can only work with 160 clients. You know, so

It's like a football team and you only have 52 roster spots. We only have 160. And the reason why is, you know, Devin with your clients, you meet with your clients once a week. Yep. But a client, you might talk to them three times during the week. Right. Because we're doing the photography, the videography, the web, the search engine.

coaching them, guiding them, mentoring them. And I really wanted to drill down into the successes that your business has experienced as a result of you two diligent doers putting in the work there. So first is you guys are doing the dream 100. Now the dream 100 is a system.

that I don't know why I don't know why and Deborah I'm going to ask you the question. So I don't know why and I'm not attacking you. This is not a passive aggressive attack. I don't know why people are reluctant to do it. I don't know. So, you know, in my life, anytime I want to get the for example, Tim Tebow to speak at our upcoming business conference, I'm going to pick up the phone

And I'm going to call. And then if I get rejected, which I often do, I will then email. And if I get rejected via email, I will then text. And if I get rejected, and Devin, you have worked here for about a year-ish. Almost two. Two years.

on the agenda. Did I not put on the agenda? Book Tim Tebow for June conference. I don't put it on there for like it seems like maybe six consecutive months. Yes, you did have it on there. And I've been chasing that reality, turning that into to have Tim Tebow speak at our events for 10 consecutive years.

So from the age of 33 to the age of 43, I've had the same action item on my to-do list. And the reason why is because my literary agent, Esther Federkevich, she represents Tim Tebow and myself. And a lot of people in our orbits kept saying, Tim should speak at your conferences. And so you have to reach out to people you don't know, because this just in, people don't wake up with a burning desire to pay you. And the product is good as it is. It's not going to sell itself. So even though my wife is saying,

give a derm is hot sauce. It is the best skincare product I've ever seen. Everybody should buy this. That doesn't mean people are going to buy it unless they know about you. So I want to ask you that specifically Deborah, the dream 100 making a list of 100 people that you do not know and reaching out to them to offer them free samples. What was the challenging part about doing that?

We have to identify our audience first because you have to, your dream 100 can go everywhere, but you have to specifically identify your audience. And then it is work because you're kind of intimidated and you're like, is this real? Is this, is this really going to work? And so you just have to press into that and keep pressing into that. And you just do what you're told to do. I know that sounds basic, but that's why we

have hired you to tell us what to do. And, and so that's we had, we just had to keep at it and keep at it. Now, Devin, you work with very reasonable clients and none of our clients are unreasonable. Of course not. Um, what is the hard part that people have when you tell them to do the dream 100? These two are doing it. This is something that, uh, Juliana and Deborah, they're doing it. What is the, what is the issue? As I'm trying to help somebody out there that's stuck, uh, dealing with rejection. There it is.

Now, I used to stutter as a kid. I used to stutter as a kid. So let me just walk you through how that works. If you can't speak well, and you get mocked at a young age, at a certain point, you just quit caring what people think.

So, you know, that's, is a certain point you just quit caring what people think. So, you know, do you see this Devon in our office? We'd have a lot of employees. There's gossip, there's rumors, there's Jack Assery, whatever. You know, yesterday I was dealing with a situation. So I just call the person involved, ask them directly, call both people, wrap it up. I don't know if that upsets people, I don't know, but I don't think about it. I just want to solve the problem and I think we've solved the problem. You know, it'll be you. But if you're avoiding conflict or rejection, you're just not going to have success. So, pro tip number one,

is you could stutter a lot and then get to a point where you no longer care. That's option number one. Option number two is you just become numb. You just get to a point where you say Matthew five, 10 through 11. Blessed are you who are persecuted for righteousness sake for Yishan here at the Kingdom of Heaven. So you just say, I don't worry about people think, or you just run around like you're dumb. I don't know if you go dumb or numb. Julie, I want to ask you, what's your approach? Do you try to go dumb? Do you try to go numb? Do you try to write your way through it? How do you push all of the above?

I say all of the above. It just depends on how it hits me. Dumb, numb and pray through it. All of those are true. Absolutely. Absolutely. Just so we're clear about what I mean by this. This is some strategic stuff here. Being dumb, it is a move that I use often.

You know, yesterday, I was in, I'll be very vague. Yes, I was looking at it, buying a potential property for a thing I'm working on. And, you know, I just, I just began breaking all the boundaries. I don't mind knocking on a door and talking to somebody. I don't mind calling a property that's not for sale and asking, will you sell it? I don't mind talking to the neighbor and saying, what do you know about this property? I don't, I don't mind. And I just sort of go in like I'm dumb, you know, like, Hey, everybody.

Is this property for sale? I mean, that's just sort of the mindset. And certain people go, I can't believe you just did that. But OK, that works. Or you can get numb, but you got to do it. OK, so you made the dream 100 of these influencers, people that have access to your ideal and likely buyers. You've given them samples. That's working. Second is you have to optimize the pricing. Now, the pricing is a thing, Devon. And I'm sure you've never dealt with this. Your clients haven't either. I'm sure they've given her and folks haven't either. But I find a lot of people are afraid to charge what something's worth.

Yeah. So let me start with an example of that doesn't relate to anybody I've ever met before. And this would be the entrepreneur that has a great product but is afraid to charge what they should charge because they don't want to offend. They don't want to overcharge. They don't want to take advantage of.

And so they actually create an unprofitable business. So the more they sell, the more they create a daily hell. What am I saying? The more they sell, the more they create this perpetual hell because they actually are selling something at a loss or they're barely breaking. Even I've talked to just the other day, I was talking to a home remodeler who was telling me that the busier he gets,

the more money he loses. He was at our conference and I go, how does that work? And he's like, well, I don't want to gouge people. And I said, so what? And so this guy, he is not a client, but he came to our conference and he was telling me that his business, he listens to our show and he's been implementing the things he can without being a client.

And he said, but the problem is the more business I get, the more I lose money. And I go, how is that possible? And he was actually charging people what it costs him to provide the service or he's doing it at a loss. And I just, I couldn't understand it. I want to ask you to now going back to Deborah here on the pricing thing. Has that been something that we've worked through together or maybe what's your, how, how, how, how have we kind of coached you or worked with you on the pricing?

Yeah, well, Andrew, our coach has worked with us because I am one of those people that as a consumer, I've watched the budget. And so at the same time, our products have incredible ingredients and they are all natural. So we have to cover our expenses. And so you guys have worked with us to watch our margins, to be able to know what our margins are,

and know what we have to price or we're not going to be able to make this company available. We won't make it. And so you guys have been incredible of an incredible asset helping us do that. Want to ask your thoughts here, Juliana, talk to me about that, the pricing thing. What would have we helped you through the pricing or what would be your comments on that?

a hundred percent actually it's it is interesting because when you set your prices where they need to be that it actually attracts the customers that you want and and although it's been hard to consider pricing and hard to consider what we what we need to make what like as far as just covering the cost and then what we need to make on top of that to just continue to be sustainable

You know, it is incredible because it's been, I feel like, like I said, it's just, it's attracting your ideal and likely buyer. So it's beautiful.

How has coaching, I will get into more details, but how has coaching, Juliana, how has that impacted your business? If you had to describe it to somebody, you're sitting next to someone at a conference and they're like, okay, so you've worked with, you know, like Clark's coaching system or with, you know, you've worked with Devin or you worked with Andrew, because you've probably interacted with our whole team at this point. I mean, you've probably talked to Devin on the phone. You've probably been to a conference. You've probably interacted with Andrew every week on the phone. You've probably interacted with our whole team at this point. And someone says to you, how has it impacted your life? What would you say?

Um, I would say to quote, I've never seen the show, but you know, I've heard of the show naked and afraid where you're dumped in the middle of God only knows where. And it's like, you know what, I have this great idea. I want to be dumped in the middle of God only knows where and I have a product that will help people, but I don't know how to actually make a way. And it's literally like hiring a guide that is experienced that knows what they're doing. And that can really just absolutely, even when we literally there have been times and I'm like,

I don't even know where we are. I feel like I'm totally even even in the initial coaching process. And it was like, okay, but great news. We've got our coach call tomorrow. It's going to be great. And so it's just this incredible feeling of knowing that somebody has our back and knowing that they know what to do. And then also knowing that, and honestly, I would be a little bit disappointed if I hired a business coach that wasn't a multimillionaire.

And so, you know, I'm just super grateful that you're successful. And so we wanted to go, you know what, he must know if he, he must know if he thinks, you know, if you think you're safe. That's right. Yeah. I, you know, what's interesting about what we do is, you know, last night, um, I'll be very vague because I don't know when the show's coming out. I don't want to date the show that way. But, you know, last night, my wife and I were talking about some things and, uh, she said to me, she goes, I'm so glad

that I'm aware of how to achieve success because when our daughter asks,

It's great to be able to tell her the answers, you know, and she was just, you know, she was kind of reflecting cause our daughters, you know, 20 years old and she's asking questions about buying her first property. And my wife is like, well, you want to, you know, buy low obviously, buy low, but you want to think about that. And my, my, my, my wife started talking to her about generating revenue streams. Like you want to have a property where you could maybe rent out an extra room to someone you can trust or maybe you could rent it out in the future or maybe you buy it low, you add value to it. And my wife was really getting into like a home flipping seminar.

But it was a thing where we've just done it so much that we forgot that that is a question that a 19 year old has, or a 20 year old has, that people have never bought a house before. And my wife was putting on this like home flipping seminar of what makes a home more valuable, you know, the moves you can do that are inexpensive, but add a lot of life to the property. And again,

If you've never flipped the house before, it could be overwhelming. But in our case, we've done so much. The other day, someone was asking us, I think my wife and I have lived in 15 separate houses. It could be 16 because we just were buying, renovating, moving, and we just doing it. And so it's kind of become normal, growing the business is kind of normal. So if you're out there watching today and you feel overwhelmed, you feel stuck. These are two great examples of people that are real people we've actually worked with. We are working with. They are currently in the figurative rocket ship. The figurative rocket ship there.

Lasting off, sales are happening nonstop. I appreciate them taking some time to talk to us about this. The next is we got a track. We have to track. And people always tell me, I'm so busy. I don't have time to track. Now, Devin, your clients have never told you that. No, but can you walk through why other people who don't listen to our show and are not your clients? Why people might not track? They're scared to look at the numbers.

There's a thing there. The other thing I would say is people like to always delegate to their spouse, what, to their partner. So the alpha, if it's a female owned business and the woman is the founder.

she will usually delegate the finances to the person that joined. So the founder usually likes to delegate the finances to somebody else. That's usually what happens. Or if it's a male, he'll delegate it to his wife. Or if it's the wife who started, she'll delegate it to her husband. Or if it's a sister, she'll delegate it to her brother. It seems like in the family-owned business, the founder always delegates the tracking to somebody else. I just see that as a pattern. And it seems like if they're not related, it just seems like they'll delegate it to whoever they just hired.

So imagine you go to work for someone. You're 25 years old. You just got hired by a 40 year old and they go, Hey, by the way, you're in charge of tracking. And I see that. And then the person who's in charge of tracking, you know, they may be not, they might not be diligent. They might be. They might be disorganized. They might be organized. I don't know. But what happens is then they, they, they sort of now have removed themselves from direct responsibility. I wanted to ask you, Deborah on the tracking, how do you two track? Cause it is really depressing when you're tracking.

100% of zero sales this week. I mean, that could be depressing. And it could seem like a waste of time. But now as you're actually selling, it becomes increasingly important. So start with you there, Deborah, the tracking thing. How do you guys handle that?

Um, well, we have our tracking sheet that Andrew helped us put together. And you're right, it's absolutely mandatory. And because we have a product that has to be manufactured, you have to know how much every item costs down to the packing tape, the fragile stickers and all this kind of stuff. So it's imperative that you know,

what's happening. And that's what, like I said, Andrew's helped. We do that together. We kind of stay in it. I tend to lean into the manufacturing part of it where I needed to know exactly how much that shipper cost, exactly how much, you know, that void fill cost, exactly how much the decoration on our bottles, all that has to have, you have to know it. Otherwise, you'll wake up one day and you're consumed. You're done.

So you don't have to know it. You mean thoughts on that? Because again, you two are working as a business owner. You're doing the marketing, the sales, the hiring, the firing, the firing, they're shipping things. How would you describe your tracking process?

Um, you know what we, before we, I mean, we had an approximate idea before we started working with you, but then getting this specifics has been incredible and it's not hard. It's just anything that goes out, you track and then anything that comes in, you track and it's, but it does take effort. You know, you have to put a little bit of effort into it.

And so I would just say it's invaluable. It's one of those things that if you don't understand potentially where there's a leak in the boat, if you know, then you just have to because you have to do this. It's basically constant to use as well. Yeah, like constant weekly inspections of the boat, if you will, you know, and so it's really good.

Yeah, it is. And again, this is so big, constant inspections. I think that a lot of people struggle with boredom. But the great clients have had they bore down. So you have to do the same thing every day. Devin, have you ever worked at a restaurant? I haven't. You haven't? No. Oh, man. You probably never will then. But have you two ever worked at a restaurant? Julianne, have you ever worked at a restaurant? No, no. Never have you.

Well, let me walk you through, do me just walk you through my experience at Apple. I'll walk you through Applebee's and our job is every single day you had, when I worked there 20 something years ago, you have to have out the fresh salad. So you open up that walk in freezer and a guy from Cisco or whoever delivers the salad, he's going to deliver the fresh salad and you have to throw away the bad salad every single day. You know, you bring in the fresh meat, you throw out the bad meat every single day, then you prepare your, your, they call it the house salad prep.

So you basically make the house salads and you put them in this room. And so when somebody orders it, they're ready to go, you know, and you just, you have to, there's like a process. Every day you clean the bathrooms, every single day you wipe off all the tables, every single day you dust, every single window, every single day you wipe off the glass. And it's a checklist every day.

And I found that the top waiters of which I was not one. I had a good attitude, but I wasn't nearly as skilled as other people who'd been doing it a long time. They would come in to work right away and they would wipe down the windows, mop the floor, get everything ready to go. And they were ready to go before the first customer walked in. But I found that the bad ones would always say things like, all we ever do is do the same thing every day. And then my boss Ian would go, yeah, because it's a restaurant.

And all we ever do is serve food to great people. That's what we do. But I think certain people get bored with that monotonous stuff and you guys do a really good job of nailing that. The next is the website creation. We're in the website. It's not and it's not a one and done. It is a process of continual improvement. There's

endless iterations. We're always updating. I'm never happy with the website. I'm happy today. But if I look at it too long, I go, I kind of want to tweak that. We always want to make a small little enhancement. We always want to add a new testimonial. We always want to add a new endorsement as I look at it right now. Just my pro tip and I'll tell Andrew, but maybe you can tell him that I told you this before you talk to Andrew.

any of the any of the bigger names that are starting to endorse you, you know, we get the as seen on like endorsed by. So when you click on testimonials, it's like endorsed by and you start to get born more big names. So I look at one of my clients called moms on a mission. What a great job she does. And as she's booking bigger and bigger guests.

We keep adding the as seen on now. You don't want it to get in the way of the product, but you got to make sure we get, cause you're, you're starting to have some big time names that endorse your product. Um, can you share with the listeners? What's it been like having a consultant that also does the web development? Because we do the photography, the video, the web, the search engine, all of that is all one stop shop. What's that been like there, Deborah, having just a one stop shop for everything?

It's there really no words because whenever you're trying to start a business, you're so overwhelmed. You're watching everything. You know this is new territory for you. So you're having to learn everything the best you can. So to have someone come in that is an expert in this field and can say, this is what you need to do. This is what you need to do. This is what you need to do. And this is what you need to do.

It's like done. I mean, also the pricing, as I've heard, thank God we didn't go there, but to have someone develop your website is astoundingly outrageous. So to be able to have that incorporated in the coaching has been such a blessing. There are really a few words. Without a website, we're stunk.

Yeah, but I want to tell you a story that's going to depress you. Okay. Okay. How are you? 23. Okay. So when you were not born yet.

Not yet born. Seriously, when you were not born yet, I started this. Your mom and dad are probably on a date. I started this company called DJ Connection, right? And I thought, well, I'm going to do is I'm going to work at Applebee's Target and Direct TV. That's a true story. So 1998, 1997, I'm growing this business, 1989, I'm growing it. And I got this website. I needed a website. I needed to have a website. So I went to a web guy. I won't mention the guy's name, although I want to.

Well, I know I will mention it. I will mention the website because it's not a bad thing. It's just a fact. So I hired a company called Creative State to build my website for me. It's called Creative State. And Brent Wallace was in Tulsa, Oklahoma. This is his company, Creative State, there it is. Boom. And I paid him to build my website for me.

And it was, at that time, I look back and I go, wow. But we're talking about thousands of dollars was spent to build said website and thousands and thousands. And so I was paying unbelievable amounts of money. We're talking thousands and thousands and thousands of dollars to build the website. And then every time I wanted to make a change,

there were certain costs to it. Now, he's gone on to build, you know, website products and promotion for Taylor Swift. He's done stuff for Garth Brooks. And he's really a kind of a household name boutique in the web space. He's done a great job. But my thought was, if I'm going to build a website, I want to have the guy who built Garth Brooks's website. Because at that time, Garth Brooks was like the number one music star in the world. I'm going to hire that guy. And I'm glad I did.

But if I were to tell you that it was $1,700 a month, we charge our client $1,700 a month. It's a flat rate, $1,700 a month. And that includes the coaching and the mentorship, the conferences, everything, all the introductions, all the PR, all the marketing, the video, the photography, the web, the accounting. But this guy, he didn't apologize for the price. You could imagine, because the guy's built the website for Taylor Swift and Garth Brooks, you could imagine. So it's more like, well, you know, $15,000, we'll get a conversation started and I'm going.

And I just remember him saying to me, I remember people telling me, well, you need to get a video on your website. I thought I do need to get a video on my website. So all I'll do is I'll get a video on my website. And I go, so do you guys do the video is no, no, no, we don't do video. I have a guy I recommend. And the video guy says true story for $8,000, I could make you do promotional video 8,000.

Okay. And then the website's 15. I'm 23. I work at Applebee's Target and direct TV. I'm making like 825 an hour plus tips sometimes at Applebee's. You don't get tips at Target. So I'm working. And then I go, okay, and then I need to hire a PR person to help me do my PR to get in front of the media to get, you know, and the PR people are like, well, it's a retainer. And it'll be, you know, 5000 a month for one year. So I'm, so I'm out 60 grand for that. I got the website. So then I start thinking,

I need to sell something because I'm gonna need to sell something soon. So my yellow page ad was $2,500 a month for my yellow page ad on top of the other things. So I remember it was the craziest thing ever because I'm working at Applebee's. Can you imagine Devin right now at your age? Could you imagine you talk to your mom and dad and your mom and dad says, how are you? And you said, I'm doing great. And they said, what do you been up to? You said, I agreed to pay $2,500 a month.

for the next year on an ad that hasn't been proven to work. And by the way, I'm paying a PR company $4,000 a month. And by the way, Bruce Clay dot Tom, that's the search engine company that is probably the highest rated most he writes the search engine for dummy's book. And you're going to pay about $8,000 a month for a 12 month contract.

So you're, you know, 96,000 to teach to heaven. Could, could you imagine explaining that to your mom or your dad? How would that go over? They would just, they would be, they think I'm stupid or something. If you guys were building, give a derm today and imagine you hopped on your coaching call with Andrew and Andrew says, what you need to do is you need to go out there and pay $2,500 a month for your advertising.

Pay $4,000 a month for PR, $18,000, $15,000 for the website. But every time you make a change, it's like $1,000. And then you also, what would happen there, Julianne, if that was the recommendations he was going to give you? What is it? Fire, freeze, or whatever? I don't know. I think I would just be like, bye. Good luck with everything. I can't do it. It's just not sustainable. This is what I did. I took a photo with the Yellow Page guy. I said, I'm going to pay you $2,500.

I'm a month. I need a photo. Syria's Jeremy McCassen did a photo on my yellow page. And that's the kind of stuff I would do just to kind of capture. But I always thought to myself, at some point, I'm going to build a when people started asking me to help them grow their company, I thought, you know what? I'm going to make it. I'm going to provide the entire coaching system for less money than it would cost to hire an hourly employee.

And so now final thing I want to ask guys is we help you with the systems, creating the systems, the optimization, turnkey, the entire workflow, marketing, sales, branding, PR, accounting, all of it coming together as one unified song, all the different instruments put together. They make a beautiful orchestra. It all comes together.

I want to ask you this, Deborah, what's that worth to you? I know you pay $1,700 a month. I know that I make a 20% profit on every client. So we make just to be very clear, $340 a month for a client. What's that been worth to you? Wait, sincerely, everything. I don't want to use cliche words, but I can't find words that could adequately describe how you have literally changed our lives. It made it affordable.

It made it a point. Yes, yes, yes, yes. I'm not saying that, you know, I was $1,700 a month. But then when you saw everything that is included, it's like, oh my gosh, it's only $1,700 a month. But it has changed our life.

Our company, I can say hand on heart. Our company would not be where it is without you guys. Hand on heart. There's absolutely no way. You've brought us the experience, the connections, the consistency, the kick of the pants when we needed it. We didn't need it hardly at all, Andrew. And so we were.

There's sincerely it's very hard to express how amazed we are. And we do feel like God was on this from the beginning. And we just, we thank Him for introducing us to you guys. And then you guys have just

We've literally hitched our wagon to your horses. And that's what it's been. We talk about that a lot and we're pinching ourselves. I mean, how often can someone say in two and a half days, we bettered a month's worth of sales, which was 4,000% higher than the year before.

I mean, and the phones blowing up. I mean, now obviously you're obviously Deborah is paying us, Devin, to say that. So we'll go to more reasonable person. Julianna, how would you describe it? Because there's somebody out there right now who believes that they don't qualify for success. That's what I hear all the time. And I grew up poor and I'll never forget what it was like to be poor.

And so I never want anybody to think they don't qualify. We have scholarship options to make it work for people. But what would you say to somebody who's on the outside of the website right now, listening to this show, and they're like, I don't know if it'll work for me. What would you say? Don't be afraid. And don't be afraid to admit where you are now. Because honestly, it was really, when we did our assessment with you, Clay, we were like, well, we're doing this much a month. And that's embarrassing. And we're doing this one. And we didn't think we would qualify. I mean, we did it.

And I think to really understand your heart for people and your heart for excellence for people. And like mom said, you know, I think I've told you this before, but there's it was absolutely uncanny to the point that at one point, we had just like a connection, an additional connection with you and that morning. And then that afternoon, one of our biggest influencers mentioned us in her in her broadcast.

Yeah. And so literally you carry, you carry so much momentum. So I would say to anybody out there that's considering doing this, to give it a shot, to just, to just play a story and honestly just look at your budget and take out the things that you just that are unnecessary so that you can afford to do this business coaching because what you're getting is absolutely outrageous. And for whatever it's worth, I was even able to text Andrew multiple times. We're like panicked going, ah, the website's down or the website's blood. He's like, we're on it.

we're gonna we got it we got it done handled it and it was just like oh my gosh just to feel like we could trust fall with you guys when it is not my none of this is my skill set none of it it's all uncomfortable and to know that you have a well oiled machine that we can go oh can we just come you know come into that and and just go yes I'll take your assistance it's just it's incredible it's been absolutely outrageous and we look back and we laugh but

You know, right now we're, we are in a rocket ship. Yeah. So we're just going, Oh gosh, we're going to have such a beautiful way. It's like, I think we're going to have to hire more people. And I think we're going to actually have to work, like literally have crews work around the clock for a full moment. And you know, then we're going to do this and we're going to do that. And then we may have to go there. We may have to get more, you know, more storage units. We have to do whatever. And it's just, we're to that fun part, but it's also managing growth.

But what I what I love is that we can still even ask you, Hey, where we are right now? Is it wise to do this or should we stay here? You know, and it's it's it's incredible. It's been wonderful. My favorite part and then I'll let you guys go. I love it when it's overwhelming. You're out of office space and everybody's selling something that to me.

people begin to share a desk. They share a chair. It gets socially awkward because you recognize that you're a box of product has become your desk. You recognize that you're taking notes on boxes and that's exciting stuff. That's that's where you can't find your wallet because everything's being shipped in and out. That's an exciting place to be. So I encourage everybody check out the Give a Derm product today for anybody out there and don't not do it because I'm endorsing it. Check it out. Give a derm.com. Go there. Give a derm.com. Check it out there.

And then the final question is, how do we accurately pronounce your last name? Could you spell your last name? It's G-R-I-M-N-E-S. So someone's going, grimness, grimness, grimness. The first time. If you ask, you will pronounce it correctly. Yes.

So think of it. My dad, my dad would say, think of it. It's like, don't say this dad. He's like, think of it as like the grimness of the situation. I'm like, dad, that's not good. I'll say that. No, no, no, it's good. No, back. Like anyway, thank you team grimness. Have a great day. You guys have a great job. Thank you. Thank you. Thank you. It's been an honor. We'll talk to you soon.

you can either learn experience and bashing your head against the wall, or you can talk to the guy that's already got the jackhammer on the other side of the wall. And in my experience, it's every dollar I spent on coaching has returned to me like 100,000, 10,000 times. And it's not just that. I got there so much faster.

So people come in and they, they're calling in, they're already pre-sold. They're saying, Oh, like I've watched all your videos, blah, blah, blah. And it's like, it's just a matter of picking that which monkey they want as opposed to prior to that. It might be more like skeptical, blah. You know, there's, um, uh, we've broken through that whole wall of skepticism because there's just so many people now saying our praises that aren't us. And, uh, it makes the sales job easier, it makes the marketing easier, it makes everything just

just so much more effective when we've got just, you know, it's not just you got one testimonial. It's you got, oh, I'm a feminist basket weaving artisan. Do you have a monkey that works for me and then go, well, here's a video of a feminist basket weaving artisan raving about the monkey. Just they can relate to that on that level. My saying is if it's important to you hire a coach. And I think that's one of the reasons people are not successful is they

you know, they eat a cheeseburger instead of hiring her coach, you know what I mean? And so my coach pushes me, they're younger than me, they push harder, they're trained. And as my Rich Dad always said, you know, amateurs don't have a coach, but professionals always have coaches. So I've always had coaches for whatever was important. And my Rich Dad was one of those persons.

I wanted to learn how to play monopoly in real life. So he was my coach. What made you decide that you wanted maybe a mentor or an ongoing business coach to help you grow Bunkie life.com? So for me, it was just that I ultimately wanted to grow. So my thoughts are, I mean, how much, how much are you going to pay? It's either going to be a big cost of,

of trying to figure out in your own trial and error, or you're going to pay someone else who's been there and done that. And I'd rather just pay the bid there, done that price as opposed to the trial and error price, which is a lot more expensive. Last year was our best year ever. So last year was the first year of coaching. And it was our best year ever. And then this year looks as if it's going to be about 10 on the top line and also the same time, 10% better on the low rent. And at the same time, I would say I'm putting in probably about the same or even a little less work. And my wife is definitely putting in less work.

We've had more free time and more disposable income. I would say, what have you got to lose? If you go and do the free consultation, it's not helpful. You've lost nothing. Just absolutely do it. It was a turning point for our business as every single one of our coaching decisions have been. And it's a free 13 point assessment with the clay.

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'll be breaking down how to double your profits without doubling your work hours. To drop these Viboms, I am brought to Clay Clark in the EO Fire Studios. Clay is a father of five kids, a former U.S. SBA Entrepreneur of the Year.

the founder of several multi-million dollar companies and the host of the Thrive Time Show podcast. Today, we will be talking about how to generate more leads. We'll talk about the power of implementing scalable turnkey sales systems and consistency. Why is important and how to get it and oh, so much more. And a big thank you for sponsoring today's episode goes to Clay and our sponsors.

Success Story, hosted by Scott D. Clary, is brought to you by the HubSpot Podcast Network, the audio destination for business professionals. Success Story features Q&A sessions with successful business leaders, keynote presentations, and conversations on sales, marketing, business startups, and entrepreneurship. A recent episode discussing the billion dollar health secret with the founder and CEO of Whoop is a must listen. Listen to success story wherever you get your podcasts.

Fire Nation, you have a book inside you, and it's time to share your message with the world. That's why I created Author 100, a 100-day program where I will personally guide you 101 to create, write, publish, and market your book. If you want daily guidance and mentorship from me, JLD, then head over to Author100.com to sign up for a free call with me to chat about the details.

All right, Fire Nation, I know that you are fired up today to talk about doubling your profits without doubling your working hours. And we'll be learning the systems. Bunkie life.com used to scale and thrive. But I want to start with the man, the myth, the legend clay Clark, because he's going to share as entrepreneurs how we must exponentially generate more leads to succeed. Clay, why is this the case?

well i'll tell you this uh... to the fire nation you know when you when you look at a brand like bunkie life dot com uh... today's uh... featured uh... guests and guest in case study he has an incredible product so before meeting me his product at bunkie life dot com it is a great product i'm asking rhetorically folks do you have a great product i mean this guy has a great product it's like a bolt-on bedroom or a custom cabin

But without leads, you cannot succeed. So if you're listening to today's show like so many great entrepreneurs and you have a great product or a great service and you woke up today discovering that very few of your ideal and likely buyers or your potential customers are waking up with a burning desire to pay you by default, AKA, you need more leads. Today's show is the show you need to listen to.

And that's why we're going to be diving into a little deeper behind the life and the business of a monkey life. And I want to bring you and David because I really want to know a little bit more about you, what you have going on, your path to clay and what's really working for you right now. So start there.

found Clay initially from his podcast, ironically. So I was basically a struggling business owner at the time we were in Canada. We were trying to grow into the USA. How are we going to do this? You don't have enough leads coming from outside of our little doorstep here. And I discovered his, his, maybe it was through your podcast. I'm not sure if I discovered Clay's podcast. We're just going to say it was through entrepreneurs on fire for the record. Keep going. So, so essentially I had a problem. Exactly. Like Clay said, I didn't have enough leads to generate enough sales.

And so discovered Clay's whole thing. I mean, I realized I needed coaching. I needed advice. I had been there myself. And how was I expected to do it unless I had someone else that had been there? So Clay offers this thing with a three 13-point assessment that I believe and went through that, went through the 13 points of the business that needed to change in order to get the results I needed to get. And so we went through that and I said, you know what, Clay, I'd like to pay to help me do this. And this was about two years ago. And that's kind of how I found Clay and how I started working with them.

So Clay, obviously you know this business inside and out because you've been helping David for quite some time now. So just take a second, share with Fire Nation. What exactly does David do? Why was it a problem that you knew that you could help him with and how did you help?

Well, as an entrepreneur, there's four steps to becoming a super successful entrepreneur. And I encourage everybody to write these down. Jim Rohn, the best-selling author. Brian Tracy, the best-selling author. Tony Robbins, they'll all tell you that note takers are the game changers. The people that take the notes are the game changers. So don't just listen, folks, take notes. I'm telling you, there's four steps. Step one, you have to find a problem.

Step two, you have to solve the problem. Step three, you have to sell the solution. And step four, you have to nail it and scale it. And when I first heard about bunkylife.com, and David said, what we do is we offer cottage, bunkies, kind of like a bolt-on bedroom. It's almost like you're adding on a building that looks about the size of a sauna. You're adding that on.

for the

That solves a problem. So step one, he solves a problem. Step two, it's a solution. He had moved beyond a prototype. He was making these and they were already being made in a first class manner. What am I saying? He was already holding himself accountable to a high level of quality and excellence. And he was already beginning to gain traction, meaning step three, he was already selling something. So again, review.

Step one, he had a problem he found. Step two, he was solving it. Step three, he was already selling it. And if your product doesn't sell, your business dreams will go to hell. I always tell people, if your product won't sell, your dreams will go to hell. And he was already selling. And so what David needed help with was nailing it and scaling it and reaching more people, exponentially more people. And I knew right away that he was coachable, he was approachable, and his product was first class.

So that's how I knew JLD that he would be a great fit for our business incubator or business coaching program. So Fire Nation, there's so much important things you need to be taking away from this. Number one, what Clay is saying is essentially one of my favorite sentences in the world. Create the number one solution to a real problem.

And if you're not doing that, then guess what? Knitch down until you are. And I'm actually looking at a monkey legs website right now. And I just love this phrase, David. I hope you keep it there because it actually speaks to me who has a son and a wife. And now I have in-laws living with me. And it says, we help families create extra space for meaningful connection.

I read that line and I'm just like, man, that connects with me. That is meaningful to me because I can see how that can be a really positive impact in my life. And so that's how you can connect with people, Foundation, and the right way you need to understand what is it that they're really looking for? What is the real problem that you are going to solve? Now, Clay, you know that I love organization. You're such an organized person as well. I mean, I've been to your events. They are just run like the military, which of course I love as an officer.

Now, I want to talk about building a thriving organization because you had to be organized to do that. So talk about the power of actually implementing the scalable, easy to implement and turn key sales systems. And of course, how you do this with David.

Okay, well, we'll step one. If you're going to build an organization, you have to be organized. And I see so many wonderful people that I meet at our in-person workshops. You know, we'll have people like yourself, JLD attend these workshops. We're going to have, you know, Robert Kiyosaki best-selling author. He'll attend these workshops. Eric Trump, obviously the son of Donald J. Trump attends our workshops. You get the idea. We have a great group of people that are there, world-class speakers.

And as you meet the super successful people, as you meet the Michael Gerbers, as you meet the, I'm throwing out names of real people I've interacted with, as you meet the Robert Kiyosakis, as you meet these people, you find that the best organizations are organized.

And there's this, there's this world of, I call it Jack Assery, where a lot of entrepreneurs say, you know, I'm more of an idea guy. I don't, I don't, I don't, I'm not more. I'm not the organized guy. And I'm telling you, your podcast, eofire.com, it would not be successful if you weren't fastidious about how you named the files.

how you save the files, how you archive the files, how you transcribe the files, how you upload the files, how you record the audio, the intro, everything you do. And so by default, or by entropy, by default, you're not going to have success. By default, you're going to drift into Jack Assery. But it is only through intentional focus that you're able to scale a company. You have to be organized to build an organization. And I always tell people, if you don't have a checklist, you're going

get pissed. So in the event, in the event that David was selling all these bunkie life dot com products, but imagine how crazy his life would be. Right. If he wasn't organized, if he didn't have a checklist, his clients would be pissed. He would be pissed, but he's very organized. And I encourage everybody out there today, make a checklist and ask yourself, what are those core repeatable, actionable

processes. I call that crap in my office. The core repeatable actionable processes. What are the core repeatable actionable processes that you need to implement on a daily basis? And we need to document those things because once we can build an organization, once we become organized, we can build an organization.

Now, listen, David, you were already doing a lot of things right. I mean, number one, you were listening to entrepreneurs on fire. Brilliant. That led you to clay. Brilliant. You took action. Brilliant. You already had a great product and a great service and you were delivering on that. You were generating revenue from that. What is one of the first things that Clay did to improve your organization? Now, I know that it was already good, but how did he make it better?

The basically what we did was we isolated things that were already working. It's going to sound so obvious, but we, we isolated was already working. How are you getting leads right now? How do you incline right now? And we did more of that. And in a way that was more consistent, for example, instead of just randomly having conversations with the people that would call us or that we would connect with.

We had a script. We developed a script that we would say every single time. And then I listened to the calls and made sure that even the week after it, they continued to use the actual script. And so we did more of what was already working was kind of the first step.

Fire Nation, that's one of the biggest things I always scratch my head about when entrepreneurs are having some success. And then all of a sudden they're like, okay, I'm having some success. I need to try seven other things now because this is all working. And guess what? That one thing that was actually working kind of fades in decays because they're not focused on making it better and pouring all their energy and focus into what I mean.

When I had my first great webinar back in 2013 for podcasters paradise and we crushed it and we did all these sales, I didn't say, okay, that worked. Now I'm gonna go do 10 other things. No, I did a live webinar every single week for the next five years. I didn't miss a week.

Because that was what was working for us for podcasters paradise and improve the systems and email follow-ups and offers and everything around it. I just made that one thing better and it kept making money. It was continuously generating leads and we have a lot to talk about Fire Nation around this topic when we get back from thinking our sponsors.

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Clay, we're back. I want to talk about KPIs. I want to talk about the power of knowing those key performance indicators and holding our team accountable. I mean, obviously David already shared that you really came in and helped out in a lot of areas with this. So talk about the importance of this factor in every business.

Yeah, so what we're going to do and just kind of recapping what we've already covered to make sure we're really taking profound notes that are life changing notes here. Step one with David, we had to create a turnkey process for the things that were already working and we had to discard the things that weren't working.

And again, this is working out the assumption he already had a great product and service, which he did. But we had to create this three-legged marketing stool. So in David's case, a stool that has three legs is more stable, obviously, than a stool with two legs. So we had to create a stable process for marketing. And so for David, the three legs we really focused on was one was search engine optimization. And there's a process. There's a checklist. There's a process for that.

We had to focus on gathering objective video testimonials and Google reviews from real clients. Third, we had to create a dream 100 system, a processor, a system where David would consistently reach out to his ideal and likely buyers.

We had to document that, build the systems. But how are we doing it enough? Are we doing the systems enough? Well, that's where the key performance indicators come into play. You have to document, just like if you're going to the gym, and you say, I'm going to do chest and triceps today, OK? Well, how many reps are you going to do? OK, I'm going to do three sets of 12 for bench press.

three sets of 12 for my incline bench press, three sets of, and you're tracking how many reps, how many sets, and you go in there and you diligently implement those systems. And if you don't have a documented plan by default, people tend to drift. And so with David, we had to document those systems in a way that it was very accountable. It was very specific and it was very detailed. And that way, all these systems we were implementing could be measured. And I will tell everybody out there, if you're listening,

You must measure what you treasure. You must measure what you treasure because you're going to find that you're going to slack where you don't track, right? So you're going to slack where you don't track and you have to measure what you treasure. And so with David, everything now is a key performance indicator. We know how many reviews he's getting a week.

How many objective Google reviews he's getting a week? How many video testimonials a week? How many inbound leads a week he's generating? How many funky life custom cabins are needing to be built? And it really is now all about the metrics. And if you're out there today and you feel overwhelmed by this conversation, I'm just telling you, you got to document what works and then you've got to make key performance indicators. You have to track the numbers that matter to your business.

David, Clay shared a lot of what you're doing right now that you weren't doing prior. And you mentioned a couple of things as well, like with your script and just staying true to that and tracking that and all these great things of all the things that you've been doing that's been improving your business. What's one interesting thing that really jumps out when Clay was just sharing the process he was taking you through that you think was really meaningful that you

May not have ever got to yourself just because hey your nose to the grindstone you're in the business You need somebody like clay who's a marketing genius to help you out there. What was one of those things?

tracking, after having done it now for two years, what it's added that might not be as apparent from the surface is the amount of kind of regularity and emotional stability it's given me. Because when you are in the weeds, as you said, generally, you have this emotional roller coaster you're on where you have a great week and you feel like you're on top of the world and then you have a terrible week and you feel like you're about to lose your house. And that's just an emotional journey that you go through as an entrepreneur.

However, when you contract and I can say, what happened this week last year? What happened this week two years ago? And you realize for whatever reason, the third week of August is kind of blows. And that's okay. We only sold 10 buggies or whatever. People get ready for school. And maybe you don't think about that, but you have three years now of back data. That's interesting.

And I can measure, OK, like this quarter versus the same quarter last year. Wow, we're crushing it, even though it might not feel amazing because it's our off season or whatever it is. And that's bad. That is above all else allowed us to kind of go on that emotional roller coaster with just a little bit more knowledge, a little bit more foresight and hindsight to go. Oh, you know what?

We're not on top of the world here, but also the houses in about to burn down and actually we're steady putting one foot in front of the other and we're growing every year. And that has been for myself emotionally, just a real game changer.

Fire Nation, that emotional stability cannot be understated as to the importance it is to an entrepreneur's journey. Because, man, it's a roller coaster. You're going to be on cloud nine, then at the bottom of the weeds, and then back up again. And everywhere in the middle, I mean, it's just part of it. That's why you need these accountability partners. You need a coach, you need a mentor, you need a masterminds, you need to be doing the right things. And tracking is part of that process. And Clay, it is a sad fact.

But 96% of businesses fail. Why is this true and what the heck can we do about it? Okay. Well, we go back through our four steps again. Step one, most people, most entrepreneurs are out there. They have found a problem. They go, you know what? I could mow the lawn better than my competition. You know what? I could help a woman lose weight better than the competition. I could help a man get in shape better than the competition.

I could build a bolt on bedroom, bedroom better than anybody else. I could open up a haircut chain better than anybody else. I could cut hair better than anybody else. I can build houses better than anybody else. I can be the world's best dentist, et cetera, et cetera. They find a problem. Step two, they have a solution.

Step three, they just can't sell anything. For whatever reason, they're not selling anything. And that's where a lot of people call themselves an entrepreneur. And I would say, and I'm not trying to attack anybody out there listening, I would describe anybody out there that has something that's not selling as a entrepreneur. We want to be an entrepreneur.

entrepreneur, but until something is selling, our business is just in the process of going to helling, right? And so until we sell something, so we have a problem, a solution, we have to sell something, and then we have to nail it and scale it. And so in David's case,

We now have pre-written scripts, pre-written emails, documented workflows. Everything is moving. And now it's very, very exciting. And if you go to ThriveTimeShow.com, folks, and you click on testimonials, I want people to see this. I want you to be filled with hope and encouragement. If you go to ThriveTimeShow.com and you click on testimonials, there is a listener out there today who needs to hear this. But there's a company called Peak Business Valuation. Peak Business Valuation. He was and is a listener to the EO Fire Show.

It's peakbusinessevaluation.com. Peakbusinessevaluation.com. Do you know this guy's grown his business by over 15 times JLD since he went to thrivetimeshow.com forward slash EO fire and scheduled his first consultation? Folks, there's a, there's a company called Shawhomes.com. Everyone should go there right now. Shawhomes. This company, we help them grow from $15 million a year. This is a podcast listener. Okay. A podcast listener.

We helped him grow his business from 15 million to $160 million in sales in under five years. A podcast listener, he took action. He took action and that company just sold. So Shawhomes.com just sold. And I could sit there and give you so many examples. OxyFresh.com, OXIFresh.com. This is a guy who consumes podcasts.

He listens to great broadcasts like this. Do you know we've helped him grow from a handful of locations to 550 locations? David, I'm not sure how much you've grown since we started working with you, but what kind of a growth a percentage or how much growth have you seen over the past two years?

Our goal was US domination, and I think we're not there yet, but we've definitely went from, I think, maybe selling 20 bunkies in the USA to, we'll do three or four million this year in the USA. Our Canadian business as well as continue to grow. So I think we're upwards of 60% up top line, but the more important part is our profits have doubled.

And that can't be understated because so many people have growing pains where they grow and they become less profitable. And then some of them look up after a year or two and they're like, wait a second, I'm actually not making any money. This is actually costing me money to absolutely get up and grind my face off every single day. So David, I want you to kind of take it home before I give it back to Clay to really take it home.

David, I want you to take it home on your side of things by saying, you know, what to you has been the most meaningful impact of finding somebody who actually can help you in the areas that you need help. And I mean, of course, Clay's not going to be able to help you with your area of expertise within building bunks out and doing all the different fittings. Like you have that area of expertise. Clay has his area of expertise. Like what was the most meaningful result of you taking that step?

Just having that kind of stability in the emotional journey that was the last two or three years, it's been life changing for me. We have, as I said, doubled our profit. And we're already a profitable company. It wasn't like we were unprofitable. But we doubled our profits. And we have a game plan now that we just need to execute on. So every week I'll talk to my coach. We'll have an accountability call every single week.

And it's always what, you know, what can, what can we do? And I say, I just need to execute on this plan. And so that complete clarity of what I need to do next. What is that next step on the journey? Just having that next step has been so huge. Because otherwise, like before that I was just floundering around, um, trying something for a month or two and then giving up and trying something else and just shiny object.

chasing all over the place. And so just having that, what is the next step to do and what I need to execute on next has been, I think the reason we've been able to double our profits and grow into a completely different nation and continue to grow at home.

Floundering is the word Fire Nation. So many entrepreneurs are floundering. They're trying this or flopping over, they're trying this or flapping over, they're trying that. And they never have that consistency, which you know is King Fire Nation. That's why I've been doing a daily show for 12 plus years now. Consistency is king. You have to find what works and you keep doing it over and over again with improvements, by the way, all along the way. So Clay, take us home.

well i'll just say this uh... you know since two thousand five i'm not sure when your listeners are going to hear this broadcast but i've been doing i've been coaching companies since two thousand five so this is my twentieth year as of twenty twenty five this will be my twentieth year doing the same thing if you say what is that same thing

I help entrepreneurs reduce their working hours, decrease their costs, and increase their time and financial freedom. How do I do it? I guide you down a proven path. I have a team that does photography, video, web, search engine, all of those solutions, and we charge less money than it would cost to hire even a, even one minimum wage employee. This just end folks.

We charge $1,700 a month. And we also have scholarships for certain clients in need. So think about it, folks, for $1,700, which is less money than it would cost to hire even one minimum wage employee. What if you can have somebody that would coach you down a proven path? Well, that's what we do. And because I only take on 160 clients, it's kind of a thing where you're almost a