Learn why you should invest in your job (even if you don't like it) and how it will take you from where you are to where you want to be during this training taught by Clay Clary, the Entrepreneur of the Year award winner.Sign Up to Watch
[MUSIC PLAYING] mindset taught like udemy, grow your business
-How have you seen this principle benefit you? Or maybe the clients around you? How have we seen this? Little story time here.
-Well, here's what you have. Here's what you have, OK? When I worked at Target-- and this is what you shouldn't do-- I worked at Target. And there's a guy-- Greg, if you're watching, I ain't mad at you. Hope you're not mad at me. Greg's probably mad at me. But the deal is, I'd work there, and I was at my job, and I wanted to get here in life.
CALEB TAYLOR: Right.
-And because I wanted to get here-- uh-oh. This is just me behaving badly-- I didn't knowledge Greg ever, because he wasn't on my path, I thought.
CALEB TAYLOR: OK.
-I'm here to get earn some money and to peace out. I'm not here to talk to Greg, you know. Greg's like, what's up, Clay? And I'm like, uh, all right. And I keep going. And my whole thing is I felt like Greg was in my way. But what you realize as you get into life is that once you begin to develop relationships, you start to have this relationshift. Once you begin to have a network, you start to build a net worth. Well, long story short, this was me behaving badly. I should not have treated that person that way. If I get punched in the face in the parking lot today because he saw this episode, I get it.
CALEB TAYLOR: Punch you in the face.
-Yeah, I earned it. It's cool. Now, the next thing, though, is I started to get the mindset at Target of the network. And one guy walks in here named Todd Starkey. I'll never forget.
Todd Starkey comes in here, and he's looking to buy a video camera. He's, I'm trying to buy a video camera. I said, OK. I just started doing this principle? And I was like so, what are you buying the video camera for? He says, well, for my wife. And I said, well, what's the occasion? Oh, Christmas, you know. But I want to get something early for her because we have this vacation coming up.
And I'm like, what kind of camera? He tells me the kind of camera. He says, I want this camera. And this camera was like $400, video camera. And I said, I don't know if you want that one. This one actually from what you're telling me seems better, and it's a little bit less. I recommend this one instead. Same great camera, you're just not paying for a feature that no one uses anyway.
Anything else I can help you with? And he's like, yeah I'm looking for a CD. And I'm like, instead of saying, well, the CDs are over there, I walked him to the CD. Got the CD.
Well, at a certain point, Todd says, what do you do? I remember that. What do you do? And I was like, oh, I work at Target. I'm the CD, electronic guy. And he's like, no, I mean, what do you do? And I said, well, I work here. I own a DJ business. I'm kind of getting that off the ground.
And he's like, how much do you make? And at the time, I don't remember if it was $6.25 or $7.25. It was something like that. And I remember saying, well, I make about that much per hour. And he says, why? And I say, well, I'm trying to work here to provide health insurance and make some money and just make ends meet.
And he goes, I own a company-- actually, he goes, I work at a company that's owned by a guy. Well, it's a company that was owned by the two Tims-- Tim Redmond, one of our Thrive mentors. It was his business-- and Todd says, yeah, I'm actually a recruiter, and I'm in charge of recruiting interns and new people. And I think you'd be perfect for the program. Have you ever studied accounting? And I'm like, yes.
CALEB TAYLOR: I love accounting.
CLAY CLARK: Yeah. So anyway, I ended up moving from here to here. And I think it that when it's all said and done, I ended up making about $15 an hour--
CALEB TAYLOR: Almost doubling it.
-Doubling it from this job to that job, as a result of getting in there and moving up the top of my group. And then from there, building relationships there, that led to my next job, where I was making about $30 an hour. Now, I say an hour. They're paying me commission-- a very small base commission-- but at the end of the day, I was making about $30
Are you wanting to grow your business?
-OK, so what you're saying is that, one, you worked up where you were at Target. You were diligent there, first. You planted the seeds, you were diligent there. But how do we go about building our network? I mean, what's the jump there? Just meeting people, how do you do that?
-On a practical level, any time that you meet somebody-- and I don't want to get super spiritual, because I know a lot of people disagree with me on this-- but I'm just going to-- work with me on this for a second.
SUBJECT: And to be honest, we've got a lot of awesome networking episodes. Go check those out, as well. Deep dive into it.
-I want to say that I believe that every person on the planet was put here by a reason. Now, some might just say by lightning bolt, or from amoebas. I don't care. But I think you're here for a God-appointed reason. I think you are here for a reason. And once you start realizing every single person has three major attributes, they have value.
Every single person, regardless of their physical skills-- if they're handicapped, mentally handicapped, if they're old, if they're young, if they're a man, if you're a woman, if they have a different faith than you, a different orientation than you, different whatever, they have value. Every person has value.
The second thing they have is, every single person has some kind of skills that you don't have. So you might be terrible at math, but I'm great at it. Or you might be great at speaking, and I might be bad. You might be awesome at sales, but I'm not. But you have skills.
The third thing is, every single person has relationships or a network. They know people that you don't know. So let's look at the very basic example. If you are Bill Gates, and you are Paul Allen-- I'm a voracious reader of autobiographies and I encourage everyone to do it, as well-- but Bill Gates couldn't sell anything. He had huge quantities of nerd, huge quantities of brain power and nerdom.
Paul Allen had zero nerd skills. How do you use a computer? Now, Paul Allen though, can sell anything. And this guy, no sales skills. Well, guess what?
Because Bill Gates thought highly enough of Paul Allen as a human and didn't prejudge him, and realized he had value, he had skills, and he had relationships, those two-- one nerd, one non-nerd, one technological idiot, one technological guru, one sales expert, one non-sales expert-- they worked together to build Microsoft.
Then, with their combined connections-- this is amazing, but one of our Thrive mentors his name is Paul Pressey. Well, Paul Pressey, right here, is a very good friend, right here, with Clifton Taulbert. Well, why does Paul Pressey know Clifton Taulbert?
Because Paul Pressey played basketball at the University of Tulsa, and Clifton volunteered to add value to the lives of those kids, many of which didn't have dads. Paul did not have a dad. He did not have certain skills. But Clifton invested in his life to build that relationship. Well, Paul goes on to play in the NBA.
SUBJECT: And he beat somebody.
-Yeah, well, I guess. In the NBA, he just happens to now coach with the Lakers, and he happens to know Byron Scott, he just happens to have played with David Robinson. All of a sudden you realize that Clifton Taulbert-- who is a guy who spoke at an event that I was at, who was a guy I did not know-- here's a guy where I, as a young man, reached out to Clifton to try to over-deliver and help him and add value to his companies.
Even though I didn't know him, and he wasn't going to pay me, I tried to reach out to him. And I tried to intern, try to add value, try to work with him. But by building a relationship with Clifton, that relationship transferred over to Paul, to David Robinson-- I can go on and on. But the point is that everybody who's watching this right now, if you're at your job-- you're emitting a signal right now.
You're like a radio station, and you're emitting this signal. And the signal either says, right here-- this is what it says-- it says this, go away. You're telling people either go away-- you're telling your opportunities go away, I don't want you, I'm not interested, I want to be poor, I want to stay poor, I hate my job-- or the law of attraction, you're saying, come to me. You're saying, bring me the deals. I'm open for business. I'm ready.
I'm ready to be promoted, I'm ready to be hired. I don't need to be inspired. I've already got my own mojo. But it's either one way or the other. And I can tell you this. When I was at Target, I used to sit there, like, all the time. I mean, that was my face.
And I don't know why I made that face. It's a stupid face. It's a stupid face. It's an apathetic face. It's a face that a lot of people make, though, we go. Why are we making that face? You gotta turn the frown upside down and notify our face that we are happy to be on the planet.
-That was before you were wearing the yoga pants. That improved your mood a lot.
-Well, I tell you, when I wear those yoga pants, my wife runs for the hills.
-And people I know right away.
-It's not effective.
-But I know they run away because they're intimidated by the awesomeness.
-That's right. That's what it is.
-I feel like the first thing that we do right now, though, having heard about this, networking proves your net worth, is just ask ourselves, who's in my master mind group, right? I mean, we should ask ourselves, who's in my network.
-You do that. Ask yourself, though, are you telling people to go away? Because if you have a small network, like I had, if you do-- I agree with you. If you ask yourself, who's in my network, and that answer is nobody, it's probably because you have the face of an idiot. You're probably going. That's what I was doing all the time.
-Or you might have idiots in your network.
-I remember, I used to do this move at lunch. Check this out. I used to do this move during meetings. Those are all stupid activities. Stop yawning, stop sleeping, stop acting like an idiot.
-Tell the world, I'm ready for business.
-Right. And this is a reason for having a job. I mean, this is huge. People don't think about it. You don't go to work always thinking, who can I meet? How is this going to improve my network? But that should be on our minds, you're saying.
-If this is not what you're going to do with your job-- I hate to say this. I even hate myself. I hate it like the emperor. I hate it like Darth Vader. I hate that I'm saying this to you.
SUBJECT: It's really strong.
-I'm saying to you, if you're not going to go to work to build a reputation, to build your network, to go out there and achieve your goals, don't go to work. Just stay at home. Get food stamps. Because you're working at a job you hate. You're certainly pissing off your boss.
SUBJECT: Might not even have money to retire.
-You're not having any money to retire. Just go live under a bridge.
-Principle number 3. Thank you so much for that emotional uplift.
-Yeah. Sorry to get too much in.
-Principle number 3-- building your reputation and your practical education. We hear the word "practical," but I want to go ahead and define it, because this is big. People don't always focus on practical education. We've got a definition magician here. "Practical"-- of or concerned with the actual doing or use of something rather than with theory and ideas. How often do people focus on just the theory and ideas in terms of education?
-I am going to say 90% of people, when they think of education, they're thinking of, like-- I remember studying the lower intestine back in college. I remember reading about--
-Papyrus! I'm thinking about in the periodic table, I begin to use words that are multiple-syllabic. I start to use the word "plethora." I begin to just talk about the syllabus. Remember the word "syllabus," how awesome the words "syllabus" is? "Students, today we're using a syllabus." And I begin to write papers. Now, don't act like you didn't do it, because you know you did-- you know you did!
There is a paper. You wrote a paper, and the teacher said it's got to be 10 pages. And you only had six pages of anything real-- maybe even 5 and 1/2. Probably 5 and 1/2. So what you did is you started filibustering. You started making up funk. You started talking in circles.
-You can increase the font. You can increase the spacing.
-You've done all those moves. One move I would do is I would say "and hence, yada yada yada yada, because"-- and when you say "because," you can now have circular conversations and come back to something you've already stated seven times. Unbelievable. That's the kind of BS you do in nonpractical education.
-Education is huge, though, if you want to continue growing, increasing your wealth-- your net worth. According to Rich Habits-- it's a study done by Thomas Corley; he's the author of the book Rich Habits, actually-- he did a study of wealthy people and their habits, and this is what he found. 88% of wealthy people read on a daily basis, as opposed to 2% of poor people who do this. That's not really a fun statistic. That's kind of convicting. 30 minutes a day-- the wealthiest people in the world are doing this. Why is this so important?
-Well, I'll tell you this-- the world's changing so fast. And if you're at a job, you need to spend at least 30 minutes a day studying how to get into the top 5% of that job. When I was doing sales at Faith Highway, I was terrible. I remember when I was doing customer service at Tax and Accounting. I started at the bottom.
Almost everybody, if you're being honest right now, if you think about your career, ask yourself-- are you at the top 5% of your field? Because if you're not, who are they going to promote? They're going to promote the guys at the top. They're not going to promote you just because you've been there a long time, unless you work for a union-- in which case, well, we don't have any episodes on that.
But the thing is that you don't want to have to hide behind a union to get promoted. You want to be promoted because you're doing the right thing. You want to get promoted because you're in that top 5%. And to get in the top 5% requires studying.
So I used to just study sales books-- every day. I mean, literally-- every day I would take a half hour and just read a sales book every day. Because you know what? I'm going oh, my gosh. When you read those trainings, you start to reflect and go my clothes, when I go for the clothes, is terrible. Or I sound high-pressure. That's awful. I'm really terrible at delivering benefits. My report skills are awful.
-So you're saying the reading, here, helps you in your job-- the reading, or however it is that you're improving your education. But you're also implying that we need to be learning at our jobs, and that adds to our education somehow, or should, at least?
-I'm going to walk you through this. When I worked at Tax and Accounting Software, we had this thing called a CRM-- other humans might call it a customer relationship management-- software. So what happened is every time a customer would call, if you called today-- and let's say that today was 5/1, and then let's say 5/2, and then we've got 5/3-- if you called today and you had an issue, I would write "spoke with Caleb T. had issue."
CALEB: I do not have issues.
SPEAKER: I would write all this stuff down, and the next day I would put "spoke with--" And I learned the shorthand. The idea is the newest information goes to the top. That's how it works. You add it to their file.
Well when I was growing the DJ business, I remember one of our sales guys. We were doing about 10 weddings a week-- not 50 or 100-- and the guy says, "I don't remember what I said to this lady." And I'm like, "I don't either. I can't ever remember what we say to these brides. You know what we got to do? We need to quit taking so much notes, because we're not even going to use them, anyway."
So we quit taking notes. We stopped taking as many notes. We said we're just going to quote the price, because if we quote the price, we're going to--
CALEB: How'd that work for you?
-Sales went down dramatically. Then I remember reflecting back. I'm like this is not working. And I'm reflecting back-- how did Tax and Accounting grow to $100 million company? How did they do it? How did Tim do it? Why can't we do it? And then I started realizing-- I don't have a customer relationship management system. I'm not taking notes!
In the absence of value, people only focus on price. I remember when Tim used to always say, "If you're casual, it causes casualties." And I started to remember all the things I learned at that job, and I started to realize-- I'm an idiot! What am I doing? And I had to go back and take the knowledge that I learned here-- I took this knowledge, and I added it over here, and I used it to earn more.
What? I took knowledge that I learned at my job-- I took that, and I added it to what I earn. I transferred that knowledge. Just like if you learn to ride the bike, you can ride the bike here, or if you move across the country or to a different state, you can bring a bike with you or buy a bike, and you can transfer. You can ride the bike there, too.
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