Cleaning Business Podcast | How to Generate Leads In the Competitive Cleaning Business + Celebrating 3 Clay Clark Client Case Studies of Success + Join Eric Trump At Clay Clark’s Sept. 25-26 Business Conference

Audio Transcription

Transcribed with Cockatoo

(Speaker 3)
My name is Kevin Thomas and the name of our company is MultiClean. We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas. We have probably grown probably five times. Before we got involved with Thrive Time, we didn’t really have any systems or processes in place. I’ve probably been to, oh, in six, seven years,

(Speaker 3)
I’ve probably been to 12 to 13 business conferences. And amazingly, each time I go, I learn something new and I’m so excited to bring it back and show the team about marketing and how to implement.

(Speaker 16)
You could be anywhere doing a lot of different things,

(Speaker 37)
but you chose to be here.

(Speaker 4)
Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, why would two men who have built 13 multimillion dollar businesses altruistically invest five hours per day to

(Speaker 4)
teach you the best practice business systems and moves that you can use. Because they believe in you and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body, Dr. Robert Zunich. Two men, eight kids, co-created by two different women, 13 multi-million dollar businesses. I’m not Colton Dixon’s on the hooks. I break down the books. Z’s bringing some wisdom and the good looks.

(Speaker 4)
As the father of five, that’s why I’m alive. So if you see my wife and kids, please tell them hi. It’s the CNC up on your radio.

(Speaker 13)
And now, 3, 2, 1, here we go. We started from the bottom, now we’re here.

(Speaker 2)
We started from the bottom, and we! Thrive Nation on today’s show, we’re talking about building a cleaning business. How to build a successful cleaning business. You might say, why are you recording hundreds of shows about how to grow a cleaning business? I will tell you why. It is because it is parallel to running many other kinds of companies. So if you learn how to run a pool cleaning business, you can also learn how to run an automotive repair shop. They’re almost the same.

(Speaker 2)
An automotive repair shop is like the same as a home building company. They’re very similar, they’re very analogous, it’s a system that works. And so now that you’ve decided, hey, I want to grow a successful home cleaning company,

(Speaker 2)
there are these initial events we have to do, initial events we have to do initial events. So let’s talk about it for a second. McKenna. What sport did you play? What was the sport you played in high school or an activity you did? The most recent sport I played was basketball, basketball, Levi, what was your sport? Baseball. Mariana was your sport? I was in cheer. Okay. And Robert was your sport? Golf. Golf. Okay, cool. Different sports. All right, different sports, but they had probably a warm-up you would do with every sport. It’s different per sport, but there’s certain warm-ups you

(Speaker 2)
do before the game. There’s like a certain routine you did, right? So for every single business, every single business, you got to kind of a warm-up. Again, for every sport, you want to like what, kind of stretch a little bit, kind of jog in place. What do you do? You know, you baseball, what kind of warmups are you doing?

(Speaker 11)
Well, there’s a lot. Uh, you got to do some hip mobility.

(Speaker 2)
You got to do mobility.

(Speaker 11)
Got to warm up the arm, warm up the arm, elbow, shoulders, elbows. You got to do some.

(Speaker 2)
You got to loosen up the back a little bit. legs, hamstrings. Brianna, what are you doing for cheer? What are you doing there for cheer? We kind of stretches. Yeah, we would get in a circle, we would do stretches, and then we would run a few laps to get started. Run a few laps. So you have the idea. Every sport has a warm-up, okay? Every single sport has a warm-up. Every business, we got kind of this warm-up stuff Now, most people have never seen a workflow, so when they hear the word workflow, they go, blah, blah, blah, blah, blah, blah, blah, blah. A workflow is just a visual representation of the linear path for starting and growing a successful company, okay?

(Speaker 2)
It’s a workflow. And if you have your orange-covered book, the orange-covered book here, How to Build a Successful Company, if anybody out there wants to download it for free, you go to thrivetimeshow.com

(Speaker 2)
forward slash free dash resources, thrivetimeshow.com forward slash free dash resources and page number five, you gotta make a workflow, workflow. Robert, you gotta make a workflow. What do you gotta make?

(Speaker 2)
A workflow. Right, you gotta make a workflow. Unless you hate yourself, you have to make a workflow. What do you gotta make? A workflow. Right, you gotta make a workflow. Unless you hate yourself, you have to make a workflow. Nobody makes a workflow. Levi, nobody makes a workflow. If I sit down with a thousand business owners,

(Speaker 2)
no one has a workflow. Everyone needs a workflow, no one has a workflow. Why?

(Speaker 11)
Well, everyone needs a workflow because you just gotta find your flow state.

(Speaker 2)
Why don’t people have a workflow? Rihanna, come on.

(Speaker 9)
They probably don’t even realize they need one or they don’t think it’s important.

(Speaker 2)
You can go to college for a thousand years in a row, business college, they’re not gonna talk about a workflow. I bet you could have a thousand conversations in a row and no one talks about a workflow. I mean, when was the last time someone in conversation Speaking of workflows. Never. What kind of stuff do people talk about? Happy Gilmore 2? What? Dua Lipa has a new song.

(Speaker 2)
Oh no, look at Epstein. Oh hey, look over there at Diddy. Trump, a little bit of Biden action. What do people talk about? What are they talking about? What are they going to eat?

(Speaker 2)
The weather? Weather, next vacation. Next vacation. When am I getting off? The weather, weather, next vacation, next vacation.

(Speaker 11)
When am I getting off?

(Speaker 2)
A car, modifying my car, I’m gonna modify my car, gonna add a bigger speaker system to my car, lower it, raise it, paint it, flip it around, slap it around, what else? Come on, what do people talk about?

(Speaker 9)
When you’re- So much pop culture.

(Speaker 2)
Pop culture? Yep. When you’re talking to each other, food, what else? Anything else? People talking, just talking, having a good time?

(Speaker 5)
Talking, having a good time. Talk about last weekend’s round of golf.

(Speaker 2)
Nobody talks about workflows, right? Nobody. So a workflow is how to create time and financial freedom in a scalable way. You have to have a workflow, okay? So we’re gonna go through the boxes, okay?

(Speaker 2)
So box one, box number one, Levi, what does box number one say establish revenue goals? You have to know your revenue goals Okay, so with kevin thomas who we’re going to feature on multiple shows this guy has 365 Employees now, by the way Guy started with less than five employees 365 employees. Okay So he needs to know his revenue goals, all right?

(Speaker 2)
So he needs to know, okay, what are his goals for his annual revenue? He also needs to know what are his revenue goals for the weekly basis. Why do you wanna know your weekly goals? Why would you wanna know that, McKenna?

(Speaker 2)
If you’re running a cleaning business, why would you wanna know what your weekly goals are?

(Speaker 11)
Well, your weekly goals are how you get to your yearly goals.

(Speaker 2)
And most people just don’t think like that. Most people are just like, I want to be rich. And there’s videos about that online. Like if you buy this crypto stock right now, you can make millions of dollars in an hour. You hear a crazy story? About two years ago, I had a longtime client I’ve worked with forever, worked with him

(Speaker 2)
for a long time client I’ve worked with forever, worked with him for a long time. On the call, he sounds kind of despondent, kind of stressed, kind of frustrated, kind of not mentally present. This is a guy I’d worked with for years. Like, what’s up, dude? He’s like, I don’t know, I’m going through a bad day.

(Speaker 2)
What happened? He’s like, well, I invested in one of those I didn’t miss crypto stocks and I just lost everything. So he had lost like all of his life savings before that call.

(Speaker 37)
Yeah.

(Speaker 2)
And so that’s called getting poor quick. All right. That’s, and if you want to get rich quick, you’ll get poor quick. It’s like a, if you say I want to get rich quick, you will get poor quick.

(Speaker 2)
It’s going to happen. But you can get rich over time by following a proven process. Does that make sense? Yeah. Another example, I’ve got a person in my life I know, I’ll be very vague,

(Speaker 2)
and they lost something like 40 pounds in like two months or something. I saw them and I’m like, are you good? And they’re like, no, I’m having all sorts of health problems, what stuff you can give me. And they have got all, it’s not funny,

(Speaker 2)
but I’m not laughing, but it’s wild. And this person’s having all sorts of health problems because they said, inject me with whatever the crap, I want to lose 40 pounds before my big event or whatever. So if you want to get rich quick, you’re going to probably get poor quick.

(Speaker 2)
If you wanna lose weight in 10 minutes, you’re probably gonna have health problems. We gotta think about this, okay? So let’s not, there’s no jackassery here. This is a step-by-step process. Box number two, you gotta know your break-even numbers.

(Speaker 2)
Now the break-even numbers, this is a big thing. Why do you have to know your break-even numbers? Levi, why do you have to know how much crap you have to sell just to break even? Why do you have to know that? How much crap do you have to sell just to break even?

(Speaker 11)
Well, that way, at the end of the year or month, you’re not down in money. So, it’s important to invest in your business, but you have to make a certain amount of sales to break even, that way you’re not under.

(Speaker 2)
Rihanna, I think a lot of people don’t consider, like so elephant in the room, that’s our haircut chain. Whether we cut anybody’s hair or not, we still have the lease to pay. We still have got air conditioning. We still have, can you think of all the expenses

(Speaker 2)
that we still have, even if we don’t cut anybody’s hair?

(Speaker 9)
Oh my gosh, yeah, so there’s the electricity, there’s gonna be the product that we order, it’s gonna be, if there’s no one cutting hair but they’re still scheduled, it’s gonna be paying all of the employees, it’s going to be what else?

(Speaker 2)
This is why my mind is blown, Robert, every time that an employee will ask me, can I take the day off, but can I still get paid? How does that work? Seriously, if we get paid to cut hair and we don’t cut hair, where’s this money come from?

(Speaker 7)
It’s a good question.

(Speaker 2)
It doesn’t. So there’s like, if you’re a college teacher, if you’re a government employee, there’s a unique thing where you can get paid if you don’t do anything. You know, the Bible talks about if you don’t work, you don’t eat. But it is possible to not work and eat well

(Speaker 2)
in the government. It is possible. And there are people that I know who do absolutely nothing and they get paid to do it, and that’s because they have a job like that. But if you have a business, a cleaning business, and you don’t clean somebody’s home or business, you’re not getting paid.

(Speaker 2)
So you gotta figure out how many clients do you need to break even. We on the same page here?

(Speaker 27)
Okay.

(Speaker 2)
Box number three, McKenna, coming in hot here. You gotta know how many hours per week you’re willing to work. Now this is a very unique and touchy subject for people because, and again I’m not beating anybody up, I’m just telling you, if you read the book of Genesis or the book of Exodus, both books talk about this idea of working six days and resting on the seventh. That’s a biblical concept,

(Speaker 2)
you might have heard of Sabbath, work six days, rest on the seventh, it’s both in Genesis and in Exodus. But most people today want to work how many hours a week? McKenna, what’s the number? The average person is about 40. Now, where in 1938, who came up with the 40-hour workweek?

(Speaker 7)
Robert? Ford, maybe. The 40-hour workweek.

(Speaker 2)
What do you think, Levi? 1938? It’d be Franklin Delano Roosevelt, President FDR, and his lesbian wife. Yes! In 1938, FDR and his lesbian wife, they came, I’m being real, they invented the 40-hour workweek. Now the 40-hour workweek, Rianna, if, let’s just say the founding fathers, or let’s say the early

(Speaker 2)
pilgrims that came to our country, if they were trying to grow enough food to feed their families in a four day work week or 40 hour work week, how would that go?

(Speaker 9)
Not well, everything would die. When you’re working with crops, they have to be taken care of every single day. So if you take a day or three or four off, then everything’s gonna die.

(Speaker 2)
Now, if you’re a farmer and you work to 40 hour work week, what would happen to your animals today

(Speaker 9)
in today’s culture there, Rihanna? Oh, every still everything is. It’s not going to be as good as it could be. You know, they might try to call someone in to cover it or put everything on these

(Speaker 1)
automated machines. But without any of that, it’s all going to die. And that’s one thing

(Speaker 2)
you have to understand if you’re out there today and you want to be self employed. I’m not saying you do, but if you do, you’re not going to be once you grow it to a large size like Kevin, he now enjoys great vacations. Kevin on part two of today’s show, you’ll see his story. He does great vacations. He and his wife spend a ton of time together. He’s now got it downwards a very manageable schedule.

(Speaker 2)
But at first, when you’re building the business, you’ve got to put a lot of energy into it. It’s like getting a satellite into space. There’s a lot of whenever you see a space a spacecraft take off, there’s a lot of fire on the runway. There’s a lot of fire. There’s a lot of smoke. There’s a lot of energy that goes into getting that satellite into orbit. Now, once it’s there, theoretically, it’s less energy to stay up there. Make sense? All right. So you got to

(Speaker 2)
figure out how many hours a week you’re going to work. Now when you’re coaching with a client Levi, why is it important for you as a coach to know how many hours per week that your client is willing to work? Well, as a coach, you want to, it’s important to know that because you want to know what their work ethic is like. What if you’re willing to work more than your client is? I don’t want to push the client out of their comfort zone to a place where they hate us. So I have to, that’s why you’re going to see with every client, we want to ask them,

(Speaker 2)
how many hours a week are you willing to work? You know, because if they’re not willing to work six days a week, I don’t want to sit there and assign stuff that’s six days a week. Does that make sense? Yeah, for sure. client. He works seven days a week. He’s a household name personality. Everybody knows

(Speaker 2)
who he is. That guy’s a seven day a week guy. I don’t know that I would want to work. I like to work more of a six. That’s my flow. Okay. But some people want to work three or four and Robert, it’s a different thing. And I’m sure you see it in the hair and the haircut business. I’m not looking for names, but I’m looking for examples. Do you know people who work in the hair business that are unwilling to work 40 hours?

(Speaker 7)
Certainly, yeah. And they also don’t get paid as much. They typically aren’t as positive. I mean, it’s a snowball effect. Typically the people that work harder are the ones you wanna keep

(Speaker 36)
and the ones that work 40 hours.

(Speaker 2)
Hey, there are people in the hair business that wanna work like 20 hours a week. All the time, yes I have, but they will come to me, which is interesting. They will come to me and say, Hey, I don’t ever want to work more than 40 hours. In fact, I want to work 25, but then they will go to Manna who handles all the paychecks and they’ll say, Manna, I need to get paid more.

(Speaker 2)
Then so it’s like, if you don’t work, you don’t eat, you know the idea, but it’s very important. Now box number four, okay? You have to define your unique value proposition. Now this just in, there’s a lot of companies that clean things, okay? Kevin wasn’t the only guy to clean in his market. So multi-clean, so McKenna,

(Speaker 2)
he’s not the only cleaning service in Oklahoma, okay? We know that, he’s not the only one. But we have to let him, we have to help him stand out in the clutter of commerce How do we get what you think about it? Rianna? I want you to think about it How can we help a guy like multi clean stand out in the clutter of commerce where there’s many other? janitorial services many other cleaning services imagine

(Speaker 2)
It’s like a sport and you’re trying out for the team and there’s only 45 players that get a bit Let’s say there’s only 52 players that get, let’s say there’s only 52 players that get to make the NFL football team, and there’s 150 guys that want to be on the team. How can we help that player stand out? Or in this case, how can we help your business stand out?

(Speaker 2)
If you’re watching today’s show and you have a cleaning service, how can we help your company stand out? Because if you have no leads, you will not succeed. How do we do it? I want to get your thoughts here, Rhianna first, then we’ll go to McKenna.

(Speaker 2)
How did we help, how can we help Kevin’s business stand out in the clutter of commerce?

(Speaker 9)
Yeah, he’s got to be the highest rated and he’s got to have a no-brainer. He’s got to provide the credibility of being highest rated. people first see when they look you up on Google, and you have to have a no-brainer, something that’s gonna entice people to choose you over everyone else.

(Speaker 2)
Okay, coming back to you. So for Kevin, as an example, he’d been cleaning forever before I met him. I mean, this guy had been cleaning for years and years and years before he met me, you know? And he was kind of stuck right there, you know?

(Speaker 2)
You think about Shaw Homes, 14 million a year and we helped him grow to 150 million a year just to give you context They’d been a business for 30 years and they were stuck at 14 million a year And then we helped shaw homes.com grow to 150 million a year from 14 to 150

(Speaker 35)
That’s the sound

(Speaker 2)
Cha-ching. Okay, so So how do we help a guy like kevin get unstuck? Well, kevin had thousands of former customers, but he had like seven Well, Kevin had thousands of former customers, but he had like seven objective reviews or whatever the number was. It wasn’t, you know, very few objective Google reviews. He also had no pages of original search engine content,

(Speaker 2)
like very few pages indexed. So there are four things that help you get to the top of Google. There are four, okay, four. One is your website has to be canonically compliant. It’s very important you know this, okay?

(Speaker 2)
Very important. Your website has to be Google compliant, or it’s called canonically compliant. Canonically compliant. Second, it has to be mobile compliant. Mobile compliant. Your website, your Google,

(Speaker 2)
your website has to be mobile compliant. McKenna, why does your website have to be mobile compliant? Mobile phone compliant?

(Speaker 12)
Because everyone’s using their phones.

(Speaker 2)
Yeah. for everything. It seems obvious, but if you’re the cleaning service, it’s like, oh, I didn’t know that, right? Third is you have to have the most objective reviews from real humans, okay? And fourth is you have to have the most original HTML content. HTML stands for hypertext markup language. I would argue that 99% of our population does not know

(Speaker 2)
how to get to the top of the Google search results, but they do use Google. I would argue that 99% of the people hearing this show use Google and YouTube, but you don’t know how it works. And so it’s so important that we help you optimize your website. Now, now to this day, when people go online to search

(Speaker 2)
for commercial cleaning in Oklahoma, they find Kevin’s business. Let me do another example. If we go to Google and we type in Joplin Gyms, this is a long time client of mine, Joplin Gyms, okay? So we pull up a tab there,

(Speaker 2)
Levi, if you search that real quick, Joplin Gyms. Everybody watching today show you do a search for Joplin Gyms. When you do a search for Joplin Gyms, J-O-P-L-I-N, Why is it that Charles Kola comes up top, Kola Fitness, in the search results, and why have we been able to help them grow exponentially? Why do they come up top in the search results?

(Speaker 11)
Well, they have, first of all, they have 12,000 Google reviews.

(Speaker 2)
12,000 objective Google reviews. They also, by the way, have, I would argue, about as many pages of content. And people want to say, I want to be top of Google, and they don’t want to learn this and master this. And I’m telling you right now the secret formula.

(Speaker 2)
OK, folks, this is the secret formula. If you want to be top in Google, this is how you do it. Step one, you have to have a website that’s the most canonically compliant. So every single month, for every client we work with, for every cleaning service that we work with, we run a report through moz.com and semrush.com.

(Speaker 2)
moz.com and semrush.com. And we check for updates. So it’s like you took your car into a mechanic and they do a diagnostic to tell you what’s wrong with the car. You know, hey, you need to top off these fluids,

(Speaker 2)
fix this, fix that. Every single month, we go to moz.com, smrush.com. We pay thousands and thousands of dollars to do diagnostic tests on every single website. So your website has to be canonically compliant, but this is not an event, it’s a process. Why is growing a garden, Robert, not an event?

(Speaker 2)
Why is growing a garden a process?

(Speaker 7)
Because it takes time and nurture to get it to grow. It doesn’t just grow overnight.

(Speaker 4)
It takes a lot of time.

(Speaker 2)
People want it to be an event though, don’t they?

(Speaker 34)
They do.

(Speaker 2)
Oh yes, but it’s not an event, it’s a process, okay? If you’re hearing this show, you’ve gotta understand that. So your website has to be Google canonically compliant. Step number two, it has to be mobile compliant. If it’s not mobile compliant, if it’s not findable and not optimized for mobile, you lose. Third, you have to have the most original HTML content,

(Speaker 2)
hypertext markup language content. For some reason, when people listen to this show, they’re gonna hear one of these things and think, oh, it’s basically, it’s all you have to do is write the most content. No, it’s all of these things and working in concert, okay?

(Speaker 2)
And then the fourth is whoever has the most objective Google reviews, okay? So when someone goes to Google and they type in Bill Belichick, number one fan. And this is by the way, Bill Belichick, before Bill Belichick had the most recent, you know, girlfriend thing, okay? But Bill Belichick’s number one fan, okay?

(Speaker 2)
I have optimized myself to come up top in the search results when you type in Bill Belichick’s number one fan. So if you go to Google and type in Bill Belichick’s number one fan, I am Bill Belichick’s number one fan. Why? Because I have chosen to optimize myself to be Bill Belichick’s number one fan.

(Speaker 2)
It is a thing you can do. All right? So that’s how you optimize a website. And then every single week, if you’re a client of ours, you have to do VISM. VISM. VISM. Every single week, V-I-S-M, V-I-S-M. If everybody out there gets this, that’s a good thing. If you don’t get it, I’m a bad teacher.

(Speaker 2)
There’s no bad students, just bad teachers. V-I-S-M. Video reviews, you have to gather video reviews. Charles Kola, every week gets video reviews from real customers? It’s very, very important because the people

(Speaker 11)
that go on his website and look him up, they don’t know who he is, they don’t, they are familiar with his gym, but they have testimonials, they have proven videos of progress.

(Speaker 2)
McKenna, if you were gonna spend your hard-earned money to hire a personal trainer, would you wanna see a couple video testimonials or photos or something,. Would you wanna see a couple of video testimonials or photos or something? What would you wanna see?

(Speaker 12)
Probably, like everyone, like a hairdresser should have a portfolio of the work that they have.

(Speaker 2)
Homebuilders should have a portfolio. There it is, gotta do it, okay? V-I-S-M, I, images. You gotta have images of your work. Like you said, a portfolio or a gallery, has to happen. S, search engine content, and M, more Google reviews. V-I-S-M, videos, images, search engine content,

(Speaker 2)
more Google reviews. V-I-S-M, videos, images, search engine content, more Google reviews. And every week, every week, Rhianna, we go over this every single week with every single, if we work with you in your cleaning business,

(Speaker 2)
you’re going to have explosive growth if you do these steps. But it’s every week and I just I don’t know how to teach the idea of it being every week other than just to keep saying every week until hopefully it sinks in because somebody wants to hear oh I can just do it for a month and then what no every week all right every week. So step number two you gotta have a tracking sheet. After you get your workflow in place, you have to get a tracking sheet.

(Speaker 2)
It kind of rhymes, but you have to measure what you treasure or you’ll slack where you don’t track. You have to measure what you treasure or you’re gonna kind of slack where you don’t track. That’s facts, right? Okay.

(Speaker 2)
Another example would be, you know, so if you, a lot of times we say, it’s like right now I’m working on this book called Expectations. And I’m always working on a book. And the problem about writing a book

(Speaker 2)
is it requires a lot of time. You know, so you block out time in your calendar to write the book. So you write the book, out time in your calendar to write the book. So you write the book, you put it in your calendar to write the book, you write the book, put it in your calendar, and you’re constantly,

(Speaker 2)
but it has to get scheduled. Because what gets scheduled gets done, but if you don’t schedule it, it won’t get done. And why, by default, Robert, would you not get something done if you don’t schedule it? Why would that be? You forget about it. And?

(Speaker 7)
You forget about it and maybe it wasn’t important. I don’t know.

(Speaker 2)
I mean, what is it?

(Speaker 7)
When you schedule it, it’s going to stay on the front of your mind.

(Speaker 2)
I mean, we’re here today. We said we’re going to meet at 3 o’clock today. Okay, so 3 o’clock today. So and God bless the person I was talking to before we hopped on here, but I got to go. I got to go.

(Speaker 2)
I’m not being a jerk, but we got to go. And I love this person’s a megaw off in five because I got to get this and I’m not gonna be a jerk, but I cannot have an infinite Conversation we have to move on and I like this client a lot, but I can’t stay on the phone for seven hours So you got to block out time because you have to say no to grow You know, I got 15 year old daughters. So tonight is driving

(Speaker 2)
Driving night, you know, it’s driving night. So basically this consists of me in the passenger seat going, oh no, oh no, we’re all gonna die. Slow down, you know, the whole thing. But it’s like, that’s how you learn is by driving, you know. So we’ve got kind of a route we go down, right?

(Speaker 2)
So we’re gonna go here on the creek and we’re gonna drive really slow and we’re gonna go over there towards the Brahms at 96th and Riverside, cause you have to exit. You know, you gotta exit, go to the Brahms, ice cream and dairy.

(Speaker 2)
But it’s a nice, it’s a Sunday, so it’s a slower pace. It’s not rush hour. Then we’re gonna go to the mall to get something for my wife. And we go into the belly of the beast, it’s a different game.

(Speaker 2)
And so we go there, you know, we gotta go to the post office to mail something because when you’re driving a car and you gotta put something in the mailbox, gotta put it down the window and put it in the, there’s all these things you gotta do.

(Speaker 2)
I’ve got twins, so they both have to, you know, show me your calendar, I’ll show you what you value, right? So what happens is, is we, Rihanna, have to help our clients block out time for what matters. And most people, I would argue, what percentage of people, Rihanna, do you think have a to-do list and a calendar by default?

(Speaker 9)
Oh my gosh, probably like 1%.

(Speaker 27)
Mm.

(Speaker 2)
I wanna say a story here, I’ll be vague. I don’t wanna get myself in trouble because sometimes people I know very well listen to this show and then they go, I heard you talking about whatever, is that me? And I’m like, I’m just keeping it vague, okay? But this is real.

(Speaker 2)
So I got a guy I know very well, and he’s always like, dude, we gotta get together. And I say, let’s do it. I don’t know if you know people like this, but I say, let’s do it, yeah. Why don’t we do Sunday at noon after church? And it’s like, yeah, let’s do it. And Levi, every single Sunday at noon, whenever that time comes,

(Speaker 2)
that appointed time we’ve agreed to, I’ll say, hey, I’m on my way. And he’ll go, oh, is that today? Every time. And this these are people like they’ve been like it could be the biggest thing ever or the smallest thing It’s like dude Tim Tebow is coming in town. I’ve always wanted to meet Tebow Could you introduce me to Tebow? Yeah, sure. I’ll make it happen for you. What time?

(Speaker 2)
One o’clock where my house what time one o’clock where my house what day tell him the day Every time is that today? Oh, was that yesterday? I missed it. What is it that makes people not have a calendar and a to-do list? Because you guys have gone through high school, McKenna, you did the college thing. How is it possible? I’ll go to you first, McKenna, then we’ll go back to Lee, but I’ll go to Rhianna here. Why is it that people who have graduated from college or high school don’t have a to-do

(Speaker 12)
list or a calendar? I feel like they feel like they can remember it, but they forget that life happens. Things come up every day.

(Speaker 2)
So much.

(Speaker 12)
And you really can’t.

(Speaker 2)
I printed off for you my to-do list today so you could see it. I honestly have no idea what’s on there. It is so much. It’s kind of stressful when I think about it, but I don’t think about it too much.

(Speaker 2)
I’m just putting it on a to-do list or a calendar? Um, well…

(Speaker 33)
Well, what I can tell you is, uh, speaking from personal experience, Yeah.

(Speaker 5)
Um, when I have a to-do list, when I have a calendar, um, I always have it in front of me. So it’s impossible to forget, or I may forget about it, but it’s always in front of me. So I can always look back at it But life happens. Yeah, maybe you have to mow the lawn one night You’re exhausted and tired and it can be the most important thing In the world to you or it can you know not be as important but having a to-do list having a calendar

(Speaker 5)
No matter what it is

(Speaker 2)
You won’t forget because it’s always there to look back on. And I just think about, you know, and again, my wife will probably hear this show. We’ll see what happens, but it’s August. Do you know what August is, Rianna, in my house, in my life? I do not. August is when I start Christmas shopping.

(Speaker 12)
Hmm.

(Speaker 2)
I do it every year. What I do is we go out my kids and I and we start getting gifts for my wife Okay, and it’s we do it every week So every week we’re getting like a gift or two and by the time christmas comes around i’m not kidding It’ll be like a six foot stack of presents. It’s massive and we start and it’s what we do We we start in august, you know, and we just start and we do every week. it’s something we do every week. And we’re like, okay, let’s go get something for mom. We’re thinking all week, what can we get mom? Little things, iconic things, memorable things, old photo things.

(Speaker 2)
We start thinking about the Christmas video we make every year. This is a lot of plan that goes into it. But if I do not book it in my schedule to take my kids at a certain time, you know what’s gonna happen every single day? Levi? Because I’m a business guy, you know what happens? Come on, come on. A business

(Speaker 2)
guy, I’ve got a family time booked. Every day it’s going to happen. What’s it going to be? Every, well, I mean, you have it booked, you have it scheduled. So I mean, if I don’t have, if I don’t have my calendar, what’s going to happen? Oh, you’re gonna forget about it. You have so much going on in your life day to day, you’re definitely gonna forget about it. Yeah, so what happens is I get people that request tickets for the conferences. I’m just showing these are like ticket requests, people texting in.

(Speaker 2)
They’re going, hey, I want to get a ticket. You know, hey, I need a ticket. Can I get a ticket? And it’s just constant, like, can to get a ticket. I’m from Wichita, can I get a ticket? And it never stops. And there’s always somebody, there’s always one more deal. I could always sell one more haircut. You know, like one more, you know,

(Speaker 2)
I’m involved in home remodeling. I could always just sell one more remodeling deal. You know, I’m in pool cleaning. I could always sell one more pool maintenance deal. I love songwriting, I love it, I love songwriting, and I can just always write one more,

(Speaker 2)
just one more, just. I like writing, reading, I like, I don’t know, I like learning, I like earning, and I also like burning. I like burning things, you know? And it’s like, if not careful, I can get lost in my flow state and go, son of a,

(Speaker 2)
I forgot my most important thing, which is taking my kids on this trip, right? So I’m just telling you, if you’re watching today’s show, you have to have a to-do, what are you gonna? List. Yes, and a calendar.

(Speaker 2)
Yes, you have to. And you gotta have one to-do list for your one life and one calendar. Don’t be putting your personal stuff on a different calendar. Then all of a sudden, you double booked yourself. Now you’re missing out on a big thing in your life or a big business thing.

(Speaker 2)
Say no to jackassery, OK? So step number three. This is the warm ups for every business, the warm ups.

(Speaker 32)
Hello.

(Speaker 2)
This is the warm ups. I don’t care what sport it is. We’re warming up. You got to organize your passwords. Why is it Rihanna that no clients ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, ever, why do no clients ever have their passwords ever? Because they’ll think that they can just

(Speaker 9)
remember it or if they do forget, oh, they can just reset it 100 times.

(Speaker 2)
What do you think McKenna? Why is it that… I mean, again, I’m just being real. I mean, it’s just… I’m not attacking people. I’m just being real. I mean, to build an organization, you have to be organized. And when 100 people reach out, 100 of them, we got to organize the passwords.

(Speaker 2)
And people don’t know their passwords for their Google Map or their Instagram or their Facebook or their X account or their Rumble or their YouTube or their, why? They just don’t care. What do you think, Robert?

(Speaker 7)
A little bit laziness. Maybe they just think they can remember it. Obviously that’s not gonna be the case though.

(Speaker 2)
I’m just telling you, we help everybody do it. I mean, it just, I don’t know why. I don’t, just a hundred percent of the time we gotta help people with this. Next, we gotta optimize your Google Map. Now your Google Map is, it has to be connected to your website.

(Speaker 2)
Your website has to be connected to your Google Map. Your Google Map has to be connected to your website. So somebody out there needs to grasp this idea. Thou shalt not optimize a website without optimizing thou Google Map. Henceforth thou.

(Speaker 2)
Okay, so if we do a search right now, let’s do a search for, let’s do a search for Vasellia, Vasellia Restaurants. Vasellia, good luck with that spell on that. Restaurants, Vasellia, V-I-S-L-L-I-A, restaurant. Robert, what client, what company comes up fourth in the search results?

(Speaker 7)
It doesn’t show.

(Speaker 2)
Which one is fourth right here?

(Speaker 3)
Oh, fourth?

(Speaker 31)
Yes.

(Speaker 7)
Restaurant Versailles, California.

(Speaker 2)
This is Crawdaddy’s right here.

(Speaker 7)
Oh, Crawdaddy’s, yeah.

(Speaker 2)
This is a client of ours. We just helped him get into the top four, okay? Why is it causing an increase of first-time customers, McKenna, that he’s coming up in the top five in Google now.

(Speaker 12)
Because when people search up, like on the map where they wanna go, they’re not really gonna scroll for hours and hours.

(Speaker 2)
Rihanna, if you and your man friend slash fiance slash soon to be husband, if you were looking for a place to eat and let’s say you’re in Dallas, have you been to Dallas before, Rihanna? I don’t think so.

(Speaker 2)
You’ve never been to Dallas? Nope. Really? Okay. Nope. So you’re in Dallas, you’re in Dallas, Texas, and you were there for whatever reason, and you guys were going to go out to eat. What would you look up to find the restaurant to go to?

(Speaker 9)
Um, Best Restaurants, Dallas, Texas.

(Speaker 2)
You would do that?

(Speaker 21)
Yeah.

(Speaker 30)
Really?

(Speaker 29)
Yep.

(Speaker 2)
Rob, what would you type in, McKenna? Best restaurants near me. What would you type in there, Levi?

(Speaker 5)
I’d just go to Google Maps and type up restaurants near me.

(Speaker 2)
The interesting thing is that all of you had a different strategy.

(Speaker 6)
Yeah.

(Speaker 2)
So, we want to optimize for all of the keywords that people could search for, which involves writing a lot of content, okay? So for every client we ever work with ever, we’ve got to optimize your map as well as optimize your website. And most people have never done that.

(Speaker 2)
So with Keith, with his company, Crawdaddies, they have the best, everybody I talk to says it’s the best food in Visalia. And I’ll tell you, I’ve been there before. It’s in California, It’s so good. It’s incredible. He’s got a bar on the, so you walk in, the first floor is a bar with live music.

(Speaker 2)
The second floor is fine dining. And the third is like ultra, ultra fine dining. It’s an awesome deal. But when I first met him, I’m like, dude, how is it that you have like a 4.2 rating when you’re like a 4.9 restaurant. And that’s because by default, people that are happy with their haircut,

(Speaker 2)
their carpet cleaning, their restaurant, their salad, why don’t most people go to Applebee’s and have a good salad and go, you know what I should do? I know what I should do, I should leave a review. Why don’t most people go, wow, my salad, I was at the airport the other night in Los Angeles

(Speaker 2)
and I got a breakfast burrito and it was good. Just calling myself out, it was good. It was a good burrito. It was a good breakfast burrito. I got it, I got it. By the way, it was at the airport

(Speaker 2)
so it’s like 20 bucks, crazy, 20 bucks. But I get my breakfast burrito, 20 bucks. Why didn’t I leave them a review? Like, what is it that made me not… What’s wrong with me? McKenna, help me. Help me. Why did I leave them a review?

(Speaker 12)
Why did you or did you not?

(Speaker 2)
Why didn’t I? Why did I not leave them a review? Do I hate myself? Do I hate them? Am I a negative person? What’s wrong with me?

(Speaker 12)
I feel like the whole experience, like, contributes to someone leaving a review from like the service to the price range to the quality, et cetera.

(Speaker 2)
Keep going, Rihanna. What is it? Why didn’t I leave them a review? Because what you said is true and…

(Speaker 28)
Why didn’t you leave them a review?

(Speaker 9)
You probably didn’t think about it or didn’t think it was worth leaving one.

(Speaker 2)
I didn’t think about it. Because you know, the airport, they’re going, hey, flight leaving for Tulsa, Oklahoma, flight to Tulsa leaving in 30 minutes. There’s that going on in the background, right? Then there’s my wife saying, you know, could you wash my bag? Right? And I got a client calling on the phone. I got a lot going on, you know what I mean? And the thing I’m not thinking about is leaving a review. Let’s switch to another example. What is it, Margaritaville at the casino, the big volcano, the fake volcano that goes off every half hour, Tulsa.

(Speaker 2)
I’ve been there probably three times. I usually, when my wife’s out of town, I’ll take my mother and my mother-in-law there, and it’s a good flow. Why don’t I leave, why don’t I leave them a review after I go there and eat something?

(Speaker 2)
I have great food, it’s always good food. Why don’t I leave a review? Because there’s just a lot going on. Um, volcano. Yeah. A lot of lots of random. Looking for my, why would I leave a review? You just didn’t think about it. There’s too much going on. They’re not in sponge cake. Why don’t I leave a review? Robert? Why? What’s wrong with me? Um, it’s not important to you or you don’t realize how a review, Robert? Why? What’s wrong with me? It’s not important to you

(Speaker 7)
or you don’t realize how important it is to the business.

(Speaker 2)
So the lady, the lady, the server, last time I went there, she says to me, have you left us a review? And I said, no, I have not. And she says, well, could you do one now? It’d really mean the world to us.

(Speaker 2)
And I do it? Why, Robert? Because she asked you to. Right, you have not, because you asked not, right? So every client we work with, you got to get in the habit of doing this. And it’s all about habitual success. I’m not talking about an overnight success story. I’m talking about success that’s going to last

(Speaker 2)
for a long time. I’m talking about long lasting success. I’m not talking about, you found a business coach on tender next thing. You know, you hook up boom business. It’s not gonna happen It’s weird. Don’t be looking on tender for business coaches. Okay moving on so box number five Okay, step number five. You got to optimize all these platforms You got to optimize YouTube and Instagram and Facebook and Twitter and it’s gonna be clunky

(Speaker 2)
It’s gonna be clunky. Why is there gonna be some friction there? Why is it gonna be?

(Speaker 28)
Difficult or frustrating or I’ll reena wise like I can’t log on or I don’t know what to do or I’ve never

(Speaker 15)
Because they’ve never done it before and they don’t realize just how important it is to make their business profitable

(Speaker 2)
Yeah, this is again. this is the stuff we get. Now, folks, we are on step number five of the initial events. Now, just so we’re clear, this is a 54-page document. This is, I mean, if you’ve ever built a house or you’ve built a car, I don’t know anybody out there who’s built a car. If you’re watching today’s show and you built a car,

(Speaker 2)
please let me know. If you built a house or a car or a good meal, this is like the recipe. And I think people want to skip ahead to the next thing and not really bore down. We struggle with boredom, so we don’t want to bore down. You know, it’s like people today, even if their favorite song is on, they’re like, ♪ Put my hands up, play my song, need you to… ♪ Can we skip to the next song? You know, and then they’re like, oh, this is the new Beaver thing, the new,

(Speaker 2)
oh, this is the one, the new Frick, it’s about a car, Yukon, yes, Yukon, I like this one, That’s it, here it is, oh snap. And then 30 seconds into it, new song. There’s the new, did you hear the new, do you see people like this?

(Speaker 2)
It’s like they’re skipping. You know what people do, right? Oh yeah. It’s like a scrolling world, no one’s paying attention, people are perpetually distracted. We have got to get people to slow it down and to focus on these core tasks that

(Speaker 2)
will move the business forward, these core tasks. Okay. Step number five, and we’re going to take a break at step number five. We’ve got to make a Google canonically compliant website. Like you have, your website has to be adherent to the Google search engine terms. And most people I know Will come to a conference This is what happens every time they come to the conference. They go. I really like what you’re teaching right here

(Speaker 2)
but is there any way I could just pay you to do it for me because this is like 107 steps and I i’m a very busy cleaner I’m a very business very. I’m a very busy business cleaner, commercial cleaner, residential cleaner. And at a certain point, you’re like, I’m just gonna pay you to do it.

(Speaker 2)
So let’s talk about the gym for a second. When you go to a gym, think about the gym you go to, the gyms you go to, the gyms you’ve been to. If you were gonna get all the crap that your gym had to make a home gym, what, like 2000 square feet at least? And you’d have to have, what are the essential, what’s the essential equipment you need to have to really have a good home gym?

(Speaker 2)
Think about it for a second. You gotta have what, the bench press rack?

(Speaker 27)
Yep.

(Speaker 12)
Probably a treadmill.

(Speaker 2)
Treadmill.

(Speaker 9)
The weights.

(Speaker 2)
The weights. Squat rack.

(Speaker 11)
Squat rack.

(Speaker 2)
And then you can do a lot of stuff on the Smith machine. Smith machine. Incline bench probably maybe a treadmill. You need a lot of dumbbells leg press Leg press. Yeah mirrors mirrors dumbbells. You said dumbbells. I Mean dumbbells you can do a lot of stuff with dumbbells, right? He’s a but I mean, there’s a lot of stuff you need and by the after you buy it all you’re like crap It’s only 35 a month to go to wherever fitness.com

(Speaker 2)
I might as well just go to koala fitness.com and just pay 35 bucks a month to go to whereverfitness.com. I might as well just go to colawfitness.com and just pay 35 bucks a month as opposed to accumulating all this gear. That’s kind of how it is. So if you’re watching today’s show and you say, wait a minute, I don’t want to do all that.

(Speaker 2)
That’s what Kevin said. Kevin said, look, if I could’s what $1,700 is like. He’s like, if I could pay you guys less money than it costs me to hire a minimum wage person, I think I’ll just do that. And that’s kind of where that value proposition where it becomes a no-brainer to work with us,

(Speaker 2)
if that makes any sense. So when we come back, we’re gonna get more analogous if you want to build a home building business, if you want to build a cleaning business, you want to build any kind of business at all, if you want to build a medical clinic, these are the steps. This is some of the basic warm ups that you have to do regardless of what industry you’re in. So on part two of today’s show, we’re

(Speaker 2)
going to share with you the Kevin Thomas testimonial. And then we’ll come back and we’ll teach you more about how to grow a successful home cleaning or just cleaning business.

(Speaker 1)
My name is Elizabeth Walker. I own a business, Nook and Cranny Homekeeping LLC. I was looking to learn pretty much anything there is to learn about business. I’m a new business owner, less than a year, so I really needed to know everything about everything.

(Speaker 1)
I have learned how to implement systems from hiring to the actual day-to-day systems in the company. I like that the workshop gave tangible systems but it was very entertaining and interactive. Clay’s presentation style was energetic, it was exciting, and it gave me hope that there’s actually a lot of success still to be done in my business.

(Speaker 1)
The atmosphere was energizing, invigorating, nothing boring about it. It was absolutely exciting. Maybe that’s the biggest thing I’ve learned is that this can be simple,

(Speaker 26)
and I think that’s what they’re missing out on.

(Speaker 1)
My name is Elizabeth Walker. I’m the owner of Nook & Cranny Homekeeping. I first heard about Clay on the radio on 1170 KFAQ. I was just switching through the radio stations, and I heard them talking, and they were kind of funny, so I hung around a little bit. Clay’s team has impacted my amount of internet leads through Google.

(Speaker 1)
And we just have people calling us almost every single day saying they found us on Google. So it’s definitely broadened our horizons and our clientele. But we also have people that find us in other avenues. And I always direct them to our Google reviews. The typical interaction during our weekly meetings is fun, it is

(Speaker 1)
accountability, it’s an hour of hard discussions and a lot of learning. We try to laugh. I always share concerns I had during the week. The team always asks me what I need help with and then they help put me back on track where I need to be. Every business owner needs Clay Clark and his team because they put a path out in front of you,

(Speaker 1)
a proven system of success, and then they coach you along the way. They don’t do it for you, they don’t hold your hand, they just stand right beside you, they cheer you on, they share with you what you need to hear, whether it’s good or it’s bad, or it’s what you want to hear, or it’s what you don’t want to hear.

(Speaker 1)
Every business owner needs that accountability next to them, that proven person next to them that can keep them going. Most people think that they don’t need a business or marketing consultant because human nature tends to say we can do it all. And sometimes we believe that. Or maybe people are prideful and they don’t want to ask for help.

(Speaker 1)
Or I’m not really sure. I believe that one of the smartest things I’ve ever done in my whole life, definitely in my business, is hiring Clay Clark and his team. Somebody is missing out on years and years and years of experience if they don’t hire them.

(Speaker 1)
You can either make mistakes in your business because you don’t have the experience, so you just go out there and you make mistakes. Or you can have somebody next to you that has been there, they’ve done that, and they can give you a heads up, you’re going in the wrong direction.

(Speaker 1)
Or they can give you just that wise advice that says, maybe you should go in this direction. That’s what they’re missing out on. They’re missing out on years of experience that they have not

(Speaker 3)
gleaned themselves. My name is Kevin Thomas and the name of our company is MultiClean. We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas. We have probably grown probably five times. We’ve added, I think when we first started with you, we had 60-65 employees, and now we have a little over 300 employees.

(Speaker 3)
Before we got involved with Thrive Time, we didn’t really have any systems or processes in place. I’ve probably been to, in six, seven years, I’ve probably been to 12 to 13 business conferences. Amazingly, each time I go, I learn something new and I’m so excited to bring it back and show the team about marketing and how to implement how to help you guys

(Speaker 3)
implement the SEO. And the coaching is just great because there’s accountability. And it’s just a fantastic way to grow your company. Having a relationship with Thrive Time is it’s just been amazing for multi-claim. Oh my goodness, it frees me up because then I don’t have to take a class on search engine optimization

(Speaker 3)
or learn marketing or shoot video. That’s not what we do. What we do is commercial janitorial service. And you guys were the experts on marketing and you teach me and hold my hand and show me how to do it right.

(Speaker 3)
And therefore, now my company is much, much larger.

(Speaker 2)
Folks on today’s show, we’re joined by a real client. He may look like a male model. He may look like a hologram, but he’s a real person. He’s a longtime client. He’s a man that we consider to be a friend of the Thrive Time show and a friend of mine. Ladies and gentlemen, please welcome to the show, Kevin.

(Speaker 2)
Welcome onto the Thrive Time show. How are you, sir?

(Speaker 3)
Clay, I’m doing great. Had a great Christmas holiday, and I’m glad to be here.

(Speaker 2)
OK, so first question, can you tell us

(Speaker 3)
what is your name, sir? My name is Kevin Thomas, and the name of our company is MultiClean. We are a commercial janitorial service, and we serve the entire state of Oklahoma and Kansas, and soon to be Arkansas.

(Speaker 2)
And how long have we worked with you approximately at this point, sir?

(Speaker 3)
It’s been about six, seven years.

(Speaker 2)
And so many people reach out to me. I mean, literally every day. I just talked to a woman this morning. We get 10 to 20 people a day that reach out wanting to see if we can help them grow their companies. And we only work with 160 clients.

(Speaker 2)
And I do that because I want to only work with people that are super coachable. And so this woman on the call today was asking me, she said, well, what’s the most important thing that you do, that you have to do to grow your company? And I was telling her, I said, that’s kind of like asking a skilled chef, what’s the most important ingredient

(Speaker 2)
to make great cookies? Is it flour? Is it eggs? Is it butter? It’s like asking a home builder, what’s the most important component to building a house?

(Speaker 2)
Is it the footings? Is it the frame? Is it the concrete? That’s like asking, it’s a great, maybe it’s a great question, but really it’s all of it. And so I really wanted to talk to you today about all of it, implementing all of it, growing multi-clean, how we’ve been able to do it.

(Speaker 2)
So first off, could you share what it’s like to have a coach that works with you every week, who’s committed to helping you improve your business by one or 2% every

(Speaker 25)
week?

(Speaker 3)
Well, Andrew is my coach. And the great thing about having him as the coach is he keeps me accountable. Because sometimes when you’re the owner, there’s no one to be accountable to. He keeps me on track, he keeps me tracking sales, tracking wins. If we have a loss, he helps me figure out what happened.

(Speaker 3)
He just keeps me being consistent with our processes, with our systems, which before we got involved with Thrive Time, we didn’t really have any systems or processes in place.

(Speaker 2)
And in terms of growth over these past six or seven years, I’m not looking for you to share the actual sales totals because you’re a larger company at this point. But could you share how much growth have you had over the past six or seven years?

(Speaker 3)
We have probably grown probably five times. We’ve added, I think when we first started with you, we had 60 to 65 employees. And now we have a little over 300 employees.

(Speaker 2)
So just to be clear, I’m making sure I’m taking notes here. You’ve grown five times. And you’ve grown from how many employees to how many employees?

(Speaker 3)
About 60, 65 to well over 300 in that time frame.

(Speaker 2)
Let’s unpack all the specific aspects of business growth. I’m going to pull up a document so our listeners can see. What’s your website we can go to right now to look at while I’m pulling up this source document? What’s your web address, sir?

(Speaker 3)
The website is multiclean, just like it sounds, multicleanok.com.

(Speaker 2)
Multicleanok.com. OK, I’m going to pull this up. And as I pulled up this source document, many people say, Clay, why do you pull up these documents? Well, contrary to popular belief, most successful people that I know use workflows, they use documents, they use checklists.

(Speaker 2)
We don’t typically memorize things. And a lot of times people say, what? I say, yeah, as a business owner, I’m not going to try to impress you with my memory, but I am going to teach you proven systems. And so when somebody goes to implement these business

(Speaker 2)
systems as a coach, we’re going to guide you through all of these processes. But there’s a lot there to it. There’s a lot of steps. It’s step one, it’s step two, it’s step three, it’s step 807.

(Speaker 2)
It’s a lot of steps here. And so as we’re going through this, I don’t want anyone to feel overwhelmed, but I just want people to understand it’s implementing all of these systems simultaneously that produces the success. So first off, establishing your goals. I’m not trying to have you hop on today’s show

(Speaker 2)
and share what your goals are necessarily, but let’s start with step one. Why is it important for everybody out there to figure out clearly what your goals are?

(Speaker 24)
Well, Clay, it’s important to have goals. Otherwise, you wouldn’t really know,

(Speaker 3)
you wouldn’t know where you’re going. You wouldn’t know if you reached a certain level of success, unless you have a goal that you’re going for. And plus those goals for me, anyway, they keep me motivated to grow my company, to grow my employees, to better my employees, and also to make my family stronger and better as well.

(Speaker 2)
So we have those goals. That’s step one. We’ve got to have those goals, goals for our faith, our family, our finances, our fitness, our friendship, our fun. And some of us are better in certain areas.

(Speaker 2)
Some of us need help in other areas. But we’ve got to have our goals. Second, we’ve got to determine our break-even point. And I think that’s something that a lot of business owners don’t know. So I’m just going to be very clear with our listeners and kind of bare my soul.

(Speaker 2)
But when we work with a client like you, we charge you $1,700 a month, it’s very clear my profit margin. Most business owners, though, when we start working with them, they don’t know their break even point. Could you share why it’s important for you as an owner of a company now with 300 employees to know your break even point?

(Speaker 3)
Well, it’s really important because you don’t know if you’re making money. And you need to know what your margins are going to be. You need to know what your cost is. So that way you can take your profit and then turn that around and pay your overhead, pay your employees. And most of all, most importantly is to pay yourself.

(Speaker 3)
And because if you’re not paying yourself and if you’re not making an income, then the business is pretty much dead.

(Speaker 2)
And again, I’m taking notes here. If it sounds like I’m a type of a novel, I’m not. I’m just taking notes so everyone can really dial into this. Now, box three, you have to know how many hours a week you’re willing to work.

(Speaker 2)
Now, one thing about you bragging on you is you’re willing to do whatever you need to do, but you’re also super committed to your family. So again, I repeat, you’re very willing to do whatever you need to do, but you’re also committed to your family. So we’re recording this testimonial today on a Saturday. And virtually every entrepreneur I’ve ever met in my life, I’ll say virtually every entrepreneur I’ve ever interviewed in my life on this show, we’ve interviewed billionaires, multimillionaires,

(Speaker 2)
all of them are no stranger to working on Saturdays. Can you talk about that about just being realistic with yourself and your family, about how many hours per week you’re actually willing to work?

(Speaker 3)
Well, as the owner, you have to be willing to work, whatever it takes, whether it’s eight hours, or 15 hours a day. Since we’ve been in business for 31 years, we have a fantastic team right now. And so my hours have cut down. So I’m actually able to spend more time with my family because I have such a fantastic team

(Speaker 3)
and we have fantastic processes. But as a new owner, you just have to do whatever, whatever you have to do to get it done. And eventually it will get easier. Not much easier, but it will get easier.

(Speaker 2)
Now we move on to this next box. You have to know your unique value proposition. Now, as a coaching platform, what we try to do is work with wonderful clients like you to help you stand out in the clutter of commerce. And one of the things that I found out about your business

(Speaker 2)
very quickly is you had a long history of running your business. I mean, you weren’t a startup. You had had a long history of success. And so I was telling Andrew, hey, we need to document all of Kevin’s testimonials. We need to gather them in one place.

(Speaker 2)
We need to start getting Google reviews, objective Google reviews from real clients. We need to do that because, and I’m not, this is not a backhanded compliment, you had a very good business, but you guys had not documented your client successes over the years. You didn’t have video proof that you guys did a good job. You

(Speaker 2)
didn’t have documented testimonials. You did not have objective Google reviews that matched the quality you provided. Can you talk about the importance of documenting your actual client testimonials and gathering those objective reviews?

(Speaker 3)
Absolutely. That’s really huge in our growth. The fact that we are the highest and most reviewed commercial cleaning service in the entire state of Oklahoma is a very important thing. And it just shows proof of who we are

(Speaker 3)
when we get Google reviews. Also, when we do video testimonials, it’s real people giving real testimonials. It’s not super, super professional. It’s just a real person giving a real review about how they feel about MultiClean.

(Speaker 3)
And it’s just been a huge help to our business when people that get online, they look for a commercial cleaning service, and usually they go to the maps page, we’re right there all the time and usually we get picked to give someone a quote.

(Speaker 3)
That’s been really instrumental in the growth of MultiClean.

(Speaker 2)
Again, this is not an event, this is an ongoing process and every week we’re gathering objective Google reviews, objective video reviews. Again, that’s one of the ways you stand out in the clutter of commerce. The next is the branding.

(Speaker 2)
A lot of times we meet a business owner, Kevin, and their website is in disrepair. Their website needs help. I think about clients that we’ve had tremendous success with, brands like Shaw Homes. When we started working with Shaw Homes, by the way, Shaw Homes was just sold, but we started working with Shaw Homes. By the way, Shaw Homes was just sold. But we started working with Shaw Homes. They were around $14 million a year of sales.

(Speaker 2)
And we helped them to grow over $150 million in sales. So just to be clear, we helped Shaw Homes grow from $14 million in sales to over $150 million in sales. We work with wonderful brands like Oxifresh, where Oxifresh today now has over 550 locations. And branding really is just the perception that people have

(Speaker 2)
when they see your company for the first time. Branding is your website, your print pieces, your logos, your business cards, your one sheets. Branding is the perception people have when they see your business for the first time. And I would encourage everybody out there

(Speaker 2)
to self-assess yourself on a scale of 1 to 10. 10 being the highest one being the worst, how highly would you rank your branding? Kevin, can you talk about the impact that’s made having professional branding working for you?

(Speaker 3)
Absolutely. Branding is is pretty key in the commercial janitorial service because there are a lot of startups that will that are very cheap, and don’t really offer much service when we show up. Everything that we do is professional. Our card looks good, our proposal looks good. We have a team here that continually communicates with a customer or potential customer.

(Speaker 3)
And so having that brand that this is a professional company, we have a lot of respect out there amongst our competitors and amongst our clients as well, because we have that, the quality name goes with MultiClean and that’s very important in this industry.

(Speaker 2)
Now, again, there’s somebody out there who needs to hear this. We’ve been working together for years and every week, you’re growing by, every week we’re improving the company, in my opinion, by one or two percent so at the end of the year you

(Speaker 2)
say what did we do well we made the company 50% better every week we’re improving the company by one or two percent well what are we talking about at the end of the year you’ve grown the company at the end of the five years you’ve grown the company at the end of the six years you look back and go, wow, we’re five times larger. What do you say to somebody out there that’s looking to get rich quick? Somebody who’s looking for the one thing that will turn their business around and make them rich tomorrow, what would you say?

(Speaker 3)
I would say, give it up on that idea because there’s no such thing as, it’s more like get rich slowly. That’s the only way to be successful is take your time, do it right, be patient, be a man or a woman of integrity and make good decisions for your company and

(Speaker 2)
just do it right. Now step four, I’m just going to, I’m going through this methodically folks, step number four, you again, you define your unique value proposition. Got it. Okay. Step five, you improve your branding. Step six, you have to come up with a three-legged marketing stool. And with your business, we have clearly defined a three-legged marketing stool. What does that mean? A stool with three legs is stable. A stool with one leg is going to fall over. It’s probably not even a stool. At that point, it’s sort of a monopod. But you have to have a three-legged marketing stool. So for your company, we have three things that we do, and there’s some other things we do, too. But one is we really, really focus on search engine optimization by gathering the

(Speaker 2)
most objective reviews, writing original content, gathering video testimonials. Second, Dream 100. That’s where you reach out to your ideal and likely buyers. And third, you know, you’re wowing your customers to the point that you’re generating word of mouth. The word of mouth is becoming, it’s, you’re intentional about wowing your customers. Thus it creates word of mouth. Could you talk about the importance of having a three legged marketing stool for anybody out there that has a one legged marketing stool or no intentional

(Speaker 3)
approach to marketing at all? Well, Clay, the nice thing about the three-legged marketing is that we learned that from you at Thrivetime. We didn’t really know what we were doing. When we joined up with Thrivetime, we started doing the SEO, we got our website in order, got it all cleaned up so that when people search for commercial janitorial services, they find us. Also, when they do find us, we’re topping Google reviews.

(Speaker 3)
And then also, with the Dream 100, we have a database in our Excel and HubSpot that we’re continually going to and making cold calls. And the important thing about all that is that you can’t, you can’t just rely on one, maybe one day one’s doing well, the next day, next month, another one is doing well. So it’s circular at one point, one of them is always going to be doing well to help your company grow.

(Speaker 2)
Now, once leads come in, you have to actually sell something and this just in if we don’t sell our business will go to hell. You know that most of of our listeners know that, too. But I think there’s a lot of entrepreneurs out there that have a bias. They think, you know, if I have a great idea,

(Speaker 2)
it’ll sell itself. If I build it, they will come. And they think that because they’ve watched Field of Dreams. They think that because they’ve watched Get Rich Quick videos about ClickFunnels and various other online, I call it scam-ochery, but it’s where someone’s trying to get rich quick. And I would just tell you that if you build it,

(Speaker 2)
they won’t come. And a product is so good, it still won’t sell itself. You have to get out there and work it. And so to do that, you have sales scripts, you have recorded calls for quality control, you have one sheets, you have pre-written emails,

(Speaker 2)
you have lead trackers, you have all of those things in place. Could you talk about the importance of having intentionally scripted calls and intentionally recorded calls and intentional, just being intentional about every aspect of your sales process?

(Speaker 3)
Absolutely. We’re intentional with all that with our sales scripts. We have two ladies that are inside sales and they’re continually calling. They have a fantastic script that they use. The one sheet that we use, we give it and it compares us to other services.

(Speaker 3)
Actually, that was designed by you guys at Thrive Time, which has been very helpful. And then our lead tracker, which Andrew and I go over each week, we kind of look because I don’t see all of the leads that come in. But we go over the lead tracker, I’m able to see from beginning to end when the lead came in, where it is, is it in the bid process

(Speaker 3)
right now? And did we get it or do we not get it? And if we didn’t get it, that goes into another file for a follow-up call in three to five months. And if you don’t have all those in some kind of a process,

(Speaker 3)
you’re just going to lose all those potential leads.

(Speaker 2)
I hope that this podcast, this broadcast, can change somebody’s life. Now, in part two of today’s show, I am going to do a show specifically about how if you have a great idea, it won’t sell itself. And part two of the show is going to start off with Steve Jobs. Steve Jobs, there’s old video footage of Steve Jobs telling you, the viewer, telling me,

(Speaker 2)
the viewer, that, hey, a great product will not sell itself. And it’s powerful when you hear from other people who are actually achieving success, who did achieve success. I encourage everybody to pay attention and take notes, because we’re trying to help you achieve massive success. Step number eight, you have to know how much money it costs

(Speaker 2)
you to acquire a new customer. You have to determine your sustainable acquisition costs. So just today, I mean, I talked to a wonderful lady today. I’m going to talk to a wonderful young man. I say a young man, a guy in his late 30s. I’m going to talk to a man in his late 30s today. I talked to a woman this morning who’s super successful.

(Speaker 2)
And I know that whether they buy a ticket to a conference or not, or whether they become a client or not, Kevin, I know that our marketing costs to promote our conferences hover around $12,000 a month.

(Speaker 18)
What?

(Speaker 2)
Yeah, so I spend about $12,000 every month to market our business conferences. Why am I telling you that? Well, folks do the math. If we have a conference every two months, so every 60 days, right,

(Speaker 2)
and we’re spending $24,000 to promote a conference, and we’re doing a conference every 60 days approximately, how much money does it cost me for every person who’s in attendance? So let’s just kind of do some math for a second. I want to give people some real examples. So if I’m spending $24,000 this month,

(Speaker 2)
or over the next two months, on promoting a conference, and we sell a total of 300 tickets, that means it’s $80. It costs me $80 per customer, per conference attendee. And I’m not talking about the food we serve, Kevin. I’m not talking about the Eric Trumps, the Robert Kiyosaki’s, the Tim Tebow’s that come in

(Speaker 2)
to speak, I’m not talking about any of the workbooks we give the attendees. I’m just talking about the cost to get in front of our ideal and likely buyers, it comes out to about $80 per ticket buyer. And I think if you ask the average entrepreneur, I know this because I’ve been doing business

(Speaker 2)
coaching for 20 years, the average client I talk to, the average potential client I talk to, they do not know what it costs them to get a new customer. Can you talk about that for a second?

(Speaker 3)
Why is it important to know how much money it costs you at Multi Clean to get a new customer? Well, Clay, it’s really important because you have a sales team, you have an outside sales team, inside sales team, and you have overhead costs along with startup costs for us. We have to start up with new equipment and all kinds of equipment to do the building. The bigger the building, the bigger the startup. So it’s very important to nail that down on what it costs. Sometimes I have to reign in the team and say,

(Speaker 3)
okay, we can’t buy all this brand new, this equipment, that equipment for this account. Thankfully, most of our startup costs are recouped within the first three to five months of starting a contract with a customer. But it’s very important to know that otherwise you’re just not at the

(Speaker 3)
end of the month, you’re like, where all my money go. So it’s very important to know what

(Speaker 2)
that cost is. Folks, I’m telling you, this is the kind of stuff they don’t teach at business school, but they should. Okay, so here we go. The next is you got it. This has been stuff we have to do. We have to, box number nine, step number nine. We have to create repeatable systems, processes, and file organization. Now, so many people, what’s interesting to me, Kevin, is so many of our listeners,

(Speaker 2)
they know about Dr. Z and the auto auction, or they know about me in the haircut chain and they go, Clay, did you grow up like was your dad like the Zolhan? Was your dad really into hair? Is that how you got going? Or they’ll go, Clay, are you and Dr. Z really into cars? Do you have like an automotive background?

(Speaker 2)
Or they’ll say it’s z66aa.com. And Dr. Z, full disclosure, just did sell that business. So it’s now switching the branding over here to America’s Auto Auction, okay? And by the way, the company that bought his auto auction bought it because it was successful. People look up Make Your Dog Epic, they go, did you have a dog training background?

(Speaker 2)
People look up Dr. Zellner and Associates, they go, is that because you guys are in love with the human eyeball? And then what happens is people are left to think, are you successful because of luck? Or have you, Clay, have you and Dr. Z been able to combine to build, what, 14 multimillion dollar companies

(Speaker 2)
because you’re lucky? Because of your vast knowledge of the human eyeball and hair, dogs? Or is it because you’re following a proven process? And that’s what I want to hammer home at everybody’s cranium right now.

(Speaker 2)
Everybody can do this, Kevin, but you’ve got to follow a system. What do you say to somebody who says, I just don’t know if I can do it?

(Speaker 24)
What would you say?

(Speaker 3)
Well, I would say that before we had a relationship with Thrivetime, I don’t even think I knew what a process meant or what a process was. So the coaches there have helped me put in some great processes in place to track sales, to learn about, we have a software called HubSpot that you’re familiar with, Excel,

(Speaker 3)
and we have another software called HiRise that we use and it tracks all of our customers day by day. And without that, we would be lost and floundering so poorly. But because of these processes in place, we’re doing so well, it’s all out of my brain

(Speaker 3)
because that’s where it was before. Now it’s not. Now it’s in paper, it’s on our server so that we can draw to it each week. That really helps in our growth and the flow of the whole company.

(Speaker 2)
I want to greatly respect your time. The final five minutes we have here, we’re going to crank up the speed a little bit here. But box number nine, we’ve created repeatable systems and processes. We’ve documented these things so we can improve them over time.

(Speaker 2)
Box number 10, we’ve created management systems. What people on your team will do what jobs? Think about it, folks. If you have a company, what are you expecting your employees to do every day? What people on your team will not do their jobs? And what jobs are people doing well?

(Speaker 2)
What, think about the people on your team. What are they supposed to be doing on a daily basis? And what are they not doing on a daily basis? What are they being held accountable for? And at the end of the day, Kevin, if you don’t have checklists and documented expectations

(Speaker 2)
and some sort of merit-based pay, nothing’s going to happen. Why do you have to take the time to make the checklists and the processes and the description of what you want employees to do and have some sort of merit-based pay system in place?

(Speaker 3)
Well, if it’s not documented, then they won’t know what to do. And also, if it’s not documented, it’s really difficult to rely on all the employees to just think on their own, they need some help, they need, they need time to focus and, and to get things done that goes all the way from the lady that welcomes everyone in all the way up to our general manager, even to me, we have to

(Speaker 3)
have documented expectations.

(Speaker 2)
This is so powerful, folks, I’m hoping you’re learning something. This is I’m telling you folks. This is the boring stuff that will make you rich. You see when the average person gets bored, the great clients they bored down. What am I saying? When the average person gets bored, the great the most successful people they bored down. You see a skilled athlete. You see a successful entrepreneur. They have focused on mastering these systems. They have focused on mastering their craft. People like Larry Bird, the great NBA player, people like LeBron James, people like Michael Jordan, they practiced to the point that they couldn’t get it wrong.

(Speaker 2)
You don’t practice until you can get it right. You practice until you can’t get it wrong. And that’s why you have to document these systems. Box number 11, you have to create a sustainable schedule. You have to have a schedule. Kevin, if you’re not doing the group interview, let’s say every week, if you’re not interviewing

(Speaker 2)
potential employees every week, if you’re not interviewing potential employees every week, and you’re not having your weekly accountability meetings with your team, what’s going to happen if you don’t have

(Speaker 3)
a predictable repeatable schedule in place? Well, nothing’s going to happen. That’s the key. Having the group interview has been great. We just hired a salesman in our Oklahoma City office to the group interview, which was fantastic. And also in Tulsa as well. But just having those sustainable schedules in place is just great for the growth of the company.

(Speaker 2)
Now, Kevin, I’ve got a wonderful client. I’ll be very vague. They’re based in Florida. And they were telling me, they said, Clay, I have a vacation coming up in California. And I said, that’s great. They said, no, it’s terrible. I said, why is it terrible? They said, I haven’t been doing the group interview consistently. And I’ve kind of delegated that to somebody in my office that’s, I don’t really know what they’re saying. I just know that the group interview,

(Speaker 2)
I’m not involved in the process and I’m just looking at my calendar and if we go on this trip to California, we’re gonna have some problems. What do you say to somebody out there who’s abdicating their hiring process or

(Speaker 2)
abdicating their sales calls? I say abdicate, they’re not delegating. Delegate means to assign and then to follow up to make sure it’s done correctly. Abdicate means to just say, well, someone else is handling it.

(Speaker 2)
What do you say to somebody out there specifically that is abdicating their hiring process, the group interview process, the process for recruiting employees?

(Speaker 3)
Well, I love to be involved in all the group interviews. And usually when whenever there’s a group interview, there’s anywhere from four to 12 people. And the great thing about it is that within the first five minutes, you know the two or three that you want to keep. And so that saves me so much time because interviewing 12 people takes 12 hours. Interviewing 12 people in a group interview takes about an hour.

(Speaker 3)
And I love that. I love saving time. I love saving money like that where I’m not having to spend all day interviewing people that may or may not even show up And it’s just great and I highly encourage owners to get involved in the the hiring process group interviews are Very successful i’m encouraged to do that

(Speaker 2)
And now again, so many people can hear this stuff and they go this is so overwhelming There’s so much to do box number 12, you want to create human resources and recruitment systems. And we have systems for that. Box number 13, you want to look at your numbers. You have to measure what you treasure.

(Speaker 2)
What? You have to measure what you treasure. And by default, you will slack where you don’t track. By default, you will slack where you don’t track. By default, you will slack where you don’t track. And you have to measure what you treasure. I hope this is sinking in for somebody. Casualness causes casualties.

(Speaker 2)
I want people to think about these words. Casualness causes casualties. You have to measure what you treasure. You will slack where you do not track. These are all things we’re going to teach you. Kevin, we’ve got to have accountability though. And so anybody out there, you know, I have a law firm I’ve used for years

(Speaker 2)
wintersking.com. The reason why I pay them on a monthly basis is I want to make sure that all my filings are correct, everything’s being done properly. I have an accountant, an accounting firm called CCK. CCK, I’ve used them for years. Over 10 years actually. And I’ve used them, and the reason why I pay them on a monthly basis is I wanna make sure that I’m paying my taxes on time properly, that sort of thing. Any area of our life where we wanna have improvement,

(Speaker 2)
I would argue you need to have a coach, whether it’s an accountant, whether it’s a lawyer, they have different names, sometimes they’re called a lawyer, sometimes they’re called an accountant. Sometimes in fitness, so many people I know, a lot of my, this is true, some of my friends are former pro athletes, and they tell me, they say, Clay, as soon as I retired from my sport,

(Speaker 2)
I quit working out. And I go, okay, that’s fine. And they go, you know what I did this year? I said, what’d you do? They said, I hired a personal trainer. And I said, what happened?

(Speaker 2)
They said, now I someone to hold us accountable. And then we need to have someone who has the tools. Can you talk to somebody out there that’s thinking about scheduling a 13 point assessment to talk to myself and our team about becoming a business coaching client?

(Speaker 3)
Well, I remember when I had my first meeting with you, I thought, I have nothing to lose, absolutely nothing to lose except growth. And after that 20 to 30 minute meeting with you, I thought, this is going to change the trajectory of multi clean. And, and it has. And because the coaching is, they keep you accountable. And like I said earlier, sometimes it’s hard to keep owners accountable

(Speaker 3)
because they think they know everything and we don’t. And so I’ve loved it. I’ve loved the coaching. I’ve loved having Andrew keep me accountable. And when sometimes I can’t make the meeting, we have phone calls and it’s just been great.

(Speaker 3)
It’s been good accountability. Even my wife says, no matter what, you’re never leaving Thrive Time.

(Speaker 2)
Now, let’s say this somebody, you know how we live in a soundbite world. So if you could, I won’t page it too much into a corner here. But if you have 30 seconds, you know, and somebody said, Kevin, how has the Thrive Time show business coaching program impacted your business? Or how could it impact somebody’s business?

(Speaker 2)
Kind of a 30-second overview or summary. How would you describe the business coaching and how it’s impacted your business?

(Speaker 3)
Well, it’s given me my why. And it’s taught me the importance of systems. It’s taught me the importance of family time and the F7 goals that you impress upon me all the time because you can be the owner of a company and work 100 hours a week and then you have no family.

(Speaker 3)
And so the Thrive Time relationship I’ve had now for six, seven years has done everything to not only improve my business, but improve my life, improve my relationship with my son and my wife. And it’s just been fantastic. And I highly encourage if you’re thinking about growing your business and getting out of a rut to meet up with Clay and all the people

(Speaker 4)
at Thrivetime.

(Speaker 2)
Final question I have here for you. I don’t know that people know this because I try to keep it secret. I don’t try to talk about it a lot, but this is just real. We charge people $1,700 a month. That’s what we charge people, $1,700 a month.

(Speaker 2)
And people say, why do you charge that? Well, it’s a 20% margin. And that’s what we do. Now, we have some clients that we partner up with. We make a percentage of the growth. And frankly, I make a lot of my wealth by teaming up with clients and these sorts of things. But when I was building my company, DJConnection.com, I remember when I met with the Yellow Page guy. He told me it was going to be $2,500 a month to buy a Yellow Page ad. I mean, this is over 20 years ago, 25 years ago. And that amount was wild. So

(Speaker 2)
I got a job at Applebee’s, Target, and DirecTV. That was my get rich system. That was my life hack. I got a job at Applebee’s, Target, and DirecTV. But I think everybody needs a little bit of a hand up, maybe not a hand out, but a hand up. And that’s how we make the packages affordable. It’s $1,700 a month, 1-7-0-0. It’s less money than it costs to hire a minimum wage employee. Also, it is month to month, although most of our clients are with us for basically until they sell the company.

(Speaker 2)
Our average client is with us for over six years. But we do have scholarships. We work with a couple of clients a month where if they need help financially, We work with him at a discount. What do you say to somebody who’s thinking about coming to our next workshop with Eric Trump or Robert Kiyosaki or Tim Tebow or whatever workshop we have coming up?

(Speaker 2)
What do you say to somebody who’s on the fence right now? They’re going, I’m thinking about scheduling a 13 point assessment. I’m thinking about buying a ticket for an in-person workshop. Kevin, what do you say to them?

(Speaker 3)
I would say do both. I’ve probably been to, in six, seven years, I’ve probably been to 12 to 13 business conferences. Amazingly, each time I go, I learn something new and I’m so excited to bring it back and show the team about marketing and how to help you guys implement the SEO. The coaching is just great because there’s accountability.

(Speaker 3)
And it’s just a fantastic way to grow your company. Having a relationship with Thrive Time, it’s just been amazing for MultiClient.

(Speaker 2)
And I don’t know that we talked about it, but we do the photography, video, web, search engine, online ads. From a peace of mind perspective, what does that do for you as an owner knowing that, video, web, search engine, online ads. From a peace of mind perspective, what does that do for you as an owner knowing that, hey, it’s a flat rate I’m paying and these I have a team that handles all of that for me

(Speaker 2)
the graphic design, the photography, the search engine, the web development, the strategy, what does that do for

(Speaker 3)
Oh my goodness, it frees me up, because then I don’t have to get take a class on search engine optimization or, or, or learn marketing or shoot video. That’s not what we do. What we do is commercial janitorial service. And you guys were the experts on marketing and you teach me and hold my

(Speaker 3)
hand and show me how to do it right. And therefore now my company is much, much larger.

(Speaker 15)
Kevin, I really do appreciate your time for anybody in the Oklahoma area. and therefore now my company is much, much larger.

(Speaker 2)
Kevin, I really do appreciate your time. For anybody in the Oklahoma area, anybody in Kansas, I believe you said you said Kansas, Oklahoma. What other states are you in now, Kevin?

(Speaker 3)
We’re in Oklahoma and Southern Kansas, and this in 2025, we are looking to open an office in Northwest Arkansas.

(Speaker 2)
I encourage everybody out there, check out the website right now. I’ll pull it up one more time, folks. That website is multicleanok.com. That’s multicleanok.com. If you’re looking for a commercial cleaning service

(Speaker 2)
that you can trust, go to multicleanok.com. Kevin, thank you so much for your time, sir. I hope you have a great rest of your day.

(Speaker 3)
Thank you, Clay. Bye bye. My name is Kevin Thomas and the name of our company is MultiClean. We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas. We have probably grown probably five times. Uh, we’ve added, we, I think when we first started with you, we had 60 to 65 employees,

(Speaker 3)
and now we have a little over 300 employees. Before we got involved with Thrive Time, we didn’t really have any systems or processes in place. I’ve probably been to, in six, seven years I’ve probably been to, oh, in six, seven years, I’ve probably been to 12 to 13 business conferences. And amazingly, each time I go, I learn something new.

(Speaker 3)
And I’m so excited to bring it back and show the team about marketing and how to implement.

(Speaker 2)
OK, Aaron Antis, September 25th and 26th. Guess who’s coming back to Tulsa? I will give you a hint. His first name is Eric and his last name is Trump. And his father is the 47th president of these United States. Yes, Eric Trump is joining us once again here September 25th and 26th in Tulsa, Oklahoma for the two-day interactive Thrive Time Show Business Growth Workshop.

(Speaker 2)
But Eric Trump is bringing friends. Yes, ladies and gentlemen, Alina Haba will be joining Eric Trump right here in Tulsa, Oklahoma. Amanda Grace will be in the place. Dr. Stella Emanuel will be here in T-Town in Tulsa, Oklahoma. Julie Green will be on the scene. Mel K will be here to say hey.

(Speaker 2)
Dave Scarlett from the His Glory team will be here. It’s going to be a blasty blast right here in Tulsa, Oklahoma. If you want to start or grow a super successful company, if you want to make your wallet great again or make your wallet great for the first time, if you want to learn marketing, systems, scaling, human resources, accounting, social media, branding, search engine optimization, sales training,

(Speaker 2)
financial management, and more, get your tickets right now at Thrivetimeshow.com. Once again, it’s Thrivetimeshow.com. People don’t know this, but the Trump Organization has thousands of employees. There’s not 50 employees. The Trump Organization, again, most people don’t know this, but the Trump Organization has thousands of employees. And while Donald J. Trump was the 45th president of these United States, he needed a competent man

(Speaker 2)
to run and execute his business plans.

(Speaker 23)
Showtime!

(Speaker 2)
So the man that runs the Trump Organization for Donald J. Trump as he was the 45th president of the United States and now the 47th president of the United States and now the 47th president of the United States is Eric Trump. So Eric Trump is here to talk about time management, promoting from within, marketing, branding, quality

(Speaker 2)
control, sales systems, workflow design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages billions of dollars of real estate and thousands of employees is here to teach us how to do it.

(Speaker 2)
You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand? I mean, look at it. And this is the man behind the business for the last

(Speaker 2)
pretty much since 2015. He’s been the man behind it. So you’re talking, we’re into nine going into 10 years of him running it. And we get to tap into that knowledge. That’s going to be amazing. Now think about this for a second.

(Speaker 6)
But Clay Clark, man, he is one character. It’s a good word for character.

(Speaker 17)
Yeah, that is it.

(Speaker 6)
Good, driven, smart. And I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother, and she just says, she just lets him be Clay Clark. I mean, so you know, he’s endorsed by his mother. And he’s doing magnificent work. So it was a great meeting you out there and all the people that he

(Speaker 6)
surrounds himself with his clay Clark starts his days at five o’clock in the morning.

(Speaker 22)
Oh, it’s incredible. Yeah, he’s he’s like, he’s a machine. He’s

(Speaker 12)
a machine.

(Speaker 6)
But his you know, I, I have problems with my company starting at nine o’clock. Yes, hundreds of people showing up at 5 a.m. in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man.

(Speaker 22)
No, he is.

(Speaker 2)
The lineup continues to grow. And this is how we do our tickets here at the Thrive Time Show. If you want to get a VIP ticket, you can absolutely do it. It’s $500 for a VIP ticket. We’ve always done it that way. Now, if you want to take a general admission ticket,

(Speaker 2)
it’s $250 or whatever price you want to pay. And the reason why I do that and the reason why we do that is because we want to make our events affordable for everybody. I grew up without money. like to be the tight spot. So if you want to attend, it’s $250 or whatever price you want to pay. That’s how I do it. And it’s $500 for a VIP ticket.

(Speaker 2)
Now, we only have limited seating here. The most people we’ve ever had in this building was for the Jim Brewer presentation. Jim Brewer came here. The legendary comedian Jim Brewer came to Tulsa. And we had 419 people that were here. 419 people. Yeah. And I thought to myself, there’s no more room.

(Speaker 2)
I felt kind of bad that a couple people had VIP seats in the men’s restroom. No, I’m just kidding. But I felt so I thought, you know what, we should probably add on.

(Speaker 10)
Clay Clarke is here somewhere. Where’s my buddy Clay? Clay’s the greatest. I met his goats today. I met his dogs, I met his chickens, I saw his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs. So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing. So again, if you want to get

(Speaker 2)
tickets for this event, all you have to do is go to Thrivetimeshow.com. Go to Thrivetimeshow.com. When you go to Thrivetimeshow.com, you’ll go there. You’ll request a ticket.

(Speaker 21)
Boom.

(Speaker 2)
Or if you want to text me, if you want a little bit faster service, you say, I want you to call me right now. Just text my number. That’s my cell phone number. My personal cell phone number. It’s 918-851-0102. 918-851-0102. I know we have a lot of Spanish-speaking people that attend these conferences. And so to be bilingually sensitive, my cell phone number is 918-851-0102. That is not

(Speaker 20)
actually bilingual. That’s just saying Juan for a one. It’s not the same thing.

(Speaker 2)
I think you’re attacking me. Now, let’s talk about this. Now, what kind of stuff will you learn at the Thrive Time Show workshop? So Aaron, you’ve been to many of these over the past seven, eight years.

(Speaker 2)
So let’s talk about it. I’ll tee up the thing and then you tell me what you’re going to learn about marketing and branding? Oh, yeah. We’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there, like the Trump brand. You want to get that brand out there.

(Speaker 2)
It’s like, how do I actually make people know what my business is and make it a household name? You’re going to learn some intricacies of how you can do that. You’re going to learn sales. So many people struggle to sell something. This just in, your business will go to hell if you can’t sell. So we’re going to teach you sales. We’re going to teach you search engine optimization,

(Speaker 2)
how to come up top in the search engine results. We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people throughout your career and thousands of contractors, and most people struggle with managing people. Why does everybody have to learn how to manage people?

(Speaker 2)
Well, because first of all, people are, you either have great people or you have people who suck. And so it can be a challenge. You know, learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge.

(Speaker 2)
But if you have the right systems, you have the right systems, you have the right processes, and you’re really good at selecting great ones, and we have a process we teach about how to find great people. When you start with the people who have a great attitude, they’re teachable, they’re driven, all of those things,

(Speaker 2)
then you can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization. We’re gonna teach you accounting. We’re gonna teach you personal finance,

(Speaker 2)
how to manage your finance. We’re gonna teach you time management. How do you manage your time? How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization?

(Speaker 2)
How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two-day interactive business workshop. Now let me tell you how the format is set up here. Again, folks, this is a two-day interactive 15. Think about this, folks. It’s two days.

(Speaker 2)
Each day it starts at 7 a 30-minute teaching session, and then we break for 15 minutes for a question and answer

(Speaker 10)
session.

(Speaker 2)
So Aaron, what kind of great stuff happens during that 15-minute question and answer session after every teaching session? I actually think it’s the best part about the workshops, because here’s what happens. I’ve been to lots of these things over the years. I’ve paid many thousands of dollars to go to them.

(Speaker 2)
And you go in there and they talk in vague generalities and they’re constantly upselling you for something, trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business

(Speaker 2)
or your employees or what you’re doing on your marketing. And what’s awesome about this is we literally answer every single question that any person asks. And it’s very specific to what your business is. And what we do is we allow you as the attendee to write your questions on the whiteboard.

(Speaker 2)
And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15-minute break to stretch and to make it entertaining when you’re stretching. And this is a true story. When you get up and stretch, you’ll be greeted by mariachis.

(Speaker 2)
There’s going to probably be alpaca here, llamas, helicopter rides, a coffee bar, a snow cone. I mean, there’s just- You had a crocodile one time. That was pretty interesting. You know, I should write that down. Sorry for that one guy that we lost.

(Speaker 2)
The crocodile, we duct taped its face. So that’s right, we duct taped. It was a baby crocodile. And we duct taped. Yeah, duct taped around the mouth so it didn’t bite anybody.

(Speaker 2)
But it was really cool passing that thing around. I should do that. We have a small petting zoo that will be assembled. It’s going to be great. And then you’re in the company of hundreds of entrepreneurs. So there’s not a lot of people in America today. In fact, there’s less than 10 million people today, according to US Debt Clock, that identify as being self-employed.

(Speaker 2)
So if you have a country with 350 million people, that means you have less than 3% of our population that’s even self-employed. So you only have three out of every 100 people in America that are self-employed to begin with. And when Inc. Magazine reports that 96% of businesses fail by default, by default, you have a one out of 1,000 chance of succeeding in the game of business.

(Speaker 2)
But yet, the average client that you and I work with, we can typically double the sum. No hyperbole, no exaggeration. I have thousands of testimonials to back this up. We have thousands of testimonials to back this up. We have thousands of testimonials to back it up. But when you work with a home builder, when I work with a business owner, we can typically double the size of the company

(Speaker 2)
within 24 months. Yeah. Double? And you say double? Yeah, there’s businesses that we have tripled. There’s businesses we’ve grown 8x. There’s so many examples you can see at thrivetimeshow.com. But again, this is the most interactive, best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet.

(Speaker 8)
I was looking to learn how to take my business, like they’ve said today, from being very successful to being systematic. I’ve got a very successful practice in three different cities. Make good money. I just want to take it to the next level with systems and processes to where I can drive my cars more.

(Speaker 2)
Paul Hood. I’ve been a CPA for 33 years. And what kind of growth have you and your great team had here over the past, let’s say, five, six years?

(Speaker 3)
The last five, when I met you five years ago, we were doing three million. This year we’ll be, we’ll do 24 million.

(Speaker 2)
And you say, Clay, I still, I’m not going to get a ticket unless you give me more. Okay, fine. We’re going to serve you the same meal both days. True story. We have, we cater the food. And because I keep it simple, I literally bring in the same food both days for lunch. It’s Ted Esconzito’s, an incredible Mexican restaurant. That’s going to happen. And Jill Donovan, our good friend,

(Speaker 2)
who is the founder of Rustic Cuff, she started that company in her home. And now she sells millions of dollars of Maryland products. That’s rusticcuff.com. And someone says, I want more. This is not enough.

(Speaker 19)
Give me more.

(Speaker 2)
OK. I’m not going to mention their names right now because I’m working on it behind the scenes here. But we’ve got one guy who’s giving me a verbal to be here. And this is a guy who’s one of the wealthiest people in Oklahoma.

(Speaker 2)
And nobody really knows who he is because he’s built systems that are very utilitarian, that offer a lot of value. He’s made a lot of money in the, what, it’s the, it’s where you rent, it’s short term, not, it’s where you’re renting storage spaces. He’s a storage space guy.

(Speaker 2)
He owns the, what do you call that? The rental, the-

(Speaker 18)
A storage space?

(Speaker 2)
Storage units. This guy owns storage units. He owns railroad cars, he owns a lot of assets that make money on a daily basis, but they’re not like customer facing. Most people don’t know who owns the mini storage facility or most people don’t know who owns the warehouse that’s passively making money.

(Speaker 2)
Most people don’t know who owns the railroad cars, but this guy, he’s giving me a verbal that he will be here and we just continue to add more and more success stories. So if you’re out there today and you wanna change your life, you want to give yourself an incredible gift, you want a life-changing experience, you wanna learn how to start and grow a company, go to thrivetimeshow.com, go there right now.

(Speaker 2)
Thrivetimeshow.com, request a ticket for the two-day interactive event.

(Speaker 17)
Hey, how’s it going?

(Speaker 5)
I’m Thomas Crosson, owner and founder of Full Package Media in Dallas, Texas. I’ve been a coaching client with Clay Clark since the beginning of our business. We started about a year ago, August of last year, I had no clients, no idea what we’re doing, no clue, really what was going on. And now we’ve grown to where we’ve got six photographers, got office space here, I have an admin

(Speaker 5)
sales person that works for us full-time, developing an online system and a lot of that growth we attribute to Clay helping us and there’s so many things that no, I mean his stuff is not you know revolutionary, it’s not this crazy walk on hot coals and all this stuff, it’s just real, real stuff.

(Speaker 2)
It’s gonna be a blasty blast. There’s no upsells. Aaron, I could not be more excited about this event. I think it is incredible. And there’s somebody out there right now, you’re watching and you’re like,

(Speaker 2)
but I already signed up for this incredible other program called Smoke Your Way to Thin. I think that’s to change your life. I promise you this will be ten times better than that.

(Speaker 16)
It’s like I picked the wrong week to quit smoking.

(Speaker 2)
Don’t do the smoke your way to thin conference. That is, I’ve tried it, don’t do it. Chain smoking is not a viable, I mean it is life changing. It is life changing. If you become a chain smoker it is life changing. It’s not the best weight loss program to fight. Right. Not really. So if you’re looking to have life-changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow.com. Again, that’s Aaron Antis.

(Speaker 2)
I’m Clay Clark. And reminding you and inviting you to come out to the two-day interactive Thrivetimeshow workshop right here in Tulsa, Oklahoma, I promise you, it will be a life-changing experience. We can’t wait to see you right here in Tulsa, Oklahoma.

(Speaker 15)
Wow.

(Speaker 2)
What kind of growth have you had since you and I’ve been working together over these past few years? 3.45 million. I got those stats before I got on here. So you’ve grown by 3.45 million? Yeah got those stats before I got on here. So you’ve grown by 3.45 million?

(Speaker 14)
Yeah, 3,450,000.

(Speaker 2)
Would that be like if you took the combined revenue and maybe doubled it? Have we gone up by half? Have we gone up by half?

(Speaker 14)
About almost three, not quite.

 

Transcribed with Cockatoo