Cleaning Business Podcast | How to Grow a Successful Seven-Figure Cleaning Business + Celebrating 3 Clay Clark Client Success Stories + Join Eric Trump At Clay Clark’s Sept. 25-26 Business Conference

Audio Transcription

Transcribed with Cockatoo

(Speaker 2)
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 2)
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 28)
You could be anywhere doing a lot of different things,

(Speaker 1)
but you chose to be here.

(Speaker 3)
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 3)
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 3)
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 14)
And now, 3, 2, 1, here we go. We started from the bottom, now we’re here.

(Speaker 1)
We started from the bottom, and we gonna teach you how to run a successful cleaning business. Yes, it’s a cleaning business podcast. Levi, gotta ask ya, you know, you were born closer to yesterday than I was. Why would anybody out there with a sound mind want to own a home cleaning business? A cleaning business, whether it be commercial or residential cleaning business. Why would someone want to own a home cleaning business, a cleaning business, whether it be commercial or residential cleaning business, why would someone want to do it?

(Speaker 4)
Because cleaning is awesome and it is quite honestly easy to do.

(Speaker 1)
Okay, okay, Rihanna, what do you think? Why would anybody want to own a cleaning business?

(Speaker 10)
Probably because they enjoy creating a clean environment for anyone that may walk in needing their services and it can be turned into a pretty profitable company.

(Speaker 1)
Okay. Robert, Robert, feel free to disagree with the audience and you can move your chair. If you need, I agree wholeheartedly.

(Speaker 8)
Cleanliness is, uh, next to godliness. Am I right? So there you go. We’re doing the Lord’s work in a way.

(Speaker 1)
Okay. McKennana feel free. Uh, why would anybody want to own a cleaning business?

(Speaker 11)
I kind of agree with Rihanna. People like need to have a clean space, but they’re not always. Like having time, like you’re a busy man. You may not always have time to clean your space. So, okay.

(Speaker 1)
So what we’re gonna do this real quick. I want her, I want you guys to, you have the path, you got the document Rihanna doesn’t have it. She’s kind of flying blind. Okay You have it though Levi and I want you McKenna you have it This is the path the proven path to grow a multi-million dollar Home cleaning business. So if you scroll down you want to scroll down the right column there You’re gonna see there’s the page numbers and I need you to scroll down here to page six on this document Page number six on this document. Do you see the page six?

(Speaker 1)
Levi, tell me when you see the page six. If you don’t see page six, keep scrolling until you find page six.

(Speaker 6)
Do you see it?

(Speaker 1)
I see it. Can you show McKenna where page six says here? Can you show her? Okay. For everybody watching online, if you can’t find page six, that what I’m showing you right here. So I’m trying to skip that step for anybody out there. You finding it McKenna?

(Speaker 27)
You finding it?

(Speaker 1)
Okay, so here we go. So if somebody’s watching this and they become a client, someone might say, well, why would I want to become a client? There’s three things that we do in our coaching program that help people have success. One, okay, this is kind of business coaching 101. If you’re out there wanting to grow a home cleaning business and you say, why would anybody want to hire a coach to help me grow my business?

(Speaker 1)
And then why are my clients, why do our clients have such massive success? One is you have to know what to do. You need to know what to do. Okay. You need to know, you need to know what to do. You know, if you’re running around working off of guesswork, that’s a problem. You know, if you don’t know how to generate leads, you will lose.

(Speaker 1)
If you don’t know how to hire people, you will lose. You gotta know the proven plan. The second thing is you need some accountability. You know, most people are like, you know, I wanna lose weight. I wanna read a book.

(Speaker 1)
I wanna set a world record. I want to and then they don’t do it. And it’s not because somebody watching today’s show is a slacker. It’s just we all need accountability. OK, we all need accountability. And the final thing is it requires teamwork to make the dream work. It requires teamwork, teamwork to make the dream work. Now, what what I’m saying is, have you ever rihanna ever like gone into a uh a garage?

(Speaker 1)
Have you ever thought to yourself? I want to clean up this garage or have you ever seen a junk drawer? In your house and you’ve thought I gotta fix that thing or have you ever been in someone’s car and you’re like if they would Just let me Clean it. Have you ever had that thought? Oh, yeah junk drawers, they freak me out. Okay, and I think most people, just being real, their business is a junk drawer. It’s like they didn’t want it to start off as a dumpster fire, but it has become one.

(Speaker 1)
And it’s because they don’t know the specific steps they need to take, there’s not accountability to make sure it’s getting done, and third is they might not have a team of web developers and photographers and videographers and that kind of stuff. So if somebody is a new client, we’re gonna go through this entire assessment with them. And so Levi, do you see where it says 2024 gross revenue? Do you see that?

(Speaker 6)
Yes, I do.

(Speaker 1)
Why would I ask every single cleaning business, listening to, if anybody’s listening to today’s show and they reach out because they wanna grow their business or their cleaning business, why would I wanna know what their gross revenue was last year?

(Speaker 6)
Because you have to set goals for this upcoming year. So yeah, so you want to know what their gross revenue is. That way we can set a goal and attack it.

(Speaker 1)
And just so we’re clear, gross just means I’m nauseous. It’s the big total. I’m gross. Net means it’s like what’s in the net. I get to keep it Okay, so gross it can be nauseous because you don’t keep it. It’s just you see it and it’s kind of gross It’s like icky like I saw it, but I didn’t keep it, you know

(Speaker 1)
It’s what business owners talk about when they’re trying to brag to people but it’s not how much money you make, it’s how much money you keep. Net is what you keep in the net after fishing. Are we on the same page? So gross is the total that flows through net. Most business owners don’t know their numbers. And I’m not attacking people, but I would argue 99% of business owners,

(Speaker 1)
when I first meet them, they don’t know their numbers. Why, McKenna, would you assume, or why would you, 99% of the people that I talk to don’t know their numbers when I first meet them. Why? Why? Why don’t people know their numbers? They probably Don’t know how to figure out the numbers. What do you think? They don’t realize how important it is. What do you think there? What do you think Levi?

(Speaker 4)
Well, a lot of people are just unorganized and they don’t have a to-do list. They don’t have a calendar

(Speaker 6)
they’re very unorganized and numbers are very important.

(Speaker 1)
And it’s not like I’m attacking anybody. I’m just telling you these are patterns. We’ve been doing the same thing for 20 years. It’s just people for whatever reason, they don’t know their numbers. I don’t know what it is.

(Speaker 1)
I don’t know. I don’t know what it is, but it’s just a thing. So let’s move on here. So if somebody reaches out to me and they say, Clay, I want to become a coaching client. We have this thing called the 10 pillars. And well, let’s get into the 10 pillars. Scroll down here to the 10 pillars, okay?

(Speaker 1)
So someone becomes a client, there’s 10 pillars. And Rhian, I’m gonna charge you to get started, but if you’re not happy in those first couple weeks together, I’ll give you all your money back except for a dollar. Why would I do that, Rheanna? Why would I do a thing where I work with you, and if it’s not a good fit the first couple weeks,

(Speaker 1)
you get all your money back except for a dollar?

(Speaker 10)
Yeah, it’s a no-brainer. It gives them the opportunity to be able to choose you and fall in love with the services and then if they end up hating it you know they can move on so it’s a no-brainer.

(Speaker 1)
Pillware number two, I do all the assessments myself. Levi you’ve seen this a lot you’ve seen you’ve actually watched me do assessments why do I do the assessments with every potential client myself? Because there’s certain people that we want to work with and then there’s certain people that we don’t want to work with. You like doing the assessments yourself that way you can see if they’re the right client. I’ll say this too, McKenna, if somebody has a cleaning business I can totally help them grow that. If you’re listening

(Speaker 1)
to today’s show and you have a cleaning business, we can blow that thing up. I mean just, but if someone calls me and says, hey, I’m looking to raise money to start investing in condos in Miami. I had a lady call us a couple of weeks ago. She wanted to know if I could help her raise money so that she could help illegals get citizenship. And I’m like, you know, maybe that’s a niche for you, but that’s not something I can do. So why would I, McKenna, as a coaching, as a business coaching service,

(Speaker 1)
not want to take on clients that we can’t help? Even though we’re month to month, why would I want to take on a client that we can’t help?

(Speaker 11)
Because you know what you can do, you know what your process,

(Speaker 1)
how your process sparks and who you can help. Exactly, it would be like a disingenuous thing. It wouldn’t be a win-win. Okay, the word I’m looking for in Hebrew is shalom Shalom means win-win. That’s what it means to make it make sure you eat that mic just a little bit closer that awesome Okay, number three We guide you down a plan. So Rihanna this plan that we’re looking at here I know you’re not looking at it, but Levi is and McKenna is Robert is why would I freely give anybody out there with a cleaning business the specific step-by-step plan?

(Speaker 10)
Yeah, because you know that without a coach, most people are not gonna be diligent and dedicated enough

(Speaker 1)
to follow the plan without someone to motivate them. There it is. And I’m telling you this plan, we’re guiding you down the plan. I have helped companies like oxyfresh.com. I mean, Oxyfresh now has over 500 locations. I’ve helped tip-top canine go from one location to 18 locations.

(Speaker 1)
I can sit there and list off window ninjas. Now they have 11 locations. I can do this all day, every day. But even if I give somebody the plan, implementing the plan often won’t happen without accountability. So Robert, in the elephant in the room, our haircut chain, elephant in the room, e-i-t-r-lounge.com,

(Speaker 1)
you happen to be one of the best at selling memberships. Why is it that some people sell a membership to half of the potential clients? We have a haircut chain. And why is it that some people sell a membership to 5% of first-time customers?

(Speaker 1)
Why are you selling it at 50% and why are some people selling it at 5%?

(Speaker 8)
Well, I’m trying to get 100% so that’s my mind, my mindset there is I’m trying to get every single one. That’s a big part of it is having a positive mindset.

(Speaker 1)
Why is there an epic range between like someone doing 50% conversion rate and someone doing 5%? why is that

(Speaker 8)
What do you think the conversion rate? Yeah, um I’m very personal. I always talk to all the customers. I ask him how they’re doing I try and go above and beyond and it’s not just a great haircut It’s a great experience that I’m trying to give them and you’re focused on it. Oh entirely It’s the only thing I care about when I’m trying to make a sale is the sale itself now

(Speaker 1)
Okay, so again folks if you’re out there today and you said, you know, I want to be successful But for some reason I’m not that’s where coaching comes in. Okay pillar number four. It’s month to month McKenna, why would I for my sanity even though our average client is with us for six years or longer? Why would I? for my sanity, not want to rope a client into a contract to start the relationship? For my sanity, for me as the owner of the coaching program,

(Speaker 1)
why would I not want to rope people in who are brand new clients into a contract?

(Speaker 11)
Probably because month to month you can see like the actual progress that you’re making each month instead of the overall contract of you said six plus years.

(Speaker 1)
What do you think, Levi? Why would I not want to rope somebody in who’s, again, someone’s watching this show right now, they’re reaching out for help, they say, I want you to help me grow my company. Why would I not want to start off a new client with a contract? Right. Um, I think it’s, uh, kind of insurance for them in a way.

(Speaker 6)
Um…

(Speaker 1)
Think about it from my perspective. Why would I not want to rope someone into a contract?

(Speaker 6)
Because of drama.

(Speaker 1)
Yes!

(Speaker 6)
If, if there’s drama, you don’t want to, you don’t want to have to deal with it.

(Speaker 1)
All right, so just being real, we hosted an event last night in our building. Great people, whatever event it was, whoever they were, being kind of vague here. Somebody had a good time in the bathroom and broke a frame. Again, some people, they consume a lot of beverages when they are at a venue having a good time. Some people are not. If you’re the high beverage intake guy,

(Speaker 1)
I don’t know that I want you to be a client. You know what I’m saying? Like if you’re somebody, so again, in order for our business coaching program to work, you have to work. Nothing works unless you do.

(Speaker 1)
And so I just want to make sure we’re not working with people that we cannot help. single meeting, every single week, we have a weekly meeting, Rihanna, with your business coach. So if you sign up to be a client, and you say, I want you to grow my cleaning business, we have a weekly meeting, every single meeting, every week, every week, you have a weekly meeting with your implementer. Why do we do weekly meetings with all of our clients?

(Speaker 10)
Yeah, it’s to make sure the client can stay on track So it’s about staying on track and growing the business. Now, okay, so think about this for a second.

(Speaker 1)
If you had a meeting, McKenna, on Tuesday with your coach, and you were a client, so your meeting’s on Tuesday, and you had a question on Wednesday, or Thursday, or Friday, or any day after that meeting, why do you think, with my coaching program, with our coaching program, that we do not charge people per call, per email, per hour. It’s just a flat rate. Every other coaching service I’ve ever heard of,

(Speaker 1)
by the way, charges per hour, per email, per call, per meeting, per… Why do I do a flat rate where it’s just a flat $1,700 a month?

(Speaker 11)
Because it’s all part of your process. You’re going to answer their questions, help them

(Speaker 1)
keep organized, stay on track. Levi, what do you think that other programs would charge per call, per email, per hour, per interaction, but we don’t? Well, I think that’s a good one. It’s a really good one. I mean, I’m just telling you, if I were to call my accounting firm today, they’re going to charge me, let’s say, 200 bucks for the hour. If I call my law firm, it they’re gonna charge me, let’s say 200 bucks for the hour. If I call my law firm, it’s 300 bucks an hour. Why do we, Robert, not charge per call, per hour,

(Speaker 1)
per email, it’s just a flat rate per month?

(Speaker 8)
I feel the per hour companies are trying to squeeze out as much money as possible, and we’re trying to actually do what’s best for our clients.

(Speaker 1)
Yes, that’s why our clients are with us for six years. Cause I’m not charging you every single time you call. Okay. Number six, all the homework’s in one document, one place. Rhianna, why do I put all of the homework on this document? This document here is all the homework and all the homework is this document.

(Speaker 10)
Yeah, it’s to keep the organization in place. So all of the important links are going to be on the document. It’s going to be one source of communication. So you’re not trying to email 10 different people. So it’s all about organization.

(Speaker 1)
Okay, so I just had a call a moment ago with a very famous, very successful person. And he said to me, did you get the photos? And I say, yeah, because they’re on the agenda. So this document, this agenda, all the photos are there. All the videos are there. All the logos are there. What happens to the average person if they get something via email? This just in, the average American has well over a thousand emails in their inbox. This just in, and you know people, you are people.

(Speaker 1)
Robert, why do you think the average American has thousands of items unopened or opened in their inbox at any given time?

(Speaker 8)
Oh, a couple of reasons. They don’t care. They, they just aren’t organized. They don’t realize that they have all these emails. But the big one is they really just don’t care. It slips their mind.

(Speaker 8)
They just let them.

(Speaker 1)
It was from what Target, Barnes and Noble. What the black and white Dutch bro Dutch bros, the movie theater, the, what, the black and white? Dutch Bros. Dutch Bros, the movie theater, the baseball thing, the high school, whatever, the college reminder. What do you mean?

(Speaker 6)
Dick’s Sporting Goods.

(Speaker 1)
Dick’s Sporting Goods. I mean, so again, I just tell my clients, this one document is where all of the homework goes. It’s all in one place, okay? Pillar number seven, McKenna, if you were coaching with a client, if the client was coaching with

(Speaker 1)
you, why do I give the client your cell phone number? You have the client’s cell phone number. Why do I make it where the coach can reach the client, the client can reach the coach, reach the coach. You don’t have to call a phone tree. You don’t have to do 1-800-2 to reach an extension. Why do we do it that way?

(Speaker 11)
It’s more personable and you’re actually talking to someone who knows your account and what

(Speaker 10)
you’re doing.

(Speaker 1)
And why do I insist that if the coach ever needs to reach the client or the client ever needs to reach the coach that both parties will group text myself and the client? Why am I saying, hey, if you need to text the client, please group text myself and the client? Why do I, why do I do that? Because you are the ultimate power.

(Speaker 6)
When we group text you, things get done.

(Speaker 1)
Well, it’s also for accountability. Right. I don’t want to hear somebody say, I didn’t, you know, I don’t want a coach to say I didn’t get the message. So as an example, right now,

(Speaker 1)
we have ticket buyers buying tickets for upcoming conferences and people are wanting, I mean, we’re down to our final 35 tickets and it’s going to be packed. So I’m getting text messages coming in, I don’t know, about once every 10 minutes right now, a new ticket request. And I want to make sure that James can reach the ticket buyer, the ticket buyer can reach

(Speaker 1)
James. So I’m always group texting. Okay. It just gets it done. Pillar number eight, we actually track the results. Rihanna, why do we have a tracking sheet for every single client, whether you’re a cleaning business or not?

(Speaker 10)
Yeah, without a tracking sheet, you won’t know what’s going on within your business. So you have to track what money’s going in, what money’s going out. You have to track what ads are working, what’s working for your business to grow it. Because if you’re just

(Speaker 1)
throwing random things out, you’ll have no way of knowing what works. All right, now pillar number nine coming in hot. We have a team that does a lot of the work for the client. So photography, video, web, search engine optimization. So as your path to promotion, Levi, you started out on the phones, we had you search engine content,

(Speaker 1)
we promoted you to be a manager in the store, assistant manager, and now you’re coaching with clients. Why does every single person who becomes a coach for our organization have to go through that path? Why did Rihanna have to start off doing some SEO, working in the stores, doing some calls? Why does everybody have to learn that skill set before they become a coach? Levi, why?

(Speaker 6)
Well, because it all ties together at the end. So the search engine optimization, sometimes clients won’t finish their content, so we have to write it. So that comes in handy. In the shops, you learn sales, you learn management, which comes very much in handy when you’re talking to clients. And then when you’re calling people over the phone, making cold calls, your social skills

(Speaker 6)
get way better. I found that I’m able to talk to anybody now Uh, yeah comfortably

(Speaker 1)
So it’s pretty well, you know just today. I mean i’m not saying this to name drop I’m just saying because it’s true but um the gentleman I was just on the phone with you know We’re setting up interviews with household names and i’m not Nervous to talk to household names anymore, but there was a time in my life where I was. There was a time in my life where if you were an NBA player

(Speaker 1)
or you were a celebrity of some kind, I’d be like, ah, oh no! You know, because I started my first company when I was 15 years old, so I was DJing for some massive groups and organizations, and we DJed for Boeing, the guys that make the airplanes,

(Speaker 1)
and the Minnesota Vikings cheerleaders, and Chuck Norris, and just so many big names. And every time I’m going, oh no, what am I gonna do? Because I’m so nervous, I’m getting red blotches, you know, the whole thing. But then over time, you start to get kind of maybe used to it, you develop kind of a callus

(Speaker 1)
where you’re not stressed out. And I wanna make sure that everybody who’s coaching our clients has those fundamental skill sets, okay? So everybody who coaches our clients can do marketing, they can do management, and they can do mentorship. It’s so important. And the final pillar, pillar number 10, workshops. We do workshops. This is my 20th year doing workshops.

(Speaker 1)
Every quarter we’ll bring in like a Tim Tebow, we’ll bring in like an Eric Trump, we’ll bring in the guy who turned around Harley Davidson, we’ll bring in, just insert the name of whoever the big name is. Why do I do that, Rheanna? Why do we do workshops three,

(Speaker 1)
a minimum of four times a year?

(Speaker 10)
Yeah, it’s to envelop people in the knowledge that you’re able to give them and get them around like-minded, positive thinking, motivated people.

(Speaker 1)
All right, so on part two of today’s show, what I’m gonna do is I’m going to introduce you, Mr. or Mrs. listener to Kevin Thomas. He has a cleaning business and he’s grown his cleaning business from a startup with five employees to now 365 employees. And you might look at him and you might say, I don’t know, man. He’s awesome.

(Speaker 1)
I don’t know if I could ever do that. He’s just too awesome. You might be watching going, I don’t know, I feel like he’s the same level of awesome that I am. If he can do it, I can do it. But I’m telling you, if you’re watching today’s show, you’re listening to today’s show, and you have the mental capacity and or tenacity to listen to today’s show, you absolutely have what it takes to be super successful. And in the coming weeks,

(Speaker 1)
the coming months, I’m gonna obsessively teach everybody watching today’s show the steps you need to take to grow a cleaning business. And if you’re out there today and you say, I want help. I want to go from learning this stuff to doing it. I know that Napoleon Hill was right when he said that action is the real measure of intelligence. Action is the real measure of intelligence. If you know that you do become the average of the five people that you spend the most time with and you’re not around a

(Speaker 1)
lot of successful people if you grew up poor like I do like I did if You’re stuck and you want to get unstuck I encourage you go to thrive time show calm thrive time show calm and schedule a free 13 point assessment with myself we can help you take your life and your business to the next level So let me further ado now is a testimonial slash case study of Kevin Thomas with Multi Clean.

(Speaker 2)
My name is Kevin Thomas and the name of our company is Multi Clean. 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 to 65 employees 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.

(Speaker 2)
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 and I’m so excited to bring it back and show the team about marketing and how to help you guys implement the SEO. And the coaching is just great because there’s

(Speaker 2)
accountability and it’s just a fantastic way to grow your company. Having a relationship with Thrivetime, it’s just been amazing for Multi Clean. Oh my goodness, it frees me up because then I don’t have to take a class on search engine optimization or learn marketing or shoot video. That’s not what we do.

(Speaker 2)
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. And therefore now my company is much, much larger.

(Speaker 1)
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 long time client. He’s a man that we consider to be a friend of the Thrive Time Show and a friend of mine.

(Speaker 1)
Ladies and gentlemen, please welcome to the show, Kevin, welcome onto the Thrive Time Show. How are you, sir?

(Speaker 2)
Clay, I’m doing great. Had a great Christmas holiday and I’m glad to be here.

(Speaker 1)
Okay, so first question, can you tell us

(Speaker 2)
what is your name, first and last name and what’s the name of your company, 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 1)
And how long have we worked with you approximately at this point, sir?

(Speaker 2)
It’s been about six, seven years.

(Speaker 1)
And, you know, 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.

(Speaker 1)
And we only work with 160 clients. 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

(Speaker 1)
kind of like asking a skilled chef, what’s the most important ingredient to make great cookies? Is it flour? Is it eggs? Is it butter? It’s like asking a home builder, what’s

(Speaker 1)
the most important component to building a house? 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 MultiClean,

(Speaker 1)
how we’ve been able to do it. 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 week?

(Speaker 2)
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. And 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 2)
He just keeps me being consistent with our processes, with our systems, which before we got involved with ThriveTime, we didn’t really have any systems or processes in place.

(Speaker 1)
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

(Speaker 2)
much growth have you had over the past six or seven years? We have probably grown probably five times. We’ve added we I think when we first started with you, we had 60 to 65 employees. And now we have a little over 300 employees.

(Speaker 1)
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 2)
About 60, 65 to well over 300 in that time frame.

(Speaker 1)
So 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 2)
The website is multiclean, just like it sounds, multicleanok.com.

(Speaker 1)
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 1)
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 1)
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 1)
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 1)
and share what your goals are necessarily, but let’s stop. We’ll start with step one. Why is it important for everybody out there to figure out clearly what your goals are?

(Speaker 2)
Well, Clay, it’s important to have goals. Otherwise you wouldn’t really know, uh, you wouldn’t know where you’re going. You wouldn’t know if you reached a certain level of success, uh, 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,

(Speaker 2)
and also to make my family stronger and better as well.

(Speaker 1)
So we have those goals, that’s step one, we gotta 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, some of us need help in other areas,

(Speaker 1)
but we gotta 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

(Speaker 26)
don’t know.

(Speaker 1)
So I’m just going to be very clear with our listeners and kind of bare my soul. But when we work with a client like you, we charge you $1,700 a month, and we make a 20 per client. I know what my costs are. Kevin, you know what you pay me, 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

(Speaker 1)
important for you as an owner of a company now with 300 employees to know your break even point?

(Speaker 2)
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 2)
And because if you’re not paying yourself and if you’re not making an income, then the business is pretty much dead.

(Speaker 1)
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. Now, one thing about you bragging on you

(Speaker 1)
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 don’t say virtually, every entrepreneur I’ve ever interviewed in my life on this show,

(Speaker 1)
we’ve interviewed billionaires, multimillionaires, 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 2)
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

(Speaker 2)
family, because I have such a fantastic team, 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. Now we move on but it will get easier.

(Speaker 1)
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 1)
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 1)
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.

(Speaker 1)
You 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 2)
Absolutely. That’s really huge in our growth. The fact that we are the the highest and most reviewed commercial cleaning service in the entire state of Oklahoma is is a very important thing. And it just shows proof of who we are when we get Google reviews. Also, when we do video testimonials, it’s real people giving real testimonials. It’s not a super, super professional.

(Speaker 2)
It’s just a real person giving a real review. How about how they feel about multi-clean? And, uh, 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.

(Speaker 2)
And usually we get picked to give someone a quote. And that’s been really instrumental on the growth of MultiClean.

(Speaker 1)
And again, this is not an event, this is an ongoing process. And every week we’re gathering objective Google reviews, objective video reviews. And again, that’s one of the ways you stand out in the clutter of commerce.

(Speaker 1)
The next is the branding. A lot of times, we meet a business owner, Kevin, and their website is in disrepair. Their website needs help. So I think about clients that we’ve had tremendous success with, brands like Shaw Homes.

(Speaker 1)
When 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, and we helped them to grow over $150 million in sales. So just to be clear, we helped Shaw Holmes 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 when they see your company for the first time.

(Speaker 1)
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 to self-assess yourself on a scale of one to 10.

(Speaker 1)
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 26)
Absolutely.

(Speaker 2)
Branding is pretty key in the commercial janitorial service because there are a lot of startups 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 2)
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 1)
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 1 or 2%. So at the end of the year you say, what did we do?

(Speaker 1)
Well we made the company 50% better. Every week we’re improving the company by 1 or 2%. 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. as 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

(Speaker 1)
that will turn their business around and make them rich tomorrow, what would you say?

(Speaker 2)
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 and just do it right.

(Speaker 1)
Now step four, I’m just gonna I’m going through this methodically, folks. Step number four, you can you define your unique value proposition. Got it. folks. Step number four, again, you define your unique value proposition. Got it. OK. Step five, you improve your branding.

(Speaker 1)
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.

(Speaker 1)
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 most objective reviews, writing original content, gathering video testimonials.

(Speaker 1)
Second, Dream 100. That’s where you reach out to your ideal and likely buyers consistently. to your ideal and likely buyers consistently, 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, you’re intentional about wowing your customers, thus it creates word of mouth.

(Speaker 1)
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 approach to marketing

(Speaker 2)
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. And so 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,

(Speaker 2)
they find us. Also, when they do find us, we’re topping Google reviews. 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

(Speaker 2)
is that you can’t just rely on one, maybe one day, one’s doing well, the next day, next month, neither 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 1)
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 our listeners know that too but there’s a lot of entrepreneurs out there that have a bias they think you know if I have a great idea 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 too many Tai Lopez videos they think

(Speaker 1)
that because they’ve watched get richrich-quick videos about ClickFunnels and various other online I call it scam-och-ery, but it’s where someone’s trying to get rich quick And I would just tell you that you if you build it 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,

(Speaker 1)
you have pre written emails, 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 2)
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,

(Speaker 2)
we give it and it compares us to other services. 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, and I’m able to see from beginning to

(Speaker 2)
end when the lead came in, where it is, is it in the bid process 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, you’re just going to lose

(Speaker 1)
all those potential leads. 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 you’re going to, 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, 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.

(Speaker 1)
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 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.

(Speaker 1)
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. And I know that whether they buy a ticket to a conference or not, or whether they become a client or not, Kevin, that our marketing costs to promote our conferences hover around $12,000 a month. What?

(Speaker 1)
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, and we’re spending $24,000 to promote a conference, and we’re doing a conference every 60 days approximately

(Speaker 1)
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 or over the next two months on promoting a conference and we sell a total of 300 tickets that means it’s $80 it cost me $80 per customer, per conference attendee.

(Speaker 1)
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 to speak. I’m not talking about any of the workbooks we give the attendees.

(Speaker 1)
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. I think if you ask the average entrepreneur, I know this because I’ve been doing business coaching for 20 years, the average client I talked to,

(Speaker 1)
the average potential client I talked to, they do not know what it costs them to get a new customer. Can you talk about that for a second? Why is it important to know how much money it costs you at Multi Clean to get a new customer?

(Speaker 2)
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.

(Speaker 2)
Sometimes I have to rein in the team and say, 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

(Speaker 2)
But it’s very important to know that otherwise you’re just not you at the end of the month You’re like where all my money go. So it’s very important to know what that cost is

(Speaker 1)
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 is 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,

(Speaker 1)
is so many of our listeners, they know about Dr. Z and the auto auction, or they know about me and the dog training business, 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?

(Speaker 1)
Or they’ll go, Clay, are you and Dr. Z really into cars? Do you have like an automotive background? 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, OK? And by the way, the company that bought his auto auction bought it because it was successful.

(Speaker 1)
People look up Make Your Dog Epic. They go, did you have a dog training background? 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,

(Speaker 1)
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 because you’re lucky? Because of your vast knowledge of the human eyeball and hair, dogs?

(Speaker 1)
Or is it because you’re following a proven process? And that’s what I want to hammer home into everybody’s cranium right now. Everybody can do this, Kevin, but you’ve got to follow a system. What do you say to somebody who says,

(Speaker 1)
I just don’t know if I can do it?

(Speaker 2)
What would you say? 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, to learn about, we have a software called HubSpot that you’re familiar with Excel. And we have another software called HiRise that we use

(Speaker 2)
and it crack 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 2)
because that’s where it was before.

(Speaker 25)
Now it’s not. Now it’s in paper, it’s on our server so that we can draw to it each week.

(Speaker 9)
That really helps in our growth and the flow of the whole company.

(Speaker 1)
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. Box number 10, we’ve created management systems. I mean, what people on your team will do what jobs?

(Speaker 24)
What?

(Speaker 1)
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? What, think about the people on your team. What are they supposed to be doing on a daily basis?

(Speaker 1)
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 and some sort of merit-based pay, nothing’s going to happen. Why do you have to take the time to make

(Speaker 1)
the checklists and the processes and the description of what you want employees to do and have some merit-based pay system in place?

(Speaker 2)
Well, if it’s not documented, then they won’t know what to do. Also, if it’s not documented, it’s really difficult to rely on all the employees to just think on their own.

(Speaker 2)
They need some help. They need time to focus 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 have documented expectations.

(Speaker 1)
This is so powerful, folks. I’m hoping you’re learning something. This is, 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

(Speaker 1)
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. 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,

(Speaker 1)
let’s say every week, if you’re not interviewing 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 1)
a predictable repeatable schedule in place?

(Speaker 2)
Well, nothing’s going to happen. That’s the key. Uh, having the group interview has been great. We just hired, uh, a salesman in our Oklahoma city office to the group interview, which was fantastic. And also in, in Tulsa as well.

(Speaker 2)
But, uh, but just having those, having those sustainable schedules in place is just great for the growth of the company.

(Speaker 1)
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, I’m not involved in the process.

(Speaker 1)
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 abdicating their sales calls? I say abdicate.

(Speaker 1)
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. 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 2)
Well, um, I love to be involved in all the group interviews. And, uh, 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 2)
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 hiring process. Group

(Speaker 2)
interviews are very successful. I’m encouraged to do that.

(Speaker 1)
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 must, you have to measure what you treasure.

(Speaker 1)
You have to measure what you treasure, and by default, you will slack where you, this is important, 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. I want people to think about these words.

(Speaker 1)
Casualness causes casualties. You have to measure what you treasure. You will slack where you do not track. These are all things we’re gonna teach you. Kevin, we’ve gotta have accountability though. And so anybody out there, I have a law firm

(Speaker 1)
I’ve used for years, 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. The reason why I pay them on a monthly basis is I wanna make sure that I’m paying my taxes

(Speaker 1)
on time properly, that sort of thing. Any area of our life where we wanna have improvement, 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.

(Speaker 1)
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, 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?

(Speaker 1)
They said, I hired a personal trainer. And I said, what happened? 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 2)
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

(Speaker 2)
earlier, sometimes it’s hard to keep owners accountable 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,

(Speaker 2)
we have phone calls. And it’s just been great. It’s been good accountability. Even my wife says, no matter what, you’re never leaving Thrive Time.

(Speaker 1)
Now, let’s say this somebody, you know how we live in a soundbite world. So if you could, I won’t paint you 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 1)
Kind of a 30 second overview or summary. How would you describe the business coaching and how it’s impacted your business?

(Speaker 2)
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 know, you can be the owner of a company and work 100 hours a week, and then you have no family. And so the Thrive Time relationship I’ve

(Speaker 2)
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, uh, to meet up with Clay and all the people at Thrivetime.

(Speaker 1)
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 1)
And people say, why do you charge that? Now it’s a 20% margin, and that’s what we do. Now we have some clients that we partner up with, and 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 gonna be $2,500 a month

(Speaker 1)
to buy a Yellow page ad. I mean this is over 20 years ago, 25 years ago. And that amount was wild. You know, so I got a job at Applebee’s, Target, and DirecTV. That was my get-rich system, you know, as I went to work. 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 up and that’s how we make the packages affordable at $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. Our average client is with us for over six years but

(Speaker 1)
we do have scholarships. We work with a couple 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? What do you say to somebody who’s on the fence right now?

(Speaker 1)
They’re going, I’m thinking about scheduling a 13-point assessment. I’m thinking about buying a ticket for an in-person workshop.

(Speaker 2)
Kevin, what do you say to them? item? I would say do both. 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 learned something new. And I’m so excited to bring it back and, and show the team about marketing and how to implement how to help you guys implement the SEO. And the coaching is just great because there’s accountability.

(Speaker 2)
It’s just a fantastic way to grow your company. Having a relationship with Thrivetimes, it’s just been amazing for multi-claim.

(Speaker 1)
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, hey, it’s a flat rate I’m paying,

(Speaker 1)
and I have a team that handles all of that for me? The graphic design, the photography, the search engine, the web development, the strategy. What does that do for you?

(Speaker 2)
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 hand and show me how to do it right.

(Speaker 2)
And therefore now my company is much, much larger.

(Speaker 1)
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 2)
We’re in Oklahoma and southern Kansas. And this in 2025, we are looking to open an office in northwest Arkansas.

(Speaker 1)
I encourage everybody out there. Check out the website right now. I’ll pull it up one more time. Folks. That website is multi clean. Okay.com that’s multi clean.

(Speaker 1)
Okay.com. If you’re looking for a commercial cleaning service that you can trust, go to multi clean. Okay.com. Kevin, thank you so much for your time, sir.

(Speaker 2)
I hope you have a great rest of your day. 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.

(Speaker 2)
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 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, 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 1)
Okay, 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. But Eric Trump is bringing friends. Yes, ladies and gentlemen, Alina Haba will be joining Eric Trump right

(Speaker 1)
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. 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,

(Speaker 1)
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, financial management, and more, get your tickets right now at thrivetimeshow.com.

(Speaker 1)
Once again, it’s thrivetimeshow.com. A lot of 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 to run and execute his business

(Speaker 1)
plans. 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 control, sales systems, workflow design, workflow mapping,

(Speaker 1)
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. You are talking about one of the greatest brands on the planet

(Speaker 1)
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 pretty much since 2015. He’s been the man behind it. So you’re talking, we’re

(Speaker 1)
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, but play Clark, man. He

(Speaker 4)
is one character. It’s a good word for character.

(Speaker 13)
Yeah, that is it.

(Speaker 5)
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 he’s endorsed by his mother

(Speaker 5)
and he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with. His Clay Clark starts his days

(Speaker 1)
at five o’clock in the morning.

(Speaker 13)
Oh, it’s incredible. Yeah, he’s a machine. He’s a machine.

(Speaker 5)
But his, you know, 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 13)
No, he is.

(Speaker 1)
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 1)
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. understand what it’s 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 1)
Now, we only have limited seating here. But 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 1)
I felt kind of bad that a couple people had VIP seats in the men’s restroom. Oh, no, I’m just kidding. But I felt, so I thought, you know what? We should probably add on.

(Speaker 22)
Clay Clark is here somewhere.

(Speaker 1)
Where’s my buddy Clay?

(Speaker 12)
Yeah, Clay Clark! Yeah, Clay!

(Speaker 9)
Yeah!

(Speaker 22)
Yeah! 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.

(Speaker 23)
I ran from his goats, his chickens, his dogs.

(Speaker 22)
So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing.

(Speaker 1)
So again, if you want to get 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 1)
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. I just texted my number. It’s my cell phone number. My personal cell phone number it’s 918 851 010 to 918 851 010 to I know we have a lot of Spanish-speaking people that attend these conferences and so to be

(Speaker 1)
bilingually sensitive my cell phone number is 918 851 010 to that is not actually bilingual that’s just saying one for a one it’s not the same thing thing. 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. So let’s talk about it. I’ll tee up the thing and you tell me what you’re going to learn here. Okay. Okay. You we 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,

(Speaker 1)
like the Trump brand.

(Speaker 21)
Right?

(Speaker 1)
You want to get that brand out there. 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.

(Speaker 1)
So we’re going to teach you sales. We’re going to teach you search engine optimization, 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

(Speaker 1)
and thousands of contractors, and most people struggle with managing people. Why does everybody have to learn how to manage people? 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

(Speaker 1)
in the same direction can be a challenge. But if 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,

(Speaker 1)
they’re teachable, they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re gonna teach you branding, marketing, sales,

(Speaker 20)
search engine optimization. you can get those people all pulling in the same direction. So we’re gonna teach you branding, marketing, sales,

(Speaker 1)
search engine optimization. We’re gonna teach you accounting. We’re gonna teach you personal finance, how to manage your finance. We’re gonna teach you time management. How do you manage your time?

(Speaker 1)
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? 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.

(Speaker 1)
Let me tell you how the format is set up here. And again, folks, this is a two-day interactive 15. Think about this, folks. It’s two days. Each day it starts at 7 AM, and it goes until 5 PM. So from 7 AM to 5 PM.m. So from 7 a.m. to 5 p.m. two days, it’s a two day interactive workshop.

(Speaker 1)
The way we do it is we do a 30 minute teaching session and then we break for 15 minutes for a question and answer session. So Aaron, what kind of great stuff happens during that 15 minute question and answer session after every teaching session?

(Speaker 1)
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. 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.

(Speaker 1)
And you don’t, you leave not getting your very specific questions answered about your business 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.

(Speaker 1)
And what we do is we allow you as the attendee to write your questions on the whiteboard. 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.

(Speaker 1)
And this is a true story. When you get up and stretch, you’ll be greeted by mariachis. 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.

(Speaker 1)
That was pretty interesting. You know, I should write that down. Sorry for that one guy that we lost. The crocodile, we duct taped its face. So that, right, we duct taped. It was a baby crocodile. And we duct taped.

(Speaker 1)
Yeah, duct taped around the mouth so it didn’t bite anybody. But it was really cool bouncing that thing around and petting. I should do that. I should. 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.

(Speaker 1)
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. 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.

(Speaker 1)
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. But yet, the average client that you and I work with, we can typically double this. And this is no hyperbole, no exaggeration.

(Speaker 1)
I 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 within 24 months. Yeah. Double. And you say double?

(Speaker 1)
Yeah, there’s businesses that we have tripled. There’s businesses we’ve grown 8x. There’s so many examples you can see at thrive timeshow.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 7)
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.

(Speaker 7)
Just want to take it to the next level with systems and processes to where I can drive my cars more.

(Speaker 9)
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? The last five..

(Speaker 7)
When I met you five years ago, we were doing three million.

(Speaker 1)
This year, we’re doing $3 million. We’re doing $3 million. We’re doing $3 million. years. And what kind of growth have you and your great team had here over the past, let’s say five, six years.

(Speaker 2)
The last five, when I met you five years ago, we were doing three million. This year will be, we’ll do 24 million.

(Speaker 1)
And you say, Clay, I still, I’m not going to get a ticket unless you give me more. Okay, fine. We’re going 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, who is the founder of Rustic Cuff,

(Speaker 1)
she started that company in her home. And now she sells millions of dollars of apparel and products. That’s rusticcuff.com. And someone says, I want more. This is not enough. Give me more. Okay, I’m not gonna mention their names right now

(Speaker 1)
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 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,

(Speaker 1)
what, it’s the, it’s where you rent, it’s short, not, it’s where you’re renting storage spaces. He’s a storage space guy. He owns the, what do you call that? The rental, the-

(Speaker 19)
No, no, no, no, no, no, no, no, no.

(Speaker 18)
Storage space.

(Speaker 1)
Storage units. 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. 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, you want to change your life, you want to give yourself a incredible gift, you want a life changing experience, you want to learn

(Speaker 1)
how to start and grow a company, go to thrive timeshow.com go there right now, thrive timeshow.com request a ticket for the two day interactive event.

(Speaker 4)
Hey, how’s it going? 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 were 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 sales person that works for us full time,

(Speaker 4)
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 revolutionary. It’s not this crazy walk on hot coals and all this stuff. It’s just real, real stuff.

(Speaker 1)
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 1)
but I already signed up for this incredible other program called Smoke Your Way to Thin. And I think that’s gonna change your life. I promise you, this’ll be 10 times better than that.

(Speaker 17)
It’s like I picked the wrong week to quit smoking.

(Speaker 1)
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. Not the best weight loss program to play. Right. Not really.

(Speaker 1)
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. 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 9)
♪♪

(Speaker 15)
Whoa!

(Speaker 1)
What kind of growth have you had since you and I have been working together over these past few years?

(Speaker 16)
3.45 million. I got those stats before I got on here.

(Speaker 1)
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 16)
Yeah, 3,450,000.

(Speaker 1)
Would that be like if you took the combined revenue and maybe doubled it? Have we gone up by a half?

(Speaker 16)
About almost three, not quite. About almost three, not quite.

(Speaker 15)
Whoa!

 

Transcribed with Cockatoo