Clay Clark Client Success Story | “It’s Because of You Guys That We Have Been So Successful. Your Program Was a Life Changing Event! Your Team Is Very Integrity Driven. ” – Reidar & Vanessa (Founders of VanessaCarlson.com)

Audio Transcription

Transcribed with Cockatoo

(Speaker 3)
My name is Raider Carlson and our company is Vanessa Carlson Fitness.

(Speaker 4)
My goal, if you’re not having fun, you’re not going to work out. And so it’s meeting my client where they are at their pace and getting them to where they want to be, where they feel confident in their journey. Yeah, we’re, yeah, we’re getting leads pretty much weekly.

(Speaker 1)
Raider, how would you describe what the business coaching program has made? What kind of impact it’s made on your business in these first five months with you guys?

(Speaker 3)
Oh my gosh, I mean, it’s been I can’t even tell you the value it’s brought.

(Speaker 4)
I think it’s important to know and I don’t think we’ve mentioned this is that we’re New to Maine, we moved here in February not knowing anyone, not having any family here, not having any roots here. And we met you guys March 15th. And so the fact that we didn’t have any roots here, any background here, we didn’t go to school here, we’re not here from generation after generation like most of the people. The way you were able to look at our business and tell us what to do and how successful we’ve been in such a short amount of time. We were very transparent and told you guys, if this doesn’t work, we don’t know what we’re going to do. This has to work.

(Speaker 4)
We’ve had our experience with our three gyms the last 10 years, and we’re all in. And you guys took us seriously, and we’ve done what you told us to do. And it’s because of you guys and the Lord, really, that we have been so successful, from the basics of paying our bills to actually having some freedom and time with our two young little kids. You have nothing to lose. I can definitely understand being on the fence or being scared. I know for me, I’m always the one that’s like, oh, should we do this?

(Speaker 4)
You know, we’ve worked with other companies in the past. But there’s really nothing to lose. There’s no pressure. If you can help us, you’ll let us know. You’re very transparent and direct. Your yeses are yes, your nos are nos.

(Speaker 4)
And if it’s not a good fit, you know, no harm lost. But there is nothing to lose. You got to go for it and just rip the bandaid off and go for four. So you’re not going to regret it.

(Speaker 1)
All right, ladies and gentlemen, on today’s show, I’m going to introduce you to some real people who are real listeners to our real show from time to time. They’ve been to our real conference. I’ve met them. I’ve shaken their hands. They’re really great people. And just like you, if you’re watching this show, maybe you have a skill.

(Speaker 1)
Maybe you’re a painter. Maybe you’re a doctor. You’re a dentist. You’re a lawyer. You’re a home builder. And what you need is more leads.

(Speaker 1)
Because if you don’t have leads, you can’t succeed. Now, once you have leads, there’s a lot of other problems or opportunities to improve that will present themselves. But the big thing you got to do to kind of kick off to kickstart, to get the business going, is you gotta generate leads. And these wonderful clients, friends of our program, they’re here to share with you about their journey. And I tell you what, if we interview them this time next year, I bet you they’re gonna have 10 times more success than they’re having right now. And now that he further ado, the Lovebirds, welcome on to the Thrive Time Show.

(Speaker 83)
How are you two?

(Speaker 4)
We’re doing great.

(Speaker 3)
Very much in love.

(Speaker 1)
Now, sir, why don’t you, I’ll start with you. Tell us your first and last name and tell us what’s the name of your company there, sir.

(Speaker 21)
Sure.

(Speaker 3)
My name is Rader Carlson and our company is Vanessa Carlson Fitness.

(Speaker 1)
Now, Rader, for people out there that might think that you are a hologram, please introduce us to your wife. Maybe tell us a little bit about how you guys met or something just so we know you’re a real person.

(Speaker 3)
This is my lovely wife, Vanessa Carlson. We actually met on a cruise back in 2010. It was a destination wedding in Barbados, and we met at dinner. It was kind of amazing that we actually, after the cruise, we were both going back to the same area, Scranton, Pennsylvania, and that’s where we continued getting to know each other.

(Speaker 4)
We’ve been together ever since.

(Speaker 1)
Now, for anybody out there that wants to look up your website, I’m going to pull it up here real quick, and I want to make sure I’m going to the right website for anybody who’s taking notes and wants to check it out here. We’ve got vccrossfit . com. Is that the right website?

(Speaker 82)
And

(Speaker 1)
And if not, what’s the website we can go to? Vanessacarlson . com. OK, see? Somebody typed in the wrong web address. They’re going, that’s not the right website.

(Speaker 1)
What website am I going to go to? Vanessacarlson . com. We’re looking it up right there. There it is. That’s you.

(Speaker 1)
Vanessa Carlson .

(Speaker 4)
com. Okay. I just want to clear up any confusion because some people are going to Google that’s what they’re going to find.

(Speaker 1)
So this is Vanessa Carlson . com. Uh, tell us, uh, Vanessa, what is it that makes, um, your, uh, brand of, of fitness training, mentorship, and coaching perhaps different from that of the average, uh, fitness program? Oh, definitely our fun first approach. My goal, if you’re not having fun, you’re not going to work out. And so it’s meeting my client where they are at their pace and getting them to where they want to be, where they feel confident in their journey.

(Speaker 1)
Now, I’m taking notes here. I’m not playing solitaire as I’m taking notes. There’s somebody out there that’s going, man, you know, I want to pursue my passion.

(Speaker 4)
I already know that I’m a doctor.

(Speaker 82)
I’m a dentist.

(Speaker 10)
I’m a lawyer.

(Speaker 1)
I’m an architect. I have that skill set, but I’m not generating any leads.

(Speaker 4)
How long have we had the opportunity to work with you two thus far there, Ms. Vanessa? Since March 15th, so what is that? April, May, June, July, August, five months? Five months.

(Speaker 1)
Five months, okay.

(Speaker 81)
Now, if somebody were to sign up for your fitness program with you, and they are serious about following the diet, following the coaching, how much, I know you hate to, because you’re in the fitness space, you don’t want to talk about weight someone can lose, but what kind of changes can somebody see in five months, Vanessa, if they diligently follow your fitness program?

(Speaker 4)
Right, if someone’s looking to lose weight and following the program is one to two pounds a week. So anywhere between four to eight pounds a month. So anywhere between 16 to 32 pounds within what is that?

(Speaker 1)
Four to five months? Have you seen this happen before?

(Speaker 80)
Oh gosh, yes.

(Speaker 1)
It’s very simple. It’s just getting it going, getting started and having someone to help you so that you don’t have to figure it out by yourself, right? So that’s where I come in to kind of fill in the gaps, look at their schedule, look at their resources, what they have available and make it simple for them so that they can be consistent and get the results that they’re looking for. I’m pulling up your website right now. That’s vanessacarlson .

(Speaker 3)
com. Raider, where do people need to be to work with your services? Do we have to be in the East Coast? Do we have to be in the West Coast? Do we need to be in the Midwest? Where do people need to be geographically located to benefit from the services at vanessacarlson .

(Speaker 3)
com? Actually anywhere, Clay. That’s because we have two components. We have a virtual component where my wife has done like over 46 and counting different videos on actually working with people where they are in their home. But also we have a program that can actually way to measure them and then keep them on a specified plan that keeps them motivated, you know, because that’s the hard thing.

(Speaker 1)
If you don’t have a plan, you know, people without a plan usually fail. But also in the Portland area, Portland, Maine, probably about an hour north and south of Portland, Maine, we have the benefit of actually working out in person. But then what we do is we pair that in -person component with the virtual component.

(Speaker 79)
And that actually brings the rates way down for our clients.

(Speaker 1)
Because usually, when someone is working one -on -one with a client, it’s usually anywhere between $100 to $125 an hour. But with us, working in -person and virtually, we can bring that all the way down to $20 a session in some cases. So just to be clear, anybody watching this show right now who wants to lose weight, which by the way, what, two out of three Americans right now want to lose weight.

(Speaker 24)
So if anybody’s watching today’s show and they want to lose weight, they can go to vanessacarlson .

(Speaker 1)
com. That’s the website, vanessacarlson .

(Speaker 4)
com. They go there. It’s not the CrossFit site, folks.

(Speaker 1)
We’re going to vanessacarlson . com.

(Speaker 4)
We go there. What’s the next step there, Vanessa, if people want to take action and they want to pursue a conversation with you? Oh, it’s so simple.

(Speaker 1)
So most people take a look at the website, they love the vibe, and they are able to put in their information, and then I contact them pretty much within that day. The minute I get their information, I can reach out to them, I call them, and if I don’t hear from them, I also send them a text, and we’re in pretty much contact as soon as possible. Now, I’m not looking for you to have to quote a specific price, Vanessa, but for somebody out there that wants to get in shape, how affordable is it really for anybody out there? I know Rader touched on it briefly, but how affordable is it for anybody out there that says, hey, I’m in a tight spot, but I want to optimize my health. How affordable is it? Yeah, normally what you would be paying for an hour, you could be paying for a whole month with my services.

(Speaker 1)
The good thing is that we have the ability to do in -person here in that Portland, Maine area, but the virtual component makes it really nice for people where they get more sessions, so you get more bang for your buck. Now switching gears for a second, when I met you guys, I knew right away we could help you.

(Speaker 3)
I knew that. And I’m sure you feel the same way about people with fitness. You meet somebody and you go, man, I could really help this person.

(Speaker 1)
And you talk to them and it kind of resonates or it connects that, wow, I could help you optimize your health. I felt the same way about your business. Raider, how did you know that reaching out to our team would be a good fit for you and your wife? Because I know you’re investing your time and your dollars into something over the last five months. well it you know you are who you hang around and you know your top five people you know you’re going to be kind of like that and i’ve seen the caliber of people that you hang out with clay and so I know that those are the kind of people that I want to be associated with, too.

(Speaker 1)
And I just know that this is just the program because of the people that are in it. No, you’re good. You’re good. So, so you knew it was a good fit. Now, when you guys decide when you’ve signed up, I tell Sean every single morning, I tell all my coaches every single morning, literally every single morning at 550, which is 650 your time, every single morning at 550. We have the same talk.

(Speaker 1)
And I say, guys, look, We got to make sure that every single client we have is creating more money.

(Speaker 3)
They’re making more money than they’re paying us.

(Speaker 1)
That has to happen. That is my number one goal.

(Speaker 78)
The second goal is to help that client achieve time, freedom, and financial freedom through systems.

(Speaker 4)
Could you maybe explain from an ROI perspective, Raider?

(Speaker 3)
Are you now bringing in more money than you’re paying us?

(Speaker 1)
Is that happening? That is happening, correct. Vanessa, are you getting online leads now, finally? Are you getting some leads?

(Speaker 3)
Oh, yes. Yeah, we’re getting leads pretty much weekly. Sometimes two times, sometimes one, sometimes zero, but on average, at least one a week. So I’ve got three questions, rapid fire for you, Rader, then I’m going to have your wife one up you. It’s the same question. So here we go.

(Speaker 3)
Rader, for anybody out there that sits on the fence about working with your wife and her program, what do you say? Well, Everyone knows about the about, you know, some, some trainers, you go to the gym, and you give them a lot of money. And they literally just work you out to you’re so sorry, you can’t move. And then they literally forfeit the rest of your money to that person. I mean, everyone’s got horror stories about the gym and some sort of trainer. The great thing about my wife is that she’s actually a doctor of physical therapy, a licensed massage therapist, master trainer with National Academy of Sports Medicine.

(Speaker 1)
And we’ve had three gyms in 10 years, working with primarily women. And so with all that caliber, she is you know, some people aren’t worth the paper they’re printed on, but she definitely is worth more. And she just knows how to connect so well that people just feel like they’ve known her forever. And, and most women are, it’s not, it’s not just about who you attract to the business, but it’s about who you keep in your business. And we significantly every single month, we just add clients to our list.

(Speaker 1)
We don’t, we don’t, we’re not losing anybody, Clay. Second question for you, you know, with whether it’s fitness coaching or business coaching, there has to be a consistent, diligent, effort. There has to be a consistent application of effort. The Bible tells us, Proverbs 10, 4, God blesses the hand of the diligent and he punishes the hand of the slackered. We’ve got to sow the seed to reap a harvest.

(Speaker 3)
And a big part of the coaching we do is we want to make sure that we make a simple system. There’s a lot of details. There’s a lot of search engine nerdery we have to do behind the scenes. But our team, every week we meet with you, we try to lay out a very easy to follow or a simple path. Raider, how would you describe what the business coaching program has made? What kind of impact it’s made on your business?

(Speaker 1)
in these first five months with you guys?

(Speaker 31)
Oh my gosh.

(Speaker 1)
I mean, it’s been, I can’t even tell you the value it’s brought. What’s funny is, you know, the first thing when we came to you, you looked at where we lived.

(Speaker 3)
and the demographics and the geographics and basically our competition found out that it was very winnable because most people are not practicing what you guys are talking about. And literally that had a lot to do with our success. We were geographically located in a really great area and we took your advice, literally the opposite advice of most SEO managers, who basically you pay like way more than you honestly, Clay, for not as many good results as what you’ve given us. Final question, and I’m going to your wife for the same line of interrogation here. Oh, no. If I’m watching this video right now and I’m thinking,

(Speaker 1)
about coming to an in -person Thrive Time Show workshop with Tim Tebow or Eric Trump or Robert Kiyosaki or the different wonderful people we have an opportunity to work with at our conferences, if I’m on the fence about scheduling a 13 -point assessment, Raider, what would you say to someone who’s on the fence and why? I mean, you can’t afford not to go. I mean, I guess how fast do you want to go? I mean, do you want to wait to your grandpa and then say you missed it? Or do you want to go, you know, and make an impact almost immediately? All you got to do is simple, just do what they say, and then you’ll be successful.

(Speaker 1)
That’s it. All right, we’re switching gears, going to Vanessa here, the brainchild, the mastermind. Why should everybody, Vanessa, check out your company?

(Speaker 4)
I know you’re passionate, and I mean this sincerely. There’s somebody watching this. They’re a doctor, they’re a dentist, they’re a lawyer. They have the same passion for their service as you have for yours. When I first met you, you were sharing with us, or you and your husband were sharing with us about how you just want to help people get in shape, take their health to the next level. So I’d ask you this.

(Speaker 1)
Why should everybody out there reach out to your website and maybe look into working with your service? Oh, I think because we generally want them to succeed. I mean, whether it’s losing weight, whether it’s building muscle, whether it’s feeling better, whether it’s having more energy with your grandkids, we I want you to succeed, we want you to succeed. And our heart is all in it. And so I think that’s the most important thing is that we actually genuinely care.

(Speaker 4)
And not only do we care, but I love we love what we do. And it’s it’s very, very honoring to share that passion with someone and see their lives change for the better. You know having now worked with dozens of people in the fitness industry over the years, dozens of businesses, I could say what you guys do is so rewarding. I mean you’re actually changing lives and that’s something that we try to do here too. I want to ask you this question. How would you describe the impact that

(Speaker 4)
our business coaching has had on your business, you and your husband building this business, launching this new fitness brand out there in Portland, Maine? I think it’s important to know, and I don’t think we’ve mentioned this, is that we’re new to Maine. We moved here in February, not knowing anyone, not having any family here, not having any roots here. And we met you guys March 15th. And so the fact that we didn’t have any roots here, any background here, we didn’t go to school here.

(Speaker 1)
We’re not here from generation after generation, like most of the people. The way you were able to look at our business and tell us what to do and how successful we’ve been in such a short amount of time. We were very transparent and told you guys, if this doesn’t work, we don’t know what we’re going to do. This has to work. We’ve had our experience with our three gyms the last 10 years, and we’re all in. And you guys took us seriously, and we’ve done what you told us to do.

(Speaker 1)
And it’s because of you guys and the Lord, really, that we have been so successful, from the basics of paying our bills to actually having some freedom and time with our two young little kids. Final question I have here for you. What would you say to anybody who’s on the fence? You know, there’s somebody going to thrive timeshow . com.

(Speaker 4)
This is where I find a lot of times. I find people, they go online and I can actually see this on some of the tools we use for websites, but they’ll go to vanessacarlson .

(Speaker 77)
com, let’s say, or they’ll go to thrive timeshow .

(Speaker 4)
com or whatever website it is. And they go there and they’re like, you know, I should probably fill out the form. But then they get a call. they get a little hesitation, they get an inner dialogue, they get an interruption, and then maybe they don’t do it. What do you say to somebody out there who’s watching this broadcast right now that’s on the fence thinking about coming to one of our in -person workshops or scheduling a free 13 -point assessment with myself and the team? You have nothing to lose.

(Speaker 4)
I can definitely understand being on the fence or being scared. I know for me, I’m always the one that’s like, oh, should we do this? We’ve worked with other companies in the past. But there’s really nothing to lose.

(Speaker 1)
There’s no pressure. If you can help us, you’ll let us know. You’re very transparent and direct. Your yeses are yes, your nos are nos. And if it’s not a good fit, no harm lost. But there’s nothing to lose.

(Speaker 1)
You’ve got to go for it and just rip the Band -Aid off and go full force. You’re not going to regret it at all.

(Speaker 27)
Well, I’m going to give you guys the final word.

(Speaker 1)
I’ll go to Raider for you for the final word, then your wife for the final, final word. Again, my hope for today’s show is one, everybody out there, if you’re watching this, my calls to action would be, if you’re watching this and you’re wanting to lose weight, I encourage you to check out vanessacarlson . com. Just go there, check it out, marinate on it. Perhaps schedule a free consultation. Again, the testimonials, you continue to mount more and more testimonials, more and more success stories.

(Speaker 1)
It’s been very exciting. So I encourage everyone to check out vanessacarlson . com. Two, if you’re watching today’s show, be a doer. The book of James is all about doing, not just hearing. Now, that’s from a biblical perspective.

(Speaker 1)
But whether you’re talking about business, you’re talking about optimizing your health, be a doer.

(Speaker 3)
Don’t just be a hearer. Napoleon Hill once said, action is the real measure of intelligence. I’m all about action, action, action.

(Speaker 1)
So go to vanessacarlson . com and go to thrivetimeshow . com. Get your tickets for an upcoming business workshop featuring Eric Trump, Tim Tebow, Team America. Get your tickets at thrivetimeshow .

(Speaker 4)
com. Rader, I’ll give you the final word. What’s the final word you want to say to all the listeners out there, sir? I would say that your program was a life -changing event, and it changed our lives.

(Speaker 1)
I would, you know, just do it. I mean, you know, when you start thinking about stuff, that’s when you don’t do it.

(Speaker 67)
So I would just do it and fool yourself into just doing it.

(Speaker 3)
Okay, Vanessa, I’ll give you the final word, the final, final word.

(Speaker 1)
What do you say to anybody out there that’s tuning in today? Perhaps they need a nudge of encouragement or you can share anything on your heart. What do you want to share? with all the listeners out there? I think not only does your program work, but your team is very integrity -driven, which is very important to me. And just watching you over the course of months with Reawaken America and my husband going to the workshop, you can’t go wrong.

(Speaker 1)
You can’t go wrong. Move forward, take action, grab the bull by its horns, and you won’t regret it. Thank you guys so much for carving out time. I really do appreciate you both and hope you have a great rest of your day. Thank you. Thank you again.

(Speaker 17)
OK, Thrive Nation, on today’s show, we’re going to be joined here on part two of today’s show with a success story of a longtime client who’s having massive success. But on part one of today’s show, you just listened to a client who’s been new.

(Speaker 5)
They’re kind of a new client.

(Speaker 1)
They’ve only been around since March. And if you decide to become a business coaching client of our program, my whole thing, it might not sound super deep. It might sound kind of shallow.

(Speaker 5)
But Levi, I want to get your reaction to this.

(Speaker 76)
And Levi, what mic are you on?

(Speaker 1)
Is it number four over there?

(Speaker 34)
What mic is that?

(Speaker 1)
Remember before, okay. Why do you think my entire flow, my entire mantra, my entire focus, whatever you want to call it, is that I want to make sure the clients that hire us are making more money than they’re paying us? Well, that’s, you know, that’s the standard. That’s your goal. So, you know, we just push every day to get close to that.

(Speaker 11)
Let’s say that you took your car to get your car repaired.

(Speaker 39)
All right, your muffler isn’t working, you want to get it repaired.

(Speaker 27)
What would you want from the muffler repair shop?

(Speaker 1)
Well, I’d want to, I want them to repair my muffler. I don’t know. Robert, Robert, are you on the mic over there?

(Speaker 16)
Yeah.

(Speaker 1)
Okay. So what if you took your car to a muffler repair shop and a guy taught you a whole bunch of things? It was very educational. Perhaps it was inspirational. Perhaps you learned a lot, but you did, but they, they didn’t fix your muffler. How often would you go back to that muffler repair shop?

(Speaker 1)
I would never go back to that muffler shop. It’s fair.

(Speaker 16)
Rihanna. How often would you go to a bakery? You go to the bakery, the food tastes terrible, but you know,

(Speaker 1)
bakery team, they’re nice people. Um, I’d be super happy that they were nice people, but I probably wouldn’t go back. It’s fair. So while I’m saying is that it comes down to we, as a coaching service, what we want to do is make sure you’re making more money than you’re paying us.

(Speaker 11)
We want to help you scale your company.

(Speaker 1)
And no matter what business you’re in, whether it’s a cleaning service or it’s a fitness company, there’s this thing called initial events. And it’s kind of like the framework or the foundation of building a successful company.

(Speaker 31)
And so I want to talk through that so that everybody out there, whether you become a client or not, you know, you got to optimize these aspects of your company.

(Speaker 33)
So the first step we want to do is we want to optimize the workflow.

(Speaker 1)
Rhianna, what is a workflow and why do we want to optimize the workflow?

(Speaker 11)
Yeah, the workflow, it’s going to keep you organized.

(Speaker 1)
It’s going to coach you along the steps of building your business.

(Speaker 52)
And you want to make sure that it’s optimized so that way you can be the most organized as possible and really scale your business at a good time.

(Speaker 75)
And again, a workflow, it’s like a linear visual, like a map, like a blueprint.

(Speaker 1)
It’s a document so you can see how your business works. And most people do not have that in place. And Robert, why do people not have a workflow in place? Because they aren’t aware of how important it is to help them with a successful business.

(Speaker 16)
I mean, previous to working here, has it ever been talked to you?

(Speaker 74)
Has someone ever taught you about a workflow?

(Speaker 25)
Not once.

(Speaker 1)
Ever? Never. You ever heard that word before, ever? I’ve heard the word, but no one’s ever talked to me about it specifically. Macy, have you ever, you know, found yourself having a deep conversation with, you know, somebody, you know, from college or high school about workflows? No, not at all.

(Speaker 1)
Ever? Okay, that’s fair. Okay, Rhianna, what about you?

(Speaker 3)
Workflows?

(Speaker 11)
Anybody ever talk about workflows?

(Speaker 1)
Never.

(Speaker 11)
Nope.

(Speaker 1)
It’s fair. Okay, this is what I hear every time.

(Speaker 3)
A lot of rejection here today.

(Speaker 1)
Okay, second is you want to install a tracking sheet.

(Speaker 69)
So a tracking sheet is where you track the results.

(Speaker 1)
So I want to get your thoughts on this tracking sheets.

(Speaker 73)
So tracking sheets.

(Speaker 16)
When we have a tracking sheet, Robert elephant in the room, we cut hair.

(Speaker 1)
Why do we have a tracking sheet in place? We have a tracking sheet to keep us well as the name implies to keep us on track with our numbers to see how we’re doing for the week.

(Speaker 72)
It’s a great way for you to stay organized and to make sure that you’re hitting your numbers daily and weekly. And okay, can you introduce us to your friend sharing the microphone here?

(Speaker 10)
Yes, this is Giselle, another manager, elephant in the room.

(Speaker 1)
Okay, so Giselle, you’re learning at the elephant in the room, you’re working there, you’re learning the systems.

(Speaker 16)
Why do we have checklists for everything and why do we track everything?

(Speaker 1)
We have checklists and we track everything because we want to keep it all organized and have everything flow. You played soccer.

(Speaker 16)
Yes. Were you good?

(Speaker 1)
Um, I mean, were you really good in high school? Yeah, I think so. Yeah. If I was able to go play collegiate level, I’d say so.

(Speaker 21)
Yeah. But high school, you’re really good. How did you know you were good?

(Speaker 1)
Um, how did I know?

(Speaker 71)
I don’t know.

(Speaker 1)
I just kind of think about this for a second. What if they didn’t keep score in sports?

(Speaker 54)
Then you would really never know who is the best.

(Speaker 1)
What do you think, Rihanna? What if they didn’t keep score? Um, well, then you wouldn’t know if you’re doing a good job. You wouldn’t know if you’re winning. You wouldn’t know if you’re doing what you’re setting out to do. So McKenna, why is it that in small business or business that many businesses just simply do not keep score?

(Speaker 1)
Why, why don’t they track the financials, the money that’s coming in and the money that’s coming out?

(Speaker 70)
Why is that?

(Speaker 3)
I think they’re organized.

(Speaker 1)
I don’t think they’re organized to like keep everything in track. Don’t know where to find. Let’s do a moral dilemma situation. Okay. So recently I was coaching with a client. I’ll be vague about who they are, but we’re going through the tracking sheet and the sales are not going well.

(Speaker 1)
Okay. And the person who should be tracking is related to the owner.

(Speaker 16)
So they’re related. And the person who should be doing sales is probably one of the worst salespeople I’ve ever heard of or seen or experienced. Objectively, they’re probably in the bottom 2 % of salespeople in the history of humanity.

(Speaker 1)
But yet the family won’t replace them. Why? Because they’re family.

(Speaker 11)
But They’re probably not, are they tracking? So let’s flip it over to soccer though for a second. Let’s say that your dad is a great guy, your cousin, your neighbor. Let’s say it’s your uncle, your uncle Eddie, cousin Eddie, cousin Eddie. Okay.

(Speaker 1)
And he, he loves you. He likes soccer. He wants you to do well, but he’s not good at soccer. He’s in his early sixties and he’s on your college soccer team and you’re losing all your games because of cousin Eddie. What would be the compassionate thing to do if you actually wanted to win games? Um, I personally would probably talk to the coach or be like, Hey, listen, he’s not helping us.

(Speaker 1)
He’s bringing us down.

(Speaker 69)
Like, obviously we need some changes.

(Speaker 16)
Like, so Levi, why won’t people do that in business? Well, um, man, uh, why in sports it’s obvious Robert, like in business, they won’t do it.

(Speaker 1)
Robert, why do you think? Well, it’s a good question. Nepotism has always been around in business. I would say. Um, the best solution to that, like you said, would be getting rid of, you know, the people who aren’t performing. But, uh, as to why I it’s family, like you said, it’s a strong bond.

(Speaker 1)
Okay. So we start with family.

(Speaker 62)
Let’s shift away from family.

(Speaker 1)
Rihanna, we’ll, we’ll just get into like people that we like. You’ve been here long enough.

(Speaker 62)
There’s been people that we like who’ve worked here who are really, really nice people, but they’re not good at their thing.

(Speaker 1)
You know, it’s like, do we have to cut hair for the haircut business elephant in the room? Right.

(Speaker 31)
And even though we like them, if they can’t cut hair, what’s the problem?

(Speaker 1)
Um, they’re probably just afraid of hurting their feelings. That’s why I don’t say anything. Yeah, and this is so, again, I’m just telling you, tracking sort of takes all the emotion out of it and it becomes very clear what’s working and what’s not when you track. We’ll help you with that.

(Speaker 17)
Step number three, Macy, we have to optimize, we have to gather all the passwords and optimize all the social media platforms, all of them, Google Maps, Facebook, YouTube. And again, on part one of today’s show, we’ve introduced our listeners to a client who’s been a client since March. So at the time of this recording, they’ve only been a client, what, March, April, May, June, July, August.

(Speaker 1)
They’ve been a client for six months, and now they’re bringing in six times more than they’re paying us, right? So they’ve been a client for six months, and they’re bringing in six times more than they’re paying us.

(Speaker 11)
Why do we have to optimize all these social media platforms every single time with every single client? So that they can bring in new leads and make more money. Right. And why do you think that most business owners don’t have their Google Map optimized by default?

(Speaker 1)
Nobody’s ever told them to, maybe? I think people don’t know what to do. I think they don’t know, or maybe we’re busy. I don’t know. I mean, Levi, every time I’ll sit there and I’ll help a business optimize their Google Map, and they’ll go, oh my gosh, that’s not my right phone number. Oh, wow, that’s not even a photo of me.

(Speaker 1)
The name of my company is wrong. Those hours aren’t correct. Why is it that every time that people need help optimizing this stuff? Well, they’re unaware. They don’t know what they have to do.

(Speaker 7)
And when people start working with you, that all changes.

(Speaker 21)
And then once they do know what to do, Robert, why is it that once somebody knows what to do, from a coaching perspective, we kind of follow up and follow up and follow up in a nice way, but we follow up and follow up until we almost hate the idea to get things done.

(Speaker 1)
Why is there this relentless follow up?

(Speaker 68)
Well, it’s not always the funnest thing to do.

(Speaker 23)
So I wouldn’t say

(Speaker 16)
laziness so much as it’s just it’s hard. That’s why they have us helping them do it.

(Speaker 1)
Also, it has to do with time blocking.

(Speaker 22)
So McKenna, you’re here, which means you’re not somewhere else.

(Speaker 1)
So you know, think about it, you guys are here, which means you’re not somewhere else. That’s why whenever I’m doing training, or anything, I try to keep everything short, tight, Concise because for you to be here, it means you’re not somewhere else. You know, it’s it’s like a time management thing Why is it that most entrepreneurs most people watching today’s show by default do not have a calendar or a to -do list? Why is that most people do not have a calendar for their life or a to -do list? So like tonight you guys all have plans. I have plans tonight.

(Speaker 1)
So we all plan so tonight 630. I’m going to my friends celebration party thing It’s in my calendar. Why is it that most people don’t have a calendar or a to -do list? Why is that? They probably think they can remember it without writing it down. I think that’s the thing.

(Speaker 1)
I think that’s it. Rayna, what do you think? I agree with McKenna. Yeah, they think they’re just going to remember it and they think they have all the time in the world until it comes time to getting it done.

(Speaker 67)
I think the education system puts a bias on memorization.

(Speaker 24)
Absolutely.

(Speaker 62)
Like they celebrate it like it’s somehow a good thing.

(Speaker 1)
Like, oh yeah, you memorized all these things. You’re great. Good. And here’s an A. But then in business, it’s like the opposite of that. It’s like, stop trying to remember anything. Just write it down.

(Speaker 1)
Okay, moving on.

(Speaker 41)
So we move on to our next step here.

(Speaker 3)
This is step number five.

(Speaker 1)
You got to build a website that ranks in the search results. Now, this client that we just featured on part one of today’s show, they’re bringing in six times more money than they’re paying us. And they’ve only been a client for six months. And a big part of that, not all of it, but a big part of their marketing, I would say a third of their marketing is search engine optimization. Macy, I would argue most people are using the internet to find the things they need, but most people don’t know how the internet works.

(Speaker 2)
Maybe you disagree.

(Speaker 1)
At college, did they have a series of classes about search engine optimization that you attended week after week, year after year, where they taught you search engine optimization? Sadly, no. Why? They just didn’t see it as important, I guess, or to teach it to us. You probably went to a bad school. We’ll switch over here to Giselle.

(Speaker 21)
At your school, were they teaching search engine optimization?

(Speaker 1)
There’s this thing called the internet, kids, and it’s coming out. And soon, people are going to start using it to find stuff. So we should probably know how it works. Did they ever have that class? Not a specific class for it.

(Speaker 21)
Maybe some mentions here and there, but never really like. It blows my mind that 99 % of how we find things is the internet, but no one talks about how to optimize on it. Really, that would be like having a soccer coach that’s afraid of soccer balls and doesn’t want to see them.

(Speaker 1)
It’s just a weird energy.

(Speaker 66)
Robert, did you go to a school, a high school or college where they taught you, there’s this thing called the internet, and the kids are going to start using it, and they’re going to go on the internet to find stuff, the World Wide Web, and then this is how you optimize for it.

(Speaker 3)
Did anyone teach you that?

(Speaker 47)
Nope.

(Speaker 1)
McKenna, did you go to a different school where your school, where they’re going, Hey, Hey, Hey, kids wake up. This is serious stuff.

(Speaker 16)
I know we just studied psychology and sociology and a bunch of mindless crap.

(Speaker 8)
That doesn’t matter.

(Speaker 1)
But now you got to get focused because this is the search engine optimization class.

(Speaker 65)
Did they ever teach that?

(Speaker 17)
Yes, I actually had multiple classes that taught me SEO.

(Speaker 7)
Oh yes.

(Speaker 51)
We got one.

(Speaker 43)
Okay.

(Speaker 1)
How many classes did you have? What’d they teach him? I, it wasn’t called SEO, but we learned SEO. My.

(Speaker 10)
degree was strategic communications and I focused in social media.

(Speaker 11)
So, so you did cover it.

(Speaker 1)
Yeah.

(Speaker 34)
We talked about SEO a lot.

(Speaker 1)
Okay.

(Speaker 64)
So you’re, what about you, Rihanna?

(Speaker 1)
Would they, they cover it with high school college anywhere? Nope. Not for me. Levi high school college anywhere? No, I didn’t. I actually, in my opinion, I didn’t learn any useful, um, information, anything past like sophomore year of high school.

(Speaker 1)
Yeah. I kind of feel that, you know? Yeah. Yeah. I kind of agree with that idea for sure. I remember the senior year for a lot of people.

(Speaker 1)
at least my senior year was, I mean, I went to college early because I knew my whole senior year would just be jackassery. Was your senior year, Robert, primarily jackassery? Your senior year of high school? I actually dropped out of high school, so… I like that. Yeah.

(Speaker 1)
You’re my kind of guy. Nice. You’re an aggressive man. Okay. So we’ll teach everybody how to optimize your website.

(Speaker 63)
If you’re a client, we’ll do it.

(Speaker 16)
Okay. But optimizing a website, it’s not just an event. It’s a process.

(Speaker 1)
So once you do it, it’s like planting a garden. You have to continually update the website every month. And there’s four things that make you rank top in those search engine results. And I’m going to talk about it all the time until my head explodes. One is your website has to be search engine compliant or Google canonically compliant. Don’t get overwhelmed by the words.

(Speaker 1)
It’s, is your website compliant for Google search results? Second, is your website mobile compliant? Step number three, does your website have the most objective Google reviews? And four, does your website have the most original content? Somebody watching today’s show, you might not like that that is the equation, but that’s what makes it work. So Rhian, I want to get your thoughts on this.

(Speaker 1)
You’ve observed clients, you’ve seen us coach clients. There’s a certain repetitive nature. Once you get your business going, there’s certain things you have to do every week. And in your position, elephant in the room, working as kind of HR director and onboarder, there are certain repetitive tasks. Why are there certain aspects of business that you have to do over and over every week, every week, every week? Yeah.

(Speaker 1)
It’s kind of like you said, it’s like weeding a garden.

(Speaker 17)
So if you just stop what you’re doing and you stop pulling those weeds and then eventually the weeds are going to overtake your garden.

(Speaker 10)
So if you stop hiring, stop getting Google reviews, then all of the craziness is just going to overwhelm your business.

(Speaker 17)
This is 100 % accurate. Now we move on here. Your website has to be point number six, has to have a branded favicon.

(Speaker 5)
I don’t think most people know that stands for favorite icon, but you have to have a favicon on your website.

(Speaker 1)
If you’re watching today’s show and you say, that’s okay.

(Speaker 5)
Nobody knows what this is before we help them on the next number, number eight, you have to have our number

(Speaker 1)
seven, you have to have HTTPS encryption on your website. Hypertext Transfer Protocol. It’s the HTTPS security. And someone says, why do I have to have that on my site? I don’t want to have it on my site. Does it actually even help?

(Speaker 1)
I don’t know that it does. Folks, Sony got hacked, this just in. The IRS has been hacked. Social Security has been hacked.

(Speaker 62)
I’m pretty sure they’re spending more money on their website than we’re going to spend by paying 80 bucks a year for HTTPS encryption, but you have to do it.

(Speaker 1)
Levi, there are certain things you have to do to rank in the search engine results, and they’re not things that are exciting, but you have to do it.

(Speaker 62)
What would you say to somebody out there that says, I know that I have to do it, but I don’t want to do it?

(Speaker 1)
just get over the mental block and really focus and just do it. Go in the flow. You have to. You have to feel the flow. You have to find your own flow state.

(Speaker 17)
Maybe do some, you know, if you’re not feeling too good, step aside and do like 25, 30 push -ups. And you’re back in the game.

(Speaker 1)
Yep, back in the game. Now move number eight, Macy, you gotta have a no -brainer. It’s an offer that you’re offering first -time customers that’s so hot, so good, that people can’t resist it. It’s like, Bed Bath & Beyond back in the day, they do 50 % off of towels.

(Speaker 6)
Target does this stuff, buy two towels, get one free.

(Speaker 1)
Every shampoo says 30 % more. They used to have less, I guess. Now they got more. Why do you have to have a no -brainer offer, Macy, when you’re advertising? Why do you have to have an ad? Like, so we got an offer, so we got a pitch that seems kind of hot.

(Speaker 1)
Because it will get tons of people in the door.

(Speaker 21)
What if you don’t have a no -brainer?

(Speaker 1)
Then a lot of people won’t come. And these are just the laws of the universe. And I think some people, we get hung up on them. And my whole goal, Levi, if someone’s paying me $1 ,700 a month to help them grow their company, I want every one of my clients to be bringing in more money than they’re paying me within the first 60 days. That’s my goal. Why is that my goal?

(Speaker 1)
Well, you want to, you know, to be making more money than they’re paying us. The average client sticks around McKenna for six years, seven years. People will usually stick around until they sell the company.

(Speaker 38)
Why would somebody stick around if you’re paying someone $1 ,700 a month and you’re bringing in 10 times more than you’re paying them?

(Speaker 1)
Why would you keep paying this person?

(Speaker 62)
Because clearly what you do works.

(Speaker 57)
It’s an asset, right?

(Speaker 1)
It brings in more than it costs. But if it was a liability, how long would you keep paying somebody to talk to you about the theoretical? game of growing a business if it didn’t work. McKenna, how long would you keep paying somebody and every week they’re just telling you theories, ideas, they’re building good rapport, you like them, they’re the baker that everybody likes but their food tastes terrible, they’re the muffler guy that’s talking about really interesting ideas about black holes, he knows a lot about TED Talks, he knows a lot about the newest Justin Bieber album, amen to him, but he just can’t fix the muffler. Why won’t people stick around? At the end of the day, we can’t deliver the results.

(Speaker 1)
Because if you’re not helping them make more money, why would they pay you? These are the questions. These are the, but again, I think people are used to college where you could go to college for four consecutive years and not really learn anything that’s practical, but you’re like, well, I got to stick with it to complete it. There are certain people that think that way, but those people are not entrepreneurs. So that’s why if you do go to thrive, timeshow . com and you do want to become a client, you’re going to notice everything.

(Speaker 1)
It has a sense of urgency. Um, you know, Macy, you text me the other day, you were at a video shoot and you’re like, yeah, I’ve been at this video shoot for like four hours. to do a testimonial shoot. And I think two people came in.

(Speaker 17)
Is that the number two, two?

(Speaker 1)
Yeah. So with the two, it’s like with the two that came in, were you thinking there’s gotta be a better way?

(Speaker 3)
A hundred percent.

(Speaker 1)
Yeah. Yeah. But that’s why I hired you because you think that way, you know what I mean? It’s like, there’s gotta be a better way. So now the question is how can we make a better use of that time? You know, and everything about us is like,

(Speaker 1)
how can we make the best return on investment? And just to provide a little context, Macy got booked to do a video testimonial shoot for a client and there was no clients to interview.

(Speaker 3)
So it’s kind of a weird energy because we’re here to film something and the thing’s not happening.

(Speaker 1)
And so everything we do, we wanna maximize the efficiency. We wanna maximize, we wanna go as fast as possible because again, we want to help the client bring in more money than they’re paying us.

(Speaker 3)
Step number nine and 10, we’re gonna end here, step nine and 10.

(Speaker 1)
You gotta have an about us video. Every single business owner has to have a video on their website that explains how it works or what they do.

(Speaker 21)
Why do you have to have that?

(Speaker 16)
Think about it for a second.

(Speaker 1)
Levi, why would you have to have an About Us video on your website for every business?

(Speaker 16)
Why would you want to have a How It Works video right there on your website? Well, it’s very important because the people that are looking for services that you provide are going to visit your website and they’re going to click on that video and that’s how they’re going to get to know you as a business owner and about your business and the services you provide.

(Speaker 1)
Robert, I’m going to go to you and then to your partner in crime because you’re sharing the same mic, you’re asking the same question. How long did it take you, Robert, before you felt comfortable selling at Elephant in the Room Men’s Grooming Lounge? About six months, really to really, when I really started caring about it, it took about six months. Six months. Okay. Now to your partner, sharing the mic there, how long did it take you or how long is it taking you to kind of feel comfortable with, okay, here’s the checklist.

(Speaker 1)
Here’s how the cash, the point of sale system works. Here’s how, here’s where I go. Here’s the passwords here. How long has it taken? Or are you, are you there yet or not so much? Or how’s it going?

(Speaker 1)
Um, I think I’m still progressing there, but I mean, to get like more comfortable than what I like started off was like two weeks, especially with like, um, sales. So if you were thinking about, um, hiring a personal trainer to work with you in the area of fitness, how many video testimonials or how many about us videos or how many Google reviews would you have to read before you had a comfort level where you would at least reach out and want to learn more? I’d say like maybe five to seven. What do you think, McKenna? If you were looking for like a personal trainer for fitness or some kind of dietitian or something, how long would, how many video reviews or how many about us videos or how many kind of Google reviews or what kind of evidence would you have to see before you’re like, okay, I’ll fill out the form?

(Speaker 16)
Well, I would first look at how many reviews they have total. I wouldn’t read them all, but like I would read probably about five to seven and like see any trends and then reach out from there. Rihanna, why is it that people want to watch an about us video and read some reviews and look at some video testimonials before they decide to reach out and actually buy a product or service, whether it be online or in person? Yeah, they watch the about us video cause they want to get to know who they’re buying from.

(Speaker 1)
They want to, they want to see who they’re interacting with and they watch the testimonials and they read the Google reviews to see if other people like it, to see if they should even spend their time reaching out and trying to work with them. And again, if you’re watching today’s show, so much of what we do for business owners is we want to help you get unstuck and get to a place of prosperity, move from poverty to prosperity. And I believe for many business owners that can be done in 90 days. It’s like a quick. thing. You can actually turn it around quickly if you track, if you have a workflow, if you have a functional website.

(Speaker 1)
But if you don’t, I mean, you could be in a dystopian Drift Festival for decades. And then the final step I want to get into today is retargeting ads. These are ads created by a company called AdRoll . com. I’ve interviewed the founder of AdRoll . com on our show.

(Speaker 1)
It’s a billion -dollar business, but they’re ads that follow people around the internet. So no matter what website you go to, you just keep seeing the ads over and over and over and over. And why would that be helpful, Rhianna? Let’s say you went to a website, you were thinking,

(Speaker 61)
about buying a purse or some health product or going on a cruise or whatever that is.

(Speaker 1)
You went to a website and now the ads keep following you around no matter what website you’re on. Why is that effective? Yeah, people tend to see it as a sign. They’re like, oh my gosh, this must be it. And it takes people a few times of seeing something to really reach out and want to do something. So I think they just take it as a sign that it must be meant to be.

(Speaker 1)
So if you’re watching today’s show and you’re saying, Man, I wanna take my business to the next level. We got three ways to help you. The first off, if you go to thrivetimeshow . com, I’ll pull it on the screen, we have in -person workshops, and those can be life -changing. I do believe you become the average of the five people you spend the most time with, and when you’re around a bunch of people that have had massive success, but who started at the bottom in the last five years, when you’re in the room with people that used to be poor, but they’re not poor anymore, when you’re in the room with people that are actually doing what you wanna do, that’s a really encouraging thing. The second thing is you’re gonna learn marketing, branding, sales, search engine optimization, accounting, everything right there at thrivetimeshow .

(Speaker 1)
com. And then the third is it’s just a blasty blast. You can have a lot of fun. That’s thrivetimeshow . com. That’s our conferences.

(Speaker 1)
The second thing is we have an online school. It’s $19 a month. You just go to thrivetimeshow . com, click on business school. You can watch videos until your head explodes right there at thrivetimeshow . com.

(Speaker 1)
Click on the business school.

(Speaker 27)
It’s $19 a month.

(Speaker 2)
And then third and finally, we have one -on -one business coaching where we can help you on a one -on -one level. And it always starts with a free 13 point assessment so I can meet you. see if it’s a good fit, if we can help you. And again, it’s a free 13 -point assessment you can schedule at thrivetimeshow . com. And as always, we’re putting out podcasts.

(Speaker 2)
We put out podcasts, typically three to four every single day, and you can find those on Spotify, you can find those on rumble . com, everywhere that you can go to consume podcasts.

(Speaker 1)
That’s the Thrive Time Show podcast.

(Speaker 10)
So part one of today’s show, I just introduced you to an entrepreneur who went from a startup no customers to super success in six months.

(Speaker 6)
So in six months, they went from startup

(Speaker 27)
making six times more than they’re paying us.

(Speaker 10)
It’s a great deal. It’s a win -win.

(Speaker 60)
Then on part two of today’s show, I’m going to introduce you to a longtime client who grew from five employees to 365 employees.

(Speaker 6)
And he’s been able to do that over the past seven years.

(Speaker 7)
So it’s taken seven years to grow from five employees to 365 employees.

(Speaker 1)
So hopefully I’m hitting both ends of the spectrum. And we’re going to end this part of the show with a boom, because boom stands for big, overwhelming, optimistic momentum, and that is what is required to build a successful company.

(Speaker 14)
It’s the boom.

(Speaker 6)
It’s the big, overwhelming, optimistic momentum.

(Speaker 2)
So here we go. Three, two, one, boom. Do you remember when we first met or connected or what happened there? Do you remember that thing? I do.

(Speaker 9)
It was at the other building.

(Speaker 1)
I replied to a Facebook ad. You called me. I came over.

(Speaker 26)
You talked so fast.

(Speaker 6)
The 23 -point assessment. And you said, So what do you think? And I’m like, let’s do it. Now, Karen, this is your first time at the conference, right? First time? Yes.

(Speaker 6)
How’s it going? Is it terrible? I’m sorry. How you doing? It’s great.

(Speaker 1)
Good?

(Speaker 6)
Great.

(Speaker 27)
And we’ve worked with you guys for a period of years, and you’ve grown quite a bit.

(Speaker 6)
From your perspective as a wife, working your husband -wife team, how has it impacted you, what we do here, you guys, just so they can hear? Because you’ve gone through the process.

(Speaker 10)
I’ve got to think about this a minute. I can say – Go ahead.

(Speaker 6)
Can I speak for you?

(Speaker 59)
I will say that – Can I speak for you?

(Speaker 31)
I will say that she has told me several times, since you have signed up with Thrive Time and Clay, you’re a completely different business owner, you’re a completely different man, a completely different person, and so you do not have my permission to sign up.

(Speaker 5)
ever leave Clay.

(Speaker 10)
So that’s…

(Speaker 14)
Let’s let Karen can share the truth.

(Speaker 6)
Karen will be like, you’re different in a bad way. Things have gone wrong.

(Speaker 1)
No, it changed the whole, everything that we thought our business was, is completely different now, since he has started coming here. His whole mindset changed. His whole mindset changed about the company. His whole mindset changed with us. It just, everything changed. Just like something clicked and he was excited about the business again.

(Speaker 1)
And it’s been amazing. And at first I was like, we’re spending what?

(Speaker 18)
A month on this?

(Speaker 24)
And now I wouldn’t change it ever.

(Speaker 33)
I hope he stays and keeps coming as long as we keep the business.

(Speaker 57)
And you guys, this is your first time coming to a conference.

(Speaker 10)
Yes it is. How’s it going?

(Speaker 2)
You’ll never not know my name, that’s for sure.

(Speaker 1)
And Karen’s a pretty good name.

(Speaker 2)
Yeah. We got to rebrand it. We’re working on it. Yeah. Thanks. Yeah.

(Speaker 2)
We’re going to really take Carl and make it negative. We’ll make Karen good.

(Speaker 1)
OK.

(Speaker 2)
But it’s been a good thing for you guys?

(Speaker 1)
It’s been amazing. It’s been an amazing, amazing ride. And so we’re meeting with you, though. We have our weekly meetings. And in that meeting, Andrew’s working with you. And having someone that’s just focused on you and your business and getting through your problems, That’s why you have a calendar, because you want to block out time for what matters.

(Speaker 1)
And then that means saying no to other stuff. Can you talk about that, Kevin, just blocking out that time to work on your business? Thank you. Let’s hear it for Karen, by the way. Let’s hear it for Karen. Thank you, Karen.

(Speaker 1)
Thank you. Keep her up here. OK, yeah. What’s it like blocking out time? Blocking out time for the weekly meeting?

(Speaker 2)
Yeah, just blocking out time to work on your business. Yeah, there’s a lot of times when I’m at the office, Because I speak so highly of Clay and everything I’m going through, there’s several people in the office that will ask me, hey, Kevin, are you working in the business? Are you working on the business right now? And that’s my sales team, my general manager, and they try to keep me accountable. And so I’m like, you know, I’m working in the business, aren’t I?

(Speaker 2)
And they’re like, yes, you’re working in the business, and you need to stop, because that’s our job. you need to work on the business.

(Speaker 1)
So sometimes I just get away, go to Panera for four or five hours, and I work on the business.

(Speaker 2)
Which Panera do you go to? Panera on Memorial.

(Speaker 1)
Vanessa can vouch for this. There was a time in my life we had one car, because we sold the car because we couldn’t afford to get our business going. So we sold the Acclaim. It was the white Acclaim.

(Speaker 10)
And we had a Mazda MPV with 200 ,000 miles on it.

(Speaker 58)
And so it was when I went full time for the DJ business.

(Speaker 15)
So Vanessa would be working at Office Depot. And then she worked at ORU. And she would drop me off at Panera Bread. at like 6 a .

(Speaker 1)
m. and the manager there, his name was Fareed Hussain, who now sells mortgages, and I would walk in because they would open up, I think it was at 6 at the time, and Fareed would go, the DJ has entered the building, on the mic, because I wouldn’t leave till like 8 o ‘clock, because that was my office, was Panera, and his evil, evil boss, Sherry, who I’m sure she’s a great lady, Sherry was like, you have to buy something, sir. And I’m going, fine, sure, sure. So every hour, I would buy something, and I would stay there for the whole day, but I needed a different environment.

(Speaker 57)
And why I’m hammering this is you say you go to Panera, we’ve never talked about that, but you need a different environment to get out of the daily, why?

(Speaker 10)
Why do you need a different environment? I needed a different environment. Why did you need a different environment, too? I know that if I’m in my office, everybody wants, hey, can I have just a minute?

(Speaker 1)
Just a quick minute.

(Speaker 30)
Just a minute.

(Speaker 14)
Hey, can I run something by you?

(Speaker 30)
And when I go to Panera, And I usually will buy a tea.

(Speaker 1)
Oh, yeah.

(Speaker 30)
And I, you know, I make sure I said that.

(Speaker 1)
so they see it.

(Speaker 30)
They know you’re not just loitering.

(Speaker 1)
And I sit there, and it’s amazing.

(Speaker 30)
I have my laptop, my phone, and it’s amazing what I can get done when I’m away from the office.

(Speaker 10)
And you got, again, Kevin now has 350 plus employees.

(Speaker 56)
He and his wife have 350 plus employees.

(Speaker 10)
I mean, it’s a big thing now.

(Speaker 56)
Stairs, next question.

(Speaker 55)
I’m going to keep you up here for just a second.

(Speaker 44)
Next question.

(Speaker 10)
Next question, Clay.

(Speaker 1)
We answered this just a moment ago, but I wanted to say it again.

(Speaker 47)
Who can I trust for product inventions?

(Speaker 1)
And what about patents?

(Speaker 30)
Well, what you’ll want to do, again, is read the Inventor’s Guidebook by Maurice Kanbar, OK?

(Speaker 1)
And you want to make a prototype.

(Speaker 56)
Now, Greg, there are things that you can make that people don’t want to buy and things you can make that people do want to buy.

(Speaker 1)
Right now, what are the things, if people look you up right now, what’s going to do is Google search for glue Let’s do a search for Tulsa wood floors and more.

(Speaker 36)
That’s where you’re at.

(Speaker 24)
Tulsa wood floors and more.

(Speaker 30)
That’s your Google map.

(Speaker 10)
Tulsa wood floors and more.

(Speaker 31)
We’ll pull it up real quick, Sean.

(Speaker 1)
What are the things that people want to buy from you right now? Mostly wood flooring, solid wood flooring. Why? It’s just a very popular thing right now. What are the things they don’t want to buy from you but you would like to make? Candlestick holders.

(Speaker 1)
What are things that you like to do but no one asks for it? I like to make stuff like this furniture and things like that. Which furniture here did you make?

(Speaker 18)
I made about 10 of these tables.

(Speaker 31)
You made this table?

(Speaker 1)
Yes. You made this table? Yes. Which other table did you make? The one down at the end. That table at the end.

(Speaker 1)
You made the tables? Look at this.

(Speaker 15)
He loves these tables.

(Speaker 1)
I made the third row of tables.

(Speaker 15)
So you made the tables?

(Speaker 1)
Yes. So when we were talking about tables, I’m like, well, dude, I’ll take 10 tables. Let’s do that. Chairs. I made all the chairs outside. You made all the chairs outside.

(Speaker 1)
OK. So again, I’m saying this because if you have a product, you need to make it first. And then if you’ve got a prototype, then you want to sell it. And the idea that someone’s going to steal your idea really doesn’t matter. Nor does it matter if someone steals your idea if you’re not selling anything.

(Speaker 10)
So you want to sell something and then use the profits from the thing to file for the patent pending.

(Speaker 2)
But don’t get the patent pending before you try to sell it.

(Speaker 1)
Are we on the same page?

(Speaker 2)
Who cares if they steal your idea?

(Speaker 1)
Because most ideas aren’t acted upon. They’re just worthless. Next. That urinal, by the way, that urinal is a little bit of a sprayer. Who’s experienced that urinal? You’ve got to run away from that thing.

(Speaker 1)
You flush that thing, and you’ve got to run. But it’s a beer keg. I’m always interested. By the way, there’s a urinal I’m working on getting right now, and I haven’t found it yet.

(Speaker 14)
Stairs, have I talked to you about the pee game?

(Speaker 10)
Yes, you have.

(Speaker 1)
Sean, will you pull up the pea game? Wasn’t it at a restaurant? Bird, remember we were talking about the pea game? Pastor Brian is a client of ours. He invites me to Amarillo, Texas. He says, you need to come to our church.

(Speaker 1)
And I said, super great. He goes, dude, you’re going to love this restaurant. So we go to the restaurant, and I think they had quail and other things that Vanessa would not eat anything on the menu. Do you remember this? We’re in Amarillo, and Pastor Brian is like, you’re gonna love this restaurant, dude, it’s awesome.

(Speaker 10)
And I know my wife, she’s a kind of a foodie, kind of a picky person, the carrots can’t touch the meat kind of a person, you know?

(Speaker 30)
And so we’re there, and Brian’s like, dude, this restaurant, and have you been to Charleston’s?

(Speaker 7)
You guys go to Charleston’s?

(Speaker 30)
Yes.

(Speaker 35)
Do you remember the place in Tulsa that was like the hound, the fox and the hound?

(Speaker 14)
Yes, 71st and Garnett. Fox and the Hound isn’t around so I can speak about it. It’s not, it wasn’t super great, it wasn’t terrible, but it was okay.

(Speaker 10)
Picture in your mind an okay restaurant, okay?

(Speaker 39)
But this place is packed on a Sunday, and Pastor Brian says, dude, you’re gonna love this restaurant.

(Speaker 1)
So we go there, and I’m trying to figure out, why is this place packed? The food’s not that great, the decor’s not that awesome, but there’s an energy in here that feels like we’re watching the Super Bowl. And he says, have you gone to the bathroom yet? Like your grandma asks you, have you gone yet? And I’m going, Brian, I’m a 35 -year -old man. I need to go to the bathroom. He’s like, have you gone yet?

(Speaker 1)
Have you gone? I haven’t gone. He keeps asking me. And I’m like, fine, I’ll go to the bathroom.

(Speaker 14)
If that’s what makes you stop asking, I’ll go.

(Speaker 55)
So I go to the bathroom, and there’s dudes at the urinal going, dude, you can do it.

(Speaker 54)
You can do it.

(Speaker 14)
Because it’s a urine -activated Galaga.

(Speaker 31)
And you can only shoot if you’re urinating.

(Speaker 15)
And so the move is you get, it was located next to a Catholic church. So guys finish church and they drink beer until they’re, and now I get the game. So people are at the bar pounding beer and they have to pee, but they’re not going to go because they don’t want to waste their shots. And then you go in there, and whoever sets the record gets their meal free. And it’s just something people do every day. When I first started coming here, I got so frustrated because in the urinal was a little soccer net and a soccer ball.

(Speaker 1)
Careful. And I could get the ball in the net, but I want to know how to get it out.

(Speaker 54)
Because there’s only one way.

(Speaker 1)
This is the technology. For some reason, they don’t sell it anymore. This is the company. Carry it up, Sean.

(Speaker 2)
In London installed urine controlled video games above their urinals bladder controllers make for a hands -free experience and Visitors to the bar are tested on the accuracy of their aim Never has Nintendo Wii sounded more apt And they had a they had like a tank game Hands -free it’s a game and they had a skiing game And I’m like, I need that, but I can’t find it.

(Speaker 1)
So just so you know, on my Christmas list, I’m trying to get that for the bathroom, because I think it’s going to change the energy in here when you guys come out feeling like winners and no one can relate to you.

(Speaker 36)
The women are like, why is this guy winning?

(Speaker 1)
You go in kind of depressed.

(Speaker 10)
You come out a winner.

(Speaker 31)
And then no one will know, except for me, what happened in there.

(Speaker 6)
So that’s what I’m trying to buy.

(Speaker 1)
But right now, they’re sold out or out of business or some stupid story.

(Speaker 22)
But it will not be stopped.

(Speaker 2)
Also, the Blockbuster sign.

(Speaker 22)
You guys see the Blockbuster sign?

(Speaker 6)
That was the other thing we needed.

(Speaker 53)
to get.

(Speaker 19)
We got it.

(Speaker 15)
OK, Stairs, next one.

(Speaker 1)
Good deal. Clay, let’s see.

(Speaker 2)
I’ve got a podcast and a startup. They are not related to each other at all. Let’s see. Started the podcast seven months ago. How do I grow the podcast while also aim to grow my startup? Let’s talk about the podcast first.

(Speaker 2)
Who asked that question? Podcast. Hello, can you come up here real quick here? And I’m going to pick on you and you for the same idea. And then maybe your wife can chime in for what really happened.

(Speaker 1)
When you started MultiClean, when was that? 93. Were you guys together at the time? No. No? And so when you met this guy, were you like, man, this guy’s the janitor king.

(Speaker 1)
I want to marry this guy. Or how did that? A customer at the bank that I managed. He was a customer at the bank? Mm -hmm. And you knew he ran this business?

(Speaker 1)
Yeah. And I checked out the accounts to see exactly. Oh, yeah. He’s smooth. So that’s how that works. Okay.

(Speaker 1)
And so I, this is real though. So you, you had this idea and when did you and your mind, Kevin say, this is a real business? Well, my, my original goal, I knew that if, if I, if I say I made it, uh, my goal was five employees and I knew that if I get to five, um, that’s it, I’m done. I’ve reached it. My name is Kevin Thomas and the name of our company is MultiClean. We are a commercial janitorial service and we serve.

(Speaker 1)
the entire state of Oklahoma and Kansas, and soon to be Arkansas. We have probably grown probably five times. 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.

(Speaker 1)
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 49)
OK, Aaron Antis, September 25th and 26th, guess who’s coming back to Tulsa?

(Speaker 1)
I will give you a hint.

(Speaker 7)
His first name is Eric. And his last name is Trump.

(Speaker 20)
And his father is the 47th president of these United States.

(Speaker 52)
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 7)
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.

(Speaker 7)
Mel K will be here to say hey.

(Speaker 20)
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, financial management and more.

(Speaker 7)
Get your tickets right now at Thrivetimeshow . com. Once again, it’s Thrivetimeshow . com. A lot of people don’t know this, but the Trump Organization has thousands of employees.

(Speaker 2)
There’s not 50 employees.

(Speaker 32)
The Trump Organization, again, most people don’t know this, but the Trump Organization has thousands of employees.

(Speaker 1)
And while Donald J. Trump was the 45th president of these United States, he needed a competent man to run and execute his business plan. of the promoting from within, marketing, branding, quality 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. 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.

(Speaker 1)
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 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 1)
Clay Clark, man. He is one character.

(Speaker 51)
That’s a good word for him.

(Speaker 1)
Character. Yeah, that is it. Good, driven, smart. And I’ve never met a guy who was so hyper all the time.

(Speaker 2)
He’s doing so much good.

(Speaker 18)
And then I met his mother and she just says, She just lets him be Clay Clark.

(Speaker 8)
He’s endorsed by his mother and he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with. Clay Clark starts his days at five o ‘clock in the morning. It’s incredible. Yeah. He’s a machine.

(Speaker 22)
He’s a machine.

(Speaker 8)
I have problems with my company starting at nine o ‘clock. Yes.

(Speaker 1)
hundreds of people showing up at 5 a .m. m. in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man. 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, it’s $250 or whatever price you want to pay.

(Speaker 1)
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. I totally understand what it’s like to be in a tight spot. So if you want to attend, it’s $250 or whatever price you want to pay. That’s how I do it.

(Speaker 19)
And it’s $500 for a VIP ticket. 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.

(Speaker 1)
419 people. And I thought to myself, there’s no more room. I felt kind of bad that a couple people had VIP seats in the men’s restroom. No, I’m just kidding. So I thought, you know what, we should probably add on. Clay Clark is here somewhere.

(Speaker 27)
Where’s my buddy Clay?

(Speaker 1)
Clay’s the greatest. I met his goats today.

(Speaker 27)
I met his dogs.

(Speaker 1)
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.

(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, boom. 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.

(Speaker 1)
I just texted my number. It’s my cell phone number. My personal cell phone number. We’ll keep that in mind. private between you, between you, me, everybody. We’ll keep that private.

(Speaker 1)
And anybody, don’t share that with anybody except for everybody. That’s my private cell phone number. -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 -01.

(Speaker 1)
0 -2. That is not actually bilingual. That’s just saying one for a one. It’s not the same 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?

(Speaker 1)
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 then you tell me what you’re going to learn here, OK? OK. You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding?

(Speaker 1)
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. Right. You want to get that brand. 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.

(Speaker 1)
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, how to come up top in the search engine results. We’re going to teach you how to manage people.

(Speaker 1)
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? Well, because first of all, people are either have great people or you have people who suck. And so it could be a challenge.

(Speaker 1)
You know, learning how to work with a large group of people and get everybody pulling 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, they’re teachable, they’re driven, all of those things, then you know you can get those people all pulling in the same direction.

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

(Speaker 46)
We’re going to teach you accounting.

(Speaker 1)
We’re going to teach you personal finance, how to manage your finance. We’re going to teach you time management.

(Speaker 40)
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?

(Speaker 50)
How do you do organization?

(Speaker 49)
How do you build an org chart?

(Speaker 1)
Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop.

(Speaker 48)
Now, let me tell you how the format is set up here.

(Speaker 1)
And again, folks, this is a two -day interactive 15 -minute workshop. 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, two days.

(Speaker 23)
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? 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 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. 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.

(Speaker 1)
And to make it entertaining when you’re stretching. 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, coffee

(Speaker 26)
bar, a snow cone.

(Speaker 1)
I mean, there’s just… You had a crocodile one time.

(Speaker 13)
That was pretty interesting. You know, I… I should write that down.

(Speaker 7)
And I’m sorry for that one guy.

(Speaker 47)
We lost the crocodile.

(Speaker 13)
We duct taped its face.

(Speaker 1)
So that’s right.

(Speaker 2)
We duct taped a baby crocodile and duct tape. Yeah, duct tape around the mouth so it didn’t bite anybody.

(Speaker 1)
But it was really cool.

(Speaker 14)
That thing around.

(Speaker 1)
And I should I should do that.

(Speaker 30)
I should.

(Speaker 1)
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 U . S.

(Speaker 1)
debt clock that identifies 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. So you only have 3 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 1 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 the size.

(Speaker 1)
No hyperbole. No exaggeration. 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.

(Speaker 14)
And you say, double?

(Speaker 18)
Yeah, there’s businesses that we have tripled.

(Speaker 1)
There’s businesses we’ve grown 8x. There’s so many examples. see it 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 1)
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. I 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. Paul Hood. I’ve been a CPA for 33 years.

(Speaker 1)
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, when I met you five years ago, we were doing $3 million. This year, we’ll be, we’ll do $24 million. And you say, Clay, I still, I’m not going to get a ticket unless you give me more. OK, fine. We’re going to serve you the same meal both days.

(Speaker 1)
True story.

(Speaker 46)
We have, we cater in the food, and because, I keep it simple.

(Speaker 5)
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. She started that company in her home, and now she sells millions of dollars of apparel and products. That’s rusticcuff .

(Speaker 5)
com. And someone says, I want more. This is not enough.

(Speaker 1)
Give me more. 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 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 it’s the It’s where you rent. It’s short term.

(Speaker 1)
It’s where you’re renting storage spaces. He’s a storage space guy.

(Speaker 45)
He owns this.

(Speaker 1)
What do you call that? The rental? The storage space? Storage units. This guy owns storage units. He owns railroad cars.

(Speaker 1)
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. This guy, he’s giving me a verbal that he will be here.

(Speaker 44)
And we just continue to add more and more success stories.

(Speaker 1)
So if you’re out there today and you want to change your life, you want to give yourself a incredible gift. You want a life changing experience. You want to learn how to start and grow a company. Go to Thrivetimeshow . com.

(Speaker 42)
Go there right now.

(Speaker 41)
Thrivetimeshow .

(Speaker 1)
com.

(Speaker 43)
Request a ticket for the two day interactive event.

(Speaker 33)
Hey, how’s it going?

(Speaker 1)
I’m Thomas Croson, 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.

(Speaker 42)
We started about a year ago, August of last year.

(Speaker 41)
I had no clients, no idea what we were doing, no clue really what was going on.

(Speaker 1)
And now we’ve grown to where we’ve got six photographers, we’ve got office space here. I have an admin 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, this 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 going to be a blasty blast. There’s no upsells.

(Speaker 14)
Aaron, I could not be more excited about this event.

(Speaker 10)
I think it is incredible. And there’s somebody out there right now you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin.

(Speaker 40)
I think that’s going to change your life.

(Speaker 9)
I promise you, this will be 10 times better than that. It’s like I picked the wrong week to quit smoking. Don’t do the smoke your way to thin conference. That is it. I’ve tried it. Don’t do it.

(Speaker 40)
Chain smoking is not a viable.

(Speaker 11)
I mean, it is life changing.

(Speaker 9)
It is life -changing.

(Speaker 24)
If you become a jade smoker, it is life -changing.

(Speaker 39)
Not the best weight -loss program, though. Right, not really.

(Speaker 27)
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 .

(Speaker 38)
com.

(Speaker 39)
Again, that’s Aaron Antis.

(Speaker 38)
I’m Clay Clark, reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop.

(Speaker 9)
here in Tulsa, Oklahoma. I promise you, it will be a life -changing experience.

(Speaker 39)
We can’t wait to see you right here in Tulsa, Oklahoma.

(Speaker 32)
What kind of growth have you had since you and I’ve been working together over these past few years?

(Speaker 38)
3 .45 million.

(Speaker 1)
I got those stats before I got on here.

(Speaker 9)
So you’ve grown by 3 .45 million.

(Speaker 37)
Yeah. $3 ,450 ,000.

(Speaker 1)
Would that be like if you took the combined revenue and maybe doubled it? Or have we gone up by three? About almost three.

(Speaker 3)
Not quite.

(Speaker 36)
This right here is like my euphoria.

(Speaker 35)
This is all I want to do is gigs.

(Speaker 1)
But my wife says, we have kids. Maybe you should see them, you sicko.

(Speaker 14)
Stop coming back at 3 AM every night, you sick freak. So we sold the business, but I secretly want to go back to DJing.

(Speaker 1)
So at any point, if you go, where’d that guy go?

(Speaker 34)
I probably got a gig and disappeared again.

(Speaker 29)
So you ready?

(Speaker 1)
Use your mic on. Your mic good?

(Speaker 9)
I’m so ready.

(Speaker 1)
Hey, I’m going to throw Charlie. Give it a hand for Charlie and Adrian, too, by the way. I’m gonna throw him under the bus. I said, you know this one, don’t you? Well, maybe. It’s in the key of A. And this is a kind of a sing -along, too.

(Speaker 33)
It’s growing.

(Speaker 1)
What? Strong. Touching hands. Touching hands. More bass. Reaching out.

(Speaker 1)
People in the upper neck. Touching you. Touching you. Upper neck. Look at the night. Seems so lonely.

(Speaker 1)
It’s so much fun hanging out with Clay. Shoulders.

(Speaker 30)
Upper neck.

(Speaker 32)
People getting serious up for.

(Speaker 10)
Touching arms. Touching arms.

(Speaker 1)
Reaching out. You can see it.

(Speaker 14)
Breakthrough moment up here.

(Speaker 32)
She’s starting to rock.

(Speaker 1)
Drummer. Flow. Cool Keith.

(Speaker 31)
Hey, how many of you want to see 2 Cool Keith back in September?

(Speaker 30)
Charlie Redd, 2 Cool Keith September.

(Speaker 14)
That could be hot.

(Speaker 1)
We’ll see.

(Speaker 14)
Hot month.

(Speaker 1)
The rapture might happen before then. Who knows? SHI – Andrew and Too Cool Keith from Basalia. Okay, we got time for one more. Thank you for saying Basalia.

(Speaker 1)
Well, I just, I work into it. I tell Steve it’s a death grip. He says it’s a mortgage. I say it’s a death grip. He says it’s a home loan. It takes about three years.

(Speaker 1)
I’m good.

(Speaker 30)
We got time for one more.

(Speaker 1)
Maybe I could have a sing -along, kind of a medley, kind of something. Something where the average person knows the lyrics maybe. Is there something, something you guys could, as they’re making their plan over here, let’s hear it one more time for Too Cool Keith and the Full Clay of the Kings here.

(Speaker 14)
Now, in September, if you’re watching online, just to be clear, right now, I wanna tell you, and this is not a threat, this is not a prophecy, it’s just what’s gonna happen.

(Speaker 24)
Right now, in the upper deck, who was here last time Eric Trump was here, okay?

(Speaker 29)
We had 519 people ticketed, which means that there were people up there, we had one guy, I thought he was gonna come over, I thought he was gonna fall off, but we went ahead and we pushed through.

(Speaker 27)
And this didn’t exist, and we hired Greg, where’s Greg, Greg, come up here, Greg.

(Speaker 1)
So I said, Greg, Eric Trump’s going to be here in like a week and a half.

(Speaker 9)
And I’ve sold tickets up there. And he says, where I say there, he said, Clay, there’s no seats up there.

(Speaker 1)
I said, but that’s why you’re here, Greg. And Greg built the third deck and the second deck as we’d already sold the tickets.

(Speaker 10)
though so there was no place to sit because the seats didn’t exist which is like entrepreneurship and so now I gaze upon this you see this trussing right here this right here we’re going to be building another deck so you’ll be able to go from here to here to here and that would be 600 people oh it will be and somebody will get hurt in the process of making it And Greg, are you up to the task if we sell 600 tickets?

(Speaker 28)
We have a limit of three deaths per project.

(Speaker 14)
Minimum.

(Speaker 27)
Minimum.

(Speaker 1)
Minimum of three deaths per job. No, but we’re going to do it. So again, we’re going to be adding on. So between now and September, you want to get your tickets?

(Speaker 10)
Thrivetimeshow . com. My goal is to get 600 people.

(Speaker 1)
We’ve never had 600 people in here.

(Speaker 2)
Is this one going to have a water slide on the front? What’s that? Is it going to have a water slide on the front? No, but it is going to connect. So you’ll be able to go, sir, from where you are right now. Can you kind of wave at us?

(Speaker 2)
You’ll be able to go from there. You’ll be able to walk up over here and then work around. And I’ve got a quote to expand the air conditioning capacity by 30%. So we’re looking to do that so we might actually not be sweaty the whole time. But who remembers old school church where everybody left sweaty? That’s the kind of church I like, though.

(Speaker 2)
I kind of like it where you sweat. It’s almost like a workout. You wear your big hat.

(Speaker 1)
You can’t see the person. You can’t see, because the person in front of you is wearing a big hat. That’s the kind of energy we need here. Greg, are you up to the task of building on? I am definitely up to the task. Charlie, are you up to the task of joining us in September?

(Speaker 1)
Are you going to be joining us in September, Charlie? Charlie’s joining us. Let’s hear from Charlie.

(Speaker 2)
Charlie’s joining us. We’ll be here. You’re awesome, Charlie.

(Speaker 1)
Now, Keith, can we get you out here in September, Keith?

(Speaker 2)
I would love to. I’m going to do my very best.

(Speaker 1)
There’s Martha. OK, we’ll keep putting pressure on.

(Speaker 2)
OK, guys, you ready for your final song?

(Speaker 1)
How about some BB King? Here we go. Here we go. So sick, I got swine flu. Myself in quarantine for a month and a half after that. That was great, guys.

(Speaker 1)
Great job. Let’s hear it for the band one more time. We’re going to do a group, then we’ll do a lunch, OK? Group photo. So let’s all get everybody in here. My name is Kevin Thomas, and the name of our company is MultiClean.

(Speaker 1)
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 that. 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.

(Speaker 2)
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 accountability. And it’s just a fantastic way to grow your company. Having a relationship with Thrive Time, 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 or learn marketing or shoot video. That’s not what we do.

(Speaker 2)
What we do is commercial janitorial service.

(Speaker 1)
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. Folks, on today’s show, we’re joined by a real client.

(Speaker 2)
He may look like a male model. He may look like a hologram. But he’s a real person.

(Speaker 1)
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 on to The Thrive Time Show.

(Speaker 1)
How are you, sir? Clay, I’m doing great. Had a great Christmas holiday. And I’m glad to be here.

(Speaker 2)
Okay, so first question, can you tell us what is your name, first and last name, and what’s the name of your company, sir?

(Speaker 26)
My name is Kevin Thomas and the name of our company is MultiClean.

(Speaker 1)
We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas. And how long have we worked with you approximately at this point? point, sir? It’s been about six, seven years. And, you know, so many people reach out to me. I mean, literally every day. I just talked to a woman this morning.

(Speaker 1)
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. 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 to make great cookies? Is it flour?

(Speaker 1)
Is it eggs? Is it butter? It’s like asking a home builder, what’s the most important component to building a house? Is it the footings? Is it the frame? Is it the concrete?

(Speaker 1)
That’s like asking, 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, 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 1 % 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.

(Speaker 1)
He keeps me tracking sales, tracking wins. If we have a loss, he helps me figure out what happened. 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. And in terms of growth over these past six or seven years, I’m not looking at the numbers. 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 1)
We have probably grown probably five times. I think when we first started with you, we had 60 to 65 employees. And now we have a little over 300 employees. 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 1)
About 60, 65 to well over 300 in that time frame. So let’s unpack all the specific aspects of business growth. And 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? The website is multiclean, just like it sounds, multicleanok .

(Speaker 2)
com. Multicleanok . com. 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.

(Speaker 1)
They use documents. They use checklists. 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.

(Speaker 1)
And so when somebody goes to implement these business 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. It’s a lot of steps here.

(Speaker 2)
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 this experience. So first off, establishing your goals. I’m not trying to have you hop on today’s show 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? Well, Clay, it’s important to have goals.

(Speaker 1)
Otherwise, 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. So we have those goals. That’s step one. We’ve got to have those goals.

(Speaker 1)
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. 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.

(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 % margin. So we make 30 % margin.

(Speaker 2)
$340 a month 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 breakeven point. Could you share why it’s important for you, as an owner of a company now with 300 employees, to know your breakeven 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. 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.

(Speaker 1)
If it sounds like I’m typing 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, 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 week, entrepreneur I’ve ever met in my life.

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

(Speaker 1)
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 and we have fantastic processes. But as a new owner, you just have to do 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 to this next box. You have to know your unique value proposition.

(Speaker 22)
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.

(Speaker 2)
And one of the things that I found out about your business 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. We need to start getting Google reviews, objective Google reviews from real clients.

(Speaker 1)
We need to do that because, and I’m not, is not a backhanded compliment, you had a very good business, but you guys had not documented your client’s successes over the years. You didn’t have video proof that you guys did a good job. You didn’t have documented testimonials. You did not have objective Google reviews that matched the quality you provided. Could you talk about the importance of documenting your actual client testimonials and gathering those objective reviews?

(Speaker 1)
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 when we get Google reviews. Also, when we do video testimonials, it’s real people giving real testimonials. It’s not super, super professional.

(Speaker 1)
It’s just a real person giving a real review.

(Speaker 2)
How about how they feel about MultiClean. And it’s just been a huge help to our business.

(Speaker 1)
When people, they 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. And that’s been really instrumental in the growth of MultiClean. And again, this is not an event. This is an ongoing process.

(Speaker 23)
And every week, we’re gathering objective Google reviews, objective video reviews.

(Speaker 1)
And again, that’s one of the ways you stand out in the clutter of commerce. 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, 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.

(Speaker 1)
So just to be clear, we helped Shaw Homes grow from 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. 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.

(Speaker 1)
And I would encourage everybody out there to self -assess yourself on a scale of one to 10, 10 being the highest, one being the worst.

(Speaker 2)
How highly would you rank your branding? Kevin, can you talk about the impact that’s made having a professional branding working for you? Absolutely. 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.

(Speaker 2)
Our proposal looks good. We have a team here that continually communicates with a customer or potential customer. 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. 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.

(Speaker 1)
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? Well, we made the company 50 % better. Every week, we’re improving the company by 1 % or 2%. Well, what are we talking about? At the end of the year, you’ve grown the company.

(Speaker 1)
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 their money? tomorrow, what would you say? 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 just do it right.

(Speaker 1)
Now, step four, I’m going through this methodically, folks. Step number four, again, you define your unique value proposition. Got it. OK. Step five, you improve your branding. Step six, you have to come up with a three -legged marketing stool.

(Speaker 1)
And with your business, we have clearly defined a three -legged marketing stool. What does that mean?

(Speaker 2)
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.

(Speaker 2)
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. Second, Dream 100. That’s where you reach out to your ideal and likely buyers. Consistently, you reach out to your ideal and likely buyers. And third, you’re wowing your customers to the point that you’re generating word of mouth.

(Speaker 1)
The word of mouth is becoming, 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 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. 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, they

(Speaker 1)
find us. Also, when they do find us, we’re topping Google reviews. 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. The important thing about all that is that you can’t just rely on one. Maybe one day, one’s doing well. The next day, next month, another one is doing well.

(Speaker 1)
So it’s circular.

(Speaker 24)
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 I think 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.

(Speaker 1)
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 that because they’ve watched Get Rich Quick videos about ClickFunnels and various other online, I call it scammockery, but it’s where someone’s trying to get rich quick. And I would just tell you that if you build it, they won’t come. And a product is so good, it still won’t sell itself.

(Speaker 1)
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. You have lead trackers.

(Speaker 2)
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? 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.

(Speaker 2)
The one sheet that we use, 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.

(Speaker 1)
Then our lead tracker, which Andrew and I go over each week, we 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 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 all those potential leads. I hope that 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.

(Speaker 1)
And part two of the show is going to start off with 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. 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.

(Speaker 1)
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. 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. 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, 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.

(Speaker 25)
I want to give people some real examples.

(Speaker 1)
If I’m spending $24 ,000 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. her conference attendee. And I’m not talking about the food we serve, Kevin.

(Speaker 2)
I’m not talking about the Eric Trumps, the Robert Kiyosakis, the Tim Tebows that come in 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 person. ticket buyer. And 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 talk to, the average potential client I talk to, they do not know what it costs them to get a new customer.

(Speaker 2)
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 1)
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 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 1)
But it’s very important to know that. Otherwise, at the end of the month, you’re like, where’d all my money go? So it’s very important to know what that cost is. Folks, I’m telling you, this is the kind of stuff they don’t teach at business school, but they should. OK, so here we go. The next is you got it.

(Speaker 1)
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.

(Speaker 2)
Now, so many people, what’s interesting to me, Kevin, is so many of our listeners, they know about Dr. Z in the auto auction, or they know about me in 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? Or they’ll go, Clay, Or are you and Dr. Z really into cars? Do you have like an automotive background?

(Speaker 1)
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. People look up Make Your Dog Epic.

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

(Speaker 1)
Dogs? 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.

(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? 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.

(Speaker 1)
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, and we have another software called HiRise that we use and it tracks all of our customers day by day. And, uh, 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 because that’s where it was before. And, uh, and now it’s not, now it’s in paper. It’s on, it’s on our server so that we can draw to it, uh, each week. And that really helps in our growth and the flow of the whole company. And I want to greatly respect your time.

(Speaker 1)
So 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? Think about it, folks.

(Speaker 1)
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? 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?

(Speaker 2)
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 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? 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.

(Speaker 2)
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. 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.

(Speaker 2)
You see, when the average person gets bored, the great clients, they bored down.

(Speaker 1)
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. You don’t practice until you can get it right.

(Speaker 1)
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 potential client or 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 a predictable, repeatable schedule in place? Well, nothing’s going to happen.

(Speaker 1)
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 meetings Having those sustainable schedules in place is just great for the growth of the company. Now, Kevin, I’ve got a wonderful client. I’ll be very vague.

(Speaker 1)
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.

(Speaker 1)
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. And I’m just looking at my calendar. And if we go on this trip to California, we’re going to 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? Well, I love to be involved in all the group interviews. And usually whenever there’s a group interview, there’s anywhere from four to 12 people.

(Speaker 1)
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. And I love that. I love saving time. I love saving money like that.

(Speaker 2)
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 interviews are very successful. I’m encouraged to do that. And now again, so many people can hear this stuff and they go, this is so overwhelming.

(Speaker 2)
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. You have to measure what you treasure.

(Speaker 2)
And by default, you will slack where you don’t track.

(Speaker 1)
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 2)
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, wintersking .

(Speaker 2)
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.

(Speaker 1)
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 want to make sure that I’m paying my taxes on time properly, that sort of thing. In any area of our life where we want to have improvement, I would argue you need to have a coach, whether it’s an accountant, whether it’s a lawyer.

(Speaker 1)
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, I quit working out. And I go, OK, that’s fine.

(Speaker 1)
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? They said, now I’m back in the flow. And I think we all just need to know three things.

(Speaker 1)
We need to know what to do. Two, we need 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? Well, I remember when I had my first meeting with you, I thought, I have nothing to lose. Absolutely nothing to lose.

(Speaker 1)
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 because they think they know everything and and and we don’t. And so I’ve loved it.

(Speaker 1)
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 10)
It’s been good accountability.

(Speaker 2)
Even my wife says, no matter what, you’re never leaving for a lifetime. 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? 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.

(Speaker 1)
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 2)
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 at Thrive Time. Final question I have here for you. I don’t know that people know this because I try to keep it secret.

(Speaker 2)
I don’t try to talk about it a lot, but this is just real.

(Speaker 1)
We charge people $1 ,700 a month. That’s what we charge people. $1 ,700 a month. And people say, why do you charge that?

(Speaker 2)
Well, it’s a 20 % margin.

(Speaker 1)
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.

(Speaker 1)
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.

(Speaker 24)
And that amount was wild.

(Speaker 23)
So I got a job at Applebee’s, Target, and DirecTV.

(Speaker 12)
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.

(Speaker 18)
And that’s how we make the packages affordable. It’s $1 ,700 a month, 1 -7 -0 -0.

(Speaker 8)
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 we do have scholarships. We work with a couple of clients a month where if they need help financially, we work with them at a discount.

(Speaker 18)
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 22)
What do you say to somebody who’s on the fence right now?

(Speaker 8)
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? 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 learn something new.

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. It’s just a fantastic way to grow your company. Having a relationship with Thrivetimes, it’s just been amazing for MultiClean. 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, 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? 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. 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. 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?

We’re in Oklahoma and Southern Kansas, and this in 2025, we are looking to open an office in Northwest Arkansas. 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 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. Thank you, Clay.

Bye -bye. One of the things that really hurt Apple was after I left, John Scully got a very serious disease. And that disease, I’ve seen other people get it too. It’s the disease of thinking that a really great idea is 90 % of the work, and that if you just tell all these other people, here’s this great idea, then of course they can go off and make it happen. And the problem with that is, is that there’s just a tremendous amount of craftsmanship in between a great idea and a great product. Clay Clark 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.

Transcribed with Cockatoo