PurpleCowJunkRemoval.com | Clay Clark Client Success Story + Generating More Money In a Month Than They Previously Generated In a Year + Celebrating AutoLiftServ.com Success Story + Is This Your Year to Thrive?

Audio Transcription

Transcribed with Cockatoo

(Speaker 5)
I would say, well, with one of our services for our lawn care services, we have tripled our client base. And that is pretty impressive.

(Speaker 7)
Yeah.

(Speaker 5)
And they’re repeat clients. They keep coming back. So that’s way exciting.

(Speaker 4)
Like you said, we didn’t understand all the processes at first. And now that we’re using them and we’re using them on a daily basis, it’s really helped us out a lot. My name is Kelly Cully and our company name is Purple Cow Junk Removal.

(Speaker 22)
And sorry.

(Speaker 4)
Purple Cow Junk Removal and Home Services. Hi, I’m Tamara Malott, and our company name is Purple Cow Junk Removal and Home Services. Well, I would say, you know, I was a little skeptical at first, and then we came to your show in December of last year, and it was eye -opening.

(Speaker 2)
It changed how we ran the business, how we thought out to run the business.

(Speaker 1)
What’s it like having a team that helps you that you know is going to be a flat rate per month?

(Speaker 4)
Well, I don’t think we would have gotten as far as we have without you guys. And yeah, there’s no hidden fees. I haven’t come across any bills that I didn’t know I was paying out for you guys. So, I mean, it’s straightforward what the fee is. You guys have been so helpful with our website, helping us get our systems together, helping us with our workflow. Yeah, no surprises, no catch.

(Speaker 1)
And you guys were telling me, it’s purplecowjunkremoval . com, purplecowjunkremoval . com. You were pointing out that you guys are able to generate more income now in a month than you used to be able to generate in a year. So I’m going to start with you, Kelly.

(Speaker 19)
What has that meant for your family, being able to generate more revenue now in a month than you used to be able to generate in maybe a year previously? It’s great.

(Speaker 4)
We’ve been able to.

(Speaker 2)
help my daughter out with schooling more.

(Speaker 1)
We’ve been able to just have more financial freedom. Tamron, can you maybe explain? Because we’ve had the opportunity to work with you as a consultant and coaching service to kind of guide you down the path. So it’s always rewarding for us to hear from people like you.

(Speaker 5)
How would you describe the process of working with a coaching team on a weekly basis to guide you down the path? It has been phenomenal. When we first started with Purple Cow, we didn’t have any idea about processes and what we needed to streamline our business. And then after working with Thrive, we not only know how to streamline our processes, but we know what they are and we know what they mean to our business.

(Speaker 1)
And you guys have been absolutely wonderful to help us through that. Well, Thrive Nation, on today’s show, we’re interviewing a success story. These are people that had an idea. They turned the idea into reality, and now they’re here. These are real people. They probably listened to this podcast one too many times, and they said, OK, we’ll reach out.

(Speaker 1)
We’ll take action. And they’ve gone from a goal, maybe a dream, to a goal into actual success. They’ve done it. They’ve turned the idea into success. They’re here. They’re from Ames, Iowa.

(Speaker 1)
Iowa. So if you’re watching today’s show and you’re looking for a hookup for rhubarb or for anybody who can give you a tour of Ames, Iowa. I know a lot of people like to go to Iowa for tourism needs. You’re going to love today’s guests, Kelly and Tamara. Kelly, welcome onto the Thrive Time Show.

(Speaker 21)
How are you?

(Speaker 4)
Good.

(Speaker 1)
How are you doing, Clay? I’m fired up to be here with you.

(Speaker 5)
Tamara, how are you?

(Speaker 20)
I’m doing excellent.

(Speaker 1)
Thank you, Clay. OK, I’m going to go back and forth between you two, kind of tap into your collective wisdom here.

(Speaker 4)
So Kelly, first off, so people can prove that you’re real and you’re not a hologram, what is your first and last name and what’s the name of your company?

(Speaker 1)
My name is Kelly Culley and our company name is Purple Cow Junk Removal and, sorry, Purple Cow Junk Removal and Home Service. Now, Tamara, again, please feel free to one -up them so people can prove you’re not a hologram.

(Speaker 5)
What is your first and last name and what’s the name of your company?

(Speaker 1)
Hi, I’m Tamara Mallott and our company name is Purple Cow Junk Removal and Home Services. Now, I’m going to pull up your website, because we were having a great conversation this weekend. And you guys were telling me, it’s purplecowjunkremoval . com, purplecowjunkremoval . com. You were pointing out that you guys are able to generate more income now in a month than you used to be able to generate in a year.

(Speaker 1)
So I’m going to start with you, Kelly. What has that meant for your family, being able to generate more revenue now in a month than you used to be able to generate in maybe a year previously?

(Speaker 4)
Oh, it’s great.

(Speaker 1)
We’ve been able to help my daughter out with schooling more. We’ve been able to just have more financial freedom. Tamron, can you maybe explain? Because we’ve had the opportunity to work with you as a consultant and coaching service to kind of guide you down the path.

(Speaker 5)
So it’s always rewarding for us to hear from people like you. How would you describe the process of working with a coaching team on a weekly basis to guide you down the path? It has been phenomenal. When we first started with Purple Cow, we didn’t have any idea about processes and what we needed to streamline our business.

(Speaker 1)
And then after working with Thrive, we not only know how to streamline our processes, but we know what they are and we know what they mean to our business. And you guys have been absolutely wonderful to help us through that. Now, Kelly, I got to ask you this. There’s somebody out there watching today’s show. My dad, he used to deliver pizzas at Domino’s. He worked at Quick Trip.

(Speaker 1)
And may he rest in peace. And honestly, I’m super appreciative that my father did what he could do to provide for us. But he never really did figure out how to achieve financial success. He just never was able to do it. What would you say to somebody out there that hasn’t been to one of our workshops? yet or hasn’t experienced what the coaching has made?

(Speaker 1)
Because I always, whenever I’m helping guys like you, I’m always trying to help.

(Speaker 4)
I always kind of picture like I’m helping my dad, you know, somebody who like wants to do well and just need somebody to help him. How would you describe maybe the impact it’s made on you guys?

(Speaker 1)
Well, I would say, you know, I was a little skeptical at first and then we we came to your show and in December of last year, and it was eye -opening. It changed how we ran the business, how we thought out to run the business, preventative processes and all that.

(Speaker 5)
What are all the services that you provide there, Tamara? What are the services you guys provide at purplecowjunkremoval . com?

(Speaker 1)
Here at PurpleCownJunkRemoval . com, we provide junk removal, handyman, snow removal, lawn care, and landscaping services. OK, so you provide quite a bit. And what I’m going to do now is I’m going to pull up what we call the workflow. So for anybody who’s a new client into our system, we’re going to guide you down this path. And I really wanted to see if you guys could explain to us how you’ve been able to go down that path.

(Speaker 1)
And then I’m going to have a few members of our team that can hop on and maybe interrogate you a little bit about it. So step number one, you’ve got to know your revenue goals. And I know when I sit down with business owners or potential business owners, 100 % of the time, They really don’t have their goals in focus. They typically have the idea of, hey, I want to become successful.

(Speaker 2)
But they typically don’t have it broken down into a weekly revenue goal or a daily revenue goal. What kind of an impact has it made on your life there, Kelly, having these goals in place?

(Speaker 4)
It’s helped a lot.

(Speaker 1)
Like you said, we didn’t understand all the processes at first. And now that we’re using them, and we’re using them on a daily basis, it’s really helped us out a lot. Now, Tamara, the next box here as we take people down workflow, box number two, is you’ve got to know your break -even point. You have to know how much stuff you have to sell to break even. And really, you have to have a tracking sheet.

(Speaker 1)
And most people I know do not have a tracking sheet. They just don’t. They do not have a tracking sheet. They don’t track their income. They don’t track their expenses.

(Speaker 5)
And so the idea of having a tracking sheet It can be abnormal, unusual, and typically entrepreneurs will tell me, well, my accountant handles that, or my bookkeeper handles that. How important is it for you there, Tamara, to have a tracking sheet where you know what your income is and where you know where your expenses are? It’s imperative to have that tracking sheet.

(Speaker 4)
It shows you what you need to make it through the week and to keep going, just the bare minimum.

(Speaker 1)
And once you can understand that bare minimum, you can grow from that. And you guys helped us figure out where that was, what our breakeven point was, so that we could grow, so that we could nail our system, so we could scale it. Now, Kelly, I want to ask you this. I’m not trying to get you in trouble. I just want to ask this question here. The number of hours you’re willing to work.

(Speaker 1)
So in my case, what I do is I have a very predictable schedule. I basically go from 5 AM to 6 PM. And I just do it every day. And that’s what I do. And then Sundays, I try to change that a little bit, try to take the day off, take the kids to church, do that kind of thing. But I have a schedule that works for my wife and I. So it’s very normal for me to go to bed at 9, very normal for me to wake up at 3.

(Speaker 1)
I just have a very normal schedule. But that’s not normal for most people that I used to work in 40 hours a week or 35 hours a week. And you as a couple, you have to agree on that schedule. So I want to ask you this, as you’re growing the company and you’re having unbelievable amounts of leads now, you’re generating leads, people are reaching out to you every day, wanting to hire your services.

(Speaker 4)
How important was it or how important is it for you and your wife to continually look at that schedule and adjust it to make sure that you’re on the same page in terms of number of hours per week that you’re willing to work. Well, it’s not always the easiest.

(Speaker 5)
Right now, I know we put in, we don’t leave the office most days until 7 .30, 8 o ‘clock at night.

(Speaker 4)
So we’re here a good 12 hours a day. It’s worth it. It’s worth it. It’s worth it.

(Speaker 1)
We’ve been together 25 years almost, and we’ve been through a lot. So yeah, we make it work. Now, Tamara, moving on to the next box here. You have to have your unique value proposition. You have to have a way. You’re not the only company in America, this just in, you’re not the only company in America, this just in, to do junk removal.

(Speaker 1)
But yet, we have to make sure that you stand out in that clutter of commerce, that people remember you, they remember the company.

(Speaker 5)
And so the company name itself, Purple Cow Junk Removal, that stands out. But how would you describe, Tamara, what it is that you do differently from other junk removal companies that are in Iowa? Let’s see, what we would do differently or what we do differently is our unique power to offer the services to the client. Not only those services is to go behind the services and to make sure they’re happy with every bit of what we do. The quality assurance means a lot to us.

(Speaker 1)
So if they’re not happy, we’re not happy. And if they’re not happy, we’re going to fix it. Now, Kelly, the branding thing, so many people, they reach out to us and they go, Clay, I’ve seen the success of brands you’ve worked with. I’ve seen Oxifresh . com. I’ve seen clients tell me this all the time.

(Speaker 1)
This is how our calls go. People say, hey, look, I went to Thrivetimeshow . com. I looked up your case studies. I’ve seen these companies you’ve worked with. And they’ll reference.

(Speaker 1)
They’ll say, I’m familiar with Oxifresh. I know you’ve worked with those guys for 15 plus years. I know there’s 500 locations. And they say, hey, I know you worked with Tip Top K9 to help them franchise. And they’ll go, wow. I know you’ve done that.

(Speaker 1)
I know you helped grow Tip Top K9 from one location to 18 locations. They say, hey, I know you’ve worked with Beverly Hills Precious Metals to help them scale. And they’ll say that, but then they’ll go, yeah, but my industry, it’s a little different, and I’m in Iowa, and I don’t know that I have what it takes, and I don’t have a website, I don’t have business cards, and I don’t have a team to help me. And I know you guys claim that you charge $1 ,700 a month, flat rate, to do the photography, the video, the web, the search engine, coaches down the path. But is there a gotcha? Is there a catch?

(Speaker 1)
Is there some sort of overtime fee? Do you charge per hour, per call, per email? I had one guy talk to you last week.

(Speaker 4)
He said that his consultant coached him and said, if you ever need something, call me throughout the year. And then at the end of the year, his consultant sent him an overage charge for over $15 ,000 of backdated phone calls, emails. So I wanted to ask you, could you explain to listeners out there, what’s it like having a team that helps you that you know is going to be a flat rate per month? Well, I don’t think we would have gotten as far as we have without you guys. And yeah, there’s no hidden fees. I haven’t come across any bills that I didn’t know I was paying out for you guys.

(Speaker 1)
So, I mean, it’s straightforward what the fee is. You guys have been so helpful with our website, helping us get our systems together, helping us with our workflow. Yeah, no surprises, no catch. Now, Steve Jobs once said, he says, simplicity scales and complexity fails. Steve Jobs, you know, the guy who invented the iPhone, the iMac, the iPad, things that start with an I. He’s the guy who took Pixar, which is a failing company, and introduced Toy Story. Steve Jobs, the founder of the personal computer concept, Steve Jobs, he said, complexity fails, but simplicity scales.

(Speaker 1)
And so when we work with clients such as yourselves, we want to make it into, I call it core repeatable,

(Speaker 4)
actionable processes Or the crap we want to break it down into simple repeatable processes not because you’re not smart But because you are smart and I know you’re busy and I want to build a system that is scalable And so one thing I know that our team talks to you guys about every week Kelly is we got to get video testimonials We’ve got to get images of projects we’ve done. We’ve got to write search engine content, and we have to get more Google reviews. Could you talk about maybe the mind freedom that it’s provided, knowing that you have a checklist of things you need to do every week, and you don’t have a new idea every five minutes? Right. I mean, we’re all human. We all forget.

(Speaker 4)
It’s nice having that checklist. I give one to my guys.

(Speaker 19)
They know that they’ve got to greet the customer with a friendly smile, shake their hand.

(Speaker 4)
They have to take notes as they walk through the job. They have to take pictures.

(Speaker 1)
They know that they have to be presentable in front of the client. They know it. And it’s all right there on a piece of paper, one through 10, one through 20, whatever. The checklist, without it, we would fail. You know, one of the things that blew my mind as a kid growing up without wealth is I remember being around people that were successful. And I remember thinking, That seems so easy.

(Speaker 1)
Why can’t we as a family… do that. And so that was kind of how it started for me. I’m like, we’re not doing well financially. I want to, I’ll study the people who are successful and I’ll do what they’re doing.

(Speaker 4)
And I’m sure if I do exactly what successful people are doing, I’ll probably get the similar results. It was just a very similar thing. It made sense to me, but yet it was so foreign for many people around me. What do you say here, Kelly, for somebody who’s watching today’s show that goes, I don’t know if I have what it takes to implement this system and to become successful, regardless of what industry they’re in. Well, Clay, I can say I grew up a lot like you did. on welfare my whole life we had nothing growing up means a lot to me. I wan I’m sorry.

(Speaker 4)
I kind of went off, uh, off the question here, but this is kind of an emotional thing for me, but this is real. Cause I grew up without nothing, everything I ever wanted.

(Speaker 1)
I either had to work for, I started working at 14 because I was tired of being broke. Um, and then just from there, I mean, if you have a dream, follow that dream.

(Speaker 5)
Um, I, I got the opportunity to purchase purple cow from Josiah and I felt like it was just a blessing from God. And I. will not and cannot or cannot and will not fail at Purple Cow. Tamara, what kind of growth have you been able to have in the past year for anybody just as far as maybe if it’s maybe it’s a percentage or maybe it’s like five times or two times more or one percent growth? How would you describe how much growth you’ve been able to have in the last 12 months? I would say, well, with one of our services for our lawn care services, we have tripled our client base.

(Speaker 1)
And that is pretty impressive. And they’re repeat clients.

(Speaker 4)
They keep coming back.

(Speaker 18)
So that’s way exciting.

(Speaker 1)
What would you say, Kelly, in terms of growth, if you had to say like a multiple or a number?

(Speaker 2)
Because so many people watch the show and they’re like, yeah, did they grow by 1 % or 2 %? I’d say we’ve grown at least, compared to last year, we have probably grown at least 20%, 30 % easily.

(Speaker 18)
Yeah.

(Speaker 1)
And so again, this is so lawn care sides up three times overall growth, 20, 30 % somewhere on that range. And as the years go by, we’re going to learn more and grow it more. I mean, a hundred percent is our goal. Yeah. Now the next, the next box, box number seven here.

(Speaker 4)
materials, perhaps business cards, perhaps one sheets, perhaps auto wraps. Kelly, how does it feel knowing you have a team that can make this stuff whenever you need it? How has that impacted you knowing, hey, I’ve got a team. If I ever need to make something, they got it. Oh, it’s great. It’s a lift off the shoulders, let me tell you.

(Speaker 4)
We use our website. Google alone generates most of our content. Our leads, we rarely have to use local service ads.

(Speaker 5)
Our website gets us leads God enough to keep us so busy right now.

(Speaker 4)
We have our 1 sheets. We have our business cards. We have our signs door hangers. They did. We’re right now.

(Speaker 17)
We have put our ad out with the Iowa State football schedule.

(Speaker 4)
So we have a little add on on the, the, the.

(Speaker 1)
Hawkeyes or no, it’s not Hawkeyes.

(Speaker 4)
God, I get shot.

(Speaker 1)
Oh my goodness. Cyclones. You guys just beat South Dakota yesterday, right? I believe so. Okay. I believe so.

(Speaker 1)
This just in fun factoid. Uh, now next, next update here for your next step is you have to know what it costs you to get a new customer. And this is a thing that you guys through the tracking sheet, you know that, but again, for anybody who’s watching today’s show, maybe this resonates with you. Maybe it doesn’t. I have a haircut chain called elephant in the room and it costs me approximately $20 to give you your first haircut for a dollar. That’s what it costs me to get a haircut.

(Speaker 1)
your first haircut for a dollar. And I know that number because if I don’t wow you and you don’t come back again, It’s not sustainable. It’s not profitable. But we’re willing to spend the money on it. You say, where do we spend the money? We do search engine domination.

(Speaker 1)
We do online social media ads on Facebook. We do retargeting ads. We market to current customers. So I know what it costs to get a customer. That’s box number eight. Determine your sustainable customer acquisition costs.

(Speaker 1)
Box number nine, you got to create repeatable systems. Kelly, you’re a busy person. Tamara, you’re a busy person. You want to create a checklist for everything. You want to have a system for everything. To build an organization, you have to be organized.

(Speaker 1)
And I see so many get -rich -quick hype hucksters, people online, charlatans pitching get -rich -in -five -minutes. Invest in this crypto coin. You’ll be a billionaire by noon. I see that kind of jackassery.

(Speaker 5)
But at the end of the day, what makes a successful company is it’s that messy middle. It’s building those systems. and processes. Tamara, how much of an impact has it had for you having checklists and processes in place as you continue to build more and more processes and checklists? It frees up our time.

(Speaker 4)
So when we first started, we didn’t have any checklists, any processes in play.

(Speaker 5)
And now that we do, and those processes and checklists are becoming not bigger, but more simple.

(Speaker 1)
It allows us to do the things that we need to do because we know that our techs are doing what they need to do because it’s simple. It’s right there for you. The shoulder taps have been so much less frequent than they were when we started. Yes and no. Well, you guys just said how your systems get more simple over time. I think people need to know that.

(Speaker 1)
If your business is getting increasingly complex, there’s something wrong. Simplicity scales, complexity fails. This just in, Steve Jobs said simplicity scales, complexity fails. What does that mean? It should be getting more simple. over time, not more complex.

(Speaker 1)
We move on to the next box. And again, for anybody who wants to download this book for free, follow along. Go to thrivetimeshow . com forward slash free resources. Someone says, well, why would you give away all your books for free? Why would I do that?

(Speaker 1)
Well, again, Kelly, you know this. When you grow up poor, you want to be able to teach other people how not to be poor. If you’ve ever overcome poverty, you sort of view poverty as like a disease. And if you see other people struggling with the same disease, You kind of want to give them some treatment that works. And so I make all these books available for free. You can go to thrivetimeshow .

(Speaker 1)
com forward slash free dash resources. But what we do here as a coaching program is we help you implement. We help you implement those systems. If you’re watching today’s show, you can download these books for free, and then we’re going to help you implement these systems. So we move on here to box number 10. You got to manage people.

(Speaker 1)
This just in. You can’t make your dream work unless you can make your team work. This just in. You can’t make your dream work without teamwork. You have to hire people. How do you hire?

(Speaker 1)
How do you inspire? How do you train? How do you retain? How do you find good people? How do you hire? How do you inspire?

(Speaker 1)
How do you train? How do you retain? We teach all these things. I’m going to go back to you, Kelly. Most people tell me, I can’t find good people. I’m in Iowa, it’s too tough, there’s too much rhubarb, people are distracted.

(Speaker 1)
People say, I can’t find good people, I’m in New York, the city’s falling apart, it’s Sodom and Gomorrah, I can’t find good people.

(Speaker 4)
People say, Florida, I can’t find good people, it’s too swampy, it’s too hot, too swampy, too many alligators, alligators are eating all the good people. People say, in Washington, I can’t find good people, my governor’s crazy, can’t find, people always tell me, they always tell me some sort of local reason why they can’t find people. But I’ve never had a hard time finding good people, and I know that you guys are learning the same system, so you also will not have a hard time finding people. Can you talk about the implementing the hiring systems and the processes so that you don’t find yourself short -staffed? Well, we want to find people that are good fit for Purple Cow. We want to find people that are friendly, know how to talk in front of a customer, and

(Speaker 4)
do that, we have weekly group interviews.

(Speaker 1)
I mean, it gets, they’re hectic, but they’re worth it. You’re eventually, you’re gonna find, you’re gonna have weeks where you’re gonna have nobody that’s just not a fit, but then you’re gonna have weeks where you find one or two people that are just a perfect fit for your company. So do the weekly group interviews. It’s worth it. Now we move on to box number 11, 12, and 13. And for sake of time, I’m going to go 90 miles an hour through these steps here.

(Speaker 1)
Box number 11, you’ve got to create a weekly repetitive schedule. You just have to have a schedule. You’ve got to know, what time am I going to do the weekly group interview? What time is my staff meeting? So many businesses don’t have a time to start their day. It’s like in my office.

(Speaker 1)
We start the day at 7 every day. We have a huddle every morning. We have our weekly staff meeting every week at the same time. We do the interview at the same time. If you do not have a weekly repetitive schedule in place, It’s hard to get traction in any area of your life. If you want to get good playing an instrument, you got to have time scheduled to practice.

(Speaker 1)
If you want to get good at a sport, you schedule time to practice. If you want to not be successful and you want your life to be perpetually stressful, don’t schedule time for anything and just work off of some sort of osmosis, feeling -based, focused schedule, and then you too will experience jackassery. Box number 12, you got to create this onboarding system. Once you hire people, they have an onboarding packet, a handbook, documentation, Maybe you have a non -solicitation agreement. Maybe you have an organizational chart. We can get into that.

(Speaker 1)
We have gotten into that on past shows. We’ll get into that on future shows. And then box number 13. It’s not about how much money you make. It’s about how much money you keep. This just in.

(Speaker 1)
It’s not about how much money you make. It’s about how much money you keep. Because at the end of the day, why are you building a business? You’re building a business to create time freedom and financial freedom. There’s three P’s in business. Three P’s.

(Speaker 1)
You want to make a product that wows the customer, right? So the customer says, I always want to pay less. P number one. The customer always wants to pay less. Two, the employees, they always want to get paid more. This just in, every employee wants to get paid more.

(Speaker 1)
This just in, every customer wants to pay less. And this just in, P number three, profits. Nobody cares about your profits.

(Speaker 2)
Let me repeat that again.

(Speaker 1)
Pay, every employee wants to get paid more. Price, every customer wants to pay less. Profits, nobody cares. Nobody’s going to care as much as you do, Claire. Right.

(Speaker 16)
Yeah, there it is.

(Speaker 1)
So we’re going to help you through that process. What I’m going to do now is I’m going to bring on a Levi onto the show here. So Levi is going to be on mic, but off camera. Levi, are you over there? Yes, sir. OK, so we’re going to do is we’re going to get some folks behind the Levi mics.

(Speaker 1)
We’re all going to kind of hop in line.

(Speaker 16)
Tell me your first and last name, Levi. And what question do you have here for the folks at Purple Cow?

(Speaker 4)
Because these guys are doing it. They’ve done it. What question would you have on behalf of anybody listening to today’s show, Levi? Um, so my name is levi matthias, um, and I am 19 years old.

(Speaker 16)
Um, i’d say my number one question is um, how do you get past the mental barrier of uh, you know, basically, how do you stay so consistent and um, Get through that mental barrier of oh, I really don’t want to do this, but you do it.

(Speaker 1)
Anyway, kill it kill it Well, you got to get in the thought of mind that nobody else is going to do it for you. So if you don’t do it, it’s not going to get done. So you just got to push through that. I still get that gut -wrenching feeling sometimes, but I just tell myself, you know, hey, if I ain’t going to do this, nobody else is going to do it for me. Right. Well, let’s go on to the next question here.

(Speaker 1)
Let’s have our next person hop on here. Tell us your first name and your last name again. These are real successful entrepreneurs. They’re in the messy middle. They’re building a real business. This isn’t a charlatan show.

(Speaker 1)
This isn’t a show. about somebody who’s somehow had an epiphany and then got to the top of the mountain through luck and entropy. No, these are real people and they’re real grind to the company. Everybody go to the website right now. This will help our clients rank higher in Google, by the way. Everybody go to purplecowjunkremoval .

(Speaker 1)
com.

(Speaker 14)
Purplecowjunkremoval .

(Speaker 15)
com.

(Speaker 14)
Okay, next question.

(Speaker 13)
What’s your name?

(Speaker 1)
What’s your first name, last name?

(Speaker 5)
What question do you have? Yes. My name is Rhianna roller. And my question for you guys is what was the deciding factor for you to make you realize that you wanted a business coach and you wanted to be pushed harder to make your business grow? Let’s go to Tamara for this one coming in hot. All righty.

(Speaker 5)
So what decided what we did, how we decided we wanted a business coach, when we purchased Purple Cow, the gentleman that owned it before us suggested Clay and the team, because he had worked with them before.

(Speaker 1)
And we were skeptical at first. So we went to a conference and it opened our eyes. I I came back feeling like, Hey, I might just have what I need to make it through. And then once we started working with the play called us and says, Oh, we’ll take you on. And we started working with one of the coaches and it just, it all worked out. It was awesome.

(Speaker 1)
I want to interject something real quick. I want to a big shout out to Josiah on part two of today’s show. I’m going to share our interview with Josiah. So everyone can meet this guy. He came to our conference in like 2018 or something. And he looked like he was born yesterday.

(Speaker 1)
He and my Hummer, my Hummer stopped working. So I had a Hummer I was driving at the time and it stopped working and he said, I could fix it. So he climbs underneath. This is a conference attendee, by the way. He climbs underneath my Hummer and then proceeds to fix the vehicle. And I’m like, what do you do?

(Speaker 1)
And he says, I have aspirations to start an auto lift company. And now he’s gone on to build a very successful company. He’s just a great guy, a really kind person. And he’s the kind of guy who will get underneath your Hummer at a conference and fix the vehicle. I didn’t ask him to I just he had heard somehow through the conference that my Hummer quit working and he was like, I can fix it.

(Speaker 1)
And he goes underneath the vehicle with his tools, fixes the vehicle. I’m not exactly sure what he did, but he made it happen.

(Speaker 6)
So next question, who’s on the show here next? These are all wonderful people in the office. What’s your first and last name? And what question do you have or question do you have for Tamara here and Kelly?

(Speaker 1)
They’re real entrepreneurs, really getting it done.

(Speaker 4)
My name is Robert Brumley. And my question is this.

(Speaker 1)
Earlier, you spoke about the importance of your website. Could you be more specific on how that has helped you grow your business? Kelly going to you, sir? Well, the testimonials have helped us a bunch. The fact that we have clay and his team putting our, our video testimonials on there, our video, our, our business pictures are all that that they’re doing for our website is really really helped and improved our income. I’ll say this too.

(Speaker 1)
One thing, when I was building my first company, djconnection . com, this is a true story. I went to a web guy, and I went to the web guy. I’ll tell you how I met this guy. He had built the website for Garth Brooks. And I thought, man, you can’t go into Walmart without seeing Garth Brooks everywhere.

(Speaker 1)
If he could build the website for him, I’d probably want him building my website for djconnection . com. So I went to the guy, and I said, I want to hire you to build my website. He said, no problem. And I said, how much is it? He says, yeah, it’s about $20 ,000.

(Speaker 1)
And I’m going, whoa! Because I’m working at Applebee’s, Target, and DirecTV. But I’m going, all right, can we pay that over 12 payments? He said, yes. So I paid this guy to build the website. Very happy that he did it, by the way.

(Speaker 1)
I paid him to do it. And I said, I kind of want a video on my home page. Who do you recommend for that? And he says, well, you got to go with this company. And I said, ah, I’ll probably put that on the back burner to something I’ll come back to later. So anyway, so then I reach out to a business consultant to help me build this website.

(Speaker 1)
And the guy Bruce was my business consultant. And Bruce says, Clay, you got to have a video on your website. It’s killing you not to have a website. I said, Who you recommend Bruce, he recommends a guy it’s $8 ,000 to build the video. Now this is on top of the 20 grand for the website. So then, this is a true story.

(Speaker 1)
So then I’m talking to my mentor at the time, Dr. Zellner. I said, Dr. Zellner, I need more customers. He says, Clay, you gotta get a yellow page ad. I said, a yellow page ad? He said, absolutely. I said, this is back when the yellow pages were relevant.

(Speaker 1)
He said, you gotta do that and then advertise on the internet. I said, do you have a contact? Long story short, he connected me to a person who knew a person. I’m on the phone with Jeremy McCaslin. Jeremy McCaslin says, Clay, for $3 ,000 a month, a max 2500 entry level, you could be the top of the yellow pages. So you start doing all the math here and basically every time I was getting quote unquote advice, it kept resulting in me having a bigger and bigger bill.

(Speaker 1)
And one of the great things that we’ve been able to do for great clients like yourselves is we have a whole team that does all this. So you don’t have a bill every month. That’s a new bill for a new thing. It’s a flat rate. And again, the act of building a website, it is not a an event. It’s a process.

(Speaker 1)
So bragging on the Purple Cow, folks, every single week. We harass these folks, and every single week they do a great job of gathering video testimonials from real clients they’ve really worked with, and that really does help their real website rank higher, and it also improves the conversion rate. Another example, if you go to MakeYourDogEpic . com, JT Lawson and his team, he gets videos every single week from happy customers. He gathers images of happy dogs. We write search engine content.

(Speaker 1)
So again, if you’re building a website, it is not an event, it is a process. Who’s our next guest? first and last name, and what questions would you have for Kelly and Tamara?

(Speaker 5)
Real entrepreneurs building a real business. And again, folks, if you’re keeping score at home, and I know you are, it’s Purple Cow Junk Reminder.

(Speaker 1)
.com.

(Speaker 5)
com. What’s your name? What question do you have? Hi, my name is McKenna Breedlove. And the question I have for you guys is which out of the 14 initial steps was the hardest or most transformative to implement for your business? All right, let’s go with Tamara for this one.

(Speaker 4)
I think it was figuring out what our processes were.

(Speaker 8)
So this had to come from many places.

(Speaker 1)
Kelly had worked in the field, so he knew some of them. And then I would go and I work in the field too. So together we would figure out what are the simple steps to get our text from point A to point B simply streamlined. And it took a lot. A lot of it was trial and error. Trial and error.

(Speaker 1)
Now, Tamara, I will say this. I find that a lot of clients, they’ll tell me, they’ll say, Clay, making the processes was like the biggest thing. And then I also hear people people say, you know what, generating leads was the biggest thing.

(Speaker 4)
So I hear kind of people saying those two things. Maybe there’s two things or three things are the biggest thing. I’m going to go to Kelly, get your thoughts, Kelly. Was it processes? Was it generating leads?

(Speaker 1)
Was it all or was both of it or something else? Or I would have to say a little bit of both. At first, it was figuring out how to get those leads. But once we started getting those leads, now they’re just there. We’re getting daily. I mean, we’re getting leads daily.

(Speaker 1)
So it’s did you have a follow up question McKenna about this process? Are you good?

(Speaker 13)
Yeah.

(Speaker 5)
Oh, she’s good.

(Speaker 1)
Okay.

(Speaker 4)
Awesome. Next question coming in hot. What is your first and last name? And what question would you have here for, for Kelly and Tamra? My name’s Giselle Arquiza. And my question for you guys is what’s the biggest challenge you guys have faced and how did you guys and like the business coaching help you guys overcome it?

(Speaker 4)
Let’s go to Kelly. I think some of the biggest right now has been, uh, managing the people. Uh, we’ve had to learn a lot.

(Speaker 1)
I’ve got, I went from. working in the business to owning it and now working on it. And so managing people wasn’t really my forte back then. But Clay’s guys, they helped me. They said, hey, get some kind of merit -based pay. It’s just managing people was not our strong suit at first, but Clay and his guys have kind of walked us through that.

(Speaker 1)
So it’s gotten a lot easier.

(Speaker 4)
Now, I have two final questions for you guys. Two final questions for you. One is if you had to describe like a 30 seconds or less ish, what makes Purple Cow? We’re going to have some listeners that are going to be in Ames, Iowa. They’re going to find this podcast. Kelly, why should everybody check out your company, PurpleCowJunkRemoval .

(Speaker 4)
com? We’re unique.

(Speaker 1)
We’re an honest company. We’re straightforward. We give a free, no obligation quote.

(Speaker 12)
And we’re not afraid to tell people if that’s something we’re not comfortable doing.

(Speaker 5)
And they appreciate it. They really appreciate it a lot.

(Speaker 1)
They like the honesty and they love how fast we respond to them. So Tamara, I’m going to ask you the same question. Why should anybody if someone stumbles across this video, they’re in Ames, Iowa, why should everybody check out your company there again? Why should everybody visit your company? PurpleCowJunkRemoval . com?

(Speaker 1)
Because they won’t be disappointed because they will get their money’s worth and then some. Bam! Okay, final question I have here for you. For anybody who’s watching today’s show, who’s thinking, Kelly, about going to thrivetimeshow . com, that’s our website. They’ve gone to thrivetimeshow .

(Speaker 1)
com. They’ve seen thousands of testimonials from real people. They’ve seen the Eric Trump. They’ve seen the Robert Kiyosaki. They’ve seen Tim Tebow. They’ve seen a 20 -year history, but they’re like, I don’t know.

(Speaker 1)
I don’t know. I mean, I know I can name my price for a conference ticket, but that seems, I don’t know if that’s real.

(Speaker 4)
I don’t know if that’s real. And I, and I know they do a free consultation, but I don’t know if I fill out the red button. If I click the red button, I fill it out. What’s going to happen. Uh, Kelly, what do you say for anybody out there? Who’s on the fence thinking about, uh, going with or scheduling a free consultation or visiting our, our, our, our workshops there at thrive.

(Speaker 4)
Time show .

(Speaker 1)
com. Well, when it comes to owning the business, you know, you got to take chances. So we took a chance. We were skeptical at first and we’re glad we made that leap. I mean, we’ve gotten so much knowledge and just on everything on how to run our business, how to keep the processes going, the checklists. What do you got to lose?

(Speaker 5)
I mean, you’re running a business, you’re taking that chance. Why not take a chance here? Tamara, I’ll ask you the same question.

(Speaker 1)
For anybody out there who’s on the fence, they’re going, you know, I’ve heard about thrive timeshow . com. I know you guys offer a scholarship ticket so anybody can afford the conferences. Uh, I know you guys do a free consultation, but I’m on the fence. What do you say, Tamara? I agree with Kelly.

(Speaker 1)
I say, take the chance. You cannot make money if you don’t spend money. And this is a good investment. Guys, I’m gonna pull up your website one more time for anybody out there if you’re watching today’s show while driving down a gravel road While on a skateboard and you’re attempting to take notes with a sharpie. I encourage you to write that down It’s purple cow junk removal calm if you’re in a family Sub maybe a suburban maybe you’re in like a Tahoe you’re driving down the road Your kids won’t stop touching each other and you’re into the shoulder boom boom boom boom boom and you’re just trying to find a pen go to purple cow junk If anybody out there that’s on a parasailing right now and you’re using an Etch -a -Sketch to take notes and you just can’t seem to do it without it erasing itself, that’s purplecowjunkremoval .

(Speaker 4)
com.

(Speaker 5)
And for anybody out there who just learns through repetition, write it down, folks. com.

(Speaker 3)
Kelly, I really do appreciate you. Tamara, we really do appreciate you guys. Thank you for hopping on the show. Thank you for being diligent doers. It’s an honor to serve you guys. I hope you have a great rest of your day.

(Speaker 3)
Thank you, Clay. Thank you, Clay. Have a great weekend. Take care, guys. Bye -bye. Some shows don’t need a celebrity narrator to introduce the show, but this show does.

(Speaker 1)
In a world filled with endless opportunities, Why would two men who have built 13 multi -million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s The Thrive Time Show, starring the former U . S. Small Business Administration’s Entrepreneur of the Year, Clay Clark.

(Speaker 1)
and the entrepreneur trapped inside an optometrist’s body. Dr. Robert Zilner. Two men, eight kids, co -created by two different women. Thirteen multi -million dollar businesses. Now we’re at the top, teaching you the systems to get what we got. Colton Dixon’s on the hooks, I break down the books.

(Speaker 1)
Z’s bringing some wisdom and the good looks. As the father of the squad, so if you see my wife and kids, please CNC upon your radio.

(Speaker 2)
Yes, yes, yes, and yes, Thrive Nation.

(Speaker 1)
It’s a very special occasion because on today’s show, we’re joined by a real Thriver.

(Speaker 2)
He could be, you might say, this guy looks like a hologram.

(Speaker 1)
He looks like an idealized hologram. This guy could be a male model, but no, he is an actual entrepreneur, a real client, a wonderful man. We’ve had the opportunity to meet in person during multiple in -person workshops. He comes from the great state of Iowa.

(Speaker 2)
Josiah Ragsdale, welcome onto The Thrive Time Show. How are you, sir? I’m doing great. So I got to ask you, how did you originally come in contact with us there, sir? Actually, through Spotify.

(Speaker 1)
Through Spotify.

(Speaker 11)
Do you remember what you were doing on Spotify?

(Speaker 1)
Were you looking for business shows or was it recommended? How did you find the Thrive Time Show? I think I was looking for business shows. At the time, I was actually in school to build custom cars, and then I was working on a dragster.

(Speaker 2)
I’ve never liked listening to music, so I was looking for either an audio book or a podcast or something. Ran across your guys’ business show, because I always figured I’d open up a custom car shop.

(Speaker 1)
So that’s kind of how I found you. Now, for anybody out there that wants to verify that you are a real person, the website is autoliftserve . com.

(Speaker 2)
Autolift and serve, S -E -R -V . com. Josiah, could you share with everybody out there who wants to verify you’re a real person? What’s your first and last name? And what’s the name of your company? Yeah, it’s Josiah Ragsdale.

(Speaker 1)
And then the name of the company is Automotive Lift Services. And what kind of services or solutions do you guys provide there? I think a lot of people are curious about that. What kind of services do you provide at autoliftserve . com? Sure, sure.

(Speaker 1)
So kind of our main niche is obviously fixing lifts, because we generally will prioritize speed of repair. So we offer like 48 -hour repair times guaranteed. But otherwise, as far as the rest of the group,

(Speaker 2)
in the shop, if it’s in a shop, like in the mechanic side, you know, whether it be exhaust ventilation equipment or air compressor equipment, we service it and sell it as well. But lifts are our main bread and butter. Now, what I wanted to do on today’s show is really brag on you and kind of go through some of the wins that we’ve been able to work on together. Because I think sometimes when people think about a business coach or a business consultant, they may think about a motivational guy. They may think about some sort of motivational, feelings -focused, almost like business therapist. But that’s not what we do at all.

(Speaker 1)
We focus on implementing a linear path to help real business owners grow their real companies. So we’re going to go through all 14 steps today. So step number one.

(Speaker 2)
Revenue goals. I’m not asking you to share on today’s show what your yearly revenue goals are, but why is it important for you as a coaching client and a business owner, why was it important for you to figure out how much money you needed to do per week in sales to hit your goals and what your yearly goals actually were? without knowing our yearly goal, there’s no way to break down into what you need to hit per week.

(Speaker 1)
Cause like, that’s a really important thing that we start with every single Monday morning just between the, uh, my service manager here and myself is like figuring out, okay, this is how much cash we need to break even for this week. And this is how much cash we need to break even or should need to break even next week. And then this is what we need to make a profit. Um, and, and the, here’s our goal for profit. So, uh, I mean, it’s, I don’t know how you would stay in business without knowing it. So let’s let’s let’s drill in for a second.

(Speaker 1)
Are you coming to our workshop coming up here in March? Are you coming to that? I will not be unfortunately. No, we’ve got a two month old baby. So he’s not moving yet. Okay, well, let me pull this up real quick.

(Speaker 1)
So people can see that you’ve been to a workshop though. So you’ve been to Oh, yeah. And I’m just gonna throw out some ideas for anybody out there watching. You know, we have Eric Trump. That’s a pretty Trump’s son will be there.

(Speaker 1)
Robert Kiyosaki, bestselling author of Rich Dad Poor Dad. Eric Trump obviously runs the Trump Organization. They have thousands of employees. We have Robert Kiyosaki, the bestselling author of the Rich Dad Poor Dad series. We have Tom Wheelwright, one of the most respected wealth consultants on the planet. And people say to me, Clay, man, it’s got to be hard putting together an event like that.

(Speaker 1)
And I say, well, I don’t know. We could define hard, but I’ll just tell you this. It’s about $175 ,000 for me to put on that event. And someone says, huh? Real numbers that you put out up front. You say, where does that go to?

(Speaker 1)
Well, you got the president’s son here, so you need security. You need great security. We need all the police and all the law enforcement to keep him safe. You’ve got audio and visual people that work all weekend, and they set up for the event. We’ve got food. Anytime you try to feed a small army of people, which will be 400 people, think about it.

(Speaker 1)
Even if the average person, if we only invested in $20 over two days to feed them, that would quickly add up. But it’s not $20. So you’re talking about $50 of food per person. You’ve got the security.

(Speaker 2)
Then you got the flights, the hotel, the accommodations for the various speakers. And I can go on and on boring people with details. But you end up spending, quickly, about $150 ,000 to put on the event.

(Speaker 1)
And so because we only sell 400 tickets, you kind of do the math and you go, OK, that’s what you need to do to break even. And I think everybody out there needs to have clarity on that. You mentioned it. I want to go back to this workflow for a second. The break even point, box number two. Most people do not know how many customers they need to break even.

(Speaker 1)
Why is it absolutely essential for you and for any business owner especially at autoliftserve .

(Speaker 2)
com, why is it important for you to know how much you have to sell to break even?

(Speaker 1)
Yeah, I mean, if you don’t break even, you’re going bankrupt. So that’s about as important as it gets, you know? I mean, I don’t know how else to break that down. Well, I think a lot of business owners, though, don’t ever think about these things at all. I mean, I would say 99 % of the wonderful doctors and dentists and lawyers and clients and automotive repair shops I’ve worked with, I mean, of all the clients in our portfolio, I would say 99 % of them don’t know their break -even point before they start coaching. And I think that’s so important for everybody out there to really dial into that idea.

(Speaker 2)
Now, the third step, we’ve got the third step, is you’ve got to know how many hours per week you’re willing to work. Now, you have a baby on the way. Is this baby number one or baby number 407? How many kids do you have? This baby is baby number one. Yeah.

(Speaker 2)
And so I remember when I first met you, you were baby free. You might have even been girlfriend free. I think you came to the conference with a friend. And I think one of the work vans stopped working, and you guys helped us fix the van or got it working.

(Speaker 1)
So a lot has changed in your life.

(Speaker 2)
Why is it important that you and your wife, you and your partner that you guys have, that you’re on the same page with defining your schedule?

(Speaker 1)
Oh, definitely. That’s huge. Because I mean, if like, we want to be happily married and have a good home for, you know, our future kids and whatnot, because we want to have more kids too. But I mean, if I was just like always working, she would not. we probably wouldn’t be married for very long.

(Speaker 10)
So like my curfew moved up from like 6 .30 p .

(Speaker 1)
m. and being able to start as early as I wanted until like now I quit at five. And then I don’t get to work all day and all night on Saturdays anymore.

(Speaker 2)
So my Saturdays start earlier and we’ve kind of changed when his bedtime is to kind of make it match too. But yeah, I mean, that’s really important. It’s real stuff. If you get divorced, you lose 50 % of what you built. Number four, defining your unique value proposition. You know, what is it that makes your company unique?

(Speaker 2)
So that’s one thing we do with every client. We help you achieve that. But let’s talk about autoliftserve .

(Speaker 1)
com. What do you guys do differently, autoliftserve . com, from your competition? What What do you do that makes you unique in the world of business?

(Speaker 2)
Yeah. So we, uh, we guarantee that we’ll fix the lift within 48 hours or it’s free. Like we’ll try and get people over to our maintenance plan right away. Uh, that, that’s kind of our biggest thing. Cause most people you go to, you’re going to go ahead and, uh, you’re going to call them. They’re going to come out and diagnose it, bill you for that.

(Speaker 2)
And then they’re going to order parts. You’re going to go through, it’s like a 30 to 60 day lead time on a lot of repairs. And kind of what we do is we’ll go ahead of that and we’ll go, okay, you know, Hey, for, you know, let’s say $100 a month, whatever, we’ll cover your lift. And then if anything breaks, we’ll come out and have it fixed within 48 hours where you don’t have to pay for it that long. So again, you’ve thought through this, and you have a coach that works with you every week. Let’s talk about this here.

(Speaker 1)
Moving on to box number five, branding. That’s the website, photography, video, logo, print pieces, video testimonials. How has improving your branding impacted your ability to go out there and sell in a competitive marketplace? Oh, yeah, that’s, that’s impacted a whole lot. I mean, like, even when I was first showing up, like, we were, like, right after starting up with you guys, like the difference between me going in and Dream 100 marketing beforehand and after it was huge, because, like, before I’d go in, they’d be like, Okay, this is just some guy off the street, clearly. But afterwards, I went in, like, we got into the Davis group here in Iowa.

(Speaker 1)
And, and I was talking to one of them there. And they thought we were part of like a franchise.

(Speaker 2)
They were like, Oh, wow, are you a franchisee for this company or whatever? And I was like, that was the point that made me think like, Oh, wow. Our brand names like really jumped quite a lot. And that’s helped a lot because now they weren’t as worried about like, Oh, do you know, specifically how you’re going to fix this or what you’re doing now? It’s more so like, okay, this is a legit company. We’re not worried about it.

(Speaker 2)
Just book them. I’m telling you folks, people do judge a book by the cover. People do judge you based upon your branding. It’s so important. You nail it down. Box number six, the three -legged marketing steward.

(Speaker 2)
There’s got to be a way that every business owner out there that you can stably, consistently, methodically market to your ideal and likely buyers. There’s got to be a sustainable, proven way for you to market to your ideal and likely buyers. Can you talk about the impact that it’s had having someone like Andrew, one of our coaches, working with you to make sure that you’re diligently implementing a three -legged marketing stool? Yeah, yeah, definitely. I mean, just having some accountability because one of ours is Dream 100 Marketing. So that’s pretty big where we like physically show up and keep dropping off donuts until they cry die or buy.

(Speaker 1)
But so that one’s that one’s big. That’s more so just the accountability of making sure we’re doing it.

(Speaker 9)
And then obviously, like getting top of Google is our other main one.

(Speaker 2)
And then we’re kind of we run a lot of retargeting ads, stuff like that. We’re cranking that up. So like those are two boxes that I really know nothing about. And so Andrew kind of takes the whole takes everything from there. Like we have Lucky Orange on the website. Him and I go through it on our coach calls every, every week.

(Speaker 2)
And we kind of scroll through and see if there’s stuff that could be, have people hanging up on or getting caught on and whatnot. But that’s pretty much, I mean, he’s pretty much taking on all that. Like we write some content too. You guys write a ton of content, but yeah, that’s, that’d be huge. I would have no idea what to do with that. without you guys, so.

(Speaker 2)
If you didn’t have a team helping you get to the top of the Google search results, A, could you do it?

(Speaker 1)
And then B, what kind of impact has it made on your business being top in the Google search results? Sure, sure. Yeah. Could I do it? I probably could. It’d be horrible, though.

(Speaker 1)
It’d take me way longer, like way longer and cost a lot more money, because I would have screwed it up royally many times. And the impact is huge because obviously people find us on Google. We’ve got like several of our largest customers have came from a simple Google search. and they’re like people that we’ve been trying to dream 100 Market to before that for years, and they basically didn’t know who we are. And then one of these days, somebody’s just Googling up their company and finds us and they book us. That’s so much easier to when they find us on Google, and they call us to book it like it’s, it’s light years easier, because now it’s like they’re looking for us.

(Speaker 1)
It’s not we’re cold calling them and trying to get them to buy something. So it’s more so like order taking at that point, instead of having to sell. So I mean, it’s a huge impact. Now, next area here. And again, this is all people people always say to me, they always say Josiah, Josiah, people say to me, they’ll say, Clay, what is the most important thing I need to do to grow my company? And I would respond rhetorically, not in a difficult way.

(Speaker 1)
I’m just saying, what’s the most important ingredient that makes cookies? Is it butter? Is it eggs? Is it chocolate chips? They say, what?

(Speaker 2)
I said, well, what’s the most important part of the house? I mean, is it the framing? Is it the tile? Is it the countertops? Could you skip the footings? Could you skip the rebar?

(Speaker 2)
Could you skip the framing? Could you skip the shingles? It’s all of those things working together. And I think a lot of people really don’t think about business that way because of our educational system and the biases that are presented there. So box number seven, you’ve got to create a sales conversion system. It’s a sales conversion system.

(Speaker 1)
You have to have a system that we’re talking about scripts, recorded calls. one sheets, pre -written emails, lead trackers, tracking the results. How has tracking the results and having a turnkey system in place impacted your business? Yeah, tracking results is absolutely huge. The lead tracker is probably, that’s probably the biggest, most game -changing thing we’ve done is with you guys. It’s because now we’ve got like one spot all of our notes are in, and it’s nice and simple.

(Speaker 1)
We went through with Andrew, so it’s just like, If it’s a white box, that just means we need to keep calling them. They haven’t booked. If it’s green, they’re booked. If it’s red, it’s, you know, they said no, but that’s simplified everything. I mean, that’s, that’s definitely the biggest one, the script. That’s kind of always a work in progress.

(Speaker 1)
We go through that with Andrew relatively consistently too. Cause there’s a lot of different, a lot of different steps and a lot of different questions that customers have depending on what they’re calling on, but it’s, it’s huge without. what we have now and I would say our stuff right now is nowhere close to being done like it still needs a lot more revisions but without having it right now like we definitely would have sold the wrong equipment into many many shops and that would have been a big problem. Now we move on here to the next box here, folks, going 90 miles an hour. This is how you do it. Box number eight, you have to determine your sustainable customer acquisition costs.

(Speaker 1)
What does it cost you to get a new customer? You have to know, what does it cost to obtain a new customer? Do you have a tracking sheet? Do you know how much you’re spending on advertisement? You have to know that. Box number nine, you’ve got to create repeatable systems, processes, and file organization.

(Speaker 1)
Repeatable systems. processes, and file organization. Now, this is not a fitness advice to anybody out there, but I’m going to give you an example. One of my clients is unbelievably fit. I mean, this guy is looking incredible. And he made the comment to me years ago.

(Speaker 1)
I said, you look great. And he said, thank you. I pay for it. And I remember he said it like he’d been thinking about it. And I said, man, you look great. And he goes, thank you.

(Speaker 1)
I pay for it. And I was thinking, so he was ready for that response. And so I said, can I ask what that means? He said, oh, I pay for a trainer seven days a week. So seven days a week, I have a trainer, somebody who’s a coach who pushes me. And I said, you look great.

(Speaker 1)
This is a guy in his mid -40s. I’m like, so you have a trainer? Seven days a week? He said, yeah. I said, can I ask why? And I kind of knew why, but it helps to hear it from somebody else.

(Speaker 1)
And he said, because if I don’t, I’m going to go to the gym. I’m going to have the workout pants on, the workout shoes on. I’m going to be there. And I’m not going to work out. And if I do, I’m not going to push myself. And so I have a trainer that pushes me for 40 minutes a day and who pushes me.

(Speaker 1)
And I said, what do you pay per session? True story.

(Speaker 2)
He said, $100 a session. I said, so you’re spending per week, 700 a week. He said, Yeah, that’s why I look like I do. I mean, that’s something I’ve invested in. Now, again, I hear that all the time with people that have a great lawyer. They say, man, your legal systems are dialed in.

(Speaker 2)
They go, yeah, I pay for it. I have a lawyer. I see people that are phenomenal in the game of investing. And they go, yeah, I pay for it. I have a financial strategist. I think everybody in any area of our lives where we want to get better, we need to have a coach of some kind.

(Speaker 2)
Could you talk about the impact of having a coach, what that’s done for you?

(Speaker 1)
Having somebody like Andrew that actually gives a crap about your business, that actually is 100 % focused on how he meets you every week, knowing it’s a flat rate, but also knowing that you have somebody that each week is going to follow up with you and make sure that all these systems are being implemented. Can you talk about the impact of that? Yeah, it’s huge. I’d say the biggest impact is probably every week kind of pulling me out of turtle view and back up into kind of a looking further out. So like I’d commonly so like for a long time, especially in the beginning, I was still doing a lot of technician work, not so much anymore, but I was doing a lot of technician work. So it was like every Wednesday was like our call.

(Speaker 1)
That’s like what got me back up to the point of thinking about Oh, okay, you know, I’m actually building a company, you know, eventually we’re gonna have somebody, somebody in this role. I’m not going to have to do this forever, you know, that kind of deal. But it’s big. I’d say a lot of it’s just like, you know, of course, the accountability and getting numbers in your tracking sheet and stuff like that, so you know where you are and if you’re gaining or not. But I’d say the bigger thing is like helping you get out of your own head and kind of see, at least for me, helping me get out of my own head and see that, oh, OK, I’m not trapped, you know, and here’s the next step I can do to get us a little bit further down the road. And he really kind of pulls that out, because a lot of times I’m

(Speaker 1)
feel like I have no idea what to do next to keep growing the company. But in my conversation with him, a lot of times he can kind of pull that out just through us talking. And then it’s like a lot more clear on how to keep growing. I find it very interesting that all of the people I’ve met in my life who are very successful, they all have a coach.

(Speaker 2)
an advisor, or somebody that pushes them. The guy that I meet that has the jacked up haircut is normally the guy that cuts his own hair. The guy that I meet that has a really, really nice car typically did not hand make the car. They typically reached out to someone who was proven to be an expert in the car making, and they bought the car from the Ferrari dealership. from the Lamborghini dealership.

(Speaker 1)
The guy that has the great haircut typically has a professional they’re hiring. And in business out there, if you feel stuck, you’ve got to implement all these systems. So box number 10 and 11. Box number 10, you’ve got to learn how to manage people. And that’s not something that’s normal, managing people. Do the people on your team know what their jobs are?

(Speaker 1)
And are they being held accountable for doing those jobs? Do the people on your team know what they’re supposed to be doing? And are they doing those things? Could you talk about the impact of having a coach, how much of that’s made on your ability to manage people? Yeah, that’s another area that’s really helpful because, you know, I had no management experience prior to this. Yeah, I don’t connect with a lot of people very well either.

(Speaker 1)
So I don’t, yeah, it was like, basically, every single week, I just have a problem, we go over with Andrew, I’m like some kind of crazy thing that I didn’t think people did, which is probably the most common thing that’s like, why is this like, like, this is the job, this is all you got to do, like, What’s, what’s the problem here but Andrew’s very helpful in us, helping us figure out you know how to manage people on said big part of helping me manage was helping me get the group interview going enrolling properly, because that has probably been the biggest influence on.

(Speaker 8)
me manage people better is maybe kind of moving some people out sooner and, and or moving some job shadows in which kind of speeds people up then a little bit too.

(Speaker 1)
Yeah, but like none of that I wouldn’t have figured out any of that without him. Now, we move on here to the final couple of steps here. You have to create a repetitive weekly schedule. You have to schedule a time every week for the group interview, like we talked about, or your daily huddles. And that’s something we work with, teaching our clients how to time block and build a schedule that works for them.

(Speaker 2)
Box number 12, teaching you how to hire and recruit great people. How do you hire, inspire, train, retain great people? Box number 13, step number 13, you’ve got to create an accounting system so you’re actually aware of your money. Where is it going? But all of this, the whole point of doing all this, box 14, is so that you can achieve success in the area of your faith, your family, your friendship, your fitness, your finances, your fun, your focus. And so I encourage everybody out there, make a list today.

(Speaker 2)
What are your goals for your faith, your family, your friendship, fitness, your finances, your fun? Focus. What are your goals for faith, family, friendship, fitness, finances, fun?

(Speaker 1)
Focus. What are your goals? And then the business exists just to help you achieve those goals. And so my final two questions I’d have for you, the listeners out there know that we’ve helped you with accounting and branding and online ads and search engine optimization. But my final two questions for you would be this. If you could explain to somebody in 60 seconds or less -ish, what kind of an impact has weekly business coaching made on you and your business?

(Speaker 1)
Yeah. It’s made a huge impact.

(Speaker 2)
I mean, like I said, I don’t think we would be anywhere close to where we are right now. If you’ve been still in business without it, it’s like you guys have really helped just continue us continue growing because like without you guys, we wouldn’t, we wouldn’t have our website cranking. We wouldn’t have a bunch of leads.

(Speaker 1)
We wouldn’t have, I’d probably be stuck in my own head. I’d probably still be stuck as a self -employed technician and not have really

(Speaker 7)
figured out how to get out of that phase.

(Speaker 1)
I really think I’d be stuck there for many years without a weekly call. Final question. There’s somebody out there that is a big statistic guy. They want to see stats. I’m not asking you for your private numbers. But as far as a percentage, how much have you grown since we met you?

(Speaker 1)
Are you up like 2%, 7%, 10 %? What kind of a percentage? How would you quantify that? Yeah, when we met, we were probably at, I don’t know exactly what the percentage, but you could probably figure it out. When we met and first started with you guys, we probably had done like maybe $60 ,000 in a year. And we probably now do more like $2 million to $2 .5 million in a year.

(Speaker 1)
So you would say, let’s just do some math here. So if I take $2 million and I divide that by $60 ,000, we could say you’re up 33 times? Yep. I mean, that’s an accurate number. You guys have grown 33 times. That’s powerful.

(Speaker 1)
So I encourage everybody, go to thrivetimeshow . com. I have two calls to action for everybody out there today. First off, I want everyone to go to autoliftserve . com.

(Speaker 2)
And even if you don’t know why, share this link on your socials. Because what it does is it helps my wonderful client, Josiah. It helps Josiah to rank higher in the search engine results. So if you just share. A link to autoliftserve . com, it does help him rank higher on the search results.

(Speaker 2)
Second thing, if you want to come to one of our in -person workshops, you just go to thrivetimeshow . com. The tickets are always $250 or whatever price you can afford. So we’ve made it affordable for everybody.

(Speaker 1)
That’s thrivetimeshow . com. They’re $250 or whatever price you can afford. How would you describe the workshops? You’ve been to the workshops. You’ve done the 13 -point assessment.

(Speaker 1)
How would you describe the free 13 -point assessment and the workshops? Oh, the workshops are a blast. It’s like, it’s like you’re in a room with a ton of other people who want to do the kind of the same thing. and a meet them. And they’re not normally just people who are kind of like, I, you know, I’m just trying to sell insurance to this, to this small group that you’re somehow a part of in your town. But no, this is like, these are like people who are like, really growing their companies.

Like I can think of like Ryan Wells, for instance, grows like crazy, like he’s a ton of fun to talk to when we go down there. And I always get new ideas from it, too. So I’m like, wow, we’re really dropping the ball in this area. And these guys are killing it. So it’s, it’s awesome. Well, congratulations on baby number one.

Thank you for carving out time for us. I encourage everyone, one more time, folks, if you haven’t checked out that website, it does help our wonderful client, Josiah Ragsdale, to rank higher if you visit that website. So you might say, how do I do it? All you got to do is just go on over there to autolift. Let me pull it up again here. The domain is autoliftserv .

com. A -T -O -L -I -F -T -S -E -R -V. If you go there, what it does is it helps our client rank higher in the search results if you share today’s link, if you share a link to his website. So make sure you do that, folks. Again, Joe Sion, thank you so much for your time, sir, and we’ll talk to you soon. Thanks.

Bye -bye.

Transcribed with Cockatoo