Cleaning Business Podcast | F.O.C.U.S.: Triple Your Income with Proven Business Strategies | 7 Clay Clark Client Success Stories

Audio Transcription

Transcribed with Cockatoo

Clay, you’re an entrepreneur, I’m an entrepreneur, and as they say in Stoic, the obstacle is the way. And so if you let these pinheads get in your way, you’re in trouble. Octononverba is the motto of the U . S. Merchant Marine Academy at Kingspoint, New York. I had appointments with Naval Academy and Kingspoint Merchant Marine Academy.

And Merchant Marine Academy’s motto was octononverba. In other words, don’t listen to what a person says. Watch what they do. Clay, my honor, my honor to be on your show and thank you for all you do. I hear the ripple effects from you are good ripple effects. You know what I mean?

People rave about what they learn from you.

So congratulations. My name is Kevin Thomas and the name of our company is MultiClean. We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas. We have probably grown probably five times. 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.

In six, seven years, I’ve probably been to 12 to 13 business conferences and Amazingly, each time I go, I learn something new and I’m so excited to bring it back and show the team about marketing and how to help you guys implement the SEO. 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 multiclaim. 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. Folks, on today’s show, we’re joined by a real client. He may look like a male model. He may look like a hologram. But he’s a real person. He’s a longtime client.

He’s a man that we consider to be a friend of The Thrive Time Show and a friend of mine. Ladies and gentlemen, please welcome to the show, Kevin. Welcome on to The Thrive Time Show.

How are you, sir? Clay, I’m doing great. I had a great Christmas holiday.

And I’m glad to be here. OK, so first question, can you tell us, what is your name, first and last name?

And what’s the name of your company, sir? My name is Kevin Thomas and the name of our company is MultiClean.

We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas.

And how long have we worked with you approximately at this point, sir?

It’s been about six, seven years. And we want to welcome all of his glory nation from east to west to north to south. Welcome to Kingdom Business Builders, how you can build a kingdom business with America’s best kingdom builder, I think probably the world’s best kingdom builder of businesses, Clay Clark. All right, we’re gonna bring Clay on for our weekly talk about how you can take your business to the next level and why you should get him. a coach. First of all, Kingdom hydrogen bottles, grab them.

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All right, Clay Clark. Here he is.

Dave, thanks for letting me be here with you today, sir.

How are you? I’m wonderful.

Thank you, Clay. Well, on today’s show, what I want to do is I want to encourage everybody just to take a moment. I know we’re all busy people. We have a lot of going on. Some of us have urgent things. Some of us are in more of a flow state right now where we’re relaxed.

Some of us are urgent. But I want everyone to take just a moment and think about if you, what would your life be like if you were in a situation months from now, 12 months from now, if you were able to take your income and multiply it by three, if you’re watching today’s show, you say, you know, if, if, if 12 months from now, I could multiply my income by three. If I could increase my income by three times, what would it be like 12 months from now? Now I want everybody to write down the following websites. These are two clients I’ve actually worked with that are real people, and I’m gonna fill the room today, fill the conversation with a lot of case studies of real people, but I wanna start off with two.

The first one is hoodcpas . com, hoodcpas . com. It’s a company started by Paul Hood. And then the second example I wanna take you to, this is an accounting company started in Canada, actually, Sperl, S -P -U -R -R -E -L -L dot C -A. So Sperl dot C -A, and HoodCPAs dot com.

And both of these are clients that were accountants, they reached out to me, and we’ve helped them to grow their company. Now in Paul’s case, we helped Paul grow a $24 million accounting practice. That’s before he, think about this. So you’re from corporate America, you get this. Once a company gets to a certain point, they might bring in different partners or arrange different buyouts or change the structure. But we helped Paul get to $24 million before he changed the structure of the company.

Think about that, $24 million. Spurl .

ca, this is a guy, We helped him grow from an accounting practice, which was respectable and it was open for business, into arguably the most successful private accounting practice in all of Canada.

And that’s Sperl . ca. S -P -U -R -R -E -L -A. E -L -L dot C -A, so S -P -U -R -R -E -L -L dot C -A. So you say, well, how does this apply to me if I’m a doctor, I’m a dentist, I’m a lawyer, if anybody watching this show who wants to own a business? Well, I want you to go over to thrivetimeshow .

com, thrivetimeshow . com, and when you click on testimonials, we have absolutely an abundance of thousands of testimonials from real clients. So we have thousands of real clients. You can really go and see their success stories via video at thrivetimeshow . com. So what we’re gonna teach on today’s show is how we helped Paul Hood and how we helped Josh Spurl.

So it’s called FOCUS, F -O -C -U -S, FOCUS. Focus, okay? So F, it stands for focus on core tasks. And Dave, I’m just gonna give you an example today. This is my to -do list, it’s big, I don’t expect everyone to analyze it and understand what it means, but I’ve got things in my life right now that are urgent, that are urgent in my life, things that have to get done today, but they’re not proactive. Then there’s things in my life that are really proactive, but they’re probably not urgent on this list.

And so I have to explain this to my staff, I have to explain this to myself, and I have to explain it to everyone I come in contact with all the time, because if you’re gonna grow a business, Paul Hood was already very busy at HoodCPAs . com. Josh Spurl was already very busy at Spurl, that’s S -P -U -R -L dot C -A.

And so you have to become a proactive person. I wanna get, Dave, before we get into the details, I wanna get your reaction to this, because as his glory has grown, I mean, if you’re not careful, you could spend your whole day, what, responding to emails, responding to text messages, having circular accounting meetings.

I mean, how are some of the ways that you could spend your day in a non -proactive day if you weren’t careful? Oh boy, so many things would happen. Like you said, I think it was last time you were on, you have to scale your ministry, your business, whatever it is, so that it can scale accordingly, because if not, you’re just gonna get all kinds of things that are gonna block your time, and time is money, and you’re just gonna be spinning your wheels. So this is what we do, this is step number one, it’s F, okay? Step number one, F, this is F -O -C -U -S, step number one. I want you to block out an hour a day to design your day.

Everybody watching today’s show, this is not a joke. the place of your prayer time. Some of my clients claim that it’s their prayer time, I don’t know. I’m not trying to take the place of your prayer time, I’m not trying to, I’m just saying we ought to take an hour a day and ask God what we can do today in the following seven areas, okay? What can we do, what do we need to do today proactively for our faith? For our family, for our finances, for our fitness, for our friendship, our fun, and our focus, a lot of Fs, I’ll go slow, here we go.

You’re gonna block out time, an hour a day to block out time to think, how can I proactively, what do I need to do today proactively for my faith, my family, my finances, my fitness, my friendship, my fun, and my focused attention? Now this just in, what you don’t get scheduled, won’t get done. And I literally just had a conversation with somebody about an hour before we hopped on today’s show about this, a very respected person in my life. And they’re contacting me with these urgent things about current news stories that might or might not impact me. right? And they’re trying to let me know, well, this might happen and this is going to happen. I’m going, Hey, I love what you’re saying right now, but I’m going to hop on the, his glory network with a pastor Dave and his wonderful audience.

And that’s going to happen. And then what I’m going to do is I’m going to take this phone right here and I’m going to set this over here and I’m probably going to miss a lot of calls. So let’s just check real quick and just see if I’m being honest with your listeners out there. And I am, let’s just check real quick. Okay. So I’ve got today, let me see here.

Okay. So I have missed, um, 34 calls. text messages since we sat down for the show. 34. Now, again, I could spend my entire day responding to that, and it’s because it’s a very busy news cycle right now. A lot of things are happening in this country.

As Donald J. Trump is attempting to save America, there’s a lot of urgent court cases and litigation conversations happening.

And so I’m going, that’s great, but I have to do that. Also, tonight at 7 p . m. , I will be taking my wife on a date.” And you ” And you go, what?

Yeah, it’s in my schedule, I’m going to do that. That’s faith, that’s my family. Faith, you say, what do you mean for faith? Today, I’ve already done my Bible study this morning. I’ve already done my deep dive this morning. I’ve already blocked out time.

I already did it. I already studied the Bible today. I kind of always want to go back to the Bible. Everything’s getting terrible. I want to go back to the Bible more, but I blocked out time for my faith, my family, my finances, okay? Went to visit the trainer this morning.

Visited the trainer this morning before 6 a . m. , but I’m just telling you, what you don’t schedule won’t get done. That’s F, okay? Step number two, on. You want to focus.

on what does it mean to be on well off is kind of like you’re yawning you have a low energy you’re kind of moping i need you to be You need you to be on. God needs you to be on. The Bible tells us to work as unto the Lord, right? I want everybody to be filled with great enthusiasm every day. So when you finish organizing your day, Dave, we have to spring into action. We’ve got to bring a level of intensity, a level of enthusiasm.

We have to do it because if we do not attack the day with a joyful enthusiasm, you’re going to quickly run into opposition, pushback, and I find that a lot of your business success has to do with physics. An object will remain in motion unless it comes in contact with an object of equal or greater motion. So today, true story, I’ve got some wonderful people doing some wonderful landscaping for me, and these things need to be done in time for our upcoming workshop featuring Tim Tebow, June 5 and 6. So when does it need to be done? June 5 and 6. Why?

Because Tim Tebow is coming here for our in -person workshop. By the way, we have four tickets left, and you can get those tickets at thrivetimeshow . com. Use promo code HISGLORY for a chance to win a backstage pass. There’s tickets remaining at thrivetimeshow . com.

But why does landscaping have to be done by Wednesday? Because Tim Tebow is coming here. Why am I making the mic check over and over and over and get all the audio and visual? We had to buy a dual keyboard stand this morning for one of our performers, Colton Dixon. Why does it have to be ordered today? Because Colton Dixon is gonna be performing on Thursday.

So again, you’ve gotta approach your day with a sense of urgency.

And Dave, as we head into the break, I wanna get your thoughts on that. As Christians, we need to have a cheerful, joyful spirit. But we also have to have a sense of urgency. I want to get your thoughts on this because you literally have 38 seconds on the clock. So what are your thoughts? Well, that’s my biggest strength and my biggest weakness is having the difference between urgency and patience.

You can’t be urgent in everything. It’s got to be prioritized. So what I take, I take the Stephen Covey approach, the A’s and B’s and C’s in my planning today. What are the A’s that I got to get done today? What are the B’s once I get the A’s done?

And then the C’s are for last. It’s kind of like eating your broccoli first because it’s healthier instead of eating your steak. And when I’ve done that in the corporate world, you get the most important things. Because otherwise, if you manage the cease, you’re always managing in the micro instead of the macro. We’ll be right back.

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Before he reached out to me, he had an accounting practice, he did. Before Josh Sperl reached out to me, he had an accounting practice. You say, what’s the website? It’s hoodcpas . com. You say, what’s the website?

It’s sperl, S -P -U -R -R -E -L -L . ca. Now, you don’t have to be an accountant to become a client of mine, but what I’m pointing out is we have 160 clients and all of them grow. In the time that we worked with Paul Hood, we helped him grow to a $24 million accounting practice. We helped him write his first book and his second book. We helped him, this is, we helped him go from 400 leads during a quarter.

He used to get 400 leads a quarter, a quarter, per quarter of the year. Now he got, the last time I spoke to Paul, he was getting 400 leads a month. And you say, well, Clay, how long is your average client with you? Typically six to seven years. And you say, well, why don’t they still work with you? Well, usually a lot of my clients, somebody offers to buy their business because people want to buy a thriving company.

And that’s usually the exit plan. Josh Spurl, we helped him grow a very exciting, very successful accounting practice right there in Canada. He’s one of the most successful accounting practices in Canada. We also helped him write a book. We helped him launch a podcast. There’s a lot of evidence of his success.

You can find it Spurl, S -P -U -R -R -E -L -L dot C -A. But let’s get back into the focus, this idea of moving from being reactive to being proactive, from surviving to thriving. So step number one, you got to wake up every day You block out an hour to carve out time to design your day for your faith, your family, your finance, your fitness, your friendship, your fun. Oh, you gotta be on, Dave. Once you know what to do, you gotta go. You gotta go, you have got to go.

Somebody out there, you’ve gotta kick it in drive. Somebody out there says, what do I need to drink to have that energy? I’m sure that Sherwood . tv, there’s some great kingdom product you can get and support this fine program that Sherwood will sell you. I’m sure there’s a great product from Mike Lindell over there at MyPillow . com he can sell you.

But what I’m saying is I am filled with an enthusiasm because I know where I’m going. Step number three, core tasks. Dave, you and I have to become masters of the core tasks. And so Paul Hood, he became a master of onboarding first -time clients and helping them dramatically cut their expenses. Spurl, Spurl CPA, he became a master of onboarding new clients and helping them cut their expenses. Why is that so important?

Well, if you’re an accountant and you’re charging someone $1 ,000 a month or $2 ,000 a month, you quickly want to be able to justify your existence. And so these guys became absolute experts of cutting expenses, absolute experts at onboarding clients. That’s a block and tackle, a simple move, but they had to master that. And you say, how do I master that? And we get into that in our workshops. I’m talking about checklists, call scripts, procedures, or charts, documents, it’s just a phenomenal blasty blast when you can scale a company and we’ll teach you how to do that.

But focus, okay? Every morning, block out time for you to block out, carve out time to design your day. On, you gotta be on. Once it’s time to go, you gotta be on. C, core tasks. And with Paul, I told Paul this, I told Josh this, I tell all my clients this at thrivetimeshow .

com. I’d say, you have to figure out your core four. Now, somebody might say, well, I have core three, core eight, but Dave, you know what I’m talking about. You got like four things that you maybe have to do every single day and you have to master those four things. Or maybe there’s 10 things, but you want to focus on your core four as it relates to, and I’m just going to focus on marketing. We do more than just marketing, but as it relates to marketing for Paul, I’m saying, Paul, there was a local TV station.

I’m like, Paul, you have to be on the local TV station. It just has to happen. It’s a local mainstream media pre -COVID. If we can remember that time, he’d hop on the local morning show. That has to happen. Two, we’ve got to write search engine content so we come up in the search results.

And three, we need to call all of our clients and gather objective video reviews from actual clients. And by doing those things over and over and over, Dave, what happened is he starts picking up new clients. Core four, step number four with the accountant. We had to develop what we call a dream 100 list. This is a list of clients he would like to have. And although I really do believe that Jesus is King and I do know that Paul Hood is a Christian business owner, I have a suspicion that most people don’t wake up with a burning desire to pay someone they’ve never met or heard of, right?

So we have to call these people, right? You have to have a dream 100 list. So you say, what were the core four that Paul did again? What did he do? One, he had to go out there every single day, Every single day, every single day. He had to gather objective video reviews from clients that actually liked him.

He had to do that. Two, he had to hop on a television show and talk about the services he offered. Three, he had to write this search engine content that came up top in the search results. And four, he had to make these calls, or his team had to make these calls to his Dream 100 list to his ideal and likely buyers. Again, we’re talking about focus. So F -O -C -U, until.

And Dave, this comes down to persistence. You focus on core tasks until success. I don’t think that persistence is taught very much. So Dave, you know, today, on my list today, I won’t mention who or what the entity is I’m dealing with. But Dave, I’ve got an expense on my to do list here.

I’m going to cut that expense today. And what it is, is that we have a vendor that continues to charge one of the companies I work with for a service they don’t render. And Dave, I’m sure you’ve seen it before. You have a vendor that charges you, let’s say 3000 a month for something or 500 a month for something. And I’ve asked them to stop charging me because they don’t provide the service and they just keep doing it.

And so, Dave, it’s this thing where you ask them to stop and they keep doing it. We all make mistakes. But Dave, on my list today, I am going to reach this vendor and we’re going to stop making the recurring payments to this vendor. It’s going to happen because it’s on my desk and I’m not going to stop until I get that result.

And I want to get your thoughts on this as a Christian, the balance between being persistent and harassing, maybe there is no balance, maybe, or the difference between persistence and harassment, maybe there is no difference. I just know that in his glory, you guys wanna book the world’s best guests on your broadcast, and you do reach these people, but sometimes it’s a little bit difficult to reach people, sometimes it’s easy. What’s the balance or is there a balance between harassment and persistence? What’s your thoughts on that from a Christian perspective as a business owner trying to do right by the Lord as you grow his glory? Yeah, persistence is key. You know, sometimes you have to keep knocking and knocking until that door is open and you just keep knocking.

You don’t want to harass them to a bad level, but you want to keep doing it in love. That’s the most important thing. F -O -C -U -S. Focus on core tasks until success. Now, success. One of the things that I found about success that was challenging for me is I didn’t grow up around it.

And so there’s somebody watching today’s show. We could have a debate about how poor you grew up and how poor I grew up. I’m saying is, you know, my wonderful dad, may he rest in peace. He was delivering pizzas at Domino’s. He had a college degree. He was working at Quick Trip, a convenience store, to put food on our table.

And I’ll never harass somebody or speak negatively of somebody who did the very best they could do to provide for their family, because that’s what my father did. but I had never seen people around me that had massive success. I remember when my wife and I built our first house, I had never, I sincerely had never been in a home on a consistent basis that had wood floors. And my builder was like, Sir, do you want to put in wood floors into this house? I’m going, no, I don’t want to go with that cheap wood floor stuff. Let’s put in carpet.

That wood stuff warps over time. And I remember my wife’s being like, what are you talking about? I remember they asked, a true story. They were asking me about what kind of countertops. And I said, linoleum, baby, that stuff’s solid. And they’re going, linoleum?

Don’t you want to do granite? And I had just never seen granite. I had never seen wood floors. I had never seen somebody consistently wear a tie. I had never seen people show up 15 minutes early for everything. I’d never seen people carrying a to -do list.

I had never seen adults who had a calendar. I had never seen people go out to buy groceries and not bring coupons. I had never seen somebody tip without reluctance after a meal. I had never been around people that drove a car because they liked it as opposed to the car they could afford. I had never seen somebody be able to go to their kids’ sporting events without needing to juggle, do I go to work or do I go to the events? Because if I don’t go to work, I won’t be able to afford the sporting events.

I’d never seen a family on a consistent basis where the dad wasn’t working the night shift. My dad worked the night shift. I had just never seen it. I had never seen, I’d never been around it. And so one of the big ways to become super successful this year is you become the average of the five kids. you spend the most time with.

And it’s a cautionary tale, because if you’re around people that are making a lot of money, you might do the things that they do or did to make a lot of money. So what I would do, what I’ve tried to create here at Thrivetimeshow . com, if you go to Thrivetimeshow . com, we have these in -person workshops. We do them every couple of months. The one we have coming up in September features Alina Haba, President Trump’s legal advisor.

It features yourself and Dave Scarlett. It features Amanda Grace will be there. Julie Green will be there. It features Eric Trump. Eric Trump will be in the house. Mel K is going to be there.

So many wonderful entrepreneurs are going to be there. So many wonderful influencers. But Dave, we’re going to teach how to grow a business from a Christian perspective. What does that mean? The Bible tells us that the love of money is the root of all evil. And even though some people started off with good intentions, they erred from their faith because their love of money was the ultimate goal.

And money is just a tool. Money is not the ultimate goal. It’s not the end result. It’s just a vehicle. So in the same way that my car, I drive a beat up white van, my beat up white van that’s fully paid for, by the way, 160 ,000 miles on it, that van doesn’t represent my soul, that van doesn’t represent my net worth in God’s eyes, that van doesn’t represent anything other than a vehicle that gets me from A to B, your business, it should be a vehicle to get you from A to B. And so if you’re out there today, and you say, you know what, I want to learn search engine optimization, I want to learn branding, I want to learn marketing, I want to learn accounting, I want to learn finance, I want to learn how to organize my day, I want to learn how to manage people, I want to learn sales, I want to learn sales, not not sales motivation, but sales systems, not search engine motivation, but search engine systems, not management theory, but management action steps that are proven to work. If you say I want to learn a proven success system that you guys have been doing for 20 plus years, I encourage everybody right now go to thrive time show dot

com, thrivetimeshow . com and use promo code HISGLORY for a chance to win backstage passes. Now, the three questions people always ask me, they say, how much? Well, it’s $250 or whatever price you can afford. And you say, what? That’s between you and God and whatever that is. I want everybody to be able to have an opportunity.

So it’s $250 or whatever price you can afford. We do have some VIP options for you. Second thing people ask me is, well, where is it? It’s in Tulsa, Oklahoma. It’s from 7 a . m.

to 5 p . m. both days. We do a 30 -minute teaching session and a 15 -minute Q &A, 30 minutes of teaching, 15 minutes of questions, 30 minutes of teaching, 15 minutes of questions. We do that every hour, every hour. 30 minutes of teaching, 15 minutes of Q &A, and then we take a break.

And then finally, people always ask me, they say, well, what am I gonna learn?

And I’m just telling you, you’re gonna learn everything that you need to know to make your business grow. And I’m super excited to be teaming up with the His Glory Network to promote these events and to have Pastor Dave, have you, sir, come speak at our events, because I think we need to learn how to have success, not as the world defines it, but as the gospel defines it. And that’s why we join this broadcast on a weekly basis, is to teach people out there how to build a business in a Christ -like manner. Back to you, Dave. Yeah, that’s so important because so many people try to take the shortcut. They want to get rich too quick.

You got to have a value to that customer that you’re dealing with.

If you provide a value to them, you keep that long -term relationship and keep that growing.

And I see so many businesses try to take the shortcut, trying to get all the money on one deal, trying to rob them instead of just…

It should be a win -win for both parties so you can expand, and that’s a biblical heart, and that’s how you spread the kingdom. 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. 4 ,000 % from February to February.

Now I can better that. Okay, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself and if I cry, forgive me.

In the last two and a half days, we have bettered our entire month of February in the last two and a half days. So and the phone’s blown up. Everything’s just blown up. You’re right. It is like a rocket ship. So we’re pinching ourselves.

I learned at the Academy at King’s Point in New York. Octa non verba.

Watch what a person does. not what they say. But I recognized at the age of 15, I’m going, you know what? I am not going to live that way. And so I started a company out of my parents’ basement called DJ connection . com.

And I decided I am going to have success. And so I reached out to millionaires and people that I kind of knew through church and friendships and people that parents of my friends. And I said, what book would you recommend that I read? I’m a 15 year old asking this question, true story. And I kept being told you got to read. Hello, hello, hello, Robert Kiyosaki, Rich Dad Radio Show.

It’s an exciting time. Also I think a treacherous time, a spooky time also. But it’s always, you know, danger is a good time. Today my guest is Clay Clark and I went out with Tom Wheelwright to visit Clay with Eric Trump also. And the reason I wanna talk to Clay this morning is a very important subject called study. And the reason I say that is things are changing so fast And many people are completely missing the show.

You know, things are changing at rapid, rapid, rapid speed. Technology is changing. So I went to Tulsa, well, again, with Tom. Wheelwright and Eric Trump. And the thing I was so impressed about Clay is this word called study. I don’t know, you guys must be in your water or something, Clay, but boy, I was so, so impressed how big you guys are.

But what really impressed me was you have this huge congregation. They’re all about guys your age. They’re on fire. And you start your classes at five in the morning. Now, let me talk to you about study here. We show our books here.

This is how I study. You know, this is the creature from Jack O ‘Lantern. It’s on the Fed. And Clay’s doing the same thing. We study. So I go out to Clay’s place in Tulsa, Oklahoma.

He’s built this huge compound out there. And you guys start at five o ‘clock in the morning. That’s not by Zoom. They drive there. They show up five o ‘clock, bright -haired, bushy -tailed, and all this, and they’re on fire.

Your group is on fire.

So that’s what was unclear.

This technology, you tell your group.

I was so, so impressed because, like I said, studies became a bad word. I got into fights in my own company because our staff didn’t want to study anymore.

I don’t know how they cannot do that. So Clay, anyway, welcome to the Rich Dad Radio Show. That’s what I wanna talk to you about, is how do you do it?

Five o ‘clock in the morning, you have hundreds of people showing up in your huge, huge, huge auditorium on your property to study. Anyway, welcome to the show, Clay, and what turns you on so much? That’s what I wanna know. Give us a little bit about your background. Karime Schofield, and the name of our company is Whistle While You Clean. I am Sophia Schofield.

We live in Cincinnati, Ohio, and we service the tribe. So Kentucky, Ohio, Indiana. We were getting a phone call and we’re like, why is someone calling our business line? That’s unusual. And we picked it up and it was a lead. I mean, it’s it’s been incredible, Clay.

It’s we’ve had like we’ve gone from zero to like one hundred percent growth. We’re like a full functioning company. It’s great. We’re blown away at how well we’re doing. So working with you guys, you guys have really taught us a lot about generating leads and pursuing our dream 100. So we have a list of customers that we want to market to.

And so we’ve been making phone calls, we’ve been showing up in person. We’re trying to get near the businesses that they would visit if they were visiting like a hair salon or something. And then we start calling them and we just start pursuing them. And then the other thing that we do is when we do do cleans, we take a lot of video testimonials and we post those to our website so other customers can see. And then we also upload a lot of images of the things that we do. And so We’re also asking our clients for Google reviews after we’ve cleaned their houses.

And so it’s this constant cycle of doing those things over and over and over again. I would say if you’re on the fence, go to one of Clay’s conferences. They are hilarious. They’re fun. They’re educational. They’re so good that even my teenagers like them.

And I would say, don’t let fear hold you back. If you want to start a business, do the obvious thing and hire someone who knows how to run businesses. If I wanted to get in shape, I’d hire a gym person, you know, a personal trainer. This is like the personal training for business. It has been absolutely amazing. I mean, our coach is encouraging.

When he first met with us he said, Do we want him to be like a drill sergeant with us? You know, what level of intensity do we want him to give us?

And I will say he is incredibly, incredibly encouraging all the time. And he just hits the same mark with us every single time.

It’s very repetitive, but I feel like I think we both really learn a lot every time we sit down and have a conversation with him over the phone. It’s it’s he keeps pushing us to go further and he can recognize when we’re afraid to do something and he’ll give us a little bit of grace. But that next week he’s drilling us again, like pushing us to go harder. Our no brainer offer is we are offering your first clean for a dollar.

And that sounds absolutely insane.

It even sounded insane when I was talking over it with our business coach.

And I will tell you that that has generated some of our hugest clients. I mean, that has been like a game changer because it opened up the door to more clients, more recommendations, more leads.

And we were surprised how far that Dollar Clean got us.

How important has it been for you to work out that scripting even though you offer a dollar for the first clean?

How important has it been for you to nail that down? It’s been really important, because it kind of, it hones in, so that you’re not just all over the place when you’re trying to explain what it is that you do. And a lot of times, it’s like you’re a good person offering a good product, and you have integrity, and you want to communicate that.

But when you go to communicate without a script or without practice, it’s just like, a mess coming out of your mouth, as opposed to having this, you know, honed in practice where you know what you’re going to say, you know how you’re going to do it. and you can almost expect better results when you do it that way.

Had you ever been an entrepreneur before starting this particular business? No, never.

Did you ever think about wanting to own your own business someday?

Or what was the first time you thought, you know, maybe I would like to open my own business? Absolutely. I’ve probably been dreaming about it for about 10 years. Okay. And let me go to your daughter here. Uh, had you ever thought about wanting to team up and open your own business or was that something that you were maybe excited about or not, not so much?

Well, for me, my parents would always listen to your podcast and business podcast. And as I started listening to them, I started realizing that I wanted to own a business. It’s www . WhistleWhileYouClean . com. Honestly, the hardest thing was getting over the fear.

It was the fear of the unknown. It was there was like a cloud of doubt that, you know, you can’t do this. You’re going to fail. There was a few sleepless nights there when we did pull the trigger and join your team and start the coaching process. Even my husband put a little bit of pressure on me from time to time because it just it was just absolutely scary to take that jump and actually start a business.

Transcribed with Cockatoo