Cleaning Business Podcast | The 5 Moves That Skyrocketed 400% Growth | 7 Clay Clark Client Success Stories

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.

Just looking at the back of a book, you know, there’s not a lot of books that can kind of promise how to become a proactive business owner.

True.

You know, we go to a lot of businesses and they’re not proactive.

Nope. They feel like they’re doing you a favor. Most are inactive. How to manage employees, how to find a profitable niche, how to manage your emotions as a business owner. All these things are incredibly relevant because we are in a new golden age. There’s an awakening up happening in America.

But if you’re not participating in it, it really doesn’t matter. matter. It’s like being stuck in your condo when you’re on a beach vacation.

And it’s like, hey, you didn’t even get to enjoy it.

You’re just stuck in the room.

And somebody who can break you out of that and help you more than anyone that we have truly ever personally met is the host of The Thrive Time Show, the one and only Mr. Clay Clark. Yeah! Thank you for allowing me to be here with you. Dave, I can’t believe you’re talking about being stuck in a condo.

I was thinking about writing a song about being stuck in a condo while on vacation.

I haven’t written it yet, but you may inspire that, Dave.

I know you would probably prefer being stuck in the condo than being on the beach.

You get more work done. And getting burned. I love my wife. I love my kids, but I fear the beach If you went to the beach I could see you as like as long as they got Wi -Fi and cell phone service in the room That’s where I’m gonna be You guys, I love joining you and your audience specifically, and people who are watching this, I just want to brag on your listeners. I talked to a guy just this week, he probably is watching the show right now, who has a security company. He provides security services.

And he was watching the broadcast last week, took a lot of notes he could immediately implement. His wife told him, she says, you got to come to that conference. You need to go to that conference. And he’s been working hard, working the night shift, growing this company.

And he just kind of stuck, and he needed to get unstuck.

And so that’s what we try to do on this specific segment, is try to get all your listeners, Dave, unstuck.

And we’ve got a power -packed show content for everybody out there who wants to get unstuck with their business. I love it.

I have my note cards ready to take some notes, because every time that we ever talk to you, I’m learning something. So I’m really excited to see what you’re going to be sharing today. And if you’re wondering, what conference is he talking about? What is he speaking about?

On June 5th and 6th, if you haven’t heard, I don’t know where you’ve been sitting, but Tulsa Rusulam.

Tulsa is going to have this massive conference at Clay’s office with Tim Tebow. We love Tim. Tim’s amazing. I had the opportunity to meet him at your conference last June, and I got a helicopter ride, and I got to Petalama all in one weekend.

There was a lot going on.

It was an action -packed weekend for me. You probably heard of Mariachi Band, too. I did, I did. But June 5th and 6th, it’s going to be in Tulsa Ruslim, and you can go to Thrivetimeshow . com to look at more information or get tickets on that.

for direct access, because we know the guy that’s putting it on.

It’s 918 -851 -0102, 918 -851 -0102. And you can call them and harass them and get tickets to this June 5th and 6th business conference with Tim Tebow and Clay Clark Thorne. Tim was just in the Oval Office this last week, I think. He’s there with Marco Rubio and his wife. They’re all, you know, Gator fans are probably even more excited now with the NCAA tournament working out well. So, like, all lights on the dashboard in Tim Tebow’s world are green.

Things are going well, stopping human trafficking. involved in business, everything he touches turns to gold.

All roads lead to Tulsa, Russia. So pretty excited about this. By the way, September and September, we also have Eric Trump joining us, Melina Haba, Julie Green, Amanda Grace. So it’s going to be another all -star lineup in September. So again, we just added that to the website as well. So again, if you go to thrivetimeshow .

com and you use promo code FLYOVER, you have a chance to win a backstage pass to both of those events. So let’s get into the stack of stuff here. What I want to do is I want to kill some excuses right now. Her name is Lindsey Blankenship, great longtime client. She has seven kids and she reached out to us. Her husband was working 80 hours a week.

She has seven kids and yet she found time to grow her company, Revitalize Medical Spa, now thriving in two states, three locations. Listen to this, folks.

Here we go. How much growth have you had since you and I first met to now, maybe as a percentage or something?

Oh gosh, uh, I’m guessing, but at least 400%.

Wow.

We started in that way.

COVID. Our sales are four times higher than they were since we started. So I want to be clear. You listen to something like a Jim Rohn. I know, Dave, you know Jim Rohn well. I know, Stacey, you know Jim Rohn.

You listen to a motivational training or a vocational training audio. But it’s how do you implement that? So on today’s show, I’ve got five moves I want to teach, OK? So the big idea is how to design a workflow that wows. So design a workflow designed to wow. What am I saying?

Design a workflow designed to wow. So let’s do an example. If I’m going online and I go to EITRLounge . com, this is the website for my haircut chain, or if I go to Oxifresh . com, this is the website for the carpet cleaning brand I work with, Oxifresh. Or if I go to Papa Gallo’s Pizzeria, this is a pizzeria I work with.

What you have to do as a business owner is you have to design a workflow that’s designed to wow. What does that mean? It means when somebody comes into the business, are we wowing them? So we’re going to go through these five steps. Step number one, you want to clearly define your revenue -producing activities. So when somebody comes into Oxifresh, they enter into our ecosystem.

What are the revenue -producing activities that we as a company can do that provide value to the customer? So at Oxifresh, what we want to do is we want to wow that first customer. So here are just things that we do. I’m breaking it down for you. One, we want to show up 15 minutes early to all the carpet cleaning services that we provide. So if we say we’re going to show up at David and Stacy’s house to clean their carpet at 11 a .

m. , we want to arrive on site at 1045 a . m. and we’ll wait until about two minutes before the appropriate time. But what we want to do is we want to be there early. We believe as a culture we need to be there early.

To be on time is to be late. So we want to be there early because nobody gets more frustrated than when they hire a carpet cleaner to come to their home and they have to wait on them for two hours.

So we want to be there 15 minutes early.

Second thing we want to do every single time. is we want to tell the customer what we’re going to do. All right? We want to tell them what we’re going to do. That seems obvious. But we say, ma ‘am, we’re going to clean your carpets today.

Can you give us a tour of your home? You give us a tour. Step number three, we want to make sure you’re happy. So we want to say, Stacy, before we leave today, I want to make sure that you’re absolutely happy with the quality that we provided. So let’s go room by room, step by step, to make sure you’re happy. And guess what?

If somehow we missed a spot or we didn’t deliver up to your standards, we won’t leave until you’re happy. And then step four, what we want to do, Stacey, is we want to give you something free. We want to say, thank you for using us. So here is a free what we call a spotter cleaning bottle. It’s a cleaning solution. Here’s something you can keep in your cabinet from us.

Here you go. But that’s all free. It’s part of the experience and it’s all written down, it’s all typed out, it’s part of the game plan. So what are we doing again? We’re showing up 15 minutes early, okay. We meet the customer, we ask, we clarify what we’re going to do, then we deliver the results, we give the customer a free thank you gift, and then we make sure the customer is very happy.

But Dave, when you do that, that’s when people look at Oxifresh .

com and they go, you guys now have 300 ,000 customers.

Google reviews. We’re now the highest rated company in America. That’s amazing. How do you do it? It’s a step -by -step thing. So again, John Barnett, the founder of the company, he has faithfully grown the company to now have 540 locations.

How do you do it?

This is step one.

You have to define your revenue -producing activities. And Dave, I think by default, busy entrepreneurs, we’re so busy, we wouldn’t do that unless we’re intentional. So good. The question I have in that where I think a lot of people struggle is, You’re a small business, you’re doing a task, and that’s your level of excellence. You’re on time, you’re an entrepreneur, you’re driven, your name’s on the sign, you want it to go well.

How do you scale that? And you kind of talked about this with the workflow, but a lot of people struggle once somebody named them is the one showing up to do the work that it’s still done the same as if it was. Well, this is a Christian audio broadcast, a great show. God’s always watching, so I’ll kind of maybe edit what I tell people. But I always tell people, if you don’t have a checklist, everyone gets pissed.

So you have to have a checklist. It’s very important that you have a checklist and that you insist on your team doing it. So when our carpet techs show up to a job, they’ll show up with a clipboard, and they’ll write down what they’re going to do. They’re going through a checklist, and they don’t miss a step. So for anybody out there, that’s how you do it. You make a checklist.

It’s the kind of stuff we teach at the conference.

Step number two, you gotta be intentional about the first impression.

Now this is something that I do in reverse, okay?

I have five great kids, and my kids, they’re, our twins are 14, my daughter Angelina’s 16, my son is 17, my oldest daughter’s 20, and the other day I was listening to the friends talk, and they don’t know I’m listening, but one of the girls goes, what does your dad do?

Does he have a job? That’s a good question. They only see me at nights and weekends, like does he have a job? And they go, yeah, yeah.

Why does he dress like Adam Sandler?

And I’m listening, I’m serious, I’m listening, and I can hear, but they don’t know I’m in the guest room listening. He wears those, and then my daughter’s like, he buys the And1 shorts, because they’re $9 .99, and he buys like five a pair at Walmart. And they go, really? How big are those? She said, triple X. He always gets the triple. And they’re talking, he’s just so weird.

He always wears a hoodie. Why does he always wear the same hoodie? And I do that when I’m not on a show, because I don’t want people to typically think Ask me business related questions when I’m out with my family and I have found it’s called reverse networking. And so if you want to be addressed, I’m serious, people will treat you that way. So when I wear a hoodie and I wear and one shorts, nobody at Macy’s says, excuse me, sir, can I help you?

Nobody at Godiva says, can I help you?

Nobody at a restaurant says, are you the guy from the show?

No one does that. But when I was in Florida, taking my wonderful kids to the beach, I happened to be dressed like this because we were going out, as God is my witness, true story, a guy yells at me from the second level of the condo, Clay! Clay! Oh no. And I’m here in this beach community and I’m going, Huh? And then we eye lock, boop, boop, boop, boop, boop.

And it’s either good or bad. Because when you start talking about the things I talk about on my show, you got haters, you got lovers. And he goes, I love your show, man! You know, he’s just like into it. And so that happens. But it also happens in reverse sometimes.

So the other day, I went out to a dinner with Jonathan Cahn, Rabbi Jonathan Cahn.

And I went to Ruth’s Chris Steakhouse. I was dressed like this. Multiple members of the waitstaff are like, Clay Clark, I love your show, brother. How you doing? And I don’t want that to happen when I’m trying to take my wife on a date. So I’m just telling you, number two, we got to be intentional about our appearance.

Be very intentional about your first impression. So if you’re watching today’s show and you have employees, require your employees to wear a uniform. I require them to have a uniform standard of dress. It’s so important because people, they do form a first impression. And so if you’re hosting a conference like I do, think about how will you greet people? Will you cheer for them and have a mariachi band playing to greet them at six in the morning?

That’s what we do. Will you have a fire? with pinion wood, that’s what we do. We have ice sculptures and llamas greeting people at 6 .30 in the morning, that’s what we do. Do you have helicopter rides? That’s what we do.

Do you have Tim Tebow? That’s what we do. Be intentional about your lobby, the sights, the sounds, the smells, anything that is a first impression, and this is what happens by default. Most entrepreneurs watching this show, and I love your listeners so much, but most people listening to this show, if you’re watching this show and you’re being honest, most people delegate calling leads and greeting people

the least skilled, least credible person on their team, which is crazy if the front desk guy is the worst employee on your team or the phone guy. So I like to have great people on my phones, great people in my lobbies, and if somebody can’t hack it, Dave, I’m not going to keep them around. And Stacey, you know that because you shop. If you go into a hair salon or you go into a department store and the person that greets you looks like they’re going through that Smeagol phase of their life, it’s inspired confidence. No, you are exactly right. And if they act like they don’t really care, it’s interesting because I was actually at a store yesterday and the person at the front, I went to find out, hey, do you have another one of these?

It was for Avery’s wedding. I needed this tripod. And I was like, do you have another one of these? And she goes, hmm.

I don’t know.

And I was like, is there any way you can find out? And she goes, I’m not sure I can do that. And I said, well, work with me here. Come on. Okay. So do I need to go to another store?

You know, do you have another, yeah, there’s one, you know, a few miles from here. You could try that. And I said, she goes, or you could just call them.

And I said, okay, I could call them to find out if they have them, but you can’t tell me if you have another one here.

And she goes, uh, just a second.

And then she goes over and she calls somebody up to the front. And then I looked at her tag and she was a manager. And I was like, are you kidding me? Are you kidding me? They put this person in the front who’s supposed to be a manager that couldn’t even answer my questions. And this will happen by default.

And that’s why, when you look at the success of Lindsay Blankenship, we started off the show with her story at Revitalize Medical Spa, they are wowing their customers. They are growing exponentially. A mother of seven kids put this into the system, and now they are growing. So step number three, everybody needs to take notes of this, OK? You have to make it your goal to wow. Step three, your goal is to wow.

What am I saying? Your goal cannot be just to placate, just to satisfy, just to impress. on what you promised. Your goal has to be to wow.

So you say, well, what’s an example of that?

How do you do that?

Well, Elephant in the Room, our haircut chain, when you come in there for your first haircut at any of our four stores, we offer you a complimentary beverage.

We offer you a complimentary mint. We actually get you a book. If you want a book, we’ll give you a self -help book, and your haircut’s a dollar. Wow. What? I mean, people say, wow, all the time.

All the time, people go, wow. Because you want to create that law of reciprocity. You want to wow people. The other night, true story, I was hanging out with somebody who’s a pretty famous individual. They happened to come to Tulsa for a variety of reasons. And they were at the restaurant we were at, and they wanted to get a whatever beverage.

And they went to get the whatever beverage, and the place we were at didn’t have the whatever beverage. So I got on my phone. I said, excuse me, guys. I’m going to use the restroom real quick. I’ll be right back. I called a member of my staff, and I said, hey, this guy, a good buddy of mine, kind of a big name guy, he wanted a whatever the heck from this coffee store.

I need you to drive over there.

Go get it.

come bring it to the restaurant and don’t take no for an answer when they show when you go up to the front desk they’re gonna say no outside food or beverages just put it under your coat show up boom kidding so like 20 minutes later this guy we’re having a dinner and all of a sudden our staff is like excuse me clay um is this such and such here’s your beverage sir this guy was Wow, like next level. You would have thought it was the Super Bowl, but in his mind, I know he’s very fastidious about his diet, and he wanted to get this certain beverage that the place we were at didn’t have. And so my goal is to wow at the conferences. I promise people, I say it’s from 7 a . m. to 5 p .

m. I’m given 10 hours of back -to -back training during these two days. But it is my goal to wow you. It is not my goal to satisfy you. It is not my goal for you to leave the event saying, I paid for what I got.

No, no.

I want you to leave and say, I left with three pages of notes. I left with a workbook. I left with a book.

with best friends, relationships, the Colaw’s, colawfitness .com,

com, eight -year clients, Dave. They’ve told me that their best friends are all people they met at our conferences.

That’s a true story.

Wow. Every time we’ve been at like around nine o ‘clock, I’ll always look at Stacey and I’ll ask her two questions. Does getting up this morning, does that seem like yesterday? Does that seem like a long time ago? Because so much has happened by 9 a . m.

And I’ll ask her, if we left right now, would you feel like, you know, it’s been worth the drive from Kansas City to Tulsa already? Yeah, we could leave at 9 o ‘clock and it’s already like we got more than we need. Totally. I agree 100%. Now, step four. This is big.

I want to get Colton’s wisdom on this too here. Is it we You have to install a quality loop. Now the quality loop, I love the quality loop. Someone says, what’s the quality loop? It’s a quality control loop.

Someone says, who invented that?

Deming, okay?

So Deming is the inventor of the quality loop, the quality circles. His name is W. Edwards Deming. W. Edwards Deming.

He’s a management theorist.

But the point is, you have to have a quality circle, and the quality circle has to be antagonistic. What? So talk about it. The guy who does the quality control calls, either has to dislike the person he’s following up on or not know them. Okay? So I was working with a home building company years ago and they said, we’re having a hard time growing.

What can we do to grow?

I said, well, let’s put a quality circle in place. True story. So they said, well, who’s going to do it? I said, I’ll do it. They go, you’re going to do it. I’ll do it.

So I pick up the phone. And by the way, I love making phone calls. So boop, boop, boop, boop, boop. Hey, is this such and such? Yeah, I understand you bought a house from this company. On a scale of one to 10 with 10 being the highest, how happy were you with the service?

10 being the best, one being the worst. Well, the house was great, but the warranty department’s terrible. I go, well, who in the warranty department specifically are you having a problem with? She says, I just don’t want to get anyone in trouble. I said, no, no, no, no, no, no. Just tell me the name.

She says such and such. I said, okay. So I do this call. I’m making hundreds of calls. True True story.

I go back to the owner of the company. I said, hey, listen, I’m doing quality control calls, and here are the three things I know. One, everybody loves your sales department. Two, everybody loves the houses. Three, everybody hates this guy, this specific guy. This specific guy, everybody hates him.

And he’s going, really? And I go, yeah. So when anyone calls for any warranty problem or any issue with a new house, which is common, by the way, just a basic, you know, a faucet needs to be fixed or whatever. They call this guy and he routinely doesn’t call anybody back. Furthermore, if they call to follow up again, he chastises them for not being patient. And the owner says, are you serious?

He said, if you were me, what would you do? I said, let’s get him in here. So we got the guy on the phone. It’s myself, outside consultant, and it’s this employee and it’s the owner. And I’m like, hey, I’ve got recorded calls, I’m calling all the customers, and they really, really are saying that you, specifically, don’t call people back, and you argue with people that want you to deliver the warranty. And he’s like, well, I tell you what, I don’t know who you are coming along in there from outside.

I’ve been here for 20 years. He’s like, well, what do you recommend? I said, I recommend that when people call with a warranty problem, you tell them when you’re going to fix it, and you do it like you promised on your website.

I also recommend that you fire yourself, or that we fire you, if you can’t figure it out in the next five minutes.

You know, and he’s like, well, I’ll tell you, you ain’t gonna let me talk. You ain’t gonna let me talk like that, right?

And the owner’s like, hey, you’re fired. And he fired the guy. And now guess what? All the problems are gone. And this guy had been doing this forever, and he knew it, too. He knew it.

But the problem was the people that were following up with the dude liked the guy. You see, that’s the problem.

So the follow -up quality control people liked him or were afraid of him.

And they were told by this man, don’t tell the boss about any complaints. Just go to me. So you see that idea? So you get to that quality circle.

And Colton, when you’re a consumer, and you and your wife go to a restaurant, if the owner or the manager comes up and says, how’s everything tasting today? Is everything good? A lot of high -end restaurants, they do that. Why do you think a high -end restaurant typically sends the owner or the manager or the shipman to come up to you and say, how’s it tasting tonight? Why do they do that?

They want the most qualified person to be able to fix the problem there to address the problem. We always said that I’ve worked in restaurants. You always wanted the manager to go out to bring the dessert, to ask how is everybody doing, to bring out that piece so you can have that last step quality control because that person has the most power to change things.

I couldn’t as just a general employee give a discount or wow the customer, so I needed that loop that they can come back because they had the most ability to fix the problem.

This is so important for somebody out there. I want everyone to take notes on this. This is powerful stuff. And the final action item here, OK, is you have to fire poor performers. You have to fire poor performers, or your customers will fire you. Huh?

We talked about it earlier. If you don’t fire poor performers, customers will fire you. There’s all different quotes. Lombardi, Vince Lombardi, legendary football coach, he said, if you’re not fired up with enthusiasm, he will fire you with enthusiasm. So good. However you want to say it, however you want to get to it, it’s just I know that the people that work in my office are an extension of me, good or bad.

And so when people come into the conference, if anybody watching today’s show, if you go to Thrivetimeshow . com and you buy a ticket and you show up at my front door, the job, the task, the ask that my staff is required to do, I want them to greet you with enthusiasm. I want them to greet you with a contagious enthusiasm that lets you know that we value you and your time. And so whether you’re going to come to see Tim people. be a lot of fun there in September. No matter what event you come to, we want you to know that you’re the only person in the world that matters to us.

You’re the most important priority we have. I don’t want my staff on their cell phone talking to their spouses while you’re trying to get a seat. I want to be super helpful. I want to offer you a beverage. I want to make sure that we’re on the spot.

And again, these are moves that everybody can use.

And at the end of the day, what you do is you create this thing called the net promoter score.

That’s my final teaching moment. So there is a man by the name of Fred Reichelt. Fred Reichelt, he invented this thing.

called the net promoter score.

He’s a Harvard professor, but here we go. It’s the net promoter score. And what it means is that you ask your customers on a scale of 1 to 10 how happy they are with the service. And if the customer scores you a 9 or a 10, they typically can’t stop telling people how much they love you. If the customer gives you a 9 out of 10, and the only brands that ever score a 9 or a 10, by the way, are like Old School Harley, Old School Southwest, Trader Joe’s is always a 9 or a 10, the Apple Store is always a 9 or a 10, pre -weird Disney, if that ever happened, was always a 9 or a 10, a lot of NFL fans will score their team as a 9 out of a 10, like the Packer fans will score their stadium as a 9 out of a 10, but if you get anything less than a 9 out of a 10, a 9 or a 10, you typically don’t ever get word of mouth. Ever.

Never.

You never get word of mouth, which should be a big driver of sales. And then finally, if you ever get a score that’s anything less than a 7, people usually spend their day telling at least 5 people how much they hate you. I repeat, if you ever get a score less than 7, the average person cathartically feels the need to tell 5 people why they hate you. Seriously. They feel the need. If they’re not happy with the service they got at their haircut chain, their automotive repair shop, the conference they went to, they will typically, cathartically, because they want to share, people want to share and connect, they’ll typically during dinner, at work, they’ll tell five people how much they dislike you if they score you anything less than a seven.

And that is a detractor. Anything less than a seven creates a terrorist. So again, hopefully this is actionable for everybody out there. No, it’s so good case study with Lindsay because you have seven kids and she found the time to do this. It’s amazing. So good.

Uh, three things. One, I had the opportunity to be at a conference one time, uh, with will get there. He wrote the book, unreasonable hospitality. He had a number one ranked restaurant. He was always talking about optimizing. He said he sat down as a team often with like, what can we do to wow people?

What can we do to wow people? And they set up like this, this process that when someone checked into the restaurant, they had their car. It was a really can’t hard to do it, and he’s like, We’re the number one restaurant. We were ranked the number one. It’s, it’s an infinite level because everyone’s got the best food. Everyone’s got the best product, but wowing those customers going to that next level is important.

So sit down as a team, optimize like, like what will get there talked about what Clay’s talking about. Sit down. What can we do as business in order to wow our customers? Like, don’t, don’t just passively take this in, like as a team, bring it up, bring it up as a group and find out what’s the lowest employee thinking. What are they experiencing that maybe could wow the customer at every different level. But number two, this is a really, really cool tool that you have.

Um, I think they can get a treasure and maybe you can direct them exactly where to go.

If you heard the fire somebody and you’re like, oh man, it’s probably Sarah, I love Sarah, what do I do? The moment he was saying, you probably knew who that person was. You have this tool on before and after firing somebody that I think is really, really, really good. It’s the last in the fact, and everybody can get this on your website in the Treasure Trove department, so maybe you could point them to that. But that’s at thrivetimeshow . com, which is also

where you can go to find out about your next two business conferences, June 5th and 6th with Tim Tebow, and in September with basically Reawaken crowd round two, all the fun people that are going to be there with Alina Haba, Eric Trump, Amanda Grace, Julie Green, Dr. Stella, Mel K, Flyover Conservatives. and and all the greatness there. But June 5th and 6th, we got Tim Tebow. Clay, last thing, where did they find this last in fact printable guide? This is awesome, I look at this regularly. If you go to thrivetimeshow .

com forward slash treasure trove.

So thrivetimeshow .

com forward slash treasure trove. I’m not exaggerating. There’s over $300 ,000 of legal documents. You know, like the actual legal document for onboarding an employee, the checklist, the operations manual, over $300 ,000 of free downloadables right there at thrivetimeshow . com forward slash downloadables or thrivetimeshow . com forward slash treasure trove.

And then quick note about the September lineup. A lot of people don’t know this, but like Dr. Stella, who you guys have had on your show often, She runs a medical practice. And so a lot of people don’t know that, but she’s been a client of mine for a long time. And she had this passion to save America. We all do. But how do you run a medical practice?

And so she’s been a longtime client, great lady. Amanda Grace, people know her from the prophetic ministry. But she’s been a longtime client as well. And so what I’ve tried to do is I’m trying to incorporate. Dave, you know this. I always pick on you at the conferences and bring you up there.

Because people need to understand that a business, people always say it’s just business. It’s not just business. It’s just people. that happen to run a business. And so everybody out there, these people you met through the Reawaken tour, they have to pay the bills. And some of these folks happen to be clients.

And so a couple of them have reached out to me and said, hey, you know, can I share what I’ve learned or can I come talk about whatever? And so this conference is business focused. We’re not going to really get into discussing the Great Reset more than at least once every 60 minutes. But we’re going to focus on how to grow a successful business. company, and that’s what we’re focused on. So it’s going to be a lot of fun.

But again, hopefully I’ve given everybody the tools. That’s thrivetimeshow . com forward slash treasure trove. And then the other free resource for you, if you say, I kind of need to check up from the neck up. I need to figure out if I’m willing to do what’s required to achieve my desires. If you go to thrivetimeshow .

com and you click on the testimonials button, there are 2 ,000 success stories.

And I talked to a young man last night. from Minnesota, young man from Minnesota. And he’s actually from he’s 40 miles. He lives 40 miles away from where I grew up from age 12 and beyond. And he was watching those things, and he ran into a couple success stories of clients that were under the age of 30. And for whatever reason, he had the impression that most of my clients are over the age of 30.

And he found himself a kind of a treasure trove of a half dozen people that were 25 -year -old success stories, 30 -year -old success stories. And it really fired him up. And you can find those for free. They’re inspirational, real success stories at thrivetimeshow . com. And you just click on the Testimonials button.

I also want to highlight on that page, too. So let’s say Flyover Family that you’re listening to today.

and you are a business owner, and you’re like, I want to take my business to the next level, you can actually work with Clay Clark. I mean, that’s something that we did. We started our podcast.

We started in January.

We hired him as our coach in June. Everything changed for us. So if you’re thinking, I want to find out if that’s even a possibility, you can do a call with Clay Clark, a 13 -point assessment. I recommend that as well. So you don’t have to wait until June to go to a conference. You can actually contact him.

And you do that by texting the phone number 918 -851 -0102, 918 -851 -0102, let him know. And I think also on the page they were on there, Clay, can they also book an appointment from there as well, what you were just showing them about the testimonials? Yeah, they can book an appointment. And I will say this, just to be super clear, our coaching program works like this. people $1 ,700 a month, which, by the way, is less money than the average fitness personal trainer charges. So it’s $1 ,700.

And we work with the client, and we do the photography, the video, the web, the search engine, the consulting, the workflow design, help people with their finances. That’s all included. It’s month to month.

It’s $1 ,700.

And we do also do scholarships for people in need.

And I would say that of all the success stories we have, probably a third to a half of all the success stories had to start off on a scholarship where they paid a little bit of a discount. You don’t have to pay it back, but we do that as a hand up, not a handout. And so, but again, I mean, you guys, I love, I love the flyover conservative show because what you do is, you know, you’re talking about. things that we can do to make our world a better place. And I think if we’re not careful, we focus on the big geopolitical things, and we forget about what we can do to optimize our marriages, our families, our businesses. And I really do appreciate you guys bridging the gap and giving people practical solutions.

So again, thank you for your time on today’s show.

And Colton, you’re a beautiful man.

Dave, you smell terrific.

And Stacey, you’re the best. Thanks, Clay. Thank you so much, Clay. I got a ton of notes, and I’m so excited. Thank you for just always freely giving and always creating a win situation for every person that listens to you.

We really do appreciate it.

Flyover family, make sure you go to thrivetimeshow .

com or you can also text 918 -851 -0102 for the tickets to that business conference or also to contact Clay about potentially coaching you or your family.

Clay, thanks again for your time.

We really appreciate it.

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. Four thousand. % 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. And the phone’s blowing up.

Everything’s just blowing up.

You’re right, it is like a rocket ship. We’re pinching ourselves, actually. I learned at the Academy at King’s Point in New York, acta 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 DJConnection . 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, 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 Jekyll Island. 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, study has become a bad word. I got into fights in my own company because our staff didn’t want to study anymore. And 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.

My name is 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 tri -state, so Kentucky, Cincinnati. Indiana. We were getting a phone call, and we were 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 been incredible, Clay. We’ve gone from zero to 100 % growth. We’re 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.

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 say 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. 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. Whoa. 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, 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 MultiClean.

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.

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. 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. Four thousand percent from February to February. Now, I can better that. OK, Clay, I don’t think you know this.

I don’t think you know this. I’m pinching myself. And if I cry, forget it. 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 blowing up. Everything’s just blowing up.

You’re right. It is like a rocket ship. So we’re pinching ourselves, actually. I learned at the Academy at King’s Point in New York, acta 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 DJConnection . 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. As I went to Tulsa, well, again, with Tom Wheelwright and Eric, Eric Trump. And the thing I was so impressed about Clay is this word called study. I don’t know. You guys must 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 Jekyll Island. 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 5 o ‘clock in the morning. That’s not by Zoom.

They drive there.

They show up 5 o ‘clock, bright -haired, bushy -tailed, and all this.

And they’re on fire. Your group is on fire.

So that’s what was on. Clay, 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. And I just, I don’t know how they can not do that. So Clay, anyway, welcome to the Rich Dad Radio Show. That’s what I want to 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 want to know. Give us a little about your background. My name is 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 tri -state.

So Kentucky, Ohio, Indiana. We were getting a phone call and we were 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 been incredible, Clay. We’ve gone from zero to 100 % growth.

We’re 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 would 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 say 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. 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 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. 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