Cleaning Business Podcast | How to Double Your Profits Without Doubling Your Working Hours | 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. All right, Fire Nation, I know that you are fired up today to talk about doubling your profits without doubling your working hours. And we’ll be learning the systems BunkyLife . com used to scale and thrive. But I want to start with the man, the myth, the legend, Clay Clark, because he’s going to share as entrepreneurs how we must exponentially generate more leads to succeed.
Clay, why is this the case? Well, I’ll tell you this, John LeDumas and to the Fire Nation, you know, when you look at a brand like BunkyLife . com, today’s featured guest and case study, he has an incredible product. So So before meeting me, his product at Bunkylife . com, it is a great product.
And I’m asking you rhetorically, folks, do you have a great product? I mean, this guy has a great product. It’s like a bolt -on bedroom or a custom cabin. But without leads, you cannot succeed. So if you’re listening to today’s show, like so many great entrepreneurs, and you have a great product or a great service, and you woke up today discovering that very few of your ideal and likely buyers or your potential customers are waking up with a burning desire to pay you by default, a . k .
a. you need more leads, today’s show is the show you need to listen to. And Fire Nation, that’s why we’re going to be diving into a little deeper behind the life and the business of Bunky Life.
And I want to bring you in, David, because I really want to know a little bit more about you, what you have going on, your path to Clay, and what’s really working for you right now. So start there. I found Clay initially from his podcast, ironically. So I was basically a struggling business owner at the time. We were in Canada. We were trying to grow into the USA.
How are we going to do this? We don’t have enough leads coming from outside of our little doorstep here. And I discovered his, his, maybe it was through your podcast.
I’m not sure, but if I discovered Clay’s podcast.
We’re just going to say it was through entrepreneurs on fire for the record. So keep going. So, so essentially I had a problem exactly like Clay said, I didn’t have enough leads to generate enough sales. And so discovered Clay’s whole thing. I mean, I realized I needed coaching. I needed advice.
I had been there myself and how was I expected to do it unless I had someone else that had been there. So I, Clay offers this thing with a three, 13 point assessment that I believe, and went through that, went through the 13 points of the business that needed to change in order to get the result I needed to get. And so we went through that and I said, you know what, Clay, I’d like to pay you to help me do this. And this was about two years ago. And that’s kind of how I found Clay.
and how I started working with him. So Clay, obviously, you know, this business inside and out because you’ve been helping David for quite some time now. So just take a second, share with Fire Nation. What exactly does David do?
Why was it a problem that you knew that you could help him with and how did you help? Well, as an entrepreneur, there’s four steps to becoming a super successful entrepreneur. And I encourage everybody to write these down. Jim Rohn, the best selling author, Brian Tracy, the best selling author, Tony Robbins, they’ll all tell you that note takers are the game changers. The people that take the notes are the game changers. So don’t just listen, folks, take notes.
I’m telling you, there’s four steps. Step one, you have to find a problem. Step two, you have to solve the problem. Step three, you have to sell the solution. And step four, you have to nail it and scale it. And when I first heard about BunkyLife .
com, and David said, what we do is we offer cottage bunkies, kind of like a bolt -on bedroom. It’s almost like you’re adding on a building that looks about the size of a sauna. You’re adding that on. or entrepreneur for somebody who wants to add on an extra bedroom for a family. Maybe they have a vacation home. They want to add on extra footage, extra square footage, or maybe the entrepreneurs, they want to add on an extra office space to their home without needing to pull a permit.
I thought to myself, that solves a problem. So step one, he solves a problem. Step two, it’s a solution. He had moved beyond a prototype. He was making these and they were already being made in a first class manner. What am I saying?
He was already holding himself accountable to a high level of quality and excellence, and he was already beginning to gain traction. Meaning step three, he was already selling something. So again, review. Step one, he had a problem, he found. Step two, he was solving it. Step three, he was already selling it.
And if you can’t, if your product doesn’t sell, your business dreams will go to hell. I always tell people, if your product doesn’t sell, your dreams will go to hell. And he was already selling. And so what David needed help with was nailing it and scaling it and reaching more people, exponentially more people. And I knew right away that he was coachable, he was approachable, and his product was first class.
And so that’s how I knew, JLD, that he would be a great fit for our business incubator or business coaching program. So Fire Nation, there’s so much important things you need to be taking away from this. Number one, what Clay is saying is essentially one of my favorite sentences in the world. Create the number one solution to a real problem. And if you’re not doing that, then guess what, niche down until you are. And I’m actually looking at Bunky Life’s website right now, and I just love this phrase, David, I hope you keep it there, because it actually speaks to me, who has a son and a wife, and now I have in -laws living with me, and it says, we help families create extra space for meaningful connection.
I read that line, and I’m just like, man, that connects with me, that is meaningful to me, because I can see how that can be a really positive impact in my life. And so that’s how you can connect with Peoplefire Nation in the right way. You need to understand what is it that they’re really looking for? What is the real problem that you are going to solve? Now, Clay, you know that I love organization. You’re such an organized person as well.
I mean, I’ve been to your events. They are just run like the military, which of course I love as an officer.
Now, I want to talk about business. Building a thriving organization because you have to be organized to do that So talk about the power of actually implementing these scalable easy to implement in turnkey sales systems And of course how you do this with David, okay Well step one if you’re gonna build an organization You have to be organized and I see so many wonderful people that I meet at our in -person workshops You know, we’ll have people like yourself JLD attend these workshops. We’re gonna have you know, Robert Kiyosaki best -selling author. He’ll attend these workshops. Eric Trump, obviously the son of Donald J. Trump, attends our workshops.
You get the idea. We have a great group of people that are there, world -class speakers. And as you meet the super successful people, as you meet the Michael Gerbers, as you meet the, I’m throwing out names of real people I’ve interacted with, as you meet the Robert Kiyosaki’s, as you meet these people, you find that the best organizations are organized. And there’s this world of, I call it jackassery, where a lot of entrepreneurs say, you know, I’m more of an idea guy. I don’t, I don’t, I don’t, I’m not more, I’m not the organized guy. And I’m telling you, your podcast, EOFire .
com, it would not be successful if you weren’t fastidious about how you named the files. how you save the files, how you archive the files, how you transcribe the files, how you upload the files, how you record the audio, the intro, everything you do. And so by default, or by entropy, by default, you’re not going to have success. By default, you’re going to drift into jackassery. But it is only through intentional focus that you’re able to scale a company. You have to be organized to build an organization.
And I always tell people, if you don’t have a checklist, you’re going to get get pissed. So in the event that David was selling all these bunkylife . com products, but imagine how crazy his life would be if he wasn’t organized. If he didn’t have a checklist, his clients would be pissed. He would be pissed, but he’s very organized. And I encourage everybody out there today, make a checklist and ask yourself, what are those core repeatable actionable processes.
I call that crap in my office. The core, repeatable, actionable processes.
What are the core, repeatable, actionable processes that you need to implement on a daily basis?
We need to document those things because once we become organized, we can build an organization. Now listen, David, you were already doing a lot of things right. I mean, number one, you were listening to entrepreneurs on fire. Brilliant. That led you to clay. Brilliant.
You took action. Brilliant. You already had a great product and a great service and you were delivering on that. You were generating revenue from that. What is one of the first things that Clay did to improve your organization?
Now, I know that it was already good, but how did he make it better? Basically, what we did was we isolated things that were already working. It’s going to sound so obvious, but we isolated what was already working. How are you getting leads right now? How are you getting clients right now? And we did more of that, and in a way that was more consistent.
For example, instead of just randomly having conversations with the people that would call us or that we would connect with, we had a script. We developed a script that we would say every single time. And then I listened to the calls and made sure that even the week after they continued to use the actual script.
And so we did more of what was already working was that it was kind of the first step.
Fire Nation. That’s one of the biggest things I always scratch my head about when entrepreneurs are having some success and then all of a sudden they’re like, OK, I’m having some success. I need to try seven other things now because this is all working. And guess what? That one thing that was actually working kind of fades and decays because they’re not focused on making it better. better and pouring all their energy and focus into it.
I mean, when I had my first great webinar back in 2013 for Podcasters Paradise and we crushed it and we did all these sales, I didn’t say, okay, that worked. Now let me go do 10 other things. No, I did a live webinar every single week for the next five years. I didn’t miss a week. because that was what was working for us for Podcasters Paradise and I improved the systems and the email follow ups and the offers and everything around it. I just made that one thing better and it keep and it kept making money.
It was continuously generating leads and we have a lot to talk about Fire Nation. this topic when we get back from thanking our sponsors. If you’re a marketer, then you know what it’s like to feel like you’re moving in 100 different directions at any given time, like you’re spread too thin. Between creating content, launching campaigns, generating and nurturing leads, and more, you barely have a moment to breathe, let alone do your best marketing. What if there was a better way? This is where HubSpot and Breeze, its new built -in AI, come in.
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com slash John Lee Dumas to try the powerful, easy -to -use Notion AI today. And And when you use our link, you’re supporting our show, Notion . com slash John Lee Dumas. Clay, we’re back. I want to talk about KPIs.
I want to talk about the power of knowing those key performance indicators and holding our team accountable. I mean, obviously, David already shared that you really came in and helped out in a lot of areas with this.
So talk about the importance of this factor in every business. Yeah, so what we’re going to do, and just kind of recapping what we’ve already covered to make sure we’re really taking profound notes that are life -changing notes here. Step one with David, we had to create a turnkey process for the things that were already working, and we had to discard the things that weren’t working. And again, this is working off the assumption he already had a great product and service, which he did. But we had to create this three -legged marketing stool. So in David’s case, a stool that has three legs is more stable, obviously, than a stool with two legs.
So we had to create a stable position. Process for marketing and so for David the the three legs we really focused on was one was search engine optimization And there’s a process. There’s a checklist. There’s a process for that second. We had to focus on gathering objective video Testimonials and Google reviews from real clients third we had to create a dream 100 system a process or a system where David would consistently reach out to his ideal and likely buyers and We had to document that, build the systems. But are we doing it enough?
Are we doing the systems enough? Well, that’s where the key performance indicators come into play. play. You have to document, just like if you’re going to the gym and you say, I’m going to do chest and triceps today. Okay. Well, how many reps are you going to do?
Okay. I’m going to do three sets of 12 for bench press, three sets of 12 for my incline bench press, three sets of, and you’re, you’re tracking how many reps, how many sets and you go in there and you diligently implement those systems. And if you don’t have a documented plan, by default, people tend to drift. And so with David, we had to document those systems in a way that it was very accountable, it was very specific, and it was very detailed. And that way, all these systems we were implementing could be measured.
And I will tell everybody out there, if you’re listening, you must measure what you treasure. You must measure what you treasure because you’re going to find that you’re going to slack where you don’t track, right? So you’re going to slack where you don’t track, and you have to measure what you treasure. And so with David, everything now is a key performance indicator.
We know how many reviews he’s getting a week, how many objective Google reviews he’s getting a week, how many video testimonials a week, how many inbound leads a week he’s generating, how many bunky life custom cabins are needing to be built. And it really is now all about the metrics. And if you’re out there today, and you feel overwhelmed by this conversation, I’m just telling you, you got to document what works. And then you’ve got to make key performance indicators, you have to track the numbers that matter to your business.
David, Clay shared a lot of what you’re doing right now that you weren’t doing prior. And you mentioned a couple things as well, like with your script, and just staying true to that and tracking that and all these great things. Of all the things that you’ve been doing that’s been improving your business, what’s one interesting thing that really jumps out when Clay was just sharing the process he was taking you through that you think was really meaningful that you may not have ever got to yourself just because, hey, you’re nose to the grindstone, you’re in the business, you need somebody like Clay who’s a marketing genius to help you out there. What was one of those things? Tracking. After having done it now for two years, what it’s added that might not be as apparent from the surface is the amount of kind of regularity and emotional stability it’s given me.
Because when you are in the weeds, as you said, John Lee, you have this emotional roller coaster you’re on. you have a great week and you feel like you’re on top of the world. And then you have a terrible week and you feel like you’re about to lose your house.
And that’s just an emotional journey that you go through as an entrepreneur. However, when you can track and I can say, what happened this week last year?
What happened this week two years ago? And you realize for whatever reason, the third week of August just kind of blows and you’re that’s okay that we only sold 10 bunkies or whatever. People get ready for school and maybe you don’t think about that, but you have three years now of back data.
That’s interesting.
And I can measure, okay, like this quarter versus the same quarter last year. Wow. We’re crushing it.
Even though it might not feel amazing cause it’s, it’s our off season or whatever it is. And that’s bad. That is as above all else allowed us to kind of go on that emotional rollercoaster with just a little bit more knowledge, a little bit more foresight and hindsight to go, Oh, you know what? We’re not on top of the world here, but also the house isn’t about to burn down and we’re steady putting one foot in front of the other and we’re growing every year. for myself emotionally, just a real game changer. Fire Nation, that emotional stability cannot be understated as to the importance it is to an entrepreneur’s journey, because man, it’s a roller coaster.
You’re going to be on cloud nine, then the bottom of the weeds and then back up again and everywhere in the middle. I mean, it’s just part of it. That’s why you need these accountability partners. You need a coach. You need a mentor. You need a mastermind.
You need to be doing the right things. And tracking is part of that process. And Clay, it is a sad fact. but 96 % of businesses fail. Why is this true and what the heck can we do about it? Okay, well we go back through our four steps again.
Step one, most people, most entrepreneurs are out there, they have found a problem. They go, you know what, I could mow the lawn better than my competition. You know what, I could help a woman lose weight better than the competition. I could help a man get in shape better than the competition. I could build a bolt -on bedroom better than anybody else. I could open up a haircut chain better than anybody else.
I could cut hair better than anybody else. I can build houses better than anybody else. I can be the world’s best dentist, et cetera, et cetera. They find a problem. Step two, they have a solution. Step three, they just can’t sell anything.
For whatever reason, they’re not selling anything. And that’s where a lot of people call themselves an entrepreneur. And I would say, and I’m not trying to attack anybody out there listening, I would describe anybody out there that has something that’s not selling as a wantrepreneur. We want to be an entrepreneur. We are a wantrepreneur. But until something is selling, our business is just in the process of going to helling, right?
And so until we sell something, so we have a problem, a solution, we have to sell something, and then we have to nail it and scale it. And so in David’s case, We now have pre -written scripts, pre -written emails, documented workflows. Everything is moving. And now it’s very, very exciting. And if you go to Thrivetimeshow . com, folks, and you click on Testimonials, I want people to see this.
I want you to be filled with hope and encouragement. If you go to Thrivetimeshow . com and you click on Testimonials, there is a listener out there today who needs to hear this.
But there’s a company called Peak Business Valuation.
Peace Peak Business Valuation. He was and is a listener to the EO Fire show. It’s peakbusinessevaluation . com, peakbusinessevaluation . com. Do you know this guy’s grown his business by over 15 times, JLD, since he went to thrivetimeshow .
com forward slash EO Fire and scheduled his first consultation. Folks, there’s a company called shawhomes . com. Everyone should go there right now, Shaw Homes. This company, we help them grow from 15, to a podcast listener, he took action.
He took action and that company just sold. So shawholmes . com just sold. And I could sit there and give you so many examples.
Oxifresh . com, O -X -I -F -R -E -S -H .
com. This is a guy who consumes podcasts. He listens to great broadcasts like this. Do you know we’ve helped him grow from a handful of locations to 550 locations? David, I’m not sure how much you’ve grown since we started working with you, but what kind of a growth, a percentage or how much growth have you seen over the past two years? Our goal was US domination, and I think we’re not there yet, but we’ve definitely went from I think maybe selling 20 bunkies in the USA to we’ll do three or four million this year in the USA.
Our Canadian business as well has continued to grow. So I think we’re upwards of 60 % up top line, but the more important part is our profits have doubled. And Fire Nation, that can’t be understated because so many people have growing pains where they grow and they become less profitable. And then some of them look up after a year or two and they’re like, wait a second, I’m actually not making any money.
This is actually costing me money to absolutely get up and grind my face off every single day. So David, I want you to kind of take it home before I give it back to Clay to really take it home. But David, I want you to take it home on your side of things by saying, you know, what to you has been the most meaningful impact of finding somebody who actually can help you in the areas that you need help. And I mean, of course, Clay’s not gonna be able to help you with your area of expertise within building bunks out and doing all the different fittings. Like you have that area of expertise. Clay has his area of expertise.
Like what was the most meaningful result of you taking that step? Just having that kind of stability in the emotional journey that was the last two or three years. It’s been life changing for me. We have, As I said, doubled our profit would and we already profitable company wasn’t like we were, you know, unprofitable, but we doubled our profits.
we have a game plan now that we just need to execute on. So every week I’ll talk to my coach, we’ll have an accountability call every single week. And it’s always, what can we do? And I say, I just need to execute on this plan. And so that complete clarity of what do I need to do next? What is that next step on the journey, just having that next step has been so huge because otherwise, before that was just floundering around, trying something for a month or two and then giving up and trying something else and just shiny object chasing all over the place.
And so just having that, what is the next step to do and what do I need to execute on next has been, I think the reason we’ve been able to double our profits and grow into a completely different nation and continue to grow at home.
Floundering is the word, Fire Nation. So many entrepreneurs are floundering. They’re trying this, they’re flopping over, they’re trying this, they’re flapping over, they’re trying that, and they never have that consistency, which you know is king, Fire Nation. That’s why I’ve been doing a daily show for 12 plus years now. Consistency is king. You have to find what works, and you keep doing it over and over again, with improvements, by the way, all along the way.
So, Clay, take us home. Well, I’ll just say this, since 2005, I’m not sure when your listeners are going to hear this broadcast, but I’ve been coaching companies since 2005. So this is my 20th year. As of 2025, this will be my 20th year doing the same thing. And people say, what is that same thing? I help entrepreneurs reduce their working hours, decrease their costs, and increase their time and financial freedom.
How do I do it? I guide you down a proven path. I have a team that does photography, video, web, search engine, all of those solutions, and we charge less money than it would cost to hire even one minimum wage employee. This just in, folks. We charge $1 ,700 a month, and we also have scholarships for certain clients in need. So think about it, folks.
For $1 ,700, which is less money than it would cost to hire even one minimum wage employee, employee, what if you could have somebody that would coach you down a proven path? Well, that’s what we do. And because I only take on 160 clients, it’s kind of a thing where you’re almost applying to be a client, or I’m applying to be your coach, because I don’t want to work with someone who’s not a good fit. So I would encourage everybody, step one, step two, step three. Step one, go to thrivetimeshow .
com forward slash eofire . com. I know somebody’s taking notes right now while navigating down a gravel road on a skateboard. So I’ll repeat it again. It’s thrivetimeshow . com forward slash eofire.
Somebody right now is listening while they’re getting spotty service in a remote part of Puerto Rico. So go to thrivetimeshow . com forward slash eofire. Step two, and once you go there, Look at the testimonials. There’s over 2 ,400 2 -4 -0 -0 2 ,400 documented client success stories over the past 20 years. You can see these entrepreneurs on video.
Go to Thrivetimeshow . com. Look at those testimonials. And then finally, Schedule that 13 point assessment. And somebody says, I don’t have the time freedom. I don’t have time to find a coach.
I don’t have the space in my life to find a coach.
I’m so busy.
I’m so overwhelmed.
Well, I would encourage you to find time.
Schedule time for what matters. Ordain your destiny.
Go to Thrivetimeshow . com forward slash EO Fire. Schedule that consultation. And for anybody out there listening, sincerely, if you need a bolt on bedroom or you’re looking to add on some affordable, easy office space, I would encourage you to go to BunkyLife . com. Bunkeylife .
com. I know there are thousands of people all across the world who’ve gone to bunkeylife . com and have purchased a custom cabin. And I would encourage everybody, check out the great products and services that David Frazier and his team provide there at bunkeylife . com.
Fire Nation, you’re the average of the five people you spend the most time with.
You’ve been hanging out with CC, JLD, and David today, so keep up that heat.
com.
Just type Clay in the search bar. The show notes page will pop right up, and of course, thrivetimeshow . com slash eofire. Get that 13 -point assessment done. Fire Nation 2025 is your year. Take action.
Clay, David, thank you for your time, your energy, your knowledge, your value for Fire Nation today.
We salute you, and we’ll catch you on the flip side.
Boom!
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. And the last two and a half days we have bettered our entire month of February. And 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. I learned at the Academy in Kings 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 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’s 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 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 why I was like, 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 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, 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 it’s been incredible, Clay.
It’s we’ve had like we’ve gone from zero to like 100 percent growth. Like we’re like a full functioning company. It’s great. Like we were 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 them. 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 for
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 joy 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. You’re an entrepreneur.
I’m an entrepreneur. And as they say in stoic, the obstacle is the way. And so if you let 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. We’ve added, I think when we first started with you we had 60 to 65 employees, and now we have a little over 300 employees. Before we got involved with Thrive Time, we didn’t really have any systems or processes in place. In six, seven years, I’ve probably been to 12 to 13 business conferences and Amazingly, each time I go, I learn something new and I’m so excited to bring it back and show the team about marketing and how to help you guys implement the SEO. And the coaching is just great because there’s accountability and 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 get 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.
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. 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 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. Things are changing at rapid, rapid, rapid speed. Technology’s 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 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 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.
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 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, 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 like 100 % 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 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 script? 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. 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