Cleaning Business Podcast | Everyday CPA | 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. Hello, this is Kelly Coughlin. I’m CEO and CPA of Everyday CPA. Normally, when I have a guest, I get a few minutes to talk to them about what we’re going to talk about. Well, I had a few seconds to talk to my next guest. His name is Clay Clark.
I’ve not met him, but my colleague Doug knows him quite well. We’re both business guys and we have a couple of things in common. And he doesn’t even know what those are yet. But I’m going to spring it on him right when he gets to the meeting here.
Bring him on.
Hey, Clay.
Hello. Hey, I’m honored that you guys would allow me to be on your show.
Thank you for lowering your standards by several percentage points. We’re more than happy to have you, Clay.
And I’ve known you a long, long time, 22 seconds, maybe.
Oh, yeah. But apparently you and Doug know each other and anyone that’s a Friend of Doug’s is a friend of mine. So thank you very much for coming on board. But I want to get right to it, Clay. Sure. Yeah.
You and I have one thing in common, probably a couple things.
We’re both business guys, but one relates to family.
Okay.
But I get I beat you in this category.
Okay.
I understand that you have twins. I do. Well, I have triplets, Clay.
So I beat you at that. Oh Unbelievable, but do you have a dr. Fauci gnome? I don’t know that you have a dr. Fauci gnome So just that’s although you’re still winning. I I I might have this rare collectors item that I know that you And many folks wish you had but that is a gift from one of my listeners. So there you go I would I would I would if I said i’d trade one of my triplets for a dr. Fauci gnome i’d get in trouble So i’m not gonna say that that that not said I would love to have a dr. Fauci gnome Great. Clay, let’s get to it.
You have a bunch of kids. You know, I want to talk about some business stuff, but I read somewhere in your bio that you do something with your kids and bringing them to work, you know, bring your kids to work.
I love that idea. Tell us about that. What are you doing there? What do you do? Well, I’m going to show your listeners a diagram that I have. And the diagram, it’s not a pyramid scheme, but it does involve a pyramid.
OK, so we’re going to do six F’s and I’m going to put it up on the screen and all your listeners can kind of marinate on this and have their own. This is the six F’s. And I believe that you have a six F life. You have faith. You have family. You have fitness.
You have friendship. And you have fun. And so you have to ask yourself, what is the order of which you’re going to prioritize these things? And I’m not saying that I’m a great guy because I put faith at the foundation for me. I’m just saying if I had to choose faith over family, I choose faith. So many times throughout my lifetime, I’ve had to demonstrate that. And then family is second most important.
And then it’s super important that we have an honest discussion with ourself, faith, family, finances, what is the priority? And for me, I have always put faith, family, and then finances. That’s the order that I try to put it in. So the only reason that I run a business is I believe a business exists to serve the owner. and the owner exists to serve God. Another way to look at it is every day we have is a gift from God, and what we do with it is a gift to God.
So I have that philosophy, and I know that for my family with the five kids, it’s going to cost roughly about $90 ,000 a year for my family to just do what we do, about $90 ,000. You say, what do you mean? I mean, you send the kids to camp, You go to school, you got to, you know, the stuff that kids do. You might, my son needs, you know, uh, deodorant, right? We need shoes. We need clothes, you know, about 90 ,000 a year.
So I have to ask myself, how am I going to make 90 ,000? so that my kids can spend time with their dad and I can allow my kids the opportunity to spend time with their dad and to be able to do things in this world. And so I would just prefer to make $90 ,000 every two weeks as opposed to $90 ,000 every year or $90 ,000 every couple years or whatever. So I have just, um, I grew up really poor and I thought to myself, what if I obsessed on the idea of not becoming poor? How, how does somebody become not poor? What can you do to become not poor?
So the age of 15, right? I began that quest, read all the books that I’m sure you’ve read as well. Think and Grow Rich by Napoleon Hill really changed my mindset. Rich Dad, Poor Dad taught me about the importance of investing in real estate. I read The Collapse of the Dollar, taught me the importance of buying gold and silver. And then I just, you know, you can read these different books.
And pretty soon, after I’m, you know, I get to be 27 years old, I was Entrepreneur of the Year for the state of Oklahoma, the SBA Entrepreneur of the Year. I was the Oklahoma Young Entrepreneur of the Year for the City of Tulsa, the Tulsa Chamber. I’m 26 years old. I have America’s largest wedding DJ company, entertainment company, which I no longer own, called DJConnection . com. And we’re doing 4 ,000 events a year, 80 events per weekend, doing weddings, entertainment, that kind of thing.
And I thought to myself, well, I make $150 to $175 per wedding. We’re doing 4 ,000 weddings a year. A lot of the brides, Need dance floors. They need photographers videographers. They need there needs to be a bridal show where they can learn about these vendors So I started a bridal show started a photography company started a dance floor rental party company Started a videography company was not a christian at that point. Um, I uh prioritized going to church, uh with my wife
but I didn’t actually believe in God at that point. And then my son was born blind and, uh, uh, my wife and I prayed for my son. I did not believe in Christ at the time. My son was healed from blindness. And, uh, my wife wrote a book about it called now I see. And from that point forward, I made a little, one of those little bets that you, I don’t know if anyone’s ever made these bets when he’s all prayers.
But I said, God, if you’ll heal my son, I’ll sell my DJ business and I’ll, I’ll, serve you. And so I sold the DJ business. And here we are. And so now I work with 160 clients. And they pay me a small percentage of the revenue to help them grow. And last year, our 160 clients grew at an average rate of over 104%.
And so And I have a podcast that has hit number one on iTunes six times. And anyway, because of my contacts with General Flynn and Lin Wood and Mike Lindell and Sidney Powell and Jim Caviezel, that’s how I’m doing these reawaken America events.
And I’m doing that because I want to save our country. And I do want to do it because I want to save our country with the blood of Jesus. I want to turn America red with the blood of Jesus, not red for the Republican Party, who might or might not all be on my team. I want to just get America back to God, kill the spirit of fear and share the truth. So here we are.
Excellent. Thank you for the, uh, the summary. I’m just curious in that vertical wedding market, you, you do photography, everything related to wedding. Did you take it as far up the chain as you’re the minister of the wedding or the religious celebrant? Did you take it that far or no? Well, I wasn’t a Christian when the wedding thing was happening.
So, um, I should not have ever done that, but I can’t tell. I had a wedding at the golf club of Oklahoma where the wind was blazing. It was, the wind was just It was blowing in there. It was like sunny, windy, dusty, weird weather days. Oklahoma does that, that pre -tornadic kind of weather. The weather almost seemed orange.
The clouds were orange. and the bride, her hair was everywhere and the minister didn’t show up, didn’t show up. And so the bride’s mom pulls me aside. I’m dressed like this. She knows I went to oral roberts university. I got kicked out of oral roberts university But she knew I did I don’t run around telling people I got kicked out of oral roberts university But she knew that I had gone there and she said hey clay Um, you went to oral roberts, right?
And I said I I did go there before being thrown out But she says well, could you maybe officiate the wedding? And so I had you know seen thousands of weddings at this point. I mean literally More than a thousand. It was the last couple years.
I ran the business and I got close to delivering the talk And then finally, dude showed up very late, last minute. And thankfully, I did not have to deliver an abomination of a wedding celebration presentation.
Well, it must not have been a catholic priest because you said dude showed up I don’t think we can call priests dudes in the catholic church, but this was like a rent -a -pastor guy You know where it’s like is this guy really a pastor?
It’s where some guy gets a degree online and two or three seconds get that online ordination thing Uh, there’s been no and he’s shameless about I I recognize this guy from other events and it’s crazy.
You can actually get an online ministry Uh certificate in like an hour and the next thing you know, you’re running around doing weddings for hire and that’s that that was this guy That’s terrific.
Let’s talk about your clients. You say you’ve helped them, I think you said 104 % growth? This year, yeah. This year. 2021, you’re saying? Ending the year 2020.
The year 2021, our growth is a little higher than that, but we’re only six months in. So what I’ve done, because I’ve been doing this since 2006, and so if anybody goes to thrivetimeshow . com, I diligently every document, all the client wins. And so all the client growth, all the client And so if you go to thrive timeshow .com, com, I’ll give your listeners the URL here You go to thrive timeshow .
com and you click on the testimonials button You can see those and I only work with 160 clients because I don’t really have any financial goals anymore I just like to help those clients and they require a large part of my brain. And so I But if you go to, uh, thrivetimeshow . com forward slash, does it work? So thrivetimeshow . com forward slash does dash it dash work thrivetimeshow . com forward slash does that does dash it dash work.
You can see the clients talking about the various aspects of the business systems that I teach them. And, uh, what we do is we charge somebody $1 ,700 a month. So 1 7 0 0 per month. And. And then what they do is we teach them the systems, but then we actually do the photography, the videography, the web development, the search engine optimization, the proforma enhancement, the sales workflow, the sales scripting, oftentimes the hiring and the firing, we do all that for them. And then I asked for a small percentage of the growth above a certain number.
And so a good example would be if you go to pmhokc . com, He does outdoor living. He does outdoor living. He does outdoor lighting.
He does fire pits, hot tubs. He used to do 50 ,000 a month at pmhokc . com. And now he does 400 ,000 a week. So a 1 .6 million a month, as opposed to 50 ,000 a month.
That’s just one of them. Okay, so distill it down into take representative clients.
I don’t want, I don’t, obviously I don’t want names, but take as a kind of a typical client. They hire you, what are you offering?
It’s a revenue play, right?
Okay, let me just walk you through. So I’m only going to mention the names, Kelly, of clients that have given me permission because they come to my conferences sometimes and talk about it. So yeah, I don’t care about your names. I’m just I’m just, yeah, I’m just interested in knowing what do you do for them? You grow revenues, correct? Um, well kind of sometimes I I help on the I view business as offense as the marketing and the branding, uh sales But then defense is accounting and bookkeeping.
So a lot of clients have really screwed up books Um, and so I spend i’d say 70 of my clients. I they get they hire me to fix their books Um, and then we start there. So but i’m just giving an example so people can verify this is a real person Um, if it goes to tip top canine . com, uh, tip top canine . com. This was a couple they trained dogs They trained a lot of dogs, lots of dogs, lots of dogs.
And they had, I think, a dozen dogs living in their home. There was a home -based business. He had been training dogs for over 10 years. And so I’ll walk you through, and I wrote this down so that way your listeners could see what we did. The first step we did is we optimized their Google maps, their YouTube, their Facebook, their Twitter, their website, their hosting. Then we made the site canonically compliant, ranked them top in Google.
put the HTTPS encryption on the site, created an about us video that converts more deals. Then we created a a testimonial regimen where we every time that we wow a client, we get a testimonial. So we called their former clients got testimonials. That way, when you look them up, you can see testimonials from happy clients. Then we launched retargeting ads. So we baked it into the system that every time we work with a client, we get a review on video and on Google.
Then the retargeting ads follow you around. Then we wrote what we call a power email.
So the power emails, every time someone fills out a form, there’s an email that responds quickly, that shows what they do in two pithy sentences with facts and reviews.
And then we created a tracking sheet to track where all the leads were coming from.
We determined, Kelly, that the vast majority of what they were spending money on for advertising didn’t work at all.
And they weren’t tracking previously, so they didn’t know what wasn’t working.
So we killed, they used to do a lot of trade shows, so we canceled all the trade shows, all the magazine ads, anything they did that wasn’t working.
Then we installed call recording through ClarityVoice . com. We coached up the sales reps, built the sales script, basically hired and fired an entire team, replaced everybody. We did all the HR. For outbound sales? Inbound sales calls that were coming in from their clients requesting their dog training services.
OK, got it. And then we created a no -brainer, which is an offer so good you can’t say no to it. So for my business as a consultant, I always say, The first, the 13 -point assessment is free. So we have about 50 to 100 people that we reach out a week to do an assessment. And then my team screens the callers. And if it’s a good fit, I’ll do one or two 13 -point assessments a week.
And if I do them, it’s free. And if you want to mess with a tip -top canine or try out their service, I mean, it’s a $1 ,500 service. Most dog trainers in our area are terrible. And they actually did a good job. And so I said, let’s make the first lesson a dollar. So we made a no -brainer offer.
So the first lesson’s a dollar.
And then we scripted out the first client interaction.
And then we launched Facebook ads and YouTube ads. We optimized those. And then we looked every week for how do we decrease their expenses by 3%. And we did that for about a dozen weeks or so. So we cut expenses by around 20 or 30%. They’re operating expenses or they’re marketing expenses?
Operating. OK. Yep. Um, there wasn’t any merit based pay. So if the phone rang and someone answered the phone, you know, boop, boop, boop, boop, thank you for calling Tip Top K9, how can I help you?
There wasn’t a script in place and there wasn’t any accountability. So the dynamic range between the A player and the C player was massive, you know? So you’d have an A player that’s booking an appointment 80 % of the time and the C player that’s booking an appointment 10 % of the time. So we put in a merit -based pay structure. And then after that, we installed a schedule for them. And the schedule is they have a weekly rocks on the schedule.
So there’s a weekly sales training meeting where they train their sales reps and listen to calls. Then there’s another meeting where they do the group interview. They interview candidates. Then the third meeting a week, we look at the finances. And the fourth meeting, they do a meta time where we look on the business for basically how we can improve.
And then we have a weekly business coaching call. And so we created all that. And so now they’re in orbit.
And then I helped them write a franchise disclosure document. and get everything audited and documented. And now there’s some franchises. And then I get a small percentage of that, and that’s how I do it. So how much of that is replicatable? You didn’t know anything about the doggy care business, right?
How much of that’s replicatable to other industries? Well, OK, today there was a guy who scheduled a 13 -point assessment, great guy. We had a fun conversation, but he made a kind of, he has an online school. That uh sells something that i’m 100 certain will never work. And so I let him know I think what you have is an art and it’s remarkable that some people will pay for you to see that art But I don’t think it’s scalable. So i’m not a good fit for you And then we had another guy that made organic parmesan vegan cheese last week.
Not a good fit.
Um, but as far as replicatable stuff, um, we just um started working with a lady, uh this week who where is it?
Ha here she is this lady. Um, let me pull it up here real quick. Okay. She has an apparel company that is super scalable. So I’m working with her, um, grillblazer .
com. That’s one of my clients. We went from no revenue to about 80 ,000 a week right now, grillblazer. That’s very replicable. So my job, when I do my assessments is I just try to figure out, is this client something, uh, Entrepreneurship to me is how I look at it as this. There’s four steps to it.
You have find a problem, solve it, sell the solution, nail it, and scale it. So if there is a problem that the client can actually, if there is a real problem and you can actually solve it, and then if people will actually buy it, then I’ll nail it and scale it. So just being very clear, the company’s called tiptopcanine . com. I don’t own a dog. I don’t like dogs.
I don’t want a dog. I know nothing about dogs. And another business I’m involved in is called elephant in the room. It’s a haircut chain. And you can probably tell by my hair. Um, I don’t really care about my hair.
I don’t like expensive, nice, bougie country club experience.
I just want to get in and get out.
But yet I started a men’s grooming lounge that is bougie. And that is a country club for men’s hair called elephant in the room and we have five locations And I am not a licensed hair guy. I have no interest in hair and we do really well. So I again, um, you know my partner my partner and I between he and I there are 17 companies that we own and they range from the auto auction to the optometry to outdoor living to dog training to carpet cleaning all these different businesses we have ownership in or partnership in and We have no knowledge of any of those industries that we work in Um, except my partner dr. Z does know something about optometry, but he never sees patients. Okay.
So part of your revenue model for your business is to get some sort of equity stake in it. Do you take an equity stake in the overall enterprise or just some sort of way to participate in the incremental revenue growth that you bring to it? I like percentage of gross revenue above where the person was stuck So it gives an example. Randy, he was stuck at $50 ,000 a month with pmhokc . com and now he’s doing, you know, 400 ,000 a week. So I said, Hey, above a certain threshold, could I get two and a half percent there?
And he said, yeah. So that’s what I, and then, um, we do all the photography, videography, web development, all that stuff. So he doesn’t have to deal with that stuff. And I don’t like equity for me because I don’t want to get involved in someone’s taxes.
And if you’re me and you have 200 revenue streams floating around, Because once I get these deals set up, I mean, they kind of set it and forget it almost.
And then we have a conference every couple of months where they all come together and we meet each other. And I’m kind of the common denominator there.
But I don’t like equity because if somebody, you know, doesn’t pay their taxes, I don’t want to have to deal with that.
Well, you don’t have to worry about exit strategy and liquidity.
You have a contract interest, not a not a security interest or an equity interest in it. Right. So you get your money quarterly, I suppose.
Right.
I get monthly, right? I do monthly. Yeah, right. Okay. So a lot of what you talk about is kind of, I went to business school and I probably should be ashamed to say that because you say things like business school without the BS, right? So, but you sound like you’ve been to B school clay.
So tell me, I mean, are you being a kind of a hypocritical here? Double standard or what? Oh, well, okay. I think that, um, if we were going to go to Des Moines today, so we’re going, let’s just say we’re in the car and we’re going to Des Moines from Tulsa. The shortest and most direct route is to go North. You know, that’s how we get there.
It makes zero sense for me to go south for four consecutive years in route to going north. So what I see in my life a lot of times is people that come to my home, a dentist, a doctor, a lawyer, a business professional. They say, I have degrees. I have more degrees than a thermometer. I went to Baylor. I went to OU.
These are regional schools I hear all the time. I went to Baylor. I went to ORU. I went to TU. I went to ORU. And I don’t know how to make money.
And I say, OK, Mr. Dentist, I will help you make lots of money and I’ll show you. And I give it all the systems away for free. They go to Thrivetimeshow . com forward slash free resources Thrivetimeshow . com forward slash free dash resources. And it’s all right there.
But I just personally felt and this is just me talking specifically about Oral Roberts University, St. Cloud State University, Oklahoma State University and any university that I’ve ever been a part of. I think they’re a complete waste of time. For any of those particular schools, I’m naming them specifically because I have wasted my time at those schools. But I do read books about how to grow businesses that are very specific and actionable. So I have read the Service Profit Chain, which is written by Harvard, which is a very valuable series of case studies. It’s very valuable.
I have read Purple Cow by Seth Godin for marketing. I have read Search Engine for Dummies. I read it every year by Bruce Clay. So I read practical, actionable books.
But I don’t want to go, when I went to OSU, They wanted me to talk about the theories of shadowing and shading and graphic design and the Mesopotamia and the Euphrates River and the papyrus and cuneiform. And I never use any of that stuff. And I just so I just, you know, I just and every time I speak, every time colleges ask me to speak, I don’t do it anymore at all.
But they used to ask me to speak. And every time I would get asked to speak, I would find myself with all the speakers.
And most of the speakers had never graduated college either.
So I just don’t see a lot of need for it. Great. Well, that’s fascinating. So you’re able to take a contract out on the clients that you select. Are you fairly selective about what about who you take on as a client then? Yeah, this will irritate some of your clients, but some of your listeners, I’m sorry, but I’m answering your questions very directly.
And I just wanna make sure we get that. I only work with Christian clients. Yeah, all right. And it’s because one of my teaching that I would give a client would be analogous to Bible. So my worldview is always that way. So as an example, I would say, If to a client, you know, it says in the Bible, Proverbs 10 for God blesses the hand of the diligent and punishes the hand of the slacker.
So I’m going to put in merit based pay. I don’t do tenure based. It’s very merit based. That’s how I view the world. Um, you know, very into that merit based stuff. I’m also very much into the Exodus and Genesis concept of work six days and rest on the seventh.
So all my businesses are closed on Sunday. I just have like a certain philosophy that I try to get into because I’m really not interested in the business at all. I’m interested in optimizing the client’s life. And so another client I work with, his name is Roy. He ran a company called TheGarageBA . com.
And TheGarageBA . com, it’s a wonderful automotive repair shop. And it’s a neat place. But the bigger story that your listeners need to know is that Roy is a father. He’s a wonderful guy. And his son died in a freak skateboarding accident.
And when his son died at the age of 18 or 19, Roy found himself going, man, I spent all of my time repairing mufflers and fixing cars. I kind of want to recalibrate how I live my life. You know, he wanted to spend more time with his surviving daughter and his family. And so what we did is, uh, we optimized his schedule. And so now Roy, who runs the company called the garage ba . com true story.
He literally works Monday through Thursday and every Friday he flies to California with his wife. And he and Jill, the thrill, his wife, they actually participate in their local church. But their local church is not in Tulsa. It’s in California.
And so we took a guy who used to work six or seven days a week and moved him to four days a week. He makes more money than ever, and he spends more time with his wife. And that’s more what I’m interested in, is helping himself actualize, moving up Maslow’s hierarchy of needs to focus on fulfilling that which he believes God has called him to do. And we don’t spend a whole lot of our time focusing on how to grow the business much. because we’ve grown it to a place where we’re very happy.
And by the way, I apologize, Kelly, for the background music.
My building turns into a church every Thursday.
I started a church that I’m not the pastor of.
But every Thursday, my building becomes a church. So that’s what that music is. No worries. No worries. OK, Clay, I’m going to hold you to some of your positions here.
So you referenced a client that you, I can’t remember what industry it was, that you said didn’t have a chance of surviving.
That it was a terrible business model, right?
Yeah.
Okay. Now, assuming that they’re a Christian, they meet that standard, you’re probably not going to take that contract because if you don’t feel like there’s going to be a good chance of growing the business, you’re not going to waste time on that, right? Right. I do it month to month.
It’s all month to month. There’s no contract until after they’ve hit that goal. And then once they’ve hit the goal, then I say, do you want to do a contract moving forward? That’s how we do it. Yeah, but you’re not going to take one where you don’t think it’s going to work, right? You have to have a be a Christian who has a viable business plan, viable business idea.
Yeah. Right. Okay. And why 160? That’s what you have now. There’s a cap to that?
What happened is I was a very terrible father and had a ton of money and my son was born blind. When my son was born blind, as I mentioned, I made a little deal with God. And I just decided to sell the businesses and focus more on the family. So like right now, my son is 14. He’s having a pool party where he’s getting his whole class together a back to school party. And I was a disc jockey, and my son is a phenomenal disc jockey, Kelly.
I mean, this guy can beat Matt. He’s got all the moves. And we spend tons of time together practicing playlists. So we were up till midnight the other night practicing his playlist, working on his moves. We got a flyer going. We made a really hot flyer to promote the party.
We’re getting the energy going. And I’m spending all my time on that.
And I make no money with it, but it’s what I’m doing. I got a daughter. She’s 16. She’s up here interning here in the office. I got twins.
I also have one of my daughters.
She’s a phenomenal cheerleader.
So I’ve got all these different kids doing stuff, Leia’s in dance. Scarlett’s becoming a great cheerleader. I’ve got this wonderful wife, and my wife and I do a show every week called Teaching the Bible to a ManBearPig, and I am the ManBearPig. There’s a lot of stuff going on, and I’m not interested in making more money. How about that? Yeah, that makes sense.
OK, I want to pivot a little bit, and then we can wrap it up here. You had mentioned a couple of guys that are part of your ecosystem, Lindell Flynn, a couple that you, Sidney Powell. They’ve got some attention lately. Are you, I’m assuming that you’re conservative. Yes. Right.
I’m a libertarian. How about that? I’m a I am like, yeah Libertarian you can go on so if I have to I try to vote for who what’s a realistic win there?
Yeah So if I could vote like ron paul ran paul, those are my guys, but I also want to mention that the super government control people aren’t involved so I tend to vote republican, but I would i’m more libertarian, but Yeah, so without getting into a political discussion, have you, I think I saw somewhere that little Mike Lindell, not little Mike Lindell, Mike Lindell’s worth a lot of money, but they seem to have been picking on Mike Lindell for something, I’m not sure, I’m really not sure what, are you kind of a target, anybody’s crosshairs for something you might have thought or might have said anything or what you’re doing?
Every day I do get attacked.
I can’t say today that Yahoo News, the headline is what a cult looks like.
And they took my whiteboard in my office, which is right behind you.
That’s my whiteboard back there. And someone took a photo of it and said that it’s like a ringleader. It’s the cult’s ringleader mastermind board. And that is literally my whiteboard for my office that Yahoo is now calling. The article says what a cult looks like. Trump conspiracists.
uh, whiteboard of connections captured in Flynn photo. That’s my office. Jesus really? Yeah. Well, that’s that’s any, any other repercussions from that? Any, anything that cancel culture has done to you or no?
Oh yeah. I got kicked off of this year so far. This is just so far. I’ve got banned on Instagram. I have been banned on LinkedIn. I have been banned on Facebook multiple times.
I’m off of YouTube. And then now my new deal is I’m a parlor. kicked. Amazon kicked parlor off of Amazon because of my Linwood fireside chats. So my Linwood fireside chats, which are all cited, everything he says, it’s all cited. It’s all fact check.
Um, those got partly got kicked off. And then I, you know, about one out of three customers, one out of four for our haircut business, uh, hate me, which is, but it’s fine. Cause I used to stutter as a kid. Um, you know, I got sexually abused as a young guy. I frankly do not value the feedback of other people at all.
I just don’t care. And so I, uh, you know, try to read the Bible and go, okay, my worldview is this. We get our rights from God. And the government is instituted amongst men to uphold those rights. And so that’s my worldview. And if somebody doesn’t like my haircut business because of my worldview as a libertarian, that’s fine.
And if somebody likes to buy, I mean, if you like the left, right, you like the left, then you probably like Starbucks because Starbucks has left wing coffee. And so you can go there and listen to John Legend, and you can listen to more liberal music, and you can watch liberal things, and you can see the rainbow flags and all that.
And if you want to go get home goods in a conservative environment where you’re listening to praise and worship music, you should probably go to Hobby Lobby. But the idea that we should cancel Starbucks or cancel Hobby Lobby doesn’t make any sense. I think you should vote with your dollars. And if you don’t like a person’s worldview, just don’t buy from them, including me. I think I’m out of luck here. Well, that’s it. That’s interesting.
That’s kind of a crazy environment we have. I just kind of focus on, I enjoy business, I enjoy working, I enjoy helping businesses in my way and I don’t really have time for all the other stuff. the political stuff, but if they do, then I guess whatever gets them going. Clay, I really did enjoy talking to you, and I look forward to talking to you again and tracking you.
Now that I have you in my crosshairs, I’ll be keeping an eye on what ThriveTimeShow .
com is doing. Yeah, and I will just say this as a parting note. Wolfgang Puck, John Maxwell. We’ve had a lot of these guests on our show, and I’m always interested in how do you find a problem, solve a problem, sell it, nail it, and scale it. And whenever the government has decided to encroach on people’s ability to be open, That’s why I decided to get involved. And as soon as government leaves us alone, and if you want to, if the model said that 2 .2 million people are going to die from a virus and you want to die from a virus, like for me, I would rather die from a virus than to be locked down at all ever.
I’d rather die. Just take me.
It’s a way I believe in eternity. So the moment that the government stops doing these ridiculous lockdowns is the moment that I stopped being involved. That’s how I do it. Yeah.
Right.
I understand.
Yeah. It makes total sense. Clay, thank you very much. And best of luck. Take care of those twins and enjoy your son’s party tonight or tomorrow night, I guess.
And I’m glad he can see again.
That’s a nice story.
Thanks for sharing that with us. No, thank you, Kelly.
I really do appreciate you guys. And I hope you have a wonderful night. And again, thank you to all your listeners. Clay Clark is here somewhere. Where’s my buddy Clay? Clay’s the greatest.
I met his goats today. I met his dogs. I met his chickens. I saw his compound. He’s like the greatest guy.
I ran from his goats, his chickens, his dogs. So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing.
4 ,000 % from February to February.
Now I can better that. Okay, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself and if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days. So and the phone’s blown up.
Everything’s just blown up.
You’re right. It is like a rocket ship. So we’re pinching ourselves. I learned at the Academy at 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 want to talk to Clay this morning is a very important subject called study. And the reason I say that is things are changing so fast, and many people are completely missing the show. You know, things are changing at rapid, rapid, rapid speed.
Technology is changing. So I went to Tulsa, well, again, with Tom Wheeler. and Eric Trump. And the thing I was so impressed about Clay is this word called study. I don’t know, you guys must be in your water or something, Clay, but boy, I was so, so impressed how big you guys are. But what really impressed me was you have this huge congregation.
They’re all about guys your age. They’re on fire. and you start your classes at five in the morning. Now, let me talk to you about study here. We show our books here. This is how I study.
You know, this is the creature from Jack O ‘Lantern. It’s on the Fed. And Clay’s doing the same thing. We study. So I go out to Clay’s place in Tulsa, Oklahoma. He’s built this huge compound out there.
And you guys start at five o ‘clock in the morning.
That’s not by Zoom.
They drive there.
They show up five o ‘clock, bright -haired, bushy -tailed, and all this, and they’re on fire. Your group is on fire. So that’s what was unclear.
This technology, you tell your group, I was so, so impressed because, like I said, studies became a bad word. I got into fights in my own company because our staff didn’t want to study anymore. And I just, I don’t know how they cannot 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 sell 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 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 $1 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 gonna 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.
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. And the coaching is just great because there’s accountability and it’s just a fantastic way to grow your company.
Having a relationship with Thrive Time is it’s just been amazing for multi -claim.
Oh my goodness, it frees me up because then I don’t have to take a class on search engine optimization or learn marketing or shoot video.
That’s not what we do. 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.
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 onto 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. 4000 % from February to February. Now I can better that. Okay, Clay, I don’t think you know this. I 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 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 in Kings 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 want to 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. And so I went to Tulsa, well, again, with Tom Wheelwright and Eric Trump. And the thing I was so impressed about Clay is this word called study. I don’t know. You guys must be studying.
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 creation 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’s technology. 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 it’s been incredible, Clay. It’s we’ve had like we’ve gone from zero to like 100 percent growth.
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. 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? Yeah. 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 $1 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. 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