Cleaning Business Podcast | Knowing the Value of Your Business with Clay Clark | 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. And so on today’s show, we’re going to be doing an interview with Ryan Hutchins. His company is called Peak Business Valuation. What he does, he sits down with business owners all the time, and he tells them what their business is actually worth.

And sometimes people, ah, it should be worth more.

I can’t believe it’s not worth more.

They’re going to get mad. How dare you insult me with this low valuation of my company? Other people say, this is incredible.

I never thought of that.

Doing great, thanks for having me Clay.

And thus, I don’t like you.

How often does somebody not like you because you share with them the truth? Every week.

I always tell people I’m the scapegoat.

Every week?

Every week. So how does, if someone’s listening today, how do they determine the value of the company?

What determines the value of a business? Ultimately, the value of a business is assessing the financial operations of the company relative to the risk associated with achieving those figures like cash flow. And if there’s a higher risk associated with achieving cash flow, it’s a lower value.

So a lot of attributes, most, most people at the end of the day, um, look at multiples from other transactions that have taken place to assess value.

That’s what most people do. That’s what most people do. That’s what business brokers do.

And like all the content that we write our team and I on our website is all private transaction multiples because it’s public information.

and I want to know what’s my business worth, how do you help people do that? Yes, so ultimately you can either go to peakbusinessvaluation . com or give us a call at 435 -359 -2684 and we kind of take you through kind of what the valuation process looks like. Because ultimately, like hearing multiples of, hey, my neighbor transacted their landscaping company for 4x EBITDA. First off, no one knows what EBITDA means. Secondly, what does a 4x multiple represent?

And so when we jump on a call with individuals, we kind of walk through the process of one, how do we approach assessing the value of the company? and how long it’s going to take and what their involvement is going to be with us and providing that necessary information. And once we deliver our valuation report to them, we discuss now that you know your value, what do you do next?

Because ultimately most people like understanding the value is one thing, but what they do next, what they act upon, the decisions that they make is more pivotal than knowing the value of their business to some degree. Late Lark is here somewhere.

Where’s my buddy Thlay? 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 blown up. Everything’s just blown up. Well you’re right.

It is like a rocket ship.

So we’re pinching ourselves. Actually I learned at the Academy King’s Point in New York Octa nonverbal. 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 gotta read. Hello, hello, hello, Robert Kiyosaki, Rich Dad Radio Show.

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

So I went to Tulsa, well, again, with Tom Wheelwright and Eric Trump. And the thing I was so impressed about Clay is this word called study. I don’t know, you guys must be in your water or something, Clay, but boy, I was so, so impressed how big you guys are. But what really impressed me was you have this huge congregation. They’re all about guys your age. They’re on fire.

And you start your classes at five in the morning. Now, let me talk to you about study here. We show our books here. This is how I study. You know, this is the creature from Jekyll Island. It’s on the Fed.

And what Clay, Clay, 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 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. And then we also upload a lot of images of the things that we do. And so We’re also asking our clients for Google reviews after we’ve cleaned their houses. And so it’s this constant cycle of doing those things over and over and over again. I would say if you’re on the fence, go to one of Clay’s conferences. They are hilarious.

They’re fun. They’re educational. They’re so good that even my teenagers like them. And I would say don’t let fear hold you back. If you want to start a business, do the obvious thing and hire someone who knows how to run businesses. If I wanted to get in shape, I’d hire a gym person, you know, a personal trainer.

This is like the personal training for business. It has been absolutely amazing. I mean, our coach is encouraging. When he first met with us, he said, Do we want him to be like a drill sergeant with us? You know, what level of intensity do we want him to give us? And I will say he is incredibly, incredibly encouraging all the time.

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

It even sounded insane when I was talking over it with our business coach. And I will tell you that that has generated some of our hugest clients. I mean, that has been like a game changer because it opened up the door to more clients, more recommendations, more leads.

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

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

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

But when you go to communicate without a script or without practice, it’s just like, a mess coming out of your mouth, as opposed to having this, you know, honed in practice where you know what you’re going to say, you know how you’re going to 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. 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 you. 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. I’ve probably been to, 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 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. 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 blowing up.

Everything’s just blowing up.

You’re right. It is like a rocket ship. So we’re pinching ourselves, actually. I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. But I recognized at the age of 15, I’m going, you know what?

I am not going to live that way. And so I started a company out of my parents’ basement called DJConnection .com, com, and I decided I am going to have success. And so I reached out to millionaires and people that I kinda 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 gotta 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 Wheelwright and Eric Trump. And the thing I was so impressed about, Clay, is this word called study.

I don’t know, you guys must be in your water or something, Clay. But boy, I was so, so impressed how big you guys are. But what really impressed me was you have this huge congregation. They’re all about guys your age. They’re on fire. And you start your classes at five in the morning.

Now, let me talk to you about study here. We show our books here. This is how I study. You know, this is the creature from Jack O ‘Lantern. It’s on the Fed. And Clay’s doing the same thing. We study. So I go out to Clay’s place in Tulsa, Oklahoma. He’s built this huge compound out there. And you guys start at 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, study has 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 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 new 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 sounds absolutely insane. It even sounded insane when I was talking over it with our business coach.

And I will tell you that that has generated some of our hugest clients.

I mean, that has been like a game changer because it opened up the door to more clients, more recommendations, more leads.

And we were surprised how far that dollar clean got us. How important has it been for you to work out that scripting? Even though you offer a dollar for the first clean, how important has it been for you to nail that down?

It’s been really important, because it kind of, it hones in, so that you’re not just all over the place when you’re trying to explain what it is that you do.

And a lot of times, it’s like you’re a good person offering a good product, and you have integrity, and you want to communicate that.

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

Had you ever been an entrepreneur before starting this particular business?

No, never.

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

Or what was the first time you thought, you know, maybe I would like to open my own business? Absolutely. I’ve probably been dreaming about it for about 10 years.

Okay.

And let me go to your daughter here. Uh, had you ever thought about wanting to team up and open your own business or was that something that you were maybe excited about or not?

Not so much? Well, for me, my parents would always listen to your podcast and business podcast. And as I started listening to them, I started realizing that I wanted to own a business. www . whistlewhileyouclose . 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