Salon & Spa | 74.8% Growth of Susan Pilate’s PureEcoSalonSpa.com + Implementing Marketing, Management, & Accounting Systems + “Each Year We Have Grown! It’s Systems & Processes & Actually Putting Them Into Action!”

Audio Transcription

Transcribed with Cockatoo

My name is Susan Pilot and my business is Pure Eco Wellness Salon and Spa in Yardley, Pennsylvania. So we’re pure eco wellness salon and spa dot com. And again, we’re in Pucks County, Pennsylvania. I’m in 150 year old building. So we have four levels there. And it truly has been a labor of love for me.

I’ve been in the building for about 25 years.

I believe, and correct me if I’m wrong, I believe that Sean said you have grown by 74 .8%. For the listeners out there that maybe 74 .8 % is the number Sean gave me, maybe that number is low, maybe it’s high. Could you share with the listeners, how much growth have you had since you and I first connected?

It was about that percentage, 70%. The daily huddle has been great for us. We used to call it powwow. And I will tell you, it’s been the hardest thing to implement because I am in my industry, my industries, I’ve worked in other industries, but it’s very challenging because you have creative people. We’ve always operated with flexible scheduling. So to get everybody in at the same time, I have single moms, to get everybody to join a huddle every morning at the same time was a very big challenge for me.

But this year, in 2026, we were inconsistent. I made it a priority. And I thank God for Sean, because sometimes I don’t want that call. We used to meet at 7 AM. But I’m so glad he just really, sometimes I’m like, oh my gosh, he’s pounding me today. But I need it, because I would have not gotten through to the point I am.

So we have a 14 -minute huddle. We try to keep it into 14 minutes. It’s very specific. We start with a pause to get everybody in the present moment. We are a holistic business, so we start with something holistic for 30 seconds. Then we take four minutes to go through the team, goes over their wins for the week, for the day.

We celebrate those and we get into a scoreboard. And this was another thing that you guys have helped me out a lot with too, tracking things. It’s great if we have intention to do things, but if we don’t track them and we’re not able to make sure they’re actually getting done, that’s where the gap happens.

Folks, so many wonderful people go to thrivetimeshow . com. I’m convinced because they want to turn their business dreams into reality. I’m convinced because they say, look, I believe in my dream. I just need to get from where I am to where I want to be. And I know the task of becoming a super successful entrepreneur can be overwhelming.

And so what I try to do is interview real people. that are having real success by diligently working as unto the Lord, people that are actually working as unto the Lord, people that are trying to solve problems for the world, sell a product they believe in. And on today’s show, we’re going to interview a longtime client who’s having massive success because she absolutely is working as unto the Lord. She’s trying to wow every single customer every single time. Is she perfect? No, but I think she’s getting close.

Ladies and gentlemen, without any further ado, onto The Thrive Time Show, it’s my pleasure to introduce to you Susan Pilat. Welcome onto The Thrive Time Show. How are you?

Good, Clay. Thank you so much.

How are you?

I’m doing great. Now, someone wants to look you up real quick so that people know that you’re not a hologram. Could you share with us your first and last name and the name of your business?

Sure.

My name is Susan Pilot, and my business is Pure Eco Wellness Salon and Spa in Yardley, Pennsylvania.

And with your business, how long ago did you first reach out to us?

Or do you remember how long ago it was when you and I first connected? Yes, it was immediately after or during COVID, after we were shut down. And I actually hunted you down. Finally, one day you called me and said, I heard you’re trying to get in touch with me. And I was like, oh my God, Clay Clark’s on the phone.

And that’s what happened.

Now, for people out there that want to look you up and verify you’re a real business, what is the web address they need to go to to find your business?

And maybe you could tell us a little bit about the products and services that you provide. Sure. So we’re Pure Eco Wellness Salon and Spa dot com. And again, we’re in Pucks County, Pennsylvania. I’m in 150 year old building. So we have four levels there.

And it truly has been a labor of love for me. I’ve been in the building for about 25 years. I was in other industries in product development for fashion. I worked for Dr. Atkins. And during that journey, I ended up It totally was God. My entire journey I attribute to God.

Ended up calling for a facial one day. I ended up going to school for aesthetics, then got lured back into corporate America, called to go get a facial. They said they lost their esthetician. Next thing, I was renting a room in the basement doing facials part time. And it just turned into this 25 -year -old journey that really has been miraculous for me.

It truly has. Now, for people that are maybe not familiar with all the services you provide, what kind of services do you provide? I encourage everyone to check out your website.

What are the services that you provide? So we provide, we’re a full hair and spa, hair salon and spa. So we have hair color, hair cutting, facials, massage, nail services, but I’ve always had a passion for alternative medicine and holistic healing. And that was attributed to, I have two nephews that were born with cystic fibrosis and parents, my mom had a very long journey with cancer. I started listening to you when you started talking about all of the vaccines and COVID because I’m thinking was And I thought you’re an amazing business person.

And I knew I needed help after COVID because we were operating at 50 % capacity. My business was closed for four months almost. We weren’t even allowed to sell shampoo curbside. We would have been practicing without a license. I mean, without our operating license. So the governor at the time wouldn’t even let us sell products.

God just allowed me at that time to gut my basement. I became a construction worker and found a way to be able to service my clients.

Because if I operated at 50 % capacity, we would have been out of business. Now, I’m going to pull up your website so people can see this. Because what happens is, I’m sure it never happened to you, but for most entrepreneurs, I find, they get excited. We get excited about our idea. our product or our service. And then once the excitement fades out or goes away, now we find ourselves trying to run a business.

And so what I want to talk about on today’s show is the practical steps that you’re implementing on a daily basis that you really are diligently implementing. And Sean Lohman has been bragging on you for years, so I wanted to celebrate your success. So we’ll kind of go through our stack of stuff. The first thing, if you have a business, if you have a team, you got to have a daily huddle. So I have hundreds of employees that are connected to my companies, hundreds. And I have to have a daily huddle.

Our companies, we have to have a daily huddle. Because what happens is, you might get excited to open up a men’s grooming lounge like I have, or you might be excited to open up a wood flooring company like I’m involved in. But after the excitement ends, you now have to manage a team of people.

Could you talk about the implementation of the daily huddles? The daily huddle has been great for us. We used to call it pow wow, and I will tell you it’s been the hardest thing to implement because I am in my industry my industries, I worked in other industries but it’s very challenging because you have creative people. We’ve always operated with flexible scheduling. So to get everybody in at the same time, I have single moms.

To get everybody to join a huddle every morning at the same time was a very big challenge for me. But this year, in 2026, we were inconsistent. I made it a priority and I thank God for Sean because sometimes I don’t want that call we used to meet at 7am, but I’m so glad he just really sometimes I’m like oh my gosh he’s pounding me today, but I need it because I would have not gotten through to the point I am. So we have a 14 -minute huddle. We try to keep it into 14 minutes. It’s very specific.

We start with a pause to get everybody in the present moment. We are a holistic business, so we start with something holistic for 30 seconds. Then we take four minutes to go through the team, goes over their wins for the week, for the day. We celebrate those, and we get into a scoreboard. And this was another thing that you guys have helped me out a lot, with two tracking things.

It’s great if we have intention to do things, but if we don’t track them and we’re not able to make sure they’re actually getting done, that’s where the gap happens. And I’m going to go back to it real quick. I believe, and correct me if I’m wrong, I believe that Sean said you have grown by 74 .8%. For the listeners out there that maybe 74 .8 % is the number Sean gave me, maybe that number is low, maybe it’s high.

Could you share with the listeners, how much growth have you had since you and I first connected? It was about that percentage, 70%. And last year, we grew. Each year, we have grown. And again, I tell my staff, look at what God’s doing. We’ve averaged about 800 to 1 ,000 new clients a year every year since I’ve been there.

But our attrition rate, we were trying to tighten that up and keep the clients. So last year, we had a 12 % growth last year, and that was very good for us because we cut down one day a week. Instead of being open six days a week, since COVID, we’re open five. and I lost two of my team members.

So even though we had those challenges, we still grew at 12%. So, so phenomenal. And again, folks, it’s harder to grow by a larger percentage if you’re a bigger organization. So just to be clear, you know, we interview people on this show, we interviewed a lady this week who she’s grown her amount of business by 35 times this year. Well, that’s easy to do easier to do when you’re, you know, when you’re a startup, and then you have businesses that are larger, and your case where you’ve been doing this a long time. So 12 % growth is pretty incredible.

Now, next thing here is call recording. There’s a phrase called octa non verba. It’s a Latin phrase. Robert Kiyosaki is obsessed with it. It means watch what someone does, not what they say. Or maybe a better way to describe it as it relates to customer service or quality control is listen to your teammates’ phone calls.

Don’t listen to what they say they said on their phone calls.

Can you talk about implementing the call recording has improved or changed your business? Yes, amazing. And this is where Sean too, he’s had to push me. I was a little resistant toward it. Not that I didn’t agree with it, taking the time to track all these things and listen to these things, it’s very time consuming. And we don’t have a lot of bandwidth in my bill in my business right now, as far as I don’t have a manager right now to do these things so I was at one point, working the desk doing this so I would always have a quote unquote excuse or reason why I didn’t listen to the calls, but he kept on me. And now we’re listening to the calls.

And that is a game changer because It’s not that people intentionally don’t want to follow the script. A lot of times, I don’t even think they know they’re following this script. So when they hear the recording themselves, and they realize they missed different points of distinction, or they sound like they’re taking a deli order as opposed to we’re an elevated business, eco luxury business, it really is a game changer. And we try to make it like, You know, I try to make it fun. I’m not never going to be as fun as you but we try to make it fun and light and but also I try to sandwich it with the winds and stuff but sometimes my hard part is the tough conversations, because a lot of these people are like my kids at this point, and I, Sean always tells me I have too many carrots, not enough sticks. And so this has been a hard part for me.

But again, you guys have really helped me with that. And the phone recording now, the girls even love it. They’re like, wow, I didn’t know I said that or I want to get better at that. So that’s been great, actually.

I love it. Now, carrot and stick management. I have a haircut chain, a haircut salon that we have. We have three locations. Actually, there’s four locations. And what happens is we have really phenomenal teammates.

You come in, if you’re a man, you get your haircut, and people love the experience of elephant in the room. They do a great job. However, if a customer complains about the haircut they received, my philosophy is then that stylist needs to be made aware of the complaint. And if they get another complaint, then that stylist needs to have additional training. I look at it as though we don’t have any bad teammates. I just have maybe not enough training is how I look at it.

However, the employees perceive it to be a stick or a penalty. They go, man, I have to do more training, but we have to do it. Another example would be an elephant in the room. Every employee is held accountable to gathering objective reports. from real customers. And if the employee fails to gather objective reviews from real customers, then we have to do more training.

That being said, the employees get bonuses for wowing customers. They get bonuses for gathering objective reviews. Could you talk about the stick and carrot management? Because I think so many employers are resistant to implementing sticks and carrots. But you really do have to have a reward and a penalty.

Otherwise, jackassery becomes the norm.

Yes. And you want to know something? I found something with my team too. Now, this week, I had to have a little stick or a tough conversation because, and I have a great team. And I noticed that whenever there’s a problem within the team, most of the time it’s communication and they really care so much about our clients. They feel like the ball got dropped somewhere.

And so that makes them upset and frustrated, but it every once in a while we’re like an Italian family, every once in a while something will come up and you know, someone will will be having a tough day with the other person. So I even had to make a. solution -focused communication standard this week. This is how we’re going to communicate with each other when we’re having enough time. Certain notes sometimes get missed and it’s not on purpose, but if clients are getting elevated color service, we have a computerized scale, but we also need other things documented. We had an issue this week, Um, where something wasn’t documented and I had said it a couple times and I said, okay, well, the only way I can help you guys to remember this is if you don’t do it next time, because I kept covering the cost of it.

I’m going to have to take it off your PTO. Just by me saying that, I promise you it won’t get done again. They’re starting to do it now. So I really don’t ever have to, I don’t think, enforce a lot of the sticks. And my intention is always to try to lead. I think my team has a great heart and they really want to do a good job.

But sometimes you have to have those tough conversations. And you have to do that to help them.

It’s tough love. Now, next area I want to focus on, is there somebody out there who’s watching this show that is not generating any online leads? And I know that working with you to help you sustainably generate online leads is a big thing because you were already wowing your customers before we met you. You already had a lot of word of mouth coming in. But generating new leads from new people that are finding you online is a powerful thing.

Can you maybe describe how much the amount of online leads that you’ve received has gone up since we’ve met you? Yes, it has gone up significantly, and we were super excited to hit our 500th review. And while leads have gone up, and I think it’s because of Google reviews, we’re asking more for Google reviews.

And that has significantly grown our organic leads and search engine optimization.

Do you think you’re getting 2 % more leads than when I first met you or 10 % or is there some quantifiable way you could describe the increase in the number of leads you’re getting?

I want to say maybe we’re getting about 10%, maybe 10%. Got it. So more leads are coming in online. That’s happening. Now, the next question I ask you here is, you know, whenever you have a team of people, it’s really, really important that you put your feelings aside and focus on action. It’s so important when you have a team of people.

And I think a lot of entrepreneurs, if they’re not careful, they put their feelings first and they don’t focus on action.

Could you talk about how business coaching has impacted your ability to stay focused on action steps that you can take versus the emotional aspects of running a company? 100 % I was just thinking about this before you called because I have very specific things that have helped me and I made a list of them and tracking my business in different ways. We have a 17 % service provider tracker, so I track each individual service provider on different metrics. My P &L and my cash flow, my year over year tracker. You talk about time management a lot. And one of the things I did after I started working with you, I even made a year calendar.

I outlined my entire year from a macro standpoint with my priorities and then narrow it down. I’m trying to get to the day and the hour and stuff, but I’m working on that. That’s something that I’m working on. The daily huddle has been great. It’s just systems. and processes, and having those in writing.

There’s a very big difference in saying that you want to do them, but actually putting them into action. And we don’t hit 100 % every day, but I think the most important thing is staying with it. I mean, I might not one day I may get 100, and then the next day I make it 70 % like yesterday, we had a transformer blow in town and our power went out when I had a salon full of people with hair color in their hair. So that was like crazy. So I might not have stuck to every single thing. But you know, if your intention is to do it, you do see progress over the time.

So you can’t give up. I tell my girls that too.

I’m 61 and I’m just as excited now and I have more energy now than I ever had, but it’s because of these systems and I’m seeing progress. Now, the final two questions I have here for you is there’s somebody out there who’s a wonderful, let’s call it, person similar to you. And they’re on the outside right now. They’ve listened to the Thrive Time Show podcast. We had one guy talk to the other day, true story. He told me, he said, Clay, I’ve listened to your show for nine consecutive years.

And something hit me. And I said, what hit you? He said, I don’t know what it was, but you interviewed a guy who kind of looked like me. And it occurred to me, you know what? Instead of listening to the show, I could actually become the next success story.

So what do you say to somebody out there that’s maybe thinking about scheduling a free 13 -point assessment?

How would you describe the impact that having a weekly business coach in your corner has made on you and your business? It’s made a tremendous difference because you feel as a business owner, I felt as a business owner for a long time that I was on my own. I would ask myself, what do you think? It sounds great. You really feel like that you’re on your own sometimes making all these decisions. And you want someone with solid experience who’s had success and who is not just I think there’s a false narrative of what being an entrepreneur is on social media.

An entrepreneur. I was there the other night. We were hosting a class and I was there Super Bowl Sunday cleaning, making sure everything looked perfect for my class because we were a host salon. Being an entrepreneur is fantastic and it’s a wonderful thing. And I wouldn’t trade it for the world, but it’s service oriented. And you need people in your corner to help cheer you on.

during those tough times. And it comes through resilience. A lot of times people forget the journey to get to the success. They just see online that, oh, there’s all these. I think everybody thinks being an entrepreneur is Kim Kardashian’s being out at a restaurant and stuff, and it’s just nothing against them.

They work very hard, but people don’t see it. Final question I have here for you for somebody out there that you know they’ve not experienced coaching on a weekly basis. They’ve never had that. Now, again, I’m being very transparent with our listeners. I’ve had the same accounting firm for, what, 15 years? And people say, well, and by the way, I don’t make a commission to say this.

I work with them. And you say, well, why would you hire the same accounting firm and have the same conversations with the same accounting firm every week? Or another example, I don’t make a commission to say this. I have an attorney, the attorney of the legal team at winnersking . com. I’ve used the same legal team for, what, 15 years.

And I don’t get a commission to say that. And some people say, well, why do you meet every week with your legal team?

Why do you meet every week with your accounting team?

I would ask you, why does every professional athlete meet with their coach every day or every week? For anybody who hasn’t had a coach in their life focused on growing their business, helping them work on the business and not just in the business, what do you see as the main value of having a coach in your corner? They get to know you. They get to know your business. You build momentum. You build relationship.

And there’s nothing that can take the place of that. One class, one session can help someone. But you need ongoing coaching. You need ongoing coaching if you want to grow your business. It’s just like when clients come to me and they went to another hairstylist for 25 or 30 years. I’ll tell them we’ll try to hit a home run.

first time, but you have to understand you had a relationship with that person.

They got to know your hair.

They got to know you.

It’s similar. to this if I didn’t stick with you guys, I would have maybe stopped at Before I got to the call recordings before I pushed through that I don’t push through a lot of things and I’m still pushing through things So that’s why the ongoing relationship I think is so important. It’s a commitment and And does it help you knowing that you have a flat rate every month that we’re doing the photography, the video, the web, the search engine? Because again, I’ve used consulting companies in the past when I was building America’s largest DJ entertainment company, DJConnection . com. And every time I called them, I got a bill for an email, I got a call for a text, get a call for a phone call.

I’m getting a bill for every kind of interaction. It’s like if you called them, bill, email, Bill, text, Bill, from a peace of mind perspective, what does it mean to you knowing that you’re paying us a flat rate every month and that you have the photography, video, web, online ad team there as part of that flat bill? It’s invaluable. I mean, it really is invaluable. I believe that I have a partner in my business. They have a vested interest in my success.

And the fee is nominal. I don’t even look at the fee anymore because I know if I have an issue or a problem with something, I trust you guys and I trust I’m going to get accurate information. I trust I’m going to get great advice. It’s amazing.

I’m like, it’s amazing to say that I have Clay Clark and his team as partners. For me, I just think that’s fantastic. Well, I’ll tell you this, folks. I do believe in this idea. It’s a Hebrew word called Shalom, and it’s where it’s a win -win. And so it should be a win for all my clients.

Every one of my clients should be winning. And as a company, we should be able to make a 20 % profit margin. So I have no problem with that. charging a client $1 ,700 a month, our team should be able to make a 20 % profit margin. Another example, if you go in today to Susan’s business, I have no problem that the customers are wowed and that Susan should be able to make a profit. And so if you’re out there today and you’re struggling to create that win -win, you’re struggling to create value for the marketplace in exchange for the money that you want to make, I would encourage you to go to thrivetimeshow .

com and schedule a free consultation today. And also, if you learned anything on today’s show at all, this helps Susan’s website rank higher. So I’m asking everybody here, my ask for me to you is please go to pureecosalonspa . com, pureecosalonspa . com. Go to the website there and share that link on social media.

because you going to pureecosalonspa . com and sharing that link on social media, it does help Susan’s website to rank higher. So again, call to action. Go to pureecosalonspa . com and share that link in the air everywhere on social media.

That will help Susan’s website climb up those search engines.

Thank you, Susan, for your time. I really do appreciate you. We’ll talk to you soon. Thank you so much, Clay. Bye -bye. Melissa VanderRite, and my spa is called Salt Earth Massage and Dry Salt Therapy.

Well, I’ve been in the spa industry for 29 years last month. When I started 11 months ago, I was $110 ,000 in debt and stressed to the max.

And now we are almost completely debt -free and on our way to making a profit.

So I’d say do it. In terms of the online leads, have you seen maybe the leads go up by 10 %? 5 % or 10 % or is already kind of maybe doubled or around the same or how would you describe that to somebody in terms of the increase of online leads? I don’t know if I could not do a percentage, but I will say like I’ve already had four this morning while I was getting ready to come to work Or come to I guess this is work, but come to do this interview.

I had four people reach out online We didn’t have I mean we had like a website.

We had some social media stuff, you know Occasionally we would get a lifetime value client from that but for the most part I would say we get, on average, 15 leads a week now, where I don’t know that we were getting hardly any at all.

Maybe one a month, two a month.

And you’re getting like 15 leads a week, and you used to get one a month?

Yeah, pretty much.

So would it be safe to say maybe you’re getting 50 or 60 a month, and you used to get one a month?

Would that be?

Yes, that would probably be accurate. OK. Maybe two a month, maybe two.

OK, so I just want to make sure, because I’m someone that’s watching this right now, and they have a great product or great service, but they don’t have any leads.

You’re saying you might get, back in the day, two leads a month, and now you’re getting 50 or 60.

Is that accurate? Yes, very accurate. How would you describe the workshops and maybe the impact that that has had on your business? It’s been huge. It makes you not feel alone, because there aren’t very many entrepreneur -minded people out there. But I just have learned a lot.

So much and just the energy for me, I feed off of other people’s energy and I don’t want to be around energy that’s not not fun and growth oriented. And I just I’ve learned so much.

I mean, it’s been amazing to see the speakers and to hear the questions that other people have to ask. And just the camaraderie of it has been awesome. I really am grateful for those.

Unless you maintain your own car, which is rare, most people take their car to a trusted mechanic.

However, for some reason, people have a business that is not doing well and they often don’t you know, I should hire a coach to guide me down a proven plan. Could you talk about the impact that having a coach or coaching team with our team has made overall on your business, kind of getting you from where you are to where you ultimately want to get to? It’s been huge. Like, I know For me, the very first business I bought, I was 19 and it was a franchise. So it already had systems in place, but I still was being controlled by somebody else.

And I knew I wanted to have control and create my own thing, but I have the creativeness. And I have ideas for systems and processes to keep me on the right track to success, but the implementation. And then I don’t have all the ideas. I mean, you guys know what you’re doing. And so it has just made it so much easier for me, almost like a plug and play now. I do still have to work, but I’m open to learning because I do want to be the best.

And, you know, I have big dreams that I know I cannot reach by myself and having Andrew to hold me accountable or, you know, when I’m in here and you, you know, just, Hey, add a girl or whatever.

That’s the other thing is it’s nobody really thinks the owner of the business very often. And so, um, having somebody who occasionally feels like, you know, they’re like, yeah, good job. Cause nobody else says that. Clay, you’re an entrepreneur. I’m an entrepreneur. And as they say in stoic, the obstacle is the way.

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 ripple effects from you are good ripple effects. You know what I mean? People rave about what they learn from you, so congratulations. All right, Thrive Nation, on today’s show, we’re celebrating a woman who’s on the path to success. This is a woman who is growing her business.

She’s passionate about her clients. And I wanted to take a moment to celebrate her success, her journey up the path to success. You know, success, it’s not an overnight thing. It’s a lot of steps you have to take from where you are to where you want to be. She’s taken those steps.

She’s beginning to have more and more success. And I wanted to share with you her success story.

Melissa, welcome onto the Thrive Time Show.

How are you?

I’m well.

How are you, Clay?

I’m doing great.

And for people out there that want to verify you’re not a hologram, could you share with us your first and last name and the name of your company? Melissa VanderWijk. And my spa is called Salt Earth Massage and Dry Salt Therapy.

And for people out there that are not familiar with you, when did you decide to get involved in this particular industry? Well, I’ve been in the spa industry for 29 years. Last month, dry salt therapy, I first found in about 2013. And then we opened in 2020, in the middle of the pandemic. Wow, OK. So you picked a good time to open a high touch business in a time of no touch social distancing.

Yeah, OK. So you open the business. And I think a lot of people get excited about the idea. A lot of people get excited about the idea.

They want to become a dentist, a doctor, a massage therapist, whatever.

And then at a certain point, you go, man, I’m going to need to sell something to somebody soon. Did you ever have that moment where you thought to yourself, wow, I probably need to market more effectively or get some customers here sooner? Have you ever had that moment? Absolutely.

We lived on word of mouth for a long time.

and actually were profitable the first two years. And then somebody else’s bad choice took me out of being able to do massage. And so we’ve actually taken out over $100 ,000 in loans just to stay open. Wow. Wow. So you’ve been fighting through some adversity here.

Now, what I want to do on today’s show is I want to celebrate some of the early wins you’re having here. So I’m going to pull it up here. I have a book that I have written for anybody if they want to download this book.

It’s a millionaire’s guide to becoming sustainably rich. It’s a book I’ve written to teach people specifically how to start and grow a super successful company.

And the path to doing so, there’s a lot of steps, but I want to focus on 14 on today’s show. Box number one, or step number one, you really have to know your revenue goals. And I’m not asking you to share your revenue goals with our listeners, but why is it important that box one and box two, that you know your revenue goals and that you know how many customers or patients you need to see just to break even?

Well, you can’t get to somewhere if you don’t know where you’re going.

I feel like I got to know where I’m going before I can know how to get there. And I think most entrepreneurs don’t typically keep those numbers in front of them every day, which is why we work with you on a tracking sheet. Could you talk about the importance of having a weekly meeting and then a tracking sheet that you look at weekly as opposed to most entrepreneurs by default will look at their numbers quarterly, annually.

Most people don’t look at them weekly. Could you talk about maybe the benefits or lack thereof of looking at your numbers on a weekly basis? Well, I don’t. It just keeps me knowing where I am and what I got to do to get where I want to go. And then also to communicate that to my team, get them involved in it so they can help us get there because I need them to reach the goals that we’ve set. I’m going to pull this up real quick because this is so important for people to see.

Again, for anybody, if you want to download this book for free and you want to download it for free today, again, it’s called A Millionaire’s Guide How to Become Sustainably Rich, a step -by -step guide to building a successful, money -generating, and time -freedom -creating business. I encourage everybody out there, You can download it for free by going to Thrivetimeshow . com forward slash free resources. So Thrivetimeshow . com forward slash free dash resources. And there you can download every book I’ve ever written for free.

And we do that for you so you’ll have a guidebook. And we’re talking about page five of this book right now. So moving on now.

Box number three, you got to figure out how many hours per week you’re willing to work.

You must figure out how many hours per week you’re willing to work. Now you are a very hard worker.

Some entrepreneurs start with us, and they maybe don’t have quite the drive yet, and they need some inspiration to get that accountability, that work ethic.

You’ve always been a super hard worker. Could you talk about the importance of being realistic about how many hours per week that you’re willing to put into your business? Yeah, that’s probably a place I’ve had to dial back a little bit. I amped it up, and sometimes I amp it up a little more.

It’s interesting. It goes back and forth. Yeah, sometimes I work 40 hours a week on the business, but most of the time it’s about 50 to 60 hours with everything that I’m doing. But I am moving to where we’re working on the processes more and procedures and getting those duplicated. So that is giving me a little more time freedom. Now moving on to box number four, you have to figure out your unique value proposition.

What is it that separates you from your competition? That is so important that everybody out there, you figure out what is it that makes your company different from your competition? Could you explain what makes your company different from maybe other massage therapy or business

that may perceive, customers may, they may perceive some of your competitors to be similar, but can you explain what makes you at saltearthliving .com

com different from your competition?

Well, one of the things, I mean, I think all spas aim for this, but we really, really do provide an atmosphere that helps our clients be seen or feel seen. But as far as uniqueness, we do have some services that other area spas don’t have, which is dry salt therapy.

And we are actually adding colon hydrotherapy. Explain what that is, if we want to know. What does that mean? Colon hydrotherapy is where someone cleanses your entire intestines gently with water. Just kind of gives you a fresh start if you’ve had a lot of antibiotics or illnesses or things like that. Wow, OK, that is an interesting service.

I have not ever thought of offering that service to our clients. And we continue. So again, that website is saltearthliving . com.

And we’re moving on to box number five.

Branding is a big thing. I mean, at the end of the day, if you have a great product and nobody can find you, It doesn’t matter. I repeat, if you’ve got a great product or a great service and people can’t find you, that’s a problem. Could you talk for a second or share with us for a second, Andrew, who works as your implementer and works with you each week to help you grow your company, Andrew was saying that you’ve experienced an increase in the number of leads you’re getting off of Google specifically. Could you talk about that? Or what kind of growth have you seen in terms of inbound leads with customers finding you online?

Substantial, like I don’t even know how to measure it because we weren’t really getting a ton at the time, but we have now with the three leg marketing, we mostly do signs. Of course, we’re getting reviews.

We’ve done video reviews. and getting more into the Dream 100 now. But like your team designed us a banner, we happen to sit by a Starbucks drive -thru.

And so we had you guys designed us a banner for us to put out that says, you know, Starbucks customers, you know, we $49 massage. We’ve got our big offer. And we have gotten so many Starbucks was already pretty much our number one marketing strategy, I guess, but you guys just amplified that dramatically. If you had to quantify, I’m not trying to paint you into a corner or ask you to provide a number that’s not real.

But in terms of the online leads, have you seen maybe the leads go up by 5 % or 10 % or has it already kind of maybe doubled or around the same?

Or how would you describe that to somebody in terms of the increase of online leads?

I don’t know if I could not do a percentage, but I will say like, I’ve already had four this morning while I was getting ready to come to work or come to, well, I guess this is work, but come to do this interview. I had four people reach out online.

We didn’t have, I mean, we had like a website, we had some social media stuff, you know, occasionally we would get a lifetime value client from that, but for the most part, I would say we get, on average, 15 leads a week now, where I don’t know that we were getting hardly any at all.

Maybe one a month, two a month.

And you’re getting like 15 leads a week, and you used to get one a month?

Yeah, pretty much. So would it be safe to say maybe you’re getting 50 or 60 a month, and you used to get one a month? Would that be?

Yes, that would probably be accurate.

OK. Maybe two a month, maybe two. OK, so I just want to make sure, because if someone else is watching this right now, and they have a great product or great service, but they don’t have any leads, you’re saying you might get, back in the day, two leads a month. and now you’re getting 50 or 60. Is that accurate? Yes, very accurate.

OK, so everybody out there, if you’re watching this, I’m telling you, you can definitely increase your leads. Now, some things you’ve been doing I want to brag on. You’ve been doing the Dream 100 system. And the Dream 100 system is where you’re reaching out to centers of influence to generate referrals. So you say, well, how are we growing the business? There’s a three -legged marketing tool.

Leg number one, search engine optimization. Leg number two, the Dream 100. And leg number three, signs and wonders.

Yes, signs that make people wonder.

You talked about the signs. We’re putting up prominent signs right there in front of the busy Starbucks that’s working. Leg number two, we talked about search engine optimization. There’s a lot of detail for how we do that, but it’s working for you. And the leg number three is this Dream 100. Could you explain to our listeners out there, what has that process been like, or what has that process been like for you at your business?

For us, we’ve just been So far, we’ve just dove into a lot of the relationships we had already created through social media, but there are people who are in our community. So we’ve visited people who are close to our business and talked to them about what we’re doing, offered them free salt room treatments, just kind of getting them in the spa to see what we do and getting them to know us. Because when people know you, they can generate a like and a trust for you and they’ll refer you to other people, their clients.

But then we’ve also, like recently we did a collaboration in January with several other wellness -oriented businesses in the South Pulsa area. And so just Two days ago, I had a lady come in where she happened to, she wasn’t even playing bingo. She wasn’t participating, but she was there when we had a party at another one of the businesses. She came in, her daughter has been in five times. They bought three gift shift kits for other people and she was there.

So just off that one person who wasn’t even participating in our deal, you know, the Dream 100, it’s, it’s just really been beneficial.

Yeah. Now, Natalie joins us on mic but off camera.

You met Natalie there just briefly. Natalie, Melissa does such a phenomenal job of asking her real customers for real objective Google reviews after the service. She does a phenomenal job doing that. Melissa, you do a great job with that. What question would you have for Melissa on behalf of maybe some of your clients, Natalie, that are newer that maybe are resistant to asking customers to leave objective reviews? Yeah, I think a lot of my clients ask, how do I ask them?

So I’m curious, how do you approach your customers when asking for a review?

We actually, when people come out for a massage, usually they’re pretty happy. So we, what we do, we ask them, okay, how was your service? And they usually say, you know, Rachel was amazing, or Daisy was amazing, or Emma was amazing. And we say, well, great, would you mind helping us or helping her? by leaving a review.

This helps her get more clients. And then if you think she’s amazing, more people can find out that she was amazing.

So you’re doing it. You’re asking, some people say yes, some people say no, but you’re asking it again. Just to be clear, Melissa, can you restate for someone out there that might’ve missed it?

Your leads have gone from how many leads per month to how many leads per month. There’s somebody out there who’s going, what did you just say? I think your math was two. I do know the two, that was pretty easy, to about 60 a month. For everybody out there, think about it. Folks, think about it.

If you’re watching this show, and that’s your business, please do what Melissa’s doing. Implement the proven systems. Now, the next step. So step number one is that marketing. We had to do them. Again, I’m pretty much taking notes.

What did we have to do? We had to start off with the box number one. We had to do our numbers. Then our break -even numbers. You’re going through all these systems. It’s not just one system.

So it’s not just, oh, wow, she’s good at optimizing her website. Now she’s busy. No, no. We had to get the revenue goals figured out. Step two, we had another break -even number. Step three.

we had to know how many hours per week we’re willing to work. Step number four, we had to figure out our unique value proposition. Step five, we had to improve the branding, which means the website.

That means anything that the consumer sees.

Now, branding goes into the actual business, the experience, the sights, the sounds, the smells. And Melissa, you’ve diligently implemented a certain playlist now in the locations. You’ve really gone into enhancing the experience. Can you talk about putting in processes for the actual in -spa experience or implementing a process for, hey, this is the music we’re going to play in the spa. This is the sights. This is the sounds.

This is the smell. Could you talk about branding inside the spa and what kind of an impact that’s made for your customer experience? It’s been huge. I will say that working with Andrew on that, by him breaking it down to me, I was able to figure out how to communicate it to my team the best I can. So we have implemented a speaker system. And yes, there is a very specific playlist because we are trying to create an atmosphere of feeling for sure.

And so it does involve what you hear from the moment they come in. Um, we’ve got now a specific kind of oil diffusers everywhere. So there’s a certain smell that you’re like, my brain turns on. Um, okay, now it’s time to relax because I got the smell. Um, smiles, you know, that’s, that’s another one.

What does that make you feel? I’ve literally been texting somebody. We’re creating a signature snack. to give to all of our clients as they leave to kind of get the taste or you’ve got crystal infused water. I think that’s it. Well, what you see, we have all the same colors and we’re just, we’re actually got uniforms on the way.

And so just creating that cohesive experience so that everything blends also so that when the client comes in, they don’t

have to think they can just be free to have an experience.

Now, Natalie, as we’re celebrating Melissa doing this, I mean, she’s on step five here. She’s implementing the branding, sights, sounds, smells, even going with the uniforms, the entire intentional greeting process, the customer experience process, everything’s intentional.

and it’s designed to wow. Would you have any questions for Melissa or questions for Melissa about that? Because again, you work with great clients and many clients might say, well, you know, why do I need to be intentional about my playlist or my on hold music or my scripts or my interaction? And Melissa is doing all those things. What question would you have for Melissa? When it comes to sights, sounds and smells inside, when you first started, was that something you were thinking about and how did you feel when you and Andrew started talking about it?

I, yeah, I think I always did think about it. It was subconscious, but Andrew, with the questions and the way he pointed it out, just, I think, helped pulled out what was already inside of me and helped me communicate it. Got it. And again, for everybody out there, so much of entrepreneurship is you’re so busy. And if you’re busy working in your business, you never take time out to work on your business. And that’s what we want to do here.

So box number five, you nailed on that branding. Box number six, we talked about it earlier, the three -legged marketing stool. You’re doing it. And what is the three -legged marketing stool that we’re doing specifically to grow this business? Again, folks, it’s sights and sounds, OK? We’re using sights and sounds in the store to wow people.

Sights, sounds, smells, experiences once they’re in the store. But to generate new people coming in the store, we have a three -legged marketing tool which consists of the Dream 100, we talked about that, Signs and Wonders, making sure you have signs up to make people wonder, and making sure we’re dominating those search engine results. Other things that you are implementing very well right now is hiring people. It turns out box 7, you’ve got to create a sales conversion system. Box 8, you’ve got to create a sustainable customer acquisition system. system.

Box 9, you’ve got to put in these processes and systems. If you move through this process, box number 10, you have to manage people. Box number 11, you’re creating a sustainable weekly schedule. Box number 12, it’s managing a group of people. It’s very hard to make anything work if you don’t have good people who are willing to do the work. Nothing will work unless you do.

You need actual people to implement these systems. I want to focus on that for a second, the hiring process. Most entrepreneurs tell me when I first start working with them, they say, you know, I really don’t have a method with about a method that I’m using to recruit talent. And so therefore, most clients I talk to say they struggle to find good people. That has not been a problem for me with my companies. And I don’t want that to ever be a problem for our wonderful clients.

I want every one of our clients to be able to find wonderful people, wonderful employees, teammates. Could you talk about the hiring processes and how that’s how implementing that has impacted your company?

Uh, well, we’re, we’ve, we’ve had a journey to get to that. Um, I have done some of the group interviews, which I think are great. And so we do, we have found, um, people for one portion of our spa, the service providers, that’s been a little bit hard, but I will say that, um, it’s interesting because the leads and all of that tie in to my confidence as far as, as. being willing to wait for the quality people. And I know a lot of business owners, they don’t like the hire quick, fire quick thing, but that’s, I’m good with it. I have implemented those processes, like having people as contract at first for a certain amount of time and really being able to start recognizing you are not a fit for our team and realizing that our team deserves to have good people.

And so I think that switch in me, in that I guess I got from the confidence of learning from you guys that we deserve the best is part of what’s changing. We’re not accepting people who are not willing to commit and be a part of what we’re doing and help us serve our clients. Now, final question I had here for you is, or final questions or line of questioning is, so many people, they look at a pro athlete who is very successful. And all pro athletes have a coach. Every professional athlete has a professional coach. Professionals have a coach.

You look at Michael Jordan. Tim Grover was his strength coach.

You look at Kobe Bryant.

Tim Grover was his strength coach. You look at a top athlete, you say, okay, it’s obvious they have a coach. Then you switch over to accounting. Everybody who’s watching this show, if you have a business, you’re probably gonna have an accountant that helps you file your taxes, why? Because they know what they’re doing, and thus you won’t go to jail for tax infractions, right? Another example, everybody out there, if you have a car, unless you maintain your own car, which is rare, most people take their car to a trusted mechanic.

However, for some reason, people have a business that is not doing well, And they often don’t think, you know, I should hire a coach to guide me down a proven plan. Could you talk about the impact that having a coach or coaching team with our team has made overall on your business, kind of getting you from where you are to where you ultimately want to get to? It’s been huge. Like, I know, um, For me, the very first business I bought, I was 19 and it was a franchise. So it already had systems in place, but I still was being controlled by somebody else. And I knew I wanted to have control and create my own thing, but I have the creativeness and I have ideas for systems and processes to keep me on the right track to success, but the implementation.

And then I don’t have all the ideas. I mean, you guys know what you’re doing.

And so it has just made it so much easier for me, almost like a plug and play now. I do still have to work, but I’m open. to learning because I do want to be the best. And, you know, I have big dreams that I know I cannot reach by myself and having Andrew to hold me accountable. Or, you know, when I’m in here and you, you know, just, Hey, add a girl or whatever. That’s the other thing is it’s nobody really thanks the owner of the business very often.

And so having somebody who occasionally feels like, you know, they’re like, yeah, good job, because nobody else says that. And if I get to pay you to do that, I’m good with that. The thing is, I pay my legal team, and by the way, I don’t get a commission to say this, but I’ll pull it up on the screen so people can see this. I don’t get paid a commission to refer these guys, but Winners King, I pay them to work with me on all my legal things I do, and I don’t mind paying them because they know what they’re doing, and I also like that they’re nice people. And so I think sometimes what happens is if you’re in business, you can feel lonely. You can feel alone.

You can feel isolated. You can feel like you don’t know what you’re doing.

And for the same reason, I would highly recommend that you don’t go back to college to become a lawyer in order to understand the legal aspects of your business. I would highly recommend that you don’t need to reinvent the wheel and become, all of a sudden, an expert on business growth. All you need to do is reach out to a team that knows what they’re talking about. My final two questions. For anybody who hasn’t been to our workshops before, how would you describe your experience at the workshops? And by the way, you’ve been a big part of the workshops.

You came to one of them and provided complimentary massages for the attendees, and you’ve really encouraged other attendees just by being there. But how would you describe the workshops and maybe the impact that that has had on your business? It’s been huge.

It makes you not feel alone, because there aren’t very many entrepreneur -minded people out there. But I just have learned. so much and just the energy. For me, I feed off of other people’s energy and I don’t want to be around energy that’s not fun and growth oriented. And I just, I’ve learned so much.

I mean, it’s been amazing to see the speakers and to hear the questions that other people have to ask and just the camaraderie of it has been awesome. I really am grateful for those.

Final question, for anybody out there that is on the fence about scheduling a free 13 -point assessment with our team, aka myself, what do you say to somebody who’s going, you know, I’m going to Thrivetimeshow . com, I’m going up there right now, and I’m contemplating scheduling a free 13 -point assessment. I’ve looked at thousands of testimonials, and I’m thinking about doing it.

I know it’s $1 ,700 a month. I know they have scholarships for people in need. I know it is month to month. I know they do video, photo, web, search engine. But from a client perspective, what do you say to somebody who’s on the fence? Well, when I started 11 months ago, I was $110 ,000 in debt and stressed to the max.

And now we are almost completely debt free and on our way to making a profit. I’d say do it. Now, for anybody out there, if you say, well, Clay, I learned something on today’s show, I would encourage you to go check out the website here. Because what happens is when you visit our clients’ website, folks, it helps their website rank higher in the search results. So I encourage everybody out there, if you learned anything today, go to saltearthliving . com.

That’s saltearthliving . com. Visit the website.

If you’re in the Tulsa, Oklahoma area, check them out, saltearthliving . com. Maybe you’re coming for a workshop. Check them out, saltearthliving . com.

And then finally, I would encourage you to share this show with one or two friends. Because when you share on social media, it will help Melissa’s website to rank higher in the search results. Melissa, thank you so much for your time. I really do appreciate you. And we will talk to you soon. 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.

Sean, guess what’s happening?

April 9th and 10th, 2026.

Uh, we are probably going to have an amazing business conference here at Tulsa Ruslim. Yes, we’re joined by Tim Tebow. Tim Tebow is going to be joining us right here at the Thrive Time Show World Headquarters, June 5th and 6th. He’s a very successful football player, obviously a Heisman Award winner, but he’s also a very successful entrepreneur. Now, when you work with real clients, Sean, real clients you really work with to help them grow their companies. Do you ever hear a business owner tell you that they didn’t have time to get something done?

Every day. How often? is not having enough time a problem for business owners? All the time. It’s almost like maybe 90 % of the issues as people are trying to grow their company. Well, Tim Tebow is going to come join us here at the in -person Thrive Time Show 2 -Day Interactive Business Workshop.

And he’s going to teach us time management and his approach to personal self -discipline and getting things done. Also at the workshop, I’ll put up on the website so people can see it here. Also at the 2 -Day Interactive Workshop, Sean, we are going to be teaching accounting, systems creation, marketing, human resources, how to hire, inspire, train, and retain great people, accounting, social media advertising, Search engine optimization. Sean, what’s the area where most clients ask you for help the most? Is it generating leads? Is it hiring people?

What’s the biggest issue that most business owners have by default before they come to one of our workshops? Well, I think it’s management, because time is the most valuable resource for these business owners. And being able to manage their time is the first thing. Once they get that under control, then generally the numbers You know, being able to track their business and be able to make the best decisions based on numbers rather than emotions is a big area.

And we teach all of this stuff at the business conference, particularly you, Clay.

You love to hammer on time management. It’s my favorite part of the conference.

Now, I’m going to pull this up real quick here, because we’re going to go through it.

If you’re not excited, I want to get you excited about what we’re going to cover at the workshop here. OK. The two -day interactive workshop. This is my 20th year hosting workshops. So I’m telling you folks, we’re in rare form here. So one is the idea of establishing your revenue goals.

I think most entrepreneurs don’t know their revenue goals. Would you agree or am I off my rocker? No, that’s totally a very important point we do with every one of our new clients that come on board is we have to establish the revenue goals. And generally speaking, we have a vague idea, but not an exact idea that can be engineered down into like the daily goals for sales. And so that’s a really big one. even numbers.

What kind of sales do you have to do to even break even? Third is how many hours per week do you want to work? What is your ideal schedule as an entrepreneur? Box number four, how do you stand out in the clutter of commerce?

What makes your company unique from all the different businesses? In a world of brown cows, herds of brown cows, proverbial brown cows, the analogy of brown cows, how can you be the purple cow that stands out? How can you be the squeaky wheel that gets the oil? Box number five, branding. How do you improve the that people have of you, your business, your brand. Box number six, marketing, your three -legged marketing stool.

What is a turnkey way for you and your company to generate leads so you can succeed?

Because if you don’t have any leads, your business will bleed. If you can’t sell, your business will go to hell. You’ve got to generate leads. Sean, how often do business owners, by default, tell you they have a hard time generating leads? It’s almost all of the time. It’s really a huge thing.

struggle. And many times they may be creating leads, but just through word of mouth. So they get to a point where we’ve implemented systems, and then they need to create more leads. But they’ve never had to do it. So there’s a lot of different scenarios where business owners are like, how do you create leads? Something we hammer on at the conference a lot.

Box number seven, create a sales conversion system. Again, box number seven, create a sales conversion system. Sales scripts, recorded calls, one sheets, pre -written emails, lead trackers, all of the sales tools, the sales print pieces, the one sheets, the big screens that you see inside the business, whether you’re a doctor, you’re a dentist, you’re a lawyer, you gotta have sales systems in place. We help you with that. Box number eight. What does it cost you to get another customer?

Step number eight, what does it cost you to actually acquire a customer? Step number nine, it’s hard to build organization if you’re not organized. We’re going to teach you how to create repeatable systems, processes, file organization. Box number 10, we’re going to teach you how to manage people, real people, on the planet Earth. This just in, we’re going to teach you how to manage real people on the planet Earth. Box number 11, how to create a sustainable schedule that works for you and your family.

Step number 12, how to create human resources systems for recruiting, hiring, training, and retaining great people. Box number 13, accounting. This just in, we have to cover accounting. It’s not how much you make, it’s how much you keep.

We’re going to cover all the accounting things you need to know. And step 14, finally, we’re going What is the point of even achieving success? We’re going to go over what is the point of even achieving success, how to design a life that you’re excited about, how to design a life where you carve out enough time for your faith, your family, your finance, your fitness, your friendship, your fun, and where you’re going to spend your focused time. We’re going to go through that, all this and more. Now, the workshop, Sean, it’s April 9th and 10th.

It’s a two -day interactive workshop. The tickets, we always do it. It’s $250 or whatever price that someone can afford. Sean, why do we let people name their price? Why do we have scholarship tickets available? if somebody can’t afford the $250 general admission ticket?

Well, we don’t want anybody to miss out on it. You could be at a startup phase, or you could be way along in your business. But we want to make it accessible for everybody. I think it actually goes back, too, to a story of your dad. And it goes all the way back to how you’ve always done this as a business coach, trying to make sure that your average people out there have access to the things that work.

Now, 7 a .

m. to 5, Sean, why do we go from 7 to 5 both days? I mean, it’s 10 hours a day, 20 hours of training over two days.

Why do we do 10 hours a day, Sean, of back -to -back workshops?

We do a 30 -minute teaching session, we do a 15 -minute question and answer session, and then we take a break.

30 minutes of teaching, 15 minutes of question and answer, then we take a break.

Why do we do that format, Sean? That format is so that we can keep people engaged and not just sitting there listening, but also getting involved. We really encourage people to ask questions, and that’s really where the juiciness of the conference comes out is you can put your personal situation and your questions on the board and Clay will tee off and give you direct advice. Even without being in our coaching program, you can get direct coaching from Clay. It’s really a very engaging format.

I enjoy it a lot.

Once again, folks, this event is April 9th and 10th, 2026. Get those tickets at thrivetimeshow .

com.

Once again, it’s thrivetimeshow .

com. Who’s our keynote speaker coming to the conference there, Sean? Tim Tebow. is our keynote speaker. Sean, question number three, how much does it cost to come to our in -person two -day interactive business workshop right here in Tulsa, Oklahoma? I think it’s, did you say it’s $250 or whatever you can afford?

That’s right, $250 or whatever you can afford.

Sean, how do you spell Eric Trump backwards? P -M -U -R -T -C -U -R -T.

I -R -E.

Ooh, that took a long time.

I’ll have to listen to this thing. You’re right. All right, again, that’s Sean Lohman. I’m Clay Clark. I’m inviting you to come.

join us at the in -person Thrive Time Show two -day interactive workshop.

This event is April 9th and 10th, 2026.

Get those tickets at thrivetimeshow .

com.

Once again, that’s thrivetimeshow . com. Right here in Tulsa, Oklahoma, Tim Tebow, baby. It’s Tebow time in Tulsa, Russia. 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. It’s Luke Erickson here with the Thrive Time Show. As you can see behind me, we’ve got all kinds of energy going on. People are starting to show up for the conference and it is hot in this place. We got grill guns over here. We’ve got people playing the drums.

We’ve got a fire and then people My name is Kevin Tefft. 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. We got involved with Thrive Time. We didn’t really have any systems or processes in place. I’ve probably been to, oh, 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, and show the team. 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. I heard about it on the podcast, started listening to the podcast, became a fan and then figured out about the workshop. I own an insurance and financial services agency and I was hoping to learn from the workshop systems and processes. I’m big on systems and processes and always learning better ways to run a business more efficiently.

The atmosphere is second to none.

none. It’s a high energy, really cool atmosphere to be around. Contagious, I would say. Just something every entrepreneur would love. think would appreciate and love. I’d say humorous, high energy, and full of substance, which I think is the key.

A lot of business coaches or seminars Maybe you’re high on motivation and making you feel good, but don’t have a lot of substance that you could take back and implement, you know, the following Monday, where his does. Man, there’s a lot of valuable things. I’m gonna say, like, I came to, this is my second workshop. The first workshop I took back really the importance of a group interview.

I used to spend hours and hours interviewing people, screening resumes, and that saving my time on that part is valuable. It was that and then the sales scripting that have been two major things just so far. Man, I think they’re missing out on expert advice from somebody who’s been there, done that, built companies, has learned a lot of lessons. That’s what I’m always looking for is somebody that I can learn from that’s ahead of where I am.

And I think if you choose not to come, you’re missing out on a lot of good advice that could help your business.

Hi, this is Charles and Amber Kolaw. We’re the owners of Kolaw Fitness. We heard about Clay Clark through Paul Hood, our CPA.

We’ve worked with Clay Clark for the last two years.

Clay Clark has helped us take our three locations in three different states and create checklists, workflows, task lists, time blocks for every employee.

He’s helped us with creating systems and audits for every department, quantitative scorecards for each department and every position so that everybody has a number. It’s been able to give us a lot of time freedom and financial freedom and peace. of mind to know that everything’s running efficiently and he’s been helpful with a lot of marketing, search engine optimization, helping us really rank. high in Google, and pretty much every area of the business. It’s been very, very helpful. We would describe the experience of working with Clay as very energetic.

He’s full of energy. He’s very encouraging, very motivating, but also accountable. So he keeps us accountable, and we love that accountability. It keeps our drive in the right direction, so we’re not chasing things that aren’t worth spending our time on. He’s a great coach. He helps push us on certain areas, helps coach us in certain areas.

You know, we’re all emotional creatures and we go up and down and he actually will tell us kind of where we’re at, how we can get from there, and even like emotionally, like if we’re stressed about something, he’ll have a story to relate to and really helps us in every area of our business. It’s been very, very helpful. I think Clay’s ability to have a whole team behind him that helped him with all of his clients, all his coaching clients, is that it allows Clay to do what he’s really good at, and that’s working one -on -one with the client and coaching them, and then he can have his amazing staff come in and help you accomplish all these goals that you’re setting. And of course he has all these resources, whether it’s videographers or whether it’s web developers, that they can quickly jump on your project, knock things out. He can quickly give you the right coaching. He’s just got a whole team of people that whatever area you’re lacking in, in your own company, he’s got resources from like video, web design, search engine guys who are just knowledgeable in that.

Even though he knows a lot of that stuff, he’s got these capable lieutenants that are ready to just take off and help you get that stuff done. More stuff gets done on a weekly basis than you would on like probably more individual or some other. We’ve worked with a companies before. It’s just not as many things get done on a weekly basis.

It’s been very helpful. Well, the conferences for me, I’m a slow learner, so I have to learn like over and over again, hear things over and over again. I’ve been to like, I think, eight different conferences, and each time you come, I learn a few new components. Some things are repetitive, but a lot of the stuff just resettles and I get a little bit more depth into each component. So, I mean, I’ve been to eight of them. They’re all super entertaining.

He’s very funny, very encouraging. You get to kind of self -reflect a lot, and a lot of the stuff is really polarizing. personal inventory of yourself and you’ll think like, hey, I’ve really got to work on this, really got to work on that. So every time you come, I still get a lot of value out of it. And as much as every conference is the same, it’s totally different. So I think we’ll hear stories we haven’t heard before.

They’ll have entertainment or he’ll have speakers he didn’t have before. And like you said, you just always catch a different part of the material that maybe you didn’t catch before. It’s worded differently. And it’s really cool because some people that you’ve seen like a year ago at a conference, now they’re being showcased as a success story. And you get to see their website. You get to see how their stats and all their metrics have improved and the revenue improved.

So it’s really cool to see people that just a year ago that, of course, we’ve been here two years, that just came, that I met, is now being successful. It’s really encouraging to see other people accomplish that stuff. Clay has helped us optimize our website and helped with really topping the right search engines that we need to make sure that we are very, very competitive with all of our other competitors. Basically, he outlines exactly what you need to be accomplishing and he creates tasks that we have to accomplish and his team has to accomplish.

I would say over the last two years, we’ve reached

ramped our website. We’re topping Google in every one of our markets. We’re just doing, I would say, just doing really, really good. I feel very, very confident in all of our future locations and making sure that we’re in front of the ideal and likely buyer. It’s very encouraging. It’s important to me to know when I’m working with Clay, I’ve been in business for a while and met with him, even when I already had three businesses in three different states, and to know what I share with him is staying private he’s not sending that out to anybody else to know that I’m all when he’s working with me he’s only working with one other I know other gyms that are a direct competition with me it’s very encouraging to have something you can trust and rely on that he isn’t going to like somehow tell your trade secrets or give information away.

Just really awesome that he’s a trustworthy guy, really cares about you as a client. For us, it’s been a complete mind freedom because Clay has helped us create a lot of different documents and one sheets for every department, put quantitative scorecards to each department. And so for us, it’s been very encouraging. It gives us peace. Like as an entrepreneur, it’s stressful. You go to bed at night, you’re worried, like, did we cover this, did we cover that?

So he helps extract everything out of your brain, from your business, put it into document creation, put it into checklists and workflows for every person in each department, and make sure that everything’s getting done every week, every month, and funnel that all into KPIs, or Key Performance Indicators, as you can see on a weekly basis, to make sure you’re moving the needle in the right area of your company. So very encouraging, and give you a complete mind, freedom, and peace to know that that stuff’s created, so you’re easy to duplicate and scale your company. doing what we’re really good at and just trust the system. I honestly believe everybody needs a coach. I think we’re all inherently lazy and selfish and carnal. I truly believe that humans are humans.

We’d rather standing, we’d rather sit. If we’re sitting, we’d rather lay down. And if we’re laying down, we’d rather be asleep. So to have somebody that challenges you, have real active candor and be honest with you on every aspect of your company is really, really encouraging to me because I want to know, I want to work on what we’re weak at. I want to see any areas that we’re not doing well in and see his perspective from a third party.

because you can look at your own business and just see the good.

It’s good to have somebody who’s done this with hundreds of companies. You know, really look at your company, reflect on your company, and see like little chinks in the armor to make sure you cover that up so your competition can’t get to you and that you’re successful overall in the big picture. Yes, I would recommend Clay Clark because he is a great friend, great encourager. To me, he’s been a wonderful friend. He’s also, you can tell he cares. And he also, he has this wealth of knowledge He’s worked with so many different companies and different businesses.

He could take a concept that he’s used before in the past with somebody totally different industry and see how it would work perfectly for you in whatever niche market you’re in or whatever type of service you’re providing. And so his brain is just a wealth of knowledge. And just to have that type of perspective as a part of your team and your own company is huge, super valuable. So I would definitely encourage people to use him. But one thing is you’ve got to be coachable. wanting to get feedback.

You gotta be wanting to really grow your company. You gotta want to put that extra 10 hours a week to working on your business and not just in your business. And so, yes, I would recommend it to anybody who’s wanting to grow their company and provide great systems, checklists, workflows, great encouragement, and have accountability. town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden. So I was willing to listen.

In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and homes. And then I met Clay, and my perception of what I knew and what I could do definitely changed. After doing $800 million in sales over a 15 -year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. And I mean, we’ve been a company that’s been in business for 35 years.

We’ve become one of the largest builders in the Tulsa area, and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually, in a four month period of time, has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us. And it’s just been an incredible experience.

I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building business. I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry.

But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing. And Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective, the reason that any business owner who’s thinking about hooking up with thrive needs to definitely consider it. is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do.

I came in skeptical because I’m very pragmatic, and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made.

I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town. And so we kind of felt like we knew what we were doing. And I think for a lot of people they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you if you’re thinking about working with clay.

I mean the thing is it’s month to month. Go give it a try and see what happens. I think in the 35 -year history of Shaw Homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1800 % increase in our internet leads going from 10 a month to 180 a month. That would have been a huge financial decision to just decide not to give it a shot.

I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about, and I would go straight to Clay and his team. I guarantee you’re not going to regret it, because we sure haven’t. My name is Danielle Sprick, and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay -at -home mom for 12 years, and my three kids started school, and they were in school full -time, I was at a crossroads and trying to decide, what do I want to do? My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did.

My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand, and we just rolled with it. I love people. I love working with people.

I love the building relationships. But one thing that was really difficult for me was the business side of things, the processes and the advertising and marketing. I knew that I did not what I needed to make that what it should be. So I reached out to Clay at that time, and he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent. Everything that we do is a direct line from Clay and his team and all that they’ve done for us.

We launched our brokerage our real estate brokerage eight months ago. And in that time we’ve gone from myself and one other agent to just this week we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents. But I have to give credit where credit’s due. And Clay and his team and the business coaching that they’ve offered us has been huge.

It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen. I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient.

I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient, and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways.

I mean, I went to medical school. I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63 ,000 embezzlement. I lost multiple employees.

Clay helped us well.

the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development. and search engine optimization.

We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic.

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. I’m expecting maybe 200 this year. Business owner at 23. So I’ve been working this K &E’s company for years now.

We’re pretty excited about that. just listening to what they have to say, their hiring process has just really been incredible as far as finding good quality help, just the accountability of Weekly. Such good insight, the resources that they have for specific business questions. It’s all been really incredible. It’s been a great experience. So I’d recommend it to anybody.

What I’ve seen from Clay and his group at Thrive is they’ll give you a simple system. And it’s the simple systems are the ones that people can wrap their brain around. They’re the ones that people can work with on a day -to -day basis. Hi there, my name is Stephanie Pipkin. I am 24 years old and I own Black River Falls Cleaning Services. We opened in April of 2019 and it is now mid -June of 2020.

So I wanted to talk today about the success and growth I have achieved by implementing the Proven Path with Clay Clark’s team and my business coach, Luke, from Thrive Time. It has been insane, to say the least. I started working with them in mid -February of this year, so we’re about four months in of working together and it has really completely transformed my business in pretty much every facet. So I’m gonna check my notes here. So in four months, my leads have tripled. I was getting probably like two leads a week, now I’m getting more in the like 10 to 15 leads a week.

I have doubled my number of employees. I’m now hitting the highest revenue weeks in the history of the company, week to week it seems like. We went from about six appointments today as our highest in February to now 14 to 15 appointments a day. And hiring quality employees has become much simpler and less stressful by using their systems for hiring. I typically only get maybe two complaints a month, if that, and everybody shows up to work. I just have really high quality employees now, especially in

something people typically consider a high turnover type of work, you know, cleaning houses, cleaning businesses. I have amazing employees now and I get rid of the ones who are not so amazing and bring on new ones because of, you know, group interviews and interviewing every single week. It’s just been great and I don’t waste as much time on low quality candidates anymore.

And your coach will hold you accountable I mean which I love again the tough love is really great you know looks like a stern father figure but he’s also nice but also stern when he needs to be when I’m being lazy and not doing the things that I know I need to do because I don’t want to do them so that’s just great worth every penny I mean I’d probably pay him a million dollars a month if I can and maybe someday I’ll be able to but I would just say go for it if it seems like a good fit just go for it don’t Do what they say, even if you think it’s stupid or ridiculous, just do what they say because it’ll work. You know, people, when they look at my business, you know, people in my town, they think I’m lucky.

They think I’m just, you know, things just happen for me. And you know, maybe I am lucky, but it has a lot to do with hard work and, you know, perseverance and, you know, working till you cry sometimes. That’s just being an entrepreneur, which if you’re a business owner, you understand that.

But it’s having these systems in place of, you know, of course I’m going to be successful. It’s an absolute because I have all this stuff in the background happening. And I have Luke and Clay and everybody on their team working really hard to make sure that I’m a success. And I can tell that they are just so excited every single week when I’m having all these wins and things like that. They’re so excited for me. So it’s the best thing ever and I would suggest to anybody to work with them.

So sorry for the long -winded reply, but I just had so much to say and I could go on for hours probably about how amazing they are. But thank you. to Clay and Luke and the entire team there, everything you guys have done for me, and I am so excited to continue to work with you for years to come.

Thanks so much for watching.

My saying is, if it’s important to you, hire a coach.

And I think that’s one of the reasons people are not successful, is they eat a cheeseburger instead of hiring a coach.

You know what I mean?

My coach pushes me. They’re younger than me. They push harder. They’re trained. And as my rich dad always said, you know, amateurs don’t have a coach, but professionals always have coaches. So I’ve always had coaches for whatever was important.

My rich dad was one of those persons. I wanted to learn how to play Monopoly in real life. So he was my coach. 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 learned from you. So congratulations. Sean, guess what’s happening? April 9th and 10th, 2026. Uh, we are probably going to have an amazing business conference here at Tulsa, Russia. Yes.

We’re joined by Tim Tebow. Tim Tebow is going to be joining us right here at the Thrive Time Show world headquarters.

June 5th and 6th, he’s a very successful football player, obviously a Heisman Award winner.

But he’s also a very successful entrepreneur. Now, when you work with real clients, Sean, real clients you really work with to help them grow their companies, do you ever hear a business owner tell you that they didn’t have time to get something done? Every day. How often is not having enough time a problem for business owners?

All the time. It’s almost like maybe 90 % of the issues as people are trying to grow their company. Well, Tim Tebow is going to come join us here at the in -person Thrive Time Show two -day interactive business. Workshop. And he’s going to teach us time management and his approach to personal self -discipline and getting things done. Also at the workshop, I’ll put up on the website so people can see it here.

Also at the 2 -Day Interactive Workshop, Sean, we are going to be teaching accounting, systems creation, marketing, human resources, how to hire, inspire, train, and retain great people, accounting, social media advertising, Search engine optimization.

Sean, what’s the area where most clients ask you for help the most?

Is it generating leads? Is it hiring people?

What’s the biggest issue that most business owners have by default before they come to one of our workshops?

make the best decisions based on numbers rather than emotions is a big area. And we teach all of this stuff at the business conference, particularly you, Clay. You love to hammer on time management. It’s my favorite part of the conference. Now, I’m going to pull this up real quick here, because we’re going to go through it. If you’re not excited, I want to get you excited about what we’re going to cover at the workshop here, OK?

OK. All right. The two -day interactive workshop. This is my 20th year hosting workshops. So I’m telling you folks, we’re in rare form here. So one is the idea of establishing your revenue goals.

I think most entrepreneurs don’t know their revenue goals. Would you agree or am I off my rocker? No, that’s totally a very important point we do with every one of our new clients that come on board is we have to establish the revenue goals. And generally speaking, we have a vague idea, but not an exact idea that can be engineered down into like the daily goals for sales. And so that’s a really big one. even numbers oh yeah what kind of sales do you have to do to do to even break even yeah third is how many

hours per week do you want to work? What is your ideal schedule as an entrepreneur? Box number four, how do you stand out in the clutter of commerce? What makes your company unique from all the different businesses? In a world of brown cows, herds of brown cows, proverbial brown cows, the analogy of brown cows, how can you be the purple cow that stands out? How can you be the squeaky wheel that gets the oil?

Box number five, branding. How do you improve the perception that people have of you, your business, your brand. Box number six. Marketing, your three -legged marketing stool. What is a turnkey way for you and your company to generate leads so you can succeed? Because if you don’t have any leads, your business will bleed.

If you can’t sell, your business will go to hell. You’ve got to generate leads. Sean, how often do business owners by default tell you they have a hard time generating leads? It’s almost all of the time. It’s really a huge struggle. And many times, they may be creating leads, but just through word of mouth.

So they get to a point where we’ve implemented systems, and then they need to create more. leads, but they’ve never had to do it. So there’s a lot of different scenarios where business owners are like, how do you create leads? Something we hammer on at the conference a lot. Box number seven, create a sales conversion system. Again, box number seven, create a sales conversion system.

Sales scripts, recorded calls, one sheets, pre -written emails, lead trackers, all of the sales tools, the sales print pieces, the one sheets, the big screens that you see inside the business, whether you’re a doctor, you’re a dentist, you’re a lawyer, you’ve got to have sales systems in place. We help you with that. Box number eight, what does it cost you to get another customer? Step number eight, what does it cost you to actually acquire a customer? Step number nine, it’s hard to build organization if you’re not organized. We’re going to teach you how to create repeatable systems, processes, file organization.

Box number 10, we’re going to teach you how to manage people, real people, on the planet Earth.

This just in, we’re going to teach you how to manage real people on the planet Earth. Box number 11, how to create a sustainable schedule that works for you and your family. Step number 12, how to create human resources systems for recruiting, hiring, training, and retaining great people. Box number 13, accounting. This just in, we have to cover accounting.

It’s not how much you make, it’s how much you keep. We’re going to cover all the accounting things you need to know. And step 14, finally, What is the point of even achieving success? We’re going to go over what is the point of even achieving success, how to design a life that you’re excited about, how to design a life where you carve out enough time for your faith, your family, your finance, your fitness, your friendship, your fun, and where you’re going to spend your focused time. We’re going to go through that, all this and more. Now, the workshop, Sean, it’s April 9th and 10th.

It’s a two -day interactive workshop. And tickets, we always do it. It’s $250 or whatever price that someone can afford. Sean, why do we let people name their price? Why do we have scholarship tickets available?

if somebody can’t afford the $250 general admission ticket?

Well, we don’t want anybody to miss out on it. You could be at a startup phase, or you could be way along in your business. But we want to make it accessible for everybody. I think it actually goes back, too, to a story of your dad. And it goes all the way back to how you’ve always done this as a business coach, trying to make sure that your average people out there have access to the things that work. Now, 7 a .

m. to 5, Sean, why do we go from 7 to 5 both days? I mean, it’s 10 hours a day, 20 hours of training over two days.

Why do we do 10 hours a day, Sean, of back -to -back workshops?

We do a 30 -minute teaching session, we do a 15 -minute question and answer session, and then we take a break. 30 minutes of teaching, 15 minutes of question and answer, then we take a break. Why do we do that format, Sean? That format is so that we can keep people engaged and not just sitting there listening, but also getting involved. We really encourage people to ask questions, And that’s really where the juiciness of the conference comes out is you can put your personal situation and your questions on the board, and Clay will tee off and give you direct advice.

Even without being in our coaching program, you can get direct coaching from Clay.

It’s really a very engaging format.

I enjoyed it a lot.

Once again, folks, this event is April 9th and 10th, 2026.

Get those tickets at thrivetimeshow .

com. Once again, that’s thrivetimeshow . com. person, two day interactive business workshop right here in Tulsa, Oklahoma. I think it’s, uh, did you say it’s $250 or whatever you can afford?

That’s right.

$250 or whatever you can afford. Sean, how do you spell Eric Trump backwards?

Uh, P uh, M U R T C. I -R -E.

Ooh, that took a long time. I’ll have to listen to this. All right, again, that’s Sean Lohman. I’m Clay Clark, and inviting you to come join us at the in -person Thrive Time Show two -day interactive workshop. This event is April 9th and 10th, 2026. Get those tickets at thrivetimeshow .

com. Once again, that’s thrivetimeshow .

com. Right here in Tulsa, Oklahoma, Tim Tebow, baby. It’s Tebow time in Tulsa, Russia. 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. It’s Luke Erickson here with the Thrive Time Show. As you can see behind me, we’ve got all kinds of energy going on. People are starting to show up. for the conference and it is hot in this place. We’ve got grill guns over here.

We’ve got people playing the drums. We’ve got a fire and then people come in. 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, oh, 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. 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.

none. It’s a high energy really cool atmosphere to be around. Contagious I would say just just something every entrepreneur I think would appreciate and love. I’d say humorous high energy and full of substance which I think is the key.

A lot of business coaches or seminars Maybe you’re high on motivation and making you feel good, but don’t have a lot of substance that you could take back and implement, you know, the following Monday, where his does.

Man, there’s a lot of valuable things. I’m gonna say, like, I came to, this is my second workshop. The first workshop I took back really the importance of a group interview. I used to spend hours and hours interviewing people, screening resumes, and that saving my time on that part is valuable. It was that and then the sales scripting that have been two major things just so far.

And I think they’re missing out on expert advice from somebody who’s been there, done that, built companies, has learned a lot of lessons.

That’s what I’m always looking for is somebody that I can learn from that’s ahead of where I am. And I think if you choose not to come, you’re missing out on a lot of good advice that can help your business.

Hi, this is Charles and Amber Kola.

We’re the owners of Kola Fitness. We heard about Clayclark through Paul Hood, our CPA. We’ve worked with Clayclark for the last two years. Clayclark has helped us take our three locations in three different states and create a great checklists, workflows, task lists, time blocks for every employee. He’s helped us with creating systems and audits for every department, quantitative scorecards for each department and every position so that everybody has a number. It’s been able to give us a lot of time freedom and financial freedom and peace of mind to know that everything’s running efficiently and he’s been helpful with A lot of marketing, search engine optimization, helping us really rank high in Google, and pretty much every area of the business.

It’s been very, very helpful. We would describe the experience of working with Clay as very energetic. He’s full of energy. He’s very encouraging, very motivating, but also accountable. So he keeps us accountable, and we love that accountability. It keeps our drive in the right direction, so we’re not chasing things that aren’t worth spending our time on.

He’s a great coach. He helps push us on certain areas, helps coach us in certain areas. You know, we’re all emotional creatures and we go up and down and he actually will tell us kind of where we’re at, how we can get from there. And even like emotionally, like when we’re stressed about something, he’ll have a story to relate to. And it really helps us in every area of our business. It’s been very, very helpful.

I think Clay’s ability to have a whole team behind him that helped him with all of his clients, all his coaching clients, is that it allows Clay to do what he’s really good at and that’s working one -on -one with the client and coaching them. And then he can have his amazing staff come in and help you accomplish all these goals that you’re setting. And of course he has all these resources, whether it’s videographers or whether it’s web developers. that they can quickly jump on your project, knock things out.

He can quickly give you the right coaching. He’s just got a whole team of people that whatever area you’re lacking in, in your own company, he’s got resources from like video, web design, search engine guys who are just knowledgeable in that. Even though he knows a lot of that stuff, He’s got these capable lieutenants that are ready to just take off and help you get that stuff done. More stuff gets done on a weekly basis than you would on, like, probably most, yeah, than an individual or some other company. We’ve worked with several companies before. It’s just not as many things get done on a weekly basis.

It’s been very helpful. Well, the conferences for me, I’m a slow learner, so I have to learn like over and over again, hear things over and over again. I’ve been to like, I think, eight different conferences, and each time you come, I learn a few new components. Some things are repetitive, but a lot of the stuff just resettles and I get a little bit more depth into each component. So, I mean, I’ve been to eight of them. They’re all super entertaining.

He’s very funny, very encouraging. You get to kind of self -reflect a lot, and a lot of the stuff is really polarizing. personal inventory of yourself and you’ll think like, hey, I’ve really got to work on this, really got to work on that. So every time you come, I still get a lot of value out of it. And as much as every conference is the same, it’s totally different. So I think we’ll hear stories we haven’t heard before.

He’ll have entertainment or he’ll have speakers he didn’t have before. And you, like you said, you just always catch a different part of the material that maybe you didn’t catch before. it’s worded differently. And it’s really cool because some people that you’ve seen like a year ago at a conference, now they’re, you know, being showcased as a success story and you get to see their website, you get to see how their stats and all their metrics have improved and the revenue improved. So it’s really cool to see people that just a year ago, that of course we’ve been here two years, that just came, that I met, is now being successful. It’s really encouraging to see other people, you know, accomplish that stuff.

So McClay has helped us optimize our website and helped with really topping the right search engines that we need to make sure that we are very, very competitive with all of our other competitors.

He’s done Basically, he outlines exactly what you need to be accomplishing and he creates tasks that we have to accomplish and his team has to accomplish. I would say over the last two years, we’ve totally ramped our website. We’re topping Google in every one of our markets. I would say just doing really, really good. I feel very, very confident in all of our future locations and making sure that we’re in front of the ideal and likely buyer. It’s very encouraging.

It’s important to me that to know when I’m working with Clay, you know, I’ve been in business for a while and met with him even when I already had three, three businesses in three different states. And to know that what I share with him is staying private. He’s not sending that out to anybody else. to know that when he’s working with me he’s only working with one other, no other gyms that are in direct competition with me. It’s very encouraging to have something you can trust and rely on that he isn’t going to like somehow tell your trade secrets or give information away. Just really awesome that he’s a trustworthy guy, really cares about you as a client.

For us, it’s been a complete mind freedom because Clay has helped us create a lot of different documents and one sheets for every department, put quantitative scorecards to each department. And so for us, it’s been very encouraging. It gives us peace. Like as an entrepreneur, it’s stressful. You go to bed at night, you’re worried, like, did we cover this, did we cover that?

So he helps extract everything out of your brain, everything from your business, put it into document creation, put it into checklists and workflows for every person in each department, and make sure that everything’s getting done every week, every month, and funnel that all into KPIs, or key performance indicators, as you can see, on a weekly basis, to make sure you’re moving the needle in the right area of your company.

It’s very encouraging and gives you a complete mind, freedom, and peace to know that that stuff’s created so you’re easy to duplicate and scale your company. Right, and then we can spend time doing what we’re really good at and just trust the system. I honestly believe everybody needs a coach. I think we’re all inherently lazy, selfish, and carnal. I truly believe that humans are humans. If we’re standing, we’d rather sit.

If we’re sitting, we’d rather lay down. And if we’re laying down, we’d rather be asleep. So to have somebody that challenges you, have real active candor and be honest with you on every aspect of your company is really, really encouraging to me because I want to know, I want to work on what we’re weak at. I want to see any areas that we’re not doing well in and see his perspective from a third party. Because you can look at your own business and just see the good. It’s good to have somebody who’s done this with hundreds of companies.

You know, really look at your company, reflect on your company, and see like little chinks in the armor to make sure you cover that up so your competition can’t get to you and that you’re successful overall in the big picture. Yes, I would recommend Clay Clark because he is a great friend, great encourager. To me, he’s been a wonderful friend. He’s also, you can tell he cares. And he also, he has this wealth of knowledge. He’s worked with so many different companies and different businesses.

He could take a concept that he’s used before in the past somebody totally different industry and see how it would work perfectly. for you and whatever niche market you’re in or whatever type of service you’re providing and so his brain is just a wealth of knowledge and just to have that type of perspective on you know as a part of your team and your own company is huge super valuable so I would definitely encourage people to use him but one thing is you got to be coachable you got to be wanting to get feedback you got to be wanting to really grow your company you got to want to put that extra 10 hours a week to working on your business and not just in your business. And so, yes, I would recommend it to anybody who’s wanting to grow their company and provide great systems, checklists, workflows, great encouragement, and have accountability. Hi, I’m Chris with Shaw Homes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them. And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen.

In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and homes. And then I met Clay, and my perception of what I knew and what I could do definitely changed. After doing $800 million in sales over a 15 -year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. And I mean, we’ve been a company that’s been in business for 35 years.

We’ve become one of the largest builders in the Tulsa area, and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually in a four month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us.

And it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field.

Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry.

But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing. And Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do.

I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town. And so we kind of felt like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs.

I would just really encourage you, if you’re thinking about working with Clay, I mean, the thing is, it’s month to month. Go give it a try and see what happens. I think in the 35 -year history of Shaw Homes, this is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1800 % increase in our internet leads, going from 10 a month to 180 a month. That would have been a huge financial decision to just decide not to give it a shot.

I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about and I would go straight to Clay and his team. I guarantee you’re not going to regret it because we sure haven’t. My name is Danielle Sprick, and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay -at -home mom for 12 years and my three kids started school and they were in school full -time, I was at a crossroads and trying to decide, what do I want to do?

My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did. My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand, and we just rolled with it. I love people. I love working with people. I love the building relationships.

But one thing that was really difficult for me was the business side of things, the processes and the advertising and marketing. I knew that I did not have what I needed to be successful. make that what it should be.

So I reached out to Clay at that time and he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent. Everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage our real estate brokerage eight months ago. And in that time we’ve gone from myself and one other agent to just this week we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents.

But I have to give credit where credit’s due. And Clay and his team and the business coaches that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen.

I started a business because I couldn’t work for anyone else.

I do things my way.

I do what I think is in the best interest of the patient. I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient, and that’s it.

My thought when I opened my clinic was, I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school.

I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63 ,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan.

He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic.

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. know I mean people rave about what they learn from you so congratulations this year to we’re at 400 that’s what we’re gonna hit see so we’re pretty excited about that pretty much just listening to what they have to say their hiring process has just really been incredible as far as finding good quality help and the just the accountability of meeting up with them weekly and such good insight, the resources they have for specific business questions. It’s all been really incredible. It’s been a great experience. So I’d recommend it to anybody.

What I’ve seen from Clay and his group at Thrive is they’ll give you a simple system. And it’s the simple systems are the ones that people can wrap their brain around. They’re the ones that people can work with on a day -to -day basis. Hi there, my name is Stephanie Pipkin. I am 24 years old and I own Black River Falls Cleaning Services. We opened in April of 2019 and it is now mid -June of 2020.

So I wanted to talk today about the success and growth I have achieved by implementing the Proven Path with Clay Clark’s team and my business coach, Luke, from Thrive Time. It has been insane, to say the least. I started working with them in mid -February of this year, so we’re about four months in of working together, and it has completely transformed my business in pretty much every facet. So I’m going to check my notes here. So in four months, my leads have tripled.

I was getting probably like two leads a week. Now I’m getting more in the like 10 to 15 leads a week. I have doubled my number of employees. I’m now hitting the highest revenue weeks in the history of the company, week to week it seems like. We went from about six appointments today as our highest in February to now 14 to 15 appointments a day. Hiring quality employees has become much simpler and less stressful by using their systems for hiring I typically only get maybe two complaints a month if that and everybody shows up to work I just have really high quality employees now, especially in something people typically consider a high turnover type of work You know cleaning houses cleaning businesses I have amazing employees now and I get rid of the ones who are not so amazing and bring on new ones because of you know group interviews and interviewing every single week.

It’s just been great and I don’t waste as much time. low -quality candidates anymore. And your coach will hold you accountable, which I love. Again, the tough love is really great. Luke’s like a stern father figure, but he’s also nice, but also stern when he needs to be when I’m being lazy and not doing the things that I know I need to do because I don’t want to do them. So that’s just great.

Worth every penny. I mean, I’d pay him a million dollars a month if I can, and maybe someday I’ll be able to, but I would just say go for it. If it seems like a good fit, just go for it. do what they say even if you think it’s stupid or ridiculous just do what they say because it’ll work you know people when they look at my business you know people in my town they think I’m lucky they think I’m just you know things just happen for me and you know maybe I am lucky, but it has a lot to do with hard work and, you know, perseverance and, you know, working till you cry sometimes. That’s just being an entrepreneur, which if you’re a business owner, you understand that.

But it’s having these systems in place of, you know, of course I’m going to be successful. It’s an absolute because I have all this stuff in the background happening. And I have Luke and Clay and everybody on their team working really hard to make sure that I’m a success. And I can tell that they are just so excited every single week when I’m having all these wins and things like that. They’re so excited for me. So it’s the best thing ever and I would suggest to anybody to work with them.

So sorry for the long -winded reply, but I just had so much to say, and I could go on for hours probably about how amazing they are. But thank you to Clay and Luke and the entire team there, everything you guys have done for me, and I am so excited to continue to work with you for years to come. Thanks so much for watching. My saying is, if it’s important to you, hire a coach. And I think that’s one of the reasons people are not successful is they You know, they eat a cheeseburger instead of hiring a coach, you know what I mean? And so my coach pushes me.

They’re younger than me. They push harder. They’re trained. And as my rich dad always said, you know, amateurs don’t have a coach, but professionals always have coaches. So I’ve always had coaches for whatever was important. My rich dad was one of those persons.

I wanted to learn how to play Monopoly in real life. So he was my coach.

Transcribed with Cockatoo