Business Coach | “How Do You Make Progress Every Day. That Is the Question.” – Jim Rohn + Celebrating the Daily Diligence & Success of Kevin Thomas of MultiCleanOK.com (Profitably Growing from 60 to 300 Employees)

Audio Transcription

Transcribed with Cockatoo

(Speaker 8)
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.

(Speaker 2)
Most people waste time worrying about things they can’t control. They focus on what’s missing. They focus on what’s missing. They focus on what’s wrong. And where does that energy go?

(Speaker 8)
And actually that was designed by you guys at Thrive Time, which has been very helpful. And then our lead tracker, which Andrew and I go over each week, we kind of look, because I don’t see all of the leads that come in, but we go over the lead tracker, and I’m able to see from beginning to end when the lead came in, where it is, is it in the bid process right now?

(Speaker 8)
And did we get it? Or do we not get it? And if we didn’t get it, that goes into another file for a follow up call in three to five months. And if you don’t have all those in some kind of a process,

(Speaker 7)
you’re just going to lose all those potential leads.

(Speaker 1)
I hope that this podcast, this broadcast, can change somebody’s life. Now, in part two of today’s show, I am going to do a show specifically about how, if you have a great idea, it won’t sell itself. And part two of the show is going

(Speaker 1)
to start off with Steve Jobs. Steve Jobs, there’s old video footage of Steve Jobs telling you, the viewer, telling me, the viewer, that hey, a great product will not sell itself. And it’s powerful when you hear from other people who are actually achieving success, who did achieve success.

(Speaker 1)
I encourage everybody to pay attention and take notes, because we’re trying to help you achieve massive success I’m step number eight. You have to know how much money it costs you to acquire a new customer You have to determine your sustainable acquisition cost. So just just today. I mean, I talked to a wonderful lady today I’m gonna talk to a wonderful young man. I say a young man a guy in his late 30s I’m gonna talk to a man in his late 30s today. I talked to a woman this morning who’s super successful And I know that whether they buy a ticket to a conference or not or whether they become a client or not Kevin

(Speaker 1)
I know that our mark nowhere But the people who make progress no matter what They focus on what they can do getting costs to promote our conferences hover around $12,000 a month. What? Yeah. So I spend about $12,000 every month to market our business conferences.

(Speaker 1)
Why am I telling you that? Well, folks, do the math. If we have a conference every two months, so every 60 days, right, and we’re spending $24,000 to promote a conference, and we’re doing a conference every 60 days approximately, how much money does it cost me for every person who’s in attendance?

(Speaker 1)
So let’s just kind of do some math for a second. I want to give people some real examples. So if I’m spending $24,000 this month, or over the next two months, on promoting a conference, and we sell a total of 300 tickets, that means it’s $80. It costs me $80 per customer, per conference attendee.

(Speaker 1)
And I’m not talking about the food we serve, Kevin. I’m not talking about the Eric Trumps, the Robert Kiyosakis, the Tim Tebows that come in to speak. I’m not talking about any of the workbooks we give the attendees. I’m just talking about the cost to get in front of our ideal

(Speaker 1)
and likely buyers. It comes out to about $80 per ticket buyer. I think if you ask the average entrepreneur, I know this because I’ve been doing business coaching for 20 years, the average client I talked to,

(Speaker 1)
the average potential client I talked to, they do not know what it costs them to get a new customer. Can you talk about that for a second? Why is it important to know how much money it costs you at MultiKleen to get a new customer?

(Speaker 8)
Well, Clay, it’s really important because you have a sales team, you have an outside sales team, inside sales team, and you have overhead costs along with startup costs for

(Speaker 2)
us. We have to start up with new equipment. what’s possible. They put their attention on action, not problems. So ask yourself, what are you focusing on?

(Speaker 8)
And all kinds of equipment to do the building, the bigger the building, the bigger the startup. So it’s very important to nail that down on what it costs. Sometimes I have to rein in the team and say, okay, we can’t buy all this brand new this equipment, that equipment for this account. Thankfully, most of our most of our startup

(Speaker 8)
costs are recouped within the first three to five months of starting a contract with a customer. But it’s very important to know that otherwise, you’re just not you at the end of the month, you’re like, where all my money go. So it’s very important to know what that cost is.

(Speaker 1)
Folks, I’m telling you, this is the kind of stuff they don’t teach at business school, but they should. Okay, so here we go. The next is you got it. This has been stuff we have to do. We have to, box number nine, step number nine.

(Speaker 1)
We have to create repeatable systems, processes, and file organization. Now, so many people, what’s interesting to me, Kevin, is so many of our listeners, they know about Dr. Z and the auto auction, or they know about me and the dog training business, or they know about me and the haircut chain, and they go, Clay, did you grow up?

(Speaker 1)
Like, was your dad like the Zolhan? Was your dad really into hair? Is that how you got going? So Clay, are you and Dr. Z really into cars? Do you have like an automotive background? Or they’ll say it’s z66aa.com. And Dr. Z, full disclosure, just did sell that business. So it’s now switching the branding over here

(Speaker 1)
to America’s Auto Auction, OK? And by the way, the company that bought his auto auction bought it because it was successful. People look up Make Your Dog Epic, they go, did you have a dog training background people look up? Dr. Zellner and associates? They go is that because you guys are in love with on every day

(Speaker 2)
Are you focused on what you can’t do or are you looking for ways to move forward?

(Speaker 1)
Human eyeball and then what happens is people are left to think Are you successful because of luck? Or have you, Clay, have you and Dr. Z been able to combine to build, what, 14 multimillion dollar companies because you’re lucky? Because of your vast knowledge

(Speaker 1)
of the human eyeball and hair, dogs? Or is it because you’re following a proven process? And that’s what I wanna hammer home at everybody’s cranium right now. Everybody can do this, Kevin, but you’ve got to follow a system. What do you say to somebody who says, I just don’t know if I can do it? What would you say?

(Speaker 8)
Well, I would say that before we had a relationship with Thrivetime, I don’t even think I knew what a process meant or what a process was. So the coaches there have helped me put in some great processes in place to track sales, to learn about, we have a software called HubSpot that you’re familiar with, Excel, and we have another software called HiRise

(Speaker 8)
that we use and it tracks all of our customers day by day. And without that we would be lost and floundering so poorly. But because of these processes in place, we’re doing so well, it’s all out of my brain, because that’s where it was before. And and now it’s not now it’s in paper it’s on it’s on a server so that we can draw to it each week and that really helps in

(Speaker 1)
our growth and the flow of the whole company. And I want to greatly respect your time so the final five minutes we have here. Because progress isn’t a

(Speaker 17)
matter of luck it’s a matter of luck. It’s a matter of choice.

(Speaker 18)
There’s something powerful about momentum.

(Speaker 1)
Can I crank up the speed a little bit here? But box number nine, we’ve created repeatable systems and processes, we’ve documented these things so we can improve them over time. Box number 10, we’ve created management systems. Management systems, I mean, what people on your team will do what jobs?

(Speaker 1)
What? Think about it folks. If you have a company, what are you expecting your employees to do every day? What people on your team will not do their jobs? And what jobs are people doing well?

(Speaker 1)
What? Think about the people on your team. What are they supposed to be doing on a daily basis? And what are they not doing on a daily basis? And what are they not doing on a daily basis? What are they being held accountable for? And at the end of the day, Kevin, if you don’t have checklists and documented expectations

(Speaker 1)
and some sort of merit-based pay, nothing’s going to happen. Why do you have to take the time to make the checklists and the processes and the description of what you want employees to do and have

(Speaker 8)
some sort of merit- based pay system in place? Well, if you’re not, if it’s not documented, then they won’t know what to do. And also, if it’s not documented, it’s really difficult to rely on all the employees to just think on their own, they need some help, they need they need time to focus and and to get things done that goes all the way from the lady that welcomes everyone in all the way from the lady that welcomes everyone in,

(Speaker 8)
all the way up to our general manager, even to me. We have to have documented expectations.

(Speaker 1)
This is so powerful, folks. I’m hoping you’re learning something. This is, I’m telling you folks, this is the boring stuff that will make you rich. You see, when the average person gets bored, the great clients, they bored down.

(Speaker 1)
What am I saying? When the average person gets bored, the great, the most successful people, they bored down. Once you start moving, it becomes easier to keep moving. Once you break through resistance, you realize it was an athlete. You see a successful entrepreneur. They have focused on mastering these systems. They have focused on mastering their craft.

(Speaker 1)
People like Larry Bird, the great NBA player, people like LeBron James, people like Michael Jordan, they practiced to the point that they couldn’t get it wrong. You don’t practice until you can get it right. You practice until you can’t get it wrong. And that’s why you have to document these systems.

(Speaker 1)
Box number 11, you have to create a sustainable schedule. You have to have a schedule. Kevin, if you’re not doing the group interview, let’s say every week, if you’re not interviewing potential client or potential employees every week, if you’re not interviewing potential employees every week,

(Speaker 1)
and you’re not having your weekly accountability meetings with your team, what’s gonna happen if you don’t have a predictable, repeatable schedule in place?

(Speaker 8)
Well, nothing’s gonna happen. That’s the key. Having the group interview has been great. We just hired a salesman in our Oklahoma City office to the group interview, which was fantastic. And also in Tulsa as well.

(Speaker 8)
But just having those sustainable schedules in place is just great for the growth of the company.

(Speaker 1)
Now, Kevin, I’ve got a wonderful client. I’ll be very vague. They’re based in Florida. And they were telling me, they said, Clay, I have a vacation coming up in California. And I said, that’s great.

(Speaker 1)
They said, no, it’s terrible. I said, why is it terrible? They said, I haven’t been doing the group interview consistently. kind of delegated that to somebody in my office that’s… I don’t really know what they’re saying. I just know that the group interview,

(Speaker 1)
I’m not involved in the process. And I’m just looking at my calendar. And if we go on this trip to California…

(Speaker 2)
For as big as you thought, don’t wait for the perfect time. Don’t let fear creep in.

(Speaker 17)
Just go.

(Speaker 1)
We’re gonna have some problems. What do you say to somebody out there who’s abdicating their hiring process or abdicating their sales calls? I say abdicate, they’re not delegating. Delegate means to assign and then to

(Speaker 1)
follow up to make sure it’s done correctly. Abdicate means to just say, well, someone else is handling it. What do you say to somebody out there specifically that is abdicating their hiring process, the group interview process,

(Speaker 1)
the process for recruiting employees?

(Speaker 8)
Well, I love to be involved in all the group interviews. Usually, whenever there’s a group interview, there’s anywhere from four to 12 people. And the great thing about it is that within the first five minutes, you know the two or three that you wanna keep.

(Speaker 8)
And so that saves me so much time because interviewing 12 people takes 12 hours. Interviewing 12 people in a group interview takes about an hour. And I love that. I love saving time.

(Speaker 8)
I love saving money like that. Where I’m not having to spend all day interviewing people that may or may not even show up. And it’s just great. And I highly encourage owners to get involved in the hiring process.

(Speaker 8)
Group interviews are very successful. I’m encouraging you to do that.

(Speaker 1)
And now, again, so many people can hear this stuff and they go, this is so overwhelming. There’s so much to do. Box number 12, you want to create human resources and recruitment systems. And we have systems for that.

(Speaker 1)
Box number 13, you want to look at your numbers. You must, you have to measure what you treasure. What? You wanna look at your numbers. You have to measure what you treasure. You have to measure what you treasure. And by default, you will slack where you, this is important. You will slack.

(Speaker 2)
Because here’s the truth. Action builds confidence, not the other way around.

(Speaker 1)
Most people think slack where you don’t track. By default, you will slack where you don’t track. And you have to measure what you treasure. I hope this is sinking in for somebody. Casualness causes casualties. I want people to think about these words.

(Speaker 1)
Casualness causes casualties. You have to measure what you treasure. You will slack where you do not track. These are all things we’re going to teach you. Kevin, we’ve got to have accountability though. And so anybody out there, you know, I have a law firm I’ve used for years, wintersking.com.

(Speaker 1)
The reason why I pay them on a monthly basis is I wanna make sure that all my filings are correct, everything’s being done properly. I have an accountant, an accounting firm called CCK. CCK, I’ve used them for years, over 10 years actually. And I’ve used them,

(Speaker 1)
and the reason why I pay them on a monthly basis basis is I want to make sure that I’m paying my taxes on time properly that sort of thing. Any area of our life where we want to have improvement I would argue you need to have a coach whether it’s an accountant whether it’s a lawyer they have different names sometimes they’re called a lawyer sometimes they’re called an accountant sometimes in fitness so many people I know a lot of my this is true some of my friends are former pro athletes and they tell me they say Clay as soon as I retired from my sport, I quit working out.

(Speaker 1)
And I go, OK, that’s fine. And they go, you know what I did this year? I said, what’d you do? They said, I hired a personal trainer. And I said, what happened? They said, now I’m back in the flow.

(Speaker 1)
And I think we all just need to know three things. We need to know someone who has the tools. Can you talk to somebody out there that’s thinking about scheduling a 13 point assessment to talk to myself and our team about becoming a business coaching client?

(Speaker 7)
Well, I remember when I had my first meeting with you.

(Speaker 17)
They need to feel confident before they act. But confidence comes from action. The more you do something, the better you get. And the better you get, the more confident you feel.

(Speaker 8)
I thought I have nothing to lose, absolutely nothing to lose except growth. And after that 20 to 30 minute meeting with you, I thought this is gonna change the trajectory of MultiClean and it has. I thought this is going to change the trajectory of multi clean. And, uh, and it has.

(Speaker 8)
And because the coaching is they keep you accountable. And like I said earlier, sometimes it’s hard to keep owners accountable because they think they know everything and, and we don’t. And, uh, and I, so I’ve loved it. I’ve loved the coaching. I’ve loved, uh, having Andrew keep me accountable.

(Speaker 8)
And when sometimes I can’t make the meeting, we have phone calls. And it’s just been great. It’s been good accountability. Even my wife says, no matter what, you’re never leaving Thrive Time.

(Speaker 1)
Now, let’s say this. Somebody, you know how we live in a soundbite world. So if you could, I won’t page it too much into a corner here, but if you have 30 seconds, you know, and somebody said, Kevin, how has the Thrive Time Show business coaching program impacted your business? Or how could it impact somebody’s business? Kind of a 30 second overview or summary,

(Speaker 1)
how would you describe the business coaching and how it’s impacted your business?

(Speaker 8)
Well, it’s given me my why. And it’s taught me the importance of systems. It’s taught me the importance of family time and the F7 goals that you impress upon me all the time. Because you can be the owner of a company and work 100 hours a week and then you have no family.

(Speaker 8)
And so the Thrive Time relationship.

(Speaker 2)
So if you wanna make progress every day, you have to train yourself to act despite fear.

(Speaker 8)
If I’ve had now for six, seven years, has done everything to not only improve my business, but improve my life, improve my relationship with my son and my wife. And it’s just been fantastic. And I highly encourage, if you’re thinking about

(Speaker 8)
growing your business and getting out of the rut, to meet up with Clay and all the people at Thrivetime.

(Speaker 1)
Final question I have here for you. I don’t know that people know this because I try to keep it secret. I don’t try to talk about it a lot, but this is just real. We charge people $1,700 a month. That’s what we charge people, 1,700 a month.

(Speaker 1)
And people say, why do you charge that? Well, it’s a 20% margin. And that’s what we do. We make a percentage of the growth, and frankly, I make a lot of my wealth by teaming up with clients and these sorts of things. But when I was building my company, DJConnection.com, I remember when I met with the Yellow Page guy. He told me it was going to be $2,500 a month

(Speaker 1)
to buy a Yellow Page ad. I mean, this is over 20 years ago, 25 years ago. And that amount was wild. So I got a job at Applebee’s, Target, and DirecTV. That was my get rich system, as I went to work. That was my life hack. I got a job at Applebee’s, Target, and DirecTV. But I think everybody needs a little bit of a hand up,

(Speaker 1)
maybe not a hand out, but a hand up. And that’s how we make the packages affordable. It’s $1,700 a month, 1-7-0-0. It’s less money than it costs to hire a minimum wage employee. Also, it is month to month, although most of our clients are with us for, basically until they sell the company, our average client is with us for over six years. But we do have scholarships. We work with a couple of clients a month where if they need help financially, we…

(Speaker 8)
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

(Speaker 17)
have to get comfortable being uncomfortable because everything you want in life exists on the other side of discomfort think about a rocket work

(Speaker 1)
with him at a discount what do you say to somebody who’s thinking about coming to our next workshop with Eric Trump or Robert Kiyosaki or Tim Tebow or whatever workshop we have coming up? What do you say to somebody who’s on the fence right now? They’re going, I’m thinking about scheduling a 13 point assessment. I’m thinking about buying a ticket for an in-person workshop. Kevin, what do you say to them?

(Speaker 8)
I would say do both. 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 about marketing and how to implement how to help you guys implement the SEO. And the coaching is just great, because there’s accountability. And it’s just a fantastic way to help you guys implement the SEO. The coaching is just great because there’s accountability. It’s just a fantastic way to grow your company. Having a relationship with Thrivetimes,

(Speaker 7)
it’s just been amazing for multiclaim.

(Speaker 1)
I don’t know that we talked about it, but we do the photography, video, web, search engine, online ads. From a peace of mind perspective, what does that do for you as an owner knowing that, hey, it’s a flat rate I’m paying,

(Speaker 1)
and I have a team that handles all of that for me, the graphic design, the photography, the search engine, the web development, the strategy. What does that do for you?

(Speaker 8)
Oh my goodness, it frees me up, because then I don’t have to take a class on search engine optimization or learn marketing or shoot video. That’s not what we do. What we do is commercial janitorial service. And you guys were the experts on marketing.

(Speaker 8)
And you teach me and hold my hand and show me how to do it right.

(Speaker 2)
Launching into space, it burns the most fuel in the first few minutes,

(Speaker 17)
breaking through the atmosphere.

(Speaker 8)
And therefore now my company is much, much larger.

(Speaker 1)
Kevin, I really do appreciate your time. For anybody in the Oklahoma area, anybody in Kansas, I believe you said you said Kansas, Oklahoma. What other states are you in now, Kevin?

(Speaker 8)
We’re in Oklahoma and Southern Kansas. This in 2025, we are looking to open an office in Northwest Arkansas.

(Speaker 1)
I encourage everybody out there, check out the website right now. I’ll pull it up one more time, folks. That website is multicleanok.com. That’s multicleanok.com. If you’re looking for a commercial cleaning service

(Speaker 1)
that you can trust, go to multicleanok.com. Kevin, thank you so much for your time, sir. I hope you have a great rest of your day.

(Speaker 8)
Thank you, Clyde.

(Speaker 29)
Bye-bye.

(Speaker 2)
Now here’s the challenge. We live in a world that glorifies instant results. People want the shortcut. They want the magic formula. They want the results without the process. And because of that,

(Speaker 2)
they overlook the power of daily steady improvement. But think about this. If you get just 1% better every day, the results will compound. You won’t just be slightly better, you’ll be exponentially better. That’s how mastery is built. Now let’s talk about something that holds people back,

(Speaker 2)
overcomplication. The key is this, don’t let one bad day turn into a bad week. Don’t let a small setback make you quit. But once it’s past that point, it moves effortlessly. That’s how progress works.

(Speaker 1)
And you’ve grown from how many employees to how many employees?

(Speaker 8)
About 60.

(Speaker 2)
If you miss a workout, don’t miss the next one. If you fall off track, get back on immediately. Progress is not about never failing. It’s about never staying stuck. So ask yourself What small thing can you do today right now that moves you forward? Because progress isn’t a one-time event. It’s a habit Progress is not about speed, it’s about direction.

(Speaker 2)
Most people think they need to make giant leaps to be successful. They think they need to overhaul everything overnight, but that’s not how real progress

(Speaker 28)
works.

(Speaker 2)
Real progress happens in small, consistent steps.

(Speaker 1)
Gage Salinas, welcome onto the Thrived Time Show. How are you, sir?

(Speaker 2)
I am wonderful, Clay. I’m glad to be here with you today.

(Speaker 1)
And just to give people a little context, how long have we worked with you in your business,

(Speaker 21)
sir?

(Speaker 2)
A little over three years, Clay. We’ve been together for a little bit of a journey now.

(Speaker 1)
And I think we picked the best of times and the peak of the geopolitical craziness. That’s when we started working with you, but you’ve continued to grow. What kind of growth have you seen over these past three years? Just so the listeners know that you do have, in fact, a business that can navigate through difficult times.

(Speaker 2)
Well, we have over doubled our business here at Winter Ninjas since working with you. I actually went back and looked through our numbers and I looked at some of our goals that we had set in the original conversation that I had with your team. And we have surpassed my original number that I wanted to hit with you guys. And I was quite shocked at how, I won’t say easy,

(Speaker 2)
but systematic it was.

(Speaker 8)
65 to well over 300 in that timeframe.

(Speaker 1)
So let’s unpack all the specific aspects of business growth. And I’m going to pull this for us

(Speaker 2)
to be able to get to where we wanted to be.

(Speaker 1)
OK, on today’s show, folks, we’re joined by a real, actual client, longtime client, and successful entrepreneur. And I want to deal with one issue that I hear of all the time from wonderful people that I meet at our conferences or that I meet just

(Speaker 1)
through life, friends of my clients. People are always looking for the big idea. And I would argue that ideas are easy. It’s the implementation that is difficult. Ideas are easy. It’s the implementation that’s difficult. And that’s why I have such reverence for what

(Speaker 1)
Gabe Salinas and his team have built here at windowninjas.com. There’s a lot of people that have had the idea, oh, man, I should start a window cleaning company. There’s a lot of people that say, I want to franchise a window cleaning company.

(Speaker 1)
But to actually have built a successful location, and then to have sought out the advice, put in the work, put in the hard work, the endless grind to get up early, to stay up late, to work through the workflows and systems to perfect every aspect of your company, to get it to the point where you can scale it, to build a company to the level that Gabe Salinas has built it.

(Speaker 1)
That is something to talk about. Again, so many people have great ideas, but it’s not about the great ideas. It’s about the implementation of those ideas. And here to talk about how to turn your actual dreams into reality is the founder of windowninjas.com, Gabe Salinas. Gabe, welcome to the Thrived Time Show. How are you, sir?

(Speaker 2)
I am great. Thanks for having me again today, Clay.

(Speaker 1)
So Gabe, tell us, when did you first have the idea to start windowninjas.com?

(Speaker 2)
That was right around about eight years ago.

(Speaker 1)
Let’s pull up a document so our listeners can see. What’s your website we can go to right now to look at while I’m pulling up this source document? What’s your web address? Eight years ago. Now, a lot of people have the idea, hey, I’m going to start a company, but they don’t do

(Speaker 1)
it. How did you move from being an intender? Maybe you never were an intender, but how’d you move from being an intender to becoming a contender? How’d you move from being somebody that was hoping for success to somebody that actually put in the work to have success?

(Speaker 1)
Because so many people talk about success, but you actually have done it.

(Speaker 2)
Yeah, well, my story’s a little different than most. When I was young, probably early 20s, I had already had this dream and idea about being my own boss, entrepreneur, this, that, and the other. And so I did actually do that through franchising. And I was with the franchise company for about 20 years and 10 years too long because the first 10 was great.

(Speaker 2)
I didn’t know anything. The last 10 wasn’t so great and I had to reinvent the wheel basically. But, and then once we got through with that, I decided we’re gonna start Window Ninjas and we’re gonna do this. And I knew what not mistakes to make

(Speaker 2)
and how we were gonna be able to scale Window Ninjas quickly. And so by being able to really see where one company didn’t have any systems. I was always reinventing the wheel because there was no wheel to even invent. And I did that at an early age when I was able to get out of that. I said, man, you know what?

(Speaker 2)
Now I know where the mistakes were made. And I was pretty successful with that, Clay. Don’t get me wrong. I mean, I basically had started building systems within my own little organization. And, um, so then when, uh, when we decided to start window ninjas, man, it was, it was a little easier because we knew where the holes, the holes needed to be filled. And so we then started sitting down and building.

(Speaker 7)
The website is multi clean, just like it sounds multi clean. Okay.

(Speaker 8)
Dot com

(Speaker 1)
multi clean. Okay. Dot com. Can I pull this up?

(Speaker 2)
And as I pulled up this source document on the systems and processes, and then with your help, you guys really amped that up with us. And, um, and then by utilizing that, that platform that you, you help us, helped us develop, man, it really was a game changer. We scaled faster, our revenue increased a whole lot more. Um, we weren’t running around with our hair on fire every single day.

(Speaker 2)
Everything just is like kind of nice and calm. We go out and wow our customers. We do the services that we’re supposed to do in the proper way. Our trucks look great. Our people are great.

(Speaker 2)
Our employees are happy. I mean, it’s just a great situation now that we’ve really took the time and the energy to really sit down and basically focus on systemizing every aspect of our business.

(Speaker 1)
Now, one thing I don’t understand is a lot of people will drop $75,000 a year, $50,000 a year on college, and they get out of college, they don’t have any skills, and they don’t have a business. But a lot of people are hesitant to buy a franchise. Now, in my opinion, from my experience, having worked in the franchise space for a long time, buying a franchise is kind of like bumper bowling. What am I saying?

(Speaker 1)
It’s like bowling with bumpers. It makes it harder to fail. And again, I’ve worked with you directly to help you build a lot of these systems, so I’ve seen the systems be put in place. But let’s just kind of go from the very beginning of the workflow to the end. So from marketing and branding all the way to the fulfillment. If somebody

(Speaker 1)
comes becomes a window ninjas.com franchise, walk us through what kind of services or solutions that you provide for your franchisees all the way starting at marketing all the way through the actual fulfillment of the actual jobs.

(Speaker 2)
Okay, yeah, I’d be happy to talk about that. So, and you hit on something first right off the bat clay and you said a lot of people think that it’s expensive people say

(Speaker 1)
Clay why do you pull up these documents? Well, um contrary to popular belief

(Speaker 2)
Most successful people that I know you zip to start up a franchise and they try to do that comparison as the between Should I spend this good chunk of money in the beginning to buy this business or start this business and then have to build that. And when you run the numbers, it’s actually less expensive to join a franchise system because you don’t have all of the expenses and the headaches that somebody like myself had to go through.

(Speaker 2)
And that’s building out every one of those systems from marketing, which you know we have multiple forms of marketing, but there’s really like three to four key things that we do. And so when you buy a window ninjas.com franchise, we start that process with you as soon as you sign. Because we know that what works and how fast that it’s going to take for for that stuff in your backyard to click. And it’s a multitude of things.

(Speaker 2)
We start branding your market. And as we’re branding that market of theirs, they’re already starting to generate leads. We’ve had locations already have leads coming in before they were literally physically trained to be in business in their backyard.

(Speaker 2)
And that’s a huge thing because when you’re starting a new business, nobody knows about you, when you’re starting a new business, you don’t have any customers, and when you’re starting a new business,

(Speaker 2)
if you’re not part of a franchise, then you don’t know where to best put your energy, time, and money. And so once we get that marketing process working in your backyard, then it goes to you guys are out there out there getting jobs. That means somebody has to go do those quotes. Maybe the job is just booked because our

(Speaker 1)
workflows, they use documents, they use checklists. We don’t typically memorize things. And a lot of times people say, what? I say, yeah, as a business owner, like I’m not gonna try to impress you.

(Speaker 2)
Call center is so great at facilitating the client’s needs that they just automatically book with us. And so then the service guys go out there and how does that look? And that looked that, that basically looks like, Hey, we start with the way the trucks are organized. It starts with the way they’re wrapped. It starts with exactly the type of equipment that is on those trucks.

(Speaker 2)
Then it goes into what’s that service experience look like? What’s the CRM that we’re utilizing so that our customers are being engaged before we even show up to their home? How are we engaging those customers during the service experience?

(Speaker 2)
Are our service guys providing that wow experience? You know, and those are all things that we’ve developed and then we train all of our franchisees and they train all of our employees to give that customer the service experience that they deserve and what they want and what they’re happy to pay for. And then it goes after that, then we start getting into some real business work. And after that customer is completed, hey, you got to account for the money. Are they going to pay with the cash check or hey,

(Speaker 2)
we’re taking a lot of credit cards right now because customers feel safe and it’s a convenience for them to utilize a credit

(Speaker 28)
card.

(Speaker 2)
Who’s going to process those credit cards? We have a system for that. Hey, at the end of the day, is that money going into your bank account? We got a system for that. And then we start with the accounting side over here. Where is your money going? How do you pay your employees? How do you

(Speaker 2)
put fuel in the truck? Who’s going to pay for that fuel that goes in the truck? What about all these supplies and all these other equipment things that you’re going to need to maintain? And so that’s where the accounting part comes in play. And we’ve already scaled that as well. So when you really look at it, Clay, and you sit down and you run the numbers

(Speaker 1)
and you think, okay, we can get a location scaled up with my memory, but I am gonna teach you proven systems. And so when somebody goes to implement these in five years,

(Speaker 2)
then 99% of other businesses out there in the world that are doing it on their own.

(Speaker 1)
I just think it’s a complete no brainer. And somebody out there is going, well, what are the steps? So somebody wants to learn more about buying a window Ninjas franchise, what are the steps and what are the most commonly asked questions that you’re getting? I think, again, somebody says, I have a question about this, I’ve got a question about that.

(Speaker 1)
You talk to people every day that are looking to buy a windowninjas.com franchise. What are the steps and what are the most frequently asked questions. Well, typically the steps start with reaching out to us

(Speaker 2)
over our website. We get a lot of service or form requests where for people that are interested in franchises, we are running and marketing ads for franchisees. So people will click on our ads and those will come back over here to us.

(Speaker 2)
And we get on the phone with everybody and we start figuring out who they are, where they are, what their goals are, what their dreams are, why window ninjas. We walk them through that whole process. We get a lot of questions about, okay, do I have to do the work? Or who’s going to do my accounting?

(Speaker 2)
Or hey, do you have a marketing plan? Why does it cost what it costs to be part of your organization? All of them are valid questions. And all of them are, those are probably the top questions that we get from people who are interested in purchasing a Window Ninjas franchise. And like I said, they’re valid.

(Speaker 2)
And so we answer those questions, we fulfill the client’s needs, right? The client is the franchisee who wants to be a potential or the potential franchisee. We’re fulfilling their questions so that they can have confidence in us

(Speaker 1)
that we’re business systems as a coach. We’re gonna guide you through all of these processes, but it is, there’s a lot there to it. There’s a lot of steps. It’s step one, it’s step two, it’s step three, it’s step 807. It’s a lot of steps.

(Speaker 2)
Standing beside them every step of the way so that they can be successful in their backyard. And that’s something that’s really important because it’s a lot of money. You know, there’s a $59,000 franchise fee, and then you’ve got to purchase your equipment on the low end. Yeah, you can get in around 90. On the average end, you’re gonna be about 150, okay? However, we know that by investing $150,000 with us, that we can scale you up quickly

(Speaker 2)
and you can actually turn that 150, you can 10X that pretty quickly if you follow the system. And so we can’t give out all the secrets of what we do and how we do it in our franchise system over a podcast like what we’re doing, Clay. But it starts with a phone call.

(Speaker 2)
They gotta reach out, whether they fill out a form or they make a phone call, they can call me, they can call any of my sales reps that are out there selling franchises for us, and they can have that talk with them and we can give them all the information, we can give them all the numbers. Franchising is a regulated business. Everybody has to go through an audit every single year

(Speaker 2)
so that way we can present numbers to you and you can verify those numbers and say, hey, okay, yes, these guys are profitable. Their profit margins are in line because they are physically been verified by an accounting company that specifically specializes

(Speaker 2)
in that specific field of work. So there’s a lot of stuff that goes on, Clay, when it comes to franchising. But the big thing is, make that phone call, reach out to us online. Hey, let’s talk about it and eventually get you out here to meet me and my eldest son and our CFO. And let us show you what.

(Speaker 8)
Before we got involved with Thrive Time, we didn’t really have any systems or processes in place. I’ve probably.

(Speaker 1)
And so as we’re going through this, I don’t want anyone to feel overwhelmed, but I just want people to understand it’s implementing all of these systems simultaneously.

(Speaker 2)
All we got going on over here at Window Ninjas from our call center to the way we run our trucks, to how friendly all of our staff members are to the marketing department that we have. I mean, we can show them everything and they, and they, that you can learn so much just by coming here to our corporate office and seeing all that we do. And I promise you, once they leave clay, they have the confidence in knowing that

(Speaker 2)
they, they are going to be successful because they see everybody else around here that is successful as well.

(Speaker 1)
Who should reach out to you and who’s a good fit for windowninjas.com and who is not?

(Speaker 2)
I would say somebody that’s a go-getter, entrepreneur spirit, somebody that really, really, really believes that they can be a true business owner and have success. Somebody that wants to have a partner, somebody that says, hey man, I want to have this business, but I want to have somebody there by my side. An ideal candidate is what we’re finding right now is men and women who want to do something a little different.

(Speaker 2)
They want to be a little physical. They want to actually physically be out there with their guys. They want to physically be out there meeting their customers. But they physically want to be in the business working on the business, getting out of the business. Meaning they want to basically come in and run the numbers every single day. Make sure their guys are doing what they’re supposed to do. Make sure the marketing plan is working properly, making, making sure

(Speaker 2)
that they’re checking all of these little numbers that basically matter to the business. And, and in the initial phases, they actually are out there cleaning glass or learning that skill, just like their service techs. And it doesn’t take them long to learn it.

(Speaker 1)
Um, but those are the type of people that produces the success. So first off, establishing your goals. I’m not trying to have you hop on today’s show and share what your goals are necessarily, but let’s stop. Let’s start with

(Speaker 2)
step one. Why is it important for everyone to enjoy it? We get a lot of guys that are little risk takers, ex-military guys, firefighters, policemen, construction guys, those guys that have been working in that kind of industry for five to ten years, they’re looking for something new. Those guys are ideal guys for us because they understand the risks that are involved when you’re on a ladder or you’re cleaning out somebody’s gutter. And they know the right way and the wrong way to do it, so they want to keep themselves safe.

(Speaker 2)
But those guys are the ones that are out there that are physical, but they’re also got the mental capacity to really run a business. And they’re good networkers. So that would be the ideal person that could be really, really successful over here at Window Ninjas.

(Speaker 1)
I encourage everybody to go to windowninjas.com, windowninjas.com. Gabe, in the final 60 seconds, we have you. Somebody out there is watching the show right now. They’re thinking about taking action. What do you say? Somebody’s on the fence right now. What do you say?

(Speaker 2)
Well, we are window cleaners, and we do a lot of different services. The home service industry right now, especially window cleaning, is a billion dollar industry. You heard me say that right. It’s billions of dollars.

(Speaker 2)
And it is a hot market. People don’t have time and energy to sit there and clean their houses or wash the exterior of their buildings because everybody’s busy and we’ve got a shortage of maybe humans that are willing to do that kind of work. But the ones that do do it actually generate a lot of income for themselves

(Speaker 2)
and they generate a lot of income for the business. And at the end of the day, I know that our leaders and our franchisees have more time, freedom and financial freedom than almost any other industry out there. It’s a very great opportunity.

(Speaker 2)
It’s one that everybody should definitely look into

(Speaker 1)
because there is a lot of money to be made in this specific industry.

(Speaker 12)
You are a great American.

(Speaker 8)
Thank you so much, Gabe Salinas. And we’ll talk to you next week, sir.

(Speaker 2)
Thanks, Clay. Have a great one.

(Speaker 1)
Bye. a lot of money to be made in this specific industry. You are a great American. Thank you so much, Gabe Salinas. And we’ll talk to you next week, sir.

(Speaker 2)
Thanks, Clay.

(Speaker 19)
Have a great one.

(Speaker 28)
Bye.

(Speaker 12)
Clay, my honor, my honor to be on your show. And thank you for all you do.

(Speaker 1)
I hear the ripple effects from you are good ripple effects.

(Speaker 20)
You know what I mean?

(Speaker 12)
People rave about what they learned from you.

(Speaker 1)
So congratulations. Sean, guess what’s happening on June 5th and 6th right here in Tulsa, Russia. We are probably gonna have an amazing business conference

(Speaker 13)
here at Tulsa, Russia.

(Speaker 1)
Yes, we’re joined by Tim Tebow. Tim Tebow is gonna 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.

(Speaker 1)
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?

(Speaker 27)
All the time.

(Speaker 1)
It’s almost, it’s 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 two day interactive workshop, Sean, we are going to be, oh there it is, we’re going to be teaching accounting, systems creation, marketing, human resources, how

(Speaker 1)
to hire, inspire, train and retain great people, accounting, social media advertising, search engine optimization. Sean, what’s the-

(Speaker 8)
You wouldn’t really know, you wouldn’t know where you’re going. You wouldn’t know if you reached a certain level of success unless you have a goal that you’re going for and plus those goals for…

(Speaker 1)
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

(Speaker 1)
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.

(Speaker 13)
It’s my favorite part of the conference.

(Speaker 1)
Now I’m going to pull this up real quick here, cause we’re going to go through. If you’re not excited, I want to get you excited about what we’re going to cover at the workshop here.

(Speaker 26)
Okay. All right.

(Speaker 1)
Two day interactive workshop. This is my 20th year hosting workshop. 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.

(Speaker 13)
And so that’s a really big one.

(Speaker 1)
Now next is the break even numbers. What kind of sales do you have to do to even break even? Yeah. Third is how many hours per week do you wanna work? You know, what is your ideal schedule as an entrepreneur? Box number four?

(Speaker 1)
How do you stand out in the clutter of commerce? What makes your company unique from all the different businesses in a world

(Speaker 8)
of brown cows, herds of brown anyway, they keep me motivated to to grow my company to grow my employees to better my

(Speaker 1)
employees. And all 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?

(Speaker 1)
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.

(Speaker 1)
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. 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,

(Speaker 1)
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, box number seven, create a sales conversion system.

(Speaker 1)
Again, 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 got to have sales systems in place. We help you with that. Box number eight, what does it cost you to get another customer? Box number eight, what does it cost you to get another customer? Step number eight, what does it cost you to actually acquire

(Speaker 1)
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

(Speaker 1)
how to manage people, real people, on the planet Earth. This is to make my family stronger and better as well. So we have those goals. That’s step one. We’ve got to have those goals. Goals for our faith, our family, our finances, our fitness, our friendship, our fun. And some of us are better.

(Speaker 1)
And so 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.

(Speaker 1)
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 that. What is the point of even achieving success? 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,

(Speaker 1)
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 June 5th and 6th. It’s a two-day interactive workshop. And tickets, we always do it. 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

(Speaker 1)
can’t afford the $250 general admission ticket?

(Speaker 13)
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 you know you’re just your

(Speaker 1)
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 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.

(Speaker 1)
Then we take a break. Why do we do that format, Sean? That format is so that we can keep people in areas. Some of us need help in other areas. But we’ve got to have our goals. Second, we’ve got to determine our break-even point. I think that’s something that a lot of business owners will engage in not just sitting there listening but also getting involved.

(Speaker 1)
We really encourage people to ask questions and that’s really where the juiciness of the conference comes out. 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.

(Speaker 1)
I enjoyed it a lot. Sean, final 60 seconds pop quiz here. What date is the conference? June 5th and 6th, 2025. This year. Question number two, who’s our keynote speaker coming to the conference there, Sean?

(Speaker 13)
Tim Tebow is our keynote speaker.

(Speaker 1)
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?

(Speaker 13)
P M

(Speaker 1)
U R T C I R E. Oh that took a long time. I’ll have to listen to this. Maybe they’re right. All right, getting that Sean Lohman. I’m Clay Clark, and inviting you to come join us at the in-person Thrive Time Show two-day interactive

(Speaker 1)
workshop June 5th and 6th right here in Tulsa, Russell, in Tulsa, Oklahoma. Sean, I really am excited to have this event. at the event, June 5th and 6th, right here in Tulsa, Oklahoma. Tim Tebow, baby. It’s Tebow time in Tulsa, Russia.

(Speaker 25)
You could be anywhere doing a lot of different things, but you chose to be here.

(Speaker 16)
Clay Clark is here somewhere.

(Speaker 1)
Where’s my buddy Clay?

(Speaker 24)
Yes, Clay Clark!

(Speaker 15)
Go, Clay!

(Speaker 16)
Clay’s the greatest. I met his goats today. I met his dogs.

(Speaker 1)
I met his dogs. I met his chickens. I saw his don’t know So I’m just gonna be very clear with our listeners and kind of bear my soul But you know when we work with a client like you we charge you seventeen hundred dollars a month and we make a 20% margin So we make three hundred and forty dollars a month per pound. He’s like the greatest guy ran from his goats his chickens his dogs

(Speaker 16)
So this guy’s like the greatest marketer you’ve ever seen right his entire life. Clay Clark his entire life is marketing

(Speaker 11)
Hey guys Luke Erickson here with the Thrive Time Show as you can see behind me We’ve got all kinds of energy going on people 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 breather.

(Speaker 11)
And man, people are so excited as they come in.

(Speaker 15)
Hey, hey, hey. Hey, hey, hey. Hey, hey, hey.

(Speaker 11)
The conference is kicked off. This house is packed. We’ve got Aaron Andis with Shoplifters up there. We’ve got Steve Ellington with Total Ending Concepts up there. Talking about what is possible when you just implement, when you implement, when you do the process. So exciting. People are going crazy. Guys, Luke Erickson with the Thrive Time Show here with you. It is day two and the energy is high. People are so excited to be showing up.

(Speaker 11)
The team is ready. Come on, let’s see what it’s like to go on in for day two.

(Speaker 15)
Follow me. Come on, come on, come on. Woo! Woo! Woo!

(Speaker 1)
I’ll tell you what, people are so excited to be here for day

(Speaker 23)
two.

(Speaker 11)
It is going to be incredible. Cannot wait to see what today has in store. Right now, here at the conference, we’ve broken into client.

(Speaker 1)
I know what my costs are. Kevin, you know what you pay me. It’s very clear, my profit margin. Most business owners though, when we start working with them, they don’t.

(Speaker 11)
Groups going over search engine optimization. I know for most of us, myself included, if you hear that term, you go, what is that? What does that mean? That’s too techy for me. Well, our experts are breaking it down for people so that you can clearly understand

(Speaker 11)
how to come up top in Google.

(Speaker 22)
It’s doable, it’s possible.

(Speaker 15)
Now we’re in the middle of a break,

(Speaker 11)
and what we like to do is we like to give you as much tangible and relevant information from about the start of the hour for 45 minutes. Then we take approximately a 15 minute break to allow people to connect with other entrepreneurs around them. Bathroom break and also use this time to just really digest all of the good information you’re receiving the whole time.

(Speaker 11)
Right behind me we’ve got Bob with his grill gun, melting an ice sculpture, it is awesome. The ice sculpture represents our life, right? It’s here for a time, but we all need to have the sense of urgency to implement the things that we’re learning so that we can make the most

(Speaker 11)
of the time that we have.

(Speaker 6)
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. It’s a high energy, really cool atmosphere to be around. Contagious, I would say. Just something every entrepreneur I think

(Speaker 1)
would appreciate and love. Know their break-even point. Could you share why it’s important for you as an owner of a company now with 300 employees to know your break-even point?

(Speaker 8)
Well, it’s really important because you don’t know if you’re making money.

(Speaker 6)
And I’d say humorous, high energy, and full of substance, which I think is the key. A lot of business coaches or seminars maybe are high on motivation and making you feel good but don’t have a lot of substance that you can take back and implement the following Monday where his does.

(Speaker 6)
Man, there’s a lot of valuable things. I’m going to 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

(Speaker 6)
that have been two major things just so far. Man, I think they’re missing out on, you know, 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,

(Speaker 6)
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.

(Speaker 7)
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

(Speaker 7)
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

(Speaker 8)
Oh, in six, seven years, I’ve probably been to 12 to 13 business conferences. And amazingly, each time I go, I learned something, you need to know what your margins are going to be. You need to know what your cost is, so that way you can take your profit.

(Speaker 7)
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,

(Speaker 3)
helping us really rank high in Google and pretty much every area of the business. It’s been very very helpful.

(Speaker 14)
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.

(Speaker 7)
Yeah, 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 we’re stressed about something you’ll have a

(Speaker 7)
story to relate to and really helps us in every area of our business. It’s been

(Speaker 10)
very very helpful. I think Clay’s ability to have a whole team behind him that help 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

(Speaker 3)
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.

(Speaker 7)
He’s just got a whole team of people.

(Speaker 8)
And then turn that around and pay your overhead, pay your employees, and most of all, most importantly, is to pay yourself. And if you’re not paying yourself and if you’re not making an income, then.

(Speaker 7)
That whatever area you’re not paying yourself, and if you’re not making an income then 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 you know 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 More stuff gets done on a weekly basis than you would on like probably most, yeah, than the individual or some other company.

(Speaker 7)
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.

(Speaker 7)
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. A lot of the stuff is

(Speaker 7)
really polarizing. You do a 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

(Speaker 14)
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 they’ll have speakers they 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.

(Speaker 7)
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.

(Speaker 8)
The business is pretty much dead

(Speaker 1)
And again, I’m taking notes here if it sounds like I’m a type of a novel

(Speaker 7)
I’m not I’m just taking no you get to see their website you get to see how their stats All their metrics have improved in 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 make accomplish that stuff. So 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.

(Speaker 7)
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 re-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 in making sure that we’re in front

(Speaker 7)
of the ideal and likely buyer. It’s very encouraging. It’s important to me that 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

(Speaker 7)
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 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

(Speaker 7)
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

(Speaker 3)
for every department, put quantitative scorecards

(Speaker 21)
to each department.

(Speaker 1)
So everyone can really dial into this. Now box three, you have to know how many hours a week you’re willing to work. Now one thing about you bragging on you is you’re willing to do whatever you need to do, but you’re also super committed to your family. And so for us, it’s been very encouraging.

(Speaker 7)
It gives us peace. And when, 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

(Speaker 7)
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

(Speaker 10)
Right and then we can spend time doing what we’re really good at and just trust the system.

(Speaker 7)
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, if we’re standing, we’d rather sit, 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,

(Speaker 7)
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 does it,

(Speaker 7)
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

(Speaker 1)
and that you’re successful overall in the big picture. Again, I repeat, you’re very willing to do whatever you need to do, but you’re also committed to your family. So we’re recording this testimonial today on a Saturday.

(Speaker 3)
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.

(Speaker 3)
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

(Speaker 3)
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 gotta be coachable. You gotta be wanting to get feedback.

(Speaker 3)
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

(Speaker 7)
who’s wanting to grow their company and provide great systems, checklists, workflows, great encouragement, and have

(Speaker 1)
accountability. Hi, I’m Aaron Antus 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

(Speaker 1)
and my perception of what I knew and what I could do definitely changed. And virtually every entrepreneur I’ve ever met in my life, I don’t say virtually, every entrepreneur I’ve ever interviewed in my life on this show, we’ve interviewed billionaires, multi-millionaires, all of them are no stranger to working on Saturdays. Can you talk about that?

(Speaker 4)
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. 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

(Speaker 4)
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 a hundred and eighty internet leads in a month just from the few things that he showed 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

(Speaker 4)
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,

(Speaker 4)
international builder shows, all kinds of places where I’ve had the opportunity to being realistic with yourself and your family about how many hours per week you’re actually willing to work? Well, I learned from the experts in my industry but the thing that I found working with Clay is that he comes from

(Speaker 4)
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

(Speaker 4)
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

(Speaker 4)
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

(Speaker 4)
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

(Speaker 1)
different perspective than theirs. I would just really encourage you if you’re thinking about working with Clay.

(Speaker 8)
As the owner you have to be willing to work whatever it takes, whether it’s eight hours or 15 hours a day. Since we’ve been in business for 31 years.

(Speaker 4)
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,

(Speaker 4)
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.

(Speaker 10)
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 have a

(Speaker 8)
fantastic team right now. And so my hours have cut down, so I’m actually able to spend more time with my family.

(Speaker 10)
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 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 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.

(Speaker 10)
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.

(Speaker 10)
Don’t ever limit your vision. When you dream big, big things happen.

(Speaker 3)
I started a business because I couldn’t work for anyone else. I do things my way.

(Speaker 8)
Because I have such a fantastic team and we have fantastic processes. But as a new owner, you just have to do whatever you have to do to get it done.

(Speaker 3)
And eventually, 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.

(Speaker 3)
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 investment. 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

(Speaker 3)
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.

(Speaker 3)
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

(Speaker 12)
and I own Revolution Health and Wellness Clinic. My honor, my honor to be on your show and thank you for all you do.

(Speaker 1)
I hear the ripple effects from you are good ripple effects.

(Speaker 20)
You know what I mean?

(Speaker 12)
People rave about what they learn.

(Speaker 8)
I’m so excited to bring it back and show the team about marketing and how to help you guys.

(Speaker 7)
It will get easier. Not much easier, but it will get easier.

(Speaker 1)
Now we move on to this next box. You have to know your unique value.

(Speaker 12)
So congratulations.

(Speaker 9)
We went from expecting maybe $250,000 this year to we’re at $400,000. Hi, I’m Kelsey with K&D’s Wood refinishing, business owner at 23. So I’ve been working this K&D’s company for about five years now and we started working with Thrive not too long ago and we went from expecting maybe 250,000 this year to we’re at 400,000000. That’s what we’re going to hit or exceed. So we’re pretty excited about that.

(Speaker 9)
It’s been 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 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.

(Speaker 9)
It’s been a great experience. So I’d recommend it to anybody.

(Speaker 7)
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.

(Speaker 5)
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

(Speaker 5)
the proven path with Clay Clark’s team and my business coach Luke from Thrive Time. It has been a long process.

(Speaker 1)
I’ve been working with them for a long time. I’ve been working with them for a long time. I’ve been working with them for a long time. I’ve been working with them for a long time. like you to help you stand out in the clutter of commerce. And one of the things that I found out about your business very quickly is you had a long.

(Speaker 5)
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 gonna check my notes here. So in four months my leads have tripled.

(Speaker 5)
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 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

(Speaker 5)
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 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

(Speaker 5)
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. 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 need.

(Speaker 1)
History of running your business. I mean, you weren’t a startup. You had had a long history of success, and so I was telling Andrew, hey, we need to document all of Kevin’s

(Speaker 5)
No, 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.

(Speaker 5)
You know, people, when they look at my business, you know, people in my town you know maybe I am lucky but it has a lot to do with hard work and perseverance and 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

(Speaker 5)
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

(Speaker 5)
for me and I am so excited to continue to work with you for years to come. Thanks so much for watching.

(Speaker 12)
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 as they, you know, they eat a cheeseburger instead of hiring a coach, you know what I mean?

(Speaker 1)
And testimonials, we need to gather them in one place. Um, we need to start getting Google reviews, objective Google reviews from real clients. We need to do that because and I’m not this is not a backhanded.

(Speaker 12)
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.

(Speaker 12)
And my rich dad was one of those persons. I wanted to learn how to play Monopoly in real life. So he was my coach.

(Speaker 1)
Compliment, you had a very good business, but you guys had not documented your client successes over the years. You didn’t have video proof that you guys did a good job. You didn’t have documented testimonials you guys did a good job. You didn’t have documented testimonials. You did not have objective Google reviews

(Speaker 1)
that matched the quality you provided. Can you talk about the importance of documenting your actual client testimonials and gathering those objective reviews?

(Speaker 8)
Absolutely. That’s really huge in our growth. The fact that we are the highest and most reviewed commercial cleaning service in the entire state of Oklahoma is a very important thing. It just shows proof of who we are when we get Google reviews. Also, when we do video testimonials, it’s real people giving real testimonials. It’s not super, super professional. It’s just a real person giving a real

(Speaker 8)
review. How about how they feel about MultiClean? And it’s just been a huge help to our business. We’ll implement the SEO. And the coaching is just great because there’s accountability. And it’s just a fantastic way to grow your company. Having a room of people that get online, they look for a commercial cleaning service,

(Speaker 8)
and usually they go to the maps page, we’re right there all the time, and usually we get picked to give someone a quote. And that’s been really instrumental in the growth of MultiClean.

(Speaker 1)
And again, this is not an event, this is an ongoing process. And every week, we’re gathering objective Google reviews, objective video reviews. And again, that’s one of the ways you stand out in the clutter of commerce.

(Speaker 1)
The next is the branding. A lot of times, we meet a business owner, Kevin, and their website is in disrepair. Their website needs help. So I think about clients that we’ve had tremendous success with, brands like Shaw Homes. When we started working with Shaw Homes, by the way, Shaw Homes was just sold, but we

(Speaker 1)
started working with Shaw Homes, they were around $14 million a year of sales, and we helped them to grow over $150 million in sales. So just to be clear, we helped Shaw Homes grow from $14 million in sales to over $150 million in sales to over 150 million in sales. We work with wonderful brands like Oxifresh, where Oxifresh today now has over 550 locations. And branding really is just the perception

(Speaker 1)
that people have when they see your company for the first time. Branding is your website, your print pieces, your logos, your business cards, your one sheets. Branding is the perception people have when they see your business for the first time.

(Speaker 1)
And I would encourage everybody out there to self-assess yourself on a scale of one to 10. 10 being the highest, one being the worst. How highly would you rank your branding? Can you talk about the impact it’s made having a professional branding working for you?

(Speaker 8)
Absolutely, branding is pretty key in the commercial janitorial service because there are a lot of startups. It’s just been amazing for MultiClean.

(Speaker 2)
How do you make progress every day no matter what?

(Speaker 8)
That’s the question. That are very cheap and don’t really offer much service. When we show up, everything that we do is professional. Our card looks good. our proposal looks good, we have a team here that continually communicates with a customer or potential customer. And so having that brand that this is a professional company,

(Speaker 8)
we have a lot of respect out there amongst our competitors and amongst our clients as well because we have that.

(Speaker 19)
The quality name goes with MultiClean and that’s very important in this industry.

(Speaker 18)
Now, again, there’s somebody out there who needs to hear this. We’ve been working together for years and every week, you know, you’re growing by

(Speaker 1)
Well, we made the company 50% better. Every week we’re improving the company by one or 2%. Well, what are we talking about? At the end of the year, you’ve grown the company. At the end of the five years, you’ve grown the company. At the end of the six years, you look back and go, wow, we’re five times larger. What do you say?

(Speaker 8)
I would say, give it up on that idea because there’s no such thing as, it’s more like get rich slowly. That’s the only way to be successful is take your time, do it right, be patient, be a man or a woman of integrity and make good decisions

(Speaker 1)
for your company and just do it right. Now step four, I’m going through this

(Speaker 17)
much. Now progress doesn’t have to be massive. It doesn’t need to be flashy. It doesn’t even have to be obvious to anyone but you. But it must be consistent.

(Speaker 1)
I think that’s the key. I think that’s the key. I think that’s the key. I think that’s the key. What does that mean? A stool with three legs is stable. A stool with one leg is going to fall over. It’s probably not even a stool. At that point, it’s sort of a monopod.

(Speaker 1)
But you have to have a three-legged marketing stool. So for your company, we have three things that we do, and there’s some other things we do too. But one is we really, really focus on search engine optimization by gathering the most objective reviews, writing original content, gathering video testimonials. Second, Dream 100. That’s where you reach out to your ideal and likely buyers. Consistently, you reach out to your ideal and likely buyers.

(Speaker 1)
And third, you’re wowing your customers to the point that you’re generating word of mouth. The word of mouth is becoming, you’re intentional about wowing your customers, thus it creates word of mouth. Could you talk about the importance

(Speaker 1)
of having a three-legged marketing stool for anybody out there that has a one-legged marketing stool or no intentional approach to marketing at all?

(Speaker 8)
Well, Clay, the nice thing about the three-legged marketing is that we learned that from you at Thrivetime. We didn’t really know what we were doing. And so when we joined up with Thrivetime, we started doing the SEO. We got our website in order, got it all cleaned up so that when people search

(Speaker 8)
for commercial janitorial services, they find us. Also, when they do find us, we’re topping Google reviews. And then also with the Dream 100, we have a database in our Excel and HubSpot that we’re continually going to and making cold calls.

(Speaker 2)
You need to control your focus because what you focus on expands.

(Speaker 8)
And the important thing about all that is that you can’t just rely on one. Maybe one day, one’s doing well, the next day, next month, another one is doing well. So it’s circular. At one point, one of them is always gonna be doing well to help your company grow.

(Speaker 1)
Now, once leads come in, you have to actually sell something. And this just in, if we don’t sell, our business will go to hell. You know that, most of our listeners know that too. But there’s a lot of entrepreneurs out there that have a bias they think you know if I have a great idea it’ll sell itself

(Speaker 1)
if I build it they will come and they think that because they’ve watched Field of Dreams they think that because they’ve watched too many Tai Lopez videos they think that because they’ve watched Get Rich Quick videos about ClickFunnels and various other online I call it scammockery but it’s where someone’s trying to get rich quick and And I would just tell you that if you build it, they won’t come. And a product is so good, it still won’t sell itself. You have to get out there and work it.

(Speaker 1)
And so to do that, you have sales scripts, you have recorded calls for quality control, you have one sheets, you have pre-written emails, you have lead trackers, you have all of those things in place. Could you talk about the importance of having intentionally scripted calls and intentionally recorded calls and intentional,

(Speaker 1)
just being intentional about every aspect of your sales process?

(Speaker 8)
Absolutely, we’re intentional with all that with our sales scripts. We have two ladies that are inside sales and they’re continually calling. They have a fantastic script that they use. The one sheet that we use, we give it and it compares us to other fantastic script that they use. The one sheet that we use, we give it and it compares us to other

(Speaker 8)
services.

 

Transcribed with Cockatoo