Business Coach | The Day That Turns Your Life Around + Celebrating Clay Clark Client Success Story (From Startup to Multi-Million Dollar Business In 24 Months) + Join Tebow At Clay Clark’s June 5-6 Business Conference

Audio Transcription

Transcribed with Cockatoo

(Speaker 18)
Clayt Lark is here somewhere. Where’s my buddy Clay?

(Speaker 21)
Yes, Clayt Lark!

(Speaker 12)
Clayt is the greatest.

(Speaker 18)
I met his goats today, I met his dogs, I met his chickens, I saw his compound. He’s like the greatest guy.

(Speaker 19)
I ran from his goats, his chickens, his dogs.

(Speaker 18)
So this guy is like the greatest marketer you’ve ever seen, right? His entire life, Clayt Lark, his entire life is marketing.

(Speaker 9)
Let me give you the day that turns your life around. Disgust is a negative emotion, but it can have a very positive, powerful effect. Disgust says, I’ve had it. What an important day that could be. I’ve had it. Enough is enough.

(Speaker 9)
Decision making is a life changing day. If you went home today and in the next few days cleaned up a list of decisions, it could furnish enough inspiration for the next five years, ten years. What an inspiring day, the day you can bring yourself to decide. Desire, wanting too bad enough, who knows the mystery of that? We don’t know. But here’s something I do know. Sometimes desire waits for a trigger, waits for something to happen. Who knows what the happening may be? A song, the

(Speaker 9)
lyrics, a movie, the dialogue, a seminar, a sermon, a book, an experience, confrontation with an enemy, a conversation with a friend who finally levels with you.

(Speaker 7)
Whatever the experience it is, it’s so valuable.

(Speaker 12)
Clay Clark, man, he is one character.

(Speaker 1)
That’s a good word for him, character.

(Speaker 28)
Yeah, that is it.

(Speaker 12)
Good, driven, smart, and I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother. And she just says, she just, she just lets him be Clay Clark. I mean, so you know, he’s endorsed by his mother and he’s doing magnificent work. So it was great meeting you out there and all the people that he surrounds himself with. His Clay Clark starts his days

(Speaker 12)
at five o’clock in the morning. Oh, it’s incredible. Yeah. He’s, he’s like, he’s, he’s a machine. He’s a machine. But his, you know, I could, I have problems with my company starting at nine o’clock. Yes. Hundreds of people showing up at 5..m. in Tulsa, Oklahoma. Man, he’s a leader of a leader. He’s a fantastic young man.

(Speaker 4)
No, he is, he is. And so it’s, for the folks that aren’t familiar with you

(Speaker 1)
and by a few and far between, I first came across.

(Speaker 3)
I know many of you have had a challenging year. Many of you watching this have a successful company. Many of you have a business that has struggled. Maybe you’ve had a business that you’ve just for whatever reason have never been able to get over the hump. Maybe you’ve always been just kind of stuck in a rut and that’s become your normal. Maybe you went from the goal you were you used to have a goal to thrive and now your goal is just to survive. Well to build your faith and to build your encouragement that you have the mental capacity

(Speaker 3)
and the tenacity needed to succeed, I thought I would get one of our younger success stories on the Thrive Time Show. So you can talk to an entrepreneur who I don’t believe is yet 30 years old, but yet is still achieving massive success.

(Speaker 3)
Stephanie, welcome onto the Thrive Time Show. How are you?

(Speaker 2)
Good, Clay. Thank you. So Stephanie, where’s home for you? I live in rural Western Wisconsin, so Sparta,

(Speaker 27)
Wisconsin.

(Speaker 3)
And how did you originally hear about the Thrive Time Show business consulting program?

(Speaker 2)
I heard about you guys actually through Entrepreneurs on Fire. You did an interview with JD over there.

(Speaker 3)
And do you remember where you were

(Speaker 1)
when you first heard that show?

(Speaker 2)
I was cleaning a house, actually.

(Speaker 3)
Well, you’re cleaning a house in Wisconsin. And from the time that you-

(Speaker 2)
I remember the exact house, yep.

(Speaker 3)
From the time that you decided to get up the courage needed to schedule a call until now, how much have you grown?

(Speaker 25)
Since then, let’s see, 1,462%.

(Speaker 26)
1,462%.

(Speaker 24)
And what kind of a timeframe has that been in the time that you, you know, reached out to now?

(Speaker 25)
Yep. I reached out, we started working together in March of 2020. It is October end of October 2021. So, you know, year and a half.

(Speaker 3)
Wow. Okay. So we’ve done a lot together. And many things you’ve done very, very well. And so I thought I’d do on today’s show is I’m going to bring up the things that you’ve been able to implement that we’ve taught you. And I’d love to get your take on how you’ve been able to implement these. I’m going to go through 10 core systems

(Speaker 3)
that I believe you’ve been able to implement well. And I’d like to get your take on it. First off, you were not resistant to the idea of upgrading your branding. You were not resistant to the idea of upgrading your website print pieces. You actually leaned in and you wanted to get it done and get it done quickly.

(Speaker 3)
Talk to the listeners out there about how having an upgraded website has helped you.

(Speaker 2)
Yeah, the just overwhelming professionalism that people get from visiting our website just really blows them away to make them like realize that we are professional and that we stand apart from everybody else in the area. So the website was key.

(Speaker 2)
I also think one thing that a lot of clients probably get stuck on is being like too nitpicky about things and just like wanting it perfect as opposed to wanting it done. So I think the biggest thing is get it done. We can always change things later,

(Speaker 2)
but it’s better to have an awesome website than a perfect website like right now. Yeah And now step two, we optimized your website. A lot of people have great websites that look wonderful, but they’re not canonically compliant. They’re not indexable. They’re not searchable. So therefore humans on the planet earth who are using search engines can’t find them.

(Speaker 3)
Again, you didn’t push back, you leaned into it. Talk to the listeners out there about how optimizing your website has helped increase your leads.

(Speaker 2)
Oh, definitely. So Google leads are like huge for us and people finding our website are huge. So writing the content articles, making sure those keywords are showing up there. So we’re showing up when people search, you know, housecleaning, or whatever they’re searching, whatever search terms we’re trying to show up for. So that’s huge. And of course the review side of things is huge too

(Speaker 2)
for pointing people towards our website.

(Speaker 3)
Okay, you jumped ahead on my little cheat sheet here, but step three, gathering objective reviews. You guys have done a great job of gathering objective reviews from your happy clients. Talk to the listeners out there about the importance of gathering objective Google reviews

(Speaker 24)
from your happy clients.

(Speaker 2)
Oh, it’s so important. Like when I started working with Thrive, I definitely didn’t think like I needed to focus on that. I think I had 12 Google reviews when we started working together. And now between the two locations,

(Speaker 2)
we have, I think like 210 or something like that, like five-star reviews, all real. And when people find us, I mean, it’s not even how much do you cost, it’s when can you come. I don’t care how much you cost. So people are ready to close like that.

(Speaker 3)
Now step four is building a transparent and easy to understand sales system. A pricing structure where somebody who maybe is not the most complicated individual, somebody who’s very simple, like me, could understand your pricing real quickly. Again, you’ve leaned in on that.

(Speaker 3)
You’ve been great to work with. Talk to the listeners about the importance of having a simple to understand pricing structure that your ideal and likely buyer can understand immediately.

(Speaker 2)
You just want them to not be confused. They’re like, why is this like this or whatever? And also from the inside perspective of the managers or whoever is answering your phone, they need to be able to quickly, you know, answer questions and stuff without having a lot of training. So it needs to be able

(Speaker 2)
to be, you know, in like the sales script when they’re doing a call that they can just very quickly know what the numbers are and not have to be complex about it.

(Speaker 3)
Now, step five is implementing sales scripting, you have done a great job of implementing sales scripting. You have done a great job of implementing sales scripting. And so many entrepreneurs, I’m telling you, oh, they say, I don’t want to do a script because I don’t want to sound like I’m reading a script. I don’t want my staff to be sounding like they’re reading.

(Speaker 3)
I want my team to have their own personality. I want them to embrace their true selves. And therefore, when their phone rings at their local business, every time their phone rings, it’s just like a like a minefield. You never know if the phone’s going to be answered professionally, if it’ll be answered at all, you never know what people are going to say, nothing’s written down, it

(Speaker 3)
becomes a verbal tribal tradition, it becomes a celebration of jackassery. Tell the listeners out there, why have you embraced sales scripting? And how has it helped your

(Speaker 2)
company? Sales scripts are amazing, as well as, of course, the call recording so that we can hold people accountable to the sales script. But it just takes all the guesswork and then all of the variables of what people say are removed so that if something’s not working,

(Speaker 2)
we’re able to pinpoint what that is and tweak one thing as opposed to whatever the people are deciding to say. So, and it also, it it’s just, it flows really nicely and it doesn’t sound robotic at all. Once you get used to it, it’s like, I could say it off the top of my head,

(Speaker 2)
the exact scripts we use and we know they close. And that way we know it works instead of just people doing whatever they feel like.

(Speaker 3)
Now you also implemented a quality control checklist system where basically it’s not in people’s minds, they don’t have to remember your technicians don’t have to remember what they’re supposed to do. There’s a checklist for everything. I mean, everything when you go into clean a home or a commercial business, there’s a checklist for everything. Talk to the listeners out there about the

(Speaker 3)
mind freedom that you’ve experienced since, you know, taking it out of your head and putting it on a checklist.

(Speaker 2)
Yeah, it just makes it so simple, because it’s like, here’s the standard the cleaning tech is responsible for and is going to be held accountable to. And if that’s not hit, then we know that there’s a problem. They don’t get to say like, well, I didn’t know, they don’t get to say I didn’t know. And then on the client side, they have expectations set instead of them setting the expectation, we are setting the expectation as opposed to them being like, well, I thought you guys were going to clean my gutters. It’s like, well, it ain’t on the

(Speaker 3)
checklist, so we’re not going to clean your gutters. You know? Now, knowing and optimizing your numbers in terms of the financial aspects of the company, again, you’ve leaned into that. A lot of people who are into fitness, I find lean into that. They want to know, you know, how much they weigh, what their body fat percentage is, how many calories they’re eating. People that don’t want to lean into fitness, don’t want to know how many calories are eating, don’t want to know their body fat percentage. People that are into artwork and doing well at art, musicians. I’ve worked with a lot of musicians. Musicians that are good want to know how they sound. They want to hear themselves. People that are not good don’t want to hear themselves. Of great ballet dancers and performers

(Speaker 3)
want to see themselves in a mirror. They want to analyze. Great builders want to see checklists and processes and blueprints. People, the accountants who are good at their job, they want to know the numbers.

(Speaker 3)
Entrepreneurs who are not good at entrepreneurship never want to know their numbers. Talk to the listeners out there about the importance of knowing and optimizing your numbers, actually knowing how much profit you’re gonna make per job.

(Speaker 2)
Yeah, I would say number one most important thing in my opinion is the tracking sheet that we implement together. And that every single day I’m in the tracking sheet and knowing like exactly where my business is, especially now I am very removed

(Speaker 2)
from the day-to-day kind of operations to a point. I’m not answering the phones, I’m very removed from the day to day kind of operation to a point I’m not answering the phones, I’m not doing this, I’m not seeing the complaints or any quality issues or whatever. But I have, you know, my finger on the pulse of my business and every single aspect of the, you know, revenue expenses, leads, closing rates, number of appointments, number

(Speaker 2)
of reviews, number of photos that are getting uploaded, like just everything you could possibly know about the business, I know. So I’m never questioning, like, or going off of emotion, because that’s not what we want to do. We want to go off of facts and numbers. And so I know that, you know, we’re growing or whatever,

(Speaker 2)
we’re closing, et cetera, et cetera, because the numbers don’t lie. So I love the tracking sheet. And I think it’s the number one thing that people should implement. If they don’t do nothing else, they need to know their numbers.

(Speaker 3)
Now, you’ve attended a multiple in-person, two-day interactive business workshops. And the reason why we include that is a quasi-free service. What do I mean by that? I mean, it’s not can come to these events. We make it very, very affordable. If you’re not a client, you can pay $250 to attend the workshop. And if you’re in a tight spot,

(Speaker 3)
we have scholarship tickets available. But the point is everybody can afford to attend. Can you explain how the interactive business workshops have actually helped you to maybe further understand the path or to get a whole picture view of the actual business plan?

(Speaker 2)
Yeah, I love the conferences because I always walk away with action items. Even though I go over these things with my coach every week, it just, I always walk away with something like, wow, I get a fresh perspective on things

(Speaker 2)
because you’re interacting with a lot of other business owners and bouncing ideas off of each other and hearing what worked for them or what people are struggling with. And of course, then having you explain it in the way that you do,

(Speaker 2)
it just makes it very actionable. I always go away with, this is what I need to do on Monday to make these things happen. It’s not just this motivational thing.

(Speaker 1)
Do you laugh a little bit?

(Speaker 3)
Do you have a little bit of fun? I do. I have a lot of fun at the conferences. Okay. And what kind of people attend the conferences? Not liberals. Oh, that’s funny. Yeah. It seems like all, we start at 7am and it seems like, know the entrepreneurs are like this is awesome. We started seven, I can be done by three, I can still make some calls.

(Speaker 2)
What again you’re sitting next to people that have had massive success people that have been in the program for years. They’ve changed my life. Like obviously you guys have all changed my life. Literally. I’m not just, you know, blowing smoke here, but meeting the people, you know, the Josh Wilson’s of the world who I literally texted him today. Like, you know, we’re on a friend basis.

(Speaker 2)
We have calls all the time.

(Speaker 3)
Like just the people that I’ve met or is just is life changing. What is your website if people right now want to go online and they want to look up your website and kind of you know, see who you are, what you’re all about.

(Speaker 2)
Yeah, it is www dot serene dash clean.com.

(Speaker 3)
And okay, so you came to the workshop, you’ve implemented the tracking sheet, the group interview, people say I had so hard to find people. I’ve never had a hard time finding people. Even right now. I don’t have a hard time finding people. Even right now, I don’t have a hard time finding people, but I can tell you it’s a system that I’ve applied. It’s a proven system, a proven process that I’ve done. I’ve been doing this process of hiring people. This marks, I know it’s crazy, 22 years of doing the same system every week, interviewing people. 22 years I’ve been doing this. I’m a 40-year-old

(Speaker 3)
person. I’ve been doing the group interview for 22 years. Can you talk about the importance of doing the group interview and how it’s changed your business?

(Speaker 2)
Oh, it’s so important. Like, that has been, I would say that’s a big game changer, too, because I always have candidates like ready to go when something happens. And you know, in the past two months, we’ve taken on a huge contract, and I have hired probably 40 people and somebody quit today, somebody quit yesterday, I fired somebody three days ago, it doesn’t matter. Next, next, next, you know, so it’s amazing.

(Speaker 3)
Just a little context. If you just so you know, things that will get you fired if you’re out there, you don’t know about serene dash clean.com. If you’re not on time, if you don’t honor your commitments to the client, you’re going to get fired. And there are certain people on the planet Earth that don’t want to honor their commitments to their client, and they don’t want to show up on time. And therefore, you’re not a good fit for cigarettes for serene clean. So

(Speaker 3)
she’s not running around just randomly firing people. She’s just saying, if you have a certain standard and expectation, and on behalf of the customer, because you’re a customer advocate, you’re saying, it is going to be said that you actually make more money now per month than many people make per year. And I repeat that. You make now more money per month than many people now

(Speaker 3)
make per year. And you’ve learned to pay yourself well and not apologize for it. But I knew you, going back to when you first called us, to where you were really grinding to make it work. And now you’re doing really well. Now that you’re paying yourself well

(Speaker 3)
and not apologizing for it, are you able to enjoy more time freedom to work out, to read, to spend time with family, friends, to think more meta on your business

(Speaker 1)
or how has that impacted you?

(Speaker 2)
Oh yeah, definitely not having to worry about income is really empowering. And also of course, that just allows you to do a lot of good in the world. Um, because number one, we’re here to make money, but money is just a tool. And so that allows us to, you know, help the community, help our families, you know, buy cool stuff, of course.

(Speaker 2)
But, um, the time freedom is really, that’s the whole point of this for me is like, I don’t want to have to be anywhere. I don’t want to be at any given time. So, and now I can do that. Now, final thing is you’ve been able to sustain diligence

(Speaker 3)
and accountability.

(Speaker 12)
What does that mean?

(Speaker 3)
Diligence is where it’s the steady application of effort over time. It’s like long after the motivation, the big idea wears off. You know, there’s always the excitement of a new idea. Woo, new idea.

(Speaker 3)
Yes, new idea. Love the new idea. Just had a new idea. Love the new idea. Just had a new idea. I should buy a boat. I should buy I should start a company. It should be called serene clean. Well, long after that idea has worn off, then diligence kicks in and diligence is a steady application of effort. If you’re out there, you’ve ever played

(Speaker 3)
sports at a high level, you’ve ever been a top notch speaker, you’ve ever been a top musician, anybody who’s out there who’s done anything at a high level, you know, the level of preparation is what prepares you for the ovations. Again, the preparation is what prepares you for the ovations. And then but everybody out there, if you have a sound mind, and you’re being honest, you need a little bit

(Speaker 3)
accountability, we all need accountability, somebody that can hold us accountable to push through goals, push through obstacles that made that time seem insurmountable. You know, sometimes it’s like, it seems overwhelming. How has the weekly meeting and the accountability helped you to stay diligent and consistent over time?

(Speaker 2)
Yeah, I love that. My coach definitely like holds me, because everybody needs to be held accountable no matter how high achieving you think you are. And obviously like, you know, the pig-headed discipline is,

(Speaker 2)
is awesome to have that, but you still need somebody to hold you accountable. And like, for me, you know, there’s certain things like, there’s always some place that you can do better and improve on. And so what my coach Bloomer, he always, uh, you know, it’s like, okay, it’s been two weeks now, you haven’t gotten a video review, what’s going on? And it’s like, I don’t like getting video reviews, like he’s calling me out on it. I love that because, like, I hate it, but I love it. And because

(Speaker 2)
that’s we need to be told where we’re failing. I mean, they’re

(Speaker 3)
telling us where we’re good, but we need to be told we’re failing. who’s reached out, we only take on 160 clients. I think you certainly occupy one of those spaces as well. And what’s interesting is, last year our average client grew by 104% and we didn’t have any client that grew by over 500%. So 1,462% is certainly gonna impact that average. What advice would you have for anybody out there listening

(Speaker 3)
who’s contemplating going to thrivetimeshow.com forward slash EO fire to schedule a consultation because again, if people want to schedule a free consultation with me, I don’t charge for that. We do have call screeners, they’re going to make sure I’m not wasting your time and you’re not wasting my time to see if you’re a good fit. But there’s people out there contemplating

(Speaker 3)
going to thrive timeshow.com forward slash EOfire.com. What advice would you have or feedback would you have for somebody thinking about attending one of our in-person workshops or scheduling a one-on-one consultation?

(Speaker 2)
I think that most people should definitely go to the conference, but when it comes to the one-on-one coaching, I think you really need to look at yourself and like say, am I ready to maybe be told to do things that I’m not comfortable with? And I’m, am I ready to do it? Um, because you can always hem and haw and go back and forth, but if you’re

(Speaker 2)
not ready to implement anything, it’s probably not a good fit because your coaches are going to push you. And that’s the whole point you’re paying them to push you.

(Speaker 3)
So if you’re not ready and willing to make changes, then don’t bother. I tell you what, I really do appreciate you taking time out of your busy schedule to join us. I’m so excited about your growth there and hopefully we’ll see you in December.

(Speaker 1)
Are you coming in December to the conference?

(Speaker 2)
Not with this big job. I’m on a military base. I’m on a military base right now.

(Speaker 3)
Oh, shit. I’m rejected. Okay, that’s fine. But maybe we’ll see you at the next one. Okay. Thank you for being here. I appreciate you.

(Speaker 2)
Thank you, Clay. Take care. Bye bye. Okay. Hey guys, my name is Stephanie Pipkin. I own Serene Clean and this is my grandma Sue. And we are gonna briefly just go over the Dream 100 drop offs that she does for Serene Clean and how it has really helped grow our business and spread the word of our business in our area. So just a little background on Serene Clean

(Speaker 2)
and working with Thrive Coaching. So I’ve used Thrive out of Oklahoma for two years this month. And when we started working with Thrive, we were at about 200,000 in revenue a year. And this year we’re projected to do 1.4 million

(Speaker 2)
in revenue a year. So it’s grown very, very drastically since we’ve implemented all the systems. And that’s what we’re going to talk about today is some of the one of the systems that they have encouraged and harassed us to use and it works really good. And that’s Dream 100 Dropoffs. And that’s something that my

(Speaker 2)
grandma Sue does for me and she is absolutely killing it. So, grandma, basically, if you can just describe what it is that you do at these drop-offs. What do you do? When I get there, of course, I introduce myself and the business and I just tell them that I am a business-to-business call. I’m not there to sell them anything. I’m just there to introduce them to a new business in our area. And what do you bring and leave with them? I actually have a little gift

(Speaker 2)
for them and then a sweet treat and I have the paperwork that explains all about Serene Clean and as I’m talking to them I try to like give a little bit of thing talk about things that would encourage them, makes it a little more relaxed and casual. And then I do sign my name on all the things so I tell them that they can’t forget me. And put a little smiley face with it and leave them as I go then I say, and here’s a sweet

(Speaker 23)
treat to get you through the day.

(Speaker 2)
So basically she just goes, gets a box of donuts, hits all our stops for the day. And what she’s leaving behind is basically a sales sheet that explains like what makes Serene Clean different. And on the back of it is commercial references of companies that we already cleaned for.

(Speaker 2)
So the whole purpose of this is to get us more janitorial accounts because those are excellent accounts for us. And the thing she’s also asking is, you know, who do they, how do they clean now? And, you know, are they using a service now?

(Speaker 2)
How happy are they with it? Like, is there any issues? And who are you usually talking to? Are you talking to the receptionist? Who are you talking to? It’s kind of split.

(Speaker 2)
A lot of the businesses I’ve been to recently, I’ve actually talked to the owners. If it’s a large, large business, I’ll be talking to the lady or person, it’s usually a girl, at the front desk and I ask her. Sometimes they don’t know or they don’t tell me and sometimes they do know so it just works out really well to find out from them Do they have a cleaner and like a lot of them that’ll have the that I talked to the owners They actually are doing a lot of the cleaning themselves. So

(Speaker 2)
It just gives me a little heads up to of of what they’re doing and then I pass it on to Steph Mm-hmm. Yeah, so then at the end of her stop she types up a little synopsis of who she talked to, what was the reaction, things like that, and you know is there room because really the goal of her doing this is to get the foot in the door for me to do a walkthrough and bid an account. That is the whole purpose of this and overall how would you say the reaction is? It’s been really well. You don’t know, but I always get excited when it’s a great day and the sun is shining.

(Speaker 2)
And sometimes it’s snowing, but whenever when I have a great day and everybody’s just happy to see me, it just makes it a fun thing to know them. And I’ve been from the area for a long time, so a lot of times I see old friends also while I’m out. Yeah and this has worked really well for grandma in particular because

(Speaker 2)
it’s just coming from a very not salesy place at all. It’s not you know they’re not trying to sell she’s just trying to introduce them and it’s very you know a lot of people are just so like turned off by you know like very hard selling and so just like, one, getting on with the donuts, like nobody will turn that down. And then really it’s just a very friendly thing. And this is like a long game thing.

(Speaker 2)
Almost never is it the first stop that they’re gonna have us do a walkthrough. A lot of times that sheet will sit on a desk for a long time and then when they’re ready to go and they’re either pissed off about their current service or they’re just overwhelmed doing it themselves. Who is that you know lady who dropped off the donuts? What

(Speaker 2)
where is that sheet? Ah Serene Clean and then it’s Top of Mind and it’s just really impressive and so kind of like the highlight of her doing this she’s done this how long have you been doing this? Eight months. Eight months. She got me a walk-through at a very large manufacturing facility who is like a dream client. It’s daytime commercial Monday through Friday, like an amazing account, like who I would wildly

(Speaker 2)
want. And she got me a walk-through and we ended up winning the bid and have been cleaning for them for two weeks now and that’s like a $5,000 a month account. So it’s significantly impactful and again this is long game thinking of you know she’s making these introductions and you know we’ve gotten plenty of smaller accounts as well from her doing these things and you know just being consistent you know that’s the biggest thing is you know you do this every week right? Right. Every single week

(Speaker 2)
unless we have a significant snowstorm. Every week and it’s it’s fairly you know, inexpensive from like, for us, we always did the donuts. I’ve tried other things, but the donuts just seem to be a hit. And yeah, I just know a lot of people are hesitant to do this, but if we can do this in a small town and to have that kind of success rate, and it really, we just want to be top of mind and it’s working and it’s growing the business really, really well. And it’s just fun to work with Grandma.

(Speaker 2)
So, yeah, so that is how we do Dream 100 and it’s working great and we just say go do it. Don’t be scared. Just make yourself do it basically. For me, I don’t like to do it, but I knew Grandma would be great at it. And so this is one of those things of delegating and outsourcing if you don’t want to do it. But if you don’t have somebody to do it, you need to do it. Because if you don’t, your business will just not grow the way you want.

(Speaker 2)
So yeah, that is how we handle this. So thanks, Grandma.

(Speaker 3)
Ladies and gentlemen, so many of you reach out to us at thrivetimeshow.com because you want to achieve success. You want to get out of the rut. You want to move from just surviving to thriving. Well, occasionally one of you actually reaches out and you come out to one of our interactive two-day business workshops and you implement everything that you learn. You’re taking notes

(Speaker 3)
in the workbook. You’re taking notes feverishly, you’re asking questions, and then even fewer of you will reach out to become a one-on-one consulting client, of which we only work with 160 clients. Well, one of those 160 clients today, her name is Stephanie Pipkin from Wisconsin, and despite not yet being 30 years old, she has grown her company, Serene Clean, by 1,462% in just 1.5 years. Folks, she went from having a business that was barely making it to now owning a business that produces more profit per month for her than most people make in a year. Yes, she now makes more money in a month than most

(Speaker 3)
people now make in a year. Her name is Stephanie Pipkin. She’s the founder of a company called Serene Clean. Again, that company is called Serene Clean. If you haven’t heard about Serene Clean, it’s probably because you don’t live in Wisconsin. But specifically, if you are looking for Serene Clean, so you can look up her company and verify that she is real, go to sereneclean.com. Again, that website is s-e-r-e-n-e-clean.com.

(Speaker 3)
S-e-r-e-n-e-clean.com. Her name is Stephanie Pipkin. She’s having massive success, and she’s here to share with you how she implemented the proven success strategies and processes that we taught her

(Speaker 3)
at the Interactive Business Workshop and how it’s changed her life. And how implementing these proven processes and success strategies can change your life too.

(Speaker 15)
Three, two, one, boom. You are now entering the dojo of Mojo and the Thrive Time Show.

(Speaker 3)
Thrive Time Show on the microphone, what is this? Top of the iTunes charts in the category of business. Drilling down on business topics like we are a dentist. Providing you with internship like you are an apprentice. And we go so fast that you might get motion sickness. Grab a pen and pad to the lab, let’s get in this.

(Speaker 3)
Time to best some fruit like some Florida oranges.

(Speaker 1)
Three, two, one, here come the business ninjas.

(Speaker 13)
Ninjas.

(Speaker 21)
I make boom.

(Speaker 3)
I know many of you have had a challenging year. Many of you watching this have a successful company. Many of you have a business that has struggled. Maybe you’ve had a business that you’ve just, for whatever reason, have never been able to get over the hump. Maybe you’ve always been just kind of stuck in a rut, and that’s become your normal.

(Speaker 3)
Maybe you went from the goal you used to have a goal to thrive, and now your goal is just to survive. Well, to build your faith and to build your encouragement that you have the mental capacity and the tenacity needed to succeed, I thought I would get one of our younger success stories on the Thrive Time

(Speaker 3)
Show so you could talk to an entrepreneur who I don’t believe is yet 30 years old, but yet is still achieving massive success. Stephanie, welcome onto the Thrive Time Show. How are you?

(Speaker 2)
Good, Clay, thank you.

(Speaker 1)
So Stephanie, where’s home for you?

(Speaker 2)
I live in rural Western Wisconsin, so Sparta, Wisconsin.

(Speaker 3)
And how did you originally hear about the Thrive Time Show Business Consulting Program?

(Speaker 2)
I heard about you guys actually through Entrepreneurs on Fire. You did an interview with JD over there.

(Speaker 1)
And do you remember the when you where you were when you first heard

(Speaker 3)
that show?

(Speaker 2)
I was cleaning a house, actually.

(Speaker 3)
Well, you’re cleaning a house in Wisconsin. And from the time that

(Speaker 2)
I remember the exact house. Yep.

(Speaker 3)
From the time that you decided to get up the courage needed to schedule a call. Until now, how much have you grown?

(Speaker 2)
Since then, let’s see 1462%

(Speaker 3)
1462%. And what kind of a timeframe has that been in the time that you, you know, reached out to now?

(Speaker 2)
Yep, I reached out, we started working together in March of 2020. It is October, end of October 2021. So, you know, year and a half.

(Speaker 3)
Wow. Okay. So we’ve done a lot together and many things you’ve done very, very well. And so I thought I’d do on today’s show is I’m going to bring up the things that you’ve been able to implement that we’ve taught you. And I’d love to get your take on how you’ve been able to implement these. I’m going to go through 10 core systems that I believe you’ve been able

(Speaker 3)
to implement well, and I’d like to get your take on it. First off, you were not resistant to the idea of upgrading your branding. You were not resistant to the idea of upgrading your website print pieces. You actually leaned in and you wanted to get it done and get it done quickly. Talk to the listeners out there

(Speaker 3)
about how having an upgraded website has helped you.

(Speaker 2)
Yeah, the just overwhelming professionalism that people get from visiting our website just really blows them away to make them like realize that we are professional. And that we stand apart from everybody else in the area. So the website was key. I also think one thing that a lot of clients probably get stuck on is being like too nitpicky about things and just like wanting it perfect as opposed to wanting it done. So I think the biggest thing is get it done. We can always change things later, but it’s better to have an awesome website than a perfect website like right now, you know. And now step two, we

(Speaker 3)
optimized your website. A lot of people have great websites that look wonderful, but they’re not canonically compliant. They’re not indexable. They’re not searchable. So therefore, humans on the planet Earth who are using search engines can’t find them. Again, you didn’t push back. You leaned into it. Talk to the listeners out there about how optimizing your website has helped increase your leads.

(Speaker 19)
Oh, definitely.

(Speaker 2)
So Google leads are huge for us and people finding our website are huge. So writing the content articles, making sure those keywords are showing up. We’re showing up when people search, you know, housecleaning, or whatever they’re searching, whatever search terms we’re trying to show up for. So that’s huge. And of course, the review side of things is huge too, for pointing people towards our website.

(Speaker 3)
Okay, you jumped ahead on my little cheat sheet here, but step three, gathering objective reviews. You guys have done a great job of gathering objective reviews from your happy clients. Talk to the listeners out there about the importance of gathering objective Google reviews

(Speaker 24)
from your happy clients.

(Speaker 2)
Oh, it’s so important. Like when I started working with Thrive, I definitely didn’t think like I needed to focus on that. I think I had 12 Google reviews when we started working together. And now between the two locations,

(Speaker 2)
we have, I think, like 210 or something like that, like five-star reviews, all real. And when people find us, I mean, it’s not even how much do you cost, it’s when can you come. I don’t care how much you cost. So people are ready to close like that.

(Speaker 3)
Now, step four is building a transparent and easy to understand sales system. You know, a pricing structure where somebody who maybe is not the most complicated individual, somebody who’s very simple like me could understand your pricing real quickly.

(Speaker 2)
Again, you’ve leaned in on that. You’ve been great to work with. Talk to listeners about the importance of having a simple to understand pricing structure that your ideal and likely buyer can understand immediately. You just want them to not be confused. They’re like, why is this like this or whatever? And also from the like inside perspective of the managers or whoever is answering your phone, they need to be able to quickly answer questions and stuff without having a lot of training.

(Speaker 2)
So it needs to be able to be in like the sales script when they’re doing a call that they can just very quickly know what the numbers are and not have to be complex about it.

(Speaker 3)
Now, step five is implementing sales scripting. You have done a great job of implementing sales scripting. And so many entrepreneurs, I’m telling you, oh, they say, I don’t want to do a script because I don’t want to sound like I’m reading a script. I don’t want my staff to be sounding

(Speaker 3)
like they’re reading. I want my team to have their own personality. I want them to embrace their true selves. And therefore, when their phone rings at their local business, every time their phone rings, it’s just like a minefield. You never know if the phone’s going to be answered professionally, if it’ll be answered at all. You never know what people are going to say. Nothing’s written down, it becomes a verbal tribal tradition, it becomes a celebration of jackassery.

(Speaker 1)
Tell the listeners out there, why have you embraced sales scripting and how has it helped your company?

(Speaker 2)
Sales scripts are amazing as well as of course the call recording so that we can hold people accountable to the sales script. But it just takes all the guesswork and then all of the variables of what people say are removed. So that if, you know, something’s not working we’re able to pinpoint what that is and tweak one thing as opposed to like whatever the people are deciding to say. So, and it also like, it’s just, it flows really nicely

(Speaker 2)
and it doesn’t sound robotic at all. Once you get used to it, it’s like, I could I could say it off the top of my head, the exact scripts

(Speaker 3)
we use and we know they close and that way we know it works instead of just people doing whatever they feel like. Now you also implemented a quality control checklist system where basically it’s not in people’s minds they don’t have to remember your technicians don’t have to remember what they’re supposed to do there’s a checklist for everything I mean everything when you go into clean a home or a commercial business there’s a checklist for everything. Talk to the listeners out there about the mind freedom that you’ve experienced since, you know, taking it out of your head and putting it on a checklist.

(Speaker 2)
Yeah, it just makes it so simple because it’s like, here’s the standard the cleaning tech is responsible for and is going to be held accountable to. And if that’s not hit, then we know that there’s a problem. They don’t get to say like, well, I didn’t know. They don’t get to say, I didn’t know. And then on the client side, they have expectations set.

(Speaker 2)
Instead of them setting the expectation, we are setting the expectation, as opposed to them being like, well, I thought you guys were gonna clean my gutters. It’s like, well, it ain’t on the checklist, so we’re not gonna clean your gutters, you know?

(Speaker 3)
Now, knowing and optimizing your numbers in terms of the financial aspects of the company. Again, you’ve leaned into that. Yeah. A lot of people who are into fitness, I find lean into lean into that. They want to know, you know, how much they weigh, what their body fat percentage is, how many calories they’re eating, people that don’t want to lean into fitness, don’t want to know how many calories are eating, don’t want to know their body fat percentage. People that are into artwork and doing well at art, musicians. I’ve worked with a lot of musicians. Musicians that are good want to know how they sound.

(Speaker 3)
They want to hear themselves. People that are not good don’t want to hear themselves, of great ballet dancers and performers want to see themselves in a mirror. They want to analyze. Great builders want to see checklists and processes

(Speaker 3)
and blueprints. People, the accountants who are good at their job, they want to know the numbers. Entrepreneurs who are not good at entrepreneurship never want to know their numbers. Talk to the listeners out there about the importance of knowing and optimizing your numbers,

(Speaker 3)
actually knowing how much profit you’re going to make per job.

(Speaker 2)
Yeah, I would say number one most important thing in my opinion is the tracking sheet that we implement together. And that every single day I’m in the tracking sheet and knowing like exactly where my business is, especially now I’m very removed from the day to day kind of operations to a point

(Speaker 2)
I’m not answering the phones, I’m not doing this, I’m not like seeing the complaints or any quality issues or whatever. But I have, you know, my finger on the pulse of my business and every single aspect of the, you know, my finger on the pulse of my business and every single aspect of the, you know, revenue expenses, leads, closing rates, number of appointments, number of reviews, number of photos that are

(Speaker 2)
getting uploaded, like just everything you could possibly know about the business, I know. So I’m never questioning, like, or going off of emotion, because that’s not what we want to do. We want to go off of facts and numbers. And so I know that, you know, we’re growing or whatever, we’re closing, et cetera, et cetera, because the numbers don’t lie.

(Speaker 2)
So I love the tracking sheet. And I think it’s the number one thing that people should implement. If they don’t do nothing else, they need to know their numbers.

(Speaker 1)
Now you’ve attended a multiple in-person, two-day interactive business workshops. And the reason why we include that is a quasi free service. What do I mean by that? I mean, it’s not a revenue generator for me. If you’re a client of mine, I say, hey, you can come to these events. We make it very, very affordable. If you’re not a client, you can pay $250 to attend the workshop. And if you’re in a tight spot, we have scholarship tickets available. But the point is, everybody can afford to attend. Can you explain how the interactive business workshops have actually helped you to maybe further understand the path or to get a whole picture view

(Speaker 3)
of the actual business plan?

(Speaker 2)
Yeah, I love the conferences because I always walk away with action items. Even though like I go over these things with my coach every week, it just, I always walk away with something like, wow, I get like is what I need to do on Monday to make these things happen.

(Speaker 2)
It’s not just like this motivational thing.

(Speaker 1)
Do you laugh a little bit?

(Speaker 21)
Do you have a little bit of fun?

(Speaker 2)
I do. I have a lot of fun at the conferences.

(Speaker 3)
Okay. I, and what kind of people attend the conferences? Um, Not liberals. It seems like all we start at 7am and it seems like you know the entrepreneurs are like this is awesome. We start at 7, I can be done by 3, I can still make some calls. Again, you’re sitting next to people that have had massive success, people that have

(Speaker 3)
been in the program for years. Is that helpful to sit next to other people that have actually,

(Speaker 2)
I can’t even like the people I’ve met there have been life. They’ve changed my life. Like, obviously you guys have all changed my life. Literally. I’m not just, you know, blowing smoke here. Um, but meeting the people, you know, the Josh Wilson’s of the world who I literally texted him today. Like, you know, we’re on a friend basis. We have calls all the time.

(Speaker 2)
Like just the people that I’ve met is just, it’s life-changing.

(Speaker 3)
What is your website if people right now want to go online and they want to look up your website and kind of, you know, see who you are and what you’re all about? Yeah, it is www.ser you, you came to the workshop, you’ve implemented the tracking sheet, the group interview, people say, I had so hard to find people. I’ve never had a hard time finding people. Even right now.

(Speaker 3)
I don’t have a hard time finding people, but I can tell you, it’s a system that I’ve applied. It’s a proven system, a proven process that I’ve done. Uh, I’ve been doing this, 22 years of doing the same system every week, interviewing people. 22 years I’ve been doing this. I’m a 40 year old person.

(Speaker 3)
I’ve been doing the group interview for 22 years. Can you talk about the importance of doing the group interview and how it’s changed your business?

(Speaker 2)
Oh, it’s so important. Like, um, that has months, we’ve taken on a huge contract and I have hired probably 40 people and somebody quit today, somebody quit yesterday, I fired somebody three days ago, it doesn’t matter. Next, next, next, you know, so it’s amazing.

(Speaker 3)
Just a little context. If you just so you know, things that will get you fired if you’re out there, you don’t know about serene dash clean.com. If you’re not on time, if you don’t honor your commitments to the client, you’re going to get fired. And there are certain people on the planet Earth that don’t want to honor their commitments to their client, and they don’t want to show up on time. And therefore, you’re not a good fit for’re saying, this is the standard we

(Speaker 3)
have to deliver at. Now, next thing, step number 11, here, you pay yourself well, and you don’t apologize for it. Now, it is gonna be said that you actually make more money now per month than many people make per year. And I repeat that you make now more money per month than many people now make per year. And you’ve learned to pay yourself well, and not apologize for it, but I knew you, you know, going back to when you first

(Speaker 3)
called us to where, you know, you were really grinding to make it work and now you’re doing really well. Now that you’re paying yourself well and not apologizing for it, are you able to enjoy more time freedom to work out, to read, to spend time with family, friends, to think more

(Speaker 2)
meta on your business or how has that impacted you? Oh, yeah, definitely not having to worry about income is is really empowering. And also, of course, that just allows you to do a lot of good in the world. Because number one, we’re here to make money, but money is just a tool. And so that allows us to you know, help the community help our families, you know, buy cool stuff, of course, but the time freedom is really, that’s the whole point of this for me is like,

(Speaker 2)
I don’t want to have to be anywhere. I don’t want to be at any given time. So, and now I can do that.

(Speaker 3)
Now, final thing is you’ve been able to sustain diligence and accountability. What does that mean? Diligence is where it’s the steady application of effort over time. It’s like long after the motivation, the big idea wears off. You know, there’s always the excitement of a new idea. Whoo, new idea. Yes, new idea. Love the new idea. Just had a new idea. I should buy a boat. I should buy I should start a company. It should be called serene clean. Well, long

(Speaker 3)
after that idea has worn off, then diligence kicks in and diligence is a steady application of effort. If you’re out there, you’ve ever played sports at a high level, you’ve ever been a top notch speaker, you’ve ever been a top musician, anybody who’s out there who’s done anything at a high level, you know the level of preparation is what prepares you for the ovations.

(Speaker 3)
Again, the preparation is what prepares you for the ovations. And then, but everybody out there, if you have a sound mind and you’re being honest, you need a little bit of accountability. We all need accountability. Somebody that can hold us accountable to push through goals, push through obstacles that made that time seem insurmountable.

(Speaker 3)
You know, sometimes it’s like, it seems overwhelming. Um, how has the weekly meeting and the accountability helped you to stay diligent and consistent over time?

(Speaker 2)
Yeah. Um, I love that. My coach definitely like holds me because everybody needs to be held accountable no matter how high achieving you think you are. And obviously like, you know, the pig-headed discipline is awesome to have that, but you still need somebody to hold you accountable. And like for me, you know, there’s certain things like there’s always some place that you can do better and improve on. And so what my coach Bloomer, he always, uh, you know, it’s like, okay, it’s been two weeks now.

(Speaker 2)
You haven’t gotten a video review. What’s going on? And it’s like, I don’t like getting video reviews. Like he’s calling me out on it. I love that because like, I hate it, but I love it.

(Speaker 3)
And because that’s, we need to be told where we’re failing. I mean, they’re telling us where we’re good, but we need to be told we’re failing. Oh, that’s amazing. Now, again, you are a diligent woman who’s reached out, we only take on 160 clients, I think you certainly occupy one of those spaces as well. And what’s interesting is, you know, last year, our average client grew by 104%. And we didn’t have any client that grew by over 500%. So 1462% is certainly going to impact that average. What advice would you have

(Speaker 3)
for anybody out there listening who’s contemplating going to thrivetimeshow.com forward slash EO fire to schedule a consultation? Because again, if people want to schedule a free consultation with me, I don’t charge for that. We do have call screeners. They’re going to make sure I’m not wasting your time and you’re not wasting my time to see if you’re a good fit. But there’s people out there contemplating going to thrive. Time show dot com forward slash eo fire dot com. That’s thrive.

(Speaker 3)
Time show dot com forward slash eo fire dot com. What advice would you have or feedback would you have for somebody thinking about attending one of our in-person workshops or scheduling a one-on-one consultation?

(Speaker 2)
I think that most people should definitely go to the conference, but when it comes to the one-on-one coaching, I think you really need to look at yourself and like say, am I ready to maybe be told to do things that I’m not comfortable with? And I’m, am I ready to do it? Because you can always hem and haw and go back and forth, but if you’re not ready to implement anything, it’s probably not a good fit because your coaches are going to push you and that’s the whole point. You’re paying them to push you. So if you’re not ready and willing to make changes, then don’t bother.

(Speaker 3)
I tell you what, I really do appreciate you taking time out of your busy schedule to join us. I’m so excited about your growth there and hopefully we’ll see you in December.

(Speaker 1)
Are you coming in December to the conference?

(Speaker 2)
Not with this big job. I’m a military base. I’m on a military base right now. I’m rejected. Okay. That’s fine.

(Speaker 3)
But maybe we’ll see you at the next one. Okay. Thank you for being here. I appreciate you.

(Speaker 23)
Thank you.

(Speaker 22)
Clay.

(Speaker 1)
Take care.

(Speaker 3)
Bye-bye.

(Speaker 8)
Hey, I’m Ryan Wimpy. I went to a small private liberal arts college and got a degree in business. And I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school. And I went what was actually ranked

(Speaker 8)
as a very good business school. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. Like we have workflows that are kind of all over the place, so having linear workflow and seeing that mapped out on multiple different boards is pretty awesome.

(Speaker 8)
That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating.

(Speaker 8)
The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side.

(Speaker 10)
I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa

(Speaker 8)
Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys, we appreciate you, and really just appreciate how far you’ve taken us. This is our old house, right?

(Speaker 8)
This is where we used to live two years ago. This is our old neighborhood.

(Speaker 21)
See? It’s nice, right?

(Speaker 8)
So this is my old van and our old school marketing. And this is our old team. And by team I mean it’s me and another guy.

(Speaker 20)
This is our new house with our new neighborhood.

(Speaker 10)
This is our new van with our new marketing and this is our new team. We went from four to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales, which is awesome, but Ryan is a really great salesman. So we didn’t need that. We needed somebody to help us get everything that was in his head out into

(Speaker 10)
systems, into manuals and scripts and actually build a team. So now that we have systems in place, we’ve gone from one to ten locations in only a year.

(Speaker 8)
In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship,

(Speaker 8)
and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us.

(Speaker 10)
Just thank you, thank you, thank you, times a thousand. So we really just want to thank you, Clay, and thank you, Vanessa, for everything you’ve done, everything you’ve helped us with. We love you guys.

(Speaker 3)
All right. And now, ladies and gentlemen, I’m going to bring up my good friend Ryan Wimpy, my good friend Ryan Wimpy, and I’m sort of concerned. I’ll pass the mic to you, and Odin, you can have your own mic if you want, whatever you want, Odin.

(Speaker 3)
Okay, I’m a little bit afraid of Odin.

(Speaker 8)
Hi, I’m Ryan Wimpey.

(Speaker 10)
And I’m Rachel Wimpey, and the name of our business is Tip Top Canine.

(Speaker 8)
Our business is a dog training business. We help people with behavioral issues When I was learning to become a dog trainer, we didn’t learn anything about internet marketing or advertising or anything at all. Just dog training. And that’s what’s so great about working with Clay and his team because they do it all for us.

(Speaker 10)
So that we can focus on our passion, and that’s training dogs. Clay and his team here, they’re so enthusiastic. Their energy is off the charts. Never a dull moment.

(Speaker 17)
Very thrived.

(Speaker 8)
We’ve been working with Clay and his team for the last five months, two of which have been our biggest months ever. One, our biggest gross by 35%. Clay’s helped us make anything from brochures to stickers, new business cards, new logos, scripts for phones, scripts for emails, scripts for text messages, scripting for everything.

(Speaker 14)
How I would describe the weekly meetings with Clay and his team are awesome. They’re so effective.

(Speaker 10)
It’s worth every minute. Things get done. We’ll ask for things like different flyers, and they’re done before our hour is up. So it’s just awesome, extremely effective.

(Speaker 8)
If you don’t use Clay and his team, you’re probably going to be pulling your hair out, or you’re going to spend half of your time trying to figure out the online marketing game and producing your own flyers and marketing materials, print materials, all the stuff like that. You’re really losing a lot as far as lost productivity and lost time. Not having a professional do it, it has a real sense of urgency and it actually knows what they’re doing when you already have something that’s your core focus that you

(Speaker 10)
already know how to do. You would also be missing out with all the time and financial freedom that you would have working with Clay and his team.

(Speaker 8)
We would recommend Clay and his team to other business owners because they need to be working on their business, not just trying to figure out the online game, which is complex and changing daily. So, no one has a marketing team, too. Most people don’t. They can’t afford one. And their local web guy or local person that they know probably can’t do everything that a whole team and a whole floor of people can do in hours and not just weeks or months. There’s a definite sense of urgency with Clay and his team. I used to have to ride other web people, really, I mean,

(Speaker 8)
really ride them to get stuff done. And stuff is done so fast here and people, there’s a real sense

(Speaker 12)
of urgency to get it done. Clay, my honor, my honor to be on your show and thank you for all you do. I hear the ripple effects from you are good ripple effects. You know, I mean, people rave about what they learn from you. So congratulations.

(Speaker 1)
Sean, guess what’s happening on June 5th and 6th right here in Tulsa, Russia.

(Speaker 3)
We are probably going to have an amazing business conference here at Tulsa, Russia. We are probably going to have an amazing business conference here

(Speaker 11)
at Tulsa, Russia.

(Speaker 3)
Yes, we are joined by Tim Tebow. Tim Tebow is going to be joining us right here at the Thrive Time Show World Headquarters, June 5th and 6th. He’s a very successful football player, obviously a

(Speaker 3)
Heisman Award winner, but he’s also a very successful entrepreneur. Now, when you work with real clients, Sean, real clients you really work with, 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 3)
All the time. 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.

(Speaker 3)
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 to hire, inspire, train, and retain great people, accounting, social media advertising, search engine optimization.

(Speaker 3)
Sean, what’s the area where most clients ask you for help the most? Is it generating leads? Is it hiring people? What’s the biggest issue that most business owners have by default before

(Speaker 3)
they come to one of our workshops? Well, I think it’s management because time is the most valuable resource for these business owners and being able to manage their time is the first thing. Once they get that under control, then generally the numbers, you know, being able to track their business and be able to make the best decisions based on numbers rather than emotions is a big area and we teach all of this stuff at the business conference particularly you Clay you love to hammer on time management it’s

(Speaker 3)
my favorite part of the conference now I’m gonna pull this up real quick here because we’re gonna go through if you’re not excited I want to get you excited about what we’re gonna cover at the workshop here okay all right today interactive workshop this is my 20th year hosting workshops. So I’m telling you folks, we’re in rare form here. So one is the idea of establishing your revenue goals.

(Speaker 3)
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

(Speaker 3)
into the daily goals for sales.

(Speaker 11)
And so that’s a really big one.

(Speaker 3)
Now next is the break-even numbers. What kind of sales do you have to do to even break even? Third is how many hours per week do you want to work? What is your ideal schedule as an entrepreneur? Box number four, how do you stand out in the clutter of commerce? What makes your company unique from all the different businesses?

(Speaker 3)
In a world of brown cows, herds of brown cows, proverbial brown cows, the analogy of brown cows, how can you be the purple cow that stands out? How can you be the squeaky wheel that gets the oil? Box number five, branding. How do you improve the perception that people have of you, your business, your brand? Box number six, marketing. Your three-legged marketing stool. What is a turnkey way for you and your company to generate leads so you can succeed? Because if you don’t have

(Speaker 3)
any leads, your business will bleed. If you can’t sell, your business will go to hell. You’ve got to generate leads. Sean, how often do business owners by default tell you they have a hard time generating leads? It’s almost all of the time. It’s really a huge struggle. And many times, they may be creating leads,

(Speaker 3)
but just through word of mouth. So they get to a point where we’ve implemented systems, and then they need to create more leads, but they’ve never had to do it. So there’s a lot of different scenarios where business owners are like, how do you create leads? Something we hammer on at the conference a lot. Box number seven, create a sales conversion system. Again, box number seven, create a sales conversion system.

(Speaker 3)
Sales scripts, recorded calls, one sheets, pre-written emails, lead trackers, all of the sales tools, the sales print pieces, the OneSheets, the big screens that you see inside the business, whether you’re a doctor, you’re a dentist, you’re a lawyer,

(Speaker 3)
you gotta have sales systems in place. We help you with that. Box number eight, what does it cost you to get another customer? Step number eight, what does it cost you to actually acquire a customer? Step number nine, it’s hard to build organization if you’re not organized.

(Speaker 3)
We’re going to teach you how to create repeatable systems, processes, file organization. Box number 10, we’re going to teach you how to manage people, real people on the planet Earth. This just in, we’re going to teach you how to manage real people on the planet Earth. Box number 11, how to create a sustainable schedule that works for you and your family. Step number 12, how to create human resources systems for recruiting, hiring, training, and retaining great people.

(Speaker 3)
Box number 13, accounting, this just in, we have to cover accounting. It’s not how much you make, it’s how much you keep. We’re going to cover all the accounting things you need to know. And step 14, finally, what is the point of even achieving success? We’re going to go over that. What is the point of even achieving success, how to design a life that you’re excited about, how to design a life where you carve out enough time for your

(Speaker 3)
faith, your family, your finance, your fitness, your friendship, your fun, and where you’re going to spend your focused time. We’re going to go through that, all this and more. Now, the workshop, Sean, it’s June 5th and 6th. It’s a two or whatever price that someone can afford. Sean, why do we let people name their price? Why do we have scholarship tickets available

(Speaker 3)
if somebody can’t afford the $250 general admission ticket?

(Speaker 11)
Well, we don’t want anybody to miss out on it. You could be at a startup phase, or you could be way along in your business. But we want to make it accessible for everybody. I think it actually goes back, too, to a story of your dad. And it goes all the way back to how you’ve always done this as a business coach, trying to make sure that your average people out there have access to the things that work.

(Speaker 3)
Now 7 a.m. to 5 p.m., Sean, why do we go from 7 to 5 both days? I mean, it’s 10 hours a day, 20 hours of training over two days. Why do we do 10 hours a day, Sean, of back-to-back workshops? We do a 30-minute teaching session. We do a 15-minute question and answer session. And then we take a break. 30 minutes of teaching, 15 minutes of question and answer.

(Speaker 3)
Then we take a break. Why do we do that format, Sean? That format is so that we can keep people engaged and not just sitting there listening, but also getting involved. We really encourage people to ask questions and that’s really where the juiciness of the conference comes out is you can put your personal situation and your questions

(Speaker 3)
on the board and Clay will tee off and give you direct advice. Even without being in our coaching program, you can get direct coaching from Clay. It’s really a very engaging format. I enjoyed 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 3)
Tim Tebow is our keynote speaker. Sean, question number three, how much does it cost to come to our in-person two-day interactive business workshop right here in Tulsa, Oklahoma? I think it’s, did you say it’s $250 or whatever you can afford? That’s right, $250 or whatever you can afford. Sean, how do you spell Eric Trump backwards? P-M-U-R-T-C-I-R-E. Oh, that took a long time. I’ll have to listen to this. All right, again, that’s Sean Lohman. I’m

(Speaker 3)
Clay Clark, and inviting you to come join us at the in-person Thrive Time Show, two-day interactive workshop, June 5th and 6th, right here in Tulsa, Russia, Tulsa, Oklahoma. Shawn, I really am excited to have this event. I’m excited to see you at the event, June 5th and 6th, right here in Tulsa, Oklahoma.

(Speaker 3)
Tim Tebow, baby. Oh, yeah, also Ruslan you could be anywhere doing a lot of different things, but you chose to be here

(Speaker 13)
Late Clark is here somewhere. Where’s my buddy play?

(Speaker 19)
Play is the greatest I met his goats today. I met his dogs. I met his chickens. I saw his compound He’s like the greatest guy ran from his goats his chickens his dogs

(Speaker 18)
So this guy’s like the greatest marketer you’ve ever seen, right, his entire life. Clay Clark, his entire life is marketing.

(Speaker 13)
Oh my God! What’s that mean? Hey, hey, hey!

(Speaker 7)
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 are starting to show up for the conference, and it is hot in this place.

(Speaker 7)
We got grill guns over here. We’ve got people playing the drums. We’ve got a fire breather. And man, people are so excited as they come in.

(Speaker 13)
Woo! Woo! Woo!

(Speaker 6)
Woo! We’ve got Eric Antus with Shotguns up there.

(Speaker 7)
We’ve got Steve Burrington with Total Winding Concepts up there talking about what is possible

(Speaker 17)
when you just implement, when you implement, when you do the improvements.

(Speaker 16)
It’s so exciting.

(Speaker 3)
People are going crazy.

(Speaker 13)
Guys, Luke Erickson with the Thrive Time Show here with you. It is day two and the energy is high.

(Speaker 7)
People are so excited to be showing up. The team is so excited to be here. 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. The team is ready. Come on, let’s see what it’s like to go on in for day two. Follow me.

(Speaker 7)
I’ll tell you what, people are so excited to be here for day two. It is going to be incredible. Cannot wait to see what today has in store.

(Speaker 13)
Yeah. Yeah. Yeah.

(Speaker 7)
Yeah. term, 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 how to come up top in Google. It’s doable. It’s possible. Now we’re in the middle of a break 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

(Speaker 7)
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 that you’re receiving the whole time. Right behind me we’ve got Bob with his grill gun, melting an ice sculpture. It is awesome.

(Speaker 7)
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 of the time that we have.

(Speaker 4)
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.

(Speaker 4)
I’m big on systems and processes and always learning better ways to run a business more efficiently. The atmosphere’s second to none. It’s a high energy, really cool atmosphere to be around. Contagious, I would say.

(Speaker 4)
Just something every entrepreneur, I think, would appreciate and love. I’d say humorous, high energy, and full of substance, which I think is the key. A lot of business coaches or seminars maybe are high on motivation and making you feel good,

(Speaker 4)
but don’t have a lot of substance that you can take back and implement the following Monday, where his does. Man, there’s a lot of valuable things. I’m gonna say, I came to this, 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

(Speaker 4)
interviewing people screening resumes and that saving my time on that part is valuable. It was that and then the sales scripting that have been two major things just so far. And I think they’re missing’re missing out on expert advice from somebody who’s been there, done that, built companies, has learned a lot of lessons. That’s what I’m always looking for is somebody that I can learn from that’s ahead of where I am. And I think if you choose not to come, you’re missing out on a lot of good advice that could

(Speaker 4)
help your business.

(Speaker 1)
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 dollars in real estate. So honestly I thought I kind $800 million in real estate. So honestly I thought I kind of knew everything about marketing and homes and then I met Clay and my perception of what I knew and what I could do

(Speaker 1)
definitely changed. After doing $800 million in sales over a 15-year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes. 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,

(Speaker 1)
man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually, in a four-month period of time, has gone from somewhere around 10 to 15 leads in a month,

(Speaker 1)
to 180 internet leads in a month. Just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So, I got a lot of good things to say about the system that Clay put in place with us.

(Speaker 1)
And it’s just been an incredible experience. I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry.

(Speaker 1)
I’ve listened to all the experts in my field. Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention

(Speaker 1)
to what other leading industry experts are doing. And Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it is because the results that we’ve gotten in a very short period of time are honestly monumental.

(Speaker 1)
It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything.

(Speaker 1)
I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town and so we kind of felt like we knew what we were doing and I think for a lot of people they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you if you’re thinking about working with Clay, I mean the thing is it’s month to month. Go give it a try and see with clay. I mean, the thing is, it’s month to month. Go give

(Speaker 1)
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 a hundred and eighty a month that would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody a shot. I would absolutely recommend Clay Clark to anybody who’s thinking

(Speaker 1)
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

(Speaker 5)
regret it because we sure haven’t. My name is Danielle Sprick and I am the founder of D Sprick Realty Group here in Tulsa, Oklahoma. After being a stay at home mom for 12 years and my three kids started school and they were in school full time, I was at a crossroads and trying to decide what do I want to do. My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did.

(Speaker 5)
My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand, and we just rolled with it. I love people. I love working with people. I love people, I love working with people, I love building relationships,

(Speaker 5)
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 brand and help market our business our agents the homes that we represent.

(Speaker 5)
Everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage, eight months ago. And in that time, we’ve gone from myself and one other agent to just this week, we signed on our 16th agent.

(Speaker 5)
We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago I never would have even imagined that I would be in this role that I’m in today building a business having 16 agents. But I have to give credit where credit’s due. And Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen. I started a business because I couldn’t work for anyone

(Speaker 6)
else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school. I can figure this out.

(Speaker 6)
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,

(Speaker 6)
especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been 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.

(Speaker 6)
He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web. With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards

(Speaker 6)
I’m Dr. Chad Edwards

(Speaker 13)
and I own Revolution Health and Wellness Clinic. you you you you you you you you you you you you you Whoa, man.

 

Transcribed with Cockatoo