Business Coaching | How to Turn Your Idea / Business Into a Multi-Million Dollar Thriving Business + Celebrating the Growth & Successful Exits of 2 Clay Clark Clients www.PeakMedicalTech.com & www.TWAPhoto.com

Audio Transcription

Transcribed with Cockatoo

(Speaker 3)
Hi, my name is Ethan Lin, and I’m the owner -operator of Peak Medical Technologies, and we’re based out of Boise, Idaho. I’ve used Clay for about a year now, and generally speaking, he’s helped me quite a bit just in business. So, we have weekly meetings, we go over an agenda, he gives me tasks to do, and he holds me accountable. So things like making sure that we’re doing group interviews, making sure that he has all the information for me needed for the Google searching work that he’s doing. I’m constantly leaning on him for business questions, business kind of things as far as how do I do this or how do I do that? How do I handle this contract?

(Speaker 3)
How do I handle contractors? I’ve learned a lot from Clay about how to work with contractors. We are building some software products right now and I think his visual team is very good. So they provide visual selling kind of brochures, pamphlets. And they look really professional and they came up with all the my website. They did all my logo designs So from a business perspective, it’s been very very good for me Not just that but but having a coach that is holding you accountable.

(Speaker 3)
It’s there to help you so it’s been As a business owner, it can be really lonely. So that’s been a really really good good thing for me so If you choose to use Clay and work with him, I think you’ll be pleasantly surprised. He’s got a lot of energy and I think he tries to impart that energy to his clients and it’s infectious. So it’s been a very good experience. So good luck.

(Speaker 1)
On today’s show, one of my longtime friends and business coaching clients, a man by the name of Ethan Lin with Peak Medical recently had an opportunity to sell his company for a life changing amount of money. So on today’s show, we talk about his process of starting his company. growing his company, and ultimately selling his business. There are so many knowledge bombs during today’s interview. I know it is going to help you and your business. Yes, yes, yes, and yes.

(Speaker 1)
Thrive Nation, on today’s show, we have a good friend and the super guest by the name of Ethan with Peak Medical. Ethan, how are you, sir?

(Speaker 4)
I’m doing great. How are you, Clay?

(Speaker 1)
Well, I’m excited to interview you, my friend, because you have reached the peak of entrepreneurship, the summit of Mount Entrepreneurship. Could you tell the Thrivers about what just recently happened in your life? You don’t have to get into all the nitty -gritty details, obviously, but what just happened?

(Speaker 4)
Sure, sure. Yeah, so I started working with you a couple of years ago. and just sold my company.

(Speaker 3)
So I’ve been in business for from on my own for almost 20 years and sold a company and there you go.

(Speaker 1)
Talk to us about those 20 years when you first started Peak Medical. Like what is Peak Medical now and what was it when you first started.

(Speaker 3)
Sure. Well Peak Medical really is a it was and still is a consulting company and we deal, it’s a niche market that we deal in specifically with pathology laboratories across this great nation. And so we do consulting services, IT consulting services of all kinds. So interfacing, laboratory information support, adjunct staffing, you have it, whatever kind of has to happen with the laboratory system at a pathology laboratory we were dealing with. And so it was basically kind of a lot of, I guess we were in one aspect of the business and we were purchased by a software company who felt that we were a good, I guess, additional resource for them. So they have obviously a software package that they’re looking to put out in the market.

(Speaker 3)
And they needed people with experience who were working with all the different laboratory systems out there. And so we kind of are going to be their integration arm for that.

(Speaker 1)
So but it was a it was interesting. I guess if I could see down the line what would have happened I never would have seen this happening. Now when you started Peak Medical how did you go about getting your first 100 customers.

(Speaker 3)
You know how did you make that phone ring. Well, it was kind of interesting, kind of how it happened. It wasn’t that I had to go and find the customers. In the beginning, the customers were coming to me. I had learned a software package at working for a hospital and decided to go out on my own because I had met all these other software users and I could tell that there was a market for it. And people were asking me to help them, even when I was working at this hospital.

(Speaker 1)
And so, you know, initially the customers weren’t the difficult part. So you found a problem. You saw a problem. And did anybody come to you and announce to you that they wanted the solution? Or did you have to come up with a solution and see if they wanted it? Walk us through that.

(Speaker 4)
When you first saw the problem, did people say, hey, I would pay you to do this? Yeah, yeah. I mean, I was actually meeting these different people. Every year, they had a users conference for people across the country that used the same software package. So I started meeting all these people across the country while I was working for this hospital. And towards the end of my time at the hospital, you know, these conferences, people were starting to ask me for me to help them.

(Speaker 4)
So it was kind of handed to me on a silver platter. so to speak.

(Speaker 3)
It’s a little bit different than some of the other entrepreneurs that go out there.

(Speaker 1)
They start from scratch and have to drum up all their customers from phone calls or whatever else they’re going to do. Ethan, do you like Apple stuff, Apple products? Are you into that?

(Speaker 4)
Do you care about it? I don’t care either way.

(Speaker 17)
I mostly use PC, but Apple software is cool.

(Speaker 1)
Apple stuff is cool, yeah. Well, I was going to say, I mean, something that I certainly don’t have this level of genius. And I’m not saying that you’re not a genius, but you are doing what I would consider to be 90 % of entrepreneurship. You know, you’re looking for a problem that you can solve. Whereas, like, Steve Jobs, you know, Elon Musk, these guys are sort of geniuses in that the world wasn’t running around saying to, you know, Thomas Edison, hey, I would like a light bulb, please, because they didn’t exist yet. Or no one was going up to Steve Jobs saying, hey, the mainframe is too big.

(Speaker 1)
I want a personal computer. They were just unaccessible by the average person. What Elon Musk is doing with SpaceX right now and Tesla, that’s kind of that genius level entrepreneur. And I feel like what you’re doing is like the very realistic entrepreneurship that anybody out there could do. However, it had to have seemed a little scary when you first started Peak Medical.

(Speaker 4)
Do you remember what it was like to start the company? Oh, it was terrifying. It was terrifying. You know, going on your own and, you know, leaving that warm place, you know, it’s a very terrifying experience. Yeah, it’s just a matter of, you know, I got to a point in my life where I was like, it’s either now or never. And I never liked the idea of somebody kind of holding the purse strings and holding things over my head and making decisions that I didn’t know about.

(Speaker 4)
So to me, it was, I weighed the goods, I weighed the bads, and the goods out far outweighed the bads as far as I was concerned.

(Speaker 1)
And you just got to go for it. Now, did you and your wife talk about like, hey, when I get this much money in the bank, I’m going to start the company? Or did you have a certain jump point that you determined? Or how did that decision to go full time, all in, starting your own company come about?

(Speaker 40)
Well, at that time, I actually wasn’t married.

(Speaker 4)
Oh, wow.

(Speaker 1)
The decision was fully mine.

(Speaker 3)
OK. And I actually got offered a consulting contract by a different hospital. And so the reason that it was easier for me to take that jump was I did have a level of stability. I had a full year contract with them. And as an independent consultant, I was able to bring on other customers as well. I wasn’t hindered by a non -compete and that kind of thing.

(Speaker 3)
So it was the best of all worlds.

(Speaker 4)
Had I not had that contract, maybe I wouldn’t have got out of Miami.

(Speaker 1)
I don’t know.

(Speaker 4)
And so how did you pay the bills when you were first getting started? How long did it take you to actually make a profit? I was profitable right off the bat. And I know that’s kind of a unique scenario. But I didn’t have a few months where I was really digging into my savings. I didn’t take any time off.

(Speaker 4)
I kind of quit one job and started right the next.

(Speaker 1)
And that’s what made me comfortable.

(Speaker 4)
So what was the hardest part in growing Peak Medical? As you look back two decades, what was the hardest part? Well, the hardest part for me was as the market changes and as the job changes, you have to kind of look internally, I think, and change the way that you look at the business and change the way that you operate. And, you know, it’s easy to get kind of set in your way, so to speak. One of the great things about working with you was that you forced me to take a look at things and re -evaluate.

(Speaker 1)
I think that’s one of the most important things. You’re a very coachable soul, which is awesome. I know for me, I might have no idea what I was doing wrong with my businesses. I had no idea early on. I just was doing it because that’s what I always do. And then I get to a point where I knew I was stuck and I knew that I needed some help, but I didn’t even know where to turn to for help.

(Speaker 1)
So I turned to a lot of these contract consultants where they sign you in for a one -year deal. and they talk in circles about metaphysics and then you don’t have any action items and it’s just sort of like you just leave with feeling like I must be an idiot because I’m not getting it or I definitely don’t want this anymore but I’m stuck with a contract. I think the neat thing with us is when you told me you’re selling the company, I’m not sitting there every month going, well, you need to pay me for two more years. There’s none of that kind of stuff. And I was truly excited for you to sell the company. Walk us through the process of selling the business.

(Speaker 1)
What were your initial emotions when somebody contacted you and said, hey, I want to potentially buy your business? Was it a negative? Was it a positive?

(Speaker 4)
What were you feeling? Oh gosh, it was across the board.

(Speaker 1)
My first thought was like, this guy is just kind of blowing smoke.

(Speaker 42)
Smoke blower.

(Speaker 4)
Yeah, exactly. That was the first time I’ve ever done it. The first person that ever come to me asking me potentially to buy the business. My first thought was like, wow, this is really different. And I guess going down the line, I was getting kind of excited about it. But one of the great things about working with you was that you were looking at it from a very conspiracy theory type of, I guess, a point of view.

(Speaker 4)
And you really helped me to kind of stay grounded on that stuff. Because I think you have to during that process. It’s not a fast process. It takes a long time. You have to do due diligence. It’s a very involved process.

(Speaker 4)
And you can’t get to the point where your son is saying, OK, forget it, whatever. you really have to, it’s kind of like you’re redoing your house, right? And you know, it starts getting difficult, and you say, forget it, or whatever.

(Speaker 3)
And then in the end, it looks like crap, right?

(Speaker 1)
So that was a fantastic service that you provided me as far as keeping me grounded and helping me through the process and looking at it from a conspiracy point of view, for sure. Now, when you went through the process of agreeing on some initial terms, what was going on on the home front there? Was your wife a big fan of this idea? Was she saying, don’t do it? Were you saying, I’m going to do it? Was there any back and forth?

(Speaker 1)
Was it a deal where she was like, please sell and you wanted to sell? Was there no discussion at all?

(Speaker 4)
What did life look like at the home front at that point? Well, the home front, and I guess I’m very lucky on the home front end is that, you know, my wife is very, very, she’s not somebody that’s going to sit there and tell me not to do something simply because she has a problem with it. You know, we always work together on that kind of thing. But there was definitely a lot of discussion around it. And, you know, we looked at the goods, we looked at the bads. And in the end, all the goods from the sale far outweighed any of the bads.

(Speaker 4)
And again, it takes looking at yourself, it takes looking at the business, and it takes reevaluating kind of everything.

(Speaker 3)
And when I looked at the whole picture, it was a good thing for me, it was a good thing for my employees, and it was just kind of a merger that I felt just good all around.

(Speaker 1)
And something interesting is that as soon as the sale went through, three days later, we’re in major discussions with a couple of potential customers, whereas if If I hadn’t merged with those people and they hadn’t merged with me, then those discussions never would have happened. And I know you really care about your team quite a bit. So before you sold the company, how many people were on your team? I’ve got five people on my team before, and I’ve still got five people now. OK, and I know that weighed on you. You wanted to make sure that everyone had a job, they had a future, they weren’t in a bad spot.

(Speaker 1)
So after you had all those issues resolved in your mind, and then you agreed to terms, the moment that the wire came through, when the money comes in, whatever that amount was, they wired in, did you get a big check? Did you get a sound effect they sent you? You know, did you get a Facebook message saying bling bling?

(Speaker 3)
Did you know, did Ed McMahon show up and say, hey, oh, I mean, what happened?

(Speaker 4)
Well, obviously, I was looking at it from a conspiracy, you know, point of view, as you were coaching me on.

(Speaker 1)
Yeah.

(Speaker 2)
And so my biggest worry was that I was going to sign everything and they’re like, Oh, wait a minute, we’re not going to pay you.

(Speaker 3)
Yeah. Right. So, so basically, it was that the long drawn out process ended on basically a Friday morning. And as soon as I docu signed the documents, I kept watching my bank account.

(Speaker 4)
And within 10 minutes, the wire actually was initiated.

(Speaker 1)
So I can see it as a pending in my bank account. And so it was something that was, you know, it was a big relief.

(Speaker 4)
And when the money came through, what were you feeling at that moment? Were you going, yes, or uh -oh, or what were you thinking? Well, definitely a range of emotions. My first one was like, thank God, you know, that I had, you know, that in the end, you know, they came through on their promises and I did as well. It was a big relief, actually, because the whole selling process is really ñ I was very much out of my comfort zone. I was going through something that I had no idea.

(Speaker 4)
Youíre spending a lot of money on lawyers. Youíre spending a lot of time and effort reviewing. Youíre signing your name to reps and warranties that youíre pretty sure on. But there’s always places where you can forget things or that.

(Speaker 1)
And so it’s a stressful process. So when the money finally came through and everything was signed, it was a relief. So you mentioned you have to sign these representations and warranties documents. What other kind of documents did you have to sign? Because there’s got to be other listeners out there who are trying to sell a company right now.

(Speaker 4)
They’re going through this right now. What other kind of documents did you have to sign? So obviously, the process starts with the due diligence, which basically means that you have to disclose all of your contracts. You have to disclose all of the company’s assets. You have to basically have an open book to everything that they may have an issue with. Idea being is that you want to be as forthcoming as possible because the company that’s purchasing you doesn’t want to get down the line and think, oh, I didn’t know that.

(Speaker 4)
Hopefully, if people are out there selling their businesses or trying to, one of the big things that is is a strong bookkeeper that knows how to do this kind of thing. So my bookkeeper has been awesome. And so our books were tight. They were good. There was no real serious questions from the potential buyers. So we got through the first due diligence process.

(Speaker 4)
And then a big old fat contract comes our way, which is basically the purchase agreement. So the purchase agreement, really, you’re going through there and you’re negotiating back and forth on that on different terms. Again, you’re warranting certain truths about the business that they understand it and that you understand it. You’re disclosing any kind of contracts that may be in conflict. You have to look at it that way. In the end, I also signed an employment agreement and a non -compete.

(Speaker 4)
So by selling my business,

(Speaker 1)
I was agreeing to not compete against them. And I was also agreeing to work with them for two years. OK, so I’m going to make sure, and again, I’m not trying to hold you accountable to remembering every single document you had to sign. But this is powerful stuff for somebody out there.

(Speaker 41)
Did you guys sign a non -disclosure at some point?

(Speaker 4)
Did you sign that?

(Speaker 1)
Yes, yes.

(Speaker 15)
Yes, we did, an NDA, correct.

(Speaker 1)
And was that pretty quick, pretty quick into the deal? Yes.

(Speaker 27)
And then you had a you know a due diligence document which basically let them know like hey I’m gonna provide conflict of interest, you know, my contracts, you know as far as any contracts have You’re gonna fold customer disclosure, you know full asset disclosure a purchase agreement All these things are being a great any other documents.

(Speaker 4)
You remember the end to look at and go.

(Speaker 24)
What is this?

(Speaker 1)
Oh I know you’re leading me somewhere, but I don’t recall. No, it’s okay. I had a rule I wanted to share with all the listeners out there. And I don’t know if you and I ever had to go over this rule, because you had your stuff together.

(Speaker 27)
But a lot of people, I have to go over this with them.

(Speaker 1)
They say, I want to sell my business. And I go, yes! And they go, here’s my problem. And I say, what’s that? And they say… I haven’t really done my accounting for a couple years, man, you know, and so I’ve been having a lot of these brownies, man, and been running around the mountains, you know, having success and having these brownies.

(Speaker 1)
And, you know, a lot of times people are gonna get to a level where they’re, you know, profitable. And if you have loose books, you really don’t get any second looks. Because if somebody calls you and you’re way behind on your taxes or your numbers aren’t accurate, that would have been a nightmare.

(Speaker 3)
Now, you’ve used the same bookkeeper for a long time.

(Speaker 8)
Are they a full -time bookkeeper or a part -time bookkeeper?

(Speaker 3)
No, she was a she’s a part time part time bookkeeper.

(Speaker 40)
Oh, wow.

(Speaker 4)
So yeah, and you know, the good thing about working with her was is that she had access to a fantastic CPA. Yeah. So all of our taxes and that kind of thing were really in order.

(Speaker 1)
And so that was really the easy part of it. whole process.

(Speaker 4)
You should probably buy her a big burrito or something.

(Speaker 1)
You should probably buy her a big burrito or something to celebrate her bookkeeping -ness.

(Speaker 4)
Yeah, exactly. Do you have a Qdoba in town or a Chipotle or what do you guys have there in Boise?

(Speaker 1)
Yeah, we’ve got Chipotle here. We also have a local co -op that actually has fantastic burritos. Oh my gosh, yeah.

(Speaker 32)
You probably have to get a nice co -op burrito.

(Speaker 1)
That’s probably what you have to do there. There you go. I’ll tell you that. Now that you have worked out an agreement, and obviously this is a show that hundreds of thousands of people listen to, so I’m not going to get into the details of the math. But now that you’re in a spot where you don’t have to want for money in the near future, And you’re also part of the team, which is cool. They wanted to keep you around for a couple of years there at least.

(Speaker 1)
That’s pretty cool. How do you feel? What’s going on in your head? Talk to me about the future of Peak Medical as you see it. And what title did they give you?

(Speaker 4)
Is your title like now, are you the assistant water boy?

(Speaker 1)
Or what title did they give you as part of the new deal?

(Speaker 4)
To be honest with you, I don’t even know what my title is.

(Speaker 1)
Oh, nice.

(Speaker 4)
I don’t think they actually gave me a title. OK. But to me, it’s a different perspective because I you know, when I was on my own, you know, and everything is resting on my shoulders, um, you know, as far as the, the, the, the making sure that all the, everything is taken care of, um, you know, everything with the business owner rests with, with that person. And so now, and so the money is always a worry and that I’m a warrior anyway. So to me, I was always worrying about money. So now that, uh, you know, that’s not really a concern anymore.

(Speaker 4)
It’s a different perspective for me and I’m able to concentrate more on the work. I’m able to concentrate more on what I want to be doing. And so there’s a sense of relief there. And so, you know, I’ve got, you know, the job is the same, but I’m learning a lot more. I’m seeing kind of ways that I should have been doing things. I was running it by myself.

(Speaker 1)
I’ve given my employees a lot more room to grow in their own careers. I’ve given them a sense of, I think, a little bit more of relief also because with the new company they’re able to get medical insurance. So everything there has just been a big relief for me. I know you know this, Ethan, but our listeners don’t know this.

(Speaker 3)
A lot of times there’s business coaching programs that what they do is they’ll say, I will coach you for this much money per month, but in the event that you sell your company, I still need to be paid after the transaction, and I will help you negotiate the transaction for an extra fee of, you know, so instead of paying somebody $2 ,000 a month, all of a sudden it’s $4 ,000 a month now because they’re going to help you negotiate. You didn’t have to pay me any extra fees throughout the process, but how helpful was it to know that you had somebody kind of looking out for you during the process who actually was sincerely excited for you to sell it and that you didn’t have some obligation afterwards to continue paying? Oh, the whole thing was fantastic. Yeah, the obligation piece and the payment has always been fantastic with you. And just having somebody there to help me through the questions that I have and to keep me grounded, that was so, so valuable. Like, for instance, you know, we weren’t even done with the due diligence and I wanted to go and tell everybody, you know, like, Ethan, you got to keep it quiet, which was absolutely the right advice.

(Speaker 1)
You have to wait until things are more concrete because you know, it’s an up and down process and you have to be, you have to be concrete before you tell people. So just having you to talk to every week, talk about the problems, helping you, helping me get through it was invaluable. Now, we, since I won’t be talking to you on a weekly basis with our coaching anymore, uh, you, you know, you can still text me and I’m available, but at the same time, I kind of feel like I need to just talk to you weekly to get my, get my fix of Ethan here. So this might just be like a podcast format of the future here. But in all sincerity, we’ve worked together for a couple years, essentially.

(Speaker 1)
And can you share with the listeners how you and I first met?

(Speaker 3)
Did you stumble through a dive bar and I was there like the Jabba the Hutt of the bar? Or how did we meet? So I’m good friends with Brett Denton, who’s owner of Cavell Academy here in Boise, and he’s a business owner also. And I was going through a rough time in my business, and I asked him for advice.

(Speaker 4)
And looking back, I think the issues that I was dealing with maybe over his head a little bit, and he got me in touch with you, which was really great.

(Speaker 1)
And so it was definitely through a friend, but I’m just so glad that we were able to get hooked up. everything that you’ve been able to help me with. And I want to make sure that we go over a few things with the Thrive Nation that you know obviously, Ethan, but the listeners probably don’t. Your website that we’ve helped you modify and build, I mean, You’re fully aware that you own that website, and you don’t owe me any ongoing fees afterwards, right? I mean, I think you know that, I know that, we all know that.

(Speaker 4)
But again, these are things that a lot of companies hold these things over your head, all the deliverables. Could you kind of explain some of the things that your Dropbox account, some of the assets that Peak Medical has now, some of the deliverables that you have that we’ve helped you build over the years that are yours, and part of that sale that we don’t make commission on, just so they can kind of know what all the things are that you got to keep. Sure, yeah. I guess for the listeners out there, when you work with Clay and the group there, he assigns you a Dropbox folder. In that Dropbox folder, he starts putting things as you start working with them. Sales scripts, we worked on so many sales scripts to work those out.

(Speaker 4)
Those are all there and available for me now to use.

(Speaker 3)
All the brand

(Speaker 1)
all the look and feel of the business, that’s all there. We did a lot of head shots of me going in there. I did keep 87 of those for myself. I just kept 87 of those for myself. Just something I’m into is your head shots. Nothing weird here, but when you come to Tulsa next time, we’ll have a fat head of you on the wall.

(Speaker 4)
Nothing weird, just a fat head of you on the wall. Continue, I’m sorry. Excellent, excellent. No, no, all the headshots are there. I still use them here and there depending upon what I’m trying to do.

(Speaker 3)
Obviously, everything on the website, client lists.

(Speaker 1)
There’s also a bunch of flyers in there about different things like the deal wheel. So, just everything that we’ve worked together is there and available still for me. even though, essentially, we’re not working together anymore. So what does the future look like for you now? I mean, now that you’re a big baller, now that you’ve got the spinners on your… Do you get a nice Honda with the spinners on it?

(Speaker 4)
What kind of car do you drive, Ethan? What do you drive?

(Speaker 1)
I drive a 99 Volvo. I’m definitely a cheapskate. You and Bill Belichick are driving the same vehicle, essentially.

(Speaker 3)
Now that you’ve added spinners to your Volvo and subwoofers to your Volvo, and now that you’re running around wearing a mink in the office, and now that you’re getting Botox done on your face at all times, now that you’re kind of in that Jerry Jones phase of your life, what do you see the next 12 months of your life being like? What do you picture for the next 12 months to, let’s say, five years? Well, so the next 12 months, I’m just going to continue enjoying my work that I’m doing now. It’s a lot of the same work I was doing before, but just on a bigger scale now. And I’m learning a lot and having fun. As long as I’m having fun, I’m going to stay.

(Speaker 3)
So again, I got a two -year contract, so we’ll see what happens after two years. I may stay on if possible, or I may at least want to go do something else.

(Speaker 1)
But I’m definitely not somebody who’s going to sit around and do nothing. So, um, uh, but the, the, the beauty of it is, is that I have now that the, I guess the means and the, the, the kind of the, I will have the time to kind of figure out what I want to do and then be able to do it. What advice would you have for anybody out there that, uh, is in that startup phase of where you were, you know, 20 years ago and they’re going through a rough patch. They, they, they, they started the business cause they had some initial wins, you know, some early customers. But now they’re like a decade in and they’re in that wilderness and they don’t know what to do next. And they’re just sort of, you know, they’re just overwhelmed by, you know, just trying to tread water.

(Speaker 1)
Uh, but also knowing there’s a problem and they’re just kind of, what advice would you have for anybody out there listening right now who wants to get to where your company is now?

(Speaker 39)
And they’re not there yet.

(Speaker 4)
They have, you know, they got some initial wins, some early customers, they can pay the bills, but they’re just overwhelmed and stuck.

(Speaker 1)
Yeah.

(Speaker 4)
Well, first piece of advice is definitely call Clay and get business coaching.

(Speaker 3)
Well, I appreciate it. That’s number one. Yeah. But I guess the first question I think you have to ask yourself if you’re going through a rough patch in your business, which I don’t know of anybody who hasn’t. And it’s a difficult process. Number one, because if you’re a business owner, it’s a very lonely place to be.

(Speaker 3)
But I think that you have to really ask yourself and be honest with yourself. Do I believe in the business? If you believe in it, then I say, keep going, don’t give up. Because if you do give up, then all the work you put into there is really, you know, potentially may be for nothing.

(Speaker 4)
So I just say, keep going and figure it out.

(Speaker 1)
There’s always a solution. And it’s just a matter of, of keep going and figure out that solution. And that’s really what it’s all about. And I think that, um, you know, it’s, I loved working with you because you, you did tap into a lot of the different resources. I mean, you came to Tulsa for headshots and, and, and video. and we did print pieces and stuff.

(Speaker 1)
We also did some software enhancements, you know, where we made the software look better graphically for you. And then you came to a conference.

(Speaker 3)
Could you explain for the Thrivers out there what your experience was like at our conference? And feel free to air your grievances, too, if you’re like, it was bad. I mean, please feel free to share. No, no, no, absolutely. So the conference actually was a really great experience. Number one, what I always really appreciate about anything that, all the times I’ve come to Tulsa to work with you or to be there is, it is, everything there is very positive.

(Speaker 3)
The minute you walk in the door, everything there is positive. The people that are there, I think, feed off of that. And so it’s a very, very just kind of good experience to be there because you’re talking with other people. You’re learning about new things. You’re able to kind of figure out problems and talk to other people who have gone through the same issues that you are.

(Speaker 4)
And there’s just a ton of information that you can take away, too, just simply about how to hire people, how to do interviews.

(Speaker 1)
You know, everything that, you know, you struggle with with your business, you know, you guys have gone through and figured out solutions for. So, you know, if you’re struggling with your business, if you’re doing, you know, and if you need help, I definitely recommend going to one of those conferences. Number one, because it’ll make you feel good, but two, is that there’s actual practical solutions that you’ll learn there.

(Speaker 4)
And I feel like at the conference you came to, and it’s been a while, but I feel like you came to the conference where the Delrics were in town, the people from the clinical research facility in New Orleans. Did you meet those guys, Tyler and Rachel?

(Speaker 1)
Do you remember meeting those guys? Absolutely, they’re fantastic.

(Speaker 4)
I had lunch with them. It’s really hard to have a positive environment when you’re surrounded by idiots. Could you maybe talk about the quality of people you met there and maybe our super high -pressure sales techniques that we did between every session, right? And there definitely were no high -pitched sales in between.

(Speaker 1)
It was basically, you guys wanted to impart your knowledge, which was fantastic. So as far as the people there, they’re great. It was just a great experience. Well, I tell you what, Ethan, we have a lot of listeners who listen to this podcast all around the planet.

(Speaker 23)
And I know that you have a niche business, a niche business.

(Speaker 4)
But maybe there’s one out there listening right now that could benefit from your company. Can you tell everybody what your web address is and what exactly you do? Yeah, definitely. I was peakmedicaltech . com and now we were purchased by a company called Gestalt out of Spokane. What Gestalt does is basically they bring the digital age to pathology.

(Speaker 4)
So if you think about radiology, doctors looking at radiographs and determining broken bones and those kind of things, they took that technology and moved it into the realm of pathology, which is looking at slide images. So the idea being is that you can have a pathologist who’s a doctor sitting in his office, and he can be getting slide images from all around the world or the country and be looking at those slides and making diagnoses with them. And so what Gestalt does is that they have a software package that is really a digital platform. So, back in the day, and historically, pathologists have always looked at the actual glass slides.

(Speaker 1)
So, and that type of technology is really, or that technology of workflow is really kind of going away with the advent of digital. So it’s a very exciting time.

(Speaker 4)
And it’s so if anybody’s out there looking for a digital platform for their pathology business, definitely look us up. And my final question here for you, you know, a lot of people say, gosh, you know, sometimes after I sell a business, there’s a secret rebel inside me, you know, that entrepreneur rebel spirit that I used to have, you know, and I feel like now that I’ve sold my business, I’ve kind of in order to become the man I’ve had to sell out, you know? Have you find yourself wearing, like, cut -off, peak medical t -shirts to work and just chanting, peak, peak, peak, peak, even though you’re now clearly a part of Gestalt?

(Speaker 3)
Well, the transition was a good one for me, and so I’m actually, I’m actually excited to be a part of Gestalt.

(Speaker 1)
And I’m kind of jumping in with both feet.

(Speaker 4)
The people that I’m working with now are fantastic.

(Speaker 1)
And so it’s just a good thing for me. Is that a subliminal way, passive aggressive way to explain that you’re wearing Peak branded shoes? Yeah, exactly. Okay, nice, nice. Well, hey, I thank you for taking time out of your busy schedule to share about the transition. I’m so glad that it worked out well.

(Speaker 1)
For the three piece, the people who work for you. That is so cool that the people who work for you, you thought about them before making that transition. So they’re in a great spot. That’s awesome.

(Speaker 4)
Um, too. It’s awesome that the purpose of this business now the two businesses combined are going to be able to achieve so much more than they would have been able to be able to have done individually.

(Speaker 1)
And then three, it’s great that you made some profit there, man. I’m excited about it. Great. Great experience. Well, I tell you what, my friend, don’t be a stranger and, you know, text me if you ever need something. And I just am super honored to know you.

(Speaker 4)
And I appreciate you taking the time to come on on this podcast. We have so much to talk about.

(Speaker 1)
that have reached out about wanting to sell their business or are in the process of selling the business, and you’ve imparted a lot of wisdom that I think that through the firsthand knowledge that really is hard to come by. Well, thank you, Clay, and I appreciate everything you’ve done. It’s been fantastic working with you.

(Speaker 9)
All right, my friend.

(Speaker 1)
You take care, and have an awesome day.

(Speaker 9)
Andrew how you doing my friend?

(Speaker 1)
I’m doing fantastic.

(Speaker 9)
You and I are at the same phase of what I would call Defcon 7 mmm project We don’t recognize that we’re sick.

(Speaker 1)
That’s true. What are your symptoms over there? You know, the good old stuffy nose and cough.

(Speaker 9)
What about the meat sweats?

(Speaker 1)
Do you have to sweat like you eat too much meat? Like spicy meat?

(Speaker 9)
I wasn’t going to bring it up, but…

(Speaker 1)
Okay, so you’re experiencing the spicy meat sweats. Yep.

(Speaker 3)
Do you have the nasal thing going on?

(Speaker 18)
Yep, the nasal thing.

(Speaker 1)
You sound like you’ve smoked a lot of packs of cigarettes. Your voice is a little different.

(Speaker 9)
Yeah, it sounds like I’ve been smoking a lot of cigarettes.

(Speaker 1)
What other symptoms? Any other symptoms? Are you at the bottom right now, or are you at the peak?

(Speaker 9)
I feel like I’m coming out of the bottom.

(Speaker 1)
Same here. Here’s what happens is, we have a process here, a system, a culture, a theory, a principle, a way of life, really, at this Rhyme Time show that we call No Days Of.

(Speaker 34)
And why do you and I really not take days off, unless we have to be in the hospital?

(Speaker 1)
Because if you only work on the days that you feel like it, then you can never get anything done. Think about how screwed we would have been this week if on Monday I didn’t come in to work. Right. And you didn’t come in. Oh yeah. So then somebody would have to fill in to run my meetings.

(Speaker 1)
Yeah. Someone would have to fill in for your ad reports. Yeah. And your meetings. Yeah. And then the person who was filling in now is going to have to fill in for them.

(Speaker 1)
And pretty soon you’re running out of people to fill in. And all of a sudden you’re like, oh man.

(Speaker 9)
So if you’re out there today, I just want to do, I want to make sure you know, here does your due diligence.

(Speaker 1)
Do some research, because I want to brag on this guy, Ethan with Peak Medical Tech.

(Speaker 3)
This guy has been a client of mine for years.

(Speaker 1)
He was referred by a friend of his, Brett Dittin, over there at Cavell Fit, a fitness facility based in Boise.

(Speaker 3)
Two different industries, he was referred by a friend, he’s been a super coachable guy.

(Speaker 1)
However, Andrew, nothing works unless our clients do.

(Speaker 36)
So what if we had recommended for Ethan to get his website updated and he didn’t do it?

(Speaker 1)
then it would never happen.

(Speaker 9)
He wouldn’t have any progress.

(Speaker 38)
What if I asked him to record monthly podcasts that you can find on his website, but he never did it?

(Speaker 37)
Well, he would never reach the top of Google.

(Speaker 1)
What if I advised him to lead his staff meetings differently, but he never did it? He would have, depending on how he managed it, a possibly dysfunctional staff. So are you saying that he had results because of what he did? Absolutely. Not based on what he just learned? Based off of action, yeah.

(Speaker 1)
Really?

(Speaker 9)
Yeah. That seems like a profound idea.

(Speaker 1)
I’m not really sure if everybody out there is getting this. This is a guy who diligently did what he’s supposed to do each and every day, which is why his company was able to achieve extraordinary success.

(Speaker 9)
Ordinary is just working when you feel good.

(Speaker 1)
Right. But extraordinary is working when you don’t feel like it.

(Speaker 35)
You know, extraordinary is going beyond the ordinary, and that’s what Ethan’s done there.

(Speaker 1)
And how cool does it feel to work with a company, Andrew, knowing that when he sold the business, at the very moment when he should be the most excited, he doesn’t have to deal with a business coach or a web program that would call him off, a web company that would say, oh, by the way, you owe us for your website.

(Speaker 3)
It’s so much relief knowing that you have everything, knowing that you don’t depend on someone else at that moment anymore.

(Speaker 1)
Once you’re ready, you have it. And working here, doesn’t it feel good for you to know?

(Speaker 9)
that your clients, when they sell their company, they don’t owe us some ongoing fee? Yeah, absolutely.

(Speaker 32)
I think about this.

(Speaker 1)
I didn’t charge them extra to negotiate the sale of the business either.

(Speaker 9)
Right. There’s a lot of companies that do that, though. Yeah, they try to squeeze every penny out of you. You’ve worked with, I think about Papa Gallo. You were talking to them today? Yeah, I talked to them today.

(Speaker 1)
They’ve had crazy wins today. Crazy?

(Speaker 9)
What kind of wins do they have today?

(Speaker 1)
Today, just this past week, they’ve been trying to get up and hit a sales goal and they finally hit that sales goal. They’ve been trying to hit 1 ,000 tickets in a week and they finally hit that. They have had the greatest sales week. They’ve had the greatest week in the bar. They’ve had just crazy amount of wins. They’re killing it.

(Speaker 1)
So what I’m going to do is I’m going to share some of the specific action items and the knowledge bombs from today’s show, just so we can unpack them. But I want to make sure that all the listeners out there know, no matter what industry you have, whether it’s a pizzeria or a biomedical tech company, we can help you grow. Absolutely. As demonstrated here, whether it’s a B2B business, right? Some people will say, well, my business is business to business. And so could you possibly work with me because my business is business to business.

(Speaker 1)
I’m not business to customers. And they have little fancy names like, I’m B2B, I’m not B2C. Okay, so I’m your b2b not b2c. Yeah, we’re this guy’s business to business. Okay, his clients include UCLA Stanford Oregon Health and Science University the University of Washington I mean, these are clearly large organizations, right? But let’s recap the things that that he had to do in order to get prepared to sell that business One he had to do what in the Andrew?

(Speaker 1)
I don’t know. We’ve talked about this a lot, but he did what I would call the 90 % of entrepreneurs game He went that route, which is he just saw a problem and solved it. I really do believe that’s what 90 % of people should be doing. However, he didn’t go with the Steve Jobs move. This is called genius entrepreneurship. the 90 % entrepreneurship on there’s the everyman entrepreneurship right and then there’s the genius entrepreneurship I can’t do genius on to the genius entrepreneurship the 90 % entrepreneurship is where you look for a problem and you solve it right you say you know the world needs snow cones and I’m gonna make those snow cones that’s not a genius move A genius move is like Steve Jobs where you say, world, excuse me, world.

(Speaker 1)
Ladies and gentlemen, I know that nobody out here is wanting a personal computer.

(Speaker 9)
Let me survey. How many of you here want a personal computer?

(Speaker 1)
If you asked people when Steve Jobs was first creating Apple if they wanted a personal computer, There would be nobody that would say they wanted one, because they were currently mainframe computers only used by nerds. So what he did is he said, I’m going to come up with a way to make a computer, he and Wozniak, that is going to be used by every man. And then we’re going to introduce it to the world. That is a genius. Another example, Elon Musk. If he ran around saying, world, how many of you want reusable rockets and a completely electric car?

(Speaker 36)
No one would want that.

(Speaker 1)
But he’s creating things, and then the market realizes, oh man, I need that. Yeah, he’s creating a market. He’s opening a gap and filling it himself. I got nothing on that. I mean, I can’t, I’m not that smart. Thomas Edison, this guy, if he ran around asking people with lanterns, Right.

(Speaker 1)
So how many of you guys, by the way, in all scenarios, these inventors apparently had megaphones, but how many of you guys would like an incandescent light bulb? It’s an incandescent light bulb.

(Speaker 9)
No one would even know what that is.

(Speaker 1)
Oh, what? Because it hadn’t been created yet. Right. What about recorded audio? Right.

(Speaker 28)
Imagine going back in the day.

(Speaker 1)
How many of you want to be able to hear your voice on a piece of wax? I think a lot of people would say, you’re an idiot, or you’re a demon.

(Speaker 35)
I don’t think anybody would want that thing.

(Speaker 1)
Those are geniuses. Absolutely. And the problem is, if you’re going to be a genius, if you’re going to create like a creator, Steve Jobs, uh, so good with the marriages, you know, uh, Elon Musk, not so good with the marriages. Thomas Edison, so good with the marriages.

(Speaker 9)
So what happens is a lot of these complete genius game changer guys They have to sacrifice every part of their life to get that win in business.

(Speaker 1)
I’m more about the everyman. I’m about creating a business that will create time, freedom, and financial freedom to you. Systems. For you. And so, Andrew, you and I were talking about this, but Thomas is one of our clients with Full Package Media. Yep.

(Speaker 1)
And he was a paramedic. Right. About three years ago. And we’ve worked with Thomas since the very beginning, literally the very beginning of Full Package Media. And Thomas, I only met Thomas because somebody who used to work for me was running around the Dallas area pretending to be my partner. And I didn’t, so they hired Thomas without my knowledge, because I didn’t know that I was in partnership with this guy.

(Speaker 1)
It’s an incredible story. And he hires Thomas, and then unbeknownst to me, he doesn’t pay Thomas for the longest amount of time. He’s using my name to open a business, hires somebody using my name, and then using my good name doesn’t pay the guy. So the guy’s a smart guy, Thomas. He drives up from Dallas to Tulsa, unannounced, to get paid.

(Speaker 9)
It was at that moment I said, Thomas, I didn’t know who you are.

(Speaker 1)
I didn’t know how much money do you think I owe you. It was like two or three thousand dollars. I think maybe it was a thousand.

(Speaker 34)
I don’t remember.

(Speaker 1)
You have to ask Thomas. But it was less than five thousand dollars. Right. And I was like, well, I don’t know who you are, but I’d love to pay you, you know, for work that you do with me. But since I don’t really know you, I mean, how much do you owe me?

(Speaker 9)
have made up any number. Yeah.

(Speaker 1)
And so I paid Thomas what he was owed because he’s a young guy, he’s a paramedic out there working without pay.

(Speaker 33)
And I said, well, hey, why don’t we just coach you and grow this thing?

(Speaker 1)
So we’ve grown full package to the point now where it’s, think about this, in the month of February, which is typically the slowest month of the year, Dude’s doing north of $25 ,000 a month of revenue.

(Speaker 32)
It’s crazy.

(Speaker 9)
Or a week of revenue, $25 ,000 a week.

(Speaker 1)
Think about this.

(Speaker 15)
If you were doing $25 ,000 a week of revenue, and you were doing that times 52 weeks a year, that would be $1 .3 million.

(Speaker 1)
It’s hot. And the profit margins on that company, by the way, because it does real estate photography. By the way, everybody should look this up real quick.

(Speaker 9)
It’s called Full Package Media.

(Speaker 1)
Full package media, look this up. This is a company that, Andrew, what kind of a profit margin do you think you could make on 1 .3 million if you had a full package media? Ooh, off the top of my head, I don’t know, 25? 25 %? It’s about a 32 % profit margin. Ooh.

(Speaker 1)
That means that you as the owner would make $416 ,000. That’s hot.

(Speaker 9)
That’s incredible.

(Speaker 1)
Doing real estate photography.

(Speaker 9)
Yeah.

(Speaker 1)
Now, what’s really cool is we’re going through the process of franchising that.

(Speaker 9)
Now, here’s what’s going to be crazy.

(Speaker 1)
My understanding is that you guys might be doing Oklahoma City? Yeah, we’re looking at Oklahoma City, yep.

(Speaker 3)
Speculate.

(Speaker 1)
What do you think it’s going to cost? Thomas and I are going through the line item list of what it’s going to cost. Because the way we do it is we sell the franchise for a dollar, and then if you have one, what happens is that every week a team on your behalf, so you don’t have to make these calls if you’re a franchise owner, you don’t have to make these calls.

(Speaker 9)
The full package team will call the realtors for you.

(Speaker 1)
and schedule the first shoot. So you just wake up with a full calendar every day. How much money do you think it would cost you in initial equipment to get going? Oh man, with gear and everything. You know, for cameras, I mean, you got cameras, you got drones, lenses, you know. 30, 40 grand?

(Speaker 9)
Yeah, we’re talking about 30, bro.

(Speaker 1)
Oh, man. For 30 grand to be able to generate some sick revenue, that’s a move. And you know how I build businesses, but the whole point is to create what? To create time freedom and to reach your goals and your why. Time freedom and financial freedom, that’s the goal, right? Steve Jobs, though, what was his goal?

(Speaker 1)
What do you think Steve Jobs’ goal was? To make a device that’s simple and can do very few things well for the masses of people. Steve Jobs. I think you’re pretty close there. Steve Jobs, what he wanted to do is he wanted to create simple devices that are usable by the average person, that were elegant, that were simple, and that had unbelievable performance. But Steve Jobs, I mean, his goal was to just make the best products ever.

(Speaker 1)
Insanely great products is something he talked about a lot. So you can’t ever really achieve time, freedom and financial freedom if you want to make insanely great products as your end goal. Right. If that’s if that is your end goal above your time and family and everything else, there’s a tradeoff. And that’s why I would encourage everybody out there. If you got a full package media today, just check out that website.

(Speaker 1)
I mean, if you’re out there and you’re going, I’m a doctor. I’m a foot doctor. I’m an ears, note, and throat doctor. I’m a dentist, and I don’t make $400 ,000 a year. I want to make $400 ,000 a year, and I’d love to have time freedom too. Tell me more.

(Speaker 1)
Well, you got to go up there to fullpackagemedia . com and check it out. This is a real guy. Just Google search Dallas real estate photography real quick. Dallas real estate photography.

(Speaker 9)
Do a search for it.

(Speaker 1)
And when you search for it, you’re going to see that right there, Full package media comes up. number one on the search engine results right there. And it’s not because I’m a genius. It’s because we know the systems. We know the processes. And if you’re out there and you want to earn time freedom and financial freedom, there’s multiple ways to do it, one of which is to do what Ethan did.

(Speaker 1)
In my opinion, this is the hard road. It’s where you start a company from scratch and you grow it. And Ethan said on the show, it’s taken him 20 years to do it. 20 years. If you’re somebody who has the tenacity to do it, through our coaching program, we can help you do that. That’s one way.

(Speaker 1)
Way number two is buy a freaking franchise. Now, a lot of times you buy a franchise, they’re going to charge you up front like 50 grand up front for the fee, 25 up front for the fee. If you get a full package, it’s $1.

(Speaker 9)
That’s crazy.

(Speaker 1)
Now, it’s not $1 for everybody.

(Speaker 9)
It’s $1 for the first 20.

(Speaker 1)
So if you’re out there and you say, I’m interested. Well, you got to go, what you got to do right now is you got to go up to full package media, look for the contact form, and just request to learn more information. And then we’ll schedule a discovery day where you can learn more about the ins and outs and how it works. And then Thomas is in the process of finalizing the franchise disclosure document. And so those will be first come first serve really starting in June. But it’s $1 for the first 20.

(Speaker 1)
So if you’re out there and you’re going, I have $1, check. And I could probably round up 30 for equipment, check. might be the right kind of fit. Now here’s the deal. You sound kind of sick, and I sound kind of sick. So you got to be willing to work on the sick days and not drop the ball.

(Speaker 1)
Because if you’re self -employed and you only have one employee when you start, when you call in sick, what happens? You call in sick, you’re calling yourself, and no one’s going to run the business. If you call your customers and say, oops, I’m sorry, I can’t do the real estate photography shoot today because I’m sick, what’s going to happen? That’s going to cause you to have a very bad reputation. But if you want to get time freedom and financial freedom, you’re going to push through that, OK? So one, he went with e -commerce.

(Speaker 1)
with a 90 % of entrepreneur game that I’d recommend, which is find a real problem that people actually have now, not a problem of the future, and solve it. The next thing is he started from the bottom. He decided it’s either now or never. So you have to determine your jump point. You could talk about this forever. You could get in there and talk about, you know, someday I want to open a business.

(Speaker 1)
Well, Monday, Tuesday, Wednesday, Thursday, Friday, Saturday, Sunday are all going to come this calendar week, but someday will never come. The next thing is you got to understand only the conspiracy theorists survive. Only the conspiracy theorists survive, according to Andy Grove, the former CEO of Intel. Think about that. So when he was telling me, Ethan was telling me about somebody wanting to buy his company, I advised him to be very skeptical of the entire thing. Stay grounded and objectively weigh the pros and the cons.

(Speaker 1)
Weigh the pros and the cons. Look at them and say, is there more pros? Was there more things in favor of this deal or more things going against the deal? And then you’ve got to do the due diligence process. And your coach can help you through this process. But the person who has loose books never gets second looks.

(Speaker 1)
You’ve got to stay on top of your numbers. You’ve got to stay on top of the numbers because people try to pump them up and lie about the numbers when they try to sell the business. And if you’re lying about the numbers and you’re not paying taxes on your income, you can’t sell the business because people want to buy the business for what you’re paying yourself. You can’t say, well, secretly on the side, I take a lot of money. but I don’t pay taxes on it. You can’t do that.

(Speaker 1)
You’ve got to have this in high integrity bookkeeping. Then you’ve got to go through this process of signing a non -disclosure agreement. Then you’ve got to go through the due diligence document where you’re agreeing to state any conflicts of interest that you have. You’re willing to say, I’m going to not compete if this deal goes through. You’ve got to agree on an employment agreement if they’re going to keep you around. So in Ethan’s case, they wanted to keep him as part of the company for at least the next two years.

(Speaker 1)
Then you’ve got to provide a list of all of your clients. customers. Oh yes. And of all your current assets. Then you have to have an attorney review a purchase agreement. And then after you do a sign where you sign for the representations and warranties you agree that what you’re saying is true.

(Speaker 1)
Then you got to cross your fingers and go through the negotiation process. And then they wire you the money and then you go buy a bunch of burritos. That’s what happens. So again, if you’re out there and you want to become super successful, I know that you can do it. But you got to decide today. Are you going to buy a franchise?

(Speaker 1)
Are you going to grow your own thing? You know, are you going to grow that thing? Are you going to buy an existing business? What are you going to do? But don’t just wait for it because the time will never be just right. My name is Clay Clark.

(Speaker 1)
This has been another outstanding edition of the Thrive Time Show on your radio and podcast. Download. Encouraging you. No days off when you’re starting a company. No sick days when you’re starting a business. Just show up.

(Speaker 5)
God blesses the hands of the diligent. According to Proverbs 10, 4, God blesses the hands of the diligent and punishes the hands of the slacker.

(Speaker 1)
People don’t like that part.

(Speaker 5)
So look it up. Proverbs 10, 4. We like to end each and every show with a boom. And so now, without any further ado, 3, 2, 1, boom. Well, Thrive Nation, we are the Thrive Time Show. What we do is we help businesses grow their business owners to grow their businesses.

(Speaker 1)
The purpose is to create time freedom and financial freedom. And we’ve had a longtime client that we’ve worked with. And this is sort of like our exit interview, because he’s actually exited the business.

(Speaker 5)
And so he’s at the other end of the rainbow, or he got to the top of the mountain, or he hit his big goal. And I’m honored to call him a friend and a longtime client. Tim Whaley, welcome on to The Thrive Time Show. How are you, sir? I’m doing outstanding, Clay. Thank you for having me on.

(Speaker 5)
Can you tell everybody, how did you first hear about what we do in terms of business coaching? I first heard of you through your podcast, actually.

(Speaker 1)
So I started listening, was very intrigued. Actually, you had built and sold businesses in the industry that I was in. So it seemed like a natural fit to inquire about coaching. Yeah. And, you know, once we once we connected and you did your I’m not sure if it was an onboarding interview or is more of a, you were going to determine whether or not we were a good fit. I think that was it.

(Speaker 5)
But once we did that, I was hooked and was really hoping that you would take me on as a client, which you did. Now, before I met you, I mean, you’d been in business for a long time and one would say you’re probably the dominant resource or one of the top providers in your industry before we even met. Could you tell the listeners how implementing the Dream 100 system impacted your business growth? Oh my gosh. So within just a few short years, it doubled our revenue, plain and simple. So Dream 100 was by far the secret sauce for our success and really the reason why I was able to exit my business ahead of schedule.

(Speaker 5)
So just a brilliant program, makes total sense. As a company, it’s one of the few marketing slash advertising outlets that you have total control over. It’s not like you’re on Facebook, which owns Facebook, or Google, which owns Google.

(Speaker 1)
But I mean, you own the system. You make it work, and great things happen. Now, with the Dream 100, you have to identify the vendors that you want to refer you, or the prospects that you want to refer.

(Speaker 5)
You have to identify the ideal and likely buyers that you

(Speaker 32)
want to refer you.

(Speaker 5)
And then you have to reach out to them consistently. And you guys have done a phenomenal job at doing that. What were a couple of the challenges of persistently reaching out to people to get them to refer you guys a business? Well, a couple of things. One, you just really have to find the right fit.

(Speaker 1)
You have to find the right employee or employees. Because really, when you’re going out there, you need somebody who’s obviously great at building relationships. And that’s a lot of different people. But what I found is you also just need a hunter killer. So it’s not necessarily somebody who’s very personable and great with people, but somebody with those qualities, but also just has a, like I said, a hunter killer, just wants to, has a drive to bring business in. And you find that person, And they just make it happen.

(Speaker 1)
And we were fortunate enough to find a couple great employees who were just very good at that. And now that you have sold the business, you’re going to stay on as an advisor to make sure that the brand is successful and that sort of thing. What does it feel like to be on the other side of the rainbow, or to be at the top of the mountain, or to be on the other side of selling a business that you started so many years ago? Well, Clay, it’s only been six weeks. So obviously some mixed feelings there, but if I had to put it into one word, I would have to say freedom. Okay.

(Speaker 1)
Yeah.

(Speaker 31)
So it feels pretty darn good.

(Speaker 5)
And my wife and I are very excited. And obviously we’re still, you know, we’re still helping the new ownership transition and whatnot. So there’s, there’s stuff we’re doing and stuff to be done, but overall it’s, you know, when you’ve been hitting it hard for 33 years, and then all of a sudden you don’t have to, feels pretty darn good. not going to lie. Now, Robert Kiyosaki, the bestselling author of Rich Dad, Poor Dad, I recently interviewed him. And he had me on his show.

(Speaker 5)
And it’s been kind of fun to connect with this guy who wrote the Rich Dad, Poor Dad series. And it’s just fun to connect with him. And he’s been talking borderline obsessively on his show recently about, it’s not what people say, it’s what they do. You need to watch what people do, not what they say.

(Speaker 1)
And I think a big thing about having a business coach or a personal trainer if you’re into fitness is if you’re into fitness, you need to have a nutritional plan. You need to have a workout plan. And then you need someone to hold you accountable. And if you’re a business owner, you need to have a business plan. You need to have weekly actions that you need to implement. And then you need to have some accountability.

(Speaker 1)
How has having a business consultant or a coach to guide you down the path, how has that impacted you? Tremendously. So, there’s a running joke between my wife and I. I will often say I’m the most consistently inconsistent person you want to meet. So, historically, I’ve been the guy who starts this, goes for a little while, and then, you know, sees, you know, I’m like a squirrel, right? I see the next great thing, and I’ll go after that for a while.

(Speaker 1)
And so, I’m an artist, right? I’m a photographer first. And, you know, business guy second, I guess. So you have helped corral my artist brain and having, you know, the weekly accountability calls and the action plan has definitely helped me stay focused on what needs to be focused on. So, yeah, it’s been it’s been life changing. Nothing short of life changing.

(Speaker 1)
Now, I want to pull up something real quick and get your thoughts on this, because you and I have worked together, I think, for about three years, or is it? How long did we work together there before you exited the business? Do you know? We started in 2019 So 2019, OK, so we’ve worked together for quite a while there. And so 2019, wow, so that’s almost five years, four and a half years or so. But if we do a search for carpet cleaning quotes, I’ve worked with one particular brand for 14 years, I think almost 15 now.

(Speaker 1)
And they have 271 ,000 Google reviews. So for 14 consecutive years, I’ve been talking to the same ownership about you have to gather objective Google reviews. from your ideal and likely buyers. You have to get reviews. After you clean the carpet, you have to gather video reviews and Google reviews. And we talk about it every week.

(Speaker 1)
And it’s just like bamboo. I keep coming back every week. You can’t kill it. I come back every week talking about the reviews. And in a world now, where people go online to look stuff up, this has been a powerful tool for oxyfresh . com.

(Speaker 5)
It’s grown from a handful of locations now to 500 plus locations. How has gathering objective Google reviews and video reviews impacted your sales process? Well, I feel like it’s a one -two punch, Clay. So Dream 100 and the reviews work hand in hand. So the majority of our business comes from the Dream 100. you know, that’s one referral source.

(Speaker 5)
So our couples will be referred by, you know, venues, but they want to check us out. So they’re going to go online and look for our reviews. So, you know, not only do you have to have a ton of reviews, but you have to have a ton of five star reviews.

(Speaker 2)
And so the referrals plus the social proof on Google brings them in.

(Speaker 1)
questions I have for you, then I’ll be done harassing you here, is, you know, you now have got all the systems, the scripts, the website, the ads that work, the Dream 100 system going. And so to give people some clarity, you now have a turnkey marketing system in place. I mean, you have a Dream 100 system that works. You have an online advertising program that works. You now have a sales process that works.

(Speaker 1)
It’s all documented. It’s all systemized for the new owner. So what would you say for anybody out there that is maybe thinking about coming to one of our in -person workshops or scheduling a free 13 -point assessment with myself or a member of our team?

(Speaker 5)
What would you say to somebody who’s kind of on the fence about maybe coming to a workshop or scheduling a free 13 -point assessment? Get off this fence. Just get off the fence, bottom line. you know, you’ve helped make my company sellable. Right.

(Speaker 1)
So those systems is exactly what made our company attractive to the buyer. They were looking for a company that was highly successful, that they could then take and scale. And our business qualified because of what we’ve done over the last five years.

(Speaker 30)
And so, yeah, I would never I would not hesitate.

(Speaker 29)
I’ve told anybody who’s ever, you know, asked me about, you know, my coaching relationship with you and your organization, I said, I wouldn’t hesitate.

(Speaker 1)
Never in a million years. You have literally changed my life as a result of what you’ve taught me.

(Speaker 2)
You know, you have got to come to Tulsa one of these days here. So I know you guys are going to enjoy your retirement or whatever it is you’re doing. But at some point, if you ever get the bug and you ever start a new thing or you’re ever in the Tulsa area, I really want to see you guys. And you have my cell phone number. We can talk whenever. But I just want to tell you, it’s been an honor working with you.

(Speaker 1)
And it’s been so exciting to help you hit your goals. And I know you’ve worked 30 -plus years to go on this dream vacation lifestyle that you’ve built.

(Speaker 14)
What would you say to anybody out there that has a business and they feel

(Speaker 2)
my final question for you, they feel overwhelmed by all the systems they have to build, and they’re not at the top of the mountain, they haven’t sold the business yet, it isn’t systemized, and all they see is perpetual chaos, what would you say to that person? Take the next step, right? Every journey begins with the next step, and that next step should definitely be contacting you guys. If they just do that, The rest will take care of itself. You make sure of that.

(Speaker 28)
So, Tim, it’s an honor serving you again.

(Speaker 2)
I appreciate you very much. And don’t be a stranger there, sir. You got it. Thank you. Take care, Chief. Bye.

(Speaker 2)
Yep. Can you kind of explain the growth that you’ve experienced over the past three years? Yeah, it’s really been something special. You know, I came on five years ago. And I mean, it’s right in the middle of COVID. Everybody just, you know, everything was uncertain.

(Speaker 2)
And, you know, at the time we were, you know, hoping to do two, three million dollars a year. And we really have, like you said, it’s grown exponentially. How would you describe the impact of having a team that relentlessly follows up on implementing a proven plan? How would you describe the impact of that on the business, Petroliaroofing . com? You know, I think, especially for those who, if you’re either just starting out or you’ve been at it for a while and you’re just not getting the traction you’d like to see, I think it really is a no brainer.

(Speaker 2)
Especially when you look at the costs of some of these other SEO companies to have a website built or, you know, to work with a designer to have print pieces developed. You guys do all of that stuff in one place.

(Speaker 1)
You’ve made videos for us. There’s, you know, A number of things that you guys have done for us that had I tried to set out to do it myself would have taken a lot longer and then would have taken me away from the things that I was doing. to be doing. And that’s ultimately I think where a lot of business owners are finding themselves. They’re not outselling because they’re too worried about getting this flyer right or they’re too worried about trying to generate articles for their website. And the other side of it I think is like I mentioned earlier, you don’t know what you don’t know.

(Speaker 1)
And you guys have, you know, a long track record of working with businesses and helping them grow, you know, a lot of stuff about what works and what doesn’t work. You also are kind of tuned in with the changes that, you know, Google’s always making to the algorithm and stuff like that. And so you’re, you can be in their corner and kind of take that off of their plate, they can focus on what they do best. And you guys can really kind of come alongside them and and bolster the efforts that they have in building that strong business. So I really think it’s something that a lot of folks should consider, because, you know, when you look at a lot of these guys, they’re not looking at cost per lead. They’re not thinking about, you know, how many articles should I have on my website?

(Speaker 1)
And maybe they don’t even know that they should be thinking about that. And so having somebody that knows a little bit more than he is always a good thing.

(Speaker 2)
Well, I mean, really, it’s just right there in the name. We just do roofing. We’ve, you know, there’s a lot of companies that say they do roofing and restoration or, you know, and we’ve decided that roofing is our bread and butter. It’s what we’re excellent at. And so, you know, when it comes to hail season and stuff like that, and people have hail claims, we want to walk them through the process and make sure that they’re taken care of and that they know they’ve got a roof they can trust as well as a roofer that’s going to be in their corner down the road. We have done and are working on expanding the commercial side of our business.

(Speaker 2)
So we really do it all. Our founder has a lot of experience with all the different roof systems, and then we have a great team of people who have come along. over the years that are very knowledgeable and can handle all the roofing from, you know, steep flat and everything in between is what I like to say. Shea, today’s guest, is a very normal, hardworking, diligent business person. This is a guy who’s diligently implementing the systems that we’re teaching. And I really wanted to interview him on today’s show because Carter, the coach and consultant that works with Petralearoofing .

(Speaker 2)
com, Carter keeps saying, Clay, these guys are super normal.

(Speaker 1)
They’re not weird. They’re super relatable. Since we’ve been working with you, the cost now to generate a lead on the internet is down to $12 a lead. We’re down to $12 a lead for every lead generated off the internet. I talked to a lot of roofers, a lot of doctors, a lot of dentists. They’re telling me they’re paying $400 a lead.

(Speaker 1)
They’re telling me they’re paying $150 a lead. They’re saying they’re paying $300 a lead. These are people that are doing radio, people that are doing billboard ads. Can you talk about the impact that’s made on your company, having your internet leads now coming in for $12 per lead? Yeah, it’s one of those funny things. At first, it does start off a little higher, but the more that you’re doing it and the more time you’re putting into building quality content on your website that can back that and drive people to your website and drive people, help the search results, it really does start to pay off in the long run.

(Speaker 1)
A fresh website that also doesn’t look like every other website out there, a logo that sets us apart from other roofing and restoration and construction companies. And just all the stuff that we’ve been doing, you know, with the website, you know, stuff that we didn’t even know to think of, you know, it’s kind of hard to know.

(Speaker 2)
I mean, you know, there’s stuff that you should do, but then there’s stuff that you don’t even know that you should do. And, and so kind of shedding light on some of that stuff and being able to, you know, point our, um, resources

(Speaker 1)
the right direction has really, really helped. A phone call really never hurt anybody. Like you’re saying, it never hurt to talk to somebody and have them take a look and offer suggestions. I think people, ultimately, they’re going to be surprised by what they hear, how easy and practical it is to implement a lot of this stuff. Some might be a little concerned how much time and effort they’re going to have to put into it. But ultimately, you get out of it what you put into it.

(Speaker 2)
But for those who are just tired of being so busy but not actually getting anything done because they’re focusing on the wrong things, I really think they should give you guys a shot. Folks, what I find all the time is wonderful people listen to this show and they say, I don’t know if I could do it. I know that you guys teach entrepreneurs how to succeed, but I don’t know if I can do it. I know I grew up without financial resources.

(Speaker 1)
I know what it’s like to not have money and I know what it’s like to feel like that maybe you don’t have what it takes to become successful. And so on today’s show, this is not a backhanded compliment of today’s guest, but Shay, today’s guest is a very normal, hardworking, diligent business person.

(Speaker 2)
This is a guy who’s diligently implementing the systems that we’re teaching. And I really wanted to interview him on today’s show because Carter, the coach and consultant that works with Petralearoofing . com, Carter keeps saying, Clay, these guys are super normal. They’re not weird. They’re super relatable.

(Speaker 1)
You got to have them on the show. They can encourage people about the growth that somebody can have. With that being said, Shea, welcome to the Thrived Time Show. How are you, sir? I’m doing wonderful. Thanks for having me.

(Speaker 1)
Now, Shea, I’m going to pull up your website so people out there can know that you’re a real company with real products, real services. It’s PetroliRoofing . com. That’s the website, PetroliRoofing .

(Speaker 2)
com. And as I’m pulling up that website, I’ll put a link on the show notes. Can you kind of explain to the listeners out there, what are the services that you guys provide there at PetroliRoofing .com? com? Well, I mean really it’s just right there in the name.

(Speaker 2)
We just do roofing. We’ve You know, there’s a lot of companies that say they do roofing and restoration or, you know, and we’ve decided that roofing is our bread and butter. It’s what we’re excellent at. And so, you know, when it comes to hail season and stuff like that, and people have hail claims, we want to walk them through the process and make sure that they’re taken care of and that they know they’ve got a roof they can trust as well as a roofer that’s going to be in their corner down the road. Now, as far as petroleum roofing, do you do commercial roofing and residential or tell us about all the kinds of commercial or all the kinds of roofing services that you guys provide? Yeah, so we have primarily done residential over the years, just because that’s a pretty natural direction to go.

(Speaker 2)
But we have done and are working on expanding the commercial side of our business. So we really do it all. Our founder has a lot of experience with all the different roof systems.

(Speaker 1)
And then we have a great team of people who have come along over the years that are very knowledgeable and can handle all the roofing from, you know, steep, flat and everything in between is what I like to say. Now, we’re working with somebody to help them grow their business. I have a list of the steps we take people through. Now, there’s a lot of detail that goes into this list, but I want to walk the listeners through the step -by -step process that we’ve worked with your organization as well as every company that we coach and consult with. So step number one, we’ve got to establish our revenue goals. Now, I’m not going to ask you on today’s show how much sales you’re doing, but my understanding is that you guys, over the past three years, you’ve had the opportunity to serve you guys.

(Speaker 1)
You guys have grown four times.

(Speaker 2)
Could you describe the growth of your company or for anybody else? Because again, it’s very unusual for a company to grow at all in a challenging economy, let alone to grow four times. times. Can you kind of explain the growth that you’ve experienced over the past three years? Yeah, it’s really been something special. I, you know, I came on five years ago, and I was right in the middle of COVID.

(Speaker 1)
Everybody just, you know, everything was uncertain. And, you know, at the time, we were, you know, hoping to do two, $3 million a year. And we really have, like you said, it’s grown exponentially. And I think a lot of it has been, you know, making sure we’re focused on the right things. We’ve really turned our focus or a large part of our focus onto our community involvement and stuff like that. You know, we find that, you know, generous companies tend to be ones that you can trust and are the prosperous ones.

(Speaker 1)
And so, you know, even in times that seemed leaner, we really, really try to pour into the community and make a difference. But yeah, our growth has been awesome. We have a great team of guys, and they have a great network that they work within as well. And then just all the stuff that we’ve been doing with the website, stuff that we didn’t even know to think of. It’s kind of hard to know. I mean, you know there’s stuff that you should do, but then there’s stuff that you don’t even know that you should do.

(Speaker 1)
And so kind of shedding light on some of that stuff and being able to point our resources in the right direction has really, really helped. Now, step one, with every client we work with, your business as well, petroleumroofing . com, we want to track your revenue numbers. We want to track those numbers. I just want to get your thoughts on this. Why is it important, as a man who runs a company, specifically petroleumroofing .

(Speaker 1)
com, why is it important that you track your numbers every week?

(Speaker 2)
Why is that important that you establish your goals and you actually track your numbers? Yeah. Well, I mean, for us, it sheds light on not only just the money in and the money out, which we’re tracking, but you’re seeing how much is this going to marketing, how much is going to all those different pieces. Once you’re tracking it and it’s in front of you on a weekly basis, you can really start to find trends and potentially get ahead of problems. Luckily, we haven’t found ourself in any situations like that, and especially in the kind of business that we’re working in.

(Speaker 2)
The sales cycle for one of our jobs could be anywhere from three weeks to six, eight, even beyond, you know, we’re dealing with insurance companies and there’s a lot of back and forth. And so if we’re not watching the dollars that are coming in and out and, um, making sure that we’re on track of all that stuff, we could really find ourselves in a tough spot. So folks, again, step number one, you want to establish your revenue goals.

(Speaker 1)
Now, step number two, you want to determine your break -even numbers. How much stuff do you have to sell just to break even? Now, step number three, how many hours per week is your team willing to work? You have to build a master schedule. These are the kinds of things we’ll help you through. Step number four, you have to define your unique value propositions.

(Speaker 1)
I’ll pull up your website again. There are so many roofing companies out there.

(Speaker 2)
I’ve heard people say, oh, Clay, I’m in a saturated industry. I’m a doctor. I’m a dentist. I’m a roofer.

(Speaker 23)
I’m in a saturated industry.

(Speaker 2)
I’ve heard people say, I can’t grow because my roofing company is in a saturated market.

(Speaker 1)
I cannot grow my home building company because it is in a saturated market. I want to get your thoughts on this, the branding. I know we work with you on a weekly basis to optimize and update the website. How important has these website updates or the brand updates been to the growth of PetroliRoofing . com? Um, they’re a huge factor, you know, I think, you know, and that’s one of the things that we’ve talked about, too, is, you know, you’ve got, you’ve got to put money into branding, you’ve also got to put it into lead generation.

(Speaker 1)
And that’s part, that’s all part of marketing. And, you know, if if you’re out there trying to generate leads, but nobody knows who you are, you don’t have a strong brand, then it kind of can fall short at times.

(Speaker 2)
And so having those two working in concert with each other is really, you know, it’s key to have that. And having a, you know, a fresh website that also doesn’t look like every other website out there, a logo that sets us apart from other roofing and restoration and construction companies, especially where we are. A lot of people are using, you know, a house or mountains or a combination of that. And so we tried to, you know, get around that and have something that’s bold and recognizable and something that will last for a long time. Step number five, you want to improve your branding, which we talked about briefly there. You’ve got to enhance your logo, your website, your print pieces, everything that the customer sees.

(Speaker 27)
We have to make sure it’s first class, and that’s what we do with all the clients.

(Speaker 2)
Now, step number six, I like this part. I don’t know that a lot of clients like this, but I like this part.

(Speaker 1)
It’s the three -legged marketing stool. It’s implementing the proven branding. Process that I also affectionately refer to as crap the core repeatable actionable processes where just like tomorrow morning The Sun’s gonna come up and just like tonight the Sun’s gonna go down We’ve got to do these core repeatable actionable processes week after week and a big part of our coaching program is we try to simplify all these things that you could do into action items that you can do that you will do that will produce fruit can you talk about having a value of having a simple marketing plan that is repetitive and doable as opposed to chasing a bunch of things that might work?

(Speaker 2)
Yeah, you know, if you spend enough time on the internet, I think you’re going to get locked into some kind of maybe doom scrolling about, you know, hey, generate more leads this way.

(Speaker 1)
You know, there’s a lot of people that say they have gimmicks and tricks about it, but it really is, you know, focusing on those key things and putting a lot of time into those. Um, I think, you know, it’s, it sounds cliche, but I think if you can keep it as simple as possible and really focus on those core things, then, you know, the rest of that stuff takes care of itself. And sure.

(Speaker 14)
I mean, there’s our way, there are ways you can set yourself apart and get a little creative, but if you’re not focusing on those core things and you know, that strategy ultimately is not going to have the foundation it needs to, to succeed.

(Speaker 2)
Now, I’ve got some stats in front of me, and I want to get your thoughts on this. Since we’ve been working with you, the cost now to generate a lead on the internet is down to $12 a lead. We’re down to $12 a lead for every lead generated off the internet. I talked to a lot of roofers, a lot of doctors, a lot of dentists. They’re telling me they’re paying $400 a lead. They’re telling me they’re paying $150 a lead.

(Speaker 2)
They’re saying they’re paying $300 a lead. These are people that are doing radio, people that are doing billboard ads. Can you talk about the impact that’s made on your company, having your internet leads now coming in for $12 per lead? Yeah, it’s one of those funny things. At first, it does start off a little higher, but the more that you’re doing it and the more time you’re putting into building quality content on your website that can back that and drive people to your website and drive people, help the search results. it really does start to pay off in the long run.

(Speaker 2)
You know, we do still do a little bit of radio. We do still do some Facebook and stuff like that, but ultimately there are some, I guess, previous avenues that we were taking where we are taking those dollars and almost multiply them because you put them into the Google side of things and you’re getting more leads for less. And, and then what is happening, apologies for the banging in the background. We’ve got some, you know, we just moved into the new office, which is another benefit of all of this stuff is we were able to buy some land, but a little construction going on, getting the space ready. But yeah, it’s really, it’s amazing how little that you can, once you spend some time doing it and really focusing on the Google and the internet side of things, how much business that brings in and You know and I would say right now we’re probably sitting at almost 30 to 40 percent where when we talk to somebody ultimately it was seeing us on Google seeing our our reviews and all of that stuff is what was kind of the ultimate tipping point to generate that call.

(Speaker 1)
Now, I know you’re a super busy guy, so I have three final questions for you in the final five minutes here. So for anybody out there that wants to verify you’re not a hologram and that your company’s real, share with us one more time.

(Speaker 26)
What’s your first and last name, and what’s the name of your company for anybody out there who wants to look you guys up to verify you’re real?

(Speaker 1)
My name is Shea Cease, and I’m with Petrale Roofing in Colorado Springs, Colorado. Now, what do you say to anybody out there that is on the fence? I mean, you’ve obviously worked with our team here for the past three years, and you hop on those coaching calls or those consulting calls each week with Carter and the team. How would you describe the impact of having a team that relentlessly follows up on implementing a proven plan?

(Speaker 25)
How would you describe the impact of that on the business, Petroliaroofing .

(Speaker 2)
com? You know, I think especially for those who, if you’re either just starting out or you’ve been at it for a while and you’re just not getting the traction you’d like to see, I think it really is a no -brainer. Especially when you look at the costs of some of these other SEO companies to have a website built or to work with a designer to have print pieces developed.

(Speaker 24)
You guys do all of that stuff.

(Speaker 2)
one place. You’ve made videos for us. There’s a number of things that you guys have done for us that, had I tried to set out to do it myself, would have taken a lot longer and then would have taken me away from the things that I need to be doing. And that’s ultimately, I think, where a lot of business owners are finding themselves. They’re not outselling because they’re too worried about getting this flyer right or they’re too worried about trying to generate articles for their website. And the other side of it, I think, is like I mentioned earlier, you don’t know what you don’t know.

(Speaker 2)
And you guys have a long track record of working with businesses and helping them grow. You know a lot of stuff about what works and what doesn’t work. You also are kind of tuned in with the changes that, you know, Google’s always making to the algorithm and stuff like that. And so you’re, you can be in their corner and kind of take that off of their plate.

(Speaker 1)
They can focus on what they do best and you guys can really kind of come alongside them and, and bolster the efforts that they have in building that strong business. So I really think it’s just something that a lot of folks should consider because, um, you know, when you’re looking at a lot of these guys, they’re not looking at cost per lead. They’re not thinking about, you know, how many articles should I have on my website? And maybe they don’t even know that they should be thinking about that. And so having somebody that knows a little bit more than he is always a good thing. Now, Shay, a final question and a half I have here for you.

(Speaker 1)
Why should everybody check out PetroliRoofing . com? I’ll give you an opportunity to pitch your company. We have a lot of listeners. Sometimes we have a million listeners a month that will tune into the show from all over the country. If somebody is in Colorado or Louisiana or Oklahoma, why should everybody check out PetroliRoofing .

(Speaker 1)
com? Well, ultimately, we are a family first business.

(Speaker 2)
We’ve got a lot of family that work here. We’re veteran and family owned. the business. Our owner, Michael O’Malley, came along and has kind of taken on some ownership and stuff like that. He’s a veteran. He’s got his kids working for us.

(Speaker 1)
My kids have worked for us. I mean, ultimately, we are family and community focused and we’re just interested in making the community a better place. There’s a lot of roofers in town and not a lot of them really care. And so we want to make sure that if somebody is going to have their roof done, they’re going to have to go through the insurance process that they’re working with somebody that’s in their corner and it’s got their back. And we work really hard to be that kind of, I guess, that bright spot, that city on a hill for people when they don’t know where to turn to. And even just outside of roofing, we’ve helped a lot of people with other things outside of roofing.

(Speaker 1)
And it’s just that generosity and that community focus, I think, that makes us different than a lot of the other companies around.

(Speaker 19)
Amen to that.

(Speaker 2)
Final question I have here for you.

(Speaker 5)
A lot of listeners that go to Thrivetimeshow .

(Speaker 16)
com and they see these testimonials and they go, OK, I’ve watched this testimonial.

(Speaker 6)
I see you’ve helped this client with their sales and their marketing and their branding and their accounting and their workflow and their systems. And I know you’ve done it for this company, Keystone Harbor and Complete Carpet and for Shaw Homes. And they look at thousands of testimonials. But there’s something in the back of their mind that says, I don’t know if you guys could help me. a free 13 point assessment for anybody out there. We do let people name their price. We have scholarship pricing available for our business conferences.

(Speaker 6)
We bring people like Eric Trump and Tim Tebow and Robert Kiyosaki. But what do you say to somebody out there that’s on the fence right now? They’re thinking about scheduling a free 13 point assessment with myself or they’re thinking about attending one of our workshops.

(Speaker 1)
What do you say to somebody out there who’s on the fence, my friend? You know, this phone call really never hurt anybody. Like you’re saying, it never hurt to talk to somebody and have them take a look and offer suggestions. I think people, ultimately, they’re going to be surprised by what they hear, how easy and practical it is to implement a lot of this stuff. Some might be a little concerned how much time and effort they’re going to have to put into it. But ultimately, you get out of it what you put into it.

(Speaker 1)
But for those who are just tired of being so busy but not actually getting anything done because they’re focusing on the wrong things, I really think they should give you guys a shot. Shea, I really do appreciate you putting up with me today, carving out your busy schedule. And I mean this sincerely. Carter is always bragging on you guys and your team. And it’s an honor to serve you guys at Petralea Roofing. So again, thank you for your time.

(Speaker 1)
Congratulations on the new office. And we look forward to seeing you soon and talking to you soon. Awesome. Thank you so much, Clay. Take care. Bye bye.

(Speaker 1)
My name is Kevin Thomas and the name of our company is MultiClean. We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas. We have probably grown probably five times. We’ve added, I think when we first started with you, we had 60 to 65 employees. And now we have a little over 300 employees. Before we got involved with Thrive Time, we didn’t really have any systems or processes in place.

(Speaker 1)
I’ve probably been to, oh, in six, seven years, I’ve probably been to 12 to 13 business conferences. And amazingly, each time I go, I learn something new and I’m so excited to bring it back and show the team about marketing. and how to implement. OK, Aaron Antis, September 25th and 26th. Guess who’s coming back to Tulsa? I will give you a hint.

(Speaker 10)
His first name is Eric.

(Speaker 1)
And his last name is Trump.

(Speaker 8)
And his father is the 47th president of these United States. Yes, Eric Trump is joining us once again here, September 25th and 26th in Tulsa, Oklahoma, for the two day interactive Thrive Time Show Business Growth Workshop.

(Speaker 23)
But Eric Trump is bringing friends.

(Speaker 14)
Yes, ladies and gentlemen, Alina Haba will be joining Eric Trump right here in Tulsa, Oklahoma.

(Speaker 8)
Amanda Grace will be in the place. Dr. Stella Emanuel. Well, we’ll be here in T -Town in Tulsa, Oklahoma. Julie Green will be on the scene. Mel K will be here to say hey. Dave Scarlett from the HisGlory team will be here.

(Speaker 8)
It’s going to be a blasty blast right here in Tulsa, Oklahoma.

(Speaker 23)
If you want to start or grow a super successful company, if you want to make your wallet great again or make your wallet great for the first time, if you want to learn marketing, systems, scaling, human resources, accounting, social media, branding, search engine optimization, sales training, financial management, and more, get your tickets right now at Thrivetimeshow . com.

(Speaker 1)
Once again, that’s Thrivetimeshow . com. organization has thousands of employees there’s not 50 employees the trump organization again most people don’t know this but the trump organization has thousands of employees and while donald j trump was the 45th president of these united states he needed a competent man to run and execute his business plans so the man that runs the trump organization For Donald J. Trump, as he was the 45th president of the United States, and now the 47th president of the United States, is Eric Trump.

(Speaker 8)
Eric Trump is here to talk about time management, promoting from within, marketing, branding.

(Speaker 23)
quality control, sales systems, workflow design, workflow mapping, how to build.

(Speaker 1)
I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages Billions of dollars of real estate and thousands of employees is here to teach us how to do it. You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand? I mean, look at it. And this is the man behind the business for the last pretty much since 2015. He’s been the man behind it.

(Speaker 1)
So you’re talking, we’re into nine going into 10 years of him running it. And we get to tap into that knowledge. That’s going to be amazing. Now think about this for a second. Clay Clark, man. He is one character.

(Speaker 1)
It’s a good word for character. Yeah, that is it. 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 lets him be Clay Clark.

(Speaker 4)
I mean, so 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.

(Speaker 11)
His Clay Clark starts his days 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.

(Speaker 22)
Yes.

(Speaker 21)
Hundreds of people showing up at 5 .00 AM in Tulsa, Oklahoma.

(Speaker 2)
Man, he’s a leader of a leader. He’s a fantastic young man.

(Speaker 1)
No, he is. You can absolutely do it. It’s $500 for a VIP ticket. We’ve always done it that way. Now, if you want to take a general admission ticket, it’s $250 or whatever price you want to pay. And the reason why I do that and the reason why we do that is because we want to make our events affordable for everybody.

(Speaker 1)
I grew up without money. I totally understand what it’s like to be the tight spot. So if you want to attend, it’s $250 or whatever price you want to pay. That’s how I do it. And it’s $500 for a VIP ticket. Now, we only have limited seating here.

(Speaker 1)
The most people we’ve ever had in this building was for the Jim Brewers. presentation, Jim Brewer came here, the legendary comedian Jim Brewer came to Tulsa and we had 419 people that were here. 419 people.

(Speaker 10)
And I thought to myself, there’s no more room.

(Speaker 20)
I felt kind of bad that a couple people had VIP seats in the men’s restroom.

(Speaker 2)
No, I’m just kidding.

(Speaker 19)
So I thought, you know what, we should probably add on.

(Speaker 1)
Clay Clark is here somewhere. Where’s my buddy Clay? Clay’s the greatest. I met his goats today. I met his dogs. I met his chickens.

(Speaker 18)
I saw his compound.

(Speaker 1)
He’s like the greatest guy. I ran from his goats, his chickens, his dogs.

(Speaker 18)
So this guy’s like the greatest marketer you’ve ever seen, right?

(Speaker 10)
His entire life, Clay Clark, his entire life is marketing. So again, if you want to get tickets for this event, all you have to do is go to Thrivetimeshow . com, go to Thrivetimeshow . com. When you go to Thrivetimeshow .

(Speaker 1)
com, you’ll go there, you’ll request a ticket, boom. Or if you want to text me, if you want a little bit faster service, you say, I want you to call me right now. Just text my number. It’s my cell phone number, my personal cell phone number. We’ll keep that in mind. private between you, between you, me, everybody.

(Speaker 1)
We’ll keep that private. And anybody, don’t share that with anybody except for everybody. That’s my private cell phone number. It’s 918 -851 -0102, 918 -851 -0102. I know we have a lot of Spanish -speaking people that attend these conferences. And so to be bilingually sensitive, my cell phone number is 918 -851 -0102.

(Speaker 1)
That is not actually bilingual. That’s just saying Juan. for a one. It’s not the same thing. I think you’re attacking me. Now, let’s talk about this.

(Speaker 1)
Now, what kind of stuff will you learn at the Thrive Time Show workshop? So, Aaron, you’ve been to many of these over the past seven, eight years. So let’s talk about it. I’ll tee up the thing and you tell me what you’re going to learn here, OK? OK. You’re going to learn marketing, marketing and branding.

(Speaker 1)
What are we going to learn about marketing and branding? Oh, yeah. We’re going to dive into, you know, so many people say, oh, you know, I got to get my brand known out there like the Trump brand. Right. You want to get that brand. brand out there.

(Speaker 17)
It’s like, how do I actually make people know what my business is and make it a household name?

(Speaker 1)
You’re going to learn some intricacies of how you can do that. You’re going to learn sales. So many people struggle to sell something. This just in, your business will go to hell if you can’t sell. So we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results.

(Speaker 1)
We’re going to teach you how to manage how to manage people. Aaron, you have managed, no exaggeration, hundreds of people throughout your career and thousands of contractors, and most people struggle with managing people. Why does everybody have to learn how to manage people? Well, because first of all, people are, you either have great people or you have people who suck. And so it could be a challenge, you know, learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge. But if you have the right systems, you have the right processes, and you’re really good at selecting great ones.

(Speaker 1)
And we have a process we teach about how to do that. find great people. When you start with the people who have a great attitude, they’re teachable, they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization. We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance.

(Speaker 1)
We’re going to teach you time management. How do you manage your time? How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart?

(Speaker 1)
Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop.

(Speaker 10)
Now, let me tell you how the format is set up here. And again, folks, this is a two -day interactive 15.

(Speaker 1)
Think about this, folks. It’s two days. Each day, it starts at 7 a . m. and it goes until 5 p . m.

(Speaker 1)
So from 7 a . m. to 5 p . m. , two days, it’s a two -day interactive workshop. The way we do it is we do a 30 -minute teaching session, and then we break for 15 minutes for a question -and -answer session.

(Speaker 1)
So, Aaron, what kind of great stuff happens during that 15 -minute question -and -answer session after every teaching session? I actually think it’s the best part about the workshops because here’s what happens. I’ve been to lots of these things over the years. I’ve paid many thousands of dollars to go to them, and you go in there, And they talk in vague generalities and they’re constantly upselling you for something trying to get you to buy this thing or that thing or this program or this membership.

(Speaker 16)
And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing.

(Speaker 1)
And what’s awesome about this is we literally answer every single question that any person asks. And it’s very specific to what your business is. And what we do is we allow you as the attendee to write your questions on the whiteboard.

(Speaker 15)
And then we literally, as you mentioned, we answer every single question on the whiteboard.

(Speaker 1)
And then we take a 15 minute break to stretch and to make it entertaining when you’re stretching. That’s a true story.

(Speaker 8)
When you get up and stretch, you’ll be greeted by mariachis. There’s going to probably be alpaca here, llamas, helicopter rides, a coffee bar, a snow cone.

(Speaker 12)
I mean, there’s just.

(Speaker 1)
You had a crocodile one time.

(Speaker 7)
That was pretty interesting.

(Speaker 1)
You know, I should write that down. Sorry for that one guy that we lost. The crocodile, we duct taped its face. Right, we duct taped. It was a baby crocodile. And we duct taped.

(Speaker 1)
Yeah, duct taped around the mouth so it didn’t bite anybody. cool passing that thing around and petting it. I should do that. We have a small petting zoo that will be assembled. It’s going to be great. And then you’re in the company of hundreds of entrepreneurs.

(Speaker 1)
So there’s not a lot of people in America today. In fact, there’s less than 10 million people today, according to US Debt Clock, that identify as being self -employed. So if you have a country with 350 million people, That means you have less than 3 % of our population that’s even self -employed. So you only have 3 out of every 100 people in America that are self -employed to begin with. And when Inc. Magazine reports that 96 % of businesses fail by default, by default, you have a 1 out of 1 ,000 chance of succeeding in the game of business.

(Speaker 1)
But yet, the average client that you and I work with We can typically double this. I’m just no, no, no hyperbole, no exaggeration. I have thousands of testimonials to back this up. We have thousands of testimonials to back it up. But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months. Yeah.

(Speaker 1)
Double. And you say double. Yeah. There’s businesses that we have tripled. There’s businesses we’ve grown eight X. There’s so many examples you can see at Thrivetimeshow . com.

(Speaker 1)
But again, this is the most interactive best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet.

(Speaker 14)
I was looking to learn how to take my business like they’ve said today from being very successful to being systematic.

(Speaker 1)
I’ve got a very successful practice in three different cities, make good money, just want to take it to the next level with systems and processes to where I can drive my cars more.

(Speaker 7)
Paul Hood, I’ve been a CPA for 33 years. And what kind of growth have you and your great team had here over the past, let’s say, five, six years? When I met you five years ago, we were doing three million this year we’ll be we’ll do 24 million and you say clay i still i’m not gonna get a ticket unless you give me more okay fine we’re gonna serve you the same meal both days true story we have we cater in the food and because I keep it simple. I literally bring in the same food both days for lunch. It’s Ted Esconzito’s, an incredible Mexican restaurant.

(Speaker 7)
That’s going to happen.

(Speaker 14)
And Jill Donovan, our good friend, who is the founder of Rustic Cuff.

(Speaker 1)
She started that company in her home, and now she sells millions of dollars of apparel and products.

(Speaker 7)
That’s rusticcuff .

(Speaker 13)
com.

(Speaker 1)
And someone says, I want more. This is not enough. Give me more. OK. I’m not going to mention their names right now, because I’m working on it behind the scenes here.

(Speaker 12)
But we’ve got one guy who’s giving me a verbal. to be here and this is a guy who’s one of the wealthiest people in Oklahoma and nobody really knows who he is because he’s built systems that are very utilitarian that offer a lot of value he’s made a lot of money in the uh it’s the uh It’s where you rent.

(Speaker 1)
It’s short.

(Speaker 5)
It’s where you’re renting storage spaces.

(Speaker 1)
He’s a storage space guy. He owns this. What do you call that?

(Speaker 12)
The rental, the storage space, storage units. This guy owns storage units. He owns railroad cars. He owns a lot of assets that make money on a daily basis. But they’re not like customer facing. Most people don’t know who owns the many storage facility or most people don’t know who owns the warehouse that’s passively making money.

Most people don’t know who owns the railroad cars. This guy, he’s giving me a verbal that he will be here and we just continue to add more and more success stories. So if you’re out there today and you want to change your life, you want to give yourself a incredible gift. You want a life changing experience. You want to learn how to start and grow a company. Go to Thrivetimeshow .

com. Go there right now. Thrivetimeshow . com. Request a ticket for the two day interactive event. Hey, how’s it going?

I’m Thomas Croson, owner and founder of Full -Packaged Media in Dallas, Texas. I’ve been a coaching client with Clay Clark since the beginning of our business. We started about a year ago, August of last year. I had no clients, no idea what we were doing, no clue really what was going on. And now we’ve grown to where we’ve got six photographers, we’ve got office space.

here. I have an admin sales person that works for us full time, developing an online system and a lot of that growth we attribute to Clay helping us and there’s so many things that, I mean his stuff is not revolutionary, it’s not this crazy walk on hot coals and all this stuff. It’s just real Real stuff. It’s like I picked the wrong week to quit smoking. to come out to the two -day interactive Thrive Time Show workshop right here in Tulsa, Oklahoma. I promise you it will be a life -changing experience.

We can’t wait to see you right here in Tulsa, Oklahoma. growth have you had since you and I’ve been working together over these past few years? 3 .45 million. I got those stats before I got on here. So you’ve grown by 3 .45 million? Yeah, 3 ,450 ,000.

Would that be like if you took the combined revenue, maybe doubled it? Or have we gone up by half? Almost three, not quite.

Transcribed with Cockatoo