Business | Learn How to Build a Scalable Business Systems, Workflows and Processes | Discover How Clay Clark Coached Candra Czapansky Into 128% Growth Year of Year Growth & Growing from 14 Employees to 40 Employees & Beyond!!!

Some shows don’t need a celebrity narrator to introduce the show, but this show does. In a world filled with endless opportunities, why would two men who have built 13 multimillion dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you and they have a lot of time on their hands. They started from the bottom, now they’re here. It’s the Thrive Time Show starring the former U.S. small business administration’s entrepreneur of the year, Clay Clark, and the entrepreneur trapped inside an optometrist bunny, Dr. Robert Sumner. Two men, eight kids, co-created by two different women, 13 multi-million dollar businesses.

Get ready to enter the Thrive Time show.

(singing)

Sarah, I got to ask you a question here. You sell tickets to the Reawaken America tour, you help us in the office, you’re a manager here. What in your mind is the purpose of owning a business? If somebody goes out and owns a business, what is the purpose of owning a business as opposed to having, let’s say … what’s the difference between being a manager … and you’ve been a manager, you’ve been a very successful manager, both here in other places. What’s the difference between owning a business and having a job in your opinion?

Well, having a job, of course you make some money, but of course owning a business, you’re solving problems along with making the money.

So what would be the purpose of owning a business if somebody reaches out? Because you’re what I would call an intrepreneur. You do a great job working within the company, but you’re entrepreneurial within that. I mean, you help solve problems, but what would be the main draw, the main benefit of owning your own business in your opinion, if you were going to buy one?

Well, owning a business, one perk is you get to be your own boss. So I mean, you-

So you could be as poor as you want to be.

Yeah, exactly.

But you can also be successful, right?

Yeah.

Okay. So a lot of people may say, I want to grow a successful company, but they don’t know how. And so on today’s show, we’re going to talk about workflows and how to build a workflow that works, a workflow that works, a business plan that allows you to become successful. And we’re joined here with the founder of the Extensionist. Candra, welcome onto the Thrive Time Show. How are you?

I’m good. How are you?

I’m fired up that you’re here. I got to ask you. A lot of people want to know, and we got to rise above the confusion here. How do we pronounce your last name? A lot of confusion.

Czapansky.

What is that again?

Czapansky, the C is silent.

Did she say Rauschendoifer?

Yes, it’s close.

Okay, so Candra Czapansky, and the website, if people want to go to your website to learn more, we’ve got the extensionist918.com. Is that right?

Yes.

Okay. And what is the core business that you provide? This is the workflow, but what’s the core business that you provide?

Eyelash extensions.

Eyelash extensions. Now how long have I known you, approximately?

Since 2019.

And from that time until now, as a percentage, how much have you grown, do you think?

100%, so doubled.

And I mean you already knew how to apply eyelash extensions in a way that was first class. You already figured that out. You already knew how to provide products and services that women want. What have we done with you that’s allowed you to scale in your mind?

Everything that I sucked at. So systems, numbers, tracking, all of that, which was so important to scaling.

And I think what happens is a lot of people, I think that they have an idea, but they don’t know how to scale their business. And so what I want to talk about is your system specifically, and you’re in a unique situation because you’re going to be licensing your business. Now what does that mean? That means that you’re going to be selling locations to people that would like to buy them. People are going to pay you a fee for the opportunity to use the Flutter name and brand. So let’s talk about this for a second. If I were to license a Flutter, if I open up my own, how much money am I talking about upfront to open my own eyelash extension shop?

In between 50 to 100,000 [inaudible 00:05:02] up and open in and ready.

Sarah, what are your thoughts on that? Is that outrageous? Is that insane to spend 50 to $100,000 to open your own location?

Not at all. I think that’s pretty fair.

I think you seem pretty upset about it. Are you upset about it? Are you going to carry the bitterness all day?

I’m angry at how fair it is.

Okay, but I mean it would cost 50 to $100,000. So let’s just say that you and your husband were to open up one of these things. How quickly would you want to be able to make your money back, Sarah, if you were to open up a Flutter?

Oh, I’d want to make it back pretty quick. I mean, it’s not a small amount of money, so of course I’d want to double it.

So you would want to make your money back in a year or 10 years or 30 years? What would be your game plan? If you put up that kind of money up front, when would you want to make your money back?

I’d hope to make it back in about two years.

Okay.

And that’s being generous I think.

Now, Candra, somebody puts in 50 to $100,000, it’s not a lottery, it’s not a slot machine. It’s not an investment mutual fund. I mean you could lose everything. You could make money back, you might not. If somebody opens up their own location, they spend 50 to $100,000 to open, what are your thoughts on that? Is that really a good estimate of what you think it’ll cost or will it cost any more than that?

It could cost more than that if they put more into the build out and bought more expensive furniture and decor and things like that. But the $100,000 high end has a lot of the more expensive stuff factored into that. So I think if you were going over 100,000, it would be because you’re doing quite a bit extra.

Where can we go to see an example of the buildout inside your store? Is there a Google map we can go to? Where can we go to see a picture of the inside of one of your stores?

Yeah. Go to the Glo Up location on 81st and Memorial.

Did you say Glow Up?

G-L-O-U-P.

Glo up, and we’ll put eyelash extensions, and that’s going to be in [inaudible 00:06:55] Go ahead and tell us. Okay. And I go there and is this is it right here?

Yep, that is it.

Oh, I know where this is. I drive by this often on the way to taking my son to church. I never stop in because I have eyelashes that are already naturally elongated, so that’s just something I never stop in. I don’t need it. Just drive right on by going, Nope, I already have the natural look there, folks.

You don’t want the rainbow ones? You can get rainbow eyelashes.

Hey, stop it. You’re sick. Okay, so we go here. These are real people that go into the business and this is the build out inside. Who are these people? Are they loiters? Do you know these people?

They’re clients. Yeah, they blurred out their faces

Okay. Inside, this is the atmosphere, this is the decor. Good job having the fire extinguisher four feet off the ground because that’s what stops fires. It’s so funny when the fire department comes by. I’m serious. The fire department always comes by my stores and they always say, sir, you’ll need to get that four feet off the ground. It’s three feet, six inches off the ground. And if it’s not for four feet exactly, and if there’s a fire, you won’t be able to get out of the building. It’s a rectangular shape with a massive entrance and exit. You’ll need to get it four feet … I mean, you’ve gone through all that. You’ve gone through all the zoning, you’ve gone through all that where we’re walking around inside here. What do you need to have inside this place? Did you build out all this? Is this you?

Yeah, the place was a dentist in the nineties, so there was dark green carpet and the yellow stained wood almost, and it was bad. But yeah, so we completely redid all of that. So there’s seven rooms in there, and then we have the little laundry room, two bathrooms. And some [inaudible 00:08:41] just the floors. The paint is going to be big, and then the furniture. But there’s no plumbing, which is a bonus with hair if you don’t have any plumbing.

What’s going on here? What are you doing here? What’s this area?

That’s a little checkout area. And of course I didn’t build this out, that was already there. We just redid it, but that’s where we check people out. And then around the corner in the lobby is where we check people in.

Okay. And then what are all the services that you provide there? Is it eyelash extensions and tacos? What’s the main-

Eyelash extensions has always been the main gig, but we are adding permanent makeup. We do brow threading, brow lamination, eyelash lifts and tints. We have teeth whitening, a bunch of things, but our main-

Tents? Tents, like camping? Like camping gear?

T-I-N-T, so dying the eyelashes. If you have really good eyelashes and you don’t want an extension put on it, you just dye it black.

I think Clay’s interested.

I didn’t know if that was a thing where people say, wow, this is the place [inaudible 00:09:49] eyelash extensions and they have tents and camping gear. Whoa, to quote Rick Flair. Okay, now Sarah, are you familiar with these services? When she says these words, these words make sense?

I am. I am familiar with these services.

Okay. Who’s your ideal and likely buyer, Candra?

Women.

Okay, so we’re going to go here, back to the word flow. Back to the word flow for the license. Here we go. So if you own a location, you got the stuff in green you have to do? What? The stuff in green you have to do. I don’t want to do the stuff in green. I don’t want to do other things. Well, one, stop talking like that. But second, I mean you’re going to have to do the green stuff. So you got to get the Google reviews. So you have to gather objective reviews from actual customers. You have to do it. You know why? Because this just in, humans on the planet want to read reviews. What? They do. Do you read reviews, Sarah, before you buy things?

I do. I used to be a avid Yelp-

No, come on. [inaudible 00:10:38] Oh, come on. Okay, so again, people do read reviews, they do that. As a local person, you say, what do I have to do? If you buy one, you build out. Once the excitement’s done, you’ve cut the ribbon. Woo, to quote Rick Flair, you cut the red ribbon. Woo, to quote Rick Flair. Someone says, who’s Rick Flair? Woo. Okay, look it up. So once you’ve opened your store, you have to get Google reviews every day. Now-

Well, another thing with the reviews is that if you don’t get them, most of the people that are going to leave them are people that are unhappy.

All right, his is an example. When I went in and I was like, so you guys don’t carry tents? I thought you said you guys provided tents. I’m a little frustrated. Okay, whatever, one star. Okay, so let me move on. Search engine optimization, we will do that for you. If you open a location, we as a corporate entity, as a corporate body will do that for you. Next, Facebook advertising, online, social media advertising. We do that for you. Retargeting advertisement, we do that for you.

Now the next thing that you have to do for yourself is you’re going to have to get ahold of the potential people that … if you’re talking to somebody at the front desk and they say, excuse me, I’m here for a service, you’re going to have to talk to them. You can’t go, we don’t do that here. You’re going to have to handle that, those in interactions with customers. You’re going to have to gather video testimonials. Now when the leads come in, Candra, if it happens through the call center, you’re going to contact … your call center answers the phone, right, and you schedule appointments for the location?

Yes.

And what’s the no-brainer offer that you guys offer there? What’s the hot deal that you guys offer at the Extensionist that other people aren’t willing to offer?

So we give them a full aftercare kit. Most people charge for that. And then that’s our no-brainer right now.

So your no-brainer is a free aftercare kit.

Mm-hmm.

Okay. So if I’m looking around, I go and I say, why should I check it out? You’re saying because you got a free aftercare kit. Got it. And then after that you teach the local … So again, the green stuff is what you have to do as a location. The gray stuff is what corporate’s going to do, okay, the stuff that’s not super green. Got it. Cool. So then the leads come in. Corporate’s going to call the lead, text the lead, email the lead, book an appointment. The calls are recorded for quality assurance. Next thing you know, real customers are showing up at your real location. You have to provide real service for them. Candra, do you teach the real local owner how to provide real services for real clients?

Yes.

But you don’t teach people how to sell tents because that’s the wrong kind of tents. You see that, Sarah?

Correct.

So a lot of confusion. We got to rise above it, can’t stay right there. And then you sign up people for memberships, that’s something that you have to do as a local person. You have to go over the sales sheets, the one sheets, the brochures. You have to handle the job posts, you have to handle the ongoing training. You have to basically manage people. And Sarah, you’ve managed people at a massive pizza place. They sell massive pizza. It was incredible. Well, I’m not going to ask for the name of it. It was a great opportunity. What’s the problem with managing people?

I mean really the main problem is really just trying to get people to focus on your goal, being able to execute your vision on how you want things to go.

I mean, how often though, when you manage the staff of 40 people, as a percentage, what percentage of people were just high? Seriously?

Honestly, I mean per shift, maybe one

Out of 40

Out of 40, though, collectively, it was about 10, 15%.

And what percentage of people are just late every day? They’re supposed to be there for some blasty blast kids’ birthday party that starts at noon and they’re rolling in at two o’clock going, what had happened was I did not know what time I was scheduled for my shift, because what had happened was, see, I got to be honest with you, I was high, but I am sober now because I was getting high, but now I am sober. What percent of the time would that happen?

I mean, employee wise?

Yeah, of course-

25%. If it was customers, it’s a different story.

Yeah, so you have to manage people. That’s going to be the biggest challenge is managing people. And so if you’re up to the task of managing people and you’re up to the task of spending about 50 to $100,000 to open a location, I highly recommend that you reach out to Candra. And this is how we’re going to do it. You go to here to the extensionist918.com, you look around, you look around, you look around, you click around, you seek for, you look for, you try to find the place on the website to open a location. Here we go. Doing the flow, working it, looking around, found it. Here we go. So it’s the extensionist918.com/openalocation. You go right there. And if somebody fills out the form, what happens next?

I get an email with their contact info and then I reach out.

And when you reach out, what kind of questions are you fielding right now when people reach out? Because I know you’re getting a lot of people reaching out to you. What kind of questions are the most commonly asked questions?

A lot just for the details. So how it would work, what my role would be, what their responsibilities would be, how training works, so there’s a lot. Probably takes 30 minutes to go over the initial details with someone.

Okay, and you’ll do that for free, correct?

Yeah.

Okay. And then the way that you would make money moving forward, just so that we’re clear, because everybody needs to know the win-win that happens here, Candra would then charge you a flat fee per month as a percentage of your sales. So if you bring in a dollar, 6% goes back to the corporate office, and then she also provides ongoing training for you. And then we charge you a monthly fee of $750 to make sure all your ads are running, to make sure your website is optimized in the search engines, to make sure that your advertisements are working and to hold you accountable to following the systems. And there’s a few other fees there and she’ll disclose all of those with you and go over those with you. So if you want to learn more today, again, I’ll put a link in the show notes. Candra, I’ll give you the final word. For anybody out there that has a question about a Flutter, what would you say to them?

Call me, fill out the form and I’ll be in touch.

And then final question, and for you as it relates to coaching … I mean I am so glad that we’ve had a chance to work together over these past couple years. For anybody out there that’s on the fence about looking for a coach, how has the coaching program impacted your business and why do you think everybody should maybe … What would you say to anybody thinking about reaching out for a coach?

I think that every business should have a coach. So if you’re on the fence about it, you shouldn’t be. It’s the most valuable thing I’ve done, besides the opening a business, obviously.

Yeah. Well, I appreciate you carving out time there. Thank you so much, Candra. We’ll talk to you next week. Have a great day and I’ll harass you.

Thank you.

All right, you take care.

Bye.

Bye-bye.

Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clarke and how I know Clay Clark. Clay Clark has been my business coach since 2017. He’s helped us grow from two locations to now six locations. We’re planning to do seven locations in seven years and then franchise. And Clay’s done a great job of helping us navigate anything that has to do with running the business, building the systems, the checklists, the workflows, the audits, how to navigate lease agreements, how to buy property, how to work with brokers and builders. This guy’s just an amazing. This is the kind of guy that has worked in every single industry. He’s written books with Lee Crockwell, head of Disney, with the 40,000 cast members, he’s friends with like Mike Lindell. He does Reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these tours.

On the day-to-day, he does anywhere from about 160 companies. He’s at the top. He has a team of business coaches, videographers, and graphic designers and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly, he’s running 160 companies. Every six to eight weeks, he’s doing Reawaken America tours. Every six to eight weeks, he’s also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he’s done and worked with billionaires, helping them grow their companies. I’ve seen guys go from startup to being multimillionaires, teaching people how to get time freedom and financial freedom through the system, critical thinking, document creation, making it, putting it into … organizing everything in their head to building it into a franchisable scalable business.

One of his businesses has 500 franchises. That’s just one of the companies or brands that he works with. So he’s a great man, I’m very impressed with him. So Clay, thank you for everything you’re doing and I encourage you, if you haven’t ever worked with Clay, work with Clay. He’s going to help magnify you. And there’s nobody I have ever met that has the ability to work as hard as he does. He probably sleeps four, maybe six hours a day and literally the rest of the time he’s working and he can outwork everybody in the room every single day and he loves it. So anyways, this is Charles Colaw with Colaw Fitness. Thank you, Clay. And anybody out there that’s wanting to work with Clay, it’s a great, great opportunity to ever work with him. So you guys have a blessed one. This is Charles Colaw. We’ll see you, guys. Bye-bye.

Hi, I’m Aaron Antis with Shaw Holmes. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them, and I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I’ve sold a little over $800 million in real estate, so honestly, I thought I knew everything about marketing and homes. And then I met Clay and my perception of what I knew and what I could do definitely changed. After doing 800 million in sales over a 15-year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Holmes and I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen.

The interesting thing is our internet leads from our website has actually in a four-month period of time has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month. The results that we’ve gotten in a very short period of time are honestly monumental. It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made.

I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean, we’re a big company that’s definitely one of the largest in town, and so we like we knew what we were doing. And I think for a lot of people, they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with Clay … I mean the thing is it’s month to month. Go give it a try and see what happens. I think in the 35-year history of Shaw Holmes, this is probably the best thing that’s happened to us, and I know if you give him a shot, I think you’ll feel the same way.

I know for me, the thing I would’ve missed out on if I didn’t work with Clay is I would’ve missed out on literally an 1800% increase in our internet leads. Going from 10 a month to 180 a month, that would’ve been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about and I would go straight to Clay and his team. I guarantee you’re not going to regret it because we sure haven’t.

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

My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand and we just rolled with it. I love people. I love working with people. I love building relationships, but one thing that was really difficult for me was the business side of things, the processes and the advertising and marketing. I knew that I did not have what I needed to make that what it should be. So I reached out to Clay at that time and he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents, the homes that we represent. Everything that we do is a direct line from Clay and his team and all that they’ve done for us.

We launched our brokerage, our real estate brokerage eight months ago, and in that time we’ve gone from myself and one other agent to just this week, we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents, but I have to give credit where credits due and Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing. Don’t ever limit your vision. When you dream big, big things happen.

I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies. I don’t answer to large corporate organizations. I answer to my patient and that’s it.

My thought when I opened my clinic was I can do this all myself. I don’t need additional outside help in many ways. I mean, I went to medical school, I can figure this out, but it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63,000 embezzlement. I lost multiple employees. Clay helped us weather the storm of some of the things that a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web.

With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic.

The Thrive Time Show. Today, interactive business workshops are the highest and most reviewed business workshops on the planet.

You can learn the proven 13 point business systems that Dr. Zoellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website, we’re going to teach you how to fix your conversion rate. We’re going to teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems. So now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve.

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