Clay Clark | Putting It All Together + How to Implement + Clay Clark’s Proven Process, Success Systems & Budgeting 101 from December 4-5 2025 ThrivetimeShow.com Business Conference (Featuring 7 Success Stories)

Audio Transcription

Transcribed with Cockatoo

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 multi -million 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. This 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’s bunny, Dr. Robert Zunder.

Two men, eight kids, co -created by two different women, 13 multi -million dollar businesses. I want to look at this document and we hold this document up if you have it if you don’t you can just kind of pretend you’re holding it up. But this is the stop throwing gutter balls. Everybody got this document. Okay.

Um, does everybody feel like you have a good clarity on box one about your revenue goals? Does everybody feel good about that? Anybody not feeling good about that? Um, I feel good about that, but do you guys feel good about that? We feeling good. Okay.

So I’m going to cross that off on my list of things to cover. Break even point. Everybody feel good about the break even point. Um, I’m gonna tell you something about the break even point. Stop buying things you don’t need to impress people you can’t afford. Stop buying things you can’t afford to impress people you don’t know.

Stop buying things you can’t… Afford to impress people you don’t know stop it. Just stop if that’s you stop it I care enough about you to tell you to stop doing that it is a culture where people tend to do that I find a lot of really really nice entrepreneurs have really really big offices that are largely vacant a big fleet of vehicles They don’t use and they’re living a life to impress people. They don’t know so really really focus on minimizing your expenses Danica any thoughts on expenses managing expenses A huge expense, our biggest expense was payroll and a lot of it was overtime that was unnecessary. We don’t get paid more if a job takes longer, but somehow they managed to go over budget on what we budgeted for labor every single time until we implemented merit -based pay. They get a flat rate for every job if they get it done in one hour or in 15 hours.

That’s up to them what they want to make per hour, but every job pays a flat rate.

No more, no less.

I have a crazy story for you about this on box number two. I want you to write this down. The biggest expenses for business waste and fraud. Who was at the Tampa Reawaken event? Was anybody there?

Tampa? I’m not exaggerating. I think it was like 90 degrees in Tampa. outside in kind of a covered tent environment. Sean, if you look up Tampa in Dropbox, you should find footage of it. It was hot.

There was 8 ,000 people there. Unbelievably hot. And Roger Stone, who’s a friend of mine, he was in a really tight spot financially, and we had people that wanted to donate cash. They could. And so there was a line of people that lined up, and everyone donated cash. And then we had our security team count the amount of cash.

and then I had him sign off on it. Another guy signed off on it so we could give it directly to Roger. That’s what happened. Then we had another person, same thing, and we always made sure we did that so there was never waste or fraud. Well, at the end of one of the days, the money was counted, and I asked our security guy. That was Tampa, by the way.

You can go full screen on that. That was kind of wild. That was Tampa. And so I asked my security guy. I said, hey, security guy, that bag of money, that last bag of money of cash, where did it go? And he says, I think one of your employees went to the bar with it.

And I’m like, well, that’s interesting that we’d have employees of mine take cash donations to the local bar, you know? And so I said, well, how much was in it? He knew how much was there. And he said, I’m pretty sure it was your employee, because he was also drunk at the event. I’m like, it’s tough when you’re drunk at a revival, but OK. And so he says to me, the security guy, what do you want me to do?

And I go, well, let him sober up, act like we don’t know about it, figure out how much the difference is. We’ll pay it on our end. And then mention that, hey, we’ve that certain members of the team might be drunk, don’t say you know it’s him, but then I’ll fire him in a couple months, maybe six months, two months, one month, whatever. He’s been with me for like 10 years. I’ll fire him soon, I just gotta find a good day, you know? And I’m telling you,

in business, waste and fraud is a bad… And can you imagine how mad you would be if you’re me? You’re doing an event. You just raised $8 ,000 of cash for someone in need, and a guy takes half of it and goes out to… And by the way, it was an adult -themed bar at the revival event, you know? So how mad would you be?

I mean, Jordan, how mad… Would you be mad? Would you be excited? Would you be okay? How would you process it?

No, I’d be…

Yeah.

I’d be…

I’d be very upset.

Now we remove ourselves emotionally from the situation. Why do you think I didn’t fire the guy on the spot?

Um, you needed him to finish the job.

That’s it. So the whole weekend I needed that. So I just want you to understand if you’re an entrepreneur, you’re, you’re playing chess. You’re not playing checkers. Okay. But in box number two, waste and fraud is the biggest, biggest financial problem.

And you’ve got to be holding people accountable, but you also need to be smart. And so my security guy kept calling me. He’s like, does he still work there? And I go, what do you mean? He’s like, it’s been 30 days. I’m just curious how long you’ll wait to fire him.

I’m like, well, I gotta kind of train up somebody. And he’s like, you’re wild. I cannot believe you can put up with it. I’m like, oh, I mean, because I, how many of you have ever been there where you needed to fire someone, but you couldn’t do it right now? So you got to just play chess and not checkers, okay? It’s very important that you know your numbers, but waste and fraud will be the biggest thing.

Danica, have you ever had employees spend money on their personal gas, use your credit card to buy things for their personal life? Have you ever seen waste or fraud beyond just labor waste?

Yes, absolutely. Yes, I have. And we have done, we actually not donated. We loaned a hurting employee money one time. And I made him sign his truck title over to me because it was paid off. And when he never paid us back and he never brought us the truck that he was supposed to bring us in since I had the title.

he countersued us. So employees are always waiting. Yeah, no good deed goes unpunished.

That stuff happens. How many of you know this to be true? So this is this box we could spend all day talking about this, but I just wanna make sure you know, if you have a team, you’re going to be screwed from time to time, not every time, but sometimes. So waste and fraud, please just, I have so many examples, but box number two, waste and fraud, the top expenses. Box number three, number of hours per week you’re willing to work. That is so important that you and your spouse are on the same page.

Now, does anybody here, you don’t have to put your hand up, I just wanna know, does anybody here have like a morning routine that you have to do to get yourself calibrated? Does anybody here, again, I’m not looking for a show of hands, I’m just looking for internal, you can just kinda go, mm -hmm. How many of you, you couldn’t do that routine with your spouse? Cause some people, what they do is they have their own routine, right? And they’re like, I came to the conference, I’m excited. So we are going to start waking up at five and we are gonna, and they’re going, I wasn’t at that conference.

I didn’t want to go to that conference. I’m going to be doing a sleep in bedside Baptist conference with my eyes closed, thinking about my spiritual life while I’m sleeping. While you’re going to be working, I’m not. How many of you, you know what I’m talking about? Your spouse doesn’t have to be on the same schedule, but they have to be on the same page. And I brought you two up because I wanted to ask you this question.

You guys are building your business together, and you’re a full -time firefighter, you’re a full -time mom, you’re homeschooling collectively. How important has it been for you, and I’m not saying it’s perfect, but how important has it been for you two to guys, as you’re building this company, to stay on the same page about the hours and the schedule and the boundaries? Danica first.

I mean, it’s crucial. If we start wobbling or get off track, the whole train derails. So it’s so important that we know. where each other at, that we give each other space when we just need a break, and then we come back together and we get back on track.

And for anybody just tuning in, the website, Sean, you can pull it up. It’s Cornerstone Fence. And I believe, Jordan, I think you guys have grown from roughly 70 ,000 when we first met you. I think 70 ,000 to what are you guys at now, approximately?

1 .5 million.

1 .5 million. So whatever percentage that is, if it was 10 times, it’d be 700. thousand, right? Yeah. So it’s like 20 times growth. OK, so they’re doing it.

And there’s not really a lot of books written about how to stay happily married while growing a business.

So any other thoughts about this idea of working together, making sure on the same page?

Yeah. So we both have roles in the business. So Danica does payroll. She answers the phone for the business and then everything with the kids, the schooling, all that falls in her camp. As far as running employees, bidding jobs, doing all the appointments for the business, that falls on me. But both of us just know our roles and, you know, we make sure that we get done what we need to get done.

And anyways, it makes everything go smooth. All right, so now we’re gonna go to box number four, okay, box number four. This is on the Stop Throwing Gutter Balls document, which parallels five, page six of your book, I believe. So page number four, okay. Define your unique value proposition. Now, I want you to write this down somewhere on box four, is you will never receive universal praise ever.

It’s not gonna happen, right? So what happens in my life a lot is People, I find people that are not entrepreneurs, they will come to me trying to get me to adjust what I’m doing to accommodate them. As an example, a guy this morning, I talked to him, great guy. I’m so glad he was here. I’m glad he is here. We worked it out.

I think we’re good. It was a positive interaction. But he said, you know, you’d have more people here if you’d start at 10 and go to like seven. And I said, but that wouldn’t include me. And he’s like, what do you mean? I said, I’m not gonna, I always go from seven to five.

There’s a lot of reasons for that. But I do that because I really want entrepreneurs to be here. And entrepreneurs are used to a cadence of kind of an early start time. And that’s how I do it. And so that’s my flow.

And people and I’m one of one person today, great person outside, they were telling me, hey, you know, I don’t like that you guys jump topics and bring up so many people, it’s hard for me to follow all the people and I go, that’s good. That’s good.

It’s good.

It’s good.

It’s good.

It’s good.

It’s good that you’ve had that thought, but I’m not gonna do it. You know? And then he was like, well, you should put a lower third. So, like, when Jordan’s speaking, he would say the name of his company and his name, and you could do that. And I go, yeah, but could you imagine the psychological battle that Alex and I would be having all day if I’m like, punch in his website, punch in his name. And by the way, I just had that thought, punch in his name, punch in his website.

No, you misspelled it wrong.

What’s wrong with you?

Yeah, trust me, Alex.

You don’t want that. What’s that?

I said, trust me, Alex. You don’t want that. Also, a person suggested yesterday, you guys should wear the headset mics, like when you brought Tim Tebow to your conference. He wears a headset. Why don’t you? I’m like, I don’t know.

I didn’t like when Bobby Brown wore the headset in my prerogative, the video. It was a good video. I just feel like he should have had a handheld mic. And if we could pull it up, Sean, my prerogative, you’ll see it. And I feel like if he would just have gone with the corded mic, I think I’m more of a stand -up comedian than a Bobby Brown kind of guy. And I feel like Bobby probably could have gone further with his career, maybe would have stayed drug -free.

If you go to YouTube, on YouTube, and Bobby Brown, my prerogative. Who knows about the headset mic? It’s my prerogative. Do what I want to do.

That’s Bob Brown.

You know, and I feel like he probably would have gone further in his career if he would have had a corded mic with an America theme. Oh, there he is. Yeah, hit play. Okay, here he goes.

This is Bob Brown.

His career would have gone better if he would have had a corded mic.

Here he goes.

They got the keyboard, the guitar.

That’s kind of fun. Wow.

Here he is.

This is kind of when Cameo was popular.

Do you remember Cameo?

Word up.

Hey.

People talked like that for a minute.

Hey. Word up.

Here he is.

He’s coming in.

Show us the headset, Mike Bobby.

Oh, there he is.

This is when there’s a lot of leg kicks associated with performing music.

Oh, here he comes. Uh -oh. Pause. Anyway, that just can’t, that can’t happen. That can’t happen. We got to go with the chord.

Another person, I’m not kidding, another person was really nice this morning. They were like, hey, you know, you guys should use cordless mics. You won’t have all the tangle. I like the tangle. Because it causes there to be less where it cuts out and frequency issues. And Influence does a great job.

And they have cordless everything. But I just, I need a cord. How many of you just want kind of more cords and less cordless? Anybody hear more cordless? I want more chords. I just, I don’t know.

I worry about the nanotechnology. How do I know this isn’t gonna put a chip in my brain? With a chord, I feel safer.

It’s outside of my body.

I just… Okay, so, all I’m just saying is.. . So, it’s not gonna get universal praise. Make sense? Michael Levine, how many of you enjoyed Michael Levine?

If you didn’t, it’s okay. How many of you did? So, Michael’s favorite phrase he says all the time is, it is what it is. Sean, pull it up real quick. So, I wrote a song for Michael the other day. called It Is What It Is.

And most people hate that phrase, because it’s sort of a defeatist. You just accept what it is. You’re just so negative, and it’s defeatist. And so, scroll up real quick here. Get the lyric video for this one. And so I sent this to Michael, the lyric video real quick here.

Yeah, so it is what it is. And that’s not it is what it is. You got it, Sean? John, that’s not on the list.

You gotta pull the Dropbox link there.

It’s not on, yeah, yeah, yeah. Right there, lyric video. There you go, yeah, okay. And so how many of you like the phrase, it is what it is? How many of you hate that phrase, it is what it is? So, what it means is Michael, you know, the whole thing about Michael we were talking, and Michael, I was getting sued, remember the Reawaken tour I got sued?

And Michael calls me as he talks, and I’m not mocking you, Michael, if you’re listening right now, but Michael goes, Clay, my good friend, how are you? On the phone he’s like this, you know, good, well, it is what it is. So it is, and so it goes. And I’m like, what? And he’s like, you’re being sued, I see. And he’s kind of quiet, so I’m like, yeah, yeah, yeah.

So, what is going on with our country? Man, I feel awful for you. Are you good? Clay, are you? You know, at the top, it’s lonely at the top. Expensive to be at the top.

You know why? Because it is. I’m so, it’s just not the talk I needed, but I kind of needed it too, you know? So I wrote this song for Michael.

I’m going to play it for you, because it’s going to irritate some of you and some of you are going to like it.

If you read the lyrics, it’s written for entrepreneurs, but hit play real quick here.

It’s about employees violating the handbook and stealing money and craziness.

Here we go. How many of you can relate to this? You’re like, it is what it is. Keep going. it over and so it goes it is what it is yeah and so it goes you gotta learn as you go with the flow go fast you can’t be slow you gotta hold on gotta keep on Maybe you can get it by the end of the song just sit back relax and trust in God Maybe this trial is just an alarm. It’s a redirection not to rejection you learn your lesson That’s the real best in the air when you’re better than you’ve ever been Pause.

Now, when my dad got sick from Lou Gehrig’s, my dad was a drummer. My dad was a drummer, so when he got sick from Lou Gehrig’s, one of the things that you started losing was the ability to play drums, and he was very rhythmic, okay? So I always told my dad, when you get to heaven, you’re gonna be playing the drums. You’ll kind of hear me talk about, so my dad got Lou Gehrig’s, disease. The phrase, it is what it is, really helped me.

And Michael was a good rock in my life then, because he’s like, how’s your father? I’m like, he’s slowly dying of suffocation. And he would go, you know, it is what it is. And you know, and it wasn’t mean, but it was real, because what do you do about it? You know? And then he’s like, and the cycle repeats.

So sometimes this is encouraging. What am I saying? I’m just trying to say you’re not getting universal praise. So this particular feedback I’m giving you might be helpful for someone who’s going through some betrayal, some loss, something didn’t work out. Maybe this is good for you. But someone else is like, well, that’s defeatist.

You’re a horrible person.

You have no hope.

Well, when your dad’s dying of Lou Gehrig’s disease, and he’s losing the feelings in his hand, and he’s like, I just wish I could play the drums. What do you say? You know what I mean?

So that’s what this song is about. I’m going with it.

Hit play.

What they don’t know is those losses pay. Losses turn to lessons and lessons rain down blessings every single day. It is what it is and it ain’t what it ain’t.

Fight to the finish, don’t fall, don’t faint.

Keep taking shots if you lose and you learn.

But if you don’t shoot, then you’re losing your turn.

Thank God for the lesson.

Come on, come on.

I thank God for the lesson.

You should write that down.

It is what it is. It is what it is. And so it goes. It is what it is. It is what it is.

It is what it is.

It is what it is.

It is what it is.

It is what it is. It is what it is.

It is what it is.

It is what it is.

It is what it is. It is what it is. It is what it is. It is what it is. It is what it is.

It is what it is.

It is what it is. It is what it is. It is what it is. It is what it is.

It is what it is.

It is what it is.

It is what it is.

It is what it is.

It is what it is. It is what it is. It is what it is. It is what it is. It is what it is. It is what it is.

It is what it is. It is what it is. It is what it is. It is what it is. It is what it is. It is what it is.

It is what it is. It is what it is. It is But when these get hot, you can learn to smell. Do not stop if you go. through hell My dad died, but all is well He’s up with Jesus, rockin’ the bells My dad’s playin’ drums now, that’s true wealth It is what it is, and so it goes The cycle repeats, year after year you grow a little more It is what it is. It is what it is.

And so it goes. And so it goes. The cycle repeats over and over. And so it goes.

That’s the song. And some people like it, some people don’t, but it’s what I do in my head to deal with things. And I’m telling you this story because if you go to this box four, you’re not gonna ever have universal praise. And so there was a guy this morning just riding my tail on the customer service line about how I’m not pro crypto. Just couldn’t handle the idea that A, I’m gonna take his call at five in the morning, and B, that I’m not going to change my worldview. And he’s just so mad at me.

And it’s okay. I’m like, it’s okay that we disagree.

And he’s like, I don’t get it. You had God’s gift of cryptocurrency on your stage. Why would you not pitch crypto? You could be, I’m going, I love that for you, not going to do it. And again, I’m just giving you my examples, because in your life, you’re not going to always have universal praise. So I want to get your thoughts, Danica.

Cornerstone fence, you’re growing.

You guys do commercial fencing, private fencing, residential fencing, ranch fencing.

But you don’t do fencing for everybody. You don’t do fencing at a loss. Not everybody likes what you do. Was that easier for you to learn that and figure that out, that not everybody’s a good fit to be an employee or a customer? Or was that hard to learn? Or what are your thoughts?

I mean, you kind of take it personally at first, because it’s very personal to you. This is something you’re building. This is putting food on your table for your family. And so when people want to cheapen what you do, it really, it just hurts a little bit. But then you get over it, and you just say, no, this is our price. We are fully insured.

The competitor’s bid that you’re showing me, they are not fully insured.

Therefore, we’re not comparing apples to apples.

It was tough for me to deal with this one. This is kind of a stupid story, but I enjoy sharing it.

We were at 89th and Lynn Lane.

Shawn, you can pull up that house, 8900 South Lynn Lane. We built a DJ business, and the way it would work is we would call the brides, the brides -to -be, and we would schedule a consultation, and I would meet the brides face -to -face or over the phone. And at that point, and I’m not exaggerating, I was something like 3 ,000 bookings in a row with no rejections. Like, of all the appointments, I hadn’t lost one in, like, years. You know what I mean? It was like a year and a half.

And this lady comes in, and by the way, ironically, she’s now back in my life because she’s a mother of one of the kids that my kids cheer with.

And she was like, yeah, you know, we’re not gonna go with you guys. And I’m like, what? And she was like, I just, I go, is if it’s a pricing thing, our thing is we’ll do your wedding for a dollar. I mean, we’ll do it for a dollar, literally for a dollar, no extra. I’ll do your wedding for a dollar and you can just pay what it’s worth. And she’s like, no, it just, everybody uses you.

And so I want, I don’t want to work with you because everyone works with you. And I remember going, I hadn’t seen the woman in 20 years, you know, so 20 years life changes. She didn’t change a lot though. I hadn’t seen her in 20 years and I see her at a cheer event and I’m going, It’s like Adam Sandler, when he’s hammered, he always sees that penguin. Oh, I see what’s going on here. You and the penguin.

And my wife is like, what are you doing? I’m like, that woman didn’t book her wedding with me. She’s like, let it go. It’s 20 years ago. You know, I almost still wanted to pitch it. How many of you, it’s personal when you lose.

Yeah, so again, you got to get to a place where your unique value proposition doesn’t bother you if not everybody likes you. Okay, next question. is improve your branding. Hey, Clay, we have Amanda Grace. Okay, tell Amanda she’s a beautiful American and we’re joining with her very, very soon, okay, within like five minutes. So improve your branding.

The branding thing is so important. And branding is tough because your branding sends out messages to the marketplace. So let’s go to Thrivetimeshow . com and I’ll just tell you how my branding is hurting and helping me right now. Michael Levine, obviously you saw him speak. We invited Robert Kiyosaki to speak at one of our events and he said to the group, he said on his show, And then he said privately to a lot of influential people, he said, I’ve been to thousands of workshops, and Clay’s workshop is my favorite one I’ve ever been to.

I’ve just never seen it. And some of you were there when he was there, and he was just taking it all in, like, where am I? Because you’re in my office, it’s gonna feel like you’re in a dive bar. It’s like every inch of my office is success stories and notable quotables.

And I hired a vendor now who’s carving Jim Rohn and Napoleon Hill quotes into every crevice of the office out of wood.

So it’s radically that wall when you walk in, they got the, you put your prayer requests in the, in the wall. That’s how my office is, but for business, it’s just nuts. And so we’re getting this good energy. Well, anyway, so I put on my website, what Robert Kiyosaki said, and Eric said, well, immediately we started getting people that didn’t want to work with us because they don’t like him and other people that did because they do like him. And so, again, I go back to it. It doesn’t matter who’s endorsing you.

You won’t get universal praise, so someone has to let that go. But from a branding perspective, you want to think, what’s going to pertain, what’s going to be relevant to your ideal and likely buyer? What’s going to be relevant to your ideal and likely buyer? And so on our website, you go to thrivetimeshow . com. I don’t have it out yet, but I’m just telling you so you know if you’re watching online.

We have Tim Tebow coming in April. That cost me a lot of haircut memberships when I announced that last the first time because people are like Tim Tebow I don’t want I don’t want to get my hair cut from a beard that likes Tim Tebow. So my response was, I’ll put his helmets in all my stores. So I got signed helmets, and now they’re in all the stores, because certain people were so upset that I would have this Christian athlete pushing his religion. Why won’t he just shut up and play the sport?

So I was like, I want Tim Tebow jerseys and helmets in all the stores. That was my response. But some people would remove the jersey and take it down because somebody, you know, didn’t get the joke, didn’t get the thing, didn’t get the story, didn’t like the idea, didn’t agree with you. But I’m not going to do that. So branding.

The final thing I want to cover here, and then we’ll bring up with Amanda Grace here, is the marketing stool. You have to have three ways that you market. And so one is going to need to be Google for a lot of you. The only way, but one of the ways. For Candle Queen, you’re going to have to get really good at calling, which is great because you do an awesome job verbally communicating, not spying on you, but you’re connected with other people. I know you’re a good communicator.

You’ll be fine.

But you just got to transmute that to be over the phone, transition to over the phone. You’ll be fine. But again, the verbal communication, getting a lot of rejection, 100 calls, three appointments, that’s going to be your daily flow. You’ll be great. But you’re going to have to get great at that.

And you’re going to have to do the Google thing.

And then the third thing you’re going to have to do is you have to figure out how to do specific social media marketing that only pertains to your ideal and likely buyers. So men and women that are primarily women that are looking for organic products, you’re going to have to hit them like a laser target on Instagram and Facebook, we can help you or you can figure it out, but that you’re going to have to get good at that. But you can’t just be just Google or just Pinterest marketing or just Instagram somebody here you’re doing great online, but then all of a sudden it goes away I talked to a lady last week. She has a fitness business She was killing it on Instagram and then all of a sudden Instagram changed their algorithm somehow and now she’s getting no leads and her whole business is Instagram and now it’s off and she doesn’t know why it’s not political it’s not a religious thing all of a sudden they just they turn they change the way they do things and now she has no lead.

So I want to get your thoughts on this, Danica. It can be very repetitive to go in there every week and need to gather objective reviews, to gather photos of your projects, to gather videos. Talk about how you guys, as a couple, battle the internal process of just, man, that’s repetitive. Man, that’s repetitive.

But we have to keep doing it.

As far as battling it, I have really struggled with the review thing. This has been something we’ve been battling, just asking for it and then being very relentless until we get people to follow through.

So we have struggled with that. I think a lot of people can relate. But I mean, like with our guys, when they finish up a job, they have a checklist. If that checklist isn’t signed and turned in with the paperwork that goes to the job, where they send pictures of their finished project, that they have a beautiful yard sign, it looks like a professional photographer did it. That’s part of the checklist, and it’s just a flow, and I talk about it every Monday. And you guys are doing a great job getting video reviews.

You’re getting video reviews. I’m seeing those come through. Has that been hard for you as contractors to get video reviews from people? I mean, you are doing it, but has that been hard? I feel like that’s almost easier than getting the Google review because…

Really? Yeah. And your contract… Most contractors I work with say getting video reviews is the hardest thing, and you’re saying it’s not hard, and I know you guys are doing it. So, Jordan, you want to add on that?

Is it not hard for you? Well, so… Once you’re out there, you do the walkthrough and ask them.

A lot of them are willing to do it, but when you send them the link for the Google review and then you leave, most of them don’t get on and do it.

Even though they’re happy with it, I don’t know what’s so, I think them getting on the phone and having to click on a link and just, it really takes like a minute, but whatever it is. It’s the toughest minute ever. It is, but a lot of them are willing to do it.

video reviews.

I’m just trying to tell you, because there’s somebody here, I was talking to you yesterday, and you’re a contractor, and you’re like, it’s impossible for me to get video reviews. And I’m going, I love that for you. And they’re like, I think people in Phoenix are more hesitant to giving video reviews. I’m like, I don’t agree with that part. I don’t think people in Phoenix are different than people. But you’re having a hard time getting video reviews, but you do a similar industry to what these guys do, and they have no problem with that.

However, the same person in Phoenix was telling me Google Reviews is easy, and that’s been more of a challenge. So each of us has a different breakthrough area that we need to work through, and I just want you to be aware of that, and we can’t not do it. Anything else you want to share about just things you’ve learned? For anybody watching online, you’re like, man, I wish I would have learned that faster. Is there one piece of advice if you could talk to yourself 18 months ago and say, I wish I would have done that faster. I think the biggest thing for me was just having the confidence.

It’s one thing when you’re just starting a business, you’re out there trying to sell it.

You’re not real confident in either your sales ability or just the full process. And it was probably like a year and a half after working with you. that it’s just kind of a switch in your mind that you are successful, you can be successful, and you really just got to keep going through the processes and pushing every day.

Danica, any final thoughts you want to share for anybody who’s saying, wow, you guys have grown your business from 700 ,000 to 1 .5 million.

It’s 20 times growth.

You’re doing any advice you say, man, I wish I would have done that faster.

Merit -based pay, 100%.

Merit -based pay, top of mind.

Let’s hear it for Danica and Jordan. Great job, guys. All right. Now, the next guest here we have, Amanda Grace. She was the first person who ever challenged me to read the Bible every day, and I now do that every day. And Amanda is also was gonna join us in person.

Her husband had a brain injury, which has required a lot of surgery, and I’ll let her explain that to you a little bit, but he’s going through some stuff, and she, last minute, felt like it wasn’t the best fit for her to be gone as he’s battling some stuff, so she couldn’t be here in person, so she’s broadcasting from New York. I think we have two mics there, Sean. Do we have two mics? We have a mic? Yeah, it’s right in front of you. Okay, right in front of me.

So this mic here, this guy, this is mic one. Amanda Grace, are you there? Is Amanda there? Amanda? Hello. Amanda, are you there?

She’s muted, though. We’re muting Amanda. We’re muting Amanda. We need Amanda coming in. Amanda can hear me, I think, but we can’t hear her. We’re unmuting.

Okay. She’s there. Nothing more awkward than having a room full of people not knowing if they can hear you and you can’t hear them. So bear with Amanda. She’s doing a great job. Amanda, are you there?

She’s muted somehow. She’s muted somehow. She’s muted on our end or her end? Okay, I’m going to let you guys sort that out offline, and we’ll come right back to you. So, Devin, I’m going to let you get ahold of Amanda on the phone, sort that out, and then come tell me, okay? We’ll just keep plowing through the to -do list, and we’ll get it done.

Okay, thank you, Amanda. We’ll come right back with you. You are the best. Okay, next item I want to get into. On this board here, at Search Engine Optimization, page 469 through 483, that’s all the stuff you need to do to optimize a website, okay? So you say, how do I optimize my website?

Page 469 to 483, also a resource for you. If you type in Bruce Clay and then Thrive Time Show. So Bruce Clay Thrive Time Show. Bruce Clay is the author of Search Engine for Dummies. Just to be clear, this isn’t a Bruce Clay commercial or reverse commercial, but for about $12 ,000 a month for a year, Bruce will teach you search engine optimization, but then you have to do it yourself. And so we hired Bruce to teach us, and we obviously teach you the systems and processes.

He’s a great writer. the book Search Engine for Dummies, Bruce Clay. But again, we’ve built a system that we teach all of our clients, and that’s page 469 and 483. Next, page 257, creating marketing guardrails and a marketing calendar.

Um, you got to have a calendar for your marketing.

It has to be in your in your schedule. So picking on laser tattoo removal, you’d want to be like, it’s going to be a dream 100 marketing Friday. And every Friday, you market on Friday to your dream 100.

And you put in your schedule.

And it’s just a no brainer. You don’t think about it, you just do it. You got to have a calendar that you would say, okay, every Monday, I’m going to send out a mass text message to all of my restaurant customers every Monday, or every second Tuesday of the month, I’m going to mass email my clients or there has to be a schedule and a cadence. We’re on the same page. So those who have a business, I would suggest you say, every Wednesday, I’m going to get at least 10 reviews or whatever your make a schedule. So it happens.

So it’s not a suggestion. It’s a schedule. You have to make your schedule. You have to ordain your destiny. Your schedule will dictate your future, right? I want to see your future.

I need to look at your current schedule. You got to make you to put it into your schedule, plan it out. Okay. So next, um, then establish your daily key performance indicators. It’s so important that everything, everything is a metric. Um, there’s one guy who used to speak at the reawakened tour who I saw him.

And then I did not see him for a year, and I saw him again, and he lost 91 pounds in 11 months. And I said, wow, almost didn’t know him. What’d you do? He’s like, well, I just went only protein. That’s all I did, ate nothing but meat. I go, do you like it?

Hate it. He said, I remember that. He said, I hate it. He’s like, I never thought I would hate steak, but I hate steak, I hate beef, I hate all beef products. I find myself primarily thinking about things I shouldn’t eat, but I don’t eat them. And it’s not that it’s, like, it doesn’t feel good.

The story’s not like, yeah, I love my new diet. He’s going, I just, I needed to do it, and I did it, and he scheduled it, you know? And so he had a little calendar. He would carry around a journal, and he would chart what he ate, and for some reason, charting what he was eating was his key to doing it. It was interesting because when I talked to him, it wasn’t a guy who was like, oh, I love the carnivore diet. Oh my gosh, it’s incredible.

I love it. It’s the best. He was the guy who’s more, I hate it.

I hate, I don’t like it, but it works. And I think for some of you, it might be that way. And for some of you, you might like it, but the reality is it needs to be done. So we’ve got to make, we need to make a key performance indicator or some kind of system where you track the results and it has to be a metric. So in the case of the diet guy, it was no food until 12. And then no food after 8.

So 12 to 8 was his eating window, and he only ate meat. And I’m going, do you like it? I mean, I was thinking like, wow, man, you look great. Do you like it? He goes, I hate it. I’m hungry all morning, pissed off at night.

I lay in bed thinking about eating bread.

All I think about is bread. If you were bread, I would eat you. You know, he’s just like, I really, really, but he did it into his, into his credit. He did it, you know? And so some of you guys, you might think that way about getting Google reviews or a candle queen. You might think that way about making calls, you know, where you’re like, man, I don’t want to make calls, but I need to make calls, but you’re going to have to build key performance indicators.

You know, driving from here to Tulsa. If we average the speed limit plus five miles, it’ll be plus five miles per hour. It should be a 20 hour drive.

You know, you take Tulsa time, Anaheim time, we lose a couple hours, but you get the idea. So it’s mathematical certainty of when we’ll get there based upon, it’s not necessarily fun, but it is what it is, right?

So you got to make sure that you have some sort of, I need you to distill your goals into measurable tasks, key performance.

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.

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.

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 help you guys implement the SEO. And the coaching is just great because there’s accountability and it’s just a fantastic way to grow your company. Having a relationship with Thrive Time, it’s just been amazing for MultiClean. Oh my goodness, it frees me up because then I don’t have to get take a class on search engine optimization or learn marketing or shoot video. That’s not what we do. What we do is commercial janitorial service.

And you guys were the experts on marketing and you teach me and hold my hand and show me how to do it right. And therefore now my company is much, much larger. Folks, on today’s show, we’re joined by a real client. He may look like a male model. He may look like a hologram, but he’s a real person. He’s a longtime client.

He’s a man that we consider to be a friend of the Thrive Time Show and a friend of mine. Ladies and gentlemen, please welcome to the show, Kevin. Welcome on to the Thrive Time Show. How are you, sir?

Clay, I’m doing great. Had a great Christmas holiday, and I’m glad to be here. OK, so first question, can you tell us, what is your name, first and last name, and what’s the name of your company, sir? My name is Kevin Thomas, and the name of our company is MultiClean. We are a commercial cleaning service. janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas.

And how long have we worked with you approximately at this point, sir? It’s been about six, seven years. And, you know, so many people reach out to me. I mean, literally every day.

I just talked to a woman this morning. We get 10 to 20 people a day that reach out wanting to see if we can help them grow their companies.

And we only work with 160 clients. And I do that because I want to only work with people that are super coachable. And so this woman on the call today was asking me, she said, well, what’s the most important thing that you do, that you have to do to grow your company?

And I was telling her, I said, that’s kind of like asking a skilled chef, what’s the most important ingredient to make great cookies? Is it flour? Is it eggs?

Is it butter?

It’s like asking a home builder, what’s the most important component to building a house? Is it the footings? Is it the frame? Is it the concrete?

That’s like asking, it’s a great, maybe it’s a great question, but really it’s all of it.

And so I really wanted to talk to you today about all of it, implementing all of it, growing MultiClean, how we’ve been able to do it.

So first off, could you share what it’s like to have a coach that works with you every week who’s committed to helping you improve your business by 1 % or 2 % every week? Well, Andrew is my coach. And the great thing about having him as the coach is he keeps me accountable. Because sometimes when you’re the owner, there’s no one to be accountable to. And he keeps me on track.

He keeps me tracking sales, tracking wins. If we have a loss, he helps me figure out what what happened. He just keeps me being consistent with our processes with our systems, which before We got involved with Thrive Time. We didn’t really have any systems or processes in place. And in terms of growth over these past six or seven years, I’m not looking for you to share the actual sales totals because you’re a larger company at this point. But could you share how much growth have you had over the past six or seven years?

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. So just to be clear, I’m making sure I’m taking notes here. You’ve grown five times. And you’ve grown from how many employees to how many employees?

About 60, 65 to well over 300 in that time frame. So let’s unpack all the specific aspects of business growth. And I’m going to pull up a document so our listeners can see. What’s your website we can go to right now to look at while I’m pulling up this source document? What’s your web address, sir? The website is multiclean, just like it sounds, multicleanok .

com. Multicleanok . com. Can I pull this up?

And as I pulled up this source document, many people say, Clay, why do you pull up these documents? Well, contrary to popular belief, most successful people that I know use workflows. They use documents. They use checklists. We don’t typically memorize things. And a lot of times people say, what?

I say, yeah, as a business owner, I’m not going to try to impress you with my memory. But I am going to teach you proven systems. And so when somebody goes to implement these business systems as a coach, we’re going to guide you through all of these processes. But there’s a lot there to it. There’s a lot of steps. It’s step one.

It’s step two. It’s step three. It’s step 807. It’s a lot of steps here. And so as we’re going through this, I don’t want anyone to feel overwhelmed. But I just want people to understand, it’s implementing all of these systems simultaneously that produces the success.

So first off, establishing your goals.

I’m not trying to have you hop on today’s show and share what your goals are necessarily. But let’s start with step one. Why is it important for everybody out there figure out clearly what your goals are. Well, Clay, it’s important to have goals.

Otherwise, you wouldn’t really know, you wouldn’t know where you’re going. You wouldn’t know if you reached a certain level of success, unless you have a goal that you’re going for. And plus those goals for me anyway, they keep me motivated to grow my company, to grow my employees, to better my employees, and also to make my family stronger and better as well. So we have those goals. That’s step one. We’ve got to have those goals.

Goals for our faith, our family, our finances, our fitness, our friendship, our fun. And some of us are better in certain areas. Some of us need help in other areas. But we’ve got to have our goals. Second, we’ve got to determine our break -even point.

And I think that’s something that a lot of business owners don’t know. So I’m just going to be very clear with our listeners and kind of bare my soul. But when we work with a client like you, we charge you $1 ,700 a month, and we make a 20 % margin. So we make a 20 % margin. $340 a month per client. I know what my costs are.

Kevin, you know what you pay me.

It’s very clear, my profit margin. Most business owners, though, when we start working with them, they don’t know their breakeven point. Could you share why it’s important for you, as an owner of a company now with 300 employees, to know your breakeven point? Well, it’s really important because you don’t know if you’re making money. And you need to know what your margins are going to be.

You need to know what your cost is so that way you can take your profit and then turn that around and pay your overhead, pay your employees, and most of all, Most importantly is to pay yourself. And because if you’re not paying yourself and if you’re not making an income, then the business is pretty much dead. And again, I’m taking notes here. If it sounds like I’m typing a novel, I’m not. I’m just taking notes so everyone can really dial into this. Now, box three, you have to know how many hours a week you’re willing to work.

Now, one thing about you, bragging on you, is you’re willing to do whatever you need to do, but you’re also super committed to your family. So again, I repeat, you’re very willing to do whatever you need to do, but you’re also committed to your family.

So we’re recording this testimonial today on a Saturday, and virtually every day entrepreneur I’ve ever met in my life. I’ll say virtually every entrepreneur I’ve ever interviewed in my life on this show. We’ve interviewed billionaires, multimillionaires. All of them are no stranger to working on Saturdays. Can you talk about that, about just being realistic with yourself and your family, about how many hours per week you’re actually willing to work? Well, as the owner, you have to be willing to work whatever it takes, whether it’s eight hours or 15 hours a day.

Since we’ve been in business for 31 years, we have a fantastic team right now. And so my hours have cut down. So I’m actually able to spend more time with my family because I have such a fantastic team and we have fantastic processes. But as a new owner, you just have to do whatever, whatever you have to do to get it done. And eventually it will get easier. not much easier, but it will get easier.

Now we move on to this next box, you have to know your unique value proposition. Now, as a coaching platform, what we try to do is work with wonderful clients like you to help you stand out in the clutter of commerce. And one of the things that I found out about your business very quickly, is you had a long history of running your business. I mean, you weren’t a startup. You had had a long history of success. And so I was telling Andrew, hey, we need to document all of Kevin’s testimonials.

We need to gather them in one place. We need to start getting Google reviews, objective Google reviews from real clients. We need to do that because, and I’m not, this is not a backhanded compliment. You had a very good business, but you guys had not documented your client successes over the years. You didn’t have video proof that you guys did a good job. You didn’t have documented testimonials.

You did not have objective Google reviews that matched the quality you provided. Can you talk about the importance of documenting your actual client testimonials and gathering those objective reviews? Absolutely. That’s really huge in our growth. The fact that we are the highest and most reviewed commercial cleaning service in the entire state of Oklahoma is a very important thing. And it just shows proof of who we are when we get Google reviews.

Also, when we do video testimonials, it’s real people giving real testimonials.

It’s not a super, super professional. It’s just a real person giving a real review. How about how they feel about multi -clean? And, uh, it’s just been a huge help to our business. When people that get online, they look for a commercial cleaning service and usually they go to the maps page. We’re right there all the time, and usually we get picked to give someone a quote.

And that’s been really instrumental in the growth of MultiClean. And again, this is not an event.

This is an ongoing process. And every week, we’re gathering objective Google reviews, objective video reviews. And again, that’s one of the ways you stand out in the clutter of commerce. The next is the branding. A lot of times we meet a business owner, Kevin, and their website is in disrepair. Their website needs help.

So I think about clients that we’ve had tremendous success with. Brands like Shaw Homes, when we started working with Shaw Homes, by the way, Shaw Homes was just sold, but we started working with Shaw Homes. They were around $14 million a year of sales, and we helped them to grow over $150 million in sales. So just to be clear, we helped Shaw Homes grow from $14 million in sales to over $150 million in sales. We work with wonderful brands like Oxifresh, where Oxifresh today now has over 550 locations. And branding really is just the perception that people have when they see your company for the first time.

Branding is your website, your print pieces, your logos, your business cards, your one sheets. Branding is the perception people have when they see your business for the first time.

And I would encourage everybody out there to self -assess yourself on a scale of one to 10. 10 being the highest, one being the worst. How highly would you rank your branding? Kevin, can you talk about the impact that’s made having a professional branding working for you? Absolutely. Branding is pretty key in the commercial janitorial service because there are a lot of startups that are very cheap and don’t really offer much service.

When we show up, everything that we do is professional. Our card looks good. Our proposal looks good. We have a team here that continually communicates with the customer or potential customer. And so having that brand that this is a professional company, We have a lot of respect out there amongst our competitors and amongst our clients as well because we have that the quality name goes with the brand. and that’s very important in this industry.

Now again, there’s somebody out there who needs to hear this. We’ve been working together for years and every week you know you’re growing by. Every week, we’re improving the company, in my opinion, by 1 % or 2%. So at the end of the year, you say, what did we do? Well, we made the company 50 % better. Every week, we’re improving the company by 1 % or 2%.

Well, what are we talking about? At the end of the year, you’ve grown the company.

At the end of the five years, you’ve grown the company. At the end of the six years, you look back and go, wow, we’re five times larger. What do you say to somebody out there that’s looking to get rich quick, somebody who’s looking for the one thing that will turn their business around and make them rich tomorrow? What would you say? give it up on that idea because there’s no such thing as, it’s more like get rich slowly. That’s the only way to be successful is take your time, do it right, be patient, be a man or a woman of integrity and make good decisions for your company and just do it right.

Now, step four, I’m going through this methodically, folks. Step number four, again, you define your unique value proposition. Got it. OK. Step five, you improve your branding.

Step six, you have to come up with a three -legged marketing stool. And with your business, we have clearly defined a three -legged marketing stool. What does that mean? A stool with three legs is stable. A stool with one leg is going to fall over. It’s probably not even a stool.

At that point, it’s sort of a monopod. But you have to have a three -legged marketing stool. So for your company, we have three things that we do. we do too, but one is we really, really focus on search engine optimization by gathering the most objective reviews, writing original content, gathering video testimonials. Second, Dream 100. That’s where you reach out to your ideal and likely buyers consistently.

You reach out to your ideal and likely buyers. And third, you know, you’re wowing your customers to the point that you’re generating word of mouth. The word of mouth is becoming, you’re intentional about wowing your customers, thus it creates word of mouth. Could you talk about the importance of having a three -legged marketing stool for anybody out there that has a one -legged marketing stool or no intentional approach to marketing at all?

Well, Clay, the nice thing about the three -legged marketing is that we learned that from you at Thrivetime. We didn’t really know what we were doing. And so when we joined up with Thrive Time, we started doing the SEO. We got our website in order, got it all cleaned up so that when people search for commercial janitorial services, they find us. Also, when they do find us, we’re topping Google reviews. And then also with the Dream 100, we have a database in our Excel and HubSpot that we’re continually going to and making cold calls.

And the important thing about all that is that you can’t just rely on one. Maybe one day, one’s doing well. The next day, next month, another one is doing well. So it’s circular.

At one point, one of them is always going to be doing well to help your company grow. Now, once leads come in, you have to actually sell something. And this just in, if we don’t sell, our business will go to hell. You know that. Most of our listeners know that too. But I think there’s a lot of entrepreneurs out there that have a bias.

They think, you know, if I have a great idea, it’ll sell itself. If I build it, they will come. And they think that because they’ve watched Field of Dreams. They think that because they’ve watched too many Tai Lopez videos. They think that because they’ve watched Get Rich Quick videos about ClickFunnels and various other online, I call it scammockery, but it’s where someone’s trying to get rich quick. And I would just tell you that if you build it, they won’t come.

And a product is so good, it still won’t sell itself. You have to get out there and work it.

And so to do that, you have sales scripts, you have

recorded calls for quality control, you have one sheets, you have pre -written emails, you have lead trackers, you have all of those things in place. Could you talk about the importance of having intentionally scripted calls and intentionally recorded calls and intentional, just being intentional about every aspect of your sales process? Absolutely. We’re intentional with all that with our sales scripts. We have two ladies that are inside sales and they’re continually calling. They have a fantastic script that they use.

The one sheet that we use, we give it and it compares us to other services. Actually, that was designed by you guys at Thrivetime, which has been very helpful. Then our lead tracker, which Andrew and I go over each week, we look because I don’t see all of the leads that come in, but we go over the lead tracker and I’m able to see from beginning to end when the lead came in, Where it is, is it in the bid process right now? And did we get it or do we not get it? And if we didn’t get it, that goes into another file for a follow -up call in three to five months. And if you don’t have all those in some kind of a process, you’re just going to lose all those potential leads.

I hope that this broadcast can change somebody’s life. Now, in part two of today’s show, I am going to do a show specifically about how, if you have a great idea, it won’t sell itself. And part two of the show is going to start off with Steve Jobs. There’s old video footage of Steve Jobs telling you, the viewer, telling me, the viewer, that, hey, a great product will not sell itself. And it’s powerful when you hear from other people who are actually achieving success, who did achieve success. I encourage everybody to pay attention and take notes because we’re trying to help you achieve massive success.

Step number eight, you have to know how much money it costs. you to acquire a new customer.

You have to determine your sustainable acquisition costs. So just today, I mean, I talked to a wonderful lady today. I’m going to talk to a wonderful young man. I say a young man, a guy in his late 30s. I’m going to talk to a man in his late 30s today. I talked to a woman this morning who’s super successful. And I know that whether they buy a ticket to a conference or not, or whether they become a client or not, Kevin, I know that our marketing costs to promote our conferences hover around $12 ,000 a month.

What? Yeah. So I spend about $12 ,000 every month to market our business conferences. Why am I telling you that?

Well, folks, do the math. If we have a conference. every two months, so every 60 days, right? And we’re spending $24 ,000 to promote a conference, and we’re doing a conference every 60 days approximately. How much money does it cost me for every person who’s in attendance? So let’s just kind of do some math for a second.

I want to give people some real examples. If I’m spending $24 ,000 this month or over the next two months on promoting a conference, and we sell a total of 300 tickets, that means it’s $80. It costs me $80 per customer. her conference attendee. And I’m not talking about the food we serve, Kevin. I’m not talking about the Eric Trumps, the Robert Kiyosaki’s, the Tim Tebow’s that come in to speak.

I’m not talking about any of the workbooks we give the attendees. I’m just talking about the cost to get in front of our ideal and likely buyers. It comes out to about $80 per ticket buyer. And I think if you ask the average entrepreneur, I know this because I’ve been doing business coaching for 20 years, the average client I talked to, the average potential client I talked to, they do not know what it costs them to get a new customer. Can you talk about that for a second? Why is it important to know how much money it costs you at Multi Clean to get a new customer?

Well, Clay, it’s really important because you have a sales team, you have an outside sales team, inside sales team. team, and you have overhead costs along with startup costs for us. We have to start up with new equipment and all kinds of equipment to do the building. The bigger the building, the bigger the startup. So it’s very important to nail that down on what it costs. Sometimes I have to rein in the team and say, okay, we can’t buy all this brand new, this equipment, that equipment for this account.

Thankfully, most of our startup costs are recouped within the first three to five months of starting a contract with a customer. But it’s very important to know that. Otherwise, at the end of the month, you’re like, where’d all my money go? So it’s very important to know what that cost is. Folks, I’m telling you, this is the kind of stuff they don’t teach at business school, but they should.

OK, so here we go.

The next is you got it. This has been stuff we have to do. We have to box number nine, step number nine. We have to create repeatable systems, processes, and file organization. Now, so many people, what’s interesting to me, Kevin, is so many of our listeners, they know about Dr. Z in the auto auction, or they know about me in the dog training business, or they know about me in the haircut chain. And they go, Clay?

Did you grow up, like, was your dad, like, the Zolhan? Was your dad really into hair? Is that how you got going? Or they’ll go, Clay…

Or are you and Dr. Z really into cars? Do you have like an automotive background? Or they’ll say, it’s z66aa . com. And Dr. Z, full disclosure, just did sell that business. So it’s now switching the branding over here to America’s Auto Auction, OK?

And by the way, the company that bought his auto auction bought it because it was successful. People look up Make Your Dog Epic. They go, did you have a dog training background? People look up Dr. Zellner and Associates. They go, is that because you guys are in love with these dogs? human eyeball and then what happens is people are left to think are you successful because

of luck? Or have you, Clay, have you and Dr. Z been able to combine to build, what, 14 multi -million dollar companies because you’re lucky? because of your vast knowledge of the human eyeball and hair, dogs, or is it because you’re following a proven process? And that’s what I want to hammer home into everybody’s cranium right now.

Everybody can do this, Kevin, but you’ve got to follow a system. What do you say to somebody who says, I just don’t know if I can do it? What would you say? Well, I would say that before we had a relationship with Thrive Time, I don’t even think I knew what a process meant or what a process was. The coaches there have helped me put in some great processes in place to track sales to learn about. We have a software called HubSpot that you’re familiar with, Excel, and we have another software called HiRise that we use and it tracks all of our customers day by day.

And without that, we would be lost and floundering so poorly.

But because of these processes in place, we’re doing so well. It’s all out of my brain because that’s where it was before. And now it’s not. Now it’s in paper. It’s on our server so that we can draw to it each week. And that really helps in our growth and the flow of the whole company.

And I want to greatly respect your time. So the final five minutes we have here, we’re going to crank up the speed a little bit here. But box number nine, we’ve created repeatable systems and processes. We’ve documented these things so we can improve them over time. Box number 10, we’ve created management systems. I mean, what people on your team will do what jobs?

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

What are they supposed to be doing on a daily basis? And what are they not doing on a daily basis? What are they being held accountable for? And at the end of the day, Kevin, if you don’t have checklists and documented expectations and some sort of merit -based pay, nothing’s going to happen. Why do you have to take the time to make the checklists, and the processes, and the description of what you want employees to do, and have some sort of merit -based pay system in place? Well, if it’s not documented, then they won’t know what to do.

And also, if it’s not documented, it’s really difficult to rely on all the employees to just think on their own. They need some help. They need time to focus. and to get things done. That goes all the way from the lady that welcomes everyone in, all the way up to our general manager, even to me. We have to have documented expectations.

This is so powerful, folks. I’m hoping you’re learning something. This is, I’m telling you folks, this is the boring stuff that will make you rich. You see, when the average person gets bored, the great clients, they bored down. What am I saying? When the average person gets bored, the great, the most successful people, they bored down.

You see a skilled athlete, you see a successful entrepreneur. They have focused on mastering these systems. They have focused on mastering their craft.

People like Larry Bird, the great NBA player, people like LeBron James, people like Michael Jordan, they practiced to the point that they couldn’t get it wrong. You don’t practice until you can get it right. You practice until you can’t get it wrong. And that’s why you have to document these systems. Box number 11, you have to create a sustainable schedule. You have to have a schedule.

Kevin, if you’re not doing the group interview, let’s say, every week, if you’re not interviewing potential client or potential employees every week, if you’re not interviewing potential employees every week, and you’re not having your weekly accountability meetings with your team, what’s going to happen if you don’t have a predictable, repeatable schedule in place? Well, nothing’s going to happen. That’s the key. Having the group interview has been great. We just hired a salesman in our Oklahoma City office to the group interview, which was fantastic.

And also in Tulsa as well.

But just having those Having those sustainable schedules in place is just great for the growth of the company. Now, Kevin, I’ve got a wonderful client. I’ll be very vague. They’re based in Florida. And they were telling me, they said, Clay, I have a vacation coming up in California. And I said, that’s great.

They said, no, it’s terrible. I said, why is it terrible? They said, I haven’t been doing the group interview consistently. And I’ve kind of delegated that to somebody in my office that’s I don’t really know what they’re saying, I just know that the group interview, I’m not involved in the process, and I’m just looking at my calendar, and if we go on this trip to California, we’re going to have some problems. What do you say to somebody out there who’s abdicating their hiring process or abdicating their sales calls? I say abdicate.

They’re not delegating. Delegate means to assign and then to follow up to make sure it’s done correctly. Abdicate means to just say, well, someone else is handling it. What do you say to somebody out there specifically that is abdicating their hiring process, the group interview process, the process for recruiting employees? Well, I love to be involved in all the group interviews. And usually whenever there’s a group interview, there’s anywhere from four to 12 people.

And the great thing about it is that within the first five minutes, you know, the two or three that you want to keep. And so that saves me so much time, because interviewing 12 people takes 12 hours. Interviewing 12 people in a group interview takes about an hour. I love that. I love saving time.

I love saving money like that where I’m not having to spend all day interviewing people that may or may not even show up. It’s just great. I highly encourage owners to get involved in the hiring process. Group interviews are very successful. I encourage you to do that. And now, again, so many people can hear this stuff, and they go, this is so overwhelming.

There’s so much to do. Box number 12, you want to create human resources and recruitment systems. And we have systems for that. Box number 13, you want to look at your numbers. You have to measure what you treasure. You have to measure what you treasure.

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

Casualness causes casualties.

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

The reason why I pay them on a monthly basis is I want to make sure that all my filings are correct, everything’s being done properly. I have an accountant, an accounting firm called CCK. CCK, I’ve used them for years. Over 10 years, actually. And I’ve used them. And the reason why I pay them on a monthly basis is I want to make sure that I’m paying my taxes on time, properly, that sort of thing.

In any area of our life where we want to have improvement, I would argue you need to have a coach, whether it’s an accountant, whether it’s a lawyer. They have different names. Sometimes they’re called a lawyer. Sometimes they’re called an accountant. Sometimes in fitness, so many people I know, a lot of my, this is true, some of my friends are former pro athletes. And they tell me, they say, Clay, as soon as I retired from the gym,

sport, I quit working out. And I go, OK, that’s fine. And they go, you know what I did this year? I said, what’d you do? They said, I hired a personal trainer. And I said, what happened?

They said, now I’m back in the flow. And I think we all just need, we need to know three things.

We need to know what to do. Two, we need someone to hold us accountable. And then we need to have someone who has the tools. Could you talk to somebody out there that’s thinking about scheduling a 13 -point assessment to talk to myself and our team becoming a business coaching client? Well, I remember when I had my first meeting with you, I thought I have nothing to lose, absolutely nothing to lose except growth. And after that 20 to 30 minute meeting with you, I thought this is going to change the trajectory of multi clean.

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

And when sometimes I can’t make the meeting, we have phone calls. It’s just been great. It’s been good accountability. Even my wife says, no matter what, you’re never leaving Thrive Time. Now, let’s say this. We live in a soundbite world.

I won’t paint you too much into a corner here, but if you have 30 seconds and somebody said, Kevin, how has the Thrive Time Show business coaching program impacted your business? Or how could it impact somebody’s business? Kind of a 30 -second overview or summary. How would you describe the business coaching and how it’s impacted your business? Well, it’s given me my why. And it’s taught me

the importance of systems. It’s taught me the importance of family time and the F7 goals that you impress upon me all the time, because you can be the owner of a company and work 100 hours a week, and then you have no family. And so the Thrive Time relationship I’ve had now for six, seven years has done everything to not only improve my business, but improve my life. life, improving my relationship with my son and my wife. And it’s just been fantastic. And I highly encourage, if you’re thinking about growing your business and getting out of a rut, to meet up with Clay and all the people at Thrivetime.

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

$1 ,700 a month. And people say, why do you charge that? Well, it’s a 20 % margin. And that’s what we do. Now, we have some clients that we partner up with. We make a percentage of the growth.

And frankly, I make a lot of my wealth by teaming up with clients and these sorts of things. But when I was building my company, djconnection . com, I remember when I met with the Yellow Page guy.

He told me it was going to be $2 ,500 a month to buy a Yellow Page ad. I mean, this is over 20 years ago, 25 years ago. And that amount was wild. So I got a job at Applebee’s, Target, and DirecTV. That was my get rich system. That was my life hack.

I got a job at Applebee’s, Target, and DirecTV.

But I think everybody needs a little bit of a hand up, maybe not a hand out, but a hand up. And that’s how we make the packages affordable. It’s $1 ,700 a month, 1 -7 -0 -0. It’s less money than it costs to hire a minimum wage employee.

Also, it is month to month, although most of our clients are with us for basically until they sell the company. Our average client is with us for over six years.

But we do have scholarships. We work with a couple of clubs. a month where if they need help financially, we work with them at a discount. What do you say to somebody who’s thinking about coming to our next workshop with Eric Trump or Robert Kiyosaki or Tim Tebow or whatever workshop we have coming up? What do you say to somebody who’s on the fence right now? They’re going, I’m thinking about scheduling a 13 -point assessment.

I’m thinking about buying a ticket for an in -person workshop. Kevin, what do you say to them? I would say do both.

I’ve probably been to In six, seven years, I’ve probably been to 12 to 13 business conferences.

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 help you guys implement the SEO. The coaching is just great because there’s accountability. It’s just a fantastic way to grow your company. Having a relationship with Thrivetime is It’s just been amazing for multi -claim. I don’t know that we talked about it, but we do the photography, video, web, search engine, online ads.

From a peace of mind perspective, what does that do for you as an owner, knowing that, hey, it’s a flat rate I’m paying, and I have a team that handles all of that for me, the graphic design, the photography, the search engine, the web development, the strategy?

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

And you teach me and hold my hand and show me how to do it right.

And therefore, now my company is much, much larger.

Kevin, I really do appreciate your time. For anybody in the Oklahoma area, anybody in Kansas, I believe you said.

You said Kansas, Oklahoma. What other states are you in now, Kevin? We’re in Oklahoma and southern Kansas. And this in 2025, we are looking to open an office in northwest Arkansas. I encourage everybody out there, check out the website right now. I’ll pull it up one more time, folks.

That website is multicleanok . com. That’s multicleanok . com.

If you’re looking for a commercial cleaning service that you can trust, go to multicleanok .

com.

Kevin, thank you so much for your time, sir. I hope you have a great rest of your day. Thank you, Clay. Bye -bye. One of the things that really hurt Apple was after I left, John Sculley got a very serious disease. And that disease, I’ve seen other people get it too.

It’s the disease of thinking that a really great idea is 90 % of the work. And that if you just tell all these other people, here’s this great idea, then of course they can go off and make it happen.

And the problem with that is that there’s just a tremendous amount of craftsmanship in between a great idea and a great product. Clay Clark is here somewhere.

Where’s my buddy Clay?

Clay’s the greatest. I met his goats today. I met his dogs. I met his chickens. I saw his compound. He’s like the greatest guy.

I ran from his goats, his chickens, his dogs. So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing. Okay, Aaron Antis, March 6th and 7th. March 6th and 7th, guess who’s coming to Tulsa, Russia? Santa Claus?

No, that’s March. March 6th and 7th, you’re going to be joined by Robert Kiyosaki. Robert Kiyosaki.

Best -selling author of Rich Dad, Poor Dad.

Probably the best -selling or one of the best -selling business authors of all time. And he’s going to be joined with Eric Trump. He’ll be joined by Eric Trump.

We got Eric Trump.

and Robert Kiyosaki in the same place. In the same place.

Aaron, why should everybody show up to hear Robert Kiyosaki?

Well, you got billions of dollars of business experience between those two, not to mention many, many, many millions of books have been sold. Many, many millionaires have been made from the books that have been sold by Robert Kiyosaki. I happen to be one of them. I learned from the man. He was the inspiration. That book was the inspiration for me to get the entrepreneurial spirit, as many other people.

Now, since you won’t brag on yourself, I will. You’ve sold Billions of dollars of houses. Am I correct? That is true and the book that that kick -started it all for you Rich dad for the author the best -selling author of rich dad for dad Robert Kiyosaki the guy that kick -started your career Yeah, he’s gonna be here. He’s gonna be here I’m bumped and now Eric Trump people don’t know this but the Trump 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 president of these United States and soon to be the 47th president of these United States. He needed someone to run the companies for him.

And 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. Eric Trump is here to talk about time management. promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. 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. 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. Would you buy a ticket just to see Robert Kiyosaki and Eric Trump? Of course you would. Of course you would. But we’re also going to be joined by Sean Baker.

This is the best -selling author, the guy who invented the carnivore diet. Oh, yeah. Dr. Sean Baker. He’s been on Joe Rogan multiple times. He’s going to be joining us. So you’ve got Robert Kiyosaki, the bestselling author of Rich Dad, Poor Dad, Eric Trump, Sean Baker.

The lineup continues to grow. And this is how we do our tickets here at the Thrive Time Show. If you want to get a VIP ticket, 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.

I grew up without money.

I totally understand what it’s like to be in a tight spot. So if you want to attend, it’s $250 or whatever 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. The most people we’ve ever had in this building was for the Jim Brewer presentation.

Jim Brewer came here. The legendary comedian Jim Brewer came to Tulsa. And we had 419 people that were here, 419 people. And I thought to myself, there’s no more room. I felt kind of bad that a couple people had VIP seats. in the men’s restroom.

No, I’m just kidding. So I thought, you know what, we should probably add on. So we’re adding on what we call the upper deck or the top shelf. So the seats are very close to the presenters, but we’re actually building right now. We’re adding on to the facility to make room to accommodate another 30 attendees or more. So again, if you want to get tickets for this event, all you have to do

do is go to thrive timeshow .com, com, go to thrive timeshow . com. When you go to thrive timeshow . 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. private between you, between you, me, everybody. 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. Zero two.

That is not actually bilingual. That’s just saying one for a one. It’s not the same thing. I think you’re attacking me. Now, let’s talk about this. 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 then you tell me what you’re going to learn here, OK? OK. You’re going to learn marketing, marketing and branding. 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. You want to get that brand? It’s like, how do I actually make people know what my business is and make it a household name? 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. We’re going to teach you 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 can 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. And we have a process we teach about how to 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.

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? Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop. Now, let me tell you how the format is set up here. Again, folks, this is a two -day interactive 15 -minute workshop. Think about this, folks. It’s two days.

Each day, it starts at 7 a .

m. , and it goes until 5 p . m. 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. 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. 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. And what’s awesome about this is we literally answer every single question that any salesperson 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. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 -minute break to stretch and to make it entertaining when you’re stretching.

And this is a true story.

When you get up and stretch, you’ll be greeted by mariachis. There’s going to probably be alpaca here, llamas, helicopter rides, cars. coffee bar, a snow cone. I mean it’s just you had a crocodile one time that was pretty interesting, you know I I I should write that down. And I’m sorry for that one guy. We lost the crocodile.

We duct taped its face. So that’s right. We duct taped a baby crocodile tape. Yeah, duct tape around the mouse. It didn’t bite anybody. But it was really cool.

That thing around. I should I should do that. I should.

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. So there’s not a lot of people in America today. In fact, there’s less than 10 million people today, according to U . S. debt clock that identifies 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.

But yet the average client that you and I work with, we can typically double this. 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. And you say double?

Yeah, there’s businesses that we have tripled. There’s businesses we’ve grown 8x. There’s so many examples. see it thrivetimeshow . com. 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. And then you add to that Robert Kiyosaki, the bestselling author of Rich Dad Poor Dad. You add to that Eric Trump, the man that runs the Trump Organization. You add to that Sean Baker. Now, you might think, but Clay, is there more? I need more.

Well, OK, Tom Wheelwright is the wealth strategist for Robert Kiyosaki. So people say, Robert Kiyosaki, who’s his financial wealth advisor? Who’s the guy who manages? Who’s his wealth strategist? His wealth strategist, Tom Wheelwright, will be here. And you say, Clay, I still, I’m not going to get a ticket unless you give me more.

Okay, fine. We’re going to 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. That’s going to happen. And Jill Donovan, our good friend, who is the founder of Rustic Cuff. She started that company in her home, and now she sells millions of dollars of apparel and products. That’s rusticcuff . com.

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. 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 it’s the it’s where you rent.

It’s short. It’s where you’re renting storage spaces.

He’s a storage space guy.

He owns this. What do you call that?

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 facilities. most people don’t know who owns the warehouse that’s passively making money. Most people don’t know who owns the railroad cars, but 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 an 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. Again, the day here is March 6th and 7th. March 6th and 7th. We just got confirmation.

Robert Kiyosaki, best -selling author of Rich Dad Poor Dad. He’ll be here. Eric Trump, the man who leads the Trump organization. It’s going to be a blasty blast. There’s no upsells. Aaron, I could not be more excited about this event.

I think it is incredible. And there’s somebody out there right now, you’re watching, and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. I think that’s going to change your life. I promise you, this will be 10 times better than that. It’s like I picked the wrong week to quit smoking. Don’t do the smoke your way to thin conference.

That is, I’ve tried it, don’t do it. Chain smoking is not a viable, I mean it is life changing. It is life -changing. If you become a jade smoker, it is life -changing. Not the best weight -loss program, though. Right, not really.

So if you’re looking to have life -changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow . com. Again, that’s Aaron Antis. I’m Clay Clark. And reminding you and inviting you to come out to the two -day interactive Thrivetimeshow workshop right here in Tulsa, Oklahoma. I promise you it will be a life -changing experience.

We can’t wait to see you up right here in Tulsa, Oklahoma.

Transcribed with Cockatoo