Cleaning Business Podcast | 400% Over 4 Years of Coaching with Clay Clark | 7 Clay Clark Client Success Stories

Transcribed with Cockatoo

Clay, you’re an entrepreneur, I’m an entrepreneur. And as they say in stoic, the obstacle is the way. And so if you let these pinheads get in your way, you’re in trouble. Octononverba is the motto of the U . S. Merchant Marine Academy at Kingspoint, New York.

I had appointments with Naval Academy and Kingspoint Merchant Marine Academy. And Merchant Marine Academy’s motto was Octononverba. In other words, don’t listen to what a person says. Watch what they do. Clay, my honor, my honor to be on your show and thank you for all you do. I hear the ripple effects from you are good ripple effects.

You know what I mean? People rave about what they learn from you.

So congratulations. 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. The coaching is just great because there’s accountability. It’s just a fantastic way to grow your company. Having a relationship with Thrivetimes, it’s just been amazing for multiclaim. 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. 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.

I 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 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.

Clay, say what’s up to Fire Nation and share something that you believe about becoming successful that most people disagree with. Fire Nation, what’s up?

Hey, my name is Clay Clark and one thing I believe that most people don’t believe is I believe that achieving financial success in the world of business is very easy to do in a capitalistic society.

It’s very easy to do and it’s not complicated.

Well, Fire Nation, we’re gonna be talking step by step today on how to create a time and financial freedom creating business now, not tomorrow.

but now and per usual if you’ve listened to some of these past episodes Clay always brings on one of his clients and we get to talk through the kind of changes the kind of Improvements kind of adjustments and pivots and just awesomeness that clay’s helped his clients create over time and today we have Ryan and I want to talk to Ryan first so Ryan we will start with you today and How did you first hear about Clay Clark and his business growth coaching? Yeah. Well, first of all, thank you so much for having me on this episode. Um, I had a couple of friends in Oklahoma city where I’m from that had seen some real significant success in their business. And, uh, I got super curious cause I saw them buying new things, houses, cars, all these things. And, uh, even now one of them sending me pictures of these large Checks that he was getting from his customers.

And so I said, hey, what are you guys doing? What’s happening here?

And they said well, there’s this conference you need to go to the thrives on conference and you have to meet this guy named clay Clark and so I got online and you know did a little bit of research right and Decided yeah, I think I need to I need to go to this conference and after going to the two -day conference. I I knew that That clay had the the systems in place that he could coach me and teach me and I decided yeah I’m gonna I’m gonna go ahead and let’s go for it Let’s go for it. And again, Fire Nation, as I mentioned in the introduction, Ryan Wells of Flow Photography.

So you already kind of mentioned where you’re from.

Maybe go into a little more detail about that. Tell us a little bit about your business as well so we can get a sense of what it is that you do. Yeah, so a few years ago we started a company called Flow Real Estate Photography and from the name you can tell we take pictures of houses for sale. So it doesn’t matter what city that you’re living in, you see these real estate signs all over the place and people aren’t just driving by looking at houses.

anymore. Most searches happen online and so we provide the photos that go online that helps realtors and homebuilders sell houses. Fire Nation, you can tell that Ryan is not a rookie when it comes to explaining what he does and who he serves and I think Some of that probably has to do with the value and the coaching that clay’s been providing with him over time.

So I kind of want to move on to you for a second here, clay, because you’ve taken Ryan through eight steps that resulted in increasing the size of his business.

Not one X, not two X, not four X. We’re talking five flipping X Fire Nation. Clay, what the heck are those steps? Well, again, I going back to my initial controversial statement, I believe that growing a business is very successful, or building a very successful business is very easy. It’s very easy to grow a successful business, as long as you’re following a proven plan, and you adhere to a step by step system. And so with Ryan, With any client I work with okay, I do a four -point assessment It’s called a 13 -point assessment, but I’m just telling you the big four four things I look for that are like a no -go zone So if you’re listening out here today, I will not take on a client if you don’t meet the following four criteria It’s a third. It’s called a 13 -point assessment.

I do but I’m looking for these four criteria what I’m looking for is Does the client actually solve a problem that people on the planet Earth want to have solved? I mean, real estate agents everywhere are looking for photography, videography, drone, 3D tours. And so, yes. Second is, is the client able to actually solve the problem? You know, they’re not just pointing out a problem. Can they solve it?

And Ryan had already provided world -class photography, videography, 3D tour before I met him. The third is, is it scalable? Because if it’s not scalable, I mean, if someone reached out to me and they say, you know, I am a butter sculptor. That’s what I do. I sculpt things out of butter. It’s amazing.

It just requires thousands of dollars of butter. Uh, and it requires a large fridge and I’m the only one who can do it. I would say that. probably not a business, but that’s exciting. It’s a hobby. And then the final thing is the financial aspect of the business.

Is the business financially viable? And so Ryan checked all those boxes, and I thought, OK, let’s do it. So we start with step one. So step one is Ryan scheduled a 13 -point assessment. which requires me to be, or the client, if you’re listening out there today, it requires you being stuck on the phone with me for about 30 minutes to an hour, where I hit you with a barrage of questions, and most of the people that do a 13 -point assessment tell me that that particular 13 -point assessment is actually life -changing in and of itself. Because I’ll ask questions like, do you have a call script in place when the phone rings?

Is there a system for that? Do you have a script in place for gathering objective reviews after the service is provided? Do you have your key performance indicators? Do you have? And a lot of people just say, no. So it started with that initial 13 -point assessment.

And what we do, JLD, is after we determine all these problems, I mean, we leave the meeting with, I would say, 100. On average, 20 -something pages of action steps, we have to turn that goal into a deadline. So Napoleon Hill once said, a goal is a dream with a deadline. Napoleon Hill. I named my son after Napoleon Hill, the bestselling author of Think and Grow Rich, because it made such a mark on my life. So I tell the client, and this is all part of the assessment, I say, If we work together, it’s month to month, OK?

It’s $1 ,700 a month. It’s month to month. But I don’t want to waste your time or my time. But this is what we have to do. Are we committed to doing it?

And Ryan, step one, he said, yeah, I am committed to doing it.

So that’s my first step is we do that 13 -point assessment to see if somebody is, in fact, a potentially scalable business. So if you’re out there today and you carve sculptures out of butter, I respect the game, but I can’t help you. Now, one thing that I’ve always admired about you is you actually limit the amount of client

you work with to 160. Why do you keep it at 160? Well, it’s really interesting, but I have a house. It’s a great house. And by the way, I saw one of our listeners sent me a YouTube video of your home in Puerto Rico. I’m not sure how current that video is.

But you live in a beautiful home. I live in a beautiful home. You’re committed to one woman. I’m committed to one woman. And you kind of look at your life and you go, If life is about accumulating stuff that I don’t need to impress people I don’t know, I don’t know if that’s the life I want to live. I don’t know if I want to buy things that I don’t need to impress people I don’t know.

So when you have your house paid off, right, and you have all the things you need, what more do you need to succeed? And I determined I have five kids, and I should probably know who they are. So last night in my living room I was talking to my daughter about the book of Revelation. We were talking about Revelation chapter 6. We had a great conversation about that. We had a great conversation about the book of Daniel last night.

We had a great conversation about Matthew. She’s 18 years old and my son is 16 years old. We had a great conversation about his lawn, his landscaping business. I don’t think my son recognized that it gets to be 105 degrees in Oklahoma every day during the month of July. And so he has this landscaping business with 15 clients. And he’s like, Dad, I don’t think I want any more than 15 clients.

And so I just know with 160 clients at JLD, I can be responsive. Ryan can call me, text me. If he has a question, I’m available for him. But when we get beyond 160 clients, Although we have multiple coaches that work with the client, I can’t be responsive beyond that.

I never want to be a business where you have to call the 1 -800 number, press seven to be connected to a member of our team.

I never want to be that guy. I want to be the guy where you text me and I call you back. So Clay, I want to put you on the spot here for a second. I think you’re pretty good at this kind of stuff, but you know, you did and you’ve done a lot for Ryan’s business. I mean, you’ve increased it by 5X. What’s one thing that you did that we can get specific about that you’re just really like, that was cool.

Like we did this one thing. and it really just made an impact. And Ryan can attack me and say, you’re 100 % wrong, buddy. But I feel like on a scale of one to 10, if 10 is a highly optimized website that was booming with traffic, if a 10 is like you’re getting web leads all day, And a zero is like no web leads. I feel like you were in the one or two range.

Correct.

I think you had almost zero leads or very few leads. And I feel like this week, how many web leads did you get this week? 21. 21. So he went from zero inbound leads to 21. So and then the second thing is his business was successful because he and his wife put in a lot of work and it was successful.

Check this out. Someone should write this down and put it on a T -shirt. His business was successful because his life was stressful. Someone should write that down. His business was successful because his life was stressful, meaning he worked all the time. And this guy worked.

I mean, this guy was working. This guy would make, you know, John Madden, early John Madden coaching. He would rival that sort of intensity and focus. He had the work ethic of a young Donald J. Trump. He had the work ethic of a, you know, Gary Vaynerchuk of a startup JLD. I mean, he was just working that thing, you know.

But I’m going, hey, we need to scale it. And so we had to create a turnkey marketing system so that the phone rings even if he’s not out there doing things. So we did three things. We built a search engine optimization system that’s, bar none, the best in the business. So it’s a turnkey system. And how many hours a week do you spend on optimizing your website now?

Zero. Zero. We do it all for them. That’s part of the service.

Two is we had to create a no -brainer offer, an offer that’s so hot that anybody listening, even if you have SPF 5 ,000 sunblock on, it’s so hot you cannot reject the offer.

And so the offer for anybody who goes to flowphotos . com, for any realtors out there that use your service, how much does it cost for the first service? $1 for your first photo shoot. $1? And that deal is so hot. You know, JLD, a lot of times people from your show schedule a 13 point assessment with me.

They say to my callers, my call screeners, they say, so what’s the catch? I mean, it’s a free consultation. How does this guy make any money? And Sarah or a member of my team will say, well, we don’t make any money unless you’re a good fit. And if you are a good fit, our average client sticks around for almost a decade, you know? So it could be an epic waste of your time or a waste of our time, but we don’t want to waste your time or our time.

Do you actually want to grow your business? And if somebody does, so again, you want to make a no brainer offer that’s hot. And then the third is the branding. I feel like the branding, if you go to flowphotos . com, and one of the clients that he was referencing that we’ve been able to help grow quite a bit, who’s also been on the show, is Randy Antrican. He goes to church with Ryan.

His website is pmhokc . com, so anybody out there, you can use your own judgment, but go to pmhokc . com, go to flowphotos . com, and even go to oxyfresh . com, o -x -i -fresh . com.

Those are just three clients I’m referencing right now. Oxifresh . com, we’ve helped him to grow into one of the largest carpet cleaning franchises in America. Then you have PMHOKC . com. We’ve helped him grow from one location to four.

And then you have Flow Photos. And when you have that turnkey marketing system and that great branding and that great no -brainer, your phone just rings all day. And then he could be on great shows like your show, as opposed to having to go out there and, I mean, the networking, all the endless networking at real estate events and passing out business cards at, you know, chamber of commerce, networking breakfasts, you know, the whole, the whole real estate game. Yeah. I’ve done those all. Oh yeah.

We got him out of that networking. We got him into a place where he was building a turnkey business. And I’m actually on the site right now. And I mean, right in the top right -hand corner, schedule your first shoot for $1 book. Now it can not be more irresistible. There’s a nice, you know, big red arrow that says, you know, let’s basically press play on this video.

And then of course, it’s going to pop up and Ryan’s going to give an amazing spiel that I’m sure was helped by clay and it’s home of Oklahoma’s highest rated and most reviewed real estate photography company. And that’s what you do clear notice time and time again, is that you take any company that’s in a specific niche, and you immediately get them to the highest rated most rated best ranked because it’s such a low hanging fruit because fire nation your competitions not doing it and we have so much more to talk about when we get back from thanking our sponsors. The overwhelm that comes with choosing the right software and tools for growing your business is real.

With so many options and so little time, how are you supposed to know which platform is best?

You’ve got your email marketing platform, payment systems, content tools, the list goes on. It can sometimes feel like you’re spending more time organizing all the moving pieces in places than actually connecting with prospects and customers. And this is where HubSpot steps in. HubSpot is the all on one customer platform for growing better. Imagine that. this.

Marketers generate better leads. Sales builds tighter relationships with customers and closes more deals. And service supports your customers at scale with tools like HubSpot’s AI chatbot and knowledge base. Plus, with built -in AI to answer common customer questions, brainstorm and write marketing content, easily pull reports and more, your teams can slash their busy work. Meaning your marketers, sales reps, and service teams actually have the time to be, well, marketers, sales reps, and service teams and when they grow, the sky’s the limit for your business to grow better faster with HubSpot’s all -in -one intuitive customer platform. Visit HubSpot .

com to learn more. Okay, Ryan, you’ve been patient.

I want to get back to you because Clay’s coaching business program, it’s month to month meeting. You are on a month to month plan.

You’re not locked in for six months, not for a year, month to month.

And it also includes a team of photographers, videographers, web developers, search engine optimizers, workflow mappers, and more. Was that important to you? And if so, why? Yeah, definitely. So a lot of those things I was trying to do on my own. own.

Clay mentioned earlier, you know, that I was working my tail off and really my wife and I, we both own the business together. We work together in this business and it seemed like we would spend all day working, doing these things, trying to create. A little bit of marketing here and there. Number one, it wasn’t super effective because we didn’t really know what we were doing. And then number two, it took a lot of our time. So when I found out that all of these things were included in that monthly fee, it was a no -brainer for us.

No flipping brainer. And Clay mentioned this earlier before the break, but at $1 ,700 per month, Ryan, Clay’s program is actually three times less than many effective other business coaching programs. But let’s be honest, $1 ,700. I mean, that’s not a small dollar amount. That’s not something to sniff at. So how would you describe your experience with Clay and his team thus far?

Yeah, it’s been incredible, incredible, really. So from the get go, With the list of action items that clay gave me after doing the assessment It gave me a goal that I could that I could work toward really every single day from writing search engine content for the website on the main pages to getting our tracking of our numbers and everything like that together. It made us finally feel like a business, if that makes sense. We were just sort of out taking pictures of houses.

That’s really all we were doing.

We didn’t see the potential.

But with his systems in place, it really started to feel Like, hey, this is something that can be very successful if we just put our shoulder to the wheel.

And so that’s what we did.

It’s helped in other areas of my life, especially.

It’s funny, whenever you start to tidy up things like your business, how that bleeds over into your personal life. For me personally, I’ve lost 90 pounds since working with Clay. 9 -0? What?

You could be a weight loss coach, right? Well, you have a lot more time to focus on things that matter. Yeah, definitely. And even in our small business, I’ve been able to meet goals of reading the Bible every day and things like that that are important to us. But things have been put on the back burner before because we were so stressed out trying to run our business.

That’s fantastic stuff. And I mean, fire nation, I am actually on video with this whole crew right now. So I can tell you that clay does not have a gun to Ryan’s head right now. This is just Ryan speaking the truth. He’s being genuine. He’s being honest.

I know you guys are listening audio only right now, fire nation, but listen, this is real results from real people. You’ve heard it before. You will hear it again. Clay, you recommend putting on blinders. and just focusing on implementation after, and this is a key word, after you find your coach and have a proven plan. Tell us why.

Well, what happens is you can get distracted by things that don’t matter. So I’m going to give people an example today, okay? So if you go to Thrivetimeshow . com and you read the reviews about me, I want everyone just to go right now, type in Thrivetimeshow, Jenks, that’s the city I’m in, J -E -N -K -S, you can see my Google map, and I have thousands of very, very happy conference attendees. I mean, just thousands. And better yet, if you go to Thrivetimeshow .

com, You can see literally over 2 ,000 video testimonials from people that have attended our conferences. And I know that number because we actually number each review we get. So I know we’re over 2 ,000 video reviews. And so what am I doing? What I’m doing is a system that works. However, there is always somebody that’s not happy, which is why my program is month to month.

So let me just give an example. Recently, we had a conference attendee that came to the conference, and it was raining. Now, Ryan, it rains in Oklahoma. You know this. We have thunder. Yep.

And this wonderful listener, I’m sure she wasn’t your listener, but she’s from Southern California, and she’s never been to Oklahoma. And in Oklahoma, true story, when it thunders, it’s boom. That’s why our basketball team is called Thunder. Thunder. So this woman is looking at me, JLD. She looks like she’s trying to defuse a bomb during the conference.

She looks like MacGyver trying to cut the right wire. I mean, this lady looks like she’s going to cry. And I pulled her aside because at our workshops, we do a 45 -minute intensive training and then a 15 -minute break for questions. So I talked to her, and she says, I didn’t know that. was gonna rate so much, it’s just scary. And I’m like, are you really scared?

She goes, it’s Tornado Alley. And I’m like, I’ve lived in Oklahoma for a long time and I’ve never been abducted by a tornado, nor do I know anybody who has.

And I’ve never seen a tornado hit my town or any town near me, but I guess, but I mean, she was upset that we didn’t warn her about the thunderstorms.

And we are in a massive building, you know, it gets loud in here if it rains.

Anyway, long story short, you know, we gave her money back, tried to make her happy. But beyond that, I would spend my whole day on that distraction if I wasn’t focused on the actions I had to take. So the action I had to take, was I had to make sure that all 150 other attendees were happy, were empowered, were educated, were ready to go. There was a good energy there. And people sitting by her were like, what’s going on with her? Is she OK?

And maybe she had some trauma. I don’t know. But the point is, if you’re not careful, you spend your whole day focusing on the one person who’s upset about the weather and getting distracted from the main thing. Or another example is we have a haircut chain called Elephant in the Room, and we cut hair for men. And there’s occasionally a woman that comes in that wants her hair cut, and I’m not going to argue with you if you were a woman and you wanted to get a haircut at a men’s place. But you could spend your whole day arguing about that.

There’s just things we could spend our day arguing on, but we need to focus on gaining ground. And so what I encourage everyone to do today is you want to write down these things called key performance indicators, KPIs. And a key performance indicator is the number that you need to hit on a daily basis. So if you’re out there today and you’re saying, I want to own my own business, I want to open my own company, if you were to license a flow photography, which is what Ryan’s talking about, now where his business is so successful, he’s licensing other locations. And so if you’re out there today and you’ve got $10 ,000 or less, that’s all he’s charging to open up.

That includes all the equipment and everything. But if you open your own flow photography, we have a couple in Kansas City opening their own flow. And they said, what do we need to do on a daily basis to be successful? And I told them, You need to gather objective reviews from actual real estate clients every day. Get one objective review from an actual happy client every day. Two, you need to go talk to a realtor every day, at least five realtors a day, and tell them that you would love to do their photo shoot, their first shoot for a dollar.

So what do I have to do? Make the pitch for the $1 first shoot. every day to five people and gather one Google review a day. What else do I do? Well, in the event that you get those two things done, third, you want to gather an objective review. So those are proactive activities.

You want to gather one video review, one Google review, and five $1 first -time shoots. That’s all you have to do as it relates to marketing. That’s a key performance indicator. Now, the next thing you have to do if you open up a flow is you have to do a weekly interview where you interview potential candidates because you need a flow, an influx of new potential talent, because you’re always training and equipping your new employees. Because Ryan’s built a system where you can teach someone who has no knowledge of photography how to be an outstanding member of your team in 15 hours or less.

But that doesn’t work if you don’t have a new pipeline of talent.

So again, you define your key performance indicators. And once you have that written down, then you have to decide what you’re not going to do. So today, I’m just going to pull out my phone. I’m going to show this to Ryan. Ryan, right here, you’re looking at my phone. How many missed text messages do I have today on my phone?

4 ,630. How many missed calls? 161 right and i don’t feel bad about that okay and when you have a podcast in our case that’s hit number one on itunes five different times or sorry six different times and when you have occasionally my shows will go viral just like yours sometimes they do sometimes they don’t, you just can’t respond to everybody. And so, you know, I, my wife can reach me, um, but that’s about it, you know, and my clients. And so again, but if you’re not careful about defining what matters, I could spend my whole day today, JLD.

And I’m just going to read two of them before we go to the next part here. Uh, I have a text message from someone right now. I haven’t read it. And they said, uh, Hey, Could we call? I just finished talking to Sarah. A lady from Iowa says, call me when you get a minute.

I don’t know who this is.

A man who defines himself as a chaplain.

He says, I loved your recent show.

Can we talk? Another guy says, hey, can we call? I mean, it’s endless. And I couldn’t do this show if I was looking at my phone all the time. So you’ve got to say no to the distractions and say yes to the actions that matter. Clay, something that I hear you say often is that we must surround ourselves with a competent team if we want to fulfill the dream.

Expound upon that. Well, today, when Ryan was walking into my office, you commented, you said, well, you have a full parking lot today. All my employees are here right now because we work from 7 a . m. to 3 p . m.

up in my office. We have a whole team that helps our clients. And one of our graphic designers, this poor guy, all day today, I keep having him render different versions of a T -shirt I want to sell at one of the upcoming conferences. And I’m on Idea right now, JLD, I think 10. And I can’t stop until I get goosebumps. I’m not kidding.

This is my process. I cannot stop until I get goosebumps. And once I get goosebumps, I go, oh, that’s good. And so it’s a weird process. But I’m not the one rendering it. So this poor man has spent his entire day doing incredible graphic design pieces that I reject.

Not because they’re bad designs, but because I don’t like the way it looks when it’s done. But if you don’t have a team to help you, you would spend your whole day. So instead of being on the show with you and adding value to your listeners, I would be spending my day making different edits to a t -shirt. So you’ve got to surround yourself with a team. And I believe that everybody listening right now today, you need the following six skill sets in your life. And some could argue maybe you need seven or eight, but these are the six you need.

You gotta have a great photographer in your life. If you’re out there today and you’re running your company, you need a great photography and videography. That’s step one. Photography, video, you gotta have it. Two, you’ve gotta have someone on your team that can sell something. Somebody on your team has to sell something to somebody.

I mean, you can’t have a sales -averse culture.

Three, someone’s got to do accounting. I mean, somebody has to make sure you’re complying with the IRS, paying your bills, whatever, staying on top of your taxes. Four, you’ve got to have a legal You have to have a legal lawyer to help you navigate the tricky waters of entrepreneurship. Five, you’ve got to have a realtor in your life. A pro tip to make a lot of money is buy real estate from very emotional people that need to sell it now. Buy real estate, unemotionally buy real estate from people that emotionally need to sell it now.

Buy a good deal. Buy low, sell high. That’s just it. Have a real estate expert. And then the next is you want to have a mentor in your life. And whether that’s our program, through our workshops, or the one -on -one coaching, which you can find at Thrivetimeshow .

com forward slash EO Fire, Thrivetimeshow . com forward slash EO Fire. whether it’s through our mentorship or through a show like yours, JLD, you do become the average of the five people you spend the most time with, and you’ve got to invest your time with people that will lift you up, coach you up, mentor you up.

You do not want to be surrounded by people that do not know what they’re talking about.

And let me give you a stat here.

In America today, there’s 330 million Americans, roughly. There’s approximately 28 million people that identify as being self -employed. And according to Inc. Magazine, someone should look this up, fact check this, look this up, 96 % of businesses fail. So that means that out of 330 million Americans, you have like one out of 305 people -ish that will have a successful business. And it’s not because there’s not opportunity, it’s because usually people are spending their time going passionately the wrong direction.

So I encourage everybody out there, find a mentor in your life today that knows the way, someone who’s passionate. cost to be the boss, someone who knows what they’re talking about, who can lead you down a proven path. Ryan, I’m going to have Clay take us home in a second, but before we do, I want you to take a step back here and just share One key takeaway from everything you heard from Clay today, from everything you’ve learned from Clay over time, what do you think is the most relevant and important takeaway from our conversation, from your learnings from Clay, that you really want to make sure Fire Nation gets?

That’s easy. It’s the idea of nail it, then scale it. Look, most entrepreneurs, most people that own a business, they don’t really have a system.

They have a skill, right?

They’ve learned to maybe solve a problem and they get really good at it, maybe like an artist. But once you put together a system where things just become easier, Then you can scale it that just as we’ve done, you know, we were taking pictures of houses in Oklahoma City and things were going great. Clay helped us put together a system where we were able to then expand to Tulsa, Oklahoma, expand to Des Moines, Iowa. Now we’re looking at Kansas City and then South Carolina coming up real soon. You know, we have systems in place now that are scalable to work all across the nation. Clay, Take us on, brother.

Ryan just dropped so many value bombs. I want you to share with Fire Nation the key takeaway.

And then, of course, how do we connect with you and get that 13 -point assessment?

Well, let’s say this. If you’re out there listening today, I would ask you, what is the point of a business? The point of a business is to create both time and financial freedom so you can do that which you believe God has called you to do. I repeat, the purpose of building a business is so that you can have the time and financial freedom needed to do that which you feel like God has called you to do. And I’ve never done this on one of your shows before, but I feel called sometimes to write rap songs, JLD, that most people don’t listen to. So I spent an entire afternoon pondering what rhymes with oranges.

And I’m just going to play for you.

This is what you can do if you have the time and freedom to do it. Here we go.

Get ready. You’re going to love this or hate it. You are now entering the dojo of… for jld. This is gonna prove your life time show make it worse time show on the microphone What is this top of the itunes charts in the category of business drilling down on business topics? Like we are a dentist providing you with mentorship like you are an apprentice And we go so fast that you might get motion sickness grab a pen and pad to the lab.

Let’s get in this It’s time to bash some fruit like some florida or inches three two one here come the business If you have all day, you can sit there in your man cave all day and ponder what rhymes with oranges. Did you say ninjas? Was that the word? Yeah. on the microphone, what is this? Top of the, you know, so anyway, I just, I think it’s really, but other people, they just, you know, cause you don’t have the time freedom to do that.

You know, my wife is like, what are you doing down there? I’m like, I’m trying to figure out what rhymes with oranges, oranges. And she’s like, why? And I’m like, I just feel called to do it today. And it’s interesting. We’ve had so many clients over the years who are like, That song where you rhyme with oranges really did something to me. I thought about it all day.

So again, the line is grab a pen and a pad to the lab and get in this. It’s time to bear some fruit like some Florida oranges. 3, 2, 1, here come the business ninjas. Anyway, if you want to just get a bunch of free stuff today and improve your life, one, go to Thrivetimeshow . com forward slash EOFire. Thrivetimeshow .

com forward slash EOFire. You can schedule your one -on -one consultation, and I’d love to help you. We also have conferences you can come to. You’re going to have a blasty blast.

Schedule your 13 -point assessment at Thrivetimeshow . com forward slash EOFire. Second, if you want to open up your own business and license a flow photography, we have a turnkey business system that works for you. You can learn more at flowphotos . com. And three, if you want to sign my petition, I’m trying to get JLD to attend a a Thrive Time Show workshop, just email him somehow and say, please attend a Thrive Time Show workshop.

And because GLD has standards, he might not make it to a Thrive Time Show workshop. But one of these days, that’s my new goal. for the year is to get JLD to a Thrive Time Show business workshop. JLD, thank you so much for putting up with me. Oh, it was amazing.

And I will say, if it’s a clay goal, then obviously we all know it’s going to happen.

So that’s just a done reality.

Because you, Fire Nation, are the average of the five people you spend the most time with. You’ve been hanging out with CTC, JLD, in our dubs today, so keep up the heat. Head over to eofire . com, type Clay in the search bar. The show notes page will pop up with everything we talked about here today, and of course, go to that URL that Clay mentioned multiple times, because your 13 -point assessment waits, it’s free, and the thing alone will be unbelievably valuable for you. Your head will pop off.

Clay, Ryan, thank you for sharing your truth, your knowledge, your value with Fire Nation today.

For that, we salute you both, and we’ll catch you on the flip side. Boom!

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.

4 ,000 % from February to February. Now I can better that. Okay, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself and if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February.

In the last two and a half days. So, and the phone’s blowing up. Everything’s just blowing up. You’re right, it is like a rocket ship. So, we’re pinching ourselves, actually. I learned at the academy, King’s Point in New York, acta non verba.

Watch what a person does, not what they say. But I recognize at the age of 15, I’m going, you know what? I am not going to live that way. And so I started a company out of my parents’ basement called DJConnection . com and I decided I am going to have success. And so I reached out to millionaires and people that I kind of knew through church and friendships and people that, parents of my friends.

And I said, what book would you recommend that I read? I’m a 15 year old asking this question, true story. And I kept being told, you got to read. Hello, hello, hello.

Robert Kiyosaki, Rich Dad Radio Show.

It’s an exciting time. Also I think a treacherous time, a spooky time also. But it’s always, you know, danger is a good time. Today my guest is Clay Clark and I went out with Tom Wheelwright to visit Clay with Eric Trump also. And the reason I wanna talk to Clay this morning is a very important subject called study. And the reason I say that is things are changing so fast And many people are completely missing the show.

Things are changing at rapid, rapid, rapid speed. Technology’s changing. So I went to Tulsa, well, again, with Tom Wheelwright and Eric Trump. And the thing I was so impressed about Clay is this word called study. I don’t know. You guys must be in your water or something, Clay.

But boy, I was so, so impressed how big you guys are. But what really impressed me was You have this huge congregation. They’re all about guys your age. They’re on fire. And you start your classes at five in the morning. Now, let me talk to you about study here.

We show our books here. This is how I study. You know, this is the creature from Jekyll Island. It’s on the Fed. And Clay’s doing the same thing. We study.

So I go out to Clay’s place in Tulsa. Oklahoma. He’s built this huge compound out there. And you guys start at five o ‘clock in the morning. That’s not by Zoom. They drive there.

They show up five o ‘clock, bright -haired, bushy -tailed and all this, and they’re on fire. Your group is on fire.

So that’s what was, Clay, this technology, you tell your group, I was so, so impressed.

Because like I said, studies became a bad word.

I got into fights in my own company because our staff didn’t want to study anymore.

And I just, I don’t know how they can not do that. So Clay, anyway, welcome to the Rich Dad Radio Show. That’s what I want to talk to you about is how do you do it?

Five o ‘clock in the morning, you have hundreds of people showing up in your huge, huge, huge auditorium on your property to study. Anyway, welcome to the show, Clay. And what turns you on so much? That’s what I want to know. Give us a little about your background. My name is Karime Schofield and the name of our company is Whistle While You Clean.

I am Sophia Schofield. We live in Cincinnati, Ohio and we service the tri -state, so Kentucky, Ohio, Indiana. We were getting a phone call and we were like, why is someone calling our business line? That’s unusual. And we picked it up and it was a lead. I mean, it’s been incredible, Clay.

We’ve gone from zero to like 100 % growth. We’re like a full functioning company. It’s great. We’re blown away at how well we’re doing. So working with you guys, you guys have really taught us a lot about generating leads and pursuing our dream 100. So we have a list of customers that we want to market to.

And so we’ve been making some progress. We’ve been showing up in person. We’re trying to get near the businesses that they would visit if they were visiting like a hair salon or something. And then we start calling them and we just start pursuing them. And then the other thing that we do is when we do do cleans, we take a lot of video testimonials and we post those to our website so other customers can see. And then we also upload a lot of images of the things that we do.

And so We’re also asking our clients for Google reviews after we’ve cleaned their houses. And so it’s this constant cycle of doing those things over and over and over again. I would say if you’re on the fence, go to one of Clay’s conferences. They are hilarious. They’re fun. They’re educational.

They’re so good that even my teenagers like them. And I would say don’t let fear hold you back. If you want to start a business, do the obvious thing and hire someone who knows how to run businesses. If I wanted to get in shape, I’d hire a gym person, you know, a personal trainer. This is like the personal training for business. It has been absolutely amazing.

I mean, our coach is encouraging. When he first met with us he said, Do we want him to be like a drill sergeant with us? You know, what level of intensity do we want him to give us?

And I will say he is incredibly, incredibly encouraging all the time.

And he just hits the same mark with us every single time.

It’s very repetitive, but I feel like I think we both really learn a lot every time we sit down and have a conversation with him over the phone. it’s it’s he keeps pushing us to go further and he can recognize when we’re afraid to do something and he’ll give us a little bit of grace but that next week he’s drilling us again like pushing us to go harder. Our no -brainer offer is we are

offering your first clean for a dollar.

And that sounds absolutely insane.

It even sounded insane when I was talking over it with our business coach. And I would tell you that that has generated some of our hugest clients.

I mean, that has been like a game changer because it opened up the door to more clients, more recommendations, more leads.

And we were surprised how far that Dollar Clean got us.

How important has it been for you to work out that scripting? Even though you offer a dollar for the first clean, how important has it been for you to nail that down? It’s been really important, because it kind of, it hones in, so that you’re not just all over the place when you’re trying to explain what it is that you do.

And a lot of times, it’s like you’re a good person offering a good product, and you have integrity, and you want to communicate that. But when you go to communicate without a script or without practice, it’s just like, a mess coming out of your mouth, as opposed to having this, you know, honed in practice where you know what you’re going to say, you know how you’re going to say it, and you can almost expect better results when you do it that way.

Had you ever been an entrepreneur before starting this particular business? No, never. Did you ever think about wanting to own your own business someday? Or what was the first time you thought, you know, maybe I would like to open my own business?

Absolutely. I’ve probably been dreaming about it for about 10 years. Okay. And let me go to your daughter here. Uh, had you ever thought about wanting to team up and open your own business or was that something that you were maybe excited about or not, not so much? Well, for me, my parents would always listen to your podcast and business podcast.

And as I started listening to them, I started realizing that I wanted to own a business. It was there was like a cloud of doubt that, you know, you can’t do this. You’re going to fail. There was a few sleepless nights there when we did pull the trigger and join your team and start the coaching process. Even my husband put a little bit of pressure on me from time to time because it just it was just absolutely scary to take that jump and actually start a business. You’re an entrepreneur.

I’m an entrepreneur.

And as they say in stoic, the obstacle is the way. And so if you let you let these pinheads get in your way, you’re in trouble. Octononverba is the motto of the U . S. Merchant Marine Academy at Kingspoint, New York. I had appointments with Naval Academy and Kingspoint Merchant Marine Academy, and Merchant Marine Academy’s motto was Octononverba.

In other words, don’t listen to what a person says, watch what they do. Clay, my honor, my honor to be on your show, and thank you for all you do. I hear The ripple effects from you are good ripple effects. You know what I mean? People rave about what they learn from you. So congratulations.

My name is Kevin Thomas and the name of our company is Ripple. We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas. We have probably grown probably five times.

We’ve added, I think when we first started with you, we had 60 to 65 employees and now we have a little over 300 employees. Before we got involved with Thrive Time, we didn’t really have any systems or processes in place. I’ve probably been to, oh, in six, seven years, I’ve probably been to 12 to 13 business conferences.

And amazingly, each time I go, I learn something new and I’m so excited to bring it back and show the team about marketing and how to 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 Thrivetimes, it’s just been amazing for multi -claim.

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. 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 onto 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 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. 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.

Four, three, thousand percent from February to February. Now, I can better that.

OK, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself. And if I cry, forgive me. In the last two and a half days, we have bettered our entire month of February in the last two and a half days. So and the phone’s blowing up.

Everything’s just blowing up. You’re right. It is like a rocket ship.

So We’re pinching ourselves, actually. I learned at the Academy at King’s Point in New York, acta non verba. Watch what a person does, not what they say. But I recognized at the age of 15, I’m going, you know what? I am not going to live that way. And so I started a company out of my parents’ basement called DJConnection .

com, and I decided I am going to have success. And so I reached out to millionaires and people that I didn’t know. through church and friendships and people that, parents of my friends. And I said, what book would you recommend that I read? I’m a 15 year old asking this question, true story. And I kept being told, you got to read.

Hello, hello, hello, Robert Kiyosaki, Rich Dad Radio Show. It’s an exciting time. Also, I think a treacherous time, a spooky time also, but it’s always, you know, danger is a good time. Today, my guest is Clay Clark, and I went out with Tom Wheelwright to visit Clay with Eric Trump also. And the reason I want to talk to Clay this morning is a very important subject called study. And the reason I say that is things are changing so fast, and many people are completely missing the show.

You know, things are changing at rapid, rapid, rapid speed. Technology’s changing. So I went to Tulsa, well, again, with Tom Wheelwright and Eric Trump. And the thing I was so impressed about Clay is this word called study. I don’t know, you guys must be in your water or something, Clay, but boy, I was so, so impressed how big you guys are. But what really impressed me was you have this huge congregation.

They’re all about guys your age. They’re on fire. And you start your classes at five in the morning. Now, let me talk to you about study here. We show our books here. This is how I study.

You know, this is The Creature from Jekyll Island. It’s on the Fed. And Clay’s doing the same thing. We study. So I go out to Clay’s place in Tulsa, Oklahoma. He’s built this huge compound out there.

And you guys start at five o ‘clock in the morning. That’s not by Zoom. They drive there.

They show up five o ‘clock, bright -haired, bushy -tailed and all this, and they’re on fire.

Your group is on fire.

So that’s what was unclear.

This technology, you tell your group, I was so, so impressed because, like I said, studies became a bad word. I got into fights in my own company because our staff didn’t want to study anymore. And I just, I don’t know how they can do that.

So Clay, anyway, welcome to the Rich Dad Radio Show. That’s what I wanna talk to you about, is how do you do it? Five o ‘clock in the morning, you have hundreds of people showing up in your huge, huge, huge auditorium on your property to study. Anyway, welcome to the show, Clay, and what turns you on so much? That’s what I wanna know. Give us a little bit about your background.

My name is Karime Schofield, and the name of our company is Whistle While You Clean. I am Sophia Schofield. We live in Cincinnati, Ohio, and we service the tri -state, so Kentucky, Ohio, Indiana. We were getting a phone call, and we were like, why is someone calling our business line? That’s unusual. And we picked it up, and it was a lead.

I mean, it’s been incredible, Clay. We’ve gone from zero to 100 % growth. We’re a full -functioning company. It’s great. We’re blown away at how well we’re doing. So working with you guys, you guys have really taught us a lot about generating leads and pursuing our dream 100.

So we have a list of customers that we want to market to. And so we’ve been making phone calls, we’ve been showing up in person, we’re trying to get near the businesses that they would visit if they were visiting like a hair salon or something. And then we start calling them and we just start pursuing them. And then the other thing that we do is when we do do cleans, we take a lot of video testimonials and we post those to our website so other customers can see. And then we also upload a lot of images of the things that we do.

And so that’s We’re also asking our clients for Google reviews after we’ve cleaned their houses. And so it’s this constant cycle of doing those things over and over and over again. I would say if you’re on the fence, go to one of Clay’s conferences. They are hilarious. They’re fun. They’re educational.

They’re so good that even my teenagers like them. And I would say don’t let fear hold you back. If you want to start a business, do the obvious thing and hire someone who knows how to run businesses. If I wanted to get in shape, I’d hire a gym person, you know, a personal trainer. This is like the personal training for business. It has been absolutely amazing.

I mean, our coach is encouraging. When he first met with us, he said, Do we want him to be like a drill sergeant with us? You know, what level of intensity do we want him to give us?

And I will say he is incredibly, incredibly encouraging all the time.

And he just hits the same mark with us every single time.

It’s very repetitive, but I feel like I think we both really learn a lot every time we sit down and have a conversation with him over the phone. It’s it’s he keeps pushing us to go further and he can recognize when we’re afraid to do something and he’ll give us a little bit of grace. But that next week, he’s drilling us again, like pushing us to go harder.

Our no brainer offer is we are offering your first clean for a dollar.

And that sounds absolutely insane.

It even sounded insane when I was talking over it with our business coach.

And I would tell you that that has generated some of our hugest clients.

I mean, that has been like a game changer because it opened up the door to more clients, more recommendations, more leads.

And we were surprised how far that Dollar Clean got us. How important has it been for you to work out that scripting? Even though you offer a dollar for the first clean, how important has it been for you to nail that down?

It’s been really important, because it kind of, it hones in, so that you’re not just all over the place when you’re trying to explain what it is that you do. And a lot of times, it’s like you’re a good person offering a good product, and you have integrity, and you want to communicate that.

But when you go to communicate without a script or without practice, it’s just like, a mess coming out of your mouth, as opposed to having this, you know, honed in practice where you know what you’re going to say, you know how you’re going to say it, and you can almost expect better results when you do it that way. Had you ever been an entrepreneur before starting this particular business?

No, never.

Did you ever think about wanting to own your own business someday? Or what was the first time you thought, you know, maybe I would like to open my own business? Absolutely. I’ve probably been dreaming about it for about 10 years. Okay, let me go to your daughter here. Had you ever thought about wanting to team up and open your own business?

Or was that something that you were maybe excited about or not so much? Well, for me, my parents would always listen to your podcast and business podcast. And as I started listening to them, I started realizing that I wanted to own a business. It’s www . WhistleWhileYouClean . com.

Honestly, the hardest thing was getting over the fear. It was the fear of the unknown. It was there was like a cloud of doubt that, you know, you can’t do this. You’re going to fail. There was a few sleepless nights there when we did pull the trigger and join your team and start the coaching process. Even my husband put a little bit of pressure on me from time to time because it just it was just absolutely scary to take that jump and actually start a business.

Transcribed with Cockatoo