Cleaning Business Podcast | How to Build a Time-Freedom & Financial-Freedom Creating Business with ColawFitness.com | 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. Fire Nation, we are here. We’re talking about how to build time freedom. We’re talking about how to build financial freedom. And who better to talk with this about than Mr. Clay Clark himself. I told you all about him in the intro.

He’s an incredible entrepreneur on so many different levels. And we’re gonna be talking about so many different things today. I mean, turnkey lead generation is one of Clay’s specialties. And Clay, I want to start here, have you just kind of talk a little bit about this, bring in our two guests and then just keep the fire going because you talk about creating turnkey lead generation as a path to higher compensation. Break that down for us.

What does a truly automated, scalable lease system look like and why does it directly impact our income? Well, first off, I’ll say, uh, somebody is listening to the show right now and they’re going, is this show for me? Is it show for someone else? If you’re listening to this show right now, this show’s for you. I want to tell you a story. Jim Rohn, bestselling author, quoted often by Tony Robbins, Jim Rohn, R -O -H -N.

I’m paraphrasing, but he used to talk about how he said, there is no someday. If you look at the standard calendar, there’s just today, right? You got Monday, Tuesday, Wednesday, Thursday, Friday, Saturday. Sunday, but if you look at your calendar, there’s no someday and what eight years ago, nine years ago, a beautiful man by the name of Charles Kola and a wonderful woman by the name of Amber Kola. Uh, they, they were listening to this podcast, JLD. They were listening to the EO fire podcast.

and they were wanting to build turnkey systems to help them grow and scale their company. Their company’s colawfitness . com. Imagine if like Planet Fitness teamed up with Chick -fil -A. It’s that Chick -fil -A level of customer service with the Planet Fitness level of equipment. They reached out, they were probably nervous and afraid that they might end up talking to me at some point.

But they went to thrivetimeshow . com. forward slash EO fire. They filled out the form. This is like, I mean, I think almost eight years ago, nine years ago. And from the time that we initially talked for our first consultation, when they were looking to create turnkey systems, Kola Fitness has grown exponentially.

And that is going to be our case study guests on today’s show.

So without any further ado, JLD, we’ve got Amber Kola, Charles Kola, Charles Kola, KolaFitness .

com.

Charles and Amber, welcome on board.

to the show.

All right. We are excited for having us on. Yeah, absolutely.

We’re excited about it. to you guys. And so I would just say this, JLD, that I’ll throw back to you, is if you’re watching this business or show right now, you’re listening to the show, If you don’t have a way to generate leads, your business will not succeed. Let me try that again, it kind of rhymes. If you don’t have a way to generate perpetually new leads, your business will just simply not succeed, right? So your business needs a turnkey way to do that.

So you say, well, how do we do that? Well, if you go to colawfitness . com, colawfitness . com, that’s the website, that’s the case study.

You can go there and check it out.

And also, JLD, we have over 2 ,000 case studies. Incredible. timeshow . com of both online and offline businesses. So the co -laws, they are both online and offline. What does that mean?

It means you can interact with their business online, but they’re also offline. They have an actual physical gym you can go to. But what we had to do, step number one, is we had to install a turnkey way to generate leads. Now, with their particular business, this is how we do it. One, JLD, they need to be top in the search engine results. Yes.

Now, that goes to, you know, Rock, open AI, artificial intelligence. You want to be top in those search engine results, whether it be AI or not. And we have a system for doing that. Number two is they need to make sure that when you’re driving by their locations that you know that they exist. If you’re driving by a Kola Fitness gym in Joplin or Oklahoma City or Tulsa or Topeka or Dallas, Texas, and you don’t know that they exist, it’s very hard to interact with them. So again, they got to be top in the search results.

Two, they got to be top of mind when you drive -by. And then third, from a social media marketing perspective, people need to verify that they are real. And so we need case studies and testimonials.

But again, with Colaw Fitness or every other business, if you’re listening to today’s show, no matter what business you have, you must implement a three -legged marketing stool, JLD, a way in which you generate leads and a turnkey and scalable that does not involve your actual individual effort as the owner of the company. Okay, value bonds were dropped. Mike’s were dropped Fire Nation. I know you’re fired up right now.

But first, I got to ask you two that are the guests on the show right now.

Don’t you guys owe me a trip down to Puerto Rico?

Don’t I remember that? Oh yeah. We need to come.

We’re excited about doing that. We need to do that. I mean, I described my whole home gym. I said, you’re not going to miss a beat. I have weights down here. I’ve got out the whole nine yards pool side, Caribbean side.

It’s going to happen. You guys are going to come down. I mean, we were hanging out at the event. You said you’re coming down.

It’s been a couple of years now. What’s the holdup? We’re right on the edge of doing that.

We’ve got a lot that we are, we’ve placed in service, but we’re wanting to, we’re wanting to come.

We just have, We’re always busy, but we need to make it work. I love it. Well, we’re always, always busy. And you know, that’s just the world that we live in.

So with what Clay just shared with about, you know, how the two of you approached him and, you know, it’s been eight, nine years now. I mean, what are a couple of things that you have implemented into your business based off of what Clay was just sharing about this turnkey lead generation, these systems at scale that just really have made a big difference for your business? Absolutely. Well, the big thing I’ve learned, because Amber and I, we live in Florida, our clubs are in the Midwest, so Oklahoma, Texas, Missouri, and Kansas, so we have a chain of gyms. Clay has helped us build systems that don’t require us to actually work in the business. We just work on the business and on the business systems.

And so Clay’s helped us do that. And so to kind of deep dive some of that, we’ve kind of created an eight armed marketing octopus over the years. Course, three is great to start with. But Clay’s really kind of one upped it with us over the years. And so we have a lot of different ways that we’re in front of the ideal and likely buyer with a lot of great no brainer offers. And our ads literally never stop.

So we always have ads running. We never cut the ads. They always are running. They’re always no brainer offers.

And so whether they come in the club or they get pulled into our software automation, or we actually have a call center customer service department that is constantly calling, texting, and emailing guests, and we do leverage software within our software, too, to stay in front of the ideal likely buyer, any hot lead, any lead that we have, we make sure all of that’s automated, and it’s always on full go all the time. That’s fire. Amber, what do you want to add to that? Like what’s something that you’ve really implemented because of working with Clay that you’re just like, you know, we probably wouldn’t have not done that.

Or we definitely would have not done that without Clay’s genius, without Gene’s zone, without Clay’s zone of fire. What’s that thing? That thing for us absolutely has to be a culture of accountability. Clay was so encouraging to encourage us to hold our staff accountable. And that was something that was really tough for us in the beginning, learning how to manage people. It’s always hard and you feel like the bad guy and you don’t want to hurt people’s feelings.

But he really encouraged us to have that culture of accountability. So on all of these items, it’s holding all of these staff members that make these things happen accountable. The marketing department, the customer service department, the general managers on location.

that all these things are happening on site and behind the scenes so that well -oiled machine never stops. And so that, I think the accountability part as far as our leadership and management has been the key to keeping it going. I love that you brought that up. I mean, I’ve now interviewed over 4 ,800 entrepreneurs and so many of them say something along the lines of like, John, it’s so frustrating. Like my employees, They don’t hold themselves accountable. Like they don’t work nearly as hard as me.

Like blah, blah, blah. I’m like, why would they, why would they work as hard as you’re getting all the, all the benefit of, of, of the wins you’re in, you’re paying them an hourly rate. So like you have to create the systems to keep them accountable. There’s going to be reasons and benefits and rewards. So I love that in fire nation, you’re going to love exactly what we have coming up. for you as soon as we get back from thanking our sponsors.

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But before we do, wrap this up for us. What do you wanna share around what we just heard from these two amazing individuals? Well, the thing is, you know, JLD, I grew up in a home where poverty was normal. And if you’re listening to this show, hello, I’m talking to you, okay? If you’re listening to this show, I mean, I grew up, my dad was delivering pizzas for Domino’s. My father was working at a gas station, a quick trip.

and may my father rest in peace, but he did the best he could, JLD, to put food on our table, but he did not know how to get unstuck. He didn’t know. He didn’t know the path of entrepreneurship. And so Charles and Amber, they reached out with a coachable spirit and they said, look, we’re not looking for fitness tips. We’re not looking for industry tips on fitness. What we’re looking for is how to scale our company.

So I would say pro tip number one, I would rate yourself on a scale of one to 10. If you’re listening to this show, if 10 is man, you’ve got leads coming in all day and you say to quote Ric Flair, I am perpetually busy to quote Ric Flair, then that’s a 10. But if one is I, you know, we don’t ever get leads or we get leads primarily word of mouth if they ever happen and you’re starting to run out of leads, that’s a one. And you want to rate yourself on a scale of one to 10. And then the branding scale of one to 10. If 10 is the best website ever and one is terrible, rate yourself because Colawfitness .

com as a mechanical, functional, technical, objective review, it generates leads. So the purpose of a muffler is to do what? The purpose of a car is to do what? The purpose of a steering wheel is to do what? The purpose of a website for their business is to generate leads, and it’s doing it. So if a 10 is colawfitness .

com and a one is a website where it looks great, but it doesn’t generate leads, rate your website on a scale of one to 10, because with our coaching, with our one -on -one coaching, which I shamelessly charge $1 ,700 a month for every month with clients. By the way, my average client is with us for over six years. I repeat, my average client is with me for over six years. It’s not about acquiring education. It’s about implementation. And so what we had to do was guide the co -law, a family, the co -law team into implementing, and they have diligently implemented everything.

Now, as it relates to wowing those customers, JLD, I want people to know this. If you’re listening to today’s show and you’re a Christian, you’re a Muslim, you’re Jewish, you’re agnostic, you’re atheist, whatever, you have to know what your purpose is, right? You have to know your purpose. Now, I happen to be a Christian. I know the Colas are as well, but you don’t have to be a Christian to, you have to have a bigger reason for wanting to grow your company. Stephen Covey, the bestselling author of Seven Habits of Highly Effective People, he once said, you have to start with the end in mind.

And so every time that you sign up for a membership at colawfitness . com, the Colaw family, they give people a Bible. Like that’s their entire reason, JLD, for being in business, is they wanna give out Bibles. Now you might be listening to this show today and you say, I don’t wanna give out Bibles. JLD, one of my clients, they help people drill water wells in third world countries. So every time that you go to their website and you pay them to buy the thing, they actually help you drill water wells in third world countries.

My company, Elephant in the Room, it’s a haircut chain, eitrlounge .

com, eitrlounge .

com. If you get your hair cut an elephant to the room this just in we provide education and clothing For kids in third world countries via compassion . com. So you talk about great companies like tom’s shoes You buy a pair you give a pair. They know why they’re in business. You talk about companies like warby parker They know why they’re in business you talk about steve jobs steve jobs His whole goal was to create a user experience that would blow your mind So if you’re listening to today’s show you have to know why you’re in business and then how to create those those wow moments, and I’ll go to Amber Cola on this, but at ColaFitness .

com, we’ve been very intentional about making checklists. Checklist you want to write this down folks a checklist for the following areas. What is the sights the sounds the smells? What are the sights? sounds smells and Experiences that you want your customer to have let’s try that again.

What are your sights sounds smells and experiences you want your cup you want your customer to have whether it’s online or offline and amber you guys have a checklist for everything because you want that consistency to next level, Chick -fil -A level, Starbucks level, despite the fact that your businesses are in the Midwest and you guys are located in Florida. Amber, could you talk about the importance of checklists? Yeah, again, the checklists are the basis for accountability. And we couldn’t do what we do working on the business if the person in the business wasn’t following the checklist. So our sights and sounds and smells and that experience wouldn’t be the same from one co -law fitness to the next if they weren’t following that checklist.

So for instance, you’ve got a general manager who’s on site. It’s part of their checklist. and a certain time of the each month or a certain time of the week that they go around and they have to check our scent diffusers to make sure those are working properly. They’ve got the correct scent in it. There’s a checklist that the correct scent itself is ordered.

So every time you walk into a Cola Fitness, it’s the same smell, you know, we that the right music is playing. That, you know, the front desk is greeting appropriately. I mean, that’s part of their coaching and training and checklist to make sure that those experiences are top notch. Yes, yes, absolutely. I’m going to add just a little bit to that, but the five senses we had to meet or beat our competition. So most of the time it’s a five mile radius.

We want to make sure that every location we know where our competition does and the site, sound, smells, taste and touch are better for the customer. So customer service has got to be equal or better. Quality of the product has to be equal or better. And the price point has to be equal or better. And it’s a no brainer offer. Clay’s been really good at helping us build those checklists and systems.

We make sure that we role play that at the front with scripts. So like a lot of times you hire people and they’re not really great. They’re these young people that are working the front desk and so you want to script it. You want to role play it and make sure that they understand how to do the sales, how to do fulfillment, continuous training. You’re always, you’re doing that every week. So you’re role -playing that people are good until they’re not.

And so you want to make sure that it’s a culture of accountability. There’s continuous training happening on site and all of it’s complete mind freedom. And we also like to do this. It’s like huge public praise. We like to huge, like when somebody does something, we’re like, yeah, all right. We just like, we want to make everybody to like their job because people work for people, not just for companies.

So you want to make sure that you’re working with people that really want to do that job. They like their leader. So we try to try to really like build great leaders.

Operational excellence is really how you wow people like the Chick -fil -A since like Planet Fitness is kind of like the McDonald’s of gyms, Co -op Fitness is the Chick -fil -A. So we just really have to work on operational excellence and building great leaders. And Clay has done a great job helping us. That just goes to the wow systems, Fire Nation. I mean, you need to be implementing systems that create a customer wow that can actually drive referrals. and consistent growth for you right now.

I mean, what would that wow experience look like in your business, Fire Nation? How can you build it into every single touchpoint? And Clay, I wanna now talk about measuring what you treasure. I mean, I’ve always loved this phrase.

We talk about it a lot. Measure what you treasure. How does tracking the right metrics, not the wrong ones, the right metrics unlock predictability and help entrepreneurs hit their financial goals with confidence? Folks, Chet Holmes, may he rest in peace, the best -selling author of The Ultimate Sales Machine. It’s a red cover book, The Ultimate Sales Machine. This guy worked directly with Charlie Munger.

You say, who’s Charlie Munger? You know Warren Buffett? This is Warren Buffett’s partner, Charlie Munger. So Chet Holmes is working directly in that world of Warren Buffett and Charlie Munger. He once said, I’m giving you a quote from his book, Ultimate Sales Machine. He says, the missing ingredient for nearly all of the 1 ,000 -plus clients that I’ve worked with directly to improve their business is pig -headed discipline and determination or PhD you want a PhD

Everybody! This is what happens is we get all excited at workshops. We get fired up about business building gurus. We love podcasts. We get the books. We got the new Gary Vaynerchuk book.

We read JLD’s book. We’ve read my book. We read Tony Robbins. We’ve read it all. And now we go to our office and the people are not following the script. They’re not following the system.

They won’t call the leads. They won’t show up on time. What is wrong with these people? And you start to go, what happened to the self -help book? You start to go, maybe I’m a terrible manager. What happens is if you’re not tracking, you’re slacking.

Let me try again. Any area where you’re not tracking, you’re slacking. You have to measure what you treasure. So in my office today, it’s a true story. We have a young lady on my team today. This is a beautiful story.

She, I always tell people, my favorite ability is dependability. And every day this woman faithfully comes to work and she shows up on time and JLD, she knocks out her checklists. She does all of her homework. And you say, what kind of homework does she do? She does search engine optimization for our clients. She does video edits for our clients.

She types sets the books for our clients. She does a great job. And so JLD, because I track the results on a daily basis. I said to her without any passive aggressiveness, without any fake compliments, 100 % real, I said, you are doing an exceptional job. And because of that, we want to reward you financially. And nobody around the office had any disagreement with it, JLD.

People were so excited for her because she’s been putting in the work. But most organizations, they don’t track anything. So you don’t know who’s doing a good job and who’s doing a bad job. You know, who’s deserving of that promotion we gave today? Who’s deserving of that raise today? Who is getting it done?

Who’s not getting it done? Most companies don’t keep score. So if you’re out there today and you’re imagine you’re watching an NBA game or an NFL game or a Major League Baseball game. imagine that they quit keeping score. Like how fun would that be if you didn’t know who’s winning, who’s losing. So if you’re watching this show today or listening to today’s show, you’re taking notes.

What I want you to do is I want you to write down the following phrase. It’s key performance indicators. You hear a lot of business jargon. People say KPI, but key performance indicator. Or if you like to call it, well I like to call it GLD, I call it crap. Core, repeatable, actionable processes.

It’s the crap, right? The crap. Core, repeatable, actionable processes. So for everything in your business that you expect to be done, you have to schedule a daily follow -up on the crap. Anything that you want to be done, you have to work off the assumption that it was not done, and then you have to follow up with relentless enthusiasm. So every single day, anything you want to be done, You’ve got to schedule some sort of system where either you as the owner or a manager follows up.

And what you want to do is you want to follow up until the action items blow up, until your business begins to succeed, right?

So you have to have that in place. But JLD, so many people are so busy chasing new ideas and big visions that we don’t often take the time needed to measure what we treasure.

And therefore, we begin to slack where we don’t track. All right, Charles, I can hear you getting fired up, and I’m gonna move to you next, Amber. So listen, with everything that Clay was just talking about, the measuring what you treasure, what specifically does your mind go to first that you can share with Fire Nation? First thing is, is Clay’s really made us know our numbers and what our break -even is. So we know what our daily targets for sales, weekly targets, and monthly. So we know what our targets are for break -even.

We’re always trying to stay in that, I call it the next term, I call it bankable rate. We always want to stay within a 20 to 40 % profit margin for all of our locations or any of the services that we’re offering. That way we’re always bankable. And Clay has used and taught us the pig and hog analogy. You want to be a pig, but you want to be a hog. Pig is where you get fed, so 20 to 40 % good profit margins is competitive and healthy, and the bank likes it, you like it, you grow.

But hog is where you get way, way, way a lot of margin. A lot of times it’s a competitive environment, sees a lot of opportunity there, and some of your people will turn into your competition, so be careful with that. So bankable rate, 20 to 40%, we hit that. And then tracking, everything has to be tracked.

So we have Google Docs and Sheets, and we also have our club software, and so Clay’s been really good at helping us build Google Docs, Google Sheets, really making sure that we’re tracking revenue per member, cost to acquire the member, the net promoter score, making sure that we’re keeping our fulfillment, our quality of fulfillment high, making sure that we have definitely the most and highest reviewed Google review gem in our areas, and basically, anytime we’re failing, we just double down on tons of Google reviews of real people getting real results, real testimonials, and just funnel that great testimonial, great before and after photo all that right back into the marketing. And we just constantly keep that funnel going.

And then just stand on operational excellence, KPIs, and just funneling good people, getting results back into the marketing. Love that on every level. Amber, what came up for you? Pig -headed discipline. That’s really what it’s been for us. It’s been the first lesson Clay really pushed on us was being consistent.

We just have to be consistent. and quit chasing those new ideas. And we have found that the more consistent we are, when you can create systems that you can, you know, I don’t know if there’s a true set it and forget it, because you have to follow up without accountability. But the systems that we run today are the same systems we were running eight years ago when we first created those systems with clay. There’s no need to reinvent the wheel. We don’t need new ideas.

Now, you do have to change with the industry. You have to change with the market, right? You have to adapt, you know, and recreate some things. But typically, you just have to have the pig -headed discipline, not just for you, but to continue to keep your staff on track with the pig -headed discipline to just yes do their crap it’s in it they don’t like it and a lot of people don’t like it a lot of people they want to have new ideas it feels creative for them they feel smart you know they and so it’s It’s hard sometimes when you’re coaching that staff because they want to share these great ideas, ways to change things. And so we give them the freedom to do that, to share their ideas.

But one of the other things we teach them is then we begin to talk through In a group setting with some of our managers, typically about twice a year, we do this kind of workshop with them where they get to experience what it feels like to be at the roundtable and what it feels like to mastermind something. And they bring these things to the table and they’ve got all these great new ideas of new ways we can do things.

But as we begin to talk it out and flesh it out as a group and we can highlight areas of why we haven’t done it that way.

It actually teaches them and teaches them why. we’re doing it the way we’re doing it, why we don’t want to change it, and why that pig -headed discipline, that consistency has been and will continue to be one of the most important things for Coal Law Fitness. Absolutely. This core repeatable actionable processes, the CRAP, the core repeatable actionable processes. A lot of times people that have ideas, they’re not following the systems. And so when Clay’s proven systems, he’s done it with every industry, he’s helped us a ton.

And so this making sure that people follow the system, if they follow the system, we have the leads. We have the leads. We have the system as far as in staffing, coaching, who does what, when and how is clearly defined. We have continuous training. We have weekly interviews.

And we have tons of people in the bullpen for each position, so we’re never held hostage by a rogue employee. And all of our leaders that run the clubs, they’re not held hostage by rogue employees. And Clay has literally built so many beautiful systems that it’s allowed us to have time, freedom, and financial freedom.

Living in Florida, our clubs are in the Midwest, Oklahoma, Texas, Missouri, and Kansas. Look us up, colawfitness . com. But yeah, great stuff. I love that.

Colawfitness . com, you need to check it out, Fire Nation, for sure. And it goes back to what Amber was saying, I mean, that pig -headed discipline, I mean, for 13 years now, 4 ,800 plus episodes, I’ve had the same systems, the same processes, I have the same booking form, I have the same follow -ups, I have the same, it’s literally, I tweak here, I tweak there, I adjust, I adapt, like Amber’s saying, but at the end of the day, I show up every day, big pig -headed discipline, and I just produce. Clay, I want you to take us home, brother, go for it. Okay, well, there’s a book by, there’s so many books that I read, but there’s a book called Made to Stick by Dan Heath and Chip Heath. And he talks about how for your business to wow customers, you want to insert these high points or these wow moments.

And so JLD, I’m going to have my big staff Christmas party. Someone will listen to this show. And whenever you listen to it, I probably just had my party or I’m planning the next one, but every year I have it. People show up and I’ve got llamas, kangaroo, alpaca, massive turtles, this is real, monkeys, actual monkeys, a live band, unbelievable giveaways, arm wrestling competitions, three point competitions, haircut speed competitions, ping pong competitions, a pepper eating contest, whoever cries last wins. I can go on and on. Big firework show.

And people say, oh my gosh, that’s amazing. But the thing is, JLD, it’s super easy for me to organize every year. because I have a checklist, I have the systems, I have the processes, and I just run the same play over and over and over. So it’s a high point for my employees, which is exciting, but it’s not a low point for me because I run the play. So if the COLA has ever said, Can we steal your Christmas party and do it? I could literally give them the checklist, and they could recreate those same epic moments.

So what am I saying?

If you’re listening to today’s show, and Charles, I think you’ve grown since I first met you.

I think you’re up, what, five times larger since we first met? Maybe six? Oh, yeah. For sure.

Absolutely. Absolutely. I think we’re probably around 2 million, and we’re over 8 to 10, somewhere around 8 to 10 right now this year. So yeah, it definitely helped us scale a bunch. We got about 200 some employees and everybody’s following shit systems, checklists, workflows, and we’re out here in Florida. There’s 207 employees over there.

So JLD, these guys, long before I met them, they were training people in their home. They turned their home into a personal training gym, their living room. People are doing squats in their living room. People are pumping it up. They’re doing bicep curls in their bedroom. I mean, they turn their entire house.

into a personal training gym, now they’ve got this massive business, what am I saying? If you’re listening right now, I want you to go to thrivetimeshow . com forward slash EO fire. And you say, why? Because I am passionate about helping everybody listening to today’s show to get unstuck, un -poor, to create time freedom and financial freedom. And if you are tired of feeling stuck, I need you to take action.

Someone says, I’ve got carpal tunnel. It’s so hard to get there. My wrist hurts. Push through the pain. Go to thrivetimeshow . com forward slash EO fire, thrivetimeshow .

com forward slash EO fire. And when you go there, schedule a free consultation, just like Charles and Amber Colaw did a checkup from the neck up. It’s free. It’s with me. It’s free. It’s myself.

I’ll be doing it with you. For 20 years, two zero, for 20 years, I’ve been doing the same thing. We have a proven system, thousands of case studies. So call to action number one, go to thrivetimeshow . com forward slash EO fire.

Call to action number one.

go to colawfitness .com. See com. See if they’re a real company. Look them up, colawfitness . com. See if they’re real people.

They are. Do your research, colawfitness . com. And call to action number three, I encourage everybody out there, call to action number three, go to thrivetimeshow . com and look at the testimonials. I talked to a guy today and I’ll end it right here.

I talked to a guy this morning. He said, Clay, I went to thrive timeshow . com forward slash testimonials. I clicked the testimonials page. He said, I’ve been listening to a new testimonial every day for four years. Think about that.

He said, I’ve been listening to a new testimonial every day for four years. And I go, well, what has you reaching out to us? He said, well, you’re doing one of your conferences in Anaheim and I live here too.

I mean, think about that. He listens to a new testimonial every day for four consecutive years. So again, don’t believe me. Go to thrivetimeshow . com, click on testimonials, check it out.

But JLD, I want everybody listening to this show to be on fire and to turn their dreams into reality. I love it all, and Clay, I thought I heard it all, but a checkup from the neck up, that’s a new one for me. I love it. I’m gonna keep that in the old quiver. Clay Charles, Amber, thank you for sharing your truth, your knowledge, your value with Fire Nation today. For that, we salute you, and we will catch you on the flip side. 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 and 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. Octa nonverba. 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 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 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. Things are changing at rapid, rapid, rapid speed. Technology is changing. So I went to Tulsa, 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 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, study has became a bad word. I got into fights in my own company because our staff didn’t wanna 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 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 had 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 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 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. 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’s www .

WhistleWhileYouClean . com. Honestly, the hardest thing was getting over the fear. It was the fear of the unknown. There was 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 he was like, 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 model 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 acta non verba. 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.

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. 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 are 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 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 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 and 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 that. ship. So we’re pinching ourselves. 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 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 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. Things are changing at rapid, rapid, rapid speed. Technology is changing.

So I went to Tulsa, 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 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 a little bit. 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, study has become a bad word.

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

I don’t know how they cannot 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 it’s been incredible, Clay. It’s we’ve had like we’ve gone from zero to like 100 percent growth. Like we’re like a full functioning company. It’s great.

Like we were blown away at how well we’re doing. 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 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 each other.

the phone. 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 will 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, 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. 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