Cleaning Business Podcast | How to Scale Your Online or Offline Business 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. All right, Fire Nation. We are rocking and rolling today, as always, talking about scaling our online or offline business. And of course, there’s nobody better to talk about this with than Mr. Clay Clark himself. So I’m just going to have Clay come on. We’ve got a couple of amazing guests as well that he’s going to introduce.

So Clay, say what’s up and introduce our lovely guests. If you’re listening out there to EO Fire, you’re in the right spot. This is where you go. And I’m hoping today we can bring to you real people. JLD, you have thousands of real, wonderful listeners that listen to the show, hundreds of thousands, millions. And I just want to introduce you

to two listeners Deborah and Giuliana, there’s a little bit of controversy about how to pronounce your last name. You can verify they’re real. They’re not a hologram They’re not an AI their website is give a derm calm.

That’s give a derm calm So a Deborah, why don’t you clear up the controversy on their pronunciation of your last name and tell us who you are? It’s a Norwegian last name. I married into it. Debra Grimness. And I’m founder of Give a Derm.

This is my daughter, Juliana.

She’s co -founder.

Juliana, why don’t you go ahead and say hello and give us a little quick introduction of how you guys started what is now this incredible business that, by the way, Fire Nation, my wife is all in on. She is lovely, by the way. So, I’m Juliana. co -founder of Give a Derm and you know what it’s just been honestly it’s a redemption story. My mom went through an extreme health crisis whenever her dermatologist misdiagnosed preventative treatment of Broad -spectrum chemo cream should be used all over her arms her neck or her back as well And it just threw her into acute liver toxicity, which then a few months later after she was seeking You know multiple like just various like alternative therapies that particular practitioner said what are you still using on your skin because It’s like you’re drinking alcohol 24 seven. And she said, well, it’s the same stuff.

It was prescribed by my dermatologist. So then we went through this, these massive just deep, some of them dark, some of them bright trails that really took us down various paths. And then we realized that even the cleanest skincare out there typically didn’t work and the stuffs that worked wasn’t clean enough. And it was quite the journey. But then we we just realized, gosh, you know, we just we need to come up with a like minded formula. and really create something different that could be an industry disruptor for, for luxe toxin free skincare.

And that’s where we are now. And so we’re just super blessed because we have an incredible product. But before we met Clay, we were stuck. And so we really didn’t know how to get it out there in the ways that it needed to get out there. And so he’s truly one of our absolute heroes. And he just he knows the pathways to success in ways that I’ve really honestly not heard from anyone else.

So it’s been incredible. And Fire Nation, I’ll tell you this, I’m always saying to my listeners here, when you walk out the door, Listen, look around. What are problems that are out there? There’s so many problems. What are problems that you’re having, your friends are having, your family, your loved ones? Because maybe one day a solution to those problems is going to be something that you’re going to want to take on that you’re going to want to create.

And this is what happened here. And I can tell you, I met these lovely women at a great conference in Tulsa, Oklahoma, and we connected immediately. And I was honest with them. Like I watched their presentation. I wrote down the information, took a picture of it. I sent it to my wife because I’m like, you know what?

Kate has a great life. But if she would say if there’s one issue that just she wishes she could snap her fingers and it would disappear with her specific life. It would be the fact that she just doesn’t have great luck with soaps, with creams, with the stuff that happens when things just contact her skin with blemishes and with breakouts, et cetera. And it’s really an issue and it’s an ongoing thing. And so I put them in touch and they’ve had a great conversation on on a video call and I mean, my wife has literally been a happier person since. So thank you.

She’s already a very happy person. Now she’s even happier. But here’s the fact and Clay, this is where I want you to jump in because most people, they’re literally operating

daily without a proven path, and if you don’t have a proven path, it’s really hard to get something called traction, so tell us more about that. Okay, now if you’re listening out here today to this show, I want you to grab a pen, a piece of paper, perhaps an Etch -A -Sketch or a ketchup packet, do whatever you have to do to take notes, folks. And so what you have to do is you have to develop a vism. People say a vision? No, a vism, V -I -S -M. So if you have an online product or an offline product, as a coach, as a consultant, my job is to make sure that the folks at Give a Derm are making a lot more money than they’re paying me.

And so I needed to introduce what we call a three -legged marketing stool. I also call this vism, V -I -S -M. So the V, you want to develop, you have to gather video testimonials. If you are selling a product today, online or offline, You have to gather video testimonials. I, you gotta have images of your product before and after photos of the skin care, before and after photos of the carpets you clean, before and after photos of the cakes you make. Whatever it is you’re selling, if you’re listening to today’s show, you gotta have images.

S, search engine optimization. Search engine optimization is not an event, it is a process. It’s like planting a garden and you gotta pull the weeds every week. And then M, more reviews. And that could be more Amazon reviews, more Google reviews, more Facebook reviews, more iTunes reviews, more reviews. So what do you have to do?

VISM. Where there is no VISM, your online presence will vanish. It will disappear. So you might have heard the Bible verse that says, where there is no vision, the people will perish. Where there is no VISM, your business will perish online.

So VISM, video reviews, images, search engine optimization, and more objective reviews.

And now let’s maybe go through how Give a Derm utilize, you know, maybe all of these processes as they went through to improve what they have right now as

a product, as a service, as visibility. Well, I’ll say this, what’s been great about working with this team here of Debra and Juliana is they implement what we teach them to do. But when you’re growing a business, there’s 14 steps. That’s how I look at it. And for anybody who goes to ThriveTimeShow . com forward slash EO Fire, JLD, I just booked an appointment yesterday with one of your longtime listeners.

It’s a music studio. And he went to ThriveTimeShow . com, he went forward slash EO Fire, I think he was shocked that our team actually called him. We went through the 14 steps and we went through your accounting, your marketing, your sales, your branding, it’s 14 aspects of your business. So it’s not just marketing, it’s not just branding, it’s not just sales, it’s not just accounting, it’s not just fulfillment, it’s not just workflow design. It’s not just hiring great people.

It’s all of those pieces have to come together to complete the puzzle. Or if we were a car, the question might be asked, well, what’s the most important part of the car? Is it the steering wheel? Is it the motor? Is it the gas tank? Is it the electric battery?

Is it the gear shift? Is it the transmission? It’s all of those pieces Working together, growing a business is like building a symphony. And when you build all these systems together, you can create beautiful sounds, beautiful success. And that’s what’s great is that money is a magnifier. And so if you’re out there today and you feel stuck and you’re saying, I don’t even know where to start, I believe that’s a little bit where the Givenderm folks were at.

They had a great product, they had a great story to tell, a great solution, but they just needed to get in front of more people. And another quick case study example, if you go to grillblazer .

com, folks, look it up, grillblazer .

com. It’s like a small blowtorch used for grilling. It’s like buying a consumer -grade flamethrower. The owner of that company, Bob, contacted me in his early 60s. He had never been self -employed. his whole life and he had developed this great product and he just didn’t know what to do and a lot of the experts he went to were focused on marketing they were focused on branding they were focused on sales but they weren’t focused on all 14 aspects you really have to nail down all 14 aspects and what’s been great working with give a Durham comm is that they have diligently implemented all 14 aspects despite, you know jail duty.

Maybe they have a bias. Maybe they like accounting more than marketing Maybe they like marketing more than accounting, but they focused on all 14 aspects It’s been really wonderful to see their company grow and I believe they’ve grown by 4 ,000 percent since we met it by 4 ,000 percent. And I believe that Grillblazer went, there’s an incalculable growth rate because he went from no sales to millions and millions and millions of dollars of sales.

So again, everybody out there, you can do it. Fire Nation, you can do it.

And ladies, Debra, Juliana, I would love for you to step in here and talk maybe in the first person example of some things that you did that Clay just talked about that really worked. To start with, we were initially really focused on getting a very, very good product. So we got the good product, our customer return, the product return rate is less than 1%. And our customer return rate is like between 50 and 60%. So we knew we had a good product, but literally we did everything we knew to do And it just wasn’t working. So whenever we signed up with Clay, met him at one of his incredible business conferences, he gave us an outline and an incredible coach started walking us through.

We had targeted contacts that we felt like would have, they would be representing our most likely buyer. And we were able to connect with them. And that has why we the video reviews are amazing and with our products it’s really it’s really fairly easy because we do demos at at different shows and whenever, we only demo one hand, so whenever they look at what just cleansing with our cleanser does, 90 % of the time their jaw drops. So it’s real easy to get some video reviews, but they are vital. They’re vital to a consumer.

I like to have video reviews. I check them because I want to see whenever you can’t be there, you want to be able to verify. So we were able to connect with our Dream 100. We were able to get video reviews, written reviews, The SEO is incredibly important, and we were lost, but then Clay and his team zeroed us in, focused, and held us accountable. And we are beyond grateful and a bit It’s like we’re living in an ethereal reality. And honestly, it’s because of Clay, his business profile, his coaching, his accountability, his integrity.

I could go on and on and on.

And it’s real though. Ethereal reality. I mean, Fire Nation, how do you beat that?

Juliana, what do you want to add to this? I really think I just want to I want to add that these are proven principles that, to be honest with you, I mean, they just have so many. Clay has so many pieces of the puzzle that it’s like, oh, I didn’t even think about that. I didn’t think about that. And honestly, it’s very much like. building a business and seeing it grow is very much like having a baby and you think you’re doing super, super well because you know how to take care of a baby.

Well, then it’s a toddler and you’re like, well, this is all new. And so then you have to figure out how to, you know, how to steward, you know, like a toddler and what that looks like. And then it grows and it grows and it grows. And what’s wild is that one week we might be killing it in one area, but then we go, okay, where are we? spots? Cause we have these weekly calls.

And then our coach Andrew will say, Hey, listen, like, you know, we actually, the only thing I’m not seeing right now for this week is this. And I’m like, Oh, you’re right. We got to tighten that up. And so it’s so nice to have a point of accountability and honestly to have just a basic thing, like a tracking sheet. What are your expenses? How much money have you made?

And it really does help to know where our weak spots are. And so I honestly, Clay’s principles really, really encompass momentum, and it will get you to a place to where it’s kind of like what just happened, right? And all of a sudden, you’re elevated to this different stratosphere. And it’s like, I I don’t even know what happened.

And it’s honestly because he knows how to get people where they want to go. In Fire Nation, we’ve had so many of Clay’s clients on the show who have talked about the successes that they’ve had. I’ve met them in person because I’ve been in his event twice now, very recent one in Tulsa where Tim Tebow is there speaking from stage doing some cool things. So I mean, this is some fun stuff you should be tuning into. We have a lot more around this topic when we get back. from thanking our sponsors.

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Visit HubSpot . com to learn more. Clay, you have a lot of phrases that I simply love. You must measure what you treasure, and you will slack where you do not track.

Tell us more about this methodology. I love throwing out case studies because they’re real, okay? So one of my longtime clients, it’s stevecurrington . com. Everybody can look him up, stevecurrington . com.

He does mortgages in all 50 states. Then you’ve got, let’s go shawhomes . com. We’ve helped them grow from 14 million to 150 million, from 14 million to 150 million. And then you have Givenderm. So just so you can have some context here.

And with all the businesses, you have to track. Because if you don’t track, it will slack. What am I saying? So what you do for Steve’s business, we had to track how many leads is stevecurrington . com getting? Okay, how many people are applying for a mortgage?

How many leads is Shaw Homes getting? How many leads is Give a Derm getting? Okay, great. How many people are hitting the website? Well, if you have 1000 people hitting the website and one person is buying, We got to fix something, right? So we need to optimize the website to increase the conversion rate.

You say, well, how does that relate to what you talked about earlier? Well, once you add more video reviews, images, search engine content and more reviews, the conversion rate goes up. But you don’t know that unless you’re looking at the numbers. Now, once you get the conversion rate up, then you say, how many of those leads buy something? You know, how many people visit the website? they go to the shopping cart, but they don’t buy?

Okay, how do we fix that? How do we increase the no -brainer, the offer, the guarantee, the celebrity endorsement? How do we do that? But you have to measure what you treasure. And one of the speakers we had at the last business conference, a guy by the name of Sean Baker, he is the author of The Carnivore Diet. He’s been on Joe Rogan, and he talks about only eating meat.

And what he found was that as a doctor, when he was tracking people that only ate organic meat or organic food, their weight would drop dramatically if they only ate essentially no wheat, no sweets, and no alcohol. So if their diet consisted of no wheat, no sweets, no alcohol, and eating only organic food, organic meat, their weight would go down. And that’s nice to say that anecdotally, that wow, your weight will go down, you’re gonna feel better, you’re gonna look better if you eat healthy. But by tracking, Dr. Sean Baker brings these unbelievable case studies where he’s showing thousands and thousands of patients that have lost dramatic amounts of weight by implementing his carnivore diet. And that’s why it became a bestselling book. And so myself as a business consultant, I track the numbers of every single client.

And my little secret for the EO Fire Nation is most of my money has a percentage of the growth of my consume. Most of my income is just a percentage of the growth. You know, JLD, I can’t get rich charging people $1 ,700 a month, month to month. guiding their business and only working with 160 clients. I only make a 20 % margin. I make $340 a month profit, folks.

I charge people less money than it costs to hire a minimum wage employee. But here’s where I make my money. I make my money, folks, this is a secret, as a percentage of the growth. So a company like Oxifresh, I’ve helped them sell 500 locations. Think about that, folks, 500 locations. Think about what, if I got a small percentage of 150 million, what number is that?

That’s a good number. So what I do is I sit down with entrepreneurs and I say, look, if you can’t afford the 1700 a month, I’ll do a scholarship. But either way, I’m gonna work with you, and we’re gonna diligently implement this plan, and we’re gonna measure what we treasure, and we know we’re gonna slack where we don’t track, and I’m gonna get a small percentage of that growth, and a small percentage of zero is not good. So we gotta grow that thing. And JLD, I think a lot of people have a fear that they don’t qualify to be successful, they don’t think success is for them, they think the time won’t be just right, they think they’re too old, they think they’re too young, they think they’re too short, they’re too fat, newly married, they’re too newly divorced. But what I have found is that knowledge without application is meaningless.

To quote Napoleon Hill, knowledge without application is meaningless.

You’ve got to act now.

The time to act will never be just right. You must act now. Wow. I mean, Fire Nation, if you’re not ready to run through a brick wall, I mean, check your pulse because the time is now. Now, Juliana, let’s actually start with you.

And we talked a little bit about this topic with what you’ve been doing recently before the break, but let’s even dive deeper into maybe one or two specific examples about measuring what you treasure. You will slack where you do not track. Talk to us about this mentality. Well, I think it’s just really important. Even when we did our 14 point assessment with Clay, honestly, Just being able to rate, just being able to rate where we felt like we were. It was like, wow, we really are not.

I think everything was a three out of one out of ten, except for our product. Everything was a three out of ten being the best. And then recognizing, just having the accountability, like I said, of every week. Being able to look at the hard numbers and some of them are hard numbers because sometimes You know when you’re purchasing a lot and get all this other stuff, you know, it doesn’t look really great right and you’ve got these incredible numbers that are like, how on God’s green earth is this happening? And so and it’s just really being able to, I can’t emphasize enough about the point of accountability.

Honestly, I don’t know how often I would run the numbers. If I didn’t have a coach call, or if we didn’t have a coach call on Friday mornings, and thank God, one of our team members, I get I get her the numbers, she puts them in the tracking sheet, she’s a ninja with tracking sheets. And so, you know, we’re just, we’re really, we’re super blessed because our team’s incredible.

But going back to that, honestly, like, there’s nothing like accountability, absolutely nothing like accountability.

It’s like hiring a trainer if you wanna get stronger. Well, if you’re gonna show up, you better show up three times a week, minimally, and you know that you’re gonna be letting someone down if you don’t, and you have a mutual agreement that you both wanna see success, then, obviously, accountability is crucial.

Debra, what do you wanna add to that?

You know what, I think, I’ve thought about it in the past, and it’s like, if you have the talent to be an Olympic athlete, but you don’t have a coach, you probably won’t be a part of the Olympics. And I feel like Clay has been our coach, that we do have an incredible product. We do. And we just didn’t know what to do with it. And so I can’t say enough, if you’re on the fence, I’m serious, Clay didn’t pay me to say this, but if you’re on the fence, because we were there, we were at a very discouraging place. sign up, sign up, get the help for your company because it is absolutely worth it.

I mean, what’s the worst thing that could happen, right? You just walk away. But for us, it was the shift, the absolute shift for us. And Fire Nation, a great product is absolutely necessary for massive success. But do you know how many great products have died in the vine?

So many, countless, numerous, because they couldn’t figure out traction, marketing, sales. And if you can’t figure that part out, then you have something great that is just going to wither away. And you need to think about this as an obligation.

If you truly believe, like Deborah and Juliana believe, that they have a great product, and now my wife believes it because it is, You have an obligation to get this out to the world to help people and that’s what they’re doing. So, Clay, thank you for what you do and take us home. What do you want to say to Fire Nation as we start to wrap this up? Well, here’s what I would say and I encourage everyone to think about this. My value proposition, if you’re listening today, you need to have a unique value proposition and my unique value proposition is this. I charge you less money than it costs to hire a minimum wage employees.

I charge you $1 ,700 a month. And what I do and what I’ve been doing since 2005 is we help you go and grow your business. So we include the photography, the videography, the web development, the search engine optimization, the accountability, the tracking. We help you with the accounting. We help you with the workflow. We help you with systems creation, online ads.

I mean, a lot of stuff. And so we do all of that for that flat rate of $1 ,700 a month. And the reason why I only work with 160 clients is what I do to their point is very Analogous to personal training for fit look like like a personal training and fitness We got to have accountability and you’ve got to want it. You’ve got to be excited about it You’ve got to know that hey I want you to grow probably as much or more than you do and so what I would encourage you to do is go to thrive timeshow . com forward slash eo fire Thrivetimeshow . com forward slash EO fire, fill out that form.

And when you fill out the form, two great things will happen. A, you can schedule a free 13 point assessment with myself. We can do that with you. The 14th point has to do with life optimization. And that really doesn’t matter if you can’t pay the bill. So we’ll focus on that later.

But we have a 13 point assessment. Also, you can get tickets for our upcoming December workshop featuring Tim Tebow, the legendary college football player and entrepreneur. And you can get those tickets again at thrivetimeshow . com forward slash EO fire. And the reason why every time I appear on this show, I try to bring a client with me is because I want everybody out there to know success is possible.

I grew up poor. I took algebra three times. I get it. but you can have success. So I try to bring real entrepreneurs on this real show. And I really do believe that what JLD, what you’re doing here is really kind of like the gospel of wealth.

I mean, you’re really sharing the seeds of greatness with people. And I encourage everybody out there to grab hold of these ideas and implement them.

Take action today. And Fire Nation, you need to be inspired by the words you’re hearing, by the people that are coming on and sharing their real world examples.

So Juliana, if Fire Nation wants to learn more about what you have going on, what is your call to action for our listeners today? Honestly, just go to give it arm calm and we have a tremendous website. It’s super informative But we also have a phone number, which is 6 1 5 2 0 0 8 1 8 6 You can call us if you have any questions whatsoever We truly are here to serve you and to make sure that you get connected to what would actually create a healthy mind body and spirit through skincare and so it’s just it’s just what we’re passionate about and like I said It’s a redemption story for us because I truly don’t believe there’s anything out there as clean as we are. GiveADerm . com. That’s D -E -R -M.

And Fire Nation, you’re the average of the five people you spend the most time with. You’ve been hanging out with Cece, JLD, Debra, and Juliana today, so keep up that heat.

You just need to find one other cool person, and your five are gonna be amazing. So all three of you, thank you for sharing your truth, your knowledge, your value with Fire Nation.

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 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 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 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 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. 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 on. 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 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 office.

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. 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.

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 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. 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. 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. 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, 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. 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 MultiClean. 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.

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. 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.

And 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.

Well 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 nonverbal. 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 DJ connection .

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. You know, things are changing at rapid, rapid, rapid speed. Technology is changing. And 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 5 o ‘clock in the morning. That’s not by Zoom. They drive there.

They show up 5 o ‘clock, bright -haired, bushy -tailed, and all this. And they’re on fire. Your group is on fire. So that’s what was on Clay’s technology. 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 background.

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 % growth, like we’re like a full functioning company. It’s great. Like we were 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 opposite. 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. 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. 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, um, It just, it was just absolutely scary to take that jump and actually start a business.

Transcribed with Cockatoo