Is Your Business Stuck? Discover How to Become Unstuck By Following a Proven Plan + Discover How Clay Clark Helped WindowNinjas.com By 11X + Join Tebow At Clay Clark’s April 9-10 ThrivetimeShow.com Business Conf.

Audio Transcription

Transcribed with Cockatoo

Gosh, man, time flies. I’d say right around four or five years ago, I just kind of felt like we were stuck and my wheels weren’t moving and I had this goal and I just didn’t really know how to get there. So you guys actually helped me with that. I reached out to you guys and we started our relationship. We started our coaching sessions and you guys helped me build a lot of the systems. that we have now.

But you know, Clay, had I not actually sat down and took the time and the energy to reach out to you and then set aside time every single week to actually work on the specific goal of scaling window ninjas, then it would have never happened and we wouldn’t have the, it wouldn’t have come to fruition like it is today.

Gage Salinas, welcome on to the Thrive Time Show. How are you, sir?

I am wonderful, Clay. I’m glad to be here with you today.

And just to give people a little context, how long have we worked with you in your business, sir?

A little over three years, Clay. We’ve been together for a little bit of a journey now.

And I think we picked the best of times and the worst of times to work together. I mean, it’s like right at the peak of the geopolitical craziness, that’s when we started working with you. But you’ve continued to grow. What kind of growth have you seen over these past three years, just so the listeners know that you do have, in fact, a business that can navigate through difficult times?

over doubled our business here at Window Ninjas since working with you. I actually went back and looked through our numbers and I looked at some of our goals that we had set in the original conversation that I had with your team and we have surpassed my original number that I wanted to hit with you guys and I was quite shocked at how, I won’t say easy, but systematic it was for us to be able to get to where we wanted to be. So information is key. Making sure you’re following the process when it comes to marketing accurately and repetitively is something that we do over here. And we have really, really, really scaled it to the next level. And you know what, Clay, you guys are the ones that taught us that in the beginning.

And we have followed through with that for over the past, what, four or five years now that we’ve been working together. We have spent the last seven years scaling this business and we have these checklists in place with the help from your team, Clay, and it just creates success for all of our customers, all of our franchisees, me here in my corporate office, all of our call center employees, our accounting department, all of our leadership teams. I mean, it really, really, really solves a lot of problems. And so as opposed to trying to reinvent the wheel, man, just grab a checklist that somebody has already taken the time and the energy to develop for you, use it, and then master it, and then reap the benefits with the revenue that you’re going to earn from doing those specific things that are on that checklist. It’s super powerful, Clay.

It’s the best thing.

I know that I can come into this office whenever I want, whether if I want to be here at seven o ‘clock in the morning or if I don’t want to be here at seven o ‘clock in the morning, I know that I’m going to have people that are going to be here doing the specific tasks that everybody in this operation needs them to specifically do. Having having good key people is important. Are you going to lose some of your key people?

Absolutely.

But if you are always looking for great individuals, great people and encourage them to come work for you. And then you teach them the systems and you teach them what their specific job is. And you let them know how important they are. Clay, well, first of all, thank you for having me again today. We’ve been doing this for quite a while. I’ve been working with you for quite a while.

Anybody out there that’s looking for a coaching system, I would definitely give Clay a call.

You could be anywhere doing a lot of different things, but you chose to be here.

Some shows don’t need a celebrity narrator to introduce the show. But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi -million dollar businesses altruistically invest five hours per day to teach you the best practice business systems and moves that you can use? Because they believe in you, and they have a lot of time on their hands. They started from the bottom, now they’re here.

It’s the Thrive Time Show, starring the former US Small Business Administration’s Entrepreneur of the Year, Clay Clark. and the entrepreneur trapped inside an optometrist’s body. Dr. Robert Zubner. Two men, eight kids, co -created by two different women. Thirteen multi -million dollar businesses.

I have is you stuck. What? Yes. The question I have is, are you stuck? You see today’s a wonderful guest. This guy has built a very successful company called window ninjas .

com, but at a certain point he was stuck at a certain point. Everybody gets stuck unless you have the self -awareness to say, OK, here’s where I am versus here’s where I want to be. And today’s guest, in my opinion, is an expert about getting unstuck. He’s also an expert about growing a company. We’ve worked with Gabe Salinas and have watched his company grow from one location to 11. And we’re going to talk specifically about getting unstuck on today’s show.

And with that being said, Gabe Salinas, welcome on to The Thrive Time Show. How are you, sir?

I am great, Clay. Thanks for having me today. It’s good to see you on this.

April 1st Amen to that. So I gotta ask you real quick here. Um, I remember talking to you that first time four or five years ago Um, could you tell the listeners out there? What occurred in your mind or in your life where you thought to yourself self? I want to start my own company And create time freedom and financial freedom what happened or when did it happen?

Yeah, I mean, I think it was Well, I mean, we started winning in just seven, eight years ago, something like that. But yeah, I mean, we were stuck, like you said. I had been in the industry for, I’ve been in the industry now for 34 years. So I mean, I had 25 years under my belt at that point, I was part of a bad Franchise system prior to that and I just needed to go out on my own and I knew a lot of information but I didn’t have all the information and the things that was keeping me stuck was the fact that I didn’t have all the information and I needed that extra that extra knowledge. And a buddy of mine had reached out to me and said, man, you’ve got to listen to this guy. He is right up your alley.

He could definitely help you. And so I started listening to your podcast. I went out to your conferences and got a lot of information, started with your coaching program. And you guys were able to get us unstuck. You guys were able to help us build and develop systems and processes that worked really well, things like scripting our calls or creating scripts so that every phone call sounds the same. You just allowed us to really create a good, solid brand and the marketing and all of that extra stuff that goes along with it.

it. So yeah, I mean, if you’re stuck in business, there’s a reason why. Maybe you just don’t know all the answers to the questions that are being posed at you. So you got to get the knowledge and you got to get the information and you got to find it from a trusted source.

And so, Pence, we started with you. Now, when you’re stuck and you’re trying to get unstuck, I think the the first thing the first step though is you have to know I’m stuck and I and I can’t I I know that’s it seems obvious but I think a lot of people don’t don’t have that thought I mean or or they maybe they try to subconsciously push the thought out or something. It’s almost like, man, I don’t like my career. I want to find a new career. I think I’ll go watch TV instead. I don’t like my career.

I think I’m looking for a new career. I think I’ll just watch TV instead. I really, really hate my job, but I’m looking for a new career. Yeah, but I think I’ll scroll through Instagram. But you didn’t do that. You held that thought.

Talk about the idea of holding the thought of refusing to survive and choosing to actually thrive. Well, there’s this thing called tenacity that really has been a driver for me my entire life. And some people are gifted with tenacity. Some people have to find it, like, you know, like you find a key underneath one of those little like rocks that you put out by your front door, or, you know, or maybe they just don’t even have it at all. And so that’s why they’re stuck watching TV every single time something Negative comes up in their life. But um, nah, man, I’m a pretty tenacious dude and I just knew that if I kept digging and I kept finding and looking for the and finding the answers to the questions that I had Then I would be able to get the knowledge and the information that I needed to be able to scale and grow my company into something that I knew that I could do But you got to start with you know Like I said, you guys start with tenacity and you got to also Have the tenacity to be able to say I don’t know everything but I’m willing to learn

everything. And if you can do that. Man, and actually like follow through with it, Clay, like you talk about all the time. Man, I mean, you’re definitely going to get people that come around you and give you the knowledge, the answers. They’re going to want to help you and they’re going to want to see you succeed. So your team has done that.

I mean, I’ve had a lot of other people in my life that have also done that for us as well.

But yeah, tenacity is one of those things that you have to have. Talk to me about where you want to go with your brand. I mean, once you built one successful location, you thought about, OK, I want to open up another location, then another, and then you decided to franchise. When did that idea happen to go from, OK, one location to two, and then from two to three?

And walk the listeners through that process. Well, I mean, I just, there’s Tenacity shows up again. I mean, we have a lot of great employees in one location. And you know, these employees, when you find great people and you can figure out that they do want more, they want more opportunity. They want more of an opportunity to grow with the company, or maybe they want to take out and start a franchise. And so, you know, we had a lot of employees that were really great people that wanted more than just being the guy that rides around in the truck, cleaning the windows and power washing the houses.

And so I was able to say, well, you’ve been a great employee, you’ve learned a lot, you’re continually learning a lot, you have tenacity, why don’t we give you an opportunity in this next location.

Okay, great. So then that person allowed us to open up one market. And then it happened to two markets and three markets. And then now we’ve got all these corporate stores and we’re like, well, I don’t want a whole bunch of corporate stores. But what I would like to do is create an opportunity for these people who are helping me grow my business and let them have a piece of that as well. And so then we did that through franchising.

And it was because I came from a bad franchise, I was a little skeptical about getting back into that game. But when I did, and I knew that I could control it and have it on my own and do it the right way, create a good system with the help of you guys. I mean, yeah, it just became a better opportunity for not only myself, my family, but every one of these employees that we really valued and we saw that there was some great opportunity for them as well. And that’s how we started growing.

And yeah, it’s been a really great way to grow, to be honest with you. Now, the idea of building systems, again, a lot of people say, I want to build systems. I want to create a time freedom and financial freedom producing business. But I I kind of want to go through Instagram. I kind of want to scroll through Instagram. I kind of want to watch TV.

So knowing you have to build a system, knowing you have to systemize your company is very different than actually doing it. And you’ve actually done it, and you’re doing it. What do you say to somebody out there that’s going, man, You know, I did have the thought I wanted to get unstuck. So I started my own company. I got that. But now when it comes to systems, man, I’m just really struggling with building systems.

What do you say to somebody who’s struggling to block out the time and choosing to block out the time to build the systems needed to grow a company? Well. It looks like we’re talking about tenacity again, Clay. I mean, you’ve got to have the dedication and the tenacity to sit in a room with no windows and put your head down and get those hard tasks done. Listen, I mean, it never stops. You know that, Clay?

We’re talking about this right now. And I can remember back in the day when you guys sat me down and said, hey, this is what you got to do. And it’s like, OK, if that’s what I got to do to be successful, and that’s what I got to do to grow, then OK, that’s what I’m going to do. And it meant I had to lock myself in a room and start writing out all these systems. And with y ‘all’s help, it just kept growing and growing and growing. And you’re like, dang, you’re writing a system out

for everything from how to clean a house, to how to clean windows, to who’s going to clean the toilets in the call center? I mean, we’re doing all those things. But yeah, I mean, you’ve got to have that tenacity to be able to sit down and say this is going to be for the greater good. And as that stuff starts to appear and you start to have all these systems and you have all these playbooks and all of the information that every employee that you have in the company needs and relies on, You’re sitting there thinking, well, man, how did we do this before we even had any of this stuff written out? But yeah, if you’re going to grow a business and you want to really scale a business, you definitely better have some systems and you better have some tenacity to sit down and do the hard work that most people do not like to do. Not everybody likes to take the trash out.

Not everybody likes to clean toilets. But you know what? Building systems and building businesses, man, it’s hard work. But if you got the tenacity to sit down and methodically go through each every single thing that you guys do in your business and write it down the process how it’s supposed to be done who’s supposed to do everything from a to z man you will definitely grow your business and you will definitely scale that’s for sure now once you have the systems in place you have to get people to follow the systems and i want to talk to you about this before we talk about the window ninjas franchise opportunity uh you know once you build the systems you have to get people to follow the systems and you’ve done a great job of getting your teammates to follow the systems What challenges did you or do business owners typically run into when it comes to getting people to follow the systems after you’ve actually built them? Well, yeah, it can be challenging. That’s for sure.

I mean, employees have great days and employees have not so great days. But you know what? That goes with owners, too. You know, owners can have great days and owners can have not so great days. So you’ve got to really understand how to communicate with your people. And you’ve got to understand that.

is a little different. And you have to take a one on one approach with people that you want to follow the systems. Yeah, can I can’t I can’t honestly say that every 100 % of our employees are franchisees follows all of our systems to the T. But when we do find an issue, or we do find that somebody is not doing something the right way, you got a couple of choices. You can either yell at them, you can fire them, or you can mentor them. I think mentoring is a little bit better because there’s a lot of good people that just don’t know. And they’re like, oh, I didn’t realize I was supposed to actually put the toilet bowl cleaner in the toilet before I cleaned it and started scrubbing.

Right. And so you’re like, well, it’s right here. But as opposed to, you know, being mean about it, mean spirited about it on the first go around that they just incorrectly do something wrong. You just got to coach them. You got to mentor them. You got to love on them a little bit.

And you got to let them know that, hey, man, I’m here to help you. I’m here to show you how to get this done so that one, it’s done right. Two, it saves you time and energy. And three, it creates success. Four, whoever the customer is or whoever needs that specific thing done, and to take pride in that. And so when you find people and you teach them that, they get a better sense of belonging, they get a better sense of like what the company wants, and they get a better sense of like, man, these people actually value us because they’re spending time teaching us and educating us and talking to us and showing them the why.

behind every single thing you do.

And that’s probably, I think the why is one of the most often overlooked things that most business owners and leaders, they just overlook because all the entry -level employees, they need to know the why behind what it is that you want them to do. So that’s something else that I have learned over the past 20 -some years, 30 years. Now, while we have you on today’s show, I want to pull up your website there, windowninjas . com.

That’s the franchise. That’s the website, windowninjas . com. And in the final three, four minutes we have with you here, tell us about the windowninjas . com franchise and maybe who would be a good fit to participate in your franchise system. Well, the franchise is nothing crazy.

It is a window cleaning. We are a window cleaning business, and we offer residential commercial window cleaning. We do power washing. We do things such as dryer vent cleaning and holiday lighting. And so those are the core services that we have. But what’s really, really cool is the fact that we’re able to service residential and commercial clientele.

We have a call center in our corporate office that answers all of our franchisees’ phone calls, books all their jobs, sets up quotes for them. It makes it really simple for our franchisees to be able to grow and scale their business because they don’t have to be stuck being held or tied to a specific office. They don’t have to have all that extra expense. Um, and we have a marketing plan that is absolutely awesome. I mean, we have a team that, that basically takes care of that. Our system is, is, is such that our franchisees can literally have time, freedom and financial freedom by following our systems.

Hiring the right people, we have a system for that. Developing the right people, we have a system for that. And literally being able to provide services that are in high demand. And when they deliver those services that are in high demand, they create success for themselves, they create success for the customers, they create success for their employees, and they create success for Window Ninjas as a whole. And that’s the way things should always be, Clay. It should always have been that way.

both sides of the coin. There should never be a situation where somebody’s in a win -lose situation. And there are a lot of franchises and a lot of other businesses out there that do create that so that one person is winning more so than the other. And that’s not one of the things that we really believe in over here at Window Ninjas.

And so what we have developed as a franchise system is one that’s going to help our franchise owners really scale and get a higher ROI on their investment. And it’s going to allow them to have the time, freedom and the financial freedom that we personally want for them.

So that’s something that’s a little unique about what we do over here.

We talk about it all the time. And the people that do well with us are the people that are looking for those exact things. I can think of no better franchise opportunity than the good folks at windowninjas . com. So if you’re out there today and you want to team up with a proven winner, check out Gabe Salinas and his great team there, windowninjas .

com.

Gabe Salinas, thank you for A, choosing to get unstuck.

Thank you for helping your franchisees to become unstuck as well by building a franchise.

And thank you for joining this broadcast to help our listeners get unstuck. Thank you so much, sir. And we’ll talk to you next week. Thanks, Clay.

Bye -bye.

Good to see you. My name is Eliza Britt, and I own Lazer Skin Tattoo Removal. Eliza, you seem like a real person. If I want to Google you, what’s your web address there? You’d look up laserskn . com.

Laserskn . com.

I’m going there right now. We do laser tattoo removal, which has been a pretty incredible resource if you’re stuck with a tattoo and you have no idea. How to get it off.

It’s like affecting your career or you know, you’re trying to go into things or you’re having kids and you’re like, I actually don’t want them to see that I had stupid tattoos when I was younger. So we provide that solution of removing something from your body. that maybe you got when you were young and dumb. We just did our quarterlies. And from quarter one of last year compared to quarter one of this year, we’ve had a 234 % increase in revenue. Can you talk about just the consistency of every week?

shooting for videos, images, search engine, more Google reviews, just every week doing that. Can you talk about maybe the simplicity or maybe the profundity of doing the simple thing over and over every week? Well, I think what baffled me about it first was that it’s actually free.

And it has been the main thing, if not one of the only things that has grown my business with any significance.

So I didn’t really understand all the algorithms of Google and that sort of thing. But Clay and you and your team make it so easy. And you’re like, you can literally have four things that you need to do throughout the day. I implemented, you know, getting a Google review and a video testimonial just as much part of my checkout process. So it’s not even anything additional. I just tell everyone I’m like, you know, I ask everybody if they’ll do a 20 second video testimonial.

They’re super easy, very informal. You know what I mean? It just tells other people like how your experience was with my business. So 20 seconds, you know, during the checkout process and I’m like, yeah, we’ll schedule you for next one afterwards. And then I, you know, I was, you know, tap a little link for to leave a Google review.

It’s been vital.

It is like the number one way. it to to stay consistent and consistency equals growth. I have always been anyone that you like that knows me will say that I am typically like a butterfly personality. I kind of flipped from one thing to another and starting a business. You can’t operate that way. So having a calendar, having, you know, notifications of when I’m going to have a client, like how long that appointment is going to be staying scheduled on that throughout the day is completely vital.

If I didn’t have a calendar, I’d be very lost. You’re right. What gets scheduled gets done. A lot of people talk about burnout when they talk about being an entrepreneur or starting a business. They quickly get burnt out on things because they’re not scheduling things in their life that they know recharge them. For me, it’s really important that I go to church every Sunday.

I go to church on Sunday at the same time every Sunday. and I have Bible study at the same time every Monday. That makes it super easy because it’s just a part of my routine. It’s not an additional thing I have to think about. I simply go to do these things at the appointed time, which doesn’t make them burdensome. It’s not an additional difficulty on my brain.

And it still allows time through the rest of the week to actually get work done. It’s one of the, like, just do it. I fought it for so long and even there’s some parts that, like, um, you know, I struggle to use. I’m like, ah, I didn’t see the notifications. I’ll use additional things. Like, I’ll set alarms to make sure that I look at my calendar.

Um, so you just have to be dogged.

Just create it as a part of your routine. You’re going to resist it for, you know, for even a couple weeks. Sometimes you’ll be like, ah, it just doesn’t work for me. It’s like, don’t blow it off. If it was important to you and it is important, then just Reaching out to these artists being like, hey, I know that you hate doing cover ups because they suck too. If you send your clients to me, I can do a couple sessions on them and send them back to you and they can get a fantastic piece.

They’ll be happy. You’ll be happy. We’ll both be paid 10 out of 10, right? So 3100 has been pretty incredible.

The other main source that I go out to in Dream 100 are actually permanent makeup places as well.

I don’t think that there’s a single one of us who hasn’t seen a bad pair of brows walking around.

So they’re one of the easiest things to remove too. So reaching out to them and being like, I can solve your problem. I can solve your problem. problem, and then they can be happy afterwards. So it’s really a win -win. But you have to interact and reach out to these places and build a relationship with them just like you would any kind of friendship.

So a to -do list helps you just prioritize which things you have to get done and then decide when you are going to get them done throughout the day so that they are actually completed. How would you describe the return on investment that you’ve experienced since investing in yourself and in hiring us to coach your company? Absolutely incredible. There’s no way I could have achieved this growth in the time span that we have without coaching like this. Same thing that I said earlier is if you’re going to be successful at anything, just like being an athlete or a business person, those sorts of things, you need a coach. If you haven’t done this before, a coach is super helpful.

It’s not something that I thought of as some like little extra thing that I can add on to my business to help it.

It was like, you know, this is going to be a main driver.

So it, you know, at first as a young person, you know, I’m I’m 23 and this is like my second business, but my first, you know, main, main business.

And I was like, you know, biting my nails a little bit at the at the price. But just knowing like knowing what I need and what my goals were, I’m like, yeah, you just create budget for things. You know, you cut out certain things that aren’t getting you to where you need to go. And this has been like the return on investment is insane. I will be with this company for years because it is like, it has been an incredible experience, working with like the coaches, the accountability, the knowledge and insight on every step of business. So even though I’m a younger, younger business, we’re, you know, starting out the first couple years, and they already have plans for

way down the road when we franchise and, you know, hire employees and all of those things, like the answers are already there. I don’t have to worry about it. I have a coach. I know just myself personally, accountability is one of the best things that can support me. You know, I’ll get just lost in the nitty gritty of things or in routine and things that I don’t naturally want to prioritize, like sitting down and like, you know, going over like finances and numbers and those sorts of things as a creative. Not my favorite thing, unless I have accountability and I know I have to get it done by a certain time because I’m meeting with my coach.

I’m probably going to kind of blow it off for something else because I worked all week. Right. So they’ve been super pivotal. It keeps it keeps me in a good in a good space throughout the week.

I know I’m going to circle back to to the main points that I need to get done. Looking at the numbers weekly is is very helpful, too, because you don’t get to the end of the month and being like, well, there’s such a big difference from this month compared to last month. I have to do so much better. Next month, you’re already checking in weekly. If you were a little bit slower in some areas, why were you a little bit slower? Or if you nailed it this week, how can we do that again next week?

So meeting monthly isn’t just accountability. It’s not just like, yay, you got to the end of the week. It’s actually looking at numbers so that you can keep your goals on track. Well, folks, on today’s show, we have a success story. I love to share success stories for two reasons. One, if you visit their website, it helps their website to rank higher in those search results.

Two is I want to encourage somebody, because there’s somebody watching this show today, and your business is not growing.

It’s not booming.

Or maybe it’s doing well, but you want it to do better. But if you feel stuck in any way, I want this show to encourage you. And I believe that today’s show is

guest is going to do that.

And with that being said, I’m going to ask our guest, ma ‘am, what is your first name and last names?

And what’s the name of your company?

So people can verify you’re real.

What’s your first name, last name, and what’s the name of your company? My name is Eliza Britt, and I own Lazer Skin Tattoo Removal. Eliza Britt. You seem like a real person. If I want to Google you, what’s your web address there?

You’d look up Laserskn . com.

Laserskn .

com.

I’m going there right now. OK, I got it. So ElizabretLaserskn . com.

Eliza, what does your company do?

What kind of solutions do you provide? So we do laser tattoo removal, which has been a pretty incredible resource if you’re stuck with a tattoo and you have no idea. how to get it off, it’s like affecting your career or you’re trying to go into things or you’re having kids and you’re like, I actually don’t want them to see that I had stupid tattoos when I was younger. So we provide that solution of removing something from your body that maybe you got when you were young and dumb. How common is the need for tattoo removal?

It’s extremely prevalent. So there’s not very many people who do tattoo removal, but I mean, if you look at, I think it’s maybe 30 % of the population has tattoos, almost like, I think it’s like two out of 10 or something like that want a tattoo removed.

I think it’s 60 % of women actually have a tattoo that they want removed. So almost anybody that I meet that I tell that I do tattoo removal, they’re like, hey, I have this one, almost every time. And when people want to get the tattoo removed, what is typically, what are the most common kinds of tattoos that people want to get removed? Unfortunately, we remove a lot of names, a lot of wedding bands, unfortunately.

Oh man, a lot of just like older tattoos, they become like blurry.

and faded or, you know, people are like, I don’t even remember getting this tattoo. It’s probably a bad sign. Um, so it’s a lot of like, you know, the, the poorly done ones. And is there a particular location that’s most common?

I mean, are people having tattoos on their hands or their neck or their arms or where’s the most common location that people want to have tattoos removed?

Usually like legs and back, like it’s something that you don’t really see. And so a lot of people don’t really like, oh, I don’t care to get it removed because I don’t see it all the time.

I would say most common are like hands and forearms because it’s something we look at every day, right?

That’s the part of our body that presents to other people. So usually that’s the zone of concern. I’m going to pull up your website here, because I think there’s people, like if someone’s watching this and they live anywhere near you, you can work with them. Or maybe people want to fly out to get treatment from you. I’m not exactly sure. How big of an area do you service?

Pretty big area.

So I’m in Coeur d ‘Alene, Idaho. We have clients out as far as Lewiston, Missoula.

So I have some clients who will drive about three hours to see me every six weeks.

And the process, again, I’m going to the website l -a -s -e -r -s -k -n .

com, laserskn .

com, laserskn .

com. When I’m on the site, I mean, what does the process look like if I’m going to get a tattoo removed? How long does it take? How much money does it cost? Or maybe just kind of walk people through that are totally unfamiliar with the process of having a tattoo removed. Yeah, absolutely.

I feel like a lot of people don’t, you know, they’re, they kind of go into it not having any idea how it works. It’s very simple. We offer free consultation. So, um, I, it’s like, doesn’t charge money to talk to me. Right. Um, so usually we’ll book you in for a consultation.

Um, or you can just DM me and send me a picture of what you’ve got and give you a free consultation.

for it. Full removal is usually around eight to 12 sessions. That’s pretty typical across the board for tattoo removal. And we do sessions every six weeks.

And the process is pretty simple depends a little bit on what your goals are. So a lot of my clients actually they love tattoos, they just don’t like the one that they have. So they’ll get like three or four sets sessions, and that lightens it enough to where their artists can put over whatever they want. And so that’s, that’s very common, we call it fade for cover up work. So if you’re just wanting that, it’s like three or four sessions, you know, a couple weeks and, and you’re done, you get a new piece of artwork. And for those that, you know, location might be the problem, like face or neck, hands, that sort of thing.

Full removal can be anywhere from technically three to 12 sessions. And one more time, if people want to reach out to you, is the best way to do it to go to LASERSKN .

com? Should they call?

Should they fill out the form? What’s the preferred method that people can or should reach out to you? Best way to get a hold of me is to call me. It’s 208 -771 -6733. I answer all the time. I prefer to talk to people.

That way, you know, you feel like you’ve made an actual connection with a human being.

You get to talk to a real laser specialist who’s, you know, going to give you some information on how that process works. So, definitely calling is the best. If you just want to schedule a consultation and walk right in, then we’re good. Does it hurt to have a tattoo removed? Is it painful?

It’s not the most comfortable process, but we have a couple ways of managing pain, right? I don’t just put the pedal down and laser the crap out of somebody’s arm. So we’ll use numbing cream, which you apply it like 45 minutes before treatment. It helps a lot. We also just invested in a chiller machine. It basically blows super cold air on the area while we’re doing a treatment.

It makes it way more comfortable. All right.

All right.

Now, how did you originally hear about us? Because we’ve had the pleasure now of working with you and helping you grow your company. but how did you initially hear about us? Oh, actually, uh, I was talking with my, uh, my father who’s been pretty successful in everything he’s done. He’s pretty amazing. Um, and I was like, dad, I, I really feel like, you know, I started this up.

Uh, I’m just getting my legs under me and I feel like I could really use a coach.

I know that you’ve talked all the time about like, if you’re going to be good at anything, if you’re going to do it, like being an athlete, if you’re going to do business, you’re going to do anything.

Like you need a coach, like successful people. people have coaches.

So I was looking at a few different people and I was like, man, I just don’t really know who to pick, what to go through. I don’t want to waste money. My dad was like, you know, I know of this guy who basically helped Trump get elected through that tour. And he’s like, you know, he has a business conference. And I really feel like we should check it out. So I was like, yeah, absolutely.

So we flew to Tulsa and did one of the business conferences there, which was an absolute blast. That was the best experience I’ve ever had. I mean, walking up and there’s like, you know, mariachi and a gorilla.

And I’m like, what is happening here? And then I walk inside and all of the, you know, all the people and entrepreneurs that are that are talking, they were just incredible. I mean, it just lights you on fire for business. Now, the number one reason I hear people, they tell me the reason why they can’t be successful, you know, in your world, I asked you, what’s the most kind of common tattoo they want to have removed or where is it?

In my world, the number one and two excuses I hear why people say I cannot grow a company is they always say I’m too young or I’m too old.

I always hear they say, I’m too old, Clay. I’m 50. I’ve never had success.

Or Clay, I’m not even 30 years old yet.

Clearly, you’re on the younger side of things, but you’ve had some growth.

I’m not asking you to share with us the actual dollar amounts, but could you share with us as a percentage how much growth you’ve had?

Or you can share whatever you want to share with our listeners, but how would you describe the growth that you’ve had? It has been absolutely incredible. So, um, I started this business, it was late 2024. So we’re still within our first two years. Um, I think I, I started with you, we were fully up and running, um, in December of last year. So, uh, we just did our quarterlies and from quarter one of last year, compared to quarter one of this year, we’ve had a 234 % increase in revenue.

Could you repeat that one more time? Somebody might’ve blacked out. So you’re saying year over year, you had what percentage of growth? Year over year, we had a 234 % increase. Wow. Okay.

So the growth is there. Um, and on part two of today’s show, I’m going to share, uh, about a home builder and we helped this guy. If you can believe it, folks go from 14 million of sales.

and annual sales, to $151 million in sales. So from $14 million to $151 million in sales, and just in a span of a few years. So again, it’s totally possible, whether you’re doing skin laser tattoo removal, or you’re running a home building company, it is possible. This particular guy, we started working with him in his mid -40s. In this particular case, we’re working with someone who’s on the younger side of things. So let’s talk about the things that we’ve worked on together.

First thing I want to hammer is the basics. Have a calendar.

Becoming a master of managing time, I always tell people, if you can’t manage your time, you can’t manage anything else. Or another way to look at it is what gets scheduled gets done. Busy people, entrepreneurs, we’ve got a lot of demands. How has time management or schedule management impacted you and the growth of your company? It’s been vital.

It is like the number one way to stay consistent and consistency equals growth. Anyone that knows me will say that I am typically like a butterfly personality. I kind of flipped from one thing to another.

And starting a business, you can’t operate that way. So having a calendar, having notifications of when I’m going to have a client, like how long that appointment is going to be staying scheduled, um, on that throughout the day is completely vital. If I didn’t have a calendar, uh, I’d be very lost. I find that people that are younger or older, they’ll always say clay. It’s really hard to find people my age, regardless of what age they are that, um, have a calendar.

or have a to -do list, or have goals, or track their numbers.

Have you found that to be true, or do you have a big peer group of people that use calendars and tracking systems?

I want to get your thoughts on that. No, I honestly can’t think of anybody that I know that makes a to -do list or uses a calendar. I don’t even think some of the most productive people in my life that are younger like me, or even the own businesses that are my age, that they don’t. They don’t even use a scheduling system for their clients. Now, the next area is your F7 goals. We want to make sure you’re having success as a business owner, and your faith, your family, your finances, your fitness, your friendship, your fun.

We don’t spend our calls talking about fitness. We don’t spend our calls talking about your faith, necessarily. But to have success, you want to have success as your faith, your family, your finance, your fitness, your friendship, your fun. And again, I find what gets scheduled gets done. Could you talk about that for a second, how maybe using a calendar has helped you to have success in multiple areas and not just business?

Absolutely.

You’re right. What gets scheduled gets done. A lot of people talk about burnout when they talk about being an entrepreneur or starting a business. They quickly get burnt out on things because they’re not scheduling things in their life that they know recharge them. For me, it’s really important that I go to church every Sunday. I go to church on Sunday at the same time every Sunday.

And I have Bible study at the same time every Monday. That makes it super easy because it’s just a part of my routine. It’s not an additional thing I have to think about. I simply go to do these things at the appointed time, which doesn’t make them burdensome. It’s not an additional thing. on my brain and it still allows time for, you know, through the rest of the week to actually get, you know, work work done.

I want to share this real quick. This is a fun kind of behind the scenes story. I called you earlier this week because we had an interview scheduled at a later time. And I got a call from a lawyer. And long story short, the lawyer, I have to do a call with the lawyer. And by the way, if you’re out there and you own a business and you have to do a call with a lawyer about tax information or whatever, that call is never going to be 15 minutes.

So if they say it’s going to be a quick 30 -minute call, you know it’s going to be an hour or two. And a lot of these people charge hourly fees. So anyway, long story short, I called you because I have a calendar. And I said, hey, Eliza, can we move our interview time to Saturday? Because with my current legal call, I just think it’s going to go over. Can we do that?

And you have a busy schedule, and I have a busy schedule. But we were able to look at the calendars and make it work. That kind of thing, I don’t know. couldn’t happen if you didn’t have a calendar and I don’t have a calendar. So I just want to tell everybody again, it’s so important to have a calendar whether you’re super busy or not. What would you say to somebody out there that’s fighting the idea of using a calendar?

Just do it. It’s one of the, like, just do it. I fought it for so long and even there’s some parts that like, you know, I struggled to use. I’m like, ah, I didn’t see the notifications. I’ll use additional things, like I’ll set alarms to make sure that I look at my calendar. So you just have to be dogged.

Just do it. Create it as a part of your routine. You’re gonna resist it for, you know, for even a couple weeks. Sometimes you’ll be like, ah, it just doesn’t work for me. It’s like, don’t blow it off. If it was important to you and it is important, then just add it.

Now, the next area I want to focus on is the number of leads. So many business owners struggle to get leads. Now, I’m not going to bore the listeners with all the specific details, but I will tell the listeners, every business owner, every business owner, you need to have a three -legged marketing stool. And you might say, what does that mean? If you’re sitting on a stool and the stool had two legs, that would probably not work. well.

So you want to have a three -legged marketing stool. And you’d say, well, Clay. How are we growing the business? What are you doing to help grow this tattoo removal company as it relates to generating leads and marketing? One thing is Eliza does a phenomenal job wowing her customers. So if you’re watching the show today, I think it’s obvious, but we want to wow the customer and you want to gather testimonials.

Oh, yes, you need to get testimonials. So you have to get, so leg number one in my mind is you just have to be very intentional about wowing the customer and getting testimonials because nobody with a sound mind is going to hire somebody and say, Hey, I know it appears as though you’ve never done this before. Is there any way I can hire you to be your first customer? No. People want to see. So there’s so many testimonials at laserskn .

com. You can see it. So that’s important. The second is you’ve got to do VISM every week. What’s VISM? Video reviews, images, search engine content, more Google reviews.

Someone says, huh? VISM. Someone should write that down. VISM. videos, images, search engine content, more Google reviews. You gotta do it, folks.

You gotta do it. Now, in part two of today’s show, I’m interviewing a mother of seven.

a mother of seven who has a three location medical spa.

And she’s going to share with you how she finds time to get it all done. But again, VISM, videos, images, search engine, more Google reviews. And then you’ve got to, every month, we behind the scenes are going to optimize the website for search engine compliance.

So every single month, we’re updating the website to be updated for Google and for Grok and ChatGPT and all those things.

Can you talk about just the consistency of every week shooting for videos, images, search engine, more Google reviews, just every week doing that. Can you talk about maybe the simplicity or maybe the profundity of doing the simple thing over and over every week? I think what baffled me about it first was that it’s actually free. And it has been the main thing, if not one of the only things that has grown my business with any significance. So I didn’t really understand like, you know, all the algorithms of Google and that sort of thing, but you know, Clay and you and your team make it so easy. And you’re like, you literally have four things that you need to do throughout the day.

I implemented, you know, I have getting a Google review and a video testimonial just as much part of my checkout process. So it’s not even anything additional. I just tell everyone I’m like, you know, I ask everybody if they’ll do a 20 second video testimonial. They’re super easy, very informal. You know what I mean? It just tells other people like how your experience was with my business.

So 20 seconds, you know, during the checkout process and I’m like, yeah, we’ll schedule you for next one afterwards. And then I, you know, I was, you know, tap a little link for to leave a Google review. And I have a, you know, a little tattoo removal giveaway that I do as a thank you to people who do those. This is so powerful. Again, folks, so leg number one, you got to wow the customer. I’m telling you, if you don’t wow your customers, we got to fix that part.

And then you get testimonials. Leg number two, as I look at it, is VISM. It is so important. Videos, images, search engine content, more Google reviews. And then we optimize the website for all of our clients behind the scenes.

But then there’s this thing called the Dream 100. Or maybe marketing to centers of influence. Some people might call that centers of influence. Some people call that Dream 100. Chet Holmes is the inventor of the Dream 100 phrase. He wrote a book called The Ultimate Sales Machine.

Chet Holmes. He worked directly with Charlie Munger, who was Warren Buffett’s partner. So if you want to know who came up with the word or the phrase Dream 100, that’s a Chet Holmes thing. Centers of influence, you may have first heard about that through Napoleon Hill. He called it a mastermind or a network. Some people say your network is your net worth.

There’s a lot of ways you can describe it, but the point is you want to reach out to your ideal and likely buyers consistently so that way these people

could refer you do refer you.

Can you talk to us about your Dream 100 system and the kinds of people that you network with? Absolutely. It’s been some of the most fun. And that’s coming from an introvert who is being forced to socialize with people. So I have a background in the tattoo industry. I worked in a tattoo shop for almost five years before I became a laser specialist.

And my demographic is people with tattoos. And where do people with tattoos go? They go to tattoo shops.

You will almost never find a untattooed person in a tattoo shop unless they are getting a tattoo that day.

One of the things I know just from working in the industry is that cover -ups are one of the hardest things to do, especially if a tattoo is super dark or it’s in the wrong location, those sorts of things. And so, you know, reaching out to these artists being like, hey, I know that you hate doing covers up cover ups because they suck too. If you send your clients to me, I can do a couple of sessions on them and send them back to you and they can get, you know, a fantastic piece. They’ll be happy. You’ll be happy. We’ll be paid 10 out of 10.

Right. So Dream 100 has been has been pretty incredible. And the other The other main source that I go out to in Dream 100 are actually permanent makeup places as well. I don’t think that there’s a single one of us who hasn’t seen a bad pair of brows walking around. They’re one of the easiest things to remove too.

reaching out to them and being like, I can solve your problem. I can solve your client’s problem. And then they can be happy afterwards. So it’s really a win -win. But you have to interact and reach out to these places and build a relationship with them, just like you would any kind of friendship. Now, on this idea of to -do lists, if you’re driving a car, it makes sense.

You’re looking out the windshield. I look at the to -do list as though it’s almost like the windshield.

OK, I’m looking at my windshield. That’s my to -do list. And I look at my calendar is like the gauges on my car. How much gas do I have? How fast am I driving? I couldn’t imagine driving a car without looking at the windshield and without knowing how much gas I have or don’t have.

A lot of people, they have a calendar, but then they don’t use a to -do list. Can you talk about the impact of using a to -do list or what that’s made on your life, having a to -do list in addition to a calendar? A lot of it has to do with focus. I was listening to a podcast this morning and it was talking about the downfalls of multitasking.

Sometimes if you’re looking at your broad calendar, you’re like, I know I have to get all of this stuff done in a day. That’s great to know, but if you haven’t decided what times you’re going to do those, how much time they’re going to take, and what are the most important things on that giant list of things to do that you have to get done today, you’re going to get to the end of the day having done you know, maybe five out of 10 things. They weren’t necessarily the most important. They were just the ones that were easier to do. And then your, you know, your burning fires are still burning. So a to -do list helps you just, you know, prioritize which things you have to get done and then decide when you are going to get them done throughout the day so that they are actually completed.

Now, there’s somebody watching this show. They say, Clay, I know you charge your clients $1 ,700 a month. I know, Clay, that when you charge a client $1 ,700 a month, they get access to the workshops. I know they get access to photography, video, web, search engine. And then they also get access to coaching on a weekly basis. And other people have looked it up.

And they go, I understand when you work with your clients, you don’t charge them per call or per hour or per email.

It’s a flat rate.

And they hear those things. But how would you describe the return on investment that you’ve experienced since investing in yourself and in hiring us to coach your company? It’s been absolutely incredible. There’s no way I could have achieved this growth in the time span that we have. without coaching like this. Same thing that I said earlier is if you’re going to be successful at anything, just like being an athlete or a business person, those sorts of things, you need a coach.

If you haven’t done this before, a coach is super helpful. It’s not something that I thought of as some like little extra thing that I can add on to my business to help it, it was like, you know, this is going to be a main driver. So it, you know, at first as a young person, you know, I’m, I’m 23. And this is like my second business, but my first, you know, main, main business, I was like, you know, biting my nails a little bit at the, at the price, but just knowing, like knowing what I need and what my goals were, I’m like, yeah, you just create budget for things, you know, you cut out certain things that aren’t getting you to where you need to go. And this has been like the return on investment is insane. I will be with this company for years because it is like It has been an incredible experience working with the coaches, the accountability, the knowledge and insight on every step of business.

So even though I’m a younger business, we’re starting out the first couple of years, they already have plans for way down the road when we franchise and hire employees and all of those things. The answers are already there. I don’t have to worry about it. I have a coach. Well, you know what’s kind of crazy to me is when you come to a conference and you’re 23, You’ll be seated probably at the conference next to somebody who’s 35. And they have been a client since they were 22.

And so it’s interesting, because our average client is with us for six years or longer. And it’s because every week, we’re really committed to improving by 1%, 1%, 1%. And I tell you, if you improve by 1 % a week, obviously, and you can go faster if you want to, then you are increasing your productivity, your success by 50 % a year. How would you describe the importance of having that weekly meeting?

Vital. I know just myself personally, accountability is one of the best things that can support me. You know, I’ll get just lost in the nitty gritty of things or in routine and things that I don’t naturally want to prioritize, like sitting down and like, you know, going over like finances and numbers and those sorts of things as a creative, not my favorite thing. Unless I have accountability and I know I have to get it done by a certain time because I’m meeting with my coach. I’m probably going to kind of blow it off for something else because I worked all week, right? So they’ve been super pivotal.

It keeps me in a good space throughout the week. I know I’m going to circle back to the main points that I need to get done. Looking at the numbers weekly is very helpful, too, because you don’t get to the end of the month and being like, wow, there’s such a big difference from this month compared to last month. I had to do so much better. Next month, you’re already checking in weekly.

If you were a little bit slower in some areas, why were you a little bit slower?

Or if you nailed it this week, how can we do that again next week? So meeting monthly isn’t just accountability. It’s not just like, yay, you got to the end of the week. It’s actually looking at numbers so that you can keep your goals on track.

Final question I have here for you with the final 60 seconds, we have you.

For anybody out there, if you go to, again, that website is LASER. LaserSKN .

com. If you go there, what that does is it helps our wonderful client, in this case, Eliza, to rank her website higher in the search results.

So if you’re out there today and you’ve learned anything, if you learned anything from today’s show, share a link to this show on your social media, and it’ll really help her website rank higher.

Second is if you go to Thrivetimeshow . com, Thrivetimeshow . com, if you click on the Testimonials button, we have thousands of client testimonials since 2005.

I want to ask you the final question. with 60 seconds. What do you say to somebody who’s on the fence about attending a workshop or scheduling a free 13 -point assessment with myself about potentially becoming a client? Just do it. You literally have nothing to lose. The 13 -point assessment is free.

The conferences are absolutely incredible. It’s two days of your time and it has made the most significant impact I could ever imagine on my business. You have literally nothing to lose. Well, you are an inspiration to many. Thank you for carving out time for us and we’ll talk to you soon. Thank you so much, Clay.

Bye bye. How much growth have you had from the, since, you know, for, since you and I first met to now as maybe as a percentage or something? Oh gosh. Uh, I’m guessing, but at least 400 % since we started and that was through COVID. Our sales are four times higher than they were since we started.

I just want people to reflect on that for a second, because I talk to people every day, Lindsey, who come into my place, just like you do. People that come in, they’re maybe not feeling healthy, and they come to you for treatments. People come into my life and they go, my husband and I were contractors, we’re dentists, we’re doctors, we’re lawyers. I just got off the phone with a lawyer. He’s a great lawyer. He went to college.

He’s checking all the boxes. He has the degree. No customers. What do you say the guy, literally, I just talked to a guy just a moment ago. And he’s in a different state. And he’s going, I have the degrees.

I’ve got the accolades. I’ve got the resumes.

I don’t have any customers. And you can tell he’s right on the verge of a breakdown in need of a breakthrough. What do you say to somebody who can kind of maybe feel like they’re overwhelmed with this whole entrepreneurship thing? I say it’s doable. I have a husband that has a high demand career. He works 80 hours a week in the fall.

We have seven children together. They’re all active in sports. So I know what a full plate looks like. And it’s not impossible to be successful as an entrepreneur.

You’ve got to follow the recipe.

You may feel like Clay’s given some advice that feels redundant, but it does work. And it doesn’t require you to completely leave your other obligations alone. I’m at my kids’ sports. I’m there for them on the weekends.

I get them carpooled everywhere, and I still own a multimillion dollar business. Now, I’m going to get into the details. I want everybody to listen to what I’m saying. But as I’m getting into the details, please understand, folks, everything I’m saying does not matter if you don’t wow your customers, OK? So everything that I’m saying to you right now is predicated on the premise that you will wow your customers. OK, Thrive Nation, on today’s show, I am so fired up for you to meet two people.

One, there is an unbelievable cheesecake business I work with based in Oregon who’s doubled her company in the last 12 months. And you’re going to love the story. And the second business, actually the first one on today’s show, we had the opportunity to work with this wonderful company for years.

And one half of the team behind the scenes that makes Revitalize Medical Spa happen is today’s guest, Lindsay Blankenship. Welcome to The Thrive Time Show. How are you? I’m doing good, thanks. Hey, well, I’m going to pull up your website real quick because I want people to know that you’re not a hologram and you’re a real person. So Revitalize Medical, that’s the business, RevitalizeMedicalSpa .

com. Tell us about the services that you guys provide there at RevitalizeMedicalSpa .

com.

Well, we provide all of your basic aesthetics like Botox and Juvederm fillers, all sorts of different brands of toxin fillers as well. And then we’ve added hormones, wellness, weight loss, peptides.

That’s kind of really the niche that I’ve sprung into that I just love and adore and watching people feel better about themselves again and feeling like they’re 20 again. So we do everything. We love women feeling like themselves again. Let me ask you this. If we go back to when you were 20 again, did you want to run a medical spa when you were, and I know you’re still 20, but did you have that vision when you were 19 that you wanted to run a medical spa or how did you arrive into this wonderful thriving business that you’ve built?

Well, I think it’s a little bit of a God thing. I never wanted to be a business owner. I always wanted to be a doctor as a little girl. I discovered PA school as an option that seemed to fit me better. And then I met another PA who is my business partner now and we just decided to get trained in Botox together, do it on the side. And we treated people right, have great customer satisfaction.

And so it just exploded into this huge business with three locations. So we couldn’t be happier now. But neither one of us had the entrepreneurial dream when we were 20.

What is a PA? For people that don’t know that language, that nomenclature, what does PA stand for? PA is a Physician Assistant.

So I describe it to my kids as kind of in between a nurse and a doctor. We can prescribe. We have much more privileges than an RN, but not quite as many as a full -fledged MD. We can’t do surgery by ourselves, but we can do all the aesthetics and weight loss and wellness and take care of people. So that’s who we are. Now, for a lot of our listeners, we’ve got about a million people a week that will download the show.

Obviously, there’s some listeners that will listen to two shows, and some will listen to one.

But there’s about a million people a week that will download this broadcast on the various channels. And a lot of them live right here in Tulsa, Oklahoma. Some of them don’t. For anybody who’s in the Tulsa area, tell us about the services that you provide. For anybody who’s going, they’re not at all familiar with your industry.

Or maybe, who’s your ideal and likely customer or buyer? Who’s a good fit for you? guys that revitalize medi we treat men and women, b you know, as you start to notice differences in aging, whether that’s physically on your face or in your body or how you feel. So pretty much, you know, 35 and up is kind of our prime market, but we do have some 20 -year -olds, we have some 80 -year -olds, but mostly that kind of mid -age mom that’s not feeling like she used to and just wants to freshen up, like I said, on the outward appearance or from the internal aspect. Now, I can say this.

You and I have worked together long enough now. I think it’s been about five years. And I know people that have gone to your facility that speak very highly of your facility. How did you originally come in contact with us and my team?

Do you remember how that happened?

Or how did you initially come in contact with us?

I know it was Krista, my business partner.

She’s the other 50 % of Revitalize. She had a connection, word of mouth.

I think it was somebody that was elephant in the room.

connection, maybe, I don’t know. Our haircut business, okay. Yeah, and I just want to encourage somebody. There’s somebody watching today’s show, and they feel like you. They feel like, wow, I’m a mom. I never wanted to be an entrepreneur.

I’m a dad. I somehow have found myself being an entrepreneur. And you guys, over the past five years, I mean, you guys have had tremendous growth, and now you’re opening up your third location. So I’ve got a few questions here for you. One is, how much growth have you had since you and I first met to now, maybe as a percentage or something? Oh, gosh.

Uh, I’m guessing, but at least 400 % since we started. And that was through COVID. So you’re saying, just to be clear, you’re saying you’re like four, you’ve grown four times larger than you were, uh, since you and I’ve met. That’s a real, yes. Our sales are four times higher than they were since we started.

I just want people to reflect on that for a second. Cause I talk to people every day, Lindsay, who come into my place. just like you do. People that come in, they’re maybe not feeling healthy, and they come to you for treatments. People come into my life and they go, my husband and I were contractors, we’re dentists, we’re doctors, we’re lawyers. I just got off the phone with a lawyer.

He’s a great lawyer. He went to college. He’s checking all the boxes. He has the degree.

No customers.

What do you say the guy, literally, I just talked to a guy just a moment ago, and he’s in a different state, and he’s going, I have the degrees. I’ve got the accolades. I’ve got the resumes. I don’t have any customers. And you can tell he’s right on the verge of a breakdown in need of a breakthrough. What do you say to somebody who can kind of maybe feel like they’re overwhelmed with this whole entrepreneurship thing?

I say it’s doable. I have a husband that has a high demand career. He works 80 hours a week in the fall. We have seven children together. They’re all active in sports. So I know what a full plate looks like.

And it’s not impossible to be successful as an entrepreneur. You’ve got to follow the recipe. You may feel like Clay’s given some advice that feels redundant, but it does work.

And it doesn’t require you to completely leave your other obligations alone.

I’m at my kids’ sports, I’m there for them on the weekends, I get them carpooled everywhere, and I still own a multi -million dollar business. Now, I’m going to get into the details. I want everybody to listen to what I’m saying. But as I’m getting into the details, please understand, folks, everything I’m saying does not matter if you don’t wow your customers, OK? So everything that I’m saying to you right now is predicated on the premise that you will wow your customers. Every advice I’m giving you henceforth only works if you wow your customers.

So step number one, step number one, you’ve got to be intentional about gathering testimonials from real customers that really like you.

And I’m going to give you a backhanded compliment. You’re like the best kept secret in Tulsa. You guys do such a great job, and customers love you. but it’s not in your nature to brag on yourself. And so the process of gathering actual testimonials from actual customers, that’s been something you’ve learned to do. Could you talk about that for a second?

Because before I met you, you were already wowing your customers. We needed to gather case studies and testimonials from real people.

Could you talk about that? Sure. Yes.

Chris and I are medical people.

We are not salespeople and we, we hate asking people for things. Um, but it works and they’re happy to do it if they love you. And if you treat people right, they love you. Um, and sure enough, the majority of our referrals are from Google reviews or video testimonials and they don’t, they really don’t mind helping you out when they love you. People love to talk about what they love. So.

Now tracking, again, none of this matters if you don’t wow your customers, which is what you do. You have to track. We measure what we treasure. So your husband is in a profession where they track the amount of points that are scored. Anybody out there who watches sports, if you’re watching a game that matters, they’re keeping score. But for some reason in business, people don’t track.

They don’t measure by default. Can you talk about the importance of measuring what you treasure and you and your business partner diligently tracking the numbers every week? I think what’s helped us with tracking the most is encouraging each other when you feel like you’re going through the motions and you’re working your tail off and not realizing how much you’re growing. The tracking is vital. Also seeing where leads are coming from and knowing all this Google review stuff is actually working is vital.

I think knowing where our money’s going is important and just kind of blindly doing it without knowing any of this is not helpful in your growth. And working with you, one thing, just to be very transparent with our listeners, you know, I charge you a flat monthly fee. You know what the fee is going to be every month. It’s a flat monthly fee. That’s how I work.

But there’s a lot of vendors, and I’m sure you’ve dealt with them in the past over these last few years, that if you’re not careful, they’re going to send you an invoice for something you didn’t ask for.

They’re going to send you some just just today. I got a massive invoice, over $5 ,000, from a vendor that I never agreed to. And it’s usually in those professional services. It’s normally in the legal and the accounting and the real estate. And they hit you with these fees. And if you’re not careful, if you don’t fight for your profitability, nobody will.

Could you talk about that a little bit? Because, again, we’re a flat rate. That’s what we charge you. It’s a flat rate.

But I’m sure you’ve started to see vendors try to solicit invoices and charge you for things.

Could you talk about that, about watching your numbers? Absolutely.

I think greed is so dangerous. And other people that claim to be helping you or contracting with you see your sales or see some very intimate information like your bookkeeping. And all of a sudden, they think they deserve more or a percent of your gross sales or whatnot. And so I think Finding the right fit is super important. I think knowing the fees up front and making sure you’re signing or not signing contracts is vital, especially as you grow, because people want a piece of your money. Well, in the final five minutes I’ve got you here today, I want to ask you this here.

For anybody out there that hasn’t been to one of my conferences before or hasn’t worked with us before, I always hear horror stories, as recently as just a moment ago, from this attorney.

And he’s like, you know, I went to this guy’s conference. Next thing you know, it’s like $7 ,000 a month once you add up all the fees. And it’s just this crazy contract I found myself in. And he was struggling to even grasp the idea that we do month -to -month and it’s flat rate. And he’s like, well, you know what? How long do you work with your clients?

And I’m going, well, the average client’s usually with us until they sell the brand. I mean, six years or seven years. or I don’t know. Oxifresh has been 18 years. Could you talk about the impact it’s made on your business, knowing that we’re a flat rate and you don’t have to think about all the stuff we do in the background for you? Yes, it’s super important.

And I think When we do analyze our tracking and our costs and where we can cut costs, our business coach is never on the table as far as that goes, because we know it’s a flat rate. You’re not going to hike up prices on us. And all the recipe you’ve given us for success is working.

And just the accountability.

We would probably slack a little bit on those video testimonials if you weren’t at us weekly about it. But I think it’s important and it’s invaluable, the price you pay. Now, I have two final questions for you. You have a great team.

For anybody out there, if you haven’t been to the website, I encourage everybody out there.

This is a pro tip for everybody out there. If you’re watching today’s show and you go to revitalizemedicalspa . com, just that traffic helps increase the rank of someone’s website. So if you want to help your friends, go to their websites. It helps increase their rank in the search engine. So I encourage everybody, no matter where you’re watching from, go to revitalizemedicalspa .

com. But when we go to your website, you have a great team. And that’s why I try not to tell you, my wife is a cheerleading mother. We have kids in cheerleading. And I try not to tell anybody at all that I work with you.

I just, I watch it happen. And I hear people all the time brag about, oh my gosh, that’s the place to go. They’re awesome. They’re great. But you have great people. You have great people.

Could you talk about why you’re so intentional about who you hire there at your business? Yes. I think we had to learn the hard way. We hired some bad apples to finally find the good apples. Our team is amazing. You’ve got to find like minded people.

I think our patients to make the business. I think we’ve learned to be picky with who our market is, you know, and some people want a little bit more. we don’t want to give. And so we, we tell them and we’re not scared to turn away, um, clients and say, we’re probably not your best fit. So that helps a lot finding your ideal and likely market and being specific with that and picky and same with your employees. That’s so important.

Don’t settle, don’t ever settle because it’ll bite you in the butt. Now, my final question I have here for, I’m pulling it up right now and I’m going to show you some data. You’re a smart woman. You’re an analytical person. You look at things. So I’m not assuming you just blindly believe these numbers.

But this is the US debt clock. This is the website that tracks the national debt. And you might see people post about this. And we’re going to try to focus on these numbers. But I want to zoom in on one number in particular. In a country of 341 million people, Americans, we only have 8 .9 million self -employed people.

Now, just to give you some background on this, folks, just some perspective. If 10 % of our population was self -employed, we would have 34 million self -employed people. But we don’t. And so if 3 % of our population was self -employed, we would have 9 million self -employed people -ish. But we don’t. Folks, we are talking about, we only have 2 % -ish of the American population that is self -employed.

And then according to Inc. Magazine, this is going to blow someone’s mind here.

According to Inc. Magazine, and the US Chamber has their own studies too, but 96 % of businesses fail. Think about that. I mean, by default, most people have no idea where they’re going. And by default, they fail. So as you are triumphantly opening up your third location, can you talk about just the peace of mind you have knowing that you’re following a proven plan?

Because everybody else, by default, seems to be guessing and failing. And you guys are following this plan. You’re doing it week after week. Now you’re opening up the third location. Can you talk about just maybe the peace of mind you feel following a proven plan? It’s worked.

It’s worked. through three locations, and we’re about to move into this brand new building for our third location.

And because it’s worked historically in the past, we just trust it’s going to keep working. We always, at the end of the year, when we’re looking at our total sales, it always blows us out of the water. It’s way over what we predicted or shot for. And it’s because we follow the process. We do the work, and it works. Now, I’m not going to mention your husband, what he does, but I’m just going to say this.

You guys are great people.

I think your husband is first class. I think you’re great. You and one of my clients in Oklahoma City are the only people that I know who have seven kids. I have five kids. I’ve read stories about people that have more than six kids. But you guys have seven kids.

You’re doing it. Everybody out there, I’m telling you, if Lindsay can find time to do it, you can do it too. Lindsay, final 30 seconds, I’ll give you the final word.

What do you want to say to everybody out there who’s Watching today’s show, maybe feeling a little overwhelmed, struggling to find the time to do it. You’re doing it. What would you say to anybody out there watching?

Well, thank you, first of all.

I think I’m my husband’s biggest fan, too, and he’s awesome.

My biggest advice is don’t give up. You can do it one day at a time, one step at a time.

Again, I work 28 hours a week now and I have seven kids and this multi -million dollar business that we just keep opening more locations and it’s doable.

We do the hard work.

We don’t slack off in any department, but it’s worth it and I wouldn’t trade being my own boss for anything in the world.

Well, it’s an absolute honor to serve you.

And I appreciate you carving out time.

And just so people know, you’re having massive success.

I called Lindsay.

I said, is there any way you can hop on the show to encourage some of our listeners? She did not call me.

She’s a very humble person behind the scenes. And I just was, I appreciate you stepping out of your comfort zone to be here with us.

Thank you so much.

Thank you.

Thank you.

Thank you. Take care.

Bye bye. Bye. Well, I can say just from this last January, to last January, if you just took that month with our online shipping orders, we grew 240%. two things and you did not pay me at all to say this but I would definitely go to one of your conferences because what I tell people it’s not a motivational conference it’s an action -packed conference and you’re going to learn the steps to grow your business and scale it if you want. If your mom has a sweet tooth, you might want to listen up.

We recently talked to an Albany -based cheesecake company led by a mom with an inspirational story and some delicious decadent cakes.

Check it out. I’m joined now by the owners of Beloved Cheesecakes, Jen Jacobson -Brusa and Gabe Jacobson. Thank you both for coming on. Welcome. Thank you for having us. Thank you so much.

Folks, on today’s show, we have the pleasure, the honor to be joined with a real longtime client of mine, a wonderful lady.

She’s built a wonderful business called BelovedCheesecakes . com. Jen, welcome on to The Thrive Time Show. How are you?

I’m doing good.

Thanks for having me, Clay. Hey, the reason why I wanted to interview you on today’s show is that at the conference we did, the last conference we did, you came up for a while. We had you do kind of a question and answer session. And we had one particular conference attendee that was telling me they were very inspired by the fact that you are just on your grind. You’re implementing these action items. And they were saying that they felt Through hearing you talk about how you were embracing the grind and diligently implementing the action steps that we’ve been coaching you through, it inspired them that they, too, could do it.

So I wanted to ask you first, how did you originally hear about us or the coaching program that we offer here at The Thrive Time Show? My first time hearing about you was at the Reawaken America Tour in Oregon of 2020. OK. And you know, we’ve worked with you since that time, and it’s been really spectacular to watch you grow your business. For the listeners out there that aren’t familiar, I’m going to pull up your website.

It’s BelovedCheesecakes . com. BelovedCheesecakes . com. Tell us about the business, how many locations you have, and just kind of give us a little bit of familiarity into your business there. Yeah, so I started Beloved Cheesecakes five and a half years ago as a brick and mortar in a small town, Silverton, Oregon.

And that was eight months before the lockdown. And anyways, end up having you come on board and we’ve been growing. We now have two brick and mortar locations, have an online presence. And now I’m in a prestigious like bougie grocery store and 20 different restaurants and growing.

So let’s talk about it real quick here.

Jack Welch, the CEO of GE, and I’m not trying to paint you into a corner, and I don’t expect you to be a Jack Welch expert, but he did grow GE by 4 ,000%. He’s also the best -selling author of a book called Winning. He wrote the following quote. He said, you’ve got to eat while you dream. You’ve got to deliver on short -range commitments while you develop a long -term strategy, envision, and implement it. The success of doing both, walking and chewing gum, if you will.

Get it done in the short range while delivering a long -range plan and executing on that. Man, I wish more entrepreneurs could hear that quote and understand it. As it relates to your business, and as it relates to you being a coaching client of ours, Talk to us about the balance between having the big vision of where you’re going and then also needing to answer the door when a new consumer, new customer comes in, shipping the cheesecakes out, hiring staff. Talk to us about the balance of thinking about your long -term vision and also your short -term daily demands.

Yes, well, what I’ve learned from you and the business conferences, how important it is to have a schedule. And if you don’t have a schedule, your schedule is going to run you having your to do list. And that’s what it is. It’s not I, I in the past have been easily distracted with the busy things, you know, and I have to stay focused. I’ve learned that from you as well. There’s so much I’ve learned from you.

But, um, you know, I mean, I just today, I’m having to work the front, I’m dealing with customers, but I’m also having to make sure that we have everything taken care of for next week and have our, um, you know, inventory and supplies and all that ready for next week. So it’s just staying on task, not getting sidetracked and being able to say, I mean, I just had customers come in and they’re like, they know me and they’re like, Oh, hi, I haven’t seen forever. And I’m like, I’m so sorry. I have a call I have to take, you know, so. It’s just staying on task. I’m going to go 90 miles an hour because that’s what it’s like being an entrepreneur.

So I’m going to go 90 miles an hour because that’s what it’s like to be an entrepreneur. And I’m going to walk people through this path that we’re guiding you down, the path that you’re going down, and the path that’s producing success for you. First off, you have to know your goals. Jen, 90 miles an hour. Why do you have to know your goals as an entrepreneur every single day? Well, if you don’t have your goals, then what are you shooting for?

It’s like, you’re not, you’re not making, I’m not, I’ve never been a basketball player, but you’re not making the shot. You’re just like throwing the ball and just hope it goes wherever.

So you’ve got to know where you’re shooting and have your goals for that.

Now, I’m not fishing around for you to tell me the answer on this, but I want the listeners to know, you know, your breakeven point. You have to know how many customers you need just to break even. Maybe, maybe it’s not the most fun to think about that, but every entrepreneur needs to know the numbers. Box number three. you have to know how many hours you’re willing to work. And you’re somebody who will outwork almost anybody.

You are a very hard worker, a diligent worker. You’re also a business owner.

You’re also a mom. Let’s talk about that, because the Bible in Genesis and Exodus, it talks about working six days a week and resting on the seventh. I think most Americans today don’t work more than 40 hours a week. Let’s talk about the grind. Um, it’s real, you know, on we now are in this bougie market called Zupan’s market here in the Portland area.

And we have to deliver to them.

So we have to be up at 430 in the morning on Wednesdays and be delivering. And then Wednesday, we had an event that went started out five went until 10 at night. So we didn’t get home until 1130.

And that’s just what you have to do. You have to keep digging the ditch. I know it won’t be like this forever. But right now, you just have to keep doing it. Now, the next area, the next box, and I want to brag on you for this, a lot of clients come to me and they say, hey, you know, I don’t really have a unique value proposition. You guys had already, box number four, had already established, step number four, a unique value proposition.

Beloved Cheesecakes, you had already developed the flavors, the product, a great dessert item. I didn’t need to help you with any of that. You’d already had that in place. I think the one thing we had to work together on, though, was to gather objective reviews from happy customers.

Now when people go to Beloved Cheesecakes, We’ve got a large variety of happy client testimonials, objective reviews on Google, video reviews, and you can’t fake that stuff.

Can you talk about the importance of A, having a unique value proposition, and then B, gathering reviews from real people so that other people know about your unique value proposition? Well, definitely. We have an amazing product that we’re consistent.

It’s high quality. We have our no -brainer, which is free cheesecake samples. I try to tell a lot of my business friends, offer something for free, like how you do a dollar for your first month of coaching. And then what was the second part of the question? I’m sorry to do a two -part question, but I mean, one is you already had a great product. But I think one thing you and I have worked on together is making sure that the world knows it’s great by gathering objective reviews.

And before I met you, I think you had people love the product, but there wasn’t a lot of online evidence that people did.

No, there wasn’t. And I’m going to be honest, the first month coaching with you, I thought this is so dumb. Why am I focusing on Google reviews? Um, but I’m so glad that I I focused on it. We’ve got amazing reviews. And it does make a difference.

It keeps us up in the algorithm. It keeps us up on people find us all the time through Google searching for best dessert or cheesecake. And and then it is it’s, it’s You want real experience. You want people to actually share and not be fake. So I look at reviews. Now, since you and I’ve met, have you noticed an increase in the amount of online traffic or online orders or online purchases?

Because, again, you already had a great product before you and I met. And have you seen an increased amount of online traffic? Oh, 100%. Increase in online traffic, increase in walk -ins. I mean, that’s everything that I’ve implemented. Having you as a coach, if I didn’t If I wasn’t doing the action steps that you share with us, then I wouldn’t be where I’m at today.

And I mean, I, I think of myself without you in my life and there’s no way I would not have known about the dream 100. I wouldn’t have known about the Google reviews, the images, um, the SEO, the more images, more reviews.

I wouldn’t. And you’re into what’s so fun. And why, why, why I called you today, I said, we have to get you on the show. is here we have an entrepreneur you’ve never met before. And I won’t mention his name, but he was coming to our conference almost depressed about where he was at with his life and his business. And he came to the conference because his family is so successful.

So his family said, look, look here, buddy. You should come to this conference. And so he is a member of the same family, different business. And he’s like, wow, my family’s having success. There must be something wrong with me. I don’t know why I’m not having success. And when you came up and had the courage to just share about, wow, this is a grind, it inspired him to take action.

And it’s been unbelievable the success it’s had on him. Box number five, branding. You guys have great branding. Everybody out there, if you want to see great branding, go to BelovedCheesecakes .

com, order a cheesecake, and you’re going to see great branding.

I’m talking about the packaging, the way the product shows up, the way the product tastes, the follow -up process, the way you call consumers if they have questions. Branding is a big thing. Branding is what consumers think about when they think about your business. Can you talk about the importance of being intentional about your branding? We are very intentional with our branding. So, you know, we are all about having a high quality consistent product.

and giving excellent customer service. So we do a handwritten note with every cheesecake that is shipped. We call our orders. I mean, that’s kind of a dinosaur age of people calling on the phone nowadays. But we call and thank them for their order, verify it, confirm it. And that’s what we want to be branded for, is having exceptional customer service and exceptional product.

And just even coming in, like going to the Um, your conference, I can try to tell everyone to go to the conference, but you have to go and experience it. And it’s the same thing with beloved cheesecakes. I can tell you all about it. You can experience the taste. of it.

But it’s different when you actually come in our building. And that’s another exceptional brand that we have. We have signs all over the walls. And that’s our branding inspiration. Now, the final five minutes, we have you here again.

We’re going to go 90 miles an hour, because that’s the way entrepreneurs go.

You broke away from your very busy day to do this interview. And I appreciate you doing that. A three -legged marketing stool, you have to have a consistent brand.

turnkey repeatable way to get customers. Now in your business we do the dream 100 where we reach out to our ideal and likely buyers and we let people know about the product aka the gourmet grocery store, podcasters, influencers, that kind of thing. The second leg is we gather objective reviews from happy consumers and we also write search engine content to come up top so Leg number one is Dream 100 marketing. Leg number two is online marketing. And leg number three is signs and wonders.

You have compelling locations.

You put up signage that makes sense. You’re always offering the consumer a no -brainer offer for first -time customers. Can you talk about the mental stress that has gone away by knowing that you have a three -legged marketing stool of things that work? Because so many of my coaching clients tell me, they say, Clay, Before we started working with you, we were trying everything, and we didn’t know what would work. And now we’ve got three things that do work. Could you talk about that, the importance of having a three -legged marketing stool in place?

Yeah, well, I think it does. Because when you’re hit as a small business owner, you have the people that have magazines, they want you to be in their ad or on your radio stations. And, you know, before I knew you, I was investing and bleeding with these radio ads and magazines.

And, you know, it’s very simple. We have our Google reviews, we have signage, we have the SEO, we have all of these things and we track how we ask every single person how they hear about us. And so we have a spreadsheet and we’re able to keep track of how people are hearing about us. And so we can see where our marketing dollars are a value and we have returning customers and so many people come in because they see the signs and then the Google reviews, you know, so it is important and it’s simple. It’s we make it so much harder by you know, doing all the other fluff, I guess.

And I’m not gonna I don’t want to page you to a quarter.

I’m not looking for a hard number. I’m just trying to build somebody’s encouragement. They can do it. If you had to think back two years ago, two and a half years ago, In terms of the amount of online business you’re generating now, people that find you from the internet, whether it be locally or online, from out of state, how much kind of an increase do you think you’ve seen in online or traffic that’s generated from search engine optimization, that kind of thing, than maybe two years ago? Well, I can say just from this last January to last January, if you just took that month with our online shipping orders, we grew 240%. It’s so great.

If you’re out there, folks, I get emotional coughing it up here, allergies. But if you focus, if you look up Jen and her business, you are a very approachable, very normal person, but you’re in the grind. And so my final two questions I have for you, question one, what do you say to any entrepreneur out there that’s stuck?

They feel like, oh my gosh, I have so much that I need to do.

And in this case, this young man came to a conference, and his own family’s there with him. He’s feeling like he’s not keeping up, like he doesn’t have what it takes. And your message encouraged him so much, he felt like he could do it. What do you say to somebody out there that feels kind of stuck? Well, I would say two things. And you did not pay me at all to say this.

But I would definitely go to one of your conferences. Because what I tell people, it’s not a motivational conference.

It’s an action -packed conference.

And you’re going to learn the steps to grow your business and scale it if you want. And then also, you know, you’re going You know, we do here at Beloved Cheesecakes, we have our to -do list, but we’ve taken six of the to -do list items, seven of them, make them our priority for the day, and at least to check off those seven items, six, seven items a day, so that way you are doing a little bit every day and you’re seeing a dent in your to -do list as it keeps growing. Now, final question I have here, Brian, and I know you have to get back to your shop because it’s a very busy day there at BelovedCheesecakes . com. A lot of our listeners, you know, they look for a great gift idea. They want to get their spouse something for maybe an anniversary.

Somebody’s dating somebody.

They’re looking for a gift. Maybe they’re going to take a gift to a family member.

Maybe it’s a birthday, Valentine’s, Fourth of July, Christmas, Thanksgiving, whatever the holiday is. And I encourage everybody out there to check out your products. But what should everybody check out if they have yet to experience belovedcheesecakes . com. I would say check out our mini cheesecakes.

You know, you can get those.

They’re four -inch cheesecakes, and you can pick up to four kinds. That’s our ultimate sampler.

You could do that. But yeah, we have Easter coming up. We have Mother’s Day. We have graduations, all of those things coming up. And, you know, it does make such a unique gift to give to someone that has everything. Jen, thank you so much for your courage, A, to come up at the conference and share your story.

I’d encourage so many people. And B, thank you for carving out time amidst your very busy day to be on the Thrive Time Show today. I encourage everyone to go to BelovedCheeseCakes .

com.

That’s plural, BelovedCheeseCakes with an S. BelovedCheeseCakes . com. Jen, thank you so much. Have a great day. Thank you, Clay. You have a great day, too.

Bye -bye. 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 learned from you.

So congratulations. Sean, guess what’s happening? April 9th and 10th, 2026. Uh, we are probably going to have an amazing business conference here at Tulsa, Russell. Yes. We’re joined by Tim Tebow.

Tim Tebow is going to be joining us right here at the Thrive Time Show world headquarters, June 5th and 6th. He’s a very successful football player, obviously a Heisman award winner, but he’s also a very successful entrepreneur. Now, when you work with real clients, Sean, real clients you really work with to help them grow their companies, do you ever hear a business owner tell you that they didn’t have time to get something done? Every day. How often is not having enough time a problem for business owners? All the time.

It’s almost, it’s like maybe 90 % of the issues as people are trying to grow their company.

Well, Tim Tebow is going to come join us here at the in -person Thrive Time Show two -day interactive business workshop.

And he’s going to teach us everything time management and his approach to personal self -discipline and getting things done. Also at the workshop, I’ll put up on the website so people can see it here. Also at the two -day interactive workshop, Sean, we are going to be teaching accounting, systems creation, marketing, human resources, how to hire, inspire, train and retain great people, accounting, social media advertising, search engine optimization. Sean, what’s the area where most clients ask you for help the most? Is it getting leads? Is it hiring people?

What’s the biggest issue that most business owners face? have by default before they come to one of our workshops? Well, I think it’s management because time is the most valuable resource for these business owners and being able to manage their time is the first thing. Once they get that under control, then generally the numbers You know, being able to track their business and be able to make the best decisions based on numbers rather than emotions is a big area. And we teach all of this stuff at the business conference, particularly you, Clay. You love to hammer on time management.

It’s my favorite part of the conference. Now, I’m going to pull this up real quick here, because we’re going to go through it. If you’re not excited, I want to get you excited about what we’re going to cover at the workshop here, OK? OK. All right. The two -day interactive workshop.

This is my 20th year hosting workshops. So I’m telling you folks, we’re in rare form here. So one is the idea of establishing your revenue goals. I think most entrepreneurs don’t know their revenue goals. Would you agree or am I off my rocker? No, that’s totally a very important point we do with every one of our new clients that come on board is we have to establish the revenue goals.

And generally speaking, we have a vague idea, but not an exact idea that can be engineered down into like the daily goals for sales. And so that’s a really big one. break even numbers. What kind of sales do you have to do to even break even? Third is how many hours per week do you want to work? What is your ideal schedule as an entrepreneur?

Box number four, how do you stand out in the clutter of commerce? What makes your company unique from all the different businesses? In a world of brown cows, herds of brown cows, proverbial brown cows, the analogy of brown cows, how can you be the purple cow that stands out? How can you be the squeaky wheel that gets the oil? Box number five, branding. How do you improve the perception that people have of you, your business, your brand.

Box number six, marketing, your three -legged marketing stool. What is a turnkey way for you and your company to generate leads so you can succeed? Because if you don’t have any leads, your business will bleed. If you can’t sell, your business will go to hell. You’ve got to generate leads. Sean, how often do business owners by default tell you they have a hard time generating leads?

It’s almost all of the time. It’s really a huge struggle. And many times, they may be creating leads, but just through word of mouth. So they get to a point where we’ve implemented systems, and then they need to create more leads. But they’ve never had to do it. So there’s a lot of different scenarios where business owners are like, how do you create leads?

Something we hammer on at the conference a lot. Box number seven, create a sales conversion system. Again, box number seven, create a sales conversion system. Sales scripts, recorded calls, one sheets, pre -written emails, lead trackers, all of the sales tools, the sales print pieces, the one sheets, the big screens that you see inside the business. Whether you’re a doctor, you’re a dentist, you’re a lawyer, You’ve got to have sales systems in place. We help you with that.

Box number eight, what does it cost you to get another customer? Step number eight, what does it cost you to actually acquire a customer?

Step number nine, it’s hard to build organization if you’re not organized.

We’re going to teach you how to create repeatable systems, processes, file organization. Box number 10, we’re going to teach you how to manage people, real people, on the planet Earth. This just in, we’re going to teach you how to manage real people on the planet Earth. Box number 11, how to create a sustainable schedule that works for you and your family. Step number 12, how to create human resources systems for recruiting, hiring, training, and retaining great people. Box number 13, accounting.

This just in, we have to cover accounting. It’s not how much you make, it’s how much you keep. We’re going to cover all the accounting things you need to know. And step 14, finally, we’re going What is the point of even achieving success? We’re going to go over that.

What is the point of even achieving success?

How to design a life that you’re excited about, how to design a life where you carve out enough time for your faith, your family, your finance, your fitness, your friendship, your fun, and where you’re going to spend your focused time. We’re going to go over that. that, all this and more.

Now, the workshop, Sean, it’s April 9th and 10th.

It’s a two -day interactive workshop. The tickets, we always do it. It’s $250 or whatever price that someone can afford. Sean, why do we let people name their price? Why do we have scholarship tickets available if somebody can’t afford the $250 general admission ticket? Well, we don’t want anybody to miss out on it.

You could be at a startup phase, or you could be way along in your business. But we want to make it accessible for everybody. I think it actually goes back, too, to a story of your dad.

And it goes all the way back to how you’ve always done this as a business coach, trying to make sure that your average people out there have access to the things that work.

Now, 7 a . m. to 5, Sean, why don’t we go from 7 to 5 both days? I mean, it’s 10 hours a day, 20 hours of training over two days. Why do we do 10 hours a day, Sean, of back -to -back workshops? We do a 30 -minute teaching session, we do a 15 -minute question and answer session, and then we take a break.

30 minutes of teaching, 15 minutes of question and answer, then we take a break.

Why do we do that format, Sean?

That format is so that we can keep people engaged and not just sitting there listening, but also getting involved.

We really encourage people to ask questions, and that’s really where the juiciness of the conference comes out is you can put your personal situation and your questions on the board and Clay will tee off and give you direct advice. Even without being in our coaching program, you can get direct coaching from Clay. It’s really a very engaging format. I enjoyed it a lot. Once again, folks, this event is April 9th and 10th, 2026. Get those tickets at thrivetimeshow .

com.

Once again, it’s thrivetimeshow .

com.

Who’s our keynote speaker coming to the conference here, Sean?

Tim Tebow. is our keynote speaker. Sean, question number three, how much does it cost to come to our in -person two -day interactive business workshop right here in Tulsa, Oklahoma? I think it’s, did you say it’s $250 or whatever you can afford? That’s right, $250 or whatever you can afford. Sean, how do you spell Eric Trump backwards?

Uh, P, uh, M, U, R, T, C, I -R -E.

Ooh, that took a long time. I’ll have to listen to this. All right, again, that’s Shawn Lohman. I’m Clay Clark, and inviting you to come join us at the in -person Thrive Time Show two -day interactive workshop. This event is April 9th and 10th, 2026. Get those tickets at thrivetimeshow .

com. Once again, that’s thrivetimeshow .

com. Right here in Tulsa, Oklahoma, Tim Tebow, baby. It’s Tebow time in Tulsa, Russia. 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.

Luke Erickson here with the Thrive Time Show. As you can see behind me, we’ve got all kinds of energy going on. People are starting to show up for the conference and it is hot in this place. We’ve got grill guns over here. We’ve got people playing the drums. We’ve got a fire.

excited as they come in. 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. We’ve added, I think when we first started with you, we had 60 to 65 employees and now we have a little over 300 employees.

We got involved with Thrive Time. We didn’t really have any systems or processes in place. I’ve probably been to, oh, in six, seven years, I’ve probably been to 12 to 13 business conferences. And amazingly, each time I go, I learn something new and I’m so excited to bring it back and, and show the team. 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.

I heard about it on the podcast, started listening to the podcast, became a fan and then figured out about the workshop.

I own an insurance and financial services agency, and I was hoping to learn from the workshop systems and processes. I’m big on systems and processes and always learning better ways to run a business more efficiently. The atmosphere’s second to none. It’s a high energy, really cool atmosphere to be around.

Contagious, I would say.

Just something every entrepreneur, I think, would appreciate and love. I’d say humorous, high energy, and full of substance, which I think is the key.

A lot of business coaches or seminars maybe are high on motivation and making you feel good, but don’t have a lot of substance that you can take back and implement, you know, the following Monday, where his does. Man, there’s a lot of valuable things. I’m gonna say, like, I came to, this is my second workshop. The first workshop I took back really the, the importance of a group interview. I used to spend hours and hours interviewing people, screening resumes, and that saving my time on that part is valuable. It was that and then the sales scripting that have been two major things just so far.

Man, I think they’re missing out on, you know, expert advice from somebody who’s been there, done that, built companies, has learned a lot of lessons. You know, that’s what I’m always looking for is somebody learn from that’s ahead of where I am and I think if you choose not to come you’re missing out on a lot of good advice that could help your business. Hi, this is Charles and Amber Kola. We’re the owners of Kola Fitness. We heard about Clayclark through Paul Hood, our CPA. We’ve worked with Clayclark for the last two years.

Clayclark has helped us take our three locations in three different states and create checklists, workflows, task lists, time blocks for every employee. He’s helped us with creating systems and audits for every department, quantitative scorecards for each department and every position so that everybody a number. It’s been able to give us a lot of time freedom and financial freedom and peace of mind to know that everything’s running efficiently and it’s been helpful with a lot of marketing, search engine optimization, helping us really rank high in Google and pretty much every area of the business. It’s been very, very helpful. We would describe the experience of working with Clay as very energetic.

He’s full of energy, he’s very encouraging, very motivating, but also accountable. So he keeps us accountable and we love that accountability. It keeps our drive in the right direction so we’re not chasing things that aren’t worth spending our time on. He’s a great coach. He helps push us on certain areas, helps coaches in certain areas.

You know, we’re all emotional creatures and we go up and down and you actually will tell us kind of where we’re at, how we can get from there. And even like emotionally, like when we’re stressed about something, you’ll have a story to relate to. And it really helps us in every area of our business. It’s been very, very helpful. I think Clay’s ability to have a whole team behind him that helped him with all of his clients, all his coaching clients, is that it allows Clay to do what he’s really good at, and that’s working one -on -one with the client and coaching them. And then he can have his amazing staff come in and help you accomplish all these goals that you’re setting.

And of course, he has all these resources, whether it’s videographers or whether it’s web developers. that they can quickly jump on your project, knock things out. He can quickly give you the right coaching. He’s just got a whole team of people that whatever area you’re lacking in, in your own company, he’s got resources from like video, web design, search engine guys who are just knowledgeable in that. Even though he knows a lot of that stuff, he’s got these capable lieutenants that are ready to just take off and help you get that stuff done. More stuff gets done on a weekly basis than you would on like probably most individual or some other company.

We’ve worked with several companies before. It’s just not as many things get done on a weekly basis. It’s been very helpful. Well, the conferences for me, I’m a slow learner, so I have to learn like over and over again, hear things over and over again. I’ve been to like, I think, eight different conferences, and each time you come, I learn a few new components. Some things are repetitive, but a lot of the stuff just resettles, and I get a little bit more depth into each component.

So, I mean, I’ve been to eight of them. They’re all super entertaining. He’s very funny, very encouraging. You get to kind of self -reflect a lot, and a lot of the stuff is really polarizing. personal inventory of yourself and you’ll think like, hey, I’ve really got to work on this, really got to work on that.

So every time you come, I still get a lot of value out of it. And as much as every conference is the same, it’s totally different.

So I think we’ll hear stories we haven’t heard before. They’ll have entertainment or he’ll have speakers he didn’t have before. And you, like you said, you just always catch a different part of the material that maybe you didn’t catch before. It’s worded differently. really cool because some people that you’ve seen like a year ago at a conference now they’re you know being showcased as a success story and you get to see their website you get to see how their stats and all their metrics have improved and the revenue improved so it’s really cool to see people that just a year ago that of course we’ve been here two years that just came that I met is now being successful. It’s really encouraging to see other people, you know, accomplish that stuff.

So McClay has helped us optimize our website and helped with really topping the right search engines that we need to make sure that we are very, very competitive with all of our other contributors. He’s done, basically he outlines exactly what you need to be accomplishing and he creates tasks that we have to accomplish and his team has to accomplish. I would say over the last two years, we’ve totally ramped our website. We’re topping Google in every one of our markets. We’re just doing I would say just doing really, really good. I feel very, very confident in all of our future locations and making sure that we’re in front of the ideal and likely buyer.

It’s very encouraging. It’s important to me that to know when I’m working with Clay, you know, I’ve been in business for a while and met with him even when I already had three, three businesses in three different states. And to know that what I share with him is staying private. He’s not sending that out to anybody else. to know that when he’s working with me he’s only working with one other, no other gyms that are in direct competition with me. It’s very encouraging to have something you can trust and rely on that he isn’t going to like somehow tell your trade secrets or give information away.

Just really awesome that he’s a trustworthy guy, really cares about you as a client. For us, it’s been a complete mind freedom, because Clay has helped us create a lot of different documents and one sheets for every department, put quantitative scorecards to each department. And so for us, it’s been very encouraging. It gives us peace. Like as an entrepreneur, it’s stressful. You go to bed at night, and you’re worried, like, did we cover this?

Did we cover that?

So he helps extract everything out of your brain, everything from your business, put it into document creation, put it into checklists and workflows for every person in each department, and make sure that everything’s getting done every week, every month, and funnel that all into KPIs or Key Performance Indicators, as you can see, on a weekly basis to make sure you’re moving the needle in the right area of your company. It’s very encouraging and gives you a complete mind, freedom, and peace to know that that stuff’s created, so you’re easy to duplicate and scale your company. Right, and then we can spend time doing what we’re really good at. and just trust the system. I honestly believe everybody needs a coach. I think we’re all inherently lazy, selfish, and carnal.

I truly believe that humans are humans. If we’re standing, we’d rather sit. If we’re sitting, we’d rather lay down. And if we’re laying down, we’d rather be asleep. So to have somebody that challenges you, have real active candor, and be honest with you on every aspect of your company is really, really encouraging to me because I want to know, I want to work on what we’re weak at. I want to see any areas that we’re not doing well in and see his perspective.

from a third party, because you can look at your own business and just see the good. It’s good to have somebody who’s done this with hundreds of companies. Really look at your company, reflect on your company, and see little chinks in the armor to make sure you cover that up so your competition can’t get to you and that you’re successful overall in the big picture. Yes, I would recommend Clay Clark because he is a great friend, great encourager. To me, he’s been a wonderful friend. You can tell he cares.

He’s worked with so many different companies and different businesses. He could take a concept that he’s used before in the past with somebody in a totally different industry and see how it would work perfectly for you in whatever niche market you’re in or whatever type of service you’re providing. And so his brain is just a wealth of knowledge. And just to have that type of perspective as a part of your team and your own company is huge and super valuable. So I would definitely encourage people to use him. But one thing is you’ve got to be coachable.

You got to be wanting to get feedback. You got to be wanting to really grow your company. You got to want to put that extra 10 hours a week to working on your business and not just in your business. And so, yes, I would recommend it to anybody who’s wanting to grow their company and provide great systems, checklists, workflows. great encouragement and have accountability. I first heard about Clay through a mortgage lender here in town who had told me what a great job he had been doing for them.

And I actually noticed he was driving a Lamborghini all of a sudden, so I was willing to listen. In my career, I’ve sold a little over $800 million in real estate. So honestly, I thought I kind of knew everything about marketing and homes. And then I met Clay, and my perception of what I knew and what I could do definitely changed. After doing $800 million in sales over a 15 -year career, I really thought I knew what I was doing. I’ve been managing a large team of salespeople for the last 10 years here with Shaw Homes.

And I mean, we’ve been a company that’s been in business for 35 years. We’ve become one of the largest builders in the Tulsa area, and that was without Clay. So when I came to know Clay, I really thought, man, there’s not much more I need to know, but I’m willing to listen. The interesting thing is our internet leads from our website has actually, in a four -month period of time, has gone from somewhere around 10 to 15 leads in a month to 180 internet leads in a month, just from the few things that he’s shown us how to implement that I honestly probably never would have come up with on my own. So I got a lot of good things to say about the system that Clay put in place with us. And it’s just been an incredible experience.

I am very glad that we met and had the opportunity to work with Clay. So the interaction with the team and with Clay on a weekly basis is honestly very enlightening. One of the things that I love about Clay’s perspective on things is that he doesn’t come from my industry. He’s not somebody who’s in the home building industry. I’ve listened to all the experts in my field.

Our company has paid for me to go to seminars, international builder shows, all kinds of places where I’ve had the opportunity to learn from the experts in my industry. But the thing that I found working with Clay is that he comes from such a broad spectrum of working with so many different types of businesses that he has a perspective that’s difficult for me to gain because I get so entrenched in what I do, I’m not paying attention to what other leading industry experts are doing. And Clay really brings that perspective for me. It is very valuable time every week when I get that hour with him. From my perspective, the reason that any business owner who’s thinking about hooking up with Thrive needs to definitely consider it. is because the results that we’ve gotten in a very short period of time are honestly monumental.

It has really exceeded my wildest expectation of what he might be able to do. I came in skeptical because I’m very pragmatic, and as I’ve gone through the process over just a few months, I’ve realized it’s probably one of the best moves we’ve ever made. I think a lot of people probably feel like they don’t need a business or marketing consultant because they maybe are a little bit prideful and like to think they know everything. I know that’s how I felt coming in. I mean we’re a big company that’s definitely one of the largest in town. And so we kind of felt like we knew what we were doing.

And I think for a lot of people they let their ego get in the way of listening to somebody that might have a better or different perspective than theirs. I would just really encourage you, if you’re thinking about working with clay, I mean, the thing is, it’s month to month. Go give it a try and see what happens.

I think in the 35 -year history of Shaw Homes, This is probably the best thing that’s happened to us. And I know if you give them a shot, I think you’ll feel the same way. I know for me, the thing I would have missed out on if I didn’t work with Clay is I would have missed out on literally an 1 ,800 % increase in our internet leads, going from 10 a month to 180 a month. That would have been a huge financial decision to just decide not to give it a shot. I would absolutely recommend Clay Clark to anybody who’s thinking about working with somebody in marketing. I would skip over anybody else you were thinking about, and I would go straight to Clay and his team.

I guarantee you’re not going to regret it, because we sure haven’t. My name is Danielle Sprick, and I am the founder of D. Sprick Realty Group here in Tulsa, Oklahoma. After being a stay -at -home mom for 12 years and my three kids started school and they were in school full -time, I was at a crossroads and trying to decide, what do I want to do?

My degree and my background is in education, but after being a mom and staying home and all of that, I just didn’t have a passion for it like I once did. My husband suggested real estate. He’s a home builder, so real estate and home building go hand in hand, and we just rolled with it. I love people. I love working with people. I love building relationships.

But one thing that was really difficult for me was the business side of things, the processes and the advertising and marketing. I knew that I did not have what I needed to make that what it should be. So I reached out to Clay at that time. And he and his team have been extremely instrumental in helping us build our brand, help market our business, our agents. The homes that we represent, everything that we do is a direct line from Clay and his team and all that they’ve done for us. We launched our brokerage, our real estate brokerage, eight months ago.

And in that time, we’ve gone from myself and one other agent to just this week, we signed on our 16th agent. We have been blessed with the fact that we right now have just over 10 million in pending transactions. Three years ago, I never would have even imagined that I would be in this role that I’m in today, building a business, having 16 agents.

But I have to give credit where credit’s due.

And Clay and his team and the business coaching that they’ve offered us has been huge. It’s been instrumental in what we’re doing.

Don’t ever limit your vision. When you dream big, big things happen. I started a business because I couldn’t work for anyone else. I do things my way. I do what I think is in the best interest of the patient. I don’t answer to insurance companies.

I don’t answer to large corporate organizations. I answer to my patient and that’s it. My thought when I opened my clinic was I can do this all myself.

I don’t need additional outside help in many ways. I mean, I went to medical school. I can figure this out. But it was a very, very steep learning curve. Within the first six months of opening my clinic, I had a $63 ,000 embezzlement. I lost multiple employees.

Clay helped us weather the storm of some of the things that are just a lot of people experience, especially in the medical world. He was instrumental in helping with the specific written business plan. He’s been instrumental in hiring good quality employees, using the processes that he outlines for getting in good talent, which is extremely difficult. He helped me in securing the business loans. He helped me with web development and search engine optimization. We’ve been able to really keep a steady stream of clients coming in because they found us on the web.

With everything that I encountered, everything that I experienced, I quickly learned it is worth every penny to have someone in your team that can walk you through and even avoid some of the pitfalls that are almost invariable in starting your own business. I’m Dr. Chad Edwards and I own Revolution Health and Wellness Clinic. 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. So we’re pretty excited about that. Just listening to what they have to say, their hiring process has just really been incredible as far as finding good quality help and just the accountability of meeting up with them weekly. such good insight, the resources they have for specific business questions. It’s all been really incredible.

It’s been a great experience. So I’d recommend it to anybody. What I’ve seen from Clay and his group at Thrive is they’ll give you a simple system. And it’s the simple systems are the ones that people can wrap their brain around. They’re the ones that people can work with on a day to day basis. Hi there, my name is Stephanie Pipkin.

I am 24 years old and I own Black River Falls Cleaning Services. We opened in April of 2019 and it is now mid -June of 2020. So I wanted to talk today about the success and growth I have achieved by implementing the Proven Path with Clay Clark’s team and my business coach, Luke, from Thrive Time. It has been insane, to say the least. I started working with them in mid -February of this year, so we’re about four months in of working together, and it has completely transformed my business in pretty much every facet. So I’m going to check my notes here.

So in four months, my leads have tripled. I was getting probably like two leads a week. Now I’m getting more in the like 10 to 15 leads a week. I have doubled my number of employees. I’m now hitting the highest revenue weeks in the history of the company, week to week it seems like. We went from about six appointments today as our highest in February to now 14 to 15 appointments a day.

And hiring quality employees. has become much simpler and less stressful by using their systems for hiring. I typically only get maybe two complaints a month, if that, and everybody shows up to work. I just have really high quality employees now, especially in something people typically consider a high turnover type of work, you know, cleaning houses, cleaning businesses. I have amazing employees now and I get rid of the ones who are not so amazing and bring on new ones because of, you know, group interviews, and interviewing every single week. It’s just been great and I don’t waste as much time.

low -quality candidates anymore. And your coach will hold you accountable, which I love. Again, the tough love is really great. Luke’s like a stern father figure, but he’s also nice, but also stern when he needs to be when I’m being lazy and not doing the things that I know I need to do because I don’t want to do them. So that’s just great. Worth every penny.

I mean, I’d pay him a million dollars a month if I can, and maybe someday I’ll be able to, but I would just say go for it. If it seems like a good fit, just go for it. Do what they say, even if you think it’s stupid or ridiculous, just do what they say because it’ll work. You know, people, when they look at my business, you know, people in my town, they think I’m lucky. They think I’m just, you know, things just happen for me. And you know, maybe I am lucky, but it has a lot to do with hard work and, you know, perseverance and, you know, working till you cry sometimes.

That’s just being an entrepreneur, which if you’re a business owner, you understand that. But it’s having these systems in place of, you know, of course I’m going to be successful. It’s an absolute because I have all this stuff in the background happening. And I have Luke and Clay and everybody on their team working really hard to make sure that I’m a success. And I can tell that they are just so excited every single week when I’m having all these wins and things like that. They’re so excited.

for me. So it just, it’s the best thing ever and I would suggest to anybody to work with them. So sorry for the long -winded reply, but I just had so much to say and I could go on for hours probably about how amazing they are. But thank you to Clay and Luke and the entire team there, everything you guys have done for me and I am so excited to continue to work with you for years to come. Thanks so much for watching. My saying is, if it’s important to you, hire a coach.

And I think that’s one of the reasons people are not successful is they, you know, they eat a cheeseburger instead of hiring a coach. You know what I mean? And so my coach pushes me. They’re younger than me. They push harder. They’re trained.

And as my rich dad always said, you know, amateurs don’t have a coach, but professionals always have coaches. So I’ve always had coaches for whatever was important. My rich dad was one of those persons. I wanted to learn how to play Monopoly in real life. So he was my coach.

Transcribed with Cockatoo