Pool Maintenance & Repair Industry | “Our Leads Were 1 or Two Per Week. I Was Having to Knock On Doors to Try to Get Leads. Now We Are Averaging 12-15 Leads Coming In!” – Paul Sullins (PelicanTulsaPoolMaintenance.com)

Audio Transcription

Transcribed with Cockatoo

(Speaker 3)
The number one service we provide is pool cleaning. So we go in and do pool cleaning, pool maintenance. Just coming in, cleaning the pool, doing skimmer baskets, everything else. We’ve also added on pool repairs, like pump repairs, pump replacements, doing all the small stuff. And then this last year, we’ve actually turned on to doing pool remodels. We’ve actually, clients will come in at the end of the year.

(Speaker 3)
As we’re there, they’re asking us to come in and resurface pools, redo our pump pads. And that’s kind of the general where we’re at with pools. Our leads were one a week, two a week. I was having to go and talk to a lot of pool builders, real estate agents, and just knocking on doors to try to get these leads. And so now, I mean, I’m having a hard time finding the time to go try to close all the leads I have, because we’re averaging now, since we started tracking it and everything. I think the last time I looked last week, we’re averaging at about 12 to 15 leads a week coming in from the Tulsa metro area.

(Speaker 1)
So would it be safe to say you went from like one lead a week to 12 leads a week? And is that an accurate idea?

(Speaker 38)
Correct.

(Speaker 47)
Yes.

(Speaker 3)
On average, one to two leads a week to at least 12 to 15.

(Speaker 1)
A lot of the jobs that you do, those projects are more than $25 ,000 projects, correct? I mean, you have some of the big projects. I mean, is that accurate?

(Speaker 3)
Oh, I understand. I mean, we’ve got one right now just to be very open is I’ve got one I’m supposed to be doing, I got into a family compound. And they’re telling me their landscape budget is going to be about a million dollars. And in doing this is able to get me into some of these people that I got respect to clean in their pool and do this little small stuff. And I’m getting projects like this that it’s just it’s kind of jaw dropping where before I don’t know if I would ever had the opportunity to even talk to these people.

(Speaker 1)
Folks on today’s show, I want to give you encouragement and not discouragement. Diligence means the consistent application of effort over time. And in order to become successful as an entrepreneur, you need to have faith like potatoes. What? Faith like potatoes. You see, if you plant potatoes and you dig them up all the time to see if they’re growing, the potatoes will never grow.

(Speaker 1)
So you have to plant the seeds and then consistently water them and have faith that the potatoes will eventually emerge as something you would want to eat.

(Speaker 11)
And here to talk about it is Paul Sullins with PelicanTulsaPoolMaintenance .

(Speaker 1)
com. Paul, welcome onto The Thrive Time Show.

(Speaker 31)
How are you, sir?

(Speaker 3)
Doing great.

(Speaker 1)
How are you doing, sir? Well, I’m fired up to have you on the show and I’m going to come rapid fire with some questions here.

(Speaker 48)
So first off, what services do you guys provide over there at PelicanTulsaPoolMaintenance .

(Speaker 3)
com? So the number one service we provide is pool cleaning. So we go in and do pool cleaning, pool maintenance. So just coming in and cleaning the pool, doing skimmer baskets, everything else. We’ve also added on pool repairs. It’s like pump repairs, pump.

(Speaker 3)
replacements, doing all the small stuff. And then this last year, we’ve actually turned on to doing pool remodels. Actually, clients will come in at the end of the year.

(Speaker 1)
As we’re there, they’re asking us to come in and resurface pools, redo our pump pads. And that’s kind of the general where we’re at with pools. Now, when you’re growing your business, the pool maintenance business, there’s somebody watching this show. They’re a landscaper. They’re a dentist. They’re a doctor.

(Speaker 1)
They’re a lawyer. They’re a home builder. And they probably started their company because they had a desire to create time freedom and financial freedom. And I know that you absolutely love your wife. You’re crazy about her. You always talk positively about her.

(Speaker 1)
And I know that you enjoy working, but you also created this business, Pelican Tulsa Pool Maintenance. .com, com, to create financial freedom.

(Speaker 3)
What was it like, before you had a proven path, trying to grow a business without a proven path? It was struggling. It was costing a lot of money, a lot of effort, with little outcome. You’re paying other services, you’re paying astronomical amounts. $4 ,000 to $5 ,000 a month for minimal leads. And they’re sending those leads out to other clients or other companies.

(Speaker 3)
And so you got to compete against three to five other companies that are trying to close their job. So I’m paying to compete against my competitors. And so it was a struggle.

(Speaker 1)
It really was. And I don’t want to exaggerate the numbers. So I just want to ask you, and I don’t want to paint you into a corner, but if you had to compare how many leads you get now in a week versus how many leads you used to get in a week before you and I teamed up.

(Speaker 3)
How would you describe the number of leads you’re getting in a week now, let’s say for the year, so the year 2025, the number of leads you got for that year versus the number of leads you got before you and I started working together? So before me and you started working together, I didn’t really ever keep track of them. We were only doing, I think, that year we started, our growth was just coming off the ground, kind of a slow start. I think we ended up with about 47 ,000 revenue business a year. Our leads were one a week, two a week. I was having to go and talk to a lot of pool builders, real estate agents, and just knocking on doors to try to get these leads.

(Speaker 2)
And so now, I mean, I’m having a hard time finding the time to go try to close all the leads I have, because we’re averaging now, since we started tracking it and everything, I think the last time I looked last week, we’re averaging about 12 to 15 leads a week coming in.

(Speaker 1)
for the Tulsa metro area. So would it be safe to say you went from like one lead a week to 12 leads a week?

(Speaker 38)
And is that an accurate idea?

(Speaker 47)
Right.

(Speaker 3)
Yes.

(Speaker 1)
On average, one to two leads a week to at least 12 to 15. And in terms of gross revenue, obviously you pay us a coaching fee, $1 ,700 a month to help you grow your company. Could it be safe to say that you bring in more money than you’re paying us? Or how would you describe that?

(Speaker 3)
Because I want to make sure that we’re an asset for every client we work with and not a liability. So I, you know, it’s one of those things I’ve talked to other clients there at the business conferences. And, you know, it’s one of those, everybody kind of goes, man, that’s $1 ,700 a month. I’m not hardly, that’s not even what I’m paying myself at the moment. But what is it? They always ask me, is it worth it now?

(Speaker 3)
And I’m like, wholeheartedly, yes, it is definitely worth it. So, I mean, that’s $1 ,700 a month. I mean, there’s a lot of work on the front end of it, not to, you know, to put out a dim light on that. But working with you, you got me organized. That $17 a month is not just doing one thing, it’s doing a massive amount of things. I got other people that spend four to five grand a month just for what you guys have provided for me.

(Speaker 3)
And they’re kind of blown away at how cheap and how beneficial it is. But now, I mean, I’m great. My revenue, I went from 40 some thousand last year. Right now, we’re at like 275K this year. and we’re projected to hit over 300, maybe 330 by the end of the year. I mean, the numbers, I mean, don’t lie.

(Speaker 1)
So it’s definitely, I mean, I would have probably went from like 40 to maybe 50 or 60 to 70, and I’ll literally jump that much. And this isn’t your only business. You have multiple companies that we help you with. And so I think for a lot of folks, they say, well, Paul, why would you have multiple revenue streams? Why would you want to have revenue stream in the pool maintenance business? as well as in the landscaping business, as well as sort of that outdoor remodeling space?

(Speaker 3)
Why would you want to have multiple revenue streams, Paul? So they feed each other. I mean, one of the main reasons we come to the pool, because on my landscaping side, I don’t have to go job to job to job and trying to close jobs to make more money. It’s not a revenue. The pool cleaning, one of the main reasons we got into the pool, there’s two main reasons. Number one, it creates a consistent flow of money.

(Speaker 3)
We have 12 month agreements with our clients. I’ve got money coming in. I’ve got a set stream of income coming in every 12 months. In Oklahoma, it gets cold, it freezes, 50 % of the pools they shut down, 50 % of them they keep open. So I’ve constantly got money coming in and we’re only doing half the work. So my profit margins really go up in the winter.

(Speaker 3)
When I want to go take vacation, I’ve still got money coming in. You know, that’s given me the freedom to go do those things. So creating multiple streams is I don’t have to worry about that’s another stream of money coming in. And then also what that does is that feeds each other. That’s one of the great things for us is while we’re in the backyard and we earn the respect of the client that we’re working with, if I’m doing landscaping, hey, I own a pool cleaning business as well. I’ve done a great job with them.

(Speaker 3)
Then that’s an automatic, easy lead that I’m able to slide into and vice versa. We’re in the back of a pool cleaning deals and we’re like, oh, hey, by the way, we have another business that we’re, you know, another business we’re partnered with that does landscaping does all this other stuff, because people are always coming up and going, Hey, do you know somebody that does this?

(Speaker 1)
Do you know somebody does that? And it’s able to actually monopolize per se is being in the backyard, you’ve got it, you’ve already created, and you’ve got that respect issue with a client, you’ve always, you know, the thing is, most people, once you get to know, they’re gonna want to use you for multiple things, because they already know you. And I’m not trying to fish for or ask about your, you know, financial numbers, but I can see a landscaping side, a lot of the jobs that you do, those projects are more than $25 ,000 projects, correct? I mean, you have some of the big projects.

(Speaker 3)
I mean, is that accurate? Oh, 100%. I mean, we’ve got one right now, just to be very open, is I’ve got one One I’m supposed to be doing, I got into a family compound, and they’re telling me their landscape budget is going to be about a million dollars. And in doing this is able to get me into some of these people that I got respect to clean in their pool and do this little small stuff. And I’m getting projects like this.

(Speaker 1)
And you know, it’s just, it’s kind of jaw dropping to where before I don’t know if I would ever had the opportunity to even talk to these people. Now, I want to go to Rhianna. She’s on mic, but off camera here. So Rhianna, you work with wonderful clients to help them grow their company.

(Speaker 39)
One question would you have for Paul on behalf of maybe a new client of yours or maybe a client of yours that is new to working with you or maybe someone you’ve been working with for a while?

(Speaker 44)
Yeah.

(Speaker 3)
What were the biggest challenges that you faced whenever you were starting out, whether that’s starting at the beginning of opening up your business or starting with coaching? Um, starting opening up a business. Number one is, you know, everybody has the aspects of wanting to do that. It’s getting the leads to be able to go out and, uh, get the jobs. Like, you know, you start out with you, you know, you don’t know anything about Google. You don’t know anything about this.

(Speaker 3)
You know, you’re Googling that, but you’re trying to just drum up business, uh, to be able to pay your bills. And so you’re trying to, you know, um, get the jobs to stay in front of employees. You’re trying to hire employees to be able to do that. If you don’t have leads. And you’re not able to sell a closed jobs. You don’t have income stream.

(Speaker 1)
So the biggest thing is getting those leads to be able to go out and sell a job. I just want to hammer this real quick. This is really interesting. You know, uh, Paul, I’m always hiring people. And a couple years back, we had a football game, Metro Christian football game.

(Speaker 1)
And I met a young man there who I knew would be a home run for one of our companies, you know, and so there you go.

(Speaker 20)
At the same game, a client was there, a potential client actually, a person came up to me and said, are you the guy from the podcast?

(Speaker 1)
I go, yeah. Hey, I listen to your show. I have a company that does auto wraps.

(Speaker 46)
Could you help me?

(Speaker 1)
And I’m boop, boop, boop, boop. And as a business owner, you’re always thinking about, OK, the three things. Offense, how do you generate leads? Offense, marketing, how do you do it? defense, you know, how do you handle your accounting and your legal, and then special teams, you know, you have to have a special team to turn your dream into reality. So it never turns off.

(Speaker 1)
So, again, I’m at a game, and I see a potential client, I didn’t seek out the client, he came up to me, do I know you from the podcast? Yes. Hey, I’ve got a company, we do auto wraps, tell me about it. And my family’s always sort of shocked. Like, are you really? Talking about business here.

(Speaker 1)
I’m like, yeah, because this is a guy great fit home run, you know I’m out to a restaurant people at my family a lot of times we extended families Like are you literally trying to hire the waiter right now? Is that what you’re doing? Because you never turn that off and if you don’t have great people You don’t have great leads and you don’t have an idea where your numbers are You’re in a bad spot.

(Speaker 12)
And so for anybody watching today’s show, I’m telling you we don’t have leads you won’t succeed this just in if you Eventually don’t sell something You will, in fact, if you don’t sell, your business will go to hell.

(Speaker 1)
Okay, this just in. So now we got McKenna here. McKenna, on behalf of the clients you work with, or you might work with, or you’re going to work with, what question would you have for Paul? Again, a guy who’s been able to increase the number of leads he’s getting by at least 10x. He’s grown multiple companies. He’s been a longtime client, great friend of the program.

(Speaker 10)
What question would you have for Paul? Yeah, so what advice would you give to new clients or those in the early initial steps to stay motivated or stay motivated?

(Speaker 3)
when doing things that they may not see how it will help their business in the future or may not understand why they’re doing what they’re doing. So, you know, I’ve talked to a lot of people and even, I mean, to be very honest, when I started with play, you know, I talked to guys that have been here four or five years working with play.

(Speaker 1)
I mean, very successful and intricate.

(Speaker 21)
You’re Randy intricate.

(Speaker 3)
Yep. He come up and he said, trust the process. He said, you know, there’s some things it’s like, it sounds crazy.

(Speaker 45)
It sounds annoying as business owners because business owners are so focused on, I got to close the deal.

(Speaker 3)
I got to do this. I don’t have time to get Google reviews. I don’t have time to do all this other stuff. Trust the process. Is it annoying?

(Speaker 1)
Is it suck?

(Speaker 3)
Because it’s not something that we like to do. We like to get out in front of people. We think we’re going to have to go sell it. Sit down and trust the process because this number one is a proven process. Clay, you work with 160 clients. You’ve got people all over the U .

(Speaker 3)
S. that have been very successful. I’ve known several of them for 10 years. And it’s like every one of them tells me to trust the process. I’m telling the new guy, trust the process. I mean, I brought in a friend of mine a year ago and he’s like, man, this is annoying.

(Speaker 3)
I don’t want to sit there and write this content. I don’t want to set all this stuff up. I don’t have time for this.

(Speaker 1)
And then he comes to me a year later and goes, Paul, thank you so much for doing that and telling me to trust the process to do it. Now his, his businesses went, I don’t know how many millions this year, just from doing that. So yeah, and I’ll play this a little back story with the person you’re referencing. I’ll be kind of vague about it. His business has grown so much that he’s able to live a whole different lifestyle now. I mean, this is the guy who’s like become a gym rat.

(Speaker 1)
I mean, he’s obsessed with the gym now. He’s always in the gym working out. He’s always traveling. And those were not things that he was able to do before. And so again, money’s just a magnifier. Rihanna, next question.

(Speaker 1)
What you’ve been interested in. for Paul again, for a new client, you’re working with a client, new client, maybe a client you’ve had for a while. Any question you’d have for Paul, because Paul is diligently doing it.

(Speaker 44)
He’s implementing the systems. Any other questions you have about following the proven path?

(Speaker 3)
Yeah. What is one thing that you wished you had handled maybe a little bit differently when it came to coaching? Getting my behind in gear to keep the reviews coming in. I mean, it’s just proven fact. If you keep reviews, you create a system that’s keeping the system, keeping your guys up to getting a system to keep the reviews coming in. Because if you get the reviews, you’re, you know, then, and do it, I mean, it just all comes down to getting reviews.

(Speaker 1)
I mean, that’s the best way. It’s getting, doing the annoying stuff to keep it going. I’m going to pull this up real quick, so we’ll be able to see this real fast. You know, Paul, growing a company, you know this because you own multiple companies, but one, you have to have your revenue goals in place. This is the proven path. Someone says, what is the proven path?

(Speaker 1)
This is the proven path. You have to know your revenue goals. And I know you and Jamie have those written down somewhere, maybe in a journal or a book somewhere. You know your revenue goals. Step number two, you have to know how much stuff do you need to sell to break even? How much stuff do you need?

(Speaker 1)
That’s like if you’re watching this show and you have a car payment. You know, how many hours a week do you have to work to pay for the car payment? If you have a mortgage, what does it cost for you to live? Maybe you live at home, maybe you own your own home. What does it cost for you to do you? Box number three, how many hours per week are you willing to work?

(Speaker 1)
Now that to me is a challenge for people. I see this as a challenge for a lot of clients because I don’t recommend that anybody out there does the schedule that I do. But I’m also not recommending that you shouldn’t do the schedule I do. I just like to work six days a week, rest on the seventh. That’s my pattern. I love doing it.

(Speaker 1)
I love what I do. I do believe the Bible tells us that we should work as unto the Lord. I do know that the Hebrew word for work means worship, and worship means work. So I love working. I love helping clients. It’s a lot of fun.

(Speaker 1)
Box number four, you have to know your schedule. value proposition. What is it that sets you apart in a crowded marketplace? What makes you stand out? Because if you’re not memorable, you’re forgettable. One of my longtime clients, true story, I won’t mention his name on today’s show.

(Speaker 1)
His son plays football at a high level. He says to me, Clay, my kid plays football at a high level. I want him to get a scholarship offer. If you were me, what would you do? I said, how good is he? Says he’s best on his team.

(Speaker 1)
I said, well, have him wear like neon shoes. or neon gloves it’ll be easier for scouts to spot he goes are you serious i go yes and it worked like he’s people notice him on the field because he’s omnipresent because he has the neon shoes the neon gloves he stands out you have to stand out it has to happen box number five branding What is branding? Branding is just a perception people have of you and your business, like their business cards, your website, your print pieces. Box number six, you have to create a three -legged marketing stool. We’ve talked about it a lot on today’s show, but you want to dominate the search engine results. You want to have testimonials where people can look you up and find that you’re a sane person that does a great job.

(Speaker 1)
You want to have a process to drip on your current and or former customers, to drip on your current and or former customers via a recurring text or email campaign. Box number seven, You have to have sales scripts, recorded calls. You need to have a sales process. You need to have a sales process in place. If you have all the marketing, but you don’t close anything, that’s a problem. Box number eight, box number eight, you want to know what does it cost you for your business to generate a lead?

(Speaker 1)
Box number eight, you have to figure out what does it cost you to gain a new customer? Box number nine, you have to have repeatable systems. This just in, you can’t build an organization if you’re disorganized. And I’m telling you, if you’re disorganized, you can’t build an organization. You can’t spend your whole day looking for passwords and documents. This is about file nomenclatures, naming things properly, checklists, systems, and processes.

(Speaker 1)
Box number 10, you got to learn how to manage people. Managing people, this just in, you’ve got to learn how to hire, inspire, train, and retain. Let me try that again. Hire, inspire, train, and retain. and retain. Great people.

(Speaker 1)
Box number 11, you’ve got to track. You’re going to slack where you don’t track. You’ve got to measure what you treasure. You’ve got to do it, and you have to have a repetitive way in which you do this. Every week, you measure what you treasure. You slack where you don’t track.

(Speaker 1)
Box number 12, you have to find good people. This just in. You have to find good people. There are really, really great people in America today, and there are some really, really terrible people in America today. And you’ve got to find those great people, and you need to hire those A players, because it takes a team. It takes teamwork to make the dream work, right?

(Speaker 1)
Teamwork to make the dream work. And if you have a bunch of idiots on your team, your company will produce idiot results. And box number 13, you’ve got to nail down your finances, all right? It’s not about how much money you make. It’s about how much money you keep. It’s not about how much money you make.

(Speaker 1)
It’s about how much money you keep. McKenna, what follow -up question would you have for Paul about implementing these systems?

(Speaker 10)
There’s a lot of stuff here, a lot of highly motivated motivated people watching today’s show, a lot of highly caffeinated people watching today’s show, but people are going, I want to grow a successful company like Paul.

(Speaker 3)
What question would you have on behalf of any of your current clients or future clients for Paul Sullins? Yeah, so in what ways have you evolved as a leader and entrepreneur since starting coaching with us? You guys always put me on the spot, I gotta sit there and think for a minute. As following as a leader, number one is you start learning, just like Clay said, is you gotta hire and fire people all the time. And it sounds sad, but you have to, you’ve got A, Bs, and C players, and you need the C players to do the work, you need the B players to do some, but you need to find the A players. And it takes a long time to find them.

(Speaker 3)
So it’s, you know, you’re going through, you just, you gotta do the interviews, you gotta start, you constantly are interviewing people. is like I think Clay your organization you’re running about what 50 some people and it’s like basically you come to the conclusion that you’re going to lose a person a week you just you don’t get emotional if you get too emotional tied to it you’re going to be it’s going to drain you can’t get emotional. you’re going to, you’ll drop out. And you get to the point, you just realize, like, I’m running right around 25 employees. And, you know, your goal is for nobody to ever leave. But that’s reality.

(Speaker 3)
I think right now, I don’t know what our standards are. But nobody ever stays in the business or in a job for more than like two years, something like that.

(Speaker 1)
So you just got to realize you’re going to constantly be turning over people. And And so that’s one of the things is constantly having a backlog of people being able to hire somebody ready to fill in a spot that that was that was another thing, learning some of that stuff. Now, Paul, final three questions for you coming in 90 miles per hour. So question number one, for anybody out there that goes to PelicanTulsaPoolMaintenance . com, there’s somebody out there who probably will hear this show who lives in the Tulsa metro area. For anybody who goes to PelicanTulsaPoolMaintenance .

(Speaker 3)
com, why should everybody check out your great company other than the fact that I am obsessed with your business? Why should everybody check out your company? We, we step above everybody else. Um, I’ve always said I’m not going to be the cheapest, but I’m going to give you the best possible product. Uh, guys that focus on quality where, you know, one of the biggest complaints I hear about is people go, man, they’re charging me a hundred dollars this week to complete my pool. But the guy in there for five minutes, they come in and go out.

(Speaker 3)
And we sat there, I mean, we’re spending 25 or 30 minutes of pool. We’ve got systems in place to send pictures. Uh, the class know where we’re going to be there, know what we did, and we sent pictures of everything we did.

(Speaker 1)
And it’s just, it’s taken the quality to the next level. And that’s what sets us apart. Question number two, somebody out there is going to thrive. Time show . com right now. They’re going there right now.

(Speaker 1)
They’re going, okay. All right. I get it. I get it. It’s $1 ,700 a month, a month to month for coaching. You guys have been doing this for 20 years.

(Speaker 1)
You have thousands of success stories. I understand you have a scholarship to help out people who are in a tight spot, but I don’t know. I don’t know if I schedule a 13 .7. I know it’s free, but it seems like a lot. I could ruin my life. I don’t know.

(Speaker 1)
I’m on the edge. I’m excited. I’m terrified.

(Speaker 3)
Paul, what do you say to somebody who’s on Thrivetimeshow . com thinking about scheduling a free 13 -point assessment or attending one of our in -person workshops? Well, that’s a very cheap experience. Because not doing it, it’s going to cost you a lot more money.

(Speaker 43)
I mean, the thing is, yes, I mean, it’s a lot of money for people that are not hardly making anything.

(Speaker 3)
But I think you’re crazy not to do it. Just do it. I mean, the thing is, it’s trust the process. See it, look at how many people that Clay’s helped. Look how many people have been successful at doing it. I mean, it’s free to do the 13 -point assessment.

(Speaker 3)
Why not do it? Run the numbers, see what it is. If you’re one of those processors, start on the numbers and figure it out. Look at how much it costs to run a website. Because before I got with Clay, I was spending more than that running a website, trying to find editors, having to pay for them, all that stuff. That alone.

(Speaker 3)
Then I got to pay for graphic designers to help design all this stuff. Clay does that with the guys. And I mean, every time I turn around, they’re always wanting a $150 fee to redesign something if I want a new logo or put it on a shirt or a hat.

(Speaker 1)
And it’s like, Clay, those guys take care of it. I mean, it’s hands down the best price for the product. Final question I have for you. If you had to explain to somebody the impact that the coaching program has made on your life and your business, a lot of people are behind the scenes working. I mean, Devin’s doing website edits. Dee’s doing website edits.

(Speaker 1)
Andrew’s managing the team. We’ve got great conferences. Natalie’s running video. There’s a lot of people running ad reports. Aaron’s doing a lot of work behind the scenes.

(Speaker 7)
I mean, there’s just a lot of people doing a lot of work.

(Speaker 3)
How would you describe the impact that the coaching experience and the team has made on your business? Well, I’m not. that stuff would have probably ever happened. I wouldn’t have known anything about it. I wouldn’t be where I’m at. Because I mean, everything now is digital.

(Speaker 3)
Everybody Google stuff. Everybody puts everything online. I’m not a video editor. I’m a landscape guy. I’m a pool cleaner guy. I’m a guy that gets crap done.

(Speaker 3)
I’m not I don’t want to sit there and learn. I mean, I don’t have to sit there and take hours and hours of class away from my family to learn how to, and try to figure out how to do this. You guys have got it done. It’s a proven system. Um, my time is a lot more valuable, valuable than trying to learn from Peter stuff that video editing stuff.

(Speaker 1)
So that, that is hands down more valuable to me to spend time with my family and do the stuff that I want to do and do what I’m good at. And I don’t have to worry about it. Paul, I appreciate you joining us. My understanding is you’re joining us right before you’re ending your intermittent fasting because you’re doing this intermittent fasting thing. So I think you’re joining us right before you’ve eaten.

(Speaker 3)
Is that true? Are you eating right after this?

(Speaker 1)
30 minutes. It’s time to eat. OK, I’m going to let you get back to it. And again, Paul, congratulations on the success. Everybody check out Paul’s website. I’ll put a link to it on the show notes.

(Speaker 1)
And folks, one little pro tip for the search engine perspective. If you visit Paul’s website right now and you share a link to the website, so you say, what do I do? If you visit his website and you just post it on social media, what it does is it helps Paul’s website rank higher. It’s actually a search engine move. So anybody out there, if you learn something today, or you benefited, just check out PelicanTulsaPoolMaintenance . com.

(Speaker 1)
Share a link on your socials. And all it does is it helps Paul’s website rank higher. So again, that’s a move you can do if you learn something today.

(Speaker 25)
Paul Sullins, thank you so much.

(Speaker 7)
Say hello to your wife, and we’ll talk to you soon.

(Speaker 5)
Thank you, Mr. Clay. Have a good day. I always had coaches, and I knew that I wasn’t going to be able to build my business without having somebody that knew how to avoid all the pitfalls that business throws at you. And so it was well worth it. the thousands of dollars that we spent a month to get this thing done. And now here we are.

(Speaker 5)
I mean, like I said, we’re franchised out, we’ve scaled it, everything. I mean, I’m a success story from the coaching. There’s always that time when you want to go out and have fun. Maybe you want to go hang out with your, with, with, with, you got a lunch date that calls, you know, maybe guys, friends of yours. Hey, Gabe, let’s go.

(Speaker 42)
Let’s go watch the NCAA tournament.

(Speaker 5)
It’s Friday.

(Speaker 41)
Come on, man.

(Speaker 5)
You can come out with us at 12 o ‘clock and we’ll have some beers and some, some burgers and we’ll watch the basketball game.

(Speaker 41)
No.

(Speaker 5)
And you have to be very disciplined. No. And and so they’re like, what’s wrong with you? It’s like, I’m working. I’ve got I’ve got goals. I’ve got things I got to do.

(Speaker 5)
My business needs me today. And I want to scale my business. And that was important to me. And it was important to my family. And so they were like, yeah, they ain’t going to do anything until he gets to a point where he’s happy and he’s satisfied and he feels like he can then turn things over because he’s systemized things. He understands things and then he can teach somebody else how to do that.

(Speaker 5)
So it really didn’t take me that long. But once I learned how to get things done, and then I started learning how to, we were building these playbooks, Clay and I were building these playbooks. And so When we built those and I would give them to an employee, I’d be like, all right, cool. Now this is your job. This is how you do your job.

(Speaker 29)
This is everything you need right here.

(Speaker 40)
Got any questions?

(Speaker 5)
Uh, no. Okay, great. Now go.

(Speaker 37)
And so then, and then we would check over it and it, okay, great.

(Speaker 5)
You did a good job. Cool.

(Speaker 36)
Just do more of that.

(Speaker 5)
Um, so that’s when the time freedom really started, started showing up is once those playbooks and everything was built and we were able to bring on somebody as an employee and say, okay, hey, here’s what you do. Right. And that’s all you have to do. Okay. And then. Off they went.

(Speaker 5)
That freed me up. And so, yeah, but in the beginning, man, we had to build playbooks. I had to do the SEO. I had to make the videos. I mean, I had to do a lot of stuff.

(Speaker 1)
And yeah, it was fun. Typically, most of the time, when you ask somebody that one key question, what is it costing you not to do this? They can actually reflect and they can start to figure out and visualize in their mind what their life looks like now and what they really want it to be. And then they will, that light bulb will go off in their head and man, they’ll just be like, I got to do this. I write books, and in those books, I lay out specifically the proven path and how we do it. And at our workshops, we teach the proven path.

(Speaker 1)
And so box number one, we establish revenue goals. You did that. Box number two, we determine your breakeven numbers. We did that. You did that. Box number three, we determine how many hours per week you were willing to work.

(Speaker 1)
I remember you saying, I’m willing to do whatever it takes so I can get there as fast as possible. And you did it. Box number four, we figure out your unique value proposition. What is it that makes your business unique? And you did it. Box number five, improve the branding we optimize to The website you already had an incredible logo a branding idea window ninjas comm we did it box number three implementing a three -legged marketing stool That’s a turnkey way in which you will generate leads you did it box number seven I would say almost everybody fights me about this one, but you didn’t that’s where you install call recording and call scripts call scripts and call recording and systems for sales, a sales process with call recording and sales scripts.

(Speaker 1)
And we never had to have a big woo -woo moment. You just said, OK, what program should I use? OK, how do I record my calls? OK, what call script do you recommend? OK, what sales tools do I need? And we did it.

(Speaker 1)
And you implemented it. Box number eight, tracking the results. Most people fight about that. You never did. Box number nine, nomenclature, how you name files and organize files. It turns out you have to build an organization.

(Speaker 1)
You have to be organized. You never fought me on that. Box number 10, firing C players and hiring A players. You never fought me on that. You were totally willing to implement the group interview process for hiring, inspiring, training, and retaining great people.

(Speaker 1)
You quickly replaced C players with A players. You built a great team. Box number 11, creating a schedule for your team they can count on. You had no problem, no pushback on building a schedule. Box number 12, learning how to train, retain, hire, and inspire great people. No pushback on that.

(Speaker 1)
Box number 13, the accounting. You were 100 % focused on knocking out, knowing your numbers. You were focused on measuring what you treasure.

(Speaker 30)
You knew that you would slack where you didn’t track.

(Speaker 1)
You did it. And box number 14, you’ve always had clarity of your goals for your faith, and your family, finance and your fitness and your friendship and your fun. And now that you have all those systems in place, you can offer that as a turnkey solution at window ninjas . com. Folks, on today’s show, we’re going to talk about plowing through the proven path. We’re going to focus on the windowninjas .

(Speaker 1)
com success story.

(Speaker 39)
And I’m going to do a lot of questions, rapid fire, for today’s guest.

(Speaker 5)
And I’m also joined with two members of my team that are not on camera, but they’re on mic. And so we’re going to have Macy and Rhianna also asking some questions.

(Speaker 1)
So Gabe Salinas, windowninjas . com. How are you, sir? I am great, Clay. Thanks for having me today. So we’re going to go back memory lane, going back four or five years ago.

(Speaker 1)
Okay. Uh, before the world became hyper politicized about everything, uh, and, uh, you and I, and you, you reached out to us at thrivetimeshow . com. You said, Hey, I’ve got this business window ninjas . com.

(Speaker 5)
I want everyone to go to that website real quick, window ninjas . com. And you said, look, I want to franchise this thing. And you wanted to go down a proven path. You knew where you wanted to go.

(Speaker 1)
Let’s talk. Let’s, let’s kind of start right there. When did you decide that you wanted to be a guy who would open up multiple super successful locations of a brand that cleaned windows? Well, I’ve been in the industry for 30 years, Clay. So I kind of grew up with a squeegee in my hand, but, um, yeah, I was with a company that was basically, um, how can I say, um, not very organized. to go out on my own, I brought my squeegee with me and my help wanted sign and I called you guys up and I said, I got this tool, I know how to utilize it, but I need your help so I can grow my business.

(Speaker 1)
And I think that was like six, seven years ago, man. And so since that point, man, we’ve been rocking and rolling and we’ve been scaling ever since. Hi, I’m Aaron Antus with Shaw Homes. 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.

(Speaker 1)
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. 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.

(Speaker 1)
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.

(Speaker 1)
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.

(Speaker 1)
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

(Speaker 1)
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. encourage you if you’re thinking about working with clay.

(Speaker 1)
I mean, the thing is, it’s month to month.

(Speaker 22)
Go give it a try and see what happens.

(Speaker 4)
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 1800 % 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.

(Speaker 4)
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. But it’s, it’s been tremendous. I can’t say enough about it. Carter keeps me accountable. He keeps me focused on working on, on the business and implementing things that we need to work on to keep growing the business.

(Speaker 4)
When we first started with you, I had four employees and now I’m up to 10 employees and it’s all because of the work we’re doing. we’re getting more and more work play. I was suffocating. I was, like I said, I was doing the business since 2009. And everything was going through me. And at a point, it’s it’s a breaking point.

(Speaker 4)
And that’s where I think businesses just cave in and give up. And I found you on rumble, and I started listening to you. And I think I told myself that it’s possible this, this guy’s system is possible. And I can see hope. And I could keep the business going.

(Speaker 32)
And I just encourage people, if you’re on the fence, get off the fence and try it.

(Speaker 4)
What do you have to gain? Everything. There’s a proven path. There’s a way to get through it and there’s hope and the vision becomes clear. You’re not stuck.

(Speaker 24)
I would join and learn from them and implement, be a diligent doer.

(Speaker 4)
Just, you know, does it happen in one day? No. Does it happen in one week? No. But if you’re just willing to keep trying and peck at it and peck at it, you’ll see it turning. You’ll see some improvement and you’ll get hope and your vision will clear up.

(Speaker 4)
It’s jpool and my web address is absoluteheatingcooling . com.

(Speaker 19)
We’re pretty much a suburb of south of Seattle and so we service the west Seattle to Lakewood area and from the water, Puget Sound water, all the way to Maple Valley.

(Speaker 4)
I’ve been in the industry over 20 years. I started my business in 2009. We’re basically a family owned heating and cooling company and we provide quality installation, repair and service on all heating and cooling systems, gas fireplaces, gas hot water tanks. Prior to joining your system, I was overwhelmed. And that’s because I didn’t understand the difference between working in my business and working on my business.

(Speaker 4)
I pretty much equated to, I’m an HVAC technician having entrepreneurial seizures because I didn’t know the difference between working in and working on it. Give up hope. There’s a path out, out of your misery, and that’s joining the Thrive Time and reading books and learning and being a doer. You know, prior to joining Thrive Time, I wasn’t a reader, and now I am.

(Speaker 1)
And I just started out with telling myself, I love to read, I love to read, I love to read.

(Speaker 4)
I didn’t start that day reading, but it just kept soaking in. And I picked up a book and I started reading. And that gave me hope and a vision. And that’s what people need. We’re a family HVAC company. We do residential and light commercial.

(Speaker 4)
We specialize in quality installation, quality repair and quality service. How much of an impact has it made on your business having your website updated and reinvigorated?

(Speaker 1)
Oh, tremendously. We, we had a website through another contractor.

(Speaker 38)
And we barely got any leads, I probably could count them.

(Speaker 1)
And we had it up for over a year or more. And I can count on one hand how many leads we cut off it. And now we’ve been with you going on 10 months. And we we get leads. It’s amazing. On today’s show, we’re interviewing a client who is having success because he’s putting in the work.

(Speaker 4)
And this just in, nothing works unless you do it. work, right?

(Speaker 1)
Nothing works unless you and I put in the effort.

(Speaker 4)
And so I’m super honored and excited to interview a diligent doer, a person who says, look, just show me the proven path. I’ll put in the work.

(Speaker 1)
He’s the man with the plan, and he’s on today’s show. Jay, welcome on to The Thrive Time Show.

(Speaker 3)
How are you, sir?

(Speaker 4)
I’m doing awesome.

(Speaker 1)
Thanks, Clay.

(Speaker 4)
Now, Jay, for people who want to look you up and verify you’re real, can you tell us your first and last name and your web address so people can go look you up? Yeah, it’s Jpool.

(Speaker 1)
And my web address is absoluteheatingcooling . com.

(Speaker 4)
And where are you guys based?

(Speaker 1)
Or maybe what markets do you, what areas of the marketplace do you service? We’re pretty much a suburb of south of Seattle. And so we service the West Seattle to Lakewood area, and from the water, Puget Sound water, all the way to Maple Valley. And how long have you been in this particular industry? I’ve been in the industry over 20 years. I started my business in 2009.

(Speaker 1)
And what, um, what are all the services that you guys provide? So we’re gonna have a little bit of a context. We’re basically a family owned heating and cooling company.

(Speaker 31)
And we provide quality installation, repair and service on all heating and cooling systems, gas fireplaces, gas hot water tanks, Now, I’m going to pull up something on my screen, and you can analyze this.

(Speaker 1)
And you might rebuke it and say, Clay, you’re out of your mind. But I’m going to pull it up so the listeners can follow my logic or lack thereof. But if we go to usdebtclock . org, which I encourage people not to do, but if you go there, you’ll see the US population is sitting at 342 million right now. And there are just 9 million self -employed people. So you have less than 2 .5 % of our population is self -employed.

(Speaker 1)
And for anybody who doesn’t like quick math, let me break it down.

(Speaker 35)
If 10 % of our population was self -employed, 4 million, but it’s not 34, it’s 9 million.

(Speaker 1)
So you have… .5 % of our population is self -employed. And then Inc. Magazine is, Inc. Magazine, this is Inc. Magazine, Inc.

(Speaker 1)
Magazine is reporting now that 96 % of businesses fail. Who’s saying this? Inc. Magazine.

(Speaker 4)
Why are they saying this? Because it’s true. And so what happens is, Jay, I meet entrepreneurs all the time who come to our conference or they listen to our podcast and they say, Clay, I don’t think it’s possible to grow my company. I don’t think it’s possible to get unstuck.

(Speaker 1)
And I think we get used to being stuck. I think we get used to it. We almost endure it. We almost go, well, I’m just going to be stuck here. Could you share with the listeners, how much have you been able to grow this year since you and I have been able to team up? Tremendously.

(Speaker 1)
Prior to joining your system, I was overwhelmed. And that’s because I didn’t understand the difference between working in my business and working on my business. I pretty much equated to, I’m an HVAC technician having entrepreneurial seizures because I didn’t know the difference between working in and working on it.

(Speaker 4)
You know, we have a wonderful listener I just talked to moments ago, and maybe you could say something to her or maybe people out there. She says, look, I’m so overwhelmed. And we haven’t had the opportunity to really guide her down a path. I mean, we’re just getting to know this person, and she’s like, I’m so overwhelmed. I just feel like I’m swamped. I feel like I’m stuck.

(Speaker 4)
I almost feel like giving up.

(Speaker 1)
But she’s got a lot of money invested in the thing. What do you say to somebody who hasn’t gone through our system yet, so they’re not where you are, and they maybe feel stuck? Don’t give up hope. There’s a path out, out of your misery. And that’s joining the Thrive Time and reading books and learning and being a doer. Prior to joining Thrive Time, I wasn’t a reader and now I am.

(Speaker 1)
And I just started out with telling myself, I love to read, I love to read, I love to read. I didn’t start that day reading, but it just kept soaking in and I picked up a book and I started reading. And that gave me hope and a vision and that’s what people need.

(Speaker 4)
You know, it’s interesting you say that because there was a client of mine, I won’t mention his name, but he was telling me, you know, I really don’t like to read books, let alone write them.

(Speaker 1)
I don’t like to read books and I definitely don’t want to write them. And now this particular individual, I’ll be vague about what he does and what industry he’s in, but now he writes books and he sells thousands of them. And he had to tell himself, okay, if you’re telling me you know how to turn an idea into a book, And he said to me, well, why would somebody want to read my book?

(Speaker 4)
And I go, because you have a problem that you can solve. And I know that you uniquely can solve the problem. So you could write a book that will teach people how to solve the problem, and people will pay for the solution.

(Speaker 1)
So with your company now, you’re in the industry where you solve problems. What kind of problems do you solve for your company? Well, on the technical level or on the business level?

(Speaker 4)
On the technical level. Like, what kind of problems? When a customer calls you, what problems are they typically having? you know, lots of times that they don’t have no heat or they don’t have no cooling.

(Speaker 1)
And so they want us to come out and diagnose the problem and be forthright and not go there with the idea, I’m going to find a reason to upsell them on a new system when in reality, they just need a part replaced, or they just need a general tune up, a precision tune up. And that’s what we provide. So what we do and we work with every client is we basically want to attack 13 areas of business improvement all at one time and the first area is knowing your goals and I always sit down with a client, we try to figure out, you know, where are you now versus where do you want to get to? And I don’t want you to share on today’s show your, you know, specific financial numbers, but as far as knowing your goals, how much did that help you initially just having somebody working with you on a weekly basis that was aligned to help you achieve those goals? Tremendously, I learned about tracking my numbers.

(Speaker 1)
I learned about accounting.

(Speaker 4)
I wasn’t doing any of that.

(Speaker 1)
And so talking to Carter, who’s my coach, he’s helped me to understand those things and to realize those goals and put the numbers down and look at them every day to keep working for that. This is powerful, folks.

(Speaker 19)
And again, someone says, well, this doesn’t seem like a super complicated, circular, emotional -based interview.

(Speaker 4)
This seems very literal. That’s what it is. Box number two, you got to know your break -even numbers.

(Speaker 1)
You got to know, how much somethings do I have to sell to break even? And again, I’m not asking you to share your specific numbers, but how much does it help you to know, hey, we got to sell at least this much to pay my mortgage or my utilities or just to break even? Well, it gives you peace of mind that you can make your, your employee wages paid, a peace of mind that you’re going to be able to pay your rent, a peace of mind that you can buy equipment so you can install it the next week. And for people out there that don’t know your industry, would you also refer to your industry as HVAC? Is that what people call HVAC? Oh, yeah.

(Speaker 1)
Like I said, we’re a family HVAC company. We do residential and light commercial. We specialize in quality installation, quality repair, and quality service. Now, I talked to a gentleman today who happens to be in California, true story, who does what you do in the California area. And I hear all the time, people will say, because I’m in California, you don’t understand. It’s tough out here in California.

(Speaker 4)
It’s tough. One of our great clients there in New York, and I remember talking to this client there in New York, and they go, you don’t understand what it’s like to be a New York business owner. It is tough. And what I find is no matter where people live, they always will find that that is the excuse that they’re going to give themselves if they want to. Or I find people, no matter where in the country they live, they’ll make that kind of the motivator.

(Speaker 1)
They’ll say, in spite of the fact that I live in this city or this state, or wherever, I’m going to have success. Do you feel like the success you’re having is accelerated because you live just outside of Seattle? I mean, is Seattle booming? Is that what’s driving your success? Yeah. Seattle area and the suburbs are highly densely populated.

(Speaker 1)
But you know what’s generating our success is the integrity and the honesty that we deal with the customer. People are craving for contractors to be truthful. And when you are and you deal with them on that level, they become your relational customer.

(Speaker 37)
I believe in that.

(Speaker 1)
I believe in that. Now, box number four, we have to figure out your unique value proposition. I want everybody to go with me right now. We’re going to go to the website, absoluteheatingcooling . com. Everybody put it in your web browser right now.

(Speaker 1)
Search for it. Find it, absoluteheatingcooling . com.

(Speaker 4)
Everybody go there right now. I’m going there. You’re going there. Everybody’s going there, absoluteheatingcooling . com. What we have to do with your business, Jay, and for every business, is we’ve got to make your website look first class.

(Speaker 1)
And it doesn’t mean that your website is done, we’re not done improving it, but we have to get it done and then we have to keep perfecting it until it’s perfect. So I want to get your thought here. With your website right now, how much of an impact has it made on your business having your website updated and reinvigorated? We had a website through another contractor, and we barely got any leads. I probably could count them. And we had it up for over a year or more.

(Speaker 1)
And I can count on one hand how many leads we cut off it. And now we’ve been with you going on 10 months, and we get leads. It’s amazing. You’re getting leads. And again, if you’re watching this show and you say, I feel discouraged. I feel like I’m frustrated.

(Speaker 1)
I’m telling you, Jay can do it. You can do it.

(Speaker 4)
Next box, box number five. You got to improve that branding. Your website, your print pieces, your auto wraps, everything has to be awesome or nothing. Awesome or nothing. Great or nothing. Jay, how much has it helped you knowing that, hey, frankly, I mean, full disclosure, You’re paying us $1 ,700 a month, and that includes everything.

(Speaker 4)
So we guide you down the path, but knowing that you have a team. How much, I guess, has that helped you knowing that you have a team that’s going to do everything that we’re asking you to do from a branding perspective?

(Speaker 1)
Website, photography, video, search engine, video, online ads, all of that’s included in that flat monthly fee. But it’s been tremendous. I can’t say enough about it. Carter keeps me accountable. He keeps me focused on working on the business and implementing things that we need to work on to keep growing the business. When we first started with you, I had four employees.

(Speaker 1)
And now I’m up to 10 employees. And it’s all because of the work we’re getting. We’re getting more and more work. Amen. And that’s why we do it. Now again, money’s a magnifier.

(Speaker 1)
So if you’re watching this show right now and you’re a jerk, if you have a lot of money, you’ll become a huge jerk. And one thing I have found in my life, I mean this, I mean this, I mean this, Jay, I have seen people in my life in a four year period of time, five year period of time. go from a humble, coachable person to a massive jerk. And it hasn’t happened once or twice or three times. It’s happened a lot because money’s a magnifier. And so money just allows you to give more if you’re a giver.

(Speaker 1)
It allows you to take more steroids if you want to take steroids.

(Speaker 4)
It allows you to be cold to people, really cold. If you’re a person who wants to be cold, it allows you to be really cold. If you’re a person who wants to be nice and giving to the community or the people around you, it allows you to do that to a greater extent. As your company has grown, what has it done for you? And again, I’m not fishing for those numbers, but what has it done for you knowing that, wow, we’ve got a little extra money now.

(Speaker 1)
We’re able to pay the bills. We’re not in panic mode. What’s that done for you, just your mindset? or you and your family and what you’ve been able to do? First of all, it’s been able to give me, it’s been able, I’ve been able to give more to my church. Second of all, I’ve been able also to bless my employees by buying them some stuff.

(Speaker 29)
And one example was you brought up Mike Lindell and we bought bedsheets for everybody and pillowcases for everybody.

(Speaker 1)
And I know that’s kind of quirky sounding, but I totally got into it. It was a blessing. That’s the kind of stuff. I’m just telling you, folks, once you grow a successful company, it’s going to allow you to give more, to be more. OK, now box number six, you have to have a three -legged marketing stool. Now, we’re kind of pacing ourselves.

(Speaker 1)
I want to respect your time. But a three -legged marketing stool is you have to have a proven turnkey system in place that allows you to gain more customers without needing to do the following five things, without needing to go viral. Hello. Because if your business model is based upon you going viral, then you have to think about going viral. Two, it doesn’t require you to geographically travel the earth. Jay, you don’t have to circumnavigate America in order to generate leads.

(Speaker 1)
Three, you don’t have to be a genius. You don’t have to be a genius. What if your marketing plan involved you being a genius and traveling around all the time and going viral? You wouldn’t have time freedom or financial freedom.

(Speaker 4)
Four, it’s profitable. What does it profit you if you have a marketing strategy that makes everyone around you poor? And it allows you to gain customers, but you don’t actually do it profitably. I mean, if you have to pay your employees nothing, and you don’t have any profit left to pay your partners, what’s the point of it? And the fifth thing, your marketing system. It needs to be something that allows you to create time freedom and financial freedom.

(Speaker 1)
Jay, if you had a marketing system that required you to be up at night till 10 o ‘clock every night responding to things and posting things and going viral for things and constantly reaching out to people on social media, you wouldn’t have much in the way of time freedom. So I want to get your thoughts. What’s it meant for you and your wife and your family to have a turnkey marketing system that generates you leads day in, day out? has been tremendous. One part of the marketing leg was working our dream list with property management companies and with HOA associations and churches, just consistently reaching out to those. in places once a week.

(Speaker 1)
Now, all of a sudden, we don’t have a low period and a high period. Because of reaching out to those places, we’ve been able to fill the low with service work and keeping our employees employed. It’s tremendous.

(Speaker 4)
Now, you have this thing called the Dream 100 that you do, and I want you to talk about that. Chet Holmes, the best -selling author of The Ultimate Sales Machine, he’s the one that came up with the system. It’s The Ultimate Sales Machine, written by Chet Holmes. Incredible book. Chet Holmes, may he rest in peace. But he talks about making a list of your ideal and likely buyers and relentlessly reaching out to them to tell them, hey, we exist and we can solve problems for you.

(Speaker 4)
Could you tell us a little bit more about your Dream 100? and how you do that?

(Speaker 1)
Because you do it very well. Well, I watched your video on your tower of power. And then I just implemented the plan. And that was for a three or four week stretch, we just send them a one sheet all about us. And then after that, we would show up with a little gift bag and talk about just opportunities that, hey, we’re just there to help you. And if there’s ever a time you need an HVAC company to work on any kind of your systems like fireplaces or heating and cooling, we’ll be there.

(Speaker 1)
And we’d love to get your packet so that we’re all signed up and ready to go. And all you got to do is call us. It’s been tremendous. Now, again, you are doing it. You’re following the systems.

(Speaker 36)
That’s called the Dream 100 system.

(Speaker 1)
That’s one part of the system. Box number seven, for sake of time, we have to have great sales systems. You’ve got to have sales scripts, recorded calls, one sheets. That’s like a marketing brochure. You have to have pre -written emails and a tracking system. We do all that.

(Speaker 1)
We’re doing all that.

(Speaker 4)
Have we done all of it? No. Are we building all of it? Yes.

(Speaker 21)
We’re getting there.

(Speaker 1)
And again, Jay, if you had to describe the growth you’ve had, you’re stuck in an elevator with somebody, and they go, come on. How much growth have you really had? If you had to describe it, I mean, have you, you said you went from what?

(Speaker 24)
You said a couple tech or four techs to…

(Speaker 1)
Four to 10.

(Speaker 35)
Yeah. In 10 months.

(Speaker 1)
It’s been 10 months. Yeah. Powerful. I’m telling you folks, you can do it. If you’re watching this and you feel discouraged right now, you can do it. And to quote the guy who follows Adam Sandler around in his movies, you can do it.

(Speaker 1)
Yes. Rob Schneider. Yes. You can do it. Okay. Box number eight.

(Speaker 1)
You have to determine a sustainable customer acquisition cost. So how much does it cost you to gain a new customer? You have to track that. If you don’t track it, again, you must measure what you treasure. You will slack where you don’t track.

(Speaker 4)
What am I saying? You have to measure what you treasure. You will slack where you don’t track. It is so important. So again, we track all the numbers so we know that, Jay, you’re gaining. business from your Dream 100 marketing.

(Speaker 4)
You’re reaching out to people that don’t know you. And you’re saying, hello. We would love to serve you and provide services for you. And we know it’s working because we track. What would happen, Jay, if you didn’t track weekly, every single week, with Carter and our entire coaching team? we would, we’d be lost.

(Speaker 4)
And we wouldn’t know how much money we’re spending on advertising.

(Speaker 1)
And prior to that, we were spending probably $150 a week on Google advertising. And now because we’re implementing your processes, we’re getting Google reviews and video reviews. And you guys are doing the HDL content on our website. We’re down to like five bucks now a day. $28 a week spending on Google ads, which is tremendous. I want to backtrack one thing, Clay, when we talked about the previous one is we didn’t have hardly any maintenance agreements signed up with our customers.

(Speaker 1)
And so we slowly been working on that.

(Speaker 34)
And then we have stand up crew meetings at seven, And in that we do some job role shadowing where we try to help our techs work with objections, overcoming objections with customers.

(Speaker 1)
And that’s been tremendous. And that has increased our maintenance program big time. Plus we incentivize our technicians with money to talk to our customers to sign up with the three options of a maintenance agreement. Again, you’re doing a daily huddle. We teach that. We teach that, folks.

(Speaker 1)
That’s something we teach. I’m telling you, if you have a business and you hate yourself, don’t do a daily huddle. So we’re moving on to box number nine. To build an organization, you have to be organized. Yes! So to build an organization, you have to be organized.

(Speaker 1)
You can’t spend your time meeting looking for passwords and documents. You’ve got to save things properly, file nomenclature, saving passwords in the right place.

(Speaker 4)
I can’t tell you how many clients I meet with wonderful people. They’re going, you know, I haven’t updated my website in four years. I say, why not? They say, I can’t find the passwords. So you’ve got to have systems and processes.

(Speaker 1)
Box number 10, you’ve got to manage people. This just in. You can’t just hire people. It requires teamwork to make the dream work. Jay, you’ve got those daily huddles going, those daily standing meetings. How much has that impacted you, having those daily standing huddles where you get on the same page with everybody before you start your day?

(Speaker 1)
They’re huge. They create a teamwork atmosphere. Everybody knows what needs to happen and what needs to get done. And everybody knows what we need to get done to be profitable so that we can then pay our employees more money. That’s important. Again, folks, there’s so many things that Jay is doing.

(Speaker 1)
He’s doing it well. I’m just super excited for Jay to be able to encourage everybody out there. Box number 11. You got to have a repeatable, sustainable weekly schedule. There’s always one more job, one more opportunity, one more crisis. You got to build a schedule.

(Speaker 1)
And Jay, you’ve done that. You’re doing that.

(Speaker 4)
It’s always something we’re working on. Box number 12. Again, I mentioned it earlier, it requires teamwork to make the dream work. You’ve got to have a system in place for hiring, inspiring, training, and retaining. You have to have a system in place to hire, inspire, train, and retain. Once again, you have to have a system in place to hire, inspire, train, and retain.

(Speaker 4)
If you cannot find good people, train good people, yes, even in Seattle, someone says, you can’t find good people in Seattle. Oh, yeah, you can. People say, you can’t find good people in California. Oh, yes, you can. Could you talk about the hiring process, the hiring systems, and how much that’s impacted you, being able to now find good people, hire, inspire, train, and retain good people? Sure.

(Speaker 4)
Before Thrive, I would interview people one at a time. And that was a waste of my time. Because sometimes I’d interview four people and there went four hours of my life. And then I learned about the group interview. And so we started scheduling that. And it’s been incredible.

(Speaker 1)
You can find the A players in those kind of situations. And that’s so beneficial to us. And plus, I don’t waste time. four hours, I only, I’m only concentrating on one hour. And it’s been super beneficial. I got to also when I went down to the Thrive Time conference last month, I got to watch you do the interviews.

(Speaker 1)
And you just made it so easy and understanding. And I was putting too much stress on myself. And I followed your advice. And then I read the little sheet of paper you handed out. And I’m talking about Adam Sandler and his, I put that into my interview process. It just lightens it up a little bit.

(Speaker 1)
It lightens it up a little bit. I’ll say this for anybody out there watching. We had 31 people that were supposed to be at our interview on Wednesday night, 31, which is more than 30, by the way. And you would think, wow, how are you going to interview 31 people at the same time?

(Speaker 4)
And I’m counting. And I, seven people showed up, but not, but of the seven that showed up, we only had two that I could count that mentally showed up. What am I saying? Only two of those seven even showed up anywhere close to on time. So, and these aren’t like early morning interviews. These aren’t late night interviews.

(Speaker 4)
This is 5 30 PM. So I’m just telling you folks. You got to do this process for hiring people. My final question I would ask you for anybody out there, my final two questions. For anybody out there that is not a client, that is not paying our team $1 ,700 a month to help them start and grow a successful company, could you describe what kind of impact has it made on you, your business, your family? Like I told you earlier in the interview, Clay,

(Speaker 4)
I was suffocating. I was, like I said, I was doing the business since 2009. And everything was going through me.

(Speaker 1)
And at a point it’s it’s a breaking point. And that’s where I think businesses just cave in and give up. And I found you on rumble, and I started listening to you. And I think I told myself that it’s possible this, this guy’s system is possible. And I can see hope. And I could keep the business going.

(Speaker 1)
And I just encourage people, if you’re on the fence, get off the fence and try it. What do you have to gain? Everything. There’s a proven path. There’s a way to get through it and there’s hope and the vision becomes clear.

(Speaker 4)
Final question is, how would you describe the conferences? Because I never know how you guys are going to react. People like Dr. Zellner show up, or Tim Tebow, or Eric Trump. We bring in a lot of people. The room is filled with clients who are successful. So we bring up client success stories.

(Speaker 4)
And the way it works is we do 30 minutes of teaching, and then I do a 15 -minute Q &A. And those questions are based upon the questions that attendees are writing on the whiteboard.

(Speaker 1)
So I never know how it’s going to go. I know we’re going to cover the systems. But how would you describe the conferences? They’re incredible. They’re full of energy.

(Speaker 33)
And then when you have a break, you can talk to people that are in the business too, and learn from them.

(Speaker 4)
And also sometimes give some advice that, hey, I went through that. And so I started doing a calendar and it’s helped me keep on task. And I started doing a to -do list and it’s helped me to keep on task.

(Speaker 32)
And there’s hope.

(Speaker 4)
There’s a way to get out of it and to move on.

(Speaker 12)
I’ll give you the final word, Final 13.

(Speaker 4)
seconds. Anybody watching this right now?

(Speaker 1)
Maybe someone feels down in the dumps. They feel like they are stuck with their business. What do you say? No, you’re not stuck. I would join and learn from them and implement, be a diligent doer. Just, you know, does it happen in one day?

(Speaker 1)
No. Does it happen in one week? No. But if you’re just willing to keep trying and peck at it and peck at it, you’ll see it turning. You’ll see some improvement and you’ll get hope and your vision will clear up. Jay, thank you so much for your time, for your energy, and for everybody out there, if you learned anything on today’s show, I want you to share this show with a friend.

(Speaker 1)
Surely you shall share.

(Speaker 31)
If you’re watching this right now and you learned something, share it with a friend.

(Speaker 1)
And I would encourage you to check out that website, absoluteheatingcooling . com.

(Speaker 4)
Jay’s a real guy.

(Speaker 1)
He has a real business, a great family. That’s absoluteheatingcooling . com. And by the way, folks, a little search engine tip. It does help Jay’s website rank higher, thus it will benefit him in the short term and the long term if everybody goes to visit that website. So everybody right now, go with me now.

(Speaker 1)
Go to absoluteheatingcooling . com. AbsoluteHeatingCooling . com. That’s AbsoluteHeatingCooling . com.

(Speaker 1)
Jay, it’s an honor to know you, sir, and we’ll talk to you soon. Thanks, Clay. It was an honor to talk to you. Okay, Aaron Antus, guess who’s joining us for the December 4th and 5th, 2025 Thrive Time Show Business Growth Workshop. Oh, Santa Claus?

(Speaker 14)
No, we will not be joined by Santa Claus, but we will be joined by Eric Trump, the son of the 45th and now 47th president of these United States.

(Speaker 1)
And yes, Amanda Grace will be in the place. And yes, Dr. Stella Manuel will be there, so you know it will go well. Yes, we have Mel K in the house. Pastor Phil and Tammy Hodson -Pillar will be hosting this event at their beautiful church right there in sunny Anaheim, California. Yes, folks, make this a December to remember. You surprised?

(Speaker 1)
Make this a December to remember and join us at the two -day interactive Growth Workshops. For over 20 years, folks, I’ve been hosting Business Growth Workshops where we’re going to teach you marketing, sales systems, human resources, accounting, social media marketing, branding, sales training, search engine optimization, accounting, workflow development, financial management, all this and more. How do you get tickets?

(Speaker 23)
Go to Thrivetimeshow .

(Speaker 1)
com.

(Speaker 30)
Again, how do you get tickets? Go to Thrivetimeshow .

(Speaker 29)
com.

(Speaker 28)
I’m Ron Burgundy.

(Speaker 1)
a promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages Billions of dollars of real estate and thousands of employees is here to teach us how to do it. You are talking about one of the greatest brands on the planet from a business standpoint.

(Speaker 27)
I mean, who else has been able to create a brand like the Trump brand?

(Speaker 26)
I mean, look at it.

(Speaker 1)
And this is the man behind the business for the last, pretty much since 2015.

(Speaker 25)
He’s been the man behind it.

(Speaker 1)
So you’re talking, we’re into nine going into 10 years of him running it. And we get to tap into that knowledge. amazing. Now think about this for a second. Nothing is over until we decide it is! Was it over when the Germans bombed Pearl Harbor?

(Speaker 1)
German? Forget it, he’s rolling. And A over now! And it’s $500 for a VIP ticket. Now, we only have limited seating here. Whoa.

(Speaker 1)
There’s a lot of togetherness and closeness, camaraderie.

(Speaker 24)
So again, if you want to get tickets for this event, all you have to do is go to thrivetimeshow .

(Speaker 1)
com. Go to thrivetimeshow .

(Speaker 23)
com.

(Speaker 11)
When you go to thrivetimeshow .

(Speaker 22)
com, you’ll go there.

(Speaker 1)
You’ll request a ticket. Boom. Or if you want to text me, if you want a little bit faster service, you say, I want you to call me right now. Just text my number. It’s my cell phone number, my personal cell phone number. We’ll keep that in mind.

(Speaker 1)
private between you, between you, me, everybody. We’ll keep that private. And anybody, don’t share that with anybody except for everybody. That’s my private cell phone number. It’s 918 -851 -0102. 918 -851 -0102.

(Speaker 1)
I know we have a lot of Spanish speaking people that attend these conferences. And so to be bilingually sensitive, my cell phone number is 918 -851 -0102. Zero tip. That is not actually bilingual. That’s just saying one for a one. It’s not the same thing.

(Speaker 1)
I think you’re attacking me. Now, let’s talk about this. Now, what kind of stuff will you learn at the Thrive Time Show Workshop? So, Aaron, you’ve been to many of these over the past seven, eight years. So let’s talk about it. I’ll tee up the thing and then you tell me what you’re going to learn here, OK?

(Speaker 1)
OK. You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding? Oh, yeah, we’re gonna dive into, you know, so many people say, oh, you know, I got to get my brand known out there like the Trump brand, right? You want to get that brand out there. It’s like, how do I actually make people know what my business is and make it a household name?

(Speaker 1)
You’re gonna learn some intricacies of how you can do that. You’re gonna learn sales. So many people struggle to sell something. This just in, your business will go to hell if you can’t sales. We’re gonna teach you sales. We’re gonna teach you search engine optimization, how to come up top in the search engine results.

(Speaker 1)
We’re gonna teach you how to manage, how to manage people. Aaron, you, you, I mean, you have managed, no exaggeration, hundreds of people throughout your career and thousands of contractors. And most people struggle with managing people. Why does everybody have to learn how to manage people? Well, because first of all, people are, you either have great people or you have people who suck. So it can be a challenge.

(Speaker 1)
You know, learning And how to work with a large group of people and get everybody pulling in the same direction can be a challenge. But if you have the right systems, you have the right processes, and you’re really good at selecting great ones. And we have a process we teach about how to find great people. When you start with the people who have a great attitude, they’re teachable. they’re driven, all of those things, then you can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization.

(Speaker 1)
We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance. We’re going to teach you time management. How do you manage your time? How do you get more done during a typical day? How do you build an organization if you’re not organized?

(Speaker 1)
How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business will be taught during this two -day interactive business workshop. Now, let me tell you how the format is set up here. And again, folks, this is a two -day interactive 15. Think about this, folks.

(Speaker 1)
It’s two days. Each day, it starts at 7 a . m. and it goes until 5 p . m. So from 7 a .

(Speaker 1)
m. to 5 p . m. , two days. It’s a two -day interactive workshop. The way we do it is we do a 30 -minute teaching session, and then we break for 15 minutes for a question -and -answer session.

(Speaker 1)
So, Aaron, what kind of great stuff happens during that 15 -minute question -and -answer session after every teaching session? I actually think it’s the best part about the workshops because here’s what happens. I’ve been to lots of these things over the years. I’ve paid many thousands of dollars to go to them and you go in there and they talk in vague generalities and they’re constantly upselling you for something trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting your very specific questions answered about your business or your employees or what you’re doing on your marketing. And what’s awesome about this is we literally answer every single question that any person asks.

(Speaker 1)
And it’s very specific to what your business is.

(Speaker 21)
And what we do is we allow you as the attendee to write your questions on the whiteboard.

(Speaker 1)
And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to stretch. And this is also your opportunity to meet some of the great speakers like Pastor Dave Scarlett.

(Speaker 20)
You could meet Mel K. You could meet Amanda Grace.

(Speaker 1)
You could meet Dr. Stella Emanuel. You could just grab a coffee. You could find some alone time. You could get lost in the bathroom. You could try to go and get a photo with one of the speakers. You could try to photobomb a photo where someone else is getting a photo with the speakers.

(Speaker 1)
You could go attempt to find your phone, wallet, and your keys. 10 million people today, according to US Debt Clock, that identify as being self -employed.

(Speaker 11)
So if you have a country with 350 million people, that means you have less than 3 % of our population that’s even self -employed. So you only have three out of every 100 people in America that are self -employed to begin with.

(Speaker 1)
And when Inc. Magazine reports that 96 % of businesses fail by default, by default, you have a one out of 1 ,000 chance of succeeding in the game of business. But yet the average client that you and I work with We can typically double this. I’m just no, no, no hyperbole, no exaggeration. And I have thousands of testimonials to back this up. We have thousands of testimonials to back it up.

(Speaker 1)
But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months. Yeah.

(Speaker 12)
Double.

(Speaker 1)
And you say double. Yeah. There’s businesses that we have tripled. There’s businesses we’ve grown eight X. There’s so many examples you can see at thrive timeshow . com. But again, this is the most interactive best business workshop on the planet.

(Speaker 1)
This is objectively the highest. Rated and most reviewed business workshop on the planet add to that Eric Trump the man that runs the Trump Organization you say clay. I still I’m not gonna get a ticket unless you give me more. Okay, fine We’re gonna serve you the same meal both days true story We have we cater food and because simple I keep it simple. I literally bring in the same food both days for lunch Who’s with me? It was an incredible Mexican restaurant.

(Speaker 19)
That’s going to happen.

(Speaker 1)
Someone says, I want more.

(Speaker 10)
This is not enough.

(Speaker 17)
Give me more.

(Speaker 10)
OK. I’m not going to mention their names right now because I’m working on it behind the scenes here.

(Speaker 18)
But we just continue to add more and more success stories.

(Speaker 17)
So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, You want a life -changing experience.

(Speaker 10)
You want to learn how to start and grow a company. Go to Thrivetimeshow . com.

(Speaker 9)
Go there right now. Thrivetimeshow . com. Request a ticket for the two -day interactive event.

(Speaker 7)
Again, the event’s going to be on December 4th and 5th.

(Speaker 8)
in sunny Anaheim, California.

(Speaker 15)
Great weather make this a December to remember.

(Speaker 7)
Eric Trump, the man who leads the Trump organization. It’s going to be a blasty blast. There’s no upsells. Aaron, I could not be more excited about this event. I think it is incredible. And there’s somebody out there right now you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin.

(Speaker 7)
I think that’s going to change your life.

(Speaker 8)
I promise you this will be 10 times better than that. It’s like I picked the wrong week to quit smoking. to the two -day interactive Thrive Time Show workshop in beautiful Anaheim, California.

(Speaker 7)
I’m from Sarasota, Florida.

(Speaker 16)
I’m Vince Suzuki, also from Sarasota, Florida.

(Speaker 7)
He dragged me here.

(Speaker 4)
Yup.

(Speaker 7)
I was here in 2018, and it changed my business, and I built another business, and now I’m here to do it again with this business. Yeah, I’m a brand strategist, and it’s been really easy to go to a lot of events like this and just leave really in your head what to do next. And already, there’s the strategic, step -by -step, real -life implementation that we can do to our business, and I’m super excited to be here.

(Speaker 15)
I’m very excited that Erica is here, and that is going to be epic.

(Speaker 2)
Hi, my name is Erica, and it has been amazing being here at the conference. I’m learning so much. much. Everything is perfect for me. But Clay Clark, man, he is one character. That’s a good word for him, character.

(Speaker 2)
Yeah, that is it. Good, driven, smart. And I’ve never met a guy who was so hyper all the time. He’s doing so much good. And then I met his mother, and she just says, She just lets him be Clay Clark. I mean, so he’s endorsed by his mother and he’s doing magnificent work.

(Speaker 14)
So it was great meeting you out there and all the people that he surrounds himself with.

(Speaker 13)
His Clay Clark starts his days at five o ‘clock in the morning.

(Speaker 2)
Oh, it’s incredible. Yeah. He’s, he’s like, he’s, he’s a machine.

(Speaker 6)
He’s a machine. But his, you know, I got, I have problems with my company starting at nine o ‘clock. Yes. About hundreds of people showing up at 5 a . m. in Tulsa, Oklahoma.

(Speaker 6)
Man, he’s a leader of a leader. He’s a fantastic young man. No, he is. And the greatest thing that’ll come out of all of it, aside from winning the presidency of the United States, we’ll get to that in a second. Was an everlasting friendship between clay and I because I’m telling you there’s not too many people in the world that have this man’s backbone and his Tenaciousness and his perseverance and so buddy.

(Speaker 7)
I love you and to general Flynn. Thank you. You guys are incredible You guys are incredible warriors.

(Speaker 1)
You guys are incredible incredible warrior. So thank you my friend plate. Clark is here somewhere Where’s my buddy play plays the greatest? I met his goats today.

(Speaker 12)
I met his dogs.

(Speaker 1)
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.

(Speaker 1)
Clay Clark, his entire life is marketing. 4 ,000 % from February to February. Now I can better that. Okay, Clay, I don’t think you know this. I don’t think you know this. I’m pinching myself and if I cry, forgive me.

(Speaker 1)
In the last two and a half days, we have bettered our entire month of February in the last two and a half days. So and the phone’s blown up.

(Speaker 2)
Everything’s just blown up. You’re right. It is like a rocket ship. So we’re pinching ourselves actually. I learned at the Academy at King’s Point in New York. Acta non verba.

(Speaker 2)
Watch what a person does not what they say. We’re going to move into action mode here. So for anybody out there, if you say, I would like to go to Mar -a -Lago. Now, Jackson, you know, this just in, they raided Mar -a -Lago. You know about this? This just in.

(Speaker 2)
And so some people say, you know, that wasn’t cool. I didn’t like that. But, you know, so a lot of people out there, we want to kind of stick it to the New York Times. We want Eric to become the number one best selling author in America. And we also, we kind of also want to go to Mar -a -Lago and check it out. We’ve never been there before.

(Speaker 2)
So what we’re going to do is for anybody right now, if you go to Amazon right now and you buy a copy of Eric Trump’s book, Under Siege, My Family’s Fighter, to save our nation. So you go to Amazon right now, you buy a copy of the book. and you just text a screenshot of your proof of purchase to my cell phone number, 918 -851 -0102. So text my number, 918 -851 -0102. So again, step one, you go here to amazon . com, you buy a copy of the book Under Siege, then you just text a screenshot of your purchase, your proof of purchase.

(Speaker 2)
You text my number, 918 -851 -0102. You have a chance to win a dinner at Mar -a -Lago with Eric Trump and myself, and there’s more. Mar -a -Lago right there just for your viewers.

(Speaker 1)
It’s the most exclusive private club in the world. Two million dollars to get into. It’s just base membership fee. And I promise, we’re going to make your night absolutely incredible. Clay goes, listen, why don’t we do this? Why don’t we put it out to all the amazing Reawaken people, all the people who supported us all around the country, all around at every one of these conferences who adore your family.

(Speaker 1)
We’ve got to beat The New York Times. The New York Times is going to do everything they can. Even though we’re number one on Amazon right now, we just hit number one this morning. New York Times is going to do everything they can to keep you from being number one bestseller. You know that. I know that.

(Speaker 1)
You know the games that they’re willing to play. But Clay goes, why don’t we do a couple of things? First of all, love having dinner with Clay. He’s the greatest. Second of all, why don’t we bring one of the amazing people that I guarantee you I’ve been in front of at all these events. Why don’t we bring a couple to dinner at Mar -a -Lago?

(Speaker 1)
And I said, absolutely. Consider it done. So I said, they have to text you, Clay.

(Speaker 2)
They can’t text me, because we’ll be getting 1 ,000 of these. But yeah, go buy a book. Text Clay.

(Speaker 1)
And we’ll set up a dinner. I’ll make sure you guys have the absolute time of your life. I want to pull this up again one more time here, Jackson. I think sometimes I’m a poor communicator, and I need to work on communicating more effectively. So you go to Amazon. That’s step one, OK?

(Speaker 1)
Yes. You buy a copy of the book, Pop Quiz. What book? Under Siege. You buy a copy of Under Siege, and then you screenshot a picture of that, and you text my phone number. It’s 918 -851 -0102.

(Speaker 1)
Folks, that is my cell phone number. So we’ll keep that private between you and me and everybody. And then when you text that to me, you have a chance to win a backstage pass to the actual in -person business workshop. That’s a business growth workshop, December 4th and 5th, featuring Eric Trump in Anaheim, California. and you have a chance to win dinner with Eric Trump and myself at Mar -a -Lago. Now, someone says, when does this contest end?

(Speaker 1)
Now, Eric, your birthday was hijacked. OK, so your birthday was hijacked. January 6th is this man’s birthday. He now has to switch his birthday because no one wants to talk about his birthday on January 6th anymore. So we’re going to run this promotion until November 5th. That’s my birthday.

(Speaker 1)
So we’re going to run it until November 5th. October 14th. It has to be pre -sale. This just in. It has to be between October 14th. That’s why we’re clarifying.

(Speaker 1)
So between now and October 14th. Now folks, let me just clarify this real quick here.

(Speaker 2)
So make sure I’m leaving you with some good clarity here. One, you buy a copy of Under Siege on Amazon. That’s the step one. Step two, you text a screenshot of that purchase to my cell phone number, 918 -851 -0102. Three, you have to do that before October 14th. Before October 14th, this just in, it has to be before October 14th.

(Speaker 2)
And you have a chance to win a backstage pass to the upcoming business workshop. You have a chance to have dinner with Eric Trump at Mar -a -Lago. And I want to tell you some benefits of buying the book. One, I’ve read the book. It’s incredible. If you’re a father out there and you want to learn about mentoring your kids, it’s a great book.

(Speaker 2)
If you want to learn about American history, it’s a great book. If you want to make America great again, it is a great book. It’s a book you got to have. Now here is just a quick editor’s note. You do not have to buy a copy of Eric Trump’s book Under Siege to be entered into the drawing. Just text the number.

(Speaker 2)
All you have to do is just text the number 918 -851 -0102 and you will be entered into the drawing for a chance to win a copy of Eric Trump’s book Under Siege. and a once -in -a -lifetime opportunity to hang out with Eric Trump and Clay Clark at Mar -a -Lago, and win a backstage pass at the upcoming Thrivetimeshow . com two -day interactive business workshop. Again, you do not have to buy a copy of the book to be entered into the drawing, but it would be great if you’d buy a copy of the book, because that would make sense. However, that is all, and now back to the interview. Also, Eric, a final question here for you.

(Speaker 2)
You are donating a portion of the proceeds to support Charlie Kirk in his continued mission there. Could you tell us about that briefly there? And then we’ll let you get back to what you’re doing today, sir. Yeah, well, I was on with Benny Johnson. Benny Johnson was a great friend of Charlie Kirk’s, as you know. And you know Benny.

(Speaker 2)
And Benny’s a very good friend of mine. And Kash Patel is a very good friend of mine. of mine, and was a very good friend of Charlie’s. I mean, you watch everybody that’s up on that stage every single day as they got to the bottom of exactly what happened, and they brought justice to what happened, or are trying to bring justice to what happened, and it’s kind of unthinkable, but you know St. Jude, and I talk a lot about St. Jude in this book, because that’s been, you know, fighting pediatric cancer has always been a cornerstone of my life. But Charlie truly, truly, truly was the epitome of being under siege, not only in the movement that he helped create, but obviously in how his life was savagely taken. My book came out three days, two and a half days before Charlie’s assassination.

(Speaker 2)
You better believe he would have been the final chapter of this book as just another illustration of what these people will do at any cost. to try and win, because it’s who they are. It’s the not -so -tolerant left. And we can never let our voices be extinguished, Clay.

(Speaker 1)
You stood on that stage, as well as anybody I’ve ever seen stand on a stage. You did our reawakened events all across the country, which you funded out of your back pocket, because you believed in America. You believed in a greater country. And you were on that stage every single day. You know I was on that stage with you every single day. And I was on the turning point stage with Charlie all the time.

(Speaker 1)
on stages across the country and three campaigns. I’ve stood on thousands of them.

(Speaker 2)
And honestly, they don’t want us to stand on that stage. That’s why they’re sending bullets from rooftops. They don’t want us to go out there with a bullhorn and have loud, independent thought. When they see these beautiful arenas full of kids and they’re cheering, they’re celebrating, they’re holding American flags, they don’t want that. And so they want to silence us. They want to silence our voice.

That’s why they killed Charlie. That’s why they tried to kill my father. That’s why they sent 112 subpoenas to me. That’s why they wanted me in jail and my father in jail. and Don in jail. That’s why they made up the hoaxes.

They wanted to see us destroyed and gone with no voice, with no money, with no company, with no political aspirations, gone. And we can’t allow that to happen. And so we need to make sure that turning point continues. We need to make sure incredible patriots like you continue to spread you know, sensical speech, pro -American values, you know, pro -religious, pro -constitutional values. And that’s why I want to donate the funds to Turning Point. I want to donate, you know, a portion of the funds to Turning Point because we can’t allow, we can’t allow anarchy to win and we can’t allow voices to be deleted.

And we need to keep Charlie’s legacy going. Eric Trump, thank you so much for joining us. Pastor Jackson, thank you so much for joining us. Absolutely. Eric, have a great day. We really do appreciate you.

Everybody go out there and buy that book, Under Seed. It’s not too early to buy your Christmas gifts. And if you have a Democrat in your family, buy them a copy as well. Eric Trump, take care. Thanks, guys. See you later.

Transcribed with Cockatoo