The G.R.I.N.D. Mind | The Mindset You Need to Have to Succeed as a Franchisee, Business Owner and Entrepreneur

Show Notes

What is the mindset that you need to be a successful business owner, franchisee and entrepreneur? What kind of long-term mentality do you need to have in order to thrive in the game of business? Oxi Fresh Franchise Brand Developer, Matt Kline joins us to break down the G.R.I.N.D. Mind that you must have to succeed

  • Growth Mindset
      1. NOTABLE QUOTABLE – “My work ethic came from my father. I don’t know anybody who works harder than I do. I’m working all the time. It’s not about the money—I just don’t know a different way of life, and I love it.” – President Donald J. Trump
      2. NOTABLE QUOTABLE – “Those with a “fixed mindset” believe that abilities are mostly innate and interpret failure as the lack of necessary basic abilities, while those with a “growth mindset” believe that they can acquire any given ability provided they invest effort or study.” – Carol Dweck (The Lewis and Virginia Eaton Professor of Psychology at Stanford University.[1] Dweck is known for her work on the mindset psychological trait. She has taught at Columbia University, Harvard University, and the University of Illinois before joining the Stanford University faculty in 2004.)
  • Relentless
      1. NOTABLE QUOTABLE – “Work like hell. I mean you just have to put in 80 to 100 hour weeks every week. [This] improves the odds of success. If other people are putting in 40 hour work weeks and you’re putting in 100 hour work weeks, then even if you’re doing the same thing you know that you will achieve in 4 months what it takes them a year to achieve.” – Elon Musk (The iconic entrepreneur, investor and engineer behind Tesla, SpaceX, PayPal, SolarCity, Neuralink, etc.)
  • Integrity
      1. NOTABLE QUOTABLE – “You don’t have to agree with trump but the mob can’t make me not love him. We are both dragon energy.” – Kanye West
  • Non-Emotional
      1. NOTABLE QUOTABLE – “If your emotional abilities aren’t in hand, if you don’t have self-awareness, if you are not able to manage your distressing emotions, if you can’t have empathy and have effective relationships, then no matter how smart you are, you are not going to get very far.” – Daniel Goleman (New York Time best-selling author of Emotional Intelligence)
  • Discipline
    1. NOTABLE QUOTABLE – “For me, giving up is harder than trying.” – Kanye West
Business Coach | Ask Clay & Z Anything

Audio Transcription

According to Forbes magazine, 67 percent of people want to become self employed at some point. Again, according to Forbes, 67 percent of people want to become self employed at some point, but what kind of mindset do you need to have to become a successful entrepreneur?

Welcome back to another exciting edition of the thrive time show on your radio and Z. we’re talking today with Matt Klein, the brand developer for oxy fresh franchising based in Denver, Colorado. And we’re talking about the grind. Mind, the grind. Mine, you know, I, I deal with a lot of people out there. Sixty seven percent according to Forbes, want to start and grow a business and a lot of them say, I want to do it, but what do I do? And I think this Oxi fresh is such a fresh idea. It’s a hot, it’s the hot sauce, the hot sauce. It’s, it’s the easy button to get you started. Now. That doesn’t mean it’s the easy button to make a lot of money, right? Matt, that’s the easy button to get. You started down the road of success.

You are correct. Yeah. That’s a, that’s a pretty big common misconception. People say, you know, I have the money to invest. Um, you know, how much money you’re going to make me? Right? That’s a, that’s a, that’s a pretty big red flag for me because it’s not, you know, you still on your business, you’re still the leader of the pack, you’re still doing all the things. Now in a franchise like Oxford, you have more resources, more automation, it completely back in automation software and, and people at you’re there to help you. But the effort, it will absolutely dictate the outcome. That does not change.

Break that down a little bit more. Why is that a red flag? When someone calls and says, hey, how’s, how, how much you’re going to make me, man, what’s up? You know why you break that down a little bit more. Marinate on that. And

I say red flag and in a manner of one of two things need to happen. There’s either a clear misunderstanding of franchising as a whole, right? So the, the understanding that you’re just going to pay someone and then eventually there’s going to pay you back for doing nothing. That’s not typically the case. Right? So there needs to be some education done on the front end to understand the structure of franchising, how that works in differences between other franchise companies or then there’s literally people to say, I don’t want to work, I want to give you this money and I want you to make it back for me. That’s not the case. So that’s not only a red flag, that’s kind of a end of the right, because that’s not what the franchise space is a nor ever will be. It’s just giving you more resources, more tools to basically run a business because we know, you know, most small businesses fail because they don’t have the infrastructure and the knowledge and all the things that allow them to grow. So you know, that red flag can mean two things there.

G, R I n D, so the growth mindset, can you brag on a franchisee out there that has the growth mindset, someone who’s just focused on perpetual growth meant.

Yeah, absolutely. And I think um, you know, the one that said that we have a lot, but um, he’s been on this show before Eric Fahnestock in Wichita.

Oh yeah.

You know, he, he’s extremely dedicated to just being out in the community. He’s a member of a lot of different organizations. He’s involved with the college there as well as his son’s high school and different organizations. I mean if you follow him on facebook, he is literally doing something every single day to grow his business. So he’s not just sitting back and watching the residential come through the turnkey marketing. He’s actively going out and building his business. He probably has, in terms of percentage wise, probably the closest to a 50 slash 50 commercial to residential split than anybody else in the country.

We talked about the growth mindset. This is not a political show, but recently, not recently. It’s been funny because probably the most unlikely person on the planet to support Donald Trump. Mr Kanye West has recently been saying openly, Hey, I’m a big fan of, of, of Kanye West. And he actually said, he says, this is a tweet from Kanye West. He says, you don’t have to agree with trump, but the mob can’t make me not love him. We’re both dragon energy. Now, as he began to explain this, he was explaining that both he and trump have that grind, that relentless work ethic. Uh, Donald Trump has said. He said, my work ethic came from my father. I don’t know anybody who works harder than I do. I’m working all the time. It’s not about money. I just don’t know a different way of life. And I love it. And I think some people that view work as like the worst possible thing that could happen to them, they would struggle with the franchise. I’m, I, am I off there? Matt am I offering, do you have to kind of love the grind and love the idea that you can make as much or as little as you want? Or what kind of person’s the right fit to buy a franchise?

Everyone’s built differently, but I think a big part of business as being competitive because there’s almost every single market, every single business has competition. If you can look and see if somebody else beating you at the same thing you’re doing and you know it’s just because of an effort thing and you don’t put the effort into beat them, then it’s not really a priority to you. Right? So you know, success is, is different to some people. A million dollars in sales is absolutely success to somewhere that’s failure to others. So you gotta try to figure out, you know, what drives you as well. It could be competition to could be, you know, making sure that you don’t ever have to worry about money anymore. Three, it can be setting up something that you can hand down to your kids at. Yeah,

someone has money to buy a franchise, doesn’t mean they’re a good fit because a lot of people will get to a point where they just feel comfortable, right? That’s the worst thing in business is when you just feel comfortable. You’re comfortable enough to just do the bare minimum. Right, and that happens to a lot of people. I make enough money so I’m fine, but those that really stick on it and that’s not enough for them and they keep pushing and they keep it, you know, I’m looking into innovative ways to get business and they keep training their employees. Those are the people you see, wow, how did they do that? In five years? We’re now there are three times bigger than any other company in their area they’re competing with now. They’re now they’re disrupting the entire industry now. People don’t even want to compete with them. That’s. Those are growth oriented growth minded people.

Observation here about the growth mindset from Carol Dweck at Stanford. Professor, can you share it with listeners out there?

Yeah, so she talks about people having a fixed mindset and a growth mindset. So when I read to the listeners what that, what she means by that, and she says those with a fixed mindset believe that abilities are mostly innate and interpret failure as the lack of necessary basic abilities. While those with a growth mindset believe that they can acquire any given ability, provided they invest effort or study z, so I love this, I’m choice b, choice b, so we have the growth mindset and that’s Kinda what what clay’s getting out here with the grind, the growth mindset.

Now this are, this are here. It’s relentless. Relentless. Elon musk once said this, he said, Elon Musk, for the listeners out there who are not aware, he’s the guy behind pay pal. I’m sore city. Everything. Space x, neurolink, Tesla. He says, work like hell. I mean you just have to put in 80 to 100 hour work weeks every week. This improves the odds of success. If other people are working 40 hour weeks and you’re putting a 100 hour weeks, then even if you’re doing the same thing, you know that you will achieve in four months what it takes them a year to achieve. Matt, is there a certain, a Franchisee that you could think of that is probably one of the most relentless franchisees that you’ve met?

Yeah, definitely. I think you spoke about him a few times. A Leo John’s over in Lubbock, Texas, he’s our youngest Franchisee at the age of 21. He has gotten almost four times as many reviews as any other franchise and the period of he’s owned a business. Some of that probably has to do with his, you know, being young and understanding technology. The other is that he’s just doing it. I mean, he’s going out there, he’s having conversations with his friends and family. He’s growing his business. Um, and due to that he’s, he’s outperforming the average, you know, ramp up time by almost three times.


Right. So he’s not doing anything beyond just putting more effort in. I am absolutely convinced because it’s just, you know, if one guy talks to one person, he gets one review and he talks to three and get three reviews through, through growth and growing his business. Then he just tried harder.

What city is he in?

Lubbock, Texas.

I’m going to Google this real quick. Yeah. He’s one of the new franchisees. Pull it up right now. Yeah. He’s getting after it. He’s getting after it. This guy. No, we can’t talk about how much gross sales he has and that kind of thing on the air, but it sounds like this guy is, is decreasing the ramp up period. You said quite a bit. When you say ramp up period, Dr Z, can you, can you kind of queue up what that means or in your mind to ramp up period where someone buys a business or starts a company feels to people who are not familiar with the terminology. I love analogies and I love the analogies that you came up with. Um, you’ve used an off and on the shows over the last couple of years and that is a rocket ship going up into orbit and that’s how you think of a business as you start the business.

It’s a start and then they hit those, hit those engines and it’s a tremendous amount of fuel. Tremendous amount of effort. I mean, it’s like those guys are shaking in their chair. It’s most of the spacecraft. Somebody forgot to shut the door. Sorry, sorry, I forgot my seatbelt seatbelt on. So then it goes up, it goes up. And then finally that kickoff one segment you have burned out, he used to, we’ve lost whatever rocket. We’re all privileged that could in Miami Dade County, we’re not sure that one there. And then as it goes up into orbit and when it gets into orbit, it just has these little thrusters just just just stay in orbit because that’s the key. You want to get your business up in orbit where it doesn’t take a lot of effort. You’re not having to work seven days a week, 12 hours a day. You can actually have what we call a life. We’re off. Margarita is up here on situation normal. We’ve asked floating around up here, low on peanut Claudia countries. So a lot of people want the, you know, to get into the orbit, but they don’t want to go through the stress. The g forces, the overwhelming, the it just so much fuel, so much fire of desire to get up into its work. Met encouraged somebody out there who sent, Gosh, is it worth it?

I’m going to buy this thing and I’m just try a little bit. Everyone’s told me they’re going to kick butt and do good and try their hardest and about 75 percent of people do that. What makes people not do that? I know I’m as they’ve already invested, so you know, just like we’re talking about Leo Johns, he did nothing more than follow the system that we told him. I’m in a short period of time, got over 169 reviews online by doing his friends and family and then making sure that he’s going on to, you know, just above and beyond is competition and just like you’re talking about the rocket analogy, the faster you can do those things, the faster you can invest in marketing and the faster you can go out and have conversations with people, right? If there’s a three month window between, you know, having a conversation with a commercial sales and the average time to close a deal commercially is three months.

The longer you wait, that three months is going to be longer out. So if we wait two months to have conversations with people, now you’re five months down the road. So we want to leverage everything we have on the front end with with residential marketing, with your ability to go out and grow your business. That should be the most exciting time for you and you if you have trouble doing that. Let’s work on it. Part of this is building you as an owner and making sure you have the confidence not only in your cleaning system, but your business to go out and have an excitable conversation with the decision maker that could potentially make huge changes to your business in terms of you know your profit.

Now, let me contrast owning an Oxi fresh being a tollbooth willie. No disrespect for the tollbooth bullies out there who happened to listen to our show while being in a toll booth. We have to start somewhere, but z. have you ever gone through a toll booth and thought to yourself this toll booth? Willy is killing it a one time? Yes. No, it was actually at the airport when I was coming out of paid parking. Is that the same? Do you have any? That’s a toll booth. I guess

I’m in Denver.

No. Let me explain this. In Oklahoma we have toll booths where you just go through and they don’t accept credit card. No, they don’t know. You have to change and if you go through they don’t have a tollbooth Willie. There’s not a person there. Z work. Is this true z? There’s no one working in the tollbooth? No, there’s usually not now. Now there is some of the toll booths there are because I have some that are automatic, some for pike pass and then they have one that is manned, but there are many toll booths in Oakland where there’s no willie. Right. You just automatically took the coins in and if you don’t have the cash there’s no credit card option. Right? Right. And because the, the, the in the industry of the turnpike authority is not aware of the credit card technology. Matt, I have a point here. I’m going to Puerto Rico to Puerto Rico. Have you been to Puerto Rico yet?

I have not been a Puerto Rican.

I went to Puerto Rico some of the hardest working, nicest people I’ve ever seen in my life. And every toll booth there has a willy, they have a toll booth. Won a tollbooth who’s there? I’m serious. Every single one. Z. And these people are appreciative for jobs because the unemployment rate in that country so high is almost. It’s like, it’s definitely double digits. They say it’s, you know, Kinda like 10, 15 percent. But it’s everyone I talked to locally, it’s saying it’s like a, it’s like a 30 percent sure this, this toll booth. We’ll let me tell you what this guy was doing. He was like, Hey, where are you guys from? I mean, I’m trying to just pay him. I go, he goes, where are you guys from? I said, a Tulsa, Oklahoma. He goes, great. Have you been to Puerto Rico before? I know it happened.

Well, let me tell you this, uh, if you’re looking for American food, are you looking for American food? Yeah, we are here as well. If you just go down a little bit further, there’s a burger king right over there. We have a Krispy Kreme, we have a td, he’s like a tour guide. You go meets toll booth guy. Sure. But guess what, guess how much more money he made as a result of that incredible pitch. You tipped him. I did a little bit, but then they can’t get like a fixed income. It oxi fresh. If you grind, you can make more. That’s how it works. It’s how it works as an entrepreneur. But there’s a lot of jobs where people are kept. I mean if you’re the best science teacher in second grade at bixby highschool, you’re going to make the exact same amount of money is the worst guy. It’s the way it works this way. It works with that. Just that just says like a truth. That was the truth. But that’s right there. Why you probably want to buy a franchise. You want to be kept. Me being the ultimate tollbooth willy who doesn’t make any more money. I got to. You got a hot take early.

Yeah, coming back to relentlessness. Right? So if you’re a new business owner out there and you jumped into the franchise game, you need to understand that their walls are going to come up in front of you. And Dr c dot went with the smart Aero, uh, aerospace analogy. I’m going to take it to the other direction and actually had a conversation with a client today about this, about being the business Koolaid, man. Okay. Work with me. Everybody. Think about the Koolaid man. Oh yeah. He runs through walls and he has this smile on his face and he jumps through when he gets to, he says, oh yeah, exactly. So whenever you start your business and you’re coming from an employee level, you have to understand that you can’t stop just because there’s a wall. Clay, you talk about being a cowboy. You got to go over, under, around, through whatever way. You have to get through those problems because they’re gonna happen. And when you’re at the employee level, you don’t typically have to deal with them. Somebody else does. So if this is your first foray into this business ownership, just get through those walls like the Koolaid, man,

that’s a hot take. As we’re talking about grind, G, R I n d, The final three. Integrity. This is one thing I respect about Kanye West. You might hate him for it. He’s a guy zero, zero. Are you aware that as a general rule, Hollywood celebrities and rappers should not endorse right wing politicians? Are you aware of this? This unwritten rule? All of Hollywood, even though they may be closet, you know, they can act like that, you know, tapped into talks about integrity. Integrity means you’re indivisible, and just to come right out and go, I really don’t care what you think. This is a guy I’m supporting, even though nobody else agrees with you. Even his own wife. I mean, that’s the kind of integrity we’re talking about. You just gotta be indivisible. You’ve got to be. If you’re buying Oxi fresh, you just have to do great carpet cleaning every time. Hire high quality people. You can’t cut corners. That’s what Oxi fresh is all about. In non emotional Daniel Goleman, the clinical psychologist writes, if your abilities aren’t in hand, if you don’t have self awareness, if you’re not able to manage your distressing, your distressing emotions. If you can’t have empathy and have effective relationships, then no matter how smart you are, you’re not going to get very far. Matt, why don’t your Oxi fresh franchisees who are the most successful, not freak out all the time.

Best Franchisees aren’t just looking at us and saying, Hey, what’s next? They’re actually bringing new ideas. They’re out there in the field. They’re doing things to better their business and when you have 220 to 230 franchisees out there, if every single person did that, our business would grow exponentially larger because they’re out there and they’re running through scenarios. You know, even though we do this for 12 years, you know, if you do something enough, you’re gonna come across things that maybe we didn’t know or that maybe we need to investigate in or you know, do some research and development on. I mean, our entire commercial program came from a Franchisee that just went out there and had a conversation with a property manager and found out that our cleaning system at that time, pre 2010, we could actually save carpet that most companies would actually tell their customers, throw away that came from going out and having conversations and just letting people know that you’re giving them something that they don’t currently have right now. So the drive and the want to and the competitiveness. You know, if you don’t have those things and you don’t want to be the best, then you’re not going to be the best.


So you got, you got to be able to go out there and do it and then we say something here that’s, it’s, it’s kind of Cliche, but you know what it takes to be the best whatever it takes. So if you can look in there and say, I will do whatever it takes to be successful, no matter what comes, then most of the time you will. Because there’s really very few things that you come across that are difficult. It’s just, am I going to get up and go do it today or am I going to get up and go practice golf?

You know, the final, the final, a teaching point. I want to give our listeners today grind g, R I N D is discipline. Kanye West once wrote for me, giving up is harder than trying. I would just say this, whether you’re Kanye West, president trump or the president of an Oxi fresh franchise, you have to have the grind mind too. When you have to have the growth mindset, relentlessness integrity. You’ve got to be nonemotional to withstand the ongoing frustration needed to push through and to get into orbit and you have to have discipline mad. If somebody is out there and they’re looking to buy an Oxi fresh and they wanted to learn more about how to buy one, what’s the best way to get ahold of you and the Oxi fresh team?

Yeah, you can go onto the website and you can fill out the form for thrive time. Show, do it, go online, fill out the information. It’ll get sent directly to mike or myself and we will reach out to you and start the conversations. Um, you know, that’s the way I would do it because that way we can understand where you came from. It’s very important. Just like when you own a business to track where everything’s coming from as well as just, you know, come to the table with a willingness to learn the appetite for success. And then we’ll figure out if this is going to be a good option for you. It doesn’t cost a penny to investigate the potential successes of your future here.

Oxi fresh out the form to request some more information. Z, I promised to give all of our listeners a brophy national hug.

Zero. You aware of what a national August, I think I am, but clarify. I was asked to speak at o’reilly auto parts here. Professional, and it’s kind of a side hug now. Yes. You don’t want to hug a female employee or a male employee, you know, full frontal. He’s palm palm and he slapped back cut of a professional’s kind of where you decided the professional professional is where you go, you you hug on in and you’re like you said it’s kind of from the side a little bit and you do the Pat Pat on the back. Yeah, I promise I’ll give you that hug. I’ll go full frontal off to the side a little bit, so it’s not super weird. Pat Pat, kind of like you’re kind of high five and you grabbed Paul, pull each other and then you pat the back end. That’s listeners right?

For old fashioned hug. We’re still facing each other, but it’s not super awkward. Hips cock kind of chest out and if you just say the code word, which is Oxi fresh, I’ll hold it until it’s uncomfortable for both of us. I think that’s fair. That’s fair. So just it also also, I wrote a song for today’s show really well I’d like to have. Whenever you’re ready, I just want to get it in before we didn’t block or maybe little cow bell inhabit a little wood block and you’re ready. You’re ready. Do it right now. Yeah. You want to be. Get right. Here we go. Ready? I knew a man who liked to work and grind was his name. G R A N D I n d t Guy was his name. Oh, well that’s it. That’s the top of your head. Just off the top of my head. Brilliant. The talent level here. It’s really going up. Thank you.

I’m pretty blown away, right?

It’s a weird name for a dude, but I mean, you know. Hey, that was only male on male grinding.

Alright. Alright man. Have a good day. Bye. Bye.


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