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Hey, I’m Ryan Wimpey. I’m originally from Tulsa, born and raised here. I’ve definitely learned a lot about life design and making sure the business serves you. The linear workflow, the linear workflow for us in getting everything out on paper and documented is really important. We have workflows that are kind of all over the place. Having linear workflow and seeing that mapped out on multiple different boards is pretty awesome. That’s really helpful for me. The atmosphere here is awesome. I definitely just stared at the walls figuring out how to make my facility look like this place. This place rocks. It’s invigorating. The walls are super, it’s just very cool. The atmosphere is cool. The people are nice. It’s a pretty cool place to be. Very good learning atmosphere. I literally want to model it and steal everything that’s here at this facility and basically create it just on our business side. Play is hilarious. I literally laughed so hard that I started having tears yesterday. And we’ve been learning a lot, which, you know, we’ve been sitting here, we’ve been learning a lot, and so the humor definitely helps. It breaks it up. But the content is awesome, off the charts, and it’s very interactive. You can raise your hand. It’s not like you’re just listening to the professor speak. The wizard teaches, but the wizard interacts and he takes questions, so that’s awesome. If you’re not attending the conference, you’re missing about three quarters to half of your life. It’s probably worth a couple thousand dollars. You’re missing the thought process of someone that’s already started like nine profitable businesses. So not only is it a lot of good information but just getting in the thought process of Clay Clark or Dr. Zellner or any of the other coaches, getting in the thought process of how they’re starting all these businesses, to me just that is priceless. That’s money. Well we’re definitely not getting upsold here. My wife and I have attended conferences where they, where it was great information and then they upsold us like half the conference and I don’t want to like bang my head into a wall, and she’s like banging her head into the chair in front of her. Like, it’s good information, but we’re like, oh my gosh, I want to strangle you. Shut up and go with the presentation that we paid for. And that’s not here. There’s no upsells or anything, so that’s awesome. I hate that. Oh, that makes me angry. So, glad that’s not happening. So the cost of this conference is quite a bit cheaper than business college. I went to a small private liberal arts college and got a degree in business and I didn’t learn anything like they’re teaching here. I didn’t learn linear workflows. I learned stuff that I’m not using and I haven’t been using for the last nine years. So what they’re teaching here is actually way better than what I got at business school and I went what was actually ranked as a very good business school. I would definitely recommend that people would check out the Thrive 15 conference. The information that you’re gonna get is just very, very beneficial. And the mindset that you’re gonna get, that you’re gonna leave with, is just absolutely worth the price of a little bit of money and a few days worth of your time. Get ready to enter the Thrive Time Show. ♪ We started from the bottom, now we hit it ♪ ♪ We started from the bottom and we’ll show you how to get here We started from the bottom, now we here We started from the bottom, now we here We started from the bottom, now we’re on the top Teaching you the systems to get what we got Cousin Dixon’s on the hooks, I break down the books He’s bringing some wisdom and the good looks As the father of five, that’s where I’mma dive So if you see my wife and kids, please tell them hi If you see and see up on your radio and now 3, 2, 1, here we go! We started from the bottom now we hit it. We started from the bottom and that’s what we gotta do. Satisfied, loyal, trusting and committed customers are the primary driver of company growth and profitability. Important determinants of investor value. Some shows don’t need a celebrity narrator to introduce the show. But this show does. Two men. Eight kids, co-created by two different women. Thirteen multi-million dollar businesses. Ladies and gentlemen, welcome to the Thriving Timeshow. Yes, yes, yes, and yes! Thrive Nation, welcome back to another exciting edition of the Thrive Time Show on your radio and podcast download. For those of you listening for the first time, I am completely, right now, hopped up on DayQuil due to having the allergies. Matt, do the allergies get you in Colorado? I hear Colorado is a great place to go if you have allergies. I hear it’s an allergy-free place. Is that true, or are you completely devastated by the allergies when the weather changes, such as I am? Yeah, I don’t think that’s true. We have fields and weeds and cotton trees. Those are my thing. Cotton trees are my nemesis. So we have them. I think you guys just may have different ones out there. Where in Colorado is Oxifresh located? Oxifresh is in Lakewood, Colorado. It’s about 10 minutes west of downtown Denver, and the foothill is very close to Evergreen, which is the start of getting into the mountains there. If the listeners out there wanted to mail you a letter at OxyPress, they wanted to send you a nice heartfelt letter, what’s the corporate address? Can we talk about that? Sure. Our address is 143 Union Boulevard in Lakewood, Colorado. They can just send me as much mail as they want, I guess. Yeah, you got to Google search that stuff. It’s a beautiful. Call me and talk about the franchise. That’d be easier. No, it’s better. Matt prefers mail And when I say male, I mean both kinds of male. He prefers males to call him, and he prefers to receive male. So Matt, you want to talk about why you like males so much? Well, I hadn’t quite thought of it that way. Oxyfresh is diverse, folks. They have both men and women working at Oxyfresh. This just in, not just all males. Now, Matt, let’s really get into the heart of the issue on today’s show. We’re talking today from a book, we’re reading today from a book called The Value Profit Chain, written by James L. Heskett, W. Earl Sasser, Jr., and Leonard A. Schlesinger. Now I read this book because a very rich man, a man who had a company worth over a billion dollars called QuickTrip said read this book. And I thought, I’ve got to read this book. But then when I started reading it, Matt, it turns out it’s boring. And then I realized almost everything that I hate is what I need to do. You know what I mean? So it’s like ice cream, sex, drugs. People say, woo, it’s fun. Yeah, I mean, you don’t see a lot of people that find themselves too addicted to working out. You don’t see a ton of people. There are some, but you don’t see people who are like, I’m struggling with addiction to being disciplined and just being on time and being honest. I struggle with an addiction to purity. People struggle with addictions to things. So I think at OxyFresh, one of the things that John Burnett’s done well, one of the things that you’ve helped him to do and the team has done, is you guys have become kind of addicted to quality. And when I first heard about this book, the Value Profit Chain, it’s a Harvard case study, the subtitle is Treat Employees Like Customers and Customers Like Employees. I’m going to read from page number, well if you’re into Roman numerals at home, you do the XVI, right? Just look that up there folks, XVI. Wow, he’s getting deep. Here we go. Satisfied, loyal, trusting, and committed customers are the primary driver of company growth and profitability. Important determinants of investor value. Let me read it again. Satisfied, loyal, trusting, and committed customers are the primary driver of company growth and profitability. Important determinants of investor value. It turns out if you’re terrible, it costs a lot of money to be terrible. Matt, let’s dive into it. Oxifresh, what are some things that you do to create that culture where you guys are now addicted to excellence? Are you perfect? No. But what are some of the things, let’s start with the marketing, what are some of the things that you do at Oxifresh that help make sure the brand is performing at an excellent level. Yeah, and there’s a lot of different things you can do, but specifically to marketing, what we did was we took a very technology-driven stance to marketing, and we really kind of we drilled down and said, what are things that are super difficult for the average person, regardless if they own a bench or not, in terms of understanding when it comes to technology around marketing? And, you know, everyone says, you know, you can go on and build a Google page, for instance. Anyone can do that, but it’s how you build a Google page, right? And you can go on and build a website with WordPress. Anybody could do that, but it’s how you build that website and the keywords in there and how you drive traffic to those websites and your Google pages. So, specifically to marketing, there’s one part about that that’s relationships. And having, you know, positive relations with your vendors that allow your franchisees to take advantage of better pricing and more integrated programs that go into our scheduling center and our scheduling software so we can track it. That’s a big one. But also in terms of technology, like I mentioned, we reduce the amount of tech, what I call, you know, tech savviness, if you will, or your ability to actually try to dive into Google or Facebook or Yelp. We’re building these pages to spec for the industry that we’re in and the specific service locations that you’re going to be at, and we build them the way they need to be built so that you can focus as a franchisee on getting the reviews and doing a good job while in the home or business, not have to hire a tech team or not have to invest a lot of your time in understanding the very, very intricate back end of that. That has become a staple of our marketing program. We’re the number one searched carpet cleaning company in America over the last 10 years by Google Analytics. Even though we have a lot less locations than some of the people that we compete with, it’s because we’ve spent the time in developing these programs for our franchisees locally. That’s a big, big part of how we can really control quality in our marketing on a local level for our franchisees. You know, if I had a dollar for every time that I complimented the intricacies of your back-end Matt, I would have a lot of dollars. I’ve just never, you know what I mean, a lot of times I’m like hey Barnett can I get a dollar every time I compliment Matt Klein’s intricacy of his, the detail, the intricacy of his back-end and he’s like no you would have too many dollars we’re gonna make profit here. Okay, let that just sink in there, folks. I was done. I didn’t know what else to say. That’s fine. Some of the listeners at home are going, whoa, there’s a lot of male conversations. Now we’re complimenting the intricacy of the back end. We say, what’s the common denominator? It’s when you get me hopped up on Dakeville, that’s where I go. You say, it’s top of mind, tip of tongue, it just happens. Josh Wilson, speaking of intricacies and back ends, and Matt preferring to be reached via mail, and preferring to work with mail, I want to ask you here, talk to me about living water irrigation, the marketing excellence, because could you do things better? Sure. Are we getting better? Yeah. But let’s talk about just today, and Christmas lights, and kind of our coaching meeting today, because we caught some spelling errors and things we’re working through, but talk to the listeners out there about the attention to detail that has to go in to actually launching a marketing campaign. Absolutely, so we’ve been working on number one, Google listing, number two, our retargeting ads, our Facebook ads, our landing page for Christmas lights, then going out and gathering those organic reviews for those things. So that’s what we worked on to start with was getting those things in place so that now we can go attack the marketplace to go put up a whole bunch of lights. Do you like logging into AdWords and AdRoll and Facebook and your landing page and changing text and coding out websites, Josh? The intricacies of my back end would not enjoy doing that on a day-to-day monotonous tasks that it works. That if you do these things, they are profitable in the end. Now, I want to talk about this, Matt. So, you’re saying if I buy an Oxifresh right now, you guys handle the intricacies of your back end? Our back end, your back end, their back end. You handle it for people. Yeah, we do. And that’s an important part. So, you know, again, we try to alleviate those things that we feel like would be mountains too hard to climb on a daily basis, so our team handles that. We’ve taken a very, you know, we’ve really targeted our marketing efforts with one part of our marketing team on just local online presences for all of our franchisees across the country. When I say that, I mean our team is literally going to work with you on the local market, the cities that were in there, the competition in those cities, where and how we need to build those pages so that you can actually start grabbing market share from all areas of your territory, not just one. Right, so it is a multi-tiered approach to being able to dominate a local market online. All of our other marketing stacks on top of that, but that’s the very basis. That’s where we start. So let’s say that I buy an Oxifresh and now I have marketing excellence. Now we’ve got to go clean some carpets. We’ve got to train some people. And on the service profit chain, we’re going deep into the book. We’re on page one now. Page one, it reads here, most decisions, this is the Harvard case study, by the way, on like Walmart, Vanguard, UPS, huge companies, how they do it well. It says, most decisions made by managers either destroy long-term value or don’t create any. So let’s talk about that for a second. How can I screw it up? Let’s say I have a ton of leads coming in. I own an Oxifresh and I have a lot of leads coming in, Matt. How can I screw it up? Because people want to, apparently, according to this book, people by default want to screw it up. Now this book is a deep dive case study into the profitability of Home Depot, Southwest Airlines, FedEx. And this book is breaking down the case studies of how they do it. How can I possibly screw up my Oxifresh through poor management? What should I not do? Yeah, you shouldn’t hire someone, give them the equipment, you know, let them see the job on, you know, one time and then send them out on your own. I mean, you want to spend the time with the resources we have available, for instance, our online university, Oxford University. I mean, you got to do that. You got to test out. It’s a real course that you need to take as a technician to show your knowledge level of what you’re going to be doing. And you have to pass that at a 90 percent before we can open your schedule. Right. But that’s also going to be stacked on top of at least minimum, a full week of a full schedule of doing jobs with a professional technician that they’ve had the experience and knowledge to be able to train you. Right. It’s not just on the X’s and O’s of the cleaning. It’s on the customer service, call ahead, walkthroughs, right? We go by a three while system, you got to allow that customer three times while at that property. Let’s dive into that. I want to dive into that for a second. Sorry to cut you off. Cut off here for me. I want to dive into the three wows. I want to get into that because the three wows are so powerful. Break down the three wows. I’m so sorry if I cut you off there. We just had a little glitch. No, that’s okay. Yeah, the three wows are very important. I would say anybody that runs a business that’s doing a service. It’s a little bit harder to wow someone with a product because they’re just going to use our product. I mean the product itself is wow. But with a service you have a lot more options to be able to wow that customer in a variety of ways. You go by the three wow system and there could be a variety of things you do here. But first and foremost you should wow that customer before you get there. Right. If you break down that wall because they’ve never met you before, you do something for them before you’ve ever even been there. Right. Whether it’s picking up a coffee or something for them, picking up a newspaper. When you’re walking up to the home, maybe you take that kid’s bicycle that’s on the sidewalk and bring it up. All you’re doing is something that helps that property or that person without any expectation. What you’re trying to do is make the relationship between you and that person, when you’re there, as positive as possible. And that’s a pretty good start. So that’s one. The other thing you need to do is you need to go above and beyond in your walkthroughs So I’m talking specifically about oxy fresh. You can kind of tailor this to whatever industry you’re in But for us we’re gonna do a walkthrough We want to not only just say okay, we’re here to clean five rooms and that’s it great You’re gonna walk through you’re gonna diagnose that property You’re gonna figure out where they’re what they’re looking to get accomplished and then you’re gonna let them know that you can do it Maybe what you can’t do You’re gonna maybe look at their property and diagnose in a way that says, have you ever thought about this stain right here in the corner? Right, we can get that out. You know, I think again, you know, so you just want to be able to do something for that customer that they didn’t expect you were going to do while you’re there. Right, the cleaning system alone should give them a wow. Or if it doesn’t, you set unrealistic expectations. Right, and then you should find something else on that job that will make that customer’s property better. I’ll use this example. It’s a very good one. So maybe you’re going up the stairs and you see a big piece of string that’s hanging off the carpet. Okay? Instead of just passing that, maybe ask that customer for a pair of scissors, cut that off, hand them the scissors and that piece. Right? It’s showing that customer that you’re going to go above and beyond the normal call of duty to help them with their property and the service provided. If you can create a three-while system, your likelihood of getting a positive view goes through the roof, your likelihood of getting a tip goes through the roof, and your likelihood of getting them and their friends back goes up exponentially. Are you saying that when we over-deliver over time, we might just get overpaid? Are you saying the law of reciprocity? Are you saying do unto others as we should want, you know, as we would have them do unto us? Are you trying to talk to me? Are you saying that we shouldn’t just mail it in back to the mail theme? You’re saying we should actually show up and not just mail it in. We should actually do a great job. What are you? What? What? Matt, what do you say? I’m saying exactly that. I mean, these people are hiring you, they trust you, they’ve probably looked at your reviews online and know that you’re a good company already, it would be a travesty if you didn’t live up to those expectations, right? So you should do that and go above and beyond. And there’s two parts of this. One is the actual technician that I just mentioned. The other is the owner. You got to give that employee, whoever’s doing the job, the confidence in their approach to be able to allow them to do those things and step beyond their comfort levels and have those open conversations and maybe make that customer laugh a little bit, maybe build a relationship with them. So yes, it’s multi-tiered, but if you do all those steps, your business will be in very good hands and your customers will want you back. Now there’s a lot of steps you said there. Do you have checklists when I buy an Oxifresh? Are there checklists or is it a bunch of verbal tribal knowledge? I mean is it like a written down like do this do that or is it all just verbal tribal knowledge? No it’s written down it needs to be not only trained to the owner passed down to the technician through check checklists and through training processes. I mean for us it’s basically a rinse and repeat type of process. That’s one thing that we do at Quality Control. Our cleaning system doesn’t vary. So you can get your carves cleaned here or- Okay, wait a second. I want to make- Devin is one of our web developers. I’m going to allow Devin to ask you any questions about the OxiFresh process. If we’re picturing a timeline from left to right, we start with the marketing, right? We start with generating leads, marketing, we talked about that. To quote you, I’m going to quote you real quick. I want to tell me if this is the right quote, because I feel like I’m quoting you. Hi, I’m Matt Klein. Let us handle your back end, and don’t let a new technician handle your equipment. Is that right, Matt? That is exactly it. Okay, nice. Okay, so the marketing, you guys handle the marketing at OxyPren. You, I got Devin going there. Does he, I got, I. I got. I got Devin going. So the marketing, you guys handle that. So I don’t have to mess around with passwords and logins and digital clutter. I don’t have to deal with that. But then the leads come in and we’re talking about cleaning the carpets. But you guys at OxiFresh answer the phone too, right? You answer the phone. That’s what we do. You answer the phone, right? Yeah. And let me just be clear on the, we help you with a lot of marketing, but it’s not fully on the home office. So there’s things you’re going to do locally. There’s vendors that we work with, for instance, like ValPak and Pay-Per-Click options online and HomeAdvisor and Thumbtack. And there’s always companies coming in and go, we build those relationships, and you can take advantage of those. But we do build your online presence for you and help you with those. That’s totally crap. I can’t believe you make franchisees do anything. Well, unfortunately, we do. I just want to buy, I want to give you 60 grand and you give me back 600 grand. That’s what I want to play. I want to play the franchise game as I see it, which is I would like to do nothing. Now, Devin, what questions do you have for Matt Klein about either the way the call center runs or the way the marketing is done, or their systems they have, because somebody out there is thinking right now about buying a franchise, whether it be a Little Caesars, or an OxyFresh, or a Sports Clips, or whatever. I know they have some questions, and you’re a curious man. What questions do you have for so-so fine Matt Klein, the man who handles the back end for America and prefers mail? Hey, Matt. I guess one of the questions that I’ve always been interested with franchising, like whenever you’re getting into a franchise and you’re getting started and everything like that, what are kind of those first steps? Oh, the onboarding checklist. You’re assuming that someone already bought one. You’re talking about after I bought a franchise, what are the first steps? Yeah, what happens? Yeah. So, again, so specifically for us, we have franchise coaches. And let’s just talk about Rob. Rob’s the head of our franchise coaching department. So the first thing you’re going to do is we’re going to, he’s got a whole spreadsheet checklist item. So what he’s going to do is he’s going to walk through the checklist, like for instance, insurance. You want to have your insurance for your business before you get going. You want to set up things like credit card processing, payroll companies if you’re not doing the job. Right, so essentially that very first step, what we’re going to do is we’re going to build your infrastructure for your business, right, so that you can actually start to take jobs. Got it. Hey, real quick, you’re talking about some sexy stuff. You’re talking about onboarding, checklists, insurance. I mean, wow. People love that. Devin, continue interrogating Mac. This is the hot stuff. I’m going to let this play out for a minute here. Oh man. I like the ambiance we have here on this male-themed show. Yeah, so we’re up and going. We get all the onboarding taken care of. Oh yeah. So, do the leads just start pouring in? How does that work? Do the leads start pouring in, Matt Klein? Go ahead, Culler. They do not just start pouring in. So, the next step you’re going to do once your actual infrastructure is set up, we’re gonna start building your Google pages, your Facebook pages, your Yelp pages, your local websites tailored to the franchisee, their backstory, so somebody can put a face to the ownership of that actual company. Right, and then what you’re going to do is we’re going to start establishing the relationship through the vendors that we have marketing-wise. Because as soon as you actually get your equipment, which is about a week and a half from when you pay, you can actually start doing jobs with friends and family and really getting the hang of it, whoever’s going to be your technician. So part of that checklist is going to be building and establishing your marketing program locally and customized to where you’re at, right? And you’re going to have launch points on that. You’re going to complete the online university at some point within the first week of becoming a franchise. Whoever’s going to have managerial power or whoever’s going to be in the field, you need to complete that online university. Okay? And then you’re going to get a vehicle, right? There’s got to be a vehicle somewhere to get you to the jobs. So you can pick and choose the flexibility. We have a fleet program. So if you choose to go to the fleet program, Rob and his team are going to help you bridge that gap between that vendor and getting a nice vehicle that’s wrapped, logoed. If you don’t, you get a different type of vehicle, we wrap that, so then you have the vehicle. Now you have the equipment, the vehicle, you have the experience and training to be able to do the job, the marketing plan is created and built, right? And then we’re gonna start seeing customers calling in, you’re gonna start looking at your schedule about every 14 seconds, looking for new jobs. Real quick, real quick, real quick. And then you’re gonna be able to start running that thing. Matt, sorry, I know that the franchising is regulated by the federal government, so on the franchise disclosure document, everything you’re saying has to be vetted, and I want to make sure you’re not saying anything inaccurate. I watch you. You said you can start to watch the calls come in. Do you, as a franchisee, do they just sit there and watch the phones ring? Tell me, what do we have to do? You say watch. I want to make sure we’re not misleading. Because some people are thinking I have to go to the call center to watch the phone ring. I mean, educate us. There’s a lot of confusion there. A lot of people are very upset right now. A lot of people. Sorry to confuse you. Yeah. But as those customers start finding you, whether it’s on Google or through a mailer or whether you’re going out and getting jobs through business development, right, they’re going to have a number to call. It goes to our scheduling center. Once they actually answer those phone calls, give accurate quotes, explain the cleaning system, and find a time that works for that customer. They book that job. It goes automatically right into the schedule for the time. And that’s when you as an owner get to start, you know, reaping the benefits, start seeing the jobs coming in. You start using the tools to see where those customers are coming from, right? And then you have your employee or yourself, whoever’s doing the jobs, out there doing the jobs, closing out the work orders, getting paid. Alright, so it’s just natural when you first get a business you just look at your schedule. Speaking of natural, are you still doing the whole no shampoo thing? Not doing it. Really? You’re back on the shampoo train? No shampoo train. Seriously? No shampoo ever? Never. Do you use a body wash? A scrub? Toothpaste? What do you use it? Well, yeah, I wash my body. I just don’t wash my own. Please explain this to the listeners. This is powerful. This is powerful. This is powerful. Power in these words. Power in these words. At OxyFresh, if I write on my hands with a sharpie. I can put my hands in a non-wet cleaning solution that you guys have created. It’s dry. It almost feels like, I don’t know, it feels like maybe sawdust or something. And I put my hand and I rotate it and the marker comes off. Is this true? It is true. We have a product that specifically will take out oils and greases and things like that. It’s made specific for that. Your hands have a lot of grease and oil in them. You can mark as much as you want with a marker, put that on there, rub it, and it’ll come right out. Do you wash your hair with this? You got me. That’s it. That’s what you’re doing. The reason I use this, too, is because I use our product in my hair. So I’m Matt Klein and I just prefer to wash my hair with a dry, it’s odor free, it’s dry. We use ten times less water than a stainless steamer and I wash my hair. I love Oxysprush so much, not only do I own a franchise, but I sell the franchises and I use my carpet cleaning service to clean my mop. Matt, I mean you’re all in buddy, you’re all in. I’m all in. A lot of people say you’re drinking the Kool-Aid. I say I’m just using the formula. Here we go. So you’re talking about, right now, we do the marketing, turnkey, you handle it. The call center, you guys handle it. There are things we have to do with the marketing. We have to get Google reviews. We have to spend some money on advertising as a franchisee. But you guys handle all the technical crap. Then the phones ring. You answer the phone. Then I clean. You provide the systems. Now it’s getting to that point where you’re like, I’m going to clean my mouth. I’m going to clean my mouth. I’m going to clean my mouth. I’m going to clean my mouth. Then the phones ring, you answer the phone, then I clean, you provide the systems. Now it’s getting to that hot stuff, Josh. People want to talk, people are saying to me, Clay, let’s talk about accounting. Oh, that’s sexy. Woo! People are wanting to talk about accounting. I get usually an email a year from somebody saying, can we talk about accounting? Oh, so that’s not crashing the server? Accounting’s not a… I mean, it’s one email, Matt, it’s crazy. can we talk about accounting? Now it turns out that if you have a business and you’re keeping score, the money is the score. The scoreboard is the truth and the scoreboard is the money in the bank. If we’re playing a game, then the money in the bank is the score. Matt, let’s talk about accounting because I They’re a little bit adverse to, they’re a little bit, you know, people don’t want to talk about accounting. But what kind of accounting do I have to do as an Oxifresh? Let’s talk about accounting and let’s really go off the deep end. Let’s get into insurance and accounting and legal. Legal insurance accounting. I’m sorry to kill all the listeners simultaneously, but what legal requirements, accounting requirements, talk to me about what do I have to do as an OxyPress owner? Yeah, so when you first start, obviously you’re going to have to have a business entity. Depending on how you purchase that franchise can dictate how you need to build that, whether it’s an LLC or an S-corp or a C-corp, and we can explain all that. Some people get legal counsel on the FDD just because it’s a large legal document. Typically if you do that, you want to have a franchise attorney read it because the language is a little bit different. But all that stuff, now you’re a franchise, you’ve done all that, you have your business entity. In terms of this ongoing, we don’t have a whole bunch of moving parts, but you’re going to want to have an accountant either on staff always, just doing quarterly checks with you, or just at the end of the year have an accountant if your books are in order. On our end, in our CRM platform, our customer relationship management software, where you actually have your schedule and all of your customers and your sales numbers. You’ll have access to that all the time to give to your actual accountant. Really? The nice thing about technology now with QuickBooks, for instance, it’s all online. Everything kind of plays with itself. So as long as, again, you have your chart of accounts in order, right, there’s not a whole bunch of moving parts. So as soon as you’re categorized, you know, whether it’s, you know, marketing, it automatically gets categorized in the marketing department, whether it’s sales, so all that happens. Okay, legal in terms of lawyers, there’s not a whole bunch of people that keep lawyers on retainers. Come on, I want to pay a lawyer, I want to spend a ton of money on legal fees and logos and LLCs, what kind of legal fees can I pay? What can I expect to pay? Because I know the listeners out there want to spend a lot of their money on legal fees. Well, most people want to spend absolutely nothing on legal fees unless they have to. The only thing I typically see, again, unless you’re in a corporation where you have multiple companies working for you, with Ops and Fresh specifically, typically the only thing I see for a legal fee is in the beginning for someone to review that FDD and make you feel comfortable with the language and answer any questions that you may have with the FDD, the Franchise Disclosure Document. I rarely see any type of legal fees on an ongoing basis with any of our companies. Again, it’s not typically required unless you have something going on that suggests you need legal counsel. The accounting, most people have some sort of accounting budget, whether it’s having an accountant check in your books consistently or having an accountant do your accounting services at the end of the year. Now Matt, we have enough time for one more question. And if the listeners out there go to thrivetimeshow.com forward slash oxyfresh. That’s thrivetimeshow.com forward slash oxyfresh. You can learn everything you need to know about getting in contact with Oxyfresh. Or you can make it difficult to track and go to oxyfresh.com directly. Either way, oxyfresh.com or thrivetimeshow.com, forward slash oxyfresh, and the team will answer your questions and they’ll see if it’s a good fit for you. It’s a great opportunity for you for 60 grand or less, about $60,000. You could buy a business vehicle that has the opportunity to create time freedom and financial freedom for your family, or you could go out and buy a big vehicle, like a big, like a Suburban or something. But man, I’ve got this audio clip of you coaching one of your friends. Who typically coaches the franchises right now? Is it Rob? Yeah, Rob and his coaches will do the coaching program. This is Rob. There’s also specific people from each department that will help you with. Kind of embarrassing here, Josh, but this is Rob on a coaching call with one of the new franchisees. Make sure he hears this, okay? This is Rob and I apologize. I mean, again, a lot of times, Devin, I mean, there’s a lot of, you and I, I mean, we work usually 30 feet apart, so there’s a lot of miscommunication that can happen. So Devin, a lot of times I say, Devin, load up the sound clips for the show, and then he has headphones on, and sometimes I find out he didn’t even hear me, sometimes I find out I clicked the wrong button, and you know, there’s a lot of mistakes that can happen, This is what I believe to be Rob’s last coaching call with a franchisee. I just want you to explain what is happening here, because I think listeners want to know what does it look like when I’m getting coached. Here’s a new franchisee. So let me cue up the audio here. This is Rob. Yeah, that’s good. That’s good. Very nice posture. Yes. Encouragement. So I will transfer you my energy. I will transfer my karma. Here is my karma on you. Jason! You have a great aura. Yes. Jason! Encouragement! Yes! This is a great way to stretch. Yeah. You see? You can do this with your partner as well. Let’s ride this energy out. Yeah. Yes. This fire has just started and we will not put it out. What is he doing? I don’t really know that much. Matt, what was Rob talking about there? I think that was more so of a motivational call rather than maybe an operational call, which he’s very good at, too. He’ll get into it with you. I don’t want the listeners to think that your coaching calls with OxiFresh are weird, so I’m glad we cleared that up because somebody could think, wow, that coaching could get weird. So now that we’ve queued up that audio and played that, I feel good. I think we can leave it there. So Matt, thank you so much for putting up with me. I’m going to go take some more sips of DayQuil, and I will talk to you next week. All right, awesome. I appreciate everyone’s time, and I hope everyone has a good day. Thank you. Take care. Bye. And now, without any further ado, 3, 2, 1, boom! I know many of you have had a challenging year. Many of you watching this have a successful company. Many of you have a business that has struggled. Maybe you’ve had a business that you’ve just, for whatever reason, have never been able to get over the hump. Maybe you’ve always been just kind of stuck in a rut, and that’s become your normal. Maybe you went from the goal you used to have a goal to thrive, and now your goal is just to survive. Well, to build your faith and to build your encouragement that you have the mental capacity and the tenacity needed to succeed, I thought I would get one of our younger success stories on the Thrive Time show, so you can talk to an entrepreneur who I don’t believe is yet 30 years old, but yet is still achieving massive success. Stephanie, welcome onto the Thrive Time show. How are you? Good, Clay, thank you. So, Stephanie, where’s home for you? I live in rural western Wisconsin, so Sparta, Wisconsin. And how did you originally hear about the Thrive Time Show business consulting program? I heard about you guys actually through Entrepreneurs on Fire. You did an interview with JD over there. And do you remember where you were when you first heard that show? I was cleaning a house actually. Well you’re cleaning a house in Wisconsin and from the time that you… I remember the exact house yep. So from the time that you decided to get up the courage needed to schedule a call until now how much have you grown? 1,462%. 1,462%. And what kind of time frame has that been, the time that you reached out to now? Yep. I reached out, we started working together in March of 2020. It is October, end of October 2021. So, you know, year and a half. Wow. Okay. So, we’ve done a lot together. And many things you’ve done very, very well. And so I thought I’d do on today’s show is I’m going to bring up the things that you’ve been able to implement that we’ve taught you. And I’d love to get your take on how you’ve been able to implement these. I’m going to go through 10 core systems that I believe you’ve been able to implement well and I’d like to get your take on it. First off, you were not resistant to the idea of upgrading your branding. You were not resistant to the idea of upgrading your website, print pieces. You actually leaned in and you wanted to get it done and get it done quickly. Talk to the listeners out there about how having an upgraded website has helped you. Yeah, the just overwhelming professionalism that people get from visiting our website just really blows them away to make them like realize that we are professional and that we stand apart from everybody else in the area. So the website was key. I also think one thing that a lot of clients probably get stuck on is being like too nitpicky about things and just like wanting it perfect as opposed to wanting it done. So I think the biggest thing is get it done. We can always change things later, but it’s better to have an awesome website than a perfect website like right now, you know. And now step two, we optimized your website. A lot of people have great websites that look wonderful, but they’re not canonically compliant. They’re not indexable. They’re not searchable. So therefore humans on the planet Earth who are using search engines can’t find them. You, again, you didn’t push back. You leaned into it. Talk to the listeners out there about how optimizing your website has helped increase your leads. Oh, definitely. So Google leads are like huge for us and people finding our website are huge. So writing the content articles, making sure those keywords are showing up. We’re showing up when people search, you know, health cleanings, or whatever, they’re searching whatever search terms we’re trying to show up for. So that’s huge. And of course, the review side of things is huge too for pointing people towards our website. Okay, you jumped ahead on my little cheat sheet here, but step three, gathering objective reviews from your happy clients. Talk to the listeners out there about the importance of gathering objective Google reviews from your happy clients. Oh, it’s so important. Like when I started working with Thrive, I definitely didn’t think like I needed to focus on that. I think I had 12 Google reviews when we started working together. And now between the two locations, we have, I think like 210 or something like that, like five-star reviews, all real. And when people find us, I mean, it’s not even a how much do you cost, it’s when can you come? I don’t care how much you cost. So people are ready to close like that. Now, step four is building a transparent and easy to understand sales system. You know, a pricing structure where somebody who maybe is not the most complicated individual, somebody who’s very simple like me could understand your pricing real quickly. Again, you’ve leaned in on that. You’ve been great to work with. Talk to the listeners about the importance of having a simple to understand pricing structure that your ideal and likely buyer can understand immediately. You just want them to not be confused. They’re like, why is this like this or whatever? And also from the like inside perspective of the managers or whoever is answering your phone, they need to be able to quickly answer questions and stuff without having a lot of training. So it needs to be able to be in like the sales script when they’re doing a call that they can just very quickly know what the numbers are and not have to be complex about it. Now, step five is implementing sales scripting. You have done a great job of implementing sales scripting and so many entrepreneurs, I’m telling you, oh, they say, I don’t wanna do a script because I don’t wanna sound like I’m reading a script. I don’t want my staff to be sounding like they’re reading. I want my team to have their own personality. I want them to embrace their true selves. And therefore, when their phone rings at their local business, every time their phone rings, it’s just like a minefield. You never know if the phone’s going to be answered professionally, if it’ll be answered at all. You never know what people are going to say. Nothing’s written down. It becomes a verbal tribal tradition. It becomes a celebration of Jackassery. Tell the listeners out there, why have you embraced sales scripting and how has it helped your company? Sales scripts are amazing, as well as, of course, the call recording so that we can hold people accountable to the sales script. But it just takes all the guesswork and then all of the variables of what people say are removed so that if something’s not working, we’re able to pinpoint what that is and tweak one thing as opposed to whatever the people are deciding to say. So, and it also like, it’s just, it flows really nicely and it doesn’t sound robotic at all once you get used to it. It’s like I could, I could say it off the top of my head, the exact scripts we use and we know they close and that way we know it works instead of just people doing whatever they feel like. Now, you also implemented a quality control checklist system where basically it’s not in people’s minds. They don’t have to remember, your technicians don’t have to remember what they’re supposed to do. There’s a checklist for everything. I mean, everything, when you go into clean a home or a commercial business, there’s a checklist for everything. Talk to the listeners out there about the mind freedom that you’ve experienced since, you know, taking it out of your head and putting it on a checklist. Yeah, it just makes it so simple because it’s like, here’s the standard the cleaning tech is responsible for and is going to be held accountable to. And if that’s not hit, then we know that there’s a problem. They don’t get to say like, well, I didn’t know. They don’t get to say, I didn’t know. And then on the client side, they have expectations set. Instead of them setting the expectation, we are setting the expectation, as opposed to them being like, well, I thought you guys were gonna clean my gutters. It’s like, well, it ain’t on the checklist, so we’re not gonna clean your gutters, you know? Now, knowing and optimizing your numbers in terms of the financial aspects of the company, again, you’ve leaned into that. A lot of people who are into fitness, I find, lean into that. They want to know how much they weigh, what their body fat percentage is, how many calories they’re eating. People that don’t want to lean into fitness don’t want to know how many calories they’re eating, don’t want to know their body fat percentage. People that are into artwork and doing well at art, musicians. I’ve worked with a lot of musicians. Musicians that are good want to know how they sound. They want to hear themselves. People that are not good don’t want to hear themselves. Great ballet dancers and performers want to see themselves in a mirror. They want to analyze. Great builders want to see checklists and processes and blueprints. People that accountants who are good at their job, they want to know the numbers. Entrepreneurs who are not good at entrepreneurship never want to know their numbers. Talk to the listeners out there about the importance of knowing and optimizing your numbers, actually knowing how much profit you’re going to make per job. Yeah, I would say number one most important thing in my opinion is the tracking sheet that we implement together and that every single day I’m in the tracking sheet and knowing exactly where my business is, especially now I’m very removed from the day-to-day kind of operations to a point. I’m not answering the phones, I’m not doing this, I’m not seeing the complaints or any quality issues or whatever. But I have my finger on the pulse of my business and every single aspect of the revenue, expenses, leads, closing rates, number of appointments, number of reviews, number of photos that are getting uploaded, like just everything you could possibly know about the business, I know. So I’m never questioning or going off of emotion, because that’s not what we want to do. We want to go off of facts and numbers. And so I know that we’re growing or whatever, we’re closing, et cetera, et cetera, because the numbers don’t lie. So I love the tracking sheet, and I think it’s the number one thing that people should implement. If they don’t do nothing else, they need to know their numbers. Now you’ve attended a multiple in-person, two-day interactive business workshops. And the reason why we include that is a quasi-free service. What do I mean by that? I mean, it’s not a revenue generator for me. If you’re a client of mine, I say, hey, you can come to these events. We make it very, very affordable. If you’re not a client, you can pay $250 to attend the workshop. And if you’re in a tight spot, we have scholarship tickets available. But the point is everybody can afford to attend. Can you explain how the interactive business workshops have actually helped you to maybe further understand the path or to get a whole picture view of the actual business plan? Yeah, I love the conferences because I always walk away with action items even though like I go over these things with my coach every week. It’s just I always walk away with something like wow, I get like a fresh perspective on things because you’re interacting with a lot of other business owners and bouncing ideas off of each other and hearing what worked for them or what people are struggling with. And of course, then having you explain it in the way that you do, it just makes it very actionable. I always go away with, this is what I need to do on Monday to make these things happen. It’s not just this motivational thing. Do you laugh a little bit? Do you have a little bit of fun? I do. I have a lot of fun at the conferences. Okay. And what kind of people attend the conferences? Not liberals. Oh, that’s funny. Yeah, no, it seems like all, we start at 7 a.m. and it seems like, you know, the entrepreneurs are like, this is awesome. We start at 7, I can be done by 3, I can still make some calls. I mean, again, it’s a lot of fun. I mean, I’m not a big fan of the liberal. I’m not a big fan of the liberal. I’m not a big fan of the liberal. I’m not a big fan of the liberal. Awesome, we start at seven, I can be done by three, I can still make some calls. Again, you’re sitting next to people that have had massive success, people that have been in the program for years. Is that helpful to sit next to other people that have actually helped you? Oh my, I can’t even, like the people I’ve met there, have been like, they’ve changed my life. Like obviously you guys have all changed my life, literally, I’m not just blowing smoke here. But meeting the people, you know, Like, you know, we’re on a friend basis. We have calls all the time. Like, just the people that I’ve met are just, it’s life changing. What is your website if people right now want to go online and they want to look up your website and kind of, you know, see who you are and what you’re all about? Yeah, it is www.serene-clean.com. And okay, so you came to the workshop, you’ve implemented the tracking sheet, the group interview. People say, it’s so hard to find people. I’ve never had a hard time finding people. Even right now, I don’t have a hard time finding people, but I can tell you it’s a system that I’ve applied. It’s a proven system, a proven process that I’ve done. I’ve been doing this process of hiring people. This marks, I know it’s crazy, 22 years of doing the same system every week, interviewing people, 22 years I’ve been doing this. I’m a 40-year-old person. I’ve been doing the group interview for 22 years. Can you talk about the importance of doing the group interview and how it’s changed your business? Oh, it’s so important. Like that has been, I would say that’s a big game changer too because I always have candidates like ready to go when something happens. And you know, in the past two months, we’ve taken on a huge contract and I have hired probably 40 people and somebody quit today, somebody quit yesterday. I fired somebody three days ago, it doesn’t matter, next, next, next, you know, so it’s amazing. Just a little context, just so you know, things that will get you fired if you’re out there and you don’t know about serene-clean.com. If you’re not on time, if you don’t honor your commitments to the client, you’re gonna get fired. And there are certain people on the planet Earth that don’t want to honor their commitments to their client and they don’t wanna show up on time and therefore you’re not a good fit for Serene Clean. So she’s not running around just randomly firing people, she’s just saying, if you have a certain standard and expectation, and on behalf of the customer, because you’re a customer advocate, you’re saying this is the standard we have to deliver at. Now, next thing, step number 11 here, you pay yourself well and you don’t apologize for it. Now, it is gonna be said that you actually make more money now per month than many people make per year. And I repeat that, you make now more money per month than many people now make per year. And you’ve learned to pay yourself well and not apologize for it. But I knew you, you know, going back to when you first called us to where, you know, you were really grinding to make it work and now you’re doing really well. Now that you’re paying yourself well and not apologizing for it, are you able to enjoy more time freedom to work out, to read, to spend time with family, friends, to think more meta on your business or how has that impacted you? Oh yeah, definitely not having to worry about income is really empowering and also of course that just allows you to do a lot of good in the world because number one, we’re here to make money, but money is just a tool. And so that allows us to help the community, help our families, buy cool stuff, of course, but the time freedom is really, that’s the whole point of this for me, is I don’t want to have to be anywhere I don’t want to be at any given time. So, and now I can do that. Now, final thing is you’ve been able to sustain diligence and accountability. What does that mean? Diligence is where it’s the steady application of effort over time. It’s like long after the motivation, the big idea wears off. You know, there’s always the excitement of a new idea. Woo, new idea. Yes, new idea. Love the new idea. Just had a new idea. I should buy a boat. I should buy, I should start a company. It should be called Serene Clean. Well, long after that idea has worn off, then diligence kicks in. And diligence is a steady application of effort. If you’re out there and you’ve ever played sports at a high level, you’ve ever been a top-notch speaker, you’ve ever been a top musician, anybody out there who’s done anything at a high level, you know the level of preparation is what prepares you for the ovations. Again, the preparation is what prepares you for the ovations. And then, but everybody out there, if you have a sound mind and you’re being honest, you need a little bit of accountability. We all need accountability. Somebody that can hold us accountable to push through goals, push through obstacles that made that time seem insurmountable. You know, sometimes it’s like, it seems overwhelming. How has the weekly meeting and the accountability helped you to stay diligent and consistent over time? Yeah, I love that. My coach definitely like holds me, because everybody needs to be held accountable no matter how high achieving you think you are. And obviously like, you know, the pig-headed discipline is awesome to have that, but you still need somebody to hold you accountable. And like, for me, you know, there’s certain things, like there’s always some place that you can do better and improve on. And so what my coach, Bloomer, he always, you know, it’s like, okay, it’s been two weeks now. You haven’t gotten a video review. What’s going on? And it’s like, I don’t like getting video reviews. Like he’s calling me out on it. I love that because like, I hate it, but I love it. And because that’s, we need to be told where we’re failing. I mean, they’re telling us where we’re good, but we need to be told where we’re failing. Oh, that’s amazing. Now, again, you are a diligent woman who’s reached out. We only take on 160 clients. I think you certainly occupy one of those spaces as well. And what’s interesting is, you know, last year our average client grew by 104% and we didn’t have any client that grew by over 500%. So 1,462% is certainly gonna impact that average. What advice would you have for anybody out there listening who’s contemplating going to thrivetimeshow.com forward slash EO fire to schedule a consultation? Because again, if people want to schedule a free consultation with me, I don’t charge for that. We do have call screeners. They’re going to make sure I’m not wasting your time and you’re not wasting my time to see if you’re a good fit. But there’s people out there contemplating going to thrivetimeshow.com, forward slash EOfire.com. That’s thrivetimeshow.com, forward slash EOfire.com. What advice would you have or feedback would you have for somebody thinking about attending one of our in-person workshops or scheduling a one-on-one consultation? I think that most people should definitely go to the conference, but when it comes to the one-on-one coaching, I think you really need to look at yourself and say, am I ready to maybe be told to do things that I’m not comfortable with, and am I ready to do it? Because you can always hemm and haw and go back and forth, but if you’re not ready to implement anything, it’s probably not a good fit because your coaches are going to push you and that’s the whole point. You’re paying them to push you. So if you’re not ready and willing to make changes, then don’t bother. I tell you what, I really do appreciate you taking time out of your busy schedule to join us. I’m so excited about your growth there and hopefully we’ll see you in December. Are you coming in December to the conference? Not with this big job. I’m a military base. I’m on a military base right now. I’m rejected. Okay, that’s fine. But maybe we’ll see you at the next one, okay? Thank you for being here, I appreciate you. Thank you, Clay. Take care, bye-bye. Okay, hey guys, my name is Stephanie Pipkin. I own Serene Clean and this is my grandma, Sue. And we are gonna briefly just go over the Dream 100 drop-off that she does for Serene Clean and how it has really helped grow our business and spread the word of our business in our area. So just a little background on Serene Clean and working with Thrive Coaching. So I’ve used Thrive out of Oklahoma for two years this month and when we started working with Thrive we were at about $200,000 in revenue a year and this year we’re projected to do $1.4 million in revenue a year. So it’s grown very, very drastically since we’ve implemented all the systems and that’s what we’re going to talk about today is some of the, or one of the systems that they have encouraged and harassed us to use and it works really good. And that’s 3100 drop-offs. And that’s something that my grandma Sue does for me and she is absolutely killing it. So, grandma, basically if you can just describe what it is that you do at these drop-offs? What do you do? When I get there, of course I introduce myself and the business, and I just tell them that I am a business to business call. I’m not there to sell them anything. I’m just there to introduce them to a new business in our area. What do you bring and leave with them? I actually have a little gift for them, and then a sweet treat, and I have the paperwork that explains all about Serene Clean and as I’m talking to them I try to like give a little bit of thing talk about things that would encourage them makes it a little more relaxed and casual and then I do sign my name on all the things so I tell them that they can’t forget me and put a little smiley face with it and leave them as I go then I say and here’s a sweet treat to get you through the day So basically she just goes gets a box of doughnuts Hits all our stops of the day and what she’s leaving behind is basically a sales sheet that explains Like what makes something clean different and on the back of it is commercial references of companies that we already cleaned for So the whole purpose of this is to get us more janitorial accounts because those are excellent accounts for us. And the thing she’s also asking is, you know, how do they clean now? And you know, are they using a service now? How happy are they with it? Like, is there any issues? And who are you usually talking to? Are you talking to the receptionist? Who are you talking to? It’s kind of split. A lot of the businesses I’ve been to recently, I’ve actually talked to the owners. If it’s a large, large business, I’ll be talking to the lady or person, it’s usually a girl, at the front desk. And I ask her, sometimes they don’t know or they don’t tell me, and sometimes they do know, so it just works out really well to find out from them, do they have a cleaner? And like a lot of them that I talk to the owners, they actually are doing a lot of the cleaning themselves. So it just gives me a little heads up too of what they’re doing and then I pass it on to Steph. Yeah, so then at the end of her stop, she types up a little synopsis of who she talked to, what was the reaction, things like that, and is there room, because really the goal of her doing this is to get the foot in the door for me to do a walkthrough and bid an account. That is the whole purpose of this. Overall, how would you say the reaction is? It’s been really well. You don’t know, but I get excited when it’s a great day and the sun is shining. Sometimes it’s snowing, but whenever, when I have a great day and everybody’s just happy to see me, it just makes it a fun thing to know them. And I’ve been from the area for a long time, so a lot of times I feel friends also while I’m out. Yeah, this has worked really well for grandma in particular because it’s just coming from a very not salesy place at all. It’s not, you know, they’re not trying to sell, she’s just trying to introduce them and it’s very, you know, a lot of people are just so like turned off by very hard selling. And so it’s just like, one, getting them with the donuts. Nobody will turn that down. And then really, it’s just a very friendly thing. And this is a long game thing. Almost never is it the first stop that they’re going to have us do a walkthrough. A lot of times, that sheet will sit on a desk for a long time. And then when they’re ready to go, and they’re either pissed off about their current service or they’re just overwhelmed doing it themselves Who is that you know lady who dropped off the donuts? What where is that sheet? I’m serene clean and then it’s top of mind and it’s just really impressive and so kind of like the highlight of her doing this She’s done this how long have you been doing this? Eight months. Eight months? We she got me a walk-through at a very large manufacturing facility who is like a dream client. It’s daytime commercial, Monday through Friday, like an amazing account, like who I would wildly want. And she got me a walk-through and we ended up winning the bid and have been cleaning for them for two weeks now and that’s like a $5,000 a month account. So it’s significantly impactful and again this is long game thinking of, you know, she’s making these introductions and, you know, we’ve gotten plenty of smaller accounts as well from her doing these things. And just being consistent. That’s the biggest thing is you do this every week, right? Every single week, unless we have a significant snowstorm. Every week. And it’s fairly inexpensive from like, for us, we always did the donuts. I’ve tried other things, but the donuts just seem to be a hit. And yeah, I just know a lot of people are hesitant to do this, but if we can do this in a small town and to have that kind of success rate and it really we just want to be top of mind and it’s working and it’s growing the business really really well and it’s just fun to work with grandma. So yeah, so that is how we do GAME 100 and it’s working great and we just say go do it, don’t be scared, just make yourself do it basically. For me, I don’t like to do it but I knew grandma would be great at it. And so this is one of those things of delegating and outsourcing if you don’t want to do it. But if you don’t have somebody to do it, you need to do it. Because if you don’t, your business will just not grow the way you want. So yeah, that is how we handle this. So, thanks grandma. I’m Rachel with Tip Top K9 and we just want to give a huge thank you to Clay and Vanessa Clark. Hey guys, I’m Ryan with Tip Top K9. Just want to say a big thank you to Thrive 15. Thank you to Make Your Life Epic. We love you guys. We appreciate you and really just appreciate how far you’ve taken us. This is our old house. This is where we used to live a few years ago. This is our old neighborhood. See, it’s nice, right? So this is my old van and our old school marketing and this is our old team and by team I mean it’s been another guy. This is our new house with our new neighborhood. This is our new van with our new marketing and this is our new team. We went from 4 to 14 and I took this beautiful photo. We worked with several different business coaches in the past and they were all about helping Ryan sell better and just teaching sales which is awesome but Ryan is a really great salesman so we didn’t need that we needed somebody to help us get everything that was in his head out into systems into manuals and scripts and actually build a team so now that we have systems in place we’ve gone from one to ten locations in only a year. In October 2016, we grossed 13 grand for the whole month. Right now it’s 2018, the month of October. It’s only the 22nd, we’ve already grossed a little over 50 grand for the whole month, and we still have time to go. We’re just thankful for you, thankful for Thrive and your mentorship, and we’re really thankful that you guys have helped us to grow a business that we run now instead of the business running us. Just thank you, thank you, thank you, times a thousand. The Thrive Time Show, two-day interactive business workshops are the highest and most reviewed business workshops on the planet. You can learn the proven 13-point business system that Dr. Zellner and I have used over and over to start and grow successful companies. When we get into the specifics, the specific steps on what you need to do to optimize your website, we’re going to teach you how to fix your conversion rate. We’re gonna teach you how to do a social media marketing campaign that works. How do you raise capital? How do you get a small business loan? We teach you everything you need to know here during a two day, 15 hour workshop. It’s all here for you. You work every day in your business, but for two days you can escape and work on your business and build these proven systems so now you can have a successful company that will produce both the time freedom and the financial freedom that you deserve. You’re going to leave energized, motivated, but you’re also going to leave empowered. The reason why I built these workshops is because as an entrepreneur, I always wish that I had this. And because there wasn’t anything like this, I would go to these motivational seminars with no money down, real estate, Ponzi scheme, get motivated seminars, and they would never teach me anything. It was like you went there and you paid for the big chocolate Easter Bunny But inside of it, it was a hollow Nothingness and I wanted the knowledge you’re like, oh, but we’ll teach you the knowledge after our next workshop And the great thing is we have nothing to upsell at every workshop. We teach you what you need to know There’s no one in the back of the room trying to sell you some next big get rich quick walk on hot coals product. It’s literally we teach you the brass tacks, the specific stuff that you need to know to learn how to start and grow a business. I encourage you to not believe what I’m saying, and I want you to Google the Z66 auto auction. I want you to Google elephant in the room. Look at Robert, Zellner, and Associates. Look them up and say, are they successful because they’re geniuses, or are they successful because they have a proven system? When you do that research, you will discover that the same systems that we use in our own business can be used in your business. Come to Tulsa, book a ticket, and I guarantee you it’s going to be the best business workshop ever, and we’re going to give you your money back if you don’t love it. We’ve built this facility for you, and we’re excited to see it. If you go back eight years ago, think about the number of clients you had back then versus the number of clients you have now. As a percentage, what has been the growth over the past eight years, do you think? We’ve got to inspire somebody out there who just doesn’t have the time to listen to their call. Well, okay, so Clay, it’s like I would go up and down from about $10,000 a month up to about $40,000, but it’s up and down roller coaster. And so now we’ve got it to where we’re in excess of 100 clients. That’s awesome. And so I would have anywhere from 5 clients to 20 clients on my own with networking, but I had no control over it. Without the systems, you’re going to be victimized by your own business. For somebody out there who struggles with math, let’s say that your average number of clients was 30 and you go to 100. As a percentage, what is that? I have doubled every year since working with you. So I’ve doubled in clients, I’ve doubled in revenue every year. That’s 100% growth every year I’ve worked with you. So we’ve been good friends 7, 8 years and I’ve got doubled 5 times. Which is just incredible. I mean, the first time you do it, that’s one thing, but when you do it repeatedly, I mean, that’s unbelievable. We’re working our blessed assurance off this year to double. We’re planning on doubling again. We’re incorporating some new things in there to really help us do it, but we are going to double again this year. I started coaching, but it would go up and down, Clay. That’s when I came to you, as I was going up and down, and I wanted to go up and up instead of up and down. And so that’s when it needed a system. So creating a system is you have nailed down specific steps that you’re going to take, no matter how you feel, no matter the results, you lean into them and you do them regardless of what’s happening. You lean into them and it will give you X number of leads. You follow up with those leads, it turns into sales. Well I tell you, if you don’t have a script and you don’t have a system, then every day is a whole new creation. You’re creating a lot of energy just to figure out what are you going to do. And the best executives, Peter Drucker is a father of modern management. He said, the most effective executives make one decision a year. What you do is you make a decision, what is your system, and then you work like the Dickens to make sure you follow that system. That’s really what it’s all about. With a script here, we have a brand new gal that just came in working for us. She nailed down the script, and she’s been nailing down appointments. Usually we try to get one appointment for every 100 calls. We make 200 to 300 calls a day per rep. And she’s been nailing down 5 and 8 appointments a day. Somebody out there is having a hard time. On that script! So she’s making how many calls a day? She’s making between 200 and 300 calls a day. And our relationship is weird in that we do, if someone were to buy an Apple computer today, or let’s say about a personal computer, a PC, the computer is made by, let’s say, Dell. But then the software in the computer would be Microsoft, let’s say, or Adobe, or whatever that is. So I basically make the systems, and you’re like the computer and I’m like the software. It’s kind of how I would describe our relationship. Tim, I want to ask you this. You and I reconnected, I think it was in the year 2000 and what was it, maybe 2010? Is that right? 2011 maybe? Or maybe even further down the road, maybe 2013? 2012. Okay, so 2012. And at that time I was five years removed from the DJ business. And you were how many years removed from tax and accounting software? It was about 10, 11 years. We met, how did we meet? What was the first interaction? There was some interaction where you and I first connected. I just remember that somehow you and I went to Hideaway Pizza. Do you remember when we first reconnected? Yeah, well we had that speaking thing. Oh, there it was! So it was Victory Christian Center. I was speaking there. My name is Robert Redman. I actually first met Clay almost three years ago to the day. I don’t know if he remembers it or not, but I wasn’t working with him at the time. I asked to see him and just ask him some questions to help, you know, direct my life to get some mentorship, but I’ve been working with Clay for now just over a year. The role I play here is a business coach, a business consultant. I work with different businesses implementing best practice processes and systems that I have learned here by working with Clay. The experience working here has, to put it real plainly, has been just life-changing. I have not only learned new things and have gained new knowledge, but I have gained a whole new mindset that I believe, wherever I end up, will serve me well throughout the rest of my life. Since working with Clay, I have learned so much. I mean, I would like to say almost everything about business in terms of the different categories. I haven’t learned it all, but I’ve learned all about marketing. I’ve learned about advertising. I’ve learned about branding. I’ve learned how to create a sales process for organizations in any industry. I’ve learned how to sell. I’ve learned how to create repeatable systems and processes and hold people accountable. You know, how to hire people. It’s almost like every aspect of a business you can learn, I have learned a lot in those different categories. And then, again, the mindset that I’ve gained here has been huge. Working here, you can’t be a mediocre person. You are a call to a higher standard of excellence. And then as you’re called to that standard here, you begin to see those outcomes in every area of your life, that standard of excellence that you want to implement no matter what you’re involved in. I would like to describe the other people that work with Clay are people that are going somewhere with their life. Marshall in the group interview talks about how, you know, the best fits for this organization are the people that are goal-oriented. So they’re on their own trajectory, and we’re on our own trajectory, and the best fits are those people where there can be a mutually beneficial relationship. That as we pursue our goals and we help the business pursue those goals, the business helps us pursue our goals as well. And so I say people that are driven, people that want to make something of their lives, people that are goal-oriented, they’re focused, and they’re committed to overcoming any adversity that may come their way. Clay’s passion for helping business owners grow their businesses is, it’s unique in that, I don’t know if there’s anyone else that can be as passionate. You know, whenever a business starts working with Clay, it’s almost as like Clay is running that business in the sense that he has something at stake. You know, he’s just serving them. They’re one of his clients, but it’s as if he is actively involved in the business. Whenever they have a win, he’s posting it all over his social media. He’s shouting it across the room here at Thrive. You know, he’s sending people encouraging messages. He can kind of be that life coach and business coach in terms of being that motivator and that champion for people’s businesses. It’s, again, unique because there’s no one else I’ve seen get so excited about and passionate about other people’s businesses. The kind of people that wouldn’t like working with Clay are people that are satisfied with mediocrity, people that want to get through life by just doing enough, by just getting by, people who are not looking to develop themselves, people who are not coachable, people who think that they know it all and they’re unwilling to change. I would say those are the type of people. In short, anyone that’s content with mediocrity would not like working with Clay. So if you’re meeting Clay for the first time, the advice I’d give you is definitely come ready to take tons of notes. Every time Clay speaks, he gives you a wealth of knowledge that you don’t wanna miss. I remember the first time that I met Clay, I literally carried a notebook with me all around. I was looking at this notebook the other day, actually. I carried a notebook with me all around and I just took tons of notes. I filled the entire notebook in about about three or four months just from being around clay following him and learning from him and Then I would say come come coachable Then I would say come come coachable Be be open to learning and adjusting parts about you that need to be adjusted.