Best Business Podcast | Is This Your Year? Celebrating EPIC Growth of These 3 Long-Time Clay Clark Clients (MoralesBrothers.net, PMHOKC.com, & MultiCleanOK.com)+ Join Trump & Kiyosaki At March 6-7 Business Workshop!

A quick story about a young coach Meyer, he would drive seven hours to hear Tom Osborne speak for about 15 minutes and then drive all the way back through the night and be ready for the next day of practice. But that was his hunger and that was the, such a part of the culture that we had, was a hunger for improvement to be better, to find the next steps, no matter what it took. Some shows don't need a celebrity narrator to introduce the show.

But this show does. In a world filled with endless opportunities, why would two men who have built 13 multi-million dollar businesses outruistically invest five hours per day to teach you the best practice business systems and moves that you can use?

because they believe in you, and they have a lot of time in their hands. They started from the bottom, now they're here. It's the scribe time show starring the former US Small Business Administration's Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist bunny. Dr. Robert Zooner.

two men, eight kids co-created by two different women, 13 multi-million dollar businesses.

We started from the bottom and now we're at the top teaching the systems to get what we got coat and tixens on the hooks I break down the books, see's bringing some wisdom and the good roots as a father of five that's why I'm alive so if you see my wife and kids please

When you're ready to go, and now three, two, one. Here we go!

Okay, so we're going to answer questions on the board here. So, Aaron, I'm going to have you read the question on the board. I'm going to bring up Ronnie Morales first. Ronnie, I'm going to get you on Mike 3 over here. This is Ronnie. Okay, Ronnie Morales. Okay. And Ronnie, let's pull up his website, MoralesBrothers.net. And we've had the pleasure of working together for

Almost a year. Almost a year. Yeah. Almost a year. September, almost a year. And how much have you grown, sir? 32%. He's grown 32% in one year. Real guy. MoralesBrothers.net. There he is. Let's hear it for Ronnie. Okay. And Randy, I'm going to have you over here. This is where the real client section is. Okay. And why I like these two guys. Have you guys ever met each other before? Sure. Yeah. And again, hopefully this is helpful page zero.

E motion gets in the way of motion. These are two guys that knock out homework, it's fun to work with them because they implement, they grow, they're great guys. They happen to love their wives, they're great, they're always talking positively about their family, they're committed family folks, just great, the whole thing's great, it's awesome. So, okay, first question of the board is, is what are the deciding factors to franchise or license? Okay, so I'm gonna go to Ronnie Morales on this, and then I'm gonna go to Randy for the same question. So Ronnie, tell me what you do.

residential remodeling indoor and outdoor okay and every what city are you Houston area Houston area Randy what's in what industry are you in what city are you there sir so we're all over Oklahoma Tulsa and Oklahoma City and we're an outdoor living so anything in the backyard pools just really anything in the back

And then Sean, pull up the elephant in the room workflow. Because the workflow for elephant in the room that's our haircut chain is the same for every business, church, and organization. Every single one of them is the same. Every business, if you talk to me, I love you. You're all individual creations created by God. That's great. But your business is the same to me.

You're different. It's great. Awesome. Every business is the same. So there's really no difference between spurl. That's spurl back there. Is that your wife, Mr. Spurl? There she is. She's real. They're from Minnesota. She's here. How are you? Good to see you. Okay. That's the co-laws. You guys would like each other. Same value. It's awesome. He's like a holistic medicine guy. Great. Awesome. Okay. But great Christian guy. Great doctor. Awesome. You guys, seriously, you guys will like each other. Give you a reason to visit Minneapolis. It's great. Okay.

So what happens is is that if you pull up the workflow, okay, the first area is what we call marketing. All right. Then you generate leads. Leads come in. Okay. So for Randy's business and for Ronnie's business and for Aaron's, it's all the same marketing leads. We have the same page. Now the next step here is Aaron, what's step one? What does it say on that board? Step one is a pre written email and pre written text.

Yeah, so that's why when I first started working with Aaron Antist, there was about a year in, and we worked out a deal where we were going to call the leads for you. Yes, you did. So I hired people that had never worked at Shaw Homes. They didn't know anything about home. And what I do, this is a big page zero. This is important. I make sure my salespeople know nothing about the product. Glory. Or the service. And all they know about is making calls.

Whoa, wow! Yeah, real story. I'm not attacking people. I had a guy back in the day, one of the top sales people I've ever hired who worked for a fitness client of mine who wasn't in shape, who just was a shape.

But when you were on the phone, you had the feeling like he was into fitness. He was like, what you want to do is you want to schedule the one-on-one consultation with our trainers. They're going to get you on a keto diet, which is where your metabolic rate will increase because muscle burns fat, even while resting. It's incredible. Dude's rocking like 320 pounds has never worked out, ever doesn't care about fitness. But you had the feeling you were talking to like a man who was obsessed with fitness.

My top sales person at Epic Photos, and Kirk, you could verify Eric Herman. Eric knew nothing about weddings and hadn't been to a wedding ever that we had ever photographed, and he committed himself to never learning anything about photography. Because you know what they have to know about? Making calls. And the more they know about anything else, the more calls they won't make. Back to you, Ron, and then we'll go to Randy. When you get a lead that comes in at moralesbrothers.net, how many times do you have to call the lead, or does somebody have to call the lead before you book that consultation?

More than twice. And text call email. If we have a wrong number because it came to our website, we have automatic email that we respond send to like a template that they send out that way they explain to them that, hey, we got the wrong number. Can you give us the right number? We can reach out to you. But it's the salesperson can use it. It's all kind of scripted and planned out. And the calls are recorded for quality control. They're recorded. Have you ever listened to the calls? Yes. You have great people now. Yes. When you first heard the calls, how to go?

The first person that was answering the phone. She didn't want to follow the script. It was very difficult. It was like, I mean, it was tough. And we hired an assistant that was great at answering the phone. And she listens to what we want. And you got to eat. She's doing a great job now. She is. OK, now real quick, accountability page zero. Without accountability, without accountability, we all fail. All of us, me, you, all of us. Without accountability, we all fail. All of us, period. Doesn't matter what you do, doesn't matter who I am, who has the mic, who's sitting down, you all fail without accountability. Am I correct? True.

We all need accountability. All of us, right? God is always watching, but we need accountability, right? Okay. So Randy, your business, PMH, you guys could swap salespeople, by the way. You could just be fun, just fun. You could be like, Hey, Randy, I'm a workout deal. Can my lady call your leads and your person call my leads that way? I can, you can yell at my guy and I can yell at your guy. And that way it's okay. But seriously, when the phone, when the leads come in, what's your pro? How many times do you have to call a lead or text a lead before you get them on the phone?

So our goal is to set an appointment to go out to their house. So our average amount of calls to book someone is about seven. So the lead comes in. We call, text, and email. And usually, we'll end up calling two times a day because by the time they go through the list, we just have them call again. And a lot of people don't want to answer in the morning. They'll answer in the evening. So that's kind of our strategy is to call them two times a day.

And then we set him up in a drip campaign where he had an email a week. And I have no argument with anything he said, but I want to hammer one thing he said. He said he asked to call the person average of seven times to get him on the phone. For our haircut chain, it's a little more than that. That's our inbound leads. I'm not cold calling people. People that fill out our form. It's an average of seven times. Now, have you recorded your calls, Randy?

Every calls recorded and the tool I recommend is clarity voice calm if you don't use them fine, but I've tried virtually every Call recording service there is and clarity voice is the easiest for my clients to use but clarity voice calm That's what we use at oxy fresh calm. We'll use it elephant in the room Have you ever listened to the calls and thought to yourself? Uh-oh

Yeah, I mean, it's really kind of a three part system because if you record the calls, you can't just not do anything with it. You have to record them, you have to listen to them, and then you have to have feedback for whoever is doing the right thing or not the right thing. And somebody's saying, this is a long way to answer the franchising question. This is how it works. Every business is the same. We need to understand that. It's just a different game, but it's the same system. So now we move on, Aaron. We text the lead. What's step two? What do you got?

inbound sales script, recorded calls. Got it. And then step three is booking. Yep. Then step four is provide the $1 haircut. Okay, now this is where the business is different. Because you have to build the house. Yep. In this case, you do a free consultation, Ronnie. Randy, you do a free consultation. Yes. So, Ronnie, have you ever gone out to somebody's house to do a free consultation? It was a complete waste of your time.

Yes. I used to charge, and you told me not to. And we used to, Ron and I used to have a couple of arguments about that, but I was just like, stop charging for the first consultation. I'll tell you why. Show of hands, who's dealt with a shady contractor? Shady. Shady. Shady. From the root word, shade. Okay. E. Shady, okay. So what happens is, how many of you've dealt with were multiple contractors to the point where you believe that most contractors are shady?

OK, so what happens is when you say I'm going to charge for my first consultation, we're going.

Really because we just group you all together, you know, so now how do you filter? Who's a good use of your time like which ones you'll go to which ones you're not? What are some of the filtered moves? So we have the call script So the call script kind of goes through a few questions kind of see if we're gonna be a good fit for their project Sometimes the project is too small So we do go to the script we have now have a because of the script I now have a sales guy my first sales guy and I am no longer in sales I do supervise everything and listen to the call scripts, but I no longer work on sales I'm actually working on the business and

Now I'm going to brag on you because you do a daily huddle with your staff. That's one thing that you do. You do this too. Yes. Why do you do it daily? Because if I get to answer all the questions throughout the day, you know, and I still struggle with some of the employees and different departments that come to me because our daddy huddle for production because there's a lot of production going on. So the daddy huddle is mostly production, but we do go over other things as well. But it keeps a thing unity and it makes everybody feel part of the team. We share a quote. We share a quote. Now it's always a scripture that can pertain to the business and their personal life.

Now, here's the thing. He actually is creating a culture where people want to work. He's got a merit-based pay culture, and that's exciting. But also, if somebody doesn't want to make the calls, he still follows up. Hopefully, we're being clear here. You don't want the job to be terrible. You're not trying to make it difficult for people. But if somebody doesn't want to call the leads, that's not related to what they're supposed to do. Does that make sense?

So, Randy, you built stuff. Okay, so we're going here to this. We do the first haircut for a dollar. When someone actually moves forward and they hire you, how does your payment process work? Do you do like 10% down, 100% down, 50%? So our first draw, regardless is 25% down, it's non-refundable. Doesn't matter what happens in the process, it's non-refundable. For pull projects, it's nine draws. For regular projects, it's four draws.

Okay, and so just to be clear, the question was, is it franchisable? The problem right here is step four. This is where you decide if your business is franchisable or not. And I want everyone to just jot this down. If you want to franchise, this is the thing. If you can teach an adult man or woman how to do the skill in four weeks or less, it's a franchisable thing. If it's not

It's tougher because Randy, can you be described as a builder, as a mason? What are all the skills and the trades that you could actually do yourself, Randy? Like me, Percy? Yeah, I mean, if you had to. So my trade growing up was a mason. We brick new homes. I mean, I used to work for people like Aaron, just breaking homes. And that's what we started doing. So you can do it. Oh, yeah. I mean, if you had to build this yourself, you could do it.

Okay, Ronnie, what are all the skill sets that you have yourself? Framing, cabinetry, roofing structures. I did it since I was 13, framing and things like that. So what happens is that what I find is a lot of people want to franchise their thing, but their thing isn't scalable. It's like an art or it's a thing they're passionate about, but it's not scalable. Does that answer that question? Who had that question? Is that helpful? Because everything up, yes, sir. Does that answer that question or is there other questions about that?

Yeah, well, this is a thing, and this is fun. It's kind of a recent story. It's really easy to learn how to train dogs if you're looking for a career as a dog. Just so you know, you can make JT before he left, and correct me if I'm wrong, before he moved from Nashville. He was doing about 20,000 a week of sales or 15,000 a week of sales. So he went from having no experience as a dog trainer to doing how much a week in sales?

So from zero sales to 20,000 a week of sales as a dog trainer, and before learning to become a dog trainer, were you a dog trainer? Okay, and it only takes you about four weeks to learn how to become a dog trainer. So I'm being totally real. For $10,000 and about four weeks of your time, you can learn how to make more money than every doctor you've ever met, except for a couple of them.

That's a franchisable thing. I love that. That's pretty sick, you know? So that's why that business is just so scalable. It's just so easy. If you're like, I don't know what I want to do, but I want to make $100,000 a year or $200,000 you're doing it. Dog training is cool because for four weeks and for less than 10 grand, let me tell you we got to buy a dog. What? I can't have a dog. You got to have a dog and you'll learn how to train the dog. And then that's what you do. I mean, that's the whole business model. Yeah. JT, anything else you have to buy? Other stuff you have to buy? Kindles. How much are those?

45 bucks? Anything else? Car. Bruh, that's crazy, right? Oober, everywhere, bruh. Okay. That true story, this is a funny story. The other day, were you here the day? Who was here the day where there was a delivery made? Who worked in the office today? There was a delivery made by a guy who was a grub hub, but the guy delivering the food wasn't the driver. Who was here when that happened?

I lost my whole day and focused on that for two consecutive days. A guy gets out of the car and he's like, hey, is D here? And I'm going, D, do you remember that? You remember that day the guy delivered the food, but he wasn't the driver? And I was like, wait a minute. So how does this work? You're the food delivery guy goes, yeah, yeah. So you're like, grub hub, is it grub hub D? What company was it, grub hub? Door dash. So you delivered the food, but you're not the driver. How does that work?

And he goes, well, my buddy, he drives and I deliver. I'm like, so is it your car? He goes, no, I can't afford a car. So he drives. So you're Ubering to DoorDash? And he's like, well, yeah. And I'm like, how do you all make any money? Because do you bought like $8 or something of stuff, right? I mean, seriously, when you're built like $8?

It was like eight bucks, and I'm like, the two of you drove here, and I go, how many deliveries do you do per hour, bro? And he's like, like two or three. I'm like, so you don't own a car, but you're riding with you, you Uber to deliver the door dash.

He's like, I just don't have a car, man. I'm like, wow. No, that's not franchise. That's not franchise. No. And that's Jack Assery. And as I'm talking to the guy, I'm doing the math, which he hasn't done. And I'm going, so how much do you pay him? How much do you pay him? And he goes, well, I mean, it's like per hour, you know, to deliver in the gas and so I was like 15. So you pay $15 an hour. That's going to drive you around post gas. He's like, do you make 15? He's like,

No, he's real. I spent my whole day focused on the jackassery of that moment. This is all related to the fact that marijuana is legal in Oklahoma. But this is like, if you got a student in your life who's studying history at OU, that's like explain to them it's a waste of time. 200 grand in, 150 grand in, you got your MBA. No one cares about history, bro.

Oh, no, I chose the wrong major. Yeah, and the wrong master's degree, and the wrong. OK, so we continue. So franchise level, what's the hardest part of scaling your business? Because you're doing great now. Now Randy's about six times larger, four years down the road farther than you. What's the hardest part for you, Ronnie, to scale? If you were to want to open up more locations.

the production management, production. There's so many different skills. There's a lot of different trades out there in the field and the type of work we do. So we work with a lot of people. A lot of people, finding people. Finding people. Yes, Randy. What's the biggest limit? If you were to open up 45 locations and say you wanted to scale and license them all over the place or franchise them all, it would be the hardest part.

For us right now, it's the accountability. Just not seeing everything. You have people out there with systems. And the system's only as good as the person that hits the button or does whatever the system says they're supposed to do. So the people in the system is definitely the time.

And I would say, I describe Randy as a trash picker upper. You say what? I've actually watched Randy walk around this office, and if you see something Randy will kind of trash. But people that walk by trash and pick it up, that's a thing they have. Those are people who can usually run a business. It's the people that like they see a piece of trash, and they're like, oh, or they see a woman who's trying to get in the door, and they try to elderly lady, she's trying to get in, and she can't quite, because she's carrying all the groceries, they open the door for her. It's that kind of person that's usually successful.

The person who just goes, it's kind of tragic that she can't open the door. Bruh, my Uber's here. Cool. Then I can DoorDash. Oh, cool. That kind of person can't do it, and they need someone like a Randy to follow up with him. Is that our Wednesday page? And you have questions about licensing, yes.

Yeah, go to page zero, we'll get it through. A franchise is regulated by the federal government. It's called FDD, a franchise disclosure document. There's an item 19, there's 19 specific things that the US government wants you to cover on this document. And you have to disclose the financials and you have to disclose the cell phone numbers of the people that have owned a location. So if you bought a Clay Clark's magnificent dog world franchise for me,

Yeah. And then Randy bought one and you bought one Ronnie and you are super successful. You're super successful. You are super successful, but we have another guy who's not doing the systems and he's not successful. I'm required to provide the phone numbers of everybody and their financials. And then you're regulated by the federal government. So the federal government is like wanting you to audit yourself every year. And the federal government is an incredible organization that never, ever wastes money or time.

And so you have to deal with that. It's a lot of compliance. And then licensing is more like, hey, here's the system. This is what you should do. But if you don't do it, that's OK, because that's called Jack Assery. And a lot of people want to do that. But you know what? You still pay me a percentage for the right to use my system. Does that make sense? Where a franchise is like, you have to use my system.

Make sense? Okay. Does that answer your question, sir? Okay, next question, let's do it. Here we go. Who asked that question? This is really good question. Okay, so what do you sell, sir?

termite pest control, okay. So what I would recommend you would do, these would be the steps that I would do. I would figure out what your average is, I know it's tough, but you just, the extreme, I mean, if you had 100 clients, what percentage are we gonna drop the $5,000 deal? What percentage are that big ticket? Half of them are big ticket. And what percentage are like crazy small?

And I would just for this exercise, I would just figure out your average. And Randy, for your business, what's your average ticket? 58,000. Ronnie, what's your average? 80,000. So you guys.

Do you try to one up him? Is that what's going on? It's getting four million dollars per deal. I won't even touch it. Okay, I'm just kidding. So just mess with you. It's entrepreneurship. We're always competing. Okay. So, but you guys are, all right, you have for that average. And then you, over time, you start to figure out, okay, how many houses can we sell to get my, when you start to figure out, okay, if this is my average ticket is $2,000 and my average profit is, what's, what's the profit percentage?

30%. So if it's 2000, you're making 600 bucks. Okay. You start to just go, okay, let's put that in my system and let's see if we sell this many units. Do we hit my financial goals and just track it for like 30 days and then just keep revisiting it. That's why we do a weekly tracker with all of our clients.

So what will happen is if you're not careful, you'll start to exaggerate to the positive because you're an entrepreneur, you're more optimistic. So entrepreneurs are more optimistic usually. I'm kind of a rare bird in that I'm usually very pessimistic and or negative about all things.

But that's why my businesses have never failed. I'm always like, if this is not profitable, how can I continue to keep the lights on? And I think about that as I start with sort of a pessimistic view, but then you do the math and over time, you'll figure out that average there. Hopefully that's helpful for you. Aaron, next question. Do you use personality tests for potential applicants? Real quick, I don't believe in personalities.

So let me just explain what I mean. The personality, like, there's a guy I know I met last night at the interview. He works at Wendy's. Who's ever worked at Wendy's Target? Some sort of fast food place or some sort of big box store. I worked at Target this just in. I did not want to work at Target. But we had to work at Target. And so the boss used to give us these personality tests. Ronnie, have you ever had a job where they've given you a personality test? Have you ever seen this? Have you ever seen this? So here's what we all found.

After looking at my personality tests, I don't want to work at all. Because I'm more of a leadership person. I'm a vision person. I'm more of a big, I'm like an eagle and you're all like little turtles and stalking the shelves as turtle activities where I'm an eagle.

And I'm more of a vision. I hate to do, I don't mean to mean that, but you guys are beneath me, the personality. You guys are what I would call like workers. And I'm like a genius, just looking at the, and most employees play the game. So we were at Target, they would pass those out, and we would all talk about.

And this is pre-Christ, so don't judge me too much, okay? I'd say, dude, why don't I write some crazy stuff and see if I get promoted? And here, guys, like, all right, some crazy stuff, too. Sweet puts, like, on a scale of one to 10, how organized are you? I'm like 11. That's my problem. I love organization.

Skill of 1 to 10, what's how often are you late? 1 is you're never late, 10 is you're late all the time. Never been late, I don't know what the word late means, question, you know what I mean? And then the boss is like, Clay, what can it your thing? You should be a leader and I'm like, this is dumb. So personality tests can be manipulated. So what I do is I interview people and I say, this is what you have to do. And they say, my personality doesn't like to hammer. So you're not employed then.

So that's how I would do it. But Aaron, you run a lot of employees. I have employees. You run a lot of employees. When an employee says, my personality is not to be outgoing, but yet they want to do sales. What do you say?

I set them free and into the market to find a job because if you're not an outgoing personality, I mean, I can pick up on that pretty fast. You're really quiet, don't want to talk. You're not going to get on the phone and call them. And what if they're a builder and they say, I'm just not organized. They're a framework. I just don't do organization.

Well, build off a feel, bruh. No, we need to build it off of plans. You cannot go out there and build a plan based on how it feels that doesn't work usually very well. You end up having roofs that don't work and hold water out and things like that. Randy, let's go way back. I've worked with you for a while. So let's go way back. So it's not new. Not new. It's old. What's the craziest excuse you've ever heard someone tell you for not doing their job and or for maybe embezzling money, stealing something, some sort of something they did that was nefarious?

It's the craziest where you're going. Did you actually not do that? Did you actually, did you not call the leads for this month? Did you not build the thing? Did you not? Well, I mean, we just fired someone last week because she said she was having seizures at work. And I told her, I was like, we have a camera on you. We can't. We can see everything. And she had no excuse for what I called her out on.

But I just am saying you gotta be careful with the personality test because it opens a world. And if you're a life coach, which hopefully if somebody hears a life coach doing life coaches.

Okay, there you go. So if you're a life coach, that's theoretically somebody who's sincerely coming to you saying, hey, I struggle with being organized and I would like for you to help me. You say, fill out this thing. Hopefully they're being sincere with you. And then, but you understand. Okay, let me give you one more example. And then I'm going to bring up VDAR to help sort this out. Okay, VDAR, he's a missionary. He does missions. He's a great guy. He's not a bad person.

Some of you are like, it's not possible. I don't believe it. No, there are great missionaries, bad missionaries. But when I was at college, I won't mention the college, I want to. They had a thing where we couldn't end chapel until there was a miracle. So what I, we did on our floor, on our floor, we said, all right, I'm going to do a knee heel. I'm healed from a knee pain. I'll sacrifice my integrity so we can end chapel early. And I'm like, dude, that's dirty. I'll fake a cough though.

So there's about 20 of us, and we agreed that if there wasn't a verified miracle at said chapel, we would fake a recovery, so chapel could end early. Sweet stand up. I was healed. You were healed? Absolutely. I was healed the man in the service, and we were like, that was dirty, but thank you for doing it. Thank you for falling on the sword of false healings. Yeah. Or we would have guys who are like,

I'm going to get hammered before the chapel. And then I'm going to say that I got healed of alcoholism during the chapel. And we would do it. You know why? Because Animal House is a real movie. Because 18-year-olds who don't have any morals and their parents aren't there are just going to make stuff up. How many of you know some of these people grow into 40-year-old adults? How many of you have seen this? So when you give someone a personality test, you're opening a world into jackass. Who knows what I'm saying?

So I just need you to hit the nail, show up on time, make the call. I don't care what your personality is. I don't. Hey Clay, I have two tips. Two tips. I've interviewed a lot of people over 19 years in business. And one thing that I've started doing was I asked them their morning routine. This is more in the shadow stage.

So asking them their morning routine, they're kind of caught off guard with that and they'll tell you a lot just by that answer. And number two, I asked to see their home screen on their phone and I can see what their priorities are. And so if they have like games all on their front and it's disorganized and all their messages are not checked, I know that's not the right person for me because we're a very organized and structured business and someone that's organized is not gonna have that on their phone.

I don't disagree with anything you said. I just want everyone to understand this idea. The personality, who ever watched the Patriots football back of the day, Bill Belichick, Tom Brady. I don't know if you don't remember any of these stories. These are things that I used to care about a lot. But Bill Belichick would draft a guy in the third round. He doesn't like first round draft picks. He would draft a guy and he would say, you are going to be a linebacker.

And the guy would go, but I was a fullback in college. He's like, Bill Belichick famously referred to people as football players. So he would say, you are now a linebacker. But I'm a fullback. He's like, you're not in the NFL. It stands for not for long on the Patriots unless you'll play the position I want. So like, their best cornerback was a receiver. And they said, you no longer can catch the ball. You're playing defense.

He's like, but I'm a receiver, not in the NFL. You're now a defensive back. This is how it worked. And that sort of mindset is my mindset. I really do not care what someone's personality is. And if they don't know whether the job's a good fit, then I don't know what to do. But I have wonderful people here, but I just am not going to cater my job to what you want because it doesn't matter to me.

Now, if you want to have a culture where you cater their job to what they want, that's tough because now you have like every job is uniquely catered, it's hard to scale. That makes any sense. Aaron, you want to add something else to that? No, I was just changing my home screen a little bit. Oh, geez. OK.

All right, so let's go here. Do you have a workflow, worksheet, or template? Yeah, if you go to thrivetimeshow.com forward slash downables, thrivetimeshow.com forward slash down loadables. I have templates for everything, like the year fired agreement, you know, the write up form, the new hiring, the non-compete, the non-solicitation, the org charts, everything you would need that you've ever spent money on. I have it all for free.

Right there, for every industry, it's downloads free, right there. That's free, so there you go. And some of you will look at it. You've looked at it as like, there's a lot here. I've been doing this as 2005. So it's like, I've got everything all documents free. Thrivetimeshow.com forward slash downloadable. Next question that I'll bring up, that I'll bring up Vidar here with. Which of your other books would you require new slash current employees to read? It's controversial things. Who asked that question?

OK, so I'm going to pick on my team out loud. Here we go. Where is JT? What book did I say we have to read in our coaches meeting?

Napoleon Hill? Outwitting the devil. Yeah, but I don't really run around requiring book reading, but for our coaches, consultants, that's a different level. If someone gets promoted, I'll make you read that book at some point, because outwitting the devil is a book about not drifting. So drifting is where there's a broken window and you let it stay broken for a month and a half, and then there's a voicemail. I get my inbox down to zero every morning. My email's good down to zero every morning. I never have emails. I get them to zero every morning.

That's like a thing, you know, you take out the trash every day and it's all about not drifting. But for employees, when they start out, I don't necessarily invest a lot of time in reading this or reading that. What I do is I try to lay out a roadmap to getting promoted. So if you do this, you get promoted. So Randy and your business, if someone got hired today and they wanted to get promoted to be a manager, what would they have to do?

Well, I think for me, just seeing the consistent, just following the systems and processes, I mean, there's nothing crazy. I just want to see that you're going to do what you say you're going to do. There it is. And as far as the books, I would recommend if you're out there going, what book should I read? I think Outwitting the Devil is an incredible book if you have a habit of drifting in your personal life. For me, I had a problem.

when I was starting my first business and then I ran a disjockey entertainment company and we would do about 4,000 weddings a year and I had a problem getting my guys to follow certain systems and I would tell them what to do, they would say they're going to do it and they wouldn't do it and then I would say

I need to change my approach to accommodate them, and so I found myself becoming a life coach, and I've spent all my time training them. And at the end of the day, Dr. Zellner told me, round up all the people that won't do their job and fire them, and then replace them with people that will do their job, and now your life coaching is done. And I'm going, thank you, Jesus, thank you.

So, but outlining the devil is a great book if you're out there and you're trying to keep your organization from drifting. How to win friends and influence people is a great book for people that want to learn how to become a more effective communicator. Soft selling in a hard world, soft selling in a hard world is an incredible book on how to sell on the planet earth if you're selling products or services. And I have book recommendations for days, but for the employees, I don't give them a lot because I'm trying to focus on things like show up on time, make the phone calls,

Take crap out of the fridge that smells weird. Stop having affairs. Stop having affairs. Stop it. Stop getting pregnant by someone you don't know. Stop that. Stop. You know what I mean? Just how many do you know what I'm talking about? Just basic stuff. Like stop being high. We need to stop that. That's a pro tip. So the book for you is stop being high. Page one, stop being high. Okay. You know, so there's a lot in that. How many of you know what I'm talking about though?

And it's because it's a work ethic issue. But, okay, let's bring up Vadar here real quick. Let's bring Vadar. And then I'm going to keep you guys up here because I want to keep answering questions. Okay. So Aaron, I'm going to ask you, I'm going to have you read a question and then we'll pitch to Vadar a little bit. Here we go. All right. This is from Michael Gerber's EMIF book, How to Move from Solo Prenere to Entrepreneur. Okay. So I'm going to talk about, I actually know a lot of the best-selling authors that you're quoting. I know them. I've spent time with them. I've hung out with them. I want to tell you something. You should write it on page zero. Most people that can't do teach.

Well, then we hate you. Fine. OK. So I actually own businesses. So what I'm telling you is going to sound a little rougher or harder because I actually own businesses. And I won't mention the names. I don't want to get sued today. But most of the best-selling authors that I've met who are the top leadership experts, you would know their names. They actually became authors because they can't manage a team.

So the top selling author in leadership in America today, I pulled him aside. I said, can I ask you why you became a leadership author? He goes, well, I struggled with running a church because it requires management. I don't like that. So I write leadership books and I go, but they don't actually work. He's like, no, no, they don't. But he's like embraced it and it's funny to him.

And I'm like, what? I mean, Robert Kiyosaki is one of the few people that I know that actually invests in real estate and writes about it. Most people write about it, don't do it. It's just this crazy thing. So don't feel like you need to live a life that's not possible. So I'm going to go to Ronnie, Randy, and then I'll go here to Vadar. So in your business, if you don't follow up on the construction of these $100,000 projects, what's going to happen if you don't follow up?

We have an upset clients and we wouldn't have the five star reviews and now within your organization I'm not trying to get you in trouble. You have certain people that they could follow up at the same level as you I trained them well, and I still follow up with them in our morning huddles So you follow up with their guys in a morning huddle? Yes, if you took out the morning huddle, what would happen for you? The culture starts to fall

Yeah, so I had a client, very successful client, I'll be very vague here. He had a big business and he decided to get rid of the morning follow-up and delegate it to this outsource. You can like outsource management now, you can go online and find a CEO, like a temporary CEO, CFO, CMOC, and they outsource it so that you pay 10% of their check and then they serve as your CEO for you.

And the whole culture became a train wreck real fast because the daily huddle got removed so Randy we go to you you build great projects. I mean you're very Randy's grown his business to but how 16 million 17 million dollars of sales this year I think when I met you you're up 2 million I think 2.5 2.5 so for 2.5 to 18 million he's rocking With your staff following up and making sure the pool is built correctly How many people within your organization right now? Can you just give the keys to and say you do that you don't have to worry about it?

We have about three middle managers that I would say I trust completely. Three. And everybody below them, we have to follow, I mean we have to twist their nipples every single day. It's pretty. I love it when we bring real entrepreneurs up here because I would have never thought of that analogy.

Randy comes from a dark place. Okay. Now in the missions.

All right, so Vadar, you run Safari Mission. I do. And what's cool about his mission, and he does, and I want you to hear this is powerful, he goes into other countries, and he'll show up there, and he says, hey, you guys want to learn how to become a financially independent, you want to learn how to, and we're not going to just donate and give you money, we're going to teach you how to become self-sustaining. So his entire mission is like, we're going to go into the village and teach people how to grow their own food, how to basically become self-sustaining so they don't need

other organizations. When you go in and you start teaching these principles, are people eager to learn or not so much or what's that like? It's a little bit of both, but a lot of people when it's really starting to understanding what we're talking about, they go, oh, you're actually going to believe in us and give us self-value.

And then they'll tune in. So we don't create dependency. We don't put people on welfare. We help people to become producers with the mission that we do. So it's a very different model. And his model, just so you know, this is kind of exciting. A lot of business owners, myself included, my wife, my wife is incredible. If you run into my wife, she'll verify this is true. But what are pastors, ministries? They'll pull me aside at the reawaken tour. I usually didn't see him, but they'll go, man, I appreciate that donation.

I had to make a donation. And then they look at my wife, and I'm going, you made the donation. So my wife is, so we've agreed as a family, you know, how we're gonna support charities and stuff. But my wife is the one who stewards over that. If that makes any sense. She decides, we've decided, how many of you know I'm talking about? You tied, you know? But then there's like, certain there's a couple, maybe your husband's super generous and you're not, maybe your wife is super generous, maybe not whatever. We've agreed as a couple, this is the max donation.

that we're gonna do here. This is our monthly. And my wife is always like, oh my gosh, there's a homeless man. And we should help him. I'm like, he's in front of the liquor store. He's not even trying to sell you. And she's like, but honey, if you were a homeless guy in front of the liquor store, you would want, I'm like. Okay, so.

But, because how many of you ever invested in a mission or a ministry or a thing of donation and you found out that it wasn't going to, it was going for expensive lunches? So, VDAR does is most of his charitable contributions come from people that give like small recurring amounts. You know, someone's like, I'll do 50 bucks a month or 200 bucks a month recurring. And then VDAR sends you a monthly update on this is what we did with it.

So you actually know they were drilling wells or teaching people something as opposed to spending it on luxurious hotels and that kind of thing. And so when you fall up with your staff and you're falling up with your staff and making sure they're using the money that was donated to you wisely, how does that go? How do you do it?

Well, nobody spends money in my organization without me signing for it. So I know everything that what goes on. And then all those financials aren't as far as it's not or it. So you can just hop on the website and see where all the money is going. How many of you, if you were donating to a charity, you'd like to know where the money went? And he does it. He keeps his financials on the website. So it's a really cool thing to give to because you're like, oh, wow. And why do you give people updated newsletters, whether it be quarterly or monthly? Or why do you do that?

Well, if I was going to give to somebody, I would want to know what's happening with what I'm giving. So it's not just giving money of it away, but I think of it as an investment. So what kind of bang do I get from my buck? So we tried to keep people up. They didn't know what's happening. We're going to overtime. Randy, it's good for overtime. If you didn't follow up with your staff about making sure they finished the project within the allocated budget, what would happen to overtime by default?

Oh, it always drifts towards. I mean, we, during the summer, when we lost track of overtime, we were spending $28,000 a month in overtime, and we got a grip on that, and it got down to zero, and surprisingly, all of the same amount of work got done. So from $28,000 a month of unneeded overtime down to zero, and the same amount of work. Now, have you ever watched the people on the cameras in the office environment not working?

Oh, all the time. It always starts in the beginning of the day. They come and, you know, they got to get their coffee. You got to take their poop. They've got to go talk to, you know, talk to each other. High five. I mean, it's ridiculous. And when you have 40 employees that are at the shop, I mean, one hour a day, that's a lot of money.

You gotta follow up until you throw up, okay? It's really important, you gotta do it. Because if you don't, your business is just gonna absolutely blow up. It's gonna get bad, you have to follow up. And it's every day, it's every day. So Aaron, let's go to the next question on the board there. Next question, here we go. Next question, fill in the flow.

Uh, Aaron. Yeah. So, um, as far as thank you, as far as new development. So obviously, um, I would say this first be fruitful in doing what you're doing, then multiply. I watch people try to multiply really fast without doing that. And usually those builders, we end up buying them for pennies on the dollar later. So don't try and expand too fast.

And as far as that, we do bank loans for development. So we'll go borrow the money. Typically, we're in a 20 to 25% down payment range right now to go do it. Land is cheap. Development is expensive.

Sometimes we'll own a good piece of land that's further out and we'll hold on to it because ten years from now it'll be extremely valuable and so that's called land banking and we'll hold that and let it go up in values. Sometimes we'll parcel it off and sell it off. Sometimes we'll develop it ten years down the road. But if it's an immediate one we're going to get a bank loan with about 20-25% down and then we'll go develop the land and that's the expensive part.

Next question. Yeah. Next question is key elements of testimony video. Okay. I'm going to go to Ronnie for a little ad lib on this. Okay. When you get a testimonial video, it's super important that a you're asking someone, what's your name and how do you hear about the company? What's your name? How do you hear about the church? What's your name? How do you hear about Safari mission? What's your name? It's so important that you do that in the video. Second thing is you ask them, you know, what did you enjoy about the experience? You know, what did you enjoy about it? Or if they answer the question in weird way, like,

fun. If you ask them a question, like, what did you enjoy about the experience? And they say, people, like, I see what I'm dealing with. I'm dealing with a one word answer person. You have to kind of ask them a few times so that you get something that's discernible in the video, okay? And then you say, would you recommend such and such to a friend? And so far, as you guys are getting more video testimonials, has that increased the amount of leads you're getting? Are you seeing that?

Yeah, so maybe having people call and say, hey, I've seen some of the people in the videos that I know. One of them is a judge. The one I seen earlier was actually Houston Astros pitching coach Josh Miller. That was a fun one. Yeah. But we just asked the four questions. You know, where's your name and how do you first hear about us? Second is what products and services that you purchase.

There it is. How is the experience and in the fourth is how would you recommend us? And those right there have been like key to success. Does that answer that question for the person who asked that question? Is that helpful? Is that helpful? Okay, good. Delete it. Next one. Okay. Oh, here we go. Fill in the flow.

Uh, where and how to use testimony videos. I'm gonna go to Vidar right here. Um, a lot, and I, I, I, I bring, which is why I'm gonna bring up Vidar. I'll bring up, uh, Pat, Dr. Sherwood a little bit. I'll bring up Pastor Leon. I want you to meet some of these real people here, but for Vidar, I'm just being real. I'm being real guys. How many of you remember like pre-COVID? You remember that? When everything wasn't political? You remember that?

I miss that time too. So this is what I would do. And Aaron knew me during this transition. I'm just being real. Throw myself under the bus here, but it's always been easy for me to grow a business. It's always been easy. It's never hard. It's like the easiest thing in the world for me to do is grow a business. The hardest thing for me to do is anything other than that. Like skiing. Now, going outside, I've heard about that, but I, you know, vacation. Ooh.

Beaches not not really funny out to dinner not that's not what I do watching movies. Nope because there's not really any Selling of a thing in the movie and I'm not interested in watching others people's lives. I don't really like to watch testimonial videos I just want to watch I just want to grow businesses, you know, it's like do you want to read a book? No, but I like to write books You know, I mean just it's like I'm just like that's that's my problem and my superpower. Okay, so when everyone COVID happened COVID happened

And so I was thinking, man, how do people not know? And these are things you should write down and assume I'm making this up. The models that said 2.2 million people would die from COVID. They were false, but they were invented by a guy by the name of Neil Ferguson, who's always wrong. This would be like if you play Little League Baseball, you're watching your kid play Little League Baseball, and there's one kid who always strikes out.

You know, you love the kid. He's in third grade, but God bless him. He hasn't hit the ball. You know, and you talk to the dad and you say, your kid can't hit. He goes, well, he's blind in one eye. Sorry. How many of you know what I'm talking about? It's like, you know what I mean? It's like, so if Neil Ferguson was ever right about a model, that would be unlikely. Also, he's paid for by Bill Gates. Bill Gates is the one who paid for it. So the models are false. Two, the PCR tests are false. Do you know the COVID tests? Take a PCR test. The virus is so deadly you have to get tested to see if you have it.

What? Okay, so the PCR tests are falsely calibrated. And we know this because the guy who invented the PCR test, Kerry Mullis, said so. The inventor of the test said, do not use my test. They can be falsely calibrated. So I'm like, and the treatments are real. Dr. Sherwood over there, I kept referring patients to them just to see if someone would die.

No people are like, I've got COVID. My sister's got COVID. My dad's got COVID COVID. I got mud butt. You're like mud butt. I ran out of toilet paper. I got COVID. It's an upper respiratory infection. I got the mud butt. One of my employees called me. I got the mud butt. I can't stop. Oh my God. Wow. Wow.

It's like a re-enacting that scene from Star Wars, you know? Gold leader. You know, it's just like a crazy scene. I'm like, well, sorry, before I'm over, I said, go see Sherwood. By the way, you have upper respiratory infections, COVID mud, but I don't know what that is, but go see him. And nobody died. Another PCR test of false, models are false. PCR test of false treatments are real. And then the treatments, if you look them up, the COVID treatments, Remdesivir is a drug patented by George Soros in China, who hate America. And that causes renal failure in all of the tests.

And then, my dasalam is a breath suppressant. So why would you not take a breath suppressant if you didn't want to die from an upper respiratory infection? So if you want to kill yourself, take Remdesivir and my dasalamino, be dead. When I meet Jesus, take some Remdesivir and my dasalam, you'll be dead too.

And I thought, I'll just give people facts and then it'll be done. Cause it's so easy to see facts when the E gets, we talk about this E is, there's a motion. If you take the E out of it, you just focus on the motion. Does that make sense to you? So everyone around me is like, COVID, it's so deadly. People, how do you remember that? We're a masked and six feet apart. People were elbowing. Do you remember this? People were elbowing. Aaron, do you remember this? Everyone was elbowing me and I'm like, I talked to a person you know very well and I'm like, just be a grown ass man and shake my hand.

And he's like, don't do it. Shake my hand. I talked to a pastor who wouldn't take his mask off. And I'm like, if you don't take your mask off, I'm done talking to you. Because that's an ass move. Take it off. Take it off. Don't be an ass.

You know, and so I was, that's where I was in my life at that time. Because growing a business is very easy if you focus on facts. If you focus on feelings, you won't do well. Facts, facts, facts, actions, facts. So I, but how many of you had kind of reached your pinnacle of fake church in the last decade? Real good, fake church.

So then I happen to know a lot of the pastors that were pushing the lockdowns and I know they all have book deals because I know how they got them. I know the people connected. And they're all one guy faked a quarantine on national TV because he was told to. And I know who he is. And I know that he faked the quarantine. Wasn't even sick and he told people I have to fake it as part of my thing.

True. And I'm going, people are so emotionally manipulated. People, you know what I'm talking about? But if you got a bit of emotion and you just focused on facts, it'd be incredible, wouldn't it be? Facts that we're feelings. And so in that world of lies and deceit, there are a few good people. There are. Ronnie Morales does a great job. So when I was like, Ronnie, you should get a video testimonial. He's like, sure. Because he has people that don't hate him. But when I have clients that screw everybody over, they're always like,

You want me to get a video testimonial? I'm like, yeah, from people I know, oh, that's going to be tough. So I talked to Vadar, and we were talking, I said, Vadar, I worked with this ministry, very skeptical of all things, very paranoid. I don't believe anybody. And I'm like, Vadar, can you tell me about your ministry? And you started saying, yeah, I keep my financials on my website. I was like,

This is an honest minister. And then I saw Jackson, he's keeping his church open and I'm going, he actually reads the Bible because Hebrews 1025 tells us not to forsake the gathering even as we draw closer to the end. So theoretically the more crazy it gets, the more you should be open because that's why it's there for you.

So I've started seeing, but in this world of like lies and to see how many of you see in the lies everywhere, fake social media, fake people now editing the video where their face isn't even their face. How have you seen these real estate agents where their face isn't their face? That's not your face. It's AI face. That's not your real face. Anyway, so this is a real guy. This is a real, he does it real ministry, does a good job. So I want to ask you this. When you get video testimonials, how is that?

How does that impact your ministry, having your financials on the site and having your testimonials on the site? Well, it helps to build trust. It helps to get the real information out there to let people know that it's not just me saying it, but it's the stories from the fields. It's so powerful. Aaron, if you're giving money to a charity, why do you team up with Safari?

Well, I'm kind of like you, I'm skeptical about Ministries, so actually I had met Vidar years ago, and he was telling me about what he was doing over in Kenya, and I was like, well, I don't believe you, so I'll travel there and look at it, and then maybe I'll give you some money, but until I come see what you actually do, I'm not going to really get involved.

And he was like, well, come see. So I've had other people when I say that, they go, oh, well, that's OK. And they move on. But he was like, well, come see what I'm doing. So I took that man right there with me. We went over to Kenya.

And I looked at everything he was doing. And I was actually incredibly inspired by seeing the change he made. I saw a pastor who was in a village that was like everybody was broke. They didn't have a building. They were in this dirt hut. And I go in and see and the church has built the school for the city.

10 years after he started there, the church actually paid for, that was in a mud hut previously, now owned multiple businesses, had opened up a school, paid for the school, built the church, had shown all the people in the church how to run their own businesses, and it was an extremely prosperous place, but I could see where they started from and see what an impact their ministry had on all these people, and it was incredible.

And I'll be bringing Vidara up more here in the week, but I just want to make sure you're getting this idea. Hopefully this is a good teaching thing. On page zero somewhere, you've got to get video testimonials from actual clients you've actually worked with. And your staff is not going to actually want to do it. And they're going to give you reasons why they can't do it. And then you have to push right through it. And don't give them a personality test if they tell you they don't want to do it. Just say, I've done a personality test. You are a jackass.

And the only cure for Jack Asterie is getting a video testimonial. Don't give them the out. You got to get those video testimonials. You get video testimonials. Randy, when you at PMH, how often when somebody reaches out to you and you go meet them, do they reference? Man, I saw your reviews. I read your reviews. I looked at video. You actually document the building of the projects. How often do they mention those things?

Well, more than ever now, that's part of our processes to ask where they heard about us. So we hear it more often now. But I would say at least eight out of 10 times, they are looking up reviews prior. And this is what I want you to know before we break here, OK? You're branding. You're branding. We talked about branding, OK? Branding. It's like putting your ring in a Tiffany box or a Kmart bag. Your branding will either be ahead of you.

It'll be ahead of you or it'll be behind you. Let me give you an example. I know a lot of great people. Wonderful salt of the earth people. There was one real estate agent I worked with years ago. I won't mention her name, but great lady. And she had no video reviews, no testimonials. I helped her grow from one, no sales to 23 million, I guess, which is an infinite number percentage and 18 months from no sales to 23 million. And the thing was she had no Google reviews.

at all. And then every time she would do a closing, like when she did those first closing, she never got testimonials. And so I'm going, in a world filled with lies, if you have good video reviews, you're going to stand out. And she was like, I don't know. So we had her call everybody that she's ever done business with, because she's done, she came from a different industry. I said, call everyone you've ever done business with and ask them to leave a review about your character, what you're all about. Do that. And then every time you sell a house, get a video review.

And she got one, she got two, she got three. Pretty soon she's getting new deals every week, but it's so, that's not the only thing you have to do to be successful, but you gotta do it. And if you're in ministry, and this is what COVID has taught me, there are some great pastors.

and some bad pastors. And I've met them often back to back, but the great pastors have no problem being transparent about what's going on with the money. They have no problem with being direct with people. They have no, and they have no problem with that. But I had just seen so many scam ochre ministries when COVID happened, it really sorted. Like, who believes in the Bible? Who doesn't? Who's real? Who's not? And I started finding, wow, the pastors that are not closing down actually believe in the Bible.

The ones that don't, they're actually found a Maserati driving strategy, which is pretty incredible. So I just want to make sure we're getting this idea. You've got to get those testimonials. Okay. And then one final question. We'll go to our, we'll go to the band here and let's read them a follow question. Uh, if you have an online business, what's the equivalent of putting out a sign? Who asked that? What kind of business?

Okay, so spurl back. There's a holistic doctor. You would connect the patient to the holistic doctor. Okay. I would and I will get more into that, but you want to have a website that is fully optimized, not just from a search engine perspective, but from a conversion perspective and I'll get more into that. So I'm going to keep that up there because I'm going to drill down into that and we come back.

Okay, and again, Ronnie Morales is here. Great guy, love this guy. Randy Antrick and great guy, love this guy, are great people. And when we break, feel free to meet these folks, because there, you know, Randy has built this $18 million juggernaut of a business, and it's been fun to watch him grow from $2.5 million to $18 million, and it's been fun to help him do that. But he's a little bit further down the road than maybe somebody who's just starting, or maybe you haven't started yet. But they've done it, and then Ronnie, we've worked with Ronnie for a year,

And Ronnie, it's been awesome to see the growth he's had. So these are real people, Vadars here. We're going to take a break. We're going to come back here at 11.20 for our final session before lunch. So we're going to serve lunch or our final session before lunch. And then lunch will go from 12 to 12.40. OK, so we're going to come back here at 11.20. That's Randy. That's Ronnie. That's Vadar. Let's give it a round of applause there. And let's hear it for the band. All right. All right, JT. So hypothetically, in your mind, what is the purpose of having a business?

to get you to your goals. So it's a vehicle to get you to your destination. And would you need profits to get there? I mean, when you have a business that's successful and you're in your mind, your expert opinion, would you need profits to get you to your goals? Yeah, because if you have a $15 million business, but you have $15 million of expenses, it's kind of pointless.

Holy crap! All right, so the question I would have here for you, if you could take like, I don't know, 10 minutes or less and see if you could save 3,000 bucks a year by reducing your credit card fees, would you do it? Yes, absolutely.

Why would somebody out there who's listening right now who has a sane mind, why would they not go to thrivetimeshow.com forward slash credit dashcard thrivetimeshow.com forward slash credit dashcard to schedule a 10 minute consultation to see if they can reduce their credit card fees by at least 3000 bucks a year. Why would they not do it? Yeah, why would they not do it? Maybe because I understand how you set the website.

This tree is a symbol of the spirit of the grid wall family Christmas.

No, that's, that's clear. Okay. So that can be, that can be true. So I would encourage everybody to check out thrivetimeshow.com forward slash credit dashcard thrivetimeshow.com forward slash credit dashcard. What would be another reason why someone would not be willing to take 10 minutes to compare rates to see if they can save $3,000 or more on credit card fees? Maybe they think it is a waste of time and then it won't. It's not possible. There's somebody out there that's making more than $3,000 every 10 minutes and they're like, nah, that's not worth my time.

There's probably some, someone out there. Okay. They would think that, well, I'll just tell you folks, if you're out there today and you're making less than $3,000 per 10 minutes, I would highly recommend that you go to thrivetimeshow.com forward slash credit dash hard because you can compare rates, you can save money and, you know, the big, the big goal in my opinion of building a business is to create time freedom and financial freedom. And in order to do that, you have to maximize your profits. Holy crap.

Now, one way to maximize your profits is to increase your revenue. Another way to do it is to decrease your expenses. It's a profit deal. It takes the pressure off. JT, is there any other reason why somebody would not be willing to take 10 minutes to compare rates to see if they could save a total of $3,000 a year on average?

I am at a loss and I cannot think of any other. Campu is better. I go on first and clean the hair. Conditional is better. I leave the hair silky and smooth. Oh really fool.

Stop looking at me, Swan. Well, let me tell you a good story here real quick here. I actually, years ago, compared rates with this company here. It's called IPS. It's Integrated Payment Services. And I scheduled a consultation. I don't know that was skeptical. I just thought, whatever. I'll take 10 minutes. I'll compare rates. I can't tell. You can tell me I'm a doctor. No, I mean, I'm just not sure. What can't you take a guess? Well, not for another two hours.

You can't take a guess for another two hours. And in my case, in my particular case, I save over $20,000 a year. Holy crap! Well, which is, you know, like groceries when my wife goes to the organic stores. Find everything you need today? Yeah. Great, okay. Oh god.

Everything okay, ma'am? Uh, it's just that you've only scanned a few items, and it's already 60 bucks. I'm so scared. Okay, I'm a trained professional, ma'am. I've scanned a lot of groceries. I need you to stay with me. It's just that my in-laws are in town, and they want a charcuterie board. This isn't gonna be easy, so I need you to be brave, all right? What's your name? Patricia. Tricia, all right. I need you to take a deep breath. We're about to do the cheese. You know, that's the difference. I'll be eating organic, and not organic, so because my wife eats organic,

I had to take the 10 minutes needed to compare rates to save the $20,000 a year on credit card fees, just for one of my companies. One question, what's the brand name of the clock? The brand name of the clock, Rod. Do we have the name of the clock? It's an elegant from Ridgeway. It's from Ridgeway.

Let's back by the clock and sell the fireplace. I encourage everybody out there. Go to Thrivetime.com forward slash credit dash card. You schedule a free consultation request information. A member of our team will call you. They'll schedule a free consultation. It should take you 10 minutes or less. And then they're going to compare rates and see if they can't save you more than $3,000 a year off of your credit card processing.

You were hoping why? I would know you money. Oh, you don't owe us money. Because at the end of the day, at the end of the day, the goal of the business is to create time freedom and financial freedom. And in order to do that, you need to create additional profits.

number of new customers that we've had is up four hundred and eleven percent over last year. We are Jared and Jennifer Johnson. We own Platinum Pest and Lawn and are located in Owasa, Oklahoma. And we have been working with Thrive for business coaching for almost a year now.

So what we want to do is we want to share some wins with you guys that we've had by working with Thrive. First of all, we're on the top page of Google now. I just want to let you know what type of accomplishment this is. Our competition, Orkin, Terminex, they're both $1.3 billion companies. They both have 2,000 to 3,000 pages of content attached to their website. So to basically go from virtually non-existent on Google to up on the top page is really saying something. But it's come by being diligent to the systems that Thrive has.

and by being consistent and diligent on doing podcasts and staying on top of those podcasts to really help with their listening and ranking there with Google.

And also we've been trying to get Google reviews, you know, asking our customers for reviews. And now we're the highest rated and most reviewed pestilon company in the Tulsa area. And that's really helped with our conversion rate. And the number of new customers that we've had is up 411% over last year. Wait, say that again. How much are we up? 411%. So 411% we're up with with our new customers. Amazing.

Right. So not only do we have more customers calling in, we're able to close those deals at a much higher rate than we were before. Right now our closing rate is about 85%. And that's largely due to first of all, like our Google reviews that we've gotten. People really see that our customers are happy, but also we have a script that we follow. And so when customers call in, they get all the information that they need.

That script has been refined time and time again. It wasn't a one and done deal. We it was a system that we that we followed with thrive and in the refining process and that has obviously

the 411 percent shows that that that system works. Yeah, so here's a big one for you. So last week alone, our booking percentage was 91 percent. We actually booked more deals and more new customers last year than we did the first five months or I'm sorry, the first we booked more deals last week than we did the first five months of last year from before we worked with Thrive.

So again, we booked more deals last week than the first five months of last year. It's incredible. But the reason why we have that success by implementing the systems that thrived has taught us and helped us out with us. Some of those systems that we've implemented are group interviews. That way we've really been able to come up with a really great team.

We've created an implemented checklist. Everything gets done and it gets done right. It creates accountability. We're able to make sure that everything gets done properly, both out in the field and also in our office. And also doing the podcast like Jared had mentioned that has really, really contributed to our success with that.

like is it the diligence and consistency and doing those and that system has really been a big blessing in our lives and also you know it's really shown that we've gotten the success from following those systems. So before working with Thrive we were basically stuck really no new growth with our business and we were in a rut and we didn't know the last three years our customer base had pretty much stayed the same we weren't

drinking, but we weren't really growing either. Yeah. And so we didn't, we didn't really know where to go, what to do, how to get out of this rut that we're in. But Thrive helped us with that. You know, they've been in those systems that they taught us those systems, they taught us the knowledge that we needed in order to succeed. Now it's been a grind. Absolutely. It's been a grind this last year. But we're, but we're getting those fruits from, from that hard work and the diligence and effort that we're able to put into it.

So again, we were in the right. Thrive helped us get out of that rut. And if you're thinking about working with Thrive, quit thinking about it and just do it. Do the action. And you won't get the results. It will take hard work and discipline. But that's what it's going to take in order to really succeed. So we just want to give a big shout out to Thrive, a big thank you out there to Thrive. We wouldn't be where we're at now without their help.

Hi, I'm Dr. Mark Morrow. I'm a pediatric dentist. Through our new digital marketing plan, we have seen a market increase in the number of new patients that we're seeing every month, year over year. One month, for example, we went from 110 new patients the previous year to over 180 new patients.

in the same month and overall our average is running about 40 to 42 percent increase month over month year over year. The group of people required to implement our new digital marketing plan is immense starting with a business coach, videographers, photographers, web designers. Back when I graduated dental school in 1985 nobody advertised. The only marketing that was

ethically allowed in everybody's eyes was mouth-to-mouth marketing. By choosing to use the services, you're choosing to use a proof-and-turn key marketing and coaching system that will grow your practice and get you the results that you're looking for. I went to the University of Oklahoma College of Dentistry, graduated in 1983, and then I did my pediatric dental residency at Baylor College of Dentistry from 1983 to 1985.

Hello, my name is Charles Colaw with Colaw Fitness. Today I want to tell you a little bit about Clay Clark and how I know Clay Clark. Clay Clark has been my business coach since 2017. He's helped us grow from two locations to now six locations. We're planning to do seven locations and seven years and then franchise and Clay has done a great job of helping us navigate anything that has to do with like running the business, building the systems, the checklists, the workflows, the audits, how to

navigate lease agreements, how to buy property, how to work with brokers and builders. This guy is just amazing. This kind of guy is working every single industry. He's written books with like Lee Crocrell head of Disney with the 40,000 cast members. He's friends with like Mike Lindell. He does reawaken America tours where he does these tours all across the country where 10,000 or more people show up to some of these

tours on the day-to-day. He does anywhere from about 160 companies. He's at the top. He has a team of business coaches, videographers, and graphic designers and web developers, and they run 160 companies every single week. So think of this guy with a team of business coaches running 160 companies. So in the weekly, he's running 160 companies.

Every six to eight weeks, he's doing reawakened America tours. Every six to eight weeks, he's also doing business conferences where 200 people show up and he teaches people a 13 step proven system that he's done and worked with billionaires, helping them grow their companies. So he's icing guys from startups, go from startup to being multimillionaires, teaching people how to get time freedom and financial freedom through the system. Critical thinking, document creation, making it, putting it into organizing everything in their head.

to building into a franchiseable, scalable business. Like one of his business has like 500 franchises. That's just one of the companies or brands that he works with. So amazing guy, Elon Musk, kind of like smart guy. He kind of comes off sometimes socially awkward, but he's so brilliant. And he's taught me so much. When I say that, like,

Clay is like, he doesn't care what people think when you're talking to him. He cares about where you're going in your life and where he can get you to go. And that's what I like most about. He's like a good coach. A coach isn't just making you feel good all the time. A coach is actually helping you get to the best of you. And Clay has been an amazing business coach. Through the course of that, we became friends.

Well, my was really most impressed with him is when I was shadowing him one time, we went into a business deal and listened to it. I got to shadow and listen to it. And when we walked out, I knew that he could make millions on the deal. And they were super excited about working with him. And he told me he's like, I'm not going to touch it. I'm going to turn it down because he knew it was going to harm the common good of people in the long run.

And the guy's integrity just really wowed me. It brought tears to my eyes to see that this guy, his highest desire was to do what's right. And anyways, just an amazing man. So anyways, it impacted me a lot. He's helped navigate. Anytime I've got nervous or worried about how to run the company or, you know,

navigating competition and an economy that's like I remember we got closed down for three months. He helped us navigate on how to stay open, how to get back open, how to just survive through all the COVID shutdowns, lockdowns. I'm Rachel with Tiptop K9 and we just want to give a huge thank you to Clay Vanessa Clark. Hey guys, I'm Ryan with Tiptop K9. Just want to say a big thank you to Thrive15. 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 what we used to live. Here we go. 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 me and 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, in 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 of thousands.

The Thrivetime 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 systems 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 going to 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've 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, 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 and 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 room. 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.

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 system 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. It wouldn't 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 got to inspire somebody out there who just doesn't have the time to listen to their phone. So Clay, it's like I would go up and down from

about $10,000 a month up to about 40,000, but it was 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 five clients to 20 clients on my own with networking, but I had no control over it. I didn't, without the systems, you're going to be victimized by your own business.

For somebody out there who struggles with math, if you would say that your average number of clients was 30 and you go to 100, is 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. It's 100% growth every year I've worked with. So I'm looking, we've been good friends seven, eight years and I've got

doubled five 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 new, some new things in there to really help us do it.

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 happened. You lean into them and it will give you X number of leads. You follow up with those leads, turns into sales.

Well, I tell you, you know, it's, 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. Right. 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.

And so that's really what it's all about. So 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 two to 300 calls a day per rep. And she's been nailing down five and eight appointments a day. Somebody out there's having a hard time. From that script. So she's making how many calls a day?

She's making between two and three hundred 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. Will you and I reconnected? I think it was in the year 2000 and what was it? Maybe 2010? Is that right? 2011? Maybe? Maybe further down the road. Maybe 2013?

2012. Okay, so 2012 and at that time I had five years removed from the 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. But do you remember when we first reconnected? Yeah. Well, we had that speaking thing that. Oh, there it was. So it's Victory Christian Center. I was speaking there.

My name is Robert Redmond. I actually first met Clay almost three years ago to the day. I don't know if you remember that 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 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, business consultant. I work with different businesses, implementing best practice processes and systems that I have learned here by working with Clay. And 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 everything about business in terms of the different categories. I don't learn 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. You know, 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 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'd 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's 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.

He's just serving them. They're one of his clients, but it says 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.

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 and 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 want to miss. I remember the first time that I met Clay. I literally carried a notebook with me all around. I was looking at the snowbook 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 three or four months just from being around Clay, following him and learning from him. And then I would say, come coachable. Be open to learning something new. Be open to challenging yourself. Be open to

learning and in adjusting parts about you that need to be adjusted. My name is Kevin Thomas and the name of our company is Multiclean. We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be our console. We have probably grown probably five times

uh we've added we I think when we first started with you we had 60 to 65 employees and now we have a little over 300 employees before we got involved with drive time we didn't really have any systems or processes in place. I've probably been to

Oh, in six, seven years, I've probably been to 12, the 13 business conferences. And amazingly, each time I go, I learned something new and I'm so excited to bring it back and show the team about marketing and how to implement, how to help you guys implement the SEO. And the coaching is this great because there's accountability.

And it's just a fantastic way to grow your company. Having a relationship with Lifetime has just been amazing for multi-clean. Oh my goodness, it frees me up because then I don't have to get, take a class on search engine optimization or learn marketing or shoot video. That's not what we do. What we do is commercial janitorial service.

And you guys were the experts on marketing and you teach me and hold my hand and show me how to do it right. And therefore now my company is much, much larger.

Folks on today's show, we're joined by a real client. He may look like a male model. He may look like a hologram, but he's a real person. He's a longtime client. He's a man that we consider to be a friend of the Thrivetime Show and a friend of mine. Ladies and gentlemen, please welcome to the show. Kevin, welcome on to the Thrivetime Show. How are you, sir? Clay, I'm doing great. I had a great Christmas all day, and I'm glad to be here. OK, so first question. Can you tell us what is your name, first and last name, and what's the name of your company, sir?

My name is Kevin Thomas and the name of our company is Multiclean. We are a commercial janitorial service and we serve the entire state of Oklahoma and Kansas and soon to be our console. And how long have we worked with you approximately at this point, sir? It's been about six, seven years.

And, you know, so many people reach out to me. I mean, literally every day, I just talked to a woman this morning. We get 10 to 20 people a day that reach out wanting to see if we can help them grow their companies. And we only work with 160 clients. And I do that because I want to only work with people that are super coachable. And so this woman on the call today was asking me. She said, well,

What's the most important thing that you do, that you have to do to grow your company? And I was telling her, I said, that's kind of like asking a skilled chef, what's the most important ingredient to make great cookies? Is it flour? Is it eggs? Is it butter? It's like asking a home builder, what's the most important component to building a house? Is it the footings? Is it the frame? Is it the concrete? That's like asking

It's a great, it's maybe it's a great question, but really it's all of it. And so I really wanted to talk to you today about all of it, implementing all of it, growing multi-clean, how we've been able to do it. So first off, could you share what it's like to have a coach that works with you every week who's committed to helping you improve your business by one or two percent every week? Well, Andrew is my coach and the great thing about having him as the coach is he keeps me accountable.

because sometimes when you're the owner, there's no one to be accountable to. And he keeps me on track. He keeps me tracking sales, tracking wins. If we have a loss, he helps me figure out what happened. He just keeps me being consistent with our processes, with our systems, which before we got involved with Thrivetime, we didn't really have any systems or processes in place.

And in terms of growth over these past six or seven years, I'm not looking for you to share the actual sales totals because you're a larger company at this point. But could you share how much growth have you had over the past six or seven years? We have probably grown probably five times. We've added we, I think when we first started with you, we had 60 to 65 employees. And now we have a little over 300 employees.

So just to be clear, I'm making sure I'm taking notes here. You've grown five times and you've grown from how many employees to how many employees? About 60, 65 to well over 300 in that timeframe.

So let's unpack all the specific aspects of business growth. And I'm going to pull up a document so our listeners can see what's your website we can go to right now to look at while I'm pulling up this source document. What's your web dresser? The website is multi-clean, just like it sounds, multi-clean-ok.com.

MulticleanOK.com can pull this up. And as I pulled up the source document, many people say, Clay, why do you pull up these documents? Well, contrary to popular belief, most successful people that I know use workflows. They use documents. They use checklists. We don't typically memorize things.

And a lot of times people say what? I say, yeah, as a business owner, like, I'm not going to try to impress you with my memory. But I am going to teach you proven systems. And so when somebody goes to implement these business systems as a coach, we're going to guide you through all of these processes.

But there's a lot there to it. There's a lot of steps. It's step one, it's step two, it's step three, it's step eight hundred and seven. It's a lot of steps here. And so as we're going through this, I don't want anyone to feel overwhelmed, but I just want people to understand it's implementing all of these systems simultaneously that produces the success. So first off,

establishing your goals. I'm not trying to have you hop on today's show and share what your goals are necessarily, but let's stop the start with step one. Why is it important for everybody out there to figure out clearly what your goals are? Well, Clay, it's important to have goals. Otherwise, you wouldn't really know. You wouldn't know where you're going. You wouldn't know if you reached a certain level of success.

Unless you have a goal that you're going for, and plus those goals for me anyway, they keep me motivated to grow my company, to grow my employees, to better my employees, and also to make my family stronger and better as well.

So we have those goals. That's step when we got to have those goals, goals for our faith, our family, our finances, our fitness, our friendship, our fun. And some of us are better in certain areas. Some of us need help in other areas, but we got to have our goals. Second, we got to determine our break even point. And I think that's something that a lot of business owners don't know. So I'm just going to be very clear with our listeners and kind of bear my soul. But, you know, when we work with a client like you, we charge you $1,700 a month and we make a 20% margin. So we make $340 a month per client.

I know what my costs are. Kevin, you know what you pay me. It's very clear, my profit margin. Most business owners though, when we start working with them, they don't know their break even point. Could you share why it's important for you as an owner of a company now with 300 employees to know your break even point? Well, it's really important because you don't know if you're making money and you need to know what your margins are going to be. You need to know what your cost is so that way you can take your profit

and then turn that around and pay your overhead, pay your employees. And most importantly is to pay yourself. And because if you're not paying yourself, and if you're not making an income, then the business is pretty much dead.

And again, I'm taking notes here. If it sounds like I'm a type of a novel, I'm not, I'm just taking notes. Everyone can really dial into this. Now, box three, you have to know how many hours a week you're willing to work. Now, one thing about you bragging on you is you're willing to do whatever you need to do, but you're also super committed to your family. So again, I repeat, you're very willing to do whatever you need to do, but you're also committed to your family. So we're recording this testimonial today on a Saturday.

And virtually every entrepreneur I've ever met in my life, I don't say virtually every entrepreneur I've ever interviewed in my life on this show. We've interviewed billionaires, multi millionaires. All of them are no stranger to working on Saturdays. Can you talk about that about just being realistic with yourself and your family about how many hours per week you're actually willing to work? Well, as the only happy willing to work,

whatever it takes, whether it's eight hours or 15 hours a day. Since we've been in business for 31 years, we have a fantastic team right now. And so my hours have cut down. So I'm actually able to spend more time with my family because I have such a fantastic team and we have fantastic processes. But as a new owner, you just have to do whatever, whatever you have to do to get it done. And

eventually it will get easier. Not much easier, but it will get easier. Now we move on to this next box. You have to know your unique value proposition. Now, as a coaching platform, what we try to do is work with wonderful clients like you to help you stand out in the clutter of commerce. And one of the things that I found out about your business very quickly.

is you had a long history of running your business. I mean, you weren't a startup. You had had a long history of success. And so I was telling Andrew, Hey, we need to document all of Kevin's testimonials. We need to gather them in one place. We need to start getting Google reviews, objective Google reviews from real clients. We need to do that because and I'm not.

This is not a backhanded compliment. You had a very good business, but you guys had not documented your client successes over the years. You didn't have video proof that you guys did a good job. You didn't have documented testimonials. You did not have objective Google reviews that matched the quality you provided. You talk about the importance of documenting your actual client testimonials and gathering those objective reviews.

Absolutely. That's really huge in our growth. The fact that we are the highest and most reviewed commercial cleaning service in the entire state of Oklahoma is a very important thing. And it just shows proof of who we are when we get Google reviews. Also, when we do video testimonials, it's real people giving real testimonials. It's not

super, super professional. It's just a real person giving a real review of how they feel about multi-clean. And it's just been a huge help to our business. When people get online, they look for a commercial cleaning service and usually they go to the maps page. We're right there all the time and usually we get picked to give someone a quote. And that's been really instrumental in the growth of multi-clean.

and again this is not a an event this is an ongoing process in every week we're gathering objective google reviews objective video reviews and again that's it's one of the ways you stand out in the clutter of commerce the next is the branding uh... when a lot of times we meet a business owner kevin and their website is in disrepair their website needs help

Um, they, so I think about clients that we've had tremendous success with, you know, brands like Shaw homes. When we started working with Shaw homes, by the way, Shaw homes was just sold, but we worked with, we started working with Shaw homes. They were around $14 million a year of sales and we helped them to grow over a hundred and two, over a hundred and 50 million in sales. So just to be clear, we helped Shaw homes grow from, you know, 14 million in sales to over 150 million in sales. We, you know, work with wonderful brands like OxyFresh where OxyFresh today now has over 550 locations.

And branding really is just the perception that people have when they see your company for the first time. Branding is your website, your print pieces, your logos, your business cards, your one sheets. Branding is the perception people have when they see your business for the first time. And I would encourage everybody out there to self assess yourself on a scale of one to 10, 10 being the highest, one being the worst. How highly would you rank your branding? Kevin, can you talk about the impact that's made having a professional branding working for you?

Absolutely branding is pretty key in the commercial janitorial service because there's a lot of startups that are very cheap and don't really offer much service when we show up. Everything that we do as professional on a card looks good, our proposal looks good. We have a team here that continually communicates with a customer or a potential customer. And so having that brand that this is a professional company

We have a lot of respect out there amongst our competitors and amongst our clients as well because we have that. The quality name goes with multi clean and that's very important in this industry.

Now, again, there's somebody out there who needs to hear this. We've been working together for years and every week, you know, you're growing by every week. We're improving the company, in my opinion, by one or two percent. So at the end of the year, you say, what did we do? Well, we made the company 50 percent better. Every week we're improving the company by one or two percent. What are we talking about? At the end of the year, you've grown the company.

at the end of the five years you've grown the company. At the end of the six years, you look back and go, wow, we're five times larger. What do you say to somebody out there that's looking to get rich quick, somebody who's looking for the one thing that will turn their business around and make them rich tomorrow? What would you say? I would say give it up on that idea because there's no such thing as it's more like get rich slowly. That's the only way to be successful is

Take your time. Do it right. Be patient. Be a man or a woman of integrity and make good decisions for your company and just do it right.

Now step four, I'm just going to, I'm going through this methodically folks. Step number four, you, again, you define your unique value proposition. Got it. Okay. Step five, you improve your branding. Step six, you have to come up with a three-legged marketing stool. And with your business, we have clearly defined a three-legged marketing stool. What does that mean?

A stool with three legs is stable. A stool with one leg is going to fall over. It's probably not even a stool. It's more at that point. It's sort of a monopod. But you have to have a three-legged marketing stool. So for your company, we have three things that we do. And there's some other things we do too. But one is we really, really focus on search engine optimization by gathering the most objective reviews, writing original content, gathering video testimonials. Second, dream 100. That's where you reach out to your ideal and likely buyers. Consistently, you reach out to your ideal and likely buyers.

And third, you're wowing your customers to the point that you're generating word of mouth. The word of mouth is becoming, you're intentional about wowing your customers, thus it creates word of mouth. Could you talk about the importance of having a three-legged marketing stool for anybody out there that has a one-legged marketing stool or no intentional approach to marketing at all? Well, Clay, the nice thing about the three-legged marketing is that we learned that from you at Thrivetime. We didn't really know what we were doing.

And so when we joined up with Thrivetime, we started doing the SEO, we got our website in order, got it all cleaned up so that when people search for commercial and janitorial services, they find us. Also, when they do find us, we're top in Google reviews. And then also with the Dream 100, we have a database in our Excel and HubSpot that we're continually going to and making cold calls.

And the important thing about all that is that you can't just rely on one. Maybe one day, one's doing well, the next day, the next month, another one's doing well. So it's circular. At one point, one of them is always going to be doing well to help your company grow. Now, once leads come in, you have to actually sell something. And this just end, if we don't sell, our business will go to hell. You know that. Most of our listeners know that too. But there's a lot of entrepreneurs out there that have a bias, they think,

You know, if I have a great idea, it'll sell itself. If I build it, they will come. And they think that because they've watched Field of Dreams, they think that because they've watched too many Tai Lopez videos, they think that because they've watched Gitrich quick videos about ClickFunnels and various other online

I call it scam mockery, but it's where someone's trying to get rich quick. And I would just tell you that if you build it, they won't come. And a product is so good, it still won't sell itself. You have to get out there and work it. And so to do that, you have sales scripts, you have recorded calls for quality control, you have one sheets, you have pre-written emails, you have lead trackers, you have all of those things in place. Could you talk about the importance of having intentionally scripted

Calls and intentionally recorded calls and intentional just being intentional about every aspect of your sales process. Absolutely were intentional with all that with our sales scripts. We have two ladies that are inside sales and they're continually calling that they have a fantastic script that they use.

The one sheet that we use, we give it and it compares us to two other services. And actually that was designed by you guys at Thrivetime, which has been very helpful. And then our lead tracker, which Andrew and I go over each week, we kind of look because I don't see all of the leads that come in, but we go to lead tracker. I'm able to see from beginning to end when the lead came in.

where it is, is it in the bid process right now? And did we get it or do we not get it? And if we didn't get it, that goes into another file for a follow-up call in three to five months. And if you don't have all those in some kind of a process, you're just going to lose all those potential leads.

I hope that this podcast, this broadcast can change somebody's life. Now in part two of today's show, I am going to do a show specifically about how if you have a great idea, it won't sell itself. And you're going to part two of the show is going to start off with Steve Jobs. Steve Jobs. There's old video footage of Steve Jobs.

telling you the viewer, telling me the viewer that, hey, a great product will not sell itself. And it's powerful when you hear from other people who are actually achieving success, who did achieve success. I encourage everybody to pay attention and take notes because we're trying to help you achieve massive success. Step number eight, you have to know how much money it costs you to acquire a new customer. You have to determine your sustainable acquisition costs. So just today, I mean, I talked to a wonderful lady today.

I'm going to talk to a wonderful young man. I say a young man, a guy in his late 30s. I'm going to talk to a man in his late 30s today. I talked to a woman this morning who's super successful. And I know that whether they buy a ticket to a conference or not, or whether they become a client or not, Kevin, I know that our marketing costs to promote our conferences hover around $12,000 a month.

Yeah, so I spend about $12,000 every month to market our business conferences. Why am I telling you that? Well, folks do the math. If we have a conference every two months, so every 60 days, right, and we're spending $24,000 to promote a conference, and we're doing a conference every 60 days approximately, how much money does it cost me for every person who's in attendance? So let's just kind of do some math for a second. I want to give people some real examples. So.

If I'm spending $24,000 this month or over the next two months on promoting a conference and we sell a total of 300 tickets, that means it's $80. It costs me $80 per customer, her conference attendee. And I'm not talking about the food we serve. Kevin, I'm not talking about the Eric Trump's, the Robert Kiyosaki's, the Tim Tebow's that come in to speak. I'm not talking about any of the workbooks we give the attendees. I'm just talking about the cost to get

in front of our ideal and likely buyers, it comes out to about $80 per ticket buyer. And I think if you ask the average entrepreneur, I know this because I've been doing business coaching for 20 years, the average client I talked to, the average potential client I talked to, they do not know what it costs them to get a new customer. Can you talk about that for a second? Why is it important to know how much money it costs you at multi-calain to get a new customer?

Well, Clay, it's really important because you have a sales team, you have an outside sales team, inside sales team, and you have overhead costs along with startup costs for us. We have to start up with new equipment and all kinds of equipment to do the building, the bigger the building, the bigger the startup. So it's very important to nail that down on what it costs. Sometimes I have to rein in the team and say, okay, we can't buy all this brand new, this equipment, that equipment for this account.

Thankfully, most of our startup costs are recouped within the first three to five months of starting a contract with a customer. But it's very important to know that, otherwise, at the end of the month, you're like, we're all my money go. So it's very important to know what that cost is.

Folks, I'm telling you, this is the kind of stuff they don't teach at business school, but they should. Okay. So here we go. The next is you got it. This has been stuff we have to do. We have to box number nine, step number nine. We have to create repeatable systems, processes, and file organization. Now so many people, what's interesting to me, Kevin, is so many of our listeners, they know about Dr. Z in the auto auction, or they know about me in the dog training business, or they know about me in the haircut chain and they go, Clay,

Did you grow up? Like, was your dad like the Zulhan? Was your dad really into hair? Is that how you got going? Or they'll go, Clay, or are you in Dr. Z really into cars? Do you have like an automotive background? Or they'll say it's z66a.com. And Dr. Z, full disclosure, just did sell that business. So it's now switching the branding over here to America's auto auction, OK? And by the way, the company that bought his auto auction bought it because it was successful. People look up, make your dog epic. They go, are you?

Did you have a dog training background? People look up, Dr. Zelen and associates, they go, is that because you guys are in love with the human eyeball? And then what happens is people are left to think, are you successful because of luck? Or have you, Clay, have you and Dr. Z been able to combine to build what, 14 multi-million dollar companies? Because you're lucky?

because of your vast knowledge of the human eyeball and hair, dogs, or is it because you're following a proven process? And that's what I want to hammer home at everybody's cranium right now. Everybody can do this, Kevin, but you've got to follow a system. What do you say to somebody who says, I just don't know if I can do it. What would you say?

Well, I would say that before we had a relationship with Rifetime, I don't even think I knew what a process meant or what a process was. So the coaches there have helped me put in some great processes in place to track sales, to learn about. We have a software called HubSpot that you're familiar with, Excel. And we have another software called Highrise that we use, and it tracks

all of our customers day by day. And without that, we would be lost and floundering so poorly. But because of these processes in place, we're doing so well. It's all out of my brain because that's where it was before. And now it's not. Now it's in paper. It's on our server so that we can draw to it each week. And that really helps in our growth and the flow of the whole company.

And I want to greatly respect your time. So the final five minutes we have here, we're going to kind of crank up the speed a little bit here. But Box number nine, you have created, we've created repeatable systems and processes. We've documented these things so we can improve them over time. Box number 10, we've created management systems, management systems. I mean, what people on your team will do what jobs.

What? Think about it, folks. If you have a company, what are you expecting your employees to do every day? What people on your team will not do their jobs? And what jobs are people doing well? What? Think about the people on your team. What are they supposed to be doing on a daily basis? And what are they not doing on a daily basis? What are they being held accountable for? And at the end of the day, Kevin, if you don't have checklists,

and documented expectations and some sort of merit-based pay, nothing's going to happen. Why do you have to take the time to make the checklists and the processes and the description of what you want employees to do and have some sort of merit-based pay system in place?

Well, if it's not documented, then they won't know what to do. And also, if it's not documented, it's really difficult to rely on all the employees to just think on their own. They need some help. They need time to focus and to get things done. That goes all the way from the lady that welcomes everyone in, all the way up to our general manager. Even to me, we have to have documented expectations.

This is so powerful, folks. I'm hoping you're learning something. This is, I'm telling you folks, this is the boring stuff that will make you rich. You see, when the average person gets bored, the great clients, they bored down. What am I saying? When the average person gets bored,

The great, the most successful people they board down. You see a skilled athlete. You see a successful entrepreneur. They have focused on mastering these systems. They have focused on mastering their craft. People like Larry Bird, the great NBA player, people like LeBron James, people like Michael Jordan.

They practiced to the point that they couldn't get it wrong. You don't practice until you can get it right. You practice until you can't get it wrong. And that's why you have to document these systems. Box number 11, you have to create a sustainable schedule. You have to have a schedule. Kevin, if you're not doing the group interview, let's say every week, if you're not interviewing potential client of potential employees every week, if you're not interviewing potential employees every week,

and you're not having your weekly accountability meetings with your team. What's going to happen if you don't have a predictable, repeatable schedule in place? Well, nothing's going to happen. That's the key. Having the group interview has been great. We just hired a salesman in our Oklahoma City Office to the group interview, which was fantastic and also in Tulsa as well. But just having those

having those sustainable schedules in place is just great for the growth of the company. Now, Kevin, I've got a wonderful client. I'll be very vague. They're based in Florida. And they were telling me they said, Clay, I have a vacation coming up in California. And I said, it's great. They said, no, it's terrible. I said, why is it terrible? They said, I haven't been doing the group interview consistently. And I've kind of delegated that to somebody in my office that's

i don't really know what they're saying i just know that the group interview i'm not involved in the process and i'm just looking at my calendar and if if we go on this trip uh... to california

We're going to have some problems. What do you say to somebody out there who's abdicating their hiring process or abdicating their sales calls? I say abdicate. They're not delegating. Delegate means to assign and then to follow up to make sure it's done correctly. Abdicate means to just say, well, someone else is handling it. What do you say to somebody out there specifically that is abdicating their hiring process, the group interview process, the process for recruiting employees?

Well, I love to be involved in all the group interviews. And usually whenever there's a group interview, there's anywhere from four to 12 people. And the great thing about it is that within the first five minutes, you know the two or three that you want to keep. And so that saves me so much time because interviewing 12 people takes 12 hours. Interviewing 12 people in a group interview takes about an hour.

And I love that. I love saving time. I love saving money like that, where I'm not having to spend all day interviewing people that may or may not even show up. And it's just great. And I highly encourage owners to get involved in the hiring process. Group interviews are very successful. I'm encouraging to do that.

Now, again, so many people can hear this stuff and they go, this is so overwhelming, there's so much to do. Box number 12, you want to create human resources and recruitment systems, and we have systems for that. Box number 13, you want to look at your numbers. You must, you have to measure what you treasure, what you have to measure, what you treasure. And by default, you will slack where you, this is important.

You will slack where you don't track. By default, you will slack where you don't track, and you have to measure what you treasure. I hope this is sinking in for somebody. Casualness causes casualties. I want people to think about these words. Casualness causes casualties. You have to measure what you treasure. You will slack where you do not track. These are all things we're going to teach you.

Kevin, you, we've got to have accountability though. And so anybody out there, you know, I have a law firm I've used for years, winter's king.com. The reason why I pay them on a monthly basis is I want to make sure that all my filings are correct. Everything's being done properly. I have an accountant, an accounting firm called CCK, CCK. I've used them for years.

over 10 years actually. And I've used them and the reason why I pay them on a monthly basis is I want to make sure that I'm paying my taxes on time properly, that sort of thing. In any area of our life where we want to have improvement, I would argue you need to have a coach, whether it's an accountant, whether it's a lawyer, they have different names, sometimes they're called a lawyer, sometimes they're called an accountant, sometimes in fitness. So many people I know a lot of my, this is true. Some of my friends are former pro athletes and they tell me they say, Clay,

As soon as I retired from my sport, I quit working out and I go, okay, that's fine. And they go, you know what I did this year? I said, what'd you do? They said, I hired a personal trainer and I said, what happened? They said, now I'm back in the flow. And I think we all just need, we need to know three things. We need to know what to do. Two, we need someone to hold us accountable. And then we need to have someone who has the tools. Can you talk to somebody out there that's thinking about scheduling a 13 point assessment to talk to myself and our team about becoming a business coaching client?

Well, I remember when I had my first meeting with you, I thought, I have nothing to lose, absolutely nothing to lose except growth. And after that 20 to 30 minute meeting with you, I thought, this is going to change the trajectory of multi clean. And, and it has. And because the coaching is they keep you accountable.

And like I said earlier, sometimes it's hard to keep owners accountable because they think they know everything and we don't. And so I've loved it. I've loved the coaching. I've loved having Andrew keep me accountable. And when sometimes I can't make the meeting, we have phone calls. And it's just been great. It's been good accountability. Even my wife says, no matter what, you're never leaving for a lifetime.

Now, let's say this, somebody, you know, how we live in a soundbite world. So if you could, I won't paint you too much into a corner here, but if you have 30 seconds, you know, and somebody said, Kevin, how has the thrive time show business coaching program impacted your business? Or how would it, how could it impact somebody's business? Kind of a 30 second overview or summary. How would you describe the business coaching and how it's impacted your business?

Well, it's given me, uh, it's given me my why. Uh, and it's taught me the importance of systems. It's taught me the important of family time and the F seven goals that you impress upon me all the time. Cause you know, you can be the owner of a company and work a hundred hours a week and then you have no family. And so the thrive time relationship I've had now for six, seven years.

has done everything to not only improve my business, but improve my life, improve my relationship with my son and my wife. And it's just been fantastic. And I highly encourage, if you're thinking about growing your business and getting out of a rut to meet up with Clay and all the people at Thrive Time.

Final question I have here for you. I don't know that people know this because I try to keep it secret. I don't try to talk about it a lot, but this is just real. You know, we charge people $1,700 a month. That's what we charge people, $1,700 a month. And people say, why do you charge that? Well, it's a 20% margin. And that's that's what we do.

Now, we have some clients that we partner up with. We make a percentage of the growth. And frankly, I make a lot of my wealth by teaming up with clients and these sorts of things. But when I was building my company, DJConnection.com, I remember when I met with the yellow page guy. He told me it was going to be 2,500 a month to buy a yellow page ad. I mean, this is over 20 years ago, 25 years ago.

Um, and that, that amount was wild. You know, so I got a job at Applebee's Target and Direct TV. That was my get rich system, you know, as I went to work, that was, that was, that was my life hack. I got a job at Applebee's Target and Direct TV. But I think everybody needs a little bit of a hand up, maybe not a hand out, but a hand up. And that's how we make the packages affordable at $1,700 a month, $1,700. It's less money than it costs to hire

Minimum wage employee. Also it is month to month. Although most of our clients are with us for basically until they sell the company. Our average client is with us for over six years. But we do have scholarships. We work with a couple of clients a month where if they need help financially, we work with them at a discount. What do you say to somebody who's thinking about coming to our next workshop with Eric Trump or Robert Kiyosaki or Tim Tebow or whatever workshop we have coming up? What do you say to somebody who's on the fence right now?

Speaking about scheduling a 13-point assessment, I'm thinking about buying a ticket for an in-person workshop. Kevin, what do you say to them? I would say to both. I've probably been to, oh, in six, seven years, I've probably been to 12 to 13 business conferences. And amazingly, each time I go, I learn something new and I'm so excited to bring it back and show the team about marketing and how to implement.

How to help you guys implement the SEO and the coaching is this great because there's accountability and it's just a fantastic way to to grow your company. Having a relationship with drive time is it's just been amazing for multi clean.

I don't know that we talked about it, but we do the photography video web search engine online ads from a peace of mind perspective. What does that do for you as an owner knowing that? Hey, it's it's a flat rate. I'm paying and these I have a team that handles all of that for me. The graphic design, the photography, the search engine, the web development, the strategy. What does that do for you? Oh my goodness, it frees me up because then I don't have to get take a class on search engine optimization or.

Or learn marketing or shoot video. That's not what we do. What we do is commercial janitorial service. And you guys were the experts on marketing and you teach me and hold my hand and show me how to do it right. And therefore now my company is much, much larger.

Kevin, I really do appreciate your time for anybody in the Oklahoma area. Anybody in Kansas? I believe you said you said Kansas, Oklahoma. What other states are you in now, Kevin? We're in Oklahoma in Southern Kansas. And this in 2025, we are looking to open an office in Northwest Arkansas.