Best Business Podcast | Why Not You? Why Not Now? Will You Choose to Find the Time to Become Successful? “If The Why Is Powerful, the How Is Easy.” – Jim Rohn (Best-Selling Author) + The Art of “THE MAN LUNCH”

Audio Transcription

I want you to ponder these four questions. Here’s the first one and that’s why Why pay the price why work this hard Why go this far? Why try to learn this much? Why develop yourself to the full Why try to become all that you can possibly become.

That’s a good question, why? And you’re the only one personally that can answer that question for yourself. You’ve got to have your own list of whys. Here’s what I want you to do when you go home after you’ve left this extravaganza. Work on your list of whys. One of the big thrusts for success is to come up with a strong enough why.

In leadership training, here’s what we learn. If the why is powerful, the how is easy. Now here’s number two. The first question to ponder when you go home is why. Here’s another good answer to why. It’s the second question, why not? Why not see how much you can earn? Why not see how much you can learn, why not see how many skills you can develop, why not see what kind of person you can become, why not see what kind of influence you can have, why not see how many people you can rescue from oblivion. I want you to take that personal. Why not?

Why not? Now here’s number three. Why not you? I wish I could say that to each of you individually, but it would take a couple of lifetimes To sit down and talk with each of you individually But I want you to take it personal and my personal question to you is why not? you You’ve got the brains you can make decisions. You can study the plan You can change your life, you can grow immensely in the next few years, you can make your dreams

come true, you can build a financial wall around your family nothing can get through, you can become healthy, you can become powerful, why not you? And I’m here to say that I’m ready to pledge my support to make your personal dreams come true. I ask the question, why not you? But I’m not going to ask it and just walk away.

I’m going to ask it and walk with you. And now here’s my last question. My very last question on the questions to ponder is, why not now? There never was a better time. And what a time now for us to take this dream and not let it die. Take this dream and give it life.

Take this dream and breathe into it your own personal spirit until finally it becomes a flame that burns around the whole world. Let’s go do it now.

Who is enjoying their man lunch? Me! Hey, who wants to explain what what man lunch

really is all about? What is man lunch? Never mind. Me? Yeah, I mean explain what man lunches yeah cuz otherwise not a man

lunch it’s like when he’s like hey what do you want I don’t know. What do you want? Where should we go? That’s not a main lunch. What kind of lunch is that maybe? That’s a lady lunch. That’s one with preferences. That’s a lunch with preferences.

You don’t know what I would like to eat.

That is the lunch of all gardens going to be today.

Oh man. Hey guys, the Patriots are going to play today. Are you guys pumped?

Yeah. Yeah.

Sir, what is your name and what’s the name of your business?

My name is Brett Meehl. I own Leisure Insurance Group.

And so sir, we’re at the desk, you’re looking at the numbers. One more time, what is your name, what’s the name of your company, sir?

My name is Brett Meehl. I own Leisure Insurance Group.

And so you’re looking at your stats, and tell us this year’s stats versus last year’s stats. This year’s stats versus last year’s stats. Tell us what’s happening.

We had a massive year in 2024. Started working with the Euclid in 2023. In 2023, I did a total of 947,961 in total sales. And in 2024, we did a total of $2,894,067.84

million eight hundred ninety four thousand sixty seven dollars and eighty four cents in total. A lot of numbers coming in fast. Could you repeat that again?

Somebody might have blacked out there. Let’s try again. Yeah. So you did, tell us again the numbers. So in 2023 I did nine hundred forty seven thousand dollars and in well nine hundred forty seven thousand nine hundred sixty one dollars and seventy one cents in 2023 and in 2024 we finished the year with $2,894,000.60. There’s so many numbers I can’t even say.

So let’s talk about it again. So this year you ended up over $2 million. And the year before you were at how much?

$947,000.

OK, so as far as a number, is it safe to say that you doubled or you more than doubled? Or how would you describe that?

We more than doubled our sales in 2024.

You more than doubled your sales? Yeah. And what’s the process been like? You know, cause I’ve been meeting with you every week for, you know, over a year now. What’s it, what’s it,

have you, has it caused you hair loss? Has it caused anxiety? What’s the process been like of just weekly coaching and diligently implementing the systems?

The systems have been everything. And it’s just been a every single week move the needle type mentality. Every single week here’s what we got to do. Reach out to these people. Get reviews. Reach out to these people. It’s the same thing. It’s consistent. I know what to expect every single Tuesday when we meet, but it’s just the accountability to the process and the results speak for themselves.

Now in the final 90 seconds we have you here, you talked about the systems, you know? And it’s not about just gathering objective video reviews, it’s not just about calling the leads, it’s not just about texting the leads, it’s not just about the Dream 100,

it’s not just about search engine optimization, it’s all of that working together. Could you kind of describe that for anybody that maybe is new to that ecosystem of having multiple systems running simultaneously? Because I think a lot of people they get overwhelmed by the complexity of having multiple systems going simultaneously. Yeah and that’s the

beauty of having a coach like you Clay, is you can make it very condensed and practical. This is easy. It’s so easy I can do it. And you just got to stay humble and stay coachable and stay consistent. And it’s not overwhelming, it’s you hit your columns, A through whatever column we’re at now. Because if you look, we started in 23 with one, two,

three, four, five, six, seven, eight, almost nine columns. And in 2024, we’ve added almost double that. That’s because every single week we’re finding new ways to move the needle. And so it hasn’t been overwhelming. It’s been fun.

It’s been hard. But that’s business. And it’s been an incredible year.

Now, final question I have here for you. I guess final two questions. If somebody wants to buy something from you, what do you actually sell? I mean, what is your product that you sell? What kind of solutions? What kind of services do you sell?

I sell peace of mind. Oh, well, sure.

Then I’ll buy, too. home, life insurance, umbrella insurance, boat, RV, commercial, workers comp, you name it, pretty much everything but group health insurance and individual health insurance, we can insure it.

So reach out, happy to help.

And then how would you describe your overall coaching experience, let’s say in like 30 seconds or less, for everybody watching, so it’s kind of like, what’s your name, name your company, and how would you describe your experience? Yeah, my name is Brett Meehl. I own Leisure Insurance Group. My coaching experience with Clay has been incredible. I show up every single week ready to move the needle.

And that meeting might be three minutes, it might be an hour, but every single week I leave with something tangible

that I can do to move the needle and help grow my company.

My name is Kevin Thomas, and the name of our company is MultiClean. We are a commercial janitorial service, and we serve the entire state of Oklahoma and Kansas and soon to be Arkansas. We have probably grown probably five times. We’ve added, I think when we first started with you, we had 60 to 65 employees, and now

we have a little over 300 employees. Before we got involved with Thrive Time, we didn’t really have any systems or processes in place. I’ve probably been to, oh, in six, seven years, I’ve probably been to 12 to 13 business conferences and amazingly, each time I go, I learn something new and I’m so excited to bring it back and, and show the team about marketing and how to help you guys

implement the SEO and the coaching is just great because there’s accountability. And it’s just a fantastic way to grow your company. Having a relationship with Thrivetime, it’s just been amazing for multi-claim. Oh my goodness, it frees me up because then I don’t have to get take a class on search engine optimization or, 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.

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 long-time client, he’s a man that we consider to be a friend of the Thrive Time Show, and a friend of mine.

Ladies and gentlemen, please welcome to the show, Kevin, welcome onto the Thrive Time Show. How are you, sir? Clay, I’m doing great.

I had a great Christmas holiday, and I’m glad to be here.

Okay, 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 Arkansas.

And how long have we worked with you approximately at this point, sir?

It’s been about six, seven years.

And 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, 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 MultiClean, 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 2% every week?

Well, Andrew is my coach, and the great thing about having him as a 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 to me being consistent with our processes, with our systems, which before we got involved with Thrive Time, 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, 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 time frame.

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 address, sir?

The website is Multiclean, just like it sounds, multicleanok.com.

Multicleanok.com. I’m going to pull this up. As I pulled up this 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, 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 it is, 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 807. 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 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 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 one, we gotta 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 gotta have our goals.

Second, we gotta 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 bare 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 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 of all most importantly is to pay yourself. And 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 so 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’ll say virtually, every entrepreneur I’ve ever interviewed in my life on this show, we’ve interviewed billionaires, multimillionaires, 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 owner, you have to be 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 a clutter of commerce. One of the things that I found out about your business very quickly is you had a long history of running your business.

You weren’t a startup. You had a long history of success. 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 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. Can 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. 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 about how

they feel about MultiClean. And it’s just been a huge help to our business when people that 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 MultiClean.

And again, this is not an event. This is an ongoing process and every week we’re gathering objective Google reviews, objective video reviews. And again, that’s one of the ways you stand out in the clutter of commerce. The next is the branding. A lot of times we meet a business owner, Kevin, and their website is in disrepair.

Their website needs help. 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 started working with Shaw Homes, they were around $14 million a year of sales and we helped them to grow over $150 million in sales. So just to be clear, we helped Shaw Homes grow from $14 million in sales to over 150 million in sales.

We work with wonderful brands like Oxifresh, where Oxifresh 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 professional branding working for you?

Absolutely. Branding is pretty key in the commercial janitorial service because there are a lot of startups will that are very cheap and don’t really offer much service when we show up. Everything that we do is professional. Our card looks good. Our proposal looks good.

We have a team here that continually communicates with a customer or potential customer. And so having that brand that, uh, 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 MultiClean 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’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% better. Every week we’re improving the company by 1 or 2%. 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?

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 going through this methodically, folks.

Step number four, 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. 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. 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 janitorial services, they find us.

Also, when they do find us, we’re topping 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. 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, next month, and either one is 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 the leads come in, you have to actually sell something. And this just in, if we don’t sell, our business will go to hell. You know that. Most of our listeners know that, too. But I think 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 Get Rich 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. We’re intentional with all that with our sales scripts. We have two ladies that are inside sales and they’re continually calling. They have a fantastic script that they use. The one sheet that we use, we give it and it compares us to 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, cause I don’t see all of the leads that come in,

but we go over the lead tracker and 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 did 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 part two of the show’s gonna 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 gonna 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.

What?

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 cost 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 talk to,

the average potential client I talk 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 Clean 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 you’re just not, at the end of the month, you’re like, where’d 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 and the auto auction, or they know about me and the dog training business, or they know about me and the haircut chain, and they go, Clay, did you grow up, like, was your dad, like, the Zolhan? Was your dad really into hair? Is that how you got going?

Or they’ll go, Clay, are you and Dr. Z really into cars? Do you have, like, an automotive background? Or they’ll say, it’s z66aa.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. 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, did you have a dog training background? People look up Dr. Zellner 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 multimillion 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 wanna hammer home

into 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 Thrivetime, I don’t even think I knew what a process meant or what a process was. 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 HiRise 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 wanna greatly respect your time. So the final five minutes we have here, we’re gonna kind of crank up the speed a little bit here. But box number nine, 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. 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 you’re not 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 they need time to focus and 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 bored 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 or 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 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, that’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 we go on this trip 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 you to do that.

And 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 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, we’ve got to have accountability, though. And so anybody out there, I have a law firm I’ve used for years, wintersking.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 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. 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 MultiClean. 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?

It’s given me my why. And it’s taught me the importance of systems. It’s taught me the importance of family time and the S7 goals that you impress upon me all the time because you can be the owner of a company and work 100 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 Thrivetime.

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. We charge people $1,700 a month. That’s what we charge people, $1,700 a month.

People say, why do you charge that? Well, it’s a 20% margin, and that’s what we do. 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. When I was building my company, DJConnection.com,

I remember when I met with the Yellow Page guy. He told me it was gonna be $2,500 a month to buy a Yellow Page ad. I mean, this is over 20 years ago, 25 years ago. And that amount was wild. So I got a job at Applebee’s, Target, and DirecTV.

That was my get-rich system, you know, as I went to work. That was my life hack. I got a job at Applebee’s, Target, and DirecTV. 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.

It’s $1,700 a month, 1-7-0-0. It’s less money than it costs to hire a 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 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? They’re going, I’m thinking 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 do both. probably been to, oh, in six, seven years, I’ve probably been to 12 to 13 business conferences. And amazingly, each time I go, I learn something new and I’m so excited to bring it back and, and show the team about marketing and how to implement, uh, how to help you guys implement the SEO.

And the coaching is just great because there’s accountability. And it’s just a fantastic way to grow your company. Having a relationship with Thrive Time, it’s just been amazing for multi-claim.

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 a flat rate I’m paying

and 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 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.

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 and Southern Kansas and this in 2025, we are looking to open an office in Northwest Arkansas.

I encourage everybody out there, check out the website right now. I’ll pull it up one more time, folks. That website is multicleanok.com. That’s multicleanok.com. If you’re looking for a commercial cleaning service

that you can trust, go to multicleanok.com. Kevin, thank you so much for your time, sir. I hope you have a great rest of your day.

Thank you, Clay.

Bye-bye.

One of the things that really hurt Apple was after I left, John Sculley got a very serious disease. And that disease, I’ve seen other people get it too. It’s the disease of thinking that a really great idea is 90% of the work. And that if you just tell all these other people,

here’s this great idea, then of course they can go off and make it happen. And the problem with that is is that there’s just a tremendous amount of craftsmanship in between a great idea and a great product.

Plate Clark is here somewhere. Where’s my buddy play? Play is the greatest. I met his goats today. I met his dogs. I met his chickens. I saw

his compound. He’s like the greatest guy. I ran from his goats, his chickens, his dogs.

So this guy’s like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing.

OK, Aaron Antis, March 6th and 7th, March 6th and 7th. Guess who’s coming to Tulsa, Russia? Oh, Santa Claus?

No, no, that’s March, March 6th.

And you’re going to be joined by Robert Kiyosaki. Robert Kiyosaki, best-selling author of Rich Dad Poor Dad, possibly the best-selling or one of the best-selling business authors of all time and he’s going to be joined with Eric Trump. He’ll be joined by Eric Trump. We got Eric Trump and Robert Kiyosaki in the same place. In the same place. Aaron, why should everybody show up to hear Robert Kiyosaki? Well you got billions of

dollars of business experience between those two, not to mention many, many, many millions of books have been sold. Many, many millionaires have been made from the books that have been sold by Robert Kiyosaki. I happen to be one of them.

I learned from the man. He was the inspiration. That book was the inspiration for me to get the entrepreneurial spirit as many other people. Now, since you won’t brag on yourself, I will. You’ve sold billions of dollars of houses, am I correct?

That is true. And the book that kick-started it all for you…

Rich Dad Porn Ed.

Rich Dad Porn Ed. The author, the best-selling author of Rich Dad Porn Ed, Robert Kiyosaki, the guy that kick-started your career, he’s going to be here. He’s going to be here. I’m umped. And now Eric Trump, people don’t know this, but the Trump Organization has thousands of

employees. There’s not 50 employees. The Trump Organization, again, most people don’t know this but the Trump organization has thousands of employees and while Donald J Trump was the 45th president of these United States and soon to be the 47th president of these United States he needed someone to run the companies for him and so the man that runs the Trump

organization for Donald J Trump as he was the 45th president of the United States and now the 47th president of the United States is Eric Trump. Eric Trump is here to talk about time management, promoting from within, marketing, branding, quality control, sales systems, workflow design, workflow mapping, how to build. I mean, everything that you see, the Trump hotels, the Trump golf courses, all their products, the man who manages billions of dollars of real estate and thousands of employees

is here to teach us how to do it. You are talking about one of the greatest brands on the planet from a business standpoint. I mean, who else has been able to create a brand like the Trump brand? I mean, look at it. And this is the man behind the business for the last, pretty much since 2015. He’s been the man behind it. So you’re talking, we’re into nine, going into 10 years of him running it.

And we get to tap into that knowledge. That’s going to be amazing.

Now, think about this for a second. Would you buy a ticket just to see Robert Kiyosaki, Eric Trump? Of course you would.

Of course you would.

But we’re also going to be joined by Sean Baker. This is the best-selling author, the guy who invented the carnivore diet. Dr. Sean Baker, he’s been on Joe Rogan multiple times. He’s going to be joining us. So you’ve got Robert Kiyosaki, the best-selling author

of Rich Dad, Poor Dad, Eric Trump, Sean Baker. The lineup continues to grow. And this is how we do our tickets here at the Thrive Time Show. If you want to get a VIP ticket, you can absolutely do it. It’s $500 for a VIP ticket.

We’ve always done it that way. Now, if you want to take a general admission ticket, it’s $250 or whatever price you want to pay. And the reason why I do that and the reason why we do that is because we want to make our events affordable for everybody.

I grew up without money. I totally understand what it’s like to be the tight spot. So if you want to attend, it’s $250 or whatever price you want to pay. That’s how I do it. And it’s $500 for a VIP ticket.

Now, we only have limited seating here. The most people we’ve ever had in this building was for the Jim Brewer presentation. Jim Brewer came here. The legendary comedian Jim Brewer came to Tulsa. And we had 419 people that were here, 419 people.

And I thought to myself, there’s no more room. I felt kind of bad that a couple people had VIP seats in the men’s restroom. Oh, no, I’m just kidding. So I thought, you know what, we should probably add on. So we’re adding on what we call the upper deck,

or the top shelf. So the seats are very close to the presenters, but we’re actually building right now. We’re adding on to the facility to make room to accommodate another 30 attendees or more. So again, if you want to get tickets for this event, all

you have to do is go to Thrivetimeshow.com. Go to Thrivetimeshow.com. When you go to Thrivetimeshow.com, you’ll go there, you’ll request a ticket, boom. Or if you want to text me, if you want a little bit faster service, you say, I want you to call me right now. Just text my number. It’s my cell phone number. My personal cell phone number. We’ll keep that private between you, between you, me, everybody. We’ll keep that private. And anybody, don’t share that with anybody except for everybody that’s my private cell phone number it’s 918 851 01029 1885 10102 I know we have a lot of the

Spanish-speaking people that attend these conferences and so to be bilingually sensitive my cell phone number is 918 851 0102

that is not actually bilingual that’s just saying one for a one

I think you’re attacking me. Now, let’s talk about this. Now, what kind of stuff will you learn at the Thrive Time Show workshop? So Aaron, you’ve been to many of these over the past seven, eight years.

So let’s talk about it. I’ll tee up the thing, and then you tell me what you’re going to learn here, OK?

OK.

You’re going to learn marketing, marketing and branding. What are we going to learn about marketing and branding?

Oh, yeah.

We’re going to dive into, you know, so many people say, oh, you know, I’ve got to get my brand known out there,

like the Trump brand.

Right.

You want to get that brand out there. It’s like, how do I actually make people know what my business is and make it a household name? You’re going to learn some intricacies

of how you can do that.

You’re going to learn sales. So many people struggle to sell something. This just in, your business will go to hell if you can’t sell. So we’re going to teach you sales. We’re going to teach you search engine optimization, how to come up top in the search engine results.

We’re going to teach you how to manage people. Aaron, you have managed, no exaggeration, hundreds of people throughout your career and thousands of contractors. And most people struggle with managing people. Why does everybody have to learn how to manage people? Well, because first of all, you either have great people or you have people who suck.

And so it could be a challenge. Learning how to work with a large group of people and get everybody pulling in the same direction can be a challenge But if you have the right systems you have the right processes and you’re really good at selecting great ones And we have a process we teach about how to Find great people when you start with the people who have a great attitude. They’re teachable They’re driven all of those things then you know you can get those people all pulling in the same direction.

So we’re gonna teach you branding, marketing, sales, search engine optimization. We’re gonna teach you accounting. We’re gonna teach you personal finance, how to manage your finance. We’re gonna teach you time management.

How do you manage your time? How do you get more done during a typical day? How do you build an organization if you’re not organized? How do you do organization? How do you build an org chart? Everything that you need to know to start and grow a business

will be taught during this two-day interactive business workshop. Let me tell you how the format is set up here. Again, folks, this is a two-day interactive 15. Think about this, folks. It’s two days.

Each day starts at 7 AM, and it goes until 5 PM. So from 7 AM to 5 PM, two days. It’s a two-day interactive workshop. The way we do it is we do a 30-minute teaching session, and then we break for 15 minutes for a question and answer session.

So Aaron, what kind of great stuff happens during that 15 minute question and answer session after every teaching session? I actually think it’s the best part about the workshops, because here’s what happens. I’ve been to lots of these things over the years.

I’ve paid many thousands of dollars to go to them. And you go in there, and they talk in vague generalities, and they’re constantly upselling you for something, trying to get you to buy this thing or that thing or this program or this membership. And you don’t, you leave not getting

your very specific questions answered about your business or your employees or what you’re doing on your marketing. And what’s awesome about this is we literally answer every single question that any person asks. And it’s very specific to what your business is.

And what we do is we allow you as the attendee to write your questions on the whiteboard. And then we literally, as you mentioned, we answer every single question on the whiteboard. And then we take a 15 minute break to stretch. And to make it entertaining when you’re stretching,

and this is a true story, when you get up and stretch, you’ll be greeted by mariachis. There’s going to probably be alpaca here, llamas, helicopter rides, a coffee bar, a snow cone. I mean, you had a crocodile one time. That was pretty interesting.

You know, I should write that down.

Sorry for that one guy that we lost.

The crocodile, we duct taped its face. So that’s right, we duct taped. It was a baby crocodile. And we duct taped. Yeah, duct taped around the mouth so it didn’t bite anybody.

But it was really cool passing that thing around. I should do that. We have a small petting zoo that will be assembled. It’s going to be great. And then you’re in the company of hundreds of entrepreneurs. So there’s not a lot of people in America today. In fact, there’s

less than 10 million people today, according to U.S. Debt Clock, that identify as being self-employed. So if you have a country with 350 million people, that means you have less than 3% of our population that’s even self-employed. So you only have 3 out of every 100 people in America that are self-employed to begin with. And when Inc. Magazine reports that 96% of businesses fail by default, by default, you have a one out of a thousand chance of succeeding in the game of business. But yet, the average client that you and I work with, we can typically

double the size. No hyperbole, no exaggeration. I have thousands of testimonials to back this up. We have thousands of testimonials to back it up. But when you work with a home builder, when I work with a business owner, we can typically double the size of the company within 24 months. And you say double? Yeah, there’s businesses that we have tripled. There’s businesses we’ve grown 8x. There’s so many examples.

You can see it at thrivetimeshow.com. But again, this is the most interactive, best business workshop on the planet. This is objectively the highest rated and most reviewed business workshop on the planet. And then you add to that Robert Kiyosaki, the bestselling author of Rich Dad Poor Dad. You add to that Eric Trump, the man that runs the Trump Organization. You add to that Sean Baker, now you might say, Clay, is there more?

I need more! Well, okay, Tom Wheelwright is the wealth strategist for Robert Kiyosaki. So people say, Robert Kiyosaki, who’s his financial wealth advisor? Who’s the guy who manages, who’s his wealth strategist? His wealth strategist, Tom Wheelwright, will be here. And you say, Clay, I still, I’m not going to get a ticket unless

you give me more. Okay, fine. We’re going to serve you the same meal both days. True story. We cater to food, and because I keep it simple, I literally bring them the same food both days for lunch.

It’s Ted Esconzito’s, an incredible Mexican restaurant. That’s going to happen. And Jill Donovan, our good friend, who is the founder of Rustic Cup. She started that company in her home, and now she sells millions of dollars of apparel and products. That’s rusticcuff.com.

And someone says, I want more! This is not enough! Give me more. Okay, I’m not going to mention their names right now because I’m working on it behind the scenes here. But we’ve got one guy who’s given me a verbal to be here.

And this is a guy who’s one of the wealthiest people in Oklahoma. And nobody really knows who he is because he’s built systems that are very utilitarian, that offer a lot of value. He’s made a lot of money in the, what’s the, it’s where you rent, it’s short term, it’s where you’re renting storage spaces. He’s a storage space guy. He owns the, what do you call that? The rental, the, storage space? Storage units. This guy owns storage units, he owns railroad cars, he owns a lot of assets

that make money on a daily basis, but they’re not like customer facing. Most people don’t know who owns the mini storage facility, or most people don’t know who owns the warehouse that’s passively making money. Most people don’t know who owns the railroad cars, but this guy, he’s giving me a verbal that he will be here, and we just continue to add more and more success stories.

So if you’re out there today and you want to change your life, you want to give yourself an incredible gift, you want a life changing experience, you want to learn how to start and grow a company go to thrive timeshow.com go there right now thrive timeshow.com request a ticket to the two-day interactive event again the day here is March 6th and 7th March 6th and 7th we just got confirmation Robert Kiyosaki

best-selling author rich dad poor dad he’ll be here Eric Trump the man who leads the Trump organization it’s gonna be a blasty blast there’s no upsells. Aaron, I could not be more excited about this event. I think it is incredible. And there’s somebody out there right now, you’re watching, and you’re like,

but I already signed up for this incredible other program called Smoke Your Way to Thin. You think that’s going to change your life? I promise you this will be ten times better than that.

It’s like I picked the wrong week to quit smoking.

Don’t do the Smoke Your Way to Thin conference. That is, I’ve tried it, don’t do it. Chain smoking is not a viable… I mean, it is life-changing. It is life-changing. If you become a chain smoker, it is life-changing.

It’s not the best weight loss program, though. Right. Not really. So if you’re looking to have life-changing results in a way that won’t cause you to have a stoma, get your tickets at Thrivetimeshow.com. Again that’s Aaron Antis.

I’m Clay Clark. And reminding you and inviting you to come out to the two-day interactive Thrive Time Show workshop right here in Tulsa, Oklahoma. I promise you, it will be a life-changing experience. I promise you, it will be a life-changing experience. We can’t wait to see you right here in Tulsa, Oklahoma.