Financial Freedom | Are You Looking to Achieve Financial Freedom & Time Freedom? Are You Looking for a Turn-Key Business System & Model That You Can Invest In? Discover the Potential POWER & BENEFITS of Franchising!

Audio Transcription

Did you know that the Window Ninjas now operates in four states and in 11 different cities? Gabe Salinas, welcome to the Thrived Time Show. How are you, sir?

I am wonderful, Clay. I’m glad to be here with you today.

And just to give people a little context, how long have we worked with you in your business,

sir?

A little over three years, Clay. We’ve been together for a little bit of a journey now.

And I think we’ve picked the best of times and the worst of times to work together. I mean, it’s like right at the peak of the geopolitical craziness. That’s when we started working with you. But you’ve continued to grow. What kind of growth have you seen over these past three years? Just so the listeners know that you do have, in fact, a business that can navigate through

difficult times.

Well, we have over doubled our business here at Window Ninjas since working with you. I actually went back and looked through our numbers, and I looked at some of our goals that we had set in the original conversation that I had with your team and we have surpassed my original number that I wanted to hit with you guys and I was quite shocked at how, I won’t say easy, but systematic it was for us to be able to get to where we

wanted to be here.

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 altruistically 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 on their hands. They started from the bottom, now they’re here. It’s the Thrive Time show starring the former US Small Business Administration’s Entrepreneur of the Year, Clay Clark, and the entrepreneur trapped inside an optometrist’s body,

Dr. Robert Zunich. Two men, eight kids, co-created by two different women, billion dollar businesses.

That’s why I’m alive, so if you see my wife and kids, please tell them hi. It’s the C and T up on your radio. And now, 3, 2, 1, here we go! We started from the bottom, now we here.

We started from the bottom, and we’ll show you how to get here. Started from the bottom, now we here. We started from the bottom, now we here. We started from the bottom, now we here. We started from the bottom, and we’ll show you how to get here.

Okay, Thrive Nation, on today’s show I’m going to share with you during this brief

five-minute interview something I think that might change your life.

This is a five-minute potentially life-changing edition of the Thrive Time Show. Here we go. This person on today’s show, Gabe Salinas, has been a client of mine, a guy we’ve had the opportunity to work with to help him scale his business, windowninjas.com, for years,

and he has an unbelievable opportunity for you. So if you’re out there today and you say, wow, headed into the new year, I want to make new changes, I want to be able to change my life and have time freedom and financial freedom, perhaps buying a windowninjas.com franchise is right for you. Gabe Salinas, welcome on to the Thrivedime Show. How are you, sir? Hey, Clay. I’m well. Thanks for asking. So here we go. Ten questions in

five minutes. Can we do it? I think we can. One, if somebody wants to buy a windowninjas.com franchise, what are they getting? Like what do they get if they buy a window ninjas.com franchise?

Well, what they’re getting is they’re getting the rights to operate a window ninjas franchise in their specific territory of choice. So we carve out a nice big swath of land in their backyard, and we basically say we are going to be partners and you are going to get this franchise and you are going to become one of the best and most successful window cleaning experts in the world.

And if somebody buys a windowninjas.com franchise, what kind of financial investment does somebody need to put up to get into the conversation?

Well, if you’re looking at a $49,500 franchise fee, and that’s for us to be able to provide you that specific location wherever that franchisee may be. So for that amount of money, they’re going to get a carved out territory somewhere of their choice that is available currently for them.

And what they’re also going to get, they’re going to get the entire system that goes along with having a WindowNinjas.com franchise. We’re going to get them trained. We’re going to get educated on how to provide the services, and we’re also going to train and educate them

how to market their business, how to scale their business, how to grow their business, their daily rocks, things that need to be done on a daily basis so that they can continue to be successful in their business and watch it grow.

Now point number three, question number three, you have a call center, a scheduling center that schedules appointments for your franchisees. Tell us how that works. You have a call center and a scheduling center. Can you tell us how that works for the franchisees?

Yeah. That’s one of the huge benefits of having a Window Ninjas franchise is with us, you get our dedicated call center that is just specifically dedicated to answering customers’ calls. So for all of our locations, we answer all of their calls. It doesn’t matter if they’re in Charleston, South Carolina, Raleigh, North Carolina. They could be in Tampa, Florida, anywhere in the United States that we have a

location, all calls come directly into our corporate office to our call center. And those agents facilitate the client’s needs. So they’ll take down their information and schedule a job with them. They will schedule a time for our franchisees to go out and maybe provide that client a quote. Any kind of customer service responsibility that requires a phone

call or some sort of email, that comes all into our office over here and we handle that for every single one of our franchises.

And with the franchising business, again, question number four here, you guys offer the turnkey marketing, the branding, everything, so people don’t have to reinvent the wheel. How much time does that save somebody if they buy a franchise as opposed to starting a business from scratch?

Oh man, that marketing part is huge because we, before they even, once somebody signs and inks with us and says, hey, I want to become a franchise and they pay their fee, that’s really where the fun marketing begins is because we get to go ahead and build that franchisees specific web page for their location. So let’s say they’re in Tulsa, Oklahoma, we will immediately build them a Google My Business page.

We’ll actually start getting reviews for them. We will also set up their own webpage on our website for their specific location. We’ll start optimizing that webpage, providing the SEO that we need to be doing so that they can start getting leads generated from that, and then we’ll also start to show their ads. We’ll teach our franchisees how we run their ads and manage all those

ads or they can choose to do it themselves. But we basically have a system that works really well when it comes to attracting new clients. And it’s what we call, we have like a, what we call a three-step process in doing it.

Hey, question number five, you have a turnkey marketing system. I think a lot of business owners are saying, man, I own a business. I don’t know how to generate leads. And that could be a problem. Could you talk about the benefits of having a turnkey total marketing system already in place?

Yeah, I mean, having a system like what we have in place already generates leads organically throughout the United States in a lot of locations that we are in and in a lot of locations that we’re hoping to be in. I bet you we filled probably at least 5% of our calls on a daily basis for people who are looking for our services in an area that we are not currently in yet. And so the

benefit of having us go out and market Window Ninjas as a franchise allows us the opportunity to reach people who we know are in an area that is actively being promoted organically for Window Ninjas. But as far as like the location goes, if we have a specific person who’s interested in a franchise and they want to open up a business in Tulsa, Oklahoma, Kalamazoo, California, wherever, we have a system in place of marketing that generates leads through digital, through social, and through one-to-one contact with our call center. Our call center also does cold calls and outreach

for our franchisees as well. So there’s a multitude of things that we do on a marketing side that really generates leads

for these guys.

And with the limited time we have on today’s broadcast, because I really want to get into the meat and potatoes, so I’ll try to speed through questions six, seven, eight, nine, and 10. Here we go. Why should everybody learn more

about a windowninjas.com franchise? I think there’s a lot of wonderful opportunities. I know that some of the wonderful brands that I’ve met over the years, they require potential franchisees to take, and I’m not exaggerating, six weeks of training.

Some of these franchises out there, they require a potential franchisee to fly out to a community and to essentially move there for six weeks to learn how to run the business. I know of some franchises that, you know, to buy one, it costs millions of dollars. I know of other franchises where not only does it cost millions of dollars, but it costs six weeks of training. I know of other businesses, this is real stuff, folks,

that typically require months of ongoing training. I know of other franchises that require a lot of licensing and certifications to get started. At Window Ninjas, you guys really have none of those restrictions. I mean, this is a turnkey franchise

that I believe you can learn how to run within a week of training in your offices. Tell us about the windowninjas.com franchise and why everybody should purchase a window ninjas.com franchise?

Well, the main reasons why somebody would be benefiting from purchasing a window ninjas franchise is because, like you said in the beginning, we promote time freedom and financial freedom and we have systems in place that allow for a owner to work in the business, work on the business, or work outside of the business. because we have all proven systems. And as far as generating income,

the home service industry is one of the fastest growing segments of the economy today in the United States, if not the fastest. I can go on all day about facts and figures and numbers with that. But because there are so many people out there

in the United States that are actively working, generating good income for themselves, have a nice house or have a nice commercial property. There are so many people that have those things and just don’t have the time or the resources to actually get services like what we provide done.

So therefore they reach out to us on a regular basis so that we can perform tasks for them that they just simply can’t get to. And that’s a huge benefit for anybody looking for a business, you want to have a business that is needed, very much needed. We solve a lot of people’s problems every single day, whether it’s cleaning their windows or cleaning out their

gutters or, you know, washing down the exterior of their house. All of these things go into property maintenance and property maintenance is huge. And so with what we do, I’ve been in this industry for over 30 years, so I definitely know all the ins and outs when it comes to this specific industry. I know all the ins and outs when it comes to marketing to this specific industry. I definitely would be considered an expert in the field of the services that we provide as well as businesses that we operate. Folks, if you’re out there today thinking about changing your life

this year, thinking about buying a business, investing in a business that has the potential to create time and financial freedom for you and your family, I encourage you to check out our good friend and his business, windowninjas.com. Again, that’s Gabe Salinas, the founder of windowninjas.com. Gabe, thank you for carving out time for us, and we’ll talk to you next week.

We’ll do, thanks Clay, thanks for having me.

We’ll see you, bye.

Z, on today’s show, we are interviewing the founder and the CEO of OxiFresh Carpet Cleaning Franchises. Now my friend, on today’s show, we’re interviewing the guy whose business has 151,000 Google reviews.

Wow!

396 locations. Wow! What could we possibly learn from this man, Tim?

Ouch! A lot.

When we come back, going green? Can your small business profit by turning eco-friendly? We’re gonna talk with the CEO of one business who says it isn’t working for him. That is ahead on Fox Business, giving you the power to prosper. Some shows don’t need

a celebrity narrator to introduce the show. But this show does. Two men. Eight kids, co-created by two different women. Thirteen multi-million dollar businesses. Ladies and gentlemen, welcome to the Thriving Time Show.

We started from the bottom, now we’re here. We started from the bottom, and we’ll show you how to get here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. We started from the bottom, now we’re here. Yes, yes, yes.

And Dr. Z, guess who is today’s guest? I am so… It’s fresh. It’s hot and fresh. It’s hot and it’s fresh. It’s America’s… It’s the founder of America’s greenest carpet cleaning company. It is none other than my brother from another mother, Mr. Jonathan Barnett. Welcome on to the show, sir. How are you?

I’m fantastic, Clay. How you doing, brother? You doing good down there?

We are psychologically and emotionally prepared for this interview, and we’re just gonna ask you a ton of tough questions. We’re gonna paint him into a corner with hard hitting. All right, so Jonathan, people who have Googled you know that you’ve had some tremendous success throughout your career. So I want to start by asking you about the bottom

and the fireworks stand that started it all. How did you start Oxifresh?

You know, that’s a great question. And I get to tell the story quite a bit nowadays. But when you look back at it, sometimes you don’t appreciate the story, your stories of the hard times you’ve gone through or your beginning. So I think all of us have that.

And if you don’t have that out there, you know, that’s what we’re, that’s why we’re, you’re listening to the show right now. So when in the very beginning, before I started a carb cleaning company that was nationwide with 150,000 reviews on the web, there was very humble beginnings. And I grew up with a single mom that always taught me to, you know, work hard in school, work hard in sports, get a good job, this and that. And we grew up without a lot of money, but I saw how hard she worked.

So my grandpa, my dad’s side of the family, gave all of his grandkids, and he had a lot of them, most of them I’ve never met, $10,000 for Christmas. So I was reading this book in my dorm room at Oral Roberts University, and Clay, I know we both went to school there, and we didn’t know each other that much then, but we knew who each other were. And I know you were an entrepreneur at school as well.

And so I think it’s kind of how we knew each other really. But basically, reading that book, Rich Dad Poor Dad, it talks about the guy that had two dads, a stepdad and a real dad. One dad always encouraged him to go get a job, get a good education, go get a good job, and keep it safe.

And then the other dad was creating jobs for other people, a little more risky, right? But, and he watched his dad’s grow as they got older. And the safe dad, the dad with the education and good at his job, he did well at the beginning, but over time, the other dad blew him away.

And so when I was driving down the road after reading this book with this check in my hand, and I saw out there in Tulsa, which is kind of cool that you’re there but I’m in Denver now but I saw this fireworks stand and it was winter time but I saw it and I was like how hard is that? If someone else can do it, why can’t I do it? So I started looking up fireworks where to buy them and wholesale

environment in different states, this and that. So I invested that money I had, the $10,000. I two or three grand worth of fireworks, drove over to Kansas, bought wholesale fireworks, drove them back, and had to build a stand that me and my buddy, we slept up for two weeks in the summertime. Yeah. And that two or three grand worth of fireworks, we turned into 20 grand in sales.

Now there’s other expenses we had. So I don’t want to get into all the details of this fireworks story, but what is the fireworks

story?

Let’s talk about how tall the fireworks stand was. Yeah. How deep was it and how tall? Approximately. We have a few more detailed questions about this firework stand.

How big was it?

Because you were sleeping there, right?

Well, so here’s the thing. I had a pop-up camper I was sleeping in. And I had a mobile mini that I put the fireworks in so the people wouldn’t steal them at night. But the fireworks stand was actually 8 foot. It was 8 foot by 4 foot planks, I think.

Or 6 by 8, whatever. There was two of them. So it was 16 foot long. Me and my buddy built it. We’re so proud of it. We named it College Fun Fireworks. We put it right next to the big guys. And people would stop by and say, Hey, I want to buy from you. I don’t want to buy from you guys. I want to support the college

kids. We’re like, perfect. So I loved it. And, uh, but the problem, the problem was, was that, man, I had to jump in the hotel across the street every night to take my shower because I had to sleep outside. And I traded in town, I traded fireworks for food. And my market for fireworks is four or five to one, so every time I traded someone five

dollars for fireworks, it cost me a dollar. See, I want to marinate on that idea for just a second. That he could buy fireworks and then sell them for four or five times more than he paid

for them.

Wait a second, time out, time out.

Is that ethical? Well, I would like to get into the ethics of this with you because this is a question that I think somebody out there is asking. So, in the optometry clinic, in the optometry game, in the jewelry game, in the auto auction game, and in the banking game, these are all different industries that we know about. I’ve coached in different businesses and you’ve owned them.

So let’s talk about jewelry. Why in the jewelry industry is the markup so much higher than it would be in other industries?

Some industries have more markups than others. I think it’s a pleasure item. It’s also, you know, it has a distinct feel to it.

I mean, when you’re buying jewelry, what are you really buying? You know, you’re buying love. Think about that.

You’re blind.

That right there is a deep thought for somebody. Is that a deep thought? Well, I mean, if I wasn’t married to Vanessa, there’s no way I’d ever buy a diamond.

Well, that’s what I’m saying. I don’t know, back in the day, back in the day, when you’d have your little split earrings in, back when you…

I had hoops.

That’s right, you were in hoops.

I had hoops.

I still have the holes in my ears. They won’t go away.

Oh, we need to tag a picture of you back at your prime on the show, on show notes. Oh, yes. Maybe you’ll stand up and do that. That’d be kind of fun. Because I think the Thrive Nation would really like to see the old Clay Clark.

Here’s what I’ll do. Before you and I leave today’s recording session, we will do a show about the old… I’ve got some really good audio files that I think you would love.

Perfect.

But I think that jewelry is one of those that it’s a… And I think also, too, by marking it up a lot, it gives them a lot of opportunities for discounts.

And so a lot of times you can say, you know, half off price, which means I’m not going to rip your head off completely, just partly. So I’m not going to ask you for the specific margins you have on your specific items, but let’s go with like the auto auction. In that industry, there’s no way you could have a four and five time markup on a car at an auto auction, could you?

Well, the thing about an auto auction is, you know, I don’t actually sell the, I just do the service. So let’s look at an auto dealership, for instance. Their markups are much less. Now, in a used car, if bought correctly, sometimes they can buy a car for $10,000 to $15,000

range, let’s say, and they can add up $3,000, $4,000, maybe even $5,000 on top of that.

So let’s say that somebody goes to your auto auction who’s a used car dealer, and they buy a truck. I’m picturing a F-250, and it’s got about 50,000 miles on it. And they buy that thing. I don’t even know what that would cost. Let’s just say it was like $25,000.

You’re saying that somebody could then, the used car dealer, could take that vehicle back,

clean it up, detail it out, and maybe mark it up $5,000? Yeah, they’d probably mark it at $29,99 or something, put it on their lot, I would imagine. And then hopefully try to get $28, $29 maybe out of it because everybody comes in, you buy a car, knowing you’re going to do a little dealing, wheeling and dealing on it, right? Now what’s interesting is this, if you talk about the auto industry, is that the guys who do the buy here, sell here, they mark theirs up a lot more.

Really?

A lot. Really. Because they have a very unique clientele that can’t get financing conventionally. And so it’s like the poorer you are, the worse you get beat up financially.

It’s interesting. It’s interesting, isn’t it? It’s very interesting because you think about different industries. I see so many people I’ve met at workshops who are contractors. I’ll think of a good example of a contractor that I’m a big fan of is our pool guy right

now.

Yeah, doing a great job.

Doing an awesome job. And I’ll say, our pool guy, he didn’t apologize for the profit. He says, you know, this is what it’s going to cost for labor and materials, and then this is how much I add on as my profit. He didn’t apologize for it.

He didn’t feel bad. And he was transparent.

That’s unusual. And he did not feel bad about it, and I think that you’re well to be that’s that’s not normal It’s not but every other pool guy was kind of every there’s a cutters I think five or six people we were talking to yeah But there was like three of them that were just squirrely you could they wouldn’t show you what they were spending on materials They couldn’t give you a hard cost

They couldn’t and so I would just say that that you don’t need but there’s I think there’s more entrepreneurs out there than not who are really underpaying themselves and not marking up their products and services enough to achieve their goals. I think for every five that are gouging somebody with too high of prices, I would say there’s 50 who are underpaying themselves.

It’s a shame, and that’s why in my soon-to-be-released book, Business Pig, Big Pig eats first at the trough. You’ve got to pay yourself. You’ve got to, and if you’re not paying, if you’re not able to pay yourself enough money to live, you’re not charging enough. And if you can’t make it with what, if you can’t charge enough, in other words, if you

say to yourself, well, I can’t charge that. Well try it. You may lose a few customers, but overall, you know, like when you go up on your, when you went up on your DJ, when you went from like 600 to 650, some crazy move, you lose a few, right?

I know that with the DJ business, I was doing my first shows for $225. $225, $250. Very, very low. And I had this mental… What a bargain they got. I had this mental block, though, thinking I’ll lose all my customers.

All of them. And they’re all going to start talking. If I raise my prices to $500, I’m going to lose all of them. And I stayed there at that poverty line for a couple years, just refusing to raise the prices, thinking I would lose all my customers.

Right.

It’s a shame. Yeah, and I think a lot of people stay there. Why do people stay at that level where they’re underpaying themselves? Why do they do it?

I don’t know. I think a lot of people just don’t understand all the costs that go into running a business. So they have just a simple mindset of, okay, I already own my speakers. I’ve got gas in the van. I’ve got a payment on the van. You don’t realize all the small stuff that goes into the taxes, and the cable company,

and the phone bills.

We think about your optometry clinic, the one by the mall there, Woodland Hills Mall. That piece of land is a million dollar piece of real estate right there.

Probably now, when I bought it 26, 27 years ago. Guess how much I bought it for? How much did you buy it for? Take a guess.

Well, right now, based on the volume of the construction outside, based upon the weather conditions, based upon these things, I would say a quarter of an acre, right next to the

mall. The pad side, out in front of the mall.

You had to have bought it for $200,000. It was $300,000, and I actually paid $310,000 for it. That’s a great story. $310,000. Yes. And today, it’s got to be worth at least two or three million dollars.

Well, with the building on it, yes, of course. I think last time I had praise was about 1.5.

1.5? Yeah.

And then you’ve got to pay taxes on that thing.

Oh, yeah.

But you’re aware of it, and so therefore when you’re charging someone for the glasses, you’re not just charging them for the glasses, you’re charging them for the insurance, you’re charging them for the real estate, you’re charging them for electricity. So what you’re going to… I want to make this actionable for all the listeners out there. What I want you to do is I want you to get out a sheet of paper or maybe a spreadsheet.

I want you to add in every single cost last month that you’re going to get next month. Every fixed cost. Add them all up. Add up every single cost. Add them all up. Now, on the next column, I want you to add up all of your variable costs.

That’s like the cost of doing business the goods the goods the glasses that you buy that you have to resell that kind of thing add all those up Get to a total between the fixed and the fixed expenses and the variable expenses and whatever that number is Add 20% on top of that and that’s about the profit margin. You should be making minimum I I would go a little higher you want to end up with 20 and there’s always that owes for the month I mean, that’s the minimum though.

Right, that’s the minimum. I would probably start with 30, and hopefully you can end up with 25 in your pocket. Can we talk about rushing to the bottom for a second? Rushing to the bottom? It’s almost like we’re…

I thought you were going to say rushing to the bottom. I go…

The hunt for Red October or something?

I want to talk about this.

This is rushing. There are a lot of business owners that want to bottom feed and be the carp of that industry. They’re rushing to the bottom. The cheapest price, the cheapest service, the cheapest employees.

Bam.

Bam. Bam. Now, if you have that mindset that you want to be the Walmart of your industry, what pretty much always ends up happening unless you’re Walmart?

You have not a very good business.

And you can’t pay really good people? You can’t pay really good people. And you can’t use good products? And you can’t use good products. And you can’t do good advertising? Forget that.

And you end up living in a van down by the river.

Ta-da!

Now, what kind of a profit margin do you think somebody should have if they have a restaurant? If you were coaching a business owner who has a restaurant, not that they’re listening today, and they have a very, very nice food, right? And you sit down with them and you discover they have a really crappy decor, crappy location, but great food. So you convince them to move to a new location, new menus, new decor, new ambiance, new!

The food is good, though. What kind of a margin would you sit down if you have buddy of yours who has a restaurant would you say

buddy we got to be at least a 30% or a 10% what would you how would you advise someone to do that I would shoot any business out there listening listen up here we go any business out there listen unless you’re some unique nobody else is doing it you invent the widget that is unbelievable hand-making axes nobody Making axes out of recycled grass.

Right, out of plutonium.

Right.

Is that a thing? I don’t even know. I think it could be. I would tell everybody to shoot for that. Shoot for 30% markup and then try to get 20, 25% of your gross sales in your pocket. Now sometimes, the busier you are, sometimes you can give up a little bit of that percentage.

Sometimes it’s not about the percentage, it’s about how much you’re making too. Some larger companies, in other words like a Walmart, they don’t try to make 20% of their gross sales. No, they don’t. They can’t. But they do so much volume that they can make 4% and 5%.

What about people who lose money and then try to make up for it? People who lose money per transaction who try to make up for it with volume. They lose money per transaction.

Forbes has a column for these people. Forbes actually has defined these people for us. Forbes is our business Bible, for those of you who don’t know. We comment on it a lot. Because, you know, we like… For our success, we fact-checked.

Right.

That’s the way we want.

And so we like to go to reliable sources, like the Google and the Forbes. It’s called Forbes, but if you want to mispronounce it at home, you could say F. Orbs.

You could.

You could. Okay, back to you. They have a category for that, and that falls into their 80 to 90% category of failed businesses.

Oof.

They call it the FB. Oh.

The failed business. Now, let’s talk about this. We’ll get back to the interview in just a second. Let’s talk about this. Oxifresh has a great billing system, accounting system. They thought through all the systems, okay?

But there’s a lot of independent carpet guys out there that are one of the invoice people. I know this because I’ve met them. They’ll say, hey, I’m having a cash flow problem. I’ll say, what kind of problem do you have? I cleaned Clay’s carpet. I cleaned Dr. Z’s carpet, I cleaned the carpets.

I’m cleaning carpets.

I’m cleaning, I’ve cleaned a record number of carpets.

How many carpets are you cleaning? They said, well, I’m cleaning a lot more than before because of your coaching and the mentorship. I’m getting two times as many carpets cleaned as before. I’m going, that’s good. They said, no, no, it’s bad. I said, how is it bad?

They said, well, what’s going on? I have been invoicing my clients and they haven’t paid me yet. And now I would say, I would submit to the business owner, I would say, don’t invoice for carpet, nor should the grocery store say, Dr. Z, do you want these avocados, these seven avocados and this almond milk? Great. Here’s an invoice.

Pay us in the next 30 days.

Yeah, we’ll bill you. Remember back in the good old days when they had the hardwood store? They threw it on the old Westerns.

Put it on your tab?

Yeah, put it on. I need a sack of sugar.

What is going on with that? I need two by fours. Explain to me why a business owner would like to, wants to, needs to invoice plumbers. Why are plumbers invoicing individuals? See, I had a plumber come to my house probably, what, three months ago? No, it was four months ago.

He comes to my house and I had a little bit of an issue. He was fixing it. I don’t remember what it was, but he said, okay, you want a debit card or credit card? After he did the work, it was like 80 bucks or something. I don’t want an invoice. No!

No!

No!

The builder guy doing the work for me right now, he says, hey, to get started building the deck, I need a quarter, 25% down to buy the materials, and then I do draws each week as we go. I don’t want an invoice from this guy 90 days after he completes the job. No!

I don’t want him living like he’s homeless because he’s trying to finance my deck. Exactly. He’s like, I noticed you’ve been wearing the same clothes the last three days, and it looks like there’s some blankets over here by the corner of my house. He goes, yeah, I just want to get here on time. What makes an entrepreneur want to have death by invoice?

I don’t know, but you know what? I’m not sure, Clay. Maybe you’ve done a lot of business coaching as the world’s foremost business coach. What do you think is more challenging for a first or a new entrepreneur, and that is to ask for the business or to ask for the payment of the business? I think asking for the payment is harder for most people.

I think so too, and why is that? Why do people just have this mental block in their head?

I have a lot of reasons, and if I could go quasi-political just for a second, I’ll give

it to you.

Okay, here we go.

There we go.

There was a study that I was looking at the other day, and they’re talking about who’s going to run for president in the next two years, Democrat and Republican. They were showing that well over half of millennials will vote for a socialist if they can choose, a socialist author. And then the justifications that I was reading this person explaining, they said that once you have enough, you need to be paying 70% taxes.

This is what this person was saying, this candidate. She says, once you earn enough…

And we’ll decide that, right?

Have you heard of this story? Have you heard of this thing? This person is proposing a 70% income tax, once you’ve made enough.

And what is the enough?

That’s my point. These are the… This is what I’m saying.

Oh, I’ve heard variations of this.

I think that poverty mentality, though, of like, okay, just because Dr. Z’s making a lot, now we should take 70%. 70.

Go to Canada.

I think Canada’s way up there, too. 70%. And in fact, the vast majority of people are saying, that sounds great. That indicates to me, the vast majority of the Americans who are surveyed have a psychological problem that I could not possibly diagnose. Well, no, the average person, the average person.

Not our listeners. Right, not the Thrive Nation.

Yeah, Thrive Nation.

But the average person out there, they want to live on somebody else’s money. I mean, why wouldn’t you?

Right.

If you have no ambition, no drive.

There it is. So if you want to live on someone else’s dime, it’s because what you want to do is you want to do the easy route. Water runs downhill.

Yeah.

So people are saying it’s easier not to ask you for the money. It sounds good. Somebody else pay for my health care. It’s easier to not have to go get a job and work hard.

Somebody else buy my food.

It’s easier to not have to ask the client, will you pay me? It’s easier not to ask.

It’s easier.

You think it’s easier until you’re poor. That’s right.

Then it’s harder.

That’s right. So life gets easier when you do hard things. And you know, one of the hard things that Jonathan Barnett’s been doing is building the world’s best carpet cleaning franchise. This company has 396 locations, and for under $50,000, all of our listeners out there for 50 grand You could have yourself your own business. It’s it’s it’s incredible. It’s an incredible business. It’s a move

I think I think a sober there oxy fresh is gonna say don’t say under 50 fine for some amount under $60,000 you could buy a business and be financially free as a result of oxy I could hear about you hear me. I was just

No, I know clay was very firm. I can play it back for you if you want. He said it was 50k. No, I’m not going to pay 53. I’m not going to pay 54 even.

Clay said it was 50.

And as of today, they have over 150,000 objective Google reviews. And without any further ado, back to the interview.

See, this is the rest of the story here.

Okay. I don’t know what year it was. I just know that I had a big DJ company. At the time I was in college, I had about five or six DJs working for me. He was doing three or four hundred thousand bucks a year of this DJ company. And I get a call from this Jonathan Barnett guy, who I knew of, and asks if we can DJ for this college fun fireworks.

And you offered to do trade out. So we did trade out, and now I know that you made quite a market on that. But here’s the thing is, that was the first year that Vanessa and I ever bought fireworks. Now I buy them every single year, but dude, you traded out like I think $500 for fireworks. I’m like, this guy’s the man. I’m slaughtering this guy. This guy’s just taking advantage of this guy. I quoted you like $150 and you’re like, nah,

let’s do $500 for fireworks. I’m just like, yes! I was playing chess and not checkers with you right there.

I was playing a little chess with you. I’m sure that you played more chess with me than I played with you.

It was a fun time and I can vouch for it. You were out there, you guys were sweaty, you were out there all night, all day, every day. How did you go from the fireworks into the next phase of your career? What role did your grandfather have in that transformation from the firework king to the carpet king?

Great question. Check this out, the fireworks. This is all going to lead to the franchising. Out there for two weeks, sleeping out there, I made some money and stuff, but it wasn’t like a ton and it’s seasonal. The next year, I did tents instead of stands,

and I could rent the tents for way cheaper and I could build the one stand, and they were bigger. So I was way bigger, but instead of running the stands myself, I had youth groups do it, and they got paid as a fundraiser, so their whole church would buy,

so they had all these flyers, so my sales doubled. And I had two stands in different locations, so I swing by picking up the money. They were winning, I was winning, I learned it was a win-win, and I had a lot more fun that summer

versus sleeping outside all summer. So I guess looking back, it was really hard and I was stressed because you do 80% of your sales the last couple of days. So if it rains, the last couple of days, man, you’re in major trouble.

So, but how all this led to what I do now with franchising is I was able to help create an opportunity for a win for that youth group, but also a win for me where I could scale and grow. So franchising isn’t too much different than that. It’s you’re creating opportunity for others to win, but then an opportunity for the brand to win also.

And when the brand can win and the franchisee can win, the franchisees can win more because you get more resources, you get more stocks, you get more fine tuning in. The more franchisees you have, it keeps getting, they make you get better.

I want to ask you this. This is my attempt to be non-linear just to mess with you here. I want to ask you this. You’ve got some franchisees who are really winning as a result of the Oxifresh system. I mean, there’s a lot of people that are doing very, very well. Do you have a particular franchisee that you want to brag on that’s been able to utilize the systems and really do well

with Oxiframe?

Yeah, I mean, you go to different categories, right? But I have lots of franchises that I would love to brag about. One particular stick in mind reminds me of this fireworks story because he’s 20 years old. He’s a full-time student at Lubbock, Texas, and he’s setting records in our system for the most jobs done in this first-year business.

And I think he has somewhere over like three or four hundred Google My Business reviews. Wow. And he’s a full-time student. He has two techs that are full-time and he’s making, he’s doing so well and you know it’s so encouraging to see that if they follow the systems and they have passion and they don’t wake up the day and just be lazy but they what can I do to work on my business today and make it better and he’s a full-time student and he’s crushing these guys, some of these guys that have owned

businesses before or whatever. We have great franchisees in our system, but I would like to give a shout out to Leo Johns out of Lubbock, Texas for being 20 years old and having that same passion I had when I had the fireworks stand. That’s awesome. That would be one guy that I definitely want to give a shout out to.

It’s Leo?

His name’s Leo?

Leo Johns out of Lubbock, Texas.

Big shout out.

That’s a big shout out to Leo Jones.

Yes, Leo Jones, Wins of the Week, Lubbock, Texas.

Big shout out to you.

Here we go.

Come on, Andrew, get that light on him.

The room is spinning. The room is spinning. Okay, we’ll calm down.

Back to the story.

He got an award at our conference this year, and at the award ceremony, Matt was pretty funny. He gave him a bottle of milk since he’s 20 and he couldn’t drink at the award ceremony. But, you know, John, we appreciate you, buddy. You’re doing great out there.

See, does it blow your mind that there’s a 20-year-old franchise owner in the OxiFresh system right now who’s killing it? Does it blow your mind that a 20-year-old is doing that well? It doesn’t blow my mind. I see young people all the time. I mean, when I was a young man, the idea that you have that drive in you, I think if you have that drive in you, and they say that 67% of the people listening out there want or are thinking about, want to start their own business.

That means you’ve got that little spark, that little seed in you. If you’re 20 years old and you want to be successful, you might not need a degree. A full disclaimer, if you want to be an optometrist, if you want to be a dentist, if you want to be a chiropractor, then you will need to go and get that degree. In those specific instances where you have a profession or a technical skill, I would agree with you and I am 100% wrong in those isolated incidents.

No, I hear you.

But if you’re out there going, man, I want to be a dentist.

I just thought of it.

I can’t throw that.

Man, I’m watching a lot of YouTube videos.

I mean, I heard about that long weekend course in Puerto Rico.

I heard about that long weekend course in Puerto Rico, but…

So, I think that there’s the vast majority of people, though, don’t need to get a degree.

What you need is a system, a proven system.

You need a proven process, systems, strategies.

You need…

Z, if you could have all of that… You need us.

If you could have all of that, Z, in one place, that would be… That would be a great place to be. I mean, I’m not saying that you can’t. I’m just saying that you need to have a system. You need a system. You need a system.

You need a system. Z, if you could have all of that in one place, that would be our business coaching program.

If you say, I don’t want that, I just want the system, that’s an OxyFresh. That’s a Papa John’s. That’s a franchise. That’s a franchise. I can’t believe it. Franchises are wonderful.

I think there’s what, 30?

How many different franchise opportunities are there out there? Oh, boy. In terms of franchises, I will say this. The failure rate for a startup right now, according to Forbes, is 9 out of 10. So 9 out of 10 startups fail, according to Forbes.

Do you know what we need to look up? Andrew, if you could Google this through Forbes, see the number of franchises that startups

fail.

The number of franchises.

That would be a fun thing to look at. I’ve sat through and attended many franchise conferences, and I will say that the statistics are almost reverse. So it’s like instead of 90%… Oh, very good. You know then.

Yeah. We’ll get the actual stat for you, but instead of 90% of startups failing, in the world of franchising it’s like 10%. I mean, it’s very little. It’s almost completely reverse. We’ll get the stats here for you, but you know why franchises don’t fail very much?

Because they have a system. Right?

It’s proven. It’s proven. You can’t make up things. You have to disclose your financials.

And you don’t even know how much to charge for your sandwich. They’ve got it all figured out. It’s a push button.

It’s broken down.

You just hit the button. Guess how many franchises in 2017 were operating in the United States of America.

How many franchises?

I’ve got it right here.

Oh, I don’t even want to, I don’t even know. I mean it could…

745,290.

Well, in honor of Tom Brady, I guess 12.

What’s the number? 745,290.

Is that the score of the Patriots versus the Rams?

Oh, sorry.

There could be 291 listening out there. Repeat that number one more time. 745,290.

745,290.

Oh, shunned up.

That’s a new… And you know what one of the fastest growing franchises in the world is right now? It’s Oxifresh. Oxifresh, I know. And you know what?

He’s on today’s show.

Now, back to our interview with JB.

Oh, it’s awesome. Come on, JB.

That is great. Now, you, okay, okay. Now, now back to our linear story here. Now, so from the firework stand to the OxyFresh.

How’d it happen?

Right. Okay. So, you know, you got to live your passions, right? So if money is your passion, I, I, that’s, to me, that’s, you’re in danger swing, but, but, you know, money’s important. It’s what makes things work but my

passion at the time was a basketball outreach called crossover and as you know I played basketball with Robert Salazar’s walk-on so I didn’t play a whole lot but it taught me a lot but basketball was like my identity and like what I thought you know looked at myself as and that’s what if money becomes your identity or this or that it’s very dangerous or anything you do in your life so I decided to use basketball as a platform to reach youth around the world.

We did a traveling team across the world for 10 years. But I did a 501c3 nonprofit, tried to raise money for multiple years. Everyone just thought I wanted to keep playing basketball. So then I decided, okay, I’m just going to start my own business to fund it. So OxyFresh, the carpeting franchise that you probably want to hear the most about more than fireworks. But the thing is, my why was bigger.

My why, why I started OxyPress was to help fund something I was passionate about, which was crossover. So some people’s why out there might be their family, more time, that they’re just, they’re 8 to 5, they don’t have any time with their kids, or they can’t take vacations, or they’re stuck. So for me, my why was this crossover thing.

So whatever your why is, if you make that very important, then it’ll drive you past certain obstacles that are bigger than yourself, right?

Did you feel like that your grandfather taught you these lessons? Because he was an entrepreneur. Your grandfather, is that where you got some of this mojo? Was it from your mom? Were you checking out a lot of entrepreneur magazines?

Where did this entrepreneurial fire come from?

You know, it’s funny, because you could hear, you know, people that are brothers and sisters, they have the same parents, who don’t think they have different, whatever. For me, what I took, is I did take a lot from my grandfather. He was always inventing things, trying to,

he always thought outside the box. So he was always never settling, questioning things, thinking there’s a better way. And I thought that’s how it was supposed to be. I wanted to be like him. So, you know, then on the other hand, my mom was a little bit more opposite, but she was

no quitter, just very tenacious. And then my grandmother was like, love no matter what. So I was very blessed to have three unique people raise me with their different values that helped me become. And I also got it probably my coach Sutton at ORU was a big, he taught me how to delegate and I learned so much playing basketball there that I didn’t even realize it at the time.

So that I use today.

Which I know you like Belichick and the Patriots and you know sports teaches us so much, right?

Sure does. So, hey JB, I promise you there’s somebody out there listening, probably more than one, maybe hundreds that have a successful business, are killing it, doing very well, and they have been told over and over and over, you should franchise this, you should franchise this, you should franchise this,

you should franchise this, this is what you should be doing, that’s what I’ve been telling you,

holy cow, holy cow, and for those out there listening going, oh my gosh, he’s read my mail, that’s me, walk them through the initial steps of when you figured it out, what to do next, that process of… Because it seems pretty daunting to the average entrepreneur, to the average business owner out there. It’s like, oh my gosh, there’s no way I can do that. That’s overwhelming.

So walk them through the process, the steps, the baby steps to get through for taking a successful business to a franchise. You’ve got, what, over 400 now working out there?

We’re close to 400. We’re right towards 400 right now.

Well, don’t let the facts ruin my good faith.

Yeah, don’t let the facts get in the way of the truthiness.

Come on, come on.

Don’t let the facts get in the way of the truthiness.

You’re going to call me a liar for two franchises probably. I mean, come on.

Okay.

All right. Okay, walk us through.

Okay, so here’s the main thing with franchising is one is it’s a very big responsibility. You, when someone buys a franchise from you, they could have saved their whole life savings for this. So it’s not something to take lightly. But at the same time, if you’re planning on franchising your business, you almost start looking at your business differently from day one, right? So because it’s not about the… You can’t rely just about the people. You can have the right people. If you have your own business, you’re not franchising it, it probably is focused just on the people and that’s fine but when you get to where you’re scaling it

and you got to make it bigger and duplicate one bigger than that one person you’ve really got to start focusing on your systems and your processes and sometimes that is such a deep dive that it makes people nauseous or they they’ll do it tomorrow because when you get down into when you get down into your systems and your processes sometimes it’s like looking at yourself in the mirror and you’re like, man, I got a lot to work on here

with myself. So I would say the first thing I would say is, if your vision is to franchise it, one is you better make sure your business is profitable. And I like to say, I always like to say around shoot it for 20%,

but it can be less, it can be more, depending on how much volume you’re doing. A high volume business can be less percentage than a smaller business, but it definitely needs to be profitable, and it needs to be able to be profitable

without, if you could substitute different people in. So if you don’t go to work for a week or for a year and come back, how is your business running?

You said three things that I think are gonna blow somebody’s minds.

Powerful, powerful.

Okay, so you said what kind of margin should their business be running at they want to franchise do you think is an approximate kind of a range best practice yeah so if you’re working

in your business as an employee pay yourself what you would pay someone else at that job don’t pay yourself a bigger salaries because you’re the owner pay yourself that bigger part comes out of the profit the distributions pay yourself we pay anyone else okay but if you if you are if you’re going to franchise your business your profitability after you pay all your employees should, you know, you want it to be profitable, but 20% is the like you shoot for, but if a higher volume business can be less percentage,

right? If you’re doing millions of dollars a year in sales for that store, then it can be less, but if you’re a smaller business, then, you know, that’s a good goal to shoot for, right? You want to get profitable, you should be franchising in the first place.

And then you said the business should be able to run without specific people. So let’s talk about how you did that with Oxifresh. I remember this specifically, it was the funniest, I just remember reconnecting with you and I went to your condo in Denver.

And you was like you, and I think you had like three dudes living with you. Am I making that up? Was it like you, three dudes and a dog?

Am I making that up?

When I lived in a little townhouse, I had five roommates and a dog.

Five roommates.

Okay, so you-

But it’s a condo, that was two. That was just one roommate.

Okay, so it might have been the five dudes. So anyway, and you now had one location in Denver that was doing well, and then you lived below your means, and you opened another one. And you lived below your means, and it costs hundreds of thousands of dollars to franchise. See, all the checklists you have to make, copywriting things, trademarking things, building the franchise, disclosure document. How long did you really, really,

really live below your means? Like five dudes in a condo with a dog? How long were you doing that before you finally got Oxifresh to a place where you could start selling other franchises? How long did that take you? It’s kind of a

unique story and I wouldn’t recommend people do it this first year that I started Auction Fresh. But the reason why is I had it in my mind, that was the model I wanted to go for from the beginning. And, and we’re more of a low cost model. And so, well, we didn’t have everything figured out. That was my intent. So from the beginning, I was focusing on the systems and the processes versus the right versus just the people because I knew I wanted to franchise it. But to answer your question,

I definitely lived below my means, because every dollar that we made, instead of keeping it, my rent was $300 a month with my five roommates that you’re talking about I have. So we all paid $300 a month, and then a lot of those guys cleaned carpet for me,

and I paid them just percentage of the job they did. So I had just all my expenses were variable. I had no overhead and so I was able to keep putting it all back in and we sold 17 franchises our first year.

Talk about the database you used.

You had a spreadsheet, right? You had a spreadsheet, cold call technology. I mean, how did you sell those first 10 franchises?

Well, the first four were friends and family that they had seen me cleaning carpet and doing what I was doing for a long time. And they were in different spots in their lives where they wanted to own their own thing. One of them happened to be my mom and she was a college professor for many years.

And so somehow she was getting fed up with that and I got her to buy a franchise. And so she’s been a franchisee in Phoenix.

Did you give her a good deal? Did you give her a good deal? Come on, J.B., did you give her a good deal?

I gave the first four out to friends and family. They got a re-streaming deal. But everyone since has been the regular price. There’s been no discounts.

I mean, you’re like a brother to us. Can we get a deal? I mean, we’ll pay with fireworks.

I would love to do deals, but the thing is, we can do another call, but the ethics of not what I want to do, but what’s right for the other franchisees that have paid. And so that’s why we don’t do that, even if we want to, just because it’s just the right thing to do. But, I mean, in the beginning, it’s a chore.

Ze used to have a podcast called The Ethics Podcast, but he quit doing it.

I was too unethical for it, so I quit.

He had to ask you. Okay, so, JB, your company now, you guys have over 150,000 reviews as of today. I believe nearly 400 territories. You’ve got a great support staff. The call center in Denver is rocking. You have the state-of-the-art technology, a turnkey system where someone can call you

today and for around $50,000 be in the game as a self-employed person owning their own business. What was the hardest part of building the OxiFresh franchise to get where it is today?

There’s been different phases of hard. I would say in the beginning, the hardest thing would be to, we definitely didn’t have everything figured out. So when we start, like you bragged on a bunch of things, like our call center, our technology, all that type of stuff, and our reviews. In the used in the beginning, we had two products that we cleaned with. We booked jobs on Excel spreadsheets in the basement of that little house, that condo that you were talking about.

Right. And we had four of those phones, green carpet, orange countertops. And so getting someone to come out and buy a franchise when you’re doing your meeting in the hotel lobby, the little area that you’re in now, is definitely challenging, right? But then you sell a bunch of those and they’re doing well. The challenges become different because now that you have up to 100

franchises, they expect more support than you had at the two. So every year it’s just a different, it’s a different challenge. So I would encourage the listeners out there and if you’ve heard, read of any of my articles or listen to me, I say this because I mean it, but don’t wait so everything’s perfect to get started. You operate as if you have the green light until you get the red light. And most people wait.

They operate as if they have the red light until it turns green. The problem with that is what most people wait until it’s perfect to get started and they never get started. If I would have waited until we had everything that we have here to start, I wouldn’t be even – OxyFix wouldn’t exist. I had to start, even though our products weren’t perfect, I had to start when our call center wasn’t perfect.

I had to start, had to get started. I had some core things that were fixed. The core thing has got to be ready to go. Like I knew I would be able to update the products. I knew I’d be able to update the call center once we had more franchisees.

And I told the franchisees that. I communicated, hey, we’re not perfect. You’re getting in the beginning, but here’s our vision. Here’s our future. And I had a plan. But, you know, so don’t just start it,

start your business and franchise it just because you don’t have everything figured out. Have a plan and a goal to work towards, but don’t wait until it’s all figured out before you go, otherwise you’ll never go.

You had the green light in your mind mentally to start OxiFresh. Were you obsessed with carpet as a kid? I mean, you just think to yourself, wow, that carpet looks hot.

That’s some good stuff.

That is some good. I love that carpet. I saw a commercial the other day where they had a carpet shower. There was a shower that was…

Have you ever thought about putting a carpet in your shower? I mean, on the floor, on the walls. I mean, were you into carpet as a kid? What made you want to get into the carpet game?

No, and again, I looked at this business as a vehicle to help me achieve my dreams and goals, so I looked at what is something that’s not going to go away, right? I didn’t want to build… Like, at the time, there’s big yogurt fat franchises coming out, this and that, and I’m like, that could change because you know, everything keeps changing, all that stuff, but flooring and upholstery, everyone’s going to have that forever.

So I wanted to trade in the sexiness where people would be like, oh, that’s a cool concept you’re starting. And I had to walk into restaurants or, you know, on my dates when I was, I’m married now with five beautiful children, almost, almost five. But when I meet people, whatever, what do you do? I’m a carpet cleaner.

You know, that’s what I have to say, but you know what? I love saying it made it made it kind of fun, but no, I didn’t dream to be a carpet cleaner. But what I did dream to do is to provide for my family. Like I was just telling you guys before we started, I got to play Pebble Beach golf this weekend,

just doing traveling and letting the business serve me and serve my goals versus I’d rather have that and stay in my carpet cleaner than, you know, doing something that sounds all cool but yet I don’t have any of the free time I want to spend it with the loved ones

I want.

That was hot.

You know you might be able to say instead of a carpet cleaner you could say I make love

to carpet.

You could do that.

You’d probably not be allowed to speak at your next convention.

I make your carpet feel good. At a national conference this past week, it was called Ignite. So we’re getting everyone excited at Igniting Up for 2019. And I asked them all, everyone in the room, stand up if you’re on the first page of Google for the word carpet cleaning in your city. Almost everyone stood up. But then I said, okay, stand up if you dream of being a carpet cleaner when you’re a grown-up.

Nobody stood up.

I was in there!

I missed my calling! Can we get Shaq back?

I want more Shaq!

So my final question, I know Z has a final question for you, but my final question for you is this. How did you go out there and get the first 100 jobs booked, but it was just you against the world? You had that green light, you just made a killing selling fireworks. Did you go door to door, house to house, cold call?

What were you doing?

This point right here could resonate with anyone in business. And I, please take, just think about this. This is really important. This is fundamental for us from the very beginning. So it was some people out there,

they call them, they’re marketing guys, but they say they’re focused on branding. I like branding, it’s all good and all, but I’m a marketing guy that likes to track the ROI. And so in the beginning, I used to do door-to-door flyers, right? And I could get to carry the route, 500 flyers from the post office, or that was the route they used, 500 flyers on the door. I’d get

50 cents a business per flyer I pass out. So I knew I could do 500 flyers in five hours. So once I figured that out, it’s just a math game. 500 flyers, I get 50 cents a business flyer, it’s 250 bucks in five hours. Okay, I could pay somebody 10 bucks an hour to pass it out. 10 bucks an hour, that’s 10 cents a flyer. So I have 40 cents a flyer margin.

So it’s a numbers game. Labor ready, I had 10 man crew sitting at my front door every morning. 500 bands, 500 flyers, 500 rubber bands, or 500 flyers for them to pass out. There’s a different code on each flyer so I could track

the sales off of each one and I was getting a very positive ROI. Okay, so you’re probably wondering, wow that’s great, sounds amazing. There’s a problem. When I did it myself, I got 50 cents of business per flyer. When I had these guys do it, I was getting about 20 cents of business per flyer of business. So I started driving around and I was seeing all these flyers hanging out of barbecue grills, all sorts of weird stuff. Right? So I learned as people do it, you inspect, not what you expect. But knowing I wanted to scale this, be it franchisable, this was in a scalable way. So, right, so I had to do other marketing

at scale. But the point of it is, how do we get to those first 100 jobs? I tracked my ROI on whatever marketing I did, and I put the cost of that marketing, and I was able to track the sales. Once you know what cost is creating certain what sale, then you can do more of it or less of it, right? Most people just do marketing, they don’t track it. They don’t think about how important that piece is.

But once you know, and Dr. Z, if I told you, hey, if you give me $10 doing this, I’ll give you $500. You’d probably give me $1,000, right?

I’d give you a lot more than that.

Whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa, whoa.

Okay, I just said it out loud.

This is what baffles me. This is what literally baffles me a lot in business is that people don’t track the ROIs very much. When you answer that phone, you’re booking that job, we, in our call center, we get a code. Every marketing piece has a code.

In the online marketing, we create a unique URL that is attached onto our URL that goes to our website. So if you put in your zip code, a certain code comes up, so we know where that came from. So we track where everything comes from, and we know what the cost is,

so that we can tell franks, do you do more of this or do less of it? But if you’re not tracking it, and that’s the majority of, and then they, you know what they say when they can’t track it?

Oh, we’re branding.

Right, exactly, exactly. We just brand. Just in case, we know the Thrive Nation knows these acronyms. We know that the people that listen to us on a daily basis have the acronym, you know, they’re very intelligent. They know what ROI means. Absolutely, they’re into Roy. But just in case somebody wanders onto our podcast who’s not in our Thrive Nation.

Surely you can’t be serious. I am serious. I am? And don’t call me sure. I mean, I’m

No, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no,

no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no,

no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no,

no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, no, or whatever you’re spending it on, you gotta be able to track the sales off of that. Then once you track the sales, if you get $400 back and you spend 100, you got a four to one,

you could subtract out 100, so it’s three to one or four to one, however you wanna look at it. But you spend 100, you got 400 back. So now if you’re profitable with that, spend 1,000, get 4,000 back.

Now at some point, there’s a law of marginal utility and you’re not gonna get the same return as before. But if you’re not tracking that, which is, you know, it’s bizarre to me. I got in an argument. I don’t know if you guys heard of Gary Vaynerchuk, but we had dinner this past year.

We got a little heated argument at the table because he’s a branding guy. And I’m a numbers guy. And he was trying to tell me how I’m a numbers guy. And that’s old school. And he’s a branding guy. And what’s the ROI on social media

because he wanted to know what’s the ROI of my mom. And it was pretty hilarious. But basically, it’s harder to track ROI on that stuff, but you still can. But at least be trying to and asking that because branding is important,

but if you can figure out your ROI, then you can scale and duplicate any business you have. If you can know what to spend to create a revenue source back, then you’ll be able to scale

it. That’s beautiful. And there’s a… someone listening out there going, but how do I track that? I mean, you have to clever way on your flyers, you had a different code, I like that. Clay, there’s some other ways. You can have different landing pages.

You want… on Oxifresh, what is so cool is that when you buy a franchise, they’re going to have this call center that does all this for you, and if you’re out there listening and you don’t have a call center, you have to do all this yourself, but either way, the phone rings. You guys are very methodical about asking people how they heard about you. You guys use promo codes.

I would say, for my businesses, we ask every single person at the point of purchase how they heard about us, and we track it every single time. We ask, and then we have unique landing pages so we can track. One of the things that’s kind of crazy is some people will go to your landing page and then call you a month later.

It’s crazy. The other thing, too, we used to do back old school. I’m old, so this is old school.

Yeah, you and Moses did this movie back in Teena.

We’d actually sometimes do different phone numbers.

What?

Yeah, I know. Come on. Different phone numbers. No way. Oh yeah, call in on it, try to see where they’re coming from. Not possible.

You can have different… Let me talk on this for a second.

Is that okay?

Oh yeah, absolutely. I’m going to speak on this. This is pretty interesting. So you guys talked about the visit to your site or splash page, we use splash pages, we don’t do those anymore. We put all the pay-per-click content or Google or

Facebook, we drive them to the city page of that location, but we just add on a different extension on the end. And what that can do, Dr. Z, is it can dynamically change the phone number on that website, even though the customer doesn’t know the phone number changed. On top of that, it dynamically adds a marketing code to the top of that page on our website. You guys can try it, go into our oxypress.com now,

but click there going through a different, like Facebook link or a pay-per-click link. The phone number changes, why? Because when it calls our call center, the phone number, it forwards to a phone number in our call center that has a marketing code

on the phone screen saying the pay-per-click code. So the customer never, they clicked the pay-per-click ad, the code’s different than if they clicked our website organically versus a Facebook ad. All of this is going to the same website, but it’s dynamically changing the code in the backend

so that we can track the ROI properly. So to Gary Vaynerchuk, we can track, we can measure the ROI on social media, boom.

Oh, I play that just, I just got me a little excited right there. I mean, that’s just fun, technology.

Do you have a question? What’s the ROI of your mom?

I got a question for you.

What’s my ROI? I don’t even know that question. That just looks like a big smell. OK. We’ll continue to probably not have him on a guest

for yet another reason.

Yeah.

OK.

That’ll just continue.

It was all good fun, though. It was all good fun. And he believes in what he’s saying. He’s passionate. And he does more of an… He doesn’t have individual occasions that if they’re not doing well, they call and chew

him out. So he’s his own brand. So I get it, he’s branding. And I don’t know how, but we definitely, when we can, we track the R, when we can, but when we can’t, we can’t.

Well, there’s a lot of people that every year believed hopelessly that the Browns would win, right? Correct. But now we have a winner on the team, it’s logical to think they’re going to win now. They got Baker Mayfield on the team.

Yeah, well they won seven games.

But I mean, people have been like, this is their year. This is their year for what, 20 something years? Oh yeah. And I think that’s a lot like saying you don’t need to track your ROI. You can be passionate about it, but you can be passionately wrong.

By tracking it, what it does is it lets you spend your dollars where you get your biggest bang. You get your biggest bang, you know, so if this gives you a 100 times return, this gives you a 10 times return, you’re making money on both.

Who cares about the bang for your buck when you could just be blowing money?

Or fireworks!

Oh, my God!

Or fireworks!

Blow it up fireworks! You blow up your money! I love that JB’s like, I would have made 20 grand, but we blew up 10K in profit and

fire fireworks.

Well, JB, here’s the deal. I’m going to call this, in faith, part one of the Jonathan Barnett Chronicles. Yes. Because we really need to have you on for a second show. Jon, could you do another show at some point? Could you do another show?

Sure, absolutely.

Okay, this will be part one, and we’ll reach back out to you in time. We’ve got to interview Wolfgang Puck between now and then, so I know we’ve got to take the show down a little bit. We’ve got to take down the celebrity status. We’ll do Wolfgang Puck, and then we’ll come back to you. But if people want to learn more about buying an OxiFresh franchise, what’s the best way

to get ahold of you guys? What’s the action step for somebody out there who wants to create time and financial freedom by buying an Oxifresh franchise or at least learning more about buying one?

Yeah, you can just visit our website at Oxifresh.com or our franchise website at OxifreshFranchise.com and just put in the notes that you heard about us on the Thrive Time Show. That will help us out so we can track again where our leases are coming from. But again, there’s lots of great concepts out there. There’s 3,800 different franchise concepts out there. So just be careful of what you’re looking at

and make sure it’s the right fit for you. But Oxifresh, we’re really enjoying the time that we have right now. And Clay and Dr. D, thanks for having us on the show. We really enjoyed it.

Hey, big shout out to Rob, to Aaron, to Matt, everybody behind the scenes over there, Kelly at Oxifresh. You guys do a great job to Jordan. We appreciate you guys so much for making Oxifresh such a great company to do business with. And Z, we like to end every show with a boom. Every show. JB, are you prepared to bring a Rocky Mountain boom? I’m prepared. Okay, Z, are you ready? I’m absolutely ready. Andrew’s probably ready. Here we go. Three,

two, one, boom!

Clay Clark is here somewhere. Where’s my buddy Clay? Clay’s 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 is like the greatest marketer you’ve ever seen, right? His entire life, Clay Clark, his entire life is marketing.

Okay, Aaron Antis, March 6th and 7th, March 6th and 7th. 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. So we’ve 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’ve 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 pumped. 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, poor 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 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 ten 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. Oh yeah. 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. No, I’m just kidding. But 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. 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 918-851-0102, 918-851-0102. I know we have a lot of Spanish-speaking people that attend these conferences, and so to be bilingually sensitive, my cell phone number is 918-851-0102.

That is not actually bilingual. That’s just saying Juan for a one.

It’s not the same thing.

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 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. And 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. You know, 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 can get those people all pulling in the same direction. So we’re going to teach you branding, marketing, sales, search engine optimization.

We’re going to teach you accounting. We’re going to teach you personal finance, how to manage your finance. We’re going to teach you time management. How do you manage your time? How do you get more done during a typical day?

How do you build an organization if you’re not organized? 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. And 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. We duct taped it. No, 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 US 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 three 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. Yeah. Double. 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 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, McClay, is there more?

I need more. Well, OK, 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 in the food and because I keep it simple, I literally bring him 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 Cuff.

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.

OK. 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 giving 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 uh what it’s the uh it’s where you rent it’s short it’s where you’re renting storage spaces he’s a storage space guy he owns this what do you call that the rental the uh 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. 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 Thrivetimeshow.com. Go there right now. Thrivetimeshow.com. Request a ticket for 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 of Rich Dad Poor Dad, he’ll be here. Eric Trump, the man who leads the Trump Organization. It’s going to be a blasty blast.

There’s no upsells. Aaron, I could not be more excited about this event. I think it is incredible and there’s somebody out there right now, you’re watching and you’re like, but I already signed up for this incredible other program called Smoke Your Way to Thin. I 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, reminding you and inviting you to come out to the two-day interactive Thrivetimeshow workshop right here in Tulsa, Oklahoma. I promise you, it will be a life-changing

Thrivetimeshow workshop right here in Tulsa, Oklahoma. I promise you, it will be a life-changing experience. We can’t wait to see you, right here in Tulsa, Oklahoma.