5X Growth: From 60 Employees to 350+ Employees with Clay Clark and Special Guest Kevin Thomas of www.MultiCleanOK.com

0:01Light that spark fire nation JLD here and welcome to entrepreneurs on fire brought to you by high level, the all-in-one sales and marketing platform. And today we'll be breaking down 5X growth from 60 employees to 300 plus employees with special guest Kevin Thomas of MulticleanOK.com. And to drop these value bonds, I brought Clay Clark and Kevin Thomas into EO Fire Studios. Clay is the former US SBA Entrepreneur of the Year, founder of six multimillion dollar companies, Forbes contributor, author of 13 books and host of the six times iTunes chart-topping podcast. And Kevin Thomas is the founder of multicleanok.com.

0:38And today at Fire Nation, we'll talk about the three-legged marketing stool. We'll also talk about implementing scalable systems and proven processes and focusing on mastering what you treasure and oh, so much more. And a big thank you for sponsoring today's episode goes to Clay and our sponsors. Fire Nation, are you ready to launch your own sports betting platform? Odds Jam's real-time API is trusted by companies big and small from lean startups to major players like StatsPerform and SportsBet.io. Visit oddsjam.com slash odds-api to learn more and talk with their team today. Mention Promo Fire Nation to receive an exclusive discount.

1:18These days, your business needs total visibility from global shipments to tariff impacts to real-time cashflow. That's NetSuite by Oracle, your AI-powered business management suite trusted by over 42 ,000 businesses. Download the free ebook, Navigating Global Trade, Three Insights for Leaders at netsuite.com slash fire. Fire Nation, if you are running a business and you have five employees or less or just somewhere around there and you want to grow, today's episode is going to inspire the heck out of you. As I mentioned in the introduction, Kevin Thomas is joining us today from multicleanok.com.

1:57I actually got to hang out with him in person at one of Clay's conferences. And, you know, we were both just marveling at how amazing and valuable it is to be in person at these conferences. And Kevin's been able to grow his incredible company to now over 350 employees. So myself, Clay and Kevin will be walking through how he did just that and using some real cool strategies that you can implement as well. I'm going to turn over to Clay right now for a little deeper dive into who Kevin is, what Kevin's doing. And then, of course, we'll bring Kevin on and just have a great time. So, Clay, what's up, brother?

2:34Brother, I'm super excited that you are allowing us to be here on the EOfire.com podcast. And I encourage everybody right now, I want you to write down the following website or go there on your phone right now. Go there on your device. Go to MulticleanOK.com. Go to MulticleanOK.com. And when you go to MulticleanOK.com, I want you to assume that what I'm saying today is not true because this success story is so wild. It's so tremendous. It's so awesome, but it's also so achievable. And so, JLD, I want everybody to leave today's show knowing that, wow, you have the mental capacity and the tenacity to become the next success story.

3:09And that's why I'm so honored for everybody to learn more about today's featured case study and success story, Kevin Thomas. Well, guess what? I went to multicleanok.com because I do what Clay tells me to do. And of course, it's a great website. Right away, you see get a free custom quote because that's the action that you want visitors to take if you are multicleanok.com. And then of course, where Clay's specialty is, is all about reviews, dominating, destroying the competition when it comes to reviews. So of course, right in yellow, he has a read our reviews tab. So Clay, do a little more introduction of Kevin, bring him on, and then let's start talking about some value.

3:45Yeah. Okay. Well, first off, if you're out there today and you say, I want to become a multimillionaire, I want to build a multimillion dollar company. I want to build a success story. There's four steps to entrepreneurship. Okay. Step one, you got to find a problem. You got to find a problem. So I have a haircut chain. I'm going to cite this example. It's EITRLounge.com. It's elephant in the room. It's a men's grooming lounge. The problem is people have hair that keeps growing. MulticleanOK.com. The problem is businesses need to have perpetual cleaning. It's a residual thing. People need to keep having cleaning.

4:15Colawfitness.com. These are all success stories, by the way. Colawfitness.com. People need to keep getting in shape. Colawfitness.com. C-O-L-A-W. Fitness.com. Oxifresh. Carpet cleaning. Another client. These people, they clean carpets. Why am I giving you four examples? They all solve a problem. Okay? So step one, we've got to find a problem. Step two, you have to solve the problem. Step three, you have to sell the solution. And then step four, you have to nail it and scale it. And what happens is people come into my life. If they go to thrivetimeshow.com forward slash EO fire and they say, Clay, I want to schedule a free 13 point assessment at thrivetimeshow.com forward slash EO fire.

4:52They schedule a free consultation and they go, I'm really good at fixing mufflers. I'm really good at cleaning floors. I'm really good at cutting hair. I'm really good at whatever. But what we need to do, if you're listening to today's show, we need to find a way to scale your business. We need to find a way to reach your ideal and likely buyers and to sell them the solutions day after day, month after month, month after month. And so on today's show, I'm going to walk you through the four steps that we had to take Kevin through. And there's a lot of other sub points there, but there's four steps we had to take Kevin and his business through.

5:25And are we done? No, because growing a business is like growing a garden. You have to keep pulling the weeds. And so we're going to get into the specifics. But again, if you're watching today's show, I want you to think about how you can apply these principles to your own life and your own business, because it's all about helping you to become the next success story. Okay. I want to jump in here because again, Fire Nation, we're talking about 5X growth, going from 60 employees to over 350 employees. Now, Kevin Thomas did it with Clay with MulticleanOK.com. So Clay, let's go through those four steps with Kevin.

5:57All right. So step number one, with Kevin's business, we had to create a turnkey way to generate leads. I want everybody to write this down. It's V-I-S-M-D. V-I-S-M-D. And by the way, V-I-S-M-D, it's not possible if you're a scammer or a spammer. So big shout out to Kevin and his team here. They do a great job. So V, what's V stand for? Video testimonials, video reviews. you've got to gather video evidence that your company actually doesn't suck unless you're selling vacuums. Now, if you're selling vacuums, you want to get video evidence that you suck. But the point is you got to get video reviews.

6:33You have to I images, you got to get images of real clients you've really worked with, you know, before and afters of some kind. If you're selling makeup, if you're selling haircuts, if you're selling home remodeling, a Shaw homes.com, we helped them grow from 14 million to$150 million in sales. Why do they have to have images of the houses they're building because people want to verify what you're saying is true b-i-s-s search engine content this great podcast here i'm sure you know each one of the eo fire podcast is transcribed oh yeah and so the words become original html content which helps the website to rank when people do a search so people go to google they might type in clay clark or eo fire clay clark and they'll find this show not because the audio is great which it is and not because you're a good guy, which you are, but it's because the content has been indexed and optimized.

7:23So V video reviews, I images, S search engine content, and then M more Google reviews. So V I S M and then D dream 100. You want to make a list of your ideal and likely buyers. So in Kevin's case, he does a lot of work with commercial businesses. And so he made a list of commercial buildings where he thought he could potentially get in touch with the actual owner. So it's an owner occupant. So he's getting a hold of a commercial building where he has a snowball's chance of reaching the actual snowball's chance in hell of actually reaching the owner. So you have a chance. It's a small chance, but you try to reach the owner of the building and you try to point out to them, look, we offer the best prices, the best service.

8:02I said the best price, it's the best value. So we're going to say, Hey, we're going to offer you the best solution. We're going to offer you the best value, the most reliable service, and we want to earn your business. And so V-I-S-M-D, his entire marketing plan, folks, V-I-S-M-D. But then to brag on Kevin, we actually had to execute it. And so Napoleon Hill said that vision without execution is hallucination. Napoleon Hill, he said vision without execution is hallucination. This is big. Thomas Edison says that most people reject success, I'm paraphrasing, because it looks like hard work. So at a certain point, once you learn the system, V-I-S-M-D, we have to do it.

8:39And Kevin is diligently doing it each and every week. Okay. Kevin Thomas, he is just very patiently standing by. He is waiting to be pulled in. So Clay, pull him in, have him kind of talk the talk and walk the walk because he is a man on a mission. He has done what he's done and he's not done yet. So let's rock. Kevin, I remember you and I were talking in our first conversation and you were saying something to the effect of, you know, with multi-cleaning at some point, at one point you thought, you know, if I, if you just had five employees, you would be successful. But when you and I met, you'd already grown it from five employees to 50 employees.

9:10And you knew there was more. You, you knew you could grow the business. What, what was it like when you heard me on the AM radio show and you heard this voice, or you heard about this thing on Facebook, or you heard about the business growth and you're on the outside going, you know what? I think I can do it. Hey, Clay, JLD, it's so good to be on the show. And I just wanted to say, Clay, when we first met, I really didn't have a clue how to grow my business. We have gotten to 50 just through hard work and just integrity. And when we first met that first afternoon and you coached me up and said, this is possible to go from 65 to wherever you want to be.

9:54I was so impressed. And today, we've gone from 65 and now we're at 350 in the entire state of Oklahoma, and we continue to grow. It's just awesome to see you do it. And I know there's somebody out there that feels like, okay, I'm on the outside right now looking in. I know somebody's knocking on the outside of the website, mentally speaking, figuratively speaking. They're going, hello, I don't know if this show's for me. I don't know if I can do it. because some of us, we listen to a success story and we think it's about somebody else. We don't think that we qualify to do it. We don't think we have the mindset or we don't think we have the connections or we don't think we have the wealth.

10:34What made you believe that you could schedule a free consultation at thrivetimeshow.com forward slash EO Fire? And what made you actually schedule a free consultation? All right, before Kevin jumps in on that, we're going to take a quick break to thank our sponsors. Fire Nation, are you ready to launch your own sports betting platform? We're not talking about some far-off dream. This is real and it's growing fast. The sports betting industry is exploding and OddsJam gives you the data power to jump in and win. OddsJam's mission is simple, deliver the fastest, most accurate sports betting data on the planet.

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11:38Fire Nation, this is your moment. Launch your business with Odds Jam's industry-leading API and go from idea to impact faster than ever. Visit oddsjam.com slash odds-api to learn more and talk with their team today. Mention Promo Fire Nation to receive an exclusive discount. It's an interesting time for business. Tariff and trade policies are dynamic. Supply chain squeezed and cashflow is tighter than ever. If your business can't adapt in real time, that's a big concern. That's why you need total visibility from global shipments to tariff impacts to real-time cashflow. and that's NetSuite by Oracle.

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12:45It's one system, full control. Tame the chaos with NetSuite. If your revenues are at least in the seven figures, download the free ebook, Navigating Global Trade, Three Insights for Leaders at netsuite.com slash fire. That's netsuite.com slash fire. And Kevin, before you jump in on that, I just want to say, it just reminds me, Clay, of when we had Stephanie on a couple of years ago, and she was literally cleaning toilets, listening to entrepreneurs on fire, and something within Clay's words and energy resonated and she took action and she took the 13 point assessment and she made things happen and we had her on as a success story.

13:21So Fire Nation, it can happen for you. Kevin, take it away. Yeah, I would just say it's very possible to make this happen. And when I first met with Clay, he had so much enthusiasm and so much energy that I thought, I can get this to where I want it to be. And what I learned from Clay actually is that it was a lot more work than I thought. He taught me that I need to keep showing up every day, show up every day, encourage your employees. When you're up to bat, keep swinging. You're going to strike out a few times, but just keep swinging. And the main thing that I really learned from Clay was the whole concept of having processes in place.

14:05I didn't really know when I first met Clay that much about processes. And he taught me about how to have processes for sales, for your admin, for your operations, and also for the owner. The owner needs to have processes that they do every single day. See, one thing that I love about this Fire Nation is where did Kevin go first? Where was one of the first things that he went? that he didn't know it was going to be hard or harder, that Clay was going to push him. And guess what? Yes, it's going to be hard. It's meant to be hard. Why? Because the higher the barrier, the lower the competition. All of Kevin's competition quits before they work as hard as Kevin does.

14:47That's why Kevin's winning at such a higher percentage and level. That's why he's dominating the competition. That's why he has 350 plus employees when his competition has three. That's why he has thousands of reviews when his competition has two. So Clay, take it away. Well, step number two, and again, I'm bragging on Kevin, not just because he's here in the studio, but because it's a real example and everybody out there can do it. This is so important. I want everyone to know that, but he did it. It's not that you could do it. He did it. Step number two, you've got to implement scalable systems, as Kevin mentioned, and proven processes.

15:18See, we can all learn from mentors or mistakes. We can all learn from mentors or mistakes. What am I saying? I'm saying we can all learn from mentors or mistakes. And this is a true story. JLD, your listeners could look him up. His name was Carlton Pearson. And Carlton Pearson, may he rest in peace, he was the pastor of one of the largest churches in America. And who was I? I was the guy in the audience of a largely black church. I'm a white guy at the largely black church. It's one of the biggest churches in America, Carlton Pearson's church called Higher Dimensions. And I remember walking up to Carlton Pearson, Bishop Pearson at the time, and I said, Bishop, could I hire you to teach me how to become an effective public speaker?

15:56Now, at the time, backdrop, I was growing America's largest entertainment company called DJ Connection dot com for weddings. At DJ Connection dot com, if you're looking it up, I haven't owned it since 2007. Full disclosure, we're doing four thousand events at the time, four thousand events a year. That's 80 events every weekend. Sound, lights, audio, four thousand mothers of the bride. Think about that. We're doing all that. And I go to this guy with enough enthusiasm and enough confidence to know that I can get to him on the stage. I mean, this guy would preach in front of a church service, no exaggeration, of thousands of people any given Sunday.

16:30And I said, Bishop Carlton Pearson, sir, Pastor, could you teach me how to become an effective speaker? And I remember when he told me, he said, son, I'll be happy to do it. The last guy that ever asked me to do that was T.D. Jakes. And I'm going, what? And so all I'm saying to you is that at first I was shocked that he said yes. The second, though, is you have to pay the price and you have to show up. You have to show up. And when I showed up, this guy taught me a proven process for public speaking. I didn't know there was a proven process for speaking. I thought some people are good. Some people are bad.

17:04I thought some people are fantastic. Some people are terrible. I thought some people are just in the crowd cheers and some people just aren't good. And he says, Clay, it's a skill. It's repeatable. Other people can learn this. It isn't that I'm fantastic. It says I have a system that I learned. And if you take out the religious aspects, obviously, of a pastor teaching these things, the same thing is true for carpet cleaning. The same thing is true for home building. The same thing is true for janitorial services. So step number two, you have to have a proven system because you can learn from mentors or mistakes.

17:37This is so important. You can learn from mentors or mistakes. And now Michael Levine, this is a guy I paid$25 ,000. I'm saying that number because it's a real number. I paid this guy$25 ,000. You say, who's Michael Levine? Go to Google, type it in, folks. Michael Levine Publicist. Look it up. Michael Levine Publicist. This is the publicist of choice for Prince, for Nike, for Michael Jackson, for Pizza Hut, for Bill Clinton and George Bush at the same time. What? That'll put your mind in a blender. The PR consultant of choice for George Carlin, all these people. I reach out to him and I said, sir, I've read your bestselling books.

18:12Could you teach me how to become an effective brander? Could you teach me how to become an effective publicist? He said, absolutely. $25 ,000 later, I learned how to do it. And so Michael Levine taught me this, and I'll read you this notable quotable. He says, if you give someone a present and you give it to them in a Tiffany box, it is likely that they'll believe that the gift has a higher perceived value than if you gave it to them in no box or a box of less prestige. That's not because the receiver of the gift is a fool, but instead because we live in a culture in which we gift wrap everything, our politicians, our corporate heads, our movie and TV stars, and even our toilet paper.

18:50Why am I saying that? Because step one is all about branding and gift wrapping, V-I-S-M-D. Step number two, though, this is assuming you're actually generating leads. You're going to have to have pre-written sales scripts. You're going to have to have pre-written emails. You're going to have to have pre-written sales processes. Kevin, in your case, I mean, every day another company's reaching out to you. Now, at this point, there's kind of a tipping point. Companies are chasing you. They're wanting to hire you. What would your life be like with 350 employees if you didn't have standard operating procedures and checklists and scripts?

19:23Clay, that is a great question. It would be absolute chaos. And I probably wouldn't even be here. And so the processes that we have in place are that they just work. I mean, all this all everything that Thrive Time has introduced me to all the processes that we have in sales admin operations they just work they work every day and they work with multiple different personalities and one of the things I like about having Thrive Time is coaching is the key because I think when you have an owner sometimes owners believe it or not none owners that you know they say, I don't think you realize how important I think I am.

20:11And, and because they think they're all that. And so for me, coaching has been the key because a coach can say things to you that no one else can, no one else in the company can be honest and, and frank with you about things about your business. So coaching for me has been the key. I meet every Thursday with my coach, Andrew, and it's literally changed my life. And Fire Nation, you know this about me. I was an officer in the US Army for eight years. I was a tank commander in war in Iraq. We learned standard operating procedures. You learn them or you died or you put your men in danger. That is a reality of my life.

20:51I took that to entrepreneurship. I launched the first daily podcast in the world, interviewing entrepreneurs. Everybody said it could not be done. Well, guess what? I do it one day a week because I have the systems, the processes. I take 90 day vacations sometimes because I can do that because of systems, processes, communications. Clay, where do you want to move to next? Well, step number three is you got to implement systems that create a customer wow. Step number three, you have to implement systems that create a customer wow. Now I'm saying this because it is true. I'm not saying this to be politically polarizing because I know people who listen to your show listen from all different faiths and backgrounds and political affiliations.

21:29But Tim Tebow speaks at our business conferences and so does Eric Trump. So does the gentleman who turned around Harley Davidson. I'm just giving you examples. And when these people speak, what you know about Tim Tebow is every time Tim Tebow speaks, he's going to deliver a wow. The legendary football player, he never fails to deliver when he delivers a public presentation. The guy just is first class. So when I organize these events, he shows up on time and he's locked in. I mean, this guy is mentally and emotionally 100 % focused on wowing the crowd. I'll tell you what Tim told me backstage before he came up to speak.

22:04He said, Clay, how's it going at the conference? I said, it's going very well. He said, I heard there's a couple here that she's a real estate agent and he is an insurance agent and they have seven kids. Is that true? Now, JLD, that would imply he's listening to the conference live. And I said, that is true. He says, that's incredible. And you coach them? I said, yeah. He said, so you mean to tell me that a family has seven kids and she owns a real estate company? He owns one of the top insurance companies in his state and they have time for it? I said, yeah. He said, man, that's called non-negotiable.

22:40And I said, that is non-negotiable. You know what? I want to talk about non-negotiable when I come up to speak. Can I adjust my schedule a little bit? Because I want to tie into what you were just talking about. I think that would really fit into what we talked about. But think about the mental clarity. Was he on Instagram scrubbing, scrolling through things? No. Was he on Facebook or debating politics? No. Was he watching a video about something unrelated to our conference? No. Was he speaking yet? No. He was locked in to WOW. Another example, bragging on Eric Trump. We attended Eric Trump's wife's birthday.

23:13So Laura's 40th birthday, my wife and I are there. Everybody in the room is famous except for me. True story. Everybody's famous except for me. I'm there thinking, I don't know what poor life choices Eric made to invite me here, but I'm here. And this is a true story. At the end of the party, this is the morning after Laura Trump's birthday party. Again, folks, throw out the political affiliations. Guess who calls me at 6 in the morning, Kevin? Guess who calls me at 6 in the morning the day after Laura Trump's 40th birthday party? It's got to be Eric. Eric calls me. Eric calls me and says, Clay Clark, how are you?

23:46Six in the morning. And you had him put up for two hours at that point, Clay. This is real. I wake up at 3 a.m. every single morning, and he knows I'm up, right? But to call me and say, how are you, sir? And I said, I'm good. There's probably 1 ,000 people at the party. And I said, I'm doing good. He said, did Vanessa have a good time? Think about that. To know my wife's name and to say, did Vanessa have a good time? Another example, when I went to visit Eric Trump at the Trump Tower, he remembered my daughter's name as Leah. We have four daughters. He says, who's with you on the trip? Is Leah with you?