How to Generate 10X More Leads Now Plus Celebrating the 300% Growth of LaserSKN.com Tattoo Removal with Clay Clark

0:01Boom!

0:02John Lee Dumas:Shake the room, Fire Nation. JLD here and welcome to Entrepreneurs on Fire, brought to you by High Level, the all-in-one sales and marketing platform. Today we'll be breaking down how to generate 10x more leads now and celebrating the 300 % growth of laserscan.com tattoo removal. And to drop these vibe bombs, I am brought to Clay Clark and EO Fire Studios. Clay is the co-founder of Five Kids, the host of the six-times iTunes chart-topping ThriveTimeShow.com podcast, the 2007 Oklahoma SBA Entrepreneur of the Year. And he is just an amazing human being overall. I spent a lot of time with this guy.

0:36John Lee Dumas:And today we'll be talking about why leads are the lifeblood, turnkey lead generation, systems that scale, measure what matters, and oh, so much more. And a big thank you for sponsoring today's episode goes to Clay and our sponsors. Fire Nation, is your business stuck? Join Eric Trump and Clay Clark at America's highest rated business conference, November 5th and 6th in Tulsa, Oklahoma. Learn the proven systems used to create thousands of success stories today at thrivetimeshow.com slash eofire. Again, request life-changing tickets today at thrivetimeshow.com slash eofire. If you are building a real business, you need real infrastructure.

1:12John Lee Dumas:High Level gives you website hosting, funnels, email marketing, automation, calendar booking, payments, and course hosting all on one platform, plus award-winning 24-7 support. Get a 30-day free trial and my full bonus stack that includes a 15-minute private call with me and much more at highlevelfire.com. high level fire.com. All right, Fire Nation, we are here and I get to bring back Clay Clark once again to just rock the mic to just drop value bombs because that's what this human being does. He drops value bombs. And of course, we brought a great guest who is a great client of Clay Clark. And I want to start off by talking about how leads are the absolute lifeblood of businesses because Clay, you're actually known to say that without leads, you simply won't succeed, which of course I subscribe to, I agree with.

2:01John Lee Dumas:So let's talk about why lead generation is the foundation of every successful business. And of course, how you've made sure that Eliza crushes this in her business. Well, you know, Eliza has a business called laser skn.com, L-A-S-E-R-S-K-N.com, laser skn.com. It is a tattoo removal business. And One could argue it's on trend. One could argue it's a good product for a great market right now. A lot of people have tattoos. They want to get them removed. One could say, wow, you've really timed the market. One could say, wow, you really have a skill set that's relevant. One could say, wow, you're in a part of America, Coeur d 'Alene, Idaho, that really needs this service.

2:45However, none of that matters if you don't have leads. And I think what happens is a lot of entrepreneurs, JLD, if they listen to podcasts and read self-help books and all the things that we would recommend, and then they go out there and they think, well, now that I have a great product and a great service, somehow it's going to sell itself. But at the end of the day, it doesn't matter how good your product or service is if you're not able to sustainably generate leads from your ideal and likely buyers. In fact, that's the key to bankruptcy is not having leads.

3:17John Lee Dumas:I love that. And one thing that I will definitely say that if I didn't have leads into my business, we wouldn't be here after 14 years, Fire Nation. If you didn't have leads in your business, would you be listening to this show? Well, probably because you would want to learn how to get leads. And I always love to say you need to become the number one solution to a real problem. And here's the key phrase, in a growing industry. And guess what? As Clay mentioned multiple times, you know, this could be considered a growing industry, tattoo removal. So what exactly have you done? Are you doing with Eliza Clay that Fire Nation needs to know about?

3:53Well, with Eliza, you know, with her business, I want to brag on her for a second. She's super coachable, super diligent, does a great job. And so you have these four different areas we're helping her with simultaneously. I mean, one can argue there's 50 different areas, but there's four major ones I want to focus on today. One is helping her generate leads in a turnkey way. It doesn't require her to go door to door networking with people to generate leads. It doesn't require her to rely on going on LinkedIn and finding people that need tattoo removals. It doesn't require her posting endlessly on social media.

4:24So there's a turnkey way to generate leads. The second is we're implementing proven systems so she can scale the business systems and processes. The third area is she's becoming a time management expert. I mean, she is becoming very fastidious about how she manages every single second of her day. And then the final area is we've got to know the numbers. We've got to know the accounting. And with Eliza, she's so coachable, so great to work with. But having her know her numbers is very important. It's very imperative. And she's to a place now where she's going to be opening up other locations all throughout these United States.

4:58And the first question that someone asks when they reach out to want to license a laserskn.com location, they say, hey, I want to open up my own location. They want to know, you know, at the end of the day, how much profit is generated for every dollar that comes in.

5:14John Lee Dumas:I mean, these are really important things to know. And Eliza, I would love to hear from your perspective at this time of number one, like, how'd you first hear about Clay? What made you decide to jump on a call with him and his team? And what have been some of the biggest breakthroughs on these topics that we've been talking about with generating leads, turnkey, you know, systems that are actually able to scale? Take it away. Oh, man. Well, actually, I remember having a conversation with my dad when I first opened this business. I built it all myself. I was like 20 years old when I started this.

5:46And I was like, man, I, you know, I feel like I'm doing everything right. I'm really good at what I do. But I don't know everything that there is to know about business. and I was looking for a coach and my dad had been following Clay for several years and I was looking at somebody else and my dad was like, well, you know, let's give this a go. Let's go to one of his conferences and take a look and you can meet each other and see if this is going to be a good fit. And yeah, as soon as I walked through the door the first day of that conference, I was like, oh, this is it. This is exactly the energy I need.

6:21And every topic was exactly what I needed to learn about. It's exactly what he says on his podcast all the time. It's a business without the BS. So we've had so many wins from working with Clay. I think we talked about it last time. But we've we've had like a 300 percent increase in gross revenue quarter over quarter compared to, you know, when I wasn't working with Clay versus first quarter of this year. It's been amazing. Um, and, uh, it's all about easy systems and processes. Like I'm not, I'm the only person that works here. I run this whole business. Um, I'm the laser specialist. I take all the appointments and book everything and I'm not breaking my back doing it.

7:04It's been, you know, there's a couple of things I do every single day with consistency. Um, and I have my, my coaches meeting on every day or every Monday. Um, and there's just simple processes that we do, repeatedly that work and that have grown this business just exponentially.

7:22John Lee Dumas:And Eliza, we love specifics. So number one, I can tell you, I've been to two of Clay's conferences and I've actually been able to speak at them and just be really involved with them. And I can just vouch that they are incredible, Fire Nation. So I mean, these are great conferences. There's like, there's no BS here. You know, you're just getting great value from them for obvious reasons. And what I really want to kind of get from you, Eliza, is like, what weren't you doing before working with Clay that you very quickly started doing that made a massive impact around this, around the leads, around the systems, etc.?

7:56Oh, well, this was huge. I don't even think I had a Google business listing when I met Clay. I had no idea how to generate leads. I was kind of just relying on word of mouth for a lot of it. and that's how you know it was like well 20 30 years ago was like you know somebody tell somebody

8:13John Lee Dumas:else what happened to your tattoo oh I got it removed how do you get removed oh that's a great way to do things for sure but we do live in a world where we can amplify that kind of lead generation so kind of talk about like how did you make the most of that oh vism was huge that's the thing that we uh we do the most here with with clay is a three-legged marketing store where we're you know, we try to dominate Google as much as possible, which is, you know, you have to add photos to your Google business listing. You have to get reviews, which are super important. Let's stick on reviews for a second here.

8:48John Lee Dumas:I mean, I literally make every buying decision based off of reviews, every single one. I'm like, which Airbnb has the most and best reviews? Which Amazon product has the most and best reviews? Nobody, which restaurant, but that's a huge one. Which restaurant? And that's such low hanging fruits and they're terrible at it. So terrible at it. And so when you're good at this stuff, Fire Nation, you just win business. And it's this compounding effect. It's a snowball going down the hill. So Clay, jump in here. What were you really excited about being able to implement into Eliza's business that just made this huge impact?

9:20Well, I'll try to calm down for a second. But when I met Eliza, I knew right away, she's a diligent doer. She's taking notes fastidiously. She is at the conference. It's kind of wild, but as a speaker, you can scan the room and you can see who's taking notes. And this woman is taking notes. I mean, she is all in. She's mentally and physically present. And I'm thinking that this is a great sign. I met the family. These are great people. Then I ask, what do you do? What is your core niche? When I hear about tattoo removal, I'm thinking, oh, wow, this is a growing industry because you're seeing more and more people that I know in my own life and more and more celebrities saying, you know what?

9:57I like the majority of my tattoos, but I want to remove this tattoo or that tattoo. And it's becoming a household topic. It's becoming a top of mind topic for the world. So I thought, wow, a great product niche that's growing. You have somebody who's sharp. This is going to be easy. And then when I asked, well, where are you doing business? She says, Coeur d 'Alene, Idaho. And I have many clients that are in Idaho. And I thought, what a great market. I mean, there's a nice market there. So again, step number one we did is we sat down together. We did a 13 point assessment. She went to ThriveTimeShow.com.

10:29She scheduled a free 13-point assessment. We scheduled that, and we went over, and we determined right away, listen, without leads, you're not going to succeed. We were on the same page. Point number two, we said, let's come up with a turnkey way to generate leads, so that way, you know, you don't have to spend your entire day, every day, going network to network, person to person, posting on TikTok and Facebook and Instagram. You know, a lot of people spend their entire day posting endlessly on social media to try to generate one or two leads. Let's make a turnkey way where you can create time freedom and financial freedom.

11:05And so she mentioned VISM. What does VISM stand for? We taught her the system of VISM. V, every week we've got to post a video testimonial from a real client. I, we need to gather images of before and afters with real clients. S, we got to write search engine content that is original content, HTML content, and M, we have to gather more Google reviews. In the background, my team is going to do the diagnostics tests to make sure that the website is constantly updated. Point number three, what we did here, JLD, is that we said, hey, let's begin with the end in mind. Let's make sure that we build the system in a way that somebody who's not you, who maybe is looking for a business opportunity, that they could open up one of your locations and produce similar results because we're building a blueprint.

11:53We're building systems and checklists and processes, written scripts, written emails, documented workflows. When people say systems, I want to put some meat on the bone there. It's written down step-by-step processes to remove tattoos, to wow customers, to close the deals. What are the written processes and systems? And then point number four is we really want to become a master of time management. It is so important that we become experts at managing time. You know, you talk about some of the world's bestselling authors, whether it be Napoleon Hill or John Maxwell or Zig Ziglar or Tony Robbins.

12:32They're always harping on time management, because if you can't manage your time, you really can't manage anything else. What gets scheduled gets done. to quote Robert Kiyosaki. He loves talking about octa non verba, which means in Latin, it means watch what someone does, not what they say. If you look at the Bible, the book of James, be a doer, not just a hearer. If you want to quote Ronald Reagan, trust but verify. At the end of the day, it's all about what you do, not what you say you're going to do. And so by implementing all those systems simultaneously, she's been able to generate a 300, did you say you're three, Eliza, I don't want to exaggerate.

13:10I think you said you're three times up more than the same time last year. Is that accurate? Yeah, same time last year. We've done 300 % more. Like when we got our numbers back from our first quarter of 2026, it was a 300 % increase from last year's first quarter.

13:27John Lee Dumas:Wow, Fire Nation. I think you can see where this is heading. And we have so much more gold coming when we get back from thanking our sponsors. Fire Nation, is your business stuck? Join Eric Trump at America's highest rated business conference, November 5th and 6th in Tulsa, Oklahoma. Discover the success systems that have been used to create thousands of millionaire success stories. See thousands of success stories and testimonials from real people just like you, who Clay Clark has mentored and coached into prosperity at thrivetimeshow.com slash EO fire. Clay's proven business coaching program is month to month and it costs less money than hiring a minimum wage employee.

14:00John Lee Dumas:Yes, it's month to month and costs less money than hiring a minimum wage employee. schedule your free personal 13 point assessment with clay clark himself today at thrivetimeshow.com slash eofire because clay only takes on 160 clients and only allows 300 attendees to each business conference you will interact with clay directly see thousands of real success stories and learn about attending the thrive time show today in-person workshops featuring football star and entrepreneur tim tebow and president trump's son eric trump today at thrivetimeshow.com slash eofire become the next success story schedule a free consultation and request tickets to join football star and entrepreneur Tim Tebow and President Trump's son, Eric Trump at Clay Clark's next business conference today at thrivetimeshow.com slash EO fire.

14:44John Lee Dumas:Fire nation, if you are building a real business, you need real infrastructure. That is why high level is entrepreneur on fires featured partner. High level gives you a website builder and hosting funnels and landing pages, email marketing, appointment scheduling, payment processing, course and membership hosting, and so much more. Everything you need to succeed all under one roof. No duct tape, no juggling five platforms, just one clean system for your business. And their award-winning 24-7 support has your back when you need it most. When you sign up at highlevelfire.com, you also get my exclusive bonus stack, a 30-day free trial, a private 15-minute call with me, JLD, access to my weekly live office hours, a digital copy of my book, The Common Path to Uncommon Success, my 50 Days to Something Execution Roadmap, and more.

15:31John Lee Dumas:Visit highlevelfire.com. and start building your something today. Fire Nation, that's called measuring what matters. And I mean, this is something that Clay talks about a lot, measuring what you treasure and tracking the right metrics, measuring time management, all the things that he's just been talking about. So Eliza, I kind of want to throw it back to you. Beyond the things we've already talked about, like you get up in the morning, you go to work. What are the main things you are measuring day to day in your business? I know it's the reviews, I know it's all these, but what specifically are you measuring that you really feel like is a game changer that you weren't measuring before you started working with clay?

16:11Well, a couple of things for sure. Um, as I get busier and busier, which I am, it's fantastic. Um, time is huge. Um, almost all of my appointments take exactly 30 minutes and I've designed them that way. So I can be as efficient as possible. Um, the other thing we measure, of course, our reviews, I want to get a certain amount every week. I want that to be consistent, consistent with posting images so that my, my business is still relevant. And those are really the biggest things too. But besides that, also like we want to check in with our clients and make sure that they're happy. And if we, if we need to be doing something differently that someone's, you know, not super pleased about, we need to shift that immediately so that we get those five-star reviews.

16:52That's, that's kind of the biggest metrics are. Is everybody happy? Are we getting reviews? Is the time being managed well? Those are all the things that you need to be scalable.

17:04John Lee Dumas:Now, this is something I have a curiosity of because I think there's a lot of people listening right now and they're running obviously very different forms of businesses, but they're hearing and they're like, well, how do you keep a single appointment to 30 minutes? I mean, I've seen a tattoo the size, you know, of a little ladybug and one the size of like, you know, the entire back that's a lion. So how do you keep each individual appointments at 30 minutes when obviously there's just a crazy amount of different size and I'm sure density of tattoos? Well, for the most part, we're able to cover about one square inch every three to five seconds.

17:40So even if we're doing a larger tattoo, 30 minutes has got to be perfect. So if I'm doing something super small, like a wedding band, it really only takes a couple of minutes. Um, so that appointment could be, you know, 10 or 15 minutes long, but then I have an additional 15 minutes, um, you know, for that appointment just in case 30 minutes is really the longest that it takes. Um, and I always leave about 45 minutes for our consultation. So consultation, all the paperwork, um, we've gotten down, we use the same, you know, scripts for everything. And so that takes, um, 10 to 15 minutes almost exactly.

18:11And then we have a 30 minute window for an appointment.

18:13John Lee Dumas:So I don't know if this is how you used to run your business, but I know a lot of people's businesses typically were run this way, which is like you wake up in the morning, you open the door, you flip around the sign. It's now it's open for business. And you're like, okay, who's going to walk in the door? Like that's called chaos. Like you just don't know. It's like, are 10 people coming in? Is one person coming in? And one thing that Clay's great at is taking people from chaos to predictability. I mean, what would you say, Eliza, is the biggest difference between operating a business reactively, which is just like, oh, 15 people just showed up.

18:42John Lee Dumas:They just dropped a bus of people other than, you know, running a business that grows through systems and structure? Oh my gosh. Well, a calendar, first of all, if I'm going to be scheduling appointments, I have to know when they are and not just show up at a certain time. If I am just showing up at nine and staying until five every day, that can be so much wasted time where I could go out and be meeting other business owners for like dream 100 or, you know, doing things like this where I can schedule a podcast. If I have no idea when anybody's going to come in, then that's, you're right, it's exact chaos.

19:15The other thing that's helped a ton is having a to-do list. If I don't know, you know, what I need to get done and when I need to get it done, then it just straight up doesn't get done.

19:24John Lee Dumas:Clay, what do you want to add to this specific theme, chaos to predictability? Yeah, well, you know, this is what's wild is the system that I'm teaching Eliza is the same system that I taught the great folks at mlkdentistry.com. So this is a pediatric dentistry. This is the same system that I taught Dr. Brian Whitlock and his cosmetic surgery team. This is the same system that I taught the cosmetic surgeons in Oklahoma City, the cosmetic surgeons in Miami I work with. I mean, these systems are designed to create fruit in your life. And for JLD, what I look at is return on investment. So Eliza is paying$1 ,700 per month.

20:06That's what I charge is a consulting fee. And you say, well, if I'm paying$1 ,700 per month, what am I getting? What I want is I want her to generate a minimum of$5 of income for every$1 she pays me. I repeat, I want it to be almost like a money machine, JLD, where if somebody invests$1 in my coaching service, I want them to see a net profit of$5 coming back. And what I want to do is I want to make it a sustainable and repeatable return on investment because my average client is with me for six years or longer. and it's not because they like me, although I hope somebody does like me. It's not because my team is fantastic, although I do think my team is fantastic.

20:44It's not because I've been doing it 21 years and we have been doing it for 21 years. It's because we produce results. And so if you're listening right now and you are saying, man, I'm dealing with chaos. I don't know how to create a repeatable amount of success in my life. Everything feels random. I don't know that I have a system in place where I put in a dollar and$5 comes back, that's the kind of person that needs to go to ThriveTimeShow.com forward slash EOFire. ThriveTimeShow.com forward slash EOFire. And JLD, I'll tell you a story. There's a company called San Diego Softwash. Softwash. San Diego Softwash.