Latest / Cleaning Business Life / How Misa Built a $2 Million Cleaning Business Working 2 Hours a Week | Ep. 226

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How Misa Built a $2 Million Cleaning Business Working 2 Hours a Week | Ep. 226 · Cleaning Business Life

• 1:09
  SPEAKER_02: Welcome to the cleaning business live.
• 1:12
  SPEAKER_02: I am joined with my incredible host, Shannon, and we are interviewing today a special guest, Misa.
• 1:22
  SPEAKER_02: Misa, why don't you give us a little introduction of who you are, how you started, and we'll take it from there.
• 1:33
  SPEAKER_01: Well, Jamie and Shannon, I appreciate you guys' time and allowing me to be on your podcast today.
• 1:41
  SPEAKER_01: So yeah, my name is Misael, call me Misa, and I have a cleaning company here in Tucson, Arizona.
• 1:50
  SPEAKER_01: Shannon was mentioning that it's very competitive here and a lot of social proprietorships, a lot of people, independent cleaners, and it is.
• 2:01
  SPEAKER_01: And we've we've we've attracted some specific clients, and we just we provide residential and commercial cleaning here.
• 2:10
  SPEAKER_01: I've been in the cleaning industry for now for eight and a half years since 2018, and we have made our mark here in Tucson, and cleaning industry is definitely a a great industry to be in when you stay consistent and you figure some things out.
• 2:29
  SPEAKER_02: Right.
• 2:30
  SPEAKER_02: Isn't it a beautiful?
• 2:31
  SPEAKER_02: It is a beautiful industry.
• 2:33
  SPEAKER_02: I'm so happy this is the industry that I put to go into.
• 2:38
  SPEAKER_02: And I think that's everywhere is you know, a lot of soul soul proprietor, yeah, soul proprietors.
• 2:49
  SPEAKER_02: It's just the business to be in.
• 2:51
  SPEAKER_02: And it's not, you know, not every one of those are gonna make it to where what we're all doing, you know.
• 3:00
  SPEAKER_02: But it is a great business to be into.
• 3:02
  SPEAKER_02: What else do you do?
• 3:04
  SPEAKER_02: Tell the audience what else do you you kind of do as well.
• 3:09
  SPEAKER_01: I've I'm in a fortunate position where, you know, I spend two hours a week working on my cleaning business.
• 3:17
  SPEAKER_01: And I have a full team that takes care of all of the back end stuff, all the fulfillment part of the job.
• 3:25
  SPEAKER_01: And so I focus a lot of my time on helping other cleaning business owners build a cleaning business the right way.
• 3:33
  SPEAKER_01: You know, I teach an eight-pillar system to, you know, to start things from the start or wherever you are in your business to make sure that there's the right systems are in place so that you don't have to work harder, but you're working smarter.
• 3:50
  SPEAKER_01: Because at the end of the day, every cleaning business owner, I'm sure you guys understand this, is that you don't want to build a job.
• 3:58
  SPEAKER_01: You want to build a business.
• 4:00
  SPEAKER_01: So the way that we think of it every single day with every decision that we make should be to, hey, I'm gonna work less, earn more, but I need to take myself out of the business and plug in specific people or systems to run the business.
• 4:18
  SPEAKER_01: So I spend a lot of my time studying the industry and I implement it in my own business.
• 4:24
  SPEAKER_01: I test, I get results, and and then I share that with the cleaning community.
• 4:31
  SPEAKER_04: Awesome.
• 4:32
  SPEAKER_01: And then I do the podcast as well, too.
• 4:34
  SPEAKER_02: So what's the podcast name?
• 4:37
  SPEAKER_01: So the podcast is the cleaning journey podcast, and we highlight cleaning owners, uh, talk about their journey, what they've, you know, what they've accomplished, what they had to go through.
• 4:49
  SPEAKER_01: And then we also talk about, you know, those operators that are, you know, 500K and above or multi-million dollar companies.
• 4:56
  SPEAKER_01: Like, what are they doing that's that's really getting them to to pretty much build their company in this, in this market where we are right now.
• 5:08
  SPEAKER_01: Like, what are those strategies?
• 5:09
  SPEAKER_01: And, you know, we do our best and just kind of just, you know, the the goal here, Jamie, for me is a lot of my time is spent as much as possible just giving back.
• 5:22
  SPEAKER_01: You know, it's so you guys know, like once you have built a business and you figured some things out, you always want to share.
• 5:30
  SPEAKER_01: And if you have the opportunity to share and help another, you know, cleaning owner in, you know, and give them results and it takes them to a position where they can be financially free and take care of their family, like, you know, what a what a what a better purpose than that.
• 5:46
  SPEAKER_02: Right.
• 5:47
  SPEAKER_02: I think that's what that's how the cleaning business life has morphed is literally watching me grow my business with a lot of Shannon's help and showing my failures, my wins, and showing people that they can actually do it.
• 6:12
  SPEAKER_02: I remember whenever we first started working together and sh everybody kept saying systems, you gotta have systems in place.
• 6:18
  SPEAKER_02: I'm like, well, what is a system?
• 6:20
  SPEAKER_02: What does that even mean?
• 6:22
  SPEAKER_02: Like, you know?
• 6:24
  SPEAKER_02: And that's where I'm right now in my business is actually getting that stuff out of your head onto something that's easy to follow for the next person so that you can remove yourself.
• 6:38
  SPEAKER_01: Yeah.
• 6:39
  SPEAKER_02: Yeah.
• 6:40
  SPEAKER_01: Yeah.
• 6:41
  SPEAKER_01: And they they have to be in place and they have to be tested and they have to be improved.
• 6:47
  SPEAKER_01: And it's just a work of progress, you know.
• 6:50
  SPEAKER_01: I don't think there's I don't think there's a point where it's like, okay, cool, I could I have it figured out.
• 6:56
  SPEAKER_01: I can just run with it.
• 6:57
  SPEAKER_01: I can, I can pretty much take the foot off of the gas.
• 7:02
  SPEAKER_01: I think, you know, when I, when I, when I did that, it was a lot harder to get to where I actually wanted to be because I had taken the foot off of the gas.
• 7:13
  SPEAKER_01: And you want to continue always improving, always tweaking.
• 7:18
  SPEAKER_01: Obviously, only tweaking or improving what's not working.
• 7:22
  SPEAKER_02: If it's working, don't broke, don't fix it, right?
• 7:27
  SPEAKER_01: Exactly.
• 7:27
  SPEAKER_01: Exactly.
• 7:28
  SPEAKER_01: But as business owners, we should always want to stay ahead of everybody else.
• 7:34
  SPEAKER_01: So when I build, you know, when I build my business, I always thought about how can I be the best of the best?
• 7:39
  SPEAKER_01: Like what's everyone else doing and how can I be 10 steps ahead?
• 7:43
  SPEAKER_01: And just like what you said, Jamie, it's it's the biggest part is systems.
• 7:48
  SPEAKER_01: Like what systems are being triggered to provide a better customer experience, but also provide a great cleaner experience as well, because they're the ones that are, you know, they're your number one.
• 8:03
  SPEAKER_02: You know, that's your number one client, right?
• 8:05
  SPEAKER_01: Exactly.
• 8:06
  SPEAKER_02: Your cleaners are the number one client.
• 8:09
  SPEAKER_02: Right.
• 8:09
  SPEAKER_01: Yeah.
• 8:10
  SPEAKER_01: And you'll be amazed.
• 8:11
  SPEAKER_01: I've talked to a lot of cleaning business owners that they're so focused on getting leads, they're so focused on growing the business, and then they neglect their culture, they neglect their team, and then they figure out why, you know, the while they they ask themselves why there's complaints, why people are not showing up, why people are not reliable.
• 8:32
  SPEAKER_01: And it's like, well, you're so focused on other things besides the actual system that makes the business run.
• 8:40
  SPEAKER_04: Right.
• 8:41
  SPEAKER_04: And I think that that system has improved immensely.
• 8:44
  SPEAKER_04: I in I've been at it's been 16 years for me.
• 8:47
  SPEAKER_04: And what you the the tech that was available 16 years ago is definitely not the same tech that's available now.
• 8:54
  SPEAKER_04: I just think back to how far, I mean, everything was done with paper, right?
• 8:57
  SPEAKER_04: We they came to the office, they got their sheet, they went to the house.
• 9:01
  SPEAKER_04: I mean, if you think about that now, all of the wasted labor resources, it's just wild to see.
• 9:07
  SPEAKER_04: So if you were to take and start from day one, what would you tell?
• 9:12
  SPEAKER_04: What advice would you give yourself if you're like, hey, I'm starting my cleaning business today?
• 9:16
  SPEAKER_04: What advice would you give to yourself today?
• 9:19
  SPEAKER_04: Learning all of the stuff that you've learned, what would it what advice would that be?
• 9:26
  SPEAKER_01: That advice would be to not focus on getting things perfect, like logos, websites, getting the, you know, getting all of these the the business things that we feel that we need, like working on business cards, things like that during the day.
• 9:50
  SPEAKER_01: You know, during the day, I spent a lot of my time working on my website, and I was just there for seven, eight hours a day, but like no leads were coming in.
• 9:59
  SPEAKER_01: I wasn't working on the growth.
• 10:01
  SPEAKER_01: I was working on the back end.
• 10:03
  SPEAKER_01: So what I would do is I would work on those things in the evening.
• 10:07
  SPEAKER_01: And during the day, I would focus on growing the business.
• 10:12
  SPEAKER_01: That would be, I would pass out 500 door hangers a week.
• 10:17
  SPEAKER_01: I would door knock on a hundred doors per week.
• 10:21
  SPEAKER_01: And then I would work on postcards.
• 10:26
  SPEAKER_01: So you can go to USPS and you can just pick a specific area.
• 10:30
  SPEAKER_01: And I would choose, I would choose a specific area that I want to target, and I would spend about$300 a month and I would test that for three months, and that's all I would focus on.
• 10:42
  SPEAKER_01: And I would add on top of that networking events.
• 10:46
  SPEAKER_01: I would go to two networking events a week, and I would just test that for the first three months, those three, those, what is it?
• 10:54
  SPEAKER_01: Yeah, those four tasks.
• 10:55
  SPEAKER_01: So it's door hangers, door knocking, not a lot of people's favorite, but it's necessary.
• 11:03
  SPEAKER_01: And then postcards and networking event.
• 11:06
  SPEAKER_01: That's all I would do for three months if I had to start all over.
• 11:10
  SPEAKER_02: Did you ever do any cold calling?
• 11:13
  SPEAKER_01: Cold calling, yes.
• 11:14
  SPEAKER_01: I believe it's it's worth a time for sure.
• 11:19
  SPEAKER_01: Once you have a contact list to be able to be able to call them, especially especially on Especially have a strategy, right?
• 11:29
  SPEAKER_01: Like if these are people that requested a quote from you, but they didn't move forward, being able to call them and it's a purpose.
• 11:38
  SPEAKER_01: You know, you you you have a reason to call them.
• 11:40
  SPEAKER_01: You can you can really have a conversation with them specifically on that call, not just like, hey, just giving you a call because I want to see if you're interested in a cleaning.
• 11:49
  SPEAKER_01: It's, hey, you actually inquired about a quote, you know, seven months ago.
• 11:54
  SPEAKER_01: You know, I wanted to see if by any chance you're interested in receiving, you know, a free cleaning or something, like an offer to get them in.
• 12:02
  SPEAKER_01: But if I had to do something with effort, something that takes a lot of effort and time would be those four things.
• 12:10
  SPEAKER_01: And that's that's all I would focus on.
• 12:13
  SPEAKER_01: At the same time, I am having a CRM to bring the leads in.
• 12:17
  SPEAKER_01: I am sending quotes, I am the little back end part of the system.
• 12:22
  SPEAKER_01: And I would do that at night, though.
• 12:24
  SPEAKER_01: I wouldn't spend time building my CRM during the day.
• 12:28
  SPEAKER_01: I wouldn't spend time doing websites or getting my logo perfect or working on my uniforms, working on my business cards.
• 12:36
  SPEAKER_01: I wouldn't do that during the day.
• 12:38
  SPEAKER_02: Yes.
• 12:39
  SPEAKER_02: CRM is just the the brainchild of your It's the operational.
• 12:45
  SPEAKER_02: Yeah.
• 12:46
  SPEAKER_02: Definitely have to.
• 12:47
  SPEAKER_02: I mean, it just I can only do imagine the pen and paper with the huge map.
• 12:54
  SPEAKER_03: We used to like circle here, go over there.
• 12:58
  SPEAKER_03: Right, we got it, I got it, I got it, right?
• 13:01
  SPEAKER_01: And you guys would be surprised.
• 13:02
  SPEAKER_01: I talked to a lot of business owners and and they're still doing it, you know.
• 13:08
  SPEAKER_02: I know on their phone.
• 13:10
  SPEAKER_01: They're doing it.
• 13:12
  SPEAKER_02: Let me tell you, I am a huge follower of the cleaning business journey.
• 13:17
  SPEAKER_02: I've listened to every episode.
• 13:20
  SPEAKER_06: Really?
• 13:20
  SPEAKER_02: Yes.
• 13:22
  SPEAKER_02: You have a secret stalker.
• 13:23
  SPEAKER_02: I mean, uh well, you know, what for somebody like me, whatever and there are others out there like me.
• 13:31
  SPEAKER_02: There's other people that actually exist that have their nose to the ground like a bloodhound and will scratch eyeballs out because there is no plan B.
• 13:41
  SPEAKER_02: Like it's all enough thing.
• 13:43
  SPEAKER_02: We are gonna make this work.
• 13:45
  SPEAKER_02: How do I get to where I need to go from point A to point D now?
• 13:52
  SPEAKER_02: So I've invested in a lot of money into coaching.
• 14:00
  SPEAKER_02: It's just that is something that's a necessity if you want to get there fast.
• 14:05
  SPEAKER_02: Faster.
• 14:07
  SPEAKER_02: Um, I mean, you definitely can wing it yourself, but I mean, you know, whenever you're and this is for our listeners, and I a lot of listeners are down, you know, hundred, two, three, three hundred, four hundred, five hundred thousand.
• 14:27
  SPEAKER_02: You just you you become like hungry for any information and knowledge that you can receive.
• 14:36
  SPEAKER_02: Podcasts, books, interviews.
• 14:42
  SPEAKER_02: I mean, it's just so I hope I'm asking the right questions for our audience right now.
• 14:48
  SPEAKER_01: And I just I just wonder if I could add something to that, Jamie.
• 14:51
  SPEAKER_01: It's especially now with AI, there's so much information available to people.
• 15:00
  SPEAKER_01: But what I believe will happen is that it's too much information for people to handle.
• 15:07
  SPEAKER_01: That it what it's going what's gonna happen is people are just gonna consume, but there's not gonna be action to it.
• 15:13
  SPEAKER_01: The implementation is a lot of this is gonna create a lot of procrastination.
• 15:18
  SPEAKER_01: But you do need to stop, right?
• 15:20
  SPEAKER_01: Yeah, I can figure all this thing out.
• 15:22
  SPEAKER_01: They're gonna spend, you know, 15 hours with AI during the day when they shouldn't.
• 15:27
  SPEAKER_01: And then they're gonna, well, I built all of this and I built all of that.
• 15:31
  SPEAKER_01: And it's like, okay, now that you have these systems, like implementing it, taking it.
• 15:36
  SPEAKER_02: You have to stop and like no more reading, no more doing, implement what you just learned.
• 15:43
  SPEAKER_02: Put that at whatever is in your head that you just did with AI, get it out so that it's a fallible system.
• 15:51
  SPEAKER_02: I agree totally.
• 15:52
  SPEAKER_04: You have an interesting cleaning business model from what I read.
• 15:56
  SPEAKER_04: And correct me if I'm wrong because I did have two screaming kids because today was the first day of school for one of them.
• 16:01
  SPEAKER_04: One of them started last week.
• 16:02
  SPEAKER_04: So we had a lot of excitement in the house.
• 16:04
  SPEAKER_04: Did I read correctly that your business model for your cleaning business is membership based?
• 16:09
  SPEAKER_04: Is that correct?
• 16:10
  SPEAKER_01: Yes.
• 16:11
  SPEAKER_04: And how how is that?
• 16:12
  SPEAKER_04: Tell the audience how that is, because you are actually the one who has run it like that, who has had some success.
• 16:18
  SPEAKER_04: So we would love to hear what that business model has done for you, how it works.
• 16:23
  SPEAKER_04: You don't have to give us all of the details, but just gives us a basic breakdown of what that's like for you.
• 16:29
  SPEAKER_01: For sure.
• 16:30
  SPEAKER_01: And you can, you know, I'm an open book.
• 16:32
  SPEAKER_01: You can look at my website, timeade.com, and you'll like anybody can see the the benefits there for the memberships.
• 16:41
  SPEAKER_01: So when we offer, when we offer this, this, this, this model, what we want to, what we want to give to our clients is the premium feel, that premium feel of working with us.
• 16:54
  SPEAKER_01: So when you work with us, you're just not a customer.
• 16:56
  SPEAKER_01: You're gonna be our member.
• 16:58
  SPEAKER_01: So we make sure that whenever we're on the phone with a, with a, with a customer, we, if they're our member, we say, hey, thank you so much for being a member.
• 17:05
  SPEAKER_01: That is something that we always start off our conversations with because we want them to feel I am a part of something.
• 17:12
  SPEAKER_01: I'm not just a customer.
• 17:15
  SPEAKER_01: And in the in the memberships, so we have the the weekly, which is platinum, the bi-weekly, which is gold, and then the the every four weeks, which is bronze.
• 17:26
  SPEAKER_01: Each membership includes benefits.
• 17:29
  SPEAKER_01: So one of the benefits that we include that our customers love and it helps us increase our memberships is the get every 13th cleaning for free.
• 17:40
  SPEAKER_01: So we do that for weekly and bi-weekly clients.
• 17:44
  SPEAKER_01: And that is our way of pretty much increasing the value of the of what they're gonna get right from the start so that we could obviously convert more customers into members.
• 17:59
  SPEAKER_01: So we do get every 13th cleaning for free.
• 18:02
  SPEAKER_01: Once a year, you'll get exterior and interior window cleanings once a year after six months of service.
• 18:11
  SPEAKER_01: And then we do a birthday gift.
• 18:13
  SPEAKER_01: So that could either be an inside of the fridge or inside of the oven.
• 18:18
  SPEAKER_01: We will give that on their birthday.
• 18:20
  SPEAKER_01: And then we just do 25% off for any additional services or any partners that that we recommend them.
• 18:27
  SPEAKER_01: So we'll give them a list of, hey, this is our carpet cleaning partner, this is our, you know, pressure washing partner, anything in the service-based industry, and they get 25% off on all that.
• 18:41
  SPEAKER_01: So memberships are just for us, you know, to feel VIP, to feel like you're a part of something and provide more value than what's expected.
• 18:53
  SPEAKER_01: Right.
• 18:54
  SPEAKER_01: We want that from our team.
• 18:55
  SPEAKER_01: Like if I hire you for X, Y, Z, like I want you to do A, B, C as well, too, without me telling you that.
• 19:03
  SPEAKER_01: Bring that same energy, that same perspective to our clients and say, well, hey, if you choose us, we're gonna give you much more than what you're gonna pay for.
• 19:15
  SPEAKER_01: And when you do that, it's it becomes like a no-brainer.
• 19:19
  SPEAKER_01: It's like if I don't if I don't make this decision today, like I'm gonna lose out, right?
• 19:25
  SPEAKER_01: Like, if you go to the score and you see 50% off and you're like, if I don't take advantage of this, I'm not gonna be able to close at 50% off anymore.
• 19:36
  SPEAKER_01: So Right.
• 19:38
  SPEAKER_04: What's the price point for the three tiers that you have?
• 19:41
  SPEAKER_04: Do you is that something that you do?
• 19:43
  SPEAKER_04: I know you said you have office staff, so I don't know if you're actually running running, or you're just kind of have your your toe dipped into it or what you're what you're doing.
• 19:51
  SPEAKER_04: But what what's the price point of the memberships?
• 19:53
  SPEAKER_04: I'm just curious.
• 19:54
  SPEAKER_01: Yes.
• 19:55
  SPEAKER_01: So our average membership price for every two weeks is between 225 to 250 per visit.
• 20:05
  SPEAKER_02: Yep.
• 20:05
  SPEAKER_02: That's us.
• 20:06
  SPEAKER_02: That's us too.
• 20:08
  SPEAKER_02: I love this.
• 20:09
  SPEAKER_02: I love that idea.
• 20:11
  SPEAKER_02: That puts that is such a great marketing idea that I just that just blew my mind.
• 20:17
  SPEAKER_02: I'm literally I am right.
• 20:19
  SPEAKER_02: I'm like, okay, but I'm gonna tell you my CRM is Jobber.
• 20:24
  SPEAKER_02: And that would be so easy to implement inside of inside of their so great.
• 20:33
  SPEAKER_01: We use Jobber as well, too.
• 20:35
  SPEAKER_04: Is there a base price plus a membership price?
• 20:37
  SPEAKER_04: How I mean I'm not understanding so the 225 and 250 is their membership price, or is there an added surcharge on top of that for the membership?
• 20:46
  SPEAKER_00: Nope.
• 20:47
  SPEAKER_00: That's the price for yeah.
• 20:49
  SPEAKER_04: Just so they understand what they're getting into, should they want to run with it and and follow?
• 20:52
  SPEAKER_04: Follow your leading on that's could be something you teach, obviously, because I you've made it.
• 21:01
  SPEAKER_02: No offense to the client, whoever is out there listening to because I don't know what clients of mine listen to this because I do have it attached to my website.
• 21:10
  SPEAKER_02: Yeah.
• 21:11
  SPEAKER_02: But it's totally you think that's just a great marketing thing.
• 21:16
  SPEAKER_02: I think it's brilliant.
• 21:18
  SPEAKER_02: I mean, that whole 13 weeks free, the more you you the more you do, of course.
• 21:22
  SPEAKER_02: Why it is no-brainer, right?
• 21:25
  SPEAKER_02: How many cleaning techs do you have?
• 21:28
  SPEAKER_01: Right now we have 34.
• 21:31
  unknown: Okay.
• 21:31
  SPEAKER_04: And you work in solo the solo method or in teams?
• 21:34
  SPEAKER_01: We do both.
• 21:35
  SPEAKER_01: So our our goal is to get as much as solo cleaners out there.
• 21:41
  SPEAKER_01: But if it is, you know, a three-bedroom, three-bath, four-bedroom, three-bath, and you know, the cleaner knows that there's pets and kids and all that, and it's too heavy, then we we will put two.
• 21:55
  SPEAKER_01: We do provide every initial cleaning, which is the first-time cleaning.
• 22:00
  SPEAKER_01: We always do that in a team of two for safety, safety for our cleaners, and so that we could get it ready for maintenance.
• 22:06
  SPEAKER_01: But solo cleaner has been, since we transitioned into that model a couple years ago, it's it's just it's just been a game changer for us in in how many hours we can provide to our cleaners.
• 22:20
  SPEAKER_01: And the the driving in the same car type of deal.
• 22:24
  SPEAKER_01: Like they're just a lot of little things that it's a huge benefit, but improving their hours and time as well, too.
• 22:31
  SPEAKER_01: It's crazy.
• 22:32
  SPEAKER_01: Like, you know, it's accountability.
• 22:34
  SPEAKER_01: Yeah, the team of two can clean a house, you know, in four hours, but a solo cleaner can clean it in three.
• 22:40
  SPEAKER_01: So it's like there's less talking, there's less engagement there.
• 22:44
  SPEAKER_01: There's more of I'm arriving.
• 22:46
  SPEAKER_01: This house is my responsibility and accountability.
• 22:51
  SPEAKER_01: It's easy to point the finger and say, Oh, I didn't clean that section.
• 22:55
  SPEAKER_01: So and so did.
• 22:57
  SPEAKER_01: It's it's At the end of the day, we always say everybody's responsible for this cleaning.
• 23:02
  SPEAKER_01: When so-and-so clean that section, you should have checked it.
• 23:06
  SPEAKER_01: But when you do the solo cleaner model, it's the accountability, the time, you just receive more profits.
• 23:14
  SPEAKER_04: Definitely.
• 23:14
  SPEAKER_04: That's my favorite model.
• 23:15
  SPEAKER_04: I've run all three.
• 23:17
  SPEAKER_04: That's awesome.
• 23:18
  SPEAKER_04: And then you actually came from a military background, correct?
• 23:21
  SPEAKER_00: Yes.
• 23:22
  SPEAKER_04: Awesome.
• 23:23
  SPEAKER_04: What what section of the military are you from?
• 23:27
  SPEAKER_01: So I was in the Marine Corps, served for eight years, and I was stationed in Toy and I am Palms, California.
• 23:35
  SPEAKER_01: And it was a very interesting thing.
• 23:37
  SPEAKER_05: Thank you for your service.
• 23:38
  SPEAKER_01: Oh, thanks.
• 23:39
  SPEAKER_01: It was a very interesting time of my life, that's for sure.
• 23:43
  SPEAKER_04: I bet.
• 23:44
  SPEAKER_04: I bet.
• 23:45
  SPEAKER_04: My my littlest one wants to go into the military.
• 23:47
  SPEAKER_04: He's all he knows all the history of all of the wars, and I'm like, glamorous.
• 23:54
  SPEAKER_04: But he's you he actually wore his little military outfit today.
• 23:57
  SPEAKER_04: He's joining the junior Marines.
• 24:00
  SPEAKER_04: J R O T C.
• 24:01
  SPEAKER_04: It's not R O T C it's for the little guys.
• 24:03
  SPEAKER_04: So um I'm excited to do that.
• 24:07
  SPEAKER_04: But I think it's awesome.
• 24:09
  SPEAKER_01: Down here we call it Devil Pups.
• 24:12
  SPEAKER_04: Devil Pups, yeah.
• 24:13
  SPEAKER_04: I don't think they have that name here, but yeah, it's it's called something.
• 24:16
  SPEAKER_04: But he when he saw his people, he started jumping up and down.
• 24:19
  SPEAKER_04: So he was excited.
• 24:21
  SPEAKER_04: But yes, thank you.
• 24:22
  SPEAKER_04: Thank you so much for your service.
• 24:24
  SPEAKER_04: I bet you have a lot of stories to tell about being in the service.
• 24:27
  SPEAKER_04: Everybody always has interesting, enriched dialogue of what goes down in there for sure.
• 24:35
  SPEAKER_04: Is it something that you think that you gave that gave you more structure?
• 24:39
  SPEAKER_04: Do you feel that being in the military made you a better business leader?
• 24:45
  SPEAKER_00: Yes.
• 24:46
  SPEAKER_01: I I do believe it had a an influence for sure.
• 24:51
  SPEAKER_01: The grit, the not giving up, the like Jamie was saying earlier, like, you know, just there's no other option.
• 24:58
  SPEAKER_01: Like this is gonna work.
• 25:00
  SPEAKER_01: You know, that was very much instilled in us.
• 25:03
  SPEAKER_01: Like, you got to push forward.
• 25:06
  SPEAKER_01: You gotta keep, you know, you gotta help your brothers out when you need to, but you also need to know what you're doing.
• 25:11
  SPEAKER_01: You just can't go into things blind.
• 25:13
  SPEAKER_01: So in the Marines, in the military as a whole, you you prepare a lot.
• 25:18
  SPEAKER_01: There's a lot of preparation before you start doing missions and stuff.
• 25:22
  SPEAKER_01: And I believe that that was very helpful for me as I started understanding that this is my only option.
• 25:31
  SPEAKER_01: Now, I did get out of the military, and as a lot of people would have thought, is like, man, like you, you got you would have got out of the military, you must have had some good values, a great work, work ethic, you must have figured things out.
• 25:48
  SPEAKER_01: And I had the complete opposite.
• 25:50
  SPEAKER_01: You know, I I got into drinking, I got into a lot of bad habits, and it really took me into a downroll spiral.
• 25:58
  SPEAKER_01: You know, I had like negative in my account many times.
• 26:02
  SPEAKER_01: You know, my mom helped me, and I was in my late 20s.
• 26:06
  SPEAKER_01: And and it wasn't until I really had to look in and say, well, hey, I'm responsible of my life.
• 26:13
  SPEAKER_01: I'm responsible for, you know, I should take responsibility to help my mom and help my sister because I didn't grow up with a father.
• 26:23
  SPEAKER_01: So the why, why I wanted to do it, ignited that responsibility in me that the purpose and the Marine Corps, the values and things like that, it will help me understand.
• 26:38
  SPEAKER_01: Okay, hey, I have no other option.
• 26:41
  SPEAKER_01: I gotta start off with the plan and I gotta just continue pushing forward.
• 26:45
  SPEAKER_01: But what really got me going was having a purpose on why I was doing what I was doing.
• 26:51
  SPEAKER_02: You found your why.
• 26:53
  SPEAKER_01: Yeah.
• 26:54
  SPEAKER_01: And that was to retire my mom and the God's grace.
• 26:58
  SPEAKER_02: I heard the story on your podcast.
• 27:02
  unknown: Yeah.
• 27:03
  SPEAKER_02: I love it.
• 27:04
  SPEAKER_02: You being on the couch and you seen your mom coming home because she was a cleaning business.
• 27:09
  SPEAKER_02: She was a solopreneur, right?
• 27:11
  SPEAKER_02: And you just seen how tired she was.
• 27:14
  SPEAKER_02: Yeah, I I I suggest you guys go and listen if you haven't to the Cleaning Journey podcast.
• 27:23
  SPEAKER_02: It's really good.
• 27:25
  SPEAKER_02: I wanna switch gears a little bit here and but back to the the podcast, because I want to know, you've talked to a you've interviewed some great people.
• 27:36
  SPEAKER_02: Has there been any conversation that has changed the way you think about running your business since doing that podcast?
• 27:47
  SPEAKER_01: Good question.
• 27:48
  SPEAKER_01: Uh the uh one of the things that keeps popping up in some of the interviews that I'm doing, especially with owners that are in the multi-millions, uh is the franchise model.
• 28:01
  SPEAKER_01: Uh is being able to franchise their business model and and and as much as I am interested in doing it, it's something that's like has inspired me to look deeper into okay, if it's not going to be franchise, how can I license, you know, maybe our systems or certain things?
• 28:24
  SPEAKER_01: And but one thing that I do take on when I'm talking to business owners is I want to know what they're currently implementing so that I can teach that to cleaning business owners.
• 28:38
  SPEAKER_01: And that's one thing that I've I've I've really enjoyed is meeting them and also talking to them, you know, off-screen and just getting to pick their brain, getting to pick their brain on how they're running their teams, how they're running their back end of their business.
• 29:21
  SPEAKER_01: Do they have VAs or do they have people in the office?
• 29:25
  SPEAKER_01: And by asking those.
• 29:27
  SPEAKER_02: Who are you using?
• 29:28
  SPEAKER_01: Yeah, like I can really get as much as information as as I can so that I can say, okay, hey, first, let me look at me.
• 29:37
  SPEAKER_01: How am I running my business?
• 29:39
  SPEAKER_01: What do I need to implement or plug in so that I can continue growing or improve a system?
• 29:45
  SPEAKER_01: And then I go back into the coaching program that I have and I say, how can I improve this program to be able to plan for that step for that business owner?
• 29:57
  SPEAKER_01: So to answer your question, I've I believe that I've learned a lot on how to uh improve my business and also improve other people's business as well.
• 30:10
  SPEAKER_02: That's the great thing about these podcasts and doing these interviews.
• 30:13
  SPEAKER_02: It's like I get to run back and be like, yes.
• 30:19
  SPEAKER_00: It gives you a perspective for sure.
• 30:21
  SPEAKER_02: Yeah, it sure does.
• 30:22
  SPEAKER_02: I and you know a lot of the people that we've interviewed, it's like, okay, I'm gonna take notes.
• 30:31
  SPEAKER_02: Taking notes, I end up reaching out later on and then uh, you know, sometimes hiring.
• 30:39
  SPEAKER_00: Yeah.
• 30:40
  SPEAKER_02: Did you ever have a coach yourself?
• 30:42
  SPEAKER_02: I'm curious.
• 30:43
  SPEAKER_01: I sure did.
• 30:44
  SPEAKER_01: I sure did.
• 30:46
  SPEAKER_01: The with no yeah, no experience in business, I believe that there is people that are just I think by the influence that they've had in their life, either a family member that really mentored them or they saw how they ran a business or they were just around it.
• 31:10
  SPEAKER_01: I believe that there's a lot of experience that you can get and have a good understanding of what you need to do.
• 31:17
  SPEAKER_01: There's that route, or the route of I've never, I had no influence, which this was for my life, is I had no influence of anybody in business.
• 31:26
  SPEAKER_01: My mom was a housekeeper.
• 31:29
  SPEAKER_01: So no LLC.
• 31:31
  SPEAKER_01: She cleaned 10 houses, she was happy.
• 31:33
  SPEAKER_01: She tried to hire once.
• 31:35
  SPEAKER_01: The client said, You're bringing someone new.
• 31:39
  SPEAKER_01: I don't know if I feel comfortable with that.
• 31:41
  SPEAKER_01: After my mom got that comment, she never brought anybody in.
• 31:45
  SPEAKER_01: Shut down.
• 31:46
  SPEAKER_01: Shut down.
• 31:46
  SPEAKER_01: She tried to do a price increase of like$10.
• 31:50
  SPEAKER_01: They gave her a pushback and she was like, okay, we'll keep you at the same price.
• 31:54
  SPEAKER_03: It's frustrating.
• 31:56
  SPEAKER_01: Yes, very much.
• 31:58
  SPEAKER_01: And it was, it was, I didn't have the the mentorship, you know, growing up in business.
• 32:06
  SPEAKER_01: So uh I believe even though, I mean, you you can talk about the the giants out there, you know, Tony Robbins, let's just say, right?
• 32:14
  SPEAKER_01: Like if you ask him, hey Tony, do you know, do you do you get mentored?
• 32:17
  SPEAKER_01: He's gonna be like, of course.
• 32:19
  SPEAKER_01: Like there's always there's always a way to learn, there's always something to learn from someone, especially whatever it is.
• 32:26
  SPEAKER_01: If it's you know, if you want to get into yoga and have the best body technique and all that stuff, you're gonna hire someone to teach you how to do it.
• 32:36
  SPEAKER_01: You're not gonna look at videos and like learn from there.
• 32:40
  SPEAKER_01: Not the people that want to move fast, right?
• 32:42
  SPEAKER_01: You hire someone to do that.
• 32:44
  SPEAKER_01: So for mentorship, I I figured out that that's what I needed.
• 32:48
  SPEAKER_01: I it was it was at the point where I was sick and tired of being sick and tired.
• 32:54
  SPEAKER_01: And I was like, I need to figure out why I am not understanding my numbers.
• 33:00
  SPEAKER_01: I'm like all over the place.
• 33:01
  SPEAKER_01: What's going on?
• 33:03
  SPEAKER_01: And I hired someone, and they were like, hey, yeah, that's wrong.
• 33:08
  SPEAKER_01: That's wrong, that's wrong.
• 33:10
  SPEAKER_01: You need to do this and you need to do that.
• 33:11
  SPEAKER_01: I'm like, I wouldn't have even thought about that.
• 33:15
  SPEAKER_01: So yes, I've paid thousands and thousands of dollars for information, but we are, you know, we're projected to make two million this year.
• 33:24
  SPEAKER_01: I work two hours a week.
• 33:27
  SPEAKER_01: It's it's built, you know, financial freedom for my family.
• 33:30
  SPEAKER_01: And I would say a lot of that success is because I learned from people that were in a position where I wanted to be in, I just needed to pick their brain, pay them for that, and then be able to move so much faster.
• 33:47
  SPEAKER_01: So as much as like my clean, like I've I've said it before, you know, people think, well, if I hire employees, you know, they're gonna learn my system and then they're gonna go start a cleaning company themselves.
• 33:59
  SPEAKER_01: I'm like, I wish them the best.
• 34:00
  SPEAKER_01: I wish them the best.
• 34:01
  SPEAKER_01: I hope they do.
• 34:02
  SPEAKER_01: Just don't mess with my clients, but like if you want to take, yeah, if you want to take clients, fine.
• 34:09
  SPEAKER_01: Those clients weren't my ideal client if that's what they're gonna do.
• 34:12
  SPEAKER_01: But at the end of the day, you're starting at one.
• 34:14
  SPEAKER_01: I'm already at a thousand.
• 34:15
  SPEAKER_01: By the time you get to a thousand, I'm already at five thousand.
• 34:19
  SPEAKER_01: So I'm always gonna be ahead because I know that I don't know everything.
• 34:26
  SPEAKER_01: And I don't want to figure things out myself.
• 34:28
  SPEAKER_01: I don't want to sit here for three months trying to figure something out where I can just find someone that can plug that information in me and I'm like, oh, makes sense.
• 34:39
  SPEAKER_02: So I I love it.
• 34:41
  SPEAKER_01: You can tell I'm like passionate about it.
• 34:43
  SPEAKER_01: Oh, because a lot of people are just like, well, that's an investment.
• 34:46
  SPEAKER_01: What if it doesn't work?
• 34:48
  SPEAKER_01: Well, what if it does?
• 34:49
  SPEAKER_01: What if you put in the work?
• 34:51
  SPEAKER_01: What if you do put in the work?
• 34:53
  SPEAKER_02: I always tell everybody that's actually when the work begins.
• 34:56
  SPEAKER_02: Just because you hire you hire somebody, shout out to Erica.
• 35:01
  SPEAKER_02: She is my CFO map coach.
• 35:05
  SPEAKER_02: She's I have a coach for financial, I have a coach for this, I have a coach for that.
• 35:12
  SPEAKER_02: That's when the work begins.
• 35:14
  SPEAKER_02: Like I get put through the ringer.
• 35:16
  SPEAKER_02: I'm like, I 20 times a day, I want to take my phone and throw it across the room because I'm like, I told her, as a matter of fact, I told her yesterday I was like a mentally spent.
• 35:26
  SPEAKER_02: I was like, I need to put my she's like, just step away for a second.
• 35:30
  SPEAKER_02: We're implementing a lot, and it's just coming at so much.
• 35:35
  SPEAKER_02: And I'm doing a lot of changing because you know, your brain thinks one way, and you're literally telling it, we're not doing it that way no more.
• 35:44
  SPEAKER_02: We got to shift gears here, and it is just, but that is whenever the work begins.
• 35:52
  SPEAKER_01: Correct.
• 35:53
  SPEAKER_01: And you have to be prepared mentally, right?
• 35:55
  SPEAKER_01: What you're saying is mindset.
• 35:57
  SPEAKER_01: You can't, you can't go into something wanting specific results, but you don't have the mindset for it.
• 36:05
  SPEAKER_01: You don't have, you just, you just maybe want to, you know, this whole rich, get rich quick type of style.
• 36:11
  SPEAKER_01: It's like, well, how can I just get it, make a lot of money now?
• 36:13
  SPEAKER_01: It's like, I mean, I and I tell, I tell people that I, you know, I do webinars every week, and I always tell people, like, I'm not here to tickle your ear.
• 36:23
  SPEAKER_01: I'm not here to tell you what you think you're gonna want to hear.
• 36:26
  SPEAKER_01: Like, it's gonna take a lot of work.
• 36:28
  SPEAKER_01: And if, and if that is not you, then do not get into the cleaning business because it's not for it's not for the week.
• 36:36
  SPEAKER_01: Like you have to understand that it's gonna take a lot of effort, a lot of work, a lot of sleepless nights, a lot of times where you're gonna feel alone, but you have to be mentally prepared to say, this is why I'm pushing forward, this is why I'm gonna do it, and continue.
• 36:55
  SPEAKER_01: And it's not like don't sit, you know, don't sit in this, I call it like a pot of soup and just, you know, just be whining and crying, why is this happening to me?
• 37:07
  SPEAKER_01: And and people sit in that soup for weeks and days and months, and and it's like, dude, don't don't get in the soup.
• 37:15
  SPEAKER_01: Just okay, you someone, someone, you know, quit, you know, you lost money here, whatever the situation happened, okay, that's fine.
• 37:25
  SPEAKER_01: Take some time for yourself, but you gotta be solution oriented.
• 37:30
  SPEAKER_01: You have to, you have to be solution oriented in business.
• 37:33
  SPEAKER_01: If not, you're gonna lose.
• 37:36
  SPEAKER_01: And, you know, 52% of cleaning business owners shut down by year five, you know, and it's like 32 by year two.
• 37:46
  SPEAKER_01: So it's like, think about that.
• 37:48
  SPEAKER_01: Like, that's there's a high chance, so you're not gonna make it.
• 37:54
  SPEAKER_01: So you you better put those pants on and tighten up that bell because it's going to be rough.
• 38:01
  SPEAKER_01: Just like Jamie here wants to throw her phone every single day.
• 38:05
  SPEAKER_01: It will happen.
• 38:06
  SPEAKER_01: It will happen.
• 38:07
  SPEAKER_02: Gotcha.
• 38:08
  SPEAKER_01: But there's so much benefit to it.
• 38:10
  SPEAKER_02: There is.
• 38:11
  SPEAKER_02: It's it's very gratifying.
• 38:13
  SPEAKER_02: I'm gonna tell you, every day I get up and I'm so excited to like, okay, let's, I'm ready to work on this.
• 38:19
  SPEAKER_02: Let's do it.
• 38:20
  SPEAKER_02: Like I every day, every day, I can't wait to get to my office to make sure that we get this going.
• 38:28
  SPEAKER_02: It's or I, you know, my head is constantly going and turning.
• 38:34
  SPEAKER_02: And it's like, okay, that's what I'm gonna do.
• 38:36
  SPEAKER_02: It's it never shuts off.
• 38:38
  SPEAKER_02: And that's where I'm at in my business, and where I'm at in my implementation.
• 38:43
  SPEAKER_02: I'm sure, you know, uh in the beginning it was uh get as much clients and and hey, we're here as possible.
• 38:53
  SPEAKER_02: And then you're cruising along and now you're implementing, you got you're you're learning how to manage a team managing a schedule, a huge schedule, and all these appointments that you have every week and then trying to putting out little fires here, you got the employees saying stuff, but it's all getting implemented so that I don't I I'm not the bottleneck anymore, you know?
• 39:25
  SPEAKER_02: So that it I can pass that torch off and that stress off.
• 39:29
  SPEAKER_02: But I'm gonna tell you, every day, every morning, no matter how frustrated I get from yesterday's situation, I'm excited the next day to come back in and be like, let's do it, let's hit it.
• 39:43
  unknown: Yeah.
• 39:44
  SPEAKER_01: So what for all of those that are listening?
• 39:47
  SPEAKER_02: Huh?
• 39:48
  SPEAKER_01: I'm interested to know.
• 39:49
  SPEAKER_01: I think I'm sure your listeners would like to understand as well, too.
• 39:52
  SPEAKER_01: It's like what what motivates you to get help every day?
• 40:00
  SPEAKER_02: Like I said, there's no plan B.
• 40:02
  SPEAKER_02: And also, let me tell you, coaching, there's so many people that I've hired that and I'm in such a room to where they hold you accountable.
• 40:18
  SPEAKER_02: And it's like if I'm investing in this, I know I'm the one that is the decision maker here.
• 40:25
  SPEAKER_02: But if I'm investing in this, like and all these people, I mean, I have a long line of people that are just sitting there constantly pushing me.
• 40:37
  SPEAKER_02: There, there's no way, there's no way I can fail.
• 40:40
  SPEAKER_02: And that I'll die on that hill.
• 40:42
  SPEAKER_02: I feel that there's no way that I can fail.
• 40:45
  SPEAKER_02: I'm like, I got this, I'm gonna do it, and I got it.
• 40:48
  SPEAKER_02: And I think that's like yeah, I think that your mindset has to be like that.
• 40:55
  SPEAKER_02: When in in the beginning, like I said, it was just I will scratch eyeballs out to learn this because I I don't know.
• 41:03
  SPEAKER_02: I got a natural high off of like I the second that I got into it, I was like, yeah, I want it to, I was like, I I can see this being big.
• 41:14
  SPEAKER_02: So, and that's where we're at.
• 41:16
  SPEAKER_04: For for the audience who doesn't know, Jamie has spent a most of the summer almost earning a college degree because she's in the middle phase of her business.
• 41:25
  SPEAKER_04: So it's like every time I'm like, hey, I haven't heard from you, and she's like, Yeah, I feel like I'm in college courses trying to go through all of the motions of getting everything done and all the responsibility.
• 41:34
  SPEAKER_04: So it's been it's been great to watch.
• 41:36
  SPEAKER_04: I'm I'm really proud of her for sure.
• 41:39
  SPEAKER_00: That's awesome.
• 41:39
  SPEAKER_04: Right.
• 41:40
  SPEAKER_02: And we're sharing that.
• 41:41
  SPEAKER_02: We're sharing that.
• 41:44
  SPEAKER_02: I have my VA, Sarah.
• 41:46
  SPEAKER_02: Shout out to Sarah.
• 41:49
  SPEAKER_02: I told her that we wanted to shift gears a little bit and start showing not just you know before and afters, because we always want to do that at first.
• 41:59
  SPEAKER_02: Now I'm wanting to shift gears a little bit of showing we we want to sho show the team.
• 42:04
  SPEAKER_02: We've been doing that, but actually showing what it takes to actually grow a a little local cleaning, our little cleaning business.
• 42:12
  SPEAKER_02: Don't you love when everybody says that?
• 42:14
  SPEAKER_04: Oh, you still have that little cleaning business?
• 42:17
  SPEAKER_04: Yeah.
• 42:17
  SPEAKER_04: And they go, Oh, you poor thing.
• 42:19
  SPEAKER_04: Uh when are you gonna go get a da-da-da-da?
• 42:22
  unknown: Yeah.
• 42:22
  SPEAKER_02: They only knew, right?
• 42:23
  SPEAKER_04: You're like, thanks.
• 42:25
  SPEAKER_04: I'll just go make my deposit over to the bank.
• 42:27
  SPEAKER_04: Um so what are you building now for time-made cleaning?
• 42:32
  SPEAKER_04: Is there an what's the next phase?
• 42:33
  SPEAKER_04: You had mentioned a little bit about franchising, you had mentioned maybe possibly a direction that you're gonna go in.
• 42:39
  SPEAKER_04: Are you did you decide on what the final thing is gonna be?
• 42:43
  SPEAKER_04: Are you just gonna open another market?
• 42:46
  SPEAKER_04: I mean, you're actually you're four hours from me if you were to drive from my house to yours.
• 42:50
  SPEAKER_04: Tucson is hot.
• 42:51
  SPEAKER_04: We've had it really hot up here, and it's been humid, and I don't do well in the humidity.
• 42:56
  SPEAKER_04: That's the reason why I live way up there.
• 42:58
  SPEAKER_04: What what's what's the future like going forward for time-made cleaning?
• 43:04
  SPEAKER_04: Second location.
• 43:06
  SPEAKER_00: I I don't believe we will be a franchise.
• 43:10
  SPEAKER_01: At at to be honest, my goal and I believe I believe this is the mindset of anybody starting a business, growing a business, if you're feeling worn out, if you're feeling like giving up.
• 43:27
  SPEAKER_01: I believe that when we build with purpose, we will be able to sustain those those rough days, whatever it throws at you.
• 43:36
  SPEAKER_01: But when you think about your an exit, like I need to build this business so that I can have a great exit, whatever that means to you, then you start building things different.
• 43:51
  SPEAKER_01: Like, how can I make this business more profitable for someone to buy?
• 43:55
  SPEAKER_01: Well, there needs to be systems.
• 43:57
  SPEAKER_01: The owner needs to, it needs to be a turnkey business.
• 44:00
  SPEAKER_01: The owner cannot be involved.
• 44:01
  SPEAKER_01: That's the number one thing.
• 44:03
  SPEAKER_01: So, what I'm focusing on is building for that exit.
• 44:08
  SPEAKER_01: If it gets to that point.
• 44:10
  SPEAKER_01: So I am acquiring businesses.
• 44:13
  SPEAKER_01: I purchased multiple businesses in in the cleaning industry here in Tucson and just put them in, right?
• 44:20
  SPEAKER_01: You just grow your book of business by buying one business with 50 clients.
• 44:24
  SPEAKER_01: You now have 50 clients, and you can really grow substantially that way.
• 44:29
  SPEAKER_01: So, my goal right now is purchasing businesses here in Tucson.
• 44:34
  SPEAKER_01: I want to acquire one by the end of the year, currently looking at a couple offers, and I just want to continue doing that.
• 44:41
  SPEAKER_01: I want to continue doing that until, you know, we're into$10 million a year, and I can say, hey, you know, give me$15 million for this, and I could, you know, move on from there.
• 44:53
  SPEAKER_03: See you later.
• 44:55
  SPEAKER_01: I love it.
• 44:56
  SPEAKER_01: That's really what I'm working on.
• 44:57
  SPEAKER_01: I mean, there's a lot of there's a lot of back end stuff, you know, how how to continue providing a great service, how to tweak our ads to really attract the right person, right?
• 45:08
  SPEAKER_01: Those are just things that continued.
• 45:10
  SPEAKER_01: But as a big project is acquisition, purchasing another cleaning company to to grow your book of business.
• 45:19
  SPEAKER_01: That is like, you know, I think that that's that's the quickest way.
• 45:23
  SPEAKER_01: Way to grow, to be honest.
• 45:26
  SPEAKER_04: Are you probably the most ideal way?
• 45:28
  SPEAKER_04: Because then you're not having to invent the wheel and create all the structure and you're just having to tweak it as you go.
• 45:33
  SPEAKER_04: So I love it.
• 45:34
  SPEAKER_04: It's brilliant.
• 45:34
  SPEAKER_04: And you're there are several of you that I have spoken to who are doing similar things as far as acquisition.
• 45:42
  SPEAKER_04: So I find it very interesting.
• 45:43
  SPEAKER_04: I'm always curious about that type of stuff.
• 45:46
  SPEAKER_01: It's there's a lot of business, a lot of mom and pops, a lot of my moms that are out there that have, you know, 15, 20 clients and they just can't do it anymore.
• 45:59
  SPEAKER_01: And so you you by assisting them with their own exit and and bringing them in and still serve their clients, you know that's that's where I always suggest.
• 46:12
  SPEAKER_01: I always suggest anybody that's making, you know, over a million a year, your next step should be acquisition.
• 46:19
  SPEAKER_01: Don't think about franchising, don't think about opening up other locations.
• 46:24
  SPEAKER_01: Grow your current location.
• 46:25
  SPEAKER_01: Get everybody that is as many small cleaning companies as you can, take them over, grow in your local area, and then you can transition from there if you want.
• 46:38
  SPEAKER_01: But I mean, if we make five million a year and I can take a million home, I'm fine with that.
• 46:43
  SPEAKER_01: I don't really need to open up another location and get the spreads.
• 46:47
  SPEAKER_01: You know what I mean?
• 46:49
  SPEAKER_01: I'll be in my local company and that's my local area, and that's it.
• 46:54
  SPEAKER_01: That's my that's my purpose.
• 46:57
  SPEAKER_01: That's my vision for what I want to do.
• 47:00
  SPEAKER_01: If you want to do franchising, great.
• 47:02
  SPEAKER_01: That's uh that's a great plan.
• 47:04
  SPEAKER_01: It's just it's a different beast, and I don't know if I if I want to take on that amount of responsibility.
• 47:11
  SPEAKER_04: Yeah, that that's I yeah.
• 47:14
  SPEAKER_02: I've heard I've heard one of your your episodes where you interviewed, I can't remember the lady's name.
• 47:21
  SPEAKER_02: She used to be an officer.
• 47:24
  SPEAKER_02: She came from or no, not not an officer, from the biohazard.
• 47:29
  SPEAKER_02: The biohazard.
• 47:31
  SPEAKER_02: Yeah.
• 47:31
  SPEAKER_02: And she's I was like, ooh, that sounds like a hot mess.
• 47:36
  unknown: Never mind.
• 47:38
  SPEAKER_01: That episode was very interesting.
• 47:40
  SPEAKER_01: It was very interesting.
• 47:42
  SPEAKER_01: Yeah, I mean, to clean, to clean biohazard blood and stuff like that.
• 47:46
  SPEAKER_04: Like, yeah, she's like that's that's hardcore.
• 47:49
  SPEAKER_04: That's uh that takes a special type of person to be able to do that.
• 47:53
  SPEAKER_04: Because I've had several people ask me so that because then they want me to teach it to them.
• 47:57
  SPEAKER_04: I'm like, I have too vivid of an imagination.
• 47:59
  SPEAKER_04: I'm not good with those types of things.
• 48:01
  SPEAKER_04: I already overamplified.
• 48:03
  SPEAKER_04: I'm like the blooding car.
• 48:05
  SPEAKER_04: I would be the person that they found on the ground because they passed out.
• 48:07
  SPEAKER_04: I'm like, I'm just not good with that service.
• 48:10
  SPEAKER_01: In all of honesty, that service is fantastic.
• 48:14
  SPEAKER_01: Like what she was when she was mentioning like her pricing and like how much revenue they make with certain amount of clients.
• 48:23
  SPEAKER_01: Like you can do$10,000,$15,000 jobs, you know, and it's needed.
• 48:29
  SPEAKER_01: You know, obviously.
• 48:30
  SPEAKER_02: It is needed.
• 48:31
  SPEAKER_01: Humans die every single day.
• 48:33
  SPEAKER_02: I I I like it.
• 48:34
  SPEAKER_02: I like the insurance pipeline too.
• 48:36
  SPEAKER_02: I like the sound of that.
• 48:37
  SPEAKER_02: My ears perk up a little bit whenever I hear, mm, that would be kind of fun.
• 48:42
  SPEAKER_06: Yeah.
• 48:43
  SPEAKER_02: That's down the road, maybe.
• 48:46
  SPEAKER_02: That's just crazy.
• 48:48
  SPEAKER_04: So with clients, I think have become I don't want to say more demanding, but I I've noticed a pivotal switch in the industry itself with and I don't want to say pickiness, but scope creep.
• 49:08
  SPEAKER_04: It it seems to be overstepping on the scope scre scope creep than ever when it comes to how a client consistently thinks that they're gonna get something or what they're paying for and what they actually get are two different things.
• 49:24
  SPEAKER_04: Has that impacted you in your market?
• 49:27
  SPEAKER_04: I know that you offer a different business model, but I've noticed that it seems to be, especially in short-term rentals, it's just this crazy like I found a hair, I want a refund, or it seems to be very minute little infractions that have caused people to overreact and then they go to social media and they sit there and they bash this poor cleaning business owner.
• 49:48
  SPEAKER_04: Have you had any experience with that or any insight in your in your neck of the woods down there in Tucson?
• 49:54
  SPEAKER_00: Yeah.
• 49:58
  SPEAKER_00: Humans are a pain in the butt, right?
• 50:00
  SPEAKER_01: We're all a pain in the butt.
• 50:02
  SPEAKER_01: So they're just other people there, there's some that are more pain in the butt butt than others.
• 50:08
  SPEAKER_01: So complaints will happen.
• 50:10
  SPEAKER_01: The number one thing that we focus on is to limit any type of miscommunication, whatever possible, in the quote, in the conversation over the phone.
• 50:24
  SPEAKER_01: And uh within the quote has the service, the specs of what they're gonna receive.
• 50:30
  SPEAKER_01: And you know, Jamie, you know this by using Jobber.
• 50:34
  SPEAKER_02: Jobber, the greatest thing ever.
• 50:36
  SPEAKER_01: We get every we do not vote you on the schedule unless you sign the quote.
• 50:42
  SPEAKER_01: You have to sign it.
• 50:44
  SPEAKER_01: And it's very specific.
• 50:45
  SPEAKER_01: So in the disclaimer, it says on the bottom, you know, you need to give us within 48 hours to make it right.
• 50:52
  SPEAKER_01: So if a client calls and says, Hey, you know, Misa, I found a hair under my bed, oh, I'm sorry to hear that.
• 50:59
  SPEAKER_01: You know, is is that something that you would like for us to go back and take care of?
• 51:03
  SPEAKER_01: No, I need a refund.
• 51:05
  SPEAKER_01: Unfortunately, it doesn't work that way.
• 51:07
  SPEAKER_01: Based on the disclaimer, it has to be within 48 hours.
• 51:11
  SPEAKER_01: Now, if they start kicking and crying and pushing, then what we do is we just cancel that person's service.
• 51:17
  SPEAKER_01: I would say, hey, we will reimburse you.
• 51:21
  SPEAKER_01: I mean, for a hair, I'll probably send you like seven bucks.
• 51:24
  SPEAKER_01: And then if you want to go on social media and blast me, not a problem.
• 51:29
  SPEAKER_01: I will respond with a professional, you know, hey, for your future.
• 51:41
  SPEAKER_01: And that's just what it is.
• 51:43
  SPEAKER_04: So I love the accountability of that because so many don't follow the protocol, and then you see them in the groups and they're like, What do I do?
• 51:51
  SPEAKER_04: I'm like, oh my God.
• 51:53
  SPEAKER_00: And that's because there was a misunderstanding.
• 51:56
  SPEAKER_01: You are not, you have to put, as business owners, we have to put ourselves in the seat of the customer and say, what would the customer complain about?
• 52:07
  SPEAKER_01: Is every am I being commu am I communicating the specific type of service that I'm gonna receive?
• 52:14
  SPEAKER_01: And and do my cleaners understand what a standard cleaning means in my company?
• 52:21
  SPEAKER_01: Do my cleaners understand how to start and finish a home?
• 52:26
  SPEAKER_01: Do my like because it's also the system, right?
• 52:29
  SPEAKER_01: But at the end of the day, we're not perfect.
• 52:32
  SPEAKER_01: I can't expect my cleaner to catch every single hair.
• 52:35
  SPEAKER_01: So I gotta uh I gotta put wording in the quote to make to make the customer understand this is how our make it right guarantee looks like, and our scheduler over the phone has to repeat it.
• 52:50
  SPEAKER_01: We do not book unless it's signed and the and the and the customer says, I understand the disclaimer of a 40 out 48-hour make it right.
• 53:00
  SPEAKER_01: We have to get that wording in order to book the job.
• 53:05
  SPEAKER_03: I think that's a great protocol.
• 53:07
  SPEAKER_01: As limited, like we we get four complaints average per month, but we serve over 275 clients per month.
• 53:18
  SPEAKER_01: Bravo.
• 53:19
  SPEAKER_01: Uh some of those can be a damage, right?
• 53:23
  SPEAKER_01: There was a cup and they broke it and things like that.
• 53:26
  SPEAKER_01: But we we we track every single little thing.
• 53:31
  SPEAKER_01: We document every little thing.
• 53:32
  SPEAKER_01: So if a specific cleaner has been getting a couple complaints this last quarter in the kitchen, then we will do a complete training on the kitchen part for that for that cleaner so that we can then the system, the cleaning system helps the disclaimers and the wording in our quote so that it all matches.
• 53:54
  SPEAKER_01: It's not different.
• 53:56
  SPEAKER_03: Right.
• 53:56
  SPEAKER_03: The checklist.
• 53:58
  SPEAKER_01: You gotta limit any miscommunication, whatever possible, over the phone and in your systems.
• 54:05
  SPEAKER_01: When you do that, like you'll find that people are just not like you're gonna get so less complaints, and you just have to follow your system.
• 54:13
  SPEAKER_02: Your own system, right?
• 54:16
  SPEAKER_02: One thing I would like to add.
• 54:17
  SPEAKER_02: Yeah.
• 54:18
  SPEAKER_01: And I'm I'm just passionate about you know the cleaning industry as a whole.
• 54:22
  SPEAKER_01: I mean, this is what I do every single day.
• 54:26
  SPEAKER_01: You gotta have your cleaners take photos.
• 54:30
  SPEAKER_01: Every first cleaning needs to have photos.
• 54:34
  SPEAKER_01: You're looking for damages and you're looking for quality.
• 54:37
  SPEAKER_01: When you do that, when you train your team to do that, and it's a requirement to work at time made, you have to take photos in every first-time cleaning.
• 54:46
  SPEAKER_01: And you're looking at three specific areas.
• 54:49
  SPEAKER_01: You're looking at shower glass doors, you're looking at sink faucets, and you're looking at exterior appliances.
• 54:55
  SPEAKER_01: When you're looking at those things, those things cost a lot of money, right?
• 54:59
  SPEAKER_01: So they do.
• 55:01
  SPEAKER_03: It's wild how much they are right now.
• 55:03
  SPEAKER_01: Yeah.
• 55:04
  SPEAKER_01: And and we keep our cleaners accountable.
• 55:07
  SPEAKER_01: If you see, you know, if you see a stovetop that is scratched and you don't take a picture of it, if we get blamed for it, you will pay 50% of that stove.
• 55:19
  SPEAKER_01: When you keep them accountable to that, oh, you're gonna get excess amount of photos.
• 55:24
  SPEAKER_01: They're gonna send you a little chip in the corner and they're gonna send you all of that.
• 55:29
  SPEAKER_01: But again, that's not to make them work more.
• 55:33
  SPEAKER_01: That's to protect them and protect us.
• 55:36
  SPEAKER_02: Us.
• 55:37
  SPEAKER_02: Right.
• 55:37
  SPEAKER_02: I love that new who uh the new feature on Jabber with their checklist, and it is a requirement that they when they walk in, they absolutely have to take photos.
• 55:50
  SPEAKER_02: And before they leave, they have to take photos exiting out.
• 55:55
  SPEAKER_02: And if the client is there, we also make them sign.
• 55:58
  SPEAKER_02: Like, you you are signing off on this.
• 56:01
  SPEAKER_02: I love that new feature, newer feature in Jobber.
• 56:06
  SPEAKER_01: And yeah, I can tell that you you're a jobber lover just like me.
• 56:13
  SPEAKER_02: I'm on the plus plan, so I I'm like, I just I'm kind of grandfathered into it.
• 56:19
  SPEAKER_02: They they've literally watched me grow my whole business.
• 56:21
  SPEAKER_02: I started off on tier one and we're all the way at the top.
• 56:25
  SPEAKER_02: It's a great one.
• 56:26
  SPEAKER_02: Jamie tried them all.
• 56:28
  SPEAKER_02: That's I did.
• 56:30
  SPEAKER_01: Yeah.
• 56:30
  SPEAKER_01: I did.
• 56:31
  SPEAKER_01: It's a great system.
• 56:32
  SPEAKER_01: It has everything you need.
• 56:33
  SPEAKER_01: You know, they have the campaigns.
• 56:35
  SPEAKER_02: You can send campaigns to all of your the whole new marketing world, like the pipeline, the the yeah.
• 56:42
  SPEAKER_02: I love it.
• 56:43
  SPEAKER_02: I'm like, wow, these are great.
• 56:45
  SPEAKER_02: This is great.
• 56:46
  unknown: Yeah.
• 56:46
  SPEAKER_01: This is great.
• 56:47
  SPEAKER_01: It works for every stage.
• 56:48
  SPEAKER_01: If anybody's interested, it works for every stage.
• 56:51
  SPEAKER_01: If you're just starting, there is a package for that.
• 56:53
  SPEAKER_01: As you grow, it really is a one-stop shop system.
• 56:58
  SPEAKER_01: And they're adding so much stuff to it as well, too.
• 57:01
  SPEAKER_01: So much.
• 57:02
  SPEAKER_01: It's it's a good stuff.
• 57:03
  SPEAKER_04: It's amazing how much it's grown.
• 57:06
  SPEAKER_04: Because I jumped on in 2015.
• 57:09
  SPEAKER_04: So I've been on it a while, but I don't have all the bells and whistles like Jamie does.
• 57:12
  SPEAKER_04: I just have the regular good old-fashioned.
• 57:16
  SPEAKER_04: Eventually, when I finish this project I'm working on, I'll probably expand it.
• 57:20
  SPEAKER_04: So, Misa, do you have any questions for us?
• 57:22
  SPEAKER_04: It's always traditional that we let you guys ask us questions if you want to.
• 57:26
  SPEAKER_04: And if you don't, that's okay too.
• 57:29
  SPEAKER_01: Questions.
• 57:30
  SPEAKER_01: Yeah.
• 57:30
  SPEAKER_01: What's what what project are you working on, Shannon?
• 57:33
  SPEAKER_04: I am and I'm expanding into the Phoenix market.
• 57:38
  SPEAKER_04: So that is coming here in the fourth quarter of this year.
• 57:41
  SPEAKER_04: So we'll we'll see how that goes.
• 57:43
  SPEAKER_04: I haven't expanded or done anything with my business in a while, so I'm pretty excited.
• 57:49
  SPEAKER_01: Where's where's your business located right now?
• 57:52
  SPEAKER_04: I'm in Prescott, Arizona.
• 57:54
  SPEAKER_00: Okay.
• 57:55
  SPEAKER_04: So there's Prescott, Sedona, and then the Quad City areas, and then out.
• 58:00
  SPEAKER_04: Sometimes we'll go out to Ashwork, which is not very often because it's a little bit, I don't want to say transient, but there's not very many people living out there.
• 58:08
  SPEAKER_04: So because it's hot and there's no trees, and if you've ever been to Ashwork, it's like, ooh, people lived here.
• 58:14
  SPEAKER_04: So nothing against people who do live in Ashwork.
• 58:17
  SPEAKER_04: I don't want any hate mail, but you gotta be careful when you why did you know.
• 58:23
  SPEAKER_04: That's like I I it's not it's I'm not trying to dissuade you from living there.
• 58:28
  SPEAKER_04: It's just Ashwork is very hot and has short trees versus tall trees.
• 58:33
  SPEAKER_04: So big big difference there.
• 58:35
  SPEAKER_01: And trees definitely keep things cool.
• 58:37
  SPEAKER_04: Yes.
• 58:38
  SPEAKER_04: So we were wandering in the forest the other day, so it makes it nice.
• 58:41
  SPEAKER_04: We're not too far from it.
• 58:44
  SPEAKER_01: When you when you're expanding, are you are you thinking of uh acquiring another business?
• 58:52
  SPEAKER_04: Be looking at that after I get the initial setup.
• 58:54
  SPEAKER_04: It's gonna be a little bit different than the operations that I have here in this area.
• 58:59
  SPEAKER_04: So that is an asset that's being built differently.
• 59:02
  SPEAKER_04: So there's a lot of pre-planning done.
• 59:05
  SPEAKER_04: I've never, when I first started my business, I just took the ball and ran with it.
• 59:10
  SPEAKER_04: I mean, every day, you know, I hustled every day, I worked all these crazy hours, I did all these crazy things, and then I built and built and built and built.
• 59:16
  SPEAKER_04: Well, this one is has all the structure, and I'm just kind of sliding it on over.
• 59:20
  SPEAKER_04: I'm like, okay, this, this, this, and this.
• 59:22
  SPEAKER_04: So it's almost kind of remote, isn't it?
• 59:25
  SPEAKER_02: Almost.
• 59:26
  SPEAKER_02: What is remote?
• 59:27
  SPEAKER_02: Yeah, no, I'm kind of like a remote model.
• 59:30
  SPEAKER_04: It's 90 minutes from my house, so it will be remote.
• 59:33
  SPEAKER_02: Yeah.
• 59:35
  SPEAKER_04: So there's no way Shannon's going down there to do house checks or any of that stuff.
• 59:39
  SPEAKER_04: Where like in my small town, I could, you know, still do that if I wanted.
• 59:44
  SPEAKER_02: Is this the first like uh a little soft touch announcement?
• 59:51
  SPEAKER_04: Yes, it's a it's a soft touch amount.
• 59:54
  SPEAKER_04: There will there'll be an official announcement probably in September, October, but yes.
• 59:58
  SPEAKER_00: That's exciting.
• 59:59
  SPEAKER_04: It is exciting.
• 1:00:00
  SPEAKER_04: It's the first time I've done it in a while.
• 1:00:02
  SPEAKER_04: Yes.
• 1:00:03
  SPEAKER_04: All that other stuff.
• 1:00:05
  SPEAKER_04: Any other questions?
• 1:00:06
  SPEAKER_00: No, I think that's good.
• 1:00:07
  SPEAKER_01: And and Jamie just, you know, I appreciate appreciate both of you to bring you know bringing me on.
• 1:00:14
  SPEAKER_01: And it's been a lot of fun.
• 1:00:16
  SPEAKER_01: I love talking about the cleaning industry and I feel like we could talk for hours.
• 1:00:20
  SPEAKER_01: We can we can definitely talk for hours, that's for sure.
• 1:00:23
  SPEAKER_01: But I do appreciate you guys bringing me on.
• 1:00:26
  SPEAKER_04: Yeah, no problem at all.
• 1:00:28
  SPEAKER_04: Well, thanks so much for coming on.
• 1:00:30
  SPEAKER_04: We appreciate your time and your insight, and we'll talk to you soon.
• 1:00:35
  SPEAKER_01: Awesome.
• 1:00:36
  SPEAKER_01: Thank you, Shannon.
• 1:00:37
  SPEAKER_01: Thank you.
• 1:00:37
  SPEAKER_04: See you guys later.
• 1:00:39
  SPEAKER_04: Bye.
• 1:00:40
  SPEAKER_04: Bye, you guys.