0:00:04.910,0:00:08.200
[Music]

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hey everyone

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thank you for joining us for the

0:00:10.960,0:00:14.400
cleaning and cocktails podcast this is

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where i get the opportunity to speak

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with fellow cleaning business owners

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small medium and large we take the time

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to let them share their stories on the

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ups and downs in the industry

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i also speak with other experts and

0:00:24.000,0:00:27.840
professionals in the industry

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from your manufacturers your suppliers

0:00:27.840,0:00:30.880
trainers

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as well as other types of entrepreneurs

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my mission is to empower our cleaning

0:00:32.480,0:00:34.880
industry

0:00:33.040,0:00:36.880
to inspire and motivate each and every

0:00:34.880,0:00:37.760
one of you i want you guys to reach new

0:00:36.880,0:00:39.920
heights of success

0:00:37.760,0:00:41.520
and learn from one another my goal is to

0:00:39.920,0:00:44.320
have you walk away with some tips

0:00:41.520,0:00:46.000
secrets advice and opinions that are

0:00:44.320,0:00:47.280
relevant to all of us in our day-to-day

0:00:46.000,0:00:48.719
hustle and grind

0:00:47.280,0:00:51.120
while we're out there in the field

0:00:48.719,0:00:52.399
working every single day so sit back and

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share a cocktail with us

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and enjoy the show

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[Music]

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hey welcome everybody another episode of

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cleaning in cocktails

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we are now on season two believe it or

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not and i am

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i am super excited to have a guest on

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here that i have

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i have known for a few years now and

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growing to learn even more

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this is todd hopkins everybody you're

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gonna get a chance to

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just i mean this guy's got so much so

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much experience and so much history in

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the commercial cleaning industry

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so again you guys know what the show's

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about the

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the guests every time sharing their

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story

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sharing their experiences giving value

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to you guys as a commercial cleaning

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industry

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um so without further ado todd hopkins

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my man thank you for joining me but

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really quick

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you guys i know it's cleaning in

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cocktails

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but we are cleaning and coffee this

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morning because we are shooting we are

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shooting this at 10 a.m

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not to say you can't drink at 10 a.m but

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we got to be

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you know we got to be respectable

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business people here todd

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it's there's more work to do right yes

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yes

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so all right todd i mean i always start

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off with just

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how did you get into the cleaning

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industry because nobody

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in my other than if it's a second third

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generation business

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nobody plans i'm getting in this space

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so you know give us

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give us the beginnings well hey ricky

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first of all thanks for having me on the

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show

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man and it's all it's been fun to see

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what you're doing what you're building

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um at such a young age so it's it's

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great to see all the

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super sharp people of course our

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industry's full of

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people even like yourself who are out

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there you know making things happen and

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so i appreciate all you're doing

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and but i tell you i i i never plan to

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be in the cleaning industry myself i

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mean i remember um

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when i was telling my mom and dad that i

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was starting a cleaning but my mom like

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couldn't believe she's like well you

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never cleaned your room

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i mean how could you start a cleaning

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business uh

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but i did and i tell you it's a great

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industry

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but the way i stumbled across it was i

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was in my

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mba program at butler university in

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indianapolis

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and i knew i was going to start a

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business

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i was going through we had a visiting

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professor from harvard

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who was teaching an entrepreneurship

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class and i was going through this class

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and i was in a small group with this

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lady who had a janitorial business

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and she had all kinds of issues and

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problems she didn't have the right

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partner

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it ended up kind of falling apart right

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there while we

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you know during this time we had this

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this small

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group but i kept thinking this sounds

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like a good industry as i would hear her

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talk about it

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and and i would think about how i would

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do it differently

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and i believe i could build something

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and i really didn't have any money so i

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felt like it would be a low entry

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type situation that would reward me for

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hard work

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and so for my last class in that mba

0:04:02.319,0:04:05.439
program

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i did an independent research project on

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how to franchise in the janitorial

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industry

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because i wanted to get into franchising

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i wanted to help

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people start businesses i love coaching

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and that sort of thing

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so uh i went to the professor and i said

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hey can i get

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this project approved and they approved

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it and i got three class credits

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for doing my business plan and i

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interviewed

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and ricky this is something that that uh

0:04:31.600,0:04:36.320
you probably haven't heard but

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i as a college student technically

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graduate student

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i interviewed people who own cleaning

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businesses

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and i remember going over interviewing a

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guy in cincinnati named mr dale euler

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who was a member of bscai

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i remember because i would ask them all

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the same question

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knowing what you know now if you could

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start over how would you create the

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perfect

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cleaning company and uh and he handed me

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a magazine he said here i would join

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this organization

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that was bscai so i i joined that early

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and uh and i started learning about the

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cleaning business

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and franchising and that's how i got

0:05:11.759,0:05:15.600
started that was

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1992.

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so it's been so see at 29 years

0:05:19.280,0:05:23.039
that i mean again this is why i love

0:05:20.880,0:05:27.120
doing this because

0:05:23.039,0:05:28.400
assumptions right i i knew

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i thought i knew how you got into the

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business right where it's like

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so you're literally from graduate school

0:05:32.800,0:05:36.240
you

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you got to ask the right questions

0:05:36.240,0:05:39.520
learn work on your business plan

0:05:37.840,0:05:41.039
basically like you know think of people

0:05:39.520,0:05:43.039
are working on their business plan

0:05:41.039,0:05:44.560
when they're between jobs they don't

0:05:43.039,0:05:47.039
know what they want like you

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you actually got credit for it and what

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amazes me is

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so then because we could jump right i

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mean you guys todd is the president

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of the bsc ai he is the owner and

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founder of office pride i did not plug

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that before i apologize

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but before we get into bscai right

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office pride

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i did so i did not realize that you

0:06:06.000,0:06:08.800
right off the bat you knew you were

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going to franchise so it's not that you

0:06:08.800,0:06:10.880
had you were going to build a cleaning

0:06:10.080,0:06:13.199
company

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you knew you wanted a franchise that's

0:06:13.199,0:06:17.520
right that's right

0:06:14.319,0:06:20.080
i wanted i i'm i love the concept

0:06:17.520,0:06:21.759
of franchising helping people start

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businesses having

0:06:21.759,0:06:27.600
turnkey models systems processes my

0:06:24.880,0:06:29.199
everything i do i try to find a way or

0:06:27.600,0:06:31.919
process or system

0:06:29.199,0:06:32.240
so i don't always have to do it again

0:06:31.919,0:06:34.960
and

0:06:32.240,0:06:36.240
and i think that creates foundation for

0:06:34.960,0:06:37.919
learning because you can continue to

0:06:36.240,0:06:40.639
learn on top of what you already

0:06:37.919,0:06:42.240
know or what you already have but uh i

0:06:40.639,0:06:42.639
wanted to franchise from the beginning

0:06:42.240,0:06:44.720
it's

0:06:42.639,0:06:46.000
i still have my origin original business

0:06:44.720,0:06:48.240
plan that was

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my college research paper hey ricky

0:06:48.240,0:06:52.560
you're going to like this

0:06:49.440,0:06:53.199
i got an a on it so you know fred smith

0:06:52.560,0:06:56.479
started

0:06:53.199,0:06:59.520
fedex i went to memphis state

0:06:56.479,0:07:02.720
undergrad fred smith was

0:06:59.520,0:07:04.639
uh you know he went to memphis state his

0:07:02.720,0:07:06.080
fedex was started from his college

0:07:04.639,0:07:08.319
research come on

0:07:06.080,0:07:10.319
yeah i didn't know that oh yeah and he

0:07:08.319,0:07:12.639
got a c on his so i i tell him

0:07:10.319,0:07:13.680
there you go got a c on his i got a all

0:07:12.639,0:07:16.720
mine uh

0:07:13.680,0:07:20.160
but uh uh but that that

0:07:16.720,0:07:22.319
and by the way uh with memphis they're

0:07:20.160,0:07:24.080
they're backing you know federal express

0:07:22.319,0:07:24.400
holiday inn these were the big companies

0:07:24.080,0:07:26.800
they're

0:07:24.400,0:07:27.440
they're a big hub for the logistics

0:07:26.800,0:07:29.840
right but

0:07:27.440,0:07:31.199
it's where it is where it's all started

0:07:29.840,0:07:33.199
where it was all founded

0:07:31.199,0:07:34.960
i mean uh when i was even at memphis

0:07:33.199,0:07:36.000
there would be 11 000 students that

0:07:34.960,0:07:38.960
would go over

0:07:36.000,0:07:40.240
part time at night and sort packages for

0:07:38.960,0:07:41.680
fedex that's the way it used to

0:07:40.240,0:07:44.960
everything used to go through memphis

0:07:41.680,0:07:46.960
okay but they every class i took

0:07:44.960,0:07:48.560
they they had customer service built

0:07:46.960,0:07:51.280
into it i mean so

0:07:48.560,0:07:53.280
when i graduated and then even as a as a

0:07:51.280,0:07:55.120
mba everything was customer service

0:07:53.280,0:07:56.560
focused it was perfect to get in the

0:07:55.120,0:07:58.800
service business

0:07:56.560,0:08:00.400
and i've tried to bring in you know good

0:07:58.800,0:08:03.759
research

0:08:00.400,0:08:06.160
education a spirit of learning

0:08:03.759,0:08:07.759
to growing office pride you know to

0:08:06.160,0:08:10.720
where it is today

0:08:07.759,0:08:12.000
okay and you know what and and i want to

0:08:10.720,0:08:13.759
continue with a little bit more

0:08:12.000,0:08:14.960
on franchising because you know like we

0:08:13.759,0:08:15.840
were talking about right before we

0:08:14.960,0:08:19.039
jumped on

0:08:15.840,0:08:20.400
uh franchises get a bad rap right so you

0:08:19.039,0:08:22.000
you touched on something

0:08:20.400,0:08:24.240
that i like is the customer service

0:08:22.000,0:08:27.280
aspect so as you're

0:08:24.240,0:08:30.240
as you started or as you guys are today

0:08:27.280,0:08:31.280
does customer service for you not only

0:08:30.240,0:08:33.120
mean

0:08:31.280,0:08:35.680
to the franchisee because in in the

0:08:33.120,0:08:39.200
franchisor model the franchisee

0:08:35.680,0:08:41.599
is your customer right or yes in a way

0:08:39.200,0:08:43.120
but then you've got the customers of the

0:08:41.599,0:08:46.560
franchisee

0:08:43.120,0:08:48.959
so so does customer service mean for

0:08:46.560,0:08:52.000
both of those channels then for you guys

0:08:48.959,0:08:54.640
well it's interesting so our model

0:08:52.000,0:08:56.959
all the customers belong to the

0:08:54.640,0:08:58.560
franchisees we teach

0:08:56.959,0:09:00.480
when somebody becomes a franchise we

0:08:58.560,0:09:01.040
teach them how to go get their customers

0:09:00.480,0:09:03.600
so

0:09:01.040,0:09:05.120
and we teach like we teach them we don't

0:09:03.600,0:09:06.080
just give them fish we teach them how to

0:09:05.120,0:09:07.839
fish right

0:09:06.080,0:09:09.600
and how to build that business so we

0:09:07.839,0:09:10.800
look for business builders somebody

0:09:09.600,0:09:12.880
who's really going to grow

0:09:10.800,0:09:15.680
something uh significant so we don't

0:09:12.880,0:09:16.800
have thousands of franchises we have 140

0:09:15.680,0:09:18.959
franchises

0:09:16.800,0:09:20.640
around the country who are business

0:09:18.959,0:09:24.160
builders and they're happy and

0:09:20.640,0:09:26.000
you know these guys uh are are they vary

0:09:24.160,0:09:29.279
in size but you know some of them have

0:09:26.000,0:09:32.000
hundreds of employees right so

0:09:29.279,0:09:33.920
we're teaching them customer service on

0:09:32.000,0:09:36.160
how to deliver customer service to

0:09:33.920,0:09:37.600
their customers right and the customer

0:09:36.160,0:09:39.839
service mindset

0:09:37.600,0:09:41.519
and all that because we as you know we

0:09:39.839,0:09:43.519
take good care of our customers life is

0:09:41.519,0:09:46.720
just a whole lot better for us

0:09:43.519,0:09:48.000
now for our franchisees yes they are our

0:09:46.720,0:09:50.320
customers

0:09:48.000,0:09:51.440
and and we're pouring into our

0:09:50.320,0:09:55.200
franchisees as

0:09:51.440,0:09:57.680
business owners and and as you know

0:09:55.200,0:09:58.560
you can have the best systems and the

0:09:57.680,0:10:00.399
everything

0:09:58.560,0:10:01.760
uh use the best products the best

0:10:00.399,0:10:03.120
equipment but if you don't have the

0:10:01.760,0:10:04.560
right mindset

0:10:03.120,0:10:06.240
you're not going to get through the day

0:10:04.560,0:10:08.320
i mean you know it's going to be

0:10:06.240,0:10:09.600
it's going to be rough so we really

0:10:08.320,0:10:12.560
teach this

0:10:09.600,0:10:13.839
good business owner mindset and the

0:10:12.560,0:10:16.480
things

0:10:13.839,0:10:17.600
that in my experience have helped me

0:10:16.480,0:10:19.360
stay focused

0:10:17.600,0:10:21.519
on the positive stay for you know have

0:10:19.360,0:10:21.920
an attitude of gratitude which of course

0:10:21.519,0:10:24.959
was

0:10:21.920,0:10:25.680
critical this past year during coven and

0:10:24.959,0:10:28.000
to

0:10:25.680,0:10:28.959
be able to learn from mistakes not dwell

0:10:28.000,0:10:31.440
on all these

0:10:28.959,0:10:32.880
little things that add up to helping you

0:10:31.440,0:10:36.160
become successful

0:10:32.880,0:10:38.320
right and uh and so we know if we help

0:10:36.160,0:10:39.600
our franchisees become successful we'll

0:10:38.320,0:10:41.600
be successful

0:10:39.600,0:10:43.440
they know if they do a good good job

0:10:41.600,0:10:44.800
serving their customers their customers

0:10:43.440,0:10:48.079
will take care of them

0:10:44.800,0:10:48.720
and we saw that in spades in 2020 with

0:10:48.079,0:10:52.320
colvin

0:10:48.720,0:10:53.440
as more than ever before our franchisees

0:10:52.320,0:10:55.839
and their customers

0:10:53.440,0:10:58.839
became partners oh yeah you know they

0:10:55.839,0:11:00.480
had a common enemy and that was

0:10:58.839,0:11:02.720
coronavirus

0:11:00.480,0:11:03.600
so let's that's a great point yeah i

0:11:02.720,0:11:05.839
mean

0:11:03.600,0:11:06.720
wow yeah the partnership part i couldn't

0:11:05.839,0:11:08.560
believe

0:11:06.720,0:11:09.839
where we now as cleaning business owners

0:11:08.560,0:11:12.720
whether you're the owner or

0:11:09.839,0:11:14.240
you know operations or hr whatever

0:11:12.720,0:11:17.279
position you were i saw

0:11:14.240,0:11:19.279
within my business too is the client was

0:11:17.279,0:11:21.200
way more open to communicating they

0:11:19.279,0:11:23.680
wanted to know about products

0:11:21.200,0:11:24.320
like not that they didn't care before

0:11:23.680,0:11:27.279
about us

0:11:24.320,0:11:28.720
but man we like i mean we're the perfect

0:11:27.279,0:11:30.880
example here todd is

0:11:28.720,0:11:33.360
uh we have a big health care clinic my

0:11:30.880,0:11:35.760
whole team right now as of

0:11:33.360,0:11:37.839
to monday morning we were given the go

0:11:35.760,0:11:39.920
ahead to go send our entire company

0:11:37.839,0:11:41.440
to all the clinics for vaccines right

0:11:39.920,0:11:43.440
because

0:11:41.440,0:11:45.279
we got the partnership with them they

0:11:43.440,0:11:45.600
know you know they care about us they're

0:11:45.279,0:11:47.360
like

0:11:45.600,0:11:49.440
you guys are servicing our clinics every

0:11:47.360,0:11:50.000
day please send this email out to

0:11:49.440,0:11:52.720
everybody

0:11:50.000,0:11:53.200
sign up go get all your entire team

0:11:52.720,0:11:56.240
office

0:11:53.200,0:11:57.680
or field vaccinated i'm of course up to

0:11:56.240,0:12:01.040
them if they want to do it

0:11:57.680,0:12:03.760
but again that felt good right like

0:12:01.040,0:12:05.440
they not they didn't have to do that but

0:12:03.760,0:12:09.440
they felt that close with us now

0:12:05.440,0:12:11.519
because of this 2020. well certainly

0:12:09.440,0:12:12.880
i mean the word essential gets over

0:12:11.519,0:12:16.320
overused but it's

0:12:12.880,0:12:19.760
it's it's appropriate i mean the

0:12:16.320,0:12:22.160
we are a big part of the solution

0:12:19.760,0:12:24.079
uh more important than we've ever been

0:12:22.160,0:12:27.360
uh there's more pride in the industry

0:12:24.079,0:12:30.320
probably than ever customers

0:12:27.360,0:12:31.519
want to see us their employees want to

0:12:30.320,0:12:34.160
see us it builds

0:12:31.519,0:12:36.800
confidence in the workforce so we're a

0:12:34.160,0:12:37.680
big part of our customer success story

0:12:36.800,0:12:41.120
right now

0:12:37.680,0:12:41.920
and they need us so um i think it's

0:12:41.120,0:12:44.959
great and i

0:12:41.920,0:12:48.240
i love seeing what's happened with

0:12:44.959,0:12:49.279
the contractors and their employees the

0:12:48.240,0:12:52.000
cleaners

0:12:49.279,0:12:52.720
and then all of those people and the

0:12:52.000,0:12:56.000
customers

0:12:52.720,0:12:58.240
i mean so in that regard

0:12:56.000,0:12:59.279
um i'm not sure the cleaning industry

0:12:58.240,0:13:01.360
will ever go back

0:12:59.279,0:13:02.639
to where it was yeah i think we're

0:13:01.360,0:13:05.920
always going to be

0:13:02.639,0:13:07.760
marching hand in hand as part of a uh

0:13:05.920,0:13:08.320
solution and a better work environment

0:13:07.760,0:13:10.160
for

0:13:08.320,0:13:11.760
for our customers yeah i mean i couldn't

0:13:10.160,0:13:14.240
agree more that yeah

0:13:11.760,0:13:16.320
uh that that's the recap for me on 2020

0:13:14.240,0:13:17.440
is it's

0:13:16.320,0:13:19.279
yes we're going to fight we have the

0:13:17.440,0:13:20.160
vaccine things are going to you know get

0:13:19.279,0:13:23.279
better but

0:13:20.160,0:13:24.959
it's the it could happen again or

0:13:23.279,0:13:26.880
now we have to be better prepared you

0:13:24.959,0:13:28.959
know like the day i keep saying the days

0:13:26.880,0:13:30.880
of the sprain wipe are gone

0:13:28.959,0:13:33.040
and you know people are gonna care about

0:13:30.880,0:13:36.560
our time commitment now to their spaces

0:13:33.040,0:13:40.720
so yeah yeah and then i think just uh

0:13:36.560,0:13:42.399
uh there was high demand for

0:13:40.720,0:13:44.560
cleaning companies who were capable and

0:13:42.399,0:13:46.720
could respond in 2020s so i

0:13:44.560,0:13:47.920
i would just you know everybody who's

0:13:46.720,0:13:50.639
listening i think it's going to be

0:13:47.920,0:13:53.199
important to know that hey you you're

0:13:50.639,0:13:55.680
probably going to want to step up the

0:13:53.199,0:13:56.480
communication even more in 2021 as

0:13:55.680,0:13:59.440
things start to

0:13:56.480,0:14:02.240
settle as the supply now meets the

0:13:59.440,0:14:04.079
demand or even exceeds the demand

0:14:02.240,0:14:06.000
you're going to want to demonstrate your

0:14:04.079,0:14:06.800
value to make sure that that

0:14:06.000,0:14:10.000
relationship

0:14:06.800,0:14:10.560
doesn't get dropped right i mean so we

0:14:10.000,0:14:12.720
want to

0:14:10.560,0:14:14.240
not take anything for granted uh do a

0:14:12.720,0:14:15.279
good job serving that customer and

0:14:14.240,0:14:16.720
communicating

0:14:15.279,0:14:18.720
yeah building those relationships and

0:14:16.720,0:14:20.480
then go out and get more yep

0:14:18.720,0:14:21.920
and then so todd let's talk about

0:14:20.480,0:14:23.120
because i like the perspective you could

0:14:21.920,0:14:24.880
bring on this is

0:14:23.120,0:14:26.320
so a lot of the audience and a lot of

0:14:24.880,0:14:29.279
the listeners are

0:14:26.320,0:14:30.560
small size uh firms getting you know up

0:14:29.279,0:14:32.720
to medium size

0:14:30.560,0:14:35.440
or even just you know family-owned mom

0:14:32.720,0:14:38.720
and pop husband and wife cousin brothers

0:14:35.440,0:14:40.639
small um yeah the way you got you're

0:14:38.720,0:14:42.000
describing how the franchise model works

0:14:40.639,0:14:44.079
for you guys like i always try to tell

0:14:42.000,0:14:46.079
this to people that come to me and say

0:14:44.079,0:14:47.760
rick uh you know again you know

0:14:46.079,0:14:50.000
franchises get a bad rap

0:14:47.760,0:14:52.079
but they they want the help they want

0:14:50.000,0:14:53.839
support they feel lonely they don't

0:14:52.079,0:14:55.680
you know they i'll give them as much

0:14:53.839,0:14:57.040
help as i can give them i'll give i'll

0:14:55.680,0:14:58.480
send them the resources that they could

0:14:57.040,0:15:01.199
have but

0:14:58.480,0:15:03.279
touch on you know how how office like

0:15:01.199,0:15:04.639
especially now 2020 coveted how did

0:15:03.279,0:15:07.760
office pride and how will

0:15:04.639,0:15:10.079
would an organization like office fred

0:15:07.760,0:15:11.279
uh offer to support you know coaching

0:15:10.079,0:15:14.079
mentoring training

0:15:11.279,0:15:14.959
to somebody who's got the ambition the

0:15:14.079,0:15:16.720
grit

0:15:14.959,0:15:18.959
and the determination to want to build a

0:15:16.720,0:15:20.639
business what is it that office probably

0:15:18.959,0:15:22.959
does well to

0:15:20.639,0:15:24.079
build help build people's businesses

0:15:22.959,0:15:25.120
because that's what we're in this for

0:15:24.079,0:15:28.320
we're in

0:15:25.120,0:15:31.120
to learn employ and grow

0:15:28.320,0:15:32.800
our company our companies right so well

0:15:31.120,0:15:34.160
when somebody becomes an office pride

0:15:32.800,0:15:37.600
franchise they get

0:15:34.160,0:15:40.240
immediate access to everything that

0:15:37.600,0:15:41.040
that we have because we have a uh what

0:15:40.240,0:15:44.560
we call

0:15:41.040,0:15:47.440
the vine where they stay connected and

0:15:44.560,0:15:48.720
there is a full training center of the

0:15:47.440,0:15:50.800
the chat rooms

0:15:48.720,0:15:52.480
uh all the things that you would hope

0:15:50.800,0:15:54.399
for if you were now you

0:15:52.480,0:15:56.639
they still own 100 their business but

0:15:54.399,0:15:58.720
now they're they're tied into community

0:15:56.639,0:16:02.399
and they get to use our brand which

0:15:58.720,0:16:05.360
29 years very very strong reputable

0:16:02.399,0:16:07.040
brand and they get to go they get to

0:16:05.360,0:16:08.079
participate now they have brand equity

0:16:07.040,0:16:09.440
from day one

0:16:08.079,0:16:11.600
and now they're going out and and

0:16:09.440,0:16:13.360
selling their service uh we're like a

0:16:11.600,0:16:14.320
breath of fresh air when we enter a new

0:16:13.360,0:16:16.320
market

0:16:14.320,0:16:18.720
and so they got all this training

0:16:16.320,0:16:21.680
there's classroom training there's

0:16:18.720,0:16:22.560
archived uh training and then they they

0:16:21.680,0:16:24.639
get a coach

0:16:22.560,0:16:26.639
they're assigned to a coach and that

0:16:24.639,0:16:28.800
coach walks them through so

0:16:26.639,0:16:30.480
for example we have a franchise new

0:16:28.800,0:16:32.720
class graduating today

0:16:30.480,0:16:34.160
and classrooms training and then the

0:16:32.720,0:16:35.040
coach we're going to walk them through

0:16:34.160,0:16:36.800
they'll probably talk

0:16:35.040,0:16:38.560
every day for the first 30 days and

0:16:36.800,0:16:40.800
they're talking every few days

0:16:38.560,0:16:41.680
but eventually there's a once a week

0:16:40.800,0:16:44.000
coaching call

0:16:41.680,0:16:45.279
or once a month there's once a month

0:16:44.000,0:16:47.600
where they're matched up with

0:16:45.279,0:16:49.120
what we call mastermind vision group

0:16:47.600,0:16:51.360
where they're combined they matched up

0:16:49.120,0:16:52.880
with five or six other franchisees

0:16:51.360,0:16:55.279
they're kind of going on that same

0:16:52.880,0:16:57.839
journey with them as they grow

0:16:55.279,0:16:59.759
or some get bigger than others they get

0:16:57.839,0:17:02.880
put into different groups

0:16:59.759,0:17:03.519
uh so to learn from those experiences is

0:17:02.880,0:17:05.760
huge

0:17:03.519,0:17:06.559
and we believe in education we believe

0:17:05.760,0:17:09.039
you never stop

0:17:06.559,0:17:10.640
learning the marketing is there so we

0:17:09.039,0:17:12.319
have people behind the scenes like that

0:17:10.640,0:17:14.720
work on all the marketing

0:17:12.319,0:17:15.839
all the uh the pay-per-clicks the

0:17:14.720,0:17:20.160
advertising

0:17:15.839,0:17:21.839
the designs so everybody who's listening

0:17:20.160,0:17:23.360
you know listen i want people to hear

0:17:21.839,0:17:24.480
that because

0:17:23.360,0:17:26.000
the things you're talking about the

0:17:24.480,0:17:26.720
ongoing training the continuing

0:17:26.000,0:17:29.039
education

0:17:26.720,0:17:30.880
the marketing these are pain points for

0:17:29.039,0:17:33.760
a lot of people when i talk to them

0:17:30.880,0:17:35.360
and they're again no power to everybody

0:17:33.760,0:17:36.960
trying to do it on their own

0:17:35.360,0:17:38.559
but there's no there there's always

0:17:36.960,0:17:39.120
another resource that's that's what i'm

0:17:38.559,0:17:41.919
trying to offer

0:17:39.120,0:17:43.600
everybody is the value of please i'm an

0:17:41.919,0:17:44.799
entrepreneur i've done this on my own it

0:17:43.600,0:17:47.360
can be done on your own

0:17:44.799,0:17:48.080
but just know don't ever give up if you

0:17:47.360,0:17:49.600
feel like you're

0:17:48.080,0:17:51.840
you want to be in this space because

0:17:49.600,0:17:54.880
it's a wonderful wonderful space

0:17:51.840,0:17:56.480
lucrative changed my life

0:17:54.880,0:17:58.480
but if you run into a brick wall there

0:17:56.480,0:18:01.440
are other resources there are

0:17:58.480,0:18:03.120
other ways to stand back up you know or

0:18:01.440,0:18:04.799
stand strong on your feet and

0:18:03.120,0:18:06.000
and get after it right that's what i'm

0:18:04.799,0:18:07.840
trying that's the point of why i wanted

0:18:06.000,0:18:10.640
to bring you on too is

0:18:07.840,0:18:12.240
i there's just so many of us out there

0:18:10.640,0:18:14.400
that the people that

0:18:12.240,0:18:15.600
want to give up don't give up guys right

0:18:14.400,0:18:17.919
here's an opportunity yeah

0:18:15.600,0:18:18.960
yeah i mean there's too much opportunity

0:18:17.919,0:18:20.880
to give up

0:18:18.960,0:18:22.799
but by yourself it's tough it is it

0:18:20.880,0:18:24.640
really is my first year you go through

0:18:22.799,0:18:25.360
times where you question it and you want

0:18:24.640,0:18:27.840
to give up

0:18:25.360,0:18:28.799
and but i want to you know encourage

0:18:27.840,0:18:30.640
everybody

0:18:28.799,0:18:32.240
uh a franchising for example it's not

0:18:30.640,0:18:33.760
for everybody some people want to be

0:18:32.240,0:18:34.480
independent they just want to do their

0:18:33.760,0:18:36.000
own thing

0:18:34.480,0:18:37.840
you know they're not they want to listen

0:18:36.000,0:18:40.720
to anybody else those guys

0:18:37.840,0:18:41.520
go for it and then but there are some

0:18:40.720,0:18:43.360
who

0:18:41.520,0:18:46.080
they they want the value of the brand

0:18:43.360,0:18:48.240
the systems and the faster start

0:18:46.080,0:18:50.000
and i always share with people you can

0:18:48.240,0:18:50.720
figure it out on your own over a course

0:18:50.000,0:18:52.799
of time

0:18:50.720,0:18:54.240
three four five years how many that

0:18:52.799,0:18:57.919
takes what's the value

0:18:54.240,0:18:59.360
the opportunity cost of time it's huge

0:18:57.919,0:19:01.919
right because there's compounding

0:18:59.360,0:19:04.960
achievement from getting it right sooner

0:19:01.919,0:19:06.720
but we have had uh ricky um

0:19:04.960,0:19:09.280
conversion so like you know there was a

0:19:06.720,0:19:12.480
guy pulling his hair out

0:19:09.280,0:19:14.400
been in business five years uh

0:19:12.480,0:19:16.240
probably you know kind of doing twenty

0:19:14.400,0:19:18.559
thousand a month right and

0:19:16.240,0:19:20.640
and uh just great guy but he never got

0:19:18.559,0:19:23.120
to take he's making plenty of money

0:19:20.640,0:19:24.960
never got to take a vacation a bunch to

0:19:23.120,0:19:28.000
kids just

0:19:24.960,0:19:30.080
he didn't have life balance and he we

0:19:28.000,0:19:31.840
subbed the job to him because he uh he

0:19:30.080,0:19:34.320
was in a little area where

0:19:31.840,0:19:36.000
we weren't and we needed somebody and

0:19:34.320,0:19:38.640
and he got to see

0:19:36.000,0:19:39.440
some of our franchisees been in business

0:19:38.640,0:19:41.840
uh you know

0:19:39.440,0:19:42.799
it was a different story for them well

0:19:41.840,0:19:45.360
this particular

0:19:42.799,0:19:45.840
uh contractor who we had sub some work

0:19:45.360,0:19:48.000
to

0:19:45.840,0:19:49.360
or one actually one of our franchisees

0:19:48.000,0:19:51.919
had picked up a bank chain

0:19:49.360,0:19:52.880
and had subbed a couple of branches to

0:19:51.919,0:19:55.440
his company

0:19:52.880,0:19:57.679
so he'd been in business five years uh

0:19:55.440,0:20:00.720
burning the candle at both ends

0:19:57.679,0:20:01.679
great great guy great family lots of

0:20:00.720,0:20:04.960
kids and

0:20:01.679,0:20:06.400
and he just couldn't take a vacation so

0:20:04.960,0:20:08.000
and he was making money he wasn't

0:20:06.400,0:20:09.600
unhappy with the amount of money he was

0:20:08.000,0:20:10.720
making he just couldn't ever spend it on

0:20:09.600,0:20:12.720
anything fun

0:20:10.720,0:20:14.880
and so our first you know when he

0:20:12.720,0:20:16.320
converted to office pride our job was to

0:20:14.880,0:20:18.960
coach him through

0:20:16.320,0:20:20.400
how to create the structure how to put a

0:20:18.960,0:20:22.080
manager in place

0:20:20.400,0:20:24.799
all these kind of things that could help

0:20:22.080,0:20:26.960
him build a business for the future

0:20:24.799,0:20:29.120
that could get him what he really wanted

0:20:26.960,0:20:29.840
and once he got all those things the

0:20:29.120,0:20:32.320
business

0:20:29.840,0:20:34.400
not only did his life get better but the

0:20:32.320,0:20:37.039
business started to really grow

0:20:34.400,0:20:39.280
even more and so that's part of the

0:20:37.039,0:20:40.080
value of franchising a lot of people

0:20:39.280,0:20:42.880
don't realize

0:20:40.080,0:20:44.640
it's just that to have a team of people

0:20:42.880,0:20:47.760
who can coach you and help you

0:20:44.640,0:20:49.919
think through specific situations

0:20:47.760,0:20:51.760
so that hopefully you're making the best

0:20:49.919,0:20:54.320
decision the first time

0:20:51.760,0:20:55.520
uh and of course we saw that a lot

0:20:54.320,0:20:58.240
throughout last year in

0:20:55.520,0:20:59.520
coba too as franchisees were faced with

0:20:58.240,0:21:02.000
things they hadn't been faced

0:20:59.520,0:21:02.960
with before yeah that was a year of not

0:21:02.000,0:21:05.280
knowing

0:21:02.960,0:21:06.640
how to do it so i could only imagine and

0:21:05.280,0:21:09.679
i know some of the office pride

0:21:06.640,0:21:11.520
franchisees too you know just knowing

0:21:09.679,0:21:13.440
that you have a resource to go to

0:21:11.520,0:21:15.039
and not just google right like hey how

0:21:13.440,0:21:15.760
do we disinfect how do we use this

0:21:15.039,0:21:17.840
sprayer

0:21:15.760,0:21:19.039
what chemicals should we like i got to

0:21:17.840,0:21:20.720
believe they knew

0:21:19.039,0:21:22.320
and i love that you use the word vine

0:21:20.720,0:21:23.600
like that's that's an awesome way to

0:21:22.320,0:21:25.360
look at like

0:21:23.600,0:21:26.720
because it's that's what you need right

0:21:25.360,0:21:28.799
because you're intertwined

0:21:26.720,0:21:30.080
with the operations team that's always

0:21:28.799,0:21:31.280
i'm assuming looking out for the

0:21:30.080,0:21:33.280
franchisees

0:21:31.280,0:21:35.360
because the success that they do this is

0:21:33.280,0:21:37.200
how i look at it for myself where

0:21:35.360,0:21:38.400
we're not a franchise on the rosellato

0:21:37.200,0:21:40.400
side but we have a lot of affiliate

0:21:38.400,0:21:42.799
partners right i've told you before like

0:21:40.400,0:21:45.039
that's how i'm in 18 states is you know

0:21:42.799,0:21:46.880
i i sub contract work

0:21:45.039,0:21:48.400
um but i look at it as an affiliate

0:21:46.880,0:21:51.360
partnership sure

0:21:48.400,0:21:52.159
and we we we walk that gray line of you

0:21:51.360,0:21:54.720
know coaching

0:21:52.159,0:21:55.600
guiding mentoring because if they

0:21:54.720,0:21:57.840
succeed

0:21:55.600,0:21:58.640
our clients happy we're happy and we

0:21:57.840,0:22:00.400
have a peace of mind

0:21:58.640,0:22:02.720
because we're not out there right we're

0:22:00.400,0:22:04.960
not with them every step of the way

0:22:02.720,0:22:06.159
so when i hear that about you guys too

0:22:04.960,0:22:08.320
it's like

0:22:06.159,0:22:10.080
you don't have to have thousands of

0:22:08.320,0:22:11.280
franchisees it's almost like if i were a

0:22:10.080,0:22:13.280
small business owner

0:22:11.280,0:22:14.799
trying to expand but didn't have all the

0:22:13.280,0:22:17.600
tools

0:22:14.799,0:22:18.240
you know it's like well why not you know

0:22:17.600,0:22:21.360
they're they're

0:22:18.240,0:22:22.480
i'm not gonna get lost in the 30 000

0:22:21.360,0:22:24.159
franchisees

0:22:22.480,0:22:25.760
because i could see where that where you

0:22:24.159,0:22:28.080
could think that but

0:22:25.760,0:22:29.919
in this case it's different well these

0:22:28.080,0:22:30.400
guys have become the best of friends i

0:22:29.919,0:22:32.240
mean they

0:22:30.400,0:22:34.960
they each own their business a hundred

0:22:32.240,0:22:36.000
percent they're sharing ideas best

0:22:34.960,0:22:37.760
practices

0:22:36.000,0:22:39.919
and i mean some of these guys vacation

0:22:37.760,0:22:40.720
together it's amazing the community that

0:22:39.919,0:22:42.559
we have

0:22:40.720,0:22:44.000
but ricky you remember when march hit

0:22:42.559,0:22:45.200
and all of a sudden coveted was

0:22:44.000,0:22:46.799
happening and we're trying to figure out

0:22:45.200,0:22:48.880
what in the world is going on i mean the

0:22:46.799,0:22:50.640
ncaa tournament just got canceled

0:22:48.880,0:22:52.080
when that happened i knew i knew that's

0:22:50.640,0:22:54.960
it this is sir this is

0:22:52.080,0:22:57.360
yeah yeah and uh so what we did that day

0:22:54.960,0:22:59.600
i actually had a few franchisees in town

0:22:57.360,0:23:00.720
we were doing some value creation

0:22:59.600,0:23:03.360
workshops

0:23:00.720,0:23:05.120
teaching people all kinds of things how

0:23:03.360,0:23:05.679
to value your business how to increase

0:23:05.120,0:23:08.000
the value

0:23:05.679,0:23:09.039
we were teaching our franchisees this

0:23:08.000,0:23:11.840
and they were there

0:23:09.039,0:23:12.559
on this day and we decided let's have an

0:23:11.840,0:23:14.799
impromptu

0:23:12.559,0:23:16.720
town hall meeting with all the

0:23:14.799,0:23:18.159
franchisees who can join us

0:23:16.720,0:23:19.760
let's talk about what are they here and

0:23:18.159,0:23:20.799
what are they seeing in their markets

0:23:19.760,0:23:22.880
because there were some

0:23:20.799,0:23:24.480
cities that had not been affected and

0:23:22.880,0:23:26.720
others that had

0:23:24.480,0:23:28.640
and so we had 72 people on that town

0:23:26.720,0:23:30.320
hall call that day

0:23:28.640,0:23:32.000
sharing here's what we're seeing this is

0:23:30.320,0:23:35.600
what we're hearing

0:23:32.000,0:23:37.440
we had vendors who support us

0:23:35.600,0:23:39.280
uh telling us what they're seeing and

0:23:37.440,0:23:40.880
hearing so our franchisees were able to

0:23:39.280,0:23:43.200
get out in front of it we're able to get

0:23:40.880,0:23:46.320
the electrostatic sprayers early

0:23:43.200,0:23:48.880
all these things so

0:23:46.320,0:23:49.360
it's a great community uh it's a big

0:23:48.880,0:23:52.240
awesome

0:23:49.360,0:23:55.440
huge family uh we're we're a faith-based

0:23:52.240,0:23:57.120
organization that makes us different so

0:23:55.440,0:23:59.360
yeah you guys are faith-based so that's

0:23:57.120,0:24:01.200
a differentiator in my opinion as well

0:23:59.360,0:24:03.120
our franchisees love that they're

0:24:01.200,0:24:05.840
attracted to it

0:24:03.120,0:24:07.039
so it's it's a special community and i

0:24:05.840,0:24:09.279
mean that's the key

0:24:07.039,0:24:10.559
when you look at a franchise model think

0:24:09.279,0:24:12.960
about who do you

0:24:10.559,0:24:14.960
you interested in being a part of and

0:24:12.960,0:24:16.720
and what kind of culture you have

0:24:14.960,0:24:19.279
and what kind of culture does that brand

0:24:16.720,0:24:20.880
have and do they match because you

0:24:19.279,0:24:22.720
you want to make sure you you pick a

0:24:20.880,0:24:24.400
brand that you you feel good about

0:24:22.720,0:24:25.760
because you're going to be with them for

0:24:24.400,0:24:27.360
a long time you're going to be growing

0:24:25.760,0:24:30.960
brand equity together

0:24:27.360,0:24:33.120
yeah so i want to shift the call

0:24:30.960,0:24:35.279
to let's talk about bsc i know right and

0:24:33.120,0:24:37.840
what the funny thing is everybody too is

0:24:35.279,0:24:39.919
my first bsc i think i was i think i

0:24:37.840,0:24:43.919
went in 2018 was my first

0:24:39.919,0:24:46.960
show and yeah guess who i see is like

0:24:43.919,0:24:48.400
freaking 50 green shirts office pride

0:24:46.960,0:24:48.880
office for so i was like all right so i

0:24:48.400,0:24:51.520
got to

0:24:48.880,0:24:52.159
to know you guys right away at my first

0:24:51.520,0:24:54.080
show

0:24:52.159,0:24:55.440
but for the listeners that don't know

0:24:54.080,0:24:58.880
what bsc ai

0:24:55.440,0:25:01.200
stands for what the organization does uh

0:24:58.880,0:25:03.120
you know give you've been with them for

0:25:01.200,0:25:03.919
so long now being the president too i

0:25:03.120,0:25:06.640
know

0:25:03.919,0:25:08.240
you know we could talk about 2020 being

0:25:06.640,0:25:10.880
part of the bsci what

0:25:08.240,0:25:12.240
what is it todd like explain it to to

0:25:10.880,0:25:14.400
everybody in the audience

0:25:12.240,0:25:15.520
um and why should they why should they

0:25:14.400,0:25:17.520
know about it

0:25:15.520,0:25:19.840
right well most industries have some

0:25:17.520,0:25:22.000
sort of a trade association so

0:25:19.840,0:25:23.360
we're the building service contractors

0:25:22.000,0:25:27.520
association

0:25:23.360,0:25:30.640
international and so we have a

0:25:27.520,0:25:33.120
bscs building service contractors mostly

0:25:30.640,0:25:35.600
north america canada us

0:25:33.120,0:25:37.279
uh mexico mostly us but but it's

0:25:35.600,0:25:39.039
international and there's there's other

0:25:37.279,0:25:41.039
countries that are involved

0:25:39.039,0:25:43.279
but we come together and that we have

0:25:41.039,0:25:44.799
events and we have education sessions

0:25:43.279,0:25:49.039
there's resources

0:25:44.799,0:25:52.159
it's a place where companies can go

0:25:49.039,0:25:54.960
and meet others who are doing

0:25:52.159,0:25:57.440
what they're doing and i joined real

0:25:54.960,0:25:58.720
early on have built lifetime friends i

0:25:57.440,0:26:02.080
mean some of the best friends i

0:25:58.720,0:26:04.480
have in this world i met through bscai

0:26:02.080,0:26:05.360
and uh so we have events every year

0:26:04.480,0:26:07.279
three

0:26:05.360,0:26:08.720
primary events each year but now of

0:26:07.279,0:26:11.679
course uh with cobot

0:26:08.720,0:26:13.039
a lot of virtual events uh we got a lot

0:26:11.679,0:26:14.320
of good communication a lot of good

0:26:13.039,0:26:16.799
education

0:26:14.320,0:26:17.679
um one of the very special things we did

0:26:16.799,0:26:19.840
early

0:26:17.679,0:26:22.159
or not well earlier than anyone else is

0:26:19.840,0:26:23.200
we created a copic 19 disinfection and

0:26:22.159,0:26:25.600
safety course

0:26:23.200,0:26:27.520
which has been extremely popular so that

0:26:25.600,0:26:30.799
our members would have something

0:26:27.520,0:26:32.960
to use to train their employees

0:26:30.799,0:26:34.000
uh and build you know their confidence

0:26:32.960,0:26:34.640
in knowing they're doing it the right

0:26:34.000,0:26:38.480
way

0:26:34.640,0:26:40.600
so it's a it's a great association

0:26:38.480,0:26:41.919
anybody who's listening you can go to

0:26:40.600,0:26:45.279
bscai.org

0:26:41.919,0:26:45.919
and learn about it there's entry level

0:26:45.279,0:26:48.400
membership

0:26:45.919,0:26:51.120
fees all that a lot of information there

0:26:48.400,0:26:53.840
on the site including resources

0:26:51.120,0:26:54.400
to understand koba 19 and fight against

0:26:53.840,0:26:58.000
it

0:26:54.400,0:26:59.440
and then todd i mean you guys again

0:26:58.000,0:27:01.360
so i remember the first time i went it

0:26:59.440,0:27:02.799
was a little uh because

0:27:01.360,0:27:04.400
i went when it was in tandem with the

0:27:02.799,0:27:06.000
issa show right so

0:27:04.400,0:27:07.760
a little overwhelming right like you get

0:27:06.000,0:27:09.919
there it's like wow this

0:27:07.760,0:27:11.120
is but you know what it did to me is

0:27:09.919,0:27:12.799
that's what

0:27:11.120,0:27:14.320
literally turned the green light on to

0:27:12.799,0:27:16.480
say

0:27:14.320,0:27:18.880
this is a big industry like this is this

0:27:16.480,0:27:21.760
is big like there is an opportunity here

0:27:18.880,0:27:22.799
i'm gonna just soak it in and i still am

0:27:21.760,0:27:24.640
very good friends

0:27:22.799,0:27:26.159
was just texting him last night with one

0:27:24.640,0:27:27.360
of the first people i met at one of the

0:27:26.159,0:27:29.520
shows it was matthew t

0:27:27.360,0:27:31.039
berry right so matt yeah me and matt

0:27:29.520,0:27:33.919
were both young right

0:27:31.039,0:27:35.679
hungry energetic but he was the first

0:27:33.919,0:27:36.640
guy i met and look at today like you

0:27:35.679,0:27:38.480
just said my

0:27:36.640,0:27:39.760
he's a good friend we're on a group text

0:27:38.480,0:27:43.120
message with other

0:27:39.760,0:27:44.799
you know bscs um but it's just it's not

0:27:43.120,0:27:45.279
just for people that are established

0:27:44.799,0:27:48.240
like this

0:27:45.279,0:27:49.919
is it's yes it costs a little bit of an

0:27:48.240,0:27:51.200
investment to go right you're traveling

0:27:49.919,0:27:53.760
you got to stay at a hotel

0:27:51.200,0:27:54.640
but the events man if i if you guys had

0:27:53.760,0:27:56.640
one every month

0:27:54.640,0:27:57.840
i think i would go right because it's

0:27:56.640,0:27:59.919
your your peers

0:27:57.840,0:28:01.840
these are your people that you you know

0:27:59.919,0:28:03.039
again we're not where it's lonely

0:28:01.840,0:28:06.320
out there when you're running this

0:28:03.039,0:28:07.919
business it's fun to talk shop with

0:28:06.320,0:28:09.760
fellow cleaning business owners because

0:28:07.919,0:28:11.039
you guys just we laugh we all laugh

0:28:09.760,0:28:13.120
about the same stuff

0:28:11.039,0:28:15.200
because we've been through it all well

0:28:13.120,0:28:17.919
like like you say i mean

0:28:15.200,0:28:19.840
most people who go for the first time a

0:28:17.919,0:28:21.679
lot of people will join bsc app because

0:28:19.840,0:28:22.960
they want the credibility they want to

0:28:21.679,0:28:26.000
put the logo

0:28:22.960,0:28:26.000
i never even break logos

0:28:26.240,0:28:30.159
but but they they'll do that because

0:28:28.559,0:28:33.279
they and that is a good thing

0:28:30.159,0:28:34.720
it adds credibility yes but

0:28:33.279,0:28:36.880
for the people who actually go and

0:28:34.720,0:28:38.640
attend an event and meet others in the

0:28:36.880,0:28:41.440
industry and like you said ricky

0:28:38.640,0:28:42.080
see the big picture what's possible

0:28:41.440,0:28:43.919
those

0:28:42.080,0:28:45.919
if you once you get engaged you almost

0:28:43.919,0:28:48.240
never leave oh yeah

0:28:45.919,0:28:49.840
and it's people come up to me i had a

0:28:48.240,0:28:51.200
guy who was doing

0:28:49.840,0:28:52.880
and like you said there's some that are

0:28:51.200,0:28:54.480
just starting they've got

0:28:52.880,0:28:56.159
three employees and then you'll have

0:28:54.480,0:28:58.559
somebody show up who's

0:28:56.159,0:29:00.720
who's doing 100 million a year in sales

0:28:58.559,0:29:02.000
and saying i can't believe i haven't

0:29:00.720,0:29:04.720
attended these events

0:29:02.000,0:29:06.320
where was i all this time i mean that's

0:29:04.720,0:29:09.679
the most common thing

0:29:06.320,0:29:11.440
at every level people will say i cannot

0:29:09.679,0:29:14.480
believe i haven't joined this

0:29:11.440,0:29:16.880
sooner i never knew what i was missing

0:29:14.480,0:29:17.919
i've been going through this industry by

0:29:16.880,0:29:20.159
myself

0:29:17.919,0:29:21.120
and it didn't have to be that way no

0:29:20.159,0:29:23.120
that's

0:29:21.120,0:29:24.720
i mean if there was you nailed it right

0:29:23.120,0:29:26.240
there because that again

0:29:24.720,0:29:28.480
seeing everything that's possible then

0:29:26.240,0:29:30.000
you know we we don't even have to get

0:29:28.480,0:29:31.120
into it but you guys there's breakout

0:29:30.000,0:29:33.039
session there's

0:29:31.120,0:29:34.320
think of a convention that has

0:29:33.039,0:29:36.240
everything to do

0:29:34.320,0:29:37.520
with you right with what your business

0:29:36.240,0:29:39.360
is about um

0:29:37.520,0:29:41.120
that's what that offers you right but

0:29:39.360,0:29:43.679
it's like i remember hearing

0:29:41.120,0:29:44.720
i think it was who was it chase i think

0:29:43.679,0:29:48.240
it was chase carl

0:29:44.720,0:29:50.320
carlson yeah i was like hold on this guy

0:29:48.240,0:29:51.679
built up you know first of all it was

0:29:50.320,0:29:53.840
and i remembered specifically

0:29:51.679,0:29:55.279
he had a 5 million business i think it's

0:29:53.840,0:29:57.200
part of the he's part of the family or

0:29:55.279,0:29:59.039
he came into the family business

0:29:57.200,0:30:00.640
and then he's talking about he's at 45

0:29:59.039,0:30:02.240
million again it's not all about revenue

0:30:00.640,0:30:04.720
guys right but

0:30:02.240,0:30:05.279
the possibility that it could get like

0:30:04.720,0:30:07.760
that

0:30:05.279,0:30:08.640
and he was his presentation was amazing

0:30:07.760,0:30:10.640
i still

0:30:08.640,0:30:11.679
have his powerpoint because we implement

0:30:10.640,0:30:14.320
some of those things

0:30:11.679,0:30:15.840
where i would never have met him i would

0:30:14.320,0:30:17.440
never have known who he was he's from

0:30:15.840,0:30:20.080
picnic dc or baltimore

0:30:17.440,0:30:20.960
i'm like right that's the point there

0:30:20.080,0:30:22.799
where

0:30:20.960,0:30:24.559
i ping him whenever i need to he gives

0:30:22.799,0:30:26.240
me good advice because that's the point

0:30:24.559,0:30:29.120
is we're all at different levels

0:30:26.240,0:30:29.520
it doesn't but we got there somehow some

0:30:29.120,0:30:31.360
way

0:30:29.520,0:30:32.880
and that's what i just love is it's just

0:30:31.360,0:30:33.760
like rinse and repeat oh you want to

0:30:32.880,0:30:36.320
scale

0:30:33.760,0:30:38.240
go talk to somebody that's scaled right

0:30:36.320,0:30:40.720
why try to do it yourself

0:30:38.240,0:30:42.240
right right well you and to make this

0:30:40.720,0:30:42.960
work you have to have an abundance

0:30:42.240,0:30:44.720
mentality

0:30:42.960,0:30:46.480
which i do i mean there's so many

0:30:44.720,0:30:47.440
customers out there there's plenty for

0:30:46.480,0:30:49.440
everybody

0:30:47.440,0:30:51.279
the key is the people the contractors

0:30:49.440,0:30:53.760
that are in bscai

0:30:51.279,0:30:55.840
uh they want to do it the right way and

0:30:53.760,0:30:57.120
uh and there's a lot of sharing a lot of

0:30:55.840,0:30:58.960
best practicing

0:30:57.120,0:31:00.399
i know matthew who you're talking about

0:30:58.960,0:31:04.240
in pennsylvania uh

0:31:00.399,0:31:06.080
ever you know chase all these guys

0:31:04.240,0:31:07.600
and those are young guys but there's old

0:31:06.080,0:31:09.039
guys that have been in the industry for

0:31:07.600,0:31:11.600
40 or 50 years

0:31:09.039,0:31:13.519
yeah yeah go to one of these events and

0:31:11.600,0:31:16.960
have a cup of coffee with them

0:31:13.519,0:31:17.279
uh it it'll pay for the full trip yeah

0:31:16.960,0:31:20.559
it's

0:31:17.279,0:31:22.960
it's every time i go i i get my

0:31:20.559,0:31:24.720
investment back just in sometimes it's a

0:31:22.960,0:31:27.200
nugget i didn't even learn in a

0:31:24.720,0:31:28.480
session i learned sitting at a table

0:31:27.200,0:31:31.279
with somebody

0:31:28.480,0:31:32.720
and i and i tell people go with your top

0:31:31.279,0:31:34.799
three questions

0:31:32.720,0:31:36.720
go with three questions that you've

0:31:34.799,0:31:38.080
already decided if i get the answers for

0:31:36.720,0:31:40.320
these these three questions

0:31:38.080,0:31:41.120
it was worth it it was worth it and then

0:31:40.320,0:31:43.440
start asking

0:31:41.120,0:31:44.559
everybody those questions and you'll get

0:31:43.440,0:31:46.399
some answers

0:31:44.559,0:31:48.080
that's a great point it's and and

0:31:46.399,0:31:49.279
actually that that

0:31:48.080,0:31:50.799
that that's a great because that's what

0:31:49.279,0:31:52.080
i didn't do the first couple of times is

0:31:50.799,0:31:54.000
i just went

0:31:52.080,0:31:56.240
ham i went i was like oh listen here

0:31:54.000,0:31:58.960
watch this get that download this

0:31:56.240,0:32:00.799
but as i would like the previous year

0:31:58.960,0:32:01.760
last year not last year i mean the year

0:32:00.799,0:32:04.559
before

0:32:01.760,0:32:05.679
yeah i went with an agenda i went with i

0:32:04.559,0:32:08.320
gotta go to that booth

0:32:05.679,0:32:08.720
i gotta talk to that guy i gotta talk to

0:32:08.320,0:32:11.919
her

0:32:08.720,0:32:13.919
i gotta talk to them i had an agenda and

0:32:11.919,0:32:14.480
my first day i could have left after my

0:32:13.919,0:32:16.799
first date

0:32:14.480,0:32:17.760
because i got everything i needed after

0:32:16.799,0:32:18.960
that first day

0:32:17.760,0:32:21.360
and again it's not just about the

0:32:18.960,0:32:23.200
conventions you know it's

0:32:21.360,0:32:25.120
check out the website guys you know go

0:32:23.200,0:32:26.640
on there uh

0:32:25.120,0:32:28.159
you know just talk to talk to the

0:32:26.640,0:32:30.480
membership team because there's more

0:32:28.159,0:32:32.240
on the site that we're not talking about

0:32:30.480,0:32:33.200
uh like one thing's this town hall thing

0:32:32.240,0:32:36.000
you guys are doing todd

0:32:33.200,0:32:36.799
like again i've been to a couple but

0:32:36.000,0:32:39.440
it's just you

0:32:36.799,0:32:40.799
you jump in absorb listen again you're

0:32:39.440,0:32:43.039
talking to your fellow peers

0:32:40.799,0:32:44.640
the whole everything about this to

0:32:43.039,0:32:46.720
everybody who's listening is

0:32:44.640,0:32:48.320
your colleagues it's your peer-to-peer

0:32:46.720,0:32:48.960
i'm big on it i don't know about anybody

0:32:48.320,0:32:52.320
else

0:32:48.960,0:32:54.799
i just feel that is the best learning

0:32:52.320,0:32:56.000
or teaching mechanism that i could offer

0:32:54.799,0:32:58.559
to somebody is

0:32:56.000,0:32:59.279
peer-to-peer it really is and those town

0:32:58.559,0:33:03.440
halls we

0:32:59.279,0:33:04.000
ricky uh we we uh had an emergency town

0:33:03.440,0:33:06.320
hall

0:33:04.000,0:33:07.679
to give our members a chance to get

0:33:06.320,0:33:09.440
together and talk about what was

0:33:07.679,0:33:11.519
happening with covet and

0:33:09.440,0:33:13.600
right some cities were knee-deep in it

0:33:11.519,0:33:15.919
and others that hadn't hit yet and

0:33:13.600,0:33:16.640
and uh kind of mirrored there what we

0:33:15.919,0:33:19.279
were doing

0:33:16.640,0:33:19.919
with our office pride franchisees but we

0:33:19.279,0:33:22.640
got these

0:33:19.919,0:33:23.519
uh contractors together of all sizes and

0:33:22.640,0:33:26.640
the amount of

0:33:23.519,0:33:29.039
sharing was unbelievable

0:33:26.640,0:33:30.559
and uh those were not recorded we wanted

0:33:29.039,0:33:30.799
people to be able just to get on there

0:33:30.559,0:33:33.519
and

0:33:30.799,0:33:33.919
ask questions and and not not worry

0:33:33.519,0:33:36.399
about

0:33:33.919,0:33:37.760
you know asking a stupid question ask a

0:33:36.399,0:33:39.360
stupid question the only

0:33:37.760,0:33:40.960
the only question that's not stupid is

0:33:39.360,0:33:41.279
the one you didn't ask what you didn't

0:33:40.960,0:33:43.360
ask

0:33:41.279,0:33:44.720
you really needed to know and and the

0:33:43.360,0:33:47.919
sharing was incredible

0:33:44.720,0:33:49.360
ricky we did 20 town halls in 2020

0:33:47.919,0:33:51.200
you know we got to where we were doing

0:33:49.360,0:33:52.240
them once a week and then every couple

0:33:51.200,0:33:53.600
of weeks and

0:33:52.240,0:33:55.440
now we're kind of on a once a month

0:33:53.600,0:33:57.760
schedule and i think those will continue

0:33:55.440,0:34:00.080
beyond covert yeah because the their

0:33:57.760,0:34:01.360
customers started shifting to even best

0:34:00.080,0:34:03.679
practices

0:34:01.360,0:34:05.440
uh i think it allowed our industry to

0:34:03.679,0:34:06.880
step up our ability to interact and

0:34:05.440,0:34:08.720
communicate

0:34:06.880,0:34:10.399
even more and especially new members

0:34:08.720,0:34:13.440
could jump on there

0:34:10.399,0:34:15.520
who never had attended an event so um

0:34:13.440,0:34:16.720
it turned out to be a really good thing

0:34:15.520,0:34:18.960
and i think

0:34:16.720,0:34:20.000
you know we really benefited from that

0:34:18.960,0:34:23.040
everybody gained

0:34:20.000,0:34:23.839
by participating this year so todd let's

0:34:23.040,0:34:25.599
do

0:34:23.839,0:34:26.879
let's end the call here which i hate

0:34:25.599,0:34:28.000
always ending because it's like it's

0:34:26.879,0:34:31.280
always got to come to an end

0:34:28.000,0:34:34.240
right but let's end with what is

0:34:31.280,0:34:35.599
a or a couple golden nuggets you've been

0:34:34.240,0:34:38.639
in the space for so long

0:34:35.599,0:34:40.879
um that you would offer to

0:34:38.639,0:34:42.320
like you know think about there's 30 000

0:34:40.879,0:34:42.960
new cleaning business orders that enter

0:34:42.320,0:34:46.560
the space

0:34:42.960,0:34:49.200
so what are just a couple tidbits

0:34:46.560,0:34:50.240
that you that if you knew when you were

0:34:49.200,0:34:52.000
you know again that's

0:34:50.240,0:34:53.679
the same question you talked about

0:34:52.000,0:34:55.760
before with your people in the

0:34:53.679,0:34:58.160
graduate school program is what would

0:34:55.760,0:35:01.040
you give to these new business owners

0:34:58.160,0:35:02.560
one or two nuggets you're referring to

0:35:01.040,0:35:03.839
maybe somebody who started a cleaning

0:35:02.560,0:35:06.079
business in the last year

0:35:03.839,0:35:07.520
in the last year especially during covet

0:35:06.079,0:35:10.960
like what what would you

0:35:07.520,0:35:14.160
say so uh my i would say

0:35:10.960,0:35:16.880
uh don't make any excuses

0:35:14.160,0:35:17.599
right because everybody's first year is

0:35:16.880,0:35:19.839
tough

0:35:17.599,0:35:20.720
i started in 1992 you started eight

0:35:19.839,0:35:22.800
years ago

0:35:20.720,0:35:24.079
uh but everybody's first year is tough

0:35:22.800,0:35:25.599
so

0:35:24.079,0:35:27.119
it would be easy for somebody who's

0:35:25.599,0:35:28.079
starting a clean business in the last

0:35:27.119,0:35:30.560
year to say

0:35:28.079,0:35:31.680
i picked the wrong year it's coveted i

0:35:30.560,0:35:34.480
can't go out and

0:35:31.680,0:35:35.359
you know knock on doors uh whatever

0:35:34.480,0:35:37.119
right so

0:35:35.359,0:35:38.640
i i would encourage you first of all

0:35:37.119,0:35:41.839
don't make excuses

0:35:38.640,0:35:45.200
to adjust it's a great great industry

0:35:41.839,0:35:48.240
um everybody's in the in a similar boat

0:35:45.200,0:35:50.400
so um learn from your mistakes

0:35:48.240,0:35:51.680
don't dwell on them that was my problem

0:35:50.400,0:35:54.160
i beat myself up

0:35:51.680,0:35:56.240
so much i would say go back learn from

0:35:54.160,0:35:58.079
your mistakes right i mean mistakes are

0:35:56.240,0:35:59.839
lessons but our responsibility is to be

0:35:58.079,0:36:02.720
the one doing the learning

0:35:59.839,0:36:03.040
or we kind of wasted a mistake so i

0:36:02.720,0:36:04.800
would

0:36:03.040,0:36:06.079
say learn from your mistakes don't give

0:36:04.800,0:36:10.320
up

0:36:06.079,0:36:11.839
persevere make the calls

0:36:10.320,0:36:13.920
have an attitude of gratitude be

0:36:11.839,0:36:17.520
thankful that you're getting to be in a

0:36:13.920,0:36:19.440
a business of your own and

0:36:17.520,0:36:21.359
uh it's in a great industry right now

0:36:19.440,0:36:23.200
yeah the cleaning industry's growing so

0:36:21.359,0:36:25.760
there are some industries

0:36:23.200,0:36:27.359
it doesn't matter what you do the future

0:36:25.760,0:36:28.160
of that industry probably isn't too

0:36:27.359,0:36:30.000
bright

0:36:28.160,0:36:31.760
uh the cleaning industry has a bright

0:36:30.000,0:36:32.160
future so i just want to encourage you

0:36:31.760,0:36:34.400
stay

0:36:32.160,0:36:35.280
the course that's what i would say don't

0:36:34.400,0:36:38.800
like that follow

0:36:35.280,0:36:40.800
your passion right and surround yourself

0:36:38.800,0:36:42.079
surround yourself with positive thinkers

0:36:40.800,0:36:43.599
who can encourage you

0:36:42.079,0:36:46.160
which is one of the great things about

0:36:43.599,0:36:48.079
an association like bscai like

0:36:46.160,0:36:49.520
ricky that's how you and i met when you

0:36:48.079,0:36:51.359
get to know others who are doing the

0:36:49.520,0:36:53.920
same thing you can encourage each other

0:36:51.359,0:36:55.200
yup that's it man thank todd i

0:36:53.920,0:36:57.920
appreciate it

0:36:55.200,0:36:58.640
so much uh everybody i'll have in the

0:36:57.920,0:37:00.640
description

0:36:58.640,0:37:02.880
um you know because i'm sure todd you

0:37:00.640,0:37:04.320
know you you were quick to respond to me

0:37:02.880,0:37:06.079
if anybody's got questions you want to

0:37:04.320,0:37:07.680
reach out todd todd

0:37:06.079,0:37:09.520
you know probably on linkedin is a good

0:37:07.680,0:37:12.079
time good place to reach out to

0:37:09.520,0:37:13.119
or we could share other other ways to

0:37:12.079,0:37:16.240
talk to todd

0:37:13.119,0:37:18.640
uh vscai.org guys check it out

0:37:16.240,0:37:20.480
do yourself a favor um and then if you

0:37:18.640,0:37:22.000
guys have any franchise questions again

0:37:20.480,0:37:25.200
office pride we'll have some information

0:37:22.000,0:37:27.520
on that but again guys we're here

0:37:25.200,0:37:28.960
to be a resource to help empower the

0:37:27.520,0:37:32.720
cleaning industry

0:37:28.960,0:37:35.599
uh again today was cleaning and coffee

0:37:32.720,0:37:36.079
but this is cleaning cocktails guys

0:37:35.599,0:37:38.160
another

0:37:36.079,0:37:39.920
season coming at you so many more

0:37:38.160,0:37:41.920
episodes so many more

0:37:39.920,0:37:43.680
people that i just i'm excited to bring

0:37:41.920,0:37:46.079
to you guys but again todd

0:37:43.680,0:37:49.040
thank you so much uh guys until the next

0:37:46.079,0:37:49.040
episode see ya