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[Music]

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hey everyone thank you for joining us

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for the cleaning and cocktails podcast

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this is where i get the opportunity to

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speak with fellow cleaning business

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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

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professionals in the industry

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from your manufacturers your suppliers

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trainers

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as well as other types of entrepreneurs

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my mission is to empower

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cleaning industry to inspire and

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motivate each and every one of you

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i want you guys to reach new heights of

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success and learn from one another

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my goal is to have you walk away with

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some tips secrets advice

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and opinions that are relevant to all of

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us in our day-to-day hustle and grind

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while we're out there in the field

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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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welcome to another episode of cleanit

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and cockpits

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uh this is the first episode of season

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two

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uh we had 19 episodes in the first

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season

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uh and i i felt funny

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right so again you know you guys the

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show is about

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about the industry the cleaning industry

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um fellow business owners like i got

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here john and matt

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um suppliers people from the software

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side people from manufacturing

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everything and anything cleaning related

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because it's a time

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you know it's a time to have shed a

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spotlight on our industry

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so what better than to talk shop with

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fellow cleaning business owners

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fellow people in our space uh because

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nobody knows it better than us right

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we're

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we're in this every day um i'm super

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super stoked

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to have john and matt with me on you

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guys i've grown to become very

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very close with friends colleagues we're

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in group messages not

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you know shooting [ __ ] with each other

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all the time so again

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cleaning the cocktails season two

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episode one

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we're gonna talk shop on building a team

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scaling your business and everything it

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takes to do that

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so without further ado john diesel camp

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here

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in louisville kentucky first class

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commercial cleaning

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and introduce yourself tell us

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how the hell you got into this uh

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wonderful

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glamorous sexy industry

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[Laughter]

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time out i always forget the cheers all

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right i'm gonna pick up your dreams god

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mad i gotta get better hey you think

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after 19 episodes you'd have that one

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figured out

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it says clean of the cocktails right

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there all right cheers guys thank you

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guys for taking a break

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all right john how about it

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all right well thanks ricky season two

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big deal man i appreciate being on

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episode

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one big deal i gotta

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start out with a bait do you need to

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tell a story how how we met

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so um i

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was at the issa slash

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bsci conference in dallas two years ago

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i think and

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uh we use a software called swept that

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many of y'all are probably familiar with

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uh on the on the operational side and i

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was at the swept booth talking the

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michael brown the

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founder who swept him and there was a

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guy there that was kind of hassling

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michael and uh and then talking about

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going to

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some mastermind meetup and uh i'm never

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shy to ask questions

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so that guy was ricky and i said hey

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what are you talking about he said no

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once you come along and he invited me

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over there and then

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i've since uh joined that mastermind

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group that

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jordan tom put together and all three of

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us are in that group and and then we've

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kind of just uh

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stayed in touch become friends since

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then i've gone up to see ricky's office

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in chicago it's pretty uh

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it's pretty neat so um as far as as far

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as my company uh

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you know actually tomorrow will be the

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five-year anniversary of when i

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started um congrats congrats congrats

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cheers today

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cheers today yeah so uh

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yeah not uh not to go into too much

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boring too much but i started the

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company

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yeah january 2016 prior to that i was in

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the

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financial banking business banking world

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for

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12 years always felt like uh um

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a little stiff in that in that suit

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wearing that every day you know

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uh not not just like physically but

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actually like just felt

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you know like i just i always feel like

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i had an entrepreneurial

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personality tendencies whatever always

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wanted to do it didn't know what to do

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uh didn't wasn't really an idea guy and

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obviously i picked cleaning but it ended

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up ended up being a good thing what i

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liked about the business

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was uh you know it it's a very it's a

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pretty simple business you're not going

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to

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reinvent cleaning itself but if you work

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if you work hard

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you know if you have a strong work ethic

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and some grit and you

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do what you say you're going to do

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you're honest you treat people well both

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your team

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your team members and your clients um

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you know you're better and you

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communicate halfway well you're better

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than a lot of the competition and

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i found found a lot of that to be true

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you know five years later so

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i started with just uh just me cleaning

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uh

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uh an office building just the common

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areas two days a week for 600 bucks a

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month

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uh the guy didn't even give me the five

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days a week he stayed with the other

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cleaner that didn't have insurance or

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didn't have anything

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and did a terrible job so i chose how

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much he didn't trust me

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at first and then i eventually earned

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the five day week business

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and then started getting some more

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buildings from there

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one by one like i like to say one toilet

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at a time and

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some small jobs in the beginning and

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then you know

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over over time just kind of bricked by

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bricks started

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starting adding more clients and at

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first it was me just cleaning

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for the first week after i took on a new

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client or my dad or

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whoever i can bring in and then so i

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knew the building i knew where

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everything was and every every corner of

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the building and then i could train the

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person

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to clean it and then i would jump off

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and go try to get a nut and go to the

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next one but

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um now you know fast forward to today

0:06:33.840,0:06:36.560
you know um

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i know some things you want me to touch

0:06:36.560,0:06:39.520
on uh so yeah we're in louisville

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kentucky by the way

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so uh and the greater louisville area is

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the

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only uh city we're in now although we

0:06:44.960,0:06:50.240
have plans for expansion but

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we have about 115 approximately team

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members today so they're

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you know uh 90 of those are part-time

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w-2 employees um and we did

0:06:58.960,0:07:03.199
just over 2 million in annual revenue in

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2020

0:07:03.199,0:07:08.919
um we clean 43

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facilities now i think we do it's about

0:07:08.919,0:07:12.000
1.7 1.8 million square feet something

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like that

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so you know our ideal customer is that

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mid to large you know office building

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we've kind of found a little bit of a

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niche in the class a office space

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um ideally owner occupied but we do a

0:07:24.880,0:07:29.280
little bit of multi-tenant stuff too so

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and then we also you know offer so our

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five night a week janitorial service is

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kind of our bread and butter but we also

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offer

0:07:33.440,0:07:38.000
carpet cleaning um you know floors

0:07:36.479,0:07:39.919
window cleaning

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that type of stuff considering getting

0:07:39.919,0:07:45.280
into construction uh cleanup in the next

0:07:42.160,0:07:47.520
year or two so uh i think that

0:07:45.280,0:07:49.039
pretty much covers it yeah we'll get

0:07:47.520,0:07:51.280
into i mean

0:07:49.039,0:07:53.520
you're just when i listen to you talk

0:07:51.280,0:07:55.120
john again it's and i'm mad i'm sure

0:07:53.520,0:07:56.840
you're the same way too it's like you

0:07:55.120,0:07:59.520
know

0:07:56.840,0:08:00.479
i know you like what you do you love

0:07:59.520,0:08:02.240
what you do

0:08:00.479,0:08:03.440
and it's like you've soaked so much in

0:08:02.240,0:08:04.960
and i can't believe you've only been in

0:08:03.440,0:08:06.160
the business for five years

0:08:04.960,0:08:08.560
all right and it's funny because i

0:08:06.160,0:08:11.759
remember i still remember that day

0:08:08.560,0:08:13.120
after show because you know my god it's

0:08:11.759,0:08:13.919
a lot of listeners don't go to these

0:08:13.120,0:08:15.599
shows

0:08:13.919,0:08:16.960
you know that's another push for me is

0:08:15.599,0:08:18.800
to you know

0:08:16.960,0:08:20.479
everybody who owns a cleaning business

0:08:18.800,0:08:23.280
should go to the issa show

0:08:20.479,0:08:24.639
should go to the bsc eye shows because

0:08:23.280,0:08:26.319
of this

0:08:24.639,0:08:28.400
right like we wouldn't have met each

0:08:26.319,0:08:30.240
other if it wasn't for that show

0:08:28.400,0:08:31.759
um the same goes for matt like that is

0:08:30.240,0:08:34.080
we have the same story

0:08:31.759,0:08:35.120
across all three of us is you know when

0:08:34.080,0:08:36.479
i met matt

0:08:35.120,0:08:39.680
we were like you know we were the young

0:08:36.479,0:08:42.560
guys um this predominantly you know

0:08:39.680,0:08:44.080
old-school legacy business where you

0:08:42.560,0:08:44.880
know i knew right away when i saw matt

0:08:44.080,0:08:47.120
at the

0:08:44.880,0:08:48.720
we were both i think in the new the new

0:08:47.120,0:08:52.160
member group or something right yeah

0:08:48.720,0:08:53.519
yeah you know it was at the show but

0:08:52.160,0:08:55.200
i think it was like a new member

0:08:53.519,0:08:57.040
reception or something wasn't it

0:08:55.200,0:08:59.839
yeah it was like i wasn't remember you

0:08:57.040,0:09:01.760
were remembered but it was

0:08:59.839,0:09:03.040
you just grab a team you know so that's

0:09:01.760,0:09:04.240
why

0:09:03.040,0:09:06.480
it's been a long time coming to have

0:09:04.240,0:09:09.279
both you guys on um john will get into

0:09:06.480,0:09:11.200
some more stuff because

0:09:09.279,0:09:12.720
there's some topics that i i really want

0:09:11.200,0:09:14.320
you to shed tonight on

0:09:12.720,0:09:16.160
for you know because you weren't there

0:09:14.320,0:09:17.920
too too long ago when

0:09:16.160,0:09:19.519
a lot of the a lot of the new business

0:09:17.920,0:09:21.440
owners right now

0:09:19.519,0:09:23.040
they feel stuck they don't know who to

0:09:21.440,0:09:24.480
talk to you know

0:09:23.040,0:09:26.080
don't get me wrong facebook groups are

0:09:24.480,0:09:26.800
great too but you needed this

0:09:26.080,0:09:28.640
peer-to-peer

0:09:26.800,0:09:30.240
that we're doing right now and you know

0:09:28.640,0:09:32.240
hopefully we'll touch more on that

0:09:30.240,0:09:33.760
but matt why don't you take it away you

0:09:32.240,0:09:35.600
know you guys matt's from the

0:09:33.760,0:09:37.040
pennsylvania area and

0:09:35.600,0:09:39.519
you know i've got another young guy

0:09:37.040,0:09:40.160
that's just got a group good grip on the

0:09:39.519,0:09:42.399
business man

0:09:40.160,0:09:43.519
so there shed some light you know let us

0:09:42.399,0:09:45.200
get to know you too man

0:09:43.519,0:09:46.880
yeah i appreciate that ricky first i

0:09:45.200,0:09:50.000
want to say you know

0:09:46.880,0:09:50.640
congrats to john five years um that's a

0:09:50.000,0:09:53.360
huge

0:09:50.640,0:09:54.880
accomplishment right uh statistically

0:09:53.360,0:09:56.959
speaking most companies

0:09:54.880,0:09:58.880
you know 45 percent of companies fail in

0:09:56.959,0:10:00.320
the first five years so

0:09:58.880,0:10:01.839
you know you've made it over that pump

0:10:00.320,0:10:03.839
that's a huge hump john so you should be

0:10:01.839,0:10:05.440
proud of that

0:10:03.839,0:10:07.360
you know both you and ricky have started

0:10:05.440,0:10:08.079
something that was something you started

0:10:07.360,0:10:09.519
from nothing

0:10:08.079,0:10:12.480
i'm a little bit different because i

0:10:09.519,0:10:15.279
start i come in as a second generation

0:10:12.480,0:10:16.959
so i have a little bit different um

0:10:15.279,0:10:20.240
approach i guess you could say

0:10:16.959,0:10:22.240
so my name is matt terryberry and i

0:10:20.240,0:10:23.760
work for a company called bnt building

0:10:22.240,0:10:25.440
services we

0:10:23.760,0:10:27.279
just changed our name it was bnt

0:10:25.440,0:10:29.839
contractors but we changed it

0:10:27.279,0:10:31.200
at the beginning of the year we were

0:10:29.839,0:10:34.079
getting phone calls you know can we come

0:10:31.200,0:10:34.079
do construction work

0:10:34.320,0:10:37.360
we're like no we can't but uh we'll

0:10:35.920,0:10:40.640
clean your building

0:10:37.360,0:10:43.200
so uh yeah i start as a second

0:10:40.640,0:10:44.640
generation it's one of those things that

0:10:43.200,0:10:47.600
i've been in the business since

0:10:44.640,0:10:49.279
you know i can remember right when i was

0:10:47.600,0:10:50.560
young i would come into the office with

0:10:49.279,0:10:52.480
my parents and

0:10:50.560,0:10:53.839
um just hang out with them while they

0:10:52.480,0:10:54.320
were doing payroll and things like that

0:10:53.839,0:10:56.399
ever

0:10:54.320,0:10:57.680
i never really got to see the tough

0:10:56.399,0:11:01.839
times at the beginning that they

0:10:57.680,0:11:01.839
they talked about like you know

0:11:01.920,0:11:04.720
they would pay all their bills and

0:11:03.360,0:11:06.240
things like that but there wasn't money

0:11:04.720,0:11:07.920
left over at the end to pay themselves

0:11:06.240,0:11:11.440
and that's what like a lot of

0:11:07.920,0:11:13.279
new um business owners have that right

0:11:11.440,0:11:14.720
you come in and you gotta pay expenses

0:11:13.279,0:11:15.920
you got to pay your employees and then

0:11:14.720,0:11:17.440
at the end of the day there might not be

0:11:15.920,0:11:20.959
anything left over for you but

0:11:17.440,0:11:22.240
um so i can appreciate the grind that

0:11:20.959,0:11:23.680
they put in and that's the same thing

0:11:22.240,0:11:27.200
that both of you have done

0:11:23.680,0:11:30.079
um and i have that appreciation

0:11:27.200,0:11:31.120
for that hard work but yeah so i've been

0:11:30.079,0:11:32.000
in the business ever since i can

0:11:31.120,0:11:34.959
remember

0:11:32.000,0:11:36.320
grew up coming around the office uh when

0:11:34.959,0:11:37.040
i was in high school i was cleaning

0:11:36.320,0:11:39.519
buildings

0:11:37.040,0:11:40.399
in town here when i was in high school

0:11:39.519,0:11:41.760
so after

0:11:40.399,0:11:44.399
after school i'd go and clean a couple

0:11:41.760,0:11:45.839
buildings and uh

0:11:44.399,0:11:47.519
you know in college i didn't know what i

0:11:45.839,0:11:48.880
wanted to do so i just kept working here

0:11:47.519,0:11:50.399
part-time and

0:11:48.880,0:11:51.839
never really thought that i was going to

0:11:50.399,0:11:52.639
be in the janitorial business it just

0:11:51.839,0:11:55.519
kind of

0:11:52.639,0:11:56.560
found me so that was a little bit

0:11:55.519,0:11:58.959
different approach because a lot of

0:11:56.560,0:12:00.399
people want to have that life change or

0:11:58.959,0:12:02.240
they want to start something new but i

0:12:00.399,0:12:03.200
just kind of fell into it i didn't know

0:12:02.240,0:12:04.880
what i wanted to do

0:12:03.200,0:12:07.519
went to school for business management

0:12:04.880,0:12:09.680
and then went got my master's in finance

0:12:07.519,0:12:12.800
and then was like hey this thing's kind

0:12:09.680,0:12:16.079
of cool so i'm gonna stick with it and

0:12:12.800,0:12:18.959
you know that was back in 2013 so

0:12:16.079,0:12:20.880
here we are almost eight years later and

0:12:18.959,0:12:22.000
it's pretty crazy but it's been a really

0:12:20.880,0:12:26.000
fun ride

0:12:22.000,0:12:29.360
and i've got to see the business through

0:12:26.000,0:12:31.120
many different um i guess

0:12:29.360,0:12:32.399
roles because you know i started at the

0:12:31.120,0:12:34.639
bottom i wasn't one of those ones that

0:12:32.399,0:12:36.160
just came in right at the top so

0:12:34.639,0:12:37.519
i started out cleaning started out

0:12:36.160,0:12:38.000
delivering supplies checking out

0:12:37.519,0:12:40.560
accounts

0:12:38.000,0:12:42.160
that type of thing started in operations

0:12:40.560,0:12:45.279
a little bit moved to marketing

0:12:42.160,0:12:46.480
into sales business development and now

0:12:45.279,0:12:47.440
i'm kind of running the show for our

0:12:46.480,0:12:50.079
business

0:12:47.440,0:12:51.120
and our business b t building services

0:12:50.079,0:12:53.519
we do work in

0:12:51.120,0:12:55.120
pennsylvania new york we do both

0:12:53.519,0:12:56.079
janitorial services and concrete

0:12:55.120,0:12:57.519
coatings

0:12:56.079,0:13:01.120
so we're a little unique because we

0:12:57.519,0:13:02.480
offer a service that

0:13:01.120,0:13:03.600
you know many other bscs don't

0:13:02.480,0:13:05.519
necessarily offer and that's the

0:13:03.600,0:13:07.680
concrete side so we go in and

0:13:05.519,0:13:09.120
we resurface concrete most of our

0:13:07.680,0:13:10.399
customers are manufacturing because

0:13:09.120,0:13:12.399
that's what's here in

0:13:10.399,0:13:13.839
uh western pennsylvania new york so i

0:13:12.399,0:13:15.920
would say about 65

0:13:13.839,0:13:17.279
of our customers are manufacturing and

0:13:15.920,0:13:18.880
that's kind of our bread and butter

0:13:17.279,0:13:20.800
a little bit different than john and

0:13:18.880,0:13:22.000
yourself uh coming from a little bit

0:13:20.800,0:13:24.000
bigger cities

0:13:22.000,0:13:25.839
we do a lot of work in the rural market

0:13:24.000,0:13:27.600
so we're in between basically buffalo

0:13:25.839,0:13:30.639
new york and pittsburgh pa

0:13:27.600,0:13:31.519
we do everything in between there um so

0:13:30.639,0:13:33.920
my parents

0:13:31.519,0:13:35.519
i want to jump in real quick yeah i just

0:13:33.920,0:13:37.519
again i know we've got a couple

0:13:35.519,0:13:39.120
questions i want to touch on but

0:13:37.519,0:13:41.040
hearing stuff i always like to jump into

0:13:39.120,0:13:44.240
something if i if i hear something

0:13:41.040,0:13:46.720
yeah and it's it's just it's crazy how

0:13:44.240,0:13:47.600
your target market is so different than

0:13:46.720,0:13:50.560
ours

0:13:47.600,0:13:52.639
which is so different than john's yeah

0:13:50.560,0:13:55.519
we've all seen success

0:13:52.639,0:13:57.680
so like that goes to show you know the

0:13:55.519,0:13:59.519
market really can't dictate

0:13:57.680,0:14:02.079
success right so some people would say

0:13:59.519,0:14:05.120
oh right chicago easy to have

0:14:02.079,0:14:06.880
a you know a roaring business you know

0:14:05.120,0:14:09.920
there's buildings everywhere

0:14:06.880,0:14:10.560
but like i don't have manufacturing i

0:14:09.920,0:14:12.160
don't have

0:14:10.560,0:14:13.839
commercial office buildings like john

0:14:12.160,0:14:14.880
does right like you guys have we all

0:14:13.839,0:14:18.560
three have

0:14:14.880,0:14:21.040
such different clientele and we've

0:14:18.560,0:14:22.560
you know hit those those revenues that

0:14:21.040,0:14:24.160
you know a lot of people strive for and

0:14:22.560,0:14:25.839
we're striving for much more

0:14:24.160,0:14:27.760
but again it's just a point i wanted to

0:14:25.839,0:14:30.079
point out that

0:14:27.760,0:14:32.079
you have to everybody needs to worry

0:14:30.079,0:14:34.240
about the market they're in but look at

0:14:32.079,0:14:36.480
everybody's market you can find

0:14:34.240,0:14:38.240
clientele and you can find success

0:14:36.480,0:14:39.760
yeah no absolutely i think you know it

0:14:38.240,0:14:41.519
really depends on where you're located

0:14:39.760,0:14:44.079
and and what that little niche is

0:14:41.519,0:14:46.399
because whether you're in a rural market

0:14:44.079,0:14:47.920
or you know you're more in a a city

0:14:46.399,0:14:50.160
market

0:14:47.920,0:14:51.920
uh that customer looks different right

0:14:50.160,0:14:53.440
so there's people in your market that

0:14:51.920,0:14:55.120
are taking those bigger buildings

0:14:53.440,0:14:56.959
you got that big competition you got the

0:14:55.120,0:14:58.480
big players then you got the middle

0:14:56.959,0:14:58.959
players and you got your small players

0:14:58.480,0:15:00.959
so there's

0:14:58.959,0:15:02.959
there's a little bit for everybody there

0:15:00.959,0:15:05.279
uh and it just changes per

0:15:02.959,0:15:06.240
demographic area i mean like john has

0:15:05.279,0:15:08.240
he's got a

0:15:06.240,0:15:10.000
completely different landscape than you

0:15:08.240,0:15:11.040
still a large city but it's completely

0:15:10.000,0:15:14.079
different than us too

0:15:11.040,0:15:16.079
so yeah absolutely well yeah

0:15:14.079,0:15:17.360
if i can add one thing on that too i i

0:15:16.079,0:15:20.000
think for

0:15:17.360,0:15:21.600
you know the maybe the the one that is

0:15:20.000,0:15:23.199
out there that are just getting started

0:15:21.600,0:15:25.199
or trying to figure out which

0:15:23.199,0:15:26.800
niche or whatever to go into you know i

0:15:25.199,0:15:28.720
think location is big too

0:15:26.800,0:15:29.920
right like matt doesn't can't say i'm

0:15:28.720,0:15:32.320
going to do class abilities because

0:15:29.920,0:15:33.680
there aren't any around him right yeah

0:15:32.320,0:15:35.759
in our city there's a little bit of

0:15:33.680,0:15:36.480
everything but i think it's knowing

0:15:35.759,0:15:39.519
yourself

0:15:36.480,0:15:41.759
and being self-aware and like so i i

0:15:39.519,0:15:43.440
worked at a bank for 12 years so i was

0:15:41.759,0:15:44.800
used to working in a class a building i

0:15:43.440,0:15:46.480
felt comfortable in it i didn't

0:15:44.800,0:15:48.480
i grew up working in a manufacturing

0:15:46.480,0:15:50.480
plant had i done that

0:15:48.480,0:15:52.000
i'd probably have 40 manufacturing

0:15:50.480,0:15:53.360
plants instead of

0:15:52.000,0:15:55.279
you know so you kind of know yourself

0:15:53.360,0:15:57.120
and your strengths where your actions

0:15:55.279,0:15:58.320
are too where you feel comfortable

0:15:57.120,0:16:00.880
you know do you feel comfortable working

0:15:58.320,0:16:02.560
with the facility manager of a class a

0:16:00.880,0:16:05.360
building or maybe even a

0:16:02.560,0:16:07.040
professional office manager lady or ceo

0:16:05.360,0:16:09.759
or are you more of a

0:16:07.040,0:16:10.320
you know manufacturing type of person so

0:16:09.759,0:16:12.000
because

0:16:10.320,0:16:13.360
i see a lot of those facebook groups or

0:16:12.000,0:16:15.839
whatever it may be like

0:16:13.360,0:16:17.279
what's the right target market what's

0:16:15.839,0:16:18.959
the wrong one is it small

0:16:17.279,0:16:20.639
big manufacturing there really is no

0:16:18.959,0:16:22.560
right or wrong answer it's

0:16:20.639,0:16:23.920
what's the right thing like ricky you

0:16:22.560,0:16:25.120
have a lot a lot of success with

0:16:23.920,0:16:27.279
restaurants and

0:16:25.120,0:16:29.120
the service industry and other people

0:16:27.279,0:16:30.560
would say that's crazy that's terrible

0:16:29.120,0:16:31.199
but there really is no right or wrong

0:16:30.560,0:16:33.360
they're all gonna

0:16:31.199,0:16:34.880
it really isn't yeah it's right yeah

0:16:33.360,0:16:37.839
market dictates that

0:16:34.880,0:16:39.199
for us but like you said yeah being

0:16:37.839,0:16:42.560
familiar

0:16:39.199,0:16:44.639
with the surrounding that type of space

0:16:42.560,0:16:46.639
that's true too that's a good point

0:16:44.639,0:16:49.040
yeah no absolutely and to go off john's

0:16:46.639,0:16:49.040
statement

0:16:49.279,0:16:52.320
at first it's trying not to do too many

0:16:51.120,0:16:54.399
things right

0:16:52.320,0:16:55.680
um find that kind of niche where you

0:16:54.399,0:16:58.320
work that's what i do best

0:16:55.680,0:16:59.839
too many things at one time yeah yeah

0:16:58.320,0:17:01.279
but like just trying to find that niche

0:16:59.839,0:17:02.720
at first you know if you're doing a lot

0:17:01.279,0:17:03.440
of manufacturing and you're doing really

0:17:02.720,0:17:06.240
well at it

0:17:03.440,0:17:08.400
or same thing for restaurants banks like

0:17:06.240,0:17:09.760
whatever you're servicing just

0:17:08.400,0:17:11.760
if you're doing really well at it keep

0:17:09.760,0:17:13.120
doing that until you can expand into

0:17:11.760,0:17:14.799
that next division

0:17:13.120,0:17:16.959
yeah just because sometimes you spread

0:17:14.799,0:17:18.480
yourself so thin uh too quickly

0:17:16.959,0:17:22.319
especially starting

0:17:18.480,0:17:24.240
yep so guys next so so uh

0:17:22.319,0:17:25.919
again so much stuff to talk about man i

0:17:24.240,0:17:27.439
mean like you know we could talk for

0:17:25.919,0:17:29.679
days here on so many topics

0:17:27.439,0:17:31.120
you know we talk again people so

0:17:29.679,0:17:32.960
everybody's listening

0:17:31.120,0:17:35.120
these are guys that i'm text messaging

0:17:32.960,0:17:38.400
at one in the morning 10 at night

0:17:35.120,0:17:39.600
8 a.m we have so many conversations but

0:17:38.400,0:17:41.840
i love that we

0:17:39.600,0:17:43.679
we continue to have different

0:17:41.840,0:17:45.600
conversations right so like

0:17:43.679,0:17:47.200
one conversation that i want to touch on

0:17:45.600,0:17:50.160
and the main point that i want to kick

0:17:47.200,0:17:51.919
this off with too is

0:17:50.160,0:17:53.919
the audience and the people that are

0:17:51.919,0:17:55.360
starting off right now and because i get

0:17:53.919,0:17:59.280
this question a lot

0:17:55.360,0:18:00.320
is rick when when do i know i'm starting

0:17:59.280,0:18:02.640
to grow

0:18:00.320,0:18:04.640
or how do i grow like you know i'm not

0:18:02.640,0:18:06.240
lucky rick i didn't have my wife to be

0:18:04.640,0:18:06.640
my business partner i didn't have my

0:18:06.240,0:18:08.799
brother

0:18:06.640,0:18:11.039
as my i don't have i'm not second

0:18:08.799,0:18:13.280
generation come into a business so

0:18:11.039,0:18:14.960
you know some it's lonely it's a lonely

0:18:13.280,0:18:16.400
business john maybe you

0:18:14.960,0:18:18.799
felt that in the beginning but he's like

0:18:16.400,0:18:21.280
you said he had family too but

0:18:18.799,0:18:22.400
what do you guys remember matt this may

0:18:21.280,0:18:24.400
be a little different for you because

0:18:22.400,0:18:26.400
you're coming in after it's existing

0:18:24.400,0:18:29.200
but god let's start with you while matt

0:18:26.400,0:18:31.520
can think of an example too is

0:18:29.200,0:18:32.799
what was that you know first hire johnny

0:18:31.520,0:18:35.679
you said

0:18:32.799,0:18:37.360
i'm ready i trust other people right

0:18:35.679,0:18:40.160
because trust is a big thing

0:18:37.360,0:18:40.559
and it just took one thing off your

0:18:40.160,0:18:43.520
plate

0:18:40.559,0:18:44.720
that you were like oh i can work on on

0:18:43.520,0:18:48.160
the business now

0:18:44.720,0:18:51.039
versus continuously in the business

0:18:48.160,0:18:53.280
yeah i think uh um and maybe to take a

0:18:51.039,0:18:56.480
step back i think it started with those

0:18:53.280,0:18:58.160
first couple jobs of

0:18:56.480,0:18:59.679
trying to price things correctly in the

0:18:58.160,0:19:01.200
front end so

0:18:59.679,0:19:04.960
you're starting out and you're cleaning

0:19:01.200,0:19:07.679
sometimes people price the job

0:19:04.960,0:19:09.120
and don't include paying themselves or

0:19:07.679,0:19:10.640
replacing themselves to

0:19:09.120,0:19:12.559
that same job right like right when

0:19:10.640,0:19:14.240
you're starting out well then if you if

0:19:12.559,0:19:15.760
you go if you go out of it and you put

0:19:14.240,0:19:17.440
somebody in there

0:19:15.760,0:19:18.960
uh then you got to pay him you know you

0:19:17.440,0:19:21.760
may not have the profit so i think

0:19:18.960,0:19:22.880
that's a a big point is when you start

0:19:21.760,0:19:24.640
off is to

0:19:22.880,0:19:27.200
price it like you're you're not cleaning

0:19:24.640,0:19:30.400
you're hiring somebody else to do it

0:19:27.200,0:19:30.880
which i was able to able to do and then

0:19:30.400,0:19:32.799
you know

0:19:30.880,0:19:34.240
um so i think that that's important but

0:19:32.799,0:19:36.480
um

0:19:34.240,0:19:38.880
you know it's one of those things where

0:19:36.480,0:19:41.280
it's a gradual thing where you

0:19:38.880,0:19:42.799
clean you know part of the like you know

0:19:41.280,0:19:43.360
i cleaned all the time and then i went

0:19:42.799,0:19:46.559
to clean

0:19:43.360,0:19:48.640
80 70 of the time and then i hired

0:19:46.559,0:19:50.080
one person to work with me and then i

0:19:48.640,0:19:51.440
got another job and then i hired

0:19:50.080,0:19:53.120
somebody else

0:19:51.440,0:19:54.799
to kind of work with them so those first

0:19:53.120,0:19:56.640
couple hires

0:19:54.799,0:19:58.640
um and even from the very beginning i

0:19:56.640,0:20:02.159
tried to hire on

0:19:58.640,0:20:04.159
uh the person uh not the experience

0:20:02.159,0:20:05.440
so you know they're you know do they

0:20:04.159,0:20:08.320
have you know

0:20:05.440,0:20:10.080
are they i mean to very simplify it are

0:20:08.320,0:20:13.200
they a good person

0:20:10.080,0:20:15.039
um can you trust them and they seem to

0:20:13.200,0:20:15.679
have a work ethic and some energy about

0:20:15.039,0:20:18.240
them

0:20:15.679,0:20:20.080
um you know i think about a little bit

0:20:18.240,0:20:21.760
more but that's pretty much what it was

0:20:20.080,0:20:24.640
and i had a couple of those people in

0:20:21.760,0:20:26.159
the beginning that i could rely on

0:20:24.640,0:20:28.159
that knew how to clean and then i kind

0:20:26.159,0:20:30.159
of just one building at a time

0:20:28.159,0:20:32.000
would kind of i'm clean for the first

0:20:30.159,0:20:34.880
week get it get it going

0:20:32.000,0:20:36.640
and then i would figure out how long it

0:20:34.880,0:20:39.200
would take to do the job

0:20:36.640,0:20:39.760
um so i knew that if it took four hours

0:20:39.200,0:20:42.320
no guys

0:20:39.760,0:20:43.120
i know i did it it only takes two and

0:20:42.320,0:20:45.600
then it was just

0:20:43.120,0:20:46.640
you know then i hired an area supervisor

0:20:45.600,0:20:49.440
part-time like

0:20:46.640,0:20:50.880
25-30 hours a week once i had a few

0:20:49.440,0:20:52.640
three four buildings

0:20:50.880,0:20:55.360
um and you know at that point too it's a

0:20:52.640,0:20:57.039
scary thing for people to listen because

0:20:55.360,0:20:58.720
you know financially you're like can i

0:20:57.039,0:21:00.400
do it you know

0:20:58.720,0:21:02.080
and then it's one of those things where

0:21:00.400,0:21:02.960
you have to take a risk as an

0:21:02.080,0:21:04.960
entrepreneur and

0:21:02.960,0:21:07.200
you know take maybe one or two steps

0:21:04.960,0:21:09.600
back to take five steps forward

0:21:07.200,0:21:10.799
um and then it kind of goes back to

0:21:09.600,0:21:14.000
always be

0:21:10.799,0:21:15.280
selling and always be recruiting don't

0:21:14.000,0:21:16.960
wait until

0:21:15.280,0:21:19.360
you feel like you have that one job in

0:21:16.960,0:21:20.799
place you kind of have to

0:21:19.360,0:21:22.720
jump off a cliff and build a plane on

0:21:20.799,0:21:25.600
the way down kind of thing

0:21:22.720,0:21:27.760
um but you know hiring that first

0:21:25.600,0:21:30.960
supervisor that helped train

0:21:27.760,0:21:33.280
fill in inspect you know

0:21:30.960,0:21:34.880
supplies all that stuff really helped me

0:21:33.280,0:21:36.720
a lot and you know i paid them two bucks

0:21:34.880,0:21:37.520
more an hour than i did the cleaners or

0:21:36.720,0:21:38.960
whatever

0:21:37.520,0:21:40.640
that was probably the first big one then

0:21:38.960,0:21:42.320
the real big first one was an area

0:21:40.640,0:21:44.480
manager at some point but

0:21:42.320,0:21:45.679
i won't go too far into that does that

0:21:44.480,0:21:47.280
kind of answer your question yeah

0:21:45.679,0:21:49.520
no yeah because i want to talk about the

0:21:47.280,0:21:51.360
area manager world too because

0:21:49.520,0:21:52.880
you know what you know matt will let you

0:21:51.360,0:21:56.080
jump into but

0:21:52.880,0:21:59.280
because even for me five years in

0:21:56.080,0:22:01.039
is when i first knew really what an air

0:21:59.280,0:22:02.720
commander was for me right like

0:22:01.039,0:22:05.039
i had multiple people doing multiple

0:22:02.720,0:22:07.440
roles and i ended up realizing

0:22:05.039,0:22:08.480
was that area manager i just didn't know

0:22:07.440,0:22:10.080
at the time

0:22:08.480,0:22:12.240
but we'll touch on area manager because

0:22:10.080,0:22:15.440
i think that's a crucial

0:22:12.240,0:22:16.559
crucial role for an organization for

0:22:15.440,0:22:20.000
when you really step

0:22:16.559,0:22:22.000
out of a lot of the the daily tasks

0:22:20.000,0:22:23.679
at that point and that pricing on the

0:22:22.000,0:22:25.840
front end so important so you have

0:22:23.679,0:22:27.600
room to step back and put that person in

0:22:25.840,0:22:29.679
place yeah no you're right

0:22:27.600,0:22:31.440
you don't then you can't you know people

0:22:29.679,0:22:33.360
yeah because you think about it and that

0:22:31.440,0:22:34.960
that raises the bar for

0:22:33.360,0:22:37.039
the competition of the industry because

0:22:34.960,0:22:38.400
if you're you're bidding jobs in 20 an

0:22:37.039,0:22:40.080
hour

0:22:38.400,0:22:41.919
you're making it tough on the rest of

0:22:40.080,0:22:42.240
the industry because at that point you

0:22:41.919,0:22:45.039
are

0:22:42.240,0:22:47.039
thinking about you know you're just off

0:22:45.039,0:22:47.679
well i you know i'll pay myself 15 16

0:22:47.039,0:22:50.640
and i'll you know

0:22:47.679,0:22:52.320
make profit whatever the case is that's

0:22:50.640,0:22:54.480
a very good point because it really does

0:22:52.320,0:22:57.440
come down to pricing because

0:22:54.480,0:22:58.640
that starts the whole the rest of the

0:22:57.440,0:23:01.120
process

0:22:58.640,0:23:02.720
so matt what about i'm interested in

0:23:01.120,0:23:03.440
your perspective coming into the

0:23:02.720,0:23:06.159
business

0:23:03.440,0:23:08.559
like what did you did you see a higher

0:23:06.159,0:23:10.720
that you saw that stuck out to you or

0:23:08.559,0:23:12.720
were you that higher for your family

0:23:10.720,0:23:14.159
like what is

0:23:12.720,0:23:16.799
yeah no that's i think that's a great

0:23:14.159,0:23:17.760
question um so our perspective is a

0:23:16.799,0:23:19.760
little bit different

0:23:17.760,0:23:21.360
but i think it's still valid for many

0:23:19.760,0:23:23.600
companies because

0:23:21.360,0:23:25.919
when i came on board you know we were

0:23:23.600,0:23:28.559
probably about 25 years in

0:23:25.919,0:23:30.480
we were still just a small mom-and-pop

0:23:28.559,0:23:32.480
like janitorial company right we were

0:23:30.480,0:23:35.039
we're only doing a million and a half

0:23:32.480,0:23:36.400
25 years in but like they were

0:23:35.039,0:23:38.080
comfortable that was

0:23:36.400,0:23:39.600
you know what was good so we just kind

0:23:38.080,0:23:42.080
of stayed right there

0:23:39.600,0:23:43.840
and my parents real for i would say

0:23:42.080,0:23:46.159
their first hire that really helped them

0:23:43.840,0:23:48.000
was somebody that was on the sales side

0:23:46.159,0:23:49.760
he did sales and he did a little bit of

0:23:48.000,0:23:50.000
operation so he helped take a lot of

0:23:49.760,0:23:52.320
that

0:23:50.000,0:23:53.440
initial burden off so he came with a

0:23:52.320,0:23:55.840
sales background

0:23:53.440,0:23:58.080
um but he helped them in that that

0:23:55.840,0:24:00.000
aspect and

0:23:58.080,0:24:02.159
he he's still with us today and you've

0:24:00.000,0:24:05.760
met him uh we were in chicago as pick

0:24:02.159,0:24:07.760
um yeah so uh that was i think their

0:24:05.760,0:24:09.120
first real hire that really helped them

0:24:07.760,0:24:10.880
from just them doing everything because

0:24:09.120,0:24:11.760
at first you know mom and dad were

0:24:10.880,0:24:12.799
cleaning at night

0:24:11.760,0:24:14.960
they were going out in the morning

0:24:12.799,0:24:16.640
picking up checks uh things like that

0:24:14.960,0:24:18.240
and then paying what little staff they

0:24:16.640,0:24:20.400
had at the time

0:24:18.240,0:24:21.360
fast forward to when i came on i started

0:24:20.400,0:24:23.919
with marketing

0:24:21.360,0:24:26.080
started expanding from there and i saw a

0:24:23.919,0:24:29.039
business that was

0:24:26.080,0:24:30.320
you know well established but it had so

0:24:29.039,0:24:31.440
much more potential than what it was

0:24:30.320,0:24:32.640
doing

0:24:31.440,0:24:34.240
you know everything was still pen and

0:24:32.640,0:24:35.120
paper there wasn't like a lot of

0:24:34.240,0:24:37.679
processes

0:24:35.120,0:24:39.360
or processes or anything like that not a

0:24:37.679,0:24:40.240
lot of people either there was a staff

0:24:39.360,0:24:41.840
of really three

0:24:40.240,0:24:43.760
my mom dad and one other person that

0:24:41.840,0:24:46.480
were running everything

0:24:43.760,0:24:48.400
so my whole thing was hey let's put some

0:24:46.480,0:24:50.640
kind of structure in place here

0:24:48.400,0:24:52.480
that we can reproduce and we can grow

0:24:50.640,0:24:54.799
and that we can replicate

0:24:52.480,0:24:56.000
so one thing that we did was we've been

0:24:54.799,0:24:57.360
trying to figure out that whole area

0:24:56.000,0:24:59.760
manager thing like you said you're five

0:24:57.360,0:25:01.919
years in we're 25 years in 30 years and

0:24:59.760,0:25:04.320
we're still trying to figure it out so

0:25:01.919,0:25:05.919
um for anybody that's starting like if

0:25:04.320,0:25:07.200
you can figure that out right away

0:25:05.919,0:25:09.760
like john said if you can get that

0:25:07.200,0:25:11.120
person that's starting to supervise

0:25:09.760,0:25:12.320
and know their role and have them in the

0:25:11.120,0:25:13.600
right position i think it's going to be

0:25:12.320,0:25:16.480
super effective

0:25:13.600,0:25:17.600
yeah so this year alone we just kind of

0:25:16.480,0:25:19.600
uh

0:25:17.600,0:25:21.520
looked at what we were doing and thought

0:25:19.600,0:25:23.039
hey this isn't super effective let's

0:25:21.520,0:25:25.440
start to build this out more area

0:25:23.039,0:25:27.679
managers promoted someone

0:25:25.440,0:25:29.279
to regional manager that oversees all

0:25:27.679,0:25:30.480
our operations and i would say that's

0:25:29.279,0:25:32.480
really

0:25:30.480,0:25:33.520
since i've been here our big hire that

0:25:32.480,0:25:36.000
has uh

0:25:33.520,0:25:37.679
really taken a lot off my plate uh

0:25:36.000,0:25:40.240
somebody that oversees

0:25:37.679,0:25:41.440
all of our operations and and he was

0:25:40.240,0:25:43.679
promoted up from

0:25:41.440,0:25:46.240
our one of our area managers actually he

0:25:43.679,0:25:47.440
was an area manager for about four years

0:25:46.240,0:25:49.520
and then just became our regional

0:25:47.440,0:25:50.880
manager and

0:25:49.520,0:25:53.120
so i would say that's kind of our first

0:25:50.880,0:25:56.960
big hire since i've really had

0:25:53.120,0:25:59.679
an impact in it that's helped us but

0:25:56.960,0:26:01.600
yeah well i mean i say we jump right

0:25:59.679,0:26:05.440
into area manager right because i think

0:26:01.600,0:26:07.679
this is such a such a topic to

0:26:05.440,0:26:09.760
you know because first of all john super

0:26:07.679,0:26:12.159
impressed the fact that you have

0:26:09.760,0:26:14.240
even not that okay then you shouldn't

0:26:12.159,0:26:15.760
know what area manager is but year three

0:26:14.240,0:26:17.520
i remember you're four i think you're

0:26:15.760,0:26:18.880
already talking about this

0:26:17.520,0:26:20.559
you know me and matt are probably like

0:26:18.880,0:26:23.200
man we're already like you know

0:26:20.559,0:26:24.320
five plus years in ice we're still i'm

0:26:23.200,0:26:28.400
still trying to figure it out

0:26:24.320,0:26:30.799
so you know kudos to you to to

0:26:28.400,0:26:32.480
figure that part out because i'll tell

0:26:30.799,0:26:35.679
you when now that we have a few

0:26:32.480,0:26:37.120
area managers it's like man they take

0:26:35.679,0:26:39.600
such a burden off

0:26:37.120,0:26:40.240
of the in-office management team right

0:26:39.600,0:26:42.240
because

0:26:40.240,0:26:43.919
you got to think about you still as you

0:26:42.240,0:26:45.919
grow you need

0:26:43.919,0:26:47.039
somebody needs to do payroll somebody

0:26:45.919,0:26:48.960
needs to do hr

0:26:47.039,0:26:51.440
somebody needs to be the office manager

0:26:48.960,0:26:54.000
like so many roles

0:26:51.440,0:26:55.919
have to exist in the office environment

0:26:54.000,0:26:57.440
to build camaraderie and build like a

0:26:55.919,0:26:58.559
foundation for employees

0:26:57.440,0:27:00.159
you know because you start recruiting

0:26:58.559,0:27:01.600
people too you know your everyday

0:27:00.159,0:27:02.640
janitorial technician why are they going

0:27:01.600,0:27:05.360
to go here

0:27:02.640,0:27:06.080
to you versus an established company

0:27:05.360,0:27:09.200
right

0:27:06.080,0:27:10.240
but the area manager it's a it's a it's

0:27:09.200,0:27:11.679
a lonely job

0:27:10.240,0:27:13.919
to me i think you know like they're out

0:27:11.679,0:27:17.520
in the field for you battling

0:27:13.919,0:27:19.360
you know covering inspecting they do

0:27:17.520,0:27:20.559
like that's right like what does an area

0:27:19.360,0:27:22.320
manager entail

0:27:20.559,0:27:24.080
everybody throw their two cents in i

0:27:22.320,0:27:25.120
could name off like 10 things that i

0:27:24.080,0:27:28.080
know ours does

0:27:25.120,0:27:28.720
and it almost it feels overwhelming at

0:27:28.080,0:27:30.799
times like

0:27:28.720,0:27:32.320
i don't want to burn them out but at the

0:27:30.799,0:27:34.320
same time

0:27:32.320,0:27:35.600
that's their job is not to be in the

0:27:34.320,0:27:37.919
office really you know

0:27:35.600,0:27:39.120
i mean i think like you know john pick

0:27:37.919,0:27:41.600
it up like let's

0:27:39.120,0:27:42.640
let's talk about the area manager

0:27:41.600,0:27:44.799
because matt you're right

0:27:42.640,0:27:45.919
it's never too early to think about who

0:27:44.799,0:27:48.320
that person is

0:27:45.919,0:27:49.279
because that's essentially taking over

0:27:48.320,0:27:51.760
our roles

0:27:49.279,0:27:53.600
you know as ownership as business uh

0:27:51.760,0:27:55.600
owners

0:27:53.600,0:27:57.120
yeah and well first of all i i don't

0:27:55.600,0:27:59.919
have it figured out but

0:27:57.120,0:28:00.640
but we're we're trying uh and don't let

0:27:59.919,0:28:02.080
these

0:28:00.640,0:28:03.679
don't let these aren't you guys fool you

0:28:02.080,0:28:05.440
they're both both their businesses are

0:28:03.679,0:28:09.200
more than twice the size of mine so

0:28:05.440,0:28:12.480
uh but uh you know

0:28:09.200,0:28:14.080
and you know if i did

0:28:12.480,0:28:16.240
figure that out or start to do that

0:28:14.080,0:28:18.320
earlier than maybe some it's it's only

0:28:16.240,0:28:20.320
because i learned it from other people

0:28:18.320,0:28:22.799
a lot of people in our mastermind group

0:28:20.320,0:28:24.880
uh you know i kind of followed uh

0:28:22.799,0:28:27.679
uh jordan's model somewhat as far as

0:28:24.880,0:28:29.919
area area manager role but

0:28:27.679,0:28:30.880
you know i've seen companies do it do it

0:28:29.919,0:28:34.960
two different ways

0:28:30.880,0:28:36.559
so um you know i've seen

0:28:34.960,0:28:38.320
and i've seen some have success with

0:28:36.559,0:28:40.799
both so the the one we don't do i'll

0:28:38.320,0:28:43.520
just say real quick is where

0:28:40.799,0:28:45.039
the manager that basically manages the

0:28:43.520,0:28:45.600
cleaning make sure all the trainings run

0:28:45.039,0:28:48.480
on time

0:28:45.600,0:28:49.760
everything's done staffing scheduling

0:28:48.480,0:28:53.279
inspecting all that

0:28:49.760,0:28:54.159
at night right um and then i've seen

0:28:53.279,0:28:56.080
some companies

0:28:54.159,0:28:58.000
hire customer service people to kind of

0:28:56.080,0:28:58.960
take care of the customers during the

0:28:58.000,0:29:01.600
day but

0:28:58.960,0:29:02.080
those two are separate um what i liked

0:29:01.600,0:29:03.919
about

0:29:02.080,0:29:05.520
jordan's model the reason we've adapted

0:29:03.919,0:29:07.010
that which is the other side the area

0:29:05.520,0:29:08.159
manager does both

0:29:07.010,0:29:12.000
[Music]

0:29:08.159,0:29:14.240
is there can be a disconnect sometimes

0:29:12.000,0:29:15.200
between the customer service and the at

0:29:14.240,0:29:17.840
least i've seen

0:29:15.200,0:29:19.440
in the in the operations at night

0:29:17.840,0:29:20.640
whereas if the area manager goes and

0:29:19.440,0:29:23.360
sees the customer

0:29:20.640,0:29:24.640
uh during the day how we doing you know

0:29:23.360,0:29:25.919
they know that building

0:29:24.640,0:29:27.840
they know every square inch of that

0:29:25.919,0:29:30.480
building they know what's going on

0:29:27.840,0:29:32.480
but what's good what's bad um so

0:29:30.480,0:29:35.600
sometimes there's a there's a disconnect

0:29:32.480,0:29:39.919
and i i think there's a lot of value in

0:29:35.600,0:29:41.520
the uh facility manager property manager

0:29:39.919,0:29:44.799
office manager

0:29:41.520,0:29:46.880
um having the relationship with the

0:29:44.799,0:29:48.320
the person that's over the operations at

0:29:46.880,0:29:49.520
night you know

0:29:48.320,0:29:52.320
they they don't need they don't want to

0:29:49.520,0:29:54.000
talk to a smooth slick sales person like

0:29:52.320,0:29:55.200
that they want to talk to

0:29:54.000,0:29:56.880
somebody that that's rolling their

0:29:55.200,0:29:58.399
sleeves up at night and knows how to

0:29:56.880,0:30:00.399
help them you know so

0:29:58.399,0:30:01.600
that that is why we've kind of taken

0:30:00.399,0:30:04.799
that approach so

0:30:01.600,0:30:05.200
our our area manager role is kind of a

0:30:04.799,0:30:07.919
step

0:30:05.200,0:30:09.679
up from uh at least in our world the

0:30:07.919,0:30:11.440
term supervisor so it's

0:30:09.679,0:30:12.720
kind of like clean cleaner cleaning

0:30:11.440,0:30:14.720
technician

0:30:12.720,0:30:16.240
team leader which team leaders still

0:30:14.720,0:30:18.399
clean but they

0:30:16.240,0:30:20.080
are more of the lead on that team so we

0:30:18.399,0:30:20.640
may have four people on a building but

0:30:20.080,0:30:22.320
we

0:30:20.640,0:30:23.679
we see somebody that kind of sticks out

0:30:22.320,0:30:24.480
that's got some leadership skills we'll

0:30:23.679,0:30:26.960
pay them a dollar

0:30:24.480,0:30:28.799
whatever two more make them a team lead

0:30:26.960,0:30:30.159
um and then they're kind of our go-to

0:30:28.799,0:30:31.840
person so we don't

0:30:30.159,0:30:33.279
we don't have all four of them calling

0:30:31.840,0:30:35.279
managers all the same time

0:30:33.279,0:30:37.760
and then above that supervisor is kind

0:30:35.279,0:30:39.520
of more more just at night not doing the

0:30:37.760,0:30:41.600
customer service but

0:30:39.520,0:30:43.279
kind of uh training onboarding new

0:30:41.600,0:30:46.480
buildings uh

0:30:43.279,0:30:48.000
um uh supply need whatever all those

0:30:46.480,0:30:49.520
type of things filling in

0:30:48.000,0:30:50.960
you know we don't like them to fill in

0:30:49.520,0:30:51.440
but that ends up being a reality a lot

0:30:50.960,0:30:53.679
of times

0:30:51.440,0:30:55.600
and then above the area manager role

0:30:53.679,0:30:59.279
which again it's a full-time

0:30:55.600,0:31:04.799
for us a full-time salary position

0:30:59.279,0:31:07.760
uh you know uh company vehicle um

0:31:04.799,0:31:08.000
you know benefits all all that stuff and

0:31:07.760,0:31:10.559
it

0:31:08.000,0:31:11.760
is the to your point ricky you know and

0:31:10.559,0:31:13.200
i worry about it too

0:31:11.760,0:31:15.279
because i care about them a lot i worry

0:31:13.200,0:31:17.519
about them burning out because it

0:31:15.279,0:31:18.720
i believe that is the hardest job in any

0:31:17.519,0:31:21.360
janitorial company

0:31:18.720,0:31:24.000
is that area manager role it is hard

0:31:21.360,0:31:27.200
hard work and you got to have

0:31:24.000,0:31:28.799
grit you got to have stamina work ethic

0:31:27.200,0:31:30.320
you got to have all that stuff and you

0:31:28.799,0:31:32.559
got to be able to

0:31:30.320,0:31:34.159
to have some uh relationship building

0:31:32.559,0:31:36.000
and communication skills

0:31:34.159,0:31:37.679
um and some leadership skills with your

0:31:36.000,0:31:39.200
team so you're kind of leading the team

0:31:37.679,0:31:40.640
and being a manager and

0:31:39.200,0:31:42.000
uh you know leading them managing them

0:31:40.640,0:31:43.200
hold them accountable and you're also

0:31:42.000,0:31:45.039
having

0:31:43.200,0:31:46.240
to you know make sure the customers are

0:31:45.039,0:31:48.720
happy during the day

0:31:46.240,0:31:49.519
and then you're also approving time on

0:31:48.720,0:31:51.679
the

0:31:49.519,0:31:53.200
you know time sheets and doing that type

0:31:51.679,0:31:55.279
stuff too so

0:31:53.200,0:31:56.960
there's just a lot to that job and it's

0:31:55.279,0:31:59.360
really really it's really hard

0:31:56.960,0:32:01.279
you know um and for us we have we have

0:31:59.360,0:32:04.720
two area managers kind of one for

0:32:01.279,0:32:06.799
two different regions and they um

0:32:04.720,0:32:08.880
they both report up now to a director of

0:32:06.799,0:32:09.600
operations that we hired about a year

0:32:08.880,0:32:12.960
ago

0:32:09.600,0:32:15.919
um so that's that's kind of how that

0:32:12.960,0:32:16.559
model works for us yeah yeah see um and

0:32:15.919,0:32:18.880
that

0:32:16.559,0:32:20.640
man and that's the part too that you

0:32:18.880,0:32:23.360
said where

0:32:20.640,0:32:24.480
i agree with being customer service

0:32:23.360,0:32:27.440
oriented too

0:32:24.480,0:32:28.799
because in my in my mind the perfect

0:32:27.440,0:32:32.240
person

0:32:28.799,0:32:34.960
does know the customer knows their team

0:32:32.240,0:32:37.039
and then knows our expectations in the

0:32:34.960,0:32:40.080
office from a leadership standpoint

0:32:37.039,0:32:41.120
but it's like man it's tough to check

0:32:40.080,0:32:44.640
all those boxes

0:32:41.120,0:32:47.760
you know like we've got a great great

0:32:44.640,0:32:49.840
team of three area supervisors

0:32:47.760,0:32:51.360
where we're we're waiting for one of

0:32:49.840,0:32:53.360
them

0:32:51.360,0:32:54.960
to be the next step but it's like

0:32:53.360,0:32:56.720
there's there's checks

0:32:54.960,0:32:58.799
that that just they don't check the box

0:32:56.720,0:33:00.640
in certain areas where

0:32:58.799,0:33:02.320
you know language language barrier

0:33:00.640,0:33:04.399
that's tough you know

0:33:02.320,0:33:05.679
uh catching on with technology that's

0:33:04.399,0:33:08.559
tough but

0:33:05.679,0:33:10.159
like you said we're a perfect area

0:33:08.559,0:33:12.559
manager for me

0:33:10.159,0:33:13.679
has done the cleaning has sold an

0:33:12.559,0:33:15.760
account

0:33:13.679,0:33:16.880
knows how to manage and inspire their

0:33:15.760,0:33:18.960
team

0:33:16.880,0:33:20.720
understands technology for checking time

0:33:18.960,0:33:22.000
and attendance and approving hours and

0:33:20.720,0:33:25.120
checking inspections

0:33:22.000,0:33:25.600
but like as you hear that that's a lot

0:33:25.120,0:33:28.000
of

0:33:25.600,0:33:29.440
that's a lot man there's a lot that goes

0:33:28.000,0:33:32.880
into that so

0:33:29.440,0:33:35.840
i agree with the model of you know

0:33:32.880,0:33:36.399
not not because i do the other model

0:33:35.840,0:33:38.159
right now

0:33:36.399,0:33:39.679
right where they don't have connection

0:33:38.159,0:33:41.679
with the customer so then it's almost

0:33:39.679,0:33:44.559
like we go through two

0:33:41.679,0:33:45.519
two channels of communication the client

0:33:44.559,0:33:47.600
complaints

0:33:45.519,0:33:49.840
to the operations scene the operations

0:33:47.600,0:33:52.000
team relates it to the management

0:33:49.840,0:33:53.120
the area manager they go back to the

0:33:52.000,0:33:55.679
team like

0:33:53.120,0:33:57.360
man you know there's there's going to be

0:33:55.679,0:33:59.679
always a disconnect if

0:33:57.360,0:34:00.880
that person doesn't connect with the

0:33:59.679,0:34:02.720
customer directly

0:34:00.880,0:34:04.320
so it's always a work in progress you

0:34:02.720,0:34:05.519
know for us i mean matt what do you got

0:34:04.320,0:34:09.280
what do you guys

0:34:05.519,0:34:10.960
yeah your scenario no absolutely um

0:34:09.280,0:34:12.879
i can say we've done a lot of trial and

0:34:10.960,0:34:16.399
error um

0:34:12.879,0:34:20.320
i feel like more error than trial but uh

0:34:16.399,0:34:22.159
it it's one of those positions where

0:34:20.320,0:34:23.839
i don't know if there's a perfect way to

0:34:22.159,0:34:24.639
do it everybody's does it a little

0:34:23.839,0:34:26.000
different right

0:34:24.639,0:34:27.839
there's some companies that do really

0:34:26.000,0:34:31.599
effectively where they have

0:34:27.839,0:34:33.280
a customer liaison and then they have

0:34:31.599,0:34:35.040
somebody that works specifically with

0:34:33.280,0:34:36.800
the employees at night

0:34:35.040,0:34:38.240
and that works really well for them and

0:34:36.800,0:34:41.760
we tried that for a little bit

0:34:38.240,0:34:45.359
and it worked miserably for us

0:34:41.760,0:34:47.599
so and that was last year right um

0:34:45.359,0:34:48.560
and so now beginning at 2020 we were

0:34:47.599,0:34:50.159
like

0:34:48.560,0:34:51.839
hey we're going to make this change the

0:34:50.159,0:34:53.040
area manager is going to effectively

0:34:51.839,0:34:56.240
manage the

0:34:53.040,0:34:59.760
customer completely like john said

0:34:56.240,0:35:01.440
kind of that jordan tong model of

0:34:59.760,0:35:04.160
they have complete ownership over that

0:35:01.440,0:35:06.960
account they meet with the customer

0:35:04.160,0:35:08.480
they work with the employee they for us

0:35:06.960,0:35:11.359
they hire they train

0:35:08.480,0:35:12.400
they manage hours supplies all that you

0:35:11.359,0:35:15.040
said

0:35:12.400,0:35:16.160
um and that's worked really well for us

0:35:15.040,0:35:18.000
this past year

0:35:16.160,0:35:19.680
we went into the year having three area

0:35:18.000,0:35:21.440
managers

0:35:19.680,0:35:23.599
we ended up firing two of them and hired

0:35:21.440,0:35:25.760
four new ones so last year was kind of a

0:35:23.599,0:35:27.280
crazy year for us because we're like

0:35:25.760,0:35:29.280
hey we've done really well with sales

0:35:27.280,0:35:32.000
but our operations just hasn't met

0:35:29.280,0:35:33.280
our sales threshold so we put a lot of

0:35:32.000,0:35:35.680
uh focus into that

0:35:33.280,0:35:37.119
and the other thing we found out too on

0:35:35.680,0:35:37.920
the front end when we first started this

0:35:37.119,0:35:40.320
is we were over

0:35:37.920,0:35:41.680
burdening our area managers as well you

0:35:40.320,0:35:43.680
know and like what you talked about that

0:35:41.680,0:35:45.599
burnout happens really fast when you

0:35:43.680,0:35:47.920
give them too many customers

0:35:45.599,0:35:49.599
many employees too many weekly hours to

0:35:47.920,0:35:52.720
manage like

0:35:49.599,0:35:54.880
that's a really unique job role and if

0:35:52.720,0:35:57.440
you don't have it figured out where

0:35:54.880,0:35:58.640
you find that right median of what works

0:35:57.440,0:35:59.920
and what's too much

0:35:58.640,0:36:01.280
then you're just gonna it doesn't matter

0:35:59.920,0:36:02.880
if you have the best person you're just

0:36:01.280,0:36:06.320
gonna push them away because

0:36:02.880,0:36:08.079
they can't handle it yeah um so for us

0:36:06.320,0:36:10.000
it was figured out okay what is that

0:36:08.079,0:36:13.040
happy medium where

0:36:10.000,0:36:14.880
we can be both successful and that we

0:36:13.040,0:36:16.960
can be profitable right

0:36:14.880,0:36:18.160
and we were able to figure that out this

0:36:16.960,0:36:20.560
year and

0:36:18.160,0:36:22.000
start to build that team of area

0:36:20.560,0:36:25.680
managers

0:36:22.000,0:36:28.079
uh what do you guy let's talk about

0:36:25.680,0:36:28.800
this is something that has been coming

0:36:28.079,0:36:33.040
up you know with

0:36:28.800,0:36:34.880
us internally um the sales aspect

0:36:33.040,0:36:36.560
right so think about you know again

0:36:34.880,0:36:39.040
because it's like it's a catch-22

0:36:36.560,0:36:40.880
like the only way to grow is by having a

0:36:39.040,0:36:42.000
sales team but if you're a small to

0:36:40.880,0:36:44.079
medium-sized business

0:36:42.000,0:36:46.480
you can't have a sales team you are the

0:36:44.079,0:36:48.400
sales from the leadership standpoint

0:36:46.480,0:36:50.000
so it's like man it's always you know

0:36:48.400,0:36:51.440
we're not lucky to be

0:36:50.000,0:36:53.119
you know a 50 million dollar

0:36:51.440,0:36:55.200
organization that has a

0:36:53.119,0:36:57.520
team of 10 sales people out there but

0:36:55.200,0:36:58.160
what i've what i've seen now and this is

0:36:57.520,0:37:01.040
cool because

0:36:58.160,0:37:01.920
the team collectively came together to

0:37:01.040,0:37:05.680
present this to me

0:37:01.920,0:37:08.160
is rick we want operations

0:37:05.680,0:37:10.000
so we want our quality control training

0:37:08.160,0:37:12.400
manager and an area manager

0:37:10.000,0:37:13.839
to accompany the salesperson on the

0:37:12.400,0:37:16.800
final walkthrough

0:37:13.839,0:37:18.400
of a sale so you know you got your

0:37:16.800,0:37:19.520
initial sales call where the sales

0:37:18.400,0:37:20.720
person is

0:37:19.520,0:37:22.480
trying to win the business and they're

0:37:20.720,0:37:23.280
thinking about the business from a sales

0:37:22.480,0:37:26.480
perspective

0:37:23.280,0:37:28.880
and winning it to then they bring the

0:37:26.480,0:37:32.079
operations team for a final walkthrough

0:37:28.880,0:37:34.320
to then just give the assurance of

0:37:32.079,0:37:36.480
hey i know you priced this out with you

0:37:34.320,0:37:39.599
know production rate of this

0:37:36.480,0:37:40.079
cents per square feet of this but we

0:37:39.599,0:37:42.000
know

0:37:40.079,0:37:44.000
it's going to take x amount of time

0:37:42.000,0:37:44.560
there's these factors there's this this

0:37:44.000,0:37:46.960
this

0:37:44.560,0:37:48.400
because think about it like we're not

0:37:46.960,0:37:50.480
the sales team

0:37:48.400,0:37:52.320
shouldn't necessarily know ops and then

0:37:50.480,0:37:53.119
the ops don't necessarily have to go

0:37:52.320,0:37:56.480
sales

0:37:53.119,0:37:58.079
but it's like and in my case they both

0:37:56.480,0:38:00.000
want to know each other's

0:37:58.079,0:38:01.280
position because they're like man we

0:38:00.000,0:38:04.079
want a flawless

0:38:01.280,0:38:06.560
initial startup tour to come because

0:38:04.079,0:38:09.520
they realized last year especially

0:38:06.560,0:38:10.880
uh there was disconnects you know teams

0:38:09.520,0:38:12.160
were starting to count they didn't know

0:38:10.880,0:38:14.800
about the sales side

0:38:12.160,0:38:16.480
sale happened number came in hours were

0:38:14.800,0:38:18.240
given to the team hey this is how many

0:38:16.480,0:38:19.599
hours you have to clean

0:38:18.240,0:38:21.119
and people are getting pissed at each

0:38:19.599,0:38:21.599
other you know people like hey what are

0:38:21.119,0:38:24.240
you doing

0:38:21.599,0:38:24.960
under bid this account hey you know you

0:38:24.240,0:38:28.000
gave us

0:38:24.960,0:38:31.040
too much time now the clean the team is

0:38:28.000,0:38:32.640
making you know making a profit on us

0:38:31.040,0:38:36.000
because you know they they have too much

0:38:32.640,0:38:38.480
time so there's a disconnect so

0:38:36.000,0:38:41.280
how much sorry long limited question how

0:38:38.480,0:38:43.040
much sales should apps know and how much

0:38:41.280,0:38:47.359
apps should the sales person know and

0:38:43.040,0:38:50.560
your guys

0:38:47.359,0:38:52.079
yeah i'll start with that um for us when

0:38:50.560,0:38:53.119
we started like i said we had one guy

0:38:52.079,0:38:55.520
that kind of did both

0:38:53.119,0:38:57.119
so he did the sales in the ops and that

0:38:55.520,0:38:58.160
was really effective because he knew

0:38:57.119,0:38:59.920
when he bit it

0:38:58.160,0:39:02.160
what it was going to take to operate it

0:38:59.920,0:39:03.359
right and so from maybe some

0:39:02.160,0:39:06.000
a company that's just starting out

0:39:03.359,0:39:08.480
having somebody that has that uh

0:39:06.000,0:39:09.440
capacity to do both is good because now

0:39:08.480,0:39:11.599
you have somebody that can do a little

0:39:09.440,0:39:15.200
bit of ops they can do a little bit of

0:39:11.599,0:39:16.560
sales but fast forward to now

0:39:15.200,0:39:18.079
that guy's near retirement we're

0:39:16.560,0:39:18.800
bringing we just brought in a new sales

0:39:18.079,0:39:21.040
manager

0:39:18.800,0:39:22.400
a couple weeks ago that's now just

0:39:21.040,0:39:23.680
starting to learn

0:39:22.400,0:39:25.440
all about the cleaning industry

0:39:23.680,0:39:27.440
operation sales everything so

0:39:25.440,0:39:29.280
that's a perfect example that i'm going

0:39:27.440,0:39:30.800
to send him with our ops team

0:39:29.280,0:39:32.320
before he ever goes out and tries to

0:39:30.800,0:39:33.280
sell anything himself

0:39:32.320,0:39:35.520
because if he doesn't know how to

0:39:33.280,0:39:37.599
operate an account then there's you know

0:39:35.520,0:39:41.200
there's nobody really selling it yeah

0:39:37.599,0:39:43.359
because you have to have some capacity

0:39:41.200,0:39:45.920
it can't be a formula right like i i

0:39:43.359,0:39:47.760
i've always asked about formulas and

0:39:45.920,0:39:49.040
you know rick well you know there's got

0:39:47.760,0:39:51.680
to be a production right

0:39:49.040,0:39:53.200
you know to to be able to price an

0:39:51.680,0:39:54.720
account without really visiting the

0:39:53.200,0:39:58.079
account i'm like oh my god

0:39:54.720,0:40:00.720
like i wish but yeah yeah

0:39:58.079,0:40:01.599
there's an art to it um there's

0:40:00.720,0:40:04.079
definitely you know

0:40:01.599,0:40:06.000
productivity ratios square footage like

0:40:04.079,0:40:09.040
all these different pricing factors that

0:40:06.000,0:40:10.480
help you in sales but if you don't

0:40:09.040,0:40:12.480
like go out there and start vacuuming

0:40:10.480,0:40:15.520
cleaning some toilets and understand

0:40:12.480,0:40:16.960
what you're selling then

0:40:15.520,0:40:19.119
you just don't have that complete

0:40:16.960,0:40:20.240
package for sales the other thing is on

0:40:19.119,0:40:22.960
the outside

0:40:20.240,0:40:24.880
is they have to know kind of what the

0:40:22.960,0:40:25.680
salesperson is looking for when he goes

0:40:24.880,0:40:27.760
through

0:40:25.680,0:40:29.280
and does a walkthrough they have to know

0:40:27.760,0:40:30.160
what those pain points are right they

0:40:29.280,0:40:32.720
have to know

0:40:30.160,0:40:34.319
frequency um some different things like

0:40:32.720,0:40:34.880
that so the ops have to have a little

0:40:34.319,0:40:36.240
bit of

0:40:34.880,0:40:38.800
understanding of what the sales are

0:40:36.240,0:40:40.000
looking at and like you we also send our

0:40:38.800,0:40:43.200
ops

0:40:40.000,0:40:46.160
our area managers with our sales

0:40:43.200,0:40:47.200
team whenever we're uh pretty close to

0:40:46.160,0:40:49.359
landing an account if

0:40:47.200,0:40:50.880
we feel it's really really good on that

0:40:49.359,0:40:52.880
second walkthrough like you said

0:40:50.880,0:40:54.880
we're sending our area managers so they

0:40:52.880,0:40:57.200
can understand what the customer's

0:40:54.880,0:40:58.560
needs are without just having that pass

0:40:57.200,0:40:59.680
from the sales person over the area

0:40:58.560,0:41:01.760
manager so they can hear

0:40:59.680,0:41:03.119
firsthand they can see it they can be

0:41:01.760,0:41:05.200
with their sales team and hear what

0:41:03.119,0:41:07.760
they're talking about

0:41:05.200,0:41:08.960
and have that just really the capacity

0:41:07.760,0:41:11.359
of what's going on

0:41:08.960,0:41:13.040
before it gets handed off yes i think i

0:41:11.359,0:41:15.440
think you definitely have to have that

0:41:13.040,0:41:17.119
cohesion between sales and operations if

0:41:15.440,0:41:19.119
you don't it's just not going to work

0:41:17.119,0:41:20.240
no they can both operate independently

0:41:19.119,0:41:21.200
but they have to know what each other's

0:41:20.240,0:41:24.720
doing and they got to be able to

0:41:21.200,0:41:24.720
communicate and that's the biggest thing

0:41:25.119,0:41:29.280
yeah i mean that's that's yeah i feel

0:41:27.359,0:41:32.960
like it's the most effective approach

0:41:29.280,0:41:35.119
to be honest yeah i

0:41:32.960,0:41:36.800
i agree i mean it's like uh on a

0:41:35.119,0:41:38.240
football team if the quarterback's coach

0:41:36.800,0:41:39.839
is not talking to the offensive line

0:41:38.240,0:41:41.760
coach for the game

0:41:39.839,0:41:43.440
uh you know it's not gonna work out too

0:41:41.760,0:41:45.359
well they got they got to be

0:41:43.440,0:41:46.720
even though they're two distinct

0:41:45.359,0:41:48.800
departments if you will like

0:41:46.720,0:41:50.079
they gotta be able to talk and be and be

0:41:48.800,0:41:52.160
on the same page plus

0:41:50.079,0:41:54.319
if the sales person you know which is

0:41:52.160,0:41:57.119
which has been me and still is me it

0:41:54.319,0:41:59.599
might and only me and my company is uh

0:41:57.119,0:42:03.200
or our company i should say is uh

0:41:59.599,0:42:04.720
um you know uh

0:42:03.200,0:42:08.240
where was i going with that man i think

0:42:04.720,0:42:08.240
i've taken too many sips of the

0:42:08.800,0:42:13.839
oh no no but yeah i think that you know

0:42:12.400,0:42:15.839
you have to be on the same page about

0:42:13.839,0:42:17.680
how we how we you know how we price jobs

0:42:15.839,0:42:19.680
what type of jobs we'll go after i don't

0:42:17.680,0:42:23.200
want to go sell a job

0:42:19.680,0:42:24.880
that you know is terrible for operations

0:42:23.200,0:42:27.280
or it's hard to manage or as

0:42:24.880,0:42:28.640
whatever it may be so i think it starts

0:42:27.280,0:42:30.319
with having kind of a plan

0:42:28.640,0:42:32.240
as a whole company you know who's your

0:42:30.319,0:42:33.119
ideal client you know where do we want

0:42:32.240,0:42:34.160
to go

0:42:33.119,0:42:35.760
what types of clients you want to go

0:42:34.160,0:42:36.640
after is there a minimum you know

0:42:35.760,0:42:38.960
revenue number

0:42:36.640,0:42:40.079
square footage whatever it may be and

0:42:38.960,0:42:41.839
then you know

0:42:40.079,0:42:43.520
and then let's you know the sales person

0:42:41.839,0:42:45.440
still goes after it and what we do i

0:42:43.520,0:42:46.960
bring my director of operations on on a

0:42:45.440,0:42:49.680
lot of walk-throughs

0:42:46.960,0:42:50.960
even the initial one um and then you

0:42:49.680,0:42:52.960
know a lot of times on the

0:42:50.960,0:42:54.240
on the proposal if it's a bigger one as

0:42:52.960,0:42:55.920
well but i definitely

0:42:54.240,0:42:58.240
bring them into the loop and even if

0:42:55.920,0:43:01.359
they don't go out in person

0:42:58.240,0:43:03.440
during the sales process you know um if

0:43:01.359,0:43:06.079
we do get something then we definitely

0:43:03.440,0:43:07.440
you know get together but usually i'll

0:43:06.079,0:43:09.520
put the pricing together i'll send it

0:43:07.440,0:43:11.280
over my ops guy and say hey look at it

0:43:09.520,0:43:13.200
you know is that that budget look right

0:43:11.280,0:43:14.800
to you you know here does that matter is

0:43:13.200,0:43:15.680
that enough man-hours for you you know

0:43:14.800,0:43:17.280
all that

0:43:15.680,0:43:19.520
and make sure because you know you want

0:43:17.280,0:43:22.800
buy-in from them you want them to

0:43:19.520,0:43:24.400
feel like a part of the process um

0:43:22.800,0:43:26.319
you know so i i think that's i think

0:43:24.400,0:43:28.640
that's without a doubt important plus

0:43:26.319,0:43:29.599
it's also good for the sales process too

0:43:28.640,0:43:31.920
because

0:43:29.599,0:43:32.720
the customer potential customer doesn't

0:43:31.920,0:43:34.079
want

0:43:32.720,0:43:35.599
just to deal with the sales guy with the

0:43:34.079,0:43:36.800
cleaning company they want to they want

0:43:35.599,0:43:37.599
to meet the person that's going to be

0:43:36.800,0:43:40.800
running the

0:43:37.599,0:43:41.599
the day-to-day that didn't and i think

0:43:40.800,0:43:43.440
it's good

0:43:41.599,0:43:45.280
a good area manager or a good director

0:43:43.440,0:43:46.640
of ops that presents well too to have

0:43:45.280,0:43:49.040
them with you

0:43:46.640,0:43:50.880
and and and say hey this is your contact

0:43:49.040,0:43:53.920
24 7. you know so

0:43:50.880,0:43:55.359
um yeah and you know i think everything

0:43:53.920,0:43:56.000
else you all i kind of agree with you

0:43:55.359,0:43:59.040
guys you all

0:43:56.000,0:44:02.400
you all touched on already um

0:43:59.040,0:44:04.000
and um yeah that's good so think about

0:44:02.400,0:44:05.920
uh you know because i got two more

0:44:04.000,0:44:09.040
questions i want to touch on before we

0:44:05.920,0:44:10.000
you know if it's too late uh and we're

0:44:09.040,0:44:13.440
talking about it right now

0:44:10.000,0:44:15.359
this is numbers right so right because

0:44:13.440,0:44:17.280
at first i gotta i gotta be honest i was

0:44:15.359,0:44:18.720
that person that

0:44:17.280,0:44:20.960
dude if you guys asked me the first

0:44:18.720,0:44:21.359
three years what my pml looked like what

0:44:20.960,0:44:24.640
my

0:44:21.359,0:44:28.079
finances financial statements look like

0:44:24.640,0:44:31.040
i did not have a freaking clue um

0:44:28.079,0:44:32.560
it took me a while to understand what

0:44:31.040,0:44:35.520
all i knew is we were making money

0:44:32.560,0:44:37.119
right first couple years i was like

0:44:35.520,0:44:41.200
money and money out

0:44:37.119,0:44:44.079
things are going okay you know i'm happy

0:44:41.200,0:44:44.319
but it was when you actually sat you

0:44:44.079,0:44:45.680
know

0:44:44.319,0:44:48.079
and i remember this because i did a

0:44:45.680,0:44:49.359
goldman sachs 10 000 small business

0:44:48.079,0:44:52.480
program

0:44:49.359,0:44:54.240
and one of the modules was

0:44:52.480,0:44:55.920
you know your your financials bring them

0:44:54.240,0:44:56.480
in you know we're going to go over the

0:44:55.920,0:44:57.839
publicly

0:44:56.480,0:44:59.760
everybody's going to stand up here in

0:44:57.839,0:45:03.040
front of them and i'm

0:44:59.760,0:45:04.640
i'm 33 34 at this at this time right

0:45:03.040,0:45:06.720
i'm not in high school or college

0:45:04.640,0:45:08.640
anymore so for them

0:45:06.720,0:45:11.200
you know i i started to get hot i

0:45:08.640,0:45:14.240
started to sweat i was like

0:45:11.200,0:45:14.960
holy [ __ ] you know i don't know what i

0:45:14.240,0:45:16.800
should know

0:45:14.960,0:45:18.480
and it was simple stuff income statement

0:45:16.800,0:45:21.440
p know cash flow

0:45:18.480,0:45:22.400
um again not that you have to know

0:45:21.440,0:45:23.760
everything but

0:45:22.400,0:45:26.640
where were you guys at when that was

0:45:23.760,0:45:28.160
happening in your businesses as far as

0:45:26.640,0:45:29.920
did you ever have to worry about that

0:45:28.160,0:45:32.880
did you have somebody you know now i'm

0:45:29.920,0:45:36.160
lucky my brother's jumped on he's a cfo

0:45:32.880,0:45:37.040
masters in accounting i i don't have to

0:45:36.160,0:45:39.920
look at this stuff

0:45:37.040,0:45:41.119
i do with him he teaches me right but

0:45:39.920,0:45:43.680
that's pretty scary

0:45:41.119,0:45:45.119
like that was a scary thing for me to

0:45:43.680,0:45:47.359
realize

0:45:45.119,0:45:48.960
i didn't know what i should have known

0:45:47.359,0:45:50.640
how do you know again small business

0:45:48.960,0:45:53.280
owners jumping in

0:45:50.640,0:45:54.240
man we got a lot to worry about to also

0:45:53.280,0:45:56.560
now be

0:45:54.240,0:45:59.119
given the task of understanding

0:45:56.560,0:46:03.119
financials

0:45:59.119,0:46:06.319
yeah i think uh um

0:46:03.119,0:46:09.680
i i i've always liked the the

0:46:06.319,0:46:11.520
the phrase who not how so you know

0:46:09.680,0:46:13.119
uh being very self-aware about what

0:46:11.520,0:46:14.240
you're good at so if you start a cop if

0:46:13.119,0:46:15.440
you start cleaning up you're just

0:46:14.240,0:46:18.720
getting started

0:46:15.440,0:46:21.200
but you're more of an operational guy um

0:46:18.720,0:46:22.640
you know then you know in the beginning

0:46:21.200,0:46:24.400
it's hard to do you do a little bit

0:46:22.640,0:46:25.839
everything but eventually

0:46:24.400,0:46:28.000
you'll want to start to get to a point

0:46:25.839,0:46:31.680
where you instead of thinking how can i

0:46:28.000,0:46:33.760
do this it's who can i hire to do this

0:46:31.680,0:46:35.280
and you want to hire those people that

0:46:33.760,0:46:36.319
are good at the things that you're not

0:46:35.280,0:46:38.400
so good at

0:46:36.319,0:46:39.839
or that you don't like doing and usually

0:46:38.400,0:46:41.680
those are the same thing most of the

0:46:39.839,0:46:42.400
time or they are it sucks your energy

0:46:41.680,0:46:45.280
right

0:46:42.400,0:46:46.480
for me sales relationships dealing with

0:46:45.280,0:46:48.880
people culture

0:46:46.480,0:46:50.720
that gives me energy operations getting

0:46:48.880,0:46:51.440
in the weeds with that and staffing and

0:46:50.720,0:46:54.240
scheduling

0:46:51.440,0:46:55.440
i hate it you know so i i think it's i

0:46:54.240,0:46:58.400
think it's being very self-aware of what

0:46:55.440,0:47:00.160
you're good at and trying to hire people

0:46:58.400,0:47:02.400
that fill the holes that you're not good

0:47:00.160,0:47:04.079
at um and obviously when you deal with

0:47:02.400,0:47:04.560
numbers you got to be careful with that

0:47:04.079,0:47:05.520
too

0:47:04.560,0:47:07.359
you know when i was in the banking

0:47:05.520,0:47:08.640
business i saw a lot of people hire a

0:47:07.359,0:47:10.319
bookkeeper and just trust

0:47:08.640,0:47:11.680
trust them to do everything and didn't

0:47:10.319,0:47:14.160
know that that's what

0:47:11.680,0:47:15.760
scared him you got to know you got to

0:47:14.160,0:47:17.520
know a certain you don't need to know

0:47:15.760,0:47:20.000
everything about a pnl what everything

0:47:17.520,0:47:21.680
means in the beginning but you know you

0:47:20.000,0:47:23.599
do one of the first things i did when i

0:47:21.680,0:47:25.119
started was signed up for a quickbooks

0:47:23.599,0:47:26.880
uh subscription

0:47:25.119,0:47:29.200
and then i had a quickbooks guy come to

0:47:26.880,0:47:31.359
my house once every two weeks and train

0:47:29.200,0:47:33.839
me on how to do it how to use it

0:47:31.359,0:47:34.720
um and then i hired a bookkeeper not too

0:47:33.839,0:47:37.920
long after that

0:47:34.720,0:47:38.880
a third-party bookkeeper that i trusted

0:47:37.920,0:47:40.400
to balance

0:47:38.880,0:47:42.480
the book so bookkeeper is different than

0:47:40.400,0:47:44.079
the cpa basically you know when you

0:47:42.480,0:47:44.720
think of balancing your checkbook every

0:47:44.079,0:47:47.200
month

0:47:44.720,0:47:48.240
you're balancing your business checkbook

0:47:47.200,0:47:51.440
every month

0:47:48.240,0:47:54.240
and you know uh anyway so but that is

0:47:51.440,0:47:55.520
so important having a clean set of books

0:47:54.240,0:47:57.839
which is basically

0:47:55.520,0:47:59.359
be able to look and see on a report

0:47:57.839,0:48:01.119
what's coming in

0:47:59.359,0:48:02.800
and what's going out every month and

0:48:01.119,0:48:05.520
what's left over

0:48:02.800,0:48:06.079
because if you don't know that it's

0:48:05.520,0:48:08.400
really

0:48:06.079,0:48:09.200
it's really tough now but but i would

0:48:08.400,0:48:12.800
say even

0:48:09.200,0:48:14.880
more important than that is uh

0:48:12.800,0:48:16.079
um is cash flow especially in the

0:48:14.880,0:48:19.280
beginning but

0:48:16.079,0:48:21.920
forever cash is king right so

0:48:19.280,0:48:23.760
in the beginning you know one thing we

0:48:21.920,0:48:25.440
did right again i didn't it wasn't my

0:48:23.760,0:48:27.200
idea i learned it from somebody else was

0:48:25.440,0:48:29.440
to kind of build ahead of time

0:48:27.200,0:48:30.400
because i at the time i you know i had

0:48:29.440,0:48:31.920
been going through some personal

0:48:30.400,0:48:33.200
struggles and different things and i i

0:48:31.920,0:48:34.640
didn't have the ability to get a lot of

0:48:33.200,0:48:35.920
credit with the bank most businesses

0:48:34.640,0:48:39.119
don't beginning

0:48:35.920,0:48:40.000
so you know i had to get paid before i

0:48:39.119,0:48:42.400
could pay my people

0:48:40.000,0:48:43.280
or otherwise i couldn't pay my people so

0:48:42.400,0:48:44.400
you know so

0:48:43.280,0:48:45.760
you know they say a lot of people a lot

0:48:44.400,0:48:47.440
of businesses go out of business not

0:48:45.760,0:48:49.760
because of lack of

0:48:47.440,0:48:51.760
sales but because of lack of cash

0:48:49.760,0:48:53.599
everyone comes in you know so

0:48:51.760,0:48:54.800
i think that that's really important

0:48:53.599,0:48:57.520
that

0:48:54.800,0:48:59.359
the importance of cash flow and payment

0:48:57.520,0:49:02.160
terms on the front end with

0:48:59.359,0:49:03.280
customers in the beginning to ask them

0:49:02.160,0:49:04.800
if it's okay

0:49:03.280,0:49:06.880
because you can't afford to be the bank

0:49:04.800,0:49:08.640
at that time and you just have an

0:49:06.880,0:49:10.160
honest frank conversation is there any

0:49:08.640,0:49:11.839
way we could do this or this is the way

0:49:10.160,0:49:13.599
we do it and it just kind of worked out

0:49:11.839,0:49:14.400
most people if you ask nicely believe it

0:49:13.599,0:49:15.440
or not

0:49:14.400,0:49:17.040
you know we'll do it unless you're

0:49:15.440,0:49:17.760
dealing with a large national company

0:49:17.040,0:49:19.200
with a

0:49:17.760,0:49:20.640
you know so you know maybe in the

0:49:19.200,0:49:22.480
beginning you work with some more local

0:49:20.640,0:49:25.359
companies where the actual checks cut

0:49:22.480,0:49:26.880
at that place you know so but because

0:49:25.359,0:49:28.400
you can run yourself out of business

0:49:26.880,0:49:31.040
real quick or you don't have any money

0:49:28.400,0:49:34.559
to hire anybody you can't grow so

0:49:31.040,0:49:36.559
that cash flow is is is i can't stress

0:49:34.559,0:49:38.559
that enough and trying to get paid

0:49:36.559,0:49:40.079
as quickly as possible on the jobs in

0:49:38.559,0:49:42.000
the beginning to be able to start

0:49:40.079,0:49:43.760
building some of that cash up

0:49:42.000,0:49:45.359
that's when you don't have big cash

0:49:43.760,0:49:46.960
reserves in the beginning and all that

0:49:45.359,0:49:48.319
right or don't not a big one from

0:49:46.960,0:49:50.559
somebody so

0:49:48.319,0:49:51.839
um and then and then price you know

0:49:50.559,0:49:55.119
pricing the jobs

0:49:51.839,0:49:56.319
when you price the job price as if

0:49:55.119,0:49:59.440
you're not cleaning

0:49:56.319,0:49:59.839
and how what would it take to uh if it's

0:49:59.440,0:50:02.160
four

0:49:59.839,0:50:04.880
man hours a night two people at two

0:50:02.160,0:50:06.960
hours take those four man hours times

0:50:04.880,0:50:08.319
what you would pay that person per hour

0:50:06.960,0:50:09.599
and then add another dollar on that

0:50:08.319,0:50:10.480
you'll give them raises eventually

0:50:09.599,0:50:12.720
hopefully

0:50:10.480,0:50:13.680
and then add a percentage and then you

0:50:12.720,0:50:15.680
add your profit

0:50:13.680,0:50:16.800
so you make a healthy profit because

0:50:15.680,0:50:17.920
you're not always going to be cleaning

0:50:16.800,0:50:19.680
it you're going to get out of it and

0:50:17.920,0:50:21.200
it's still got to be able to make money

0:50:19.680,0:50:23.119
and if you don't have money you can't

0:50:21.200,0:50:26.240
hire supervisors and you can't grow

0:50:23.119,0:50:27.040
so man and i'll tell you that that's one

0:50:26.240,0:50:30.240
thing that

0:50:27.040,0:50:31.680
i'm happy was a [ __ ] show in the

0:50:30.240,0:50:33.599
beginning for us when we took

0:50:31.680,0:50:34.720
you know because remember i bought i

0:50:33.599,0:50:36.559
bought a franchise

0:50:34.720,0:50:38.480
that's how i got into the business so i

0:50:36.559,0:50:41.760
you know again

0:50:38.480,0:50:44.240
didn't start from complete scratch but

0:50:41.760,0:50:45.599
realized very quickly pricing was

0:50:44.240,0:50:49.839
inaccurate

0:50:45.599,0:50:53.040
you know i i walked into a mess because

0:50:49.839,0:50:54.480
you know the the accounts that we had

0:50:53.040,0:50:57.599
and that we bought into

0:50:54.480,0:50:58.720
were priced not too higher than to clean

0:50:57.599,0:51:02.079
yourself

0:50:58.720,0:51:05.119
so i had accounts that were all 18 17

0:51:02.079,0:51:07.680
8 19 some

0:51:05.119,0:51:08.480
you had to clean them to make a dollar

0:51:07.680,0:51:10.400
so

0:51:08.480,0:51:12.000
i walked into that really quickly and

0:51:10.400,0:51:15.119
understood what you're saying john

0:51:12.000,0:51:16.640
you know and it's like you know i i i

0:51:15.119,0:51:17.440
had to start pricing correctly

0:51:16.640,0:51:19.680
immediately

0:51:17.440,0:51:20.720
whenever i won new business first i had

0:51:19.680,0:51:22.400
to learn the business so it's almost

0:51:20.720,0:51:23.839
like i paid for training for the first

0:51:22.400,0:51:27.440
year of my business

0:51:23.839,0:51:28.720
um but john matt talk about

0:51:27.440,0:51:30.480
because i think you could bring some

0:51:28.720,0:51:32.880
interesting perspective here is

0:51:30.480,0:51:34.160
again you you're second generation so

0:51:32.880,0:51:36.319
you know i'm assuming

0:51:34.160,0:51:38.160
books and invoicing and things were

0:51:36.319,0:51:41.119
already established

0:51:38.160,0:51:42.640
but if you're going to be the next

0:51:41.119,0:51:43.200
leader in your business in your company

0:51:42.640,0:51:44.720
like

0:51:43.200,0:51:46.240
did you go back to try to learn some of

0:51:44.720,0:51:48.800
that yourself or what

0:51:46.240,0:51:50.079
how did you approach the numbers game

0:51:48.800,0:51:52.319
and understanding it

0:51:50.079,0:51:53.839
yeah so you know thankfully my

0:51:52.319,0:51:56.559
background is in numbers

0:51:53.839,0:51:57.520
right uh i got youtube all right let's

0:51:56.559,0:52:00.240
go next question

0:51:57.520,0:52:02.000
okay i got a business management degree

0:52:00.240,0:52:04.160
um i was always good with numbers i

0:52:02.000,0:52:05.440
ended up going getting my masters

0:52:04.160,0:52:07.119
and basically that was because i didn't

0:52:05.440,0:52:08.400
know what i want to do so i bought time

0:52:07.119,0:52:10.240
i just got my master's

0:52:08.400,0:52:12.480
you know thinking that i get a job after

0:52:10.240,0:52:15.520
that really like numbers

0:52:12.480,0:52:17.920
uh so i studied cash flow statements

0:52:15.520,0:52:18.960
balance sheets profit loss like all this

0:52:17.920,0:52:20.000
stuff in college

0:52:18.960,0:52:22.559
didn't really think it was going to have

0:52:20.000,0:52:23.200
an effect on you know what i was going

0:52:22.559,0:52:26.079
to do

0:52:23.200,0:52:27.119
exactly later but um coming into the

0:52:26.079,0:52:28.800
business that was one of the first

0:52:27.119,0:52:29.440
things i did is i looked at our p l's

0:52:28.800,0:52:31.040
that my

0:52:29.440,0:52:32.160
parents had i looked at our balance

0:52:31.040,0:52:33.599
sheets i looked at our cash flow

0:52:32.160,0:52:35.119
statements and i was evaluating those

0:52:33.599,0:52:36.800
right off the bat like

0:52:35.119,0:52:38.480
hey you're these expenses are kind of a

0:52:36.800,0:52:41.520
little out of whack or

0:52:38.480,0:52:43.440
you know you have like super high long

0:52:41.520,0:52:44.400
term liabilities here like what can we

0:52:43.440,0:52:45.839
do

0:52:44.400,0:52:47.839
so i came in with a little bit different

0:52:45.839,0:52:50.079
approach um

0:52:47.839,0:52:51.200
i also get that from my mom she's super

0:52:50.079,0:52:53.839
like a super number

0:52:51.200,0:52:54.800
numbers person so she ran our books she

0:52:53.839,0:52:56.720
did our ar

0:52:54.800,0:52:58.640
ap when we first started she did

0:52:56.720,0:53:00.319
everything with numbers right

0:52:58.640,0:53:01.680
the first person we hired was someone

0:53:00.319,0:53:03.599
that did uh

0:53:01.680,0:53:05.680
like the desk like the front desk clerk

0:53:03.599,0:53:06.800
that was the secretary who also did some

0:53:05.680,0:53:09.200
of the payroll

0:53:06.800,0:53:10.240
uh but when i came on board i like i

0:53:09.200,0:53:12.960
learned payroll that was one of the

0:53:10.240,0:53:14.640
first things i learned don't ask me why

0:53:12.960,0:53:16.559
but i learned how to do panels like we

0:53:14.640,0:53:20.079
could take people you don't want to see

0:53:16.559,0:53:22.319
my the way i was doing very well which i

0:53:20.079,0:53:23.440
you can read my handwriting i definitely

0:53:22.319,0:53:27.440
overpaid people

0:53:23.440,0:53:28.880
under yeah yeah but no so um

0:53:27.440,0:53:31.119
my approach is a little different one

0:53:28.880,0:53:32.640
thing that i am a strong believer in is

0:53:31.119,0:53:34.240
if you don't own your numbers they'll

0:53:32.640,0:53:36.319
own you for sure

0:53:34.240,0:53:38.079
you have to know what's going on find

0:53:36.319,0:53:41.920
like with the numbers

0:53:38.079,0:53:44.160
um even if you're you know super sales

0:53:41.920,0:53:45.599
savvy or operations or whatever your

0:53:44.160,0:53:47.040
strong suit is because

0:53:45.599,0:53:49.040
you know first of all it might not be

0:53:47.040,0:53:51.520
numbers but you have to know

0:53:49.040,0:53:52.559
at least enough in a capacity of what's

0:53:51.520,0:53:55.440
going on

0:53:52.559,0:53:57.440
financially or you're putting complete

0:53:55.440,0:53:59.200
trust in someone else

0:53:57.440,0:54:00.720
and like you said that's a scary thing

0:53:59.200,0:54:02.400
right we're trusting someone else that's

0:54:00.720,0:54:03.359
going to make the best decisions as a

0:54:02.400,0:54:05.040
business owner

0:54:03.359,0:54:07.920
but they're they may not be a business

0:54:05.040,0:54:09.920
owner so just knowing those numbers

0:54:07.920,0:54:11.599
simply like john said hey what's coming

0:54:09.920,0:54:13.280
in what's going out

0:54:11.599,0:54:14.640
okay that's great that can tell me

0:54:13.280,0:54:15.920
what's left over at the end of the day

0:54:14.640,0:54:17.680
but then

0:54:15.920,0:54:19.440
you know a great point john made is cash

0:54:17.680,0:54:22.000
flow right uh

0:54:19.440,0:54:23.599
us being in business for almost 27 years

0:54:22.000,0:54:26.640
we were doing business

0:54:23.599,0:54:29.280
and we were gonna we build on the first

0:54:26.640,0:54:30.720
after the month was done so we come in

0:54:29.280,0:54:32.640
and when i come aboard

0:54:30.720,0:54:33.839
we're like hey you know cash is tight we

0:54:32.640,0:54:35.040
got a line of credit that we're using

0:54:33.839,0:54:36.880
all the time

0:54:35.040,0:54:38.559
and so i slowly started moving things up

0:54:36.880,0:54:40.400
to hey let's build on the first of the

0:54:38.559,0:54:42.720
month and that was largely in part

0:54:40.400,0:54:43.920
to the uh mastermind group just finding

0:54:42.720,0:54:46.079
what other people were doing

0:54:43.920,0:54:48.319
okay never thought of like pre-charging

0:54:46.079,0:54:49.680
people so we did that now our cash flow

0:54:48.319,0:54:50.880
is great and we haven't used the line of

0:54:49.680,0:54:53.040
credit since then

0:54:50.880,0:54:54.880
yeah man yeah we switched to bi-weekly

0:54:53.040,0:54:55.599
we bought the weekly invoice and it's

0:54:54.880,0:54:58.559
been amazing

0:54:55.599,0:54:59.200
like we have it's night and day yeah

0:54:58.559,0:55:01.280
yeah

0:54:59.200,0:55:02.640
and so struggling for 20 some years for

0:55:01.280,0:55:03.440
a simple fact that we were billing

0:55:02.640,0:55:05.599
afterwards

0:55:03.440,0:55:07.440
with all the work so you think about it

0:55:05.599,0:55:08.079
okay 30 day terms that's not bad but if

0:55:07.440,0:55:09.200
you're billing

0:55:08.079,0:55:11.119
after you're done with the work now

0:55:09.200,0:55:14.160
you're looking at 60 day terms

0:55:11.119,0:55:16.559
so you have to float 60 days of expenses

0:55:14.160,0:55:18.000
before you're getting a single check

0:55:16.559,0:55:19.040
right and that's a lot to float

0:55:18.000,0:55:20.880
especially as a new

0:55:19.040,0:55:23.280
uh business owner or someone that's just

0:55:20.880,0:55:26.480
starting in the business so

0:55:23.280,0:55:28.720
and that's done you guys like that's

0:55:26.480,0:55:31.359
just revalidating we're evaluating

0:55:28.720,0:55:32.480
your current business that's not hey i

0:55:31.359,0:55:35.680
went and found new more

0:55:32.480,0:55:36.720
new sales you know this this and that

0:55:35.680,0:55:39.040
like

0:55:36.720,0:55:40.319
it's just doing a good job of your

0:55:39.040,0:55:43.280
business

0:55:40.319,0:55:45.599
it's it hurts to ask that question but

0:55:43.280,0:55:47.440
like john you were saying too like

0:55:45.599,0:55:49.280
man you just gotta ask you know a lot of

0:55:47.440,0:55:51.040
these clients they they know it

0:55:49.280,0:55:52.559
you know i've even got clients that they

0:55:51.040,0:55:54.559
want to pay ahead of time because

0:55:52.559,0:55:56.640
they want to get off their books they're

0:55:54.559,0:55:58.640
asking you you know and it's

0:55:56.640,0:56:00.079
you've got to just ask those questions

0:55:58.640,0:56:02.720
you know because that

0:56:00.079,0:56:03.839
that itself if you went from like you

0:56:02.720,0:56:05.680
said man

0:56:03.839,0:56:06.960
waiting because that's a tradition i got

0:56:05.680,0:56:08.799
to believe when you're starting a

0:56:06.960,0:56:11.119
business i know when i started

0:56:08.799,0:56:12.000
i thought you will after the work is

0:56:11.119,0:56:15.920
done like

0:56:12.000,0:56:16.319
standard normal yeah i would assume that

0:56:15.920,0:56:17.920
but

0:56:16.319,0:56:20.079
you know obviously it's like the comcast

0:56:17.920,0:56:20.640
joke right like no man the comcast bills

0:56:20.079,0:56:23.119
you

0:56:20.640,0:56:23.760
before your internet even for the next

0:56:23.119,0:56:27.040
month

0:56:23.760,0:56:30.240
so and it's like just that simple

0:56:27.040,0:56:31.440
move completely changes the outlook of

0:56:30.240,0:56:34.880
your cash flow

0:56:31.440,0:56:37.119
absolutely all you did was revise

0:56:34.880,0:56:38.000
your business that's it you didn't do

0:56:37.119,0:56:40.720
anything else

0:56:38.000,0:56:41.119
you know nothing new it was just revised

0:56:40.720,0:56:43.200
yeah

0:56:41.119,0:56:45.280
and i mean it's the same premise john's

0:56:43.200,0:56:46.799
doing it within the first five years it

0:56:45.280,0:56:48.000
took us 20 some years just because

0:56:46.799,0:56:50.319
that's all we ever knew

0:56:48.000,0:56:52.240
you know hey we completed the job now

0:56:50.319,0:56:56.480
we'll ask to get paid for it

0:56:52.240,0:56:58.400
um and so just that's not

0:56:56.480,0:57:00.160
90 of the people would probably think

0:56:58.400,0:57:01.760
yes that's exactly how you should do it

0:57:00.160,0:57:02.319
like it was like one of those like aha

0:57:01.760,0:57:04.720
moments

0:57:02.319,0:57:06.160
you know yeah like why didn't we think

0:57:04.720,0:57:08.720
of this a long time ago

0:57:06.160,0:57:10.400
but yeah yeah it's because it's more

0:57:08.720,0:57:11.920
commonplace like in our business because

0:57:10.400,0:57:13.280
it's a recurring model we're in there

0:57:11.920,0:57:15.440
every night but like

0:57:13.280,0:57:16.400
we do a carpet cleaning job or whatever

0:57:15.440,0:57:18.240
i mean we don't

0:57:16.400,0:57:20.240
charge ahead of time for that obviously

0:57:18.240,0:57:23.520
yeah you get that that's different

0:57:20.240,0:57:25.040
that's the job's done but

0:57:23.520,0:57:27.040
you know one thing too i know a lot of

0:57:25.040,0:57:28.960
people in the beginning they just do uh

0:57:27.040,0:57:30.319
bank balance accounting right so there's

0:57:28.960,0:57:32.240
look at their bank balance as long as

0:57:30.319,0:57:34.480
they've got money in there they're okay

0:57:32.240,0:57:35.839
um which actually you know if you don't

0:57:34.480,0:57:36.799
have a p l yet and you're looking your

0:57:35.839,0:57:38.960
bank balance

0:57:36.799,0:57:40.240
of your business account don't have any

0:57:38.960,0:57:42.480
personal stuff in there

0:57:40.240,0:57:44.799
and over time if you're if your account

0:57:42.480,0:57:46.640
is staying the same or going down

0:57:44.799,0:57:48.240
you know then it's one of two things

0:57:46.640,0:57:49.599
either you're not pricing properly you

0:57:48.240,0:57:52.559
don't have profit

0:57:49.599,0:57:53.599
or or it's a cash flow issue and you're

0:57:52.559,0:57:55.520
not getting paid

0:57:53.599,0:57:57.200
quick enough you know so there's

0:57:55.520,0:57:59.440
somebody said to saying no

0:57:57.200,0:58:01.040
to jobs in the beginning if you don't

0:57:59.440,0:58:02.799
have that financial

0:58:01.040,0:58:04.079
backing like a five thousand dollar

0:58:02.799,0:58:05.520
account but they're not going to pay you

0:58:04.079,0:58:06.960
for 90 days

0:58:05.520,0:58:08.319
you got to do the math and realize

0:58:06.960,0:58:10.799
that's going to suck your whole business

0:58:08.319,0:58:12.480
and maybe put you out of business so

0:58:10.799,0:58:14.559
you know something to be said i think

0:58:12.480,0:58:15.359
did we lose that super important yeah i

0:58:14.559,0:58:18.240
don't know what

0:58:15.359,0:58:18.640
happened bathroom break for me but i

0:58:18.240,0:58:21.359
think

0:58:18.640,0:58:22.720
restroom break baby yeah so i what i did

0:58:21.359,0:58:25.119
want to end with though

0:58:22.720,0:58:26.400
here you know we'll feel mad him when he

0:58:25.119,0:58:27.760
gets back in here

0:58:26.400,0:58:29.359
uh because it's already been an hour

0:58:27.760,0:58:29.760
that's all i told you guys we were going

0:58:29.359,0:58:32.079
to go

0:58:29.760,0:58:33.839
way past we were supposed to but again

0:58:32.079,0:58:36.480
this these are good nuggets man you know

0:58:33.839,0:58:38.000
this is this is what the uh the up and

0:58:36.480,0:58:39.280
coming small business owner or

0:58:38.000,0:58:41.520
current because what i want to touch on

0:58:39.280,0:58:43.359
now and is

0:58:41.520,0:58:44.640
even if you're in the business for five

0:58:43.359,0:58:47.760
six seven eight ten

0:58:44.640,0:58:49.359
twenty years you always there's always

0:58:47.760,0:58:51.599
time to hit the refresh button

0:58:49.359,0:58:53.599
right and there's always time to

0:58:51.599,0:58:56.240
reevaluate your business

0:58:53.599,0:58:57.280
which i know you did early on um and

0:58:56.240,0:59:00.319
what i want to talk about

0:58:57.280,0:59:01.599
is the eos model right and matthew's

0:59:00.319,0:59:03.839
talking to the

0:59:01.599,0:59:06.160
to your eos implementation specialist

0:59:03.839,0:59:09.280
i'm talking to the same guy

0:59:06.160,0:59:11.040
so i think it's better suited for

0:59:09.280,0:59:12.880
you know again we could talk about this

0:59:11.040,0:59:14.720
for a whole nother episode

0:59:12.880,0:59:17.040
but to the listeners that don't know

0:59:14.720,0:59:17.680
what eos is to the listeners that don't

0:59:17.040,0:59:20.400
know what

0:59:17.680,0:59:22.720
what it is to re-evaluate your business

0:59:20.400,0:59:26.000
from a professional approach

0:59:22.720,0:59:28.240
explain you know eos explain traction

0:59:26.000,0:59:29.520
explain get a grip like what what is

0:59:28.240,0:59:31.359
that process

0:59:29.520,0:59:32.880
and then what did it do for you as a

0:59:31.359,0:59:34.240
business owner um

0:59:32.880,0:59:36.880
i think what you're probably four years

0:59:34.240,0:59:38.799
ago yeah so i think i think the

0:59:36.880,0:59:41.760
the the job we're talking about eos here

0:59:38.799,0:59:41.760
we're going to end the conversation

0:59:43.200,0:59:46.400
yeah i think i think the general idea is

0:59:45.119,0:59:49.520
that you know

0:59:46.400,0:59:51.920
as you grow you know

0:59:49.520,0:59:53.760
maybe some things that got you from year

0:59:51.920,0:59:55.599
one to year five

0:59:53.760,0:59:57.040
may not get you from year five to year

0:59:55.599,0:59:58.960
ten or or

0:59:57.040,1:00:00.240
whatever this point to this point in

0:59:58.960,1:00:04.000
revenue right

1:00:00.240,1:00:04.400
um you know year zero to year one or two

1:00:04.000,1:00:06.079
is

1:00:04.400,1:00:07.920
how hard can you work and how good can

1:00:06.079,1:00:10.400
you clean and how and how

1:00:07.920,1:00:11.760
much stamina do you have to not give up

1:00:10.400,1:00:14.079
you know

1:00:11.760,1:00:15.359
when you start hiring people you know

1:00:14.079,1:00:18.319
then you got to say

1:00:15.359,1:00:20.240
okay you know now now i'm becoming it

1:00:18.319,1:00:20.559
doesn't matter how i clean now it's it's

1:00:20.240,1:00:22.480
how

1:00:20.559,1:00:24.400
how good of a leader of a people am i

1:00:22.480,1:00:27.040
how good of a manager am i

1:00:24.400,1:00:27.440
you know and then over time too i think

1:00:27.040,1:00:29.119
think

1:00:27.440,1:00:30.960
some things have to stay the same which

1:00:29.119,1:00:31.680
are your core values and what you

1:00:30.960,1:00:33.839
believe in

1:00:31.680,1:00:36.240
about you know for us that's a desire to

1:00:33.839,1:00:38.480
serve others ownership mentality

1:00:36.240,1:00:40.480
um positive energy and relationships

1:00:38.480,1:00:42.240
over transactions and that's hardly ever

1:00:40.480,1:00:43.200
changed since we started so some things

1:00:42.240,1:00:45.839
shouldn't change

1:00:43.200,1:00:48.240
but there are things that have to change

1:00:45.839,1:00:50.400
over time and you're and you have to re

1:00:48.240,1:00:51.280
like you said reevaluate every every so

1:00:50.400,1:00:53.280
often

1:00:51.280,1:00:54.799
uh to get you to the next level because

1:00:53.280,1:00:56.319
if you go from a

1:00:54.799,1:00:57.920
you know now we're looking to go from a

1:00:56.319,1:00:59.599
two million dollar company to a 30

1:00:57.920,1:01:01.040
million dollar company in 10 years and

1:00:59.599,1:01:03.280
we have kind of a plan

1:01:01.040,1:01:05.280
to get there um you know that's a lot

1:01:03.280,1:01:06.240
different and that included hiring me

1:01:05.280,1:01:09.040
hiring uh

1:01:06.240,1:01:10.480
two big huge hires leadership guys one

1:01:09.040,1:01:12.400
that's been executive management for

1:01:10.480,1:01:14.240
years and another guy that's been

1:01:12.400,1:01:16.400
uh and was a regional vice president for

1:01:14.240,1:01:18.319
a large janitorial company for for 25

1:01:16.400,1:01:21.359
years so

1:01:18.319,1:01:23.119
so i say that to say you know before i

1:01:21.359,1:01:25.119
hired those two guys a year ago i

1:01:23.119,1:01:26.480
listened to a podcast again trying to

1:01:25.119,1:01:27.520
learn and get better because i didn't

1:01:26.480,1:01:29.440
know everything

1:01:27.520,1:01:31.599
and uh i heard about a book called

1:01:29.440,1:01:34.640
traction by gino wickman

1:01:31.599,1:01:37.520
and the book is based on uh

1:01:34.640,1:01:38.319
a framework for a lot backup lack a

1:01:37.520,1:01:40.079
better term

1:01:38.319,1:01:41.760
to how to run everything in your

1:01:40.079,1:01:43.119
business for a growing business if you

1:01:41.760,1:01:43.760
don't want to grow it's really not for

1:01:43.119,1:01:46.319
you

1:01:43.760,1:01:48.960
anywhere from a 2 million to a 50

1:01:46.319,1:01:52.160
million dollar company

1:01:48.960,1:01:55.520
and what i liked about it and especially

1:01:52.160,1:01:57.839
before i hired my two guys is

1:01:55.520,1:01:59.520
you know i'm good i'm good at sales i'm

1:01:57.839,1:02:01.039
not good at all the infrastructure stuff

1:01:59.520,1:02:02.160
i do have a financial background so i'm

1:02:01.039,1:02:05.200
pretty decent at that

1:02:02.160,1:02:06.079
but this is a framework and it's

1:02:05.200,1:02:07.520
probably

1:02:06.079,1:02:09.440
it's not the only way to run your

1:02:07.520,1:02:09.839
business but it's probably one of 50

1:02:09.440,1:02:12.160
like

1:02:09.839,1:02:13.920
proven methods to run your business it's

1:02:12.160,1:02:16.160
not the only one this happens to be one

1:02:13.920,1:02:19.280
that a lot of people found it works

1:02:16.160,1:02:20.960
and basically what that model says is

1:02:19.280,1:02:22.880
it focuses a lot on how do you build a

1:02:20.960,1:02:24.559
leadership team within your company and

1:02:22.880,1:02:26.480
how do you build a cohesive leadership

1:02:24.559,1:02:28.799
team where you all work together and

1:02:26.480,1:02:30.480
and complement each other and then how

1:02:28.799,1:02:30.799
do you have meetings as a leadership

1:02:30.480,1:02:32.559
team

1:02:30.799,1:02:34.160
what do you talk about what's the agenda

1:02:32.559,1:02:35.599
how do you stay consistent

1:02:34.160,1:02:37.440
and then how do you set goals as a

1:02:35.599,1:02:38.880
company a 10-year goal a three-year

1:02:37.440,1:02:39.599
picture what's that look like in three

1:02:38.880,1:02:40.960
years

1:02:39.599,1:02:42.720
then one year and then you have what

1:02:40.960,1:02:45.119
they call quarterly rocks which are just

1:02:42.720,1:02:46.960
another term for quarterly goals

1:02:45.119,1:02:48.400
and then you know how to deal with i

1:02:46.960,1:02:49.599
think it's broken up in like six

1:02:48.400,1:02:52.000
different

1:02:49.599,1:02:53.200
main uh says that every company's made

1:02:52.000,1:02:56.559
like of six different

1:02:53.200,1:02:59.680
um sectors if you will which is you know

1:02:56.559,1:03:03.839
people data issues

1:02:59.680,1:03:03.839
vision um

1:03:07.599,1:03:10.720
but the vision part is big you kind of

1:03:09.440,1:03:12.240
reevaluate

1:03:10.720,1:03:13.440
what is your vision what is your core

1:03:12.240,1:03:13.920
purpose for your coverage what is your

1:03:13.440,1:03:15.440
why

1:03:13.920,1:03:17.839
you know why are you doing business for

1:03:15.440,1:03:19.760
us it's to make a positive impact in the

1:03:17.839,1:03:20.799
lives of our team members and wow our

1:03:19.760,1:03:22.480
clients every day

1:03:20.799,1:03:23.920
that's our that's our reason for getting

1:03:22.480,1:03:25.280
up in the morning then it's

1:03:23.920,1:03:27.039
you know what are your core values what

1:03:25.280,1:03:29.599
do you stand for and are you really

1:03:27.039,1:03:30.640
hiring firing rewarding people on those

1:03:29.599,1:03:32.480
and then

1:03:30.640,1:03:34.480
you know it goes on from their marketing

1:03:32.480,1:03:34.799
strategy and then all those things but

1:03:34.480,1:03:36.240
it

1:03:34.799,1:03:37.520
it basically gives you a framework to

1:03:36.240,1:03:38.880
run your business when you're when

1:03:37.520,1:03:40.880
you're first starting

1:03:38.880,1:03:42.480
you don't need you know eos and it's not

1:03:40.880,1:03:43.760
it's not for you but once you get to a

1:03:42.480,1:03:44.000
certain point and you want to get to

1:03:43.760,1:03:46.240
that

1:03:44.000,1:03:47.920
next level you have to rethink some

1:03:46.240,1:03:49.599
things about

1:03:47.920,1:03:51.760
you know what what does it take to get

1:03:49.599,1:03:52.319
to that next level and really scale your

1:03:51.760,1:03:55.680
business

1:03:52.319,1:03:56.160
you know and uh you know so the point

1:03:55.680,1:03:58.559
being

1:03:56.160,1:04:00.480
always be trying to improve and at

1:03:58.559,1:04:02.000
different stages of the

1:04:00.480,1:04:03.760
growth process you kind of have to

1:04:02.000,1:04:06.880
reevaluate things and

1:04:03.760,1:04:10.000
and maybe change up the way you think so

1:04:06.880,1:04:11.680
yeah so dude i mean

1:04:10.000,1:04:13.200
again i could talk so much about this

1:04:11.680,1:04:14.720
because it's so fresh in my head

1:04:13.200,1:04:17.280
because i just read the whole attraction

1:04:14.720,1:04:18.480
book during my 10-day quarantine for

1:04:17.280,1:04:19.920
having covered right

1:04:18.480,1:04:21.839
so it's a positive thing that came out

1:04:19.920,1:04:24.960
of that but

1:04:21.839,1:04:28.079
i mean i resonated with so many

1:04:24.960,1:04:29.280
every chapter i had no time because it

1:04:28.079,1:04:30.960
was like

1:04:29.280,1:04:32.319
you know where was i at with this

1:04:30.960,1:04:33.680
beforehand right

1:04:32.319,1:04:35.920
some things could have probably been

1:04:33.680,1:04:38.480
fixed early on but

1:04:35.920,1:04:39.520
that's not the point right the point was

1:04:38.480,1:04:41.039
you know

1:04:39.520,1:04:42.720
you have to do it when you're ready you

1:04:41.039,1:04:45.200
have to do it when you get buy-in

1:04:42.720,1:04:45.920
right like i think you nailed it i think

1:04:45.200,1:04:47.520
two million

1:04:45.920,1:04:50.400
even a million right even a million in

1:04:47.520,1:04:53.039
revenue that size of a company

1:04:50.400,1:04:54.559
you that's a milestone right not every

1:04:53.039,1:04:55.760
small business owner gets to reach

1:04:54.559,1:04:57.680
humiliating

1:04:55.760,1:04:59.119
so you should be proud of it but then

1:04:57.680,1:05:00.960
it's um

1:04:59.119,1:05:02.880
yeah so not everybody wants a girl but

1:05:00.960,1:05:04.240
this is a perfect book and a perfect

1:05:02.880,1:05:06.559
process to implement

1:05:04.240,1:05:07.520
if you are a person telling yourself

1:05:06.559,1:05:09.839
this is it

1:05:07.520,1:05:11.359
this is where this is my mom this is my

1:05:09.839,1:05:14.000
legacy this is my career

1:05:11.359,1:05:15.119
this is what i'm doing i want to improve

1:05:14.000,1:05:16.880
i want to get better

1:05:15.119,1:05:18.240
because gotta give gut check you know

1:05:16.880,1:05:19.280
because i'll tell you when i was reading

1:05:18.240,1:05:22.559
it

1:05:19.280,1:05:24.559
i was like damn that's me shame on me

1:05:22.559,1:05:26.319
like why did i why did i catch them you

1:05:24.559,1:05:28.319
know like but it's

1:05:26.319,1:05:29.760
and then but the team needs to buy it so

1:05:28.319,1:05:30.640
i was all super impressed with dave

1:05:29.760,1:05:32.559
because dave kept

1:05:30.640,1:05:34.880
asking me you know john that when i

1:05:32.559,1:05:36.319
asked you the same thing

1:05:34.880,1:05:37.760
awesome that you're in right awesome

1:05:36.319,1:05:39.280
that you love this awesome that you read

1:05:37.760,1:05:42.480
the book i'm excited that you're

1:05:39.280,1:05:43.359
so excited about it but your team needs

1:05:42.480,1:05:46.559
to buy you

1:05:43.359,1:05:48.640
so talk about a way to

1:05:46.559,1:05:50.079
improve camaraderie because think about

1:05:48.640,1:05:52.480
it if you're a millionaire

1:05:50.079,1:05:53.839
two three four five you're growing

1:05:52.480,1:05:55.200
you're reaching a new market you're

1:05:53.839,1:05:57.920
adding a new service

1:05:55.200,1:05:59.039
you've made a couple hires you start to

1:05:57.920,1:06:01.359
extend

1:05:59.039,1:06:02.960
the leadership and the management

1:06:01.359,1:06:05.359
everybody starts to create

1:06:02.960,1:06:06.240
pods people start to hang out with each

1:06:05.359,1:06:08.000
other

1:06:06.240,1:06:09.440
that person's got some advantages with

1:06:08.000,1:06:12.640
this person

1:06:09.440,1:06:13.760
you've got you've got like issues

1:06:12.640,1:06:15.359
arising

1:06:13.760,1:06:17.200
and just rumbling within your

1:06:15.359,1:06:19.760
organization that

1:06:17.200,1:06:20.640
us as business owners we think we've got

1:06:19.760,1:06:22.319
it all figured out

1:06:20.640,1:06:23.839
like there's no way what do you mean

1:06:22.319,1:06:26.960
come on

1:06:23.839,1:06:28.960
it'll work out it'll work itself out no

1:06:26.960,1:06:30.880
you know like you need an outsider to

1:06:28.960,1:06:33.839
come in like this

1:06:30.880,1:06:34.880
and just really gut check your business

1:06:33.839,1:06:38.000
and i'm already

1:06:34.880,1:06:39.440
i'm email three into it i already have

1:06:38.000,1:06:41.119
some of the leadership like hey rick so

1:06:39.440,1:06:42.880
what's going on here like what

1:06:41.119,1:06:44.400
what are we what's this gonna involve

1:06:42.880,1:06:47.039
like they're already asking

1:06:44.400,1:06:47.920
questions like so we're really going to

1:06:47.039,1:06:49.920
do this

1:06:47.920,1:06:51.599
so somebody's coming in to tell us what

1:06:49.920,1:06:52.640
to do it's like no man nobody's telling

1:06:51.599,1:06:54.559
you what to do

1:06:52.640,1:06:56.000
they're observing they're going to

1:06:54.559,1:06:59.039
really dissect

1:06:56.000,1:07:02.400
how do we get to a 25 billion company

1:06:59.039,1:07:04.400
50 100 million because if you guys all

1:07:02.400,1:07:06.079
talk the talk you got to walk the ball

1:07:04.400,1:07:07.599
you know i mean matt what was your

1:07:06.079,1:07:08.880
what's your take on it

1:07:07.599,1:07:11.200
i mean me and you are the same boat

1:07:08.880,1:07:11.920
everybody that's listening john's done

1:07:11.200,1:07:16.000
it again

1:07:11.920,1:07:19.680
kudos to this kid i mean dude like

1:07:16.000,1:07:21.440
we are larger in size but he he saw this

1:07:19.680,1:07:22.799
took advantage of it and here we go you

1:07:21.440,1:07:25.200
know we're

1:07:22.799,1:07:26.400
and that's why i love that we push each

1:07:25.200,1:07:28.240
other because

1:07:26.400,1:07:31.200
the fact that it improved his business

1:07:28.240,1:07:33.440
so much it makes me buy it i read the

1:07:31.200,1:07:36.640
book i buy in i hear everybody's

1:07:33.440,1:07:37.200
reception so for you guys to know me and

1:07:36.640,1:07:38.640
men

1:07:37.200,1:07:40.240
are both thinking about this right now

1:07:38.640,1:07:42.480
as we speak yeah

1:07:40.240,1:07:43.920
i mean i can't give enough kudos to john

1:07:42.480,1:07:47.039
um where he's at

1:07:43.920,1:07:47.359
in five years is like light years ahead

1:07:47.039,1:07:49.039
of

1:07:47.359,1:07:52.160
so many other companies right including

1:07:49.039,1:07:53.839
ourselves um

1:07:52.160,1:07:56.160
and for the fact that he's already

1:07:53.839,1:07:57.839
implementing eos in the first five years

1:07:56.160,1:08:00.480
and he's already almost over two million

1:07:57.839,1:08:04.160
dollars like he's going to be at 10 20

1:08:00.480,1:08:05.280
super fast and him giving us that

1:08:04.160,1:08:06.559
feedback for eos

1:08:05.280,1:08:08.240
it's like hey you know i've thought

1:08:06.559,1:08:09.599
about this for the last couple years

1:08:08.240,1:08:10.000
i've kind of just put on the back burner

1:08:09.599,1:08:12.319
but

1:08:10.000,1:08:13.119
you know i see what john's doing and

1:08:12.319,1:08:15.680
it's working

1:08:13.119,1:08:17.199
and i want to do that too right i want

1:08:15.680,1:08:19.359
to grow i want to scale

1:08:17.199,1:08:21.040
how do we scale up like what does that

1:08:19.359,1:08:24.159
look like and how do we hold

1:08:21.040,1:08:27.199
ourselves accountable and so

1:08:24.159,1:08:28.000
us pursuing this eos system like like

1:08:27.199,1:08:30.159
you said

1:08:28.000,1:08:31.920
um i think it was like two or three

1:08:30.159,1:08:32.799
weeks ago we decided as a leadership

1:08:31.920,1:08:35.520
team like

1:08:32.799,1:08:37.120
let's get traction let's read it and and

1:08:35.520,1:08:39.040
see what it's all about

1:08:37.120,1:08:41.040
and then literally i think maybe what

1:08:39.040,1:08:42.480
was it last week or two weeks ago john

1:08:41.040,1:08:44.480
texted us was like hey

1:08:42.480,1:08:46.239
you guys got to meet dave my implementer

1:08:44.480,1:08:48.400
for us and so i was like

1:08:46.239,1:08:49.839
perfect timing so oh yeah it worked this

1:08:48.400,1:08:52.000
is not working out like it's the

1:08:49.839,1:08:53.600
beginning of the year

1:08:52.000,1:08:55.199
yeah i reached i reached out to dave and

1:08:53.600,1:08:56.560
i was like hey we haven't started it yet

1:08:55.199,1:08:58.080
but this was the book we're literally

1:08:56.560,1:09:00.319
about to start with our leadership team

1:08:58.080,1:09:01.759
and so we had a good meeting and

1:09:00.319,1:09:03.600
we're going to see kind of what happens

1:09:01.759,1:09:06.560
with that going forward but

1:09:03.600,1:09:07.679
um yeah and i think i think a good point

1:09:06.560,1:09:09.359
too is like that

1:09:07.679,1:09:10.400
i didn't mention it so for those that

1:09:09.359,1:09:11.920
are listening that maybe don't know what

1:09:10.400,1:09:13.600
we're talking about so the

1:09:11.920,1:09:15.759
the element that we're talking about now

1:09:13.600,1:09:18.319
is that you know you can read the book

1:09:15.759,1:09:19.120
and try to self-implement this program

1:09:18.319,1:09:20.960
and

1:09:19.120,1:09:22.719
from my experience because i reached out

1:09:20.960,1:09:25.920
to other businesses

1:09:22.719,1:09:27.120
that had done this uh to ask them how

1:09:25.920,1:09:29.359
they like doing it

1:09:27.120,1:09:30.480
on their own versus hiring a third party

1:09:29.359,1:09:32.880
implementer

1:09:30.480,1:09:35.040
uh in a third party certified us

1:09:32.880,1:09:38.000
implementers basically somebody that's

1:09:35.040,1:09:39.440
like certified and teach by eos to teach

1:09:38.000,1:09:42.719
the program

1:09:39.440,1:09:44.799
uh is dave smarter than any of us

1:09:42.719,1:09:46.560
you know probably not he just you know

1:09:44.799,1:09:48.159
it's not that he knows how to run a

1:09:46.560,1:09:51.359
business better than anybody

1:09:48.159,1:09:55.440
but he knows how to teach the eos

1:09:51.359,1:09:59.120
system and do quarterly sessions and

1:09:55.440,1:10:01.360
with businesses like you guys and me

1:09:59.120,1:10:02.719
and ask the right questions to produce

1:10:01.360,1:10:04.080
the right results from from the

1:10:02.719,1:10:05.679
leadership team and he knows how to

1:10:04.080,1:10:07.920
teach the exact eos

1:10:05.679,1:10:09.040
program and i think the the bigger

1:10:07.920,1:10:11.199
picture is like

1:10:09.040,1:10:12.320
that it provides structure because as

1:10:11.199,1:10:14.640
you get bigger

1:10:12.320,1:10:15.920
it the structure becomes more important

1:10:14.640,1:10:17.360
you've kind of

1:10:15.920,1:10:19.360
think the book says talks about like

1:10:17.360,1:10:21.520
your whole business is like attached by

1:10:19.360,1:10:23.920
like duct tape you know

1:10:21.520,1:10:26.080
eventually like if you grow too much and

1:10:23.920,1:10:28.400
you don't have that structure

1:10:26.080,1:10:30.800
um you know then it can kind of crumble

1:10:28.400,1:10:33.600
and i think that that's what i've found

1:10:30.800,1:10:33.920
that that works and that you know that

1:10:33.600,1:10:36.800
in the

1:10:33.920,1:10:37.360
in dave or any eeos implementer it's a

1:10:36.800,1:10:40.400
neutral

1:10:37.360,1:10:42.080
third party that's unbiased doesn't

1:10:40.400,1:10:43.440
it and he's there to start the good

1:10:42.080,1:10:44.000
thing too he's there to serve the

1:10:43.440,1:10:46.239
leadership

1:10:44.000,1:10:47.600
team not john even though even though

1:10:46.239,1:10:49.360
i'm 100 owner

1:10:47.600,1:10:50.960
he's there to serve the leadership team

1:10:49.360,1:10:53.040
so there my leadership team's allowed to

1:10:50.960,1:10:55.440
reach out to him and ask questions

1:10:53.040,1:10:56.960
with me not there you know so he he is

1:10:55.440,1:10:58.800
there to try to figure out how he can

1:10:56.960,1:11:00.400
build such a cohesive leadership team

1:10:58.800,1:11:01.440
and then that cascades down to the rest

1:11:00.400,1:11:04.800
of the team

1:11:01.440,1:11:05.920
um but he's not like he's not warren

1:11:04.800,1:11:08.080
buffett or anything like that

1:11:05.920,1:11:09.440
or that he just teaches the program and

1:11:08.080,1:11:11.040
again

1:11:09.440,1:11:12.560
a lot of them are simple principles we

1:11:11.040,1:11:14.400
all know it would probably already do it

1:11:12.560,1:11:16.080
like the right people on the right seats

1:11:14.400,1:11:18.320
like we already know we need

1:11:16.080,1:11:20.320
the right seats but it kind of just it

1:11:18.320,1:11:20.719
just provides structure and framework

1:11:20.320,1:11:22.960
you know

1:11:20.719,1:11:23.920
and it's and i love that like yeah

1:11:22.960,1:11:27.280
you're right there's

1:11:23.920,1:11:27.920
probably 50 of the things that we are

1:11:27.280,1:11:30.400
doing

1:11:27.920,1:11:31.440
or we we were successful with and we

1:11:30.400,1:11:35.360
have recognized

1:11:31.440,1:11:36.640
but it's the point of having somebody be

1:11:35.360,1:11:39.199
oh he's almost like a chief

1:11:36.640,1:11:42.080
accountability officer right like

1:11:39.199,1:11:44.640
there's so much that we say we're

1:11:42.080,1:11:47.440
accountable for but we never execute

1:11:44.640,1:11:48.880
on delivering the results so it's like

1:11:47.440,1:11:49.920
that's what's exciting me about it

1:11:48.880,1:11:51.360
because

1:11:49.920,1:11:53.600
we've talked so much about these

1:11:51.360,1:11:54.960
different aspects but this is something

1:11:53.600,1:11:58.239
that will bring us together

1:11:54.960,1:11:59.600
um and again we're talking about you

1:11:58.239,1:12:01.600
you reach a certain point when you want

1:11:59.600,1:12:03.679
to do this everybody too and it's

1:12:01.600,1:12:05.679
you know don't do this in the beginning

1:12:03.679,1:12:06.560
you've got to get to a certain point to

1:12:05.679,1:12:08.159
want

1:12:06.560,1:12:10.320
to know that it's the right time to do

1:12:08.159,1:12:13.040
this um but

1:12:10.320,1:12:14.000
again this is just us ending this you

1:12:13.040,1:12:16.880
know

1:12:14.000,1:12:17.920
awesome session on nuggets of the future

1:12:16.880,1:12:19.600
because

1:12:17.920,1:12:21.199
this isn't this is an industry and this

1:12:19.600,1:12:23.920
is a business that

1:12:21.199,1:12:25.199
you could it opens up doors to so much

1:12:23.920,1:12:25.679
none of us thought we were going to do

1:12:25.199,1:12:27.760
this here

1:12:25.679,1:12:29.520
that we're talking here i did not think

1:12:27.760,1:12:32.159
i was just going to be in this industry

1:12:29.520,1:12:33.840
what i'm never going anywhere like this

1:12:32.159,1:12:34.800
is it for me this is the legacy that i'm

1:12:33.840,1:12:38.480
building

1:12:34.800,1:12:41.840
i think the same goes for you guys um

1:12:38.480,1:12:43.280
any last second or last minute

1:12:41.840,1:12:45.440
things you guys want to say we're going

1:12:43.280,1:12:48.719
to wrap it up because i think we've

1:12:45.440,1:12:52.000
talked quite a while um but

1:12:48.719,1:12:54.800
matt any ending ending nuggets

1:12:52.000,1:12:54.800
john same thing

1:12:55.040,1:12:57.280
um

1:13:00.800,1:13:04.000
i mean for those out there that are

1:13:03.199,1:13:06.400
starting

1:13:04.000,1:13:07.440
uh it can feel so overwhelming and

1:13:06.400,1:13:10.800
daunting right

1:13:07.440,1:13:12.320
uh john can and yourself can both tell

1:13:10.800,1:13:14.080
probably so many stories where you just

1:13:12.320,1:13:16.159
felt like giving up right

1:13:14.080,1:13:17.520
uh or it just felt too overwhelming like

1:13:16.159,1:13:18.960
you can't do this like maybe it was a

1:13:17.520,1:13:21.679
bad decision

1:13:18.960,1:13:22.400
um but if you surround yourself with the

1:13:21.679,1:13:24.000
right people

1:13:22.400,1:13:26.239
and you have that work ethic and that

1:13:24.000,1:13:28.640
drive and you really have a goal set for

1:13:26.239,1:13:30.880
yourself like you can get there

1:13:28.640,1:13:32.320
you may not be where you want to be but

1:13:30.880,1:13:34.400
where you're at right now is where

1:13:32.320,1:13:36.800
somebody else is trying to get to

1:13:34.400,1:13:37.679
so you just got to remember that like

1:13:36.800,1:13:39.040
just because

1:13:37.679,1:13:40.880
you only see what's in how you right now

1:13:39.040,1:13:44.080
doesn't mean that the future

1:13:40.880,1:13:46.400
is not much bigger and much brighter

1:13:44.080,1:13:47.840
so i i think so often we get stuck like

1:13:46.400,1:13:48.960
hey i'm right here

1:13:47.840,1:13:52.080
you know i want to get there i want to

1:13:48.960,1:13:53.760
do this it's too tough whatever but

1:13:52.080,1:13:56.239
sometimes we just have to step back and

1:13:53.760,1:13:58.719
just be thankful for where we're at

1:13:56.239,1:13:59.760
and uh keep the big picture in mind and

1:13:58.719,1:14:00.880
know that we can get there if we have

1:13:59.760,1:14:04.159
the right people in the right

1:14:00.880,1:14:07.679
right mindset and work ethic

1:14:04.159,1:14:09.920
totally agreement totally agree yeah

1:14:07.679,1:14:11.440
and i i'll just say just add on to that

1:14:09.920,1:14:14.320
that

1:14:11.440,1:14:16.320
um if i can say one one thing it would

1:14:14.320,1:14:18.080
be that

1:14:16.320,1:14:19.760
what i found once you get past the point

1:14:18.080,1:14:21.360
of cleaning yourself in the beginning

1:14:19.760,1:14:22.000
and you want to grow and you have the

1:14:21.360,1:14:24.080
desire

1:14:22.000,1:14:25.360
to grow and you don't mind managing or

1:14:24.080,1:14:25.920
leading people you really gotta like

1:14:25.360,1:14:28.400
people

1:14:25.920,1:14:29.520
and then that's but if you get to that

1:14:28.400,1:14:33.199
point

1:14:29.520,1:14:36.239
um you know i'm a firm believer that

1:14:33.199,1:14:38.159
if you focus on your people first

1:14:36.239,1:14:40.159
you build relationships with your people

1:14:38.159,1:14:41.600
you care about them like you do family i

1:14:40.159,1:14:43.600
always say

1:14:41.600,1:14:45.120
to my supervisor manager when they walk

1:14:43.600,1:14:46.719
in the door before you ask them clean

1:14:45.120,1:14:48.320
toilet ask them how their family is and

1:14:46.719,1:14:51.520
if you take that

1:14:48.320,1:14:54.719
you take that uh mentality that

1:14:51.520,1:14:56.400
that that you know people or labor is a

1:14:54.719,1:14:58.400
necessity to get to your

1:14:56.400,1:15:00.239
financial goal you won't get that

1:14:58.400,1:15:02.960
financial goal but if you focus

1:15:00.239,1:15:04.560
on them first it doesn't mean you don't

1:15:02.960,1:15:05.760
hold them accountable don't be confused

1:15:04.560,1:15:07.199
you still have an account but if you

1:15:05.760,1:15:08.640
take care of them

1:15:07.199,1:15:10.480
they'll take care of your customers the

1:15:08.640,1:15:11.679
money will follow that that's been my

1:15:10.480,1:15:14.880
experience

1:15:11.679,1:15:18.000
100 man 100

1:15:14.880,1:15:19.199
that's the truth so guys again thank you

1:15:18.000,1:15:21.840
guys for taking the time

1:15:19.199,1:15:22.480
uh we spent quite a quite a minute here

1:15:21.840,1:15:24.239
on

1:15:22.480,1:15:25.600
just sharing knowledge sharing stories

1:15:24.239,1:15:27.440
that's what it's about

1:15:25.600,1:15:29.920
everybody that's still listening

1:15:27.440,1:15:32.800
congratulations

1:15:29.920,1:15:33.840
you made it to the end um but no this i

1:15:32.800,1:15:35.520
got like

1:15:33.840,1:15:36.960
so much stuff that we went over guys

1:15:35.520,1:15:38.480
there's so much more we can talk about

1:15:36.960,1:15:39.760
but

1:15:38.480,1:15:41.280
this is why i want to share your guys

1:15:39.760,1:15:42.239
story because there's a lot of relevancy

1:15:41.280,1:15:45.199
here for me

1:15:42.239,1:15:47.199
and i know you guys i know the success

1:15:45.199,1:15:48.159
that you've had and the success that is

1:15:47.199,1:15:50.239
coming

1:15:48.159,1:15:52.159
so trust me there's a lot to be

1:15:50.239,1:15:55.040
determined here between

1:15:52.159,1:15:55.840
us here in general but again thank you

1:15:55.040,1:15:58.880
guys

1:15:55.840,1:16:00.239
uh there will be some links you know i'm

1:15:58.880,1:16:02.159
sure you guys are okay with people if

1:16:00.239,1:16:03.199
they want to reach out to you guys i'll

1:16:02.159,1:16:06.080
you know i'll share the linkedin

1:16:03.199,1:16:09.120
profiles you guys get to know these guys

1:16:06.080,1:16:09.600
matt and john they're great guys um they

1:16:09.120,1:16:12.320
love

1:16:09.600,1:16:13.840
as you can see to share some nuggets so

1:16:12.320,1:16:14.880
they're they're very open to anybody

1:16:13.840,1:16:17.040
messaging them

1:16:14.880,1:16:18.239
uh follow their companies check out what

1:16:17.040,1:16:20.719
they're doing

1:16:18.239,1:16:22.320
um keep tuning in guys thank you again

1:16:20.719,1:16:24.159
it's cleaning the cocktails

1:16:22.320,1:16:25.520
we're here to empower the cleaning

1:16:24.159,1:16:27.600
industry uh just

1:16:25.520,1:16:29.120
literally one episode one day at a time

1:16:27.600,1:16:35.840
all right guys thank you

1:16:29.120,1:16:35.840
thanks guys thanks guys appreciate it