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[Music]

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hey guys welcome to another episode of

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cleaning and cocktails

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uh super excited today as you are

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starting to see if you're looking to the

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left to the right we are

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in a are always improving studio here at

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the office

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uh and i'm super stoked for the guests

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that i have on on the show today

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but first off you guys know what we're

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talking about right people stories

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the industry cleaning how to make it fun

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how to empower the space

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and how to share people's stories that

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normally you

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wouldn't you wouldn't hear about right

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so today i have the pleasure of

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introducing

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hannah and caroline ariano ariana

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mariano

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out of new jersey so first off before

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the girls start talking about themselves

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here is let me let me thank you guys

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because what you guys don't know here

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what you'll know now is

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they traveled from new jersey to here to

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you know walk around our space get to

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know a little bit about how we operate

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and learn to improve their business and

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grow their business

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and i say thank you because that's it uh

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it's not only an investment of time

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but it's an investment of money it's an

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investment of you guys have work

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back in new jersey i'm assuming right

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where to be here

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uh you're you're taking time away from

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your family and work so

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thank you i appreciate you guys being

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here i'm super stoked

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this is a sister duo you guys know i

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love talking about family

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so without further more carolyn take it

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away

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as far as you know introduce what we

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always start with is

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how the hell did you guys get into

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cleaning because nobody goes to school

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to graduate to say i'm going to open

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a cleaning company um

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so i did go to school for business uh

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management i always knew that i wanted

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to run a business

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uh growing up in a family of

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entrepreneurs our father

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has his own mechanics shop our

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grandparents came to this country and

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opened their own restaurant

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and later on their own church so i

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always knew i wanted to be a business

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owner and

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just do my own thing and be successful

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at it

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but i didn't know exactly what i wanted

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to do or what kind of space i wanted to

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be in

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um so after four years of college i came

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out still didn't have an idea of what i

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wanted to do

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always had a love for cleaning a little

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bit of ocd

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um if you ask anybody i feel like a

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trait of cleaning business owners

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is ocd there's just yeah i like i get a

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kick out of it

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yeah i can't i can't work from home

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because i'll be cleaning my house

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that's kind of how it goes um but

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cleaning always

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uh it always made me feel good like the

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adrenaline rush

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um people like to work out like my

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working out was cleaning

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um so fresh out of college still had no

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idea what i wanted to do

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but was always good at cleaning and

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organizing and help helping other people

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in their homes or their businesses

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so one day hannah and myself along with

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one of her

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her friends we helped my mentor

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move warehouses and before we did that

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we actually had to help clean and

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organize and pack all their belongings

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in order to um to make the move and

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it was during that three-day period that

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everyone that he had working for his

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company

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was kind of just complimenting us

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telling us you know what a great job we

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did

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uh we're doing and um that same week i

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also had a couple of my father's

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employees

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uh mentioned to me about hey you know

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you should really open a business you do

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so great and you you know you enjoy it

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and then um i think i had like a third

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family member say something about it

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so three is a magic number yeah

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definitely and at that time hannah and i

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were actually

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uh launching our first uh failed

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business

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into party planning um that's the step

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to get to the next step

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yeah definitely again we had no idea

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what we were doing but uh we went in

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um you know together on the party

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planning it didn't work out well

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and um after being told three times in a

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week uh that we should start our own

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cleaning company

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i was like you know what maybe we should

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start our own cleaning company

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so hannah and i started to do a little

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bit of research

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as far as like pricing goes um

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you know because we had no idea like how

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do you even price the house

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so we called around to other big

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companies kind of got a price range and

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understanding of like the hourly rate

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um and with little to no money

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we went to the dollar store on our first

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trip and bought brooms

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um the cheapest glass cleaner you can

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think of i've been there many times

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oh man because it's quantity at that

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point at the dollar store it's like let

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me get 10 or 20 of everything

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exactly the stockpile exactly and um

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no shame in the dollar tree no no shame

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at all that's how we started

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um so we got our you know our products

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from the dollar tree

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um landed our first customer she

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actually happened to be a realtor so we

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got

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pretty damn lucky um on that first uh

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customer of ours

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she loved how we cleaned uh we had no

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idea what we were doing but

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you guys are doing it together yeah so

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we're doing it together we're learning

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together from the beginning everything

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um so so real quick to take a step back

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on all right so

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you guys did this together but did you

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guys go to school together

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panel did you guys go like where did the

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you guys are sisters

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obviously but like where did it come to

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you guys both were speaking to each

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other

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so let's do it together what it actually

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was was i was just finishing up

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my bachelor's degree and hannah was just

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finishing up high school

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you know now she was being pressured by

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college and

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i had went to college for business and i

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knew that was going to be a big

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you know waste of money just because it

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doesn't set you up for what you want to

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do

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so um so yeah i was like hey you know

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let's

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start a business and she was like okay i

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want to work you know right out of high

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school

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so um we started researching uh the

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cleaning industry in our area

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and um while she was actually still

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attending high school

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um she'd come out of from high school

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catch the train meet me

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at our office and from about 3 p.m to no

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joke about 3 o'clock

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a.m every day we would grind that's

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awesome

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kudos yeah thank you i gotta say like

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that's

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19 years old i didn't know what i i

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did not know what i wanted to do but i'd

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say you know thanks to you too for you

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guys

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doing this together where i mean if you

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weren't there she wouldn't have

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she's you're in entrepreneurship already

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right i think how awesome that is

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still in high school she was actually

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she was in her last year working um

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on the business and um it was just

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really cool because she'd just leave

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class catch the train meet me and then

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we would just

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start grinding um hannah was really

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intelligent

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when it came down to learning just about

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anything she would soak it in so

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right from the beginning i knew hannah

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was going to be our marketing um

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because i'm good with the customer

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service dealing with customers i've had

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so many years

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of experience in customer service

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working for my father

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working for other people people's

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companies dealing

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with big accounts and things like that

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so that really set me up

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as far as the customer service side of

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things i've also bartended

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on and off so i've dealt with all kinds

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of people

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yeah personalities yeah different

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personalities

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i used to do i don't know if i think i

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shared this before uh

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i did security for the first four years

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i was doing security at the bar

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so yeah like work all night come back in

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the morning

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work in the date morning day time at

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night go to the bar work

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but that helps you know how to interact

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with people oh 100 it really does

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because you got

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you don't know what kind of persona you

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have no coming to order a drink

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so that man that's you guys are grinding

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yeah uh we did we grind

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three years ago right is that what you

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guys told me yeah we're coming up on

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three

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okay um so we did our research we you

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know got went to the dollar store got

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our first customer

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uh she happened to be a realtor she

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loved our work um

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just started referring us out hannah's

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everything's residential

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everything was residential correct um i

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was always told you know get into

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commercial get into commercial but not

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knowing

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the systems or how to clean a house

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properly

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i just wanted to do houses um so we did

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that we jumped into residential

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hannah was learning the marketing side

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of things google ads instagram

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um facebook google my business you name

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it and um so

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hannah that's what you're handling that

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marketing side correct so google

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so that's intriguing because i still

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don't know how to handle google ads and

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all that stuff i feel like that is a

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that's a profession in itself oh

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absolutely like did you know that coming

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out of high school

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or no i had to take google classes you

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took the classes now did you do that

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because you're in this business or you

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just did that on on your own

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um primarily because of the business i

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knew it would get us

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more customers well again kudos right i

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mean

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that's that's hustle to know you know

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again you guys are young

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and this is a tough industry right i

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mean you guys to me already going on

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year three

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i'll give you some good some relative

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stats or industry stats

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over i think it's 36 000 cleaning

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companies start every year

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right with colvid last year that number

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could be way up everybody in the

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woodwork

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was coming out to open a cleaning

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company last year but on average 36

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000 i say that because i think it's like

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56 or 58

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don't even make it past the first year

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because it's

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like think about you're doing marketing

0:09:18.399,0:09:21.760
you're doing uh you know website stuff

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right probably doing things on all the

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social media

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you're handling i would say i think you

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told me invoicing invoicing

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customer service those are million hats

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that we wear

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as business owners not that we want to

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right because there's always probably

0:09:33.040,0:09:35.519
somebody better that can do

0:09:34.480,0:09:36.959
some of the things that you're doing

0:09:35.519,0:09:39.040
that you just do because you have to

0:09:36.959,0:09:40.959
right but

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this is why i tell everybody like

0:09:40.959,0:09:46.320
sisters cousins brothers family

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it's a it makes or breaks you when

0:09:46.320,0:09:49.600
you're especially in business because

0:09:48.080,0:09:50.320
it's if you're doing it by yourself it's

0:09:49.600,0:09:52.080
lonesome

0:09:50.320,0:09:53.440
oh yeah absolutely i know for a fact

0:09:52.080,0:09:54.320
like i wouldn't have been able to do it

0:09:53.440,0:09:56.080
without hannah

0:09:54.320,0:09:58.160
i still couldn't like wes no that's why

0:09:56.080,0:10:00.880
i said yeah my my cousin my wife and

0:09:58.160,0:10:01.440
my family like i could i wanted to quit

0:10:00.880,0:10:03.440
like

0:10:01.440,0:10:04.480
i was doing this as a side hustle it was

0:10:03.440,0:10:05.680
always like

0:10:04.480,0:10:07.440
this is good i'll leave it for the

0:10:05.680,0:10:08.640
family and i'll go find some i literally

0:10:07.440,0:10:10.240
was always interviewing

0:10:08.640,0:10:12.000
the first couple years like i was trying

0:10:10.240,0:10:14.880
to get another job

0:10:12.000,0:10:15.440
the minute i stopped it was like i'm all

0:10:14.880,0:10:16.880
in

0:10:15.440,0:10:18.800
you know like you dedicate your time now

0:10:16.880,0:10:20.640
you guys have each other's back yeah

0:10:18.800,0:10:23.200
anybody any other definitely family

0:10:20.640,0:10:25.920
members um so we actually have two

0:10:23.200,0:10:26.959
um family members that do work with us

0:10:25.920,0:10:28.240
uh they've been with us from the

0:10:26.959,0:10:31.120
beginning

0:10:28.240,0:10:32.399
and um they're a huge help of course we

0:10:31.120,0:10:34.399
have four four family members

0:10:32.399,0:10:36.480
they're out on the field every day um

0:10:34.399,0:10:38.000
making sure everything's getting done

0:10:36.480,0:10:39.600
uh now they're training our new

0:10:38.000,0:10:42.240
employees and

0:10:39.600,0:10:44.160
they know that you know this is gonna

0:10:42.240,0:10:47.279
they know there's a bigger picture

0:10:44.160,0:10:47.600
so and keep that in mind always keep

0:10:47.279,0:10:50.560
that

0:10:47.600,0:10:51.200
because that's the biggest driver is to

0:10:50.560,0:10:53.040
always know

0:10:51.200,0:10:54.800
what you guys are shooting for because

0:10:53.040,0:10:56.560
if everybody worries about like the now

0:10:54.800,0:10:58.560
mm-hmm the nile's not always great no

0:10:56.560,0:10:59.920
it's not and it's it's rough at times

0:10:58.560,0:11:02.160
a complaint in the morning will screw

0:10:59.920,0:11:02.880
your day up the fact that they've stuck

0:11:02.160,0:11:04.800
it out with us

0:11:02.880,0:11:06.959
and they like they believed in us so

0:11:04.800,0:11:08.240
that is another big factor to push us

0:11:06.959,0:11:10.079
even more because

0:11:08.240,0:11:11.360
they're like listen we know we're only

0:11:10.079,0:11:14.720
going to make 300

0:11:11.360,0:11:15.440
a week for a while but we also know that

0:11:14.720,0:11:16.800
eventually

0:11:15.440,0:11:18.880
you know we're not going to be cleaning

0:11:16.800,0:11:20.800
we're going to be managing there you go

0:11:18.880,0:11:22.640
they just had so much faith in us and

0:11:20.800,0:11:24.399
believed in us and

0:11:22.640,0:11:25.760
i mean it's a huge help having that

0:11:24.399,0:11:27.680
support and people backing

0:11:25.760,0:11:29.279
up when you're just starting out and

0:11:27.680,0:11:30.560
have nothing yeah i mean

0:11:29.279,0:11:33.440
talking about bank accounts going

0:11:30.560,0:11:36.079
negative not getting paid some weeks

0:11:33.440,0:11:36.880
all right so listen because i always

0:11:36.079,0:11:38.320
forget

0:11:36.880,0:11:40.000
because again not that everything is

0:11:38.320,0:11:42.079
sunshine and rainbows but

0:11:40.000,0:11:43.040
i in the episodes like we talk so much

0:11:42.079,0:11:46.000
about all

0:11:43.040,0:11:47.519
the the good and the positive right or

0:11:46.000,0:11:50.240
garen on the last episode that

0:11:47.519,0:11:51.760
you know you guys will see and love he

0:11:50.240,0:11:52.639
we reminded each other let's talk about

0:11:51.760,0:11:54.000
like that moment

0:11:52.639,0:11:55.440
that bad moment i don't know if you guys

0:11:54.000,0:11:56.560
saw the episode i did with my with

0:11:55.440,0:11:58.800
marley where

0:11:56.560,0:11:59.680
we got our credit card to go decline for

0:11:58.800,0:12:02.160
a

0:11:59.680,0:12:03.040
pack of gum yes i did see that that's

0:12:02.160,0:12:05.519
bad right

0:12:03.040,0:12:07.279
uh what did you guys have those moments

0:12:05.519,0:12:08.720
oh yeah we have plenty of those give me

0:12:07.279,0:12:10.959
some of those what are the giveaways

0:12:08.720,0:12:12.160
hannah give me one and they caroline

0:12:10.959,0:12:14.560
i can tell you that there have been

0:12:12.160,0:12:15.120
weeks um you know we just didn't get

0:12:14.560,0:12:16.639
paid

0:12:15.120,0:12:18.800
we didn't get paid or if we did it was

0:12:16.639,0:12:20.160
like a hundred bucks um

0:12:18.800,0:12:21.760
and not because we didn't have the money

0:12:20.160,0:12:22.959
although there were times for that but

0:12:21.760,0:12:25.440
because we were trying to

0:12:22.959,0:12:27.360
invest in buying better equipment

0:12:25.440,0:12:30.000
getting rid of the brooms

0:12:27.360,0:12:31.360
i remember the first time i had seen a

0:12:30.000,0:12:32.959
protein backpack

0:12:31.360,0:12:35.120
when we first started out and it was

0:12:32.959,0:12:37.519
about four hundred dollars

0:12:35.120,0:12:39.120
and i remember telling hannah like we

0:12:37.519,0:12:40.639
need this like we need this and i was

0:12:39.120,0:12:43.519
just thinking like i can't wait till we

0:12:40.639,0:12:45.940
have one and now we have like 20 of them

0:12:43.519,0:12:47.200
it's insane like but um

0:12:45.940,0:12:49.519
[Music]

0:12:47.200,0:12:50.560
yeah we love those things oh no they're

0:12:49.519,0:12:53.040
good

0:12:50.560,0:12:54.560
they're great um but yeah i mean things

0:12:53.040,0:12:55.839
are rough like i said we stood up till

0:12:54.560,0:12:57.200
three o'clock in the morning pounding

0:12:55.839,0:12:59.519
red bulls learning how to

0:12:57.200,0:13:01.600
do google ads learning how to market

0:12:59.519,0:13:04.160
learning who our competitors were

0:13:01.600,0:13:04.800
um reading books on cleaning uh watching

0:13:04.160,0:13:07.839
youtube

0:13:04.800,0:13:09.360
videos on cleaning um

0:13:07.839,0:13:11.120
and yeah i mean there's a lot of rough

0:13:09.360,0:13:13.200
times and plenty of times that

0:13:11.120,0:13:14.639
we've both wanted to quit where she'll

0:13:13.200,0:13:16.240
be like i just can't deal with the

0:13:14.639,0:13:18.399
stress or i'll be like i can't deal with

0:13:16.240,0:13:21.279
not getting paid

0:13:18.399,0:13:23.519
it's the worst yeah but we always like

0:13:21.279,0:13:25.279
you know we support each other and

0:13:23.519,0:13:26.880
we have our moments and then we just

0:13:25.279,0:13:28.399
pick it back up and then we realize you

0:13:26.880,0:13:30.880
know we have gotten so far

0:13:28.399,0:13:32.320
um and within that first year actually

0:13:30.880,0:13:34.639
uh hannah and i broke

0:13:32.320,0:13:35.920
i think over like three hundred thousand

0:13:34.639,0:13:38.160
damn well cheers

0:13:35.920,0:13:38.540
in the first place cheers cheers air

0:13:38.160,0:13:40.320
chair

0:13:38.540,0:13:42.399
[Laughter]

0:13:40.320,0:13:43.680
but um that was like a pivotal moment

0:13:42.399,0:13:46.160
when i was like checking our

0:13:43.680,0:13:47.519
our stripes 300 000 the first year yeah

0:13:46.160,0:13:49.760
out 80 000

0:13:47.519,0:13:50.720
for me i mean that's great that is

0:13:49.760,0:13:54.480
awesome

0:13:50.720,0:13:55.920
um 300 000. yeah i mean cleaning houses

0:13:54.480,0:13:56.320
and i mean we were driving everywhere

0:13:55.920,0:13:59.360
though

0:13:56.320,0:14:01.440
um so were you guys between you four

0:13:59.360,0:14:02.639
that first year well so for the first

0:14:01.440,0:14:04.240
eight months it was just hannah and

0:14:02.639,0:14:05.839
myself doing everything

0:14:04.240,0:14:07.279
and then we realized that we needed in

0:14:05.839,0:14:08.480
order to scale the business

0:14:07.279,0:14:10.480
and the other two family members came

0:14:08.480,0:14:11.440
out they came on board and then they

0:14:10.480,0:14:13.199
gave us some

0:14:11.440,0:14:14.800
sometimes you know do all their work and

0:14:13.199,0:14:16.720
then we just started hiring yeah

0:14:14.800,0:14:17.839
because you guys are you noticing now

0:14:16.720,0:14:19.839
and

0:14:17.839,0:14:21.600
again it's you know in some situations

0:14:19.839,0:14:22.240
this is this doesn't happen and people

0:14:21.600,0:14:23.600
get lucky

0:14:22.240,0:14:26.000
and they don't have to be in the

0:14:23.600,0:14:28.399
business as much but did you notice that

0:14:26.000,0:14:29.360
you guys doing the cleaning buying

0:14:28.399,0:14:31.120
supplies

0:14:29.360,0:14:33.120
worrying about invoicing doing the

0:14:31.120,0:14:34.800
marketing doing the selling

0:14:33.120,0:14:36.800
i mean share with people like how

0:14:34.800,0:14:38.160
crucial that was for you guys now that

0:14:36.800,0:14:39.279
not that you're taking a step away on

0:14:38.160,0:14:41.360
anything but

0:14:39.279,0:14:43.120
that you can step away to let others

0:14:41.360,0:14:45.040
help because

0:14:43.120,0:14:46.800
oh yeah super crucial i mean i'm a

0:14:45.040,0:14:49.839
control freak in the sense that

0:14:46.800,0:14:51.040
um i was afraid of anyone else answering

0:14:49.839,0:14:54.399
the phone or

0:14:51.040,0:14:56.399
booking a a job and um when we had those

0:14:54.399,0:14:58.880
two family members come on board

0:14:56.399,0:15:00.560
i was able to you know give delegate

0:14:58.880,0:15:02.399
some of my work to hannah

0:15:00.560,0:15:03.600
and then of course you got a new set of

0:15:02.399,0:15:05.760
tasks that come on the work

0:15:03.600,0:15:07.279
i mean you hire someone for marketing

0:15:05.760,0:15:08.880
you're still doing invoice and you hire

0:15:07.279,0:15:10.720
somebody for invoicing now you're doing

0:15:08.880,0:15:12.000
something else but um

0:15:10.720,0:15:13.360
yeah it's very important because you'll

0:15:12.000,0:15:14.079
never be able to grow the business if

0:15:13.360,0:15:17.040
you're

0:15:14.079,0:15:18.399
cleaning buying supplies invoicing

0:15:17.040,0:15:20.160
dealing with the customers

0:15:18.399,0:15:22.079
um i can tell you that if i'm cleaning

0:15:20.160,0:15:22.800
still to this day we have to go out and

0:15:22.079,0:15:24.079
clean

0:15:22.800,0:15:25.760
i don't want to answer the phone i don't

0:15:24.079,0:15:27.360
want to talk to anybody i'm cleaning

0:15:25.760,0:15:28.639
yeah and you lose a lot of business like

0:15:27.360,0:15:30.399
that yeah especially i got

0:15:28.639,0:15:32.399
because you guys are predominantly

0:15:30.399,0:15:33.040
residential still commercials coming on

0:15:32.399,0:15:35.199
board

0:15:33.040,0:15:37.440
but residential i mean yeah it's they

0:15:35.199,0:15:40.160
can pick anybody right so if you don't

0:15:37.440,0:15:43.120
answer that phone or answer that message

0:15:40.160,0:15:44.160
from the website or the lead it's gone

0:15:43.120,0:15:45.680
yeah they're going on

0:15:44.160,0:15:47.360
they're not waiting for you to call them

0:15:45.680,0:15:48.959
back they're calling the next cleaning

0:15:47.360,0:15:51.600
company on the list pretty much

0:15:48.959,0:15:52.880
and how competitive is is new jersey

0:15:51.600,0:15:54.480
it's pretty competitive

0:15:52.880,0:15:56.480
because there are a lot of craigslist

0:15:54.480,0:15:58.720
cleaners um you know people that will

0:15:56.480,0:16:00.000
come clean your house for ninety dollars

0:15:58.720,0:16:02.000
but they don't have insurance they're

0:16:00.000,0:16:02.240
not bonded if they mess up or break up a

0:16:02.000,0:16:04.320
t

0:16:02.240,0:16:05.519
you know break your tv um you're not

0:16:04.320,0:16:06.560
covered for that but it's very

0:16:05.519,0:16:09.920
competitive

0:16:06.560,0:16:13.279
so what we do is we market to um

0:16:09.920,0:16:15.040
larger homes uh very wealthy uh towns in

0:16:13.279,0:16:16.720
new jersey so home dell

0:16:15.040,0:16:18.000
haslet we're talking like five six

0:16:16.720,0:16:18.480
bedrooms seven bathrooms because you

0:16:18.000,0:16:19.920
know

0:16:18.480,0:16:21.600
like what the bang for the buck right

0:16:19.920,0:16:23.519
like exactly you know you're gonna staff

0:16:21.600,0:16:24.880
a three four person team or whatever

0:16:23.519,0:16:26.720
again i don't know how many team members

0:16:24.880,0:16:29.360
it takes to clean that but

0:16:26.720,0:16:30.639
it's it's worth the effort of assigning

0:16:29.360,0:16:33.040
oh yeah absolutely

0:16:30.639,0:16:34.160
okay so we'll go for like the big homes

0:16:33.040,0:16:35.519
um

0:16:34.160,0:16:37.360
and then we were doing a lot of work in

0:16:35.519,0:16:38.880
manhattan so we were banging out like

0:16:37.360,0:16:41.120
apartments for like two hundred dollars

0:16:38.880,0:16:44.399
a pop we do like three four a day

0:16:41.120,0:16:46.160
um but yeah we just you guys said you're

0:16:44.399,0:16:47.839
not near brooklyn right

0:16:46.160,0:16:49.440
uh we're about like 45 minutes from

0:16:47.839,0:16:50.160
brooklyn yeah because i got to work in

0:16:49.440,0:16:52.079
brooklyn

0:16:50.160,0:16:54.480
we're not that far from brooklyn we got

0:16:52.079,0:16:57.600
to talk we visited absolutely

0:16:54.480,0:16:59.519
so hannah what about uh social media the

0:16:57.600,0:17:01.360
marketing part

0:16:59.519,0:17:02.959
i mean um you just really have to be

0:17:01.360,0:17:04.880
consistent um

0:17:02.959,0:17:06.319
constantly posting you have to be on top

0:17:04.880,0:17:07.120
especially google my business that's

0:17:06.319,0:17:09.919
where we generate

0:17:07.120,0:17:11.360
most of our customers um believe it or

0:17:09.919,0:17:12.640
not we get a lot of customers without

0:17:11.360,0:17:15.760
spending in ads

0:17:12.640,0:17:17.439
um by just getting reviews

0:17:15.760,0:17:18.880
we're always on top so i'm always making

0:17:17.439,0:17:21.039
sure that we're on top

0:17:18.880,0:17:22.079
that's like my job does the job yeah uh

0:17:21.039,0:17:24.079
reviews are key

0:17:22.079,0:17:25.679
yeah definitely if you google or that

0:17:24.079,0:17:27.839
google business like if you do it within

0:17:25.679,0:17:29.360
the map because everything's off the

0:17:27.839,0:17:32.400
location of where your address is right

0:17:29.360,0:17:33.039
correct if you don't show up at the top

0:17:32.400,0:17:34.480
i mean

0:17:33.039,0:17:36.240
think about when you're going i always

0:17:34.480,0:17:37.760
say this to people when they're like why

0:17:36.240,0:17:38.799
is google business so important or why

0:17:37.760,0:17:41.280
reviews

0:17:38.799,0:17:41.919
when you're hungry where do you go and

0:17:41.280,0:17:45.440
if you see

0:17:41.919,0:17:46.880
somebody that has 1300 reviews or 10

0:17:45.440,0:17:49.120
where are you gonna eat thirteen hundred

0:17:46.880,0:17:49.440
thirteen hundred absolutely yeah so it's

0:17:49.120,0:17:52.400
just

0:17:49.440,0:17:53.440
it's habit it's people's habit to choose

0:17:52.400,0:17:54.880
and feel like

0:17:53.440,0:17:56.400
what do you call like it's like follow

0:17:54.880,0:17:57.600
the pack or like what does everybody

0:17:56.400,0:17:59.600
else do oh yeah

0:17:57.600,0:18:01.679
i mean most of the phone calls are our

0:17:59.600,0:18:02.080
new customers right off the bat i'll ask

0:18:01.679,0:18:04.400
them

0:18:02.080,0:18:05.600
um you know where did you hear us or why

0:18:04.400,0:18:07.039
did you go with us and they'll be like

0:18:05.600,0:18:08.160
you have the most reviews you have the

0:18:07.039,0:18:10.720
best reviews

0:18:08.160,0:18:11.840
if perfection actually isn't great right

0:18:10.720,0:18:13.679
for me for

0:18:11.840,0:18:15.039
a guy take that back perfection is

0:18:13.679,0:18:18.720
always great but

0:18:15.039,0:18:21.039
when we were at like 55 stars all five

0:18:18.720,0:18:22.720
we had people say oh you guys are you

0:18:21.039,0:18:24.400
know you're you're making those up you

0:18:22.720,0:18:27.360
know they don't they don't count

0:18:24.400,0:18:28.240
we got a one star turned that one into a

0:18:27.360,0:18:29.840
five

0:18:28.240,0:18:32.080
got another one star turned that back

0:18:29.840,0:18:33.440
into a five so i learned like actually

0:18:32.080,0:18:35.440
that keeps you on your toes

0:18:33.440,0:18:36.880
yeah you know it keeps you on your toes

0:18:35.440,0:18:39.120
but like you were gonna

0:18:36.880,0:18:40.799
you know leading to is there there are

0:18:39.120,0:18:42.720
those people that just

0:18:40.799,0:18:44.400
you know i don't for not i remember we

0:18:42.720,0:18:45.840
got a one star one time mm-hmm when we

0:18:44.400,0:18:49.039
didn't answer the phone

0:18:45.840,0:18:50.559
oh actually we have one of those yeah

0:18:49.039,0:18:52.240
somebody didn't get their quote fast

0:18:50.559,0:18:53.919
enough because we were busy cleaning and

0:18:52.240,0:18:54.720
we got a one-star review never met the

0:18:53.919,0:18:56.320
lady

0:18:54.720,0:18:57.440
didn't even give her a price so that's

0:18:56.320,0:18:58.000
why you got to take it with a great

0:18:57.440,0:19:00.240
assault

0:18:58.000,0:19:01.840
right but yeah i was like i was baffled

0:19:00.240,0:19:02.480
i was like how do we turn that around

0:19:01.840,0:19:03.840
there's someone

0:19:02.480,0:19:05.120
how do you get a one-star review for

0:19:03.840,0:19:06.960
something that a service that you

0:19:05.120,0:19:10.160
haven't had it's insane

0:19:06.960,0:19:12.400
but um yes reviews are super important

0:19:10.160,0:19:13.840
um hannah works a lot on the social

0:19:12.400,0:19:16.000
media she's consistent

0:19:13.840,0:19:18.559
instagram facebook when nobody was

0:19:16.000,0:19:21.679
liking any of our stuff we still posted

0:19:18.559,0:19:23.440
two three times a day um and then we got

0:19:21.679,0:19:23.760
traction i mean people see it people

0:19:23.440,0:19:25.520
reap

0:19:23.760,0:19:26.720
it it takes time it does no it does seem

0:19:25.520,0:19:27.360
because it's like when you guys are

0:19:26.720,0:19:30.559
doing it

0:19:27.360,0:19:32.080
hannah right like it's it's a story

0:19:30.559,0:19:33.919
that's what i say you guys are building

0:19:32.080,0:19:36.000
a brand story on

0:19:33.919,0:19:37.440
you know i call you guys a sister duo i

0:19:36.000,0:19:39.200
see that both of you guys

0:19:37.440,0:19:40.799
you know post a lot of the you know not

0:19:39.200,0:19:42.320
not even the same stuff so like

0:19:40.799,0:19:44.559
you're enhancing the image of the

0:19:42.320,0:19:45.600
company solo those are the things that

0:19:44.559,0:19:48.000
i'm trying to help

0:19:45.600,0:19:49.600
the the industry understand is you know

0:19:48.000,0:19:50.799
websites are important social media is

0:19:49.600,0:19:53.520
important and you guys are proof

0:19:50.799,0:19:55.280
to that right is it is it is it a lot

0:19:53.520,0:19:57.520
that you're getting traction oh yeah so

0:19:55.280,0:19:59.280
the internet you have to have a website

0:19:57.520,0:20:00.559
you have to have a google my business

0:19:59.280,0:20:02.000
not only do you have to have a website

0:20:00.559,0:20:03.200
you have to have live chats on your

0:20:02.000,0:20:06.000
website

0:20:03.200,0:20:07.039
i get messaged uh on a live chat on our

0:20:06.000,0:20:08.799
website we have

0:20:07.039,0:20:10.960
uh apple messaging on our website we

0:20:08.799,0:20:12.799
have facebook messaging on our website

0:20:10.960,0:20:14.320
you can text us from our website so i

0:20:12.799,0:20:15.039
mean there's like four or five different

0:20:14.320,0:20:17.200
options

0:20:15.039,0:20:18.400
for you to contact us besides hitting

0:20:17.200,0:20:20.720
the call button

0:20:18.400,0:20:22.320
um you know our social media is linked

0:20:20.720,0:20:23.760
to everything our email addresses are

0:20:22.320,0:20:26.320
linked to everything

0:20:23.760,0:20:28.559
um we learned early on um because of my

0:20:26.320,0:20:31.520
mentor the importance of

0:20:28.559,0:20:32.559
having that online presence sorry the

0:20:31.520,0:20:34.030
google reviews

0:20:32.559,0:20:35.840
and is that a google review going on

0:20:34.030,0:20:38.240
[Laughter]

0:20:35.840,0:20:39.840
and um just you have to be present

0:20:38.240,0:20:42.240
people have to know who you are

0:20:39.840,0:20:44.159
um and you have to be accessible so

0:20:42.240,0:20:46.240
those live chats um

0:20:44.159,0:20:47.760
text messaging anyway a customer can

0:20:46.240,0:20:48.799
reach you google my business it's really

0:20:47.760,0:20:51.919
important to

0:20:48.799,0:20:53.840
have that um established for them so now

0:20:51.919,0:20:55.120
let's talk about something i actually i

0:20:53.840,0:20:55.679
don't think i've ever brought this up on

0:20:55.120,0:20:59.200
the show

0:20:55.679,0:21:01.840
is the iicrc

0:20:59.200,0:21:03.919
yes so not only are they a cleaning

0:21:01.840,0:21:05.520
company you guys but they also got into

0:21:03.919,0:21:07.200
the restoration world

0:21:05.520,0:21:09.440
something i don't i really know nothing

0:21:07.200,0:21:11.919
about we know of it but

0:21:09.440,0:21:13.520
we don't offer it so i'd actually like

0:21:11.919,0:21:13.919
for you guys to share a little bit like

0:21:13.520,0:21:15.679
how

0:21:13.919,0:21:17.440
what made you think i know you were

0:21:15.679,0:21:19.039
telling me earlier what made you think

0:21:17.440,0:21:21.200
about getting into that space

0:21:19.039,0:21:22.640
especially because i know we said it

0:21:21.200,0:21:25.760
it's a man's

0:21:22.640,0:21:28.480
space right now two sisters young women

0:21:25.760,0:21:29.520
getting into the restoration space how

0:21:28.480,0:21:31.679
did that

0:21:29.520,0:21:32.640
so as i mentioned before our father owns

0:21:31.679,0:21:35.600
a mechanic shop

0:21:32.640,0:21:37.039
um so i was used to being around men um

0:21:35.600,0:21:39.280
you know

0:21:37.039,0:21:40.559
auto parts grease and i and i was

0:21:39.280,0:21:41.120
comfortable with you know how to fix a

0:21:40.559,0:21:43.039
car

0:21:41.120,0:21:44.159
i know a little bit about cars if you

0:21:43.039,0:21:47.200
tell me like what's wrong

0:21:44.159,0:21:48.159
i probably know you know like four out

0:21:47.200,0:21:51.600
of five

0:21:48.159,0:21:53.280
um but um so i'm totally comfortable

0:21:51.600,0:21:54.320
around being you know in a market full

0:21:53.280,0:21:55.600
of men but um

0:21:54.320,0:21:57.360
what happened was we were cleaning

0:21:55.600,0:21:58.159
houses and we had a couple people ask us

0:21:57.360,0:22:01.039
if we would

0:21:58.159,0:22:02.400
clean their carpets um so i wanted to

0:22:01.039,0:22:03.919
actually learn how to clean carpet so i

0:22:02.400,0:22:06.559
didn't just want to go get a machine

0:22:03.919,0:22:07.520
and and ruin somebody's uh carpet so i

0:22:06.559,0:22:09.120
found that i

0:22:07.520,0:22:11.840
didn't want to rely on youtube like i

0:22:09.120,0:22:13.679
did not for carpet

0:22:11.840,0:22:16.400
i didn't want to have to use our new

0:22:13.679,0:22:18.559
insurance policy

0:22:16.400,0:22:20.400
didn't want the premium to go up so we

0:22:18.559,0:22:23.440
invested i think it was like a 300

0:22:20.400,0:22:24.159
carpet class you know what that's a lie

0:22:23.440,0:22:26.000
it was free

0:22:24.159,0:22:28.000
it was a free carpet class and it was

0:22:26.000,0:22:30.960
actually in my hometown

0:22:28.000,0:22:32.480
so i took it they took the carpet class

0:22:30.960,0:22:33.039
then i took an upholstery class with

0:22:32.480,0:22:34.559
them

0:22:33.039,0:22:36.480
and the more classes i just started

0:22:34.559,0:22:37.280
taking on to add on to our services for

0:22:36.480,0:22:39.679
residential

0:22:37.280,0:22:41.039
um i would listen to these guys talking

0:22:39.679,0:22:44.400
and they were into

0:22:41.039,0:22:46.960
biohazard cleaning um mold remediation

0:22:44.400,0:22:48.159
water damage fire and um i would just

0:22:46.960,0:22:50.400
hear them talk about

0:22:48.159,0:22:51.280
the profit margins and all this crazy

0:22:50.400,0:22:53.280
money

0:22:51.280,0:22:55.120
um and i was like you know what that

0:22:53.280,0:22:57.919
sounds pretty interesting

0:22:55.120,0:22:59.600
and um i started looking into it and

0:22:57.919,0:23:01.360
pretty much it's like cleaning but like

0:22:59.600,0:23:05.200
extensively yeah like you're

0:23:01.360,0:23:08.320
restoring a home um nothing sexy about

0:23:05.200,0:23:10.559
it no nothing at all

0:23:08.320,0:23:12.320
um but i just like i really like the

0:23:10.559,0:23:14.240
conversation that was being had in these

0:23:12.320,0:23:16.799
classes the money talk

0:23:14.240,0:23:18.400
clearly um and then i just started

0:23:16.799,0:23:19.679
taking class after class and i was like

0:23:18.400,0:23:21.280
you know what i'm gonna go for my triple

0:23:19.679,0:23:24.720
masters which is uh

0:23:21.280,0:23:26.480
it's like 16 or 17 courses and um

0:23:24.720,0:23:28.640
that's the program yeah triple masters

0:23:26.480,0:23:31.280
is a program correct okay

0:23:28.640,0:23:33.440
normally people pick one like master so

0:23:31.280,0:23:36.480
they're either like a tile and floor

0:23:33.440,0:23:38.960
uh fire or water but because of colvid

0:23:36.480,0:23:39.679
they started um having these classes

0:23:38.960,0:23:41.679
online

0:23:39.679,0:23:43.039
so instead of accessible right so

0:23:41.679,0:23:43.520
instead of me having to drive out of

0:23:43.039,0:23:45.600
state

0:23:43.520,0:23:46.720
spend five days to learn a class now

0:23:45.600,0:23:49.679
they were giving this

0:23:46.720,0:23:50.159
on zoom so as soon as i saw that email

0:23:49.679,0:23:52.640
come in

0:23:50.159,0:23:54.320
uh online classes i did great in college

0:23:52.640,0:23:54.880
online classes so i was like this is for

0:23:54.320,0:23:57.200
me

0:23:54.880,0:23:59.360
yeah i can do this like nothing right

0:23:57.200,0:24:01.760
literally i love to learn

0:23:59.360,0:24:03.120
what did you think about that like what

0:24:01.760,0:24:04.559
wait we just started cleaning now we're

0:24:03.120,0:24:06.000
going to get into restoration i was

0:24:04.559,0:24:08.240
actually excited

0:24:06.000,0:24:09.600
yeah money excites me did you guys do

0:24:08.240,0:24:11.120
were you able to do this together

0:24:09.600,0:24:12.159
the courses are all you were saying

0:24:11.120,0:24:13.600
she's going to do something yeah i

0:24:12.159,0:24:16.320
started them yes she did she's

0:24:13.600,0:24:18.240
already taken her second class um but i

0:24:16.320,0:24:19.840
was just going like full force while she

0:24:18.240,0:24:21.840
was uh running the business the

0:24:19.840,0:24:23.600
residential side of things so

0:24:21.840,0:24:25.200
that was another great reason for having

0:24:23.600,0:24:26.559
her you know um

0:24:25.200,0:24:28.480
as a partner because she was dealing

0:24:26.559,0:24:30.880
things at once right i started learning

0:24:28.480,0:24:34.320
something else while she was handling um

0:24:30.880,0:24:36.240
the residential cleaning and yeah it was

0:24:34.320,0:24:38.960
really like the money was the motivation

0:24:36.240,0:24:40.960
and actually so it's restoration science

0:24:38.960,0:24:42.960
like as i mentioned i like to learn

0:24:40.960,0:24:44.320
um so each class was like really

0:24:42.960,0:24:46.640
interesting to me

0:24:44.320,0:24:47.520
and um so i went for my triple masters

0:24:46.640,0:24:49.520
um

0:24:47.520,0:24:50.640
i completed it in like i want to say

0:24:49.520,0:24:54.320
like in 10 months

0:24:50.640,0:24:55.120
maybe um i did our final class which was

0:24:54.320,0:24:56.720
um

0:24:55.120,0:24:58.480
applied structural drying so we went

0:24:56.720,0:25:00.799
into an actual flood house

0:24:58.480,0:25:02.080
they flooded the home and um you know

0:25:00.799,0:25:03.600
you're kind of put to the test because

0:25:02.080,0:25:05.120
all these classes they build on each

0:25:03.600,0:25:08.080
other you start with like carpet

0:25:05.120,0:25:09.679
then upholstery health and safety odor

0:25:08.080,0:25:12.320
and then they just kind of tack on

0:25:09.679,0:25:13.200
so um if you take them in order it's

0:25:12.320,0:25:15.440
great i didn't

0:25:13.200,0:25:16.320
but hannah's taking them in order now

0:25:15.440,0:25:17.919
and um

0:25:16.320,0:25:19.520
so like when you get to that where

0:25:17.919,0:25:21.039
they're flooding the the home like

0:25:19.520,0:25:22.080
you have to have every other class

0:25:21.039,0:25:22.799
before that you've got to put it all

0:25:22.080,0:25:24.720
together right

0:25:22.799,0:25:26.320
right mm-hmm and what is there like what

0:25:24.720,0:25:28.559
is the result that you have to

0:25:26.320,0:25:30.720
complete the entire service on your own

0:25:28.559,0:25:33.760
yeah well so it was a group of people

0:25:30.720,0:25:35.520
um i was the only female there um

0:25:33.760,0:25:37.760
which was really cool but again i'm used

0:25:35.520,0:25:40.799
to being around men

0:25:37.760,0:25:42.080
being the only female in the room and so

0:25:40.799,0:25:43.600
i was kind of nervous because

0:25:42.080,0:25:45.440
you know we're in a flood house and like

0:25:43.600,0:25:46.080
everything i learned was like books

0:25:45.440,0:25:48.240
textbook

0:25:46.080,0:25:49.679
i had no hands-on no hands-on all these

0:25:48.240,0:25:51.919
guys worked for serve masters

0:25:49.679,0:25:53.120
servpro they've been in the field for

0:25:51.919,0:25:54.480
like ever they were just getting

0:25:53.120,0:25:56.159
certified because the companies that

0:25:54.480,0:25:57.840
they work for require it

0:25:56.159,0:25:59.520
um so they were coming there they

0:25:57.840,0:26:02.640
already had done some work

0:25:59.520,0:26:04.480
tons of work you had done zero yeah

0:26:02.640,0:26:06.640
so i was super nervous going to this

0:26:04.480,0:26:08.400
class i kept telling hannah i was like

0:26:06.640,0:26:10.159
i don't know if it's gonna be good i was

0:26:08.400,0:26:12.720
like these guys know what they're doing

0:26:10.159,0:26:14.480
i don't know um so we showed up and it

0:26:12.720,0:26:16.480
was just so awesome they they had an

0:26:14.480,0:26:18.400
actual house it was flooded uh spent

0:26:16.480,0:26:20.000
three days in philadelphia

0:26:18.400,0:26:22.480
they taught us how to extract all the

0:26:20.000,0:26:25.279
water uh read the humidity

0:26:22.480,0:26:26.400
the dew point i mean it freaked me out

0:26:25.279,0:26:28.320
because it was a lot of science

0:26:26.400,0:26:31.279
and it wasn't like great in science in

0:26:28.320,0:26:33.760
school but um it just clicked like i

0:26:31.279,0:26:35.760
literally felt for like the first time

0:26:33.760,0:26:36.799
ever in my life that i was meant to do

0:26:35.760,0:26:38.960
something

0:26:36.799,0:26:40.240
like so much so that i was like in tears

0:26:38.960,0:26:42.640
i was standing there

0:26:40.240,0:26:44.000
i had to leave um the school and i

0:26:42.640,0:26:45.200
called hannah and she was like why are

0:26:44.000,0:26:48.080
you crying i'm like

0:26:45.200,0:26:49.600
hannah i'm like because she was like did

0:26:48.080,0:26:51.360
you do good

0:26:49.600,0:26:52.720
how was your face i was like no i

0:26:51.360,0:26:53.600
understand this she's like what do you

0:26:52.720,0:26:56.080
mean i'm like

0:26:53.600,0:26:57.279
i get it i was like i completely get

0:26:56.080,0:26:58.960
everything that you're talking about so

0:26:57.279,0:26:59.600
everything that i learned like it stuck

0:26:58.960,0:27:01.360
with me

0:26:59.600,0:27:02.880
but i was so afraid from not actually

0:27:01.360,0:27:04.799
being there and

0:27:02.880,0:27:06.000
missing that hands-on experience that it

0:27:04.799,0:27:08.799
would kind of just leave

0:27:06.000,0:27:09.279
my head or not make sense but it was

0:27:08.799,0:27:10.960
awesome

0:27:09.279,0:27:12.320
it's definitely what the space that we

0:27:10.960,0:27:14.080
want to get into

0:27:12.320,0:27:16.799
um so we're going to be getting into

0:27:14.080,0:27:19.679
water damage if you have a flood

0:27:16.799,0:27:21.360
fire damage if god forbid you know house

0:27:19.679,0:27:23.279
catches on fire building

0:27:21.360,0:27:24.799
mold remediation which is one of the

0:27:23.279,0:27:26.640
tougher classes but

0:27:24.799,0:27:28.240
so how long have you been certified now

0:27:26.640,0:27:30.720
and how many jobs have

0:27:28.240,0:27:31.360
have you done or i have no jobs under my

0:27:30.720,0:27:35.039
jobs nope

0:27:31.360,0:27:37.840
and if anybody's looking for free help

0:27:35.039,0:27:38.640
i'm here to learn um but um so no i have

0:27:37.840,0:27:41.440
no actual

0:27:38.640,0:27:43.279
um no jobs under my belt i just finished

0:27:41.440,0:27:44.320
my classes i think like a month and a

0:27:43.279,0:27:46.159
half ago

0:27:44.320,0:27:48.159
um so now we're just getting our you

0:27:46.159,0:27:50.320
know our legalities in line um

0:27:48.159,0:27:51.760
because this is two separate entities

0:27:50.320,0:27:52.240
yeah so we actually have three so we

0:27:51.760,0:27:54.159
have

0:27:52.240,0:27:55.919
spotless cleaning which is residential

0:27:54.159,0:27:57.840
arolano cleaning services which is

0:27:55.919,0:27:58.960
commercial and then arolano restoration

0:27:57.840,0:28:00.880
damn three

0:27:58.960,0:28:02.240
we got three brands third year in

0:28:00.880,0:28:04.559
business

0:28:02.240,0:28:06.000
34-19 and there we got three companies i

0:28:04.559,0:28:09.440
thought i was a [ __ ]

0:28:06.000,0:28:09.919
no you are believe me we're trying to

0:28:09.440,0:28:11.760
get

0:28:09.919,0:28:13.840
to where you guys are on the commercial

0:28:11.760,0:28:16.559
it's amazing um there's just so much

0:28:13.840,0:28:16.559
that can be done

0:28:18.399,0:28:21.840
again i don't knock residential but you

0:28:20.159,0:28:23.440
know residential is

0:28:21.840,0:28:25.120
there's only so much you could do right

0:28:23.440,0:28:26.159
not when you're out doing restoration

0:28:25.120,0:28:27.440
and stuff like that right so that's a

0:28:26.159,0:28:30.320
whole different ballgame but

0:28:27.440,0:28:31.760
on the commercial side the service i can

0:28:30.320,0:28:32.559
hear you guys already being able to

0:28:31.760,0:28:34.080
offer and

0:28:32.559,0:28:35.679
the passion that you guys have you guys

0:28:34.080,0:28:37.600
are learning right like

0:28:35.679,0:28:38.880
there's so much more to learn too and

0:28:37.600,0:28:40.799
the opportunity to get out there and

0:28:38.880,0:28:42.399
learn more is there

0:28:40.799,0:28:43.840
there's a lot to do in commercial

0:28:42.399,0:28:45.200
science oh my

0:28:43.840,0:28:47.520
we talk about being a single source

0:28:45.200,0:28:48.640
solution i feel like that's the kind of

0:28:47.520,0:28:50.720
direction you guys

0:28:48.640,0:28:53.200
could go in because you got the family

0:28:50.720,0:28:54.399
involved you got others that will help

0:28:53.200,0:28:55.919
you guys already said it you guys

0:28:54.399,0:28:56.559
remember that 19 she was running the

0:28:55.919,0:28:58.480
business while

0:28:56.559,0:28:59.679
carolyn was going to learn and get

0:28:58.480,0:29:02.159
certified like

0:28:59.679,0:29:03.600
those are little tidbits that you know

0:29:02.159,0:29:05.279
people will say well you know why do you

0:29:03.600,0:29:06.880
share so much rick and why you know why

0:29:05.279,0:29:08.720
do you offer so much it's because

0:29:06.880,0:29:10.480
i can't take what they just what you

0:29:08.720,0:29:11.200
guys have you know the dynamic that you

0:29:10.480,0:29:13.440
guys have

0:29:11.200,0:29:14.880
that's proprietary right you guys can

0:29:13.440,0:29:16.960
compound on that

0:29:14.880,0:29:18.799
nobody can take my family it's my family

0:29:16.960,0:29:20.799
okay that's why we're successful and we

0:29:18.799,0:29:22.880
grow

0:29:20.799,0:29:24.240
but it's the the the fact that you guys

0:29:22.880,0:29:26.880
are taking risk

0:29:24.240,0:29:27.440
and that you're learning together man i

0:29:26.880,0:29:28.960
mean i

0:29:27.440,0:29:30.480
again not that i see the vision of where

0:29:28.960,0:29:32.960
you guys are going but

0:29:30.480,0:29:33.679
i have an idea you know what we would

0:29:32.960,0:29:36.480
like to do

0:29:33.679,0:29:38.000
or what i see for us um as far as like

0:29:36.480,0:29:40.720
arlano cleaning services

0:29:38.000,0:29:42.720
would be um pretty much like what you

0:29:40.720,0:29:44.640
and your family have going um

0:29:42.720,0:29:46.399
the facilities management you know doing

0:29:44.640,0:29:47.840
the floors doing the windows changing

0:29:46.399,0:29:50.559
the light bulbs

0:29:47.840,0:29:51.520
we would also like to you know do that

0:29:50.559,0:29:53.840
and also

0:29:51.520,0:29:54.799
if it catches a you know catches fire

0:29:53.840,0:29:57.440
god forbid or

0:29:54.799,0:29:58.880
if there's growing mold you know we also

0:29:57.440,0:30:00.399
want to offer that that's the thing is

0:29:58.880,0:30:02.240
you have that knowledge now like

0:30:00.399,0:30:03.679
right it's just a matter of being in the

0:30:02.240,0:30:04.159
right place at the right time to offer

0:30:03.679,0:30:05.919
it

0:30:04.159,0:30:07.200
it's there i'm sure with you know ads

0:30:05.919,0:30:09.279
and social media you guys are going to

0:30:07.200,0:30:11.279
get some jobs going right but

0:30:09.279,0:30:12.480
your month off or your month a month and

0:30:11.279,0:30:15.200
a half into it

0:30:12.480,0:30:16.320
that's it's just so awesome because once

0:30:15.200,0:30:18.080
you get a customer

0:30:16.320,0:30:19.440
and i'm sure you know this obviously if

0:30:18.080,0:30:19.919
you're in there cleaning their carpets

0:30:19.440,0:30:22.080
or

0:30:19.919,0:30:23.279
cleaning their office you can always add

0:30:22.080,0:30:23.760
something on they're going to call you

0:30:23.279,0:30:26.720
for it

0:30:23.760,0:30:28.000
oh yeah you know 100 that's i always let

0:30:26.720,0:30:29.919
them know like now hey

0:30:28.000,0:30:31.679
we also do water we do fire if you have

0:30:29.919,0:30:33.840
a flood or anything like that we're here

0:30:31.679,0:30:34.840
um and we do also want to be like a

0:30:33.840,0:30:36.880
one-stop shop

0:30:34.840,0:30:38.240
yeah no i mean and that's where you know

0:30:36.880,0:30:40.080
people have heard us talk about all the

0:30:38.240,0:30:41.919
time where

0:30:40.080,0:30:43.440
you're the you don't always have to get

0:30:41.919,0:30:46.000
out and get new sales

0:30:43.440,0:30:47.520
you've got sales in your backyard with

0:30:46.000,0:30:50.159
the clients that you have

0:30:47.520,0:30:51.919
that don't know that you do restoration

0:30:50.159,0:30:54.799
they don't know that you do

0:30:51.919,0:30:55.360
residential carpets floors you have to

0:30:54.799,0:30:56.960
tell them

0:30:55.360,0:30:58.399
yep over and over again you know that's

0:30:56.960,0:30:59.120
our job that's our job as a business

0:30:58.399,0:31:00.960
owner oh yeah

0:30:59.120,0:31:03.039
i'm always trying to upsell something

0:31:00.960,0:31:04.559
yeah we're sales we're always sales

0:31:03.039,0:31:06.240
i'm like hey um when's the last time you

0:31:04.559,0:31:08.799
had these carpets though

0:31:06.240,0:31:10.720
that's the name of the game so tell me

0:31:08.799,0:31:13.840
uh and i'll start with you

0:31:10.720,0:31:14.880
is what i mean okay i'm just 19 years

0:31:13.840,0:31:16.240
old this is

0:31:14.880,0:31:18.320
i don't even know what i was doing when

0:31:16.240,0:31:20.240
i was like what is it

0:31:18.320,0:31:21.519
you know obviously you have your sister

0:31:20.240,0:31:23.039
to look too as

0:31:21.519,0:31:24.960
she's probably your mentor right i'm

0:31:23.039,0:31:27.519
assuming yeah who you look to

0:31:24.960,0:31:28.640
for advice but what's your desire and

0:31:27.519,0:31:30.559
passion

0:31:28.640,0:31:32.159
out of this opportunity that you have

0:31:30.559,0:31:32.960
working with your sister being a

0:31:32.159,0:31:36.399
business owner

0:31:32.960,0:31:38.159
sure so um ever since i was like

0:31:36.399,0:31:40.000
younger i always knew that i didn't want

0:31:38.159,0:31:43.200
to work for someone else

0:31:40.000,0:31:43.760
um and i guess graduating high school

0:31:43.200,0:31:46.399
early

0:31:43.760,0:31:48.799
i just knew that so you graduated high

0:31:46.399,0:31:48.799
school earlier

0:31:49.200,0:31:55.360
six months early yes

0:31:52.880,0:31:56.080
um yeah i mean it was just the fact that

0:31:55.360,0:31:58.480
i knew that i

0:31:56.080,0:32:00.240
couldn't work for someone else and i saw

0:31:58.480,0:32:03.360
an opportunity and i took it

0:32:00.240,0:32:04.240
yeah and we've just been learning ever

0:32:03.360,0:32:07.519
since

0:32:04.240,0:32:10.960
trying to get more services cool well

0:32:07.519,0:32:12.159
carolyn passion drive like what what is

0:32:10.960,0:32:14.240
the purpose right now what

0:32:12.159,0:32:15.600
where is where are you today that you

0:32:14.240,0:32:18.399
see yourself in five from

0:32:15.600,0:32:18.960
five years from now five years from now

0:32:18.399,0:32:22.000
i

0:32:18.960,0:32:23.279
see ourselves um our restoration

0:32:22.000,0:32:25.919
business as well as our

0:32:23.279,0:32:26.960
commercial cleaning business um you know

0:32:25.919,0:32:29.679
being much

0:32:26.960,0:32:30.880
more larger you know than what they are

0:32:29.679,0:32:32.559
i would love to

0:32:30.880,0:32:34.880
you know have everybody know who we are

0:32:32.559,0:32:38.320
in town and around

0:32:34.880,0:32:40.399
um the tri-state area i would like to

0:32:38.320,0:32:41.440
you know have an awesome setup like you

0:32:40.399,0:32:45.039
guys do here

0:32:41.440,0:32:46.159
at rosellato um and really i mean i know

0:32:45.039,0:32:48.559
this is

0:32:46.159,0:32:50.640
it's like but i want to be a millionaire

0:32:48.559,0:32:52.480
like that's what the drive is like i

0:32:50.640,0:32:53.840
want to be a millionaire i want to be a

0:32:52.480,0:32:55.440
multi-millionaire

0:32:53.840,0:32:57.039
and can this be the first in your family

0:32:55.440,0:32:59.360
yes it would be mm-hmm

0:32:57.039,0:33:00.559
i'm also the first i think i'm like the

0:32:59.360,0:33:03.279
first college graduate

0:33:00.559,0:33:04.640
also uh me too cheers cheers that was

0:33:03.279,0:33:07.840
the first one there too

0:33:04.640,0:33:09.679
yep cheers

0:33:07.840,0:33:11.440
but um i would like to be as the first

0:33:09.679,0:33:12.720
uh millionaire in the family along with

0:33:11.440,0:33:15.840
hannah

0:33:12.720,0:33:17.440
and um like my father's business um

0:33:15.840,0:33:18.880
i always saw a different vision than

0:33:17.440,0:33:21.600
what he has now

0:33:18.880,0:33:22.880
um but i want this to be like a big

0:33:21.600,0:33:24.320
family business i want to be able to

0:33:22.880,0:33:27.519
leave this to my kids

0:33:24.320,0:33:29.120
yeah legacy a legacy right um i want to

0:33:27.519,0:33:30.799
i'm already thinking about my nephews

0:33:29.120,0:33:32.240
working for us and they're not even like

0:33:30.799,0:33:33.919
four years old yet that's what

0:33:32.240,0:33:35.279
i mean but that's how that i mean to

0:33:33.919,0:33:37.679
tell you

0:33:35.279,0:33:39.279
uh that's very possible i i talk oh i

0:33:37.679,0:33:39.679
know i talked to these cleaning uh you

0:33:39.279,0:33:40.720
know

0:33:39.679,0:33:43.279
remember we were talking about earlier

0:33:40.720,0:33:44.640
bscs right when you get to the larger

0:33:43.279,0:33:46.960
larger level a lot of people

0:33:44.640,0:33:49.760
like to consider themselves a bsc a

0:33:46.960,0:33:51.919
building service contractor

0:33:49.760,0:33:55.200
i remember i forgot i forget who it was

0:33:51.919,0:33:57.120
but this guy was fourth generation

0:33:55.200,0:33:58.880
and he was now the president and the ceo

0:33:57.120,0:33:59.440
wow fourth generation i mean it is you

0:33:58.880,0:34:01.519
know

0:33:59.440,0:34:03.200
four generations have been running this

0:34:01.519,0:34:05.360
family cleaning business

0:34:03.200,0:34:06.720
which is now a facility services firm

0:34:05.360,0:34:09.280
right but i've got

0:34:06.720,0:34:10.560
friends that are second gen third gen so

0:34:09.280,0:34:13.520
this is very possible

0:34:10.560,0:34:14.399
like the industry we're in you can leave

0:34:13.520,0:34:17.679
it to your kids

0:34:14.399,0:34:19.280
you can leave it to your you know next

0:34:17.679,0:34:21.280
you know just generation of kids that

0:34:19.280,0:34:22.480
come come up like we talked to so we

0:34:21.280,0:34:24.320
have two other sisters

0:34:22.480,0:34:25.679
um and i'm always talking to them i'm

0:34:24.320,0:34:27.280
like listen like

0:34:25.679,0:34:29.440
oh those are recruits right i'm like i

0:34:27.280,0:34:32.320
want you guys

0:34:29.440,0:34:33.919
you guys are working for ariana i'm

0:34:32.320,0:34:35.119
always telling them like i'm like listen

0:34:33.919,0:34:36.960
um

0:34:35.119,0:34:38.639
like my sister her kids are like i said

0:34:36.960,0:34:39.280
like three four years old her boys but i

0:34:38.639,0:34:41.280
speak

0:34:39.280,0:34:44.159
like i manifest these things like i tell

0:34:41.280,0:34:47.520
her this isn't just about me and hannah

0:34:44.159,0:34:48.000
um or my kids or hannah this is about

0:34:47.520,0:34:51.839
all of us

0:34:48.000,0:34:52.800
like i see this being where my nephews

0:34:51.839,0:34:55.119
are going to

0:34:52.800,0:34:56.879
uh you know benefit from this even my

0:34:55.119,0:34:58.800
brother-in-law he has a job right now

0:34:56.879,0:35:01.119
he has a good job but he knows that when

0:34:58.800,0:35:02.880
it's time i'm going to need him and he's

0:35:01.119,0:35:04.320
and he's ready like he's ready like

0:35:02.880,0:35:06.400
that's how much faith you know

0:35:04.320,0:35:08.160
our family members some of them have in

0:35:06.400,0:35:09.200
us but that's what the big picture is i

0:35:08.160,0:35:10.560
don't want to just

0:35:09.200,0:35:12.800
i don't want to be the only millionaire

0:35:10.560,0:35:14.640
i want this to be generational wealth

0:35:12.800,0:35:16.079
for the entire family i want to have

0:35:14.640,0:35:18.160
everybody set

0:35:16.079,0:35:19.760
um you know so that they can live how

0:35:18.160,0:35:21.440
they want and buy what they want and

0:35:19.760,0:35:22.960
just so that everybody can you know reap

0:35:21.440,0:35:26.000
the benefits of our hard work

0:35:22.960,0:35:27.359
awesome well guys i'd like to end i was

0:35:26.000,0:35:29.200
actually going to end

0:35:27.359,0:35:31.200
what we talked about earlier was that

0:35:29.200,0:35:31.839
bad moment you guys talked about it

0:35:31.200,0:35:34.000
right

0:35:31.839,0:35:35.040
hannah did you have a moment that you

0:35:34.000,0:35:37.520
were like

0:35:35.040,0:35:38.880
why the hell am i in this place why am i

0:35:37.520,0:35:41.040
doing this

0:35:38.880,0:35:42.880
yeah um we used to clean for this

0:35:41.040,0:35:45.839
warehouse menasha

0:35:42.880,0:35:48.160
and we were there until like 5 00 am and

0:35:45.839,0:35:51.760
i just didn't want to be there

0:35:48.160,0:35:54.960
and i would get so upset but i mean

0:35:51.760,0:35:54.960
we kept going and now

0:35:55.119,0:35:58.240
late late nights yeah it was the late

0:35:56.720,0:36:02.240
nights and then

0:35:58.240,0:36:04.880
like i guess kind of soonish whatever

0:36:02.240,0:36:05.760
um due to my age people don't want to

0:36:04.880,0:36:08.240
listen to me

0:36:05.760,0:36:09.760
like our employees so it's really

0:36:08.240,0:36:10.400
frustrating it makes me just not want to

0:36:09.760,0:36:12.640
do it

0:36:10.400,0:36:13.839
i could see that yeah yeah they give a

0:36:12.640,0:36:17.119
lot of our employees

0:36:13.839,0:36:19.680
uh well old employees giving you know

0:36:17.119,0:36:21.040
hannah a bit of a hard time just because

0:36:19.680,0:36:21.760
they don't want to take direction from

0:36:21.040,0:36:23.520
somebody

0:36:21.760,0:36:25.280
that's in their teams right well i'll

0:36:23.520,0:36:28.000
tell you i got a newfound respect

0:36:25.280,0:36:29.200
for the younger generation uh not to get

0:36:28.000,0:36:31.359
too into it but

0:36:29.200,0:36:32.960
the i was part of an amazon show where

0:36:31.359,0:36:33.839
the whole goal of the show was having a

0:36:32.960,0:36:36.480
teen

0:36:33.839,0:36:38.000
on every team of ceos that we were you

0:36:36.480,0:36:39.200
know it's an amazon prime show it's

0:36:38.000,0:36:42.400
going to be coming up and can't wait

0:36:39.200,0:36:44.000
to see it uh but i had a 19 year old on

0:36:42.400,0:36:45.119
my team

0:36:44.000,0:36:48.000
i mean this kid looked like he was like

0:36:45.119,0:36:49.200
15. but like

0:36:48.000,0:36:52.079
we heard some of his stories from

0:36:49.200,0:36:54.640
venezuela he's you know he

0:36:52.079,0:36:55.920
i can't say too much about it but the

0:36:54.640,0:36:57.520
first day didn't say a word

0:36:55.920,0:36:58.800
quiet i was like oh you know i was like

0:36:57.520,0:37:00.000
you know i gotta help i gotta nudge him

0:36:58.800,0:37:01.280
i gotta get him going get him some

0:37:00.000,0:37:03.119
energy

0:37:01.280,0:37:04.480
second day comes in this kid came in

0:37:03.119,0:37:06.880
with a notebook

0:37:04.480,0:37:08.079
had like one two three four five said

0:37:06.880,0:37:08.640
all right guys i heard you guys all

0:37:08.079,0:37:10.480
listen

0:37:08.640,0:37:11.440
or speak now i need you guys to listen

0:37:10.480,0:37:12.720
this is how we're gonna do it we're

0:37:11.440,0:37:16.160
gonna be

0:37:12.720,0:37:18.320
so this guy's 52 this guy is 74.

0:37:16.160,0:37:20.240
she's been a business owner for 30 years

0:37:18.320,0:37:22.079
like we're all ceos

0:37:20.240,0:37:24.000
and here's this 19 year old kid who's

0:37:22.079,0:37:25.760
graduating college this year

0:37:24.000,0:37:27.599
and he's telling us what to do so for a

0:37:25.760,0:37:29.520
moment we were like no no no

0:37:27.599,0:37:32.160
no we you know you don't know what we

0:37:29.520,0:37:32.960
know but if you heard him and listen to

0:37:32.160,0:37:35.280
him

0:37:32.960,0:37:37.040
and you took the age away it didn't

0:37:35.280,0:37:38.800
matter this kid knew his [ __ ]

0:37:37.040,0:37:40.720
he knew what he was talking about he was

0:37:38.800,0:37:42.400
intelligent he understood

0:37:40.720,0:37:43.920
he didn't overstep boundaries he just

0:37:42.400,0:37:46.000
laid it out

0:37:43.920,0:37:47.359
and next you know he's doing the pitch

0:37:46.000,0:37:50.079
for us like he's

0:37:47.359,0:37:51.839
like it was just amazing to know that

0:37:50.079,0:37:53.440
young the young generation has that much

0:37:51.839,0:37:55.760
you know i say young because i'm 39.

0:37:53.440,0:37:57.119
so like 19. listen we're still young too

0:37:55.760,0:37:58.880
okay yeah i'm young

0:37:57.119,0:38:00.480
i'm young i'm still younger but the

0:37:58.880,0:38:03.520
younger generate like

0:38:00.480,0:38:04.960
uh age age shouldn't matter no it

0:38:03.520,0:38:06.480
doesn't it really shouldn't matter you

0:38:04.960,0:38:09.440
know like as long as they have the drive

0:38:06.480,0:38:10.400
and and like the want yeah like hannah

0:38:09.440,0:38:14.160
she means business

0:38:10.400,0:38:17.359
um she's she's a lot like our dad

0:38:14.160,0:38:20.320
she means business she deals with

0:38:17.359,0:38:21.599
our employees she trains them i don't

0:38:20.320,0:38:24.079
even i'm too emotional

0:38:21.599,0:38:24.800
i like ask too many questions and oh

0:38:24.079,0:38:26.480
how's your

0:38:24.800,0:38:28.160
dog know hannah's like you're personal

0:38:26.480,0:38:30.400
yeah this is a personal business

0:38:28.160,0:38:31.839
i mean it's it is what it is you get to

0:38:30.400,0:38:33.359
know these people that work for you and

0:38:31.839,0:38:34.640
it's like they work with you mm-hmm

0:38:33.359,0:38:36.960
you know and you do have to draw that

0:38:34.640,0:38:37.440
line where you know at the end of the

0:38:36.960,0:38:39.280
day like

0:38:37.440,0:38:41.200
my brother comes in as a cfo of our

0:38:39.280,0:38:41.920
company and he's like rick it's black

0:38:41.200,0:38:43.680
and white man

0:38:41.920,0:38:44.960
you know like if you don't perform you

0:38:43.680,0:38:50.400
gotta go you gotta go yeah

0:38:44.960,0:38:50.400
but i'm like they're still see that's me

0:38:50.880,0:38:54.240
there's a [ __ ] there's a second chance

0:38:52.720,0:38:56.240
like

0:38:54.240,0:38:57.520
see that's what's happening but that

0:38:56.240,0:38:59.040
she's definitely

0:38:57.520,0:39:01.440
but i thought you need that though the

0:38:59.040,0:39:02.560
dynamic you need it so what we'll do

0:39:01.440,0:39:04.800
because i'm already taking up too much

0:39:02.560,0:39:08.079
more of your guys time is

0:39:04.800,0:39:10.960
let's end with you guys being a family

0:39:08.079,0:39:12.160
sisters women in this industry what is

0:39:10.960,0:39:13.920
something you would say

0:39:12.160,0:39:15.680
to the audience that is out there

0:39:13.920,0:39:16.640
because i i'm hearing i'm getting

0:39:15.680,0:39:18.079
messages and i'm

0:39:16.640,0:39:19.839
i'm seeing a lot of women especially

0:39:18.079,0:39:21.520
mothers that are

0:39:19.839,0:39:23.040
want to get into this business and start

0:39:21.520,0:39:24.400
their own company

0:39:23.040,0:39:27.359
what are some of the things you guys

0:39:24.400,0:39:30.079
would say coming into this space being

0:39:27.359,0:39:31.119
you know women-owned business young um i

0:39:30.079,0:39:33.760
would definitely say

0:39:31.119,0:39:35.440
there is a market um for cleaning any

0:39:33.760,0:39:37.119
kind of cleaning residential commercial

0:39:35.440,0:39:38.560
specialty

0:39:37.119,0:39:40.720
you don't need a lot of money to start

0:39:38.560,0:39:42.240
up as i mentioned earlier we started off

0:39:40.720,0:39:45.359
at the dollar store and

0:39:42.240,0:39:46.560
we were using brooms and dust pans as

0:39:45.359,0:39:49.040
long as you work hard

0:39:46.560,0:39:50.160
you market yourself always represent

0:39:49.040,0:39:53.359
your business

0:39:50.160,0:39:54.800
whether it's flyers business cards just

0:39:53.359,0:39:55.440
even if it's word of mouth you can't

0:39:54.800,0:39:56.880
afford

0:39:55.440,0:39:58.800
you know business cards we didn't have

0:39:56.880,0:40:00.480
them for a while um

0:39:58.800,0:40:02.079
you can it can be done there's plenty of

0:40:00.480,0:40:02.720
money to be made but you just have to

0:40:02.079,0:40:04.720
really

0:40:02.720,0:40:06.319
be focused and be willing to put the

0:40:04.720,0:40:09.680
work in um

0:40:06.319,0:40:13.359
and there's really no like there is

0:40:09.680,0:40:15.280
it's not hard it's not a hard um

0:40:13.359,0:40:17.119
like niche to get into right you just

0:40:15.280,0:40:18.640
have to know how to clean

0:40:17.119,0:40:20.560
you have to have the customer service

0:40:18.640,0:40:21.680
side of things and

0:40:20.560,0:40:24.400
you just have to have the cleaning

0:40:21.680,0:40:27.200
supplies and and the drive

0:40:24.400,0:40:28.560
and you know never think that you're not

0:40:27.200,0:40:32.079
going to get far

0:40:28.560,0:40:33.839
um within you know a short time frame

0:40:32.079,0:40:35.520
hannah and i we did really great within

0:40:33.839,0:40:37.359
the first six months but

0:40:35.520,0:40:40.079
we put a lot of time in you know we had

0:40:37.359,0:40:41.839
those 3am 4am mornings

0:40:40.079,0:40:43.200
uh took us you know went to sleep for

0:40:41.839,0:40:43.680
four hours and then we were out cleaning

0:40:43.200,0:40:46.720
again

0:40:43.680,0:40:49.040
yep um but there's it becomes fun though

0:40:46.720,0:40:50.079
oh it was so much fun me and my cousin

0:40:49.040,0:40:52.560
it was so much fun

0:40:50.079,0:40:55.599
like we had we had a lot of laughter oh

0:40:52.560,0:40:57.359
we had a great time just traveling

0:40:55.599,0:40:58.640
down you guys this industry is fun if

0:40:57.359,0:41:01.359
you do it with the right people

0:40:58.640,0:41:02.560
yep absolutely as again i could keep

0:41:01.359,0:41:03.520
saying i mean i think the episode's

0:41:02.560,0:41:07.839
going to be

0:41:03.520,0:41:10.079
you know 19 year old here 19 years old

0:41:07.839,0:41:11.599
it's it's possible to start i know in

0:41:10.079,0:41:13.599
your situation you're lucky because

0:41:11.599,0:41:15.119
you got carolyn who's a great leader

0:41:13.599,0:41:17.680
great mentor for you 100

0:41:15.119,0:41:18.560
older sister right where it can be done

0:41:17.680,0:41:21.040
though like share

0:41:18.560,0:41:21.920
some advice to that generation that

0:41:21.040,0:41:23.760
coming out of college

0:41:21.920,0:41:25.359
i know we both talked about karen like

0:41:23.760,0:41:26.319
coming out of high school i shouldn't

0:41:25.359,0:41:28.960
have gone to college

0:41:26.319,0:41:29.520
because i didn't know what to do right

0:41:28.960,0:41:31.440
how do you

0:41:29.520,0:41:32.800
entrepreneurship at such a young age

0:41:31.440,0:41:35.440
what do you what do you say about that

0:41:32.800,0:41:37.440
sure um so i believe i'm a strong

0:41:35.440,0:41:39.599
believer in fake until you make it

0:41:37.440,0:41:41.680
um that's literally what we did in the

0:41:39.599,0:41:42.960
beginning but um so we'll go back and

0:41:41.680,0:41:48.960
look at some early

0:41:42.960,0:41:51.040
early you're not gonna see gloves okay

0:41:48.960,0:41:52.160
um but yeah i mean i feel like as long

0:41:51.040,0:41:54.240
as you have drive

0:41:52.160,0:41:56.240
you can do whatever you set your mind to

0:41:54.240,0:41:58.000
and especially in this industry you just

0:41:56.240,0:41:59.200
have to really educate yourself on what

0:41:58.000,0:42:01.119
you're gonna do

0:41:59.200,0:42:02.560
and as long as you have the education

0:42:01.119,0:42:04.720
you can do it yeah i mean

0:42:02.560,0:42:07.200
yeah that's youtube confidence right

0:42:04.720,0:42:09.359
education builds confidence yeah exactly

0:42:07.200,0:42:10.960
cool all right well guys thank you so

0:42:09.359,0:42:12.960
much no thank you thank you for thanking

0:42:10.960,0:42:14.880
us yeah this is the best we really

0:42:12.960,0:42:16.640
appreciate it so much

0:42:14.880,0:42:18.079
yeah we learned a ton so we really

0:42:16.640,0:42:19.760
appreciate you having us and

0:42:18.079,0:42:21.280
this is so it was a good day oh it was

0:42:19.760,0:42:23.920
an amazing day

0:42:21.280,0:42:25.280
i learned so much all right well guys

0:42:23.920,0:42:27.040
thank you again for tuning in

0:42:25.280,0:42:28.400
i appreciate it you'll get more

0:42:27.040,0:42:29.839
information if you guys don't mind i'm

0:42:28.400,0:42:31.040
going to be sharing all your information

0:42:29.839,0:42:32.560
in the description

0:42:31.040,0:42:33.680
so you'll get all their contact info if

0:42:32.560,0:42:35.520
you guys want to reach out you'll be

0:42:33.680,0:42:38.640
able to reach out you guys don't mind

0:42:35.520,0:42:41.040
right of course not so good thank you

0:42:38.640,0:42:45.839
guys for tuning in to cleanity cocktails

0:42:41.040,0:42:45.839
uh more and more to come thank you

0:42:46.830,0:42:49.909
[Music]