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hey everybody welcome to another episode

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of cleaning and cocktails

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you know the deal this is a show where

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we empower the cleaning industry we

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share the knowledge of other cleaning

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business owners i bring together subject

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matter experts colleagues peers

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everybody and anybody that can add some

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value to the industry whether it's

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commercial residential it doesn't matter

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right the cleaning industry is a united

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nation of services is what i'm starting

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to say myself so i have the pleasure

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uh this is going to be a great topic a

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great episode guys i have the pleasure

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of introducing paul mcarthur

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paul is

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one of our largest affiliate partners

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for rosellato

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he's working out of north carolina i

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believe it's charlotte charlotte name of

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the company is eco clean

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he just or he he got into the industry a

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few years ago

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and you double check me everything i'm

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saying here uh his wife got into it

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first holly he joined a few a few years

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after he's coming from the insurance

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industry lots to talk about the guy just

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hit the million dollar revenue mark uh

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which you guys know i always talk about

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as far as

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you're in the you're in the top top 10

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let's say top 10 percent of the industry

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already um because that's a big

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accomplishment man so thank you paul

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please share with everybody

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how the hell somebody goes from being an

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insurance for 20 years to saying i'm

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gonna pick up a broom and a mop and go

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sell me some cleaning services my bucket

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and a vacuum cleaner

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so yeah i ran a uh

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uh agency in charlotte for 20 years and

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uh

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it was just time for a change and

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you know then you start looking at

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businesses to buy and what you can

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afford and

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really what can be scalable

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to get you where you want to be

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financially and

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everything kept coming back to cleaning

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didn't know a thing about commercial

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cleaning

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i knew how to run a business yeah

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yeah i knew how to run a business and i

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knew that i had a hard work ethic and uh

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we did find a business uh in charlotte

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and

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uh four years ago we just passed a

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four-year anniversary and

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uh the really the first two years i

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didn't work in the business i was still

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at my other career and

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holly did run the business and ever

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since i jumped on that's just been

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a lot of fun it's a lot of hard work

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it's around the clock i work weekends i

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work nights

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you bring work to home a lot yo you got

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it but i feel like if you have fun with

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it though like you know you know holly

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is your significant other she's your

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wife she's your life partner

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um and people always ask like how do you

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do it how does it work

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i mean it works for us

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right i mean and you guys you seem when

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i met you guys for the first time

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uh you click right like you guys are i

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think it's you you have to click right

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you'll know right i got a feeling yes

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you know and you know it's like with

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anything business or marriage is not

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going to be the perfect deal every day

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there's going to be disagreements and

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you always work through that but

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for the good of the order you know what

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you're doing is in reference to

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growing a business and the best ways to

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grow it and we share ideas and

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uh bounce ideas and

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you know the biggest thing is finding

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the right partners that make it a good

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business fit so paul so this is

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something i actually you know i just

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thought of right now too so since you

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said

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i got a similar story to when like i was

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telling you in the first couple years

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i had odd jobs security night uh sales

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over here sales over there i didn't know

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if it was a full-time commitment yet you

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know i was looking at it as a side

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hustle

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um

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which for you it was probably a risk to

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try to leave the career to go all in you

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know somebody has to do it your wife did

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it my wife did it in the beginning too

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so

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i mean where did holly come from though

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like did she because i want to look at

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the dynamic of i know you

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know business you you had the agency you

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know sales what was her what's her

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experience her background was being a

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mom with with our three girls wow so we

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jumped into this together

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uh she was ready to go back to work

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and i'm like well let's don't go to work

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for somebody where you're making a

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certain amount of money per hour

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uh let's figure this out together

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and you know i say that we don't have a

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plan b uh our backs are against the wall

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and

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um

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yeah i like to put that pressure on

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myself this is it to move it forward

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yeah and uh

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we have we i call it flipping things

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every single day every single week those

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first two years we were making things

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better we were improving things and we

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were figuring things out whether it be

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supplies whether it be equipment whether

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it be processes within the business

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uh you know with quickbooks and other

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softwares

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and uh here we are today because it's

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it's a gamut of

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departments right if you're a first-time

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entrepreneur first-time business owner

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you're you're put to the test right yeah

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you're learning every aspect of the

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business

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whether you like it or not that's right

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and

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you know you have clean and techs that

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don't show up and you know what's your

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backup plan well those first two years

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the backup plan was us

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and uh you're in so you're in good shape

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yeah we're in that facility uh doing the

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cleaning and uh

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you know your client's going to come in

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the next day and they expect that scope

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of work to be completed that's what you

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get paid on yeah uh so uh

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you know we learned we met with

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different janitorial companies for

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supplies and chemicals and uh

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we met with uh

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everybody we could to make us smarter to

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make us better and we still are today

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still learning yeah every day and

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so paul

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a big reason

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i wanted to bring you on the show too

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you know first off share the story right

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again this is all about people's stories

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because everybody who listens and

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watches the show um they're like they're

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like us right they're they're in the

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cleaning community they're business

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owners they're trying to grow business

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um and if

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it feels good when you hear somebody

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else's

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uh story because like you know ah right

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i ran through that too oh my god this

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guy's just like me or she's just like me

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i'm gonna get through it they got

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through it right so it's just those you

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know feelings of it resonates and i'm

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not alone right but more importantly

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i wanted to shine a light on the

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affiliate partnership that we have right

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the concept of of subcontracting you

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guys right like you guys know

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uh you know i preached this i you know

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and all the facebook groups that we're

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at that's how you know i post and try to

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find

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other partners or you can call it

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subcontractors i prefer the word

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affiliate partners better word better

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word right yep but

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i wanted to shed a light on this because

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i

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not meant it's it's a there's a stigma

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there's

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there's a broken model in the sense that

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subcontracting for the industry

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people have been jaded people have uh

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bad business bad business has been done

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where the the subcontractor or affiliate

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partner of the larger company or

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national company right ends up getting

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the short end of the stick or you know

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what they they think they are sometimes

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or

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whatever the case is

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uh you hear a lot of negativity i wanted

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to shed some positive light right you're

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one of the largest

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partners that we have you service a lot

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of our accounts

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i wanted to get your insight on it but

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share more so of

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this is a guy paw eco clean they get it

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they're doing they're doing phenomenal

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work

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are you perfect no no you know is our

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relationship perfect not all the time

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but what do we do we work at it we work

0:07:39.520,0:07:43.199
at it we work together and it's a you

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said it together it's a it's a

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partnership and the two things that we

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talk about especially in roles a lot of

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paul and i you know add some insight on

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this too is

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there's two types of way you can look at

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an affiliate partnership or

0:07:54.160,0:07:56.639
subcontractor

0:07:55.520,0:08:00.000
uh

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it is a monetary relationship or it is a

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value-add relationship and when i say

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monetary it's those are you know those

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are the people that i want to reach and

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touch out there that to let them know it

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can't just be about monetary when you

0:08:11.520,0:08:14.960
are when you are subcontracting or

0:08:13.440,0:08:16.000
becoming an affiliate partner in our

0:08:14.960,0:08:17.680
case

0:08:16.000,0:08:20.479
you know that you are be you are getting

0:08:17.680,0:08:22.720
the opportunity to work on an account

0:08:20.479,0:08:25.039
that doesn't have to be sold it is

0:08:22.720,0:08:27.520
almost like a handoff it is you're

0:08:25.039,0:08:29.919
presented an opportunity if you look at

0:08:27.520,0:08:31.440
it just a and you know i don't even know

0:08:29.919,0:08:33.279
if we even had this conversation in the

0:08:31.440,0:08:35.680
beginning but i know price is always the

0:08:33.279,0:08:37.599
thing right but we negotiated the price

0:08:35.680,0:08:39.120
we talked through the price we figured

0:08:37.599,0:08:40.800
out that hey

0:08:39.120,0:08:42.800
it's not exactly what you would have

0:08:40.800,0:08:44.480
charged the client

0:08:42.800,0:08:46.160
but you never would have been able to

0:08:44.480,0:08:48.160
service this client in the beginning

0:08:46.160,0:08:50.480
right where it's like

0:08:48.160,0:08:52.399
we're that opportunity for you but then

0:08:50.480,0:08:55.440
now let's look at what else can come out

0:08:52.399,0:08:58.080
of this where is the value at where is

0:08:55.440,0:09:00.160
like in our case ongoing support

0:08:58.080,0:09:02.720
training software

0:09:00.160,0:09:04.720
uh supplies are being purchased

0:09:02.720,0:09:06.399
by weekly payouts like

0:09:04.720,0:09:07.680
that's where you know

0:09:06.399,0:09:09.680
you see it where it's not about the

0:09:07.680,0:09:11.519
money it is you are making money it's

0:09:09.680,0:09:12.480
always you you always have to worry

0:09:11.519,0:09:13.920
about money

0:09:12.480,0:09:16.720
but can you shed some insight for

0:09:13.920,0:09:18.480
everybody who you know as far as how has

0:09:16.720,0:09:20.560
the relationship been with you working

0:09:18.480,0:09:21.519
with rosellato with don biany all of our

0:09:20.560,0:09:22.560
team

0:09:21.519,0:09:24.720
from a

0:09:22.560,0:09:26.959
you are essentially the subcontractor in

0:09:24.720,0:09:30.320
this relationship and we are

0:09:26.959,0:09:32.560
you know i should even back up and say

0:09:30.320,0:09:34.080
how i met ricky and rosalato that was

0:09:32.560,0:09:36.399
gonna be one of my questions it's like

0:09:34.080,0:09:38.000
when did we meet yeah so i mean i'm

0:09:36.399,0:09:39.519
sitting around on a saturday watching

0:09:38.000,0:09:40.320
college football

0:09:39.519,0:09:41.839
uh

0:09:40.320,0:09:43.279
scrolling through the commercial

0:09:41.839,0:09:45.120
cleaners forum

0:09:43.279,0:09:47.200
and ricky's looking for affiliate

0:09:45.120,0:09:49.360
partner in north carolina

0:09:47.200,0:09:50.880
and i'm like boom so i answered him back

0:09:49.360,0:09:53.680
right away and

0:09:50.880,0:09:54.560
uh monday of that week we connected and

0:09:53.680,0:09:55.920
um

0:09:54.560,0:09:57.279
and then from there you know we've

0:09:55.920,0:10:00.160
started picking up some different

0:09:57.279,0:10:02.640
accounts and grown from there and

0:10:00.160,0:10:04.640
with rosalita we were eco clean of

0:10:02.640,0:10:06.160
charlotte now we're eco clean of the

0:10:04.640,0:10:07.519
carolinas so

0:10:06.160,0:10:09.920
you know we're doing business in both

0:10:07.519,0:10:12.800
north and south carolina and a lot of

0:10:09.920,0:10:14.240
that's all positive from rosalito but

0:10:12.800,0:10:16.640
the partnership

0:10:14.240,0:10:19.839
to be the affiliate partner

0:10:16.640,0:10:21.920
and the resources that rosalato provides

0:10:19.839,0:10:24.079
it's incredible um

0:10:21.920,0:10:25.839
the knowledge that we have is from

0:10:24.079,0:10:28.000
rosalotto

0:10:25.839,0:10:29.920
their team y'all's team

0:10:28.000,0:10:31.600
uh very helpful

0:10:29.920,0:10:34.480
uh granted it's a lot of hard work this

0:10:31.600,0:10:36.720
client's very demanding and uh

0:10:34.480,0:10:38.240
you know it's can easily get an email

0:10:36.720,0:10:40.800
where you know something hadn't been

0:10:38.240,0:10:43.200
done and we need to correct yeah but uh

0:10:40.800,0:10:45.600
you know what drives people what

0:10:43.200,0:10:47.680
is the motivating factor to

0:10:45.600,0:10:49.519
uh make it correct and

0:10:47.680,0:10:51.920
we're very blessed we've got a good team

0:10:49.519,0:10:54.720
that works with us our supervisor

0:10:51.920,0:10:56.720
uh caesar and angel or or

0:10:54.720,0:10:58.640
i feel like our like our team members

0:10:56.720,0:11:01.839
because i hear their names all the time

0:10:58.640,0:11:01.839
everybody's always

0:11:01.920,0:11:05.760
not only are they good partners they're

0:11:03.360,0:11:08.640
good friends and uh we work very well

0:11:05.760,0:11:09.920
together and um

0:11:08.640,0:11:11.600
with that

0:11:09.920,0:11:13.519
that's how we've grown and that's how

0:11:11.600,0:11:15.200
we've been able to you know cross the

0:11:13.519,0:11:18.240
million dollar

0:11:15.200,0:11:21.120
mark in sales uh after four years is

0:11:18.240,0:11:24.240
with good help and good talent

0:11:21.120,0:11:27.279
nice nice now would you say paul so

0:11:24.240,0:11:28.640
again only four years into the industry

0:11:27.279,0:11:30.640
before

0:11:28.640,0:11:32.560
what did you think of the affiliate

0:11:30.640,0:11:34.800
partner model or subcontracting did you

0:11:32.560,0:11:36.560
look at it as an opportunity for you to

0:11:34.800,0:11:37.360
grow before we met

0:11:36.560,0:11:39.519
uh

0:11:37.360,0:11:40.800
we did i did because at that time when

0:11:39.519,0:11:41.680
you know you're starting out in this

0:11:40.800,0:11:43.440
business

0:11:41.680,0:11:47.360
you take a lot of small accounts you

0:11:43.440,0:11:50.240
take a lot of one day a week accounts

0:11:47.360,0:11:53.120
to me it was an opportunity to

0:11:50.240,0:11:54.320
get additional business

0:11:53.120,0:11:56.240
and learn

0:11:54.320,0:11:57.680
and that's exactly what we've done yeah

0:11:56.240,0:11:59.839
because i got i mean what are we up to

0:11:57.680,0:12:01.440
now for with you guys yeah nine of cups

0:11:59.839,0:12:03.040
yeah nine accounts yeah

0:12:01.440,0:12:06.000
but and i think couple more coming

0:12:03.040,0:12:08.800
online more coming yeah and and it just

0:12:06.000,0:12:10.959
makes me happy too to to see the growth

0:12:08.800,0:12:11.920
because i s the potential is there now

0:12:10.959,0:12:15.120
again

0:12:11.920,0:12:16.480
are you making what you would have made

0:12:15.120,0:12:18.079
if you would have sold the account

0:12:16.480,0:12:20.959
individually

0:12:18.079,0:12:22.800
no right we know that's right yeah but

0:12:20.959,0:12:25.120
i and and i just want to harp on this

0:12:22.800,0:12:26.800
because it's like there's a lot to be

0:12:25.120,0:12:28.000
that can be done there and success that

0:12:26.800,0:12:29.680
can come out of

0:12:28.000,0:12:31.360
looking at the bigger picture you know

0:12:29.680,0:12:34.160
looking at you guys are doing floor

0:12:31.360,0:12:35.600
services for us emergencies that come up

0:12:34.160,0:12:37.680
you guys i think you even talked to jay

0:12:35.600,0:12:39.600
on the maintenance side for if something

0:12:37.680,0:12:41.200
really does come up it's like there's

0:12:39.600,0:12:43.120
opportunities

0:12:41.200,0:12:44.320
if you just have a get i'm sorry for

0:12:43.120,0:12:47.279
saying it but just get [ __ ] done

0:12:44.320,0:12:49.519
attitude very much so and you know we

0:12:47.279,0:12:50.880
figured it out if a client asked or has

0:12:49.519,0:12:53.360
a request

0:12:50.880,0:12:55.360
outside of what we do with rosellato

0:12:53.360,0:12:57.040
we have teams that can do it

0:12:55.360,0:12:59.279
i don't care if it's painting light

0:12:57.040,0:13:00.639
maintenance landscaping

0:12:59.279,0:13:02.240
it's another thing you love about this

0:13:00.639,0:13:03.279
business and how you grow and how you

0:13:02.240,0:13:04.160
scale

0:13:03.279,0:13:06.399
is

0:13:04.160,0:13:09.200
make sure you have talent that can do

0:13:06.399,0:13:11.279
other things besides janitorial yep so

0:13:09.200,0:13:13.279
uh the whole the whole single source

0:13:11.279,0:13:15.279
solutions single source right yeah

0:13:13.279,0:13:18.160
that's one of y'all's lines that we've

0:13:15.279,0:13:19.920
adopted and use well i mean it it makes

0:13:18.160,0:13:21.440
you sticky right people people always

0:13:19.920,0:13:23.120
ask and comment

0:13:21.440,0:13:24.480
you know i want to grow i want to build

0:13:23.120,0:13:25.360
i want to scale

0:13:24.480,0:13:27.519
uh

0:13:25.360,0:13:30.000
i you know i honestly i don't know too

0:13:27.519,0:13:32.320
many companies that are scaling at just

0:13:30.000,0:13:34.639
doing janitorial there's got there is

0:13:32.320,0:13:37.040
other services that they get into

0:13:34.639,0:13:38.399
um and like that's why i love this space

0:13:37.040,0:13:40.240
right that's a question i was gonna ask

0:13:38.399,0:13:42.480
you is why do you love this industry so

0:13:40.240,0:13:45.040
much for me it's

0:13:42.480,0:13:47.600
opportunity how many services you can

0:13:45.040,0:13:49.519
perform for a client that's right to for

0:13:47.600,0:13:51.440
them not to have gold to have to go ask

0:13:49.519,0:13:53.120
somebody i mean what about you you're in

0:13:51.440,0:13:55.760
it four years now you came from 20 years

0:13:53.120,0:13:57.920
in insurance this is not a glamorous

0:13:55.760,0:13:59.760
industry not at all my bucket the vacuum

0:13:57.920,0:14:02.320
cleaner yeah but like what

0:13:59.760,0:14:04.560
in the recent years what's what's

0:14:02.320,0:14:07.120
inspired you or driven you to say i made

0:14:04.560,0:14:07.120
the right choice

0:14:07.199,0:14:10.560
you know that's a great question ricky

0:14:08.880,0:14:12.639
it's really the business uh and the

0:14:10.560,0:14:14.480
people we work with and

0:14:12.639,0:14:17.360
you know in in ricky's words you are

0:14:14.480,0:14:19.920
empowering the janitorial industry uh

0:14:17.360,0:14:21.360
you know we're employing uh cleaning tax

0:14:19.920,0:14:24.000
we are uh

0:14:21.360,0:14:25.279
uh giving money to janitorial companies

0:14:24.000,0:14:29.199
we are uh

0:14:25.279,0:14:30.560
providing occupations uh livings for

0:14:29.199,0:14:33.440
uh you know

0:14:30.560,0:14:36.480
all sorts of uh people that need help

0:14:33.440,0:14:37.760
need jobs and that makes you feel good

0:14:36.480,0:14:39.199
yeah

0:14:37.760,0:14:41.600
so

0:14:39.199,0:14:44.000
we've touched on this earlier but i mean

0:14:41.600,0:14:46.399
you came into this space with zero

0:14:44.000,0:14:48.880
experience zero zero

0:14:46.399,0:14:50.480
there's a lot of people out there that

0:14:48.880,0:14:52.079
may be thinking about getting into the

0:14:50.480,0:14:53.760
space

0:14:52.079,0:14:55.360
were you scared was it was there a

0:14:53.760,0:14:56.560
moment that you were like you know you

0:14:55.360,0:14:59.199
don't want to ever think that you can't

0:14:56.560,0:15:01.360
do anything but we're human right like

0:14:59.199,0:15:02.880
you have those doubts like what what got

0:15:01.360,0:15:04.079
you over the hump

0:15:02.880,0:15:05.920
to say

0:15:04.079,0:15:08.320
i it doesn't matter if i have zero

0:15:05.920,0:15:10.880
experience well and

0:15:08.320,0:15:12.560
where i was with my agency my back was

0:15:10.880,0:15:13.839
against the wall and it was time for a

0:15:12.560,0:15:16.240
change

0:15:13.839,0:15:18.639
and again you know how to run a business

0:15:16.240,0:15:20.480
but i was the agency i was with did a

0:15:18.639,0:15:23.199
lot of the services for you like

0:15:20.480,0:15:25.920
invoicing

0:15:23.199,0:15:27.680
and there was a lot of help and when you

0:15:25.920,0:15:29.440
start your own business

0:15:27.680,0:15:31.519
i remember the first few months you know

0:15:29.440,0:15:33.120
we didn't get invoices out on time we'd

0:15:31.519,0:15:34.399
miss an invoice i think i probably still

0:15:33.120,0:15:35.600
have some out there that have never been

0:15:34.399,0:15:37.199
delivered

0:15:35.600,0:15:39.040
you know there's a lot of moving parts

0:15:37.199,0:15:40.720
in this business

0:15:39.040,0:15:42.480
especially where we are today because we

0:15:40.720,0:15:44.240
do a lot of one-offs we do a lot of

0:15:42.480,0:15:45.519
different services

0:15:44.240,0:15:46.959
and uh

0:15:45.519,0:15:48.959
you know you got to have the right

0:15:46.959,0:15:50.079
software you've got to have the right

0:15:48.959,0:15:51.839
model

0:15:50.079,0:15:54.959
you just can't keep everything in your

0:15:51.839,0:15:57.759
head and everybody's got to communicate

0:15:54.959,0:15:59.120
and we have a good team good talent and

0:15:57.759,0:16:01.199
i'm seeing that being here at the

0:15:59.120,0:16:03.360
rosellato offices and

0:16:01.199,0:16:05.759
the different people that are working

0:16:03.360,0:16:08.399
here and what their talent is

0:16:05.759,0:16:11.120
and how it all comes together and i feel

0:16:08.399,0:16:13.360
like we're tracking right

0:16:11.120,0:16:15.120
to get that all going to get to the next

0:16:13.360,0:16:17.680
level which is what we want to do we're

0:16:15.120,0:16:20.240
very very much in a growth mindset and

0:16:17.680,0:16:22.720
very excited yeah and you know and it

0:16:20.240,0:16:24.720
pods it's you said it mindset this this

0:16:22.720,0:16:26.480
industry for me is you gotta have a

0:16:24.720,0:16:28.880
strong mindset but you have to have a

0:16:26.480,0:16:30.800
mindset that can adapt right there's

0:16:28.880,0:16:31.600
there every day is a different day you

0:16:30.800,0:16:33.040
know as

0:16:31.600,0:16:35.199
there's days i would wake up and i'm

0:16:33.040,0:16:38.160
like i'm on top of the world you know

0:16:35.199,0:16:40.320
just closed that account won this deal

0:16:38.160,0:16:42.240
hired four more people i'm in another

0:16:40.320,0:16:43.440
state i get that email and it's a

0:16:42.240,0:16:45.839
complaint i'm like i'm right back to

0:16:43.440,0:16:47.680
life i'm right back i'm right i brought

0:16:45.839,0:16:49.519
right incredible i got brought right

0:16:47.680,0:16:51.680
back down to earth to say

0:16:49.519,0:16:53.839
hey it's a new day you're you're happy

0:16:51.680,0:16:55.680
today but always be ready yeah and

0:16:53.839,0:16:57.519
always be ready the most fun is when i'm

0:16:55.680,0:16:59.759
in an account and i'm in the janitorial

0:16:57.519,0:17:01.920
closet and i'm straightening things up

0:16:59.759,0:17:03.839
or changing the belt on a vacuum cleaner

0:17:01.920,0:17:05.439
or changing the vacuum bag because

0:17:03.839,0:17:06.160
cleaning techs always don't do that oh

0:17:05.439,0:17:08.559
yeah

0:17:06.160,0:17:11.199
i feel like the vacuum is the biggest

0:17:08.559,0:17:12.880
issue in our space where they

0:17:11.199,0:17:15.919
we got to be there for them

0:17:12.880,0:17:16.839
somehow some way the techs overlook the

0:17:15.919,0:17:18.640
vacuum

0:17:16.839,0:17:21.199
maintenance it's not that hard i'll

0:17:18.640,0:17:22.720
leave them back i leave them belts but

0:17:21.199,0:17:24.400
when i'm doing that and i'm out in the

0:17:22.720,0:17:26.799
field and i'm in different clients

0:17:24.400,0:17:28.400
offices that's a lot of fun

0:17:26.799,0:17:30.160
and then you get back to the shop and

0:17:28.400,0:17:32.400
there you go you've been gone two hours

0:17:30.160,0:17:34.000
and they're your emails yeah you know

0:17:32.400,0:17:35.840
something didn't go right here somebody

0:17:34.000,0:17:38.799
forgot to do this there

0:17:35.840,0:17:41.600
but it it tests you right it keeps you

0:17:38.799,0:17:44.160
on your toes every day this is not your

0:17:41.600,0:17:45.600
nine-to-five desk job right

0:17:44.160,0:17:48.080
first of all being an entrepreneur is

0:17:45.600,0:17:50.080
not that but being a business owner and

0:17:48.080,0:17:52.320
entrepreneur in this space

0:17:50.080,0:17:54.720
every day is different every day is fun

0:17:52.320,0:17:56.640
i mean for me sales is exciting right

0:17:54.720,0:17:59.039
meeting people like you look at you know

0:17:56.640,0:18:00.640
again i always say this is cleaning gave

0:17:59.039,0:18:02.720
me this opportunity to have you know

0:18:00.640,0:18:05.520
have a podcast talk bring in people you

0:18:02.720,0:18:08.080
guys paul flew in from from charlotte

0:18:05.520,0:18:09.520
yesterday last night uh not only to do

0:18:08.080,0:18:11.120
this right but

0:18:09.520,0:18:14.720
to meet with the team and just again

0:18:11.120,0:18:16.799
absorb right absorb learn empower grow

0:18:14.720,0:18:20.080
yep exactly and i was

0:18:16.799,0:18:21.440
uh talking to a client yesterday and um

0:18:20.080,0:18:23.600
they want to meet with me i'm like well

0:18:21.440,0:18:26.160
believe it or not i'm flying to chicago

0:18:23.600,0:18:28.320
i said who knew four years ago i'd be in

0:18:26.160,0:18:30.400
the janitorial business and not only

0:18:28.320,0:18:31.520
that going to see

0:18:30.400,0:18:34.000
a partner

0:18:31.520,0:18:35.360
that's in chicago yeah so you know i

0:18:34.000,0:18:36.880
didn't travel like that with my

0:18:35.360,0:18:39.280
insurance industry

0:18:36.880,0:18:40.240
and uh you know it's exciting every day

0:18:39.280,0:18:42.880
but

0:18:40.240,0:18:45.360
you have to be focused uh you really got

0:18:42.880,0:18:46.720
to figure out how to get the right team

0:18:45.360,0:18:48.480
in place

0:18:46.720,0:18:50.240
and uh because there are a lot of moving

0:18:48.480,0:18:51.840
parts to this business

0:18:50.240,0:18:54.160
so paul here's something i'm going to

0:18:51.840,0:18:55.440
start asking everybody too um

0:18:54.160,0:18:57.250
i was talking about it earlier in a

0:18:55.440,0:18:58.480
phone call with some friends um

0:18:57.250,0:19:01.120
[Music]

0:18:58.480,0:19:03.440
i feel like so growth and cleaning is

0:19:01.120,0:19:04.720
not predictable right it's tough to be

0:19:03.440,0:19:06.400
predictable you don't know what's gonna

0:19:04.720,0:19:08.480
happen you don't know what you know

0:19:06.400,0:19:10.880
elements of of your your own personal

0:19:08.480,0:19:12.320
life or the market that you're in

0:19:10.880,0:19:14.720
but i'm trying to figure out that like

0:19:12.320,0:19:16.799
there there could be there are stages

0:19:14.720,0:19:17.840
there are there there could be a formula

0:19:16.799,0:19:19.360
to where

0:19:17.840,0:19:22.160
you know i know myself i'm trying to put

0:19:19.360,0:19:24.880
this out all down on paper is

0:19:22.160,0:19:27.280
that first big higher right that second

0:19:24.880,0:19:30.559
higher where like i always say for me it

0:19:27.280,0:19:33.919
was my invoicing and payables

0:19:30.559,0:19:36.880
my payroll my first qc inspector my

0:19:33.919,0:19:39.200
first area manager my first floor tech

0:19:36.880,0:19:40.880
lead like these were positions that up

0:19:39.200,0:19:42.480
until those hires

0:19:40.880,0:19:44.799
i was doing myself

0:19:42.480,0:19:46.160
like have you had that first hire yet

0:19:44.799,0:19:47.919
that you can say

0:19:46.160,0:19:50.559
that took

0:19:47.919,0:19:52.400
two two or three things off my plate to

0:19:50.559,0:19:54.559
work what we what does everybody always

0:19:52.400,0:19:56.320
say work on the business versus in first

0:19:54.559,0:19:58.080
place i like business i'm trying to get

0:19:56.320,0:19:59.840
answers now on what have you had that

0:19:58.080,0:20:01.840
hired yet that you can say

0:19:59.840,0:20:04.880
has given you that that we definitely

0:20:01.840,0:20:06.400
have uh our operation manager john shout

0:20:04.880,0:20:08.640
out to john

0:20:06.400,0:20:09.840
he's got 30 years of experience in the

0:20:08.640,0:20:11.679
business

0:20:09.840,0:20:13.679
he came from new york he handled some

0:20:11.679,0:20:15.760
big facilities there

0:20:13.679,0:20:17.360
he's really good with clients he's

0:20:15.760,0:20:19.039
really good at noticing things with the

0:20:17.360,0:20:20.640
scope of work

0:20:19.039,0:20:23.280
he's been a game changer

0:20:20.640,0:20:24.960
and the same with our supervisors

0:20:23.280,0:20:28.159
and what they do

0:20:24.960,0:20:30.960
for us every day seven days a week

0:20:28.159,0:20:33.360
and without them we wouldn't be who we

0:20:30.960,0:20:34.880
are and where we are

0:20:33.360,0:20:36.240
it's all about

0:20:34.880,0:20:39.679
them

0:20:36.240,0:20:41.280
and i want to be able to you know really

0:20:39.679,0:20:44.400
help them grow

0:20:41.280,0:20:46.960
and understand what their

0:20:44.400,0:20:48.159
growth buttons are to make them better

0:20:46.960,0:20:50.640
yeah because you know i mean they want

0:20:48.159,0:20:52.320
to grow right they're uh that's the one

0:20:50.640,0:20:55.039
thing i think we get stuck on sometimes

0:20:52.320,0:20:56.880
as as owners is

0:20:55.039,0:20:59.440
you're the owner they're not

0:20:56.880,0:21:01.280
but but why not operate and give them

0:20:59.440,0:21:03.039
the opportunity to feel like an owner

0:21:01.280,0:21:05.440
right or be given

0:21:03.039,0:21:07.600
decisions to make as an owner for their

0:21:05.440,0:21:10.559
departments or different areas and

0:21:07.600,0:21:11.919
elevate them and let them feel like

0:21:10.559,0:21:14.240
they're just gonna be a better employee

0:21:11.919,0:21:16.559
right if they if they feel like

0:21:14.240,0:21:17.919
this is my family this is my brand this

0:21:16.559,0:21:18.799
is my company

0:21:17.919,0:21:20.320
um

0:21:18.799,0:21:22.400
i've got to level up i've got to do

0:21:20.320,0:21:23.200
everything i can good way to put it

0:21:22.400,0:21:26.000
right

0:21:23.200,0:21:26.799
and we do we give we give them a a lot

0:21:26.000,0:21:28.240
of

0:21:26.799,0:21:29.600
leeway and

0:21:28.240,0:21:31.760
help and grow the company one they're

0:21:29.600,0:21:34.320
experienced

0:21:31.760,0:21:36.240
in the janitorial facilities industry

0:21:34.320,0:21:38.000
and i lean on them hard

0:21:36.240,0:21:40.640
and i learn from them because they have

0:21:38.000,0:21:42.799
the experience yeah and uh

0:21:40.640,0:21:45.200
luckily we all get along very well so it

0:21:42.799,0:21:46.159
helps us grow together cool

0:21:45.200,0:21:47.840
paw

0:21:46.159,0:21:50.400
question for for everybody that's out

0:21:47.840,0:21:52.320
there watching and listening to

0:21:50.400,0:21:54.240
what what would you

0:21:52.320,0:21:55.760
so now that you are like your affiliate

0:21:54.240,0:21:57.120
partner with us right would you

0:21:55.760,0:21:58.880
recommend

0:21:57.120,0:22:02.320
taking those opportunities or starting

0:21:58.880,0:22:02.320
to sought out as a

0:22:03.799,0:22:08.799
sought-searching for those opportunities

0:22:06.799,0:22:10.159
to team up with other cleaning

0:22:08.799,0:22:12.159
businesses

0:22:10.159,0:22:14.559
like would you recommend i would highly

0:22:12.159,0:22:17.039
recommend it and i would love to partner

0:22:14.559,0:22:18.799
i know uh rosalita is big on this with

0:22:17.039,0:22:21.200
other cleaning companies in charlotte

0:22:18.799,0:22:23.760
and north carolina and south carolina

0:22:21.200,0:22:24.799
uh on you know maybe things that we're

0:22:23.760,0:22:27.280
not

0:22:24.799,0:22:28.320
able to handle or big enough to handle

0:22:27.280,0:22:31.039
uh

0:22:28.320,0:22:32.880
but to be a partner with

0:22:31.039,0:22:34.559
another company like rosellato i would

0:22:32.880,0:22:37.600
highly recommend is

0:22:34.559,0:22:38.090
the benefits outweigh any negatives

0:22:37.600,0:22:39.520
and

0:22:38.090,0:22:41.520
[Music]

0:22:39.520,0:22:43.360
you know you can't be worried about what

0:22:41.520,0:22:45.600
you're getting paid you can't be worried

0:22:43.360,0:22:47.520
about the email that you might get where

0:22:45.600,0:22:49.600
you're cleaning text missed something if

0:22:47.520,0:22:51.520
you're looking at the overall picture

0:22:49.600,0:22:53.120
and what

0:22:51.520,0:22:55.919
they're doing for you

0:22:53.120,0:22:57.120
it's a huge benefit and a huge win yeah

0:22:55.919,0:22:59.120
and it's you know what something that

0:22:57.120,0:23:01.600
dominic and biany and tony everybody's

0:22:59.120,0:23:03.520
always brought up to it's like

0:23:01.600,0:23:04.640
whether that email or message came from

0:23:03.520,0:23:06.640
us

0:23:04.640,0:23:08.960
it would have come from a client like if

0:23:06.640,0:23:10.720
that you know yeah we're noticing things

0:23:08.960,0:23:12.080
maybe a little more than a client would

0:23:10.720,0:23:13.440
because we're in the business or the

0:23:12.080,0:23:14.960
industry

0:23:13.440,0:23:16.960
but if you look at it like

0:23:14.960,0:23:20.000
that message came in to do what to help

0:23:16.960,0:23:21.679
me improve yep right as long as

0:23:20.000,0:23:23.600
yes people could be nitpicky people

0:23:21.679,0:23:25.280
could be very demanding and

0:23:23.600,0:23:27.760
but if as long as it's delivered the

0:23:25.280,0:23:29.760
right way just accept the delivery right

0:23:27.760,0:23:31.760
and just i'm not right i'm going to take

0:23:29.760,0:23:33.360
care of it i've got clients that

0:23:31.760,0:23:35.520
when i see that phone ring i'm like

0:23:33.360,0:23:38.240
there's no nothing good

0:23:35.520,0:23:39.360
this guy does not call me to say great

0:23:38.240,0:23:41.440
job rick

0:23:39.360,0:23:42.880
that phone call or their text message is

0:23:41.440,0:23:44.320
coming because

0:23:42.880,0:23:46.159
something is happening

0:23:44.320,0:23:48.400
um but i'm relieved when it's actually a

0:23:46.159,0:23:51.279
good thing but like

0:23:48.400,0:23:53.760
just know like all right breathe deal

0:23:51.279,0:23:54.799
with it yeah execute figure it out and

0:23:53.760,0:23:56.559
you know

0:23:54.799,0:23:58.400
in reference to that property managers

0:23:56.559,0:24:00.480
for your commercial real estate firms i

0:23:58.400,0:24:01.679
mean they've got a tough job but when

0:24:00.480,0:24:03.200
they're calling you it's never going to

0:24:01.679,0:24:04.480
be anything good it's always going to be

0:24:03.200,0:24:06.480
something negative

0:24:04.480,0:24:09.039
and that's kind of what their job is and

0:24:06.480,0:24:11.360
you just got to as you said breathe go

0:24:09.039,0:24:13.039
walk around your office come back and

0:24:11.360,0:24:14.880
deal with it yeah

0:24:13.039,0:24:16.720
you guys too so

0:24:14.880,0:24:17.760
another reason and you guys know i never

0:24:16.720,0:24:19.679
i don't think have you ever heard me

0:24:17.760,0:24:21.840
really plug route in any of these

0:24:19.679,0:24:23.360
episodes i don't do it

0:24:21.840,0:24:25.760
till today so

0:24:23.360,0:24:28.559
no boom so no one

0:24:25.760,0:24:30.640
this is a big big topic for me and very

0:24:28.559,0:24:32.400
important because

0:24:30.640,0:24:35.279
going through this myself and as

0:24:32.400,0:24:36.559
rosalato and i've been the one tasked a

0:24:35.279,0:24:37.919
lot to to

0:24:36.559,0:24:40.640
make those partnerships and

0:24:37.919,0:24:43.120
relationships and connections

0:24:40.640,0:24:44.960
it's not easy it's hard to find

0:24:43.120,0:24:47.039
uh these people that want to work with

0:24:44.960,0:24:47.840
you because again the stigma right and

0:24:47.039,0:24:48.559
the

0:24:47.840,0:24:51.600
the

0:24:48.559,0:24:52.720
the the perception so

0:24:51.600,0:24:54.640
you're going to be one of the first that

0:24:52.720,0:24:56.640
sees it but on the right on the route

0:24:54.640,0:24:57.840
side the 2.0 marketplace that we're

0:24:56.640,0:24:59.840
working on

0:24:57.840,0:25:03.360
is going to be that subcontractor to

0:24:59.840,0:25:05.039
contractor relationship building

0:25:03.360,0:25:07.360
the ability to give the opportunity

0:25:05.039,0:25:09.679
search the platform find a local

0:25:07.360,0:25:11.600
provider connect with them offer up the

0:25:09.679,0:25:12.960
opportunity poke them

0:25:11.600,0:25:15.360
you know like

0:25:12.960,0:25:17.600
engage with them as if it were a client

0:25:15.360,0:25:19.360
to vendor we're focusing on the vendor

0:25:17.600,0:25:21.520
defender because

0:25:19.360,0:25:23.760
there is a lot of opportunity that i

0:25:21.520,0:25:25.279
know if i didn't have all you guys

0:25:23.760,0:25:28.080
i wouldn't be able to service this

0:25:25.279,0:25:29.520
client 90 of the time yeah or other

0:25:28.080,0:25:31.520
clients because

0:25:29.520,0:25:34.480
it's the partnerships with companies

0:25:31.520,0:25:36.000
like you guys that allow us to continue

0:25:34.480,0:25:38.400
to grow our business

0:25:36.000,0:25:39.679
so i'm i'm trying to we're

0:25:38.400,0:25:41.440
we're building it where this is going to

0:25:39.679,0:25:42.799
be for everybody right if you're a route

0:25:41.440,0:25:43.760
member if you're a route on the corral

0:25:42.799,0:25:45.520
community

0:25:43.760,0:25:46.640
you're going if there's an opportunity

0:25:45.520,0:25:48.400
because your client because you probably

0:25:46.640,0:25:50.159
hear it all the time paul right i have a

0:25:48.400,0:25:52.559
client in charlotte they're moving into

0:25:50.159,0:25:54.559
an office in chicago or they may have a

0:25:52.559,0:25:56.159
client moving into st louis but they

0:25:54.559,0:25:57.840
want to work with you you know they

0:25:56.159,0:25:59.760
don't want to work with somebody else

0:25:57.840,0:26:01.360
well you're the connection to then

0:25:59.760,0:26:03.120
be able to offer that opportunity to

0:26:01.360,0:26:04.720
somebody in another city

0:26:03.120,0:26:06.799
what better than to give you that portal

0:26:04.720,0:26:08.480
or that platform to say here here's

0:26:06.799,0:26:10.000
their profile here's who they are how

0:26:08.480,0:26:11.279
many years they've been in business are

0:26:10.000,0:26:13.840
they a minority or a woman owned

0:26:11.279,0:26:16.080
business here's their one pager

0:26:13.840,0:26:18.240
now connect with them instead of relying

0:26:16.080,0:26:20.400
on google like i've been doing for for

0:26:18.240,0:26:23.120
the last four years that's a great point

0:26:20.400,0:26:25.279
and it's hard you know it wasn't long

0:26:23.120,0:26:27.120
after we started working with rosellato

0:26:25.279,0:26:29.440
in north carolina that

0:26:27.120,0:26:31.600
we eco clean had an opportunity at a

0:26:29.440,0:26:34.400
brand new hotel opening in downtown oh

0:26:31.600,0:26:36.400
yes yes i forgot about that yeah and so

0:26:34.400,0:26:39.440
you know this hotel is way beyond

0:26:36.400,0:26:42.240
anything that we could handle and uh

0:26:39.440,0:26:43.840
so i called up ricky and said look this

0:26:42.240,0:26:44.799
is what we have there's an opportunity

0:26:43.840,0:26:46.640
here

0:26:44.799,0:26:49.039
i want to see if you can fly to

0:26:46.640,0:26:51.200
charlotte and go do the walk through

0:26:49.039,0:26:52.640
with us let's get a proposal under

0:26:51.200,0:26:55.039
rosalito

0:26:52.640,0:26:56.240
because we'll service it but we cannot

0:26:55.039,0:26:58.080
handle

0:26:56.240,0:27:00.159
it it was a big it's a big hotel

0:26:58.080,0:27:03.600
downtown charlotte brand new

0:27:00.159,0:27:05.679
and so both ricky and tony flew in

0:27:03.600,0:27:08.799
and we walked the hotel we did not get

0:27:05.679,0:27:10.880
the business but you used route and the

0:27:08.799,0:27:13.760
impressive thing on each

0:27:10.880,0:27:15.360
room each floor each hall

0:27:13.760,0:27:17.200
each banquet room

0:27:15.360,0:27:19.039
and the measurements and the pictures

0:27:17.200,0:27:21.760
and how impressive

0:27:19.039,0:27:23.120
route is to come back with that proposal

0:27:21.760,0:27:25.600
a week later

0:27:23.120,0:27:27.200
uh to present it to the client and

0:27:25.600,0:27:28.320
look i followed up with them this past

0:27:27.200,0:27:29.679
year and i'm going to follow up with

0:27:28.320,0:27:32.799
that next year yeah it's there it's

0:27:29.679,0:27:36.000
already there we have to keep going back

0:27:32.799,0:27:38.559
so that brings me to a point here paul

0:27:36.000,0:27:40.240
i mean this is a whole other topic but

0:27:38.559,0:27:41.039
you guys just heard what he said right

0:27:40.240,0:27:43.760
is

0:27:41.039,0:27:45.279
there's an opportunity that you

0:27:43.760,0:27:48.640
a couple reasons would probably be is

0:27:45.279,0:27:50.720
you know cash flow capacity you know

0:27:48.640,0:27:52.960
big accounts are scary and if you've

0:27:50.720,0:27:54.640
never been familiar with them

0:27:52.960,0:27:56.159
you're scared why are you going to take

0:27:54.640,0:27:58.640
it on right yep

0:27:56.159,0:28:00.240
what did paul do reach out to us

0:27:58.640,0:28:02.000
i mean i don't even think we better not

0:28:00.240,0:28:03.200
either like tony was just like let's do

0:28:02.000,0:28:05.600
it let's do it let's go out there let's

0:28:03.200,0:28:07.440
go check it out but as you said it would

0:28:05.600,0:28:09.200
it would have fallen under us but you

0:28:07.440,0:28:11.200
would have been the service provider but

0:28:09.200,0:28:12.640
look who won or who who would have won

0:28:11.200,0:28:15.360
if we won that account you would have

0:28:12.640,0:28:17.200
won right because it still came back to

0:28:15.360,0:28:18.640
you yeah you know like

0:28:17.200,0:28:20.480
that's the other side now like that's

0:28:18.640,0:28:22.559
another thing that's the other side of

0:28:20.480,0:28:24.240
a good partnership you you entrusted in

0:28:22.559,0:28:26.320
us like we wouldn't trust like look you

0:28:24.240,0:28:28.960
weren't in south carolina but we trusted

0:28:26.320,0:28:31.760
you to cross that border right to handle

0:28:28.960,0:28:34.000
that client because trust

0:28:31.760,0:28:36.559
and uh ethics

0:28:34.000,0:28:38.480
and reliability you can't

0:28:36.559,0:28:41.120
you can't put a price on that well we do

0:28:38.480,0:28:43.120
say we're gonna do and uh it actually

0:28:41.120,0:28:44.240
allowed us to change our name from eco

0:28:43.120,0:28:45.440
of charlotte to eco cleaning the

0:28:44.240,0:28:47.120
carolinas

0:28:45.440,0:28:49.440
because we are in south carolina and we

0:28:47.120,0:28:50.240
continue to grow in south carolina but

0:28:49.440,0:28:52.399
uh

0:28:50.240,0:28:54.159
you know really back to the hotel so

0:28:52.399,0:28:55.760
what do you have in a partner on a big

0:28:54.159,0:28:57.520
account like that

0:28:55.760,0:28:59.200
now you know in cleaning companies we're

0:28:57.520,0:29:00.960
the bank yeah you know we're always

0:28:59.200,0:29:03.200
waiting for money but we're still paying

0:29:00.960,0:29:04.960
our cleaning tax well then on one like

0:29:03.200,0:29:07.120
this when you win it

0:29:04.960,0:29:08.640
rosellato's kind of the bank because you

0:29:07.120,0:29:10.480
know they're going to pay

0:29:08.640,0:29:13.600
their affiliate partners they pay on

0:29:10.480,0:29:15.360
time very important uh pay on time yeah

0:29:13.600,0:29:16.480
you guys heard it there alex

0:29:15.360,0:29:18.080
two thumbs up

0:29:16.480,0:29:19.600
to my brother yeah

0:29:18.080,0:29:22.640
so uh

0:29:19.600,0:29:24.960
yeah there's a lot of positives in

0:29:22.640,0:29:27.360
figuring out who to partner with

0:29:24.960,0:29:30.320
and get good partners it's a way to grow

0:29:27.360,0:29:32.080
i highly recommend it it's been a great

0:29:30.320,0:29:33.919
relationship for us

0:29:32.080,0:29:36.159
and it's actually opened us up then now

0:29:33.919,0:29:38.480
we're partnering with other

0:29:36.159,0:29:39.279
companies like rosalito

0:29:38.480,0:29:40.799
and

0:29:39.279,0:29:43.440
because i've

0:29:40.799,0:29:45.919
learned from rosellato it's really

0:29:43.440,0:29:48.799
helped benefit these other relationships

0:29:45.919,0:29:50.320
yeah nice nice awesome wait cheers today

0:29:48.799,0:29:51.440
yeah man

0:29:50.320,0:29:53.279
cheers

0:29:51.440,0:29:56.159
i know i i don't want to say it i always

0:29:53.279,0:29:56.159
forget to do cheers

0:29:57.200,0:30:00.559
all right so now

0:29:58.960,0:30:01.919
to a

0:30:00.559,0:30:04.960
question of

0:30:01.919,0:30:08.159
what what has been the most difficult

0:30:04.960,0:30:08.880
piece to this journey for you uh as far

0:30:08.159,0:30:10.000
as

0:30:08.880,0:30:11.520
you know i know you've talked about

0:30:10.000,0:30:12.720
growth you've talked about you know

0:30:11.520,0:30:14.799
staffing

0:30:12.720,0:30:15.520
any other things that stick out again to

0:30:14.799,0:30:16.640
say

0:30:15.520,0:30:18.000
if you're about to start in this

0:30:16.640,0:30:19.679
industry

0:30:18.000,0:30:20.480
you know these are things to know that

0:30:19.679,0:30:23.039
you know

0:30:20.480,0:30:25.360
there it's not all glitz and glamour um

0:30:23.039,0:30:27.039
success is tough it is tough and you

0:30:25.360,0:30:29.440
know there's so many parts of it you

0:30:27.039,0:30:32.080
know whether it be sales whether it be

0:30:29.440,0:30:34.559
the back office with the invoicing

0:30:32.080,0:30:36.000
you have to pay your cleaning techs

0:30:34.559,0:30:37.600
on time when you tell them they're going

0:30:36.000,0:30:39.600
to pay

0:30:37.600,0:30:40.880
i mean that's that's a given

0:30:39.600,0:30:42.480
uh which means you've got to have money

0:30:40.880,0:30:44.480
in the bank i mean this business does

0:30:42.480,0:30:45.840
require money in the bank and with your

0:30:44.480,0:30:48.159
clients you got to do what you say

0:30:45.840,0:30:50.080
you're going to do and

0:30:48.159,0:30:51.600
you know it's a hard driving business

0:30:50.080,0:30:53.039
there's a lot of competition there's a

0:30:51.600,0:30:54.720
lot of folks with a mop bucket and a

0:30:53.039,0:30:56.640
vacuum cleaner but they don't know how

0:30:54.720,0:30:58.000
to run a business yeah and because they

0:30:56.640,0:30:59.360
don't know how to run a business you can

0:30:58.000,0:31:01.600
surpass them

0:30:59.360,0:31:04.559
but it's uh it's a lot of hard work it's

0:31:01.600,0:31:06.559
a work day night and weekends and uh

0:31:04.559,0:31:09.120
i'm in a good position for that and we

0:31:06.559,0:31:12.000
absolutely love it awesome man well as

0:31:09.120,0:31:12.799
we wrap up paw let let us know

0:31:12.000,0:31:14.559
uh

0:31:12.799,0:31:16.159
you know what what are some exciting

0:31:14.559,0:31:18.240
things coming up this year or what are

0:31:16.159,0:31:21.039
things that you're looking forward to

0:31:18.240,0:31:23.840
this year in five years

0:31:21.039,0:31:25.200
as far as eco clean of the carolinas

0:31:23.840,0:31:26.640
there you go so

0:31:25.200,0:31:29.440
you know one thing

0:31:26.640,0:31:31.600
what can make you more efficient

0:31:29.440,0:31:33.279
and how are you more efficient is it

0:31:31.600,0:31:34.720
equipment is it different equipment

0:31:33.279,0:31:36.880
better equipment

0:31:34.720,0:31:37.840
so we're looking at that right now

0:31:36.880,0:31:39.440
um

0:31:37.840,0:31:40.720
we're looking at better ways you know

0:31:39.440,0:31:43.120
i've been meeting with dom on

0:31:40.720,0:31:45.200
efficiencies of is it a four hour clean

0:31:43.120,0:31:47.039
or is it a three and a half hour cleans

0:31:45.200,0:31:49.200
just which every minute matters yeah

0:31:47.039,0:31:50.559
every minute matters it's the better way

0:31:49.200,0:31:53.039
to doing it

0:31:50.559,0:31:55.360
rosalito provides what they go by it's

0:31:53.039,0:31:58.000
really their bible their six steps of

0:31:55.360,0:31:58.799
success and if you follow it and learn

0:31:58.000,0:32:00.799
it

0:31:58.799,0:32:02.799
and a lot of it goes into monitoring

0:32:00.799,0:32:03.919
training and inspections

0:32:02.799,0:32:05.679
and uh

0:32:03.919,0:32:07.600
that's all knowledge that we've picked

0:32:05.679,0:32:08.960
up on eco cleans picked up on from

0:32:07.600,0:32:12.320
roslotto

0:32:08.960,0:32:13.519
so as we go forward again growth mindset

0:32:12.320,0:32:15.200
and

0:32:13.519,0:32:16.880
you know you find accounts we're in

0:32:15.200,0:32:18.480
really all industries we just finished a

0:32:16.880,0:32:19.840
construction clean

0:32:18.480,0:32:21.840
uh that was about a fifty thousand

0:32:19.840,0:32:23.760
dollar construction claim ooh

0:32:21.840,0:32:25.840
yeah and those are never easy and you

0:32:23.760,0:32:26.640
know because those are definitely on the

0:32:25.840,0:32:29.039
hook

0:32:26.640,0:32:30.640
that's right for a minute and and

0:32:29.039,0:32:32.559
you know you think you have everything

0:32:30.640,0:32:33.919
completed and clean and they call you

0:32:32.559,0:32:37.039
back in but

0:32:33.919,0:32:38.559
again that partners at gc they're uh

0:32:37.039,0:32:40.880
this happened to be in greensboro north

0:32:38.559,0:32:42.799
carolina and they're great to work with

0:32:40.880,0:32:44.480
that's another important thing is who

0:32:42.799,0:32:46.159
are you working with yeah know your

0:32:44.480,0:32:47.360
clients i mean some clients that don't

0:32:46.159,0:32:49.519
communicate

0:32:47.360,0:32:50.720
uh that don't follow up

0:32:49.519,0:32:52.000
but this particular client on the

0:32:50.720,0:32:53.200
construction claim they're they're

0:32:52.000,0:32:55.519
fantastic

0:32:53.200,0:32:56.640
and easy to work with do you get and

0:32:55.519,0:32:58.640
then

0:32:56.640,0:32:59.279
to end with uh just a personal note too

0:32:58.640,0:33:01.200
is

0:32:59.279,0:33:03.919
i get excited when i work with some big

0:33:01.200,0:33:05.519
name brands right like or the or any big

0:33:03.919,0:33:07.279
name bands not just national but like

0:33:05.519,0:33:08.799
local like you know that the brands that

0:33:07.279,0:33:11.360
are local that you're like yeah it's

0:33:08.799,0:33:12.880
exciting like that's a client of mine or

0:33:11.360,0:33:14.399
like one thing me and me and marley

0:33:12.880,0:33:16.559
would always do because when we lived in

0:33:14.399,0:33:18.799
fulton market a lot of construction was

0:33:16.559,0:33:20.159
going on in chicago and we did a lot of

0:33:18.799,0:33:21.679
post cleaning like we were doing it

0:33:20.159,0:33:24.880
ourselves first

0:33:21.679,0:33:26.799
and it was awesome to drive by and say

0:33:24.880,0:33:28.320
we cleaned that but that place we

0:33:26.799,0:33:29.919
touched that place we touched that place

0:33:28.320,0:33:32.000
oh my mario you remember that big plate

0:33:29.919,0:33:34.000
like you're referencing things as you're

0:33:32.000,0:33:36.080
just driving by because

0:33:34.000,0:33:39.600
uh that's the type of industry that

0:33:36.080,0:33:41.840
we're so when i was talking to carmen

0:33:39.600,0:33:44.000
and y'all's payroll company we cleaned

0:33:41.840,0:33:45.919
that payroll company in charlotte really

0:33:44.000,0:33:47.279
yeah nice so i mean they have a local

0:33:45.919,0:33:49.679
charlotte office and we're in there

0:33:47.279,0:33:51.440
cleaning yeah so i got those brands man

0:33:49.679,0:33:53.200
yeah

0:33:51.440,0:33:55.840
you see them everywhere it's exciting i

0:33:53.200,0:33:57.360
had one ceo tell me in charlotte

0:33:55.840,0:33:59.600
it's a local company they've been around

0:33:57.360,0:34:00.640
forever it's a boy they're a god's gift

0:33:59.600,0:34:02.559
and the uh

0:34:00.640,0:34:04.480
the ceo and their family they're just so

0:34:02.559,0:34:06.000
top shelf

0:34:04.480,0:34:07.360
and he said drive with your top down and

0:34:06.000,0:34:08.800
what he meant was

0:34:07.360,0:34:10.480
let people know and ricky you're the

0:34:08.800,0:34:12.960
best at this in the marketing and i'm

0:34:10.480,0:34:15.200
probably more reserved but let people

0:34:12.960,0:34:17.119
know what you're doing let people know

0:34:15.200,0:34:19.760
you're in the cleaning business and

0:34:17.119,0:34:22.000
don't be shy and get it out there so i'm

0:34:19.760,0:34:24.879
trying to be better at that oh dude i i

0:34:22.000,0:34:26.960
can't i can't attest to that more like

0:34:24.879,0:34:28.480
it's storytelling right it's

0:34:26.960,0:34:30.399
nobody knows what you do unless you tell

0:34:28.480,0:34:32.480
them right and especially in our space

0:34:30.399,0:34:34.720
like i i joke and i tell like everybody

0:34:32.480,0:34:37.280
ricky the cleaner like oh you need a guy

0:34:34.720,0:34:38.639
you need a cleaner call ricky like

0:34:37.280,0:34:40.159
but it's because i put it out there

0:34:38.639,0:34:42.399
though you know like the more you put it

0:34:40.159,0:34:44.879
out the more people will remember

0:34:42.399,0:34:46.399
wait doesn't paul do commerci you know

0:34:44.879,0:34:48.399
it may not be the service you're doing

0:34:46.399,0:34:49.760
but because they remembered you spoke up

0:34:48.399,0:34:51.839
about it

0:34:49.760,0:34:54.240
you may be the you know top of mind the

0:34:51.839,0:34:56.320
only way you're top of mind is if you

0:34:54.240,0:34:57.839
you let it out so

0:34:56.320,0:35:00.160
pay attention to the different

0:34:57.839,0:35:01.680
commercial forms that we're all members

0:35:00.160,0:35:03.920
of on facebook

0:35:01.680,0:35:06.240
i mean i just saw ricky posted in toledo

0:35:03.920,0:35:08.079
ohio i mean there are opportunities and

0:35:06.240,0:35:10.640
jobs out there and there are good jobs

0:35:08.079,0:35:11.520
out there looking in toledo east saint

0:35:10.640,0:35:13.760
louis

0:35:11.520,0:35:15.599
albuquerque new mexico and oklahoma city

0:35:13.760,0:35:17.760
you won't regret it and you will not

0:35:15.599,0:35:19.920
regret it i'm telling you these guys are

0:35:17.760,0:35:21.760
awesome they're fantastic and they're a

0:35:19.920,0:35:24.079
lot of fun to work with awesome man so

0:35:21.760,0:35:25.839
hey thank you cheers cheers

0:35:24.079,0:35:27.920
all right love you thank you paul

0:35:25.839,0:35:30.320
appreciate it appreciate it so we are

0:35:27.920,0:35:30.320
going to

0:35:30.400,0:35:34.240
at the bottom of youtube in the

0:35:32.000,0:35:36.160
description guys as always you know i'll

0:35:34.240,0:35:37.839
put paul's linkedin i'll put paul's

0:35:36.160,0:35:38.720
company's name email

0:35:37.839,0:35:40.079
um

0:35:38.720,0:35:42.320
any way that they can connect because

0:35:40.079,0:35:44.079
again you never know when somebody says

0:35:42.320,0:35:46.240
i was in the insurance agency for 20

0:35:44.079,0:35:47.680
years yeah i want to get into cleaning

0:35:46.240,0:35:49.760
they're going to want to talk to you big

0:35:47.680,0:35:52.240
on partners yeah you know however we

0:35:49.760,0:35:55.720
awesome so thank you thank you yeah guys

0:35:52.240,0:35:55.720
until next time

0:35:56.350,0:36:00.440
[Music]