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[Music]

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my name is Ricky Bruegel Otto the

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founder of route the circus platform

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it's a sales platform for the commercial

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cleaning services industry I am also the

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owner of Rosa la ville services a

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family-owned commercial cleaning company

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so welcome to clean it and cocktails a

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show where I get the opportunity to sit

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down with cleaning industry experts and

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share stories talk shop about the

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industry

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so grab your cocktail listen in and I

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hope you guys enjoy the show welcome

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everybody thank you again for tuning in

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this is episode I think eight with

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cleaning and cocktails I've got a good

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friend here and somebody that I'm super

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excited to do some storytelling and

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share his story as do you know the point

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of the show is to talk shop with fellow

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cleaning experts talk shop business

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owners the industry is in the spotlight

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more than ever so I want to give the

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opportunity to many people in our space

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to to share their story right top top

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you don't share or the impact that

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they've had on this this cleaning

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community here is Fernando with Prisco

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concepts you this guy's got a lot of

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storytelling to go here so to get

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started go ahead and just give us a

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little bit you know a couple of minutes

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friend of now how you started but just

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some company stats man it'll tell us a

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little bit about yourself in the company

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um thanks man appreciate the anybody in

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wiping you can also you know looking at

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what you've been doing and I'm I'm super

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excited to be here with you so um

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briefly here I bring in a business

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actually they cleaning business from

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zero to now for about two two years and

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two months so we just broke our two

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years anniversary and you know in the

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middle of this pandemic you know stuff

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going on but you know super happy about

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that just kind of you know had a lot of

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experience on the sales side so that's

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my background my background comes from

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the fire

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protection especially you know focusing

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on the multifamily and then to do that

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process that's kind of sort of you know

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ended up with the cleaning company so

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right now is is what I do basically in

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the companies is I love hiring people so

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that's my passion

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so I focused and found out that that's

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what actually dragged me it's just to

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add people to the team and you know

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everything else has been a history from

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the mom and I I switch over to from the

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far side over to the clean side how many

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employees are you you know are you at

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right now what what does a company

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service offerings look like today so

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right now I think the last count was a

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little over a hundred it just varies you

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know by the week you know how it is in

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this in this industry there's a huge

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Turner turnover what are the thing that

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I I try to understand is the reason why

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there is a turnover and I focus on on

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using that portion of the business as a

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day-to-day I don't we don't see it as a

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problem anymore we're just constantly

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hiring people so it's just like paying

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the bills

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I see like hiring so you know we have a

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complete different concept when it comes

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to to provide him that the job so we

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would like to have momentary people

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whatever their reasons are to be

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cleaning and that particular moment

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we're just happy to have them whether it

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is a week a month or whatever amount of

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days they wanna give us we take it you

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know we wanna just make sure that they

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have a great experience with us during

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that time and then you know off they go

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so if they do have a chance to keep them

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the tools so they can go up within the

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company that's great if not at least we

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want to teach them something so they can

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carry on to the next job that I go after

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okay so you know what you know I told

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you how I don't stick to the questions

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all the time this is where I'm gonna

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divert here because you nailed a pretty

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good topic that is

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there is always commonly talked about

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turnover right I mean it seems like you

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have an idea in a way that you handle it

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it's pretty interesting actually so then

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you look for it so if somebody is hired

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you're not necessarily hiring somebody

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for you know in the commercial world is

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you have an account that's clean five

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days a week you're not hiring for

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full-time capacity you're really hiring

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for the moment that right I mean that we

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could get into the vertical to because I

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think your vertical is a little it's

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very unique so talk about the hiring

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process a little deeper I know you

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touched on it but you because this is a

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topic that we could spend all day

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talking about it people right it's hard

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to get good people and keep them and and

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it's always going to be that way so it

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was a matter how you try to implement a

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structure for training for you know

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trying to to accommodate to rent to pay

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them more trying to you know all this

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factor that you're trying to implement

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to hold them so in my vision is that I

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never want anyone to stick around

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cleaning because I want the best for

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every single one of them I just want

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them to see to be in the cleaning world

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like you know one of the question is

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like we don't just come and say I wanna

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be a janitor by all means you know if

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anyone is out there wanting to be that

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okay that's perfect you know I lost it

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haven't you know for longer than than

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what I expect but most people want to go

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through these for a momentary position

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while they're seeking for something

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better you know something maybe less

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work labor related you know something

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like that so we want to just offer that

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that position even if it momentarily I

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have people that way with me for three

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weeks and I'm completely happy to just

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have them with me for that three week

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and then off they go so I focus on that

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on the Espada's community I have about I

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would say 98% come from all South

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America you know and as you know so a

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lot of these people have been you know

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in the country for two three years and

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they are professional other countries

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are from it can be you know doctors I

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mean I have

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as I had searching you know working for

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a world cleaning you know they were in

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an operation people you know two years

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ago and here they are cleaning so so I

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understand the whole concept of what

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their mindset is that because I was

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there at one point okay I saw what you

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just touched on some I remember I had a

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woman who and I think it was I think is

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there was a family two minutes with her

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family to her for monitor Ella and she

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was yes she was a PhD professor her

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husband was a doctor and their daughter

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just said graduated from college from

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Venezuela they they just had a move they

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just didn't want to be there anymore but

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that's what she actually said and she's

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like you know I would love to work with

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you guys for three months because I am

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planning on moving and going over here

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talk about work ethic showed up every

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day like even though what we were sad to

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lose her but they've got that second

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work I think they these are

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professionals you said it like it's

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almost like we're we're an innovator in

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a major area in a meter airy position

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for them move on so that said stuff

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about how man that's interesting that's

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a good price I mean talk about your

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vertical oh because I think it's because

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of your vertical that you're able to do

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that because it's not a consistent five

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day a week seven day a week schedule it

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is

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but different units are different types

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of work a day right correct just briefly

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Stephanie in Hollywood so yeah I am part

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of about 16 Facebook groups where they

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have you know they'll be Colombian

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Venezuelan Cuban Puerto Ricans Dominican

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I mean all kinds of different groups

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where I'm gonna be posting job you know

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that when I'm looking at hiring post

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then I'm is whatsapp as one of the main

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sources

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I joined approximately about 70 groups

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and that's where I just start throwing

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different post when I need people so

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this is my job my job is I'm not

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introducing the company to to people so

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we do it in groups so I just said

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everyone right now we do it through you

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know be assumed

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so we group you know 20 people and then

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we invite them you know to do the move

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so what I do in my concept is I

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just tell them exactly who we are and

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that we're open for every single person

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that want to join us so I tell them our

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vision and we stick it to everything -

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we simplify the entire system where we

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just say my first vision is to provide

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the best work experience that it will

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ever have so that's very basic that will

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cover everything so I tell my managers

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that they have to answer that question

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before they approach anyone they have to

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ask himself what I'm about to say to

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this person to this team member is going

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to make their life better so if the

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answer is yes I tell them go right ahead

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and do it but if the answer is not just

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walk away so it's super simple so then

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the second mission is to provide our

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clients the best service experience they

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will ever see so then my whole entire

0:09:41.370,0:09:46.380
team when they see that they being

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respected they have enough work to do

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and then the other portion that most

0:09:48.750,0:09:54.240
people love is flexible schedule imagine

0:09:52.230,0:09:56.040
Rickey that you are interviewing you and

0:09:54.240,0:10:01.140
I said Ricky you just want to work

0:09:56.040,0:10:03.080
whenever you want you just have to let

0:10:01.140,0:10:06.450
us know what you don't want to work and

0:10:03.080,0:10:09.510
then I just by just providing that

0:10:06.450,0:10:13.050
flexibility of timeframe people just

0:10:09.510,0:10:15.480
line up want you to work because then

0:10:13.050,0:10:19.290
the flexibility is right there so when I

0:10:15.480,0:10:22.290
have a 90% woman that is involved with

0:10:19.290,0:10:23.790
the cleaning portion of it then I and

0:10:22.290,0:10:25.800
obviously you understand you know when

0:10:23.790,0:10:28.200
you have well you diversify different

0:10:25.800,0:10:30.180
I have cleaning painting contraption

0:10:28.200,0:10:32.340
that's you know they all berries so it

0:10:30.180,0:10:34.230
specifically for cleaning the majority

0:10:32.340,0:10:36.770
are gonna be females so there is a

0:10:34.230,0:10:39.390
flexibility of the schedule come from

0:10:36.770,0:10:41.400
their mothers so they need to take their

0:10:39.390,0:10:42.900
kids home then they have to go home they

0:10:41.400,0:10:45.480
have to feed and pick up a pair of

0:10:42.900,0:10:47.730
schools and all that and I never been a

0:10:45.480,0:10:50.160
believer of holding people hostage in a

0:10:47.730,0:10:52.140
place so they're you know I gathered you

0:10:50.160,0:10:53.610
if you want to clean two apartments you

0:10:52.140,0:10:55.950
know go right ahead if you want to clean

0:10:53.610,0:10:58.800
what that's perfect it's what I came for

0:10:55.950,0:11:00.800
that's fine so the idea is they have a

0:10:58.800,0:11:04.130
flexibility of the schedule

0:11:00.800,0:11:06.649
so that that right there has been that

0:11:04.130,0:11:07.700
the point that makes everyone happy you

0:11:06.649,0:11:10.730
all working for us

0:11:07.700,0:11:12.830
all right so Fernanda let me let me play

0:11:10.730,0:11:14.630
devil's advocate because I think this is

0:11:12.830,0:11:16.160
some good information I can extract from

0:11:14.630,0:11:17.690
you your concept here because I think a

0:11:16.160,0:11:19.640
lot of the listeners so think of a

0:11:17.690,0:11:21.500
friend our listeners are probably for

0:11:19.640,0:11:24.170
the most part small business owners you

0:11:21.500,0:11:25.910
know doing the work themselves starting

0:11:24.170,0:11:28.480
to hire people or you know medium-sized

0:11:25.910,0:11:31.730
companies like ourselves but what about

0:11:28.480,0:11:33.730
your traditional commercial account that

0:11:31.730,0:11:36.019
is five days a week that's an office

0:11:33.730,0:11:37.430
where a client doesn't want to see the

0:11:36.019,0:11:40.490
same face because I think that's our

0:11:37.430,0:11:42.410
only struggle right is we hire because

0:11:40.490,0:11:46.040
we want we don't want to keep retraining

0:11:42.410,0:11:47.149
right so how how do you handle where you

0:11:46.040,0:11:48.680
have a client let's just think we have a

0:11:47.149,0:11:51.200
client right now we'll use it you know

0:11:48.680,0:11:53.740
the theoretical client that is asking

0:11:51.200,0:11:56.360
you for five days a week same face

0:11:53.740,0:11:58.640
consistency how do you how do you use

0:11:56.360,0:12:01.910
this concept for that so remember

0:11:58.640,0:12:03.829
everyone if I have a screen of twenty

0:12:01.910,0:12:06.230
people that I'm interviewing and those

0:12:03.829,0:12:08.300
everyone they're there they're in

0:12:06.230,0:12:10.790
different levels of necessity I mean

0:12:08.300,0:12:13.550
every single person have different goals

0:12:10.790,0:12:16.880
and budgets you know financially so some

0:12:13.550,0:12:18.860
of them like actually a stability they

0:12:16.880,0:12:21.560
want to be you know on an actual

0:12:18.860,0:12:23.300
schedule so not everyone wants to be

0:12:21.560,0:12:25.520
just running around working in you know

0:12:23.300,0:12:26.630
afternoon you know people just often

0:12:25.520,0:12:30.950
like it schedules and they have

0:12:26.630,0:12:33.050
instructors so I mean luckily I have I

0:12:30.950,0:12:36.050
have enough people that like to work

0:12:33.050,0:12:37.700
from 7:00 a.m. to 3 p.m. because I do

0:12:36.050,0:12:40.220
have accounts where we do the common

0:12:37.700,0:12:42.380
areas and like you said you know I have

0:12:40.220,0:12:44.149
you know that appropriate managers they

0:12:42.380,0:12:45.829
want to see you know they just called

0:12:44.149,0:12:52.370
you said Jessica they want see Jessica

0:12:45.829,0:12:54.560
everything okay so that's that's just

0:12:52.370,0:12:57.709
part of the other business that I

0:12:54.560,0:12:59.980
understand I just if you and I

0:12:57.709,0:13:02.390
understand business you know there's no

0:12:59.980,0:13:04.430
focusing on the cleaning portion I don't

0:13:02.390,0:13:06.800
if you ask me personally I don't know

0:13:04.430,0:13:08.720
chemicals I don't know procedures on how

0:13:06.800,0:13:12.050
to clean something in particular because

0:13:08.720,0:13:14.570
that's not my job my job is to try to

0:13:12.050,0:13:17.000
understand how the business work in the

0:13:14.570,0:13:20.360
illogical part of it try to understand

0:13:17.000,0:13:23.000
who we hire at a psychological level to

0:13:20.360,0:13:25.400
understand where the stand no what I

0:13:23.000,0:13:28.160
need more more who I'm actually

0:13:25.400,0:13:32.330
interviewing massively so I can kind of

0:13:28.160,0:13:34.250
have a a generic idea and then I cannot

0:13:32.330,0:13:36.350
try to group them you know and then see

0:13:34.250,0:13:38.960
how my approach is gonna be with that

0:13:36.350,0:13:41.780
particular group so you know when I say

0:13:38.960,0:13:44.000
90% of female then I have to think well

0:13:41.780,0:13:45.980
they're looking for a flexible schedule

0:13:44.000,0:13:48.680
so let's go ahead and implement that so

0:13:45.980,0:13:50.630
I can have a more option when it comes

0:13:48.680,0:13:54.410
to hiring so it's really you're really

0:13:50.630,0:13:56.000
hiring you know your needs I like to by

0:13:54.410,0:13:58.460
the way I'm gonna take some of these

0:13:56.000,0:13:59.600
notes because I love the group right

0:13:58.460,0:14:01.550
especially now more than ever right

0:13:59.600,0:14:05.720
digital you have to do it this way you

0:14:01.550,0:14:07.280
can't have a job there so let's do it

0:14:05.720,0:14:09.620
that's very interesting man I think that

0:14:07.280,0:14:11.530
that is that is a golden nugget that a

0:14:09.620,0:14:13.910
lot of people could take away because I

0:14:11.530,0:14:16.070
was doing all the hiring myself in the

0:14:13.910,0:14:19.760
beginning now I do have you know an HR

0:14:16.070,0:14:21.830
person keep it strong with the family

0:14:19.760,0:14:24.710
uh-huh which I know we'll get into with

0:14:21.830,0:14:27.560
you guys too but chocolates so let's

0:14:24.710,0:14:30.500
talk about the vertical of residential

0:14:27.560,0:14:31.730
properties the property manager the

0:14:30.500,0:14:34.070
customer experience

0:14:31.730,0:14:36.080
I see constantly all your you know I

0:14:34.070,0:14:38.930
follow you you follow me right I love

0:14:36.080,0:14:41.150
the feedback that you highlight from

0:14:38.930,0:14:43.760
your from your property managers or just

0:14:41.150,0:14:46.370
a customer because our industry is known

0:14:43.760,0:14:48.140
as a nut you know it's not a thankful

0:14:46.370,0:14:50.060
industry you don't really get thank-yous

0:14:48.140,0:14:52.910
that much doesn't mean you can't get

0:14:50.060,0:14:54.920
them but we're so busy in the work you

0:14:52.910,0:14:57.350
know doing it doing it doing it that we

0:14:54.920,0:14:59.060
forget to ask sometimes or we forget to

0:14:57.350,0:15:01.370
go above and beyond what is it that

0:14:59.060,0:15:02.840
you're doing you know whether it's you

0:15:01.370,0:15:04.790
know I know you use a lot of technology

0:15:02.840,0:15:07.820
whether it's you know a phone call a

0:15:04.790,0:15:09.380
text message showing up to a place what

0:15:07.820,0:15:12.740
are you doing that's getting you such

0:15:09.380,0:15:16.940
positive feedback from your clients okay

0:15:12.740,0:15:18.730
I might background it says so I in sales

0:15:16.940,0:15:21.800
when I used to be in the fire protection

0:15:18.730,0:15:23.840
they come I learned a lot about the

0:15:21.800,0:15:25.880
procedures and how they approach from

0:15:23.840,0:15:27.060
the other company and the other company

0:15:25.880,0:15:32.370
told me a lot too

0:15:27.060,0:15:34.770
in what I am today and how I act and do

0:15:32.370,0:15:37.320
things is based on on that experience I

0:15:34.770,0:15:39.450
worked for that company for seven years

0:15:37.320,0:15:42.810
so I they had the open book management

0:15:39.450,0:15:46.020
so imagine that they often ma they show

0:15:42.810,0:15:48.900
you all Africa and so that was great so

0:15:46.020,0:15:51.030
now when I was working work for them

0:15:48.900,0:15:53.220
they they have a structure of a

0:15:51.030,0:15:54.630
relationship scale so you have to make

0:15:53.220,0:15:56.580
you know while you're working and

0:15:54.630,0:15:59.670
selling you had to make friends you know

0:15:56.580,0:16:03.120
so when I decided to open up pristine

0:15:59.670,0:16:05.460
concept he came from sitting down I took

0:16:03.120,0:16:07.650
out regional manager out and we're

0:16:05.460,0:16:09.030
sitting having lunch and next thing I

0:16:07.650,0:16:10.680
know it she picks up the phone

0:16:09.030,0:16:13.460
they say excuse me try the phone and

0:16:10.680,0:16:17.490
that she's cursing I was like my god

0:16:13.460,0:16:19.650
it's like anything if dad and I hang up

0:16:17.490,0:16:22.500
the phone and I said what happened

0:16:19.650,0:16:25.620
you know cleaning companies cannot stand

0:16:22.500,0:16:28.530
any of them it's always a problem they

0:16:25.620,0:16:31.050
don't show up they don't do bees so I'm

0:16:28.530,0:16:32.880
like you know what's going on white so

0:16:31.050,0:16:34.530
they she started you know kind of you

0:16:32.880,0:16:38.400
know banking and I said okay

0:16:34.530,0:16:39.600
that was my aha moment mm-hmm when you

0:16:38.400,0:16:42.390
were one of the questions you know you

0:16:39.600,0:16:45.090
said about how I jump from just coming

0:16:42.390,0:16:48.990
coming into the cleaning it was that day

0:16:45.090,0:16:50.550
over that lunch so I noticed there is a

0:16:48.990,0:16:52.350
lot of problem with that with cleaning

0:16:50.550,0:16:54.870
companies and joining all these other

0:16:52.350,0:16:59.430
groups I see that it's a trend it's a I

0:16:54.870,0:17:02.280
understand why and so what you asked me

0:16:59.430,0:17:04.800
how it said it's been you know I grew

0:17:02.280,0:17:07.380
the company grew thirteen hundred

0:17:04.800,0:17:09.750
percent my first year you know it was

0:17:07.380,0:17:11.460
just a registered number for me to

0:17:09.750,0:17:14.760
handle because everything has been super

0:17:11.460,0:17:17.970
fast so it came down to understanding

0:17:14.760,0:17:19.530
the client's needs and you'll say well

0:17:17.970,0:17:21.840
you know that's a cliched everyone said

0:17:19.530,0:17:25.190
that well you have to really put the

0:17:21.840,0:17:28.440
effort to understand but not so much of

0:17:25.190,0:17:31.710
he is just like psychologically what is

0:17:28.440,0:17:34.320
it that they really really want so if

0:17:31.710,0:17:36.300
you have a company like you you said you

0:17:34.320,0:17:39.060
mentioned earlier that a lot of our

0:17:36.300,0:17:40.320
owners operators and they're also

0:17:39.060,0:17:42.509
cleaning and

0:17:40.320,0:17:44.700
you don't have time to send the invoices

0:17:42.509,0:17:47.399
right away that's it that's just an

0:17:44.700,0:17:51.090
example written and voices everything we

0:17:47.399,0:17:53.730
do today we impose tomorrow so in the in

0:17:51.090,0:17:55.950
the farming world which is called

0:17:53.730,0:17:58.710
multifamily so in a multi-family world

0:17:55.950,0:18:00.509
you need to remain or viewing voices

0:17:58.710,0:18:03.809
within that month because if you carry

0:18:00.509,0:18:06.059
over you're gonna employ someone let's

0:18:03.809,0:18:08.460
say June for something you'd be in May

0:18:06.059,0:18:11.370
you're gonna mixed up their budget okay

0:18:08.460,0:18:13.559
on the last day of the month we employed

0:18:11.370,0:18:15.899
the same day so all the invoices that

0:18:13.559,0:18:19.200
they're getting is gonna have that month

0:18:15.899,0:18:23.190
day so for inter what else are they they

0:18:19.200,0:18:25.529
complain about responding the text so

0:18:23.190,0:18:27.240
when they are you know imagine a a

0:18:25.529,0:18:29.970
mainly supervisor they're all tied up

0:18:27.240,0:18:31.980
you know working on the AC and then like

0:18:29.970,0:18:36.029
oh my god I need to have a move out

0:18:31.980,0:18:37.830
meaning let me call this company so let

0:18:36.029,0:18:39.870
me take this company then the company

0:18:37.830,0:18:42.269
the guy the owner is busy cleaning also

0:18:39.870,0:18:45.649
and then he's gonna respond four hours

0:18:42.269,0:18:49.830
later our rule is three minutes or less

0:18:45.649,0:18:52.409
so on every text that comes through the

0:18:49.830,0:18:54.899
company three minutes or less so do you

0:18:52.409,0:18:58.460
have somebody in charge of that we have

0:18:54.899,0:19:01.470
groups we have every time let's say

0:18:58.460,0:19:04.169
Ricardo you know you are many pliant so

0:19:01.470,0:19:06.299
this is my are our text in a group and

0:19:04.169,0:19:09.360
then we ask for people into that group

0:19:06.299,0:19:11.519
text so then any one of us is gonna

0:19:09.360,0:19:15.179
respond within three minutes or less now

0:19:11.519,0:19:17.700
we do use Jabra for our assigning an

0:19:15.179,0:19:20.279
hour signing and then there's a hot link

0:19:17.700,0:19:22.320
that we use the clients also can use

0:19:20.279,0:19:23.850
that hot link and they request services

0:19:22.320,0:19:26.429
to do that they don't have to be calling

0:19:23.850,0:19:28.860
or texting much anymore but you know

0:19:26.429,0:19:30.840
that's our philosophy just the respond

0:19:28.860,0:19:33.299
has to be right there most people

0:19:30.840,0:19:36.690
respond emails within 24 hours

0:19:33.299,0:19:38.850
our goal is four hours or less so all

0:19:36.690,0:19:43.110
the all the email has to be you know

0:19:38.850,0:19:44.879
answer within four hours so so what else

0:19:43.110,0:19:46.649
they they're complaining about me and

0:19:44.879,0:19:49.529
you know the nickel-and-dime II all the

0:19:46.649,0:19:51.990
time you know they they see a cleaning

0:19:49.529,0:19:53.320
you know that is an apartment that's

0:19:51.990,0:19:56.350
dirty that when are you

0:19:53.320,0:19:58.570
charming for these you know so for us is

0:19:56.350,0:20:01.120
not contracts we don't have any contract

0:19:58.570,0:20:01.750
with anyone if they wanna fire me go

0:20:01.120,0:20:03.519
right ahead

0:20:01.750,0:20:05.559
you know I don't like holding people

0:20:03.519,0:20:07.570
yeah why work with somebody doesn't want

0:20:05.559,0:20:09.429
to work with you yeah so then you know

0:20:07.570,0:20:11.440
then if you're not happy you know all

0:20:09.429,0:20:14.019
right ahead you know eventually they

0:20:11.440,0:20:21.100
turn around they come back the other

0:20:14.019,0:20:24.220
part of it is is no Sunday service a lot

0:20:21.100,0:20:26.080
of companies called it emergency fee man

0:20:24.220,0:20:27.669
you're calling me today I had to make a

0:20:26.080,0:20:30.250
range man you know that's gonna cost you

0:20:27.669,0:20:33.039
extra amount of money our philosophy is

0:20:30.250,0:20:35.830
that they are vulnerable right now

0:20:33.039,0:20:38.830
needing you so if they need you right

0:20:35.830,0:20:40.830
now why would you charge them extra you

0:20:38.830,0:20:43.480
know sometimes they give you in a

0:20:40.830,0:20:45.070
schedule in advance and we love that you

0:20:43.480,0:20:47.409
know we'd love to have that you know

0:20:45.070,0:20:49.809
that next week all fuel double stuff so

0:20:47.409,0:20:51.580
they need me we make an arrangement and

0:20:49.809,0:20:53.950
we just you know we have to show up

0:20:51.580,0:20:57.250
within an hour when someone required

0:20:53.950,0:20:59.080
seven-day service so not extra charge

0:20:57.250,0:21:03.580
for that and that's what we're known for

0:20:59.080,0:21:05.740
we're not for same-day service so it's a

0:21:03.580,0:21:07.750
fast-paced you know they can cancel the

0:21:05.740,0:21:08.169
same day so there's no extra fee for

0:21:07.750,0:21:10.419
that either

0:21:08.169,0:21:13.090
so when you start thinking that you're

0:21:10.419,0:21:15.370
gonna make you know an extra $30 here

0:21:13.090,0:21:17.409
for the boss there you know here I come

0:21:15.370,0:21:19.809
and I take your sixty thousand dollar

0:21:17.409,0:21:21.970
count away from you then you start

0:21:19.809,0:21:24.120
thinking those extra thirty dollars that

0:21:21.970,0:21:27.460
I was gonna charge you know you lose a

0:21:24.120,0:21:29.200
$60,000 account yeah you have to look at

0:21:27.460,0:21:31.059
the bigger picture you know instead of

0:21:29.200,0:21:33.789
trying to nickel and dime on the

0:21:31.059,0:21:36.250
motherfucker so much exactly that is

0:21:33.789,0:21:38.769
very they usually run on a really tight

0:21:36.250,0:21:41.019
budget okay so that let's let's keep

0:21:38.769,0:21:45.039
digging it today so your based on a

0:21:41.019,0:21:47.169
temple right yes okay so a lot of

0:21:45.039,0:21:50.679
multi-family residential there's a lot

0:21:47.169,0:21:52.539
of luxury high-rises right so how so

0:21:50.679,0:21:53.830
obviously you're showing how you stick

0:21:52.539,0:21:56.019
out from a lot of the other competitors

0:21:53.830,0:21:58.299
it's a big enough market Tampa is a

0:21:56.019,0:21:59.640
pretty big city right but it's a very

0:21:58.299,0:22:02.070
heavy

0:21:59.640,0:22:05.430
bass community there so you said it

0:22:02.070,0:22:07.430
already I think he said 90% is the you

0:22:05.430,0:22:10.320
know Hispanics that work work for you

0:22:07.430,0:22:13.710
what is it because you know myself I'm a

0:22:10.320,0:22:16.350
fellow I'm Mexican myself 100% what is

0:22:13.710,0:22:18.510
it about Hispanics that that it's

0:22:16.350,0:22:20.940
synonymous with cleaning right because

0:22:18.510,0:22:22.800
it truly is people when when you think

0:22:20.940,0:22:25.860
of a cleaner how do you think of you

0:22:22.800,0:22:27.450
know that aspect is is a cleaner so what

0:22:25.860,0:22:31.500
is it about that ethnicity or that group

0:22:27.450,0:22:38.610
that to you stands out as a qualified or

0:22:31.500,0:22:40.440
a a good employee for you well so for me

0:22:38.610,0:22:45.650
to also want to qualify as a good

0:22:40.440,0:22:49.050
employee what the question right so

0:22:45.650,0:22:52.230
there are these factors that comes in

0:22:49.050,0:22:56.970
place that are very very easy to to a

0:22:52.230,0:22:58.920
spot just follow direction okay so in

0:22:56.970,0:23:01.860
the policy the simple stuff that I look

0:22:58.920,0:23:05.130
after that I know someone is gonna be a

0:23:01.860,0:23:07.410
good employee is by simply following

0:23:05.130,0:23:10.020
direction so if I post something online

0:23:07.410,0:23:13.950
that says if you need more information

0:23:10.020,0:23:15.780
takes this number you should text what

0:23:13.950,0:23:21.150
if you call me you're not so many

0:23:15.780,0:23:23.490
directions it's simple so what did I get

0:23:21.150,0:23:26.790
this problem so my brother's a fire

0:23:23.490,0:23:30.420
firefighter for Hillary County and they

0:23:26.790,0:23:32.250
stay on when they're hiring people you

0:23:30.420,0:23:34.650
know candidate for to be a firefighter

0:23:32.250,0:23:36.270
they said that you cannot show up with a

0:23:34.650,0:23:37.260
long sleeve because they wanna make you

0:23:36.270,0:23:39.750
know they wanna see if you have to

0:23:37.260,0:23:41.840
choose so if you show up you know you

0:23:39.750,0:23:44.610
should show up with a short sleeve and

0:23:41.840,0:23:46.950
you know about but you have to follow

0:23:44.610,0:23:50.130
direction if you shall walk with long

0:23:46.950,0:23:52.440
sleeve they won't hire you pure and very

0:23:50.130,0:23:54.090
strict on that so it's very simple so I

0:23:52.440,0:23:55.680
captured that idea I'm like you know

0:23:54.090,0:23:58.560
great let's do something like that they

0:23:55.680,0:24:01.260
just gonna specify specific thing that I

0:23:58.560,0:24:04.680
want so I said Wakanda you need to be

0:24:01.260,0:24:07.380
online at two o'clock if you're not

0:24:04.680,0:24:10.140
there to and you try to sign up at 2:05

0:24:07.380,0:24:12.180
I don't need it's just very basic I mean

0:24:10.140,0:24:12.509
I cannot make it any easier you have to

0:24:12.180,0:24:15.599
be

0:24:12.509,0:24:18.449
your house ready to just roll on camera

0:24:15.599,0:24:21.239
and super easy if you don't have that

0:24:18.449,0:24:23.579
and you try to begin a 2:05 it's just

0:24:21.239,0:24:25.229
bad news we've noted that every time

0:24:23.579,0:24:27.209
we've given the opportunity to people

0:24:25.229,0:24:30.629
that are late they just happen not to

0:24:27.209,0:24:32.279
work so those two very simple stuff you

0:24:30.629,0:24:35.669
know be on time and follow directions

0:24:32.279,0:24:38.249
and that right there says a lot about a

0:24:35.669,0:24:40.979
person we don't ask for reference we

0:24:38.249,0:24:43.559
don't require a training we do have a

0:24:40.979,0:24:45.929
guidance we can have a training videos

0:24:43.559,0:24:48.989
that we show cleaning an apartment is

0:24:45.929,0:24:50.279
definitely no heart yeah so there's

0:24:48.989,0:24:52.769
nothing to it

0:24:50.279,0:24:55.799
it takes for acquirements to get the

0:24:52.769,0:24:57.629
hang of it and and then we have managers

0:24:55.799,0:24:58.769
that are on top of that you know making

0:24:57.629,0:25:01.259
sure that they're following the

0:24:58.769,0:25:01.979
procedures and making sure safety and

0:25:01.259,0:25:04.499
all that good stuff

0:25:01.979,0:25:05.969
but aside from that it just takes within

0:25:04.499,0:25:08.339
two days those guys are on their own

0:25:05.969,0:25:09.929
yeah so so you touched on training

0:25:08.339,0:25:11.429
Fernando whatever so let's talk about

0:25:09.929,0:25:13.799
there's got to be a difference in

0:25:11.429,0:25:15.899
training between your accounts that

0:25:13.799,0:25:17.639
you're turning over apartments versus

0:25:15.899,0:25:19.549
somebody that's being hired for an

0:25:17.639,0:25:23.359
eight-hour day partnership that are at a

0:25:19.549,0:25:25.799
any building what well you know what's

0:25:23.359,0:25:28.199
is it how many days is it material

0:25:25.799,0:25:29.909
videos how do you because you said you

0:25:28.199,0:25:32.909
have a lot of you know employees that

0:25:29.909,0:25:34.649
will come and go maybe how does the

0:25:32.909,0:25:36.929
training work for the employees that

0:25:34.649,0:25:39.449
you're gonna deserve supervisor trainer

0:25:36.929,0:25:43.949
how many days you know talk to us about

0:25:39.449,0:25:46.049
that right so the great thing that I

0:25:43.949,0:25:47.999
only focus on apartment so we could

0:25:46.049,0:25:49.529
paint it for only apartment cleaning

0:25:47.999,0:25:51.479
appointments and construction for the

0:25:49.529,0:25:53.639
renovation of the apartment it's very

0:25:51.479,0:25:56.009
simple when you do have commercial

0:25:53.639,0:25:58.229
accounts that you bounce it from a bank

0:25:56.009,0:25:59.579
to a restaurant to an office and then

0:25:58.229,0:26:01.859
you have all these people kind of

0:25:59.579,0:26:05.129
switching their mind constantly to

0:26:01.859,0:26:07.739
different miracles you know granted for

0:26:05.129,0:26:09.569
me they can see a pharmacy all day long

0:26:07.739,0:26:11.579
they have a question they have a

0:26:09.569,0:26:14.339
bathroom they have a bedroom you know

0:26:11.579,0:26:16.559
they have a fan so everything is that

0:26:14.339,0:26:19.259
really thought through we already have a

0:26:16.559,0:26:21.569
list of cleaning products that you need

0:26:19.259,0:26:24.509
a specifically to clean an apartment so

0:26:21.569,0:26:26.130
no more nor less so we just keep it to

0:26:24.509,0:26:27.840
where specifically there's

0:26:26.130,0:26:33.120
I use every single one of those items

0:26:27.840,0:26:34.020
and so then our office manager created a

0:26:33.120,0:26:36.240
guidance

0:26:34.020,0:26:38.280
I mean you a step-by-step and

0:26:36.240,0:26:40.590
pacifically how to use each product and

0:26:38.280,0:26:42.750
how much you know time that need to be

0:26:40.590,0:26:45.750
on and so forth so on so they go through

0:26:42.750,0:26:48.300
a list and then in a YouTube channel we

0:26:45.750,0:26:50.400
created twenty second videos for how to

0:26:48.300,0:26:52.650
clean an oven how to clean up fridge how

0:26:50.400,0:26:55.170
to clean you know some certain stuff

0:26:52.650,0:26:57.840
so when they when they join we have a

0:26:55.170,0:26:59.580
whatsapp group we have then joined the

0:26:57.840,0:27:02.340
whatsapp group and then we share all the

0:26:59.580,0:27:05.250
information there that's why they have

0:27:02.340,0:27:07.320
to go through before they step on the

0:27:05.250,0:27:08.610
first apartment once they get to the

0:27:07.320,0:27:11.580
first apartment that's when they cool it

0:27:08.610,0:27:16.950
helps on managing spend within about

0:27:11.580,0:27:19.050
twenty minutes enough they go yeah it's

0:27:16.950,0:27:21.120
super simple to talk to you about

0:27:19.050,0:27:22.530
sticking to what you know stick it to

0:27:21.120,0:27:23.280
the verticals that you know not that you

0:27:22.530,0:27:24.810
can't do this

0:27:23.280,0:27:26.700
in other verticals because you would

0:27:24.810,0:27:28.830
probably just create a new system create

0:27:26.700,0:27:30.570
a new process but it's just replicate

0:27:28.830,0:27:33.030
right you guys are doing something very

0:27:30.570,0:27:35.130
well very good you would just have to

0:27:33.030,0:27:37.230
replicate it but sometimes you ask why

0:27:35.130,0:27:39.840
why would you if you're doing so much

0:27:37.230,0:27:41.160
good business cuz I think the other part

0:27:39.840,0:27:42.000
I want to talk about friend though is

0:27:41.160,0:27:44.010
logistics

0:27:42.000,0:27:45.750
so you're in Tampa but I think you're it

0:27:44.010,0:27:49.740
also Orlando so you're starting to

0:27:45.750,0:27:52.460
expand in Sarasota Sarasota so like now

0:27:49.740,0:27:54.780
let's talk about logistics so you know

0:27:52.460,0:27:57.600
driving to the you know driving to the

0:27:54.780,0:27:59.520
accounts if it's just one apartment it's

0:27:57.600,0:28:03.030
a difficult pretty pretty technician to

0:27:59.520,0:28:05.250
get there work one two three hours or

0:28:03.030,0:28:09.630
how does it adjust things work for your

0:28:05.250,0:28:12.060
teams as they're in the field yeah if

0:28:09.630,0:28:14.640
let's just if someone went to start

0:28:12.060,0:28:18.240
there's gonna be there's gonna be some

0:28:14.640,0:28:21.210
driving okay now in their residential

0:28:18.240,0:28:25.530
world imagine if I have 300 accounts

0:28:21.210,0:28:29.190
over about 310 robberies so each

0:28:25.530,0:28:31.740
property is about 350 in average 350

0:28:29.190,0:28:35.220
apartment per property and a half over

0:28:31.740,0:28:38.340
300 and some change so in the Tampa Bay

0:28:35.220,0:28:40.110
area you know now if you put a dot you

0:28:38.340,0:28:41.820
know in the you start marking three

0:28:40.110,0:28:45.000
hundred that will be very close to each

0:28:41.820,0:28:47.490
other oh yeah so and then each property

0:28:45.000,0:28:48.870
is gonna give me fire six apartments a

0:28:47.490,0:28:51.120
day you know

0:28:48.870,0:28:53.640
so if I send a person there they just go

0:28:51.120,0:28:54.600
from apartment 101 to apartment 103 to

0:28:53.640,0:28:57.090
303

0:28:54.600,0:29:00.210
so they remain within that apartment you

0:28:57.090,0:29:02.670
know within that apartment community so

0:29:00.210,0:29:04.860
they just drive around the area and even

0:29:02.670,0:29:07.080
if they want to do one here the next

0:29:04.860,0:29:10.530
apartment community is probably two

0:29:07.080,0:29:13.290
miles away yeah so it's very close by

0:29:10.530,0:29:15.809
so unlike residential you might have to

0:29:13.290,0:29:18.390
drive long distances because it's one

0:29:15.809,0:29:21.210
house if you have 300 houses they're

0:29:18.390,0:29:22.860
probably gonna be a snap to the city so

0:29:21.210,0:29:26.820
that's just a difference between

0:29:22.860,0:29:29.190
apartments and residential okay so for

0:29:26.820,0:29:31.080
him that makes me think of of something

0:29:29.190,0:29:33.690
to talk about that too is because I I

0:29:31.080,0:29:36.360
love the point of when they're in a

0:29:33.690,0:29:38.580
building just do more more units right

0:29:36.360,0:29:40.710
so think of that for you know I do a lot

0:29:38.580,0:29:42.419
of commercial office buildings so I try

0:29:40.710,0:29:45.000
to use that same approach I'll say it to

0:29:42.419,0:29:47.370
myself I don't say to to the sales or

0:29:45.000,0:29:49.290
marketing team man but we've got this

0:29:47.370,0:29:50.250
unit it's 2,000 square feet we're there

0:29:49.290,0:29:53.309
for three days a week

0:29:50.250,0:29:55.350
well guys there's 400 units in this

0:29:53.309,0:29:57.780
office building like why can't we get

0:29:55.350,0:30:00.090
all those off you know those units so

0:29:57.780,0:30:01.679
not it's different right like there

0:30:00.090,0:30:03.900
every office is responsible for their

0:30:01.679,0:30:05.130
own but it sounds like you have a good

0:30:03.900,0:30:08.070
relationship with these property

0:30:05.130,0:30:11.610
management right where I gotta believe

0:30:08.070,0:30:14.040
it's just some similar similarity to get

0:30:11.610,0:30:15.840
in with a property manager to then be

0:30:14.040,0:30:18.390
able to offer your services to the whole

0:30:15.840,0:30:20.190
office building because in residential

0:30:18.390,0:30:21.330
it's a little different where you're

0:30:20.190,0:30:23.600
doing the turnovers right you're not

0:30:21.330,0:30:26.929
necessarily doing the actual house

0:30:23.600,0:30:31.260
harkaman cleaning for the resident right

0:30:26.929,0:30:32.730
okay and to hold other bonking that's

0:30:31.260,0:30:34.140
another ballgame right is the actual

0:30:32.730,0:30:34.500
residential cleaning do you do any of

0:30:34.140,0:30:39.000
that

0:30:34.500,0:30:40.740
no we can request it a lot because we'll

0:30:39.000,0:30:42.270
go to the office and they say do you

0:30:40.740,0:30:44.610
know a cleaning company that I can use

0:30:42.270,0:30:48.809
and they immediately call me but we

0:30:44.610,0:30:50.250
don't I if diversifier you need to you

0:30:48.809,0:30:52.440
need to be smart where you're gonna get

0:30:50.250,0:30:53.789
into and the last thing I wanted to

0:30:52.440,0:30:56.009
start dealing with

0:30:53.789,0:30:58.200
owners you know with the Batman accident

0:30:56.009,0:31:01.169
you know so I just kind of go through

0:30:58.200,0:31:04.019
mining and then I start kind of dealing

0:31:01.169,0:31:11.460
with someone broke my TV someone who's

0:31:04.019,0:31:13.739
this so I don't the key for me I can't

0:31:11.460,0:31:16.440
sleep at night all my accounts are from

0:31:13.739,0:31:24.539
my a.m. to 6:00 p.m. and then everyone

0:31:16.440,0:31:27.299
is home everyone is safe is everything

0:31:24.539,0:31:29.190
you sent me you know I I get commercial

0:31:27.299,0:31:30.899
account that keep asking me if we can do

0:31:29.190,0:31:33.239
work that I and I keep turning down

0:31:30.899,0:31:36.169
because I dunno I don't I just

0:31:33.239,0:31:38.909
but you know what you want you don't you

0:31:36.169,0:31:41.369
wanna sleep and I know that so what is

0:31:38.909,0:31:44.340
wrong it's not gonna break a water line

0:31:41.369,0:31:46.619
and it's gonna you know Florida you know

0:31:44.340,0:31:49.320
so especially in the morning I

0:31:46.619,0:31:52.259
definitely don't want to know well

0:31:49.320,0:31:53.729
that's so we could go on and on with

0:31:52.259,0:31:55.499
that business but what I want to touch

0:31:53.729,0:31:56.909
on too is like you know look at the

0:31:55.499,0:31:58.200
shirt you have on right now right look

0:31:56.909,0:32:02.220
at this stuff you have in the background

0:31:58.200,0:32:04.440
you're big on branding like I am why why

0:32:02.220,0:32:06.830
do you think branding has been such an

0:32:04.440,0:32:09.269
important piece for you you know then I

0:32:06.830,0:32:10.590
gotta imagine when you first started you

0:32:09.269,0:32:11.820
didn't have a brand you never know go

0:32:10.590,0:32:15.179
right you're probably trying to work on

0:32:11.820,0:32:16.769
that but what exemplifies you and your

0:32:15.179,0:32:21.210
company because of the branding that you

0:32:16.769,0:32:23.729
do so and I love the topic man that that

0:32:21.210,0:32:26.849
brand branding and I'm a huge believer

0:32:23.729,0:32:28.979
if you need to get you need to let

0:32:26.849,0:32:31.559
people know about yourself you know and

0:32:28.979,0:32:33.599
not only the brand but what is the brand

0:32:31.559,0:32:35.369
representing you know because you have

0:32:33.599,0:32:38.009
to have a why you do it what you're

0:32:35.369,0:32:40.049
doing a lot of people ask me you know

0:32:38.009,0:32:43.529
Fernando what do you do what what did

0:32:40.049,0:32:46.200
that be means you know and my first my

0:32:43.529,0:32:48.929
first reaction is I just employ people

0:32:46.200,0:32:49.769
that's that's my job that that's what

0:32:48.929,0:32:51.539
I'm passionate about

0:32:49.769,0:32:54.359
I like still provide job opportunities

0:32:51.539,0:32:57.239
and that's and that's my wife

0:32:54.359,0:32:59.549
if you truly ask me what it is that I do

0:32:57.239,0:33:02.099
I will ask you that will be my answer

0:32:59.549,0:33:05.129
you know I provide job opportunities now

0:33:02.099,0:33:07.560
granted I need clients in order to do

0:33:05.129,0:33:10.920
that hundred percent but

0:33:07.560,0:33:13.500
that is the what the what I do is

0:33:10.920,0:33:18.630
cleaning well that's not our why either

0:33:13.500,0:33:21.660
we actually provide we provide first

0:33:18.630,0:33:22.320
impression to the residence moving into

0:33:21.660,0:33:25.470
their home

0:33:22.320,0:33:27.420
that is my why we do what we do is

0:33:25.470,0:33:29.130
because we make people happy moving into

0:33:27.420,0:33:31.860
those apartment and those apartments and

0:33:29.130,0:33:34.020
I think clean so that is our wife always

0:33:31.860,0:33:38.160
trying to find that why I do what I do

0:33:34.020,0:33:40.770
so Brandon came up to when I first

0:33:38.160,0:33:42.930
started coming out with a name we went

0:33:40.770,0:33:44.730
through at least of stuff that I it just

0:33:42.930,0:33:46.560
didn't resonate in my in my head you

0:33:44.730,0:33:49.350
know I just didn't picture myself you

0:33:46.560,0:33:50.700
know saying those names and then this is

0:33:49.350,0:33:54.480
Fernandez cleaning company how are you

0:33:50.700,0:33:56.340
guys that would have been the first

0:33:54.480,0:34:00.150
thing most people will do you know Ramos

0:33:56.340,0:34:02.490
Ramos cleaning services you know so it

0:34:00.150,0:34:04.410
was gonna be a pristine company but you

0:34:02.490,0:34:05.790
know he got kicked back from Tallahassee

0:34:04.410,0:34:08.220
and they say that it can I use the word

0:34:05.790,0:34:10.830
company but I like pristine company

0:34:08.220,0:34:13.169
that's what Frisco came up and then I

0:34:10.830,0:34:16.110
said man I really like preschool you

0:34:13.169,0:34:17.520
know and then my ex-wife at the time

0:34:16.110,0:34:19.320
said you know what about Christine

0:34:17.520,0:34:21.570
concept we still remain with it Frisco

0:34:19.320,0:34:24.870
but then you know we use concept instead

0:34:21.570,0:34:27.179
shoot man I like May I love that even

0:34:24.870,0:34:30.060
better so senator Tallahassee back him

0:34:27.179,0:34:32.460
up and then I'm I hire a graphic

0:34:30.060,0:34:35.940
designer she decided that you know the P

0:34:32.460,0:34:38.399
and I loved it man I saw it I had about

0:34:35.940,0:34:43.770
13 different different names and that

0:34:38.399,0:34:47.280
was just so so when when I started with

0:34:43.770,0:34:50.370
brand you know I I tried to be you know

0:34:47.280,0:34:53.940
I read a lot I mean I probably read more

0:34:50.370,0:34:56.550
over 30 something books you know in 2018

0:34:53.940,0:34:58.920
and it had a lot to deal with you know

0:34:56.550,0:35:01.620
companies like uber you know Apple you

0:34:58.920,0:35:04.410
know big sporting goods I mean just just

0:35:01.620,0:35:07.290
big brand you know and I'm upset with

0:35:04.410,0:35:08.700
that Red Bull so Red Bull is huge to

0:35:07.290,0:35:12.660
marketing you know and how they

0:35:08.700,0:35:15.870
implement everything so I'm also a huge

0:35:12.660,0:35:19.550
fan of Formula One so I'm always

0:35:15.870,0:35:21.770
exploring how everything is

0:35:19.550,0:35:26.510
you know you this reason why you know

0:35:21.770,0:35:28.790
marketing away so so I started you know

0:35:26.510,0:35:30.310
with Abby I used to be and then I use

0:35:28.790,0:35:34.220
different words you know passionate

0:35:30.310,0:35:38.930
powerful peaceful you know I see that I

0:35:34.220,0:35:41.180
love that that's you it speaks to like

0:35:38.930,0:35:43.700
you said what does the brand represent

0:35:41.180,0:35:45.620
not just we are a brand yeah like you

0:35:43.700,0:35:48.530
when you come out with those things it's

0:35:45.620,0:35:50.840
like oh man that's a great word today

0:35:48.530,0:35:53.720
I'm gonna start my day with passion yeah

0:35:50.840,0:35:56.870
I got I gotta give you kudos you know

0:35:53.720,0:35:59.420
you always come and say man I just feel

0:35:56.870,0:36:01.130
positive today you know let me just say

0:35:59.420,0:36:04.730
it you know today my words gonna be

0:36:01.130,0:36:06.500
positive so you know I I focused more on

0:36:04.730,0:36:08.030
my marketing you know and any have to be

0:36:06.500,0:36:10.070
clean and then you have to make sure

0:36:08.030,0:36:12.460
that you know when you put it out there

0:36:10.070,0:36:15.530
you represent something there's some

0:36:12.460,0:36:17.780
representing opportunity when I see

0:36:15.530,0:36:21.950
people you know my clients you know they

0:36:17.780,0:36:23.480
wanna wear it my shirt yeah it is pretty

0:36:21.950,0:36:25.550
cool when you when you see clients

0:36:23.480,0:36:28.880
wanting to wear you know your friend it

0:36:25.550,0:36:30.350
just stands out oh you're gonna when you

0:36:28.880,0:36:33.530
come by here you're gonna love my office

0:36:30.350,0:36:35.720
man well I've seen the picture man I got

0:36:33.530,0:36:38.510
too much of my wife's like Rick can you

0:36:35.720,0:36:41.210
please wear something else this is like

0:36:38.510,0:36:43.490
what and then when I don't wear roles a

0:36:41.210,0:36:45.350
lot over route or this I still were

0:36:43.490,0:36:50.090
black so she's like I mean can you put

0:36:45.350,0:36:52.910
some color on everything I was with my

0:36:50.090,0:36:55.850
girlfriend yesterday and I'm like some

0:36:52.910,0:36:57.230
stuff for to do to do to exercise I'm

0:36:55.850,0:37:00.290
like we need to swim in there stop

0:36:57.230,0:37:03.980
putting that that pee on him you know

0:37:00.290,0:37:05.570
Christina well you know funny stuff you

0:37:03.980,0:37:08.840
said you say you have an office

0:37:05.570,0:37:11.030
okay so we've grown in in what are the

0:37:08.840,0:37:15.860
questions you know you ask you know 2018

0:37:11.030,0:37:17.600
we close with a 2.1 million for 2018 and

0:37:15.860,0:37:19.760
we're running this all with with this

0:37:17.600,0:37:22.940
whole operation with over a hundred

0:37:19.760,0:37:25.640
people with our in office know we don't

0:37:22.940,0:37:28.490
have an actual office and we are hold

0:37:25.640,0:37:31.910
enough to see how much we can push

0:37:28.490,0:37:33.260
without you know doing that so we use

0:37:31.910,0:37:35.150
different software

0:37:33.260,0:37:39.079
I mentioned that we you know we use Java

0:37:35.150,0:37:40.849
for for assigning jobs and then getting

0:37:39.079,0:37:43.490
all that and then we use QuickBooks to

0:37:40.849,0:37:46.510
to send invoices and then we use one

0:37:43.490,0:37:49.820
that's called Monty comm

0:37:46.510,0:37:51.260
Monty the commies are office that's

0:37:49.820,0:37:53.930
pretty much how we communicate

0:37:51.260,0:37:56.210
everything I stay informed through a

0:37:53.930,0:37:58.250
Monday we we put everything you know

0:37:56.210,0:37:59.960
trucks you know if we have all the

0:37:58.250,0:38:01.940
different different vehicles and then we

0:37:59.960,0:38:03.349
have you know we make it you know where

0:38:01.940,0:38:05.630
the schedule you know where they have to

0:38:03.349,0:38:07.820
go and do all changes then we have

0:38:05.630,0:38:09.650
another tab that's gonna have all the

0:38:07.820,0:38:11.030
team members and then I know exactly if

0:38:09.650,0:38:13.460
they have callbacks if they have

0:38:11.030,0:38:15.980
contracts you know and so for so long so

0:38:13.460,0:38:19.520
we organized the entire operation with

0:38:15.980,0:38:21.619
Monday and and then just to do that man

0:38:19.520,0:38:24.730
we just haven't seen the need of an

0:38:21.619,0:38:27.710
office the office manager work from home

0:38:24.730,0:38:29.900
operation managers is all you know is

0:38:27.710,0:38:31.640
route all the managers leave their house

0:38:29.900,0:38:34.550
you know jump on the vehicle and then

0:38:31.640,0:38:39.500
they go out to the jobs so trying to

0:38:34.550,0:38:41.690
really see and and to bring an office it

0:38:39.500,0:38:45.740
just hasn't been you know in our books

0:38:41.690,0:38:48.349
no I wasn't asking to because it's it's

0:38:45.740,0:38:49.790
crazy because you know I love the office

0:38:48.349,0:38:53.720
that we have because it brings us

0:38:49.790,0:38:55.310
together bring some culture but you've

0:38:53.720,0:38:57.140
got the culture right it's not you don't

0:38:55.310,0:39:00.319
need an office for the culture that you

0:38:57.140,0:39:01.490
have which I think comes a lot from you

0:39:00.319,0:39:03.410
know like that you guys are always

0:39:01.490,0:39:05.420
putting videos on right you you care

0:39:03.410,0:39:08.119
enough to include everybody so I think

0:39:05.420,0:39:11.119
conclusions for you guys is top notch

0:39:08.119,0:39:12.680
and why you guys haven't needed an

0:39:11.119,0:39:14.930
office just sit I mean I think if you

0:39:12.680,0:39:17.480
continue to grow you'll probably you

0:39:14.930,0:39:19.790
probably will need an office but I mean

0:39:17.480,0:39:22.369
you're you're really dictating that

0:39:19.790,0:39:24.800
yourself so it's it speaks volumes to

0:39:22.369,0:39:26.300
for that person who thinks and I'm gonna

0:39:24.800,0:39:28.579
hit a million in revenue I need an

0:39:26.300,0:39:30.140
office well you know you know maybe

0:39:28.579,0:39:31.609
sometimes you don't know like if you

0:39:30.140,0:39:34.339
don't how supplies you you you're not a

0:39:31.609,0:39:35.990
reseller of supplies and you're not you

0:39:34.339,0:39:38.510
don't have you know hundreds of pieces

0:39:35.990,0:39:41.869
of equipment there maybe you don't you

0:39:38.510,0:39:45.020
know so everything is all the truck have

0:39:41.869,0:39:46.640
the space to have equipment in and then

0:39:45.020,0:39:47.960
we deliver if we need

0:39:46.640,0:39:50.000
cleaning cars that get delivered a

0:39:47.960,0:39:52.430
straight to the property so he gets drop

0:39:50.000,0:39:54.849
off their mother you swim by put it all

0:39:52.430,0:39:57.380
together there he goes

0:39:54.849,0:39:59.119
you know there's no stocking of any

0:39:57.380,0:40:01.910
products you know we do a reimbursement

0:39:59.119,0:40:03.170
for for that so you may require their

0:40:01.910,0:40:05.750
own stuff and then we reimburse

0:40:03.170,0:40:12.890
everything so don't need for for storage

0:40:05.750,0:40:14.630
I mean yeah that's I mean that's

0:40:12.890,0:40:16.940
actually I think a whole other topic is

0:40:14.630,0:40:18.950
we could talk on the functionality of

0:40:16.940,0:40:21.019
your day-to-day operations right I think

0:40:18.950,0:40:22.400
a lot of times you know these pot you

0:40:21.019,0:40:24.109
know these episodes like this you know

0:40:22.400,0:40:25.579
there's so much to talk about but

0:40:24.109,0:40:26.809
sometimes I think there is an episode

0:40:25.579,0:40:29.450
that needs to be done

0:40:26.809,0:40:31.490
on the day-to-day like you touched on it

0:40:29.450,0:40:33.380
a little bit with Monday and why you use

0:40:31.490,0:40:35.150
QuickBooks and because that's a lot of

0:40:33.380,0:40:37.069
the things that people ask a lot is you

0:40:35.150,0:40:39.200
know how do you do this how do you do

0:40:37.069,0:40:40.849
it's a lot there's a lot to do there so

0:40:39.200,0:40:43.940
instead of cutting it short and try to

0:40:40.849,0:40:46.039
you know bring in so many different

0:40:43.940,0:40:48.440
aspects of our businesses I think it's

0:40:46.039,0:40:50.809
more of doing the right sessions to talk

0:40:48.440,0:40:54.890
about a session on accounting a session

0:40:50.809,0:40:56.809
on scheduling right one thing I read you

0:40:54.890,0:40:59.240
know I listen to you know I listen to

0:40:56.809,0:41:02.150
the other episodes in or I'm reading the

0:40:59.240,0:41:06.579
comments on the on the different groups

0:41:02.150,0:41:08.750
that you and I are in our Paris days

0:41:06.579,0:41:12.470
misconception of being a business owner

0:41:08.750,0:41:14.180
and wanting to be hands-on of everything

0:41:12.470,0:41:16.460
that was going on you know there is a

0:41:14.180,0:41:19.009
sense of trust that you need to have we

0:41:16.460,0:41:21.140
hire our operational manager I am Howard

0:41:19.009,0:41:23.839
the operation my manager to make

0:41:21.140,0:41:25.910
decisions I don't need to be babysitting

0:41:23.839,0:41:27.740
you if you're gonna make this issue go

0:41:25.910,0:41:32.119
right ahead and make this issue based

0:41:27.740,0:41:34.579
only on our vision so keeping the vision

0:41:32.119,0:41:36.619
always on top reminding the people that

0:41:34.579,0:41:39.019
do that we have a vision is stay with

0:41:36.619,0:41:41.359
innovation and then you do your job you

0:41:39.019,0:41:43.759
know well like if you ask me my

0:41:41.359,0:41:45.680
day-to-day at times just like trying to

0:41:43.759,0:41:48.980
figure out what what next books are

0:41:45.680,0:41:51.440
gonna read no there's nothing else that

0:41:48.980,0:41:53.029
crossed my mind today trying to see if

0:41:51.440,0:41:55.450
I'm gonna read it at the beach or the

0:41:53.029,0:41:57.700
park or at my house because

0:41:55.450,0:41:59.890
worried about my job is to make sure

0:41:57.700,0:42:01.930
what the next best step is going to be

0:41:59.890,0:42:04.870
for the combo yeah well I don't need to

0:42:01.930,0:42:06.280
worry about if certain things are being

0:42:04.870,0:42:08.620
paid because that's what I haven't

0:42:06.280,0:42:10.300
accounted for support you know then I

0:42:08.620,0:42:12.040
might have to meet up with the marketing

0:42:10.300,0:42:14.350
director so we can come up with a great

0:42:12.040,0:42:15.970
video idea you know that's gonna be my

0:42:14.350,0:42:19.120
passion it's marketing and hiring people

0:42:15.970,0:42:21.580
mmm it's just a lot of people just so

0:42:19.120,0:42:24.070
involved with the daily day operation

0:42:21.580,0:42:27.010
that they forget to innovate yeah

0:42:24.070,0:42:29.380
because they are worried about that lady

0:42:27.010,0:42:31.060
didn't show up and then they forgot the

0:42:29.380,0:42:37.000
broom or whatever the case is but

0:42:31.060,0:42:38.200
they're not taught to song maybe right

0:42:37.000,0:42:40.510
it's two men and they're you know just

0:42:38.200,0:42:43.060
trying to make some more knowledge into

0:42:40.510,0:42:45.160
your head that way you can you know you

0:42:43.060,0:42:47.130
can make a better move for tomorrow's

0:42:45.160,0:42:50.140
problem you know yeah I mean it's

0:42:47.130,0:42:53.410
delegation right Fernando I mean I gotta

0:42:50.140,0:42:55.060
say I was pretty guilty of of trying to

0:42:53.410,0:42:57.790
be involved with so much up until about

0:42:55.060,0:43:01.210
a year ago and what it's it's when I

0:42:57.790,0:43:04.120
started route right where I saw and you

0:43:01.210,0:43:06.520
know my team at route I don't have to do

0:43:04.120,0:43:08.530
all these different integral pieces they

0:43:06.520,0:43:10.270
just want me to do you know one or two

0:43:08.530,0:43:12.280
things and just be great at those two

0:43:10.270,0:43:14.050
things cuz they got the rest I never

0:43:12.280,0:43:16.120
felt that before with you know in the

0:43:14.050,0:43:18.310
rules a lot aside I was like I had to do

0:43:16.120,0:43:21.040
everything at the beginning so it took

0:43:18.310,0:43:23.080
me some time to finally say I haven't

0:43:21.040,0:43:26.440
had operations directive to run my

0:43:23.080,0:43:28.660
operations when I started letting him do

0:43:26.440,0:43:30.970
this thing now you made mistakes but he

0:43:28.660,0:43:32.740
always checked with me right news no

0:43:30.970,0:43:35.500
they don't even check with me know it's

0:43:32.740,0:43:37.240
like you know we got this this is what

0:43:35.500,0:43:39.280
you know you have a team a management

0:43:37.240,0:43:43.000
team with an executive team you know a

0:43:39.280,0:43:45.810
director of leaders let us lead it's

0:43:43.000,0:43:49.390
almost like we get in the way you know I

0:43:45.810,0:43:51.790
like Rick that was two months ago what

0:43:49.390,0:44:04.380
what do you do we really do we don't

0:43:51.790,0:44:04.380
even use that product anymore because I

0:44:05.190,0:44:11.010
don't touch it

0:44:08.590,0:44:13.810
stay away from it you know we got these

0:44:11.010,0:44:17.200
some happy man I mean I think you know I

0:44:13.810,0:44:19.420
mean I'm in the right path we weren't

0:44:17.200,0:44:23.200
looking into you know doubling up for

0:44:19.420,0:44:25.030
2020 we might not reach to the four

0:44:23.200,0:44:27.460
million this year due to some of the

0:44:25.030,0:44:29.050
changes that we're making you know we

0:44:27.460,0:44:31.540
had to sit back a little bit because

0:44:29.050,0:44:34.120
hopefully we need to we need to now look

0:44:31.540,0:44:36.360
into the contractual side of it and then

0:44:34.120,0:44:38.620
you know we need to different that

0:44:36.360,0:44:41.620
construction in contractor I mean you

0:44:38.620,0:44:43.000
know we do that and now you officer and

0:44:41.620,0:44:44.650
you need money up front you need

0:44:43.000,0:44:48.220
materials bought ahead of time you need

0:44:44.650,0:44:51.820
you need cash flow more than ever so but

0:44:48.220,0:44:53.890
man I mean diversifying service

0:44:51.820,0:44:55.090
offerings again a whole other topic but

0:44:53.890,0:44:58.540
it's just something I always tell people

0:44:55.090,0:45:00.790
don't just be a cleaning company be a

0:44:58.540,0:45:02.920
service company that you're offering

0:45:00.790,0:45:05.350
multiple services because you're seeing

0:45:02.920,0:45:06.550
the fruits of that labor is again you

0:45:05.350,0:45:08.350
probably you know you said I think you

0:45:06.550,0:45:09.820
told me and the message too is it's not

0:45:08.350,0:45:11.290
that you know construction or that you

0:45:09.820,0:45:13.270
are doing the construction is you found

0:45:11.290,0:45:16.420
the right partner and the right person

0:45:13.270,0:45:18.430
to run construction so why not right

0:45:16.420,0:45:20.320
like why not offer the service if you're

0:45:18.430,0:45:22.870
there to help with the business side of

0:45:20.320,0:45:25.960
things but they are the expert and they

0:45:22.870,0:45:27.580
are the person was the facilitator dude

0:45:25.960,0:45:29.830
the more the power everybody that I have

0:45:27.580,0:45:31.720
running the different departments they

0:45:29.830,0:45:33.550
know better than I do like it's like you

0:45:31.720,0:45:36.460
said you let's be the best people to

0:45:33.550,0:45:43.000
build and hire an empire basically

0:45:36.460,0:45:44.230
exactly that I could keep going here but

0:45:43.000,0:45:46.810
hey I don't want to take too much more

0:45:44.230,0:45:49.210
of your time it's try to keep these done

0:45:46.810,0:45:51.670
within an hour but I did want to do two

0:45:49.210,0:45:53.860
more things one we forgot to Cheers in

0:45:51.670,0:45:55.780
the beginning so we've got a Cheers down

0:45:53.860,0:45:57.820
my man right you got a Stella

0:45:55.780,0:46:03.090
I got a Pacifico soon one day we'll

0:45:57.820,0:46:06.100
drink it together in person but I always

0:46:03.090,0:46:08.920
Fernanda like to end with something

0:46:06.100,0:46:10.390
funny I like to keep it within the

0:46:08.920,0:46:12.460
cleaning space do you like while you're

0:46:10.390,0:46:14.200
in the field give us whether it was the

0:46:12.460,0:46:16.420
first day use you mop the second day you

0:46:14.200,0:46:20.290
back you give me a funny story of

0:46:16.420,0:46:22.120
Fernando Ramos in the field doing

0:46:20.290,0:46:26.860
cleaning yes

0:46:22.120,0:46:30.640
I hear there are lost selling you know

0:46:26.860,0:46:32.770
my job was entertain clients I was you

0:46:30.640,0:46:34.840
know renting a big limo you know

0:46:32.770,0:46:38.200
partying you know with clients and I had

0:46:34.840,0:46:41.410
a blast main thing I know I opened 15

0:46:38.200,0:46:44.320
concept I left the other company and I

0:46:41.410,0:46:47.080
pictured I'd never pictured myself you

0:46:44.320,0:46:49.770
know when I saw myself on my knees you

0:46:47.080,0:46:52.330
know scrubbing a toilet it looks like

0:46:49.770,0:46:54.970
something just went left hard on me

0:46:52.330,0:46:57.070
because I was just two weeks ago I was

0:46:54.970,0:47:00.300
just having a blotting Here I am you

0:46:57.070,0:47:03.340
know cleaning some toilets my first unit

0:47:00.300,0:47:05.050
granted I have no one to call I just

0:47:03.340,0:47:06.570
came up with this idea thinking that you

0:47:05.050,0:47:11.020
know he was gonna make some money

0:47:06.570,0:47:12.850
problem I didn't have any any any anyone

0:47:11.020,0:47:16.660
to call and say hey had to help likely

0:47:12.850,0:47:19.330
an informant so then one apartment one

0:47:16.660,0:47:25.600
bedroom one bathroom took me night hours

0:47:19.330,0:47:28.090
come on night hours I have to run to

0:47:25.600,0:47:29.650
harm people and keep buying stuff up and

0:47:28.090,0:47:32.230
keep coming back your floor because they

0:47:29.650,0:47:34.900
didn't have supplies you have to battle

0:47:32.230,0:47:37.360
the supplies so here come and the first

0:47:34.900,0:47:39.490
thing I see dirty wants to sink and I

0:47:37.360,0:47:41.410
jump on and I clean this thing and I'm

0:47:39.490,0:47:44.800
like okay this thing look like you know

0:47:41.410,0:47:46.300
look bad so then I have to clean the

0:47:44.800,0:47:49.000
rest of the stuff and I have to use the

0:47:46.300,0:47:57.640
sink so I'm like oh my god now my nice

0:47:49.000,0:48:00.430
clean so there I was you know both in my

0:47:57.640,0:48:02.920
but then guess what I like turning

0:48:00.430,0:48:05.380
playing was you know gave the keys

0:48:02.920,0:48:09.480
flying want to check my apartment tape

0:48:05.380,0:48:09.480
remember that apartment looks terrible

0:48:11.370,0:48:18.700
you know the calculators are sticky and

0:48:13.900,0:48:20.260
they seem like oh my god so so I went

0:48:18.700,0:48:21.910
back and checked you know I don't tell

0:48:20.260,0:48:25.380
my people that because they're and I

0:48:21.910,0:48:25.380
can't go if I could say something I

0:48:27.000,0:48:32.200
definitely said I am no made for

0:48:29.800,0:48:33.869
cleaning Bickley I'm good at selling so

0:48:32.200,0:48:37.049
I'm gonna stick to what I know

0:48:33.869,0:48:40.259
so let me go through it now my my my

0:48:37.049,0:48:42.539
team can actually clean a three-bedroom

0:48:40.259,0:48:44.489
two-bathroom in less than four hours so

0:48:42.539,0:48:47.369
I'm super happy about what we do know

0:48:44.489,0:48:49.559
how far how far you've come so it's

0:48:47.369,0:48:52.549
amazing how we have procedures and you

0:48:49.559,0:48:55.439
know we're 80,000 units aleena

0:48:52.549,0:48:56.969
experience you know that you know I

0:48:55.439,0:49:02.069
think I do

0:48:56.969,0:49:10.739
my apartments which they call me back to

0:49:02.069,0:49:15.739
fire them we got to do it first to know

0:49:10.739,0:49:18.689
better right yes so for sure I was there

0:49:15.739,0:49:21.299
and that and that is the reason why I

0:49:18.689,0:49:23.819
don't I don't want anyone to speak to

0:49:21.299,0:49:25.380
that you know and chance for me to give

0:49:23.819,0:49:27.539
them the opportunity to cause you know

0:49:25.380,0:49:29.549
to grow up within the company all my

0:49:27.539,0:49:33.630
managers have been there you know I

0:49:29.549,0:49:35.489
promote run within yeah and I said I did

0:49:33.630,0:49:38.339
I do have to hire an operational manager

0:49:35.489,0:49:39.749
with experience you know I need I didn't

0:49:38.339,0:49:41.910
have anyone of staff to take that

0:49:39.749,0:49:43.619
position for all the managers I don't

0:49:41.910,0:49:45.359
hold anyone back because they don't know

0:49:43.619,0:49:48.299
that you know they don't speak English

0:49:45.359,0:49:50.489
one thing that I've been there I wish

0:49:48.299,0:49:52.769
someone gave me the opportunity these

0:49:50.489,0:49:55.019
people use you know my team uses you

0:49:52.769,0:49:55.890
know google translator they make they

0:49:55.019,0:49:58.829
make it happen

0:49:55.890,0:50:01.469
clients are happy so as far as long as

0:49:58.829,0:50:03.809
I'm you know they're happy I'm good nice

0:50:01.469,0:50:06.569
man but forever thank you so much man

0:50:03.809,0:50:07.859
for being a part of this I also like to

0:50:06.569,0:50:09.479
end with how do Pete how does somebody

0:50:07.859,0:50:11.699
find you what's your Linkedin what's

0:50:09.479,0:50:13.880
your Instagram how does somebody say hey

0:50:11.699,0:50:17.339
I want to reach out to Fernando talk

0:50:13.880,0:50:19.349
pristine concepting and you know was it

0:50:17.339,0:50:25.039
you 50 custom ink where there is

0:50:19.349,0:50:25.039
LinkedIn Instagram Facebook it pops up

0:50:25.579,0:50:31.170
we use awesome we used my personal a lot

0:50:29.549,0:50:33.959
you know have you seen you and I are

0:50:31.170,0:50:36.569
friends you step up how much I know for

0:50:33.959,0:50:38.969
sure but but yeah everything we're very

0:50:36.569,0:50:41.219
active on social media for sure okay

0:50:38.969,0:50:42.040
well my man I definitely look forward to

0:50:41.219,0:50:44.950
us having another

0:50:42.040,0:50:46.450
episode in person IIIi think I was doing

0:50:44.950,0:50:48.970
a show a person would be great for for

0:50:46.450,0:50:51.820
us for for everybody to just because

0:50:48.970,0:50:53.680
again cleaning cocktails is about the

0:50:51.820,0:50:56.620
industry it's about the community it's

0:50:53.680,0:50:58.080
about empowering everybody to just this

0:50:56.620,0:51:01.240
is an industry that's been great to me

0:50:58.080,0:51:03.220
great about other people and we are in

0:51:01.240,0:51:05.020
the spotlight more than ever now so

0:51:03.220,0:51:07.480
let's let's just do good money right so

0:51:05.020,0:51:14.550
again thank you brother I appreciate the

0:51:07.480,0:51:14.550
time and then until next time peace out