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[Music]

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hey everyone thank you for joining us

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for the cleaning and cocktails podcast

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this is where i get the opportunity to

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speak with fellow cleaning business

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owners

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small medium and large we take the time

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to let them share their stories on the

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ups and downs in the industry

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i also speak with other experts and

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professionals in the industry

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from your manufacturers your suppliers

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trainers

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as well as other types of entrepreneurs

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my mission is to empower

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cleaning industry to inspire and

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motivate each and every one of you

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i want you guys to reach new heights of

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success and learn from one another

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my goal is to have you walk away with

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some tips secrets advice

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and opinions that are relevant to all of

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us in our day-to-day hustle and grind

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while we're out there in the field

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working every single day so sit back and

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share a cocktail with us

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and enjoy the show

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[Music]

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all right guys it's another episode of

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cleaning cocktails i have the absolute

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pleasure

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to uh to really drop some gold golden

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nuggets here for

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people that i respect uh i've learned to

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get to know

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through social media gotta love social

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media um but i have

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mark lindberry michael hanson here with

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me um

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they've got stories that i'll let them

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share

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michael i wanted to start with you i

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know you know you've got janitorial

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learning center

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uh and again first uh so the audience

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knows i chose these two guys for this

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show today

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because i wanted to kick off the year

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with

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with brains of individuals that i feel

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do way more than

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they even have to but these guys i've

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been watching them

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and seeing the answers that they give to

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people's questions in some facebook

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groups that we're in

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and it it never it never it doesn't

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actually amaze me anymore or shocked me

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that

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whenever there's a question and you see

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their names

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you see a drawn out detailed answer that

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isn't short

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it's it's it's real it's to the point

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it's

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it's advice that i screenshot and take

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it for myself because

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these guys got a wealth of knowledge and

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i wanted to share that with every

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everyone here because

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you guys are all in the cleaning

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industry our goal is to empower this

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space with the right information the

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right knowledge

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we have to raise the bar we have to

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create new

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create new goals for us as cleaning

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business owners

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and without further more these are the

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guys that are going to do that for you

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guys so

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mark michael thank you guys for taking

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some time away from your family

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to join me on the show mark we're gonna

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get into you

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michael take it away with who is michael

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how did you get into the space and just

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share a little bit about your story as

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much as you want to

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okay okay so in cheers

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yes cheers so my name is michael

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hansen and i've been in the janitorial

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and building maintenance industry for

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about 30 years

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actually started more in marble

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restoration than i did in in cleaning

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and i did that for about three years

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held some pretty nice contracts with

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some major hotels here in cleveland and

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um

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one that took us all the way out to

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philadelphia doing marble restoration so

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it was pretty exciting

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um and then i then i got into

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janitorial kind of started out a little

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bit more on the franchise end

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as a field consultant a trainer for

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franchisee

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through coverall cleaning

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and spent a few years with them and

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and then moved on and went to work for

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a local company here mark's cleaning

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service

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and i spent the last 20 years working

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with mark

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helping him grow his business and

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kind of kind of bounced around just

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about every role within

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within his organization kind of started

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out doing hr and

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um moved into water damage restoration

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and then

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operations and general management

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so i got it got quite a bit of

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experience

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throughout the years and then in

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may of 2019 i was handed the

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diagnosis of als which um

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you know it started out as just some

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some basic muscle cramps and

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you know a little bit of difficulty

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walking but you know it's

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kind of progressed uh and eventually

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kind of took me out of the

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in field game as i call it for for the

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industry

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i couldn't really get around to the

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clients and do walk throughs

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and you know tour the buildings and make

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sure that the cleaning was staying up

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so now i am retired but

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bored and that's where janitorial

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learning center came into it

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um i felt like i needed to keep my mind

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sharp and do something

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and with all the experience that i had

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over the years

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i just wanted to to kind of create a

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platform

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facebook was really easy to create some

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you know create a page and create a

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group

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and start sharing that knowledge back

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with uh with business owners of all all

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varieties you know

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everybody from brand new startups to

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seasoned veterans and

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um you know so now i do consulting and

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coaching

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awesome well thank you michael and again

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like

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for you guys that that don't know

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michael uh i had a phone call i think it

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was a month ago

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michael right when we when we spoke for

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the first time and it was around the

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topic of coaching

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and you know kind of bringing that to

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more of a platform and sharing the

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knowledge even

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you know there's ideas and mark i'll

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talk to you about that too but

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just ideas for the future and for me to

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hear michael's story and be like

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man this guy doesn't have to do this

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right now like he could focus on himself

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but he still tends to want to focus i

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mean it's because

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you know we love cleaning right like if

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you're in the cleaning industry and

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you grow and you build and scale a

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business

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i i find it difficult to leave because

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this is

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i love to do it you know it's it's like

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a sense of

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just dignity to know what you've started

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and built and what you've done with

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other companies so for you to share that

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and continue to do that kudos to you my

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man uh you know cheers to you

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you know that's that's a big undertaking

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um so

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mark your turn my man i died guys i just

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but

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i just met mark through

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speaking to mark two days ago right was

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it two days ago mark i

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clubhouse yeah and yeah he's got he's

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got a story like this guy i mean for how

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many years that he's been in the

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business

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please mark i'm looking forward to it

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share to everybody

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how did you get started you know just

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have at it

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well before i got started my

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father-in-law actually started the

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company we now own

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and that's back in 1978 you know picture

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this he's a security guard he's he's

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working in a building

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he's cleaning or he's not clean he's

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just doing what doing the walk around

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the owner of the building his 12-story

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building came to him and said hey

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do you know how to clean he had no clue

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how the cleaning he said yeah i know how

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to clean

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he had no clue whatsoever and his wife

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and himself

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cleaned the entire building by

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themselves for a year

0:07:26.560,0:07:30.240
going in so he'd do the security thing

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and then at night you just pretty much

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stay there all night clean the entire

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building top to bottom

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and that was his gig and he had no idea

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how to run a business he didn't know how

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the invoice

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in fact he never even sent an invoice

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for nearly a year it wasn't until the

0:07:44.319,0:07:48.400
owner came back to and said

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don't we owe you some money yeah i

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didn't know how

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and no joke the owner felt so bad he

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actually hired his own

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attorney to come in to write the

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contracts just to help him out and get

0:07:57.039,0:08:01.039
started to make it legit

0:07:58.720,0:08:03.039
and official and there began universal

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janitorial services so

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fast forward i was running around the

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playground that time but

0:08:07.599,0:08:11.759
certainly wasn't doing any cleaning but

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back in 1997

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i finished up school and i was looking

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around for a job and i'd already met

0:08:15.039,0:08:18.800
my future bride lassette and of course

0:08:18.000,0:08:21.280
that's

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my future father-in-law uh who started

0:08:21.280,0:08:27.120
the company well anyway

0:08:22.960,0:08:27.520
um funny story i had no idea what to do

0:08:27.120,0:08:29.039
i was

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applying everywhere i was probably sent

0:08:29.039,0:08:32.479
maybe 100 resumes out it's middle of a

0:08:30.960,0:08:34.320
recession i i just

0:08:32.479,0:08:35.839
i was striking out i already owned my

0:08:34.320,0:08:37.839
own business on the side and that's

0:08:35.839,0:08:40.159
pretty successful at it i've always

0:08:37.839,0:08:42.479
owned businesses throughout uh since the

0:08:40.159,0:08:45.680
age of 15 every year since then

0:08:42.479,0:08:47.200
and i was looking for something to do

0:08:45.680,0:08:49.120
just part time just to

0:08:47.200,0:08:51.680
supplement income and he said well hey i

0:08:49.120,0:08:53.519
need someone to write contracts

0:08:51.680,0:08:54.720
and so he already had that contract in

0:08:53.519,0:08:56.720
place but slanted

0:08:54.720,0:08:58.640
is written by his client's attorney so i

0:08:56.720,0:09:00.640
came in i redid

0:08:58.640,0:09:02.320
the contract for him and he said well

0:09:00.640,0:09:03.040
hey do you want to do sales and i said

0:09:02.320,0:09:05.120
well

0:09:03.040,0:09:06.959
i never sold anything in my life i have

0:09:05.120,0:09:08.959
no idea but i could try

0:09:06.959,0:09:10.880
and so i we jumped in sales and the

0:09:08.959,0:09:12.640
first question i asked him i remembered

0:09:10.880,0:09:14.399
what's your goal in the next two years

0:09:12.640,0:09:17.440
where do you want to be at and he goes

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i want to triple in size and from 1997

0:09:17.440,0:09:21.600
to 99 we tripled the size of that

0:09:19.360,0:09:23.600
company and 600 000 at the time and we

0:09:21.600,0:09:26.160
brought up to 1.8 million

0:09:23.600,0:09:27.040
so it's a decent pace is a hefty pace

0:09:26.160,0:09:29.120
and

0:09:27.040,0:09:30.880
and then i took a step backwards from

0:09:29.120,0:09:32.640
the company i had my own business going

0:09:30.880,0:09:34.399
on the side focused on that

0:09:32.640,0:09:35.920
popped in and now a couple times i

0:09:34.399,0:09:37.519
started consulting business they were

0:09:35.920,0:09:40.080
one of my clients for a while

0:09:37.519,0:09:41.040
and things were going gravy and until an

0:09:40.080,0:09:44.240
opportunity came up

0:09:41.040,0:09:46.880
right around 2010 to acquire the company

0:09:44.240,0:09:47.519
he was looking to sell and i was looking

0:09:46.880,0:09:49.040
to buy

0:09:47.519,0:09:50.959
so i went in with the most senior

0:09:49.040,0:09:52.399
employee at the time he started back in

0:09:50.959,0:09:55.360
1982

0:09:52.399,0:09:56.959
and together we went in uh as partners

0:09:55.360,0:09:58.560
buying out this company and

0:09:56.959,0:10:00.000
and there's that that's where we're at

0:09:58.560,0:10:02.640
today uh we're growing it

0:10:00.000,0:10:04.160
together uh our goals are a whole lot

0:10:02.640,0:10:06.959
different what they were back then

0:10:04.160,0:10:07.839
and uh things were going good but you

0:10:06.959,0:10:10.399
know

0:10:07.839,0:10:11.279
if anything taught us uh or if covet

0:10:10.399,0:10:12.640
taught us anything it's

0:10:11.279,0:10:14.640
hey don't put all your eggs in one

0:10:12.640,0:10:17.760
basket right oh yeah so many people

0:10:14.640,0:10:19.519
do that oh no you know what what happens

0:10:17.760,0:10:21.680
if that basket breaks well

0:10:19.519,0:10:23.279
you're out of luck and we've seen so

0:10:21.680,0:10:24.560
many stories and i'm sure you guys have

0:10:23.279,0:10:26.480
seen it just non-stop

0:10:24.560,0:10:28.000
stories coming in you know people

0:10:26.480,0:10:29.519
shutting down their business or

0:10:28.000,0:10:31.200
hey looking to start new business

0:10:29.519,0:10:32.800
because of this and so i

0:10:31.200,0:10:34.880
made a decision to jump into coaching

0:10:32.800,0:10:38.079
and consulting and

0:10:34.880,0:10:39.920
uh thankfully uh through the powers of

0:10:38.079,0:10:42.560
uh the our marketing guy

0:10:39.920,0:10:44.000
he set up a lead capture on our website

0:10:42.560,0:10:45.519
and then we realized that we're getting

0:10:44.000,0:10:47.040
a lot of leads from around the country

0:10:45.519,0:10:47.600
and around the world people wanting to

0:10:47.040,0:10:49.920
know

0:10:47.600,0:10:51.760
how do you disinfect properly and so i

0:10:49.920,0:10:53.200
started doing consulting on that

0:10:51.760,0:10:54.959
based on school districts around the

0:10:53.200,0:10:55.920
country and around the world one of the

0:10:54.959,0:10:57.680
first people i taught

0:10:55.920,0:10:59.519
persons i talked to was the university

0:10:57.680,0:11:00.880
here and then

0:10:59.519,0:11:02.880
internationally there's a school

0:11:00.880,0:11:04.959
district in uh cork ireland i've never

0:11:02.880,0:11:07.200
been to ireland in my life they really

0:11:04.959,0:11:09.040
want how to do it so it's like hey we

0:11:07.200,0:11:09.839
could start a business and uh run this

0:11:09.040,0:11:11.040
uh

0:11:09.839,0:11:13.600
legitimately with a little more

0:11:11.040,0:11:15.600
education and thought out uh

0:11:13.600,0:11:17.279
know-how and so i created a business

0:11:15.600,0:11:21.320
called my clean pivot and

0:11:17.279,0:11:23.680
officially launching now so

0:11:21.320,0:11:26.640
minecleanpivot.com and so

0:11:23.680,0:11:28.000
we're pivoting to focus on coaching

0:11:26.640,0:11:30.800
other business owners how to run

0:11:28.000,0:11:32.399
properly but also how to disinfect in

0:11:30.800,0:11:34.240
terms of uh

0:11:32.399,0:11:36.000
other entities outside of just the

0:11:34.240,0:11:38.480
cleaning space okay

0:11:36.000,0:11:39.680
wow well i mean let's jump right into

0:11:38.480,0:11:42.000
that it's like

0:11:39.680,0:11:43.680
the fact that you know cleaning and

0:11:42.000,0:11:44.160
disinfecting we know those are two

0:11:43.680,0:11:45.360
different

0:11:44.160,0:11:47.200
you know you could put them in the same

0:11:45.360,0:11:50.240
category they're two different things

0:11:47.200,0:11:51.360
right but with what's happened with

0:11:50.240,0:11:53.519
covet

0:11:51.360,0:11:54.399
and 2020 i think they're coming out with

0:11:53.519,0:11:56.240
numbers but

0:11:54.399,0:11:58.079
i i gotta believe it's more cleaning

0:11:56.240,0:11:59.760
companies were created in 2020 than

0:11:58.079,0:12:02.079
probably any year previously

0:11:59.760,0:12:03.760
but it was they were creating it out of

0:12:02.079,0:12:06.000
a whim they were creating it out of

0:12:03.760,0:12:06.959
you know not thinking there was a need

0:12:06.000,0:12:09.279
there was a need

0:12:06.959,0:12:10.639
but yeah you talk about you know and

0:12:09.279,0:12:12.399
that's why some of the things i want to

0:12:10.639,0:12:14.240
touch on today guys is like

0:12:12.399,0:12:16.320
the cleaning business owners not just in

0:12:14.240,0:12:19.680
our facebook groups but just in general

0:12:16.320,0:12:21.519
you know get not that you have to get

0:12:19.680,0:12:23.519
educated but you should learn

0:12:21.519,0:12:24.560
every aspect and what i'll take it back

0:12:23.519,0:12:26.639
to michael is

0:12:24.560,0:12:27.760
and you just hit it with goals mark but

0:12:26.639,0:12:28.320
michael you remember what we were

0:12:27.760,0:12:30.639
talking

0:12:28.320,0:12:32.079
and i think you'll agree mark is before

0:12:30.639,0:12:32.959
you even get started on the cleaning

0:12:32.079,0:12:35.040
business

0:12:32.959,0:12:36.160
you have to have a plan you have to have

0:12:35.040,0:12:39.360
a business plan

0:12:36.160,0:12:42.079
you've got to have goals set up right so

0:12:39.360,0:12:43.760
is that would you guys both agree that

0:12:42.079,0:12:46.240
that is what like because i just had to

0:12:43.760,0:12:47.680
talk to somebody or a call earlier today

0:12:46.240,0:12:49.440
she's she just started her cleaning

0:12:47.680,0:12:50.480
company and she's worried about how to

0:12:49.440,0:12:52.720
get leads

0:12:50.480,0:12:54.639
before she has a website before she even

0:12:52.720,0:12:58.000
has the name of the company she's like

0:12:54.639,0:12:59.839
i want i want to work on leads right so

0:12:58.000,0:13:01.920
and she's took it in so easily though

0:12:59.839,0:13:03.920
she's like it makes sense

0:13:01.920,0:13:06.079
thank you okay so that's number one got

0:13:03.920,0:13:07.040
it all right and then number two but

0:13:06.079,0:13:08.639
it's

0:13:07.040,0:13:10.399
it's not that they don't want to learn

0:13:08.639,0:13:12.399
we just need to give them

0:13:10.399,0:13:13.760
kind of the ammunition in the correct

0:13:12.399,0:13:16.240
the correct way too right

0:13:13.760,0:13:17.920
like what would you let's let's expand

0:13:16.240,0:13:20.000
on the business plan

0:13:17.920,0:13:22.480
and what the goals should be for today

0:13:20.000,0:13:25.040
for the person who is a solo cleaner

0:13:22.480,0:13:26.480
starting a cleaning business today

0:13:25.040,0:13:30.240
whoever wants to go first

0:13:26.480,0:13:33.040
so i absolutely i see so many

0:13:30.240,0:13:34.399
um small business owners out there and

0:13:33.040,0:13:36.000
they're talking about

0:13:34.399,0:13:37.440
uh what they want to do with their

0:13:36.000,0:13:40.800
business and

0:13:37.440,0:13:41.519
when you when you really start dialing

0:13:40.800,0:13:43.360
down

0:13:41.519,0:13:45.360
into what they've got accomplished so

0:13:43.360,0:13:47.040
far um

0:13:45.360,0:13:49.839
you know they've got a big dream but

0:13:47.040,0:13:51.920
they're they're pretty well unorganized

0:13:49.839,0:13:53.920
um a lot of them get their start because

0:13:51.920,0:13:55.279
they're fantastic cleaners and maybe

0:13:53.920,0:13:56.959
they've been out cleaning for somebody

0:13:55.279,0:14:00.000
else for a few years and

0:13:56.959,0:14:02.560
and you know they they see that

0:14:00.000,0:14:03.040
you know small small cleaning businesses

0:14:02.560,0:14:05.760
can

0:14:03.040,0:14:07.680
actually thrive and they can really make

0:14:05.760,0:14:11.360
a very nice living

0:14:07.680,0:14:13.120
if they if they're set up right

0:14:11.360,0:14:14.639
but that's as far as they go they don't

0:14:13.120,0:14:16.079
realize that there's so many different

0:14:14.639,0:14:19.519
layers to the business

0:14:16.079,0:14:21.120
you know you can be a fantastic cleaner

0:14:19.519,0:14:22.880
but that doesn't mean you know how to

0:14:21.120,0:14:23.760
manage people in the field that doesn't

0:14:22.880,0:14:26.720
mean you know how to

0:14:23.760,0:14:27.199
create a schedule that's you know makes

0:14:26.720,0:14:30.560
sense

0:14:27.199,0:14:31.199
as far as workflow goes you know cutting

0:14:30.560,0:14:33.199
out

0:14:31.199,0:14:34.720
unnecessary driving if you're going

0:14:33.199,0:14:37.680
between buildings

0:14:34.720,0:14:38.959
it also doesn't mean that you have a

0:14:37.680,0:14:42.079
great process

0:14:38.959,0:14:44.959
or vision for your business in general

0:14:42.079,0:14:46.079
you don't really understand how to make

0:14:44.959,0:14:47.920
it grow

0:14:46.079,0:14:50.000
you don't understand all the components

0:14:47.920,0:14:51.519
you're not a great accountant you don't

0:14:50.000,0:14:52.800
know how to invoice you don't have to

0:14:51.519,0:14:54.240
collect from people

0:14:52.800,0:14:55.920
you don't know how to write a proper

0:14:54.240,0:14:58.480
business email

0:14:55.920,0:14:59.199
and those are all the things that really

0:14:58.480,0:15:01.760
they need

0:14:59.199,0:15:02.399
they do need them as a tool and they

0:15:01.760,0:15:05.680
need to

0:15:02.399,0:15:08.720
learn them almost in a

0:15:05.680,0:15:10.480
fluid sequence that makes sense

0:15:08.720,0:15:12.639
so that they're not biting off more than

0:15:10.480,0:15:14.320
they can chew and that's the one thing

0:15:12.639,0:15:17.519
that i really like to do

0:15:14.320,0:15:20.079
when i'm working with new clients

0:15:17.519,0:15:21.360
is kind of sit down and and start with

0:15:20.079,0:15:23.040
the business plan

0:15:21.360,0:15:24.560
and we go over you know we go over

0:15:23.040,0:15:26.959
everything from

0:15:24.560,0:15:28.000
just general leadership and education

0:15:26.959,0:15:30.240
how do they

0:15:28.000,0:15:31.920
you know how can they continue to grow

0:15:30.240,0:15:32.800
and expand their ideas for their

0:15:31.920,0:15:36.160
business

0:15:32.800,0:15:38.399
um you know we talk about uh hiring

0:15:36.160,0:15:39.680
employees and the proper paperwork and

0:15:38.399,0:15:42.480
training them and

0:15:39.680,0:15:42.959
and uh you know employee safety and

0:15:42.480,0:15:44.959
different

0:15:42.959,0:15:46.079
programs that need to be put in place

0:15:44.959,0:15:48.240
there

0:15:46.079,0:15:49.519
we talk about you know the the whole

0:15:48.240,0:15:51.440
accounting process

0:15:49.519,0:15:53.040
and you know how to how to invoice

0:15:51.440,0:15:54.320
people and and what's it you know what's

0:15:53.040,0:15:58.720
a standard uh

0:15:54.320,0:16:00.560
you know terms and um things like that

0:15:58.720,0:16:01.759
yeah i mean you call michael we call

0:16:00.560,0:16:03.680
it's a framework right

0:16:01.759,0:16:05.360
like you guys like we got to talk about

0:16:03.680,0:16:07.440
what is the framework

0:16:05.360,0:16:08.480
for these companies because i'll tell

0:16:07.440,0:16:10.880
you man

0:16:08.480,0:16:11.839
that was that was me in the beginning i

0:16:10.880,0:16:13.680
it's funny though i

0:16:11.839,0:16:15.600
i had a cover-off franchise michael my

0:16:13.680,0:16:16.959
first i got into the business i bought

0:16:15.600,0:16:20.320
my cousin's franchise

0:16:16.959,0:16:21.920
uh but i sold that but i didn't realize

0:16:20.320,0:16:24.000
how much work they did

0:16:21.920,0:16:26.160
for us on the back end because then it's

0:16:24.000,0:16:28.639
like i had my mother-in-law and

0:16:26.160,0:16:30.320
you know we were invoicing late uh

0:16:28.639,0:16:31.600
sometimes we'd forget to invoice and

0:16:30.320,0:16:33.920
then the client's like

0:16:31.600,0:16:34.880
i'm not paid this is past 90 days i'm

0:16:33.920,0:16:36.560
not paying you

0:16:34.880,0:16:38.160
like you forgot to invoice me because

0:16:36.560,0:16:39.440
you know they're not gonna remember

0:16:38.160,0:16:41.279
remind you

0:16:39.440,0:16:42.560
you know hiring how to speak the right

0:16:41.279,0:16:44.560
way like i

0:16:42.560,0:16:46.480
i didn't have a fluid sequence so it's

0:16:44.560,0:16:47.759
like i just i winged it

0:16:46.480,0:16:50.399
you know the first couple years was

0:16:47.759,0:16:52.160
winging it which i was my own boss my

0:16:50.399,0:16:53.759
family was my family

0:16:52.160,0:16:55.519
i could afford it i guess at that point

0:16:53.759,0:16:57.839
but boy

0:16:55.519,0:16:58.639
do you i mean if people think cleaning

0:16:57.839,0:17:02.160
company is just

0:16:58.639,0:17:03.040
is simple holy i i disagree on so many

0:17:02.160,0:17:05.600
levels

0:17:03.040,0:17:07.199
like especially if you wear all the hats

0:17:05.600,0:17:09.280
right it's like

0:17:07.199,0:17:10.559
you have learned how to do you just

0:17:09.280,0:17:11.520
talked like about five different

0:17:10.559,0:17:14.160
departments

0:17:11.520,0:17:15.679
that corporations have right where we as

0:17:14.160,0:17:18.319
the cleaning business owners

0:17:15.679,0:17:18.720
are having to learn how to do all that

0:17:18.319,0:17:20.799
so

0:17:18.720,0:17:22.400
mark what about i mean i i see you

0:17:20.799,0:17:24.959
shaking your head i know you're

0:17:22.400,0:17:26.559
at all agreement to this but like

0:17:24.959,0:17:27.679
framework right you said it your your

0:17:26.559,0:17:29.280
father-in-law

0:17:27.679,0:17:31.840
didn't even know how to invoice you know

0:17:29.280,0:17:32.799
in the beginning forgot to invoice like

0:17:31.840,0:17:35.679
what do you use

0:17:32.799,0:17:37.760
yeah yeah i mean he thought money would

0:17:35.679,0:17:39.760
come in automatically uh

0:17:37.760,0:17:41.039
you know if if you don't ask you won't

0:17:39.760,0:17:44.320
receive that's for sure

0:17:41.039,0:17:46.080
um you know uh

0:17:44.320,0:17:48.400
seven habits highly effective people

0:17:46.080,0:17:50.240
right dr uh covey if you guys read that

0:17:48.400,0:17:51.919
i think his habit number two said begin

0:17:50.240,0:17:53.360
with the end in mind

0:17:51.919,0:17:54.640
you know a lot of people don't begin

0:17:53.360,0:17:56.000
with the end of mind or they're kind of

0:17:54.640,0:17:58.320
like a guideless missile

0:17:56.000,0:17:59.520
and i'm not doing a blanket statement on

0:17:58.320,0:18:01.200
everyone there's a lot of people out

0:17:59.520,0:18:02.880
there who do have plans but some people

0:18:01.200,0:18:05.440
jump in the business and i've seen it

0:18:02.880,0:18:06.880
because i did consulting for startups

0:18:05.440,0:18:09.120
where they just had no clue

0:18:06.880,0:18:10.320
what they were doing uh and again

0:18:09.120,0:18:12.559
because they weren't coached

0:18:10.320,0:18:13.760
they weren't led they didn't have a map

0:18:12.559,0:18:15.919
by which to go

0:18:13.760,0:18:17.600
within the past hour as of this

0:18:15.919,0:18:19.280
recording uh there's a

0:18:17.600,0:18:21.039
mars rover just landed on mars

0:18:19.280,0:18:23.280
perseverance i believe

0:18:21.039,0:18:24.080
yeah i saw that i saw that yeah you saw

0:18:23.280,0:18:26.320
that yeah well

0:18:24.080,0:18:28.160
i was watching it live and think about

0:18:26.320,0:18:31.200
they launched it what six

0:18:28.160,0:18:33.919
seven months ago it landed

0:18:31.200,0:18:34.799
within the minute of what they had of

0:18:33.919,0:18:37.440
what they planned

0:18:34.799,0:18:38.000
yeah to the exact spot where they

0:18:37.440,0:18:40.000
cleaned it

0:18:38.000,0:18:42.400
that's amazing and within two or three

0:18:40.000,0:18:45.440
minutes of it landing they actually had

0:18:42.400,0:18:46.960
you know pictures beaming from it so

0:18:45.440,0:18:48.000
think about that think about the

0:18:46.960,0:18:51.360
planning that went

0:18:48.000,0:18:53.200
in behind that rover the landing on mars

0:18:51.360,0:18:55.520
you know you have the astrophysicists

0:18:53.200,0:18:58.080
you have the scientists you have the

0:18:55.520,0:19:00.080
the aeronautical engineers you have you

0:18:58.080,0:19:02.240
know the nerds running things

0:19:00.080,0:19:03.679
you know but it came from a vision from

0:19:02.240,0:19:05.360
one person right

0:19:03.679,0:19:06.960
you know it just wasn't a bunch of

0:19:05.360,0:19:09.120
people collaborating together

0:19:06.960,0:19:10.400
somewhere a vision was developed or

0:19:09.120,0:19:12.720
hatched by someone hey

0:19:10.400,0:19:14.320
let's land this thing on mars and see

0:19:12.720,0:19:15.840
what happens well

0:19:14.320,0:19:17.840
you know when we start our business a

0:19:15.840,0:19:18.799
lot of people just go into launch mode

0:19:17.840,0:19:20.320
and thankfully

0:19:18.799,0:19:22.000
with the cleaning business we don't need

0:19:20.320,0:19:24.080
a physics degree or

0:19:22.000,0:19:25.919
be astrophysicist or anything like that

0:19:24.080,0:19:27.280
there's no barriers of entry into the

0:19:25.919,0:19:29.200
cleaning business right

0:19:27.280,0:19:30.320
but they jump in they jump in with both

0:19:29.200,0:19:32.480
feet and they're

0:19:30.320,0:19:34.480
more on operations but don't think about

0:19:32.480,0:19:36.559
the strategy and the logic

0:19:34.480,0:19:38.480
behind it all in order to keep things

0:19:36.559,0:19:40.720
running and going smoothly so

0:19:38.480,0:19:42.880
definitely coaches need a map is needed

0:19:40.720,0:19:45.360
a guide is needed in order to get

0:19:42.880,0:19:45.919
to the end where you want to go and this

0:19:45.360,0:19:48.160
is uh

0:19:45.919,0:19:49.120
again this is why i this topic for me is

0:19:48.160,0:19:49.919
literally it's just going to be called

0:19:49.120,0:19:52.320
coaching

0:19:49.919,0:19:53.440
because the more and more i i've met

0:19:52.320,0:19:55.360
people like yourselves

0:19:53.440,0:19:58.160
and other and other you know mentors and

0:19:55.360,0:20:01.039
coaches especially me building a startup

0:19:58.160,0:20:01.600
like if i didn't have my mentor or my

0:20:01.039,0:20:04.080
angels

0:20:01.600,0:20:06.159
in the beginning like holy it's a

0:20:04.080,0:20:09.200
different ballgame now that i

0:20:06.159,0:20:11.039
know how to plan ahead where i just

0:20:09.200,0:20:12.480
there's not enough coaches to be honest

0:20:11.039,0:20:13.679
like i'm actually happy that you you

0:20:12.480,0:20:14.720
know i didn't know that mark that you

0:20:13.679,0:20:17.440
pivoted to be

0:20:14.720,0:20:19.120
to have that michael just started but i

0:20:17.440,0:20:20.000
gotta tell you i can count like on two

0:20:19.120,0:20:22.720
hands

0:20:20.000,0:20:23.520
how many cleaning business coaches

0:20:22.720,0:20:25.440
legitimate

0:20:23.520,0:20:27.280
right that have done it first themselves

0:20:25.440,0:20:30.400
that are doing it now

0:20:27.280,0:20:31.280
where there's 30 40 000 new cleaning

0:20:30.400,0:20:34.080
companies starting

0:20:31.280,0:20:35.039
every year so you see numbers are not in

0:20:34.080,0:20:36.400
the favor

0:20:35.039,0:20:38.159
of the cleaning business owners

0:20:36.400,0:20:41.280
definitely in your favor but

0:20:38.159,0:20:43.600
like there's only so much time right so

0:20:41.280,0:20:45.120
this is something i me and you mark or

0:20:43.600,0:20:46.080
michael i think we touched on this but

0:20:45.120,0:20:48.720
mark michael

0:20:46.080,0:20:49.919
what do you guys think about what and

0:20:48.720,0:20:50.720
you don't have to give away everything

0:20:49.919,0:20:52.159
here right like

0:20:50.720,0:20:54.240
i mean you guys are just starting off

0:20:52.159,0:20:57.360
with it too but what does

0:20:54.240,0:20:59.440
a good workshop or a framework

0:20:57.360,0:21:00.880
from a coach to a or a mentor to a

0:20:59.440,0:21:03.600
mentee or a coach to a

0:21:00.880,0:21:05.280
to a pupil what does that look like for

0:21:03.600,0:21:08.320
a cleaning business

0:21:05.280,0:21:10.000
like what what you know is it a

0:21:08.320,0:21:11.840
three-week course is it a six-month

0:21:10.000,0:21:13.919
course is it ongoing

0:21:11.840,0:21:16.080
are you guys thinking of you know every

0:21:13.919,0:21:18.559
month there's stand-up calls there's

0:21:16.080,0:21:20.159
webinars like obviously going digital is

0:21:18.559,0:21:22.880
going to help everybody but

0:21:20.159,0:21:23.600
what should a person that's looking for

0:21:22.880,0:21:25.440
coaching

0:21:23.600,0:21:26.960
or a person that is going to start

0:21:25.440,0:21:28.799
cleaning or hitting the refresh what if

0:21:26.960,0:21:31.280
somebody wants to hit the refresh button

0:21:28.799,0:21:32.400
what should they expect from talking or

0:21:31.280,0:21:36.159
speaking to somebody

0:21:32.400,0:21:37.919
you know guys like you guys honestly and

0:21:36.159,0:21:39.600
it all depends on how deep they want to

0:21:37.919,0:21:42.799
go in into

0:21:39.600,0:21:44.720
any particular topic when i'm working

0:21:42.799,0:21:46.400
with a new client

0:21:44.720,0:21:47.840
and we're we're going over a business

0:21:46.400,0:21:50.880
plan typically what i

0:21:47.840,0:21:52.320
ask them to do is commit to at least a

0:21:50.880,0:21:55.600
one hour phone call

0:21:52.320,0:21:57.200
once a week for eight weeks

0:21:55.600,0:21:59.120
and i slowly walk them through the

0:21:57.200,0:22:01.360
process of

0:21:59.120,0:22:03.679
building out that business plan and we

0:22:01.360,0:22:06.559
we talk about particular topics

0:22:03.679,0:22:08.159
one at a time without bouncing around

0:22:06.559,0:22:10.720
but

0:22:08.159,0:22:11.520
every time i'm at the end of the phone

0:22:10.720,0:22:13.919
call

0:22:11.520,0:22:15.440
i kind of leave them with something to

0:22:13.919,0:22:17.840
do

0:22:15.440,0:22:19.919
bring back some type of accomplishment

0:22:17.840,0:22:21.360
between now and the next phone call you

0:22:19.919,0:22:23.360
know let me know that you're making some

0:22:21.360,0:22:25.760
progress on your end too

0:22:23.360,0:22:26.720
because without accountability on their

0:22:25.760,0:22:29.840
end

0:22:26.720,0:22:31.039
you know it's like you know it's almost

0:22:29.840,0:22:34.000
like buying a pizza

0:22:31.039,0:22:35.919
i can i can call up i can order a pizza

0:22:34.000,0:22:36.640
the responsibility to make the pizza is

0:22:35.919,0:22:38.799
100

0:22:36.640,0:22:40.320
on the other end and when it comes in

0:22:38.799,0:22:42.080
all i got to do is pay for it

0:22:40.320,0:22:43.840
well that's not the type of relationship

0:22:42.080,0:22:44.799
that i'm looking for when i'm working

0:22:43.840,0:22:47.120
with a with a

0:22:44.799,0:22:48.640
with a new business owner you know i i

0:22:47.120,0:22:51.840
want them to feel like

0:22:48.640,0:22:52.880
i'm there making the dough cutting up

0:22:51.840,0:22:54.720
the ingredients

0:22:52.880,0:22:56.080
but i'm putting it all in front of them

0:22:54.720,0:22:57.039
and they gotta start putting it all

0:22:56.080,0:22:58.640
together

0:22:57.039,0:23:00.400
and then together we'll walk it over to

0:22:58.640,0:23:01.280
the oven we're gonna bake it together

0:23:00.400,0:23:04.559
right

0:23:01.280,0:23:06.320
because they trust me to

0:23:04.559,0:23:08.480
to help nurture them through that

0:23:06.320,0:23:10.000
process and at the end

0:23:08.480,0:23:11.679
they're gonna they're gonna know how to

0:23:10.000,0:23:13.039
make that pizza they're gonna they're

0:23:11.679,0:23:15.200
gonna see everything that i did

0:23:13.039,0:23:16.240
and they can duplicate a lot of the

0:23:15.200,0:23:18.559
things at the end

0:23:16.240,0:23:19.600
of that process and that helps to move

0:23:18.559,0:23:21.200
them forward and

0:23:19.600,0:23:24.640
again it kind of goes back to you know

0:23:21.200,0:23:26.480
what we were talking about before

0:23:24.640,0:23:27.679
you know they can be fantastic cleaners

0:23:26.480,0:23:30.400
but if they don't know how to

0:23:27.679,0:23:30.880
elevate themselves into leading and

0:23:30.400,0:23:33.360
being

0:23:30.880,0:23:34.480
that you know the true owner of a

0:23:33.360,0:23:36.480
business

0:23:34.480,0:23:38.400
they're going to struggle so i'm trying

0:23:36.480,0:23:41.520
to equip them with the tools

0:23:38.400,0:23:43.120
to uh to keep keep growing keep

0:23:41.520,0:23:46.480
duplicating

0:23:43.120,0:23:49.200
so nice nice mark what about you

0:23:46.480,0:23:49.760
yeah i'll echo the same thing because uh

0:23:49.200,0:23:51.279
you know

0:23:49.760,0:23:54.240
what's the parable you gotta teach them

0:23:51.279,0:23:56.240
to fish right um

0:23:54.240,0:23:57.760
we've run into some situation where i've

0:23:56.240,0:23:59.600
run into situations where people

0:23:57.760,0:24:02.080
won't be coached but they're just not

0:23:59.600,0:24:03.360
coachable unfortunately because they're

0:24:02.080,0:24:04.880
not willing to take the advice they're

0:24:03.360,0:24:05.600
just looking for someone to do it for

0:24:04.880,0:24:08.240
them and

0:24:05.600,0:24:09.840
and that's that's not my forte you know

0:24:08.240,0:24:13.360
maybe they need a fractional

0:24:09.840,0:24:15.360
co or something like that to do that for

0:24:13.360,0:24:17.440
them or a cmo if they're looking to do

0:24:15.360,0:24:21.520
marketing and sales or so forth

0:24:17.440,0:24:24.080
but you know in you learn by doing

0:24:21.520,0:24:25.919
you know think about the very first uh

0:24:24.080,0:24:29.120
sales visit we ever did

0:24:25.919,0:24:31.200
right as as salesmen you know maybe

0:24:29.120,0:24:32.320
we're quaking in our boots we're afraid

0:24:31.200,0:24:34.799
we're scared

0:24:32.320,0:24:36.320
uh you know you're trying to read them

0:24:34.799,0:24:37.520
you're talking too much and everything

0:24:36.320,0:24:39.600
else like that

0:24:37.520,0:24:41.120
but you did it and you're done it

0:24:39.600,0:24:43.679
doesn't matter if they said yes or

0:24:41.120,0:24:45.039
they said no the fact is you did it yeah

0:24:43.679,0:24:47.360
tell them your belt you got it under

0:24:45.039,0:24:49.520
your belt and then you go to the second

0:24:47.360,0:24:51.039
one it's easier than the first

0:24:49.520,0:24:52.559
and then you go to the third and it's

0:24:51.039,0:24:54.480
easier than the first and second and it

0:24:52.559,0:24:57.440
gets easier over time

0:24:54.480,0:24:58.880
but you learn by doing and it's no

0:24:57.440,0:24:59.840
different in the cleaning business no

0:24:58.880,0:25:01.840
different in sales

0:24:59.840,0:25:03.279
uh portion of this business or

0:25:01.840,0:25:05.440
physically doing the work

0:25:03.279,0:25:06.799
cleaning uh an office stripping the

0:25:05.440,0:25:10.720
floor or what have you it's

0:25:06.799,0:25:13.039
you learn by doing yeah i mean i

0:25:10.720,0:25:15.919
i know i get some pushback from people

0:25:13.039,0:25:17.840
when i always say this too but like

0:25:15.919,0:25:19.840
i always tell people like did you have

0:25:17.840,0:25:21.760
you cleaned that type of facility like

0:25:19.840,0:25:23.600
have you cleaned

0:25:21.760,0:25:25.600
oh no rick i mean i bought this business

0:25:23.600,0:25:26.559
so that you know i can hire people and

0:25:25.600,0:25:27.679
then they're gonna you know they're

0:25:26.559,0:25:29.360
gonna clean in there

0:25:27.679,0:25:30.799
i get it trust me i'll you know we're

0:25:29.360,0:25:32.320
not all in this too

0:25:30.799,0:25:33.919
you should work on the business not in

0:25:32.320,0:25:37.039
the business but

0:25:33.919,0:25:39.360
that you have to do hands-on you got to

0:25:37.039,0:25:41.360
do some of this stuff hands-on because

0:25:39.360,0:25:42.480
that's how we gain confidence in

0:25:41.360,0:25:45.520
business owners

0:25:42.480,0:25:46.640
and speak on certain services or things

0:25:45.520,0:25:48.799
that we do or

0:25:46.640,0:25:50.080
how do we hire or how did you file do

0:25:48.799,0:25:52.000
payroll or

0:25:50.080,0:25:54.320
you know just you don't have to know it

0:25:52.000,0:25:55.440
know it you have to understand it

0:25:54.320,0:25:58.000
right because then if you understand

0:25:55.440,0:25:59.440
that you could speak on it hey and and

0:25:58.000,0:26:01.520
i'll add to that when i first started

0:25:59.440,0:26:03.520
with the company i was doing sales

0:26:01.520,0:26:05.760
i didn't want to be known as the geeky

0:26:03.520,0:26:06.880
white guy who came into the business and

0:26:05.760,0:26:08.960
married into it

0:26:06.880,0:26:11.200
uh that's the last thing i ever wanted

0:26:08.960,0:26:12.400
so i made it a point to work at every

0:26:11.200,0:26:15.679
single job site

0:26:12.400,0:26:17.360
doing everyone's job at various points

0:26:15.679,0:26:19.679
of time so i knew their job well i knew

0:26:17.360,0:26:21.120
their hours i'd worked there for a week

0:26:19.679,0:26:22.880
they would complain because i was the

0:26:21.120,0:26:25.840
slowest guy out there

0:26:22.880,0:26:26.720
but hey i did it and no one could say

0:26:25.840,0:26:28.960
hey

0:26:26.720,0:26:30.400
mark it you don't know how it feels well

0:26:28.960,0:26:33.440
yeah no i do know how yeah

0:26:30.400,0:26:34.400
because i i did uh as in your shoes and

0:26:33.440,0:26:36.000
i think uh

0:26:34.400,0:26:38.400
more cleaning business owners really

0:26:36.000,0:26:39.600
need to do that i know we're diving in

0:26:38.400,0:26:41.520
leadership here but

0:26:39.600,0:26:43.279
we certainly need to do that so at least

0:26:41.520,0:26:44.640
if that person quits we know what to

0:26:43.279,0:26:46.159
expect when we go to higher their

0:26:44.640,0:26:49.840
replacement

0:26:46.159,0:26:51.679
100 100 absolutely absolutely

0:26:49.840,0:26:53.679
it probably made you a better salesman

0:26:51.679,0:26:56.400
in the long run for the industry

0:26:53.679,0:26:56.960
because you you had real life experience

0:26:56.400,0:27:01.760
and you

0:26:56.960,0:27:04.720
knew okay a realistic production rate

0:27:01.760,0:27:06.159
is going to be x versus you know what

0:27:04.720,0:27:07.679
what somebody might have taught you or

0:27:06.159,0:27:09.919
what you might have read in a book

0:27:07.679,0:27:10.960
because you were out doing it you know

0:27:09.919,0:27:13.919
you you realize

0:27:10.960,0:27:16.159
like you know depending on the thickness

0:27:13.919,0:27:17.520
of the trash bag how easy it is to open

0:27:16.159,0:27:19.679
the trash bag

0:27:17.520,0:27:21.440
especially if you got gloves on versus

0:27:19.679,0:27:22.240
doing it bare-handed and things like

0:27:21.440,0:27:25.520
that

0:27:22.240,0:27:27.520
um you know so when the

0:27:25.520,0:27:29.760
when the books are telling you oh well

0:27:27.520,0:27:33.520
you can do you know

0:27:29.760,0:27:35.679
ten trash cans and and and three minutes

0:27:33.520,0:27:37.200
you're like no that's not realistic ah

0:27:35.679,0:27:39.520
yeah that's not realistic

0:27:37.200,0:27:41.120
there's like those are just a reference

0:27:39.520,0:27:43.200
like i always have people tell me no

0:27:41.120,0:27:44.559
you know the numbers say are those your

0:27:43.200,0:27:46.480
numbers though or

0:27:44.559,0:27:48.399
you know because i know you know my

0:27:46.480,0:27:50.240
quality control girl can

0:27:48.399,0:27:51.679
zip through these garbage and realign in

0:27:50.240,0:27:53.840
like 45 seconds

0:27:51.679,0:27:55.840
not that we have to do it fast but it's

0:27:53.840,0:27:56.399
like it just builds confidence like i

0:27:55.840,0:27:59.120
can't tell

0:27:56.399,0:28:00.640
business owners more than you i know you

0:27:59.120,0:28:00.960
may not want to do sales but you're

0:28:00.640,0:28:03.520
going to

0:28:00.960,0:28:04.000
end up being in sales as a business

0:28:03.520,0:28:05.600
owner

0:28:04.000,0:28:08.399
because you're always selling your brand

0:28:05.600,0:28:09.120
you're always i tell people abs always

0:28:08.399,0:28:11.120
be selling

0:28:09.120,0:28:13.200
right not that you're selling your

0:28:11.120,0:28:16.399
service you're selling you

0:28:13.200,0:28:17.360
you're you are the brand you you are the

0:28:16.399,0:28:20.159
culture behind

0:28:17.360,0:28:20.960
the values of your company so it's like

0:28:20.159,0:28:22.320
by default

0:28:20.960,0:28:24.159
you become a salesperson but it's

0:28:22.320,0:28:27.120
because you you did all the work

0:28:24.159,0:28:28.240
yourself at some point not again i i

0:28:27.120,0:28:29.840
feel like people are like rick but

0:28:28.240,0:28:32.159
you're telling me to clean clean clean

0:28:29.840,0:28:34.240
i'm like not not you know not clean for

0:28:32.159,0:28:36.559
a month straight five days a week

0:28:34.240,0:28:38.799
learn it though because mark you my

0:28:36.559,0:28:40.799
cousin is doing what you what you did

0:28:38.799,0:28:42.960
he just started in the business with us

0:28:40.799,0:28:45.679
you know we're we're eight years in so

0:28:42.960,0:28:46.240
a lot of people's in different roles so

0:28:45.679,0:28:48.720
he's like

0:28:46.240,0:28:49.760
rick head down where do you want me

0:28:48.720,0:28:52.159
where do i go

0:28:49.760,0:28:53.039
so he goes different accounts learns the

0:28:52.159,0:28:55.679
account

0:28:53.039,0:28:56.399
backs up here is repairing the vacuums

0:28:55.679,0:28:58.240
over here

0:28:56.399,0:28:59.600
runs the floor scrubber in the office

0:28:58.240,0:29:00.480
because he's like rick i just need to

0:28:59.600,0:29:03.520
learn everything

0:29:00.480,0:29:05.440
because i'm no good to you if you know

0:29:03.520,0:29:06.880
if i am just a team member that was

0:29:05.440,0:29:09.679
given a role

0:29:06.880,0:29:10.240
but i didn't earn it you know so it's

0:29:09.679,0:29:12.320
like

0:29:10.240,0:29:14.320
man like i i just love the attitude

0:29:12.320,0:29:15.600
because it at that point it's like but

0:29:14.320,0:29:16.960
you're almost like an entrepreneur

0:29:15.600,0:29:18.559
yourself you know you're you're wanting

0:29:16.960,0:29:21.919
to learn all these things it's

0:29:18.559,0:29:23.760
it's uh contagious you know hey if he's

0:29:21.919,0:29:24.720
looking to move to the dc area let me

0:29:23.760,0:29:27.039
know

0:29:24.720,0:29:27.919
oh no no no he's staying here but he's

0:29:27.039,0:29:31.440
uh he's

0:29:27.919,0:29:33.520
yeah uh all right so guys

0:29:31.440,0:29:35.200
i wanted to again i'm i'm going a little

0:29:33.520,0:29:38.080
deep on like the actual

0:29:35.200,0:29:39.200
like how the education feels and and

0:29:38.080,0:29:40.480
would look like

0:29:39.200,0:29:41.919
because i think the audience needs to

0:29:40.480,0:29:42.559
know this just because i'm telling you

0:29:41.919,0:29:44.640
man

0:29:42.559,0:29:46.080
i google search all the time i talk to

0:29:44.640,0:29:49.039
as many people as i do

0:29:46.080,0:29:49.520
there is just not enough coaches okay i

0:29:49.039,0:29:52.960
mean there

0:29:49.520,0:29:54.799
and then with kobe going on digital is a

0:29:52.960,0:29:56.159
tough way to learn but i think if we do

0:29:54.799,0:29:57.200
the right thing and we have the right

0:29:56.159,0:29:59.840
frameworks

0:29:57.200,0:30:01.120
it can be done right school education is

0:29:59.840,0:30:03.840
being done that way now

0:30:01.120,0:30:04.320
so ideas that i was always thinking of

0:30:03.840,0:30:06.399
are

0:30:04.320,0:30:08.000
things that that these cleaning business

0:30:06.399,0:30:10.640
owners can take advantage of

0:30:08.000,0:30:12.640
like you know boot camp type of programs

0:30:10.640,0:30:13.760
how do you guys feel

0:30:12.640,0:30:16.080
do you feel like it's too much

0:30:13.760,0:30:18.720
information to try to to

0:30:16.080,0:30:20.480
put into like a one or two week program

0:30:18.720,0:30:23.039
where if you guys are hosting it or

0:30:20.480,0:30:25.919
being a part of it like

0:30:23.039,0:30:27.440
how how much information can a can a

0:30:25.919,0:30:29.279
cleaning business owner take on

0:30:27.440,0:30:30.640
and commit to if they're still trying to

0:30:29.279,0:30:33.919
grow their business

0:30:30.640,0:30:35.679
and be in the business in the beginning

0:30:33.919,0:30:37.039
that's the big challenge right there if

0:30:35.679,0:30:37.679
they're in the business and they're

0:30:37.039,0:30:40.880
cleaning

0:30:37.679,0:30:44.320
every day it's almost exhausting

0:30:40.880,0:30:47.679
for them to think about committing to

0:30:44.320,0:30:50.960
you know a two-week program where

0:30:47.679,0:30:53.919
for five days a week for two weeks

0:30:50.960,0:30:54.320
they have to sit down with a coach and

0:30:53.919,0:30:57.279
and

0:30:54.320,0:30:58.399
try to absorb all this knowledge and

0:30:57.279,0:31:00.320
then turn around and

0:30:58.399,0:31:02.840
and leave home an hour later and go

0:31:00.320,0:31:05.760
clean for the next six seven hours

0:31:02.840,0:31:09.120
right

0:31:05.760,0:31:10.640
i mean it's valuable information

0:31:09.120,0:31:12.720
it's going to move them to the next

0:31:10.640,0:31:14.320
level they're going to see their way out

0:31:12.720,0:31:15.840
of cleaning and they're going to see

0:31:14.320,0:31:18.720
their way into

0:31:15.840,0:31:21.200
starting to supervise at first and maybe

0:31:18.720,0:31:23.360
even then move on to

0:31:21.200,0:31:24.960
actually being the true visionary of

0:31:23.360,0:31:26.880
their of their business

0:31:24.960,0:31:28.399
and and creating an organization that

0:31:26.880,0:31:31.519
they're proud of

0:31:28.399,0:31:33.200
um but when i when i think about it

0:31:31.519,0:31:35.440
that's i guess that's why

0:31:33.200,0:31:37.200
i break mine up into one hour calls once

0:31:35.440,0:31:38.080
a week because it's such a small

0:31:37.200,0:31:40.240
commitment

0:31:38.080,0:31:42.240
and i i get them to commit to the same

0:31:40.240,0:31:44.799
day the same time

0:31:42.240,0:31:45.440
now where that creates a limitation on

0:31:44.799,0:31:48.080
my end

0:31:45.440,0:31:49.519
obviously is i can only coach one person

0:31:48.080,0:31:51.440
on that day at that time

0:31:49.519,0:31:52.799
rather than a bunch of them because i i

0:31:51.440,0:31:54.880
don't want to i don't want to

0:31:52.799,0:31:56.080
have one business owner feel like

0:31:54.880,0:31:59.600
they're getting slighted not

0:31:56.080,0:32:02.320
not getting the true amount of of uh

0:31:59.600,0:32:04.480
attention that they need you know i've

0:32:02.320,0:32:07.279
created some training programs on

0:32:04.480,0:32:09.200
like bidding and estimating and they can

0:32:07.279,0:32:10.240
purchase that and kind of do that on a

0:32:09.200,0:32:12.799
one-off

0:32:10.240,0:32:13.679
but i've i've gone back in the the

0:32:12.799,0:32:15.840
history

0:32:13.679,0:32:18.080
of the people that have had the the

0:32:15.840,0:32:21.120
program people have had access and

0:32:18.080,0:32:24.240
and they actually paid for the program

0:32:21.120,0:32:26.960
and they get about 20 through it

0:32:24.240,0:32:28.399
and and they stop yeah because there's

0:32:26.960,0:32:28.880
nobody there to hold their hand there's

0:32:28.399,0:32:30.559
nobody

0:32:28.880,0:32:31.919
there to make them accountable for the

0:32:30.559,0:32:34.080
progress and

0:32:31.919,0:32:35.679
and ask them questions like hey did you

0:32:34.080,0:32:37.039
understand what you just learned in the

0:32:35.679,0:32:39.679
last session

0:32:37.039,0:32:40.399
you know do you need further explanation

0:32:39.679,0:32:42.640
on how to

0:32:40.399,0:32:44.559
how to gather the data and you know why

0:32:42.640,0:32:45.919
is it so important to gather all that

0:32:44.559,0:32:47.039
data

0:32:45.919,0:32:48.320
yeah when you're when you know when

0:32:47.039,0:32:50.000
you're getting ready to do your bid and

0:32:48.320,0:32:53.200
stuff so

0:32:50.000,0:32:54.799
yeah so i mean

0:32:53.200,0:32:56.320
so you were touching on bidding and

0:32:54.799,0:32:57.840
estimating and let's

0:32:56.320,0:32:59.600
i wanted to i didn't want to forget

0:32:57.840,0:33:01.279
about doing this too is

0:32:59.600,0:33:02.720
what are what are things that you guys

0:33:01.279,0:33:04.240
feel now with the years of knowledge you

0:33:02.720,0:33:06.559
guys have and mark i'll let you take

0:33:04.240,0:33:09.039
this first um

0:33:06.559,0:33:10.000
starting off as a business owner what

0:33:09.039,0:33:12.559
what are the must

0:33:10.000,0:33:14.559
do's first that that they should start

0:33:12.559,0:33:15.279
to align themselves i know it's an easy

0:33:14.559,0:33:18.320
thing to say

0:33:15.279,0:33:20.880
learn sales and sales but like what

0:33:18.320,0:33:22.320
what should business owners be aware of

0:33:20.880,0:33:24.320
in that first year let's

0:33:22.320,0:33:26.159
let's focus on the first year business

0:33:24.320,0:33:29.279
what should they get under their boat

0:33:26.159,0:33:32.480
like we were talking about earlier

0:33:29.279,0:33:34.000
i'd say uh going back to habit number

0:33:32.480,0:33:35.600
two begin with it in mind

0:33:34.000,0:33:37.120
figure out what you want to do with your

0:33:35.600,0:33:40.240
business you know

0:33:37.120,0:33:41.919
and create goals around that uh

0:33:40.240,0:33:44.480
a lot of people start their own business

0:33:41.919,0:33:46.960
but they don't have a plan to sell it

0:33:44.480,0:33:47.679
and i'm guilty of this yeah me too i

0:33:46.960,0:33:49.600
actually i

0:33:47.679,0:33:51.039
i don't have i need to work on my

0:33:49.600,0:33:53.120
strategy yeah i

0:33:51.039,0:33:54.640
i'm part of a mastermind and we brought

0:33:53.120,0:33:56.080
in guest speaker and i can't remember

0:33:54.640,0:33:58.080
who said but he goes

0:33:56.080,0:34:00.080
you need to create a plan to sell it

0:33:58.080,0:34:03.360
before you start it

0:34:00.080,0:34:04.880
and and never made i mean it makes sense

0:34:03.360,0:34:06.080
listening to it but at the time it

0:34:04.880,0:34:08.320
didn't make sense to me it's like well

0:34:06.080,0:34:10.079
it's my baby why do i want to sell it

0:34:08.320,0:34:12.159
and i think that's the first thing you

0:34:10.079,0:34:14.639
need to do you need to have

0:34:12.159,0:34:16.000
that in goal and then you need to have

0:34:14.639,0:34:19.119
stretch goals

0:34:16.000,0:34:20.000
from day one and tell that goal and it's

0:34:19.119,0:34:21.839
easy to plot

0:34:20.000,0:34:23.599
out you know you use programs like the

0:34:21.839,0:34:24.560
12-week year or what have you i love

0:34:23.599,0:34:27.520
that book

0:34:24.560,0:34:29.599
by brian moran or or any other system

0:34:27.520,0:34:33.040
but you come up with goals

0:34:29.599,0:34:34.320
and cycle through that so goals i would

0:34:33.040,0:34:36.240
say is number one

0:34:34.320,0:34:38.960
and this is outside the aesthetic stuff

0:34:36.240,0:34:40.079
like starting karina llc or s corp or c

0:34:38.960,0:34:42.560
corp or what have you

0:34:40.079,0:34:43.760
that that's outside of all that but i

0:34:42.560,0:34:46.320
think crane goals

0:34:43.760,0:34:48.960
is a must before starting any sore sales

0:34:46.320,0:34:52.320
process or operational process

0:34:48.960,0:34:54.960
okay michael what about you i i 100

0:34:52.320,0:34:55.679
agree i mean you you have to have a as

0:34:54.960,0:34:58.480
as clear

0:34:55.679,0:34:59.599
of a vision as you possibly can with

0:34:58.480,0:35:01.599
your business

0:34:59.599,0:35:03.280
where you want to be not just you know

0:35:01.599,0:35:05.200
in the next 30 days

0:35:03.280,0:35:07.200
but you know where do i want to be at

0:35:05.200,0:35:10.480
one year five year 10 years

0:35:07.200,0:35:12.640
and right up to the point like mark said

0:35:10.480,0:35:13.760
when i'm i'm selling my business you

0:35:12.640,0:35:15.680
know what what does that

0:35:13.760,0:35:17.119
what does that company look like you

0:35:15.680,0:35:19.280
know how profitable

0:35:17.119,0:35:22.079
am i what systems have i put in place

0:35:19.280,0:35:25.359
that are so easy and so duplicatable

0:35:22.079,0:35:26.800
that my business runs without me being

0:35:25.359,0:35:31.359
present

0:35:26.800,0:35:34.560
and yeah it's it's not an easy task

0:35:31.359,0:35:36.560
yeah the more the more you more you

0:35:34.560,0:35:36.880
visualize it the more you conceptualize

0:35:36.560,0:35:40.079
it

0:35:36.880,0:35:43.359
and write it down and break it down into

0:35:40.079,0:35:46.720
to smaller smaller steps

0:35:43.359,0:35:47.599
to be able to move it forward it becomes

0:35:46.720,0:35:51.280
so much more

0:35:47.599,0:35:51.280
attainable and

0:35:51.520,0:35:56.880
you know a great book that kind of

0:35:55.040,0:35:58.079
kind of puts it all into perspective for

0:35:56.880,0:36:01.200
a lot of people is the book

0:35:58.079,0:36:05.200
traction oh man i just finished it

0:36:01.200,0:36:07.520
i just i've started eos uh april first

0:36:05.200,0:36:09.119
yeah it's and it's it's a great it's a

0:36:07.520,0:36:10.320
great book i mean it really kind of

0:36:09.119,0:36:12.880
breaks it down

0:36:10.320,0:36:15.599
um you know it outlines you know how

0:36:12.880,0:36:18.800
there needs to be that visionary person

0:36:15.599,0:36:20.160
and then they they need to have that uh

0:36:18.800,0:36:22.640
implementer they need to have that

0:36:20.160,0:36:25.839
person that's able to

0:36:22.640,0:36:27.200
uh take the vision and put it into

0:36:25.839,0:36:30.880
working order

0:36:27.200,0:36:33.040
and make it happen so no i i love

0:36:30.880,0:36:34.640
i read that so i you know guys at

0:36:33.040,0:36:36.160
january 4th i had covet

0:36:34.640,0:36:38.560
so for 10 days i was stuck in the

0:36:36.160,0:36:38.960
basement track traction was a book i

0:36:38.560,0:36:41.599
read

0:36:38.960,0:36:42.240
i read the book in in about three days

0:36:41.599,0:36:44.720
um

0:36:42.240,0:36:46.000
but that it opened up my eyes like the

0:36:44.720,0:36:49.040
whole visionary

0:36:46.000,0:36:49.760
and integrator role right like i was

0:36:49.040,0:36:51.599
playing both

0:36:49.760,0:36:53.599
but i was terrible at integrating you

0:36:51.599,0:36:54.960
know like i

0:36:53.599,0:36:56.880
and that's the thing that i wanted to

0:36:54.960,0:37:00.000
touch on next with you guys is

0:36:56.880,0:37:03.359
key personnel uh and

0:37:00.000,0:37:04.079
and the system of getting the stuff out

0:37:03.359,0:37:06.640
of here

0:37:04.079,0:37:08.079
right and and getting it where it could

0:37:06.640,0:37:10.400
be shared much easier

0:37:08.079,0:37:12.960
because you said it duplicate how do we

0:37:10.400,0:37:15.440
rinse and repeat and duplicate

0:37:12.960,0:37:16.160
where us as business owners i know i was

0:37:15.440,0:37:18.720
guilty

0:37:16.160,0:37:19.280
of always just wigging it right and

0:37:18.720,0:37:20.720
saying

0:37:19.280,0:37:22.240
hey i'm going to train this guy in like

0:37:20.720,0:37:22.800
a couple hours i'm gonna whiteboard it

0:37:22.240,0:37:25.920
i'm gonna

0:37:22.800,0:37:28.640
pop up quick quick quick fast fast fast

0:37:25.920,0:37:30.640
but it's like you it just does us no

0:37:28.640,0:37:32.320
good for it to be in our heads

0:37:30.640,0:37:33.920
i'd love to just try to think of

0:37:32.320,0:37:36.480
exercises or

0:37:33.920,0:37:37.440
ways to bring it from our head and our

0:37:36.480,0:37:39.920
brains

0:37:37.440,0:37:40.720
and put it in a process where somebody

0:37:39.920,0:37:42.800
could walk in

0:37:40.720,0:37:44.079
not speak to you and learn what you're

0:37:42.800,0:37:46.800
doing

0:37:44.079,0:37:47.200
and re repeat it back to you and you as

0:37:46.800,0:37:50.000
the

0:37:47.200,0:37:50.800
as the person that created that say oh

0:37:50.000,0:37:52.880
you nailed it

0:37:50.800,0:37:54.079
you know like that that's that was it

0:37:52.880,0:37:55.680
how did you know how did

0:37:54.079,0:37:57.359
like how do we get in each other's heads

0:37:55.680,0:38:00.079
as owners and leaders

0:37:57.359,0:38:01.520
so then the next person in line or the

0:38:00.079,0:38:02.320
people that we choose that are key

0:38:01.520,0:38:03.920
personnel

0:38:02.320,0:38:05.680
because it's without if you don't have

0:38:03.920,0:38:07.280
engaged people

0:38:05.680,0:38:09.119
you're they're going to be working

0:38:07.280,0:38:11.920
tirelessly till

0:38:09.119,0:38:13.440
forever you know it's like what do you

0:38:11.920,0:38:15.119
guys think about

0:38:13.440,0:38:17.040
what have you seen what have you done

0:38:15.119,0:38:18.640
have you guys done anything to

0:38:17.040,0:38:20.480
how do we extract the knowledge that's

0:38:18.640,0:38:23.359
in our head for other people to step

0:38:20.480,0:38:25.920
into roles and delegation to really work

0:38:23.359,0:38:25.920
the right way

0:38:27.200,0:38:30.720
uh i hired a business coach by name of

0:38:29.680,0:38:33.440
scott beebe with

0:38:30.720,0:38:35.359
business on purpose and this business

0:38:33.440,0:38:39.280
coach he really coached me through

0:38:35.359,0:38:41.520
the art of delegation creating rule

0:38:39.280,0:38:42.880
roles i should say within your company

0:38:41.520,0:38:45.440
by which

0:38:42.880,0:38:47.119
everything's in google docs and if you

0:38:45.440,0:38:49.200
were hit by a mack truck tomorrow

0:38:47.119,0:38:50.160
someone could easily slide in pull up

0:38:49.200,0:38:53.200
that google doc

0:38:50.160,0:38:55.440
and know exactly to the t what needs to

0:38:53.200,0:38:57.680
be done within the organization

0:38:55.440,0:38:58.960
so he taught me mission vision values

0:38:57.680,0:39:01.119
but also

0:38:58.960,0:39:03.280
specifically delegation and team

0:39:01.119,0:39:05.520
meetings creating that cohesion

0:39:03.280,0:39:07.040
and running a business through uh proper

0:39:05.520,0:39:07.839
business systems it also makes your

0:39:07.040,0:39:10.880
business far

0:39:07.839,0:39:12.720
more profitable and sellable uh

0:39:10.880,0:39:14.560
because that person buying it really

0:39:12.720,0:39:16.240
wants to know hey can the business run

0:39:14.560,0:39:18.720
without me

0:39:16.240,0:39:20.400
see and that's i mean so mark you don't

0:39:18.720,0:39:21.839
even know attraction or eo or i don't

0:39:20.400,0:39:24.079
know if you've read it but that's

0:39:21.839,0:39:26.720
right michael i mean i feel like that's

0:39:24.079,0:39:29.359
kind of those pillars right and like how

0:39:26.720,0:39:31.200
how you create because it was funny i i

0:39:29.359,0:39:33.200
swear to god i'm guilty of this

0:39:31.200,0:39:34.400
i started filling out this sheet that

0:39:33.200,0:39:37.119
they give you

0:39:34.400,0:39:39.200
before i finish reading the page and it

0:39:37.119,0:39:40.480
specifically says do not put names in

0:39:39.200,0:39:43.920
the box

0:39:40.480,0:39:44.560
fill up fill out the row first then put

0:39:43.920,0:39:47.280
a name

0:39:44.560,0:39:48.960
so it's like know what the role is first

0:39:47.280,0:39:50.480
then understand who is that person you

0:39:48.960,0:39:51.920
want to put in that place

0:39:50.480,0:39:53.839
because the role should not be defined

0:39:51.920,0:39:56.320
by the person the person should be

0:39:53.839,0:39:57.520
defined by the role and

0:39:56.320,0:39:59.839
like that was that's something that

0:39:57.520,0:40:01.280
stuck to me because i was like damn

0:39:59.839,0:40:03.920
i've been doing it the other way the

0:40:01.280,0:40:03.920
whole time

0:40:04.319,0:40:07.599
yeah absolutely i mean it's so easy to

0:40:06.400,0:40:10.960
fall into that

0:40:07.599,0:40:13.359
um it's it's kind of just a comfort zone

0:40:10.960,0:40:14.720
right we we know who we have surrounding

0:40:13.359,0:40:18.319
us in the business

0:40:14.720,0:40:21.119
so we look at them and we go oh well

0:40:18.319,0:40:21.520
i want them to do i want them to do one

0:40:21.119,0:40:25.359
two

0:40:21.520,0:40:27.119
three four x you know x y z and

0:40:25.359,0:40:28.480
this whole role has been centered around

0:40:27.119,0:40:30.000
that person but then when you go and

0:40:28.480,0:40:31.839
talk to that person that person's like

0:40:30.000,0:40:33.920
well man i'm not good at number two and

0:40:31.839,0:40:36.839
i'm no good at x and i'm no good at

0:40:33.920,0:40:38.240
z and you know why why are those my

0:40:36.839,0:40:40.400
responsibilities

0:40:38.240,0:40:43.119
i'm going to struggle with that i'm i'm

0:40:40.400,0:40:45.599
much better at

0:40:43.119,0:40:47.920
this whole other side of the business

0:40:45.599,0:40:49.680
and you know it's also about aligning

0:40:47.920,0:40:53.680
the right people

0:40:49.680,0:40:55.520
into the right job and the right task

0:40:53.680,0:40:56.800
because if if they're happy with what

0:40:55.520,0:40:59.280
they're doing

0:40:56.800,0:41:00.800
they're going to excel 10 times faster

0:40:59.280,0:41:02.640
yeah than a person

0:41:00.800,0:41:04.319
that is just going through the motions

0:41:02.640,0:41:06.400
because maybe it's something that was

0:41:04.319,0:41:08.480
put down on their job role their

0:41:06.400,0:41:09.920
their job description and they're trying

0:41:08.480,0:41:12.960
to fulfill

0:41:09.920,0:41:15.440
the the blank space

0:41:12.960,0:41:16.800
of that of the business in order to make

0:41:15.440,0:41:19.839
it happen

0:41:16.800,0:41:21.280
so you definitely want to make sure that

0:41:19.839,0:41:22.640
you're aligning the right people on the

0:41:21.280,0:41:24.800
right task as well so

0:41:22.640,0:41:25.839
so here's something i want to ask uh

0:41:24.800,0:41:28.800
your opinions on

0:41:25.839,0:41:29.760
so the structure of a cleaning business

0:41:28.800,0:41:32.400
right there there's

0:41:29.760,0:41:33.760
it varies you could say varies per

0:41:32.400,0:41:35.280
market per

0:41:33.760,0:41:37.280
you know if you're you know going after

0:41:35.280,0:41:40.480
government more so than education

0:41:37.280,0:41:43.680
but outside of who you're targeting

0:41:40.480,0:41:46.319
as far as the organization itself

0:41:43.680,0:41:48.079
do you guys do you guys feel like there

0:41:46.319,0:41:51.359
is a common framework

0:41:48.079,0:41:54.000
that could be taught as far as like

0:41:51.359,0:41:55.920
you know you've got your ceo you've got

0:41:54.000,0:41:56.960
your director of operations and you have

0:41:55.920,0:41:59.119
your

0:41:56.960,0:42:01.440
uh general manager and then your area

0:41:59.119,0:42:04.000
managers and then a field supervisor

0:42:01.440,0:42:05.280
and then quality control like i know

0:42:04.000,0:42:06.800
that org charts

0:42:05.280,0:42:08.640
it depends on who you are as a firm and

0:42:06.800,0:42:11.920
what your mission or values are but

0:42:08.640,0:42:13.680
but does it like could is there

0:42:11.920,0:42:15.040
some type of cookie cutter that if

0:42:13.680,0:42:16.240
you're a cleaning business owner as

0:42:15.040,0:42:18.800
you're growing

0:42:16.240,0:42:20.400
that you start to feel like okay i know

0:42:18.800,0:42:22.720
i hit this mark

0:42:20.400,0:42:23.520
it's time to look for an area manager

0:42:22.720,0:42:26.400
i've hit

0:42:23.520,0:42:27.280
this mark i should have an inspector

0:42:26.400,0:42:28.800
like

0:42:27.280,0:42:30.319
how do you guys feel about that like

0:42:28.800,0:42:31.839
that's something that i've i've always

0:42:30.319,0:42:34.640
tried to think of

0:42:31.839,0:42:36.560
and i've made many mistakes over hiring

0:42:34.640,0:42:37.680
or hiring too soon or building a role

0:42:36.560,0:42:39.359
that i shouldn't have

0:42:37.680,0:42:41.680
but i just i always felt like there

0:42:39.359,0:42:45.119
should be a metric that told me

0:42:41.680,0:42:47.760
when i should have created a role or

0:42:45.119,0:42:49.599
does it just present itself i mean what

0:42:47.760,0:42:52.240
i know it's a loaded question but like

0:42:49.599,0:42:53.119
let's talk through what does a cleaning

0:42:52.240,0:42:55.599
organization

0:42:53.119,0:42:55.599
look like

0:42:57.359,0:43:02.160
uh i'll jump in um

0:43:00.400,0:43:04.079
you know there's i don't think there's a

0:43:02.160,0:43:05.200
cookie cutter because it could vary from

0:43:04.079,0:43:07.119
company to company

0:43:05.200,0:43:08.560
company you could call whatever you want

0:43:07.119,0:43:09.599
as long as those roles are being

0:43:08.560,0:43:11.440
accomplished

0:43:09.599,0:43:13.920
but what my business partner francisco

0:43:11.440,0:43:16.000
and i do on a very regular basis and

0:43:13.920,0:43:18.240
frequent basis at least once a week

0:43:16.000,0:43:19.440
we'll sit down and write down every

0:43:18.240,0:43:22.079
single need within

0:43:19.440,0:43:23.280
our organization that maybe we're missed

0:43:22.079,0:43:26.480
in the mark

0:43:23.280,0:43:28.160
you know whether bqc or what meaning

0:43:26.480,0:43:31.200
quality control or maybe it's

0:43:28.160,0:43:32.880
customer relationships or dealing with

0:43:31.200,0:43:34.720
employees or maybe we have employees

0:43:32.880,0:43:36.319
complaining about something that that

0:43:34.720,0:43:38.960
we're missing the mark on or

0:43:36.319,0:43:39.440
they need help in and so we make that

0:43:38.960,0:43:42.800
list

0:43:39.440,0:43:46.480
and based on the top of that list

0:43:42.800,0:43:47.839
we'll go in and uh pick out items that

0:43:46.480,0:43:49.680
that need to be done first

0:43:47.839,0:43:51.680
and then create a roll around there or

0:43:49.680,0:43:56.319
at least a position around it

0:43:51.680,0:43:56.319
and then we target that way okay

0:43:56.800,0:43:59.839
i think that's a great way to do it mark

0:43:58.880,0:44:01.760
is you know

0:43:59.839,0:44:03.119
and you're doing it on a very frequent

0:44:01.760,0:44:04.480
basis every week

0:44:03.119,0:44:06.480
you know you're really looking at the

0:44:04.480,0:44:08.480
needs of the business and

0:44:06.480,0:44:10.000
and trying to decide is this something

0:44:08.480,0:44:12.960
that maybe an existing

0:44:10.000,0:44:14.319
uh position can take on a little bit of

0:44:12.960,0:44:15.839
extra responsibility

0:44:14.319,0:44:17.359
or is this something where i need to

0:44:15.839,0:44:21.119
create an entirely new

0:44:17.359,0:44:23.200
new position um sometimes i think it has

0:44:21.119,0:44:23.839
to do with the ceo of the company as

0:44:23.200,0:44:26.640
well

0:44:23.839,0:44:27.760
how comfortable with giving up

0:44:26.640,0:44:31.040
responsibilities

0:44:27.760,0:44:33.680
is the ceo um you know

0:44:31.040,0:44:36.000
a lot of times especially in small small

0:44:33.680,0:44:39.520
businesses you know where they've got

0:44:36.000,0:44:43.359
10 or 15 people total they struggle

0:44:39.520,0:44:45.280
to relinquish duties to somebody else

0:44:43.359,0:44:46.560
because they feel like if they don't do

0:44:45.280,0:44:48.160
it themselves

0:44:46.560,0:44:50.560
the business is simply going to fall

0:44:48.160,0:44:50.560
apart

0:44:50.880,0:44:53.920
first three years yeah and they need to

0:44:52.880,0:44:57.520
find the

0:44:53.920,0:45:00.880
trust um within somebody else

0:44:57.520,0:45:03.440
and then they need to get comfortable

0:45:00.880,0:45:04.160
with painting the picture of their

0:45:03.440,0:45:06.720
business

0:45:04.160,0:45:07.280
what is it that they want to see it look

0:45:06.720,0:45:10.800
like

0:45:07.280,0:45:13.359
in the future and and really

0:45:10.800,0:45:14.640
uh create it in as much detail as

0:45:13.359,0:45:16.560
humanly possible

0:45:14.640,0:45:18.960
you know the better you can describe

0:45:16.560,0:45:22.079
what your vision as a ceo

0:45:18.960,0:45:23.599
is to a subordinate you know whether

0:45:22.079,0:45:26.079
it's an operations manager

0:45:23.599,0:45:27.280
general manager or even an area manager

0:45:26.079,0:45:30.880
if that's as

0:45:27.280,0:45:31.359
big as your company is if you can't

0:45:30.880,0:45:34.640
create

0:45:31.359,0:45:36.240
solid buy-in from them they're going to

0:45:34.640,0:45:37.280
show up they're going to punch the clock

0:45:36.240,0:45:38.720
they're going to do their thing and

0:45:37.280,0:45:40.079
they're going to go home

0:45:38.720,0:45:42.400
yeah but they're they're not going to

0:45:40.079,0:45:46.160
help move you to the next level

0:45:42.400,0:45:48.000
but if you really uh ignite a passion

0:45:46.160,0:45:50.560
in them because they can see where you

0:45:48.000,0:45:53.920
want to take the business and how

0:45:50.560,0:45:56.880
the their efforts help elevate

0:45:53.920,0:45:58.240
the business but also you intend to

0:45:56.880,0:46:00.800
bring them along

0:45:58.240,0:46:02.720
through the process and allow them the

0:46:00.800,0:46:04.000
opportunity to continue to grow within

0:46:02.720,0:46:05.599
your organization

0:46:04.000,0:46:07.359
and move up and you're going to provide

0:46:05.599,0:46:10.960
them education and support

0:46:07.359,0:46:13.599
in order to get there then you really

0:46:10.960,0:46:16.800
create a an amazing synergy

0:46:13.599,0:46:20.000
and it it will move movements

0:46:16.800,0:46:21.599
for sure man i i my god goosebumps as

0:46:20.000,0:46:23.359
you said that right because

0:46:21.599,0:46:24.560
i you know it's like i always say you

0:46:23.359,0:46:26.240
know people are always telling me rick

0:46:24.560,0:46:26.640
you share so much information why are

0:46:26.240,0:46:28.720
you

0:46:26.640,0:46:29.839
why do you put so much out there i'm

0:46:28.720,0:46:31.920
like well

0:46:29.839,0:46:33.040
i mean a cleaning organization is a

0:46:31.920,0:46:34.480
cleaning organization

0:46:33.040,0:46:36.880
i use the same chemicals as somebody

0:46:34.480,0:46:40.160
else me and mark use the same

0:46:36.880,0:46:43.119
backpack sprayers the same vacuum i got

0:46:40.160,0:46:43.760
i've learned stuff that michael's like

0:46:43.119,0:46:45.200
we all

0:46:43.760,0:46:46.480
it's all out there for us to learn and

0:46:45.200,0:46:47.760
to understand it's not like there's a

0:46:46.480,0:46:50.160
secret sauce

0:46:47.760,0:46:51.920
but i'm like it's my family and it's the

0:46:50.160,0:46:54.480
key personnel that i have

0:46:51.920,0:46:55.680
that you can't have so it's like my my

0:46:54.480,0:46:58.480
director of operations

0:46:55.680,0:47:00.560
matches my intensity times too my

0:46:58.480,0:47:03.520
partner on the facility maintenance side

0:47:00.560,0:47:05.440
was my former boss that is a visionary

0:47:03.520,0:47:08.000
like no what no other business

0:47:05.440,0:47:08.960
where it's like you said it they bought

0:47:08.000,0:47:10.319
it

0:47:08.960,0:47:12.400
i'm going as far as they take me

0:47:10.319,0:47:14.880
actually right like i'm their c i'm the

0:47:12.400,0:47:16.640
the owner of the business but holy cow

0:47:14.880,0:47:17.119
do i go as far as my team goes and

0:47:16.640,0:47:19.280
they're go

0:47:17.119,0:47:20.800
they're trying to shoot for the moon so

0:47:19.280,0:47:22.559
it's like they bought it

0:47:20.800,0:47:25.119
you know people buy and then the people

0:47:22.559,0:47:28.400
that don't it's okay

0:47:25.119,0:47:30.079
but they're in they're in positions that

0:47:28.400,0:47:31.599
they may not need to buy into certain

0:47:30.079,0:47:33.119
things or they'll see their way out

0:47:31.599,0:47:34.960
right and it's that's what i think we

0:47:33.119,0:47:38.000
get afraid of is

0:47:34.960,0:47:39.599
is firing somebody early on or you know

0:47:38.000,0:47:41.040
replacing somebody when you're like i'm

0:47:39.599,0:47:42.079
just growing i'm just growing i can't

0:47:41.040,0:47:43.920
afford that

0:47:42.079,0:47:45.440
but it's actually probably better for it

0:47:43.920,0:47:47.520
to come back in your lap then

0:47:45.440,0:47:49.359
until you find that person that you know

0:47:47.520,0:47:51.760
to me it's the personnel

0:47:49.359,0:47:53.440
i think companies grow as they hire the

0:47:51.760,0:47:58.720
right people and bring on the right

0:47:53.440,0:48:01.280
team members hire slow and fire fast

0:47:58.720,0:48:02.640
yes yes i learned that the hard way but

0:48:01.280,0:48:06.000
that is

0:48:02.640,0:48:08.240
spot on all right so another topic i

0:48:06.000,0:48:10.400
wanted to talk on and i think this is

0:48:08.240,0:48:11.520
such a crucial one for for small

0:48:10.400,0:48:13.839
cleaning business owners i mean there's

0:48:11.520,0:48:16.240
so many topics right but

0:48:13.839,0:48:17.200
uh let's you know talk to you guys about

0:48:16.240,0:48:19.599
cash flow

0:48:17.200,0:48:21.359
like as an early on company business

0:48:19.599,0:48:24.480
owner

0:48:21.359,0:48:26.880
i did not understand cash flow um

0:48:24.480,0:48:28.480
until you know i got hit with some some

0:48:26.880,0:48:29.839
situations i had to get myself out of

0:48:28.480,0:48:32.000
but

0:48:29.839,0:48:34.000
like why this is why i think bidding is

0:48:32.000,0:48:35.680
so crucial like i think it starts with

0:48:34.000,0:48:37.440
the walkthrough it starts with the bid

0:48:35.680,0:48:39.040
it starts with the proposal because if

0:48:37.440,0:48:41.280
you underbid

0:48:39.040,0:48:43.520
you're in a you're enough and you got a

0:48:41.280,0:48:45.440
two-year contract oh

0:48:43.520,0:48:46.800
i mean you're in a reap of trouble so

0:48:45.440,0:48:48.559
like

0:48:46.800,0:48:50.480
how how should business owners as

0:48:48.559,0:48:51.359
they're starting off account for cash

0:48:50.480,0:48:53.839
flow like what are

0:48:51.359,0:48:55.119
there any formulas you guys think of or

0:48:53.839,0:48:58.079
or just

0:48:55.119,0:49:00.079
stats or percentages that that are quick

0:48:58.079,0:49:01.280
tips right that they should think of

0:49:00.079,0:49:05.119
as they're starting to go after

0:49:01.280,0:49:05.119
businesses and grow their company

0:49:07.440,0:49:12.079
well i'll jump in uh cash flow we

0:49:10.559,0:49:13.760
we learned that the hard way because

0:49:12.079,0:49:16.960
when we bought the company

0:49:13.760,0:49:20.240
my father-in-law priced the contracts

0:49:16.960,0:49:23.119
to win his goal was to win 100

0:49:20.240,0:49:23.760
and that's the stupidest thing you could

0:49:23.119,0:49:26.240
ever do and

0:49:23.760,0:49:28.240
there's times where again i told you in

0:49:26.240,0:49:30.800
the beginning i was in charge of sales

0:49:28.240,0:49:32.480
i would bid out project or contract and

0:49:30.800,0:49:34.720
he would override my price he goes

0:49:32.480,0:49:35.520
i don't think people would sign it so

0:49:34.720,0:49:38.000
let's let's

0:49:35.520,0:49:38.880
jump you know bump it down 20 but here's

0:49:38.000,0:49:40.800
the thing

0:49:38.880,0:49:42.240
if you're increasing three percent on a

0:49:40.800,0:49:46.400
loss you're still losing

0:49:42.240,0:49:48.800
okay so i i think the big key is

0:49:46.400,0:49:50.319
you know certainly bid high and not bid

0:49:48.800,0:49:53.760
high but but bid

0:49:50.319,0:49:56.640
responsibly uh well drink responsibly

0:49:53.760,0:49:58.960
bid responsibly so that that's that's

0:49:56.640,0:50:01.599
the big one right there um

0:49:58.960,0:50:02.559
uh go ahead michael i'm i'm drawing a

0:50:01.599,0:50:05.119
blank right now

0:50:02.559,0:50:06.400
okay uh one thing that i see especially

0:50:05.119,0:50:08.559
in the facebook groups

0:50:06.400,0:50:10.559
are a lot of residential cleaners that

0:50:08.559,0:50:12.720
are moving towards commercial work

0:50:10.559,0:50:13.760
yeah and there's they're so used to

0:50:12.720,0:50:17.280
seeing

0:50:13.760,0:50:18.960
you know anywhere between 35 to 50

0:50:17.280,0:50:21.200
an hour for their residential work and

0:50:18.960,0:50:22.640
they think that easily translates into

0:50:21.200,0:50:25.119
commercial work

0:50:22.640,0:50:27.280
and and the truth of it is it doesn't

0:50:25.119,0:50:30.240
because the margins are so much

0:50:27.280,0:50:32.240
uh smaller in commercial work so you

0:50:30.240,0:50:34.400
really have to be very accurate

0:50:32.240,0:50:36.160
when it comes to knowing what your labor

0:50:34.400,0:50:38.319
rate is covering all your

0:50:36.160,0:50:40.000
labor burden your supplies your overhead

0:50:38.319,0:50:43.119
cost and then making a profit

0:50:40.000,0:50:46.640
at the end of the day um

0:50:43.119,0:50:48.079
i've seen many uh owners that are doing

0:50:46.640,0:50:51.359
residential work and they're and

0:50:48.079,0:50:53.440
and they're doing such a small

0:50:51.359,0:50:56.079
clientele list that every time they make

0:50:53.440,0:50:58.640
35 an hour they put 35

0:50:56.079,0:51:00.880
an hour in their pocket they don't put

0:50:58.640,0:51:03.119
any money back into their business

0:51:00.880,0:51:04.400
uh and when they buy supplies they're

0:51:03.119,0:51:06.640
like well you know i just

0:51:04.400,0:51:08.240
i spend that on my grocery money i buy

0:51:06.640,0:51:10.000
supplies right

0:51:08.240,0:51:11.440
yeah and you know i'm at walmart i'm

0:51:10.000,0:51:13.839
just picking stuff up so

0:51:11.440,0:51:15.920
i'm gonna go clean somebody tomorrow and

0:51:13.839,0:51:17.680
they don't they don't have

0:51:15.920,0:51:19.359
they don't have certain pockets for

0:51:17.680,0:51:21.280
every dollar every cent

0:51:19.359,0:51:22.880
that comes in based on that dollar

0:51:21.280,0:51:24.240
amount and

0:51:22.880,0:51:26.240
you know that that's going to make or

0:51:24.240,0:51:29.040
break you as a business owner

0:51:26.240,0:51:30.240
i mean if you if you charged a client 35

0:51:29.040,0:51:33.200
an hour and you put a

0:51:30.240,0:51:33.920
35 check in your personal bank account

0:51:33.200,0:51:35.920
and that was it

0:51:33.920,0:51:36.960
at the end of the day you're not going

0:51:35.920,0:51:39.520
to survive

0:51:36.960,0:51:41.920
long in this business but if you

0:51:39.520,0:51:45.119
understood that that 35

0:51:41.920,0:51:47.359
only paid 15 an hour

0:51:45.119,0:51:48.960
paid some payroll tax put some money

0:51:47.359,0:51:50.720
back into your business to cover

0:51:48.960,0:51:52.559
your website your marketing your

0:51:50.720,0:51:54.079
business cards your uniforms and all

0:51:52.559,0:51:57.280
those different things

0:51:54.079,0:51:59.040
um then then you've got a chance yeah

0:51:57.280,0:52:01.440
that's that's a huge mistake i see

0:51:59.040,0:52:03.280
happening out there so i i gotta stop

0:52:01.440,0:52:05.359
you know i keep beating myself up here

0:52:03.280,0:52:06.000
right but i gotta give myself one pat on

0:52:05.359,0:52:09.440
the back

0:52:06.000,0:52:11.680
is early on with the one thing i did do

0:52:09.440,0:52:12.720
and uh you know my brother's my cfo now

0:52:11.680,0:52:14.400
and this is i mean it's

0:52:12.720,0:52:16.000
it's astonishing my brother's nine years

0:52:14.400,0:52:19.440
younger to me he's

0:52:16.000,0:52:21.520
he's my kid brother but he's a cpa

0:52:19.440,0:52:22.800
accounting master's like he's a numbers

0:52:21.520,0:52:24.559
guy he's always been

0:52:22.800,0:52:26.079
but one thing he told me when i first

0:52:24.559,0:52:27.119
was starting and this was he was young

0:52:26.079,0:52:30.319
at that point

0:52:27.119,0:52:31.760
was just uh have three bank accounts

0:52:30.319,0:52:33.760
you know when i first started i had an

0:52:31.760,0:52:34.480
operating account i had a payroll

0:52:33.760,0:52:36.559
account

0:52:34.480,0:52:37.520
and i had a reserves account so every

0:52:36.559,0:52:39.119
time money came in

0:52:37.520,0:52:40.720
everything came in in the operating

0:52:39.119,0:52:41.599
account but then i

0:52:40.720,0:52:43.280
you know because again i'm all

0:52:41.599,0:52:44.880
commercial i was never i didn't do

0:52:43.280,0:52:47.119
residential

0:52:44.880,0:52:49.280
and then i would distribute the money so

0:52:47.119,0:52:50.960
that's why like early on

0:52:49.280,0:52:52.559
i didn't have the other two accounts but

0:52:50.960,0:52:54.640
the minute he told me to do it

0:52:52.559,0:52:55.920
i saw the money come in and like you

0:52:54.640,0:52:58.480
said michael it was

0:52:55.920,0:53:00.000
the money went in over here for payroll

0:52:58.480,0:53:02.240
and then i put it in reserves to

0:53:00.000,0:53:04.400
cover the next machine i had to buy and

0:53:02.240,0:53:07.520
what i was left and operating i'm like

0:53:04.400,0:53:09.920
oh okay okay not much

0:53:07.520,0:53:11.280
no it's like i need to go with a couple

0:53:09.920,0:53:12.960
more accounts you know or

0:53:11.280,0:53:14.559
improve my you know i got to buy

0:53:12.960,0:53:16.079
supplies better right so i want to lead

0:53:14.559,0:53:16.640
this into this conversation too it's

0:53:16.079,0:53:18.720
like

0:53:16.640,0:53:20.240
there's certain categories that us as

0:53:18.720,0:53:22.960
cleaning business owners

0:53:20.240,0:53:23.520
should start to learn early on is how to

0:53:22.960,0:53:25.920
buy

0:53:23.520,0:53:26.960
better right how to how to buy and it's

0:53:25.920,0:53:30.319
not just supplies

0:53:26.960,0:53:33.200
it's equipment it's you know insurance

0:53:30.319,0:53:34.079
it's your vehicles it's a big one

0:53:33.200,0:53:37.599
uniforms

0:53:34.079,0:53:40.640
branding swag like you know

0:53:37.599,0:53:42.559
you if you don't have these buckets

0:53:40.640,0:53:45.280
i feel like you just don't know the

0:53:42.559,0:53:46.559
number and i'm a visual person so

0:53:45.280,0:53:48.640
i mean i don't know how you guys feel

0:53:46.559,0:53:50.880
too is how many i mean

0:53:48.640,0:53:52.400
what are the top buckets you know like i

0:53:50.880,0:53:54.000
know i just threw some out there but

0:53:52.400,0:53:56.400
like what what are buckets that they

0:53:54.000,0:53:58.319
should account for

0:53:56.400,0:54:00.079
they as clean business owners growing

0:53:58.319,0:54:01.280
hitting a refresh button buying into a

0:54:00.079,0:54:02.640
business

0:54:01.280,0:54:05.200
you know what are buckets that they

0:54:02.640,0:54:07.359
should be aware of to

0:54:05.200,0:54:08.720
not just save money but to know like at

0:54:07.359,0:54:13.040
some point in the year

0:54:08.720,0:54:13.040
you're going to spend money on xyz

0:54:13.680,0:54:19.200
uh i would have to say you know when

0:54:16.800,0:54:21.760
we're in these groups

0:54:19.200,0:54:22.240
i've noticed that a lot of people we ask

0:54:21.760,0:54:24.559
them

0:54:22.240,0:54:26.480
how much are your operating costs you

0:54:24.559,0:54:27.200
know how much is your desired profit how

0:54:26.480,0:54:30.640
much

0:54:27.200,0:54:32.160
is your state unemployment or other tax

0:54:30.640,0:54:33.280
rates and so forth and they can't give a

0:54:32.160,0:54:35.599
clear answer

0:54:33.280,0:54:37.520
and our pricing is based around that

0:54:35.599,0:54:39.440
because you gotta factor that in

0:54:37.520,0:54:40.960
i think everyone should look in look in

0:54:39.440,0:54:43.040
their operating costs

0:54:40.960,0:54:44.400
figure out and categorize as you're

0:54:43.040,0:54:46.319
saying all these different things

0:54:44.400,0:54:49.920
whether it be supplies or

0:54:46.319,0:54:52.319
insurance or costs or taxes income tax

0:54:49.920,0:54:54.319
you gotta factor all that in and then

0:54:52.319,0:54:58.720
kind of create categories based on that

0:54:54.319,0:55:01.839
and create pricing around those items

0:54:58.720,0:55:04.079
so create a really complex and dyn

0:55:01.839,0:55:04.880
it's complex it really it's it's crazy

0:55:04.079,0:55:06.880
it is

0:55:04.880,0:55:08.960
it's complex but it just should be it

0:55:06.880,0:55:10.559
should be yeah and you can't simplify it

0:55:08.960,0:55:12.720
unfortunately but you need to know these

0:55:10.559,0:55:15.119
things but also create pricing those

0:55:12.720,0:55:16.880
that's around those percentages you need

0:55:15.119,0:55:18.960
to know how much you're spending on

0:55:16.880,0:55:20.079
uniforms you need to know how much

0:55:18.960,0:55:22.240
you're spending on on

0:55:20.079,0:55:24.319
this and that and everything so that way

0:55:22.240,0:55:26.400
you could factor it into your pricing

0:55:24.319,0:55:27.359
so when you're bidding you're presenting

0:55:26.400,0:55:29.599
a price that

0:55:27.359,0:55:30.559
includes profit by the way so you know

0:55:29.599,0:55:32.799
you're gonna

0:55:30.559,0:55:34.160
you may or may not win it but at least

0:55:32.799,0:55:36.000
you know if you do win it

0:55:34.160,0:55:37.680
you're covered and a lot of people just

0:55:36.000,0:55:41.359
aren't covered

0:55:37.680,0:55:44.079
yeah it's so frustrating to see um

0:55:41.359,0:55:44.400
the common question in the groups what

0:55:44.079,0:55:47.040
is

0:55:44.400,0:55:48.079
everybody's hourly rate they just want

0:55:47.040,0:55:49.920
somebody to hand it to

0:55:48.079,0:55:51.760
them and it's like well look you're you

0:55:49.920,0:55:52.640
know this guy's hourly rate might not

0:55:51.760,0:55:55.119
work for you

0:55:52.640,0:55:56.720
you know if like if you're in one part

0:55:55.119,0:55:58.640
of the country and you can hire an

0:55:56.720,0:56:02.720
employee a really great employee

0:55:58.640,0:56:03.440
for say 12 13 an hour in your area

0:56:02.720,0:56:05.839
doesn't mean

0:56:03.440,0:56:07.280
in his area he can do the same maybe he

0:56:05.839,0:56:09.920
needs to hire 18

0:56:07.280,0:56:11.119
an hour to get the same employee and you

0:56:09.920,0:56:13.680
know instantly your

0:56:11.119,0:56:15.359
your cost factors are off because now

0:56:13.680,0:56:16.960
you have a higher wage which means you

0:56:15.359,0:56:19.440
have a higher labor burden

0:56:16.960,0:56:21.680
you know your overhead cost may be

0:56:19.440,0:56:23.920
slightly similar but you've just eaten

0:56:21.680,0:56:25.200
into the profit so now the profit range

0:56:23.920,0:56:26.799
is different

0:56:25.200,0:56:28.640
but they think it's just this magic

0:56:26.799,0:56:28.960
number you know same thing with bidding

0:56:28.640,0:56:30.240
they

0:56:28.960,0:56:32.640
they just want to know well what's your

0:56:30.240,0:56:35.280
square footage price for bidding

0:56:32.640,0:56:37.520
a contract yeah and you know and i tell

0:56:35.280,0:56:40.000
everybody until you know how to bid

0:56:37.520,0:56:41.119
an account based on a production rate

0:56:40.000,0:56:43.040
and by you know

0:56:41.119,0:56:44.960
like figure out the amount of hours that

0:56:43.040,0:56:46.799
it's going to take and put an hourly

0:56:44.960,0:56:48.160
rate to that that makes sense for your

0:56:46.799,0:56:50.799
business

0:56:48.160,0:56:51.760
and put together a proper bid you have

0:56:50.799,0:56:54.000
no business

0:56:51.760,0:56:56.000
asking what your square footage price is

0:56:54.000,0:56:58.319
because it's going to be different for

0:56:56.000,0:56:59.520
your company yep

0:56:58.319,0:57:01.760
i mean it's different like you're a

0:56:59.520,0:57:04.000
10-person company 100-person company

0:57:01.760,0:57:05.680
300-person company like your your

0:57:04.000,0:57:08.400
workman's comp is different

0:57:05.680,0:57:09.520
your overhead cost is different so it's

0:57:08.400,0:57:11.280
it is hard to

0:57:09.520,0:57:12.880
it's almost like we we do our best to

0:57:11.280,0:57:14.240
give opinions it's really not even

0:57:12.880,0:57:17.359
advice it's like hey

0:57:14.240,0:57:18.079
our this is my opinion based on my size

0:57:17.359,0:57:21.280
company

0:57:18.079,0:57:22.640
your size you know i was it's just it's

0:57:21.280,0:57:24.880
just different you know

0:57:22.640,0:57:26.400
i do struggle with trying to answer

0:57:24.880,0:57:28.559
people's questions

0:57:26.400,0:57:30.160
because it's like sometimes i feel like

0:57:28.559,0:57:32.000
the answer i gave

0:57:30.160,0:57:33.280
may be the wrong answer for them in that

0:57:32.000,0:57:33.680
scenario and they're going to run with

0:57:33.280,0:57:36.559
it

0:57:33.680,0:57:38.079
and if they run with it it's like damn i

0:57:36.559,0:57:39.200
don't want them to come back and say oh

0:57:38.079,0:57:42.000
rick i was too high

0:57:39.200,0:57:43.440
i'm like oh well i wouldn't have been i

0:57:42.000,0:57:44.319
mean i don't know it's tough right maybe

0:57:43.440,0:57:45.839
in chicago

0:57:44.319,0:57:47.520
you wouldn't be too high right like here

0:57:45.839,0:57:50.799
in chicago when somebody i

0:57:47.520,0:57:54.559
i cringe when anybody's under 25 an hour

0:57:50.799,0:57:57.200
like at 25 an hour i i just don't know

0:57:54.559,0:57:59.040
i don't know better like i don't think i

0:57:57.200,0:58:00.160
i don't know that's i feel like that's

0:57:59.040,0:58:02.160
bidding and estimating this is why i

0:58:00.160,0:58:04.319
came up with route you guys right it's

0:58:02.160,0:58:06.640
like i feel like it's so crucial because

0:58:04.319,0:58:08.160
if we could level the playing field and

0:58:06.640,0:58:10.079
accurately bid

0:58:08.160,0:58:12.079
we are the blue-collar economy we're the

0:58:10.079,0:58:14.079
foundation you know of this

0:58:12.079,0:58:15.760
of the country for the economy of

0:58:14.079,0:58:17.440
cleaning is seven

0:58:15.760,0:58:20.160
cleaning businesses account for seven

0:58:17.440,0:58:23.440
percent of the small business industry

0:58:20.160,0:58:25.599
where if we can raise that bar from

0:58:23.440,0:58:27.359
being looked at as you know oh well that

0:58:25.599,0:58:28.400
guy down the street charges me 18 an

0:58:27.359,0:58:31.200
hour rick would you

0:58:28.400,0:58:33.040
why would i pay you 30. you know like if

0:58:31.200,0:58:35.280
we could show them and i take this page

0:58:33.040,0:58:38.319
out of one of my clients that asks me

0:58:35.280,0:58:39.839
to present to them everything rick i

0:58:38.319,0:58:40.720
want to know how much you pay an hour

0:58:39.839,0:58:42.160
your employee

0:58:40.720,0:58:43.920
what you're paying for uniforms how much

0:58:42.160,0:58:45.920
you're covering for gas how much

0:58:43.920,0:58:48.160
so when she asked me that i was taken

0:58:45.920,0:58:50.480
back but then when i gave it to them

0:58:48.160,0:58:51.839
you know i i had the contract but they

0:58:50.480,0:58:55.119
just wanted to know

0:58:51.839,0:58:57.520
if i went in and i showed a 25

0:58:55.119,0:59:00.000
profit and they were like good because

0:58:57.520,0:59:01.680
if you would have came back at 10

0:59:00.000,0:59:03.760
you would have gotten the contract

0:59:01.680,0:59:06.400
because we're not in this business

0:59:03.760,0:59:08.160
as a large brand in the country to give

0:59:06.400,0:59:10.480
business to a small business

0:59:08.160,0:59:11.839
that is barely going to make it you know

0:59:10.480,0:59:12.960
they're they're there and then they gave

0:59:11.839,0:59:14.480
me all their other

0:59:12.960,0:59:16.480
accounts across the country because they

0:59:14.480,0:59:18.240
were they're like it starts with us as

0:59:16.480,0:59:19.200
customers too like if we're the customer

0:59:18.240,0:59:20.880
of you

0:59:19.200,0:59:22.400
and we're not paying you a fair market

0:59:20.880,0:59:24.079
value price

0:59:22.400,0:59:25.359
then this world's never going to get

0:59:24.079,0:59:26.400
better right the economy is never going

0:59:25.359,0:59:28.240
to get better

0:59:26.400,0:59:29.440
because it's the small businesses that

0:59:28.240,0:59:31.599
do the hiring

0:59:29.440,0:59:33.920
that can get to the point of paying

0:59:31.599,0:59:36.240
better so then it's not always the large

0:59:33.920,0:59:37.359
enterprise companies that sub everything

0:59:36.240,0:59:39.680
to us and then

0:59:37.359,0:59:40.880
sub everything and then there's like

0:59:39.680,0:59:43.200
breadcrumbs

0:59:40.880,0:59:45.040
and you never can you'll never make it

0:59:43.200,0:59:47.839
small businesses will never make it

0:59:45.040,0:59:49.520
if we rely on subbing um which is a

0:59:47.839,0:59:49.920
whole other topic we that that we could

0:59:49.520,0:59:52.960
talk

0:59:49.920,0:59:54.319
that's another podcast episode um

0:59:52.960,0:59:56.000
i already lost my train of thought here

0:59:54.319,1:00:00.880
see i went too deep i would

0:59:56.000,1:00:03.040
i went deep we say no to subbing

1:00:00.880,1:00:04.720
all right let me catch my breath here so

1:00:03.040,1:00:06.319
unless you guys got anything to touch on

1:00:04.720,1:00:08.240
i did want

1:00:06.319,1:00:09.760
to talk about you know because as you

1:00:08.240,1:00:11.839
guys can see i have a passion

1:00:09.760,1:00:13.680
for this industry especially for the

1:00:11.839,1:00:15.359
small business owner

1:00:13.680,1:00:16.880
because i feel like there's one word

1:00:15.359,1:00:20.400
that describes

1:00:16.880,1:00:24.000
cleaning business owners and that's just

1:00:20.400,1:00:28.319
gritty right like it is a dirty job

1:00:24.000,1:00:32.160
it is a you rarely get complimented

1:00:28.319,1:00:34.319
um it's not that it's not respected but

1:00:32.160,1:00:35.599
i'll take that where kovid is creating a

1:00:34.319,1:00:38.720
lot more respect for us

1:00:35.599,1:00:41.119
right but i feel like it's our duty and

1:00:38.720,1:00:42.880
thank thank god to you guys too where

1:00:41.119,1:00:44.000
you guys are coming in as coaches and

1:00:42.880,1:00:47.280
mentors is

1:00:44.000,1:00:48.319
we need to improve the outlook of our

1:00:47.280,1:00:50.480
industry

1:00:48.319,1:00:51.680
uh but when you guys think of a cleaning

1:00:50.480,1:00:53.440
business owner

1:00:51.680,1:00:57.839
what's what's a word that you guys feel

1:00:53.440,1:00:57.839
describes cleaning business owners here

1:00:58.720,1:01:02.240
wow that can run all over the all over

1:01:01.200,1:01:04.400
the gamut

1:01:02.240,1:01:06.880
i mean there's some cleaning business

1:01:04.400,1:01:09.680
owners out there that

1:01:06.880,1:01:10.079
you could put the word shady or or used

1:01:09.680,1:01:12.960
car

1:01:10.079,1:01:13.680
salesmen too honestly because they just

1:01:12.960,1:01:15.760
don't know

1:01:13.680,1:01:18.400
enough about the industry so they're out

1:01:15.760,1:01:20.960
there lowballing every bid

1:01:18.400,1:01:23.280
just trying to win contracts they don't

1:01:20.960,1:01:26.319
care about the people that they hire

1:01:23.280,1:01:29.680
they're not nurturing them and then

1:01:26.319,1:01:32.960
then you have some others that i think

1:01:29.680,1:01:35.520
are just absolute top-notch

1:01:32.960,1:01:38.839
you know they're they're they are the

1:01:35.520,1:01:42.559
the cream of the crop when it comes to

1:01:38.839,1:01:45.839
professionalism and nurturing

1:01:42.559,1:01:47.599
and developing a great culture within

1:01:45.839,1:01:49.839
their organization

1:01:47.599,1:01:50.880
and uh you know they they're definitely

1:01:49.839,1:01:54.400
respectable

1:01:50.880,1:01:55.280
i i've been through working at marcus

1:01:54.400,1:01:57.760
cleaning service

1:01:55.280,1:02:00.160
i was a member of the bsci and went to

1:01:57.760,1:02:03.599
so many conferences over the years

1:02:00.160,1:02:04.880
and i i can just say i've met so many

1:02:03.599,1:02:07.359
fantastic

1:02:04.880,1:02:08.160
business owners and they're so genuine

1:02:07.359,1:02:10.079
you know

1:02:08.160,1:02:11.440
uh there's no arrogance to them it

1:02:10.079,1:02:13.520
doesn't matter what size

1:02:11.440,1:02:15.440
of an organization it is you know i've

1:02:13.520,1:02:16.079
met 10 million dollar owners all the way

1:02:15.440,1:02:19.599
up to

1:02:16.079,1:02:21.520
you know 300 million dollar owners

1:02:19.599,1:02:23.119
and they just want to help they just

1:02:21.520,1:02:24.960
want to educate they just want to

1:02:23.119,1:02:26.480
they just want to elevate the industry

1:02:24.960,1:02:29.520
they don't want us to look

1:02:26.480,1:02:31.839
like we are nothing uh

1:02:29.520,1:02:33.599
more than people out pushing mops and

1:02:31.839,1:02:37.599
cleaning toilets

1:02:33.599,1:02:39.680
yup yup yup mark what about you

1:02:37.599,1:02:41.520
well i want to echo on that uh i

1:02:39.680,1:02:44.559
remember we were members

1:02:41.520,1:02:45.520
off and on with bscai for for years for

1:02:44.559,1:02:48.880
members now

1:02:45.520,1:02:50.799
but i remember uh joining one year and

1:02:48.880,1:02:52.880
one of our direct competitors at least

1:02:50.799,1:02:55.119
the president of that competitor

1:02:52.880,1:02:56.240
happened to be the president of bsai for

1:02:55.119,1:02:58.400
that year

1:02:56.240,1:02:59.920
and and he reached out and called

1:02:58.400,1:03:01.440
directly and he said hey if there's

1:02:59.920,1:03:02.400
anything i could do to help you guys

1:03:01.440,1:03:04.160
grow

1:03:02.400,1:03:05.839
and i didn't take it down in the sense

1:03:04.160,1:03:07.440
of hey this guy's kind of rubbing my

1:03:05.839,1:03:09.599
nose in it

1:03:07.440,1:03:12.079
i think he genuinely wanted to help and

1:03:09.599,1:03:15.599
so i i echo what you're saying michael

1:03:12.079,1:03:17.280
uh definitely you know reach out

1:03:15.599,1:03:18.640
reach out to other companies if you guys

1:03:17.280,1:03:20.240
are watching this or listening to this

1:03:18.640,1:03:21.760
reach out to other companies and figure

1:03:20.240,1:03:23.680
out what they need

1:03:21.760,1:03:25.680
to grow and help them grow i mean

1:03:23.680,1:03:26.559
chances there's so many buildings out

1:03:25.680,1:03:29.119
there

1:03:26.559,1:03:30.400
in the mall no there's so much it's

1:03:29.119,1:03:32.160
impossible yeah

1:03:30.400,1:03:34.000
i mean i'm big on affiliate partnership

1:03:32.160,1:03:34.799
guys you know like i i you know i know

1:03:34.000,1:03:38.480
you're talking mark

1:03:34.799,1:03:41.359
subcontract and you say no i i say no

1:03:38.480,1:03:42.960
as the sub to a prime but i'll tell you

1:03:41.359,1:03:44.559
my whole mission now for the past couple

1:03:42.960,1:03:46.880
years because i'm in 18 states

1:03:44.559,1:03:49.039
right i'm in 18 states but i'm in those

1:03:46.880,1:03:52.240
states with other cleaning companies

1:03:49.039,1:03:54.880
but we call it affiliate partnership and

1:03:52.240,1:03:56.480
we are there with them we are you know

1:03:54.880,1:03:58.079
we're we're not telling them what to do

1:03:56.480,1:03:58.640
but we're giving them the tools the

1:03:58.079,1:04:02.559
software

1:03:58.640,1:04:05.920
the app the the equipment the supplies

1:04:02.559,1:04:08.640
the six steps to success the the

1:04:05.920,1:04:09.599
they are if it wasn't for them in those

1:04:08.640,1:04:12.079
areas for us

1:04:09.599,1:04:13.440
managing our accounts we wouldn't be

1:04:12.079,1:04:15.599
able to do what we do

1:04:13.440,1:04:16.720
so we you know because i've been on the

1:04:15.599,1:04:18.559
other side where it was just

1:04:16.720,1:04:19.839
hey here this is how much you're going

1:04:18.559,1:04:22.319
to make this is the

1:04:19.839,1:04:23.920
scope of work uh you know send us an

1:04:22.319,1:04:25.520
invoice every 30 days

1:04:23.920,1:04:27.440
and that was it i was like what well

1:04:25.520,1:04:30.799
this isn't a partnership like

1:04:27.440,1:04:32.799
this sucks so but it's because

1:04:30.799,1:04:34.079
there is so much opportunity like i

1:04:32.799,1:04:36.079
can't i'm in chicago

1:04:34.079,1:04:38.160
you i told michael i think you were on

1:04:36.079,1:04:40.160
when i first said this but

1:04:38.160,1:04:42.640
uh three of my good friends they're

1:04:40.160,1:04:44.079
competitors in my city

1:04:42.640,1:04:45.839
and i don't even know when we've ever

1:04:44.079,1:04:46.960
gone up against each other like i cannot

1:04:45.839,1:04:48.720
tell you

1:04:46.960,1:04:50.319
what i i know who they are i know that

1:04:48.720,1:04:53.359
they bid some of the jobs i bid

1:04:50.319,1:04:55.599
but like we we're just so

1:04:53.359,1:04:57.359
good you know as far as friendly with

1:04:55.599,1:04:59.039
each other that

1:04:57.359,1:05:00.160
it just boggles my mind when you enter

1:04:59.039,1:05:00.799
some markets and they're very

1:05:00.160,1:05:02.079
competitive

1:05:00.799,1:05:03.839
and they're like you know hey why are

1:05:02.079,1:05:04.720
you calling me you know no i don't want

1:05:03.839,1:05:07.280
to work with you

1:05:04.720,1:05:08.480
you know i i i don't need that no i'm

1:05:07.280,1:05:11.359
like well

1:05:08.480,1:05:11.920
okay all right but there's just so many

1:05:11.359,1:05:13.680
buildings

1:05:11.920,1:05:15.760
it's so many opportunities and now with

1:05:13.680,1:05:17.440
covet happening um

1:05:15.760,1:05:18.480
and you know again i wanted to touch on

1:05:17.440,1:05:19.920
this but i think we could do this in

1:05:18.480,1:05:23.119
another episode is

1:05:19.920,1:05:26.000
i feel like the new wave of disinfection

1:05:23.119,1:05:27.760
uh requires a whole new way of learning

1:05:26.000,1:05:30.880
how to properly clean

1:05:27.760,1:05:33.680
and understand chemical consumption

1:05:30.880,1:05:34.880
chemical use the application process

1:05:33.680,1:05:37.280
because

1:05:34.880,1:05:39.520
it is different i i i'm sad to see a lot

1:05:37.280,1:05:40.000
of snake oil going on with all this 90

1:05:39.520,1:05:42.079
micro

1:05:40.000,1:05:43.920
you know 90 day stuff that you know

1:05:42.079,1:05:46.640
people buy into it

1:05:43.920,1:05:48.160
and it's just amazing with ah that's all

1:05:46.640,1:05:50.799
another conversation as we could

1:05:48.160,1:05:51.520
that's you guys well the the to sum up

1:05:50.799,1:05:54.319
uh dr

1:05:51.520,1:05:55.039
gavin uh mcgregor skinner who with gbac

1:05:54.319,1:05:57.920
right

1:05:55.039,1:05:59.680
he was saying that uh 2019 was the year

1:05:57.920,1:06:01.520
of cleaning we're there to clean and

1:05:59.680,1:06:03.680
serve our clients but

1:06:01.520,1:06:05.200
2020 was the year to keep them safe

1:06:03.680,1:06:07.680
right through disinfecting

1:06:05.200,1:06:09.280
and and i think we just need to be good

1:06:07.680,1:06:11.119
stewards we need to be educated we need

1:06:09.280,1:06:13.119
to learn we need to go through coaching

1:06:11.119,1:06:14.559
we need to work with folks like michael

1:06:13.119,1:06:16.799
folks like ricky

1:06:14.559,1:06:18.160
we need to really grow and expand our

1:06:16.799,1:06:20.000
knowledge base just to be

1:06:18.160,1:06:21.760
good stewards to our clients good

1:06:20.000,1:06:22.720
stewards to our employees and definitely

1:06:21.760,1:06:25.119
grow from there

1:06:22.720,1:06:26.640
yeah all right guys well we're coming up

1:06:25.119,1:06:28.400
to the time frame here i like

1:06:26.640,1:06:29.839
i always say we can go keep going here

1:06:28.400,1:06:32.799
but what i like to end with

1:06:29.839,1:06:34.079
is two points uh i'll let you know

1:06:32.799,1:06:35.680
michael you could take this and then

1:06:34.079,1:06:38.880
mark you too

1:06:35.680,1:06:40.880
uh other than the things we've said

1:06:38.880,1:06:43.280
drop the audience another golden nugget

1:06:40.880,1:06:45.680
or just something that you guys think

1:06:43.280,1:06:47.280
is super important for us to know as

1:06:45.680,1:06:50.480
cleaning business owners

1:06:47.280,1:06:52.000
to grow our business uh take advantage

1:06:50.480,1:06:53.520
of with what's out there

1:06:52.000,1:06:55.680
what what's something you want to leave

1:06:53.520,1:06:59.119
the audience with right now

1:06:55.680,1:07:00.000
in regards to to to just growing your

1:06:59.119,1:07:03.599
business and doing things

1:07:00.000,1:07:04.880
the right way so i i would have to say

1:07:03.599,1:07:07.599
networking

1:07:04.880,1:07:08.480
with other business owners it's so

1:07:07.599,1:07:10.880
valuable

1:07:08.480,1:07:13.200
don't be afraid to reach out like you

1:07:10.880,1:07:16.799
mentioned before to other companies

1:07:13.200,1:07:19.680
and ask questions or go work with them

1:07:16.799,1:07:21.359
a little bit to gain knowledge you know

1:07:19.680,1:07:22.799
if you don't know how to strip and wax a

1:07:21.359,1:07:24.720
floor but that's something that you want

1:07:22.799,1:07:26.720
to add to your business

1:07:24.720,1:07:27.839
you know pair up with somebody and go

1:07:26.720,1:07:30.000
out on a strip wax

1:07:27.839,1:07:31.599
job with them give them free labor and

1:07:30.000,1:07:33.359
learn

1:07:31.599,1:07:35.280
there you know i don't know of a

1:07:33.359,1:07:36.079
business owner unless they're just that

1:07:35.280,1:07:38.400
competitive

1:07:36.079,1:07:40.160
that would say no to to taking on free

1:07:38.400,1:07:42.480
labor to get a job done

1:07:40.160,1:07:43.839
please reach out to me i'm in chicago

1:07:42.480,1:07:46.400
you guys can come to my office

1:07:43.839,1:07:47.039
i need our help i can get it right i

1:07:46.400,1:07:50.079
mean

1:07:47.039,1:07:52.480
um but but reach out and and try to

1:07:50.079,1:07:54.480
absorb as much as possible uh get

1:07:52.480,1:07:56.400
yourself surrounded with like-minded

1:07:54.480,1:07:58.799
people that are in this industry

1:07:56.400,1:08:00.079
and um you know have conversations

1:07:58.799,1:08:01.760
frequently with them don't

1:08:00.079,1:08:04.000
just don't be afraid that that

1:08:01.760,1:08:08.000
networking is so powerful

1:08:04.000,1:08:10.240
yes yes mark what about you

1:08:08.000,1:08:11.440
have a good sales mindset you know

1:08:10.240,1:08:14.079
winning 100

1:08:11.440,1:08:15.359
of the time is a bad thing that means

1:08:14.079,1:08:17.600
you're underpricing things

1:08:15.359,1:08:18.480
quite frankly so don't be afraid to take

1:08:17.600,1:08:21.040
a no

1:08:18.480,1:08:22.480
and realize there's so many other you

1:08:21.040,1:08:23.440
know potential clients out there in

1:08:22.480,1:08:25.600
contacts

1:08:23.440,1:08:27.040
you can it's impossible for you to get

1:08:25.600,1:08:29.040
them get to them all you

1:08:27.040,1:08:30.560
even if you're in a tiny market you know

1:08:29.040,1:08:31.520
pull up something like google maps or

1:08:30.560,1:08:33.679
google earth

1:08:31.520,1:08:34.719
and put yourself on the screen in the

1:08:33.679,1:08:36.880
computer and just

1:08:34.719,1:08:39.040
stare at how many buildings you see in a

1:08:36.880,1:08:40.640
quarter mile by quarter-mile space

1:08:39.040,1:08:42.560
there's hundreds if not thousands

1:08:40.640,1:08:45.040
depending on where you're living

1:08:42.560,1:08:46.560
there's no way that you could hit every

1:08:45.040,1:08:47.839
single one of those buildings so don't

1:08:46.560,1:08:49.920
be afraid

1:08:47.839,1:08:52.000
uh to know that you might have a

1:08:49.920,1:08:54.000
thousand competitors in your uh

1:08:52.000,1:08:55.199
in your market or 2 000 like here in the

1:08:54.000,1:08:57.440
washington dc area

1:08:55.199,1:08:58.319
that's okay because you'll never hit all

1:08:57.440,1:09:01.520
those buildings

1:08:58.319,1:09:04.719
plenty to go around oh yeah dude

1:09:01.520,1:09:06.640
uh just fantastic guys i would echo

1:09:04.719,1:09:08.880
the peer peer-to-peer like michael said

1:09:06.640,1:09:11.600
and just mark i always call it as

1:09:08.880,1:09:12.319
say it's it's an art right this is it's

1:09:11.600,1:09:14.560
a

1:09:12.319,1:09:16.239
learning sales is a craft running your

1:09:14.560,1:09:18.080
business is an art

1:09:16.239,1:09:19.359
like it's you guys nailed it with those

1:09:18.080,1:09:21.679
two nuggets

1:09:19.359,1:09:23.520
let's just end with give me that we got

1:09:21.679,1:09:25.839
to laugh here so

1:09:23.520,1:09:26.799
michael give me a funny story of you in

1:09:25.839,1:09:28.400
the field

1:09:26.799,1:09:29.920
and then mark follow that up with your

1:09:28.400,1:09:30.239
own funny story i know there's a lot of

1:09:29.920,1:09:33.279
them

1:09:30.239,1:09:35.359
i actually i don't i ran

1:09:33.279,1:09:36.640
i think i've said about 15 funny stories

1:09:35.359,1:09:39.199
already so i'm running out

1:09:36.640,1:09:41.120
so i'm gonna let you two take this all

1:09:39.199,1:09:44.880
right i i've got a really good one

1:09:41.120,1:09:46.799
so early on um i had partnered up

1:09:44.880,1:09:48.560
and i was learning how to strip and wax

1:09:46.799,1:09:51.600
right so

1:09:48.560,1:09:54.320
we're at a uh a

1:09:51.600,1:09:56.800
powder coating manufacturing company and

1:09:54.320,1:09:58.960
they stripped and waxed their floors

1:09:56.800,1:10:01.040
every week and they had this large auto

1:09:58.960,1:10:02.960
scrubber so we we were in the

1:10:01.040,1:10:05.440
habit of you know putting down stripper

1:10:02.960,1:10:06.719
on the floor and it was this rubberized

1:10:05.440,1:10:10.400
tile

1:10:06.719,1:10:13.520
and it became very very slippery right

1:10:10.400,1:10:15.120
so here i am 20 something years old new

1:10:13.520,1:10:18.640
to the industry and i'm like oh

1:10:15.120,1:10:23.280
well i can ice skate in this stripper

1:10:18.640,1:10:25.920
so i go gliding across the floor

1:10:23.280,1:10:26.640
and of course i hit a dry spot and my

1:10:25.920,1:10:29.120
feet go

1:10:26.640,1:10:31.440
straight up in the air as i land on my

1:10:29.120,1:10:33.920
back in a pile of stripper

1:10:31.440,1:10:35.280
um and my partner's just looking at me

1:10:33.920,1:10:37.760
like shaking his head like

1:10:35.280,1:10:39.440
man what the hell are you doing dude i

1:10:37.760,1:10:42.960
can't believe you're trying to

1:10:39.440,1:10:45.440
ice skate through this stuff nice

1:10:42.960,1:10:47.440
needless to say i i never once did that

1:10:45.440,1:10:48.560
again i started walking like a ballerina

1:10:47.440,1:10:50.159
through the stripper

1:10:48.560,1:10:52.320
after that because i never wanted to

1:10:50.159,1:10:54.400
fall again right you know what's funny

1:10:52.320,1:10:56.159
michael i feel like everybody ha

1:10:54.400,1:10:58.400
i said like three stories on strip and

1:10:56.159,1:11:01.520
waxing i think the strip and wax service

1:10:58.400,1:11:02.560
is the root of many funny stories until

1:11:01.520,1:11:04.320
you know

1:11:02.560,1:11:06.560
what it is to actually strip and wax

1:11:04.320,1:11:09.280
because it wasn't funny when i freaking

1:11:06.560,1:11:10.320
i i literally put a hole in the wall

1:11:09.280,1:11:13.040
with my machine

1:11:10.320,1:11:14.880
and my foot went through it so yeah

1:11:13.040,1:11:15.840
stripping waxing i mean but mark what do

1:11:14.880,1:11:17.199
you got don't

1:11:15.840,1:11:18.960
you gotta know the stripping wax or what

1:11:17.199,1:11:20.080
do you got yeah yeah yeah i'll keep with

1:11:18.960,1:11:23.280
the theme there

1:11:20.080,1:11:25.520
uh it's it's it's more of a personal

1:11:23.280,1:11:26.159
relationship or business relationship i

1:11:25.520,1:11:29.280
should say

1:11:26.159,1:11:31.199
in in sales process i remember uh

1:11:29.280,1:11:33.440
going to a school and they're asking for

1:11:31.199,1:11:35.440
bids a k-8 school and it's like yeah i'm

1:11:33.440,1:11:36.960
exciting you know this is gonna be a

1:11:35.440,1:11:39.199
you know four or five thousand dollar a

1:11:36.960,1:11:41.440
month contract i'm stoked and i'm

1:11:39.199,1:11:42.800
i'm ready to practice myself skills and

1:11:41.440,1:11:44.880
this is very early on

1:11:42.800,1:11:47.120
and and we get to a part where there's

1:11:44.880,1:11:48.719
like a big open area and sure enough

1:11:47.120,1:11:50.000
someone had stripped and whacked the

1:11:48.719,1:11:53.199
floor but they did a

1:11:50.000,1:11:55.440
horrible horrible job and throughout the

1:11:53.199,1:11:56.719
the walk through the guy the person

1:11:55.440,1:11:58.239
walked me through he is complaining

1:11:56.719,1:11:59.520
about the cleaning and so we get to that

1:11:58.239,1:12:02.320
big floor area

1:11:59.520,1:12:03.199
and i said oh this floor looks awful it

1:12:02.320,1:12:05.679
was

1:12:03.199,1:12:07.360
horrible i mean there's like ridges and

1:12:05.679,1:12:09.920
there it is horrible

1:12:07.360,1:12:10.719
and i said man i tell you what this

1:12:09.920,1:12:12.640
cleaning crew

1:12:10.719,1:12:13.920
really did a bad job look at this strap

1:12:12.640,1:12:16.640
and wax job

1:12:13.920,1:12:18.800
he turned to me he goes i did that i did

1:12:16.640,1:12:18.800
that

1:12:19.199,1:12:23.199
so needless to say i did not win that

1:12:22.159,1:12:25.920
contract but

1:12:23.199,1:12:27.600
hey life lesson learned uh even keep

1:12:25.920,1:12:28.400
your emotional competition keep your

1:12:27.600,1:12:29.679
mouth shut

1:12:28.400,1:12:31.600
keep your mouth shut even if your

1:12:29.679,1:12:33.040
competition does bad and you think

1:12:31.600,1:12:33.440
they're the ones who did just keep your

1:12:33.040,1:12:36.800
mouth

1:12:33.440,1:12:37.440
shut all right cool well guys thank you

1:12:36.800,1:12:38.880
so much

1:12:37.440,1:12:41.199
i appreciate the time you guys have

1:12:38.880,1:12:43.760
taken out of your schedule uh

1:12:41.199,1:12:45.120
i want to end with because you know a

1:12:43.760,1:12:46.960
lot of people always want to reach out

1:12:45.120,1:12:48.159
or know how it is to talk to everybody

1:12:46.960,1:12:50.480
that's on the show

1:12:48.159,1:12:51.280
so mark you know can people reach on on

1:12:50.480,1:12:53.120
linkedin

1:12:51.280,1:12:54.960
facebook email what's the best way for

1:12:53.120,1:12:56.800
somebody to contact you

1:12:54.960,1:12:58.080
yeah sure uh probably the best way to be

1:12:56.800,1:13:01.360
through email and that's just

1:12:58.080,1:13:04.640
mark at mycleanpivot.com

1:13:01.360,1:13:05.840
or reach us on mycleanpivot.com yeah you

1:13:04.640,1:13:07.760
guys too so that that

1:13:05.840,1:13:09.600
is the name of the coaching and

1:13:07.760,1:13:12.239
consulting agency that

1:13:09.600,1:13:13.199
that mark is launching and working on so

1:13:12.239,1:13:15.679
please reach out

1:13:13.199,1:13:16.320
make sure you follow him michael same

1:13:15.679,1:13:18.400
thing

1:13:16.320,1:13:20.159
you know where could could the audience

1:13:18.400,1:13:22.880
reach out to you

1:13:20.159,1:13:25.600
uh well they can email me at michael

1:13:22.880,1:13:28.960
janitorial learning center dot com

1:13:25.600,1:13:31.360
or on facebook i've got a facebook page

1:13:28.960,1:13:32.000
in a group going facebook page

1:13:31.360,1:13:34.320
janitorial

1:13:32.000,1:13:36.320
learning center so nice and easy to find

1:13:34.320,1:13:36.960
me and uh you know they can always reach

1:13:36.320,1:13:39.360
out to me

1:13:36.960,1:13:40.880
anytime awesome well hey everybody thank

1:13:39.360,1:13:42.880
you again for tuning in

1:13:40.880,1:13:44.719
uh whether you're watching or listening

1:13:42.880,1:13:46.320
again it's the cleaning cocktails you

1:13:44.719,1:13:47.520
know what we do here we empower the

1:13:46.320,1:13:50.159
cleaning industry

1:13:47.520,1:13:51.360
we talk talk shop have some cocktails

1:13:50.159,1:13:52.960
have some fun

1:13:51.360,1:13:54.480
you can find everybody's bio and

1:13:52.960,1:13:56.400
everybody's information on the

1:13:54.480,1:13:59.040
description down below

1:13:56.400,1:14:00.640
so thank you for joining in mark michael

1:13:59.040,1:14:01.760
thank you guys i appreciate you guys for

1:14:00.640,1:14:03.840
taking the time out

1:14:01.760,1:14:05.760
and i will talk to you guys soon cheers

1:14:03.840,1:14:14.159
cheers thanks for having us

1:14:05.760,1:14:14.159
thank you appreciate it guys