Road To A Million Dollar Cleaning Business

12 Invisible Distractions Keeping You From a $1M Business

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Introduction to Distractions 0:01

 

• Welcome to the session on distractions that can impede business growth.

• Understanding these distractions is crucial for reaching your business goals.

 

Awareness of Distractions 1:01

 

• Recognize that distractions are often invisible and can be deeply ingrained.

• The goal is to bring these distractions to light so you can choose to change your behavior.

 

Engagement and Participation 8:22

 

• Engage actively during discussions to enhance learning.

• Use chat features and keep cameras on to foster a collaborative environment.

 

Distraction 1: Believing You're in the Cleaning Business 9:36

 

• Shift your mindset: You're not just in the cleaning business; you're in the business of delivering a five-star experience.

• Focus on customer service and client satisfaction.

 

Distraction 2: Chasing Shortcuts 24:23

 

• Avoid the temptation of get-rich-quick schemes.

• Commit to developing skills and doing the necessary work consistently.

 

Distraction 3: Starting Another Business Prematurely 27:32

 

• Focus on making your current business successful before starting another.

• Ensure your existing business can operate independently of you.

 

Distraction 4: Seeking Approval from Others 31:54

 

• Stop seeking validation from friends and family who may not understand your entrepreneurial journey.

• Surround yourself with supportive individuals who encourage growth.

 

Distraction 5: Partner's Lack of Support 34:52

 

• Ensure your partner believes in your goals and supports your entrepreneurial journey.

• Communicate your needs and expectations clearly.

 

Distraction 6: Trying to Look Successful 40:23

 

• Focus on producing results rather than on appearances.

• Measure success by what you can create, not by what you can buy.

 

Distraction 7: Helping Others Too Soon 45:29

 

• Prioritize your own growth and skills before trying to help others.

• Build a solid foundation for yourself first.

 

Distraction 8: Insecurity 47:04

 

• Work on building your confidence to better serve others.

• Focus on listening and being present in conversations.

 

Distraction 9: Perfection Paralysis 52:53

 

• Accept that perfection is unattainable; focus on progress instead.

• Embrace mistakes as learning opportunities.

 

Distraction 10: Comparing Yourself to Others 55:13

 

• Use others' success as inspiration rather than a benchmark for your self-worth.

• Understand that everyone's journey is unique.

 

Distraction 11: Identity Clinging 56:25

 

• Challenge limiting beliefs about yourself.

• Reframe your identity to align with your goals.

 

Distraction 12: Fantasy of Balance 57:29

 

• Recognize that achieving a million-dollar business requires an unbalanced focus on growth.

• Accept that there will be seasons of intense work.

 

Bonus Distraction: Consuming Instead of Creating 01:00:20

 

• Limit consumption of media and distractions while building your business.

• Focus on producing more than you consume.

Cautionary Notes

• Be aware that distractions can manifest in various forms and may not always be obvious.

• Regularly assess your focus and priorities to ensure alignment with your business goals.

Tips for Efficiency

• Set specific times for focused work to minimize distractions.

• Use tools and systems to automate repetitive tasks and streamline operations.

• Regularly review and adjust your goals to stay aligned with your vision.

 

The Secret Ratio That Lets You Market For Free

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Introduction to Sales and Marketing 0:00

 

• Understand the importance of sales and marketing in growing a cleaning business.

• Recognize that success comes from learning through experience and overcoming challenges.

 

Skill Sets Required for Success 5:01

 

• Courage to Commit:

  • Commit to marketing, coaching, and employee management.

  • Maintain daily commitment despite challenges.

• Ability to Learn:

  • Acknowledge personal responsibility for business growth.

  • Be open to feedback and willing to adapt.

 

Conviction to Sell 9:28

 

• Understand that selling is essential for business growth.

• Focus on serving clients rather than just selling to them.

 

Self-Control to Follow the Plan 10:54

 

• Stick to the established business plan even when faced with difficulties.

• Ensure consistency in actions to achieve desired outcomes.

 

Understanding the Marketing Ratio 52:50

 

• Calculate your marketing ratio:

  • Formula: Total Marketing Spend / Total New Sales Revenue.

  • Aim for a minimum ratio of 5:1 to market effectively for free.

 

Sales Call Framework 30:05

 

1. Opener: Introduce yourself and your company warmly.

2. Understand the Problem: Ask questions to identify the client's needs.

3. One-Time vs. Recurring: Determine if the client is looking for a one-time service or ongoing cleaning.

4. Identify the Avatar: Understand if the client has used cleaning services before.

 

Logistics and Pricing 39:18

 

• Gather necessary logistics information (e.g., home size, pets).

• Provide a clear quote based on the information gathered.

 

Closing the Sale 47:20

 

• Present the recurring offer if applicable.

• Schedule the cleaning appointment and set expectations.

 

Collecting Deposits and Cancellation Policy 49:22

 

• Collect a non-refundable deposit to secure the booking.

• Clearly communicate the cancellation policy to the client.

Cautionary Notes

• Always prioritize the client's needs over your own sales goals.

• Avoid rushing through the sales process; take the time to listen and understand the client.

Tips for Efficiency

• Practice your sales script regularly to improve confidence and delivery.

• Use a CRM to track client interactions and preferences for better service.

• Continuously seek feedback from clients to refine your approach.

 

9 Marketing Tactics That Don’t Work — 8 That Do — 5 Are Free

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Introduction to Marketing Strategies 4:10

 

• Marketing is a crucial piece of the business growth equation.

• Understanding what works and what doesn't is essential for scaling your cleaning business.

 

Marketing Methods to Avoid 15:08

 

Nine Marketing Methods to Avoid:

1. Groupon: Attracts the wrong clientele by discounting services too heavily.

2. Thumbtack: Paying for leads that may not respond.

3. Yelp: Known for negative reviews and pay-to-play model.

4. Local Coupon Mailers: Ineffective for attracting high-paying clients.

5. Done-for-You Marketing Agencies: Often keep you in the dark about their methods and can be costly.

6. Home Advisor/Angie's List: Leads are sold to multiple businesses, creating competition.

7. Car Wraps: High hidden costs and operational inefficiencies.

8. Street Marketing: Time-consuming with low ROI.

9. Google PPC: Complicated and often expensive with low conversion rates.

 

Effective Marketing Strategies 37:23

 

Eight Effective Marketing Strategies:

1. Personal Network: Leverage friends and family for referrals and free cleans.

2. Referrals: Ask current clients for referrals to their friends and family.

3. Facebook Groups: Post in local groups to find potential clients.

4. Responding to Requests: Engage with posts in local groups where people are looking for cleaners.

5. Internal Marketing: Use SMS to reach out to leads and contacts accumulated through previous marketing efforts.

6. Facebook Ads: Invest in targeted ads to reach a broader audience.

7. Google Local Services Ads: Simple and effective for generating high-quality leads.

Cautionary Notes

• Avoid any marketing method that promises 'set it and forget it' results.

• Be cautious of agencies that guarantee leads without transparency in their methods.

Tips for Efficiency

• Focus on building a strong personal network to generate initial leads.

• Utilize free marketing methods before investing in paid advertising.

• Regularly engage with your existing client base through internal marketing to maximize retention and referrals.

 

Location #3 Isnt Being Built... It Was Bought

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1. Introduction to the Cleaning Business 2:35

 

• The cleaning business was started with the intention of learning and improving the process.

• The focus is on creating a purposeful and systematic approach to cleaning.

 

2. Importance of Values in Hiring 19:51

 

• Hire based on values that align with the company culture:

  • S: Serve - Look for individuals who have a desire to help others.

  • T: Teamwork - Seek candidates who are willing to support their teammates.

  • A: Accountability - Hire those who take responsibility for their actions.

  • R: Reliability - Ensure candidates can consistently show up and perform.

 

3. Four Standards for Cleaning 41:00

 

• Establish four key standards for cleaners to follow:

  1. Arrive at the door five minutes early - This shows respect for the client's time.

  2. Greet the client with a smile - Create a positive first impression.

  3. Remove dirt using a checklist - Ensure consistency and thoroughness in cleaning.

  4. Complete a final walkthrough with the client - Gather feedback and ensure satisfaction.

 

4. Training New Cleaners 55:11

 

• Focus on teaching new cleaners the four standards from day one.

• Emphasize the importance of client experience over technical skills initially.

 

5. Continuous Improvement 57:07

 

• Encourage cleaners to seek feedback and improve their skills over time.

• Foster a culture of accountability and teamwork to enhance service quality.

Cautionary Notes

• Ensure all team members understand the importance of the four standards and values.

• Regularly review and update training materials to reflect best practices.

Tips for Efficiency

• Conduct regular training sessions to reinforce the four standards and values.

• Use checklists to streamline the cleaning process and ensure consistency.

• Encourage open communication among team members to share feedback and improve practices.

Cleaning Can’t Be Systemized—But The Client Experience Can

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1. Introduction to the Cleaning Business 2:35

 

• The cleaning business was started with the intention of learning and improving the process.

• The focus is on creating a purposeful and systematic approach to cleaning.

 

2. Importance of Values in Hiring 19:51

 

• Hire based on values that align with the company culture:

  • S: Serve - Look for individuals who have a desire to help others.

  • T: Teamwork - Seek candidates who are willing to support their teammates.

  • A: Accountability - Hire those who take responsibility for their actions.

  • R: Reliability - Ensure candidates can consistently show up and perform.

 

3. Four Standards for Cleaning 41:00

 

• Establish four key standards for cleaners to follow:

  1. Arrive at the door five minutes early - This shows respect for the client's time.

  2. Greet the client with a smile - Create a positive first impression.

  3. Remove dirt using a checklist - Ensure consistency and thoroughness in cleaning.

  4. Complete a final walkthrough with the client - Gather feedback and ensure satisfaction.

 

4. Training New Cleaners 55:11

 

• Focus on teaching new cleaners the four standards from day one.

• Emphasize the importance of client experience over technical skills initially.

 

5. Continuous Improvement 57:07

 

• Encourage cleaners to seek feedback and improve their skills over time.

• Foster a culture of accountability and teamwork to enhance service quality.

Cautionary Notes

• Ensure all team members understand the importance of the four standards and values.

• Regularly review and update training materials to reflect best practices.

Tips for Efficiency

• Conduct regular training sessions to reinforce the four standards and values.

• Use checklists to streamline the cleaning process and ensure consistency.

• Encourage open communication among team members to share feedback and improve practices.

Our Second Home Cleaning Business Hit A Million

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1. Understanding the Importance of Commitment 51:07

 

• Courage to Commit:

  • Understand that commitment is essential for achieving business goals.

  • Be prepared to face challenges and push through discomfort.

 

2. Embracing a Learning Mindset 54:10

 

• Humility to Learn:

  • Acknowledge that you do not know everything.

  • Be open to feedback and willing to learn from others.

 

3. Developing Sales Skills 55:04

 

• Conviction to Sell:

  • Learn how to effectively sell your services to potential clients.

  • Understand the importance of selling to both clients and team members.

 

4. Maintaining Consistency and Discipline 56:05

 

• Self-Control for Consistency:

  • Stay disciplined and persistent, especially during tough times.

  • Develop routines that support consistent effort towards business goals.

 

5. Building a Supportive Community 01:00:03

 

• Engagement in Mentorship:

  • Participate actively in mentorship programs.

  • Share experiences and learn from peers to foster a supportive environment.

Cautionary Notes

• Avoid Complacency:

  • Do not settle for minimal growth; always strive for improvement.

• Manage Expectations:

  • Understand that growth takes time and effort; be patient with the process.

Tips for Efficiency

• Set Clear Goals:

  • Define specific, measurable goals for your business growth.

• Regular Check-Ins:

  • Schedule regular meetings to assess progress and adjust strategies as needed.

• Leverage Resources:

  • Utilize available mentorship and community resources to enhance learning and growth.

6 Skills Required To Build A Million Dollar Business

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1. Courage 9:31

 

• Definition: Courage is acting in the presence of fear.

• Action Steps:

  • Acknowledge your fears and take action despite them.

  • Make decisions that push you out of your comfort zone.

 

2. Learning 17:22

 

• Definition: Learning is the process of acquiring new skills or knowledge through experience.

• Action Steps:

  • Stay curious and ask questions.

  • Avoid the mindset of 'I know' and instead seek to understand more deeply.

 

3. Self-Control 20:29

 

• Definition: Self-control is the ability to align actions with goals despite emotional challenges.

• Action Steps:

  • Identify your goals and commit to actions that support them.

  • Practice discipline in your daily routines.

 

4. Consistency 28:00

 

• Definition: Consistency is the ability to maintain actions over time, even when results are not immediately visible.

• Action Steps:

  • Establish a routine that includes daily, weekly, and monthly tasks.

  • Track your progress and adjust as necessary.

 

5. Discipline 31:01

 

• Definition: Discipline is doing what is required long before it is rewarded.

• Action Steps:

  • Commit to long-term goals and stay focused on the necessary actions.

  • Avoid the temptation to quit when immediate results are not seen.

 

6. Persistence 34:08

 

• Definition: Persistence is continuing to move forward even when progress stalls.

• Action Steps:

  • Recognize that setbacks are part of the journey and learn from them.

  • Keep pushing through challenges and maintain your focus on long-term success.

Cautionary Notes

• Expect Challenges: Building a business is not easy; be prepared for hard work and setbacks.

• Avoid Shortcuts: There are no hacks to success; focus on developing the necessary skills and putting in the effort.

Tips for Efficiency

• Set Clear Goals: Define what success looks like for you and break it down into actionable steps.

• Seek Feedback: Regularly ask for feedback from peers or mentors to improve your processes.

• Stay Organized: Use tools and systems to keep track of your tasks and progress.

5 Lessons From 5 Years In The Cleaning Business

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1. Understanding the Importance of Mistakes 12:49

 

• Avoiding mistakes keeps you broke and uninformed.

• Action Steps:

  • Embrace mistakes as learning opportunities.

  • Take action even if it feels uncomfortable.

  • Reflect on mistakes to identify areas for improvement.

 

2. The Role of Cleaners in Business Growth 28:02

 

• No cleaners, no growth.

• Action Steps:

  • Always recruit new cleaners to scale your business.

  • Understand the math: More cleaners lead to more revenue.

  • Prioritize hiring and training to ensure quality service.

 

3. Consistency is Key 37:07

• Do what you say you're going to do, every time.

• Action Steps:

  • Establish clear standards for service delivery.

  • Ensure all team members understand and adhere to these standards.

  • Conduct regular training and meetings to reinforce expectations.

 

4. Prioritizing Cleaners Over Clients 46:29

 

• Your cleaners make you more money than your clients.

• Action Steps:

  • Focus on retaining and supporting your cleaners.

  • Understand that happy cleaners lead to satisfied clients.

  • Allocate resources to cleaner retention strategies.

 

5. Skills Over Money 50:08

 

• You don't need money or experience to succeed.

• Action Steps:

  • Invest in skill acquisition rather than monetary resources.

  • Encourage team members to learn and grow through experience.

  • Foster a culture of continuous improvement and learning.

Cautionary Notes

• Be prepared for challenges: Expect mistakes and setbacks as part of the learning process.

• Avoid complacency: Regularly review and update your practices to ensure they remain effective.

Tips for Efficiency

• Document processes: Keep detailed records of cleaning procedures and client interactions.

• Use checklists: Implement checklists for cleaners to ensure consistency and thoroughness.

• Regular feedback: Encourage open communication and feedback among team members to identify areas for improvement.

Breaking Down How To Achieve A 20% Profit Margin

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Introduction to Profit Margins 5:03

 

• Understand the importance of achieving a 20% profit margin for business sustainability.

• Recognize that profit margins are targets for businesses generating over $60,000 a month.

 

Step 1: Establish Revenue Goals 6:05

 

• Focus on reaching a minimum revenue of $60,000 per month.

• Prioritize growth and reinvest profits until reaching this threshold.

 

Step 2: Understand Cost of Goods Sold (COGS) 14:40

 

• Allocate 55% of revenue to COGS, which includes:

  • Cleaner wages

  • Payroll taxes

  • Supplies and uniforms

• Recognize that COGS is a necessary expense that directly correlates with revenue generation.

 

Step 3: Manage Office Staff Expenses 26:07

 

• Limit office staff wages to 12% of revenue.

• Invest in coaching and training before hiring additional staff to ensure efficiency.

 

Step 4: Allocate Marketing Expenses 34:05

 

• Set aside 6% of revenue for marketing efforts aimed at acquiring new clients and cleaners.

• Adjust marketing spend based on business needs and revenue growth.

 

Step 5: Control Other Office Expenses 39:59

 

• Keep other office expenses, including utilities and software, to 7% of revenue.

• Be flexible in reallocating funds based on operational needs.

 

Final Calculation of Profit Margin 40:04

 

• After accounting for all expenses, ensure that the remaining revenue equals 20% profit margin.

• Regularly review profit margins quarterly to account for variations in expenses.

Cautionary Notes

• Ensure that all financial records are accurately maintained using accounting software like QuickBooks.

• Avoid common pitfalls such as misclassifying expenses that cannot be deducted, including:

  • Federal and state income taxes

  • Self-employment taxes

  • Tax penalties and interest

  • Credit card payments

  • Down payments for real estate

  • Distributions from the business.

Tips for Efficiency

• Regularly review and adjust your budget to reflect changes in revenue and expenses.

• Invest in training and coaching to improve operational efficiency before hiring additional staff.

• Monitor your profit margins quarterly to identify trends and make necessary adjustments.

The 6 Levels of a Cleaning Business

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Introduction to Business Growth Levels 1:12

 

• Understand the importance of changing as a business owner to facilitate business growth.

• Recognize that achieving $100,000/month requires specific skills and sacrifices.

 

Level 1: Zero to $10,000 15:16

 

• You are the sole operator: cleaner, trainer, HR, marketer, and salesperson.

• Focus on learning essential skills: cleaning, marketing, sales, bookkeeping, and using technology.

• Aim to hire cleaners to duplicate your efforts in the field.

 

Level 2: $10,000 to $20,000 21:00

 

• You are still cleaning and managing the team.

• Build systems for hiring and onboarding cleaners.

• Hire a Virtual Assistant (VA) to handle day-to-day tasks.

 

Level 3: $20,000 to $40,000 38:05

 

• Focus on creating a reliable system for acquiring new leads and converting them into clients.

• Hire intentionally to build a culture of empowered cleaners.

• Track data and ensure consistent client experiences.

 

Level 4: $40,000 to $60,000 49:12

 

• You are busy managing the team and booking new clients.

• Reinforce team standards and provide feedback regularly.

• Start optimizing schedules and potentially increase prices.

 

Level 5: $60,000 to $80,000 52:25

 

• Teach your team to replicate your successful processes.

• Ensure that your team can produce results independently.

• Focus on leadership and coaching.

 

Level 6: $80,000 to $100,000 54:10

 

• Transition from doer to coach, empowering your team.

• Manage office staff and a larger team of cleaners.

• Focus on duplicating successful systems for continued growth.

Cautionary Notes

• Understand that growth requires time and effort; do not expect immediate results.

• Be prepared for challenges and setbacks at each level; they are part of the learning process.

Tips for Efficiency

• Regularly review and refine your systems to ensure they are effective.

• Invest in training and development for yourself and your team to enhance skills.

• Maintain open communication with your team to foster a positive work environment.