The Secret Ratio for Endless Free Marketing

Join the FREE Home Cleaning Courses. Click Here   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   Opener: Introduce yourself and your company warmly. Understand the Problem: Ask questions to identify the client's needs. One-Time vs. Recurring: Determine if the client is looking for a one-time service or ongoing cleaning. 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.  

Join the FREE Home Cleaning Courses. Click Here   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: Groupon: Attracts the wrong clientele by discounting services too heavily. Thumbtack: Paying for leads that may not respond. Yelp: Known for negative reviews and pay-to-play model. Local Coupon Mailers: Ineffective for attracting high-paying clients. Done-for-You Marketing Agencies: Often keep you in the dark about their methods and can be costly. Home Advisor/Angie's List: Leads are sold to multiple businesses, creating competition. Car Wraps: High hidden costs and operational inefficiencies. Street Marketing: Time-consuming with low ROI. Google PPC: Complicated and often expensive with low conversion rates.   Effective Marketing Strategies 37:23   Eight Effective Marketing Strategies: Personal Network: Leverage friends and family for referrals and free cleans. Referrals: Ask current clients for referrals to their friends and family. Facebook Groups: Post in local groups to find potential clients. Responding to Requests: Engage with posts in local groups where people are looking for cleaners. Internal Marketing: Use SMS to reach out to leads and contacts accumulated through previous marketing efforts. Facebook Ads: Invest in targeted ads to reach a broader audience. 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.  

Join the FREE Home Cleaning Courses. Click Here   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: Arrive at the door five minutes early - This shows respect for the client's time. Greet the client with a smile - Create a positive first impression. Remove dirt using a checklist - Ensure consistency and thoroughness in cleaning. 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.

Join the FREE Home Cleaning Courses. Click Here   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: Arrive at the door five minutes early - This shows respect for the client's time. Greet the client with a smile - Create a positive first impression. Remove dirt using a checklist - Ensure consistency and thoroughness in cleaning. 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.

Join the FREE Home Cleaning Courses. Click Here   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.

Join the FREE Home Cleaning Courses. Click Here 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.

Join the FREE Home Cleaning Courses. Click Here   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.

Join the FREE Home Cleaning Courses. Click Here 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.

Join the FREE Home Cleaning Courses. Click Here   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.

Join the FREE Home Cleaning Courses. Click Here   1. Introduction to the Concept of Mondays 0:01   Discussion on the perception of Mondays as a negative day. Common phrases people use to fill the silence about Mondays. The irony of dreading Mondays after enjoying weekends.   2. Shifting Mindset About Weekends and Work 1:32   The idea of maintaining a routine over the weekend to avoid Monday anxiety. Importance of keeping momentum in business by working on weekends.   3. The Origin of Decadent Days 3:34   Explanation of decadent days as one-day consulting events. Structure of decadent days: dinner, problem-solving sessions, and follow-up.   4. Transition from Decadent Days to Community Building 5:17   Realization that clients needed more than one-day consulting. Development of a community with modules and group coaching.   5. Introduction to Group Decadent Days 5:44   Shift from one-on-one to group decadent days. Focus on community and teaching frameworks.   6. The Purpose of Group Decadent Days 6:26   Addressing the problem of managing money after making it. Importance of understanding how to keep and grow money.   7. Recap of Previous Calls and Learning 7:30   Reference to last week's call about measuring business success. Encouragement to watch the replay for those who missed it.   8. Highlighting Success Stories in the Community 9:25   Introduction of Julia as a successful member of the community. Discussion of her rapid success in building a cleaning business.   9. The Importance of Following Proven Strategies 11:02   Julia's success attributed to following guidance and overcoming resistance.   10. Skills vs. Natural Talent 12:04   Emphasis on the importance of developing skills rather than relying on perceived natural talent.   11. The Difference Between 93% and 7% of Businesses 12:55   Discussion on the mindset differences between those who succeed and those who don't.   12. The Role of Sacrifice in Success 49:01   Importance of prioritizing business over comfort and temporary pleasures.   13. Conclusion and Call to Action 53:09   Encouragement to create impactful stories through business success. Reminder to watch the replay for further insights.