 Hey guys, Tom Stewart here smart business moves. I'm with Liz Trotter our guest today is where she'll look us and hello, Rochelle. Hey there And Paul free is going to be joining us too, we're just doing a little technical Remember like broadcast TV every once in a while it went wrong and they had something that came up on the screen Difficulties or something Wardrobe malfunction, maybe You know dog on it you and I talk before this thing goes on every dog on day and you whatever I tell you I can count on you Like sharing it with the world, right? Oh Hello To get you that email, but I was kept getting distracted. No, don't worry. He's you know, I was trying to I was I Was on the roof deck. I was trying to hang out up there, but that ain't happening I got it man. You were Overlooking the skylight of Manhattan Yeah, yeah, it's nice up there So the reception the reception is terrible. Yeah Yeah, we I would would have been distracted by the background. So I'm glad you you came inside I don't know that lamp. Is that a lamp with a big huge light bulb here? Wait, you see I got this big idea I was distracted to Paul before you died here, but Just gonna say it then I flashed everybody before you got on here, Paul by mistake My my life story it's like a day late a dollar short Horrible it's just he's like Nobody was missing much. I was I was trying to show my my blouse Oh Audience got more than a bargain for yeah Good to see you guys today Linda Danita you guys ready to hear about some unique Information different markets that people go into and how they go about working I'm I was excited to hear about it and talk about it. So Tom, do we have any updates? Do we want to talk about what we're doing next week and kind of get that out of the way Yeah, we probably should just so we don't mess up. So let me see if I can share a screen here Can you see that very well, right? I Can see it because I know what it says, but how about that? Yeah, that's good You want to explain what we're doing next week? Yeah This is over the course of the next three weeks y'all. So we are going to be giving everybody So hey Kelly. Hey Robin We are going to be giving everybody sort of like a very truncated view of Some foundations classes that we do obviously they're gonna be small But we're gonna give you guys some some information about what foundations looks like and We want to make sure that everybody walks away with some good actionable things to do so Next week we're gonna be talking about some of the foundational foundation processes We're talking about the marketing calendar. What it is why you need it making sense of financial statements I know I'll see Robin on for that day On Wednesday in the St. Patrick's Day, and we're gonna have a foundations alumni reunion So will it be expecting to see a bunch of you guys there bring your st. Patty's gear bring your beads and Even if you didn't go ahead and bring them anyway Start on us. I already got my I got my beads And we're gonna just talk a little bit about kind of where people are since COVID and how people have moved forward and Really looking forward to hearing about the alumni what they've done And I don't know about you guys, but I get really inspired about hearing other people's success They came from here and now they're here. It's like oh, that's cool and different things that they did to get there So we'll be talking about that and then on Thursday we're going to be talking about you know hot topic right now is Getting people to work for you. So I'm proving your recruitment to improve your attention because It's tough enough to get people. But once you get them We need to keep them right we need to keep the people. So that's that's what we're gonna be talking about next week You guys can see that the tweets after that profitability and to women client management And So in a week three with the dental and half is the national cleaning week Kind of cool, you know, I didn't even know there was a national I know I do But we'll have to Play on some ways to celebrate that as well We'll have some freebies for national so we're We're taking up our agenda Starting next week. Did you want to talk about that? Our the cadence of our of our daily meeting Let's say that for for next week. Okay. I mean for that We're still still refining some of my points So Paul Rochelle Welcome. Thanks for hoping it's here today Paul you've you've done this several times Rochelle. Have you ever been a guest of sport business moves? Nope This is it first time. Would you like to take a Minute or two and introduce yourself and tell us a little bit about about you and your business So I owned our detectives cleaning here in Phoenix, Maryland. I have been doing this for 28 years I took a short hiatus about seven years ago, and I dissolved my business Did something else for a couple years and then I was really just drawn back to restarting my business And so I've been back at it for a couple years and Realizing things are a little bit different now. You got to have a website and Things like that have to be a little bit more technical So I'm working those things out like the nuts and bolts of it are still the same as it's always been You know quality service building relationships being consistent that never changes Many things change, but those things don't so I love it. I have four boys You have another company to not reach up So this is my husband's office. He has a landscaping company, which I help him with a lot and then I Also manage our families apartment complexes. So I have about 300 tenants so I'm kind of busy, but I devote most of my time to the cleaning business and I love it and that's where my passion is so That's my main goal. I'm kind of have my finger at a lot of things so But I'm excited about foundations I feel like and I'm excited that you guys are doing the pre-emptive next week because I was still looking forward to March So it would have been over by now I Really if I just can't get the foundation and figure this stuff out because there's so many components to figure out But it's good because Liz is walking me through the MMA group and then I'll do a little bit of this And I'm the type of person who has to I sometimes have to hear things a couple times for it to sink in So this preemptive then I'll be ready I'll be all ready Charts down by October when I promise you well, we're going to Vegas in June So you're gonna have a chance to like kind of put some of this stuff together, too. Okay. Yeah Yeah, you said work and then party. I got it Tom you've been with me in Vegas. I'm a big believer and work all day All right And then get up and do it again good for that. Yeah So I'm looking forward to that. Yep. All right. So you guys should be on the call all you need to be on to talk about Foundations next week and let us know just the alumni. Let us know what you've done since then I mean, we're not gonna have a chance to really talk about that today. Well, because we got a cool topic I love I love this topic today. I never heard of it until I heard you guys talk Both of you you both Well, tell us we're Talking about you like you need markets and and you know kind of the thing for the week is just kind of thinking out of the box a little bit and You know, this is this is unique to a lot of us Passover cleaning. Could you explain a little bit about what that's about? so I was So I'm up Jewish was raised Jewish We weren't incredibly observant, but well, let me back up. We were observant Probably up till the time I was at six or seven years old My father my father was a Holocaust survivor My mother wasn't My father was raised was born and raised as an ultra orthodox Jew Black hat, you know, like that was his life in Czechoslovakia After the after the war he he was fortunate he and he survived with a brother and two sisters They were united after they were liberated and they came to the states lived on a little recite Manhattan and then Kind of moved on from there My aunts and uncle Went on to marry they married Holocaust survivors my my dad married an American woman she My mom wasn't observant when they got married. She Was really kind of just trying to satisfy his desires Two sets of dishes right yet keep the meat the dairy separate with two sets of silverware things like that We kept it closer home and you know, of course growing up, right in suburbia Like I would smell the bacon coming from the neighbor's house like on Sunday morning. I'm like What is that heavenly sense? And you know, of course, we couldn't have that now And my mother My mother was raised Jewish but not observant by any means and I remember I Remember we had a dinner. We had a family dinner and of course, right? You can't mix meat dairy. Anyway, my mother Prepared mashed potatoes and of course she loaded them up with butter and with cream and served it with the brisket and everything else Right now, of course my my aunts and uncles and cousins, right? They had never put cream or butter in their mashed potatoes, right? Certainly after having it with me They love the mashed potatoes. They were like these mashed potatoes are delicious. Let's tell what did you put in mashed potatoes? I just saw her face like But I didn't even know about any of these things that you're talking about all I'm I am woefully Uneducated so I had zero idea that that was a thing Yeah That you can't mix the meat and the dairy because the milk of the Child might in the meat of the mother can't be together, right? Oh, what's what's this there? There's you know, every you know each sect of Judaism has a different philosophy. Yeah, you know, I it's You know, it's interesting because like just just today so my office We moved our office to Union City that you know, you guys knew that but and Union City has a growing Hasidic community right and You know, this is kind of like the spillover from Brooklyn people that are just priced out of the Brooklyn market and It's it's pretty interesting because Union City is a very Hispanic community. So you've got the Hispanics now you've got the ultra orthodox Jews We get we get calls we don't get calls to clean homes but the There's synagogue. We've cleaned their synagogue. We've cleaned offices for them If you're familiar with the the mikva So the the mikva is It's a place My comparison would be like baptism, right? You've got kind of the holy water, right? So women have to go to the In the orthodox community women have to after their menstrual cycle. They have to go to the mikva to kind of get cleaned and It's interesting because they've got this mikva there You know, I don't even know how much money they spent but you know, you talk about like it's like this pie and Looks like kind of a spot, right? It's just big kind of pool and so, you know, so we've been contracted to clean that and But you know family came by today looking for a donation for something whatever it was So, yeah, I talked with them a little bit and they saw this paper that I had I sent you guys on you know Cossering the kitchen So she looks at me and of course the ultra orthodox community would never accept me as a Jew right any look at Right tattoo shave head goatee here and So And I remember a couple of years back they have a small market in their community and it's You'd walk by a million times. You never know was there And it's just to serve their community, you know, the kosher needs Other day stuff, but I was making I was making chopped liver and To really do it, right? You need rendered chicken fat, right? What what they refer to in Yiddish as schmaltz Right, so I said, maybe I'll go to the market in Union City and see if they are smalls. I walked in there on a Sunday Shorts flip-flops tank top, right all inked up when I walked in Everybody stopped in their tracks and looked at me like this is the end this guy's here to blow the planes up and The poor lady behind the counter. She says Can I help you? I said do you carry schmaltz? And of course she looks at me and she goes, what do you know from Schmaltz? I said I'll make a chopped liver and she said no, we don't carry it But yeah, I hung around picked up a couple things in that left, but it's It's it's an interesting It's an interesting dynamic and when you when you look at the ultra orthodox And if anybody was really interested in learning anything about this There's a there's a movie on Netflix called unorthodox and It's a story about a woman who breaks away from that community It's it's very very interesting. It's very right on. I mean, it's a spot-on flick true story So You know it again, right like they would not consider Me one of them for sure I have a relationship with an ultra orthodox rabbi and he's a young guy He has he's got about eight kids nine kids and I remember going to his house for dinner and He his oldest daughter just sat and stared at me the whole night And finally I looked at her and I said like What's up, and she said my daddy said only women wear earrings So in in the in the I guess topic of the Becleaning aspect of this So when you when you when you talk about like if we talked about Cossering for Passover, so you know and there's there's a lot to explain that term Paul Is that the term for for the type of cleaning that we're talking about? Yes And I sent you over some bullet points right on kind of what what they do I'm not sure and can you spell that it's k a s h e r i n g do you have a Rachele do you have some type of a flyer as well that talks about the Cossering or how you clean or So what what I usually do is I go in and I do all the preemptive work So as Paul can tell you I do all the preemptive stuff There's it there's two layers So I do the before stuff and then I think Paul's doing like the after stuff right Paul So I'm gonna be Thomas removal so because I pulled you know Correct me if I'm wrong, but Passover is a celebration of the liberation of the children of Israel They were let out of Egypt by Moses and they left so fast That they didn't have time to let the bread rise so the bread was unleavened So the whole point of Passover cleaning is to get rid of any unleavened products out of your home and that can be Cheerios there's So unleavened is like flour. There's flour and women's makeup baby powder they'll box all those things up and Get rid of them and donate them or there's actually a lady in some neighborhoods who will Mark the box with your name and you can give it to her and she'll hold on to it until the holidays over and then She'll bring it back to your home and give you your stuff like if you have nice makeup or something you don't want to get rid of but Usually if you're cleaning they'll give you like a box of pasta and some crackers and some bread and be like take this with you We can't have in here. So then what I'm doing is I'm doing like Thomas removal, which is anything that would leave a crumb So we tear the we tear the furniture apart. We pull the couch apart. We vacuum every nook and cranny We you wipe down there in the dining room really well, you know, there's like maintenance cleaning There's restorative cleaning deep Talking about something yet at a higher So it's like spring cleaning, but you have to be mindful and you could not skimp like they're paying you And they're giving you like a lot. They'll just give me a list of things to do All the light fixtures all of the dining room chairs all of the links on the dining room all of the shelves of the bathroom cabinet So they to prepare and honor their Passover and their holiday. They have to remove all the comments anything that you own have possession of or lease Oh, all of them. We're show all of the what? Thomas C-h-a-m-e-t-z. It is any kind of unleavened bread. It's problems a hummus is a cheerio a cheerio is Thomas So food okay, so yeah, we barley rye You anything almost like but it's in so many things Mark if you're gonna market this I guess you have to be in the right market, you know To have the right demographic that there would be a demand for it and you know, there's you got to do your homework I mean, there's a lot of things you need to know, right? Right? So basically Like I said, it's up What we're doing what we do is we go in and we we wipe all the surfaces And then we chuck it off the list and then they know like okay result that it's done. So they can Take it off of their list Um, even even people that we clean for your round who keep kosher Even though I know that we do those door frames all the time She's going to put it on the list for Passover because she just needs to cross it off She has to know that it was done To prepare for the holiday and so like I said, um anything that you own Lease or have possession of has got to be habits free So if you have an office and you have lunch there and you've had crackers there You have to clean your office if you own a house at the beach And you know that when you were there this summer You brought Cheerios for the grandkids if you can't get to the beach and clean your beach house You need to find somebody that you know And sign your beach house over to them for a dollar And then you can buy it back when the holidays over and I'm only saying that to you. It is a true. It's true, right Paul? Yes So I'm only saying that because this is how important it is to people To totally remove all of the helmets from the house. So it is Light fixtures door frames spaceboards cabinets inside cabinets And if they can't get to a cabinet or a room They will tape it off like if I just can't get to this they'll tape it off and nobody can go in that room For the holiday and they will have like Paul said you have different sets of dishes. They also have They'll box up their toaster oven And they'll put their toaster in a in a room and lock it off And then they have a toaster just for Passover. So they have a toaster they use every year That doesn't have you know breadcrumbs in it on on leaven bread or That they can use The difference between posturing and removing the products That's Paul Well, it's all it's all part of the same process So, you know and and there are There are some you know more more affluent Jews that will have a separate kitchen just for Passover Yeah, and they only use it that week. So they don't go through this process So for me what I do is I don't um The ultra orthodox are not going to allow us to come in and do it You know, they they do it themselves and they don't trust They want to make sure that they get every crumb out of every nook and cranny and they'll spend weeks doing it Um, so they're not going to trust some servers to come in and do it um What I do is I market to the the less observant Jews the Reformed Jewish community the conservative Jewish community because they do this more as a ritual And they're not really They're not as stringent. They're not going to come and expect to make sure you got every car It's like they know they got somebody to come in. They're satisfied They they've performed this ritual Of costuring their their house or their kitchen for Passover and they're they're happy But more importantly what I do is I like to get uh brochures like this or a little flyer like this out into The community's bulletin, right? So they put this out on their website. This is just a great way to advertise It's it's free advertising Nobody's going to charge you to take this and put it in their bulletin or put it out on their website And they get it out to everybody in their community. So, um, I I get more uh Kind of routine cleaning jobs out of this that I do Passover cleaning jobs Yeah, so that that is really what I found interesting when I was talking to each of you You both have a sort of a different agenda and objective before doing these Michelle you're all about yeah, bring them on. It's a lot of work. I am going to be bringing in the cash During this this time beforehand and paul you're more about Bring it on. I'm bringing in the leaves. It's a marketing strategy to build trust and awareness of your company in this, um Uh, what do I say? You need market needs. Yeah, you're you're using this as an opportunity to get recurring clients We've got several comments here and questions I'm not going to do these a little bit out of order just to kind of kind of fit what we're Talking about here robin wants to know what percent of your business is Passover cleaning During this period, um Rochelle do you do a lot of these? Uh, so we're booked out We started this week, um, and we're booked out from now until the Wednesday before Passover, so we're booked out now every day from now and for the next two and a half weeks and so I have girls who work solo and they're doing the regular jobs But I have other girls that I'm pooling in For resources and we're working together in teams of either two or three And we're doing about three a day And there are about 800 to 1200 dollars a piece So do you Does this work need to be completed before Passover? Oh, yeah Like three days before Passover So I'll do the cleaning and the removing and the vacuuming and I'll say that I've touched all the spots And then more on like what Paul is saying Because they will have a separate, um set of dishes They'll do something which they call turning their kitchen over which is where they Put away all of the Rest of the year stuff and they bring out their Passover dishes and the Passover appliances Um, if you have granite counters, we'll do costuring which is After we clean them. They'll actually take boiling hot water like a like a tea kettle of hot water and they put towels around the bottom of the cabinet and they'll literally pour hot water on the granite counters and then it like Correct me Paul, but it like kills any hummets that might be lingering And then that costures it sometimes they'll bring in a rabbi a rabbi will come with a blowtorch And he will blow towards granite counter stops And you don't have granite and you have like, um, yes Yes If you don't have granite and you have like plastic counters or whatever They'll actually they there's businesses who fight and customize like corrugated plastic to fit your counters Or they'll just sell you sheets of plastic and You then put that on top of your counter because it's new and it's fresh and it's never touched anything on kosher And then you use that for your counters. You basically You put a layer of corrugated plastic on top and they they tape it down and that's what they use for What a day Yeah, can't blowtorch it Well, that would be that that I mean that would potentially if you had the ability to do that that would be an upsell opportunity, right? Um, there are people who once we've cleaned the refrigerator They'll say will you please and then they'll hand you a box of aluminum foil We'll say will you please cover all the shelves in foil and you're like, yeah, sure whatever it's 45 bucks an hour Whatever we're doing so They just they have to do these things and they The Hasidic Jewish people usually have you know a house full of kids and they run out of time and there's a lot of cooking involved so Anything they can field out to you to do if they're more than willing to pay at this point So what percentage of Still trying to get a feel for how big an impact from a You know revenue standpoint for this period of time Passed over I mean is this a If you're all like me and you're only working with three crews you can in about a two and a half week time span You can generate an extra of $25,000 with an income. Wow. Okay. Cool. Um But it's it's very hard because it's very short live And I basically I pull people that work for me at the apartment. I'm like, hey, we're in these two weeks I know you usually paint, but I'm gonna need you to come with me and claim I just pull my resources Or if i'm onboarding somebody new i'll be like this is what we're gonna do for the first two weeks of your training I'm promise it'll get easier and you're doing this on top of your regular recurring work. This is totally separate Different different, but in some regards akin to people who clean college Dorms and stuff that for like a one-week period. They're working 24 hours a day helping Doing their normal stuff and then trying to get kids moved out of dorms and I don't know whether or not to say that Um, I I'm very lax with advertising. So it's like and this is what I advertise then Um, it's a little magazine. It's called the advertiser And the nice thing about this is because the Hasidic Jewish people observe Sabbaths from Friday at sundown to Saturday at sundown This goes out on thursday to the delis and to people's mailboxes So all they do for saturday when they can't use the tv or electricity is they look through this thing And then they find, you know, this was my ad that I did They find your ad And then they call you on sunday, which I totally take phone calls on sunday because I know that's when they can use the phone again um But you know So the way that you can find these communities obviously is to look for orthodox synagogues just google orthodox synagogues and you're going to find the areas that they're in um, there's large communities in baltimore new york new jersey texas Where else pa Listen all over right in california la i mean anywhere and you know, it's interesting because we We're both and I think it's really based on your marketplace, right the demographic where I am It's the ultra orthodox right the hasidic jewish community Or it's the younger professionals in the reform communities and the again the ultra orthodox They're not going to trust a service like us like any of us to come in and do this for them They're going to want to make sure that it's done every speck every crumb is god, right? And I do the You know the the the more observant conservative synagogues or conservative communities would would definitely right I do have some super strict hasidic jewish families that hire us um, there are rules to that too. Um All you know like as a woman when you go in you you're Instinctively you want to say hello when you want to shake somebody's hand Do not do not reach out to shake their hand. They do not want to touch your hand They're not allowed to touch your hand The men aren't right um So there's just certain rules obviously don't take your person because in case you've had crackers in your purse last week You don't want to take any so we wear fanny packs and it just only has our keys and our phone in it For that reason when we do our kosher homes So you you can't even take your person if you've had any kind of food item in it any at any time in your lifetime um I did notice that um When I advertised in the advertiser years ago and I started to be accepted into the community I'm obviously american indian italian. I'm I'm not jewish. Um And they're very conservative. I'm very outspoken. I'm very blunt. I had to learn to reel that in a little bit Which is hard for me Um, I had to we usually wear um beat neck shirts We had to totally change our our t-shirts to scoop these these round necks because Nothing that would show any skin here That's a no-no. You don't want to do that. So we changed our uniforms for the orthodox community um We just had to change the way we did some things But there was such a a need like when I started advertising my phone rang off the hook I couldn't keep up with it And when I started going into these homes, they were just like you know, nobody advertises around here and um We started picking up a ton of clientele. I probably had three teams that did nothing but work in that area And we started noticing that like everybody would say Do our bedrooms do our bathrooms, but don't touch our kitchen So finally like 15 years ago. I finally said to a girl Why won't anybody let us clean their kitchens? And they said well, we keep kosher and Nobody listens to the rules So this is a meat counter. This is a dairy counter. You can't mix the two nobody listens So we just say skip the kitchen And so I said, well, I'll buy you your own supplies I'll buy you a bucket for the meat and sponge and a bucket for the dairy and I'll keep it here It's yours. You can keep it And it was maybe $12 with those supplies And when we started doing that for people and they would see that I watched this counter with this rag And then when I was done with it, it went in the bag and then I got a new rag for the other counter and I always use The bucket from under the meat counter for the meat counter Once they were like, oh my gosh, these people actually listen. They don't do what they want when we're not looking You know so busy It's it's it's a common practice where you know, some companies will use one color cloth for bathroom One color cloth for for kitchens. So maybe you could use different colors and Already I've got my red for my knee. I've got my yellow for my dairy. I And you know, they do that they do that They have um, they have different color sponges in their sink A blue a blue spots bright and a pink spots bright And um, and they'll write with a black magic marker When it comes to like certain utensils and they'll write on the utensil meat dairy um But if you want to take the time and be mindful and listen to people And actually take the steps if you are near a kosher community You can You can dominate that market if you just take the time and you train your girls They were just so tired of people not listening in So they would do things like They would have paper towels and they would say just use the paper towels because they figured you use the paper towel You throw it away instead of like listening and only using this rag here and this rag here I'm going to show you one other place to As you can look at this You say what what you got there we're sure so that is a It's called an error map. It's the eru v And in the Hasidic communities, it's actually like a fishing line But it goes around the utility poles of a community and if you google error map near me So this right here if you were looking for clients That's your market right there. This is where they live. It literally will show you An error map will show you where Hasidic Jewish people are living Well, I just did a search and it looks like I have an orthodox synagogue right here in my city Get on it lis. I had no care I was like, why I I mean, I don't have chips away, but I have an or just let them sell a bill slip through your hands Who are you doing? You know, I'm failing. That's all I'm doing right there All right, I'm checking out Right. Yeah, that's a way to find them But listen you just have to listen and you have to It just takes listening. It's like She said nobody's ever wanted to really ask us why and take the time and literally 12 dollars where the buckets and sponges And people are like well here. She'll listen to what you're saying. They won't break the rules Um, I have husbands who say to us You guys are the only people my wife will let touch her kitchen because You know, we pay attention. Um Well, when I'm looking at the list like Can you put Carl Holt's list up there? again I have a chance Yeah, when you look at this list of the things It is really intense I feel like it would be easy to Forget some of these things No, so a lot of those things about the waiting 24 hours and stuff like that that stuff that they do After we've cleaned so if you think that there's there's three of us in a house touching every area I mean, we just saved them 20 man hours. They can do this little bit of costuring themselves It's these stuff before it that they don't have they don't have three days To do what we do And then we do that and that then they can do this How do you use this document all? So, you know what I do with this I email it out to the synagogues to post in their uh, their bulletins And to put up on their websites and it's really just marketing for me So this is kind of a almost a how to do it yourself type public service announcement. Yeah And and really I thought what was unique about what paul does is he's not expecting to do any of this costuring He's just expecting to build credibility and build Loyalty and Trust in the community Do you have people trained to do this paul? So we yeah, I'll go we don't do a lot of it right like we do we do one rabbi's house we do every year Um, and we do a couple of we do a couple of kitchens, you know, of course, we're doing the entire house while we're there, but um Yeah, for those cleanings. I'll go over with the team. Sometimes I'll even go with them But look if rachel's numbers are right and there's 25,000 dollars being made in a couple of a week period I may start looking into more of it. So It's really more about getting the recurring cleanings and marketing to these communities I mean it seems to me that you would need to have a pretty rigorous training program and to make sure I mean rachel seems like she was there and if you're there paul, I guess that's a a big safety blanket, but I mean this is This is a tremendous amount to people. You can't you know, the stakes are high, you know, you got to obviously You have to respect what's going on here and get it right. So I would be on pins and needles. I would I would just be afraid I It's very elementary. It's very Honestly, we buy like the two dollar and 47 cents a piece Uh paint buckets with the handles from home because we use those all the time anyway Because they fit nicely in a in a sink for rinsing But um, we just buy a bunch of those and I buy the scotch bright and bulb And so when we go into a house, we literally are just walking in with new buckets new sponges And it's you know, like I said, it's like 15 dollars a little product But we're charging them eight to 1200 dollars and I'm like I can I can afford to buy these new buckets for you If it makes you happy so it's just really the buckets and One of the little things that I've learned over the year when it comes to like you got to clean the fridge so one of the things I've learned is I take those big plastic Storage containers with me, you know the ones that you like store your your Christmas decorations in And because the the stove top like the grates and the parts through the fridge You have your meat and your dairy sinks. They you they usually have two sinks in the kitchen um They'll usually ask you to like can you put this in the bathroom and wash it or you can you take this To the sink in the basement and wash it and that wastes a lot of time Like running up and down the stairs and carrying all the parts to the bathroom So what I found works fast is just to get a huge Plastic storage container from Walmart for like 12 dollars and just take buckets of hot water And fill it right there in the kitchen But you're doing just like what in it pull out your refrigerator pieces and let it so in the storage container So you're not running through the bathroom or downstairs with all the pieces and then bringing it all back There's just ways to do it easier and faster It's taken me a couple years to figure it out like new buckets new sponges the storage containers Don't take your lunch in they'll have a list for you It's very easy It's not rocket science, you know just how to find the people like the arrows and you know finding these little magazines in the deli I was in a Jewish deli one day having getting launched and I felt this magazine I picked it up and I said I'm gonna advertise in it because it hits those people in in that area. So It's not rocket science Advertising it all year long I don't what I should because I'll be honest with you. I'm ashamed to say this I am the only cleaning company in this magazine And I get lazy and I don't advertise in it But when I do my phone rings off the hook and this one whole page ad was $285 Hello, if I if you pay if I said give me $285, I'll give you 25 grand back Which is what you give me $285 you would So speaking Paul's language. That's every day of the day It's one of the things when I do it. I'm like, why am I not doing this all the time? Denise asked a question. Does anybody ask for eco-friendly products? So some of the product I don't have a product thing here with me, but like, okay, here's Chick-fil-A Usually I like say this is the thing of Lysol and it's like antibacterial kitchen cleaner So be a circle with a you in it And that means that it's okay to be used in a kosher kitchen Paul strength to me. I'm going to pull it up right now. What's it called? What's it called Paul? It's called a heck shirt. Yeah I've got at least anyone I'll send it over to you Tom But as far as eco-friendly products, um, most of the stuff that we use to clean with Got to give a shout out to dawn platinum. I love it and um, it's It can be used in kosher kitchens and Um, you have to be careful about what you use. I do like something called quick and bright It's like a degreaser and a shine. It's like a whitener and a brightener But it's made with coconut. So I actually cannot use that in my kosher kitchens, but I use it everywhere else So there's some things that I mean, I could make a list for you or things you can use and that's So just for for for this particular type of cleaning you can't use it in the kitchen, but you can use it in the bathroom Or I don't With regard with regard to with regard to these Hexures right and it gets a little tricky and it gets a little complicated because there are certain There's certain sets of jews that don't recognize certain hexures So you have to get that information really from your your customer and and what they're comfortable with And and just to give you an example like here are the different types or the different You know different varieties. Let me see if I can If you can see this Yep, let me yeah, if you go to Yeah, let me see Oh, wow a little bit closer Yeah, okay Oh, wow, there's a lot of Right, so, you know, there's um, you know, look the the conservative jews may recognize one the uh, the ultra orthodox will recognize, you know Last it's you know, so and and you'll you'll see these hexures on a difficulty products But but again, there's a variety of them That the circle you is the most common For sure. Yeah, I'll share this link. I'm assuming this this uh rank here is is an example but one You would have to I mean, I wouldn't know, you know, I wouldn't know where to begin with this. Um So but they know it sounds like tom They would tell you Right, they would tell you which textures they Um don't recognize. Yeah Like what they think are legitimate which ones aren't right So that makes sense. I'm feeling like that kosher la that doesn't look legit to me with that fine tree in that cake That's a little too relaxed for all these rules that we got So another thing to note when it comes to making money is this is like their new year. This is like christmas on steroids. So, um Like I said anything that they own or lease so Uh today, I was I had a client's house and as I drove away. I saw it already They're hiring people to come to their house in their driveway and start to clean out their cars. They have to their car has to be free of all crumbs So no, so car detailing and then before it's all said and done carpet cleaning So if you have a company that offers carpet cleaning, this is a great time here If you know anybody that does car detailing and is looking for extra work Car detailers are super busy right now But you just don't know They really have to save money Over the year because they are going to be putting out a ton of cash And and or time To be able to get all of these things as clean as they need to be or as good so kosher as kosher They need to be okay. I have one more question real quick So could I keep getting lost on this? So do they only worry about keeping the kitchen kosher? I mean I hear about they have to get rid of all of the After Passover and after the unhommets free Celebration they can have Unhommets or you know Cheerios again, you just can't have a join that a day period now. They keep they keep kosher. They keep kosher all year long The you know, they're not going to have a meat lasagna with cheese ever. They're not ever going to have a cheeseburger Um, I don't bring my purse in with uncosher stuff in my purse But it's only during the eight days that the hummets is the problem so They can have Cheerios today, but on the 25th when Passover starts you're not having Cheerios That's an interior. What could you do about Cheerios? Um Um Everybody uses the reference of Cheerios Because somebody have kids. You know how you give kids just bowls of Cheerios So it's just an example. Oh, Cheerios crackers bread any I never buy Cheerios again. All I hear is how bad they are. I know and I do think like It it becomes okay. So here's the crazy thing So and you said about spending money Um, we have people who we clean for their parents all year long and the parents spend the money all year long But they can't afford it all year long We have people who they will say my mom is gifting me cleaning for Passover I have a $500 budget. What can you do for me? So people will give other people My mom is just to help me she's gifted me this Um So the crazy thing is they go through all this trouble to get rid of the hummets But the first sight of Passover they take one tiny little crumb and they hide it somewhere in the house And the the special thing is the first night of Passover Is the kids have to go find this tiny little Cheerio or not really a Cheerio But you know a little tiny piece of cracker or whatever. So it's So you remove it all and then somebody like a grandfather or somebody will hide it and that's the big thing is to to find this It's usually taped under a table. I'm just gonna tell you right now. It's usually taped under a table Don't tell the kids Right Paul We're uh, we're pushing towards the top of the hour. Um This is this is really You know It's a niche market and if you're willing to do the homework and you're willing To abide by the rules you can literally if you have these neighborhoods in your area You can dominate these areas and we dominated them for years years and It was great money And you know, and if you're transparent, I'm thinking about you know, my business and you know, if I was doing this I'd have to be completely transparent. It's like I'm delighted to take the opportunity to help and you know If you can kind of hold our hand through this, you know, we You know, just want to get it right for you, you know, you know We want to overpromise if you didn't really have a lot of firsthand experience You know, good point of contact is the rabbi, right? If you reached out to the rabbi and offered this service to the community He would introduce you to the community and he would he basically it gives you the blueprint, right? Here's what you need to be doing and if the rabbi endorses the the cleaning specifications, you're good to go Well, one thing I did hear Tom that I thought made it sound a lot more doable is rachel was talking about during this time She'll just grab whoever to come help. So she's like, oh, you're painting. Yeah, you're not painting this week You're gonna be cleaning. So how hard can it really be if she's grabbing her painters or whoever? So it can't be that intense. Okay, so Passover cleaning is Here's my list of places you need to touch in white to get rid of all the hamlets and it's just a list and Mentally, the women need to know that this list and all these things on this list were touched and they're willing to pay somebody else to touch them Um, when it comes to weekly kosher cleaning like cleaning up a kosher house That's when we get more into the okay You need to understand that this is my meat counter and this is my dairy counter and the two should never enter mangle and this they're Usually the stove top is switzerland. So we have we have meat and dairy and switzerland And so If you wanted to get into kosher cleaning I can probably explain it to you in 20 minutes And just say this is what you have to do this is stuff you have to take It's a very niche market So many people like like you how long have you guys been in the cleaning business and you just have never heard of this? Yeah Yeah, if I had not Mail postcards 15 years ago to this Neighborhood unsuspectingly. I didn't know what I was mailing too. I was just like there's some nice houses over there I think these people would want me to come free I'll pick the zip code but then we started going in And everybody's like don't touch my kitchen. Don't touch my kitchen. I'm like Can you you mind telling me why nobody wants me to clean their kitchen? And the girl just finally looked me in and she was like, oh Sweetie, you don't know you Tell me So Unless you don't if you don't know you don't know But it's very interesting It sounds like over the course of those 15 years, which y'all That you have really learned a lot about how to keep closure. Oh, yeah, because and a lot of the meaning behind it I like well, we don't have time to hear about all of that It's intriguing to me that there are stories around why the me and the dairy Ever touch right and and that these these beliefs are so strong that It sounds like there isn't a lot of option If you can't afford to have somebody else do it You're doing it unless you don't keep closure at all right what I'm doing and that that's that's not that common Like it sounds like even the non non Yeah, the non acidic are still Wanting to To clean for Passover. They still feel That they need to I say this way when people say to me like why are we doing all this stuff? Like what are we doing and I'll say to them look We cut down trees outside and drag them inside and throw lights on them for 30 days Don't question what they do. They don't question us. Don't question them All right, well If if anybody would like a copy of your Instructions here would it be okay if we shared it? Absolutely Awesome. Thank you. Um I I would love your list too We're shell if you're sharing that of different things that that have to be taught to be able to get rid of the comments Just uh hit Liz up a dr. Email and and and she'll get it to you Awesome Thank you guys. That's super This was cool. I mean brand new brand new Anywhere in our industry ever before you get to the point where you think that you know just about all there is to know and this is this is Yes, brand new maybe I'll make a training program on it and just seriously Why not just a little strutter tom steward people get getting it's going to be our own I was thinking, you know, there ought to be Program that would want people, you know technicians on how to do this properly Yeah, especially you said you could actually train them in 20 minutes. That's awesome And look if there was a if there's people that are you know immersed in a Predominantly Jewish area, right just dedicate a couple of teams and train them and off they go Yeah, I feel like that's awesome especially for the 25 grand I'm in And maybe once we do that then we could figure out which one of these Agencies would endorse the training program or it sounds like that you with the circle I mean would that I mean would that be something that they would do? I mean could you Could probably get in touch with a rabbi Locally and then he could talk to people in New York Paul. I think this is in your wheelhouse, man. Why don't you I'll have answers next time we talk Hey guys, we're at the top of the hour or a little past You know Rochelle. It was a pleasure having you here first time Yes, Paul as always you uh, you always bring it man. Thank you Thank you so much you guys for bringing brand new unique material to us I hope I want to hear that somebody there's a girl named Nina make you said she found some some people in her area And I sent her some information I want to hear that somebody out there somewhere had put their foot in the pond a little bit and dabbled in it I want to hear that somebody is out there Getting something's done. It might be too late to advertise, but you can always take Flyers and hand deliver them with my delis or The synagogue things Now like you can't walk it over to the synagogue right now Yeah, listen, they you know, they can email blast their entire community I could tell you that I had a lady that called me from dc And she's like my friend lives in your area and everybody I know is booked out Will you come to dc and I said if you buy the whole day Will come to dc and she bought the whole day. So I'm going to pay the girls extra travel time But again, it's $1,200. What do I care? I don't care I don't care Yeah, people are people are getting desperate at this point. Yeah, awesome. All right, robin Tom's going to have some Tom you're gonna have information in the resources. Is that right? Um, You're gonna just hit email. Yeah, let's let's get it to you. Okay. I'll get it to you. Okay guys Thanks so much Monday Monday the 15th there. It's gonna be here. We're gonna be talking about marketing calendars and why we need that You guys have an awesome Week weekend Rochelle Paul. Yeah, again, thank you both. Thank you Will Bye