 Hey, good afternoon everybody Tom Stewart here smart business moves got Liz in her car Oh dear god for any of you guys that were with us last time Liz was in her car. You remember what happened the Temperature was like a hundred and something degrees. It was like being in Scottsdale But she's up on Washington coast don't know how that happened her phone got so hot it turned off We thought she had a heat stroke. We were trying to figure out how to call 9-1-1. It was tragic. What's the temperature today, Liz? It's cool. It's like 75. Oh We don't have anything to worry about You'll be fine. Yeah And we've got our friend Heather canning. Hey Heather. How are you? Hi, good. How are you? We're doing awesome doing awesome Um Heather I want to know if anybody guessed Heather. Let's go over the let's go over the clues again see if we can Peace all this together. What were they Liz? Well, I'm in my car, so I don't have them all but I'll tell you what I remember I said that she had COVID this guest had COVID I Said that this guest Did had a business of 1.4 million dollars. I Said that this guest had something in common with the largest planet in the solar system. I said What else did I say Tom? I Don't know the planet one was the one that I remember because I thought that was really a good clue That's because that was your Maybe that's why I liked it. I don't know Yeah Dude, would you mind talking about COVID a little bit? I mean, I don't know too many people who have it or have had it Wait, what's that like Heather? Um, it sucks So I have I'm coming to her in my bed and I have been locked away like Rapunzel in the castle for two weeks It'll be two weeks on Monday. My family won't let me leave the room. Nobody wants to get it The first three days was pretty rough. It was like two and a half that I was really sick Flew like symptoms and then I woke up on Wednesday and I took some excedrin I took a shower and I felt wonderful. So I'm like, okay. It's all over with right No came last Friday morning. I woke up and I discovered I had no Smell or taste so I've been living with that for the last week. So that's been pretty bad Um, I did not know anybody personally that had COVID On the other coast of Florida and my girlfriend Nina came to visit me last week and she stayed in the house with me And she has contracted it as well Yeah Yeah, her symptoms are rather mild aren't they? She has no symptoms. She's actually tested again today and again yesterday She's tested four times and she's gotten her results back and I have not actually gotten my results back It has been Holy cow. Mm-hmm. I guess I mean, there's a lot of people. I mean, it's it's rampant and in Florida I guess it's I mean, we know the whole, you know, SARS, you know, Kobe to virus in COVID is an unprecedented event and You know, it's getting it's getting worse every day in Florida, correct Yeah, our numbers are spiking pretty much every day The tests obviously I'm not the only one that can't get results back. So that's a really big problem here There's you have a state shortage of tests actually I try to get my kids tested and the pediatrician said that there's a wait list for test Wow Okay So well and I mean, we're assuming that you have COVID because Nina has COVID because you have all the symptoms especially the symptom of no taste and no smell Yeah You should have it I really am in I'm believing that if my test had come back and I check on my phone on the app like 20 times a day It's really bad. Um, if it came back negative I probably would still do the same thing in quarantine because they're saying that you really can't rely on the test and the outcome And plus my husband sleeping on the couch for the last two weeks Otherwise he slept on the couch for no reason He's not even in trouble Nope Poor bird like a baby because he snores so do I but I sleep very well at night He unfortunately does not That's the same thing at our house. I can sleep through anything but poor tim. He struggles a little bit more He's got to be in our bed. I have to be there. It's it's tough on him. Yeah Well, hey tom. Do you have next week's schedule? I do but we've got people jumping on the On the facebook live here. You guys need to be working up your questions to start dropping them in chat because we're going to Be doing on the spot here in a minute and it's a lot more fun if we have questions So much more fun um, I have some Me to fill some airtime So our operations manager is one of the best operations managers in the biz And um as of last week she moved out of state So on top of having covet now we've lost our operations manager out Um at the office. She is working with my clothes. That was one of the clues. Yes I'm sorry Now a lot of people know that she left she hasn't left she's just left the state and moved to georgia And now she's working remotely and they've done a fabulous job the last almost two weeks running the business without me Yeah Yes, it was you So thomas team is living outside of atlanta now. Is she has she moved yet? She did she moved last um monday night Okay Has she started to work yet remotely? Yes, okay And it's doing a fabulous job Wow, okay. That's awesome We're a little freaked out because I did hugger goodbye. We did, you know, not social distance And we hugged each other We think it's between no symptoms, but we're lucky. Okay, awesome Figures cross tether Okay, guys angela sarah. I drop us some questions while we go over uh next week's schedule And and I have been pushing for not doing the friday on the spot if we don't get enough people And enough questions. I'm like a four day week would be fine I always have this appointment on fridays that causes me a little bit of grief And so that's why i'm sitting in my car half the time So, you know, not going to break my heart y'all if if you don't love on the spot I think that people like on the spot. I think it's a bad time friday at five. It's been a long work week Maybe we just move everybody Maybe we move it to thursday and go to a four-day work week. You guys okay with that? I'm okay with that. It's a beaut kim. Can we like start now and we'll just come back and do it next Just kidding just kidding It is a really beautiful day out there and the fish are biting and it's just anyway, well How about we do this we'll go for as long as we have questions up until six o'clock Okay I'm not going anywhere. So i'm here I have missed kelly So I don't think there's very many people on the call. I can probably say this so haven't you missed kelly heather yeah so kelly's in our um MMA growth group and we had for a month We allowed all of the growth group to participate in success group just to see what it was like And now she's back in growth and it was for the month of june and so for july We're not seeing her as much as we used to and I miss her So I hope everything's good kelly We have we've had a lot of fun. I had a lot of fun with kelly when she did foundations and came to charleston And found out that she is really an expert on Trees and one of those is a more sophisticated word for it than that but We wound up going on a road trip going through some of the plantations so she could see all the different types of Arborage that was was out there and the grasses that grew in Uh the marsh and it was it was it was and liz you were with us. That was fun, wasn't it? Yeah, it was Is it called an arborist? The actual science is I don't want to say arbitrage, but that's not right, but I you know, I don't know. It probably has the word arbor in it And we're gonna go with arbori because I like that arbori That's not the real word. I just like it arbor gaden Oh leslie's liking our lineup next week We got a lot of questions too, tom. We better get to it You want to walk us through what what we're doing next week, les or you want me to do it? If you could tom, I can't really see the screen because you're on the phone and you're it's a temperature. Okay It's beautiful. Okay. If you start getting a little warm. Let us know we'll you know We have like a sign or something. You got to like pull your ear low You'll notice when I started dripping last time the the sweat was dripping so Go to google and send me a pin as to where you are. So if your phone goes bad, we'll know where to sell sendy ms I'm fine. It's beautiful here Okay on monday maria dorian is going to be with us and if you guys don't know maria maria is is is a talent She uh does a lot of things. She helps us with with made central's a big part of that team. Uh, she's actually done a lot of work for us and capital keepers here since covet came up, but she also owns and operates a business called um Oh, goodness. I had a random tip of my tongue Task away. Thank you. I'm sorry maria task away. It's a va service and She basically hooks up primarily cleaning businesses with virtual assistants to uh help with tasks that They can or don't want to handle themselves. So she's going to tell us how that business works and uh, The main reasons why people hire va services RJ Patel is going to be joining us on tuesday. He's a former president of rx. He's still very actively involved with with that organization runs a really uh strong, uh cleaning service in atlanta And he's going to be telling us how to do the right thing at the right Do the right thing and the right things will happen for you That sounds interesting. Liz. Do you have some ideas the what direction we're going to go with that? I do. So um, one of the things that uh, rj is fairly well known for is his mindset of um abundance And doing for other people always comes back to you in a much bigger way And so we're going to be talking a little bit about that Thank you leslie and the official term is tree hugger Deal day is wednesday We're Going to make that the introduction of deal day. We're going to offer a couple of deals We aren't gonna You know just rifle through and do do tend the way that we will be doing it on a normal basis But we're going to do do a couple of deals to give everybody an idea how it works I'm going to slow down and take a little bit of time and explain how it's going to be working moving forward We've got a lot of vendors. We've got vendors who have signed up But they needed more time than between now and wednesday to get ready So we'll tell you what we'll go with just a couple that's coming up wednesday and then we'll launch You know our formal launch our hard launch. We'll call this a soft launch this wednesday and two wednesdays from then which i guess will be Uh, the 29th, maybe Yeah, the 29th will be our formal launch Um part of what we're going to be doing wednesday quite nice is a little bit of address rehearsal as well A lot of the vendors who are interested in this But want to get a better idea as to how to put their videos together and how to put together a deal And the call to action and make it easy for us to buy are going to be there as well So if all you guys can be there on wednesday as well and make it look really good and ask a bunch of questions It'll make us look better and that means more vendors will want to be party deal day and we'll get more deals And we were talking before we came on and heather says hey, that sounds like black friday so That's our hope Yeah, if we if we do it right, but we need your help so Come come out in uh next wednesday and be there with that Sharon cowlin. Sharon cowlin is Truly an expert and a lot of a lot of the dimensions of of the cleaning business She's a consultant has been at this for for a while have a lot of respect for Sharon And she's going to be sharing with us the importance of financial health during unprecedented times I'm unprecedented is lower case, but it should probably be all uppercase, right? I'm not sure We'll have to get fixed because these are that's for darn sure These are unprecedented times as we've established previously I've never met Sharon, but she is an hour north of me and we've talked about having lunch so many times You well after you watch the show next week. I guarantee you will make an effort to meet up with her heather Yeah, I'll be there She'll have you doing commercial cleaning before you know it. She's amazing. You're gonna be blown away Truly truly. Yeah And friday was our normal all-in-the-spot time So I guess for the moment, that's where it is. Maybe we'll go to a four-day work week here before long But as it stands now, that's what we got lined up for next friday I also have a real quick question If you guys could drop in the comments Is there anybody that you would like us to get as a guest? Somebody that you're interested in hearing about hearing their story. You you just Love some of the stuff that they do or that they know or talk about Or somebody that you would like to see that you want more information about Like I was talking about I'd love to get a banker on here Wouldn't that be awesome? And I would also love to get like a physician on here that could talk to us about covid in a bigger better way So but if you guys have any ideas of who you'd like to see either profession or individuals Please drop it in chat and I'll do my best We got a question We got several actually Sarah wants to know how do we keep uh, how do you keep your quality consistent without a field manager? How do you hold your employees accountable? Okay, well, I'm gonna before you get started tom I'm gonna have to blast for Heather. I mean poor sarah And I'm gonna spill a little bit of beans here, but sarah's in the success mastermind group And today she asked this question and apparently our answers weren't good enough Because here we are we got we got to give more All right. All right She was looking for Okay, so You want me to go first? Yeah. Okay. Here we go So when you say field manager sarah, I assume you're talking about somebody that would actually Be going behind the teams and doing difficult inspections of the homes that they're cleaning Um, if that's what you mean, uh, there's other ways that that that you can can enforce quality quality surveys are One way of doing it quality driven is a really awesome piece of software and I know a lot of you guys use that Uh other software packages made central and I think some others have You know survey systems built into those so you get the surveys you Provide feedback to your cleaning teams and turn their scores if you get what you call non conforming Issues where surveys are coming back in their badge, you know It gives you an opportunity to go back to your client and figure out what you need to do to make it Right as well as create accountability with your teams as to You know doing taking corrective action and doing what they need to do to reduce the chance of that happening in the future That's amazing. Tom I'm giving you if I had two hands tom I would give you double thumbs up because that was so good and time that out. I would like slow down Picked up. Yep. Thank you. I've been practicing. That was amazing. I've been practicing today Good job. Tom So for everybody who is like not here on a regular basis listening to two of you guys on who goes first and who goes last is hysterical hysterical We will mess it up siblings. We will we will mess it up before we're done Yeah, I'm calm mess it up. It gets harder You ready to go Heather? Sure. Okay go So I talk really really fast why I will never take up all my one minute So tom you can suck up a lot of my time. Um, I will Totally agree with what tom said. We have been in business for 10 years and we've never had a field manager Love the surveys and getting people's opinions as to how the cleaning is going I've also found though about 50 percent of the people will not fill out the survey Whether they will only fill it out if they're happy or whether they will only fill it out if they're not happy So getting on the phone calling them But more importantly tying their quality into their pay is really big for us We started that this year that has been an absolute game changer and our quality has come up tremendously I'm done Well, she is very good Liz do you need those 17 seconds? I might a minute enough. Okay You ready? Yep Okay, so um, we also do use the quality scores um One of the things that we do that's just a little bit different Is every morning our all of our team coaches get together and um, And maybe not physically all get together because of covid right now But get together and do a couple of things the first thing they do is we look at everybody's Score Their quality score every client that's on the schedule for the day. We look at their score and Each team coach has to tell us how they did with watching quality scores the day before And what they're going to do for every individual client that is on their schedule that day What tasks they're going to take and then the next day give their um That's it Right we're back 17 seconds Do you what do you want Heather 17 seconds? I mean for seven No, I just want to put on Into what Liz said about um the quality scores and making sure like if you do have like quality driven Or it's on your software to make sure your people have access to that because Letting them see them on a daily basis is so important. Oh, yeah Yep, all right. So heather i'll tell you a secret The best thing about being the guest is you can really have as much time as you want. Yeah There's no rules for the guest you can do you can just you can go crazy love it Liz won't let me get away with that You have to reel you in I get it okay, um Angela has a question for us Um, I went first that means you get to go first next heather. Are you ready? I am What's the question? Your team doesn't meet at the office do your teams meet at the office every day Okay, sorry. I didn't see that there. Um, we do we actually work in teams of one two and three Back in the day. I will blow your mind. We had a team of five and then we went down to four Then we went down to three two one. Um, so we do company cars We are paid hourly. So we all meet at the office during covid. We are doing staggered starts We don't let more than one team in the warehouse at a time We actually have um chopped it up that half of the staff have to unload and load in the evening And the other half have to unload and load in the morning to make sure that we're not You know jumping up on each other in the morning. It's very sad. We love to eat. We love to be together We love to party in the morning Can't do it anymore and it's very sad, but hopefully soon very good Real is Yeah All right, so we all meet at the at the office because we carpool But uh, we don't come into the office the team coaches come into the office And then if somebody has a meeting I do one on ones with people with the team members on mondays and tuesdays monday and tuesday mornings So those individual people will come into my office And we'll sit down and have a chat. Um, otherwise everybody waits outside In the nice weather no problem. They hang out and they talk they go we have a like a A little covered shelter outside Where people will stand and they'll smoke or drink talk chat So they're still getting together in the morning And then they um, we'll get in their cars when it's time to leave and they'll all head out from there Just the team coaches actually come inside though And hi angela tell oscar. I said hi I got that in under time Very good Yes, our teams meet at the office as well. We primarily do two person teams We have experimented from time to time with doing solos and allowing them to leave just from their home And go clean a couple of jobs the situation that we still do We believe as time goes on we might do more of that and actually Go into something that would look more like a hybrid model But the largest part of our residential cleaning all those teams meet at the office every morning Like liz we uh, stay out in the parking lot. We aren't coming into the actual building anymore We have our team meetings outside and Along with all the other PPE, you know safety precautions All of that we're we're we're doing obviously because of covet But um, you know, we we still meet at the office every day I'm in for us Building that culture and having people come into the office has been really important for us Do you see I sneaked in some more minutes there? You're you know, you know, you are They're all yours Okay, so liz it's your turn to go first I'm so impressed. You're remembering this every time tom. Good job Actually, I'm cheating. I'm writing it down It's okay, it works um, okay pola Um, we have different locations. So at my olympia location, which is what I'm going to talk about We do pay hourly and we also have some people. I don't even think tom knows this yet We do have some people on a fixed pay I originally heard this in foundations one of our students Um up in seattle Was paying his technicians guaranteed pay And so I have started doing this with my trainers. Oh, who is that that's doing that tom Marcello does that with force? Yes, that's right. Marcello does that Anyway, I love this idea. I heard it again about training and so I've started I put all of my trainers on fixed pay. They earn $100 a day And um, so they earn $500 a week guaranteed pay close We pay primarily pay commission Uh new people while they're trainees They're making hourly but when they get done with their their their period as being a trainee and And or promoted to a position that we call teammate. We have trainees teammates captains are kind of like the first three levels I guess really we have a uh, a temporary captain, but any once you're out of being, uh Come out of the role of of trainee you are working commission and You know, we guarantee a minimum wage. We've got different branches and in some of the nuances of of Are a little bit different, but it's all commission based, but we guarantee them a base hourly rate Created in a way that the plan in a way where they're making more off the commission and what they would ever make of their hourly pay and That's the way we do it um, we pay hourly we pay for the moment they clock in in the morning and Come into the office. Um until they leave Um, we pay straight hourly through drive time and everything about a year and a half ago We did our restructure our pay that we give raises every six months Um after the first 30 days they get a raise after the first 90 days and then every six months going forward Um, and that really tied into our quality and that has really made a difference. Um in our company as well that's it Very good, and I know you got that idea from foundations heather Foundations, what's that? I've never heard of something You're supposed to say and I couldn't have done it without foundation I could not have done it. I spent two weeks with you guys and lis helped me come up with that and it has been amazing And actually I I do have to say heather. I'm not sure I ever told you this but That was really a great time for me spending. I'm glad that you stayed that extra week. That was awesome It really was and like that like that couple of walks. We had that one long walk on the beach. That was awesome I'm gonna go back. I know this isn't the right format. Sorry y'all Yeah, let's reminisce No, it's cool Yeah Can we talk about foundations a little bit? I mean, we're not really No, you're gonna get you're gonna get emotional. Maybe tear up a little bit No, people we got a lot of questions if we have questions that if we run out of questions, we can talk about it Okay, let me go bang. It's my turn. How long have we been in business? Where have I seen myself five years from now? Have I considered franchising? uh Castlekeepers I've been a ce of castlekeepers since the beginning of 1997 So I'll let somebody else do the math on that. It's been 20 some odd years We're gonna see myself five years from now pretty much doing what i'm doing now Um, we've got uh several branches primarily in the southeast I think moving forward we might open more branches, but it would be in the southeast or company owned and we're not franchising And we are considered franchising You know, we've we've had the discussions before we looked at it Had not seriously pursued it and don't really see us doing it at that point in time Um, also see ourselves continuing to do uh, coaching have a lot of fun with that have fun Developing made central we've got a lot of I mean we're gonna do a lot of awesome stuff We've made central over the next five years and doing our online training like phc Good job tom. You got a lot in there. That was good You ready uh, heller yes We have been in business for 10 years. Um in january was 10 years and where do I see myself in five years? I really don't know. I'm all about the here and now but I will tell you that I absolutely Without a shadow of a doubt love doing what I do. I love going to work every day. So it's killing me not to go to work Um, people have asked me if I'm going to franchise my business and I did think about it for a few years I don't think that's really the avenue that I want to go in I do want to get to be about two two point five million in my one branch and then I think I'd like to open up branches um in other areas of Florida to really be able to mimic what we've started here in jupiter And foundations I have 19 seconds left. So I want to talk about foundations I went to foundations the first time four years ago and it's absolutely awesome So if anybody wants to hit me up later, totally talk to me later All right you guys she is a guest I know she's a guest. Otherwise I'd be giving her grief, but that's okay You ready? Okay So I have been in business 27 years um in five years, I expect to Still be doing um american may be but it'll probably be operating a little bit differently than it's operating now And I I plan to have a little bit different office office structure and to be moving into different areas um And also I plan to be doing more group coaching um You know, uh, the mma groups are kind of really amazing. I really didn't know That they're gonna be as good as they are. So I'll probably I plan on doing more of that and finding a way to scale that I haven't I haven't prepped that not yet um, Rene O'Brien actually contacted me about franchising American made a few years back and I gave it a good thought and I decided against it You know, we've gotten this time thing down So far so good today, right? Like we almost don't even need this timer Yes, we do I know we do Okay Oh He I think this is our next question Angela needs some help Um planning to pay employees by commission. What do we suggest? um your First up this time heather Unfortunately, I cannot offer any suggestions because I have never paid commission I have talked to many people about it and here I am talking For me, the reason why we've chosen not to go commission is because I like to keep things very easy I'm kind of lazy that way But I don't want to mess with my people's money My people need to be able to see across the board how much they're making and I just feel that even if I'm paying them a higher rate It's easier for them. So that's why we've chosen not to do commission Pretty good You ready to lose? Okay. Yep. I'm ready Uh, okay. So I know tom is going to talk to you about commission in a deep way Um, and he'll probably tell you about his presentation For the maid service summit. So make sure that you watch that angela because his presentation is all about this um, but Some things that I want to add on to what he's going to tell you are saying in advance is um One of the things that you really need to do if you're paying commission is the people need to be able to see how their pay Turns into an hourly rate because they only think in hours even when it's commission And let them see that their productivity means they make more money per hour So if you can show them that it can win it can work Also after their first paycheck and their third paycheck have a sit down with them and walk them through how they got paid big one Nice very good We pay commission so I guess for starters you need to have a system in place to actually do the calculations because you Have to basically determine everybody's pay on a job by job basis and a percentage of the revenue generated. So Doing that by paper and pencil. It's a lot more complicated than than doing hourly pay Um, I've seen people do it with spreadsheets or some software platforms out there that does it, you know made central Makes it really easy for you, but I believe there's others out there that do commission pay as well So, you know, I would look into that one of the big questions that comes up is What do I make the percentages? How much of a rev share do I do? And that depends upon a lot of factors and if you want to know The best answer to how to determine that I'm dropping a link in the chat right here because I've got an awesome Presentation in the maze service success summit that's coming up at the end of the month. It explains how to calculate You could not have gotten any closer and still made it Yeah, okay Let's see Got a lot of comments here. What is what's this comment saying micro dirty jobs He was talking about skilled labor on fox news the other day Okay I don't think that's a question. So I was like a comment. There it is. Well, here's one Trisha Lake question mark Where is she that's the question. Where's Trisha Lake? It is friday afternoon. What do you think is on the lake? Yeah On the lake. Um, I think though that sarah might be suggesting to have her on Well, what do you think Liz? I think that's awesome idea I actually um I'm pretty sure I already asked her you guys and I think she said she was busy I'll hit her up again. I'll tell her that she was specifically requested. Yeah Don't forget if you guys have any other ideas Drop them in the chat Um, how about oh, we have we have one from kelly Sorry, we skipped over greg. We have to go back to gregs Oh, it didn't have a question mark. So I didn't see there's a question But I got it is I'd love to hear from someone who does well with facebook marketing Liz your first one up Okay, I'm glad I'm first up. I can get it out of the way So I do not do well with facebook marketing break. So you don't want to hear from me But I can tell you some people who you do want to watch because they do really well with facebook marketing One is trisha lake who we were just talking about She does phenomenally well with her facebook marketing and another one is um, Stephanie nested with absolutely clean out of Where's she iowa? I believe so Um, anyway, she also does an amazing job marketing through facebook I Not so much greg but watch I got a plan. I'm going to be doing better over the next month We use facebook probably more for recruiting than we do for uh, you know getting new clients The people that that that lis mentioned They're really awesome with facebook in terms of content and getting engagement and getting a lot of You know the community involved. They got a lot of people that that like their facebook page People like matt ricketts. He does facebook marketing as well but basically he works through an agency and they attack it more from the the pixel standpoint where somebody goes to your website and Then goes to and then puts a pixel on on the browser So then they go to facebook and then adds for your cleaning company show You know on facebook So there's a couple different varieties of that depending if you're trying to build a community and get a lot of Likes or if you want to do the whole pixel paid advertising thing um You want to have them? Yes So i'm going to address facebook in two different ways because greg I don't know you but I'd like to get to know you um, but sometimes people feel like posting facebook posts in boost is marketing on facebook Um, so I will address the posting of um facebook. We do do it daily We do not advertise on facebook in our daily post. It's more about getting people engaged about recipes or fun stuff Or maybe tips on how to clean your home. Um, I do not boost posts. I've never paid for a boost to post We do also run facebook ads I do have a marketing team and our ad spend is 300 a month on our facebook ads and it does get us A lot on our return for our investment Um, and I also pay to have that done as well I don't do it myself because facebook is ever changing and if you're not keeping up with all the changes Kind of aren't able to run ads if you're not knowledgeable in that You almost make a note Make a note heather to um, maybe maybe do a presentation about that in mma. Okay Oh, I do not know if I have enough information to do that, but I will make a note. Okay At least you can get us started I do like posting I've actually just turned over my facebook post in my instagram. Do you want to know a secret? To a 17 year old girl Nice that's that's smart Yeah, she's struggling with facebook obviously because it's for us older folk. Um, but she's been doing our instagram And she's been doing a great job. So I turned over the facebook to her as well Hey, denny. Hey you guys I can't see all the comments. So for all the people that i'm not commenting to I can't oh I got you lis She wants me to get micro on on our show, right? Oh Yeah, that'd be cool. Liz. Yeah Can you do all right? I got you That makes sense Uh, okay. I don't know why he wouldn't That would be awesome Yeah, I love that Kelly wants to know where we get our trigger sprayers. I'm not gonna I'll just help her out and answer the question. It's a the company that makes them is called impact um Their manufacturer they work through a lot of local distributors. I would just You know, you know what you you know what you want I would just go to your local distributor and say hey impact makes these can you get them for me And that would be the way to go there A lot of distributors are not able to fill orders at this time due to the pandemic. So But try I think we're out of questions at the moment Alrighty Okay, Tom. I said if we ran out of questions, you could talk about foundations But y'all this is on you. This is not on me Okay well Heather, how many how many times you've done you've done foundations I mean you've spent like three weeks with us three weeks worth of foundations, right? Correct. I've been twice Okay, but two weeks one time we we did something I guess unique during foundations 10, which I guess was A year and a half Yeah Where we did two weeks back to back and it sounded like a great idea when we were planning it but Two weeks is a heck of a lot of foundations but um You get to know people really well when everybody's like living in the same house for a couple of weeks, right? I think that was one of my biggest takeaways. I mean there were so many takeaways Especially my first foundations If anybody's ever seen big brother, I always refer to it as big brother But for your business that we're eating sleeping Pooing whatever everything is your business from the moment you wake up into the moment you go to sleep What you said did you say pooing? I know I didn't say that though. Um, but you eat No, listen, and you know what even when the coach is leaving the class is over That's when you form the relationship with everybody else in the house And like those people that I went to foundations with I can call them up in a moment It's known as right now and say hey, I need help with this or what do you think about that? and for me building those relationships was Amazing yeah well I I know I said that you guys really shouldn't talk about foundations, but here I am going to comment too um, no, it is true. I mean People don't really understand that there's a much bigger difference between spending time together and being Together 24 7 that that's a completely different experience than just getting information um From a program. It's not the same thing. I think one of the things that was awesome about foundations to or is awesome about foundations Is that um for every class we have a workshop Class workshop. So here's the class now implement something from this class that matches Your business what your business needs? I do want to say one thing about foundations too that um, a lot of people don't know Foundations is really not for you if you don't know who you are and what you want You don't have like an idea for what kind of a company that you want If you don't have any like strong desires for your company or just like I don't know. I just kind of want to make money and I know how to clean and so You probably won't love foundations because a lot of foundations is That actually all of foundations is a personalized experience for your company and you so the answers Are about you and your company what will work for you one of the first things we do is take your Have you take a disc assessment? And then we find out all about your company and what you're looking to create and then our answers are about That so if you don't know what any of that stuff is You might struggle You know what liz I also think that if you are not a doer foundations is not for you either Um, I've seen so many people like just want to think that they can go and get the answers and then Not have to go and do the work and yes, you're going to get all the answers at foundation But then you have to do the hard work you have to go back home and you have to implement all those things into your business Yeah, that's true. That's very true That's that's one of the things that you always did really well and actually trisha right trisha is really good at that as well All of the people that love foundations are really good at that Because they get it Yeah, yeah, and then we're gonna go and scale our businesses after that when I first went I was running my business on pen and paper pen and paper on eye calendar And we did just under eight hundred thousand dollars. I know right. I like to tell people that for shock value Um In at foundations like I got on the service autopilot. I mean that's a huge platform, right? I learned so many things that really was able to Just Explode our business to years to follow for years to follow Yeah Well, well We're getting down to kind of the top of the hour Anyway, a couple of things Friday Tom. It is Friday um get warm Pnec program is launched and fully there and functional we've got Last I checked somewhere around 250 people that are taking the class um I forget the number a smaller number of actually finished it um but There's going to be a lot of people on the job market in a couple of weeks They're going to have a lot of talent and they're going to be looking for You know, they're going to be they're going to be expecting training They're going to be coming from jobs where they got training and this makes it Really easy and it's sustainable and you just basically eat learning and each company gets their own login and you can Just sign your people up When it's convenient and then they're on their own to do it but you can track their progress and Even when things get crazy you can still train your people with this program I don't know my friends and I'm really having I'm looking forward to being able to hand pick cherry pick the people that I want I know looking forward to that. Yeah So I wanted to I wanted to say one more thing Tom I haven't talked to you about this before But or and when we're talking about um the phc program we talk a lot about you know What's interesting to people? What do they need? Why would they care about this program? One thing that we haven't talked about is um So I think that a lot of times cleaning business owners, especially if we've been in business for a while We're like, we know we know how to do this stuff, you know, this part is easy the You know how to clean car. We know about safety. We know about some of this basic stuff We don't really need help with this. Well, we had three business owners. They did not pass you guys They took the The test the phc course and they didn't pass the first time not I can say anybody's name But it's not really so basic and so obvious. It's not a gimme It's not a course that you take it and you're like, oh, please. I know all of this. You're killing me It's not like that and you know If you if you look at the website, it'll tell you a little more about you know What the program's about but it's not prescriptive is not telling you how to clean stuff It's giving you the whys behind we do the things that we do the science the The hygiene the safety the stuff that transcends any particular company's cleaning procedures It's the it's the the why we do what we do and how to do it, you know, properly it's It's like a driver's ed manual as opposed to the owner's manual for a particular car Your procedure is the only manual for the car this transcends that this is kind of like the rules of the road for professional house cleaning Tom did you see what leslie said because I think she hits on a really really great point She has all of her crew taking it right now Yeah, exactly I think it's a really big deal that it's all in one place and you don't have to travel I mean one of the really hard things about the hct program Love the hct program, but really How are you going to take your whole team like in my case? I had to go up to seattle, which doesn't sound like it's that far away Until I need to take, you know a whole Passel of people up there carpool. How many cars up there? But for the phc program from the comfort of our homes offices And the price too. I mean the price is way way better Hey, how are you? How are you? Not to call you out leslie sorry, especially if you're having a bad experience I'm sorry about doing this, but tell me tell us if you can how how is it going? Are your people learning a lot? Are you appreciating the class? Is it good info for you guys? I'll let her have a second I can take you back to cleaning business today If you haven't subscribed really easy just put your email first name last name Got some really good Newsletters going out that kind of keeps you up to date. You'll be getting information about deal day And go to our super secret link here that we've had for a few months and this is all of our good downloads and Greg gave us links yesterday and I didn't read the email, but I got him in there today. So They're here at the bottom. Uh, Greg got his two backlinks. That's how so he's giving you information But he's getting more backlinks to his website to help him, you know, keep his number one spot for for seo Uh, so you can get his bonus plan or his seo for beginners and I will drop this And Tom, I don't know if you can see it too. Leslie says she doesn't know how people are doing because she went to texas I love that Hey, how about seara? Um, that she heard that there was a pandemic the unemployment is ending a week early I've not heard that is that still scheduled uh to end the the 31st of july I think tightly think the way the law is written 26th is the last day for which they can be doing it. So it's a few days early Matt said that too um, we've got a question here about, uh Uh Phc and for solo cleaners Absolutely, if you're a cleaning professional solos teams, whatever the the science the The chemistry the hygiene the safety You know surfaces Equipment you you need to know that regardless of of team size I forgot if Liz if you've heard of the hct program The phc program was written by the same people that wrote the hct program, but just You know, it's updated stuff new information, etc. So I think it's one of the smartest things you could be doing as a solo cleaner one way to really set yourself apart Because you you will truly have the ability to be a professional house cleaner And I didn't do a really good job of explaining this up front. Oops, and I didn't even copy it, right? forgive me Small business moves Sbm 30 You got to have yes sbm 30 If you put that in the shopping cart at checkout After you get all your discounts for volume purchases and stuff like that You'll get an extra 30 taking off if you use that code That's the good news the bad news is that code expires at the end of the day today Which is like midnight. So you got what about and that's eastern time because that's Where I am so you got about six hours to get an extra 30 off If if you want to do that if you aren't sure just go in there I'm buying one class and get 30 off and experience it for yourself Or if you want to buy some for your entire team your entire company You can get some pretty good discounts if you buy them volume and you have a login and you can sign your people You can use them for an entire year. That's another thing. It's important to know So you can buy a bunch now and use them over the course of the year And 70 I love what Leslie said too. Hey Leslie. I got it that you She had to go and to be able to take the course. She actually had to fly to texas Talk about a change in price from doing it to your house, right and doing it at your house or from your office But I love what she wrote here that um, she had her trainer do it first just to see if it jived with their company culture And she found that it it really did and I think that that is She well, she said it was spot-on I think that's something that a lot of people worry about that We're going to be teaching something that is going to go against what you do. You're not going to find that at all When we wrote the program there were two things we needed to make sure that cleaning technicians were getting everything that they needed But we needed to do it from a standpoint that We needed to present it in a way that cleaning business owners would want it to be delivered to their cleaning technicians so that was kind of the mantra through the whole process and I think that I think that we got it And now we got to go because it's three o'clock on a friday Thank you I hope that you get a hundred percent really quick because I know burt probably is getting really tired of sleeping on the sofa and uh You guys and I'm glad you got to do it today to break up the monotony of just sitting in your bedroom alone Heather We were the whole bunch of people to you today And listen, I both run the business together so he can't go to work either. So we both are just kind of like stuck in limbo Yeah, oh gosh, but thankfully nobody else in the house is sick. So I'm very happy and fortunate for that Fingers crossed for you. Yes. Thank you. All right y'all. Everybody have an awesome weekend We'll see you monday mario being here learn about VAs and why they might be hopeful to you in your business. See you monday be safe. Bye. Bye