 Hey, good afternoon, everybody. Tom Stewart here. I'm with Liz Trotter. Our guest today is Paul Frieden. This is smart business moves. Hey, Paul. Hey, how are we doing? Good. I'm so glad you're here. Glad to be. Oh, you know what time I am in your little window because I'm seeing all sorts of funkiness on my side. I'm in your account. It's all gone. You're good. So golly day. We were off last week. Well, I mean, we weren't like goofing off. We were working last week. We didn't do smart business moves. That's a great shirt, Paul. Just FYI. I don't think I've seen you in that exact shirt. I love that. I love it. It looks good on you. The black V-neck with the orange on the black. It's almost Halloweeny. I like it. Halloweeny. Halloweeny. Halloween-ish. Halloween-ish. Probably better to say Halloween-ish than Halloween-y. Especially if I'm going to be around middle schoolers. I think I would be better off saying Halloween-ish. They'll be snitch writing it as true. Yeah. Yeah. Or any male. Right. Of any age. That's true. So you knew that's where my mind went, right? I did it at first. I did it first. And then I was like, oh, I'm slow. We're limited, Liz. You can't help it. We love you anyway. You can't fight genetics. Yeah. You've got to go with it. We all know. So what about today? We have anybody with us? I can't see a few people here. They're not in chat yet, but we got some folks. I can't see. Or comments, maybe. No. They usually, they usually, we get the majority of our viewers after we're done. Hey, Linda. So Linda is always here. She's coming fresh off of foundations too. But you know about Paul, you know how exhausting that is. Yeah. But a good time for sure. Yeah. Well, we had Heather there this year and she worked in your capacity a little bit. She did some cooking for us. Yeah, she did. She did some, she did some cooking for us. It was good. She made this French toast casserole thing. I probably could have eaten all by myself. It was delightful. She made it with croissants and it was so good. So today we are talking about the holidays and all things holiday all month. And we don't have to just talk about Christmas though. Paul, we were mentioning on the call beforehand that, you know, everybody's just scooting right by, scooting right by Halloween and Thanksgiving and going straight to Christmas. But we don't have to do that here. You and I were talking about sort of giving back for the holidays and Thanksgiving is a good time for that as well. Thanks and everything for your clients as well as your employees, I think. Do you guys do anything around Thanksgiving? So we do. I mean, we, you know, it's interesting, right? Like for me, you know, one of the things that I was thinking about after we spoke, you think about your branding, right? You think about your, for me anyway, I think about my logo, right? And like, you know, my logo. So, you know, I've got this bottle. And one of the things I love about the bottle is, you know, it almost has this kind of figure to it, right? So, you know. Middle school figure. There we go again. There we go again. So, you know, like, you know, so I play with the bottle, right? So, you know, we can dress the bottle. That's so cute. Which is, which is nice, right? So, you know, I think, you know, one of the things you want to try to do is, Brad, like for the holidays, kind of play around with your, with your logo a little bit, you know. You know, we did this, you know, and it was a couple of years ago. So you remember the Christmas story? Yeah. Right. Right. The major award. Do you remember the major award? Yeah. Yeah. So we kind of play around with that. That's good. And then, you know, one year we did, well, this was going back to 2017, right? You know, we kind of did this. Oh, snow globe. Oh, that's good. Yeah. So you see, you got my van in there. Oh, yeah. So, you know, so, you know, we did postcards and, you know, I actually took a billboard out and then, you know, even, you know, just kind of playing around with, you know, kind of Santa with a logo. So, you know, so, you know, we do kind of play around with that, you know, as far as, you know, as far as the holidays, as far as marketing goes, right? Like, when you talk about the holiday season now, we're talking about everything from really Halloween, right? So it's Halloween. I was trying to find, we did a, we did a witch for Halloween. I couldn't pull it up, but I can get it over to you. But we're talking about really kind of from Halloween right through New Year's. New Year's, yeah. And the only thing about, when I think about Halloween, or I'm sorry, when I think about the holiday season, I think about Thanksgiving, kind of Christmas that time of year, you know, I think about getting charitable and I think about giving and, right, that's kind of where I go. And, you know, one of the things somebody told me a long time ago, they said, you know, nobody, nobody ever went poor by giving, right? And then that had always stuck with me. But we're very active with the, the homeless shelter in our area. I, the homeless shelter in Hoboken does some great work and we, we actually clean them weekly. We clean and disinfect their facility weekly and they house, you know, anywhere from 50 to 80 men and women every night and they've got, they serve breakfast, lunch and dinner seven days a week. We've done campaigns with our clients where our clients have, they've donated canned goods, things like that and we'll pick it up at the cleaning, bring it over the shelter and we have a great relationship with them. We've had the staff there on a number of occasions. We provide and serve dinner a couple times a year and, you know, it's just, you know, it's just a great way to just stay involved and immerse in the community and give them back. And we get a lot of good press out of that and we had talked a little bit, Liz, and I'm a firm believer in, you know, you get some good press like that. It goes a lot further than paid advertising does. It just does. You know, your customers realize that you're part of the community. You're giving back to the community. Look for us. The majority of our business is right in this little one square mile town. So I want to give back to that one square mile town. Another thing that we hadn't really talked about, Paul, but why am I getting to that feedback? I don't know. Is that me? Do you hear it, Tom? I do. It's an echo. Yeah. Is this any better? Yeah. Okay. Seems to be better. I didn't really do anything, but I switched some chords. All right. Well, yeah, it apparently worked. Bang a couple times. Yeah. Well, Paul, I started thinking after we got off the call with all the stuff that we're talking about. We're talking about marketing and customers and blah, blah, blah. But really how important is it and how motivating and inspiring is it for your people to be involved in this giving? And right now, we need to be focusing on our people because they're hard to find. They're hard and we don't want to be losing them. And I think a lot of what you do has to contribute to your attention in some big ways. Yeah? It does. Yeah. You want to talk a little bit about some of the things that we discussed or do we want to stick with marketing? Sure. No, no, it doesn't have to just be marketing. It can be anything around the holidays. And the reason why I was wanting to talk a lot about or I wanted to talk about marketing a lot was because marketing is different right now. We're not trying to market for as many customers as we can get because they're coming at us. We're already kind of overwhelmed with the number of customers, but our marketing can work for us to get employees to and the people that are still doing some marketing stuff. I'm guessing our marketing for a higher caliber of client, bringing them in at higher rates and that kind of stuff. So I just wanted to talk about what's marketing look like in this case right at the time. When I think about marketing, I just think about stimulating the brand. It's all about stimulating the brand, be it to new hires or be it to new clients. You throw an ad out there. I mean a lot of people are seeing it. People that are looking for work, people that are looking for house cleaners. So the two kind of go hand in hand. For me, any way I can get the name out there is great. However that is. But the more your name is out there, the more interest you're getting from both potential customers as well as potential cleaning technicians. And the whole economics is changing as well, but it gives you the opportunity to deal with that. You have to arguably pay technicians more than you use to, but the more customers you have to work with, you can get a higher bill rate as well. Because some of them will be willing to pay a higher bill rate. All of that kind of goes together in this new 2021, I don't want to say post COVID, but it kind of feels like post COVID. Definitely different than it was a year ago. Definitely a different paradigm that we're dealing with. It's like the 2021 holiday paradigm because it's different. The way we're thinking about stuff is different. Yeah. When we spoke the other night, as I was telling you, the number of leads that we get through the Hoboken office is incredible. Crazy. And look, the reality is it's difficult to staff, right? So we're still having those issues. We're pretty fortunate. I mean, we're able to put on seven new hires over the course of the last three weeks. We're really excited about that. I hope we're turning a corner. But look, what we've done is we've created a very attractive package to new hires. One of the things that I think I explained to you, right? Like we're offering now accounting services, right? So what we do is our accountant will do your taxes for you. Our accountant's got all their information anyway, right? So now in November, we're having a luncheon where the accountant's are going to come in. They're going to meet with the staff. They're going to explain to them really kind of how best to file their taxes as far as deductions and as far as dependence, et cetera. Filing married versus single and all that. And kind of explain to them how they can benefit from having the accountant do their taxes as opposed to H&R block. And what that will damage at the end of the year. That's an awesome idea. I know a lot of people are looking to get their W2s on that last day of January and run across the street and do the rapid refund and pay a lot for that. So is all of this kind of geared towards making a better financial decision and not giving away a chunk of it just to get it a month earlier? Well, yes. The bottom line is our accountant can probably get you back more money than an H&R block will. And it's not going to cost you a dime to file. And that's all just a perk up being an employee you've made in Hoboken. But it's not the rapid refund either. I don't know. It's not. But they'll turn it around very quickly. That's good because it's like loan shark type financing, some of these rapid refund places. So you're really financially doing your employees a huge favor, not allowing them to go that route. And they appreciate it. I mean, they really, really appreciate it. So it's nice. It's a win-win. Yeah. And you know, anything that's making their lives easier or two is going to be a huge win. And most people do find it to be a huge hassle to get their taxes. They got to get all of their pay stubs. And they've got to collect this, go down, find the place, pay the money. It's a hassle. So you creating this ease in their lives, that's also a huge value, especially right now while our employees are looking for more ease in their lives, right? In a lot of different ways. Yeah. Yeah. Yeah. More of everything. Yeah. So you're usually talking about your brand, right? You're thinking about how to kind of like your, not kind of, I very much like that you have this very strict focus that you're always working toward the brand, building the brand and on both sides. But when we were talking, you were also talking about how during the holidays, you do a lot to be giving back because you want to be giving back, not because of the press. And I mean, the press is a nice side byproduct, but you're not doing it for the press. And you had a bunch of stuff that you're doing. Yeah. So it's interesting because what we're currently working on, and we'll launch the campaign just after Halloween, but it's going to be, you know, a 12 day of Christmas giveaway, right? So the 12 days of Christmas, of course, I read all this online because I'm a nice Jewish boy. But so the 12 days of Christmas are, and sorry, because I believe now I'm compelled to do the eight days of Hanukkah also. So the 12 days now turning it to 20 days. So we'll do Hanukkah as well because I'm affiliated with a couple of synagogues in town and the rabbis there will probably get pissed if I didn't. But anyway. The more the merrier, right? Yes. So what we'll do is we'll do these giveaways and we'll start like the 12 days of Christmas giveaway. We'll start on Christmas Day because that's when the 12 days of Christmas start and it goes right through January 5th. So we're going to give one free cleaning away every day for the 12 days of Christmas. Now, and what we'll do is, you know, you'll have to like us on Facebook to get entered in. And we're going to put this out to, and we'll put it out on our Facebook page and then we're going to put it out to our, all of our prospects and our existing clients as well. We've got a, you know, between active clients and archived clients. There's probably 2,500 people there. And then prospects logged in are probably close to 5,000. So, and these are all right within our service area. So we'll, we'll get an email. We put the email together already. We'll send it out to them and we'll start again. We'll give away, you know, these cleaning. So one for every day of the 12 days. And then one for each day of Hanukkah. So it'll be 20, 90 minute cleanings. And, you know, of course, if people want, if they want more and we've got, you know, we've got the specifications and everything else all spelled out. So that'll be posted on our Facebook page as well. And, you know, if people want more time, they can pay for them more time. But it'll be, you know, 90 minutes for the team of two. And, you know, it just gets people talking. It gets people feel like they're getting something and you're doing something for them. And it's all about really just showing appreciation for the customer. So that's, that's one campaign that we're working on. You know, we did last year and I bought a ton of them. So we're going to be giving them out again. But, you know, these, we did these cookbooks, right? Yeah. And, you know, these things are really pretty, pretty cheap, you know, pretty inexpensive. So, but, you know, if you go through, I mean, there's a ton of recipes. And the thing I like about this is that, you know, you give something like this away and you can play with this throughout the year. And one of the things we're thinking about is we're thinking about now, like, look, create a recipe. We're going to give you this book, create a recipe and send us a picture and, you know, win a free cleaning, whatever it is, right? Yeah, you want to get together with your kids and you want to prepare, I don't know, let's say, pito bean dick, right? Or tuna stuffed tomatoes or turkey meatballs. Send us a picture and, you know, we'll vote. We'll pick the nicest looking dish and you win a free cleaning. So, you know, just to keep them active and, you know, so, you know, I like that as well. Yeah, you know, there's so many things, right? Like, you know, when I start thinking about it, it's just like, it's hard to kind of shut it down and I just keep, you know, I keep going, right? Like, so we do a very... Yeah, that's one of our... one of my employees. They've got these electric bikes. They've got electric bikes and they've got these alarms on them. So, we do a holiday party every year and it really turns into this major event. It's really, really cool. And we didn't do it last year due to COVID and, you know, everybody kind of felt it and missed it. So, we go to a hall and it's really done up beautifully. Like, it's like a wedding. You know, you get the DJ, you get the food, you get the bartender, you get the photo booth, you got, you know, the place is decorated with all of our colors and, you know, balloons everywhere and it's really just a fun time and we do a lot of giveaways there. What I do is I go and I buy some flat screen, some Instapots, some slow cookers, just a bunch of stuff and we, you know, just raffle them off, give them away and, you know, people go home with just boxes and boxes and stuff. We do an employee of the year giveaway. Somebody gets $1,000. So, it's a great event. You know, one thought that I had was, you know, like, I want our customers to see that, right? And, you know, for anybody that has these annual parties or these holiday parties, look, you know, your customers want to know that you're taking good care of your staff. They want to know that they're happy and when they see them in that kind of environment, right? Dressed up, partying, having a great time. You know, they know that you're a decent boss and that they're doing business with a decent reputable company. Somebody that respects their employees and goes a long way. You know, I had even thought sometimes about, you know, inviting a couple of customers to the event. But then, you know, just thought, you know, it's probably not good to mix the two. But one of the things that I was considering was having sort of a holiday party for customers. And this is something that you can collaborate with a local restaurateur. Do it after the holiday season, right? You save a couple of clocks. You save a couple of years. The first or second week of January, when things kind of die down for them, right? Because all the company parties are kind of winding down. And, you know, it's also, you know, you can kind of cross promote. And, you know, people can, you know, the restaurateur, you know, you're going to turn him on to perhaps some new customers that he doesn't have. And even if you did like a two-hour meet and greet, you know, where you did, you know, pass around orders, some wine, I mean, nothing over the top. And look, you know, you can send it out to, you know, your best customers. You can send it out to the customers in the neighborhoods that you really want to target. You know, and I think, again, you know, you can do that for very little money. So that's something we're considering. Especially after the holiday. Right. So that's something we're considering this year. Hey, Paul, Linda would like to know how you determine your employee of the year. You're actually so, you know, a lot of it is based on the feedback from customers, right? The reviews, the surveys, attendance, attitude, you know, there's some criteria that goes into it. Do you guys track like for the year and like all year long and then at the end of the year, it's just sort of like a big surprise what wins? We do. So, you know, what we've been doing is we've been running these contests monthly. I think I'm sharing this with you on the phone, Liz. So what we do is our teams are out there soliciting online reviews. And we, so they get points. They get points for you know, if they get a positive survey that comes back through the CRM and then of course they get more points if there's an online review. They could lose points for negative reviews if they're legitimate negative reviews. They could lose points for attendance, things like that, or tardiness I should say. So, we keep track of these points throughout the month and what we were doing is we were giving away $500 to, we were working teams of two, we were giving $500 to the team that got the most points. But what we found, it was pretty interesting because you know, once we started that the teams really engaged the customers a lot more and we could see it in the reviews because as opposed to Maiden Hoboken did such a great job cleaning my place, it was like Team 1 did a great job Alejandra and Rosita did a great job. So they're really engaging and it's good to see but what we were seeing and we would put the points up on a white board in the office. Now again, everybody leaves from the office that's just the way we're set up so everybody's in the office in the morning. So we would have the points you know, Team 3's got you know, 68 points right? Team 12 has got 74 points and now you know, it was almost like like I was explaining to you, it was like this horse race and you'd see it picking up steam as they got closer to the finish line, right? You get closer to the end of the month and it's like, you know, the reviews are coming in and it's like, well, Team 1, no, no, Team 3, that's Team 8, it's so then what we decided to do it was wild, right? So and as we're tracking this it's like, you know, so it got very exciting so now what we do is we give away $800 a month so we give away $500 for first place so it's like win place or show, right? So it's $500 to win, it's $200 to show, it's $300 or $200 to place $100 to show, right? So it's $500 for first place $200 for second place and $100 for third place and it's just a lot of You never thought that was going to be that hard to say, did you? No, no, no, I did. I'm like, I wasn't even getting confused, I'm like, Yeah, yeah, so and it's great because you know, the teams come in and they check the whiteboard in the morning and it's like, you know, you know, now we're getting, we've got $286 post the Google reviews so now we just put up on the board on the whiteboard today $300 to the team that gets the $300 review Oh, that's fun, so a new thing They're all pumped for that So So, you know, it's kind of like being the, you know, 10,000th customer at a store or something and they just randomly And, you know, it was like I sent you over you know, just some thoughts and you know, I know we're kind of jumping all over the place and we'll probably continue to jump all over the place but you know, a lot of this stuff you know, that I kind of think about, it's like you know, this is stuff that you know, you could use during the holiday season you could launch during the holiday season you could, you know, but then stuff that you can kind of carry on throughout the year as well, right? Yeah You know, like the VIP program right and look, we all have some kind of referral program and I know for me, you know, very careful about the referral program because you know, somebody is you know, somebody's not such a nice person I don't want to reward them for bringing me their friends who are probably not nice people also you know, I'm a firm believer in birds of a feather flock together and you know, if you're an exceptional human being you probably hang out with exceptional human beings and I want, I want you to promote me to your friends you know, if you're pardon me, if you're an a-hole you probably hang out with a-holes and I don't want I don't want more of those so I'm not going to reward you for bringing me those kinds of customers so we offer a referral program to a specific few people and it works, it really does and I've always been a believer in that look, if you provide a stellar service that you don't have to pay your customers let me get this right, Paul so if I am a customer I've made in Hoboken but I'm not participating in the customer referral program can I read something into that you probably can the cat's out of the bag now the cat's out of the bag it's just us talking no big deal but it's so awesome it's so true but create this VIP program where it's a point system and maybe people for every dollar they spend they get some points this is something easy to track through everybody's CRM right and then it's like get a thousand points and get 50% off your next cleaning, whatever it is and that's something you can launch during the holiday season it's like a giveaway you're offering something out and then just carry that out throughout the year so Paul you always have so much going on I mean I think that we could probably talk for four hours and you would have new ideas the whole entire time but you don't do all of this stuff all of the time you couldn't possibly so how do you determine what you're doing? do you have the marketing calendar for the year? do you do it by month? how do you do it? this year for 2022 we put together a marketing calendar and if you googled like Hallmark holidays you'll come up with some crazy stuff it's almost like every day there's another whatever it is so Hallmark holidays I'll send you over a list of stuff that we came up with and some of it's really funny there was one campaign that we did and I have to go back and see what it was I think I told you guys about it where somebody perceived it as being sexist and blamed us for it and then I sent out an apology afterwards and the apology was the marketing tool it worked out so well but look again it's like know your audience you have to know your audience so entering into 2022 we will have a marketing calendar because we are getting look when we talked the other night on the phone I was telling you about the leads that we get certainly with hiring being what it is today it's very difficult and I do see that loosening up we will get a little more aggressive with our marketing come January more so than we have ever done before and I'm looking forward to it I'm excited that you're thinking that it's going to loosen up a little bit for us your lips to God's ears up there right I'm seeing it and I feel pretty positive about it one of the things that I had on that kind of little sheet that I had sent you over you know you know how I love these things right I still find those around my office how many years later Heather is still finding around her office too I love them too Helen it's interesting we know where our customers eat we know where our customers drink the downtown is pretty small I rarely go anywhere without a pocket full of stickers and you go into the popular restaurants just go into the bathroom just stick them up on the stall your customers are going there why not it's free advertising when I go on the train I take the train to the city as do 80,000 other people I stick them up in the train and nobody ever says anything sometimes I go back a week later and the stickers still be there so again why not just put it out anywhere do you have any holiday stickers you have everything that's all holiday-ish hold on I don't know that I have any holiday stickers dude you totally need them if anybody needs holiday stickers you do trust me I will have holiday stickers before the week is out I saw that pen I'm getting all of these stickers they're coming where do you where do you get your stickers from Paul do you get them in bulk or I get them in bulk I use a local printer his price is great he knows he knows your brand he does and he delivers quality stuff you know I I tried going to like Vista print and I got some garbage back so I'd rather know that I'm getting quality I figured your stuff all looks really high quality so I figured you must be doing something more local something else that I love it's like it was on that sheet I gave you sidewalk chalk just anything I used to do it in front of our office just because but just write some what I made in Hoboken was here people love seeing that stuff believe it or not absolutely in the days of everything is so high tech when you start Googling around best marketing ideas and you'll see just try it everybody's got the same thing it's all about social media SEO, hashtag it's all high tech stuff I don't know I'm a big fan of the marketing I just think it's fun and I think people enjoy it people love it I tell you I was playing around with the drone I had this little banner where's the banner well we are playing with that drone Tom and Charleston I was like man it's actually easier than I thought you had it up and running in no time oh that's cute so that thing it weighs nothing and the drone can fly it around I used to go out to the park and he'd fly it around the park and I would see people laughing and it was great memorable but when you start talking about the holidays I don't know I don't know what people are giving to to customers he's just getting some mints or some candy or something with your logo on it people love that stuff and it's cheap I mean again I don't know what people are doing what they're giving to their customers but again I love the idea of giving away free cleanings and again when you think about like a 90 minute clean for us we do most of our stuff as apartments and what we do is the 90 minute clean you start in the kitchen bathrooms and then you'll move on to common area living room dining area and if there's any room left you go to the bedrooms it's relatively tidy and you're talking about two bedroom, two bath 11 heart square feet which is kind of our typical you'll get the bulk of that people don't care and again it's free people love it and at the end of the day it wasn't really cost you I'm really thinking you need the holiday stickers you need to have it on there something like you've been gifted so that you can every time you do one of these things you can or something about being gifted because people love that idea and it is you know the 12 days of Christmas and you are doing a really big thing or that might be a note card or something I don't know if you take maybe a postcard yeah maybe a postcard those vinyl stickers they come right off you can just put them on the door this client's been gifted right I don't know I feel like you have so many ideas that it seems like it would be hard for you to narrow down like what are you going to do but I guess if you have a calendar for the year that's super helpful and what I'll do is I'll get over to you I'll get that list of these kind of funky holidays over to you because I think people are just going to kick out of it but and again I'll go back to we're going to work with our local influencers to get the giveaway out there again I love these local influencers and there you go there's a couple of websites I knew that no comment on this side over here there's multiple sites for this nationaltoday.com is one and you can look and see pick the one that you like the stuff they have the most English language day international top doesn't want to national fossil day national pet national pet obesity day there's another one it's no bra day they've got pet obesity here too emergency nurse I like train your brain day I like train your brain day it's fun caps lock day caps lock day what is that caps lock day you can actually buy days too if you want to create your own day there you go national list trotter day if you wanted to it doesn't even cost that much you should go check your calendar again March 30th oh very close so close you're gonna have a lot of fun with this stuff yeah it is a lot of fun but it also does take some planning Paul sometimes people just try to put something together at the very last second they don't get the results that they want they think that wasn't a good idea where it's not so much that it wasn't a good idea it just wasn't well executed right even like where are we now we're in the middle of October yeah there's plenty of time handwritten holiday cards as opposed to that mass email that you send out to everybody happy holidays from our family to yours if you start now you write out 10 a day whatever it is people love that stuff you go to people's houses during the holidays they've got the holiday cards all over the place especially because there are as many nowadays as there used to be you used to get so many more I know last year I only got I don't know maybe 30 cards I can remember in the past getting hundreds of cards and I do think you're right about the handwritten thing it's gonna make more of an impact on the company I don't even keep them I just toss them yeah it's really neat especially if those are the only ones you're getting yeah and how long does it take right hey Brett and Kathy I just really want to thank you for your business throughout the year I want to wish you and your family the best during the holiday seasons really all the best to you for a happy and healthy new year right? I really do love to do that for Thanksgiving I feel like everybody does stuff for Christmas but I do love to do the thank you cards for Thanksgiving I have no no data to back this up but I feel like it has more of an impact they're not expecting it for Thanksgiving they're expecting it for Christmas but they're not expecting it for Thanksgiving you know I know like the shelters the biggest thing the shelters need they need toiletries, toothpaste they need feminine products they need food they get plenty of food during the holiday season so they don't need that underwear and socks are big t-shirts things like that and again it's like the shelter we've got relationships with the local media and the local press they do a lot of that and you know look it's not like well maybe it is you're buying advertising but you're giving back is what you're doing and you're giving the community look if you show up there with $500 worth of toothpaste toilet paper things like that to the shelter it's going to go a long way and you know you'd pay more than that for some paid advertising and you wouldn't get the bang for your buck that you would by doing things like this yeah do you post that on Facebook how do you leverage so what we do is we let the shelter do that and the shelter does it on their Facebook page and through their social media streams you know so yeah we may have in the past I don't know but they would post something in tag in tag your company yeah so you know they have they have a huge email list of donors and contributors in the community so they send those emails out hey you know I want to thank you big thanks to me and Hovok and I get emails from time to time from people just saying hey you know thanks for all the work that you're doing at the shelter people I don't even know the shelter definitely makes people aware of what we're doing I agree with you that you're definitely going to get more bang for your buck when somebody else is telling the community about what you're doing versus you telling about what you're doing I have seen this done pretty well by Trisha Lake though she does a good well I mean the winner of all times is probably what's her name Tom we just had her on she does an amazing job Stephanie Nesset she's amazing at doing this but Trisha Lake is getting really good also at giving back to the community and she gets the community to help her give back to the community so they all know about it because they're all in on it and everybody's excited about it and I'm like that's a pretty good strategy and I know she does do it from the heart she is very much about trying to do it from the heart but that's a great way of doing it too getting the people to help you and she does the same as you Paul where she gets the employees involved and gets them wanting to be part of it and they get inspired and you were saying that you take your people down to the soup kitchens and over the holidays and help that way I can see that as being a huge deal you know what's interesting too is that we've actually gotten calls from the shelter like last year they got hundreds of turkeys and they had no place to keep them they called us they said hey you know you're coming to clean tomorrow let your staff know if they want turkey just ask and we'll give them turkey and they came back they had like 20 frozen turkeys like the shelter the food paradise is giving us food so yeah I love that though I bet that was really appreciated as well it was for sure makes you feel good yeah but you know again right it's like the holidays for me it's all about giving we all know it as as parents we know what joy it brings to our children when they wake up and there's presence for them you know it goes for our customers you start giving your customers some stuff they love it, they appreciate it yeah there aren't very many people that don't like it when you give them no free stuff right yeah who doesn't free cleaning I feel like that's really valuable to a lot of people especially people who think they can afford it it's out of their price range that they would never be able to do it they get a free cleaning that can be impactful and you're saying 90 minutes but that's for two people so that's like 3 hours for the cleaning you get a lot done in 3 hours definitely yeah you know again right these these contests aren't you know they're not monitored by the Department of Weights and Measures I'm not that you're rigging it you chipped me out of 2 minutes of my free cleaning look there's certain areas certain neighborhoods that we don't want to go to and there's certain other areas that you want to go to certain areas you want to target but again somebody's going to win somebody's going to get well now 20 free cleans so Paul if anyone wants to know more about your business I'm going to go ahead and drop the URL and chat as well odd do you have pictures do you have pictures on there I'm sure he's got to have some good pictures on there Paul I don't know what do you speak to some of the volunteer work and giving you guys to the community here on your website you know what I don't know if we do or not you ought to I respect being modest but that way now for sure for sure well I definitely think that because you do so much all the time all year long it's not going to hurt you to be putting on there some of the different things that you do eat even your 12 days of Christmas I think it's awesome I can see why you don't want to appear to just be oh there's Paul cooking shocker that's that's the other thing we talked about the other night right and look the employees have been with us a while there's me in the Easter bunny costume you're in the costume I am so I I sat on I had this little electric scooter I don't know if there's videos on there but I had this little electric scooter I was sitting on there just buzzing around the park and it was so much fun but now it's my train of thought so we were talking about like breakfasts and of course some of my senior employees people have been with me a long time they know that I do this from time to time but when I this was last week I did a waffle breakfast and the newbies came in and they were like they couldn't believe it which is really important right now right that we bring people in and we keep them and we're able to retain them Pam, he looks like Mr. Clean well there you go, I'm sure he's heard that a time or two Pam is it the earring? is it the earring? that's the only thing, it's the earring yes well I know you have a waffle maker I've got this kind of dual waffle maker what does pancake mix or waffle mix cost you? it's flour, it's pennies it's nothing I've got to tell you people just get blown away by stuff like that you take the time out of your day out of your morning a little extra early for them like that that's how you retain employees that's what it is it's not how much the flour costs it's that you're actually going there and making them breakfast me you said this to me years ago as you had mentioned that most people don't quit jobs over pay and not everybody's motivated by money people they want to feel like they matter go to bat for your employee and fire a customer because they mistreated your employee you've just gained an employee for life it's true I advocate for my employees I've shared with you before I let them know come winter, hey if that heat is not on you let me know and I will call your landlord you know there are laws they have to turn the heat on and look I threaten to protest outside of one landlord's house on behalf of an employee he would not make the repairs and when he realized that I knew exactly where he lived and told him I have 30 people with signs letting his neighbors know he's a slumlord listen they wouldn't be affected every week yeah and I can't imagine that you aren't very well known in that very small area I would not want made no bulking outside my house yeah listen you do that for your employees they appreciate that absolutely that's huge that's not a little thing their families aren't going to do that for them most of the time their families aren't doing half of the stuff I remember because the guy doesn't live in town there's a very affluent town in the suburbs and when I told him I was calling on behalf of this woman and he said are you an attorney? I said no I'm not an attorney he said why should I talk to you because if you don't Saturday morning there's going to be 30 people letting your neighbors know that you're a slumlord and I know where exactly you live at 64 Fells would drop but he's like hahaha did you just put his address out here on Facebook too because are we all going to send him letters? no you don't know what to have that's true we don't know a town we're not going to send him one anyway but he must have believed you you have that address you just rattle it off like that yeah listen his chance he didn't want to take you know and look all I'm asking him to do is what he's right and what the law states he should do you have a tenant that has a broken window you need to fix the window cabinet fell off the wall you need to put the cabinet back up right so anyway but again just advocating for your employees goes a long way and again right like that's things like that that's how you retain employees so we're we're sneaking up on the top of the hour here we got like another minute or so any any last thoughts here you know if people go out and do street fairs right like you know most people go they get a booth at these events right yeah so you know a nice giveaway you know I put it down on my list here and something that we did right you know so we have like the cornhole games right and we played a lot in the office and we do you know our annual picnics we do it you know how hard is it to get five in a row right from 30 from 30 feet out or 25 feet out right it's pretty difficult to get five in a row so you know look why not give away a year's worth of cleanings right if you sing five in a row like nobody is going to get it but everybody is going to try right so you know so things like that I mean I and I say five because I started out with three I did it in a company picnic and I was like five hundred bucks to anybody get three in a row and one of my boys said three in a row I was like so and then five hundred bucks but so three is possible five is you know you got to be pretty good so but anyway so you know just things like that are kind of fun to you know get involved in these street festivals but alright you guys got the one final little sneak attack idea from Paul here five of the cornhole not three three is going to cost you three is going to cost you I like that well thanks so much Paul oh thank you guys thank you guys I appreciate it I'll get an email over to you with that list all the things that we put together for some of these other holidays I'll be great thank you so much Paul alright you guys we are done for the week Tom yep I'm going to be traveling next week so you're going to be you're going to be so lowing it right well I'm going to have Diana Henley with me and she is going to co-host us co-host us I don't know what she's going to do she has a sparkling personality she's going to bring all her fancy hair and her fancy glasses and she's going to help us out next week we're going to be talking about gifting next week you know how to how to manage gifts for employees how to manage gifts with the clients and what are some of the options what do different companies do so we'll be talking gifting so Paul you are going to be there you said you don't know what people are doing for guests look at your name alright y'all we'll see take care bye