 We can put on our huge smiles this time. Hi, this is Time Stewart with Cleaning Business Today, and I've got my partner here, Liz. Hiya. We're for another part of our ongoing series for Coronavirus Smart Business Moves for house cleaning companies. It's Friday, made it to the end of the week. Yay. You know, I gotta say that I'm feeling a little different about Fridays and the weekend now than maybe what I did a couple of months ago. Weekends have a scary aspect to them because there's just a whole lot of things that happen over the weekend. A lot of things change over the weekend and the way things look Friday, a lot of times they look very much different on Monday. So here we go again. Let's all hope for the best. There's some things out there where there's some potential of some therapeutic drugs that might, drugs are around the market, that might be what they would call a therapeutic that would take somebody with a virus and make them feel better to the point where the mortality rate would drop a bunch and that would be a huge game changer. But that's probably a number of weeks out and I don't know, we just need to keep our fingers crossed on some of those things. Today we wanted to talk about some of the things that we should be doing on the financial side. Isn't that right, Liz? Yep, absolutely. Yeah, we wanted to talk about things that we should be looking at now to I guess pair our businesses for the potential of an economic downturn. And that economic downturn is gonna be caused by a couple of things. I guess the most immediate concern is the spread of the coronavirus and the fears that are being created by that that there are gonna be a lot of consumers that aren't gonna want you in the home and you might not wanna go in their homes just depending upon what their exposures and risks are. And secondly, there's a real economic component to this. The economy is really cratering at the moment in terms of where the stock market is going and financial institutions and the number of everything from across the board, people are gonna be looking for money including small businesses. So I wanna start the discussion, just kind of full disclosure and to kind of explain where we've been at Castlekeepers here for the last, one of them may be living having this discussion for a while, but all the partners got together today, Liz, myself, Derek and Troy and looking at the horizon of where we are now and what we anticipate could be happening, would be happening in the weeks ahead, made the decision to temporarily halt all non-essential cleaning services across all the branches and Castlekeepers. We announced that, that we're doing it for two weeks starting this afternoon or this evening through, I don't know, April 2nd, April 3rd, whatever two Fridays from now is. And there's some possibility that some things could change and shift where we might actually recast and start doing some work after that period for residential clients, but we're preparing for the possibility that it can go on longer, maybe a number of months longer before that would change. We're gonna continue to do work, what we call essential services. We do some work for some multifamily housing, property management groups, where we're cleaning elevators and staircases and things that space that people live in that they need to help. We do some work for some from senior communities and they need our ongoing help for a number of reasons. So we're gonna continue to do some of that work, but for the most part, we're shutting down here for at least the next two weeks and maybe longer. It was interesting times. We had a long discussion today, didn't we, Les? It was not one of our quicker ones, it was not. It was also not our longest one. No, we're capable of talking a long time. Yes, yes we are. Any points I missed there, Liz, that would be useful for us to share? I don't think so. The only thing that maybe I would clarify is you said we're closing down all essential, non-essential services and currently that is not a well understood phrase. It is, the definition there is very fluid. It depends on who you talk to and who you talk to on one day, right? So California's idea of essential services is different than Wyoming's definition of essential services. And currently there are a lot of places that are not even attempting to define essential services, right? And the cleaning companies don't even fall on some of these lists, essential or non-essential. Residential, commercial, they're not even on the list. So that would be the only thing I would say is you were specifically talking about residential services and not multifamily, residential either, just residential. You're right. It's sad in some way that we're having to make up our own definition for what that is. We need more guidance, I guess, from government on that. But it was our judgment that if it's space that people live in that they don't have the option to isolate themselves, it's communal space. If I live in a building and I gotta get in an elevator along with everybody else that lives in that building, then we have an obligation to clean that. And that was an essential service. If it was cleaning Mrs. Jones' single family dwelling where she's supposed to be sequestered and not leaving the home anyway, then it was our judgment that that would probably be best if we didn't enter that space at the moment. Now, part of this whole thing for two weeks, that's what we're saying. But if the government comes out next week and says something different and has different data, I mean, we don't know. But we're trying to do what we think that we need to be doing. And to be clear, what we're doing doesn't mean that this is what everybody else should be doing either. Different communities are doing different things. And you gotta, I mean, there's a lot of moving parts of this. So no former fashion, do I want anybody to take away from this that you guys need to be doing what we decided to do in Castle Keepers. I mean, I guess for example, Liz, you guys are dealing with something a little bit different in Olympia and you're still moving ahead, right? Yep, we're still moving ahead in Olympia. And also to be clear, you're not necessarily doing the same thing at each branch. So of our different Castle Keepers branches, right? So currently all the branches are closing down residential services for maybe two weeks, but moving forward on that, we're not exactly sure where we're going. We also are doing some other stuff in Portland that is also being shut down on not residential, our Airbnb. We are not, we're not cleaning. And our, what was the other one? Our Hello Alfreds, which are multi-family living. And we have also decided to shut those down in Portland. So. Is that more of a concern for risk of your cleaning professionals? I think that, no, I don't think so. I think that it's more because, and you heard that I said Portland, right Tom? I think you heard Olympia, but I said Portland. I did, okay, you were saying Portland. Yeah, so I'm gonna clarify in Portland. We're also doing that because it's a much smaller branch and the amount of work that we have that is multi-family like that is so small that it doesn't make sense to stay open or it is a very small amount of work. We would have enough work multi-family for one person on Thursday's day, for example. So each branch is different in Portland. We're spending down all of our services including multi-family. We had a discussion here in Charleston this afternoon about Airbnb's and we do a lot of vacation rentals too, which I guess are basically the same thing. And we're stopping all those services as well. A lot of that work has kind of dried up anyway. There's a ton of cancellations, but the concern was for the safety of our people because you got people flying in from all over the place from like, you know, New York and places where the incidents of illnesses is higher, much higher it is in this market. And just not knowing where those people are coming from it just didn't feel like if that was a risk that was worth taking either. I wanna talk about, you know, though, I mean, we can, any questions about any of this, you know feel free to hit us up in chat we'll be glad to talk about that. But we wanted to talk a little bit about some of the financial moves that you might wanna be considering. And probably better if you just go ahead and comment don't hit us up in chat. That way everybody will be able to see the comments and we can respond to everybody. They'll be here for us. When I say chat, I don't even know what that is. Is that down here where it says post a comment? Is that different than chat, post a comment? So there's no, we want them to post a comment. There's two options. They can do a private chat or post a comment. And we would prefer they post comments. There you go. I just posted a comment. Good job. Amen. Cash, you know, we've all probably heard the same cash as King and in times like this more than anything. And a lot of things are happening out there that are gonna be affecting cash. Some good, some bad, you know we got customers that are canceling because they're afraid of the risks associated with the virus or any other side of the equation. I mean, a lot of companies that are struggling because their employees don't wanna work because they're afraid of getting exposed to the coronavirus. So you're kind of getting it on both ends but all of that's a diminution of income. So that's obviously gonna hurt your cash. And on the flip side, there's some good opportunities out there because a lot of that cash you use goes to cover overhead and other expenses. And most of the people that you're used to stroking a check to on a monthly basis are now open to having a discussion about changing those terms, making it easier for you to pay or deferring payments. I'll give you an example. We had some cars that we owned that were financed through Ally actually. And they have a program now that if you ask them they'll let you defer all car payments for four months. So we said, heck yeah, sign us up for that. They're expecting eventually you're gonna pay it but they're giving you a four month holiday from having to pay. I suspect there's gonna be some interest accruing but in the whole scheme of things, if you find that you can start paying it off before four months because things are going in a positive direction you can but you might need that money down the road for other things. Bank of America announced this morning that for consumers, for residential mortgages I think it's a three month holiday that they're offering everybody. You just gotta ask for it. And again, I assume that interest would be accruing but I don't recall a time in my lifetime where banks and lending institutions were behaving that way. This is different, when you say Liz. Oh absolutely, I've never seen this and all the years I've been doing it. I'm kind of in shock. Every time I turn around, somebody's saying that they got this payment deferred, this payment deferred and I'm like, what? You got what payment deferred? I mean, the president was on today saying our taxes aren't due until July 15th. What? When has that ever happened, right? Really? So I mean, we've been saying this the whole time, right? This has been going on a week and a half now. We've been saying this is, what's the word you've been using, Tom? Unprecedented. Yes, this is unprecedented. And I think this is just more of that. It's more proof that this is an unprecedented of time in history and we get to what's right. So, Hey, Catty. Hey, Catty, how about Katie? I'm reading what she said. I thought I'd go bankrupt, but thank God the financial institutions are working with us. Yeah. So I think that bankruptcy was looming large for a lot of small businesses. They were really in fear and a lot of people are having hope again. So, super awesome, I think. If you have any credit lines out there, you might wanna go ahead and pull cash out of them. And that might look like a home equity line of credit. If you've got that with money in it, I would go ahead and pull that money out and just put it somewhere. I wouldn't put it in the stock market and put it in some type of fixed income. And I wouldn't even be looking for interest because you're looking at something that's so low. It's just for all practical purposes, just put it in a checkbook savings account type deal. But you might need that later. And once you do that, go back around to the bank and say, if I'm not able, what deals, what terms are you gonna give me if I can't pay this back? We've been talking to, we've got some credit lines that we have out there and we've maxed all of them out, never going back and saying, hey, we might not have any money because we've lost all our customers. What are you gonna do with this? And the banks are just like, yeah, we're figuring that out ourselves, but we're gonna do something, don't worry about it. So we're kind of just trying to figure out out of all of the bills that we have to pay each month. We're believing that there's gonna be a lot of help out there for us to weather this storm. And we're gonna have to pay the bills eventually, but the banks aren't gonna get anything if they don't give us an opportunity to get back running again. And the other thing that we need to be looking at is what helps gonna be coming from small businesses and there's legislation that's, I mean, this couple of bills that I'm assuming the most recent one maybe was signed into law today and a lot of the more of that's on the things that we need to do for employees. And maybe we need to talk about that next week, but not today, but there's gonna be more relief coming for small businesses as well. And the small business administration is gonna be having loans to help. And I would be looking into that this weekend and figuring out what options you have and kind of start getting your numbers together to be able to start having those discussions since we're not gonna be cleaning a lot of homes next week. We're planning on spending some time working on that. I can just say that I am applying for an SBA loan I just think that right now any access that I can get to different monies is the smart move because I don't know what's gonna happen. I don't know where we're gonna be in six months a year, et cetera. So I'm applying for, I know a lot of people were saying, oh, is that good? I don't know, it doesn't seem like if you're a strong company or if you've been around a while that you would wanna do that, but along the same lines as your credit line. Yeah, I want to, I am. I'm not saying you should, but I'm saying I am. Hey, we've got Royce here. Hey Royce, you've been on a number of our calls. I appreciate your active participation. He's sharing that his mortgage company is giving a three month forbearance and that's just kind of a fancy term for a vacation. They're not gonna ask you to pay for it for three months. Which means, oh, in month four, you would owe four months of payments, but it could readjust at that time. So they would be looking for you to pay like all four months at one big payment. That like a balloon payment. Yeah. So that's a really good term we wanna be looking at. Forbearance, y'all. That is not the same thing as a deferral. Yeah, that's an arresting. But like you said, you get to that point and if you said, hey, I don't have that, but I can give you something. I'm sure they would be glad to have everything's negotiable at this point. If you've ever been to any of our workshops, especially when we're talking about contracts and rates and quotes and everything's negotiable and we're living in a world now where more so than ever, everything is negotiable and you're gonna ask for something and they're gonna offer you something and my advice is push back, ask for something more because the other option is, well, I can just close my doors and you get nothing. And at that point, you're in the driver's seat. I mean, it's truly, that's where things are now. We are in the driver's seat. So Tom, when we're talking about mortgages, I feel like you wanna be a little bit more careful when you're talking about your mortgage. Well, I would test it. I mean, there's a million things that happen before- Absolutely. Your home is being foreclosed and your furniture is being put out on the street. I just know that 2008 was kind of tough on a lot of people with their houses. Yeah. A lot of people lost their houses. This is gonna be different. I mean, I think to the day, you're probably right. And I'm agreeing, this is totally different. I'm just saying, when it comes to your mortgage, maybe think harder and make sure that you're gonna be ready for what that is and you're ready for that discussion. That's good advice. Just everything we're saying here is opinion and- And we don't agree on everything either. And if we don't agree and we're partners, right? What that means is don't just say, oh, well, they're saying it. Tom is saying this, that must be right. Or Liz is saying this, that must be right. And just go with it. No, do your own due diligence as well. And to be clear, the overarching objective is to pay back your creditors. But if you don't, you know, if you overextend yourself and spend every last dollar you have real quickly, then you're really doing a disservice to your creditors if you're out of money at that point and you're out of business. Your creditors don't want you to do that, but they're not gonna know you're doing it unless you tell them that's what's gonna happen. If you tell them we got two choices, if we work with me and I'll get you your money back, it might be a while, it might be a lot longer than what either one of us wanted, but they all understand why. It's not because you're a bad business operator, it's because of an act of God that was beyond anyone's control. And, you know, or the other alternative is I'll give you every dollar I have now and that's the last dollar you're gonna get and it's not nearly what I owe you. Oh, sorry, Tom. Go ahead, please. And also the other piece of that is the government is stepping in to help. So the government is also understanding that this is outside of everyone's control, nobody was expecting it. And even if we had expected something along these lines, nobody was expecting that it was going to be as big, as bad, as scary as it currently is and looking to last for as long as it is. So we have the government assistance as well. So I know it looks like I'm kind of flip flopping here on what I'm saying, but I'm not. I'm just saying that when it comes to something like forbearance, where they're saying, yeah, we're not gonna charge you for three months, but then on the fourth month, you're gonna have to pay all four months. Don't just count on that with the idea of like, eh, no big deal, because in four months, I know we're still gonna be dealing with it. Now kick it down another four months and then I'll owe eight months because as those numbers compound, they get harder and harder and you don't wanna put yourself in a bad position with your mortgage, I would think. So, you know, look for better terms. No, negotiate like Tom was saying, negotiate better terms than this four months forbearance, if you can. I'm not shifting positions, just clarifying. Sorry, Tom. And they're talking about your home. I mean, some assets are worth more to you and others. If you have, you know, a car note, a home note, you know, I don't know, maybe a lot of credit. Just throw a couple of other objects in there. You need to kind of prioritize. It's like, well, if I'm gonna have to give one of these back to the bank, which one do I wanna, you know, which one do I wanna hold on to? Yeah, which one do I want the most? Yeah, absolutely. I see that we have another question here, Tom. Do you feel or think that credit cards won't be a feasible option for some? Ah, that's good. That's a good question. You know, I know recently, I guess up to the last month or so banks were really generous about giving away credit cards and making it really easy and you just go online and answer two or three questions and bam, you know, you get a credit card. They're probably gonna be tightening up on that. I can tell you from my experience in 2008, credit cards would reel in your line of credit with them. So if you had a credit card that, you know, you had like $30,000 line of credit on it, they would come back and say that, okay, we're gonna cut that down to 10. And there's a couple of reasons for that. And, you know, back in 08, the banks were what they call undercapitalized and they need more money in reserve. And it was, it gets a little bit technical, but if you had a $30,000 credit line and you weren't really using it, then they had to act like that whole $30,000 was out there when it really wasn't. So one of the ways they managed to start chopping those down, I don't know if we're gonna get back into that situation or not. So this kind of gets back to the credit line. I'm not really big about taking a credit card that's got some really, you know, obscene interest rate and borrowing money against it at some point, the numbers don't work. But if you've got credit lines out there, like, you know, a second mortgage on your home, for instance, you know, Liz raises a point, you borrow that, you might be putting your home at risk. But then again, you might find a situation that you can just turn right around and use that money to pay your mortgage down for a number of months. So there's a lot of ways of looking at that. And typically most of those notes are variable rate which would be really, really low at this point. Of course, there's a chance that interest rates could be going up in the months ahead too. There's a couple of schools of thought on that. And a lot of unknowns, because again, I'm precedented. Yeah. So a lot of unknowns. I do like the idea though of potentially borrowing against your mortgage, you know, taking out a second, maybe, especially if you know that your cash situation is maybe tenuous, then that might be a good idea. Again, just gonna have to play it by ear. I know that one thing about entrepreneurs is many times we tend to be, more tolerant of risk. We're used to just being out there and like risk in a lot to be able to build our businesses. So just a little bit of caution thrown out there, especially because we are entrepreneurs and we have a tendency to take on more risk than maybe it is wise at times. I don't know who's gauging wise and who gets to define it, but maybe some to look at. There was something else I wanted to talk about and I can't remember what it was. Oh, I know. Do you have any information, Tom, about the stimulus checks that are supposed to be going out and April and May? No, a lot of people are still being hatched out today and I've been a little bit preoccupied with some other things, but I'm planning on getting caught up on all of that this weekend. Somebody hit me up earlier today and wanted to know if I knew when the April, well, obviously when is April 6th, but how much that check was gonna be, who's getting it and how that whole thing was working. I was like, I'm not exactly sure, but we might talk about it on the call. If anybody in this, it's on this call right now, has screwed anything. Let us know, I'd love to know. I keep saying call, but how about Facebook Live instead? Anybody in this on? What I did see yesterday, the bill had light layers in it. It was means tested and I think it was a dollar amount per adult and a smaller dollar amount per child and I guess what it'd be household income. Maybe it was individual income. I don't know, I exceeded 99,000 there was nothing, but it was designed to help the folks who really needed it the most, which is really what was intended and it's a good thing. And there's a lot of stuff being new around at the moment, but I'm not sure what's actually been passed into law yet and even once it becomes law, there's a lot of the details then that need to be fleshed out into regulations. We still aren't going to be sure how it's going to be implemented until we get more data. Amanda says she spoke to her attorney, nothing's been finalized, waiting for it to be finalized and hoping by Monday, we have answers. But that's almost about right. That's what we've been hearing. What else? What other kinds of questions do people have or other suggestions, other things that people have been doing to help with their financial situations right now? Anybody? You know, several other things I guess we need to be thinking about in the context of this. We need to be educating ourselves as to why assistance is available in your state and your local market for any of your employees that are displaced. We're using the term furlough, which means we're looking at this as a temporary thing and once the virus threat reaches an appropriate level, we're going to go back to work. What documentation do you need to give to your employees so they can qualify for unemployment? Those rules I think are being changed as well to make it easier for people to do that. And what it was? What's other? She was saying that she called her worker's comp, her general liability and car payments and she got help with all of those things. So that's good to know. I don't know that a lot of people would consider even thinking about worker's comp, right? And she got help with worker's comp, so that's good to know. Yeah, yeah, I mean, let's go. We were talking to our insurance agent today and he said that there's a lot of people who were talking to our insurance agent today and he said that something's coming, but they don't know what it is and every company's kind of doing it different, but it kind of falls on the thing about you, you know. Everybody out there that we are currently writing a check for wants us to succeed, wants us to continue to do business for a long time in the future and continue to write them checks. So to whatever extent they can work with us, they will. Heather's mentioning landlord as well, absolutely. You know, if you're renting space and you can go back and everything's negotiable, you know, do you cut that rent back? Do you, you know, maybe get. Yeah, there's options, because if I'm a property manager, I own a building and I'm probably financing that building with a bank, so whoever owns that building, that space has to be ready to check to the bank every month and they need, you know, your money to do that, but banks won't loan them money on that building unless they've got contracts saying that there's a certain amount of income being produced on that, because they have to typically refinance this commercial space on some regular basis, oftentimes like every five years and if their numbers are bad and they don't have enough space rented then refinancing becomes more difficult. They have that big balloon payment, they have to refinance. So under normal terms, landlords are really reluctant to negotiate lower rents because it jacks up their contract rates and puts them in a bad position with the bank, but I think all that's out the window right now. So thank you, Heather. Ask the question. Anybody you write a check to each month ask the question. Another thing that we're doing, if you're not writing a check to them, if they're doing a automatic sweep out of your checking account, we're turning all that mess off. We don't want any money going out of our checking accounts unless we are physically writing a check for it. We want to be able to control that. So if we need that money for something else then the whole idea of negotiating better terms is compromised if they're able to just take what they want out of your bank account each month. So you need to turn all that off. We've got quite a few questions here from Amanda. Let's see, I'm going to sort of read them real quick. She wants to know if there's a way to market to small businesses and other companies to disinfect. We talked a little bit about that yesterday. Might be easier for you to go and look at the Facebook Live from yesterday, Amanda, on that one. Is the cleaning and disinfecting of businesses and homes covered by insurance. This would be a win-win for us and the companies and homeowners. I hadn't thought of that. Haven't even heard that question yet. She also says we're starting to have the staff go in with Tyvek suits and use a 360 formula that has a kill claim. And then she also asks, what company do you go through hours won't? I'm guessing that she's talking about her general liability, okay, on that. I don't know, Amanda, what are you talking about? What company do we go through that yours won't? And then she has also Tom asking the question about the cleaning and disinfecting being covered by insurance. What do you think about that? I have not even heard that question pop up, have you? It's a consideration. And I guess it really depends on a lot of things. If you're being asked to go into a building, for instance, that had a known outbreak of the coronavirus, and this is happening, people are working in space and they get sick in the middle of the day and fever and start coughing up blood in some cases, then you gotta evacuate that building and then they're looking for people to clean that building. That's a special type of cleaning that requires some training and certification and some special insurance on your employees as well. So I don't know if that's what you're talking about or is this just general office space or some other space that people are just concerned and want to be extra safe. But you get to the point where you're putting on Tyvek suits, that usually implies that you're dealing with something hazardous. We have another business where we do painting, for instance, and every once in a while, we are working in a building that was painted prior to 1975, which means you have to assume it has lead-based paint. So if you're doing tear out and stuff like that, you have to get respirators and Tyvek suits and stuff like that. We got people trained for that, though. They take courses for that. And our insurance agent knows that we do that. Basically, if your insurance agent knows that you do that, they write you a policy that protects you against that. But it's kind of like if you tell them that you're cleaning homes and you wind up replacing roofs and somebody gets hurt, then that may be a problem because you never told them you were replacing roofs. So cleaning is, there's a whole spectrum of that, I guess. So the simple answer to your question, I would call my insurance agent and explain clearly what you were doing and then let them tell you what type of insurance you need. Your insurance agent is your partner. I talked to my insurance agent probably a couple of times a month. I want them to know everything that we're doing because every once in a while it's like, wow, you're doing that? Well, have you considered blah, blah, blah? You realize if this happens, then you need to know some things that you don't know. It's like, OK, educate me. Your insurance agent can tell you a lot of things that we might not know. I know mine tells me things I don't know that after hearing it, I'm sure glad I brought it up. I'm always really glad that you're my partner because I don't like to talk to my insurance company. So I like that you do. And then you tell me stuff I don't know. That works out really well. Heather is giving a little bit more information. Her workers comp will be paid through the yearly audit. OK, that makes sense. General liability will push the amount due back 30 days. So you're still paying. You're just paying it 30 days out. And then car payments are adding an additional month to the term date. And that must do what hers are doing. Not everybody is just doing that. There are different terms. But that's what's happening for her. So that's all good info. Here's your name and payment file. Yeah, or another tip with the insurance. And again, you need to talk to your insurance agent. And say, hey, listen, I'm losing business and I need to conserve cash. One of the things you can do is recast your expected earnings, your expected revenue, which will lower your GL and recast your payroll, which will lower your workers top. And they'll basically charge you each month for what you project those numbers to be. You can even, you know, you don't want to low ball it too much because at some point, at the end of the year, they're going to do an audit. And you'll have to make up the difference. If you don't have the cash now, but think you will at the end of the policy term, you can even give them a look. Maybe out of the spectrum of guesses, you could give them. You could give them the lowest guess that you could rationalize just to save your money up front. And you'll worry about the audit when the audit comes. And when it comes and you owe them money, you don't have it. You can have the discussion then. Again, everything's negotiable. I feel like that happened to me one year where my audit came in and I owed it a ton of money for some reason. I don't even remember why. I would say this is at least 10, maybe 15 years ago. And I ended up paying it off over the course of maybe three, four months. So I don't think it seemed to work out OK for me, even though it was a big chunk of change. I was like, what? That's a huge mistake right there. Oh, let's see. Amanda says, thank you. My attorney recommended that we go into business and clean every businesses and clean every surface with a disinfectant, not to market it as a hazmat for me, but simply going in and disinfecting and explain our process. The reason I am using the Tyvek suit is to protect everyone. Thank you. OK. I mean, if you're saying you're disinfecting and if you're actually using a disinfectant and if you're using it the way the instructions tell you you need to use it, not to be redundant. I've got a bottle of it around here somewhere, but most of them will tell you that you need to use some type of cleaner to remove the soil and then spray the disinfectant on the surface and then it needs to dwell for 10 minutes. And sometimes you wipe it off and sometimes you don't. But I know a lot of times people don't use the disinfectant that way. If you're spraying and wiping, it still has efficacy. You're killing germs, but you're probably more sanitizing than you are truly disinfecting. So that would be the only thing. If your marketing is disinfecting, I would encourage your people to just train them to make sure they are doing their best. Clean first, clean first. We are training all of our clients on this. So we created a little video telling them that because the CDC is recommending that they clean every single day, so we created a video telling them how, showing them how to do that. And then for anybody that doesn't have microfiber and because we really recommend the two microfiber system, anybody that doesn't have microfiber and disinfectant to reach out, we have a little kit that we're selling, two microfibers and four ounces of disinfectant that will make, I can't remember how many gallons, eight gallons or something like that of disinfectant. So that's a way to just get that message out of what you're doing that's different too. What's Heather say over here? Make sure you do your number checking when your audits come back and they say you own money. It can be audited or error. Just pay because they say you own money. Challenge it. I'm just saying you should probably have a situation. I'm just, I just had this image in my mind of being the auditor for Heather's business and how that whole dynamic and exercise would work. I bet that was fine. Heather is very meticulous and is very, you know, if it was a five dollar era that was not, you know, that was not in her favor, she would catch it. And I'm sure she was squeezing every bit of juice out of that because work is tough, but it's a lot of times there's some gray areas in terms of, if you know how they work, every position has a different, what they call scopes code, which implies, you know, what you pay per hundred dollars a payroll. So, you know, if I have a clerical job, my pay, my insurance is a lot less than if I'm a cleaning technician. And some people spend part of the time in the office and part of the time cleaning. So now you're kind of negotiating as to, you know, what rates should be applied to that person's payroll? There you go. Did you read what Heather said? Yeah. She's already grand and she only paid 800. You go girl. For you. There's not Katie's question, too. What are you selling that for, Liz? 40. Well, is it just me or has this been a long wait? Not just you, Tom. Yes, just making the labels on Avery. Yeah, it has been a really long week. And what you said earlier, Tom, is so true. Normally Fridays are like, gosh, I just wanna get to like five o'clock where I can feel like not a slacker to be off work. But now it's like, oh, I wonder what's gonna happen over the weekend. Oh, please, please, please don't let anything bad happen over the weekend. Yeah, Amy, it's been a really long week. I know it's been a really long week for you. So, you're really hanging in there. You're hanging in there, Amy. Yeah. This is a temporary condition. And I'm looking forward. I think people are having a rough week. Yeah. Somewhere down the road, we're gonna have a really big party and we're gonna celebrate being on the other end. Yeah. I'm looking forward to that. Yeah, I'll be doing better. You know, I kinda look at this in a lot of ways. Like World War II, my son's really into history. We've had some discussions and I was telling him about, you know, there's a lot of people that are just kind of a rational fear. And he goes, yeah, he was kind of like being in England when Jeremy first started dropping bombs on him. And it's like, yeah, tell me about it. My son's name is Richard. And it was like explaining that, you know, initially everybody was kind of hunkered down on their basements and just everything just came to a standstill. And eventually it was like, well, crap, this is gonna keep happening. We gotta figure out how to live with this. We can't live in our basements forever. And if you know the story, I mean, they did some amazing things in spite of the fact that they had bombs dropping on their head randomly. And one day that whole war was over and if you've seen pictures, I mean, the celebrations of VE Day and all of that. I mean, that's gonna be us one day here, hopefully not too far in the future. But at the moment, we got some bombs coming in. So we're just gonna have to, you know, figure out how we crawl out from our bomb shelters and function in spite of that. And we're in a harder position right now because it's only probably been in this past week that we've realized, oh, you mean these are bombs? Oh, we need to bunker down, right? So, or hunker down, bunker down, whatever. I've heard both of those terms being thrown out this last week. So, you know, we're kind of early stages here expecting people to just be like, huh, business as usual now with the bombs coming in. It's a little bit early for that, but looking forward to it. Definitely looking forward to that coming. Let's say we're going to be too busy cleaning to party, Heather says. Again, good. I'm glad that the daily lives have been helpful. Now, not a whole lot we can do, but part of what we have always wanted to do is help the industry and help professionalize the industry. It's been our, that's been what we've been saying since we started doing this gig together. Tom, Derek, and I, and I think every single time we get together we have this conversation about professionalizing the industry and kind of making sure that trying to get everybody all on the same page and trying to get us all working to, again, make the, you know, build up the entire industry. So, this is just one more version of that and one more opportunity for our entire industry to be bigger, better, more than it has ever been in the past and to be seen in a bigger, better, more way than it ever has been in the past. So, we're kind of happy to do this. I kind of jumped on Tom's thing here. This is Tom's thing. And I was like, I'm just going to show up every week or every day and pour it in on this. Well, to be honest, this talk convinced me that this needed to be done. And the whole part of the discussion is that we've invested the last 20-some-odd years trying to make this industry a better place for the benefit of all stakeholders, you know, the clients that we serve and the hardworking people that go out there and actually, you know, do the hard work every day and business owners who put in the blood, sweat and tears and you guys know what that's about. And we were going to be going through some very disruptive times and everything was going to kind of be up in the air and you know, we need to try to help each other through all of that. So that's really kind of the point of this. And you know, in some small way where we hope that this is useful and when the pieces start coming back down, we want to do everything we can to help people put them together in a way to make this industry stronger than what it ever has been because the opportunity is going to be there. There's the way the consumer looks at cleaning is never going to change again. This is like 9-11 and the way people think about getting on an airplane is different now than what it was before 9-11. And the whole competitive forces is going to be different. You're going to look to your left and look to your right and where you used to have competitors, they're not going to be there anymore. And I mean, you know, I'm not wishing bad on anybody. The reality is not everybody is going to be in the cleaning business six months from now that was in it last month. So, you know, for those of us who are here and trying to do it in the right way, we want to do everything we can. And that's kind of where we're sharing the stuff that we're sharing because we make the smart business moves now will be there several months from now when the bombs, you know, we learned how to function either the bombs start falling or we learned how to function with the bombs falling. And getting back to the whole heart of this discussion is about the whole financial side. You're going to need money to get your business jump started again. If you find yourself having to shut down and I think that we're seeing as time goes on, it's realistic to expect more and more communities and states are going to say, you guys just need to stay home for a while, lock up and let this virus pass. You're in some regards, it's going to look like a startup here and going to need working capital. Hopefully the SBA will be there to help with some of that but as much money as you could hold on to now that's going to put you in a better position to get your business started when that opportunity creates itself. Am I repeating myself, Liz? Not in a bad way, Tom. Okay. So, I mean, some messages we need to be hammering on and hitting, right? They're more important than others. So, we just got a message here in Washington, no stay-at-home order, you're in Washington. No stay-at-home order? Sweet. No stay-at-home order. I don't know, is it? Is it sweet? Yeah, I mean, I'm saying that at the same time I'm kind of wincing because, you know, it's paining out of the finger. You know, let's, you know. It's hard. Oh, you got the answer. I'm sorry, Tom. Liz, you know what I would normally doing on a Friday afternoon, right? I do, I do. So, this is your new kind of fishing, Tom. Yeah, it is. Thanks, Amy. You rock as well. Stick it out there, girl. Yeah, New York, all non-essential businesses we have to stop effective today. Yeah. Well, you think, you know, we'll, I think we should probably just keep our ear to the ground over the weekend. I know that people have different thoughts about that. I hear some people say they have to turn the news off to keep their sanity, and I get that. And if that's what gets you to Monday, certainly do it. I have this affliction that I just need to know. So I'll probably spend too much time on this, but that's okay. Well, we'll get together Monday and we'll pick it up from there. Five o'clock Eastern time. Five o'clock Eastern. Kathy, you're asking the $55 million question. You like that number there? We don't have a definition yet of what is an essential business. It's essential business is defined differently in different areas and just completely undefined in many areas. So, yeah, kind of, we don't have a good answer for you there, unfortunately. And which kind of gets into it begs the question, how do you even force that anyway? And we don't know. We're trying really hard to answer that question that people are enforcing it. What are they gonna know? I mean, you know, every day- That depends on what you're doing. What are you doing? What do you think you're doing? What does the law say? What's written down? What could you reasonably be expected to know and believe? Yep, yep, Heather, money at five. I'm gonna do what I'm supposed to do and show you guys cleaning business today. I was testing Liz to see if she was going to remind me. I was gonna remind you that you're supposed to tell everybody what we're gonna talk about on Monday. Oh, okay, I can do that. What's going on here? Here we go. You know, on my side, I can't make comments, Tom. You can't make comments? Really? No. Okay. Now while we're in the live. Well, this is cleaning business today and cleanmissiday.com. We're gonna be, this is like an article that we put out the other week on the coronavirus. It's got some good stuff in here. How the virus has spread. Yeah, you don't wanna see that. How the virus has spread and some of the terminology that could be useful to you and explain to your clients how you're actually hoping to reduce the chance of them contracting a pathogen like coronavirus. A lot of the materials that we've been putting out here is on a link, which is coronavirus-downloads.com. And I'm gonna copy that since I can do a comment. And I'm gonna put that thing right there. Oh, and it looks like Shara came in, right? As we're getting ready to leave. I don't know if that's how you pronounce your name, Shara, but that is my daughter's name as well. And that's how we pronounce it. So, sorry, go back and read through stuff and I probably have to watch that live because we are getting ready to head out for the weekend as soon as Tom tells us what we'll be talking about on Monday. I had that all figured out. You did. You did. It's good. It's gonna be something good. And all of this is kind of subject to change too, depending upon what happens between all and Monday. We were gonna talk about public relations opportunities. Oh, yeah. And, you know, the press is starving for information on the coronavirus and how to make protect people and just anything about the coronavirus. You can't turn the news on the TV on, you know, go to the internet, whatever. It's all about coronavirus and they need contact. So this is an opportunity for cleaning business owners to be subject matter experts, to be interviewed, to get back links for our website, to get more local recognition and PR for your businesses. So we're gonna talk about some of those opportunities and techniques on Monday. And also, go ahead, Tom. And also, you know, a recap of some of the things that we learn over the weekend. And last thing, if you're working on your PR stuff, go to the Clean Business Today page that Tom just showed you, pull up that article. Make sure that you do know the correct terms and you understand how everything works and you can share a really great message there. All right? Okay, guys. Well, we've been here for almost an hour. Hope this is useful. Get some rest this weekend. You know, this is gonna be a long race. So we will be at this a while. Be safe. You guys, we'll see you Monday at five. Bye-bye.