 Hey, good afternoon everybody time steward here. I'm with Liz Trotter our guest today. Yes, guest We have to is Don Stormo and show you Perlinsky and this is smart business moves How's everyone doing today great great You know it's been a while, you know you where were you last week Liz what was going on in your world? Oh my goodness. So I was in Fargo, North Dakota doing an event at Trisha Lakes TLC cleaning and The people are doing themselves a disjustice And is that the word? I don't know what word I'm looking for there But people should be paying attention to what that lady is doing. So she is Really running a primo operation over there You know, she's obviously in the multiple millions of dollars in revenue Her turnover is really awesome. She's got people that are sticking with her for years clients etc etc and Yeah, things run really pretty smoothly over there. Don't they Don? Absolutely. I was blown away. I I mean, it's like the word needs to get out about Fargo, North Dakota Painting I'm like I lived in my not as a four-year-old boy. I was freezing myself silly and You know, I had no idea there was so much warmth in Fargo It was absolutely amazing. I mean what what we learned about how she's treating her employees and How she is truly turning that into a very successful business was just she had she had engineered love That's how I told my dad. My dad was a chemical engineer when he was in school And I said dad she learned how to do a flowchart on love And I was like it was shocking. So I think it's You know, we you know, we've known Trisha for a while and we knew Trisha In the early stages, I guess a hundred business was was a different You know, it's it's it's kind of a case study and an inspiration that you know, where you where you are doesn't necessarily mean That's where you need to be or where you have to be she She's grown a lot in a lot of ways. Oh my gosh Yes, so one of the things that we ran into that was a little bit of a problem was we hadn't anticipated At the end, you know, whenever I'm doing an event at the end of the first day I always ask everybody for feedback and I'm like I'm hardcore everybody's got to get feedback And one of the pieces of feedback that we got and we actually got this a little bit more than we had hoped for was Gosh, it seems a lot like a lot of this stuff is about PLC the employee lifecycle event the stuff that we learned there and Well, yeah, that's because she took all the stuff from the employee lifecycle event and she implemented it Yeah, and now she's right there company this way and people were like, oh So, you know, this stuff actually kind of works. Hey Don, Don was in Vargo with us as well But I didn't want to talk about we're talking about events. I did want to introduce something new on the is a kiss Yay So what I would like us to do and I know come night come you and I talked about this for about four seconds, I think right is start all of the smart business moves podcast with the is a kiss just letting everybody know Just a little bit of love again about is a residential Great class in Fargo. Yeah. Yeah. Yeah, Don. Thanks But Tom you and I have been talking about professionalizing this industry for how long now Years 20 years more than 20. Yeah, forever decades, right? Not years It's been a thing and That industry is a completely different industry than it was back then We have made this industry has made a lot of big changes, but not enough, right? We're not there yet. We're not we're not to the place that we could be and So I just want to make sure that we're letting everybody know How important it is to be a member of ISSA what they do for us? And so we're only gonna do this for a couple minutes a day But we're gonna do it every single day. Just quick flip it. Maybe two minutes three minutes Well, we're gonna do it every Wednesday actually. Oh, yeah, well every day that we're on We're not coming on especially just to do that. We're not going back to the COVID days doing this five days a week Oh, that was a lot So Tom you want to talk about what's going on? It's happening in Charleston at your place not the end of the month We have a we're hosting a ISSA Residential regional event at Castle Keepers office in Charleston, South Carolina It is August 21st and actually it's an entire day's worth of Education the regional event itself I think is it starts like midday and goes through the afternoon is kind of a social thing at the end But Sharon Tenberg I believe is going to be there in the morning. It's going to be doing her workshop on How to train your cleaning technicians? And then in the afternoon We've got all this cool stuff going on Sharon's going to be here. It's going to be box lunches You know, I don't know. I don't know. Let me say where this is gonna come from. I'm sure it's going to be good Liz running your cleaning business from A to Z What's that about? That is going to be a It's gonna be sort of a fun interactive thing that we're going to do on some of the From the basics all the way to what you need to do to get to be running a successful business So we're going to kind of run through a quick list But we're we're going to do it in a little bit of a fun way. Hopefully everybody will get some brand new things out This session that they hadn't gotten before And we're going to follow that by Talking about changing from a sales driven business model to a profit driven business model to be a competitive moving in moving forward in the future Cleaning a bunch of homes isn't going to make it going to get you to where you want to go You have to do it in a way where you're maximizing profit. We're going to talk about that I was just going to be speaking. Let me let me back up a minute. Liz How did you like smart business moves last week? Was I awesome or what? Well, you know what you wouldn't have seen me if you had I had an opportunity to play golf last week So I just filled in and she hosted smart business moves by herself. Oh I don't even remember It was awesome because Ajah is awesome if you haven't seen Ajah speak She's you know forget about all this other stuff. Just just come to check out Ajah She brings it and it will be fun and She knows her numbers and she's going to be talking about using metrics to drive engagement motivation and results in your cleaning business And we're going to wrap it up with two rock stars Gosha and RJ are gonna be bringing us home We're gonna have Q&A and there's gonna be some social stuff going on after that. I believe Are we going to your cool I Know that we do that what we're doing a May central Academy live Tuesday and Wednesday that week following that we always go to the brewery as part of that I'll tell you what I'm down if anybody wants to go to the brewery after this. You don't have to twist my arm How about that? I've been drinking I'm loving the brewery Two days for you make central do you want to go over that real quick? Get late here MCA live event. It's an event. We did we've done multiple times. We do it primarily for For partners of made central companies that use made central but we've had people who attend who don't use made central and just to learn more about how to use technology to to grow and run your business and You don't have to to be a user of made central to attend. It's open to anybody, but it's a two-day event We have multiple people become multiple times and it gets it gets good reviews. It's fun and Matt will will be there for that Asia is a big part of that and our Troy will be there Couple other people of the main central team will be there, too. So we'll have a full house Okay All right, then after that, I've got two days of lead managed by the numbers. This is going to be that session is going to be all about Taking everything that you learned about numbers and now, you know all what your numbers are how can you use those numbers and Lead and lead your business in a new way and how can you manage your people? While using these numbers So this this is going to be a little bit different workshop than I think people are expecting because A lot of times people are expecting like Okay Just give me the exact answer, but everybody is running a different business So part of what you're going to be doing in this workshop is figuring out how you want to run your business According to the numbers that are important in your business and we'll have some of course answers to if this is where your bad number is Here are the things you need to do to manage your company to improve that number But there's gonna be a lot of other stuff in there, too So I dropped the link here on offer your website list core profit builders because you've got like all these events up here So you can register for everything or Individually or whatever you want to do all off of core profit bills. I dropped that link in chat as well So don't I'm wondering if that if that website looks familiar to you. It does a little bit We're maintaining it and we can't wait to if I can say can I say the little secret? Yeah, we might we might be working on something new for Liz It's going to be a Total revamp of core profit builders calm and more details are gonna be coming out on social media for that. So We will be the buzz needs to build We want to build the buzz Yeah, I know I think Liz you told me that you had never been as excited about a website Go live as the one that we're building for you. So Shirley, how are you been? It's been a while. I think last time we talked we were In Chicago, right? Yes. Yes Awesome, it's getting better by the minute Yeah, we are applying everything that we learned in the convention and That's the whole point of going right Well as part of the point the other point That's my secret No, I'm just going there for work But you know when I come home, we're always so excited that the employees think we were I think they think we work even harder Because then we come home with all of these amazing ideas and say On fire coming back they like okay. She's coming Let's just all go on vacation I think that's a very common right all of the businesses all of the GM's are like, uh-oh They're gonna come back with we're gonna have to change everything they're gonna have us working 80-hour weeks. Sorry. Sorry It's so exciting though. Yeah, Don knows my team and he's like when did you get Oh my god, you're so invested is their company They take ownership Like don't love working with them like if he they have to stay to do a video to midnight No a pit no bad face nothing They are with the same smile that they do just seven o'clock in the morning seven o'clock in the night They still smiling because it's for their company like it's their place of business is there Yeah, it's amazing the culture when it changes it changes everything Yeah It's true right when you get that good company culture. Everything does change everything's easier Everything That's awesome Well, um, what what are what are we talking about with you here today don? I know you had a power point I think yeah, yeah, so we're we're really kind of Showcasing really more or less how you can earn new cleaning clients successfully with google ads and engaging video content surely mentioned The cleaners loving the videos. That's part of it but the Big part of what we're doing with surely per se is really engaging in google ads and making it all work with The other part of everything we do with the website with the social media with the videos with the branding making it all cohesive so That's really what we're diving into today in terms of what we're talking about. Um, let me get over here to our power point so we can I'm using real employees not stock photos not videos when you know people See my employees. They already know them by the video like oh you are in the video And the employees love to be a star you should see list they do their hair the manicure the makeup They are ready They are superstars I love that. Are we gonna are we gonna see a little bit of churli's Website today? Yeah, I could pull that up. Um, actually maybe maybe as we get toward the end of things I think it'd be very relevant and then maybe even if somebody's interested in seeing some of the videos We've done. I think that would be a relevant Absolutely, I know I would imagine your entire audience are numbers people's as we talked about lead and managed by the numbers, right? So we're gonna dive into some real Well, if you know, it's it's not for a lack of trying. How about that? Yeah, I'm not gonna say people are still loving the numbers all that much. But yeah We're definitely still trying to get everybody to love love them for sure Yes, they need to because the numbers are what uh drive everything I'm gonna see if why And they fired them a little bit today because when they see my numbers, it looks pretty good Oh, yeah, yeah So, uh, I'm gonna uh use these I'm gonna go Liz style here How she does her presentations and do this little slider here with the on the left here So diving into the real numbers and I'm gonna let surely go over this because these are her numbers And this these are this is literally the fruits of um our labor for her So this is like july to july 31st. So this is hot off the press hot. Yes. We just did this today. So, um basically every month I put More or less four thousand four thousand and changing google add words And then by the end of the month me and don are having a meeting cracking the numbers like how many babies did we get with this? investment so So this last month for the four thousand two hundred seventy dollars. We got Twenty nine thousand and change almost thirty thousand in one time cleanings That's just gray money. It's just one time cleanings from this Thirty thousand dollars from that and that was 54 clients. We got 54 clients out of four thousand two hundred seventy dollars. That's one time cleaning Our conversion for a recurring was low this month And even though it was month we got six recurring clients And they will produce in a year's time four thousand eight hundred eighty four dollars this Combined it's just out of the four thousand two hundred seventy dollars that we invest on google and So that's correctly what i'm seeing here is you paid forty two seventy this month And for you're gonna get thirty k in one time cleaning, but you're also getting forty seven thousand eight hundred eighty four and recurring revenue for the year, correct? That is correct And you're getting that every month This is our lowest month of the year. Oh, yeah vacation season y'all So that's that's it in a nutshell. I was like, oh, I wish we like we had better months, but it's not bad, right? It's not So you could say that you total value maybe is eighty thousand dollars between the one time and the recurring Roughly and you spent roughly four thousand dollars. That's like Spending one dollar and getting twenty dollars bad So that's a pretty good deal This was kind of considered a bad month Yeah, I don't see any other investment that you're gonna have that kind of return No way What's the what's the secret sauce? I mean there's a I'm sure there's a lot of ways to spend four thousand dollars with google and not all of them will give you Twenty dollars back for everyone you spend. So what's the what's the secret to this? If I can really quick surely I want to dive in into the campaigns We've been we've been working with google as they evolve and I think everyone in your audience should understand Google is a moving target. I don't think anybody would dispute that they are constantly evolving They're they're integrating ai into things we'll talk about just a little bit later But my my point of this is if you understand they're a moving target and you're working with google You will grow the whatever you're investing in terms of the campaigns And you have to do the campaigns in a very strategic way. You can't just do one campaign or two campaigns You have to strategically mix the campaigns. It's almost like you add little rocket boosters to the campaigns and google has taught us that And I have a comment Like the the experience that I have on my market Would never work in any other market. We is studying For exactly one year before we could Really crack down the code and find the recipe For new jersey market. So every market is different. Absolutely. I have friends that You know, they are spending half of this revenue to get the same results because their market is different How many cleaning companies do you have in your market Shirley? We have 2880 An independent contractor register businesses and we have Approximately 5000 independent contractors So Don't know your marketing and your If you don't know your markets your demographics and you study deeply It's it's very hard to do this. I am I went to college for marketing And I thought I knew things but I I went for a lot of money. I throw a lot of money away because It's like don't say it evolves Yeah, yeah, totally. So that's part of the secret sauce You asked tom and I think the other part comes with Making this work with the content we're producing the original content. The internet is craving transparency and Authenticity and making it fun. We're evolving all of this into youtube shorts Which works with google ads a lot of people don't know that youtube shorts Actually, you can embed that link into a google ad and it rotates faster. Did you know that? A lot of people did not and of course the advent of tiktok. We have seen an explosion in the last 90 days even in tiktok popularity Um, we're seeing an evolution of twitter to threads following these trends and making that cohesive marketing work With your google ads can produce that brand awareness that leads to these kind of results That's in a nutshell I hope to answer your question enough a little bit more Yeah, at a conceptual level i'm i'm all ears, you know walk us through some of that Sure. Sure. I have a saying that doesn't matter how good you are if your prospects don't know about it What that good does for you? Nothing. Oh, you can oh i'm the best cleaner in the universe And who knows about that? Does google know I mean we do the employee testimonials and the and the public sees that we do the client testimonials and the The public sees that that that gets word of mouth going which still even with all these digital marketing efforts I don't think any marketing expert will disagree that word of mouth is still today the number one way to Get new business in a lot of a lot of what you're you're talking about You know has been related to video in some form or fashion. Are you getting the uh testimonials in video or we do that? Yeah, we actually we will we'd actually go up we go on site as Shirley mentioned we go into her market And she she and her staff know that we need to get into some of her clients homes Uh and actually interview briefly You know and they do some sort of incentive like either they'll show up with flowers or maybe it's a free cleaning or maybe it's You know a restaurant gift card something like that and we get the authentic client on video and through social media with their permission And uh and all the releases and everything right and then basically at that point that that is getting shared out We get you're integrating some of this advertising into next door, which is another form of Really popular media in the cleaning space. So So videos of an important part of the recipe I agree. Yep 100% So when we go to google analytics, um It shows where google pull their content You know if google don't have enough paid advertising and people are still searching They're gonna look who's the most popular that I can show this because A couple months ago me and Don were Fighting with google about a couple things and we find out like google consider not Like even though they give you the client they give you the lead is still their client So if you find us on google you are google's clients and they are very protective about their clients Very protective. So they want to know that you are honest that you are not scammed that you are popular And then you have good reviews And then they can show you even for free in order to fulfill their clients needs And that's where the scos comes Around when I run out of money to give it to google they still showing My website because of my reputation because of my online presence Because they Own this to their clients Why don't know how you're running out of money if you're only paying 4k for 78 thousand dollars in sales I am cheap. I am super cheap And she pays her people well compliment to surely i'm paying her people I'm cheap when it comes to pay for advertising, but I am very Um, I don't like to compliment myself But I don't mind to pay my employees more than my competitors because they They are amazing. They are amazing. And so they are worth every penny Yeah 100% agree with that. So instead give all my money to Advertising I keep some and give to my employees Yep Well, I'm kind of getting into a little bit of the of the mechanics of all this and we're not going to dive into the The devil in the details here, but really I just wanted to showcase that we have a cohesive marketing plan We actively monitor where all of these ads and and posts are going We break it out by tiktok by by google Um Google my business we we have it all high graphed out here. So we know Where we're pretty pretty pushing all this content and what kind of results are we getting with each platform? Now remember as we have talked before in different conversations age matters with the platform So you've got most people are still google searching. That's the broadest But then by social media you have different segments that use different social medias Um, you know between the age groups. So that's something we are very aware of and we keep that in mind when we're putting all this content out And and do you know like 80 percent of our buyers are women? For residential cleaning, right? Do you know how we pick a good company? We go to their website, but then like well anybody can build a website Then they google the name of the owner to see if we are not, you know, don't have any bad records Then they go and hunt you on facebook because they want to know your family your paths and who are who are you and uh so In the end when that woman is ready to buy she's like, I know I can trust this company I searching for different places and they are all good. They all have good information So in the end, I think we should show one of our videos that I did and and You know, it's just they feel they know me in person because They see my videos on youtube on facebook on instagram and Newsletters so they know i'm involved. I'm just not a you know a ghost owner that are never there Take your head. So don looking at this little pie graph. Is that surely? This is and yes, you're getting one too. Liz. You're lindsey and I are working on that. Don't worry I'm worried, but what I was wondering is what are the different colors for surely like where what's the blue Yeah, so like uh, actually the blue I see I did a really small graphic on that. Let me see I can hold that one ever. Oh, that's blogs. Sorry Yeah, if you can you can't see I you can't see the legend there, but that's blogs and that actually should tell you something It's one of the age old proven um seo techniques blogging If you're not blogging and every seo expert out there should be saying Blog blog blog blog blog you need a cornerstone blog google requires that what does cornerstone mean at least 1500 words You need at least one of those a week Now you need smaller ones too. You need a little you need like a mini blog somewhere in the middle of the week Blogging is essential as an essential component and then everything else is kind of spread out there And of course, you probably see the yellow there kind of dominant color there. Let me get over to my do Do you incorporate video? It's still calling blogs, but in reality, uh google likes better when you call cleaning tips Yep, 100 so my website. It doesn't say blog anymore. We upgrade for cleaning tips 100 agree Yeah, so the yellow is is newsletter. So newsletter. That's email engagement through a newsletter Um, and then everything else is kind of spread out uh from there. So what's the pink? I knew you were gonna ask the pink That is my eyes are getting so weird uh post. What is that? No posts So that's going to be posting to different uh sites. So that's actually how we build a backlink strategy part of the way Doing different posts. So and then we break it out on all the other social media. So do we have a little kaleidoscope of color there? So posts will do in google my business. Yep facebook instagram YouTube LinkedIn twitter and we are starting with tick tock Yep, so yeah, so for some of these channels like blogs traditionally you think of a blog as like just a 1500 2500, you know word article if you will um Are you putting video in in in those we have we have done some vlog you've heard the term vlog Yes, we have done some blogs before and basically you can transcribe the video And then write a blog about that so you can have the transcription Which you know all the words in a in a video aren't going to be relevant But you want to focus on the content of that video and turn that into a vlog Um, that could be very engaging especially if it's tagged right because what is a tag? That basically is a google search So house cleaning near me can be a tag in a blog You want that in every market in the united states? You want to be number one page one of house cleaning Commercial cleaning same thing you want best genitorial services, right? so all of those Relevant tags matter in a blog because it's dynamic content and people are actively searching it once google crawls that blog article All of those tags become links How beautiful is that and then the more traffic those links get the higher? Your search can perform right one of that's part of the more the organic component But it does feed into the overall strategy of how do we turn this magic 4200 into into the uh, the bigger numbers, right? so So without getting into too many of the weeds here We've got a little bit more we wanted to cover into the the recipe unless you'll head other questions relative to that No, show us your next slide She's like, I but wait there's more So having all those slides on the left people can see they're there. I want to know what you say Yeah, so developing a marketing budget. So depending on your company's size how aggressive you want to grow and you know, I mean Surely you may want to talk a little bit about this. I think you had some input with me when we were talking about this slide yeah, so, um I I kind of in the beginning of Beginnings things of my company when I Took over from my mom. We were pretty broke like I was cleaning houses And there's no people to work in the office was chaos So my budget was little because I was making $300 a week So there was no much to invest. So I joined my Local networking group and I start just doing the cheapest thing you can possibly do which Doing networking meetings and chambers of commerce to get some money As soon as I got some money I start investing less than 1% On on google and then I went from there and the other thing that was affordable at the time was Just print postcards and go door to door and you remember this. I'm sure you did it Yeah Go knock doors and start putting your cards there because you need that money The first time I got $50,000 went all into marketing And so it really you're gonna have to be very good, you know on Saving some money and investing that money immediately Not a new car Not in a vacation but immediately invest back on marketing because It's proving science that that's where you're gonna get most of your money And most of return on your investment Right now We are about Six and a half percent of our revenue Yeah And uh, there was times that was 11 even 12 percent I got along I was crazy. I went to the bank and I got along the credit line Just because I want to grow faster. So I say, you know, some companies buy small companies that are available And I say, you know, I don't want anybody's problems I want to just my leads that I work that You know, I know this this relationship from the beginning So I even got in that to invest money on marketing and But you know, surely one thing one thing that strikes me though the Slide that we we looked at, you know previously with all your your metrics on it in terms of Where your leads are coming from? Yeah that um I guess I just kind of a A public service announcement you can spend a lot of money on marketing and not get a return on it as well If you're not spending it wisely Correct So talk about that just for a minute because I would hate for somebody just to go out and borrow a bunch of money and spend it on quote unquote marketing and find out that they didn't get a lot of business out of it Okay, so I It was all trial and error I spend half of my loan on magazines On the time where people was already not spending But I had a great salesperson from a local magazine that convinced me to spend $25,000 a year on the magazine ads So that was a waste of $25,000. Maybe I got four clients from it. It was Crazy. So you really need a marketing plan. That's what dawn is saying. It's Budget, but it's a marketing plan. You need to analyze your demographics to study your competition Not just throw money into the air and hopefully it's gonna, you know, it's gonna turn into um another mistake that I did And I had a recent meeting with my Uh south staff Is I say, you know, you think dawn is it's a great marketing person, but he's not magician He's not gonna bring the leads already converted Converting is not dawn's job. He can only drive the lead to the door It's your job guys to convert the lead I found so many leads that was never called it broke my heart Like I spend days in depression because I was like, how can somebody just Waste leads is so expensive You know, but we have so many. That's what they say. We have so many sometimes we don't even have time to call Really I'll call them for you. Don't waste leads, right? Liz. Liz. How many times have we talked to somebody who felt that they needed to Do more marketing because they needed more business and after talking with them for five minutes We find out they aren't checking emails on the already answering the phone 40 40 emails unanswered with leads, but they're spending more money on marketing I know I've been there. I've done that I've done every mistake on the books I'm sure I'm sure I learned my lesson. I'm done like wasting money If you're gonna Make a marketing plan. You better know where your leads are coming from and where they are going And what is your conversion? And if your salespeople are calling the leads And and I listened to the record My dog 100 percent of my leads We have somebody to listen to the recordings to make sure It's a good quality of interaction If I can make a comment while Shirley tends to ruby Real quick. Um, so I wanted to say the in these these knowing where the leads are coming from Again getting back to our moving target comment from earlier All of the generations are going through different changes of life right now And we're actually paying really close attention to what's happening in each generation because it matters in lead conversion Because like are you gonna are you gonna market like crazy on the the the the media that you know people are if they're moving to a later stage of life If they're like 80 and beyond They're they're not even on social media. So why would you target that on social media? You can't So you've got to pick your age match it to the social media platform match it to the google search And understand how that converts At each micro granular, we would call it niche marketing, right? You've got to understand which post goes with which age group so that you don't make you don't put it on the wrong platform, right? So that's all relevant to this conversation In the the details. So i'm getting lost in the weeds a little bit. So i'm not going to get too lost there But uh, did y'all have any questions on that? Well, I did have a question. So it seems like So like surely spending 4200 a month um to to be able to get her 78k, but In the beginning you're saying that all of the markets are different So i'm guessing in the beginning you start out with a smaller amount of money find out what works And then build as you find what works and you just start pouring money in there It's like a little money-making machine i'm guessing true. You cannot start with it's like You go to the casino you cannot you have to have a play money, right? So you cannot start google with the last and $1,500 a month, correct They will take your money. They take 200 300 500. You're not gonna get one solitary leave Minimum $1,500 a month That is how any market should start google so a big market small market that doesn't matter Doesn't matter Last $1,500 google you're not even serious for money, but they're not gonna give you anything in return You could literally be taking hundreds if you're spending like $500 on google You might as well just literally go bring your kerosene and just light it and put it on the street You know and don't do it in dry season. We don't want any forest fires But my point is you do you need that threshold of 1500 for the ads to even rotate at a frequency In your market that would make a difference. Are there are there some markets that you would need more than 1500? Yes, and surely this is absolutely one of them So that's how we start with any startup company you like Any almost anybody that I know that start their business have $1,500 to start their marketing, right? So you do test campaigns and we test one campaign against the other against the other and then we wait 30 days so we can see we can see with which campaign is producing More than the other we kill the ones that are wasting money And we double we get that budget and throw on the campaigns that are producing So now you have $1,500 on one campaign that is amazing producing a lot of new leads And we kill all the other ones that were test campaigns that didn't work in this market That's how you started And then you say, you know, I I was I say don We got more employees and we're gonna need another At least 50 leads because I was investing less money on google And then he said well, we need to put another thousand dollars there because now you have three new employees and you're gonna need to Bring that They're ours or they're gonna leave So you gauge the pain of how many employees you have and you throw more money to get more hours for your employees That's how I do it yep We are Kind of in the home stretch here and I think that our audience would really like to see a video and some some real life examples of Hold up some of the content that's making all of this happen I think I think the last video that katie just did on slack done that I'll pull that up from yesterday. She just added that is You know, you don't need to show the whole video, but it's a good start. I love that video I was with a bad cold. It was a rainy day, but it's still Let me find that media real quick while y'all are talking It's only from yesterday. Give me one second Yeah, and that's one thing I'd love to point out real quick and that is that we have a really good communication with surely on slack She's really engaged with our entire team and that makes like The the best type of marketing client we have is one that has a constant conversation with us because if you don't have a pulse On what's going on? It it just doesn't work It really doesn't So, uh, we really like having that Let me More which video are you referring to is it the um the one she just did early this morning with Yeah, our values our values Yeah, we did yesterday she put on the okay. Let me make sure I do the share right on the stream yard here I'm going to do a stop sharing and then I'm going to do a new share Hold on. Let me pull this up. I'm going to do a max full screen here and see if it'll I haven't used stream yard and slack together. So this should be fascinating If you are watching this video, it's because we're trying to Yeah, but you should clean your hold on. Sorry about that All right, let's Got it one second. I got it. I got to actually find the with slack. Hold on one second Uh, when oh, I got it right here. Here we go. Sure. We're good Goal then coming back if you are watching this video It's because you are trying to make a good decision about who should clean your home And smg cleaning services We encourage you to find as much information as you can before you invest your hard earned money and trust a monk to enter your house That's why we share so much information about cleaning videos like this to help make the right decision for your home and your family Hi, I'm Shirley the owner of smg cleaning services in this video. I will tell you why smg is the right choice for your home You might be wondering who will be coming to my house and how can I trust them? At smg cleaning our superhero team goes to an extensive interview process They are fully background checked and drug tested Additionally, all our employees go through comprehensive training and ongoing education They get paid performance moments based on the quality of their work And we do not hire independent car tractors And smg cleaning we are proud of hundreds of reviews that we have received from the clients To you is a hundred percent customer satisfaction guaranteed When you are spending your hard earned money on a cleaning and trust someone to come to your home They want to have a piece of mind that your home is properly cleaned and in safe hands When you work your cleaning with smg cleaning service, you know exactly what you're getting And we believe you shouldn't have to guess or worry about what kind of results you get That's why we are proud with you about what is included and we will send a service agreement One of the things our clients tell us exactly love. There's no after we clean their home Because all the products we use are gentle, pH neutral, environmentally friendly That means you know they are safe for you, your family, your pets And additionally our technicians are fully trained on which products are safe to clean different surfaces in your home We also have a strict hygiene system with our cleaning cloths to avoid any cross contamination Nobody wants the same cloth used to clean toilets better surface and kitchen So if you are considering another cleaner, make sure you wash them if they do all this The smg cleaning superhero team has been servicing central jersey community since 1987 Because all of our loyal clients now we are able to give back to the community We probably offer free cleanings for a woman and they're going to treat me for cancer So they can focus on their health and recovery We are here to take care of the cleaning so we can bring peace of mind and make them feel safe secure And bring some normalcy while they heal I'm gonna go and pause it there because I know we've got a time Yes, three minutes. Sorry about that And the quality was really slow Yeah, yeah, yeah, well, it's gonna be a little bit um catchy because um, you know being on stream yard But man surely you look great on there. Yeah Yeah, I I had a bad cold that day and and it was one of the longest Videos we did and we did like 10 takings and don is like this is the last one You're gonna get it now and it was like Ah And we did it but he his people are amazing editing There were so many mistakes that I did in this video. There are so many things that they cut more than they used But the final product. It's a good video that I'm Not just to to get clients, but I'm using this to For ourselves people. I say this is gonna be your lullaby That's our values. That's how we are better than the competitors You put in the play that before you go to bed before you go to sleep You know Five minutes They have to repeat what you present on the videos too Yeah We could see if anybody has any questions true Yeah, just see this up in the chat if you have any questions We'll keep an eye on that if we want to speak to the sales process because I guess this is the other half You can have an excellent marketing program But if you aren't closing if you aren't following up on the leads you're Aren't going to get a return Right. So we we like we have a leads police I have a person in my company that Want to make sure That every single lead get called God forbid like we met the lead and it has to be called in the next four minutes If pass if the lead sits there for one hour a day already you have much less chance of conversion Um We try to close on the first call whatever it takes And you have to be a good listener You have to understand the needs and you cannot be selzy You need to understand people's needs and be ready to deliver Something that solves their problem If you are just there to make the sell You're not going to sell you should be there to solve a problem Once you start being the expert that solves the problems that the client brings to you Cells just happen naturally um Honest pricing honest service agreement. I'm transparent everything that we do what you do how we do It's written down. They need to sign. They need to understand what's offered. There's no misunderstanding Clear expectations. I think that is you know, and then one You know, we follow up in the next day to make sure they are happy. We follow up on the phone You know, there is nothing that Is better than You hear your your client's voice and they are telling that your team did a good job And then he wants for the five star review But you need to get on that phone. I still believe that's the best way to close Business is on the phone We still we have three sales person plus me And because we don't miss a phone call we answer all the calls And you have a lot of them There's a lot of calls coming in there for that $4,200 And this is this 165 leads just from google, right? Besides that we have people that calls once a month call once in a quarter That clients is that we serve as five years ago that calls back like you have all this Returning clients that everybody that does a good job have returning That we answer the calls all the time too So our volume is double of that Yeah, it's a lot So surely this strategy that you're using to get this 20 to 1 return You're very active in the process, but don and his team are A big part of the equation too. Is that correct? I think I will give half of the You know the merit to to the team the team is amazing There is 12 people that I interact Because I am hands-on you don't have to be but I am and I love to work with you know He has the graphic designer. He has the newsletter person He has the post and I interact with them through text message or through emails or through zoom meetings It's like and they are amazing they listen to what To what I need what I want And they understand cleaning business like no any I had other companies other marketing companies and they cannot get it they work for Many different industries and they Just cookie cutter. They just do the same market for everybody. I think this is the first company that is custom made for That understands that our business have different needs from you know, the the other industries So I I love that I have to do a quick plug too because you know don Obviously you you work for me and for our core profit builders and I agree with everything that Shirley said your team is amazing um, they are so responsive and so Like they pay such good attention to what I want. I can just quickly say something and they get it It's never this long drawn out process which you know drives me insane and then one other thing is that You know, this is going to sound really dumb and kind of like I'm a sycophant here, but Don you're just so nice. You are such a nice Nice person. Shirley am I right? It's just so kind So nice so helpful So um, you're you're just really you're a joy to work with you really are Thank you And back at back at you all back at you all and tom. I know we've had some interactions too I I really I feel at home in the cleaning industry because it's a very relatable group of humans That's the thing I love about the cleaning industry is just you think about it's Cleaning people go into the most intimate parts of humanity in their in their home And so it's a very relatable loving industry. It's a very love-based industry. And that's why I love it I love working in this industry. So and and spreading the news about how amazing y'all are is easy for me Yeah Oh, yeah, rough rough. Y'all said how do you guys track all these leads go high level click up That's done. We basically do it in google analytics and just and analyze the numbers directly with With surely and all of our clients. So yeah, we actually go in From his side with google analytics and he has a soft Same rush that is his software that also bring much more data And then he's people send me his employee send me reports on how we are doing in the graphics And everything on my end. I track everything from A software system that we use to track our leads and ourselves and and thus, you know A fine job and then I am I put everything on excel and crack my own numbers Yeah, but you have to know where your lead is coming from and it needs to be broken down by If it's google, please try to always find out the keyword They used if it's facebook, which post were we have his instagram TikTok, whichever we need to identify where that lead came from and we can track it from source to sale So don I dropped the url of your website in chat. So if anybody wants to know more that's Actually, there's a ton of information about your services and the things that you do and you've got prices I mean it's very transparent, but they want to know more Let's suspect the website's the best way to reach you. Yep. Yeah Text as well. Uh, my contact information is available email. Um, it's always good because we can arrange a Scheduled zoom call if I'm not flying all over the country. Um, I like to try to schedule a zoom call if at all possible So I get a discovery call going Well, I hope see everybody in the next regional in charlotte, right So Yep, and then of course we're all going to be uh lisa say checking out the sphere. I want lots of selfies of that sphere That msg sphere has my big attention. So I'm really what is Okay, we are way over time tom. I tell that we're supposed to get out of here. Thanks Much fun. Thank you. Surely god. This was this was informative And inspirational, you know, we should all be looking to spend one dollar and get 20 dollars back Yeah, yeah That's to start just so we're gonna go ahead and call it. Yeah for sure. All right, yo We're gonna wrap it for today, but we'll be back next Wednesday five o'clock eastern Bye