 Hey, Tom Stewart here, I'm with Liz Trotter. Our guest today is other catty. This is where business moves. And Heather's already making a laugh. Heather and I were talking before we got on and we were thinking, God, we haven't seen each other in seems like a long time. And I think the last time we talked to each other was in May, right? I don't even know. Wait, was it May and Charleston? Yeah, I think you saw. Maybe it was June. I don't know. Does she look a lot different to you, Tom? She's wasting away to nothing. I'm worried about you. You need to start eating a little bit. I am. She looks a lot different, I'm sure, right? Because we saw it happen gradually. But if you saw her and then didn't see her for a while, I'm sure it's like, whoa. So it's funny that you say that because I so totally have fat girl syndrome. So I will always see myself as weighing 230 pounds. My sister-in-law just recently lost 40 pounds. And I was like, whoa, what? And I'm like, is that what I look like? Like, it's like, I can't. I don't see it. I don't see it. So I'm happy. That's crazy. You can't see it, though, huh? No, no. All right. Well, what are we talking about today? Did before and after pictures. What's not? No. I keep all the way those clothes and all those old pictures, so it's all good. I need you to do like a testimonial for us and kind of say, this was me before Made Central and this is me now. I don't think she's going to do that, Tom. She's not really agreeing, readily. OK, so I will tell you, I had a lot of challenges in the beginning and I was very skeptical, but it has been a game changer. And I know we're not here to push Made Central, but yes, I will. Nice. Nice. Look at that. I'm very happy that we made the move. And I think I've talked down a few people off the ledge in that critical time period, too. Welcome. Appreciate your help. It's a team effort, but we're doing some things that I believe are helping us raise the level of professionalism in the industry. And I know that there's a lot of companies out there to make it more money than they used to because they're using the tools. So that's all good stuff. And I know we're live. And this is probably not the greatest time, Tom. But today in one of the circles, we had a few people that are transitioning over to Made Central, and they're nervous about the amount of time it takes. And who could they hire to, like if they want to get some help with onboarding, who can they hire? I know Dan. We have more people on staff. We have the ability to actually, we have people on the Made Central team that can help with that. So if you're looking for help, head us up. Aja has some answers for you. I think this is more, Tom, than my question anyway. It was more for the people who are like, I just don't want to do it. I just want to hire someone to do it. Is that a thing? You're still going to have to, I mean, at the end of the day, we're not going to run your cleaning business for you. So you're going to have to come up with that, too, Tom. We did think that would be really good. Maybe one day. That's not where we are at the moment. So you're still going to have to watch some videos. You're still going to have to learn how to use the software. And there's certain decisions that have to be made that you as they own the business have to participate in. Well, Heather has a question. Good job with the paddle. My advice to somebody who is not asking for it, it is so easy to write a check and have somebody else take care of it for you. But then when you have issues, you don't have to fix them. But if you are in on the ground, doing the groundwork, implementing it, then you know how to fix the problem as they come up. OK. All right. That's good advice, Heather. And the people that I was talking to today are going to need to eventually know how to use the stuff. So it makes sense. And not only fix problems, but also take advantage of the opportunities. Because if you know how to do rate adjustments, if you know how to optimize your schedule. Oh, my goodness. Hi. I don't know who John Beshara is, but I'm so surprised. Anybody doesn't know what made Central is. All right. Well, Tom's going to put you. Yeah, we're not going to talk about that for this whole meeting. That's not what this is about. We'll talk about it for a moment. I'll just drop in the link. Here, it's an awesome software product to run a house cleaning business and make it more profitable. That's what it's about. Yeah. Thank you, John. He says, just give me the gist. Yeah. Got you. OK. Can I say, though, one more thing, because it's going to lead into what we're talking about today or something about what got you there won't get you. What got you here won't get you there. Oh, yeah. What the mind said. And people who are afraid of setting up, whether it's made Central or another software, there's a lot of power in actually facing your fears and moving forward. I'll tell you a quick story. Oh, Jesus, three years ago, four years ago was when I met you guys. I went to foundations and I signed up with Sorry Tom, service autopilot. And I thought, oh, autopilot, while I was at foundations, I was so freaked out because I don't know technology and I'm surrounded by all these people that did know it. So I was really afraid of it, but I did it. And it gave me the power to then tackle more things when it came to technology. So there's a lot to be said about facing your fears and just doing it when you don't want to do it. Very true. Good point. Yeah. So Heather, we were talking before we got on live today. And I was asking you how your daughter is. And you were going to tell me a story. And I really want to hear the story. Story. OK. So anybody who knows me knows our company, One Organized Mom. Check it out on our website. Our character, her name is Betty. And that is our daughter. And she started doing it when she was 15. So everybody. Pop her up. Hold on to second, Heather. Are you going to pop her up, Tom, so we can see Betty? Oh, yes. We've now done three photo shoots with her. We just we did two photo shoots and we just did shot video before she went off to school. So they asked me if I was going to Arc City. And I said no, because I had to go to parents' weekends. And they asked me how she was doing, living her best life, drinking. She goes to Syracuse. That's like number five party school in the country. Did not know that. But she shared with me. When I was dropping her off and moving her in, I said, listen, can you promise me because she goes to take a test and she calls me freaking out like, oh, my God, Bob, I just did some terrible. I just took this test. I'm going to fail and all of these bad things. And then she gets her test back and it's like 105. I'm like, really? So I'm moving her in this year, her second year. And I said, can you just make me a promise? Like, don't be so hard on yourself. Like, it's OK to get a B. She goes, no, Mom, it's not. That is not part of my plan. There's no room for a B. I have spent all this time worrying about this kid. She's the oldest of my three kids. And in that moment, I realized, oh, crap, I have passed on my drive to her, right? Like, she's not going to settle for anything but the best. I don't worry about her anymore. If that's her mindset, she ain't got room for a B. Why am I worried about her? Yeah, I'm with you. That makes really good sense to me. You don't have to worry about her anymore. That's amazing. Yay. Look at these adorable pictures. She's so cute. Oh my gosh. Yeah, looks so great. That's when she was 15. So it's funny because any picture of her having one row of curlers is her being 15. And then when she was just turning 18, we did a second photo shoot. And we did two rows of curlers. So it's just funny that I, you know. But now we know the secret there. All right, all right, good to know. So we are today. Hey, Tom, do we have any reports or anything that we have to talk about before we jump into the topic? You know what yesterday was? Was it? Tuesday? Report day. It was Jolt's report day. It was also Tuesday. So you're both correct. All right. Do you know what the Tuesdays are? The most productive day of the week. Very nice. And the day that more people are eat tacos than any other day of the week. Taco Tuesday. Is that really, I mean, you know, taco Tuesday, OK. But I mean, it's just because it's the alliteration, right? No, we do eat tacos on Tuesday. There's specials everywhere around town. Or on Tuesdays, there's taco specials. It just sounds better than taco Thursday. I mean, hello. Yeah. We're going to be happy hour and drinking it up. On Thursday, you're not eating tacos. I don't know. Tacos are awesome. Every day could be taco day. Yeah. I would not complain. Loving me some tacos, too. Especially breakfast tacos. Oh. I love tacos. Real quick, we look at this every month. And it's kind of an indicator of what's happening in the job market. One of the indicators. And what it shows is the number of job openings each month. And like, they always lag a month. So, you know, the numbers that came out yesterday were for August. But like, a million jobs disappeared in August. Can you figure it out, Tom? I can't see anything. And, you know, my screen is like 37 or 40 inches. Well, no, no. Get into, you know, my screen's bigger than your screen. I know. I don't even know what I'm thinking right now. OK. Can we see that? My mouse? Huh? But do you want to see my mouse? Tell me, tell me, tell me, tell me. Tell us a story about your mouse, Liz. This is important. Oh, yeah, this is important, y'all. If you don't have this mouse, you need to go get it. So Tom told me I needed to get this mouse. He said it would change my life. And I was like, my life's pretty good. But I might think about getting this mouse. And I did. It's the MX Master 3S by Logitech. Y'all, you need to get this mouse. OK, I have one question. Does it vibrate? Does it what? It does not vibrate. No. But I've already brought three of them. I bought two as gifts because they're so amazing. What crazy stuff. You see these little side wheels over here? This wheel right here, you can scroll sideways on your screen. You didn't know that was even a thing. I didn't even know that was a thing to scroll sideways. That's amazing. Anyway, and also this button here. What's that? It's called a trackpad that you can also slide sideways. All right, trackpad. All right, well, I don't have that. I do have this fancy little mouse, though. But this is also this scrolly wheel is so amazing because you can scroll click by click by click line by line by line or 1,000 at a 1,000 line. Is it 1,000? It's 1,000, right now? I don't know. It's a lot. I think it's 1,000 lines per scroll, per scroll. I love that. And when you move it, it goes where you want it to go. It's not like, you know, I've never paid more than $20 for a mouse in my life, and I'm always like moving it around, trying to get it to do what I want it to do. And this, it's almost like it reads my mind. I don't even have to touch it. It just goes to where it's supposed to. It is really nice. I have to admit to that. It's really nice. Although they see Sean says. This typewriter doesn't need one of those. You can see Sean in just a little while. I bet you Sean, are you going to be in Chicago next week? Let us know. I'm going to see Sean. That'd be awesome. All right, so now we can see Tom. Thank you. OK. So last month, there were 11 million job openings. And there's only, I don't know, maybe 6 million people looking for a job. So it's almost like two job openings for every person. Oh, cool. Yes, Sean's going to be there. He's going to be doing a presentation on Tuesday. Right. Maybe we'll give a shout out to our team. We're done here. But a million jobs went away. So that's good. That's like meaning that the ratio of people looking for a number of jobs are out there is becoming a little more favorable. And that's a good indicator for people of us who are looking to hire. You can kind of go down here and see leisure hospitality, which is kind of close to the same demo that we would be hiring from the residential cleaning. Job openings dropped by 100,000 there. That's it. That's a sign. Yeah. So all of this is positive. Yeah. I mean, it's not hugely positive. Too early to spike the ball yet. But we'll take what we can get. We like positive trends. I don't know about you guys, but it's been a lot easier for us to hire for sure in the last six months. Yeah. Absolutely. I think it's easier for. So it goes in waves across the country, right? And so different areas are like, yes, I am always watching for when it first starts trending in one area. We tend to be at the tail end of everything. But I love it when I can watch the trends happen. It's amazing. Can I share one other piece of information? Because I'll forget if I don't do it now. Do it. I'm kind of doing double duty this evening. After we get done here with smart business moves, Mike Callahan and I are doing a webinar basically introducing integration that we're doing with Keep It Simple Growth. And Mike will be doing a presentation on he does really, really elaborate marketing campaigns and offers them through his business Simple Growth. And he's going to kind of give us his playbook. And I've seen the presentation before. He did it at Martha's event in February. I don't know if you saw it, Liz, but there's a lot to learn. So if you're interested in kind of all the secret hacks and ways that you can build automated campaigns to grow your cleaning business, click on the link that I just dropped in chat and sign up for that webinar and just kind of hang around a little bit. We'll be starting at 6.30 Eastern time. Cool. I used to use Simple Growth back in the day when I used service autopilot. So obviously, is that kind of working the same that all these automations and templates are built through Made Central? Well, we integrated. We use an API integration with Keep for people who, I mean, we do a lot of automations. You can do campaigns through Made Central. But obviously, Keep is built to do that. And there's some people that are on Made Central that love building these really elaborate. I think they spend half their week building these automated campaigns. And now they can do that. Mike tells us that we're the only company that has a true API integration. They work with some other software packages, but it's like through Zapier and some of those types of ways. We built a real API integration. He says that we do it better than anybody. Cool. Come join us at 6.30 and hear more about it. And I think it's going to be good. Mike's a lot of fun. Did I just, oh my gosh, he is, he's very entertaining. Definitely worth the time to stick around and see him. But did I hear you denigrating other people's API integrations? I didn't, I didn't, I know, that wasn't me. I was just repeating what Mike said. Oh, okay, okay. You're safe then, Tom. I'm like, I would never say, I would know enough to say that. I'm just telling you, that's what Mike said. All right, we're going to let you off the hook then. All right, Tom, I like how you look so, so serious. But it wasn't me, Liz, it wasn't someone else. You know, I don't roll that wide. No, it's totally not your style. All right, so we're going to talk about what got you here, what got you there won't get you here. And for those of you that haven't read it, this is also the title of a Marshall Goldsmith book, amazing book, I love that book. I go back and look at it all the time and it's constantly relevant, right? No matter where you are, it's going to be relevant. So Heather, tell us a little bit about your thoughts on this topic. Where did you kind of want to go or what did you want to talk about with regards to this? You know, I think it's, because I've gone through like so many changes in my mindset and how I do things. And like I'm on a version like Heather 14.0, you know? And how I was as a business owner, as a leader, you know, as a individual a year ago, two years ago, three years ago, it's, you know, I've changed throughout time. But I feel like you have to be able to do that in order to grow your business because the challenges are different, right? And like what you did to overcome that challenge in that period is so different from like $500,000 to $750,000 to $1,000,000 to $2,000,000, you have to be able to adapt and have new inventive ways on how to grow your business. And for me personally, I think it stems from me, but I'm the driver in my company. So maybe that's not for everybody, but that's 100% for me. What do you mean it comes from you? It just meant like I kind of like, I'm the innovator in my business. So the ideas come from me, like the tone comes from me, yeah. So give us some examples of things that you have had to change or can you, can you give us examples of things that you've had to change or different mindset things that you've had to change, anything like that? Oh my gosh, I could totally give you so many, but we only have an hour in this call. So I know when I first met you guys, like I had such an issue with money. I remember sitting at the table more than once, like in tears that like I had no money in my business and my business is a million dollars. How does my business not have any money? How do I not have any money? So I've been able to change my mindset and not have a money issue anymore. Like I was afraid to raise rates. I was afraid to lose clients, but I had to get out of that fear mindset in order to overcome it to be able to do it. And for me, when I had those fears and every time I faced it, just like what I said about starting that the software, I had to get over my fear, but once I got over the fear and then I looked back and like, holy crap, I just did this, I can go do anything. Like sometimes I'll like watch TV and I'll watch, you know, a fire fire, put out a fire or some crazy person and like, I can do that. Like, oh, that's nothing. I could go do that. I mean, reality is setting in that I can't be a fire fire, but you know, for the longest time, I was like, I can do that. Shoot, I onboarded this software, I can do anything. Oh my gosh. But that was not made central. So it was not that hard that it will make you feel like a super human. It's much easier. Yes it is. Especially if you have a fear, you know, it's like fear things in your fears are so important. If this is like what you're hung up on because you can't do it, you feel like you personally can't do it, to be able to face it, to do it, to get through it, I think there's a lot of power in that no matter how big or how small the task is. Because what my fear may not be equal to your fear, right? Absolutely, yeah. And chances are good that everybody's fears are different. Yeah, I would totally agree with that. I also agree with your assessment that when we first met you, back in the day, you definitely had a more limited mindset. It was, you were, and like you said, you were afraid, but it looked like stubbornness, right? Oh. So, yeah, I mean, we all have that. Yeah. Right? But it looked like stubbornness, but now you really are so much more open. We were on a meeting today, just today, and you, somebody said, well, I have some unsolicited feedback for you, I think. And you were like, no, give it to me. And you really, you actually really listened to the feedback and were like, okay, yeah, I can use that. Yeah, I get it. Where really four years ago, I don't remember you doing that. There's a lot of things I don't remember. It's funny that you mentioned that call today because I actually found those things on a piece of paper. I don't know where my camera is. And I've actually already done two of them. So, but that's my strength, right? My strength is I am a doer. I will just do it no matter what. Now, especially with not having to fear peace, it just makes me propel a bit more. Now, I kind of feel like I'm getting a little lazy because then I'll just pawn it off onto something else. All right, so I have a question for you though, Heather. Your strength is that you like to do, do, do, do, go, go, do the things. There is a certain level, one of the people in our circle, the level of her business, there's nothing for her to do anymore, right? And she's kind of struggling with, what do I do now? All of the positions are filled, the company is doing its thing, now what do I do? How are you gonna manage that? If you're the doer, where's your identity gonna be? How are you going to not end up in the doldrums like you've seen? So I want to inquire to the company and not necessarily a cleaning company, but like I, for me personally, I want to be a multi-business owner. I don't know what that is yet. I, we've had a couple prospects come our way, nothing's really panned out. So I'm just waiting for the right thing or the right time. I don't know, I don't know what that is. What's your dream business? I mean, just give us some idea of what type of businesses you might be interested in. So we were thinking about starting up a carpet and tile business. Currently right now we do subcontracting work for Windows and carpet and tile. So, you know, like most people here, probably on this call, you know, we have this SBA loan and it is still sitting in my bank account doing nothing and I'm paying $2,000 a month on it. But I'm just like, okay, we have to figure this out. So we're like, okay, let's take 100 grand, let's invest the truck, the equipment. We already have the clientele, right? We already know that and we don't even push the services and yet we're still able to make a little bit of money off the subcontractor. But once it really started looking at it, you know what the 35% off the subcontractor, I'll take that and not have to go spend the money to do it. The next one was a vacuum cleaner store. The gentleman in town has had a business for 16 years. I walked in there one day and we started talking. He kind of told me all of his information about the books and whatnot. And I'm like, ooh, it kind of piqued my interest. So I sent Bert in there, my husband, and he kind of told him a little bit more information. He probably shouldn't have told him, but because he kind of showed us all of his cards, it wasn't working like it didn't make sense financially, right? It was only $107,000 but like he owes 60 grand in credit card debt. There's not a lot of inventory. You're really buying a name, you know, in a space that's rented out and has two more years left on its lease. Well, I could just go start that up on my own. So like we really just try to peel back all the layers because I'm going to invest money like that. I got to get a return on my investment. But it's so awesome that you have money to invest, right? Wasn't that long ago where you were struggling to just make ends meet? You just didn't even know how you were doing it. Exactly what it was. It was like early March, 2020 because it was the day the world fell apart that I was in Miami on a call with Liz crying that I have this business. I can't afford to send my daughter to school. I don't own a house. I don't have any money in my account. And COVID did really well for us. We did really well through COVID financially and I was able to buy a house and my daughter's going to college and I have money in the bank and I can go travel and not worry about that money. So yeah, a lot has changed in two and a half years for sure. Yeah. Sometimes some people, right? Yeah, not everybody, but for some people for sure. Yeah, I am happy to say though, we did wash all of our idol money. So we're able to use it for whatever we want now. It's not just for whatever purpose it's intended for. So we're just, like I said, waiting for the right time and the right thing to come along. Yeah. So you're not actually out there looking for anything right now? So I've contacted two business brokers. I really don't think that's really the avenue that I want because I think that they just inflate the cost to cover their costs. So I don't really think that's gonna be the way I go. I have sent out letters to 37 cleaning companies that they are wanting to sell. They contacted me wanting to have coffee but not to sell. And what I really pay a lot for somebody else's cleaning company, probably not. Our stuff's too tight here that in order for me to buy somebody else's mess, I wouldn't pay you much for it. Yeah, why? A list, now a list of names, right? That's worth buying sometimes. All right, so what else do you have kind of on your horizon if you're going to be, you're gonna be off doing some other business. It sounds like that's your plan, right? So what's the plan for when to organize mom then? So we're gonna grow rapidly in the next 12 months. We have very aggressive goals. Unfortunately, I don't have the right people in the right seats. So I need to either change seats, get rid of people or really spend a lot of time investing in them. So we're gonna do all three of those items. So that's gonna be my focus. I'm really focusing on leadership in building my leadership team. And it's not even just my leadership team. Like I want my cleaners. I want to build them up. Like for me as a business owner, I'm a stepping stone for them, right? My goal in 10, 15, 20 years from now for somebody to reach out to me and say, okay, sorry. For somebody to come back to me and say, like I started my own business and I took away so much in how you treated your people that this is what I've learned from you. It's like that is like clearly you can see that I'm passionate about that. So, you know, I really hope that one day that would be good. Well, I have no doubt that it will come true. I have no doubt at all. I'm actually surprised it hasn't happened yet just because I know how well you treat your people and you focus so hard on making that come true. So. And that's really been short lived though too. I mean, it's really been, I can honestly tell like anybody who wants to hear me, like I am comfortable in my own skin. I mean, hello, I had my front teeth pulled and I went on Facebook live and I showed the world. Like I don't have any shame in the game and no matter what, I mean, the other day I walked out with a dress on and my dress was stuck up in my underwear coming out of the bathroom and everybody had a good laugh. You know what, hey, I'll make you laugh that day. That job was. I love it when it happens to you just saying. I appreciate it every time that's ever happened to you, I mean, you know, I just, I have a good time and things that I do. So I want to, oh my God, this is so amazing. So my birthday was a couple of weeks ago and I did not know the staff was doing this and I didn't even share this on the group. So I'm not about gifts. I don't like my staff to spend money on me just because they work so hard for their money and I don't like that. So somebody came up with the idea. I don't know who probably Kaia and they put our comment box in the back with like this piece of paper, like leave comments for Heather and tell her like what you mean to her. Are you ready? I'm not gonna read all, I'm gonna read a few of them. Okay. Heather inspires me to cook and to live a healthier lifestyle. Plus she reminds me how important laughter is. I love how you come into work every morning with the best positive attitude. I inspired to be so happy and have so much respect for people like you. I love you so much. Thank you for always being such a caring human being, your strength and outlook on life always inspires me to keep moving. I mean, I can, it's just those little things. I mean, this is the freaking best birthday present I could have gotten. I mean, yeah, it's freaking awesome. So I know what I'm doing is making a difference in people. And you know, obviously we started cleaning business to clean houses to make people's lives better. I didn't realize when I started this the effect that it could have on people. And for me, like, that's just so awesome. Yeah, it's gotta be about more than just the money. I mean, we talk a lot about, you know, being profitable and helping businesses be profitable. And you have to be profitable. If you're not profitable, you can't do, you can't create good jobs and do the things you wanna do. But once you're there, then it's really about the other things, isn't it? Yep. Not yet. Yeah, something else that we've been able to do. So, and actually took this away from South Carolina and Liz and you're, I'm so sorry, workshop. Yes. Okay. I'm way like back home. So my husband and I were able to buy a house and going through COVID, it was really hard for self-employed people to buy houses. Like they really tightened down on how to do it. It was by the grace of God that we were able to buy a house. But going through that, I realized you don't have to have a credit score of 800. You don't have to have, you know, $30,000 in the bank. So now we're like, we're going through with two people here right now to get them qualified to buy houses. So we've now introduced them to our mortgage lender. I'm like, listen, and one girl came to us, one of our leadership people. She's like, listen, I wanna buy a house in the next year. What do I need to do? But we need to, we need to get you in touch with these people because they're gonna tell you what you can do, what you need to do, how to get your ducks in a row in order to buy that house. So yeah, it has nothing to do with cleaning. It has nothing to do with my business, but for me, for somebody to come to me and like be able to offer that to them, so huge. I have another person who came to me and she's from Columbia. This is, I think that she's seen her first language. She came to me two and a half years ago and didn't even speak English. Now she's asking me how to invest money in a 401k or a Roth IRA. I'm like, this is awesome. I'm like so excited that we're able to hook her up with somebody that can provide that service for her. But the fact that she's growing enough in her family, financially from working here to be able to do that. I love that. So, I talk a lot about, we talk a lot on smart business moves about matter-meaning measure and autonomy, right? And the importance of having those, giving them to other people. But I think a lot of times we forget to focus on that for us, we need better. There needs to be meaning for us in the work that we're doing. We need to be measuring how well we're doing. And we also need to be able to do it kind of our own way. Have a little autonomy, right? So that we can feel better about what we're doing. So it sounds like you're really recognizing a lot of meaning in what you're doing. But why do you want to get out of the business then, Heather? It's not that I want to get out. I mean, listen, I'm a high-Eye. I very much need to be around people. It's just one of my goals is to be a multi-business owner. You know? I mean, I still want to grow this business because I still, I love what I do. I love coming to work every day. Like, I don't know what I would do if I did not do this. I mean, really truly, like literally I am passionate and love what I do. When we went through COVID and we had to stay at home and work, it sucked for me. Like, I need to be around people. You know, we talk in terms of disc assessments a lot. And it's like a second language to those of us who do it. You say you're a high-Eye for, you know, some of our guests in the audience. Maybe it would be helpful to explain what that means. Okay, so a high, okay, hold on. Don't say this Liz, I mean, what an eye means. Oh my God. You're seeing it. You're seeing it in action. I'll give you a hint. It starts with I-N. I was going to say inspiring, but I can't think of the word. What? I-N-F. Yeah, infectious. I have no idea. Listen, we only have until six o'clock. So what's the word? Okay, you're going to kill me because from now on, I will always think infectious. Crazy, but that's not the word. That's why I'm having such a hard time. What's the word? That's good. Influencer. Oh, Patricia, God, I love you. I can tell you how happy we are. We were on the phone the other day for five hours, no joke, we had to get off. Oh my gosh. So a high-Eye, like, I'm an influencer, right? Like, I'm all about the people. There's a lot of pros and a lot of cons that come with being a high-Eye. That's just, it's like, Sue is my soul to be around people and to encourage them. But my danger point is that I see the good in everybody. So when I am faced with a person issue, like hiring somebody, I have to be very intentional, like to be like, okay, what are all the bad things? I need to look all the bad things at them and not all the good things because I'm just going to want to hire everybody. Right. Yeah. And you have had trouble with that. And it's a struggle for high-Eyes to be balanced in that. Because, yes, I know that there are some bad things too, but the good things are so amazing, right? The good things are so great that it's easy to just get sucked in and be overly optimistic. A good tendency or a bad tendency for high-Eyes that over-optimism. You know, we were talking a little bit about mindset in the beginning and it's funny because like when you start intentionally, like being in the way and changing how you react and do things, people around you notice, right? Like my kids had made a comment to me about, you know, I made the mistake and saying, oh my God, what would you change about me? If you could change or I'm like, I know, right. I mean, the words came out of my mouth. I'm like, oh dear God, suck them back. But it's just where the conversation went because somebody was talking about something else's crazy mother. And my daughter goes, you know, sometimes we don't know what you're going to get with you because we walk on eggshells. And I'm like, really? Wow. But it's, you know, I work 10 hours today. Like I go home and the house is a mess because you guys are messy little poop heads. Like really, you just can't do the dishes. So, you know, that's what they see of me. But you know what she said to me? She goes, you know, mom, I said, you know, I've actually really been trying to change. Like I'm really doing a lot of work on myself. You know what she said to me? She goes, I can tell. I've noticed. Nice. Nice. Yeah. But even our operations manager, she's been doing a lot of mindset stuff. And she says that her kids have actually made comments to her too about, you know, how she reacts to things. So there's a lot of power there. Yeah. And those are just our kids, right? So like this, our kids are watching us do things and they're taking it all in. And then they grow up to be the way that they are because of our actions. That's the same thing with our employees. I have always said that like the employees are like our kids and how you parent your kids is pretty much how you're going to be a boss, but how it affects them is the same way. Yeah, you just have to think, if you're going to say that you have to be careful that people don't think that you are saying that they're childish and that you have to treat them like children, right? So I know that's not what you mean. What you mean is you have to care in the same way that you are putting care into your kids. There has to be. Yeah, I'm not saying that treating people like children by any means, but I'm very an emotional person and I think that's probably one of the characteristics of a high eye and I wear my emotion in my sleeves so you kind of know where you stand with me, whether it's good or bad. But I also know there's a lot of power in that, right? Because I'm an influencer that I know that I can get people to do what I need them to do with trickery. And just maybe an influencer, it's me being a woman, right? So like, because I set the tone in my house, I set the tone a lot of places because I'm not just a leader, I am a wife, I'm a mom, whatever, that it's like how I react to people. Because if I react to people in a certain way, then it kind of sets a tone of how they're now gonna react back to me. I know that's like really crazy and deep, but like I've really like seen it work and I'm like, whoa, so I can control that. I know, right, Liz? You're like, oh my God, he's finally listening to me after all these years. No, I'm thinking to myself, it makes a difference when you get it. Yep. And you can do the thing. Yep. It really makes a difference. So what are you working on right now then, Heather? So what are you currently working on and that you think is gonna get you to the next place? God, let me say leadership. All right, and what about leadership? Like what are you going to, so the context of the show is what got you here, won't get you there, right? So what about your leadership style? Are you going to be looking at changing, focusing on, what are you, is that part of what you're doing or? So for many years, obviously running my company, I always had the mindset that nobody's gonna do it better than me, right? So then I took everything on and I just did it. Unfortunately, that caused a lot of briffs with people in my company, especially my higher ups because then I didn't have the trust in them, for them to be able to go do it. So I think that like maybe the last year and a half, I've really intentionally been trying to focus on myself. And now again, I feel like I'm very comfortable in my own skin. I can see a lot more than what I was able to, that helping empower them to be able to have those same traits, I guess you would say. Yeah. So tell us a little bit about empowering them. Tell them you're like, I'm on the spot, ah! You know, don't let it feel like that, Heather, because really just tell me what you're normally, you're normally like chitchat with me about it because this isn't happening. It's really being honest. I've had a really hard time like asking for help because again, I just kind of take it all on. But showing people like where my faults are. And Liz, I know I've shared this with you and you too, Tom. Like in the back, we have like our wall board and everybody's picture on there and things that, you know, your favorite cake and your favorite color and your kids and all these fun things. Well, one thing is tell us something that everybody doesn't know about you. And I put mine as I didn't graduate high school and I did it for many reasons because it was my biggest fear. It would held me back for freaking years. And I swear to God, that was probably the biggest thing that once I was able to overcome that, I can do anything. Then I can be the firefighter, right? Cause that really truly was like my biggest fear. But I also did it to show them that I'm not perfect because I think that because I sit in this office, I sit in this role that my staff look at me like, oh, Heather's perfect, Heather is getting all the money and Heather is doing all of these things and Heather has this perfect life. That's not the case, you know? And people come in here, they asked to borrow money, they've asked for help, you know, I used to be on food stamps for love of God. I was on food stamps when I started my business because I couldn't afford groceries to buy snacks for my children. Now, is that something that I normally talk to at a staff meeting? No, but I want them to be able to relate to me on a very personal level. I want them to see me as I'm their friend, I'm their confidant. It's not just I'm the person that writes their checks. So for me, I go there and I'm okay with that. Like there's nothing, there's nothing else for me to hide. So you should, I'll go ahead. I also tell you that, so we have leadership meetings and our leadership is our ops manager, our field supervisor in all of our trainers once a week on Thursday mornings. I don't attend anymore because then I have the spotlight on me, everybody looks towards me for guidance and things and that's not fair to my ops manager's lives, now step back. One day, somebody wasn't there, I don't remember and I was attending and there was a couple of people late. So we started talking and we were talking about real life stuff. We were talking about being sexually abused. We were talking about being raped. We were talking about things that affect us as women to a core, how it changes the trajectory of your rest of your life. I'm sorry, I'm getting all teary again. But this is them opening up to me and in that moment was so amazing that they trusted me with all of this information. Those are bonds that you just can't break and I am totally okay going there. I am so comfortable and now they know that they can come to me with whatever is going on and I'll help them. So I'm curious how you got from people being late. That's a pretty big shift. That's a big shift, a big jump there. So I don't really know exactly. I think we were talking about somebody and their boyfriend and why they weren't dating anymore and one thing led to another. Then two people walked in late and here we are, we're all sitting here crying because this is vulnerable stuff and I know I told you the topics and I will never tell you the story and who said that because that's confidential to me. But they're like, what did I just walk into? I'm like, you guys just walked into the best meeting ever. Sorry you're late. But for me, that's where I think the connections come into. But again, I'm an influencer. Yeah, and that happens. You're a sexist. Yeah. You're infecting all of us, gonna make us all cry now, Heather. And I used to be a crier all the time. I cried in the drop of a hat, didn't I, Liz? We don't cry anymore. Like, we don't cry anymore. You guys have maybe cried twice now, damn it. I'm not sure I'm gonna believe that since I've seen you cry multiple times now. I didn't cry, just got teary-eyed, there's difference. Okay, okay, I gotcha. And teary-eyed, it's definitely different than crying. I've seen cry before, that's not cry. That's not cry. Thank you, thank you. Yeah, I've seen you cry before too, yeah, that's not. Tom, I don't think I've seen you cry though. Probably not, probably not. I don't think you've seen me cry either, have you? No. Yeah. I don't know. I think I said once, Liz, I think we were at the square table. At the square table. Yeah, I can't remember what happens in the living room. Oh, at 622 Ocean Foundations? Yeah, at the Ocean Foundations. All right, was I crying for you? I can't see my memory. My memory is like your 80-year-old life, my memories, so like, I don't even remember, but I remember it's like, wow, Liz's crying, I never see that. There's something else I was gonna tell you guys. So for me, I don't do a lot of sales calls, right? Yeah. I answer the phone. I don't even want anybody to know my name. I don't even say this is Heather, because I wanna be vague, I wanna be treated like I'm a dummy in the office and my transfer your call. I don't wanna answer the phones, because then people know they have a direct line to me as clients and that's not what I want, right? Then I'm kind of like undermining the office staff. So, focus, squirrel, okay. Hold on, we're getting there. When I do take a sales call, like, I'm on the call for like 20 minutes, because I'm gonna sell the hell out of our services and that's just who I am. People will usually book. But I have no shame in the game to say, hey, listen, I'm gonna tell you right now, I'm not gonna put your needs first, I'm gonna put my staff's needs first, and because I really believe that if my staff is happy, they're gonna turn around and make you happy. And can I tell you every single time I've said that, people are like, whoa, that's so awesome, I can't believe you do that. But like I started using that a while ago and I'm like, I really have to put my money where my mouth is, right? I mean, so for me, that was a turning point that I'm like, everything that I do, every choice that I make is focused on my staff and not my clients. And for me, that is success. Wow, so this is what I'm hearing through all of this, Heather, is you have made a lot of changes and you're loving where you are right now. You're looking for the next step, like the next business or the next thing that you're gonna do, but you're super excited to do it because you love where you are currently. Is that, would you say that's accurate? Pretty much. I mean, the same days are harder than others, but I don't wake up and be like, oh my God, I have to go to work today. And I know that I'm sure people that work here have that mentality, it's just my mentality, you know? Yeah. I love what I do. I would say there's that old saying, if you love what you do, you don't work today in your life. Took me a long time to get there because I don't have to answer the phone and I don't have to process the schedule when people call in six. Let's just put that out there. Love what I do. Yeah, awesome. I love that. I love that for you, too. Yeah. Well, it's funny that you said you haven't, you don't like to answer the phone and you don't do any sales and you hate that. And I was just talking with Tom and Tom is doing a little bit of sales over there at Main Central. And you would not think Tom's going to be a great salesperson, but he is. And you know what? You said the same thing that he said and I think the reason why is because if you love the product or love the service, you believe in it, it's not really selling. It's like helping that person, you're just helping them. And so it's really more about that, like if you're helping the people. It's kind of a big thing on sales. I remember at Foundations, the first time I went, Derek was there and he said, oh, I used to have this major risk and I used to tell people, you're going to get shitty service or he may not have said that, sorry. But you're not going to get a great service. We're just kind of mediocre. And I was just like, what? You don't also have in my pitch? We're going to make mistakes. We're going to forget a toilet. We're going to leave here on the floor. You have to understand it's going to happen. You're like, what? I'm like, listen, we're human. We clean houses all day. There's going to be here on your floor and we're going to forget a toilet. It's not about the mistake. It's how we handle the mistake that puts us, that separates us from our competition. Nice. Yeah. We're here. You can pick up the phone, call us, we'll take care of it. Yeah. And I believe what you said. I mean, I just had this conversation with somebody. I'm trying to get one of my trainers to come in and work in the office. And she said, no, I'm dying. And she's afraid of selling. And I'm like, but you know the product. That's what you need. You don't have a leg up from anybody who has ever done this job because you know the product. It's true. And maybe presentation to her is, yeah, we don't really need you to do a whole lot of selling. Just how can you help people? Yeah, it's not even worth talking about anymore. It was just, you know, yeah. Yeah, sorry. It wouldn't go well. No, no. But listen, she does other things in her life and I really commend her for that. And I just said, well, think about it some more and come in tomorrow. And hopefully you'll tell me something different. All right. Well, you never know, right? Never know. And if she doesn't want to do the job, she's not the right person. She won't be good at it. Yep. That is okay. But Heather 6.0 would not have been able to accept it. Heather 14.0 going on 15. So like 14.5 maybe. You know what I'm gonna start doing? I'm gonna start doing it by the year. I just turned 49. I know I'm freaking old, right? Uh-huh. Maybe I'm just 49.0. But that is kind of a mouthful, isn't it? What do you think of it? No, it's not too bad. I like it. I like it. I think what they say when you're in your 40s, like you become comfortable in your own skin. So I think I'm just kind of like hit that marker. Not too sure they say about 50, but I am looking forward to it. So this is all good and this is fun. And Heather, we haven't chatted in a while. It was probably May, I don't know. We don't remember exactly. There's a lot of things going on in May that probably fogged our memory a little bit. Maybe it has something to do with. But anyway, here we are now. We've got a few minutes left before we get to the top of the hour. We've talked about a lot of stuff that we might want to just kind of recap and share. Talked about foundations a lot. We never really talked about that very much, but do we want to take this a second? Oh, look at Trisha with dark hair. Wait a minute. I got an email that I had to plug foundations on here. Oh, okay. Well, I'm going to drop a link to it. You guys. What is that? Awesome. You guys have 30 seconds to explain what foundations is. Maybe a minute max. You go, Heather, because you know from the inside. Because I've been there four times. Yes. Four times. It is an amazing experience. Aren't you coming this year? You're going to 2.0. Yeah. Once you want me to come and be the cook, I can totally come and be the cook for foundations. I have a lot of people offering to be the cook. Good luck. Let's see, foundations. It is such an amazing experience. I always say, okay, you're timing me. We have like the timer up because that's what you do in foundations. It's like big brother like on steroids if anybody knows the show. You are in a home for seven days with other cleaning business owners, like from sun up to sundown. When you wake up until you can go to sleep, like the relationships that you walk away building are absolutely such a game changer, at least they have been for me. But other, you know, you have the coaches that teach on everything from KPIs to culture, to sales and marketing. It's everything that you need to level up in your business. I dropped the link to it. If anybody's interested, you know, if everybody says, you know, spaces are limited, but truly it is limited in this case. We- How many bedrooms are there? Like 13 bedrooms? It's 12. 12 rooms. 12 spaces. How many are filled? 12 rooms. Maybe five or six? We haven't actually started selling it yet. So the two of those rooms were filled from last foundations. They just put their money down at foundations and some of these other ones, they're from people in the circles that know us. They're like, I wanna go to foundations or they've heard about it. Well, if you need alumni in the bunk bedroom, I'll volunteer. What did you just say? I said, if you need alumni in the bunk bedroom, I'll volunteer. Okay, got you. I think though we were talking about some people actually doing the bunk bedroom this year. I think Katie, oh no, that's 2.0. Yeah. Yeah. Yeah. There's this other event called 2.0. Are we ready to talk about that yet? Or is this for another day? Yeah, then leave it for another day. We are not even really selling either of these things yet, yeah. Something a little more immediate is the ISSA show, the ArcC convention and trade show, which starts next week, right? Next Monday? Yeah. Actually, there's an event Sunday at Gosha's brand new office. I understand they have some pretty awesome speakers lined up. I'm gonna be there as well. We just moved. Wow. I mean, what other way to better get like moved in than to schedule an event there, right? It was touch and go. She was so stressed out. They have literally been moving this week trying to get everything set up. For sure. What was it like 4,000 square feet building, I think? Yeah, I think so. It's pretty large space. So there's gonna be brand spanking there. So that's gonna be cool. Looking forward to that. I dropped a link. The Shoshan day was here. He's gonna be presenting. Liz is gonna be here. Lot of good stuff going on here. Actually, on Monday, if you're gonna be at the convention, Monday morning, 9 a.m. I'm really excited. I'm going to be doing level 10 meetings, but cleaning business style. So a lot of people have read like traction. And so they know a lot about level 10 meetings, but I'm gonna be doing a presentation on level 10 meetings, but kind of cleaning business style. So with a little bit of a twist and helping you to lead your company. I'm looking forward to it. And... I'm getting some FOMO over here. Dang. Yeah, it's not too late to... I guess we go to college, remember? Well, but that's over the weekend. You can just go straight from Syracuse to Chicago. Or vice versa. Yeah. Oh my gosh. Yeah. So I'm dropping a link to the webinar if you wanna sign up for that, that Mike Calli and our will be doing in 30 minutes. It's gonna be on all the inside tricks on building automated campaigns. It's a lot of useful information, something to be learned there for sure. Are you gonna be recording, Tom? Yeah, so I'm sure they will be. This is a live stream. This is gonna be through a webinar platform. It's Mike's TechStack. So I'm not sure exactly all the details, but I'm sure they'll be recording it. Can you fill my name in there right now since you're already in there? Just... There's a link, Liz. Come on. Yeah. Why do you make it work so hard? What did I ever do to you? Don't ask her that question. You asked me, have you ever seen me cry? I actually don't think I cried even when you broke my ribs. So come on now. You were intoxicated on crack. That was the problem. You've spoken nice. I don't know. That was a story there, guys. I guess that's for tomorrow. Yeah, that's a different thing. Hey, Tom, top of the hour right now. Look at that. Three o'clock. Thank you so much for joining us fun as always. Thank you, Mother. Bring out some emotion and some drama to the show. Thank you. We will not be here next Wednesday. We will be in Chicago doing the whole trade show thing. We'll be back the following Wednesday. And if you want something a little more immediate, click on the link and I'll see you in a half hour. Sound good. Tell you again. Thanks, Liz. Thank you, Mother. Bye-bye. Good seeing you. Bye.