 Hey, good afternoon everybody Tom Stewart here with smart business moves. I'm with Liz. Good afternoon Liz Hello Okay, and I'm sure that everybody was able to figure out from all of the awesome hints that Liz gave this week that Today's special guest for all the spot is Laura Smith. Hi Laura. How are you today? Yeah And really we feel really lucky Laura We know all of the different things that you're going through and you don't really just have a lot of time Just be out hanging out and playing around on Facebook So really really appreciate that you're taking this time to help the audience here. Yeah Absolutely, absolutely, and if we do this right hopefully we'll have some fun with it and Learn a little bit too got a few people jumping on here I'm trying to get it right now. You know, it's gonna yell. So Laura, can you see where the comments are on your screen? And when somebody posts a question Tom will usually copy it and paste it and post it for us so we can read it which I love for the record Tom I don't think I've told you that before. Oh, thank you Tom. I Didn't need to call you out on something though. What's that? What why I wasn't an unprecedented day yesterday. Did we get that we got that in? We're gonna have to go back and look at the video Yeah, at the end of the day I was like, oh No, I'm hoping that you're right. We'll go back and watch. Yeah All right, so we got Laura I don't think you know this but can you see my painting behind me? Yes Yeah Okay, Tommy got some ugly stuff to show us I see Yeah, this came up yesterday and we're not gonna spend a lot of time on this but just Coming up day. I'm sure that we've all been been hearing the news where certain parts of the country are Seeing increases and spread of COVID-19 This is really a an awesome website if you want to keep up with that It's RT dot live and this RT factor is a measurement for Every person who has COVID how many more people are they infecting? so if you think about the math if One person is infecting like one point one or one point two or more people if it's greater than one Then it's spreading Whereas if that number is less than one that means that the growth is dropping and if they keep it below one Eventually will go away Well, all these states here with the green has a RT value of less than one and all the ones in red Or greater than one and week over week the number of red states gets bigger and the number of green states gets smaller Nevada is kind of leading the pack here for every person who has COVID in Nevada on average and making one of the half people sick Doesn't mean that Nevada has the the the highest cases or the most cases of COVID But what it does mean is that it's like accelerating that they're growing fast And you can got to go down here and look at at every state in terms of how it was shrinking and now it's growing again like in Louisiana Is anybody not going yeah, like there's a flat line who's that North Carolina? Yeah, North Carolina is doing okay South Carolina Carolina, you know going fast here and you can click on any one of these and get into two more details in terms of positive tests you see how the numbers keep getting bigger and This is Like going back into May I guess Is it is it giving us the number or is it giving us the percentage to the number of tests given You know the number of positive tests in total the increased testing does matter really does but Number of positive cases of the country hit 40,000 yesterday, which is which is a record If you go over here, and this is a site that we've looked at before the IHME this is kind of the Bill Gates stuff and deaths are increasing and That kind of is independent of the number of tests if more people are dying from it then You know, that's not a not a good sign I Lost this one. I used to have that or is this one already in the super secret But I'll put it out there again Okay, I Used I was watching this one for a while. I haven't looked at it in a while, but I really liked it Hey, y'all a lot of people here on a Friday. You're all just excited Okay, I got my due diligence go watch smart business moves, and then I get to go home, right? everybody's like Rosemary, I could give you a hug. Thank you I'm going back. I'm watching it That was Wednesday Totally thought that was Wednesday But I will I will give you the benefit of the doubt time because you are so good Like 12 times today, do any of these count? It definitely it definitely is an unprecedented time and You know One of the things that we need to be thinking about and we probably need to be we need to talk about this sometime for for two You know too many days get behind us We all need to have contingency plans in terms of what are we going to do if if one of our employees test positive? Or if they clean a home with someone that's positive. We've talked about it. We kind of you know Pacificated on while these are the things that that that that maybe we should think about and do but I don't think that we Really kind of pound it out. Okay. Here is the play bar So I'll tell you what Tom, that's one of the questions that I have today I'm in my MMA group the success group this morning one of our team members Are not one of our team members one of the members of the group one of the owners his employees husbands got Covid and then she worked with another team member and then they cleaned like 12 houses So And so the question that I have that's going to be coming up so you guys can give a heads up I'm not going to give it to you right now But the question is what are you doing in your business? If somebody comes down with COVID so you guys can start thinking about what you're doing Oh, it's seven days and no results. That doesn't sound good When you don't get results on your on your background checks for a long time. That's bad, right? We don't get them back so quickly. It's like uh-oh Is there a correlation without really? Yeah, absolutely. It is first So you mean if somebody gets tested for COVID if it comes if it's if it's slow coming back that that's No, I don't know about COVID Tom. I was saying that it's like that with your without background checks Oh Okay I know Caleb it was So Caleb's in in in that group this morning and he's saying the same thing. It was really So boring hearing that so we have two two members of our The MMA group that have this situation going on right now. So it's it is kind of scary So and you guys on the spot Before we get started, I just want Laura to tell you a little bit about who she is For those of you that don't know her if there is anybody I can't imagine that there is But first before Laura tells us anything about herself. How about y'all tell me did anybody guess that The special guest today was going to be Laura and if anybody didn't guess it Where you guys Rock And really ocean's 11 if if if they didn't figure that out How do I listen? Oh, I'm sorry amber the MMA groups are I I shouldn't keep commenting on that Sorry, it's just such a large part of my life that I bring them up all the time. It's a um, it's a subscription group It's a a paid group. Sorry about that Um, all right, so Laura tell us So give them some some background some history tell them who you are Okay. Well, I'm laura smith. I own all star cleaning services and for in Fort Collins, Colorado Um, I've been in business since 2006 We currently have about 45 people on staff Our run rate was about two and a half million before covet. It's currently back just over two million Um, so we're we're calling our way back up. Um, yeah but yeah what else Teams to you and company cars All right, so you know what you could tell them for the people that heard the The hint yesterday are probably freaked out anybody that didn't know that you had you fired 11 people Actually, you didn't fire them. It was 13. It was 13. Oh my gosh. And actually You didn't do it because you weren't even in town. No, right? So I think that that's a super great story for the people that are like, you know Nobody can run my company. I have to do everything We were together in big group though. Is that like a convention? No, actually it happened while Derek and I were at handyman's convention Okay Yeah, so I was in Austin when it happens. Um, I had an employee Send me a copy of a tech a group text thread that was going on I had some potsters that were pot stirring and they just Started a group thread and just started adding people to it. Um, and they effectively wanted to overthrow my company, which Whatever people It's a queen. Good luck. It's like a government. It's like a coup. Yeah And okay, I'm sorry. Go ahead. Yeah, so I have an amazing manager and I called my GM from Texas And said this is going on and I sent her all the texts and We immediately decided that we needed to show strength. And so we were just going to terminate everybody who had participated in the conversation Um, because they'd actually said at one point in the conversation. They can't fire us all and I was like Ha The next day on a Sunday, um And my business name, uh, brian is all start cleaning services. Um, but yeah, we We're calling Colorado. Um, but yeah I was in texas the entire time. I asked her if she wanted me to come back. She said I got this um, and she did she managed the whole thing so And also for anyone who doesn't know, um About me. I my currently I have a daughter who is going through treatment for leukemia. Um, she got diagnosed in November And so I had to abruptly step out of my business in November. Um I had been Five days a week in the office before then Uh, but I was actually also on a plane when that happened. I was on my way to Detroit for a class and um When I found out my daughter had been transferred down to children's hospital I got on a plane and turned around and came back. But first I called my gm from Detroit and said I think they're about to diagnose my daughter with cancer if that happens like quick And she said of course, of course you do like you go take care of it um, so that was seven months ago and I'm actually in my office right now But this is one of the first times I've been in my office in seven months. Um, so definitely for those people who feel like You you can't like you're gonna have to always do it all by yourself. You can't get a bigger company not true Not true. My gm runs my whole company for me right now Yeah Uh, I cannot believe that it has been seven months. I know for you it it feels probably more like seven years, but um It's freaky to me that it's been seven months already. Wow. And we're still Really super in the thick of it too. She's actually in the hospital right now They only let us have one her at a time because of covet right now. So I have to switch with my ex-husband every few days But she's still there right now. She's been mostly in the hospital for the last seven months. So Well, I also have a facebook group you guys called love hope love hope support and prayers Where we pretty much everybody in our group is praying for juno every day So if you want to help you want to join that prayer chain Go in the facebook group. Everybody's welcome. Um, okay, let's get down the spot because I'm gonna start crying and I don't want to cry on um Clean business notes Our smart business notes. All right, so who's got a question if you haven't done on the spot before Uh, you can ask a question and then all three of us are going to answer the question and We'll each have one minute to answer the question You can ask a question about what we do or you can ask the question about what would we do if we were in your situation So anybody have a question right now because if not, I got questions from other people. I've got five No, all right, and you guys come up with your own questions I'm going to start on the questions that I have That I was already given All right So, uh, this is the first question I have My business is not bouncing back. What should I do and laura? I think you're probably perfect To answer this because you guys are bouncing back fast in a really big way You were closed down and now you're already over that two million dollar mark again I mean, I know that I think that's probably going to be super helpful Um, do you want to think about some of your strategies and go? Um second or last laura or would you like to just start first? Either way I'm good. I know exactly what we're doing so Put her first then tom Okay, you ready to go along. I'm ready Okay, so we started planning for our reopening um two weeks before we actually reopened we spread Put all our clients on spreadsheet. Um went through we have had multiple multiple follow-ups with everyone we gave them option to pause or um Or cancel but we encourage people to pause instead of cancel and then we check in with them regularly um So every about two to three weeks as their cleaning would come up We're checking in with people um asking them if they're ready yet, but we're keeping them on our schedule So that's been a big part of it. We also um are calling people who um Have paused and trying to get them back on we're running email campaigns strip campaigns specifically to those people We also really jacked up our marketing budget to sweep up all the people from companies that are closing and people who've stopped cleaning um That's that's mostly it just keeping really really in front of those awesome You ready Liz? Yeah, okay. All right. So we did a lot of the same things that laura did Here are two things that we did that were different. There's probably more but these are the first two that popped into my head um We sent everybody a schedule at the beginning beginning of um I guess it was april and may and june And I think they may have already sent out july schedules Showing them where they are on our schedule and just reminding them that they're already on the schedule and we're holding their spot for them Um, so that was super helpful because I think that that encouraged people to come back sooner They're like, uh, they kept feeling like they were missing out on their cleaning The second thing that we did was we told people if they wanted to hold their spot. We are starting to get busy um We encourage them to book today And then the other thing that I just remember it is for certain people We offered what we call a personal protection kit a pk and that Very good For us, I guess there's there's two sides of this equation uh in some locations we have Labor we just don't have enough clients enough jobs in other locations. We've got work We can't put on the board because we don't have enough people So depending on why we aren't coming back. We would influence how we would attack it We were creating aggressively for the for the branches that that we need more help. Um We furloughed a fair amount of our administrative staff back room staff and we started bringing back everybody that was involved with the recruiting process to help with that On the sales side a lot of that was just communication Implementing new practices to be safe with with with ppe and In communicating that with our clients and keep emphasizing how safe we are and how safe we will make them And we did what liz said and we're starting to take uh, take people off the schedule if they don't go back on and that fear of loss makes people come back in Did I cheat? So Laura you remember about tom you've done on the spot with us before and doesn't he always go over Always I just want to shut up before it gets down to the five second countdown I do have to cut him some slack because we had alaina on last week on friday And her answers were so concise that she made us both feel guilty for even coming close to that We could have back 60 seconds down to 15 seconds and alaina would have been fine Yeah, just so concise no rambling at all. Yes. She's she's a rock star Um, okay, we have a question here tom and this is actually a version of a question I have You see it. Yeah, one of the pros and cons of having company cars Uh, okay, so we just want to keep going in circle. You want to go first liz? No, but I will I'm all over this Let's just go in order so that we can keep track remember last time we had to get in that big fight and You know Something you want to make it over this or something else Um, all right, let's let's fight over something else. Okay. Well, you're on Okay, um pros and cons of company cars. So Pros they are if they're labeled or some way obviously then they're really good advertising You never have to worry that your employees won't have cars because you got the cars Um, you know that they're in good shape because you're taking care of them Hopefully you're taking care of them. Uh, you never have to worry about people running out of gas You don't have to worry about damage to driveways for your employees parking their leaky cars in the driveway bad stuff On the bad side, let's see Well, all the opposite of what I just said your employees might not be able to come to work because their cars break down You might have arguments about whose turn it is to drive. You have to pay mileage Uh customers don't like those scary looking cars in their driveways and I'll let those guys go in some others I am so glad I went first Everything that Liz said Plus, you know, having company cars gives you the ability to expand your workforce There's people out there who qualified to clean homes, but they might not have a car they're on Uh, they might not even drive, but they can take a bus or have some other means get to work. So Um, for us, that's like one of the big things You know the downsides are people wreck cars and if they wreck their own car Typically people are more careful loan cars. I mean you can Your your loss runs in your insurance, uh with with your automobiles can can can really be a big deal um You have to do a really good job of vetting your people to make sure that they're they're driving records or are clean There's a lot of administrative, uh headaches just making sure that they're maintained a lot of work But the upside is for us, we're able to hire people that wouldn't be able to hire otherwise You ready? I know Laura you guys bought a ton of cars like bang all at once like a How many do you have Laura? How many do you have? I When junior good day knows how to do one. I'm pretty sure we've wrecked a couple since then so I mean you bought you bought like Like You know how they bring the cars in like on these big carriers. He's like t 18. Well, how many of those? I mean you bought a ton of cars I'm sorry. How many 17 That is I don't know anybody that's bought that many cars at one time I remember thinking that was such a weird number. Why not 16 or 18 or 20? Why 17? I had 17 teams at the time You walk into the dealer and say I want to buy 17 cars. What do they say? Oh, they love me. They love me Wine Yeah, and since we bought quite a few cars from them as well and so they love us But they did Use it as an opportunity as advertising for them. So we did a big photo shoot With all of our cars once they got wrapped in front of the dealership. So Oh Vacation house they asked us if we did the dealership like they they were very they liked us Yeah And your photo shoot was amazing too. So I bet they loved that. Yeah, that was great All right. Okay. Here you go, Laura. Tell us why the pros and cons for having company cars Okay, so I love my company cars. Um, I did buy 17 of them all at once We went from everybody driving their own vehicles to company cars kind of overnight when we were already very large The reason that I think that it's worked so well for me is I have a really eye catching wrap And they're all the exact same car exact same color wrapped exactly the same way So people feel like they see us everywhere. Um, so it's very good for advertising Very good for advertising. I think we saw a 40 increase in leads Um, right after we got all of those cars on the road I do think it works the best when you have multiple cars on the road in a smaller area My whole service area is only about 250,000 people. So I think that's part of why that works Um Big downside for us is it is expensive to buy that many cars at once obviously And then sure it's like Tom mentioned we have had Some pretty serious accidents. We had one accident that we were at fault with where the lady ended up having a major final surgery You're our guest go ahead finish the fight. Um, we just she she had a multi-level fusion as a result of it And so um, we're being sued for like A million and a half dollars or something right now for that car accident. So, um, there's there's liability to it And then, you know, making sure it's great scope for forever, but I still I'm still happy with my choice. So I I have one more or two more things if I can add them. Do you guys mind? I'll say really fast Go ahead Parking think about parking. Yes Yeah, see you're glad you're happy about right Parking and they get dirty Yeah, yeah, I had to move because of my cars. So that's that's a very good one Yeah, if also if you have really young people Insurance companies don't like really young people and my average employee is about 22. So that's been problematic as well Okay All right, anybody have any Oh No, it was not the employee who had the accident. It was the person that she hit going after the big guns You know, that's one thing that tom talks about quite a bit is as your company grows you become more of a magnet for for this type of stuff. So Um, all right, since we don't have any more questions on there. I'm going to hit mine So I guess I'll just We can do this one really fast. It's sort of a tag onto that Um, this person wants no cars or no cars. What kind? And should I lease or buy? So we can probably do this fast, right? What kind of car and Lease or buy And tell me your first step up on this one. Okay What kind of car and Could depend upon how many people you put together in teams, you know, if you do Three or four person teams You're going to need a large enough vehicle to carry that many people and all the equipment and tools for us We do two person teams Our favorite car is a Toyota Corolla It's a four door sedan. They're relatively inexpensive Life cycle costing is is what we look at you can drive one of those for a couple hundred thousand miles and not have to Put in a lot of extra money into it What was the other part of the question lease or buy? Um, a lot of that has to do with, you know, do you have Money that you can invest in vehicles or do you have credit lines where you can actually buy them Our preference is to buy But sometimes our credit lines are tight and it makes more sense for us to lease them and save where credit and cash We have for other things And that was good time I'm pressed This is me Yes for cars, um, I love cars if you work in teams We have teams of two and so we do Chevy sparks and I love them They're very small. They will only fit a team of two and their equipment, but they're very cheap You can get a brand new one for about ten thousand dollars So We also do when we do training teams will have up to teams of four So we do have I think two or three Chevy cruises for the training teams but teams two go out in sparks And I personally would only buy vehicles if I couldn't afford to buy another vehicle at that point I would make one of the teams driver cars. Um, I'm I'm a big believer in in owning your vehicles, so So she's pulling in Elena right there Yeah You got you got 10 seconds here. You want to carry them over for another question or I think That's smart All right, um, yeah, I'm for buying as well. You like how I start early so I get a couple extra seconds Um, so I'm for buying as well, but I am very cheap. I did not go to the dealer and buy 17 cars um We live in the capital of our state And so we have a lot of state vehicles and they have state auctions here They have to turn over their cars between 60 and 100 000 miles And so we buy our cars at auction. We tend to buy we get it right down the board Focuses, uh, that's my favorite thing to buy Are you done? Yeah, Elena are you done? I'm keeping my 20 seconds too Thank you All right, any other questions you guys have any questions. So here's the deal I talked to tom was that yesterday I asked you about this tom About the friday on the spot Uh, yeah, we talked about friday and on the spot and just fridays in general. Yeah So yesterday I told tom. So here's the deal tom What do you think if We test this on the spot and see how it works if people are interested and And send us a lot of questions and we keep doing it. Let's try it for a couple maybe three weeks And if they don't have questions How about we just don't Do fridays anymore. We just do four days a week. So y'all get to vote right now You know how you vote if you want us to continue doing fridays Pop some questions on here if you don't want us to continue doing fridays and you'd love to have fridays off No questions Uh, all right, so we got here's a question We got brian Oh, there's karen too brian wants to know what percentage of a company's budget should be spent on marketing Let's see. Did I go first last time? I think you're in laura. Yeah, okay. You ready? Yep I think that that really largely depends on how good your online presence is Um, personally, I didn't spend almost anything on marketing for years because we just absolutely dominated our area Um, we were in the three pack at all times. I'm usually the top search on google. Um We just completely dominated our area and we had all I mean the cars are advertising honestly I had to spend money on those wraps, but um If you have a really really strong web presence, especially with google map pack Then I think that you need to spend an awful lot less money Um, if you do not then I think five percent is pretty appropriate for growth It used to be much higher when um that used to be like kind of the base and you spent more if you wanted to grow Back when we were doing a lot more print marketing, but digital is really the way to go now and it's much cheaper overall So I think five percent would be my max ever You ready Liz? I am You sure I mean You know because um I'm getting extra time. Yeah. So I agree with laura. It depends on the company. Um, and the online presence and also your um your What's it called your Real life presence. So if you have 17 cars on the road, then you are you're spending a lot of money on marketing Also, I have somebody sorry to do this But in our MMA group that has a very large company And he's on a very very busy road laura. You know who i'm talking about and he has a very distinctive Excuse me distinctive car wrap and sign And he gets so much Advertising from that that he um, he said I think he said he spends less than one percent Caleb if I got that wrong, let me know what's been less than one percent on marketing But his cars are his marketing etc I think average people are spending three to five percent. You want to grow fast six or more I think we have been on here. I think he he talks it up You still have 10 seconds You want to use them I I I think that's good But it comes to things like marketing I think it's really hard to talk in terms of percentages because like if you're a new company or a really small company You may have to spend a lot more than five percent or 10 percent to move the needle to to to generate business Whereas if you're a mature company as laura was saying with with good market presence and and really great You know seo and showing up in the map pack Um, you might spend some money, but it's a percentage of your income. It's going to be relatively small It's all about it's you know, it's it's it's almost like a fixed cost What do you have to spend in order to get a rocking website and to uh, you know rank well on on the right keywords and I get your social media side of it, you know working in in the digital space and um I don't know if it's even useful to put it in terms of percent percent really was more Of the old days when you were buying newspaper ads and yellow pages I like that answer tom I wouldn't even mind it if you went over that was so good. I haven't heard that answer before. That's good Thank you You know, it's a beautiful day outside and I have bait down at the dock. Can I take the rest of the deck? No, I'm kidding. I'm good. You know I think people are liking on the spot because of now they're trying to throw First question No, not that one. I view karen's right above. Let's not shame him anymore tom I know kala. He enjoys being silly Yes, he does Knowing kala that was actually a joke, right? How do I It was a joke absolutely a job. Yeah, he jokes about everything All right Have any of you used a virtual assistant? Why or why not? I I think I'm first up. Yeah I believe you are. Oh, no Because you ended so it would be yeah me. Sorry. Oh, oh Okay, um Okay, yes, I have used a virtual assistant Um, I love them actually um friend of mine maria Dorian um owns a virtual assistant company Tom what's the name of her company? Tascoy Yeah, tascoy and I love them because a lot of times I don't need to hire A whole another person and I don't have Enough work for an entire person or I just have a project So Sending that over to a va makes just a ton of sense to me. Um, I don't know why people wouldn't I can only talk to why I do because it it's cost effective for me way Cost effective and I have better ideas about some things that I can do I feel more More open to new ideas if I know I don't have to Find somebody who will be good at it. They already got somebody I put the link to uh task away in the chat if anybody wants to know more about um That's good. This is Marie website by the way Okay, I'm up or you use her too, don't you? Yeah I use va's I I use task away as as as well, uh, you know, maria rocks and You know, she's got a number of people work with her and you know, it's project work It's just just stuff that it doesn't make sense to hire a full-time person A lot of times you can't even find a full-time person when you need them when you've got You know additional work like we're we're we're acquiring a really large cleaning business in Atlanta And there's a ton of extra work involved and it's it's going to go away once we once we onboard that business, but We're using we're using va's to help us with Getting all the data entry and and you know the communication plan initially with that So, you know, if you've got slugs of work and I know a lot of people who use va's for just their normal you know day-to-day production customer service and sales, so um Yeah, there's a there's a lot a lot of good reasons why you would want to do that Also use task away. Um, I've used a couple of other agencies as well before task away existed. Um, but definitely would recommend task away. Um, but I think Uh, these are fantastic for project work. That is my favorite use of va Um, I have used them to migrate between softwares. I have used them In takeovers of other companies. I have used them um For customer service related projects like calling a list of people to gain specific information from them um, I've had a little bit of experience with trying to use them as more of a You know person who answers the phone all the time kind of thing and my sister who also owns a cleaning service has Done the same thing in my opinion that is not as good As in the use of a va because they typically have multiple clients and so unless you're going to hire them full time It's hard to have the dedicated And be able to answer your phone all the time Good thing you banked those extra seconds flour So we're going to do Caleb's question No Yeah, how about best way to use social media? Lucy Lucy is question Hmm Right That's a good question. I'm sorry. Yeah. Yeah, Laura's up, right? Oh Laura finished. Yeah Oh So who's up? Me When you go first, I started because it's you and then it's Laura. So it's you're up Right because I went Laura finished You went first right Liz Yeah So that means I go first this time Yeah, okay Is that right? Let's just go with that. It's good enough Yeah, let's do it. We're going Why are you so hard? We all own successful companies. We can't figure out who's turn it is It's your turn Tom Social media is really a great way to tell your market about your business, you know pictures worth a thousand words and I guess video is probably worth a million and if you can get a lot of lights in your local market of of You know customers or prospective customers You can basically build a relationship with with with your market through your your social media channels You know primarily facebook and instagram. I guess I know some people do more on twitter We don't spend a lot of time in that channel But it's just uh, it's an awesome way and I mean it takes time I mean you can promote, you know your mark you can promote Posts as well, but for the most part it's just a way of sharing with the market You ready Laura? Yes Is it Laura's turn now Liz? Yes, I wrote it down you guys so we won't have this problem again So, um I was not super good about social media for a really long time Recently I've got a lot more engaged in it and I've decided that the reason That I felt like it didn't work for a long time is because I was talking at people And I think the best use of social media is to talk with people and so I use it as Trying to make everybody feel like I'm their bestie. I try to be hopeful I try to have conversations that emotionally connect them to me in some way um I just Yeah, I want everybody to feel like I'm their bestie and I'm there for them and I found that I get a lot of Even if the people I'm engaging with on social media aren't hiring me directly They're like my little army of word of mouth. This is such a great company. So, um, I love engaging with people through FaceTime lives through videos through giveaways through groups You ready Liz You kind of I can't remember what's the name of Trisha Trisha's company TLC There you go. Thank you. I'm ready now All right, so the best way The best way to use um social media I'm not sure I have that exact answer but I can tell you that the person that I know of that does the best job with um social media marketing especially facebook is trisha lake with glc cleaning I think she's in fargo. Is that right? anyway Tell me I'll probably pop it for us if you have a minute Um, but the thing that she does is she keeps it real She talks to her people similar to like laura does Um, she just chats with them. She tells them about her family life She tells them about everything but then she also while she's doing this is selling them at the same time So she's connecting and selling connecting and selling and she does a lot of um community type things where she will engage the entire community and um like different events that she's having oh and stephanie nesset What's the name of stephanie's company? Absolutely iowa Absolutely clean. Yeah, absolutely clean too places to check out and see what they're doing so they do awesome stuff If you see this number like down here where like 10,000 people have liked this page I mean that's a I mean fargos There's not there's not a there's not a huge city in north dakota. Okay. I don't know how many people live in fargo, but it's Not a really large place Anyway, it's kind of a hint that people probably like the page Oh, let's see Next one up is do you use facebook ads in your business? and i'm up okay, so Yes, i'm keeping track Facebook ads a very limited amount um I have somebody that I I pay to do some monthly ads And she posts every single day. Oh no, i'm sorry. She posts six days a week And um, they're they're more like an engaging ad. I don't have a really good sales strategy You'll notice I didn't recommend that you check out my facebook page for what's amazing with facebook marketing um, so I I use them but Not not to any great degree We have for finding both clients and uh recruiting Actually, we probably spend more time in facebook doing ads for recruiting than than than we do Clients We've also And this is kind of Ebs and flows Do the whole pixel thing on your your website and then when somebody goes to facebook your ads will stop popping up in their their facebook lead But that's you know Not a perpetual thing. We we do it and then we stop just um Depends upon what we're focusing on at that time Right So we're getting down to the wire I know we want to try and get off here early today if we can but we do have one more question And then I have one question online that I told you Oh, oh, I'm sorry I'm sorry. Oh my god Did you write that down check your paper les check your paper I didn't all three of us get to answer Yeah, okay. Thank you Tom for clarifying that for me or I'm sorry It's okay Here we are So I've never been super consistent with facebook ads mostly because I don't have some of the technical skills for some of the things I would want to do with them kind of going along with the spending A higher percentage now that we've opened reopen from covet trying to kind of scoop up what's out there Um, we have started doing it. I have hired someone to help me with that at this point Most of our budget is going into remarketing. Um using the facebook pixel like tom mentioned. Um, we also Boost most of our posts for five dollars just to get a wider um number of people seeing it Um, but yeah, we are we are starting to experiment a little bit more with it Just because I truly think that now is the time to spend the money on marketing if there's ever been a time Now is the time to market because you got to scoop up what's out there before they before they finish getting scooped so Laura since I tried to short you from any of your 60 seconds you can have as many more seconds as you want No limit on Laura's seconds now So mom all right We're we're down to about five minutes till the top of the hour So nobody asks any more questions. We'll answer jane's question And then I have this one question that I told you guys about so let's try and get those done real quick Who we can get them done in six minutes if we're fast and we are we're all quick Okay, who's uh Check your list Laura just finished Which means you went first. So it's my turn now. Would you agree? Yeah All right No, we do not have pants as well. It depends we require our cleaning professionals to Wear pants, but they provide their own pants. We don't provide it to them. Um We provide, you know company shirts, uh apron Um, we have some other swag hats and visors and stuff like that, but um our cleaning professionals are responsible for providing their own pants All right, we're gonna be fast Right after tom is laura Uh same as we do not provide pants and also pretty lax about what they wear on bottom honestly and once I can See their butt hanging out or they have major holes I kind of let them wear whatever they're comfortable in because I think cleaning is you know It's a really physical job. Uh, so we provide t-shirts and Oops Do provide pants we get them from uniform advantage Uh, they only get one pair if they want to buy more they can um Okay Did you have one more question lens? I did laura you're first up on it, but I gave everybody a heads up What do you want to do if someone in your company gets covet 19? That was the question. Okay Tom's being nice to you and giving you a couple seconds to think wealthy types my type Painfully, I forgot the question mark, but we get the point Yeah, we know what it is. I'm ready So thankfully we have not had this happen yet and I'm hoping that it will not since cases are fairly low in my county um, but most likely it will at some point and we would just Exclude them from work until two weeks after the symptoms had subsided and we would notify everyone who's home They had been in the last two weeks and that they had been exposed. We do have any Like we wear full PPE in all of our homes. We disinfect all the catch points I told them we're effectively cleaning ourselves out of your house as we go Um, so I do think that the risk to our clients is low of exposure through us But I do think that it would be the only morally right thing to do would be to report and to You know take whatever comes with that. Um, I think that it's becoming so prevalent in our society though Especially in areas that have more cases. I don't think that it would have a detrimental impact You ready Liz? I am All right, so, um, I really love what you said Laura about we're effectively cleaning ourselves out of your house I love that I'm stealing that thank you for that Um, so I gosh, I hope you don't think lesser of me since you said I would be morally corrupt for my my response So, um, we also have not had this tap in yet my my plan for what I'm going to do is to look at um All of the homes that they've been at and anybody who has told us that they were at risk had a concern is elderly We're going to call all those people. I don't really want to create Um, any kind of more in my thinking is any kind of more panic or make people more upset than they need to be so um Yeah, um, what leslie said call the local health department. Yeah, great. I great idea too. That's my answer I think a big part of the whole process is identifying people in your organization who might have symptoms or might have been exposed themselves because you You know, you have to have symptoms or you have to be exposed before you ever become diagnosed So you want to get ahead of it and and and no rather than No, no sign of anything and bang all of a sudden somebody's diagnosed with covet They had to be sick, you know prior to that So we do a four question survey every morning. Uh, we're doing temperature checks in the morning Um, if somebody is diagnosed, um, we would do testing. Um, we do testing now. We're offering. I mean, we're Encouraging our employees to to uh do testing within the community. There's a number of options and um I'm out of time I like the way he totally had time but he did not want to answer Thought that I was going to share would have exceeded the amount of time that I had And I know Because you wanted wanted to hear the last point and I wouldn't have shared it with you because my time was out You're so good tom I'm going to give you a gold star today. I am going to give you a bonus piece of information though We found this to be useful Uh cdc Give some guidance as to and this is what they call You know, uh critical infrastructure workers It pertains to you know seniors and stuff like that caring for for for for seniors and and hospitals But it kind of gives you the protocol and what you're supposed to do And if you're following all the ppp with the masks and so forth If you're really religious about that it really takes a lot of the onus off of you in terms of How you communicate with with with your clients and You know you're deemed to It's not nearly as bad in the mitigation steps You have to do or nearly as onerous if you are following strict PPP safety practices. So I dropped that link Yeah, and I I just wanted to follow up to that to say that that's why I don't believe that it's going to ultimately be um like something that's gonna You know be business Altering or ending if you do end up with an exposed worker because If you can show that you're taking all the steps the chances that you infect your clients are so so slim I mean it just shows how responsible you're being and I think it's also going to become a kind of common thing That you know, I mean we had like Chick-fil-A and Walmart and you know everything breaking out around here So I just I don't think that it's As heavy as it feels Okay, Laura, we are out of time. I I'm shocked that we were stayed on this whole time So, okay guys, you gave us questions all the way to the end So we will be on next friday for on the spot and I have a super exciting Guess maybe not as exciting as Laura, but super exciting anyway And um, I promise you that it is a name, you know And that's going to be all I'm going to tell you for today for next week while tom is pulling Do Over time because I got this really cool That that you sent me that I put together that I should hold up and We're supposed to do it in the beginning tom. I'm so impressed you remembered. I did not remember Okay Today in this unprecedented time I'm so happy that you remember the important pieces Well, it's not unprecedented. It's not at all unprecedented that we kind of Forgot to do this but no or Thanks, brian. All right All right, tom. What'd you do here? Come on you created us a new schedule y'all. So you want to see what we're doing next week? He's gonna show us All right So we've got ryan null I'm talking share about him um, so um, seo for the win with ryan null. I'm not gonna tell you too much about these Um, um guests that we have you're gonna have to be on the calls and see by rosemary. Thank you Um matt ricketts. Um, he's gonna be talking to us about the ppp. Um, just giving us some updates yusef Uh memetoku hard name Uh managing a large business during a pandemic. How big is his company y'all? It's over five million a year Out of one branch in washington Branch y'all so He's got a lot of great information on thursday chad and diana henley The value of diversification in tough times. They are a family owned business that also run a pest control company and so A lot of good info there and then our secret guests that already gave you a clue about That's it. We're really late today Dang it. Thanks for hanging in laura Thank you so much. You're awesome I really appreciate it laura really appreciate it. Thanks. You guys have a safe weekend get some rest Be back here monday five o'clock. Take care. Bye. Bye Bye y'all