 Hi, good afternoon everybody. Tom's start steward here with smart business moves Okay, we'll see if we can pick it up from there got loose Trotter. Hey, how are you? Well, how are you guys with her fancy hat? What's the story with the hat? It's the fourth of July Tom. What's ahead? Is that okay? That's the fourth of July. Nobody told me Oh We have a super awesome special guest today with a rocket hat is well. Hey Debbie. Thank you so much for joining us today You're welcome. Thank you for asking me. Love being here Well today look at this Leslie figured it out. She knew it Yeah, I had good clues. Will you hear what my clues were Debbie? What I didn't even know so you don't even tell them who the guest is you just dropped clues Yeah, but I wanted them to figure out who you were so I kind of gave good clues. I said Let's see first. I told them that you were like one of the obviously one of the biggest names in the business and your initials Initials that were attached to you were TMC. Not your name initials, but And then I That you had owned and operated or operated more than five companies in the amount of time that I had known you I Told them that you were I finally told them you were in Texas. I told them that you your passions are wine sailing family and business and You know, everybody had it. Yeah, I knew they'd guess the wine was a dead giveaway For a lot of people right Okay, so we only have a couple people live so far actually I'm not I don't have us Connected I need to connect sorry and Tom. I'm gonna try and do this without making noise Oh, come on. You always We all know all right you guys so throw out your questions We are only going though as long as we get questions for today because it's the Fourth of July weekend There's one we just take a moment to talk about what's coming up next week because you know if I don't do it Now I'll forget and it just won't happen Okay, sounds good So you want to walk us through who we got next week week Liz? Sure. Let me get us connected here. Well, let's start off Courtney. Why is it going to be joining us Monday? she has a lot of work and helping businesses automate and she's gonna be talking about automate your freedom and she's got a lot of people I know that that work in her program and I'm looking forward to that Who's this on Tuesday? He's actually on the call right You can see on the right-hand side of your screen Debbie there is private chat and also live comments. Oh Okay, well it the private chats are not coming. Oh, there's the live. Okay, got it So I had it clicked on private. So everybody Yeah, yeah All right, she's already started some people are starting. Okay. So we have Ernie So Ernie is when we were talking to him about what he wanted to present about he said that he is a Jack of all trades master of none and when we were talking to him the other day. I'm like, oh my gosh It's true. He's done everything But he's gonna talk about unprecedented times requiring unprecedented customer service because right now He wanted Hey, Molly, these are unprecedented times Yeah, so that's for today. Yep, it's gone and then oh Greg's name is spelled wrong. We'll get that fixed Greg I'm sorry Greg Shepherd. No H E. It's a S H E P A R D And then his topic is two is better than one using a second company to capture cost-conscious customers But I love this topic. He is so smart He opened another company and he competes with himself So when a customer says, ah that price is out of you know, just crazy He's like, well, I could give you a referral to this other company He's gonna talk to us about how that works But it's a lower price point And then the guest on Thursday is my daughter her name is Shara That's actually her middle name on there. Her last name is read all and we'll get that on there and top 10 sale strategies from top salesperson and I got her numbers today that I'm gonna give to Tom Last year she did she closed sales on over 40 million dollars So I think you guys will follow that she has some valuable insights Like four zero million four zero million. Yeah, $40 million. So Yeah, she's got some some good stuff for us there and then we have a secret guest next week again for on spot All right, so hey guys lots of people on here already Tom. Let's get started We already have I have a couple questions that people couldn't be here sent me to but I know I see that we have Leslie If you guys have questions pop them up here because we are gonna close it down early for the holiday We're not gonna make Mrs. Saradone over here work on the holiday if we don't have to All right, I gotta start that glass of wine soon I have to get my glass of wine in my hand and just a little bit now. It's not two o'clock here. So full disclosure Where are you? Oh, that's right late over there. Yeah Yeah, I'm in Texas. So it's four o'clock. It'll be five o'clock here by the time we end this so I'm good All right, are you gonna pop up our first one for us Tom? Let's say I think she's asking about swag Where do you purchase from? Yeah Yeah, who wants to go first, okay Well, I use Bang here. I use you're up with I use you printing. I use you printing Use discount mugs calm. I also use a few people local depending on their price points So the couple are really great sources What's your favorite swag Debbie? Any kind of a Yeti cup because people are saving those so somebody gave that to me as a vendor as a gift because I do business with them over The Valentine's Day and they gave me a Yeti cup with their logo on it That's not going in the trash like most of the cheap cups So anything that you know people would value enough anything, you know, you would keep because we get all kinds of swag They were like, oh, that was nice. We throw it away or it goes in a drawer, but a Yeti cup goes by the pool. It's it's fabulous Excellent. You ready Liz? Let me write it down the right order so we don't mess up again, Tom, but yes You know, I don't need your list Yeah, right Yeah, I'm ready Okay, so I also like discount mugs also I use for imprint. I don't have favorite sweat But I am cheaper than Debbie is Yeti cups are pricey I do kind of like that idea though of giving them something that they're not going to get rid of I had one of the things that I'm really not a fan of is stuff that has my name printed on it Which I know goes against the idea of swag But I like it when people want it because they the cool thing to keep and I trust that they're gonna remember that I gave it to them. So if I am gonna print on it, I'm gonna print it somewhere where it's not Not like look it. I'm giving you this marketing thing and I'm asking you to mark it for me But I'm pretending like it's a gift. I try not to do that. So I have never given away anything as nice as yeti for Networking or maybe for employees There's my proof that I don't go over now, let's see how very good Let me follow let me follow up that type of gift because of the price point would be something like a Local realtor who's already referred us 10 clients this year. So yeah, the price point has to match who you're giving it to The amount of money they pay you The amount of money we make off of them Yeah, big money big gift that makes sense to me We get a lot of swag from You know, Vista print we get some stuff from them. There's another company. I think it's called market I'm a RK dash Can't swear to that in terms of what we do we tend to go high volume low price point type stuff ink pens grocery bags Cheap sunglasses with your name on it your your name has to be on it And if not, we don't even count that as swag, you know post-it notes stuff like that We go after business to business type of counts stuff that we call resumersial property management groups Real estate companies things like that and we like to drop food off Donuts are one of our favorite things and we get one really crappy donut And we put it in the bottom of the box and it's got our name on it and it sets around the break room for a long time Do you really do that Tom or did you just hear about that from Derek? No, Derek heard about that from us that was We started that when we were in the temporary labor business and we carried it over to resumersial That's very that's a very common practice in the temporary labor business drop it off in the break room with like a licorice Filled donut in there and that one donut stays there in the box for a week Those people who don't want to throw it away, but All right, good we did good for Leslie. She said we did excellent. Yeah Probably cuz she's remember she's drinking so Okay, okay, Liz you are off next Right you ready. Yep, I'm ready Okay Okay for scheduling We use for the different companies we use lots of different programs currently we use we've used castle quick made central and made easy and I hate to do this because but you asked the question So I am gonna do a little bit of a pitch Definitely, I have to say that I'm made central is hands down best software I know love I know of lots of them because I work with a lot of people that use different softwares But made central is my favorite. It's pricey, but it's it's a good software Sorry Tom no worries. I'm not gonna forever about it Paula, thank you very much for the question much appreciate it Yeah Basically, I Work on a team that that that has built in and sells made central so full disclosure. I can't be I'm biased on this and Yeah, it's from a price point standpoint It's an expensive piece of software, but we argue that You'll for a lot of companies you'll have more money in the bank at the end of the month And you did in the beginning of the month because of that software Versus other software options you can have so we'd like to say that it's a very good value for a lot of companies It it's very integrated products got a ton of functionality Takes a while to implement and it's a big commitment, but for the right companies, it's a really good fit Thank you for giving me the opportunity to say that You're ready to have me Sure Absolutely. Okay, so I used Service EO, which was the desktop version for probably close to 20 years I was one of the one of the original users and I loaded it on a floppy from a floppy disk And we use that for many many years my staff loved it and then a few years ago They stopped supporting it and I had to move to the cloud. You know, it's always a painful transition So about three years ago. We did lots of research. We ended up with service autopilot It my my staff picked it they interviewed all the different software programs that were available at that time and They chose Service autopilot and then we integrate with simple growth for all of our email automation. So we've been using that now Maybe not quite three years, but they love it. I haven't used it, but but they love So good reports good in that's important to us that the reporting is robust And so that's what works for us Excellent Hey, Tom, I know we have some other questions on here And I want to make sure we get to them all but I have this one that I think links up here really quickly Somebody asked me what are the other Softwares and apps that you use other than scheduling like do you use QuickBooks ring central Asana Google Drive, what are the other things? I and Debbie had just mentioned that she uses simple growth So I thought this might be a good time to bring that up Yeah, yeah, we can do that Okay, it's coming Is that it? Okay Okay, I get to go first this time because you went first last time See how The reason we're having a discussion this seems like it should be really easy, right? Well Before we're done, we're gonna prove to you that for some it's not No, I'm keeping For every week we fight about who has to go first But we're not doing it today. It's no fun if we're not fighting Okay For starters, we use QuickBooks online Regardless of what scheduling software you're using I think everybody needs some type of accounting software We use Syngrid we use Twilio that handles everything from email to Voice messages to to text all of that by the way integrates in with with with made central In production, that's that's basically it it all looks like it's one complete Software package three made central but all of that is is integrated into it We use a lot of the office 365 suite type stuff just for like desktop management Software you're familiar with word expel things like that share points part of that for for document share Okay, Debbie you're next Okay, well we use QuickBooks online We also have blue skies, which is a service and a platform and they do our outside Recruiting for a job Candidate so use blue skies for that and then they also have a portal which helps you to manage the candidates We have just Are in the stages of adding pipe higher which is one of our CBF numbers that developed a Software program for managing all of your job candidates and your employees after the recruiting is Done by somebody else so this brings them in it scores their job application So you can pick from your eight nine and ten scores before you bother to waste time on calling them or interviewing them And then it manages everything from their 90 days Hiring process and all that so pipe higher and then of course we use constant contact for anything non automated emails that we get from simple growth and Simple growth is that other integration with service? Pilot also launch 27 we have their integration on our website for booking online and getting quotes online and That's about it that I can remember Debbie even hanging around with Tom too long Did I miss I was I was looking at my list and I wasn't watching the clock. Sorry Comes up Liz is on me, but you're good Debbie. No worry Works for the guest. All right, so one bonus I'm going last is that you have a chance to think about all of the stuff So I'm gonna kind of go through mine quickly We use Google Drive for all of our stuff to integrate everything We use a sauna for project management. We use QuickBooks. We use response a bid for bidding We use Twilio We just signed up with simple growth because of Debbie's event and one of the events that she just recently had What was awesome? So we signed up for that We're not using quality driven now, but I'm still going to say that we do because it's we have in the past and it's Super awesome product Survey monkey we use we use Roboform for keeping track of our passwords We use TeamViewer because I'm not in the office a lot of times we use people matter for Managing recruiting and that type of stuff and we use cloud art and fun stuff for the employees Wow Debbie, did you notice that she started speaking before I started the clock? Oh, well, then I go early and here I was I was waiting for it to start like an obedient student to talk Okay Heather's got a question for us And her question is what are some of the things you did after reaching a million dollars to continue growing? Since Liz finished that means you go next Debbie you ready? Yes After I reached a million dollars I had a mindset for many many years that that was kind of the threshold so I really just Expected my team to maintain because I had this mindset that it was kind of like the ceiling and I started cleaning for a reason because I didn't I needed a project so I started that I got heavily involved in air CSI I'm the president and so I just went and did other things and eventually I bought speed cleaning and Basically, I became a hundred percent absentee business owner Then just a few years ago. I thought well, maybe I could be an absentee owner and keep growing the business So now we do 1.8 million. We ended last year at 1.8 million We should still be able to hit our two million dollar target And it we do it. I do it as a hand hands-free business owner. I do not work in the office at all I didn't even know they were closed today for 4th of july so Um, I started cleaning for a reason bought speed cleaning And got involved with arcsy. That's what I do with my time when I hit a million Very good And I'm super impressed that you guys are still going to meet your two million dollar goal even going through covid So it'll be a stretch kind of It'll be a stretch, but we think we think we can still hit it. So we had our highest First time clean week last week in the history of our company Where we we booked more initial cleans for our company than we've ever done in one single week So we have hope everyone else needs to have hope All right, so everybody on the call right now Um double double cross your fingers and set send extra awesome vibes that debbie meets that two million dollar goal She wins. We all win. Yeah You you ready less I'm ready. Okay. All right I'm waiting for my time. Okay, so um, let's see. So I Did not do a lot to tell you the truth to grow. I was kind of like, oh, I'm just gonna I got complacent and just sort of stepped out a little bit And then I started meeting other people and doing other things and connecting with other people and that was like more energizing and doing more things and So like like debbie, I hooked up with a rcsi And I know tom did as well. Well, he did it way early, but um I hooked up with tom. I hooked up with David kaiser is actually one of the first people that reached out to me and said hey lis I like to work with you a little bit. And so I just started working with other people that reached out to me and um Started doing other fun stuff and now I reach out to other people that try and do fun stuff and and grow everybody's businesses because I'm like what I just said one if one wins we all win There we go We had a million dollars a long time ago. Um She was probably 20 years ago One thing about growing the bigger you are the more customers you have the more customers you have to lose It's harder to go to two million and beyond than it is hitting the first million. So um Early on we started doing what we called residential work still painting space that people live sleeping eat and bathe in but like apartment communities uh military housing uh property management groups Vacation rentals airbnb stuff like that. So we diversified a lot more in in business to business um started uh about five years ago Developing our software to allow us to run multiple branches. We're cleaning homes in several different geographic areas all in the spirit of house cleaning It's hard to get a lot in a minute isn't uh You know it I know it and I did forget to say because I didn't I like you we hit the million mark about 20 years ago But I also started doing business consulting and training I started out part-time like liz and now I do it full-time so um And what this proves for everybody who's asking this question Is once an entrepreneur always an entrepreneur just because you hit your goal Does it mean for most of us that we're going to go sit on a on a beach somewhere and sit my ties Even though I always said I would know We go and sign ourselves up for more work so If we were on the my time program we wouldn't be here at the moment would way That's probably And people are always asking it. Oh, why do you work so much? And I don't think they believe us when we say because we like it I want to it's fun You know, I I I'm loving that people really yeah get that message that We we love to work Yusuf was here earlier in the week. I think it was Wednesday And he said he worked like 60 hours a week and it was like You know and he did it because he wanted to do it and he enjoyed it. Yeah, it didn't even feel like work and Yeah, I'm sitting here thinking 60 hours a week. That's not that much That's a half that's that's part time for you tom And I think he's the biggest He's the biggest company. I know and he still works 50 60 hours a week. So Um, it's amazing. All right. What do we got from urney here? What has been the biggest challenge to your company during covet 19? Both cleaning companies and consulting businesses Okay, okay. So I finished that means debbie's up this time, right? Yeah, um, so I will say The biggest challenge is to have worked so hard in 2019 Get our big goal of 1.8 million and my staff did that because my goal was 1.75 for them and they said no It's 1 8 and then to watch almost overnight Watch our sales drop in less than a month by 38 percent That was the most painful experience knowing I spent 14 grand a month on marketing and two months That was a big waste and we couldn't cancel the contracts because those were contracts We could turn off google ads and facebook ads but you know spending 14 grand on a month and the phone not ringing and people not working and That was really a nightmare um, but We've set new goals. We pivoted like buffaloes And we did all kinds of training with our staff and we're almost we're only about 5 below where we should be And in terms of the consulting business It's actually grown my consulting business. It didn't hurt it and grew it which is sad, but it's true All right before I go on to my question I just have to point out tom that if you go last that doesn't mean debbie's first That means i'm first because now it's going to be debbie lis and then tom you're going to be last again So this is why we find out time because lis keeps a record, but Liz I was testing you and you didn't say anything I did Lag Okay, you want me to go next? No, I'm happy to go. I was gonna have to go first. Now I get to go second Okay, go All right, so um biggest challenge for our company has been Trying to walk the line between You know making everybody feel good and safe, but still staying busy and keeping business going and You know hasn't always been easy and not only Keeping people safe, but then the money aspect too, you know when unemployment came in and said hey How about you don't work and we'll give you an extra 600 dollars a week So and then people really do feel unsafe. So just all of the balancing Of this communication between the customers the employees Managing how people are going to get paid making sure that people get paid fairly they feel safe just that whole thing That has been our biggest challenge And then for our cult coaching we're kind of in the same boat as debbie We're doing more coaching um people need more help now not less And again, that is that for us we um had to make the decision or we made the decision to uh close up shop for for several weeks and That was tough going through that exercise and then starting things back up again And you know, we're located primarily in the southeast and You know, covet is worse now than it was when we were closed. So at the moment, you know, the biggest challenges are every day getting the count as to Who's tested positive both on the client side as well as the employee side who's been exposed to what And um It uh, it's just becoming the expectation every day that uh, we have to deal with that and figure out how to manage that From a revenue standpoint, you know across the board. We're 90 or better in terms of booked revenue And i'm not even sure how that happened but uh, just managing the disease itself is the hard part It's close tom, but you did it. Good job. I kind of like pick up the pace up there at the end Yeah, you did it though All right, what is the key of success in residential cleaning? Marlowe's berating herself right now. She can't believe she didn't guess that debbie was the mystery guest marlowe I can't believe you didn't guess You're you're better than that Next you'll get next week's marlowe Okay, liz you want to go first this time? Are you sure tom? Is it my turn? Yeah, it's your turn. You go ahead All right, um, what is the key of success in residential cleaning? Oh Gosh should have been more serious instead of joking around. Um I guess the key to success I would say Is first and foremost pay attention to your numbers Because anybody can get a business up to a certain level without paying attention their numbers and just sort of you can sort of fall into A certain level of success But if you don't start knowing where your profit margin is what your payroll percentage revenue is What your expenses are What your actual income coming into your business is you run into some pretty significant problems Before you even know it because we cash flow so well in this business A lot of times people think they have money when really they don't A lot of the answer stage you're in in terms of You know, are you a small company you starting out or are you a larger company? as a rule though The business is fairly straightforward. You need homes to clean. You need people to clean them You need to get them in the right The right ratios you need to understand your numbers You need to understand what your cost of good sold is you need to understand what your client turnover rate is your employee turnover rate A lot of it if you had to bottle it down to one key It's just execution we heard from use of wednesday. I thought it was excellent You know, he's kind of like a five million dollar plus business over a hundred people working for him And they're not doing anything particularly flashy. It's just the blocking and tackling is taking care of the of Of the basics day in and day out being consistent having the discipline to be consistent doing that day in and day out Excellent. It says boring Little tiny incremental details that add up to massive results So I would say a hundred percent of high achievers know their numbers Period not most of them a hundred percent of high achievers know their numbers But once you know what the numbers are then of course like tom said you have to take action So I wrote two things down as the owner The business the key to success is number one Building a team you have to be able to build a team You got to be able to attract the right people and keep the right people and then number two You have to constantly what I call mine the gap Mine the gap. So you have to know where you are. That's the numbers You have to know where you want to be. That's the goal And your job is to constantly work on that gap of where you are and where you want to be So that 1.8 million from last year. We want to be at 2 million 20 thousand was my staff My job as the leader is to mine that gap and build the team Very good. I love that debbie That was perfect timing And I loved I love that message too. I love that idea of mind the gap mind the gap That's so great and keeping everything moving forward. That's awesome. I love that And also I did want to say real quick. I just want to jump on what you said tom about usif You know, he hit pretty heavily on this idea of consistency So I really want to just make sure that everybody heard that if you weren't on that call remember over 5 million dollars y'all He's saying that consistency matters I should have said that too. I'm mad that I didn't good job tom Okay. Well, that's okay. It was that's that's why i'm here Thank you for letting me off the hook. I appreciate it. He was inspirational though there's so many people that Are looking for the magic bullet and what's the next hot thing that's going to get me there and You know, yeah, he knew what he was about. He knew what his business was about and he didn't go chasing that shiny thing Or going after the squirrel. He just kept doing his thing Basically what we call that is Everybody else is looking for the shiny easy tactics to get to the top and he Is just focused on the boring simple Basics and doing them all the time every day over and over again and that's who wins big Yep And he's got his 10,000 hours and by now because he's been doing that same stuff over and over again He's a master in his job description is is rather narrow But one of the things he does is he interviews All new hires everybody that that gets hired in his company He still interviews every one of them and I just Think that's awesome Yeah, that's kind of blew us all away. All right. Let's let's get we got a lot of questions here. I digress Okay, oh dubby sarah mitchell's here. I love you to bits. So she's just saying hey, she's just tuning in Great to see you sarah Okay, um Liz, who would you like to go first now? Mr. Nelson Well, you went first last when you go last Oh when I go when you go last I go first Okay Well, who went last last time. Okay. Debbie went last last time. That means I go I'm going Right. How hard this is Yes, we pay uh Vacation We get like six vacation days a year if you've been with company for six months Christmas bonuses, um We do a lot of different things for Christmas and some of it is is cash involved. Um, so yes Can I have the rest of this time on account maybe use it for another question, Liz? Okay, yes, you can but you might have to donate it to debbie because she's the guest she gets more time I'd be the one just telling you Okay, you ready Debbie Yeah, um, we of course also offer vacation It takes you three years of my company to get two weeks of paid vacation. You do start out with one week And we do have some other benefits. We actually add retirement and then we have what we call phantom shares in the company It's not real legal shares, but they're phantom shares So that someday when I do sell my business 40 percent of what I sell my business for will be divided up by the months That my employees have been with my company as long as been with us three years or more So some people who've been there 15 20 years cleaning will get 30,000 40 thousand dollars Others have been there, you know 40 months will get a certain amount. So we have phantom shares retirement paid vacation And we don't do Christmas bonuses, but we do anniversary and longevity bonuses I love that idea from you a long time ago. That's a genius idea I got the idea from Jeff Campbell. So I can't take credit for it. He's the one that gave me the idea Good good good blessings to Jeff then because it was a great idea Yep So yes, we do pay vacation We start out with a week and then you earn an additional day every Every year, but you also can earn additional paid days off By meeting certain criteria throughout the year. So you can earn up to four weeks total We do not do bonuses for Christmas not cash bonuses We did at one point in time and asked me off Facebook live why we decided not to do that and read a book called drive by daniel pink And you won't also do bonuses for Christmas anymore either We do do other types of bonuses though And we do other rewards at Christmas time instead of doing a bonus We do a party and we do gifts and then we do your award Very good I was easy Love it Sean day He uses so tell us Debbie you so tell us too. Don't you? Yes, and I love it Yeah, so But that's not a question. So tell us It is a review management software Uh, you could send a link to your customers ask them to review you But the unique aspects of this is they can choose to do the review as a video review And then it publishes publicly to your facebook page. So video obviously is pretty compelling Yeah, they're kidding That's easy on low phone super easy. Yep. Yeah So mantha has a question And Debbie you're up next. So this is fitting If you were going to start another related business right now, what would it be? Not sure what a related business might be Right, so here's what I'm going to say to that Um, the the key to that question is in the word related if you have 30 years of expertise over here don't go over here and start something you have no expertise in That's just my recommendation and they're done that failed So if you are going to start another business, I recommend that it is related and you are able to play off the expertise you've been developing So as an example, I bought a wine business a few years ago and lost $250,000 because that's not the business I have expertise in but All my other businesses are very closely related. So my expertise My contacts my vocabulary all play off my related businesses So I I manufacture eco-friendly cleaning products because I bought speed cleaning. I have a consulting business I only work with the residential cleaning field Um, I started a nonprofit which is a business it is only in the cleaning space I Do compete with myself All right, I know I'm all right if I was going to start another one I would do window cleaning just because I know window cleaning companies that make a lot of money Uh with very little labor, which I really like that idea. Um So we do windows in our business, but I think it'd be nice to just have a window cleaning company My second thing that I would do would be a handyman business Because my husband has some related experience. It would be able to I feel like it would be really Um, can't think of the word I want right now synergistic with um My cleaning business and I'd be able to refer back and forth But after listening to chad and diana yesterday. I'm like, oh kind of like the idea of this test control business because you two people making How much freaking money? a lot a lot The technician can make one technician can generate a quarter of a million a year in revenue and test control Wow That's fabulous person. Yeah, that's fabulous. I wish that was true in residential cleaning That would be a game changer it would be Everything I currently do has something to do with house cleaning, you know, we're in house cleaning business through castle keepers Uh, we licensed the software through made central Distributorship and now a lot of uh, online training through modern cleaning Uh cleaning business today um You know the the coaching that I do with with with liz and and derrick I'm not sure if there's anything out there left to really do without going into other home services And that really isn't an interest to me If I ever did anything else and then this would probably be the only thing I was doing And I don't think that I'd ever get to this point and maybe it would be trying to be a fishing guide I thought that would always be fun. Um, but i'm not to that point yet Don't see that happening for a while Can I use your extra few seconds to share one business that I'm actually in the process of developing? Sure It's queen related. It'll be quick. So, um, I am now a part owner co-owner in the gift of clean Ernie Hartung is in that as is chuck Willis and I really believe in that I actually registered the domain made service gift cards dot com about 12 Or more years ago and I always had this vision to bring Like 1 800 flowers but 1 800 made service to the industry and I was just too distracted with more important things So it's like i'm not chasing another sparkly object, but it was always a dream and a vision So i'm now a small part owner in that venture We actually had a one of our like a board meeting this morning about you know, how to grow it So launching made service cards dot com or the gift of clean so that people can Buy a cleaning through a gift card for their aunt in new jersey when they live in texas Yeah, I'm familiar I'm familiar with the the organization They're they're they're quality people. I know Ernie's been working with now for for a good while And it's just hitting the tipping point if you guys are able to reach critical mass it could be huge It could be good. So i'm excited about it and that's that again related to the cleaning field Yeah, that's good Really good. Thank you All right Did we have another is we had a quick question from brian there Does anyone use click up or lack? So I went last that means you go next les Yep Okay, you're ready Yep, it's gonna be hard to get fit us all in No, no, I don't I am just now looking at Um, and I don't I can't my brain can't do slack Okay Okay, that means now that I am up You are but we did it wrong because heavy didn't really go last last time Okay No to click up we use slack in Made central we use we didn't use that to talk internally with the made central staff We do not use either on the house cleaning side And my answer that question is no to click up. Yes to slack when we worked more closely with the va We no longer have that va. So we're not using slack. I would like to use it with my team to communicate But we don't we were only using it with the va and I did forget the technology We also use on our website is one of those chat Bots or whatever you want to call it where we have a va that manages the chat feature on our website That was another technology we we use and I forgot about So we don't um you guys we don't use So, you know brian none of us use click up But Courtney wisely is going to be on on monday and she uses click up and she's going to be talking pretty Pretty extensively about it. I think so if you're interested in more more about click up Oh, this next question I think is just for debbie because I can't imagine how it would relate You or me because there's only one person here with an office in texas. So we'll just that's in Yeah So for the very first time, you know, I've been holding field trips at my office for more than a decade now We did our field trip at our office virtually and we did it last Friday and I was like, I wonder how this is going to turn out I think we were able to have 34 people there Which normally we have to charge a lot and only allow 14 or 15 And so I would say the future is very bright We wanted to test this out first within our cbf private community But the future is very bright that we will do more field trips virtually it I was like, is this going to work? It really worked well. So yes in the future Okay Thank you for having been doing In our mma. That's a great question in our mma groups. We have been doing every thursday We've been doing a virtual office visit So between all of the different members and it's been awesome, but the only problem is i'm getting way too many notes now Way too many things to change do fix bye Okay, i'm trying to reach something without everybody seeing i'm wearing shorts. So I won't reach it You think i'm just dressed in a suit But again, we went to your shorts. Well, you're not wearing a backwards sweater like i'm getting That's awesome. That's awesome. I'm like, I gotta always remember don't stand up I work from home, so you know somebody Somebody rang my doorbell yesterday a workman and I forgot, you know, I'm like dressed in a suit on the top And I'm wearing these shorts the answer to the door. I'm sure he thought what is wrong with this woman Yeah, when you're working from home, the rules are different with coveted, you know, it's all yes Sometimes it's pajamas on the bottom and suit on the top Yep I would show you my pajamas right now debbie, but i'm trying to to be good since you're not showing your shorts I won't show my pajamas. Yeah, no So We're uh Getting close to top of the hour. We can probably squeeze in one more question Paul is asking about recommending video training programs in spanish Who's up gliss? I'm all confused. I'm completely lost You can put me up the first if you want because my answer is so easy. I know I think I was first left Said no, but I'll go again. Okay Um, I don't really know about any video training programs in spanish So I I've got no great recommendations for this. Uh, what I can tell you is That was a weird one Ever training that you're using If you're using it in english or in spanish just don't rely 100 on the training program. You still have to have some human contact to move people forward and to get that Long-term memory engaged video does not engage long-term memory. It engages short-term memory. So That would be the only thing i'm going to say english or spanish And i'm sure debbie will be able to help us here much better than I can Okay, I can We're just playing make it up our own rules. Uh, jeff campbell and I rewrote the book speed cleaning Which was the traditional book for the homeowner and we rewrote that book Uh, just a few years ago. It's called speed cleaning for the pros and I got my name on this And so we had the boat transcribed to spanish and then we had the dvd, which I have the english version Because oh no, that's the spanish version. We have the spanish version of the speed cleaning for the pros and this is basically the train the cleaner version And so I agree with lis you know with kinesthetic learning. It's not good enough just put people in front of a video This is just one of three things you need to do when you train your staff So books and dvd in spanish, but you also need somebody hands on to show them And uh, so written visual and then hands on A little promo and a little fluff for speed cleaning. We got the spanish. So proud of that Yeah, actually so many people need it too. So i'm super glad that you had that It was a lot of work, but we we paid a lot of money to have it done right so Yeah Hey tom, do you want to go why don't you start talking tom? Why'd you mute yourself? I knew that I was testing to see if you were paying attention Speed clean is an awesome program. Um, I remember having the bhs tape the very first one that jeff did A whole bunch of years ago. Um, I think Sharon timberg has some uh training videos that are in spanish as well Um issa has has a lot of training material as well and a lot of their material is is in spanish also Tom you did really well considering that you spoke for the first 30 seconds silently That was good. Were you reading my words? Could you tell what I was saying? Something really profound and it was like frustrating that you were I was so so despondent about the whole thing. Yeah So Tom, I think we're out of time and and we don't have any questions popping up. So this is a good time to be out of time Um, if you haven't subscribed to cleaning business today now more than ever You're gonna want to do that Because we're gonna have some some pretty cool announcements to make on monday some new stuff that we're doing with cbt That's gonna make it uh even more valuable to you by subscribing. It doesn't cost you anything Uh email first name last name. You get our newsletter every week. It's got really cool information if you don't know about our downloads page for um smart business modes i'll drop the link here for all effort too and It's got all the downloads that And other articles that we've been following up here over the last uh last few months I guess wow time flies when you're having fun, right? Time flies when you're in an unprecedented global pandemic Twice in one call tom. Good job. All right Um, so debbie, what are you can tell everybody a little bit about what you're doing right now? So I know you had talked about you have an event scheduled for for september, but What do we do we have a private event scheduled for september for cleaning business fundamentals members But if you just go to debbie sardone.com And uh get on my email list. You'll find out when we have our public trainings like last weekend. We did a two day Actually, I'm sorry. We did a one day training event train the trainer So most people are training the cleaner, right? They're training the person who does the cleaning but Nobody's training the trainer and they don't really know how to train effectively So we held that we have quite a few events Of course, we have our big event in march next year in dallas And so just go get on my email list and then cleaning for a reason I'm still serving on the board of directors. It's now called issa charities But um, please get involved with that organization. It will lift your business up The you will your staff will love it to be a part of that and so I'm still very actively involved in what's now called issa charities and cleaning for reason is is my My heart program my heart project So oh and find me on facebook and join my facebook group and you'll get more tips and stuff So thank you for letting me say that Yeah, and tom you need to put on her link debbie sardone.com link on too Because she has more things in them Oh, but the the maidcoach.com works it's it all goes the same place It kind of redirected me And I guess I should have said I guess I should have said speed cleaning we have plenty of cleaning supplies and we have now added disinfectant and other E which we never had before so we have that as well Do you have lots of availability for your ppe debbie? We do we have plenty of disinfectants now. We did have a hard time getting it We would get a big pallet in and then we'd run out in like a week, but we're not having problems anymore So we have masks plenty of gloves Disposable gloves and plenty of disinfectant and our disinfectants. I think Like 64 cents to make a gallon of disinfectants. So we have plenty speak cleaning com All right You guys have a safe 4th of july weekend. Um, remember covid still floating around out there. So don't Let your guard down Social distance do all the necessary precautions Get your 4th of july hats out. I got a fine one or get one or something. I'm Missing out on that Debbie, thank you so much for it for for being part of our discussion today You're awesome I am honored and I'm an advertiser on cleaning business today. So go there read great articles that they Provide so and thank you liz always love working with you your doll Thanks, guys. See you. Thanks everybody. Bye. Happy 4th