 Can you hear me now? Can you hear me now? Can you hear me now? I think we're good now. Thank you. Sorry. Hey, one piece of news. This is a Facebook post I did earlier in the week. Once a month, department of labor, labor statistics does this thing they call a JOLTS report. It's a... Who's streaming? Yeah, I think you got to mute everybody. I went ahead and muted Linda for a second here. Okay. Now we're good. They call the job opening and labor turnover summary. Basically this report measures the number of job openings in the United States and they've been doing it since 2000 and they set a record the other day with 9,300,000 job openings and they break it down by various industries like retail trade has almost 400,000 leisure and hospitality as like 1.6 million. Other services are about 500,000. These percentages over here are the percentages of all jobs both the open jobs divided by all jobs and some of these over here in this column here. Department of Labor, he's not sharing it. Oh, can you see this? They can see it on stream yard. I see the benefits of not being on Zoom. I'll get this right. I swear to God, I'll figure this out. Okay, how about this? No, you can see it too. Okay, so 9.3 million for the entire country. I think you've got two things going on. You've got your Facebook going on Linda and you've got... You've got to close down your Facebook probably. This is going to be choppy. We're learning. Linda, check it out. See if you can get out of the stream yard version. Get out of Facebook and just be on Zoom. See if that helps. You can see how it's broken down by retail trades. Got almost 1,000,000 openings, leisure and hospitality. It's got like 1.5 million. Other services would be in there. It's like almost 400,000. These are the percentages of the open jobs divided by open plus filled jobs. Some of these, like hospitality and leisure, over 10%. Other services, like 6.5%. This is the highest it's ever been over the 20-some odd years that they've been measuring it. The numbers keep getting bigger and bigger month after month and more job openings, more job openings. That's why one of the reasons... I mean, these numbers kind of reflect what we already know. It's hard to hire people right now. It's a challenge. It doesn't make sense to me, Tom. If there are all of these... And they don't have to work two jobs anymore. Or maybe they don't need to sell a car and you want to become family. It's not just an employment. We want to blame that. When that goes away I don't think it's going to be like... Waterfall is going to be on and we're going to have all these employees coming through our door. It's going to help. I think work is changing. This is way off topic for today. My brother in law used to bring up guys on visas for nine month work visas. I'm not ready to start a business doing that. If that program ever comes back, it's just not like it used to be. They don't get out as many visas as they used to. But that may well be the answer to figure out programs like that. That doesn't solve things today. But it might help in the future. We've known this was coming though, right? All the baby boomers retiring from an HR perspective, we knew that they were going to exit. I bet that's part of it too, Matt. I agree with your statement. That's not just unemployment. I guess I didn't think out a bigger picture that people maybe just don't want to go back to work or they don't have to, like you said. Getting your points valid. We're talking about unemployment and how that affects our business and not being able to hire as well as we like. That goes to a couple of things that you've done really well during this. You've really pivoted to earn money per customer and generate more revenue per hour per employee. That's one thing. What are some other things you pivoted to with this tighter labor market? What are you doing that's marketing related to shift your perspective on this? I think those are the two major things. The demand is so high that we can raise our prices. Laura is my salesperson. She's on here so I'll have her pipe in with anything because she talks mostly to the customers. It's creeping that number up and not taking on so we all understand that the move in, move out and the one time things are very taxing on a cleaner. If we can eliminate that and keep our cleaners happy by not giving them such hard work then they tend to stay a little bit longer. In addition to that, one of the things, two things that have actually been working really well from a marketing standpoint is the email marketing every single time I send out an email I get new clients and one email cost you, I mean you guys all do email marketing, it's next to nothing right? Your return is over 4,000% and if you can get one client to sign up and your attrition rate on clients is, I don't know, you keep them for years, I mean you've made a ton of money off that client. So between email marketing and then I do, I'm in love with Google LSA. If you guys are not using it or don't know what it is I'm happy to spend some time talking about that today too. I don't know what that is. Yeah what is that? Okay alright so Google LSA, so you know how Google does their local service ads? Or I'm sorry, you know how Google does their paid ads right? Yeah right. So can I share my screen for a moment here? Sure. I'll kind of show you what it looks like. So I have a company that I've referred a lot of my coaching clients to that I'm happy to send, send a, I'll put it in the chat later but if I were to do a search, let me just go do an incognito. I'm going to go look for made service Rochester, New York. So these right here at the top, can you guys all see my screen? Yep. Right. So this is Google LSA. So then you got all the ads that popped down below, right? And then this is going to rotate based on how much you're paying for lead, your reviews and Google is even doing phone recording so they hear how you're speaking to the people on the phone because they record the call, right? But they're listening to see like are you being a jerk or are you being super sweet and nice? Because if you are, they're going to keep you at the top of the list. Now in my area, I don't have a lot of competition. So you're ready for this? I paid $15 a lead. $15. So one client gets you what's your average rate free grand a year? You're paying nothing. So give me another city to look and I'll go see what you got. Where are you at? St. Louis? St. Louis. Yeah, I'm using these. But they're, they're high. Yeah, we should be, we should be on the top three of this. But yes, I agree. This, this Google local local services stuff is, I mean, honestly, it's, it's such a leveler of the playing field because like someone like my company can be really good at SEO and like that takes a lot of game to be like we use the word game up. It takes less skill to like to really rank for a couple of times. But man, you can you can rank for local service ads right away. So companies aren't doing this and they're, and they're providing a good service and they're getting reviews. They're leaving money on the table. I'm glad you brought that up because I think a lot of companies do forget about this because they think it's so hard to win at Google and Google level the playing field last year or two years ago when they had 2018 and they made these for all the new categories and made it more available. Yeah, I think we should all be, we should all be spending money now. I don't get it for $15 or $15. So you have to spend a little more. Yeah. Well, it's probably 40, but yeah, I mean, it's still worth it. It's totally worth it. And, you know, I have my little, my dashboard here I can go in and see how much I'm spending every month. Here's all my lead information. I mean, these guys really should be paying me to talk about their service because everyone I talk to, I tell them it's like craziness. But yeah, so we do that and then we do the email marketing. Do you want to dive into that a little bit? Sure. I do want to talk one thing though like this. I know you talked about it before, but you do this, we talked about it on our call today. I think it's a really good thing to talk about. You actually have a step up in your clean that gets you $30 more for cleaning. Yeah. With really all their just agreeing into it is some add-on services, but you tack it on to their bill every single time and then allow them to choose what they want. I think we should revisit that a little bit. I know you talked about it in the past, but I think your tickets is, oh, you've already got it in your slide. Go through your slide. Yeah. And you know what? I got it in here, but I think Laura, if you can pipe in Laura is the one that sells it all day long and she can tell you what she does, but while she's jumping out and I can kind of give you some background, so basically we were getting people asking us, can you do an organization? Can you do the laundry? Can you take care of the dishes for us? So I said, you know what? You're really increasing your top line revenue and profit margins by serving them better, by asking them what their needs are. It's not just salesy. It sounds like you're really doing this from a place where you're giving them the best service possible. So that's really a good tip from everyone that was listening to Laura is that she was describing is that service based selling. So I just wanted to fill that in. So Laura, I'm sorry, go ahead and continue. Yeah, so it's basically that. It's what I always tell Tina that I never enjoyed sales, but I love helping people. So really for me, really getting to know what they need and what's going to make them feel better and give them peace of mind. That's what we do. And then in the end, when people do sign up for the premium or the VIP services, they just end up wanting more. So they sign up for the premium, which is an additional $25, $30. And then they say, but can you do this? And can you do this? And we do give them discounts for being a premium. So that just makes it gives it more value. So they do feel special too, because they're not paying full price for the bigger services. So interior window washing or interior appliance washing, et cetera. Yeah, that's awesome. So Tina, if you want to go back to the top of your slide that I've been kind of talked to, you said you want to talk about email marketing because I think one of the big challenges is always balancing supply demand. I mean, I don't think tomorrow we're going to wake up and find that we have the five extra employees that we wish we all had, right? That's not going to happen, but it's starting to happen. I'm starting to see some improvement in that in my business. Anybody else kind of starting to see some light of the tunnel on that? We've added two additional employees last month. Am I the only one that making some progress? We're doing better, but we... From my perspective it is, it's a full time thing for me. And initially it was much more full time than it is right now. Now I'm looking at the resumes that are coming in probably once a week, but I'm constantly recruiting. So always be recruiting, right? But we've added on, I added on three, four, so five now in the past I don't even know since the last time we talked about the hiring and stuff. But my situation is different, right? Minor independent contractor so I can pay them a different rate. I don't know how it would be if I had employees. We've been building our staff here over the last several weeks, but that was after doing a significant salary increase. So I don't know if that was a shift in the market or I think it probably has more to do with the shift in terms of how we're addressing the problem. Cool. So you've seen that the wage increase did really address some of that, you feel like, and attract more people. That's exciting. And I feel like when we talked about that, I know that that was a big shift. And so what did you do about your revenue to keep things in line? Did you go through and raise prices? Oh yeah, we've been doing some pretty aggressive rate increases both on incumbent clients as well as quoting new jobs. I've got some rather significant, I guess you would call resummercial accounts that the rates are kind of locked in with contracts, but we've had some meetings and we're making some modifications to scope of work and bill rates as well to bring it in line. So even with contracts, we're going back and making modifications. That's great. Yeah, that is super cool. We hear Tom, because I'm still hearing from people that they can't raise rates, they're still afraid, et cetera, but you're able to make changes to contracts. That really needs to give people that extra bit of, come on y'all, you can do it. We can do it. Are you guys experiencing like your schedules are just so full you can't take on the one times in monthlies? Oh yeah, yeah. Because we stopped. I mean, I get yelled at by Laura because I will book a one-time job because I feel so bad and she's like, what are you doing? Sorry, you know, but we, I mean, we really can't, but we keep cranking up that price. Matt just gave me some information today and I talked to Laura about it and I think we're going to do the same thing. I mean, the demand is there and people are getting mad at us. We just can't do it, you know. I'm not too sure, but we talked about it. So we did a little bit of one-on-one today and really went over like some strategies that I've put into place and really the main thing is that you have a base rate that's like your weekly, maybe that's $50, $60 per week, $70 per month. So you're really tearing it up, encouraging people to spend their money towards the services you want. And then we're at $75 plus per hour for one-time work if we can fill it. That's one thing we talked about. The other thing we talked about was enforcing skip rates, skip charges to discourage people from, you know, skipping cleaning and expecting the same level of service the next time because you're going to have basically more time that's going to go into that clean. So my friend Warren, who probably doesn't watch the show, really pushed me on this and he's doing $50 skip rates. I can't imagine Warren watching this but if he is, Warren thank you, you encourage me to do a bigger skip rate and then obviously same day cancellation fees at full price or at least your minimum price. So for us about $150 is what you'll view cancel on us with less than 24-hour notice we consider that basically we need to recoup the full fee. So I hated doing fees and we've lost some customers because of it but again just filling them with customers that are paying more and spending more. So I think that's worth taking note of is that you have a little bit more power than you've had in the past. You know, don't go crazy with it because it's always about balance but this is a great opportunity to correct some of those things. So I guess it's probably a good time to let you do your slide show and then talk about the email marketing so we stay on track though. Yeah, no I love it though, it's good info. So we talked about Google LSA networking so we do B&I if you guys are familiar with that business networking international and then my next source of revenue is the email marketing. So I would say, you know, Google LSA and email marketing are probably always going to be tied. Actually I'll three of these, like they all generate most 99% of my business besides word of mouth. So I'll dive a little bit into the email marketing and you know there was a time when people would say that email marketing is dead and I would say that's wrong, it's incorrect. People look at their emails all day long and even if it's going into your general one, if you get a headline like a really good headline that's going to work to catch somebody's like you got to stop them from scrolling, right? We're going to stop them in the tracks. The same thing with social media is that if you get a really good headline you can get people to open up your email and they want to care from you, right? So think about the last time you went to book some type of service and you ran out of time or whatever and you're like oh man I need to call that person and then all of a sudden they call you and you're like thank you for calling me because you know we get busy we forget but we still want to have that service or you know something happen. So this information came from HubSpot by the way so I didn't make it up but marketers say that emails are biggest source of return on investment. So we talked earlier about like what is the cost to send out an email versus your actual return on investment and it's huge. I mean if I could tell you that for every dollar you're going to get $44 back into your bucket, I mean why would you say no? I mean you know you can't get that on any stock, you can't get that in any you know flipping of a house or whatever so I mean it's a huge return on investment and for me email marketing is easy because I've been doing it for so long but one of the things that I found is a challenge for people is they don't know what to tell their clients right? And I would say that the biggest thing is why do you do it? Because it's all about brand awareness right? You want people to remember your name you want them to remember your logo, you want them to remember as much about you as possible and if you're hitting them through Google ads, your website, however you're doing your marketing this is just another piece of that and I would say probably the least expensive piece. You can also build programs to do lead nurturing right? So I've had lots of people Laura said this to me the other day I said okay close this estimate because they went with somebody who's cheaper. She's like they'll be back. I'm like I know in three more months they're going to get mad with their other company and I want my email to be in front of them where I can say see I told you I have a question one of the things that you said earlier was that you have to get them to stop scrolling and you have a really catchy headline. What do you mean? What's a catchy headline? Yeah so here's a really catchy headline that segues right into my next one. I know this is kind of small so I apologize but like here's one I put a headline that says why most cleaning companies suck well would you stop? You would be like whoa I gotta go and see what this is all about right? And then another one that got a good opening rate was are you making this the steak? And they're like well what mistake am I making? So you're making them question themselves and you can do like a really good headline and then a sub headline right? So my sub headline to this might be something like are you making this mistake? My sub headline might be I was too until I realized this trick right? So then it kind of peaks their curiosity to say oh I need to open this email and find out what it's all about and what this email this are you making this mistake is all about is hard with floor cleaning. So that's what that email is about it tells them how to take care of their hardwood floors and not damage them. Okay good. Yeah and so I just I wanted to put on here like what different open rates are and if people aren't doing emails it's probably not going to mean anything too it's going to be foreign but if you are doing emails then these numbers these open rates to blow my own horn is amazing. On average our industry average is 10% I don't know if you can see that or 2% I apologize right here is the industry average and I'm getting 22 to 17% open rates and then they convert right you get a 10% click through 6% click through again industry average is 4% that's what you want when you're doing your email marketing. And one thing I always say about email marketing too is that if you're new to it you don't expect that the first time it's going to work it's like anything that you're doing new right it should work especially if they were shopping already for house cleaning service and that's how you got their name but if it's not working it's just about building that brand awareness and then that's all I had on the marketing on the email we do offer email marketing done for you email marketing services you get two emails a month with the sign in the pre-header it's 147 a month and you do a 12 month subscription. So if you have if you want to do emails but you're not very good at writing because writing is what takes the longest time and if you're not on the list do they have to I mean how big of a name do people or how big of a list do people need to have to make that worth their wild money if they only have 100 people on their email list does it make sense for them to be doing this I mean if we go back to the math of the return on investment 4400 you know percent return on investment I mean really all they need is one client out of that 100 to sign up for biweekly service and they've had this service paid for for the next you know 20 years really I'll speak to that as well I mean we don't have a huge list it makes central like for our email list it's not you know crazy big and generally I sent out an email last week about paid for performance and it brought in four demos and one of them closed and you know obviously that's a big you know pretty big sale right you know so I agree I think email you have to even if your list is small you have to be sending them relevant information about your business and keep and keep after because you do you do have the opportunity to catch them at the right moment when they're feeling the right amount of pain about a problem that they were already looking for right so you're just you just have to kind of vary up the headlines try and find the pain points that make sense like you know problem that we solve and made central is pay for performance that is you know that is something you do well in your business with your solos you pay them well you know your rates make sense and allow that to happen so I think it's just the right message the right time then feeling the right amount of pain and it just got to be consistent so you don't have to have a huge list because I think that that's that's borne out that a bigger list making more money obviously the bigger the list you know the more dollars in the more dollars out right so you know keep at it over you know if you're getting 20 leads a month over a couple years you've got a thousand person list eventually you know so yeah and and do you so it looks like you recommend that they send out two emails a month you know is that like a certain day of the week is what do you do that yeah so um two-year point like I've done a ton of research on like the impact that email marketing has in different industries right so in our industry in the service industry people really don't want to be bombarded right we're me particular in my business I don't like to do any like coupons or discounts or sales so that's not what I'm sending out what I'm sending out is like an educational piece and then I'm sending out something that tells them about what's going on in our business or you know something in the neighborhood whatever usually it's some type of educational piece that says hey how to get rid of mold or you know do you think it's too costly to have a cleaning service this is why you know I can show you why it's affordable so I typically always use some type of education piece but I have found that more than twice a month just doesn't work in the service industry we're not giving out coupons right so we're not going to be looking for that 20% or whatever and typically Tuesdays and Thursdays are the best days and do you have a preference for like email program on MailChimp Gmail anything yeah so what I'm used to is I'm used to constant contact and active campaign so active campaign is much more robust right you may not need all the bells and whistles for that constant contact you can plug and play these emails easily right you have to do a little customization to your template but once you get a template set up you can just paste this information over and over again and I think what's really important is making sure you have like a good call to action right so you can't just send the email and be like it's gotta be like hey check out our new client portal for our clients or you know we make working with us easy text us or send an email to get contact with us so you brought up two different call to actions right there one with email us and one with text us which one do you tend to get more response to hmm I don't know the answer to that you know like yeah I mean I would say that we equally get text messaging and emails at an equal level people are much more into text messaging now right so like with main central we force our clients to go into main central and text us through there but I mean I guess I don't have a clear answer on that but I would say they're equal you know isn't the thinking that more and more of it's moving to texting that texting is more popular now than it used to be yeah I think texting is more popular but I'm not going to take away from the fact that emails still work right emails are still people still look at them people have been trying to kill email for a long time but it's still a viable marketing channel you're still getting business and even text messaging I mean I was talking to Matt earlier and I'm like I don't know I've got like 35 unanswered text messages so even text messages are getting to the point of the email marketing right so emails how many emails are on your email I mean probably 40 some thousand I can imagine so that's exactly the point of like making sure your email has a headline or whatever you're doing for marketing your social media has a headline that stops them from scrolling your headline forget it they're just going to keep going like hey get your $50 off most likely I don't want to I don't want to buy a customer but if that's what you're doing and somebody brings the phone then that's a good tactic but you know marketers do kill everything though and so if you're going to use text for marketing you have to be like it has to be like engaging it's got to be different than an email almost like a question like hey this is Matt from Better Life Mades are you you know are you still starting to keep it with the house we've got a great program going on right now if you still need help it's got to be like it's got to be looking for a response that's a whole other topic but I've seen some really good some good information on creating responses text programs that actually get people to reply engage with it even if you're using like a computer like AI or automation to do the text there's ways to kind of make it feel and act as if it was a person sending it and that's important but as far as the email goes I would say yeah I mean that's why I still I gate so a lot of people do online booking without a gate they just take them to the online booking page and I still gate it I want to get their main email address and phone number before I take them to my online booking page because I do want to be able to long-term market to them and even when they're a customer just think about this your reminder emails are marketing efforts too like you can put specials in your marketing email so that's the point of like how Tina makes a lot of extra money per customer with like her programs every time you send them a reminder you could be like hey would you we've got a special on this going on on doing baseboards this month or some other activity that can increase your ticket per customer right now because you're already driving to their house it doesn't take a ton more time to do it a lot of that overhead is baked in so it makes sense to get more services while you're at their houses within reason you can't overwork people if you just stop but higher tickets are good and I think you can bake this into every piece of communication with your current customers and you know to your point Matt you know with the email marketing I think the other thing that it does is like literally I was at soft surrounding shopping and this lady's like wait Tina Tina service like I get your emails I have no idea who this lady is right she signed up someplace that I pretended like I knew her was like oh it's so nice to see you but I have no idea who she was but she she knew me by the email and then I had a client who I think she signed up last year maybe the year before she's been on the email for eight years and she called up and she said okay my other person retired I'm ready now can you please you know come and service our house so eight years I mean you may not get in today or tomorrow but at some point you keep doing it you know they like it that's good it's true I remember you I had one guy I sent out an email he was actually he did a video testimonial so he was a monthly client he canceled because we really socked it as cleaning and then I sent out an email that was titled Baca it's just not it's not just for drinking and he opened it up and he was like wow I didn't know you could do that with Baca right like I don't know I could get the cheap stuff but he ended up coming back he signed up for bi-weekly service and he gave me a video testimonial and a google review all from that one email on Baca Rich Baker Laura just so you know is it crazy you think Rich is watching us today I don't know hey Rich I mean he canceled service you know he was not happy and then he came back because he was like your email did it for me I was like wow okay thanks yeah now that's a very interesting thing to think a little bit more about because he said he left because service wasn't good but he came back about something that didn't have anything to do with service so how long until he's not happy with the service again and do you have to keep peppering him with how to clean with champagne and how to clean with Cristal I don't know I don't know I let Laura talk to him when they drive me insane anymore but no I don't know I mean he's been back on for you know a year just over a year now I believe and I don't know I mean video testimonials are a little bit of work so to take time out of his day to do that I thought was like wow this is great I mean he went from not happy canceled and coming back spending more money being a biweekly client and doing a video testimony you're right those are those are a little bit of work exactly we have about 10 minutes left we want to open up questions to the people that joined us today so do some live coaching with people that have joined us now is that sort of a plan that is the plan I mean we've got Linda here how are you today Linda thank you this is a different experience than watching it on Facebook isn't it and then I miss my window of opportunities Linda where are you from where's your business Midlothian Virginia couple of main central users from Richmond you're not on the platforms I grew up in Fredericksburg so I'm familiar with the area how is your balance of marketing and clients going right now well to be very frank I am not I'm not really doing any active marketing other than clients requiring me and then in my community Facebook page is very active so I'm getting a good number of calls just sitting here and I'm kind of in a comfortable spot for a moment catching my breath because I need to tackle getting new hires before I can really take on a whole bunch of new clients I am getting a lot of one-time cleans because the market here for real estate is through the roof people are buying and selling right and left and I use these one-time cleans to fill in any blanks and I am turning some to the clients it's not a high rate but I think you're 2 out of 5 is not too bad no that's great that's awesome you're turning those one-times into recurring clients first of all do you guys want to hear it and Laura do you want to share how you do that they call for monthly or one time and I'm like no sorry I want to hang up the phone but she converts them into recurring service I'm like how'd you do that can you hear me yes we get a lot of the one-times I get a lot of clients that just really don't know what they want they just know that they need help so the more you hear them the more you know if they will actually be a potential recurring client I try to tell them what our objective is as a cleaning company and it's first of all to get their home in the best conditions possible with that deep cleaning but then I tell them a little bit about the maintenance part it could be a month it can be 3 months or more until they need another deep cleaning and that's where you don't want to get back to that initial pain point why you're calling us you really want to get your home in the best conditions possible and maintain it and normally they don't have the time to do so I wouldn't be able to say like a specific script on how I would do that but it's just basically letting them know why they would need the maintenance we're currently not doing any offers or promotions and they still sign up for the recurring just because they understand that they don't want to be back at that initial point again and how convenient it is and I sometimes say that for example you're getting your initial deep cleaning and you would get a discount as an existing made for time client so you would get a lower price for your recurring service we're very flexible I tell them about how our customer service works what benefits they would get from our company how we work as a company which is very different from our competitors in the area and that's really how I engage them to make a relationship with us I tell them what to expect or what they can expect from us when you say that you operate very differently than the other cleaning companies in your area what do you mean by that normally our clients come and ask us for an hourly rate and we don't work on an hourly rate we work depending on the square footage or the areas are just what they need specifically and I tell them that really affect the quality and the time that the cleaners take so a lot of these clients are coming from other companies and they say there's no detail there's no quality I call this company and they or they either don't show up so they have a lot of issues with the back end part where they can't get anyone to take their call or help them and also it's because of the way that we quote the jobs so it's by the job it's by square footage we're very flexible and the cleaners are also not getting paid on an hourly rate so that also makes it different and a lot of our clients love that so they always ask for our background how long we've been in the industry how we work with our cleaners so it's more information regarding the way that we work on the back end I'll piggyback on that too Liz. We try to be as transparent as possible with our clients because we're pretty selective on who we add on as clients too. I'm not afraid to say no to a client that's not pleasant but we try to be very transparent because what we're owning this business was to be able to provide great paying jobs to cleaners who need flexibility in their schedules and don't have to be afraid of losing their job because they have to take their child to the doctor so we offer, if you want to work three days a week it's not ideal for us but we will do it or if you want to take a half a day or whatever they can make their own schedule there's some parameters around it but we always try to tell our clients listen this is how we are working with our cleaners and this is why in my experience and in our area in Rochester you know why we have longevity of cleaners and clients is because we treat them very well, we pay them very well but we also are not, we're looking for clients who are committed to cleaning. We're not looking for one and then skip and then I'm going out of town and I'll be back I'll do three weeks, no I'm not your company you have to go find something else because my cleaners are very used to this routine. So we're very transparent with them at least from my perspective I feel like we're transparent I don't think a lot of cleaning companies in our area do that, I think they just kind of go here's your price this is what you're going to get but I want to make sure that we got good clients too because their their problem becomes my problem and I don't want it to become my problem I'm so sure right and actually maybe some probably Laura's problem I'm like Laura you call because I can't do it I'll fire him. And really how good of a job are you doing at training and enjoyable work today for your people if you're taking on the clients that are as you put it not pleasant. Right. So I think that's a good priority for you guys when you're doing your sales. Yeah. Yeah. We are sneaking up on the top of the hour I want to share what we're going to be doing next week and how all of this works. Go off there Tina if people want to talk with you more about the two emails a month should they hit you up I don't see that info here. Let me see where did I put it I think it's on the first page. There it is. There we go. We'll drop that into your email. Okay. Thanks Tom. Yeah. You can always go to the website and stop to make for time. But yeah I mean the email marketing works so I have 14 years. Yeah exactly. Yeah. Yeah. Awesome. Do you want me to stop the share now? That's okay. It gives us something to look at while I try to find it. Schedule for next week. We're going to get this eventually. I'm going to take over the share for one second here. I'm going to bring up Made Central Academy for us real quick. Hey Matt I got it here dude. Okay. I got it here. You got it. It's just go to thebasecentral.com. There's a link here that says Academy. Tom you're not sharing. Yeah I am actually. I'm just not sharing with you guys. You're important too Tom. Okay hold on. I don't know where Kristie is. Kristie is Kristie in Zoom? I don't know where she jumped off maybe. I don't see her on here anymore. Okay I completely lost the toll bar now. Wait a minute. Tom I have to tell you it's pretty fun for me to see you at an Oscar. You're loving this aren't you? You drive. So you can talk about it but I've got it up for you. No you're good. Go ahead man. So we're creating Made Central Academy. There's going to be a lot of great resources here. So first off what we want you to look at is you can go and add all of the smart business moves to your calendar. So next week we have, I don't know who Monday is. I haven't put it on yet. Ladies and gentlemen. Paul Salah for Monday. So we have Paul on Monday and then Sean from Nice Job. You are not going to want to miss either one of those. But I'm really excited. I'm a big fan of Nice Job. So I'm not going to get into that too much today but this is going to be an incredible week coming up. Great shows. You can subscribe to the calendar and when you do that you'll actually get reminders of all the events and it'll give you a link to join us live so you can get live coaching. Sean or Paul next week can really maybe deep dive into some issues you're having. So you really want to be on those shows for those. So there's going to be giveaways for most of the shows that are available to the live guests. Also you can join in our Facebook community just to kind of get tuned in to what's going on. And last but not least this is coming up here pretty soon. We're going to create a document library for a few. If there's a document from the show or something that's industry specific from some of our coaching there's going to be a great library of resources for you and your business to help you really make the most of these topics and leverage this knowledge in one unified place. So that's coming here soon and that will be available to everyone that signs up for Made Central Academy. All you have to do is give us an email to join Made Central Academy. It's that easy. Okay guys we are at the top of the hour. Tina, Laura, thank you. Linda thanks for joining us. Thank you Laura. Thank you everyone. See you tomorrow. Okay, take care guys.