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Posts Tagged ‘how to run a cleaning business’

Setting up Your Cleaning Company Structure Before Hiring for Management

Today Mike coaches Angie Emerson, owner of Angie My Cleaner on how to set up her cleaning company structure for management positions.

So many people start at the end when they realize “I am doing a bunch of work I don’t want to anymore, maybe if I throw a bunch of money at someone, they will do it for me.” You will have better luck starting at the beginning and planning out your cleaning company structure.

Mike explains an org chart and how to start breaking down jobs within your cleaning company.

When you first start out, your name is likely going to be in every box. As you grow, you will fill other people’s names in those boxes and promote yourself out of those boxes.

Listen in as Mike breaks down the 3 main categories of any business. Follow along and fill in your boxes!

KEY POINT: When you hire for all these positions you want to keep them separate

Usually someone who is good at accounting isn’t good at sales and marketing or managing people. Just like a good sales manager might not be the best with managing finances or day to day operations. It’s best to hire slow and fire fast. Don’t make the mistake of letting someone manage one or more of these positions poorly because you just don’t feel like doing it. They can do much more harm than good and cause you way more work in the long run.

Avoiding turnover and burnout

Have you ever hired someone who is amazing but then a few months or years down the road they are your worst employee?

The mistake that many owners make is they just hire someone, give them money and tell them it’s a huge mess that you don’t want to deal with anymore and to figure it out. That employees gets overwhelmed because they have no idea how to untangle a mess that you as the owner couldn’t even do and run away.

Find out how to use an org chart to properly plan your cleaning company structure.

RESOURCE ALERT: Canva offers a free Org chart builder, check it out! https://www.canva.com/graphs/organization-charts/

To recap the steps:

1 – Create an org chart
2-  Decide which piece of the pie you want to sub out
Step 3 – Make sure you have a profitable model

Within your business there are a couple different types of expenses. Costs of Goods Sold (COGS) and Overhead.

COGS are the things you need to spend money on to do the job. Cleaning Supplies and labor are COGS. You charge $100 to clean and it costs you $50 in materials and labor. But if you don’t do any jobs, these expenses go away.

Overhead -Recurring expenses you must pay regardless of your workload. These may be low when you start out since you probably have no office, no office manager, no cars, maybe a cell phone and some insurance. But these expenses stay the same whether or not you have a huge month or a slow month.

When you hire a manager that overhead goes up. The COGS never hurts you because it’s proportionate to the income you are getting as long as you are bidding the job right. That margin between your income and your COGS is your profit. When you hire an office manager, that cost comes out of your profit margin.

Make sure there’s enough margin in your business to pay for an office manger to take some of that headache off your plate.

Finally, be careful when you hire. Often times owners will want to promote a cleaner to a manger because they know them, they’re already there and it’s easy. But the skillset it takes to manage a group of cleaners, hire, train and encourage them is very different than the skillset it takes to clean. That doesn’t mean they don’t exist but it’s something to keep in mind.

Check out the last show http://www.growmycleaningcompany.com/how-to-sell-a-cleaning-business/

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Systematizing Training New Cleaners for Your Cleaning Company

The Full Proof Method for Training Your Janitorial Employees

Today we’re chatting with Heather Swan!

Heather has a great question, something that is on the mind of almost everyone at some point in time in Cleaning Nation. That question is how can you really go about building a full-proof method to train your employees WITHOUT messing it up and being a control freak.

After all, if you have to train each individual yourself… you’ll never gain the leverage you really desire that can allow you to explode your business.

The secret is in the system itself. I actually go over this entire system in massive detail inside the Cleaning Profit Method. When you sign up for the Cleaning Profit Method, go to Module 9 and see the entire system laid out in detail for you there.

The system, like most great systems, is pretty basic to understand.

Resource Alert: Turning a Cleaning Business into a Profit Machine http://www.growmycleaningcompany.com/turning-a-cleaning-business-into-a-profit-machine/

I have each of my employees have a checklist of the things they need to do. When they are done with that checklist, they check the boxes, sign and date it with their own name and turn that list into their supervisor. That supervisor also has a checklist of theirs and when they are done with theirs they turn it into me along with the other employees.

These checklists never change. Each one is systemized so that it applies to 100% of the jobs my cleaners are doing. They don’t changed based off who is checking that list either. This is literally what they are getting paid to do, so their income is tied to being honest and filling these out.

Some people worry that their employees might be lying when they fill out these checklists. It’s definitely a concern. Whenever you bring on a new employee, make sure to let them know just how important these checklists are and that if they are caught lying on them then that is a cause for termination. After all, it means they’re lying to you and not giving the correct service to your clients.

This is really important to hammer home during your hiring process!

Outside of checklists, I also recommend creating a series of videos that shows your employees exactly what to do. For the most part your training should be about 80% on core values vs. actually how you go about cleaning something. Unless you’re doing a medical clean up that has special kinds of cleaning processes required, most of your cleaners are going to be pretty familiar with how to go about the job.

Resource Alert: How to Expand Your Cleaning Company Service Offerings http://www.growmycleaningcompany.com/expand-your-cleaning-company-service-offerings/

That doesn’t mean you can’t create videos showing people how to effectively clean a toilet or dust a room.

These videos can be super useful to have. Remember to make them only around 30 seconds long, your employees are unlikely to watch them if they’re longer. I would actually make this content public up on Youtube too. Not only will that be easy for your employees to find if they need help, but it also allows your clients see you have a real system and you care about the job. That latter part can give you a small lift in your marketing, so why not use it to your full advantage!

Remember, your training should be systemized, focused on core values that helps your employee become a community leader, full of checklists and done in a way where you can leverage the system so it takes the exact same effort to train fifty employees as it does just one employee.

Alright, let’s dive into the Lightning Round!
Lightning Round

Best advice you’ve received either personally or professionally?

Always let your situation motivate you instead of intimidate you.

What’s the biggest mistake you’ve made in the cleaning business we can all learn from?.

Never saying no. Took me a year and a half before I realized I don’t need to say yes to every job that is offered to me. If the client isn’t treating my cleaner or company right, it is fine to say no. It is way easier than you think and takes a ton of stress off the table.

What’s one idea cleaning nation can put into practice to improve their business or their lives immediately?

Show your clients that you appreciate them. You can give them random gifts, saying thanks and so on for any work that comes your way. This goes a long way in making your clients also appreciate you and your service.

Have any questions? Leave a comment below!

How to Attract High End Residential Clients to Your Cleaning Company

When it comes to marketing to a specific niche, you’ve already won half the battle in you actually selected a niche!

Once you have a niche chosen, it is time to do what I call finding the “market media match”. Whether your target niche are property managers for luxurious condos or the owners of restaurants, the concept remains exactly the same.

First, you need to understand your target market.

The more specific you are the better. In this case we’re talking about property managers at luxury condos that have the power to hire or fire their current cleaning services. You will need more than just that to market to them effectively though. We want to build a real customer avatar of what these people actually look like rather than leaving them as a blank face customer.

Resource Alert: Niche Market Strategy – http://www.growmycleaningcompany.com/niche-market-strategy/

For example, the average property manager of luxury condos in your area might be a 27 year old woman still fresh out of college, single and whose focus is purely on her career. She wants to make sure she really proves herself to be a valuable member of a team to her older bosses and might even be stressed out from the job.

That is where you come in offering her a way to reduce her stress by saying your cleaning company is a full turnkey solution that will add time to her week where she doesn’t need to chase down the company performing the service to do the service right.

You see how much more effective a pitch like that is versus just being someone who cleans toilets?

You want SOLVE their pain.

Once you got the customer avatar figured out, the next thing you need is their actual position title. This is super important if you decide to do any kind of paid marketing because you can call them out right away in your facebook ads or other marketing medium you perform. Also, it is useful to know the official title these people have if you ever decide to buy a list and call through that list.

Now it is time to start the marketing.

You need to figure out which kind of media performs the best.

These people might just prefer a phone call, or maybe they convert best with a direct mail advertisement. Or maybe they love luncheons where you can invite them all and teach them something valuable along with giving them a free lunch.

Resource Alert: Transitioning from Servicing Everyone to Servicing a Niche http://www.growmycleaningcompany.com/transitioning-to-your-niche/

Whatever it is, your marketing should be advertising something of value that can really help them before they ever spend any kind of money with them.

The best way to show people that you can help them is by helping them.

When you help these people and they are ready to switch out their cleaning service for another contractor, you will be the obvious choice for them because you were helping them BEFORE they ever needed you in the first place.

Alright, let’s dive into the Lightning Round!

Lightning Round

Best advice you’ve received either personally or professionally?

Never stop hustling!

What’s the biggest mistake you’ve made in the cleaning business we can all learn from?.

In the beginning investigate who you are working for, I was once hired by someone who was doing some shady business and I had to chase them down for my money when the Feds shut them down.

What’s one idea cleaning nation can put into practice to improve their business or their lives immediately?

It’s okay to fail if you keep trying.

Have any questions? Leave a comment below!