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Posts Tagged ‘how to start 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.

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Cleaning company sales call script to seal the deal the first time.

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We help cleaning business get out of cleaning themselves and build a profitable cleaning business with my “Customer Magnet System”.

How to deal with a customer to know if they are buying on price. If you don’t attract quality customers you will end up with a load of customers that will expect you to clean their entire house in two hours and still complain about it.

You can download the audio file for this video below.

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If you want to see a difference in your cleaning business you need to train your staff how to clean act and present themselves!

It will improve your staff:
➜Consistency
➜Skill
➜Quality of the staff member
➜and cut down on staff retention!

➜Most cleaning companies struggle to find a good quality cleaner to help them grow their business. Watch the video to learn where I use to advertise and what I use to look for when I wanted better quality cleaners.

**If you have any question just leave a comment below. I will personally answer every question and if you have shared this video, please comment “SHARED” in the comment because I would personally like to thank you!**

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DISCLAIMER:

During the shows we recommend services, sites, and products to help you improve your cleaning and grow your cleaning business. We have partnerships or sponsorships with these companies to provide you with discounts, and savings. By clicking on and buying from these links we may receive a commission which helps pay for the production costs of the show.

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 Start a Cleaning Business and How I Made $1,000+ a Week

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How To Start a Cleaning Business | Step By Step Guide 2020

Would you like me to mentor your start-up? Email me at maxmahershow@gmail.com. I have built and run a $1.8 million/year service business and can help you scale yours.

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Check the description for helpful links and timestamps.

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Setting a Budget 0:55
Residential Vs. Commercial
Insurance Requirements
Employees / how much to pay

Choosing Your Business Structure 3:09
-Sole proprietorship vs LLC
-Set up an LLC: Either through your state website or through https://shareasale.com/r.cfm?b=745568&u=2178037&m=53954&urllink=&afftrack=

Taxes 5:04
-Tax difference in entity types
-Get an accountant. How to find a good CPA
-Try to find professionals who have done what you’re doing

Naming Your Business 4:37
-Choosing an interesting name
-Good names may draw more customers
-How to brainstorm a good name using deep work
-Your identity is tied to your business name
-Choosing a logo. use this link for 20% off: http://www.fiverr.com/s2/c1ce60fd52 for cheap logo creation

Franchise or Not? 9:00
-How entrepreneurial are you?
-Do you want systems and processes set up for you?
-What level of control do you want in your business
-Do you need a support system?
-What are your long term goals?

Organizing Your Finances 10:41
-Getting a business bank account. I personally use Chase www.chase.com and Wells Fargo www.wellsfargo.com
-Where to get an EIN: https://www.irs.gov/businesses/small-businesses-self-employed/apply-for-an-employer-identification-number-ein-online
or
https://shareasale.com/r.cfm?b=1238828&u=2178037&m=53954&urllink=&afftrack=
-Important to separate your personal and business bank accounts
-Business credit cards I use:
Chase Ink:
Earn 80,00 bonus points with Chase Ink Business Preferred. I can be rewarded, learn more.
https://www.referyourchasecard.com/27/HPYJB3C00D
Amex:
Apply for an American Express Card with this link. We can both get rewarded if you’re approved! http://refer.amex.us/MAXWEmN0Ug?xl=cpm4
-Credit Card Processor I use: www.squareup.com

Insurance For Cleaning Business 12:28
-Insurance broker I use: email cole@therightwayins.com
-Residential bond and basic liability insurance
-What is a bond?
-Commercial cleaning insurance requirements
-Janitorial surety bonds
-To find out the insurance requirements for your state go to: https://www.sba.gov/business-guide/launch-your-business/apply-licenses-permits

Insurance For Employees 13:54
-Worker’s compensation – what is it and why do you need it

Supplies For Cleaning Business 14:45
-I recommend purchasing few, but high quality items:
Cleaning uniform or apron https://amzn.to/2LOw495
Window cleaner https://amzn.to/30RMpOC
Paper towels https://amzn.to/2oSnvkI
Gloves https://amzn.to/2AOQUig
Scrubbing brushes https://amzn.to/31QDdvp
Duster https://amzn.to/2IsK9Hc
Vacuum https://amzn.to/2OmUokc
Sponges and scourers.
Yellow dusters/microfibre cloths.
Glass polishing cloths.
A mop https://amzn.to/2Vi4eW2
A dustpan and brush https://amzn.to/31OXwJH
A plastic caddy to carry the essentials https://amzn.to/335mNiP

– Start small then expand to new services

Rates and Your Business Model For Cleaning Business 16:36
-Should I charge hourly or flat rate for my cleaning business?
-Hourly ranges
-Bumping up price for time time or move out cleaning
-Commercial cleaning rates charging hourly vs by sqft.
-Range of commercial prices depending on size of space
-Net 30 or Net 60 for commercial cleaning
-Determining rates by calling competitors
-Customer service gems/giving gifts

Marketing 21:45
-Offline marketing for your cleaning business
1. Building connections with people who can refer your business
2. Marketing through offering an amazing service
3. Flyering for your cleaning business
4. Sandwich sign
5. Vehicle stickers, wraps, or magnets
Online Marketing
1. Content marketing through cleaning articles and videos
build your website with Weebly: https://shareasale.com/r.cfm?b=1207610&u=2178037&m=37723&urllink=&afftrack=
get a domain with Name Cheap: https://shareasale.com/r.cfm?b=1423302&u=2178037&m=46483&urllink=&afftrack=
2. Online ads do’s and dont’s
always invert and think what the customer is searching for

Referrals 27:57
-When and how to ask for referrals for your cleaning business
-Offering an incentive
-Thinking about lifetime value

Finding the Right Customers for Your Cleaning Business 29:21
-Which customers you should keep

Employees for Your Cleaning Business 30:36
-Spend the time upfront in hiring
-Finding employees in person
-Employees on Craigslist and Indeed
-Disqualify people
-Forms needed to hire an employee

How Much Can a Cleaning Company Make? 35:09
-Yearly expectations
-1 million a year

Camera I Use: https://amzn.to/2u16F2e
Lighting I Use: https://amzn.to/2SYY8Ht
Shotgun Mic I Use: https://amzn.to/2O5f4eB
Lavalier Lapel Mic I Use: https://amzn.to/2XQQ7rx
Camera Bag I Use: https://amzn.to/2F5OW00

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!