21 Lessons I Wish I’d Known Before Starting My Cleaning Business

Brought to you by expert maid service owners

Tips and advice shared here, have helped us grow our own maid services. With eight current and former cleaning business owners in our team, including our CEO and founder Amar, we know the maid service industry inside and out.

We partner with amazing leaders in the cleaning industry like Debbie Sardone, Angela Brown, Courtney Wisely and Chris Schwab and more, to provide you with the latest industry insights.

We’ve built the easiest-to-use scheduling software, built specifically for maid service owners! Check out ZenMaid

I’m Angela Brown, CEO of Savvy Cleaner, a worldwide training program that’s helped more than 4,300 cleaning businesses build systems, confidence, and profit.

Over the years, I’ve learned a lot about what makes a cleaning business succeed and what can quietly cause it to fall apart. These lessons come straight from my own experience and from coaching thousands of other owners through the same challenges.

I first shared these ideas during my presentation at the Maid Summit, hosted by ZenMaid. Whether you’re new to the industry or already established, I hope these lessons help you avoid the mistakes I made early on.

1. Maintenance and Deep Cleaning Are Different Services

One of my earliest mistakes was mixing maintenance and deep cleaning together. They’re completely separate packages.

If you offer a maintenance clean, stick to the checklist that was agreed upon. The moment you throw in deep cleaning tasks “just to be nice,” you teach your clients they don’t need to pay for that service later.

Be clear with your customers from the beginning about what’s included in each package. That clarity protects your profit, your time, and your client relationships.

2. Be Punctual and Consistent

Many cleaners give clients a “window” of time, then treat it like a loose suggestion. That can frustrate customers who have their own schedules, appointments, or kids to pick up.

Pick a start time, put it on the calendar, and stick to it. If you tell a client you’ll be done by three o’clock, be out the door by three.

Respecting your customer’s time shows professionalism and builds trust. It also sets you apart from cleaners who are constantly running late or overstaying their welcome.

3. Clarity Keeps You in Control

Lack of clarity leads to scope creep. A client might ask, “Can you also do this today?” and before you know it, you’ve doubled your workload.

During your initial walkthrough, create a written agreement or checklist that outlines exactly what’s included in each cleaning. When a client asks for extras, explain that those are additional services that can be scheduled separately.

Clear expectations make every job smoother and help you avoid uncomfortable conversations later.

4. Stop Trying to Please Everyone

Cleaning attracts people-pleasers. We like making people happy, and it’s easy to say yes to every request. But that can destroy your margins.

Think of your services like a restaurant menu. If the chef started giving away free drinks and desserts, customers would love it—but the restaurant would go out of business.

Deliver great service, but stay within what the client is paying for. Professional boundaries protect both you and your business.

5. Don’t Discount Your Prices

Discounting teaches clients your prices are negotiable. They’re not.

If a customer says, “I didn’t use the dining room this week, can I get ten dollars off?” the answer should be no. You still prepared, traveled, and brought supplies.

Your price reflects the value of your time and expertise. Changing it on a whim tells clients your work is flexible when it shouldn’t be. Stick to your rate, and you’ll attract clients who respect it.

6. Build Systems That Save You

Systems are what keep your business running smoothly. 

A checklist ensures every cleaning is consistent, even if someone new fills in for you. A booking system prevents double scheduling. Written procedures keep everyone on the same page.

When systems run the business, you can step away without everything falling apart. That’s how you prevent burnout and build something sustainable.

7. Hire When Things Are Going Well

Most owners wait to hire until they’re overwhelmed. But that’s the worst time to bring on help.

When you’re desperate, you’ll hire the first person who says yes, even if they’re not a good fit. The best employees already have jobs and good habits.

Start recruiting before you’re buried in work. You’ll have time to train properly and choose people who match your standards.

8. Start New Employees Part-Time

Cleaning is physically demanding. Throwing a new hire into forty hours a week almost guarantees burnout.

Start with shorter shifts—four hours a day, four days a week—for the first 90 days. This gives them time to build strength and learn your process.

If they’re a good fit, they’ll naturally want more hours once they’ve built endurance and confidence.

9. People Stay for Appreciation, Not Just Pay

Most cleaners aren’t just motivated by money. Instead, many are motivated by being valued.

Make a habit of saying, “Thank you. You did a great job today.” Notice their effort and their growth. A simple word of appreciation can be worth more than a small raise.

People-pleasers thrive in environments where they feel seen and respected. When you create that culture, your turnover drops.

10. Create a Drama-Free Workplace

From day one, make it clear that your company is drama-free.

No gossip about coworkers or clients. No bringing personal problems to the job. A cleaning company should be a peaceful, safe space.

If you let drama slide, it spreads quickly. Protect your team’s mental health by setting that boundary up front.

11. Document Everything

If it’s important, write it down.

Keep copies of job postings, applications, contracts, write-ups, and any messages between you and your employees. Store everything in a shared folder so it’s easy to access.

Documentation keeps your business organized and protects you if there’s ever a dispute or misunderstanding.

12. Build Trust Through Consistency

Trust is earned when you do things the same way every time.

Have a clear process for handling keys, alarm codes, and pets. Always introduce yourself to pets during the walkthrough so they associate your scent and voice with their owner’s approval.

Be upfront about accidents. If you break something, tell the client immediately and make it right. When you’re honest, clients stop worrying and start recommending you.

13. Manage Your Time Like a Business Owner

Cleaning is only part of running your business. You also have marketing, customer service, payroll, and admin work.

If you spend an extra hour chatting with a client, that’s an hour you can’t use to manage your company.

Block your schedule, respect it, and treat every hour like it matters. Because it does.

(Pro tip: This is all 1000% easier with ZenMaid.)

14. Be Insured and Properly Trained

If you say you’re insured, make sure you actually are. You need an active certificate of insurance, not just a verbal claim.

Training matters too. Insurance companies may deny coverage if you damage something due to poor technique or misuse of products.

Know your tools, understand your chemicals, and protect yourself with proper insurance. It’s a small investment that can save you from big problems later.

15. Know the Difference Between Profit and Revenue

Revenue looks great on paper, but profit tells the real story.

Use accounting software to track what’s coming in and where it’s going. You might be surprised at how much disappears into supplies, gas, or waste.

When you know your numbers, you can make informed decisions and actually keep more of what you earn.

16. Never Stop Marketing

Marketing isn’t something you do when business is slow. It’s something you do all the time.

Think about McDonald’s or Coca-Cola—they still advertise even though everyone already knows them. That’s how they stay top of mind.

Use social media, referral programs, and even QR codes on your checklists to collect reviews. Ongoing marketing keeps your schedule full and your business growing.

17. Remember That “This Too Shall Pass”

There will be hard days. Some days you’ll question why you started your business at all. That’s normal.

Don’t make big decisions on bad days. Rest, reset, and remember that everything changes.

Longevity comes from learning to wobble without falling. Give yourself grace and keep going.

18. Live Within Your Means

Cash flow in this industry can be unpredictable.

When you have a good month, it’s tempting to splurge. Don’t. Save for slow seasons, emergencies, and payroll.

Ask yourself, “Do I need this, or do I just want it?” Wait three weeks before making big purchases. Most of the time, you’ll find you didn’t need it after all.

19. Build a Life Beyond Work

Your business should support your life, not consume it.

Join a choir, take a class, travel, spend time with family. Having something outside of cleaning keeps you balanced and fulfilled.

When your personal life is rich, your business decisions are better too.

20. Plan and Pay for Vacations in Advance

You need time off. Physically and mentally.

Schedule and pay for your vacation a year ahead. When the time comes, you’ll go because it’s already booked and paid for.

Every time I’ve done this, I’ve come back refreshed, with new ideas and energy for my business. Rest is part of the job.

21. Leave the World a Cleaner Place

At the end of the day, this business isn’t just about dust and checklists. It’s about building something that improves lives—yours, your team’s, and your clients’.

When you succeed, we all succeed. And together, we make the world a cleaner, better place to live.

QUICK TIP FROM THE AUTHOR

Simplify and enjoy your scheduling with a scheduling software made for maid services

• Have a beautiful calendar that's full but never stressful.
• Make your cleaners happy and provide all the information they need at their fingertips.
• Convert more website visitors into leads and get new cleanings in your inbox with high-converting booking forms.
• Become part of a community of 8000+ cheering maid service owners just like you.

Start your FREE ZenMaid trial today and discover the freedom and clarity that ZenMaid can bring to your maid service! Start your FREE trial today

About the Author

Angela Brown is the CEO and founder of Savvy Cleaner, a worldwide training program for cleaning business owners and professional house cleaners. She offers live coaching twice a month, plus resources to help cleaners systemize, scale, and stay sane while they grow.