{"id":17640,"date":"2026-08-18T13:11:29","date_gmt":"2026-08-18T13:11:29","guid":{"rendered":"https:\/\/www.zenmaid.com\/magazine\/?p=17640"},"modified":"2026-08-18T13:11:32","modified_gmt":"2026-08-18T13:11:32","slug":"from-700-to-13k-month-in-4-months-katie-wilsons-playbook","status":"publish","type":"post","link":"https:\/\/www.zenmaid.com\/magazine\/from-700-to-13k-month-in-4-months-katie-wilsons-playbook\/","title":{"rendered":"From $700 to $13K\/Month in 4 Months \u2014 Katie Wilson&#8217;s Playbook"},"content":{"rendered":"    <div class=\"zm-cta\">\n      <div class=\"zm-cta__head\">\n        <div>\n          <div class=\"zm-cta__eyebrow\">ZenMaid<\/div>\n          <h2 class=\"zm-cta__title\">Brought to you by <em>expert cleaning business owners<\/em><\/h2>\n        <\/div>\n        <img decoding=\"async\" class=\"zm-cta__mark\" src=\"https:\/\/www.zenmaid.com\/magazine\/wp-content\/themes\/zm-theme\/assets\/images\/zenmaid-logo.png\" alt=\"ZenMaid logo\">\n      <\/div>\n\n      <div class=\"zm-cta__list\">\n        <div class=\"zm-cta__item\">\n          <svg viewBox=\"0 0 24 24\" width=\"21\" height=\"21\" fill=\"none\" stroke=\"#01676c\" stroke-width=\"3\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><path d=\"M20 6 9 17l-5-5\"><\/path><\/svg>\n          <p><strong>Tips and advice shared here have helped us grow our own maid services.<\/strong> The ZenMaid team currently has 5+ current and former cleaning business owners on our team, including our Founder and CEO, Amar. We&rsquo;ve been in the maid service industry for 10+ years and counting.<\/p>\n        <\/div>\n        <div class=\"zm-cta__item\">\n          <svg viewBox=\"0 0 24 24\" width=\"21\" height=\"21\" fill=\"none\" stroke=\"#01676c\" stroke-width=\"3\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><path d=\"M20 6 9 17l-5-5\"><\/path><\/svg>\n          <p><strong>We partner with amazing leaders in the cleaning industry,<\/strong> including Debbie Sardone, Stephanie Pipkin, Angela Brown, Chris Schwab, and many more &mdash; all to provide you with the latest industry insights.<\/p>\n        <\/div>\n        <div class=\"zm-cta__item\">\n          <svg viewBox=\"0 0 24 24\" width=\"21\" height=\"21\" fill=\"none\" stroke=\"#01676c\" stroke-width=\"3\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><path d=\"M20 6 9 17l-5-5\"><\/path><\/svg>\n          <p><strong>We&rsquo;ve built the easiest-to-use, comprehensive cleaning business software, built specifically for the industry!<\/strong><\/p>\n        <\/div>\n      <\/div>\n\n      <div class=\"zm-cta__actions\">\n        <a class=\"zm-cta__btn\" href=\"https:\/\/www.zenmaid.com\/\">Check out ZenMaid<\/a>\n        <div class=\"zm-cta__chip\"><span><\/span>Easy 5 minute setup<\/div>\n      <\/div>\n    <\/div>\n    \n\n\n\n<p class=\"wp-block-paragraph\">Listen on: <a href=\"https:\/\/podcasts.apple.com\/us\/podcast\/166-from-%24700-to-%2413k-month-in-4-months-katie-wilsons\/id1791590022?i=1000784092208\">Apple Podcasts<\/a>, <a href=\"https:\/\/open.spotify.com\/episode\/2KQNsSGce0hs9Z2IUmqhWs?si=1d2e79a27fe844ba\">Spotify<\/a>, or <a href=\"https:\/\/www.youtube.com\/watch?v=AIsBUIbdAuU&amp;lc=UgzskgNKsRKtB5RY3eF4AaABAg\">YouTube<\/a><\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-rich is-provider-spotify wp-block-embed-spotify wp-embed-aspect-21-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"Spotify Embed: #166: From $700 to $13K\/Month in 4 Months \u2014 Katie Wilson&amp;apos;s Playbook\" style=\"border-radius: 12px\" width=\"100%\" height=\"152\" frameborder=\"0\" allowfullscreen allow=\"autoplay; clipboard-write; encrypted-media; fullscreen; picture-in-picture\" loading=\"lazy\" src=\"https:\/\/open.spotify.com\/embed\/episode\/2KQNsSGce0hs9Z2IUmqhWs?si=1d2e79a27fe844ba&amp;utm_source=oembed\"><\/iframe>\n<\/div><\/figure>\n\n\n\n<h2 id=\"heading-1\" class=\"wp-block-heading\">Introduction<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Hello everyone. Welcome or welcome back to the Filthy Rich Cleaners podcast. I am your host, Stephanie from Serene Clean, and today&#8217;s fabulous guest is Ms. Katie Wilson. She&#8217;s actually a consulting client of mine. I&#8217;ve had a couple of calls with her and I was like, &#8220;Katie, I need you on this podcast. Get on here because you are going to be so inspirational.&#8221; This woman is an absolute powerhouse, guys. She has four children. She lives in Wichita, Kansas. She came from a background that has nothing to do with cleaning. This is going to be a conversation slash a little consulting vibe for you guys. Katie, without further ado, thank you for joining me.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yes. Thank you for having me. I&#8217;m so excited to be here.<\/p>\n\n\n\n<h2 id=\"heading-2\" class=\"wp-block-heading\">From banking and car sales to cleaning<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Heck yeah. Katie, what did you do before you did your cleaning business? Do tell.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yes. I had a very long career in banking and sales. I spent about five years in the car business as well, but it was on the finance side. I was a finance manager in the car business. Lots and lots of sales experience, but way different than the cleaning industry. However, many of my sales skills I&#8217;m finding really just translate into what it means to be a cleaning business owner, because my goal was never to be a cleaner. My goal was always to run the business. I&#8217;m putting those skills to work.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> When did you open your cleaning business?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> We&#8217;ve been taking paying customers since February of this year, so right at six months now.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Very exciting. A brand new business. Guys, this is one of the reasons I asked Katie to be on, because she just hit the ground running. She&#8217;s been trying out so much, experimenting, and doing a lot of cool things. I&#8217;d love to just give some of your highlights of what you think has been working really well. I know the last time we met was a few months ago. If you want to just give a little synopsis of how things are going.<\/p>\n\n\n\n<h2 id=\"heading-3\" class=\"wp-block-heading\">Six months in: the revenue numbers<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah. I would say we took off right away. So when we first started, I was still working my full-time job. That first month of February, we only did $700. It was very minimal. Then the following month in March, we did about $3,000 in sales. I decided if I was going to really do this, I needed to quit my full-time job and just focus solely on the business. May was our best month. No, I&#8217;m sorry. June was our best month. We were at $13,000 in revenue.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah, so that was pretty exciting. That was really cool. It was very stressful because cleaners, obviously, having cleaners ready to go and trained and doing a good job, that&#8217;s always the hardest part. Doing the group interviews and all of the things to get that going. I took all of your advice. Of course, before I did any consulting with you, I purchased all of your bundles and got some things organized and had the bones of the business in place. That was so helpful, having your checklists and just having all of that stuff ready and working and not having to really figure those things out. So that was so helpful to us. It allowed me to really focus on just the two pieces, like the sales and the cleaners. So those things went super well. Now, not without all of the challenges, of course, because then you have cleaners that quit and cleaners that do dumb things and all of those things. So we&#8217;ve been through it. We&#8217;ve definitely been through it.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I&#8217;m sure all of our \u2014 first off, thank you, of course, for plugging my stuff. Link in the description, guys, if you want to buy any of my shit. No pressure. Do it. But it&#8217;s so true. I try not to reinvent the wheel. Obviously, with AI, we all have a lot more advantages because of that, but so does everybody else. So it is important to have a good eye for these types of things, and don&#8217;t just blindly follow whatever ChatGPT is telling you, guys. I do think a lot of our listeners are probably wondering, how have you been getting clients? Because obviously, like you said, things have been taking off really quickly. Can you dive in a little bit? Where are these clients coming from?<\/p>\n\n\n\n<h2 id=\"heading-4\" class=\"wp-block-heading\">Google LSA and answering leads fast<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah. So it was actually after our first consulting call and you told me, &#8220;You need to get set up on Google LSA.&#8221; And I was like, &#8220;Wait, what? What is Google LSA?&#8221; I knew what the Google \u2014 I had my Google Business Profile, but I had no idea what LSA was. And so that for me was a game changer. So Google LSA are very high-intent leads. And so when you&#8217;ve optimized your profile and you have Google reviews and you&#8217;re updating your posts and you&#8217;re doing all of the things that you should be doing, then when you set up your LSA account and you start getting leads, those leads, when they call you, if you answer your leads quickly, you have a really high likelihood of booking that customer. So for me, that was the biggest thing, was getting that up and going. And that changed everything for us.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Do you have a particular budget set, or \u2014 I can&#8217;t remember, is LSA \u2014 let&#8217;s see, it charges per lead, correct?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> It does. Yeah. So it charges you per lead. You might get messages, or you&#8217;d get phone calls. Phone calls cost more than messages because your close rate is going to be a lot higher on a phone call than it would be on a message. But last night even, I was like 8:45 at night and one came in and I answered it. And so we booked a $700 clean.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Hell yeah.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah. It was like 9 o&#8217;clock at night. I was like, &#8220;Cool. Let&#8217;s go.&#8221; But yes, they do charge per lead. But honestly, I would rather charge \u2014 or be charged \u2014 per lead than per click. That was a mistake that I made really early before I knew about Google LSA, is I tried the pay-per-click on Google. And I spent an absurd amount of money on something that got me nothing. So I would much rather \u2014 I would recommend doing the Google LSA rather than any pay-per-click any day.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I can totally attest. We&#8217;ve had that same experience. I used to do pay-per-click and it just felt like it didn&#8217;t amount to anything. Where, like you said, people, if they are searching, any Google lead is probably more likely to book than like a Facebook lead. I guess I would argue word of mouth leads are probably going to be the highest close rate, but then closely followed by Google because they&#8217;re actively searching. And then if they, like you said, if they call, they&#8217;re hungry for cleaning, guys, and we need to feed them. And that means answer the damn phone when they call.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Absolutely. If you do not answer the phone, then you might as well just burn your money, because I mean, they&#8217;re just going to go find somebody else. But if you&#8217;re able to answer those leads and you&#8217;re able to be responsive and give them the information that they&#8217;re looking for, nine times out of 10, you can close that customer.<\/p>\n\n\n\n<h2 id=\"heading-5\" class=\"wp-block-heading\">Free cleans got the flywheel spinning<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> And I will say, the Google LSA was awesome. But my very first customers that I got were actually from advice that you gave on your podcast, which was to do free cleans first. And so that was the number one thing that I did in the very beginning, is that I had a group of girls that are all part of my little network. And I just offered to do some free cleans, kind of like how you started your company. And that was how I learned how to clean. That was how I got my first Google reviews. And so that kind of just got the flywheel spinning so that I could get some referrals. And then once I did have my LSA set up, I already had reviews in there. So it made a big difference. It helped with that trust, the proof, the social proof that you need whenever you&#8217;re getting those leads.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, obviously, you know, I beat that dead horse. We&#8217;re beating it again. But free cleans, when you guys are starting out, they&#8217;re valuable for about seven different reasons. It&#8217;s not just getting your name out there. But that practice is so valuable \u2014 figuring out your speed, how to use different tools and move through a house, right? Because if we&#8217;ve never cleaned before professionally, it&#8217;s very different than cleaning our house where we&#8217;re getting distracted and doing laundry and doing your decluttering, all of that stuff, right? So being able to move through systematically, this is a very low pressure way to learn, right, is a free cleaning. So I see it well worth the investment. And here, Katie, you&#8217;re attesting to that as well. So it sounds like that really helped you take off quickly. And I know the last time that we met, we talked a lot about pricing. Do you care if we go a little bit into that?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah, we can talk about that for sure.<\/p>\n\n\n\n<h2 id=\"heading-6\" class=\"wp-block-heading\">Production rates and knowing your numbers<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Okay. So like I mentioned, guys, Katie is in Wichita, Kansas. And just so you know, from a location perspective, one of the things that we talked about was basically low production rates and doing production rate auditing. So we started actually calculating numbers. So can you talk a little bit more about what the impact of knowing your numbers has been? What kind of takeaways have you had from that situation?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah, so understanding our production rates has been really, really important. So it did a few things. So it obviously helped me to price things a lot better, because then I knew exactly how much time that we should be spending in a house. It also helped me to kind of compare. I knew what your production rates were based on some of the things you said in the podcast, and then also some of the things that you have in your bundles. And so when I was thinking about a deep clean being like 150 square foot per hour, I&#8217;m like, okay, are we anywhere close to that? And so I was able to go back and really look and see, because we work in teams. And so I was able to see which teams were working at the production rates that were kind of, you know, like average, and which associates were just slower. And so that really helped me to have conversations with those teammates.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> It also helped me to make scheduling make sense, because at certain points when I had new techs, I would just put people on \u2014 I would put like four people on a clean and be like, okay, well, we&#8217;re gonna do like a training day or something, and we&#8217;re gonna just figure it out. We&#8217;re just gonna see. And it was a hot mess. It was a hot mess.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Like, why? Why was it a hot mess?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> There was too many cooks in the kitchen. And you know, what is Profit First \u2014 I know you&#8217;ve read that book, and you talk about that a lot. But it&#8217;s like the toothpaste analogy. And I feel like when you&#8217;re cleaning, it&#8217;s the same thing. If you pay your technicians hourly, or if you schedule your technicians to go to a certain point, they&#8217;re gonna think, okay, well, I&#8217;ve got this whole day, I am going to use all the time that I have, because I&#8217;ve got a full tube of toothpaste. Whereas if you were to schedule them for less time and put a little bit of pressure on them to perform at the scheduled amount of time that it should be, they&#8217;re gonna be like, I don&#8217;t have a lot of toothpaste, I should go faster.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yes.<\/p>\n\n\n\n<h2 id=\"heading-7\" class=\"wp-block-heading\">Catching time theft with GPS clock-ins<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> So yeah, so that really helped. Kind of a side effect, I would also say, is that I had one technician who \u2014 when I did my audits, I was also looking at their clock in and clock out times. And I was looking to see what was going on with all of that and looking at their GPS locations. And I actually found that I had somebody who was clocking out from home.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, time theft.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> So we had to let that person go, unfortunately. But yeah, it was great that I sat down and I did those audits. And I found that and was able to kind of nip that in the bud real quick. And we&#8217;re better for it.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, I&#8217;m really excited about some of the stuff coming out for ZenMaid \u2014 is basically anomaly detection is what we&#8217;re describing. And that&#8217;s going to be in the AI tool, of literally calling out, hey, might want to look into this, because something&#8217;s not \u2014 you know, it may not be that, maybe they forgot to clock out or whatever, but just to call our attention to it, because it&#8217;s there. So yeah, things like that, of being able to manage. So I&#8217;m really excited about that.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> And backing up a little bit, guys, what Katie is saying is that she had a scheduling software from the beginning of her business, right? Like pretty \u2014 I mean, from day one, or pretty soon after day one.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Day one. Day one. Yeah, before day one.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, this is \u2014 we got a future Stephanie on our hands, Miss Katie, because I&#8217;ve been a ZenMaid customer since day one. And that was long before I ever started working with them. And what Katie is talking about, that time theft, the only way you guys are going to catch this is if they are required to clock in with GPS tracking. That is the only way. I know a lot of you guys who are using even a scheduling software, but you&#8217;re letting them just not clock in, or just forget to do it or whatever. It&#8217;s like, this is such a big deal. Because why? Why are you not clocking in? What&#8217;s going on? Because if you&#8217;re not doing anything shady, you should have no problem clocking in and out, because that&#8217;s what you do in every single job ever that you&#8217;re paid hourly for. So yeah, and even if you&#8217;re salaried, you still gotta be there when you say you&#8217;re gonna be there, kind of thing.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Well, and it was very obvious that it was intentional, because it was like everything was fine for weeks and weeks and weeks. And then suddenly it started happening regularly. And she even told on herself too, because \u2014 we don&#8217;t have an office, we have a storage facility. And so she told me one time, she&#8217;s like, yeah, I made a mistake and I couldn&#8217;t go into the storage unit or something. So I just drove over to the storage and drove around the unit, because I got lost. And she had this whole story or whatever. And then she told me that \u2014 what was it \u2014 her brother told her that she should just go to the storage unit just to get extra mileage and all this stuff. And I was like, okay, whatever. Yeah, it was crazy.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Oh my gosh, don&#8217;t you just love when shit like that happens and they tell on themselves? As you guys know, if you&#8217;re an avid listener, my very first employee did time theft, they did exactly that. And so having the clock-in feature, it&#8217;s so, so valuable. So even if you guys don&#8217;t use ZenMaid, just a scheduling software that allows you to see where they are \u2014 it doesn&#8217;t get you all the way, meaning you don&#8217;t know that they did all the work properly, right? No scheduling software can do that for you. However, at least they are physically there at the job site when they say they&#8217;re supposed to be.<\/p>\n\n\n\n<h2 id=\"heading-8\" class=\"wp-block-heading\">Before and after photos as a quality check<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> We kind of do even take it like a little step further, I would say, because we had a couple of complaints too early on. And I&#8217;m probably a lot like you, where I was psycho about quality and just making sure that we were doing everything right. And so I have a rule now. And they probably hate me for it. But it covers their butts, and it covers me and everything. So basically, when they get into the clean, they do a walkthrough, and they&#8217;re looking for damage on the initial walkthrough. And so they&#8217;re taking pictures of the damage in ZenMaid. And then they are also, when they start the clean, they&#8217;re taking pictures in each area, and they&#8217;re doing before and afters. And when we do our QCs, we score their QCs. And so they lose points if they don&#8217;t have the before and after pictures. So that can actually affect their bonuses. So that&#8217;s something that we started implementing kind of as all that stuff was happening. And it&#8217;s made a big difference. And it&#8217;s also helped with quality just overall, because now they know, like, well, shoot, they&#8217;re checking.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> So I think especially early on, it&#8217;s okay to do things \u2014 I mean, it&#8217;s okay to do it at any time, but especially when you do not have the capacity to have a really robust in-person quality check system, this will help. Doing things like this helps you fill that gap just so you have something to point to, right? And especially when it comes to damage, that is something all of our staff are supposed to be doing, is walking through documenting damage before you start a clean, because you want that timestamp. Because otherwise, they could be like, well, yeah, they took a picture, but they still broke it. So we want that timestamp, like this happened at the beginning.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> And it doesn&#8217;t mean it&#8217;s going to be perfect. I am currently paying a $2,000 bill today \u2014 no, yesterday, we paid it \u2014 for a sink that I do not think my cleaners fucked up. But we don&#8217;t like it. So yeah, I&#8217;ll make an episode about that once it&#8217;s closed and that client is off the books. There was a lot of strategy discussion today. But it&#8217;s not foolproof, guys. Even us, we have to pay bullshit. But just that documentation process, like putting something in place \u2014 I love to hear it.<\/p>\n\n\n\n<h2 id=\"heading-9\" class=\"wp-block-heading\">Losing three cleaners in 48 hours<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Okay, talk to me about staffing. Let&#8217;s talk about how that&#8217;s been going.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> I know. Yes, no, it&#8217;s \u2014 we, it&#8217;s peaks and valleys, you know. So we went through, we had that record month in June. And then we had the craziest thing. So we were up to five staff members \u2014 five cleaners, I should say. And in the course of like 48 hours, I had one girl on vacation while this all happened too. So I had one girl on vacation, and then I had the girl I had to fire for the time theft. And then I had another girl that just quit. She just quit. And so that left an entire week of cleans where I had to step in and I had to clean. And I had one other person who is very part time, like she only works until like one o&#8217;clock each day. So it was wild, so very little help. And so of course, then I just turned everything off because I was like, well, I can&#8217;t even answer these leads. So it was a vicious cycle where it was like, okay, I can&#8217;t answer the leads. I also am so busy cleaning that I have a really hard time scheduling interviews. And so it took me a minute to get everything going again. So we had a rough month in July.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> But I have since course corrected. And so we now are up to eight cleaners.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Wow.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Like, I just rapid fire started hiring. And I did change things a little bit with my process.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I was so excited to talk about this because I read it on your intake. I&#8217;m like, that&#8217;s such a cool idea.<\/p>\n\n\n\n<h2 id=\"heading-10\" class=\"wp-block-heading\">Replacing group interviews with a Loom video<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah, so we&#8217;ve changed it a couple times since then. But yeah, so I did a Loom. So I basically just did the normal what I would do as my group interview, and instead I recorded a Loom. And so it&#8217;s just the slides that I would have done during those group interviews. And instead of me having to take time out of my day and do all of those things, now the first thing that I do when somebody applies is I send them the Loom, that way they can see exactly what to expect with the role. And if they&#8217;re still interested in moving forward in the hiring process, then we ask them to send us their references. And that&#8217;s in the Loom too. So again, it kind of has all those same checks as far as like, are you following instructions? Are you doing all the things that we want from you? And if you&#8217;re not, then we just move on.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> And I also created an assessment that we were using for a little while. I created it through Claude. And so the assessment just kind of gave me different things about like how they might fit into our team and what type of personality they have, and just all these different things. I stopped administering the assessment because I felt like it was maybe weeding people out too fast. And instead, I decided to just start doing phone interviews after. So if they can send us the references, I just pick up the phone and I kind of treat it like speed to lead, like the same way that I would with our client funnel. The hiring funnel is done exactly the same way. So we have them watch the video, send the references, and then we either schedule a time to do a phone screen, or I just pick up the phone as soon as it comes in, see if they have a minute. And so that was how I was able to get so many people hired so fast. It was literally just the urgency, just acting with urgency and not letting them sit. That was the biggest difference.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I really like this, because what you just experienced this past month is something that many, many listeners are experiencing over and over and over again. And I of course have experienced it myself, of like, when it rains, it pours, right? I&#8217;m sure there&#8217;s somebody nodding their head right now because they&#8217;re dealing with it too, of all of a sudden you&#8217;re pulled back fully into the field. And like you said, everything else has to grind to a halt or be done very, very poorly, right? And especially if you&#8217;re stuck there for a while, because it&#8217;s like, I don&#8217;t got any staff, what do I do here?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> So I really love the idea of, instead of doing the group interview, putting this into place, so it is fairly automated. It&#8217;s saving you time when you have to be in the field, right? And even outside of it, I think it&#8217;s a good idea. I&#8217;m definitely gonna bring it up to Crystal, my HR manager, and see what she thinks. I think she&#8217;ll still want to do the group interview in person, because it tests them \u2014 can they show up when they say they&#8217;re going to, and what do they show up like? Are they sitting there in potato chips, like in sweatpants and like their phone like this, because we totally have had people like that. So I think it&#8217;s still valuable. However, I think this is a really, really, really good replacement for any of you guys listening that are like, I am at max, I need to hire but I have no time for interviews or managing or anything like this. So I love this.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> And so for those of you not familiar with Loom, I&#8217;ve talked about it before. It&#8217;s literally just a screen recording program, just Google L-O-O-M. I use it all the time. And it&#8217;s amazing. So literally just do a presentation, basically, is what you&#8217;re saying, Katie. And so you send that to them in the Indeed messages, and then just wait for them to send the references. That&#8217;s kind of how that works.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah, I think the way we have it actually is, there&#8217;s a little \u2014 it says &#8220;prism,&#8221; because our business name is PrismPro Cleaning Solutions. And so they have to send back the word &#8220;prism.&#8221; And then they have to send their references. And as long as they&#8217;ve done both of those things, then we will call them or we will schedule a phone interview with them. And as long as they pass the phone screen, then we will schedule them for an in-person interview. So that for us kind of does the filtering for us. And that way, we&#8217;re only doing in-person interviews with the people who we know can follow instructions.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> That&#8217;s a good idea. I think I really like this. This is awesome. Teaching the teacher here. I&#8217;m gonna steal this idea. This is really good. Because like you said, as long as we&#8217;re still having that secondary interview, you&#8217;re still able to filter. It&#8217;s already doing the filtering, other than just seeing them \u2014 but can they follow instructions? I like this. I like this. I need to marinate on this. But everybody, this is a really good idea. I really like this. This was so smart, Katie. Bravo.<\/p>\n\n\n\n<h2 id=\"heading-11\" class=\"wp-block-heading\">Training eight new cleaners<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> So talk to me about training, training all these people. What are you doing with that?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> I mean, well, so for the very first time, I let people that I employ into my own home. That was a stretch for me. That was something that I really wanted separation from in the beginning. But given that we had turned off ads, and we just didn&#8217;t have enough slots to fill \u2014 I had reached out to a couple people that I&#8217;d done some free cleaning for before. We also signed up for Cleaning For A Reason. So I reached out to Cheryl and got some things scheduled through that. I was like, hey, we&#8217;ve only gotten like one patient in the last month, can you send us some more? And so she was able to get us one more patient. And so we got those two on the books pretty quick succession. So then I opened up my house.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> And then I have an in-field manager. Her name&#8217;s Ellie. She&#8217;s amazing. She&#8217;s been with me since day one. She&#8217;s very part time because she had a surgery. And I did not want to lose her. She had been in the military for like 15 years. And she&#8217;s very steady, very stable, very smart, can execute anything I asked her to do. And so I was like, well, I want to keep you, do anything that I can. So I kind of just have her do anything I need. And so I had her \u2014 she&#8217;s opened up her house as well. So we&#8217;ve got some training going on actually this week at her house as well.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> And yeah, so we&#8217;ve filled slots, we&#8217;ve gotten a lot more booked as well. Like I said, this next couple of weeks, we have a lot more on the schedule. And I have another girl who&#8217;s been with me since May. She&#8217;s awesome. And I just started paying her a little bit of extra, like $20 a day for training, just to kind of like, let&#8217;s just see. She&#8217;s my fastest cleaner. She&#8217;s my most consistent cleaner. She&#8217;s never called in, never been late. She&#8217;s fantastic. And so I asked her, like, would you like to step in and help with the training? And she&#8217;s one of those people who \u2014 she&#8217;s pretty, like, you won&#8217;t know if she&#8217;s enjoying something or not. You won&#8217;t get a read on her. And then as soon as I was like, do you want to do this? She was like, absolutely, I would love to help with this. This sounds amazing. And I was like, okay, now I know she wants more responsibility. And so I was able to kind of put some of that on her plate. And so yeah, I&#8217;m just trying to spread it out a little bit and just make sure everybody gets all the training that they possibly could get. And the trainees are doubling up, and kind of what you learned at the Hormozi conference, and just kind of taking some of that and just trying to apply it in my business too.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I love that. Gosh, so many. Yeah, this thing is just like cooking, hot business, Katie. Oh, my goodness. This is so exciting. It&#8217;s just going fast. Everything you&#8217;re saying, it just reminds me so much of the whirlwind of it all. I&#8217;m like, ah, the good old days. It&#8217;s a very exciting time.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> I&#8217;m just gonna look back. Yeah, I&#8217;m just gonna be like, what happened?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, you&#8217;ll be sitting with like a cigarette. Not that I smoke, but like, yeah, those were the good old days when I had energy.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Oh, my God. I don&#8217;t really have any. I&#8217;m like, I don&#8217;t know what&#8217;s going on.<\/p>\n\n\n\n<h2 id=\"heading-12\" class=\"wp-block-heading\">Four kids and a brand new business<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I know. But every time I talk to any of you guys that have even one child, but like multiple, I&#8217;m like, how the fuck? How are you doing this? I got pets. And some days I&#8217;m just destroyed. It&#8217;s wild.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> It&#8217;s wild. And our kids are like all over the board with their ages. Like our oldest is 16. And then we have an 11 year old, we have a three year old, and we have a one year old. So we&#8217;re all over the map. Things are crazy.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Let&#8217;s dig into that a little bit. I&#8217;d love for you to share, how are you logistically making that happen? I would actually \u2014 if you haven&#8217;t watched Leila Hormozi&#8217;s newest videos, because she&#8217;s pregnant, they are great, because she&#8217;s answering a lot of questions on like, how are you going to manage this, and really just being like, well, there&#8217;s no such thing as life balance, really, is kind of the answer.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah. So essentially, the littles go to daycare during the daytime, and then it&#8217;s summertime, so the big kids are home for summer. They&#8217;re about to go back to school. But they&#8217;re self sufficient, they can take care of themselves during the day, so they don&#8217;t need us. But in the evenings, I do make sure that I have time for the kids. So from the hours of like five to nine, that is family time. So we definitely carve out that time. And then pretty much from nine to midnight, I&#8217;m working on the business. Pretty much. And maybe sometimes even later \u2014 like last night, I think it was closer to one.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> But I think you&#8217;ve talked about this on the podcast before, you know, it was the 4am mornings. Yeah, that&#8217;s what it was. And it&#8217;s not for everyone. Not every person is going to have that same drive or that same motivation, and they&#8217;re not going to want that for their lives. And that&#8217;s okay. And for me, I had a lot of different seasons where I was dedicated to just my family and just working on being the stability and having that nine to five. But I&#8217;m in a different season of my life. And it&#8217;s just dedication. And again, you sent me down the Hormozi trail. This is your fault.<\/p>\n\n\n\n<h2 id=\"heading-13\" class=\"wp-block-heading\">What business ownership actually costs<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yes, I&#8217;ll take the blame. Because yeah, I mean, it really \u2014 I feel like there&#8217;s just so much when it comes to the mentality. And I&#8217;m really glad that you&#8217;re being so candid. And it&#8217;s not this badass, tough exterior. We&#8217;re just saying the reality is that everybody listening, we get to choose how much we&#8217;re going to do with this. And at the end of the day, most small businesses fail, most people shouldn&#8217;t own businesses. And that is not me being high and mighty. That is \u2014 go look at the statistics. That&#8217;s what the facts of the matter are. This is not for everybody. It&#8217;s not for most people. And that&#8217;s because it fucking sucks.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Most of the time. Honestly, in the beginning, it is so hard. Like you feel like you fix one problem, and then like 12 pop up.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, absolutely. Yeah, you&#8217;re working on how to make something better. Exactly, like a process improvement. And I think it&#8217;s really important to be candid. It&#8217;s like, what does reality actually look like? Because I think everybody, we get really attracted to whatever the end goal is. I know for a lot of people, it&#8217;s like, oh, Stephanie, I want to be like you when I grow up, because they see my life now. And it&#8217;s like, this is not how it was. I know I am very, very, very privileged. I am very lucky and blessed and all of these things. But I can look back and say, hey, younger Stephanie, thank you very much for doing what you did, because now I get to do this and enjoy this. And every single person can have that. I truly believe that our industry has the capacity to make that happen for everybody. But you can&#8217;t skip over the shitty part, right? And I don&#8217;t want to say your life is shitty, Katie, I&#8217;m not saying that. I&#8217;m saying you are doing a very difficult thing right now. You are sacrificing your time and your rest, right? You&#8217;re sacrificing a lot of things to make this happen right now.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yep, absolutely. Yeah, it&#8217;s definitely not an easy journey. But it&#8217;s very rewarding. And actually, back to Hormozi, it&#8217;s not about the destination, it really is about the journey. Going through it \u2014 like I wouldn&#8217;t do it if a part of me didn&#8217;t enjoy the hard parts, right? Because those are the things that grow you as a person. Those are the things that when you look back, each thing that I&#8217;ve done where I&#8217;ve made it to the other side of something that was really hard, in that moment, yeah, it was hard, but I learned a lot. And that growth, that&#8217;s what it&#8217;s all about. That&#8217;s all it really is. And that was why I wanted to start a business in the first place, because I wanted to challenge myself. And I wanted to see what I was capable of, quite frankly. And so the journey is never really over. And as long as you have that mindset, I think you&#8217;ll go a lot further than somebody who&#8217;s always looking at, well, I want to be like Stephanie. If you&#8217;re only focused on the goal, then the middle part isn&#8217;t gonna feel good.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah. And I really agree with that self development side of it. I&#8217;m so confident in myself because of the whole competence breeds confidence. I just always come back to that, of like, anytime I&#8217;m not feeling confident in something, it&#8217;s because I haven&#8217;t practiced the thing enough. Because you just have to go do it, you need to fail, you need to try it again. And then you start getting the hang of it. And then you start feeling good about yourself. And then you start to apply it to other areas of your life, like, well, I know I did that hard thing.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> So unfortunately, it&#8217;s like crazy blind confidence now. Like Fourth of July weekend, I tried to do a backflip off of the dock of my boyfriend&#8217;s family house into a river in front of his whole family, mind you. I&#8217;ve never done a backflip in my fucking life. So I belly flopped in front of his whole family. I bruised my entire leg. It was bruised for a week. So unfortunately, I am stupidly confident. I&#8217;m like, yeah, I got it, I can do it.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Mess up your face.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, so that was the previous month. Actually, no, that was in May. On my 30th birthday, I went down the cop slide in Boston and I slammed my face into the side of it and I gave myself a black eye. So yeah, it&#8217;s kind of becoming a problem. Like, somebody stop me. Somebody tell me, Stephanie, you can&#8217;t do everything you think you can do. So be warned, guys, business ownership \u2014 if you do it good, it may make you stupidly confident. So stay tuned for the next injuries.<\/p>\n\n\n\n<h2 id=\"heading-14\" class=\"wp-block-heading\">The closing problem after raising prices<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> But I want to know, Katie, what&#8217;s been still hiccups for you? Let&#8217;s transition a little bit into, what are the problems? I just want to see if there&#8217;s anything I can help with.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah, so I would say now it&#8217;s transitioned to sales. And so now that we have all these cleaners, I have all these open spots. And so the panic starts to bubble up, like, okay, I&#8217;ve got to fill their schedules, because the last thing I want to do is lose the cleaners that I just got because I can&#8217;t give them hours, right? And so I would say the thing that I&#8217;ve been struggling with \u2014 and I&#8217;m hoping I&#8217;ve kind of started to \u2014 we used to call it in the car business, we used to call it like a slump buster. So it&#8217;s like where you can&#8217;t close, can&#8217;t close, can&#8217;t close. And then you get one that you close and you&#8217;re like, okay, that&#8217;s my slump buster. And now you just start closing deals. And that kind of started to happen. So I&#8217;m like, okay. And again, it is kind of that confidence. You do have to have that confidence when you&#8217;re talking to customers and you&#8217;re selling and you&#8217;re trying to overcome those objections. But you can&#8217;t be so pushy that it scares them away, right? And so I think when you&#8217;re trying to fill schedules, you can come off as too pushy and so desperate.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Absolutely. It&#8217;s a whole other thing when you&#8217;re like, sorry, I don&#8217;t have any openings.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> But yeah, in this case, it&#8217;s definitely like, okay, I&#8217;ve got to make sure that I have everything firing on all cylinders. I cannot be in the field, because otherwise I can&#8217;t be answering leads. So that&#8217;s \u2014 now we&#8217;re the teeter totter, you know.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah. It&#8217;s a pendulum swinging between the two, which it always will vacillate a bit, I find. I&#8217;m curious, all of these new folks that you brought on, is it a variety of part time, full time? Are some people needing full time hours? What does that look like on their requirements?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah. So we hire part time. We always tell everybody like you could get as little as 10 hours a week, up to 30 hours a week. And so we do what you do, which is the static availability. And so they give us their availability and then we can schedule them at any time in that availability up to like the night before. And so we do let them know that. And so they&#8217;re all well aware of how the scheduling works. And so we don&#8217;t have anybody that&#8217;s full time. The closest to full time we have would be our tech that, like I said, she&#8217;s like our fastest tech that&#8217;s doing the training now. And so the way that now that we have so many people, we kind of have like a priority list of who needs the most hours, who has proven themselves. And so we schedule them first and we just go down the line. So that&#8217;s kind of how we do it.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Okay. Cool. Talk to me about what close rate is right now for your leads. Because the reason I want to know is, is this a &#8220;you need more leads&#8221; problem or a &#8220;you have a closing&#8221; problem?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> So right now I have a closing problem. And here&#8217;s why. I will say we&#8217;ve raised prices. So we were probably close to 80 percent close rate when our prices were really low. And then once we raised our prices, we&#8217;re closer around like 20 to 30 percent right now. And this is very new. So I mentioned to you before that we joined a program. So we&#8217;re going through this whole revamp of how we&#8217;re doing pricing and how we&#8217;re doing some of our ad strategy. And we&#8217;ve implemented GoHighLevel. And so we have just a lot of different things in place now that we didn&#8217;t have before. And so I&#8217;m really starting to learn the system. And so there&#8217;s been some hiccups, I would say, in learning the new sales scripts and understanding how to handle these specific objections and things like that. And then again, with raising our prices, that combination, I think, has made it more challenging. But at the same time, I&#8217;m okay with a lower close rate with a higher price, because that&#8217;s ideal, right? Like we would much rather sell for more and sell less of it. I don&#8217;t want to have 20 cleans in a week that are all at like $30 an hour.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, no, 100 percent. This whole year, our close rate \u2014 I think it&#8217;s at 32 percent. We&#8217;ve raised rates to the highest we have. I mean, I know that I should be aiming for 50 percent. Of course, we are working on our close rate. We are focusing on it. But almost all of the ones that do close are turning to reoccurring, which I love. And also, like you just said, they&#8217;re all at higher prices. So I&#8217;m like, we&#8217;re still making more money. So I think it&#8217;s important to know these numbers. But also, like you said, if we want to be high price, it&#8217;s probably going to go down, and there&#8217;s things you can do to improve it. Of course, I&#8217;m not saying, well, it&#8217;s fine. Nothing&#8217;s ever fine. But I just wanted to reassure that when you raise prices, you might get a dip, which clearly you&#8217;re experiencing.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah. And it&#8217;s definitely tempting to be like, okay, well, we&#8217;re not closing at as high of a rate and I need to get hours. And so it&#8217;s very tempting to be like, well, we&#8217;ll just lower the rate and then that way we can at least get hours. But what if somebody leaves? And then we&#8217;re back in that cycle again. And then there&#8217;s all the other things that come with that. It&#8217;s like being able to provide that great quality service that we want to promise to our customers. And if we&#8217;re not able to pay our technicians enough, or if we&#8217;re not able to show up when we say we&#8217;re going to show up, then we&#8217;re going to lose those recurring customers that we just worked so hard to get. So yeah, it definitely takes some dedication and takes some willpower, I&#8217;d say, to not give in to that temptation.<\/p>\n\n\n\n<h2 id=\"heading-15\" class=\"wp-block-heading\">Offers, Facebook ads, and lead management<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Are you doing any type of offers or anything? I can&#8217;t remember if you have anything in place. What does that look like?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah. So we just switched. So I was using your offer of the 50 percent off of the second clean, and we were requiring them to sign up for recurring services to do so. However, we just recently switched. And so now we did start using Facebook ads for the very first time. I just ran our very first one. And so we have a free cleaning voucher. And the free cleaning voucher is basically they can pick between like a refrigerator interior clean or an oven interior clean with a deep clean. And then we try to convert them from the free cleaning voucher into recurring services. And if they do that instead, they get 20 percent off of the initial deep clean and 20 percent off of the recurring services. So yeah, that&#8217;s the offer right now.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Just make sure it&#8217;s very, very, very clear with that. And the reason \u2014 I have known many people who have gone through this particular offer program that have had some legal trouble with that offer being improperly stated and coming across like a free cleaning, a free house cleaning. So I&#8217;m just giving you this fair warning of, make sure it&#8217;s very clear what that means, because when we say free cleaning, we actually mean free fridge, free oven, etc.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah, it does. It does say on the voucher itself, it&#8217;s for a free cleaning of an oven or a refrigerator.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Oh, yeah. Great to hear. We always want to cover our asses on everything when it comes to that type of stuff. So love to hear it.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Absolutely. Yes.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Okay. So I think that that&#8217;s probably going to start improving, especially as you get these new processes, the follow up in place, especially with GoHighLevel \u2014 which for any of you guys listening who are like, what&#8217;s GoHighLevel, this is going to be a CRM for lead management that marries really well with ZenMaid, especially via Zapier. I&#8217;m assuming that&#8217;s how you guys have it all set up. So it works really well for that. Whereas I use ClickUp. There&#8217;s lots of ways you can skin this cat, basically. Not that I would skin a cat, because I&#8217;m a cat lady. But if one were to peel an apple \u2014 I think that&#8217;s the vegan way to say it. When I used to be vegan, I would say it like that. So lots of ways to peel this apple, guys, when it comes to lead management. But the point is highlighting that you need a system for it, right? And we need a way to figure out where are people in the process, so I know what to do with them after they reach out, right? You don&#8217;t just set it and forget it. You send them a price and that&#8217;s it. We got to push through them a little bit.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Oh, yeah. It was non-existent as far as my follow up and just all of the things. My sales process was literally non-existent. And so implementing a CRM for us is just huge. It&#8217;s honestly going to be a game changer. We&#8217;re still brand new. It&#8217;s literally been three weeks since we started implementing everything. And so really only like the last week-ish, 10 days have I had everything in GoHighLevel actually firing and going, because you have to get your phone numbers all set up and all the things so that you can send text messages and do all of that. So it takes time. But now that everything is automated and it&#8217;s all set up, it&#8217;s like I can see the light. I&#8217;m like, okay, now I can make all these calls and now I can track everything. And now I don&#8217;t have to be like, oh, let me remember.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Exactly. Exactly. So yeah, love to hear it. Oh, it&#8217;s just so exciting to get processes in place. It&#8217;s very, very exciting. So hell yeah.<\/p>\n\n\n\n<h2 id=\"heading-16\" class=\"wp-block-heading\">The 40,000 square foot church<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Okay, I want to ask, just going over our last meeting \u2014 are you guys still doing that church? There was a big church that took 22 hours. Okay, tell me about the church. First, give some background on it so our listeners know what the hell we&#8217;re talking about. And then I just want an update.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah. So the church was kind of crazy. It wasn&#8217;t as bad as it ended up being on a recurring basis. But in the very beginning, when we first did it, I think there was only three of us that did the church. And it&#8217;s like a 40,000 square foot building. And so it was huge. The sanctuary is ginormous. There&#8217;s hallways and there&#8217;s staircases and there&#8217;s an elevator and there&#8217;s all kinds of little classrooms and reception hall. So there&#8217;s just a lot of space to cover. And so now we&#8217;re able to put, I think we put four people on it at a time now. And so we can get it done. And gosh, what is it \u2014 I&#8217;d have to do the math on it. But with four people, we&#8217;re able to get it done. We&#8217;re still profitable with the account. It&#8217;s not as high as I want it to be, of course. But they&#8217;ve been super happy with us.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> And so getting a couple of commercial accounts, even though it&#8217;s not as profitable as I would want it to be, they&#8217;re great for a referral. So when we start marketing to more commercial accounts, and now that we kind of feel like we know what we&#8217;re doing a little bit better \u2014 it was honestly almost like the free clean version of starting commercial, even though it&#8217;s not free. It&#8217;s discounted, whatever you want to say. But it gave us an opportunity to get our feet wet. They&#8217;ve been super happy with everything that we&#8217;ve done. They left us a Google review. They&#8217;re more than happy to be a reference for us. So they&#8217;ve actually been awesome customers. It&#8217;s been really good.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I found, you know, we do a lot of churches. We&#8217;ve done a lot of churches and they tend to be just a hive of excellent referrals, because all of their members, if you do a good job, they&#8217;re more apt to use you and recommend you. And they definitely talk, good and bad. So churches are really great for that. But I totally agree when it comes to the amount of little areas that need \u2014 I find that our production rate is much lower in a church compared to maybe the same size facility but of a different type, right? Like maybe a manufacturing facility or something. And that&#8217;s why when we are doing commercial walkthroughs, we are keeping that in mind. The production rate is not the end all be all, meaning I&#8217;m not just dividing 40,000 by 1,000, whatever the production rate is for commercial for your company, because it&#8217;s not accurate. It&#8217;s not necessarily cleanable space. But in a church, it is \u2014 you&#8217;re cleaning the whole damn thing. Excuse my French, God, talking about churches. The whole darn thing, you are cleaning it. It definitely is slower compared to other facilities. But yeah, I love to hear that it&#8217;s going well and they&#8217;re happy. Just get a video review out of them. See if you can snatch that.<\/p>\n\n\n\n<h2 id=\"heading-17\" class=\"wp-block-heading\">How to actually get a video review<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> I&#8217;ve gotten two videos so far. I&#8217;ll ask for more.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I looked at your website. And that is incredible. I love to see it. That&#8217;s amazing. I didn&#8217;t check your Google Business Profile. Have you added it there?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Um, I might have, I don&#8217;t remember, because we have a tire shop that did one for us.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> That&#8217;s incredible. And for all of our listeners who are nervous to do this, how did you ask for a video review? How did you go about this?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> I mean, I just asked if they&#8217;d be willing to do it. So for the tire shop, that&#8217;s one that we have cleaned for several months now. And they love us. They absolutely love us. So I knew if anybody was going to give us a video review, they would. And so I just kept asking. It was one of those things where I asked once and then it was like, yeah, we&#8217;d like to, and then nothing kind of came of it. And then I just asked a couple more times. And then finally I was like, do you want to do that? And she was like, yes, I just want to make sure that I have my shirt for it so that it has their logo. And so we did that. And she had the whole tire shop name and all the things behind her. She had her shirt on and she was ready to go. And she left us a great video review. And then I just shot it on my phone. And then I was just able to upload it to \u2014 I don&#8217;t remember if I put it on our website, because that&#8217;s a different one. I can&#8217;t remember.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, I didn&#8217;t see that one on it. But I would definitely add it, of course, and then get it on your Google Business Profile, because you can upload videos there. And then that&#8217;ll really make your Google Business Profile pop, because it&#8217;s looking good.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> So I learned \u2014 I put that on my Google Business Profile, I put it as, I think I put it as a post. I don&#8217;t think I put it as like the photo themselves. And so those are only good for like so many days. And I didn&#8217;t realize that. So I think that&#8217;s what happened.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I see it. It&#8217;s on the post. Yep, I&#8217;m looking now, I see tire shop. Yes. That&#8217;s amazing.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Oh, yeah.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Good for you for actually doing the damn thing. I love to hear it.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Because I&#8217;m like, all the things you say, I&#8217;m like, okay, I better do that. I better do that.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I know I babble a lot. So good, good for you for implementing. I love to see it.<\/p>\n\n\n\n<h2 id=\"heading-18\" class=\"wp-block-heading\">Always be hiring, even when you&#8217;re overstaffed<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Any other challenges that are really sticking out? I will say, of course, I think hiring eight people \u2014 I&#8217;m going to bet $5 that in six months, at least two to three of them will be gone. So just continually hiring, of course, and just knowing that&#8217;s the name of the game.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> That&#8217;s for sure. It&#8217;s like I said, it&#8217;s one or the other, I&#8217;d say. I mean, right now I&#8217;m so focused on getting everything established, making sure that we&#8217;re organized and making sure that we are, again, just hitting the phones like crazy, trying to fill schedules, all of those things. But I would say the balance of \u2014 because even though we have so many techs right now, as you said, you would be willing to bet that they&#8217;re not going to be there for that long, some of them. And so even though we&#8217;re overstaffed today, that could totally change tomorrow. And so just remembering to not only keep our client funnel going, but our hiring funnel going, even when we&#8217;re overstaffed. I just don&#8217;t want to put us in that position again where we don&#8217;t have anybody on the bench. And so that&#8217;s the challenge of, how quickly do you hire? And right now, I&#8217;ve just gone headfirst.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> No, I love it. Because really what you&#8217;re pointing to is, just because something is comfortable today, in this hour, literally when we get off this call, something might have changed for either of us. You simply cannot know. All you know is something&#8217;s going to happen sometime, you just don&#8217;t know when. And so if we know that to be the reality of the situation, then we can prepare for that reality, even if we don&#8217;t know when it&#8217;s going to happen, right? And so I love that you&#8217;re focusing on, it&#8217;s both sides. We can never get comfortable. And that sounds stressful, but it&#8217;s more just like building systems around it. The episode that should be going live this week when we&#8217;re recording, it&#8217;s a little homage to Groundhog Day, in that we have certain Groundhog Days within our business. So definitely give that one a listen, because it&#8217;s on that topic. We&#8217;re just gonna deal with the same problems again and again.<\/p>\n\n\n\n<h2 id=\"heading-19\" class=\"wp-block-heading\">The post-construction job she said yes to<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> So okay, before we wrap up, I do want to hear about this post construction job that you guys were able to do. I want to hear, how the hell did you get it wrangled? How did you make this happen? And what was that?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Oh, my goodness. Yeah, oh my gosh, that was honestly the hardest thing I think I&#8217;ve done so far. That was crazy. So this was a Google lead. This was a Google LSA. So just another plug for why you should be on LSA. And I don&#8217;t know why, 40,000 square feet, that&#8217;s just the number.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, you&#8217;re lucky.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> I don&#8217;t know. It&#8217;s my lucky number. But this facility, it was a nursing home that they remodeled into a rehab facility. And so the general contractor reached out to me and he said, we need you to come and give us a bid for the final clean of this facility. So here I was, at the time \u2014 I don&#8217;t know, what did I have? I had like three or four technicians at the time plus myself.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Okay.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> So I&#8217;m like, yeah, we&#8217;ll come out, we&#8217;ll give you a bid, sure, whatever. So I go, I walk the whole facility. I mean, it&#8217;s huge. There&#8217;s four wings. At the time, he had told me that we were only going to be doing like the common areas, the hallways, there&#8217;s an upstairs area that had like a gym and a couple of bathrooms and whatnot. And downstairs there was some hallways and a kitchen \u2014 we weren&#8217;t going to be cleaning the kitchen. The common areas, they each have a kitchen, but they&#8217;re not like commercial kitchens. They&#8217;re just regular, like a break room kind of thing.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Yeah, yeah, yeah.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> The original bid that I was going to do was for janitorial. It was not for the post construction. It was just supposed to be janitorial, it was going to be weekly. And then I give him that bid, and then he says, actually, my cleaners fell through, and I need you guys to do the post construction. And it was like, I need it done yesterday. Like he needed it done so fast. And so I was like, okay, yeah, I&#8217;ll get it done, sure. So I had to literally just assemble a crew. I reached out on Facebook to every solo cleaner I could come across. And I said, are you interested in doing this post construction clean with me, this is what I can pay you? Because he had accepted my bid, and so I had a budget to work with. And I was like, oh, shit. Am I gonna do this? Am I gonna pull this off? I literally think I had four days. It was nothing.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> And so I did. I had the few people that I had on my team, plus myself. And then I pulled together \u2014 I had a girl who did post construction cleaning, that was her whole business, but she was a solo person. So I got her. And then I got another girl who I actually refer business to, to this day, because they&#8217;ll do houses, and they&#8217;ll do hoarding houses and other stuff. And so she&#8217;s been a great person for me to just partner with since this happened. And I got like three or four other people to come and we did it over multiple days. And we got it done. It was crazy. It was crazy.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> So yeah, and unfortunately, the facility \u2014 and it&#8217;s in my little hometown. So I&#8217;m in Wichita, but Andover is our little small town, this is a suburb. And it still has a very small town feel to it. And there was lots and lots of city council meetings about not wanting this facility to open. And so they did eventually get open, but it was way delayed, like way, way, way delayed. And so the owner said, okay, we&#8217;re just going to do the janitorial in house for now, until we start getting some revenue, and then we&#8217;ll call you back for the janitorial. So yeah, that was wild.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> And it kind of helped us grow, because I was like, I&#8217;ve never done anything like this before. I don&#8217;t know how to do post construction cleaning. My crew has never done post construction cleaning before. I&#8217;m not even from Wichita originally, like I&#8217;ve been here for three years. I don&#8217;t actually know that many people in the cleaning industry here. So I just had to pull all of my resources and just figure it out. And so that taught me that you can figure something out if you try hard enough.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> I totally can relate to that. Oh, shit. I know, like the high of saying yeah, and like, oh, I got the job. And then like, oh fuck, I got the job.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah, it was very \u2014 it was crazy.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Oh, my gosh, that&#8217;s incredible. Well, I will say we got one of our first big commercial accounts I talk about all the time \u2014 there&#8217;s a giant manufacturing facility. So we started with just a small part of their building, their front offices, and then their janitor got drunk and fell into a fire pit. And bad, right, bad, but they&#8217;re like, you know what, he&#8217;s covered in burns, can you guys clean? And then we just took over. So perhaps there may be a drunken incident that you can just get in there. Never know.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> You never know. You never know.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Hopefully that doesn&#8217;t happen. But if it does, you are ready to go, because you always got to be.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah. And it taught me, just say yes, even if you&#8217;re not sure. Just say yes, you&#8217;ll figure it out. If there&#8217;s a way and you want it bad enough, you will figure it out.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> And I really think in the beginning that that is so useful. As business goes on, you have to hone that skill, because then it turns into a detriment. But I will say, being that &#8220;I got it, I&#8217;ll figure it out&#8221; and then doing it, that was, I would say, one of the main reasons that things went so well in the beginning for me. Because that same trait that you are portraying, that I&#8217;ve \u2014 we got this, we&#8217;ll figure it out. I don&#8217;t know how yet, but I can figure this out. Because if somebody can do it, why can&#8217;t it be me? Right? Like, why can&#8217;t it be me? And so I think it&#8217;s just coming back to that self belief. And if it was an epic failure, guess what, you still learned. You know what I mean? At the end of the day, we&#8217;re always going to be learning from every single situation we&#8217;re in. And so just really having that mindset going in and just knowing, it&#8217;s not that you want to be desperate, but it&#8217;s a different type of energy, of like, it&#8217;s determination, really. I would argue it&#8217;s like, we are going to make this happen by hell or high water. And you guys did, so that&#8217;s amazing.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah, it was cool. If the opportunity came to me again, I still would have taken it, but at least in hindsight, now that I know what I know, I would know how to do it better, right? And so that&#8217;s definitely something where I&#8217;m like, I&#8217;m just so glad that I did it so that I could learn. And that way, the next time that the thing comes up, I&#8217;ll know how to ask better questions. I&#8217;ll know what to look for. I&#8217;ll know to charge our worth, because again, that&#8217;s another thing \u2014 when you&#8217;re so new and you&#8217;re just learning things, you don&#8217;t even know what to charge, especially on a post construction job. And so it&#8217;s like, I&#8217;ll know that I need to ask for more money because we&#8217;re worth it, right? And so yeah, but again, I wouldn&#8217;t change it for the world, really. It was a great learning experience. It was something that stretched me. And so that was, again, it&#8217;s the journey.<\/p>\n\n\n\n<h2 id=\"heading-20\" class=\"wp-block-heading\">Where to find Katie<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Exactly. Oh, I love to hear it. Katie, you&#8217;re coming along so beautifully. I&#8217;m so excited for you. I feel like I&#8217;m gonna go cat shelter after this and be like, yeah, business. I&#8217;m just so happy for you. It sounds like things are going really well. And obviously shit&#8217;s gonna come up that you&#8217;ve never dealt with before, but you&#8217;re gonna be able to handle it, because that&#8217;s who you are. You handle shit. So if people want to follow you, Katie, where can they follow your business journey?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Yeah. So we&#8217;re on Facebook, PrismPro Cleaning Solutions. So they can find us on Facebook, they can find us on our website. So if you want to check out our website, it&#8217;s just www.prismprocleaning.com. And yeah, that&#8217;s where they can find us.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> Well, we&#8217;ll definitely link that all below, guys. Please leave a little rainbow down below for Katie, because prisms make rainbows. If you didn&#8217;t know that, that shows that you listened this whole way. Leave her some love, because this has got me all riled up. I&#8217;m so excited. Give her a follow. Hit that like, hit that subscribe. Katie, thank you so much for your time today. It&#8217;s been an absolute joy.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Katie:<\/strong> Thank you, Stephanie. I&#8217;m so happy. Thank you.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Stephanie:<\/strong> You&#8217;re very welcome. Guys, we&#8217;ll see you in the next episode of Filthy Rich Cleaners. Bye bye.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Listen on: Apple Podcasts, Spotify, or YouTube Introduction Stephanie: Hello everyone. Welcome or welcome back to the Filthy Rich Cleaners podcast. I am your host, Stephanie from Serene Clean, and today&#8217;s fabulous guest is Ms. Katie Wilson. She&#8217;s actually a consulting client of mine. 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