I met Tom while living with my mother in-law. He was so nice and gave recycled computers to Kenny from his computer repair store. It started Kenny on a path to do computer flipping as a side business. We stayed in touch with Tom, with a possibility of Kenny doing some interning for him. I bumped into Tom again when he was on the Chamber webinar where I taught the "9 Mistakes in Disinfecting". Tom was really impressed and wanted to have me speak on the topic in a local business owner's group. We stayed in touch as COVID slowed. He invited us over as he had more recycled computers for Kenny. I've been very grateful that Tom thought of my son and helping a budding computer entrepreneur. I showed up with my son a few days later during a podcast recording day. I was dressed in shorts and a tank top. While Kenny was rummaging through computers, Tom mentioned that he was interested in getting a cleaning quote down the road. Of course, I told him we could set it up. But as Kenny took his time, Tom said. "Would you like to see it now?" I was not in professional dress and told Tom that I felt funny. He laughed and took me around the building. I took notes and promised to get some quotes out to him. When I saw the bathroom, I felt challenged by the rings in the sink. I knew Kenny wasn't done yet, so I said to Tom. "I'll be right back. I'm going to get the big guns and make this sink look awesome." He didn't argue at all. By the time Kenny was ready, the sink was glistening and Tom was amazed.
The rest of our visit at Tom's was very interesting. Tom agreed to allow Kenny to cut videos for his YouTube channel on computer repair for beginners, so we staged a video of Kenny knocking on the back door and Tom letting him in. The video then cuts to Kenny carrying computer parts and monitors out of the store and loading our SUV. He described what and why he was there. During our conversations with Tom, he shared something very interesting after I mentioned a mutual friend in Tom's industry that I just started cleaning for. Tom said this. "He's a MSP. I'm in the break-fix side of the business." He then explained the two business models in his industry and, of course, I related it to cleaning. Tom shared that break-fix businesses deal with smaller companies and have computers dropped off. He can work by appointment, and have a lot more flexibility. Plus he doesn't need many technicians to accomplish the work. It's a small, efficient business with flexibility. Tom explained the MSP (or Managed Service Provider) model like a hospital nursing station, where the company has screens monitoring the computer systems of all their customers in real-time. The MSP must be quick, nimble, on call, and ready to tackle anything that comes their way. They work on a recurring model paid monthly. Tom doesn't have a paid monthly model. He does one-time fixes. However certain customers come in for tune-ups few times a year most likely or have multiple repairs in a year as Tom is "their guy". Tom is the solo cleaner version and Chris is the team cleaner version. Both are excellent as they are different models and appeal to different clients. Tom knows what he is and why he does it. It was so encouraging to connect with a solo cleaner in the computer repair industry. I was also able to sent Tom's proposal two days later and got a "Yes" within 15 minutes! This is a new record for yes-time!
After planning a Facebook Live on the local mom's group, I finally did the presentation. I didn't sell anything. I didn't mention my website. I educated the local moms to help them. I did link resources from the CDC, EPA, and my website for access to my free course. This will grow my newsletter. My mindset here is continued giving as I know it will help families. Secondly, I will grow my mailing list and create a "Top of Mind" system to gain new clients down the road. This is in-bound marketing at its best. In fact, I ended the week with a cleaning newsletter PSA (public service announcement) for our cleaning industry in this post-COVID world.
Ken Carfagno optimized his first solo cleaning business to $60,000 annual profit working 2 days per week without employees, sold it for close to 6-figures, and is currently following his ISO Model to do it again in a different state! This podcast will equip you to do the same!