The week started with a text referral. I had no idea who the client was until talking to her and connecting the dots to Erika lead #5. Here's the text. "Hello Ken, my daughter got your info from FB about cleaning. Can you send me information about your services?" I could have easily called her, but I used what I learned from "70% Happens Before the Phone Call", asked for her name, and then sent her my website to learn more about our company. She responded with her name, Diane, and thanked me. By the end of the day, she had done her research and wanted to talk, so I scheduled a phone call. The phone call lead to an in-person estimate and emailed proposal by the end of the week.
After the estimate, I had a realization. This customer house was 1 mile from my own house and my new house cleaning clients have been forming up in local neighborhoods. As I grow, my total drive time will be less than 15 minutes between any two houses, allowing me to optimize. I did NOT do this well in my last business in New York. I had clients in 4 counties that I did my best to play calendar Tetris to optimize. What's the difference? I did NOT target market last time. I used HomeAdvisor and real estate referrals for my entire area to identify the right clients within that geography. This time around, I am niched to local Harleysville moms. Thus, I am getting hired my local Harleysville moms.
I had an opportunity to test my character and excellence this week. I completed the vacuuming of my weekly 5,000 square foot office client, wrapped up the cord, and put away the gear. Then I discovered a tiny office that I forgot to vacuum. What would I do? Would I skip it and say, "I'll get it next week. No one will notice." Or, do I suck it up and suck it up? The answer was clear. Character is who you are when no one is looking. I vacuumed the room and left for the next building. It's similar to "You're A Cleaning Guy" when I went to pick up the tissue.
Ken Carfagno optimized his first solo cleaning business to $55,000 profit working 2 days per week without employees and then sold it for close to 6-figures! This podcast is designed to show you how to duplicate Ken's ISO Model as he does it again.