This SOP outlines the process for giving pay raises and bonuses to employees, ensuring clarity and alignment with business goals.

Introduction to Pay Raises and Bonuses 0:50

Discuss the importance of giving pay raises and bonuses that serve both the employee and the business.

Emphasize the goal of making employees feel valued.

Understanding Employee Performance Levels 19:09

Identify performance levels:

Negative 1 to 0 Conversations: Addressing underperformance and helping employees improve.

Zero to 1 Conversations: Encouraging good performers to become great by providing incentives.

Setting Clear Expectations for Raises 22:42

Clarify that raises should be given based on performance improvements (Zero to 1) rather than fixing problems (Negative 1 to 0).

Define what it takes for employees to become more valuable.

Using Historical Data for Pay Structure 25:57

Utilize historical data to guide pay structures for cleaners and other staff.

Establish a base pay that is above minimum wage.

Incentives for Cleaners 27:14

Implement bonuses tied to performance metrics:

Attendance Bonus: Reward for perfect attendance.

Google Reviews Bonus: Incentivize cleaners for receiving positive reviews.

New Employment Bonus: Reward for reaching attendance milestones.

Long-term Benefits and Minimum Pay Guarantees 40:09

Offer long-term benefits such as guaranteed minimum pay for reliable employees.

Ensure that employees understand the criteria for maintaining their status.

Creating a Culture of Accountability 55:13

Establish clear rules around pay and performance to avoid entitlement.

Reward reliability and five-star service to foster a high-performance culture.

Ensure that all conversations regarding pay and performance are constructive and focused on growth.

Avoid using bonuses as a means to fix performance issues; instead, address the root causes of underperformance directly.

Regularly review and update the pay structure based on performance data and market trends.

Maintain open communication with employees about their performance and the criteria for raises and bonuses.

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This SOP outlines actionable steps to effectively grow a cleaning business to $1 million in revenue, based on proven strategies and lessons learned from successful entrepreneurs.

1. Understanding the Business Growth Mindset 0:00

Recognize the goal of growing your business to $1 million.

Understand that starting from zero clients is common and achievable.

2. Utilize Personal Networks for Initial Clients 1:37

Reach out to your existing network to find your first clients.

Use a script to offer discounted cleaning services to friends and family.

3. Transition to Digital Marketing 2:34

After initial client acquisition, start using Facebook ads to generate leads.

Focus on building a strong online presence.

4. Establish a Reliable Team 3:18

Hire reliable staff who can operate independently of you.

Ensure that your business can function without your constant involvement.

5. Track Financial Performance 6:04

Regularly monitor weekly revenue and growth metrics.

Set financial goals and track progress towards them.

6. Embrace the Learning Process 7:56

Accept that you will need to learn new skills to grow your business.

Be willing to step out of your comfort zone and tackle challenges.

7. Solve Business Problems 8:21

Focus on solving the toughest problems in your business.

Delegate tasks to others once you have solved them.

8. Measure Success by Financial Metrics 14:27

Use your bank account balance as a measure of success.

Aim to increase your revenue consistently.

9. Understand Sales as Service 15:45

Shift your mindset to view sales as a form of service to clients.

Develop strong sales skills to effectively communicate value.

10. Prioritize Client Needs 20:06

Focus on serving clients and staff before expecting rewards for yourself.

Understand that client satisfaction drives business success.

11. Observe Actions Over Words 23:00

Pay attention to what clients and employees do, not just what they say.

Use their actions to gauge commitment and alignment with business goals.

12. Submit to Proven Systems 01:02:00

Follow established systems and processes without trying to modify them.

Trust that these systems have been developed through experience and success.

Avoid making emotional decisions based on temporary setbacks.

Do not underestimate the importance of tracking your financial data accurately.

Regularly review and adjust your marketing strategies based on performance data.

Invest in training for yourself and your team to improve skills and efficiency.

Network with other business owners to share insights and strategies.

Introduction to Distractions 0:01

Welcome to the session on distractions that can impede business growth.

Understanding these distractions is crucial for reaching your business goals.

Awareness of Distractions 1:01

Recognize that distractions are often invisible and can be deeply ingrained.

The goal is to bring these distractions to light so you can choose to change your behavior.

Engagement and Participation 8:22

Engage actively during discussions to enhance learning.

Use chat features and keep cameras on to foster a collaborative environment.

Distraction 1: Believing You're in the Cleaning Business 9:36

Shift your mindset: You're not just in the cleaning business; you're in the business of delivering a five-star experience.

Focus on customer service and client satisfaction.

Distraction 2: Chasing Shortcuts 24:23

Avoid the temptation of get-rich-quick schemes.

Commit to developing skills and doing the necessary work consistently.

Distraction 3: Starting Another Business Prematurely 27:32

Focus on making your current business successful before starting another.

Ensure your existing business can operate independently of you.

Distraction 4: Seeking Approval from Others 31:54

Stop seeking validation from friends and family who may not understand your entrepreneurial journey.

Surround yourself with supportive individuals who encourage growth.

Distraction 5: Partner's Lack of Support 34:52

Ensure your partner believes in your goals and supports your entrepreneurial journey.

Communicate your needs and expectations clearly.

Distraction 6: Trying to Look Successful 40:23

Focus on producing results rather than on appearances.

Measure success by what you can create, not by what you can buy.

Distraction 7: Helping Others Too Soon 45:29

Prioritize your own growth and skills before trying to help others.

Build a solid foundation for yourself first.

Distraction 8: Insecurity 47:04

Work on building your confidence to better serve others.

Focus on listening and being present in conversations.

Distraction 9: Perfection Paralysis 52:53

Accept that perfection is unattainable; focus on progress instead.

Embrace mistakes as learning opportunities.

Distraction 10: Comparing Yourself to Others 55:13

Use others' success as inspiration rather than a benchmark for your self-worth.

Understand that everyone's journey is unique.

Distraction 11: Identity Clinging 56:25

Challenge limiting beliefs about yourself.

Reframe your identity to align with your goals.

Distraction 12: Fantasy of Balance 57:29

Recognize that achieving a million-dollar business requires an unbalanced focus on growth.

Accept that there will be seasons of intense work.

Bonus Distraction: Consuming Instead of Creating 01:00:20

Limit consumption of media and distractions while building your business.

Focus on producing more than you consume.

Be aware that distractions can manifest in various forms and may not always be obvious.

Regularly assess your focus and priorities to ensure alignment with your business goals.

Set specific times for focused work to minimize distractions.

Use tools and systems to automate repetitive tasks and streamline operations.

Regularly review and adjust your goals to stay aligned with your vision.

Introduction to Sales and Marketing 0:00

Understand the importance of sales and marketing in growing a cleaning business.

Recognize that success comes from learning through experience and overcoming challenges.

Skill Sets Required for Success 5:01

Courage to Commit:

Commit to marketing, coaching, and employee management.

Maintain daily commitment despite challenges.

Ability to Learn:

Acknowledge personal responsibility for business growth.

Be open to feedback and willing to adapt.

Conviction to Sell 9:28

Understand that selling is essential for business growth.

Focus on serving clients rather than just selling to them.

Self-Control to Follow the Plan 10:54

Stick to the established business plan even when faced with difficulties.

Ensure consistency in actions to achieve desired outcomes.

Understanding the Marketing Ratio 52:50

Calculate your marketing ratio:

Formula: Total Marketing Spend / Total New Sales Revenue.

Aim for a minimum ratio of 5:1 to market effectively for free.

Sales Call Framework 30:05

Opener: Introduce yourself and your company warmly.

Understand the Problem: Ask questions to identify the client's needs.

One-Time vs. Recurring: Determine if the client is looking for a one-time service or ongoing cleaning.

Identify the Avatar: Understand if the client has used cleaning services before.

Logistics and Pricing 39:18

Gather necessary logistics information (e.g., home size, pets).

Provide a clear quote based on the information gathered.

Closing the Sale 47:20

Present the recurring offer if applicable.

Schedule the cleaning appointment and set expectations.

Collecting Deposits and Cancellation Policy 49:22

Collect a non-refundable deposit to secure the booking.

Clearly communicate the cancellation policy to the client.

Always prioritize the client's needs over your own sales goals.

Avoid rushing through the sales process; take the time to listen and understand the client.

Practice your sales script regularly to improve confidence and delivery.

Use a CRM to track client interactions and preferences for better service.

Continuously seek feedback from clients to refine your approach.

Introduction to Marketing Strategies 4:10

Marketing is a crucial piece of the business growth equation.

Understanding what works and what doesn't is essential for scaling your cleaning business.

Marketing Methods to Avoid 15:08

Groupon: Attracts the wrong clientele by discounting services too heavily.

Thumbtack: Paying for leads that may not respond.

Yelp: Known for negative reviews and pay-to-play model.

Local Coupon Mailers: Ineffective for attracting high-paying clients.

Done-for-You Marketing Agencies: Often keep you in the dark about their methods and can be costly.

Home Advisor/Angie's List: Leads are sold to multiple businesses, creating competition.

Car Wraps: High hidden costs and operational inefficiencies.

Street Marketing: Time-consuming with low ROI.

Google PPC: Complicated and often expensive with low conversion rates.

Effective Marketing Strategies 37:23

Personal Network: Leverage friends and family for referrals and free cleans.

Referrals: Ask current clients for referrals to their friends and family.

Facebook Groups: Post in local groups to find potential clients.

Responding to Requests: Engage with posts in local groups where people are looking for cleaners.

Internal Marketing: Use SMS to reach out to leads and contacts accumulated through previous marketing efforts.

Facebook Ads: Invest in targeted ads to reach a broader audience.

Google Local Services Ads: Simple and effective for generating high-quality leads.

Avoid any marketing method that promises 'set it and forget it' results.

Be cautious of agencies that guarantee leads without transparency in their methods.

Focus on building a strong personal network to generate initial leads.

Utilize free marketing methods before investing in paid advertising.

Regularly engage with your existing client base through internal marketing to maximize retention and referrals.

1. Introduction to the Cleaning Business 2:35

The cleaning business was started with the intention of learning and improving the process.

The focus is on creating a purposeful and systematic approach to cleaning.

2. Importance of Values in Hiring 19:51

Hire based on values that align with the company culture:

S: Serve - Look for individuals who have a desire to help others.

T: Teamwork - Seek candidates who are willing to support their teammates.

A: Accountability - Hire those who take responsibility for their actions.

R: Reliability - Ensure candidates can consistently show up and perform.

3. Four Standards for Cleaning 41:00

Establish four key standards for cleaners to follow:

Arrive at the door five minutes early - This shows respect for the client's time.

Greet the client with a smile - Create a positive first impression.

Remove dirt using a checklist - Ensure consistency and thoroughness in cleaning.

Complete a final walkthrough with the client - Gather feedback and ensure satisfaction.

4. Training New Cleaners 55:11

Focus on teaching new cleaners the four standards from day one.

Emphasize the importance of client experience over technical skills initially.

5. Continuous Improvement 57:07

Encourage cleaners to seek feedback and improve their skills over time.

Foster a culture of accountability and teamwork to enhance service quality.

Ensure all team members understand the importance of the four standards and values.

Regularly review and update training materials to reflect best practices.

Conduct regular training sessions to reinforce the four standards and values.

Use checklists to streamline the cleaning process and ensure consistency.

Encourage open communication among team members to share feedback and improve practices.

1. Introduction to the Cleaning Business 2:35

The cleaning business was started with the intention of learning and improving the process.

The focus is on creating a purposeful and systematic approach to cleaning.

2. Importance of Values in Hiring 19:51

Hire based on values that align with the company culture:

S: Serve - Look for individuals who have a desire to help others.

T: Teamwork - Seek candidates who are willing to support their teammates.

A: Accountability - Hire those who take responsibility for their actions.

R: Reliability - Ensure candidates can consistently show up and perform.

3. Four Standards for Cleaning 41:00

Establish four key standards for cleaners to follow:

Arrive at the door five minutes early - This shows respect for the client's time.

Greet the client with a smile - Create a positive first impression.

Remove dirt using a checklist - Ensure consistency and thoroughness in cleaning.

Complete a final walkthrough with the client - Gather feedback and ensure satisfaction.

4. Training New Cleaners 55:11

Focus on teaching new cleaners the four standards from day one.

Emphasize the importance of client experience over technical skills initially.

5. Continuous Improvement 57:07

Encourage cleaners to seek feedback and improve their skills over time.

Foster a culture of accountability and teamwork to enhance service quality.

Ensure all team members understand the importance of the four standards and values.

Regularly review and update training materials to reflect best practices.

Conduct regular training sessions to reinforce the four standards and values.

Use checklists to streamline the cleaning process and ensure consistency.

Encourage open communication among team members to share feedback and improve practices.

1. Understanding the Importance of Commitment 51:07

Courage to Commit:

Understand that commitment is essential for achieving business goals.

Be prepared to face challenges and push through discomfort.

2. Embracing a Learning Mindset 54:10

Humility to Learn:

Acknowledge that you do not know everything.

Be open to feedback and willing to learn from others.

3. Developing Sales Skills 55:04

Conviction to Sell:

Learn how to effectively sell your services to potential clients.

Understand the importance of selling to both clients and team members.

4. Maintaining Consistency and Discipline 56:05

Self-Control for Consistency:

Stay disciplined and persistent, especially during tough times.

Develop routines that support consistent effort towards business goals.

5. Building a Supportive Community 01:00:03

Engagement in Mentorship:

Participate actively in mentorship programs.

Share experiences and learn from peers to foster a supportive environment.

Avoid Complacency:

Do not settle for minimal growth; always strive for improvement.

Manage Expectations:

Understand that growth takes time and effort; be patient with the process.

Set Clear Goals:

Define specific, measurable goals for your business growth.

Regular Check-Ins:

Schedule regular meetings to assess progress and adjust strategies as needed.

Leverage Resources:

Utilize available mentorship and community resources to enhance learning and growth.

1. Courage 9:31

Definition: Courage is acting in the presence of fear.

Action Steps:

Acknowledge your fears and take action despite them.

Make decisions that push you out of your comfort zone.

2. Learning 17:22

Definition: Learning is the process of acquiring new skills or knowledge through experience.

Action Steps:

Stay curious and ask questions.

Avoid the mindset of 'I know' and instead seek to understand more deeply.

3. Self-Control 20:29

Definition: Self-control is the ability to align actions with goals despite emotional challenges.

Action Steps:

Identify your goals and commit to actions that support them.

Practice discipline in your daily routines.

4. Consistency 28:00

Definition: Consistency is the ability to maintain actions over time, even when results are not immediately visible.

Action Steps:

Establish a routine that includes daily, weekly, and monthly tasks.

Track your progress and adjust as necessary.

5. Discipline 31:01

Definition: Discipline is doing what is required long before it is rewarded.

Action Steps:

Commit to long-term goals and stay focused on the necessary actions.

Avoid the temptation to quit when immediate results are not seen.

6. Persistence 34:08

Definition: Persistence is continuing to move forward even when progress stalls.

Action Steps:

Recognize that setbacks are part of the journey and learn from them.

Keep pushing through challenges and maintain your focus on long-term success.

Expect Challenges: Building a business is not easy; be prepared for hard work and setbacks.

Avoid Shortcuts: There are no hacks to success; focus on developing the necessary skills and putting in the effort.

Set Clear Goals: Define what success looks like for you and break it down into actionable steps.

Seek Feedback: Regularly ask for feedback from peers or mentors to improve your processes.

Stay Organized: Use tools and systems to keep track of your tasks and progress.

1. Understanding the Importance of Mistakes 12:49

Avoiding mistakes keeps you broke and uninformed.

Action Steps:

Embrace mistakes as learning opportunities.

Take action even if it feels uncomfortable.

Reflect on mistakes to identify areas for improvement.

2. The Role of Cleaners in Business Growth 28:02

No cleaners, no growth.

Action Steps:

Always recruit new cleaners to scale your business.

Understand the math: More cleaners lead to more revenue.

Prioritize hiring and training to ensure quality service.

3. Consistency is Key 37:07

Do what you say you're going to do, every time.

Action Steps:

Establish clear standards for service delivery.

Ensure all team members understand and adhere to these standards.

Conduct regular training and meetings to reinforce expectations.

4. Prioritizing Cleaners Over Clients 46:29

Your cleaners make you more money than your clients.

Action Steps:

Focus on retaining and supporting your cleaners.

Understand that happy cleaners lead to satisfied clients.

Allocate resources to cleaner retention strategies.

5. Skills Over Money 50:08

You don't need money or experience to succeed.

Action Steps:

Invest in skill acquisition rather than monetary resources.

Encourage team members to learn and grow through experience.

Foster a culture of continuous improvement and learning.

Be prepared for challenges: Expect mistakes and setbacks as part of the learning process.

Avoid complacency: Regularly review and update your practices to ensure they remain effective.

Document processes: Keep detailed records of cleaning procedures and client interactions.

Use checklists: Implement checklists for cleaners to ensure consistency and thoroughness.

Regular feedback: Encourage open communication and feedback among team members to identify areas for improvement.