Smart Cleaning School

 I used to watch the show, "Cheers" as a high-schooler. I didn't much care about the bar scene. I just loved the stories and the camaraderie and collection of people. They were all so different, yet they bonded every night after work.

 Sam the Bartender, Coach the Bartender, Woody the Bartender, Carla the Waitress, Diane the Academic, Norm the Accountant, Cliff the Mailman, Frasier the Psychiatrist, Lilith the Psychiatrist, Rebecca the Manager

The show aired from 1982 through 1993 and is regarded as one of the top 10 greatest TV shows of all time. Why was it so popular? I believe it's because Cheers appealed to a basic human need. Every one of us has an internal programmed need to belong. We find clubs, teams, companies, families that welcome us and make us feel like we belong. This is what Cheers was to that neighborhood in Boston. Just listen to the theme song lyrics.
 
"Making your way in the world today
Takes everything you've got
Taking a break from all your worries
Sure would help a lot
Wouldn't you like to get away?
 
All those nights when you've got no lights
The check is in the mail
And your little angel
Hung the cat up by it's tail
And your third fiance didn't show
Sometimes you wanna go
 
Where everybody knows your name
And they're always glad you came
You wanna be where you can see (ah-ah)
Our troubles are all the same (ah-ah)
You wanna be where everybody knows your name
 
Roll out of bed, Mr. Coffee's dead
The morning's looking bright (the morning's looking bright)
And your shrink ran off to Europe
And didn't even write
And your husband wants to be a girl
Be glad there's one place in the world
 
Where everybody knows your name
And they're always glad you came
You wanna go where people know
People are all the same
You wanna go where everybody knows your name
 
Where everybody    your name (where everybody knows your name)
And they're always glad you came
Where everybody knows your name (where everybody knows your name)
And they're always glad you came
Where everybody knows your name (where everybody knows your name)
And they're always glad you came
Where everybody knows your name (where everybody knows your name)"

The problems the writer talks about are common to the everyday working man and woman in that area and around the country. The characters felt safe leaving their problems at the door and having a place to escape with others dealing with the same stuff. The viewers of the show watched these characters for 30 minutes each episode to escape their problems too. They felt like they belonged sitting on a bar stool next to Cliff and Norm.

The Cheers model is a wonderful thing. Cheers gave outsiders a place to be an insider. We all need a place like that. Let's transition this Cheers model to a solo cleaning business that you just started. You begin by entering Boston not knowing anyone. No one knows your name. You carry your problems all by yourself. You struggle. This is what it's like in the beginning of the Initializer portion of the ISO Model. You have to start.

Once you figure out there is a place called Cheers and start showing up, you are not only welcomed but accepted. You become a part of the Cheers family. Similarly, you start putting yourself out there and showing up in the community. The community welcomes you and your cleaning service and then they accept you. Over time, the characters in Cheers became so known to each other that it became the bright spot in their day. They had a place where every body knows their name.


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 I've been teaching the ISO Model for optimizing your solo cleaning business for years now. I'm noticing a theme emerging from the countless coaching calls, hang-ups and challenges of my students, and keys to success. What causes the winners to win and whiners to whine? In this episode, I will introduce the 4 ISO Model Fundamentals to prepare the soil. Over time, I'll follow-up with individual episodes on each fundamental.

 Here's the starting point. The WHY. Why would you want to have an optimized solo cleaning business? Answer these questions.
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·         Are you frustrated with your day job and want more time and money to be with your family?

·         Are you paid well at work, but you're stressed out too often and your family gets the last of you instead of the first?

·         Are you running a solo cleaning business in residential or commercial, but you're overwhelmed, frustrated, underappreciated, underpaid, and you want to quit?

·         Are you growing in your solo cleaning business and making good money, but you're running out of time to do it all and you DON'T want to hire people?

·         Have you tried everybody's coaching program to hire, scale, or whatever and you are sick of it all and just want to be successful as a solo?

·         Does the idea of earning $50,000+ per year cleaning less than 20 hours per week without employees or subs or drama sound amazing?

Did you answer "YES!!!" to any of these questions? If so, you need the ISO Model and the Solo Elite Membership. The ISO Model is my proven system for solo cleaners to turn every one of these questions around in your life. Why do I call it proven? Simple. I've personally used it to create $50,000 - $70,000 per year income on 2 days per week times in two different states. I've personally coached over 25 solo cleaners over the past few years to do the same. It works, but you have to invest and do the work!

There are 4 fundamentals that you MUST conquer if you are going to succeed in my ISO Model. I've seen these 4 play out in every successful and not play out in every unsuccessful student.

1.      FINANCIAL – The majority of the cleaners I've helped and encountered in the industry at all stages and levels have this unfortunate problem. THEY DON'T KNOW THEIR NUMBERS! How can you accomplish anything if you don't know where you are or how to measure progress? This 1st wheel of your business will not spin if you don't dig into your numbers and know them. It's not that hard. Do it yourself or hire an accountant or bookkeeper. There is NO excuse for not knowing your numbers. It is the most prevalent issue I see in the industry and it's the biggest excuse cleaners make, "I'm just not good with numbers." Stop saying that and do something about it!

2.      STRATEGIC – If you don't have a goal and plan and a map, it doesn't matter how fast you're driving. Zig Zigler used to say, "if you aim at nothing, you'll hit it every time." You need a strategy that will allow you to hit the goals you want to hit. This 2nd wheel of your business will definitely turn, but it may be spinning so fast and getting no traction.


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 I've been looking forward to doing this sales pitch episode for WHY you need to start a solo cleaning company. I have no idea where you are right now as you listen to this episode of the Smart Cleaning School.
 
 You may be sucking wind in your current solo cleaning business and not feeling like this business is fun or exciting. You're feeling overwhelmed, underappreciated, underpaid, and close to quitting. You're working everyday and have nothing to show for it except high-drama clients, stress, and an achy body! You physically can't do it all and you're either afraid of hiring or you absolutely don't want to. Listen closely. I'm speaking to YOU.

You may be working a full-time job and need some extra money badly and you don't want a second job. You desperately want to have your own business and earn your way out of the rat race. But then, you hear how I just talked to the first group of solo cleaners and you're doubting whether you could actually make it work? Could I succeed in my own cleaning company? Do I go for it? I know this... I can't stay at this job the rest of my life. I want freedom. I'm speaking to YOU.

You may be in the Valley of Despair with a cleaning business creating between $250,000 and $400,000. You have a team, but you're completely swamped with admin, systems, hiring, customer issues, scheduling, you never get time to yourself, your business is a nightmare. To make it even worse, you have nothing to show for it. You want to quit and stop the bleeding. I'm speaking to YOU.

These 3 scenarios describes SO many of you out there. Honestly, if you're beyond these issues, you're probably not listening to this podcast! And I'm totally okay with that. I want to serve and have everyone experience the freedom that comes with a properly run cleaning company.

There are 2 solutions to each of these inflection points. You can either go big the right way and earn your freedom. Check out the Interview, "CBF Success Stories with Debbie Sardone and Friends". Or, you can stay small and solo and absolutely crush it with $50,000 to $100,000 annual profit cleaning a few days per week without employees or subs or drama. It's called the ISO Model for the Optimized Solo Cleaner. I've already made my sales pitch to residential cleaners that want to scale to 7 figures in previous episodes. Now it's my turn to make my pitch to start solo, get the ISO Model as your playbook, and stay a solo for the coming season of life.

I'm ready. The pitcher takes the mound. That's me. I'm ready to toss a series of sales pitches to each scenario of listener WHY you need to become an Optimized Solo Cleaner. First of all, I need to sell you on cleaning. Did you know that cleaning is one of the fastest growing industries right now. Check out "The Cleaning Industry is Exploding". More than 50,000 new cleaning businesses are starting each year in America alone. Cleaning was made essential during the pandemic and was in the forefront of reshaping the country. Cleaning used to be in the background, unglamorous, and unnoticed. Now, it's on many investors and side-hustlers minds as a great business to start. There are 12 "Pros of Solo Cleaning I & II" I shared in the first 2 episodes. Today I have one more pitch to add to these 12 to get you off your butt, get the ISO Model Course and optimize your solo cleaning business!


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 James Harper was the host of "Two Cents Worth" and Angel Sandoval was the host of the "Sales Rehab" show. The two shows focused on sales and personal development and actually competed against each other in a productive way. James invited Angel to be a guest on his show and a friendship was formed. They decided to join forces under the common belief that 'Sales Saved My Life'.

 Both were excellent interviewers. Angel was interested in his guests and was a very good at knowing where to dig deeper based on inflection and tonality. This soft skill was learned in the trenches of sales and cold-calling. James has always been amazing at connecting really smart people together. He plays point guard to the conversation and then gets out of the way. James is a master connector and Angel is a master of reading the room. Putting these two skills together is the foundation of the powerhouse today called Day Porter and the Profitable Cleaner Podcast.
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Angel was born in Mexico City and came to the US to El Paso, TX at 10 years old. He developed a huge dream to learn English and Naturalize. It took him 8 years. He graduated with a marketing degree from UTEP and was an aspiring ballet dancer. James was born in Denver, CO. He dealt with a lot of grief, anger, and drugs and faced 2 – 5 years in prison. He found sales in a Halfway House. Sales was the only career that would take him.

Angel created a mission to help those without mainstream options to get into selling through SWITCH (Sell With Intention to Create Happiness).

"My initial motivation was fear. I lived in fear a lot of my life. How do you combat fear with comfortability, especially when you're the weakest one? You got to make a connection and learn to blend." – James Harper

Angel shares his creation process that propelled him in the dance world and how that helped him as an entrepreneur. You start with creation and tell a story throughout the dance. This story gets perfected and marketed. You need to test the creation to see how it hits with audiences, then feedback to make it better. I loved this mindset.

"I brought Survival Mode with me for many years. But I had to change because Survival Mode brings scarcity. It serves you, but you need to evolve from that." – James Harper

"Most of us don't actually go through a rough life and that's okay. Whatever card you get dealt in life, you roll with. Don't let someone else's difficult path discourage you from trying it." – Angel Sandoval

Angel, James & Ken dive into our Christian testimonies and have church! Multiple topics come up that you need to hear like Humility & Gratefulness, Stewardship, Good for Orderly Direction (GOD),

"I feel that once you encounter God, there's no way not to believe in God." – Angel

"Stewardship is not just money. We are called to steward money, time, health, and relationships." – Angel

 "When I look at my life, there is no logical way how things have played out. If I do try to put logic to it, the only answer I can put to it is God I've tried to prove God wrong and I just can't." – James

"Illogical Moments Lead to Logical Faith." – Angel


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 I am an active member in my local Chamber of Commerce and have been since joining in October 2019. Check out one of my first episodes from Dec 2019 called, "I'm the Only Cleaner", where I shared my initial impression of joining my first-ever chamber in 15 years in business at that point. Also check out the episode, "Get a Name for Doing", where I was mentored by fellow chamber member and leadership coach Ken Byler of Higher Ground Consulting. Ken taught me how to add the most value to the chamber and make the greatest difference. Ken was SO right. I dove in right away and was able to make a big difference during Covid. I developed a reputation and name for doing. I've never taken my foot off the pedal in my goal to get a name for doing and adding value. Last fall, I joined the Membership Committee and immediately helped them determine how to have greater impact with the current membership as well as how to add more. I suggested that we, the membership committee of 8 members call the entire membership of 300 to connect with them and ask them some questions. Here's what we asked.

1.      What is your business's greatest struggle?
2.      How can the chamber help you in this struggle?
3.      What is the chamber's blind spot? What are we doing that we shouldn't and what aren't we doing that we should?

The list of members was sent out and we each selected who we would volunteer to call from October through December 2022. I was a little ambitious and selected 60. The others teased me a little, but they were impressed. I then took time each week and emailed and called every single one of the 60. Most were difficult and unreachable. I made contact in some form with over 20 and had meaningful 30+ minute conversations with 15 members. It was amazing! I had so much fun and met some great fellow members of the chamber. After I was done, I created a report and submitted it to the chamber office. I had no idea that this report would become the basis of the 2023 5-Year Chamber Strategy Session. I was invited into this board-only process as a special guest. The work I did for the chamber and the growth we had in Carfagno Commercial Cleaning (C3) locally made our cleaning company the unanimous choice for the 2022 Cornerstone Award. This is a prestigious award for Small Business of the Year in the Indian Valley Chamber. It's amazing to see this play out now. I simply did what Ken Byler advised and it earned me the top reputation among all companies in my local community. This is leading to tremendous influence and business growth.

That first part was an update and sales pitch for WHY you should join your chamber, especially if you're in commercial cleaning. Let's switch gears. We, as a membership committee, learned through actual data and 1-on-1 conversations that the #1 struggle our members are facing is hiring. They were very concerned with how to find quality applicants, how to retain them, and what's going on out there in our culture? Why don't young people want to work? Where's the ambition?

The chamber of commerce is an international organization. They operate independently, but are well connected. Our chamber executive director, Steve Hunsberger, is very plugged in at the local, county, state, and federal levels to learn and bring back to us, the small business owners in the community. Steve is seeing similar struggles nationwide. The workforce is declining. Businesses are getting nervous. They are having more trouble picking up clients as hiring is affecting them and both their clie

 I used to be such a sucker for the vending machine. My weakness was the potato chips, peanut butter crackers, and always Fritos! The vending machine is an interesting machine. It's simple. You choose what you want, check the price, insert your payment, push the corresponding button, and your treat spirals out of its holder to the slot below. You now own your treat and can enjoy it.

 There are some anomalies. Sometimes, the spirals delivering your treat jam and the bag of chips stops just short of releasing into the bin below. What do most people do when that happens? They feel robbed and go NFL linebacker on the vending machine by punching it, shaking it, or hitting it with their shoulders. Some people are more calm and either ask an attendant to get it for them, while others leave it alone and say, "oh well." Which are you?

Another anomaly is the double treasure. This happens because someone left their lost treat alone. When you pay for your bag of chips, two come out. Do you get excited and take the 2 treats? Do you leave one for the next person as a pay-it-forward reward? Do you go tell an attendant?

Whichever or however you answered these questions is more of a self-check on your heart and attitude. That's not the main point of this episode. I just wanted to ground my lesson to the vending machine.

A job is like a vending machine. You see available job postings, select the one that makes you happiest, apply for a position by pushing the button, and get the job. Once you show up for work, you put hours in and get money out every time. The bag of chips that you wanted comes out EVERY time. But what if it doesn't? What if the bag gets stuck? This can happen when the company fires you or lets you go. I say 'when' not 'if' because you will not make money at that company forever. They fire, downsize, lay-off, sell the company, merge, offer early retirement, etc. Some will last for longer than others, but all will eventually see their bag of chips get stuck. What will you do? Will you try to tackle the job vending machine, shake it, or punch it to get it to work again for you? I hope not.

How about the other scenario. Do you ever get two bags of chips coming out at your job? I guess this is conceivable if you work an hourly skilled job that pays time-and-a-half and double-time. My dad worked a job like this for years. He would work 40 hours regular pay and always seemed to get 20+ hours of overtime. The overtime was awesome because it could triple his paycheck. What other scenario can you think of with two bags of chips? I can think of the professional world where employees have company-matched 401(k), pensions, and stock options. These definitely can pump out multiple bags of chips from the job vending machine. However, you don't get these multiple bags right away. You have to put in your time, develop your value to the company, and prove that you're worth their long-term investment.

In most cases, a job is very simple. You get out what you put in and the output is expected. If you don't get out what you put in, you feel robbed and cheated. This mentality of trading time for money is what is commonly called 'Job Mentality'. There is absolutely nothing wrong with it. This country needs hard-working people to do the jobs of industry. If you are listening to this and have a job, I want to say thank you for turning the gears of industry and keeping all of us alive! Job mentality is simply this. I get money back for every hour I put in.


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 I don't proclaim to know all the answers. My M.O. is to listen more than I talk for two reasons. For one, I can learn from anyone. Secondly, I am emotionally sensitive and want to hear others speak so I can try to relate to them or possibly find a way to help them. This is my nature. Why did you just say all of that Ken?

 Recently, I was perusing the posts, questions, and problems of residential cleaners in my friend Angela Brown's Professional House Cleaners group. By the way, if you haven't heard Angela's double interview on the Smart Cleaning School, you NEED to! This Moment with Angela Brown & Snag Success with Angela Brown
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I've followed Angela's group for 8 years and will stop by from time-to-time to comment on posts to help others. At least, that's my goal. As in other free help groups, I see a common theme of posts. About 80% of the posts are from newer cleaners asking how to clean, what to use, how to deal with people, and how to price. 10% are strategy questions and 10% are wins from members. Don't quote my numbers. It was a guess from experience. I don't enter into the majority of the posts, rather focus on the business strategy and people issues. I believe these are the most important to building a successful company.

On my recent perusing of posts, I noticed a pattern of common questions and issues that I've listened to over the years. Here's a few from residential and a few from janitorial.

"My customers don't respect me as their cleaner and they won't pay me what I'm worth."
 
"This one customer is constantly watching me clean and timing me."
 
"I have a few customers that constantly reschedule or cancel service. How do I tell them this isn't okay?"
 
"[They post a recent text thread from a high-drama client and vent.] This customer is complaining again..."
 
"They want me to use their cleaning products and vacuum cleaner. How do I tell them I use my own?"
 
"I get a customer complaint every Monday morning about something little that was missed in their office."
 
"One of my customers keep asking me to do extra things not in the contract or cleaning arrangement."
 
"Just because they pay a lot of money for their cleaning service, they feel like they own me or I work for them. I don't like getting bossed around!"

These questions are all pain points for cleaning business owners. I have personally experienced each of them over my 18 years in the industry. I am empathetic and recognize these issues for what they are. It is high-drama. Period! I did a fun episode called "Why I Fired My First Client", where I divided all of our clients into 4 groups - low-paying & high-drama, high-paying & low-drama, high-paying & high-drama, and  low-paying & low drama. When you hear these listed out, it's obvious that we want the high-paying & low-drama and don't want the low-paying & high-drama. It's the other two groups that cause us so much grief.

That's why I responded the way I did recently to multiple posts with the same answer.

"When you NEED clients badly, you take whatever you can get. Here's what I recommend. Get out there and add, add, add. Get UNNEEDY. Then you can start dictating your terms!"


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 Ken continues his interview with Debbie in this surprise episode, where Debbie shares insider teaching from Cleaning Business Fundamentals and brings on 3 CBF success stories. Let's start with a summary of the 6 components of CBF proven success system. If you don't do ALL 6, the system doesn't work.

1.      Owner's Role – You can't clean and do 90-day mop-free formula
2.      Unique Money-Mix Profit Formula – Keep it simple. You track 3 main numbers (KPIs) in CBF.
3.      Unique Empowered Pay – This attracts and retains "career cleaners" vs. "chronic quitters". This is beyond rare in the industry that has very high turnover.
4.      Culture of Quality Employer Training System – This Speed Cleaning training system trains new cleaners efficiently and in scale.
5.      Marketing & Branding Client Attraction Blueprint – You need a strategy that stands the test of time versus a tactic that comes and goes. An example of a branding strategy is a cause-based business. 
6.      The Math is the Path – The way to wealth is through metrics. 3 numbers matter – customer acquisition cost, profit to the owner, and client attrition.

There are 3 main groups (avatars) of residential cleaning service owners that can benefit from CBF.

1.      Start-Up to Scale – 50,000+ new cleaning businesses are starting out each year, especially after the pandemic. Most have NO idea what they are doing and fail. Some invest in themselves to learn how to grow a cleaning company. Debbie has many students that didn't want to clean solo and wanted to scale from Day 1. Morris McRae joined us for his CBF Success Story with Maids of a Mission in San Antonio, TX.

2.      Solo to Scale – These are cleaners that work by themselves. If they're on their own, they're tired, overwhelmed, and frustrated. They want out. If they're Solo Elite Members with Ken, they are optimized with great profit on a flexible schedule. They are ready to make the jump to a team. Jen Rodgers of Just Peachy Clean in South Daytona, FL joined the podcast as our second CBF Success Story.

3.      Despair to Scale – Debbie typically meets these cleaners at the $300 - $400k per year in revenue. They are making no money and wanting to quit. Our Valley of Despair CBF Success Story was Katie Stepp of Katie's Cleaning Service in Manassas, VA.

Today's episode was brought to you by Cleaning Business Fundamentals or CBF. Do you want to start a house cleaning business and never have to do the cleaning? Are you a residential solo cleaner wanting to scale your business to earn your freedom? Are you a residential cleaning business trapped in the Valley of Despair with a team but no profit for yourself and close to quitting? Check out the Smart Cleaning School's CBF Exclusive Deal. Get Debbie's impactful "Succeeding on First Time Cleans" for 50% OFF and a free CBF discovery call with Debbie or one of her certified CBF Coaches! Just go to smartcleaningschool.com/resources and you'll find "Featured Sponsor" at the top of the page. If you want to scale your residential cleaning business to a million dollars, get CBF now! 

 It was an honor to interview residential cleaning industry legend Debbie Sardone a second time. At the time of this recording, Debbie's first interview "A Buffalo Charges the Storm" was the third most-downloaded interview of the Smart Cleaning School's 45 published interviews. Debbie really barred all and shared personal stories she's never shared. It was a powerful episode with powerful stories and lessons.

  I wanted to re-connect in the beginning of this interview and ask her some follow-up questions on two quotes I loved from her first one. They were.

"When you are confident in your beliefs, you're not really wavering or shaking in your beliefs. It's much easier to shield off the bullets from your haters... much easier."
 
"Anyone can succeed when it's east, but will you still be standing when it's hard?"

 Debbie and I really dig into these topics in the first half of this interview. Here are some additional quotes from Debbie that are powerful.
 
"We are all influencers. Some of us have bigger platforms, but we're all influencing somebody for good or for bad. An influencer is neutral."
 
"You do desperate things when your business is a broken mess."
 
"It was the shame of what I did that helped me decide that I will never let my business get me to the point that it gets me to do something that I know is wrong."
 
"Leave people better than you found them. Treat people the way I should treat them, not the way they deserve to be treated."
 
"Learning produces results and results produce confidence."

This last quote lead Debbie and I to discuss knowledge versus confidence. We agreed that having more confidence than knowledge is called arrogance. They talk a big game, but have nothing to back it up. The opposite is called Imposter Syndrome. They have more knowledge than confidence and are afraid to speak up as they feel they don't belong. This is equally detrimental to arrogance because it hurts people. The arrogant can lead people into making them worse off. The imposters have the ability to help many, but are afraid to do it. This hurts people because they never actually help them.

"You need to break the pattern of quitting. Most of the people who quit in business. They go on to quit another business and another business. And when you see people that say they are serial entrepreneurs. Often times, they are serial quitters."


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Are you a person that flies by the seat of your pants? Do you fly like Maverick in Top Gun where your instincts dominate? This is absolutely cool in the movies, but it kills pilots in real life and the ones that kills are the amateurs and the experienced professionals. It's called spatial disorientation. First, let me give you a definition.

Spatial disorientation – It's the inability of a person to determine his true body position, motion, and altitude relative to the Earth or his surroundings. Both airplane pilots and underwater divers encounter this phenomenon.

 Teresa and I earned our PADI Open Water certifications in July 2001, which allowed us to dive 60 feet. PADI stands for Professional Association of Diving Instructors. We then went on an epic adventure in the Fiji Islands to vacation and SCUBA dive the Great Barrier Reef. This is one of the best diving spots on the planet. It was a life-changing experience. We saw incredible tropical fish, puffers, tiger sharks, all kinds of coral, and amazing sea life and creatures. You gain a respect for what's underwater. When a human becomes like a fish, you better respect that environment. We were trained to follow our instruments down to 60 feet, which basically included a buoyancy control device (a BCD), a regulator, a suit, and oxygen tank depth gauge. I learned to trust my depth gauge. It was crucial to follow my instruments as well as use my eyes and ears to decide to go up or down while diving. There's charts you follow so you don't get the bends. There are many more components. I'm just trying to keep it simple. I can remember a few times where I swam up, thinking I was going down. Even worse, I swam down, thinking I was going up. Thankfully, I learned to trust my instruments to correct my positioning under the water. When you are that deep, it is really hard to tell which way is up or down. It's scary, but it's true. I'm so thankful that I was taught to trust my instruments.

Here's another example of spatial disorientation. My friend Royce Repka, owner of Double R Flight Academy out of Perkasie, Pennsylvania jumped on a phone call with me to explain the phenomenon of spatial disorientation from the flight instructor point of view. He's been doing this for nearly a decade, and he knows his stuff. So I'll paraphrase.
"Ken, think of it like this. Humans spend 99.99% of their time on the ground. It seems flat, right!? In reality, we are standing on a curved surface that is spinning and rotating. We can see the ground and we can visually see the horizon. The ground is down and the sky is up. That's obvious. You have reference points."

I understood this from personal experience dealing with Lyme disease and vertigo. A physical therapist, who is trained in the inner ear for vertigo taught me that our eyes see the ground and the horizon and it communicates with our inner ear to balance your body in relation to the level of the earth. People with vertigo suffer dizziness because their inner ears are out of whack. Others can even get crystals that dangle in the inner ear. It can trick the senses to give you vertigo even when you're standing straight. And there are techniques that physical therapists can do to remove those crystals.


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