The Profitable Cleaner

Launching a new contract or starting your cleaning business? This episode is a MUST.

Your hosts Mark Anderson, Sharon Cowan CBSE, and Ed Selkow break down real-world startup systems that can either make you profitable fast—or bury you in losses. Whether you're bidding your first building or onboarding a 50,000 sq ft facility, the principles in this episode are universal.

From staffing and supply planning to the critical “first night checklist,” you'll hear the brutal lessons and genius strategies only 100+ years of industry experience can provide.

🔑 What You’ll Learn:

• ✅Why most cleaning startups lose money fast
• ✅How to plan labor routes to protect profits
• ✅The secret to impressing clients on day one
• ✅What to say (and not say) after a new start
• ✅How “five minutes” of wasted time kills margins

🧠 This Episode Is For:

• Cleaning company founders and operators
• Janitorial teams onboarding new accounts
• Franchise owners looking to improve startup playbooks
• Anyone who’s ever lost a client from a bad launch

🕒 Episode Highlights:

• 00:00 – Welcome + why this topic matters
• 02:00 – How Sharon blew labor on her first job (and what she fixed)
• 04:00 – Planning for no-shows and first-week chaos
• 06:00 – The 30-day pre-start plan that builds trust
• 10:00 – The power of route maps and cleaning runs
• 14:00 – Real stories of failed startups (and fixes that saved them)
• 18:00 – How to go from new account to profit in under 45 days
• 22:00 – Final tips: Don’t plan to fail
  
  
  

🧠 Resources:

•  ➡️ Catch up on previous episodes of Polishing Profits here:
•  The Profitable Cleaner Network - https://www.youtube.com/playlist?list=PLKiuPQwwn4m9gWk0lBbzKVg5LwhwErhwn 

🔗 Where to Find Your Hosts

• Sharon Cowan, CBSE – LinkedIn | Facebook | Instagram
• Mark Anderson – LinkedIn
• Ed Selkow – Facebook

About Polishing Profits

Polishing Profits is hosted by three of the most respected leaders in the janitorial industry—Mark Anderson, Sharon Cowan, and Ed Selkow. With over 140 years of combined experience, they’ve built and scaled cleaning companies, coached hundreds of owners, and helped countless teams grow stronger.

Every episode delivers real stories, actionable strategies, and tools to build a cleaning business that thrives.

Produced by The Profitable Cleaner Network.

Text Our Community JOIN today

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💡 Negotiation isn’t just for boardrooms - it’s a daily skill that can change your business and your life.

In Episode 201 of The Profitable Cleaner, we sit down with Heather DeSiena - a strategic sales leader, keynote speaker, and corporate trainer with 13+ years of experience in cybersecurity, leadership, and coaching. From her early days as a news anchor to becoming a sought-after negotiation expert, Heather shares how to navigate high-stakes deals, avoid burnout, and build a career with integrity and purpose.

Whether you’re a CEO, sales professional, or just looking to advocate for yourself better, this episode delivers actionable strategies you can apply immediately.

🎧 What You’ll Learn:

• ✅ How to approach negotiation as a win-win - not a battle.
• ✅ Why burnout is real, and the “maintenance vs. growth” mindset you need to recover.
• ✅ The role of integrity and network in long-term business success.
• ✅ Practical ways to ask better questions and get better results in sales.
• ✅ How to identify and connect with the right mentors at the right stage of your career.

⏱ Episode Breakdown:

• 00:00 - Introduction & Heather’s career journey
• 06:30 - Why negotiation is for everyone, not just “dealmakers”
• 13:45 - Asking better questions & becoming a better listener
• 20:15 - Burnout, nervous system health & the power of rest
• 28:40 - Maintenance vs. growth in business and life
• 34:15 - Why your network is your safety net
• 40:25 - Women in leadership and wage gap realities
• 48:50 - Mentorship, finding the right people, and avoiding bad influence
• 56:20 - The importance of integrity in business
• 1:02:10 - Heather’s personal goals & what’s next

🎟New Event Coming Soon

We’re leveling up. Our next live event is in February 2026 in Dallas, TX.  Stay tuned for the exact date and registration link. The room will be full of leaders you want to learn from. Don't miss it. ➡ Join the Waitlist

Connect with Heather DeSiena:

• 🔗 LinkedIn: Heather DeSiena 
• 🌐 Website: HeatherDeSiena.com 
•  📸 Instagram: @heatherdesiena 

🔗 Explore More:

• Sales Masterclass Episode → https://www.youtube.com/watch?v=kgTHnMpmyFA
• Join the Profit Advisory Board (Our Business Growth Community) → https://advisoryboard.profitablecleaner.com/

💼 Our Trusted Partners:

• ✅ uSource: All-in-one hub for the facility maintenance industry – Start Free Trial
• ✅ Team Engine: Hire, communicate, and manage your workforce – Learn More
• ✅ Swept: Janitorial software that scales with you – Check It Out

🙌🏼 Join Our Community:

• 🚀 Facebook Group: https://www.facebook.com/groups/profitablecleaner/
• 📈 J

Text Our Community JOIN today

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This is our 200th episode.  And in this solo episode, host James Harper reflects on the 10 most powerful lessons learned from interviewing the top leaders in the janitorial industry. Whether you’ve listened to one episode or all 200, this is the one to revisit if you want clarity, direction, and real wisdom.

From faith-driven leadership to knowing your numbers, James breaks down the mindset, habits, and strategies of the most successful cleaning company owners he’s met. This episode is packed with practical takeaways to help you grow your business and your impact.

🎧 What You’ll Learn:

• ✅ Why endurance beats genius in business
• ✅The difference between status and substance
• ✅What the best cleaning companies track—and what they don’t
• ✅Why leadership transfers and your company won’t outgrow you
• ✅The “last hour” legacy test that every founder should consider

⏱ Episode Breakdown:

• 00:00 – You Are Your Only Competition
• 00:42 – 200 Episodes: Reflections and Gratitude
• 05:58 – The 10 Lessons from the Show
• 27:46 – Shoutouts and Community Appreciation
• 31:19 – What’s Next: The Next 100 Episodes
• 32:34 – Major Announcement: 2026 Event in Dallas

🎟New Event Coming Soon

We’re leveling up. Our next live event is in February 2026 in Dallas, TX.  Stay tuned for the exact date and registration link. The room will be full of leaders you want to learn from. Don't miss it.

👉 Subscribe to The Profitable Cleaner for more sales strategy, leadership training, and community conversations.

🔗 Explore More:

•  Sales Masterclass Episode → https://www.youtube.com/watch?v=kgTHnMpmyFA
•  Join the Profit Advisory Board (Our Business Growth Community) → https://advisoryboard.profitablecleaner.com/

💼 Our Trusted Partners:

• ✅ uSource: All-in-one hub for the facility maintenance industry – Start Free Trial
• ✅ Team Engine: Hire, communicate, and manage your workforce – Learn More
• ✅ Swept: Janitorial software that scales with you – Check It Out

🙌🏼 Join Our Community:

• 🚀 Facebook Group: https://www.facebook.com/groups/profitablecleaner/
• 📈 Join to be a member to our Profit Advisory Board (Business Growth Community): https://advisoryboard.profitablecleaner.com/

📲 Follow Us:

•  📸 Instagram → @profitablecleaner 
•  💼 LinkedIn → The Profitable Cleaner
•  📘 Facebook → The Profitable Cleaner 

Text Our Community JOIN today

Support the show

If you've ever lost a contract, underbid a job, or made a costly mistake in your cleaning business — this episode is for you.

In Episode #12 of Polishing Profits, industry veterans Mark Anderson, Sharon Cowan CBSE, and Ed Selkow reveal their most painful failures and exactly how they turned those lessons into long-term success. From ruined French doors to $1.5M in debt — nothing is off-limits.

🔑 What You’ll Learn:

• ✅How to bounce back after losing a major contract
• ✅How to turn a cleaning disaster into a long-term win
• ✅The hidden cost of poor supervision, bad pricing, and bad financial habits
• ✅Why ignoring your financials can cost you everything
• ✅Real tactics for turning mistakes into money

👉 Whether you're new to the game or scaling past $1M+, this is a must-watch for cleaning business owners who want to grow stronger after setbacks.

🧠 This Episode Is For:

• Cleaning company owners who’ve hit a wall (or a loss)
• Managers struggling to train, retain, and supervise staff
• Entrepreneurs who feel alone when things go wrong
• Anyone who needs a reminder: failure isn’t final
• Leaders ready to stop fixing symptoms and start solving root problems

🕒 Episode Highlights:

• 02:20 – How to analyze and learn from mistakes
• 05:45 – Dealing with addiction and people problems in the field
• 10:53 – When poor supervision cost $400+ in repairs
• 14:50 – The dangers of ignoring your financials
• 23:38 – The real cost of not training your team
• 28:12 – Why repeating failure becomes your fault
• 30:33 – Final lessons: Get up, fix it, and move forward
  
  
  

🧠 Resources:

•  ➡️ Catch up on previous episodes of Polishing Profits here:

 The Profitable Cleaner Network 

🔗 Where to Find Your Hosts

• Sharon Cowan, CBSE – LinkedIn | Facebook | Instagram
• Mark Anderson – LinkedIn
• Ed Selkow – Facebook

About Polishing Profits

Polishing Profits is hosted by three of the most respected leaders in the janitorial industry—Mark Anderson, Sharon Cowan, and Ed Selkow. With over 140 years of combined experience, they’ve built and scaled cleaning companies, coached hundreds of owners, and helped countless teams grow stronger.

Every episode delivers real stories, actionable strategies, and tools to build a cleaning business that thrives.

Produced by The Profitable Cleaner Network.

Text Our Community JOIN today

Support the show

This episode is all about what actually works when it comes to sales in the commercial cleaning industry.

Host James Harper just spent a full week on the ground with a $18M cleaning company as they launched a new market - and what he saw changed the game.

From how they book walkthroughs to how they do cold walk-ins and follow-up, this episode breaks down a proven playbook that you can start using today—even if you're just getting started.

🎙 In This Episode, You’ll Learn:

• ✅ Why “starting from zero” is a mindset (even for $18M companies)
• ✅ The 3-part strategy to get more walkthroughs and quotes
• ✅ How to use door-to-door sales to build real pipeline fast
• ✅ What kind of follow-up actually gets responses in 2025
• ✅ How top companies use simple execution to dominate new markets
• ✅ Why there’s no sales silver bullet—but there IS a proven system

👋 About This Episode:

 This is a solo episode from host James Harper, pulling back the curtain on what real sales effort looks like - and how even big companies win with small, consistent moves.

🔗 Explore More:

•  Sales Masterclass Episode → https://www.youtube.com/watch?v=kgTHnMpmyFA
•  Join the Profit Advisory Board (Our Business Growth Community) → https://advisoryboard.profitablecleaner.com/

👇 Listen now to hear how the pros are building pipeline—and how you can, too.

💼 Our Trusted Partners:

• ✅ uSource: All-in-one hub for the facility maintenance industry – Start Free Trial
• ✅ Team Engine: Hire, communicate, and manage your workforce – Learn More
• ✅ Swept: Janitorial software that scales with you – Check It Out

🙌🏼 Join Our Community:

• 🚀 Facebook Group: https://www.facebook.com/groups/profitablecleaner/
• 📈 Join to be a member to our Profit Advisory Board (Business Growth Community): https://advisoryboard.profitablecleaner.com/

📲 Follow Us:

•  📸 Instagram → @profitablecleaner - https://www.instagram.com/profitablecleaner/ 
•  💼 LinkedIn → The Profitable Cleaner- https://www.linkedin.com/company/profitablecleaner/ 
•  📘 Facebook → The Profitable Cleaner - https://www.facebook.com/theprofitablecleaner 

Text Our Community JOIN today

Support the show

Lets talk about “Guerrilla Management”: How to Think Differently and Win in Business

In this eye-opening episode, your hosts Mark Anderson, Sharon Cowan CBSE, and Ed Selkow, dive into the mindset behind Guerrilla Management — the art of solving business problems by stepping outside traditional systems and building smarter, more flexible teams.

From empowering front-line supervisors to pivoting your org structure, you’ll hear real stories of unconventional decision-making that led to higher profits, lower turnover, and better service.

💥 Expect plenty of laughs, wisdom, and 140+ years of combined experience talking shop.

🔑 What You’ll Learn:

• ✅ Why “If you always do what you’ve always done…” is a trap
• ✅ How Sharon’s risky pivot fixed her staffing crisis
• ✅ The power of decentralized decision-making
• ✅ Why most org charts in cleaning are outdated
• ✅ How to build autonomy at the point of service
• ✅ Why empowerment creates loyalty, speed & growth

🧠 This Episode Is For:

• Cleaning business owners stuck in the same management cycles
• Operators frustrated by turnover and service inconsistency
• Leaders ready to think differently and try bold ideas
• Teams looking to boost retention, efficiency, and culture
  
  

🕒 Episode Highlights:

• 00:00 – Guerrilla Management: What It Is (and Isn’t)
• 03:30 – Business Lessons from Revolutionaries & Netflix
• 08:10 – Sharon’s risky (but profitable) field leadership pivot
• 11:30 – Rethinking your org chart to retain more clients
• 17:00 – The 7 Principles of Guerrilla Management
• 24:00 – How to train teams to make smart decisions
  
  

🧠 Resources:

•  ➡️ Catch up on previous episodes of Polishing Profits here:  The Profitable Cleaner Network - https://www.youtube.com/playlist?list=PLKiuPQwwn4m9gWk0lBbzKVg5LwhwErhwn 

🔗 Where to Find Your Hosts

• Sharon Cowan, CBSE – LinkedIn | Facebook | Instagram
• Mark Anderson – LinkedIn
• Ed Selkow – Facebook

About Polishing Profits

Polishing Profits is hosted by three of the most respected leaders in the janitorial industry—Mark Anderson, Sharon Cowan, and Ed Selkow. With over 140 years of combined experience, they’ve built and scaled cleaning companies, coached hundreds of owners, and helped countless teams grow stronger.

Every episode delivers real stories, actionable strategies, and tools to build a cleaning business that thrives.

Produced by The Profitable Cleaner Network.

Text Our Community JOIN today

Support the show

What does it really take to scale a cleaning business past $20M—and keep evolving while you do it?

In this episode of The Profitable Cleaner Podcast, we sit down with Ricky Regalado—founder of Rozalado Services, Route, and Cleaning & Cocktails—to unpack the mindset, systems, and strategy that got him here.

From the early days cleaning franchise accounts with no license, to building a 650+ person team across 30+ states, Ricky shares the hard truths about reinvention, leadership, and scaling in an ever-changing industry.

🎙 In This Episode, You’ll Learn:

• ✅ Why Ricky reinvented his tech platform (Route) after years of trial and error
• ✅ The hybrid W2 + subcontractor model that helped Rozalado scale nationally
• ✅ What most cleaning companies get wrong about using tech
• ✅ How Cleaning & Cocktails became one of the industry’s top subcontractor-focused event
• ✅ Why people—not tech—are your real competitive edge
• ✅ What to expect from the new “Deal Bar” model for prime-sub matchmaking

👋 About This Episode:
Ricky Regalado is one of the most trusted voices in the cleaning industry—and for good reason. In this raw and honest conversation, he pulls back the curtain on what it takes to not just grow, but endure. If you're serious about scaling your cleaning company and want to learn from someone who's done it all, this episode is a must-listen.

🔗 Explore More:
 • Learn more about Route and Rozalado Services → https://www.getroute.com/

• Get your tickets for Cleaning & Cocktails event and get a 15% discount with our code: TPC15 → https://cleaningandcocktails.com

👇 Watch or listen now to get a real-world blueprint for scaling smarter—with people, process, and purpose.

💼 Our Trusted Partners:

• ✅ uSource: All-in-one hub for the facility maintenance industry – Start Free Trial
• ✅ Team Engine: Hire, communicate, and manage your workforce – Learn More
• ✅ Swept: Janitorial software that scales with you – Check It Out

🙌🏼 Join Our Community:

• 🚀 Facebook Group: https://www.facebook.com/groups/profitablecleaner/
• 📈 Join to be a member to our Profit Advisory Board (Business Growth Community): https://advisoryboard.profitablecleaner.com/

📲 Follow Us:
 📸 Instagram → @profitablecleaner - https://www.instagram.com/profitablecleaner/
💼 LinkedIn → The Profitable Cleaner- https://www.linkedin.com/company/profitablecleaner/
📘 Facebook → The Profitable Cleaner - https://www.facebook.com/theprofitablecleaner 

Text Our Community JOIN today

Support the show

Restaurant Cleaning: Hidden Profits or Guaranteed Headaches?

Your hosts Mark Anderson, Sharon Cowan CBSE, and Ed Selkow tackle one of the most controversial topics in commercial cleaning: Should you take on restaurant cleaning contracts?

In this episode of Polishing Profits, the team shares real stories and hard lessons from decades cleaning everything from greasy spoons to 5-star hotel kitchens.

You’ll discover:

•  ✅ Why restaurants are the easiest accounts to land—and the hardest to keep profitable
•  ✅ The dirty secrets behind restaurant cleaning margins
•  ✅ How to avoid the common traps that drain time, cash, and sanity
•  ✅ When restaurants make sense for a new cleaning business
•  ✅ What to consider before you sign your first restaurant contract

Whether you’re a startup janitorial company or a seasoned operator, this episode will help you decide if chasing restaurant dollars is worth the grind.

🎙️ What You’ll Learn:

• Why restaurant cleaning is high-risk/high-reward
• How to calculate if the cash flow is worth the chaos
• The hidden costs (late payments, tough schedules, sanitation headaches)
• Alternatives to restaurant cleaning if you’re scaling up

🕒 Episode Breakdown:
 00:00 – Welcome & why we’re talking restaurants
 01:27 – The pros and cons of restaurant accounts
 03:49 – Real stories: from bar bathrooms to 5-star kitchens
 06:09 – Why expectations are so high (and budgets so low)
 08:32 – How cleaning restaurants shapes your business mindset
 16:53 – Final advice: is it worth it?

📌 This Episode is For:

• New cleaning business owners looking for their first contracts
• Operators wondering if restaurants are worth the hassle
• Anyone growing a janitorial company who wants to avoid costly mistakes

🧠 Resources:

•  ➡️ Catch up on previous episodes of Polishing Profits here: The Profitable Cleaner Network 

🔗 Where to Find Your Hosts

• Sharon Cowan, CBSE – LinkedIn | Facebook | Instagram
• Mark Anderson – LinkedIn
• Ed Selkow – Facebook

About Polishing Profits

Polishing Profits is hosted by three of the most respected leaders in the janitorial industry—Mark Anderson, Sharon Cowan, and Ed Selkow. With over 140 years of combined experience, they’ve built and scaled cleaning companies, coached hundreds of owners, and helped countless teams grow stronger.

Every episode delivers real stories, actionable strategies, and tools to build a cleaning business that thrives.

Produced by The Profitable Cleaner Network.

Text Our Community JOIN today

Support the show

This week, we’re flipping the script.

In this unique episode of The Profitable Cleaner Podcast, James Harper isn’t hosting—he’s the guest. Originally recorded on Dan and Lexi Schindler’s show, The Cleaning Hustle Podcast, we’re bringing you this candid conversation because it’s packed with lessons you need to hear.

From the truth about “cheap labor” VAs to how to create a culture of loyalty, performance, and trust across borders—this conversation is a masterclass in building virtual teams the right way.

🎙 In This Episode, You’ll Learn:

• ✅ Why hiring a $3/hour VA is usually a huge mistake
• ✅ How to build a remote culture that actually sticks
• ✅ The real difference between hiring freelancers vs. a fully supported agency
• ✅ What every cleaning company (and every business) should know about virtual staffing
• ✅ How Power Placing grew from an experiment into a proven model
• ✅ Why treating virtual talent like real team members is the ultimate competitive advantage

👋 About This Episode:
 This conversation was first released by The Cleaning Hustle Podcast (hosted by Dan & Lexi Schindler). James sits down with them to talk openly about entrepreneurship, remote work, and building a business with purpose.

🔗 Explore More:
 • Learn more about Power Placing & Browse vetted VA profiles → www.powerplacing.com
• Connect with Dan & Lexi → The Cleaning Hustle 

👇 Watch or listen now to discover how to rethink virtual hiring and unlock new capacity for your business.

💼 Our Trusted Partners:

• ✅ uSource: All-in-one hub for the facility maintenance industry – Start Free Trial
•  ✅ Team Engine: Hire, communicate, and manage your workforce – Learn More
•  ✅ Swept: Janitorial software that scales with you – Check It Out

🙌🏼 Join Our Community:

• 🚀 Facebook Group: https://www.facebook.com/groups/profitablecleaner/
• 📈 Join to be a member to our Profit Advisory Board (Business Growth Community): https://advisoryboard.profitablecleaner.com/

📲 Follow Us:

•  📸 Instagram → @profitablecleaner - https://www.instagram.com/profitablecleaner/ 
•  💼 LinkedIn → The Profitable Cleaner- https://www.linkedin.com/company/profitablecleaner/ 
•  📘 Facebook → The Profitable Cleaner - https://www.facebook.com/theprofitablecleaner 

Text Our Community JOIN today

Support the show

Your hosts Mark Anderson, Sharon Cowan CBSE, and Ed Selkow dive into operational efficiency and process improvement in this episode of Polishing Profits.

If you think standard operating procedures (SOPs) are only for big companies, think again. Whether you’re a solo operator or managing 100 people, clear, documented workflows are the backbone of quality, consistency, and growth.

From onboarding and training to inspections and customer follow-ups, SOPs are what keep your company out of the horror stories - and off the client chopping block.

🧠 What You’ll Learn:

• ✅ Why “winging it” costs you time, money, and reputation
• ✅ How to start building SOPs (without feeling overwhelmed)
• ✅ The 3-legged stool of operations, finance, and HR—and how to keep it balanced
• ✅ Why documented processes create predictable outcomes
• ✅ The magic question never to ask your customers
• ✅ How to create checklists, scorecards, and accountability loops

📌 This Episode Is For:

•  ✔️ Cleaning company owners tired of constant chaos
•  ✔️ Operators struggling to scale and delegate effectively
•  ✔️ Managers ready to improve training and accountability
•  ✔️ Anyone who wants to build a business that works without them

🕒 Episode Breakdown:
 00:00 – Why small companies need processes too
 02:35 – The domino effect of poor workflows
 04:23 – The 3-legged stool of sustainable growth
 06:09 – Defining quality and standard operating procedures
 08:04 – The right (and wrong) ways to talk to clients
 10:10 – Final thoughts and next steps

📌 Resources:
 ➡️ Catch up on previous episodes of Polishing Profits here:
 The Profitable Cleaner Network 

🔗 Where to Find Your Hosts

• Sharon Cowan, CBSE – LinkedIn | Facebook | Instagram
• Mark Anderson – LinkedIn
• Ed Selkow – Facebook

About Polishing Profits

Polishing Profits is hosted by three of the most respected leaders in the janitorial industry—Mark Anderson, Sharon Cowan, and Ed Selkow. With over 140 years of combined experience, they’ve built and scaled cleaning companies, coached hundreds of owners, and helped countless teams grow stronger.

Every episode delivers real stories, actionable strategies, and tools to build a cleaning business that thrives.

 Produced by The Profitable Cleaner Network

Text Our Community JOIN today

Support the show