Breaking Down a $197K Cleaning Business

This is Nicole. She runs a cleaning business and she made $197,000 in revenue last year. But there's no money left over. There's no leads coming in and she is stressed out. This is the Business Breakdown Show where we take real home service businesses and analyze exactly what's holding them back. Our goal is to give Nicole a strategy to turn around the company in the next 6 weeks. So the name of the business is Turn Clean. And the services they offer are vacation rental cleaning and property management. So let's go ahead and take a look at their application video.

So I feel my constraint to growth is affording anything. It's like I feel like we're capped at the $200,000 mark and that's not enough revenue to properly pay an accountant, to properly reinvest back into ad spend, to like— it's just enough to keep the business afloat, to pay the payroll. Like, that's not even like proper actually paying my payroll tax and remittances on time. Like, those are things that I'm looking for now to hire someone appropriately to make sure those things are done. But I'm also scared because I'm like, when that starts coming out regularly and not just when we have a big extra sum of money from like certain jobs, we're gonna have— we're not gonna have enough to stay afloat. And so I don't know if it's I need to just start going and never having a crazy amount of clientele, if franchising and having a different stream of income, if opening up this kind of new stream of senior independent living care. I don't know, because the profit margins on a $45 an hour clean are so tight. And if I— like, I charge $50 an hour for certain things, but $45 seems like the cap. Like, people won't hire you beyond that because somebody else is coming along that will do it for cheaper. So, and like, the margins in there are so small, so you have to have such volume. So I don't know, it's just like, how can we generate way more profit and more revenue?

Okay. Like us all, we want to make more profit and more revenue. Right now, Nicole is kind of capped out. She feels around $200,000 in annual revenue. It's a very common stage to feel this at. We talk about this inside the Copy and Paste Millionaire book. It's very common to feel this cap at $200,000 and you start needing to professionalize the business. And figure out systems for your employees to do the work. She's not paying all her taxes right now, although she wants to. There's not a lot of money and she's just getting organized. She's thinking about doing other stuff like senior independent care. So could be a distraction, honestly, from a core business that has the opportunity to make more money. But we're only making $45 per hour and it's a race to the bottom. By the time you pay an employee, like, that's all gone. So super low margins. So she's like, how do I get more leads and do a volume game? So let's go ahead and first look at her website. We're going to break that down and then we'll jump into her financials and see what we can do to help. So first off, when we look at the Turn Clean website, this is it here. So it's made in Webflow. Usually what that tells me is a one-page website, meaning everyone kind of crams everything of their business on one site. So there's Nicole. All right, let's see if that's right. So why choose us? Scrolls down. Reviews, scrolls down. Okay. Yeah. So everything is on one page. Okay. So that's our first area of opportunity because I want this, these services to have individual pages, service pages on the website. So if you turnclean.ca/vacationrental, for example, and I have a separate page with copy pictures and really geared towards that specific service, it'll rank way better on Google. I don't see any pictures of you doing cleaning here. When I first come to this site, I have a lot of questions. First off, what do you do? I don't know what you do. If I just look at this, turn clean with a key on it, it could be a lock situation. First off, hard to read. Your best first impression. This could be like a staging company. And again, like sometimes getting 10 feet away from your website and asking yourself like, what does this person do? If it's not clear just based on the main words and the visuals, we've lost the customer. The vast majority of them. Turn Clean could also be like locks. It could be anything to do with keys. It also has that recurring thing, like that cycle. It almost looks like trash, like the recycling symbol. So these are things that you should be careful of. I'm not saying you should change your logo, but your first best impression is not going to sell customers. And it says, "A worry-free cleaning company serving the Okanagan that prioritizes pristine quality, attention to detail, and a quick, predictable turnaround. Make your best first impression with TurnClean. Sounds cute. Still don't know what you do. So when I looked at this website earlier today, I didn't know that you actually did vacation rental until I came down here. If people are required to go to a different page or scroll down on your page, on your website, just to know what services you offer, we got a big problem. No one cares about first impressions. They care about solving the problem of their fact that they have an Airbnb or they have a short-term rental that needs servicing. It needs to be cleaned, it needs to be managed. They want more people booking it up. They don't want to think about it. I have had Airbnbs. I've had up to 3 Airbnbs at the same time. And I, I have been a customer of you, not your specific business, but like people that clean Airbnbs and manage them. I'm a customer. I know all the pain points as a customer and I don't care about anything besides I want that thing cleaned. I want the people inside of it super happy. I want my vacancy as low as possible. I want as many customers back to back to back on nights. I don't want nights in between that are dead. Those are the things I care about as a customer. I don't really care about first impressions. I just want my short-term rental vacation rental to be cleaned. And so I would speak to that immediately here. There's too many words like pristine quality, attention to detail, quick, predictable turnarounds. No one knows what that means. I just want to know, do you do short-term vacation rentals in the Okanagan or Vernon, BC, that area? I want to be very, very pointed with that. All right. Next thing, what can we fix in here? Let's schedule a call. This is interesting. Oh, the schedule a call button does not work. So the number one CTA on your website, dead smack in the middle with blue around it, that says schedule a call. Doesn't go anywhere right now. Let me see where I can go. Contact us. Oh, it takes me down here. Okay. The Contact Us button is broken. Realistically, the only way for them to get ahold of you right now is clicking here. And this one is connected to your Calendly. And they got to click again and they'd have to fill out their information. It looks like to get on the schedule with you or book a call, book a call with you, it looks like. First off, we can solve this. We can, we can make this better. At the very least, take this embed form from Calendly and put this all the way back here instead of having to click once, then click twice, and then they see that, that 10 seconds and those 2 page turns alone will reduce your conversion rate dramatically. You can embed this form directly into your original site. I have some questions as to whether or not we should be doing the whole schedule a call thing. We'll talk about in the future. But for now, we've got to make sure these CTAs, these call to actions, actually work. We got to make sure we improve the design of the site overall. In general, I'm not a fan of one-page websites. They're easy to scan. Yes, but from an SEO search engine optimization perspective, I want service pages to be able to rank well on Google. All right, let's go ahead and look at your Google and your Facebook. So if we look at Google, we've got 44 reviews. Looks pretty good. Looks like you service kind of Kelowna and Vernon, BC. I would love to see an address verified on here because you will actually show up on the map. Looks like you got some reviews here. Let's go see some of your reviews. So like, I'm going to do what every other customer is doing, which is, oh cool, they have a lot of good star reviews. Let's look at the lowest ones. So this one says just negative reviews. We have never done it. Had a client under this name. This is not an appropriate review for our company. Has been reported to Google. Great. I will help you and I will also report it because it is— what is it? Off topic. That'd be off topic. Okay. Submit. Trying to help you out here. Let's go. We want to get that bad boy removed. You never did service for them. Shame on them. Okay. What's this other one? It's unfortunate that you have to stoop to these levels. I hope in the future you can have a better fit for you. Please note this is an ex-employee and not someone who is ever received our cleaning services. Okay, drama, a little drama from Sandra. Okay. When you have these sort of reviews, you can report them to Google, even the ones from employees. That being said, keep in mind your response. You know, you don't care about Sandra at this point. You care about the customers are going to read this. I would personally edit this and not talk about like taking a dig at the employee and saying like, do you have to stoop to these levels? That is water under the bridge. They're not coming back. I care about future customers, so I'm going to respond professionally and on the very upfront, just note that this is an ex-employee. So for me as a customer, I see, okay, one person you never served, another person was just a mad employee. Okay, great. I'm happy. Let's go. We got good reviews coming in, but I would love to have that verified address on Google. All right, let's check out your Facebook page. Okay, so this is Kelowna. I'm pretty sure I'm like 90% sure this city above is Kelowna. Again, if I just like I look at your page though, I don't know what you do. And so I try to make this clearer that you are a cleaning company or a short-term management company. I don't know if you care if there's an Airbnb, maybe a couple other logos that you service a lot of. I might think about doing that. She's a like, at Turn Clean Company, we provide top quality residential vacation rentals and commercial cleaning services. Boom. That's what I want to know on your website. All right. So if you do cleaning outside of just vacation rental, then that's fine. But that's the one-liner. We provide top quality residential, vacation rental, and commercial cleaning services. Let's go. The only other thing I need to know is, do you service my area? Vernon, BC, Kelowna, Okanagan. That's the real headline I want to see on your website. Oh, these are pretty cool. Some before and afters. Ooh, let's go. A little cleanup situation. Someone's bunk bed. Very cool. Reminder to slow down, breathe, and soak it all in. Okay. Maybe reminding yourself of that, that day. These pictures are great. I would much rather see some of these photos with your logo, even like this on your website. Like, these are great. Love it. Okay, let's, let's give a grade for the overall online, the website side of things. I think that the one thing that actually separates you is if I go Vernon, BC, and I do vacation rental cleaning. Let's see what happens. Let's go. All right, I have changed my grade. I have changed my grade. We are the number 1 organic ranked website in Vernon, BC for vacation rental. And your website's not that great. What this tells me though is that you are, you have a small market and that allows big opportunity. Your website is not great. You have 44 reviews, which is okay, good, I'm happy, but you're crushing it on native search on Google. Meaning if someone is actually looking for a vacation rental, they're finding you. Here's the problem I have. When I go here, I'm not sure if this is vacation rental. I'm not sure if this is a cleaning company without reading every word. And I'm like, okay, you know what? I do want to do— oh, the button doesn't work. This is what customers are doing every single day on your website. You're literally being seen in Google. They're coming to the site and they don't convert to a lead. So I don't even care about ranking on Google or clicks I care about leads coming from this website. And what we just completely get wrapped up in all the time at Lawn Care Web Design and HomeServiceWebDesign.com, we've built over 1,000 of these websites. And the first thing we try to do is increase, increase your conversion, the amount of people coming to this website, how many actually submit an estimate request form, actually give you a call. That's what we're paying for. And so that's why on average, Home Service Web Design clients improve their lead count by 80%. A lot of just like Focus not just like fancy design, it's how do I design it to get more leads? That's conversion rate optimization. So Nicole, I am going to give you a B- on your website. It was going to be a C+, but I gave you a B- because you ranked number 1 on Google. And for everyone out there, this is a good reason why sometimes starting in smaller markets is good. You can dominate online because the bar is so low and you don't have huge incumbents that are competing in in metropolitan areas that have millions of people, and it's very hard to replace them ranking well on Google. So, okay, cool. Let's go ahead and jump into the financial statement. What was submitted to me is this kind of Excel-looking spreadsheet, but basically all your expenses listed out for 2024 and 2025. In 2025, your expenses were like $196,000. And then you said that your revenue, you told me, was $197,000 in the form. In the application. So I'm assuming you're basically breaking even, but it does show that you have personal income of about $18,000. So right now, this is why you're feeling the stress is you have a business that does $200,000 in revenue, has $200,000 in expenses, included inside the expenses about $18,000 you're taking out of the business and using personally. And I know what it's like to be here. I remember having, for over 3 years, I had my personal budget under $2,500 a month. And I include everything. And I did it because there was no money in the business. And so I know what it's like to be there. And even after that, it was still like under $3,000 for years. And so you're just trying to squeeze every penny. And so, Nicole, in your application, I can sense the frustration. I can sense the stress. And having a business that does effectively, let's just call it 9% profit, and then you're taking that money out and it's still only $18,000. That's demoralizing, especially in a low margin industry like cleaning where you're charging max $45 an hour. So that's the financials. I got to give you low marks because you have QuickBooks, but you're not using it. So this is just expenses that you're calculating on your own, like manually in Excel or something like that. But like, you have QuickBooks. I can see you're paying for it. You're paying $90 a month, $100 a month for it. You also have Jobber and you're paying $600, $700 I don't see any reason why I can't see better reporting than this from a revenue perspective, even if you get it from Jobber and then QuickBooks. And so highly recommend using QuickBooks and actually getting the numbers on a profit and loss statement, on a balance sheet. And if you need help, reach out to Home Service CPA. We help with bookkeeping. We make sure this is all inside QuickBooks and reconciled and does— we do your payroll, make sure all your taxes are paid and all of that. So for anyone out there that needs help with this stuff, this is why I have Home Service CPA is to help business owners like Nicole. And so we might not be helping in Canada, but we can help in the US for anyone else that's out there. We got to fix this, but first we got to grade the financials. I got to give you a low marks. I sorry, I sorry, Nicole. It's got to be a C- because we are literally paying for QuickBooks and we're not using it. Okay, let's jump into the 4L framework. The 4L framework shows the 4 reasons why every home service business stops growing. It's either a lack of liquidity, cash, a lack of leads, a lack of labor, and a lack of leadership. Now, I want to say one thing. I want to always focus on the biggest constraint to the business because it's very easy to come up with a million things that could be improved. But right now, Nicole is stressed out about one thing and getting more leads and getting more revenue in the door and more paying customers. But sometimes not getting enough customers is a downstream effect of other things happening in the business. So let's go through each of these 4 constraints that every home service business owner is going to feel at some point and see what the opportunities are for Nicole at Turn Clean. So we're feeling the cash crunch, all right? We literally have no profit. By the time she takes out a very small $18,000 out of the business, the business is basically break even. And so that's very, very tough. Like, I don't even know how she's living on $18,000. Leads, if you have to boil it down, I think for most of us, we usually think we need more leads, but Nicole's definitely feeling not enough leads. She has low margin work. The only way to make up for it is tons of volume, We need more leads. That's what she's feeling. From a labor perspective, I'm not going to dwell on this a whole lot because this becomes a problem when you get a ton of leads. If all of a sudden tomorrow Nicole had 5 times as many leads and new customers joining, then labor becomes a constraint. The same with leadership. Like, you don't worry about getting general managers and office managers when you have no employees. So this is why the 4L framework builds on top of itself. When you have enough money, you go get Spend money on ads, getting a great website, etc. You get a bunch of leads. When you get a whole bunch of leads, now all of a sudden you need more laborers and people out in the field doing the work. And then once you get a whole bunch of them, you need people to help manage them and lead them. And then that constraint of leadership is overhead, causes more of a liquidity crunch, and the cycle continues every time you grow the business. But for labor specifically, I think this kind of ties into this. People are cheap and you have downward pressure on this fact that you have $45 per hour and everyone's undercutting you. And the reason I bucket this in with labor is because most of your competition is actually doing the work themselves. It's solo operators. And so because other labor in this industry, in your small market, is likely solo operators, they're super— they're willing to do it for so cheap. They're not paying taxes, not paying employees. So if they can make $35, $40 an hour and put that in their pocket, they're okay with it because they're not trying to grow a big business. They're not trying to get past $200,000. They're happy making $80,000 or $90,000 doing the work themselves. Which right now, Nicole, you'd be better off doing that. But in the long term, we don't build a business that can actually run without us and has systems in place. And I know that's your goal. So from a leadership perspective, this one actually is kind of a, this is from Alex Hormozi. I really want you just to be able to focus on paying your bills personally to have level thinking. I know the stress that you're feeling right now. I can feel it in your voice. I can feel it in your, I could feel it in the video. I need you to get to the point where you can at least pay your personal bills so that you can think more clearly. And then you will be able to do a lot of the things I'm going to recommend. But we need to be able to pay the bills first, which might mean you getting in the field and doing some work to get— boost the margins. I know long term that's not what you want to do. I'm not going to talk about this in your 6-week plan, but in the short term, you might need to get out in the field, do some work to get a little more cash on hand. So you can pay the bills personally. I want you to feel a little less stressed financially. You're going to feel more stress from a physical perspective. But in general, as you grow a home service business, you move from physical stress in kind of that solo operator stage where you've been at and you're like, I want to get out of here. And what you're now feeling, though, is financial stress as you begin to scale up and become more of a manager and you have employees because your overhead goes up and all of a sudden we're working with 9% profit margins before you pay yourself. That's financial stress. And then as time goes on, because you're going to feel that pain as you get bigger and bigger, you get a 7-figure business, you get $1.5, $2 million business. You're like, oh, that'd be so nice. Well, now all of a sudden you have psychological stress. So these are the 3 stages of stress. So for anyone listening, be careful to think that, oh, I've got to get out of physical stress as a solo operator because I'm so drained. And if you do that, you keep growing the business. The grass is always greener on the other side. It's always greener on the other side of growing the business. So as you grow the business, now you have financial stress. 'Cause you have all these employees, overhead, liability, taxes, insurance. Your margins go way down because no longer is it $45 going in your pocket, it's $5 going in your pocket after paying expenses. And then as you begin to grow and you figure that out, finally you scale up, then becomes psychological stress because every single day something bad is happening to an employee, to a customer, online, something bad is happening, people suing you. So these are the 3 levels of stress in a business. Just be careful to think that growth is somehow gonna solve your stress problems. But it will change the type of stress. And what I'm asking you to do right now, Nicole, is to temporarily go back to having some more physical stress, i.e., doing more work out in the field yourself so that way you can, when you go back into growth mode and you have financial stress, is not as bad as it currently is because you have better profit margins and you've been producing revenue out in the field. At $200,000, if you're not out in the field producing revenue, it's very difficult to make any profit in the business. Okay, let's jump into the 6-week plan because we've talked about all the problems on— with website and the online side. We talked about the financial problems. We've talked about all the areas of concern and the constraints to growth in the 4L framework. Let's give Nicola strategy in the next 6 weeks to turn the business around. So the first thing I want you to do is change the headline on website. It does not convey clearly what you do. Okay? So I want it to be something along the lines of a vacation rental management and cleaning service serving Vernon and Kelowna, BC, for example. Use that headline. It makes it very clear. Once I just found you ranking on the first place of Google, for crying out loud, for me to again go to your site and you know immediately, oh yes, this is— I'm in the right spot. So your headline, very important. I would also consider just even your— the image or the video that's playing behind that. Headline to be more along cleaning and not just generally a house because I need the customer to know what I actually do. And I don't know what your breakdown of revenue is of management versus cleaning, but if 90% of your revenue is coming from cleaning, I would show cleaning like I would show it right next to my headline. Next thing we're going to do is conversion rate optimization on the website. Okay, so I'm going to give you a laundry list of some stuff on this we've already talked about. You got to get an estimate request form. Don't expect everyone, everyone to want to call you. I also think that we can create service pages on the website. It'll help us with ranking and it'll help us be able to navigate the website easier in a more organized fashion by having service pages for each of the things that you do. But we're going to have an estimate request form. We're not going to require every single person to call us or set up an appointment to call us. And you're like, no, I definitely need that. Especially if I'm going to be in the field. I need people to schedule an appointment in Calendly. Great. Then move the Calendly embed back 2 pages right on the website and make that front and center so that I don't have to click twice, read all the Calendly things, like get all confused and then book. I just want to see the calendar, notice, oh, they're available in 2 hours for booking and book. So at the very least, do that, Nicole. And if you want to go to the next level, also have an estimate request form that they can quickly fill out. So that way they don't have to call and you're meeting them where they're at instead of you saying, you must book this appointment in order for me to just reach out to you. Next thing I want you to do is get your address verified on Google Business Profile. So even if you clean someone's house for free or whatever, to be able to verify a commercial address or your personal address, get the address verified, not just using a service area, but an actual address. Now you're already ranking really good, but I want that so strong. I want your organic search and your Google Business Profile so strong, just completely overwhelm everybody. I believe personally, Nicole, if you did service pages on your website, you'd eventually not only take the first spot in Google, you'd take like the first, second, and third spot in Google. And we do this in some of our, our smaller markets at Augusta and some of the home service web design clients. Some of the smaller markets, we get like the first, second, and third spots of the different service pages that we have. Like, you will dominate. Dominate the market because people can't get your service without talking to you, without finding you, seeing you, etc. So I want you to get the address verified on Google and get 100 Google reviews. You can set up inside of HomeWorks automations for text and email asking for those reviews, whether it be after your call or after your first service or periodically, like every 3 or 4 months, set up the automation, ask for it via text. Highly recommend it and just offer a $50— say, tell the customer, look, if you give a 5-star review to the crew, We give the crew $50, and if you do an automation through HomeWorks, you'll get to 100 views lickety-split, as they say. Next thing I want you to do is show your pricing on your website. This is going to be the one where people disagree with me. Pricing on website. I know you think that everyone is price sensitive. I want you to break your belief on this for just a moment. They are not price sensitive. They want a good deal and they want clear pricing. So they're trying to compare everyone apples to apples. And you've allowed them to do that by charging us $45 per hour. Because they're going to go to someone else and ask for $40 an hour. I want to make my product and service where people can't compare me to other people because otherwise it's just a race to the bottom. And so what I want you to do is show your pricing on the website and I want you to have packages, 3 packages, something like basic, pro, and premium, for example. And instead of having the schedule a call as my CTA, my call to action, I actually want that to be see pricing because the first thing I do when I see you on your website, on Google, I go to your website once I know that, okay, first off, it says that you're a vacation rental cleaning business. Check. Next thing I'm asking is, what's the pricing? To your point, that's what everyone is coming for. I'm not going to put a per-hour rate. I'm not going to talk about that on the phone with them. I'm going to give them, hey, there's 3 different options. There is a basic, a pro, and a premium package, and those include different things. Now let's go ahead and go over what that actually might look like. So I don't just give you kind of like ethereal advice here, Nicole. I want to give you the 3 different packages and potentially what this could include. Now I'm not necessarily like a professional cleaning. I don't have a professional cleaning service. I did way back in the day, right when I started Augusta Lawn Care, I also started Augusta Cleaning Services. Quickly found out that I would prefer to have a higher per-visit frequency, a higher frequency and a higher cost per visit. And so that's why I stick with, stuck with lawn care. Thank goodness. However, I do know a couple of things 'cause we've done some turnaround shows with cleaning companies. So I want you to do is 3 different packages. Let's just call it like basic turnover, for example. And this could just be the regular, you know, cleaning after someone's stayed 2 or 3 nights at an Airbnb. You're coming in doing the cleaning. The next one I want you to do like pro. Now it's going to be what everything is included in basic. So the regular cleaning, but you're also going to do all the laundry plus supplies. Now I'm making this up. You fill in the gaps. For your individual business, Nicole, because you know it better than I do. I'm just giving you some examples. And this one, for example, is going to be like $120 for your basic. Let's do $160 for your pro. And then I'm going premium. And I usually want premium to be twice as much as basic. So just call it $210. And I'm doing everything from basic. So the regular cleaning and turnover, I'm doing the laundry, I'm doing the supplies, but now I'm going to do the video inspection. And what I'd recommend is using Field Force, the mobile app from HomeWorks. When I do the cleaning, I do the supplies, I do the laundry, I'm also going to make a video of the entire thing and attach it inside of the customer portal for the host, the person I'm working for, to see every single video inspection. This would be— I would have paid twice as much for this when I was an Airbnb host because there's multiple times that people complained and I had no evidence, and it would be amazing if I could have gone back and be like, "Oh no, there's a video right here and it shows it was clean." It would have been so helpful. And if you can prove it to Airbnb as a host, you can get reviews removed if I can prove that something was clean prior. So having a video inspection, super valuable. I'd also probably put in something like priority or money-back guarantee here. Like, if someone complains, you don't— they don't have to pay. Because here's the thing, I know everyone feels like they're price sensitive. But the right customers aren't. And for me, when I did my Airbnbs, if I could have had a video inspection and known that if a customer complained or a guest of mine complained in one of my Airbnbs, you would refund me the money, I would immediately have been paying you twice as much. Why? The cleaning. I'm passing that charge along on Airbnb. I'm charging the customer a little bit more to make sure I have all of this locked and loaded and I have a great experience for them. And so I truly believe on a $1,000 stay, someone's willing to pay an extra $90 to be able to get the laundry done, all the supplies and inventory updated, a video inspection of every single time that you've come in and giving them priorities like a 24-hour turnaround in between guests, for example, and then a guarantee. If you do this, I believe you no longer competing on $45 an hour. You're competing on guaranteed you never have a 1-star review. Guaranteed we'll be there within 24 hours so that they can book tighter because my problem always was if my cleaners couldn't get there for a day or two, I'd have to leave gaps between every single reservation that could easily reduce the amount of revenue I make by 20 or 30% a year as a host. These are the things that people care about. And if you're always thinking about dollars per hour and an hourly rate, they can— that's easy for them to compare. This hard to get pricing from someone else around. Okay, will you do a video inspection? Will you prioritize within 24 hours? Will you guarantee money-back guarantee? If I get a 1-star review, you're giving me my money back. Will you also do all the lawn laundry, all this— they're not comparing you now on dollars per hour. Okay, so highly recommend this pricing package. I would put this right on your website and you could do ranges. So for size of house, you could be like, hey, this is $99 to $129, this is usually about $149 to $179, this one's about $199 to $249 based upon the size of the house, for example. But you now have pricing that they, before they even call you, are going to be pre-selected. And so what I don't want to do is just make it where people can just randomly call you. I know because you're on the field trying to get work done right now. I want you to focus on that. But by putting prices on, you're going to self-select all the lowest quality price-sensitive customers aren't even going to call you. But the best customers are going to see this and they're going to be all over it and they'll definitely be all over it after they got to the website and they actually knew what they're looking at. Highly recommend. Okay, let's move on. Next thing is You're already paying for this. QuickBooks, use it. That's literally the only thing I have to say. You are paying for it. Make sure you don't have an Excel spreadsheet with your expenses. Do categorization of your expenses inside of QuickBooks. Reach out to Home Service CPA if you need help. We can't do payroll, but we can do bookkeeping. We can do tax prep. So please reach out to Home Service CPA or just use QuickBooks. Take a certification for a day to figure out at least categorization of your expenses so you're not putting them manually into a spreadsheet. Okay. Last thing is I want you to do mass text and email. You can do this right inside of HomeWorks to all of your existing customers every single month for upsells and add-ons. Because I believe, to your point, I'm going to go along with you for a second. I believe that a bunch of people are going to go after your lowest price. They're going to go after this bad boy. As I said, those 3, these 3 prices, you were probably like, I'd be happy with just basic cleaning. Okay, let's assume that 70 or 80% of people take the basic cleaning. I am then going to grease the gears to make sure that I don't just get a, you know, 3 cleanings a month and make $360. I'm trying to make that $360 go to $800 by doing add-ons and upsells. Now, what are those going to be? There's going to be one specific add-on or upsell that you're going to pitch every single month via text and email, and you're going to put all of them into HomeWorks and you're going to text and email all of them in the middle of the month, and it could be for deep cleaning. So for example, around springtime or going towards the holidays, for example, or during your slow season when you're actually not getting a lot of turnovers, it's a great time to do deep cleaning because they don't want to shut down for 2 or 3 days while you fumigate the house in the middle of the busy season when there are tons of bookings coming in. So you can fill your off-season with these deep cleanings. You could also do add-ons like late checkouts. So for example, if you say, hey, Mr. Jones, 'You can get an extra $150 for a late checkout of your Airbnb. We will take $50 extra.' So now instead of $120, because you explained the value, you said, 'Hey, you can charge $150 on this $400 a night, you know, beautiful 4-bedroom house that someone's renting. You're going to charge $150 for a late checkout. Give me $50 extra.' Now you've taken $120 service to $170 service. Basically increased your revenue by 50% on that service. So that's another add-on you can have and you can pitch that in an email and text to customers like, hey, did you know you can be able to make $100 extra per visit? We collect a small part of that as a rush fee to be able to make sure that in between, you know, 4 PM and 1 PM is a very narrow window. We'll get there though. And then you chart, you're able to pay your employees a little bit more because there's inefficiencies of moving their schedule around. You can do ovens. Barbecues. Those are great upsells. You can also help them with their actual listing on Airbnb or these other platforms. So optimizing their listing again, do that during the off-season when they're not making a lot of listings and they don't have a lot of people coming in. You could also— one thing that I see is beneficial is mid-stay cleaning. So you offer it to the host like, hey, if your guest wants me to come there for 2 weeks or 3 weeks or 4 weeks, I can actually come throughout the stay and clean the house. It's value-add to the guest. It's value added to the host because the host gets better reviews and they can actually make a cut of the profits. And then you make a piece because now instead of cleaning the house one time over the course of a month because there's a long stay, you might clean it weekly for the 4 weeks that they're there. These are all little upsells that you can have. And trust me, there's a whole bunch more you could get creative with. It is how do I take my existing database and text and email them to be able to make them 50%, 100% more valuable? I truly believe, Nicole, if you just did that last one, you'd take this business from $200,000 $350,000 to $400,000 if you just text and email your customers upsells to sell them more of what you're currently doing and sell them other stuff that they'd also like. And you just have to show them that it's valuable to them. It's valuable to their guests, and it will help them in the long term. All right. If you need help with your home service business and you'd like me to come out in person and fill out this document for your business, just go to MikeAndes.com/Turnaround. Click down in the description. There's a link. Thank you for all of your support. So what makes this all possible? We will fly out to your location in person, fill this out completely free. Thanks to everyone's support. And until next time.