How Amber and Luke Hit $10K a Month in 7 Months

Vic: Okay, everybody. Thank you for being here for Luke and Amber. I'm Victoria from cleaning company Blueprint and I own my own cleaning company, Oak Bay Clean. And I got to meet these lovely people through our community on Convertlabs.io. I will share the link to that shortly. but that's how I know these guys.

And they launched their cleaning company seven months ago. Seven months. Yep. Okay. So, tell us first, how did you even discover this world of cleaning businesses because I know you both work full-time. so you wanted to do a side hustle. But why cleaning?

Luke: Yeah. So, I'll take this one. I just saw some guy on LinkedIn just posting numbers in months after months, 30K months, 40k months, and I knew I've always been entrepreneurial and I love starting businesses, like little side things. Nothing's ever kind of blown up. but I love the idea of building things. And I think I just saw this guy and I became kind of enamored in service businesses.

So just like understanding whether it's like HVAC, plumbing, fencing, roofing, and I just like the idea of the service business. and I guess Nick Huber, I'm not sure if you guys are familiar with the sweaty startup. He just is like the big boring business guy. Like he just loves boring businesses. And I kind of latched on to that.

And I was going to buy this guy's course from LinkedIn. my buddy ended up talking me out of it and we were just like, "Let's just start this thing. Let's just build it oursself." and we might get we might get to this in a bit, but we didn't find this community until like three or so months in. So, we were kind of just building things on our own.

We I mean, we'll get into some of the mistakes we've made, but we were just kind of figuring it out with no real help. And then I found Rohan's Reddit thread and I was showing Amber, my wife, and I was just like, "Look at this guy." And like, "Look at this stuff." And I said, "You have I said, "You have to go through this. Like, if we're going to do this, you have to go through this document, go through all the links and stuff." And that's kind of how we started, but it was from some random guy on LinkedIn, honestly. And then I kind of took it from there and went down the rabbit trail.

Vic: How much was his course, the LinkedIn guy?

Luke: It was 2500 or 2,000, but I was like I was right about to buy it. and my buddy, our business partner, who we can also probably get into later about, he was just like, "Hey, I'm already doing this with multiple other service companies. Like, I have the model. I have the all this stuff.

Like, let's just do it together." and so then we kind of went that route. So, I didn't buy the course, but man, I was like, "Right." And who knows, the course could have been great and I could have learned a bunch of stuff, but that's what kind of got me into it. So, that's awesome. I got I got Amber on.

I said, "Hey, we're going to start this cleaning business." She said, "Okay."

Vic: So, and you both have day jobs. So, what are your day jobs?

Amber: Yeah. So, my day job, I'm in medical sales. So, I'm usually in and out of the house, sometimes work from home.

Vic: And so, you're probably the one on the phone dealing with clients.

Amber: 5050. I don't think we've set up a good like you're doing this, I'm doing this. and I know Yeah, we it's almost like a competition like whoever is going to answer except for like the complaints and cleaner stuff then we're like do you want to take this or should I like you know usually we do it like if you book this client that's kind of your client like you handle this. It's honestly kind of work a little bit.

It's like okay I've been dealing with this client. I've been texting her. I've been doing this. So she but we both do 5050 on all that stuff.

Vic: okay cool. And Luke what's your day job?

Luke: Yes. So, I'm in tech sales, so we're both Yes, we're both the sales people. Obviously, we're very young in our careers, but we're, you know, sales is such a people's game. and it's I do a lot of cold outreach for the last three years. A lot of cold calling, cold emailing, running meetings and demos.

So, I'm we're both really good on the phones. And you know, some of those little sales techniques that I know Ash and Adam talk a lot about is stuff that we also, you know, kind of really drive home and how we also translated to the cleaning business, which has been which has been great. I hear her do stuff and objection handle and I'm like, "Let's go." Like that was perfect. Like way to say that like or sometimes she'll tell me like, "You shouldn't have pushed so hard or some of those things." So yeah.

Yeah.

Vic: It's interesting the not pushing so hard. It's like an instinct as a salesperson to almost try to get somebody on board. But in this industry, so Amber, why would you say, "Hey, don't push so hard."

Amber: I think it's just a little pushy, especially on like objections of more so pricing or really, it's really objections on that. Okay. But I think if we're able to just say like the reason our prices, we have quality, we have the cleaners, we're the best on the west side, they usually end up coming back. So I think when we stick our ground and I've done it I've done it so many times too.

I'm like oh well what price do you have in mind like kind of coming down just like giving it to them is not the clients that we want. So I think and that's the yeah that's the key we realize we don't want those clients and it's it's kind of hard to like objection handle and then you're like do I even want this client? Like do they are they asking too many questions? There too many red flags.

So that was one thing we had to learn because we're like let's close everybody. Let's figure out how we can handle every objection. We have an objection handling sheet that we use which is helpful but it's it's a lot of like a lot of times we don't want these clients if they don't want our pricing where you know we found that by sticking to our pricing it's honestly shows more credibility of like hey this is our pricing this is what we do you can see our reviews so that's the when you pointed I was like you're exactly right that's the do we want all these clients do I want to be closing this client is the thing we're trying to still learn but understanding now

Vic: well and you guys have talked to me enough and you know how I feel where I'm always like hey we are the coach or the like sometimes I feel like I'm like the pitbolt that's got to protect the cleaners from the bad clients, you know, and so it's a different mindset rather than when you come from sales, every sale is good, right? You're like, let's just sell. And then it's like, wait, what? No, we don't want to spend time in your house.

I'm sorry.

Amber: So yeah, we made a lot of those mistakes where we'll we'll put a like we just recently actually like just a week or two ago. We didn't vet this client properly and we put our cleaner in a horrible position and she really needed the money unfortunately. So she was like we said, "Hey, you should walk for it was there was bugs and we said, "Hey, we'll pay you to get out of there. Like we'll we'll pay you 25 bucks to leave." And she was like, "No, I need the money.

I need to stay." But we just felt so bad. And we called her afterwards and we were like, "That's completely our fault. we should have put you in this position. the money was good. You know, the clean was good, but it like you're saying, we should have protected our cleaner. Like she was saying, like I was almost crying and it was just unfortunate situation where we felt bad of putting her in that situation.

And that was just a couple weeks ago. So, we're still, as you can see, still learning how to do all this.

Vic: But, to your point, yeah, protecting the cleaners is really important because they might not want to work for us anymore if they keep getting these jobs. So, they're the only thing you're selling. Yep. That's your edge is your people. so question. So somebody's we've already got questions coming in the chat which is awesome.

Thank you Nikita. We will get to it. love that we're getting the questions. It's awesome. We have quite a few people coming from the community I think today. before we dive in deep into your mistakes, what's your revenue at now? I believe you'd said it's around 10K that you've you've crossed the 10K marker for us.

Luke: So big bummer. We were we were supposed to be at 10K last month. We had like 1,200 in recurring revenue that people have been with us for months that they all rescheduled or pushed to July. So we were like, oh boom, like 10k like we the next week's all just easy recurring clients and then just one after another, can I push to July?

Can I push to July? So we ended the month of June at 9,000. but this month we are for July we're tracking for about 15,000 this month. amazing. Based off what's on the books and our growth rate each month on average, we should do somewhere between 13 and 15 this month, which is I'm bummed about not getting 10K because we were like, "Oh, 10K." But we already have 10 like 10,500 on the books for July already.

So, we're It was a bummer, but we're we're going to have a killer month this month. So, our goal is our goal is 15K, and that's where we're tracking. So, hopefully we hopefully we get there.

Vic: Amazing. Amazing. And then by next summer, we'll jump on another call with you next summer. I want to start doing these like follow-ups to the hot seat calls. but I can almost guarantee that by next summer, you guys will be in, you know, maybe 30 to 50k margin. because it's just long game with this industry, right?

So, it's not quitting. It's carrying on and knowing like it's a few more a month. You know, in the summer months, it's even more, but you just experienced the brutal side of the summer months. Yeah. And is are you finding that it's mostly families or people going on holiday? That's who's moving their cleans.

Luke: yeah, a lot of it was holiday or some people are we live in Arizona, so we have a lot of snowbirds. We've had some people just cancel their cleans. They're like, "Hey, I'll call you back in September, October, and we'll start up again, but we're going back to Oregon or to Washington." but yeah, a lot of holidays, a lot of travel, people coming into town to stay at their homes. They're like, "This is too busy." so that was a lot of our reschedules.

But exactly what you're saying in terms of like each month is just couple extra thousand a couple more like I'm looking at our numbers right now on this on my screen and it's every month has just been improving and the best part is our recurring has been going up. So we're not starting we don't have a 10k month and we start next month with 2,000 on the books. Obviously you can people do that but it's just like next month like this month we started with like eight 8,000 on the books and then we got obviously new bookings but it's like okay it's less what's the word? intimidating when you don't have to start every month at a couple thousand fast and it's and it's obviously easier for many different reasons, but across the last six or seven months we're about 55% of our revenue is recurring which is we're really happy about.

Obviously we want to get that to 60 70 and you know 80 at some point but we're yeah I mean that would be amazing but we're happy with like each month we're slowly increasing that average of you know recurring revenue is increasing. So, that's been the coolest part in our opinion, but yeah, slow growth each month has been has been cool to see. So, great.

Vic: Okay, so let's talk about mistakes because I know and I'll give the audience a bit of a backstory here. So, the reason I know these guys is they we have a community. So, the software we all use is called Convert Labs. I'll put up the banner for anybody who's not using it yet.

so that's the link that gives you 30 days free, but there's also a community attached to that. It's a private community, so anybody who signs up for Convert Labs can get access to everybody who's using Convert Labs basically. And so these guys posted a lovely post one day where they said, and I can't remember how many months in you were, but it was something like, you know, we're four months in, we've made all the mistakes in the book, you know, we're say so grateful for the community. Can anybody help with, you know, and you listed I was like, SOS?

It was an SOS. Like, please somebody help us. Oh, and you had amazing timing because at that time Jen and I were running an accountability club. So, what we discovered within our community of, you know, there's about 700 people that everybody keeps asking us for coaching and you know, they'll pay like five grand, 10 grand, like, you know, can we and I'm like, we did it a couple times, but what we're really keen on is everybody holding each other accountable because, you know, yeah, we're doing great, but we learned from the Reddit post, too.

We learned from Kevin and Rohan, too. And they at the time they taught at test for free on a 30-day Zoom. And then we did the YouTube channel where we've given it all away for free. We're like, why do people keep asking us for coaching? And so we realized what they really want is a community of people holding each other accountable, keeping each other on track.

And so the day you posted, we had one of our members drop out. And they knew when they signed up that if you miss more than one session, it was 12 weeks. So if you miss more than one, we would give your seat to someone else in the community. And so you guys posted and I reached out and I'm like, "Hey, do you wanna?" And you were both like, "Oh my god, yes." And then you're such a lovely addition to our little group.

There was only what, 10 or 12 of us in there every Saturday morning for three months. so we got to know each other quite well. but tell us at that point, what were these massive mistakes that you had made that really made you go, "Hey, SOS, I need help."

Luke: Yeah, I'll start off and maybe kind of jump in. the biggest thing was in the beginning, like I said, we didn't find this community until like three or so months in. So, we were just doing stuff on Google, like we didn't have Convert Labs for until like month three. We were doing things on Google calendar.

just not no real processes in place. But the biggest mistake was we hired one cleaner and we didn't understand the contractor model. That's that's something we had no idea of, no concept. we just we were kind of treating them as an employee, but like having them on as a 1099, which is a little gray area.

I won't go into too many details in case somebody's watching me that I'll get in trouble. But we basically had them on as a 1099. We were paying them a guaranteed weekly salary. We had we had no clients, but we just we realized we were like, nobody wants to work with us when we're interviewing because we have no jobs.

And so we were like, we have to our logic said we have to pay somebody to kind of be on call and then when we have jobs, they do it. And it looked good for a number of different reasons that like we could get, you know, six $7,000 off of one cleaner and they we only pay them 3,000 a month. So, it looked good in a lot of cases, but there was weeks where we didn't have a single clean and we just gave out $750 that's coming out of our pocket. and we did that for months and thankfully we have the money to be able to afford that and we were like, it's the cost of doing business, but it's like there's cost of doing business and there's things that just aren't smart to do.

And we didn't we didn't understand that. We were just kind of like, this cleaner was great. First off, she's still with us. She's she's been great. but she would have a couple cleans a week and she'd make $750. So, she's on top of the moon. And, that was our biggest mistake. And we didn't realize that it was a problem until because we were getting busier and busier and there were some weeks where we'd make a lot of money off of just the $750 we paid.

And it was great. But the problem we ran into is we only had one cleaner, which was her. And so, a lot of she kept calling out for various things. family deaths, issues, blah blah. and she's still getting paid for that day. So, we couldn't backfill another cleaner. We couldn't We were like, "Let's just hire another cleaner." But then we're paying the day she calls out, we're paying her and somebody else.

We make we lose money. So, we were like, we kept running into this problem. It was good and well when she was working every day and it was fine, but started calling out and we're like, we're we have to reschedule all these cleans now. We're at the mercy of this cleaner. we have no we had no leverage at all and obviously the financial burden.

We were losing thousands of dollars a month for no reason really. yeah, that was the biggest issue. We just couldn't conceptualize the idea of the contractor model until we started seeing in the community and I was like, what? I don't know what's going on. And I think it was the first call we did in the accountability group, which by the way, if anyone's watching, the accountability group was amazing.

If you guys are doing another one, I'd encourage anybody to join. but it was we got in there in one of the breakout rooms and I was like, what do I do? I have this problem. Can somebody help us, please? Like, and everyone's like, first off, why are you doing that? Why are you giving this lady free money for doing nothing?

you're you guys you're you guys are dumb. and then it was the solutions. Then it was like here's how we're doing. Here's a contractor model. Then I started like digging into like okay what even is this? but it was until like month three where we even understood what the contractor model was and we were like this gives us so much leverage and the ability to scale and grow and have you know multiple cleaners.

And then so right after that we hired two more cleaners. amazing. And then it kind of just started compounding from there. but that was the biggest mistake. We were had some months we were losing $4 to $5,000 a month. And we're still we're still in the red, which we can get into later for various reasons, but we were just losing so much unnecessary money completely unnecessary.

Like a week where we just paid her $750 and not a single clean was done and we just we were just like the first couple months we weren't really bought into the clean. We were like doing it. That was another thing. We were just like, "Oh, we're losing money. We have the money.

It doesn't really matter." like for the first three months we kind of were just doing it and it was we were like oh we made a thousand 2,000 great like we got up to 3,000. It wasn't until like month four where we did like five or six thousand. We're like okay like that's that's a good amount. We were starting to see things keep going and we were like okay now we're in.

So then we started really like honing in on stuff but we were kind of just here like existing like we weren't really doing a lot until we got into accountability group and really swi we had to switch our entire model up. We got convert labs, all these things. so we really had to make like month three change everything. That's so awesome that you changed it that fast because I can tell you there's members in our community that have been watching for I mean first off they've been watching Rohan and Kevin Rohan who wrote that Reddit post and Kevin who built his cleaning business off that Reddit post then built Convertlabs.io.

so people have been watching them for, you know, 10 years and have never pulled the trigger. And I saw somebody post this week that, you know, okay, I'm pulling the trigger this week. I'm I'm finally doing it. but to make mistakes and fix them that fast is really great. and first off, also owning up like this was a mistake.

a lot of people I think get a lot of ego involved in running a business and I totally understand. I've run a few businesses now. but the best businesses are where your ego can be like you're going to go over here for a minute and I'm going to focus on what actually works. And it's, you know, you don't have to come up with new ideas like there, this is why we call this cleaning company blueprint.

Like it is a blueprint for people to follow. but if you don't find it, it's really hard, right? so kudos to you for finding it and then going, we effed up. Yeah. Yeah. We we realized we were and the other thing was we had the money to lose which made it not as much of a an issue.

If we if we were like in dire need of this money, it would have been hold that we would have figured it out months earlier, I'm guessing. But we it was just like we have the money to lose. Let's just let's just do this and see if it works. And then it was like okay somebody in the community said something like I think it was somebody named Jay and it stuck with me to this day.

He was like hey if you're giving out free money can you cash out me as well? And it it really hurt me at first. I'm like, dang. But then I'm like he's but he provided some he provided some constructive criticism after that. He was like what are you guys doing? Like you can't be doing that.

Here's why. so I appreciate Jay if you're watching or you see this. Thank you for that comment because it made me realize what we're doing. But I don't know the last mistake I would say if you want to talk about the bedrooms bathrooms kind of reinventing the wheel. I think once we really got into like the nitty-gritty and found Convert Labs, we were pricing just like a flat rate bedroom bathroom.

Like if you have three bed, two bath, this is flat rate for any house. Doesn't matter square footage or anything. Ouch. At the time it made sense when we I mean didn't make sense, but it made sense on the pricing when we were paying the 750 a week. But once we got into the 60% model, we one realized our prices are way too low.

we're not incorporating square footage and we're paying our cleaners way less than they should be. So, I think once we kind of figured out doing this 60% model and also adding square footage, our prices went up to be a bit more competitive where we're actually having a range. But I think that's a really big mistake we made. And I think also in the beginning, as I think you guys said too, which we're learning a lot more now and being very, I guess, adamant on it, is deep clean for every clean that's coming in as a new client and making sure that we're having pictures sent because we've been in so many situations where it's like we quoted them this price, we walk in, hey, this is actually going to be another $200 to $300 clean.

And it's either, you know, the cleaner leaves and they don't get paid or it's just like a whole debacle between the client and us. Those are a bit more reinventing the wheel was our was our issue. We loved the idea of simplicity of like bedroom, bathrooms, that's it. We'll give you a quote in two seconds.

We love and it was a good idea. And then we realized our cleaner is going to clean a 2500 square foot three bed, two bath, and then a 1500. It's the same price. and we were just getting that we were just losing too much money on those variables. so we just tried to come up with all these new ideas and that sounded great and they started off great and clients like the idea of simplicity and they love the simple model but it just doesn't work in a lot of instances.

So we've just slowly found ourselves saying like well we don't want to do the deep clean for the first clean. Like that's nobody wants that. Like the clients don't want that. They get confused. We're going to lose clients and then now we're doing it. So there's so many things we just were again so many things like we don't need to do that.

we can do it this way. And we're just every month we're like, "Okay, let's add that thing in that Jen and Vic said. Okay, well, fine. We'll do this, too." Like we just like so reluctant to just do what's working. yeah, just do what's working. It is so funny. So, it sounds silly, but it's like we just think we're like, "This is going to work better and it doesn't.

We go back to things that you guys have said or so."

Vic: Yeah, I totally understand. And I and I laugh because we've done it a million times and like a million times and we make the same mistakes over and over and over again. we're better now at riding the emotional waves of the good days or the bad days or the good moments or the bad moments. we're much better now at that.

But I think having full-time jobs in a way helps you guys ride that too because you have to kind of put the cleaning company into a box in your head while you're still working your day jobs, right? So if something really bad happens, am I right in saying that?

Luke: Like you are right. It's very hard to do. Yeah. I don't think we've figured that part out yet, honestly. And I'll let you keep going with your train of thought, but it's it's hard to do. It's hard to do in terms of man juggling all the things or the emotional roller coaster. Both.

Both. Yeah. The emotional side for sure. obviously the juggling and doing like that's that's its own thing that any entrepreneur that's working has to do, but the emotional side is what's really affected me of like, you know, maybe I'll have a bad day at work and then we have a cleaner or a client complain and now we're dealing with these messages and threats and th those that stuff is more emotionally taxing.

that yeah, the time the time juggle thing has been whatever. like we we're kind of hustlers and grinders that we come home from the gym after work and we just start working again. Like that's just what we do. So, it's more been the emotional side at least for me. I don't know if you have any.

Vic: That's interesting. Yeah, that's great. Yeah. And I think you know we have a member in our community and she doesn't pipe up very much anymore. I don't know if she's even still active, but a few years back she was a single mom and she reached about 100k in revenue for her cleaning company and that was just enough for her to spend her day with her kids and not have to work a job and she only worked in the evenings.

And I've always thought about this woman, I can't remember her name, but I've always thought about her in terms of like what I love about this business is that you can decide what's your level. How much do you need to work? How much do you need to hustle? How much do you want to make?

and I know and you know this probably sounds pie in the sky to anybody who's watching this, but if you just, you know, jump in with both feet and follow the plan, then you really do get to decide that, you know, you can make a million- dollar business or you can make a $100,000 business. It's just up to you whether you take on all the clients or not.

Luke: Yeah. And I think we really enjoyed our I don't know if you want to call it slow growth because other people might be like, "Oh my gosh, you guys have got to 10K." But other people have gotten there way faster and are doing way more than us. but I think the growth that we've had has been honestly perfect. Like if we if we had done 20K last month, I think it would have been a nightmare.

I think it would have been there's certain things that we're realizing we don't have that are really solid foundation. Whether it's how we deal with cleaners and how we deal with cleaners being late or trying to reschedu like our clients, they're like, "Hey, can you reschedule those two clients tomorrow?" Like, no. But I don't Oh, getting cleaners doing that. That's hilarious.

that never stop. I just posted about that in the midweek check-in yesterday actually about Oh, yeah. We're trying to figure some of those things out. But in terms of like our growth, I think our growth has been perfect for us to like, okay, it's getting a little ramped up. Okay, we have seven cleans on the calendar next week.

Now we have 10. Like it's allowed us to understand how to manage these things rather than just like going from 5K to 20K or 5K to 15K. That's a big jump for you to organize and, you know, structure. so I think our growth has been like perfect for what we want. Of course, we want to keep growing and do 15k and 20k, but the rate at which we're growing with having full-time jobs that we're both very focused on.

Like we're in sales, we're trying to make a lot of money. That's the sales. There's great opportunities for both of us. So, it's like juggling those things. But, it's been perfect in terms of like the speed of growth in my opinion. so that's been that's been really good. So, if we do 20k in the next couple months, we'll have to realize we'll start seeing some holes pop up, I'm sure.

And those are things that we'll continue to fill as we continue to grow.

Vic: So, I totally get it. And are there any other mistakes you want to talk about that you guys have made?

Luke: I'm sure there's a there's a lot. I'm trying to think of anything crazy. Can you think of anything? Any like big mistakes? Because those ones we mentioned earlier were pretty big mistakes.

Amber: I don't think I think those are really our big mistakes. I think there's like small things that we figured out with just keeping track of things on our end. And I think we really do learn like three to four new things a month of like, oh, we should have done it this way or, you know, maybe we'll handle it different next time. So, I think it's like situational ones that we've really learned the last few months.

Vic: Yeah, that's a good point. And I think you will continue to learn like you know, you do reach a point where you know how to talk to clients, you know how to talk to cleaners, and you kind of say the same things over and over again. But I still learn new things every day, you know, where I'm like, "Huh, should have done that differently. You get nowhere." let's talk a little bit about AI because I know you've embraced AI.

so let's talk about how you're using AI so that you can manage your workflow better and this will be a little tricky because I know how much we both know about how we use it, but keep in mind our audience might not have any sense of how to use it.

Luke: Yeah, I'll I'll take that one. we don't use it anything like crazy to where the average person or somebody who's just starting or maybe doesn't even know about AI that much. We don't use it in some crazy way that maybe somebody like Ash is doing maybe way more in terms of automations and whatnot. we mainly use so Chad GBT we use the business adviser, the strategic adviser.

Basically, it's a GPT that we created. basically has all of our documents, our branding, our marketing material, our voice. It has all that which it's trained on, which is our company and our vision and all those things. And it just helps us to one respond better to clients, whether it's a something where we a situation we don't know how to handle, a complaint, something's going on with a cleaner where they're complaining and we have to try to figure out how to respond, you know, appropriately and professionally.

We're we're both 27. Our cleaners are a lot older than us and some of them have been cleaning for 40 years or 30 years or whatever it is. Maybe not 40, but a long time. and so just trying to, you know, have intelligent conversations with them that are professional. that's what we use our strategic advisor for a lot.

and then the other thing that I use it for probably the most is data. So we track things like and I'm every month I'm tracking a new data point which is like, oh my gosh, why have I not been tracking this or so much data to track? Oh my gosh, there's a million different things you can analyze. and I've started to kind of become enamored in data and stuff which has been awesome to help us make the right decisions.

but I have a lot of things in like Google Sheets and whatnot that I analyze or that I look at and I'll have Chad GBT just, you know, do it for me. Like I'll say, "Hey, here's our numbers for the month. Find all of these data points that I that I track, whether it's like CAC, rorowaz, CAC, LTB, all these things for marketing and whatnot or just like organic, recurring, percentages, all these things. I just plug in a screenshot or I just give it the link to my Google sheet and it'll just analyze all this data and I'll ask it things like what am I missing?

What should I be looking at in this data and I'll kind of reverse engineer it. What things should I be tracking? How should I track it? What does what does CAC even mean? What does ROAZ mean? What does that like what insights can I glean from these numbers? so I just pretty much ask Chad to tell me things I don't know and tell me things I should be tracking or things that I'm missing or just give me the data from our numbers this month.

so that's probably one of the biggest ways I use it. but we also use it for just like strategizing new ideas or new marketing things or new you know, like hooks or on our website or lead capture, whatever it is. We do a lot of like brainstorming with it that we both do. We both have access to it and that's been helpful just like hey maybe we should do this.

Here's seven ideas we could do that are different than what we're doing now. Like should we implement this or try it? so those are a few ways that we're doing it but it's just through Chad BT. don't have a ton of automations. We're not using I've done a few things with Zapier to where because I do some things manually that I think it can be a lot more efficient in terms of like plugging in our like we have like a master client list of anytime we get a new booking that we plug in kind of manually and there's ways convert labs can do it.

but I don't know if they have all the right tags set up in the back end yet. I think Ash was talking about this when you guys did the hot seat where he's having a little bit of issues and I'm having the same. But yes, we don't we don't use it anything super crazy. we just do it to help us a lot with operations and data really.

Vic: I think that's the key is using it for operations is key and a lot of people go immediately to automations. Kevin and I talk about this a lot because he's had to, you know, he talks to thousands of people about how to use the software to build a website to organize your cleaner schedules, have clients be able to pay online. Like it's doing a lot. but then people always come along and they're like, "Okay, I want to automate the whole thing and it's because they found it on Reddit or whatever and they've got in their heads that they can run these businesses without having to be involved." and the reality is, you know, and I know you guys will echo this, the hardest part about this business is the emotional waves that you have to deal with because you're dealing with human beings.

And we're using tech to support us. We're using tech to help us, to make their lives better. You're making the cleaners lives better, your lives as a business owner better, the client's lives better because it's all on autopilot, especially the recurring clients, right? they know every two weeks my cleaner is coming, they get the notification, they're on their way, they get charged.

Like those automations are amazing. Yeah. But the operation side where you're dealing with a client wanting to make a change, a cleaner constantly asking, "Can we move this client because I have my other clients?" that, by the way, is a major pain point for anybody working with independent contractors. It's why a lot of people end up switching to having employees because they want that control over being able to say, "No, you're doing this today." and there's, you know, no shade there.

Like that model can work for people. but for the ones that embrace this model and embrace dealing with, okay, they're going to do that and it's annoying and I'm going to say no every time.

Luke: Every time. And eventually they'll stop every time. We're getting better. But it's also because like that client I could send another cleaner, but I that client has been with this cleaner for like then we're throwing a new cleaner and that could shake things up. Like so it's like a little bit of both, but we've gotten we've gotten definitely better.

We were kind of just getting bulldozed by our main cleaner we've had since the beginning. kind of because she was used to being able to kind of do what she wanted. And so that's our fault. Yeah. A lot of the problems we face dayto-day are issues that were like that's our fault. Like we shouldn't we didn't set that expectation with the client.

We didn't set that expectation with the cleaner. We didn't set the expectations with each other. Like there a lot of the problems we're very good at saying like that's that's on us. that's that was totally our mistake. It's not our cleaner's fault that she thinks she can do this because we've never told her she can't.

so Amber has helped me a lot with understanding some of those issues that we have done or that's our fault vice versa. I think we've we've helped each other understand the situations we're in are often our fault.

Vic: So, and I love that and you know and I love that you know that like to me that's the sign of great leadership. I don't know if you've ever worked for anyone that doesn't own up to their mistakes, but when you do, it creates a culture of fear. it creates a culture where you're going to get in trouble if you make a mistake. Whereas business owners that say, "Hey, I screwed up." Immediately create a space where it's safe for everybody they work with to say, "Hey, I screwed up." and that's okay.

you know, that they're not going to get yelled at, that, you know, we all make mistakes. We're all human beings. I have a cleaner right now that is being accused of breaking two items in this client's home. He sent the weirdest message that was like, I play I paid market rates and the cleaner broke these.

And I was like, wait, are you complaining about the price? Are you're complaining that I didn't cut you a deal? Like, what is the complaint here? Anyway, that was yesterday's drama. And you know, I know this cleaner. She's been with us for four years. Every time she screws up, she tells us. And so I know she didn't break this thing.

But his cleaner was away. His usual cleaner not with our company. She came back and she's like, "Hey, they broke this." Like, "Okay, so that cleaner is trying to throw us under the bus because she's the best cleaner in the city, right? Remember that ego thing for her? She has to be the best." And I get it.

Like you should take pride in your job. But anyway, that's the drama I'm dealing with. It's like every day there's some Yep. something new. It's never you guys seen it. You guys feel like you guys have seen it all, but I'm sure you guys still even deal with things that you're like, "What do we do here?" Well, I can tell you yesterday we're cleaning a bajillionaire's house and they are doing a postcon and we normally don't do post construction cleans where the trades are still present.

It's a hard rule for us. So, if the work is still being done, we do not start cleaning. and it's because for many reasons, but one of them is we're going to get in trouble. it's a lot of stress and pressure on our cleaners because they know they can't get it done because there's a guy drilling something and she's trying to mop or he's trying to mop and then, you know, anyway, so it's just a gong show, but we're doing this clean and I'm not kidding.

There's a hundred people on site. Wow. My gosh. And we've broken our rule because we've been out at the job for we've been at the job for a month and it's full-time for two cleaners, you know, eight hours a day for the summer months. It's a great gig. The people are so nice.

Like if they were not nice, there's no way we would be there. and yesterday there was a bear on the property. A bear? Oh my gosh. This is Canada. This is Vancouver Island. There was a bear on the property and they had to evacuate the property and the job has to be done within the next hour.

by the way, so for that one, you know, everybody just kind of went like, "Okay." And you know, anyway, it's just like I don't know what to do. Like, okay, be careful, be safe. You know, whoever's in charge of safety, listen to them. And then when the bear is away and they say it's safe, then you know and that was it.

Like everyone's just like, "Okay, you know, and some sort of hype broke or something." Anyway, like it's just these are the things you deal with on a day-to-day basis. but I will say the number one thing is your relationship with the people that you work with, right? So, if you get along with your cleaners, you're going to have a much better time of this. And if you are empathetic, you don't immediately blame them.

Right. And I mean, we're human, too. They make some dumb mistakes. Like, there are days where I'm like, "Oh my gosh. What were you thinking?" but thank God for my chat GBT custom GPT because I'll say to it, "This is what I want to say." And then it puts it in much nicer language, you know, wraps it with empathy because I've taught it how to do that.

Yeah. and then it says, you know, a much nicer thing than I would say.

Luke: Yeah. I think I think to the point of maybe you want to talk a little bit more about this like was too empathetic sometimes. Well, I'm worth talking about like the idea of running into so many different issues and challenges that we've just never experienced. We never had to like the first time we had a customer complaint.

It's like threatening us and saying all these things like we're looking at each other like we've never had to like this is a new situation, a new challenge that we've never experienced. I'll let you kind of touch on that if you want Kennedy.

Amber: Well, not just that situation, but like in general like how we've handled it together. like just challenges in general, like every day is a new challenge or new issue. Yeah. I think just when we run into the situations where like you said like this hasn't happened before, we haven't dealt with this. We kind of just look at it I guess together really like what of our what are our options to do and come down with like the best option or we use chat GBT to kind of give us a scenario basis of here's the right thing to say here's how to handle it in the situations of maybe like a client wasn't happy.

I know that a lot of time it's easier to just give the refund then to do the recan to just make it done. Yeah, there's times where people have denied the recan and they just want they want the money back. So, we have to figure out the situations of maybe something you don't necessarily want to give a refund, but it's in those points it's just easier to do

Vic: and that's where your data will really help you and having your spreadsheets and Jen and I do a color coding system. So, and we've done it since we have the same spreadsheet since day one. We've tweaked a few things, but the basic system is, you know, you look at the colors and green means good, red means bad, right? And so every time we get a complaint that leads to us having to give money back, then that's red.

If it's a recan, it'll be like a softer red because that's not a big deal. and sometimes we have to do a recan where we have to pay a totally different cleaner. So, one thing that you'll find is that a client will say, "no, I don't want that cleaner back in my house." Like, they are personally offended by Yeah, you had that. Yep.

Yeah. And so, you say, "Okay, no problem. I'm going to send you a different cleaner." So, you send a different cleaner. Sometimes I'll play a game where it'll be like, I'll send a cleaner that I know isn't as good as this cleaner, you know, or I'll send a cleaner that I know is better or whatever, right?

You get to know your cleaners really well, what they're good at, what they're not good at. you know, and then they I have to pay them. like I'm not going to send a cleaner and have that cleaner not get paid unless it's for their own recan. but we've created this culture where everybody is aware of it, right?

So the cleaners are kind of like, "Hey, I had to do a recan for you. You know, you missed X, Y, or Zed." And they're nice about it, right? Because we've created this nice environment. but anyway, and that's really helped us to avoid having to give money back. But to your point that you talked about before where you'd be like, "Oh, yeah, just follow the what Vic and Jen said." We do the same thing with Rohan where we'll be like, "Well, what would Rohan do?" He would just give the money back because of the emotional labor, right?

And so, we had one client, this was about a year ago, it still bugs me, you guys. This client still bugs me. It's been a year and I still drive by this house and I'm like, [Laughter] and I'll tell you the story. It was a prepare for listing. So they were putting this house on the market post divorce.

and you know half the house like it was a weird situation. So mom is living in one half, dad's living in another half. Kid goes from one half of the house to the other half the house throughout the week and there's a personal assistant. So the personal assistant feels very entitled to yell at all the workers and the homeowners are away.

I have I no interaction with them, just with the PA. And the PA is adamant that she only wants certain parts of the house cleaned. There's construction of course going on at the same time. There's trades people everywhere. This is like us breaking all of our rules. And I sent her three cleaners.

She wanted I talked through what are your options. And I mentioned we've got these Eastern European cleaners. and she was like, "Yeah, that." I'm like, "Okay." you know, and I was explaining at NA like one of them doesn't speak English very well. You know, she's fresh to Canada in the last six months, but she's a great cleaner, but you need to be patient with her because, you know, but I'll send her with these other two and they'll all speak Russian together.

She's like, "Okay, no problem. There's a war going on in Ukraine at this time." Mhm. This cleaner has escaped Ukraine. Oh. So, she's on the phone with her family and it's a day this like this is why I get so mad. Like I it gives me like I have a physical reaction to how angry I am at this woman because she immediately goes to blame rather than going what's going on.

And so the cleaner's on the phone with her mom in Ukraine and her town is being bombed. Wow. And she is still freaking cleaning. And this woman has the gall to call me and say, "I need you here supervising them." Because she keeps being on her phone. And so then I text her.

I'm like, "Hey, what's up? What's h because I know her enough to know." Like none of my cleaners would be making fun like just doing this. Like none of them are like that. They're all hardworking, salt of the earth people. Anyway, and so I get the lowdown. I'm like, "Oh my god." And I don't even tell this woman.

I should have, but she demanded a full refund. It was a $900 job and I paid all the cleaners and I ate it and Jen and I fought about it probably for like three hours back and forth, back and forth, back and forth. this is where it helps to be siblings maybe instead of partners because it's different. We had some spouts, but they all end up being good at the end.

And usually she's right. Yeah. We go with whatever her idea was. Well, and so Jenn, you know, and then I lost sleep over it. Like I was so adamant we were not giving her money back. And Jen's just like, "Get this woman out of our lives." And I'm like, "No, I'm going to write her a letter and I'm going to post her and I'm going to tell everybody, you know, this is not what Canada is like, you know, blah blah." We gave the money back the next day.

I gave in because I was like, "This is stupid. I don't care. this woman.

Luke: That's been our biggest battle is we get and it and it sucks because my ego gets in the way and we and I'm like this these people are threatening us that like they'll it's the same it's the same if you look down the message of the last four we've got it's the same they end the same way they try to well like basically ask for refund without asking for it and we don't do anything we say we can do reclaim and they keep trying to push and then they say well I would hate to write about this all over line and and share my experience all over on this website and this one and your Google review. I'd hate to have to do that. And it's it sucks because I'm like, you're manipul you're trying to manipulate us to get what you want. And it's this is our company.

Like we built this like I want to say so badly like sorry we just don't do it. And but it's just like every one of that you can do it really soon. And it's it's to like there's at one point we're just going to eventually do it just to do it. Just be like we're sticking our ground on this one and if you want to give us a bad review, the world's not going to end.

But the policy all four of them we've given them a slight refund and we've avoided bad reviews. So it's like and they just said okay thank you perfect and then they're just gone and then it's done and we're like we should just did that an hour ago but it's so like we just want to stick to our ground sometimes but it's it's this constant do we do this? Do we do this? And that's where we have a lot of our not arguments but like just conversations like and Amber usually brings up some good points that I don't think about and sometimes I'm kind of running hot and she'll kind of like let me let me respond or there was one where I just told her to take over.

I said something wasn't good. and this client was freaking out. I said, "You take it. I'm sorry. I messed up. Try to fix this." And she ended up calling the client. Now they're besties. And then it all worked out. But she was like freaking out on me. And then so I basically told her, I said, "Call her and throw me under the bus.

Say, you talk to my husband. I think he maybe misad some stuff." And then now they're all a sudden best friends. They talk for half an hour. So amazing. Well, calms me down a lot and handles situations where I should probably step away just because sometimes I'm like, I hate you. Like, I don't say that, but I'm like, I don't want to talk to you ever again, you know?

So, you put that into chatbt and then it's Yeah. Yeah. But we've we've learned so much about each other and our own relationship. It's honest. There's sometimes where it's like I'm pretty confident this is what we should do and she's like, I think we should do this, but we work things out and we're dealing with things we've never had to deal with.

and it's I would say helped our relationship and it's been good to go through new challenges every day of that you know running a business and we're going to do 100k this year you know probably pretty easily so it's like we're building a big a great business and we're learning these things together which has been my favorite part at least it is the best part

Vic: that's awesome I love that Jen and I feel the same way and I think for us as siblings anyway like we just keep launching another business another business another business and we are so grateful to the community and to Kevin Rohan and to you know this is kind of like to me the best part of the internet like the internet can be a hot mess. Yeah. But there are some really great parts to it. And for me, this is like the thing that I'm so grateful for that I write about in my in my journal every day is like having this community of people that just share how it is so that you're not alone because your business in Arizona.

Like I can give you everything. Be like here this is what we do in Canada, you know, and you can do it or not. but then you can also do the same thing for us and chances are it's going to help.

Luke: Yeah. Like I don't think I've ever gotten any, you know, valid like qualified advice from the community that I've gone, "No, they're absolutely wrong." The only time I would do that is if they've spent money on something that I'm like, for example, SEO, spending money on SEO. I'm like, "Guys, just follow the videos because it's long game." as you know, we've talked about that because I know you guys have, you know, your SEO strategy on point. but yeah.

So, can I share? I know we're probably going to a different topic, but I just remembered one of my our biggest mistakes, which was we sent the wrong cleaner who we didn't even hire. I think I remember I mentioned that one, too. And I think it'd be hilarious. Great. I'll give you like the quick version.

So, we basically had two people that we were interviewing. One of them we decided not to go with for various reasons that were red flags. she seemed like a great cleaner, but there was just red flags. Another one seemed great and she did a test clean. It was great. We just called her.

We said, "Hey, we don't know if we have enough work right now. Let me get back to you in July." And she's like, "Perfect. I have other work. Like, call me back in July." This was a month ago. so basically had her on standby. we had a random moveout clean or movein clean happened and we had nobody available and this they needed it in this day.

it was a good job and so we were like, let's just call the, you know, girl we just said, "Call me back in a month." And we already like it'll be a good like first clean for. Her name is Samantha. The other girl's name was Sarah. I called I called Sarah who we already rejected.

We said, "Hey, we're we're not moving forward. thanks, whatever." So, we basically like goodbye. we called that girl just randomly one night and we said, "Hey, Sarah. you know, like we have this clean coming up. I know I said I'd call you in a month, but do you want to take it?" She's like, "sure." Like, "Yeah, I can take it." She's being kind of weird and I was like, "Okay, like whatever." So, we kind of like get her a little bit onboarded in Convert Labs and we're like, "Hey, we'll get you set up with everything else after this.

We'll make sure all these, you know, TE's are, but we just need this clean done tomorrow. Yeah. So, she goes to this clean and we don't find out until she gets there because for I don't remember what the reason was, but she said something. I looked at Amber. I said, "Wasn't the girl we wanted to hire name Samantha?" And she goes, "Yeah, that's who's at the clean." I said, "No, Sarah's at the clean.

The girl we rejected for these reasons specifically that were red flags." And we're like, "We sent the wrong cleaner. The one we rejected, we sent her to a clean." And so we were like, "Oh my gosh." And then we were just like, well, she's already there. Let's hope it goes well. And she showed up early.

She was good at communicating. And I was like, okay, like this might work. And we were talking about it on Convert Labs. And she did the clean. She sent us pictures afterwards. And it ended up like looking great. And like it was a pretty And so we were like, "Oh my gosh, that was great." And she was great afterwards.

And I was like, "Thank you. You know, we'll we'll, you know, let you know in like a week or so, like blah blah." We were just because we realized at that point it was the wrong cleaner. And sure enough, the clients sent us like eight photos and they wanted a reclean. They were very nice about it.

They were like, "Hey, these spots were missed." And so we're like, "Okay, maybe she's not good. Maybe it was just this client. The clean looked good to us based on the pictures we saw." we were kind of like, "Is this girl good? Is she not?" She was pissing a fit about having to go recle after already saying she would go recan if needed.

So, she was freaking out and she was like, "Just wanted to let you guys know I usually don't do that much work for that little pay." And we calculated how much pay it was by the hour and it was 49 an hour is what she got for that job. And she was like, "Usually I don't do that much work for that little pay." And we were like, "What's the going rate in Arizona?" I think it's like 20 22 to 25ish. Yeah. Is an hourly.

And that's like some of the good companies. A lot of them start off at 18 an hour here. yeah, some of the bigger companies do 18 an hour. whatever. So, she's complaining about this, complaining about the recan, saying like, "I don't know if I want to do jobs if I'm going to get paid this little." And we were just like, "What?

What? Wow." We basically just started laughing because we were like, we sent the wrong cleaner. That was dumb. And then we thought she was going to be good and now she wasn't. And now she's complaining about pay. It was just a silly mistake and we don't we haven't worked with her since. And the client was happy afterwards.

They still gave us a fivestar review. isn't it amazing? Yeah, that was that was great. That client was luckily nice, but it was so silly that we didn't realize we sent the wrong cleaner who we already rejected. We sent her it was stupid mistake and I remember we were just laughing about it.

We're like and it was my fault. It was 100% my fault.

Vic: So, it's an easy mistake to make. It's, you know, we call it the book and scramble. Sandra, yep, that's the book and scramble. And you know, we did we booked and scrambled, but it was wasn't the right kind of scrambling. It was the wrong scramble. That was probably the funniest mistake you made. That was just ridiculous. And that is, you know, the sign of people that are working too much and, you know, just being like, I got their names.

Luke: Yeah, I got their names mixed up and it was bad.

Vic: I do want to talk about reviews because you mentioned a couple times about reviews. So, how many reviews do you have right now on your Google profile?

Amber: I think we have 82 right now.

Luke: 84 currently.

Vic: 84 in seven months. And you're are you using Nice job or is this you calling?

Luke: This is where our sales kind of comes into play. This we don't use nice job. we are ferocious with reviews. I I mainly handle the review side. yeah immediately. We don't we don't even call afterwards. I know a lot of people call. I follow a ton of cleaning company people and they all call and I just send a simple message.

Hey, how'd the clean go? Like hey, just want to make sure everything went well. From there I say, hey, you know, help support local business. Blah blah. just a little blurb that's just kind of copy and pasted. but we follow up like jackals. Like we are the next we have like a sequence that I've kind of built in my head of like this like 24 hours later I'll just text them and back if they haven't left it.

I'll say, "Oh my gosh, Susie, I'm so sorry. I think I sent you the wrong link. This one will work." Basically just like I sent I know I sent the right one, but it's just like, "Oh my gosh, I'm so sorry." And then they'll be like, "Oh my gosh, totally forgot. Thanks. I'll do it right now." And then smart.

It is. And it's worked very well, actually. so I do that and it's just an easy thing. It's like, "Oh my gosh, so sorry. Here's the right link." And then the third one, I'll just say, "Hey, just wanted to make sure like a couple days later, but we'll do four follow-ups in like seven days." Anything after that, the close rate's going to go lower and lower the longer it goes.

If you do a two, three week thing in my opinion, you could still get reviews, of course, but the I think the drop off rate increases by every day that you don't get that review from when you did the clean. So we'll follow up three, four times in seven days. The fourth one, maybe even five times. The fourth one be an email.

I've got some people do it because I sent an email. I just kind of switch up which way I'm doing it. Yeah. But we have been ferocious on reviews. not all of them are from clients. We've maximize the people we know in the area as well. And I don't I don't see any reason not to.

as long as we're doing it in our service areas. We don't get reviews from people outside the state. we're we're pretty weary to do it outside of our even service areas. But I'll meet somebody at the gym and I'll talk to them a couple times like, "Hey man, like I have this company.

Just leave me a review." And I type it for them on Chad. It's SEO optimized. It's the perfect review. So, we do that as well. And somebody else could you guys could have mixed opinions about that, but I'm trying to build this business. We are. So, we're we're going to do what we can.

But, we've been ferocious on reviews. And we'll we'll hit a hundred in the next couple months, which is Yeah, you will. We're super excited about we're we're passing so many of our competition that have been here for 10 years. And that's been the coolest thing to see like all these companies we're just passing.

And now so many people are like, "Oh my gosh, I saw your reviews. Like, your reviews were great." That's what we're getting so much more just recently. just getting a ton of those like, "Well, I saw your reviews. It's a lot better. You had more reviews, blah, blah, blah." And it's so cool to see how powerful reviews are for not only SEO and for Google to see and all those things, but for just brand view visibility and reputation, it's everything truly.

And so that's where we've been very consistent and very like all speed all like all focus on reviews. Let's get those reviews to 100. it'll just keep paying dividends for us. So, that's been the one of my one of our coolest stats is our reviews getting to 100 pretty soon in the next month or two.

Vic: I think I think that's the fastest out of anybody in the community. I'm pretty sure we've we've never actually analyzed that as a community, but I'm pretty sure if you put up, you know, we reached a 100red reviews in 10 months or something, other people will share how quickly they reach that number. like eight or nine, I think. That's my guess.

Luke: Amazing. We're just we're just super happy about that. We've been super focused on it, which is cool.

Vic: That's so great. It's such a great relationship builder. It is definitely a best practice thing to do the way that you're doing it. We use nice job because I'm now lazy. because I love it doing everything. We don't have the scale as you guys. If we do, we probably end up doing something like that. It's easy. I recommend it.

Luke: Yeah, I do. And it's very similar. It's seven texts andor emails that are, you know, optimized to work.

Vic: but I will say like if you run your numbers out of how many, you know, clients you've asked for reviews, how many convert? Do you know that number?

Luke: I don't. That's a really interesting stat that data point that I'm going to add to the sheet of data that I track. That would be an interesting one to see.

Vic: It is. And so ours is only about 10%. and I will say like that's low. Our conversion rate is very high. It's more like 30% if I answer the phone. Right now I've stopped answering the phone. which is not best practice, y'all. But you know, we're now at according to our dashboard, we're at 91K this month.

It's July 5th. Like crazy. It is so crazy. And so my job at that point. Oh yeah. I'm not calling everybody. There's no way. There's no way. But also the majority of that, you know, we're well over 80% recurring clients, right? So it's just different. In the beginning, you're 80% one-time clients. Yeah, you know, your goal is 20% and then to gradually increase that.

But once you are in this for a few years and you're focused on quality customer service, quality cleaning, but honestly, half of this job is customer service. Like, half the reviews, if you read our reviews, you'll see it's about the fact that we're we're mirroring. I always talk about mirroring. You repeat back what the client says word for word.

You want your house cleaned. You have a three-bedroom, two bath. Okay, got it. you know and you just constantly repeat it back and that psychology-wise works to get your clients to have a positive experience with you. So even if they complain, you convert them into a fivestar review because you hear them. You know, it doesn't have to be on the phone.

It can be, you know, most of my communication now is email andor text. but anyway, so kudos to you guys for those numbers because that's insane. you're going to be able to similar to us like spend no money on advertising. That's the goal. Y yeah. What are you spending now? in terms of like just marketing ads.

Yeah.

Luke: Last month we were at about 2500. We're we're playing around with some stuff. Most of that is to LSA. Yeah. Yeah. Or organic revenue is probably about 20 to 25% of our revenue right now and it's slowly increasing every month. which is our goal obviously is to continue to get that higher. but LSA is where we're getting the most.

Yelp has continued to be to be good. We just don't want to Yelp is it's, you know, we've had great success with it. It's just if we can get a two rorowaz on Yelp every month, we're happy with that, but we only spend like three 400 on Yelp. But usually we make that back every month and more.

So, but for anybody listening is return on ad spend.

Vic: so if they spend two or 300, if they get, you know, 900 back, then they're happy. It's also about your profit margin as well, right? So, it's about 30% that you would be bringing home after the costs. So, you know, so I understand now when you said before that you're still in the red. but you're spending, you know, money on advertising. What else are you spending money on?

Luke: Actually, Ether is 2,000 a month to our business partner. He does the SEO, branding, marketing, website, brand review management, reputation management. He does a plethora of different things. So that's but that's a fixed cost. So it won't hurt as much as we grow. And we're very much under the impression of like if we can break even in the first year, we'll be happy with that.

we're trying to build this to a big company. which somebody else could be doing 5K a month and maybe they're profiting. So it's all kind of relative of you know totally what you want to do and what your goals are. We're trying to build a very solid foundation to where when we're doing 20, 30, 40k, that 2k we're spending right now doesn't matter.

so we're taking a short-term hit, but we're also just like, let's grow, let's get revenue in the door. we'll worry about profit margins when it matters. and maybe that's the wrong way to look at it, but that's our opinion. It's like you can tweak and do all these things to get 1% more profit margin, but if you don't have the revenue, who it doesn't really matter that much.

It depends on what you're after, of course, but in my opinion, we're just like, let's get revenue in the door. we'll figure out how to crunch some numbers and get our margins to be where we want them to be, you know, after the first year. The first year we're just tweaking, testing, seeing what works, getting revenue out the door, getting recurring. so that's kind of how we're we're approaching it.

other people might have different thoughts, but yeah.

Vic: Oh, did we cut out a bit? Can you still hear us?

Luke: Oh, yeah. I'm still here. Can

Vic: Okay, good. that's awesome. Yeah, totally. And I think that's a really good point. like you don't have to you don't have to be profitable your first year, especially when you have two decent day jobs, right? Like there are people like my sister and I like we had to be profitable fast. there are lots of us out there where it's like you know you've got job loss or you've got life crisis or divorce or you know whatever life and it's like I got to make money fast.

And so for those people out there, you know, we hear you. We're here for you. Watch the videos. you have time. It's the greatest thing that you have, which is time. So, you can do a ton of research and then just follow what works rather than reinventing the wheel. but for, you know, you guys having full-time jobs, like keep going.

Yeah.

Luke: Your perspective is the perspective piece is huge because like I said, somebody could be doing 5K a month and making more month than we are and could be profiting. And it just depends on what you're after and what you want to focus on or we have, like you said, we have the time. we have fortunately the money to be able to pay for these things like SEO and all these services. so that's kind of our vision and the position we're in which is going to be so much different than somebody else who has kids or a family.

We don't have kids, we don't have those things that like I said could be profiting and they're just maybe doing less revenue because revenue is topline but a lot of times the bottom line could be show a different story. So it's all about perspective.

Vic: Absolutely. Yeah, that's great. Okay, let's go to Nikita's comment here. so she said, "How do you ensure the cleaners do a five-star job? The feedback I've received has been prices are higher and quality of cleaning was average.

Amber: Yeah, I think just it goes into tail of like all the systems and policies with your cleaners. I think there's definitely been times where we've had bad feedback, but I think growing into it, we make sure cleaners not only send us pictures before and after. And if we're able to, I know it's a little bit difficult if a client's not home, we always want the cleaner to do a walkthrough with the client to make sure that when they're doing the walkthrough, there's something missed that I know that clients don't always speak up, but it's just making sure that, hey, our cleaner did the walkthrough. You said you were happy and that can lead to just a better, I guess, quality in a clean, but there's just various points that we make sure to do in every single clean that at least feedbackwise, that's five star review from a client.

I don't know if anything else.

Luke: Yeah, I think the other piece is just kind of starts at the stage one, hiring, like making sure you're hiring the right cleaners. that have the right experience that you've vetted. we need to do better as referrals. I like your idea on that, Vic. that we haven't implemented super well, but just making sure you're doing the due diligence on the cleaners and the test clean and being very picky because this is your company.

You're putting them into clients that are paying. so I think taking it a step back, it starts in the hiring process, making sure you're hiring people that we don't hire people that don't have experience in residential cleaning. I don't care if it's We don't even hire Airbnb cleaners. We don't hire hotel cleaners, maids.

maybe we can get to that point where we're I don't know, but right now we're if you don't have residential cleaning experience, we're not hiring you or we're not even getting on a call. That's just where we're at personally. We can't afford to train somebody right now or do all those things. So, that's been really helpful.

We throw people in that had five 10 years experience. It's a lot easier to get to that high quality. So, that's just taking a step back, but

Vic: everything Amber said is exactly right. And, to add on to that, Amber, you mentioned this before. You had mentioned the, 60%. So, they're paying the cleaners 60% of the total cost of the clean. and that is fundamental to this blueprint because you get better quality cleaners when you're paying them more. it's very easy to get loads of cleaners that want to work with you, but you do have to filter them out.

Like, you have to find the ones that have a lot of experience that know, you know, they can walk into a home and be like, "Yep, got it." And they know exactly how to clean it. Well, that takes time, right? And it is often 5 to 10 years. And then you pay them 60% of the total, which works out to be $45, $49 an hour.

So now you have people that are lifers. this is their career. This is what they want to do. They take it seriously. this is not just like a summer gig for them, you know, and so you get a different caliber of cleaner. but you absolutely have to, it's all about hiring. Yeah.

Luke: And I will say to that point of like the 60% as well, like a couple of our cleaners have like they'll cancel their other jobs or they will they'll move things around to take ours and they want to bust their butts to make sure those jobs are good because they want more jobs from us. They know they're not making as much from other cleaners. And that's something we're keeping in mind of like people want to come work for us and they want to take our jobs and they want to do a good job. and they will move their clients around yours and in the beginning they will try to get you to move yours around theirs and then they learn because you're like actually we don't do that.

we put the client's needs first. So if you need to make change, no problem. I'll see if I can get cover. but you know, just so you know, as a general rule, we really don't do that. So when a client books Tuesday at 9 and it's bi-weekly and you've said yes to that, then that is a yes.

Like that is your new you know. but yeah, it's absolutely part of the job and you're going to have cleaners that

Vic: The other advice I have for you, Nikita, is to remember that one client out there might think your worst cleaner is your best cleaner. And so much of this is about personality and if you're working and I don't know Nikita if you're a cleaner yourself. but if you're working as a cleaner yourself, the hardest thing for you is to get out of knowing how to clean and remembering that half of this is their personality, you know. So I had a cleaner yesterday.

basically lost the job at this bidillionaire's house because she didn't have enough personality and she just was like, "Okay, -huh." You know, and the client's like, "How are you?" You know, and it's just like, and then there, you know, the feedback that we got was, "Look, she can clean, but we don't really want to have her in the house." And I'm like, "Yeah, that's a problem." You know, and cleaners that are out there working on their own, they never get that feedback because clients will never tell a cleaner that directly, but they will tell you. okay. Nikita says, "Great advice. I agree.

I guess my question here, I'll put it up. I guess my question is quality assurance. My cleaners are experienced 10 plus years and do a superb job. Then the quality fades, especially with the recurring cleans."

Luke: Yeah. So, can I take that one? Yeah.

Vic: We've had this issue recently as well. So, yes, please. And it's a normal issue. So, here's the greatest thing about you being the owner of the cleaning company. So, eventually you're going to have enough data. You're going to be able to go, okay, it's around the 14th clean that my clients will either complain that the quality is not there or they'll cancel and you're paying attention to your data, right?

So, for us, it's around the 14th clean. So whether it's a weekly, you know, two and a half, three and a half months in, whether it's a bi-weekly, you know, it's about a year, like, so there's a few cleaners where that happens all the time. And I'm like, man, by 14. So I got to call them by clean number 12 because it's it doesn't just, you know, it's a slow, right?

So by around clean number 12, I've got to call that client, be like, "Hey, how's it going? Just want to check in. I know she's been there a while." Sometimes cleaners can kind of, you know, get a little lazy over time. You just want to get ahead of it if that's happening. Not saying it is.

but if it is, you know, please let me know. And then they'll tell you. And again, they'll never tell the cleaner, but they will tell you. So, the cleaner will always say, "I'm doing a great job there. She loves me." Right? But you get the real deal. Because they'll tell you. And then you say, "Tell you what, let's swap out the cleaner now.

I've got this other cleaner that I think you're going to love." And chances are the client's going to be like, "Oh, yeah, that would be great." And then they stay with you another 14 cleans.

Luke: you know, that's I never look thought to look at that data. But the I think the key thing and maybe for Nikita as well, like just you asking Vic is the hugest part like we did that a while ago where we check in with all of our customers. Hey, I want to see how things are going and one not everyone's going to tell you still. which we found out that some people will still want not tell you, but you can get ahead of issues before they happen.

Like honestly, I'm not super happy. I don't think the floor has been done great. And then like you said, we'll send another cleaner who we don't think is better and they will love them and like with Princess and Tammy. Yeah. They just they Yeah, she has. But they'll just they'll be like, "Oh my gosh, this is such a refresher.

like this is what we've been this is what we thought we were going to get and the other cleaner was our best cleaner and it's just but yeah I think some of that burnout I think we need to do a better job of getting ahead of that because we've seen a couple of our recurrings that with our best cleaner kind of drop off and we're like she getting a little lazy like is she you know and so that's something that we're we need but your data piece is really interesting because you knew that data you're able to do something I don't think we've tracked that yet I don't know

Vic: yeah you need a few years for that data to actually mean something we have it now. And in all honesty, I'm giving you best advice here. Am I actually calling all of these clients? Absolutely not. It's a great idea. Yeah. But also because it's, you know, when you reach this number, like we could do so much.

We could double this company in like six months if we wanted to. I don't want to. That's the secret, you know? And there's other people out there that are like, I want to have a franchise company where I have 30 of these locations. I'm going to be a bajillionaire. have that, you know, that's just not Jenn and me.

We have other things that we're interested in. I am not that passionate about the cleaning industry. What I am passionate about is being the change we want to be in the world. So that's treating people kindly, making sure that people make more money working with us than they would if they worked for anyone else.

And that's because I know these are people that need to pay their bills and they're good, hardworking people, you know. So like creating opportunities for ourselves and others. That's our mantra, Jen and I. that's what everything that we do is about, creating opportunities for ourselves and others. that's what I'm passionate about. Making a jillion dollars, that's too much work.

Not with this industry anyway. And I'm sure you guys are the same. Like, you're really good at sales. What's next? Right. So, like we'll we'll wrap this up now because we're well over time. but I know this happens because we like talking. Yeah, I know. This is fun for me. like this is what I love doing.

but what's next? Like do you have like a marker where it's like, okay, we can quit our jobs or do you even want to quit your jobs?

Luke: I want to quit very badly. if hopefully my boss isn't watching this on a random cleaning channel on YouTube. but I all I all I've been thinking about is what do we need to make to cover my expenses? yes, like my personal side of our expenses, like how much I contribute. Yeah, that's that's all I'm not thinking about making a 50k a month and 100k a month.

I am literally dead focused on making enough revenue each month, which is around I don't know if it's it's going to be around like 25 or 30k a month is when I could probably quit my job. that's just like cover my expenses. I have like a two-page sheet I built. Ch helped me up things I need in place in order to quit my job to do it responsibly.

like we need to have enough data like two three months of because we don't want to just go from 10k to 25k and then I quit my job and then we're back to 10k you know so I have this whole basically sheet of everything I need personally in the business to in order to make that decision but for me it's I want to do this full-time I'm so tired of having a boss and all these things and I don't know where it goes where it goes from there of course there's going to be new goals but I want to set my goal on that first and we still have to talk about some things on what that'll look like because I'll have obviously more time to work on the business. Amber is starting some other things that she's doing as well that she's really passionate about. so yeah, I don't know if you have any other things to say on that.

Amber: Yeah. So I want to quit my job. That's that's the eventually. Yeah. Yeah. Obviously have to be fiscally responsible, you know.

Vic: Sure. I mean, but if everything fell apart tomorrow, you would be able to double triple your revenue next month if you wanted to. Yeah. You know, so this is now your safety net, right? I think a lot of people out there think their job is secure. getting a normal job is like how you have security.

but that's, you know, it's 2025. Like what is the unemployment rate right now in the US? Like it's high. you know, and AI is changing everything. and just to finish on one little thing here, these businesses are AI proof, Amazon proof, and China proof. And what I mean by that is AI can't replace the human beings.

It can help us a lot, but it can't replace the cleaners. And I would argue that's not coming anytime soon. They've been trying to build robots to clean carpets forever. And we still have normal Dyson vacuums on top of the Roomba, right? So we're we're there's no we're fine, guys. We're gonna be okay.

So you've got AI proof, you've got Amazon proof. can't. Amazon has tried to get into the space and they can't crack it because local business needs to be local. What do you think about the recession proof piece? What do you think about that? Exactly. So, here's a great stat for you. When the pandemic hit, the residential cleaning industry only dropped by 2%.

Wow. Wow. And that's during a virus where you can't be near people, right? I heard that stat and I was like, "Man, that is unbelievable." And we started our business in 2021, so it was still pandemic times. Canada was, you know, quite conservative with the rules. We had to ask our cleaners if they were vaccinated.

You know, it was a whole thing. but that's when we started our business and we reached, you know, 50K within I forget the number, within like 14 months or something. so yeah, so recession proof. and then the third one, China proof, because China can't make it cheaper, better, faster, right? They can do that with every other industry, but they can't touch this one.

And so there is so much more security, I would argue, in a good local service business where you're kind. And kindness wins here because, and there are days where you don't want to be kind. I was very unkind to a client recently where I said no to his conditions. and you know, he thought I was he was the victim.

I was like, "No, we won't work that way."

Luke: I like what you said about the safety net because it's so true. And I didn't really think about that. Like of if we got fired, we still have this asset that we're built slashbuilding that like you said, if I quit my job today or I got fired, knock on wood, I could we could get this business up to 25 20k 30 easily in a couple months. we're doing this couple hours a day just when we can.

And we're we're putting in a lot of work, don't get me wrong. can't do this with minimal work in my opinion. But yeah, I 100% agree. Building something that is for us, that's ours, that is like a safety net. And that's what was really important when we first started this is building something that's ours that we control and we have, you know, we decide what happens, you know, with our future, so to speak.

So that's that's been a huge thing. And I agree. I didn't really think about it like the safety net term, but you're you're right.

Vic: Not telling you to quit your job tomorrow, but if you did want to wake up tomorrow and quit your job, it would not be the end of the world.

Luke: I've got a few deals in the pipeline at my work that I'm like, I don't know if I can leave yet. You know, I got to I'm wondering also like at what point do I have to quit my job? At what point can I not can we not handle this, you know, with doing our full because there's sometimes where we're in meetings. I just went to Boston for a trip for a week and Amber's doing everything on her own.

Like, thank God we have each other. but at what point is do I need to quit my job? Like is it 20K of like I don't have any more time in my work. I'm taking I don't know. We'll we'll see. So it might have to be that first. I don't know.

Vic: Okay. Can I tell you what I would do if I were in your shoes?

Luke: Please.

Vic: So if Monday, July 7th, you woke up and you suddenly didn't have a job, I would take one month to learn how to replace yourself at the cleaning company. So open phone which is the phone line that we recommend and I think you guys use right everybody uses it's amazing open phone now has an AI voice agent but it takes time so nobody in our community everybody's talking about in the community like hey is anybody using this but none of us have implemented it because you have to train on what are your policies what are the answers to these questions but you now know enough seven months in you know your commonly asked questions you know the ones that are like a little left field. This is how you would answer this. But you have to train that voice agent.

So, I would I would get to work on the training the voice agent, training your custom GPT to have all of the emails, again, your frequently asked questions, right? They're all the same. Everybody wants to feel special. Everybody wants to feel like their house is unique. So, they're all going to give you this like, "Yeah, but I have this or I have that." Nobody's special.

None of us have that unique. I mean, it's really They're not that unique. Yeah. Right. But you can answer it by using the mirroring technique, having all your policies, having your health and safety procedures and focus for one month. My god, what you can get done in one month of time with AI right now, and then you're still only working two hours a day like I am.

Yeah. You're just doing it throughout the day, right? And so then you're at, you know, 50 to 100K. You can double to 200k if you want. Start a lawn care business like we have. we're starting a franchise business. I'll talk about that another day. where we're going to be we literally are creating a company to franchise which I'm really excited about.

Yeah, I'm so stoked. And it's only going to cost like 5K to buy the franchise fees. That's what I'm most excited about. So we're going to be able to provide these opportunities. So that might be your next business.

Luke: Send us over that info.

Vic: But that's what I mean. Like so you'll be able to focus your energy in different ways. but I am still genuinely only working about two or three hours a day. That's amazing. It's just throughout the day, right? So, I wouldn't want to have a job where I was in meetings because, you know, I'm answering a text.

Luke: But if I could train my AI bot to Right. As long as it sounds good, as long as it sounds like me, like it needs to sound like our business, then we're replaceable right now. Yeah. My favorite thing is knowing that just like we have enough data to see after seven months and our based on our trajectory, our growth rate, how our SEO is just picking up like a snowball right now.

Like we're going to get to a point where I can quit my job or maybe at some point Amber can quit hers or whatever she wants to do as well. But like it's it's really just a matter of when or what is it if not when. Yeah. When we're looking at the numbers and I mean sure anything can happen, things can happen.

I know I'm not I don't want to be too on my high horse. You know, we're only doing 10k a month. There's people doing way more. But I just want to get to a point where I can quit my job. I that's all I care about right now. I don't care about making millions and selling this business, doing us.

I just want to make enough to quit my job and do this full-time. it's it's truly going to happen very soon. And that's the best part is we have the numbers. We have the data to show that it's going to happen. which is really exciting.

Vic: it's like I'm so stoked for you guys. I'm so stoked to see it in the community the day that you post. you know, I quit my job. Think about it every day, right?

Luke: When it actually happens, what actually needs to happen? What's in place? Like, we have to look at our finances with, you know, our personal life as well. And maybe a little a little nest egg or, you know, backup plan for whatever reasons. There's things we need to figure out, but it's going to happen at some point. And that's the most exciting thing is we can see the data. It's going to happen.

Vic: Absolutely. And you're going to get bored and it's going to be hilarious. like you're going to last a week and you're gonna be just like me because you've got that entrepreneurial brain where you're gonna be like, "Okay, we need a system for this and we need to fix this and we need to fix this."

Luke: I'm getting five whiteboards. This whole room is going to be a whiteboard. It's going to be like I'm going to look like a mad scientist doing stuff that I shouldn't even be doing. I shouldn't even trying to optimize this, but I'm just trying to do it just to do it, you know?

Vic: Well, that's me and Jen's, you know, we live together and so she can hear me typing away and she'll like come down. She'll be like, "Are you making work for yourself?" And I'm like, "Well, I found this interesting way of seeing this." And then she's like, playing with graphs and pie charts and all that stuff. Yeah. Unbelievable.

On my data analysis and then like watching YouTube videos on how somebody else is doing something and we need to do it differently. And I said to you guys before the call, the only difference now is I just go, "Oh, it just doesn't matter." You know, all that stuff, all that fine-tuning. And to be fair, we did a lot of it our first year and our second year and we followed the blueprint and we, you know, then fixed it when we veered off course. but now it's just like we keep getting bookings because when you have over 200 reviews, something happens.

Luke: Yeah. 100%. You won't, you know, and what you're saying is important also because you keep getting bookings, but that's the that's the part that's driving your business is not all this the automations and all this stuff is great. I think my one advice to everybody, take this with a grain of salt. I'm not some millionaire.

We don't have a million dollar business, whatever. But I think sometimes people get so lost in the beginning of the automations, this stuff, the sexy stuff, the website design, all this stuff. And we did the same thing. It happened to us as well. And then at the end of the day, it's like we're in month three.

We only have $2,000 in bookings. What are we doing? Like let's that's that's what happened to us. And so we're like, let's get the revenue in the door and we'll figure out all these things later. We'll figure out how to automate. We'll do all these things. We'll get all these AI agents in place.

Those things are important, but what's what does it matter if you're doing a couple thousand in revenue? Like the revenue has to be in my opinion. Please take this for a grain of salt everyone. That has to be one of the biggest things you're looking at is how do we get more revenue in the door.

Figure out all these go. Yeah, that's my advice. And it's every day and then eventually it does it becomes a snowball where you're like, "Okay, we got to rain this in."

Vic: I did want to mention and then we've got to shut this down because do you even have any one star reviews right now?

Luke: No. No. I just knocked on wood. You might have heard that one. We have one four or we have two four star reviews. The one four-st star review we have was a free clean we did for somebody.

Vic: Okay, come on. I know. I know people. I'm going to encourage you to get a one-star review. And here's why. Number one, you said it yourselves. You guys are being too nice and you're refunding people too quickly. But number two, as human beings, we look at that and we go, that can't be real.

So you've got 84 now. You're close to reaching 100. We need a one-star review in there. And you need it to be from a psychoandra. And I'm sorry to all the Sandraas out there that this is your name, but you know, we call it a psychoandra in the community. So a psychoendra is somebody that like is completely unreasonable.

They are unhinched. They are like you can you know and you see it when you Google something and you look and some of your best clients, they don't read the five star reviews. They read the one-star reviews. And what they're actually doing is looking at how did you respond to it? And then they go, "Oh, that's me.

Okay, I like these people based on your response. So, it's a it's a change in how you see it. And I know it's hard as a sales person because you like I agree. I agree with you. Yeah. But it's so important to get bad reviews. And so, Jen and I, we used to argue about this a lot because she's so nervous about it.

Like, she'll be like, "Turn them off on nice job because you can do that where you're like, don't ask them for a review." And I'm like, "Hell no, I want that onestar review because I can't wait to clap back." You know, the place was unsafe. you know, sorry we don't clean feces, you know, or vomit from your party last night or whatever. And again, Chat GPT will write this for me, you guys. I humanize it.

I've taught it how to talk like me. But if I were to use my words sometimes, it would be not nice. And I'll just say that. And so I do have it help me write it better. but those are really important to get.

Luke: I agree. I think I told Joyce the other day, she got a one-star review from a crazy lady. and I was just and I agree with what you're saying. We just haven't got one, but I told Amber the other day, of course, I don't necessarily like want reviews, but Oh, I told Joyce as well, it's kind of like a badge of honor of like any successful company you look at, service based, anything, every single one of them has a onestar review.

Yeah. And so it's it's literally or a right of passage is maybe a better way. I think I either said that to Joyce or Badgeon or whatever, but it's really important to like know that every single company has all the big ones. They all have it. If you want to get there, it's the cost of doing business.

and so I agree with you. I agree with you. And it's helpful and it's SEO.

Vic: Yeah. True. And it is and it helps. And then and the way you answer is so important and it's an opportunity for you to stand up for your cleaners, for your standards, for how you operate. we have one where the woman accused us of stealing her salad dressing after cleaning her fridge. And it's like, you know, the day I got it, I was like, "Yes, that's what I was looking for." Thank you, my unhinged psycho person because everybody else reads it and it's like it's a run-on sentence.

It doesn't make sense.

Luke: Sometimes when I deal with a crazy client, I'll go and look at like the biggest company in our area and I'll go look at all their one star reviews and it makes me feel better to know that like they're dealing with really crazy because we'll read them and be like we know now that like that person is crazy. I know that company didn't do that like but it's it kind of makes us feel better to know that like this company that has a thousand reviews has all these one stars and there's crazy people that you know are unreasonable. You cannot of there's no way you could have made that situation better. So, it just kind of makes us feel better to know that like look at these big companies.

They all have these. They're doing great. They're probably making millions. and they have a bunch and it's just what it is. So, yeah.

Vic: And the funny thing is when we started our lawn care business, we looked at all the reviews of all the other companies and they're terrible. Yeah. People are brutal about lawn care. Like it's like three stars is the average, you know, for all the companies. Oh, yeah. They're brutal, but they're not great at customer service.

like terrible, you know, and so, you know, I just laugh because I'm like, "Okay, we got this, you know, you guys just fine." Yeah. All right. Well, thank you guys so much. We've gone well over time. I appreciate you. I'm super stoked for you both to quit your jobs, but for the day that you know, you can say, "Okay, today's the day." and I it's going to happen probably much sooner than you think.

Luke: Well, you'll see it in the community the day it happens. I'll be broadcasting it to the world and I'm going to delete and guess what I'm going to do? I'm going to delete LinkedIn forever. I'm going to delete my account.

Vic: You don't need it.

Luke: Interesting. Somebody I saw a quote the other day on Twitter that said like get so rich you never have to go on LinkedIn ever again. And that's just like a funny thing in like the sales like LinkedIn being kind of this like cringy kind of corporate job searching. Yeah. Yeah. And it has it benefits. I've used it for years and it's done great. I just want to delete LinkedIn and never go on it again.

Vic: I love that my mind.

Luke: Yeah. Yeah. And we've deleted so much of our social media. We never post anymore. Like we just don't need to.

Vic: Great. Yeah. Awesome.

Luke: Thank you so much for having us on. We've been looking forward to doing this with you and watching everybody else's for the last seven months. So, I'm excited to for the next six months and thank you for all the help that you guys have given us and the accountability group we have would not be here right now without doubt from you and the rest of people in the community. So, if anyone's watching that's not in the Convert Labs community, get involved.

There's hundreds of people in there. Everyone has different thoughts, ideas, and everyone's willing to help. So, that's my And I'm not sponsored by Convert Labs. I will I'm not sponsored, but thank you for everything you guys have done and helped us along.

Vic: I love it. Thank you guys so much. All right, enjoy your Saturday, everybody. We'll see you soon. Bye.