Episode 30: How Much Does Pricing Really Matter in the Cleaning Business?

Episode 30: How Much Does Pricing Really Matter in the Cleaning Business?

Brandon Schoen:
There's a thing in sales that you want to be closing about 50% of your leads in the cleaning business specific.

Brandon Condrey:
Yeah. If you're closing 80, 90%, your pricing is too low. You're just getting too many people through the door, which is good, but it also means that you're leaving money on the table. So if we were closing 25%, that means our pricing is way too high and we need to adjust it. So that's just another indicator that you can use if you are closing 50%. And that sounds troubling to you. We're only like 50% is failing if we were in school. Nope. You're totally fine. Right? So 50%!

Announcer:
Grow your cleaning business, make more money, have more time. This is the Profit Cleaners podcast with your host Brandon Condrey and Brandon Schoen.

Brandon Schoen:
All right, guys welcome back everyone to the Profit Cleaners podcast, you have Brandon Schoen, your host in the house with...

Brandon Condrey:
Brandon Condrey!

Brandon Schoen:
And we are here for another very exciting episode today, guys, we're going to be covering a very hot topic, which is pricing. How do you price your services for cleaning and how does that play into the estimate process? And what does that all look like? We're going to dive into that today. So it's a really exciting show. Let's get started. All right.

Brandon Condrey:
So you've launched a cleaning company, or maybe you have one that's still going on right now and you need to determine what is the market price for housecleaning services? Right? So I was very resistant to this in the beginning, but the short answer here is you need to call the competition. So if you're not comfortable doing it yourself, find one of your shady friends that is more vulnerable to it.

Brandon Schoen:
Right! It's just like really any market you want to know? What is the market currently demanding and asking, what are they paying? Right. If you don't know that every market's different. So if you're in Canada, we're in New Mexico, our prices are much different than somebody in Canada. The wages they're paying the services, what people pay in.

Brandon Condrey:
Yeah we're in Albuquerque, that's a mid-size city, but the pricing that people are going to pay in Manhattan is going to be vastly different. So the way that you do this is you're just going to call whoever you can find. So like Google house, cleaning, whatever city you're in, you're going to get your competition right away. That's going to be the top five people that aren't ads are basically who's ranking well on SEO. And then you should look at the ones that are paying for the ads, because those are the ones that are motivated to also be competing, right? So you call them up. You need an apples to apples comparison though. So you need to say, okay, we need to pick a fictional house. It's a 2,500 square foot house. It's got three bedrooms, two baths, some cleaning companies are going to price things based on flooring type or how many windows or whatever. So you need to have some hypothetical made up answers for those questions. So you call up one of the franchises, Merry maids, Molly maids. Hey, this is Joe Smith. I'm looking to get my house cleaned. And generally what you want to do is come up with a scenario where you can get a bunch of numbers out of them. So the scenario is we're just moving to town. I need a move in clean on a 2,500 square foot, three bed, two bath, right? What's that? Okay, cool. Thanks. And then what's that seem, we might have interested in recurring for that same house. So that's going to be, what's it for weekly, bi-weekly monthly. You just got four numbers out of something. You could probably reverse engineer the entire pricing, only rhythm off those frames.

Brandon Schoen:
And you could even have another family member. If you don't want to do yourself, call back and get another square footage. Even like same exact same company, but different square footage. And then you can kind of see what their matrix is.

Brandon Condrey:
Or if you want to be super efficient, same phone call, Hey, by the way, my sister lives in town. And this sounds like a really good deal. What's it cost to clean her 1300 square foot apartment. There you go. They'll give you the numbers. And we advise you guys to not give numbers over the phone like that. You want to have a very detailed sales process, but if you do run into someone, that's going to not give you the numbers. Like that's one to look out for. They're going to be the ones that are going to be hard to deal with so.

Brandon Schoen:
Right. And that actually brings up a really good point is what do you do? Cause we have people call all the time that say how much for this, how much for my house. Right. And you don't want to give them pricing. We don't give our pricing right over the website right away or on the phone. And Brandon has a really good kind of rebuttal for that. And we treat our staff to save. Yeah.

Brandon Condrey:
Yeah. You get someone that's just super insistent. No, I'm not going to deal with you. I want to know. I'm not even gonna talk to you if it's outside of my budget, fine. It could be as low as $95 and $95 is like what we charge for a weekly cleaning on a thousand square feet. So obviously they're probably not getting weekly cleaning on that exact square footage, but that is enough to just get them like, okay, we'll give you that low. And that gets them past their hesitation. They're going to schedule the appointment and then you give them the whole pitch. Like we're going to do this, this, this, this is why we're better than your neighbor's housekeeper. That charges 60 bucks.

Brandon Schoen:
And while you're doing this guys, something really key to note is notice how this competition than your calling is treating you and notice how they're talking to you. What's their tone and what do they like? And do they even seem like they care? And I think what you'll notice is a lot of these companies, at least when we started doing this more, they kind of like, just treat you like a number, right. And they're just like, we used to go out in the beginning and actually do the in-person estimates, which surprisingly people loved that because none of our competitors did that. And so if you can just start thinking of ways that you can stand out from the competition, that you can go the extra mile, that you can care a little bit more than what they're doing, because they're just literally like do, do do it. And they just pop it out and you're a number for them and they don't even follow up sometimes. Right. Definitely make those notes.

Brandon Condrey:
Totally. And so the next debate is, do you want to charge by the hour or by square feet when you've called all those competitions, you're going to learn how they're doing it too. So if it's a flat fee based on square footage, they will have just told you like cool, 1500 square feet is 60 bucks or whatever it is. Right. If it's hourly, they're probably going to say like, well, we charged 60 bucks an hour. And we think that that'll take 3.5 hours. So you gotta make note of that too. Right? Because they're going to be guessing they're going to be totally guessing. And so hourly can be good for certain things and bad for others. So I generally think that hourly for recurring service is going to be bad for the customers because they're not going to be able to budget off of how much it is. Like right. Last time my house cleaning was only $150. Why was it $213 this time.

Brandon Schoen:
Yeah. It's yeah. It leaves a lot of uncertainty in their mind. And what we've found is people don't like that. Uncertainty, you know, they want to know my house is going to be this much every time, maybe the first time's a little bit more because we've got to cover more things and then we're just maintaining it after that. So the price comes down a little bit, at least in our matrix. And they can count on that every time there's no surprises. That's actually one of the biggest complaints we've had when we go to these estimates or talk to people. They're like, they're all over the place. The first time, like Brandon said, they charged me this much. And the next time it's all over the place. Right. And it's not even in their control, it's because of the companies being inefficient and then they're blaming it on the customer and making them pay for it basically.

Brandon Condrey:
Yeah. So whatever you decide, there's an acronym. I want you to keep in mind, which is kiss and that's keep it simple, stupid. The idea there is, don't overcomplicate this for yourself. Don't make it that like, okay, if it's an all carpet house, it's going to be this much. But if they have tile, it's this much. And if it's 60% hardwood and 40% marble, it's going to be this much. You're going to lose track of that so fast, it's going to be ridiculous. Right? So the way that we typically recommend people do it is charge a flat fee based on square footage. There's a minimum. And then you bump up the minimum based on whatever you think is applicable. So in our case, what we're doing is every 300 square feet, it raises the minimum by between five to $9, depending on the product line, if you're going to do hourly, the times that we do hourly is when someone has like an odd request. So, Hey, you guys normally do this, but we're having our master bathroom remodeled and it's going to be really dirty afterwards. What would you charge to do that? Okay, well, we'll charge you the normal fee to come out. And then whatever is beyond your average, we'll charge you 90 bucks an hour to do that. And that's what I recommend. Or like sometimes you'll get one-off cleanings or they're like, I don't want my whole house clean. I just need you to do the kitchen, the floors in the kitchen. Cool, fine. Well, the minimum to get us to the door as a hundred bucks and then $90 afterwards, you want to make sure that if someone's trying to get you out there to do something for 20 minutes, you still get your minimum, which is whatever you want it to be.

Brandon Schoen:
And kind of a strategy on that is we've kind of brought our minimum rotor. We're going to call it up so close to our normal pricing. That really, if somebody wants us to come out where like you might as well, just have us clean the whole house, we're going to be there. It's going only going to take us a little bit longer. You pay just a little bit more. We can clean the whole house. And that's kind of what you want to push people towards because truthfully, if you only clean their kitchen or their bathroom, like they want, they're not getting the full experience. They're not getting that feeling of, wow, my house is cleaned and I got my time back, which is what.

Brandon Condrey:
Yeah, you did great mopping the floors, but when you clean the whole house, then they get to see like, Holy crap, you guys dust the corners of the ceilings and the tops of the ceiling fans and the blinds. I didn't know you did that. So that's an opportunity to just show him what you got. You know what I mean? So you got in the door, but like, cool, we're already here. Like, let's just go with all the way. It'll be fun.

Brandon Schoen:
And a lot of times people actually do convert to the full clean. Once you tell them that it's only a little bit more, you might as well. And they're like, yeah. So that really helped just bring that pricing up closer.

Brandon Condrey:
So in the spirit of being accurate with the pricing, it's a flat fee, but ideally you're getting to see what you're getting into. So pre pandemic, that was, we were going out in person to do that. And then when the pandemic happened and they said, you shouldn't be doing that well, then that actually forced our hand to do digital estimates, which are all over zoom, which was kind of in the pipeline anyway. But we just took advantage of it.

Brandon Schoen:
We were actually really worried that people were not going to like the zoom estimates, because we were like, people like these impersonal estimates so much because we're creating this personal connection, all the competitors aren't doing it, but actually surprisingly enough, like people loved it. And we've actually been able to do way more estimates now than we ever did.

Brandon Condrey:
Yeah. So that pandemic forced our hand. Everyone was doing zoom in for work in school. So they're just like, sure, zoom, whatever, like do it. So it was great. So here's, what's ideally going to happen, whether it's in person or over zoom, you are walking around with a phone, they're walking you through the house with a phone. You want to keep eyes out for a couple of different things. We have like, if it's just excessively dusty. So like the house hasn't been cleaned in by five years, whatever, you know that you're going to need to bump up that price. And it's not because you're trying to take advantage of the person it's that you're running a business and you're trying to hit a Profit Mark. And so if we are normally expecting to get a 50% profit margin on this job, and now it looks like we're going to get none at our flat rate, we'll then add 50 bucks to it. Add if you like mentally speaking, like I got three people in there it's going to take an extra hour because of how dusty it is, then tack on 90 bucks to whatever it is for that first one. If it's recurring service, you just got to get that initial out of the way, bring all that dust out and get it back to a baseline. Then your flat pricing applies, right? So lots of dust is one, right? If they have a super dirty bathroom, a lot of time is spent on cleaning between kitchens and bathrooms. And that's where there's dedicated people for that kitchens and bathroom. The kitchen has just got like a ton of stuff on the counter. I had more time if the stuff that you have to pull out and clean behind it, add more money for that. If the bathrooms look like there's a comfort level here, like if it is super disgusting, like that just me might be one that you're just going to decline because you don't want to torture your employees. Right. But if it's just like, this is rough, there's a lot of hard water scale in the shower glass. Okay. It's going to take us an extra, like 45 minutes to do that. So we're going to add 45 bucks.

Brandon Schoen:
I want to tell you guys a little story here, because we're going to go into another section called the crazy factor here, which is really kind of a fun point, but Brandon's actually done a lot more estimates than I have. And he's done a lot more of the sales, but of the few that I have done of like, you did have one who doesn't one of the best. I had a, one of the worst estimates ever. And it was hoarding type situation. Those weren't the ones you really got to watch out for as well. But I'll just tell you guys a quick recap. So I went out to this house. It was an interesting scenario where the parents were out of town there Sunday. I was trying to like help their kid from like Minnesota. Right. And he had a handicap. He wasn't able to function as well. And so he literally came to the door like on his knees because he was not his wheelchair or whatever it was. And the whole entire floor was covered in coke cans and food. And there was like 12 cats behind him. And it was cigarette butts all over the place. It was insane. And I was really, really like, oh my God, like this guy needs help. And he like, I don't even know if we can help him. Cause this is so bad. So we ended up, like I was walking through the house, I sent Brandon a picture on our WhatsApp and he was like, Oh my God, like what's going on? And it was to date. I think one of our worst scenario estimates.

Brandon Condrey:
And we had to decline that one. I'm like, these are just the hard situations. Like we want it to help that guy. But at the same time, we can't, our employees are not going to have a good time doing that. Right. So what we ended up with that one, we said, look, this is way worse than you think it is because you're out of state. So we have this other company that we recommend, and this is a company that specifically does hoarding. And so there are different PPE requirements for cleaning hoarding. The same company is also the ones that does crime scene cleanup and meth lab mitigation. So like this is hardcore. They're wearing like hazmat suits, right? And so we referred them to him and it probably costs several thousand dollars, but like that house was in bad shape and they at least got to know that we need to do something a little bit different. Right. So you do have to watch out for that. That's the hoarding situation. Corby has the thing that he called the crazy factor in the example that he gave his, he did an estimate one time where the customer had a humble figurine collection, like 1800 Hummel figurines. And some of them are priceless and blah, blah, blah. And Corby just said like, we're just not even going to do it. Like the one time that we break one of these things, you're going to be so mad at us. So we just won't do it. And in the end, I think they did actually clean that house with the agreement that they would just skip that, right? This is you. Like, this is a big sentimental art collection. Then you do it, you do it with the toothbrush and the Q-tip and how you want it done. And we're going to clean the house. Like we know how to do it. So those are all the things you want to look out for during the estimate.

Brandon Schoen:
And just in general, like things that we don't even touch are breakable items or like people's offices. We don't throw anything away ever or touch their desk ever, or screens, things that break that have a high cost to replace. We just in general, try to avoid those. And if you're doing the estimate and you hear people asking, can you desk my figurines and don't touch my special thing over here. And like all these extra special requests. Well, to some extent you can make notes for that, but at some point you kind of gotta draw the line and they just cut them off. There's only so much we can do. And you're asking for so much here, like we're not going to be able to deliver the results you want so.

Brandon Schoen:
Hey guys, I wanted to take a quick break to let you know a little bit more about our course, the 10X toolkit we've put together so many amazing resources to help cleaning businesses like yours, learn how to get more recurring clients on the schedule. The systems we teach you in this course are the exact same systems we've used to grow our cleaning business to seven figures in just three years. In fact, in one year we were able to accomplish the growth that our mentor in Denver had in 10 years. So it's definitely a shortcut guys to success. Model after that success, everything from finding the perfect clients to learning how to keep your schedule filled, we cover everything you need to 10 extra business and without wasting your time and money to learn more about this incredible course, head over to Profitcleaners.com/courses that's Profitcleaners.com/courses.

Brandon Condrey:
One of the lines that I like to tell people when they get, you know, we're going to cover that down here in a minute. There's a whole section on don't go overboard with customization. We'll get there. Yeah, we'll get. So the other note about pricing is you do not want to be the lowest price. So that is a race to the bottom. You do not want to compete on price. When people start competing on price, it's just like, cool. Who can take the most pain before they give up? And you don't want to do that. So what you want to make sure you want to compete on value and quality. So like you're in there. It's like, that's how you tell them the at the end. So you're going to rattle off like, this is what we do. And so if they had called you on the phone and said how much, and you said 150, like, Oh, too expensive. My house cleaner does it for 75. Cool. But your house cleaner, isn't doing high dusting. They aren't changing bed linens. They aren't taking out trash and they aren't doing all these things that you're going to do.

Brandon Schoen:
And they're not reliable. They're not going to show up all the time. When they say they're going to show up their cars, probably gonna leak oil on their driveway. All these issues, maybe even they're using the same mop is from another house that they didn't clean efficiently. And now it's dragging hairs into your house. There's all these weird things that happen guys.

Brandon Condrey:
Lots of different points that you have the value on. But the idea is you don't want to lower yourself to say like, yeah, we'll beat the other guy's price by 20 bucks. Just because that other guy sucks. And you're not that guy. So you have to show your value. And then on top of it, the people that are going to try and nickel and dime you on pricing, those are the worst kinds of customers. It's why we tell people, you do not want to be on Groupon. You do not want to be like, we're going to clean your house four times for 20 bucks. And the Groupon pitches. This is like, you get them hooked and then you get them in there. No. What you got to the people that are looking to get their house clean four times for 20 bucks at the tire, we're going to call you again.

Brandon Schoen:
So the lowest quality people that demand the most for the least, and those are the people you want to stay away.

Brandon Condrey:
And they're going to red flag it for you by saying, you're too expensive. I got to get the guy like great. You use them. See you later. Like you don't need to be desperate.

Brandon Schoen:
Absolutely. So yeah, just building that value is so key. And I think as Brandon has already stated during the estimate, you tell them the pricing at the end, because that gives you time to build the value and to actually walk through all the scenarios with them, to ask those investigative questions, what are their problems? Why do they, maybe certain people want their house cleaner for a certain reason, but others want their house clean for other reasons. So if you can speak directly to their pain point and why they want it and why you can do it better than the last guy that they fired, because he didn't do something they wanted, you need to figure out what those things are. And then you can build that value so that when you do tell them the price, they're like, that's cheap compared to what I thought you were going to say, because of all the things you're doing extra, that nobody else does. And they can count on you because you're reliable. You have systems, you have teams, you have all these things in place that there's a lot more certainty that they're going to get the product that they're paying.

Brandon Condrey:
That's the perfect segue into the whole estimate process. So like, what are you going to do during the estimate? What are the steps? So you obviously took our 10 X sales toolkit course. So you've already got the lead. So that got you, the advertising and all that stuff set up. So you got the person to the website. That was the hard part. We have a virtual assistant who works overseas. So our hours are offset. So while we're all asleep over here, she's doing all the data entry. So she's taking the info that we got from the customer through our website. And then she's preparing the estimate using this process. So the way that we do that is because our pricing is based off of a flat square footage. She goes up, we're going to go into the County assessor's website, look up the address and they're going to have on file the square footage. And that's the one that we use every time. And sometimes they'll haggle with you that it's off by whatever, if it's less than 150 square feet, it doesn't matter. The pricing is the same. You just tell them like we're working in blocks of 300. If it's off by like quintuple, then you gotta sort that out somehow. So she preps it. Okay. Now is your sales appointment where you're on zoom. We're going to go walk me through the house, right? When you start, you're going to do a Brandon just said, Hey, I noticed that on the lead form, you said that you fired her other housekeeper. Why did you do that? And they're going to say, they broke up thing and didn't tell me they never cleaned this. Or they started off great. And they got terrible over time, right away. Just put their mind at ease. Cool. We don't do it that way. We do this way for whatever task it is that they're complaining about. Tell them right away. Okay. This is how we do it. This is how we do it. Great. Cool. You're still into it and move on. We're going to walk through the house and you want to, this is an opportunity to keep an eye out for all those things that we said, I make the price go up, the bad things, dust and all that. But it's also a good opportunity to keep it out for good stuff. So you noticed like a folded American flag and the triangle there, like a veteran, Hey, I noticed you had this flag. Is someone in the family, a veteran. Yes. Great. We offer a 10% discount for veterans. Like, Hey, I saw that you have all this paramedic stuff. Are you an EMT? Like great. We have a discount for that. So like, it's an opportunity for you to like, show that you are paying attention to the details and that you care about them because of what they do. And so like, we have a specific discounts for that. All right, we've done all that I got through the house. They asked any specific questions. Sometimes there's going to be really odd details or like, Hey, this is my mother's urn full of ashes. Like don't ever touch that. And that's something you make a note in your CRM, Hey, cleaning team. Like, we're never going to touch this then in your mind, even if you think that they're not going to close, like let's say that, you know, this lady is just not going to do it. You still need to take those notes because if she went and hired the housekeeper down the road and they really screwed up, they're calling you back to come back in. So like, you already had the notes and that's one for the office to say like, okay, we got all your stuff in here. Okay. And then at the end you've told them all the nitty gritty details on what you do built value showed why you're way better than the housekeeper down the street. Right. Cool. So the next step is here's the price. It's this much to clean it. And you're better case scenario is a raised eyebrow. And they're like, wow, I can't believe it's that much. I thought I was going to be way more because of all this stuff you do, like, well, I know, right? Like we just have so much value. You guys got to do it. And so those are the ones that are close on the spot. No big deal. Right. Sometimes they'll get one. That's like, Oh man. I was like, that's way more than my budget. And if you're feeling generous that day and you need clients, you can work with them on stuff. So like, all right, what if we don't clean the office or we don't clean the basement, we can knock the price down by X. And that's just to get you some money out of it. And sometimes look at the customer. That's like, hell no, like the housekeepers 50 bucks down the street, I'm just not going to do it. All right, fine. Here. I'll either me or the estimate anyway, just so you have it for your records and we'll be here if you need us. And then I think the most common rebuttal is going to, I need to talk to my spouse about it, right? And then in your toolkit there, you're going to say, that's great. Or you really have the estimate. There's a digital link on there. You can accept it and sign it online when you're ready to go. But if you don't do it before the end of the day, if you do it before 5:00 PM, or if you do it before midnight tonight, I can throw it in there's twenty-five percent off your first service, some sort of deadline and urgency call to action so that they have to do it by the end of the day to get it, that will sometimes push them forward right away.

Brandon Schoen:
That's super key guys in any good marketing. I always want to end with a call to action. And you want to put a little scarcity and urgency like Brandon said, because that's going to drive them over the edge to take that action. If you just say yeah, think about it and get back to us whenever they will. But if you say, no, you've got to think about this and you need to take action by tomorrow. Let us know that's gonna make them have that conversation because they know they're going to save money. Right. And it's going to drive them because you gave them a specific timeline. And that's just good marketing guys. Scarcity always works. So definitely put that in there. And then I was just going to say, in general, just wrap that up guys. It's something that Gary Vaynerchuk always says. And some of his books, he's an amazing marketer, but he just says caring is the best marketing. And you've heard other versions of that word of mouth is the best marketing, but really just care about your customers. Care about these people. When you're doing these estimates, they can feel that you care. They can just, by the way that you're talking to them, by the questions that you ask, they're going to sense that, whereas they talk to say five other people that gave them estimates and those people really don't care.

Brandon Condrey:
They were the ones that gave you this pricing where the phone is a hundred bucks, a hundred bucks. We've got availability next Tuesday, click. Yep. Those are the ones that don't care About the customer, right? But you showed it.

Brandon Schoen:
But you asked those questions and you do the extra work that it's going to take their show. You care. And their people are going to go with that every single time, because they have more confidence in that and that's going to convert better.

Brandon Condrey:
So that whole estimate process is why you always give the pricing at the end. So you're not telling them it's $200 in there in their mind. They've already associated your cleaning company with every other cleaning company. But your cleaning company's unique. You do way cooler stuff. So they've already associated me with the housekeeper $200. That's 50 bucks for the other guy. So you got to build the value first. And then I do want to talk about the, don't go crazy with customization. So like you can get desperate and be like, okay, right. We will spray your dog off in the backyard and we'll shake your rugs out. And we'll just stop the pool with a little net thing like that. You're going to go crazy. So the point of the efficiency of the three-person team is that you do the same thing every time in the house, the same way in the same order. If you start putting all these little notes in that are like, Hey, don't forget that you have to bring in the mail and you have to feed mittens because they're out of town this week. You don't want to do that. You can do a little bit of this and that like to make them happy with it. Like, I really need you guys to do this. Like, okay, fine. If that's going to be the thing that puts you over the edge that we're going to, I don't know, like use your leather conditioner on a piece of furniture. That's really common. We will do that from time to time. This is a $20,000 leather couch. It has to have this thing on it. Cool. If you provide us the chemical, we'll put, slap it on there for you, but just don't go nuts.

Brandon Schoen:
What you really want to stay away from is like Brandon said, going down that rabbit hole of doing all these little things, and there are specific things that we really don't touch, right? The breakable items, we don't do dishes or laundry. We do window cleaning, no cleaning. And that's because it comes with so much extra variables. So many things that could go wrong. Someone falls off a ladder, someone breaks a window. Someone breaks a dish in the dishwasher.

Brandon Condrey:
That was my mom's favorite dish. I'll never be able to replace it. Like you're just asking for trouble.

Brandon Schoen:
A dishwasher or a washer, dryer breaks. I mean, those are expensive things to replace. So we have variables and things that we don't touch for a specific reason guys. But again, if there's like one or two things that are small, you can work into a job note to make them happy and go that extra mile. That's totally good. Just try to stay away from some of the other barriers.

Brandon Condrey:
All right. So the other bit of data I wanted to give you is that that estimate process, that sales process that we use right now, we're closing 53.89% of estimates. That's basically right where you want to be. I think we peaked out at close to 60 at one point. And there's a thing in sales that you want to be closing about 50% of your leads in the cleaning business specific. Yeah. If you're closing 80, 90%, your pricing is too low. You're just getting too many people through the door, which is good. But it also means that you're leaving money on the table. So if we were closing 25%, that means our pricing is way too high and we need to adjust it. So that's just another indicator that you can use if you are closing 50%. And that sounds troubling to you. We're only like 50% is failing if we were in school. Nope. You're totally fine. Right. So 50%. And then, yeah,

Brandon Schoen:
Not everyone's going to go with you guys. And part of that is they're going to also convert because of the value you've built. So if you're only converting 25% and your pricing seems right, well maybe your presentation isn't really providing to build that value. So they want to pay that price. So kind of re-engineer that, and really go back to the fundamentals of sales skills. So it was, one-on-one, there's a bunch of great stuff in our course, as well about that, the questions to ask the way to deliver that presentation as well.

Brandon Condrey:
So lastly, we got a little teaser for you. We are developing a pricing matrix, sort of worksheet. It'll be an online Google sheet or a forum, and you'll plug in the info from your competitors and whether they were hourly and how many people will ask you for a couple of data points. And then we will try and take a best guess at where your pricing should be. And then you can obviously tweak it, knowing local conditions better than we do, but that's coming up in a course that we're working out with Corby up in Denver, right?

Brandon Schoen:
Absolutely. So we're going to be putting that together and the whole system. That course, that covers starting a cleaning business, hiring all the systems in between this kind of stuff. So it's going to be covered in that. The matrix is definitely going to be in there as well, guys. So stay tuned for that. That should be out it's February right now. I'm guessing in the next two or three months, we'll have that fully out for everyone to digest. That'll be really cool.

Brandon Condrey:
So if you guys are watching this on YouTube, make sure to subscribe, hit the bell button. If you want to be notified when we've got new episodes coming up, if you are listening to us on iTunes or wherever podcasts you're on, you can still subscribe and you can leave her for so review there. I don't think we can get YouTube reviews, but you can, can leave us comments on YouTube.

Brandon Schoen:
Yeah, please guys, leave us a review and subscribe. It helps us so much. We're not running ads and all this annoying junk in the background that takes up your time. Guys. We're delivering super awesome value. I believe this is better than a college education. I mean, they don't even teach this stuff in college. And actually the true learning happens after college, I believe. And the true boots on the ground type stuff that we're teaching you guys is real deal real education here.

Brandon Condrey:
So until the next time, keep it clean.

Brandon Schoen:
Keep it clean guys. Thanks for having us. We'll see you guys next time.

Announcer:
Thanks for joining us today. To get more info, including show notes, updates, trainings, and super cool free stuff. Head over to Profitcleaners.com and remember keep it clean.