Episodes

Should sales reps stay involved with customers after the deal is closed, or should there be a clean handoff to operations? In this episode, I unpack a question that comes up often in sales workshops and peer discussions: how involved should sales be once a new account is won? I explain why blurring the line between sales and account management can slow growth, dilute focus, and ultimately hurt performance. https://elitebsc.com

The janitorial industry is filled with immigrant workers. One could argue that they are the backbone of the industry. As owners and leaders, we have an obligation to think and lead clearly in this current cultural climate. How can we take care of our businesses, love our people, and lead well?

No matter the size of your janitorial company, your key operational leader is critical to your success. What does this role look like? Why is it so important? What qualities are we looking for in someone who could fill this role?

Opportunities are like rain. The wider your bucket, the more opportunities you can catch. But how do we increase our "luck surface area"? In this episode we dive into some of the habits, actions, and attitudes that increase our chances of succeeding. https://elitebsc.com

Is luck something that randomly happens to people, or is it the product of specific actions? And if it is specific actions, how can we increase our "contact" with luck to have a corresponding increase in success? https://elitebsc.com

It if your ratio of janitorial proposals to closed deals is super low, that can be a frustrating experience. Here are a few suggestions to improve your close ratio. For more resources, check out https://elitebsc.com

In this episode, the following content is covered: (1) A few of the ways I use ChatGPT for my professional and personal life (2) A few ways to use ChatGPT and AI in your business (3) Some dangers and/or cautions of AI use https://elitebsc.com

In the early days of the company, leading means doing everything it takes to get the job done. Usually that means wearing all the hats. But as the team grows, your jobs as leader changes. You now have to lead and work through others to get the job done. Here are 6 keys to doing that effectively

In this podcast, we look at the five domains of emotional intelligence, what they are, and why they matter in your cleaning company. The springboard for this discussion is Daniel Goleman's HBR article "What Makes a Leader?" For more resources, check out https://elitebsc.com

Here is a short speech I gave at the Elite BSC Janitorial Leadership Conference earlier this week. The goal of the speech was to cast a vision for the industry, and specifically for "Elite" janitorial companies. For more resources, check out https://elitebsc.com

In 2019, we made our first acquisition. Here is a behind the scene look at that transaction. For more resources, check out http://elitebsc.com

In this episode, I sit down with Jeff to talk about the role of the CEO—or what many call the visionary—in a growing company. I share my own story of stepping out of the day-to-day at Frantz, why I knew it was time to make that shift, and what I’ve focused on since making the transition. We also discuss how to stay engaged in areas you love, like sales or customer relationships, without stepping on your team’s toes. If you’re thinking about what’s next for your role or your company, this convers...

Medical facilities are often a untapped source of business for janitorial companies. It is a growing industry that shows no signs of slowing down. In this episode, Jeff Carmon and I explore the why and how to pursue medical facilities. https://elitebsc.com/

Here is a link to download the whitepaper mentioned in the podcast: https://www.brightgo.com/guides-janitorial-margin-playbook

In this conversation, Jordan Tong and Gerald Fong discuss the journey of BrightGo, a technology company focused on the janitorial industry. Gerald shares his background in tech and how he transitioned to address the challenges faced by the janitorial sector. They explore the importance of data-driven decision-making, the significance of understanding margins, and the strategic choices businesses must make as they grow. Elite BSC: https://elitebsc.com BrightGo: https://www.brightgo.com/

I uploaded the wrong audio last time I published this episode. So here is the corrected version. http://elitebsc.com

This is part 4 of a 4 part series on janitorial marketing. Part 1 - Developing you Ideal Client Profile Part 2 - Building a list using free and paid tools Part 3 - Identifying decision makers and outsource status Part 4 - Nurturing decision makers For more resources, check out http://elitebsc.com

This is part 3 of a 4 part series on janitorial marketing. Part 1 - Developing you Ideal Client Profile Part 2 - Building a list using free and paid tools Part 3 - Identifying decision makers and outsource status Part 4 - Nurturing decision makers For more resources, check out http://elitebsc.com

This is part 2 of a 4 part series on janitorial marketing. Part 1 - Developing you Ideal Client Profile Part 2 - Building a list using free and paid tools Part 3 - Identifying decision makers and outsource status Part 4 - Nurturing decision makers For more resources, check out http://elitebsc.com

This is part 1 of a 4 part series on janitorial marketing. Part 1 - Developing you Ideal Client Profile Part 2 - Building a list using free and paid tools Part 3 - Identifying decision makers and outsource status Part 4 - Nurturing decision makers For more resources, check out http://elitebsc.com

In the episode, Jeff Carmon explains how to estimate man hours needed when you are bidding a new job. There are a couple of different methodologies for doing this and he breaks them down for you. For more resources, check out http://elitebsc.com

At my company, Frantz Building Services, we have a monthly leadership meeting that includes all department heads and regional managers. Part of this meeting includes a performance snapshot report of the company. I discuss the contents of this report in this episode.

If you are a small janitorial company, but want to grow, what is the best way to get there? Without question, larger accounts help move the needle. However, if you are a small cleaning company, landing larger accounts can be a challenge. In this episode, I offer few tips to increase your chances of success. **Come join our tribe of commercial janitorial companies** http://elitebsc.com

In order to properly train a dispersed workforce, you need consistency, good training content, accountability, and a means to distribute the training content. Here is an interview w/ CTU director Ben Hoak, examining how CTU is a solution to those needs. http://elitebsc.com http://cleantrainu.com