Will You Come to Delaware?

I break down the numbers in this episode. If you remember, I was at a low point in "Broken Record", making the connection between average SMART goals and average results. I wanted 2020 to connect great SMART goals to great results. Therefore, I had to make a critical change. For the previous 10 years, I've been creating ACTIVITY & OPTIMIZATION SMART goals on my main business and GROWTH SMART goals on my side passion project. This wasn't fruitless as I optimized my solo cleaning business big time, sold it, and we got debt free. However, I left a lot on the table. What could have happened to both my main cleaning business and side business if I reversed the way I set up goals? That's what 2020 would be.

Carfagno Cleaning - Add 15 houses and 2 offices (to increase my cleaning revenue by $10,000 every 60 days) by 12/31/20. This is a growth goal and forces me to focus on achieving it.

SMART Cleaning Biz - To produce twice weekly Solo Cleaning School podcasts, send a monthly newsletter (and repurpose), run the Solo Cleaning School & provide the training they need, and run the SMART Cleaning Tribe & provide the resources they need by 12/31/20. There is nothing here about growth. It's more about maintaining.

Let's examine. I know how to earn over $100 per hour cleaning and could fill up the available days. My earning power is NOT as high in my side business yet. However, I was investing more time and energy for the past decade into the side. Why? It was emotional. It was preference. I didn't want to clean. 2020 is going to be different.

The next step was to determine how many leads I would need to get each month in order to hit my growth goal. Let's keep this simple. We've been in PA for less than 2 years and I've passively received 9 house cleaning warm leads (referrals) and 40 office cleaning cool leads (self-generated). I've closed on 4 houses and 3 offices, which translates to a 1/13 office cleaning closing rate and a 1/2 -1/3 house cleaning closing rate. I've already shown that I needed to invest into my most profitable business. That's my main cleaning business. Within my cleaning business, house cleaning through warm referrals is very effective. Thus, I determined that I would need to generate 30-45 warm house cleaning and 25 cool office cleaning leads or 5 warm office cleaning leads. When I break that down monthly, I need to generated 3-4 house leads per month and an office lead every couple months. Therefore, I would focus my marketing on acquiring house cleaning leads and continue local networking and some LinkedIn to get the necessary offices. If I do this action plan, I will hit my growth SMART goal for Carfagno Cleaning. Seeing this on paper energized me big time! I went from depressed with 10 notebooks to fired up with a plan!

If you'd like to learn more about SMART goals, check out my 5-part podcast series.

Read the rest of this article at the Solo Cleaning School website