🎧 This is the first official episode of Polishing Profits under The Profitable Cleaner Network — hosted by Mark Anderson, Sharon Cowan - CBSE, and Ed Selkow.

With over 140+ years of combined success running, scaling, and advising janitorial companies, these three industry veterans share real stories, strategies, and lessons that are tested, proven, and highly profitable.

In this episode, they explore one of the most overlooked ways to scale your janitorial company: client experience.

Learn how create value beyond the scope of work, implement upsell systems that actually help clients, and turn account managers into strategic relationship builders.

💥 What You’ll Learn in This Episode

• ✅ How to personalize client interactions using CRMs & inspections
• ✅ How to upsell without being salesy & the #1 mistake contractors make with upsells
• ✅ Why your customers should never have to ask for service & how data (and listening) create loyalty
• ✅ Retention techniques that boost profits long-term

📌 This Episode Is For:

Cleaning business owners who want to:

• Retain high-value clients
• Build systems that deliver more than just scope of work
• Separate themselves from low-bid competitors

🧭 Episode Breakdown

• (00:35) – Why client experience drives retention & referrals
• (02:45) – What Sharon says most contractors forget to do
• (06:00) – How a million-sq-ft account used QC for upsells
• (10:15) – How to use CRM feedback to increase value
• (17:00) – Value-add stories from 8-figure companies
• (21:45) – How emotional “bank accounts” win loyalty
• (23:29) – Final thoughts & where to find the show

🔗 Where to Find Your Hosts

• Sharon Cowan, CBSE – LinkedIn
• Mark Anderson – LinkedIn
• Ed Selkow – Janitorial consultant & industry veteran

cleaningprophets.com – Where this collaboration began

🎙️ About Polishing Profits

Polishing Profits is hosted by three of the most experienced and respected leaders in the janitorial industry: Mark Anderson, Sharon Cowan - CBSE, and Ed Selkow.

With over 140 years of combined experience, they’ve built multi-million dollar cleaning companies, advised national brands, and coached hundreds of owners across the country.

Now, they’re sharing their playbooks — so you can grow smarter, lead better, and build a cleaning business that truly lasts.

Produced by The Profitable Cleaner Network.

Text Our Community JOIN today

Support the show

🚨 Polishing Profits Is Now Produced by The Profitable Cleaner

This episode marks a major milestone in the Profitable Cleaner journey. Your host James Harper announces that Polishing Profits — the podcast hosted by janitorial OGs Mark Anderson, Sharon Cowen, and Ed Selkow — is officially joining our network.

With over 140+ years of combined experience in growing, scaling, and selling cleaning companies, this new collaboration brings unmatched insight, strategy, and leadership to our community.

💥 What You’ll Learn in This Episode:

• ✅ Why we’re partnering with Polishing Profits and what it means for you
• ✅ The value of surrounding yourself with proven leaders (not just influencers)
• ✅ What makes Ed, Sharon & Mark’s advice so powerful and rare
• ✅ Why we’re doubling down on community and collaboration
• ✅ How this move gives you weekly access to expertise people normally pay thousands for
• ✅ The mindset behind evolving, not competing, in the cleaning industry

📚 Episode Breakdown:

• (00:00) – Welcome + Huge Network News
• (01:30) – Reflecting on 200 Episodes & Building Real Community
• (02:45) – How We Met the Hosts of Polishing Profits
• (04:00) – What Makes Ed, Mark, and Sharon So Valuable to Our Industry
• (05:30) – What Changes (and What Doesn’t) for Profitable Cleaner
• (06:45) – Why Collaboration Beats Competition in the Cleaning World
• (08:15) – What You’ll Get From This New Weekly Show
• (09:40) – Final Thoughts & Call to Action for the Community

🔥 People & Resources Mentioned:

→ Polishing Profits Podcast: Now hosted weekly by The Profitable Cleaner

→ Sharon Cowen, Mark Anderson, Ed Selkow – Industry experts & operators

• Mark Linkedin here - https://www.linkedin.com/in/mandersonwa/
• Sharon Linkedin here - https://www.linkedin.com/in/sharoncowan/

→ Past Cleaning Prophets events – Where this all began - www.cleaningprophets.com

🙌🏼 Join Our Community:

• 🚀 Private Facebook Group: The Profitable Cleaner Community
• 📈 Profit Advisory Board: Business Growth Community

💼 Our Trusted Partners:

• ✅ uSource: All-in-one hub for the facility maintenance industry – Start Free Trial
• ✅ Campos Law: Legal partner for cleaning companies – Book a Call
• ✅ Team Engine: Hire, communicate, and manage your workforce – Learn More
• ✅ Swept: Janitorial software that scales with you – Check it Out -

📢 Follow Us for More Insights:

• 📸 Instagram: @profitablecleaner
• 💼 LinkedIn: The Profitable Cleaner
• 📘 Facebook: The Profitable Cleaner

Text Our Community JOIN today

Support the show

🚨 3 WEEK MASTERCLASS SERIES - Part 3: Operational & Sales Software You Need to Know

In the final part of our Q2 Masterclass Check-In, James Harper breaks down the tech stack used by high-performing commercial cleaning companies to streamline operations, boost sales, and stay profitable.

Whether you're managing a growing your team or looking to improve quality control and client retention, these tools can transform your business.

💥 What You’ll Learn in This Episode:

• ✅ Why Lemlist is our go-to for cold email (plus a LIVE campaign walkthrough!)
• ✅ How Prosp.ai helps automate LinkedIn prospecting at scale
• ✅ Why Swept is ideal for companies under $2M in revenue
• ✅ How uSource connects sales and ops into one smooth platform
• ✅ Our secret $6/month tool for managing remote VAs: Screenshot Monitor
• ✅ Why Team Engine is the best communication tool for your frontline crew
• ✅ BONUS: James’ red dot LinkedIn strategy that drives responses

📌 No fluff—just a behind-the-scenes look at what’s working for the $500K to $50M cleaning companies in our community.

📚 Episode Breakdown:

• (00:00) – Welcome to Part 3: Software That Drives Profitability
• (01:30) – Why This Masterclass Series Matters Mid-Year
• (04:20) – Cold Email Prospecting with Lemlist (Affiliate Link Below 👇)
• (09:00) – Cleaning Your Lead List Using ChatGPT
• (16:30) – Prosp.ai LinkedIn Prospecting Demo
• (23:14) – Why Swept is Perfect for Up-and-Coming Janitorial Companies
• (25:50) – All-in-One Operations with uSource
• (31:50) – Managing Remote VAs with Screenshot Monitor
• (33:46) – Field Communication Made Easy with Team Engine
• (36:46) – Sales Navigator + Prosp.ai = Outreach Superpower
• (38:55) – Final Thoughts: Tools Are Great, But Self-Check-Ins Win the Quarter

🔥 Tools & Resources Mentioned:

• → Lemlist (Affiliate Link)
• → Prosp.ai: LinkedIn outreach automation
• → ChatGPT: Lead list cleanup
• → D7 Lead Finder: Affordable lead scraping
• → Screenshot Monitor: Remote worker tracking - https://www.screenshotmonitor.com
• → LinkedIn Sales Navigator: Prospecting must-have

🙌🏼 Join Our Community:

• 🚀 Private Facebook Group: The Profitable Cleaner Community
• 📈 Profit Advisory Board: Business Growth Resources

💼 Our Trusted Partners:

• ✅ uSource: Discover the hub connecting Service Providers and Property Managers – Start Free Trial
• ✅ Campos Law: Legal partner for cleaning companies – Book a Call
• ✅ Team Engine: Hire, communicate, and manage your workforce – Learn More
• ✅ Swept: Janitorial software that scales with you – Check it Out

📢 Follow Us for More Insights:

• 📸 Instagram: @profitablecleaner
• 💼 LinkedIn: The Profitable Cleaner
• 📘 Facebook: The Profitable Cleaner

Text Our Community JOIN today

Support the show

🚨 3 WEEK MASTERCLASS SERIES - Part 2: Sub-Recruiting, Performance Management & Scaling Operations

In this episode of The Profitable Cleaner, we dive deep into the subcontractor model and how it’s powering $30M+ janitorial businesses. Led by Profit Advisory Expert Dan Schindler, this is part two of our exclusive 3-part masterclass series. If you’ve ever asked yourself “Should I use subcontractors?” — this episode will give you the tactical answers you need to scale while keeping quality control high.

You’ll learn the real-world recruiting processes, payment systems, and compliance SOPs used by companies running crews across 17+ states.

💥 What You’ll Learn in This Episode:

• ✅ How to recruit subs using Facebook (2,000+ posts/week!)
• ✅ The 3-interview vetting process that guarantees quality
• ✅ Sub pay models (65/35 to 80/20) that build trust
• ✅ Equipment standards to protect your reputation
• ✅ Systems to manage hundreds of subcontractors
• ✅ How to avoid legal misclassification issues
• ✅ Why building partnerships, not transactions, is the future

📌 Whether you're currently using W2 employees or want to explore subcontracting, this masterclass is packed with battle-tested insights you can use to build a lean, scalable, and high-performing cleaning business.

📚 Episode Breakdown:

• (00:00) – Scaling Operations and Sub-Recruiting Masterclass
• (10:31) – Building Relationships Through Subcontracting
• (17:33) – Establishing Successful Subcontractor Relationships
• (30:03) – Strategic Subcontractor Recruitment Funnel
• (37:58) – Subcontractor Recruitment and Screening Process
• (43:06) – Subcontractor Expectations and Equipment Quality
• (56:25) – Effective Subcontractor Communication and Software
• (1:05:42) – Managing Subcontractor Performance and Termination
• (1:16:44) – Subcontractor Accountability and Risk Management

🔥 Tools & Resources Mentioned:

• → Facebook Groups for Subcontractor Leads
• → HubSpot: CRM for communication and pipeline
• → PandaDoc: Contracts & signature tracking
• → GoCanvas: Digital inspections & reports
• → Profit Advisory Board: Join the community - https://advisoryboard.profitablecleaner.com/

🙌🏼 Join Our Community:

• 🚀 Private Facebook Group: The Profitable Cleaner Community - https://www.facebook.com/groups/profitablecleaner/
• 📈 Profit Advisory Board: Real strategies from 6- to 8-figure cleaning CEOs - https://advisoryboard.profitablecleaner.com/

💼 Our Trusted Partners:

• ✅ uSource: Connecting vendors & property managers - https://join.usource.com/en-us/landing
• ✅ Campos Law: Protect your cleaning company legally - https://camposlegal.net/
• ✅ Team Engine: Automate your hiring process - https://www.teamengine.io/
• ✅ SWEPT: Janitorial software to grow your ops - https://sweptworks.com/

Text Our Community JOIN today

Support the show

🚨 3 WEEK MASTERCLASS SERIES - Part 1: Cold Calling & Prospecting Strategies for Cleaning Businesses

In this episode of The Profitable Cleaner, we kick off our 3-week masterclass by revealing the exact strategies janitorial companies are using right now to win new cleaning contracts.

If you want to grow your commercial cleaning business and get more clients through cold calling, cold email, door-to-door sales, or LinkedIn outreach — this episode is your tactical guide.

💥 What You’ll Learn in This Episode:

• ✅ Cold calling scripts that actually work to book walkthroughs
• ✅ How to get janitorial leads using Google Maps
• ✅ Cold email templates & drip campaigns that convert
• ✅ LinkedIn outreach tools that save you time and boost replies
• ✅ How to build a prospect list fast (without expensive tools)
• ✅ The door-to-door strategy that’s crushing it in 2025

📌 Whether you’re starting out or scaling your janitorial company, this hands-on training is packed with actionable tactics you can implement today to book more walkthroughs and win more accounts.

📚 Episode Breakdown:

• (00:00) – Welcome to the Sales Masterclass: How It Works
• (02:18) – Your Prospect Has Changed: Here’s How to Adapt
• (05:10) – Cold Calling in 2025: What’s Working Now
• (07:54) – Google Maps Prospecting: Step-by-Step Demo
• (13:55) – Janitorial Cold Call Script Walkthrough
• (25:09) – Cold Email Campaign Tools & Templates
• (34:04) – LinkedIn Prospecting Automation Demo
• (39:05) – Door-to-Door Sales: Planning & Prospecting
• (42:32) – Why Follow-Up is the #1 Key to Sales Success

🎯 Subscribe now — Episode 186 drops next week, diving into the exact tools, CRMs, and SOPs top janitorial companies are using to grow faster and operate better.

🔥 Tools & Resources Mentioned:

• → Lemlist: Best cold email automation platform
• → D7 Lead Finder: Affordable lead scraping tool
• → Prosp.ai: LinkedIn outreach automation
• → ChatGPT for lead list cleanup

🙌🏼 Join Our Community:

• 🚀 Private Facebook Group: The Profitable Cleaner Community
• 📈 Profit Advisory Board: Exclusive Business Growth Resources

💼 Our Trusted Partners:

• ✅ uSource: The platform connecting service providers & property managers – Try for free
• ✅ Campos Law: Is your cleaning company legally protected? Book a call
• ✅ Team Engine: Streamline your hiring process – Learn more
• ✅ SWEPT: The janitorial software built to help you grow – Check it out

📢 Follow Us for More Insights:

• 📸 Instagram: @profitablecleaner
• 💼 LinkedIn: The Profitable Cleaner
• 📘 Facebook: The Profitable Cleaner

Text Our Community JOIN today

Support the show

In today’s episode of The Profitable Cleaner, I take a deep dive into my Q2 check-in as we reflect on the first 90 days of 2025. We’ve set ambitious goals for the year, but how are we measuring up? Are the habits, systems, and actions we’re taking truly setting us up for long-term success? Tune in as I share my own progress, the hurdles I’ve faced, and the crucial lessons learned along the way. Plus, I provide insight into what’s coming next on the show, with a focus on sales strategies, tools, and operational improvements for the next three weeks!

💡 Key Takeaways from This Episode

1️⃣ The Importance of Small, Consistent Actions

2️⃣ Q1 Reflection - I discuss how evaluating those actions is crucial for understanding where we’re at and where we need to improve.

3️⃣ Massive Action for Massive Goals - I’m 1% of the way to my goal of signing 100 new accounts this year, but I know massive action and small, deliberate steps will get me there.

4️⃣ Building a Strong Foundation for Success - We’ll be diving into practical tactics and strategies in the coming weeks, focusing on sales, tools and systems, and operational improvements that will help you stay on track for your 2025 goals.

5️⃣ Community and Accountability - Our community has been growing organically, and I’m incredibly grateful for the support! I challenge you to reflect on your own accountability and ownership to move forward and keep progressing.

📚 Episode Breakdown

• (00:00:01) - Q2 Check-in & Reflections on 2025 Goals
• (01:22) - Evaluating What’s Required to Achieve Big Goals
• (03:47) - How to Stay Focused on What’s Important, Not Just Immediate
• (04:56) - Reviewing Your Habits, Energy, and Mindset
• (06:09) - Celebrating Wins and Identifying Areas for Improvement
• (08:42) - Preparing for Sales Tactics, Tools, and Operational Strategies in the Coming Weeks
• (11:02) - Encouragement to Stay Committed and Take Massive Action

🔥 Coming Up on The Profitable Cleaner

Over the next three weeks, we’ll break down actionable sales strategies, tools and systems used by successful companies, and operational tips to help you streamline your business and stay on track with your 2025 goals.

🎯 We will kick off our first series with a Sales & Cold Calling Masterclass to help you close more deals, land bigger contracts, and grow your cleaning business with confidence.

🙌🏼 Join Our Community:

• 🚀 Private Facebook Group: The Profitable Cleaner Community
• 📈 Profit Advisory Board: Exclusive Business Growth Resources

💼 Our Trusted Partners:

• ✅ uSource: The platform connecting service providers & property managers – Try for free
• ✅ Campos Law: Is your cleaning company legally protected? Book a call
• ✅ Team Engine: Streamline your hiring process – Learn more
• ✅ SWEPT: The janitorial software built to help you grow – Check it out

📢 Follow Us for More Insights:

• 📸 Instagram: @profitablecleaner
• 💼 LinkedIn: The Profitable Cleaner
• 📘 Facebook: The Profitable Cleaner

Text Our Community JOIN today

Support the show

🚀 The Future of AI in Service-Based Industries 🚀
In this episode of The Profitable Cleaner, James Harper sits down with David Libesman, SVP & GM of AI & Data Analytics at WorkWave, to explore how AI is reshaping service-based businesses.

💡 AI & Data Analytics: The Next Big Shift for Service Providers
David has spent 30+ years leading AI-driven business transformations across industries like consulting, law, and service providers. In this conversation, he shares how AI is optimizing operations, improving employee retention, and enhancing service quality—without replacing human talent.

✨ What You’ll Learn in This Episode:

• 1️⃣ How AI is revolutionizing service-based businesses through data-driven decision-making
• 2️⃣ The biggest fears around AI adoption—including data privacy and job security—and why they’re often misunderstood
• 3️⃣ How service providers can leverage AI to improve operational efficiency and profitability
• 4️⃣ Key business metrics that cleaning and service companies should track to scale successfully
• 5️⃣ Why clean, structured data is the key to unlocking AI’s full potential

📚 Episode Breakdown:

• (00:00:09) - Data Analytics in Service-Based Businesses
• (00:05:08) - Optimizing Service-Based Businesses With AI
• (00:12:58) - Leveraging Metrics for Business Success
• (00:22:24) - AI Implementation in Service Providers
• (00:28:38) - Transforming Service-Based Businesses With AI

🔥 Want to learn more about AI & data analytics for your business?

• 📲 Connect with David Libesman → LinkedIn
• 🏢 Learn more about WorkWave → LinkedIn

🙌🏼 Join Our Community:

• 🚀 Private Facebook Group: The Profitable Cleaner Community
• 📈 Profit Advisory Board: Exclusive Business Growth Resources

💼 Our Trusted Partners:

• ✅ uSource: The platform connecting service providers & property managers – Try for free
• ✅ Campos Law: Is your cleaning company legally protected? Book a call
• ✅ Team Engine: Streamline your hiring process – Learn more
• ✅ SWEPT: The janitorial software built to help you grow – Check it out

📢 Follow Us for More Insights:

• 📸 Instagram: @profitablecleaner
• 💼 LinkedIn: The Profitable Cleaner
• 📘 Facebook: The Profitable Cleaner

🎙️ About The Profitable Cleaner Podcast:
The Profitable Cleaner is your go-to podcast for actionable insights, expert interviews, and business strategies to scale your cleaning business. Tune in weekly for industry trends, success stories, and innovative solutions!

#AI #DataAnalytics #ServiceBusiness #BusinessGrowth #TheProfitableCleaner #FacilityManagement #TechInnovation #AIinBusiness #ServiceIndustry #CleaningIndustry

Text Our Community JOIN today

Support the show

The Future of Independent Living for Adults with Developmental Disabilities 🏡

In this episode, we sit down with Beth Rodriguez, Treasurer, Secretary & Property Manager of Trailhead Community, an innovative housing project that’s not only solving the housing crisis for adults with developmental disabilities but also reshaping facility maintenance, operations, and service contracts.

💡 Trailhead Community: A New Model for Inclusive Housing

A first-of-its-kind condo community in Colorado that provides safe, independent, and inclusive living spaces for individuals with developmental disabilities. With state-of-the-art universal design, smart technology, and cooperative management, this community is a game-changer in accessible housing.

👀 What does this mean for YOU?

1️⃣ The rise of smart buildings = More demand for tech-savvy facility maintenance
2️⃣ Inclusive housing = More cleaning contracts with customized service requirements
3️⃣ Operational challenges in housing communities = More opportunities for reliable service providers
4️⃣ Aging property managers are being replaced by a new generation—what does this mean for B2B relationships?
5️⃣ Cleaning business owners who adapt now will win the biggest contracts in this new market

💡 Key Lessons from This Episode:

✅ How inclusive housing projects create long-term contracts for service providers
✅ Why automated reporting & compliance in smart communities is the future of facility maintenance
✅ The #1 mistake cleaning business owners make when pitching to property managers
✅ How networking with community managers can land you high-value, recurring contracts
✅ The role of legal protection in securing long-term commercial cleaning contracts (feat. Campos Law)

🔥 Exclusive Partner Offer: Campos Law

Campos Law, specializes in helping service providers navigate legal challenges. Book a free consultation today! → Campos Law

📚 Episode Breakdown:

(00:00) - Community for Adults With Disabilities
(12:34) - Building Community & Managing Challenges
(24:21) - Parenting & Personal Growth
(31:21) - The Power of Inclusive Design
(39:52) - How to Support Trailhead’s Mission

🙌🏼 Join Our Community:

🚀 Private Facebook Group: The Profitable Cleaner Community
📈 Profit Advisory Board: Exclusive Business Growth Resources

💼 Our Trusted Partners:
✅ uSource: The platform connecting service providers & property managers – Try for free
✅ Team Engine: Streamline your hiring process – Learn more
✅ SWEPT: The janitorial software built to help you grow – Check it out

📢 Follow Us for More Insights:
📸 Instagram: @profitablecleaner
💼 LinkedIn: The Profitable Cleaner
📘 Facebook: The Profitable Cleaner

Text Our Community JOIN today

Support the show