Store:House Cleaning Training Videos on Start a Cleaning BusinessBusiness-In-A-Box-Do It Yourself Kit: Grow Your Business Or Start One Up
VISION WITHOUT ACTION IS A DAYDREAM.
ACTION WITHOUT VISION IS A NIGHTMARE. Japanese Proverb
Running a residential cleaning service is not rocket science but it sure isn’t tidily winks either. Some owners will naturally be better at some aspects of the business than others and some will struggle with everything and come out winners.
What you must do first is write down realistic goals for the year for your cleaning service (1 net repeat client per week is a realistic first year goal). Next, create an action item list that will reach those goals. Third, learn how to work each item on the action item list. Finally, work that list relentlessly and faithfully. Always continue to grow by following the same process each year you are in business.
Prioritize the action items that will support reaching your goals. This is the tricky part if you have never owned a cleaning service before. First time owners and owners wanting to move from cleaning to coaching really should find a simple guide to follow. If complete, thought out and detailed your action item list will always have about 70 items to be completed per year. Some can be completed in as little as 30 minutes and some will require a few days. Together your action item list is a workbook that states exactly what you must do each year to start, develop and grow your cleaning service, depending upon what stage you are in. It will also help you determine what you do not know so that you can determine what you need to learn. At Rags to Riches we are committed to the belief that a culture of excellence begins its creation with a solid foundation. It is easy to firm up your foundation by educating yourself about your business.
Every single step you take in your company should, and does, have a best practices process or policy. Many companies short step processes, skip processes or stop processes because they are not sure what they should be and do not have the time to research them, creating a gaping hole in the company’s culture of excellence.
If you are a start up company you are beginning at the beginning and this is a great time to develop each step, process and procedure motivated by creating a culture of excellence. This can be a time consuming and laborious process for each method/process (and there are literally 100’s to develop for a start up residential cleaning service) or you can develop the majority of them in less than 10 minutes/item by seeking out and utilizing the help of an expert. If you have been in business for a few years you may have hit a ‘ceiling’ and need to work on developing your company to handle growth.
Growth in any of the first 3 stages of your business cycle, from $0-$1.5M will be enhanced by utilizing one of our Business in a Box plans.
BUSINESS IN A BOX
LIKE AN INDEPENDENT FRANCHISE WITH NO RECURRING FEES
TURN KEY OPERATIONS FROM START TO GROW TO RUNNING
A RESIDENTIAL CLEANING SERVICE COMPANY
BROUGHT TO YOU BY MULTIMILLION DOLLAR
PREVIOUS RESIDENTIAL CLEANING SERVICE OWNER
AND PRODUCER OF C.O.R.E. training
WHAT THE AVERAGE BIB USER ACHIEVES IF THEY FOLLOW THE ACTION ITEM LIST THOROUGHLY AND MEET ALL DUE DATES*:
• A minimum of 52 repeat cleaning clients at the end of one year
• Owner not cleaning homes after one year
• First year Gross revenues of approximately $84K
• First year-1-2 solid cleaning teams of 3
• Second year gross earnings of $250K+
• Second year-2+ solid cleaning teams of 3
*Success varies from company to company, depending upon the level of commitment of the owner. To achieve the above results it will require 50-60 hours per week for your first two years in business.
There are 3 options available
BUSINESS IN A BOX-DO IT YOURSELF KIT
- English and Spanish C.O.R.E. training on-line access
- All products on our shopping cart in English and Spanish for one year
- All on-line webinars on website for one year
- All seminar DVDs on website to keep for life
- 10 DVDs by Sharon Tinberg guiding you through every step of the process
- All documents are word formatted with standard fonts, easy to turn into your documents with your logo and name
- Put in the first DVD and follow Sharon. Don’t waste your time re-inventing the wheel when you can learn from and copy the experts
- Definitely for Type A, self-starter personalities with little money and an up and running company who wants to grow or improve operations without one-on-one consulting help for a minimal outlay of money. Also covers each aspect for start-up companies, although start-ups with no previous ownership experience would be better served with a coaching package.
- This KIT provides a guide to follow with possible alternatives to solving challenging problems that are roadblocks to attaining goals
DETAILED LIST OF CONTENTS OF PACKAGE plus 10 BIB guide DVDs
Total package content takes 40 hours to complete
All documents and videos are accessible through your dashboard and can be viewed and/or downloaded at any time for a period of one year.
|1 Apron plain with buckle, no logo, grey only|
|1 Apron plain with ties, no logo, grey only|
|Cleaner roles and Responsibilities-2 & 3 Person Teams English|
|Cleaning notebook for C.O.R.E. training (English & Spanish)-Maid Easy Reference Guide Educator|
|House cleaning training-C.O.R.E. English & spanish-Full 5 module sets|
|Supplies List – Buckets & Cars|
|Training-How to Implement C.O.R.E. training online seminar recording English|
|7 Habits for Owners-Trilogy-3 online seminars in English|
|Action Item List-Start Up & Grow-English|
|DVD 5 Stages of Growth in a Small Business-Stage 1 Existence $0-155K|
|DVD 5 Stages of Growth in a Small Business-Stage 2 Survival $155-410K|
|DVD-How I Became a $2M Business|
|DVD-Building A Business Model Based On Repeat Clients|
|Advertising seal for C.O.R.E. training users|
|Apartment/Condo Relationship Building Template|
|Brochure for marketing-3 fold,print on your PC-Circle of Excellence|
|Christmas Cleaning Poem for Client & Advertising Use|
|Client Customer Service Call Log Sheet|
|Client Customer Service Call Script|
|Client Easter/Mother’s Day Customer Service Call Script|
|Coloring Book on Manners|
|Competitor Pricing-Script to get competitor’s prices and tracking log|
|Daily Activity Log Spreadsheet|
|Data Sheet for client-tracks client info and preferences|
|Flyers-Package of 12 for each holiday|
|Hospital Relationship Building Proposal Template|
|Inbound sales/quote client data form|
|Media List for Press Releases template|
|Outbound Scripts for one times, cancelled and never serviced|
|Policies for Clients of Cleaning Services|
|Press Release for Cause cleanings|
|Pricing and Labor Matrix Calculator|
|Pricing for deep clean tasks, i.e. wet wiping, inside refrig, etc|
|Prospect Response Emails 1 & 2 for internet and Service Magic, etc Inquiries|
|Hospitals,Schools, Apartments/Condos Relationship Building Proposal Template|
|Relationship Building with Hospitals Script|
|Relationship Building with Media Script|
|Relationship Building with Real Estate Agencies Script|
|Response Card for client feedback for Website &/or Card|
|Sales Script Inbound Repeat|
|Sales script-inbound one time or make ready|
|School Relationship Building Proposal Template|
|DVD Accurate Pricing, Quoting and Selling Over the Phone|
|Seminar Recording: Customer Focus & Satisfaction-English|
|Seminar Recording: Maximizing Holiday Profits & Scheduling-English|
|Seminar Recording: Zero Cost Advertising-English|
|Services Provided-Company Profile Sheet to give client|
|Spring Cleaning Redefined article for newspaper|
|Welcome Letter for new client|
|DVD Dot Your i’s and Cross Your t’s-Employee Handbooks|
|Seminar Recording: Empower Your Cleaners-English|
|Recruiting, Interviewing and Hiring the Best Cleaners Online seminar-English|
|Seminar Recording: From Cleaning to Coaching-English|
|Applicant Call In Log|
|Breakage note for client and form for office-English|
|Cash Advance Contract-English & Spanish|
|christmas employee poem-English & Spanish|
|Cleaning Tools Acceptance Form (English & Spanish)|
|New hire 10 day daily evaluation form for training time|
|Daily Team Tracking Form|
|Desired Product Format Per Meeting|
|Disciplinary Actions – Verbal, Written & Probationary Forms – English & Spanish|
|Application for Employment-English & Spanish|
|Employee Handbook – English & Spanish|
|Employee Handbook Quiz – English & Spanish|
|Cleaning Vocabulary List-English/Spanish|
|Exit Interview Questions (English & Spanish)|
|General Employee Survey-English|
|Applicant Interview Questions–English & Spanish|
|Job Description – Customer Service Manager – English & Spanish|
|Job Description – Partner – English & Spanish|
|Job Description – Quality Assurance Manager – English|
|Job Description – Supplies Person – English & Spanish|
|Job Description -Supervisor/Team Leader – English & Spanish|
|Job Posting Form – Cleaners & Office Staff-English|
|Noncompetition and Nonsolicitation Provisions-English & Spanish|
|Performance Appraisal – Partners – English & Spanish|
|Performance Appraisal – Supervisor/Team Leader – English & Spanish|
|Quality Control Checklist-English|
|Reference Checking Form (English & Spanish)|
|Time Off Request-English & Spanish|
|Seminar Recording Worksheet: 7 Habits of Highly Successful Cleaning Employees Part 1-English & Spanish|
|Seminar Recording Worksheet: 7 Habits of Highly Successful Cleaning Employees Part 2-English & Spanish|
|Seminar Recording Worksheet: Building a Winning Team Part 1-English & Spanish|
|Seminar Recording Worksheet: Building a Winning Team Part 2-English & Spanish|
|Seminar Recording Worksheet: Habit #1 Being Proactive-English & Spanish|
|Seminar Recording Worksheet: Habit #2 Begin With the End in Mind-English & Spanish|
|Seminar Recording Worksheet: Habit #3 Put First Things First-English & Spanish|
|Seminar Recording: 7 Habits of Highly Successful Home Cleaning Employees Part 1-English & Spanish|
|Seminar Recording: 7 Habits of Highly Successful Home Cleaning Employees Part 2-English & Spanish|
|Seminar Recording: Building a Winning Team Part 1 for Cleaning Team Leaders-English & Spanish|
|Seminar Recording: Building a Winning Team Part 2 for Cleaning Team Leaders-English & Spanish|
|Seminar Recording: Dealing with Rude and Pushy People-English & Spanish|
|Seminar Recording: Habit #1 Being Proactive-English & Spanish|
|Seminar Recording: Habit #2 Begin With the End in Mind-English & Spanish|
|Seminar Recording: Habit #3 Put First Things First-English & Spanish|
|Reducing Turnover online seminar recording|
|Price Increase Letters for current repeat clients 1 & 2|
|Vehicle Maintenance Form|
|Goal Wall Chart Template for Tracking and Displaying plan vs actual for full office|
|Daily Activity Log Spreadsheet|
|DVDs (yours forever)|
|5 Stages Of Growth In Any Small Business Cylce-Stage 1|
|5 Stages Of Growth In Any Small Business Cylce-Stage 2|
|Accurate Pricing, Quoting and Selling on the Phone|
|Building A Business Model Based on Repeat Clients|
|Building A Winning Team for Owners and Managers|
|Dot Your i’s and Cross your t’s-Employee Handbooks|
|How I Became A $2M Business|
|How To Control Your Time|
|Orientation-Person of Influence|
|Principles of Leadership|
|Putting Hope Where Others Think There Is None|
|7 Habits of Highly Successful Cleaners (3 meetings)|
Julie McAdoo Testimonial – Refresh Your Nest – Tampa, FL –
$1000 down payment/$100 per week for 15 weeks
SAVE $500 Pay all upfront – $2000
Repeat Clients DVD
THERE ARE TWO TYPES OF CLIENTS AVAILABLE IN THE RESIDENTIAL CLEANING SERVICE ARENA-THOSE WHO NEED REPEAT SERVICE AND THOSE WHO NEED ONE TIME CLEANINGS
BUT WHICH ONE IS THE BEST TO GO AFTER?
Owning a service business is one of the most difficult businesses to manage with consistency. The key reason for this is the inconsistent business that you have each day. In a retail store you have no idea how many people will walk in so you have no idea what would be the perfect staffing level for that day. This is even a problem for the emergency room in a hospital. In the residential cleaning business we can control this variable by building a repeat client base. How fortunate we are for that aspect of this industry. There are 13 other key reasons why building a repeat client base is of value to you:
- Less suspicion of theft from your cleaners
- More referrals
- Less frustration from drivers being lost
- No marketing costs after first clean
- Know the home, key location, pet’s names and habits, etc resulting in less errors
- Larger and/or more frequent tips for cleaners
- Physically less demanding on cleaners
- Consistency in budgeting
- Consistency in staffing levels
- Client is more forgiving
- Ease of payment collection (info on file)
- Key on file allows easy scheduling (8-5)
- More sanity for owner of cleaning service
If you decide that you want to specialize in repeat clients then everything that you think, do and say needs to be driven by that thought. ‘The Secret’ has some merit when it talks about your thoughts drawing to you what you get. Start up companies, especially, are challenged in this area. Start up companies rapidly run out of money so they become driven by money rather than their mission of securing repeat clients.When they get a new prospect on the phone their first thought is how they can convince the prospect to buy lots of ‘add-ons’ so they can get a big check and pay some bills rather than being driven by their mission of getting this prospect as a repeat client. Everything you do must be driven by repeat clients; your advertising, your website, your testimonials, your pricing, your added benefits, your specials, etc. Do lots of networking because networking usually brings you repeat clients. Selling apartment complexes usually brings you one times.
For most repeat clients this is not their first rodeo. Listen to the client and make using your service ‘user friendly’ for them from the start. I always started by asking if they have used a cleaning service before and if they were interested in repeat or one time service. If they have used a cleaning service before I would ask them if they wanted to hear what we did or just receive a price. All cleaning services offer very similar services so after the price I would just point out what we did that differentiated us from our competitors. That, in itself, differentiated us from our competitors. Most of our competitors insisted on doing an in-home visit. Repeat clients loved the fact that they didn’t have to waste an evening getting a quote. After all, they are busy people or they wouldn’t need us. Obviously, I did all of my quotes over the phone.
If the client was interested in repeat service I would not charge more for the first time in. I considered any overage of time we spent there as my advertising cost. After all, there would be no more advertising costs for this client so it was worth it to make a little less profit the first time in. That differentiated me from my competitors a lot and would normally secure the sale for me. I also offered one periodic task with each visit, starting at the second visit, which was included in the price of our repeat service.This was another huge differentiator from our competitors. End result, we had 754 repeat clients when I sold my half of the business. Obviously, these things did work.
Last, once you get a repeat client be sure to invest some effort into keeping them. Be sure you are on time for the first appointment. There is nothing more important than this. Chances are they left their last company because they were never on time. Call after the first and third appointments to be sure everything was great. If you were not able to get a client repeat the first time it is absolutely mandatory that you call the one time client the very next day to see how the service was and try to get them repeat.Offer them some money back if they go repeat. Do whatever you need to do to get the client repeat. Your profitability, longevity and sanity are going to be based on this effort.
- Building A Business Model Based On Repeat Clients
How I Became a $2M Business-DVD
THERE ARE A LOT OF DIFFERENT WAYS TO MANAGE, LEAD AND DRIVE A RESIDENTIAL CLEANING SERVICE
THERE ARE ALSO A LOT OF BEST PRACTICES POLICES AND PROCEDURES FOR DEVELOPING, GROWING AND MAINTAINING A RESIDENTIAL CLEANING SERVICE
There are probably as many different ways to handle decisions in a residential cleaning service as there are cleaning services in the world. Obviously, there is more than one way to do anything. So, whose advice do you follow? On some areas it can actually be on what you ‘feel in your gut’ but there are some things in this industry that do have a best practices attached to them. Put 80 residential cleaning service owners who produce $2M or more a year in the same room (there are only 80 in the entire country that do/did) and I would be willing to bet that 80% of their policies and philosophies are the same. There are some ‘givens’ when running a cleaning service. Do not waste time reinventing the wheel. Learn from experts.
Find people who are experts and listen to everything they say. Learn from them and mimic them. Be sure you are learning from an expert. Ask the person about their experience. How long were/are they in business? How many repeat clients did/are they cleaning and how many full time employees did/do they have? Asking how much revenue they produce may be a ‘sticky question’ but knowing how many repeat clients they had and how many employees will give you a good indication of their success as a company. If they have been in business for 10 years and have 80 repeat clients they might not have the best ideas for growth. You might get great advice on how to maintain a base of clients and employees but growth is not their expertise. This may be all the larger they want to get, however, and can be a fountain of knowledge for start up companies to companies with 1-4 employees. Managing a staff of 50 is substantially different, although there are some best practices that relate to any size company.
Sign up for on line newsletters from every company that offers them for free that has anything to do with the residential cleaning service industry. Just do a search on the internet for things to do with residential cleaning services and you will see a lot of companies offering support materials and guidance. If you sign up for all of their free literature you will probably have more material than you have time to read, learn and implement. Read it and then implement what you learn. Do not waste time learning more than you can implement. It does not do any good if you do not use it. Only 2% of companies actually implement what they learn. Is it any secret why 90% of the world’s wealth is in the hands of 2% of the world population or why only 80 residential cleaning companies have ever produced $2M/year in revenue which, by the way is less than 2% of all residential cleaning companies in the US? Listen to videos and speakers on the topic of residential cleaning. Spend one hour per day learning about your business and industry. Any more than that will be too much because you are a busy person with tons to do and any less than that will eventually lead to your inability to get any bigger or better. Start putting in your hour today by listening to “How I Became a $2M Business” by Sharon Tinberg whose residential cleaning service in Austin, Texas generated $2M in annualized revenue. Sharon had 754 repeat clients, 52 full time and 4 relief cleaners and was in the business for 22 years. She continues to stay current in the industry by consulting in the field on an occasional basis.
|Building A $2M Business Bundle DVD
|How I Became A $2M Business DVD
5 Stages of Growth in a Small Business-Stage 1 Parts 1 and 2 Existence $31-161K
THERE ARE 5 STAGES OF GROWTH IN EVERY BUSINESS
THE SAME 7 KEY FACTORS INFLUENCE YOUR SUCCESS AT EACH STAGE
There are 5 stages of growth that every company goes through if they start a company â€˜from scratchâ€™ or â€˜ground floor upâ€™, so to speak.
Stage 1, Existence: You are just trying to get the business up and running. There are approximately 14,000 cleaning services in America and 8320 are in this stage. 75% of those in this stage will go out of business in the first year. They produce $31-151K/yr in gross revenue and have 1-4 cleaners
Stage 2, Survival-Minimal growth but company is up and running.ÂCould still fail. Running out of money. There 2308 companies in this category. $155-410K/yr in gross revenue and 5-12 cleaners
Stage 3, Success-There is a self sustaining customer and employee base in place and there is no longer any danger of going out of business. There is sufficient capital to make it through a major crisis. $410K-1.5M/yr gross revenue and 13+ employees. 1654 companies are in this stage
Stage 4, Take off. Your entire company is self sustaining. Annual gross revenue is $1.5M-27M. There are 100 companies in this category and they have 35+ employees.
Stage 5, Resource Maturity. You take what you have learned and/or the profits you have compiled and invest it in some way. You do not stop with what you have but go into another line of business, capitalizing on what you have.
To move from each of the stages into the next you must develop 7 key factors, and everything connected to that factor. The seven key factors are:
- Information and Analysis
- Strategic Planning
- Human Resource Development and Management
- Process Management
- Business Results
- Customer Focus and Satisfaction
Learn what is involved in each of these factors and then develop the necessary forms, processes, systems and tracking mechanisms to put everything in place that is necessary to evolve to stage 2. i.e.Information and Analysis includes putting a process in place for tracking, trending, analyzing and managing things like customer maps, billing information, response cards, quality call comments, performance appraisals, supply usage, attendance, tardiness, turnover, etc. This is just part of the first key factor to your moving from stage 1 to stage 2. Sound complicated?Â If you have never been in an office setting before it will be. You will learn a lot and it will be as much fun as you let it be. Do not waste time reinventing the wheel. There is a world of resources out there. Search each of the key factors above on the internet. They are the basis for the Malcolm Baldridge Award application so there is a ton of information out there on each of the key factors. Read it. Make a plan and follow your plan into the next stage.
Ashley Windsor Testimonial – CleanSpace –
DVD Seminar Recording: 5 Stages of Growth in a Small Business-Stage 1 Parts 1 and 2 Existence $31-161K
Relationship Building with Education Script
Teachers make great prospects for cleaning clients. They are also in an industry that feels like they are not appreciated enough. Giving away free cleanings to outstanding teachers is a perfect way to build credibility with this great target market. This gives you some ideas and scripts of what to say to the contact person.
NEVER FORGET THE RULE OF 17
Someone must hear or see a name 17 times before they will feel confident enough in you to inquire about your company–This is cardinal rule #1 when planning your advertising.
BFollowing this rule can be expensive if you do not find ways to get your name out without spending a lot of money. Putting flyers on 6 doors surrounding each home that you clean, every time you clean it, is one smart and inexpensive way to do this. Never stop doing this for as long as you are cleaning the house. If you clean a home every other week it will take 2/3 of a year before you hit the ’17′ rule. Putting flyers on surrounding doors of current clients is wise:
- Your name is already known in the area because your cars have been seen
- Your employees are already in the area
- Booking new clients in this area will be cost effective
- The word will spread at community events, etc. that you are in the area because you have concentrated your efforts there
Make the flyers yourself on your PC. Change them every two weeks so that the recipients will continue to look at them. Change your offers. Change your message. Change the color of the paper you use to print them on. That is why you want to make and print them yourself. If they look the same every week and have the same ‘special offer’ it won’t look too special and they will stop reading them.
Flyers-Package of 12
Seminar Recording: Zero Cost Advertising
LOW PROFIT MARGINS IN CLEANING
REQUIRE FREE ADVERTISING
WE ARE BLESSED THERE ARE LOTS OF OPPORTUNITIES IN THE CLEANING SERVICES FOR FREE ADVERTISING
Profit margins are low in all industries, but especially the service industries. This challenge requires us to be very clever and bottom line conscience when reaching our base of prospects 17 times (always remember the 17 rule). There simply is not enough net profit to spend all of the money you would need to spend on advertising to bring your company past the $1M gross revenue level consistently, year in and year out. There is a small list of average profit margins per industry listed below. Many owners are unrealistic when it comes to what they think their profit margin benchmark is. It is important that you are realistic about what you can make in this industry. If you want to make more than $100,000 per year you will need to think in terms of $1M gross revenue per year and more.
Networking, free cleanings and building community relationships are the key to growth and making money in this industry. If you can keep your marketing costs low you will increase your profit margin. We are so fortunate to offer a service that everyone wants. When you give away a free cleaning at a silent auction you will probably have one of the few items that will pull full value. The only cost to you is your labor cost. Pretty cheap advertising cost to quality reach 200 or more people at one time. They see your company as a community sponsor company. They trust you or you wouldn’t be allowed to participate in a silent auction. They will trust you in their homes.
Offer a free cleaning for every major event in your community that has a silent auction with at least 200+ attendees. Become involved in your local chamber and join an organization with upper middle class members who can afford your services. Don’t just join it but become involved in it. Learn how to network effectively. Watch our video on Zero Cost Advertising and learn how to get virtually free advertising for your cleaning service. Pick out a couple of ideas and then IMPLEMENT THEM.
Health Care Facilities 24.6%
Application Software 22.7%
Information Services 17.8%
Personal Products 12.3%
PERSONAL SERVICES 10%
Healthcare Info Svc 9.3%
Cleaning Products 7.1%
Businesses Services 5.5%
Home Furnishing Store 3.3%
Seminar Recording: From Cleaning to Coaching-English
ALMOST EVERY OWNER CLEANING HOUSES DREAMS OF THE DAY THEY WILL NOT NEED TO
THEN WHY IS IT SO HARD TO MAKE THAT HAPPEN?
If you are still cleaning homes then you are probably still in Stage 1 of your cleaning business. A key factor in your reaching Stage 2 is to stop cleaning homes. There are over 200 individual items that need to start happening the day you decide to convert from a house cleaner to a business owner. There is a huge difference and your learning curve will depend upon how much office and/or business experience you bring with you into this venture. One thing is for sure, you do not have the time and/or energy to do both good. If you try to you will probably fail at both. You must pick one vision. You must either stop cleaning houses today and start managing and leading the business or you need to set your sites on becoming the fastest cleaner in America, able to clean more homes per day with perfection than any other cleaner. They are both great visions but you cannot duo vision. You’ll be struggling with yourself.
We will assume that you have chosen the vision of running a cleaning business or you probably wouldn’t be reading this.
There are two things you must do:
1. Stop standing in your own way. If you are having problems finding people who ‘clean as good as you do’ you might want to take a look at the trainer, instead of the trainee. There are many good cleaners that clean as good as you do, better, and it is your job to find and develop them. Maybe you aren’t looking for them because you really do not want anyone who can clean better than you can. Especially not now, with all of the challenges you are facing each day with payroll, taxes, advertising, selling, listening to complaints, etc—the one thing you know, and know better than anyone else is how to clean a house. Be careful that your ego is not standing in the way of your phenomenal possibilities.
2. Decide how big you want to be and how fast you want to grow. How fast you can grow depends upon how much time you are willing to work each week, how focused and organized you are and how much capital you are bringing to the table.
Set goals and put the goals into an action item list. Put realistic and attainable dates on each action item and make that date no matter what happens. Eventually, within 6 months if you work at least 50 hours per week, you will have attained all of those goals and will be on track to reach Stage 2 (including Stage 2 revenue figures) within a year. Do not be overwhelmed, instead be methodic. There is a reasonable approach and numerous guidelines available to support you in this effort or buy a book or search the web and learn how to set goals and action items to support those goals.
When first setting your priorities it is difficult to determine what comes first, the goose (cleaners) or the golden egg (clients)? I would say the golden egg. Eventually you will need geese to help you lay those golden eggs. After all, you are only capable of laying so many eggs a day. When that happens do not forget to take good care of the geese. If you do not you will be back to laying the golden eggs.