How to Create Janitorial Customers For Life | Polishing Profits Ep. 1

🎧 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.

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