Success in sales isn’t just about strategy — it’s about mindset, discipline, and staying grounded in what actually matters.

In this episode, James sits down with Brian Reimer, Regional Sales Director in the cybersecurity space (Cato Networks) and long-time enterprise closer, to break down what it really takes to win million-dollar deals without losing yourself in the process.

Brian opens up about:

• His approach to enterprise sales cycles
• How his faith and family keep him anchored
• Why he chose people and purpose over prestige
• What most reps get wrong about long-term follow-up
• And the real reason your energy matters more than your pitch

If you're trying to close bigger commercial cleaning contracts, stay patient through long sales cycles, or balance personal growth with business pressure — this episode will hit home.

Whether you run a $500K company or manage a team of 200, this one’s for the leaders playing the long game.

💡 What You’ll Learn:

• ✅ How to show up when deals take 12–36 months to close
• ✅Why most people quit right before the breakthrough
• ✅How faith, family, and energy play into long-term success
• ✅Why relational equity outperforms short-term tactics
• ✅The mental edge that separates 6-figure from 7-figure closers

⏱️ Episode Breakdown:

(00:00) – Meet Brian Reimer
(01:00) – Redefining Success Through Faith & Gratitude
(04:50) – Finding Joy in Work (Even in Sales)
(06:30) – How Sales Found Him + Learning From His Mom
(10:45) – Selling Cybersecurity & Long Enterprise Sales Cycles
(14:00) – Staying Engaged Without Burning Out
(17:50) – Why Relationships Trump Sales Scripts
(20:30) – Making the Leap: Leaving a Dream Job for the Right One
(24:30) – The Right Sales Habits = The Right Outcomes
(27:00) – Personal Growth, Energy, and How to Prepare
(30:55) – What Most Sales Reps Forget
(33:00) – Personal Routines That Power Professional Results
(36:00) – Teaching His Kids Faith, Hustle, and Sales
(41:15) – Why You Have to Outlast Everyone Else
(44:00) – Closing Thoughts on Life, Leadership, and Legacy

💼 Want to Work With Brian?

• 🔗 Connect on LinkedIn →https://www.linkedin.com/in/briancreimer/
• 📍 Based in Denver, CO –https://www.catonetworks.com/

💼 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

🙌🏼 Join Our Community:

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

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Welcome to Part 2 of our 4-part series: “Simplify Planning & Boost Results.”

In this episode, we tackle the two most critical drivers of janitorial growth: marketing and sales.

Hosts Mark Anderson, Sharon Cowan, CBSE, and Ed Selkow break down how to use the Planning Wheel framework to evaluate your current efforts, cut what’s not working, and strategically plan for more predictable revenue.

No more crossing your fingers with marketing or relying on luck for leads. Learn how to take control of your growth engine — and stop outsourcing results you don’t understand or can’t measure.

💥 What You’ll Learn in This Episode:

• ✅ How to assess where your marketing & sales efforts truly stand
• ✅ Why outsourcing lead gen without oversight is a huge red flag
• ✅ What metrics to track to predictably grow revenue
• ✅ How to use the Planning Wheel to improve your close rate and funnel
• ✅ Why your funnel health determines whether you’ll keep growing
• ✅ A red-light / green-light method to cut waste and optimize fast
• ✅ Real talk on healthy account size % and chasing the right clients

📌 This Episode Is For:

• Janitorial companies struggling with inconsistent sales
• Owners outsourcing marketing without understanding the numbers
• Operators who want more control and clarity in their sales funnel
• Anyone building a marketing plan for the new year or next quarter

🧭 Episode Breakdown:

(01:00) – The planning wheel recap: where are you, how did you get here?
(03:00) – How to evaluate your marketing honestly (and objectively)
(05:00) – Why outsourcing blindly is like “hiring a $200 date”
(07:00) – What to track when running ads or managing an outside firm
(10:00) – Red-light / green-light method: cut, improve, replace
(12:30) – Sales funnel math: how to plan backwards from your close rate
(16:00) – Why most owners overestimate growth goals without a path
(20:00) – What percentage of revenue should one account be?

🔗 Where to Find Your Hosts

• Sharon Cowan, CBSE – LinkedIn | Facebook | Instagram
• Mark Anderson – LinkedIn
• Ed Selkow – CleaningProphets.com

About Polishing Profits

Hosted by Mark Anderson, Sharon Cowan, and Ed Selkow — three of the most experienced operators in the commercial cleaning industry — Polishing Profits delivers no-fluff strategies that actually work. With over 140 years of combined experience, they’ve helped countless companies scale, win, and systematize their success.

Produced by The Profitable Cleaner Network

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In this deeply honest episode, James sits down with commercial and fashion photographer John S. Miller, whose work has appeared in publications like 303 Magazine and Mile High Sports. From leading worship for nearly two decades to launching his own creative business, John opens up about his transition, his faith, and how being a father to a daughter with special needs transformed his entire outlook on work and life.

A creative entrepreneur, and former worship pastor who’s built a career and life around service, humility, and family. More than tactics or tools, this episode is about the deeper things we rarely talk about in business — identity, ego, burnout, faith, and showing up fully for the people who matter most.

Whether you're running a $500K cleaning company or managing a team of 200, this is your reminder to build something that works for your life, not the other way around.

🔥 What You’ll Learn:

• ✅ How to balance your business without sacrificing family
• ✅ Why ego is the silent killer of leadership
• ✅ How to transition careers without losing your identity
• ✅ What business owners can learn from faith and humility
• ✅ Why burnout is a signal, not a badge of honor
• ✅ The power of creative presence in a high-stress world

📚 Episode Breakdown:

(00:00) – The Cold Water Moment: Ego & Vulnerability
(05:30) – Life Before Photography: Ministry, Music & Leadership
(11:00) – Raising a Child with Special Needs While Growing a Business
(17:00) – Why Grounded Entrepreneurs Lead Better Teams
(22:00) – Transitioning Careers Without Burning Out
(29:00) – The Role of Faith in Business & Balance
(36:00) – Personal Growth, Partnerships, and the Power of Saying No
(42:00) – Reflections on Legacy, Parenting, and Purpose

👤 Guest: John S. Miller

• 📸 Commercial, Fashion & Portrait Photographer
• 🗺️ Based in Denver, CO
• 🌐 https://www.johnsmiller.com/
• Follow his work on Instagram

Clients include Wrangler, ARTA Tequila, Mile High Sports Magazine, and dozens more.

🙌🏼 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