In this first episode of our 3-part series “Simplify Planning & Boost Results,” hosts Mark Anderson, Sharon Cowan, CBSE, and Ed Selkow break down how to create a realistic business plan that helps janitorial companies grow with clarity.

No 50-page plans. No MBA jargon. Just a practical planning framework anyone can use — whether you’re running a $500K or $10M operation.

From goal-setting to budgeting, team capacity to execution, this episode walks you through a simple yet powerful wheel you can use to plan each quarter (and actually stick to it).

💥 What You’ll Learn in This Episode:

• ✅ The 4 essential questions every owner should ask before planning
• ✅ Why most service companies avoid planning — and how to overcome it
• ✅ A visual framework (The Planning Wheel) you can apply to sales, marketing, ops & more
• ✅ What to track monthly, quarterly, and annually to stay on course
• ✅ Real stories of 7-figure companies winging it (and paying the price)
• ✅ How to apply the K.I.S.S. method (Keep, Improve, Stop, Start) to every area of your business
• ✅ The difference between activity and clarity — and how to bridge the gap

📌 This Episode Is For:

• Janitorial business owners who feel stuck or overwhelmed by planning
• Operators looking for a consistent growth framework
• Leaders preparing for their next quarter or annual reset
• Anyone who wants to grow with less guesswork and more structure

🧭 Episode Breakdown:

(01:00) – Why most owners avoid planning (and what to do instead)
(03:00) – Real stories of large companies with zero strategic direction
(05:30) – How to use simple software or frameworks to plan effectively
(07:00) – The only 4 questions you need for effective planning
(09:00) – Intro to the Planning Wheel: sales, marketing, ops, finance
(11:30) – Why people and money are your two most important resources
(13:30) – How long it takes to build a plan (it’s not as bad as you think)
(16:00) – Why your marketing and sales planning MUST come first
(18:00) – When a walkaround with business cards is actually a plan

🔗 Where to Find Your Hosts

• Sharon Cowan, CBSE – LinkedIn
  • Sharon's Facebook
  • Sharon's Instagram
• 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 respected and experienced leaders in the janitorial industry: Mark Anderson, Sharon Cowan, and Ed Selkow.

With over 140 years of combined experience, they’ve built and scaled commercial cleaning companies, coached hundreds of owners, and helped countless teams go from stuck to thriving.

Each episode brings you real stories, real strategies, and practical tools to build a cleaning business that actually works.

Produced by The Profitable Cleaner Network

Text Our Community JOIN today

Support the show

🧭 What do Faith, Ego & Leadership have to do with running a successful company?

As it turns out — everything.

Welcome to our first professionally recorded episode inside the new studio — and we couldn’t have asked for a better guest to kick it off.

In this raw and real episode, James sits down with Ken Wilkinson, the Founder & CEO of Layer 10, to explore the deeper truths behind leadership and growth. More than a tech expert, Ken is a man of faith, a father, a husband, and someone who has faced his own ego to become the leader he is today.

From being humbled on the jiu-jitsu mat to diffusing tension at Costco — Ken reveals the moments that shaped him and the leadership philosophies he lives by.
This isn’t a tech episode. It’s about becoming someone your business can grow with.

🎧 What You’ll Learn in This Episode:

• ✅ Why your business will never outgrow your personal development
• ✅ How ego and pride sabotage growth (and how to overcome them)
• ✅ The connection between jiu-jitsu, discipline, and self-awareness
• ✅ How to lead your company without losing your soul
• ✅ Why integrating faith, values, and leadership builds legacy
• ✅ What “put in the work” really means in business and life

📚 Episode Breakdown:

• (00:00) – Intro: Who is Ken Wilkinson?
• (02:10) – Ken’s Connection to Trailhead Community
• (06:30) – Faith, Family & the Foundation of Leadership
• (10:45) – Why Ego Is a Business Killer
• (14:20) – Jiu-Jitsu: The Art of Discipline, Humility & Focus
• (19:35) – From IT Consultant to Technology Architect
• (24:00) – Layer 10’s Purpose: People Before Products
• (28:00) – Serving Buildings & the People Inside Them
• (33:15) – The Power of Vulnerability & Taking Ownership
• (40:00) – Commercial Real Estate Challenges & The Future

🔥 Whether you’re running a 10-person team or a multi-million dollar company, this episode will challenge you to reflect on who you're becoming — not just what you’re building.

🔗 Resources & Links:

• ✅ Learn more about Layer 10
• ✅ Connect with Ken Wilkinson on LinkedIn

🙌🏼 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

In this episode of Polishing Profits, hosts Mark Anderson, Sharon Cowan, CBSE, and Ed Selkow dig into one of the most critical — and underused — tools in the janitorial world: structured customer feedback.

If your only customer communication happens when something goes wrong… you’re playing defense.
This episode will show you how to switch to offense — by creating a feedback system that actually improves service, builds trust, and sets you apart from competitors.

From simple walk-throughs and inspection logs to Net Promoter Scores and CRM tools — this is your guide to collecting, responding to, and acting on what your customers are telling you.

💥 What You’ll Learn in This Episode:

✅ Why most customer feedback is too little, too late — and how to fix that
✅ The difference between reactive and proactive client communication
✅ How to tailor your communication style to different types of clients
✅ Tools you can use (free and paid) to collect actionable feedback
✅ How to close the loop with your clients and turn complaints into loyalty
✅ How to use feedback as a training tool for your team
✅ Why follow-up matters more than you think — and how it can save your account

📌 This Episode Is For:

• Janitorial and commercial cleaning business owners
• Operators and account managers looking to boost retention
• Teams that want to improve service and stand out from the competition
• Anyone tired of hearing complaints and ready to fix the root issues
  
  
  

🧭 Episode Breakdown:

• (02:26) – Why feedback systems matter more than ever
• (04:00) – Funny stories + real feedback horror stories
• (06:00) – Walkthroughs, inspections, and when to show your face
• (08:00) – Why “no news” isn’t always good news
• (10:00) – Tools: NPS, CSAT, customer effort scores, and free templates
• (12:00) – Offense vs. defense: are you always catching up?
• (16:30) – How to use the data: tracking issues by supervisor/team
• (18:30) – Sharing positive feedback with your team (and why it matters)
• (21:00) – Real story: pest control company dropped the ball
• (23:00) – How to close the loop with customers and build long-term trust

🔗 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 respected and experienced leaders in the janitorial industry: Mark Anderson, Sharon Cowan, and Ed Selkow.

With over 140 years of combined experience, they’ve built and scaled commercial cleaning companies, coached hundreds of owners, and helped countless teams go from stuck to thriving.

Each episode brings you real stories, real strategies, and practical tools to build a cleaning business that actually works.

Produced by The Profitable Cleaner Network.

Text Our Community JOIN today

Support the show