194: Optimizing & Growing Your Business: An Interview With Ken Carfagno

Who is Who Is Ken Carfagno?

You’ve already met Ken, the host of the Smart Cleaning School podcast, and today he’s coming back for a repeat appearance.

In this interview, we talk about Ken Carfagno’s ISO Model, and how he used it to grow his solo cleaning business to $60,000 only working two days a week.

“When I became known and highly referable, and I was the go-to, I became the cleaning specialist. Realtors would say, Ken’s the cleaning specialist. And then when someone called me, they already knew that I was the best.”

“When you’re showing a home, you’re going to walk up the driveway. Your buyer’s looking at the yard, the garage, the roof. They’re looking at the neighborhood, walking up the sidewalk. Are the shrubs cut? You’re getting to the front door, looking for the key. Meanwhile, the emotional buyer’s looking around the yard.

“Little things I would teach the cleaners were hey, there are light fixtures on both sides of the doors. Make sure those are sparkling clean. Yes. The doors should be clean because the people that you’re showing homes to, they’re emotional and you’ve got to create a great first impression. And they’re looking at that front door for up to a couple seconds while you’re jiggling the key.

“Now you open the door, and what is the emotional buyer thinking? They’re thinking first impression.”

Learn all of this and more:

• What the ISO model is
• How you can use a cleaner to sell more real estate
• Why being the cheapest isn’t the way to get clients
• What the peace factor is and how you can use it
• Whether Ken charges by the hour or the job and why
• How long his waiting list is
• The five phases of any business

Podcast edited by Kenny Carfagno

Show notes and blog posts created by HarshmanServices.com and RealtorEmails.com

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener.