In Episode 2 of Polishing Profits, hosts Mark Anderson, Sharon Cowan, CBSE, and Ed Selkow tackle one of the most common problems in the cleaning industry: growing without a plan.

Most business owners start by reacting — putting out fires, chasing every opportunity, and hoping to “figure it out” along the way. But growth without strategy is rarely sustainable.

This episode shows you how to stop winging it and start building with intention — even if you’re running lean.

Whether you're a solo operator or a multi-million-dollar company, strategic planning is your competitive edge.

💥 What You’ll Learn in This Episode

• ✅ The top 3 pitfalls of reactive growth (and how to avoid them)
• ✅ Why your first plan doesn’t need to be perfect — just written
• ✅ The SMART goal framework and how to apply it in your cleaning business
• ✅ How Sharon saved her operations by creating a backup staffing plan
• ✅ The questions every janitorial owner should ask: Where am I? How did I get here?
• ✅ What it means to build a sales roadmap, not just chase accounts
• ✅ Ed’s brutally honest story of running his first company without a plan

📌 This Episode Is For:

• Janitorial business owners who feel like they’re “winging it” every week
• Operators who want to scale sustainably and avoid burnout
• Owners ready to lead like professionals — not just doers

🧭 Episode Breakdown

• (00:00) – Why most business owners grow reactively
• (01:30) – The million-dollar myth: scaling without structure
• (03:00) – Sharon’s early chaos without a staffing plan
• (04:30) – What SMART goals actually look like in a cleaning business
• (06:00) – Weekly strategy check-ins: how real companies adjust
• (08:00) – Ed’s story: building a business with no roadmap (and paying the price)
• (11:00) – The questions that reveal where your business really stands
• (12:50) – Final challenge: pick a problem and build a SMART goal around it

🔗 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, and Ed Selkow.

With over 160 years of combined experience, they’ve built, scaled, and advised some of the most successful cleaning companies in the country. This podcast gives you direct access to the systems, strategies, and stories that create lasting growth.

Produced by The Profitable Cleaner Network.

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🎧 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.

Text Our Community JOIN today

Support the show

🚨 Polishing Profits Is Now Produced by The Profitable Cleaner

This episode marks a major milestone in the Profitable Cleaner journey. Your host James Harper announces that Polishing Profits — the podcast hosted by janitorial OGs Mark Anderson, Sharon Cowen, and Ed Selkow — is officially joining our network.

With over 140+ years of combined experience in growing, scaling, and selling cleaning companies, this new collaboration brings unmatched insight, strategy, and leadership to our community.

💥 What You’ll Learn in This Episode:

• ✅ Why we’re partnering with Polishing Profits and what it means for you
• ✅ The value of surrounding yourself with proven leaders (not just influencers)
• ✅ What makes Ed, Sharon & Mark’s advice so powerful and rare
• ✅ Why we’re doubling down on community and collaboration
• ✅ How this move gives you weekly access to expertise people normally pay thousands for
• ✅ The mindset behind evolving, not competing, in the cleaning industry

📚 Episode Breakdown:

• (00:00) – Welcome + Huge Network News
• (01:30) – Reflecting on 200 Episodes & Building Real Community
• (02:45) – How We Met the Hosts of Polishing Profits
• (04:00) – What Makes Ed, Mark, and Sharon So Valuable to Our Industry
• (05:30) – What Changes (and What Doesn’t) for Profitable Cleaner
• (06:45) – Why Collaboration Beats Competition in the Cleaning World
• (08:15) – What You’ll Get From This New Weekly Show
• (09:40) – Final Thoughts & Call to Action for the Community

🔥 People & Resources Mentioned:

→ Polishing Profits Podcast: Now hosted weekly by The Profitable Cleaner

→ Sharon Cowen, Mark Anderson, Ed Selkow – Industry experts & operators

• Mark Linkedin here - https://www.linkedin.com/in/mandersonwa/
• Sharon Linkedin here - https://www.linkedin.com/in/sharoncowan/

→ Past Cleaning Prophets events – Where this all began - www.cleaningprophets.com

🙌🏼 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

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