Know Your Numbers

Profit Pathways Coaching

What does it cost you to get a customer? What is one customer actually worth? This works it out for you. You do not need to know any of it ahead of time.

How this works

Part 1. What you spend to get customers, and how many you got.
Part 2. What you charge, what it costs you to do the clean, and how long customers stay.
Part 3. Put those together and find out if it is working.
Part 4. How much money each cleaner brings in.

You are allowed to guess. Nobody has all of these written down. A close guess gives you a useful answer. Every box starts with a normal number already in it, so you can change the ones you know and leave the rest.

Part 1

What it costs to get a customer

Think about one normal month. Not your best one.

Money you spent getting customers last monthMarketing spend · Ads, flyers, mailers, your website person, paying for leads. If you spend nothing, put 0.

People who asked about cleaning last monthLeads · Calls, texts, forms, messages. A guess is fine.

New regular customers you signed upNew customers closed · Only the ones who come back. Not one-time cleans.

How many of those came from word of mouthReferral customers · The ones a friend or customer sent you. You paid nothing for these.

Quotes you gave out last month (skip this if you do not know)Estimates given · This one is extra. It shows you whether people are not calling, or calling and not booking.

Part 2

What a customer is worth

What you charge is not what you keep. This takes out what you pay your cleaner and what you spend on supplies, so the number at the end is real.

How often do they get cleaned

What you charge for one cleanAverage ticket

What you pay a cleaner per hourWage rate

Paid hours it takes to do one cleanLabor hours per job · Add up everybody. Two cleaners for 2 hours each is 4 hours.

Add on for taxes and insurance, %Labor burden · Payroll taxes and workers comp. Around 15% is normal. Leave it if you are not sure.

What supplies cost you for one cleanSupply cost per job · Products, cloths, bags, anything used up on the job.

Out of 100 customers, how many quit in a month?Monthly attrition rate · Most companies land between 3 and 6. Guess if you do not track it.

Or, how many months does a customer usually stay?Average customer lifetime · Only fill this in if you actually know it. It will override the box above.

How many regular customers do you have right now?Active client count

Part 3

Is it working?

Word of mouth customers are free, and they make everything look good. So this compares what a customer is worth against what you paid for the ones you actually had to go out and get.

Part 4

What each cleaner brings in

Only count people whose hours get billed to a customer. Not you, and not office staff.

Money you brought in last monthMonthly revenue

How many cleaners do you have?Revenue generating employees (RGEs)

Hours a cleaner spends in houses per dayBillable hours per day · Actually cleaning. Not driving, not waiting.

Hours you pay a cleaner for per dayPaid hours per day · Everything on their time card.

Days a week they workDays worked per week

Profit Pathways · Built by somebody who still runs a cleaning company