Episode 1294 – Why Recurring Revenue Is the Only Way to Win in the Cleaning Game
In this powerhouse episode, Mike Campion sits down with Alana and Cody Knox, owners of Knox Professional Cleaning, to talk about scaling a cleaning business the right way. They dive into the challenges of growing in a small town, why recurring revenue beats one-time jobs every time, and how niching down is the secret to real success. Mike doesn’t sugarcoat anything—he gets real about pricing, mindset, and why trying to “do it all” is a recipe for burnout. If you’re stuck juggling post-construction gigs or charging too little, this one’s for you. Learn how to stop competing on price and start building a business that runs without you.
From Small Town Dreams to Big Goals
Alana and Cody Knox started Knox Professional Cleaning in a tiny Minnesota town called Mora. Nobody really knows where that is—even Mike Campion joked it might not exist. But these two aren’t messing around. What began as a one-person operation has grown into a 15-person team. They’re planning to add 10 more employees by June. That’s not just a cleaning business—that’s a mission in motion.
The Big Trap: One-Time Jobs
Mike didn’t hold back. He warned the Knoxes about doing too much one-time work, like post-construction cleanups. It’s hard to grow when your jobs are random. There’s no steady cash, and it’s tough to find workers when hours jump all over the place. Mike called recurring services the “secret sauce.” Netflix does it. Software companies do it. Smart cleaning companies should too.
Focus Like a Laser
Alana and Cody want to do it all—deep cleans, green cleaning, residential, post-construction. Mike called this the “taco, burger, and shake” menu. It confuses customers and stretches the team too thin. The answer? Pick one thing. Get amazing at it. Be the best in the world at solving one big problem for one kind of client. That’s how real growth happens.
Don’t Compete on Price—Compete on Value
The Knoxes said their area is poor, and they’re up against solo cleaners charging $20 an hour. Mike shut that idea down fast. He reminded them that rich people live everywhere, even in small towns. Wealthy clients care more about trust, safety, and results than they do about saving a few bucks. Focus on serving the right customers, not chasing the wrong ones.
Know What Your Clients Really Need
At the end, Mike told them not to sell what they like to do—sell what the client actually needs. Green cleaning might be cool, but it’s not a top priority for everyone. Figure out what your best clients really care about, then build your services around that. When you focus on results and serve a clear niche, your business becomes unstoppable.