Where we left off: After encouragement from my Dad to start my own cleaning business, I set off going door to door, asking office tenants if they were happy with their current cleaning services, or if there was room for improvement. Keep in mind, I had no previous sales experience or training. You might say I was “winging it.” After several rejections, I walked into the local office for Secrest, Wardle, and Lynch, a law firm specializing in insurance defense. This is where I met Pam at the front desk, who greeted me with a smile and a polite question:

“Good afternoon, how may I help you?”

I noticed her name plate on the desk, so I replied, “Hi Pam. My name is John Ezzo. My Dad owns the children’s shop down the street. I’m starting my own commercial cleaning service after learning the business working for another company. I’m looking for my first client. So, are you happy with the cleanliness of your office?”

“Well, that’s a good question,” answered Pam. “I’m stuck up here in the lobby all day, so I don’t see much of the office. I know this floor could look better. The bathroom is okay, but I’m no expert.”

Since she hadn’t sent me off with a “no thank you,” and seemed somewhat interested, I took a chance and asked, “Pam, could you take a break from the lobby and give me a quick tour of the office? We can do an inspection together in a few minutes, and then you’ll know if you should be happy with your current service or not.”

Pam agreed and gave me a tour of the office, while introducing me to the rest of the staff and the lawyers at the firm. Based on what I had learned from cleaning medical offices, I knew what to look for. As I pointed out areas that had been neglected, it became clear to Pam that there was much room for improvement in the cleanliness of the office. However, Pam explained the decisions regarding contractors had to be made by Linda, who worked in the main office in Farmington Hills.

Helpfully, Pam offered to arrange a meeting between me and Linda the next time she was visiting the Mt. Clemens office. I must admit that I was feeling excited about the prospect of possibly landing my first client. When I finally met with Linda, she asked me about my business and my other customers. Since I didn’t have any customers yet, I told her the “why not?” story and admitted that their law firm would be my first client. Linda asked me why she should risk being my first customer – a fair question. In answer, I explained the way I was raised and mentioned that my Dad’s office was just down the street. I also told Linda that I was one taking the risk; If I was not successful, I would have to face my Dad!

Linda was amused by this answer, but not convinced. So, I offered to clean the office for 15% less than what she was currently paying for six months. If after that time she was happy with my service, my fee would then match what she was paying going forward. Linda thought for a moment, and then reluctantly agreed.

I immediately walked down to my Dad’s office and used his IBM Selectric typewriter (a now ancient relic) to draft a scope of work and a contract. As they say, the rest is history. I went on to service that office, along with all their other offices for more than 25 years! Eventually, they consolidated their offices and leased a space where they were no longer responsible for cleaning. But I will never forget that they gave me my first chance, as well as other opportunities.

Over the years, I had so many great conversations with the lawyers who worked at this firm. I even helped prepare for mock trials and sat in on them. The firm was unique in having a mock court room with audio and video recordings to play back testimonies. The firm also had a private jet, and I often talked with the captain. In short, it became more than just a cleaning job.

Ezzo’s are known for being resourceful, a quality that the law firm came to appreciate about me, and so they began to offer more responsibilities. They asked me if I’d be interested in moving furniture, painting, making repairs and handling events at the office? And once again, I said “Why not?”

The Mt. Clemens office had apartments on the second floor, so we began to manage all the repairs and turnovers. Here is where I introduce my first official employee: Jesse. He worked the third shift at the General Motors Tech Center in Warren, MI, and worked the mornings for me at the law firm’s main office. Like me, the firm treated Jesse like family, and he worked for me there for many years.

As a young man, when asked what I wanted to do, I always responded with “I want to be an architect.” I have always been intrigued by architectural design, especially commercial buildings. Though my plans to become an architect were sidetracked by starting my own cleaning business, I was still able to dabble in my passion for architecture. In fact, the cleaning business led me to being involved in some of the most amazing architectural achievements in the world…