Emilio Lopez [00:00:00]:
Hey.

Jordan Berry [00:00:00]:
Hey, what’s up, guys? It’s Jordan with the Laundromat resource podcast. And I am pumped you’re here today because we are here with episode 230 of the podcast, and we’ve got something special for you today. You may have seen the ads that are all over Facebook and other places for let growth. And I connected with Juan and Emilio Lopez. No, I know what you’re thinking. Not the Mighty Duck guy. That’s Emilio Estevez. Is that right? I think that’s right.

Jordan Berry [00:00:32]:
But even better than that, Juan and Emilio Lopez are a one, two brother combo that are really just searching to transform the drop off, pickup and delivery commercial part of your business. So we jump into what exactly is that they do, how you could do it yourself if you wanted to and how they could help you if you want to. Just hand it over to the pros. So today is all about finding commercial clients for your service side of the business. So if that’s something that could help help you out, help you grow, listen, this is the episode for you. And I just want to say, like, I genuinely think that that part of our industry, that part of our business right now, there is a niche, a niche in there that, that we could really pop in and, and, and fill up right now that, you know, some of us are doing a great job. I know some of you guys are crushing it out there with the commercial side of the business, but I think there’s a lot more to be had out there. So we, this episode is for you, if that has any interest whatsoever for you.

Jordan Berry [00:01:36]:
And real quick, before we jump into it with those guys, I just want to remind you, hey, there’s a ton of free tools, resources, information, all that stuff [email protected] so if you haven’t been over there in a little while, go check it out, browse around, see what can help you achieve that financial freedom you’re looking for through Laundromat ownership. All right, let’s jump it in right now with the leg growth, guys. Lana, Emilio, thanks for coming on the show, guys. How you guys doing?

Juan Lopez [00:02:03]:
Thanks, Jordan. Thanks for having us, Jordan. Thanks.

Jordan Berry [00:02:07]:
Hey, super duper excited to chat with you. You guys are doing something in our industry that I actually, I don’t think anybody else is doing this as far as I know. And it is very cool, the service that you got going on. So why don’t you tell us a little bit about us and what you guys do?

Emilio Lopez [00:02:23]:
Yeah, just one thing. I think some. Some other companies started trying to do that. But the same thing that we, we’re doing. But we have had their clients come to us because they’re not, not doing that well. But. But yeah, I think there you go. So that’s even better.

Jordan Berry [00:02:39]:
Yeah, even better. Even better.

Juan Lopez [00:02:42]:
But thanks for having us. Yeah. I wanted to give a quick int on who we are and what we’re.

Emilio Lopez [00:02:47]:
Doing for, for anyone who does have.

Juan Lopez [00:02:49]:
Heard about that growth. So Emilio and I, we’re brothers and business partners and we started this company about three years ago. Very interesting. Mark Glasgow was one of our first clients and he opened up the doors to the industry. And then we had Jason Worm from start Laundromat in New York. He’s already back in Australia. Yeah, he was our second client. Amazing guy.

Juan Lopez [00:03:11]:
We still chat with you every now and then. But what we’ve built, and more than, more than me, Emilio, because he’s the tech guy, he’s built a system that allows us to scrape the information about businesses in our plains area that could benefit from outsourcing. Laundry services. Focus 100 on business. Right? So like gyms, spas, massage therapies, physical therapies, therapy and bees, hotels, restaurants, you name it. And with that information we build a specific tool for, or a specific system for each one of our clients that allows us to send these businesses very targeted, very specific emails about how they can benefit from working with our clients. And that’s where we use AI and some other automations to connect like perfect. This is what our client is doing, this is what this business could need.

Juan Lopez [00:03:59]:
And then we connect those dots in the emails and we generate those, those pre qualified leads for our clients and so they can continue the conversation and hopefully close the deal. And yeah, so that’s, that’s what LED growth does. We do this vino right now. We’re starting as well with cold calling and a couple new tools that will, we’ll let you know by the end of the day.

Jordan Berry [00:04:22]:
Oh, oh, that’s, you know, a little teaser there. I like that, I like that. All right, awesome. So I’ve seen, I’ve actually, I’ve gotten ads from you guys that you guys have run and so I’m sure a lot of people listening have seen your guys ads, which is great. I mean you’re reaching the right audience obviously. And what I, what I love here is that, I mean like I said, most, most people who get into this business don’t get into this business to be salespeople or don’t even expect to be salespeople. Right. But now that the Service side of the business, the pickup and delivery, the drop off business is booming in our industry and going to continue to.

Jordan Berry [00:05:06]:
You know that sales piece is. Is crucial. I’m just curious, how did you guys stumble into being Laundromat commercial laundry salespeople? So it’s like being a laundromat owner is already random but being a commercial laundry salesperson is even like more random I think. So how’d you guys stumble into this?

Emilio Lopez [00:05:28]:
Yeah, actually super interesting.

Jordan Berry [00:05:31]:
We were.

Emilio Lopez [00:05:32]:
We started as a more generic lead generation company, sales company let’s say. And then we contact Mark Vascom. We contacted him kind of randomly because he was in a list like we scraped right. Because yeah he was in a list. I think that the 2U laundry had raised a bit of money or something like that. So he came up in the list and Ms. Gray. And yeah he responded to our cold email and the first thing we thought was like laundries like they’re probably.

Emilio Lopez [00:06:06]:
He got confused because we do the B2B side and he probably wants to grow their B2C site. But we got into a call and he told us like hey, I’m really good growing the B2C site. That’s pretty standardized across the industry. But right now we want to grow the commercial side and the things we are doing for B2C is not working for the commercial side. Right. As he was trying Google Ads and Facebook ads and SEO and he wasn’t working as much as he wanted to. So he said I want to just try stuff and see and maybe let’s see if it works. To be honest, we thought it was unwanted.

Emilio Lopez [00:06:51]:
We talked like we haven’t tried this for laundry. Like let’s see. And we. Yeah. So we started in like the second day or third day. We started getting interested this. He couldn’t believe it. He like made a screenshot and he asked if he can.

Emilio Lopez [00:07:10]:
He could tell other natural owners like of course do it. And yeah he introduced us to, to.

Juan Lopez [00:07:17]:
To, to Jason Warren.

Emilio Lopez [00:07:19]:
He was our second client. And and from there like we started like they started to introduce. Introducing us to other clients. We went to the wdf.

Juan Lopez [00:07:29]:
Yeah to the Watch Drive Follow convention last year.

Emilio Lopez [00:07:33]:
Yeah we met some laundromat owners there and we just started growing and he was like working pretty pretty well and yeah. So we decided to move our, our focus only or mostly like 90, 95% of our focus is on. Is on laundry now laundry business owners and on our commercial side. But yeah it was kind of like it was inspected. We didn’t expect to land in this industry, but we ended up. And we’re loving it. Yeah.

Jordan Berry [00:08:00]:
That’s so funny. Yeah. I mean, in a way, it’s sort of proof of concept of what you guys are doing, because that’s how you ended up in the industry, doing what you’re doing. And you found Mark and. And here you are on, you know, probably the pinnacle of all, you know, maybe of your lives, even being on the podcast here. I don’t know. But. Yeah.

Emilio Lopez [00:08:27]:
Yeah, yeah.

Jordan Berry [00:08:30]:
How. How long ago was this? How long ago did you meet with Mark and. And start getting in the business?

Emilio Lopez [00:08:36]:
Like, two years and a half, something like that? Yeah. When we started at the beginning, we had, like, I don’t know, three, five laundry clients. And then, like, in the past couple. Year and a half, two years, just like, focus on that. And it has grown a lot. But yeah, a couple of years. Two years and a half. Yeah.

Jordan Berry [00:08:55]:
Yeah. That’s awesome. That’s awesome. Okay, so I got a. I got a few questions for you here. You know, number. Number one, you now that you’ve been working in the industry for a little bit, and you’re focusing solely on. On B2B here on.

Jordan Berry [00:09:12]:
On commercial laundry. Right. Or at least primarily. There’s a lot of people who are wanting to grow that side of their business or start that side of their business. They want to start a pickup and delivery. They want to start, you know, servicing, or maybe they have one like Mark, and it’s mostly residential and they don’t really know how to do. That’s a specific skill set. Like, I feel like sales and marketing are specific skill sets, but even more specific is like B2B sales and marketing or lead gen.

Jordan Berry [00:09:44]:
Right. And so I’m curious, what are you seeing from existing owners that are crushing it in the commercial laundry space? What are they doing different than the rest of us who are. Are floundering or haven’t even gotten started yet.

Juan Lopez [00:10:05]:
Yeah, yeah. This is a funny story. I spoke with one of her clients. She’s down in Florida. She’s the best person you can meet. And when I spoke with her, she was right. She was probably closing, like, 50% of the leads we were giving her. And I called me, like, how are you? Like, how are you closing these? Are you, like, good in sales? She’s like, I don’t know anything about sales.

Juan Lopez [00:10:27]:
And like, I was actually scared about this when I was and started to work with you because I have never done sales in my life. Then I spoke with another one of our clients. That’s also crushing it and I asked him the same thing. He knew about sales, but they both had the same strategies, which was like, first of all, treat like the people you’re going to speak with. They’re also business owners. Be very curious about what they are doing, why they need laundry. Because if you’re talking to an Airbnb.

Emilio Lopez [00:10:58]:
If, if you, if you don’t do.

Juan Lopez [00:11:00]:
Laundry well, then their sheets are going to be sane and then they’re going to have bad reviews, you know, so there are a lot of these businesses that they actually need laundry to give the best possible service out there for their clients, you know, so first of all, like, think about that, like you’re here to help them with their laundry and that’s going to affect their business as well. And they’re always asking more questions about their business than there is about laundry. Like, hey, when did you start this business? You know, like, they don’t go straight to like, how many pounds of laundry are you doing? Or like what type of laundry or how much you’re paying, but rather like conversation about the business. Like, yeah, how, how, when did you start this business? You know, how are you managing it? When’s the high season, when’s the low season? And with that information you start to like build up. Okay, perfect. You know what, I can actually help you with this because of this, this and that. I think like that’s the most common trade that you see there. And also like offering a trial.

Juan Lopez [00:11:57]:
Like, hey, why don’t I do like this pick up today? You can test the service, we can fill out each other, you can see if you like me, you like our service, how clean everything comes back. And yeah, most people are never going to say no for, for, for a trial, for a free trial, you know, but at the same time you can you build up that confidence with that person that as I mentioned could like, laundry is part of the service they’re giving to their clients and it needs to be perfect. So that’s why they probably don’t trust you.

Jordan Berry [00:12:27]:
Yeah.

Emilio Lopez [00:12:28]:
And focusing a lot, like understanding, as Juan said, like how important is laundry for them. Right. Because there are some businesses that they need laundry, but it is not so important. For example, jeans, they need to clean the towels. But if the towels are not in like the perfect condition, like they can be stained. Right? But if they’re not like the softest, it doesn’t matter so much as if, for example, a spa, right? A spa that charges you $100 for a 30 minute massage, the towels must be like amazing, right? So like Understanding like how important is the laundry for them. And there are different type of business and treat them different and, and yeah, try to focus also on this one. Having a great laundry service actually changes their business or improves it a lot because there, of course there’s going to be some businesses that need laundry, but they’re only focused on the cheapest price.

Emilio Lopez [00:13:38]:
They only want the cheapest price. But there are other, other businesses that do value the service, do value like even, even having some like a business owner that they can call and like tell the issues and they’ll understand and they’ll figure it out and they’ll like the service part. So creating the report that one mentioned is super important because yeah, they want to do business with the local person that they trust. Right. So and focusing a lot on that and understanding the different value that Landry provides to different type of business ownership.

Jordan Berry [00:14:16]:
Yeah. Yeah. It’s really interesting. It makes so much sense, right? It’s like this doesn’t seem like rocket science, but I think it’s really easy as like a business owner to our world becomes laundry. Right? Like we want to talk laundry, we’re trying to get a laundry customer. So it’s just so easy to naturally slip into, hey, here’s what, here’s what I do. Here’s what I can do for you. Here’s what I can do for you.

Jordan Berry [00:14:43]:
Instead of kind of like what you guys are saying is like, hey, you know that curiosity of like it makes people feel good about their business, right? Like you’re actually interested in their business, you actually want to help them succeed and then, you know, hitting them with the, with the, you know, I’m not, I’m not a big sales guy and I don’t have a lot of sales skills necessarily, but hitting them with that puppy dog clothes, like, hey, why don’t you just, just give it a run. Take, take the dog home for a couple nights and then bring it back if you don’t want it or you know, just do, do the free trial. You know, a lot of times it’s like whatever it takes to get the, your, your client, that other business to be able to experience what using your service can do for them and how it can free them up and how it can actually help them provide their customers a better experience. You know, kind of whatever it takes to do that is, is huge because once they see that you’ve got a much better, like you said, a 50 close rate is killer. Most salespeople would kill for 50 close rate, right? So once they’ve Experienced that. And they see.

Emilio Lopez [00:15:48]:
Of course, yeah, we have some clients. Yeah, she’s like, yeah, outstanding on the, on that side because of this report that she creates.

Juan Lopez [00:15:56]:
And it was, yeah, it’s also like, hey, I have a laundry service. You have laundry needs. Just give it a try. It’s not going to hurt, you know.

Jordan Berry [00:16:05]:
Yeah, yeah, yeah.

Emilio Lopez [00:16:06]:
And one more thing that I just remember that a client told us this is for clients that may have like more capacity for commercial Android and lower costs and they can compete on the lower cost. But if you are on that side, like one of our clients, what he does is that he does audits of their current image, right. So he offers like a free audit of their influences. So he asks the info that they have right now, he checks it and he checks how they’re weighing the laundry. Right. And if they’re charging per piece or per pound or. And he does like this audit just for free, just to let them know how they could improve. And then he offers a service.

Emilio Lopez [00:16:59]:
So yeah, offering something for free that adds value like a free trial or this audit or that’s like the best thing for like for selling and also for getting the interested leads. Right. That’s like the first part of the sales process.

Juan Lopez [00:17:19]:
Right.

Emilio Lopez [00:17:20]:
Before you get into the conversation, you have to find the businesses and then contact them and then if they’re interested you get to get a call. But having these free offers, let’s say, helps in all of the processes.

Jordan Berry [00:17:40]:
Yeah, yeah, makes your job easier if there’s, you know, you can use those catchy words like free.

Emilio Lopez [00:17:50]:
You have to be careful. Careful as well because we do a lot of emails, right. And if you use some of those words like free or a discount or if you use it too much like Gmail and Outlook, start penalizing your domain. So that’s like a super technical stuff. But yeah, it’s good to have these offers but you have to make sure you are explaining it and actually like writing it in a way that doesn’t affect the filters of Gmail and Outlook because otherwise you will get, you’ll have to spam and you won’t even get an open for the email. Right. So, so it’s like, yeah, very good to have that offer but you have to know how to write it and how to.

Jordan Berry [00:18:35]:
Yeah.

Emilio Lopez [00:18:36]:
Not get into the filters of Gmail and out.

Jordan Berry [00:18:40]:
Yeah, well, I mean that’s a good point. Right? Like there’s so much about this process that like you just don’t know. If you don’t know, like most people when they send an Email. They’re just sending an email to somebody. They expect it to get into somebody’s inbox and for them to read it every now and then. Okay, it went spam or whatever, but most of the time, like, it’s going through because you’re emailing a co worker or a friend or, you know, just somebody, you know. Right. But it’s a different.

Jordan Berry [00:19:08]:
It’s like a little bit of a different game. When you’re emailing bulk. Bulk emails, you’re emailing a list of some sort. I mean, can you. You kind of talked a little bit about. Can you talk a little bit about that. That process and some of the things that you guys have to think through when you’re prepping these emails to send.

Emilio Lopez [00:19:28]:
Absolutely. And I’d like to start like the saying that the thing that if they. If you’re a laundry. Laundry business owner.

Juan Lopez [00:19:36]:
You’re listening.

Emilio Lopez [00:19:37]:
If you do this, this one thing, like, is the one that will get you the best results, right? Because. And.

Jordan Berry [00:19:43]:
And this is like, that’s a great. That was a great, like, clickbait title. Do this one thing and you’re gonna get the results you need. Right? Like, man, that might be the title of this podcast episode. I don’t know, Maybe.

Juan Lopez [00:19:55]:
But.

Emilio Lopez [00:19:57]:
What most people do when they are sending a lot of email is that they get their main Gmail that they’re using or their main website domain, the main email that they started sending from that one, right? And because that’s like the one they have, it’s like, oh, it’s just emails we’re gonna send. And that’s like the biggest mistake in a couple of different levels. The first one is that you are gonna, like, if you start sending a lot of emails from that same account, that account is gonna be flagged for Gmail and for Outlook as an account that is spamming, right? So that account is gonna get. Every week is gonna get a lower deliverability. And you’re gonna think like, oh, I’m sending a lot of emails, but I’m not getting replies. And maybe the first day, then in the second, third week I didn’t get. And it’s because that specific account is getting flagged and the variability score is decreasing. That’s like the most important thing.

Emilio Lopez [00:21:05]:
You have to get to the inbox. And then not only. So that’s the first level. The second level is that the domain itself also gets flagged. So if Your domain is starlandromats.com or, yeah, landry.com, whatever, even if you send from one account all that domain is going to start, that dependability score is going to start decreasing. So then if you’re using your main domain to send these emails and you also contact your current client with that email and that domain, even those emails that are not mass emails might start getting to spam, right? So it’s not that you’re only getting in trouble for the outbound and for the mass emails. That’s going to also affect your internal communications with team with all the clients you already have. So it’s like you have to be super careful about that.

Emilio Lopez [00:22:07]:
And that’s like the biggest mistake. And if you fix that, how do you fix it? You send the mass emails from different domains, right? If you want to do it on a small scale, you can buy, I don’t know, 1, 2, 3 different domains similar to yours, right? So you, let’s say that your, your laundry is.

Juan Lopez [00:22:28]:
Box.

Emilio Lopez [00:22:29]:
Laundry box laundry.com you can do, you can buy like boxlandry pro. Com boxlangryapp.com and you buy, you buy. We for each client, we buy around like 15 to 10 to 20 different domains. But if you want to do it yourself, you can buy a few and start doing that and you redirect those domains. So boxlaury.com boxlundryprot.com you redirect to boxlaury.com so if a client goes to that fake domain, it will be redirected to your main website. So that’s like the base, right? Like, and you have to think like deliverability is the most important thing. Deliverability is the most important thing by far. So whatever you can do to improve that deliverability, it’s worth it.

Juan Lopez [00:23:26]:
One thing that’s going to add a lot of value if we can continue adding that, is that a lot of nonprofit they do, at least from conversations that I’ve had, is that they buy a list, right? They purchase a list from someone on the Internet or they just buy it, or they download a database and then they can plug it in their CRM. Or they just mass email these lists. And that’s also an issue. Why? Because they’re not validating. That list that they are buying is up to date, which is the most important thing. There is a lot of things that happen. Like if you buy a list that could be deleted, that person could have already left the company and that email could be, there’s, there’s like different levels of spam. So if that email has been inactive or like the owner of that email has enjoyed that email in the past six years, that email is Going to be inactive.

Juan Lopez [00:24:21]:
And then you also start to get a lot of bounces and a lot of emails sent to spam. So if you purchase a list, like, absolutely, validate that list. Because I’ve seen clients that send us that list that they purchase, and we validated it for them with our tools, and there’s like 40% of those emails are invalid. And you’re emailing those, and first of all, you’re wasting emails on sending them to them. And then second, your emails are being flagged, right? So then your main domain is being flagged. So, yeah, a mix of buying different domains, setting up the correct infrastructure to be able to send these emails, and then if you purchase a list, like, validate that.

Jordan Berry [00:25:02]:
Yeah. Yeah. Okay. So here’s what I love about this and what I hate about this is. I’ll start with what I hate about this is it. There’s way more that goes into this than it just seems like. Right. Again, like, most of us, we just send an email and we’re done with it.

Jordan Berry [00:25:22]:
Right. But, you know, there’s a whole lot of, like, technical stuff, and there’s a lot of implications to doing things. And I know I’ve made these mistakes. I have, like, an email list. Right, right. That I. You know, a lot of people who listen, write, or subscribe, so they get like a newsletter and stuff like that. And, you know, we’ve gotten tons of spam over the years, emails and stuff.

Jordan Berry [00:25:43]:
And so we just switched over our email campaign provider, and then we had to, like, warm up the list. We had to validate our list. Then we had to warm up the list and start kind of slowly send out some emails to, like, it’s a whole process. And listen, I, I didn’t know what was going on. I had to have somebody help me do all that stuff.

Emilio Lopez [00:26:03]:
Right.

Jordan Berry [00:26:03]:
So it’s interesting, you know that. So naturally, I’m a DIY guy.

Emilio Lopez [00:26:12]:
Right?

Jordan Berry [00:26:12]:
Like, I’ve talked about this before. Like, that’s my natural inclination. I’m becoming less and less of a DIY guy because I’ve been recognizing that, hey, there’s some things that I’m really good at, and the other things I should probably just be outsourcing. Some might argue podcast hosting would be one of those things I should outsource. But at least for now, I’m still here. But, you know, the, The. The. You know, when you, when you start, you know, just as you’re talking, this is what I’m thinking.

Jordan Berry [00:26:41]:
Right? When you start working with people who know what they’re Doing and are not just kind of feeling their way through it. Like, that’s where you get results.

Emilio Lopez [00:26:49]:
Right.

Jordan Berry [00:26:50]:
And you talk about Mark Vlaskamp being your, you know, your first client. He’s. He’s kind of the poster child for a lot of Laundromat owners because he built this, you know, business, he raised money, he built a business, he sold the business and cashed out. And he’s still in the industry, obviously. He’s working with laundry labs, at least for now, and, you know, who knows going forward? But he’s kind of the poster child. And one of the things that he does well is he finds people that know what they’re doing and lets them do the thing that they do and he focuses on the thing that he does. So, you know, it just that that’s kind of what was running through my head when you’re talking about all this stuff, like, you know, email list validation, like, where do you even. The list, how do you validate the list, how do you send these emails out to every, like in.

Jordan Berry [00:27:36]:
And, you know, I’m sure we’re just scratching the surface here because now you got to talk about, you know, copy what, what are you actually putting in these emails and what’s going to convert and what’s not going to convert. And you know, how do you not use words that don’t flag? Like, all of a sudden it gets like pretty overwhelming here. So go ahead.

Emilio Lopez [00:27:55]:
Yeah, yeah. So first thing, there are a lot of different sources that you can get.

Jordan Berry [00:28:03]:
From.

Emilio Lopez [00:28:04]:
Like, it depends. Like some cities, if your city is big enough, like you can find. Even the best ones are on LinkedIn. Right? But that’s only if your city is big enough because there are going to be like more chains, like gym chains and hotel chains that they might have their. The information LinkedIn. But once you start getting to smaller cities, like LinkedIn is not going to be like the main source for cradle. It’s going to be like Google Maps and like getting, getting the businesses that you want, like spas, gyms, hotels, et cetera, around your area. We usually recommend like 20 miles to 35 miles around.

Emilio Lopez [00:28:52]:
Of course, it depends on your capacity, but that’s how we see. And starting with Google Maps, and this is something you can do manually, right? Like you can start like searching for spots near you and getting information for the websites, the Facebook pages, the Instagram pages, et cetera, for each of those. And, and then, yeah, that’s like a pretty comprehensive list, but you can use a combination of Google maps and then LinkedIn and Yelp and all of these different places that you can get at least some information from them, like the website or the name of the company or whatever. And then once you have that, you can search and even you can ask ChatGPT, right? Like, okay, I want to contact this, this place like ChatGPT, help me find who the owner is. And you probably will. And then you go, you find like the name of the person and then there are, you can find like there are ways to like test if that email or find an email of a person. If you have like the website of the business and the name of a person, you can figure it out. And there are some tools that help you figure it out, like the email, right?

Juan Lopez [00:30:17]:
Because.

Emilio Lopez [00:30:17]:
And it’s basic that they do basic stuff. Like okay, if the name of this person is Emilio Lopez and the company is let growth, let’s try with Emilio Lopez, like the first name, that last name at that email. And then they try like just first name.com, first letter of last name adds the domain. And they have a lot of. They do validations to figure out which one is the correct email. And then they give you that. We have built tools, internal tools that allow us to do that. But you can use some that are like zero bounce or Hunter.

Emilio Lopez [00:31:00]:
Hunter. Yeah, you can just searching Google and you will find these tools that allows you to find the email of the person you want to email. So first you find the companies, then you find the decision makers. Once you have the decision makers, you find their email. Once you find their email, you have to validate them. That’s what Juan was saying that it’s not that you just find the emails and have the list and buy the list and send them. You have to actually validate them. And we do three process validation that we run this on three different platform tools.

Emilio Lopez [00:31:36]:
One internal and two externals just to make sure that email actually exists. Because going back to the most important thing that is deliverability. If you start sending emails to. If you start sending emails to addresses that are not active or are not real, your domain and your account deliverability goes down a lot. And that’s like the worst thing that can happen. So you have to be extremely careful. If you buy a list like, yeah, like go through the process of validating and we recommend like three different process, like validate on one tool. You can go to 1 million verifier and then you can go to zero bands and then you can go to Hunter and like validate on those three and only based on those three.

Emilio Lopez [00:32:27]:
You use that for your outreach. Right. And so that’s like the first part of like finding the. Finding the companies, finding the decision makers, getting the email and validating the email all the part. And yeah, once you do that, you start like sending the emails. Well, copywriting that we can talk about later. But once you have the copywriting, you start, you have to send the emails. And then going back to what I said, the best way to do it is like using different domains, right? Like not your same domain, but have at least, at least, at least five, at least five different domains that you have to buy.

Emilio Lopez [00:33:13]:
And once you start sending, you have to stay vigilant on the deliverability stats on each of those domains because if one domain starts getting a bad reputation, you have to cancel all of the accounts under those domains. And so you have to constantly be checking the health of those domains. And if one is off, you have to replace it.

Juan Lopez [00:33:46]:
Just for anyone that doesn’t understand how to check the health and they want to do it themselves, how many emails I’ve been sending out of those emails, what’s the percentage of the bounce rate? What’s the percentage of the reply rate? And that’s how you start measuring it.

Emilio Lopez [00:33:59]:
Yeah, exactly. You have to check like the reply rate and the policy rate. A healthy reply rate is around 2% to 3%. So if you send 100 emails and you get two to three replies and that’s like a healthy. If you. And it’s like, it’s not like only if you send 100. Like it works better when you send like a thousand emails and you start seeing that. But around 2 to 3%, it’s good.

Emilio Lopez [00:34:29]:
If it’s much lower than that, it’s probably something’s going on with the domain so you probably need to change them. And yeah, then we can go to copywriting. Some things that really work well is that it’s super short and starting. First, a personalization in why you are contacting them and why and how did you find them. If you are doing this a bit manually, you can say like, hey, I saw your business in Google Maps. It’s really close to my location. We’re just two miles away. I love what you’re doing.

Emilio Lopez [00:35:16]:
So it creates a bit of rapport and local call and rec.

Juan Lopez [00:35:21]:
Sorry. Which ties to what we were saying to what the best closers or closers are doing.

Emilio Lopez [00:35:26]:
Right.

Juan Lopez [00:35:26]:
Like just that body and like, hey, why am I contacting you? I. I think I can help because the was saying I found you in Google, you’re pretty close to my Location, we’re working with other companies in the area and we’re helping them with their hunting, you know, like adding more. That’s like the, that first email or the copy is the first step of the sale. Right. Like, you need to first to be sent with the infrastructure that Emilio was talking about. And then you need the person who’s receiving to receive it, which is the infrastructure site, to open it, to read it, to reply.

Emilio Lopez [00:36:01]:
Yeah.

Juan Lopez [00:36:02]:
So that’s kind of like the first step of the sale.

Emilio Lopez [00:36:04]:
Yeah, yeah, absolutely. And this part of creating that report and like they, they knowing that it’s like a local business and it’s nearly yours, etc. That part, you can do it manually. And there are also some tools that allow you to do this, like at scale. Right. There’s a tool that is called play.com that helps you, like, you go in there, it’s a bit technical. There are a lot of workflows, and inside the tool, you choose different tools and the AI helps you a bit and everything. But you can, for each contact, you can have a specific contact.

Emilio Lopez [00:36:45]:
Using clay, you can automate a part of that personalization and like messages that will resonate for each of those clients, or possible clients specifically. So that part is important as well, like personalizing the message a lot, keeping it short and telling. Why are you adding value and personalizing a bit? And why they’ll feel like, okay, I want to work with this company because they’re near me or they know exactly what’s my problem. Yeah.

Jordan Berry [00:37:21]:
Here’S what I’m thinking as you’re talking about all this. Listen, if you’re out there listening to this and you’ve been wondering why you haven’t been able to grow your commercial pickup and delivery business. This is what it takes to get clients. You know what I mean? Like all, all this stuff, you just went through this huge process, right? And I appreciate you sharing that. Cause there are some people out there who, who may want to just dig in and, and do it themselves and learn. And that’s, you know, you guys just kind of laying it out there is super generous, you guys, but I think for the majority of us out there, we’re going to be hearing this and being like, oh, okay, so I’m competing with people in my market, using you guys to find leads, and I make five cold calls a week to businesses and I’m not seeing my business grow. And it’s enlightening, right? Like, it’s enlightening. And, and this is what, what’s interesting about our Industry, and I’m seeing change rapidly, and you guys are definitely pushing this as well, is this industry has traditionally been like a set it, forget it business, right? That’s why we have so many laundromats around our country and around the world really, that are run down that when people think of laundromats, they think half the machines are broken, it’s dingy, it’s dirty, you know, the lights don’t work, or homeless people are hanging out.

Jordan Berry [00:38:54]:
Like, that’s what people think of when they think of our industry, that’s starting to change. And a big part of the reason for that is because we’re starting to realize, hey, this is not a set it, forget it business. This is a business business. This is an opportunity for us to serve people and instill value in people and help other people build their businesses and contribute to the economic ecosystem of whatever country you’re in. Right? And be an integral role in that. And these are the thoughts that I’m having as you’re saying all this. And I’m like, so I talk to people all the time. They’re like, man, I’m struggling to, you know, to.

Jordan Berry [00:39:35]:
To build my pickup and delivery business. And, and you know, make no mistake, it’s hard. Like, it’s hard whether you use you guys or you don’t, because there’s a whole lot to figure out. Because as much of the technical things you just outlined, there’s a whole other side of this where you actually have to process the laundry and you have to actually go have somebody go pick it up and bring it back and not lose anything and not ruin anything and get rid of all the stains. And so there’s that whole technical side of things as well, right? And so are. Are struggling and saying, man, I’m having a hard time building the business. This might be why is because it takes a lot to get a new client, let alone keep them even.

Emilio Lopez [00:40:16]:
Even. Even if you, if you use the. An agency or someone like us, right? Like, I want to be super transparent, like what, what we help lan do. It’s like naturally owners do. It’s like we, we do all of that process, but it’s like super technical and super difficult to have it right and find the leads and get the interested leads, but we don’t sell it for you. That part is super hard as well. Even if we give you the lead, it’s not super hard, but you have to make the sale. You have to create rapport with.

Emilio Lopez [00:40:57]:
With a business. You have to offer, actually offer the free trial and do the free trial and do the live renew.

Jordan Berry [00:41:06]:
So it’s like.

Emilio Lopez [00:41:08]:
And keep following up. Because sometimes, yeah, they’re interested. So it’s not like, okay, we just use an agency and we’re just gonna start growing like crazy. You can. We have had clients that they have closed like hundreds of thousands of dollars in commercial land. You with us? But it’s, it’s not just because of us, right? It’s, it’s more, I’ll say, like, because of them, that they are putting the work of following up and creating that report and just like, don’t stop, don’t stop, don’t follow up. Because sometimes you have an interested beat that comes today, but you don’t close it like three or four months into, into the conversation. But it’s worth it sometimes.

Emilio Lopez [00:41:50]:
So it’s like, it’s not. Some companies sell themselves and it’s like, yeah, if you hire us, like, all of your marketing issues will be gone. That’s not the reality. Right. We can help a lot and we have expertise and what works, what doesn’t work. But a lot depends on how much and you want it on that side and how much you can put into it. And that’s kind of our philosophy in general, like being super transparent in what our offer and what our service does and doing in a cost efficient way. Right? We handle all of that infrastructure and we just charge you a percentage, a percentage of that infrastructure.

Emilio Lopez [00:42:48]:
You just pay for that infrastructure. And then because we know that the value, actually the real wins is because of your effort and how much you put into it. And all of the services that we provide and that we will provide are super focused on being cost effective for business owners because we know that it’s not just you use us and, and your, your business grows automatically. Yeah, yeah, yeah.

Jordan Berry [00:43:15]:
I don’t. If you guys are just listening to this podcast, you, you probably can’t tell this maybe through the voice, but the more he’s talking about it, especially the technical stuff, the more excited he’s getting and the closer he’s getting to the cameras. You just know he’s like, he’s so, he’s so excited about this, right? And like, this is again, like, it’s just another point of like, man, you know, you got guys like you out there who, you know, can generate these leads for people and send them to these laundromat businesses. And not only do you have the technical know how and even, you know, like the copyright, like all the, all the know how all the way kind of through that Process. But I can tell, like, you guys are excited about you enjoy it. So, real quick, this is not the end of the podcast because I know we gotta, we gotta demonstrate a tool that you guys have. And I’ve got a couple more questions for you. But I wanted to pause here because there, there might be some people listening right now that are like, yeah, I get it.

Jordan Berry [00:44:11]:
Like, this is why I’m not growing my business. So I just want to give you guys a quick chance to say, hey, if people are interested in just hearing more about what you guys offer and what that looks like, where. Where can they go?

Juan Lopez [00:44:22]:
Yeah, they can find [email protected] laundry. All of our contact information is there. And book a call with us.

Emilio Lopez [00:44:32]:
You click the button, book a call with us.

Juan Lopez [00:44:34]:
And my email is juanitbrowth.com yeah, those are the two easiest ways of reaching us.

Jordan Berry [00:44:43]:
Good. I just wanted to pause and say that because, I mean, I think there probably are some people here who are like, okay, yeah, I see where the value is in this. And similar to, like, how, you know, it’s kind of also putting our money where our mouth is, right? Because we’re trying to go to these businesses and saying, hey, your business is hotels. Hey, your business is gems. Hey, your business is Airbnb short term rentals, Right? Don’t do laundry. That’s a waste of your time. You focus on your business. And similar here is like, hey, don’t, you know, try to patchwork together.

Emilio Lopez [00:45:17]:
A.

Jordan Berry [00:45:18]:
System to drive commercial laundry leads. That’s not your business. Your business is laundry and closing those deals and then processing laundry and following up with people, right? So I just want to give people that opportunity to find you guys real quick here in the middle because I think it was pretty timely for some people. Okay? So I want to jump back to it and I want to, I want to put you on the spot just a little bit and see what you guys come up with and you guys can answer together independently. But if there’s a laundromat owner out there who’s like, I want to start my pickup and delivery business, what’s the one industry you recommend? They. If you. If they could only pick one industry to go after, what’s the one industry you would recommend? Like, hey, go after this industry. If you’re trying to start from scratch.

Emilio Lopez [00:46:08]:
And you can only pick one, I’ll say pass, definitely. Like, there are a lot of them, right? And they charge. And high end spas are the best ones because they charge a lot per session. So they really Value the laundry service so you can find. You’re gonna find a bunch of them and they are not. So like the price doesn’t matter as much for them. It’s more like the service. Right.

Emilio Lopez [00:46:42]:
And that’s so yeah, you have to choose just one and you have to do like the Google Maps list and do it for first pass. Find like the high end spots and you’ll be able to charge more and it will be an easier sell. Right. And they do value the service a lot. So even if they are, they already have a laundry provider, like a laundry service provider, they are willing to speak to others if they are not satisfied with the service. It’s more like the service that matters to them. So I would say I’ll go with that one.

Juan Lopez [00:47:21]:
I would have said spots, but now that he said spots, I’ll give you the second one, which for me is Airbnbs. Airbnbs, they’re not big as hotels so they cannot go to the huge players in the industry. And they do not have that bargaining price as well. And they do depend of laundry because they need, if they have high turnover, they need to clean laundry, they need to clean their sheets and their towels faster. They depend on having everything clean and ready. Right. And they probably have some inventories and they. Yeah, the thing with Airbnbs is that it’s harder to find the.

Juan Lopez [00:47:56]:
Yeah, so yeah, that’s why it’s like the second one.

Emilio Lopez [00:48:00]:
There are a lot of them, but it’s not as easier to go to. As easy. As easy as go to Google Maps and find spots.

Juan Lopez [00:48:07]:
Because it could be like me or you that have an Airbnb and manage it, you know, and then you just.

Emilio Lopez [00:48:12]:
Send the laundry out.

Juan Lopez [00:48:13]:
So it’s your turn for you to know if I have an Airbnb. Right, Exactly.

Jordan Berry [00:48:20]:
Yeah. Yeah. It’s very fragmented. I mean there are obviously like, there’s management companies and those management companies I would assume are a good, a good option to go to. But it’s so fragmented where there’s just a lot of self manage. Especially with. There’s a, there’s a short term rental kind of a tax loophole where if you’re a high net worth or a high earner, you can write off active income by owning your own Airbnb and managing it yourself. And so it gets more difficult for sure to do that.

Jordan Berry [00:48:49]:
But awesome. I appreciate that. You know, dish in, dish in the secrets. But you know, another thing I love about you guys and why I was excited to have you on, excuse me, is you guys, I Mean, obviously, like your business, you’re, you know, you’re, you’re a service business. You’re helping a lot of owners get commercial clients, but you’re also, you know, developing things to help other people or help Laundromat owners kind of on their own as well. And some free tools and, and stuff. So I know you wanted to demonstrate one of them. Can we jump into that?

Emilio Lopez [00:49:25]:
Of course, of course. Let me share my screen.

Juan Lopez [00:49:29]:
I’ll let Emilio jump into this one because he’s the tech guy who’s developing all these things.

Emilio Lopez [00:49:35]:
Yeah, yeah.

Jordan Berry [00:49:37]:
And while we’re waiting for it to load up here, I’ll just say, hey, if you’re listening in on the audio podcast, make sure you check out on YouTube the video of this here too. So you can actually see it in person. Or you can go check it out [email protected] laundryrank.com all right, go for it.

Emilio Lopez [00:49:55]:
Awesome.

Jordan Berry [00:49:56]:
Yeah.

Emilio Lopez [00:49:56]:
So this is a tool. There are other services that offer these. For example, one very big one is Local Falcon. That the idea of this is it tells you how well you are ranking near your location in Google Maps. So when someone searches in Google Maps like Laundromat near me or Laundry near me, this tells you what is a position that your laundry ranks in the lists of that. Right? So first is free, absolutely free. You can go to Laundry rank and you just look for your laundry business, let’s say like Star Laundromat, and you choose one. Get started.

Emilio Lopez [00:50:48]:
Here. We explain a bit. So how your Landry ranks. We will scan Google Maps for the search Landry near me or you can use Landruma near me or whatever. Right now we’re doing in a two mile radius, but you can inside the tool, you can modify that, get my.

Jordan Berry [00:51:03]:
Rank.

Emilio Lopez [00:51:07]:
It tells you the position and it also tells you like the. The top three ranked laundries in your area. Right? So these are like kind of your competitors. And this is like the. What we do. So each circle is like a person standing there searching Landry near me. So a person is standing here, here, here, here, here, searching Landry near me. And the position that the number is the position where they rank.

Emilio Lopez [00:51:37]:
Right? So here rank number one, number four. And this, this is just for nine spots. It’s better to have more coverage, right? So if you’re doing 2 miles or 5 miles, it’s better to have like a lot more points than just nine. So here just explained like we’re gonna do it the Same but for 25. And this is just like the onboarding process. But yeah, let’s do it pretty. We ask you and. Yeah, yeah.

Emilio Lopez [00:52:18]:
So. Yeah, well, after this, after this part you will see like that process, that same report.

Juan Lopez [00:52:30]:
Yeah.

Emilio Lopez [00:52:30]:
So basically the. You will see this for the 25 and we’ll start sending you weekly updates for this and we’re also gonna start sending you like how your competition is doing in your area every week. And that’s. Yeah, that’s. We hope this can help some laundry owners to have these tools because the local falcon, I think it costs, I don’t know, around like 40 or $50 per month. We’re gonna do this for free for every laundry that want to work with us, at least. Yeah. Like at some point it might be like extremely costly for us, but if you join like soon it’s gonna be free for you to use it and.

Juan Lopez [00:53:22]:
Everyone can use the first part free, right?

Jordan Berry [00:53:25]:
Yeah.

Emilio Lopez [00:53:25]:
And that’s probably gonna be free forever unless some of the cost changes drastically. But we wan these tools for free that I think that are super needed in the laundry businesses and they are not used as much because of the pricing. And we’re also building a tool that allows you to help on the reply side of our reviews and getting more reviews. And yeah, that’s another tool we’re working on and we’ll probably finish that next week or something like that. But yeah, the idea is provide tools, free or very low cost tools for laundry owners so they can improve their business and not depend on paying thousands of dollars to other companies to get these results. And yeah, just like, also I’m a software developer and with artificial intelligence, everything’s changing so fast that we can build things easier and quicker and cheaper. And we want to be a company that translates those saving costs onto our clients rather than keep the higher margins ourselves. So if we can build this faster and cheaper for you, we’re going to translate that cost and make it available for more luxury owners at a much better price.

Emilio Lopez [00:54:47]:
And we’re constantly trying to do that on the commercial side business. And right now on these tools that helps you as a laundromat in general. So yeah, expect more on that front. You can sign up to Landry Rank and you get this weekly report for free that usually costs like 40 or 50 bucks a month. And yeah, we’re gonna build more tools and a wider suite of products for you guys.

Jordan Berry [00:55:18]:
Yeah. And at this point, Emilio’s basically climbing through the camera. He’s so excited right now. So.

Emilio Lopez [00:55:25]:
Yeah, yeah, yeah, yeah. That’s how landing gets me.

Jordan Berry [00:55:31]:
Yeah, yeah. Well, it’s it’s so cool. Because listen, I mean, you know, the, the ranking thing, that’s like money, right? Like, that’s like money in your pocket. It translates directly to money. So if somebody’s looking for, you know, a Laundromat or laundry or laundry service or something like that near them and you come up first, chances are very good they’re going to go to your Laundromat. And chances are very good if they go to your Laundromat and they have a good experience, they’re just going to keep coming back to your Laundromat. So that is money in your pocket. And the same with the reviews, right? The new tool that you’re working on right now.

Jordan Berry [00:56:09]:
We’ve talked about this a ton on the podcast. Reviews directly correlate to how much money you make. One to one correlation, basically. And so the more good reviews you have, the better. So having tools like that in our.

Juan Lopez [00:56:23]:
Pocket for the consumer side, for the business side, you know, it just goes.

Emilio Lopez [00:56:28]:
Trust the commercial side as well. Yep. Yeah. And the thing is that we like with this tool with Laundry rank, what we want to do is like, yeah, first, like give you this understanding of where you are right. In the ranking and compare that to your competitors. Because yeah, in some, like for, for some cities or receipt codes, like, you don’t have to get. It doesn’t like, it’s not only like the total amount of reviews, but like the weekly reviews.

Juan Lopez [00:56:57]:
Right.

Emilio Lopez [00:56:57]:
Like the pace that you get reviews, that influences a lot. The algorithm for Google Maps. And in some zip codes, it’s like you don’t have to have 10 reviews per week is just you compare yourself to the competitors and okay, the best competitors is having 3, 3 reviews per week. If you get to 5 reviews per week, like pretty fast you can get to that point. So we want to make it super clear and that’s the tool we are building and we want to make it free and then offer some services that will allow you to help you get more those reviews easier and faster and yeah, helping in any way we can on that in a free or a very cost effective way. Yeah, yeah.

Jordan Berry [00:57:51]:
Well, I appreciate what you guys are working on over there and what you guys are doing. It’s so funny, right? Like listening to your path that weaved like this in and out, you ended up in this laundromat space and it, you know, it’s so funny. But what I appreciate about it is again, you’re bringing somebody something that really other people aren’t. They’re not doing I know, I know you said in the very beginning that there’s some other people trying to do it, but, I mean, at least I haven’t seen yet. And I’m sure there will be more, you know, come in to do it. But, you know, it’s. You guys are on the front end here and you’re helping build a part of our business, a part of our industry that is, I think, still in sort of the baby phase here. We’re in the infant phase of this business.

Jordan Berry [00:58:38]:
A lot of people still don’t. Businesses and residential customers, right. They, they still don’t even know that a laundromat will come and pick up their laundry form and do it, bring it back to them, clean and folded and dry. Right? A lot of people don’t even know that exists yet. And so having, you know, people like you come in and say, hey, we’re going to keep pushing the boundaries of, of our industry and help, you know, it’s, you know, it reminds me of like the, I don’t know the saying. I always butcher every saying, but it’s like, you know, you don’t have to cut up the pie for everybody. You can just make a bigger pie, right? That’s what you guys are doing. You’re making a bigger pie for our industry, and I love that.

Jordan Berry [00:59:20]:
And then kind of along the way, you’re. You’re building some tools and resources and stuff that are going to help your clients and stand out, right? Like to stand out above everybody else. And that’s something that we’ve been missing in our industry, something we haven’t had, really. So I appreciate you guys doing that. And I think we should probably do something like a Q A or something where people can kind of come and interact and we can jump on your tool or, or a couple of the tools if the other one gets finished and, and be able to do them live and let people ask questions and stuff. I think that’d be a lot of fun. And then also asking questions about, like, your services and stuff, because I think, again, you’re, you’re building a bigger pie here. There’s, there’s, there’s nobody else really doing this that I know of and definitely not doing it well that I know of.

Jordan Berry [01:00:10]:
So I think there’s gonna be a lot of people interested in that a lot.

Emilio Lopez [01:00:15]:
So, yeah.

Jordan Berry [01:00:17]:
Guys, you rock. One last time in case people are interested, where’s the best place to get a hold of you guys and find out more information?

Juan Lopez [01:00:25]:
Electro.comlaundry or [email protected].

Jordan Berry [01:00:32]:
Awesome. I just want to make sure L E T G R O W T H dot com and we’ll have the links and everything in the bio or in the in the Lincoln bio link in the description. If you’re on YouTube or if you’re listening to the podcast, we’ll have that on the Show Notes page. And that way you can go find these guys. You can also just Google them or you may be getting their ads as well.

Emilio Lopez [01:00:58]:
Just click on the ad and sign up.

Jordan Berry [01:01:01]:
That’s right.

Emilio Lopez [01:01:02]:
That’s right.

Jordan Berry [01:01:03]:
Or save them. Save them a dime and go to leg growth dot com. Book a call over there. Guys, you guys are awesome. I love what you’re doing. Let me know if there’s anything else I can do for you. And maybe let’s work on trying to find a date for like a Q and A or something to let people get to know you a little bit better.

Emilio Lopez [01:01:21]:
Awesome.

Jordan Berry [01:01:21]:
That’ll be great.

Emilio Lopez [01:01:22]:
Amazing.

Jordan Berry [01:01:23]:
Cool. Well, I appreciate you guys and we’ll be talking soon.

Juan Lopez [01:01:26]:
Thanks. Thanks, Jordan. Appreciate it. Bye.

Jordan Berry [01:01:29]:
All right. I hope you loved that episode. So much good stuff in there. And again, think that this is an underserved part of our industry and you’ve got a lot of opportunity to open up the commercial side of your business and crush it. And they gave you the game plan on how to do it again. You can do a lot of that stuff on your own, but if you want to hand it over the professionals, these are the guys for you. So hope you love that episode and we will see you in the next one.

Emilio Lopez [01:01:57]:
Peace.