May 11, 2025 • 35 mins
Money is the measuring stick of business success, but which tools actually drive revenue in pressure washing? Forget what the YouTube "gurus" are selling - we're breaking down the five critical investments that have transformed our companies from weekend side-hustles to thriving enterprises.
At the core of any profitable pressure washing business sits a robust CRM system. Before upgrading to fancy equipment, we invested in tracking software that allowed us to farm our existing customers year after year. When new customer acquisition costs $50-60 per lead, the ability to nurture relationships with past clients through automated follow-ups delivers tremendous ROI. Your existing customers already know, like, and trust you - they're the foundation of sustainable growth.
Professional websites serve as your business's face when you're not around. While many newcomers try to save money with DIY website builders, this approach typically backfires. Google penalizes slow-loading sites, and potential customers compare your online presence against competitors. Would you trust your home to a company with a sloppy, amateur website? Investing in professional web design pays for itself many times over by converting more visitors into paying customers.
Equipment matters, but not in the way most beginners think. Start with a modest 4-gallon-per-minute machine and focus on maintenance rather than upgrades. Something as simple as a $10 downstream injector or $1 O-ring can shut down your entire operation if you don't carry spares. Smart professionals always keep backup parts readily available to prevent costly downtime.
Perhaps surprisingly, networking with competitors has generated substantial revenue for both of us. By collaborating on larger jobs, we've tackled $6,000+ projects that might otherwise be beyond our individual capacities. This partnership approach allows us to share expertise, cover for each other during emergencies, and strengthen our businesses together rather than fighting over scraps.
Ready to take your pressure washing business to the next level? Join our community of growth-minded professionals in the Wash Bros Facebook group, where we share strategies that actually work in the real world - not just theories from someone selling courses instead of cleaning houses.
https://www.facebook.com/WASHBROSPODCAST
https://www.facebook.com/mattdrivewayguy
https://www.facebook.com/c3pressure
powerwashingcoach.com
C3washpros.com
mattthedrivewayguy.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:32):
what's up, guys?
It's matt jackson and claysmith and we are the wash bros.
Thank you for tuning in thissunday night for, uh, our
mother's day edition.
This is going to be episode 14,and we're going to be talking
about the top five tools thatmade us money this year.
Speaker 2 (00:46):
Uh so you want to kick this thing off, clay yes,
sir, I got mine wrote down readyto talk about it, excited about
it, because money makes meexcited.
I know it makes you excited too.
We were just talking about it.
So, um, top tools that made memoney.
First and foremost, I want tosay it's my crm, house call.
Talk about it every episode,how the CRM makes me money.
(01:08):
I'm able to track everything.
I'm able to get paid throughHouse Call Pro.
I'm able to, when I say, trackeverything.
I'm able to report everything.
I can look up how much revenueI've earned this week.
It literally breaks it down bythe week, the day, the month,
the year.
You can compare to last year.
If you're down on numbers, youcan say, okay, I need to.
(01:30):
I don't know.
If I'm down a little bit, Ineed to see what I need to
adjust to be able to make thatmoney.
It tells you your jobscompleted, your average job size
and you can compare it yearover year and the total new jobs
book.
I'm actually looking at itright now.
So I got a good cheat sheet,but I feel like it's a necessity
(01:51):
.
Matt, if you don't have a CRM,you need to get a CRM.
Very important.
You want to be able to trackthat data.
You want to be able to talk toyour customers.
Keep all your customers' data,just because I mean every
customer costs you money, everycustomers data, just because I
mean every customer costs youmoney, every lead you get.
You need to make sure you'relogging because it costs you
money.
Speaker 1 (02:07):
Exactly.
Speaker 2 (02:08):
And this is one of those of those things we always
regret.
Speaker 1 (02:12):
We look back when we first started our business and
we're like the pen and paper guyor the Google sheets guy and
you're like, hey, I got theaddress and I got like a phone
number and that's all I got.
And then we're like, man, therewas a 100 or something
customers that if we had in ourCRM it could automate mailers
for it, it could automate emailfollow-ups.
And you're probably the same asme when we'll do an email
(02:34):
campaign through our CRM orthrough MailChimp with the
information from our CRM, oreven postcards through our CRM.
You'll get repeat business yearin, year out.
And that's farming thosecustomers that we talk about
every episode.
It's okay If it's 50 to $60 fora new customer, for buying that
customer on Google or sayyou're doing your TV stuff.
(02:54):
There's a lot of investment inthat.
But like those customers thatwe have in our CRM, they know,
like and trust us.
They use us year in, year out.
They're the best type ofcustomers.
This is the time of year whereyou get the Google reviews again
, because you got the customers.
They're like, hey, we use youevery year.
These guys are great, keep itup, and you get the tips.
They're easy to deal with.
(03:15):
You know the house and whatyou're probably realizing too is
like when you're washing theserepeat houses, it's a lot
cleaner than it was the firsttime we washed them.
And I got my guy, ryan, who hehas washed these houses two
years ago, three years ago.
We're starting to see themcoming back because we've been
farming this list through likefollow-up campaigns and email
campaigns through our CRM andhe's like man, it takes half the
(03:36):
time to clean this housebecause I've already been to the
house, customer knows what toexpect and the house is clean
from last time.
So, like Clay says, crm, whenpeople ask like oh, like, what's
the most important tool, youshould have Number one without
question to CRM.
And like, like he says, we bothuse house call pro.
(03:57):
It's great for our sizebusinesses.
It's helped us grow.
And also Google reviews likeClay's got a lot of Google
reviews.
I've got a lot of Googlereviews.
We do the same system toaccumulate Google reviews and
we're not even thinking about it.
Like, the Google reviews justcome to us because the systems
in our CRM automates everything,sends everybody a request, and
I've got 500 reviews, clay's gotfour, almost three 400 reviews.
(04:19):
So we're pretty much neck andneck just because I started a
little earlier than he did, butwe're following that same system
.
So highly recommend getting aCRM setting it up to work for
you, and that way you can growyour business and not struggle
to get ahead while people likeClay and I are using a CRM.
What would you say?
Another good tool is, besidesthe CRM Well, I was just
(04:45):
thinking about that.
Speaker 2 (04:46):
So another good tool and it's worth every penny is
your website.
You want people to be able tofind you.
You want people to be able tofill out their information.
You want people to be able totake a look at some work that
you've done.
You want them to read about you, read about your story, read
about how you got started, mayberead a couple of reviews that
your customer left for you.
(05:06):
You want them to be able toclick that tab that says get
pricing or get a quote, orhowever you word it.
You want to be able to click iton there and you want them to
be able to.
So, basically, how we have it Iknow Matt has it the same way
the customer goes on yourwebsite, they fill out the form
and it comes to you via email ortext message.
Once you get that, you send itstraight out to the customer,
(05:30):
reach out to them, let them knowhey, you're going to be giving
them a quote.
However you prefer to do it, Iprefer to reach out to the
customer and say hey, justwanted to say hey, thank you for
filling out our form online.
We're going to get you a quoteas soon as possible, just so I
can give you an accurate quote.
What is the scope of work?
Right, if they did not listthat, that way you can give them
an accurate quote.
(05:50):
Cuts out all the bull crap.
And the thing with a website isyou do not want to do one of the
WIC sites.
Don't go cheap on the website.
Just take my word for it.
Make sure you do it the rightway.
Me and Matt use the samecompany.
We use 180 sites.
Ryan is good, check them out,tell them we sent you, but well
(06:12):
worth the money.
The thing with the website isyou don't want to go the cheap
route because the websites areslower.
They don't rank well withGoogle.
Google and slow does not getalong.
They want to take care of theclient that's searching for you.
So you need to make sure thatyou do your part.
Spend the money, don't go cheap, invest in yourself, believe in
(06:32):
yourself and just do it theright way the first time.
Speaker 1 (06:35):
Exactly and from a brand perspective, if somebody's
Googling everybody and there'sfive companies that they're
looking at comparing each other,they're going to look at the
guys who's got the best website.
And I did a job the other dayin Pickens, outside of my area,
but it was a roof wash.
It was like a $500 single sideof a roof and I was there for
(06:55):
like 20 minutes just softwashing with my hair 45.
The roof cleaned up all thestreaks and I was like so how'd
you find me like?
Normally I don't go way out tolike, way out to pickens, almost
near lake kiwi, to do a houseservice.
And he's like well, I likedyour website, your branding look
really professional.
So it's like okay, um, like weall talk about, like in-person
(07:16):
quotes and and all this stuff,we want to like, woo and sell
the customer.
It's funny on one of thefacebook uh pressure washing
groups you get the question oflike oh, I don't have time to do
in person quotes.
And you get these people whoare obsessed with in person
quotes oh, I can sell this, Ican sell that, okay.
And then you look at theironline presence and it's
absolutely atrocious.
Instead of trying to like,spend your time wooing and
(07:38):
trying to sound professional inperson with a customer.
Get that website dialed incorrectly so all the eyes that
you funnel to you with yourmarketing is going to be like
really professional, high endwebsite.
You invest in your image andyour brand.
Like you have to do this stuffto differentiate yourself from
everybody else, becauseeverybody else is in this game
to win.
And if you're not doingeverything you can to have a
(08:00):
professional website, make itreally easy, make it rank well
on Google.
You're just going to beirrelevant.
And if you want to play thegame of door knocking in the
springtime and trying to catch acouple of neighbors who are
needing a house pressure washed,that's one thing.
But when you are stacking abusiness, building up momentum
and doing high volume, like Clayand I, you can't survive on
that.
(08:20):
People are always looking atwebsites and looking at
comparing and contrast theseguys.
Oh well, this, this pressurewashers website looks like he
made it.
Like Clay said on Wix, it looksterrible.
You're using stock images.
You don't have any pictures orstories of yourself.
You don't have an easy call toaction.
You don't have an easy way forsomebody to reach out and
connect with you.
You don't have social proof withall those reviews that we talk
about.
You don't have videos.
(08:41):
You don't have, like featuredon as clay was on TV or like a
journal article that you haddone.
So like people get it allbackwards because they're so
fixated on on like in personquoting what scripts do I say?
But they don't folk, they don'twant to spend that thousand to
$5,000 on a professional gradewebsite.
That's going to be theirliteral face of their business,
(09:03):
that's going to be their littleface of their business.
So like CRM, super importantwebsite.
Those were the first two thingsthat we both invested in before
we got an eight gallon machine,before we got all this fancy
roof soft wash, because that waswhat propelled ourselves
forward and differentiatedourselves from the rest of the
guys in our area who didn't dothat.
Speaker 2 (09:26):
So the branding is more important than buying the
fancy equipment up front.
Highly recommend doing it theright way and not the backwards
way, because when you becauseit's easy, when you're, when
you're youtube in or you'rewhatever you're listening to
other podcasts, you're followingother guys online that may have
caught your attention and justtrying to learn the business and
(09:48):
trying to learn the pressurewash, you can be steered the
wrong direction by somebodythat's not doing it the right
way or they're not successfulthemselves.
It just looks successful online.
Speaker 1 (09:59):
Exactly, and a lot of times people want to be the
technical guys or be cautious ofwho the customer is.
If you're online and you see aguru online, they're posting all
this stuff.
Their focus is attracting you,the fellow pressure washer, to
think that they're a guru orthey're an expert.
But are they attractingcustomers who are like searching
(10:22):
for their pressure washingservices?
When you look at guys and wantto follow guys, are they
actively like dominating an areaor are they trying to sell you
that they're dominating an area?
Are they trying to sell youthat like they're an expert or a
guru?
And then you look them uponline and they don't have any
great track record of pressurewashing success and I think
that's a big thing.
(10:42):
In this kind of like, we alwaysjoke the guru era of Facebook.
Somebody figures out they canmake $10,000 in the busy season
and they figure out whoa.
It's a lot more expensive andmore difficult than just that to
pressure wash.
So I'm going to sell people onhow to pressure wash and I'm
going to sell you a course orI'm going to sell you a
marketing service or stuff likethat.
So figure out to like who isyour ideal customer, who are you
(11:07):
going after and when you'relooking for people for advice,
don't necessarily be stuck inthese like echo chambers at the
Facebook groups, where it's abunch of owner operators that
are clueless, are telling youwhat to do because they've been
doing it for 20 years and that's.
That's a dying breed of people,because they're the ones
probably complaining thatthey're slow this year, as
opposed to like always innovate,always evolve and try to be as
(11:31):
like in front of the curve andin front of the crowd as you can
in my last five years of doingthis is the trend is the only
customer that they areattracting is you, which is the
new pressure washer, or thepressure washer looking for
answers, or the pressure washerthat needs help.
Speaker 2 (11:54):
There's a few types of gurus.
It's the guru that wants toteach you the business side of
things, which half the timethey're not doing the things
that they're trying to teach you.
And then the other one isusually is like a somebody
that's invented some sort ofgadget and they're trying to
sell you on their products thatthey have come out with.
Speaker 1 (12:17):
Exactly.
Yes, they're they're selling ahigh level business strategy
that you can YouTube or, likeyou said, they created a new way
of pressure washing and,instead of using a $7 downstream
injector and a pressure washer,this is that special roof pump
that you only have to buythrough me for 2,500 bucks and
(12:38):
it's upstreaming, downstreaming,cross-streaming.
They're selling you the newflavor of the week and that's
not what the professionals use,because the professionals have
to show up every day.
They got employees doing theirwork where they're doing two
thousand dollars a day and theycan't have something new and and
break like.
There's guys who who wouldrather rather chase a thousand
(12:59):
dollar job and do one of thosejobs every every couple days and
say, oh I, I'm killing it.
What are you guys talking about?
And then there's other peoplewho are saying this is our
business and we do a thousandjobs or 800 jobs and we are a
slam pack fool.
So be careful who you're lookingat.
The guy that's doing it on theside, where he doesn't need to
(13:19):
make money or provide for afamily doing this, he can get
away with doing these one-offjobs and finding somebody who
wants to overpay for a familydoing this, he can get away with
doing these one-off jobs andfinding somebody who wants to
overpay for a service.
But look after people who arein the trenches or doing this.
Don't just gravitate towardsthese people who are always
active in social media groups,because I'll tell you what if
(13:39):
somebody's active in a socialmedia group, they're trying to
sell you as the customer.
They're not investing theirtime helping you because they
want to help you.
They're not pressure washinghouses.
They're in here pretending toand they're trying to trick a
bunch of newbies to follow theiradvice, and usually there's a
paid service on the other end ofit yeah, yeah for sure.
Speaker 2 (14:01):
And then the, the next thing I know.
We talked about the crm, wetalked about, uh, we talked
about the portis of a website,we talked a little bit on gurus
and stuff like that, and thenthe next thing I was going to
talk about was making sure you,you do have equipment.
I know I just said a minute agothe equipment doesn't matter.
Um, the, the equipment doesmatter, but the getting yourself
(14:24):
set up in order to get theequipment to be able to serve
your customers, there's just aright way of doing it, right.
So the four gallon a minute isa perfect beginning machine.
You do not need to have theeight gallon a minute machine.
I can go out and I can do threehouses a day with a four gallon
(14:45):
a minute machine.
No problem, no struggle,whatever.
But once you get to the pointand doing more than I'd say two
to three houses a day then youprobably want to invest in
yourself, invest in a nicerequipment.
And then, once you get thatnicer equipment, the biggest
thing is making sure you'remaintenance that equipment,
because all you are is a onebelt layer or you know, you
(15:07):
never know a seal away in a pumpfrom going bad.
Luckily I have three of thesemachines, so I can just take one
off, put one on, do whatever.
Always make sure you have twoof everything.
Speaker 1 (15:18):
Yep, oh, rings.
Like you said, belts, make sureyou're, yes, like everything
breaks.
If, if people are trying totell you oh, if you just wash
out your downstream injectorevery time, it won't, it won't
blow up, it won't, you won'thave issues there.
I mean like I don't know, ifyou guys do the trick that we do
the spring and the ball inthere, you can stick like a uh,
(15:40):
what we'll do?
is like yeah, we'll stick apay-per-click in there and kind
of like reset it here and thereand say it's not pooling fun and
we'll do that to help us getaway.
But we always carry like fouror five in our truck because
they're cheap, keep them on thetruck.
You'd hate to be on a job andsay, man, I can order this, but
it's going to take untiltomorrow to get this and this 20
downstream injector is going tocost me a whole day of
(16:02):
productivity.
So that was one of those thingswe we learned the hard way in
the beginning.
But now, even with hoses too,like we always try to keep like
an extra a hundred foot of hosein a truck because, like you
said, you never know when you'regoing to blow one and you don't
want to be like having to goback another day because you
only got a hundred foot sectionof hose and you got to loop
around somebody's house to cleanstuff.
(16:22):
That was what happened to us onuh on friday.
And and then o-rings too, thosethose things.
Speaker 2 (16:28):
If you don't carry your o-rings you're going to be
uh, you're going to have like a10 cent o-ring cost you a day
the biggest thing with o-ringswith me, matt, is I always have
them in the truck but I cannever find them because they're
in like a little baggie orsomething it's always a pain in
the tail, and it's always when Iabsolutely need them oh yeah,
yep, that's, that's fun.
(16:49):
I'm trying to think other thingsthat um hoses too yeah unless
you want to run to the store andget a hose, make sure you have
a hose in the truck, that's.
I've had to reel my hoses uplast minute and have to run, and
it'd take an hour of my day,just because I busted a hose, to
go get another hose and plumbit back in the truck or whatever
I need to do.
Speaker 1 (17:08):
Yep, Never, never, fun times.
Another thing to keep some uh I, I looked out we were doing a
job down in our college that wewashed Presbyterian college and
I hit a.
I uh hit a rock under thesurface cleaner and it hit the
swivel and it snapped the swiveloff of my bottom of my pressure
washer.
So it cross threaded all thatstuff.
(17:30):
Luckily I had an extra swivelin my truck too.
So like surface cleaner tips,swivels, stuff like that, Like
if I broke that swivel tip Iwould have had to leave order a
new one and then come backanother day because what are you
going to had to leave order anew one and then come back
another day because what are yougonna do?
Not have a service cleaner?
So like stuff like that, youlearn the hard way.
So it's like like we talk aboutequipment yes, equipment's
(17:51):
important but like don't think,oh, once I buy this one machine
for eight gallon machine, forwhat four thousand dollars I'll
be set account for like rightyeah, account for maintenance,
account for hoses and and likeyou, look at these skids and
you're like man, why is this kidso expensive?
a lot of times I mean it's notthe pressure washer that's
expensive, it's the, it's thereels, the hoses, the guns.
(18:14):
Like that stuff adds up and Imean you'll spend thousands of
dollars on hoses every year andand that's just because we're
we're using them and you gotbleach, you're dragging it
around all day long.
So that's that's where thestuff adds up.
It doesn't add up.
When you buy that three or fourthousand dollar pressure washer
, I mean you pay that off in inhalf of a week of work.
(18:34):
It's the maintenance and theupkeep of that thing for the
thousand, two thousand hours.
That that's what costs youmoney absolutely, and I believe
you.
Speaker 2 (18:45):
Uh, you actually put your skate together yourself.
By the time you were done, yousaid you would never build
another one.
Was that right?
Speaker 1 (18:50):
yeah, yeah, yeah.
Clay's got all the fancy stuffthrough c3, so if you guys are
in the market, that's, that'swhere you need to go I.
I was kind of I was doing moreof like the budget build.
I didn't want to spend a ton ofmoney up front.
I was like, okay, I have atrailer, I was just putting
stuff together.
It is a pain.
You don't have to build yourown skid.
(19:11):
Nowadays you can buy them fromsomebody pre-made.
Like Clay was saying, it's niceto be able to With his setup,
he's got everything there, he'sgot his powered reels.
Like you got the stuff plumbedcorrectly.
You don't have to get a rig andfigure it out, because there's
a lot of times you'll buysomething.
You're like oh, I bought thewrong size hose, I cut it.
(19:32):
I can't return it, I wastedmoney.
And oh, I bought the wrong pumpfor a 12 volt.
I don't know how to wire itcorrectly.
Speaker 2 (19:44):
I'm getter rigging this versus just buying it
completely together where youknow it's going to work and then
, at the end of the day, time ismoney, time is money, for sure,
and you want to make sure yougot everything correct because
you don't want to go down on youon the top right yep, and then,
like you said, with 12 volts,you probably should keep it an
extra pump here and there, justso you're not running into
issues.
Yes, yes, and those relayswitches.
I just replaced the pumps alltogether because I can't stand
(20:06):
messing with a relay relayswitch and adjusting those and
all that crap.
Speaker 1 (20:09):
I can't ever get rid of the poles yep, and I don't
run a 12 volt but I'll probablyget a 12 volt for my f-250 truck
.
But the chevy truck I run wehave an air 45 on the side and I
cracked the blend manifold thatI need.
I need to essentially buy a newmanifold.
Uh, when it was cold we weredoing work in the wintertime, I
(20:31):
had a pinhole crack and ofcourse when you're blowing like
11 or 12 gallons a minutethrough it, it's starting to
open up.
So we started noticing we'redoing roof washes and we got
four percent bleach or or sixpercent bleach whatever strength
was blowing out of a pin sizehole into somebody's dirty
driveway.
So they got a nice clean spotin their driveway and I that
(20:54):
kills me more than anything whenyou if you're not cleaning the
driveway and then it's a dirtydriveway and you have this like
bleach clean spot it looks.
It looks terrible in my opinionand it's like all right, well, I
gotta buy another manifold forthis thing just to repair it.
Speaker 2 (21:11):
It's almost as bad as your truck leaking oil on the
driveway.
Speaker 1 (21:14):
I I had.
Yeah, we've had a situationlike that too.
You clean the guy's drivewayand then you leave a little bit
of oil in it.
You're like like frick.
Speaker 2 (21:22):
Yeah, so the last topic that I have I don't know
if you have any more after this,but the last topic that I had
wrote down was that made memoney or that has made me money
is networking with mycompetitors.
Speaker 1 (21:38):
I think that's a great one.
Speaker 2 (21:39):
As crazy as it sounds , networking with your
competitors, you can make money,believe it or not.
And what I mean by that is youmay have a guy, you may be busy,
and let's just say, okay.
So I'm busy this week and Ihave a car wash that I had to
quote and it's going to be abouta $6,000 job.
So I called up Matt.
(22:00):
I said hey, matt, if I can landthis job, are you able,
available to help me on this day?
And we just split the money.
I mean that's three grand in aday.
It's two guys that know whatthey're doing, they know what we
can get in and out.
We can make, you know, sixgrand in a day, three grand a
piece, and boom, we're done.
And it's good collaboration.
You can talk, you can learnstuff from each other, and it's
(22:21):
good.
I think it's good for thecommunity as well.
Speaker 1 (22:24):
I think so too, and one thing that's cool with that
as well, because Clay and I bothsit kind of at the top of our
market with marketing and Googleand a lot of times we're
shopped against each other andpeople don't always know that
we're friends and they don'talways know that we have this
podcast together.
So I always like whenever Ihear like oh, we're shopping
(22:49):
around and I'm like oh, who areyou?
shopping around with and thenlike they're like c3.
I'm like, oh, yeah, like greatguy, we have a podcast together.
It is funny because people arelike almost taken aback because
they think, oh, as competitorswe have to hate each other, we
have to like try to like stealeach other's business.
But I'm like, no, it's verycollaborative relationship we
have, and not only does it pusheach other to like, hey, grow.
And then say you're doing thisover here, and then I don't have
(23:10):
to figure it out myself, youcan, you can talk to and I can
kind of gauge each other and say, all right, well, that didn't
work for you, I don't want totry it.
Or I'm doing something andyou're like, well, I don't want
to scale this fast, because thatseems like a pain in the ass,
and you kind of lean on eachother and, uh, it's, it's also
good from the standpoint of like, hey, I have a part that broke,
can you help me?
And then vice versa, stuff likethat um, so yeah, instead of
(23:34):
viewing everybody as your enemyout to get you and saying, oh,
these people are killing themarket, why don't you connect
and be friends with them?
Because I remember back in theday like a lot of the pressure.
Washer buddies were friends ofmine and then like we'd go out
or they'd see something that I'mdoing and they're like, hey man
, you're like striping up thesedriveways because you got a
clogged tip, or your tips arenot the right way, like you're
doing something wrong.
Or they're like, why are youdownstreaming out of a bucket
(23:56):
that's called XJET?
Like that saves you so muchtime because somebody is better
at what you're trying to do andthey can make you not look like
an idiot.
Speaker 2 (24:06):
And that's kind of the beauty of having
relationships with guys in theindustry yeah, I mean, uh, I
can't count how many times I'vehad to call another pressure
washer and tell them I need help, or call and ask them about
something.
If they've ever had an issuethat they've helped me with
before, or like how we met thesurface cleaner deal, loaning
(24:27):
each other machines and stufflike that, just it's a very.
I think it's very healthy as abusiness owner to surround
yourself with like-mindedindividuals, because just a
regular individual even you knowanybody else that's in the home
service industry it's all thesame thing.
You can just surround yourselfwith people that are
(24:47):
light-minded and that might giveyou some ideas and plug the
holes that you're having troublefilling.
Then make you a lot of money.
Speaker 1 (24:57):
Yep, and at the end of the day, it's not all about
money.
It's about your mental health,your happiness and having fun.
If you're trying to doeverything yourself, it's going
to be a miserable road.
You're not going to learn asfast, you're not going to make
as much money and, like Claysays, when you're stuck on a big
job and you're like, hey, couldI have your help for Saturday,
you can price and win thingsaccordingly.
Versus you're like, oh man, Idon't have this extra truck or I
(25:20):
don't have an employee ready todo this.
Or like I wouldn't want totrust an employee on a job and
some some jobs.
You want to loop in an owneroperator guy or you want to loop
in another guy who's thebusiness owner, because you
don't want to just have a bunchof employees willy nilly
spraying stuff or doing stuffthat could damage property, like
my employees are great, butthere's things that I do and I'm
(25:41):
on the job for then my guys areso like kind of higher end
tickets, stuff that takes alittle more attention to detail
or more knowledge.
You loop in a buddy, you loopin somebody who's that same
level playing field as yourselfyou can really tackle big
projects together and the guy Iwork with, aaron, it started the
same way.
(26:01):
It was like we collaboratedtogether.
And then he's like well, Idon't want to just keep subbing
you pressure washing jobs, howabout we just merge stuff
together?
And then I opened up a wholedivision that he runs solely the
ceiling division, with concreteceiling and paver sanding, and
that that worked and started thesame way that our relationship
clay and I did.
Like, instead of saying oh, I'mgoing to compete with you, I'm
(26:21):
going to try to nickel and dimeand sub stuff to you.
It's just like how about wecollaborate here and build
something bigger and then youcan run in this lane and like
max out your profitability ofyour time and everybody wins.
Speaker 2 (26:33):
so yeah, I think the biggest thing that I see in our
and just specifically our areas,it's just the guys let their
egos get in the way more thanmore than anything.
And, um, I've had a lot of guysblog me on facebook, delete me
on facebook, but then when theysee me on the road or they see
me out in a neighborhood, theystart waving at me and it's just
like come on, man, I tried tobe friends with you a long time
(26:56):
ago and, uh, I think it's just.
Speaker 1 (26:57):
I think it's just an ego thing yeah, don't let your
ego because if you got an egoyou probably aren't doing
anything.
And that's not hating oranything like that, but like
when you're putting up realnumbers, you don't have time to
look around and try to compareyourself to other people, nor do
you care.
Like clay and I, we put up bignumbers and it's like you're
kicking ass.
I, I, clay, clay will put uphumongous numbers for us, like
(27:20):
running a truck solo with, withwhat he's doing this, and I'm
like I have no interest in doingthat.
Like you're almost putting upnumbers that we're putting up
with two trucks solo, which iswhich is nuts.
And I was like I, I don't wantto compete there.
That's, that's your trophy,that's your thing.
Like keep killing it.
So like there's no ego at all.
It's just like hey, thatmotivates me to push harder.
I'm like if he can push thisout with one truck, I need to
(27:42):
squeeze more out of my two trucksituation.
And and and again.
It's just like it's all funcamaraderie.
It's like you don't want tohang out with somebody who's
complaining and bitching aboutlike, oh, the market's terrible,
there's too many people in here, cause if if you're hanging out
with people like that andyou've got ego problems, it's
just going to pull you down andyour business is not going to be
where it needs to be and you'renot going to be a fun person to
(28:02):
hang out with Because, like, atthe end of the day, this is
we're doing this to make money,we're doing this to be
successful and it's not just agripe and bitch and moan all day
long.
If that's your attitude and yougot ego problems, get a job,
because you don't deserve the.
You don't deserve to have yourown business.
And it is kind of like whatwe've talked about in previous
episodes Like business isn't achore, like we actively choose
(28:25):
and we're blessed to be able todo our own business, like a lot
of responsibility comes withthat and we need to like not be
entitled about it.
We need to say, hey, I'mthankful, I can like do my own
thing and it just requires a lotof work and it's almost a
privilege.
So be in collaboration withpeople who view it that way and
you're always going to like.
It's like that quote likeraising tides, raise all ships,
(28:50):
or whatever the quote is.
It's like, hey, you want to bearound people who are winners.
Because if your crowd isbitching and moaning and trying
to like have their ego and beingmad.
Just cut those people instantlyout because they're not worth
your time.
Speaker 2 (29:03):
It's only going to weigh you down.
Speaker 1 (29:05):
Yep, because you'll, you'll, you'll, figure out real
quick who your friends are.
When you start a business,everybody loves you in the
beginning, but when you startgetting successful at it, that's
when their real feelings comeout, and it's kind of like
everybody hates a winner man.
Speaker 2 (29:19):
Look at the look at.
Look at everybody who wins allthe NASCAR races Everybody.
You know they're not a fanfavorite, more than likely.
Um.
And look at your top footballteams.
Nobody likes the top footballteams, the basketball teams, and
I could go on and on about it.
I mean, it's everything.
Nobody likes a winner.
Speaker 1 (29:36):
You got Dabo and then you got like Sanders over here.
Yeah, nick Saban Like no, theygot all the haters in the world
and it's like, hey, the morehaters you got, the more people
that are coming at you, thebetter you're doing.
Speaker 2 (29:50):
It's like you're over the target.
When you got haters.
Speaker 1 (29:52):
When you don't have any haters, nobody cares about
you.
You're doing something wrong.
So don't try to pleaseeverybody, don't try to like
make people feel safe andcomfortable around you because,
hey, like they're, like they'regonna feel challenged of, like
we're saying, their ego and if,if somebody always has to be one
up and you are doing betterthan you, or like having an
(30:12):
excuse, you don't want them inyour circle no, there's a lot of
those around.
Yep, that's why there's like the1% is at the top and everybody
else is at the bottom, like, hey, it takes a lot to grow a
business.
It takes a lot to be successful.
It's a lot of hard work,commitment and dedication.
Just because somebody saysthey're a business owner doesn't
(30:33):
necessarily mean they are, andthey're probably just a few
years away from having a jobagain.
So don't allow the opinion ofthese people to pull you down
and sucker you back into thattrap.
So, like, the most importantthing is just like keep pushing
ahead, believe in yourself,surround yourself by good people
and everything else will takecare of itself and you'll figure
(30:56):
out like you got customers oryou're like usually your number
one fans, cause they sense thatenergy too.
Speaker 2 (31:06):
Yeah, I had a lady the other day.
That's exactly what you justsaid.
She just said man, I'm so proudof you.
I've been following you, I seewhat all you've done and it's
just amazing to see how farsomebody can come in just a few
short years.
So 100.
Your customers are watching you.
They're your biggest fans.
Speaker 1 (31:17):
Think about it yeah, think about it.
It's like it's easier to make afriend out of a customer than a
customer out of a friend.
A lot of my friends like if Ilike them, yeah sure I'll do
stuff like friend discount, butmore times than not, my my
friends are like my businessowner, like Clay and Aaron and
all these other guys, and alsolike customers that have been
using me for five or six years.
(31:38):
I got customers in my CRM.
We have like $10,000 worth ofbusiness back and forth over the
years and they've become goodfriends, their fellow business
owners, and it's like that's theenergy that resonates with
success.
You don't want to be likelooped into people that you're
friends with, making 20 bucks anhour whenever you're working
hourly, because, honestly, Idon't have much.
I don't have much in commonwith those people anymore.
(31:59):
So our conversations aren'treally going to elevate each
other.
It's going to be kind of weirdsometimes.
So figure out that circle thatallows you to grow and doesn't
judge you and encourages you100%.
Speaker 2 (32:13):
I think, that's a good closing statement there.
Speaker 1 (32:16):
Yeah, I think that's good and that's like, hey, you
listen to the Wash Bros, youguys are already investing in
yourselves and leveling up yourgame and being around good
energy.
So that's all I got.
I hope everybody had a goodMother's Day and is knocking it
out of the park as we're goinginto May and our busy season.
Speaker 2 (32:36):
Yeah, busy season's here.
Make sure you're getting allyou can while you can Make the
most of it, because december andjanuary come around pretty
quick.
When it slows down and, uh,you'll be wishing you would have
pushed a little harder in mayif you ain't pushing harder now,
for sure yep, yep, yeah.
Speaker 1 (32:51):
You have the whole off season.
If, if you're, if you're tired,if you're drained, if your
body's saying, oh man, I justwant to take a break, I want to
take my foot off the gas, I wantwant to slow down my ad spend.
Just think about how you'regoing to feel in December,
through January and February,when you're wishing you pushed
so hard this month.
Speaker 2 (33:05):
And you had all that money to go on vacations, like
me in January.
Speaker 1 (33:09):
Yep, yep, that's all we got for this episode.
Appreciate you guys forwatching and follow us on our
socials and like and subscribe.
You got anything else you wantto say.
Speaker 2 (33:23):
Yeah, just give us a follow.
Follow my personal page, claySmith.
Follow my business page C3Watch Pros.
I got a TikTok page PressureWash Guru.
It's the Pressure Wash Guru.
Follow Matt's personal page,matthew Jackson.
Follow his business page Mattthe driveway guy.
And, last and foremost, makesure you follow the wash bros
group.
Um, if you're a pressure washer, fellow pressure washer want to
(33:46):
collaborate with us in thatgroup.
Um, and then the wash brospodcast page on Facebook, and
then Spotify, youtube and Applepodcasts to make sure you listen
to, to all of our episodes andfollow our journey.
Speaker 1 (34:00):
Tons of tons of good advice and it's cool as we've
been doing this.
We're at the 14th episode ofour kind of like, our rebrand,
where we're doing it weekly andwe're starting to get people
reach out to us and it's supercool to connect with you guys
and see where you're at, whatpart of the country you're at,
how we've helped you.
We've had a guy the other day.
(34:23):
He reached out and he said hey,I've been watching your show.
I finally hit a thousand dollarday.
Like that's, that's awesome.
Like you, you're able to listento a show for free and it
doesn't take any energy out ofyour end or any money out of
your end, and by just listeningto what we're talking about,
episode after episode, you'reable to apply it to yourself and
make a thousand dollars a day.
And that is that is awesome.
That's huge money.
Think about, like when you andI first started, you're like a
thousand bucks a day.
Man, I could.
200 bucks a day is more thanI've ever made.
(34:45):
So, like it's like all aboutleveling up, continuing growing
your business, growing yourselfas an individual, and it's just
a fun, fun thing to be a part of.
And, uh, couldn't do it withouteverybody in the audience who's
listening, and it's always funto clayo post on his personal
pages where you're like whoa, we, we have people in different
parts of the world listen tothis.
(35:05):
That's that's super crazy to me.
So, but that's that'severything.
We got this episode and, if youguys want to, I got a book on
amazon.
No pressure, pressure washing.
This will be my shameless plug.
It's free.
On kindle unlimited.
There's an audible version forfree.
It's pretty much the 22 stepsof how to make your first six
figures.
If you're listening to this,you want something that you can
(35:29):
read.
It.
It's 80 something pages.
It's got pictures in it.
For those you can't read, pickit up on Amazon or it'll be in
our Facebook group, the WashBros group that we're talking
about.
But that'll be everything.
We'll see you guys on the nextone.
Peace out.
Speaker 2 (35:45):
Peace.
what's up, guys?
It's matt jackson and claysmith and we are the wash bros.
Thank you for tuning in thissunday night for, uh, our
mother's day edition.
This is going to be episode 14,and we're going to be talking
about the top five tools thatmade us money this year.
Speaker 2 (00:46):
Uh so you want to kick this thing off, clay yes,
sir, I got mine wrote down readyto talk about it, excited about
it, because money makes meexcited.
I know it makes you excited too.
We were just talking about it.
So, um, top tools that made memoney.
First and foremost, I want tosay it's my crm, house call.
Talk about it every episode,how the CRM makes me money.
(01:08):
I'm able to track everything.
I'm able to get paid throughHouse Call Pro.
I'm able to, when I say, trackeverything.
I'm able to report everything.
I can look up how much revenueI've earned this week.
It literally breaks it down bythe week, the day, the month,
the year.
You can compare to last year.
If you're down on numbers, youcan say, okay, I need to.
(01:30):
I don't know.
If I'm down a little bit, Ineed to see what I need to
adjust to be able to make thatmoney.
It tells you your jobscompleted, your average job size
and you can compare it yearover year and the total new jobs
book.
I'm actually looking at itright now.
So I got a good cheat sheet,but I feel like it's a necessity
(01:51):
.
Matt, if you don't have a CRM,you need to get a CRM.
Very important.
You want to be able to trackthat data.
You want to be able to talk toyour customers.
Keep all your customers' data,just because I mean every
customer costs you money, everycustomers data, just because I
mean every customer costs youmoney, every lead you get.
You need to make sure you'relogging because it costs you
money.
Speaker 1 (02:07):
Exactly.
Speaker 2 (02:08):
And this is one of those of those things we always
regret.
Speaker 1 (02:12):
We look back when we first started our business and
we're like the pen and paper guyor the Google sheets guy and
you're like, hey, I got theaddress and I got like a phone
number and that's all I got.
And then we're like, man, therewas a 100 or something
customers that if we had in ourCRM it could automate mailers
for it, it could automate emailfollow-ups.
And you're probably the same asme when we'll do an email
(02:34):
campaign through our CRM orthrough MailChimp with the
information from our CRM, oreven postcards through our CRM.
You'll get repeat business yearin, year out.
And that's farming thosecustomers that we talk about
every episode.
It's okay If it's 50 to $60 fora new customer, for buying that
customer on Google or sayyou're doing your TV stuff.
(02:54):
There's a lot of investment inthat.
But like those customers thatwe have in our CRM, they know,
like and trust us.
They use us year in, year out.
They're the best type ofcustomers.
This is the time of year whereyou get the Google reviews again
, because you got the customers.
They're like, hey, we use youevery year.
These guys are great, keep itup, and you get the tips.
They're easy to deal with.
(03:15):
You know the house and whatyou're probably realizing too is
like when you're washing theserepeat houses, it's a lot
cleaner than it was the firsttime we washed them.
And I got my guy, ryan, who hehas washed these houses two
years ago, three years ago.
We're starting to see themcoming back because we've been
farming this list through likefollow-up campaigns and email
campaigns through our CRM andhe's like man, it takes half the
(03:36):
time to clean this housebecause I've already been to the
house, customer knows what toexpect and the house is clean
from last time.
So, like Clay says, crm, whenpeople ask like oh, like, what's
the most important tool, youshould have Number one without
question to CRM.
And like, like he says, we bothuse house call pro.
(03:57):
It's great for our sizebusinesses.
It's helped us grow.
And also Google reviews likeClay's got a lot of Google
reviews.
I've got a lot of Googlereviews.
We do the same system toaccumulate Google reviews and
we're not even thinking about it.
Like, the Google reviews justcome to us because the systems
in our CRM automates everything,sends everybody a request, and
I've got 500 reviews, clay's gotfour, almost three 400 reviews.
(04:19):
So we're pretty much neck andneck just because I started a
little earlier than he did, butwe're following that same system
.
So highly recommend getting aCRM setting it up to work for
you, and that way you can growyour business and not struggle
to get ahead while people likeClay and I are using a CRM.
What would you say?
Another good tool is, besidesthe CRM Well, I was just
(04:45):
thinking about that.
Speaker 2 (04:46):
So another good tool and it's worth every penny is
your website.
You want people to be able tofind you.
You want people to be able tofill out their information.
You want people to be able totake a look at some work that
you've done.
You want them to read about you, read about your story, read
about how you got started, mayberead a couple of reviews that
your customer left for you.
(05:06):
You want them to be able toclick that tab that says get
pricing or get a quote, orhowever you word it.
You want to be able to click iton there and you want them to
be able to.
So, basically, how we have it Iknow Matt has it the same way
the customer goes on yourwebsite, they fill out the form
and it comes to you via email ortext message.
Once you get that, you send itstraight out to the customer,
(05:30):
reach out to them, let them knowhey, you're going to be giving
them a quote.
However you prefer to do it, Iprefer to reach out to the
customer and say hey, justwanted to say hey, thank you for
filling out our form online.
We're going to get you a quoteas soon as possible, just so I
can give you an accurate quote.
What is the scope of work?
Right, if they did not listthat, that way you can give them
an accurate quote.
(05:50):
Cuts out all the bull crap.
And the thing with a website isyou do not want to do one of the
WIC sites.
Don't go cheap on the website.
Just take my word for it.
Make sure you do it the rightway.
Me and Matt use the samecompany.
We use 180 sites.
Ryan is good, check them out,tell them we sent you, but well
(06:12):
worth the money.
The thing with the website isyou don't want to go the cheap
route because the websites areslower.
They don't rank well withGoogle.
Google and slow does not getalong.
They want to take care of theclient that's searching for you.
So you need to make sure thatyou do your part.
Spend the money, don't go cheap, invest in yourself, believe in
(06:32):
yourself and just do it theright way the first time.
Speaker 1 (06:35):
Exactly and from a brand perspective, if somebody's
Googling everybody and there'sfive companies that they're
looking at comparing each other,they're going to look at the
guys who's got the best website.
And I did a job the other dayin Pickens, outside of my area,
but it was a roof wash.
It was like a $500 single sideof a roof and I was there for
(06:55):
like 20 minutes just softwashing with my hair 45.
The roof cleaned up all thestreaks and I was like so how'd
you find me like?
Normally I don't go way out tolike, way out to pickens, almost
near lake kiwi, to do a houseservice.
And he's like well, I likedyour website, your branding look
really professional.
So it's like okay, um, like weall talk about, like in-person
(07:16):
quotes and and all this stuff,we want to like, woo and sell
the customer.
It's funny on one of thefacebook uh pressure washing
groups you get the question oflike oh, I don't have time to do
in person quotes.
And you get these people whoare obsessed with in person
quotes oh, I can sell this, Ican sell that, okay.
And then you look at theironline presence and it's
absolutely atrocious.
Instead of trying to like,spend your time wooing and
(07:38):
trying to sound professional inperson with a customer.
Get that website dialed incorrectly so all the eyes that
you funnel to you with yourmarketing is going to be like
really professional, high endwebsite.
You invest in your image andyour brand.
Like you have to do this stuffto differentiate yourself from
everybody else, becauseeverybody else is in this game
to win.
And if you're not doingeverything you can to have a
(08:00):
professional website, make itreally easy, make it rank well
on Google.
You're just going to beirrelevant.
And if you want to play thegame of door knocking in the
springtime and trying to catch acouple of neighbors who are
needing a house pressure washed,that's one thing.
But when you are stacking abusiness, building up momentum
and doing high volume, like Clayand I, you can't survive on
that.
(08:20):
People are always looking atwebsites and looking at
comparing and contrast theseguys.
Oh well, this, this pressurewashers website looks like he
made it.
Like Clay said on Wix, it looksterrible.
You're using stock images.
You don't have any pictures orstories of yourself.
You don't have an easy call toaction.
You don't have an easy way forsomebody to reach out and
connect with you.
You don't have social proof withall those reviews that we talk
about.
You don't have videos.
(08:41):
You don't have, like featuredon as clay was on TV or like a
journal article that you haddone.
So like people get it allbackwards because they're so
fixated on on like in personquoting what scripts do I say?
But they don't folk, they don'twant to spend that thousand to
$5,000 on a professional gradewebsite.
That's going to be theirliteral face of their business,
(09:03):
that's going to be their littleface of their business.
So like CRM, super importantwebsite.
Those were the first two thingsthat we both invested in before
we got an eight gallon machine,before we got all this fancy
roof soft wash, because that waswhat propelled ourselves
forward and differentiatedourselves from the rest of the
guys in our area who didn't dothat.
Speaker 2 (09:26):
So the branding is more important than buying the
fancy equipment up front.
Highly recommend doing it theright way and not the backwards
way, because when you becauseit's easy, when you're, when
you're youtube in or you'rewhatever you're listening to
other podcasts, you're followingother guys online that may have
caught your attention and justtrying to learn the business and
(09:48):
trying to learn the pressurewash, you can be steered the
wrong direction by somebodythat's not doing it the right
way or they're not successfulthemselves.
It just looks successful online.
Speaker 1 (09:59):
Exactly, and a lot of times people want to be the
technical guys or be cautious ofwho the customer is.
If you're online and you see aguru online, they're posting all
this stuff.
Their focus is attracting you,the fellow pressure washer, to
think that they're a guru orthey're an expert.
But are they attractingcustomers who are like searching
(10:22):
for their pressure washingservices?
When you look at guys and wantto follow guys, are they
actively like dominating an areaor are they trying to sell you
that they're dominating an area?
Are they trying to sell youthat like they're an expert or a
guru?
And then you look them uponline and they don't have any
great track record of pressurewashing success and I think
that's a big thing.
(10:42):
In this kind of like, we alwaysjoke the guru era of Facebook.
Somebody figures out they canmake $10,000 in the busy season
and they figure out whoa.
It's a lot more expensive andmore difficult than just that to
pressure wash.
So I'm going to sell people onhow to pressure wash and I'm
going to sell you a course orI'm going to sell you a
marketing service or stuff likethat.
So figure out to like who isyour ideal customer, who are you
(11:07):
going after and when you'relooking for people for advice,
don't necessarily be stuck inthese like echo chambers at the
Facebook groups, where it's abunch of owner operators that
are clueless, are telling youwhat to do because they've been
doing it for 20 years and that's.
That's a dying breed of people,because they're the ones
probably complaining thatthey're slow this year, as
opposed to like always innovate,always evolve and try to be as
(11:31):
like in front of the curve andin front of the crowd as you can
in my last five years of doingthis is the trend is the only
customer that they areattracting is you, which is the
new pressure washer, or thepressure washer looking for
answers, or the pressure washerthat needs help.
Speaker 2 (11:54):
There's a few types of gurus.
It's the guru that wants toteach you the business side of
things, which half the timethey're not doing the things
that they're trying to teach you.
And then the other one isusually is like a somebody
that's invented some sort ofgadget and they're trying to
sell you on their products thatthey have come out with.
Speaker 1 (12:17):
Exactly.
Yes, they're they're selling ahigh level business strategy
that you can YouTube or, likeyou said, they created a new way
of pressure washing and,instead of using a $7 downstream
injector and a pressure washer,this is that special roof pump
that you only have to buythrough me for 2,500 bucks and
(12:38):
it's upstreaming, downstreaming,cross-streaming.
They're selling you the newflavor of the week and that's
not what the professionals use,because the professionals have
to show up every day.
They got employees doing theirwork where they're doing two
thousand dollars a day and theycan't have something new and and
break like.
There's guys who who wouldrather rather chase a thousand
(12:59):
dollar job and do one of thosejobs every every couple days and
say, oh I, I'm killing it.
What are you guys talking about?
And then there's other peoplewho are saying this is our
business and we do a thousandjobs or 800 jobs and we are a
slam pack fool.
So be careful who you're lookingat.
The guy that's doing it on theside, where he doesn't need to
(13:19):
make money or provide for afamily doing this, he can get
away with doing these one-offjobs and finding somebody who
wants to overpay for a familydoing this, he can get away with
doing these one-off jobs andfinding somebody who wants to
overpay for a service.
But look after people who arein the trenches or doing this.
Don't just gravitate towardsthese people who are always
active in social media groups,because I'll tell you what if
(13:39):
somebody's active in a socialmedia group, they're trying to
sell you as the customer.
They're not investing theirtime helping you because they
want to help you.
They're not pressure washinghouses.
They're in here pretending toand they're trying to trick a
bunch of newbies to follow theiradvice, and usually there's a
paid service on the other end ofit yeah, yeah for sure.
Speaker 2 (14:01):
And then the, the next thing I know.
We talked about the crm, wetalked about, uh, we talked
about the portis of a website,we talked a little bit on gurus
and stuff like that, and thenthe next thing I was going to
talk about was making sure you,you do have equipment.
I know I just said a minute agothe equipment doesn't matter.
Um, the, the equipment doesmatter, but the getting yourself
(14:24):
set up in order to get theequipment to be able to serve
your customers, there's just aright way of doing it, right.
So the four gallon a minute isa perfect beginning machine.
You do not need to have theeight gallon a minute machine.
I can go out and I can do threehouses a day with a four gallon
(14:45):
a minute machine.
No problem, no struggle,whatever.
But once you get to the pointand doing more than I'd say two
to three houses a day then youprobably want to invest in
yourself, invest in a nicerequipment.
And then, once you get thatnicer equipment, the biggest
thing is making sure you'remaintenance that equipment,
because all you are is a onebelt layer or you know, you
(15:07):
never know a seal away in a pumpfrom going bad.
Luckily I have three of thesemachines, so I can just take one
off, put one on, do whatever.
Always make sure you have twoof everything.
Speaker 1 (15:18):
Yep, oh, rings.
Like you said, belts, make sureyou're, yes, like everything
breaks.
If, if people are trying totell you oh, if you just wash
out your downstream injectorevery time, it won't, it won't
blow up, it won't, you won'thave issues there.
I mean like I don't know, ifyou guys do the trick that we do
the spring and the ball inthere, you can stick like a uh,
(15:40):
what we'll do?
is like yeah, we'll stick apay-per-click in there and kind
of like reset it here and thereand say it's not pooling fun and
we'll do that to help us getaway.
But we always carry like fouror five in our truck because
they're cheap, keep them on thetruck.
You'd hate to be on a job andsay, man, I can order this, but
it's going to take untiltomorrow to get this and this 20
downstream injector is going tocost me a whole day of
(16:02):
productivity.
So that was one of those thingswe we learned the hard way in
the beginning.
But now, even with hoses too,like we always try to keep like
an extra a hundred foot of hosein a truck because, like you
said, you never know when you'regoing to blow one and you don't
want to be like having to goback another day because you
only got a hundred foot sectionof hose and you got to loop
around somebody's house to cleanstuff.
(16:22):
That was what happened to us onuh on friday.
And and then o-rings too, thosethose things.
Speaker 2 (16:28):
If you don't carry your o-rings you're going to be
uh, you're going to have like a10 cent o-ring cost you a day
the biggest thing with o-ringswith me, matt, is I always have
them in the truck but I cannever find them because they're
in like a little baggie orsomething it's always a pain in
the tail, and it's always when Iabsolutely need them oh yeah,
yep, that's, that's fun.
(16:49):
I'm trying to think other thingsthat um hoses too yeah unless
you want to run to the store andget a hose, make sure you have
a hose in the truck, that's.
I've had to reel my hoses uplast minute and have to run, and
it'd take an hour of my day,just because I busted a hose, to
go get another hose and plumbit back in the truck or whatever
I need to do.
Speaker 1 (17:08):
Yep, Never, never, fun times.
Another thing to keep some uh I, I looked out we were doing a
job down in our college that wewashed Presbyterian college and
I hit a.
I uh hit a rock under thesurface cleaner and it hit the
swivel and it snapped the swiveloff of my bottom of my pressure
washer.
So it cross threaded all thatstuff.
(17:30):
Luckily I had an extra swivelin my truck too.
So like surface cleaner tips,swivels, stuff like that, Like
if I broke that swivel tip Iwould have had to leave order a
new one and then come backanother day because what are you
going to had to leave order anew one and then come back
another day because what are yougonna do?
Not have a service cleaner?
So like stuff like that, youlearn the hard way.
So it's like like we talk aboutequipment yes, equipment's
(17:51):
important but like don't think,oh, once I buy this one machine
for eight gallon machine, forwhat four thousand dollars I'll
be set account for like rightyeah, account for maintenance,
account for hoses and and likeyou, look at these skids and
you're like man, why is this kidso expensive?
a lot of times I mean it's notthe pressure washer that's
expensive, it's the, it's thereels, the hoses, the guns.
(18:14):
Like that stuff adds up and Imean you'll spend thousands of
dollars on hoses every year andand that's just because we're
we're using them and you gotbleach, you're dragging it
around all day long.
So that's that's where thestuff adds up.
It doesn't add up.
When you buy that three or fourthousand dollar pressure washer
, I mean you pay that off in inhalf of a week of work.
(18:34):
It's the maintenance and theupkeep of that thing for the
thousand, two thousand hours.
That that's what costs youmoney absolutely, and I believe
you.
Speaker 2 (18:45):
Uh, you actually put your skate together yourself.
By the time you were done, yousaid you would never build
another one.
Was that right?
Speaker 1 (18:50):
yeah, yeah, yeah.
Clay's got all the fancy stuffthrough c3, so if you guys are
in the market, that's, that'swhere you need to go I.
I was kind of I was doing moreof like the budget build.
I didn't want to spend a ton ofmoney up front.
I was like, okay, I have atrailer, I was just putting
stuff together.
It is a pain.
You don't have to build yourown skid.
(19:11):
Nowadays you can buy them fromsomebody pre-made.
Like Clay was saying, it's niceto be able to With his setup,
he's got everything there, he'sgot his powered reels.
Like you got the stuff plumbedcorrectly.
You don't have to get a rig andfigure it out, because there's
a lot of times you'll buysomething.
You're like oh, I bought thewrong size hose, I cut it.
(19:32):
I can't return it, I wastedmoney.
And oh, I bought the wrong pumpfor a 12 volt.
I don't know how to wire itcorrectly.
Speaker 2 (19:44):
I'm getter rigging this versus just buying it
completely together where youknow it's going to work and then
, at the end of the day, time ismoney, time is money, for sure,
and you want to make sure yougot everything correct because
you don't want to go down on youon the top right yep, and then,
like you said, with 12 volts,you probably should keep it an
extra pump here and there, justso you're not running into
issues.
Yes, yes, and those relayswitches.
I just replaced the pumps alltogether because I can't stand
(20:06):
messing with a relay relayswitch and adjusting those and
all that crap.
Speaker 1 (20:09):
I can't ever get rid of the poles yep, and I don't
run a 12 volt but I'll probablyget a 12 volt for my f-250 truck
.
But the chevy truck I run wehave an air 45 on the side and I
cracked the blend manifold thatI need.
I need to essentially buy a newmanifold.
Uh, when it was cold we weredoing work in the wintertime, I
(20:31):
had a pinhole crack and ofcourse when you're blowing like
11 or 12 gallons a minutethrough it, it's starting to
open up.
So we started noticing we'redoing roof washes and we got
four percent bleach or or sixpercent bleach whatever strength
was blowing out of a pin sizehole into somebody's dirty
driveway.
So they got a nice clean spotin their driveway and I that
(20:54):
kills me more than anything whenyou if you're not cleaning the
driveway and then it's a dirtydriveway and you have this like
bleach clean spot it looks.
It looks terrible in my opinionand it's like all right, well, I
gotta buy another manifold forthis thing just to repair it.
Speaker 2 (21:11):
It's almost as bad as your truck leaking oil on the
driveway.
Speaker 1 (21:14):
I I had.
Yeah, we've had a situationlike that too.
You clean the guy's drivewayand then you leave a little bit
of oil in it.
You're like like frick.
Speaker 2 (21:22):
Yeah, so the last topic that I have I don't know
if you have any more after this,but the last topic that I had
wrote down was that made memoney or that has made me money
is networking with mycompetitors.
Speaker 1 (21:38):
I think that's a great one.
Speaker 2 (21:39):
As crazy as it sounds , networking with your
competitors, you can make money,believe it or not.
And what I mean by that is youmay have a guy, you may be busy,
and let's just say, okay.
So I'm busy this week and Ihave a car wash that I had to
quote and it's going to be abouta $6,000 job.
So I called up Matt.
(22:00):
I said hey, matt, if I can landthis job, are you able,
available to help me on this day?
And we just split the money.
I mean that's three grand in aday.
It's two guys that know whatthey're doing, they know what we
can get in and out.
We can make, you know, sixgrand in a day, three grand a
piece, and boom, we're done.
And it's good collaboration.
You can talk, you can learnstuff from each other, and it's
(22:21):
good.
I think it's good for thecommunity as well.
Speaker 1 (22:24):
I think so too, and one thing that's cool with that
as well, because Clay and I bothsit kind of at the top of our
market with marketing and Googleand a lot of times we're
shopped against each other andpeople don't always know that
we're friends and they don'talways know that we have this
podcast together.
So I always like whenever Ihear like oh, we're shopping
(22:49):
around and I'm like oh, who areyou?
shopping around with and thenlike they're like c3.
I'm like, oh, yeah, like greatguy, we have a podcast together.
It is funny because people arelike almost taken aback because
they think, oh, as competitorswe have to hate each other, we
have to like try to like stealeach other's business.
But I'm like, no, it's verycollaborative relationship we
have, and not only does it pusheach other to like, hey, grow.
And then say you're doing thisover here, and then I don't have
(23:10):
to figure it out myself, youcan, you can talk to and I can
kind of gauge each other and say, all right, well, that didn't
work for you, I don't want totry it.
Or I'm doing something andyou're like, well, I don't want
to scale this fast, because thatseems like a pain in the ass,
and you kind of lean on eachother and, uh, it's, it's also
good from the standpoint of like, hey, I have a part that broke,
can you help me?
And then vice versa, stuff likethat um, so yeah, instead of
(23:34):
viewing everybody as your enemyout to get you and saying, oh,
these people are killing themarket, why don't you connect
and be friends with them?
Because I remember back in theday like a lot of the pressure.
Washer buddies were friends ofmine and then like we'd go out
or they'd see something that I'mdoing and they're like, hey man
, you're like striping up thesedriveways because you got a
clogged tip, or your tips arenot the right way, like you're
doing something wrong.
Or they're like, why are youdownstreaming out of a bucket
(23:56):
that's called XJET?
Like that saves you so muchtime because somebody is better
at what you're trying to do andthey can make you not look like
an idiot.
Speaker 2 (24:06):
And that's kind of the beauty of having
relationships with guys in theindustry yeah, I mean, uh, I
can't count how many times I'vehad to call another pressure
washer and tell them I need help, or call and ask them about
something.
If they've ever had an issuethat they've helped me with
before, or like how we met thesurface cleaner deal, loaning
(24:27):
each other machines and stufflike that, just it's a very.
I think it's very healthy as abusiness owner to surround
yourself with like-mindedindividuals, because just a
regular individual even you knowanybody else that's in the home
service industry it's all thesame thing.
You can just surround yourselfwith people that are
(24:47):
light-minded and that might giveyou some ideas and plug the
holes that you're having troublefilling.
Then make you a lot of money.
Speaker 1 (24:57):
Yep, and at the end of the day, it's not all about
money.
It's about your mental health,your happiness and having fun.
If you're trying to doeverything yourself, it's going
to be a miserable road.
You're not going to learn asfast, you're not going to make
as much money and, like Claysays, when you're stuck on a big
job and you're like, hey, couldI have your help for Saturday,
you can price and win thingsaccordingly.
Versus you're like, oh man, Idon't have this extra truck or I
(25:20):
don't have an employee ready todo this.
Or like I wouldn't want totrust an employee on a job and
some some jobs.
You want to loop in an owneroperator guy or you want to loop
in another guy who's thebusiness owner, because you
don't want to just have a bunchof employees willy nilly
spraying stuff or doing stuffthat could damage property, like
my employees are great, butthere's things that I do and I'm
(25:41):
on the job for then my guys areso like kind of higher end
tickets, stuff that takes alittle more attention to detail
or more knowledge.
You loop in a buddy, you loopin somebody who's that same
level playing field as yourselfyou can really tackle big
projects together and the guy Iwork with, aaron, it started the
same way.
(26:01):
It was like we collaboratedtogether.
And then he's like well, Idon't want to just keep subbing
you pressure washing jobs, howabout we just merge stuff
together?
And then I opened up a wholedivision that he runs solely the
ceiling division, with concreteceiling and paver sanding, and
that that worked and started thesame way that our relationship
clay and I did.
Like, instead of saying oh, I'mgoing to compete with you, I'm
(26:21):
going to try to nickel and dimeand sub stuff to you.
It's just like how about wecollaborate here and build
something bigger and then youcan run in this lane and like
max out your profitability ofyour time and everybody wins.
Speaker 2 (26:33):
so yeah, I think the biggest thing that I see in our
and just specifically our areas,it's just the guys let their
egos get in the way more thanmore than anything.
And, um, I've had a lot of guysblog me on facebook, delete me
on facebook, but then when theysee me on the road or they see
me out in a neighborhood, theystart waving at me and it's just
like come on, man, I tried tobe friends with you a long time
(26:56):
ago and, uh, I think it's just.
Speaker 1 (26:57):
I think it's just an ego thing yeah, don't let your
ego because if you got an egoyou probably aren't doing
anything.
And that's not hating oranything like that, but like
when you're putting up realnumbers, you don't have time to
look around and try to compareyourself to other people, nor do
you care.
Like clay and I, we put up bignumbers and it's like you're
kicking ass.
I, I, clay, clay will put uphumongous numbers for us, like
(27:20):
running a truck solo with, withwhat he's doing this, and I'm
like I have no interest in doingthat.
Like you're almost putting upnumbers that we're putting up
with two trucks solo, which iswhich is nuts.
And I was like I, I don't wantto compete there.
That's, that's your trophy,that's your thing.
Like keep killing it.
So like there's no ego at all.
It's just like hey, thatmotivates me to push harder.
I'm like if he can push thisout with one truck, I need to
(27:42):
squeeze more out of my two trucksituation.
And and and again.
It's just like it's all funcamaraderie.
It's like you don't want tohang out with somebody who's
complaining and bitching aboutlike, oh, the market's terrible,
there's too many people in here, cause if if you're hanging out
with people like that andyou've got ego problems, it's
just going to pull you down andyour business is not going to be
where it needs to be and you'renot going to be a fun person to
(28:02):
hang out with Because, like, atthe end of the day, this is
we're doing this to make money,we're doing this to be
successful and it's not just agripe and bitch and moan all day
long.
If that's your attitude and yougot ego problems, get a job,
because you don't deserve the.
You don't deserve to have yourown business.
And it is kind of like whatwe've talked about in previous
episodes Like business isn't achore, like we actively choose
(28:25):
and we're blessed to be able todo our own business, like a lot
of responsibility comes withthat and we need to like not be
entitled about it.
We need to say, hey, I'mthankful, I can like do my own
thing and it just requires a lotof work and it's almost a
privilege.
So be in collaboration withpeople who view it that way and
you're always going to like.
It's like that quote likeraising tides, raise all ships,
(28:50):
or whatever the quote is.
It's like, hey, you want to bearound people who are winners.
Because if your crowd isbitching and moaning and trying
to like have their ego and beingmad.
Just cut those people instantlyout because they're not worth
your time.
Speaker 2 (29:03):
It's only going to weigh you down.
Speaker 1 (29:05):
Yep, because you'll, you'll, you'll, figure out real
quick who your friends are.
When you start a business,everybody loves you in the
beginning, but when you startgetting successful at it, that's
when their real feelings comeout, and it's kind of like
everybody hates a winner man.
Speaker 2 (29:19):
Look at the look at.
Look at everybody who wins allthe NASCAR races Everybody.
You know they're not a fanfavorite, more than likely.
Um.
And look at your top footballteams.
Nobody likes the top footballteams, the basketball teams, and
I could go on and on about it.
I mean, it's everything.
Nobody likes a winner.
Speaker 1 (29:36):
You got Dabo and then you got like Sanders over here.
Yeah, nick Saban Like no, theygot all the haters in the world
and it's like, hey, the morehaters you got, the more people
that are coming at you, thebetter you're doing.
Speaker 2 (29:50):
It's like you're over the target.
When you got haters.
Speaker 1 (29:52):
When you don't have any haters, nobody cares about
you.
You're doing something wrong.
So don't try to pleaseeverybody, don't try to like
make people feel safe andcomfortable around you because,
hey, like they're, like they'regonna feel challenged of, like
we're saying, their ego and if,if somebody always has to be one
up and you are doing betterthan you, or like having an
(30:12):
excuse, you don't want them inyour circle no, there's a lot of
those around.
Yep, that's why there's like the1% is at the top and everybody
else is at the bottom, like, hey, it takes a lot to grow a
business.
It takes a lot to be successful.
It's a lot of hard work,commitment and dedication.
Just because somebody saysthey're a business owner doesn't
(30:33):
necessarily mean they are, andthey're probably just a few
years away from having a jobagain.
So don't allow the opinion ofthese people to pull you down
and sucker you back into thattrap.
So, like, the most importantthing is just like keep pushing
ahead, believe in yourself,surround yourself by good people
and everything else will takecare of itself and you'll figure
(30:56):
out like you got customers oryou're like usually your number
one fans, cause they sense thatenergy too.
Speaker 2 (31:06):
Yeah, I had a lady the other day.
That's exactly what you justsaid.
She just said man, I'm so proudof you.
I've been following you, I seewhat all you've done and it's
just amazing to see how farsomebody can come in just a few
short years.
So 100.
Your customers are watching you.
They're your biggest fans.
Speaker 1 (31:17):
Think about it yeah, think about it.
It's like it's easier to make afriend out of a customer than a
customer out of a friend.
A lot of my friends like if Ilike them, yeah sure I'll do
stuff like friend discount, butmore times than not, my my
friends are like my businessowner, like Clay and Aaron and
all these other guys, and alsolike customers that have been
using me for five or six years.
(31:38):
I got customers in my CRM.
We have like $10,000 worth ofbusiness back and forth over the
years and they've become goodfriends, their fellow business
owners, and it's like that's theenergy that resonates with
success.
You don't want to be likelooped into people that you're
friends with, making 20 bucks anhour whenever you're working
hourly, because, honestly, Idon't have much.
I don't have much in commonwith those people anymore.
(31:59):
So our conversations aren'treally going to elevate each
other.
It's going to be kind of weirdsometimes.
So figure out that circle thatallows you to grow and doesn't
judge you and encourages you100%.
Speaker 2 (32:13):
I think, that's a good closing statement there.
Speaker 1 (32:16):
Yeah, I think that's good and that's like, hey, you
listen to the Wash Bros, youguys are already investing in
yourselves and leveling up yourgame and being around good
energy.
So that's all I got.
I hope everybody had a goodMother's Day and is knocking it
out of the park as we're goinginto May and our busy season.
Speaker 2 (32:36):
Yeah, busy season's here.
Make sure you're getting allyou can while you can Make the
most of it, because december andjanuary come around pretty
quick.
When it slows down and, uh,you'll be wishing you would have
pushed a little harder in mayif you ain't pushing harder now,
for sure yep, yep, yeah.
Speaker 1 (32:51):
You have the whole off season.
If, if you're, if you're tired,if you're drained, if your
body's saying, oh man, I justwant to take a break, I want to
take my foot off the gas, I wantwant to slow down my ad spend.
Just think about how you'regoing to feel in December,
through January and February,when you're wishing you pushed
so hard this month.
Speaker 2 (33:05):
And you had all that money to go on vacations, like
me in January.
Speaker 1 (33:09):
Yep, yep, that's all we got for this episode.
Appreciate you guys forwatching and follow us on our
socials and like and subscribe.
You got anything else you wantto say.
Speaker 2 (33:23):
Yeah, just give us a follow.
Follow my personal page, claySmith.
Follow my business page C3Watch Pros.
I got a TikTok page PressureWash Guru.
It's the Pressure Wash Guru.
Follow Matt's personal page,matthew Jackson.
Follow his business page Mattthe driveway guy.
And, last and foremost, makesure you follow the wash bros
group.
Um, if you're a pressure washer, fellow pressure washer want to
(33:46):
collaborate with us in thatgroup.
Um, and then the wash brospodcast page on Facebook, and
then Spotify, youtube and Applepodcasts to make sure you listen
to, to all of our episodes andfollow our journey.
Speaker 1 (34:00):
Tons of tons of good advice and it's cool as we've
been doing this.
We're at the 14th episode ofour kind of like, our rebrand,
where we're doing it weekly andwe're starting to get people
reach out to us and it's supercool to connect with you guys
and see where you're at, whatpart of the country you're at,
how we've helped you.
We've had a guy the other day.
(34:23):
He reached out and he said hey,I've been watching your show.
I finally hit a thousand dollarday.
Like that's, that's awesome.
Like you, you're able to listento a show for free and it
doesn't take any energy out ofyour end or any money out of
your end, and by just listeningto what we're talking about,
episode after episode, you'reable to apply it to yourself and
make a thousand dollars a day.
And that is that is awesome.
That's huge money.
Think about, like when you andI first started, you're like a
thousand bucks a day.
Man, I could.
200 bucks a day is more thanI've ever made.
(34:45):
So, like it's like all aboutleveling up, continuing growing
your business, growing yourselfas an individual, and it's just
a fun, fun thing to be a part of.
And, uh, couldn't do it withouteverybody in the audience who's
listening, and it's always funto clayo post on his personal
pages where you're like whoa, we, we have people in different
parts of the world listen tothis.
(35:05):
That's that's super crazy to me.
So, but that's that'severything.
We got this episode and, if youguys want to, I got a book on
amazon.
No pressure, pressure washing.
This will be my shameless plug.
It's free.
On kindle unlimited.
There's an audible version forfree.
It's pretty much the 22 stepsof how to make your first six
figures.
If you're listening to this,you want something that you can
(35:29):
read.
It.
It's 80 something pages.
It's got pictures in it.
For those you can't read, pickit up on Amazon or it'll be in
our Facebook group, the WashBros group that we're talking
about.
But that'll be everything.
We'll see you guys on the nextone.
Peace out.
Speaker 2 (35:45):
Peace.
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