June 22, 2025 • 35 mins
Building a pressure washing business that stands out amidst growing competition requires more than technical skills – it demands consistent, professional branding that builds customer trust and creates lasting value.
Clay Smith and Matt Jackson dive deep into why many pressure washers struggle despite technical proficiency. They reveal how their companies have achieved consistent six-figure months not through door-knocking or clip flyers, but by creating distinctive brand identities that resonate with customers seeking reliability.
"A confused customer never buys," Clay emphasizes, highlighting how professional logos, wrapped trucks, branded uniforms, and systematic processes create confidence that translates into higher prices and better retention. Both owners share candidly how they've scaled beyond owner-operator status through branding that allows even new employees to deliver exceptional customer experiences.
The conversation tackles uncomfortable truths about outdated marketing approaches. While many industry "gurus" advocate door-knocking and discount-based strategies, Matt and Clay explain why these tactics limit growth and position you as a commodity rather than a valued service. Instead, they advocate building omnipresence through Google reviews, social media, and consistent messaging that attracts customers rather than chasing them.
Perhaps most valuable is their insight into collaboration over competition. Despite competing in the same market, their shared knowledge has accelerated both businesses' growth. "Rising tides raise all ships," Matt notes, encouraging listeners to network with forward-thinking peers rather than isolating themselves.
Ready to transform your pressure washing business from a side-hustle into a scalable enterprise? This episode provides the blueprint for building a brand that works for you 24/7, commands premium rates, and positions you for sustainable growth regardless of economic conditions.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:33):
What's up, guys?
It's Matt Jackson and ClaySmith, and we are the Washroves.
Welcome to episode 20, wherewe'll be talking about the
importance of branding andhaving a brand consistency.
So not only are you able togrow your business, but you can
keep it authentic and keep it onthat right direction.
Clay and I both like branding,so this is going to be an easy
episode for us both to talkabout, since it's a huge reason
(00:55):
for our success.
So you want to kick this thingoff, clay.
Speaker 2 (01:00):
Yep, and, just as always, I love to kick these
things off, appreciate everybodylistening.
Thanks for joining, thanks forfollowing all of our groups.
The Wash Bros podcast has beengreat.
We're growing.
We love all of our listeners.
We love all the questions.
We love everybody that's beencalling and asking us questions.
It's always good to networkwith all the people around the
country and even the world.
(01:21):
We got listeners from 20different countries.
Pretty cool that we've grown itthis far.
But, like Matt said, we're goingto talk about the power of
consistent branding.
So the power of consistency andbranding is huge, right.
So, like I know that I'vetalked about it in earlier
stages of me growing my business, I really didn't.
(01:43):
I understood it, but I didn'tunderstand the power of it and
what it really meant and howimportant it was.
So just a little background onme.
When I first started, I putsomething together I think it
was on Canva or something andeverything was crooked.
It didn't really look right.
It looked weird.
It almost looked like my one ofmy kids had drew it up and we
(02:04):
just made it digital and slappedit on everything, right.
So I had a guy that was localto us, knew a little bit about
business.
He said hey, man, can I, can Icreate you a logo.
And he did it for free, believeit or not, the logo that I,
that that is my brand is a freelogo, a free logo.
And once I seen the visual of itthe newer logo, the newer brand
(02:28):
I realized how unprofessionalmy older logo was.
So I've stuck with this logo.
I've had people wanting toswitch it again, but I feel like
it's the originality of mybrand, right.
So it's just kind of what I'vebuilt my trust, my reputation,
the quality of my work.
That's what everybody sees whenthey think about my business.
So if you don't have aprofessional logo, highly
(02:51):
recommend it, just because itmakes you look professional.
That is the visual of whateverybody thinks of.
That's what pops up in theirhead when they see your name.
When they click anything on theInternet, they see that, they
see that logo.
So you want to soak that logointo people's brains.
You want to soak that logo intopeople's brains.
You want to brand that logo.
And even if you don't knowabout Fiverr, it's an app.
(03:12):
You can hire many differentpeople, many different creators,
many different artists and youcan come up with your own logo.
The only thing that I wouldstress is make sure that it's
not just some generic logo thatevery other pressure washer is
using.
Make it your own thing.
Make it stand out.
Don't be what me and Matt talkabout post-blonde, because if
you start intertwining with allthese other logos, you know
(03:35):
anybody can put a house and apressure washer on and a logo
and put their name on top of itand it's a logo.
But you want to originate andbe your own person exactly.
Speaker 1 (03:47):
and, like clay said too, you don't want to be too
quick to change it around andconfuse people, like if you
built, you built a brand basedupon the logo you currently have
, you don't want to say, oh, I'mgoing to completely change it
up next year, so therefore thatbrand recognition is lost.
And I mean his logo's got aclean logo.
Um, it's nice, it's got fivestars on it, so it's pretty cool
(04:07):
.
It kind of has a higher value,simple to the point thing and uh
, like you paste it oneverything.
You put it on your truck wraps,your shirts, put it on tv ads,
but put it, put it everywhere,and that just helps expand that
awareness out to people.
And like he says, we don't wantto be generic pressure washing
everybody has, like the roofridges, and it just says
something services or pressurewashing, and that's generic.
(04:29):
We don't want to go for that.
We want to figure out a brandthat resonates with our
authentic selves so customerssee us as different than
everybody else.
And it's pretty simple, becauseI know like guys struggle with
branding and marketing and theythink, oh man, I just want this.
This looks so professional andI'm like it's copy paste off of
Canva or copy paste off of ageneric ad and if, if,
(04:50):
everybody's doing it and it'slike that professional pressure
washing thing, like you're justblending in with everybody else.
So one thing that we like to dois separate ourselves, be
different, and then you do so bykind of finding your authentic
self and then relaying yourpersonality through that.
Finding your authentic self andthen relaying your personality
through that, and that's how youreally separate, divide and get
(05:12):
people's attention differentlythan every other XYZ pressure
washing company that we see inour market.
Speaker 2 (05:16):
Yeah, the biggest thing I think that I've learned
is a confused customer neverbuys.
So if the customer has youconfused with another company
and it's very easily to dobecause there's so many people
in this industry you have tomake yourself stand out.
You have to provide the value,you have to provide the
professionalism, you have toprovide the processes, like how
(05:36):
me and Matt do things.
If you send the estimate outand there's an approve and a
decline button, I just I feellike that that provides value.
Most people are going to wantto come out and drag it out for
three days.
Why can't have you an estimatein minutes, right?
So if I have you an estimate inminutes, I'm making it easier
(05:57):
for the customer.
The customer doesn't have towait on me for three days to
come out and take a look at thejob and then talk to them.
With an hour Plus, you're losingmoney if you're having to do it
that way.
I know a lot of guys want to doit that way, but we don't have
the time.
We've done 80-something jobs sofar this month.
We'll probably end the montharound 100 to 110 jobs.
So if you're going out to everyjob, that's time, you know, and
(06:19):
time is money and if you'regoing out to every single job, I
do feel like that creates alittle more value.
I've had to go out on thesebigger jobs and take a look at
it on the ones that I can't goout and I can't look on the
Internet or whatever and quotethem.
But if you're going out toevery job and you're quoting
every job, you're definitelylosing money.
Speaker 1 (06:45):
Again to Clay's point like we do a lot of commercial
stuff and I usually meet on sitewith guys because I want to
discuss the scope, setexpectations, see how long it's
going to take us, because weprice based more on time of what
it would take us and knowingthe market.
Then we do square footage.
So if you guys are stuck inthis paradigm of the youtube
gurus told me that I need tocharge 15 to 20 cents a square.
Like we're not even in the sameballpark and I know like people
, people have called us out hereand there because they're so
(07:07):
fixated on these like abstract,retarded ideals that they're not
competitive, because they're sofixated on like, oh, you need
to charge this much per square.
This is my sweet spot.
Sure, that may be your sweetspot, but when somebody like my
company or Clay's company comesin and we undercut you and we
over deliver, we've already donethat job by the time you're
(07:27):
trying to follow up with thecustomer and say, oh, I want to
know.
Like, can I pressure wash yourhouse today?
And no, like we focus on theright things.
We're not focusing on trying tobeat people up and saying, oh,
everything needs to be in personbecause I'm going to spend an
hour of my day trying to swoon a$300 ticket into an $800 job.
Like price yourself accordingly, have your branding and check
(07:50):
your branding starts to sell andmarket itself and, like Clay
says, it's it's branding is anextension of word of mouth.
Everybody's obsessed with wordof mouth but nobody knows what
it means, and I see this all thetime.
I don't do marketing, I do.
I just have word of mouth.
Like word of mouth is what youpull up on Google, what you pull
up on social media, yourbranding and all that stuff.
So if your branding is trash,they're not going to say, oh,
call XYZ pressure washing, uh,that's the word of mouth guy.
(08:13):
No, they're going to say, callClay, call Matt.
Those guys know what they'redoing, whether they've used us
or they don't.
The word of mouth spreadsbecause of the consistency we
have in our brand.
That's across all platforms.
You see your neighbor acrossthe street, we have our trucks
at their house, you see uspressure washing the football
stadium at your college, likeeverything loops together.
And then that's that power ofconsistency of the brand that
(08:35):
we're talking about today onthis episode, and I guess, my
point being when we tied into,like going out in person.
Be smart, know when to go out.
When we're down at a collegeand we're doing $20,000 worth of
work, of course we're going togo down there.
But when you're going to asubdivision and you know the
range of pricing for thehousewash is three to $500.
(08:57):
And you're going to lose thatbid unless you're probably three
to 450.
Like, don't show up, don't tryto impress people with your
generic branding and messaging.
Like, get out of that trance.
Because that's why you guys areslow, because you're not
focusing on trying to get morebusiness.
You're focusing on these stupidnuances where you should be
getting the job done, movingforward.
Don't try to like, don't try torate.
(09:18):
Like we're a commodity now andI know it's, it's.
It's hard to accept.
But like you can't show up andcharge 30 cents a square to soft
wash.
You might, but overall you'renot going to be a successful
business and you'll probably begoing back to your normal job
just because the market isn'tbearing that anymore.
So if you're not able toefficiently go in, knock out
jobs and get more work, you'renot going to be competitive or
(09:40):
successful anymore in this space.
And that's a hard lesson.
But too many people we see,especially new guys are clueless
.
They're clueless about pricing.
They have no value yet.
Nothing against you guys, butif you're new to the business,
you don't have any value yetbecause you just don't know you
can do everything.
You think you're doing right,but if you don't have the
experience, if you don't havethe time in in the grind in the
(10:07):
trade you're, you just can'tcompete with people like Clay
and I, who've been around theblock and has four or 5,000 jobs
under our belts and have 500Google reviews and we've been
doing over a million dollars inbusiness.
It's not.
It's so you're coming at us oryou're coming to try to compete
with us at a really high pricepoint, trying to do all these
song and dance door to door,throw these flyers out and like
I don't know what it is.
(10:27):
But I guess the market andYouTube and everybody thinks, oh
, we're slow, go door to door,go feet on the ground.
That is definitely not workingnowadays.
That is devaluing the heck outof pressure, washing businesses
because everybody's doing it andeverybody's doing it with a
four gallon a minute machine.
They're wheeling behindthemselves as they're, like a
college kid, so like if you area professional, legitimate
(10:48):
business.
Focus on consistent branding,focus on professional marketing.
Don't focus on door to door andevery generic crap.
That worked maybe 10 years ago,but every high school kid,
every part timer, is doing it.
So you're just racing to thebottom at a price war on this
and I see this all the time.
People are complaining andbitching oh, just knock 5,000
doors Cool, you're going tospend a whole summer knocking
(11:12):
doors to maybe make 15 grand.
Figure out how to improve yourbrand, improve your marketing,
improve your online presence andthen go make $15,000 in a week.
Like, there's levels to thisgame.
And when people come in strongegos and they try to say, oh,
Clay and I, what we're doing isnot right, we should be doing
this, I always ask hey, guy,awesome, glad to see that you're
(11:34):
doing great, but what kind ofrevenues are you doing?
And then it's always crickets,it's always silence, because
there's levels to the game andthere's levels to the game and
what works at one level doesn'tnecessarily work at the next.
We are at a different levelthan a lot of people and we're
at a different level than wherewe were last year or the year
before.
So, like, what we talk about isdeeper level stuff than 99% of
(11:55):
people Like if you're trying tomake $30,000 a month, that's
great, but that's like onetruckload in a month.
Like Clay and I are bothbanging out like pretty solid
months here consistently yearover year.
So the wisdom that we haveabout the branding and the
marketing is the reason we'resuccessful today and it's not
because of generic door knocking, door hangers, upsell
(12:20):
mentalities Like that's justkind of like we're, we're not in
that space.
So like this episode isexciting for me because, like
we're, we're starting to see thefruits of our labors with the
branding and all thatconsistency we've put in over
time.
But there's my, there's my,absolutely aha, yeah, well.
Speaker 2 (12:38):
Well, the biggest thing when you are going to the,
the clip fires, the clip flyersand then the uh, the door
knocking and stuff like that,that stuff's great, like if
you're brand new in business,whatever.
But if you go back and you lookat these guys, if you're
following any of these gurus,and you go back and you look at
their reputation as a business,you go to Google, you search
(13:00):
their business any of these guysthat are preaching this kind of
marketing and you look at theirreviews, you will see bad
reviews about people saying, oh,these guys are littering, these
guys will not leave me alone.
These guys are putting thesestupid things in my driveway
that I'm having to pick up everymonth.
People do not like that stuff.
You want the customers to beyour friend.
You want them to like you.
(13:21):
You want that person to tell 10other neighbors about you.
I mean, and we're in the homeservice business it's going to
be hard to make everybody happy,but just from the stuff that me
and Matt have learned over theyears, obviously we're
consistently growing.
We're consistently doing greatnumbers, even in a I guess you
(13:43):
would say a bad economy.
I wouldn't say our economy isgreat right now, but it's not as
good as it was.
We're consistently stillputting up those numbers.
We're still growing.
Our percentages over a year aregrowing and growing and growing
and growing.
We're only going up.
So what we know, we knowthrough our CRMs, our data, our
reporting, everything that weput in our CRM every day.
We know that our brands areconsistently growing, no matter
(14:04):
what's thrown at us.
And I've heard a lot of thesmaller guys say, hey, I'm
struggling to get work, I don'tknow what to do.
And a lot of these guys thatyou look at, you know that all
they're doing is word of mouthor posting in Facebook groups
and that's the only onemarketing that they're doing,
but it's probably the onlymarketing that they know.
They haven't been taught.
They followed the wrong adviceon the internet on somebody that
(14:28):
thinks they know what they'redoing.
They're blasting and sayingthey're doing big numbers, but,
as I've said time and time again, you can do a big number once,
but if you cannot do that bignumber consistently, then it
doesn't really matter, it'sirrelevant.
So that's why we are stressingand preaching the importance of
branding.
You consistently brand, you putyour name out there.
(14:49):
When you're done with acustomer, you tell them.
Hey, if you would tell, tellyour friends, tell your family,
tell everybody about us, we'dlove to.
We'd love to do that too.
And then next year, when itcomes around, that customer may
get your follow-up email.
I know we've talked about that.
We're sending follow-up emailsnow, a year after their service.
(15:09):
They may not be ready to gettheir house cleaned again, but
they may be around somebody thatdoes Consistently throwing your
name out there.
I know Matt does newsletters.
He's staying in the top ofpeople's heads, putting those
important things in place, theright processes.
Another big thing is a lot ofpeople love me because our
(15:30):
uniforms match our wraps on ourtrucks.
I mean, we're just professional.
All of our branding falls intogether and it just it gives
the customer a sense of moreconfidence.
They're not as timid as theywere from the beginning when you
had that first phone call withthem, because they were screwed
by their last pressure washingguy.
The biggest thing is buildingtrust with your customer.
(15:52):
Make the customer like you andthen from there on out it's just
like a friendship.
Years down the road I go backand see these other guys and
they're like okay, go ahead, weknow you do a good job, Go right
ahead and we'll get you paidwhen you're done.
You know Exactly so.
Once you build that customerbase, build the brand, they just
you're just like a friend tothem pretty much.
You're not, you're no longer alike an amigo coming and showing
(16:15):
up and doing some work at theirhouse.
Speaker 1 (16:17):
Exactly.
And there's nothing wrong withthe door-to-door hustle college
kid in the summertime, like.
But that's not a professionalcompany and you will get hired
on doing work like that.
Because you see these youtubeguys and they make more money
from selling somebody a freedriveway or going up and saying
let me wash your driveway forfree.
They make more money off oftheir monetization of their
(16:39):
youtube channel.
Then they're making pressurewashing.
There's's nothing wrong withthat hustle.
But if you want to be alegitimate business, that's not
the right business model tofollow Just because people can
go to somebody's house and say,knock, knock, knock, let me wash
your driveway for $99.
You're not really creating anyvalue there.
You're doing something at adiscounted rate and they say,
okay, sure, I can do that.
(17:00):
So like if you're trying todoor to door into these really
high tickets, I don't know, Imean like if you don't have
anything else to do, you don'thave any money to spend on
marketing.
Maybe that's the only optionyou have.
But uh, like man, it's justhard to establish a brand that
way in this internet world.
We're getting jobs off of ai.
People aren't at their homes,people don't want to answer the
(17:21):
door.
They see, see this guy spammingLike I can't tell you how many
times.
Oh, I had like three pressurewashers knock on my door and
then they called me because I'mthe guy they use.
I'm not here wasting my timelike lowering the value of my
brand by harassing people attheir doors.
Nobody wants this anymore.
Clip flyers, too, it's allgeneric.
(17:44):
You don't want to spam people'sdriveways.
Clay and I both we haveliterally seen the clip flyer
with a price written on it thatis half the price of ours and
they chose us instead.
Like we don't want that.
We're not spamming people.
We, we are building a brandthat's lasting the test of time.
We're not hustling for one totwo years, making a little bit
of money and then off to thenext thing, and that's the.
If you're doing these kind ofguerrilla style of marketings,
(18:08):
you're not establishing like adepth to your brand.
You're not omnipresent.
You're not on TV.
You're not on as Clay and I donow like we have podcasts
together.
That's kind of a selling pointI'll even use too with my
pressure.
People will ask me stupidquestions because they're so
used to these 99 type guys whoare going clip flyering or what
they're doing.
They're door knocking andthey're saying, oh well, this
(18:29):
kid, he was really hungry andambitious, but like he, he's
gonna damage my house.
Or like he doesn't know, hedoesn't like.
They view you completelydifferently than a well-branded
business that shows up.
I have employees I canliterally have employees that I
hire in the summertime and Ihave college kids that help me
out.
Sure, you could say I'm theowner-operator, I've been doing
(18:49):
this for years.
But my college kids get tips,get good reviews and everything,
because they follow theprocesses of our branding.
They show up in uniforms andthey show up in a wrap truck.
They have professionalequipment, the whole system
follow up process from beforethe job.
Here's some videos on ourservices.
(19:09):
Here's some questions like wedeliver such a high value brand
experience that I can havesomebody that's pressure washed
for two or three weeks and theyover deliver far more than
somebody who doesn't have allthat branding in place.
And that's where the ability toscale comes in, because you're
allowed, you're able to haveemployees show up, follow the
processes that you have laid outand then and then they're
literally doing pressure washing, which anybody can pressure
(19:31):
wash.
You give somebody a pressurewasher and some SH there you go,
go out and make some money.
So we need to focus more onstop stressing about like how
much individual jobs costing,stop stressing about this or
that and focus on like thatbrand, focus on putting people
in place to get the workcompleted.
And then your job as the owner,as the business off, as the
(19:53):
businessman, is to go out andposition yourself and your teams
so they can get as much work aspossible and then keep them
flowing and keep them busy.
And it's a pretty simple game.
People just get so fixatedbackwards on the technical, on
the owner-operator mindset,stuff.
Again, nothing wrong with any ofthat stuff, but as we go into
these tougher economic times andthere's a lot of competition
(20:15):
Clay and I say it's like we'renot necessarily taking business
from each other.
We're mainly eating up marketshare from a lot of these
owner-operator guys.
Like my competition isn't clayand vice versa.
We're over here saying how canI get business from these new
guys or from these guys havebeen doing it for 20 years that
are losing jobs to us?
And that's the mindset you haveto have as you go forward with
(20:37):
whatever's going on in the worldor inflation or just the sheer
amount of pressure washer peoplewe have today.
Like you cannot compete wheneverybody's doing the exact same
formula.
And if you've been doing it foryears and you say this works,
you probably noticed a drop inbusiness this year.
And that's coming not just frommy experience, but talking to
other guys who've been in thefield.
Guys have been at this for 20years plus.
(20:58):
If you're not evolving andchanging with the times, you're
going to be left behind.
Speaker 2 (21:05):
You're 100 hundred percent correct and it's simply
not personal, like we're nottargeting certain businesses,
like it's specifically abusiness transaction, like Matt
pushes me to do other things.
We bid against each other andwe ask each other.
We kind of scale off each otherand try to say, okay, where
were you at on this one, what'sgoing on with this customer?
We just happened the other day,yesterday, when we were looking
(21:27):
at sharing some information,and that's how we build each
other up, that's how we getbetter, that's how we learn from
each other, that's how wefigure out okay, maybe we priced
it a little differently here.
Or we say, okay, well, thiscustomer must have just been
cheap, right?
So well, this customer musthave just been cheap, right.
So we specifically like work oneach other and work on our
businesses and we go throughdifferent things and make sure
they work.
(21:47):
So that's the most importantthing, what we have preached
about finding somebody that youcan work well with, even if it
is competitive.
Like Matt's my only competition.
He's the only person I see ascompetition.
But look at us.
We're doing a podcast together.
We talk to each other every day.
We collaborate at the top, youknow, and if I lose a job to
Matt, then whatever.
Like I sleep well at nighteither way, it's just a business
(22:09):
.
It's just part of business.
Speaker 1 (22:15):
Exactly right.
And his key word there if Ilose a job, who cares?
People are too fixated onlosing a job that they miss out
on building a business withsomebody.
And like Clay and I, we're bothbuilding each other's
businesses, like with, with,like we're helping each other
build each other's businessesand whatever direction him or I
want to take, like we have eachother as like, almost like
non-bullshitting, likeconsultants, like we're not
(22:36):
going to just say, oh, that'sgreat idea, that's a great idea.
Like, yes, man, it's gonna belike as a competitor, like we'll
use this sometimes to be like,hey, as a competitor, I want you
to do that, but as a friend, Isay you probably shouldn't do
that.
And that's like honest feedbackthat you need to keep you in
check.
It's like, hey, me competingwith you trying to get more
market share.
I say go for it, because Ithink that's gonna be a flaw.
(22:56):
And then we keep each other incheck.
And it's like cool.
We may lose jobs on the low end,like small day-to-day stuff.
We may lose together, but ifI'm losing 300 bucks, but we're
able to like scale trucks andgrow businesses and keep each
other in check, it's like cool.
Like we have three trucks onthe road, $100,000 a month.
I don't care about losing a$300 job here and there.
So it's bigger picture andthat's kind of the overall thing
(23:19):
with building a business, asopposed to being that owner,
operator, technician, where like, everything is in your hands
and like, oh, you eat.
You literally like live and dieby the job right in front of
you and that's the trap that youcan get stuck in.
And it's a difficult spacebecause, client, I've both been
there and the objective of likethe wash bros is whether you use
us or you use somebody local.
(23:40):
You build that network withpeople that can help like raise
the tide, so like rising tidesraise all ships.
So if you're surrounded by guyswho are constantly pushing,
constantly growing, you're goingto have to grow, otherwise you
probably will outgrow thatfriendship and I know I do
personally and I'm sure Clay, ashe's grown his business, he's
probably grown himself out oflike previous friendships that
(24:00):
he had before he started this.
And you always kind of want toseek people that are on the same
level or, if not higher thanyou.
That way you're not just stuckin life Because we could easily
go through the Facebook groupsand people are bitching about
the world and be positive.
Speaker 2 (24:15):
Right, the biggest thing is mentality, and I've
always kind of ran off of this.
Always take advice fromsomebody that's doing something
that you want to do or they'recurrently and presently where
you want to be, not that you'retrying to be like anybody else,
but if they have accomplishedthe things that you're trying to
accomplish, you want to be withthat guy, you want to buddy up
with that guy, you want to talkto that guy, you want to say
(24:38):
okay, put your ego aside, learnfrom that person.
Speaker 1 (24:47):
Try to figure out what you need to do to get where
he's at.
Yes, because there's thingsthat Clay does better than me
and things that I can do betterthan Clay from experience.
We all have differentexperiences and different ways
of doing things.
It's a win-win relationship onboth ends.
That's just super important.
Speaker 2 (25:02):
Yeah Right, going back to the clip flyer thing,
I've literally shown up to jobsand like the price is always
lower.
And what we have donedifferently here is we didn't
(25:33):
let her in the customer'sdriveway.
We made it easy for thecustomer to find us with our
branding.
We have been everywhere socialmedia, google Well, in my case,
I've been on TV.
You can see me just aboutanywhere you go, especially
digitally, with everybody havinga phone in their hand.
And another thing is okay,you're new.
(25:55):
You're throwing clip flyers outif they, if they look up your,
your company on tv not on tv, onthe internet, on google, and
you don't have any reviews andyou're basically wasting your
money on those clip flyers.
You need to put your own spinon.
You can't just throw a clipfire in somebody's driveway and
just hope they call you.
You've got to build some sortof value there.
(26:15):
You've got to create a presenceonline when they go online and
they look up your company.
If you've thrown the clip fire,there's just no trust.
You've built no trust.
You've built no value.
So if you're new in thisbusiness and you're doing that
style of marketing, I wouldhighly recommend finding
everybody you can find.
Go and watch houses for freefor Google reviews.
Push those Google reviews ashard as you can because people
(26:37):
are really realistically, like Iknow, with me, especially in
our saturated market.
I'm not even going to consideranybody until they have 50 to
100 Google reviews at least.
Speaker 1 (26:47):
Easy, easy.
Speaker 2 (26:49):
Easy, and that's just because our market specifically
is saturated.
And then to butt up against oreven compete against somebody
like me or Matt with three to500 Google reviews, you're going
to probably have to be half ourprice Correct, just because we
have the value, we have thereputation we've done a lot of
jobs, we have the brand, havethe reputation, we've done a lot
(27:10):
of jobs, we have the brand.
Speaker 1 (27:11):
It's just building that customer trust and I think
that's the key thing is buildingthe trust with the customer,
exactly, and the problem that wesee is we have guys with lower
brands who don't care about that, who are showing up to pressure
wash the same things we do, thesame product, the end product
that the customer gets with us,and they think that they can
charge double what we'recharging sure you're blaming us
(27:33):
for bringing the market andthey're blaming us for bringing
the market to that again.
Whatever you guys want to do,but like when supply and demand?
I don't know economics 101.
I don't know if any of you guyswent to college.
You don't raise your priceswhen there's so much supply in
the market and then complain.
Again if you're an owneroperator running one truck going
(27:55):
high ticket model, or you havemore leads, you know what to do
with, then raise your prices.
Don't think that, oh, I need toraise my prices because of
inflation.
Well, how many jobs do you haveon the books?
How much revenue are you doing?
Cause, stop fixating on like,oh, it's profitability is
everything you need to have.
You need to have volume and youneed to have revenue.
(28:16):
Otherwise it's like, oh, I'm100% profitable.
What did you do?
I did 1000 bucks,congratulations.
You just went out of business.
Or do you want to say, oh,amazon, they suck because they
have low profitability.
Walmart, they suck because theyhave low profitability.
Like, I don't want that model.
The richest companies in theworld are high volume, low
margin.
If you think that, oh, like allit, all that matters is like
(28:43):
your profitability, you, youprobably need to grow more and
and you don't need to be tryingto make 500 an hour on one or
two jobs you need to say how canI fill out my week?
So I have an overabundance ofwork coming in, so I have, like
we do, really solidprofitability and we're priced
very fairly.
It's not that difficult.
You got to be in the middle.
You can't be one extreme or theother.
Speaker 2 (29:03):
I mean, you know, I mean you know, matt, but we we
shoot for the $300 an hour if wecan.
So if I can do a 10 hour dayand bust out three grand, there
it is, you know, right.
So the biggest, the biggestthing that I've just noticed,
the guys, just they, they'rereally uneducated, they really
don't have the right mentality.
They haven't understood.
They haven't been throughenough business to understand.
(29:25):
And I was fortunate enough togo through business and see, uh,
how it really ran before I wentand I did this, started my own
thing.
But, uh, it's more of amentality thing and if you guys
follow us and you listen to us,you will definitely learn a
whole lot more than what you'relearning on the guru stuff, on
the youtube, the, the tech net,the technicalities of, uh, how
(29:49):
the business operates.
The business is the mostimportant thing.
It's not your equipment.
You know, um, I can go out witha four gallon minute machine
tomorrow and make probably morethan 90% of the guys in my area.
It's just knowing how to get towork, how to do it efficiently,
how to make the customer happy,how to get the Google reviews,
how to get paid, how to not haveany problems, how to you know?
(30:12):
Just the end of the day, it'sjust making the customer happy.
Speaker 1 (30:16):
Exactly Like I can bring in a college kid and they
can get more tips than I do andGoogle reviews and happy
customer experiences.
And they don't have years ofpressure washing experience.
They don't have all the toolsin there and like they't have
years of pressure washingexperience, they don't have all
the tools in there.
And like they, they have a we,we have a downstream injector
(30:36):
and a pressure washer.
These guys can bang out a tonof work, get great reviews, get
great customer experience andthat is the business.
The business isn't.
Oh, I've been doing this for 25years.
What do they know?
Customer doesn't care.
Customer likes to see somefriendly, like ambitious college
kid with a nice branded companyand a positive attitude.
That is business 101.
(30:58):
Don't get lost and confused inthe technical.
Don't get so stuck in your headthat you completely
misunderstand what a business isabout.
Think of a business, think ofcustomers as like dating, and
you don't just go up to somebodyand randomly leave a note on
their car and say will you goout with me?
Here's my number.
Some of you guys do, based onhow you run your businesses, but
that's not gonna work moretimes than not.
(31:19):
Build value, treat it like hey,I wanna have friends.
How do you have friends?
You almost have to makeyourself popular.
How do you become popular?
You become likable.
You like other people.
You build value in what youlike, with your interest.
So people want to be attractedto you and that's what we have
to do in our business.
It doesn't happen from spammingpeople, going to that girl's
(31:42):
house down the street, knockingon her door and stalking her and
saying, hey, I want to cleanyour house.
Hey, I want to go on a date.
They're going to call the copson you.
What makes it any differentthan if you're doing that to try
to take money out of theirpocket, when they're saying my
house doesn't need to be clean?
What is this guy doing?
I'm just trying to enjoy my dayand I got this guy banging on
my door trying to take $300 fromme Instantly.
They're going to get a bad idea, but you guys aren't doing
(32:11):
anything differently than the 20other guys that do that every
day.
Figure out how to attractcustomers to you and you do that
via your branding.
And understand.
People are on social media,people are on Google.
Nowadays people are asking chat, gpt and AI.
If you're not on theseplatforms, you're irrelevant in
today's world.
That not harsh, that's justfacts.
So if you're wanting to grow areal business, build that brand
(32:33):
up, get that online presence and, like clay says, if you're new
and you have a lot of time onyour hands, go knock and
pressure wash for free.
Some of these youtube guys aregeniuses because they built
their businesses, which ismonetizing youtube, off of
knocking on somebody's door andproviding value.
Knocking on somebody's door andproviding value, knocking on
somebody's door and trying tosell them something, is not
value.
Figure it out.
Speaker 2 (32:56):
Correct.
I believe we've about bangedthis one out, Matt Been.
A lot of good resources, a lotof good knowledge here, for all
of our listeners for sure.
Speaker 1 (33:07):
And branding is a great thing.
And follow us at the wash bros,where we got tons of stuff, uh
how to improve your brand.
Ai is cool, we're playing withsome bigfoot videos too, so my
bigfoot's gonna be beat.
I should make a video ofbigfoot beating your clip flyer.
That should be a great one yeah, that would be awesome.
Speaker 2 (33:27):
That'd be a good post for the.
Speaker 1 (33:28):
We should do some wash bros ai bigfoot meetings.
Yeah, that'd be funny thatwould be badass.
Speaker 2 (33:34):
Yeah, we could share it in a pressure washing group.
Yes, but, uh, the biggest thing, uh, you know, if you gain
value today with our, with ourpodcast, please share with
another friend.
I know everybody's got a friend.
They're talking about pressurewashing.
Please share, share ourinformation to them.
Uh, we're always looking tohelp try to grow this podcast,
trying to get get into biggerthings with this and uh, just
(33:55):
remember, it's just about beingconsistent, consistently
branding, consistently gainingknowledge, consistently asking
the right questions to thepeople.
Like I said earlier, you wantto.
You want to ask advice from thepeople that are where you want
to be right.
So, thanks for listening.
Follow us on the Wash Brospodcast page on Facebook.
Youtube, the Wash Bros group.
(34:18):
We have a private group wherewe share numbers, share videos,
different things, just like aregular pressure washing group.
Follow my page, clay Smithpersonal page.
It's my personal page onFacebook.
My business page is C3 washpros llc.
Follower matthew jackson.
That's matt's page.
Uh, his personal page onfacebook.
Speaker 1 (34:36):
And uh, matt the driveway guy so, uh, I mean
another great episode that, like, there's so much content uh in
the wash pro.
So if you guys just justconnected with us, make sure to
go to, uh, like and subscribe onall the platforms, the, the,
the platforms where you canwatch your itunes.
(34:57):
Like, clay and I both, when wewe did episodes one, we were
both in a completely differentsituation than we are today.
So we literally just lay outthe framework and and you can
see the results as we've gonethrough two seasons with 20
episodes.
So, uh, that's everything on myend.
You guys uh can make sure tocheck us out, leave us some
comments and we'll see you onthe next one.
(35:17):
Peace.
What's up, guys?
It's Matt Jackson and ClaySmith, and we are the Washroves.
Welcome to episode 20, wherewe'll be talking about the
importance of branding andhaving a brand consistency.
So not only are you able togrow your business, but you can
keep it authentic and keep it onthat right direction.
Clay and I both like branding,so this is going to be an easy
episode for us both to talkabout, since it's a huge reason
(00:55):
for our success.
So you want to kick this thingoff, clay.
Speaker 2 (01:00):
Yep, and, just as always, I love to kick these
things off, appreciate everybodylistening.
Thanks for joining, thanks forfollowing all of our groups.
The Wash Bros podcast has beengreat.
We're growing.
We love all of our listeners.
We love all the questions.
We love everybody that's beencalling and asking us questions.
It's always good to networkwith all the people around the
country and even the world.
(01:21):
We got listeners from 20different countries.
Pretty cool that we've grown itthis far.
But, like Matt said, we're goingto talk about the power of
consistent branding.
So the power of consistency andbranding is huge, right.
So, like I know that I'vetalked about it in earlier
stages of me growing my business, I really didn't.
(01:43):
I understood it, but I didn'tunderstand the power of it and
what it really meant and howimportant it was.
So just a little background onme.
When I first started, I putsomething together I think it
was on Canva or something andeverything was crooked.
It didn't really look right.
It looked weird.
It almost looked like my one ofmy kids had drew it up and we
(02:04):
just made it digital and slappedit on everything, right.
So I had a guy that was localto us, knew a little bit about
business.
He said hey, man, can I, can Icreate you a logo.
And he did it for free, believeit or not, the logo that I,
that that is my brand is a freelogo, a free logo.
And once I seen the visual of itthe newer logo, the newer brand
(02:28):
I realized how unprofessionalmy older logo was.
So I've stuck with this logo.
I've had people wanting toswitch it again, but I feel like
it's the originality of mybrand, right.
So it's just kind of what I'vebuilt my trust, my reputation,
the quality of my work.
That's what everybody sees whenthey think about my business.
So if you don't have aprofessional logo, highly
(02:51):
recommend it, just because itmakes you look professional.
That is the visual of whateverybody thinks of.
That's what pops up in theirhead when they see your name.
When they click anything on theInternet, they see that, they
see that logo.
So you want to soak that logointo people's brains.
You want to soak that logo intopeople's brains.
You want to brand that logo.
And even if you don't knowabout Fiverr, it's an app.
(03:12):
You can hire many differentpeople, many different creators,
many different artists and youcan come up with your own logo.
The only thing that I wouldstress is make sure that it's
not just some generic logo thatevery other pressure washer is
using.
Make it your own thing.
Make it stand out.
Don't be what me and Matt talkabout post-blonde, because if
you start intertwining with allthese other logos, you know
(03:35):
anybody can put a house and apressure washer on and a logo
and put their name on top of itand it's a logo.
But you want to originate andbe your own person exactly.
Speaker 1 (03:47):
and, like clay said too, you don't want to be too
quick to change it around andconfuse people, like if you
built, you built a brand basedupon the logo you currently have
, you don't want to say, oh, I'mgoing to completely change it
up next year, so therefore thatbrand recognition is lost.
And I mean his logo's got aclean logo.
Um, it's nice, it's got fivestars on it, so it's pretty cool
(04:07):
.
It kind of has a higher value,simple to the point thing and uh
, like you paste it oneverything.
You put it on your truck wraps,your shirts, put it on tv ads,
but put it, put it everywhere,and that just helps expand that
awareness out to people.
And like he says, we don't wantto be generic pressure washing
everybody has, like the roofridges, and it just says
something services or pressurewashing, and that's generic.
(04:29):
We don't want to go for that.
We want to figure out a brandthat resonates with our
authentic selves so customerssee us as different than
everybody else.
And it's pretty simple, becauseI know like guys struggle with
branding and marketing and theythink, oh man, I just want this.
This looks so professional andI'm like it's copy paste off of
Canva or copy paste off of ageneric ad and if, if,
(04:50):
everybody's doing it and it'slike that professional pressure
washing thing, like you're justblending in with everybody else.
So one thing that we like to dois separate ourselves, be
different, and then you do so bykind of finding your authentic
self and then relaying yourpersonality through that.
Finding your authentic self andthen relaying your personality
through that, and that's how youreally separate, divide and get
(05:12):
people's attention differentlythan every other XYZ pressure
washing company that we see inour market.
Speaker 2 (05:16):
Yeah, the biggest thing I think that I've learned
is a confused customer neverbuys.
So if the customer has youconfused with another company
and it's very easily to dobecause there's so many people
in this industry you have tomake yourself stand out.
You have to provide the value,you have to provide the
professionalism, you have toprovide the processes, like how
(05:36):
me and Matt do things.
If you send the estimate outand there's an approve and a
decline button, I just I feellike that that provides value.
Most people are going to wantto come out and drag it out for
three days.
Why can't have you an estimatein minutes, right?
So if I have you an estimate inminutes, I'm making it easier
(05:57):
for the customer.
The customer doesn't have towait on me for three days to
come out and take a look at thejob and then talk to them.
With an hour Plus, you're losingmoney if you're having to do it
that way.
I know a lot of guys want to doit that way, but we don't have
the time.
We've done 80-something jobs sofar this month.
We'll probably end the montharound 100 to 110 jobs.
So if you're going out to everyjob, that's time, you know, and
(06:19):
time is money and if you'regoing out to every single job, I
do feel like that creates alittle more value.
I've had to go out on thesebigger jobs and take a look at
it on the ones that I can't goout and I can't look on the
Internet or whatever and quotethem.
But if you're going out toevery job and you're quoting
every job, you're definitelylosing money.
Speaker 1 (06:45):
Again to Clay's point like we do a lot of commercial
stuff and I usually meet on sitewith guys because I want to
discuss the scope, setexpectations, see how long it's
going to take us, because weprice based more on time of what
it would take us and knowingthe market.
Then we do square footage.
So if you guys are stuck inthis paradigm of the youtube
gurus told me that I need tocharge 15 to 20 cents a square.
Like we're not even in the sameballpark and I know like people
, people have called us out hereand there because they're so
(07:07):
fixated on these like abstract,retarded ideals that they're not
competitive, because they're sofixated on like, oh, you need
to charge this much per square.
This is my sweet spot.
Sure, that may be your sweetspot, but when somebody like my
company or Clay's company comesin and we undercut you and we
over deliver, we've already donethat job by the time you're
(07:27):
trying to follow up with thecustomer and say, oh, I want to
know.
Like, can I pressure wash yourhouse today?
And no, like we focus on theright things.
We're not focusing on trying tobeat people up and saying, oh,
everything needs to be in personbecause I'm going to spend an
hour of my day trying to swoon a$300 ticket into an $800 job.
Like price yourself accordingly, have your branding and check
(07:50):
your branding starts to sell andmarket itself and, like Clay
says, it's it's branding is anextension of word of mouth.
Everybody's obsessed with wordof mouth but nobody knows what
it means, and I see this all thetime.
I don't do marketing, I do.
I just have word of mouth.
Like word of mouth is what youpull up on Google, what you pull
up on social media, yourbranding and all that stuff.
So if your branding is trash,they're not going to say, oh,
call XYZ pressure washing, uh,that's the word of mouth guy.
(08:13):
No, they're going to say, callClay, call Matt.
Those guys know what they'redoing, whether they've used us
or they don't.
The word of mouth spreadsbecause of the consistency we
have in our brand.
That's across all platforms.
You see your neighbor acrossthe street, we have our trucks
at their house, you see uspressure washing the football
stadium at your college, likeeverything loops together.
And then that's that power ofconsistency of the brand that
(08:35):
we're talking about today onthis episode, and I guess, my
point being when we tied into,like going out in person.
Be smart, know when to go out.
When we're down at a collegeand we're doing $20,000 worth of
work, of course we're going togo down there.
But when you're going to asubdivision and you know the
range of pricing for thehousewash is three to $500.
(08:57):
And you're going to lose thatbid unless you're probably three
to 450.
Like, don't show up, don't tryto impress people with your
generic branding and messaging.
Like, get out of that trance.
Because that's why you guys areslow, because you're not
focusing on trying to get morebusiness.
You're focusing on these stupidnuances where you should be
getting the job done, movingforward.
Don't try to like, don't try torate.
(09:18):
Like we're a commodity now andI know it's, it's.
It's hard to accept.
But like you can't show up andcharge 30 cents a square to soft
wash.
You might, but overall you'renot going to be a successful
business and you'll probably begoing back to your normal job
just because the market isn'tbearing that anymore.
So if you're not able toefficiently go in, knock out
jobs and get more work, you'renot going to be competitive or
(09:40):
successful anymore in this space.
And that's a hard lesson.
But too many people we see,especially new guys are clueless
.
They're clueless about pricing.
They have no value yet.
Nothing against you guys, butif you're new to the business,
you don't have any value yetbecause you just don't know you
can do everything.
You think you're doing right,but if you don't have the
experience, if you don't havethe time in in the grind in the
(10:07):
trade you're, you just can'tcompete with people like Clay
and I, who've been around theblock and has four or 5,000 jobs
under our belts and have 500Google reviews and we've been
doing over a million dollars inbusiness.
It's not.
It's so you're coming at us oryou're coming to try to compete
with us at a really high pricepoint, trying to do all these
song and dance door to door,throw these flyers out and like
I don't know what it is.
(10:27):
But I guess the market andYouTube and everybody thinks, oh
, we're slow, go door to door,go feet on the ground.
That is definitely not workingnowadays.
That is devaluing the heck outof pressure, washing businesses
because everybody's doing it andeverybody's doing it with a
four gallon a minute machine.
They're wheeling behindthemselves as they're, like a
college kid, so like if you area professional, legitimate
(10:48):
business.
Focus on consistent branding,focus on professional marketing.
Don't focus on door to door andevery generic crap.
That worked maybe 10 years ago,but every high school kid,
every part timer, is doing it.
So you're just racing to thebottom at a price war on this
and I see this all the time.
People are complaining andbitching oh, just knock 5,000
doors Cool, you're going tospend a whole summer knocking
(11:12):
doors to maybe make 15 grand.
Figure out how to improve yourbrand, improve your marketing,
improve your online presence andthen go make $15,000 in a week.
Like, there's levels to thisgame.
And when people come in strongegos and they try to say, oh,
Clay and I, what we're doing isnot right, we should be doing
this, I always ask hey, guy,awesome, glad to see that you're
(11:34):
doing great, but what kind ofrevenues are you doing?
And then it's always crickets,it's always silence, because
there's levels to the game andthere's levels to the game and
what works at one level doesn'tnecessarily work at the next.
We are at a different levelthan a lot of people and we're
at a different level than wherewe were last year or the year
before.
So, like, what we talk about isdeeper level stuff than 99% of
(11:55):
people Like if you're trying tomake $30,000 a month, that's
great, but that's like onetruckload in a month.
Like Clay and I are bothbanging out like pretty solid
months here consistently yearover year.
So the wisdom that we haveabout the branding and the
marketing is the reason we'resuccessful today and it's not
because of generic door knocking, door hangers, upsell
(12:20):
mentalities Like that's justkind of like we're, we're not in
that space.
So like this episode isexciting for me because, like
we're, we're starting to see thefruits of our labors with the
branding and all thatconsistency we've put in over
time.
But there's my, there's my,absolutely aha, yeah, well.
Speaker 2 (12:38):
Well, the biggest thing when you are going to the,
the clip fires, the clip flyersand then the uh, the door
knocking and stuff like that,that stuff's great, like if
you're brand new in business,whatever.
But if you go back and you lookat these guys, if you're
following any of these gurus,and you go back and you look at
their reputation as a business,you go to Google, you search
(13:00):
their business any of these guysthat are preaching this kind of
marketing and you look at theirreviews, you will see bad
reviews about people saying, oh,these guys are littering, these
guys will not leave me alone.
These guys are putting thesestupid things in my driveway
that I'm having to pick up everymonth.
People do not like that stuff.
You want the customers to beyour friend.
You want them to like you.
(13:21):
You want that person to tell 10other neighbors about you.
I mean, and we're in the homeservice business it's going to
be hard to make everybody happy,but just from the stuff that me
and Matt have learned over theyears, obviously we're
consistently growing.
We're consistently doing greatnumbers, even in a I guess you
(13:43):
would say a bad economy.
I wouldn't say our economy isgreat right now, but it's not as
good as it was.
We're consistently stillputting up those numbers.
We're still growing.
Our percentages over a year aregrowing and growing and growing
and growing.
We're only going up.
So what we know, we knowthrough our CRMs, our data, our
reporting, everything that weput in our CRM every day.
We know that our brands areconsistently growing, no matter
(14:04):
what's thrown at us.
And I've heard a lot of thesmaller guys say, hey, I'm
struggling to get work, I don'tknow what to do.
And a lot of these guys thatyou look at, you know that all
they're doing is word of mouthor posting in Facebook groups
and that's the only onemarketing that they're doing,
but it's probably the onlymarketing that they know.
They haven't been taught.
They followed the wrong adviceon the internet on somebody that
(14:28):
thinks they know what they'redoing.
They're blasting and sayingthey're doing big numbers, but,
as I've said time and time again, you can do a big number once,
but if you cannot do that bignumber consistently, then it
doesn't really matter, it'sirrelevant.
So that's why we are stressingand preaching the importance of
branding.
You consistently brand, you putyour name out there.
(14:49):
When you're done with acustomer, you tell them.
Hey, if you would tell, tellyour friends, tell your family,
tell everybody about us, we'dlove to.
We'd love to do that too.
And then next year, when itcomes around, that customer may
get your follow-up email.
I know we've talked about that.
We're sending follow-up emailsnow, a year after their service.
(15:09):
They may not be ready to gettheir house cleaned again, but
they may be around somebody thatdoes Consistently throwing your
name out there.
I know Matt does newsletters.
He's staying in the top ofpeople's heads, putting those
important things in place, theright processes.
Another big thing is a lot ofpeople love me because our
(15:30):
uniforms match our wraps on ourtrucks.
I mean, we're just professional.
All of our branding falls intogether and it just it gives
the customer a sense of moreconfidence.
They're not as timid as theywere from the beginning when you
had that first phone call withthem, because they were screwed
by their last pressure washingguy.
The biggest thing is buildingtrust with your customer.
(15:52):
Make the customer like you andthen from there on out it's just
like a friendship.
Years down the road I go backand see these other guys and
they're like okay, go ahead, weknow you do a good job, Go right
ahead and we'll get you paidwhen you're done.
You know Exactly so.
Once you build that customerbase, build the brand, they just
you're just like a friend tothem pretty much.
You're not, you're no longer alike an amigo coming and showing
(16:15):
up and doing some work at theirhouse.
Speaker 1 (16:17):
Exactly.
And there's nothing wrong withthe door-to-door hustle college
kid in the summertime, like.
But that's not a professionalcompany and you will get hired
on doing work like that.
Because you see these youtubeguys and they make more money
from selling somebody a freedriveway or going up and saying
let me wash your driveway forfree.
They make more money off oftheir monetization of their
(16:39):
youtube channel.
Then they're making pressurewashing.
There's's nothing wrong withthat hustle.
But if you want to be alegitimate business, that's not
the right business model tofollow Just because people can
go to somebody's house and say,knock, knock, knock, let me wash
your driveway for $99.
You're not really creating anyvalue there.
You're doing something at adiscounted rate and they say,
okay, sure, I can do that.
(17:00):
So like if you're trying todoor to door into these really
high tickets, I don't know, Imean like if you don't have
anything else to do, you don'thave any money to spend on
marketing.
Maybe that's the only optionyou have.
But uh, like man, it's justhard to establish a brand that
way in this internet world.
We're getting jobs off of ai.
People aren't at their homes,people don't want to answer the
(17:21):
door.
They see, see this guy spammingLike I can't tell you how many
times.
Oh, I had like three pressurewashers knock on my door and
then they called me because I'mthe guy they use.
I'm not here wasting my timelike lowering the value of my
brand by harassing people attheir doors.
Nobody wants this anymore.
Clip flyers, too, it's allgeneric.
(17:44):
You don't want to spam people'sdriveways.
Clay and I both we haveliterally seen the clip flyer
with a price written on it thatis half the price of ours and
they chose us instead.
Like we don't want that.
We're not spamming people.
We, we are building a brandthat's lasting the test of time.
We're not hustling for one totwo years, making a little bit
of money and then off to thenext thing, and that's the.
If you're doing these kind ofguerrilla style of marketings,
(18:08):
you're not establishing like adepth to your brand.
You're not omnipresent.
You're not on TV.
You're not on as Clay and I donow like we have podcasts
together.
That's kind of a selling pointI'll even use too with my
pressure.
People will ask me stupidquestions because they're so
used to these 99 type guys whoare going clip flyering or what
they're doing.
They're door knocking andthey're saying, oh well, this
(18:29):
kid, he was really hungry andambitious, but like he, he's
gonna damage my house.
Or like he doesn't know, hedoesn't like.
They view you completelydifferently than a well-branded
business that shows up.
I have employees I canliterally have employees that I
hire in the summertime and Ihave college kids that help me
out.
Sure, you could say I'm theowner-operator, I've been doing
(18:49):
this for years.
But my college kids get tips,get good reviews and everything,
because they follow theprocesses of our branding.
They show up in uniforms andthey show up in a wrap truck.
They have professionalequipment, the whole system
follow up process from beforethe job.
Here's some videos on ourservices.
(19:09):
Here's some questions like wedeliver such a high value brand
experience that I can havesomebody that's pressure washed
for two or three weeks and theyover deliver far more than
somebody who doesn't have allthat branding in place.
And that's where the ability toscale comes in, because you're
allowed, you're able to haveemployees show up, follow the
processes that you have laid outand then and then they're
literally doing pressure washing, which anybody can pressure
(19:31):
wash.
You give somebody a pressurewasher and some SH there you go,
go out and make some money.
So we need to focus more onstop stressing about like how
much individual jobs costing,stop stressing about this or
that and focus on like thatbrand, focus on putting people
in place to get the workcompleted.
And then your job as the owner,as the business off, as the
(19:53):
businessman, is to go out andposition yourself and your teams
so they can get as much work aspossible and then keep them
flowing and keep them busy.
And it's a pretty simple game.
People just get so fixatedbackwards on the technical, on
the owner-operator mindset,stuff.
Again, nothing wrong with any ofthat stuff, but as we go into
these tougher economic times andthere's a lot of competition
(20:15):
Clay and I say it's like we'renot necessarily taking business
from each other.
We're mainly eating up marketshare from a lot of these
owner-operator guys.
Like my competition isn't clayand vice versa.
We're over here saying how canI get business from these new
guys or from these guys havebeen doing it for 20 years that
are losing jobs to us?
And that's the mindset you haveto have as you go forward with
(20:37):
whatever's going on in the worldor inflation or just the sheer
amount of pressure washer peoplewe have today.
Like you cannot compete wheneverybody's doing the exact same
formula.
And if you've been doing it foryears and you say this works,
you probably noticed a drop inbusiness this year.
And that's coming not just frommy experience, but talking to
other guys who've been in thefield.
Guys have been at this for 20years plus.
(20:58):
If you're not evolving andchanging with the times, you're
going to be left behind.
Speaker 2 (21:05):
You're 100 hundred percent correct and it's simply
not personal, like we're nottargeting certain businesses,
like it's specifically abusiness transaction, like Matt
pushes me to do other things.
We bid against each other andwe ask each other.
We kind of scale off each otherand try to say, okay, where
were you at on this one, what'sgoing on with this customer?
We just happened the other day,yesterday, when we were looking
(21:27):
at sharing some information,and that's how we build each
other up, that's how we getbetter, that's how we learn from
each other, that's how wefigure out okay, maybe we priced
it a little differently here.
Or we say, okay, well, thiscustomer must have just been
cheap, right?
So well, this customer musthave just been cheap, right.
So we specifically like work oneach other and work on our
businesses and we go throughdifferent things and make sure
they work.
(21:47):
So that's the most importantthing, what we have preached
about finding somebody that youcan work well with, even if it
is competitive.
Like Matt's my only competition.
He's the only person I see ascompetition.
But look at us.
We're doing a podcast together.
We talk to each other every day.
We collaborate at the top, youknow, and if I lose a job to
Matt, then whatever.
Like I sleep well at nighteither way, it's just a business
(22:09):
.
It's just part of business.
Speaker 1 (22:15):
Exactly right.
And his key word there if Ilose a job, who cares?
People are too fixated onlosing a job that they miss out
on building a business withsomebody.
And like Clay and I, we're bothbuilding each other's
businesses, like with, with,like we're helping each other
build each other's businessesand whatever direction him or I
want to take, like we have eachother as like, almost like
non-bullshitting, likeconsultants, like we're not
(22:36):
going to just say, oh, that'sgreat idea, that's a great idea.
Like, yes, man, it's gonna belike as a competitor, like we'll
use this sometimes to be like,hey, as a competitor, I want you
to do that, but as a friend, Isay you probably shouldn't do
that.
And that's like honest feedbackthat you need to keep you in
check.
It's like, hey, me competingwith you trying to get more
market share.
I say go for it, because Ithink that's gonna be a flaw.
(22:56):
And then we keep each other incheck.
And it's like cool.
We may lose jobs on the low end,like small day-to-day stuff.
We may lose together, but ifI'm losing 300 bucks, but we're
able to like scale trucks andgrow businesses and keep each
other in check, it's like cool.
Like we have three trucks onthe road, $100,000 a month.
I don't care about losing a$300 job here and there.
So it's bigger picture andthat's kind of the overall thing
(23:19):
with building a business, asopposed to being that owner,
operator, technician, where like, everything is in your hands
and like, oh, you eat.
You literally like live and dieby the job right in front of
you and that's the trap that youcan get stuck in.
And it's a difficult spacebecause, client, I've both been
there and the objective of likethe wash bros is whether you use
us or you use somebody local.
(23:40):
You build that network withpeople that can help like raise
the tide, so like rising tidesraise all ships.
So if you're surrounded by guyswho are constantly pushing,
constantly growing, you're goingto have to grow, otherwise you
probably will outgrow thatfriendship and I know I do
personally and I'm sure Clay, ashe's grown his business, he's
probably grown himself out oflike previous friendships that
(24:00):
he had before he started this.
And you always kind of want toseek people that are on the same
level or, if not higher thanyou.
That way you're not just stuckin life Because we could easily
go through the Facebook groupsand people are bitching about
the world and be positive.
Speaker 2 (24:15):
Right, the biggest thing is mentality, and I've
always kind of ran off of this.
Always take advice fromsomebody that's doing something
that you want to do or they'recurrently and presently where
you want to be, not that you'retrying to be like anybody else,
but if they have accomplishedthe things that you're trying to
accomplish, you want to be withthat guy, you want to buddy up
with that guy, you want to talkto that guy, you want to say
(24:38):
okay, put your ego aside, learnfrom that person.
Speaker 1 (24:47):
Try to figure out what you need to do to get where
he's at.
Yes, because there's thingsthat Clay does better than me
and things that I can do betterthan Clay from experience.
We all have differentexperiences and different ways
of doing things.
It's a win-win relationship onboth ends.
That's just super important.
Speaker 2 (25:02):
Yeah Right, going back to the clip flyer thing,
I've literally shown up to jobsand like the price is always
lower.
And what we have donedifferently here is we didn't
(25:33):
let her in the customer'sdriveway.
We made it easy for thecustomer to find us with our
branding.
We have been everywhere socialmedia, google Well, in my case,
I've been on TV.
You can see me just aboutanywhere you go, especially
digitally, with everybody havinga phone in their hand.
And another thing is okay,you're new.
(25:55):
You're throwing clip flyers outif they, if they look up your,
your company on tv not on tv, onthe internet, on google, and
you don't have any reviews andyou're basically wasting your
money on those clip flyers.
You need to put your own spinon.
You can't just throw a clipfire in somebody's driveway and
just hope they call you.
You've got to build some sortof value there.
(26:15):
You've got to create a presenceonline when they go online and
they look up your company.
If you've thrown the clip fire,there's just no trust.
You've built no trust.
You've built no value.
So if you're new in thisbusiness and you're doing that
style of marketing, I wouldhighly recommend finding
everybody you can find.
Go and watch houses for freefor Google reviews.
Push those Google reviews ashard as you can because people
(26:37):
are really realistically, like Iknow, with me, especially in
our saturated market.
I'm not even going to consideranybody until they have 50 to
100 Google reviews at least.
Speaker 1 (26:47):
Easy, easy.
Speaker 2 (26:49):
Easy, and that's just because our market specifically
is saturated.
And then to butt up against oreven compete against somebody
like me or Matt with three to500 Google reviews, you're going
to probably have to be half ourprice Correct, just because we
have the value, we have thereputation we've done a lot of
jobs, we have the brand, havethe reputation, we've done a lot
(27:10):
of jobs, we have the brand.
Speaker 1 (27:11):
It's just building that customer trust and I think
that's the key thing is buildingthe trust with the customer,
exactly, and the problem that wesee is we have guys with lower
brands who don't care about that, who are showing up to pressure
wash the same things we do, thesame product, the end product
that the customer gets with us,and they think that they can
charge double what we'recharging sure you're blaming us
(27:33):
for bringing the market andthey're blaming us for bringing
the market to that again.
Whatever you guys want to do,but like when supply and demand?
I don't know economics 101.
I don't know if any of you guyswent to college.
You don't raise your priceswhen there's so much supply in
the market and then complain.
Again if you're an owneroperator running one truck going
(27:55):
high ticket model, or you havemore leads, you know what to do
with, then raise your prices.
Don't think that, oh, I need toraise my prices because of
inflation.
Well, how many jobs do you haveon the books?
How much revenue are you doing?
Cause, stop fixating on like,oh, it's profitability is
everything you need to have.
You need to have volume and youneed to have revenue.
(28:16):
Otherwise it's like, oh, I'm100% profitable.
What did you do?
I did 1000 bucks,congratulations.
You just went out of business.
Or do you want to say, oh,amazon, they suck because they
have low profitability.
Walmart, they suck because theyhave low profitability.
Like, I don't want that model.
The richest companies in theworld are high volume, low
margin.
If you think that, oh, like allit, all that matters is like
(28:43):
your profitability, you, youprobably need to grow more and
and you don't need to be tryingto make 500 an hour on one or
two jobs you need to say how canI fill out my week?
So I have an overabundance ofwork coming in, so I have, like
we do, really solidprofitability and we're priced
very fairly.
It's not that difficult.
You got to be in the middle.
You can't be one extreme or theother.
Speaker 2 (29:03):
I mean, you know, I mean you know, matt, but we we
shoot for the $300 an hour if wecan.
So if I can do a 10 hour dayand bust out three grand, there
it is, you know, right.
So the biggest, the biggestthing that I've just noticed,
the guys, just they, they'rereally uneducated, they really
don't have the right mentality.
They haven't understood.
They haven't been throughenough business to understand.
(29:25):
And I was fortunate enough togo through business and see, uh,
how it really ran before I wentand I did this, started my own
thing.
But, uh, it's more of amentality thing and if you guys
follow us and you listen to us,you will definitely learn a
whole lot more than what you'relearning on the guru stuff, on
the youtube, the, the tech net,the technicalities of, uh, how
(29:49):
the business operates.
The business is the mostimportant thing.
It's not your equipment.
You know, um, I can go out witha four gallon minute machine
tomorrow and make probably morethan 90% of the guys in my area.
It's just knowing how to get towork, how to do it efficiently,
how to make the customer happy,how to get the Google reviews,
how to get paid, how to not haveany problems, how to you know?
(30:12):
Just the end of the day, it'sjust making the customer happy.
Speaker 1 (30:16):
Exactly Like I can bring in a college kid and they
can get more tips than I do andGoogle reviews and happy
customer experiences.
And they don't have years ofpressure washing experience.
They don't have all the toolsin there and like they't have
years of pressure washingexperience, they don't have all
the tools in there.
And like they, they have a we,we have a downstream injector
(30:36):
and a pressure washer.
These guys can bang out a tonof work, get great reviews, get
great customer experience andthat is the business.
The business isn't.
Oh, I've been doing this for 25years.
What do they know?
Customer doesn't care.
Customer likes to see somefriendly, like ambitious college
kid with a nice branded companyand a positive attitude.
That is business 101.
(30:58):
Don't get lost and confused inthe technical.
Don't get so stuck in your headthat you completely
misunderstand what a business isabout.
Think of a business, think ofcustomers as like dating, and
you don't just go up to somebodyand randomly leave a note on
their car and say will you goout with me?
Here's my number.
Some of you guys do, based onhow you run your businesses, but
that's not gonna work moretimes than not.
(31:19):
Build value, treat it like hey,I wanna have friends.
How do you have friends?
You almost have to makeyourself popular.
How do you become popular?
You become likable.
You like other people.
You build value in what youlike, with your interest.
So people want to be attractedto you and that's what we have
to do in our business.
It doesn't happen from spammingpeople, going to that girl's
(31:42):
house down the street, knockingon her door and stalking her and
saying, hey, I want to cleanyour house.
Hey, I want to go on a date.
They're going to call the copson you.
What makes it any differentthan if you're doing that to try
to take money out of theirpocket, when they're saying my
house doesn't need to be clean?
What is this guy doing?
I'm just trying to enjoy my dayand I got this guy banging on
my door trying to take $300 fromme Instantly.
They're going to get a bad idea, but you guys aren't doing
(32:11):
anything differently than the 20other guys that do that every
day.
Figure out how to attractcustomers to you and you do that
via your branding.
And understand.
People are on social media,people are on Google.
Nowadays people are asking chat, gpt and AI.
If you're not on theseplatforms, you're irrelevant in
today's world.
That not harsh, that's justfacts.
So if you're wanting to grow areal business, build that brand
(32:33):
up, get that online presence and, like clay says, if you're new
and you have a lot of time onyour hands, go knock and
pressure wash for free.
Some of these youtube guys aregeniuses because they built
their businesses, which ismonetizing youtube, off of
knocking on somebody's door andproviding value.
Knocking on somebody's door andproviding value, knocking on
somebody's door and trying tosell them something, is not
value.
Figure it out.
Speaker 2 (32:56):
Correct.
I believe we've about bangedthis one out, Matt Been.
A lot of good resources, a lotof good knowledge here, for all
of our listeners for sure.
Speaker 1 (33:07):
And branding is a great thing.
And follow us at the wash bros,where we got tons of stuff, uh
how to improve your brand.
Ai is cool, we're playing withsome bigfoot videos too, so my
bigfoot's gonna be beat.
I should make a video ofbigfoot beating your clip flyer.
That should be a great one yeah, that would be awesome.
Speaker 2 (33:27):
That'd be a good post for the.
Speaker 1 (33:28):
We should do some wash bros ai bigfoot meetings.
Yeah, that'd be funny thatwould be badass.
Speaker 2 (33:34):
Yeah, we could share it in a pressure washing group.
Yes, but, uh, the biggest thing, uh, you know, if you gain
value today with our, with ourpodcast, please share with
another friend.
I know everybody's got a friend.
They're talking about pressurewashing.
Please share, share ourinformation to them.
Uh, we're always looking tohelp try to grow this podcast,
trying to get get into biggerthings with this and uh, just
(33:55):
remember, it's just about beingconsistent, consistently
branding, consistently gainingknowledge, consistently asking
the right questions to thepeople.
Like I said earlier, you wantto.
You want to ask advice from thepeople that are where you want
to be right.
So, thanks for listening.
Follow us on the Wash Brospodcast page on Facebook.
Youtube, the Wash Bros group.
(34:18):
We have a private group wherewe share numbers, share videos,
different things, just like aregular pressure washing group.
Follow my page, clay Smithpersonal page.
It's my personal page onFacebook.
My business page is C3 washpros llc.
Follower matthew jackson.
That's matt's page.
Uh, his personal page onfacebook.
Speaker 1 (34:36):
And uh, matt the driveway guy so, uh, I mean
another great episode that, like, there's so much content uh in
the wash pro.
So if you guys just justconnected with us, make sure to
go to, uh, like and subscribe onall the platforms, the, the,
the platforms where you canwatch your itunes.
(34:57):
Like, clay and I both, when wewe did episodes one, we were
both in a completely differentsituation than we are today.
So we literally just lay outthe framework and and you can
see the results as we've gonethrough two seasons with 20
episodes.
So, uh, that's everything on myend.
You guys uh can make sure tocheck us out, leave us some
comments and we'll see you onthe next one.
(35:17):
Peace.
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