July 13, 2025 • 29 mins
Two unexpected paths to a $60,000 month in the pressure washing business.
Matt Jackson and Clay Smith of the Wash Bros podcast reveal exactly how they both cleared $60,000 in June—through completely different approaches. Clay dominated the residential market with a staggering 110 jobs between two trucks, while Matt balanced 96 jobs with $14,000 in commercial projects that came through years of relationship building.
The episode dismantles common industry myths about equipment obsession and "get-rich-quick" mentalities that plague new business owners. Both hosts share candid insights about what actually matters: consistent marketing regardless of season, professional business systems, and shifting from technician mindset to true business owner thinking.
"The business is the systems you create," Matt explains. "Clay and I are both doing a podcast right now and we have employees out there making us $1,000 plus right now." This ability to build operations that function without the owner's constant presence separates sustainable businesses from those that collapse when the owner steps away.
Their most powerful advice centers on longevity—how showing up professionally day after day, year after year creates opportunities that can't be manufactured through paid advertising alone. Commercial clients don't find you through Google; they come through relationships and reputation. These insights make this episode essential listening for anyone serious about building a pressure washing business with genuine long-term value.
Whether you're just starting or looking to scale beyond the "owner-operator trap," this episode offers actionable wisdom from two operators who've proven their systems work in a competitive market.
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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're the Wash Bros.
Thanks for tuning in thisweek's episode.
We're going to be on episode 23.
So it's crazy, we're already atepisode 23 here.
It is going to be the secondweek of July, so what we want to
do is kind of recap what we didin June and just kind of break
down our our months.
We both hit around that 60,000.
(00:54):
We both cleared $60,000 in June.
So that was like a massivemonth for those both.
We like that because with twotrucks at 30, 30,000 a piece,
that's kind of a good capacityfill without killing your team.
So what we figured today we'regoing to break down the numbers
how we got there.
Did we have commercial work?
Did we have a lot ofresidential volume?
(01:16):
Like kind of go breakeverything down to tell you how
we analyze a month, like what wejust had here in June.
So you want to kick this thingoff, clay as always.
Speaker 2 (01:27):
Everybody, I appreciate you listening.
Thanks for tuning in to ourshows, thanks for listening to
all our episodes.
You're the reason we keep doingthis.
All the downloads we've gottenis awesome.
20 different countries andhowever many hundreds of cities
is pretty badass.
I love everybody that uhfollows us and our journey.
I've had great feedback fromeverybody that is looking into
(01:48):
the mentorship stuff.
Everybody's wanting some help.
Be happy to help.
That's what we're here for.
That's why we do this.
However, we just come off agreat month, june.
It was my record month.
I've never done as much as 60grand ever, and it's all from
following the processes that wetalk about on this show.
So, which is badass because Ican share my story and, um, the
(02:11):
biggest thing I know, matt wastalking about commercial,
residential, whatnot.
Matt had a lot more commercial.
Um, he's trying to positionhimself towards that commercial
and I did uh about 110residential jobs between two
trucks, so we were busy knockingout that residential work.
Matt was doing the commercial.
It's all about what angle youwant to go at.
You know everybody, there's noright blueprint for how to get
(02:33):
to that revenue Right, and thena lot of people I think that
they're more stuck in the higherticket volume, trying to get
that bigger ticket, trying toget rich off of one customer
versus trying to chase a fewlike we do.
We're doing seven or eight jobsa day at fifteen hundred
dollars a minimum and that's howwe're getting to that big
number at the end of the month.
Speaker 1 (02:56):
Exactly, I'm just pulling up on my end.
Last month on my house call pro, yeah, like we didn't do the
number, we had 96 jobs so we hadless jobs than clay did.
Uh, and then commercial helpedus out.
I'm just pulling this, thebreakdown of commercial I've got
.
We did around 14 000 incommercial work last month.
(03:20):
So therefore, like, if you wantto break that down, that shows
you how much residential volumethat Clay's able to do.
If, like we, if he was doing$60,000 in residential, we were
doing closer to the $45,000range on residential.
So our objective as we grow withtrucks is to get like kind of
bigger tickets and more stablework, because residential can be
(03:40):
a lot of ebbs and flows andit's a lot of stops.
So with multiple guys, if I canpull guys on a bigger job site
and have two trucks there forone or two days and say we bang
out $5,000, $6,000 in like twodays helps fill the time, the
guys don't feel super rushed andit just is better logistically
for us and how we're set up.
So that's why I'm trying tomake a push more into commercial
(04:03):
.
We do like our brandpositioning with videos.
We try to post a lot morecommercial stuff, trying to
network a little bit with ouraudience and just like the image
we're putting out, we wanted toshowcase more commercial work
that we do.
So if you're on social media orif you're just kind of a repeat
customer of ours, we're saying,hey, not only do we clean your
(04:24):
house, but we're showcasingthese commercial projects that
we do, just anything like that,because the commercial game is a
lot of relationships and wordof mouth, like, yeah, you can
get commercial work over Googleand all that stuff.
Accounts that I have commercialwise, they've come from repeats
or word of mouth where somebodyreaches out because they've
(04:47):
been watching us for a while orthey're a residential customer
of ours and they say, hey, letme give you a shot on a big
project and we deliver there too.
So it's.
I wish there was like an easyway to jump straight into
commercial work.
I don't think there really is,because it's kind of a desired
market.
You also have to be ready forit, so you don't want to say, oh
, I want to go from like zero tothis.
(05:09):
Like Clay and I both wentthrough the stages where we had
the smaller equipment, we'reworking our way up in the
residential ladder and then nowlike we're worthwhile.
We can go do a $10,000 cardealership, like Clay's done, or
we can go do a college campusor like a football stadium,
where it is a sizable projectand you have to not only have
the manpower but you have tohave the equipment and you have
(05:31):
to logistically understand howthe whole thing works.
So ideally, like commercial iswhere we want to be.
But again, the downside ofcommercial is kind of what we're
sitting on now.
Say, we did $15,000 last monthin commercial.
I'm pretty much still waitingon $15,000 to get paid.
So if we don't have thatresidential work that's
backfilling the day-to-day topay for my bills, keeping the
(05:51):
lights on, keeping the employeespaid and happy, you're going to
be stuck with the bag on thatone.
So it's kind of a blend.
You don't want to be too enoughin another, otherwise it can
just be a struggle.
Speaker 2 (06:04):
So you want to the biggest thing that you said with
the commercial work.
Anybody that's called me off ofany paid marketing has only
used me once, Anybody that has arelationship with me.
If I was referred to them or itwas a residential customer,
like you say, that gave us anopportunity or any of the other
things it's always been aresidual income.
(06:25):
As far as commercial goes, Allof the paid marketing is
something that they need itright now and they want it done
because corporate's coming in orthey have to get it done by
this timeline.
They really don't care.
They just want a good price andwant you to come in and do a
good job and they'll forgetabout you if you don't follow up
with them.
And then nine times out of 10,it's a once in a 20 year type
deal.
(06:45):
That's just my experience withthe commercial, with the paid
marketing.
But they're on the flip side.
I'm in with a propertymanagement company with
apartments and I've been takingcare of them one property for a
year and just so happens, aproperty manager was in a
meeting with all the otherproperty managers of the company
(07:06):
.
So now I got the opportunity ofquoting and getting all the
work for all the properties ofthe whole company.
So that's what I mean when itcomes to relationships and stuff
like that, and I originally gotthat connection off a
relationship, not off a paidmarketing.
Speaker 1 (07:22):
I 100% agree there and that's the thing.
I feel like people have been soconvinced that this is a
get-rich-quick scheme, how tomake $1,000 in a day.
That's a very trendy viralthing that you see on YouTube.
You see the people in theFacebook groups.
You see these people like Clayand I were talking about trying
to rip somebody's head off,making a million dollars off of
one customer and that's not howit works.
(07:46):
You deliver value.
You grow your business.
People see that you can handlea lot of work.
They see your reputationstaying with you.
They see you've got years inthe game and then these bigger
opportunities come to you.
And then to Clay's point againlike I could run pressure
washing ads for like commercialpressure washing near me and I
may get some one-offs, butmajority of the people doing big
commercial work they're lockedin with a property management
(08:07):
group, facility management group.
It's not a game where you justget a call and they say, hey,
come watch this $10,000 buildingfor us.
Like there's a W-9 required,there's a certificate of
insurance required.
You also have to be insuredcorrectly.
A lot of you guys aren'tinsured correctly.
Nothing wrong with that, butthere's no reason to pay all
this extra money for insuranceif you're not in that space.
(08:28):
So if you're new and you think,oh man, I need to do commercial
work and I'm 18 years old and Igot a four gallon a minute
machine, great, not knocking thehustle, but understand your
place and understand the valueyou provide so you can best
provide that value to yourdirect customers.
At that time I wasn't chasingthese commercial jobs.
In 2020, when I was brand new,doing stuff off the truck, I
(08:49):
wasn't chasing this stuff untilI had a crew built up, until we
were banging out a lot of volumeof this stuff and until, yeah,
we've done over a hundredthousand dollars plus in
commercial work.
We could show up to a building,a $50 million building in
downtown Greenville.
We can do that with kind oflike restoration type cleaning
services where you're like, hey,we could damage this, this
(09:09):
could be bad for our reputationif we don't do it correctly.
We can knock that out easily ona Saturday, pocket 500 bucks an
hour and then go home.
I would never have dreamed ofdoing that years ago, just
because we weren't at that pointto be ready yet years ago, just
because we weren't at thatpoint to be ready yet, and, uh,
to like how the market is thelast month our residential leads
are down.
Clay's really doing a great jobof locking down the market
(09:31):
locally with a lot ofresidential volume and uh like
we just didn't have the samelead volume as he did.
Luckily that commercial has hasallowed us to float, picked us
up.
Like we were saying I'm goingthrough my report we did almost
15 grand last month incommercial, so Clay's got like a
15 grand spread on me withresidential work.
So therefore, understanding thedirection of your business in
(09:53):
the market and hey, if I'mgetting 15 grand of commercial
work, I don't have to hit thatresidential sector as hard to
fill that capacity of both ofour trucks.
So again, I've been at this gamefor a while, clay's been at
this game for a while.
You just got to be okay to ebband flow with what's coming to
your business.
Naturally you don't want toforce anything.
I'm not over here trying to sayI woke up one day and my
(10:14):
objective is to clean dumpsterpads all day long and I'm just
going to get dumpster padsbecause I saw a guy online say
you can make X amount of moneyreoccurring off of that.
No, like a lot of times, yourbusiness will attract certain
types of jobs and relationshipsand you just kind of flow into
that and then it'll grownaturally in that direction.
That's kind of the guys in thejump, like what I've realized in
(10:38):
the last couple of years withattracting commercial work.
Like the best jobs come to you.
Speaker 2 (10:44):
I agree 100%, like you say it's time in the last
couple of years, with attractingcommercial work.
Like the best jobs come to you.
I agree a hundred percent.
Like you say it's time in thegame.
The longer I'm in the game, themore I get calls from you know
the city.
Or like you're working for thecity of Greer you know I
originally was called by thecity of Greer.
All the local cities startreaching out.
They're like damn.
So that makes you feel good.
You start noticing that peopleare seeing you.
(11:08):
You're doing a great job withyour brand.
I think that's truly a proudmoment as a business owner when
you start to realize, hey, thecity officials and people around
are actually noticing yourbrand.
You're like damn, I've done agreat job at Brandon.
Like these guys are reachingout to me, they're shooting me
emails, want me to bid on thisstuff.
They want me to contact themabout cleaning all the
(11:31):
facilities annually or quarterlyor whatnot.
And that's that's.
That's the cool thing aboutBrandon.
You work so hard on doing itand then you start to see it
finally pay off.
Speaker 1 (11:40):
It doesn't mean let up.
Speaker 2 (11:41):
You got to consistently keep going with it
and I think that's been a hugepart of my success just always
marketing, no matter the season,no matter the day, no matter
the month.
Speaker 1 (11:51):
If it's slow, if it's busy, consistently run with it
100% what he says too, becausethis kind of brings me back to
when clay and I first met.
I was running more of like he.
He started out and inspired meto really dump more money into
advertising because I was like,oh, I put $300 a month into
Google ads and, like I wasrunning one truck, maxing it out
like 30 K a month, which wasbig for what I wanted to work.
(12:13):
And then and then, um, claykind of opened my eyes of like,
no, I got to keep myself on this, otherwise I'm going to be
stuck here for a while.
And that helped me push intobuilding this business with
multiple trucks and making itmore of a legit business versus
like I'm going to work 10 hoursa day to make that $30,000 a
month owner operator trap.
That is easy to get stuck inwhere you have no time, you're
(12:36):
exhausted all the time and youfeel like you're just constantly
one step in front of lead flow,one step in front of customer
problems.
And I can't stress enough howimportant it is to stay on
marketing and stay onconsistency with your branding,
because you can quickly becomeirrelevant in this space.
I've seen guys go from beinglike the big shit company around
(12:56):
here to being irrelevant, toselling, to like almost going
out of business, and I've seenthat with two really big players
in our local market recentlywithin within the last couple
years.
So like you can be the top ofthe game, you can be the number
one guy, you can be doing it for20 years and if you take your
foot off the gas for a coupleyears you're going to be going
(13:16):
out of business.
And that's just the nature ofthis beast.
We're in a game where we're notlocked down by contracts.
The value of our companies ispretty much like you wake up,
you hit the ground, running, youmarket and then you keep going
because with the competition,with the economy, and you guys
are seeing it like.
We're seeing it too on ourgroups and personally we're
seeing it like this year for usis probably going to be a flat
(13:38):
year but thankfully to a lot ofcommercial work that's come in
through our branding and how ourcompany's evolved upward,
that's kept us afloat.
Residential has really droppedoff a ledge.
Clay's doing a fantastic job ofscooping up a lot of the market
there, but everybody's down andit's one of those things that
(13:58):
if we took our foot off the gasand said oh, look at us, our
business would be half the sizeit is today.
And that's why, if you guys arelistening and you guys are
stressed out about stuff oryou're down, just be like you
know what.
This is an ebb and flow, thisis business, and you may have a
terrible month and then the nextmonth you may get a call from a
property management company andyou may get a $10,000 project
(14:19):
and it's kind of that's kind ofhow it's been.
This is a game where the winnersof this game are the ones that
survive the most and like we'veshowed up year after year, day
after day, month after month.
Some months are great, somemonths aren't, but at the end of
the day we're still winningbecause we're showing up every
day.
And that consistency likeclay's favorite word is is
(14:40):
what's allowing us to get theseresidential jobs.
Is allowing allowing clay toput up sixty thousand dollars of
residential work in a monthwhere everybody else is kind of
struggling.
It's allowing us to getcommercial work whereas it's
almost flowing naturally to us.
So like we can't stress enoughthe importance of that right
attitude, showing up, beingprofessional.
Speaker 2 (15:03):
A hundred percent.
And another thing with acommercial work.
If you got to make sure, whenyou're talking to these guys,
that you're prepared, you knowwhat you're talking about, you
have confidence and wheneverthey're asking you for all these
things, go ahead and offer thema certificate of insurance.
Go ahead and offer them yourW-9.
(15:23):
Go ahead and offer them yourW-9.
Go ahead and offer them yourworker's comp, whatever you need
, Get a packet together and justgo ahead.
Have it in a saved documentthat's what I like to do and you
can actually just go ahead andsend it over to them.
That just shows that you'reprepared, you're organized and
you're ready to work.
Speaker 1 (15:38):
I think that's exactly right.
People want to do business withother professionals and with
commercial work.
It's a professional hiringanother professional.
If you're new and you don'tknow what a COI is and you don't
know what a W9 is and you don'thave the insurance required,
you're going to be wasting theirtime.
Uh, they will be receptive toyou based on how professional
(16:04):
you are and that isn't like thegallons per minute on your
equipment.
That isn't you know how topressure wash.
That's the business side ofthings.
Be quick and and just act likea professional at act.
When somebody reaches out to youand they say, hey, this is our
rfq, this is our quote process,make sure you've systematized it
.
Make sure, like clay says, havethat packet ready.
That's very great idea.
Like, have a branded packetwith the w99 form, with the COI
(16:25):
form.
Make sure you're asking theright questions so you
understand the process, becauseif they're reaching out to five
people or if they have somebodywho's done it in the past, they
already know the system and theprocess.
So you trying to sell them onall this nonsense that you think
you sound great and you thinkyou sound like a pro, if you're
(16:47):
not speaking the language ofcommercial work, they're going
to say, oh, this one guy has noidea what he's talking about and
you're going to loseopportunities.
But if you present yourselfprofessionally and you say, hey,
look, here's the W9, here's theCOI I've got 30 of these out
right now.
This is our general processesand this is our system for doing
commercial work people aregonna be like perfect, put me on
the books.
They're not gonna think about,oh, you're not the cheapest
price.
They're gonna say this guy isreally quick and easy to deal
(17:08):
with, he's responsive, he gaveme all the information needed,
he's gonna bang out this projectand we're gonna use them for
more projects.
If we can make the guy's jobsimpler and easier and do a
great job and make him look goodto his bosses, we're going to
get that repeat work.
And that is the shift of thecommercial side as opposed to
the residential side.
Yeah, pricing is important withcommercial but usually you can
(17:28):
make good money on it on adecent sized project If you have
basic quality professionalequipment and the more important
thing is understanding, likethe logistics of these jobs and
that communication off the frontend.
And I know a lot of times, likeyou can tell, even on the
residential side recently.
If you're not jumping on a leadinstantly, you've probably
already lost it.
(17:49):
There's so many leads whereClay and I will hit up within
five minutes and they just ghost.
It's like they're probablygetting three people.
Whoever answers the phone firstwins, and that's kind of the
same rules that apply withcommercial.
These guys who think, oh, I gotto, I'll go out and visit this
commercial site in a week.
I'll go out and do this.
I'll respond to this guy.
End of day, you're not the onlyperson they're reaching out to.
(18:11):
Those people are not going totake you.
If you don't understand thatprofessional sense of urgency
and going about it theprofessional the right way and
leading your business as a trueprofessional and a leader in
your local market, you guys arenever going to get ahead here.
So that kind of goes on top ofthe branding and the marketing
(18:31):
we talk about.
All that Branding is how yourcustomers feel, how the
marketplace feels about you.
It isn't just oh, this is whatmy wrap looks like, this is what
my logo looks like.
This is what my Google ads looklike.
It's what are you going to doas soon as you pick up the phone
?
Like, what is the process whensomebody reaches out with a
request.
Don't just be reactive to peopleLike have a process where
(18:53):
you're not selling them on likein my old space it would be
called like the speeds and feeds.
Nobody cares about the eightgallon a minute machine, they
care about the clean building.
They care about how fast youcan knock it out.
They care about how easy youhandle communication with them.
That's what you need to focuson.
The features to these peopleand how you carry yourself as a
business owner means thedifference between developing
these relationships with peoplethat allow you to get
(19:15):
reoccurring commercial work andyou can grow your business that
way, versus this kind of churnand burn residential crap that
we're all in this mix of andit's a race to the bottom with
the 99 99 guy.
Speaker 2 (19:28):
So yeah, I think I think what the what a lot of the
new guys, what they're allcaught up in.
And a lot of them call me, theyask me for help.
And the first few words out oftheir mouth they're like I got a
four gallon a minute machine, Igot a thousand gallon tank or a
500 gallon tank and I got a 300gallon soap tank and I gotta.
(19:49):
And they just keep going on andon and on and on and on about
the equipment.
Well, you're worried about thewrong things, and I was there at
one point.
All I cared on about theequipment.
Well, you're worried about thewrong things, and I was there at
one point.
All I cared about was theequipment.
But then I opened my eyes and Isaid the most important thing
in our business is the business.
Get caught up in your business.
Stop spending money on theequipment.
Anybody can go out.
(20:10):
I can go out tomorrow and buy aNorthern Tool pressure washer
two and a half gallon a minutemachine and probably do more
than most of you guys that arelistening.
The machines, the equipment doesnot matter, especially in your
early stages of business.
Make sure that you've got goodquality equipment, yeah, but you
don't need to go out and spend20 or $30,000 at all.
I think my first rig was 3,500bucks, um, and that was my legit
(20:34):
rig.
My first pressure washer was$200, whatever it was at
Northern Tool, the power horseor whatnot.
But the biggest thing is stopworrying about the equipment,
stop being technician minded,stop worrying about oh he's got
this equipment, I got thisequipment, this is what I got.
Stop worrying about any of that.
Just make it look clean, makeit look professional, and then
(20:56):
how you treat your customers atthe end of the day is what
matters.
How you brand your company iswhat matters.
How you are remembered when youleave your customer's house is
what matters.
Make sure you leave them a card, make sure you leave them a
magnet, make sure you leave thema flyer.
Make sure you do something.
It doesn't matter what you do.
Do something to make sure thatcustomer remembers you, that way
(21:17):
when it's next year rollsaround.
If they're a yearly type guythat wants to wash your house
every year, that they call youback, because I can't tell you
how many times I've showed up ata house and I've asked the
customer well, who did yourhouse last year?
Well, they don't remember andit was probably one of those
guys like what I'm talking aboutand probably a lot of you
listening are the type of guysI'm talking about and hopefully
(21:38):
you'll listen to me and do whatI'm saying, because I promise
you you will do so much morethan what you're doing now.
Speaker 1 (21:44):
Exactly right.
We're trying to get you guys togrow a business and be a
business and not have a job.
Anybody can buy a pressurewasher.
Anybody can finance a bigmachine.
Anybody can say, oh, I havethis many gallons a minute, but
the business is the systems youcreate.
The business is the brandthat's out there, the businesses
Clay and I are both doing apodcast right now and we have
(22:05):
employees out there making us$1,000 plus right now.
So this is what a business iswe're able to focus on doing
other things While our businessis taking care of itself.
We're going to get Googlereviews, we're going to get tips
.
Our business is taking care ofitself.
We're going to get Googlereviews, we're going to get tips
.
Our business is continuouslymoving forward without us
pressure washing.
And that is the ultimate goalthat you guys should have,
because, whether you have ahealth issue, whether, like in
(22:25):
Clay's case, he's going on avacation, you're able to do that
without losing business,without taking your pulse off
the market, and that's whatallows your business to outlast
time.
And you're not just a one-manshow and you say, man, I worked
really hard for five years, I'mgonna take my foot off the gas
and then your business goesunder.
We wanna prevent you guys fromdoing that because it's almost
tragic.
You see, guys put everythinginto their business and then
(22:48):
they go to try to sell theirbusiness and their business
isn't worth more than 50% ofwhatever their equipment is and
they think, oh, my business isworth half a million dollars.
Like, I put my heart and soulinto this.
There's so much money.
Somebody's going to look attheir P&L.
Somebody's going to say you didall the work.
You did $200,000 a year doingit all yourself.
I'll give you 15 grand for someused equipment and it's going
(23:10):
to suck, it's going to stingbecause you haven't built that
business.
Like, we want to prevent that.
We want these businesses tocash flow for us so we can do
fun things and that's kind ofthe freedom that we get from
building these businesses andthat's what's exciting and
that's allowed us to do the WashBros and allowed us to help
other people kind of find thesame path that we're doing now.
Speaker 2 (23:28):
Yeah, another thing is I know what kind of I know I
can kind of note, gauge off aconversation with you if you're
another washer, you know ifyou're legit.
You're doing the numbers I'mdoing just because when I'm
talking to Matt or there's acouple other guys in this space
that I've talked to, we'retalking about business.
What I've seen a lot of is whenthese guys mingle and getting
(23:53):
their clicks is they starttalking about what I like, what
I was saying a minute ago.
They just talk about theirequipment.
They're, you know, trying towave their dicks over their
equipment.
I got, you know, I have, I havethe you know, some of the
nicest equipment nobody, anybody, can buy.
But I'm not talking about myequipment.
I want them to talk, I wantthem to learn, I want them to
know okay, how can I market mybusiness better?
(24:19):
How can I position myselfbetter?
How can I build this businessso that my current employees can
make more money than they'remaking now?
Right, so how can I bring inmore money for this business to
make everybody healthy?
Speaker 1 (24:27):
I think that's fun too, especially the point where
you're at with your employees,like I had Ryan, my main guy.
He's been with me since 2023.
I never let the guy go.
He pretty much works year round.
I feed him a little bit.
In the winter time, as you guysknow, in South Carolina we
probably have like an eight to10 week period where we're not
really doing a lot of work.
So it's kind of like you haveto plan accordingly.
You're like I'm, I'm, I'm, I'minvesting in people.
(24:48):
Right, and with business, yourmindset shifts from like oh, how
fast can I personally cleanthis?
To like oh, how fast can Ipersonally clean this?
To like how can I get more work, how can I position my company
the best way possible, not onlyso I win, but so I can feed
other people.
And that's when it's fun.
Like every every summer, I gotcollege kids come back.
They help me out, they buildout the team.
At a peak, I think we have likefive or six people, which is
(25:10):
awesome.
They help me bang out a lot ofwork.
But it also puts a stress overmy head of like hey, I'm going
to have to support these kidswith jobs.
So that's the driving factorand a driving force outside of
just like, oh, how much pressurewashing can I do?
Like I'll post pictures ingroups it's funny of like a
classic extreme the 20 inchwhisper washes and people are
(25:30):
like, oh, I got a way biggerpressure washer surface cleaner
than you and I'm like cool.
Speaker 2 (25:34):
The big guy.
Speaker 1 (25:42):
I got the big guy.
I was like, have fun.
But like you're fixated on thewrong things and it's like, yeah
, the 20 inch classics, we canhammer through stuff.
We're we're looking at how fastwe can bang out work.
We're not looking at how muchwater we're pushing through the
machine at a certain time.
Don't be so fixated in that.
Don't be sold as a customer tothese pressure washing stores
where they think, oh, if youjust had this fancy piece of
equipment, you'd be better.
Like it's it's a dick measuringcontest.
(26:02):
Nobody wants to be in a dickmeasuring contest.
Like nobody cares about how bigyour dick is if you're not
using it Right.
It's like you could say, oh, Igot the biggest dick, but it's
constantly in my pants.
Cool, like go out, use it,figure out how how things work,
run the business.
And then if you wanna say, hey,I'm gonna build this little
trailer that's gonna be my owneroperator trailer with all the
fanciest bells and whistles,that's great.
(26:23):
But when you run a real businessand you got employees, this is
something that I struggle with.
Like you wanna keep it simple.
We don't wanna have all thesefancy like soft wash systems.
And I got an ar 45, I got a 12volt and we recently just got
one of these new like four baruh torpedo bar things for our
surface cleaners and I'm likethey're 400 bucks and they're a
(26:45):
headache, an employee's gonnahit a rock and that's 400 bucks
down the drain.
A lot of these things aregeared towards the owner,
operator, technicians andthey're not necessarily geared
towards business owners.
So, like to clay's point whenyou're talking to technicians
and they're not necessarilygeared towards business owners.
So, like to Clay's point, whenyou're talking to somebody and
they're talking about like howmany gallons a minute you got or
, my favorite, how much do youcharge per square foot.
Literally, if you talk to melike that, I already know where
(27:07):
you're at.
It's like instantly.
If you talk about how much youcharge per square foot, I
automatically think you probablyare a complete newbie and have
no idea how to run a business.
Again, a time and a place,nothing wrong with that.
But like that's not how peoplewho are established businesses
communicate.
You're not factoring.
Oh well, you should charge 28cents per square foot, because
that's how much you shouldcharge.
(27:29):
And I'm like okay, so you guysare losing jobs to us telling me
that I need to double my priceto be competitive in the market
of a job that we alreadycompleted.
It's disconnect there andthat's kind of the ego that Clay
and I talk about.
It's like cool.
You'll win some, you'll losesome.
Figure out operating costs,figure out how much money you're
making.
Run the business that way.
(27:50):
And then don't be so fixated,like Clay says, on this owner
operator crap.
Yes.
Speaker 2 (27:56):
And then don't be so fixated like Clay says on this
owner operator crap, yes, andthat's how you take over the
market.
Speaker 1 (28:01):
Yes, we're at the 28 mark.
I think that's pretty good towrap up.
Is there any closing statementsyou'd like to have?
Speaker 2 (28:08):
No, just everybody.
Make sure you're followingeverything, all of our social
media, youtube, facebook, allthe nine yards.
You can find us anywhere, soappreciate everybody downloading
, listening to Spotify, applepodcast, youtube, facebook,
instagram.
We're on everything, so give usa follow and make sure you're
following us all along ourjourney.
Speaker 1 (28:29):
Yep, and if you're, if you guys are new and you're
just catching on this episodeand you're like man, how do I,
what are they even talking about?
Go back to our first episode.
It's pretty simple.
The cool thing about podcastswhether you want to watch the
video, or whether you want towatch the, or you want to listen
to it when you're working orwhether you're in your truck
somewhere just go to, like Claysaid, go to Spotify, go to Apple
podcasts, start from one.
(28:51):
We do that podcast.
What was it two or three yearsago?
So we were in a completelydifferent situation of business.
You will learn so much and geta college education in business
just from listening to thispodcast.
So if what we're talking aboutnow is over your head and you're
like, oh man, what are theytalking about?
Start at square one, listen tothe 40 or something episodes.
That's a solid amount oflearning you guys can do and you
(29:14):
guys can follow our journey.
You guys can grow just off ofthat.
So, and it's free and it's veryeducation, free education right
there.
So, no, no bullshit educationeither, because it's a literal
diary in a journal of what we doto get us to the position that
we're at now.
So very cool stuff and that'severything.
(29:34):
Make sure to follow us on oursocials, as Clay always says,
and we'll see you on the nextone.
Speaker 2 (29:40):
Peace.
What's up, guys?
It's Matt Jackson and ClaySmith and we're the Wash Bros.
Thanks for tuning in thisweek's episode.
We're going to be on episode 23.
So it's crazy, we're already atepisode 23 here.
It is going to be the secondweek of July, so what we want to
do is kind of recap what we didin June and just kind of break
down our our months.
We both hit around that 60,000.
(00:54):
We both cleared $60,000 in June.
So that was like a massivemonth for those both.
We like that because with twotrucks at 30, 30,000 a piece,
that's kind of a good capacityfill without killing your team.
So what we figured today we'regoing to break down the numbers
how we got there.
Did we have commercial work?
Did we have a lot ofresidential volume?
(01:16):
Like kind of go breakeverything down to tell you how
we analyze a month, like what wejust had here in June.
So you want to kick this thingoff, clay as always.
Speaker 2 (01:27):
Everybody, I appreciate you listening.
Thanks for tuning in to ourshows, thanks for listening to
all our episodes.
You're the reason we keep doingthis.
All the downloads we've gottenis awesome.
20 different countries andhowever many hundreds of cities
is pretty badass.
I love everybody that uhfollows us and our journey.
I've had great feedback fromeverybody that is looking into
(01:48):
the mentorship stuff.
Everybody's wanting some help.
Be happy to help.
That's what we're here for.
That's why we do this.
However, we just come off agreat month, june.
It was my record month.
I've never done as much as 60grand ever, and it's all from
following the processes that wetalk about on this show.
So, which is badass because Ican share my story and, um, the
(02:11):
biggest thing I know, matt wastalking about commercial,
residential, whatnot.
Matt had a lot more commercial.
Um, he's trying to positionhimself towards that commercial
and I did uh about 110residential jobs between two
trucks, so we were busy knockingout that residential work.
Matt was doing the commercial.
It's all about what angle youwant to go at.
You know everybody, there's noright blueprint for how to get
(02:33):
to that revenue Right, and thena lot of people I think that
they're more stuck in the higherticket volume, trying to get
that bigger ticket, trying toget rich off of one customer
versus trying to chase a fewlike we do.
We're doing seven or eight jobsa day at fifteen hundred
dollars a minimum and that's howwe're getting to that big
number at the end of the month.
Speaker 1 (02:56):
Exactly, I'm just pulling up on my end.
Last month on my house call pro, yeah, like we didn't do the
number, we had 96 jobs so we hadless jobs than clay did.
Uh, and then commercial helpedus out.
I'm just pulling this, thebreakdown of commercial I've got
.
We did around 14 000 incommercial work last month.
(03:20):
So therefore, like, if you wantto break that down, that shows
you how much residential volumethat Clay's able to do.
If, like we, if he was doing$60,000 in residential, we were
doing closer to the $45,000range on residential.
So our objective as we grow withtrucks is to get like kind of
bigger tickets and more stablework, because residential can be
(03:40):
a lot of ebbs and flows andit's a lot of stops.
So with multiple guys, if I canpull guys on a bigger job site
and have two trucks there forone or two days and say we bang
out $5,000, $6,000 in like twodays helps fill the time, the
guys don't feel super rushed andit just is better logistically
for us and how we're set up.
So that's why I'm trying tomake a push more into commercial
(04:03):
.
We do like our brandpositioning with videos.
We try to post a lot morecommercial stuff, trying to
network a little bit with ouraudience and just like the image
we're putting out, we wanted toshowcase more commercial work
that we do.
So if you're on social media orif you're just kind of a repeat
customer of ours, we're saying,hey, not only do we clean your
(04:24):
house, but we're showcasingthese commercial projects that
we do, just anything like that,because the commercial game is a
lot of relationships and wordof mouth, like, yeah, you can
get commercial work over Googleand all that stuff.
Accounts that I have commercialwise, they've come from repeats
or word of mouth where somebodyreaches out because they've
(04:47):
been watching us for a while orthey're a residential customer
of ours and they say, hey, letme give you a shot on a big
project and we deliver there too.
So it's.
I wish there was like an easyway to jump straight into
commercial work.
I don't think there really is,because it's kind of a desired
market.
You also have to be ready forit, so you don't want to say, oh
, I want to go from like zero tothis.
(05:09):
Like Clay and I both wentthrough the stages where we had
the smaller equipment, we'reworking our way up in the
residential ladder and then nowlike we're worthwhile.
We can go do a $10,000 cardealership, like Clay's done, or
we can go do a college campusor like a football stadium,
where it is a sizable projectand you have to not only have
the manpower but you have tohave the equipment and you have
(05:31):
to logistically understand howthe whole thing works.
So ideally, like commercial iswhere we want to be.
But again, the downside ofcommercial is kind of what we're
sitting on now.
Say, we did $15,000 last monthin commercial.
I'm pretty much still waitingon $15,000 to get paid.
So if we don't have thatresidential work that's
backfilling the day-to-day topay for my bills, keeping the
(05:51):
lights on, keeping the employeespaid and happy, you're going to
be stuck with the bag on thatone.
So it's kind of a blend.
You don't want to be too enoughin another, otherwise it can
just be a struggle.
Speaker 2 (06:04):
So you want to the biggest thing that you said with
the commercial work.
Anybody that's called me off ofany paid marketing has only
used me once, Anybody that has arelationship with me.
If I was referred to them or itwas a residential customer,
like you say, that gave us anopportunity or any of the other
things it's always been aresidual income.
(06:25):
As far as commercial goes, Allof the paid marketing is
something that they need itright now and they want it done
because corporate's coming in orthey have to get it done by
this timeline.
They really don't care.
They just want a good price andwant you to come in and do a
good job and they'll forgetabout you if you don't follow up
with them.
And then nine times out of 10,it's a once in a 20 year type
deal.
(06:45):
That's just my experience withthe commercial, with the paid
marketing.
But they're on the flip side.
I'm in with a propertymanagement company with
apartments and I've been takingcare of them one property for a
year and just so happens, aproperty manager was in a
meeting with all the otherproperty managers of the company
(07:06):
.
So now I got the opportunity ofquoting and getting all the
work for all the properties ofthe whole company.
So that's what I mean when itcomes to relationships and stuff
like that, and I originally gotthat connection off a
relationship, not off a paidmarketing.
Speaker 1 (07:22):
I 100% agree there and that's the thing.
I feel like people have been soconvinced that this is a
get-rich-quick scheme, how tomake $1,000 in a day.
That's a very trendy viralthing that you see on YouTube.
You see the people in theFacebook groups.
You see these people like Clayand I were talking about trying
to rip somebody's head off,making a million dollars off of
one customer and that's not howit works.
(07:46):
You deliver value.
You grow your business.
People see that you can handlea lot of work.
They see your reputationstaying with you.
They see you've got years inthe game and then these bigger
opportunities come to you.
And then to Clay's point againlike I could run pressure
washing ads for like commercialpressure washing near me and I
may get some one-offs, butmajority of the people doing big
commercial work they're lockedin with a property management
(08:07):
group, facility management group.
It's not a game where you justget a call and they say, hey,
come watch this $10,000 buildingfor us.
Like there's a W-9 required,there's a certificate of
insurance required.
You also have to be insuredcorrectly.
A lot of you guys aren'tinsured correctly.
Nothing wrong with that, butthere's no reason to pay all
this extra money for insuranceif you're not in that space.
(08:28):
So if you're new and you think,oh man, I need to do commercial
work and I'm 18 years old and Igot a four gallon a minute
machine, great, not knocking thehustle, but understand your
place and understand the valueyou provide so you can best
provide that value to yourdirect customers.
At that time I wasn't chasingthese commercial jobs.
In 2020, when I was brand new,doing stuff off the truck, I
(08:49):
wasn't chasing this stuff untilI had a crew built up, until we
were banging out a lot of volumeof this stuff and until, yeah,
we've done over a hundredthousand dollars plus in
commercial work.
We could show up to a building,a $50 million building in
downtown Greenville.
We can do that with kind oflike restoration type cleaning
services where you're like, hey,we could damage this, this
(09:09):
could be bad for our reputationif we don't do it correctly.
We can knock that out easily ona Saturday, pocket 500 bucks an
hour and then go home.
I would never have dreamed ofdoing that years ago, just
because we weren't at that pointto be ready yet years ago, just
because we weren't at thatpoint to be ready yet, and, uh,
to like how the market is thelast month our residential leads
are down.
Clay's really doing a great jobof locking down the market
(09:31):
locally with a lot ofresidential volume and uh like
we just didn't have the samelead volume as he did.
Luckily that commercial has hasallowed us to float, picked us
up.
Like we were saying I'm goingthrough my report we did almost
15 grand last month incommercial, so Clay's got like a
15 grand spread on me withresidential work.
So therefore, understanding thedirection of your business in
(09:53):
the market and hey, if I'mgetting 15 grand of commercial
work, I don't have to hit thatresidential sector as hard to
fill that capacity of both ofour trucks.
So again, I've been at this gamefor a while, clay's been at
this game for a while.
You just got to be okay to ebband flow with what's coming to
your business.
Naturally you don't want toforce anything.
I'm not over here trying to sayI woke up one day and my
(10:14):
objective is to clean dumpsterpads all day long and I'm just
going to get dumpster padsbecause I saw a guy online say
you can make X amount of moneyreoccurring off of that.
No, like a lot of times, yourbusiness will attract certain
types of jobs and relationshipsand you just kind of flow into
that and then it'll grownaturally in that direction.
That's kind of the guys in thejump, like what I've realized in
(10:38):
the last couple of years withattracting commercial work.
Like the best jobs come to you.
Speaker 2 (10:44):
I agree 100%, like you say it's time in the last
couple of years, with attractingcommercial work.
Like the best jobs come to you.
I agree a hundred percent.
Like you say it's time in thegame.
The longer I'm in the game, themore I get calls from you know
the city.
Or like you're working for thecity of Greer you know I
originally was called by thecity of Greer.
All the local cities startreaching out.
They're like damn.
So that makes you feel good.
You start noticing that peopleare seeing you.
(11:08):
You're doing a great job withyour brand.
I think that's truly a proudmoment as a business owner when
you start to realize, hey, thecity officials and people around
are actually noticing yourbrand.
You're like damn, I've done agreat job at Brandon.
Like these guys are reachingout to me, they're shooting me
emails, want me to bid on thisstuff.
They want me to contact themabout cleaning all the
(11:31):
facilities annually or quarterlyor whatnot.
And that's that's.
That's the cool thing aboutBrandon.
You work so hard on doing itand then you start to see it
finally pay off.
Speaker 1 (11:40):
It doesn't mean let up.
Speaker 2 (11:41):
You got to consistently keep going with it
and I think that's been a hugepart of my success just always
marketing, no matter the season,no matter the day, no matter
the month.
Speaker 1 (11:51):
If it's slow, if it's busy, consistently run with it
100% what he says too, becausethis kind of brings me back to
when clay and I first met.
I was running more of like he.
He started out and inspired meto really dump more money into
advertising because I was like,oh, I put $300 a month into
Google ads and, like I wasrunning one truck, maxing it out
like 30 K a month, which wasbig for what I wanted to work.
(12:13):
And then and then, um, claykind of opened my eyes of like,
no, I got to keep myself on this, otherwise I'm going to be
stuck here for a while.
And that helped me push intobuilding this business with
multiple trucks and making itmore of a legit business versus
like I'm going to work 10 hoursa day to make that $30,000 a
month owner operator trap.
That is easy to get stuck inwhere you have no time, you're
(12:36):
exhausted all the time and youfeel like you're just constantly
one step in front of lead flow,one step in front of customer
problems.
And I can't stress enough howimportant it is to stay on
marketing and stay onconsistency with your branding,
because you can quickly becomeirrelevant in this space.
I've seen guys go from beinglike the big shit company around
(12:56):
here to being irrelevant, toselling, to like almost going
out of business, and I've seenthat with two really big players
in our local market recentlywithin within the last couple
years.
So like you can be the top ofthe game, you can be the number
one guy, you can be doing it for20 years and if you take your
foot off the gas for a coupleyears you're going to be going
(13:16):
out of business.
And that's just the nature ofthis beast.
We're in a game where we're notlocked down by contracts.
The value of our companies ispretty much like you wake up,
you hit the ground, running, youmarket and then you keep going
because with the competition,with the economy, and you guys
are seeing it like.
We're seeing it too on ourgroups and personally we're
seeing it like this year for usis probably going to be a flat
(13:38):
year but thankfully to a lot ofcommercial work that's come in
through our branding and how ourcompany's evolved upward,
that's kept us afloat.
Residential has really droppedoff a ledge.
Clay's doing a fantastic job ofscooping up a lot of the market
there, but everybody's down andit's one of those things that
(13:58):
if we took our foot off the gasand said oh, look at us, our
business would be half the sizeit is today.
And that's why, if you guys arelistening and you guys are
stressed out about stuff oryou're down, just be like you
know what.
This is an ebb and flow, thisis business, and you may have a
terrible month and then the nextmonth you may get a call from a
property management company andyou may get a $10,000 project
(14:19):
and it's kind of that's kind ofhow it's been.
This is a game where the winnersof this game are the ones that
survive the most and like we'veshowed up year after year, day
after day, month after month.
Some months are great, somemonths aren't, but at the end of
the day we're still winningbecause we're showing up every
day.
And that consistency likeclay's favorite word is is
(14:40):
what's allowing us to get theseresidential jobs.
Is allowing allowing clay toput up sixty thousand dollars of
residential work in a monthwhere everybody else is kind of
struggling.
It's allowing us to getcommercial work whereas it's
almost flowing naturally to us.
So like we can't stress enoughthe importance of that right
attitude, showing up, beingprofessional.
Speaker 2 (15:03):
A hundred percent.
And another thing with acommercial work.
If you got to make sure, whenyou're talking to these guys,
that you're prepared, you knowwhat you're talking about, you
have confidence and wheneverthey're asking you for all these
things, go ahead and offer thema certificate of insurance.
Go ahead and offer them yourW-9.
(15:23):
Go ahead and offer them yourW-9.
Go ahead and offer them yourworker's comp, whatever you need
, Get a packet together and justgo ahead.
Have it in a saved documentthat's what I like to do and you
can actually just go ahead andsend it over to them.
That just shows that you'reprepared, you're organized and
you're ready to work.
Speaker 1 (15:38):
I think that's exactly right.
People want to do business withother professionals and with
commercial work.
It's a professional hiringanother professional.
If you're new and you don'tknow what a COI is and you don't
know what a W9 is and you don'thave the insurance required,
you're going to be wasting theirtime.
Uh, they will be receptive toyou based on how professional
(16:04):
you are and that isn't like thegallons per minute on your
equipment.
That isn't you know how topressure wash.
That's the business side ofthings.
Be quick and and just act likea professional at act.
When somebody reaches out to youand they say, hey, this is our
rfq, this is our quote process,make sure you've systematized it
.
Make sure, like clay says, havethat packet ready.
That's very great idea.
Like, have a branded packetwith the w99 form, with the COI
(16:25):
form.
Make sure you're asking theright questions so you
understand the process, becauseif they're reaching out to five
people or if they have somebodywho's done it in the past, they
already know the system and theprocess.
So you trying to sell them onall this nonsense that you think
you sound great and you thinkyou sound like a pro, if you're
(16:47):
not speaking the language ofcommercial work, they're going
to say, oh, this one guy has noidea what he's talking about and
you're going to loseopportunities.
But if you present yourselfprofessionally and you say, hey,
look, here's the W9, here's theCOI I've got 30 of these out
right now.
This is our general processesand this is our system for doing
commercial work people aregonna be like perfect, put me on
the books.
They're not gonna think about,oh, you're not the cheapest
price.
They're gonna say this guy isreally quick and easy to deal
(17:08):
with, he's responsive, he gaveme all the information needed,
he's gonna bang out this projectand we're gonna use them for
more projects.
If we can make the guy's jobsimpler and easier and do a
great job and make him look goodto his bosses, we're going to
get that repeat work.
And that is the shift of thecommercial side as opposed to
the residential side.
Yeah, pricing is important withcommercial but usually you can
(17:28):
make good money on it on adecent sized project If you have
basic quality professionalequipment and the more important
thing is understanding, likethe logistics of these jobs and
that communication off the frontend.
And I know a lot of times, likeyou can tell, even on the
residential side recently.
If you're not jumping on a leadinstantly, you've probably
already lost it.
(17:49):
There's so many leads whereClay and I will hit up within
five minutes and they just ghost.
It's like they're probablygetting three people.
Whoever answers the phone firstwins, and that's kind of the
same rules that apply withcommercial.
These guys who think, oh, I gotto, I'll go out and visit this
commercial site in a week.
I'll go out and do this.
I'll respond to this guy.
End of day, you're not the onlyperson they're reaching out to.
(18:11):
Those people are not going totake you.
If you don't understand thatprofessional sense of urgency
and going about it theprofessional the right way and
leading your business as a trueprofessional and a leader in
your local market, you guys arenever going to get ahead here.
So that kind of goes on top ofthe branding and the marketing
(18:31):
we talk about.
All that Branding is how yourcustomers feel, how the
marketplace feels about you.
It isn't just oh, this is whatmy wrap looks like, this is what
my logo looks like.
This is what my Google ads looklike.
It's what are you going to doas soon as you pick up the phone
?
Like, what is the process whensomebody reaches out with a
request.
Don't just be reactive to peopleLike have a process where
(18:53):
you're not selling them on likein my old space it would be
called like the speeds and feeds.
Nobody cares about the eightgallon a minute machine, they
care about the clean building.
They care about how fast youcan knock it out.
They care about how easy youhandle communication with them.
That's what you need to focuson.
The features to these peopleand how you carry yourself as a
business owner means thedifference between developing
these relationships with peoplethat allow you to get
(19:15):
reoccurring commercial work andyou can grow your business that
way, versus this kind of churnand burn residential crap that
we're all in this mix of andit's a race to the bottom with
the 99 99 guy.
Speaker 2 (19:28):
So yeah, I think I think what the what a lot of the
new guys, what they're allcaught up in.
And a lot of them call me, theyask me for help.
And the first few words out oftheir mouth they're like I got a
four gallon a minute machine, Igot a thousand gallon tank or a
500 gallon tank and I got a 300gallon soap tank and I gotta.
(19:49):
And they just keep going on andon and on and on and on about
the equipment.
Well, you're worried about thewrong things, and I was there at
one point.
All I cared on about theequipment.
Well, you're worried about thewrong things, and I was there at
one point.
All I cared about was theequipment.
But then I opened my eyes and Isaid the most important thing
in our business is the business.
Get caught up in your business.
Stop spending money on theequipment.
Anybody can go out.
(20:10):
I can go out tomorrow and buy aNorthern Tool pressure washer
two and a half gallon a minutemachine and probably do more
than most of you guys that arelistening.
The machines, the equipment doesnot matter, especially in your
early stages of business.
Make sure that you've got goodquality equipment, yeah, but you
don't need to go out and spend20 or $30,000 at all.
I think my first rig was 3,500bucks, um, and that was my legit
(20:34):
rig.
My first pressure washer was$200, whatever it was at
Northern Tool, the power horseor whatnot.
But the biggest thing is stopworrying about the equipment,
stop being technician minded,stop worrying about oh he's got
this equipment, I got thisequipment, this is what I got.
Stop worrying about any of that.
Just make it look clean, makeit look professional, and then
(20:56):
how you treat your customers atthe end of the day is what
matters.
How you brand your company iswhat matters.
How you are remembered when youleave your customer's house is
what matters.
Make sure you leave them a card, make sure you leave them a
magnet, make sure you leave thema flyer.
Make sure you do something.
It doesn't matter what you do.
Do something to make sure thatcustomer remembers you, that way
(21:17):
when it's next year rollsaround.
If they're a yearly type guythat wants to wash your house
every year, that they call youback, because I can't tell you
how many times I've showed up ata house and I've asked the
customer well, who did yourhouse last year?
Well, they don't remember andit was probably one of those
guys like what I'm talking aboutand probably a lot of you
listening are the type of guysI'm talking about and hopefully
(21:38):
you'll listen to me and do whatI'm saying, because I promise
you you will do so much morethan what you're doing now.
Speaker 1 (21:44):
Exactly right.
We're trying to get you guys togrow a business and be a
business and not have a job.
Anybody can buy a pressurewasher.
Anybody can finance a bigmachine.
Anybody can say, oh, I havethis many gallons a minute, but
the business is the systems youcreate.
The business is the brandthat's out there, the businesses
Clay and I are both doing apodcast right now and we have
(22:05):
employees out there making us$1,000 plus right now.
So this is what a business iswe're able to focus on doing
other things While our businessis taking care of itself.
We're going to get Googlereviews, we're going to get tips
.
Our business is taking care ofitself.
We're going to get Googlereviews, we're going to get tips
.
Our business is continuouslymoving forward without us
pressure washing.
And that is the ultimate goalthat you guys should have,
because, whether you have ahealth issue, whether, like in
(22:25):
Clay's case, he's going on avacation, you're able to do that
without losing business,without taking your pulse off
the market, and that's whatallows your business to outlast
time.
And you're not just a one-manshow and you say, man, I worked
really hard for five years, I'mgonna take my foot off the gas
and then your business goesunder.
We wanna prevent you guys fromdoing that because it's almost
tragic.
You see, guys put everythinginto their business and then
(22:48):
they go to try to sell theirbusiness and their business
isn't worth more than 50% ofwhatever their equipment is and
they think, oh, my business isworth half a million dollars.
Like, I put my heart and soulinto this.
There's so much money.
Somebody's going to look attheir P&L.
Somebody's going to say you didall the work.
You did $200,000 a year doingit all yourself.
I'll give you 15 grand for someused equipment and it's going
(23:10):
to suck, it's going to stingbecause you haven't built that
business.
Like, we want to prevent that.
We want these businesses tocash flow for us so we can do
fun things and that's kind ofthe freedom that we get from
building these businesses andthat's what's exciting and
that's allowed us to do the WashBros and allowed us to help
other people kind of find thesame path that we're doing now.
Speaker 2 (23:28):
Yeah, another thing is I know what kind of I know I
can kind of note, gauge off aconversation with you if you're
another washer, you know ifyou're legit.
You're doing the numbers I'mdoing just because when I'm
talking to Matt or there's acouple other guys in this space
that I've talked to, we'retalking about business.
What I've seen a lot of is whenthese guys mingle and getting
(23:53):
their clicks is they starttalking about what I like, what
I was saying a minute ago.
They just talk about theirequipment.
They're, you know, trying towave their dicks over their
equipment.
I got, you know, I have, I havethe you know, some of the
nicest equipment nobody, anybody, can buy.
But I'm not talking about myequipment.
I want them to talk, I wantthem to learn, I want them to
know okay, how can I market mybusiness better?
(24:19):
How can I position myselfbetter?
How can I build this businessso that my current employees can
make more money than they'remaking now?
Right, so how can I bring inmore money for this business to
make everybody healthy?
Speaker 1 (24:27):
I think that's fun too, especially the point where
you're at with your employees,like I had Ryan, my main guy.
He's been with me since 2023.
I never let the guy go.
He pretty much works year round.
I feed him a little bit.
In the winter time, as you guysknow, in South Carolina we
probably have like an eight to10 week period where we're not
really doing a lot of work.
So it's kind of like you haveto plan accordingly.
You're like I'm, I'm, I'm, I'minvesting in people.
(24:48):
Right, and with business, yourmindset shifts from like oh, how
fast can I personally cleanthis?
To like oh, how fast can Ipersonally clean this?
To like how can I get more work, how can I position my company
the best way possible, not onlyso I win, but so I can feed
other people.
And that's when it's fun.
Like every every summer, I gotcollege kids come back.
They help me out, they buildout the team.
At a peak, I think we have likefive or six people, which is
(25:10):
awesome.
They help me bang out a lot ofwork.
But it also puts a stress overmy head of like hey, I'm going
to have to support these kidswith jobs.
So that's the driving factorand a driving force outside of
just like, oh, how much pressurewashing can I do?
Like I'll post pictures ingroups it's funny of like a
classic extreme the 20 inchwhisper washes and people are
(25:30):
like, oh, I got a way biggerpressure washer surface cleaner
than you and I'm like cool.
Speaker 2 (25:34):
The big guy.
Speaker 1 (25:42):
I got the big guy.
I was like, have fun.
But like you're fixated on thewrong things and it's like, yeah
, the 20 inch classics, we canhammer through stuff.
We're we're looking at how fastwe can bang out work.
We're not looking at how muchwater we're pushing through the
machine at a certain time.
Don't be so fixated in that.
Don't be sold as a customer tothese pressure washing stores
where they think, oh, if youjust had this fancy piece of
equipment, you'd be better.
Like it's it's a dick measuringcontest.
(26:02):
Nobody wants to be in a dickmeasuring contest.
Like nobody cares about how bigyour dick is if you're not
using it Right.
It's like you could say, oh, Igot the biggest dick, but it's
constantly in my pants.
Cool, like go out, use it,figure out how how things work,
run the business.
And then if you wanna say, hey,I'm gonna build this little
trailer that's gonna be my owneroperator trailer with all the
fanciest bells and whistles,that's great.
(26:23):
But when you run a real businessand you got employees, this is
something that I struggle with.
Like you wanna keep it simple.
We don't wanna have all thesefancy like soft wash systems.
And I got an ar 45, I got a 12volt and we recently just got
one of these new like four baruh torpedo bar things for our
surface cleaners and I'm likethey're 400 bucks and they're a
(26:45):
headache, an employee's gonnahit a rock and that's 400 bucks
down the drain.
A lot of these things aregeared towards the owner,
operator, technicians andthey're not necessarily geared
towards business owners.
So, like to clay's point whenyou're talking to technicians
and they're not necessarilygeared towards business owners.
So, like to Clay's point, whenyou're talking to somebody and
they're talking about like howmany gallons a minute you got or
, my favorite, how much do youcharge per square foot.
Literally, if you talk to melike that, I already know where
(27:07):
you're at.
It's like instantly.
If you talk about how much youcharge per square foot, I
automatically think you probablyare a complete newbie and have
no idea how to run a business.
Again, a time and a place,nothing wrong with that.
But like that's not how peoplewho are established businesses
communicate.
You're not factoring.
Oh well, you should charge 28cents per square foot, because
that's how much you shouldcharge.
(27:29):
And I'm like okay, so you guysare losing jobs to us telling me
that I need to double my priceto be competitive in the market
of a job that we alreadycompleted.
It's disconnect there andthat's kind of the ego that Clay
and I talk about.
It's like cool.
You'll win some, you'll losesome.
Figure out operating costs,figure out how much money you're
making.
Run the business that way.
(27:50):
And then don't be so fixated,like Clay says, on this owner
operator crap.
Yes.
Speaker 2 (27:56):
And then don't be so fixated like Clay says on this
owner operator crap, yes, andthat's how you take over the
market.
Speaker 1 (28:01):
Yes, we're at the 28 mark.
I think that's pretty good towrap up.
Is there any closing statementsyou'd like to have?
Speaker 2 (28:08):
No, just everybody.
Make sure you're followingeverything, all of our social
media, youtube, facebook, allthe nine yards.
You can find us anywhere, soappreciate everybody downloading
, listening to Spotify, applepodcast, youtube, facebook,
instagram.
We're on everything, so give usa follow and make sure you're
following us all along ourjourney.
Speaker 1 (28:29):
Yep, and if you're, if you guys are new and you're
just catching on this episodeand you're like man, how do I,
what are they even talking about?
Go back to our first episode.
It's pretty simple.
The cool thing about podcastswhether you want to watch the
video, or whether you want towatch the, or you want to listen
to it when you're working orwhether you're in your truck
somewhere just go to, like Claysaid, go to Spotify, go to Apple
podcasts, start from one.
(28:51):
We do that podcast.
What was it two or three yearsago?
So we were in a completelydifferent situation of business.
You will learn so much and geta college education in business
just from listening to thispodcast.
So if what we're talking aboutnow is over your head and you're
like, oh man, what are theytalking about?
Start at square one, listen tothe 40 or something episodes.
That's a solid amount oflearning you guys can do and you
(29:14):
guys can follow our journey.
You guys can grow just off ofthat.
So, and it's free and it's veryeducation, free education right
there.
So, no, no bullshit educationeither, because it's a literal
diary in a journal of what we doto get us to the position that
we're at now.
So very cool stuff and that'severything.
(29:34):
Make sure to follow us on oursocials, as Clay always says,
and we'll see you on the nextone.
Speaker 2 (29:40):
Peace.
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