July 20, 2025 • 30 mins
Ever wonder why your pressure washing business hits a wall every July? You're not alone. In this candid conversation between seasoned pressure washing entrepreneurs Matt Jackson and Clay Smith, we dive deep into what they call "the summer slump" – that predictable mid-year slowdown that leaves many business owners panicking about their bottom line.
Despite the slowdown, these veterans are still pulling in $30-50K monthly during what they consider their "slow season." Their secret? They're not marketing for today – they're positioning themselves for the fall uptick that's just around the corner. As Clay explains, "You want to have your July marketing done in February, March, before the season kicks off." This fundamental shift in thinking separates sustainable businesses from those that struggle with seasonality.
Beyond just marketing strategies, Matt and Clay share how they've leveraged local recognition opportunities like the "Best of the Upstate" awards to build credibility in a saturated market. These credentials aren't just for show – they create tangible advantages when customers compare quotes from multiple service providers. "Most people do get three pressure washing quotes," Matt points out, highlighting how these differentiators tip the scales in your favor.
Perhaps most valuable is their discussion about evolving from technician to CEO. While many in the industry obsess over chemical formulations and equipment specs, successful owners focus on building systems that allow their businesses to thrive without their constant presence. Both hosts now enjoy the freedom of having crews that generate revenue (and five-star reviews) without their daily supervision – something that seemed impossible just three years ago.
Ready to transform your pressure washing business from a demanding job into a system that works for you? Tune in to discover practical strategies for weathering seasonal fluctuations while building a business that delivers freedom and sustainable growth. Follow Matt and Clay's journey from hustling solo operators to successful business owners who can actually take vacations while their companies continue to thrive.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:30):
What's up, guys?
It is Matt Jackson and ClaySmith and we're the Wash Bros.
Thanks for tuning in on thisreally hot July day.
This is going to be July 20thand this is going to be episode
24.
So it's super hot, kind of theof the the lull of that summer
slump that we're talking about,where, if you guys are in
similar boats as us, you'reprobably looking around seeing
(00:51):
like, oh where, where are allthe leads, where's all the work
coming from?
Uh again, like we werementioning before, this is kind
of what we call the summer slump, when everybody is on vacation,
everybody's got their housecleaned already, or they're
saving up and waiting to go,waiting for their kids to go to
school so they can buy all theirschool supplies and stuff, like
that.
So I figure on this episodewe'll talk about what we do to
(01:12):
prepare for the fall season.
Like Clay mentions, we'realways trying to prepare for
that season going forward, likeif you're here trying to market
for July and get work for nextweek, it's not gonna be as
effective as how you'repositioning yourself for that
fall season or that winterseason.
So you want to kick this thingoff, clay.
Speaker 2 (01:31):
Yeah, so great point.
As I've always said I say it inlike every other episode you
got to be prepared for thingslike this.
You got to in July for the Julymarketing.
You want to have your Julymarketing done in February,
march, before the season kicksoff or as the season's kicking
off.
You don't want to be okaysitting here in the slump saying
, oh crap, I need to put moremoney here in Google, I need to
(01:51):
put more money on the Facebookads, I need to put more money on
TV.
I need to do whatever.
If you're panicking, that'sprobably a bad thing.
You need to come up with astrong marketing strategy.
Come up with a budget, figureout where you want to put that
budget and roll with it, stayconsistent with it.
And that's how you becomesuccessful in marketing.
That's how you becomesuccessful with your brand.
(02:12):
That's how you build value inyour brand is steadily investing
into your business.
Like we've said before, with thesummer slump the summer slump
we were already prepared forthis.
We already knew it was coming.
This is an every year thing.
Slump the summer slump we werealready prepared for this.
We already knew it was coming.
This is an every year thing.
So if you're new, this is yourfirst couple year or two, um,
and you may have just went outon your own and started doing
(02:33):
this full-time.
This is very normal.
It's very it's it's every yeartrend, so, and we have the all
the data to prove that.
So, once you start buildingyour company, you have the right
processes in place, you havehave the right software the CRM.
You can go back and look atprior years and say, okay, it's
the same trend, that it was theyears prior.
So very cool to be able to goback and see that.
(02:54):
But now, as far as, like Mattwas saying, with the marketing
stuff, you want to make sureyou're marketing for fall now.
Always be preparing yourselffor the sets to close out the
year because it's coming quick.
It's going to get busy againpretty quick, just like spring
came up, snuck up on us.
It's going to get busy and yougot to make the most of it.
Speaker 1 (03:14):
Exactly right and you got to make the most of it
because right after spring,after after that fall season,
which is like a mini spring,you're going to get into that
winter.
So in South Carolina our wintercan be pretty rough If you
don't have money stored aside,if you're not prepared for those
bills of December, january,maybe even early February.
You need to start saving anddoing so now because, like if
(03:35):
you're running the business,you're used to cashflow, you're
used to work coming in, you cankind of live month to month,
week to week, almost if you'rejust like new to this or
hustling.
But like Clay says too, this iswhen you start tucking money
aside for the wintertime.
This is where you startplanning.
Not only are you investing ingetting work for that fall and
winter season or the fall seasonespecially, but you're tucking
(03:57):
away a little bit of money andyou're saving up for when it
slows down completely.
And one of those things wherethis year has been a little bit
of a tougher year, I thinkoverall for everybody,
especially if you're heavy inresidential.
I've been able to pick up somecommercial work which has
allowed us to be pretty flatyear over year.
But if I didn't have thatcommercial work I'd been down.
So, uh, I'm saying I thinkwe're probably doing like almost
(04:18):
50,000 ish dollars incommercial work so far this year
, just so that that's moving theneedle.
We definitely see a prettysubstantial drop in just
residential leads andresidential work.
So again, we're trying toprepare and plan in advance
because, like you said, younever know what happened.
This past year we had ahurricane hit us in the fall and
it really took a dent in thelocal market.
(04:40):
So what we do now is gettingahead of any type of issues that
we may face then.
So if, say, the market shortensup and shifts a little bit,
then we're going to be the go-toprovider for pressure washing
needs.
If people are like, oh, I'veseen C3 Wash Pros blowing it up
all summer long, I'm going touse them next, then usually
(05:00):
that's going to be that seasonin the fall where they get their
house cleaned, when it coolsoff a a little bit, when they
have their outdoor cookouts,when their kids are back in
school, stuff like that.
So like, what are we doing nowto prepare ourselves for that?
Speaker 2 (05:13):
yeah, not only that is.
You know we're top competitors,I would say, in the market, in
our market, online, onlinereputation, stuff like that.
You want to make sure you're inthe top.
What are you doing to providevalue?
What are you doing to make sure, if any kind of pressure
washing is brought up, thatyou're in that conversation?
Like, what are you doing with?
You know, if so-and-so Freddynext door is talking to their
(05:35):
neighbor and they say somethingabout pressure washing, how are
you already soaked in their head?
You want to be in thatconversation.
Whenever pressure washing isbrought up up, you want to come
to mind when that customer hearsthe word pressure washing.
So what are we doing toposition ourselves?
2024, we entered best upstate.
Uh, c3 wash pros.
My company wanted 2025.
(05:56):
Me and matt went against eachother.
Matt beat me out of the best,upstate 2025.
So we are kind of those topcompetitors.
Now, best of upstate.
If you are, wherever you are,you have those little
competitions.
It provides value.
It's a free thing for yourcompany.
It provides value to your brand.
It's just one of those things.
(06:18):
They roll out the red carpet,take cool pictures, you get a
cool plaque and you can say, hey, I was voted best upstate Check
us out.
100%.
And you don't necessarily haveto win it every single year.
You get a cool plaque and youcan say hey, I was voted best,
upstate, check us out 100% andyou don't necessarily have to
win it every single year.
Speaker 1 (06:27):
Clay had a good point there.
You get the little badge, thebanner, whatever the silliness
is.
You got the picture on.
Like Clay said, on the redcarpet.
You can run a Facebook adbehind that.
You don't necessarily have todo that every single year.
To be credible Once.
Be credible Once you hit thatlevel, hey look, we're the best
in the upstate.
I see people all the timerunning ads best of the upstate
2023, we're here to serve you.
It's like, hey, they've provedthemselves in the market where
(06:50):
they've been locally votedamongst, essentially, the
community, so they're like acommunity choice award.
Say you're in sports, you winthe Super Bowl one year.
You're not just say, oh, if Idon't win it every year, I can't
talk about winning the SuperBowl that year.
I mean so little things likethis.
Like Clay says, there'sstrategy behind it.
I didn't even know what thisthing was until I saw Clay got
(07:11):
this last year and then one ofour local competitor buddies he
was posting about like voting tonominate himself.
So again, like Clay says, don'tthink that, oh, these are
things you just buy.
This is free.
I didn't spend any money out ofpocket with this organization to
get the thing.
I pretty much bought tickets tothe event.
They technically haven't evencharged me for the tickets yet.
(07:32):
So and then and then I just ranmarketing and I had my email
list.
Like we always stress out, wealways stress to you guys,
utilize email list, get customercontact information.
And I was just sending a linkto my customer base and just say
, hey, if you could give us avote.
And then we were able to secureit.
So that way Clay and I both areessentially like nominated and
won the best of the upstate.
So that is huge for marketing.
(07:54):
Throw that on your website, putthat on your trucks.
It's something that, asprofessionals, nobody's better
than anybody else per se, but ithelps us as kind of building
credibility.
If of building credibility ifwe're getting bid at against
other competitors.
So, like Clay or I, if they'rebidding us against other people
and they don't have that, itcould be a stepping stone to
(08:14):
kind of add value in our companyover somebody else.
Speaker 2 (08:17):
And again Well, yeah, it's like.
Yeah, like you're saying, mostpeople do get three pressure
washing clothes.
So if we're in a big projectand me and you are in with that,
and then you got another guy ortwo other guys or whatever, and
they say that me and you arevoted best up, say it's probably
gonna come down to me and you100, yeah, and don't view things
through the eyes of like oh man, that's like a popularity
(08:38):
contest or you just paid moneyfor that.
Speaker 1 (08:40):
You got to view things in the eyes of how a
consumer would perceive you ifyou're going out to, if you're,
if you're looking for somebodyto hire and they won a award for
like best of the upside.
There's some form ofcredibility there because they
had to qualify and that's what acustomer is going to see.
So, whether it's a local, asmall local reward, figure out
how to get entered into thesethings, just so you can get that
brand credibility and build upum, um, like, essentially like,
(09:04):
build up your credibility in thelocal market because there's
trust there and people buy fromthose they know I can trust.
Anybody can say we're numberone pressure washing company,
but when you literally like Clayand I have it's like we're
nominated and we won the best ofthe upstate for pressure
washing category, that's alittle more truthful in the eyes
of a consumer than just anybodywho says we're number one.
Speaker 2 (09:24):
Absolutely.
Not only does it just showcredibility and provide value,
it helps with your SEO as well,because when they post those
links and it says best pressurewashing company or power washing
company, whatever it's going toshow the backlink with your
company on it source, which isreally big.
Speaker 1 (09:49):
You got to think outside the box.
So when opportunities like thiscome up, don't just be, oh man,
like I don't need to be thatguy.
Like you got to be your, yoursalesman and you got to be like
the showman for your ownbusiness.
We're not in this game just topressure wash houses.
We're in this game to keep ourbusiness alive and try to make
it do as well as possible, andthat's kind of a reframe.
I see a lot of these guys.
They're like yeah, humility isamazing, it's great, but there's
(10:10):
nothing humble and great aboutgoing out of business,
especially if you're doing thisfor your family, or if you're
doing this to support people orjust to support yourselves.
Like you show up every singleday, and if you're not allowing
your position, your company, tobe positioned correctly in the
market and to win jobs and toand to be a biggest company you
possibly can be that you want tobe, you're doing yourself a
(10:30):
disservice.
And I see this all the time onthe groups.
Now it's a little slower.
People start getting into thenegativity trap.
Somebody posts something onlineand they just talk for hours
about nonsense, about like oh,what chemical should I use to
pressure wash this blue house.
You shouldn't be focused onthat.
And one of the pressure washingcoaches, guru guys, david he
(10:53):
had a post, too similar logic tothis.
And this is the problem thatanybody who's successful at
running businesses, anybodywho's more of a business minded
person than a technician, isgoing to say people will
essentially ask how to remove astain in concrete, and they put
more attention into that thanhow to get more work.
And how to remove a stain inconcrete, and they put more
attention into that than how toget more work.
And how more?
(11:13):
How to position themselvesbetter in their market, how to
get more jobs, how to overcomethe difficulty that we're facing
in the local market with howthe economy is, how much
competition there is like.
Instead of getting stuck in allthese kind of technical woes,
figure out how to position yourbusiness, whether it be through
awards like this, whether it bethrough forward thinking and
saying I'm slow in July, how canI make the most out of my fall
(11:34):
season?
I better start marketing now.
Essentially, we dropped a lot ofmarketing videos that we took
in June because we kind ofplanned for this.
We know, hey, the spring willtake care of itself.
That's when you get your repeatbusiness.
That's when everybody'ssearching pressure washing near
me and you run some Facebook adsor Google ads and you're going
to make 10 grand a month.
What separates people who arethe part-timers or the kind of
(11:57):
side hustle guys are more ofit's like how can you sustain
this year round?
And the whole premise and thewash pros and like our strategy
is it's a grind, but like webreak it down from the
pre-season spring to the springto now we're kind of in that
summer slump like we talkedabout.
But the summer slump is thesame as in december and january
(12:18):
when we're preparing for thatspring rush.
So what we're doing now ispreparing in this summer slump
for that fall rush and I shot abunch of marketing stuff.
Uh, we had some cool commercialprojects.
I got a lot of cool videofootage of that, got it edited.
We're running pretty substantialamount of money in ads.
We're not expecting those adsto convert necessarily now, but
(12:39):
we're planning on helping thatreally help us up, help us out,
get a lot more business and growthe fall season.
And that's how you got to think, cause I see guys they talk all
the time about Facebook ads andFacebook ads Like what?
What Facebook ads are yourunning?
I'm like Facebook is is goingto be that awareness essentially
.
So you're creating likeawareness of your business and,
like what Clay says, you want tobe top of mind when, when it's
(13:01):
time for people to search forpressure washing and we're
running a lot of awarenesscampaigns for for pressure
washing right now because we'retrying to position ourselves
when everybody in the fall isgoing to seek out pressure
washing services they thinkabout either clay or they think
about me.
Speaker 2 (13:19):
Yeah, a hundred percent.
I've always been big on thebrand awareness type stuff.
And then the biggest thing whenyou're talking about the summer
slump, you guys have to realize, like, when we say summer slump
, we're still doing 30, 40,$50,000 a month, depending on
the lead flow, and that's stilla huge months for you guys.
So summer slump is it'sprobably not a slump to you guys
(13:40):
, it's obviously a slump to usbecause, like June, we did 60
grand right.
So but that lead flowdefinitely, we can definitely
feel the difference.
We can definitely feel thedifference.
We can definitely see that it'spumped the brakes a little bit.
The market's kind of pumped hisbrakes.
Like matt said, everybody'sgetting ready back to school,
shopping, vacation um, they maybe spent out from vacation,
spent out from whatever, becauseeverybody has all their fun in
(14:02):
the summer, they spend all theirmoney in the summer and it
takes a little bit to recruitthat.
And then, like, like we've said, they're away, they're on, they
may not be around their houseas much as they are in the
spring.
They haven't looked at theirhouse.
And then you know, when thingsget back into just the things
with the school and all thattype stuff, and they're outside
and they see the kids playingwhen they get home from school.
They're like man, I need to getback on the pressure watch.
(14:23):
And so August is usually good,september is usually good,
october is usually great.
It's just making sure you setyourself up for success.
Speaker 1 (14:32):
A hundred percent and don't sweat the small stuff and
don't have a short-term vision.
In this type of business, or inany type of business, you have
to have a long-term vision.
You break down the year.
If you're feeling stressed outand you have anxiety, that
usually means because you haveuncertainty about the future.
Like Clay was mentioningearlier, when we have the data
through our CRM of year overyear sales curves and the trends
(14:53):
, we know that July is going tobe a slower season.
If you go back a few of ourepisodes ago, when we were in
June and killing it, doing like$60,000 plus a month, we were
saying we know the next month,the next few episodes, we're
going to be talking about oursummer slump.
This is just part of theseasonality of this business and
that's why what we're doing nowis, instead of stressing out
(15:13):
about it and saying, oh, I'mgoing to go under, I'm going to
go bankrupt, we understand thatAugust picks up a little bit.
September is pretty strong,october is pretty strong and
then November is almost like apush before Thanksgiving and
then it dies off again.
So what we're doing is justpreparing mentally for that and
like, hey, if you wanna take abreak, if you wanna go on
vacation, if you wanna slow somethings down and do some like
(15:37):
assessment on your business,this is a great time to do that
as well.
Just know, like we talk about asummer slump, when we're used
to running two trucks like sixdays a week and now we're
dialing it into like maybe onefull truck and then another one
and a half truck a week andmaybe some spots here and there.
So like, yeah, we're stillprofitable, we're still making
money, we're still growing,we're doing what we can to be
(15:59):
growing our business and movingthe ball forward.
But there's just going to be adownward curve in July and
that's really typical.
And if you guys are new andstressing out and freaking out
because it's not as easy as itwas in the spring, just know,
give it a couple months.
Give it a month and you'llstart to see it curve back up.
Speaker 2 (16:18):
Yeah, and I think that a little bit of it could be
everybody getting into thepressure washing business,
trying to do the pressurewashing stuff and eating into
the market because it is verysaturated in our market.
Everybody in the upstate is apressure washer, everybody is a
professional pressure washer,everybody you know which is fine
, because at the end of the dayit's sink or swim right.
So you just have to get out ofthat technician mindset, get
(16:44):
into the CEO mindset, as Mattsays.
Stop overcomplicating things,stop worrying about what
chemical you need for differentstains and different surfaces
and just keep it simple.
I mean we literally just use SH98% of the time, unless there's
something special I'm doing fora customer to get a job 100%
and our numbers are lagging alittle bit just due to this year
.
Speaker 1 (17:03):
But I mean, like Clay says, we spray water and SH and
I have two trucks and our likelike year to date is around
$240,000.
So, yeah, we have BHAGs of like$500,000 a year, but we're
almost like a little less thanat that halfway point.
Granted, the fall seasondoesn't necessarily correlate
(17:24):
the same intensity as the spring, so, like it, I can't say, oh,
I'm just going to duplicatewhere I'm at and be at 500,000.
But, like, we simplify this andwe don't use a lot of acids, we
don't do restoration cleaning,we don't do all this other stuff
, we're just spraying bleach andwater and we're able to do
$240,000 so far with pretty much, uh, one full-time technician
(17:45):
and then a uh, uh, two collegekids to help me in the summer
and then I'll be on the truck alittle bit here and there.
So it's a very simple game.
You just got to show up and notovercomplicate things, not ask
the questions of like oh, whatkind of sprayer do I use?
What is my chemicalconcentration mix?
Like, should I worry about this?
Should I worry about that?
Usually you're just gettingdistracted and not focusing on
(18:07):
what's really important and thewhole kind of strategy and
mantra of the wash bros is thesales, the marketing, the
branding, and then it's thepushing the business forward and
thinking like a CEO.
So yeah, you can have a downyear and still make $450,000.
We're here to encourage peopleand show people what they can do
.
And proof is in the puddingbetween Clay and and I, where he
(18:28):
sees essentially like we'rereally good at learning off of
each other and that's why, like,the wash process is great,
because this is like an opendialogue of what we have, our
weekly and daily conversationswith each other.
Like he showed me about thatbest in the upstate and I was
like you know what?
I don't know, I'm determined toget this, not saying anybody's
better than anybody, but it sayslike I was focusing on that
when he was growing his business, but he already got the award,
(18:49):
so it's like nobody's better.
We both have that now.
But like he showed me something, I went at it and I got it.
And that's kind of the mindsetthat we both have, where we both
like raise each other and we'reboth winning that way.
And that's the mindset we hopethat you guys have, as opposed
to, like trying to get stuck inthis internet drama or get doom
and gloom and say, oh, like toClay's point, there's tons of
(19:11):
people in this space.
Everybody thinks they can startpressure washing business and be
highly successful, but it takesa lot of grind, it takes a lot
of grit.
You got to work smart and hard.
Don't just get stuck in workinghard, because a lot of times if
you say you're working hard,you need to start working
smarter.
And then, as Clay's evident ofthat, that he's brought on
another truck and he doubled his, doubled his production and
like the last week or so, he waslike, oh, I'm just on the beach
(19:33):
somewhere, my guy's making memoney and then he's able to
reward his guy and bless his guywith tips.
So like I think a cool flexthat clay and I talk about is
like the ability to pay our, ourguys, a lot of money and and
like bless them our guys a lotof money and and like, bless
them, yeah, I mean I don't knowanywhere you can go.
Speaker 2 (19:54):
I mean, we spray water, it's very simple.
Um, obviously you want to makesure you have a good employee.
You want to make sure they takecare of your customers.
You want to make sure they takecare of your equipment.
You want to teach them theright ways to go about things.
Especially if you're in that,that, if you're in that position
right now and you're trying toscale, you're trying to get to
another truck, you're trying tofind somebody.
I really took my time on that.
(20:15):
I wanted to find somebodythat's going to take care of my
people, going to take care of myquality of work, and then that
way I could take care.
Guess you can.
If you look up, you can find abetter job somewhere else, but
we pay him very well.
He has his own truck, he driveshis truck home.
I don't have to see him, Idon't have to talk to him.
(20:40):
He doesn't have to see me, hedoesn't have to deal with me
unless something's up,something's there's an issue, um
, but he's basically his ownguys like his own little truck,
his own little route.
He does all his work and hegoes home, so pretty cool,
creating a great atmosphere forthe company, and we're just
going to continue to keepgrowing.
Speaker 1 (21:00):
And if you guys are familiar with like kind of pay
structures and mindsets, Clayand I both kind of did the same
thing.
It's almost like a pay forperformance setup as opposed to
just saying, hey, we're going topay X amount an hour.
So we both have guys that arehighly motivated to like have
autonomy, go out, do a good job,customer service focused.
And that's kind of a blessingbecause I know Clay was looking
(21:22):
for a guy for a while and thisguy seemed to like really step
in and do a great job for him.
And it's fun when you start tosee your Google reviews
recommend like that tech again,Like I had one the other day
where it's like, hey, great job,great service.
Um, can I request having Ryan,who's my tech, do the job next
time?
And I think that's when you knowyou're building a business,
(21:43):
because everybody gets into thiswith the hopes and dreams of
building a business and not justbeing the the.
Hey, I have a job and I work 12hours a day and I'm exhausted at
the end of the day and it'sexpensive and it's tiring and is
it all worth it.
And when you get moments likethat where you're like, hey, you
can take a vacation and youcome back and you're guys
getting tips and gettingreferrals and and Google reviews
and he's handling problemsolving without me.
(22:05):
That's that's kind of winningand that's these are the small
things that as you grow andprogress and you kind of follow
that framework of the wash bros,like like our wash bros
framework you can experienceyourself and it's really cool.
It's like in the beginning youyou make your first hundred
bucks and then you're like firstthousand dollar day and then
and then you start growing yourbusiness and you're like I can
go and do this full time andthen you're hiring your first
(22:27):
employee and then you start tosee like this guy can like show
up and do his, do his stuff allby himself.
He's getting me google reviews,he's getting tips.
Speaker 2 (22:35):
He's like he's able to like live in this economy
that I created and that's whereit's really fun yeah, there's
nothing better than sitting onthe beach and uh, just knowing
that everything at home is good,especially once you found that
really good guy that can takecare of your stuff and, like I
was saying, you just want tofind somebody to take care of
everybody while you're gone anduh, I think that's been the best
(22:56):
uh thing that's happened,especially with two trucks
having two trucks being able to,when it slows down a little bit
, take off and take a breatherabsolutely that's leveling up.
Speaker 1 (23:08):
And then, like you can have different level
conversations, like clay and Ialways talk about it's hey,
what's the next move when thisgets easy?
You're so used to being in thegrind Because, if you remember,
episodes ago, before Clay scaled, he's like man, I'm working
hard, I'm working hard.
And then he put his guy inplace and then he's like well,
what do I do with my time now?
I'm hungry.
I'm hungry.
It's like that same hunger.
(23:29):
You guys have that same grindand hustle and like builder
energy.
You, you free up some time andyou build your business and you
have guys help you that do agreat job that employees love,
and then you're building thesystems out where you can free
yourself up to to do whateveryou want, whether you want to
spend time with your family,take a breather, focus on a
hobby of yours, or you can usethat energy to like war game and
(23:51):
plan out your next move inbusiness.
And that's that's what'sexciting, cause we see this all
the time.
Guys, they get into thisbusiness, they're super hungry,
they, they're like so ambitiousand then that spirit dies a
little bit every year.
Or it dies a little bit causethey get burnt out, or they get
injured.
And I mean I had, I had healthissues and it's it's easy, it's
easy to happen.
And and then if you, if you'renot prepared and you're not
(24:13):
doing the things correctly tobuild that system and
infrastructure around you,you're, you're doing yourself a
disservice and you're settingyourself up for failure.
We're, we're here just to showyou there's so much more out
there that you even think youcan, because clay sent me a
picture yesterday it was likethree years ago on his timeline
where he bought my like eightgallon a minute machine and and
then it's crazy to think, man,three years.
(24:34):
Like we have done a lot, likewe've pressure washed a lot of
stuff.
We've been recognized a lotwith pressure washing.
We started this podcast prettymuch and that's been successful.
And I mean now we're at thestage where we're able to help
other people provide forthemselves, which is super cool.
Speaker 2 (24:51):
Yeah, a lot of people don't realize how much you can
actually get done in three years.
I mean all the downloads we'vehad, all the people we've helped
, all the phone calls we've had,all the questions we've had,
all the people we've met in thisindustry across the world.
It's unbelievable.
I'm very happy, very thankfulfor everybody that's had a part
of my journey, and we're onlygoing to go further, right.
So, um, the coolest thing, um,you know, a year ago I couldn't
(25:15):
even um, I mean, if somethingwere to happen, like a medical
issue, like what you had lastyear, I would have been screwed,
like we would have been out ofwork, we'd lost a lot of
business.
But now that we've positionedourselves in the right way, the
business can pretty much runitself.
Speaker 1 (25:29):
So, um, pretty cool to have have have something on
autopilot and, uh, you knowthere's levels to this game and,
uh, we're just going to keep onleveling up I find too, like,
as you level up and you get outof that grind, like you're doing
everything yourself, like youhave a better, more optimistic
outlook on things and it's easy,easy to look around and be kind
(25:50):
of grumpy or think, oh this,these, these newbies are taking
my business.
Or like all these gurus aretelling people they're gonna
like how to do it is so easy,yeah.
Like when you're in the thickof it is difficult, but like
when you have your systems incheck and you're really
differentiating yourselves fromthese people, like we are not
striving to compete with thesepeople and that's why, like no
disrespect to anything, but clayand I were like we don't have
(26:12):
competition besides ourselves,essentially.
And then we, we do.
We do what we can to separateourselves from each other in the
eyes of a customer.
But like, like, if, if you wantto dominate your local market,
you have to be that one percent,and when there's hundreds of
people doing this, it's hard.
You don't want to compete witheverybody.
You want to compete at the top,with, with, with either
(26:33):
yourselves or with somebody likeClay and I, where we compete
with each other for the mostpart and you keep elevating
yourself up.
And then what used to be a bigissue, what used to break your
day.
Oh, I'm so like.
You see this a lot too.
People get all upset about like, oh, the surface cleaner blew
up on me, or oh, I blew a hose.
Or oh, like I burned a plant.
Or like this customer is givingme crap, like, as you grow and
(26:54):
level up, those aren't reallyissues, it's just a little bit
of noise.
And then you realize, okay,it's a problem, I'm going to
have plenty of problems likethis a day.
And then that muscle that youhad when you started your
business grows and grows andgrows and then you just become a
problem solver all day long andthen you enjoy doing it.
And then you build up abusiness and you're there to
pretty much cheerlead and thenput out fires and support your
(27:16):
team.
And that's kind of the levelthat clan are at, where, hey, I
can be running around townsupporting people, helping
people.
Worst case scenario, I couldeven hire somebody to replace
myself in that role.
I'm just not at that point yet.
So you can start to see, likethe um fruit, uh, uh, like what
you're bearing, like you plantthe seeds in the beginning, and
then you can start to see, wow,I don't have to work as hard to
(27:38):
do this job and I'm I'm able tobe successful and I'm able to
grow my business in a faster waythan if I'm that one guy doing
everything like we don't realize.
We're a choke point.
Until we are, until we're,until it's, until we're out of
that phase and I know, know,clay motivated me to, to, to, to
run more money into ads, andthen he's, he's always been that
(27:59):
fire behind me to push meforward.
Speaker 2 (28:03):
Yeah, I've always leaned into the harder stuff.
It's like going to the gym theharder it gets, the harder you
work, the better off you areafter you get, get in shape, get
fit.
It's kind of the same thing.
I've always related myself tosports the more you practice,
the better off you're going tobe.
You sit up there, you get upevery day and you go to the gym.
Obviously you're going to be inshape one day, right?
So if you get up and do thesame thing every day, keep
(28:24):
pushing forward trying to levelup.
Speaker 1 (28:35):
Obviously you're going-minute mark here, so this
is kind of the stopping point welike to do, especially in the
summertime, where we all havestuff to do and everybody can
get back to their family.
So is there anything you'd liketo say?
Clay as a closing statement.
Speaker 2 (28:44):
Yeah, everybody that's listening.
Just keep grinding, keeppushing forward.
If you have any questions, feelfree to message our page.
We're still working on stufflike we have been, but I promise
you we'll get it all together.
That way you guys can startcalling us or whatnot.
Make sure you follow me.
Clay Smith on my personal pageon Facebook.
I am the Pressure Watch Guru onTikTok.
Go give me a follow, go checkout all my cool content.
(29:06):
I've promoted some items onthere.
You can buy some novels from meor whatever.
You can go check.
Just go check out my content.
Go follow me, give me a like,give me a comment, whatever.
And then, uh, follow matt onall his pages.
Matthew jackson on his personalpage.
Matt the driveway guy businesspage.
My business page, c3 watch pros.
Um, be sure to check us all out.
(29:27):
We're legit.
We got all this, the data toprove, uh, all the success that
we've had.
We're not just justbullshitting anybody, and we
want to see you do well too.
Speaker 1 (29:35):
Absolutely.
I think that's a great end tothis episode.
Like Clay says, check us out,give us a like and follow and a
ton of value.
If you guys liked this episodeyou just caught this episode
make sure to go subscribe to ourchannel and subscribe to our
podcast on all the platforms andstart from scratch.
Like it's cool to see we'll get.
We'll get people listen tothese newer episodes and then
(29:56):
we'll see them starting to startat the bottom and then our
other episodes are growing.
So there's tons of value here,literally like our open diary to
ourselves when Clay was owner,operating it, when I was just
starting growing this businessout and then to where we're at
now.
So there's tons of value at alllevels.
So if you guys like thisepisode, check out episodes in
the beginning and you'll prettymuch gain a lot of knowledge to
(30:18):
be able to be at the sameposition we're at, as well as be
entertained and hopefully get alot of positivity and
motivation, because I know,especially in the summer slumps
it can be hard and it's nice tohave some positivity and
motivation.
So that's everything on my end.
Um, I'll drop the outro andwe'll see you next week.
What's up, guys?
It is Matt Jackson and ClaySmith and we're the Wash Bros.
Thanks for tuning in on thisreally hot July day.
This is going to be July 20thand this is going to be episode
24.
So it's super hot, kind of theof the the lull of that summer
slump that we're talking about,where, if you guys are in
similar boats as us, you'reprobably looking around seeing
(00:51):
like, oh where, where are allthe leads, where's all the work
coming from?
Uh again, like we werementioning before, this is kind
of what we call the summer slump, when everybody is on vacation,
everybody's got their housecleaned already, or they're
saving up and waiting to go,waiting for their kids to go to
school so they can buy all theirschool supplies and stuff, like
that.
So I figure on this episodewe'll talk about what we do to
(01:12):
prepare for the fall season.
Like Clay mentions, we'realways trying to prepare for
that season going forward, likeif you're here trying to market
for July and get work for nextweek, it's not gonna be as
effective as how you'repositioning yourself for that
fall season or that winterseason.
So you want to kick this thingoff, clay.
Speaker 2 (01:31):
Yeah, so great point.
As I've always said I say it inlike every other episode you
got to be prepared for thingslike this.
You got to in July for the Julymarketing.
You want to have your Julymarketing done in February,
march, before the season kicksoff or as the season's kicking
off.
You don't want to be okaysitting here in the slump saying
, oh crap, I need to put moremoney here in Google, I need to
(01:51):
put more money on the Facebookads, I need to put more money on
TV.
I need to do whatever.
If you're panicking, that'sprobably a bad thing.
You need to come up with astrong marketing strategy.
Come up with a budget, figureout where you want to put that
budget and roll with it, stayconsistent with it.
And that's how you becomesuccessful in marketing.
That's how you becomesuccessful with your brand.
(02:12):
That's how you build value inyour brand is steadily investing
into your business.
Like we've said before, with thesummer slump the summer slump
we were already prepared forthis.
We already knew it was coming.
This is an every year thing.
Slump the summer slump we werealready prepared for this.
We already knew it was coming.
This is an every year thing.
So if you're new, this is yourfirst couple year or two, um,
and you may have just went outon your own and started doing
(02:33):
this full-time.
This is very normal.
It's very it's it's every yeartrend, so, and we have the all
the data to prove that.
So, once you start buildingyour company, you have the right
processes in place, you havehave the right software the CRM.
You can go back and look atprior years and say, okay, it's
the same trend, that it was theyears prior.
So very cool to be able to goback and see that.
(02:54):
But now, as far as, like Mattwas saying, with the marketing
stuff, you want to make sureyou're marketing for fall now.
Always be preparing yourselffor the sets to close out the
year because it's coming quick.
It's going to get busy againpretty quick, just like spring
came up, snuck up on us.
It's going to get busy and yougot to make the most of it.
Speaker 1 (03:14):
Exactly right and you got to make the most of it
because right after spring,after after that fall season,
which is like a mini spring,you're going to get into that
winter.
So in South Carolina our wintercan be pretty rough If you
don't have money stored aside,if you're not prepared for those
bills of December, january,maybe even early February.
You need to start saving anddoing so now because, like if
(03:35):
you're running the business,you're used to cashflow, you're
used to work coming in, you cankind of live month to month,
week to week, almost if you'rejust like new to this or
hustling.
But like Clay says too, this iswhen you start tucking money
aside for the wintertime.
This is where you startplanning.
Not only are you investing ingetting work for that fall and
winter season or the fall seasonespecially, but you're tucking
(03:57):
away a little bit of money andyou're saving up for when it
slows down completely.
And one of those things wherethis year has been a little bit
of a tougher year, I thinkoverall for everybody,
especially if you're heavy inresidential.
I've been able to pick up somecommercial work which has
allowed us to be pretty flatyear over year.
But if I didn't have thatcommercial work I'd been down.
So, uh, I'm saying I thinkwe're probably doing like almost
(04:18):
50,000 ish dollars incommercial work so far this year
, just so that that's moving theneedle.
We definitely see a prettysubstantial drop in just
residential leads andresidential work.
So again, we're trying toprepare and plan in advance
because, like you said, younever know what happened.
This past year we had ahurricane hit us in the fall and
it really took a dent in thelocal market.
(04:40):
So what we do now is gettingahead of any type of issues that
we may face then.
So if, say, the market shortensup and shifts a little bit,
then we're going to be the go-toprovider for pressure washing
needs.
If people are like, oh, I'veseen C3 Wash Pros blowing it up
all summer long, I'm going touse them next, then usually
(05:00):
that's going to be that seasonin the fall where they get their
house cleaned, when it coolsoff a a little bit, when they
have their outdoor cookouts,when their kids are back in
school, stuff like that.
So like, what are we doing nowto prepare ourselves for that?
Speaker 2 (05:13):
yeah, not only that is.
You know we're top competitors,I would say, in the market, in
our market, online, onlinereputation, stuff like that.
You want to make sure you're inthe top.
What are you doing to providevalue?
What are you doing to make sure, if any kind of pressure
washing is brought up, thatyou're in that conversation?
Like, what are you doing with?
You know, if so-and-so Freddynext door is talking to their
(05:35):
neighbor and they say somethingabout pressure washing, how are
you already soaked in their head?
You want to be in thatconversation.
Whenever pressure washing isbrought up up, you want to come
to mind when that customer hearsthe word pressure washing.
So what are we doing toposition ourselves?
2024, we entered best upstate.
Uh, c3 wash pros.
My company wanted 2025.
(05:56):
Me and matt went against eachother.
Matt beat me out of the best,upstate 2025.
So we are kind of those topcompetitors.
Now, best of upstate.
If you are, wherever you are,you have those little
competitions.
It provides value.
It's a free thing for yourcompany.
It provides value to your brand.
It's just one of those things.
(06:18):
They roll out the red carpet,take cool pictures, you get a
cool plaque and you can say, hey, I was voted best upstate Check
us out.
100%.
And you don't necessarily haveto win it every single year.
You get a cool plaque and youcan say hey, I was voted best,
upstate, check us out 100% andyou don't necessarily have to
win it every single year.
Speaker 1 (06:27):
Clay had a good point there.
You get the little badge, thebanner, whatever the silliness
is.
You got the picture on.
Like Clay said, on the redcarpet.
You can run a Facebook adbehind that.
You don't necessarily have todo that every single year.
To be credible Once.
Be credible Once you hit thatlevel, hey look, we're the best
in the upstate.
I see people all the timerunning ads best of the upstate
2023, we're here to serve you.
It's like, hey, they've provedthemselves in the market where
(06:50):
they've been locally votedamongst, essentially, the
community, so they're like acommunity choice award.
Say you're in sports, you winthe Super Bowl one year.
You're not just say, oh, if Idon't win it every year, I can't
talk about winning the SuperBowl that year.
I mean so little things likethis.
Like Clay says, there'sstrategy behind it.
I didn't even know what thisthing was until I saw Clay got
(07:11):
this last year and then one ofour local competitor buddies he
was posting about like voting tonominate himself.
So again, like Clay says, don'tthink that, oh, these are
things you just buy.
This is free.
I didn't spend any money out ofpocket with this organization to
get the thing.
I pretty much bought tickets tothe event.
They technically haven't evencharged me for the tickets yet.
(07:32):
So and then and then I just ranmarketing and I had my email
list.
Like we always stress out, wealways stress to you guys,
utilize email list, get customercontact information.
And I was just sending a linkto my customer base and just say
, hey, if you could give us avote.
And then we were able to secureit.
So that way Clay and I both areessentially like nominated and
won the best of the upstate.
So that is huge for marketing.
(07:54):
Throw that on your website, putthat on your trucks.
It's something that, asprofessionals, nobody's better
than anybody else per se, but ithelps us as kind of building
credibility.
If of building credibility ifwe're getting bid at against
other competitors.
So, like Clay or I, if they'rebidding us against other people
and they don't have that, itcould be a stepping stone to
(08:14):
kind of add value in our companyover somebody else.
Speaker 2 (08:17):
And again Well, yeah, it's like.
Yeah, like you're saying, mostpeople do get three pressure
washing clothes.
So if we're in a big projectand me and you are in with that,
and then you got another guy ortwo other guys or whatever, and
they say that me and you arevoted best up, say it's probably
gonna come down to me and you100, yeah, and don't view things
through the eyes of like oh man, that's like a popularity
(08:38):
contest or you just paid moneyfor that.
Speaker 1 (08:40):
You got to view things in the eyes of how a
consumer would perceive you ifyou're going out to, if you're,
if you're looking for somebodyto hire and they won a award for
like best of the upside.
There's some form ofcredibility there because they
had to qualify and that's what acustomer is going to see.
So, whether it's a local, asmall local reward, figure out
how to get entered into thesethings, just so you can get that
brand credibility and build upum, um, like, essentially like,
(09:04):
build up your credibility in thelocal market because there's
trust there and people buy fromthose they know I can trust.
Anybody can say we're numberone pressure washing company,
but when you literally like Clayand I have it's like we're
nominated and we won the best ofthe upstate for pressure
washing category, that's alittle more truthful in the eyes
of a consumer than just anybodywho says we're number one.
Speaker 2 (09:24):
Absolutely.
Not only does it just showcredibility and provide value,
it helps with your SEO as well,because when they post those
links and it says best pressurewashing company or power washing
company, whatever it's going toshow the backlink with your
company on it source, which isreally big.
Speaker 1 (09:49):
You got to think outside the box.
So when opportunities like thiscome up, don't just be, oh man,
like I don't need to be thatguy.
Like you got to be your, yoursalesman and you got to be like
the showman for your ownbusiness.
We're not in this game just topressure wash houses.
We're in this game to keep ourbusiness alive and try to make
it do as well as possible, andthat's kind of a reframe.
I see a lot of these guys.
They're like yeah, humility isamazing, it's great, but there's
(10:10):
nothing humble and great aboutgoing out of business,
especially if you're doing thisfor your family, or if you're
doing this to support people orjust to support yourselves.
Like you show up every singleday, and if you're not allowing
your position, your company, tobe positioned correctly in the
market and to win jobs and toand to be a biggest company you
possibly can be that you want tobe, you're doing yourself a
(10:30):
disservice.
And I see this all the time onthe groups.
Now it's a little slower.
People start getting into thenegativity trap.
Somebody posts something onlineand they just talk for hours
about nonsense, about like oh,what chemical should I use to
pressure wash this blue house.
You shouldn't be focused onthat.
And one of the pressure washingcoaches, guru guys, david he
(10:53):
had a post, too similar logic tothis.
And this is the problem thatanybody who's successful at
running businesses, anybodywho's more of a business minded
person than a technician, isgoing to say people will
essentially ask how to remove astain in concrete, and they put
more attention into that thanhow to get more work.
And how to remove a stain inconcrete, and they put more
attention into that than how toget more work.
And how more?
(11:13):
How to position themselvesbetter in their market, how to
get more jobs, how to overcomethe difficulty that we're facing
in the local market with howthe economy is, how much
competition there is like.
Instead of getting stuck in allthese kind of technical woes,
figure out how to position yourbusiness, whether it be through
awards like this, whether it bethrough forward thinking and
saying I'm slow in July, how canI make the most out of my fall
(11:34):
season?
I better start marketing now.
Essentially, we dropped a lot ofmarketing videos that we took
in June because we kind ofplanned for this.
We know, hey, the spring willtake care of itself.
That's when you get your repeatbusiness.
That's when everybody'ssearching pressure washing near
me and you run some Facebook adsor Google ads and you're going
to make 10 grand a month.
What separates people who arethe part-timers or the kind of
(11:57):
side hustle guys are more ofit's like how can you sustain
this year round?
And the whole premise and thewash pros and like our strategy
is it's a grind, but like webreak it down from the
pre-season spring to the springto now we're kind of in that
summer slump like we talkedabout.
But the summer slump is thesame as in december and january
(12:18):
when we're preparing for thatspring rush.
So what we're doing now ispreparing in this summer slump
for that fall rush and I shot abunch of marketing stuff.
Uh, we had some cool commercialprojects.
I got a lot of cool videofootage of that, got it edited.
We're running pretty substantialamount of money in ads.
We're not expecting those adsto convert necessarily now, but
(12:39):
we're planning on helping thatreally help us up, help us out,
get a lot more business and growthe fall season.
And that's how you got to think, cause I see guys they talk all
the time about Facebook ads andFacebook ads Like what?
What Facebook ads are yourunning?
I'm like Facebook is is goingto be that awareness essentially
.
So you're creating likeawareness of your business and,
like what Clay says, you want tobe top of mind when, when it's
(13:01):
time for people to search forpressure washing and we're
running a lot of awarenesscampaigns for for pressure
washing right now because we'retrying to position ourselves
when everybody in the fall isgoing to seek out pressure
washing services they thinkabout either clay or they think
about me.
Speaker 2 (13:19):
Yeah, a hundred percent.
I've always been big on thebrand awareness type stuff.
And then the biggest thing whenyou're talking about the summer
slump, you guys have to realize, like, when we say summer slump
, we're still doing 30, 40,$50,000 a month, depending on
the lead flow, and that's stilla huge months for you guys.
So summer slump is it'sprobably not a slump to you guys
(13:40):
, it's obviously a slump to usbecause, like June, we did 60
grand right.
So but that lead flowdefinitely, we can definitely
feel the difference.
We can definitely feel thedifference.
We can definitely see that it'spumped the brakes a little bit.
The market's kind of pumped hisbrakes.
Like matt said, everybody'sgetting ready back to school,
shopping, vacation um, they maybe spent out from vacation,
spent out from whatever, becauseeverybody has all their fun in
(14:02):
the summer, they spend all theirmoney in the summer and it
takes a little bit to recruitthat.
And then, like, like we've said, they're away, they're on, they
may not be around their houseas much as they are in the
spring.
They haven't looked at theirhouse.
And then you know, when thingsget back into just the things
with the school and all thattype stuff, and they're outside
and they see the kids playingwhen they get home from school.
They're like man, I need to getback on the pressure watch.
(14:23):
And so August is usually good,september is usually good,
october is usually great.
It's just making sure you setyourself up for success.
Speaker 1 (14:32):
A hundred percent and don't sweat the small stuff and
don't have a short-term vision.
In this type of business, or inany type of business, you have
to have a long-term vision.
You break down the year.
If you're feeling stressed outand you have anxiety, that
usually means because you haveuncertainty about the future.
Like Clay was mentioningearlier, when we have the data
through our CRM of year overyear sales curves and the trends
(14:53):
, we know that July is going tobe a slower season.
If you go back a few of ourepisodes ago, when we were in
June and killing it, doing like$60,000 plus a month, we were
saying we know the next month,the next few episodes, we're
going to be talking about oursummer slump.
This is just part of theseasonality of this business and
that's why what we're doing nowis, instead of stressing out
(15:13):
about it and saying, oh, I'mgoing to go under, I'm going to
go bankrupt, we understand thatAugust picks up a little bit.
September is pretty strong,october is pretty strong and
then November is almost like apush before Thanksgiving and
then it dies off again.
So what we're doing is justpreparing mentally for that and
like, hey, if you wanna take abreak, if you wanna go on
vacation, if you wanna slow somethings down and do some like
(15:37):
assessment on your business,this is a great time to do that
as well.
Just know, like we talk about asummer slump, when we're used
to running two trucks like sixdays a week and now we're
dialing it into like maybe onefull truck and then another one
and a half truck a week andmaybe some spots here and there.
So like, yeah, we're stillprofitable, we're still making
money, we're still growing,we're doing what we can to be
(15:59):
growing our business and movingthe ball forward.
But there's just going to be adownward curve in July and
that's really typical.
And if you guys are new andstressing out and freaking out
because it's not as easy as itwas in the spring, just know,
give it a couple months.
Give it a month and you'llstart to see it curve back up.
Speaker 2 (16:18):
Yeah, and I think that a little bit of it could be
everybody getting into thepressure washing business,
trying to do the pressurewashing stuff and eating into
the market because it is verysaturated in our market.
Everybody in the upstate is apressure washer, everybody is a
professional pressure washer,everybody you know which is fine
, because at the end of the dayit's sink or swim right.
So you just have to get out ofthat technician mindset, get
(16:44):
into the CEO mindset, as Mattsays.
Stop overcomplicating things,stop worrying about what
chemical you need for differentstains and different surfaces
and just keep it simple.
I mean we literally just use SH98% of the time, unless there's
something special I'm doing fora customer to get a job 100%
and our numbers are lagging alittle bit just due to this year
.
Speaker 1 (17:03):
But I mean, like Clay says, we spray water and SH and
I have two trucks and our likelike year to date is around
$240,000.
So, yeah, we have BHAGs of like$500,000 a year, but we're
almost like a little less thanat that halfway point.
Granted, the fall seasondoesn't necessarily correlate
(17:24):
the same intensity as the spring, so, like it, I can't say, oh,
I'm just going to duplicatewhere I'm at and be at 500,000.
But, like, we simplify this andwe don't use a lot of acids, we
don't do restoration cleaning,we don't do all this other stuff
, we're just spraying bleach andwater and we're able to do
$240,000 so far with pretty much, uh, one full-time technician
(17:45):
and then a uh, uh, two collegekids to help me in the summer
and then I'll be on the truck alittle bit here and there.
So it's a very simple game.
You just got to show up and notovercomplicate things, not ask
the questions of like oh, whatkind of sprayer do I use?
What is my chemicalconcentration mix?
Like, should I worry about this?
Should I worry about that?
Usually you're just gettingdistracted and not focusing on
(18:07):
what's really important and thewhole kind of strategy and
mantra of the wash bros is thesales, the marketing, the
branding, and then it's thepushing the business forward and
thinking like a CEO.
So yeah, you can have a downyear and still make $450,000.
We're here to encourage peopleand show people what they can do
.
And proof is in the puddingbetween Clay and and I, where he
(18:28):
sees essentially like we'rereally good at learning off of
each other and that's why, like,the wash process is great,
because this is like an opendialogue of what we have, our
weekly and daily conversationswith each other.
Like he showed me about thatbest in the upstate and I was
like you know what?
I don't know, I'm determined toget this, not saying anybody's
better than anybody, but it sayslike I was focusing on that
when he was growing his business, but he already got the award,
(18:49):
so it's like nobody's better.
We both have that now.
But like he showed me something, I went at it and I got it.
And that's kind of the mindsetthat we both have, where we both
like raise each other and we'reboth winning that way.
And that's the mindset we hopethat you guys have, as opposed
to, like trying to get stuck inthis internet drama or get doom
and gloom and say, oh, like toClay's point, there's tons of
(19:11):
people in this space.
Everybody thinks they can startpressure washing business and be
highly successful, but it takesa lot of grind, it takes a lot
of grit.
You got to work smart and hard.
Don't just get stuck in workinghard, because a lot of times if
you say you're working hard,you need to start working
smarter.
And then, as Clay's evident ofthat, that he's brought on
another truck and he doubled his, doubled his production and
like the last week or so, he waslike, oh, I'm just on the beach
(19:33):
somewhere, my guy's making memoney and then he's able to
reward his guy and bless his guywith tips.
So like I think a cool flexthat clay and I talk about is
like the ability to pay our, ourguys, a lot of money and and
like bless them our guys a lotof money and and like, bless
them, yeah, I mean I don't knowanywhere you can go.
Speaker 2 (19:54):
I mean, we spray water, it's very simple.
Um, obviously you want to makesure you have a good employee.
You want to make sure they takecare of your customers.
You want to make sure they takecare of your equipment.
You want to teach them theright ways to go about things.
Especially if you're in that,that, if you're in that position
right now and you're trying toscale, you're trying to get to
another truck, you're trying tofind somebody.
I really took my time on that.
(20:15):
I wanted to find somebodythat's going to take care of my
people, going to take care of myquality of work, and then that
way I could take care.
Guess you can.
If you look up, you can find abetter job somewhere else, but
we pay him very well.
He has his own truck, he driveshis truck home.
I don't have to see him, Idon't have to talk to him.
(20:40):
He doesn't have to see me, hedoesn't have to deal with me
unless something's up,something's there's an issue, um
, but he's basically his ownguys like his own little truck,
his own little route.
He does all his work and hegoes home, so pretty cool,
creating a great atmosphere forthe company, and we're just
going to continue to keepgrowing.
Speaker 1 (21:00):
And if you guys are familiar with like kind of pay
structures and mindsets, Clayand I both kind of did the same
thing.
It's almost like a pay forperformance setup as opposed to
just saying, hey, we're going topay X amount an hour.
So we both have guys that arehighly motivated to like have
autonomy, go out, do a good job,customer service focused.
And that's kind of a blessingbecause I know Clay was looking
(21:22):
for a guy for a while and thisguy seemed to like really step
in and do a great job for him.
And it's fun when you start tosee your Google reviews
recommend like that tech again,Like I had one the other day
where it's like, hey, great job,great service.
Um, can I request having Ryan,who's my tech, do the job next
time?
And I think that's when you knowyou're building a business,
(21:43):
because everybody gets into thiswith the hopes and dreams of
building a business and not justbeing the the.
Hey, I have a job and I work 12hours a day and I'm exhausted at
the end of the day and it'sexpensive and it's tiring and is
it all worth it.
And when you get moments likethat where you're like, hey, you
can take a vacation and youcome back and you're guys
getting tips and gettingreferrals and and Google reviews
and he's handling problemsolving without me.
(22:05):
That's that's kind of winningand that's these are the small
things that as you grow andprogress and you kind of follow
that framework of the wash bros,like like our wash bros
framework you can experienceyourself and it's really cool.
It's like in the beginning youyou make your first hundred
bucks and then you're like firstthousand dollar day and then
and then you start growing yourbusiness and you're like I can
go and do this full time andthen you're hiring your first
(22:27):
employee and then you start tosee like this guy can like show
up and do his, do his stuff allby himself.
He's getting me google reviews,he's getting tips.
Speaker 2 (22:35):
He's like he's able to like live in this economy
that I created and that's whereit's really fun yeah, there's
nothing better than sitting onthe beach and uh, just knowing
that everything at home is good,especially once you found that
really good guy that can takecare of your stuff and, like I
was saying, you just want tofind somebody to take care of
everybody while you're gone anduh, I think that's been the best
(22:56):
uh thing that's happened,especially with two trucks
having two trucks being able to,when it slows down a little bit
, take off and take a breatherabsolutely that's leveling up.
Speaker 1 (23:08):
And then, like you can have different level
conversations, like clay and Ialways talk about it's hey,
what's the next move when thisgets easy?
You're so used to being in thegrind Because, if you remember,
episodes ago, before Clay scaled, he's like man, I'm working
hard, I'm working hard.
And then he put his guy inplace and then he's like well,
what do I do with my time now?
I'm hungry.
I'm hungry.
It's like that same hunger.
(23:29):
You guys have that same grindand hustle and like builder
energy.
You, you free up some time andyou build your business and you
have guys help you that do agreat job that employees love,
and then you're building thesystems out where you can free
yourself up to to do whateveryou want, whether you want to
spend time with your family,take a breather, focus on a
hobby of yours, or you can usethat energy to like war game and
(23:51):
plan out your next move inbusiness.
And that's that's what'sexciting, cause we see this all
the time.
Guys, they get into thisbusiness, they're super hungry,
they, they're like so ambitiousand then that spirit dies a
little bit every year.
Or it dies a little bit causethey get burnt out, or they get
injured.
And I mean I had, I had healthissues and it's it's easy, it's
easy to happen.
And and then if you, if you'renot prepared and you're not
(24:13):
doing the things correctly tobuild that system and
infrastructure around you,you're, you're doing yourself a
disservice and you're settingyourself up for failure.
We're, we're here just to showyou there's so much more out
there that you even think youcan, because clay sent me a
picture yesterday it was likethree years ago on his timeline
where he bought my like eightgallon a minute machine and and
then it's crazy to think, man,three years.
(24:34):
Like we have done a lot, likewe've pressure washed a lot of
stuff.
We've been recognized a lotwith pressure washing.
We started this podcast prettymuch and that's been successful.
And I mean now we're at thestage where we're able to help
other people provide forthemselves, which is super cool.
Speaker 2 (24:51):
Yeah, a lot of people don't realize how much you can
actually get done in three years.
I mean all the downloads we'vehad, all the people we've helped
, all the phone calls we've had,all the questions we've had,
all the people we've met in thisindustry across the world.
It's unbelievable.
I'm very happy, very thankfulfor everybody that's had a part
of my journey, and we're onlygoing to go further, right.
So, um, the coolest thing, um,you know, a year ago I couldn't
(25:15):
even um, I mean, if somethingwere to happen, like a medical
issue, like what you had lastyear, I would have been screwed,
like we would have been out ofwork, we'd lost a lot of
business.
But now that we've positionedourselves in the right way, the
business can pretty much runitself.
Speaker 1 (25:29):
So, um, pretty cool to have have have something on
autopilot and, uh, you knowthere's levels to this game and,
uh, we're just going to keep onleveling up I find too, like,
as you level up and you get outof that grind, like you're doing
everything yourself, like youhave a better, more optimistic
outlook on things and it's easy,easy to look around and be kind
(25:50):
of grumpy or think, oh this,these, these newbies are taking
my business.
Or like all these gurus aretelling people they're gonna
like how to do it is so easy,yeah.
Like when you're in the thickof it is difficult, but like
when you have your systems incheck and you're really
differentiating yourselves fromthese people, like we are not
striving to compete with thesepeople and that's why, like no
disrespect to anything, but clayand I were like we don't have
(26:12):
competition besides ourselves,essentially.
And then we, we do.
We do what we can to separateourselves from each other in the
eyes of a customer.
But like, like, if, if you wantto dominate your local market,
you have to be that one percent,and when there's hundreds of
people doing this, it's hard.
You don't want to compete witheverybody.
You want to compete at the top,with, with, with either
(26:33):
yourselves or with somebody likeClay and I, where we compete
with each other for the mostpart and you keep elevating
yourself up.
And then what used to be a bigissue, what used to break your
day.
Oh, I'm so like.
You see this a lot too.
People get all upset about like, oh, the surface cleaner blew
up on me, or oh, I blew a hose.
Or oh, like I burned a plant.
Or like this customer is givingme crap, like, as you grow and
(26:54):
level up, those aren't reallyissues, it's just a little bit
of noise.
And then you realize, okay,it's a problem, I'm going to
have plenty of problems likethis a day.
And then that muscle that youhad when you started your
business grows and grows andgrows and then you just become a
problem solver all day long andthen you enjoy doing it.
And then you build up abusiness and you're there to
pretty much cheerlead and thenput out fires and support your
(27:16):
team.
And that's kind of the levelthat clan are at, where, hey, I
can be running around townsupporting people, helping
people.
Worst case scenario, I couldeven hire somebody to replace
myself in that role.
I'm just not at that point yet.
So you can start to see, likethe um fruit, uh, uh, like what
you're bearing, like you plantthe seeds in the beginning, and
then you can start to see, wow,I don't have to work as hard to
(27:38):
do this job and I'm I'm able tobe successful and I'm able to
grow my business in a faster waythan if I'm that one guy doing
everything like we don't realize.
We're a choke point.
Until we are, until we're,until it's, until we're out of
that phase and I know, know,clay motivated me to, to, to, to
run more money into ads, andthen he's, he's always been that
(27:59):
fire behind me to push meforward.
Speaker 2 (28:03):
Yeah, I've always leaned into the harder stuff.
It's like going to the gym theharder it gets, the harder you
work, the better off you areafter you get, get in shape, get
fit.
It's kind of the same thing.
I've always related myself tosports the more you practice,
the better off you're going tobe.
You sit up there, you get upevery day and you go to the gym.
Obviously you're going to be inshape one day, right?
So if you get up and do thesame thing every day, keep
(28:24):
pushing forward trying to levelup.
Speaker 1 (28:35):
Obviously you're going-minute mark here, so this
is kind of the stopping point welike to do, especially in the
summertime, where we all havestuff to do and everybody can
get back to their family.
So is there anything you'd liketo say?
Clay as a closing statement.
Speaker 2 (28:44):
Yeah, everybody that's listening.
Just keep grinding, keeppushing forward.
If you have any questions, feelfree to message our page.
We're still working on stufflike we have been, but I promise
you we'll get it all together.
That way you guys can startcalling us or whatnot.
Make sure you follow me.
Clay Smith on my personal pageon Facebook.
I am the Pressure Watch Guru onTikTok.
Go give me a follow, go checkout all my cool content.
(29:06):
I've promoted some items onthere.
You can buy some novels from meor whatever.
You can go check.
Just go check out my content.
Go follow me, give me a like,give me a comment, whatever.
And then, uh, follow matt onall his pages.
Matthew jackson on his personalpage.
Matt the driveway guy businesspage.
My business page, c3 watch pros.
Um, be sure to check us all out.
(29:27):
We're legit.
We got all this, the data toprove, uh, all the success that
we've had.
We're not just justbullshitting anybody, and we
want to see you do well too.
Speaker 1 (29:35):
Absolutely.
I think that's a great end tothis episode.
Like Clay says, check us out,give us a like and follow and a
ton of value.
If you guys liked this episodeyou just caught this episode
make sure to go subscribe to ourchannel and subscribe to our
podcast on all the platforms andstart from scratch.
Like it's cool to see we'll get.
We'll get people listen tothese newer episodes and then
(29:56):
we'll see them starting to startat the bottom and then our
other episodes are growing.
So there's tons of value here,literally like our open diary to
ourselves when Clay was owner,operating it, when I was just
starting growing this businessout and then to where we're at
now.
So there's tons of value at alllevels.
So if you guys like thisepisode, check out episodes in
the beginning and you'll prettymuch gain a lot of knowledge to
(30:18):
be able to be at the sameposition we're at, as well as be
entertained and hopefully get alot of positivity and
motivation, because I know,especially in the summer slumps
it can be hard and it's nice tohave some positivity and
motivation.
So that's everything on my end.
Um, I'll drop the outro andwe'll see you next week.
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