Season 2: Episode 28: Back to the Beginning: Episode 1 of The Wash Bros Podcast

Two competitors who became collaborators share their unconventional business journey in the pressure washing industry. Matt Jackson and Clay Smith—the Wash Bros—reveal how a simple act of kindness (lending a surface cleaner) blossomed into a powerful professional relationship that has helped both their businesses thrive in the same market.

Coming from cutthroat car sales backgrounds, Matt and Clay rejected the toxic scarcity mindset that dominates many industries. Instead, they've discovered that supporting each other through knowledge sharing, accountability, and genuine friendship has created more opportunities for both of them. Their conversation tackles the realities of entrepreneurship with refreshing honesty—the sleepless nights, the constant hustle, and the challenges of maintaining quality while scaling operations.

The duo shares practical wisdom about what truly matters in business success: consistent marketing, exceptional customer service, and reputation management. They emphasize that technical skills (the actual pressure washing) are far less important than business fundamentals. As Clay puts it, you must "eat, sleep, and breathe" your business to succeed, while Matt adds that "if you pursue impact, income will follow." Their philosophy challenges the conventional wisdom that competitors must be enemies.

Whether you're in the home service industry or any entrepreneurial venture, this conversation offers valuable insights about collaboration, marketing, and maintaining motivation when business ownership gets tough. The Wash Bros demonstrate that even in a saturated market, there's room for multiple successful businesses when you focus on delivering exceptional value instead of undercutting the competition.

https://www.facebook.com/WASHBROSPODCAST
https://www.facebook.com/mattdrivewayguy
https://www.facebook.com/c3pressure
powerwashingcoach.com

C3washpros.com

mattthedrivewayguy.com

Episode Transcript

Speaker 1 (00:10):
Live from 864 Sound in Greenville, South Carolina.
It's the Wash Bros Podcast,with your hosts Matt Jackson and
Clay Smith.

Speaker 2 (00:24):
What's up, guys?
It's Matt Jackson and ClaySmith and we are the Wash Bros.
So we started this podcast fromthe 8th live from the 864 and
we're just gonna kind of talkabout our story, our friendship
and how we started a pressurewashing business together.
So let's go, yeah, what's up?

Speaker 3 (00:42):
Matt glad to be here.
This is something I know wetalked about.
For what?
Six to eight months now yeah, Ithink so yeah, yeah.
So uh glad to finally be doingdoing this.
Um, talk about how we cametogether, how we kind of do
business together behind thescenes.
A lot of people are probablylike what the crap?
Like how is two people in thesame industry, you know?
How are they so close?

(01:03):
How are they, how are theydoing something like this?
You know, I think it'ssomething that I think you
should want to see more of thisaround the country, around you
know, even local.
You know supporting each other,right.

Speaker 2 (01:14):
Yeah, exactly, it's like small business.
It's hard enough as it is.
It's a solo sport.
Entrepreneurship is one ofthose things.
There's no workforce you haveto go to to have supportive
employees and bosses.
You kind of like everything'son you so it can be overwhelming
.
At times it's hard to.
It's hard to know what you'redoing, if it's right, if it's
wrong, and then like mentallyit's bad.
So that's why it's like I'drather collaborate than be like

(01:36):
a competitor to somebody right,right, right.

Speaker 3 (01:39):
So, uh, I know we've talked about it a little bit,
but, uh, let's tell everybody,like, how did, how did?
How did we meet?
How do we, uh, how do we getlinked up?
It's kind of kind of a crazystory, right, yeah?

Speaker 2 (01:48):
I think it's a cool story.
Uh, I mean, last year I was, um, actually ended up having an
injury.
That was not fun, so I was kindof out of the game a little bit
.
And then I noticed, uh, in oneof these like greenville young
professional groups I used toget a lot of like referrals in
it and all of a sudden I startedseeing this guy, clay smith,
pop up.
I was like all right, cool.

Speaker 3 (02:09):
Who's this guy right?
Who's this new guy in town?
Who's this rookie?

Speaker 2 (02:12):
it's like uh yeah I know I've been like kind of
slacking on my marketingrecently, like who is this guy?
it's kind of like rubbing alittle itch here right so of
course I had to check him out,connected with him, and then we
kind of sparked a conversationand then he's a cool dude, so we
became friends.
But I think the cool moment wasI was stuck on a job and I was
like man, I kind of had a pieceof equipment break.

(02:34):
It's going to kind of mess upmy schedule.
Then he kind of came through inthe clutch, having never met in
person, and offered me toborrow his surface cleaner,
which is like how we clean ourdriveway.
So instead of me dropping like700 bucks and having to scramble
to like figure out how toreschedule, I was able to kind

(02:54):
of jump right into it and nothave any delays in my schedule.
So kind of like an act ofkindness there.

Speaker 3 (02:55):
Yeah, yeah, and I think I think that night we met.
I think it was at the homedepot parking lot, the local
home depot, right.
So, uh, the first time the firsttime we had ever met it was.
It was crazy.
I mean, we spoke for, like Ithink we stayed until almost 11
o'clock that night in the homedepot parking lot just talking
man and I didn't know, you know,I I know a lot, knew a lot
about business going into, uh,starting my own company, but I

(03:16):
didn't know a lot about pressurewashing and obviously you were,
you were, you were there tohelp me behind the scenes.
It really, I mean, you know,you know, I've given you, given
you, some credit here and there,but nobody really knows how
much you really helped C3 watchpros, right.
So it's just crazy, it's justcrazy to me.
You know, going into this, youthink you know I'm coming from
the sales perspective A lot ofpeople didn't really, you know,

(03:37):
a lot of people didn't reallywork together.
You know, as managers we worktogether but, as you know, when
I was in the sales field it wascutthroat, you know yeah and
it's good that we don't have toview each other that way.
You know, even though, that weare competitors.

Speaker 2 (03:50):
Yeah, you know so um, yeah, exactly, and like we both
kind of come from the samebackground, I was in car sales,
sold toyotas for a little whileand it is a grind.
It's every man for himself andit's a super scarcity driven
place.
So anytime somebody's winning,you're, you're, you're kind of
upset and you're like, oh, it'snot fair.
So to see somebody else come upin a, in a space where you are

(04:14):
literally trying to compete withthem, and then do, well, it's
almost like counterintuitive tobe like, hey, let's help each
other out here, right.
But again, I also believe inlike kind of giving, giving back
, and what you put out will comeback, and karma and stuff like
that, and it's just like, hey,you start out, it's brand new, I
don't want somebody to make thesame mistakes I made.
It's like shortcut thatlearning curve but also have a

(04:36):
relationship and a friendshipthat pushes each other.
So you guys both grow together.
That's kind of what we evolvedinto.

Speaker 3 (04:42):
Yeah, and I think that uh, uh, you know, some the
some of the stuff that works foryou is not going to work for me
and some of the stuff thatworks you know, vice versa, and,
uh, you know it's a lot oftrial and error and it's
something you know.
If I run into a to a hiccup, uh,you know it's like what do you
think of this, matt?
Or vice versa we, we, we don'tkind of view each other as
better than the other oranything like that.

(05:06):
We just kind of work together.
You know, we just try to buildsuccessful businesses together.
So, uh, very, very exciting.
I'm I'm super pumped for 2023.
I mean, um, you know, doingwhat we did last year, um,
together, really, um, c3 washpros.
I mean that, you know, knowit's exceeded my expectations.

Speaker 2 (05:25):
I mean you know you're gonna need employees
before you know to do to do sixfigures and you know in just a
year it was.

Speaker 3 (05:32):
It was just nuts to me, like I said, it's, you know
it, it's really mind-blowing tome.
You know that I I was actuallyable to do it, but obviously it
was with your help, a little bitright.

Speaker 2 (05:41):
So everybody helps out, though, like I have mentors
, mentors, it's one of thosethings.
If you're going at life or ifyou're going at business,
especially alone, you're notgoing to go very far.
I mean, if everybody you see isa competitor and everybody you
see is out to get you, you'regoing to go back to having a day
job pretty soon.

Speaker 3 (05:58):
What was the Davo?

Speaker 2 (05:59):
quote that we go by.
Oh, I love.
Quote that we go by.
Oh, I love it.
It's like I don't care aboutyour opinion if I'm not asking
you for advice, correct?
It was like a reporter.
That was like asking him,grilling him about stuff.
He's like look, bro, I reallydon't care what you have to say.
Yeah, and your opinion if I'mnot asking?

Speaker 3 (06:14):
you for advice.
Yeah, I mean, like you know,from the sales background coming
.
If you're successful, you'regonna have those people you know
in the background that are youknow, guess they're kind of what
do you want to say?
Maybe a little bit of jealous,like they're.
Just I'm like bro, just put yourenergy towards making yourself
better and making yourself moresuccessful and, you know, start

(06:34):
worrying about what others aredoing.
You know, um, I mean obviously,uh, that's kind of I mean we
work together, so yeah too, andyou can get like woo woo and
think of like it's energy.

Speaker 2 (06:45):
So if you're putting out, if you're working for
somebody and they have a brandand they have business coming in
, say like sales, okay, if I cantake everybody's business
that's coming in, I may besuccessful, but I'm toxic and
I'm just kind of takingadvantage of that business.
That's bringing the business asit is, versus when you're your
own person, you kind of have toput out good value and good

(07:06):
energy and have goodrelationships with people,
because they can sense that kindof weird energy off of you if
you're, if you're, I'm out toget this type of person.
So I mean, the more I helppeople and the more like
collaboration occurs and likefriendships are made, the more
money comes back to me.

Speaker 3 (07:23):
Right, right, and at the end of the day, it's your
job to go out and get to work.
The washing is the easy part.
The hardest part is knowing howto run a business and being
successful at it.
The hardest part is gettingwork, being consistent with
getting the work.
You've got to do a good job foryour clients.
You've got to give them qualitywork.

(07:44):
You've got to show value inyour company.
Mean, you got to do a good jobfor your clients, right.
You got to give them qualitywork.
You got to.
You got to show value in yourcompany.
You got to provide value inyour company or else they're not
going to call you back nextyear, right.
So you got.
You got to be consistent.
If you're not consistent, Imean you're really not going to
get anywhere.
And that's how you know withinthree to four years, what,
what's the national average?
They, you know.
The small businesses, you know,with home services, they, they
just don't last because theydon't know how to do all that,

(08:05):
or they don't choose to becausethey've made it very difficult
for themselves.

Speaker 2 (08:07):
Right, you can hustle and force and like, bury your
emotions the entire time andthen eventually going to burn
out because there's not agreater purpose behind what
you're doing.
Right, you're not there toserve, you're there to take.

Speaker 3 (08:18):
Right, right.
And you know I have guys thatcall me all the time hey bro,
what do you think about this?
Or what should I do here, whatshould I do there?
Or you know.
And you know I'm just like,well, I mean, are you going to
put forth the effort into doingwhat I'm telling you, or you
know?
Or you or you just call me towaste my time, like, yeah, I
don't have time to.
You know, if I, if I wanted to,uh, if I wanted to yeah, you

(08:45):
know what I'm saying.

Speaker 2 (08:46):
Yeah, it's like do you want to listen?
Or do you like my wife has agreat quote.
She's like okay, do you want meto tell you what to do or do
you want me to hear you?
Are you calling me to complainand be heard and have me try to
acknowledge your problem?
Or do you want me to tell you asolution that you're going to
act on and it's going toactually change?
Right, a lot of people aren'twilling to take the information

(09:07):
given change because they haveego problems.
So that's one thing like howour relationship works.
It's no ego.
It's not like, oh man, like whyyou say that I'm going to do
the opposite.
Or like, why are you attackingme?
Or like, oh man, you're, you'retaking my territory.
It's like that's a good way tolook at things.
I'm going to implement thisbecause I see how it's working
with you.

Speaker 3 (09:23):
So we're going to grow together because iron
sharpens, iron Correct andalthough that me and Matt, I
mean, we do have ourdisagreements, but we work
through it.
We're good, I mean.
I think that's what makes usbetter, though, and sometimes,
you know, matt may say somethingthat I may disagree on.
You know, earlier in the weekand I may be laying in bed a
couple nights later Damn, he belaying laying in bed a couple
nights later.

(09:43):
Damn, he was right.
You know like, yeah, you knowit's just.
You know, sometimes it's at themoment, in the in the vibe, that
you put out sometimes the wayyou say things may come out
differently to make you having adifferent opinion, but then
when you really sit back andthink about something, it's like
dang he was, he might be reallyon to something.
There, you know, and and Ithink that's the problem with
the, communication is a big keyin this world.

(10:04):
You don't have communication,you don't know how to
communicate, you're not going tobe successful.
I mean, communication makes theworld go around.
If you can't communicate, thenyou know business probably isn't
for you.

Speaker 2 (10:13):
You probably need to go back to nine to five, exactly
it's like nothing personal, butif it becomes personal, then
it's you're making it personalit's like business is business
like have enough emotionalintelligence and awareness in
oneself to be able to takeinformation as information and
say that's a good idea.
Let me think about that.
That questioned me.
I'm not gonna challenge it, I'mgonna try to adapt it and you

(10:34):
know you definitely, youdefinitely can't be soft in this
world either, man.

Speaker 3 (10:38):
I mean, you know what I'm saying.
Um, I've always, like I'vealways had thick skin going back
to the sales thing, but you hadto have thick skin.
If you didn't have thick skinand you know you're not going to
be successful, correct, youknow.
So, uh, being soft, uh, at a,at a, you know, I just I've
never really been soft andsometimes it gets me in trouble.
You know, even with my personalrelationships, um, especially,

(11:02):
uh, I may come across the wrongway and sometimes I have to come
back and say, hey, I reallydidn't mean it that way, it's
just the way it came out youknow, um, but uh, yeah, it's, uh
, it's.
It's definitely been a crazyride, like just knowing our
whole story.
Man, it just blows me away andknowing how, far just off the
this, the stuff that uh we'vetalked about, um helped each
other out and the surfacecleaning thing, um, it's just a

(11:25):
great story.

Speaker 2 (11:26):
Yeah, Again, it's kind of like a selfless act of
kindness and I'm like all right,well, I get so many people, as
you probably do, try to DM.
You try to come in and be likeeither they're like pretending
to be a customer and we callthat secret shoppers where
they're like oh, I need you tohelp me out on this, this and
this.
And then, like you said, theother day, you had somebody come
at you about like, hey, send meyour setup.
So, instead of like coming atsomebody honestly saying, hey,

(11:48):
I'm trying to start a business,I'm coming to you because, like,
I want to be kind of where youare.
They try to be shady about itand then like come at you lying
and it's like more taking asopposed to being like we're all
in this together.
Like you want to be bros here,you want to be wash bros here
and then grow together.
So it's like all about how youapproach situations and I was

(12:10):
like, hey, he came.
I was like, hey, I'm, I'm asales guy, I I'm doing stuff and
I also I know there's always anulterior motive behind things,
but if you do it correctly, it'slike this is some friendly
competition that can help eachother grow and, like we say,
entrepreneurship is a lonelygame.
So it's like we're not in thesame sales floor together, but
we can still be competitiveamongst our different companies.

(12:31):
And then it's like hey, whereare you, how are you doing today
?
It's like accountability, Right, Right.

Speaker 3 (12:36):
And you know it's it.
I don't really view Matt ascompetition.
It's just like I know that I'mgoing to take care of myself.
You know that's the, that's thealpha male, I guess you would
say.
You know, like, uh, I've just,I've always been headstrong, I'm
gonna go get mine.
You know, um, it's like when we, when we first started my
business, me and my wife, we, wewere kind of on the edge about
it.
You know, but, um, I mean, I, Ireally I don't know how to say

(13:00):
this like I had like the thelittle bit of fear, like that's
not me, anybody that knows mefrom sales like fear, that's
that's.
You know I'm gonna get it.
You know, like I'm not worried.
Like covet, all that stuff hitwhen I was in sales.
I still hit all my numbers.
I'm strong as crap.
I was gonna get it, no matterwhat.
Whatever it took, I was gonnado it.
If I had to go to people'sdoors and knock on their doors

(13:22):
to say, hey, you're gonna buythis stuff you know, but you
know, it's, it's, uh it.
we were, we were worried aboutit really.

Speaker 2 (13:29):
I mean, it was, it was October, it was slow season
which, if you don't know, that'sthe worst time to start a
pressure washing business.

Speaker 3 (13:34):
slow season, going into slow season is when I
started my business and um, andyou know we were a little
worried about it and I told mywife.
I said, look, when I go intowork at the car dealership I
don't know if I'm going to makeany money.
It's kind of the sameperspective.
So if I'm consistent, I followthe sales process and I do the

(13:59):
things that I need to doconsistently, it'll eventually
come.
And sure enough, spring of lastyear it just popped man and you
know really.

Speaker 2 (14:06):
I'm'm just blessed you know that that it all worked
out the way that it did.
Yeah, and again, like puttingout good seeds, it's not about,
okay, this doing this act in themoment is going to directly
give me a result, but it's justlike, hey, you're sowing seeds
in the community, you're sowingseeds with your competitors and
then eventually they're going toharvest and it's just like cool
, you didn't have to help me outthere or you don't have to help
out other people, but youchoose to do so and by doing so

(14:27):
you get kind of like reward andand more business.
You get like kind of favorgiven to you right, and don't
get me wrong.

Speaker 3 (14:33):
I mean it wasn't easy by any, not by any means.
I mean that's just the natureof business, but it's.
It's almost like business islike so addicting and you get to
a certain point you're like,dang, I've made it, but then
you're like I want more you know, and everybody has their
different.
Uh, what do you want to say,like criterias or levels, or
goals that they want to hitexactly but you're always trying

(14:55):
to figure out how to makeyourself better.
You know and and and I don't youknow I don't have like I
probably have half the theequipment that most of these
guys.
But at the end of the day, it'sreally all about how you value
your company.
You sell yourself, you brandyourself.
Do you do a good job?
If there's an issue, do youtake care of that issue?

(15:17):
Do you go back and make surethat's taken care of?
A lot of guys with homeservices, they'll do the work,
collect the money and that's it.
They don't care about youanymore, right, exactly?
Um, so, um, I'm very big likeon selling myself with reviews
like that's.
That's.
You know, when I go out to eat,or, yeah, I'm looking at the
store, I go out of town onvacation or something, I'm gonna

(15:37):
look at the reviews to see ifthis place is good is to have
good service, because you knowif I'm spending my hard, hard
earned money, obviously that'syou want to go to a good cause?
yeah, that's what I want to lookat, you know yeah, um, but yeah
, the the reviews have been bigfor me.
You know, I highly recommendgetting you know with anybody
that has a business getting somekind of platform, something

(15:58):
that sends out that direct linkor something.
You know when you do that workfor that customer to get that
five-star review, because thatis, I mean, yeah, that's, that's
freaking important to me.
I mean that's, that's what Ilive by, like, I would rather
have a five star review almostalmost than get paid.
You know, I'd almost work forfive star reviews.

Speaker 2 (16:16):
That's actually a valid point because, like I'm at
that point now in my businesswhere I don't really care about
the money coming in because it'slike, okay, this is the assumed
part.
Then it becomes like thecustomer service, like have I
gone above and beyond today?
So what makes me happy is whenI get home at the end of the day
and if I've done four jobs orthree jobs, I get like two or

(16:36):
three five stars.
I'm like that's a successfulday and I think now I'm around
like 250 range.
But it's like I don't reallycare about chasing the money
anymore.
I care about chasing the fivestars.
That's not like a an ego vanitymetric or anything.
It's more of like hey, I did agood enough job and I impressed
somebody today where they feltthat they give me a, a review,
because I mean, like most people, like yeah, sure, bro, I'll
give you a review and yeah,never, never do it, never does

(16:59):
it.
So like it's like can you makea difference in somebody's day
every single day?
And that's kind of like areward system for me that pushes
me forward.

Speaker 3 (17:07):
Yeah, Like I'll, I'll .
I'll look forward to more ofreading my reviews versus going
and taking a shower.
Like a lot of people, when theyget home, first thing I'm going
to do is take a shower.
Hell, I want to get on thecouch and I want to read my
reviews.
You know, it's just a reallygood feeling to know that people
actually just a really goodfeeling to know that people
actually you know you do a goodjob.

Speaker 2 (17:27):
It just makes you feel good.
Yeah, it's like are you seekingincome?
Are?

Speaker 3 (17:28):
you seeking impact?

Speaker 2 (17:29):
yeah and like if you if you pursue impact, income
will follow yeah, yeah, mostdefinitely yeah.

Speaker 3 (17:33):
It's all about you.
You got to build a reputablebusiness.
If you don't have a reputablebusiness, you're probably not
going to last too long.

Speaker 2 (17:38):
You know, I just it is what it is yeah, especially
in like the home service spaceor like right now with.
So when COVID hit, everybodykind of shifted from like
corporate America to more likeentrepreneurship, whether it was
like all the government moneywas given out and people were
able to like kind of front loadtheir business expenses on all
that.
But it was like a massive pushfor people to jump into,

(18:00):
especially pressure washing.
So like I've seen so manypeople jump into the game and
I've only been in it since like2018.
So I especially pressurewashing.
So like I've seen so manypeople jump into the game and
I've only been in it since like2018, so I haven't been in this
forever, but I've seen so manypeople come and go super
ambitious, super hungry, andthey all kind of have the same
story like they hit it so hardand then they kind of fizzle out
and then they disappear andthen I say, oh, congrats, you
got a new job.

Speaker 3 (18:17):
Yep, so yeah, yeah, it's a.
It's definitely a grind, youknow, and a lot of people like
behind the scenes of business,like they don't understand like
the overhead that goes into it.
They're like you're charging meX amount of money and you're
like you.
They're like you make more thana doctor and I'm like, uh, no,
no, sir, no, ma'am, that is nothow it works, unfortunately.

Speaker 2 (18:38):
Yeah, exactly, yeah, so my costs have gone up a
little bit.

Speaker 3 (18:43):
Yeah, inflation has kind of killed us right, yeah.

Speaker 2 (18:46):
And then where I'm in , my business is more focusing
on building out trucks, kind ofscaling a little bit more.
So it is like, okay, I cancarry the torch, but in order
for me to continue this growingat the pace that I kind of want
to grow at, I'm going to have totrust somebody and offload it
to somebody.
So I have multiple trucks.
And then it becomes like how doI screen employees?
How do I know if they're goodor they're just good at

(19:07):
interviewing?
And then I heard another quotethat's like if they're good at
interviewing, it means theyinterview a lot, which means
they're probably bad at theirjob.
It's so many new things youjump into in business where it's
just like if you don't have agood foundation in your business
whether it's like in thecommunity, like your online
presence that if you're reallytaking a risk and jumping into
that new thing of like, oh man,I'm passing the torch to

(19:28):
employees, it can really ruinyou.
I know like I talk about it withyou all the time because we're
both kind of in the same sameboat as far as like hey, we like
to have control over ourbusiness, and it's just like
yeah I'm definitely a controlfreak yes, it's like me too to
an extent.
So to like, oh man, I'm gonnatrust somebody and I was like I
was an employee.
I understand what the employeemindset is here.

Speaker 3 (19:49):
Yep, especially in today's world it's kind of like
oh man, yeah, the nine to five.
Yeah, just want to hurry upchasing paychecks in our
business.

Speaker 2 (19:56):
it's like, hey, you have to have attention to detail
, you have to care, you have to,like, be dependable.
A lot, of, a lot of factorscome into it, like, like you
said, our work, the true, likecleaning is not difficult.
Anybody can clean, yeah,everybody.
But it's like, does it meet thestandards that our customers
are expecting from us and canthey provide a similar
experience that we could provide?
So that's kind of the newchallenge that I'm in right now.

(20:18):
Right, right, yeah, I haven't.
I'm a control freak, so I'm acontrol freak so I'm still
trying to figure that part out.

Speaker 3 (20:24):
Honestly, I think that a good way.
I was actually on the phonewith someone this morning
talking about the growing thingand we were talking about how
would that work, how could youmotivate your employees, how can
you make them want to work?
And going back to the salesthing once again, you know sales

(20:47):
is very, very important and Ithink that you see that with a
lot of successful businessowners, like, if you don't have
some kind of background in sales, like it's going to be very,
very challenging.
You know so.
But anyways, going back to that, have like a sales motivating
pay plan to your people to makethem work as hard as you do and
to grow in your business.

(21:08):
So obviously, with them growing, you're going to grow even
better.
And obviously they're going tomake a little more money with
the commission or the salaryplus commission.
They're going to want to getmore work.
They're going to want to workas hard to get the leads that
you are Exactly yeah, and andtoo, like, like you said, sales.

Speaker 2 (21:25):
I think that's a huge thing too, because so many
people oh, I'm handy.
I was told that I should starta pressure washing business
because I know how to dohandyman work.
Oh, that's easy money.
I see these guys out here doingit but like they don't know
anything like right I, I used todo all this stuff by self.
I know how to do everything.
I mean I went to private school, went to private college, went

(21:47):
to corporate America.
So I was like, all right, well,I don't have the background of
somebody who you would see inthe blue collar space, but I'm
able to learn it because thebusiness and the sales and the
people skills is my background,and I think a lot of times what
we see in our industry is somany people come from the blue
collar space and they don'tnecessarily have any experience
in the business, the sales, thehuman interaction, which is

(22:09):
where all of it is Right, right,and then like understanding
motivators of people, is hugeand that's kind of something I
liked from our sales world.
It's like when we were selling acar, some people were just
price driven, some people werelike well, I trust you take care
of me, price-driven.
Some people were like, well, Itrust you Take care of me.
And then some people were likeI want to feel a certain way and
the place I am now with tryingto figure out employees and

(22:30):
motivators, as you're saying, isalright.
Does somebody want to feel like, just because my face is on my
truck?
But do they want to feel like,hey, I'm the face of your
business on the ground and Ihave a sense of ownership and I
am important?
Or do people like you said, arethey money motivated or are
they just trying to get a joband then they want to go home?

(22:50):
And those people that just wanta job and go home, I'm like hey
it just doesn't align with mybusiness.

Speaker 3 (22:56):
Right right, they do the same thing every single day.
They business.
So right right, yeah, they, youknow they do the same thing
every single day.
You know they have jobs.
You know, like themanufacturers and stuff, that is
not something I could do by theway, and that's that's why we
both do what we do I love, Ilove the chain of scenery.
And going back to the, the blue,you know you could kind of tell
which guys in our industry,what field they come from,
because you could tell like, uh,for instance, like yesterday I

(23:16):
was in, I was in a neighborhoodand I and I washed, I washed a
house and I come out and I lookto my right and I said, daggum,
there's a yard sign pressurewashing, house washing, gutter
cleaning.
And I'm just like they just doit all, don't they?

Speaker 2 (23:27):
Yeah, they do it all.
They must be expert ateverything.

Speaker 3 (23:31):
But it's like, okay, there's a yard sign and it says
house washing, pressure washingor whatnot, and then I'm pulling
out of this neighborhood, soI'm like that's not working.

Speaker 2 (23:42):
Man, you know you.
You have a lot of.

Speaker 3 (23:43):
You know I think I think we've gotten kind of out
of that age and and a lot ofpeople are, you know, for our
industry.
Anyway, you know, I tried I'llbe honest when I got into it I
tried the same thing.
It did not work correct likeI'm.

Speaker 2 (23:54):
I'm a huge like marketing branding person.
So this like this is what firesme up.
Pressure washing is just like,whatever it's the product I sell
, right, it's the easiest thingI could figure out to get out of
my corporate america job that Ididn't have to have a lot of
money to start.
So I mean I started with freeequipment.
So like we kind of were in thesame boat of like all right,
we're gonna scrap, buy on theequipment and then focus heavily
on the social media and themarketing and getting ourselves
out there, because that's bothof our backgrounds.

(24:15):
So like, like, like you'resaying, like people buy $50,000
equipment expecting to make like$200,000 off of that right and
have no idea how how businessworks or how the equipment or
how the equipment works yeah, Imean we started.

Speaker 3 (24:28):
I mean I started from the, from a $200 pressure
washer, from another northerntool, and I went through four of
them.
So, yeah, um, and then, andthen I was at a what an $800
machine and then I made my wayup to a $4,500 machine.
So it's, it's a big difference.
It really is, you know, butthey all do the same thing.
At the end of the day, there'snothing wrong with equipment.
You know, equipment is the lastthing you need to worry about.
I mean, the washing is so easy.

(24:50):
I mean it's, a lot of peoplejust make it too difficult.
You know, with a mix and ratiosand this, that and other, and I
mean, don't get me wrong.
I mean you, you gotta be careful, but it's uh, it's definitely
not, not a hard job.
The hardest part, like we keepgoing back to, is running the
business.
If you, if you don't, you know,if you, you gotta know how to
run a business.

Speaker 2 (25:08):
you know, it's like people get in their own way.
People get in their own heads.
They try to be they.
They coming from the salesworld again, it's like are you
productive, correct?
Like are you spending 10 hoursa day prospecting or are you
just kind of wasting timethinking you're busy?
And that was like somethingthat was always harped into me.
It's just like how much is mytime worth right now?
Like, whether you're dialingfor dollars or you're emailing

(25:29):
people or you're networking withpeople, it's just like
everything you do you should puta hour how much am I making an
hour?
On your value of time, on yourvalue of time.
And you're like all right, if Iwant to make $1,500 a day, how
do I break that down into aneight or a 10-hour day?
Yep, like, if you forceyourself into that kind of
paradigm, you're not going tosit here and think about what
the mix ratio is to be mostoptimized.

Speaker 3 (25:51):
That's all like when you're busy you don't have time,
yeah, and and.
And I can kind of tell the guysthat are blowing me smoke you
know, it's just always like the,the, they're worrying about the
small things.

Speaker 2 (26:01):
I'm like look, dude you're worrying about the small
things?

Speaker 3 (26:04):
yeah, you're obviously not busy enough.
You're thinking about thisstuff.
You need to figure out how toget some business and get
yourself busy right, becausewhen you're busy you don't think
about the small things, youdon't think about stuff like
that.
You're just thinking about howto get more.

Speaker 2 (26:14):
You're hungry, you want to get more and and then
everything else kind of takescare of itself.
Yeah.
We get stuck in analysis.
Paralysis when we have too muchtime to think because we're not
busy enough.
It's like start becoming actionfocused and stop thinking yeah.
It's like get out of your ownway.

Speaker 3 (26:27):
Yeah, yeah, I mean and that was the biggest thing
for me Like okay, when it's slow, you know, when you know I sold
cars.
So when it was slow at the carlot, I would just kind of just
chill out and not you know I'dmake a few phone calls.
But now, like I'm at home,right, you know we're home
business.
So I'm at home and I'm like man, nap sounds good, good, make me

(26:48):
a peanut butter sandwich, eat acouple of fudge rounds, you
know, but uh yeah, yeah.
So it's like okay, I need to getproductive, and that was the
hardest thing for me was runningmy own business and not, you
know, like screwing off and stayin productive no matter what.
Ok, I got a slow day, but howam I going to win the day?
You know you want, you want tobe able to, you want to, you
want to be successful enough.

(27:09):
So I mean you know, you knowwhat I'm getting at.

Speaker 2 (27:16):
Yeah, it's like, if I'm slow today, what did I not
do 90 days ago?
That is getting me in today'ssituation, right?
It's like, oh, it's slow today.
The economy is bad.
It's like, okay, I did not dosomething I should have done in
the past, because right now I'mslow.

Speaker 3 (27:24):
Yeah instead of blaming it on everybody else,
I'm finding a way to make myselfproductive and be successful.

Speaker 2 (27:30):
Yeah it's like, I mean, we both work out of our
homes, essentially because we'relike service-based businesses.
So it's like all right, how canI make myself get out into an
office, aka get on the roadevery single day from like a
normal work week?
I'm not going to say, oh, Iwork three days a week and this
is like awesome because I havetwo days off.
It's like, how can I fill myschedule?
So it's like, in the beginningespecially, it's like I want to

(27:53):
leave, like when my wife leaves,and I want to come home when my
wife comes home.
I don't want to be like like,oh, I'm home all day long.
This is great, right.
Like you have to treat it justas a full-time job and you have
to sell yourself enough jobs toget out of the house, yes, and
then create momentum, like wealways talk about.
It's like, hey, action breedsmore action.
It's like, yeah, activitybreeds activity that's the word.

Speaker 3 (28:10):
Yeah, it's too early for that, but uh, but yeah, I
mean it was like what august,september last year we had a
little slow I think think youwere busy August and I was slow
August and then I was busySeptember and you were slow
September.
So, anyway, what that slowperiod?
You know I'm like damn, what amI doing wrong?
Matt's busy as hell and youknow he's got all these jobs and

(28:31):
I'm just like what am I goingto do?
I'm in a slump.
So I mean I went to freaking,uh.
I went to freaking, uh.
I went to the post office andbought a bunch of snaps and just
wrote freaking letters topeople just to be productive you
know, and you never know.
They may read your letter andthey're like oh yeah, I was at
my dad's on sunday for dinnerand uh, noticed that his house
was there.
Let me give him a call, or, ormaybe his birthday's coming up

(28:52):
and and, and I can buy it, thatcould be his birthday present
exactly.

Speaker 2 (28:55):
You never know job I did, job I did yesterday.
It was a daughter bought hermom, who was kind of a little
elderly, couldn't take care ofher house.
She was like, hey look, howabout I take care of cleaning
the house and just arrangeeverything.
It was perfect.
It's not complicated.
People make it complicated.
They're too fixated on all thetechnical as opposed to how can
we be people here helping otherpeople?

(29:17):
We have a product that fixes asolution which is a dirty house.
It's.
There's a million people rightnow in greenville that pressure
wash correct.
Like how are we being personaland and being top of mind to
people and saying, oh yeah, youknow what, I could get that
cleaned?

Speaker 3 (29:31):
yep, I mean I had a lady.
I mean I think a lot of peoplejust make it too over difficult.
Um, I was at a house not longago.
They said that uh, uh, they aquote.
A sales guy came out and theywere there for two hours trying
to sell a job.
And I'm like what the crap?

Speaker 2 (29:44):
We both came from the car sales world, so we know how
that works.
Yeah, yeah, and it's kind of1980s.

Speaker 3 (29:49):
Yeah, so we I mean we , I don't know I mean we make it
pretty easy.
I mean I had a lady the otherday tell me she thought I was a
gimmick.
She saw one of my ads and she,uh, you know, I got to her
quickly communication, and uhshe's like, yeah, I thought you
were giving, you made it tooeasy, exactly like.
But she didn't tell me thatuntil I was done with the job,
like she just said, like youmade it so easy, like I just

(30:11):
didn't know.
Like, yeah, if you were for realor not.

Speaker 2 (30:13):
Yeah, it's like our jobs are to make somebody's life
easier, not hard.
Yeah, we don't want to be theconfrontational sales guy that
tries to make like 500 more thanwe can on this job and close 10
just because we can't.
Like people get too fixated inhow much can I make on one
specific job, especially whenthey're not busy, and I think
that's the biggest thing I seein new people.
They're like oh man, I make,I'm never going to do a job for

(30:34):
less than that.
That's like I'm above that yep.
And then they do one job a dayor they do two jobs a day and
I'm like but you don't have thereputation, you don't have the
work.
What are you doing?
You're technically not.
You don't have enough valuequote unquote to be able to do
this.

Speaker 3 (30:48):
I mean, I went out, did some houses for free, just
to do it just to get myself outthere, get people taking
pictures of my trailer Plantingseeds.
Yeah, just act.
Like we said activity breedsactivity.
And let's be real here Peoplein this world today are lazy man
, so you want to make it as easyas you can for them, not
difficult, they're not going towant to click on 10,000 things

(31:10):
and fill out 10,000 forms justto get a quote and wait two
weeks, and wait two weeks for aquote and then their house is
already washed.
Exactly.

Speaker 2 (31:20):
None of us are truly that much different than the
other one.
Right, we all are pretty much acommodity.
It's the.
Where we step in is like whatis our personal relationship
with people and do they like usand how soon can we do it?
It's like for me, usually likeprice isn't really that huge of
an issue with people.
It's like hey, you jumped on it, you have good reviews.
Uh, you took care of it.
Yeah, it's like strike whilethe iron's hot.
Don't get hung up trying tolike mislead somebody because

(31:43):
they're gonna feel it they'regonna be like oh man, this is
like weird energy, I don'treally want to do it right.
I think you and I both kind ofhave that same model of like hey
, jump on something, get the jobdone, on to the next.
It's like to the next people.

Speaker 3 (31:53):
People, especially business people, respect that
like efficiency yep, I mean Ithink I've cleaned like 30
something houses this month.

Speaker 2 (31:59):
So yeah, just one of the next yeah, clay's talking
about how, like, oh yeah,there's sales cycles and like
he'll be busy and then I'm slowand then, like you came out
january like a freaking rocketyeah, january was huge.

Speaker 3 (32:10):
I did zero dollars last january and, uh, we did
very, very well yeah, I'm likeman, you're putting up like some
spring numbers, right?
Yeah, we were close we were,but we were close to spring now
it wasn't, it was spring number,it felt like spring, but it was
spring in january, but itwasn't, like you know crazy
crazy just wait, just wait tillyou get to spring spring.

Speaker 2 (32:27):
Spring is where it's at it'll be like oh, there's no
more podcasts, I'm too busy, andthat.

Speaker 3 (32:30):
Yeah, yeah we're definitely going to keep this
going on.
You know, but uh, the uh, youknow, and a lot, I think a lot
of people like, as far asowner-operators, I think some of
them get into it for the wrongreasons and don't realize what
they're getting themselves into.
I realized real quickly you'vegot to eat, sleep and breathe
this shit.
If you're not doing it, you'regoing to have to eat, sleep and

(32:54):
breathe it, because if you don't, you're not going to be very
successful.
Absolutely you're not going tobe very successful.
Absolutely, yeah, you know,absolutely so, uh, but I will
say, like you know, it's been a,it's definitely been
life-changing for me and myfamily, like we've really come a
long way so, yeah, it's likeyou, you shift to creation.

Speaker 2 (33:10):
It's like, all right, well, I'm not just reactively
getting business and like, ohman, I hate my boss, I need a
raise.
Like oh man yeah inflation isso high they only give me 3%.
Instead of thinking andcomplaining about everything, go
out there and make a difference.
And then, once you see how easyit is to truly make a
difference, then it's like oh,this is super motivating, like
I'm taking the reins andcontrolling life now, as opposed

(33:30):
to like being a victim.
Yeah, and I mean it's likesnowballs and you're like, oh
man this is like almost too easy.

Speaker 3 (33:45):
Like when is this gonna like, when is this gig
gonna wear up?
It's like right, like yeah,yeah.
Well, I think with our processand stuff it's we make it super
simple.
I mean, it's almost like a what, what do they call that book?

Speaker 2 (33:50):
it's like, uh, one of dummy pressure washer 101 or
something for dummies.
Yeah, I wonder if they havethat book but uh, yeah, like I
mean.

Speaker 3 (34:00):
So, going back to the owner operator thing, like
sometimes, like my buddies andmy wife, what the crap are you
on the phone?
I'm like trying to get business.
So, yeah, yeah, that's what I'msaying.
You need to eat, sleep andbreathe it.

Speaker 2 (34:09):
Yeah, exactly because , like, if you say, oh no, I'm
not gonna, it's the weekend, I'mnot gonna check my phone,
honestly you're probably gonnalose that job.

Speaker 3 (34:14):
Somebody, yeah, somebody, somebody out there is
hungrier than you are.
I can assure you that and uh,and going back to my buddy, I
mean I was in Martinsvillewatching a daggum race and I
mean I have a.
You know I have a big passionfor racing and you know my phone
goes off.
I'm like oh, crap, yeah.

Speaker 2 (34:29):
My phone's got my undivided attention for at least
miss anything, but that'sthat's the value that I provide
to my customer like, wow, thanksfor the quick response and
people love that.
Oh yeah, and that's why yourreferrals are huge and that's
why, like, word of mouth is likea huge driver for you and it's,
and it's not a generic message,it's a personal message
directly from me.

(34:50):
It's not, you know, a virtualassistant, a virtual ai,
whatever that stuff's going on.

Speaker 3 (34:55):
I'm sure I'll end up using it one day.
You know, it's kind of like oldpeople talking about text
messages way back when when theyfirst come out dude dude, I
remember what, uh, I remembernot long ago, uh, when was about
15 years, everybody startedtexting whenever I got my first
cell phone.
I remember running the daggumbill up like 600 bucks on text
messaging and my dad was pissedand, uh he's, I don't understand

(35:17):
why you text this, that andother, but that's how I taught
my dad.
Now we text yeah, yeah exactly.
You know my guy, you know they,they, you know all the all your
elders and stuff.
They're just like, well, textmessage, uh, why don't you just
pick up the phone and call them?
But that's how they allcommunicate.

Speaker 2 (35:32):
Now, it's true, it's took over the world, it's true,
and that's how we what uh 90 ofdom sell jobs, absolutely, yeah,
I, and I like it from a frameof like it's.
It's essentially like a writtendocument, right, like all right
.
Oh, yeah, call your customer.
That's great if they havequestions that are like beyond
texting.
But a lot of times it's likehey, I don't want to show up to
a job, and then you're not therebecause you forgot Yep.

(35:53):
And then you're disagreeingwith me on the price because you
forgot that too.
Everything's in writing, it's.
It's pretty much a contract,correct.
So it's like and I mean, allday if we're out in the field,
we're running machines.
We don't necessarily have timeto stop, be quiet, have a
conversation for 30 minutes, no.

Speaker 3 (36:09):
so I have airpods.
They help, but it's, it's yeah,you know it is what it is with
those.
But uh and in, and I highlyrecommend like if you don't have
, If you're a home, you know ahome service, you offer a home
service to people.
I highly recommend getting aCRM.

Speaker 2 (36:25):
Oh yeah, that was a freaking game-changer to me.

Speaker 3 (36:27):
I was pen and paper all year last year, oh yeah, and
I mean I think I changed likeOctober or something.

Speaker 2 (36:33):
Yeah, and it's been a daggum game-changer.
That was one there that washelping me, so I was like hey,
man, like I could save youprobably a year, yeah, yeah, and
he did he really did let's do.
This is how I currently do itand this is what I've learned.
Yeah, and this is like not onlythe money that I've like spent
and didn't make, but all theopportunity that I lost.

(36:55):
And like I, I started off penand paper.
I was like I'll just dofacebook messenger.
And then you're, like man, Ihad 150 customers with no email,
no phone number, no first name,no address.
And then you get to the pointwhere, like I can retarget these
people.
I can, I can send them flyers,I can stay on them.
I can say, hey, merry christmas, hope you're doing well.
Like, keep me in mind.

(37:16):
So when spring comes around, I'myour guy.
So it's just like the value ofhaving your customer list and to
farm your current list.
Everybody wants to hunt, butlike there's so much value in
farming, like I was goingthrough my list, I have like
1500 previous clients.
It's like I could farm thatlist and live off of that.
But like everybody wants tojust go out and hunt somebody

(37:37):
new.
But in our world, like you,you've taken a lot of customers
that I've had in the past andI'm like, oh man, I've seen that
I was like I wonder why theydidn't call.

Speaker 3 (37:44):
Oh yeah, c3 wash pros matt sees a picture uh picture
of a house that I watched, he'slike damn, that was my customer
I was like I wonder why theydidn't call me this year.
Clay's already went hot shot intown, yeah, yeah, uh.
And a lot of people you knowgoing back to the, the farming,
the people you know, a lot ofpeople they're, they just want
to go out and get something new.

Speaker 2 (38:04):
They're not willing to I mean you remember from the
car business, it's like yougotta do the customers you gotta
what you gotta.

Speaker 3 (38:10):
You gotta build the crop.
I'm not a hunter, so I don'tknow what.
You gotta build the crops sothat the animals will come and
you can get them right.
I'm a city boy.
I don't know.
Yeah, I don't know either.
I didn't really do.
I was a fishing guy.
I brought my Vente Starbucks inhere, so yeah, yeah, I went to
Waffle House this morning.
So there's, there's a differencethere but, but, uh, but, yeah,
it's definitely.
I think it's going to be a hugeyear.

(38:31):
It definitely, uh, with springclean is coming up, um, it's
about to, it's about to wrap uppretty good, um, but yeah, yeah,
it'd be cool.

Speaker 2 (38:45):
And I'm like it's cool Cause I'm just a little bit
more advanced than you, soyou're kind of tracking like
where I was a year or so ago.
So I'm like, all right, well,these are the pain points that
I'm currently going through.
This is something to like be onthe horizon, I like be aware of
.

Speaker 3 (38:53):
Yeah, like I'm, I'm already like 10 steps ahead.
So when it comes to me, I'mlike dang, I already got this
beat, it's so easy or like yeah,we push each other.

Speaker 2 (39:02):
Like you said, you started out super, super hot
this year and I'm like man whatis he doing?
I was like man.
I've been stuck in theowner-operator role so long that
I haven't been hittingmarketing as hard because I've
been so overloaded with work andI'm starting to see that
trajectory I have it's like Idon't want to flatten out, I
want to continue that upwardtrajectory.
So that's a big motivator forwhy I'm I'm like scaling and

(39:24):
getting off the truck becauseI'm like I'm tired of competing
with this guy.
He works harder than I do I doask him.

Speaker 3 (39:30):
I try to work smart.
Yeah, I'm already, uh, two, twojobs deep by the time matt gets
out of bed.
So, yeah, yeah, he, you know weall like to sleep later, get up
early.
It takes beauty sleep to getthis.
Yeah, yeah, but uh, but yeah, Ihighly recommend, like you know
, if you're out there and you'restruggling, I highly recommend
asking for help.
But just, you know, I have a lotof guys blow me up, so just I

(39:52):
highly recommend not blowing,you know, just wasting someone's
time.
Like be serious and sincereabout it and say, hey, I'm gonna
fix my stuff, I'm gonna get myshit together, and it's okay not
to know everything.
I mean, I didn't knoweverything.
Sometimes you have to put yourego aside.
Be like, hey, man, I need somefreaking help and somebody's
gonna help you.
I said, somebody that'ssuccessful in business is not

(40:12):
gonna mind giving you advicebecause they're gonna go get
theirs.
They already know they're gonnaget theirs.
It's not gonna hurt them.
Yeah, and a lot of guys with abig ego, they're you know,
they're just like okay, well,you can buy my course, or you
know this, that and that.

Speaker 2 (40:26):
That's my next move.

Speaker 3 (40:27):
Yeah, yeah.
So I mean we you already knowwe've talked about it a little
bit I mean our process.
I mean I'm an example ofsomething that's worked with
Matt's process.

Speaker 2 (40:42):
Yeah, I mean, but again, it's's just like
understand who you are and thenlike apply it to you and then be
personal with it like we both.
Yep, you don't have your faceon your shirt, but you
essentially run it the same waycorrect, like yeah c3 wash bros
isn't.
Oh, what's, what's that mean?

Speaker 3 (40:55):
it's like oh, it's clay yeah, yeah, I mean so it's
like you are your business.
I've seen it a lot like I'll dosomething and then I'll see the
guys that you know and I wasabout to say newer guys, but a
lot of the guys have been inbusiness longer than me.
But I'll do something, and thenyou know some of the newer guys
and then some of the guys thathave been in business longer
than me, they'll start to do thesame thing.

(41:16):
It's called swagger jacking,yeah, so, so I'm just like okay,
okay, like I just try to like.
Like I said earlier, you, youcan't do the same thing that
other people are doing, becauseit's not going to work for you
most of the time.
Absolutely, you got to puteverything into your own spin
you know if I wanted to be likemad.

Speaker 2 (41:32):
I could have made you know, I could have put my, my
face on my stuff to brand myselfbut you know it probably
wouldn't have worked for me, youknow so yeah, and and I'm kind
of the same way too it's like,all right, I've kind of played
out what I've been doing to thepoint where, like people start
kind of emulating it, which isflattery, obviously.
It's like imitation is flattery.
And then it's like, okay, howcan I be visionary enough to
kind of make my next move?

(41:53):
It's like, how can I constantlystay ahead of where I am?
Because, like like we weresaying, if I'm slow today, what
did I do 90 days ago?
That is causing me to be slowtoday, and especially like with
marketing and getting in frontof stuff.
There's like a sales cycle togetting attention and to closing
business.
So it's like, all right, howcan I position myself for the
next year, for 2023, 2024?
Like, how can I like be thatjump that I was from 2020 to

(42:16):
kind of get into the spotlight,and then I kind of was on cruise
control a little bit, and thenyou kind of came in and up the
wave.
It's like, how can I, how can Ialmost like reinvent myself
again just to be fresh?
Yeah, and it's like peopledon't stay fresh.
It's like, oh, it's the sameold boringness, and it's like
sometimes you got to change itup man yeah it's like people.
People don't necessarily care.
Oh you, pressure wash my house,cool, like what's your price?

Speaker 3 (42:37):
it's like you're a nice guy, but like so is the the
other 10 guys yeah, it's kindof like a good example would be
like landscape and everybody canbuy a lawnmower and say that
they're a landscaper absolutelyyes pressure washing is becoming
the new landscaping so it'slike yeah how do you compete in
a commodity field?

Speaker 2 (42:54):
and you have to do it by, like, adding value and
people are like, oh, what's thatmean I'm, I'm a valuable.
My mom says I'm valuable.

Speaker 3 (43:00):
I was like, yeah, but yeah, not everybody loves you
like your mom does, or I don'thave to advertise Word of mouth.

Speaker 2 (43:06):
Yeah, I go off of word of mouth.
I mean, this is a prime exampleof what happens when you don't
push as hard.
Correct, I wasn't running adslast year.
I wasn't advertising andpushing as hard, just due to the
fact that I was kind of floodedas an owner-operator I was

(43:26):
leaning on and relying on, kindof got swooped up because
somebody who's hungry and newand is like the new sexy guy on
the block come in and took thebusiness.
Yeah, so I'm like I gotta have,I gotta have attention on my
six, otherwise I'm just going tostay flat year to year.

Speaker 3 (43:35):
Yeah, yeah, and I mean you could have easily
kicked me to the curb, but we're, we're kind of working together
now.
I mean it's just nuts, how that, how that works.
You, we're kind of workingtogether now.
I mean it's just nuts, how thatworks.
You know, I think that if wehad a lot more of this in the
world, I think that if we allworked together, kind of like
how me and you do, I think itwould be a lot better.

Speaker 2 (43:50):
Yeah, it's fun.
I mean, I came from sports.

Speaker 3 (43:53):
so it's like Working as a team.
Yeah, it's like a team.

Speaker 2 (43:58):
A rival, but not really a rival, and it's like,
all right, I could be likebutthurt every day.
I wake up and see that you geta job and I don't, and that's
just going to put me in adownward spiral.
And I'm going to go to thatbusiness Versus like, oh man,
you got this many jobs booked inthese awesome mansions and I'm
doing like a cookie cutter house, like for a grandma.
That's going to pay me like $70.
Man, there's nothing wrong withthat?

Speaker 3 (44:17):
What am I doing?
Yeah, send the grandmas yourway.
The mansions are cool, though Ilove the bigger houses Um, you
know some.
Definitely it's like goals andmakes you want to work harder.

Speaker 2 (44:28):
And cool thing about our world and anybody's in the
home service space.
Like you get to meet people.
So like that to me is like thewins.
Like hey, if I can like meetfive cool people a day and have
like a good 20 minuteconversation with somebody and
like almost pick, pick theirbrain, it's like, yeah, you get
more successful because you talkto people and you can learn
from these people.
And they're like oh yeah, Ihave a business too.

Speaker 3 (44:46):
Like this is what I would do, especially with every
uh.
You know a lot of otherbusiness owners in different
fields.
Sometimes they can give yousome advice that may put you on
the next level.

Speaker 2 (44:54):
You never know who you're going to run run into or
whose hand you're going to shakeor you know like, okay, this
may work in the food serviceindustry, but I've never heard
in the pressure washing spacebut if you apply it in the
pressure washing space.
That's completely revolutionaryin that space and that's a great
angle to look at things,correct.
It's like you're.
You're saying you did a videotestimony the other day.
Yeah, like that's.

(45:14):
I don't see many people who dothose and they do them like a
lot.
So that could be something.
Yes, that could be something.
That is like a future, becauseI I for me personally, I used to
post like my google reviews andthen that was great.
But like you're taking a stepup, making it more personable,
putting your face on there and avideo interview, so like we
live in a video world nowadays.

(45:35):
If you just put a picture upit's it doesn't carry the same
weight.
Like we're all post blindbecause we're on facebook all
day.
It's's like what's the mosttrendy reel, what's the most
cool TikTok thing?
Like.
So if you're able to like kindof stay in in that like trend
and then incorporate it withcustomers and be super like
personal with it, that's goingto be like the future of like oh
, I don't care about how manyGoogle reviews.

Speaker 3 (45:56):
Like look at all these like trustworthy people
who have cool houses way coolerthan my house that trust you and
you seem like a cool guy yeahand that's kind of like where
you take it and run with itright, yeah, I mean I'll lose
sleep daily just trying tofigure out like how can I be
different than somebody you know?
like stay on the right path.
But how can I be different?

(46:16):
There's just so many people outthere that are trying to be
clones of other people, correct?
I want to be different and Ithink that's what a lot of my
success has came from.
You know, I'm not like the topnotch whatever you want to call
it pressure washer but I've donevery well doing that.

Speaker 2 (46:34):
I was tired of using your four gallon a minute
machine so I said I have aneight gallon a minute machine
you can buy Right For acharitable donation.
Yeah, yeah, yeah, that wasawesome I was like that was a
big step.
You're too busy for using this99 man man.

Speaker 3 (46:46):
Yeah yeah, I was killing it, man.
You know I didn't have thenicest equipment, still don't.
You know I had you know any ofyou pressure washing guys that
are watching?
I had a four gallon a minutemachine and I was doing what?
20 grand a month in sales myfirst year.
Yeah, I was like, come on, man,with a four gallon a minute
machine, so, uh, doing three tofour houses in a day even eight

(47:07):
gallon a minute, bro.

Speaker 2 (47:08):
Yeah, and so it's all about the equipment yeah.

Speaker 3 (47:11):
So matt was like hey, I think something's wrong with
one of mine.
Um, what was it?
Yeah, I just spark plug poppedout or something.
I'm city boy, city boy and thenmatt giving back to me my
mechanic's.

Speaker 2 (47:22):
Like you know, you have to change your spark plugs
every little change.

Speaker 3 (47:24):
I was like, all right , I got 2,500 hours on this
thing, or a thousand hours onthis thing, sure yeah so going
back to uh hey, you know, if youdo good things to others or you
help people out like it's, it'salways going to come back.
Karma's always going to comeback, whether it's good or bad
and um, so, like me, won't itmatter what $200 surface cleaner
, a piece of equipment.
Matt offered me a great deal onan eight gallon minute and it

(47:47):
has totally changed my business,like it was like a kid in a
candy store when I got somethingLike you're moving up in the
world it was like it was.
It was equivalent to like me oryou going out and buying like a
like a brand new Corvette orsomething.

Speaker 2 (48:00):
Yeah, exactly yes.

Speaker 3 (48:02):
Like it is like driving my f-150 versus a chevy
yeah, or or getting in thatfour-cylinder mustang versus the
v8.

Speaker 2 (48:09):
Well, my truck or my truck's the four-cylinder.
Oh well, there you go.

Speaker 3 (48:13):
Yeah, so it's a lot different, yeah exactly, yeah,
but uh, definitely, uh, as faras, as far as our relationship
goes, uh, I, I can't say that Ihave the same relationship with
anybody that never have inbusiness.
You know, like, as far asbusiness goes, it's always been
a hey how you doing, but I'mtrying to take from you yeah, f
you like you're doing good, youknow I want to, you know, or

(48:35):
somebody will call and try toget advice and they're just
really just trying to use youand you can feel it.
You know those phone calls youget and you're like this guy's
just trying to dag, I'm figuringout what the crap I'm doing and
, uh, they're just trying to.
I call them moochers, like theyjust like a mooch or a bomb.
You know they'd rather take theeasy way out versus the harder
way and at the end of day it'sonly gonna bite them in the ass
yeah, it's like hey, look, ifyou take like, okay, cool, we

(48:55):
have a cooler friendship.

Speaker 2 (48:56):
But you actually take the advice and apply it.
Yeah, so, like you, you'remotivating me to continue
forward because you'recontinuing forward.
You have to have that symbioticrelationship, otherwise it's
not going to work.
If I tell somebody to dosomething and they don't do it,
I'm not going to talk to themagain because they're wasting my
energy.

Speaker 3 (49:11):
We're reassuring each other that what we are saying,
that we do works, yeah, proof ofconcept yeah, so you're seeing
that?
Hey, okay, it really does work.

Speaker 2 (49:21):
It just pushes you harder.
And then it's like oh man, ifyou put up these numbers this
week, I gotta step it up too.
Versus like oh man, I'm good,I'm like, I'm set my ways, I'm
good.
It's like you always have tochallenge each other, otherwise
you're not going to grow yeah,you're never you're.

Speaker 3 (49:34):
You're never going to get any better.
If you're just like I'm, stuckin my ways, I'm not going to
change.
I'm just going to sit here I'mnot you.

Speaker 2 (49:39):
I'm living in the past.
I'm living in my glory.

Speaker 3 (49:41):
You want to make it easier for yourself, like I had
a phone call yesterday fromanother fellow press, washer
Love him to death.
But he's like yeah, man, I'mout selling jobs and I'm like oh
well, but is you closing jobs?
Yeah, you're closing jobs.
I was like don't tell me whatyou're selling Tell me what
you're closing.
I'm out here washing housesmaking some money as an

(50:03):
owner-operator.
I would say 75% of us, or maybeeven a higher number, are
operators.

Speaker 2 (50:10):
I'd say a majority of people are just due to the fact
that it's a whole differentbeast when you're running the
business per se.

Speaker 3 (50:18):
In my eyes, if you're an owner-operator and you're
out having to sell, you'rereally not making any money you
need to do.

Speaker 2 (50:25):
How do we do it?
We just, I mean it.
I like to work smarter, notharder, and it's like I have a
limited amount of time in theday and say I want to hit 1500 a
day in my business yeah, I doall right.
well, I'm gonna.
My production is going to beduring the working day and then
between the working day I'mgoing to be doing my scheduling
for the next day and the nextday and the next day, and then
I'm lining up my week while I'messentially working, and then I

(50:47):
come home and I probably have todo some of that stuff too.

Speaker 3 (50:48):
Right, you're still working.
Yeah, you're working all thetime.
Yeah, yeah, whether you like itor not.

Speaker 2 (51:00):
But people get into it for the wrong reasons.
On social media, you're notseeing everything that's going
on behind the scenes.

Speaker 3 (51:05):
Yeah, yeah anyway, I was telling a very successful
guy in um, our area not long ago.
Uh, I was like you just can'tbelieve everything you read on
the internet.
You know, sometimes you have toreassure people like just be
careful, like you know, and uh,but coming from the the sales
background that I come from, I'mjust I've always had that wall
up like just trying not to besold.
A lot of people just get soldon stuff and it's just like yeah

(51:26):
seller be sold.
Yeah, Seller be sold.
And uh, anyway, going back tothat conversation I had with a
gal on the phone that uh was outselling, I'm like, dude, if
you're closing jobs you'remaking money, but I'm working
five days a week, I'm not havingto get out there and sell
people.
And I told them I said, man, mycustomers come to me, I don't
have to go to them.

Speaker 2 (51:47):
Again.
I also think this is like thenew age pressure washing.
I mean, yeah, if I have a salesteam of people and they're
making a commission and they'relanding me huge tickets because
I have this awesome volumecoming in, it's different.
The stage that we're in.
You're one year into business.
You got to try to maximize yourproductivity Right and you got
to figure out systems that youcan do so and max out your day.

(52:09):
It's like all right, well, ifI'm doing everything myself, I
can't be just wasting timeduring the day pretending like
I'm making a lot of money whenin reality I'm not.
It's like don't tell me whatyou're selling, show me your
deposits yeah, yeah, at the endof the day, if you're not, uh,
if the money's not going intothe bank account, it really
doesn't matter, like your egowill tell you one thing, but
like make sure you're keepingtrack of your books, make sure

(52:30):
you're looking at your sales,and like we both come from sales
backgrounds, so it's just likedon't tell me, show me yeah,
don't tell me, show me what,what I was.

Speaker 3 (52:38):
I said something this morning.
I was like don't talk the talk,walk the, the walk, yeah.
And the guys in my group lovethat crap.
They're like dang, it's HappyFriday, you're on it today.

Speaker 2 (52:47):
I was listening to podcasts.
The guy was like don't tell me.
Like he's.
Like my grandfather would getmad at me if I kept talking
about something he says stoptalking about it and show me.
It's like, if you're going tokeep talking about it, start
showing me and then don't talkabout it.

Speaker 3 (53:01):
Don't be the dog on the porch that just barks right,
Exactly, yeah, we run into alot of dogs too, yeah yeah,
again, we're in a field that'slow cost of entry, it's super
easy, everybody's anentrepreneur, yep.

Speaker 2 (53:12):
And then they don't have the discipline or the care
to go all in.
And again, if you're motivatedbecause you want to be seen as
an entrepreneur, if you want tobe seen as this, you're going to
fail in business, correct?
um you're going to burn out.
I've seen so many people.
They start so strong and liketheir facebook presence or their
online presence insane.
I'm like man, this guy's justlike killing it and then they

(53:33):
disappear and I'm like, well,what happened to him?
Oh, he had.
He like had an anxiety attackor depression.
I was like, oh, that's sad.
But like why is he living kindof like an incongruent life with
what he's doing?
And like people are going at itthe wrong reason and to me it's
like all right, well, I choosethis because I feel like this is
like I'm on flow, I'm onpurpose and then it becomes easy
.
Too many people are in it forthe wrong reasons and they don't

(53:56):
just kind of like lean into,like doing the right thing and
then getting that likereciprocity from the universe.
Whatever you want to say, yeah,it's like they're trying to
shortcut life.
You try to shortcut life,you're gonna have a hard life.
It's like if you choose an easylife, it's gonna be hard, but
if you choose a hard life it'sgonna be easy.
Yeah, perfect point there.
Yeah, I read too.

Speaker 3 (54:12):
I read too many books yeah, I'm fortunately not a
reader, I'm just uh, just tohang out and learn from myself.
I'm just to you know, hang outat the racetrack type guy that's
.
That's kind of yeah, but youapply yourself, and then you're
resourceful.

Speaker 2 (54:23):
So it's like, if you're resourceful enough to
figure it out, it's like, hey,set your mind to something, do
it, and then, like, figure itout, and that's kind of how I
operate too.
It's like, all right, I havethe information, but like,
unless it's like applied, itdoesn't mean anything.
It's like go out, jump out ofthe plane, then figure out the
parachute on the way down yeah,figure out how to pull the chute
.
Yeah.
It's like, all right, well,I've committed, like who do I
need to connect with and that'show, like we have a good

(54:43):
relationship.
And then like, like, you buildthat network around you and
you're like, all right, cool, Iknow, I know who to like reach
out to to make it happen.

Speaker 3 (54:51):
Yeah, and then you know, and then the networking
thing is cool.
Um, and a lot of people swearupon networking, but I'm a prime
example.
I have never into an actualformal, never joined a network
in a group, never paid money fora networking group.
But but you?

Speaker 2 (55:05):
actually network.
But I actually network, yeah,because you're adding value to
other people in the communityyeah, and that's why every time
I try to search pressure washing, your name pops up yeah, it's
uh.

Speaker 3 (55:15):
like I said I'm, if anybody is trying to, I'm not
taking away from you know anyanything.
As far as going to a networking, I think it's good.
I think what they do in thereis good, but I'm a prime example
of one of those that didn't paythe money for a networking
group Back to the whole energyputting out.

Speaker 2 (55:37):
If you're leading with value in everything you do
and you're making impacts inpeople's lives and you're
staying active and busy andstaying in front of people,
eventually you've created enoughpositive attention where you
don't necessarily have tonetwork.
And like if you've been to anetworking event, it's like so
fake and so awkward andeverybody's there to take.
So like we like to flip thatmindset and say, all right, well
, how am I a good person?
I can, I can help people bylike making their day better,

(56:00):
cleaning their house, and thenlike being a positive light to
somebody, and then I get word ofmouth and then people naturally
gravitate towards me.
All those like moochers thatyou would see at a network event
that would pay to try to mooch,all come on, you like vultures,
yeah.

Speaker 3 (56:13):
And then I so I've like just turn off your phone.
Well, my thing is like if, ifyou're, if you're, if you're a
successful business owner,you're not gonna going to have
time, or if you're doing good,you're not going to have time to
go to these things.
Right, I wouldn't say likenetwork Networking is probably
for, like I would say, likenewer businesses, not for your
successful.

Speaker 2 (56:34):
Yeah, you're established.

Speaker 3 (56:35):
Yeah, you're established because I get all
the invites and stuff and it'sjust like man.
I can't commit to that?
I can't commit to that.
I can't go to that.
Like, how do these guys thatbeen in business for two or
three years or how are they ableto go to these things?
Like I don't know.
Like I'm just I'm, like I'm toobusy, like I'm, I got it even
in a slow season, like I stillwasn't able to go, yeah, I'm not

(56:56):
understand how people go tothis stuff.

Speaker 2 (56:57):
We're both kind of busy and no nonsense and we have
boundaries, it's like all right, I'm so loaded during the day,
probably more than I should beas far as like my business
versus my personal life, right,and I don't want to talk to
anybody after that.
I was like, all right, well, Ihave enough friends.
Like is this moving the ballforward with me making money or
is this like somebody bleachingoff of me?
yeah and you and I both like tolike, have, like we.

(57:20):
We do networking via socialmedia, so it's like all right,
well, how can we leverage ourtime better?

Speaker 3 (57:24):
it's like people can follow us on social media and
then I can have a hundred peopleor a thousand people networking
me at time and they follow meon social yeah, and I I don't
think, uh, I don't think a lotof people realize like there's
just other ways, like you don'tlike going back to getting sold
on things like the stuff.
Believe in stuff you read onthe internet.
Some of that stuff works, youknow that's.

(57:45):
That's something you know.
If somebody's selling you onsomething, that's something that
works for them, that'ssomething that worked for them.
That's not something thatworked for everybody.

Speaker 2 (57:54):
But you can learn from that.
Yeah, but you also don't needto pay for that course.
You can successful and say, hey, I have a good, I have a good
relationship here.
And then he said this and itreally changed my thought
process and I applied it andthat's the big key word apply
Right.
It's like everybody knows howto do everything but they're too
afraid to get their feet wet.
Yeah, like you said, take arisk.
Like you jump into business inthe worst possible time and jump

(58:15):
into business Like the rationalmind would say, oh, no, don't
do that.
And then you keep saying that,and then you keep saying that,
and then you never get into yourbusiness and then you never
have to face kind of thatadversity that propels you to
like hustle and grind, like yousaid in the car business, where
you're like, hey, it's acommission based job If you eat
what you kill, so it's like man.
If, like the perceived safetynet of a job, I still have to

(58:37):
eat what I kill, why can't I dothis in my business?
And then you get to the pointin your business where, like, I
have a reputation now I, I eatwhat I kill, but it comes to me,
it's like I have people comingto me feeding me now, like I
built this, like communityaround me that is sustainable,
as opposed to like these peoplewho are stuck in their jobs,
like thinking that that's thebetter route and they're safer,
and you're like, oh man, I justI like was able to walk out of

(59:00):
the cave and saw, like thoseshadows aren't that scary?
Like right, it's one of those,it's like the biggest thing like
we're talking about.

Speaker 3 (59:06):
It's like get out there and like and then figure
it out and I think, uh, you know, for for a lot of the newer
entrepreneurs like you, like Idon't know if you felt it matt
like when you first got intobusiness, but I feel like a lot
of the guys like that are noteven successful, like now, that,
now that I'm looking on it,like a lot of the guys are like
just trying to be negative, likeyou need to do this and you

(59:26):
need to do that, and uh, I don'tknow, like it's really, you
know, just saying, oh well,we're, we're saturated.
I mean which?
It is a saturated industry, butthey're just trying to.
It's almost like they're tryingto talk you out of owning or
doing.
you know owning or presswatching business, I guess
because they're just, I guessthey're just scared.

Speaker 2 (59:45):
They're looking at it as like a scarcity mindset, as
opposed to like, hey, I'm hereto create and it's a thing
called market shift and like Icame from tech sales and okay,
there's, there's a limitedamount of pie out there and
there's hundreds and thousandsof companies competing for that
pie.
What are you doing differentlythis quarter, this month, this
day to get that piece of pie?
And that's like the salesmindset, it's like all right,

(01:00:06):
look, the world is not fair, soI'm going to go out and get mine
.

Speaker 3 (01:00:09):
Yeah, I mean, if I don't know, if everybody was the
same, like it's not gonna, it'sjust going to be boring, Like
nobody's going to you, you yougot to call.

Speaker 2 (01:00:19):
I mean, we've been saying this, the whole podcast.

Speaker 3 (01:00:20):
Like, you've got to pop.
Like, if you want to be noticed, you've got to pop.
I mean, I don't know what it.
You know, you've got to putyourself out there and be
different.
Right, you've got to have somekind of crazy slogan, some kind
of crazy design, some kind ofcrazy car, some kind of crazy
something.
Have Elvis on there.

Speaker 2 (01:00:35):
And hustle.

Speaker 3 (01:00:36):
Yeah.
Yeah, elvis, pressure out there, but more importantly like be a
good human being and hustle I'mgonna I mean man, I'm not
starting another press washingbusiness elvis press wash, dress
up like elvis.
I'm gonna trademark that, sonobody takes that from me.
Go out to vegas, you couldprobably marry people out there
too.
Oh yeah, that would be great.
Marry them out there at themarry you and clean your car.

Speaker 2 (01:00:54):
Clean a car too, yeah , and I might want to clean
something else.
If they're in vegas, oh gosh,it's awful some sh yeah yeah,
some sh.

Speaker 3 (01:01:01):
I don't even think you can use SH out there
Probably not.
Sh is bleach, by the way.

Speaker 2 (01:01:06):
It's what we clean with Same thing.
It's not bleach.
It's our top secret proprietaryingredient for cleaning your
home professionally.

Speaker 3 (01:01:11):
Yes, sodium hypochlorite is what it's called
.

Speaker 2 (01:01:14):
Look it up Better than everybody else.
Yeah, yeah.

Speaker 3 (01:01:18):
But yeah, I think that pretty much wraps
everything up.

Speaker 2 (01:01:21):
Yeah, I mean, it's good with me, like cool concept.
We always talk day to day.
So it's like, hey, we couldlike your network on social
media, my network on socialmedia.
Like I'm kind of shifting fromlike all right, the challenge we
like, to we like to go afterchallenges and like what pushes
us.
So like all right, this gets usout of our comfort zone.
You both, we, like everybodykind of knows who we are
individually Correct, so to likecollaborate here, it will be

(01:01:43):
super cool and we can like mergeour, our, our networks together
and then like create somethingreally cool in the pressure
washing space, or even like thelocal space.

Speaker 3 (01:01:50):
Yeah, maybe create some merch or something, if we
get enough people interested,you know you never know.
But but yeah, definitelysomething that we can get in
here.
We can clear other, even thoughwe already do daily.
But uh, and then maybe givesome advice to some other local
pressure washers or you knowpressure washers across the
country, or even if you're not apressure washer, you know,
small business, small businessif you need some motivation, I

(01:02:11):
mean we're gonna, we're gonnabring it.
Man, uh, we got some good thingsin the works.
Um, I think, I think this isgonna be a good for a lot of
people in the area actually yeah, it's cool.

Speaker 2 (01:02:19):
I mean, like you and me, we both do jobs where you
put in the AirPods and you'relike man, what is what's 45
minutes?
What's an hour?
What am I going to do Like alittle bit during this job?
It's like hey, plug in, listento the podcast.

Speaker 3 (01:02:30):
Yeah, yeah, definitely, but uh, uh, it's
been good Been, a good episodeone, matt, I'm glad we can make
this.