August 24, 2025 • 19 mins
The pressure washing landscape shifts dramatically as summer ends, creating both challenges and unique opportunities for business owners. For companies solely focused on pressure washing rather than diversifying into holiday lights, fall presents a strategic advantage as competitors take their foot off the gas, leaving their core washing clients up for grabs.
August marks a transitional period where residential work becomes more unpredictable, while commercial projects provide stability. The Wash Bros have noticed this pattern consistently, with residential business fluctuating dramatically while commercial work remains strong. This market reality makes fall the perfect time to shift marketing strategies and position your business to capitalize on these gaps in service.
Smart pressure washing businesses aren't simply waiting for the phone to ring—they're actively farming their existing customer lists through targeted email campaigns offering time-sensitive promotions. These "End of Summer" specials create urgency without necessarily sacrificing profit margins. As one Wash Bro points out, psychology drives consumer behavior more than the actual reality of discounts. Creating bundle packages and limited-time offers motivates customers to book now rather than later, filling those crucial fall calendar slots.
The most successful pressure washing entrepreneurs use fall months to prepare for the inevitable winter slowdown while simultaneously positioning themselves for explosive spring growth. Rather than viewing September through November as the beginning of the end, forward-thinking owners recognize these months as prime time for securing HOA contracts, neighborhood bundle deals, and larger commercial projects like stadium cleaning that sustain revenue through the transitional season.
Ready to finish your year strong and lay the groundwork for next spring's success? Join our Wash Bros Facebook community where we share specific strategies, answer questions, and help you implement these proven approaches in your own pressure washing business. Follow our business journeys at Matt the Driveway Guy and C3 Wash Pros to see these principles in action!
https://www.facebook.com/WASHBROSPODCAST
https://www.facebook.com/mattdrivewayguy
https://www.facebook.com/c3pressure
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C3washpros.com
mattthedrivewayguy.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:32):
what's up, guys?
It's matt jackson and claysmith and we are the wash rose.
Thanks for tuning in.
This sunday, august 24th, weare going to be talking about
this uh, kind of the end ofaugust wrap up, which to me is
almost like the end of thesummer season, and then what we
do to prepare and positionourselves for a good fall.
So, the fall season for us inSouth Carolina.
(00:53):
We usually have a pretty strongSeptember, october and November
and December January that'susually our off season, when
it's cold.
So this will be episode 29.
Crazy, we're banging this thingout so much, but with these
weekly shows we already knockedout 29 episodes this season.
But I'll let Clay kick thisthing off.
You want to kind of give us arecap of what's been going on
(01:16):
with you and any wins you gotgoing on, or like how you're
wrapping up August and what yougot in store for the fall.
Speaker 2 (01:24):
Yeah, man.
So 29 weeks, that's nuts.
I know that we played athrowback yesterday.
I was a little busy doingsomething yesterday.
Last Sunday, obviously, I was alittle busy off working on some
equipment and all that mess.
So, appreciate all you guysthat continuously follow and
listen to us every Mondaymorning, every Sunday night,
whenever you're listening ifyou're listening live, you're
listening live if you'relistening on Spotify, apple
(01:44):
Podcasts, youtube we appreciateevery one of you.
We got a lot of good stuff inthe works.
I know I've been saying thatall year, but maybe when it
slows down a little bit, we'llbe able to throw it all together
and we'll have some good stufffor you, especially, like all
the merchandise and stuff likethat we have talked about
previously.
Throwing some cool stufftogether.
Can't wait to for all of youguys to see it actually.
(02:06):
But, like matt said, we got thefall coming up.
Um, it's usually a pretty bigpush to the end of the season,
right?
So, uh, there's a lot of guysthat like to start pushing the
holiday lights around this time.
If you're like me and matt, wedon't do holiday law all of the
uh holiday lights with apressure wash.
Speaker 1 (02:30):
Exactly right, yeah, so so pretty much with the like.
Sorry, my, my computer laggedthere, but as far as like
holiday lights, we don't do it.
We focus primarily on pressurewashing.
So this is what I've noticed ispeople are able to go in, we're
able to pick up business fromother people who are legitimate
pressure washing businesses thathit it hard in the spring and
(02:52):
summer, but when they're focusedmore on Christmas lights in
this season we're able to takejobs.
So I noticed personally thatthe market kind of opens up a
little bit on the high level,with people kind of taking their
foot off the gas with pressurewashing.
If they're doing the Christmaslights themselves and they got
their teams running around,there's less focus on pressure
washing.
So this is kind of aopportunity for you guys, if
(03:14):
you're strictly pressure washingfocused, that you can hammer
hard and take business, thatyou're not competing with as
many companies as you were inthe spring and the summer with
as many companies as you were inthe spring and the summer,
absolutely, and August seemslike it's a little bit better
for us.
Speaker 2 (03:29):
I don't know so much residential, but the commercial
side has really been up for usthis year.
I know it has been up for you,matt.
Residential has been kind of.
It's been good some months andthen some months I'll put it to
you this way it's been veryinconsistent.
So if I can find a way to makeup the inconsistency, we will be
(03:49):
good to go as far as hittingour marketing harder.
I don't know if people arerunning out of money and what's
going on, but in our market ingeneral, just according to my
data, the residential has beendown.
So what are we doing to findways to try to make up for the
down residential stuff?
Right?
Are we sending an email blast?
(04:10):
Are we upping our ads?
Are we going to door knock,which we don't?
Me or Matt ourselves, we don'treally do any of that.
Nothing wrong with it If youdon't have the budget to spend
on any kind of ads, digitalmarketing, anything of that
nature.
Like Tuesday, I'm going to gomake an appearance on a TV show.
I've been on a bunch of timesas a local TV show.
That definitely helps get youin front of a lot of people I
(04:33):
think you get in front of.
Just according to theiranalytics, you get in front of
like 40,000 people watching theshow and that's everybody local
in our area.
I don't know if you, if you'veever thought of any TV stuff.
That's something I do toseparate myself and my market.
I know that me and Matt, we dodifferent things just because we
(04:53):
know that we compete againsteach other.
But if we advertise and marketthe same way, we know that we're
only shooting ourselves in thefoot.
So we kind of talk it outamongst each other about that.
But if you are struggling, justthink of ways that you can be
different from all the otherpeople in the area, in your
industry, and that's really whatseparates you from the rest.
(05:17):
If you're doing everything thateverybody else is doing, all
you're doing is competingagainst the other guys in the
area that are struggling andlooking for work like you, and
then you're just shooting forthe bottom of the barrel.
You got to be cheap to winthose bids exactly right.
Speaker 1 (05:31):
And google is becoming more and more like
angie's list and these otherplatforms where, if I was just I
see this all the time like ifyou're on messaging ads with
local service ads, you're at thetop.
You can click a button withgoogle and it's saying, uh, get
a cool, get a competitivepricing today.
And it shoots out four of thetop companies on local service
(05:51):
ads with a generic message.
And that's where a lot of youguys, if you get these messages
that don't seem very personableto you, it's probably from
Google.
I've also read where Google isgoing to use AI to call
companies and try to get pricingfor people.
So, instead of you talkingdirectly with somebody, you're
going to get a call from an AIrobot or an AI agent via Google
(06:12):
who's going to reach out and tryto contact you.
So to Clay's point, if you'reputting all your eggs in one
basket, like we say all the time, you want to diversify your
marketing, you want to own yourlist, so you don't want to just
say, oh, I do social media or Ido door knocking, or I do this.
There's a lot ofuncontrollables there.
You can go to a neighborhoodand knock on 10 doors and get a
(06:32):
couple of jobs here and there,but that's not something that
you can replicate and when youreplicate you're able to fill
that schedule up.
So, like it seems on socialmedia or not just social media,
but it seems to on Google, I'mseeing new companies in and out
of my Google ads and that's justkind of indicative of like how
many people are in this, howmany people are just like, maybe
(06:53):
, throwing a ton of money as alast resort into Google ads to
try to get work if they're busy.
Because ultimately, theobjective here is, like we say
in every episode, we're a salesand marketing company.
First, we want to own ourclients, we want to own our
leads.
Every time we get a lead weneed to get a first name, last
name, email address, phonenumber and we don't just do a
service to these people one time, we do a service every every
(07:16):
two years, every three years andwe try to keep ahead of these
things.
One thing that Clay and I haveboth done is like email blast.
They help out.
We do like quarterly emails.
We just shot one off for theend of August.
We pretty much did like a pushfor the end of the summer season
.
We said hey, for 15% offanybody that opens this email.
(07:36):
We can pressure wash your housebefore September 1 for 15% off.
And it's not like we're givingmoney away per se, but we're
giving people an incentive.
We can price accordingly.
We can fill spaces up.
We can get people thinkingabout, oh, it's time to have
your house washed, it's time forfall.
We're like cultivating andfarming our clients, and that is
something.
If you're new to business,you're probably not able to farm
(07:58):
just because you don't have alot of clients.
But as you build your business,you want to keep contact with
all these people and I've beenrunning a lot of social media
campaigns, which is great forbrand awareness.
I know if you're new and yousee these guys on Facebook, it's
like do I hire somebody to runFacebook ads?
Facebook ads are great.
You can set them up yourself.
(08:18):
There's this new like meta AIplatform where it'll pretty much
send ads to people that itthinks is going to convert the
most for you.
So with those types of ads, Iwouldn't worry too much about
paying somebody to set them up.
It's more about how good isyour creative and what brand
you're putting out there.
But I mean, all those arelittle things that we do, that
(08:39):
we're actively doing, just topush out August Because, like
Clay says, residential has beena swing up and down.
We've been blessed to get intosome commercial work and our
objective ultimately is to growour business into a higher
percentage of commercial.
Therefore we can move theneedle and really scale easier
than chasing a thousandresidential jobs a year.
Speaker 2 (09:00):
Yeah, and to your point, matt, about the emails
giving out discounts doesn'tnecessarily mean that you need
to make less money.
You want to make it look good,right?
So back when I used to run aPepsi route back in the day, I
would always laugh at all thesestores because they would run a
quote, unquote sale.
But it was still the same price, what looks good to the eye,
what is going to get thatcustomer's attention.
(09:21):
That's all part of beingcreative with your marketing.
So if you're giving 15% off,just up your prices 15%, you're
still technically giving them15% off.
But just whatever you can do todraw the customer in.
If you want to give the 15% offand you can eat the 15% off, go
ahead.
But you don't necessarily haveto give the money off.
(09:42):
You don't necessarily have tomake any less money.
Me personally, it depends on myflow of work.
If I'm slow and I need to fillthe schedule, cool, we're going
to go ahead and see if they.
Personally, it depends on myflow of work.
If I'm slow and I need to fillthe schedule, cool, we're going
to go ahead and see if they buyit on the 15 off and roll with
it it's.
Speaker 1 (09:56):
It's super important that we, we get our marketing in
check and we stay in front ofstuff, because this, there are
swings, is there swings to thebusiness and um, and then we, we
can incentivize people withpricing and that not necessarily
means, hey, we're taking moneyoff of out of our pockets.
What we can do is create abundle service and a lot of
times I'll be like, hey, fall 15, bundle and save.
(10:16):
If you want your house and yourpr in your driveway pressure
wash, we can do it for 15 off.
And yeah it, the.
The customer is getting in.
The customer is getting like,if they're motivated by pricing,
they're saying, oh, I'm gonnaget a deal now, so I'm book.
We're creating urgency there.
We're always wanting to createa reason that somebody's going
to pull the trigger.
We don't just say I canpressure wash your driveway.
(10:37):
We always have to say here's areason that's time sensitive.
That's going to be, that'sgoing to be something that you
will lose if you don't takeaction now.
And that's that's the objectiveof whenever we're running a
campaign on Facebook or whetherwe're running these email blasts
.
Not only do you want to stay infront of customers, but you
want to give them a reason tobuy today.
Speaker 2 (11:01):
Yeah, it was like going back to what I was saying
about the.
I remember when Bilo was inbusiness or whatever, I would
always see those prices and Iwould just always giggle because
I'm like, well, you know, uh,everybody in my family have
always chased the, have alwayschased the sales right, Always
chasing the sales, but it's notreally a sale, it's still the
same price.
Speaker 1 (11:22):
Amazon got in trouble because with prime day, they
would adjust the prices.
So therefore anything that wasa prime discount was the same
price, whether or not it was onPrime Day or not.
They just adjusted the price tostart.
So if something was like 20%off for Prime Day, usually they
just deducted it off of liketheir MSRP as opposed to their
normal Amazon price was probably20% off.
(11:43):
Understand that, like sales andmarketing is more psychology
than it is actual reality.
So we want to create thatreality in the customer's mind
of hey, here's a great deal,it's expiring Book.
Now All these things are.
We have to like reverseengineer our season to say, okay
, in spring, leaves are going tobe flowing in.
(12:04):
We have to do things toencourage people to take action
in other months out of the yearand like that's how we've been
able to get through August, andthen that's what we're starting
to do to position ourselves fora great fall and a great winter
season absolutely firm believer.
Speaker 2 (12:19):
Catching, catching the uh doing some creative
marketing to catch the customersattention.
And uh, just like we weretalking about the email blast, I
mean I sent one out and uhbooked four jobs.
So, uh, email blaster cool.
Always make sure you're farmingyour customers.
I know we've talked about thisa lot.
Uh, firm believer in doing that.
I learned that from my carsales days.
(12:40):
Always got to be calling yourcustomers and making those
relationships, checking up onthem, and that's what makes the
difference.
Speaker 1 (12:47):
Yeah, exactly right, because there's so many people
in this space and there's somany people that enter the space
and so many people that areadvertising that you got to do
something to cut through thenoise.
And we've been really pushingconsistency of action with
posting on social media andposting on Google and working on
maximizing all channels becauseit's a shrinking it's a
shrinking market because so manypeople are getting into this
(13:09):
that if, if you're just startingout, it's a really hard grind
to get yourself business and ifyou're going into the fall
season or going into the winterseason and you're new, you
should just, you should justknow the expectations are like I
have to push every single daybecause from now until next
spring your business is gonnakeep going down and down and
down.
So what are you doing today toget ahead of that downward curve
(13:32):
of the winter season and thenposition yourself as best as you
can for that spring season?
Most of the money is made inthree or four months, whether it
be like April, march or March,april, may and June.
Those are like really heavymonths.
So we pretty much build ourbusiness that we survive and we
can make some money and in themonths outside of that and the
(13:54):
majority of your money, likeyour Superbowl, is going to be
in those three or four months inthe spring and early summer and
, like we always say, we preparefor that season in the winter
and we always are willing toprepare ahead of time.
So, instead of sitting aroundbeing like, oh, I'm slow, what
can you do to position yourbrand to really kill it in 2026?
(14:15):
And that should be your goal asyou guys get into the fall
season.
Speaker 2 (14:20):
And the biggest thing , like I always say, is
consistency.
Always be consistent inanything that you do.
Come up with a plan, say, okay,this is how I'm going to
dominate the rest of the year,this is how I'm going to get
ready for winter.
Or this is how I'm going to getready for spring.
Because in a couple months I'llbe getting ready for spring.
I'll be coming up with mymarketing plan, figuring out
what my budget is, figuring outwhat kind of equipment I need to
buy.
What do I need to do to getready for spring?
(14:41):
Because spring comes aroundpretty quick again.
Speaker 1 (14:43):
Exactly right.
We stress about the winter, westress about like January and
February, but it's always soquick Before you know it, we're
firing everything back up again,we're fighting through some
cold mornings and then we'relike man, we blink and it goes
from March to August.
So this is a quick business.
There's a lot of money to bemade.
I think we're going to wrap upAugust around that $300,000 mark
(15:05):
.
So we're hoping to put another$150,000 on the books from now
until the end of the year.
So our goal always want to dolike $500,000, but we may be
pacing more like $450,000 range.
But hopefully we don't have ahurricane like we did last year
and I don't have any healthissues, so everything should be
(15:27):
pretty good to go.
Fall season's usually a littlebit of a blip.
So there's hope for you guys.
If you're struggling in Augustand you're like man this is just
like I don't know if I'm goingto make it there is a blip you
can ride out a couple of wavesof like maybe two months of
strong business and then youstart going down into that
December.
So biggest thing is stay infront of your customers, stay
consistent and figure out yourmarketing.
We've been trying to push morecommercial focused marketing
this year as we're trying togrow more into commercial work,
(15:49):
uh, the following year, so it's.
You can kind of see thedirections that we're trying to
head based upon what we put outmarketing wise what, what types
of pictures and our posts andour team posts like the
positioning of our business.
Now we're trying to shift fromthat heavy residential like to
to more professional, more, more, more, bigger, bigger tickets
and bigger projects andhopefully in 2026, we'll be able
(16:12):
to do a lot more work there.
Speaker 2 (16:15):
A hundred percent agree.
I'm glad you said somethingabout the hurricane, so that
definitely put a troll on uslast year, I think for what at
least a month, and then withyour health issues, I know that
that uh definitely made adifference, um, and your numbers
and stuff like that.
So, uh, pretty cool, prettyexcited about what's coming up,
trying to see what we can do,especially with our marketing.
(16:37):
I know we're always on top ofit, especially with me.
Speaker 1 (16:39):
Now I'm not really on a truck anymore, unless, uh,
it's something but yeah, I guess, in summation of this episode,
as we get into the fall season,our objectives are to really
push forward with where we wantto be next year.
Um, and then let customers knowlike hey, create some time
sensitive uh sales and discounts.
Unlike the spring, people arenot going to be reaching out as
(17:00):
as heavily as they they are, butit's HOA season for a lot of
people.
So if you can get in withneighborhoods, cleaning curbs,
cleaning sidewalks, doing HOAbundle deals I've done a few of
those last year Usually thatkicks like October and November,
as well as maybe footballstadiums like Clay.
It's got some opportunities toclean like bleachers and stuff
(17:20):
like that.
So the focus will probably bemore on bigger things than your
typical like residential reachout.
Hey, I got a notice from my HOA.
Usually a lot of the biggertickets will land in the slower,
like the fall season.
But every month try to marketdifferently.
Try to say hey, back to school,special, like before the
football season, and you'reenjoying your patio outside.
(17:40):
Be creative, be fun.
That's what people want to see.
If you're just advertisingyourself as a pressure washing
company and there's noconnection to your audience and
there's no call to action, it'sjust going to be wasted
marketing bucks.
So this, uh, that's just.
That's my two cents and that'skind of the action we're taking
going into the fall season.
Speaker 2 (18:01):
Yeah, I think that's's pretty much a good
touch on everything that we'vetalked about what everybody
needs to know as far as goinginto September.
So if anybody has any questions, feel free to reach out to us
via the Wash Bros podcast pageor join our Wash Bros it's
called the Wash Bros the groupon our private group on Facebook
(18:21):
.
Join us there, keep up with us,post some pictures, ask some
questions.
Uh, we'll be cool to engagewith you there.
And then, uh, be sure youfollow all of our personal pages
Matthew Jackson on Facebook,clay Smith on Facebook, our
business pages, matt thedriveway guy and C3 wash pros.
Speaker 1 (18:37):
No doubt, and if you guys want to replicate anything
or get ideas, just follow ourpages, give us some likes and
then model that into yourbusiness.
So that's everything.
Thanks for tuning in for thisepisode.
Hope everybody finished up astrong August and is ready for
the last, last kind of push ofthe season September, October,
November.
That's going to be like thatlast hoorah, so wish everybody
(19:01):
the best and we'll see you guyson the next one.
Speaker 2 (19:05):
See you guys.
what's up, guys?
It's matt jackson and claysmith and we are the wash rose.
Thanks for tuning in.
This sunday, august 24th, weare going to be talking about
this uh, kind of the end ofaugust wrap up, which to me is
almost like the end of thesummer season, and then what we
do to prepare and positionourselves for a good fall.
So, the fall season for us inSouth Carolina.
(00:53):
We usually have a pretty strongSeptember, october and November
and December January that'susually our off season, when
it's cold.
So this will be episode 29.
Crazy, we're banging this thingout so much, but with these
weekly shows we already knockedout 29 episodes this season.
But I'll let Clay kick thisthing off.
You want to kind of give us arecap of what's been going on
(01:16):
with you and any wins you gotgoing on, or like how you're
wrapping up August and what yougot in store for the fall.
Speaker 2 (01:24):
Yeah, man.
So 29 weeks, that's nuts.
I know that we played athrowback yesterday.
I was a little busy doingsomething yesterday.
Last Sunday, obviously, I was alittle busy off working on some
equipment and all that mess.
So, appreciate all you guysthat continuously follow and
listen to us every Mondaymorning, every Sunday night,
whenever you're listening ifyou're listening live, you're
listening live if you'relistening on Spotify, apple
(01:44):
Podcasts, youtube we appreciateevery one of you.
We got a lot of good stuff inthe works.
I know I've been saying thatall year, but maybe when it
slows down a little bit, we'llbe able to throw it all together
and we'll have some good stufffor you, especially, like all
the merchandise and stuff likethat we have talked about
previously.
Throwing some cool stufftogether.
Can't wait to for all of youguys to see it actually.
(02:06):
But, like matt said, we got thefall coming up.
Um, it's usually a pretty bigpush to the end of the season,
right?
So, uh, there's a lot of guysthat like to start pushing the
holiday lights around this time.
If you're like me and matt, wedon't do holiday law all of the
uh holiday lights with apressure wash.
Speaker 1 (02:30):
Exactly right, yeah, so so pretty much with the like.
Sorry, my, my computer laggedthere, but as far as like
holiday lights, we don't do it.
We focus primarily on pressurewashing.
So this is what I've noticed ispeople are able to go in, we're
able to pick up business fromother people who are legitimate
pressure washing businesses thathit it hard in the spring and
(02:52):
summer, but when they're focusedmore on Christmas lights in
this season we're able to takejobs.
So I noticed personally thatthe market kind of opens up a
little bit on the high level,with people kind of taking their
foot off the gas with pressurewashing.
If they're doing the Christmaslights themselves and they got
their teams running around,there's less focus on pressure
washing.
So this is kind of aopportunity for you guys, if
(03:14):
you're strictly pressure washingfocused, that you can hammer
hard and take business, thatyou're not competing with as
many companies as you were inthe spring and the summer with
as many companies as you were inthe spring and the summer,
absolutely, and August seemslike it's a little bit better
for us.
Speaker 2 (03:29):
I don't know so much residential, but the commercial
side has really been up for usthis year.
I know it has been up for you,matt.
Residential has been kind of.
It's been good some months andthen some months I'll put it to
you this way it's been veryinconsistent.
So if I can find a way to makeup the inconsistency, we will be
(03:49):
good to go as far as hittingour marketing harder.
I don't know if people arerunning out of money and what's
going on, but in our market ingeneral, just according to my
data, the residential has beendown.
So what are we doing to findways to try to make up for the
down residential stuff?
Right?
Are we sending an email blast?
(04:10):
Are we upping our ads?
Are we going to door knock,which we don't?
Me or Matt ourselves, we don'treally do any of that.
Nothing wrong with it If youdon't have the budget to spend
on any kind of ads, digitalmarketing, anything of that
nature.
Like Tuesday, I'm going to gomake an appearance on a TV show.
I've been on a bunch of timesas a local TV show.
That definitely helps get youin front of a lot of people I
(04:33):
think you get in front of.
Just according to theiranalytics, you get in front of
like 40,000 people watching theshow and that's everybody local
in our area.
I don't know if you, if you'veever thought of any TV stuff.
That's something I do toseparate myself and my market.
I know that me and Matt, we dodifferent things just because we
(04:53):
know that we compete againsteach other.
But if we advertise and marketthe same way, we know that we're
only shooting ourselves in thefoot.
So we kind of talk it outamongst each other about that.
But if you are struggling, justthink of ways that you can be
different from all the otherpeople in the area, in your
industry, and that's really whatseparates you from the rest.
(05:17):
If you're doing everything thateverybody else is doing, all
you're doing is competingagainst the other guys in the
area that are struggling andlooking for work like you, and
then you're just shooting forthe bottom of the barrel.
You got to be cheap to winthose bids exactly right.
Speaker 1 (05:31):
And google is becoming more and more like
angie's list and these otherplatforms where, if I was just I
see this all the time like ifyou're on messaging ads with
local service ads, you're at thetop.
You can click a button withgoogle and it's saying, uh, get
a cool, get a competitivepricing today.
And it shoots out four of thetop companies on local service
(05:51):
ads with a generic message.
And that's where a lot of youguys, if you get these messages
that don't seem very personableto you, it's probably from
Google.
I've also read where Google isgoing to use AI to call
companies and try to get pricingfor people.
So, instead of you talkingdirectly with somebody, you're
going to get a call from an AIrobot or an AI agent via Google
(06:12):
who's going to reach out and tryto contact you.
So to Clay's point, if you'reputting all your eggs in one
basket, like we say all the time, you want to diversify your
marketing, you want to own yourlist, so you don't want to just
say, oh, I do social media or Ido door knocking, or I do this.
There's a lot ofuncontrollables there.
You can go to a neighborhoodand knock on 10 doors and get a
(06:32):
couple of jobs here and there,but that's not something that
you can replicate and when youreplicate you're able to fill
that schedule up.
So, like it seems on socialmedia or not just social media,
but it seems to on Google, I'mseeing new companies in and out
of my Google ads and that's justkind of indicative of like how
many people are in this, howmany people are just like, maybe
(06:53):
, throwing a ton of money as alast resort into Google ads to
try to get work if they're busy.
Because ultimately, theobjective here is, like we say
in every episode, we're a salesand marketing company.
First, we want to own ourclients, we want to own our
leads.
Every time we get a lead weneed to get a first name, last
name, email address, phonenumber and we don't just do a
service to these people one time, we do a service every every
(07:16):
two years, every three years andwe try to keep ahead of these
things.
One thing that Clay and I haveboth done is like email blast.
They help out.
We do like quarterly emails.
We just shot one off for theend of August.
We pretty much did like a pushfor the end of the summer season
.
We said hey, for 15% offanybody that opens this email.
(07:36):
We can pressure wash your housebefore September 1 for 15% off.
And it's not like we're givingmoney away per se, but we're
giving people an incentive.
We can price accordingly.
We can fill spaces up.
We can get people thinkingabout, oh, it's time to have
your house washed, it's time forfall.
We're like cultivating andfarming our clients, and that is
something.
If you're new to business,you're probably not able to farm
(07:58):
just because you don't have alot of clients.
But as you build your business,you want to keep contact with
all these people and I've beenrunning a lot of social media
campaigns, which is great forbrand awareness.
I know if you're new and yousee these guys on Facebook, it's
like do I hire somebody to runFacebook ads?
Facebook ads are great.
You can set them up yourself.
(08:18):
There's this new like meta AIplatform where it'll pretty much
send ads to people that itthinks is going to convert the
most for you.
So with those types of ads, Iwouldn't worry too much about
paying somebody to set them up.
It's more about how good isyour creative and what brand
you're putting out there.
But I mean, all those arelittle things that we do, that
(08:39):
we're actively doing, just topush out August Because, like
Clay says, residential has beena swing up and down.
We've been blessed to get intosome commercial work and our
objective ultimately is to growour business into a higher
percentage of commercial.
Therefore we can move theneedle and really scale easier
than chasing a thousandresidential jobs a year.
Speaker 2 (09:00):
Yeah, and to your point, matt, about the emails
giving out discounts doesn'tnecessarily mean that you need
to make less money.
You want to make it look good,right?
So back when I used to run aPepsi route back in the day, I
would always laugh at all thesestores because they would run a
quote, unquote sale.
But it was still the same price, what looks good to the eye,
what is going to get thatcustomer's attention.
(09:21):
That's all part of beingcreative with your marketing.
So if you're giving 15% off,just up your prices 15%, you're
still technically giving them15% off.
But just whatever you can do todraw the customer in.
If you want to give the 15% offand you can eat the 15% off, go
ahead.
But you don't necessarily haveto give the money off.
(09:42):
You don't necessarily have tomake any less money.
Me personally, it depends on myflow of work.
If I'm slow and I need to fillthe schedule, cool, we're going
to go ahead and see if they.
Personally, it depends on myflow of work.
If I'm slow and I need to fillthe schedule, cool, we're going
to go ahead and see if they buyit on the 15 off and roll with
it it's.
Speaker 1 (09:56):
It's super important that we, we get our marketing in
check and we stay in front ofstuff, because this, there are
swings, is there swings to thebusiness and um, and then we, we
can incentivize people withpricing and that not necessarily
means, hey, we're taking moneyoff of out of our pockets.
What we can do is create abundle service and a lot of
times I'll be like, hey, fall 15, bundle and save.
(10:16):
If you want your house and yourpr in your driveway pressure
wash, we can do it for 15 off.
And yeah it, the.
The customer is getting in.
The customer is getting like,if they're motivated by pricing,
they're saying, oh, I'm gonnaget a deal now, so I'm book.
We're creating urgency there.
We're always wanting to createa reason that somebody's going
to pull the trigger.
We don't just say I canpressure wash your driveway.
(10:37):
We always have to say here's areason that's time sensitive.
That's going to be, that'sgoing to be something that you
will lose if you don't takeaction now.
And that's that's the objectiveof whenever we're running a
campaign on Facebook or whetherwe're running these email blasts
.
Not only do you want to stay infront of customers, but you
want to give them a reason tobuy today.
Speaker 2 (11:01):
Yeah, it was like going back to what I was saying
about the.
I remember when Bilo was inbusiness or whatever, I would
always see those prices and Iwould just always giggle because
I'm like, well, you know, uh,everybody in my family have
always chased the, have alwayschased the sales right, Always
chasing the sales, but it's notreally a sale, it's still the
same price.
Speaker 1 (11:22):
Amazon got in trouble because with prime day, they
would adjust the prices.
So therefore anything that wasa prime discount was the same
price, whether or not it was onPrime Day or not.
They just adjusted the price tostart.
So if something was like 20%off for Prime Day, usually they
just deducted it off of liketheir MSRP as opposed to their
normal Amazon price was probably20% off.
(11:43):
Understand that, like sales andmarketing is more psychology
than it is actual reality.
So we want to create thatreality in the customer's mind
of hey, here's a great deal,it's expiring Book.
Now All these things are.
We have to like reverseengineer our season to say, okay
, in spring, leaves are going tobe flowing in.
(12:04):
We have to do things toencourage people to take action
in other months out of the yearand like that's how we've been
able to get through August, andthen that's what we're starting
to do to position ourselves fora great fall and a great winter
season absolutely firm believer.
Speaker 2 (12:19):
Catching, catching the uh doing some creative
marketing to catch the customersattention.
And uh, just like we weretalking about the email blast, I
mean I sent one out and uhbooked four jobs.
So, uh, email blaster cool.
Always make sure you're farmingyour customers.
I know we've talked about thisa lot.
Uh, firm believer in doing that.
I learned that from my carsales days.
(12:40):
Always got to be calling yourcustomers and making those
relationships, checking up onthem, and that's what makes the
difference.
Speaker 1 (12:47):
Yeah, exactly right, because there's so many people
in this space and there's somany people that enter the space
and so many people that areadvertising that you got to do
something to cut through thenoise.
And we've been really pushingconsistency of action with
posting on social media andposting on Google and working on
maximizing all channels becauseit's a shrinking it's a
shrinking market because so manypeople are getting into this
(13:09):
that if, if you're just startingout, it's a really hard grind
to get yourself business and ifyou're going into the fall
season or going into the winterseason and you're new, you
should just, you should justknow the expectations are like I
have to push every single daybecause from now until next
spring your business is gonnakeep going down and down and
down.
So what are you doing today toget ahead of that downward curve
(13:32):
of the winter season and thenposition yourself as best as you
can for that spring season?
Most of the money is made inthree or four months, whether it
be like April, march or March,april, may and June.
Those are like really heavymonths.
So we pretty much build ourbusiness that we survive and we
can make some money and in themonths outside of that and the
(13:54):
majority of your money, likeyour Superbowl, is going to be
in those three or four months inthe spring and early summer and
, like we always say, we preparefor that season in the winter
and we always are willing toprepare ahead of time.
So, instead of sitting aroundbeing like, oh, I'm slow, what
can you do to position yourbrand to really kill it in 2026?
(14:15):
And that should be your goal asyou guys get into the fall
season.
Speaker 2 (14:20):
And the biggest thing , like I always say, is
consistency.
Always be consistent inanything that you do.
Come up with a plan, say, okay,this is how I'm going to
dominate the rest of the year,this is how I'm going to get
ready for winter.
Or this is how I'm going to getready for spring.
Because in a couple months I'llbe getting ready for spring.
I'll be coming up with mymarketing plan, figuring out
what my budget is, figuring outwhat kind of equipment I need to
buy.
What do I need to do to getready for spring?
(14:41):
Because spring comes aroundpretty quick again.
Speaker 1 (14:43):
Exactly right.
We stress about the winter, westress about like January and
February, but it's always soquick Before you know it, we're
firing everything back up again,we're fighting through some
cold mornings and then we'relike man, we blink and it goes
from March to August.
So this is a quick business.
There's a lot of money to bemade.
I think we're going to wrap upAugust around that $300,000 mark
(15:05):
.
So we're hoping to put another$150,000 on the books from now
until the end of the year.
So our goal always want to dolike $500,000, but we may be
pacing more like $450,000 range.
But hopefully we don't have ahurricane like we did last year
and I don't have any healthissues, so everything should be
(15:27):
pretty good to go.
Fall season's usually a littlebit of a blip.
So there's hope for you guys.
If you're struggling in Augustand you're like man this is just
like I don't know if I'm goingto make it there is a blip you
can ride out a couple of wavesof like maybe two months of
strong business and then youstart going down into that
December.
So biggest thing is stay infront of your customers, stay
consistent and figure out yourmarketing.
We've been trying to push morecommercial focused marketing
this year as we're trying togrow more into commercial work,
(15:49):
uh, the following year, so it's.
You can kind of see thedirections that we're trying to
head based upon what we put outmarketing wise what, what types
of pictures and our posts andour team posts like the
positioning of our business.
Now we're trying to shift fromthat heavy residential like to
to more professional, more, more, more, bigger, bigger tickets
and bigger projects andhopefully in 2026, we'll be able
(16:12):
to do a lot more work there.
Speaker 2 (16:15):
A hundred percent agree.
I'm glad you said somethingabout the hurricane, so that
definitely put a troll on uslast year, I think for what at
least a month, and then withyour health issues, I know that
that uh definitely made adifference, um, and your numbers
and stuff like that.
So, uh, pretty cool, prettyexcited about what's coming up,
trying to see what we can do,especially with our marketing.
(16:37):
I know we're always on top ofit, especially with me.
Speaker 1 (16:39):
Now I'm not really on a truck anymore, unless, uh,
it's something but yeah, I guess, in summation of this episode,
as we get into the fall season,our objectives are to really
push forward with where we wantto be next year.
Um, and then let customers knowlike hey, create some time
sensitive uh sales and discounts.
Unlike the spring, people arenot going to be reaching out as
(17:00):
as heavily as they they are, butit's HOA season for a lot of
people.
So if you can get in withneighborhoods, cleaning curbs,
cleaning sidewalks, doing HOAbundle deals I've done a few of
those last year Usually thatkicks like October and November,
as well as maybe footballstadiums like Clay.
It's got some opportunities toclean like bleachers and stuff
(17:20):
like that.
So the focus will probably bemore on bigger things than your
typical like residential reachout.
Hey, I got a notice from my HOA.
Usually a lot of the biggertickets will land in the slower,
like the fall season.
But every month try to marketdifferently.
Try to say hey, back to school,special, like before the
football season, and you'reenjoying your patio outside.
(17:40):
Be creative, be fun.
That's what people want to see.
If you're just advertisingyourself as a pressure washing
company and there's noconnection to your audience and
there's no call to action, it'sjust going to be wasted
marketing bucks.
So this, uh, that's just.
That's my two cents and that'skind of the action we're taking
going into the fall season.
Speaker 2 (18:01):
Yeah, I think that's's pretty much a good
touch on everything that we'vetalked about what everybody
needs to know as far as goinginto September.
So if anybody has any questions, feel free to reach out to us
via the Wash Bros podcast pageor join our Wash Bros it's
called the Wash Bros the groupon our private group on Facebook
(18:21):
.
Join us there, keep up with us,post some pictures, ask some
questions.
Uh, we'll be cool to engagewith you there.
And then, uh, be sure youfollow all of our personal pages
Matthew Jackson on Facebook,clay Smith on Facebook, our
business pages, matt thedriveway guy and C3 wash pros.
Speaker 1 (18:37):
No doubt, and if you guys want to replicate anything
or get ideas, just follow ourpages, give us some likes and
then model that into yourbusiness.
So that's everything.
Thanks for tuning in for thisepisode.
Hope everybody finished up astrong August and is ready for
the last, last kind of push ofthe season September, October,
November.
That's going to be like thatlast hoorah, so wish everybody
(19:01):
the best and we'll see you guyson the next one.
Speaker 2 (19:05):
See you guys.
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