September 14, 2025 • 26 mins
When autumn leaves start falling, most pressure washing businesses scramble to diversify—Christmas lights, gutter cleaning, anything to avoid the dreaded "slow season." But what if that's exactly the wrong approach?
The Wash Bros, Matt Jackson and Clay Smith, reveal their counter-intuitive strategy for dominating what they call "Separation Season." Instead of diluting their focus, they double down on their core business when competitors retreat. This approach has transformed what used to be their slowest months into consistent $50,000+ revenue periods.
"The consistency of marketing—if you're really good at your marketing, this time of year is when you tell if what you've done all year, if you've been consistent with it, pays off," Clay explains. It's a refreshing perspective that challenges the conventional wisdom about seasonal businesses.
The brothers break down exactly how they've evolved from fighting over $300 residential jobs to landing $30,000 commercial contracts. Their systematic approach to data management, customer retention, and strategic positioning forms the foundation of their fall success. Learn why implementing a CRM from day one might be the most valuable business decision you'll ever make, potentially saving thousands in lead generation costs.
Perhaps most importantly, Matt and Clay share their insights on the critical transition from being on the truck to working on your business—the inflection point that allowed them both to scale beyond the owner-operator ceiling that traps so many service businesses.
Whether you're just starting out or looking to break through to the next level, this episode provides a roadmap for turning the traditional "off-season" into your competitive advantage. Listen now to discover how consistency and strategic focus can separate you from the competition when it matters most.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:30):
What's up, guys?
It's Matt Jackson and ClaySmith and we are the Wash Bros.
Thanks for tuning in.
This Sunday, september 14th, weare going to be talking about
separation season kind of whatare we doing?
Going into the slower season,how we differentiate ourselves
from everybody who may befixated on diversifying a little
bit, getting into Christmaslights, getting into other
(00:50):
services.
This is where we really divedown, double down and separate
ourselves from the otherpressure washing companies or
other companies out there thatmay be taking their foot off the
gas.
It's fall, you got footballseason going on and it's not the
same aggressive push as springand summer.
Um, so this will be episode 31and we'll also probably loop in
(01:10):
like commercial stuff as well ashoa work.
So so what?
What?
We do pretty much this time ofyear to stay busy, to stay full
and really separate ourselvesfrom the competition.
Speaker 2 (01:20):
So you're ready to kick this thing off clay as
always, yeah, appreciateeverybody listening and
following us, downloading ourpodcast.
Thanks for listening.
For sure we appreciate each andevery one of you.
It's been cool to answer allyour questions, it's been cool
to get your phone calls,appreciate you calling and when
you're able to catch me.
Anyway, we've been seeing allyour messages and all that stuff
(01:41):
in the Facebook and ouractually in our actual page and
then our group, and weappreciate everybody locally and
everybody across the world thatlistens to us.
So, yeah, so, going to whatMatt said, what we're going to
talk about today is making sureyou set yourself apart from
everybody else, right?
So we've talked about that alot.
But how fitting is it?
(02:01):
Going into the fall, going intothe off season?
A lot of people are doing thelights, a lot of people are
getting distracted by offeringother services.
Is it really slower in thistime of year?
Who knows?
It depends on how you marketright.
So the consistency of marketingif you're really good at your
marketing, this time of year iswhen you really tell if what
(02:25):
you've done all year with yourmarketing, if you've been
consistent with it, pays off.
So, like with me and Matt, wehammer it hard all year long.
We hammer it consistently allyear long.
We hammer, still hammer it whenit's slow.
You know you don't ever want togive up on that.
You got to keep going.
It's like going to the gym yougot to keep consistently going
and doing the same thing everyday if you want to be fit.
(02:46):
It's the same thing withbusiness If you want to be
successful, you got to keepdoing the same things every day.
You got to keep climbing theladder.
You got to keep doing thethings.
If you fail from things, yougot to learn from it.
You got to grow from it and yougot to just keep going.
You can't just give up and startchanging stuff just because you
need to change it, just becauseyou think it needs to be
changed, and then if you're oneof those that think that, hey,
(03:09):
I'm slow right now, if I buymore equipment, then maybe I can
get more work, that's the wrongway to go about it.
Think about working in yourbusiness before working on your
equipment.
Another thing, like Matt hadsaid about the commercial stuff
if you're not continuouslymarketing, if you're not
consistently marketing, ifyou're not consistently trying
(03:29):
to make these relationships withthese customers, with these
clients, if you're not puttingyourself on the internet, if
you're not putting yourself onGoogle, if you're not putting
yourself on like in my case,putting yourself on TV getting
in front of all these peoplethat you want to work for, if
you're not consistently doingthat, then you're going to be
hurting a little bit when itdoes get slower.
So just make sure you listen tothe podcast, go back and listen
(03:51):
to the first episode all theway through now, and you'll see
how we've grown our businesses.
Speaker 1 (03:56):
No doubt, and to Clay's point too, I feel like
the first rung of this isfilling up your presidential
pressure washing schedule.
We're both at that point wherewe've set our brands and our
businesses out there withmarketing, whether, like Clay
said on TV, on Google, like, ifyou Google us, we're like in the
top three all the time.
So that's the objective here.
You want to be an authority inyour space, whether you're
(04:18):
attracting a homeowner who's gota big house, or whether you're
attracting a property managementcompany or you're attracting a
general contractor.
Like they're going to go afterpeople that are positioned
correctly on the internet.
So if you aren't doing anything, make sure that you guys are
set up online.
You're automating stuff, you'regetting good Google reviews,
you're getting everything inline.
So if somebody Googles pressurewashing near them, you're one
(04:41):
of the top contenders.
You don't have to be the firstone.
A lot of times we think, hey,if we're not the first one, then
what's the point?
Like they're probably going tocall multiple people.
So if you're in the top three,whether it's LSA I know Clay
does a great job at sitting atthe top of LSA like every time I
search or Google ads that'sanother area or like map pack,
(05:03):
can.
You can be strategic and rankin different things, and it's
easier and better to rank in oneone of these things really well
and you get a better roi thantrying to be average in all of
them.
So, to our point, it's allabout consistency.
So, whether you're posting toyour google my business page,
whether you're updating stuff,whether you're responding to
reviews, there's a lot of waysthat you can show yourself as
active online with Google andthat's the ultimate objective
(05:26):
with ranking high on Google.
So, as Clay says, it'simportant that we post regularly
.
We stay consistent with stuff.
And now, recently, with AI.
It's cool because Gemini islike the Google platform where
you can search AI.
It's not just using Google,it's going to be scraping social
media.
It's going to be scraping Yelp,better Business Bureau, all
(05:46):
these platforms that you want tostay busy on.
So the consistency and busynessof building your brand.
More than just I have a websiteor, oh, I have a Google page.
Like we got to figure out howto spread ourselves across the
internet.
That way, we're marketingourselves and positioning
ourselves as, like that numberone company in our area.
And back to Clay's point aboutlike what we stress all the time
(06:10):
is consistency posting oftendoing everything.
Often that has allowed us bothto get into bigger tickets and
bigger opportunities.
We used to like fight overthese $300 residential leads and
like push a lot of volume withthat.
We're now getting biggertickets, we're getting
commercial work, we're gettingopportunities to bid on huge
projects.
I know Clay was just bidding ona massive TPO roof and big
(06:30):
commercial property.
I've got a couple of thingslike that in the pipeline as
well and it doesn't take much toget one of those and move the
needle and then make your wholefall.
So as we build up our brandsand our businesses and our
online presence and word ofmouth and stuff like that, we're
able to get into these biggertickets and bigger opportunities
where we can move the needleand really scale our business.
And that's ultimately justfollowing what we talk about day
(06:53):
in and day out, week after weekon the Wash Bros.
You're able to do the same thingwe're doing because we're able
to do the same thingindividually in our businesses
and grow together individuallyin our businesses and grow
together, despite however theresidential season may be,
despite however the market maybe, we're able to make growth
happen.
And it's crazy because I'venoticed that the fall to me has
(07:13):
been really solid because I'vebeen getting some commercial
opportunities that I didn'treally have before.
In the past I'd have to relyupon the seasonal swings.
It's like, okay, april, may,june, those are like the big
months and if you don't maximizethose months you're going to
lose out.
Now we're able to hit thesecommercial projects, we're able
to get into HOA work, we're ableto get um work with
universities, et cetera.
(07:34):
So we're building up that bookof business and we're not as up
and down swings as we used to be.
So it's cool.
Going into the fall seasonwe're able to knock out like 50
000 plus months in what is knownas the slower season, with just
a year.
So previously that was onlyheard of for us in the spring.
(07:55):
So just showing up every day,seeing the fruits of your labors
and consistency of action justtakes a few years and then you
can build up that business whereyou have enough reoccurring
work that fills your pipelineand you can scale your business.
Speaker 2 (08:09):
Yeah, the biggest thing, if you want to be in,
just say, mine and Matt's shoesor whatever, where we have
successful businesses that arecontinuously growing, the
biggest thing that I wouldstress is, especially if you're
in the first year or if you'rein the first month, if you're
just getting started and you'rejust starting to listen to us,
the first thing I would do ismake sure that I'm able to have
(08:29):
a system to track data, able tohave a system to track data, so
a data, and what we call it is aCRM.
I know a lot of people thathave been in this business know
what a CRM is, but some peopledon't, so I'm going to explain
it.
A CRM allows you to collecteveryone's data as far as phone
numbers, cell phone numbers,emails, their location, their
(08:50):
service address, any kind ofinformation that you can get
from that customer.
When you're giving them a quote, you want to enter that in your
CRM.
Whether they use you now or not.
You want to make sure you geteverything, say okay, when
you're collecting a quote, youwant to go ahead and grab all
this information that is freeinformation that say, when it
comes time and there's a randomcustomer looking on the Internet
(09:11):
, they're looking for me or Mattto do the pressure washing.
It's going to cost me or Matton average, anywhere from $30 to
$60 to $80, depending on thelead per Google.
So all that is free information, whether you use it now or it
happens three years down theroad.
There have been many times whereI have serviced a customer and
(09:32):
Matt had given them a quotepreviously and he does a great
job at farming his customers.
So he took that customer fromme the next year and it was a
free.
It was just all he did was senda follow-up email.
He farmed his customers.
So you can save money in thelong run by gathering all this
information.
They may not use you this year,they may not be happy with the
guy that they found cheaper.
(09:52):
They may want to pay a littlemore for you next time.
So gathering all that data,that is step number one.
Step number two when you haveall the data and you've worked
for these people, you've doneall these jobs.
It keeps up with your job count, it keeps up with your revenue.
It keeps up with everythingmonth to month, day to day, week
to week.
However you want, it keeps upwith everything month to month,
(10:14):
day to day, week to week,however you want it, and then
you know what to expect the nextyear.
Speaker 1 (10:17):
And that's how you grow a company, exactly right.
We've been conditioned throughthese YouTube gurus or these
business gurus on these Facebookgroups, that this is a get rich
quick scheme and that's not thecase at all.
If you view it that way and youtreat it as a hustler, as a
transactional type of guy,you're not going to last very
long in pressure washing or anyother venture you do.
We have to treat this as abusiness and it's such a
(10:39):
saturated place.
But the good thing is we'redealing with mainly hacks in
this space.
You're dealing with thesepart-time guys.
You're dealing with these guysthat are get-rich-quick minded
people, these guys that hit ithard for one to two years and
then they quit.
They don't think long-term,they don't think building out
their business.
Ultimately, we build out ourbook of business and, to Clay's
point, like I'm able to havemore depth because, while I
(11:00):
might not get the leads comingin like net new leads off of
Google or off of the phone, offof this or that, I'm able to
have a lot of people call me whoare repeat customers and I'd
say it's like a decent chunk ofrepeat businesses has been this
year and I'll notice hey, youpressure wash my house in 2022.
It's 2025.
Now, on average, it probablytakes one and a half to three
(11:20):
years for people to call back tohave their house clean.
So if I pressure wash 500, backin that day, if I was doing
five or 600 jobs a year, there'sa lot of people in three years
that are going to call me backagain, probably like 100 people.
And that's the mindset you haveto have with farming your base,
like if we've done, since I'vestarted, 4,000 to 5,000 jobs,
(11:42):
there's going to be a ton ofrepeat business in that my job
is to stay on top of people,remind them about it and then,
sure, they may have moved, theymay have no longer need our
services.
They may have found somebodylike Clay, they may have found
somebody else, but there's goingto be a good chunk of people
that are still going to use you.
They may not use you year one,two or three, but you never know
that random time they may callyou and say, hey, I'm ready to
have this done, or hey, I referyou to all my friends being able
(12:10):
to in your business.
And then you don't have toworry about the ups and downs of
the economy If you're justrelying on net new business like
anybody can hit a hundredthousand dollars a year, but our
objective is how can we hit ahundred thousand dollars a month
?
And you got to stack, stack yourcapacity.
If I can do $30,000 on onetruck, okay.
If I have two trucks, my goalis $60,000.
That's maxing out those twotrucks.
(12:31):
Okay, if I add another truck, Ican do maybe $90,000.
If I get into bigger stuff withcommercial, maybe I could do
$100,000.
In order to feed those trucksI'm going to have to farm what
I'm doing.
I'm not able to just dump a tonof money into Google, dump a
ton of money into advertising orhope I get some big tickets.
I got to strategically buildout a system that follows up
with people and that markets forme, out a system that follows
(12:55):
up with people and that marketsfor me.
And I got to hit that hard.
And my objective has to be howcan I be a sales and marketing
business and how can I, as thebusiness owner, focus on filling
that pipeline?
And to Clay's point, if you arenew, it's extremely important
that you manage all of yourinformation phone numbers,
emails because, like he's saying, if a phone number and an email
and a lead is going to cost you50 to 60 bucks.
Think of how valuable that listis.
(13:16):
Think of how valuable those 100people that you've pressure
washed is is worth, and it'ssuper important to to get on top
of it and stay on it too.
Don't don't be complacent,don't just put somebody, uh,
don't just pen and paper it.
It's got to be automated.
It's got to be a numbers gameand consistency.
So, like we're hitting peoplein our CRM, uh, I'd say probably
(13:38):
three or four times a year justthrough our CRM, and then I'm
sending out quarterly emailblast.
So we get unsubscribes here andthere, but a lot of times it
we've noticed this year we'vebeen able to get a lot more
reoccurring business and I thinkthat's due to like our
MailChimp campaigns and some ofthese more consistent follow-ups
.
Speaker 2 (13:59):
Yeah, and what you're saying about the commercial
stuff.
The guy that called me didn'teven know that I did commercial.
He was the first thing he'dsaid.
He said uh, clay, do you do?
Uh, do you do commercial workand see a lot of residential?
So that may have been a lack onmy marketing.
I haven't really marketedtowards as much as commercial as
I have residential.
(14:20):
There's a lot of commercialstuff on there, but a lot of
people also are not going toread or going to go to skim
through your page.
So anyway, we had anopportunity.
I just wanted to tell everybodythat listens we have an
opportunity of 200,000 squarefoot of TPO roof, 80,000 square
foot of concrete and we'reprobably going to bid.
It can, like Matt said, it'sgoing to make our fall.
(14:43):
So if we can get that.
But the biggest thing that Iused to do was is get all
excited and pretty much go aheadand put a check mark beside
that job.
Oh, I've already gotten thisjob.
The worst thing you do is getyour hopes up on stuff like that
, because nine times out of 10,I mean with me, we haven't
really gotten many it's learningyour market, knowing your
market and moving forward.
Speaker 1 (15:06):
Exactly right.
And two, to think onopportunities like that.
You never know when they'regoing to close.
I do this place in DonaldsonCenter.
So we did a job last summer andit was like $12,000 or
something like that Pretty basicsoft washing.
And the guy last year he quotedus.
He's like hey, give me anestimate on that quote on the
(15:29):
roof.
So he had a TPO roof on one ofthe buildings big building and
then I gave him a quote on that.
And he had a TPO roof on one ofthe buildings big building and
then I gave him a, I gave him aquote on that and he's like cool
, yeah, we'll get to you, we're,we're interested crickets over
a year.
And then literally the otherday he hit me up.
He's like hey, when, when areyou ready to schedule that quote
?
So you never know how, like howthings close and when things
close.
And a lot of times withcommercial stuff, it's got to be
(15:51):
in the budget.
And I noticed this with a lotof my work.
Come for the city.
Hey, look, we don't have abudget for this yet, but I'll
have to write you in for nextyear.
Okay, cool.
So like in one year you'redoing a ton of work, getting a
lot of quotes out, makingrelationships doing small work
that fits in their budget.
But hey say they have thatfootball stadium they need
quoted.
You give them a $10,000 plusquote.
(16:11):
Sure, yeah, we're interested.
Crickets Don't give up hope.
It might close.
They just have to pencil it intheir budget.
So know the fiscal years, knowwhen stuff happens, know the
cycles.
Commercial is a different beastthan residential.
A lot of times residential youcan just go up to somebody and
they say, okay, I want my housecleaned and this is the price
and they do it.
Today that's a different gamewith with, uh, commercial work
(16:33):
and it's a longer sales cycle.
But usually it it pays off inthe end.
Like you can get one commercialjob and pay for almost a month
of residential work.
And that's the exciting thingabout what Clay and I are
talking about and how we'removing into kind of bigger
tickets stuff.
But again, it takes five yearsof business and like how many
thousands and thousands andthousands of jobs that we do
correctly and get Google reviewsLike it isn't something you can
(16:55):
just walk into.
Usually the equipment isrequired as higher, higher
equipment, higher cost ofeverything.
So don't just, don't just tryto say oh, I'm, I'm, I'm your
one in business.
I'm trying to compete withpeople like this.
Like, have patience, It'll allpan out.
Speaker 2 (17:11):
Yeah, I mean we're talking about thousands of
dollars versus hundreds ofdollars, so it's a little bit of
difference as far as the scale.
And then you know if you'rejust getting started, um, you
may not be around next year.
You know, I see a lot, of, alot of the times the businesses
they don't work out versusworking out.
I mean the percentage rate onthat is nuts, because people
don't realize what they'regetting themselves into.
So if you jump into it and say,oh, I'm your commercial guy,
(17:34):
well, it may be a year beforethey ever say okay, like Matt
said, it could take a while.
Speaker 1 (17:41):
Yeah, and a lot of times, like Clay says, you get
your hopes up if you're new andyou're like oh man, I got
$100,000 in quotes that I justput out.
Okay, but realistically, ifyou're a newbie, you're a newbie
, you're probably not pricinganywhere close to what the rate
is and you're probably not goingto get it.
I I'll help guys out.
And usually the pricing I seeon people is like nowhere close
(18:02):
to the ballpark of what'srequired to close the deal.
And there's a differencebetween selling and closing.
A lot of people think, oh, lookat me, I sold this, I sold that
, I was like, but you't closedanything.
That's why the number onequestion when I asked people
like he were talking all thesenumbers, I'm like, yeah, what is
your revenue?
Like, what have you actuallydone?
Don't focus on like sellingeverything.
(18:23):
Focus on closing.
Focus on what are you able toput on the board.
Because if you're not closingstuff, look into your, look like
, do some self assessment, lookat what's going on.
Are you too high?
Are you providing enough value?
Do you even know what you'retalking about?
Because, like Clay says, a lotof times, people reach out and
(18:44):
call us because we haveexperience in bigger things and
commercial.
It sounds awesome, it soundslike, oh, it's such a big ticket
.
But if you're pricing it withthe same mindset as residential,
you're not even competitive andthat's not a knock on us of
being cheaper.
That's just saying, hey, we, weknow how to efficiently come in
and knock out a project andmake a solid amount of money,
but it's going to be probablyway less than what you're going
to charge.
And that's just understanding,understanding the market, having
(19:07):
the crews and the trucks toefficiently bang it out, and
that just comes with time.
Speaker 2 (19:12):
Yeah, I mean basically, if you were to go do
$30,000 worth of residentialwork in a month and you do a
$30,000 commercial job, okay, ittakes you a month.
You're really not making anymore money than you were, and
then you're having to wait onyour check, exactly right, and
that's what drains most people.
Speaker 1 (19:31):
I found that out too.
Like, if you're just heavy incommercial work, you got to have
cash on hand and you got tohave stuff to pay the bills
because you can wait 30 days onchecks for stuff like this and
if you got payroll and if yougot equipment costs and then you
got living expenses.
This is not something you canjust walk into and say, oh, I'm
going to go after this fiftythousand dollar opportunity and
it's going to be, it's going tobe great.
(19:51):
It's like we cash flow, ourstuff with our residential work
that pays for my employees, thatpays for my personal bills,
that pays for my overhead.
Like if I was just going, letme, let me go to my commercial
work, bang, bang, bang, withouthaving a ton of accounts
receivable.
That's gonna just kind of payfor itself.
I'm gonna be on the hook.
(20:12):
So, like, understand whereyou're at in business,
understand what are yourstrengths and what you can and
cannot do, a lot of timesresidential is still essential
and like Clay and I talk about,like we love residential, like I
plan on running residential,two trucks residentially and
just managing those like 50 60000 a month making good profit,
(20:33):
not doing anything sexy, andthen eventually bring it on
another truck, maybe like aflatbed setup, something more
geared to.
I bought a hot water burner.
Uh, because we we do some workwith like the cities, with like
grease and and boring stuff like, but again it's like kind of
getting our foot into morereoccurring commercial work.
So I bought a burner just tohelp out with like oil cleanups
(20:54):
and stuff like that.
But I don't want to remove mytrucks from the road.
This isn't going to besomething that I want to like.
Pull my residential guys off oftheir work because it's cookie
cutter, like soft wash house getcheck.
Like.
We don't need to get distractedin what we do.
If we already have somethinggoing on right.
We're not saying, oh, we're,we're, we're killing it.
We're consistent, we're doinggreat.
And in residential work we'regoing to pull all of our
(21:16):
resources and try to go aftercommercial just because we could
potentially make $30,000 on onejob.
Like the goal is to expand intoanother truck dedicated to
commercial, using those othertrucks that are cash flowing to
pay for that expansion.
And this is where getting offthe truck is vital, because if
you're still doing it allyourself, you have to pick and
choose.
(21:36):
And this is the like owneroperator dilemma.
These guys maybe hit $20,000,$25,000 a month, not not not
hating on that, but you get sobusy you can't grow your
business and then you're stuckon the hamster wheel.
So it's important that, like,okay, you get enough money where
you can expand out and then youcan focus on selling jobs, you
can focus on having multipletrucks so you can win these bids
(21:56):
at a better price point than ifyou just have one truck
absolutely right.
Speaker 2 (22:01):
I got a little piece of that this year.
You get so capped out and doingso many things then you get
burnout, you don't have nobodyto lean on and then it's just a
mental game.
Speaker 1 (22:09):
At that point you're burnout, you're tired of taking
phone calls, you get the pointwhere you don't even want to
talk to anybody, you don't evenwant to pressure wash, you don't
want to do anything thatpertains to pressure washing or
business, and it just drains youmentally, especially when you
get to that point exactly right,because clay is putting up some
serious, solid numbers solo andthis year he made that growth
jump where he has a guy so hecould say, hey, look, I can
(22:31):
double team this, or I can sitback for a week and my guy's
going to print money for me andthe game is a long.
It's a long game, it isn't?
Oh, let me hustle for two yearsdoing this solo and then I'm
going to sell my business forsix figures.
That's not the case.
If you don't have a team inplace and you don't have an
office in place, your businessis worth nothing.
So get ready to expand yourbusiness or just be happy being
(22:55):
that owner operator where you'rein that churn and burn mode
where you might burn yourselfout Again.
If you're trying to make somequick cash, it's nothing wrong
with that, but just think longterm.
Do you want to be doing this infive years?
Because it is a grind I I'm allabout like the right time for
growth.
But if you feel ready and andyou can make that jump, I highly
suggest making the jump intogoing from on the truck to off
(23:17):
the truck.
That allows you to grow yourbusiness absolutely.
I found so much more time to doother things that I didn't know
that needed to be done when Igot off the truck yes, and and
you can find and I feel likebeing on the truck can convince
you that you're busy and you'reworking hard, but you're not
working on growing the business,You're just responding to work.
So you're always going to bereactive, You're always going to
(23:39):
be behind the eight ball, asopposed to when you're off the
truck.
You're able to say I candedicate 40 to 50 hours a week
on getting new business andthat's when magic happens.
So again, in times that arelike this, where there's extreme
market saturation, where yougot the economy kind of down, if
you're not actively hunting andpushing and growing your
business, growing the top line,finding new work and then like
(24:02):
pushing forward, you're going toget replaced.
You're going to get replaced bysomebody who is.
So that's not hating on anybody, that's just saying if you're
complaining about being slow,look at what you're doing every
day and are you really movingthe needle or are you just
responding to busy work and areyou doing 20, $25 an hour labor?
Speaker 2 (24:18):
And that's just the truth that a lot of people need
to hear.
Speaker 1 (24:21):
Yeah, so we're at that 25 minute.
Mark, mark, you want to tiethis thing up, clay.
Speaker 2 (24:27):
Yep, so appreciate everybody listening as always.
As always, start and close withfollow all of our pages the
Wash Bros.
We have a private group it'scalled the Wash Bros on Facebook
.
We chat it up in there.
If you want to share some stuff, ask some questions, reach out
to us via Messenger on the WashBros podcast page.
Speaker 1 (24:55):
If you've got any questions, any questions needing
help with anything, um, followme on clay smith on facebook and
then c3 wash bros on facebookand then matthew jackson on his
personal page.
Absolutely, yeah, we appreciateyou guys.
And again, like the, the longgame is the play here.
So, like, by getting off thetruck, you're freeing up your
time, you're able to focus onthe big picture.
You can say, hey, in five or 10years I want to be a dominant
player, I've got depth, I'mbuilding a life that I actually
want.
I'm not just in this constanthustle phase and that's a huge
(25:17):
thing.
And that's kind of what we'vebeen doing with the Wash Bros
Like sure, this and like doeverything, but then it would
sidetrack us from what else wedo.
And just kind of consistency ofdoing the wash bros.
We're able to almost be at 10000 downloads, which is pretty
crazy considering we don'treally do a lot of active
pushing of it.
We're just showing up every dayand that consistency of what we
(25:38):
do add value to people and samewas what we do in our business.
So like we appreciate all youguys listening and growing
together.
And if you guys guys are new tolistening to these episodes, go
back to the first one.
There's plenty of episodeswhere you can learn a ton and
you can see the growth of bothme and Clay as we pretty much
journal what we do and we'vewe've kind of grown from being,
(25:58):
hey, this is going to be like aside hustle, so this is going to
be what.
What gets me out of my main jobto this is what's building?
Building my like first businessto like hey, now we've both
established ourselves as asdecent players in our local
market that's all I got matt yep, cool.
I hope everybody has a greatsunday and good luck on this
(26:21):
fall season.
It should be great and rememberthat like hey, commercial hoa
stuff that that starts poppingoff.
So if, if you guys are worriedabout, oh, how am I going to eat
the rest of the year, usuallyit'll pick up, you get a little
fall blip and then enjoypressure washing in the nice
weather.
So we'll see you guys on thenext one.
Bye.
What's up, guys?
It's Matt Jackson and ClaySmith and we are the Wash Bros.
Thanks for tuning in.
This Sunday, september 14th, weare going to be talking about
separation season kind of whatare we doing?
Going into the slower season,how we differentiate ourselves
from everybody who may befixated on diversifying a little
bit, getting into Christmaslights, getting into other
(00:50):
services.
This is where we really divedown, double down and separate
ourselves from the otherpressure washing companies or
other companies out there thatmay be taking their foot off the
gas.
It's fall, you got footballseason going on and it's not the
same aggressive push as springand summer.
Um, so this will be episode 31and we'll also probably loop in
(01:10):
like commercial stuff as well ashoa work.
So so what?
What?
We do pretty much this time ofyear to stay busy, to stay full
and really separate ourselvesfrom the competition.
Speaker 2 (01:20):
So you're ready to kick this thing off clay as
always, yeah, appreciateeverybody listening and
following us, downloading ourpodcast.
Thanks for listening.
For sure we appreciate each andevery one of you.
It's been cool to answer allyour questions, it's been cool
to get your phone calls,appreciate you calling and when
you're able to catch me.
Anyway, we've been seeing allyour messages and all that stuff
(01:41):
in the Facebook and ouractually in our actual page and
then our group, and weappreciate everybody locally and
everybody across the world thatlistens to us.
So, yeah, so, going to whatMatt said, what we're going to
talk about today is making sureyou set yourself apart from
everybody else, right?
So we've talked about that alot.
But how fitting is it?
(02:01):
Going into the fall, going intothe off season?
A lot of people are doing thelights, a lot of people are
getting distracted by offeringother services.
Is it really slower in thistime of year?
Who knows?
It depends on how you marketright.
So the consistency of marketingif you're really good at your
marketing, this time of year iswhen you really tell if what
(02:25):
you've done all year with yourmarketing, if you've been
consistent with it, pays off.
So, like with me and Matt, wehammer it hard all year long.
We hammer it consistently allyear long.
We hammer, still hammer it whenit's slow.
You know you don't ever want togive up on that.
You got to keep going.
It's like going to the gym yougot to keep consistently going
and doing the same thing everyday if you want to be fit.
(02:46):
It's the same thing withbusiness If you want to be
successful, you got to keepdoing the same things every day.
You got to keep climbing theladder.
You got to keep doing thethings.
If you fail from things, yougot to learn from it.
You got to grow from it and yougot to just keep going.
You can't just give up and startchanging stuff just because you
need to change it, just becauseyou think it needs to be
changed, and then if you're oneof those that think that, hey,
(03:09):
I'm slow right now, if I buymore equipment, then maybe I can
get more work, that's the wrongway to go about it.
Think about working in yourbusiness before working on your
equipment.
Another thing, like Matt hadsaid about the commercial stuff
if you're not continuouslymarketing, if you're not
consistently marketing, ifyou're not consistently trying
(03:29):
to make these relationships withthese customers, with these
clients, if you're not puttingyourself on the internet, if
you're not putting yourself onGoogle, if you're not putting
yourself on like in my case,putting yourself on TV getting
in front of all these peoplethat you want to work for, if
you're not consistently doingthat, then you're going to be
hurting a little bit when itdoes get slower.
So just make sure you listen tothe podcast, go back and listen
(03:51):
to the first episode all theway through now, and you'll see
how we've grown our businesses.
Speaker 1 (03:56):
No doubt, and to Clay's point too, I feel like
the first rung of this isfilling up your presidential
pressure washing schedule.
We're both at that point wherewe've set our brands and our
businesses out there withmarketing, whether, like Clay
said on TV, on Google, like, ifyou Google us, we're like in the
top three all the time.
So that's the objective here.
You want to be an authority inyour space, whether you're
(04:18):
attracting a homeowner who's gota big house, or whether you're
attracting a property managementcompany or you're attracting a
general contractor.
Like they're going to go afterpeople that are positioned
correctly on the internet.
So if you aren't doing anything, make sure that you guys are
set up online.
You're automating stuff, you'regetting good Google reviews,
you're getting everything inline.
So if somebody Googles pressurewashing near them, you're one
(04:41):
of the top contenders.
You don't have to be the firstone.
A lot of times we think, hey,if we're not the first one, then
what's the point?
Like they're probably going tocall multiple people.
So if you're in the top three,whether it's LSA I know Clay
does a great job at sitting atthe top of LSA like every time I
search or Google ads that'sanother area or like map pack,
(05:03):
can.
You can be strategic and rankin different things, and it's
easier and better to rank in oneone of these things really well
and you get a better roi thantrying to be average in all of
them.
So, to our point, it's allabout consistency.
So, whether you're posting toyour google my business page,
whether you're updating stuff,whether you're responding to
reviews, there's a lot of waysthat you can show yourself as
active online with Google andthat's the ultimate objective
(05:26):
with ranking high on Google.
So, as Clay says, it'simportant that we post regularly
.
We stay consistent with stuff.
And now, recently, with AI.
It's cool because Gemini islike the Google platform where
you can search AI.
It's not just using Google,it's going to be scraping social
media.
It's going to be scraping Yelp,better Business Bureau, all
(05:46):
these platforms that you want tostay busy on.
So the consistency and busynessof building your brand.
More than just I have a websiteor, oh, I have a Google page.
Like we got to figure out howto spread ourselves across the
internet.
That way, we're marketingourselves and positioning
ourselves as, like that numberone company in our area.
And back to Clay's point aboutlike what we stress all the time
(06:10):
is consistency posting oftendoing everything.
Often that has allowed us bothto get into bigger tickets and
bigger opportunities.
We used to like fight overthese $300 residential leads and
like push a lot of volume withthat.
We're now getting biggertickets, we're getting
commercial work, we're gettingopportunities to bid on huge
projects.
I know Clay was just bidding ona massive TPO roof and big
(06:30):
commercial property.
I've got a couple of thingslike that in the pipeline as
well and it doesn't take much toget one of those and move the
needle and then make your wholefall.
So as we build up our brandsand our businesses and our
online presence and word ofmouth and stuff like that, we're
able to get into these biggertickets and bigger opportunities
where we can move the needleand really scale our business.
And that's ultimately justfollowing what we talk about day
(06:53):
in and day out, week after weekon the Wash Bros.
You're able to do the same thingwe're doing because we're able
to do the same thingindividually in our businesses
and grow together individuallyin our businesses and grow
together, despite however theresidential season may be,
despite however the market maybe, we're able to make growth
happen.
And it's crazy because I'venoticed that the fall to me has
(07:13):
been really solid because I'vebeen getting some commercial
opportunities that I didn'treally have before.
In the past I'd have to relyupon the seasonal swings.
It's like, okay, april, may,june, those are like the big
months and if you don't maximizethose months you're going to
lose out.
Now we're able to hit thesecommercial projects, we're able
to get into HOA work, we're ableto get um work with
universities, et cetera.
(07:34):
So we're building up that bookof business and we're not as up
and down swings as we used to be.
So it's cool.
Going into the fall seasonwe're able to knock out like 50
000 plus months in what is knownas the slower season, with just
a year.
So previously that was onlyheard of for us in the spring.
(07:55):
So just showing up every day,seeing the fruits of your labors
and consistency of action justtakes a few years and then you
can build up that business whereyou have enough reoccurring
work that fills your pipelineand you can scale your business.
Speaker 2 (08:09):
Yeah, the biggest thing, if you want to be in,
just say, mine and Matt's shoesor whatever, where we have
successful businesses that arecontinuously growing, the
biggest thing that I wouldstress is, especially if you're
in the first year or if you'rein the first month, if you're
just getting started and you'rejust starting to listen to us,
the first thing I would do ismake sure that I'm able to have
(08:29):
a system to track data, able tohave a system to track data, so
a data, and what we call it is aCRM.
I know a lot of people thathave been in this business know
what a CRM is, but some peopledon't, so I'm going to explain
it.
A CRM allows you to collecteveryone's data as far as phone
numbers, cell phone numbers,emails, their location, their
(08:50):
service address, any kind ofinformation that you can get
from that customer.
When you're giving them a quote, you want to enter that in your
CRM.
Whether they use you now or not.
You want to make sure you geteverything, say okay, when
you're collecting a quote, youwant to go ahead and grab all
this information that is freeinformation that say, when it
comes time and there's a randomcustomer looking on the Internet
(09:11):
, they're looking for me or Mattto do the pressure washing.
It's going to cost me or Matton average, anywhere from $30 to
$60 to $80, depending on thelead per Google.
So all that is free information, whether you use it now or it
happens three years down theroad.
There have been many times whereI have serviced a customer and
(09:32):
Matt had given them a quotepreviously and he does a great
job at farming his customers.
So he took that customer fromme the next year and it was a
free.
It was just all he did was senda follow-up email.
He farmed his customers.
So you can save money in thelong run by gathering all this
information.
They may not use you this year,they may not be happy with the
guy that they found cheaper.
(09:52):
They may want to pay a littlemore for you next time.
So gathering all that data,that is step number one.
Step number two when you haveall the data and you've worked
for these people, you've doneall these jobs.
It keeps up with your job count, it keeps up with your revenue.
It keeps up with everythingmonth to month, day to day, week
to week.
However you want, it keeps upwith everything month to month,
(10:14):
day to day, week to week,however you want it, and then
you know what to expect the nextyear.
Speaker 1 (10:17):
And that's how you grow a company, exactly right.
We've been conditioned throughthese YouTube gurus or these
business gurus on these Facebookgroups, that this is a get rich
quick scheme and that's not thecase at all.
If you view it that way and youtreat it as a hustler, as a
transactional type of guy,you're not going to last very
long in pressure washing or anyother venture you do.
We have to treat this as abusiness and it's such a
(10:39):
saturated place.
But the good thing is we'redealing with mainly hacks in
this space.
You're dealing with thesepart-time guys.
You're dealing with these guysthat are get-rich-quick minded
people, these guys that hit ithard for one to two years and
then they quit.
They don't think long-term,they don't think building out
their business.
Ultimately, we build out ourbook of business and, to Clay's
point, like I'm able to havemore depth because, while I
(11:00):
might not get the leads comingin like net new leads off of
Google or off of the phone, offof this or that, I'm able to
have a lot of people call me whoare repeat customers and I'd
say it's like a decent chunk ofrepeat businesses has been this
year and I'll notice hey, youpressure wash my house in 2022.
It's 2025.
Now, on average, it probablytakes one and a half to three
(11:20):
years for people to call back tohave their house clean.
So if I pressure wash 500, backin that day, if I was doing
five or 600 jobs a year, there'sa lot of people in three years
that are going to call me backagain, probably like 100 people.
And that's the mindset you haveto have with farming your base,
like if we've done, since I'vestarted, 4,000 to 5,000 jobs,
(11:42):
there's going to be a ton ofrepeat business in that my job
is to stay on top of people,remind them about it and then,
sure, they may have moved, theymay have no longer need our
services.
They may have found somebodylike Clay, they may have found
somebody else, but there's goingto be a good chunk of people
that are still going to use you.
They may not use you year one,two or three, but you never know
that random time they may callyou and say, hey, I'm ready to
have this done, or hey, I referyou to all my friends being able
(12:10):
to in your business.
And then you don't have toworry about the ups and downs of
the economy If you're justrelying on net new business like
anybody can hit a hundredthousand dollars a year, but our
objective is how can we hit ahundred thousand dollars a month
?
And you got to stack, stack yourcapacity.
If I can do $30,000 on onetruck, okay.
If I have two trucks, my goalis $60,000.
That's maxing out those twotrucks.
(12:31):
Okay, if I add another truck, Ican do maybe $90,000.
If I get into bigger stuff withcommercial, maybe I could do
$100,000.
In order to feed those trucksI'm going to have to farm what
I'm doing.
I'm not able to just dump a tonof money into Google, dump a
ton of money into advertising orhope I get some big tickets.
I got to strategically buildout a system that follows up
with people and that markets forme, out a system that follows
(12:55):
up with people and that marketsfor me.
And I got to hit that hard.
And my objective has to be howcan I be a sales and marketing
business and how can I, as thebusiness owner, focus on filling
that pipeline?
And to Clay's point, if you arenew, it's extremely important
that you manage all of yourinformation phone numbers,
emails because, like he's saying, if a phone number and an email
and a lead is going to cost you50 to 60 bucks.
Think of how valuable that listis.
(13:16):
Think of how valuable those 100people that you've pressure
washed is is worth, and it'ssuper important to to get on top
of it and stay on it too.
Don't don't be complacent,don't just put somebody, uh,
don't just pen and paper it.
It's got to be automated.
It's got to be a numbers gameand consistency.
So, like we're hitting peoplein our CRM, uh, I'd say probably
(13:38):
three or four times a year justthrough our CRM, and then I'm
sending out quarterly emailblast.
So we get unsubscribes here andthere, but a lot of times it
we've noticed this year we'vebeen able to get a lot more
reoccurring business and I thinkthat's due to like our
MailChimp campaigns and some ofthese more consistent follow-ups
.
Speaker 2 (13:59):
Yeah, and what you're saying about the commercial
stuff.
The guy that called me didn'teven know that I did commercial.
He was the first thing he'dsaid.
He said uh, clay, do you do?
Uh, do you do commercial workand see a lot of residential?
So that may have been a lack onmy marketing.
I haven't really marketedtowards as much as commercial as
I have residential.
(14:20):
There's a lot of commercialstuff on there, but a lot of
people also are not going toread or going to go to skim
through your page.
So anyway, we had anopportunity.
I just wanted to tell everybodythat listens we have an
opportunity of 200,000 squarefoot of TPO roof, 80,000 square
foot of concrete and we'reprobably going to bid.
It can, like Matt said, it'sgoing to make our fall.
(14:43):
So if we can get that.
But the biggest thing that Iused to do was is get all
excited and pretty much go aheadand put a check mark beside
that job.
Oh, I've already gotten thisjob.
The worst thing you do is getyour hopes up on stuff like that
, because nine times out of 10,I mean with me, we haven't
really gotten many it's learningyour market, knowing your
market and moving forward.
Speaker 1 (15:06):
Exactly right.
And two, to think onopportunities like that.
You never know when they'regoing to close.
I do this place in DonaldsonCenter.
So we did a job last summer andit was like $12,000 or
something like that Pretty basicsoft washing.
And the guy last year he quotedus.
He's like hey, give me anestimate on that quote on the
(15:29):
roof.
So he had a TPO roof on one ofthe buildings big building and
then I gave him a quote on that.
And he had a TPO roof on one ofthe buildings big building and
then I gave him a, I gave him aquote on that and he's like cool
, yeah, we'll get to you, we're,we're interested crickets over
a year.
And then literally the otherday he hit me up.
He's like hey, when, when areyou ready to schedule that quote
?
So you never know how, like howthings close and when things
close.
And a lot of times withcommercial stuff, it's got to be
(15:51):
in the budget.
And I noticed this with a lotof my work.
Come for the city.
Hey, look, we don't have abudget for this yet, but I'll
have to write you in for nextyear.
Okay, cool.
So like in one year you'redoing a ton of work, getting a
lot of quotes out, makingrelationships doing small work
that fits in their budget.
But hey say they have thatfootball stadium they need
quoted.
You give them a $10,000 plusquote.
(16:11):
Sure, yeah, we're interested.
Crickets Don't give up hope.
It might close.
They just have to pencil it intheir budget.
So know the fiscal years, knowwhen stuff happens, know the
cycles.
Commercial is a different beastthan residential.
A lot of times residential youcan just go up to somebody and
they say, okay, I want my housecleaned and this is the price
and they do it.
Today that's a different gamewith with, uh, commercial work
(16:33):
and it's a longer sales cycle.
But usually it it pays off inthe end.
Like you can get one commercialjob and pay for almost a month
of residential work.
And that's the exciting thingabout what Clay and I are
talking about and how we'removing into kind of bigger
tickets stuff.
But again, it takes five yearsof business and like how many
thousands and thousands andthousands of jobs that we do
correctly and get Google reviewsLike it isn't something you can
(16:55):
just walk into.
Usually the equipment isrequired as higher, higher
equipment, higher cost ofeverything.
So don't just, don't just tryto say oh, I'm, I'm, I'm your
one in business.
I'm trying to compete withpeople like this.
Like, have patience, It'll allpan out.
Speaker 2 (17:11):
Yeah, I mean we're talking about thousands of
dollars versus hundreds ofdollars, so it's a little bit of
difference as far as the scale.
And then you know if you'rejust getting started, um, you
may not be around next year.
You know, I see a lot, of, alot of the times the businesses
they don't work out versusworking out.
I mean the percentage rate onthat is nuts, because people
don't realize what they'regetting themselves into.
So if you jump into it and say,oh, I'm your commercial guy,
(17:34):
well, it may be a year beforethey ever say okay, like Matt
said, it could take a while.
Speaker 1 (17:41):
Yeah, and a lot of times, like Clay says, you get
your hopes up if you're new andyou're like oh man, I got
$100,000 in quotes that I justput out.
Okay, but realistically, ifyou're a newbie, you're a newbie
, you're probably not pricinganywhere close to what the rate
is and you're probably not goingto get it.
I I'll help guys out.
And usually the pricing I seeon people is like nowhere close
(18:02):
to the ballpark of what'srequired to close the deal.
And there's a differencebetween selling and closing.
A lot of people think, oh, lookat me, I sold this, I sold that
, I was like, but you't closedanything.
That's why the number onequestion when I asked people
like he were talking all thesenumbers, I'm like, yeah, what is
your revenue?
Like, what have you actuallydone?
Don't focus on like sellingeverything.
(18:23):
Focus on closing.
Focus on what are you able toput on the board.
Because if you're not closingstuff, look into your, look like
, do some self assessment, lookat what's going on.
Are you too high?
Are you providing enough value?
Do you even know what you'retalking about?
Because, like Clay says, a lotof times, people reach out and
(18:44):
call us because we haveexperience in bigger things and
commercial.
It sounds awesome, it soundslike, oh, it's such a big ticket
.
But if you're pricing it withthe same mindset as residential,
you're not even competitive andthat's not a knock on us of
being cheaper.
That's just saying, hey, we, weknow how to efficiently come in
and knock out a project andmake a solid amount of money,
but it's going to be probablyway less than what you're going
to charge.
And that's just understanding,understanding the market, having
(19:07):
the crews and the trucks toefficiently bang it out, and
that just comes with time.
Speaker 2 (19:12):
Yeah, I mean basically, if you were to go do
$30,000 worth of residentialwork in a month and you do a
$30,000 commercial job, okay, ittakes you a month.
You're really not making anymore money than you were, and
then you're having to wait onyour check, exactly right, and
that's what drains most people.
Speaker 1 (19:31):
I found that out too.
Like, if you're just heavy incommercial work, you got to have
cash on hand and you got tohave stuff to pay the bills
because you can wait 30 days onchecks for stuff like this and
if you got payroll and if yougot equipment costs and then you
got living expenses.
This is not something you canjust walk into and say, oh, I'm
going to go after this fiftythousand dollar opportunity and
it's going to be, it's going tobe great.
(19:51):
It's like we cash flow, ourstuff with our residential work
that pays for my employees, thatpays for my personal bills,
that pays for my overhead.
Like if I was just going, letme, let me go to my commercial
work, bang, bang, bang, withouthaving a ton of accounts
receivable.
That's gonna just kind of payfor itself.
I'm gonna be on the hook.
(20:12):
So, like, understand whereyou're at in business,
understand what are yourstrengths and what you can and
cannot do, a lot of timesresidential is still essential
and like Clay and I talk about,like we love residential, like I
plan on running residential,two trucks residentially and
just managing those like 50 60000 a month making good profit,
(20:33):
not doing anything sexy, andthen eventually bring it on
another truck, maybe like aflatbed setup, something more
geared to.
I bought a hot water burner.
Uh, because we we do some workwith like the cities, with like
grease and and boring stuff like, but again it's like kind of
getting our foot into morereoccurring commercial work.
So I bought a burner just tohelp out with like oil cleanups
(20:54):
and stuff like that.
But I don't want to remove mytrucks from the road.
This isn't going to besomething that I want to like.
Pull my residential guys off oftheir work because it's cookie
cutter, like soft wash house getcheck.
Like.
We don't need to get distractedin what we do.
If we already have somethinggoing on right.
We're not saying, oh, we're,we're, we're killing it.
We're consistent, we're doinggreat.
And in residential work we'regoing to pull all of our
(21:16):
resources and try to go aftercommercial just because we could
potentially make $30,000 on onejob.
Like the goal is to expand intoanother truck dedicated to
commercial, using those othertrucks that are cash flowing to
pay for that expansion.
And this is where getting offthe truck is vital, because if
you're still doing it allyourself, you have to pick and
choose.
(21:36):
And this is the like owneroperator dilemma.
These guys maybe hit $20,000,$25,000 a month, not not not
hating on that, but you get sobusy you can't grow your
business and then you're stuckon the hamster wheel.
So it's important that, like,okay, you get enough money where
you can expand out and then youcan focus on selling jobs, you
can focus on having multipletrucks so you can win these bids
(21:56):
at a better price point than ifyou just have one truck
absolutely right.
Speaker 2 (22:01):
I got a little piece of that this year.
You get so capped out and doingso many things then you get
burnout, you don't have nobodyto lean on and then it's just a
mental game.
Speaker 1 (22:09):
At that point you're burnout, you're tired of taking
phone calls, you get the pointwhere you don't even want to
talk to anybody, you don't evenwant to pressure wash, you don't
want to do anything thatpertains to pressure washing or
business, and it just drains youmentally, especially when you
get to that point exactly right,because clay is putting up some
serious, solid numbers solo andthis year he made that growth
jump where he has a guy so hecould say, hey, look, I can
(22:31):
double team this, or I can sitback for a week and my guy's
going to print money for me andthe game is a long.
It's a long game, it isn't?
Oh, let me hustle for two yearsdoing this solo and then I'm
going to sell my business forsix figures.
That's not the case.
If you don't have a team inplace and you don't have an
office in place, your businessis worth nothing.
So get ready to expand yourbusiness or just be happy being
(22:55):
that owner operator where you'rein that churn and burn mode
where you might burn yourselfout Again.
If you're trying to make somequick cash, it's nothing wrong
with that, but just think longterm.
Do you want to be doing this infive years?
Because it is a grind I I'm allabout like the right time for
growth.
But if you feel ready and andyou can make that jump, I highly
suggest making the jump intogoing from on the truck to off
(23:17):
the truck.
That allows you to grow yourbusiness absolutely.
I found so much more time to doother things that I didn't know
that needed to be done when Igot off the truck yes, and and
you can find and I feel likebeing on the truck can convince
you that you're busy and you'reworking hard, but you're not
working on growing the business,You're just responding to work.
So you're always going to bereactive, You're always going to
(23:39):
be behind the eight ball, asopposed to when you're off the
truck.
You're able to say I candedicate 40 to 50 hours a week
on getting new business andthat's when magic happens.
So again, in times that arelike this, where there's extreme
market saturation, where yougot the economy kind of down, if
you're not actively hunting andpushing and growing your
business, growing the top line,finding new work and then like
(24:02):
pushing forward, you're going toget replaced.
You're going to get replaced bysomebody who is.
So that's not hating on anybody, that's just saying if you're
complaining about being slow,look at what you're doing every
day and are you really movingthe needle or are you just
responding to busy work and areyou doing 20, $25 an hour labor?
Speaker 2 (24:18):
And that's just the truth that a lot of people need
to hear.
Speaker 1 (24:21):
Yeah, so we're at that 25 minute.
Mark, mark, you want to tiethis thing up, clay.
Speaker 2 (24:27):
Yep, so appreciate everybody listening as always.
As always, start and close withfollow all of our pages the
Wash Bros.
We have a private group it'scalled the Wash Bros on Facebook
.
We chat it up in there.
If you want to share some stuff, ask some questions, reach out
to us via Messenger on the WashBros podcast page.
Speaker 1 (24:55):
If you've got any questions, any questions needing
help with anything, um, followme on clay smith on facebook and
then c3 wash bros on facebookand then matthew jackson on his
personal page.
Absolutely, yeah, we appreciateyou guys.
And again, like the, the longgame is the play here.
So, like, by getting off thetruck, you're freeing up your
time, you're able to focus onthe big picture.
You can say, hey, in five or 10years I want to be a dominant
player, I've got depth, I'mbuilding a life that I actually
want.
I'm not just in this constanthustle phase and that's a huge
(25:17):
thing.
And that's kind of what we'vebeen doing with the Wash Bros
Like sure, this and like doeverything, but then it would
sidetrack us from what else wedo.
And just kind of consistency ofdoing the wash bros.
We're able to almost be at 10000 downloads, which is pretty
crazy considering we don'treally do a lot of active
pushing of it.
We're just showing up every dayand that consistency of what we
(25:38):
do add value to people and samewas what we do in our business.
So like we appreciate all youguys listening and growing
together.
And if you guys guys are new tolistening to these episodes, go
back to the first one.
There's plenty of episodeswhere you can learn a ton and
you can see the growth of bothme and Clay as we pretty much
journal what we do and we'vewe've kind of grown from being,
(25:58):
hey, this is going to be like aside hustle, so this is going to
be what.
What gets me out of my main jobto this is what's building?
Building my like first businessto like hey, now we've both
established ourselves as asdecent players in our local
market that's all I got matt yep, cool.
I hope everybody has a greatsunday and good luck on this
(26:21):
fall season.
It should be great and rememberthat like hey, commercial hoa
stuff that that starts poppingoff.
So if, if you guys are worriedabout, oh, how am I going to eat
the rest of the year, usuallyit'll pick up, you get a little
fall blip and then enjoypressure washing in the nice
weather.
So we'll see you guys on thenext one.
Bye.
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