March 9, 2025 • 44 mins
Success in business isn't a fixed destination—it's an evolving journey that demands adaptability, perseverance, and occasional course corrections. Clay Smith and Matt Jackson dive deep into this concept, sharing candid perspectives on what it truly means to build a thriving pressure washing business without sacrificing personal well-being.
The conversation takes an honest turn as Matt reflects on his shift from aggressive scaling to a leaner, more profitable approach. "My objective this year is to be a little bit leaner, meaner," he explains, highlighting how success metrics can and should change based on current circumstances. Clay adds that consistency remains the cornerstone of any successful venture, regardless of how you define your goals: "The consistency in doing things leads you to success."
Both entrepreneurs reveal their contrasting-yet-complementary strategies. While Clay has mastered generating multiple truck numbers as a solo operator, maintaining hands-on control of quality and customer experience, Matt has explored different scaling approaches. Their willingness to serve as "guinea pigs" for each other demonstrates a refreshing collaborative mindset in a competitive industry.
The pair doesn't shy away from addressing hard truths about modern business realities. They emphasize that traditional marketing channels like Facebook groups and yard signs have become oversaturated, requiring today's entrepreneurs to think differently. "If everybody's doing something, you've already missed the bus," Matt warns, encouraging listeners to stay ahead of trends rather than following the crowd.
Perhaps most valuable is their insight on building genuine connections within your community. From introducing yourself to local business owners to creating helpful video content that answers customer questions, these relationship-building efforts often yield better results than conventional advertising. Clay shares how he directs potential customers to educational videos: "I'm going to shoot you a link on how we do things. If you have any questions, give me a call."
Ready to redefine what success means for your business? Join the Wash Bros community to continue learning from their experiences and mistakes so you can chart your own path to sustainable growth without repeating their costly lessons.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:31):
What's up, guys?
It is Matt Jackson and ClaySmith here, and welcome to
episode 5 of the Wash Bros.
We're going to talk this weekabout how to set yourself up for
success and the things that weboth do to position ourselves
the best possible way to growour businesses and be successful
this year.
So you want to kick this thingoff, clay?
Speaker 2 (00:52):
Absolutely.
First and foremost, I want tothank everybody for joining us
tonight.
Thanks for listening to ourprevious episodes, all the
downloads.
This is crazy, the support thatwe've been getting here
recently.
We appreciate you joining inwith us and we hope that we're
able to pour some good knowledgeand you can carry that on into
the spring and have a successfulyear.
(01:15):
Just got back in from the C3pressure washing store out of
Concord.
Casey and his guys they openedup a new store out of Concord.
I know that we have quite a fewlisteners in Charlotte.
If you haven't been up thereand checked out the store, I
highly recommend going and doingso.
Casey's got some cool stuff upthere.
Go check them out.
(01:35):
I sent you Colton.
The store manager will be therewaiting on you, so go check
that out.
And today we're going to talkabout how are you setting
yourself up for success?
How are you making sure thatyou're on the right road to
success?
What are the things that you'redoing to set yourself up to be
successful?
So I know that me and Matt webounce a lot of ideas off each
(01:59):
other.
We talk about certain things.
We talk about the things thatwe've tried out together whether
I'll try something and thenhe'll go try something.
So we kind of like to guineapig for each other.
We kind of tag team this stuffand we try to figure out what's
the best way of doing things andthat way you can be.
Just make sure you're going onthe right track, stay on the
(02:22):
right track and not get on thatcrazy path to the side that
takes you nowhere.
Speaker 1 (02:28):
Yeah, and I think too , success is always going to be
a vision.
That is like you're chasing andthen maybe you're going towards
what you think success is oryou feel like you're going away
from it.
But you're constantly gaugingyourself and it's not like a
fixed thing.
So I feel like we get intotrouble as business owners
because we think, oh like,success to me meant this, and I
(02:51):
have to constantly go after itand not kind of gauge myself and
grow and feel like what issuccess meaning to me?
And success can mean differentthings to you during different
years.
And I'm kind of in a period thisyear of like a little bit of
like a reassessment of whatsuccess meant to me.
And I feel like a lot of peopleprobably are in this boat too,
where you try to be like how bigand bad can I grow?
(03:13):
How many trucks can I get?
But if you do it too fast andif you do it like take on debt,
or if you're scaling quickly orthe economy is not the greatest
for you, sometimes you have toreassess your situation.
So what my objective was islike how can I throw money to
grow as fast as I can?
Stressful, sometimes you runinto cashflow problems and then
(03:34):
you correct those cashflowproblems and okay, so you have
that revenue target that you get.
And now, like, my objectivethis year is to be a little bit
leaner, meaner, and maybe if Ihave to race ticket prices or go
out on jobs here and there tomake stuff work, that's going to
be the objective.
So, like if I would have askedmyself that two, three years ago
, oh, like, maybe to get alittle bit more involved again
(03:56):
in my business, that would befailure to me.
But for this year, uh, anexample of like how we're
shifting, um, what success to us, like profitability is like
number one for me this year andthat's going to be like it's.
I guess the point of this ranthere is to make sure that you
have the clear definition ofwhat your success is to you, and
(04:18):
it's okay to change whatsuccess means to you, because
don't listen to a guru, don'tlisten to somebody who says this
is what success means, or evenlike what your vision was of
success when you first started.
It's always going to change andit's important that you kind of
gauge yourself and where youare and what your business needs
, so you can address success andreassess your target.
That way you can hit it and besuccessful, because there's
(04:40):
nothing worse than like burningyourself out chasing something
you don't even want anymore.
And that's kind of like thegrowth and the learning lesson
that I've made over the lastcouple of years with this, where
, like we set a goal, we goafter that goal and then we say,
ok, well, that goal is notexactly what I want.
I'm going to course, correct,learn and set a new goal.
And success is just everchanging.
And I think, like Clay said, wethrow things off of each other.
(05:03):
I see what he does.
That works for him, I may tryit, it may not work for me.
So we always gauge each otherand whatever is successful for
each other, usually we canprobably take one or two things,
but we're not copy pasting eachother.
Speaker 2 (05:20):
Yeah, there's definitely no blueprint to
business.
I know that I've said that alot.
Like you just said somethingthat may work for me, may not
work for you and anybody that'slistening.
Some of the things we say, youmay try and be like screw this,
but the main thing isconsistency.
I've said that a lot.
Consistency, the consistency indoing things, leads you to
success.
Speaker 1 (05:40):
Like.
Speaker 2 (05:40):
Matt was saying, success may mean 10,000
different things to you.
Everybody has different goals,everybody has different places
that they want to go and wherethey want to be or whatnot.
But, like Matt was also saying,for me it changes every year.
I have something differentevery year.
I want to retire when I'm 40,so I got 10 years to figure that
(06:01):
out, and next year it might be45.
When I'm 40.
So I got 10 years to figurethat out, and next year it might
be 45.
So just whatever.
Like when we first started, Ithink my goal was like six
figure.
How can I consistently earn sixfigures?
And I think that's everybody'sgoal.
But once you get into businessand you learn the cost of doing
business and the things that youneed to do to be successful,
you realize that six figuresisn't going very far.
(06:22):
But then you're like okay, howcan I get seven figures?
So now I'm trying to figure outhow I can get seven figures and
trying to set myself up forthat.
It's not the and it was goingback to what you said.
The fast way is not always thebest way, and so I'm on that
path where I'm wanting to dothat slower the slower, more
(06:45):
healthier route than the let'shurry up and get it done type
thing, and I feel like the moreI rush things in business, the
more the more uh-ohs happen.
I'd rather just enjoy theprocess and let it, and let it
work out and learn slowly versuslearn too fast, and learn
slowly versus learn too fast.
Speaker 1 (07:05):
And again to Clay's point, he puts up multiple truck
numbers by himself.
So it's like, okay, it's goingto be a physical headache, he's
going to be in the field moreoften, but he is able to control
a lot of aspects of thebusiness.
That, okay, you throw a lot ofmoney into ads, you scale, you
hire somebody.
In two weeks you're sendingthem off to do your work for you
.
There's a lot of risk andheadache associated with that,
(07:29):
Whereas, like Clay has been ableto kind of maintain control on
his business but he's able toget a lot of great referrals.
He's able to get a lot of likeword of mouth, like we hear
people talk about word of mouth.
If you're just kind of buildinga business and within one year
you're handing the keys over tosomebody that you paid 20, $25
an hour to run for you, you'reprobably going to struggle with
(07:49):
that word of mouth, with theoperations and all the other
things that you don't thinkabout when you're trying to grow
a business.
You watch people on YouTube andthey talk about like, oh, get
off the truck, get off the truck, get off the truck.
Okay, but what are theycurrently doing?
One thing that we see a lot isthese guys run a business to
like three hundred thousand,five hundred thousand dollars a
year and they're no longerrunning that business and
(08:11):
they're coaching about it.
So to me that just means theyran their business in the ground
, chasing a vanity metric likerevenue.
Because the lessons I'velearned by growing my business
has been like you're setting upthis machine that has to run
like smoothly, otherwise you'regoing to get tanked.
And we're talking about likecash flows, whether it be
commercial jobs paying you slow,or just the day to day of like
(08:33):
you pay out your employees.
You have your chemical costsrising.
Like you're doing these bignumbers revenue wise, but if
you're not, if you're not tightwith things, you can run into
issues and then it's almost thejoke.
You see guys in these pressurewashing Facebook groups they
talk about oh, I know an owneroperator that's making two times
what the guy who's makingdouble the revenue is making,
because he's got too big of anoperation, almost like he's too
(08:55):
big for his bridges, where he'sgot all these things going
everywhere, and then he's got alot of stress and on the surface
he looks great but at the sametime he's not in control of his
business and his operationsaren't down and he's got more
going out than he has coming in.
So to me it's like success iseither is success to you like,
(09:16):
oh, I have multiple trucks, I'moff the truck or success to you
I'm growing a healthy business alittle bit slower than the guy
down the street, but at the sametime I'm growing a healthy
business a little bit slowerthan the guy down the street,
but at the same time I'm able tomake a lot of money in it and
it's stable and that's.
I kind of went from like zeroto 100 in scaling, but at the
(09:40):
same time there's a little bitof drop off that I'm course
correcting now and I mean both.
Both takes are successful.
To me, I think it's justlearning and growing and then
seeing what works and whatdoesn't work, and there's no
such thing as failure unless youquit and don't be so stuck in.
Oh, this is not success,because my plan three years ago
was this, or my plan the nextthree years is this Always
(10:02):
adjust and always be flexiblewith yourself and you have to
set these goals that areattainable but they also stretch
you a little bit.
That way you're able to like,continuously grow through that
process and not just, oh, I'mgoing to do this and then once I
hit this, it's over.
That's a funny thing aboutsuccess.
People think, like you weresaying, oh, when you first
started, if I could just hit sixfigures doing this, that's
(10:23):
successful.
Oh, you have a six figurebusiness, that's success.
Ok, well, what are you doingnow?
Are you still saying, oh, Ihave a six figure business, like
that success?
No, we have to create thesegoals within our goals to gauge
ourselves on success and keepmoving the ball forward.
And it's OK to like reassessyour direction because, like you
(10:44):
kind of change your business asyou go, as you learn, and then
that helps you continuously growand earn more money or serve
better customers.
Or there could be a differentseason of life, like I got.
I got a young son now and I'mnot in the same position where
I'm wanting to work all the time.
So it's kind of like I have toassess what's going on and I had
health issues last last year,so like I had to kind of
(11:06):
reassess again what successmeant to me.
And it's okay to be flexibleand it's okay to be kind of like
loving yourself enough where,okay, I started the year doing
this, I didn't hit this, butthat doesn't mean I didn't have
a successful year or like howthe economy is.
It's a slower.
It's been kind of a slowerstart this year, I think,
(11:27):
whether it's because of theelection or whether it's because
the temperatures have been alittle colder this winter than
they were in the past.
So it's kind of gaugingyourself and finding out what
success looks like for you andbeing flexible and okay and not
just using metrics like numbersto dictate was I successful or
wasn't unsuccessful?
Speaker 2 (11:49):
Yeah, and it's easy to get caught up on just beating
yourself up on some stuffthat's went wrong.
You know, considering like thethe, the thing that you you went
through last year with yourhealth and all, I mean that was
kind of success, right.
So you were able to, you weresitting in the hospital and your
business was still working foryou, like that's success to me,
(12:10):
like making sure that you'reable to set yourself up in a
position to do something likethat, and that's something that
a lot of people don't thinkabout.
You know, uh, like, ifsomething were to happen to me,
I'm still trying to find, findhelp, like I got guys I could
run with my stuff like somepart-timers, but I'm still
struggling to find a full-timeguy.
So it's like, okay, here, whatare we?
(12:32):
What's gonna happen, you know,am I gonna pay?
There's no way I'm gonna paysomebody my salary if something
happens to me to do my job.
Um, so, uh, definitelysomething.
You got to be careful.
I always make sure that I takecare of my health, make sure I'm
doing the proper things that Ineed to do to make sure that I'm
not stressing myself out, notgoing mentally crazy, not
(12:52):
burning myself out, andmeanwhile I'm still doing five
or six stops a day.
So I mean it's tough physicallyand mentally and you're still
having to answer the phone,you're still having to do all
that mess and that's why you gotto put yourself in the position
to be able to just walk awayfrom it.
That's something that obviouslywe know that I've been trying to
(13:14):
position myself for the pastcouple of years, but I'm still
in that stage where I'm like man, I just want to work, work,
work, work, work and buildcapital.
But sometimes that's not alwaysthe best route to take yep
depending on your, depending onyour family life, your personal
life and what goals you have setwith your family at home.
Right so my family?
They know like what's going onthere, we're all on the same
(13:35):
page.
We know that in a couple yearsthat's my goal I'm going to be.
I'm going to be free, I'm goingto be able to kind of just do
whatever I want to do and thenjust let the business run itself
.
So success is different.
Like you're in a differentstage of your business, I'm in a
different stage of my business,but we like to work together
and learn off each other'sfailures.
Speaker 1 (13:53):
Yep, and two there's just because and I think this is
something too like we see orit's easy to get sucked up in if
you're like online and in theseFacebook groups.
To get sucked up in if you'relike online and in these
facebook groups, people will usewhat is successful to them to
kind of gauge themselves againstother people, to try to make
themselves feel better aboutthemselves than other people and
it's like we were talking about.
Speaker 2 (14:14):
It's just a.
It's almost like a.
You know it's a measuringcontest who can do better than
who and all that crap, and who'sbigger than who and who's doing
what?
Blah, blah, blah, blah.
Who's got the bigger, betterequipment, who's big, who got
who sold the biggest job?
Uh, a lot of us are just caughtup too much in our phones
looking at social media and thenit's almost bad for you
(14:35):
mentally.
You know, if you get too caughtup in that you're you're
beating yourself up.
Um, a lot of the image ofdifferent people are kind of
what's the word matt, likepeople can be whoever they want
to be on the internet.
Yeah, it's like a fake.
Speaker 1 (14:50):
They're like the fake guru personas and then, like we
were talking about in theprevious episodes, you see these
guys.
They come out of nowhere andthey're all over these groups
and then, within the next washseason, I've never seen them
again and 100.
Speaker 2 (15:04):
And you know, it's like the guys that were giving
me a bunch of engagement on oneof my posts in the groups and I
was doing a little research likeokay, who are these guys, maybe
I can learn from them, and I go, and they got like two Google
reviews.
They're just starting pressurewashing.
So you know that they'regetting in the middle of the
hype and trying to matchyourself to these other people
and they haven't even beenwatching a month, you know.
(15:25):
So they're uh going out andfinancing rigs.
And that was a conversation Ihad with uh somebody at the at
my, at our chemical supply placewhere me and you go, and she
was talking about how somebodyshe knew uh just bought a
pressure washer and was talkingto him blah, blah, blah,
whatever and said that uh, yeah,well, that Clay Smith guy, he
(15:48):
he's made a lot of money doingpressure washing.
I've never even met the dude inmy life, never heard his name,
don't even know who it is, andshe's like, yeah, well, clay
will also works hard and he'snever home and he's very
business savvy.
It's a big difference than justbuying the equipment and going
to work.
Speaker 1 (16:03):
No doubt.
Speaker 2 (16:05):
And I think that that's what a lot of people you
know, especially if you'relistening.
You're just trying to get going.
That is one thing that you needto realize.
Like just buying the equipment,okay, great, it's very exciting
, you're very happy, you're, youknow all about what you got,
okay.
But what you need to realize isthat equipment is going to make
(16:26):
you money.
But just because you have thatequipment doesn't mean you're
going to make money.
So you need to go out Exactlyso.
Just your average person that'sworked, an everyday job.
Maybe you didn't come from afamily of entrepreneurs like I
did.
I was very fortunate to watchmy parents and I've watched
quite a few family members dotheir own thing and watch how
(16:49):
they've done and the differentstages in life and then the
rewards later on.
But you have to realize thatyou have to.
You just have to program yourbrain where you just can't wait.
You're not punching a clock, atime clock, you're not.
You can't be waiting orwondering when you're going to
get off it later on in the dayyou get off.
(17:11):
When you get off, and the way Ilook at it is I never clock out
and we say you know, I'm alwaysthinking of business ideas you
mentally got to clock out.
But you always thinking ofbusiness ideas, especially in
those first few months or firstfew years on.
Hey, how can I be successful?
What can I do?
Who can I go shake hands with?
If I'm out in the restaurantand I'm having a supper at
(17:35):
whatever the hot dog stand orthe bar and grill, tonight when
I go eat supper I want to findthe manager.
I want to introduce myself, sayyou know you're giving them
business.
Why wouldn't they?
Why wouldn't they give youtheirs?
Why wouldn't they let you comeout and clean their patio or
whatnot?
So just different small thingslike that, and then just being
nice to people holding the doorfor them, hey, how you doing.
(17:55):
You never know whatconversation that may be that
may spark.
They may own a car dealershipdown the road.
It may spark the $20,000 downthe road, you know.
So just always, just alwaysthinking about stuff like that
and who you may run into.
And always every new person Imeet is like a job interview to
me, because if they ever see myface again, they're going to
(18:18):
hire me more than likely becausethey trust me, they've had a
conversation with me and theyfeel like they know too.
Speaker 1 (18:28):
And again they're gonna say wait, this guy's busy
growing a business and he's bigon social media and he's got tv
commercials and he's on tv andhe has the time to sit down to
talk to me.
They're gonna be like that's agood guy, that's somebody I want
to support and I want to, it'sit's one of the.
You're not this like oh, he'sthe business guy, he's too busy
for the small guy or he's toobusy for me, unless he's trying
to make money off of me.
So by being personable, bybeing likable, people are
instantly going to kind of havethat relationship with you and
(18:49):
they're going to be like hey, Ilike that guy.
And that makes sense.
Why you get a lot of thesereferrals in these groups of
people that some of them, itlooks like they've never even
used your service, but they justhave followed you, they're
aware of you, or you may haveran into them in a restaurant or
something like that, and thenthey are like well, that's a
cool guy.
Speaker 2 (19:09):
I'm going to like refer him out.
Yeah, I'm, I'm.
I'm always thinking you gottabe creative as a business owner.
Um, we were at the racetrack acouple of weeks ago and, um, I
got, I got creative withsomething.
I don't remember what it was.
Actually, I do remember what itwas, but it'd be hard, too much
, hard to explain.
But anyways, I got creativewith the situation that we were
having to handle it on a racecar and the guy he's been
working on race cars forever andhe was just like man, why did
(19:32):
you, how did you think of that?
Like we, we, you know, and I'mlike, as a business owner, you
got to be creative, you got tothink outside the box, you got
to, you can't give up.
Like you just got to getcreative.
Speaker 1 (19:44):
Right.
Speaker 2 (19:51):
Yeah, I feel like if you wire your brain that way,
then you will be successful.
You know, if you're stuck on ajob and uh, what something?
Something just went wrong, howcan you solve that problem
without being less efficient?
Speaker 1 (20:02):
exactly.
And business ownership there'sno manager there, there's no
boss there.
As employees, we're soconditioned that, like, oh asks
for help.
Do this, raise your hand andsomebody will come and take care
of you.
Like, as a business owner, asan entrepreneur, you have to be
resourceful enough to be able tosay how can I fix this problem
as efficiently as I possibly canand move on to the next, and
(20:23):
not be held up emotionally by itand not be, oh, like I can't
get to this.
Because of this and that mindsetwe see in a lot of these people
who are purely from, like, theW2 world or they're always kind
of having to have somebody overthem tell them what to do,
whether it be online, becauseyou see this a lot.
These guys ask these questionsonline in these groups and I'm
(20:46):
like, why are you even thinkingthis way, ask these questions
online in these groups?
And I'm like, why are you eventhinking this way?
Like your job as a businessowner, your job as an
entrepreneur, is to be able tocome up with stuff on the fly
and on your own and be able tolike kind of fail your way
forward through things, trythings out.
If it doesn't work, move on.
It's like I'm not the mostmechanically savvy guy in the
world but with this businessfiguring out like
troubleshooting machines at 10o'clock at night, knowing I had
(21:09):
jobs scheduled the next day, forthe next week it makes you
resourceful, it makes you figureshit out on your own, because
if you're not able to do that,you're not able to grow your
business.
And then it's like a learnedskill where, whether you're
fixing a machine or you'retroubleshooting how to clean a
stain on a house, or you'retroubleshooting a relationship
with a customer, it's all thatsame learned skill of like being
(21:31):
resourceful, figuring stuff out, trying to view yourself as
like the solution in the worldto problems around you.
And like you were saying, hey,if you're in a restaurant, hey,
I want to speak to the manager,I want to speak to the guy who
owns this place and say, hey, Icome here all the time.
I, I'm a regular.
What does it take to clean thisbuilding?
I know you did that with mrcactus, because I cleaned it, mr
(21:52):
cactus, and easily a few timeswhich is like a mexican spot.
And then I I know you saidsomething about like well, I go
there all the time.
And then, sure enough, I sawyou cleaned it the next time
yeah, yeah, my wife actuallysaid something so you probably
hit him up.
Speaker 2 (22:07):
Yeah, yeah, no, it was my wife.
He came, uh, he came around thetables or whatnot.
My wife's like yeah, we lovethe fresh wash your house.
I'm like well, matt alreadydoes this.
Just what I told him and hejust kind of giggled it off.
But I guess he called me backbecause he seen me actually
eating in his restaurant.
So he's like this guy supportsme, so I'm gonna support him
yeah, he seems like a good guyyeah yeah, he's a good guy, but
(22:30):
yeah, 100%.
Like you said, that's just oneof my things Always be nice to
people.
I always look at it as a jobinterview.
You never know where it couldlead to 100%.
Speaker 1 (22:41):
Yep, yeah, we all want to be our own bosses and we
all want to do things on ourterms.
But it's funny because as anentrepreneur, as a business
owner, you pretty much have todo everything on everybody
else's terms because you'retrying to like win every deal or
win every every like.
My mindset here is, like inevery interaction, like like
you're saying, you want to likewin that interaction, you want
(23:04):
to add more value, you want tobe somebody like making the day
of whoever else better than itwas before they met you or or
had that conversation with you.
Speaker 2 (23:16):
Yeah, I've seen a post, something, uh, one of our
guys, one of our good buddies intown, and he was talking about
something about not being ableto win every, every uh bid or
whatnot.
But uh, it's not good to winevery bid and that's kind of
like what I've commented down.
You know, not every customer isyour customer.
Like, if success to you iswinning every bid, then that's
not very good.
That just means it might meanyou're just too cheap.
(23:36):
Maybe I'm not really sure.
I'm not always fond of goingtowards like all the cheaper
bids.
Like I'll tell a customer upfront if you're looking for
cheap, then we're probably not agood fit.
And I believe once you're ableto get to that point, you're
actually able to tell somebodythat I believe that's success,
because we work so hard Matt andwe work to build that good
(23:59):
reputation online For, say, ifso-and-so has been doing this
for X amount of years and hedoesn't have a good online
presence.
But I've been doing this fouryears and my online presence is
great.
I have a bazillion referencesonline on every platform.
I have a good resume that'sbuilt online, yeah, then, nine
(24:23):
times out of 10, the guy thathas the better reputation and
all that with the reviewsthey're going to, they're going
to win that battle and that'swhat I'm seeing a lot of here
recently is it's actuallystarting to pay off because
we're in a growing market, we'rein a growing area and the the
people that have been aroundtown they're starting to move
(24:45):
away and you got newer peoplefiltering in so they don't know
anybody around here, and that'swhere they're going.
They're going to those onlinesources and they're finding
those good guys like us with agood reputation online.
Speaker 1 (24:58):
True that Also, somebody could use another guy
for 10 years and then they say Iwant to try this guy.
I actually like this guy better.
There's no, no hate on anybodydoing a service because, at the
end of the day, what we do is acommodity, so that customer
experience and that like serviceis going to be everything.
(25:18):
So if, like, there's so manytimes that you do jobs and I do
jobs where they're saying like,oh, I was, I was using this guy
forever, but I decided to callupon you.
Well, that's because they werelike, and it's the same thing as
what we do as consumers.
We don't just say OK, well,I've been eating at this family
diner down the street for therest of my life.
(25:39):
I'm never going anywhere else.
Even if they build a brand newplace down the street, you're
going to want to try that newplace down the street.
You're going to want to trythat.
And if you have a greater and abetter relationship at the new
place, you're definitely goingto go there.
And every day is like kind of adog-eat-dog world in business,
because that's the beauty ofcapitalism.
It's funny because people startwhining about things, about, oh
, the market's this or themarket's that it's like you have
(26:01):
to wake up every day, almostvicious about like I'm going to
eat today I'm going to hunt.
To wake up every day, almostvicious about like I'm going to
eat today I'm going to hunt.
And if that's not the mindset,it's stressful to live, because
that there's so many people thatare doing what we're doing and
there's so many people that areyoung and are good on TikTok or
good on YouTube and they havelike good visual marketing that
if you're not constantly doingthat, you're not up on the
(26:23):
trends.
You're, you're, you.
You're gonna lose a lot ofbusiness because there's plenty
of jobs that you lose to me andI lose to you and there's people
that have used you and there'speople that use me and they go
back and forth and a lot oftimes they don't know a
difference.
They're like oh yeah, clay wasgreat he.
And then they almost lump ustogether because I remember
there was a patch where I thinkit was a couple years ago when I
(26:44):
was growing and I didn't have,I didn't have availability to
get to somebody because I was onlike on a cruise, and then I
send them your way and then theylike flow back and forth
between you and me, kind ofbased upon who's quickly, who's,
who's more readily availableand like that's like.
So if we're just purely relyingon referrals and word of mouth,
(27:05):
like it's, we're, we're, we'relosing business to each other
because people view us the sameway.
So like, if you're just purelyrelying on word of mouth and not
trying to average, likeadvertise and market it kind of
attack, attack your growthstrategies every day, it's not
how to run a business because,like we do both and even our
referrals will flow back andforth between each other.
Speaker 2 (27:28):
Yes, 100%.
And another thing I believethat the days of not having a
market or not advertising andall that, I believe those days
are long gone.
If you want to be a consistentcompany, if you want to be
consistent, consistently grow.
Because we're able to go backand we're able to look at our
numbers.
We're able to see and we cansee that trend.
(27:50):
It's every year.
We have a graph of our numbersand our crm and we can kind of
see, okay, these are the trendsof, uh, the season, and we can
see when we're going to be busyand when we're not going to be
busy and all that mess.
But to consistently grow yourcompany, you have to invest back
into yourself, and that makesme not want to.
(28:11):
Really, when people are saying,oh, I'm slow or oh, I'm doing
this or oh well, what are youdoing to fix that?
Are you doing anything to fixthat?
Or are you just sitting backand you're just waiting on Mary
down the street that used youtwo years ago to call you?
Like, what are we doing to fixthese situations?
And like I say it just, whenpeople are not doing anything to
(28:32):
fix the slow situation, thenI'm just like well, what are you
doing Well.
I've never had to advertiseWell that consistent marketing,
even if it's $10 a day or $100 aweek or whatever.
If you can consistently marketlater on down the road it's
going to pay off where you'reconsistently busy.
(28:52):
It's almost like investing inthe stock market.
If you're investing in thatstock market, your money is
going to eventually startgrowing, and that's the same
thing with the business.
Speaker 1 (29:01):
Yep, there's a compounding effort whether
you're compounding growth oryou're compounding yourself to
become irrelevant.
And that's one thing we don't,we don't look at, we just say,
ok, well, if I'm investing in it, it's going to go up, but if
I'm not investing in it, it'sit's going to stay flat.
That's not the case at all.
If you're not investing insomething, it's going to go down
.
It's a hyper competitive world.
And even look at inflation.
(29:22):
These people almost the adage of, like Dave Ramsey, oh if I just
save my money and keep it in mybank account, I'll be fine 30,
40 years down the road from now.
Well, what's they don't factoris inflation.
And when inflation is 20 percent, or if the world is running at
such a speed going forward withinflation and like the need to
grow to keep up with it, thenyou're just going to sit on your
(29:42):
haunches and you're going toget behind and then it's just a
losing strategy.
So it's, it's a differentmindset because it's a different
world.
And I feel like a generationalthing between us and maybe the
older generation is they werefed this lie that is not reality
and they're they're starting todeal with it firsthand of like
I can't afford to live lifebecause they don't have the same
(30:02):
mindset that you and I do,where it's very much of like.
Hey, we understand that we haveto drive the needle forward and
if we're not driving the needleforward, somebody is going to
go into our pockets and takethat money that was my money
coming in from referrals or justnaturally because I've been in
business for 30 years.
They're going to take the moneyout of my pocket and I'm going
to be broke or I'm going to haveto get a job.
Speaker 2 (30:27):
And it's not a nice thing to say, but that's the
reality of the life.
You have to realize it sink orswim.
Nobody's coming to save you.
Nobody cares about your pockets, nobody cares about your bills.
Nobody cares they.
They really don't care.
I mean, like you say it's it'sharsh to say that, but it's,
it's the true reality.
Nobody cares about your bills,nobody cares about your pocket,
nobody cares about how muchmoney you make.
They just want their houseclean.
(30:48):
Whether it be Matt the drivewayguy or C3 Wash Pros, they both
have a great reputation.
Speaker 1 (30:54):
Yep, and it's pretty much a race.
So who can get to it first?
And that's the big thing we'restarting to see in our market
and I feel like we talk aboutour market.
Clay and I pretty much competewith ourselves.
For the most part, everybodyelse kind of falls falls in
doing their own things.
But there's so many times whereI look at marketing strategies
(31:15):
or advertising and then I'm likeOK, I'm at this and Clay's at
this.
Hopefully we're not just drivingourselves up into these like
Google auctions or stuff likethat, but like you have to do
something to really separateyourself from the masses.
Because, like every day I lookon Facebook and there's a
hundred new people posting oh, Ican pressure wash your house, I
can do this, I can do that.
I've even like stopped postingin these groups because it
(31:38):
almost seems to come offsometimes as like how bad do
these people need work ifthey're constantly posting in
these groups?
I'd rather take a differentapproach and a different frame
and be like okay, well, you knowhow to get in touch with us,
this is where we are.
Or like how Clay does it.
He gets a lot of referrals inthese groups and then he'll
reply to the referrals, and Ithink that's a good way of doing
(31:59):
it too, because you're notcoming off as desperate needing
work, you're just saying, yeah,thanks for the shout out.
Speaker 2 (32:10):
Here I go and then and then, before you know it,
it's like you're posting ingroups without having to beg for
work.
Yeah, I believe that Facebookwas a good foundation of
building my company, I think, asto you, but I think that a lot
of the people that are newly inbusiness whether it be pressure
washing, any business, really,the word on the street is go to
(32:31):
Facebook.
You can get rich on Facebook,and I think that that is the
thing of the past.
The Facebook thing, it's just,it's it's oversaturated, whereas
it used to not be like fouryears ago when we first started,
five years ago, when we firststarted to not be like four
years ago, when we first startedfive years ago when we first
started, and now it's.
It's definitely just the word onthe street that, oh, just go
post on a like local facebookgroups.
(32:53):
Well, there's so many peopledoing it now all you're doing is
fighting to the bottom of thebarrel.
However, however and I've talkedto you a little bit about this
before uh, if you, if you kindof have the seo mindset of you,
know how we do on the internetto build our seo, I gain a lot
of the.
I still get a lot of referralsin these groups, in the, in the
(33:14):
facebook groups, peoplerecommend to me or whatnot, and
that's kind of paid off in thelong run.
Um, we've stayed consistentwith trying to push those a
little bit, because these peopleare going in their search and
pressure, washing it in the topand nothing but c3 wash pros
pulls up because we've beenrecommended so many times and,
um, I think that that's the onlygood thing, that that that's
(33:37):
even come with that.
Really, anymore I don't reallypush it as aggressively as I
used to.
No, don't really care muchabout it anymore, and it's
like's like me and you havetalked about.
If you happen to rely onFacebook for work, then that's
not really good.
It's not going to pay off inthe long run.
Speaker 1 (33:54):
I would say it's like almost the difference between
being an amateur and being aprofessional at this.
If you're a side hustle guy andyou want to do it spring,
summer and make money on theside, I think that's great to
make an extra like $50,000 inrevenue doing that Like if your
entire job is like push, push,push Facebook, but you're going
to be in a space where you'regoing after cheap people, You're
(34:15):
going after like, oh, this isthe friend, the friend down the
street who's doing stuff.
You're not really going to beable to grow out of that and
you're not going to be able togrow to bigger projects and be
more legitimate as a company.
And it's almost like yard signs.
Yard signs worked 10 years agobut now every street corner has
(34:35):
50 yard signs and they're allpressure washers.
Speaker 2 (34:37):
Yeah, it says pressure washers.
Speaker 1 (34:39):
And that's what you've been taught.
And if everybody's doingsomething, you've already missed
the bus.
It's like you're saying, ifyou're into stocks or if you're
into cryptocurrency, wheneverybody in their neighbor is
buying something, you've alreadylost it.
You're in too late, you want tobe before everybody's talking
about it, and it's like the samemindset.
These people are like oh, I'mgoing to buy Tesla, I'm going to
(35:01):
buy this, I'm going to buy that.
I was like, yeah, but youalready missed it.
When, when, when every singleperson is doing something, try
to do something else, becauseyou've missed that wave.
These guys are they're sellingyou stuff that worked five, 10
years ago for them and they'vehaven't done it in five, 10
years.
And they're saying this is whatyou need to do, not the reality
(35:22):
anymore.
Otherwise they wouldn't betelling you what to do.
Speaker 2 (35:25):
They'd be out there doing it themselves.
Yeah, the internet has changedeverything.
Speaker 1 (35:29):
Yeah, I see these guys in these groups and you've
probably seen them too wherethey're implementing AI video
edits in their pressure washingmarketing videos and I'm like
that's how to be on social media, because they're taking a video
, they're not.
Again, social media, I believe,is a platform, so it's not
necessarily like don't use it,but it's how you're using it.
If you're taking a picture of avinyl siding that's got green
(35:52):
on it and then half of it that'sbeen pressure washed and saying
, call now for your house wash,that ain't gonna cut it, you can
sell the 200 house washes onthat.
But the guys that are doing the, they're like, real, like you.
You on your or your YouTube,you have a ton of followers and
on your TikTok you have a ton offollowers.
That is where I think it works.
(36:12):
But it also works too wherethese guys are doing these
really cool visually aestheticedits that are like AI edits,
and I've seen one guy do it inthe Facebook groups and it
catches my attention.
So, as a homeowner, you'reprobably going to get business.
It's probably going to catchthe eyes of a homeowner too.
Homeowner, you're probablygoing to get business.
Uh, it's probably going tocatch the eyes of a homeowner
too.
Speaker 2 (36:29):
so like if you're using facebook, make sure you
are like the coolest guy onfacebook doing stuff, otherwise
you're just blended in witheverybody else yeah, the biggest
thing about facebook is don'toversaturate your page but at
the same time try to stay top ofmind, and that's kind of how
that's kind of my guideline andkind of my philosophy on it.
If you could just stay top ofmind and always kind of be
(36:50):
somewhere, um, like I don't liketo oversaturate my timeline,
but I like to post like in mystory, maybe alternate it every
other day.
And another big thing is, uh,I'm probably giving away too
many of my secrets.
But another big thing I like todo is every morning when I wake
up, it's like the first thing Ido.
I make a habit of going andwishing everybody on my, on my
facebook, a happy birthday.
(37:11):
Yeah, oh, shoot, clay smithjust wish me a happy birthday.
That's awesome.
Whenever I need pressurewashing, I'll be sure to use it
I think that's a subtle hack too.
Speaker 1 (37:19):
It's not about the friends or the followers you got
.
It's about how you're engagingwith them.
If you have 5000 people on apage and you don't engage with
anybody, it doesn't matter, butif you're reaching out, to those
people.
Speaker 2 (37:27):
It's like what you're talking about.
You got to be creative, you gotto think outside the box, man
yeah.
Speaker 1 (37:32):
And it's like hey, there's a platform where you're
able to have 5,000 people thatyou can talk to.
Speaker 2 (37:47):
But if you're not figuring out a right you got to
utilize, I like to utilize myfree marketing, as I call it uh,
those free tools that you havethat you can utilize, because it
makes you a lot of money.
Just knowing people make you alot of money.
But uh, another cool thingabout the tiktok and the youtube
and the facebook reels and allthat stuff what if a customer uh
, this is why I like the contentstuff what if a customer says,
okay, well, I've never had myhouse pressure washed, never
have my driveway clean.
How do you go about doing this?
you have 100, 100 or 200,however many videos on your
(38:10):
tiktok, your youtube or whatever.
I have been directing people tomy uh youtube or either sit in
on the link of me washing a roofyou know who I don't know many
people that's had their roofclean, like personally.
So, um, you know, we've made avideo.
We've got a few videos of uscleaning roofs and I'm like hey,
I'm going to shoot you a linkon how we do things.
If you have any questions, giveme a call.
Speaker 1 (38:31):
I think that's a great idea too With YouTube and
that's kind of what I've beenleaning into this year as well
create like FAQs or create likea customer journey video.
Like with video, somebody cansend you a lead and you can have
automatic videos sent to themvia YouTube links where it says
thanks for submitting a lead,click here and you can be in
(38:52):
front of a camera sellingyourself, your services and
telling people what the nextstep are.
And if they're able toinstantly get that from you,
there's instant value as opposedto just how it is for most
people.
Oh, this customer filled out alead at eight in the morning on
a Sunday.
I'll get to them Monday If yoursystems have already sent them
a video that's telling themexactly what you do, what the
(39:13):
next step is, and like sellingyour services on them.
It's going to be a no-brainerfor them.
You're going to be able to sellyourself at a higher price and
you're also going to be able tostreamline your processes better
.
So it's not as much of aheadache or, like you were
saying with those questions thatwe get all the time videotape
answering those questions.
Say, hey, based upon whateverybody says.
(39:34):
These are the commonlyfrequently, most at the
frequently asked questions forus.
You may not even be thinkingabout it, but we're here to fill
in the gaps, so you have noquestion about using us, and
then just putting your face infront of people builds that
trust it just saves a lot oftime, especially just trying to
explain a process on how you doit.
Speaker 2 (39:56):
You can give them a visual and they can watch you do
it, versus you trying to tellthem and they still don't
understand after you tell them.
They're just trusting thatyou're going to come out and do
a good job, exactly, and thinkabout too.
Speaker 1 (40:06):
What does everybody say?
Oh, it's a eco-friendly sodiumhypochlorite.
And then you've already lostcustomers.
They don't care.
It's like if my car is brokenand I take it to the mechanic
and he gives me this supermechanical description of what's
happening to it.
All I care about is is it goingto work or not?
Yep.
Speaker 2 (40:22):
I like that.
That was a great analogy.
Speaker 1 (40:33):
Those videos allow you to demonstrate what you're
doing in a simplistic way, asopposed to just describing a
bunch of random words that thepressure washers understand but
the customer doesn't care about.
Speaker 2 (40:36):
It just makes you sound like you know what you're
talking about.
Yeah, they just trust you andjust hope you're going to do a
good job.
Speaker 1 (40:41):
Yeah, and it takes no time.
You put a phone in front ofyour face, you video something.
You can even keep it on yourcamera roll and just text it to
somebody.
Hey, if you have any questions,give me a call.
100, but I guess.
Yeah, we've been going on a lot.
This episode is like 40 minutes, heck.
Speaker 2 (41:00):
Yeah, yeah, we can always talk about success.
I always have a uh, a lot tosay when it comes to that,
because there's, like we saidagain, and there's just so many
different ways of beingsuccessful.
Everybody has different goals.
There's no blueprint tobusiness.
What works for you may not workfor me, and what works for me
may not work for you.
Everybody just has to taketheir own spin on things and
(41:21):
there's no correct.
Speaker 1 (41:22):
I mean there's a correct way, but there's no
correct way of doing likebusiness, like everybody has
their own way of doing thingscorrect, and what may be
successful in one area of lifecould cause a demise or could
cause stress in another area orcould cause personal issues.
And then you have to assess issuccess, am I going about
success correctly?
And I think, like havingbalance, making sure that you're
(41:45):
able to be the type of husbandto the type of father and the
type of person you want to be,that's ultimately what matters
in this world.
And having a business where youcan treat your, your customers,
you can treat your uh, your, um, fellow, like community members
a certain way.
That's just icing on the cake.
(42:06):
Don't, don't flip it around.
Where you're like my successjust comes purely from this
aspect to my business, and thenwe're lopsided and then
eventually you'll burn out,you'll stress out and you'll be
unsuccessful in your business.
Speaker 2 (42:20):
Yeah, and I think it's also rewarding as a
business owner.
As you build your business,you're able to provide for
somebody else's family as well.
Yeah, like creating jobs forother people.
Speaker 1 (42:31):
So that's like the next level, I think.
Speaker 2 (42:34):
Yeah, yeah, yep, yep, a hundred percent.
But yeah, I appreciateeverybody listening.
Thanks for watching, thanks forjoining the live.
Make sure you go to Spotify,apple podcast, youtube.
Make sure you get thosedownloads.
Go check out all of ourprevious episodes.
We have so many, so many thingsthat key points that you can
learn from.
We've had different guests.
We plan on having guests in thefuture.
(42:54):
We're probably going to getsome merch out.
We're going to work on thatwithin the next month or so,
trying to get some merch out.
We're trying to plan ourappearance for the huge
convention.
If you guys have any questions,hit us up.
Send us a DM through the WashBros page.
Add us on Facebook, give us afollow.
See what we're doing every day.
We have a Wash Bros group.
Make sure you go join that.
(43:14):
Introduce yourself to us.
We'd like to get to know you alittle more.
And, yeah, anything.
Matt.
Speaker 1 (43:20):
I think that's pretty much it.
Yeah, we've got almost 700followers in our Wash Bros group
, so let's try to drive thatnumber up and get to a thousand.
And, uh, our listens look great, the downloads look great.
So, like share, uh, tell it toyour other wash friends.
It's something great you canlisten to whether you're working
or you're on the way to a job,just to kind of get some insight
(43:42):
from fellow pressure washers,whether it just be from an
entertainment standpoint, or youlearn a lesson here too.
That way, you don't have to gothrough and do the same failures
that we have done to get to thepoint that we're at today.
So it's I, I like their showbecause we're not trying to
pitch a product or anything.
We're mainly just talking liketwo, two guys, two wash bros
talking.
So, and if you listen to thisthing, you can build a
(44:03):
successful business just fromdoing how, how we've been doing,
cause we're fully transparentin everything we do.
Speaker 2 (44:10):
Yeah, it beats the crap out of you know have a lot
of people hit me up all the timeand I tell them I just listened
to our podcast.
I can go, I can go for daystelling you all the things you
need to do, but if you just golisten to our podcast, put
things on your own spin whileyou're working.
Yeah, I mean, you can make somuch money.
Speaker 1 (44:25):
If you go through, we probably have a full day of us
talking.
So Absolutely.
Speaker 2 (44:28):
So absolutely Well, it's been a.
It's been a pleasure to do thisone, but I look forward to the
next one.
Speaker 1 (44:32):
Yep, and uh like, like Clay said, give us a like,
subscribe, and we'll see you onthe next one.
What's up, guys?
It is Matt Jackson and ClaySmith here, and welcome to
episode 5 of the Wash Bros.
We're going to talk this weekabout how to set yourself up for
success and the things that weboth do to position ourselves
the best possible way to growour businesses and be successful
this year.
So you want to kick this thingoff, clay?
Speaker 2 (00:52):
Absolutely.
First and foremost, I want tothank everybody for joining us
tonight.
Thanks for listening to ourprevious episodes, all the
downloads.
This is crazy, the support thatwe've been getting here
recently.
We appreciate you joining inwith us and we hope that we're
able to pour some good knowledgeand you can carry that on into
the spring and have a successfulyear.
(01:15):
Just got back in from the C3pressure washing store out of
Concord.
Casey and his guys they openedup a new store out of Concord.
I know that we have quite a fewlisteners in Charlotte.
If you haven't been up thereand checked out the store, I
highly recommend going and doingso.
Casey's got some cool stuff upthere.
Go check them out.
(01:35):
I sent you Colton.
The store manager will be therewaiting on you, so go check
that out.
And today we're going to talkabout how are you setting
yourself up for success?
How are you making sure thatyou're on the right road to
success?
What are the things that you'redoing to set yourself up to be
successful?
So I know that me and Matt webounce a lot of ideas off each
(01:59):
other.
We talk about certain things.
We talk about the things thatwe've tried out together whether
I'll try something and thenhe'll go try something.
So we kind of like to guineapig for each other.
We kind of tag team this stuffand we try to figure out what's
the best way of doing things andthat way you can be.
Just make sure you're going onthe right track, stay on the
(02:22):
right track and not get on thatcrazy path to the side that
takes you nowhere.
Speaker 1 (02:28):
Yeah, and I think too , success is always going to be
a vision.
That is like you're chasing andthen maybe you're going towards
what you think success is oryou feel like you're going away
from it.
But you're constantly gaugingyourself and it's not like a
fixed thing.
So I feel like we get intotrouble as business owners
because we think, oh like,success to me meant this, and I
(02:51):
have to constantly go after itand not kind of gauge myself and
grow and feel like what issuccess meaning to me?
And success can mean differentthings to you during different
years.
And I'm kind of in a period thisyear of like a little bit of
like a reassessment of whatsuccess meant to me.
And I feel like a lot of peopleprobably are in this boat too,
where you try to be like how bigand bad can I grow?
(03:13):
How many trucks can I get?
But if you do it too fast andif you do it like take on debt,
or if you're scaling quickly orthe economy is not the greatest
for you, sometimes you have toreassess your situation.
So what my objective was islike how can I throw money to
grow as fast as I can?
Stressful, sometimes you runinto cashflow problems and then
(03:34):
you correct those cashflowproblems and okay, so you have
that revenue target that you get.
And now, like, my objectivethis year is to be a little bit
leaner, meaner, and maybe if Ihave to race ticket prices or go
out on jobs here and there tomake stuff work, that's going to
be the objective.
So, like if I would have askedmyself that two, three years ago
, oh, like, maybe to get alittle bit more involved again
(03:56):
in my business, that would befailure to me.
But for this year, uh, anexample of like how we're
shifting, um, what success to us, like profitability is like
number one for me this year andthat's going to be like it's.
I guess the point of this ranthere is to make sure that you
have the clear definition ofwhat your success is to you, and
(04:18):
it's okay to change whatsuccess means to you, because
don't listen to a guru, don'tlisten to somebody who says this
is what success means, or evenlike what your vision was of
success when you first started.
It's always going to change andit's important that you kind of
gauge yourself and where youare and what your business needs
, so you can address success andreassess your target.
That way you can hit it and besuccessful, because there's
(04:40):
nothing worse than like burningyourself out chasing something
you don't even want anymore.
And that's kind of like thegrowth and the learning lesson
that I've made over the lastcouple of years with this, where
, like we set a goal, we goafter that goal and then we say,
ok, well, that goal is notexactly what I want.
I'm going to course, correct,learn and set a new goal.
And success is just everchanging.
And I think, like Clay said, wethrow things off of each other.
(05:03):
I see what he does.
That works for him, I may tryit, it may not work for me.
So we always gauge each otherand whatever is successful for
each other, usually we canprobably take one or two things,
but we're not copy pasting eachother.
Speaker 2 (05:20):
Yeah, there's definitely no blueprint to
business.
I know that I've said that alot.
Like you just said somethingthat may work for me, may not
work for you and anybody that'slistening.
Some of the things we say, youmay try and be like screw this,
but the main thing isconsistency.
I've said that a lot.
Consistency, the consistency indoing things, leads you to
success.
Speaker 1 (05:40):
Like.
Speaker 2 (05:40):
Matt was saying, success may mean 10,000
different things to you.
Everybody has different goals,everybody has different places
that they want to go and wherethey want to be or whatnot.
But, like Matt was also saying,for me it changes every year.
I have something differentevery year.
I want to retire when I'm 40,so I got 10 years to figure that
(06:01):
out, and next year it might be45.
When I'm 40.
So I got 10 years to figurethat out, and next year it might
be 45.
So just whatever.
Like when we first started, Ithink my goal was like six
figure.
How can I consistently earn sixfigures?
And I think that's everybody'sgoal.
But once you get into businessand you learn the cost of doing
business and the things that youneed to do to be successful,
you realize that six figuresisn't going very far.
(06:22):
But then you're like okay, howcan I get seven figures?
So now I'm trying to figure outhow I can get seven figures and
trying to set myself up forthat.
It's not the and it was goingback to what you said.
The fast way is not always thebest way, and so I'm on that
path where I'm wanting to dothat slower the slower, more
(06:45):
healthier route than the let'shurry up and get it done type
thing, and I feel like the moreI rush things in business, the
more the more uh-ohs happen.
I'd rather just enjoy theprocess and let it, and let it
work out and learn slowly versuslearn too fast, and learn
slowly versus learn too fast.
Speaker 1 (07:05):
And again to Clay's point, he puts up multiple truck
numbers by himself.
So it's like, okay, it's goingto be a physical headache, he's
going to be in the field moreoften, but he is able to control
a lot of aspects of thebusiness.
That, okay, you throw a lot ofmoney into ads, you scale, you
hire somebody.
In two weeks you're sendingthem off to do your work for you
.
There's a lot of risk andheadache associated with that,
(07:29):
Whereas, like Clay has been ableto kind of maintain control on
his business but he's able toget a lot of great referrals.
He's able to get a lot of likeword of mouth, like we hear
people talk about word of mouth.
If you're just kind of buildinga business and within one year
you're handing the keys over tosomebody that you paid 20, $25
an hour to run for you, you'reprobably going to struggle with
(07:49):
that word of mouth, with theoperations and all the other
things that you don't thinkabout when you're trying to grow
a business.
You watch people on YouTube andthey talk about like, oh, get
off the truck, get off the truck, get off the truck.
Okay, but what are theycurrently doing?
One thing that we see a lot isthese guys run a business to
like three hundred thousand,five hundred thousand dollars a
year and they're no longerrunning that business and
(08:11):
they're coaching about it.
So to me that just means theyran their business in the ground
, chasing a vanity metric likerevenue.
Because the lessons I'velearned by growing my business
has been like you're setting upthis machine that has to run
like smoothly, otherwise you'regoing to get tanked.
And we're talking about likecash flows, whether it be
commercial jobs paying you slow,or just the day to day of like
(08:33):
you pay out your employees.
You have your chemical costsrising.
Like you're doing these bignumbers revenue wise, but if
you're not, if you're not tightwith things, you can run into
issues and then it's almost thejoke.
You see guys in these pressurewashing Facebook groups they
talk about oh, I know an owneroperator that's making two times
what the guy who's makingdouble the revenue is making,
because he's got too big of anoperation, almost like he's too
(08:55):
big for his bridges, where he'sgot all these things going
everywhere, and then he's got alot of stress and on the surface
he looks great but at the sametime he's not in control of his
business and his operationsaren't down and he's got more
going out than he has coming in.
So to me it's like success iseither is success to you like,
(09:16):
oh, I have multiple trucks, I'moff the truck or success to you
I'm growing a healthy business alittle bit slower than the guy
down the street, but at the sametime I'm growing a healthy
business a little bit slowerthan the guy down the street,
but at the same time I'm able tomake a lot of money in it and
it's stable and that's.
I kind of went from like zeroto 100 in scaling, but at the
(09:40):
same time there's a little bitof drop off that I'm course
correcting now and I mean both.
Both takes are successful.
To me, I think it's justlearning and growing and then
seeing what works and whatdoesn't work, and there's no
such thing as failure unless youquit and don't be so stuck in.
Oh, this is not success,because my plan three years ago
was this, or my plan the nextthree years is this Always
(10:02):
adjust and always be flexiblewith yourself and you have to
set these goals that areattainable but they also stretch
you a little bit.
That way you're able to like,continuously grow through that
process and not just, oh, I'mgoing to do this and then once I
hit this, it's over.
That's a funny thing aboutsuccess.
People think, like you weresaying, oh, when you first
started, if I could just hit sixfigures doing this, that's
(10:23):
successful.
Oh, you have a six figurebusiness, that's success.
Ok, well, what are you doingnow?
Are you still saying, oh, Ihave a six figure business, like
that success?
No, we have to create thesegoals within our goals to gauge
ourselves on success and keepmoving the ball forward.
And it's OK to like reassessyour direction because, like you
(10:44):
kind of change your business asyou go, as you learn, and then
that helps you continuously growand earn more money or serve
better customers.
Or there could be a differentseason of life, like I got.
I got a young son now and I'mnot in the same position where
I'm wanting to work all the time.
So it's kind of like I have toassess what's going on and I had
health issues last last year,so like I had to kind of
(11:06):
reassess again what successmeant to me.
And it's okay to be flexibleand it's okay to be kind of like
loving yourself enough where,okay, I started the year doing
this, I didn't hit this, butthat doesn't mean I didn't have
a successful year or like howthe economy is.
It's a slower.
It's been kind of a slowerstart this year, I think,
(11:27):
whether it's because of theelection or whether it's because
the temperatures have been alittle colder this winter than
they were in the past.
So it's kind of gaugingyourself and finding out what
success looks like for you andbeing flexible and okay and not
just using metrics like numbersto dictate was I successful or
wasn't unsuccessful?
Speaker 2 (11:49):
Yeah, and it's easy to get caught up on just beating
yourself up on some stuffthat's went wrong.
You know, considering like thethe, the thing that you you went
through last year with yourhealth and all, I mean that was
kind of success, right.
So you were able to, you weresitting in the hospital and your
business was still working foryou, like that's success to me,
(12:10):
like making sure that you'reable to set yourself up in a
position to do something likethat, and that's something that
a lot of people don't thinkabout.
You know, uh, like, ifsomething were to happen to me,
I'm still trying to find, findhelp, like I got guys I could
run with my stuff like somepart-timers, but I'm still
struggling to find a full-timeguy.
So it's like, okay, here, whatare we?
(12:32):
What's gonna happen, you know,am I gonna pay?
There's no way I'm gonna paysomebody my salary if something
happens to me to do my job.
Um, so, uh, definitelysomething.
You got to be careful.
I always make sure that I takecare of my health, make sure I'm
doing the proper things that Ineed to do to make sure that I'm
not stressing myself out, notgoing mentally crazy, not
(12:52):
burning myself out, andmeanwhile I'm still doing five
or six stops a day.
So I mean it's tough physicallyand mentally and you're still
having to answer the phone,you're still having to do all
that mess and that's why you gotto put yourself in the position
to be able to just walk awayfrom it.
That's something that obviouslywe know that I've been trying to
(13:14):
position myself for the pastcouple of years, but I'm still
in that stage where I'm like man, I just want to work, work,
work, work, work and buildcapital.
But sometimes that's not alwaysthe best route to take yep
depending on your, depending onyour family life, your personal
life and what goals you have setwith your family at home.
Right so my family?
They know like what's going onthere, we're all on the same
(13:35):
page.
We know that in a couple yearsthat's my goal I'm going to be.
I'm going to be free, I'm goingto be able to kind of just do
whatever I want to do and thenjust let the business run itself
.
So success is different.
Like you're in a differentstage of your business, I'm in a
different stage of my business,but we like to work together
and learn off each other'sfailures.
Speaker 1 (13:53):
Yep, and two there's just because and I think this is
something too like we see orit's easy to get sucked up in if
you're like online and in theseFacebook groups.
To get sucked up in if you'relike online and in these
facebook groups, people will usewhat is successful to them to
kind of gauge themselves againstother people, to try to make
themselves feel better aboutthemselves than other people and
it's like we were talking about.
Speaker 2 (14:14):
It's just a.
It's almost like a.
You know it's a measuringcontest who can do better than
who and all that crap, and who'sbigger than who and who's doing
what?
Blah, blah, blah, blah.
Who's got the bigger, betterequipment, who's big, who got
who sold the biggest job?
Uh, a lot of us are just caughtup too much in our phones
looking at social media and thenit's almost bad for you
(14:35):
mentally.
You know, if you get too caughtup in that you're you're
beating yourself up.
Um, a lot of the image ofdifferent people are kind of
what's the word matt, likepeople can be whoever they want
to be on the internet.
Yeah, it's like a fake.
Speaker 1 (14:50):
They're like the fake guru personas and then, like we
were talking about in theprevious episodes, you see these
guys.
They come out of nowhere andthey're all over these groups
and then, within the next washseason, I've never seen them
again and 100.
Speaker 2 (15:04):
And you know, it's like the guys that were giving
me a bunch of engagement on oneof my posts in the groups and I
was doing a little research likeokay, who are these guys, maybe
I can learn from them, and I go, and they got like two Google
reviews.
They're just starting pressurewashing.
So you know that they'regetting in the middle of the
hype and trying to matchyourself to these other people
and they haven't even beenwatching a month, you know.
(15:25):
So they're uh going out andfinancing rigs.
And that was a conversation Ihad with uh somebody at the at
my, at our chemical supply placewhere me and you go, and she
was talking about how somebodyshe knew uh just bought a
pressure washer and was talkingto him blah, blah, blah,
whatever and said that uh, yeah,well, that Clay Smith guy, he
(15:48):
he's made a lot of money doingpressure washing.
I've never even met the dude inmy life, never heard his name,
don't even know who it is, andshe's like, yeah, well, clay
will also works hard and he'snever home and he's very
business savvy.
It's a big difference than justbuying the equipment and going
to work.
Speaker 1 (16:03):
No doubt.
Speaker 2 (16:05):
And I think that that's what a lot of people you
know, especially if you'relistening.
You're just trying to get going.
That is one thing that you needto realize.
Like just buying the equipment,okay, great, it's very exciting
, you're very happy, you're, youknow all about what you got,
okay.
But what you need to realize isthat equipment is going to make
(16:26):
you money.
But just because you have thatequipment doesn't mean you're
going to make money.
So you need to go out Exactlyso.
Just your average person that'sworked, an everyday job.
Maybe you didn't come from afamily of entrepreneurs like I
did.
I was very fortunate to watchmy parents and I've watched
quite a few family members dotheir own thing and watch how
(16:49):
they've done and the differentstages in life and then the
rewards later on.
But you have to realize thatyou have to.
You just have to program yourbrain where you just can't wait.
You're not punching a clock, atime clock, you're not.
You can't be waiting orwondering when you're going to
get off it later on in the dayyou get off.
(17:11):
When you get off, and the way Ilook at it is I never clock out
and we say you know, I'm alwaysthinking of business ideas you
mentally got to clock out.
But you always thinking ofbusiness ideas, especially in
those first few months or firstfew years on.
Hey, how can I be successful?
What can I do?
Who can I go shake hands with?
If I'm out in the restaurantand I'm having a supper at
(17:35):
whatever the hot dog stand orthe bar and grill, tonight when
I go eat supper I want to findthe manager.
I want to introduce myself, sayyou know you're giving them
business.
Why wouldn't they?
Why wouldn't they give youtheirs?
Why wouldn't they let you comeout and clean their patio or
whatnot?
So just different small thingslike that, and then just being
nice to people holding the doorfor them, hey, how you doing.
(17:55):
You never know whatconversation that may be that
may spark.
They may own a car dealershipdown the road.
It may spark the $20,000 downthe road, you know.
So just always, just alwaysthinking about stuff like that
and who you may run into.
And always every new person Imeet is like a job interview to
me, because if they ever see myface again, they're going to
(18:18):
hire me more than likely becausethey trust me, they've had a
conversation with me and theyfeel like they know too.
Speaker 1 (18:28):
And again they're gonna say wait, this guy's busy
growing a business and he's bigon social media and he's got tv
commercials and he's on tv andhe has the time to sit down to
talk to me.
They're gonna be like that's agood guy, that's somebody I want
to support and I want to, it'sit's one of the.
You're not this like oh, he'sthe business guy, he's too busy
for the small guy or he's toobusy for me, unless he's trying
to make money off of me.
So by being personable, bybeing likable, people are
instantly going to kind of havethat relationship with you and
(18:49):
they're going to be like hey, Ilike that guy.
And that makes sense.
Why you get a lot of thesereferrals in these groups of
people that some of them, itlooks like they've never even
used your service, but they justhave followed you, they're
aware of you, or you may haveran into them in a restaurant or
something like that, and thenthey are like well, that's a
cool guy.
Speaker 2 (19:09):
I'm going to like refer him out.
Yeah, I'm, I'm.
I'm always thinking you gottabe creative as a business owner.
Um, we were at the racetrack acouple of weeks ago and, um, I
got, I got creative withsomething.
I don't remember what it was.
Actually, I do remember what itwas, but it'd be hard, too much
, hard to explain.
But anyways, I got creativewith the situation that we were
having to handle it on a racecar and the guy he's been
working on race cars forever andhe was just like man, why did
(19:32):
you, how did you think of that?
Like we, we, you know, and I'mlike, as a business owner, you
got to be creative, you got tothink outside the box, you got
to, you can't give up.
Like you just got to getcreative.
Speaker 1 (19:44):
Right.
Speaker 2 (19:51):
Yeah, I feel like if you wire your brain that way,
then you will be successful.
You know, if you're stuck on ajob and uh, what something?
Something just went wrong, howcan you solve that problem
without being less efficient?
Speaker 1 (20:02):
exactly.
And business ownership there'sno manager there, there's no
boss there.
As employees, we're soconditioned that, like, oh asks
for help.
Do this, raise your hand andsomebody will come and take care
of you.
Like, as a business owner, asan entrepreneur, you have to be
resourceful enough to be able tosay how can I fix this problem
as efficiently as I possibly canand move on to the next, and
(20:23):
not be held up emotionally by itand not be, oh, like I can't
get to this.
Because of this and that mindsetwe see in a lot of these people
who are purely from, like, theW2 world or they're always kind
of having to have somebody overthem tell them what to do,
whether it be online, becauseyou see this a lot.
These guys ask these questionsonline in these groups and I'm
(20:46):
like, why are you even thinkingthis way, ask these questions
online in these groups?
And I'm like, why are you eventhinking this way?
Like your job as a businessowner, your job as an
entrepreneur, is to be able tocome up with stuff on the fly
and on your own and be able tolike kind of fail your way
forward through things, trythings out.
If it doesn't work, move on.
It's like I'm not the mostmechanically savvy guy in the
world but with this businessfiguring out like
troubleshooting machines at 10o'clock at night, knowing I had
(21:09):
jobs scheduled the next day, forthe next week it makes you
resourceful, it makes you figureshit out on your own, because
if you're not able to do that,you're not able to grow your
business.
And then it's like a learnedskill where, whether you're
fixing a machine or you'retroubleshooting how to clean a
stain on a house, or you'retroubleshooting a relationship
with a customer, it's all thatsame learned skill of like being
(21:31):
resourceful, figuring stuff out, trying to view yourself as
like the solution in the worldto problems around you.
And like you were saying, hey,if you're in a restaurant, hey,
I want to speak to the manager,I want to speak to the guy who
owns this place and say, hey, Icome here all the time.
I, I'm a regular.
What does it take to clean thisbuilding?
I know you did that with mrcactus, because I cleaned it, mr
(21:52):
cactus, and easily a few timeswhich is like a mexican spot.
And then I I know you saidsomething about like well, I go
there all the time.
And then, sure enough, I sawyou cleaned it the next time
yeah, yeah, my wife actuallysaid something so you probably
hit him up.
Speaker 2 (22:07):
Yeah, yeah, no, it was my wife.
He came, uh, he came around thetables or whatnot.
My wife's like yeah, we lovethe fresh wash your house.
I'm like well, matt alreadydoes this.
Just what I told him and hejust kind of giggled it off.
But I guess he called me backbecause he seen me actually
eating in his restaurant.
So he's like this guy supportsme, so I'm gonna support him
yeah, he seems like a good guyyeah yeah, he's a good guy, but
(22:30):
yeah, 100%.
Like you said, that's just oneof my things Always be nice to
people.
I always look at it as a jobinterview.
You never know where it couldlead to 100%.
Speaker 1 (22:41):
Yep, yeah, we all want to be our own bosses and we
all want to do things on ourterms.
But it's funny because as anentrepreneur, as a business
owner, you pretty much have todo everything on everybody
else's terms because you'retrying to like win every deal or
win every every like.
My mindset here is, like inevery interaction, like like
you're saying, you want to likewin that interaction, you want
(23:04):
to add more value, you want tobe somebody like making the day
of whoever else better than itwas before they met you or or
had that conversation with you.
Speaker 2 (23:16):
Yeah, I've seen a post, something, uh, one of our
guys, one of our good buddies intown, and he was talking about
something about not being ableto win every, every uh bid or
whatnot.
But uh, it's not good to winevery bid and that's kind of
like what I've commented down.
You know, not every customer isyour customer.
Like, if success to you iswinning every bid, then that's
not very good.
That just means it might meanyou're just too cheap.
(23:36):
Maybe I'm not really sure.
I'm not always fond of goingtowards like all the cheaper
bids.
Like I'll tell a customer upfront if you're looking for
cheap, then we're probably not agood fit.
And I believe once you're ableto get to that point, you're
actually able to tell somebodythat I believe that's success,
because we work so hard Matt andwe work to build that good
(23:59):
reputation online For, say, ifso-and-so has been doing this
for X amount of years and hedoesn't have a good online
presence.
But I've been doing this fouryears and my online presence is
great.
I have a bazillion referencesonline on every platform.
I have a good resume that'sbuilt online, yeah, then, nine
(24:23):
times out of 10, the guy thathas the better reputation and
all that with the reviewsthey're going to, they're going
to win that battle and that'swhat I'm seeing a lot of here
recently is it's actuallystarting to pay off because
we're in a growing market, we'rein a growing area and the the
people that have been aroundtown they're starting to move
(24:45):
away and you got newer peoplefiltering in so they don't know
anybody around here, and that'swhere they're going.
They're going to those onlinesources and they're finding
those good guys like us with agood reputation online.
Speaker 1 (24:58):
True that Also, somebody could use another guy
for 10 years and then they say Iwant to try this guy.
I actually like this guy better.
There's no, no hate on anybodydoing a service because, at the
end of the day, what we do is acommodity, so that customer
experience and that like serviceis going to be everything.
(25:18):
So if, like, there's so manytimes that you do jobs and I do
jobs where they're saying like,oh, I was, I was using this guy
forever, but I decided to callupon you.
Well, that's because they werelike, and it's the same thing as
what we do as consumers.
We don't just say OK, well,I've been eating at this family
diner down the street for therest of my life.
(25:39):
I'm never going anywhere else.
Even if they build a brand newplace down the street, you're
going to want to try that newplace down the street.
You're going to want to trythat.
And if you have a greater and abetter relationship at the new
place, you're definitely goingto go there.
And every day is like kind of adog-eat-dog world in business,
because that's the beauty ofcapitalism.
It's funny because people startwhining about things, about, oh
, the market's this or themarket's that it's like you have
(26:01):
to wake up every day, almostvicious about like I'm going to
eat today I'm going to hunt.
To wake up every day, almostvicious about like I'm going to
eat today I'm going to hunt.
And if that's not the mindset,it's stressful to live, because
that there's so many people thatare doing what we're doing and
there's so many people that areyoung and are good on TikTok or
good on YouTube and they havelike good visual marketing that
if you're not constantly doingthat, you're not up on the
(26:23):
trends.
You're, you're, you.
You're gonna lose a lot ofbusiness because there's plenty
of jobs that you lose to me andI lose to you and there's people
that have used you and there'speople that use me and they go
back and forth and a lot oftimes they don't know a
difference.
They're like oh yeah, clay wasgreat he.
And then they almost lump ustogether because I remember
there was a patch where I thinkit was a couple years ago when I
(26:44):
was growing and I didn't have,I didn't have availability to
get to somebody because I was onlike on a cruise, and then I
send them your way and then theylike flow back and forth
between you and me, kind ofbased upon who's quickly, who's,
who's more readily availableand like that's like.
So if we're just purely relyingon referrals and word of mouth,
(27:05):
like it's, we're, we're, we'relosing business to each other
because people view us the sameway.
So like, if you're just purelyrelying on word of mouth and not
trying to average, likeadvertise and market it kind of
attack, attack your growthstrategies every day, it's not
how to run a business because,like we do both and even our
referrals will flow back andforth between each other.
Speaker 2 (27:28):
Yes, 100%.
And another thing I believethat the days of not having a
market or not advertising andall that, I believe those days
are long gone.
If you want to be a consistentcompany, if you want to be
consistent, consistently grow.
Because we're able to go backand we're able to look at our
numbers.
We're able to see and we cansee that trend.
(27:50):
It's every year.
We have a graph of our numbersand our crm and we can kind of
see, okay, these are the trendsof, uh, the season, and we can
see when we're going to be busyand when we're not going to be
busy and all that mess.
But to consistently grow yourcompany, you have to invest back
into yourself, and that makesme not want to.
(28:11):
Really, when people are saying,oh, I'm slow or oh, I'm doing
this or oh well, what are youdoing to fix that?
Are you doing anything to fixthat?
Or are you just sitting backand you're just waiting on Mary
down the street that used youtwo years ago to call you?
Like, what are we doing to fixthese situations?
And like I say it just, whenpeople are not doing anything to
(28:32):
fix the slow situation, thenI'm just like well, what are you
doing Well.
I've never had to advertiseWell that consistent marketing,
even if it's $10 a day or $100 aweek or whatever.
If you can consistently marketlater on down the road it's
going to pay off where you'reconsistently busy.
(28:52):
It's almost like investing inthe stock market.
If you're investing in thatstock market, your money is
going to eventually startgrowing, and that's the same
thing with the business.
Speaker 1 (29:01):
Yep, there's a compounding effort whether
you're compounding growth oryou're compounding yourself to
become irrelevant.
And that's one thing we don't,we don't look at, we just say,
ok, well, if I'm investing in it, it's going to go up, but if
I'm not investing in it, it'sit's going to stay flat.
That's not the case at all.
If you're not investing insomething, it's going to go down
.
It's a hyper competitive world.
And even look at inflation.
(29:22):
These people almost the adage of, like Dave Ramsey, oh if I just
save my money and keep it in mybank account, I'll be fine 30,
40 years down the road from now.
Well, what's they don't factoris inflation.
And when inflation is 20 percent, or if the world is running at
such a speed going forward withinflation and like the need to
grow to keep up with it, thenyou're just going to sit on your
(29:42):
haunches and you're going toget behind and then it's just a
losing strategy.
So it's, it's a differentmindset because it's a different
world.
And I feel like a generationalthing between us and maybe the
older generation is they werefed this lie that is not reality
and they're they're starting todeal with it firsthand of like
I can't afford to live lifebecause they don't have the same
(30:02):
mindset that you and I do,where it's very much of like.
Hey, we understand that we haveto drive the needle forward and
if we're not driving the needleforward, somebody is going to
go into our pockets and takethat money that was my money
coming in from referrals or justnaturally because I've been in
business for 30 years.
They're going to take the moneyout of my pocket and I'm going
to be broke or I'm going to haveto get a job.
Speaker 2 (30:27):
And it's not a nice thing to say, but that's the
reality of the life.
You have to realize it sink orswim.
Nobody's coming to save you.
Nobody cares about your pockets, nobody cares about your bills.
Nobody cares they.
They really don't care.
I mean, like you say it's it'sharsh to say that, but it's,
it's the true reality.
Nobody cares about your bills,nobody cares about your pocket,
nobody cares about how muchmoney you make.
They just want their houseclean.
(30:48):
Whether it be Matt the drivewayguy or C3 Wash Pros, they both
have a great reputation.
Speaker 1 (30:54):
Yep, and it's pretty much a race.
So who can get to it first?
And that's the big thing we'restarting to see in our market
and I feel like we talk aboutour market.
Clay and I pretty much competewith ourselves.
For the most part, everybodyelse kind of falls falls in
doing their own things.
But there's so many times whereI look at marketing strategies
(31:15):
or advertising and then I'm likeOK, I'm at this and Clay's at
this.
Hopefully we're not just drivingourselves up into these like
Google auctions or stuff likethat, but like you have to do
something to really separateyourself from the masses.
Because, like every day I lookon Facebook and there's a
hundred new people posting oh, Ican pressure wash your house, I
can do this, I can do that.
I've even like stopped postingin these groups because it
(31:38):
almost seems to come offsometimes as like how bad do
these people need work ifthey're constantly posting in
these groups?
I'd rather take a differentapproach and a different frame
and be like okay, well, you knowhow to get in touch with us,
this is where we are.
Or like how Clay does it.
He gets a lot of referrals inthese groups and then he'll
reply to the referrals, and Ithink that's a good way of doing
(31:59):
it too, because you're notcoming off as desperate needing
work, you're just saying, yeah,thanks for the shout out.
Speaker 2 (32:10):
Here I go and then and then, before you know it,
it's like you're posting ingroups without having to beg for
work.
Yeah, I believe that Facebookwas a good foundation of
building my company, I think, asto you, but I think that a lot
of the people that are newly inbusiness whether it be pressure
washing, any business, really,the word on the street is go to
(32:31):
Facebook.
You can get rich on Facebook,and I think that that is the
thing of the past.
The Facebook thing, it's just,it's it's oversaturated, whereas
it used to not be like fouryears ago when we first started,
five years ago, when we firststarted to not be like four
years ago, when we first startedfive years ago when we first
started, and now it's.
It's definitely just the word onthe street that, oh, just go
post on a like local facebookgroups.
(32:53):
Well, there's so many peopledoing it now all you're doing is
fighting to the bottom of thebarrel.
However, however and I've talkedto you a little bit about this
before uh, if you, if you kindof have the seo mindset of you,
know how we do on the internetto build our seo, I gain a lot
of the.
I still get a lot of referralsin these groups, in the, in the
(33:14):
facebook groups, peoplerecommend to me or whatnot, and
that's kind of paid off in thelong run.
Um, we've stayed consistentwith trying to push those a
little bit, because these peopleare going in their search and
pressure, washing it in the topand nothing but c3 wash pros
pulls up because we've beenrecommended so many times and,
um, I think that that's the onlygood thing, that that that's
(33:37):
even come with that.
Really, anymore I don't reallypush it as aggressively as I
used to.
No, don't really care muchabout it anymore, and it's
like's like me and you havetalked about.
If you happen to rely onFacebook for work, then that's
not really good.
It's not going to pay off inthe long run.
Speaker 1 (33:54):
I would say it's like almost the difference between
being an amateur and being aprofessional at this.
If you're a side hustle guy andyou want to do it spring,
summer and make money on theside, I think that's great to
make an extra like $50,000 inrevenue doing that Like if your
entire job is like push, push,push Facebook, but you're going
to be in a space where you'regoing after cheap people, You're
(34:15):
going after like, oh, this isthe friend, the friend down the
street who's doing stuff.
You're not really going to beable to grow out of that and
you're not going to be able togrow to bigger projects and be
more legitimate as a company.
And it's almost like yard signs.
Yard signs worked 10 years agobut now every street corner has
(34:35):
50 yard signs and they're allpressure washers.
Speaker 2 (34:37):
Yeah, it says pressure washers.
Speaker 1 (34:39):
And that's what you've been taught.
And if everybody's doingsomething, you've already missed
the bus.
It's like you're saying, ifyou're into stocks or if you're
into cryptocurrency, wheneverybody in their neighbor is
buying something, you've alreadylost it.
You're in too late, you want tobe before everybody's talking
about it, and it's like the samemindset.
These people are like oh, I'mgoing to buy Tesla, I'm going to
(35:01):
buy this, I'm going to buy that.
I was like, yeah, but youalready missed it.
When, when, when every singleperson is doing something, try
to do something else, becauseyou've missed that wave.
These guys are they're sellingyou stuff that worked five, 10
years ago for them and they'vehaven't done it in five, 10
years.
And they're saying this is whatyou need to do, not the reality
(35:22):
anymore.
Otherwise they wouldn't betelling you what to do.
Speaker 2 (35:25):
They'd be out there doing it themselves.
Yeah, the internet has changedeverything.
Speaker 1 (35:29):
Yeah, I see these guys in these groups and you've
probably seen them too wherethey're implementing AI video
edits in their pressure washingmarketing videos and I'm like
that's how to be on social media, because they're taking a video
, they're not.
Again, social media, I believe,is a platform, so it's not
necessarily like don't use it,but it's how you're using it.
If you're taking a picture of avinyl siding that's got green
(35:52):
on it and then half of it that'sbeen pressure washed and saying
, call now for your house wash,that ain't gonna cut it, you can
sell the 200 house washes onthat.
But the guys that are doing the, they're like, real, like you.
You on your or your YouTube,you have a ton of followers and
on your TikTok you have a ton offollowers.
That is where I think it works.
(36:12):
But it also works too wherethese guys are doing these
really cool visually aestheticedits that are like AI edits,
and I've seen one guy do it inthe Facebook groups and it
catches my attention.
So, as a homeowner, you'reprobably going to get business.
It's probably going to catchthe eyes of a homeowner too.
Homeowner, you're probablygoing to get business.
Uh, it's probably going tocatch the eyes of a homeowner
too.
Speaker 2 (36:29):
so like if you're using facebook, make sure you
are like the coolest guy onfacebook doing stuff, otherwise
you're just blended in witheverybody else yeah, the biggest
thing about facebook is don'toversaturate your page but at
the same time try to stay top ofmind, and that's kind of how
that's kind of my guideline andkind of my philosophy on it.
If you could just stay top ofmind and always kind of be
(36:50):
somewhere, um, like I don't liketo oversaturate my timeline,
but I like to post like in mystory, maybe alternate it every
other day.
And another big thing is, uh,I'm probably giving away too
many of my secrets.
But another big thing I like todo is every morning when I wake
up, it's like the first thing Ido.
I make a habit of going andwishing everybody on my, on my
facebook, a happy birthday.
(37:11):
Yeah, oh, shoot, clay smithjust wish me a happy birthday.
That's awesome.
Whenever I need pressurewashing, I'll be sure to use it
I think that's a subtle hack too.
Speaker 1 (37:19):
It's not about the friends or the followers you got
.
It's about how you're engagingwith them.
If you have 5000 people on apage and you don't engage with
anybody, it doesn't matter, butif you're reaching out, to those
people.
Speaker 2 (37:27):
It's like what you're talking about.
You got to be creative, you gotto think outside the box, man
yeah.
Speaker 1 (37:32):
And it's like hey, there's a platform where you're
able to have 5,000 people thatyou can talk to.
Speaker 2 (37:47):
But if you're not figuring out a right you got to
utilize, I like to utilize myfree marketing, as I call it uh,
those free tools that you havethat you can utilize, because it
makes you a lot of money.
Just knowing people make you alot of money.
But uh, another cool thingabout the tiktok and the youtube
and the facebook reels and allthat stuff what if a customer uh
, this is why I like the contentstuff what if a customer says,
okay, well, I've never had myhouse pressure washed, never
have my driveway clean.
How do you go about doing this?
you have 100, 100 or 200,however many videos on your
(38:10):
tiktok, your youtube or whatever.
I have been directing people tomy uh youtube or either sit in
on the link of me washing a roofyou know who I don't know many
people that's had their roofclean, like personally.
So, um, you know, we've made avideo.
We've got a few videos of uscleaning roofs and I'm like hey,
I'm going to shoot you a linkon how we do things.
If you have any questions, giveme a call.
Speaker 1 (38:31):
I think that's a great idea too With YouTube and
that's kind of what I've beenleaning into this year as well
create like FAQs or create likea customer journey video.
Like with video, somebody cansend you a lead and you can have
automatic videos sent to themvia YouTube links where it says
thanks for submitting a lead,click here and you can be in
(38:52):
front of a camera sellingyourself, your services and
telling people what the nextstep are.
And if they're able toinstantly get that from you,
there's instant value as opposedto just how it is for most
people.
Oh, this customer filled out alead at eight in the morning on
a Sunday.
I'll get to them Monday If yoursystems have already sent them
a video that's telling themexactly what you do, what the
(39:13):
next step is, and like sellingyour services on them.
It's going to be a no-brainerfor them.
You're going to be able to sellyourself at a higher price and
you're also going to be able tostreamline your processes better
.
So it's not as much of aheadache or, like you were
saying with those questions thatwe get all the time videotape
answering those questions.
Say, hey, based upon whateverybody says.
(39:34):
These are the commonlyfrequently, most at the
frequently asked questions forus.
You may not even be thinkingabout it, but we're here to fill
in the gaps, so you have noquestion about using us, and
then just putting your face infront of people builds that
trust it just saves a lot oftime, especially just trying to
explain a process on how you doit.
Speaker 2 (39:56):
You can give them a visual and they can watch you do
it, versus you trying to tellthem and they still don't
understand after you tell them.
They're just trusting thatyou're going to come out and do
a good job, exactly, and thinkabout too.
Speaker 1 (40:06):
What does everybody say?
Oh, it's a eco-friendly sodiumhypochlorite.
And then you've already lostcustomers.
They don't care.
It's like if my car is brokenand I take it to the mechanic
and he gives me this supermechanical description of what's
happening to it.
All I care about is is it goingto work or not?
Yep.
Speaker 2 (40:22):
I like that.
That was a great analogy.
Speaker 1 (40:33):
Those videos allow you to demonstrate what you're
doing in a simplistic way, asopposed to just describing a
bunch of random words that thepressure washers understand but
the customer doesn't care about.
Speaker 2 (40:36):
It just makes you sound like you know what you're
talking about.
Yeah, they just trust you andjust hope you're going to do a
good job.
Speaker 1 (40:41):
Yeah, and it takes no time.
You put a phone in front ofyour face, you video something.
You can even keep it on yourcamera roll and just text it to
somebody.
Hey, if you have any questions,give me a call.
100, but I guess.
Yeah, we've been going on a lot.
This episode is like 40 minutes, heck.
Speaker 2 (41:00):
Yeah, yeah, we can always talk about success.
I always have a uh, a lot tosay when it comes to that,
because there's, like we saidagain, and there's just so many
different ways of beingsuccessful.
Everybody has different goals.
There's no blueprint tobusiness.
What works for you may not workfor me, and what works for me
may not work for you.
Everybody just has to taketheir own spin on things and
(41:21):
there's no correct.
Speaker 1 (41:22):
I mean there's a correct way, but there's no
correct way of doing likebusiness, like everybody has
their own way of doing thingscorrect, and what may be
successful in one area of lifecould cause a demise or could
cause stress in another area orcould cause personal issues.
And then you have to assess issuccess, am I going about
success correctly?
And I think, like havingbalance, making sure that you're
(41:45):
able to be the type of husbandto the type of father and the
type of person you want to be,that's ultimately what matters
in this world.
And having a business where youcan treat your, your customers,
you can treat your uh, your, um, fellow, like community members
a certain way.
That's just icing on the cake.
(42:06):
Don't, don't flip it around.
Where you're like my successjust comes purely from this
aspect to my business, and thenwe're lopsided and then
eventually you'll burn out,you'll stress out and you'll be
unsuccessful in your business.
Speaker 2 (42:20):
Yeah, and I think it's also rewarding as a
business owner.
As you build your business,you're able to provide for
somebody else's family as well.
Yeah, like creating jobs forother people.
Speaker 1 (42:31):
So that's like the next level, I think.
Speaker 2 (42:34):
Yeah, yeah, yep, yep, a hundred percent.
But yeah, I appreciateeverybody listening.
Thanks for watching, thanks forjoining the live.
Make sure you go to Spotify,apple podcast, youtube.
Make sure you get thosedownloads.
Go check out all of ourprevious episodes.
We have so many, so many thingsthat key points that you can
learn from.
We've had different guests.
We plan on having guests in thefuture.
(42:54):
We're probably going to getsome merch out.
We're going to work on thatwithin the next month or so,
trying to get some merch out.
We're trying to plan ourappearance for the huge
convention.
If you guys have any questions,hit us up.
Send us a DM through the WashBros page.
Add us on Facebook, give us afollow.
See what we're doing every day.
We have a Wash Bros group.
Make sure you go join that.
(43:14):
Introduce yourself to us.
We'd like to get to know you alittle more.
And, yeah, anything.
Matt.
Speaker 1 (43:20):
I think that's pretty much it.
Yeah, we've got almost 700followers in our Wash Bros group
, so let's try to drive thatnumber up and get to a thousand.
And, uh, our listens look great, the downloads look great.
So, like share, uh, tell it toyour other wash friends.
It's something great you canlisten to whether you're working
or you're on the way to a job,just to kind of get some insight
(43:42):
from fellow pressure washers,whether it just be from an
entertainment standpoint, or youlearn a lesson here too.
That way, you don't have to gothrough and do the same failures
that we have done to get to thepoint that we're at today.
So it's I, I like their showbecause we're not trying to
pitch a product or anything.
We're mainly just talking liketwo, two guys, two wash bros
talking.
So, and if you listen to thisthing, you can build a
(44:03):
successful business just fromdoing how, how we've been doing,
cause we're fully transparentin everything we do.
Speaker 2 (44:10):
Yeah, it beats the crap out of you know have a lot
of people hit me up all the timeand I tell them I just listened
to our podcast.
I can go, I can go for daystelling you all the things you
need to do, but if you just golisten to our podcast, put
things on your own spin whileyou're working.
Yeah, I mean, you can make somuch money.
Speaker 1 (44:25):
If you go through, we probably have a full day of us
talking.
So Absolutely.
Speaker 2 (44:28):
So absolutely Well, it's been a.
It's been a pleasure to do thisone, but I look forward to the
next one.
Speaker 1 (44:32):
Yep, and uh like, like Clay said, give us a like,
subscribe, and we'll see you onthe next one.
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