March 16, 2025 • 34 mins
Setting meaningful goals can transform your pressure washing business from merely surviving to genuinely thriving. In this eye-opening conversation, Matt and Clay of The Wash Bros break down exactly how they've built their high-revenue operations, including how Clay achieved an impressive $50,000 monthly revenue with just one truck.
The secret lies in their methodical approach to daily targets. By consistently hitting a minimum of $1,500 per day per truck over a standard work month, the math becomes straightforward: 20 working days at $1,500 equals $30,000 monthly revenue. But more importantly, they emphasize understanding the crucial difference between revenue and profit. As Matt reveals from analyzing his business finances, their $72,000 revenue month translated to about $35,000 in actual profit—a metric many business owners fail to track properly.
Spring represents the golden opportunity for pressure washing businesses, with April through June potentially generating enough profit to sustain operations throughout the year. However, the Wash Bros caution against a common pitfall: reducing marketing efforts once schedules fill up. This short-sighted approach often leads to devastating mid-summer slowdowns when the initial rush subsides. Instead, maintaining consistent marketing during peak seasons ensures steady lead flow year-round.
The conversation also tackles practical challenges of scaling, from managing employee expectations to adapting to rising supply costs (like bleach prices tripling since 2020). Whether you're running a solo operation or managing multiple trucks, their insights on balancing efficiency with quality service delivery provide a roadmap for sustainable growth.
Ready to implement these strategies in your pressure washing business? Visit powerwashcoach.com to connect with Matt and Clay for personalized guidance on overcoming your specific challenges and achieving your business goals.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:32):
What's up, guys?
It's Matt Jackson and ClaySmith and we are the Wash Bros.
Welcome to the sixth episode ofour second season here For you
guys watching live.
Now.
You know that we're in aboutthe middle of March.
Now this is when we're startingto roll into our busy season
and for this episode, we find itappropriate to talk about goal
setting and how we will break itdown and essentially saying,
(00:54):
like, goal setting for greatness, let's be cheesy here, but this
is the time where we make ourmoney and how we split up our
days and our months and ourweeks to really grind and kill
those goals for March and thatsets us up for our entire year.
So you want to kick this thingoff, clay.
Speaker 2 (01:08):
As always, it's a pleasure.
First and foremost, thank youeveryone who follows us on all
of our pages Facebook, spotify,apple Podcasts, youtube,
facebook I think I already saidFacebook, but anyways, we
appreciate all the support.
We see all your downloads, wesee everybody that is tagging
along on this journey with usand learning from us and that
type of thing.
(01:28):
So setting ourself up forsuccess.
We kind of went over that onthe last episode, but this
episode we're going to kind oftalk about the numbers.
How do we hit the numbers thatwe hit?
If anybody has listened to us,we kind of go over every now and
then, hey, I hit this number orI hit that number, and the
biggest thing is always sayconsistency.
(01:48):
So you got to be consistent inyour marketing, you got to be
consistent in your relationships, you got to be consistent in
the numbers that you're tryingto put together and it will all
come together.
Speaker 1 (01:58):
Absolutely yeah, consistency, especially when we
start to get busy.
This is where you start to seepeople.
They start out really hotbecause it's cold.
They spend a lot of money onadvertising, they're getting the
ball rolling with filling uptheir schedule and then they get
busy and then they're like, oh,I don't need to run ads anymore
, I don't need to keepconsistency with this marketing
that has been getting me jobs.
And then so they get theirschedule full, they're backed up
(02:21):
, they, they're backed up,they're in the middle of March,
april, may, and then they slowlystart losing that momentum and,
like you're saying, thatconsistency with their leads and
by the time it's mid-summer,they're wondering why they're
slow and they're dead.
And so like that consistencythat Clay is talking about is
what set him up when he wasrunning ads in November and
December, when everybody wasdoing Christmas lights and
(02:41):
everybody was slow with pressurewashing and they weren't
focused on pressure washing, wewere grinding and pushing those
ads out.
So now we're starting to seethe benefits of like whoa people
have been seeing us for thelast three months and it's
important the consistency thatwe stay on it through the busy
season and not just say, oh, I'mfull of leads.
Now I don't need to beconsistent with marketing.
So it's super important that weset our goals up to really kill
(03:04):
the year and, this being spring, this is like the most
important time of year to bereally on it and really
consistent with our goals.
And so I guess, how do youbreak down a monthly goal or a
weekly goal where you have a bignumber you want to hit this
year?
How do you go about doing it soyou know that you have a plan?
Speaker 2 (03:21):
So, basically, what we do and I know that me and you
talk amongst ourselves aboutthis as well is you need to
figure out what your time'sworth.
So you figure out what yourtime's worth, first of all, and
then you figure out, how much doI need to make a day per truck?
And then you figure out allyour costs and all that kind of
stuff that you know you want todo your revenue.
You want to know how muchyou're making per truck after
(03:43):
all your costs, because you canmake $1,500 a day.
But if you're spending $1,500 aday to make it, then you're not
making any money.
And I think that's what gets mewith a lot of the gurus and the
guys that they just have agreat presence online.
We get to following those guysand we see that they're doing
what?
$300,000 a year.
(04:05):
Well, how much are they makingoff of that number?
Because that's, at the end ofthe day, that's why we do it.
If you're not making any money,then what are we doing here?
So you want to set yourself up,and this is what I do during
the slow season is I make sure Iset myself up to be successful.
So, as I go back to what I'vesaid before.
You set yourself up for thespring and the winter and you
set yourself up for the winterin the spring.
So you sit back and you lookand you go ahead and you market
(04:27):
this stuff out and you figureout okay, I can put this much
money here, this much moneythere, this much money there,
and then I should be good If Ican consistently do that.
Then I'll eventually get to mygoal.
But with the revenue part, ourmonthly revenue, basically we
have a target per truck which isminimum fifteen hundred dollars
a day per truck.
So you do just.
(04:47):
We'll go off of one trucknumbers here.
Fifteen hundred dollars a dayper truck would be what's that?
Seventy five hundred dollars aweek.
So if I could work a five dayweek, fifteen hundred dollars a
day, did I do my math right?
yeah seventy five hundred, okay,yeah, fifteen hundred dollars a
day, five days a week, thatthat's $7,500 a week, $7,500 on
a four-week month.
(05:08):
What are we looking at?
30 grand.
Speaker 1 (05:10):
Yeah, yeah.
And then to say another saythere's five, say there's like
four weeks.
This is a more simple math hereIf you're doing $1,500 a truck
a day and you're working fivedays a week and there's four
weeks, say there's four weeks,so four times five, that's 20.
You're working 20 days a weekat 1500 bucks.
There's your $30,000 a month.
Speaker 2 (05:34):
It's simple.
It's simpler than you think itreally is and if you can hit
those minimum numbers, that youput your goals in place.
With those simple numbers wehit a $50,000 a month last year
with one truck, pretty much.
So it's very easy, it's veryattainable, and a lot of people
probably don't believe me when Isay that, but it's easier than
you think it is.
You just have to work for it.
And one of the things I do is Idon't work, I work until it's
done.
If that's still dark, I'mworking.
(05:55):
I get up, I leave at 6.30 inthe morning and sometimes I'm
not home to 8.30 at night, andthat's what it takes.
If you're just wanting to dothis for freedom, you're not
going to hit the big numbers.
It's very true, especially byyourself.
Speaker 1 (06:07):
Yeah, clay does this by himself, so he has to be a
lot more accountable to like thegrind of like, hey, this one
truck, if I'm pushing 1700 bucksa day on average, or $2,000 a
day on this one truck, then I'mgoing to have to be on that
grind.
But you can also divvy it out.
Say you have another truck.
And again, this is wherenumbers are important, because
anybody can say, oh, we'reputting up $50,000 a month in
(06:29):
revenue, but if you look at themand they've got three trucks
and they've got two techs pertruck, they ain't making any
money.
So that's where the math isimportant, that we know our cost
of doing the business too.
So, hey, 50k by yourself, youare just destroying it doing the
business too.
So hey, 50k by yourself, youare just destroying it.
And say you got three trucks at50K.
You need to figure somethingout because that's probably not
as profitable as you think.
Speaker 2 (06:50):
You definitely put a lot of money in your pocket
doing it yourself, but you gotto be willing to do the work as
well.
Speaker 1 (06:55):
Yeah, I was going over my taxes this past year
Actually not this past year the2024 taxes.
I've been going over it andlooking at my numbers.
So if you guys don't haveQuickBooks set up and if you
guys aren't looking at yournumbers and standing the
reporting of, say, we did a$72,000 a month last May.
That was two trucks, prettyheavy and we did some ceiling in
the mix too.
I looked at my true netprofitability off of that month
(07:17):
and I think we pulled $35,000.
So that was like 50% of what wewere doing is what we made.
So I was even going through andI guess the point of all this
is the importance of this timeof year for us is, with two
trucks maxing out 60 to $70,000a month, we're able to make
$100,000 in profit from April,may and June and then it starts
(07:40):
to slow down a little bit withthe profitability.
So it's really important,especially if you have crews
that you're like completelymaxing out this time of year,
because that's where most ofyour profits going to be in the
rest of the year.
It's more of a maintenance mode.
Say, our profitability on thetrucks are like $10,000 a month
for our month.
If we're doing like 40,000, 35to 40,000,.
We're probably making like$10,000 a month off of that, but
(08:05):
the bread and butter is goingto be this time of year.
So it's super important that we, if we're using multiple crews
and multiple trucks, that we arelike maxing out our day rate
for those trucks and we're notjust killing time and having a
lot of expenses, because thosecan quickly add up and drain you
and then you get used tospending a certain amount of
money and you got good revenueso you can float that.
But when the slower seasoncomes or you're only doing
(08:25):
$35,000 a month, those expenseswill eat you up very quickly.
So one of the learning lessonsthat I've had with okay, you got
great momentum, but if you layoff the throttle of marketing,
if you lay off the gas, youstill got this overhead that you
have to cover and keep yourguys busy.
And yeah, you can keep guysbusy, but it's going to cost you
(08:49):
money if you're not super busyand you're just paying guys
extra and you're losing profit.
So it's super important that weknow our numbers and aren't
just reflecting on our revenue,because they say revenue is
vanity metric and profit is yoursanity.
Speaker 2 (08:59):
Absolutely.
You definitely got to maximizeyour opportunities with the guys
that you have, and that's kindof the problem I'm having now.
Everybody wants to work parttime.
They don't want to work fulltime.
So, as soon as I find a goodfull time guy solid full time
guy we do have something in theworks with a full time guy now.
But if you have any interest inworking with me if anybody's
listening in the upstate SouthCarolina area, it's March 2025
and I need help.
(09:19):
So if you have any interest inmentorship and maybe want to
work with me and my company,please reach out.
You can find me via Facebook orGmail, me, gmail, me.
Email me at Gmail at my C3pressure at gmailcom.
Be happy to speak with you, seewhat we can work out with you.
But, yeah, maximizingopportunities with the people
you have is very, very crucial,and that's something that I'm
(09:40):
actually trying to figure outmyself this year, because I'm
wanting to do the two truckthing and see what kind of big
number we can hit.
Hey, if we can hit that$100,000 a month, that would be
awesome, but I think I'm still acouple of years away from that.
But hey, it could happen.
Speaker 1 (09:52):
No doubt yeah, and it just opens it up.
And then the cool thing aboutthis too is and we'll bring
seasonal people in to help outso it's not like, oh man, I did
$300,000 solo.
I don't want to bring anothertruck in and say, okay, maybe we
did $400,000, but then I gotthis overhead that I got to
carry throughout the year.
As long as you're lean and meanabout going about purchasing
things and don't have a lot ofdebt over your head, you just
(10:13):
have the truck sitting in yourshop and then get somebody on it
from the springtime, spring andearly summer and then go back
to just sitting there in theshop.
That's kind of well.
We will fluctuate back andforth and kind of the slower
part of the season, or like thefall and the winter, we're
running one truck maxed out, asopposed to having to have two
trucks on the road and all thatextra overhead.
Speaker 2 (10:36):
All the extra overhead and gas and all that
mess.
I think I burned about sevengallons of gas a day in my
pressure washer.
We have four units with ourcompany but only one of them is
being used.
So I'm like man if I could justhave all of them running at
once.
But you definitely got to havethe workload there and then if
you put four people on theworkload that we have now,
you're not going to make anymoney.
So if we can eventually getthere, it sucks having all that
(10:57):
equipment sitting there, but I'mglad I'm in the position to
have them there in case I needthem yep, because you never know
, when you get, bigopportunities come to you and
you need to pull resources.
Speaker 1 (11:06):
And hey, hey, buddy, you want to be on the pressure
washer today.
I don't care if you don't knowwhat you're doing, I'll show you
how to do it and you'll be anextra truck like, yeah, I just.
We've done that a few timesyeah, it's like, hey, just run
the surface cleaner for 50 000square feet, I'll be over here
and I think that's what's coming.
Speaker 2 (11:20):
clutch on me is just having these part-time guys that
halfway know what they're doingand that I need help with on
these commercial jobs, cause Ican knock the residential out
pretty quick by myself.
It's just when you get to thatpoint where you're two weeks out
, it's just nice to it's goingto be nice to have someone there
to pick up these last minutecustomers that want a job done
tomorrow.
Speaker 1 (11:38):
Yep, that and yeah again, I find I'd never want to
get past two weeks, because youstart getting past two weeks and
there's a reason people slowdown their marketing because
they're just throwing money awaywhen oh yeah, put me on the
schedule and then all of asudden they call and cancel
because they found somebody whocan get it done quicker.
And I think that's what theproblem is of these owner
operator types who aren't superefficient, like you are Clay,
(12:00):
where they're like oh, I'mbooked out till May or I'm
booked, You're going to be ableto grow a business when you're
booking out that far, andthere's no hate on anybody who's
doing that, it's just the levelof drop off of customers you're
going to have is going to behuge.
And if we're able to do $70,000in the month of May and make
(12:20):
$35,000 off of that, there's ahuge opportunity cost for us if
we're saying, oh, we're alreadybooking out to May or we're
already booking out to June andthen you're missing out on all
that money.
So that's our reasoning forthis time of year to be super
aggressive with growth.
Have our team we're workingfive days, six days a week with
two trucks and we're makingmajority of our money in this
(12:42):
next three months.
Speaker 2 (12:44):
Yeah, if you really want to make money in this
business, you need to maximizeyour opportunities.
I know I've said that a hundredthousand times on this one
episode, but maximize youropportunities during the season,
because come December, november, january you're not really
going to be doing anything Like.
You can rest in those monthsand that's kind of my philosophy
is I can work hard now and thenI'm not going to work for two
or three months out of the year,and that's kind of like what I.
(13:06):
What I've struggled with tryingto sink into these full-time
guys is hey, we only work 10months out of the year, so work
hard now, save your money andthen chill out.
You get a two-month vacation.
Speaker 1 (13:18):
Exactly.
And then that's another thingtoo, how we have it structured.
I got a guy, my full-time guy,ryan he full-time but I'd say
from middle of December tomiddle of January not much work,
but 11 months out of the yearyou're making in the good season
you're making a minimum of$1,000, average of probably
$1,200 to $1,500 a week andthat's pretty-.
(13:40):
That's like a minimum, dependingon how hard he wants to work,
and that's almost how you haveto set up.
You're like, man, I'm payingall this money out.
I'm like, yeah, but if he'sgetting 20% of the revenue
generated, you're making 80% ofnot doing the work.
And and then you get anotherguy out there and then you're,
as Clay, saying, hey, you'redoing, instead of having to like
hustle sunup to sundown byyourself.
(14:01):
You got two guys running foryou and it's costing you 20%.
So if they're making you$10,000 a week and you're paying
out a1,000 each one of thoseguys, there's $8,000 a week
coming into you with two trucks.
And I mean it may not be thenext growth stage.
That helped us, because evenwhen it felt like the spring was
(14:21):
super crazy numbers wise, wewere still making good
profitability, just becausethere's so much work to be had
and so much work out there.
And when you're payingemployees 20%, you can kind of
do the math on everything andsay, oh, wow, like we're all
winning in this game.
If you want to make 1500 bucksthis week, you're going to grind
a huge number like $7,500 aweek and then, combined, we're
going to be doing $15,000 a weekon our businesses and then I'm
(14:45):
going to be making off of that.
I'm going to be making $12,000in profit.
Speaker 2 (14:48):
Yeah, we do this, we do this to make money.
We don't do it to lose money.
So the numbers are so easy,like it's so much easier than
you think.
You see a big number.
It's actually easier to achievethan it's not In the $1,500
minimum.
That's very doable and veryeasy in the spring season for
sure.
Speaker 1 (15:04):
Yeah, we've definitely shifted more towards
and our average ticket isprobably like 520 to 560.
So we try to win what we can.
But it's not worth our timeanymore to show up for $300
because to me, if we're shootingfor that 1500, our target
that's four stops, four and ahalf stops, five stops for an
employee and that's gonna be anentire day with traffic and set
(15:26):
up time and all that.
So if, like when you're runningand you got multiple guys out
there, it's, I find, with an,it's way more efficient just to
charge a little bit more moneyand have them out there for
three jobs as opposed to have toscurry them around town and
they're getting stressed,they're, they're shortcutting
because they're like man, I'mworking all day long and an
employee is going to be a littledifferent than you or me if
(15:47):
we're running a truck all daylong.
So it's important that we likemanage their emotion and their
health, because there'll be dayswhere it's hot and then they're
like oh, I just can't do thislast job today, I need to push
it to the next day, and that canbe frustrating if you don't
have it set up correctly, withhaving the right help and almost
providing space and buffer forour guys to like be human.
(16:07):
And hey look, man, if fiveo'clock and you're like I can't
go to the next job, I'm notgoing to scream at them, we're
going to.
We're going to have to fitsomething in the schedule and
the margin comes by having extrahelp where we can just move a
job here and there.
Speaker 2 (16:21):
Scheduling is definitely a big deal.
You got to make sure thatyou're good at that stuff
because I think one day what wasit last, last week or not last
week?
Last month I had a job up inthe mountains and it was a
two-hour drive to my next one.
Like what was I thinking?
Probably two hours from my nextstop, and I had three stops
that day.
Speaker 1 (16:39):
So yeah, that's nuts scheduling could definitely
screw you up if you're notpaying attention of what you're
doing yeah, exactly, and I knowyou, you don't really take a
lunch break and I didn't reallyeither, but an employee is going
to take a lunch break.
Yeah, An employee is going tobe like well, I'm going to stop
and get something for 30 minutesand even if you don't tell them
that they're going to bake itin, because, hey, it's just what
(17:01):
they do.
Speaker 2 (17:01):
And you can't kill your guy.
It's an employee mindset, whichthere's nothing wrong with it,
but it's an employee mindsetversus a hustler and owner
mindset.
Speaker 1 (17:09):
Yeah and little things like that.
You kind of learn as you go andyou have employees and a team.
And like I remember the firstyear I had Ryan my guy.
He was great.
He was like super gung-ho,money motivated and but he also
didn't have a kid.
And then he had a kid last year, so he's got a young kid now?
Speaker 2 (17:26):
No, he's not motivated.
Speaker 1 (17:32):
Yeah, he's like.
He's like oh, I can do a $1,200day, but I'm not going to be
working until 7 pm.
So I had to adjust stuff andsay, all right, well, I got to
raise my ticket prices.
I got to try to bundle aservice.
If we were normally just doingthe house and the driveway,
let's throw the windows on toget an extra $100 here and there
.
So it's one less stop.
And it's kind of always beingable to change to keep up with
(17:53):
the times.
Because I was looking at mycosts are going up.
So it's important that thisyear we we make sure that we're
not charging people the same aswe were previously and and
eating that expense, because Iremember in 2020, like, my
bleach cost was 90 cents agallon and now it's like three
dollars.
Yeah, it's nuts.
Yeah, it's like 350 orsomething like that, something
crazy.
Speaker 2 (18:10):
And I believe we pay $5 a gallon Something huge.
It's $2.20 for me for a55-gallon drum.
Speaker 1 (18:17):
So whatever that math is, yeah, no doubt I'm trying
to do the math on that.
Yeah that's not fun.
Speaker 2 (18:23):
Yeah, the number game , the numbers.
It's a very easy game and it'sjust a little formula.
Just write it out on paper, say, if you want to make.
You know, depending on how bigyour company is you're a one-man
show or a two-man show.
You can always start small anddo it at a smaller scale and
then, once you realize it's somuch easier, you just kind of
keep bumping yourself up.
(18:44):
But I'm not happy unless I getthat 1500 a day average minimum
on my truck.
So if I can exceed that, I I'mhappy.
I'm jumping up and down andgiggling about it.
Speaker 1 (18:54):
Yeah, I'd say on us, on our end we average, but
sometimes we work six days aweek, just like we have
employees.
So if we work like a six day aweek and say we're doing like
2750 a day, say there's like asay, you got a truck running
$1,200 dollars.
One is running like fifteenhundred bucks.
It all kind of averages out.
But again it's.
This is the time of year youget so much volume where it's
(19:15):
like, how can you servicecustomers?
You get the repeats all come inand then you're like you look
at your schedule and we're like,oh cool, we're always at about
thirty thousand dollars and inlike scheduled work, just
because I mean it sounds like abig number.
But two, two trucks running twoweeks at $30,000.
Speaker 2 (19:32):
You soak up that work very fast.
Speaker 1 (19:33):
Soak it up very quickly.
Speaker 2 (19:34):
Yeah, I learned that running two trucks last year for
a little bit.
You soak that work up really,really fast.
You're like where's all my workExactly?
Speaker 1 (19:42):
You got to be on it, and that's why it's super
important to keep the pedal downwith running ads and marketing,
because you get these twotrucks and you're like, oh, this
is great.
And then you're like, wait, Ineed to have a week and a half
or two weeks of two trucksrunning full throttle, otherwise
my guys are going to be like,cool boss, what do we got on the
schedule today?
And they're like, oh wait, Idon't have enough for you guys.
I'm not going to lay you off.
(20:11):
So, like you almost have to.
I hear a weed eat my yard.
Yeah, it's like there's only somany times they can pressure
wash my house.
I've done that a few times.
Speaker 2 (20:13):
I'm like you can pressure wash my house for like
a hundred bucks.
I don't care, right?
Yeah, keep on.
Yeah, you want to learn how towash a roof?
Come here, yeah, definitely.
And then and then another,myself trying to be Superman,
and that is not what you want todo.
I do not advise it.
Make sure you're stayinghydrated.
The weather, the heat, will getyou quicker because obviously
(20:35):
you stay wet all day during theday.
Pressure washing you will getdehydrated, basically.
When that water hits you andthat sun hits you, you're going
to that.
That water evaporates off ofyou so it only makes you hotter.
You're just not realizing it atthe time.
So make sure every time youwalk to the truck you take a big
gulp of something it's true,yeah, and wear your sunscreen
and your sunscreen.
I'm bad about the sunscreen partbecause I like a tan, but I'm
(20:57):
already getting a little tanhere this year, with a little
bit of psycho weather that we'vebeen having should be starting
to pick up soon.
I believe this is a greatepisode.
We've hit a lot of good topics.
Uh, the lead flow should becoming in here crazy.
I know.
I've seen a little bit of apattern here in the last couple
of weeks and we're stayingpretty busy now I'm ready for a
(21:17):
consistent lead flow for sure.
Speaker 1 (21:19):
Yep, yeah, it is the best time of year.
I'm excited because it justseems like everything's finally
hitting, all that effort that weput in to keep advertising
flowing the whole year, thewhole winter.
And then when it just finallypeople are like okay, we're
ready, we've been seeing your.
And then it just becomes likehow can I throw all hands on
(21:39):
deck, on getting trucks outthere, making sure trucks are
running, making sure hosesaren't blown, make sure
employees are able to show upand do jobs?
And then it becomes a game oflike make sure there's no
callbacks.
So it's a different beast.
It's like congrats, yougraduated to the point of now.
You got to make sure that allthis busy work is being done
correctly and you almost have tohave a management role and
maintaining that reputation.
(22:00):
At that point it's likereputation and time management.
Those are the two likestressors of this time of year
for us.
Speaker 2 (22:07):
Consistently do quality work.
Consistently hit your numbersconsistently.
Get those five star reviews andyou'll be good.
Speaker 1 (22:13):
Yep exactly.
And it's funny too, because weall love to get our Google
reviews.
But the problem I'm runninginto is like you get Google
reviews and then your regularsare in and then so the google
reviews are are just like thesame person editing their review
, so it's like, okay, they'renot necessarily adding to the
ticker of how many reviews yougot.
It's just like oh, we've usedthem since 2017.
(22:34):
He's great.
I was like that's five missedopportunities I know you.
Speaker 2 (22:39):
You got to get those new customers in too, for sure.
Speaker 1 (22:42):
Yep, yep, or if you're doing commercial, that's
never going to be a review.
Speaker 2 (22:48):
Unless you build a good relationship with the
decision maker that you'reworking with.
Speaker 1 (22:51):
Exactly yeah.
And then once you get onereview from them, it's like, oh,
you may give me $100,000 towork, but if there's only one
point of contact I'm willing toget one review.
So this is a great time of year, just make sure what what you
guys did to get yourselves hereas far as the marketing, the
pushing, you continue it throughthe season.
So you're not in the middle ofJune, in July, when that spring
(23:11):
rush kind of dies off, in thatmiddle of the summer heat comes,
you guys aren't begging forwork, like clay always says.
You got a plan like threemonths, six months in advance
when it comes to whatever you'redoing today.
Speaker 2 (23:21):
Yeah, I'm just now seeing results of stuff that I
did three months ago.
So I mean, I think that's thebiggest part of success,
especially in this businessbecause it's so seasonal, you
got to be working, alwaysworking and looking ahead,
because if you're not, allyou're doing is going to be
spinning your tires.
If you're doing this and I knoweverybody has different goals
it's not a knock to anybody.
But if you're in this businessto do eight to 10 grand a month,
(23:41):
you're not.
I don't think you're pushing toyour fullest potential.
It's very, it's very easy to do15, 20 grand a month.
And if you're you're having anyissues getting there, fill out
our form of powerwashcoachcom.
Be happy to give you a coupleof pointers and see and maybe
answer a couple questions foryou.
Fill out the form onpowerwashcom should be a form
there me and matt will get getyour information.
(24:03):
We'll kind of reach out aboutwhat what you may be struggling
with.
See if we can't help you out alittle bit that's true.
Speaker 1 (24:08):
Yeah, a lot of times it's just a minor tweak and then
this time of year you're justnot putting yourself out there
the right way and then it isnuts.
You got people who have nobusiness running a business
making fifteen thousand dollarsa month just because it's the
season.
And it could be something assimple as posting on Facebook
groups or positioning yourself acertain way and all of a sudden
the phone will start ringingand you start getting calls.
(24:28):
A lot of times we see guysthey're struggling and they're
struggling because they're notdoing something correctly.
So it could be an easy tweak,whether it be just like
something they do on socialmedia for free, something they
do on Google my Business.
Not everything requires big,heavy investments and we both
started bootstrapped.
We both started without a hugebunch of money that we pulled
into this and we've been able togrow to successful businesses
(24:50):
where you put your business andmy business together and we're
taking probably a milliondollars in revenue out of the
market.
So we both are big players inour area, and we didn't do it by
just dumping a ton of moneyinto it.
We did it by growing it theright way, growing it
organically and building thereputation, and we were able to
do so in a fast amount of time.
Speaker 2 (25:08):
So I learned from the bad days.
Speaker 1 (25:10):
Yes, yeah.
Speaker 2 (25:11):
Yeah, definitely got to learn from the bad days.
I used to have bad days I'mgoing to blow out and it ruined
my whole day.
Bad days I'm going to blow outand ruin my whole day, but now
it's just a little minor thingnowadays.
Learn from the bad days, soakit in, figure out what's going
wrong, whatever and I mean Ithink that's been the best times
in my business because I'velearned so much through all that
bull crap.
You may think it's ruining yourlife at the moment, but soak it
(25:32):
in, love it and just learn fromit.
And I think that's what's madea lot of me and my company and
what they are today.
Speaker 1 (25:40):
Yep, and what you were stressed out about six
months ago is no longer going tostress you out now or
especially six months from now.
So whatever you're focused onnow that's scaring you or you're
upset about, or you're like, ohman, I don't know, think in six
months you're not even gonnathink about it.
Like stuff changes so fast, sooften and you grow as a person.
I remember like being so likeoh man, I can't hire anybody.
(26:03):
I got to do this myself.
And then I have a guy on andnow I I'm like cool, it's two
years in and getting goodreviews, growing the business,
like like people are able to dostuff.
So if you're B, like you'reBHAG, if you're like scared of
making that move to either gofull time like it's a lot easier
than you think and you're inyour own way usually about stuff
, or say you're bringing on anew guy and you've never had an
(26:24):
employee before.
Bring that guy on.
What's the worst that can happen?
You have to go back and touchup some things.
I mean, like a lot of timeslike the act of thinking about
doing something is scarier thanactually doing it itself.
And if you push yourself andput yourself in the hole where,
like Clay was saying, man,today's a terrible day,
everything's going wrong, likeyou get used to that and then
it's no longer a negative andthen that's growth.
(26:46):
And then you say, oh cool, mytruck just had this issue, I
know how to fix it.
Or like, oh, the O-ring is gone, I know how to put a new O-ring
in.
Or a hose blue, I have areplacement for the host.
Like, what used to wreck a dayis now whatever business is
normal.
Speaker 2 (27:01):
Yeah, if I fix it, what used to wreck a day is now
a five or 10 minute fix.
Speaker 1 (27:05):
Exactly.
I remember I had a brand newmachine employee backed it up
and there was a unloader thatwas sticking off the pump and he
hit a tree with it and itsnapped the unloader and the
mail bar off of the pump.
So brand new Honda GXx690 eightgallon machine, four thousand
dollar machine, not 10 hours on,it are cross-threaded the pump
(27:26):
of course you call the vendorand they're like oh yeah, you
just need a new pump on that.
And I'm like what?
Internally?
I'm like okay, my employeeshere, we got a big day ahead of
us, we got a full week booked.
I can't drop everything andhave this machine replaced and I
don't want to spend four grandto fix a machine.
That's perfectly fine.
So we just threw a bunch ofTeflon tape on it, shoved it in
there and we're on our way.
Meanwhile it didn't blow up onmy employee.
(27:49):
I was like, well, shit happens.
Well, let's figure this out,let's not get upset and we're
able to just throw so that wouldhave been something.
Three or four years ago I wouldhave been like I gotta call and
cancel these.
I gotta cancel these jobs.
I don't know what I'm gonna do.
I gotta go do this.
I gotta make some likeimpulsive, rash move.
But the longer you're in thisgame, the easier it gets, the
easier your.
(28:09):
Your threshold is of likeovercoming failure or whatever.
What failure?
The only thing I believefailure is is quitting anyways.
So it's like like 100%everything can be overcome, and
the longer you're in it, theeasier it is.
Speaker 2 (28:22):
Yep, it only gets easier.
I can assure you and I see alot of these I'm not knocking
anybody, but a lot of these parttimers working a full time job,
calling yourself a businessowner go ahead and quit your
full time job.
I promise you you will bebetter off.
You're putting more effort intoyour business.
Your business will be moresuccessful.
That's part of being anentrepreneur.
That's part of being a businessowner.
(28:42):
If you want to call yourself anentrepreneur and call yourself
a business owner, you need toquit your full-time job.
Put your fullest potential intoyour business and do what
entrepreneurs do.
Speaker 1 (28:53):
It's all about risk-taking, and the biggest
risk you can take is staying inthat job and not going out and
doing your own thing, becausethat's where you're in complete
control.
Whether you win or lose is inyour hands.
If you have a job, yourcomplete control is in the owner
of the company's hands and theycan fire you for no reason and
you're not maxing out yourpotential of building your
(29:15):
business to how you want it tobe built.
Speaker 2 (29:17):
And to me it's like.
Speaker 1 (29:18):
Hey, I.
I rather run a hundred percentin my own lane and win or lose
on my terms, then be dictated bysomebody under the false guise
of safety of a salary, because Imean in today's world, you
could get fired tomorrow andyou're going to wish if you got
fired.
Yeah, you're going to be.
You're going to wish, if yougot fired, that you were going
all in on your business andyou're at a different level than
(29:39):
you are today because you choseto play it safe.
But playing it safe is notgoing to get you ahead.
Speaker 2 (29:45):
Yeah, I mean I quit a six-figure job to do this, so I
took a major risk.
I mean, who the hell would haveknown I'd have been in?
I mean, obviously it's asmaller scale than what I was
used to doing, but still I meanthat was the risk I take.
That's part of being anentrepreneur, that's part of
being a business owner.
And everybody goes back to oh,I have a family.
Well, I have a family too.
If you love and care about yourfamily and you work hard enough
, you're going to do great.
(30:07):
You're going to figure it out.
You're going to do what ittakes to make sure your family's
fed.
Speaker 1 (30:19):
Exactly A lot of times like's a great quote I
heard too.
The worst case scenario of youwalking into your own, into your
own business is you have to goback to the job where you're
sitting at now, Like that's theworst possible situation.
Speaker 2 (30:32):
We're only running out of time too, so I don't want
to be on my deathbed and belike damn, I wish I would have
tried, or you know, that's just.
That's just the way I think,man, I could be gone tomorrow.
Speaker 1 (30:41):
I mean heck, I got.
I got a bit by a mosquito lastyear and I almost died.
So I ended up with brain injuryand inflammation that had me in
the hospital for two weeks and Ihad a business that was able to
run itself because I made therisk of going out on my own,
made the risk of havingemployees in place and made the
risk of doing everything that wetalk about in this show, and I
(31:02):
was able to sustain myselfthrough a crazy injury that I
was able to bounce back from.
But it took six months of menot being able to drive to get
over just because of the loss.
Like that is that's nuts.
If I, if I, didn't choose togrow and get off of the truck
and make a business for myself,I would have been completely
screwed because I was unable todrive and I was in a hospital
(31:23):
for almost a month.
Speaker 2 (31:25):
Unless you have really good insurance, you're
screwed.
Speaker 1 (31:27):
Yeah, and even if you have good insurance, how are
you going to replace your livingexpenditure?
Insurance ain't going to coverthat much and you look into,
even like the disability stuffthey'll give you crap.
Speaker 2 (31:37):
Yeah Well, my insurance guy the other day was
telling me about some kind ofstuff where they would
completely cover it if somethingwere to happen.
Speaker 1 (31:45):
so I still need to see what that what that's about
yeah, yeah, I had a because Ipay for a short-term disability.
I guess that would be like ohyeah if you get injured and you
make x amount a month.
We're going to pay for that,but the stipulations and the
blueprint or the fine print waslike unless yeah it's like, oh,
unless you're, you're out forlike three months, it's not
going to come in you better readthose little letters yeah, the
(32:08):
the fine print is like oh, ifyou just need coverage for like
a month.
It's not worth it.
Or my guy was like well, if youtap into it, your premiums are
going to go through the roof, soit's not going to be worth it
right, right.
Speaker 2 (32:19):
Well, I feel like we've covered a good bit today,
matt um, as always, it's awesometo get on here and try to teach
people.
Let people learn.
If not, they don't learn.
It's always good chat andobviously we chat during the
week, every day.
Learn from each other.
Try to help each other grow ascompetitors, always bidding
against each other.
We've been sending each otherleads all week.
We've been bidding against eachother all week I know that.
(32:40):
But uh, yeah, guys, if you wanta job, reach out to me, be happy
to talk to you.
See, about teaching you aboutthis business.
You can learn from the best thewash daddy if you want to learn
how to do some washing, uh, but, yeah, matt, uh, you got
anything else for these guys?
Make sure you follow us on uh,facebook, youtube, spotify,
apple.
Speaker 1 (32:57):
Yep, do it all If you're struggling with a
business, go to our website.
Yep, we're going to be, yeah,powerwashingcoachcom.
As far as downloads go, we'reprobably going to be at 3,000
downloads by the end of thismonth, so appreciate everybody
supporting us and sharing itwith your friends, and these
lives help and we like tointeract, so we'll definitely be
on the chat, as you guys arewatching us on Sunday this week,
(33:19):
every Sunday, we're going to bedropping these episodes, so if
you guys want to interact withus, make sure to get into the
chats and check it out probably7, 8 o'clock at night on a
Sunday, but we'll post in ourFacebook group.
So stay in the Facebook groupfor the Wash Bros and we'll be
there and looking forward tohelp out and seeing everybody
kill this week as they have inthe past and getting ready for
spring Heck yeah help out andseeing everybody kill this week
(33:40):
as they have in the past andgetting ready for spring, like,
yeah, we'll see you guys soon.
Speaker 2 (33:42):
Make sure you follow us on the facebook page, join
our facebook group.
Like matt said, we're liveevery sunday night on our
facebook page and you can chatwith us there oh yeah, sounds
like a plan and I'll, as always,we'll.
Speaker 1 (33:55):
We'll see you guys next week and listen to this for
the the week and kill it likealways.
But if that's it, I'll drop theoutro and we'll see you guys
next week.
Speaker 2 (34:05):
Peace out, see ya.
What's up, guys?
It's Matt Jackson and ClaySmith and we are the Wash Bros.
Welcome to the sixth episode ofour second season here For you
guys watching live.
Now.
You know that we're in aboutthe middle of March.
Now this is when we're startingto roll into our busy season
and for this episode, we find itappropriate to talk about goal
setting and how we will break itdown and essentially saying,
(00:54):
like, goal setting for greatness, let's be cheesy here, but this
is the time where we make ourmoney and how we split up our
days and our months and ourweeks to really grind and kill
those goals for March and thatsets us up for our entire year.
So you want to kick this thingoff, clay.
Speaker 2 (01:08):
As always, it's a pleasure.
First and foremost, thank youeveryone who follows us on all
of our pages Facebook, spotify,apple Podcasts, youtube,
facebook I think I already saidFacebook, but anyways, we
appreciate all the support.
We see all your downloads, wesee everybody that is tagging
along on this journey with usand learning from us and that
type of thing.
(01:28):
So setting ourself up forsuccess.
We kind of went over that onthe last episode, but this
episode we're going to kind oftalk about the numbers.
How do we hit the numbers thatwe hit?
If anybody has listened to us,we kind of go over every now and
then, hey, I hit this number orI hit that number, and the
biggest thing is always sayconsistency.
(01:48):
So you got to be consistent inyour marketing, you got to be
consistent in your relationships, you got to be consistent in
the numbers that you're tryingto put together and it will all
come together.
Speaker 1 (01:58):
Absolutely yeah, consistency, especially when we
start to get busy.
This is where you start to seepeople.
They start out really hotbecause it's cold.
They spend a lot of money onadvertising, they're getting the
ball rolling with filling uptheir schedule and then they get
busy and then they're like, oh,I don't need to run ads anymore
, I don't need to keepconsistency with this marketing
that has been getting me jobs.
And then so they get theirschedule full, they're backed up
(02:21):
, they, they're backed up,they're in the middle of March,
april, may, and then they slowlystart losing that momentum and,
like you're saying, thatconsistency with their leads and
by the time it's mid-summer,they're wondering why they're
slow and they're dead.
And so like that consistencythat Clay is talking about is
what set him up when he wasrunning ads in November and
December, when everybody wasdoing Christmas lights and
(02:41):
everybody was slow with pressurewashing and they weren't
focused on pressure washing, wewere grinding and pushing those
ads out.
So now we're starting to seethe benefits of like whoa people
have been seeing us for thelast three months and it's
important the consistency thatwe stay on it through the busy
season and not just say, oh, I'mfull of leads.
Now I don't need to beconsistent with marketing.
So it's super important that weset our goals up to really kill
(03:04):
the year and, this being spring, this is like the most
important time of year to bereally on it and really
consistent with our goals.
And so I guess, how do youbreak down a monthly goal or a
weekly goal where you have a bignumber you want to hit this
year?
How do you go about doing it soyou know that you have a plan?
Speaker 2 (03:21):
So, basically, what we do and I know that me and you
talk amongst ourselves aboutthis as well is you need to
figure out what your time'sworth.
So you figure out what yourtime's worth, first of all, and
then you figure out, how much doI need to make a day per truck?
And then you figure out allyour costs and all that kind of
stuff that you know you want todo your revenue.
You want to know how muchyou're making per truck after
(03:43):
all your costs, because you canmake $1,500 a day.
But if you're spending $1,500 aday to make it, then you're not
making any money.
And I think that's what gets mewith a lot of the gurus and the
guys that they just have agreat presence online.
We get to following those guysand we see that they're doing
what?
$300,000 a year.
(04:05):
Well, how much are they makingoff of that number?
Because that's, at the end ofthe day, that's why we do it.
If you're not making any money,then what are we doing here?
So you want to set yourself up,and this is what I do during
the slow season is I make sure Iset myself up to be successful.
So, as I go back to what I'vesaid before.
You set yourself up for thespring and the winter and you
set yourself up for the winterin the spring.
So you sit back and you lookand you go ahead and you market
(04:27):
this stuff out and you figureout okay, I can put this much
money here, this much moneythere, this much money there,
and then I should be good If Ican consistently do that.
Then I'll eventually get to mygoal.
But with the revenue part, ourmonthly revenue, basically we
have a target per truck which isminimum fifteen hundred dollars
a day per truck.
So you do just.
(04:47):
We'll go off of one trucknumbers here.
Fifteen hundred dollars a dayper truck would be what's that?
Seventy five hundred dollars aweek.
So if I could work a five dayweek, fifteen hundred dollars a
day, did I do my math right?
yeah seventy five hundred, okay,yeah, fifteen hundred dollars a
day, five days a week, thatthat's $7,500 a week, $7,500 on
a four-week month.
(05:08):
What are we looking at?
30 grand.
Speaker 1 (05:10):
Yeah, yeah.
And then to say another saythere's five, say there's like
four weeks.
This is a more simple math hereIf you're doing $1,500 a truck
a day and you're working fivedays a week and there's four
weeks, say there's four weeks,so four times five, that's 20.
You're working 20 days a weekat 1500 bucks.
There's your $30,000 a month.
Speaker 2 (05:34):
It's simple.
It's simpler than you think itreally is and if you can hit
those minimum numbers, that youput your goals in place.
With those simple numbers wehit a $50,000 a month last year
with one truck, pretty much.
So it's very easy, it's veryattainable, and a lot of people
probably don't believe me when Isay that, but it's easier than
you think it is.
You just have to work for it.
And one of the things I do is Idon't work, I work until it's
done.
If that's still dark, I'mworking.
(05:55):
I get up, I leave at 6.30 inthe morning and sometimes I'm
not home to 8.30 at night, andthat's what it takes.
If you're just wanting to dothis for freedom, you're not
going to hit the big numbers.
It's very true, especially byyourself.
Speaker 1 (06:07):
Yeah, clay does this by himself, so he has to be a
lot more accountable to like thegrind of like, hey, this one
truck, if I'm pushing 1700 bucksa day on average, or $2,000 a
day on this one truck, then I'mgoing to have to be on that
grind.
But you can also divvy it out.
Say you have another truck.
And again, this is wherenumbers are important, because
anybody can say, oh, we'reputting up $50,000 a month in
(06:29):
revenue, but if you look at themand they've got three trucks
and they've got two techs pertruck, they ain't making any
money.
So that's where the math isimportant, that we know our cost
of doing the business too.
So, hey, 50k by yourself, youare just destroying it doing the
business too.
So hey, 50k by yourself, youare just destroying it.
And say you got three trucks at50K.
You need to figure somethingout because that's probably not
as profitable as you think.
Speaker 2 (06:50):
You definitely put a lot of money in your pocket
doing it yourself, but you gotto be willing to do the work as
well.
Speaker 1 (06:55):
Yeah, I was going over my taxes this past year
Actually not this past year the2024 taxes.
I've been going over it andlooking at my numbers.
So if you guys don't haveQuickBooks set up and if you
guys aren't looking at yournumbers and standing the
reporting of, say, we did a$72,000 a month last May.
That was two trucks, prettyheavy and we did some ceiling in
the mix too.
I looked at my true netprofitability off of that month
(07:17):
and I think we pulled $35,000.
So that was like 50% of what wewere doing is what we made.
So I was even going through andI guess the point of all this
is the importance of this timeof year for us is, with two
trucks maxing out 60 to $70,000a month, we're able to make
$100,000 in profit from April,may and June and then it starts
(07:40):
to slow down a little bit withthe profitability.
So it's really important,especially if you have crews
that you're like completelymaxing out this time of year,
because that's where most ofyour profits going to be in the
rest of the year.
It's more of a maintenance mode.
Say, our profitability on thetrucks are like $10,000 a month
for our month.
If we're doing like 40,000, 35to 40,000,.
We're probably making like$10,000 a month off of that, but
(08:05):
the bread and butter is goingto be this time of year.
So it's super important that we, if we're using multiple crews
and multiple trucks, that we arelike maxing out our day rate
for those trucks and we're notjust killing time and having a
lot of expenses, because thosecan quickly add up and drain you
and then you get used tospending a certain amount of
money and you got good revenueso you can float that.
But when the slower seasoncomes or you're only doing
(08:25):
$35,000 a month, those expenseswill eat you up very quickly.
So one of the learning lessonsthat I've had with okay, you got
great momentum, but if you layoff the throttle of marketing,
if you lay off the gas, youstill got this overhead that you
have to cover and keep yourguys busy.
And yeah, you can keep guysbusy, but it's going to cost you
(08:49):
money if you're not super busyand you're just paying guys
extra and you're losing profit.
So it's super important that weknow our numbers and aren't
just reflecting on our revenue,because they say revenue is
vanity metric and profit is yoursanity.
Speaker 2 (08:59):
Absolutely.
You definitely got to maximizeyour opportunities with the guys
that you have, and that's kindof the problem I'm having now.
Everybody wants to work parttime.
They don't want to work fulltime.
So, as soon as I find a goodfull time guy solid full time
guy we do have something in theworks with a full time guy now.
But if you have any interest inworking with me if anybody's
listening in the upstate SouthCarolina area, it's March 2025
and I need help.
(09:19):
So if you have any interest inmentorship and maybe want to
work with me and my company,please reach out.
You can find me via Facebook orGmail, me, gmail, me.
Email me at Gmail at my C3pressure at gmailcom.
Be happy to speak with you, seewhat we can work out with you.
But, yeah, maximizingopportunities with the people
you have is very, very crucial,and that's something that I'm
(09:40):
actually trying to figure outmyself this year, because I'm
wanting to do the two truckthing and see what kind of big
number we can hit.
Hey, if we can hit that$100,000 a month, that would be
awesome, but I think I'm still acouple of years away from that.
But hey, it could happen.
Speaker 1 (09:52):
No doubt yeah, and it just opens it up.
And then the cool thing aboutthis too is and we'll bring
seasonal people in to help outso it's not like, oh man, I did
$300,000 solo.
I don't want to bring anothertruck in and say, okay, maybe we
did $400,000, but then I gotthis overhead that I got to
carry throughout the year.
As long as you're lean and meanabout going about purchasing
things and don't have a lot ofdebt over your head, you just
(10:13):
have the truck sitting in yourshop and then get somebody on it
from the springtime, spring andearly summer and then go back
to just sitting there in theshop.
That's kind of well.
We will fluctuate back andforth and kind of the slower
part of the season, or like thefall and the winter, we're
running one truck maxed out, asopposed to having to have two
trucks on the road and all thatextra overhead.
Speaker 2 (10:36):
All the extra overhead and gas and all that
mess.
I think I burned about sevengallons of gas a day in my
pressure washer.
We have four units with ourcompany but only one of them is
being used.
So I'm like man if I could justhave all of them running at
once.
But you definitely got to havethe workload there and then if
you put four people on theworkload that we have now,
you're not going to make anymoney.
So if we can eventually getthere, it sucks having all that
(10:57):
equipment sitting there, but I'mglad I'm in the position to
have them there in case I needthem yep, because you never know
, when you get, bigopportunities come to you and
you need to pull resources.
Speaker 1 (11:06):
And hey, hey, buddy, you want to be on the pressure
washer today.
I don't care if you don't knowwhat you're doing, I'll show you
how to do it and you'll be anextra truck like, yeah, I just.
We've done that a few timesyeah, it's like, hey, just run
the surface cleaner for 50 000square feet, I'll be over here
and I think that's what's coming.
Speaker 2 (11:20):
clutch on me is just having these part-time guys that
halfway know what they're doingand that I need help with on
these commercial jobs, cause Ican knock the residential out
pretty quick by myself.
It's just when you get to thatpoint where you're two weeks out
, it's just nice to it's goingto be nice to have someone there
to pick up these last minutecustomers that want a job done
tomorrow.
Speaker 1 (11:38):
Yep, that and yeah again, I find I'd never want to
get past two weeks, because youstart getting past two weeks and
there's a reason people slowdown their marketing because
they're just throwing money awaywhen oh yeah, put me on the
schedule and then all of asudden they call and cancel
because they found somebody whocan get it done quicker.
And I think that's what theproblem is of these owner
operator types who aren't superefficient, like you are Clay,
(12:00):
where they're like oh, I'mbooked out till May or I'm
booked, You're going to be ableto grow a business when you're
booking out that far, andthere's no hate on anybody who's
doing that, it's just the levelof drop off of customers you're
going to have is going to behuge.
And if we're able to do $70,000in the month of May and make
(12:20):
$35,000 off of that, there's ahuge opportunity cost for us if
we're saying, oh, we're alreadybooking out to May or we're
already booking out to June andthen you're missing out on all
that money.
So that's our reasoning forthis time of year to be super
aggressive with growth.
Have our team we're workingfive days, six days a week with
two trucks and we're makingmajority of our money in this
(12:42):
next three months.
Speaker 2 (12:44):
Yeah, if you really want to make money in this
business, you need to maximizeyour opportunities.
I know I've said that a hundredthousand times on this one
episode, but maximize youropportunities during the season,
because come December, november, january you're not really
going to be doing anything Like.
You can rest in those monthsand that's kind of my philosophy
is I can work hard now and thenI'm not going to work for two
or three months out of the year,and that's kind of like what I.
(13:06):
What I've struggled with tryingto sink into these full-time
guys is hey, we only work 10months out of the year, so work
hard now, save your money andthen chill out.
You get a two-month vacation.
Speaker 1 (13:18):
Exactly.
And then that's another thingtoo, how we have it structured.
I got a guy, my full-time guy,ryan he full-time but I'd say
from middle of December tomiddle of January not much work,
but 11 months out of the yearyou're making in the good season
you're making a minimum of$1,000, average of probably
$1,200 to $1,500 a week andthat's pretty-.
(13:40):
That's like a minimum, dependingon how hard he wants to work,
and that's almost how you haveto set up.
You're like, man, I'm payingall this money out.
I'm like, yeah, but if he'sgetting 20% of the revenue
generated, you're making 80% ofnot doing the work.
And and then you get anotherguy out there and then you're,
as Clay, saying, hey, you'redoing, instead of having to like
hustle sunup to sundown byyourself.
(14:01):
You got two guys running foryou and it's costing you 20%.
So if they're making you$10,000 a week and you're paying
out a1,000 each one of thoseguys, there's $8,000 a week
coming into you with two trucks.
And I mean it may not be thenext growth stage.
That helped us, because evenwhen it felt like the spring was
(14:21):
super crazy numbers wise, wewere still making good
profitability, just becausethere's so much work to be had
and so much work out there.
And when you're payingemployees 20%, you can kind of
do the math on everything andsay, oh, wow, like we're all
winning in this game.
If you want to make 1500 bucksthis week, you're going to grind
a huge number like $7,500 aweek and then, combined, we're
going to be doing $15,000 a weekon our businesses and then I'm
(14:45):
going to be making off of that.
I'm going to be making $12,000in profit.
Speaker 2 (14:48):
Yeah, we do this, we do this to make money.
We don't do it to lose money.
So the numbers are so easy,like it's so much easier than
you think.
You see a big number.
It's actually easier to achievethan it's not In the $1,500
minimum.
That's very doable and veryeasy in the spring season for
sure.
Speaker 1 (15:04):
Yeah, we've definitely shifted more towards
and our average ticket isprobably like 520 to 560.
So we try to win what we can.
But it's not worth our timeanymore to show up for $300
because to me, if we're shootingfor that 1500, our target
that's four stops, four and ahalf stops, five stops for an
employee and that's gonna be anentire day with traffic and set
(15:26):
up time and all that.
So if, like when you're runningand you got multiple guys out
there, it's, I find, with an,it's way more efficient just to
charge a little bit more moneyand have them out there for
three jobs as opposed to have toscurry them around town and
they're getting stressed,they're, they're shortcutting
because they're like man, I'mworking all day long and an
employee is going to be a littledifferent than you or me if
(15:47):
we're running a truck all daylong.
So it's important that we likemanage their emotion and their
health, because there'll be dayswhere it's hot and then they're
like oh, I just can't do thislast job today, I need to push
it to the next day, and that canbe frustrating if you don't
have it set up correctly, withhaving the right help and almost
providing space and buffer forour guys to like be human.
(16:07):
And hey look, man, if fiveo'clock and you're like I can't
go to the next job, I'm notgoing to scream at them, we're
going to.
We're going to have to fitsomething in the schedule and
the margin comes by having extrahelp where we can just move a
job here and there.
Speaker 2 (16:21):
Scheduling is definitely a big deal.
You got to make sure thatyou're good at that stuff
because I think one day what wasit last, last week or not last
week?
Last month I had a job up inthe mountains and it was a
two-hour drive to my next one.
Like what was I thinking?
Probably two hours from my nextstop, and I had three stops
that day.
Speaker 1 (16:39):
So yeah, that's nuts scheduling could definitely
screw you up if you're notpaying attention of what you're
doing yeah, exactly, and I knowyou, you don't really take a
lunch break and I didn't reallyeither, but an employee is going
to take a lunch break.
Yeah, An employee is going tobe like well, I'm going to stop
and get something for 30 minutesand even if you don't tell them
that they're going to bake itin, because, hey, it's just what
(17:01):
they do.
Speaker 2 (17:01):
And you can't kill your guy.
It's an employee mindset, whichthere's nothing wrong with it,
but it's an employee mindsetversus a hustler and owner
mindset.
Speaker 1 (17:09):
Yeah and little things like that.
You kind of learn as you go andyou have employees and a team.
And like I remember the firstyear I had Ryan my guy.
He was great.
He was like super gung-ho,money motivated and but he also
didn't have a kid.
And then he had a kid last year, so he's got a young kid now?
Speaker 2 (17:26):
No, he's not motivated.
Speaker 1 (17:32):
Yeah, he's like.
He's like oh, I can do a $1,200day, but I'm not going to be
working until 7 pm.
So I had to adjust stuff andsay, all right, well, I got to
raise my ticket prices.
I got to try to bundle aservice.
If we were normally just doingthe house and the driveway,
let's throw the windows on toget an extra $100 here and there
.
So it's one less stop.
And it's kind of always beingable to change to keep up with
(17:53):
the times.
Because I was looking at mycosts are going up.
So it's important that thisyear we we make sure that we're
not charging people the same aswe were previously and and
eating that expense, because Iremember in 2020, like, my
bleach cost was 90 cents agallon and now it's like three
dollars.
Yeah, it's nuts.
Yeah, it's like 350 orsomething like that, something
crazy.
Speaker 2 (18:10):
And I believe we pay $5 a gallon Something huge.
It's $2.20 for me for a55-gallon drum.
Speaker 1 (18:17):
So whatever that math is, yeah, no doubt I'm trying
to do the math on that.
Yeah that's not fun.
Speaker 2 (18:23):
Yeah, the number game , the numbers.
It's a very easy game and it'sjust a little formula.
Just write it out on paper, say, if you want to make.
You know, depending on how bigyour company is you're a one-man
show or a two-man show.
You can always start small anddo it at a smaller scale and
then, once you realize it's somuch easier, you just kind of
keep bumping yourself up.
(18:44):
But I'm not happy unless I getthat 1500 a day average minimum
on my truck.
So if I can exceed that, I I'mhappy.
I'm jumping up and down andgiggling about it.
Speaker 1 (18:54):
Yeah, I'd say on us, on our end we average, but
sometimes we work six days aweek, just like we have
employees.
So if we work like a six day aweek and say we're doing like
2750 a day, say there's like asay, you got a truck running
$1,200 dollars.
One is running like fifteenhundred bucks.
It all kind of averages out.
But again it's.
This is the time of year youget so much volume where it's
(19:15):
like, how can you servicecustomers?
You get the repeats all come inand then you're like you look
at your schedule and we're like,oh cool, we're always at about
thirty thousand dollars and inlike scheduled work, just
because I mean it sounds like abig number.
But two, two trucks running twoweeks at $30,000.
Speaker 2 (19:32):
You soak up that work very fast.
Speaker 1 (19:33):
Soak it up very quickly.
Speaker 2 (19:34):
Yeah, I learned that running two trucks last year for
a little bit.
You soak that work up really,really fast.
You're like where's all my workExactly?
Speaker 1 (19:42):
You got to be on it, and that's why it's super
important to keep the pedal downwith running ads and marketing,
because you get these twotrucks and you're like, oh, this
is great.
And then you're like, wait, Ineed to have a week and a half
or two weeks of two trucksrunning full throttle, otherwise
my guys are going to be like,cool boss, what do we got on the
schedule today?
And they're like, oh wait, Idon't have enough for you guys.
I'm not going to lay you off.
(20:11):
So, like you almost have to.
I hear a weed eat my yard.
Yeah, it's like there's only somany times they can pressure
wash my house.
I've done that a few times.
Speaker 2 (20:13):
I'm like you can pressure wash my house for like
a hundred bucks.
I don't care, right?
Yeah, keep on.
Yeah, you want to learn how towash a roof?
Come here, yeah, definitely.
And then and then another,myself trying to be Superman,
and that is not what you want todo.
I do not advise it.
Make sure you're stayinghydrated.
The weather, the heat, will getyou quicker because obviously
(20:35):
you stay wet all day during theday.
Pressure washing you will getdehydrated, basically.
When that water hits you andthat sun hits you, you're going
to that.
That water evaporates off ofyou so it only makes you hotter.
You're just not realizing it atthe time.
So make sure every time youwalk to the truck you take a big
gulp of something it's true,yeah, and wear your sunscreen
and your sunscreen.
I'm bad about the sunscreen partbecause I like a tan, but I'm
(20:57):
already getting a little tanhere this year, with a little
bit of psycho weather that we'vebeen having should be starting
to pick up soon.
I believe this is a greatepisode.
We've hit a lot of good topics.
Uh, the lead flow should becoming in here crazy.
I know.
I've seen a little bit of apattern here in the last couple
of weeks and we're stayingpretty busy now I'm ready for a
(21:17):
consistent lead flow for sure.
Speaker 1 (21:19):
Yep, yeah, it is the best time of year.
I'm excited because it justseems like everything's finally
hitting, all that effort that weput in to keep advertising
flowing the whole year, thewhole winter.
And then when it just finallypeople are like okay, we're
ready, we've been seeing your.
And then it just becomes likehow can I throw all hands on
(21:39):
deck, on getting trucks outthere, making sure trucks are
running, making sure hosesaren't blown, make sure
employees are able to show upand do jobs?
And then it becomes a game oflike make sure there's no
callbacks.
So it's a different beast.
It's like congrats, yougraduated to the point of now.
You got to make sure that allthis busy work is being done
correctly and you almost have tohave a management role and
maintaining that reputation.
(22:00):
At that point it's likereputation and time management.
Those are the two likestressors of this time of year
for us.
Speaker 2 (22:07):
Consistently do quality work.
Consistently hit your numbersconsistently.
Get those five star reviews andyou'll be good.
Speaker 1 (22:13):
Yep exactly.
And it's funny too, because weall love to get our Google
reviews.
But the problem I'm runninginto is like you get Google
reviews and then your regularsare in and then so the google
reviews are are just like thesame person editing their review
, so it's like, okay, they'renot necessarily adding to the
ticker of how many reviews yougot.
It's just like oh, we've usedthem since 2017.
(22:34):
He's great.
I was like that's five missedopportunities I know you.
Speaker 2 (22:39):
You got to get those new customers in too, for sure.
Speaker 1 (22:42):
Yep, yep, or if you're doing commercial, that's
never going to be a review.
Speaker 2 (22:48):
Unless you build a good relationship with the
decision maker that you'reworking with.
Speaker 1 (22:51):
Exactly yeah.
And then once you get onereview from them, it's like, oh,
you may give me $100,000 towork, but if there's only one
point of contact I'm willing toget one review.
So this is a great time of year, just make sure what what you
guys did to get yourselves hereas far as the marketing, the
pushing, you continue it throughthe season.
So you're not in the middle ofJune, in July, when that spring
(23:11):
rush kind of dies off, in thatmiddle of the summer heat comes,
you guys aren't begging forwork, like clay always says.
You got a plan like threemonths, six months in advance
when it comes to whatever you'redoing today.
Speaker 2 (23:21):
Yeah, I'm just now seeing results of stuff that I
did three months ago.
So I mean, I think that's thebiggest part of success,
especially in this businessbecause it's so seasonal, you
got to be working, alwaysworking and looking ahead,
because if you're not, allyou're doing is going to be
spinning your tires.
If you're doing this and I knoweverybody has different goals
it's not a knock to anybody.
But if you're in this businessto do eight to 10 grand a month,
(23:41):
you're not.
I don't think you're pushing toyour fullest potential.
It's very, it's very easy to do15, 20 grand a month.
And if you're you're having anyissues getting there, fill out
our form of powerwashcoachcom.
Be happy to give you a coupleof pointers and see and maybe
answer a couple questions foryou.
Fill out the form onpowerwashcom should be a form
there me and matt will get getyour information.
(24:03):
We'll kind of reach out aboutwhat what you may be struggling
with.
See if we can't help you out alittle bit that's true.
Speaker 1 (24:08):
Yeah, a lot of times it's just a minor tweak and then
this time of year you're justnot putting yourself out there
the right way and then it isnuts.
You got people who have nobusiness running a business
making fifteen thousand dollarsa month just because it's the
season.
And it could be something assimple as posting on Facebook
groups or positioning yourself acertain way and all of a sudden
the phone will start ringingand you start getting calls.
(24:28):
A lot of times we see guysthey're struggling and they're
struggling because they're notdoing something correctly.
So it could be an easy tweak,whether it be just like
something they do on socialmedia for free, something they
do on Google my Business.
Not everything requires big,heavy investments and we both
started bootstrapped.
We both started without a hugebunch of money that we pulled
into this and we've been able togrow to successful businesses
(24:50):
where you put your business andmy business together and we're
taking probably a milliondollars in revenue out of the
market.
So we both are big players inour area, and we didn't do it by
just dumping a ton of moneyinto it.
We did it by growing it theright way, growing it
organically and building thereputation, and we were able to
do so in a fast amount of time.
Speaker 2 (25:08):
So I learned from the bad days.
Speaker 1 (25:10):
Yes, yeah.
Speaker 2 (25:11):
Yeah, definitely got to learn from the bad days.
I used to have bad days I'mgoing to blow out and it ruined
my whole day.
Bad days I'm going to blow outand ruin my whole day, but now
it's just a little minor thingnowadays.
Learn from the bad days, soakit in, figure out what's going
wrong, whatever and I mean Ithink that's been the best times
in my business because I'velearned so much through all that
bull crap.
You may think it's ruining yourlife at the moment, but soak it
(25:32):
in, love it and just learn fromit.
And I think that's what's madea lot of me and my company and
what they are today.
Speaker 1 (25:40):
Yep, and what you were stressed out about six
months ago is no longer going tostress you out now or
especially six months from now.
So whatever you're focused onnow that's scaring you or you're
upset about, or you're like, ohman, I don't know, think in six
months you're not even gonnathink about it.
Like stuff changes so fast, sooften and you grow as a person.
I remember like being so likeoh man, I can't hire anybody.
(26:03):
I got to do this myself.
And then I have a guy on andnow I I'm like cool, it's two
years in and getting goodreviews, growing the business,
like like people are able to dostuff.
So if you're B, like you'reBHAG, if you're like scared of
making that move to either gofull time like it's a lot easier
than you think and you're inyour own way usually about stuff
, or say you're bringing on anew guy and you've never had an
(26:24):
employee before.
Bring that guy on.
What's the worst that can happen?
You have to go back and touchup some things.
I mean, like a lot of timeslike the act of thinking about
doing something is scarier thanactually doing it itself.
And if you push yourself andput yourself in the hole where,
like Clay was saying, man,today's a terrible day,
everything's going wrong, likeyou get used to that and then
it's no longer a negative andthen that's growth.
(26:46):
And then you say, oh cool, mytruck just had this issue, I
know how to fix it.
Or like, oh, the O-ring is gone, I know how to put a new O-ring
in.
Or a hose blue, I have areplacement for the host.
Like, what used to wreck a dayis now whatever business is
normal.
Speaker 2 (27:01):
Yeah, if I fix it, what used to wreck a day is now
a five or 10 minute fix.
Speaker 1 (27:05):
Exactly.
I remember I had a brand newmachine employee backed it up
and there was a unloader thatwas sticking off the pump and he
hit a tree with it and itsnapped the unloader and the
mail bar off of the pump.
So brand new Honda GXx690 eightgallon machine, four thousand
dollar machine, not 10 hours on,it are cross-threaded the pump
(27:26):
of course you call the vendorand they're like oh yeah, you
just need a new pump on that.
And I'm like what?
Internally?
I'm like okay, my employeeshere, we got a big day ahead of
us, we got a full week booked.
I can't drop everything andhave this machine replaced and I
don't want to spend four grandto fix a machine.
That's perfectly fine.
So we just threw a bunch ofTeflon tape on it, shoved it in
there and we're on our way.
Meanwhile it didn't blow up onmy employee.
(27:49):
I was like, well, shit happens.
Well, let's figure this out,let's not get upset and we're
able to just throw so that wouldhave been something.
Three or four years ago I wouldhave been like I gotta call and
cancel these.
I gotta cancel these jobs.
I don't know what I'm gonna do.
I gotta go do this.
I gotta make some likeimpulsive, rash move.
But the longer you're in thisgame, the easier it gets, the
easier your.
(28:09):
Your threshold is of likeovercoming failure or whatever.
What failure?
The only thing I believefailure is is quitting anyways.
So it's like like 100%everything can be overcome, and
the longer you're in it, theeasier it is.
Speaker 2 (28:22):
Yep, it only gets easier.
I can assure you and I see alot of these I'm not knocking
anybody, but a lot of these parttimers working a full time job,
calling yourself a businessowner go ahead and quit your
full time job.
I promise you you will bebetter off.
You're putting more effort intoyour business.
Your business will be moresuccessful.
That's part of being anentrepreneur.
That's part of being a businessowner.
(28:42):
If you want to call yourself anentrepreneur and call yourself
a business owner, you need toquit your full-time job.
Put your fullest potential intoyour business and do what
entrepreneurs do.
Speaker 1 (28:53):
It's all about risk-taking, and the biggest
risk you can take is staying inthat job and not going out and
doing your own thing, becausethat's where you're in complete
control.
Whether you win or lose is inyour hands.
If you have a job, yourcomplete control is in the owner
of the company's hands and theycan fire you for no reason and
you're not maxing out yourpotential of building your
(29:15):
business to how you want it tobe built.
Speaker 2 (29:17):
And to me it's like.
Speaker 1 (29:18):
Hey, I.
I rather run a hundred percentin my own lane and win or lose
on my terms, then be dictated bysomebody under the false guise
of safety of a salary, because Imean in today's world, you
could get fired tomorrow andyou're going to wish if you got
fired.
Yeah, you're going to be.
You're going to wish, if yougot fired, that you were going
all in on your business andyou're at a different level than
(29:39):
you are today because you choseto play it safe.
But playing it safe is notgoing to get you ahead.
Speaker 2 (29:45):
Yeah, I mean I quit a six-figure job to do this, so I
took a major risk.
I mean, who the hell would haveknown I'd have been in?
I mean, obviously it's asmaller scale than what I was
used to doing, but still I meanthat was the risk I take.
That's part of being anentrepreneur, that's part of
being a business owner.
And everybody goes back to oh,I have a family.
Well, I have a family too.
If you love and care about yourfamily and you work hard enough
, you're going to do great.
(30:07):
You're going to figure it out.
You're going to do what ittakes to make sure your family's
fed.
Speaker 1 (30:19):
Exactly A lot of times like's a great quote I
heard too.
The worst case scenario of youwalking into your own, into your
own business is you have to goback to the job where you're
sitting at now, Like that's theworst possible situation.
Speaker 2 (30:32):
We're only running out of time too, so I don't want
to be on my deathbed and belike damn, I wish I would have
tried, or you know, that's just.
That's just the way I think,man, I could be gone tomorrow.
Speaker 1 (30:41):
I mean heck, I got.
I got a bit by a mosquito lastyear and I almost died.
So I ended up with brain injuryand inflammation that had me in
the hospital for two weeks and Ihad a business that was able to
run itself because I made therisk of going out on my own,
made the risk of havingemployees in place and made the
risk of doing everything that wetalk about in this show, and I
(31:02):
was able to sustain myselfthrough a crazy injury that I
was able to bounce back from.
But it took six months of menot being able to drive to get
over just because of the loss.
Like that is that's nuts.
If I, if I, didn't choose togrow and get off of the truck
and make a business for myself,I would have been completely
screwed because I was unable todrive and I was in a hospital
(31:23):
for almost a month.
Speaker 2 (31:25):
Unless you have really good insurance, you're
screwed.
Speaker 1 (31:27):
Yeah, and even if you have good insurance, how are
you going to replace your livingexpenditure?
Insurance ain't going to coverthat much and you look into,
even like the disability stuffthey'll give you crap.
Speaker 2 (31:37):
Yeah Well, my insurance guy the other day was
telling me about some kind ofstuff where they would
completely cover it if somethingwere to happen.
Speaker 1 (31:45):
so I still need to see what that what that's about
yeah, yeah, I had a because Ipay for a short-term disability.
I guess that would be like ohyeah if you get injured and you
make x amount a month.
We're going to pay for that,but the stipulations and the
blueprint or the fine print waslike unless yeah it's like, oh,
unless you're, you're out forlike three months, it's not
going to come in you better readthose little letters yeah, the
(32:08):
the fine print is like oh, ifyou just need coverage for like
a month.
It's not worth it.
Or my guy was like well, if youtap into it, your premiums are
going to go through the roof, soit's not going to be worth it
right, right.
Speaker 2 (32:19):
Well, I feel like we've covered a good bit today,
matt um, as always, it's awesometo get on here and try to teach
people.
Let people learn.
If not, they don't learn.
It's always good chat andobviously we chat during the
week, every day.
Learn from each other.
Try to help each other grow ascompetitors, always bidding
against each other.
We've been sending each otherleads all week.
We've been bidding against eachother all week I know that.
(32:40):
But uh, yeah, guys, if you wanta job, reach out to me, be happy
to talk to you.
See, about teaching you aboutthis business.
You can learn from the best thewash daddy if you want to learn
how to do some washing, uh, but, yeah, matt, uh, you got
anything else for these guys?
Make sure you follow us on uh,facebook, youtube, spotify,
apple.
Speaker 1 (32:57):
Yep, do it all If you're struggling with a
business, go to our website.
Yep, we're going to be, yeah,powerwashingcoachcom.
As far as downloads go, we'reprobably going to be at 3,000
downloads by the end of thismonth, so appreciate everybody
supporting us and sharing itwith your friends, and these
lives help and we like tointeract, so we'll definitely be
on the chat, as you guys arewatching us on Sunday this week,
(33:19):
every Sunday, we're going to bedropping these episodes, so if
you guys want to interact withus, make sure to get into the
chats and check it out probably7, 8 o'clock at night on a
Sunday, but we'll post in ourFacebook group.
So stay in the Facebook groupfor the Wash Bros and we'll be
there and looking forward tohelp out and seeing everybody
kill this week as they have inthe past and getting ready for
spring Heck yeah help out andseeing everybody kill this week
(33:40):
as they have in the past andgetting ready for spring, like,
yeah, we'll see you guys soon.
Speaker 2 (33:42):
Make sure you follow us on the facebook page, join
our facebook group.
Like matt said, we're liveevery sunday night on our
facebook page and you can chatwith us there oh yeah, sounds
like a plan and I'll, as always,we'll.
Speaker 1 (33:55):
We'll see you guys next week and listen to this for
the the week and kill it likealways.
But if that's it, I'll drop theoutro and we'll see you guys
next week.
Speaker 2 (34:05):
Peace out, see ya.
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