March 30, 2025 • 43 mins
Spring has arrived, and with it comes the busiest season for pressure washing businesses. Yet some companies thrive while others struggle—even with increased demand. What separates the winners from those left behind? In this candid conversation, Matt and Clay break down the critical factors that determine success during the pressure washing "game time."
Many contractors sabotage their spring season by focusing on the wrong priorities. Rather than concentrating on highly profitable services, they dilute their efforts with time-consuming, lower-margin offerings like gutter cleaning. The math is simple: would you rather spend three hours on one gutter cleaning job or complete three house washes in that same timeframe? Smart operators maximize their hourly revenue by staying focused on core services when demand peaks.
Another common mistake is discounting during high season. This practice not only diminishes profits but attracts price-sensitive customers who will forever expect deals. Instead of competing on price, successful companies establish value through consistent marketing, professional systems, and exceptional service. They understand that today's results reflect yesterday's marketing efforts—which is why they maintain visibility year-round rather than turning advertising on and off seasonally.
Technology adoption creates another significant advantage. Using CRM systems with automated follow-up sequences recovers thousands in otherwise lost revenue from prospects who simply forgot about their quotes. The most successful operations combine modern equipment, systematized processes, and customer-focused marketing to maximize daily output while delivering excellent results at fair prices.
Ready to elevate your pressure washing business this season? Join the Wash Bros Facebook group for direct support, ask questions about implementing these strategies, and subscribe to hear more tactical advice from two operators who've scaled their companies from startup to six-figure monthly revenue.
https://www.facebook.com/WASHBROSPODCAST
https://www.facebook.com/mattdrivewayguy
https://www.facebook.com/c3pressure
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C3washpros.com
mattthedrivewayguy.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:30):
What's up, guys?
It's Matt Jackson and ClaySmith, and we are the Wash Bros.
Welcome to the eighth episodetoday, and for this one, we're
going to be talking about kindof what to focus on.
This is springtime, so we wantto tell you how we focus and
like what we avoid and whatwe're trying to focus on, and
this is like game time forpressure washing, so we see a
(00:50):
lot of guys kind of bullshittingaround this time of year,
focusing on the wrong things,and what separates us from a lot
of other people is we're reallylaser focused on what we're
doing, so I'll, like I'll, letclay kick this thing off, uh and
uh, you, you can lead into thisone.
Speaker 2 (01:06):
So Okay, great, yeah.
First and foremost, I want tothank everybody, as always, for
listening, downloading all ofour content, checking us out,
following us, listening to allof our other downloads, all of
our other episodes and kind ofjust seeing seeing our journey
here, cause that's kind of whatwe've documented.
I appreciate everybody forlistening, in tuning, in, asking
(01:27):
questions, giving us a comment.
Make sure you comment ifthere's something that you have
as far as an idea or somethingyou'd like for us to cover,
because, more than likely, we'vealready been through it and I
think this is a great episode weeasily get distracted on other
things.
I mean everything else going onin the world and then,
(01:51):
obviously, getting caught up inall the other people, the gurus
online on what we need to bedoing.
If you get caught up in thewrong thing, you'd be wasting a
lot of time, and we all knowthat time is money.
You'd be wasting a lot of time,and we all know that time is
money.
So, focusing on the wrongthings in peak season, I think
it's a great topic.
I think it's very importantbecause, like I say, time is
(02:15):
money and you can easily getdistracted.
So I have seen a lot of peoplehere recently.
It's almost like I don't knowhow to explain it we're we are
in peak season.
Now you can almost you can havea heartbeat and find work.
However, I see a lot of guys areoffering discounts, which
(02:36):
there's no reason we should beoffering discounts right now.
Um, maybe that's just theirtype of marketing, but there's
no reason we should be offeringdiscounts.
See, a lot of guys that arepressure washing companies that
are focusing on cleaning gutters.
Um, which is, I mean, I getwhere exterior cleaning
companies, but instead of tryingto knock out gutter cleaning
(02:58):
that's going to take.
You know, I don't, I don't.
Depending on the difficulty ofthe house, you can spend two or
three hours cleaning gutters.
I'd rather spend two or threehours cleaning two or three
houses.
So time is money.
How are we managing our time tomake sure we're making the most
money?
Speaker 1 (03:18):
Yeah, that's, that's great and it's funny.
I'm in my basement and ofcourse I see a little mouse
running around my floor, so I,if I if I screech, it's because
they're biting my toes, um.
But I was like, oh shit, what'sthat shadow?
And it's a little baby mouse.
Um, yeah, that's a great pointbecause, like, we'll talk about
this a lot too.
(03:38):
You see guys online and they'reposting about hey, we're doing
gutter cleanings or we're doinglike these.
We're posting about servicesthat aren't like really highly
profitable or relevant to thespring season.
This is the time of year when,like the high profitability, the
good customers come out.
So we need to be focusing onposting about that, talking
about showcasing like, hey,we're cleaning these projects
(03:58):
that we want people to hire usfor.
We don't want to say we'recleaning out gutters, we're
doing stuff that people do inthe cold seasons just to fill
work and fill labor.
And, too, like you said, withdiscounts.
You don't really want to bepushing that whole discount
thing, because then you're goingto be attracting those
cost-focused type customers whoare like this guy's offering a
discount, what can you do?
(04:19):
It's like no, we don't do that.
It's like we're cleaning yourhouse and we're cleaning
everybody else's house.
This is the busy season.
It's like discounts are fine ifyou need work, but this is the
time of year where you don'tneed to be pushing that.
Speaker 2 (04:34):
Yeah, 100%.
I mean, if you're offeringdiscounts, you're going to be
attracting the cheaper customers.
You attract the cheapercustomers You're going to.
Obviously, when you do work fora customer, there's a great
possibility they're going tocall you back and they're going
to always expect cheap.
And our and and our goal asbusiness owner is is how can we
catch that customer?
(04:55):
It's almost like fishing howcan I get ahold of that customer
and how can I keep thatcustomer and how can I keep
farming that customer?
So, once you keep farming thatcustomer, if that's your goal,
then, like I say, they're alwaysgoing to expect cheap and
they're always going to expect adiscount.
Well, what kind of promotionsare you running this month?
It's almost like me callingPapa John's and saying, okay,
what are your deals on yourpizza?
(05:15):
Because they're always offeringdeals.
So every time I call PapaJohn's I'm like, okay, what,
what deals are you running onyour pizza today?
Exactly, that's the kind ofcustomer that you're going to
get, if that's the way youmarket.
Speaker 1 (05:27):
Yeah, you don't want to be the cheap guy.
And a lot of times social mediathis is such a saturated
industry and market.
Now I'll see guys posting inthese groups hey, can somebody
pressure wash my house?
And there's 500 comments ofpressure washing companies
saying I can do it, I can do it,I can do it, I can do it, I can
(05:49):
do it today, I can do ittomorrow, Like begging for work,
and in my opinion, that isreally lowering your value in
the busy season.
And I'm all about like hey,getting yourself out there,
being seen on social media, butI think the ship has sailed
there.
And if guys are over herebegging for work or coming off
as begging for work, you'repositioning yourself to be
desperate and giving discountsand I think that lowers the
value of your company.
And because because let's behonest, if somebody is going to
(06:14):
go through for a housewash thatshould be a $300 housewash and
call five different companies,that's not a customer you want
to deal with.
You want to deal with somebodywho goes to Google or who's like
hey, I like this guy, I'm goingto call this guy, I'm not going
to ask a million questions, butif somebody off the bat is
asking for the cheapest priceperson on a forum and all these
(06:35):
people are responding andthey're reaching out to these
people.
That person is going to be apain in the ass to deal with and
they're going to choose youbecause you're cheaper than the
other guy.
Speaker 2 (06:43):
Yeah, I had a guy reach out yesterday I think I
shared this with you, Matt, andhe I gave him my minimum charge
price because it was a small job.
And then the guy was like, well, can you meet me at 270?
I'm like, um no, I know it wasjust, our minimum charge is $300
or whatever.
So, um, I know it was just $30,but if you start doing that to
(07:08):
customers then they basicallyare not seeing value in your cut
.
It's almost like a disrespectthing for me.
Even if it's $25, I don't care,I'm not giving you a discount
because I see work in my company.
Speaker 1 (07:21):
And another thing is reframe that.
This is what I'll do.
People are like, hey, if I canget my neighbors in, do I get a
discount?
I said, yeah, you'll get adiscount, but you're bringing in
work.
So therefore you're raisingvalue in what they're
negotiating on and instead of medoing a $300 job if I can do,
hey, if you want that $270,bring your next door neighbor in
(07:43):
and then for me I get to be inone location and make $540
versus 300 bucks.
And that's where it's okay tonegotiate, but I'm not just
going to take money off thetable because you're asking me
to take money off the table.
Speaker 2 (07:56):
Yeah, those are not the people I want to work for.
If they're already asking for adiscount up front, that just
means like more than likelythey're going to be a headache
to begin with.
Speaker 1 (08:06):
Yep, up front, that just means like more than likely
they're going to be a headacheto begin with.
Yep, you're probably not goingto get the google review, you're
not going to get therecommendation and they might
not call you a bin becausethey're going to call yeah there
and there's people I don't knowand I find in my experience in
these groups they love liketrying to find and use a new
contractor every day, like, oh,I want to find the new guy and
use it.
It was like when I was at thecar lot there would be customers
who want to find the newestsales rep because they know they
can dick them around and get adeal.
(08:28):
And that's almost that's almostthe same thing when I would like
what I see in these groups.
These people are like oh, Ijust, I want to hire the new guy
.
I'm like you're hiring the newguy Cause you think you can get
the best, best money for all ofthe effort that he's going to
have to put into your house.
Speaker 2 (08:43):
Yeah, they want to support a new business.
So definitely, if you're newer,getting into this stuff, just
watch out for people like that.
There are plenty of red flags.
Also, there are a lot of people, a lot of the new guys.
If you're a new guy, let mejust go ahead and say this while
I'm thinking about it If you'rea new guy, make sure you're not
clicking on other pressurewashing businesses ads and
(09:05):
calling them and asking them andtrying to pretend to be a
customer and asking what they'recharging.
If you need a guideline on whatto charge as far as pricing goes
, please message me or Matt andlet us kind of help you there.
I know there's a lot of peoplethat are listening, a lot of new
guys.
If you are in that position, donot click on anybody's ads.
(09:28):
So basically, what you see atthe top are ads like on Google
when you search for pressurewashing companies, and anytime
you click on that, it's costinganother company anywhere from
$50 to $120, depending on whatkind of words you say and what
kind of words in theconversation that Google picks
up could be costing you money orit could be costing the people
(09:49):
you're calling money.
So maybe it's something that meand Matt could come out with to
kind of give everybody aguideline.
I know we're working on a fewthings behind the scenes to try
to help people, give peopleguidelines, but if you can,
please just reach out.
We're here to help help.
Speaker 1 (10:02):
That's why we started this podcast correct and you
can and and we talk about thistoo it's like you want to secret
shop somebody.
A lot of times try to createlike a positive relationship
first with the person.
Or you say, instead of going toyour my business page for
pressure washing, why don't youtry to go through the wash bros
(10:23):
group where we can talk to you?
Hey, this is like I'm not.
I can turn my brain off fromsaying, is this a potential
customer?
To.
Hey, this is somebody thatwants to help pressure washing.
And it's a completely differentenergy, like you're not wasting
like business time.
You're saying, oh cool, thisguy is a supporter of the show
and we want to help you out.
It's a completely differentenergy than like being kind of
(10:43):
weird and shady behind thescenes saying, hey, how much is
it to pressure wash this house?
And then we spend time andenergy thinking, okay, this is a
quote, I have to turn to get acustomer's job, only to realize
that, okay, thanks, no problem,you were just secret shopping us
.
Speaker 2 (10:58):
Nine times out of 10, I could sniff you out and I'm
going to call you out every timejust because you you.
I know that you're costing memoney and I know you're not a
customer, but please shoot us amessage.
On the wash bros podcast page.
Also join the wash bros uhfacebook group on facebook.
It's called the wash bros umand it has our logo.
Join that um.
There's an open discussionwhere me and matt can help you
(11:21):
out there.
You have any questions.
There are some other uhpressure washers in there as
well.
Matt can help you out there Ifyou have any questions.
There are some other uhpressure washers in there as
well that can help you.
That's the wash bros group.
On.
Speaker 1 (11:30):
Facebook, exactly.
And two, by having it small andus kind of moderate it, uh, we
can avoid the nonsense that yousee in these big Facebook groups
, where it just becomes a bunchof a bunch of people who have no
idea what they're talking about, giving you opinions about
stuff that they watch oneYouTube video, or they've been
doing it 100 times this way,with a red tip, and they think
(11:50):
they're an expert at pressurewashing.
So the value of our pages arethat we're in control, so we're
curating the content.
Speaker 2 (11:59):
And just to give everybody a volume of work we're
doing me and Matt are doinganywhere from 60 to 70 jobs a
month right now and then comeMay we'll probably be doing
upwards to 100 to 120 jobs amonth.
So that's the kind of volumewe're doing.
If you're trying to get to thatlevel, join.
We'll give you all the tipsthat we got, and my favorite
saying is we can lead a horse towater, but we can't make it
(12:21):
drinking.
Speaker 1 (12:21):
So we can tell you all the things we're doing yeah,
and and especially, it's funnybecause people try to hold on to
like knowledge and informationlike it's some uh, like sacred
thing.
It's all shared and it's allshared like we.
We pretty much do the samethings each other.
(12:44):
We just put our own spin on itand that's how most companies
operate.
So don't be, don't, don't belike, well, this is, this is my
trade secret.
I ain't sharing nothing.
That's not what's important,especially with AI nowadays.
Like we have all the knowledgein the world, we don't have to
do anything, but it's theapplication of that knowledge is
what's separating you from us.
So, if you guys are on thefence or you're overanalyzing
(13:06):
yourself, like it's not hard,we're telling you exactly what
we do every single week.
For last two years, we've beendoing this podcast and it's not
a complicated business, but theapplication of the knowledge and
us doing it, and not overanalyzing ourselves and
questioning and being like, oh,there's a better way.
It's like, just do it becausein the c word consistency that's
(13:27):
huge.
Speaker 2 (13:28):
Consistency is huge and we say it, I say it every,
every episode, at theconsistency.
Speaker 1 (13:33):
Yeah, we're consistent at saying consistency
, it's perfect but people arepeople this year are going to be
complaining about being slowbecause there's so many people
in the market.
There's so many people that gotinto this when the economy was
really hot and anybody couldpressure wash, and now people
are running into money issuesbecause the economy is not the
greatest.
And this is what's going toseparate the guys who are going
(13:54):
to last from the guys that aregoing to have to get jobs again.
And that's why we stress hey,consistency, what are we doing?
We're not starting our ads inMay, expecting to be busy and
have a good year.
We've started them when westarted our businesses and we
hadn't turned them off.
Clay's super consistent atkeeping his ads running and he's
going to have a smoke show of ayear because he's running ads
(14:14):
and nobody else has been runningads.
So, like when everybody wasdistracted doing their Christmas
lights or everybody'sdistracted doing this over here,
we've been super consistent onrunning and pushing our
messaging out.
So this is the time where we'reseeing the results.
So, if you're like, oh, how areyou guys getting so much work,
it's like we're farming ourcustomers.
We running ads, we're gettingin front of people, we're
positioning ourselves the rightway.
(14:35):
We're not over here talkingabout cleaning out gutters.
We're not over here talkingabout doing nonsense stuff.
We're like fleet washing we're.
We're focusing on what's reallymoving the needle in our bread
and butter business yeah, goingback to the last episode too,
the myth um, the myth episode.
Speaker 2 (14:52):
I was just kind of thinking just now when you were
saying that, focusing on thewrong services and stuff like
that.
Um, you know, a lot of peopleare focusing on the Christmas
lights and I think that's agreat revenue driver, but we
work hard enough during the year.
Um, you know the 10 months outof the year that that we watched
?
That I don't think you.
You don't necessarily have todo Christmas lights.
(15:13):
If you work hard enough and youfocus on that one thing, that
one service, and get really goodat it, and then figure out how
to get more customers and so onand so forth about how to move
the needle, then you don't haveto worry about Christmas lights.
Um, cause we do so well.
I mean we I don't know Matt, Imean we separate ourselves so
well in the market.
Speaker 1 (15:32):
I don't know, matt, I mean we separate ourselves so
well in the market, in myexperience even talking with
other entrepreneurs that aretrying to do 10 different things
if you could just find that onegood thing and you could get
(15:53):
really good at it and you couldset yourself apart from
everybody else, you will go sofar.
Yeah, exactly.
And again, it's one thing ifyou have okay, I want to focus
on Christmas lights, but I'mstill running a team driving
forward with pressure washing.
I think the problem becomeswhen you have to stop one thing
and then you start somethingelse.
If you're like, hey, we'rerunning two trucks year round
with pressure washing and thenwe're running Christmas lights
in the Christmas light seasonbut we're not putting our taking
(16:14):
our feet off the gas withpushing our pressure washing,
that's no problem.
But the problem is like, ifyou're an owner operator type
and you got to do everythingyourself and from like the end
of August on, you've reallyshifted your business from like
pressure washing to I'm puttingup Christmas lights and, yeah,
it's great, you get all yourmoney in, and then in January
you're taking them down, andthen you're sitting here in the
(16:35):
springtime like why don't I haveany pressure washing work?
I was like, yeah, from Augustthat ramp up into Christmas
light season and then you'recoming out of that and then you
haven't really done much movingthe ball forward with pressure
washing and even if you think,oh, I have repeat customers here
, all those customers are goingto be taken by guys who have
been pushing and marketingtowards those customers.
(16:57):
And I've got friends and I seecustomers who they're like yeah,
this guy was pressure washingbut now he's doing everything
else and like I kind of wantsomebody who solely focuses on
pressure washing.
It's almost like devalues theircompany.
If they're like it's like oh,this is the season for this,
this is the season for this.
Then, if they're like it's likeoh, this is the season for this
(17:19):
, this is the season for this,then you become a handyman
essentially, and you're not likethe expert in the field and
that's what clay and I shoot tobe.
They're like, hey, we want tobe the leaders and like we focus
full-time year-round.
This is, this is our gig, and Ithink that's you.
You find out like the theharvest season is this time of
year.
So if you're looking around andyou're slow and you're
wondering why you're slow, it'sbecause you haven't been pushing
in the slow season like we havebeen pushing yeah.
Speaker 2 (17:42):
So a lot of guys, when they were not getting the
phone calls, they just go dowhatever, enjoy their time off.
Or just consider it time offlike, okay, it's slow, I'm not
going to do anything.
And then they still want in twomonths later that it's slow.
I'm not going to do anythingand then they still want in two
months later that it's slow.
And the reason that it's slowis because you're not doing your
part in marketing.
Uh putting, no matter what'sgoing on, no matter how much
work I got, I'm still pushingenergy into my business.
(18:06):
No matter how slow it is, I'mstill trying to find ways, even
if it's something that's notgoing to work out until six
months from now.
I'm always pushing, alwaystrying to make relationships,
always seeing if I can betterthat ad, if I can reword
whatever on my website to helpmy SEO, to find better work
insurance I don't know anythingAlways working in the business.
(18:29):
Just because the phone's notringing doesn't mean I've
stopped working.
Speaker 1 (18:32):
Exactly Because and I think too people people have it
backwards, like it's almostlike going to the gym or
exercising.
If you go to the gym for twoweeks, you're not, you're not
going to notice any change, butyou've been going there for a
year or two years consistently.
Somebody's going to look at youand say like man, you've been
working out Really and you'relike I've been doing it for two
years, but they're not going tonotice that if you just started
(18:55):
going for two weeks or threeweeks.
So how is it any different whenwe're starting to market our
pressure washing business?
We're running ads, we're doingFacebook stuff, we're putting
the 1% of effort that we do tomarket our business in the busy
season, to try to grow ourbusiness for pressure washing,
and I'm like this is ayear-round gig.
You can't, you can't focus onjust saying I'm gonna turn it on
(19:18):
and turn it off, turn it on andturn it off.
Clay's really good at keeping itconsistent and keeping, like,
his ads wide open.
Whether he's losing money onthem or earning money on them,
there's still a return long term.
There's like a a net positivereturn for just keeping them
open and spending money on adsand being seen.
Because I remember in thewinter I'd look pressure washing
anything and Clay would be atthe top, meaning he's spending
(19:41):
money and nobody else isspending money.
So like you get rewarded by theactions that you take, and
those actions are not fun whenit's slow, but this time of year
you're like I'm slammed, I'mbusy, and then you're going to
be busy until wintertime andthat's because you just keep the
(20:02):
pedal down and you're not onand off, on and off, on and off.
Speaker 2 (20:03):
Yeah, it's very hard to just log out and log in
without having a what I calllike a big business, so like if
you don't have your businessrunning for you, which I think
that's everybody's goal.
I know that's mine and yourgoal is to eventually have all
the moving parts running withoutyou having to do anything or
touch anything or whatnot, andjust draw a check later on.
But it's kind of hard to justturn everything on and off, and
(20:27):
I think that that's what we workhard for, is we work hard to at
least get to that point, and Idon't think that you can let off
the pedal until you're there um, which I don't think you'll
never fully be there but youknow, if you can walk away and
go on a two-week vacation, yourbusiness run itself and you
hardly get any phone calls andyou don't have to worry about it
I think that's when you'veofficially been able to turn
(20:49):
your business off or um clockout or whatnot.
Speaker 1 (20:53):
Yeah, and by that we don't mean we're not running ads
, we mean we have somebody inplace as an employee who's doing
it for us.
So there's no such thing as, oh, once you get word of mouth,
you're good.
Once you get businessestablished, you're good.
If you've done this much moneylast year, you don't have to
market the next year, I'm like.
If you don't have to market thenext year, I'm like if I turned
off my ads, I'd probably dolike 70% of what I did last year
(21:15):
.
And that's the reality of thebusiness.
Speaker 2 (21:22):
It's like we've talked about before the richest
companies in the world advertiseWalmart, they advertise Coke,
they advertise Pepsi, theyadvertise your, your, big your.
I mean any of your biggestrichest companies in the world.
I mean Apple.
They even advertise Um.
So think about it that wayEverybody advertises.
Just because I don't know thatphilosophy is really, I've I've
(21:46):
never understood it Like thepeople I'm.
I understand that there's somelike trades, um, like special
things, things that don't needto know advertisement, but in a
saturated industry, you need tofigure something out because
somebody like me or Matt that'sreally good at marketing,
they're pretty much going tosweep up most of the market just
(22:07):
because we're always in frontof people's faces, and I think
that's the main goal.
Speaker 1 (22:12):
Yep, and there's a house I do every year and the
guy's like hey, you send me anemail and I pressure wash it up
up in like heartwell, he's not.
He's not, he doesn't live there, he lives in nashville.
And he's like for the love ofgod, I can't figure out.
Like my landscape guy, do youknow any recommendations?
I can't find his contactinformation and I send him a
(22:33):
every year follow-up that says,hey, like we cleaned your house
today of last year, you want toget us on the schedule again.
So he's like absolutely, thisis perfect.
And then he's like I can'tremember the guy who cuts my
grass, do you have a guy?
So I was able to get this guy'sbusiness because he's a rich guy
, a busy guy.
And if he looks at his inboxand he says, oh, cool, the
pressure washer guy, hey, youwant to want us to clean your
(22:55):
house again, he's like yeah,sure, like no thought process,
thousand bucks right there, justfollow up and his land, get his
landscaping guy.
Same type of service, same need, same time of year.
He, uh, he didn't know becausethe guy didn't have a followup
with him.
So he's like I don't know theguy, do you know somebody else?
So that's a lost job forsomebody else because he didn't
have a system in place to remindthat guy hey, pressure wash
(23:17):
your house or landscape, getyour landscaping done, and.
And that guy could have beendoing it for five years, but the
guy just simply misplaced it.
If I refer him to somebody whouses the system like we do and
has follow-ups and he's likecool, easy.
Therefore, you lost thatcustomer.
Speaker 2 (23:39):
Yeah, and having a CRM takes you and separates you
so much farther than everybodyelse.
Even if you don't have theautomated stuff, just the
communication part of it, itseparates you from probably 90%
of the rest of the market.
I mean, there's not many guysin our industry that I know that
use a CRM, a database thatkeeps up with all that,
basically invoices, the customersends them a receipt, works as
a merchant and definitely worththe money.
(24:01):
It's just one of those thingsyou have to invest in as a
company if you want to setyourself apart and be
professional, and it helps you.
You don't lose the customer'sinformation either, and I think
when I first started I wasworking out of a notepad and a
book and it's just so hard tofind people's information
working that way and I don'tknow how anybody does it because
(24:22):
I'm so OCD.
So the CRM helps so much.
Speaker 1 (24:27):
One thing, too, that I started up with Housecall Pro
and you might as well is likecalled a pipeline feature and
it's like 75 extra a pipelinefeature and it's like 75 extra
dollars a month and I'm like man, do I really want another
reoccurring charge?
But every estimate I creategoes through like their pipeline
feature and it automates followup.
Emails, follow up text blast,whether it be on the job side,
(24:50):
if the job's like approved butit hasn't been scheduled yet, we
can automate follow ups likethat.
Or like getting invoices paidthe invoice hasn't been paid.
It'll create follow upsequences and it's probably
gained me like three or $4,000just following up.
Because, like you were sayingthe other day, clay, you just
reached out to people of quotesthat you sent early in the month
(25:12):
or last month and they're likecool, yeah, put me on the books,
I forgot about it, I'm ready.
And and the automation of theCRM house call pro that we use,
it's like the same feature.
I've had people that are likeI'm not ready yet, waiting on
pollen, but we're going to gowith you.
Cool, thanks for letting meknow.
And like if I never had afollow-up or if I never
personally reached out, I wouldjust say oh, that person just
(25:33):
didn't use me.
Speaker 2 (25:34):
Or that person may have forgotten.
Speaker 1 (25:35):
They're like who was that pressure washing guy?
And then they go to Googleagain, fill out a new lead, and
then they talk to somebody elseand that person says it's the
right time for the customers,the right time for the uh, the
business owner, and they takethat business.
It's like what are, how muchmoney are we leaving on the
table because we're not choosingto modernize our systems and
use automations or CRMs or stufflike that?
Speaker 2 (25:57):
And here, come May, you're not going to have time to
even do that.
So now that you have theautomation in place, it's still
like like what it's called?
It's called a pipeline.
It keeps that pipeline goingand you're not even having to
touch it, it's automated.
And I think that's what reallyopened my eyes the other day.
Going, I mean, I was just I hadgot off work a little early, I
was just trying to find a way tobe productive and that's what
(26:19):
I'm always do keep my foot onthe gas, no matter if I get home
early or not.
A lot of people are just goingoff and doing whatever they want
to do the rest of the day.
But I'm working to at leastfive or six, at least five or
six every day, just trying tokeep my pedal, the floor, trying
to keep things moving becauseit pays off in the long run.
And I was like well, I'll justshoot these people.
Look at my estimate, see, I had, like I had a ton of estimates
(26:40):
still out.
I'm just like what the crap?
So I sent a bunch of and Ithink out of 20 something open
estimates.
I've booked six jobs withinlike an hour.
So it just people get so busy.
They'll fill out your formonline.
They'll call you, whateverthey're cause it's just on their
to-do list to get quotes orwhatever, and you may be the
only one that reaches out, andthat's how you get the job.
(27:01):
You know, if you give them afair price, you're the only one
that's communicating, you're theonly one that's following up.
They're like okay, well, he'sbeen precise with communicating.
He's going to be precise withhis business.
He's going to be precise withhis business.
He's going to be precise withhis work.
He's going to be precise withcleaning my house, and we're
going to give this guy a shot,especially if it's a first-timer
.
Speaker 1 (27:16):
No doubt, and if you guys aren't from the sales world
or familiar with sales, a lotof times it takes up to like 12
touches just to close a deal andit depends on pricing and other
factors like that.
A lot of times, if it's like alower ticket pressure washing
job, it's like a one call close.
But there's a lot of thingsthat go into this that you don't
know of the person.
(27:36):
They could be waiting for thenext paycheck, they could just
be waiting on pollen, they couldbe moving into a house a
certain time.
So don't just send them a quote.
Make sure you're understanding,like, why they need the quote.
Like dig deeper and then act asa salesperson.
Because, like we always say tolike, we're a pressure washing
company but we're really a salesand marketing company and the
(27:57):
product that we're selling andmarketing is pressure washing.
So we got to keep it like, flipit on our head and say, okay,
in every interaction with acustomer, how am I positioning
myself as a sales and marketingcompany?
And if we're saying, oh, I got10 gallons a minute in my
pressure washer on my mini motoand this is how fast I can clean
, nobody cares.
That's just circle jerk of ustechnicians.
But if you're saying I'm asales and marketing person and
(28:20):
I'm filling out a pipeline andI'm running my business like a
true professional, you're nevergoing to be shy at work.
And a lot of guys online arecomplaining right now because
work is slow for them andthey're like oh, this year is
slow, the phone calls aren'tthere.
I'm like, well, if the phonecalls aren't coming in, what are
you doing to drive the phonecalls to come into you?
Like, what are you doing?
Outbounding to bring work toyou?
(28:41):
We're getting to the pointwhere this industry is so
saturated.
If you're not activelymarketing yourself and pushing
yourself every day, you're goingto be irrelevant and people are
going to get a rude awakeningbecause, like, if this, if the
pie of of work is shrinking,we're going to have to figure
out how to be creative and howto outdo each other in order to
(29:02):
get ahead.
And that's where clay and I, weboth see eye to eye that way
and a lot of guys, um, don'treally see it.
So it's like almost like we seepast the matrix and it looks
like it's easy for us because,like, we're actively doing
certain things that other peoplearen't.
Speaker 2 (29:22):
Yeah, it's just a matter of how hard you want to
hustle, really.
And I have a 10 year goal andI'm trying to reach a 10 year
goal and I'm not letting upuntil I reach that 10 year goal.
So no offense to anybody.
I'm worried about me, I'mworried about myself and I'm
worried about my family and I'mworried about my business and I
don't care what it takes, I'mgoing to get there.
And you got to have thatpositive, you got to have that.
(29:47):
You got to have that mindset.
You can't be worrying about thethings that's going on, what
other companies are doing, whatthe discounts they're offering
or how cheap they are Don't bematching other companies' prices
.
I know that a lot of people dothat and it goes back to what we
were talking about of gettingthose cheaper customers.
And one of the biggest mistakesI made was worrying about
competition.
(30:07):
When I first got started, myfirst year, I was always
worrying about what competitionwas doing and I think that I
wasted so much energy and I feellike I could be so much further
if I wasn't worried about that.
And and there's there's adifference between being
personal and there you knowbusiness is business, friends is
friends, like I know that weall socialize together and a lot
(30:30):
of us do.
A lot of people can't set theirego aside and say, okay, what
can, what can this guy do tohelp me, because maybe one day
Matt may have a job and say, hey, I can't get to this.
Would you like to?
Would you like to take care ofit for me?
Um, so, if, if we can all worktogether, it's just so much
(30:50):
easier.
Put the ego aside, uh, like Isay, business is business,
friends is friends.
Matt takes customers from me, Itake customers from him, and we
both look at each other and say, damn good job.
And you know, it's justbusiness.
Speaker 1 (31:04):
There's plenty of customers, especially in this
time of year where we get sobusy that I have great customers
that use me like every year,and some of these off years I
can't fit them in in enough timeand I say call Clay if like,
and then you will do it one yearand then I will come back the
following year and I'm like, hey, it looks great and it's just
(31:25):
like we took care of thatcustomer need, whether it was me
or him, like we both have thatsame value and that like I know
that the customer is going to bein good hands when he's with
Clay.
And it's important that you findsomebody who's that way too.
So you're not just like, oh,this guy will do it, this guy
will do it.
I don't do a lot ofrecommendations or referrals
because I don't want my nametied up to somebody who I don't
know the caliber of work they'regoing to do.
(31:48):
So you almost have value addingyour company by having a good
base of friends, contractorsthat deliver that same value and
quality of work to customers.
And I mean we've thrown whetheror not we do it on purpose, or
customers just will get a quotefrom either of us and then
decide one or the other, likewe're constantly like doing each
(32:11):
other's work or getting workdone to us, or a big project
comes and instead of me havingto buy another truck and be like
, hey, you want to go 50-50 onthis deal and usually that works
out better in the long run,yeah, I mean we've done big
projects together.
Speaker 2 (32:24):
It's worked out fine and we've moved on.
And I think sometimes honestlythink some people get a little
confused, um, between both ofour businesses get us a little
confused.
Speaker 1 (32:34):
I've had, I've had guys who were like, yes, you
helped me out before and I'mlike you definitely did not.
He's like you got the bluetrucks.
I was like, yeah, I got theblue trucks.
Speaker 2 (32:42):
It's like I know who that is yeah, hey, it is what it
is right.
Like I say, personal ispersonal.
You know, friends is friends,business and business.
You got to learn how to setthat aside.
I mean, I learned that a longtime ago in the car business cut
throat, you know, it is what itis.
I think if you made that extracall and got that customer in.
Hey, great job.
(33:02):
I got to work a little hardernext time.
Speaker 1 (33:04):
I think, too, people's insecurities shine
through.
So if you're butthurt about acompetitor, if you're butthurt
about somebody, you know deepdown that you're not deserving
of that business.
And instead of like lookingyourself in the mirror and
saying, oh man, I didn't work ashard as he did, I didn't
deliver the best I could, Ididn't show up business, as
opposed to say you know what?
He did?
A good job, like respect, andthat's the difference between
(33:26):
somebody who's a winner andsomebody who's a loser.
So, like we both strive to bewinners here, we don't need to
bitch and moan and look aroundand say, oh boo-hoo, we're going
to be a victim.
Speaker 2 (33:34):
Yeah, because like that's very toxic energy.
There's a reason.
That customer called you overme.
Vice versa Correct person,correct either.
I had time to reach out, youmade time to reach out, I didn't
.
There was something that thecustomer like that you did, that
called, that called you over me, and you know, hey, and that's,
(33:55):
that's the way we have to lookat things.
Hey, what can I do better nexttime to get that customer like
what did I do?
Where did I go wrong?
Speaker 1 (34:01):
use it as a learning experience so many times, dude,
they might say, hey, I used thisguy year, I used this guy the
next year and it's no harm norfoul on anybody.
It's just are we playing a longgame or are we playing a short
game?
If you're too focused in theshort game, you're going to be
miserable and you don't have anybig direction, you don't have
vision and, like Clay is saying,he did a great job of going
(34:25):
from that kind of like I got achip on my shoulder hustler, I
got to prove myself to the worldto like I'm a business guy
who's proven himself and I'mgrounded now and I think it's
definitely helped your businessby the value you're putting out
versus like oh, let me showthese people which is like a
huge growth milestone and mostpeople don't make that jump.
(34:47):
They just stay in that Like oh,I've been doing this for 20
years.
I was like you've been.
You've been an asshole doingthe same one year for 20 years
in a row.
That's why you're stuck.
Speaker 2 (34:56):
Yeah, you always gotta be searching, you always
gotta be finding ways to bebetter, because everything
changes every day the way weadvertise, the things that
people look at, the platformspeople are finding on different
platforms.
There's just so many things thatchange day to day and you've
got to stay on top of thosethings or you're going to get
left behind.
And I think I've seen that trendwith a lot of the older guys
(35:18):
that were one time were reallyreally good in this business and
they were like the top dogs andthey've been doing it 20 to 25
years, 30 years, however longthey've been doing it, and then
they just fell behind in timeand said, well, I've been doing
this so long, I'm the biggest,baddest, whatever, and have all
these customers.
But then somebody like me oryou come through and, hey, we
(35:38):
start marketing these people,start, we start getting in front
of these people faces and thenwe start digging into those,
those guys that's been doing it20 or 30 years, because we've
learned how to market, we'vecaught up with the times that
they were not catching up withor staying on top of, and that's
usually.
That's usually just how it goes.
You just got to stay on top ofthe trends and the things that
are going on every day, everyweek, every month.
(36:00):
Things are changing every day.
Speaker 1 (36:02):
Exactly, if you're not evolving, you're dying.
And honestly, in this businesslike it's almost a race to the
bottom, you don't want to be thecheapest person in the world,
but you also don't want to be800 to a thousand dollars on a
housewash.
Like you're not going to bevery busy whatsoever when Clay
and I can come in at 500 bucks.
Take your business, be done inan hour and 15 minutes, get a
Google review and then get areferral off of that.
Like the business model isshifting and if you're not
(36:24):
keeping up with that newbusiness model, you're not going
to make this business anymore.
Speaker 2 (36:29):
And that's not being the 99 guy that's saying I'm
running an efficient businesswith modern equipment and I'm
I'm busting my ass and I'mgetting it done on both ends
yeah, I mean you know you'redoing an 800 to a thousand
dollars one job when I can comein and do that same job for,
like you say, an hour and a half, for half the price, and then
(36:50):
go and do three or four more ofthose afterwards.
Speaker 1 (36:54):
And then you wonder why you guys are slow.
And that's it's just whathappens with everything.
Look at, like Walmart.
Walmart comes to a town.
It's like, hey, we have abetter business model than you
do.
We can knock out.
We can knock out more work at abetter price point and we're
going to get a lot of marketshare.
And that's what's happened, andwe're delivering a high caliber
work.
Because it's funny, I think youwere telling me you had a
(37:16):
customer reach out to you.
He's like why are you so muchcheaper than everybody else?
You're like uh, because I'mgonna knock it out in an hour.
Speaker 2 (37:23):
It's like, and I'm going to do a better job than
these people.
Speaker 1 (37:27):
And that's like the.
That's the model of, of thisbusiness nowadays.
You gotta, you gotta keeppushing.
You like our average ticketslike in the mid five hundreds.
We're not overly expensive,we're not overly cheap.
We run a really tight ship andwe're like in and out, in and
out, in and out, great job inand out, in and out, in and out,
great job In and out, in andout.
And like you got the rightequipment, you can do it.
(37:47):
And it's not like we're making150 to $200 an hour consistently
.
It's not like we're over heretrying to kill the market, like
we're being really competitiveand delivering more value than
what we're charging people.
And that's why both of ourbusinesses are thriving, because
that's economics 101.
And that's the shift I seepeople not able to make.
(38:08):
They don't have moderntechnology like we do, they
don't have modern marketing,they don't have wrap trucks,
they don't have professionalequipment and they're just kind
of humping through it.
What worked 10 years ago is notgoing to work today.
It's definitely not going towork tomorrow.
So it's like you got to gottaevolve and guys online are
putting out these crazy machinesand if, if, if you're competing
(38:31):
with, if you're not evolvingand you're on like five gallon a
minute machine or whatever.
This or that that's, that'scool.
But like, just understand yourplace in the market and if you
want to grow you have to kind ofevolve with the times yeah,
five gallon minute machine.
Speaker 2 (38:47):
There's nothing wrong with that.
I think starting out that's agreat starting point because
you're only doing so much andyou're learning, um, but you
know you get an eight gallonminute.
Speaker 1 (38:56):
When you're doing three or four jobs a day, you
definitely need eight gallon aminute yeah, we have employees
run an average of like four jobsa day, three, four jobs a day,
three, four jobs a day, not likeClay busting it out solo, but
like we're able to do consistentwork.
$1,200 to $1,500 a day like bareminimum, and that's not gouging
people and that's getting workconsistently and that's the
(39:19):
business model that I have.
That seems to be working,because we're not shy at work
and we're not really turningpeople away and people try to
say, oh, these newbies arekilling the market or these
people are killing the market.
I'm like there's been so manytimes where we'll knock out a
job in much better quality work,short amount of time and a
better price point for thecustomer and that's how you're
(39:41):
going to win.
We're not charging people bythe square foot.
We understand our numbers andwe're going about it.
How can we make our numberswork and grow our business?
So that's kind of we're notover here secret shopping people
saying, oh, you're, you're,you're charging 17 cents a
square.
That's that's how you makemoney.
It's like, no, that's that'snot how you make money.
Speaker 2 (40:01):
Yeah, you got to know what your time is worth.
It's all a numbers game andthat's what it goes back to,
what I was wanting to mentionearlier with the services like
you're offering all theseservices.
Well, how do you know what yourgoals are?
How do you know what you'regoing to hit?
What do you?
How do you know what you'reaveraging You're?
doing gutter cleaning one dayyou're doing window washing,
another day You're doing what'sthe other services people do,
whatever you know, if you'redoing painting I see a lot of
(40:24):
pressure washers do staining andpainting how do you set a goal
that way?
Um, and it's, and it's veryhard to you know.
I think when you grow yourbusiness and you get to a
certain point, you can utilizedifferent trucks for that.
If you have three or fourtrucks, say, okay, I got a
painting department, I got astain in department, I got a
gutter cleaning department and Igot a pressure washing
(40:44):
department.
But it's hard to do all thosethings at once and set goals and
be be efficient.
Speaker 1 (40:49):
Exactly.
You come off a scatterbrained,and then you fail at all ends
because there's only so much youcan do as one 100%.
Speaker 2 (40:56):
Yes, sir.
But we're at the 40 minute Markwhere sir, that's about where
we try to keep them Huh.
Speaker 1 (41:02):
Yep 30, 40 minutes.
Is there anything you'd like totalk about?
I guess, to wrap this one up.
Speaker 2 (41:08):
No, man, I just like I start out with and end with I
appreciate everybody listening.
We're going to go far withthese things, no telling, we're
going to keep pushing theseepisodes out, talking about what
we're dealing with, talkingabout the success, what we can
help you with.
Come out with some cool things,release some merchandise.
Eventually, um, maybe try to dosome conferences and stuff like
(41:29):
that.
So, um, we're going to keepthis thing growing with your
support and, uh, make sure yousubscribe on YouTube.
Um, join our Facebook group,like our Facebook, the Wash Bros
podcast page.
Obviously, we're on Spotify andApple podcasts.
I appreciate everybodylistening and supporting us.
Follow us on Facebook, too.
Our personal page is MatthewJackson.
If you want to follow Matt onFacebook, you can follow me.
(41:52):
Clay Smith.
Speaker 1 (41:53):
Oh yeah, and the cool thing about this show is you
can go back to our first episodeand whatever point in business
you're at, we have episodesabout that.
And, clay, when we firststarted I I think you were just
like I don't even know whereyou're in the thirty thousand
dollar months, yet when you werewe're first starting those I
was doing fifteen, twentythousand dollar months.
(42:15):
So yeah, you can listen to himtalking about where you guys
probably are now, and then youcan see where he's at like fifty
thousand dollar months now.
So it's not like, oh, we'retalking about, we're talking
game, where we're so far awaylike you can literally go back
to where clay was probably inyour shoes and listen to all
those podcasts and learn hisjourney from how he's like
walking you through, as well aslike him talking about, oh, I'm
(42:35):
running all these ads, I'm doingthis, I'm doing that, and then
two years down the road, you'relike whoa, this guy's got like a
legitimate business and he didso because of everything we've
been kind of documenting in thispodcast.
That's what I think is cool andit's like hey, you, you, we are
talking high level about likecommercial jobs here or there,
but if you guys are sitting inthat $10,000 a month, check out
our earlier episodes Like we'vegot a day worth of content and
(43:00):
the first couple of episodes.
Speaker 2 (43:01):
we talk about what we did, how we got started in this
and where we came from.
So pretty cool stuff.
Speaker 1 (43:06):
Yeah, so if you like what you hear here, make sure
just to check out our olderepisodes and you learn a lot of
lessons.
But if that's it, we'll wrapthis thing up and we'll see you
guys on the next one.
Speaker 2 (43:18):
Peace out, guys.
See ya, peace out, bye.
What's up, guys?
It's Matt Jackson and ClaySmith, and we are the Wash Bros.
Welcome to the eighth episodetoday, and for this one, we're
going to be talking about kindof what to focus on.
This is springtime, so we wantto tell you how we focus and
like what we avoid and whatwe're trying to focus on, and
this is like game time forpressure washing, so we see a
(00:50):
lot of guys kind of bullshittingaround this time of year,
focusing on the wrong things,and what separates us from a lot
of other people is we're reallylaser focused on what we're
doing, so I'll, like I'll, letclay kick this thing off, uh and
uh, you, you can lead into thisone.
Speaker 2 (01:06):
So Okay, great, yeah.
First and foremost, I want tothank everybody, as always, for
listening, downloading all ofour content, checking us out,
following us, listening to allof our other downloads, all of
our other episodes and kind ofjust seeing seeing our journey
here, cause that's kind of whatwe've documented.
I appreciate everybody forlistening, in tuning, in, asking
(01:27):
questions, giving us a comment.
Make sure you comment ifthere's something that you have
as far as an idea or somethingyou'd like for us to cover,
because, more than likely, we'vealready been through it and I
think this is a great episode weeasily get distracted on other
things.
I mean everything else going onin the world and then,
(01:51):
obviously, getting caught up inall the other people, the gurus
online on what we need to bedoing.
If you get caught up in thewrong thing, you'd be wasting a
lot of time, and we all knowthat time is money.
You'd be wasting a lot of time,and we all know that time is
money.
So, focusing on the wrongthings in peak season, I think
it's a great topic.
I think it's very importantbecause, like I say, time is
(02:15):
money and you can easily getdistracted.
So I have seen a lot of peoplehere recently.
It's almost like I don't knowhow to explain it we're we are
in peak season.
Now you can almost you can havea heartbeat and find work.
However, I see a lot of guys areoffering discounts, which
(02:36):
there's no reason we should beoffering discounts right now.
Um, maybe that's just theirtype of marketing, but there's
no reason we should be offeringdiscounts.
See, a lot of guys that arepressure washing companies that
are focusing on cleaning gutters.
Um, which is, I mean, I getwhere exterior cleaning
companies, but instead of tryingto knock out gutter cleaning
(02:58):
that's going to take.
You know, I don't, I don't.
Depending on the difficulty ofthe house, you can spend two or
three hours cleaning gutters.
I'd rather spend two or threehours cleaning two or three
houses.
So time is money.
How are we managing our time tomake sure we're making the most
money?
Speaker 1 (03:18):
Yeah, that's, that's great and it's funny.
I'm in my basement and ofcourse I see a little mouse
running around my floor, so I,if I if I screech, it's because
they're biting my toes, um.
But I was like, oh shit, what'sthat shadow?
And it's a little baby mouse.
Um, yeah, that's a great pointbecause, like, we'll talk about
this a lot too.
(03:38):
You see guys online and they'reposting about hey, we're doing
gutter cleanings or we're doinglike these.
We're posting about servicesthat aren't like really highly
profitable or relevant to thespring season.
This is the time of year when,like the high profitability, the
good customers come out.
So we need to be focusing onposting about that, talking
about showcasing like, hey,we're cleaning these projects
(03:58):
that we want people to hire usfor.
We don't want to say we'recleaning out gutters, we're
doing stuff that people do inthe cold seasons just to fill
work and fill labor.
And, too, like you said, withdiscounts.
You don't really want to bepushing that whole discount
thing, because then you're goingto be attracting those
cost-focused type customers whoare like this guy's offering a
discount, what can you do?
(04:19):
It's like no, we don't do that.
It's like we're cleaning yourhouse and we're cleaning
everybody else's house.
This is the busy season.
It's like discounts are fine ifyou need work, but this is the
time of year where you don'tneed to be pushing that.
Speaker 2 (04:34):
Yeah, 100%.
I mean, if you're offeringdiscounts, you're going to be
attracting the cheaper customers.
You attract the cheapercustomers You're going to.
Obviously, when you do work fora customer, there's a great
possibility they're going tocall you back and they're going
to always expect cheap.
And our and and our goal asbusiness owner is is how can we
catch that customer?
(04:55):
It's almost like fishing howcan I get ahold of that customer
and how can I keep thatcustomer and how can I keep
farming that customer?
So, once you keep farming thatcustomer, if that's your goal,
then, like I say, they're alwaysgoing to expect cheap and
they're always going to expect adiscount.
Well, what kind of promotionsare you running this month?
It's almost like me callingPapa John's and saying, okay,
what are your deals on yourpizza?
(05:15):
Because they're always offeringdeals.
So every time I call PapaJohn's I'm like, okay, what,
what deals are you running onyour pizza today?
Exactly, that's the kind ofcustomer that you're going to
get, if that's the way youmarket.
Speaker 1 (05:27):
Yeah, you don't want to be the cheap guy.
And a lot of times social mediathis is such a saturated
industry and market.
Now I'll see guys posting inthese groups hey, can somebody
pressure wash my house?
And there's 500 comments ofpressure washing companies
saying I can do it, I can do it,I can do it, I can do it, I can
(05:49):
do it today, I can do ittomorrow, Like begging for work,
and in my opinion, that isreally lowering your value in
the busy season.
And I'm all about like hey,getting yourself out there,
being seen on social media, butI think the ship has sailed
there.
And if guys are over herebegging for work or coming off
as begging for work, you'repositioning yourself to be
desperate and giving discountsand I think that lowers the
value of your company.
And because because let's behonest, if somebody is going to
(06:14):
go through for a housewash thatshould be a $300 housewash and
call five different companies,that's not a customer you want
to deal with.
You want to deal with somebodywho goes to Google or who's like
hey, I like this guy, I'm goingto call this guy, I'm not going
to ask a million questions, butif somebody off the bat is
asking for the cheapest priceperson on a forum and all these
(06:35):
people are responding andthey're reaching out to these
people.
That person is going to be apain in the ass to deal with and
they're going to choose youbecause you're cheaper than the
other guy.
Speaker 2 (06:43):
Yeah, I had a guy reach out yesterday I think I
shared this with you, Matt, andhe I gave him my minimum charge
price because it was a small job.
And then the guy was like, well, can you meet me at 270?
I'm like, um no, I know it wasjust, our minimum charge is $300
or whatever.
So, um, I know it was just $30,but if you start doing that to
(07:08):
customers then they basicallyare not seeing value in your cut
.
It's almost like a disrespectthing for me.
Even if it's $25, I don't care,I'm not giving you a discount
because I see work in my company.
Speaker 1 (07:21):
And another thing is reframe that.
This is what I'll do.
People are like, hey, if I canget my neighbors in, do I get a
discount?
I said, yeah, you'll get adiscount, but you're bringing in
work.
So therefore you're raisingvalue in what they're
negotiating on and instead of medoing a $300 job if I can do,
hey, if you want that $270,bring your next door neighbor in
(07:43):
and then for me I get to be inone location and make $540
versus 300 bucks.
And that's where it's okay tonegotiate, but I'm not just
going to take money off thetable because you're asking me
to take money off the table.
Speaker 2 (07:56):
Yeah, those are not the people I want to work for.
If they're already asking for adiscount up front, that just
means like more than likelythey're going to be a headache
to begin with.
Speaker 1 (08:06):
Yep, up front, that just means like more than likely
they're going to be a headacheto begin with.
Yep, you're probably not goingto get the google review, you're
not going to get therecommendation and they might
not call you a bin becausethey're going to call yeah there
and there's people I don't knowand I find in my experience in
these groups they love liketrying to find and use a new
contractor every day, like, oh,I want to find the new guy and
use it.
It was like when I was at thecar lot there would be customers
who want to find the newestsales rep because they know they
can dick them around and get adeal.
(08:28):
And that's almost that's almostthe same thing when I would like
what I see in these groups.
These people are like oh, Ijust, I want to hire the new guy
.
I'm like you're hiring the newguy Cause you think you can get
the best, best money for all ofthe effort that he's going to
have to put into your house.
Speaker 2 (08:43):
Yeah, they want to support a new business.
So definitely, if you're newer,getting into this stuff, just
watch out for people like that.
There are plenty of red flags.
Also, there are a lot of people, a lot of the new guys.
If you're a new guy, let mejust go ahead and say this while
I'm thinking about it If you'rea new guy, make sure you're not
clicking on other pressurewashing businesses ads and
(09:05):
calling them and asking them andtrying to pretend to be a
customer and asking what they'recharging.
If you need a guideline on whatto charge as far as pricing goes
, please message me or Matt andlet us kind of help you there.
I know there's a lot of peoplethat are listening, a lot of new
guys.
If you are in that position, donot click on anybody's ads.
(09:28):
So basically, what you see atthe top are ads like on Google
when you search for pressurewashing companies, and anytime
you click on that, it's costinganother company anywhere from
$50 to $120, depending on whatkind of words you say and what
kind of words in theconversation that Google picks
up could be costing you money orit could be costing the people
(09:49):
you're calling money.
So maybe it's something that meand Matt could come out with to
kind of give everybody aguideline.
I know we're working on a fewthings behind the scenes to try
to help people, give peopleguidelines, but if you can,
please just reach out.
We're here to help help.
Speaker 1 (10:02):
That's why we started this podcast correct and you
can and and we talk about thistoo it's like you want to secret
shop somebody.
A lot of times try to createlike a positive relationship
first with the person.
Or you say, instead of going toyour my business page for
pressure washing, why don't youtry to go through the wash bros
(10:23):
group where we can talk to you?
Hey, this is like I'm not.
I can turn my brain off fromsaying, is this a potential
customer?
To.
Hey, this is somebody thatwants to help pressure washing.
And it's a completely differentenergy, like you're not wasting
like business time.
You're saying, oh cool, thisguy is a supporter of the show
and we want to help you out.
It's a completely differentenergy than like being kind of
(10:43):
weird and shady behind thescenes saying, hey, how much is
it to pressure wash this house?
And then we spend time andenergy thinking, okay, this is a
quote, I have to turn to get acustomer's job, only to realize
that, okay, thanks, no problem,you were just secret shopping us
.
Speaker 2 (10:58):
Nine times out of 10, I could sniff you out and I'm
going to call you out every timejust because you you.
I know that you're costing memoney and I know you're not a
customer, but please shoot us amessage.
On the wash bros podcast page.
Also join the wash bros uhfacebook group on facebook.
It's called the wash bros umand it has our logo.
Join that um.
There's an open discussionwhere me and matt can help you
(11:21):
out there.
You have any questions.
There are some other uhpressure washers in there as
well.
Matt can help you out there Ifyou have any questions.
There are some other uhpressure washers in there as
well that can help you.
That's the wash bros group.
On.
Speaker 1 (11:30):
Facebook, exactly.
And two, by having it small andus kind of moderate it, uh, we
can avoid the nonsense that yousee in these big Facebook groups
, where it just becomes a bunchof a bunch of people who have no
idea what they're talking about, giving you opinions about
stuff that they watch oneYouTube video, or they've been
doing it 100 times this way,with a red tip, and they think
(11:50):
they're an expert at pressurewashing.
So the value of our pages arethat we're in control, so we're
curating the content.
Speaker 2 (11:59):
And just to give everybody a volume of work we're
doing me and Matt are doinganywhere from 60 to 70 jobs a
month right now and then comeMay we'll probably be doing
upwards to 100 to 120 jobs amonth.
So that's the kind of volumewe're doing.
If you're trying to get to thatlevel, join.
We'll give you all the tipsthat we got, and my favorite
saying is we can lead a horse towater, but we can't make it
(12:21):
drinking.
Speaker 1 (12:21):
So we can tell you all the things we're doing yeah,
and and especially, it's funnybecause people try to hold on to
like knowledge and informationlike it's some uh, like sacred
thing.
It's all shared and it's allshared like we.
We pretty much do the samethings each other.
(12:44):
We just put our own spin on itand that's how most companies
operate.
So don't be, don't, don't belike, well, this is, this is my
trade secret.
I ain't sharing nothing.
That's not what's important,especially with AI nowadays.
Like we have all the knowledgein the world, we don't have to
do anything, but it's theapplication of that knowledge is
what's separating you from us.
So, if you guys are on thefence or you're overanalyzing
(13:06):
yourself, like it's not hard,we're telling you exactly what
we do every single week.
For last two years, we've beendoing this podcast and it's not
a complicated business, but theapplication of the knowledge and
us doing it, and not overanalyzing ourselves and
questioning and being like, oh,there's a better way.
It's like, just do it becausein the c word consistency that's
(13:27):
huge.
Speaker 2 (13:28):
Consistency is huge and we say it, I say it every,
every episode, at theconsistency.
Speaker 1 (13:33):
Yeah, we're consistent at saying consistency
, it's perfect but people arepeople this year are going to be
complaining about being slowbecause there's so many people
in the market.
There's so many people that gotinto this when the economy was
really hot and anybody couldpressure wash, and now people
are running into money issuesbecause the economy is not the
greatest.
And this is what's going toseparate the guys who are going
(13:54):
to last from the guys that aregoing to have to get jobs again.
And that's why we stress hey,consistency, what are we doing?
We're not starting our ads inMay, expecting to be busy and
have a good year.
We've started them when westarted our businesses and we
hadn't turned them off.
Clay's super consistent atkeeping his ads running and he's
going to have a smoke show of ayear because he's running ads
(14:14):
and nobody else has been runningads.
So, like when everybody wasdistracted doing their Christmas
lights or everybody'sdistracted doing this over here,
we've been super consistent onrunning and pushing our
messaging out.
So this is the time where we'reseeing the results.
So, if you're like, oh, how areyou guys getting so much work,
it's like we're farming ourcustomers.
We running ads, we're gettingin front of people, we're
positioning ourselves the rightway.
(14:35):
We're not over here talkingabout cleaning out gutters.
We're not over here talkingabout doing nonsense stuff.
We're like fleet washing we're.
We're focusing on what's reallymoving the needle in our bread
and butter business yeah, goingback to the last episode too,
the myth um, the myth episode.
Speaker 2 (14:52):
I was just kind of thinking just now when you were
saying that, focusing on thewrong services and stuff like
that.
Um, you know, a lot of peopleare focusing on the Christmas
lights and I think that's agreat revenue driver, but we
work hard enough during the year.
Um, you know the 10 months outof the year that that we watched
?
That I don't think you.
You don't necessarily have todo Christmas lights.
(15:13):
If you work hard enough and youfocus on that one thing, that
one service, and get really goodat it, and then figure out how
to get more customers and so onand so forth about how to move
the needle, then you don't haveto worry about Christmas lights.
Um, cause we do so well.
I mean we I don't know Matt, Imean we separate ourselves so
well in the market.
Speaker 1 (15:32):
I don't know, matt, I mean we separate ourselves so
well in the market, in myexperience even talking with
other entrepreneurs that aretrying to do 10 different things
if you could just find that onegood thing and you could get
(15:53):
really good at it and you couldset yourself apart from
everybody else, you will go sofar.
Yeah, exactly.
And again, it's one thing ifyou have okay, I want to focus
on Christmas lights, but I'mstill running a team driving
forward with pressure washing.
I think the problem becomeswhen you have to stop one thing
and then you start somethingelse.
If you're like, hey, we'rerunning two trucks year round
with pressure washing and thenwe're running Christmas lights
in the Christmas light seasonbut we're not putting our taking
(16:14):
our feet off the gas withpushing our pressure washing,
that's no problem.
But the problem is like, ifyou're an owner operator type
and you got to do everythingyourself and from like the end
of August on, you've reallyshifted your business from like
pressure washing to I'm puttingup Christmas lights and, yeah,
it's great, you get all yourmoney in, and then in January
you're taking them down, andthen you're sitting here in the
(16:35):
springtime like why don't I haveany pressure washing work?
I was like, yeah, from Augustthat ramp up into Christmas
light season and then you'recoming out of that and then you
haven't really done much movingthe ball forward with pressure
washing and even if you think,oh, I have repeat customers here
, all those customers are goingto be taken by guys who have
been pushing and marketingtowards those customers.
(16:57):
And I've got friends and I seecustomers who they're like yeah,
this guy was pressure washingbut now he's doing everything
else and like I kind of wantsomebody who solely focuses on
pressure washing.
It's almost like devalues theircompany.
If they're like it's like oh,this is the season for this,
this is the season for this.
Then, if they're like it's likeoh, this is the season for this
(17:19):
, this is the season for this,then you become a handyman
essentially, and you're not likethe expert in the field and
that's what clay and I shoot tobe.
They're like, hey, we want tobe the leaders and like we focus
full-time year-round.
This is, this is our gig, and Ithink that's you.
You find out like the theharvest season is this time of
year.
So if you're looking around andyou're slow and you're
wondering why you're slow, it'sbecause you haven't been pushing
in the slow season like we havebeen pushing yeah.
Speaker 2 (17:42):
So a lot of guys, when they were not getting the
phone calls, they just go dowhatever, enjoy their time off.
Or just consider it time offlike, okay, it's slow, I'm not
going to do anything.
And then they still want in twomonths later that it's slow.
I'm not going to do anythingand then they still want in two
months later that it's slow.
And the reason that it's slowis because you're not doing your
part in marketing.
Uh putting, no matter what'sgoing on, no matter how much
work I got, I'm still pushingenergy into my business.
(18:06):
No matter how slow it is, I'mstill trying to find ways, even
if it's something that's notgoing to work out until six
months from now.
I'm always pushing, alwaystrying to make relationships,
always seeing if I can betterthat ad, if I can reword
whatever on my website to helpmy SEO, to find better work
insurance I don't know anythingAlways working in the business.
(18:29):
Just because the phone's notringing doesn't mean I've
stopped working.
Speaker 1 (18:32):
Exactly Because and I think too people people have it
backwards, like it's almostlike going to the gym or
exercising.
If you go to the gym for twoweeks, you're not, you're not
going to notice any change, butyou've been going there for a
year or two years consistently.
Somebody's going to look at youand say like man, you've been
working out Really and you'relike I've been doing it for two
years, but they're not going tonotice that if you just started
(18:55):
going for two weeks or threeweeks.
So how is it any different whenwe're starting to market our
pressure washing business?
We're running ads, we're doingFacebook stuff, we're putting
the 1% of effort that we do tomarket our business in the busy
season, to try to grow ourbusiness for pressure washing,
and I'm like this is ayear-round gig.
You can't, you can't focus onjust saying I'm gonna turn it on
(19:18):
and turn it off, turn it on andturn it off.
Clay's really good at keeping itconsistent and keeping, like,
his ads wide open.
Whether he's losing money onthem or earning money on them,
there's still a return long term.
There's like a a net positivereturn for just keeping them
open and spending money on adsand being seen.
Because I remember in thewinter I'd look pressure washing
anything and Clay would be atthe top, meaning he's spending
(19:41):
money and nobody else isspending money.
So like you get rewarded by theactions that you take, and
those actions are not fun whenit's slow, but this time of year
you're like I'm slammed, I'mbusy, and then you're going to
be busy until wintertime andthat's because you just keep the
(20:02):
pedal down and you're not onand off, on and off, on and off.
Speaker 2 (20:03):
Yeah, it's very hard to just log out and log in
without having a what I calllike a big business, so like if
you don't have your businessrunning for you, which I think
that's everybody's goal.
I know that's mine and yourgoal is to eventually have all
the moving parts running withoutyou having to do anything or
touch anything or whatnot, andjust draw a check later on.
But it's kind of hard to justturn everything on and off, and
(20:27):
I think that that's what we workhard for, is we work hard to at
least get to that point, and Idon't think that you can let off
the pedal until you're there um, which I don't think you'll
never fully be there but youknow, if you can walk away and
go on a two-week vacation, yourbusiness run itself and you
hardly get any phone calls andyou don't have to worry about it
I think that's when you'veofficially been able to turn
(20:49):
your business off or um clockout or whatnot.
Speaker 1 (20:53):
Yeah, and by that we don't mean we're not running ads
, we mean we have somebody inplace as an employee who's doing
it for us.
So there's no such thing as, oh, once you get word of mouth,
you're good.
Once you get businessestablished, you're good.
If you've done this much moneylast year, you don't have to
market the next year, I'm like.
If you don't have to market thenext year, I'm like if I turned
off my ads, I'd probably dolike 70% of what I did last year
(21:15):
.
And that's the reality of thebusiness.
Speaker 2 (21:22):
It's like we've talked about before the richest
companies in the world advertiseWalmart, they advertise Coke,
they advertise Pepsi, theyadvertise your, your, big your.
I mean any of your biggestrichest companies in the world.
I mean Apple.
They even advertise Um.
So think about it that wayEverybody advertises.
Just because I don't know thatphilosophy is really, I've I've
(21:46):
never understood it Like thepeople I'm.
I understand that there's somelike trades, um, like special
things, things that don't needto know advertisement, but in a
saturated industry, you need tofigure something out because
somebody like me or Matt that'sreally good at marketing,
they're pretty much going tosweep up most of the market just
(22:07):
because we're always in frontof people's faces, and I think
that's the main goal.
Speaker 1 (22:12):
Yep, and there's a house I do every year and the
guy's like hey, you send me anemail and I pressure wash it up
up in like heartwell, he's not.
He's not, he doesn't live there, he lives in nashville.
And he's like for the love ofgod, I can't figure out.
Like my landscape guy, do youknow any recommendations?
I can't find his contactinformation and I send him a
(22:33):
every year follow-up that says,hey, like we cleaned your house
today of last year, you want toget us on the schedule again.
So he's like absolutely, thisis perfect.
And then he's like I can'tremember the guy who cuts my
grass, do you have a guy?
So I was able to get this guy'sbusiness because he's a rich guy
, a busy guy.
And if he looks at his inboxand he says, oh, cool, the
pressure washer guy, hey, youwant to want us to clean your
(22:55):
house again, he's like yeah,sure, like no thought process,
thousand bucks right there, justfollow up and his land, get his
landscaping guy.
Same type of service, same need, same time of year.
He, uh, he didn't know becausethe guy didn't have a followup
with him.
So he's like I don't know theguy, do you know somebody else?
So that's a lost job forsomebody else because he didn't
have a system in place to remindthat guy hey, pressure wash
(23:17):
your house or landscape, getyour landscaping done, and.
And that guy could have beendoing it for five years, but the
guy just simply misplaced it.
If I refer him to somebody whouses the system like we do and
has follow-ups and he's likecool, easy.
Therefore, you lost thatcustomer.
Speaker 2 (23:39):
Yeah, and having a CRM takes you and separates you
so much farther than everybodyelse.
Even if you don't have theautomated stuff, just the
communication part of it, itseparates you from probably 90%
of the rest of the market.
I mean, there's not many guysin our industry that I know that
use a CRM, a database thatkeeps up with all that,
basically invoices, the customersends them a receipt, works as
a merchant and definitely worththe money.
(24:01):
It's just one of those thingsyou have to invest in as a
company if you want to setyourself apart and be
professional, and it helps you.
You don't lose the customer'sinformation either, and I think
when I first started I wasworking out of a notepad and a
book and it's just so hard tofind people's information
working that way and I don'tknow how anybody does it because
(24:22):
I'm so OCD.
So the CRM helps so much.
Speaker 1 (24:27):
One thing, too, that I started up with Housecall Pro
and you might as well is likecalled a pipeline feature and
it's like 75 extra a pipelinefeature and it's like 75 extra
dollars a month and I'm like man, do I really want another
reoccurring charge?
But every estimate I creategoes through like their pipeline
feature and it automates followup.
Emails, follow up text blast,whether it be on the job side,
(24:50):
if the job's like approved butit hasn't been scheduled yet, we
can automate follow ups likethat.
Or like getting invoices paidthe invoice hasn't been paid.
It'll create follow upsequences and it's probably
gained me like three or $4,000just following up.
Because, like you were sayingthe other day, clay, you just
reached out to people of quotesthat you sent early in the month
(25:12):
or last month and they're likecool, yeah, put me on the books,
I forgot about it, I'm ready.
And and the automation of theCRM house call pro that we use,
it's like the same feature.
I've had people that are likeI'm not ready yet, waiting on
pollen, but we're going to gowith you.
Cool, thanks for letting meknow.
And like if I never had afollow-up or if I never
personally reached out, I wouldjust say oh, that person just
(25:33):
didn't use me.
Speaker 2 (25:34):
Or that person may have forgotten.
Speaker 1 (25:35):
They're like who was that pressure washing guy?
And then they go to Googleagain, fill out a new lead, and
then they talk to somebody elseand that person says it's the
right time for the customers,the right time for the uh, the
business owner, and they takethat business.
It's like what are, how muchmoney are we leaving on the
table because we're not choosingto modernize our systems and
use automations or CRMs or stufflike that?
Speaker 2 (25:57):
And here, come May, you're not going to have time to
even do that.
So now that you have theautomation in place, it's still
like like what it's called?
It's called a pipeline.
It keeps that pipeline goingand you're not even having to
touch it, it's automated.
And I think that's what reallyopened my eyes the other day.
Going, I mean, I was just I hadgot off work a little early, I
was just trying to find a way tobe productive and that's what
(26:19):
I'm always do keep my foot onthe gas, no matter if I get home
early or not.
A lot of people are just goingoff and doing whatever they want
to do the rest of the day.
But I'm working to at leastfive or six, at least five or
six every day, just trying tokeep my pedal, the floor, trying
to keep things moving becauseit pays off in the long run.
And I was like well, I'll justshoot these people.
Look at my estimate, see, I had, like I had a ton of estimates
(26:40):
still out.
I'm just like what the crap?
So I sent a bunch of and Ithink out of 20 something open
estimates.
I've booked six jobs withinlike an hour.
So it just people get so busy.
They'll fill out your formonline.
They'll call you, whateverthey're cause it's just on their
to-do list to get quotes orwhatever, and you may be the
only one that reaches out, andthat's how you get the job.
(27:01):
You know, if you give them afair price, you're the only one
that's communicating, you're theonly one that's following up.
They're like okay, well, he'sbeen precise with communicating.
He's going to be precise withhis business.
He's going to be precise withhis business.
He's going to be precise withhis work.
He's going to be precise withcleaning my house, and we're
going to give this guy a shot,especially if it's a first-timer
.
Speaker 1 (27:16):
No doubt, and if you guys aren't from the sales world
or familiar with sales, a lotof times it takes up to like 12
touches just to close a deal andit depends on pricing and other
factors like that.
A lot of times, if it's like alower ticket pressure washing
job, it's like a one call close.
But there's a lot of thingsthat go into this that you don't
know of the person.
(27:36):
They could be waiting for thenext paycheck, they could just
be waiting on pollen, they couldbe moving into a house a
certain time.
So don't just send them a quote.
Make sure you're understanding,like, why they need the quote.
Like dig deeper and then act asa salesperson.
Because, like we always say tolike, we're a pressure washing
company but we're really a salesand marketing company and the
(27:57):
product that we're selling andmarketing is pressure washing.
So we got to keep it like, flipit on our head and say, okay,
in every interaction with acustomer, how am I positioning
myself as a sales and marketingcompany?
And if we're saying, oh, I got10 gallons a minute in my
pressure washer on my mini motoand this is how fast I can clean
, nobody cares.
That's just circle jerk of ustechnicians.
But if you're saying I'm asales and marketing person and
(28:20):
I'm filling out a pipeline andI'm running my business like a
true professional, you're nevergoing to be shy at work.
And a lot of guys online arecomplaining right now because
work is slow for them andthey're like oh, this year is
slow, the phone calls aren'tthere.
I'm like, well, if the phonecalls aren't coming in, what are
you doing to drive the phonecalls to come into you?
Like, what are you doing?
Outbounding to bring work toyou?
(28:41):
We're getting to the pointwhere this industry is so
saturated.
If you're not activelymarketing yourself and pushing
yourself every day, you're goingto be irrelevant and people are
going to get a rude awakeningbecause, like, if this, if the
pie of of work is shrinking,we're going to have to figure
out how to be creative and howto outdo each other in order to
(29:02):
get ahead.
And that's where clay and I, weboth see eye to eye that way
and a lot of guys, um, don'treally see it.
So it's like almost like we seepast the matrix and it looks
like it's easy for us because,like, we're actively doing
certain things that other peoplearen't.
Speaker 2 (29:22):
Yeah, it's just a matter of how hard you want to
hustle, really.
And I have a 10 year goal andI'm trying to reach a 10 year
goal and I'm not letting upuntil I reach that 10 year goal.
So no offense to anybody.
I'm worried about me, I'mworried about myself and I'm
worried about my family and I'mworried about my business and I
don't care what it takes, I'mgoing to get there.
And you got to have thatpositive, you got to have that.
(29:47):
You got to have that mindset.
You can't be worrying about thethings that's going on, what
other companies are doing, whatthe discounts they're offering
or how cheap they are Don't bematching other companies' prices
.
I know that a lot of people dothat and it goes back to what we
were talking about of gettingthose cheaper customers.
And one of the biggest mistakesI made was worrying about
competition.
(30:07):
When I first got started, myfirst year, I was always
worrying about what competitionwas doing and I think that I
wasted so much energy and I feellike I could be so much further
if I wasn't worried about that.
And and there's there's adifference between being
personal and there you knowbusiness is business, friends is
friends, like I know that weall socialize together and a lot
(30:30):
of us do.
A lot of people can't set theirego aside and say, okay, what
can, what can this guy do tohelp me, because maybe one day
Matt may have a job and say, hey, I can't get to this.
Would you like to?
Would you like to take care ofit for me?
Um, so, if, if we can all worktogether, it's just so much
(30:50):
easier.
Put the ego aside, uh, like Isay, business is business,
friends is friends.
Matt takes customers from me, Itake customers from him, and we
both look at each other and say, damn good job.
And you know, it's justbusiness.
Speaker 1 (31:04):
There's plenty of customers, especially in this
time of year where we get sobusy that I have great customers
that use me like every year,and some of these off years I
can't fit them in in enough timeand I say call Clay if like,
and then you will do it one yearand then I will come back the
following year and I'm like, hey, it looks great and it's just
(31:25):
like we took care of thatcustomer need, whether it was me
or him, like we both have thatsame value and that like I know
that the customer is going to bein good hands when he's with
Clay.
And it's important that you findsomebody who's that way too.
So you're not just like, oh,this guy will do it, this guy
will do it.
I don't do a lot ofrecommendations or referrals
because I don't want my nametied up to somebody who I don't
know the caliber of work they'regoing to do.
(31:48):
So you almost have value addingyour company by having a good
base of friends, contractorsthat deliver that same value and
quality of work to customers.
And I mean we've thrown whetheror not we do it on purpose, or
customers just will get a quotefrom either of us and then
decide one or the other, likewe're constantly like doing each
(32:11):
other's work or getting workdone to us, or a big project
comes and instead of me havingto buy another truck and be like
, hey, you want to go 50-50 onthis deal and usually that works
out better in the long run,yeah, I mean we've done big
projects together.
Speaker 2 (32:24):
It's worked out fine and we've moved on.
And I think sometimes honestlythink some people get a little
confused, um, between both ofour businesses get us a little
confused.
Speaker 1 (32:34):
I've had, I've had guys who were like, yes, you
helped me out before and I'mlike you definitely did not.
He's like you got the bluetrucks.
I was like, yeah, I got theblue trucks.
Speaker 2 (32:42):
It's like I know who that is yeah, hey, it is what it
is right.
Like I say, personal ispersonal.
You know, friends is friends,business and business.
You got to learn how to setthat aside.
I mean, I learned that a longtime ago in the car business cut
throat, you know, it is what itis.
I think if you made that extracall and got that customer in.
Hey, great job.
(33:02):
I got to work a little hardernext time.
Speaker 1 (33:04):
I think, too, people's insecurities shine
through.
So if you're butthurt about acompetitor, if you're butthurt
about somebody, you know deepdown that you're not deserving
of that business.
And instead of like lookingyourself in the mirror and
saying, oh man, I didn't work ashard as he did, I didn't
deliver the best I could, Ididn't show up business, as
opposed to say you know what?
He did?
A good job, like respect, andthat's the difference between
(33:26):
somebody who's a winner andsomebody who's a loser.
So, like we both strive to bewinners here, we don't need to
bitch and moan and look aroundand say, oh boo-hoo, we're going
to be a victim.
Speaker 2 (33:34):
Yeah, because like that's very toxic energy.
There's a reason.
That customer called you overme.
Vice versa Correct person,correct either.
I had time to reach out, youmade time to reach out, I didn't
.
There was something that thecustomer like that you did, that
called, that called you over me, and you know, hey, and that's,
(33:55):
that's the way we have to lookat things.
Hey, what can I do better nexttime to get that customer like
what did I do?
Where did I go wrong?
Speaker 1 (34:01):
use it as a learning experience so many times, dude,
they might say, hey, I used thisguy year, I used this guy the
next year and it's no harm norfoul on anybody.
It's just are we playing a longgame or are we playing a short
game?
If you're too focused in theshort game, you're going to be
miserable and you don't have anybig direction, you don't have
vision and, like Clay is saying,he did a great job of going
(34:25):
from that kind of like I got achip on my shoulder hustler, I
got to prove myself to the worldto like I'm a business guy
who's proven himself and I'mgrounded now and I think it's
definitely helped your businessby the value you're putting out
versus like oh, let me showthese people which is like a
huge growth milestone and mostpeople don't make that jump.
(34:47):
They just stay in that Like oh,I've been doing this for 20
years.
I was like you've been.
You've been an asshole doingthe same one year for 20 years
in a row.
That's why you're stuck.
Speaker 2 (34:56):
Yeah, you always gotta be searching, you always
gotta be finding ways to bebetter, because everything
changes every day the way weadvertise, the things that
people look at, the platformspeople are finding on different
platforms.
There's just so many things thatchange day to day and you've
got to stay on top of thosethings or you're going to get
left behind.
And I think I've seen that trendwith a lot of the older guys
(35:18):
that were one time were reallyreally good in this business and
they were like the top dogs andthey've been doing it 20 to 25
years, 30 years, however longthey've been doing it, and then
they just fell behind in timeand said, well, I've been doing
this so long, I'm the biggest,baddest, whatever, and have all
these customers.
But then somebody like me oryou come through and, hey, we
(35:38):
start marketing these people,start, we start getting in front
of these people faces and thenwe start digging into those,
those guys that's been doing it20 or 30 years, because we've
learned how to market, we'vecaught up with the times that
they were not catching up withor staying on top of, and that's
usually.
That's usually just how it goes.
You just got to stay on top ofthe trends and the things that
are going on every day, everyweek, every month.
(36:00):
Things are changing every day.
Speaker 1 (36:02):
Exactly, if you're not evolving, you're dying.
And honestly, in this businesslike it's almost a race to the
bottom, you don't want to be thecheapest person in the world,
but you also don't want to be800 to a thousand dollars on a
housewash.
Like you're not going to bevery busy whatsoever when Clay
and I can come in at 500 bucks.
Take your business, be done inan hour and 15 minutes, get a
Google review and then get areferral off of that.
Like the business model isshifting and if you're not
(36:24):
keeping up with that newbusiness model, you're not going
to make this business anymore.
Speaker 2 (36:29):
And that's not being the 99 guy that's saying I'm
running an efficient businesswith modern equipment and I'm
I'm busting my ass and I'mgetting it done on both ends
yeah, I mean you know you'redoing an 800 to a thousand
dollars one job when I can comein and do that same job for,
like you say, an hour and a half, for half the price, and then
(36:50):
go and do three or four more ofthose afterwards.
Speaker 1 (36:54):
And then you wonder why you guys are slow.
And that's it's just whathappens with everything.
Look at, like Walmart.
Walmart comes to a town.
It's like, hey, we have abetter business model than you
do.
We can knock out.
We can knock out more work at abetter price point and we're
going to get a lot of marketshare.
And that's what's happened, andwe're delivering a high caliber
work.
Because it's funny, I think youwere telling me you had a
(37:16):
customer reach out to you.
He's like why are you so muchcheaper than everybody else?
You're like uh, because I'mgonna knock it out in an hour.
Speaker 2 (37:23):
It's like, and I'm going to do a better job than
these people.
Speaker 1 (37:27):
And that's like the.
That's the model of, of thisbusiness nowadays.
You gotta, you gotta keeppushing.
You like our average ticketslike in the mid five hundreds.
We're not overly expensive,we're not overly cheap.
We run a really tight ship andwe're like in and out, in and
out, in and out, great job inand out, in and out, in and out,
great job In and out, in andout.
And like you got the rightequipment, you can do it.
(37:47):
And it's not like we're making150 to $200 an hour consistently
.
It's not like we're over heretrying to kill the market, like
we're being really competitiveand delivering more value than
what we're charging people.
And that's why both of ourbusinesses are thriving, because
that's economics 101.
And that's the shift I seepeople not able to make.
(38:08):
They don't have moderntechnology like we do, they
don't have modern marketing,they don't have wrap trucks,
they don't have professionalequipment and they're just kind
of humping through it.
What worked 10 years ago is notgoing to work today.
It's definitely not going towork tomorrow.
So it's like you got to gottaevolve and guys online are
putting out these crazy machinesand if, if, if you're competing
(38:31):
with, if you're not evolvingand you're on like five gallon a
minute machine or whatever.
This or that that's, that'scool.
But like, just understand yourplace in the market and if you
want to grow you have to kind ofevolve with the times yeah,
five gallon minute machine.
Speaker 2 (38:47):
There's nothing wrong with that.
I think starting out that's agreat starting point because
you're only doing so much andyou're learning, um, but you
know you get an eight gallonminute.
Speaker 1 (38:56):
When you're doing three or four jobs a day, you
definitely need eight gallon aminute yeah, we have employees
run an average of like four jobsa day, three, four jobs a day,
three, four jobs a day, not likeClay busting it out solo, but
like we're able to do consistentwork.
$1,200 to $1,500 a day like bareminimum, and that's not gouging
people and that's getting workconsistently and that's the
(39:19):
business model that I have.
That seems to be working,because we're not shy at work
and we're not really turningpeople away and people try to
say, oh, these newbies arekilling the market or these
people are killing the market.
I'm like there's been so manytimes where we'll knock out a
job in much better quality work,short amount of time and a
better price point for thecustomer and that's how you're
(39:41):
going to win.
We're not charging people bythe square foot.
We understand our numbers andwe're going about it.
How can we make our numberswork and grow our business?
So that's kind of we're notover here secret shopping people
saying, oh, you're, you're,you're charging 17 cents a
square.
That's that's how you makemoney.
It's like, no, that's that'snot how you make money.
Speaker 2 (40:01):
Yeah, you got to know what your time is worth.
It's all a numbers game andthat's what it goes back to,
what I was wanting to mentionearlier with the services like
you're offering all theseservices.
Well, how do you know what yourgoals are?
How do you know what you'regoing to hit?
What do you?
How do you know what you'reaveraging You're?
doing gutter cleaning one dayyou're doing window washing,
another day You're doing what'sthe other services people do,
whatever you know, if you'redoing painting I see a lot of
(40:24):
pressure washers do staining andpainting how do you set a goal
that way?
Um, and it's, and it's veryhard to you know.
I think when you grow yourbusiness and you get to a
certain point, you can utilizedifferent trucks for that.
If you have three or fourtrucks, say, okay, I got a
painting department, I got astain in department, I got a
gutter cleaning department and Igot a pressure washing
(40:44):
department.
But it's hard to do all thosethings at once and set goals and
be be efficient.
Speaker 1 (40:49):
Exactly.
You come off a scatterbrained,and then you fail at all ends
because there's only so much youcan do as one 100%.
Speaker 2 (40:56):
Yes, sir.
But we're at the 40 minute Markwhere sir, that's about where
we try to keep them Huh.
Speaker 1 (41:02):
Yep 30, 40 minutes.
Is there anything you'd like totalk about?
I guess, to wrap this one up.
Speaker 2 (41:08):
No, man, I just like I start out with and end with I
appreciate everybody listening.
We're going to go far withthese things, no telling, we're
going to keep pushing theseepisodes out, talking about what
we're dealing with, talkingabout the success, what we can
help you with.
Come out with some cool things,release some merchandise.
Eventually, um, maybe try to dosome conferences and stuff like
(41:29):
that.
So, um, we're going to keepthis thing growing with your
support and, uh, make sure yousubscribe on YouTube.
Um, join our Facebook group,like our Facebook, the Wash Bros
podcast page.
Obviously, we're on Spotify andApple podcasts.
I appreciate everybodylistening and supporting us.
Follow us on Facebook, too.
Our personal page is MatthewJackson.
If you want to follow Matt onFacebook, you can follow me.
(41:52):
Clay Smith.
Speaker 1 (41:53):
Oh yeah, and the cool thing about this show is you
can go back to our first episodeand whatever point in business
you're at, we have episodesabout that.
And, clay, when we firststarted I I think you were just
like I don't even know whereyou're in the thirty thousand
dollar months, yet when you werewe're first starting those I
was doing fifteen, twentythousand dollar months.
(42:15):
So yeah, you can listen to himtalking about where you guys
probably are now, and then youcan see where he's at like fifty
thousand dollar months now.
So it's not like, oh, we'retalking about, we're talking
game, where we're so far awaylike you can literally go back
to where clay was probably inyour shoes and listen to all
those podcasts and learn hisjourney from how he's like
walking you through, as well aslike him talking about, oh, I'm
(42:35):
running all these ads, I'm doingthis, I'm doing that, and then
two years down the road, you'relike whoa, this guy's got like a
legitimate business and he didso because of everything we've
been kind of documenting in thispodcast.
That's what I think is cool andit's like hey, you, you, we are
talking high level about likecommercial jobs here or there,
but if you guys are sitting inthat $10,000 a month, check out
our earlier episodes Like we'vegot a day worth of content and
(43:00):
the first couple of episodes.
Speaker 2 (43:01):
we talk about what we did, how we got started in this
and where we came from.
So pretty cool stuff.
Speaker 1 (43:06):
Yeah, so if you like what you hear here, make sure
just to check out our olderepisodes and you learn a lot of
lessons.
But if that's it, we'll wrapthis thing up and we'll see you
guys on the next one.
Speaker 2 (43:18):
Peace out, guys.
See ya, peace out, bye.
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