Ever wondered why some service businesses are booked solid while others struggle? It all comes down to reputation management—particularly through online reviews. In this eye-opening conversation, we dive deep into how your Google reviews and online presence can make or break your service business.
The modern marketplace has transformed word-of-mouth marketing. While many business owners claim to thrive on traditional referrals alone, the reality is that today's consumers research every company online before making a decision. As Clay points out, "You can be the best in your market, but if your Google reviews are terrible or non-existent, your phone isn't going to ring." This truth becomes even more crucial in saturated markets where dozens of competitors are vying for attention.
We share our proven strategies for building a robust online reputation, from creating comprehensive Google Business profiles to implementing systems that consistently generate positive reviews. You'll learn exactly how to ask customers for reviews without feeling awkward, how to leverage CRM systems to automate the follow-up process, and why maintaining quality service as you scale is non-negotiable for preserving your hard-earned reputation.
Perhaps most importantly, we discuss how reputation management isn't just about getting jobs today—it's about building a business with transferable value. Many owner-operators mistakenly believe their businesses are worth substantial money, but without systems, reputation, and teams that can operate independently, their companies have limited value to potential buyers. Whether you're just starting out or looking to take your established business to the next level, this conversation provides the blueprint for creating a digital presence that keeps your phone ringing without constant hustling or begging for work.
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https://www.facebook.com/mattdrivewayguy
https://www.facebook.com/c3pressure
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:32):
What's up, guys?
It's Matt Jackson and ClaySmith and we are the Wash Bros.
Thanks for tuning in andwelcome to episode 17.
And for this episode we'regoing to talk about our
importance of reviews and kindof our reputation management.
If you guys are new to pressurewashing, you probably aren't
thinking about this.
You're more thinking about howdo you get work on the schedule,
how do you do those thousanddollar days and book out those
(00:54):
huge months and hit like sixfigures.
But a more advanced strategythat Clay and I both jumped on
really early is the importanceof getting really good five
starstar reviews on platformsand locking in that reputation,
because we've been in businessfor not too terribly long but we
both have a sizable amount ofreviews.
That really separates us fromthe rest of us and that helps
(01:16):
with decision-making.
As far as customers who arekind of like deciding between
another company and your companySay, if one company has a lot
of reviews and the other companyhas zero reviews, they've
already decided.
Most likely they're going withthe company with the more
reviews.
So, uh, that's what we're gonnatalk about today and I'll kick
this thing off.
Do you kill it and you can getus started as always I'd be
(01:40):
happy to kick us off.
Speaker 2 (01:41):
We, uh, we've had a great week.
I know you've had a great week,matt Strong.
End of the month, we had todeal with some weather issues.
I don't know about any of youother guys out there.
Obviously, we had to face someobstacles.
There's always going to beobstacles we face.
It's never going to go asplanned.
No matter if we have theperfect plan, we're still going
(02:01):
to face some issues and it's allabout just how you find a
solution to the problem, right.
So appreciate everybodylistening, appreciate everybody
joining, whether it's Spotify,if you're listening on a Monday
morning, sunday night, wheneveryou may be listening, we
appreciate you listening on allplatforms Spotify, apple
Podcasts, youtube, facebook.
We appreciate every one of youguys.
(02:22):
Now, as Matt said, we're goingto talk about reviews and
reputation today, so excited.
I really, really love talkingabout this because it has made a
big impact in my business andit's been a huge part of success
.
So I was reading into somethingactually just a few minutes ago
.
It says you can be the best inyour market, but if your Google
(02:44):
reviews are terrible ornon-existent, your phone isn't
going to ring, and what thatmeans is if your market is
saturated like mine and Matt's.
We have, I think, just on theinternet on data, there's like
120 other competitors in ourarea and that's just roundabout
numbers.
I'm sure there's a lot morewith you guys that do side
(03:04):
hustle, part-timers and all thatmess.
However, if you are really goodat your job, that's great, but
if you don't have a reputationonline, you need to get started
on that immediately, becauseeverybody's got a phone in their
hand, everybody's on a computerand the first thing they do
especially if they're justmoving into your area like we
have a lot of people moving inour market.
(03:25):
We have a lot of people movingin our area.
A lot of people moving from upnorth down here to the south,
and wherever they're coming from, they're coming from all sorts
of parts of the country.
We're in like the hottestmarket.
Everybody is moving here.
So nine times out of 10, we'renot your small, you know.
We're just not your small townanymore, where everybody knows
everybody and somebody that isjust moving here.
(03:46):
They're looking for somebodythat they can trust.
And where do they go?
They go straight to theinternet.
They go to Google is like thetop one, and then what else?
Matt Yelp and all the otherplatforms, Facebook, the
Facebook groups.
So you need to make sure thatyou are working on your
reputation online.
Speaker 1 (04:06):
Exactly.
Yeah, I mean people brag aboutword of mouth only.
What do you think word of mouthmeans?
The modern word of mouth is howyou look online.
So if you're talking about, youlean purely on word of mouth.
What do you?
Got like seven people thatrefer you.
No, like word of mouth needs tobe when you're on top of Google
and you have hundreds andhundreds of reviews.
You're on Facebook andeverybody shouts you out on
(04:27):
Facebook groups.
You got contractors suggestingyou when they're at other houses
doing their type of services.
Like that's what word of mouthmeans, and our objective here is
to grow the digital word ofmouth.
And it's free, there's no costto it.
It just takes time and a system, and that's what we're going to
break down today.
It it just takes time and asystem, and that's what we're
going to break down today.
Kind of the importance of it,because I know it seems to be a
(04:48):
weird flex where people thinkthat, like they don't spend any
money on marketing, they don'tspend any time doing all this
and business just flows to them.
Well, I mean nine times out of10, they're full of it and they
either don't understand it orthey're ignorant to the
situation.
So if you're ignorant ignorantto this this episode is gonna be
great, because we're gonnaeducate you on how people do it
(05:08):
the right way and you accumulatereviews.
You sit on top of Google andthe metrics that we have just
from Google and all of ourreviews, like we're touching
thousands and thousands andthousands of people a month
without us spending money.
And because we do the rightthing, we get the reviews out
and that's our reputation.
So, like Clay says, you canhave the best company in the
world, but if nobody knows yourreputation, nobody knows how
(05:31):
good a quality of service you do.
You're irrelevant.
Speaker 2 (05:36):
Yeah, and like you were saying, I think, if you
want to have a successfulbusiness and you want to do this
, and it's what you want to do,how you want to.
You want to have a successfulbusiness and you want to do this
, and it's you know what youwant to do how you want to.
You want to retire from yourbusiness.
You want to sit back and watchit run.
It is a necessity, like youneed to make sure you're you are
paying the marketing.
You need to make sure you'reyou're doing the things that
(05:57):
work for you.
You got to find the things thatyou're comfortable with and
what works for best for you andyour culture and your customer
base, your target.
Who are you targeting, right?
So how can I get in front ofthose people?
And what goes back to what youwere saying about the free
marketing, the word of mouthtype stuff.
It's like we talked aboutbefore the richest daggum
(06:20):
companies in the world advertise.
So they're not.
You know they could probablylive off a word of mouth, but
they're always trying to be topof mind of everybody else and
that is very important.
When somebody thinks ofpressure washing, are they
thinking of your company?
Are you in the discussion?
How do you stay the top of mindof everybody else and how can I
get in front of them?
Everybody's got a phone intheir hand.
(06:41):
So basically, what you need todo is you need to say okay, what
am I doing on all of thepopular platforms Facebook,
twitter, linkedin you'reprobably going to get more of
your business owner commercialtype work if you're going that
route.
But if you're wanting to get infront of homeowners, the home
service industry anybody in thehome service industry that's
(07:04):
listening needs to listen tothis you need to make sure that
the number one, the impact Idon't know Matt may disagree
with this, but it's going to beGoogle.
If somebody doesn't knowanybody in town and they're
looking for a reputable business, somebody that does good work,
somebody that does good work,they're going to pick probably
your top three, maybe top fivein the Google.
(07:28):
You know, top five on Google,whatever pops up.
How can I get my businesspopped up in Google?
That should be your toppriority.
That has been the biggestmoneymaker for me outside of TV
commercials and other things.
But Google is your right nowcustomer.
So going to the review part ofthat thing you've got to build a
great platform on Google.
(07:50):
So what that means is you'vegot to make sure that all of
your SEO is in line.
If you don't know what SEO is,look it up.
Youtube I always say, go toYouTube University.
I've learned a lot on YouTube,believe it or not.
You can almost get a doctor'sdegree on there, but go to
(08:14):
Google, make you a strongprofile, spend some time on it.
It's not going to take it.
You can't build a successfulGoogle profile in 10 minutes.
It's just not possible.
It's going to take you weeks.
You're going to find thingsthat you want to tweet.
Put some good pictures,professional pictures, some
professional videos and justlearn Google.
Learn your Google, my Business,google Maps or whatever it is
now I know it's changed a littlebit and then you want to make
(08:35):
sure you get those reviews.
Those reviews mean a ton,because what happens is Google
is actively, always looking forthe most active profile.
That helps your seo.
What seo is is search engineoptimization.
So when somebody searches yourinformation, searches pressure
washer in your area, thenthey're going to pull the top
three to five strongest profilesand that's how you rank on
(08:57):
google.
So make sure you have areputation.
If you don't have a reputation,start building one.
Start immediately, because whathappens is if you are just
getting started in the industryand somebody is looking for a
pressure washer, they're morethan likely going to hire
somebody like me or matt, versussomebody that does it part-time
because you're non-existent.
You may or either you are younginto your google profile and
(09:21):
you have three google reviewsversus minor mats four to 500.
I have three.
Speaker 1 (09:26):
I don't know that doesn't matter right now, but if
they're going to pick somebodywith three to 500 Google reviews
over somebody that has 20 to100 100% and if you think, oh, I
can get business off of word ofmouth, I don't need to do all
this stuff, you guys don't knowwhat you're talking about.
You're competing with us inthis space.
If you were a customer, wouldyou hire somebody based upon
(09:47):
somebody that was recommended toyou at a church and then you
pull them up online and they hadzero presence online?
Or would you want to hiresomebody that you see online
with a lot of presence and has alot of google reviews?
Like we win jobs left and rightover people, because I'm on the
phone dealing with quotes ofthese guys and I'm almost not
wanting to take the job becausethey're like well, I got five
(10:08):
other people and I'm like, okay,who are the five other people?
And half of these people I'venever heard of.
And then the other half.
I'm like, okay, cool.
And I'm like, well, we have 500Google reviews.
These people have 20 Googlereviews.
So, like we stay busy, we staymoving, we're adding value.
There's value in our business.
(10:28):
That's.
That's like the, the value andthis is the thing I think people
mistake.
If, as a new cup, like apressure washing company, you
let go, the value is like meshowing up and like scrubbing
somebody's house.
No, the value is like how, howgood of a job do you do over
like your reputation, and so, ifyou can kill it on on your
google reviews, your reputationonline, there's so much more
value in that than you thinkinglike you have the best tool or
(10:49):
you're you're the only guy thatknows how to pressure wash Cause
I got college kids working forme right now and they've been.
They do an awesome job and theyget tips and they're friendly
and they show up and they doeverything great.
They are not.
They don't have 20 years ofpressure watching experience.
So, like you have to to youhave to think in the mind of a
(11:10):
customer and that's the numberone thing is like the problem we
face is we think of like whatwould we want as the contractor,
but in reality it's like whatwould the customer want in their
eyes as they make the decision,and usually that's going to be
hire the guy with 500 reviews ongoogle, hire the guy with 300
reviews on google and a lot ofonline reputation.
And, like Clay says, our area isvery transient now, where most
of my customers have out ofstate area codes and they're
relying purely on word of mouthvia what they see on Google and
(11:34):
that's.
And then again to the lastpoint.
Like when you have 100, 200people pressure washing in our
area, if you solely rely on wordof mouth, you're not going to
make it period.
Like you can do this on theside if you want to, but if
you're not actively, likerolling the ball forward every
day and Clay and I, as soon aswe started, we're like get on
Google, get locked in with thiswork on your Google, my business
(11:56):
.
Like you can look at my Google,my business page, and I have
like 12,500 pictures associatedto it.
Like there's a lot of thingsthat I've been doing over time
that shows the activity ofGoogle and and all the reviews.
So Google says this is a highlyactive profile.
We're going to put them at thetop.
And if you think you can skirtby without doing that or just
putting yard signs up, you guysare kidding yourselves.
(12:17):
That's just kind of the twocents from a different level,
cause like we talk about I wastalking to a guy the other day
there's levels to the game.
If you're completely fine doingten thousand dollars a month,
five thousand dollars a monthworking on the weekends, no
sweat, but if you're trulytrying to compete and grow a
business that sustains youfull-time and a family and
employees, this is what'srequired yeah, like uh, where
(12:41):
we're kind of at now and I'mjust new into it, but we got a
few other people's families now,so it's a big thing.
Speaker 2 (12:49):
The reputation thing is a big thing.
If you want to build a fleet,you want to have multiple trucks
, you want to do big numbers.
These are the important things.
Also, asking for reviews can bevery awkward.
It's all about how you go aboutit.
Do your job?
Show up, do you get yourprocesses in place with the CRM?
I know we've talked about itbefore.
(13:10):
Be very professional.
Be a legit like Chick-fil-A ofpressure washing.
I know everybody usedChick-fil-A as a standard
because they're great, they havea process, they get everybody
in and out quick, they havegreat quality.
They have great quality, theyhave great manners.
They're professional.
Be the Chick-fil-A of pressurewashing.
That's how I went abouteverything.
(13:32):
Know how to communicate withpeople, go in, do your job, do
your job really well, and thenjust ask Say hey, if you don't
mind, when you have time thisevening, would you please leave
this five-star Google review?
That's how I get more customers.
That's exactly how I say it.
I keep it short and sweet andnot everybody's going to give
you a review.
I mean, even if you did do agreat job, they'll call you back
(13:53):
next year.
But I have learned that noteverybody's going to give you a
review.
So, there are platforms in placeout there, there's software in
place, there's software in place.
There's all kinds of differentthings you can do to tie your
customer base up too, and thoseguys will follow up with your
customers and get reviews.
But when we're done with ourjob, when we click done, it'll
(14:14):
automatically send a customerlink to do a review, so it's
very helpful.
Speaker 1 (14:18):
Yep, showcase your reviews on your website too,
because people go through yourwebsite and that's another thing
.
They think, oh, a guy's phonenumber for pressure washing.
People are going to look you upon google, whether you think
they are or not.
You could say word of mouththrough my friend or word of
mouth in my neighbor.
The first thing they're goingto do is try to find you online
to get um like social proof offof that.
And well, clay and I do, uh, weput our reviews, I guess.
(14:40):
Do you have a review page onyour website?
Yeah, there's a few on there?
Speaker 2 (14:43):
yep, yeah, yeah, do you have a review page on your
website?
Yeah, there's a few on there.
Speaker 1 (14:44):
Yep, yeah, yeah.
So I have a review page on mywebsite.
So all my reviews on Google and, I think, like Facebook or
whatever, show up on my website.
So if you want to scrollthrough, you can scroll through
like seven or 800 reviews oflike every single platform and
not only does that build socialproof, but that tells people oh,
this guy has a lot of reviews,I'm going to leave him a review.
If you kind of lead with yourreviews and they see your
(15:07):
reviews on Google, they seeyou're highly rated and you kind
of put that on your website,you're going to condition people
, when you send that request toget a review, that they're going
to instantly leave you a review.
And that's how a lot of theseguys work, unless they're kind
of being shady, because I know alot of people will try to
incentivize you with reviews,which technically breaks the
(15:28):
Google like terms and conditionsfor it.
But I know guys who they have athousand reviews and they say,
hey, if you leave us a review,we'll give you like a $25 gift
card to like a restaurant.
Don't, don't do shady stufflike that, because the word of
mouth of that gets out to.
There's a couple of guys Ifollow.
They have out to.
There's a couple guys I follow.
They have a lot of reviews inthis space quickly, and then you
start looking through some oftheir reviews and they're like
the guy gave me like a 20 giftcard if I leave him this review
(15:51):
and we want to go about it theright way.
So and then fake reviews too.
You don't want fake reviews.
That will get you shadow bannedand suspended off of google
extremely fast.
So make sure you're doing itcorrectly.
Speaker 2 (16:05):
Absolutely.
Don't be making fake Googleemails and stuff like that,
trying to get more reviews andtrying to get it up.
Make sure you do it the rightway.
If you're just new to this,you're listening to our podcast,
you have a good customer base.
I would just reach out, sharethem a link.
I don't even know if I'd sharethem a link.
I would just reach out and say,hey, trying to get my Google
profile going, please go andwrite me a review.
Trying to build my reputationonline and just be transparent
(16:28):
with with your customers.
They they understand thatyou're out here trying to make
it, trying to feed your family,trying to make some money,
trying to make something out ofit.
So that's the biggest thing inbusiness that I have learned
being transparent, being honest.
If you break something, if youuh, I mean even something stupid
, if you kick something overwhatever just be transparent
with the customers, be like look, just tell them up front.
(16:49):
They're they're alwaysappreciative and they'll more
than likely hire you back justbecause you told them what had
happened and it was a mistake.
It's like I tell everybodynobody's perfect.
Speaker 1 (16:59):
I know I threw away a flower pot in somebody's house
and they use clay now.
Hey at least it went to theright guy, I know.
Speaker 2 (17:07):
At least it went to one of us and, hey, at least it
went to the right guy.
I know I was like I don't wantthis.
At least it went to one of usand people will literally get
sour over that.
Speaker 1 (17:12):
And they will remember it five years later.
This was like in 2021, andyou're still washing the house
now and she probably still talksabout it.
Speaker 2 (17:20):
We don't talk about it anymore.
But yeah, me and Matt juggle alot of the same customers.
It's just part of business,right, it's nothing personal,
and we just laugh about it andmove on forward.
Like, okay, I dropped the ball,we learn from each other.
We say, okay, well, this iswhere I did wrong, kind of like
the best of the upstate boatingwe had this year.
I dropped the ball on itbecause I was so busy.
Matt's like oh, that's alreadydone, he got an email and I
(17:43):
didn't, so I'm just like therewas a second voting round so I
missed out on that.
But hopefully Matt wins it thisyear.
I won it last year, so it'd becool for the Wash Bros.
Yeah, we would be stoked aboutthat.
I'll be voting for Matt andbest upstate.
If any of the upstate guys arelistening, go vote for Matt or
sorry, it's already done yeah,see, I still think there's a
voting.
(18:03):
Yeah, no, so yeah yeah, it was,it was already done, so it's all
good, hopefully, matt.
Matt won and we can celebratethat for the Watch Bros.
But that's another good thingwith marketing Building your
reputation.
You can use that as marketing.
A lot of people are like, oh,it's all, who pays the most
money that doesn't have a thingto do with it.
Even if you were paying money,you are investing into your
(18:25):
business.
A consumer doesn't know that ithas anything to do with money
or anything like that.
I mean, even before I got intobusiness, before I started my
business, I knew that.
You know, hey, that's probablya good company.
People voted for them.
You know that just builds depthin your reputation as a
business.
Speaker 1 (18:44):
It's called, yeah, I mean it's boiled back to the
reputation.
And when people are like called, yeah, I mean it's boiled back
to the reputation.
And when people are like, oh,it's just like you buy or you're
popular or you bought friendsor you like harass people, I'm
like what do you think businessis?
If I have a lot of friends andI convince them to use me for
business, that's a business.
So like people get hung up,they get salty, sour, like I
don't know if they're likelosers in their past life, but a
(19:06):
lot of times like that scarcitycomes off and people don't like
that and you're probably notvery busy in business if that's
your personality and yourattitude.
Like business is like aself-discovery lesson and you
kind of level yourself up aslike we've leveled up throughout
the years as the wash bros, andthen like Clay's leveling up a
(19:26):
lot right now with expanding outwith another skid, another
truck and like really puttinghis fleet together, like there's
a lot of personal developmentthat goes into that and like if
you would have taken Clay likefrom the beginning of this Wash
Bros, or even me from thebeginning of this Wash Bros, and
sat us down, we were differentpeople back then than we are
today.
And like it just takesconstantly leveling up and
(19:47):
having the not only like thediscipline, but just being okay
with like clay says like youdrop the ball Occasionally.
You got four jobs a day.
It's hot outside, your hoseknocks over a flower pot, oh
bummer.
Like do the do what's right,don't just like toss it away and
pretend like it didn't.
Nothing happened.
And then they're like well,wait, I wouldn't, I don't care
(20:08):
about the flower pot.
It's the fact that you damagedsomething on my property and you
didn't necessarily let me knowabout it.
So it's like owning up to yourmistakes, being transparent and
honest with people.
And when we do the reviews, oursystems house call pro, the crm
we talk about all the time.
We get follow-ups, um, that goto customers like jobs completed
, thank you for, uh, using math,the driveway guy like we would
love you to like leave us areview.
(20:29):
And oftentimes people can say,hey, I'd love to leave your
review, but I noticed this andthis.
Can you fix it?
And that also like allows youto be humble, to go back and
make something right.
And like save a customer thatcould have just said I'm never
going to use this guy again.
So it's almost like keeping theconversation going with a
customer.
You're not just taking theirmoney and leaving and that's how
(20:54):
you get raving clients,customers and word of mouth and
that reputation.
It's like the job doesn't stopas soon as the job.
Like the job doesn't stop whenthe labor's done, like it's.
It's your job to take thatcustomer and turn them into a
raving fan who's going to likeshare your name out there word
of mouth, and they're also goingto call you every so, every
year, every two years, and likethat's the ultimate objective of
business.
(21:15):
Too many people stop way tooshort.
They they clean the house,they're like bye, never gonna
see him again.
And then they lost thatcustomer and like clay was
saying we do email campaigns toall of our customers and he's
we're adjusting our campaigns tosend follow-ups and then, like
you will get repeat customers bysimply asking to wash their
(21:35):
house again and it's, it is.
It seems almost too easy.
You're like I'm spending allthis money trying to market with
google, but if I just send outthese automated emails, people
are going to respond and thenI'm just going to put them back
on the schedule and those arethe easiest jobs to clean up
because they're already cleanfrom last time.
Speaker 2 (21:52):
Well, not only that, I'm always making sure that
anytime I come in contact with acustomer whether it's a phone
call, phone conversation with aphone call, a lead, or a
conversation with a neighbor inperson I'm always getting the
information that they'll give itto me, because those customers,
that information costs money.
Anytime that Google calls you,facebook ads, whatever you're on
(22:14):
average anywhere from $40 to$60 is kind of the average that
I've came up with and basicallywhat you do is you grab all the
information.
You grab whether you're goingto hire them right now or not.
Then you set up the emailautomations, you send campaigns,
you send postcards, you sendtext messages and you just kind
of drum up more business and itsaves you so much more money.
It drums up so much morebusiness without having to spend
(22:36):
too much.
Speaker 1 (22:38):
Exactly.
And like when you have multipletrucks, as like Clay and I have
, it isn't like, oh, I'm greedy,I'm trying to make more money.
You start to scale and then yousay, whoa, I got a guy showing
up every single day for 40 hoursa week.
I need to have him busy andthen so.
So you have to thinkdifferently than when it's an
owner operator out there andyou're like man, if I, if I work
(23:00):
a little harder, I can work anextra hour every night and make
another like 5,000 bucks.
It's like no, you're likeliterally putting food on
somebody else's table.
Now it's a different level andthat's the exciting thing.
And then it's really importantto maintain that reputation
while you have other guys doingthe labor for you.
It's like, hey, you want toopen that conversation and
communication with yourcustomers.
(23:21):
So if you have a new guy outthere and they're maybe not as
attention to detail as you are,or they don't know the systems
as much as you'd like them to,they don't walk through, do walk
arounds with the customer.
Like you need to correct thosebefore they become big issues.
And like occasionally you'llhave a bad hire.
But if you communicate withyour customers usually, like you
(23:42):
can maintain a good reputationand people like to support you
as you support others.
That's, that's something cooltoo.
Like you'll get better tips.
Um, they're like oh, you got ateam.
Like, I show up at somebody'shouse, having done that house
like years and years ago.
But they follow me on socialmedia.
They know that I have a team ofguys.
Now they're like you still gotthe team.
I'm like, yeah, I just showedup cause I wanted to see my old
(24:02):
customers.
But, like, people will valueyou if you have multiple guys
working for you and you and theylike to see you growing a
business.
So, like that reputation is isparamount to everything because,
like we are like in our localmarket, you see, guys, they
scale too quickly, they grow toofast, they get too hands off
and reputation starts to comeout.
(24:23):
People start to call hey, I usethis guy one year and like he
messed something up.
Hey, I use this guy, he.
And then that starts to becomea trend and you never want that
to be the case for you.
Speaker 2 (24:31):
So well, there's a, there's a local company here now
that I've gotten a lot ofcustomers from and, uh, not
gotten directly from them, butI've been out to do a job and
they say, okay, these guysnormally do it, but their
quality is going downhill.
So don't be that guy, don't letthat happen, because it's going
to be eventually, you're goingto be non-existent Eventually.
(24:53):
It keeps happening.
Speaker 1 (24:54):
Exactly, business is a long haul.
People look at it as how can Ihit $100,000?
How can I hit $500,000?
How can I hit a million?
Okay, but like you hit amillion dollars in revenue, like
you should be making good money.
Your job is to maintain that,manage that and keep it going
and then live a quality life offof that.
Like, don't be so fixated onchasing these numbers.
And then there's no end insight.
(25:20):
And that's where you the beautyof business.
And it's funny because peoplealways try to dick measure
online where you say, oh, I havetwo trucks, I'm doing volume.
They're like, oh, volume's notthat good.
I'm like everybody has adifferent way of doing business
and like that's the beauty ofbusiness.
Not everybody can do business,though.
A lot of people can't do volumebecause they can't manage
employees and they can't build ateam and build a true business.
They're stuck in that owneroperator hustle and then you see
(25:42):
them hustle for five years andthen they're doing something
else and then they're doingsomething else or they're doing
another service else wherethey're doing another service,
like what Clay and I do.
That makes us successful is wespecialize in the pressure
washing and, like Clay says, thecustomers who are in these nice
houses and these guys invest aton of money in bringing in
these marketing leads, a ton ofmoney in their equipment.
They may not do the best jobbecause they're a little far
(26:04):
removed from their business.
That customer, instead ofcalling them back, is going to
call Clay or I because they sayhey look, these guys are a
little bit more focused andspecialized in pressure washing
and they're not all over theplace trying to do everything
else, and that's that's a commonthing that we hear a lot.
So like maintain that qualityof when you first started and
(26:24):
it's not.
It's like we're not trying totell you.
Once you scale a business,you're like in the office doing
nothing all day long and it'schill, it's like it's a
different type of work, but it'sstill work and it's important
that you keep that reputationand keep that pulse and
intentional touch still on yourbusiness.
Speaker 2 (26:41):
Well, I think the biggest thing is if you want to
be a pressure washer, be apressure washer.
If you want to be a painter, bea painter.
You want to be a plumber, be apainter.
You want to be a plumber, be aplumber and it whatever else.
You need to find that one goodthing that you want to do in the
home service industry and youneed to do it.
Don't try to offer a millionother different things, because
I feel like we get sidetracked,we get out of the job.
We start saying, well, I can do, I can fix your doorknob that's
(27:01):
broken, or I can fix yourceiling fan, or I could sell you
, uh, permanent lights that goup on your yard, oh, oh, I can
spread mulch for you too.
And then the customer just getsa bad taste in your mouth,
cause, like they're like who didwe hire?
This guy does everything?
Did we hire a handyman?
And then I feel like thatdoesn't give you as good as
value If, as if you were just tosay, okay, I'm a pressure
(27:22):
washer, that I'm a professionalpressure washer, that's what I
specialize in.
So find that one good service,stick to that service and master
that service.
Speaker 1 (27:32):
And be known in your area for what you do.
Speaker 2 (27:37):
That's the number one thing.
Speaker 1 (27:37):
Yes sir, you don't want to be the guy who's oh, he
had a great pressure washingbusiness and then he decided to
do X, y and Z and now he'sreally average on a lot of
things.
Like that is not what we want.
There's plenty of business tobe had cleaning homes or
cleaning offices of businessesand the focus you just keep your
head down and I'm kind of atthat phase where, like stuff is
(27:58):
like it just keeps showing upbecause you're like oh, the, the
reputation, the repeatcustomers, like you're starting
to see the fruits of your laborafter doing this for four or
five years of like really solid,dedicated focus, where you're
like I can, I can expect thesemonths to be very in line with
where they were before, like youcan predict things, and that's
(28:19):
when business starts to get fun.
And then you're like I can haveanother 150 or 200 Google
reviews this year.
I can, I can be within like afew thousand dollars of revenue
that I'm going to anticipate,and then you can plan stuff out.
And then that's when, like,being the business owner is fun
Because, like Clay said too,like you want to be a pressure
washer, that's fine, but if youjust want to be a pressure
(28:40):
washer and you don't want to bea business owner.
It's a completely differentenergy.
A lot of guys are great atpressure washing but business
owning they're not.
And the objective of the WashBros podcast is to kind of
educate people who are great atpressure washing, who want to be
great at business owning, thethings that they need to think
about and the things that theyneed to do to be great at
business owning.
And like you see guys, theyjust they hit levels and, okay,
(29:04):
cool, like you're doing ityourself.
You want to hit $180,000 likepressure washing, but like like
are you going to be doing thatfor 10 years, 20 years, 30 years
?
And then you go to try to sellyour company, which we see a lot
, and then they're thinking theycan get x amount of money for
their company but in realitytheir company's worth nothing.
And like nobody's trying to bemean here, but it's like, unless
you have like a well-oiledmachine that whoever's buying
(29:25):
your company can give you moneyfor it and then get a return on
it, your company's worthless.
And usually that's because theguy is doing all the work.
So if you're in that owneroperator trap and you think, oh,
I'm just going to retire and mykids are going to get this big
payout.
That's not the case whatsoever.
Like, get ahead of it.
Either figure out how to have ateam run your business for you
(29:47):
or just kind of of figure out adifferent route.
Because if you're thinking I'mjust going to be the owner
operator at 60 years old, I'mgoing to sell it, I'm going to
get a hundred thousand dollarplus payout, you're going to be
in for a like a rude, rudeawakening in a bad time.
Speaker 2 (30:03):
Yeah, absolutely.
I mean, $100,000 is nothing.
I wouldn't even considerselling my business for $100,000
.
So if anybody were, to offerthat.
I would just laugh at them.
But it would take a lot ofmoney to buy my business,
especially with all the hardwork that I put in, and If you
don't have everything in place,you're not providing any value.
You don't have the Googlereviews.
(30:31):
I know I had a discussion witha guy this week about buying his
business, but he provided novalue.
He had no Google reviews.
He claimed he was the top ofGoogle.
He wasn't on the top of Googleand he's been in business for 20
years and said he only had 500customers.
So it's like, okay, we havewhich is crazy because you know
me and you have talked, matt wegot I don't know 3 000 customers
(30:54):
I think you got a little moretime in the game than me, so you
have around 4 000 and it's justlike, wow.
Well, if he thinks he can get xamount of money for his, then I
ought to be able to get ahundred times that, because I
have, you know, so many morecustomers than he does in my
database and the track record,uh, the data that I know that
I'm going to make X amount thisyear.
(31:16):
I can kind of project that Ican say, okay, like Matt was
saying about the Google reviews.
I can get a X amount of Googlereviews this year If I do this
many jobs.
The formulas are there.
They're in place for you.
Yes, use this year if I do thismany jobs the formulas are
there, they're in place for you.
Speaker 1 (31:28):
Yes, you either choose to follow them or you
choose to put your head in thesand, whether it's from
ignorance, or you're just stupidand like there's no flex in not
learning with the times andusing the technology that we
have today.
Because, like you see, with ai,if you're not adapting to
things, if you see, if you'renot adapting to being online, if
you're not adapting to things,if you see, if you're not
adapting to being online, ifyou're not adapting to
technologies and learning how tomarket yourself, you're going
(31:49):
to be replaced and, like the,the world is not fair.
And that's the beauty ofbusiness.
We can go in, we can hit it ashard as we want and we get
exactly what we deserve.
So if we're going into thisthing with like the know-it-all
attitude, saying I just businessjust rolls into me, and then I
try to pull you up online andyou don't even have a Google
presence, like stop kiddingyourself you either look in the
(32:10):
mirror and say, okay, I don'tknow what I'm doing.
I wanna learn, I wanna listento the Wash Bros, I wanna make
myself a better version ofmyself.
Today, you do that.
You show up and five years downthe road, you have a really
rocking business.
There's no timeline set.
It no timeline set.
It's all about just having agoal in mind, having clarity and
following the basic frameworksthat we do, and we've literally
(32:31):
talked about it for the last twoor three years as we've been
doing this show and the fruitsare in our labors.
Clay's grown, he's scaled.
I've grown, I've scaled.
It's pretty simple formula here.
Now we're kind of in themaintenance mode, where we can
kind of go wherever we want towith it, but you pulled a lot of
profit out of your business.
You can go on cruises,vacations, and then you can be a
dad and that's ultimately whatClay and I both enjoy more than
(32:53):
anything.
Speaker 2 (32:55):
And then then again, it's not just us talking because
we're biased, because we have apodcast and we want everybody
to listen.
But the thing is we have somany such stories.
We get the messages daily.
They're in our inbox.
People are asking us for help,guidance, et cetera, et cetera.
I could go on and on and on andon and on about all the success
stories we get in our messagesevery day About how much they
(33:16):
appreciate our podcast.
It's not that we're beingbiased.
We have literally put theseprocesses in place.
Me and Matt have the samebusiness model and it's what
works for us.
Speaker 1 (33:34):
And we make a really good living doing it and we just
want to help other people.
No doubt, no doubt, and it'sit's just like like, like we say
it's no.
Another great quote I heard.
It was like being rich andbeing poor is like the same
level of effort.
It's all down to your habits.
So you show, you wake up in themorning, you kind of have a
victim mindset, you just kind ofprocrastinate through the day,
like we all have the same amountof time, whether you want to do
it moping through or whetheryou want to wake up, you have a
(33:55):
game plan and you startattacking it because that's
going to become second natureand a habit and clay.
And I wouldn't even think aboutwhat we do like.
In the beginning it's like allhoorah, like this is exciting,
this is fun.
But now it's at the stage whereyou're just like I just show up
, do the job, go home, and thenbefore you know, you're like
whoa, look what I've been ableto build just because of the
right habits I've been doing forthe last few years and there
(34:17):
are some tweaking.
Speaker 2 (34:18):
There are some tweaking that goes on with our
marketing and stuff like that.
We kind of have to maintenanceit and stuff like that.
But for for the most part, ourleads are pretty much autopilot.
They just stream in Like wehave worked so hard over the
last four or five years that wedon't really have to beg for
work.
We don't have to go out andknock on doors and beg for work.
We don't have to go put doorhangers on doors and beg for
(34:40):
work.
We don't have to sell our work.
We've done such a great jobbuilding a reputation online,
building the Google reviews,that we don't have to beg for
work and that is one of thegoals that that should be in
your business.
Speaker 1 (34:52):
Exactly we look at, like Clay was saying, you want
to be the best at what you do.
You don't see Amazon beatingdown the door, trying to go door
to door to sell their services.
You don't see these big megacompanies.
They're marketing themselves,they're putting themselves out
there, but they're not hardselling.
Like you need to get to theplace where you don't have to
hard sell people.
(35:12):
Like, when people ask mequestions, they're like how am I
different than everybody else?
I just ask them questions.
I was like well, first of all,what are you even looking for?
It's like you ask these open,broad questions and a lot of
times they just want peace ofmind that you're going to do a
good job and, um, they can go onwith their day and have a clean
house and it's going to be aseamless, easy process.
And like you go in and you hardsell somebody, you're door
(35:35):
knocking, like you're kind ofstarting starting to frame on a
hustle bad way that I don'tnecessarily like a high value
customer, high value company isnot going to necessarily do,
because I mean, you think aboutit.
It you want to put thatreputation out there of like hey
, we're a leader in the area,like we do volume, like we are.
We always have people doingbusiness with us.
(35:55):
You can look at our Googlereviews.
We get two reviews every everycouple of days.
Like you're not the only personwe're dealing with today.
Now, if you're just doorknocking, they don't know
anything about you, you're justkind of abruptly interrupting.
You're interrupting their dayLike they don't know who you are
.
Like may not be the best formof marketing.
Now, if you want to sell a $99driveway, I'm sure somebody
would do that, but the objectivewe have is to grow our brands
(36:19):
and businesses and ourreputations, as we have.
And then, like Clay says, we wepretty much just have a funnel
of leads coming in, and thenit's up to us to decide what we
want to do with those Absolutely.
Speaker 2 (36:31):
And, matt, I think we're coming up on our 40-minute
mark for this episode.
I think we've covered a lotabout this reputation, a lot
about the Google reviews, whatthey mean to us, and you can
tell that we're very passionateabout it.
It means a lot.
Especially, it's like the rootof your business.
That's where people go, that'swhere they look, that's where I
send people.
Like if I meet them on thestreet, I'm like look, we got
through 300 google reviews,check us out.
(36:52):
You may not hear from them thesame day, you might not hear
from them tomorrow, but they'llremember that they had that
conversation with you andthey'll look you up online and
they'll book you I get askedthis a lot if I'm out and
they're like oh you, do you dopressure washing, do you have a
card?
Speaker 1 (37:04):
I said why don't you Google it?
And then they Google you.
And then they because like, ifI have a card and it's no
different than everybody else'scard, it's just going to get
lost in somebody's wallet.
But if they Google you and theysee 500 something reviews or
they just Google pressurewashing near me and you're in
the top, there's far morecredibility than them just
calling somebody off of a card.
Speaker 2 (37:24):
I come from the car business.
I know you did a little carbusiness too, but I hated giving
out cards because I knew thatit was going up in a floorboard
or a trash can somewhere orwhatnot.
If you're asking me for a card,I did not do my job properly.
What did I do wrong in theprocess of trying to earn your
business?
Speaker 1 (37:43):
It's like send me a quote.
Speaker 2 (37:45):
Yeah, so I mean we give a card out to the customer
when we greet them at their doorto show up and do their job,
just so they have a card layingaround somewhere if they want to
put it on their fridge.
Speaker 1 (37:53):
That's a different story than like meeting somebody
and saying here's my card, likelike clay said in the car
business that's like okay, cool,can you give me your card?
That's a nice way of saying I'mnot interested, I want to go
home they're looking for a wayout, that's a, that's a kind way
of saying I'm not interested intalking to you right now.
Speaker 2 (38:09):
Exactly A hundred percent.
So, um, I, I didn't, I didn'teven do cards in the car
business for that reason,because it's just like okay,
ma'am sir, I obviously didn't domy job today.
What can I assist you know what?
Do you not like me?
Do you not like you know what Imean?
So yeah, that's just anothersales thing we can talk about
(38:31):
another day.
Speaker 1 (38:31):
but you gotta be like .
You gotta be like Andy Elliotand take your shirt off if you
don't have ass.
Speaker 2 (38:36):
Yeah, right, right, yeah.
But yeah, it's been a greatepisode, matt, and I enjoyed
this episode a lot.
Guys, if you would go toYouTube, go follow us.
Apple Podcasts, spotify, allthe platforms, all the podcast
platforms You'll find us.
I promise you We've had greatsuccess stories from all this.
Matt's working on some merch.
I think we're doing a littleupdate into our website.
(38:57):
If you need anything, be sureto reach out to us.
If you've gained any knowledgefrom our podcast, let us know.
Comment below.
Shoot us a message on our theWash Bros podcast messenger.
You can shoot us in there.
I always love reading those.
We're going to use those alsofor our platforms to share
success stories.
Also, go to the Wash Bros group.
(39:17):
Follow the private group, theWash Bros group.
We share some stuff that we'redoing during the week in there.
It's called the Wash Bros orWash Bros something, something
like that.
You'll find it.
And then, um, my personal page,clay smith on facebook.
Uh, the pressure wash guru ontiktok.
Go, follow me.
I got some viral videos onthere.
And then you got matthewjackson on facebook.
Matt the driveway guy is hisbusiness page.
(39:39):
He's got brand up, uh.
And then follow my businesspage, c3 wash bros what you got
for matt that's about it.
Speaker 1 (39:46):
Uh, we're working on trying to post a little bit more
in the Watch Bros group.
I'm trying to really grow this.
As I got my college kids comingback, I have a little bit more
time I'm not so much in thefield with this so we can get
back to hitting it hard.
Kind of like I was doing alittle bit in the winter before
the spring took off and we allgot crazy.
But, like Clay says, yeah, giveus a follow on everything.
We're working on trying to helpout in any way we can and
(40:12):
provide a lot of value toeverybody, because I know it's a
fun thing to listen to.
If you listen to the episode, Iknow we had one guy he reached
out to us.
He's like, hey, I've beenlistening, I finally hit my
first $1,000 day, so like that'shuge.
I mean that's awesome.
Like we talk about thingsbecause we're talking from a
different level.
(40:32):
If you're just starting out, orif you're wanting to make the
jump from part-time to full-timeor you're full-time, you're
kind of struggling.
Like you can get value fromthis podcast and like you can
just go through and listen toall the like 40 other episodes
we've had in the past.
If you have any questions, makesure to message us.
Like Clay said, and I mean, ifthat's it, uh, we'll drop the
outro and then we'll we'll seeyou guys next week.
Speaker 2 (40:52):
Peace guys, next week see ya.
What's up, guys?
It's Matt Jackson and ClaySmith and we are the Wash Bros.
Thanks for tuning in andwelcome to episode 17.
And for this episode we'regoing to talk about our
importance of reviews and kindof our reputation management.
If you guys are new to pressurewashing, you probably aren't
thinking about this.
You're more thinking about howdo you get work on the schedule,
how do you do those thousanddollar days and book out those
(00:54):
huge months and hit like sixfigures.
But a more advanced strategythat Clay and I both jumped on
really early is the importanceof getting really good five
starstar reviews on platformsand locking in that reputation,
because we've been in businessfor not too terribly long but we
both have a sizable amount ofreviews.
That really separates us fromthe rest of us and that helps
(01:16):
with decision-making.
As far as customers who arekind of like deciding between
another company and your companySay, if one company has a lot
of reviews and the other companyhas zero reviews, they've
already decided.
Most likely they're going withthe company with the more
reviews.
So, uh, that's what we're gonnatalk about today and I'll kick
this thing off.
Do you kill it and you can getus started as always I'd be
(01:40):
happy to kick us off.
Speaker 2 (01:41):
We, uh, we've had a great week.
I know you've had a great week,matt Strong.
End of the month, we had todeal with some weather issues.
I don't know about any of youother guys out there.
Obviously, we had to face someobstacles.
There's always going to beobstacles we face.
It's never going to go asplanned.
No matter if we have theperfect plan, we're still going
(02:01):
to face some issues and it's allabout just how you find a
solution to the problem, right.
So appreciate everybodylistening, appreciate everybody
joining, whether it's Spotify,if you're listening on a Monday
morning, sunday night, wheneveryou may be listening, we
appreciate you listening on allplatforms Spotify, apple
Podcasts, youtube, facebook.
We appreciate every one of youguys.
(02:22):
Now, as Matt said, we're goingto talk about reviews and
reputation today, so excited.
I really, really love talkingabout this because it has made a
big impact in my business andit's been a huge part of success
.
So I was reading into somethingactually just a few minutes ago
.
It says you can be the best inyour market, but if your Google
(02:44):
reviews are terrible ornon-existent, your phone isn't
going to ring, and what thatmeans is if your market is
saturated like mine and Matt's.
We have, I think, just on theinternet on data, there's like
120 other competitors in ourarea and that's just roundabout
numbers.
I'm sure there's a lot morewith you guys that do side
(03:04):
hustle, part-timers and all thatmess.
However, if you are really goodat your job, that's great, but
if you don't have a reputationonline, you need to get started
on that immediately, becauseeverybody's got a phone in their
hand, everybody's on a computerand the first thing they do
especially if they're justmoving into your area like we
have a lot of people moving inour market.
(03:25):
We have a lot of people movingin our area.
A lot of people moving from upnorth down here to the south,
and wherever they're coming from, they're coming from all sorts
of parts of the country.
We're in like the hottestmarket.
Everybody is moving here.
So nine times out of 10, we'renot your small, you know.
We're just not your small townanymore, where everybody knows
everybody and somebody that isjust moving here.
(03:46):
They're looking for somebodythat they can trust.
And where do they go?
They go straight to theinternet.
They go to Google is like thetop one, and then what else?
Matt Yelp and all the otherplatforms, Facebook, the
Facebook groups.
So you need to make sure thatyou are working on your
reputation online.
Speaker 1 (04:06):
Exactly.
Yeah, I mean people brag aboutword of mouth only.
What do you think word of mouthmeans?
The modern word of mouth is howyou look online.
So if you're talking about, youlean purely on word of mouth.
What do you?
Got like seven people thatrefer you.
No, like word of mouth needs tobe when you're on top of Google
and you have hundreds andhundreds of reviews.
You're on Facebook andeverybody shouts you out on
(04:27):
Facebook groups.
You got contractors suggestingyou when they're at other houses
doing their type of services.
Like that's what word of mouthmeans, and our objective here is
to grow the digital word ofmouth.
And it's free, there's no costto it.
It just takes time and a system, and that's what we're going to
break down today.
It it just takes time and asystem, and that's what we're
going to break down today.
Kind of the importance of it,because I know it seems to be a
(04:48):
weird flex where people thinkthat, like they don't spend any
money on marketing, they don'tspend any time doing all this
and business just flows to them.
Well, I mean nine times out of10, they're full of it and they
either don't understand it orthey're ignorant to the
situation.
So if you're ignorant ignorantto this this episode is gonna be
great, because we're gonnaeducate you on how people do it
(05:08):
the right way and you accumulatereviews.
You sit on top of Google andthe metrics that we have just
from Google and all of ourreviews, like we're touching
thousands and thousands andthousands of people a month
without us spending money.
And because we do the rightthing, we get the reviews out
and that's our reputation.
So, like Clay says, you canhave the best company in the
world, but if nobody knows yourreputation, nobody knows how
(05:31):
good a quality of service you do.
You're irrelevant.
Speaker 2 (05:36):
Yeah, and like you were saying, I think, if you
want to have a successfulbusiness and you want to do this
, and it's what you want to do,how you want to.
You want to have a successfulbusiness and you want to do this
, and it's you know what youwant to do how you want to.
You want to retire from yourbusiness.
You want to sit back and watchit run.
It is a necessity, like youneed to make sure you're you are
paying the marketing.
You need to make sure you'reyou're doing the things that
(05:57):
work for you.
You got to find the things thatyou're comfortable with and
what works for best for you andyour culture and your customer
base, your target.
Who are you targeting, right?
So how can I get in front ofthose people?
And what goes back to what youwere saying about the free
marketing, the word of mouthtype stuff.
It's like we talked aboutbefore the richest daggum
(06:20):
companies in the world advertise.
So they're not.
You know they could probablylive off a word of mouth, but
they're always trying to be topof mind of everybody else and
that is very important.
When somebody thinks ofpressure washing, are they
thinking of your company?
Are you in the discussion?
How do you stay the top of mindof everybody else and how can I
get in front of them?
Everybody's got a phone intheir hand.
(06:41):
So basically, what you need todo is you need to say okay, what
am I doing on all of thepopular platforms Facebook,
twitter, linkedin you'reprobably going to get more of
your business owner commercialtype work if you're going that
route.
But if you're wanting to get infront of homeowners, the home
service industry anybody in thehome service industry that's
(07:04):
listening needs to listen tothis you need to make sure that
the number one, the impact Idon't know Matt may disagree
with this, but it's going to beGoogle.
If somebody doesn't knowanybody in town and they're
looking for a reputable business, somebody that does good work,
somebody that does good work,they're going to pick probably
your top three, maybe top fivein the Google.
(07:28):
You know, top five on Google,whatever pops up.
How can I get my businesspopped up in Google?
That should be your toppriority.
That has been the biggestmoneymaker for me outside of TV
commercials and other things.
But Google is your right nowcustomer.
So going to the review part ofthat thing you've got to build a
great platform on Google.
(07:50):
So what that means is you'vegot to make sure that all of
your SEO is in line.
If you don't know what SEO is,look it up.
Youtube I always say, go toYouTube University.
I've learned a lot on YouTube,believe it or not.
You can almost get a doctor'sdegree on there, but go to
(08:14):
Google, make you a strongprofile, spend some time on it.
It's not going to take it.
You can't build a successfulGoogle profile in 10 minutes.
It's just not possible.
It's going to take you weeks.
You're going to find thingsthat you want to tweet.
Put some good pictures,professional pictures, some
professional videos and justlearn Google.
Learn your Google, my Business,google Maps or whatever it is
now I know it's changed a littlebit and then you want to make
(08:35):
sure you get those reviews.
Those reviews mean a ton,because what happens is Google
is actively, always looking forthe most active profile.
That helps your seo.
What seo is is search engineoptimization.
So when somebody searches yourinformation, searches pressure
washer in your area, thenthey're going to pull the top
three to five strongest profilesand that's how you rank on
(08:57):
google.
So make sure you have areputation.
If you don't have a reputation,start building one.
Start immediately, because whathappens is if you are just
getting started in the industryand somebody is looking for a
pressure washer, they're morethan likely going to hire
somebody like me or matt, versussomebody that does it part-time
because you're non-existent.
You may or either you are younginto your google profile and
(09:21):
you have three google reviewsversus minor mats four to 500.
I have three.
Speaker 1 (09:26):
I don't know that doesn't matter right now, but if
they're going to pick somebodywith three to 500 Google reviews
over somebody that has 20 to100 100% and if you think, oh, I
can get business off of word ofmouth, I don't need to do all
this stuff, you guys don't knowwhat you're talking about.
You're competing with us inthis space.
If you were a customer, wouldyou hire somebody based upon
(09:47):
somebody that was recommended toyou at a church and then you
pull them up online and they hadzero presence online?
Or would you want to hiresomebody that you see online
with a lot of presence and has alot of google reviews?
Like we win jobs left and rightover people, because I'm on the
phone dealing with quotes ofthese guys and I'm almost not
wanting to take the job becausethey're like well, I got five
(10:08):
other people and I'm like, okay,who are the five other people?
And half of these people I'venever heard of.
And then the other half.
I'm like, okay, cool.
And I'm like, well, we have 500Google reviews.
These people have 20 Googlereviews.
So, like we stay busy, we staymoving, we're adding value.
There's value in our business.
(10:28):
That's.
That's like the, the value andthis is the thing I think people
mistake.
If, as a new cup, like apressure washing company, you
let go, the value is like meshowing up and like scrubbing
somebody's house.
No, the value is like how, howgood of a job do you do over
like your reputation, and so, ifyou can kill it on on your
google reviews, your reputationonline, there's so much more
value in that than you thinkinglike you have the best tool or
(10:49):
you're you're the only guy thatknows how to pressure wash Cause
I got college kids working forme right now and they've been.
They do an awesome job and theyget tips and they're friendly
and they show up and they doeverything great.
They are not.
They don't have 20 years ofpressure watching experience.
So, like you have to to youhave to think in the mind of a
(11:10):
customer and that's the numberone thing is like the problem we
face is we think of like whatwould we want as the contractor,
but in reality it's like whatwould the customer want in their
eyes as they make the decision,and usually that's going to be
hire the guy with 500 reviews ongoogle, hire the guy with 300
reviews on google and a lot ofonline reputation.
And, like Clay says, our area isvery transient now, where most
of my customers have out ofstate area codes and they're
relying purely on word of mouthvia what they see on Google and
(11:34):
that's.
And then again to the lastpoint.
Like when you have 100, 200people pressure washing in our
area, if you solely rely on wordof mouth, you're not going to
make it period.
Like you can do this on theside if you want to, but if
you're not actively, likerolling the ball forward every
day and Clay and I, as soon aswe started, we're like get on
Google, get locked in with thiswork on your Google, my business
(11:56):
.
Like you can look at my Google,my business page, and I have
like 12,500 pictures associatedto it.
Like there's a lot of thingsthat I've been doing over time
that shows the activity ofGoogle and and all the reviews.
So Google says this is a highlyactive profile.
We're going to put them at thetop.
And if you think you can skirtby without doing that or just
putting yard signs up, you guysare kidding yourselves.
(12:17):
That's just kind of the twocents from a different level,
cause like we talk about I wastalking to a guy the other day
there's levels to the game.
If you're completely fine doingten thousand dollars a month,
five thousand dollars a monthworking on the weekends, no
sweat, but if you're trulytrying to compete and grow a
business that sustains youfull-time and a family and
employees, this is what'srequired yeah, like uh, where
(12:41):
we're kind of at now and I'mjust new into it, but we got a
few other people's families now,so it's a big thing.
Speaker 2 (12:49):
The reputation thing is a big thing.
If you want to build a fleet,you want to have multiple trucks
, you want to do big numbers.
These are the important things.
Also, asking for reviews can bevery awkward.
It's all about how you go aboutit.
Do your job?
Show up, do you get yourprocesses in place with the CRM?
I know we've talked about itbefore.
(13:10):
Be very professional.
Be a legit like Chick-fil-A ofpressure washing.
I know everybody usedChick-fil-A as a standard
because they're great, they havea process, they get everybody
in and out quick, they havegreat quality.
They have great quality, theyhave great manners.
They're professional.
Be the Chick-fil-A of pressurewashing.
That's how I went abouteverything.
(13:32):
Know how to communicate withpeople, go in, do your job, do
your job really well, and thenjust ask Say hey, if you don't
mind, when you have time thisevening, would you please leave
this five-star Google review?
That's how I get more customers.
That's exactly how I say it.
I keep it short and sweet andnot everybody's going to give
you a review.
I mean, even if you did do agreat job, they'll call you back
(13:53):
next year.
But I have learned that noteverybody's going to give you a
review.
So, there are platforms in placeout there, there's software in
place, there's software in place.
There's all kinds of differentthings you can do to tie your
customer base up too, and thoseguys will follow up with your
customers and get reviews.
But when we're done with ourjob, when we click done, it'll
(14:14):
automatically send a customerlink to do a review, so it's
very helpful.
Speaker 1 (14:18):
Yep, showcase your reviews on your website too,
because people go through yourwebsite and that's another thing
.
They think, oh, a guy's phonenumber for pressure washing.
People are going to look you upon google, whether you think
they are or not.
You could say word of mouththrough my friend or word of
mouth in my neighbor.
The first thing they're goingto do is try to find you online
to get um like social proof offof that.
And well, clay and I do, uh, weput our reviews, I guess.
(14:40):
Do you have a review page onyour website?
Yeah, there's a few on there?
Speaker 2 (14:43):
yep, yeah, yeah, do you have a review page on your
website?
Yeah, there's a few on there.
Speaker 1 (14:44):
Yep, yeah, yeah.
So I have a review page on mywebsite.
So all my reviews on Google and, I think, like Facebook or
whatever, show up on my website.
So if you want to scrollthrough, you can scroll through
like seven or 800 reviews oflike every single platform and
not only does that build socialproof, but that tells people oh,
this guy has a lot of reviews,I'm going to leave him a review.
If you kind of lead with yourreviews and they see your
(15:07):
reviews on Google, they seeyou're highly rated and you kind
of put that on your website,you're going to condition people
, when you send that request toget a review, that they're going
to instantly leave you a review.
And that's how a lot of theseguys work, unless they're kind
of being shady, because I know alot of people will try to
incentivize you with reviews,which technically breaks the
(15:28):
Google like terms and conditionsfor it.
But I know guys who they have athousand reviews and they say,
hey, if you leave us a review,we'll give you like a $25 gift
card to like a restaurant.
Don't, don't do shady stufflike that, because the word of
mouth of that gets out to.
There's a couple of guys Ifollow.
They have out to.
There's a couple guys I follow.
They have a lot of reviews inthis space quickly, and then you
start looking through some oftheir reviews and they're like
the guy gave me like a 20 giftcard if I leave him this review
(15:51):
and we want to go about it theright way.
So and then fake reviews too.
You don't want fake reviews.
That will get you shadow bannedand suspended off of google
extremely fast.
So make sure you're doing itcorrectly.
Speaker 2 (16:05):
Absolutely.
Don't be making fake Googleemails and stuff like that,
trying to get more reviews andtrying to get it up.
Make sure you do it the rightway.
If you're just new to this,you're listening to our podcast,
you have a good customer base.
I would just reach out, sharethem a link.
I don't even know if I'd sharethem a link.
I would just reach out and say,hey, trying to get my Google
profile going, please go andwrite me a review.
Trying to build my reputationonline and just be transparent
(16:28):
with with your customers.
They they understand thatyou're out here trying to make
it, trying to feed your family,trying to make some money,
trying to make something out ofit.
So that's the biggest thing inbusiness that I have learned
being transparent, being honest.
If you break something, if youuh, I mean even something stupid
, if you kick something overwhatever just be transparent
with the customers, be like look, just tell them up front.
(16:49):
They're they're alwaysappreciative and they'll more
than likely hire you back justbecause you told them what had
happened and it was a mistake.
It's like I tell everybodynobody's perfect.
Speaker 1 (16:59):
I know I threw away a flower pot in somebody's house
and they use clay now.
Hey at least it went to theright guy, I know.
Speaker 2 (17:07):
At least it went to one of us and, hey, at least it
went to the right guy.
I know I was like I don't wantthis.
At least it went to one of usand people will literally get
sour over that.
Speaker 1 (17:12):
And they will remember it five years later.
This was like in 2021, andyou're still washing the house
now and she probably still talksabout it.
Speaker 2 (17:20):
We don't talk about it anymore.
But yeah, me and Matt juggle alot of the same customers.
It's just part of business,right, it's nothing personal,
and we just laugh about it andmove on forward.
Like, okay, I dropped the ball,we learn from each other.
We say, okay, well, this iswhere I did wrong, kind of like
the best of the upstate boatingwe had this year.
I dropped the ball on itbecause I was so busy.
Matt's like oh, that's alreadydone, he got an email and I
(17:43):
didn't, so I'm just like therewas a second voting round so I
missed out on that.
But hopefully Matt wins it thisyear.
I won it last year, so it'd becool for the Wash Bros.
Yeah, we would be stoked aboutthat.
I'll be voting for Matt andbest upstate.
If any of the upstate guys arelistening, go vote for Matt or
sorry, it's already done yeah,see, I still think there's a
voting.
(18:03):
Yeah, no, so yeah yeah, it was,it was already done, so it's all
good, hopefully, matt.
Matt won and we can celebratethat for the Watch Bros.
But that's another good thingwith marketing Building your
reputation.
You can use that as marketing.
A lot of people are like, oh,it's all, who pays the most
money that doesn't have a thingto do with it.
Even if you were paying money,you are investing into your
(18:25):
business.
A consumer doesn't know that ithas anything to do with money
or anything like that.
I mean, even before I got intobusiness, before I started my
business, I knew that.
You know, hey, that's probablya good company.
People voted for them.
You know that just builds depthin your reputation as a
business.
Speaker 1 (18:44):
It's called, yeah, I mean it's boiled back to the
reputation.
And when people are like called, yeah, I mean it's boiled back
to the reputation.
And when people are like, oh,it's just like you buy or you're
popular or you bought friendsor you like harass people, I'm
like what do you think businessis?
If I have a lot of friends andI convince them to use me for
business, that's a business.
So like people get hung up,they get salty, sour, like I
don't know if they're likelosers in their past life, but a
(19:06):
lot of times like that scarcitycomes off and people don't like
that and you're probably notvery busy in business if that's
your personality and yourattitude.
Like business is like aself-discovery lesson and you
kind of level yourself up aslike we've leveled up throughout
the years as the wash bros, andthen like Clay's leveling up a
(19:26):
lot right now with expanding outwith another skid, another
truck and like really puttinghis fleet together, like there's
a lot of personal developmentthat goes into that and like if
you would have taken Clay likefrom the beginning of this Wash
Bros, or even me from thebeginning of this Wash Bros, and
sat us down, we were differentpeople back then than we are
today.
And like it just takesconstantly leveling up and
(19:47):
having the not only like thediscipline, but just being okay
with like clay says like youdrop the ball Occasionally.
You got four jobs a day.
It's hot outside, your hoseknocks over a flower pot, oh
bummer.
Like do the do what's right,don't just like toss it away and
pretend like it didn't.
Nothing happened.
And then they're like well,wait, I wouldn't, I don't care
(20:08):
about the flower pot.
It's the fact that you damagedsomething on my property and you
didn't necessarily let me knowabout it.
So it's like owning up to yourmistakes, being transparent and
honest with people.
And when we do the reviews, oursystems house call pro, the crm
we talk about all the time.
We get follow-ups, um, that goto customers like jobs completed
, thank you for, uh, using math,the driveway guy like we would
love you to like leave us areview.
(20:29):
And oftentimes people can say,hey, I'd love to leave your
review, but I noticed this andthis.
Can you fix it?
And that also like allows youto be humble, to go back and
make something right.
And like save a customer thatcould have just said I'm never
going to use this guy again.
So it's almost like keeping theconversation going with a
customer.
You're not just taking theirmoney and leaving and that's how
(20:54):
you get raving clients,customers and word of mouth and
that reputation.
It's like the job doesn't stopas soon as the job.
Like the job doesn't stop whenthe labor's done, like it's.
It's your job to take thatcustomer and turn them into a
raving fan who's going to likeshare your name out there word
of mouth, and they're also goingto call you every so, every
year, every two years, and likethat's the ultimate objective of
business.
(21:15):
Too many people stop way tooshort.
They they clean the house,they're like bye, never gonna
see him again.
And then they lost thatcustomer and like clay was
saying we do email campaigns toall of our customers and he's
we're adjusting our campaigns tosend follow-ups and then, like
you will get repeat customers bysimply asking to wash their
(21:35):
house again and it's, it is.
It seems almost too easy.
You're like I'm spending allthis money trying to market with
google, but if I just send outthese automated emails, people
are going to respond and thenI'm just going to put them back
on the schedule and those arethe easiest jobs to clean up
because they're already cleanfrom last time.
Speaker 2 (21:52):
Well, not only that, I'm always making sure that
anytime I come in contact with acustomer whether it's a phone
call, phone conversation with aphone call, a lead, or a
conversation with a neighbor inperson I'm always getting the
information that they'll give itto me, because those customers,
that information costs money.
Anytime that Google calls you,facebook ads, whatever you're on
(22:14):
average anywhere from $40 to$60 is kind of the average that
I've came up with and basicallywhat you do is you grab all the
information.
You grab whether you're goingto hire them right now or not.
Then you set up the emailautomations, you send campaigns,
you send postcards, you sendtext messages and you just kind
of drum up more business and itsaves you so much more money.
It drums up so much morebusiness without having to spend
(22:36):
too much.
Speaker 1 (22:38):
Exactly.
And like when you have multipletrucks, as like Clay and I have
, it isn't like, oh, I'm greedy,I'm trying to make more money.
You start to scale and then yousay, whoa, I got a guy showing
up every single day for 40 hoursa week.
I need to have him busy andthen so.
So you have to thinkdifferently than when it's an
owner operator out there andyou're like man, if I, if I work
(23:00):
a little harder, I can work anextra hour every night and make
another like 5,000 bucks.
It's like no, you're likeliterally putting food on
somebody else's table.
Now it's a different level andthat's the exciting thing.
And then it's really importantto maintain that reputation
while you have other guys doingthe labor for you.
It's like, hey, you want toopen that conversation and
communication with yourcustomers.
(23:21):
So if you have a new guy outthere and they're maybe not as
attention to detail as you are,or they don't know the systems
as much as you'd like them to,they don't walk through, do walk
arounds with the customer.
Like you need to correct thosebefore they become big issues.
And like occasionally you'llhave a bad hire.
But if you communicate withyour customers usually, like you
(23:42):
can maintain a good reputationand people like to support you
as you support others.
That's, that's something cooltoo.
Like you'll get better tips.
Um, they're like oh, you got ateam.
Like, I show up at somebody'shouse, having done that house
like years and years ago.
But they follow me on socialmedia.
They know that I have a team ofguys.
Now they're like you still gotthe team.
I'm like, yeah, I just showedup cause I wanted to see my old
(24:02):
customers.
But, like, people will valueyou if you have multiple guys
working for you and you and theylike to see you growing a
business.
So, like that reputation is isparamount to everything because,
like we are like in our localmarket, you see, guys, they
scale too quickly, they grow toofast, they get too hands off
and reputation starts to comeout.
(24:23):
People start to call hey, I usethis guy one year and like he
messed something up.
Hey, I use this guy, he.
And then that starts to becomea trend and you never want that
to be the case for you.
Speaker 2 (24:31):
So well, there's a, there's a local company here now
that I've gotten a lot ofcustomers from and, uh, not
gotten directly from them, butI've been out to do a job and
they say, okay, these guysnormally do it, but their
quality is going downhill.
So don't be that guy, don't letthat happen, because it's going
to be eventually, you're goingto be non-existent Eventually.
(24:53):
It keeps happening.
Speaker 1 (24:54):
Exactly, business is a long haul.
People look at it as how can Ihit $100,000?
How can I hit $500,000?
How can I hit a million?
Okay, but like you hit amillion dollars in revenue, like
you should be making good money.
Your job is to maintain that,manage that and keep it going
and then live a quality life offof that.
Like, don't be so fixated onchasing these numbers.
And then there's no end insight.
(25:20):
And that's where you the beautyof business.
And it's funny because peoplealways try to dick measure
online where you say, oh, I havetwo trucks, I'm doing volume.
They're like, oh, volume's notthat good.
I'm like everybody has adifferent way of doing business
and like that's the beauty ofbusiness.
Not everybody can do business,though.
A lot of people can't do volumebecause they can't manage
employees and they can't build ateam and build a true business.
They're stuck in that owneroperator hustle and then you see
(25:42):
them hustle for five years andthen they're doing something
else and then they're doingsomething else or they're doing
another service else wherethey're doing another service,
like what Clay and I do.
That makes us successful is wespecialize in the pressure
washing and, like Clay says, thecustomers who are in these nice
houses and these guys invest aton of money in bringing in
these marketing leads, a ton ofmoney in their equipment.
They may not do the best jobbecause they're a little far
(26:04):
removed from their business.
That customer, instead ofcalling them back, is going to
call Clay or I because they sayhey look, these guys are a
little bit more focused andspecialized in pressure washing
and they're not all over theplace trying to do everything
else, and that's that's a commonthing that we hear a lot.
So like maintain that qualityof when you first started and
(26:24):
it's not.
It's like we're not trying totell you.
Once you scale a business,you're like in the office doing
nothing all day long and it'schill, it's like it's a
different type of work, but it'sstill work and it's important
that you keep that reputationand keep that pulse and
intentional touch still on yourbusiness.
Speaker 2 (26:41):
Well, I think the biggest thing is if you want to
be a pressure washer, be apressure washer.
If you want to be a painter, bea painter.
You want to be a plumber, be apainter.
You want to be a plumber, be aplumber and it whatever else.
You need to find that one goodthing that you want to do in the
home service industry and youneed to do it.
Don't try to offer a millionother different things, because
I feel like we get sidetracked,we get out of the job.
We start saying, well, I can do, I can fix your doorknob that's
(27:01):
broken, or I can fix yourceiling fan, or I could sell you
, uh, permanent lights that goup on your yard, oh, oh, I can
spread mulch for you too.
And then the customer just getsa bad taste in your mouth,
cause, like they're like who didwe hire?
This guy does everything?
Did we hire a handyman?
And then I feel like thatdoesn't give you as good as
value If, as if you were just tosay, okay, I'm a pressure
(27:22):
washer, that I'm a professionalpressure washer, that's what I
specialize in.
So find that one good service,stick to that service and master
that service.
Speaker 1 (27:32):
And be known in your area for what you do.
Speaker 2 (27:37):
That's the number one thing.
Speaker 1 (27:37):
Yes sir, you don't want to be the guy who's oh, he
had a great pressure washingbusiness and then he decided to
do X, y and Z and now he'sreally average on a lot of
things.
Like that is not what we want.
There's plenty of business tobe had cleaning homes or
cleaning offices of businessesand the focus you just keep your
head down and I'm kind of atthat phase where, like stuff is
(27:58):
like it just keeps showing upbecause you're like oh, the, the
reputation, the repeatcustomers, like you're starting
to see the fruits of your laborafter doing this for four or
five years of like really solid,dedicated focus, where you're
like I can, I can expect thesemonths to be very in line with
where they were before, like youcan predict things, and that's
(28:19):
when business starts to get fun.
And then you're like I can haveanother 150 or 200 Google
reviews this year.
I can, I can be within like afew thousand dollars of revenue
that I'm going to anticipate,and then you can plan stuff out.
And then that's when, like,being the business owner is fun
Because, like Clay said too,like you want to be a pressure
washer, that's fine, but if youjust want to be a pressure
(28:40):
washer and you don't want to bea business owner.
It's a completely differentenergy.
A lot of guys are great atpressure washing but business
owning they're not.
And the objective of the WashBros podcast is to kind of
educate people who are great atpressure washing, who want to be
great at business owning, thethings that they need to think
about and the things that theyneed to do to be great at
business owning.
And like you see guys, theyjust they hit levels and, okay,
(29:04):
cool, like you're doing ityourself.
You want to hit $180,000 likepressure washing, but like like
are you going to be doing thatfor 10 years, 20 years, 30 years
?
And then you go to try to sellyour company, which we see a lot
, and then they're thinking theycan get x amount of money for
their company but in realitytheir company's worth nothing.
And like nobody's trying to bemean here, but it's like, unless
you have like a well-oiledmachine that whoever's buying
(29:25):
your company can give you moneyfor it and then get a return on
it, your company's worthless.
And usually that's because theguy is doing all the work.
So if you're in that owneroperator trap and you think, oh,
I'm just going to retire and mykids are going to get this big
payout.
That's not the case whatsoever.
Like, get ahead of it.
Either figure out how to have ateam run your business for you
(29:47):
or just kind of of figure out adifferent route.
Because if you're thinking I'mjust going to be the owner
operator at 60 years old, I'mgoing to sell it, I'm going to
get a hundred thousand dollarplus payout, you're going to be
in for a like a rude, rudeawakening in a bad time.
Speaker 2 (30:03):
Yeah, absolutely.
I mean, $100,000 is nothing.
I wouldn't even considerselling my business for $100,000
.
So if anybody were, to offerthat.
I would just laugh at them.
But it would take a lot ofmoney to buy my business,
especially with all the hardwork that I put in, and If you
don't have everything in place,you're not providing any value.
You don't have the Googlereviews.
(30:31):
I know I had a discussion witha guy this week about buying his
business, but he provided novalue.
He had no Google reviews.
He claimed he was the top ofGoogle.
He wasn't on the top of Googleand he's been in business for 20
years and said he only had 500customers.
So it's like, okay, we havewhich is crazy because you know
me and you have talked, matt wegot I don't know 3 000 customers
(30:54):
I think you got a little moretime in the game than me, so you
have around 4 000 and it's justlike, wow.
Well, if he thinks he can get xamount of money for his, then I
ought to be able to get ahundred times that, because I
have, you know, so many morecustomers than he does in my
database and the track record,uh, the data that I know that
I'm going to make X amount thisyear.
(31:16):
I can kind of project that Ican say, okay, like Matt was
saying about the Google reviews.
I can get a X amount of Googlereviews this year If I do this
many jobs.
The formulas are there.
They're in place for you.
Yes, use this year if I do thismany jobs the formulas are
there, they're in place for you.
Speaker 1 (31:28):
Yes, you either choose to follow them or you
choose to put your head in thesand, whether it's from
ignorance, or you're just stupidand like there's no flex in not
learning with the times andusing the technology that we
have today.
Because, like you see, with ai,if you're not adapting to
things, if you see, if you'renot adapting to being online, if
you're not adapting to things,if you see, if you're not
adapting to being online, ifyou're not adapting to
technologies and learning how tomarket yourself, you're going
(31:49):
to be replaced and, like the,the world is not fair.
And that's the beauty ofbusiness.
We can go in, we can hit it ashard as we want and we get
exactly what we deserve.
So if we're going into thisthing with like the know-it-all
attitude, saying I just businessjust rolls into me, and then I
try to pull you up online andyou don't even have a Google
presence, like stop kiddingyourself you either look in the
(32:10):
mirror and say, okay, I don'tknow what I'm doing.
I wanna learn, I wanna listento the Wash Bros, I wanna make
myself a better version ofmyself.
Today, you do that.
You show up and five years downthe road, you have a really
rocking business.
There's no timeline set.
It no timeline set.
It's all about just having agoal in mind, having clarity and
following the basic frameworksthat we do, and we've literally
(32:31):
talked about it for the last twoor three years as we've been
doing this show and the fruitsare in our labors.
Clay's grown, he's scaled.
I've grown, I've scaled.
It's pretty simple formula here.
Now we're kind of in themaintenance mode, where we can
kind of go wherever we want towith it, but you pulled a lot of
profit out of your business.
You can go on cruises,vacations, and then you can be a
dad and that's ultimately whatClay and I both enjoy more than
(32:53):
anything.
Speaker 2 (32:55):
And then then again, it's not just us talking because
we're biased, because we have apodcast and we want everybody
to listen.
But the thing is we have somany such stories.
We get the messages daily.
They're in our inbox.
People are asking us for help,guidance, et cetera, et cetera.
I could go on and on and on andon and on about all the success
stories we get in our messagesevery day About how much they
(33:16):
appreciate our podcast.
It's not that we're beingbiased.
We have literally put theseprocesses in place.
Me and Matt have the samebusiness model and it's what
works for us.
Speaker 1 (33:34):
And we make a really good living doing it and we just
want to help other people.
No doubt, no doubt, and it'sit's just like like, like we say
it's no.
Another great quote I heard.
It was like being rich andbeing poor is like the same
level of effort.
It's all down to your habits.
So you show, you wake up in themorning, you kind of have a
victim mindset, you just kind ofprocrastinate through the day,
like we all have the same amountof time, whether you want to do
it moping through or whetheryou want to wake up, you have a
(33:55):
game plan and you startattacking it because that's
going to become second natureand a habit and clay.
And I wouldn't even think aboutwhat we do like.
In the beginning it's like allhoorah, like this is exciting,
this is fun.
But now it's at the stage whereyou're just like I just show up
, do the job, go home, and thenbefore you know, you're like
whoa, look what I've been ableto build just because of the
right habits I've been doing forthe last few years and there
(34:17):
are some tweaking.
Speaker 2 (34:18):
There are some tweaking that goes on with our
marketing and stuff like that.
We kind of have to maintenanceit and stuff like that.
But for for the most part, ourleads are pretty much autopilot.
They just stream in Like wehave worked so hard over the
last four or five years that wedon't really have to beg for
work.
We don't have to go out andknock on doors and beg for work.
We don't have to go put doorhangers on doors and beg for
(34:40):
work.
We don't have to sell our work.
We've done such a great jobbuilding a reputation online,
building the Google reviews,that we don't have to beg for
work and that is one of thegoals that that should be in
your business.
Speaker 1 (34:52):
Exactly we look at, like Clay was saying, you want
to be the best at what you do.
You don't see Amazon beatingdown the door, trying to go door
to door to sell their services.
You don't see these big megacompanies.
They're marketing themselves,they're putting themselves out
there, but they're not hardselling.
Like you need to get to theplace where you don't have to
hard sell people.
(35:12):
Like, when people ask mequestions, they're like how am I
different than everybody else?
I just ask them questions.
I was like well, first of all,what are you even looking for?
It's like you ask these open,broad questions and a lot of
times they just want peace ofmind that you're going to do a
good job and, um, they can go onwith their day and have a clean
house and it's going to be aseamless, easy process.
And like you go in and you hardsell somebody, you're door
(35:35):
knocking, like you're kind ofstarting starting to frame on a
hustle bad way that I don'tnecessarily like a high value
customer, high value company isnot going to necessarily do,
because I mean, you think aboutit.
It you want to put thatreputation out there of like hey
, we're a leader in the area,like we do volume, like we are.
We always have people doingbusiness with us.
(35:55):
You can look at our Googlereviews.
We get two reviews every everycouple of days.
Like you're not the only personwe're dealing with today.
Now, if you're just doorknocking, they don't know
anything about you, you're justkind of abruptly interrupting.
You're interrupting their dayLike they don't know who you are
.
Like may not be the best formof marketing.
Now, if you want to sell a $99driveway, I'm sure somebody
would do that, but the objectivewe have is to grow our brands
(36:19):
and businesses and ourreputations, as we have.
And then, like Clay says, we wepretty much just have a funnel
of leads coming in, and thenit's up to us to decide what we
want to do with those Absolutely.
Speaker 2 (36:31):
And, matt, I think we're coming up on our 40-minute
mark for this episode.
I think we've covered a lotabout this reputation, a lot
about the Google reviews, whatthey mean to us, and you can
tell that we're very passionateabout it.
It means a lot.
Especially, it's like the rootof your business.
That's where people go, that'swhere they look, that's where I
send people.
Like if I meet them on thestreet, I'm like look, we got
through 300 google reviews,check us out.
(36:52):
You may not hear from them thesame day, you might not hear
from them tomorrow, but they'llremember that they had that
conversation with you andthey'll look you up online and
they'll book you I get askedthis a lot if I'm out and
they're like oh you, do you dopressure washing, do you have a
card?
Speaker 1 (37:04):
I said why don't you Google it?
And then they Google you.
And then they because like, ifI have a card and it's no
different than everybody else'scard, it's just going to get
lost in somebody's wallet.
But if they Google you and theysee 500 something reviews or
they just Google pressurewashing near me and you're in
the top, there's far morecredibility than them just
calling somebody off of a card.
Speaker 2 (37:24):
I come from the car business.
I know you did a little carbusiness too, but I hated giving
out cards because I knew thatit was going up in a floorboard
or a trash can somewhere orwhatnot.
If you're asking me for a card,I did not do my job properly.
What did I do wrong in theprocess of trying to earn your
business?
Speaker 1 (37:43):
It's like send me a quote.
Speaker 2 (37:45):
Yeah, so I mean we give a card out to the customer
when we greet them at their doorto show up and do their job,
just so they have a card layingaround somewhere if they want to
put it on their fridge.
Speaker 1 (37:53):
That's a different story than like meeting somebody
and saying here's my card, likelike clay said in the car
business that's like okay, cool,can you give me your card?
That's a nice way of saying I'mnot interested, I want to go
home they're looking for a wayout, that's a, that's a kind way
of saying I'm not interested intalking to you right now.
Speaker 2 (38:09):
Exactly A hundred percent.
So, um, I, I didn't, I didn'teven do cards in the car
business for that reason,because it's just like okay,
ma'am sir, I obviously didn't domy job today.
What can I assist you know what?
Do you not like me?
Do you not like you know what Imean?
So yeah, that's just anothersales thing we can talk about
(38:31):
another day.
Speaker 1 (38:31):
but you gotta be like .
You gotta be like Andy Elliotand take your shirt off if you
don't have ass.
Speaker 2 (38:36):
Yeah, right, right, yeah.
But yeah, it's been a greatepisode, matt, and I enjoyed
this episode a lot.
Guys, if you would go toYouTube, go follow us.
Apple Podcasts, spotify, allthe platforms, all the podcast
platforms You'll find us.
I promise you We've had greatsuccess stories from all this.
Matt's working on some merch.
I think we're doing a littleupdate into our website.
(38:57):
If you need anything, be sureto reach out to us.
If you've gained any knowledgefrom our podcast, let us know.
Comment below.
Shoot us a message on our theWash Bros podcast messenger.
You can shoot us in there.
I always love reading those.
We're going to use those alsofor our platforms to share
success stories.
Also, go to the Wash Bros group.
(39:17):
Follow the private group, theWash Bros group.
We share some stuff that we'redoing during the week in there.
It's called the Wash Bros orWash Bros something, something
like that.
You'll find it.
And then, um, my personal page,clay smith on facebook.
Uh, the pressure wash guru ontiktok.
Go, follow me.
I got some viral videos onthere.
And then you got matthewjackson on facebook.
Matt the driveway guy is hisbusiness page.
(39:39):
He's got brand up, uh.
And then follow my businesspage, c3 wash bros what you got
for matt that's about it.
Speaker 1 (39:46):
Uh, we're working on trying to post a little bit more
in the Watch Bros group.
I'm trying to really grow this.
As I got my college kids comingback, I have a little bit more
time I'm not so much in thefield with this so we can get
back to hitting it hard.
Kind of like I was doing alittle bit in the winter before
the spring took off and we allgot crazy.
But, like Clay says, yeah, giveus a follow on everything.
We're working on trying to helpout in any way we can and
(40:12):
provide a lot of value toeverybody, because I know it's a
fun thing to listen to.
If you listen to the episode, Iknow we had one guy he reached
out to us.
He's like, hey, I've beenlistening, I finally hit my
first $1,000 day, so like that'shuge.
I mean that's awesome.
Like we talk about thingsbecause we're talking from a
different level.
(40:32):
If you're just starting out, orif you're wanting to make the
jump from part-time to full-timeor you're full-time, you're
kind of struggling.
Like you can get value fromthis podcast and like you can
just go through and listen toall the like 40 other episodes
we've had in the past.
If you have any questions, makesure to message us.
Like Clay said, and I mean, ifthat's it, uh, we'll drop the
outro and then we'll we'll seeyou guys next week.
Speaker 2 (40:52):
Peace guys, next week see ya.
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