.png)
The Wash Bros Podcast
Join The Wash Bros, Matt Jackson and Clay Smith, as they talk friendship, business, and how working together as owner/operators of competing businesses has helped them achieve even greater success.
The Wash Bros Podcast
Season 2: Episode 9: From Zero to $1,000: Building Your Daily Pressure Washing Revenue
Breaking through the $1,000 daily revenue barrier is a game-changing milestone for pressure washing entrepreneurs. Matt Jackson and Clay Smith dive deep into the psychological and practical strategies that create sustainable, profitable businesses while avoiding common pitfalls that keep most contractors struggling with low margins.
The foundation begins with proper pricing psychology. Successful operators understand that advertising low prices doesn't just hurt profitability—it attracts problematic customers who demand more while paying less. By establishing a $300 service minimum and positioning your business as a premium option, you naturally filter for clients who value quality over bargain-basement prices.
"Think of it like Whole Foods versus Walmart," Matt explains. "Both successful businesses, but completely different customer experiences and expectations." This mindset shift transforms how you present your services and what types of clients you attract.
The mathematics of reaching four-figure days becomes remarkably straightforward once you implement these principles. With an average ticket of $450-550 and 3-4 jobs completed daily, operators easily hit their targets without resorting to complex pricing formulas or working unsustainable hours. The key lies in efficiency—streamlining equipment setups, routing jobs geographically, and developing consistent customer interaction routines.
Professional branding compounds these advantages. From wrapped vehicles to organized equipment and confident communication, everything signals to customers that you deliver premium value. This visual credibility is further reinforced through robust online presence, particularly Google reviews, which both hosts emphasize as non-negotiable for sustained growth.
Ready to transform your pressure washing business from struggling side-hustle to thriving enterprise? This episode provides the blueprint successful operators wish they'd had from day one. Subscribe now and join our Facebook community "The Wash Bros" for additional resources to accelerate your pressure washing business growth.
https://www.facebook.com/WASHBROSPODCAST
https://www.facebook.com/mattdrivewayguy
https://www.facebook.com/c3pressure
powerwashingcoach.com
C3washpros.com
mattthedrivewayguy.com
What's up, guys? It's Matt Jackson and Clay Smith and we are the Wash Bros. Thanks for tuning in. Welcome to episode 9 of season 2. And in this episode we're going to break down, talk about how that we we're going to break down how to hit a thousand dollar day. So we talk about a lot of things, but we understand a lot of guys who listen to this, maybe on the newer side, and want us to kind of break it down from the start and say, like the number one thing you should do is figure out how to hit that $1,000 a day. And we'll kind of talk about our mindset, marketing, sales and how we set ourselves up from the beginning to get our self booked up so we can grow our business. So you want to kick this thing off, Clay.
Speaker 2:Absolutely. I always like to do the good deeds and kicking this thing off. As always, we appreciate everybody listening, downloading our content here, taking a listen on our live stream. We got going on youtube, apple podcast, the whole nine yards. We appreciate all the support, um, so book in your first thousand dollar day, very exciting, um.
Speaker 2:I think it's very cool that we're actually talking about this, this episode, because almost thought it was impossible and I think that a lot of guys are um started starting into this, maybe a little small minded as I was. I was guilty of that, you know. I just wanted to hit the two and three hundred dollars a day when I first started, which is just insanely crazy to even think about now, because if I only did a two hundred, I can't leave. I won't even leave the house for that much now, obviously, and I know you wouldn't either, matt. So how do you set yourself up to hit that thousand dollar mark? We're going to go ahead and we're going to go over all of that in this episode. I'm so excited to actually talk about it because there's so many things that go into place that you don't even think about that. Make sure that you can do it and do it consistently, consistent.
Speaker 1:Consistency is a word that we like to use a lot because it's true and uh. One thing that's cool is we're going to start coming out with merchandise and shirts with our favorite catchphrases and some cool pressure washing lingo on them, so that'll be something that you'll check out. We'll probably drop a link, uh, maybe after this episode airs, uh, sunday night. So be something cool that would be.
Speaker 1:But back to Clay's point about in the beginning. A lot of us come from jobs, say we're working like an hourly wage or we're young. A lot of guys nowadays are starting from scratch. They're like, hey, I'm a high school kid or I'm 15 years old, 16. I'm trying to figure something out and I see online that everybody's talking about pressure washing out and I see online that everybody's talking about pressure washing. That's something to do and, yeah, you know how to buy the equipment, you know how to do the job, but you don't know what to price.
Speaker 1:And this episode we'll talk about how that we get from just having the equipment to finding jobs and pricing jobs correctly so we're actually making money and being profitable. Because on Facebook right now in our busy season, you see guys posting stuff that's attracting the wrong type of business, the wrong type of work, or they're advertising themselves way too low, pricing wise. So we hope with this episode that we're going to kind of break down a lot of these things that people are doing wrong and tell you what you're doing. You need to just start to do correctly and then get your mindset in check and then get you to sell yourself and your value so you can easily hit those thousand R days.
Speaker 2:And, and then get you to sell yourself and your value so you can easily hit those thousand hour days. And it's much easier than you think, right, and once I started doing it and doing it, and doing it, and doing it, it's just like clockwork. It's almost like brushing your teeth in the morning. It's very, very easy. The biggest thing is consistency setting yourself up to be successful, doing the things every day that you need to do to make sure you can hit that number. And you just got to basically take out a piece of paper and a pen and write down all the things that you're doing and all the things you need to work on and then try to figure out how to get there. And before we actually got on here tonight, I was actually looking and I actually sent it to you.
Speaker 2:Matt, the 149 ad. I'm not sure how I know. I know that you can like beginning, starting out. You can make money, I guess, doing a house for that, if you're quick enough or whatnot. However, you, you know your, your mind is with where your mind is with that kind of stuff. But if you're advertising for cheap customers, you're going to get cheap customers and in my experience in businesses, when you're advertising for the cheap customers, those are usually the harder ones to deal with and the most trouble that I deal with in in the pressure washing business. I mean they just seem the pickiest because they're trying to get the most bang for the buck while you're there.
Speaker 1:Exactly, and a lot of times too. A guy or a customer who's a great customer, it's not going to be interested in an ad that says we'll wash your house for $149 because it's almost like the Walmart. Like you go to where we live in Greenville, there's different options for grocery stores. You got people that shop at Walmart and then you got people that shop at Whole Foods. We want to be that Whole Foods option to people. We want to be on the same street. But people choose us and pay more because we get more value. They get more value out of us than a budget and, like I'm sure those people who shop at Whole Foods would love to save money, but they see value in what Whole Foods provides as opposed to what Walmart provides. And that's the same strategy we want.
Speaker 1:If, like I go to, like I'll shop at Whole Foods and they're not posting sales every day, they're not posting sales everywhere, usually it's like hey, this is expensive, but we're going to buy this because there's value there.
Speaker 1:And if you're throwing out bait, like you're throwing ads, or you're putting marketing out and posting and putting signs up, advertising yourself as the cheapest, you're just going to attract the cheap customers and it's not like, oh, I'm going to pressure, rush that multi-million dollar house and I'm the cheapest bid. Those customers aren't even going to pay attention. They want somebody that they know, like and trust. And if you start out by selling yourself short and say, oh, we do this for bare bottoms pricing, you're going to be invisible to these people that are searching for that higher value company and pay more money. So you're just going to attract these cheap people that nobody wants. And if you're trying to hit $1,000 a day, you're going to have to have a certain amount of jobs that you do a day and you have to have a certain amount of pricing of those jobs per day. So it makes sense.
Speaker 2:Yeah, Like on average. I know that me and you both, we have three to four stops a day on average per truck. So if, if I'm a, if I'm advertising $150 house washes, it's going to be almost impossible to hit a thousand dollars a day.
Speaker 2:It would be impossible and I know, and I know that where we're at in our stages of business, we want to hit at least, at least $1,500 a day on a truck. If we're not doing that, then we got to figure out what we're doing wrong to get more customers, or figure out what's going on. However, if, back to going with what I was saying, $150 house wash, if you do three of those, you're only at $450. So something's got to be done. It's all a numbers game. How can I get to that $1,000? If I can do three stops, if I have a $300 minimum, times that by three, I have $900. And you're nine times out of 10, I'm going to do three $300 jobs and that's.
Speaker 2:I think that basically, with me and you, matt, we set that $300 minimum. Once we set that minimum at $300 because everybody's going to want to wash their house and their driveway, more than likely so then you bump into those four and $500 tickets. So then you know, on average, we're doing those five to 550 on average tickets and then that's how we get to our 16 1700 days. So it's like you say, man, it's. It's so much easier than in than you really think of. You know, you think it is. It's just a numbers, matt. It's so much easier than you really think it is. It's just a numbers game. You got to figure out what can I get my average ticket to and how can I get there. It's not so much a what do I charge per square foot game. It's a what can I get my ticket to game? Exactly right.
Speaker 1:What can I get my ticket to and know your speed and know your numbers. If you have really good stuff and you know, hey, this house down the street from me is going to take me five minutes to get there and I can bang it out and make 300 bucks in 45 minutes. You can charge 300 bucks for that house because of your time. You can hop across and do another house and then like how Clay and I price things, we, like you said, we kind of break it down to the day and say, okay, I know this day we're going to, I have this many hours I'm working and if I got a couple easy jobs that are close to each other at 300 bucks, I can squeeze another one in. We're not saying, oh, that one job that we're going to fixate on and charge X amount per square foot, like that's, that's not the game to play. The game that we play because we do volume and we stay busy and and we have growing businesses Is breaking it down, breaking our goals down into that day rate. So that thousand dollar, if you're, if you're brand new Thousand dollars, is a very attainable thing to do per day, and whether that's three jobs At like 350 dollars, because I think that would end up to be like 1050 or something like that. If you're just doing rough numbers.
Speaker 1:So what we like to do and I'll tell customers this it's like, hey, we have a $300 minimum, like almost off the bat. And if they're like, oh, we just have a tiny patio or driveway, yeah, sure, while we're there, we're really fair and we can take, we can knock out a lot of work. We just require like $300 minimum. And then they're like, oh, so how much is it to do this and this? So I'll take that $300 of just doing like their sidewalk and their driveway to. Oh, we can do your house and that for like 450.
Speaker 1:And they're like, oh, that sounds fair. If 300 bucks just to do this and then you're going to throw in my house for only an extra 150 bucks, that sounds real fair. We're not charging by the square foot. We're looking at the size of the home and say it's going to take us this much time for the total trip there, and that's how we're doing 450 bucks in like two hours. We're not sitting here trying to be like oh well, I got to charge this much per square foot, I got to charge this much for this and that's just confusing and it's wasting time, because the objective is to hit that thousand dollar day or the 1500 day, and then we break it down into the jobs. So it's pretty simple math 100.
Speaker 2:Agree with everything you just said, especially with the with the square footage thing. If I could figure out a square footage formula that would work, I would be rich.
Speaker 1:But um, it varies too, because if you're just cleaning a brick house and you're cleaning the trim and it takes one lap around, that's completely different than some heavily saturated vinyl siding house. That's going to take multiple passes. So, like the square footage game doesn't work there.
Speaker 2:Correct. I always chuckle when these newer guys they call and try to get pricing from me and I always know it's a new guy because they ask how much I charge per square foot, trying to pretend to be a customer and I already know a customer is not going to ask how much you charge per square foot. Just in my experience with the volume of leads that we get.
Speaker 1:And then people are like well, I charge by linear feet, so they even more complicated and say I'm measuring the linear feet around the building and then multiplying it by this. Don't fixate on trying to sound smart and technical when you're just completely missing the point. And I feel like that's the newbie trap that people fall into, because every guru or everybody online tries to be that hotshot that knows all these random facts and unnecessary things. Because instead of them going out there and doing stuff and making money, they're sitting here kind of being a keyboard warrior back to you and saying, oh, you need to charge by this, because this is what I get. Meanwhile, they're doing X amount of jobs a month and they're not making any money.
Speaker 1:So like there's a huge difference between the people who are actually going out there, getting it and pricing it based upon their time and running like a business and saying this is the month goal I have. We're going to break it down into, say, a thousand dollars a day, and then we're going to be doing it in this many jobs a day. Like it's the framework that we use is way better than that square footage pricing. Or I only charge this much. Like don't get stuck in the weeds.
Speaker 2:Don't get, don't get caught up in all that kind of industry bullshit where these people are telling you online what to do when they're not doing it themselves. It's like I said on Mike and Jeremy's podcast the other day you know, anybody can do anything awesome one good time and they'll brag about it a hundred times, but how many times did they actually do it? So if you can't, if you, if you do one good thing one time, but you can't consistently do it, then it doesn't matter.
Speaker 1:Exactly and reality of the situation. If you look at numbers, a lot of times like 20% of of like say you're giving out estimates and there's 20% of the people that aren't going to question it. They're just going to say, yes, sure, there'll be a lay down customer and like you get volume into the game. And if you're like, oh, I hit this one person at 30 cents a square foot and I just like took advantage of them, like that, that's not the norm. You just got lucky and got that right customer and we'll do jobs. And it'll be like the last guy did it for 900 bucks or 850 bucks and it took him all day and Clay and I will be like 500 bucks and be in and out in an hour and two hours and they're like, whoa, you guys are awesome.
Speaker 1:So do we want to be the guy that stretches it out and like Dick's customer over and thinks, oh, this is the old school way of doing it. I've been doing it for 20 years. What do you guys know? Or do you want us to lap you by doing so much more volume and being more efficient and making more money? And that customer is going to say, whoa, this guy did it for cheaper price, better quality and he was not wasting all day long at my house.
Speaker 1:Like people don't, people don't want to be charged a ton of money and have somebody sitting at their house all day long doing nothing. So, like I think you like initially a customer would be like, oh, you're going to be here all day. And you're like, no, I'll be here in 90 minutes. And like the professionalism that we deliver is like through our equipment and our techniques and they're like wowed by it. They're like, wow, you guys rock. So like you can make two, three hundred dollars an hour being professional. And then moving to the next job, and these customers are going to say this guy knows what he's doing and you're not tying up their whole day.
Speaker 2:They probably would like to be doing a hundred other things and being stuck at their house, even though they really don't have to be. They just I think it. I think it makes them feel better to be there. I haven't really figured that one out yet. I always, uh always, chuckle whenever I get the customers that are like oh well, I want to make sure I be here, like are you going to come out and hold the hose for me?
Speaker 1:Yeah, I'll charge you extra if you want to be my helper. I'll even give you a shirt. I got one in the truck yeah so.
Speaker 2:And another thing is I see a lot of people they're getting fixated on their equipment. I'm freaking huge on keeping my equipment just the simplest as it can be. You know, I don't want to pull out three or four different hoses to do four different things. I want to pull my water hose, hook it up to the house, turn my water, greet the customer, do my walk around. I mean, I have my own little routine, you know, walk around with a customer at the house and try to figure out what they're really concerned about, the heavy areas that really need attention, and then get to work. I mean, like I say, hook the water hose up, pull my pressure hose, start the pressure washer up and go to town. And on average I think that I'm in and out an hour to hour and a half on each stop.
Speaker 2:And that's how I'm able to knock out five to six jobs a day if need be, If that's what it's going to take to get my $1,500.
Speaker 1:Yeah, and I don't think you have any complaints of being too fast or like not being attention enough attention to detail. If anything, these people probably give you a tip because they're like this guy knows what he's doing and they see your social media and they see your Google reviews and they say this isn't some fluke. This guy does this all the time and they respect that and that's like the value that we build into our companies and they respect that and that's like the value that we build into our companies.
Speaker 2:Yeah, I mean, I've worked very hard to make sure that our customers are confident when we show up and they already you know, with our me and you both, matt we that's how we brand ourselves they feel like they know us when we show up and start cleaning at the house or whatnot. So just feeling confident in what you do and not being like, you know, just that skittish guy showing up with a pressure washer and you know you got to be confident when you show up to that customer's door and shake their hand and know what you're talking about.
Speaker 1:Exactly, and that's where you want to. And then this kind of circles back to the beginning of the podcast, when we were talking about people advertising just to get work. And then their strategy is like, well, I just upsell, I'm the upsell guy. Well, if you're baiting a customer in at a low ticket, you're not really going to upsell them that successfully, and if you are, they're going to be pissed off. And that's not what we want.
Speaker 1:We don't want to start a relationship off bad from the start and we don't want to complicate it and make our day too long. We pride ourselves on efficiency and moving forward and volume, and that's, I think, the name of the game in pressure washing. Everybody is trying to sell high tickets in this space, but there's way too much competition for people to be trying to rip everybody's head off at $1,500 a ticket and have enough work to make this a full-time gig. So, like the, the shift in the industry is more towards the model that we're at and um, it's leading by, uh, like pretty much showing up somebody's house and being efficient, knocking it out and then moving to the next one, not getting hung up on the details, not getting hung up on the nonsense, not getting hung up on the nonsense and you also don't want to attract the crappy customers because, like, attracting the right customer from the start is the most important thing. I feel like you and I have very similar customers where they don't really balk at the price and if they do, we instantly like shoot them down.
Speaker 1:We're like, sorry, call somebody else. We had had a guy call us on on local service ads today. Funny enough, clay, let me know he's like this guy just was trying to like beat me up on a $300 minimum and then not even five minutes later he called me cause we were probably next in line on local service ad and he kind of gives me the same spiel and I was like we don't move our truck for less than 300 bucks. Click. So we do not want to say okay, yes, sorry, sorry, sir, for 275 I'll come out and do whatever you you need me to do. And then, and then you get there and he's like, well, can you do that while you're at it? And then you're like this is wasting my time and he's not going to pay me for it yeah, they keep.
Speaker 2:Uh, in my experience it's just exactly like what you said you get out there and they well can add this Can you hit this while you're here? They try to get so much.
Speaker 1:Can you get my furniture clean?
Speaker 2:No, yeah, can you flip every one of these cushions over for me and then flip them over on the other side when you're done with the one side, after they drop? Yeah, and it's, it's, it's very, it's, it's very. I mean, it's so true. I mean they're all the same way, and it blows my mind. It's almost like they get together and have a little group and they all do it to everybody. I don't know.
Speaker 1:I swear it's like an. It's all the same. It's like an entitlement attitude of people who are kind of broke and they think that, oh, these people need to bend over for me to do work. And we cut that out from the start. We're like, absolutely not Call somebody else. So you don't want to be attracting these types of people. Because once you say, hey, we have like a $300 minimum. We have a minimum where if we book a job, we can hit that $1,000 day without too many stops, so like three or four stops.
Speaker 1:And then a lot of times like we're saying, hey, if it's 300 bucks for us to show up and do like that tiny driveway and little patio you're talking about, we can throw in that house for 450 in total and that's a great deal and for us it's maybe an extra 30 minutes and the customer thinks they got a rocking deal. So like there's so much psychology that goes into the play of pricing and it like a customer's not sitting here and saying, oh well, you need to be at this much per square foot, or you need to be this or you need to be at that. They're looking at it and saying, I, I can do that. That's fair. I don't want to do it.
Speaker 1:450, 500, 600 bucks that's cool with me, like that's how we price things and how we think. And if you're just starting out, you want to be selective in who you take on, because in the beginning I was chasing these like hundred dollar jobs and then I'd be doing four jobs at 150 bucks on these tiny little driveways and then it'd be like oh, I made 600 bucks for a full day work and it's like you can't ever get ahead because there's cost associated with that.
Speaker 1:So like like this guy was running a Facebook ad for 14149 driveway or $149 housewash. Well, how much is he spending on his ads? Probably a minimum of 10 bucks a day. How much does it cost for bleach? Five bucks a gallon. How much is gas? $3 a gallon. What is truck? What is insurance? What is this equipment? Guy's probably not making a penny and it's easy to get caught up in revenue and miss out on your profit. And then a lot of these people are like I don't have any money, I can't afford it. It's like charge more.
Speaker 2:Yeah, it can be a tough business because everybody's wanting to do the pressure wash and stuff. But you set yourself up to be successful. Do the things be consistent, do the things we tell you to do. You can be very, very successful. And one of the things that has helped I know that's helped you and I know that it's helped me and that kind of helps us be at the top of our market is the Google reviews.
Speaker 2:If you haven't set up your Google my Business profile with Google Maps or however you go into your Google profile, make sure that you've set that up, and set it up immediately, because it may not make a difference right now but in two to three years down the road. If you consistently get those reviews and you work on your profile and you do the proper things that you need to do, it's going to pay off because I can you know we're on year four or five. I've been doing. I feel like I've been doing this 20 years. But if you make sure that you do everything, you'll be like me and Matt.
Speaker 2:Matt's got almost 500. I'm trying to get to 400 Google reviews and when they go and they start doing this price shopping crap or whatever they do these customers? If they do it, um, nine times out of 10, if you give them a fair price and you have the three or 400 Google reviews, they're more than likely going to go go for you. Even if they do get a price from the guy that's only got 20 reviews, they're still probably going to go with you because you're still fairly priced, even if it is $50 more.
Speaker 1:I think there's been multiple times where somebody has said, hey, if you can lower it $5.50 or if you can drop your price $100, I'll go with you. And you say, no, we don't do that. And then they say, okay, well, we still want to go with you.
Speaker 2:Yeah, just like I had, and if you go to our Wash Bros group in Facebook, you'll be able to see that.
Speaker 1:More times than not, somebody quoted of a business that was not as branded as well as ours or had less Google reviews or less reputation, and they were trying to get us to lower our price to their value that was given, and they saw more value in us, so they're willing to pay us more money Because we stand our ground and we're not saying, oh sure, I'll price match, like, we don't want to get in that game. This, oh sure I'll price match, we don't want to get in that game. This is the spring when we're shooting this, we're in the spring season. So you don't want to negotiate, you don't want to let your customer kind of take advantage and take control of the situation Because, too, if they're beating you up on the front end, wait until you get to the job and they're like well, you missed a spot, you didn't do this, you didn't do this, I'm not gonna pay you until you do this, like no, no, no, we don't play that game it's like here's the invoice.
Speaker 1:Yeah, those are definitely the worst. So, like the whole, the whole game is to to know your worth. Say we want to hit a thousand dollars a day. That's a great starting point. I remember when I was well I I started this game part-time so I had Monday through Friday to book Saturday and Sunday and I would just do organic marketing at that point because I didn't have a lot of money and I'd say, hey, if I can get three jobs or four jobs at three or four hundred bucks, there's my Saturday and then there's my Sunday.
Speaker 1:I'm not over here trying to chase every opportunity just because, oh, a hundred bucks, I'll drive here here, 100 bucks, I'll drive there. Like you quickly run out of time and so the it's a time game. Do a minimum of like 300 something bucks and then try to bang them out as fast as you can because, like like clay says, like it's a volume game and what you do catches up to you years down the road. Like clay's really good on is like google, my business stuff because of he's been consistent with it and I've started to notice him popping up in areas where, if I search pressure washing, like in a different area like his name would start to show up in the map packs, and that's just because of the consistency, like he was saying yeah, you don't see results right away.
Speaker 2:It's so hard, hard to get discouraged with that stuff, but in the long run it really does pay off. Google is looking for the most active profile. Who is the most active? Who's getting the most reviews? Who's posting the most pictures? Who's writing the most descriptions? Whoever is the most active is who Google loves. Whoever is the most active is who Google loves. And whoever is active, whoever is consistent, consistently active on their platform, and that's who they want, because they know that that you're going to take care of their customer because, at the end of the day, it's their customer, it's not your customer, because they're going to there, they're going to Google to find pressure washing. So technically it's Google's customer and Google wants that customer to return, just like you want that customer to return to you. So boom.
Speaker 1:Absolutely. He just described Google's business model right there. If you're using Google as a search engine, you want trustworthy people, so they're gonna make you have to do everything you possibly can in your power to be trustworthy, consistent and predictable. So they're going to make you you have to do everything you possibly can in your power to be trustworthy, consistent and predictable. So that way, google says this guy is the guy you need to hire. And Google doesn't say oh yeah, this is somebody you need to hire. And then they hire you. They get mad. They say I'm never going to search anybody on Google again.
Speaker 2:That sucked so Absolutely they no doubt but, but, um, but it's like you're saying earlier, the branding if you don't have a brand. I know there's a lot of guys, I know there's a lot of guys in our area that are great washers, but they they're just stuck in the old times. It's kind of like we talked about on the podcast with jeremy and mike the other day. They just have a whatever, just a basic logo. They have a pressure washer, they do a great job, they have a lot of customers in their notebook, but they don't really have a brand. They it's just, you know, andy and his Andy's pressure washing or whatever. There's not really a brand like C3 wash pros or Matt the driveway guy or you know I don't know what other good names there are in the area. But you gotta, you gotta build some value behind your brand.
Speaker 1:Yeah, that I mean. If people see you investing in your brand, they're going to feel confident that you're going to invest in cleaning their home. It's a reflection and they'll say, okay, well, this guy has a magnet on the side of his truck and he doesn't care about marketing and branding his business. Is he really going to be that good at cleaning my house? Is he going to have the best equipment? Is he going to care a lot or is he going to be the cheap guy that I know I can hire him for cheap because he doesn't have a lot of expenses? Think of the psychology that you're putting out Like oh yeah, I have a trailer and a pressure washer. That's about it.
Speaker 1:Okay, you're going to get cheap people because they're going to go to you, because they're going to think they can get a deal and that's not helping you out to hit these $1,000 days or consistent days where you can really grow your business. And in the beginning it's like fill the schedule how do you fill $1,000 a day? And then how do you fill a five-day week? That, and then how do you fill a five-day week? That's the starting point and you try to do it as in little amount of jobs as possible but you don't want to charge too much, where you're not closing a lot of jobs and you're not staying busy, but you don't want to do it too cheap, where it's costing you money and it's costing you too much time, where you can't hit that thousand-dollar goal.
Speaker 1:So it's a game and variables of like, branding and all that stuff all play a factor in it. So it's super important because before Clay had his truck wrapped and all that stuff and the skid in the back, I'm sure if he was treating customers like, oh, this is what we have, our minimum, this is what we're doing, they would be like, sorry, I'm going to go with somebody else. But now that he has this Brandon check, people don't even question him. They say, cool, sign me up, you knock out a job in an hour and a half. They're going to say, that's great, here's 500 bucks. But back in the day they would probably go around and make sure that you didn't just cut corners.
Speaker 2:I can personally vouch for that. The customer is much more confident. You pull up with a nice clean truck with a wrap on it and some cool looking gadgets on the back of it. It's not really nothing fancy to me, I mean, it's just a professional, well put together, skid right. And when they see all that stuff they're like, okay, this guy's got the stuff, he's got what it takes to wash my house. And then you know, I had this little thing where I woke up to bring the doorbell wait for the customer. When I get the customer at the door, I immediately hand them a business card. They have all my information, they can stare at it, they can look me up further, do more research on me while I'm cleaning their house. And you know you treat them like a professional. And once you do that, they feel more confident.
Speaker 2:There's nothing more than you want than a customer to not feel confident when you show up and show up with. You know whatever you're showing up with. And then you're skittish. You're scared of the customer. You don't know how to socialize with the customer. You don't know how to talk to the customer. All you know how to do is pressure wash, which obviously that's what they hired you to do. But it goes a long ways if you know how to socialize, speak with the customer, know the proper verbiage, know how to speak with them and then, when it's complete, do your walk around with the customer, make sure they're happy, ask for that Google review and then ask, hey, how would you like to pay today? Or you know. However, you do all that. We let our CRM handle all that because I feel like it's more professional doing it that way.
Speaker 1:But there's just so many small things that make the biggest difference. I agree. And if you're new and you're stressed out and worried about how do I clean this, how do I clean that? How do I figure out how to do oxidation removal? How do I do rust removal? Figure out how to soft wash, figure out how to surface clean, be as efficient as you can be, simplify it and then charge appropriately.
Speaker 1:Don't gouge people, don't get too fixated in the little things on charging. Say this is what I need to do to make my daily goal of, say, $1,000. I need to charge this job $300 to $500. And then, instead of being too worried and trying to be too complicated with the technical, figure out how to be a smiling guy, how to be friendly, how to be a good guy carrying a conversation with the customer. Make them feel like, oh wow, there's a great service there. And that is going to go so much farther than if you're the technical guy. Because every time I hire employees, I don't hire them based on their pressure washing ability, if anything. I hire employees that have never pressure washed before, because usually the ones that have pressure washed think they know everything. And then you have to say well, I'm hiring you to pressure wash. Obviously, you don't know a lot about pressure washing, so, like I hired these guys who are good, social, personal guys, nice guys, attention to detail that's all that's required in this business to be successful.
Speaker 1:So, don't get too worried if you don't know all the technical. If you don't know, oh, how am I going to do this? How am I going to do that? Simplify it you spray bleach, spray wet on a house. You get the green away. You hit it with a surface cleaner $300. Multiply that three to four times. There's your thousand dollar day business.
Speaker 1:But again, it's a people business and people get stuck up in the nuances and the nonsense and they don't. They kind of miss the point of it and that's like a mistake I see newbies make where they just over complicate stuff and like my employee he's ryan, he's been with me two years and I think he's washed 1200 homes. So like he didn't know anything about pressure washing, he knows how to pressure wash and he does a great job doing it. But, more importantly, customers love him. And that's what you guys want to be when somebody shows up. When you show up to somebody's house, you want to be like, wow, that guy's great. He spent five minutes talking to me. He's a great guy, he cares about my job.
Speaker 1:I had a pest control guy here today at my house. I don't care what did? He just sprayed stuff out of a pump sprayer and then he put some granules in my yard. But it was friendly, upbeat, cool, seemed like he knew what he was doing. He left in 10 minutes, did what he did do any technical thing to my house, I don't know, but the experience was great. So I gave him a five star and that's like the objective that we want to have with our business.
Speaker 2:Yeah, if the customer doesn't like you, they're probably not going to call you back again. So make it. Make it a great experience. Don't make it an awkward experience. Don't make it a weird experience, just make it a great experience. Whatever you got to do, make it a great experience. Whether I get a little personal with them, don't get personal personal, but find that common ground with the customer. If you're skittish, you're scared to talk to people, just find the common ground. Just have a conversation with the customer, just like it's your friend, just like it's your mom, just like it's your brother, whatever. But if they trust you, they will do business with you. They will keep doing business with you. My repeat customers are the easiest and they're my most favorite. They're just like whatever. I just need to get on your schedule. Come on out, send me a bill.
Speaker 1:That's the best thing about this time of year too. The repeats come out and end of April, may for us with the pollen, all of my guys are hitting me up. They're like, hey, I'm like 500, just like last time. They're like, sweet, just shoot me the invoice. And then the longer you're in business, you're like I could fill 30 grand plus in one month of just repeat business. And then, and then, that's when it gets fun. And then, like you level into saying I'm going to add another truck because, like I know that these guys like me, I stay on them. And then they call me every year, and then the next year you got more and more and more. And then you're building out the business as the as as it is. So we're charging people fairly. And then if somebody's like, hey, last year, this is the price, and I'm like that's fair for me. Still, let's roll forward. We keep it smooth, we keep it simple.
Speaker 2:And you know it's going to be cleaned from the previous year.
Speaker 1:That's another huge thing too. The first time, because my employee has cleaned houses, and he's starting to see the repeats because it's like year two, year three, and he's like the first time I cleaned it was filthy. But since we were fair and they liked us, they used us at a more frequent level where we're almost cleaning it every other year. And the second time we go out we're like spraying a little bit of algae slash dirt off the house, versus like super baked on stuff yeah, so he's like it takes half the time because the house is in maintenance mode as opposed to like the first cleaning and that just.
Speaker 2:Another big thing is knowing your area. You need to know your area as far as geographically I hope I said that the right way you need to know the map of your area, be very familiar with uh, the travel, the travel time, and I think that plays a big role because if you're trying to hit four or five jobs and you got them all throughout your whole area in different spots, then you're gonna be working all day yep, I've.
Speaker 1:I've knocked out jobs that are like within 10 miles of each other and I'm done by two o'clock, and then other days where i'm'm going from Simpsonville to 30 minutes away to back to Simpsonville. You're like I spent three hours of the day driving.
Speaker 2:And you have to learn the hard way sometimes.
Speaker 1:Create a bread route, create a route of saying this day I'm on this side of town, I'm going to try to stay within a 10 mile radius. That way I'm not killing myself here.
Speaker 2:A hundred percent Cause obviously you can do three or four jobs right close to each other in half the time that you can do three or four jobs all over the place.
Speaker 1:Exactly so. The point of this episode is time is money. Break down how much you want to make into how many jobs you need and then price those jobs accordingly. So simple game. We're at the 35-minute mark. You got any closing statements? You want to make Clay?
Speaker 2:No, just wash on. If you have any questions, reach out to us. We have a lot of good stuff in the works. Have a lot of good stuff in the work, a lot of cool stuff in the works. I'm very excited about the stuff that we do have planned and and coming forward. Make sure you're downloading um the episodes. If you just now listen to the newer episodes, make sure you go back and listen to the older episodes, figure out where we came from. It's like watching a series go back to the first and just follow our whole journey. That way you you've got an idea of what we've been through this whole time.
Speaker 2:You learn on the way exactly you go from back in our early stages, but make sure you go to facebook. Go join our wash bros group on facebook it's the wash bros um and then follow the wash bros group on Facebook it's the watch bros Um and then follow the watch bros podcast, and then Spotify, Apple podcasts, YouTube, Um. And then you can follow me on Facebook, Clay Smith, or you can follow Matt on Facebook Matthew Jackson.
Speaker 1:Yep. And if you guys reach out to us and you're like, hey, I don't know where to start, can you help me? How do I get business? How do I start marketing? Start at episode one I know that sounds cliche, but it's not lazy on our end. Like, if you don't have enough information to ask specific questions of, like I'm doing this, I need help with this, I'm stuck here.
Speaker 1:Like you need more learning and more learning comes with just starting from scratch and listening to the first episode of the wash pros. Like we literally document our journey and throughout our discussions with each other, we've helped each other learn and we've helped each other. Like clay says something on a podcast, I've implemented it and then I'm like, oh, that actually worked. Like sometimes you need to hear something 10 different times before it clicks. And this is a great, a great platform because you can listen to us going back and forth for the last couple years and saying something and one time it may click, and then you say, oh, I'm going to do that and then, boom, you make an extra $20,000 a year. It's, it's pretty cool you guys can do if you just listen and implement.
Speaker 2:Yeah, I mean, a lot of people pay big money for a lot of the knowledge that we're putting out. It's a some very good stuff. My biggest thing is if you're not taking the time to listen I mean, because all it is is putting your butt in while you're working or whatever If you can't take the time to listen and try to learn, obviously you're not too serious about your business. Don't try to shortcut and just start asking people hey, what would you do about this? Actually, go back and listen and and figure out, uh, the the journey that we've been on and the things that we've learned and um, but that's what we're here to do. We're here to help you out.
Speaker 1:Yep, and, like Clay said, we got some cool stuff in the works. We're putting together some content. Uh, you guys want the PDF version of the pressure, pressure, pressure, washing book I have on Amazon. I also have a. There's an audio book on there on Audible for free, if you guys have Audible. But you can go to our, the Wash Bros Facebook group. We'll drop a link and there's that book in there which is a great kind of like. We'll I kind of break down 22 steps of like what gets you from zero to a hundred K a year. So it's, if you guys are more readers or you just want another piece of content, go to our wash bros group, get that. We're also going to drop some merch soon. So I'm working on like print on demand shirts, which will be super cool. So we're we're going to try to really get this out here and have fun with people, and who doesn't want to wash shirt?
Speaker 2:so stay tuned yeah, yep, stay tuned, we'll get.
Speaker 1:We'll give you some more information here shortly sounds good, but we'll wrap this episode up and appreciate everybody for listening. See you guys, peace, bye.
