S3:E10: Stop Chasing The Big Check And Do The Math

That “big” commercial pressure washing quote might look like the breakthrough your business needs, but what happens when it’s Net 60, your payroll hits on Friday, and your residential customers are still waiting on your calendar? We get blunt about the part nobody wants to post: cash flow can matter more than revenue, and accounts receivable can choke a growing company faster than slow leads.

We walk through how we think about residential pressure washing versus commercial pressure washing when we’re heading into peak season. Residential work is often the engine that keeps the lights on with fast payment, repeat customers, and steady scheduling. Commercial work can build serious capital, but it comes with a different buyer, different marketing channels, and a lot more friction: bidding wars, vendor packets, gatekeepers, and the need to price based on time, crew output, and what each truck must earn per day.

We also dig into the hidden costs that can erase profit if you don’t run the math first, including higher insurance limits, workman’s comp requirements, umbrella policies, city licenses, and paid vendor systems just to get approved and paid. Then we zoom out to the bigger play: pick a lane, build consistency, and be honest about your equipment and efficiency before you chase parking garages, flatwork, or giant facilities where drainage, reclaim, and timelines can blow up your schedule.

If you’re trying to grow a pressure washing business the smart way, hit play, share this with a contractor friend who’s chasing “high ticket” work, and then subscribe and leave a review so more people can find the show.

Transcript

SPEAKER_01 0:32

What's up, guys? It's Matt Jackson and Clay Smith. And we are the watch for host. Thanks for tuning in. We are getting into our busy season. This is going to air on March 22nd. And uh so it'll be season three, episode 10. And we figured since it's kind of relevant to what we're doing now, we're going to talk about commercial work, residential work, and uh kind of our opinions on both and how we go about picking like, are we going to take residential stuff or commercial stuff, or if we're going after commercial stuff, which is necessary for growth, like how are we strategically going to do that without killing our schedule for residential? So you want to kick this thing off, Clay?

Net 30 Reality Vs Same-Day Pay

SPEAKER_00 1:08

Yeah, so I think that a lot of us when we first get going and we are familiarizing ourselves with the pressure washing industry, we are new business owners and we're trying to figure out which route to take. Um, a lot of people think that the commercial route is the best route to go. Um, and I guess that's because of the big tickets. Um and the thing that we're not thinking about is most of the time when you're seeking after commercial work, it's a net 30, it could be a net 60, it could be a net 90. So all the overhead that you've had in that job, you got to eat until you're paid for that job. Versus residential, you're going out to that job and you're paid before you leave. So it's two different strategies that you got to kind of seek after. Just because, you know, this guy's wanting to pay$10,000 to watch his strip mall and sidewalks, doesn't necessarily mean it's going to be as healthy as your business person going and keeping that schedule full of residential. And I think that's where a lot of people get stuck confused as far as getting going into the industry. The residential side, I've always said this, and I've said it a couple of times in our previous episodes, is you know, residential pays the bills and commercial bills the capital. So you got to be very careful on the things that you do. I know that a lot of guys run their business exactly the way I'm about to tell you. What they do is they start their business, they're busy, busy, busy, busy doing residential, then they have a commercial opportunity come about and they push that whole schedule back for all that residential work just because they have a$5,000 opportunity when all along these residential customers, they're gonna call you back year after year. This commercial guy, nine times out of ten, you're never gonna hear from them again. And that's just been my experience with the pressure loss and industry in the six years that I've been doing this and the hundreds and thousands of dollars that I've made doing it. I've watched a lot of stuff, I've been through a lot of things with certain people, um, residential and commercial. I do have my good commercial guys that always call me, and I have my residential guys that always call me. But the commercial work is not always gonna be as loyal as your residential guys.

Residential Pays Bills And Cash Flow

SPEAKER_01 3:31

Exactly right. It's usually gonna be a price battle. So I don't know how large of a scale you guys uh can operate on, but usually you're gonna have to compete with really efficient companies. They got multiple trucks, or they're rocking these like 30 gallon a minute setups per truck with uh like an ability to clean work really fast. So you're not really charging price per square on commercial. Usually that's gonna be uh like how a business they're gonna look at the line item, they're gonna say that's within budget, that's fair. Say they get three quotes, somebody's gonna be uh at an appropriate price point, they're an established company doing volume, they're insured properly, they uh understand how to market themselves within the right channels, whether it be like LinkedIn, connecting with property management people, like it's a more professional approach than just simply running Facebook ads, having a Google page, or like going door to door. So, like the commercial game is a different is a different space. Also, like to Clay's point, the biggest issue I find and I've found in commercial is is when you're getting paid. So, like you said, if you're tight, if you're new in business, you don't have a lot of cash on hand, and you got employees to pay, you got cost of goods uh associated with the jobs, you got living expenses, and and like he was saying, if you're gonna take that five thousand dollar opportunity, no, you might not get paid for like 30 to 60 days, could be even longer. So yeah, when you do the total math, you're like, okay, if my team was on this project for three or four days, how much does that cost me to run? How much do I have to pay my guys? And then how soon do I get paid on that myself? Like a problem we ran into when we were starting to scale was accounts receivable, and that just means like waiting on your money. So if your accounts receivable are bad because you've got a lot of commercial work, what we had to do and what we did was maintain that consistent pipeline of residential because, like Clay says, the commercial work builds capital, meaning it moves money in your bank account, like you got five, ten thousand dollars added to your bank account. That residential makes makes the cash flow. So, like, okay, I got a thousand dollars, I got fifteen hundred dollars, I got two thousand dollars, whatever that cash flow rate, whatever that turn rate of money is that's necessary to keep you from becoming insolvent, meaning like keeping you from like not overdrafting your account and paying all your bills. That's that's important from residential. Again, if you're new and you don't have a lot of cash in the bank, that's that's kind of the vital steps necessary. You can't just say, Oh, I'm gonna start from scratch and then like I got twenty thousand dollars that's gonna pay me, and then all your bills are due and you got no money in your account. So, like, it's important to us to always have our foot on the gas with residential. That way it keeps us alive, it gives us gasoline in our business to push forward. And as we scale and grow a little bit more, buy skids, have some capital for the slow season, have some capital for expansion, those$20,000 plus jobs really help us move the needle because the residential is paying our bills.

Commercial Bidding And Price Battles

SPEAKER_00 6:17

Yeah, I mean, there's nothing wrong with taking the commercial opportunity when you're first new, but establishing that reputation and building your brand within the community will eventually lead to commercial. I find it now that the longer that I'm in the business, the more opportunities I get for commercial just because of my time in the game. I don't highly seek after commercial, I just really let the commercial come to me. And I think the, you know, the the one of the things with me is the commercial stuff, like I know that I can go make the same money washing residential houses that I can make in going and doing a commercial job probably 70% of the time, unless it's a huge project. Because at the end of the day, how I'm pricing these commercial jobs is Matt, Matt was the biggest influence on this. What's your time work? What do I need to make on this truck or these two trucks or these three trucks? What does my company need to make a day to make this commercial job worth it to me? And that goes back to what he was saying. It's not always about the square footage, it's really a race to the bottom, to be honest with you, especially in our market with commercial, because like Matt said, they're getting three bids, they're going with the cheapest guy. Um, and that's 90% of the time, unless you have it in, you know, you have a relationship with that customer in the commercial field. And that's that's where you get the loyalty is building the relationships with the commercial guys. Um so that way it's you know, they trust you, uh, unless it's a big corporation. The big corporations, it's kind of hard because they're gonna get free quotes no matter what. Uh, but if you have the uh just certain things, if you have a good relationship with somebody, nine times out of ten, they're you you've got that trust built. They're gonna say, Hey, I need you out here to clean this. Sometimes they don't even ask you for the price. Just give us a fair price, right? Um, so that's just one of those things that you have to build over time. I know Matt has a couple of those relationships uh with a couple commercial accounts that he has, but uh, like I say, residential, uh, if you're new, it's your bread and butter. That's how that's that's the secret to success. Grab everybody in the community, uh, let them know what you have to offer, sell them your services. And I'm not saying hard sell them, don't go knock on everybody's door, but if you could just get active on social media, let them know I'm new. Sometimes people want to give give business to the new guy. You know, there's no shame in saying I'm the new guy. Like I'm trying to provide for my family. People love that crap. I wish I could still use it now, but I can't. Um, and I've seen a lot of posts in our local community here of new pressure washers posting that they're washing houses for$150. Hey, I respect the hustler, right? Uh, but if you've been in business for two or three years and you're still offering$150 housewashes, you're always shooting yourself in the foot, especially in the long run. Because when those customers call you two years from now, they're gonna still want that$150 housewash. And there's just with a healthy business, I just don't see how you can afford it. I can't, I can't pull out of my driveway for no less than$300. So just as far as being new, I used to wash houses when I was, you know, getting started. I didn't have any overhead. So and$150 to wash a house. I mean, I'll have somebody come wash my house for that and have the equipment sit in the yard, right? So um, as long as you do a good job, build your reputation with these residential guys, um, the commercial will come.

Relationships That Win Commercial Work

Insurance And Vendor System Costs

SPEAKER_01 9:43

Exactly. And and uh I've gotten a lot of relationship-based uh deals off of like my residential and like um kind of like how my name is positioned in the community and on Google and on reviews. Because if you notice, a lot of these commercial companies that are big players, they have like eight reviews on Google. They're not positioned correctly, they're not positioned the same way you position yourself to be a leader in residential. They're focusing more on like the professional buyer, they're cold-calling people, they're connecting, relationship-based, they're going to these trade events. Like commercials more, it's a completely different approach than say like residential. Okay, look how many Facebook followers, how many how many times can I post in a social media Facebook group, how many neighbors can I get referrals from? It's a different game. Uh, I probably did last year like almost a hundred thousand dollars in commercial work, and a good chunk of that came from relationships, meaning people who um were using me from a residential standpoint, and then they work as like a facility director somewhere, that was my college connection, or um I pressure wash a guy's house, and then he works at a massive warehouse, and then we did his business. So, like that'll get you in. But if you want to be like really proactive about hustling and getting into commercial work, that's gonna take a different beast, a different boat. And usually you're probably gonna have to lead with value, or like you're gonna have to lead with doing something for free. You're gonna have to spend a lot of time like schmoozing somebody, um, figuring out like getting a vendor packet together. So you want to make it as easy as possible because these people are hounded by people 24-7. And what works on social media where you kind of are just spamming somebody, doesn't necessarily work with a professional buyer. These people have their guards up, they know you gotta go through gatekeepers. You're just gonna send emails to these people and they're gonna be like, oh, another spammer, another spammer. Residential, you can post the same crap all the time in a Facebook group and somebody's gonna bid on you just because it's a different, it's a different type of buyer, it's a different energy. But like you you have to be properly insured. Usually most of you guys don't have the right insurance to be able to get into commercial work. You gotta have workmen's comp or some if you're in a state like us, you have to have an exemption for workman's comp, but you still have to have workmen's comp. A lot of times even a ghost policy doesn't cut it because I I think Clay got a job that I took because his policy wasn't uh thick enough on the uh the the workman's comp standpoint for them. So they're like and then you do the math and you're like, okay, well, I can get two million dollars of an umbrella, I can get my commercial policy, my workman's comp policy to cover this much on like vehicle damage or employee this or employee that, and then it's gonna cost me another thousand dollars a year. Is this worth me upping my insurance just to get an opportunity to load bid this unless I'm really serious about going forward into that? And there's a couple of like property management companies where it's like you have to look at yourself and say, Am I built and structured enough where I can be super efficient and I can knock out this work really quickly? Am I set up where I can run off of hydrants? Am I set up where I have a ton of buffer tanks and I have ton of equipment? And I'm kind of like these guys you see on social media where they got 36 gallons a minute rocking one truck. It's like it's like three normal guys, three normal trucks. They got one guy running a lawnmower, surface cleaner, and a technician, you can underbid the hell out of people and still make money. And so if you're having to compete with people like that, you gotta just like be honest with yourself and your business. And and to Klay's point, how much money are you making a day? How much does it cost to run your business? Can I go out and do$500 tickets residential, half of those are Venmo or cash, and then I'm not having to get a$1099 from them and report it on my taxes, and I'm not having to pay sales tax if it's applicable in your state. Like there's a lot more cost associated with commercial. So you gotta say, hey, am I set up? Is this the direction of my business where it makes sense for me to pursue these opportunities? If so, I'm probably gonna have to bid at like seven cents a square on on work. And a lot of times I'll even look at a quote. If I'm if I'm like, hey, I want to win this job, I'm really aggressive. The TPO roof we did, we were like around eight or nine cents a square for that, but like we were able to bang it out in a week time with two guys. So like I I knew if I'm getting bid, uh if if there's owner operator guys in the mix, and I know there's setups, and I know I got two trucks with like AR-45s, two guys with like so. If I say I have like an AR-45 on a truck and then eight gallon minutes on a truck, and I got two setups like that, and two guys, I know I'm gonna be way more efficient and make more money than somebody just owner-operating this. So that's how you gotta like like when you're bidding on stuff, you have to know like, hey, I turned down an opportunity that I saw on like Greenville City, which is our where we live, where it was uh uh an RFQ for all the parking garages in Greenville. That's a massive amount of space. But I knew that I'm competing with guys who are these big regional players and they have massive, massive equipment with massive outputs. So like they would probably be a third or or they'd probably be like two-thirds of my price just because they're able to do it and they go around the region and they bang out these huge projects. So like instead of me getting my hopes up saying, Oh, I'm gonna make fifty thousand dollars on this job, guy's probably gonna make 30 grand and be happy because he's set up for it. And you gotta figure out like what works with you. Like, we like to do soft washing at scale because we've got like two trucks and we can hammer away and make a lot of money. If you're looking at square footage-wise, you and you're just a one-truck operation, you probably don't want to compete with me with that setup because we're gonna make more money with multiple trucks and how we're structured, we're still able to be profitable. But we're not super set up to do a ton of flat work because we don't have high-powered, high GPM machines. So I'm not trying to compete with a lot of big bids on on like big surface cleaning. Like you see guys online, like it doesn't make sense for me to try to go up against like Heath or somebody or like a Nick Stanton where they got the setup where they're dialed in to like really kill surface cleaning. So, like, understand where you fit in and understand uh like who's the target audience you want to go for. Because like you almost have to pick it and choose, like, you you can't just randomly go about it like you can with residential. You almost have to allow yourself to like pick the direction you want to go at and not allow the customer, whether it be like a cold call in, oh, can you clean this for me? Can you clean this for me? Because you're gonna get yourself into some trouble if you win the bid and you don't know how to do it.

Equipment Efficiency And Picking A Lane

SPEAKER_00 16:13

I think you made a great point on the insurance part, and I think a lot of people need to understand that just because it's a high ticket and they want you to switch their insurance, sometimes it's not a good fit. So if it's a$5,000 job and it's gonna cost you$5,000 more a year in insurance, it's no, there's no use in changing the policy. Like I literally uh had to get that job that he was talking to to Matt because I'm like, look, I'm not I'm not doing this, it makes no sense. It's not a good business uh move for me. You know, they were good on my clothes, they were ready, whatever. And then we passed it to Matt, and they still wanted Matt to up his insurance, and he already had a bigger umbrella than I have. So just it's always, you know, just be careful with the commercial stuff. They'll always try to get you into stuff uh that you may not be very educated in that field. You got to be careful because at the end of the day, all they're wanting to do is get what they need to get done and check that off their list. They don't care about your business, they don't care about how much money you got in the bank, and they really don't care if you succeed. All they want is their concrete or their building or whatever pressure wash. And it's just somebody working it for one of these companies that just needs to need that check mark off their list and say, okay, I got it done. So be very careful with that. Um, another thing, as far as what Matt was talking about on the garage stuff, yeah, the the$50,000, oh my gosh, if I could have a$50,000 check, that would be great, right? Uh, but if it takes you two months to do it, it's not worth it. You know, so fully operational with me and Matt in a busy season, a peak season, I think we're looking to hit a$70,000 a month, at least in the next three months coming up. Um, so we can make that purely off of residential just in one month. You know, if we can go out and make 60 or 70 grand in one month on residential, these big$50,000 garage cleaning jobs don't mean anything to me because you're having to go out and block your whole month off and then hope that you're gonna get it in that amount of time. There's not there's no telling how many hoses you're gonna buzz, what could go wrong. Um, you know, because the thing about the big projects is a lot of things don't always go the way you you are planning them to go. Something's always gonna go wrong, the water's gonna flow a different direction, it's gonna puddle up, especially in those bigger things. Uh, if the if you know you get on a big project and the and it doesn't have good drainage because I don't know where where anybody else lives, but you know, drainage is a big deal. If you don't know where that water is going, and then you end up having it puddled up. I mean, you I've seen it puddled up a foot of water in certain places on these bigger jobs just because the drainage sucked. And then what do you got to do? You're not set up to suck all that water up, you got to figure out how to move it, right? So uh that's a lot of things that people don't think about um when quoting these bigger jobs uh is your time. Time is very valuable. You gotta have a set time on, you know, a set figure on what you need to make an hour to have a healthy and profitable business. And at the end of the day, you need to worry about yourself. Um, no matter what someone is telling you they expect of you, um, you just need to do good work and uh be honest and do good, good and honest work, and that'll create a good reputation.

Big Projects Hide Expensive Problems

SPEAKER_01 19:28

And to Clay's point, a lot of times when you're submitting bids or you get a bid, you have to sign up for somebody's like vendor support system. So it'll be like the back end of um uh of like say there's like a property management group, they use like I I just had to had to get in for one. It's like cool, in order to sign up, like the bare minimum is 150 bucks to sign up for this yearly subscription just to have access to like getting paid. And that's just for the vendor vendors, yes. So like you you start to do the math, you're like, okay, my city licenses that I have for every city that I work in, my vendor support uh yearly contracts for every one of these that I'm in. Then you do the math, and you're like, okay, I have to be doing a lot of volume for this to justify me moving away from just residential work where it's not as convoluted. So you almost have to make a uh it sounds it sounds silly, but you almost have to to to say, all right, do I want to be part-time in this, make most of my money almost under the table, and then do like friends and family, do weekend stuff, do Facebook stuff. And again, understand that if you are uh you you almost have to pick what direction you're going at because like I see like people are are cloudy with their vision and then they just try to follow everybody. Do you want to be the guy that's like super commercial focused? Do you want to be like big capital investment in your equipment and your machines and your and and and dedicate a ton of time into doing this? But you're also set up because I see guys around in my area where they want to be Mr. Big Bad Commercial, but they don't have the infrastructure, they don't have the trucks, they don't have the equipment, they don't have the over they they don't have the ability to like efficiently clean at the price required to do all that stuff. It's like, hey, it's a it's a different beast. If you want to pick that, go all at it. Cool. But the biggest thing is like don't be in both areas. Like, I see a lot of these guys, they try to be like, oh, I'm the Facebook guy of like, give me referrals, give me referrals, give me referrals, but on the other side of the coin, they're trying to do commercial work too. They're trying to be like in both spheres. If you're like the big bad residential social media guy, understand you're competing with all these people who are not insured, they're not paying taxes, and they have a day job. So a lot of the weekend warrior type um race to the bottom Facebook group stuff, that's what you're gonna compete with there. And then like you see these guys who want to do that, and at the same side of the coin, they want to play in this commercial space. So if they're not making enough money because they're competing with the low tickets of the Facebook groups, and they gotta pay for all these like um higher insurance. Premiums, they got to pay for um bigger equipment on their trucks, they got to keep their guys busy. Once you build a team, the objective shifts from like how much am I gonna make per job as a solo owner operator to how am I gonna keep my guys busy? How am I gonna keep payroll? How am I gonna keep enough work for my guys so they don't quit and leave me? So when a big opportunity comes, I'm able to get it done. Like it's a completely different game. And I think to Klay's point, when we were talking about like these guys will push their residential schedules back because of a$5,000 opportunity. But if you truly did the math on that$5,000 opportunity, you're probably better off just doing a normal week of residential. And the the problem is like these people aren't proactive about like what is their approach in each avenue. It's like that's why I think I'm a big fan of like build that residential base. We have like four or five thousand customers in our book. Like, we're doing like eight to a thousand jobs a year consistently off of that. So, like, that keeps you busy. If you're if you're new, start now, don't chase these people because it's like, oh, I can make 10,000, 20,000, 30,000 job. We posted a roof wash, a TPO job that we did at the end of the year last year. And I had all these people reach out about, oh man, how can I do that? That would save my business, that would make my business. I'm like, we've almost done$2 million in revenue as a company, and we've reinvested and reinvested in my like me and my tech pretty much did that job. Ryan, and like he's he's washed like almost like 2,000 houses. He's been with me for a long time. So like we're experienced, we're set up correctly, and even then we run into issues and hiccups, and like you don't know what you don't know, and and it and there's no shortcut, there's no AI, there's no podcast that's gonna fill you in on the blanks of like the school of hard knocks. So, like, you got to figure shit out from just putting your your time in, putting your head down, and don't try to be the business owner. Like, don't be like, Oh, look at me, I'm a business owner, I'm an entrepreneur. I want to network and cut shit with people, and like I want to post about my ice bass and all this bullshit in the morning. Like, put in the work. Clay and I both been in this game for like five, six years plus of like really dedicated, serious like growth. So, like, if that's not you guys, and if you guys are like year one, year two, year three, year four, a lot's happening, a lot's changing. Just keep keep like pushing ahead and and and know, like if if people like us are saying, hey, look, you might want to rethink bidding on that job that you think you're gonna make fifty thousand dollars with because you're gonna have to do it on off hours, you're gonna have to have the equipment that's gonna require you to like knock out a ton of work really fast, you're gonna have to reclaim the water, you're gonna have to worry about not tapping into a fire sprinkler system and and causing a lot of issues. Like, there's so much that you don't know, and like the government doesn't care, government bodies don't care, like insurance people don't care. If you're ignorant, you're gonna get dinged for this stuff. So it's like super important to like kind of pick a lane, know your lane, and don't get too far ahead of yourself.

Building A Repeat Customer Base

SPEAKER_00 24:55

Absolutely. This episode was not to persuade you into not doing any commercial work. We are just trying to enlighten you on the difference between residential and commercial and how they kind of outweigh each other. Because you could literally kill your business if you were to get a big commercial opportunity during peak season when all the residential work is coming in and you've slid, you've pushed off all that and told them you were too busy, and here you are working on the you know$20,000 or$30,000 job that's going to take you however long, especially if you're a solo owner operator, you're missing all that residential work that could be residual. The residential builds your client base, it builds your book of business. You know, the commercial thing is a one-time thing. So don't, especially in peak season, don't set everything aside just for that one big job when you could be building your business with the residential side of things.

Consistency And Where To Connect

SPEAKER_01 25:52

Clay had a great point there. Residential is way more residual than commercial. Don't let people lie to you and think, oh my God, if I just get commercial, it's like a weekly cleaning, it's a monthly cleaning, it's a yearly cleaning. I have a few clients where we try to push like a maintenance project, like like maintenance work. So it's like, hey, for like$1,500 a day, I'll give you a day a month. So so let's say like$1,500 like during eight months out of the year or 10 months out of the year. Like with our with the college we work for, I think we were doing like$18,000. So you almost like reverse engineer their budget, you stretch it out during their busy season or like the summer season or when college is out. So yeah, it's a great account, but I'm not gonna be able to like call them in the middle of the winter time and say, Hey, can I clean your school? He's like, No, not ready yet. And we've done a lot of cool jobs uh that would like great for marketing, like cleaning a city tax office, like the county buildings, and it looks so awesome. But there's no way for me to go back in there and try to get that job again. It was go, it was a one-off. And like, even if I try to be like, Oh, look, we already cleaned this, like, let's find the decision makers. It's like, well, the need was no longer there, so like it was like a construction cleaning. And Clay and I talk about this all the time. Like, construction cleanups are great, but what do they do when they like run out of building stuff? It's like it's it's one of those things you always have to keep your like like you always gotta be prepared and ready because like I haven't found something as residual and easy as residential. Once you're in business for like two or three years, you get your repeats roll in this time of year, you can book twenty thousand dollars a month just off of your repeat work. And that's why I think you see these owner operator guys. I don't advertise, I don't market, I've been doing this for 20 years. Yeah, of course, you got the same people call you year over year for the last 20 years. You don't have enough capacity, you don't have multiple trucks, it's just you doing the work. You you're able to fill your schedule. So you just got to figure out what direction you want to be in. I see this too, guys talk about like organic this, organic that versus ads. That's that's fine, everybody can do their own thing, but like what would happen if you're just so organically focused and then you threw some money into ads, it'll accelerate your growth. I see that debate a lot online too. So it's it's like pick pick whatever avenue you're in and be consistent. That's what like we talk about all the time consistency. Because if you change your business every three months, if you're super aggressive posting on Facebook, if you're like all about ideas and all about hustle culture, and then somebody's been following you for three years and you've changed your direction 10 times, there's no trust there. Like people trust you because of your consistency. And if you show up year over year and you're the same thing, yeah, you make some minor improvements here and there, you like correct your brand, you like pivot a little bit, that's great, that's growth. But when you're making these massive changes, that's not that's the biggest issue people are gonna see there is like they can't trust you because you're not consistent with yourself. So before anything, be consistent with yourself. That way you can be consistent with your team, and your team can be consistent with your customers.

SPEAKER_00 28:46

Absolutely. And like I said earlier, this was not to persuade you towards residential over commercial or whatnot, but uh I think it was a good topic to talk about because you could talk about the pros and cons of both. Um, and uh glad that we could do it. Glad that we can reach out and have all you guys listen to us, learn from us, grow from us. If you have any questions, uh drop them in the comments below, whether it be YouTube, Facebook, if you're watching us live. Um, if you're not following us, you're listening to us on Spotify Apple Podcasts, uh go go go to the comments in our videos on YouTube or either the WashPros podcast page on Facebook. Uh make sure you follow me, Clay Smith, my personal page on uh Facebook, and follow Matthew Jackson, his personal page. My business is C3WatchPros. You can look up our legitimacy legitimacy on there, and also Matt's uh company is Matt the Drago guy.

SPEAKER_01 29:44

Yep. So connect with us there. Like we've got tons of stuff. We've we've got tons of episodes, whatever phase you're in. If you're just catching this one, we're talking high-level stuff, we're talking about like commercial residential. We also have episodes from the very beginning where we were both almost owner operators. So there's a different, there's definitely a different lesson. You can you can listen to probably a hundred hours of the washbros. If you're just figuring us out, you can learn a ton of lessons, you can see our growth, get some motivation, and you can get honest, real truth, no bullshit, no no guru. Uh, you can tell we're no gurus because we've been talking about putting a course together for three years and we haven't done that. So that tells us one thing. That tells you one thing. We don't necessarily give a shit about making our money off of a course, simply it's something to provide value to you guys. And like Clay was saying on our last episode, we don't make any money off of this. So we're doing this more to connect and grow with you guys. So give us a shout, give us a follow, share with your friends, and that's all we can ask. And and we look forward to like networking and growing this community.

SPEAKER_00 30:42

All right, guys. We appreciate you. We'll see you all in the next one.

SPEAKER_01 30:44

See you guys.