Can You Do $70,000 In 1 Month Pressure Washing

Jan 26, 2021
 

Well, Jason there's no other way to put it. When I wake up in the morning, I excellence and that's kind of, that's just how it goes. I apologize, guys. I had to get my Ricky Bobby Ricky, Bobby reference in there. Hey, for those of you that don't know me first off, thanks for Jason letting me be in be letting me be on here with you tonight. I'll give you the real short version. I'm 42 years old. Been married to my high school sweetheart or 20, I don't know, some odd years at this point, got three kids. My oldest one's 21. He's my business partner and my pressure washing company that we started almost four years ago after losing my corporate job, you know, kind of suddenly. And I was just desperate and scared and actually started a window cleaning company for about a hundred bucks and turned it into a pressure washing company. And, and I'm chasing the American dream. I'm loving it while I'm doing it. I love I love creating content both for, just for fun, you know, for it for entertainment purposes as well, as well as education. So I like helping people. I get to help a lot of guys as they're growing their businesses. And that's, that's, that's the short version, you know just, just kind of loving life.

What made Bobby Walker start a pressure washing business? Bobby Walker to me, and even you probably would tell me is the person that looked like a businessman. He looks like the corporate man in the corporate world, and I know you was. And what made you say I hate corporate world and I'm going to go start a pressure washing business because Lord knows I can make money in there right.

First off I'm you're like the only person on the planet. I think that refers to me as looking corporate and professional. You just can't see all my tattoos, you know, everything's hidden right now. Normally I'm in a tank top, but what caused me to do this? So I was I was in the, like I said, in the corporate world doing security, not, not like security guards, but you know, like ADP type of stuff. Okay. Intrusion, alarm, secure access control, CCTV, all that kind of stuff. And I was actually loving it for a while and I was making pretty good money. You know, I was making about $150,000 a year at this point. So for a guy living in Oklahoma, that's actually really, really good money cause it's so cheap to live there. And I you know, started out installing systems and then I got experienced doing sales and then I got experienced doing management. And then I became like the vice president and general manager of this region. So anyway, I was really loving life and loving my career there for awhile. And then what happened was some merch, you know, I'm, I'm cutting the story short here, but some mergers happen. I bounced around the country a little bit and this and that. And 

One day I got a phone call from my best friend who was still up in like the middle management side of things. Cause, cause I wasn't anymore. And he said Hey man, I w we did, they just sent a company email out to all the, you know, managers and of everyone that we're cutting because we had just done another merger and he goes, you're on the list. And I was like, Oh my God, I'm going to do my best. Not to cuss on your channel here, Jason. I was like, Oh my God. And that was, I don't know, around three o'clock, four o'clock, five o'clock something, something like that in the afternoon. I was gripped with fear, like, like extreme. Like I wanted to throw up. I was scared. I just moved my family. Can you hear me, Jason? I see your screen lock up a little bit.

Am I doing okay? Okay. the you know, we had just moved down here and even though I was making good money I also spent a lot of money, so I didn't have a lot in savings and so on and so forth. And I'm literally laying in bed, staring at the ceiling the night that I found out I was losing my job. Now I wasn't losing it tomorrow, but you know, it was common in about a month. I'm laying in bed and I'm staring at the ceiling and I said, you know what? I'm just going to start that window cleaning company. Cause I'd seen a video on YouTube about a guy, Keith Kalfas, if anyone knows him who said, you, you know, showed you how to start a window cleaning company for 50 bucks at Lowe's, you know? So I just drove to home Depot or Lowe's the next morning? Actually I think it may have been the next afternoon. I can't remember, but drove to home Depot the next morning. My son went with me. Who's my business partner because he wanted to do it with me. So instead of spending 50 at the time, 17, 17, he was a senior in high school.

Gotcha. So you started to window cleaning business and it was just easy. And you just did a 200,000, 300,000 the first year. No problems, anything like that, right?

Oh, no, we did. We did about 800 grand in year. Number one. And then your number two, about 2 million. No. So actually so in year one we we did about 130 K we added pressure washing. Let's call it halfway through

Real good at technical stuff too. Right? Like you're a real hands on type of person know how to fix stuff and, and don't have any problems along the way. Right? That's that's the way you are.

Yeah. So I'm not as bad as you're maybe making it out to be, but it's not my strong suit. I'll tell you that. Like I I'm, I'm a creative person and I can figure things out as I need to. But you know, if something breaks, that's really serious, I got to have someone else fix it and all that stuff. The I'll say this, the technical side of the business is not my passion.

So what do you do to overcome that right there to be able to be successful because a lot of people will allow this to hold them back up. Well, I can't work on equipment. I can't do this. I can't do that. So what do you do to help overcome that?

Well, you, you got to, you've gotta be creative

And you, you gotta figure almost cost almost cost base, and I'm not going to do it on your show. You got to figure stuff out, you know, and you know, so there's different ways to do it. Now. I'm fortunate. There's a, you know, a couple of mechanics near me, so I'll take it to a mechanic and let them fix it if I have to. But, but before I was able to do that kind of stuff. And before I had the money to do that, it was a whole lot of YouTube videos, a whole lot of Facebook, you know, searches and stuff like that, you know, in these groups. And you know, you ask the questions and let everyone crucify you because everyone wants to be mean online and all that stuff. And, and, and basically I just had a lot of lumps, you know, took, took a lot of, a lot of shots to the chin and, and failed my way to, to where we're at today.

You didn't give up. Right. You just kept, you did that as a learning lesson and moved on and you probably learned some stuff by doing that, right?

Yeah, no, I probably use the word failure a little more liberally than, than most people. But w when I'm talking about failing, I'm not talking about, you know, the end of something. And I'm just talking about, you know, if I'm trying to, if I've got a plan or a little whatever I'm doing, if, if I, if I fail at it that's cool. That's fine. Because it's what you just said is that learning experience. So here's what I do, Jason, here's kinda my philosophy on this is just like a drastic park, the original Jurassic park movie. Do you remember whenever they were talking about the, they didn't show it, but they talked about it in the movie that the Raptors were systematically attacking the electric fence and they were, they were doing, it was the Raptors, or they'd go up and they'd hit a spot of that fence and then they'd get jolted off of it.

And then they would attack another one and then they attack another spot. So they were systematically looking for that crack to let them get into where they want. And that's been like, in my mind, you know, in my mind's eye, that's what I see me doing is I say, okay, here's the path I think I need to take, I'm going to run full blast into that wall if I hit the wall and it doesn't move, I'm just like the rapper I'm going to back up and I'm going to turn about two degrees and then I'm going to run forward again. And then if that doesn't work back up and turn a couple degrees and do it again. And then once you bust through that wall, unfortunately, there's another one. And I got to do the same thing, but that's what we keep doing over and over and over again. So

W we're going to talk a little bit about failure, because what was your goal for 2020?

The goal for this year was just a hair over a million dollars. So you're

Gonna hit a million dollars last year.

Nope. Not even close. So

What did we have to do? And I'm sure it's not a failure. There was things that happened that we couldn't control and, you know, and you're in Orlando and that's the, you know, that shut down and probably more than anywhere, did any in the country call it a failure? You know,

I mean, in, in my mind, you know, I planned a million bucks and I and I failed at it. You know, like COVID hit, I didn't react. Well, you know, now we did grow over last year, but I didn't react well to it. I actually, you know, I got gripped with fear and discouragement and, and when I say I stuck my head in the sand, I don't mean, you know, I didn't shut the business down or anything like that, but, but, you know, I got scared and, and, and instead of you know, trying to get creative and find ways to get out there to make it happen, I kind of went into that. Well, let's see what comes in mode. And enough came in to keep the doors open, but instead of hitting a million this year, we're going to finish. If things go as I plan things, if things go as they look like, they're going to go here for this last bit of this month. We're going to close out around 630 ish thousand dollars. So

Last month I put on there, you didn't hit 70,000. How much did you end up hitting last month? 

Oh yeah. It came out at 69. Something like that.

9,000 now that's 69,000 in one month doing pressure washing. And how long have you, how long ago was this when you started your pressure washer business, that'd be wary 2017. So three years in three years, you've gotten it to have a $60,069,000 a month. And it is possible at the end of the day, how much this, cause this is a question I always get asked, but because a lot of people I've been pushing these big numbers. I pushed, you know, the million dollars from West did a couple of weeks ago that I had him on here. But at the end of the day, how much is that is profit? Literally profit at the end of the day.

Hey, Jason, can you back up your, it kinda cut out. So I heard you say, you know, you've brought Wes on and talked about some things and then it kind of got a little herky jerky on me.

Okay. So in the last two, in the last three years, we did your, you'd got up to this point right now. So you did $69,000 at the end of this last month. How much of that would be profit at the end of the day?

Well, if you, if you look at profit in the truest sense of the word, like the accurate way to describe it the profit in November for me was pretty small. I think it was give me two seconds. So that way I can just be active

In this profit is counting. You know, this is not just this is not, this is just profit. There's a lot of things that go into that, that you're not paying your phone. If you're paying yourself, you know, he's paying himself that that's not part of the profit. And so, you know, there is people take salary and when you do that, that's not coming out of the profit. So just profit alone. Yeah.

He's not there. So, so we had a small profit last month, which was about thousand dollars, but I also, I think every vehicle I had was in the shop twice and I'm exaggerating about the twice thing, but we had, we were in the shop more times than we have vehicles. We also dropped about $4,000, not quite 3000 plus dollars on some new inventory and things like that. I think I spent I think I spent about $11,000 just in unexpected expenses, including that inventory, which was expected, but I decided to do that would have been profit. Had I not had those those things hit there, but that's again, after my salary. And so like if I had a guy running the business for me and I wasn't involved on the day-to-day and wasn't growing a salary, I could have still been hanging out at Disney world every day. And well with all those, those errors brought home almost seven K with, without all those mechanical issues that just happened to hit. Cause those aren't typical. It would have been you know, closer to 17, 18,000 bucks.

And so, you know, a lot of times people think that these big numbers and a million dollars means you make a lot of money at the end of the day and you can, it, as long as you're running businesses and you're running systems and you get these systems fine tune and you get rid of them, the things that aren't making money and things, because a lot of times when you started making good money like that, we do stupid stuff with it. And we want to, you know, we want to go spend it at the end of the day, and that is not what we want to do at the end of the day. That's not very smart. And, you know, even some people will say, well, I'm gonna put more money back into and I'm gonna spend more money on ads. And when we spend more money on ads, then that's not profit at the end of the day, that is money. That's part of marketing, you know, and all of that kind of stuff. Do you have the numbers about how much marketing you have in it?

Not in front of me, but my marketing this year I've spent rough. I can't remember if it was 18 or 19. I was just looking at those numbers last night. It was let's round up and call it 19%. Let me throw something out real quick. Just, just kind of funny, someone in the chat says, this guy is lying guys. If I was lying, I wouldn't have told you that my net profit was $7,000. After doing $70,000, I would have told you, my net profit was $35,000 or something like that, which is what most people, people like to say. I'm not happy with that seven K from last month, but I can look at, you know, how the, how my business was and kind of claim that moral victory in the fact that I had the maintenance is using so on and so forth. If I was a, if I was lying, I'd be, I'd be throwing an impressive net profit number out there. Not the one I just shared with

Line. I grew a million dollar business. I know what it is. And he's telling the truth 100%. I've been there, done that, you know, just cause you think you make a, a million dollars you think, you know, I can say I made a million dollars. It doesn't mean I made a million dollars and I'm a millionaire at that. That just means a business made it. You know, I ran four trucks. You're are you running three or four trucks out of that?

I'm running three trucks right now. I've got a fourth truck, but we're not it's a backup at the moment.

You know, it kind of goes down that road of, do you want to be really profitable and a one man show and you're kind of the lean and mean, or do you want to be a business? And I'm not saying that you're not a business, but if you're a one man show, you'll probably make the same amount of money as Bobby is right now, running all these guys. Now, the difference is, is Bobby sitting in his chair and not doing nothing, going to Disney all the time and the person that's making, you know, they lean and mean is out there working their tail off every day. And it's not that one's different or the other, it's just, you know, if something the lean and mean side of things, if you go down that side of things and you get hurt. So Nick sick, Illinois pressure washing it's in here, he got hit by a truck. He was on his motorcycle hit by his truck. He lost money because he didn't have employees to be able to go pick it up, go do it. And that kind of thing, he don't even know if he's going to be able to start next year. So if he had employees like Bobby has, then it just keeps right on going. You're in the hospital. Dah, dah, dah,

Jason, if I throw a couple of things out, just kind of on this topic I don't know. It's been a while since I've done your show and I don't wanna like derail you, but just fine. Okay. So a couple of things to consider on this stuff. So like coming into 2020 my, my goal was to hit a million dollars, which we clearly didn't hit. And my I'd have to pull the sheet up. I can't remember if it was 6% or 8%. I can't remember, but it was one of those two. I just have to look at my sheet because when, once COVID hit, I kind of was like, well, that plans out out the window. But but my net profit for the whole year, if everything went perfect with my plan was only going to be that six or 8%.

Now that's not good. Like if, if you said to me, you know, if you went and looked at a business that was a mature business, doing what we do, that's, that's a poor net profit, a healthy one for a business where you're not working in it. Where if you have a general manager that's running itself, a healthy net, profit is 15%. You could get 20 or 25. But but it's probably more reasonable. It would be in that 20 to 15% range in there. The you know, where if you're lean and mean, you know, if you're one man or, you know, maybe you've got to her and you're on one truck, you can have a net profit, but it's technically not net, but we'll call it that a net profit of you can keep 70% of the revenue. How's that let's say that you can keep 20% of the revenue.

So you could do $300,000 in revenue lean and mean, and make more money than I'm taking today at $600,000. The different Jason already mentioned one. But the difference though is you can't really get bigger than that. If you're lean and mean you can. I hate every time I say lean on me and I feel like I'm taking a dig at Aaron Parker is a common saying is he's leaning me in Academy. I'm not talking about that. Okay. But if you're leaning mean you can't get bigger than yourself. So if you're, if you do $300,000 and you keep, you know, 200,000 or whatever of it, that's awesome, but that's all you'll ever be able to do. Whenever you're scaling and growing the company, I take less money per job as the owner when we're scaling, but I can, I can have 40 trucks now. I don't have 40 and I'm probably never going to have 40, but I could get 40 and supply myself and then make much more money.

But, but more importantly to me, even though the money is extremely important, one importantly to me and you hit it on the head is, is the free time. I literally do hang out at Disney world or universal studios, which is five minutes over there, about three times a week. Usually, you know, I've got a couple of cigar bars and I go hang out at those because my technicians, you know, you can see over here today, we had a light day. We did $2,100 in revenue tomorrow. Another light day, we got 2,700 in revenue. Saturday I think that is, we got 3,300. Well, the cool thing is that revenue right there. And then on Monday, another 33 30, almost 3,400, all that revenue is getting done. Whether I'm at home taking a nap, whether I'm here doing something on the computer or whether I'm hanging out with Mickey mouse over there, and I'm not an absentee owner, I do have to do stuff.

But in saying all of that, and then I'll, you can move on that net that I was talking about saying, coming in and I was planning on that six to 8% this year. It's not because I'm satisfied with that. Our strategy that we have aggressive growth is why we're spending a lot of money on marketing, gathering customers. I've now got an an email database with my business of 4,500 emails for days. Can you tell me what happened next year? Whenever I had a service and now I have a database of, you know, 5,500 emails and I added a service now at the flip of a switch with no additional marketing method, I'm able to make that revenue reign down my net profits. It's going to increase. And I'm going to be able to remove myself from the business. Even

At the end of the day, if you want to sell your business, you ha you're. If you're a one man show, you're not going to sell it for nothing. It is worth zero. It is worth whatever your equipment is worth. At the end of the day, you can argue your face up and down that it's worth the Bob blah, blah, blah. But at the end of the day, all they're buying is as a customer list. And they might not even want your equipment because if your business isn't running by itself or mostly by itself, then it's worth $0. You know, when I grew my business to a million and I sold it it's because it had systems. It had, you know, the Christmas lights I had contracts. I had different things and oppression, washing business. Don't have a lot of contracts. So if you don't have contracts, your business is worth zero. And I hate to see when people are like, my business is worth $250,000. I make $250,000. There. Ain't a person out there going to buy your business for $250,000. You know why? Because I can come in your market and make $250,000 with some ad words and some other things in blow your 250 out of the water. And so when people think that you that's the thing about Alena mean versus, you know, having something now and, or having an asset that you're growing and building that you can sell off one day and make money.

Yeah. And that's the point like this is something for anyone. Cause I don't know if I, I mean, who knows, life's too long for us to know exactly what we're going to do, want to do one day. I don't think I'm going to want to sell this business. I kind of thought I did early on. I don't know that I will now, but time will tell. We'll see. But you know, a company like ours, you know, that does what we do is going to sell for a multiple of usually he's going to sell multiple of three to six, usually probably closer to three of your net profit, not three to six of your top line revenue. So if you have a million dollar company, you're not going to sell for three to 6 million, if you have a million dollar company and let's say your net profit is 20%.

And that's, that has to be a real net, not asked to be after your salary is taken out. After all of that stuff, let's say that your net profit was 200,000. Well, now you're going to sell your company for $600,000 up to maybe 1.2 million, somewhere in that range. But the reason someone would invest in that and the reason someone would pay for that is because there's an actual business there where you're not the one making it happen. If you're the guy on the truck and you're doing the sales, you're doing the marketing, you're doing the cleaning. Everyone reports to you, blah, blah, blah. There's nothing there for anyone to buy. Unless like Jason said, you have contracts. Now, if you have contracts, there is something to buy. But if you don't, here's what your company has to offer as that, you know, one man truck.

And by the way, there's not a thing wrong with being a one man operation. I'm not suggesting that we're just kind of talking about the scenarios here, but if you're a one man operation, you have your equipment that you can sell, which we all know it's not going to go for as much as you want. Here's how much it's going to go for when you are shopping for used equipment, what you're willing to pay for it is what someone else is willing to pay for it. Not what you say it's worth. So you can sell your equipment, which you're not going to get rich on. You can basically, you're showing a, an email list if you have it and then maybe like a phone number, but it's not going to be worth that much. Because like Jason said, when the people look to buy your business, if you're doing $200,000 in revenue, well, that, that person has to say, okay, well, this guy wants a hundred grand for his business. Well, if I had a hundred thousand dollars, I can spend 20,000 or 30,000 on marketing and get 200 K in my first year, easy instead of spend a hundred grand on yours. And I didn't buy a lot of broken down equipment,

Wait, wait, Bobby, you got to buy that 25, $30,000 rig to be able to do that, right? Because you got to have, I mean, that's way more important than spending 20 or $30,000 on marketing. You got to have that high dollar rig to be able to make that money, right? Yeah.

Yeah. Jason, let's put it this way. I, well, this is not true. I going to, I was a little hyperbole. I was gonna say, I've got four trucks in a trailer out there and I don't got 25,000 in equipment. That's that's not true, but no, Jason know how it works, man.

So they've, I've been getting a lot of questions. This is one of my questions too. How do you get business? Now? I know you in the beginning, you got a different, now you get a different than why you did it before. You know, I always preach, you know, and, and the biggest thing that I'm going to say, and I even put it on here, you got 571, five star reviews. Does anybody in here think the 571 reviews are going to make your phone ring? Just a little bit? Yeah.

By the way, I don't, I don't mean to split hairs, but it's five 72, just for the record.

It was, I put one on there to make sure that it was one extra, so 572 reviews. So that's obviously one way you get it and to get 571 review, 572 reviews in three years is pretty doggone impressive at the end of the day. And so that's a system and a technique that you do. And then what else do you do to get business?

Yeah, so, well, there's, there's a lot of ways to win there, just like with everything. So you know, the way you, the way you're gonna, the one that you're going to choose is probably going to depend on, do you have more time or do you have more money? Because if you have more money who wants to do the hard, the hard stuff, right? So let's talk to the guys that don't have a lot of money for marketing. There's the real obvious things, yard signs. That's, that's just a proven method. Now. That's not a method that we've used much, but yard signs, it's a tried true pestered method. The reason we don't use a much around here, I get, I live in Orlando. I live in a, in a big metropolitan area. I, if I put a sign out, it's usually

Gone in like three hours at the most, you know? So it's just like, they, I just, they're, they're gone really, really quick, but they're like. Yeah. And we try to put them out like on Friday evenings and they're not there on Sunday. You know what I mean? It's just crazy. So anyway but yard signs are great. When, what we did here was flyers old fashion, you know, we'd print off what we didn't print them off, but we'd, you know, pay a printer.

I really didn't have no money. You didn't have a lot of money to be able to do it right.

One. And so what we did with flyers, we, we did flyers until we grew to doing 20,000 a month. The, it was the only marketing method we did the exception to that was in my first month or three. I can't remember for sure. It's a little fuzzy. I used a service called Thumbtack a little bit. We didn't get rich off of it, but it gave, you know, when you're at zero Thumbtack and home, advisor's pretty, pretty appealing to, you know, but so I used Thumbtack for a little bit on the first month, two or three, but we did flyers and we just hammered those things, just hammered, hammered hand. We did them the right way to give you guys a couple of quick tips on that. Just really, really fast in about 30 seconds. Th the, the design elements on stuff this really applies to just about everything, but you you want it really, really simple. You want someone to be able to look at your flyer and in about two seconds, cause that's about all you get in two seconds, they need to be able to see what you offer. What problem of theirs do you solve?

Put your big logo up there, right? T R T right? That's what you put up.

No, actually I, let me tell you exactly. If you see a blank sheet of paper. So this is eight and a half by 11, right? This is what size our flyers were. My logo on my flyers was smaller than this,

But the TRT looks so good and everybody needs to know who you are, right?

Yeah, no, they don't. Here's what they need to know. They need to know what problem of theirs you solve. So you're gonna, you need to do that two ways. You need to put like a headline. So an example for, for guys, like it needs to say roof cleaning, house, washing a window, right? So literally just have a headline that says roof cleaning as well,

Using a full sheet of paper, then you need to have, can you hear me? Yep. Yeah. We can hear you now. Okay. Did you get what I was saying? Let me, I'll just repeat, go back real quick. You want to have a headline at the top of your, your, your thing that just says what you do. So simple as this, literally the words, roof, cleaning house, washing window cleaning, put those words at the top. Then you want a visual representation of those services. So I'll have an image of a roof, an image of a house and an image of a window. Now I'm just using examples, but have an image. So now, however that person looks at stuff, or they look at images or whether they look at words in about two seconds, if they glance at that thing, they know what they're going to get.

Now, the reason that part's important that they can do it in two seconds is if you leave a flyer at someone's door or something like that, what they're doing is they're not walking up to it to see what it is. They're walking up to it, to do that, to grab it and crumple it up. So you, if you can communicate to them, I solved this problem for you while they're going to grab it, they might be like, Oh, son of a. My wife was sorry that wasn't a full cuss word. Sorry, Jason was a half cuss word, but there'll be shucky. Darn. the my wife was just yelling at me about, you know, getting the windows clean. Now I'll look at it. And then the next thing that you want that doesn't need to be big, but it's not as essential to be huge. It's just your contact info. They needed to see your website. They need to have your phone number. And then these last, the last component, it's not that it's not important. It's just the least important in this endeavor is your name and your logo. So you need your name and logo on there, but remember your name and your logo, your name might, but your name and your logo does not convey what problem you're solving for them.

I agree a hundred percent. And this goes for that kind of stuff. This goes for your website, you got to have large call to actions. You gotta have be know what you're doing in the first three seconds of when you're looking at otherwise, they're going to backed up. And that is very important. A lot of people, especially designers, want to make all this stuff look so pretty and you can't see nothing. And it's just one of those things that, you know, all kinds of things. And so Bobby not only has haters on his own channel. He has haters on my channel, which I already have my own hater. So that is an amazing thing at the end of the day. Yeah.

Okay. The painter, Hey, you're a, Jay. Sorry, Jason. I'm sorry, man.

So we've talked a bit about so obviously to get to the 650,000, whatever you're going to do this year, the main things you probably done is I'm assuming it's probably your views. And do you do Facebook ads or I know you do good.

Yeah. Okay. So this, so now today we do flyers, but they're clip flyers and we haven't been doing them like during our busy season, just because we're so stinking busy right now. I can't, we just don't have time. But so our number one hands down lead generation source is Google ad words. So if you're going to do ad words, here's what you need to do. Don't do them yourself. Now. You can. And Jason, I hope I'm not giving contradictory advice on what you give, but you,

I don't care. Do you want to come yourself? You can. I mean, I sell a service and I know people don't know.

I couldn't remember, but I sell

It where I set it up for you. I used everything I did to set it up for you. Other than if you want somebody to manage it and do it pay somebody to manage it at the end of the day, you will save a lot in the money at the end of the day to have somebody manage it. But what I'm going to be willing to be saying about that too, is, is be careful out there because there is people out there. I know them personally. I know people that have gotten screwed and they charge seven, $800 a month. And the it's one individual. I'm not going to go down the roads, but they will screw you if you're not careful. And so what I'm going to say is, is be careful who you're using. You know, if you need to reach out to me or Bobby, I will let you know who is good and bad.

If you want to say, is this person good or bad? And I will tell you yes or no. I'm not going to say it on here, but be careful because I just had to deal with one that basically lost about $1,500 and never got a fricking lead from it. And so be careful out there, you know, like I say, I sell a thing where I do everything for you. You know, a lot of times, even with our Edwards, you know, you gotta have a good looking landing page. It's not just putting money into Google one day up. I'm going to get all these phone calls. Cause it's not going to happen. You've got to make sure that, you know, if they come on your website, they know what you do. So in our ad words, if I talking about house washing, my landing page is about house washing. There's a big phone number, a big call to action buttons. So that way, as soon as they come on, they're, they're clicking. They're going in going to the next thing.

Yeah. So yeah, I agree. Whole heartedly. And my point, Jason is, I didn't realize you did the setup, but I'm just saying, go to a guy like you or go to a guy that manages it because ad-words, they're, they're complex, they're difficult. And as the business owner, you need to be focusing on, you don't need to be spending hours and hours and hours every day, studying AdWords, let a professional, you know, let a guy like Jason or whoever do that. So you can do the other things that are important. So you have that guy doing that. You can be focusing on boots on the ground marketing and hitting it from both ends. But for us right now, ad words, hands down, number one, we're getting more and more organic stuff. But I had, I didn't start doing SEO until just a little bit ago, but my, my reviews help a lot

Using your Google. My business helps you. I mean, I know a lot of people that SEO is your Google. My business side will push you way further than putting all this content out, doing all this other stuff. If we work on our Google, my business, you know, there's things that Bobby can do. He don't have a a hundred photos in there and I showed him why you need a hundred photos in there. And he don't put his a hundred photos, a hundred photos a month. No, you don't have a hundred photos in yours. You only have about 30 photos. And so you need a hundred photos. And there's a reason why we want those hundred photos.

You know what I'll fix that tomorrow.

Somebody wrote on here, Bobby is just a ball. Jason hashtag changed my mind. Good to see you guys for Mr. Cody from Southeast

Toby. I didn't text you back or call you today, but I'll, I'll give you a call tomorrow Cody and I have a well, Cody's doing it, but I'm going to take credit. We've got a we got a skid to give away starting pretty soon.

And that is you got to join your channel, correct?

Yeah. If you if you subscribe to my channel journey of a new entrepreneur we're going to have it up and going within the next seven days, the giveaway we're giving away a software skid that Cody builds. It's about a 40 to $4,300 skid. We're going to get that up and going. It's going to be freaking awesome.

Awesome. Awesome. So one thing I wanted to hit on here is, is I am having an in-person training come up January 3rd. It is probably going to be one of the best ones. Maybe second for Beth. I don't know. We'll figure it out here. God did have one with Cody, so I don't know. But it is with Bobby Walker. It's in Orlando. It'll be nice and warm down there. You can go to pressure, wash, help.com/training in-person training. Let me see if I can pull up some of these here. I think it's this one here to training dates. We'll get you King of pressure washing. I'm going to have my normal training and then Bobby's going to talk about two to three hours on how to grow it. It's going to be breakfast in the morning. We'll start at breakfast, we'll do lunch.

And then we'll have the in-person talking stuff and adult last for about four hours, four or five hours. And then we'll, we'll have the in-person training. That is where you get to touch stuff. That's where you get the spray. All of Bobby's junk that he has, that you will see that makes money and a lot of it. So that will happen afterwards. And then that night we will go to dinner. You buy your own dinner, but a lot of my last couple of classes I've been doing this and I think it works really well. I've gotten to meet a lot of the, my students and learn about them and I teach them and help them. And you know, I've gotten to grow in that and that's where a lot of the learning actually will learn is in that dinner. And Bobby will be there also. So definitely go check that out. So and again, Bobby will teach you how to get reviews. How do you know a lot of people struggle with, how do I answer the phone? How do I close those jobs? And Bobby has a system of how you've done it,

Right? Yeah, yeah, no, we do. And guys, when you're here, you know, I'm going to show you underneath the hood of my business. You know, like I I've actually got videos talking about this, but like, you know, I've got my dashboard and stuff here. I'll show you how all that stuff works. W I'm going to be covering things like, you know, how we'll go more in depth, like on flyers. Like if you don't have a lot of money for marketing and stuff we're going to talk about how to get the phone ringing without a big budget how to do PA someone was just asking them in the chat about packages and stuff. We're going to go real deep in how to build a bundles and packages. So you can get higher average ticket prices. We're going to cover how to do the model appointment how to get the reviews and how to get repeat business.

And let me just say, say this, I've learned things through my career that, you know, maybe I've improved on stuff, but there's nothing that I'm doing that I can think of. I'm sure there's something, there's nothing that we're doing that I've invented, you know, like at my business, what I've done is I've just been a really, really good copycat. I, I mentioned I worked in the security industry, probably 70% or more what we're doing. That's creating success for us here. And actually, I don't know if you guys can see it, but this the same that's up on our wall. It's also in the hallway. There, it's the little things that make us great. That came from the guy that started this security company that he started it. He sold it seven years later for $10 million. And he had zero debt. All right. The dude knew what he was doing. He was phenomenal. I've just copied from people. We've plugged it into our business. We've made it work for us. And those are the kinds of things that we're going to be sharing. So I want to be clear. I'm not I'm not pretending to be the creator of stuff. I'm just really good at looking at successful people and copying what they do.

And that's what it comes to. You know, I'm the, I don't come up. Well, all the training that I've done, I've learned from other people. And it goes back to what I've always said, you know, and I've talked about it before, you know, when you're out there, pressure washing, and you're out there doing stuff and all of that kind of thing, that is where you can learn. You know, you put some earbuds in and you learn and you, and you've learned and you learn and you learn, but you just don't take information and become an information guru. We've got to take action and doing it. So I was talking about this on Bobby's podcast. I'm going to bring it up because I started reading the new book and I, I liked this book. It is a good book for leadership and it's a good book for if it's, I think a lot of times we have a mindset of, especially most of these guys, aren't, you know, professional pay and 50,000 or $50 an hour, a hundred thousand dollars jobs. A lot of guys started this, or, you know, young they're, they only making 20, $30 an hour. And, you know, they're making 50, $60,000 a year and they want to change your life and have financial freedom and that kind of thing. And so we're not really built with a mindset to be able to do that. And so I already forgot the name of the book again, and I know you're going to help me in that.

It's extreme ownership, extreme

Ownership,

Interrupt you. I didn't say this. Someone said Oklahoma representing so extreme. I didn't know you're from Oklahoma, but boomer sooner. All right, carry on. Sorry.

So definitely go check out extreme ownership. It is a great book to learn stuff about not blaming other people, because at the end of the day, have you grown your business because it's your fault or somebody else's fault.

Bobby, it's my fault.

And a lot of times we always want to blame somebody else, or, you know, I failed because I did X. I failed because I did this. I failed because Bobby didn't do his job. I failed because Susie didn't do her job. No, you failed because you didn't make sure that it got done in the systems and make sure they had the right training. And, you know, at the end of the day, everybody has systems. Everybody has systems. Now are those systems good systems or bad systems, because if we got bad systems that don't do us, no. Good. So again, go check out that book. It's a good book. Go check out. King of pressure, washing.com/training dates, pressure wash, health.com/ in-person training. Both those links are down there. You will be. There is only going to be limited to 15 people. Because again, when I do my hands-on training, I want you get to touch spray, you get to do stuff. And it is hands-on at the end of the day. Spray wash Academy said I failed because Bobby sucks. So I don't know about that, but 

It's true. That's my buddy Ray guys.

So tell me, tell me, tell me one thing that you failed in business as pressure washer and three things that you learned from it.

Something I've failed as a pressure washer in the pressure washing business. Gosh, I don't want to act like I'm thinking hard cause I don't have any failures. I'm just on the spot and I'm trying to think of something good that I can give a learning list on. You know, I, I would say well, the first thing was I tried to do my ad-words on my own, you know, that's that's and it's not that I couldn't figure it out. It's just, it's it's really complex. So I think the lesson I learned in that particular thing is a phrase that my, my mentor and business partner, Michael donkey says a lot, which is who not how, and oftentimes in our businesses, even though everything is my responsibility and everything's my fault, if it doesn't go well, I don't have to be the one that does it.

So delegation is probably one of the most underutilized skills that newer entrepreneurs have. And that's why I think, I think that's one of the main reasons that so many businesses fail to try to do it all on our own and we don't delegate effectively. We what, what's the thing that we delegate by aggregation, I think is the word in there, which basically says, Hey, here's the thing, go do it. Where delegation is, you know, first year you tell them what to do, then you show them how to do it. Then you watch them. And then the big key is then you inspect what you expect them to do. So the delegation doesn't mean that you have no work. It just means your work is different. Now, now your work is, is managing people, leading people and stuff like that. So a failure, like with the ad words thing, I started looking for a who to take care of things like that. For me, instead of a, how can I do it myself? That would be one being put on the spot. I'm just kind of drawing a blank right now. I've got a crap ton of failures that I can share with you. I'm just going blank right now.

Oh, you're fine. So here's another question for you then. What, what is one fear you have to overcome? Because again, mindset has a lot to do with this business mindset has, you know, I pour mentality all of the mindset stuff. And at the end of the day, that's a lot of time in spear. Now, like I say, fear is not always a bad thing, but fear can always hold us back at the end of the day, you know, fear of getting up on a roof and I'm going to fall off. That's a good fear because that's saying, Hey, stupid, quit doing something stupid. But the fear of you can't do this stuff at the end of the day, that's a bad fear and everybody deals with it. It's just about how do we overcome those fears. So tell me one fear that you had to overcome

Oh. That I have had to overcome. Yeah. So for me the biggest one, and this sounds really cliche, excuse me and Jason, you and I talked about it a lot on the past. I think it was on the podcast. We just did not this one here, but failure. You know, the fear of looking stupid or it's not even so much looking stupid, but the fear of like, if I do something wrong, I failed and it's all over. Or what if I pick this marketing method and, and I lose my money or what if I pick this process or this type of equipment and it's not the best fit. I wouldn't make decisions. And that actually kept me from starting a business like that because I wanted to start a business for a long, long time, but I never had the guts to do it.

So what I've learned from that, and I think I said it earlier on this broadcast, but I've fallen in love with failure. And it doesn't mean that I like doing it, but failure to me is a vehicle because if you're pushing hard, if you're stretching yourself and setting realistic, but stretch goals and things like that, the fact is you're going to come short a lot of the time. And to me, failure is just, that's that next step, closer to where I'm wanting to be. So now, you know, if I pick the wrong marketing method, if it didn't bankrupt me, maybe it set me back a little bit because I didn't have a lot of money, but who cares? I'm going to try something I'm going to go in on it. And so that particular fear has kind of went away. I do have some other fears, but but that's more of like something I need to overcome in the future.

But, but that right there kept me pursuing my goals and my dreams for a long time. And I hate it because hopefully I'm T I'm speaking to someone right now, I'm sure of the a hundred people or whatever they're are watching. Someone wants to start their own business and they're not doing it because of the same fear that I was having because I had a cushy, you know, comfy job with a good salary and everything. The fact is if you can make it in the corporate world, you can make it on your own if you're willing to deal with the pain. Okay. If you're willing to deal with the pain, a little bit of stress, a little bit of anxiety and and be cool failing. So,

Well, the good thing about being a business owner, if it don't matter, what kind, the good thing about being a business owner, it's kind of like a roller coaster, you know, one day we're way up here. And man, the world is great and we were making money. And the next day we're down here because the machine blew up and you know, the truck caught on fire. They barked everything up, you know, and it's like, and usually when that crap happened, not just one truck breaks down, all of them break down, you know? And it's like

Last month, thousands of dollars of, of just repair tires and brakes and rotors and brake lines that I had to get re it was just crazy. Sorry, you're just, you're, you're speaking my language right now.

You know, and like command clean, put my biggest fear is going out of business, you know? And, and I understand that and it can be hard sometimes. And it's, and it is hard. I'm not gonna say it's easy because you know, it does take a lot to be a business owner at the end of the day. It's not easy. It's not off all the I'm going to just do this and it's all done. No, it is hard. You're, you're going to do hard things. But at the end of the day, you can do hard things. You will learn things. You will be better. You will, you know what, maybe you start this pressure washing business and you find out that it isn't, you maybe, maybe you might be like, Jason, maybe you find out that you love doing YouTube and you love doing marketing and you quit pressure washing than now.

I started doing this stuff. This is what I love to do. I love helping you guys be successful. Be, be that person that will help you get to where you need to go at. You know, I love helping people. I want to give people time, freedom, financial freedom. And at the end of the day, if you're halfway got a brain and you're not afraid, you're able to push through it, you can do things. You can do hard things, you know? And the biggest thing I'm going to say is, is get around successful people. If you get around successful people, that is the best thing for you. A lot of times, family, friends, that can be the worst thing for you. You can't do that. You're not smart enough to do that.

Jason, can I say something? So there's a guy in the chat. John Lawson and John, you're probably not the only person. You're just the one that's being vocal. And by the way, guys, yes, they were for,

They were Fords. They were breaking down on me. The so John's, he sat here saying, Hey, Bobby was talking about me. I'm, I'm the guy that's, that's afraid. Here's a little exercise or a little trick or a little, whatever that I do with myself now is when I'm by the way, Jason, you're really hard to keep up with, man. I thought I talked fast, but like, I'm like, Holy crap. On a time crunch here, I don't have anywhere to go. I'm at the office. It's 10. O'clock my wife's at home in bed. I'm ready to go all night. So, but man,

Well, I get excited. The more it just comes out, dude. So I'm going to slow down. Yeah,

Just for a second on this one. Okay. This is something that's near and dear to my heart. Okay. So I'm going to John, I'm going to be talking to you, but I'm talking to everyone out there when I'm talking to John, that's dealing with these types of fears and it might, you might not be someone that hasn't started yet, but it might be something else. Okay. One of my fears that I have and overcome is looking the fool. There's you know, self-limiting beliefs and it's the things like, well, heck if so-and-so can have a million viewers on or subscribers on YouTube and make a kajillion dollars a year, I can do that too. If grant Cardone can do this or Tommy so-and-so can do that, I can do it too. Well. The fact is just like you do Jason and everyone watching I've got the same abilities or potential, maybe different abilities with the same potential.

Is anyone on the planet? Why am I not one of those guys, that's going to own a house next to John Travolta down in West Palm beach on, on a, you know, type of thing. It's because I'm not willing to be that fool. I'm not willing to be the person that maybe throws himself completely out there and, and fail spectacularly in front of everyone while I'm looking for that weak spot on the fence. But here's the way I'm overcoming that for me. And the way I've overcome my other fears in the past is I pretend that, you know, like say today is Thursday. Let's pretend that Monday morning, you have a meeting, a face-to-face meeting with you twenty-five years from now. And what you've got to do on Monday morning is given account to your lack of action. You're going to take over the next three days to make yourself better.

25 years from now, your 25 year old self is going to stare you in the eyes and say, why the hell have you not done something? Why am I still stuck? Where I'm at? Why have I not achieved the goals I've wanted? Why do my kids not have the financial security that need, why does my wife not have the medical care that she needs or fill in the blank? You're going to have to work pretending that it's Monday that you have that meeting. But fact is guys that meeting is coming. The meeting is coming. You're going to have to look in that mirror 25 years from now, you're going to want, you know, maybe 40 years now, maybe 10, depending on how old you are, one day you're going to be on your death bed. And I promise you, you're not going to say to yourself.

And I'm glad I didn't take that chance to achieve my goals because gosh, if I would have failed 30 years ago, that really would have ruined things for me right now. You're going to say, I wish I would have failed my off until I found that that weakness, that weak link in that fence. So I could have got through and live the life that I wanted to live. Cause guys, we got one of these things, man, we've got one, don't waste it. And that's so hopefully that resonates with someone out there. But that's what I do is I pretend that I'm going to have that meeting with my future self. And then I'm like, well, crap, maybe on Saturday, maybe you shouldn't be smoking weed, getting drunk and watching football day. Maybe you should be out hanging out about 800, 900 flyers on Saturday, doing it again on Sunday. And then on Monday after work, you go out and hand out more flyers and then you start chasing your dream. Then you start seeing results and you start getting there.

I agree 100%. And you know, most successful people at the end of the day have failed six to seven times before they got successful. Jeff Bezos failed several times. You know, Edison failed several times. If he would have quit at one, we'd still be trying to find the light bulb out there. Therefore, you know, he failed several times. Many times they failed went bankrupt, everything. You know, the people that flew airplanes or the started the planes, they failed every successful business out there has failed. You know? And some people look at that as, Oh, I can't believe he's failed. You know, he sucks cause he failed. No, he don't suck. He learned, he grew, he figured things out and guess what? You don't do it next time. You know, I learned about pressure washing, you know, the way I teach and the way everything I teach in pressure washing is from Jason's failures. Jason's burnt up a ton of crap in his day because I didn't know, but guess what? I teach you not to burn it.

I know you shouldn't put bleach on a stained wood porch ceiling, you know, that put bleach on it.

And how much did that failure cost you? You know, you know how I know my vehicle on, on, on black top driveways, unless I absolutely have to. Because when you pay $3,000, when your blink trend out and turned it a different color, you paid $3,000 to have it all nicely blacked up again. So guess what? That's why I don't do that.

There's a comment that's near and dear to my heart. I'd like to respond to if you're, I don't want to steer your thing I'm permission here. So let me find it again.

KFC is another one, like coming in clean, put there, you know, he failed. He didn't start till he was 65 years.

So Albert steamer, Albert steamer, I don't know how you pronounce that. He says, how do you win over these boobs here in Orlando charging $99 to clean a driveway. So so I'm just going to call you out because I can't do it. Now. I'm going to ask for some permission to give you a little tough love, okay? It's coming from, from a pure spot in my heart. And if you don't know me out, let the, actually the comment just before you Ryan a, he says NBC mentality. NBC is a thing I've got, it's called the no zone. Okay? Now here's what a is. It's not a derogatory term. You know, it's not a curse word. In this context, a is a person that blames other people for their lack of failure. And a is someone that will not pursue their dreams because of what other people may say, think or do or their own own fears.

Okay? So the no zone is we're going to live in this place where just like Jason said with that book, extreme ownership, everything's my fault. And I'm not going to not pursue my goals because of my fear. So how do I compete with the quote unquote $99 guy? It's actually listen guys, your pen here, your pad and write this down. You ready? Everyone gave pin up. How do you compete with that? $99 guy. I'm going to give you a second. You can get your pin out. You ready? Jason, you don't don't compete with the $900 guy guys. Now I'll go. I'm going to go a hair deeper with this answer, guys. How does Tiffany's compete with dollar tree? How does, how does, how does Tiffany's overcome dollar tree? Because Tiffany's literally, I forget how much it does. I think it was a thousand dollars.

This was about 10 years ago. I think when I saw this, but Tiffany's had a paper clip or sell for a thousand dollars. I can go to dollar tree and get a thousand paper clips for a dollar. How do they compete? They don't, they don't compete. So here's the thing. There's people in your market now. So in this Orlando example is a great one. I don't know Al if you realize I was in Orlando, but I'm right here with you. Orlando is a perfect example to this. Okay. There's, we're probably the Mecca for pressure washing. You know, there's probably nowhere that has more pressure washers per capita than us. And there may be other places that have as many, but there's probably nowhere that has more. I have a low closing percentage. You know, everyone wants to brag about an 80% closing percentage.

My closing percentage, it fluctuates, you know, 35 and it sometimes we'll get up to 45% on a given month. Right? Why? Because whenever I go to someone's home, that only is, is only shopping on price and that's all that's important to them and they want that $50 driveway or the $99 driveway. I'm just cool. I'm I'm okay with not getting it. So there's two, two ways overcome it. There's a, there's a mentality that you have to have, so you don't go insane. And then there's just, there's a tactic you need to do to win. Okay. The mentality is S w S w S w N. Okay. S w S w S w N. What it stands for is some will some won't. So what next? Okay. Some people are going to want to use your company. Some people are not going to want to use your company who cares go to the next house.

Okay. That's going to keep you sane now the strategy, and this is how we do it is I just make sure that I'm pumping enough weeds into my business. That the fact that there's $99 driveway customers out there, I don't need those. I'm filtering those through when those come in, I try not to market to them, but you can't help it to some degree. I'm okay. I'm want to make sure I get enough leads so that the people that do care about the experience, and we'll just leave it at that. The people that do care about the experience, those are the ones I'm competing against the companies that provide a great experience. So I'm Tiffany's, and I'm competing against another, you know, Tiffany type of person out there. And it's as simple as that. So, so here's the deal. If you're competing with the $99 guy, it's because you're a $99 guy and you might say, well, I don't do it.

That cheap. All you are at that point is an overpriced $99 guy, because you don't have any value perceived value to that customer to make you worth choosing. So you're just an overprice $99 guy. So my advice, so that was the tough love part, right? So now here's the tactics that you put into place is you do what w what I just said is perceived value. Now the value might be real, but at first it just has to be perceived. So you do things like invest money and, you know, presentation folders, and invest money in glossy, you know, inserts in it. When you can and invest money in, you know, the nicer shirts, maybe invest money and time into great scripts for whenever you're answering the phone and great scripts. Whenever you're doing your sales presentation, you're paying a hundred dollars a month or whatever it is to be in Jason's thing to learn this stuff, or you're buying my course, or you're doing whatever, but you're investing in yourself to do those things. Just like Jason. Hasn't just like I have. So that way, when you go to that, customer's home, you have your pre objection, sales presentation, ready to go. You give it to them. And then now all of a sudden, whenever someone says, well, the other guy

Can do it cheaper. They're not going to say that because they're like, well, crap, these guys covered the bases that were important to me. And some will some won't. So what next? So I get the expensive ones. I've just chosen to win the expensive jobs. And I'm, I'm willing to give that $99 driveway to the 99.

So I'm going to hit another thing. Cause he also put something else on here. Our office is two miles away from each other. My closing is about 25%. I just bought for place my pressure washers. I bought three at $6,000 each again. It's not about the nice, shiny equipment. It is not about the nice shiny equipment we had talked to Bobby about here on earlier, he had over, you said 18, 19% is marketing. You know, marketing is what do you want to bring? Is jobs nice. Shiny equipment is not going to make us more money at the end of the day. If we can't close higher end jobs, it's not going to make us at the end of the day. Shiny equipment. All it's going to do is get sold for lash at the end of the day. You know, if I have to, if I have to figure out if I got 25,000 to start a business, am I going to spend $25,000 on equipment or $25,000 on marketing?

I'm going to spend every dime on marketing because I can't get jobs and I can't close jobs. It don't matter about the equipment I can brand by brand new equipment today, use it a couple of times, and that equipment will be worth half the money. When I go to sell it of whatever I've got. It's all about getting the phone to ring. How do I get the phone to ring? How do I get the phone to ring more? You know, Bobby uses Edward, you can use adver Bob there's things that Bobby doesn't use because you don't, you know, you can use LinkedIn email marketing. There is, I teach a plethora of ways to get business. So I don't want to hear somebody will Bobby's in my area. And he's already spending $20,000 in marketing in Edwards. And well, guess what, that's only one spot on Edwards. There's still two more. That's in the top. You've got the map pack. You got two on the bottom. There's all kinds of places for it goes back to, you know, shiny equipment, shiny equipment. Has it what he put shiny hasn't been used shiny equipment. Nothing happens until a sale is made. I agree with that a hundred percent.

I know I don't, I know his name is not Al, but I I'm not. Hey man, if we're that close together my, you know, my company name there, if you, if you don't hit me up and let's, let's go grab coffee or I'll buy your coffee or buy lunch, or we'll go get some beers or something. Let's, let's let's meet up.

And, and honestly, a lot of times, and I know this is somebody else's in Florida. And then he had to really deal with the $99 guy. And last month he hit $15,000. He's closing $1,800 days, $1,500 days. Right now he's on the other side of the land, up from you all. And, and when he first started my Voxer program, I was on there all the time with the me still boxing, Nick three, four times a day. You know, he wa he had a mindset as a nine, $9 guy. I'm worried about your competition. The only thing I tell you about that is his work with your competition. Work with people like that. You know, I would rather see two good companies work together and then try to fight the whole time. Because at the end of the day, if you work together, you know, Bobby might not want this type of job.

Hey, you can have all these jobs as I don't like it. Maybe you can't handle big jobs. You know, I had a great relationship here in Cincinnati. Robyn washes on the East side, he didn't know commercial. Well, guess what? He sent me all his commercial bids and I sent him everything that was out in Timbuktu because I didn't want to get sent. It was worth my time to go to Timbuktu. He lived out in 10 bucks too, and he was able to take those jobs and make money. He, he did 450,000 last year. And he's on more than that, I believe this year. And he does it a hundred percent residential. And that is it. You know, he does, he don't want to do commercial. He don't like to be dealing with commercial. Now, if you get good at commercial, then you go for commercial.

Maybe Bobby is good at residential and don't shoot for commercial. So guess what? That means. You go shoot for commercial and you don't want the residential, Hey, Bobby. And you can work that back and forth and work it as a, as a joint versus working well. But I don't want to tell him my prices. Well, here's the deal at the end of the day, I would rather you book, I'd rather you all price the exact same price, every job versus I'm going to be a little bit cheaper because I'm going to sell it on cheaper. Yeah,

No, no. Don't, don't strategically do that with with a competitor because that's illegal. I think it's called Rocky. Is it? It's not racketeering it's I forget what it's called, but Jason philosophically, J I a hundred percent agree with Jason. And here's the other thing, guys. The you know, let's just say you're a residential company and that guy's a residential company. Well, there's times you're just going to get full and maybe you can just sub out residential work to them. It doesn't, they don't have to do something different. We don't have to be, if you're a competitor, you know, you, you can guarantee I'm going to do everything I can to get that job instead of let you have it, you know, and be profitable skill. But that doesn't mean we got to not like each other, you know, I'm not going to be trash talking your another company for multiple reasons. One, I just don't want to too. It really is not professional looking to your, your customers, but you know, we can work together doing the exact same stuff. I've got some local competitors here that do exactly what we do and we help each other out and that's the way it should be. You know?

So that's just the thing of the deal with that. I know we got on the, the whole, you know, $99 in Florida. And, and, and I had to deal with that with Jason, trying to get him over that, not this Jason, but another Jason and it something that you can definitely do that. So we went down that rabbit trail way. I mean, we're, but that's fine. I like that rabbit trail because I hear that a lot. And you know, everybody's worried about, well, this guy's only charging, you know, there's a guy in the Facebook groups and I don't want you all to be in these Facebook groups. I mean, I know Ray's on here, but sorry, Ray. I don't like the Facebook groups because there's too much complaining going on there's and right now is prime season, baby, everybody, the board don't have nothing going on and it is keyboard time. You know, let's be the, who's got the biggest keyboard going on here. And so, you know, but he was saying he is a $99 guy. He literally is a $99 guy. He's got a big truck, says $99. And he's like, you know what I mean, $900 jobs. I do very rarely, you know, it's a sales Mo you know, his average ticket is way higher than nine, $9. Yes. He advertises for $99, but that's like a little bitty house on the Prairie house. That all that might be older than some of you guys, but

I'll do dry waste for less than a hundred bucks all the time, but I won't go out for less than a hundred, but I'll do, if we're out there doing a house wash and roof cleaning, you can bet your. I'm going to go ahead and get an extra 70, 80, $90 to knock out the driveway for an extra 20 minutes while the guys are out there.

Sure. And I'm going to tell you one other thing about my in-person training and I'm not hitting it hard, but I want to talk about it. The most people that come to our training, even Bobby, when we had Washington and did Washington, the average age is like 40 to 50 years old, 60, or my last training. I had a 62 and a 65 year old at my training. So this isn't something that you gotta be in brand new and young kids. I have some, but my demographic is mostly 40 years old and up. My last training, I had 25 to 28 people and three people were under the age of 40. So that I'm not saying I'm not doing it for the younger group. I'm just saying most people that start pressure washing business and got to overcome that mental thing of, I can't do that is in the older generation. And I understand it. We were brought up different, you know, it's like, I've always said when we were starting a business, the older people have things that the younger people do. You know, the younger people can be really good at this here. The older generation is like, this is one step up from,

This is one step up from the, you know, the, the rolling where you had to actually push the age now.

But

I just wanted to say that, you know, you don't have to be young. You don't have to be old. You can be both in that. I teach both ways. Some people do it, but you know, again, I, I, and then I seen our put on there about not spending any money in marketing. You know, I, a lot of people don't get that. You got to invest in your business. A lot of times we look at marketing as money just going right out the door, just going right out the door. If we think of it that way, it doesn't us. No good. We have to think of it as we are investing in our business. Because if you don't invest in your business, I'm not going to invest in your business. Bobby's not going to invest in your business. And so every dollar you put in your business, you are investing in your business. Now you might be a bad investment. You know, I've done stupid stuff and, you know, a bad investment is not good sometimes, but you know what, sometimes I'll put a hundred dollars in, and then it turns into two, $200 or a thousand dollars. Remember the good investments, you know, I've, I've spent 50, $60,000 in Facebook ads. And I don't even know if I made 50 or $60,000 back, I've spent, Oh, probably close to a hundred thousand dollars in EDDM. And again, I don't know if I ever got that money back.

Yeah. Well, you know, and back on that, you know, there's quite frankly, if you can do, if you're doing 40 K a month with $0 in marketing, that's actually really awesome. That's, that's great. You know now this is a different strokes for different folks type of thing. So what I'm about to say doesn't mean that what that guy is doing is wrong. It's just why I would be different. If I'm doing 40 K without marketing, I would do that. And then I would still spend a ton of money. Sorry, Jason, I'm supposed to say that word. I still spend a crap ton of money on marketing and then try to do, you know, maybe 120 K you know, that month or something like that. That's, that's just where my mind is. And the reason for me is because minus one exception, I can understand why some people would want to do the one truck thing and be on the truck minus the potential injury thing.

That's the part I I just can't get on the same page with you on, but, but for me, I want to make a lot of money. I want to I want to hire a general manager to run my business and I can't do that at like the million dollar Mark. You know, I'm, I'm, I'll probably be able to do that when I get to that 1.5, 1.6, Mark. And and I, I think I can grow this thing right here in my market to, I think I can comfortably get to about $3 million in revenue here in the Orlando Metro area and have someone else running it. And, and not that I'll never look at it, but, but that's what I want to do. So that's why I'm quote unquote, never gonna not spend money on marketing, just because I have a lot of gross goals that I want to get to, and I'm not satisfied with where I'm at.

Yep. And, and Jeremy has 40%. That's a little high in marketing, but if that's what you gotta do, that's what you gotta do. You know? I always tried to be a 10%, but starting out, you do might need to be at that 15%, 15, 20. And it depends on how much you want to grow.

Here's the beauty of it. Jeremy, you could do that, you know, as the, the solo guy. So like I couldn't spend 40% on marketing because I wouldn't have enough percentage to go around at that point because there's some diminishing returns. But if you're, if you're the guy on the truck right now you probably are not spending enough on marketing right now, even at 40% that you would hit those diminishing returns. And you're not going to keep as much money, you know, this upcoming year. And I'm not saying you should spend 40. I'm just saying as a, as a little thought thought experiment here, you know, let's say you did that. Well, what I could see could be very potentially beneficial for you is you could get a huge customer base, a huge email base, your net profits gonna be near nothing, but what happens the following year, you've now built up this huge customer base that you're going to get repeat customers from. If you do things right, and you can add a new service and you have that huge email list that you can now market that new service to and make a crap ton of money. We added a new service. Last October, I sent out an email blast. I did $17,000 of additional of work that I never had before in that new service. In that October, I sending out one email. And

What step did you screw up when you first started that new service?

The first month? Not much, actually the first month, the first couple of months we did well. And then the guy that I had helping me left. And we, we learned a few things the hard way after that, but even then it's still been worth it, you know, it's still been more. Yeah.

Right, right, right, right. So this one went a little bit longer than normal. I love the, I love talking to Bobby. I love having conversation with Bobby. Bobby is one that I know is kind of trying to shoot for that million dollar Mark. And, you know, he didn't get it this year. I fully believe he'll get it next year. I know he can. I know how he is. He will turn what he didn't do well and make it better at the end of the day. You know? And so that's why I like Bobby and I like bringing him on here. He's he's open book. You'll find out anything about Bobby. He don't keep no secrets. He lets everything fly. Even the cuss words. And so Bobby is one that I love to deal with. You know, one thing that I've become better friends with Bobby is as we do BBB. And so we kind of keep each other accountable and I would suggest that you find an accountable partner. You find somebody that will keep you accountable. You know, a couple of months ago, Bobby was in the ruts for, he was in the ruts for about a month or two of, you know, life sucks. And I'm going to go to Disney Springs every day and drinking smoke cigars

For the record. I didn't say life sucks. I was just discouraged.

He was like a pup that got the crap beat out of it.

Yeah. I was just, I was just a little emotionally beat down, but I did not have a bad attitude.

Yeah. And so, you know, and so in having an accountability person will help you out a lot at the end of the day, too. So, you know, find some accountability, people find people that will keep you accountable, find people that will come along you and say, Hey, you can handle this. Or, you know, in that, you know that the other thing about accountable, the partner arm people is, is, you know, you can share other successes because if I have, if Bobby has X success, I'm going to be happy for him because there's probably nobody else going to be happy for him. And the reason why I want that is, is when I have success. I want him to be excited for me and share my success with me because you know what, when I help share his success and Hey, you're doing a really good job. That's awesome. You did that. You know, then that gives him the willpower of, Hey, I can go to the next one, the next level and the next level. And if I do have problems, I can say, Hey mommy, what do I need to do? And he's a street trader shoot straighter, he'll shoot me,

Shoot straighter, but I'm also a straight shooter. So whatever,

You know, he'll shoot me straight up. Hey, why don't you try this and do that? And you can bounce ideas off each other and everything like that,

By the way, guys, if you want if you want some some ideas on creating your own accountability group on my YouTube channel I've got a journey of a new entrepreneur. There's actually, I've got a playlist in there and I've got two or three videos that just share. Cause I've, I've had a weekly accountability group. I've got two friends that are not far from me. One's in Lakeland, Florida. And one's a new Smyrna. They're an hour either way. I mean we meet every Wednesday morning on zoom at 6:00 AM and we've been doing it for, I think almost three years now. And that kind of stuff is just very, very beneficial. Now it's gotta be the right people and you gotta do it the right way. You can start more accountability, groups fail than succeed, but you get the right people with the right mentality, run it the right way. Go watch those videos. It'll give you a few tips and help you out a lot.

Awesome. So getting off here at the end of this, go check out the training. We'll be down in Orlando. It will be warm, all that kind of stuff with that taken. What is one thing you would tell a new person? One thing to help him be successful and that'll be the end of this show,

Got to remember that investments in equipment are not investments in your business's growth. They're only an investment in your businesses, efficiency or your capacity. So especially early on, invest as little as possible and equipment and as much as possible in marketing and education. If you invest in marketing and, and, and you have the education on how to sell things, if you, if you invest there that will generate money for you to buy the equipment. But if you buy the equipment, you know, if you got 20 grand and you spent on equipment, now you just got equipment and you still got to go get the work you got 20 grand, you spend on marketing is probably gonna make you like a hundred grand and then you can go buy the equipment and you still got money left over.

Right. I agree. And it's all about the small things. Bobby talks about the small things, go check out his channel, go check out his podcast. And we'll see you on Sunday. Okay.

So you guys think.