Midlife Career Switch: Achieving $300K in Pressure Washing at 55 Years Old

The Inspiring Story of Rick's Pressure Washing Business: Lessons in Grit, Growth, and Overcoming Obstacles

Starting a business is never easy, but with hard work, determination, and the right strategies, it's possible to achieve incredible success. Rick's story is a testament to this truth. In just five years, he has built a thriving pressure washing business in Syracuse, New York, that generated $300,000 in revenue last year.

At 55 years old, Rick has shown that it's never too late to start a new venture and that age is just a number when it comes to entrepreneurship. His journey is full of valuable lessons and insights for anyone looking to start or grow a business. Let's dive in and explore the key takeaways from Rick's inspiring story.

From Cookware Sales to Pressure Washing: The Beginnings

Before starting U.S. Vets Pressure Washing in 2018, Rick spent nearly six years selling high-end cookware at fairs, shows, and events across the country. The job required a lot of travel and time away from home. While he was making decent money, around $90,000 per year, the lifestyle was taking a toll.

A turning point came when a buddy of Rick's, who ran a pressure washing business in Denver, visited him one weekend. By the end of the weekend, Rick had quit his job, flown out to Denver to learn the ropes, and came back ready to launch his own pressure washing business. He filed for an LLC and never looked back.

The Power of Persistence: Overcoming Challenges

The first few years in business were not easy. As Rick puts it, "I was going in blind." He got his Google My Business listing up and started putting out yard signs, but the signs weren't effective at first. He was just trying to spread the word about his business any way he could.

Despite the challenges, Rick persisted. He initially focused on gutter cleaning and window washing and managed to generate $60,000 in revenue his first year, despite launching in the middle of summer. To make ends meet that first winter, he even drove for Uber for a few months until his first full season started.

Over the next few years, Rick's revenue grew steadily:
- Year 2: $90,000
- Year 3: $120,000
- Year 4: $150,000

Then last year, in his fifth year in business, Rick doubled his revenue to $300,000. How did he do it?

The Game Changers: Yard Signs and Google My Business

A major turning point came when Rick joined Jason's King of Pressure Wash membership and attended some of his classes. He learned two key things that changed the trajectory of his business:

1. Yard signs work, but you need to do them right.

Rick started putting out signs that only said "Pressure Washing" in large text. He went from getting only a couple calls the previous year to getting his phone ringing off the hook.

2. Focus on Google My Business.

Rick got serious about optimizing his GMB listing and getting reviews. Between yard signs and GMB, that was 95% of his leads.

The power of focus cannot be overstated. Instead of trying to do a little bit of everything, Rick focused on just two marketing strategies and went all-in on them. The results speak for themselves.

Raising Prices and Overcoming Mental Barriers

Another major factor in doubling revenue was raising prices. Rick used to charge around $465 for the average job, but now his average ticket is over $1,000.

This shift didn't come easily at first. Rick had to overcome the mental hurdles of worrying what customers would think and constantly trying to justify his prices. But then something clicked. As he puts it:

"I stopped caring. I stopped trying to justify why I'm charging this. I'm telling people, listen, I am worth this. Either you have it done by me and get it done right, or roll the dice with someone else...I know what I'm capable of and I know what I'm good at."

By believing in the value he delivers and not being afraid to charge premium prices, Rick was able to work less and earn more. Developing an abundance mindset and shedding a scarcity mindset is key for any business owner.

Systematizing and Scaling: The Power of In-Person Sales

To take his business to the next level, Rick has started doing more in-person sales calls this year. Previously he would mostly just give quotes over the phone. But by going on-site and walking the property with the customer, he's able to point out additional services they need and put together package deals.

His close rate on in-person quotes is around 50%, and he's regularly closing deals between $1,500 to $2,500, compared to his phone quotes that were around $600. By systematizing his sales process and offering tiered package options, he's able to dramatically increase his average ticket.

Some of Rick's in-person sales tips include:
- Really listen to the customer
- Build rapport by finding common ground
- Walk the property and point out all the services they need
- Offer a "Good, Better, Best" package option
- Sit down with them at the kitchen table to close

Of course, in-person sales take more time than giving quotes over the phone. That's why Rick has hired a second employee this year to help with the actual work, freeing up more of his time to focus on selling.

Playing to Your Strengths: Hiring to Enable Growth

As Rick has scaled, he's had to learn to delegate the tasks that he struggles with or that eat up too much of his time. For a long time, he resisted hiring because he thought he needed to do everything himself. But that was holding his business back.

This year, Rick bit the bullet and made two key hires:

1. A second pressure washing technician, so that he can focus more of his own time on sales, which is his strength.

2. An office manager to handle all the accounting, payroll, and administrative work that he wasn't good at and didn't enjoy.

By hiring people to handle the tasks outside his zone of genius, Rick is able to focus on the high-value activities that actually grow the business. He has more time now for in-person sales and marketing.

The Importance of Continuing Education

Despite not being a fan of computers, Rick has forced himself to continually learn and implement new skills. From social media marketing to AI content writing, he is always seeking out new knowledge to help him improve.

A lot of this learning has come from being a part of various business membership groups and masterminds, like King of Pressure Wash. By surrounding himself with other successful business owners and continually investing in education, Rick is able to stay ahead of the curve and avoid stagnation.

Some of the key skills Rick has learned include:
- Social media marketing
- AI content writing
- In-person sales techniques
- Managing and hiring employees
- Financial forecasting and budgeting

The Power of Belief and Positivity

Mindset has also played a huge role in Rick's success. He's had to learn to tune out negative self-talk and naysayers. He surrounds himself with positive influences and refuses to let negativity bring him down.

As he puts it:

"If we're having a conversation and someone says 'You really should do this'...I'm just like, when was the last time you owned your own business? Don't tell me what I need to do...I nip it in the bud because I don't want to hear the negativity."

By believing in himself, staying positive, and surrounding himself with the right influences, Rick has been able to push through tough times and stay focused on his goals. Mindset is everything in business.

Advice for New Pressure Washing Businesses

For anyone just starting out in the pressure washing industry, Rick has some sage advice:

1. Don't go into debt on fancy equipment. Rick built a $300k business with a $1,000 pressure washer from Harbor Freight, a basic trailer, and a few hoses and reels. Upgrade your equipment as you grow, not before you've made any money.

2. Focus on 1-2 marketing strategies and be consistent. For Rick, that was yard signs and Google My Business. Trying to do too many things will lead to you doing none of them well.

3. Believe in the value you deliver. Don't be afraid to charge premium prices. You're not in a race to the bottom against your competitors.

4. Answer your phone and provide great service. It sounds simple, but so many businesses still fail at this. Be responsive and over-deliver for your clients.

5. Never stop learning. Continually invest in education and self-improvement. Join business groups, attend classes, read books. Always be growing.

6. Hire to shore up your weaknesses. You can't be great at everything. Hire people to handle the tasks you struggle with so you can focus on your strengths.

7. Stay positive and don't let negativity bring you down. Believe in yourself and surround yourself with other positive, successful people. Mindset is key.

Rick's story is a powerful reminder that with hard work, determination, and the right strategies, it's possible to build a highly successful business at any age. By focusing on a few key marketing channels, delivering great service, continually learning and investing in himself, and maintaining a positive mindset, Rick has built a pressure washing empire.

His journey also highlights the importance of overcoming mental barriers, like the fear of charging what you're worth, and the power of surrounding yourself with positive influences.

If you take only one thing away from this post, let it be this: success is possible for anyone willing to put in the work and push past their self-limiting beliefs. Rick is living proof.

How did Rick get started in the pressure washing business?

Rick got started in the pressure washing business in 2018 after a friend who owned a pressure washing business in Denver visited him for a weekend. By the end of the weekend, Rick had quit his job selling cookware, flown out to Denver to learn the ropes, and came back ready to launch his own pressure washing business called U.S. Vets Pressure Washing.

What were some of the challenges Rick faced in the early years of his business?

In the early years, Rick faced challenges with getting the word out about his business. He put out yard signs that weren't effective at first and had to persist through the slow times. He also had to supplement his income by driving for Uber during his first winter until his first full season started.

How did Rick double his revenue to $300,000 in his fifth year in business?

Rick doubled his revenue to $300,000 by focusing on two key marketing strategies: yard signs and Google My Business. He learned how to do these effectively through Jason's King of Pressure Wash membership and classes. He also raised his prices significantly and focused on doing more in-person sales.

What mindset shifts did Rick have to make to grow his business?

Rick had to overcome the mental hurdles of worrying what customers would think and constantly trying to justify his prices. He had to develop an abundance mindset, believe in the value he delivers, and not be afraid to charge premium prices.

How has Rick systematized his sales process?

Rick has started doing more in-person sales calls where he walks the property with the customer, points out additional services they need, and puts together package deals. He offers a "Good, Better, Best" package option and aims to close the deal at the customer's kitchen table.

What key hires has Rick made to enable growth?

To free up more of his time for sales and marketing, Rick has hired a second pressure washing technician and an office manager to handle the accounting, payroll, and administrative work that he struggled with.

How important has continuing education been for Rick's success?

Continuing education has been crucial for Rick's success. Despite not being a fan of computers, he has forced himself to continually learn new skills like social media marketing, AI content writing, and in-person sales techniques by being a part of business membership groups and masterminds.

What role has mindset played in Rick's success?

Mindset has been key to Rick's success. He has learned to tune out negative self-talk and naysayers and surround himself with positive influences. By believing in himself, staying positive, and surrounding himself with the right people, he has been able to push through tough times and stay focused on his goals.

What is Rick's advice for new pressure washing businesses?

Rick advises new pressure washing businesses to: 1) not go into debt on fancy equipment, 2) focus on 1-2 marketing strategies and be consistent, 3) believe in the value you deliver and don't be afraid to charge premium prices, 4) answer your phone and provide great service, 5) never stop learning and investing in education, 6) hire to shore up your weaknesses, and 7) stay positive and don't let negativity bring you down.

What is the key takeaway from Rick's story?

The key takeaway from Rick's story is that success is possible for anyone willing to put in the hard work, push past their self-limiting beliefs, and continually learn and invest in themselves. With the right strategies, mindset, and determination, it's possible to build a highly successful business at any age.