How to Start & Scale a Pressure Washing Business (Legal, Google, Leads)

David Elam: I mean, this dude is crushing it, but he was almost 100% door knocking for at least half the season.

Joshua Brown: The amount of traffic that you'll have coming to your business through organic or through ads will greatly increase if you have a real physical location that people can, can come visit you.

David Elam: And they spent about $87,000 with us in the first year from one flyer that cost me 4 cents or something.

Joshua Brown: Mal is a way of growing your business outside of normal practices.

David Elam: I just want to give some belief to everybody really quick that this actually works. Let's go.

Narrator: Welcome to Wash and Win with Friends, the podcast where pressure washing business owners share their origin stories, the mistakes they made, and exactly how they built a profitable pressure washing business from the ground. I'm your host, Joshua Brown from Brown's Pressure Washing. And every episode you're getting real stories from real operators. No fluff, just the blueprint. Whether you're thinking about starting a pressure washing business or you're ready to scale from solo to multiple trucks, you're in the right place. Hit subscribe so you never miss a story. Now let's get into it.

Joshua Brown: Hey, welcome back to our Wash and Win With Friends, kind of a webinar edition last week, if you didn't get to, uh, check it out, we set the foundation of everything we would do before we actually would start and scale a pressure washing business. And so welcome back to the podcast. If you haven't shared or subscribed, please do so. It's how we grow viewership and it's how it makes our time worth it as we're plowing a coaching community, um, out here. And then, um, also if you aren't watching this on YouTube, do note where if you're listening to this, know that all of this is also in a video format on Brown's Pressure Washing. And you can literally see all of the files that we're uploading so you can get visuals along the way and, and not just listen to it in an audio format. But again, I'm joined here by my friend David. David, would you like to introduce yourself again?

Narrator: Yeah.

David Elam: Hey everybody, my name is David Elam and uh, one of the fellow coaches here in the Wash and Win Academy, um, which is amazing. And uh, my wife and I started and then started, scaled and sold a maid service actually in the Dallas area over about a six year period. And we used a lot of automation and frap systems, which we'll talk about later, to scale our business quicker, uh, than our competitors. And then we're able to sell it for Profit. So it's been awesome. I've enjoyed the last couple years just coaching and helping people. And so I'm excited today about what we're going to talk about and some of the free tools that we're going to share that are just insanely valuable. So we'll get into it.

Joshua Brown: Awesome. And again we designed this for the month of February because if I'm starting a business I'm starting it from scratch. I'd probably launch it in March or April of whatever year it is. Those are the, in my opinion the best, best time to launch um, besides last March or April. But and then if I'm trying to scale there's so many things that are from a system standpoint that we're going to go through that you really get a lot of free value from watching this over the next four weeks. And so uh, last week we talked about the pillars of success which we believe is from a mindset. Mindset standpoint where your. Why behind your. What really does drive everything that happens in the future. How to create a total addressable market which before you end up building a website or buying equipment, you should do some research and understand where the bucks are in your city. Um, and I would make sure that I join a coaching community. Um, whether it's some guys that have businesses in your area or you end up coming in the wash and win with Friends Academy, I would join a ah, community that has gone through some things and knows some things that you might be going through or will go through in the future. And then lastly we discussed what a purpose driven business plan looks like which both of us believe that if you're going to start a business you need to know what your purpose, your mission, your vision and your values are. But without any further ado, we're going to get into the next parts of building your business and this is where it gets real. David, do you know any guys that are operating their businesses that are, they don't have insurance, they're not registered with the irs.

David Elam: I hope I don't. I was there. I was there you know for a little while but then we got insurance pretty quick. Um, and you know, but yeah, like get your legal structure in place, you will feel so much better. Like the, the amount of mental weight that comes off of you once, you know, like every, you know all the eyes are dotted and teaser crossed is, is big.

Joshua Brown: Yeah. And if you're a tradesman or you're opening a trades type business, chances are you may uh, may have not gone to a six year school and you don't feel real comfortable with the government. I know that's my story as far as, uh, I'm thinking the government's always trying to get me, but in reality it's trying to help us operate within the boundary of law. And so part of being a disciple, a part of being disciplined, is just doing things the right way. And the thing you need to do is you need to register and get an EIN number. It's going to be essential in everything you do in the business. And it doesn't really cost a lot of money. I think maybe $100 to file and get your EIN number. Now, when you're picking out the name of your business, this is, this is kind of the conversation I get into when you're creating your ein is I don't want you to be super sexy or super slick in creating your business name. I want you to calm down. I want you to think for a minute about where you live and what services you're going to be offering. You really want, from an SEO standpoint or an AI SEO standpoint, something that has pressure washing, power washing inside of it, or window cleaning. Those are going to be the key keywords that are going to drive customers to your business and it's going to set up everything in the future. And so for me, you know, some people said you should have been Pro Wash or Power Wash or usa. Uh, and it's like I just chose Brown's Pressure Washing because my last name was Browns, and it worked. And as long as it's memorable and not confusing, it's okay. Do you have any help for anybody trying to pick out a business name? No.

David Elam: What you, Everything you said is amazing. Um, I'm a big fan too, if you can pull it off. But this, this takes a bit more creativity and you can. It's easier to do it wrong, I think. But if you can ever capture the emotion of what you want the client to feel after you're done, that's great. Uh, that was one thing I did with our business. I was really praying about our name. And I cleaned a, ah, apartment for one of my friends one day and when he came home, he was just like in shock and in awe at how clean his place was. It was absolutely filthy, by the way. Uh, but so I called our business the Joy of Clean. And, um, that stuck. But in our SEO, we always use the Joy of Clean maid service so that we were better searchable. So you have to think about those things. But like you said, simple is better. Um, um, I See some business names actually a lot of times. And I'm just like, I have no idea what those people even do.

Joshua Brown: Yeah. And then we're, sometimes we're wanting to be so inclusive that we're not just saying power washing or pressure washing. And so we end up being, you know, and I'm not throwing anybody, it all works. Okay. If you're willing to grind and build relationships, anything can work. But sometimes people are afraid to be uh, like, hey, we sell chicken sandwiches. They're like, we sell everything that you'll eat. And it's like, no, let's go ahead and identify the main thing that you're going to do and use that because 90 of your leads are going to come in from your main service, whether it's window cleaning or pressure washing. And so that's why I'm a high believer in just making it simple. And absolutely one of my favorite. And I don't know if you've got it and anybody that's listening, if you're watching on YouTube, please put down your favorite pressure washing company as it relates to name. If you could go back and name your company anything because you saw it from somebody else or you thought about it.

David Elam: Yeah.

Joshua Brown: Have you seen Stallone's Pressure washing? No. This dude, I love his marketing and so it's kind of based off of Rocky and boxing and then all of their language is wrapped around the, this idea of boxing. So Stallone's Pressure Washing is one of my, one of my favorite um, names. But anyway, get an ein number. Yeah, you're going to also need it when it comes to the biggest thing that you'll ever do in your business and that's trying to get your location Google certified. It's critically important that the address of. There's other ways around it, but many ways that Google will verify is by using legal documents of your address and the name of your business. If you can nail this at a place that you can get a real location up, I think it's a million dollar decision personally. And I don't know if you can make a better investment for the future of your business than to find a real place that you can get a Google location up and rolling. Um, you can search, but bottom line is there needs to be somebody there that can answer a phone. You can meet clients and receive um, money for. Many people will use a P.O. box. Many people will use a, um, a friend's house or try to use their own house. You will get away with that sometimes for a while, but there will come a Time it's verified and you get taken down, which will absolutely crush your business. So this is the foundation work of building your business. And if I'm building a multi million dollar business, I'm paying three to five hundred dollars a month for a real location to start my business. Then on top of that, you need to get gli, which is called your general liability insurance. Um, if you end up damaging somebody's house, this will cover your tail. If you end up killing some fish, this will cover your tail. If you end up doing something dumb on the property, this will save you. Uh, David, what's the biggest dollar amount mistake you've ever made on a property?

David Elam: You know. Okay. One of my gals one time used a product that we had not authorized, mind you. Uh, on a. I remember if it was the top. No, it was like the, it was like the face of a, of a stove top. And so that's kind of a plasticky material. They ended up like melting that. And um, with this product that they used and so we had to replace. I think we ended up, I don't know. It was several hundred dollars, which isn't a ton, but it was incredibly annoying. And um, another time, this wasn't our fault, but a gal was cleaning a glass shower, uh, door and I think they had tensioned it too tight in the door. She was my best technician and I don't think she did anything wrong, but it just shatter in her face. And thankfully it's tempered glass and so she didn't get hurt. But we had to replace that. I think we ended up doing an insurance claim for that. If I'm not mistaken, that's. I think that's the only insurance claim I actually did. But uh, I knew, I know of a company who, uh, we always carry a minimum m million dollars insurance. Uh, and I knew of a guy that they were doing a window cleaning job. I think they. And they're up on a ladder, they broke a window and then somebody got really hurt. And after medical bills and fixing the house and all the things, uh, it was like a $800,000 bill. So if you. Can you imagine if you didn't have insurance?

Joshua Brown: You're done. Yeah, you're done. Um, our first year we were cleaning a property. It was an apartment complex in Antioch, Tennessee. Antioch is kind of like the new Madison in Nashville. It's kind of. It can be ghetto and I know there's good places. I've got friends there. I love you. But it can be a little bit. For those who know, they know all right. And uh, Josiah was cleaning the, the soffits of a townhome and the wind was blowing like probably 30 miles an hour. But we're there. It's contracted job. We got to get it done in this time. Customers been notified? Well, there's one dude, wouldn't you know it, that's a military expert. He's got cameras all around his house. And as Josiah is cleaning, the wind ends up taking his sh. His soap as he, as he's cleaning. And it blows on this dude's ah, Corvette and Hummer. He has a Hummer and a Corvette. Military dude. He comes out, cusses Josiah up and down and says, what did you do? And Josiah knows soft skills. He's like, sir, I'm so sorry. Let me take care of that for you. You're not taking care of nothing. Wouldn't let us clean it, touch it, uh, up. Called us irate. Within 24 hours, he has both of them repainted on the dock at the, at the uh, facility of where you ordered these. I think it's a Chevy or whatever. He's getting completely brand new paint job. And it's because he wouldn't let us rinse off his vehicles after getting just normal downstream soap onto the pain of his vehicle. So there are dudes out there or do this, uh, that will absolutely look to take. And having workers comp. Can save your tail in this situation. I want to hit the pause button

Narrator: if you're listening to this and thinking I want to start a pressure washing business or I need to scale what I've got. I've got something for you. Every month we run a free webinar called Washington Wind where we break down the exact steps to start the pressure washing business the right way. How to scale from solo operator to multiple trucks. A custom, um, market analysis. So you know, if you're in the right area and if it's profitable. And we'll cover our in person boot camps where you get hands on training.

Joshua Brown: This isn't theory.

Narrator: This is the system that helps hundreds of operators build six and seven figure businesses.

Joshua Brown: Here's what you do.

Narrator: Go to pressurewashingpasture.comm right now and reserve your spot. It's free and you'll walk away with a plan. That's pressurewashingpasture.com and link is in the show notes.

Joshua Brown: Let's get back to our story. That's one of our sad stories. Uh, if you want to go up, you got to give up. Get your general liability insurance. Get workers comp. That Covers you or anybody that gets injured on a job. And we've had some. We had a guy who. This was like three months ago while he's cleaning a house. His foot, which is in a boot, uh, is, you know, like a muck boot, is on top of the hose. And when he lets off of the gun, the back pressure shoots right where his foot is and pops through it and shoots out water through his boot, through his foot, and almost comes out the other side. He ends up, uh, in the hospital. Dude, insane. So like, the things that can happen, go wrong, are unforeseen. Get yourself somewhere comp. And then make sure you're licensed with the. The city if they demand you to. If they require you to have, um, yeah, business license in your community. You get that by just going to the. The clerk or the county clerk. And the way you do that is just Google county clerk in your area. Go to them, tell them you're looking at operating a new business. They'll say, hey, how much activity do you plan on doing? You can say, hey, just minimal license activity. And it just starts the journey. And everything is new, so it feels heavy. But the first step after creating your business plan, getting coaching, having a market analysis, is you get legal because you don't want to be out of business before you even really get started.

David Elam: Yeah. And I'll just say really quick on that. Two things. Um, one, a huge upside to this is if you do any type of commercial work, they're going to require liability insurance. They want to see it. And so that's going to get you in the door with some great commercial jobs. And then the other thing is, I know a lot of guys are really nervous about the cost, uh, starting out, truthfully, you can. I think we. We've gotten a million dollars as low as around $250 a month. It's probably a little more now, but I mean from. For 250 to $500 a month because your revenue is going to be low. Starting out, you can get covered for a million bucks. So it is absolutely worth it to do that.

Joshua Brown: Yeah. By, by any chance, David, would you know how much it would cost somebody to have GLI and workers comp. Like, what can a new guy expect to be spending, um, both of them monthly? Just a bare bone, starting a new business?

David Elam: Yeah, well, again, I think nowadays it's probably gone up, but I think anywhere from 350amonth to 500amonth for a million dollars of coverage annually, uh, which is just huge. So you're going to have so much more peace of mind and it goes up. Uh, a lot of people don't realize it goes up the more revenue you do. So if you're only doing 250,000 in revenue, your rates are going to be a lot lower because there's less liability. When you're doing a million dollars revenue, your rates are going to go up and you're going to get closer to maybe 800 or a thousand a month. It just depends on the company. There's so many great companies out there, but I just don't want people to not get it because they think it costs too much. Um, you do not want to be caught without it.

Joshua Brown: Yep. And so these are the minimum cogs in starting your business is just making sure your insurance and your legal stuff is in place. Um, once you roll in your, your auto insurance and you roll in your workers comp and you work in your GLI, you're going to be around $700 or so a month. Uh, that might sound like a lot, but if you are willing to go out and work and find work, people are going to pay you to do great work. And so you can find business if you're hungry and if it's March, April, everybody's looking to get their house cleaned. Everybody's looking for someone to solve their problem after you get legal. The next thing that we're going to get into is what I would call the main part of your business, which is your lead generation. And every business on the planet, they have to have a marketing engine. And so we're going to discuss now and we're probably, this will be the take up the majority of our conversation. We'll be talking about marketing and sales. Um, you have got to dial in how people find you. And there's four different ways. There's inbound, outbound referrals and affiliates. Those four ways are the only ways to grow your business. And you learning what you're good at, what to hire somebody else at, and how to utilize those levers can help you start and scale your business. Let's start with what's what I would call your, your, your air war or your digital marketing. Digital Marketing refers to PPCs, LSAs or whatever money you're spending out to have people give you a phone call. And so PPC stands for pay per click. Paid per click, that's right. And LSA stand for local service ads. Boom. Um, and both of them are very helpful in selling your business. And so this is where the name of your business comes into play. This is where it pays to make sure your website is dialed in with some SEOs. And so when it comes to digital marketing, these are all the things I would make sure they're in play. I'd make sure you have your Facebook, your Instagram, your website, everything dialed in to the same name, same location. Make sure that all the information is dialed in so Google can recognize you are who you say you are. And then you want to set up what's called a Google Profile Manager. If you're wanting people to find you on Google, Google makes it very easy for you to apply for a Google profile. Now, verifying the Google profile can be easy for some and the most difficult, painful, uh, more than labor situation, uh, for others. And it really depends on a handful of metrics that you may or may never figure out. And so when I first started my business nine and a half years ago, I was able to open up Google locations fairly simply. But as time went by, there they Google ended up saying, you can't use UPS boxes, you can't use PO Box, you can't use a friend's house. You have to be a real brick and mortar location to have a real geographical location. Well, again, setting your Google Profile manager up at a real location. And do you know the difference, David, between a general service business and one that has a brick and mortar on the map?

David Elam: No.

Joshua Brown: So when you're setting up your Google location, you can either click that you have a real place that people can visit you or your general business. Right. Prince is probably a 10x difference. And when I say I don't know if anybody can measure, I'm sure Google can. But the amount of traffic that you'll have coming to your business through organic or through ads will greatly increase if you have a real physical location that people can, can come visit you or come m visit where you can operate and keep your trucks out of or your vehicle. So my recommendation is do everything you can to find a real location to operate your business. Um, if you can't get a real location, it's okay to start as a general service area. Just know it's a 10x return if you can invest in a real geographical location. And there's so much, so many YouTube videos that you can check out that'll go deeper on your Facebook page. You also can dial in what's called Facebook ads. David, do you know much about advertising on Facebook?

David Elam: I know a fair amount. I wouldn't call myself an expert, but we've, we've done a decent amount.

Joshua Brown: Um, one of the things that I've seen people do a really good job on is using their personal profile. And every day, man, Martin from Norway is one of the best that I've ever seen. He will, every day he'll take a video of himself at the location. He'll say, you know, hello, Facebook friends, I'm over here at whatever. Um, yeah, that he's at today. The customer called because. And they'll show the picture of this roof that has moss, like 2 1/2 inches thick. They called it. Clean this. Da da da da da. If you know anybody or, hey, I'm going to show you what this job looks like. And then clean it, shoot some B roll, close it. And then he'll shoot that almost every, if not every day. He'll upload it the amount, location of Facebook traffic that he gets because he's working inside the system and it's free. He's not putting any money behind it. And for a dude that's 61 years old, Solopreneur, doing almost $200,000 by himself, that's, that's what he's doing there in North. So good.

David Elam: And what people don't realize is you don't even have to be good on video to do stuff like that. People are just really interested in the process. Call it, uh, uh, showing how the butter's made. And, and people like to see your process. And also the algorithm loves stuff like that. So that is absolutely amazing. And, um, like, I'm sure that could be your main lever, you know, for getting business if you're. You do that every day.

Joshua Brown: Now, I'm going to share some militia stuff. And when I say militia, what's the first movie that comes to your mind, David, when you hear militia?

David Elam: I guess Rambo.

Joshua Brown: Rambo. So for me, it's the Patriot. Have you ever seen the Patriot before?

David Elam: Yes.

Joshua Brown: Yeah, it's a Mel, uh, Gibson movie. And basically, in order to defeat the, you know, the, the invaders from the United Kingdom, if we can say that, is that they, they learn to fight differently than those who were trained to just walk on the battlefield and shoot each other with cannons and, and, and rifles. Um, militia is a way of growing your business outside of normal practices. So I'm going to give you two or three ways that you can operate in a militia way that's very low cost, but drives customers and your business to the top of Google. Number one, every time that you are at a Costco, a Sam's, a Best Buy anywhere that has a computer, Walmart, take five minutes, go to the computer area and type in the name of your business and click save to homepage over and over and over again. Every time you do that, you're getting free SEOs and free cheddar from Google where Google thinks there's somebody that's checking out your website in this location. And for every computer that is, it means you're one more than someone that's not. And so if you can do 5, 6, 10 computers a week at a few different locations, you're getting organic cheddar from your, your geolocation wherever you're you're located timestamped into, into the Google which that ultimately determines who sees your ads is, is where you rank on Google. So number one, just start making practice of a habit of uploading your website on computers that are free to play with Apple Stores or wherever you're at. Start doing that. That's a no brainer. Oh cool. Um, and I did that. So when you think about like hey, how do you grow to be number one in the area you do things that other people aren't doing. I didn't have it. Yeah, I started on a side hustle so we did that. And then number two is this and you might have more. Take pictures of all your work, all your estimates and upload it on location to your Google Maps profile. And so if you don't know how to do that, you simply when you're on a job site, click Google Maps. It'll end up popping up. Find your business and then upload a photo of the job that you just did or the estimate you just did. You can even tag different things. You can do little write ups but every time you do that it just rises your SEOs search engine, um, optimization of your organic traffic in the future. So these are free things that you can do. Do you have any tricks or any other thing that you want to say when it relates to digital marketing?

David Elam: Yeah, I mean along with Google, uh, another thing we did is we were really adamant about reviews in our company and I decided I wanted to be the number one rated maid service in our area. And I thought it would only, I thought it would take 10 years. But we just started getting really adamant about it and collecting reviews. And in two years we surpassed all of our competitors in a 25 mile radius. And so make sure you're getting as many reviews as possible, ask for it on every job. The other thing that we did is we used a service uh, at the time of. So tell us but we, and we can now automate this and go high level which you Know, we, we make available to everybody in the community. Um, but in Go High Level you can take a review and repost it as a post on your Google my business profile. And what people don't realize is just every single ping that you have to the profile that's positive greatly boosts your SEO and then that compounds that compound interest. It just makes a huge difference. And so you really do want to think about how to prioritize as much organic traffic as possible to Google. Because in the long run that SEO becomes free money m and free profit for your business. It's just huge.

Joshua Brown: Yeah, it's really good. And then if you don't know how to do all these things, there's people you can actually hire to do these things for you. David, are there any of these things that you're willing to help people with or you know, a who that might be able to help people with these type of markets? Marketing, um, tools.

David Elam: Yeah, sure. I mean, uh, we do Google my business optimization, uh, and we also offer a lot of marketing automations on the back end. We use Go High Level. I've used a lot of platforms. That one's my fa, happens to be my favorite. It's got a social media planner in there. It automates your reviews. We uh, can build websites in there if needed or we can connect to your WordPress site. But I'll say one thing about digital marketing is, um, we got really serious about automation about six months after we, you know, started making big moves in our company marketing Automations where, you know, we're following up on estimates. Right? Because when you're hustling, especially if you're a solopreneur, you forget about your leads, you forget about, oh my Gosh, I've given 20 estimates last week, but how many have actually called back? You know, so you're losing all kinds of work. And we like to think of it as a bucket and you've just got all these holes in your bucket. And so a great way to plug a lot of the holes in your bucket is through automation. How much can you automate? And so we can automate your follow up, um, your lead, nurture newsletters, um, review requests all through Go High Level. And we connect it to Jobber Housecall Pro, like whatever you're using so that your business can run more efficiently, your customers can be happier. We can upsell, cross sell different services to them all year and that just increases your profit. So we really want to use marketing automations to squeeze all the juice out of the lemon. Uh, In a, in a 12 month cycle. So that's a huge thing. And as part of, if you're become part of the community, um, we actually offer those automations at a, at a really big discount. Um, so that's stuff that I often charge three to five thousand dollars for that we can give it a major, major discount inside the community.

Joshua Brown: Yeah. And if they're not a part of the community and they just want to meet you, chat with you, talk to you about their business, where can they find information about you?

David Elam: Yeah, it's probably the easiest thing is to go to my website. Winning made easy IO that's winning made easy IO. Uh, you can also find me on YouTube. Uh and uh, we've got lots of really cool free resources to help you uh, grow. I've even got a um, FRAP formula ebook. We'll talk about the FRAP formula later but if they want to learn more about that, I've got an ebook on WinningMadec IO.

Joshua Brown: Awesome, thank you. When we're covering marketing we are wanting to make sure we help you. You that's why I even take the time to say David, please make yourself available to anybody that wants to learn more. My guess is anyone that's hearing this, you may or may not know how to do it. If you don't, here's a who that can actually help you um, scale your business. And so digital marketing, local service ads to me, LSAs are one of the primary ways of investing money inside of a slot machine where Google actually offers your business to anybody that's looking for a home service business. And so right now there's four different ways on the homepage. When someone has Google up, they'll type in pressure washing near me and they'll have four different ways that someone can see you on that homepage. And you can practice this at home if you want to learn how to take your business and make it to homepage. And I promise you if you're not on the front page, nobody's calling you from um, from Google. Uh, if you're not using PPCs, LSAs, dominating maps or being found organically, nobody's finding you. And so wherever you're at, if you want to learn where you're at, make sure you use a computer you've never used before. If you use your computer you might have your information saved in it and so you won't really know. But if you want to know how you're doing, go to a friend's computer or phone and type pressure washing near me what you'll notice is there's a map that has a list of pressure washer companies near you. Some of them are paid and some of them are organic. And just run through that and see where your company is located. Next, uh, at the very top you're going to see LSAs. These are called certified ads. These are people that have had their people in their company with background checks and made certified to offer their services to people that type in this. These are LSAs, local, uh, service ads. And they're guaranteed, um, and they're huge. And then next you're going to get into ppc. It says sponsored on it. We show up on all four of these after sponsored. It's going to be organic traffic. It's going to be the people that have the highest amount of, uh, impressions inside of that geographical location of where that device types in. Pressure washing near me, your goal is to get your company up all the way to that front page. And I know it sounds like a lot of work, but if you just do things that other people are doing or not doing, you can end up scaling your business, uh, over time. And that's how you get there is the things that we just mentioned. This is part of digital marketing, digital advertising. The next thing we're going to get into, and this will be the last thing for today and then we'll get into next week is get your physical marketing ordered. When we talk about digital, we're talking about a lot of money and a little bit of time. When we talk about physical, we're talking about a little bit of money and a lot of time. So if you have a lot of time and a little bit of money, this is my game plan. If I'm a young buck or I got a big family and I don't have a lot of cash left over. True story. I'm going to be a, uh, beast when it comes to a physical marketing campaign. Absolutely. This is it. This is your game plan. And so the first thing I'm going

David Elam: to do before you, before you start on this, I want to give people, I want to break people's belief a little bit so that as you're talking they're going to their ears are going to listen a little bit better. One of our guys, Kevin in the community, he started his pressure washing business in January. January 1 started from zero, just door knocking and he did over $8,000 in his first month in December, just this month. Well, really in the last 30 days or so he's done $50,000 now in Christmas lights. So I mean this dude is crushing it. But he was almost 100% door knocking for at least half the season. Um, and I'll just say you're about to talk about door hangers. When we started our company, that was one of the first things that we did. Actually did a door hanger on my street and we got a property management deal through that and they spent about $87,000 with us in the first year from one flyer that cost me 4 cents or something, you know what I mean? So like I just want to give some belief to everybody really quick that this actually works. And now you take it away, Josh, and tell us all the, all the juicy stuff.

Joshua Brown: Starting and scaling a pressure washing business is hard. And one of the reasons it makes it hard is because you really don't have the leadership, the marketing, the sales, the operation, the services and the cash flow that's required to scale a business. This is why I started a Wash and Win Academy. If you're interested in finding out more about the academy, you come first into a free webinar where we go over all the systems that you need to put in play in order to scale your business. Tomorrow, Simply go to pressurewashingpasture.com and sign up for our Wash and Win with Friends webinar. Hope to see you on the inside. Peace. No, it's good. And for those that are listening and not watching on YouTube, we are showing these as uh, graphics and so you can get visuals if you want to check us out on YouTube at Brown's pressure washing and what we're sharing today is how to grow your business. And at the end of the day every one of us is in the same business. It's the lead generating business and we're sharing with you how to generate leads so you can not die but thrive inside the pressure washing business. And so this gets into our physical marketing. If you're going to sell to guys that are, you know, if you're going to sell 10, $15,000 job, you need to look professional. And so do some homework. Look at some of the professional plumbing companies, electrical companies, H vac companies and look at what they dress like. Um, you don't have to dress like, um, I don't want to throw pita pressure washing industry, you don't have to look like a paintbrush if grow your business, you just need to look professional. And so getting a professional shirt, professional hat, they don't have to cost you a crazy amount of money, just something with a nice little logo on it and a nice little hat, something simple you just need to look professional. They don't care if your customers don't care if you've been certified by whoever. They just want to know that you look presentable. So don't go crazy. Just look professional with T shirts and hats. Number two, get sexy looking door hangers. This really does matter. Um, your door hanger needs to be simple and make sense. And so what we do is we do a roof before and after on the top, we do a house before and after in the middle. And then we have flat work on the bottom and we just label them. Roof cleaning, house wash, um, flat work. And we'll have the, our logo and on the backside of it we'll have a little QR code and it'll just say, hey Mr. Jones, we're in the area. Sometimes we tell a story. I need to show a photo of this. Next time, this is what I'll do is we'll open up with, with our door hangers so you can see what ours look like and you can at least get an example because I think I, uh, our door hangers look pretty nice. And you're, well, you're welcome to steal our design if you'd like to. Um, and just put a QR code, phone number, website and you know, I put prices on them as well and just start door hanging. And um, some people have purchased the book door to door millionaire and they have learned and they have listened and they have practiced just going door to door and learning how to, to sell, um, by knocking. That wasn't my style. Our salvage more, um, using door hangers and yard signs and building relationships at BNI Networks. Um, then I would get yard signs and I've got the prices on the screen if you're, you're looking at it on YouTube. Uh, this is generally how much it would cost for 2,000 door hangers. 100 yard signs. Um, and again the yard signs, they don't have to be complicated. All they need to know is what services you're offering and a phone number and a website if you want it. But the guys that have the yard signs that just say gutter cleaning with a phone number, it works. The guys that say pressure, it works. And so you can be creative if you want, but you can, don't be too creative. Uh, I think you can be too creative. I don't think you can be too simple. You just need to make sure you have the main information on it. And then we've created what's called a sales estimator where if a customer is not Home and you're doing door knocking. You can literally write down the prices of each service home inside of the door. And so an estimator is something you can do. Um, if you're interested in seeing more of that, put down inside the comments, hey, I want to see a picture of that or what it looks like. And also get a business card. You don't need 10,000 of them. Just start with maybe 500. And then once you get those out, you can start grabbing more. And then I would say get a trifold folder. It's not on the document that you're looking at. But when I started the business, I would go to real estate agencies. I would knock or come in and talk to the lady at the, the counter and I would say, do you guys have vendors who offer their services to your clients? They all say yes. And then you say, may I chat with the individual that's responsible for helping me become a vendor? And then they'll introduce you that. So for 35, 40 is you can end up coming into what's called a lunch and learn where you all of your tri folders where you have residential and commercial before and after. There's a little bit of language there. You can, uh, you can see more, even ask, hey, show me, show me alls. And this is a way of dropping things off to real estate agencies, uh, that are obviously the ones that are cleaning or selling homes and buying homes and helping clients make sure their houses look awesome. And then as you grow your company, you want to separate it from your physical phone. So I say get a Google number and a Google email address. It's low cost and it separates your business and everything else inside your life. And if you're not careful, your business will become your life. A separate phone number and a separate email helps you keep things clean. Um, is there anything you want to add to or say about this?

David Elam: Yeah, it's also good. And again, I know guys are watching this and they're like, man, I tried yard signs and it didn't work. Or I tried door hangers and it didn't work. And what I've learned in marketing is it's not so much about what you're doing, it's about how you're doing it. Uh, all of these things work incredibly. In fact, I have a friend who, he gets, I believe it's a 13x ROI on yard signs alone, but he's become a yardside ninja. He, he puts them up on, you know, telephone posts. They, they literally put Vaseline on the sign, not vaseline yes, Vaseline on the sign. They paint it with Vaseline when they put it in the ground so people can't pull it up. I mean, they're like, incredible. And so it works. You just have to know how to do it right and, like, where to put them or, you know, are you targeting the right neighborhood? And, um, just some ninja tricks, too, with door hangers, door knocking, yard signs. Um, it works really well if you can combine all of these into one strategy and do multiples where you're following up. So let's say you. You do yard signs around a, uh, particular neighborhood that you want to target. It's a really nice, upscale neighborhood. Do your yard signs around it, then go into that neighborhood and leave door hangers on the doors on, let's say Monday, and then on Friday, do door knocking, follow up, or hit them with another thing. What happens is a lot of times when we're starting out, we think, I'm here in Dallas, Texas. I've got to hit the whole Metroplex, you know, and what actually works better is you. You choose your little pond to fish in, and you just keep fishing. You keep throwing your bait out there, and it. You become way more visible. And then people will make comments like, I keep seeing you everywhere. I keep seeing your name pop up, and that's because you're marketing small so that you can. You can grow a bit. We call it puddle jumping. So instead of jumping up and down in the ocean in your huge market, pick little ponds or little puddles, jump up and down in that puddle, and that's how you actually make a splash. But it comes through repetition and just follow up.

Joshua Brown: I remember when I met with Josh Latimer, we're talking about war plan, and we're just going over, you know, the coaching journey and. And helping guys all across the US and when I chatted with them about war plan. Yeah, I was. It. It. It's so simple. And I basically said, uh, are you saying the only thing that you have to do is tell. You tell people not to quit? Like, he said, yes. He. He was like, for whatever reason, they stopped door hanging. They stopped door knocking, they stopped, um, yard signs. And you just. Every week you'd have to hold their hands and you have to say, you can do it. It's okay. You've got this. It's almost like a child, a parent to a child. We. We are telling you guys 10 minutes. We've done 10, over 10 million in the national market. This is how we do it. It's physical and digital. Marketing and you just don't stop. You don't quit. You get better over time. If you have any questions about digital or physical marketing, I want you to put it down inside the chat. We've got two more episodes that are coming out. If you're interested in getting a free preview of the Wash and Win Academy with our video courses and meet David and myself and also our guys. I'm going to give you a free week premiere of the Washing Wind Academy. Just simply go to Joshua at as you go dot network and I'll send you a code and let me know who you are, where you're at and I'll send you a free code where you can come in, uh, to the academy and just make a decision. If this is something that you want to add to your business. David, is there anything you want to add on to them? I'm feeling like we want to give a bozness away today. Um, maybe an ad go up. Sure.

David Elam: Well, one of the most powerful things you uh, can do to start your business is to. We didn't really talk about this, but in your marketing you also want to make sure you've got great scripts. We didn't talk about sales, but you want to have great scripts. You want to productize everything. When you productize your service offering, you make more money every time. Um, I have guys that they'll. We'll sit down for an hour and we'll productize their business and I'll manipulate their script a little bit and they'll raise their average ticket by 30% in like one day. I had one guy that raises average ticket by 90% in three months. So he literally almost doubled his business in three months just by doing this. So, um, I'm going to give something away. We'll put it in the show notes. But uh, we call it, uh, our decoy offers GPT. So this is a GPT that I trained on some of our frameworks from the FRAP formula. It's going to show you how to build a high ticket office. Yeah.

Joshua Brown: Go ahead. Let's stop. Let's stop. Let's let you kick off our next episode going over this information. But if you're. You know what, man? Yes. Let's wait till next time. And I'm um. Yeah.

David Elam: Because they need more context.

Joshua Brown: That way you get to show a little bit. We can let you share your screen and we're going to introduce what they can do to scale their business utilizing some AI tools that you made. Cool giveaway. So hey, I. It was David is so, so much wealth. And it's like, okay, we literally need to set this up right? So join us next week. If you want to see it on YouTube, make sure you check us out on YouTube. If not, we'll talk about it all on the pod. Please share. Please like please subscribe and we'll see you in the future. Peace.

David Elam: Let's go.

Narrator: Before you go, if you're already running a pressure washing business and you're serious about scaling with purpose, we need to talk about Wash and Rin Academy.

David Elam: If you want to build a business

Narrator: that provides for your family and impacts your city for the kingdom, this is your home. You can even try a free seven day pass and bring a friend. No credit card, no questions asked. Simply go. Go to pressurewashingpastor.com and click on our Start Here link. That'll lead you to a webinar and you and I will have a conversation from there. If you want to get directly to me, just send me an email. Joshua Brownspressurewashing.com today.