This is Under Pressure, a podcast where we dive into the untold stories of entrepreneurs and business owners who have conquered adversity to achieve greatness. And now, here's your host, Nick Staton.

Welcome to another episode of the Under Pressure Show. I'm your host, Nick Staton. Today's guest is Richard Salvador. He owns a pressure washing company and I want to say it's under something to do with AC Locker and them's program.

Nic Staton

No, I'm not an affiliate with them. I use their equipment. I went to their school.

Richard Salvador

Oh, okay. So, uh, could you tell a little bit of, uh, tell the audience a little bit about your background and stuff like that? in the washing world or just in general, just so that they kind of get a little bit about where you came from and stuff like that before we kind of break into how you started your businesses and stuff.

Nic Staton

Well, when I was younger, I grew up in Southern California in the dairy industry and actually started, I was washer then I used to wash milk tanks and milk lines. Okay. I would get in trouble. And I wouldn't, I'd get kicked out of school. So I'd have a route like with all the Portuguese dairy guys out there. That's still right. I go wash, I'd wash the tank, wash the pipeline. And I, I got a route going and actually made pretty good money doing that. And then, and I forgot all about, I never thought about that part of my life again. Right. Until just recently, actually. I mean, I'd already started wow. Wash. But thank you for preparing to get ready for this podcast and talk to you and actually just like going through my head. I actually washed when I was in junior high school. And then I joined the Marine Corps out of high school, suffered with addiction all my life. You know, this last bout, I've made claims since 4-4-20, but the last bout, it really took its toll on me, lost everything. I used to sell ballpoint pens to casinos just to give you. It was behind a desk. I mean, I didn't, so then I got clean and I started working for a junk company. I didn't ever think of like working in the service industry. So, I got clean in Vancouver, Washington at a place called Lifeline Connections. If you ever need help out in this neck of the woods, they're the shit. So, after that, I started working. My first job, always been in sales and always owned my own businesses, selling promotional advertising. And in recovery, they tell you to be in service. I just ended up getting this job with 1-800-GOT-JUNK. It was more than a job. I mean, it was pretty cool. 1-800-GOT-JUNK, they're the world's largest junk removal company in the world. They're in Australia. It's a Canadian-based company, but they're big. So I started performing home service. I mean, that's when I actually first actually saw the home service industry in action. And then you start noticing other guys and you start noticing like the landscapers and these guys doing, you know, pitch repair, and you just start seeing different hustles in the service industry. And being with that company, it's like being in the Marine Corps as far as public factor. It only might be junk removal, but that company there have their systems and their processes in.

Right.

And in the past, when I had a business, I always thought you can sell your way out of anything. Right. You know, I was mistaken. That's that's a lot. That's ego. Yeah. If you don't have if you don't have the systems and the processes in place, it just implodes. And so I started working for a guy junk in that just in the truck. I got into commercial sales, working with commercial sales out here in the Vancouver, North Portland area for that franchise. And that really showed me systems, processes, and sales within the service industry on a world-class level. So I was just using that as a stepping stone that job as I got my bearing getting a couple years off math under my belt. But I started tinkering right off the bat with that different kinds of certain different service industries. And I started watching all the videos. And. Actually, the first thing that turned me on to it is there's a there's an influencer, her name is Cody Sanchez. I never heard of her. Her thing is she buys and grows boring businesses, but she was on Fox News as some kind of, she's a financial consultant, she knows her shit, but out of the blue, she's into these blue collar businesses, and she starts showing up. The catch line on that was an eight time exit plan on a pressure washing business. So my mom said, okay, so if I'm doing $100,000 a year in my pressure washing business, she's gonna show me in four minutes and 32 seconds, I can sell for 800,000. And by God, she did. She breaks down the, check her out, Cody Sanchez. But she takes a basic pressure washing business and she starts talking about the seven things you need to build any successful service business. Like building the moat. Never heard the term building the moat before. And that's like what I'm doing right now. I'm trying to, you know, you're building that moat. You built your moat and you're on to the next. So I started watching her, and it was a slam dunk. So then I started watching them. You know, them interwebs, they start feeding you the stuff you're searching for. So then I'd be driving around in the junk truck, and things like Southeast Softwash pops up, and Cody Yarbrough, and the Core Four. So I flew out. My first thing was I got some money together, and I went out to Roanoke, Alabama. In hindsight, I wish I would have bought my equipment from Cody. That changed my destiny. What happened with that is I went out there. Man, those are some great guys. Man, those like Cody and them. I like those guys. I like actually, you know, I don't ever really get harped up on like who's throwing the event. The dudes I meet there, like Washington, he's out here in Washington and a family owned business. Good man. And I just start meeting the brother that I meet within these events. Like, you know, that other guy you mentioned, he throws a lot of events, but the brotherhood I met, right. I mean, they're all, they're all washers, but, uh, yeah. So I went out to Roanoke. went out to school there. And right off the bat, the core four, they start talking about starting it out professional. Right? Get get the truck, get the brand. I mean, they really harped on on Cody, Cody arbor used to be I got but he's a sheriff, but he also used to, with Walmart, he was a, I think something like safety compliance for OSHA, some kind of liaison with OSHA. He was up there on, so his thing on safety is big. And he starts laying down the safety and it wasn't dawning on me all the stuff that they're not taking notes and they got lots of stuff, you know, it's information overload. I got my money's worth from that Washcon 23, dude. I was inundated with stuff and, Shit, at that point, I didn't know what a downstreamer was, four gallons a minute, 10 gallons, I didn't know shit. I didn't know about rinsing. I mean, so then, so I came, so I went out there and I was determined then to like, cause I've always said, my businesses, they were sales related. So you could do stuff half ass and then sell yourself out of it. But I knew right away, you could go out here and I mean, right at the back, you bleach somebody's door. You can't avoid that. I'm not to deal with that. And I'm learning, I'm watching on the interwebs, all the softwashing going on. And I see, I didn't see you yet. I mean, I was, but I'm watching all these guys and how I watched you is I started watching commercial stuff, man. I was watching nylons and gas stations and stuff. Right. And that's what you didn't pop up on my feeds. And so I started looking at commercial stuff. That's funny. Now that I'm thinking about it, because you think you're up sooner. So I'm watching all these guys and you see, you see the shit birds and you see the professionals and you see the shit birds and then you see the, the, the, the hustlers and the, and that it's real good brother. I'm proud to be a member of this brotherhood. Like, cause like a lot of guys were like, Hey man, good's not good enough. And once you start mingling with these guys, then you don't shortcut on the job. I got a video, I didn't post it, but you're on that last bit of the job and you get pine needles and shit all over somebody's light, the back of the garage. No one's going to ever see that. But I know, and I know these fuckers that I list that I like collaborate with, they probably fucking break the ladder back out and drag the fuck, even though I was ready. So, I mean, it does, it does, just being in, I said all that to say this, just being in this brotherhood, it holds me to a higher level of character when I'm on the job and no one's looking. Cause I know when I'm having conversations with people, my character.

Right. A lot of that is doing yourself more accountable.

Yeah. Yeah. Cause I mean, I follow some pretty bad-ass dudes and you one of them, I mean, it was like, I know how you're getting where you're going. Is it good? It's not good enough.

Oh yeah. That, that, that, I mean, I have one hell of a drive and I take a lot of pride in actually what I actually do. So yeah. And it shows anything. Yeah.

Yeah. And you know, I got the same drive and I'll be honest with you. I got it from today's father's day. I got it from my dad.

Right.

My dad came over here from Portugal, from the Azores at 13. And boy, they get deal right to milking cows. And the Portuguese do this work straight on a farm, right on the Portuguese that come over. A lot of those guys, those families, that's the biggest dairy families in Southern California, Northern California, those are big Portuguese dairies. And my dad always in the dairy industry. Right? As I heard tonight, my dad's and he's still in the dairy industry. But that work ethic, I didn't, I wasn't, you know, I saw a lot of Mexicans work, being around the dairy industry. I said, man, nobody had worked them guys. Then I see the Portuguese guys working. And I always thought, until I went down South and saw these pressure washing guys, I thought, man, you know what, it doesn't matter what color a guy is, it just matters how fucking much drive he's got. It's not the size of the dog, it's the size of the fight in the dog.

Oh yeah.

I started seeing this, you know, I'd never really left the West.

I'm hard headed. You can knock me upside the head several fucking times. I'm going to come right back. Just like my little blue healer chasing cattle.

Hey, those are the best dogs. Those are the best dogs to get kicked in the face and keep on trucking. Oh yeah. Where you at? You're in Atlanta?

Yeah, I'm in Atlanta. Yeah. No, we traveled the whole Southeast of the United States, Washington, uh, post-construction. How long have you been doing it? Since 2016, but I didn't take it serious until 2020, 2020. First year, first year you did 47,000. Uh, no, um, from. In 2015 to 2019, I would roughly do about 40 to 60,000 discus, like just bullshitting around. And then 2020, I came straight out the gates after revamping. I did 84,006 months that follow on year did 84,000 for the whole year, because I got slapped in the face thinking that I was going to have, um, more work from a certain company that just didn't have enough in their budget for that next year. Then the third year of being revamped, we did 184K. And then the fourth year of being revamped, I did 240. And then we're on track this year for probably about 400.

You're going to hit that million dollar club.

Yeah, that's where that's where I want. I want to get to that. And then once I get to that, then it's going to be between that and the Christmas lights. We should be doing probably. My goal is to get both companies doing five to 10 million a year. Yeah. With how many trucks? Uh, that I'm not really quite sure. Cause I'm, I'm the type of person that, you know, I don't want a lot of labor, but I want bigger profits. So I want my guys to be out with equipment to where they don't need extra labor. But at the same time, those technicians that are out doing those jobs are getting more for their bang. So if I can have technicians that are making 85 to a hundred thousand or over a hundred thousand on some commissions and stuff like that, then that's the type of people that I want. And that's how I want to structure this company.

So have you split it up where you have sales and for right now I am sales.

So I basically have taken myself out of a truck for the most part, but I still work in a truck, but I've focusing more on the sales because if anybody's really going to sell this company, it's going to be myself.

Yeah. That's how I feel.

So, but I am, um, I am got a gentleman that's going to be coming in and building us a sales program and stuff like that. Once we build a sales program and we can kind of duplicate myself, I just can't duplicate myself talking to anybody and explaining how I do things. Cause it just comes second nature, but I'm going to have somebody come in and basically break everything down to how I do stuff to where we can duplicate me, um, out in the field selling and stuff. And once we do that, then this company is really going to take off.

So where do you find a company that does that comes in and takes all your data?

It's one of the guys that came on to one of my podcasts. He's an, he's an apex. I'm part of apex, which is an entrepreneur group. And inside of apex, you pretty much can find anything and everything that you want. There's guys in there making. Wanting to make six figures. There's guys in there making six figures, seven, eight, nine, some people making a million dollars a day. It just all. Yeah. Just really all depends on what the fuck you're doing. Like.

Oh, these are all different sex.

Yeah. But once I got into that, my, my business was only doing 84 K. As soon as I joined into an entrepreneur group like that, I went to one 84, because at the same time, you've got to build systems. And that's where you were talking about beginning. And I didn't learn. Yeah. Apex. Um, I didn't learn systems until I got goats. When I got goats, then I learned that my goats, even then when I got them, I still didn't understand systems. But it took me having goats for me to learn systems because my goats kept dying. And the only way that I would keep my goats from dying is to build a system. And that is basically having my goats rotate in different pastures and on a time schedule. Then at the same time, they've got to have a place where you basically corral them and you take them through a shoot. You check their eyes, you check their gums, and you trim their feet because Their hooves are like nails. If you allow them to overgrow, then you're basically allowing that goat not to be at its best performance. If you turn around and allow your goats to get pale gums, then they've got parasites and they die. So in order for me to turn around and allow these goats to live, I had to build a system. And granted, they're still going to die. You're still going to have some weak ones that are going to, but it's definitely made my herd grow where I wasn't growing at all. I was basically having my Billy die. I was having some nannies die. And then it was like, well, how the fuck are you going to breathe when your Billy dies?

Yeah.

How'd you get into goats? Bro, I bought this house out of just a fluke, because I got denied for a property that was less than this one. Then out of nowhere, I just decided to go through the person that got me my rental property. And for some reason, I didn't go through her the first time. But when I went through her, she had an alone officer that did something and he pulled some strings. And bro, those strings that he pulled, it went all the way down to the wire of me walking into that room, them saying. Here's your keys, sign all of this stuff and you can have this house. And I was like, are you serious? It was like 20 acres, no structures. The fuck am I going to do with this shit? How the hell am I going to get this? Atlanta, are you? I'm 28 minutes from the airport.

OK, so I went out there when I went out to Roanoke. I flew into Atlanta. Yeah. And then cops are sneaky out there. They park up on the top there when you see and come down. Boy, that's some news. I never saw that before.

Yeah, this whole state's crazy. We actually just went to a light event and the guys that came out here to do the training and everything, all their trucks got broken into. In Atlanta? Yeah.

Yeah. It's wild. So you working out over there? I see you hitting that gym, right?

Yeah, I go to the gym. I'm on a routine. That's where I built the system. The systems go back into play of putting those systems into myself, putting them systems into my business and everything. I feel like everything runs off of a system, no matter what it is, relationships, your personal, your business.

Go back to the gym for real quick. How long you been working out like that?

I have been working out. Since 2018, but I also had some things that happened like a surgery and stuff like that to where basically I had to go all the way back down to the bottom. I have a trainer that I've been going to since 2018 and I go to him twice a week. And then. I'd say two years ago, I really got ham hammered into it and got back on TRT and stuff like that. So I'm on it.

I was wondering, I was wondering how much your cardio. Say that again. You and cardio.

I don't do cardio hardly at all. I mean, my cardio comes from work from pressure.

I've been on TRT for. Two years and three months right now. And I get my blood tests every 90 days, right?

Yeah. So that's what I do every 90 days. And then I got to go blood dump every three to four months. Yeah. Do you blood dump? Yeah, I have to because it gets kind of thick. So I'm just like one of those type of people that it gets kind of thick on or whatever. So I have to go do that every so often. But I do everything myself. I poke myself. I also on peptides, take HGH and then BPC-157 and TB-500. I do that every so often too.

Yeah, my guy has all that stuff. But all I'm saying is I wasn't vegan, right? In that. And there's a, when you go to get that blood test, there's an inflammation marker. That's the one that tells us when we're gonna die. The more inflammation we got. So I went vegan, dude, and my inflammation marker, it comes back abnormal now. I'm just telling you this, because you should try it out for 90 days. I went vegan, and dude, my fucking inflammation marker went down to abnormal, somebody below 17 years old. So just on inflammation, if you're doing all that work, you should, I just, I ain't going to be all vegan.

I like those guys that eat them.

Yeah.

Oh no. I still did. I can still hit the much. I'm 57. I can't hit as much weight as I used to, but I can hit two 25, six times. Yeah, I mean that's and I'm weighing and I'm weighing like 160 right now and that's vegan. But I mean, I get my powders. I get the powders.

Yeah. So you just eat vegetables and stuff like that. No meats at all.

No, I make a bunch of shit. There's all Arnold Schwarzenegger's vegan now. You can check. There's a thing on Netflix called the Game Changers. The Tennessee Titans are a bunch of those guys are all the plant based right now. Yeah. The strongest guy on the planet. He's plant based.

Y'all still try to eat meat. Y'all make it look like meat.

Yeah. You know, I can't get it right.

You're right. Try these chicken wings and there's cauliflower.

Hey, the pizza crust is cauliflower now too. I never knew it hit me. Yeah. But I'm just thinking you should experiment with your diet a little bit. I did.

I fast and stuff like that and do things like that. So, I mean. How long do you go? The longest I've gone to seven or no, I haven't done 72 of them 48.

You know, I find it easier to fast when I'm out working than it is sitting around with the refrigerator, like right over there.

You have to stay busy. If you don't stay busy, then.

Yeah, I want to try it one time in the weekend, just when you're really starving and the fridge is right there. That's a mindfuck.

We'll see. I, I still, uh, smoke THC. So dude, we're up here where you think I'm at? Yeah. So I still was smoking throughout my fast and everybody's like, how in the hell are you smoking and beating those cravings from one to eat? And I'm like, I don't know. It was either smoke or fucking eat.

Yeah. Yeah. Yeah. Are you guys legal out there in Georgia?

No, we're not. I used to go out there to Cali and Oregon all the time. I used to have a bunch of buddies that lived out that way. And, uh, one of my buddies ended up passing away and that stopped the whole adventure of me going out there.

Oh, did I got it? We grow it here. We legally, yeah. I'm going to scout cookie right now. Nice.

He said, I'm growing some girl scout cookie. I wish I could grow mine. That's why another reason why I wanted this property was, uh, was to grow weed or hemp or something, but here in Georgia, dude, the laws are just so come around.

Those fuckers are going to die soon. And the new guys will vote.

There's Bible thumping as hell out here.

They don't want nothing. I tell you what though, when I stayed out, I stayed out, when I flew into Atlanta, I stayed somewhere in between Georgia and Roanoke. And when you go to check in, in the hotel, it's got the big pot leaf with the red circle around it and the slash through it. So I'm checking out, I'm going, hey, I think the mage stole my sack of weed. Man, they weren't laughing at all. Oh, honey, you're traveling.

You're traveling.

No, but I did go outside to smoke out there. I mean, I'd go out to the airport, no problem, no. Yeah. Yeah, I didn't realize that's too bad for you. I feel for you, brother. I don't know how you, that's terrible.

It is what it is. I get by. I still can get it. I just like the raws and I like taking dabs. That's pretty much where I'm at now. We do the bait pens out here.

The bait pens?

Yeah, I'll take some bait pens with me and stuff like that. But for the most part, I'll just take a dab in the morning and I'm fine till I get back home. I won't smoke the flower because at the end of the day, I have customers that I have to be around. And if I turn around and smoke that flower around anybody out here, that shit lingers so damn much.

Yeah, that's a whole different ballgame out there.

Yeah, so. I don't even venture with that, nor do I, I don't like guys out smoking the flower form just for the fact that it does stink. But if they can have a pen or something, I don't care. Yeah.

So how do you get, how'd you get into these gas stations?

I haven't gotten into gas stations. I can't pick up gas stations for shit. We just picked up like at a gas station. Yeah, we just did a gas station for a movie company that called us randomly at the last minute and asked us to go out there and go clean that and stripe it. But if I didn't have a striping company as well, then I wouldn't have picked up that job because they wanted both combos at once. And they called us at the last fucking minute, man. Like they called me on a Thursday. We already had jobs that Thursday. No. Yeah. They called me on Thursday. We had jobs Thursday. We had some Friday and then I called them Friday and I said, look, We're almost done at lunchtime. Today would be the perfect time for us to go out there. If you're wanting this done, let us know ASAP. And they called me back and they were like, green light, go ahead. So my guy ended up leaving from where we were at, went and did some window cleaning. Then I went home, loaded up the trailer, and then I drove up there to that job. He drove home because he had the other truck up, up near that way. He went and grabbed the other truck. We met up. My other guy came from fucking Alabama, fucking working at another place doing something else. All three of us went up there and worked all night, like six hours, because the water was just horrible. If I would have had a meter, Uh, we would have probably been done in a couple hours for the way that we're set up. But the fact that the water wasn't that great, it took six hours. We got done with that job. I made it home, dropped the trailer off, went inside, got me something to eat, had to go back out, meet my other guy at a roof for us to clean a slate roof. And we sat there for fucking four or five hours cleaning that damn thing. Then we went home and went to sleep.

There you go. How's your winter's out there? Do you work and you stay busy in the winter? Is it slowed down pretty good?

I, last year I stayed busy all 12 months. Did you? Yeah. So I got a feeling I'll end up doing that again this year, but at the same time we're picking up and doing lights. So that's really going to keep us really slammed when it comes to those, those months.

Yeah. I'm excited about your lights. See how that takes off. I'm not going to do it next year.

Say it again.

I'm going to do it next year.

Yes, I would highly advise getting into it and offering that service to the customers that you've already built up and stuff like that. That course you took, did you take that course online? No, I actually took that in person. They do that. They actually have one in a couple of different places. I want to say they just did it in San Diego. Yeah. They're from Cali. A lot of them are from Cali.

Yeah. She's yeah. She actually reaches out to me on a regular basis.

So Christie, I think Christie, um, and the other two ladies that were there, uh, they're all three from, from out that way somewhere, LA, San Diego.

I'm originally from down there too. That's where all my window cleaning stuff is going to start getting from out of there too. The window cleaning companies down there.

Right.

So you do windows, how do you do your windows, traditional or pole?

Pole outside and then traditional inside. And I didn't start doing inside until I got this new guy working with me. He just likes doing them, kind of.

I'm thinking about, I don't know what you think of this. So you see, you know, my rig, it's the AC lock, your blades. Yes. So I'm thinking about taking the Phantom 80 with the window cleaner off there, putting it on a smaller truck. putting a bigger pressure washer on this, because this is five and a half on these.

There's no pressure washer on that thing, is there?

Yeah, there is. It's a five and a half. But up here, and that truck's designed for like floors.

That's just designed for like residential and stuff, isn't it?

I get commercial jobs with that, dude. Do you? Yeah, but it's a five and a half gallon pressure washer. So I was gonna take the windows off, make that separate, because my money's on roofs and walls, and then have the window slash sales truck, smaller truck, way smaller truck, cruise around behind it, and that way I don't get the over, dude, I mess windows up a lot. It would help if I split them apart. I get over spray on windows all the time. It would help that problem, plus I can keep my bigger truck working on the bigger money and then have the sales slash window truck. You can always go wash some of these windows.

What surfactant are you using or whatever that's not allowing you to be able to rinse off the windows? Are you not got a guy down on the bottom turning around and soaking everything? Are you just sitting at the top?

Here's what happened with that equipment. That equipment's a pain in the fucking ass. So I was leaking what happened with that equipment was those check valves leak all the time. All right. So when the check valves leak, I get different surfactants and different all kinds of different stuff goes depends on which one's leaking. It goes into the buffer tank. Then when I go to pull pure water, it pulls from there and I run that to I've destroyed that I've destroyed them filters. I'm waiting on filters now. So I'm whatever, whatever I run through the buffer tank that's leaking that gets into my pure water, I'm wiping that all over the windows. But I didn't figure it out until like, I got all these called my windows just look like crap. And then I figured it out that my water is not pure water. Right? And anyways, I'm thinking about what do you think? Do you have your do you have your window rig on your wash rig or do you have a separate?

Separate. Yeah. Yeah, separate. Do you soft wash? Yes. Sorry, so I got fucking Texan back to fucking back for a minute.

I gotta figure shit up the next one So the kind of guy I use I use those chemicals from that other company down there right now But I'm gonna switch I'm gonna switch though. They are good chemicals but uh, I Was gonna switch him up a little bit just cuz I don't want to spend any money with that company right?

No, I I mean I When I got into it, I mean, I didn't even know nothing about any of um the stuff that he's got going on. But then as I got going on, I started seeing a lot of unhappy people, a lot of his shit or whatever. But at the same time, I thought that it was just kind of like a. I guess it's like your standard shit. Like just maybe you just might've washed some roofs or something with it or something like that. And maybe you did some soft washing with the house or whatever, but it's the top of the line shit.

It is, it is, it is the Rolls Royce equipment. It's just, it is overpriced.

I just don't see how you could clean a driveway.

I mean, so we soft wash driveways, we soft wash and they look great. Yeah, we do them, we do them fast, and they look great. And they keep getting wider and wider. Read my reviews. They keep getting wider and wider and wider as we leave. I don't have to break out the surface cleaner a lot of times. A lot of times I do.

We surface clean everything. Yeah, I do too. It depends. That's why I got the zero turn lawnmower, so that I could turn around and hit bigger areas. You're doing that. There's no way you're going to soft wash a parking lot.

No, you're doing that grown man shit. So I take that truck and I do, like I just did a $3.8 million mansion, which is my Facebook. I did a million and a half dollar luxury home yesterday. What I like about that equipment, it's quiet, it's DC. I'm in there, not making a peep. Even when I rinse, it's DC, it's all electric. And that's what I use to outsell my competition out here. I mean, I get into these gate communities with the HOAs, they don't even know I've been there because I'm rinsing with seven gallons a minute. I washed an 8,500 square foot tile roof the other week with that truck. I mean, but you're not going to do a lot of surface work with it. And truth be known, I'd rather surface wash. I mean, I'd rather use a surface cleaner on flat work because they see it immediately. I don't like telling them.

Yeah, because I just feel like you're just putting so much chemical down or whatever that at the end of the day, like we are. And I'm going to walk across that. Then they're just getting their fucking feet annihilated. And I'm an animal. I'm lucky.

I'm learning. I'm not saying, hey, this is what I'm just I don't even have enough to have a penny. I just know I committed to this thing a bunch. And I just talked to lots of folks that know what they're doing. I've done it both ways. And that. You gotta remember that guy, I'll say his name, that guy AC Lockyer, he's a salesman, he's selling soap and those trucks are big fucking soap dispensers.

Yeah, I won't buy none of the chemicals, the chemicals are expensive as hell.

Oh my, but they're today now, but they're six times concentrated and they really are, but there's, I'd rather, I'd rather buy, I'm going to buy, I don't know what chemical line I'm going to go with yet. I mean, but I'm going to switch up my chemicals on it. That equipment there, I can run six different solutions. I mean,

What is your avenue of what you actually go for? You just go for roofs?

You go for houses? When I go to set one up, I try to set the whole thing up. I'll go where I try to get everything. And I prefer to stay there and clean the whole house if I can. Right. They just want the roof cleaned, you know, but I give them a choice of three and I, and I give them a discount.

I would do is I would probably keep that truck and just have that truck is like your, your, your roof thing until it fucking shits out on you completely. But I would probably focus on building an actual traditional trailer setup or trucks that we're going to do trailers out here, bro. Well, then just build a flatbed, like how, how I got and fucking do it traditionally, like with the fucking eight gallon or 10 gallon per minute motors and a buffer tank and an AR 45 is your softwash unit or something. Do you use an AR 45?

You like that? I love it. But just to, that comes off a pet off a pressure washer, right?

Uh, no, it doesn't come off of a pressure wash. It comes off of a motor, but it's not off of a pressure.

Is it DC? What do you mean? Is it battery powered?

Yeah, it's battery powered. So it's quiet? No, it's not quiet. Sounds just like a motor. I mean, just like your five gallon per minute cranking up and running probably. But it's electric? No, it's not electric.

It's gas. I sell on electric up here. I mean, so I use differentiators.

I don't know anything that's electric that would actually be good in the washing industry.

With the pressure washer, the technology is not there yet.

You can probably get into like drone washing or something.

No, no, no. Like I rinse with seven gallons a minute and it's quiet. I wash it five and a half gallons a minute.

Right, but that seven gallons per minute is not equivalent to what I'm washing down with an eight gallon per minute pressure wash.

I don't need that on a roof. The runoff on that's a lot.

Yeah, I understand. If that's what you're focused on is just roost, then I would use a soft wash unit, which would be an AR-45 or the Moflow.

And that's not electric though. Nothing's electric. My stuff is.

Yeah, but But I'm not going to cost a fucking fortune. We're fucking. So here's here's the thing. I built both of my trucks for what you built. You got one of your that one truck for.

So I'm going to break this thing down. I'm going to reverse. We're going to make something out here. This D.C. rents. I'm going to there's a guy up here.

And I'm sure in California, y'all got more people. I'm not California.

I'm not I'm in Washington, or in Washington. I'm in Washington, California to be a nightmare to work with with all them guys down there. I'm gonna watch. We got a lot of moss here. So I mean, I do need that a gallon a minute pressure washer from time to time. But on these roofs.

I don't have to I mean, Yeah, Roos, I mean, I would just use a 12-volt if you want electric. That's what I got. I got a 12-volt. That's what I use. I use a 12-volt. That'd be your best bet on Roos. That's what we use. But you could build a 12-volt system a lot cheaper than what that AC locker.

No, but I can run six different chemicals to this thing. Like, I can do a restore.

What's six different chemicals doing for you?

So I have an upsell, like if I do an asphalt shingle roof, I'd do it for like $1,250, to give you an example. Then I have another product that when I'm done, it's called Restore, and if the shingle's just a little bit crinkled or dry, I put that Restore product on there for another $850. It's just a second application. And they can see immediately it, it hydrates the shingle, it conditions the shingle. Rejuvenation. Yeah. And I can upsell it right there. That truck that I'm like, I don't like that company. And I don't like that truck just because how I've done experience I had with them, but how they built in the up sales. How would I can say, I've been in sales all my life. I'm going to do it with different equipment and I'm going to retrofit it. I'm going to stay electric. I'm going to stay. I sell on electric. I run circles around these guys because they're loud and I'm more money. Are you really guys really want those guys in there with their trailer waking everybody up in the morning? I can be here at six in the morning. You won't even know I'm here and I'm 400 bucks more. And I mean, I kill them.

You want those guys over here waking you up. I won't even know you're here.

You won't even know I'm here. I mean, I want to stay electric. I'm sold these I'm sold on the DC pressure washers. Aren't there yet? The power, it's not there. Still need that sledgehammer. I mean that five and a half gallon thing. It's great out there with dust. It's I'm out here with Moss.

I want to, so that's why I was going to flow would really benefit you because you can actually adjust it from a hundred PSI all the way up to 500 PSI. What is that? But it's gas. It's not electric.

Yeah. I mean, I want to try to stay on that electric kit, but I got it. We're going to pay. I'm going to, I'm not going to buy another piece of equipment from that company ever.

And I suggest, and I tell people all the time, just go on Amazon and buy you some 12 volts.

But I like the look of the Rolls Royce. Those rigs look slick.

I want them to look, I mean, when I pull in to another thing, you could probably go to that's not electric. What is that other fucking thing? Air. No errors matter because it runs off of a damn.

I don't want to reinvent the wheel. This has already been invented. I mean, it runs off of a generator. I'll bet you Cody Yarbrough going to come up with some D.C. stuff in the next couple of years.

Yeah.

Nice and quiet. And I mean, I would definitely buy some of his D.C. equipment. I mean, I drive out there and pick it up myself. if he came out with something DC. But there's a guy up here, expert power wash. He's got Tim Cray. He builds skids. And if you're in the Northwest here, he's got, everybody's getting skids from him. And if I can, he hates working on my skids, that skid. So I got to get him in the winter when he can actually put his head on like retrofitting it. But I'll roll up next year with a DC quiet skid. And I'm probably gonna take, I'm gonna be like, he'll take the windows off of it. and then keep the window guy separate.

Right. Yeah. I would do that. But if you're just focused more on like roofs and stuff and your motive is quiet, then yeah, I would just stick to those, those 12 volts. But now I got them bigger than seven gallon per minute. I think they've got them now. The fucking, I think that Cody dude's got like the super 60.

I don't need that one. Yeah. He, that is a nice pump though. Yeah. Yeah. You follow those guys.

Nah, I don't like him too much, man. You don't like him? Nah, he's too cocky for me.

You know what? They got more cocky over the last year. That's what money'll do.

Yeah, they're just internet fucking celebrities.

When you first jump into it, dude, they're preying on that new guy.

It's all they do is prey on the downfall or the prey on the newbies or whatever for everything that they have and those traitors that they have.

I was willing to pay. I'm willing to pay. I wanted to hurry up and cut to the chase because I worked for this company, this junk company. And when I parted from the junk company, I wanted to get right to it. I didn't want to house tap. So I'm willing to pay for education. Yeah. I don't, and I'm going to tell you, I don't regret one dime I spent with them guys because I get it back out there in the field.

I get it in my mind. As long as you're learning, then hell, it doesn't really matter who teaches you.

And I'm a slow learner. So, I mean, I got to pay 1500 bucks for like, I got, I got their course. I got them like right here, the how to wash course. And I referred it to the other day for something. And I bought, I mean, where else would I get that much classes? You know what? I bought AC stuff. And as soon as we parted ways, he fucking locked me out of the goddamn Academy and I paid for it. I mean, don't get me going. I don't regret a bit of like what I got from those guys. I mean, I'm coming across other guys like now that like, like John Sabo, you know, that guy.

So many fucking pressure washing people out there is so hard.

This is what I like about the Brotherhood. I called him on a Sunday. I was posting shit about AC's company, blasting them early on the show when I was having troubles with them. Go read my one star review on them guys. It's all there. that I was blasting them and then this guy reached out to me and he told me how to downstream so I could pay my bills this fricking winter when I was down. My truck payments, dude. He taught me about downstreaming. That AC electric rig I got, I'm the only one that got a downstreamer built into the pressure wash reel because the thing broke this winter. I couldn't get it fixed and I'm trying to work it out. Anyways, he made one phone call to me, dude, and I was out making money that afternoon with the downstreamer on there.

Then he had five and a half gallon puts it out pretty strong too, with the chemical ratio.

Sure. And then he called me and told me about the super soaker. Right. And he said, you can do it all out of one hose. So, I mean, so I thought I'm not kicking my, I went into business for the big picture. Right. I wish things would went different over there, but I mean, the guys I've met and the things I've learned, I wish, but How I learned about systems and getting back to systems and processes is that when I was at that junk company, the owner, you know, he doesn't touch anything. It's a $20 million a year franchise. And when you go, I'll go on his LinkedIn profile and he specialized in systems and processes. Right. While I worked at that junk company, I was watching from the top or from the bottom to the top. They're running all this, this efficiently with all these systems and processes. So then, uh, and that's what I went out when I run out to Roanoke, Alabama, that's what Colleen was talking about. Systems and processes, Mike Van Dam, you know, you don't got, and I learned stuff from people all the time.

Nobody's going to buy anything until you have systems and processes in play. They don't buy you when they come by your company. They're going to buy your systems and processes, because that's what they're going to do.

Yeah, if you want to sell your company, exactly. And that's what got me into it.

Well, that's what everybody should be building towards anyways. They should just be building to fucking continue to work in the damn thing they're selling, because at the end of the day, you got a fucking job.

Yeah, so you got an exit plan?

Yeah. That's what I'm building up. I'm building up all of that shit, man. I didn't know what the hell I was fucking being in this shit for fucking 10, 20, 30 years. Now you're going to build somebody come in and buy this shit out. This is going to be a franchise company at some point.

Yeah. Yeah. I was, you know, I was thinking about when I don't want to, I was thinking about doing the franchise thing. Cause I watched the business model from when he heard got junk, how they did it. But I think I'm going to stay, I'm 57. I'm going to stay mean and lean.

I mean, everybody has their thing and their motive. At the end of the day, there's so many different avenues when it comes to- Well, you're at a good age.

You're at a good age for franchising. I'm 57. Yeah, I'm 38. Yeah, different game. And I want to go grow trees. I'm doing this so I can go get a tree farm.

Right. I understand.

That means shit. I mean, I want to do this for like five, six years. You can make good money just five or six years. And then I got a young guy coming in that I'm going to let him buy me out over the next six, seven years.

That's my excuse. See, my goal is to continue doing what I'm doing and then, you know, go buy more land and continue farming. Yeah. And just continue doing that shit, because I love animals. Yeah, that's what I like and like doing is dealing with stuff like you like.

You like them because they're delicious. Yeah.

I like it for the wrong reasons. I'll always be. The world goes to shit, I'm eating. But, uh, what are you excited? What are you most excited about for 2020 forum? Wrap this up here in just a second.

Um, just learning and networking. I mean, every job, some, you know, I post a lot of stuff. A lot of those jobs aren't fucking profitable deals, but they look good. So I'm excited about getting my paperwork back from my accountant and seeing like the, the, the margins, you know, the, the outgoing expenses actually look on a spreadsheet and actually being able to like, look what I'm spending on soap. And I'm focusing on getting a new soap line. Cause I can save 30% of that.

And then focusing on something else, you know, like do you have, do you have a CRM or anything like that in place?

So I come from a marketing sales background. And I know the importance of a CRM. I'm gonna tell you, I was working this part-time that first year. May was my first full-time month, just May. So I was just using QuickBooks for my CRM. I'm getting ready to import. I was gonna use ServiceMonster. But they were 109.

Is that yours? No, that's not mine. I used to, I used to together. I pay, I pay probably about 500 and something dollars a month between the two that I use. Does that do scheduling though too? It does everything, man. So like house call pro does our scheduling, our invoices, GPS tracking of our trucks.

Oh, no shit.

Yeah, I can, I can find out where my guys are at any time of the day. They can clock in and out on their hours. I can do payroll through, through house. Oh man. Then go high level is basically my call center database. So all our calls will come into the go high level. Um, we can run marketing strategies out through the go high level.

Um, that's connected to the house call.

That's not how connected to it. I had that built first. And then I basically had the house call pro because I have employees and I needed something more for scheduling. So I was doing everything off of, uh, go high level. But as you get more people besides yourself, um, you need, you need other things like the scheduler and shit like that.

Whatever software do you use?

The softwares that we use is go high level. Uh, house call pro company cam. What's company count. It's a storage so that none of those pictures that you're taking on your phone, stay on your phone. They go into a storage so that you actually free up your phone. Okay. Um, that's pretty much it when it comes down to stuff like that. Then I have a VA for an admin. Uh, she costs $1,500 a month for us to use her for 40 hours.

What'd she do? Just orchestrate everything on the back?

Yeah, everything, everything to do with, uh, invoicing calls, text messages, takes phone calls from eight to five every single day, Monday through Friday. And then also helps out with a range of other things, too. You probably need to get somebody like that in place so that you're not doing everything yourself so that you can actually focus on the field part while you're out, out in the day.

Not what I've been focused on lately is poaching the best, best technician away from a company in Portland. Yeah, I think I got him. The kid knows how to work on the rig and everything. And I think I got him so that I can focus on sales.

Right. Well, we'll have to talk more about all of this. I've got somebody else that's waiting for his show. All right. Back to back. And I usually go about 30 or 40 minutes.

So I appreciate you, bro.

Yes, sir. Let's get together. That's the end of that's the end of this episode. Y'all go subscribe on all the platforms. It was a pleasure talking to you. Peace. Peace.

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