Welcome back to the Lean and Mean Academy, where we break down how to make one truck equal big profits in the pressure washing game. In today’s story, I’m walking you through a real-life soft washing job — a grimy courtyard and a filthy wall — for a long-time recurring customer. Since 2018, this client has called me every year to knock out this job, and every year I show up, deliver the goods, and collect that check.
This is about more than just spraying some walls — this is how you create a sustainable, profitable softwash business that keeps your phone ringing year after year.
The Setup: One Truck, One Operator, High Value
Let’s get real. You don’t need a fleet of trucks to make serious money. This was a one-man, one-truck kind of day — the kind of setup I preach about every single week. Low overhead, high return. The customer knew exactly what to expect, and I was in and out in about an hour.
But the reason I could be fast, efficient, and generous is because I priced it right.
Too many guys get into this business thinking it’s about being the cheapest. Nah. It’s about being the best. It’s about showing up when you say you will, treating the property like it’s your own, and having enough margin built in so you can do those little extras that make people remember your name.
Cleaning Strategy: Soft Washing With Integrity
This courtyard was a classic example of organic growth buildup — moss, mildew, spiderwebs, and all the gunk you’d expect in a shady area. Here's how I approached it:
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Soft Wash First: Gentle treatment first to break down all the grime without blasting the surface.
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Pressure When Necessary: I always start soft, then apply pressure only when it's needed. That protects the brick and extends the life of the surfaces.
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Plant Protection: You saw the pre-soak — I always protect customer landscaping like it’s gold. Those roses and ferns aren’t just pretty; they’re irreplaceable to the homeowner.
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Attention to Detail: Rinsing off courtyard furniture, knocking down a dirt dauber nest, hitting the cobwebs. Did I charge extra? No. I made enough from this job because it was priced correctly.
And now? She’ll call me next year. Again.
Why Recurring Clients = Gold
Let’s talk about repeating revenue for a second.
This is the secret weapon of any smart pressure washer: recurring clients.
People who:
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Trust your work
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Know you’re going to show up
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Don’t nickel and dime you
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Tell their neighbors about you
This is the kind of client you want to build your business around. Because when you do it right, word travels — especially in those well-off, close-knit neighborhoods where everyone wants the cleanest home on the block.
In fact, this job led to another — I spotted some moss on the neighbor’s roof, quoted it right on site, and landed that deal before I even packed up.
Word-of-Mouth is a Perk, Not a Strategy
You might be tempted to lean on referrals as your main growth engine, but don’t get lazy. Word-of-mouth is a bonus, not a business plan.
You have to stay:
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Proactive in marketing
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Consistent in service
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Visible in your community
Show up. Be professional. Be generous. That’s how you keep clients coming back and get new ones while you’re at it.
Want to Learn Softwash the Right Way?
If you’re reading this and thinking, “Man, I’d love to be doing this full-time,” — let me put you on game.
✅ SESW Softwash 101 is the go-to starter class I always recommend.
It’ll teach you:
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How to clean roofs, siding, and flatwork safely and efficiently
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Mix ratios and chemical safety
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Proper plant and property protection techniques
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Equipment setup and maintenance basics
Whether you’re brand new or just need a reset on your fundamentals, Softwash 101 is the course I wish I had when I started.
👉 Check it out here: SESW Softwash 101
Final Thought: Be the Guy They Remember
The customer remembered me. She remembered how clean her courtyard was last year. She remembered how I showed up when I said I would. And she’ll remember again next year.
Because that’s what being Lean and Mean is all about.
Word of the Day: #Courtyard
Made it this far? Drop a #courtyard in the comments below — and I’ll hit you with a #lean right back. Keep grinding, keep learning, and as always:
Keep it lean. Keep it mean.
See you in the next one.
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