Dylan Thornsberry
@dylthorn
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Christmas Lights and Gutter Cleaning in Seattle
Kenmore, WA
Joined May 2021
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Guy I know got a 75k residential Christmas lights job . Tennessee
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Best side hustle? Christmas Light Hanging.
Buddy of mine makes 600k per year hanging lights in Long Island. Best part? He's a full time high school teacher already making 6 figs with amazing benefits. He runs 1 crew October - January.
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Wiseguys ProWash does 4mm a year pressure washing in Atlanta GA.
Here’s how:
-In person estimates, sell packages.
-Average job 1500.
-Same week service
-Tight service area < 10 miles.
-Marketing: Yard signs,door hangers, google ads, & GOOGLE REVIEWS (1500+)
- Consistency.
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70% of purchasing decisions are made by woman.
So why not focus your marketing on what woman want?
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Florida washers be like: You can't get more than 99 for a house wash.
Meanwhile this guy in Florida got a cyber truck for pressure washing
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Half of the roofs I get asked to clean look like this..
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(1/2) Roofers looking to add $$$
👇👇
Contact every gutter cleaner in your market, mail them a gift basket or some BS. Tell them you'll give them 100 bucks per referral/appointment.
I'm a gutter cleaner and here's how many roofers have reached out to me in 3 years: ZERO
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Cheapest way to get leads for any SMB: yard signs.
Order 1000+ for 1.5 bucks per sign.
Put at stop signs / intersections/ telephone polls.
hire a guy for 85c a sign to put them out in designated areas.
Add in some local fb groups posts, google reviews, and you'll explode
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AA Window & Gutters in Seattle WA does 18 million a year cleaning gutters and windows.
Their secret?
They focus on recurring revenue.
To keep things simple they DO NOT do services such as house washing or pressure washing because they typically aren’t recurring.
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Checking my numbers this year we will do ~ 110k.
Here’s the thing…..
I put out less than 100 yard signs
I did zero google ads
Zero fb ads
Didn’t do any follow ups other than automated reminders .
With actual systems in place the sky is the limit in lights.
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Downside of Commercial Work Net 30 60 180 365:
Buddy has over 100k in receivables for pressure washing to a large food franchise that went belly up, he will never be paid.
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(1/2) Shine Windows & Eaves Cleaning started 6 years ago and now does 4mm a year. (Confirmed via owner Dan)
Sales Playbook:
In person sales, sell yearly contracts:
Ex) - 2x a year windows, 1x a year gutter clean out. Total = 1700. 25% due at time of signing.
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@CollinJHumphrey
Ever try bracketing ? Ex 'All the bells and whistles, highest upgrades, typically cost 30-40k'... 'and a more basic bathroom cost 20-30k', which one makes the most sense? Now we know their budget without asking them
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Buddy of mine started a power washing business near me. 30 years old with 3 kids. He bought a fancy 30k wash rig, quit his 6 figure job at boeing. ALL IN. He had no work. Then his rig burned to the ground.
He quit washing and moved to Michigan to work on the assembly line.
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Damn I got screwed
Facebook was hacked
They changed my password, phone numbers, email, I can’t do anything and no phone number to call.
Wtf
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HVAC sales people are savages.
You: "oh you're getting 3 quotes"?
Customer: "Yes, I always do".
You: "Great, which companies?I have their quotes right here in this folder".
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Meet Griswold Christmas Lighting.
This was his first year in Christmas light installation in Palm Beach Florida.
Marketing - 800 yard sings & Facebook ads.
Results:
600 pre-qualified in person estimates @ 20% close rate.
He did 242k revenue.
Not bad!
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2-3x a week a customer asks for a good roofer or landscaper.
I’ve never had a roofer or landscaper reach out to me ever.
Lots of opportunities in basic networking with other trades
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This is what I started cleaning gutters with.
You don't need any fancy trucks.
Ladders, leaf blower, hose.
Knock some doors
Put up yard signs
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Picked up a squad of helpers today at Home Depot. These guys kill it.
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This is how they clean gutters in Atlanta. Since 80% of the roofs are steep, they have one guy straddle the roof with a rock climbing harness that's attached to a guy blowing out the gutters. 15-20 minutes per house with this method.
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@becomeamannow
Definitely not a good response. Too personal and defensive. And don’t try to teach them a lesson
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Biggest mistake I constantly make is BS assumptions.
Who would ever want a gutter cleansing 6 times a year?
You’ll never know unless you ask
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Starting to get the hang of pressure wash quoting. Schedule estimate, show up on time, walk around property point to everything we can clean. Give them 3 packages, they pick the one within their budget. 100 deposit. Schedule job. Rinse and repeat.
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Never EVER give a customer an exact time you’ll be there for an estimate.
Instead,
‘We will be there between 12 and 5pm, you’ll receive a notice when we are on the way’
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Currently at a chrimstas light training. One guy here sold 200k in landscape lighting last year and he has NO TEETH. 10k+ landscape jobs with NO TEETH. he flew to India last month and got new teeth.
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If you want to learn to run a successful smb -
Don’t follow me.
My life is weird and I don’t make much money. ✌️
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Roof cleaning in Florida- spray bleach on roof and leave. 30 minutes.
Roof cleaning in Seattle - scrub moss, blow off roof, clean out gutters, test downspouts, spray bleach on roof. Clean up all debris on ground. 6 hours.
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300k monthly pressure wash all residential in Portland Oregon. Interesting watch.
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Yard Sign Tip: Put your name or website on it! It does not build trust if you have no brand.
Also, people often go to your site and fill out the form instead of calling.
I see people afraid of the stigma but billion dollar companies like GOT JUNK do it daily:
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There is a company that does 10mm a year ARR.
And all it does is remind your customers to leave google reviews. Incredible.
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A customer screenshotted my pricing and exposed me in a local fb group (they didn’t reveal my company name though)
In response I put out 50 yard signs tonight 🦶
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I DO NOT trust a pitch hopper. If you’re putting your life on that thing you’re a psycho.
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Gutter repair is the easiest upsell for gutter cleaning in history. They’re really gonna get a 2nd opinion for a 150 repair? Takes 10 min and 100% close rate
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Roof cleaning buddy has average ticket of 1500. His secret? He’s the only one who goes in person and meets with people, and sells everything that needs a clean. Close rate 90-100%. Lesson? Online quotes are overrated, and they never see value in your service.
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Gutter cleaning is starting to give me brain damage. Charge 200-300 bucks per job and you get call backs for dirt on some nook and cranny on the deck. That’s why I prefer Xmas lights.
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Why Christmas lights?
Charge same price each year (October is 10% off just to fill it up)
It just builds on itself. When customer leaves u reuse their lights.
Each year install gets faster .
Dummy-proof way to make 6 figs in 3 months. Just don’t give up
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Thanks to twitter I am prequalifying much faster, no time to waste
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The best customers are ones who recently worked with a contractor. They know what things cost and don’t care about a 900 roof clean when compared with a recent 25k deck or 45k roof.
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Cut and ran from a project today.
Underestimate a tree.
Refunded and moved on. Sorry !
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When you offer the customer a refund and they refuse and leave a bad review because of their ‘integrity’
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The more I’m in business the less I believe in good websites, google, reviews, etc… and more I believe in just making connections or cold calling.
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Throwback to peak stupidity hanging Christmas lights .
This is where unchecked greed will land you.
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Christmas lights on google is open season.
There is NO competition,
everyone adds on the service and few people actually specialize,
I rank super high, top 3 and it’s only been 12 months since I made my profile.
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To make 200k net profit in washing you'll need to target 500k sales. Or 2000 per working day.
Why 200k net profit?
Well a lot of normal jobs land you between 100-200k and aren't that hard.
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If you're doing in person estimates there's no reason not to have a little folder of your work.
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If I was wanting to a grow a successful SMB, I would NOT choose soft washing. Gutter cleaning is fine though
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Buddy of mine has a $2,500 average Christmas Light Ticket across 350 jobs
His Packages:
Grinch - Roofline, Wreath Columns
Buddy The Elf - Roofline, Wreath, Columns, Garland, Ground Lighting
Christmas Miracle - Roofline, Wreath, Columns, Garland, Ground Lighting, Trees
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If you move to Seattle and do : roof replacement, roof cleaning, gutter cleaning, gutter repair & gutter installations. That’s a killer business that they will never be slow.
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'I've never cleaned my gutters because I have gutter guards'
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In a week I typically use 100 gal SH (500 bucks)
200 bucks in gas (7mpg truck)
1k in labor for helper
1700 weekly cost before adding in overhead for insurance, equipment, marketing, my own labor rate, etc…
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Private equity kills customer experience in HVAC? Not always. This customer got 10-12 quotes and chose a private equity HVAC company. PE may be pricier but if they can get to your issue in a month less time they DESERVE to be paid more.
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I was wrong….
Texting clients is epic, now I text all the time 6-10pm scheduling , quoting, etc.
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The customer when you present your top package for Christmas Lights and its $10,000
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What’s the importance of a brand in pro Christmas lights? I don’t see anyone really doing this except for guys in hvac plumbing. Big opportunity to stand out. I’m looking into this for next year
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What's the deal with people who fill out forms, live in your service area, but turn into a ghost after filling out the form? I assume another company got to them quicker
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My first big tree, ended up with a bunch of blue on this side,
Overall I’m happy
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@irentdumpsters
Roofing has warranties and other complex BS. An error can cost a ton of money. Painting wins imo
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'No way you can do 5k a day just hanging christmas lights'
Jack - We did back to back 15k + days.
This is why we love November! Back to back 15k+ days. Adding a 4th vehicle for installs
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Custom sign celebrations is the most profitable niche business I’ve heard of.
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Customer- ‘I want a new toilet’
Plumber A - ‘toilets range 1500-3500’
Customer - ‘too expensive’ hangs up the phone
Plumber B - ‘we can come out for an estimate’
* quotes customer 2500*
Customer - ‘pricey but since you’re here and I need a new toilet go ahead and do it’
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@TheGingerRoofer
Meanwhile in Texas one drop of hail hits and they replace a 2 year old roof.
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How shady is it to offer 5% off for booking same day as the quote?
The way i see it - we immediately schedule the job and do not worry about follow ups. That's worth a 5% off hit to me.
but it also comes off as 'high pressure sales'
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Xmas lights plan
We will do in-person quotes.
Prequalified to a 1k minimum(may play with this number) under the LEASE model.
Then, we go out and build them 6 packages from 10k to 1k. Ask them which package they want.
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This zinc powder stuff, throw it on the roof after a gutter cleaning and charge extra 100 for 5 minutes of work
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Is there a closing rate that 'makes sense' for contractors ? Buddy of mine targets 49% close rate @ 1500 average ticket in pressure washing. On-site estimates.
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I will be offering permanent Christmas lighting for Spring. Plan on selling it @ 35 per foot I'm using the Minleon USA kit.
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@marcscribner
The top concern I often hear from NIMBYs is about traffic. If you offer no solutions they will eat you alive.
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@MultifamilyMad
I could throw a rock and hit 50 pest control companies . How is there this much demand?
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I was talking to someone who does Xmas lights, he also runs a successful pressure Wash biz.
He told me
- average ticket 2200
- closing rate 8-10%
- 100% of estimates are in person
Imagine going to hot leads in person and turned down 9 out of 10 times.
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Just realized I did 200k my first 12 months!
Not sure where all that the money went but it’s decent
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Lethal business combo
- Christmas Lights
- Permanent Christmas Lights
- Landscape Lighting
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Would you rather have a xmas lights quote like this:
(ALL OPTIONAL)
roof line - 1000
trees - 800
wreath - 300
bushes - 400
OR
Gold - 2500 (ALL)
Silver - 1700 (roof, wreath, bush)
Bronze - 1000 (roof only)
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Pest control had to be the best home service. The only one private equity loves.
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Each google review is worth like 500 bucks, so doing free work to get them makes sense
Launch like a pro!
Accumulate 20 reviews your first weekend Power Washing or Window Cleaning.
⭐⭐⭐⭐⭐
Here's how to do it:
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@CollinJHumphrey
Yeah a lot of the guys are also landscapers / roofers / pressure washers / gutter cleaners / painters.
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Been thinking less of terms of footage , more of terms of # of strands for Christmas lights.
Time spent on job is largely about number of strands. Also how steep is the roof.
Cost of materials is determined by # of feet
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As much as I love online quoting…
I’m crushing in person estimates. If I had a sales rep they could add massive revenue each year no doubt
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