ommercial pressure washing is changing—and if you want bigger contracts in 2026, you’ve got to win the winter and build relationships the right way.

In this episode, Sam Gimbel (Atlas Outdoor) breaks down how they grew from a driveway start to a $9–10M company, and the exact sales mindset that wins commercial accounts—even when everyone else gets ignored.

In this episode, you’ll learn:

• The #1 trait that separates small businesses from $10M+ operators
• How to stop getting blocked and start getting introduced
• Why you must win the person at the counter (gatekeeper strategy)
• The winter pipeline system: quotes, relationships, spring rollout
• The “hunter vs farmer” mindset for sales in home services
• A simple lunch drop-off strategy that turns into long-term contracts

✅ Free Training / Start Here:
Website: https://pressurewashingpastor.com

Coaching / Academy: https://pressurewashingpastor.com

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#pressurewashing #smallbusiness #sales

Chapters / Timestamps

00:00 Intro: prove you’re not “another salesperson”
00:32 Show intro + what the podcast is about
01:13 Meet Sam Gimbel + the winter war series setup
02:41 Flint, Michigan winters + Atlas Outdoor overview
03:22 How Atlas scaled: mistakes → systems → growth
04:24 Service mix: landscaping, outdoor living, snow
05:35 Revenue target + seasonality realities
06:04 The one word behind growth: intentionality
07:13 Winter strategy: relationships + spring pipeline
08:38 Stop turning marketing off when you’re busy
10:02 Build today for next year’s sales
12:08 “Garage Sam”: early winter survival services
13:50 Hedgehog concept: say no to the wrong work
14:30 “Trash pickup paid my mortgage” (creative revenue)
16:00 “General Gimble” + winning the war theme
17:44 Identify your avatar client
19:01 Winter quote engine: prep estimates for spring
19:40 Farmer vs hunter sales mindset
20:45 “The gold rush is over” (selling got harder)
22:50 Relationship strategy: win the gatekeeper
26:01 Your time isn’t free (free lunch lesson)
27:32 The lunch drop-off strategy that closes deals
29:40 Portfolio thinking: make managers’ lives easier
30:38 Follow-up strategy + team roles (techs vs closers)
33:16 Align the team with the “why”
35:05 Summary: the counter person sells you upward
35:42 Where to find Sam
36:40 Outro + Wash & Win Academy CTA