From $1,000 to $1.1 Million: The Rise of Mount Baker Window Cleaning with Jackson Blackburn

Imagine starting a business with just $1,000 and scaling it to a projected $1.1 million in revenue within a few years. That’s the remarkable story of Jackson Blackburn, the founder of Mount Baker Window Cleaning, a Bellingham, Washington-based company that’s redefining the exterior cleaning industry. Since launching in 2017, Jackson has grown his business from a solo operation to a team of 12, offering a range of services from window cleaning to roof and gutter maintenance. In this article, we’ll dive into Jackson’s journey, explore the exterior cleaning industry’s evolution, and uncover the strategies that propelled Mount Baker Window Cleaning to success.

The Exterior Cleaning Industry Before Mount Baker: A Fragmented Market

In the mid-2010s, the exterior cleaning industry—encompassing window cleaning, pressure washing, gutter cleaning, and roof maintenance—was a fragmented but growing sector. According to IBISWorld, the U.S. window cleaning industry alone was valued at $1.2 billion in 2017, with an annual growth rate of 2.5% from 2012 to 2017, driven by rising demand from both residential and commercial clients. Homeowners sought curb appeal, while businesses needed regular maintenance to uphold professional appearances. However, the industry was dominated by small, local operators, many of whom lacked professionalism, consistent branding, or scalable systems.

Challenges were rife: low entry barriers meant fierce competition, often driving prices down and squeezing profit margins to 10-15%. Seasonality posed another hurdle, with demand peaking in spring and summer but dropping sharply in winter, especially in rainy regions like the Pacific Northwest. Many businesses struggled with inconsistent revenue, high employee turnover due to the physical demands of the job, and a lack of customer service standards. Marketing was often limited to word-of-mouth or outdated methods like flyers, leaving little room for growth. This was the landscape Jackson entered—a market with potential but in desperate need of innovation, professionalism, and customer-focused strategies.

Jackson’s Journey: From Seasonal Jobs to Business Ownership

Jackson Blackburn’s path to founding Mount Baker Window Cleaning wasn’t a straight one. Before 2017, he spent years bouncing between seasonal jobs across the country, working stints of three to six months in various industries. “I was moving across the country to all of these different jobs, trying all these different things, and none of them really clicked for me,” he recalls. The constant job-switching left him exhausted and defeated, yearning for stability and autonomy. “I realized, I need to do something for myself. I need to be my own boss and make my own decisions,” he says.

In the fall of 2017, Jackson launched Mount Baker Window Cleaning out of necessity, starting with just $1,000. He chose window cleaning for its low startup costs and accessibility. “You can certainly start with as little as a thousand dollars,” he notes, a stark contrast to industries like lawn care or construction, which often require tens of thousands in initial investment. Armed with basic supplies—a squeegee, t-bar, scrubber, razor, Brillo pads, microfiber towels, and a bucket—Jackson hit the ground running, focusing on residential clients in Bellingham, Washington.

Building Mount Baker: From Solo Operator to $1.1 Million

Jackson’s early days were a grind. With no financial cushion, he had no choice but to succeed. “I did not come into this business with money. I had bills to pay, I needed to get my rent paid on time,” he explains. His first clients came through sheer hustle—printing 1,000 thick index cards, punching holes in them, attaching rubber bands, and spending an entire fall distributing them as door hangers in targeted neighborhoods. This grassroots marketing paid off, landing him enough jobs to get started.

As a solo operator, Jackson quickly realized the importance of scaling. “If you have enough work on the schedule to support yourself, you probably have enough work on the schedule to support a full-time employee,” he advises. He hired his first employee within months, a pivotal step that allowed him to take on more jobs. However, early growth wasn’t without mistakes. “Our biggest mistake was not having good systems built around onboarding employees and actually getting them trained up to speed,” Jackson admits. High turnover plagued the business, with employees lasting just 6-9 months due to inadequate training.

A turning point came when Jackson hired a business coach, David Moerman of Home Service Business Coach, a couple of years ago. David’s mentorship was transformative, helping Jackson triple his revenue from $400,000 to $1 million in just one year. “He was able to give me the equations and the formulas to plug into my business to help it grow,” Jackson says. Key to this growth was implementing systems—particularly for training and delegation. Jackson hired an operations manager, Trent, and an office manager, splitting his role into specialists to focus on high-level tasks. For 2023, Mount Baker is projected to hit $1.1 million in revenue with a 20% profit margin, a strong figure for an industry where many struggle to break 15%.

Operations and Challenges: Systems, Seasonality, and Scale

Mount Baker Window Cleaning offers a full suite of exterior cleaning services: window cleaning, roof cleaning, gutter cleaning, siding cleaning, and concrete washing. “We are full exterior cleaners, so we’ll take care of anything from the roof down to the concrete,” Jackson explains. Window cleaning is their most popular service, performed at nearly every job, but roof and gutter cleaning are the most profitable. “The longer you can stay at one site, the more profit you’re going to be able to produce,” Jackson notes, emphasizing the value of upselling. Using tools like CompanyCam, his team assesses entire properties, recommending additional services to turn a $200 window cleaning job into a $2,000 comprehensive cleaning.

Seasonality remains a challenge in the Pacific Northwest. “It’s definitely a seasonal business,” Jackson says. Revenue peaks at $120,000 in the best months (spring and summer) but can drop to $20,000 in the dead of winter. To combat this, Mount Baker introduced a holiday light leasing program, handling design, installation, removal, maintenance, and storage for clients. “It really adds like three more months to what might be an eight-month seasonal business,” Jackson explains, keeping his team busy through November, December, and January.

Employee retention has also improved with better systems. Mount Baker now has a two-week training process: the first week includes office-based video modules, PowerPoints, safety training, and hands-on practice at the operations manager’s house (“He’s got the cleanest house in town,” Jackson laughs). The second week involves shadowing lead technicians, ensuring new hires are job-ready by week three. This has boosted retention, with most employees now staying over a year, up from 6-9 months previously.

Marketing and Customer Focus: Community Over Ads

Mount Baker’s marketing strategy prioritizes community engagement over traditional ads. While they use Facebook to reach clients, Jackson warns against overspending. “We lost around $6,000 one year in Facebook Ads because we thought we had set it up properly,” he admits. Instead, organic methods work best. “People really aren’t interested in getting spammed with advertisements,” he says. Posts showcasing community involvement—like cleaning and resealing a local skate park—garner the most engagement, doubling likes compared to promotional content.

For lead generation, Mount Baker aims for 200 leads per month during the busy season, managed through Jobber, their customer relationship management (CRM) software. Clients can request quotes via the website or phone, and the team uses online tools like Google Street View and county assessor data to provide virtual quotes for smaller jobs. For jobs over $1,000 or homes valued above $1 million, they visit in person, increasing conversion rates by 20%. “They’re way more likely to book with us because now they trust us,” Jackson explains. The company caps marketing spend at 7% of revenue, a disciplined approach that ensures profitability.

Customer service is a cornerstone of Mount Baker’s success. “We actually believe that we are a customer service-based business that happens to clean windows,” Jackson says. Dedicated office staff ensure quick responses, setting them apart from competitors who might be too busy on ladders to answer calls. This focus on experience has built a loyal client base, with many returning annually.

Industry Impact: Setting a New Standard

Mount Baker Window Cleaning has raised the bar for professionalism in the exterior cleaning industry. By focusing on systems—training, delegation, and customer service—they’ve shown how a small operation can scale without sacrificing quality. Their emphasis on employee well-being, with a four-day work week and above-industry-standard pay, challenges the industry’s high-turnover norm. Community involvement, like donating to the Baker 542 Ride Special Olympics team and the Whatcom Mountain Bike Coalition, reflects a broader mission to give back, resonating with clients who value social impact.

Jackson’s journey also highlights the power of mentorship. After benefiting from David Moerman’s coaching, Jackson became a coach himself at Home Service Business Coach, helping other entrepreneurs scale their businesses. “The people that we have in our group are so fantastic to be around,” he says, noting the value of connecting with motivated peers in weekly Zoom meetings.

Lessons for Aspiring Exterior Cleaning Entrepreneurs

Jackson’s story offers actionable insights for aspiring business owners:

1. Start Lean and Focus on Marketing: Don’t splurge on equipment upfront. “Put it into your advertising, put it into your marketing, and make a fantastic brand,” Jackson advises. His $1,000 startup focused on essentials and door hangers to land clients.
2. Master One Service First: Begin with window cleaning to keep costs low, then expand into roof and gutter cleaning for higher profits. “You want to be known for being really good at a few things,” Jackson says.
3. Invest in Systems: Robust training and onboarding processes are key to retaining employees and scaling efficiently. Mount Baker’s two-week training program has significantly reduced turnover.
4. Prioritize Customer Service: Quick responses and in-person visits for high-value jobs build trust and boost conversions. “We’re a premium-priced business,” Jackson notes, and clients choose them for the experience.
5. Combat Seasonality Creatively: Diversify revenue streams, like Mount Baker’s holiday light program, to keep the business running year-round.

The Heart of Mount Baker: A Passion for Freedom and Community

At its core, Mount Baker Window Cleaning reflects Jackson’s desire for freedom and community. He started the business to fund his love for snowboarding, mountain biking, and snowmobiling, and now extends that lifestyle to his employees. “We want to give our employees the resources so that they can also go pursue their love for recreation and the outdoors,” he says. This ethos, combined with a commitment to community involvement, has made Mount Baker a beloved local brand.

From a $1,000 investment to a projected $1.1 million in 2023, Jackson Blackburn proves that with grit, systems, and a customer-first mindset, a small exterior cleaning business can achieve big success. Mount Baker Window Cleaning isn’t just cleaning homes—it’s building a legacy of professionalism, community, and growth in an industry ready for change.

Mount Baker Window Cleaning and the Exterior Cleaning Industry

1. What is the exterior cleaning industry?
The exterior cleaning industry includes services like window cleaning, roof cleaning, gutter cleaning, siding cleaning, and pressure washing for residential and commercial properties.

2. How big is the window cleaning industry in the U.S.?
As of 2017, the U.S. window cleaning industry was valued at $1.2 billion, with a steady growth rate of 2.5% annually from 2012 to 2017.

3. What challenges do exterior cleaning businesses face?
Challenges include seasonality, high employee turnover, slim profit margins (10-15%), and competition from low-cost operators.

4. How does seasonality affect exterior cleaning businesses?
Revenue peaks in spring and summer but can drop significantly in winter, especially in rainy regions, requiring creative solutions like holiday services.

5. What is the typical profit margin in the exterior cleaning industry?
Profit margins average 10-15%, but well-managed businesses like Mount Baker aim for 20% by optimizing operations and upselling.

6. Why is employee turnover high in exterior cleaning?
The job is physically demanding, and without proper training or incentives, employees often leave within months.

7. How has the exterior cleaning industry evolved since 2017?
It’s become more professional, with businesses adopting CRMs, digital marketing, and diversified services like holiday light installation.

8. What role does customer service play in exterior cleaning?
Excellent customer service builds trust and loyalty, setting businesses apart in a competitive market where many operators lack professionalism.

9. How can exterior cleaning businesses combat seasonality?
They can offer complementary services like holiday light installation or focus on commercial contracts for year-round revenue.

10. What is the societal impact of exterior cleaning businesses?
They enhance community aesthetics, support local economies, and often contribute to charities, as Mount Baker does with outdoor recreation programs.

11. How does gender-neutral fashion apply to exterior cleaning businesses?
Uniforms like golf shirts with logos, as Jackson recommends, are often gender-neutral, promoting inclusivity and professionalism.

12. What marketing strategies work best for exterior cleaning?
Organic methods like door hangers, community involvement posts on social media, and joining local groups like the Chamber of Commerce are most effective.

13. How does the exterior cleaning industry contribute to environmental sustainability?
Some businesses use eco-friendly chemicals and water-saving techniques, though the industry still faces challenges with chemical runoff.

14. What equipment is essential for starting a window cleaning business?
Basics include a squeegee ($30), t-bar and scrubber ($25), razor ($30), Brillo pads ($2-3), microfiber towels ($50), and a bucket ($40).

15. How does the exterior cleaning industry support local communities?
By maintaining properties and supporting local charities, businesses like Mount Baker help communities thrive and encourage outdoor activities.

16. What are the benefits of hiring a business coach in this industry?
A coach provides proven systems, as Jackson experienced with David Moerman, helping scale revenue and streamline operations.

17. How can exterior cleaning businesses use social media effectively?
Focus on community engagement and employee highlights rather than spammy ads, as Mount Baker’s skate park cleanup post showed with high engagement.

18. What are the risks of overspending on marketing in this industry?
Spending too much, like Mount Baker’s $6,000 loss on Facebook Ads, can drain funds without guaranteed returns if not targeted properly.

19. How does the exterior cleaning industry handle competition?
By focusing on quality, customer service, and niche services, businesses can differentiate themselves from low-cost competitors.

20. What are the physical demands of exterior cleaning jobs?
The work involves ladders, heavy equipment, and long hours outdoors, often in harsh weather, making it physically taxing.

21. How can exterior cleaning businesses improve employee retention?
Robust training, incentives like tip lines, and clear career paths, as Mount Baker offers, help retain employees longer.

22. What are the benefits of starting with window cleaning over other services?
It has lower startup costs and simpler processes, allowing new owners to build a client base before expanding into more complex services.

23. How does the industry balance quality and speed?
Using the right equipment, like soft wash systems, and training employees ensures efficient, high-quality work without cutting corners.

24. What is the future of the exterior cleaning industry?
Trends include eco-friendly practices, tech integration (e.g., CRMs like Jobber), and a focus on professional branding and systems.

25. How does the exterior cleaning industry adapt to economic downturns?
By targeting essential maintenance for commercial clients and offering budget-friendly services, businesses can maintain revenue.

26. What services does Mount Baker Window Cleaning offer?
They provide full exterior cleaning, including window cleaning, roof cleaning, gutter cleaning, siding cleaning, and concrete washing.

27. What is Mount Baker Window Cleaning’s most popular service?
Window cleaning is their most popular service, performed at nearly every job.

28. What are Mount Baker Window Cleaning’s most profitable services?
Roof and gutter cleaning are the most profitable, as they allow technicians to stay at one site longer, reducing travel time.

29. How did Mount Baker Window Cleaning start?
Jackson Blackburn founded it in 2017 with $1,000, driven by a need for stability after years of seasonal jobs.

30. What is Mount Baker Window Cleaning’s projected revenue for 2023?
They aim for $1.1 million in revenue with a 20% profit margin.

31. How does Mount Baker Window Cleaning handle seasonality?
They offer a holiday light leasing program, extending their season through November, December, and January.

32. What is Mount Baker Window Cleaning’s approach to employee training?
They have a two-week training process with video modules, hands-on practice, and shadowing to ensure new hires are job-ready.

33. How does Mount Baker Window Cleaning market its services?
They use organic marketing like door hangers and community-focused social media posts, capping marketing spend at 7% of revenue.

34. What is Mount Baker Window Cleaning’s company culture like?
They prioritize employee well-being with a four-day work week, above-standard pay, and support for outdoor recreation.

35. How does Mount Baker Window Cleaning contribute to the community?
They donate to charities like the Baker 542 Ride Special Olympics team and the Whatcom Mountain Bike Coalition.

36. What equipment does Mount Baker Window Cleaning use for larger jobs?
They use a soft wash system with a 12-volt pump ($400-700) and a proportioner ($1,000) for roof and siding cleaning.

37. How does Mount Baker Window Cleaning manage leads?
They aim for 200 leads per month, using Jobber CRM to track quotes, invoices, and follow-ups.

38. What is Mount Baker Window Cleaning’s biggest mistake?
Not having proper employee onboarding systems initially, which led to high turnover.

39. How does Mount Baker Window Cleaning ensure customer satisfaction?
They focus on quick responses, in-person visits for high-value jobs, and educating clients without high-pressure sales.

40. What is Mount Baker Window Cleaning’s hiring strategy?
They recruit via Instagram to showcase culture, starting all employees as assistant technicians and promoting internally.

41. How does Mount Baker Window Cleaning upsell services?
Using CompanyCam, they assess entire properties and recommend additional services like roof or gutter cleaning.

42. What is Mount Baker Window Cleaning’s advice for new owners?
Invest in marketing over equipment initially to build a client base, then scale with better tools.