The Car Wash was coined by ESPN’s Bob Ley when guests visit ESPN’s Bristol Campus for a whirlwind day of interviews. The agenda spans every type of ESPN media and a variety of shows like SportsCenter. It’s been over ten years since ESPN brought in 50 college football coaches representing the top four football conferences. It was a monumental feat similar to building a giant puzzle.

Each coach was given a “handler” to ensure their experience was the best it could be. Some of the shows were live and some were taped for later broadcasting. The schedule was literally timed down to the minute like a network television production would be.

Relationships are built through personal connections, and this method is our differentiation amongst a crowded field of bankers and advisors. We were sitting around the conference table at the end of a busy year strategizing on how we could represent our clients better than our peers. After a few days of back-and-forth discussions, the car wash idea was floated. The more we tried to poo-poo it, the more sense it made. The rub would be how do we get Mr. George to come into a production studio and be interviewed about their life’s work.

Needless to say, the first few were awkward at best and some struggled more than others. Once we showed ESPN Car Wash series to the next group of clients, we knew we’d found something unique, informative, transparent as well as entertaining for both seller and buyer. Buyers have a connection with JSP, because of the interviews they have been a part of. Since beginning the car wash over 10 years ago, we still have buyers asking us when will they be in on the next one.

Sellers are introduced to the production crew to gain comfort with the process in conducting the interviews behind the scenes. As they enter the production studio, we film the interaction and dialog as a meeting based on the sale process they’re going through. We take B-roll and additional film from several angles capturing the energy and emotion. For the ones who are comfortable during this process, we encourage them to go live with prospective buyers.

We take one day out of our clients’ hectic schedule and line up a dozen potential buyers for a half hour each. The choreographed conversations reinforce the message of why this investment is the most prepared and most attractive. For the buyers unable to take part live, they are sent a video file for review on their own. The car wash moves beyond setting the stage and becomes a live, personal interaction with the universe of buyers gathering data beyond a pitchbook.

Prospective buyers are scheduled to meet and greet the seller live and some potential buyers receive a video file highlighting the seller, their life and the opportunity being presented. The ‘Car Wash’ helps build relationships with serious buyers interested in knowing more about the potential investment. “It’s a full-on studio show, a full production,” said one seller who felt very hesitant at first. By the time he had 5 or 6 interviews in, he was a natural and his personality and love for his business shined through on camera.

Buyers take note of more than the journey of the growth story. They can see and feel the passion an owner has and the potential they’re presenting. When there’s breaking news for potential buyers in one of our clients transactions, the success for someone who has been to “Bristol” is more likely to do an interview with us because we’ve established a relationship with them.