Waste No Day: A Plumbing, HVAC, and Electrical Motivational Podcast: Recent Episodes
Brian Burton & Nate Minnich
A podcast devoted to challenging, encouraging, advising, and highlighting the men and women of the home services industry. Whether you are a plumber, electrician, or HVAC technician, you all share the common tension of being both the hero and the villain in the eyes of the customer. Hosts Brian and Nate discuss and interview guests to show how to not only be the hero, but to be rewarded with more than a cape.
The law of the harvest dictates that small, compounding habits ultimately determine your career, family, and financial future, meaning the seeds you plant today dictate your ultimate success or failure. This solo episode breaks down how the universal principle of sowing and reaping applies directly to home service professionals, including plumbing, heating, air conditioning, and electrical contractors. Discover why men are often anxious to improve their circumstances while remaining unwilling to improve themselves, keeping them bound to stagnation and poor results. Explore how laziness acts as a strong motivator driving business owners and service techs in the wrong direction, why one bad habit quietly compounds into a massive hole over time, and how shifting your daily discipline alters the fruit you produce. Learn to examine what you are currently holding onto, recognize how personal stagnation limits team leadership and sales performance, and evaluate whether your daily routine is planting the right seeds for a bountiful harvest. Listen to this episode to identify the hidden habits holding you back and learn how to reclaim control over your personal and professional growth before the wrong patterns become permanent.Presented by Trainual
Build a better-trained home service team with Trainual.
Every missed service call and dropped booking carries valuable data for home service contractors, transforming everyday frustration into a strategic advantage for your business. Instead of viewing a lost lead as a flat-out failure, home service professionals can reframe these moments using the same relentless persistence learned from classic video games like Super Mario Brothers. This episode dives deep into how plumbing, HVAC, electrical, and roofing companies can harness these exact experiences to sharpen their daily operations. Discover how slowing down, letting the silence breathe during customer interactions, and asking the right probing questions can completely rewire your approach to sales and dispatching. Learn why mastering the fundamentals requires embracing early missteps, tightening your timing, and analyzing your process with honesty and humility rather than backing down at the first obstacle. You will explore how to build a refusal-to-lose mindset into your team culture, turning repetitive hurdles into streamlined workflows that keep your trucks rolling and your revenue growing. Listen to this episode to discover how shifting your perspective on everyday losses will give your contracting business the edge it needs to scale sustainably.Presented by Trainual
Build a better-trained home service team with Trainual.
What you consume throughout the day directly dictates your mindset, your energy, and how successfully you connect with people. This solo episode of the podcast explores the hidden cost of the media, news, and digital content you allow into your head, and how that internal input quietly sabotages your professional and personal life. Discover how carrying self-induced anxiety and stress straight to a customer's front door creates invisible tension at the kitchen table before you even speak. Learn how Zig Ziglar’s core framework—that your input determines your outlook, your outlook determines your output, and your output ultimately dictates your future—applies directly to field service work. Hear why tracking your calendar reveals your true priorities, how protecting your mental bandwidth improves high-stakes homeowner interactions, and why managing what you consume is critical for building genuine emotional connection with your own family at the end of the day. Designed specifically for plumbing, HVAC, electrical, roofing, and general home service professionals, this discussion provides a vital reality check on mental discipline. Listen to this episode to protect your mindset, sharpen your focus, and ensure your daily habits aren't quietly undermining your career and your relationships.
In this episode, we talked about objections, mindset, value, closing...
Stop leaving money on the table.
Every call is a chance to close. Every day is a chance to win. If you’re a plumber, HVAC tech, electrician, or roofer who wants to close bigger tickets, handle objections without flinching, and build a career in the trades — this is your community.
Blue Collar Closer is where 346+ home service professionals get live sales coaching, proven scripts, and real-time Q&A with Brian Burton. Not theory. Not fluff. The exact words that close jobs.
bluecollarcloser.com
Full show notes + transcript:
Every episode has searchable show notes and a full transcript at wastenoday.com
Waste No Day is hosted by Brian Burton and Nate Minnich — two guys who are in the trenches of home services every single day. Brian is the General Manager of Benjamin Franklin Plumbing of Scottsdale, one of the top-rated plumbing companies in the Phoenix Valley, serving Scottsdale, Tempe, Mesa, Chandler, Gilbert, and the East Valley. Find them at benfranklinplumbingaz.com
In this episode, we talked about objections, pricing, roleplay...
Stop leaving money on the table.
Every call is a chance to close. Every day is a chance to win. If you’re a plumber, HVAC tech, electrician, or roofer who wants to close bigger tickets, handle objections without flinching, and build a career in the trades — this is your community.
Blue Collar Closer is where 346+ home service professionals get live sales coaching, proven scripts, and real-time Q&A with Brian Burton. Not theory. Not fluff. The exact words that close jobs.
bluecollarcloser.com
Full show notes + transcript:
Every episode has searchable show notes and a full transcript at wastenoday.com
Waste No Day is hosted by Brian Burton and Nate Minnich — two guys who are in the trenches of home services every single day. Brian is the General Manager of Benjamin Franklin Plumbing of Scottsdale, one of the top-rated plumbing companies in the Phoenix Valley, serving Scottsdale, Tempe, Mesa, Chandler, Gilbert, and the East Valley. Find them at benfranklinplumbingaz.com
In this republished and condensed episode, we revisit the seven deadly objections every service technician needs to know. Through practical role-plays, we break down how to uncover what customers really mean, communicate value without being pushy, and confidently move the conversation forward.
Stop leaving money on the table.
Every call is a chance to close. Every day is a chance to win. If you’re a plumber, HVAC tech, electrician, or roofer who wants to close bigger tickets, handle objections without flinching, and build a career in the trades — this is your community.
Blue Collar Closer is where 346+ home service professionals get live sales coaching, proven scripts, and real-time Q&A with Brian Burton. Not theory. Not fluff. The exact words that close jobs.
bluecollarcloser.com
Full show notes + transcript:
Every episode has searchable show notes and a full transcript at wastenoday.com
Waste No Day is hosted by Brian Burton and Nate Minnich — two guys who are in the trenches of home services every single day. Brian is the General Manager of Benjamin Franklin Plumbing of Scottsdale, one of the top-rated plumbing companies in the Phoenix Valley, serving Scottsdale, Tempe, Mesa, Chandler, Gilbert, and the East Valley. Find them at benfranklinplumbingaz.com
Jeff Cronin, known as "The $8 Million Plumber" for achieving $8.4 million in plumbing sales in a single year, shares his unparalleled insights into sales for home service professionals. This episode delves into the mindset that separates top performers from those who struggle, highlighting how fear of failure often causes failure. Cronin emphasizes the importance of relentless dedication and training, including writing scripts and practicing in off-time, which most people are unwilling to do. He discusses how to approach sales with 100% focus and dedication, and the critical role of enthusiasm, echoing Zig Ziglar's sentiment that a lack of enthusiasm costs far more sales than over-enthusiasm. The conversation also covers the power of financing as a sales tool, and how to handle objections without resorting to discounts. This episode is essential for plumbing, HVAC, electrical, and other home service technicians and owners looking to shatter their sales ceilings and achieve extraordinary results without compromising integrity.Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today at https://www.skool.com/bluecollarcloser/about
Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
Lorne Sederoff is the Vice President of Search Kings and has spent more than 20 years helping multi-location businesses generate leads through digital marketing. He works with manufacturers, private equity-backed companies, and franchise networks to build scalable marketing campaigns across the home services, legal, and medical industries.
In this episode, we talked about local services ads, Google reviews, customer experience, AI, lead generation...
Uncover "The Poor Habits Keeping You Stuck" with hosts Nate Minnick and Brian Burton as they dissect Alex Hormozi's impactful insights. This episode dives deep into common pitfalls that hinder success, exploring how "poor people start many projects, they finish none" and the dangers of "thinking understanding the basics and doing the basics are the same thing." Learn why "being easily distracted" and "prioritizing looking smart over acting smart" can derail your progress. The hosts also discuss the critical error of "blaming anything besides themselves for their own problems" and the importance of avoiding the trap of "believing their own BS." This episode is a must-listen for plumbing, HVAC, electrical, and roofing professionals looking to identify and eliminate self-sabotaging behaviors and cultivate a mindset of continuous improvement and financial growth in their businesses.Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today at https://www.skool.com/bluecollarcloser/about
Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
Brent Buckley is a Las Vegas-based HVAC and plumbing leader with more than 23 years of sales and executive experience. Raised in the trades, he worked his way from technician to one of the industry’s top comfort advisors, personally producing over $100 million in residential replacement sales.
He later became co-owner of Fetch A Tech, helping grow the company to a successful eight-figure exit. Today, Brent mentors and trains HVAC and plumbing professionals across the country, helping the next generation of techs reach their full potential.
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Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
In this episode, we talked about clarity, urgency, leadership, communication, process…
Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today at https://www.skool.com/bluecollarcloser/about
Sean McGraw joins us to share the hard truth about hunting your own leads, a critical skill for any home service professional. This episode dives deep into "guerrilla style marketing," exploring strategies beyond traditional advertising. You'll learn about the mindset needed for "door knocking" and how it can teach you more about business and life than any other job. We discuss "overcoming objections" from potential clients and the importance of "promoting yourself" to keep a "steady pipeline of clients" flowing into your business. This conversation is essential for plumbers, HVAC techs, electricians, roofers, and general contractors who want to "control or create the wave" in their business, rather than just riding it, especially as the "slow season" approaches. Listen to discover how to build your business year-round and stay busy when everyone else is slowing down.Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today at https://www.skool.com/bluecollarcloser/about
Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
Lieutenant Colonel Scott Mann is a former Green Beret who spent most of his adult life in Army Special Forces, serving in places like Colombia, Peru, Ecuador, and Afghanistan. His work focused not just on combat, but on building trust in low-trust environments - helping small teams connect with locals and turn them into strong partners. After the military, he shifted that same focus on human connection into leadership coaching, storytelling, and writing. He’s the author of Nobody’s Coming to Save You and his newer book The Generosity of Scars, and he’s known for helping leaders improve by focusing on relationships, storytelling, and real human connection.
In this episode, we talked about storytelling, leadership, trust, emotions, struggle...
- Website: https://scottmann.com/about/, tfpineapple.org
- Podcast: https://www.youtube.com/@TheScottMannPodcast
- Play: 11 Days
- WND Ep: 04/14/2025 Scott Mann - Build Unbreakable Connections Through Authentic Storytelling
- Books: Nobody’s Coming to Save You, The Generosity of Scars
- Concepts: Rooftop Leadership
The balance myth is a dangerous idea that keeps many home service professionals from reaching their full potential. This episode dives into why the pursuit of "balance" often leads to mediocrity, drawing inspiration from legends like Kobe Bryant's "rest at the end, not the middle" philosophy. We explore the critical role of focus – the ability to eliminate distractions and commit to what truly matters – as well as the "contractitis" phenomenon where initial drive wanes after achieving a goal. Discover how to maintain the "cannon you're being shot out of" mentality, ensuring your work ethic and obsession don't disappear once financial stability is met. This discussion is essential for plumbers, HVAC techs, electricians, roofers, and all home service contractors looking to put more distance between themselves and their competition. If you're ready to embrace a relentless pursuit of success and stop making excuses, this episode offers the mindset shift you need to elevate your career and business.Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today at https://www.skool.com/bluecollarcloser/about
This episode dives into "The Call Most Techs Waste," revealing how top performers convert more sales simply by asking for the business. Discover the surprising truth about why 20% of salespeople make 80% of the commission, and how you can apply their secret. We explore the "10 Commandments of a Maintenance Call" to keep you focused and productive, ensuring five-star outcomes and engaged homeowners. Learn how to apply Peter Drucker's wisdom: "the aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself." The hosts also discuss the "four quadrants of Sandler" and how to craft compelling presentations that resonate with homeowners, whether you're selling a new water heater or an air purification system. This essential listening for plumbing, HVAC, electrical, and roofing professionals will challenge your perspective on your offerings and reignite your enthusiasm for the incredible value you bring to every home.Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today at https://www.skool.com/bluecollarcloser/about
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about commitment, tenacity, progress, legacy...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about trust, influence, safety, body language, sequence...
Featured Experts MentionedDr. Jack Schafer
- WND Ep: 11/29/2021
- Books: The Like Switch, The Truth Detector
Dr. Carol Kinsey Goman
- WND Ep: 2/28/2022
- Book: The Silent Language of Leaders
Dr. Robert Cialdini
- WND Ep: 1/6/2025
- Books: Influence: The Psychology of Persuasion, Pre-Suasion
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
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Anthony Hamilton is the co-founder and CEO of The Water Heater Company, a residential home service business he started in 2019 with his business partner, Gonzalo Albarellos. What began as a two-man operation has grown into a 26-person team that’s on pace to hit around $12 million in revenue. He’s focused on leadership, building strong teams, and helping people in the trades grow - both personally and professionally.
In this episode, we talked about discipline, responsibility, mindset, integrity, growth...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
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Jonithan Phillips works in the home services industry as a sales trainer, speaker, and leadership developer. He serves as a senior instructor at A1 Garage Door Academy, where he trains and develops technicians and sales professionals for one of the largest residential garage door companies in the United States.
In this episode, we talked about sales, mindset, relationships, trust, fear...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
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Jack Johnston is a fourth-generation plumber from Phoenix. Known in his shop for constantly working to improve and helping lift up the people around him, Jack recently hit $1.6 million in revenue in a year.
In this episode, we talked about sales, relationships, fear, communication, trust...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
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Zach Reynolds is an HVAC sales professional who started in the trade as an install helper, learning the work from the ground up before moving into full-time HVAC sales in July 2024. Originally from Tennessee and now based in Las Vegas, Zach has quickly built momentum in his sales career, reaching $4.1 million in sales in 2025 with a $16,000 average ticket and surpassing $6 million in total career sales. His background in the field and focus on serving homeowners well have played a big role in his early success.
In this episode, we talked about discipline, mastery, mentorship, sales, sobriety...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about emotions, attitude, negotiation, leadership...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
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Ryan Fenn is the founder of CHIIRP, a revenue optimization and follow-up platform built specifically for home service businesses. He grew up in the trades, dropped out of high school, washed windows, and spent years learning firsthand how missed calls, weak systems, and poor follow-up cost contractors real money. Today, his work is rooted in lived experience, using data, language, and AI-driven insights to help service companies tighten communication, improve follow-up, and close more work without relying on pressure or discounts.
In this episode, we talked about certainty, trust, follow-up, AI...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community, join today https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about hospitality, service, scripting...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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Coral Whale is a returning guest on the podcast and specializes in maximizing HVAC maintenance calls. She focuses on turning traditionally low-profit maintenance visits into consistent, profitable opportunities by simplifying communication, building trust with homeowners, and presenting clear solutions. Coral shares real-world experience from the field, emphasizing consistency, respect in customers’ homes, and strong communication as the foundation for long-term client relationships and repeat business.
In this episode, we talked about maintenance calls, conversion, discipline, consistency...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about discipline, consistency, goals, persistence, mindset...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about core values, culture, leadership, empathy, focus...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about mindset, indifference, risk...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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Tommy Mello is the CEO of A1 Garage Door Service and a returning guest on the show. He built his garage door company from $50K in debt into a $200M business operating across 19 states. Known for his focus on accountability, people, and processes, Tommy leads a nine-figure organization with over 700 employees in the home services industry. He’s also a best-selling author, an Inc. Magazine columnist, a keynote speaker, and a top 0.1% podcast host.
In this part two of our interview with Tommy, we talked about business growth, high standards, team culture, recruiting, leadership...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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Tommy Mello is the CEO of A1 Garage Door Service and a returning guest on the show. He built his garage door company from $50K in debt into a $200M business operating across 19 states. Known for his focus on accountability, people, and processes, Tommy leads a nine-figure organization with over 700 employees in the home services industry. He’s also a best-selling author, an Inc. Magazine columnist, a keynote speaker, and a top 0.1% podcast host.
In this episode, we talked about fitness, health, accountability, EBITDA, profitability...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
In this episode, we talked about control, authority, questions, confidence, tenacity...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
In this episode, we talked about personal growth, skill development, communication, sales, adaptability...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
In this episode, we talked about differentiation, pricing, service experience, value communication...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about vulnerable trust, healthy conflict, commitment, accountability...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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Luke Martin is a garage door professional who built his business from scratch - starting with a truck loan, a credit card for inventory, and zero mechanical background. Known for being an “eternal learner,” he taught himself websites, marketing, accounting, hiring, and operations as he grew the business, eventually selling it and joining A1. Today, as the Chief Operating Officer of A1 Garage Doors, he focuses on technician success, leadership, and building a culture of growth and continuous improvement.
In this episode, we talked about growth mindset, sales training, technician culture, scaling, AI innovation...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about value communication, discounting, pricing strategy, technician confidence, market positioning...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about confidence, identity theory, abundance, client trust...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about discipline, mindset, accountability, growth...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about participation trophies, discipline, growth, persistence...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
In this episode, we talked about team culture, self-examination, accountability, professional development...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
In this episode, we talked about storytelling, emotional connection, role play and training, customer trust…
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
Join the Waste No Day! Facebook group: https://wastenoday.pro/FBgroup
In this episode, we talked about sales fear, value building, role play…
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about sales mistakes, discipline, listening & questioning, trust building, asking for the sale…
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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Jason Nemes is a bestselling author, TEDx speaker, and top 1% leader in network marketing. He entered the roofing industry just 19 months ago and founded Summit Solutions Roofing and Construction, which is already on track for eight figures in its first year. Jason also launched the mentorship program Winners Only Roofing Academy and wrote The Code of Behavior: Five Essentials to Unlocking a Life of Extreme Inspiration, Unlimited Confidence and Endless Victory.
In this episode, we talked about discipline, code of behavior, roofing business ...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about the true cost of fear and hesitation, customer trust, turning fear into fuel…
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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Dr. Benjamin Hardy is a renowned author recognized for his influential books on personal growth and business success. He has co-authored bestsellers such as Who Not How, The Gap and the Gain, and 10x Is Easier Than 2x. His latest work, The Science of Scaling, focuses on strategies for rapidly growing and expanding businesses beyond typical organic growth.
In this episode, we talked about scaling, goals, strategy, leadership, and delegation...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about customer service, brand trust, going the extra mile, review requests…
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In this episode, we talked about the game-changing value of having a coach, how to shorten the learning curve, perseverance…
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about technician relationships, personal motivation/self-development, dispatch management, communication & team dynamics…
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Jim Leslie is the Chief Operating Officer of Home Service Freedom, working closely with Tommy Mello to bring the company’s vision to life and help members scale their businesses. Previously, he was the Chief Marketing Officer at A1 Garage Door Service, where he drove significant growth by refining marketing, operations, and leadership systems.
In this episode, we talked about lead generation, referrals, technician training, marketing & growth...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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Jim Leslie is the Chief Operating Officer of Home Service Freedom, working closely with Tommy Mello to bring the company’s vision to life and help members scale their businesses. Previously, he was the Chief Marketing Officer at A1 Garage Door Service, where he drove significant growth by refining marketing, operations, and leadership systems.
In this episode, we talked about lead cost, sales mindset, customer follow-up, customer empathy, marketing vs sales alignment...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about sales anxiety, rejection and fear, power of words…
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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Andrew Dobbins is the founder and owner of Intelligent Design Air Conditioning, Plumbing, Solar, & Electric. He’s been in the trades since 2004, with experience in HVAC, roofing, and plumbing. Andrew’s company has grown to 80 team members across five divisions, earning over 22,000 five-star reviews while staying rooted in Tucson. Andrew’s core focus is sales - helping teams identify customer needs, communicate with care, and close with integrity.
In this episode, we talked about sales techniques, customer needs & pain points, gratitude, communication strategy, mindset...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about emotional buying, analogies in sales, sales discipline, connection with customers…
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Laura Kelly is the co-founder of Clover and a leader in business psychology and optimal human performance. She’s consulted one-on-one with billion-dollar businesses, worked with global brands like Dell and Eli Lilly, and helped hundreds of contractors achieve consistent growth through Clover’s contractor education programs.
In this episode, we talked about personal development, leadership mindset, psychological safety, courageous action, limiting beliefs...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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Part 2 of our interview with Doug Wyatt, who is a high-impact speaker, trainer, and the founder of Synergy Learning Systems. From selling door-to-door with $23 in his pocket to transforming multimillion-dollar businesses, Doug’s journey is built on grit, discipline, and relentless growth. He’s trained over 5,000 salespeople, coached 1,000+ small businesses, and led national sales meetings for brands like GE, Carrier, and Lennox. Known for his intense focus on implementation and personal development, Doug helps companies drive real, lasting results - one mindset shift at a time.
In this episode, we talked about customer trust, closing sales techniques, emotional benefits, objections…
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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Doug Wyatt is a high-impact speaker, trainer, and the founder of Synergy Learning Systems. From selling door-to-door with $23 in his pocket to transforming multimillion-dollar businesses, Doug’s journey is built on grit, discipline, and relentless growth. He’s trained over 5,000 salespeople, coached 1,000+ small businesses, and led national sales meetings for brands like GE, Carrier, and Lennox. Known for his intense focus on implementation and personal development, Doug helps companies drive real, lasting results - one mindset shift at a time.
In this episode, we talked about morning routine, audio learning, personal growth, empathy, mindset…
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about enthusiasm in sales, transition statements, handling Mondays, role play, and practice…
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about
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In this episode, we talked about evasive clients, client ghosting, communication strategies, confidence building…
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In this episode, we talked about proactive vs reactive, humor in sales, questioning technique…
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Dr. Jarom Ipson is a health specialist focusing on hormone optimization, longevity, and performance. He works to help others, particularly entrepreneurs and business leaders, optimize their energy, focus, and resilience while balancing family and life, believing that growth is the foundation for success.
In this episode, we talked about nutrition and hormone optimization, lifestyle habits, behavior change...
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In this episode, we talked about serial starters vs. perfectionists, taking action, entrepreneurship…
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In this episode, we talked about the power of process, role-playing for performance, Blue-Collar Closer program...
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Matt Conway is an International Sales Executive at Second Nature AI, a global AI sales roleplay and coaching platform, leveraging over a decade of experience running his own sales advisory and training business. He has trained thousands of salespeople and holds broad experience in sales leadership and strategy across various industries and countries. His diverse background and focus on mastering communication, particularly listening and asking questions, equip professionals to build trust and drive sales.
In this episode, we talked to Matt about effective communication, asking clarifying questions, building rapport...
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Ellen Rohr is the Co-founder & President of the Zoom Drain Franchise, and currently serves as the brand and industry marketing lead for ServiceTitan. After nearly sinking their own plumbing company due to a lack of financial understanding, Ellen dedicated herself to learning the crucial aspects of business, particularly financial literacy. She became passionate about teaching business planning and financial literacy to help contractors make their operations simpler and more profitable.
In this episode, we talked about financial literacy, blue-collar business, team development, systems & processes...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://wastenoday.pro/BCC
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In this episode, Nate and Brian talked about ethical sales, communication training, industry misconceptions, technician empowerment...
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In this episode, Nate and Brian talked about handling rejections, emotional intelligence, follow-ups, extreme ownership...
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In this episode, Nate and Brian talked about active listening, expectation setting, addressing customer dissatisfaction...
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Lieutenant Colonel (Retired) Scott Mann is a highly accomplished former U.S. Army Green Beret with over two decades of military service. Renowned for his leadership and expertise in unconventional warfare, Mann learned crucial rapport-building skills in high-stakes, low-trust environments.
In this episode, we talked about relationship building, human connection, storytelling...
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Erick Parks is a Field Supervisor at A1 Garage Door Service. Erick is passionate about sales and the psychology behind it, enjoying teaching others his approach.
In this episode, we talked about effective sales strategies, building authentic relationships, body language...
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James is a service electrician and safety advisor for Mister Sparky Electric in Lancaster, PA. As a self-proclaimed amateur in selling communication, James graduated the school of hard knocks to eventually become one of the highest producing panel sales electricians in the nation.
In this episode, we talked about process-driven vs. personality-driven sales, objection handling, mentorship, training strategies..
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In this episode, Nate and Brian talked about sales, cortisol-triggering phrases, confident communication...
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Adam Holbein is the highest-grossing salesman at Eco Plumbers, Electricians, and HVAC Technicians, Ohio’s leading home services company. He started as a plumbing installer in 2013, moved into plumbing sales, and became the top performer before transitioning to HVAC sales. With an average sale of $19,000 and a 60% conversion rate, he is one of the fastest-growing sales professionals in the industry.
In this episode, we talked about HVAC average ticket size, conversion rates, psychological sales tactics...
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In this episode, Nate and Brian talked about pressure, discipline & sacrifice, professional growth, sales objections...
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Logan Altland is a highly experienced electrician with 15 years in the industry, currently with Mister Sparky Electric in Lancaster, Pennsylvania. He specializes in overcoming customer objections and optimizing service calls with the efficiency of a $3 million electrician.
In this episode, we talked about electrical services metrics, customer interactions, trade mentorship…
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David Phillips is a world-renowned public speaking coach, TED speaker, and expert in communication, storytelling, and neuroscience-based influence. With over 15 million TED Talk views, he helps leaders and sales professionals master the art of persuasion through body language, voice control, and the power of oxytocin-driven connections.
In this episode, we talked about body language and nonverbal communication, mirroring and storytelling in sales, the science of influence...
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Joe Crisara is a renowned sales educator, entrepreneur, and author of the Amazon bestseller "What Should We Do?" He is a sales coach and the founder of Service MVP, specializing in teaching home service professionals how to elevate their sales and customer service techniques.
In this episode, we talked about value-based pricing, expanding options, diagnosing business problems...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://wastenoday.pro/BCC
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In this episode, Nate and Brian answers questions from the audience about team motivation and performance, the concept of "wasted time", sales techniques...
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In this episode, Nate and Brian answers questions from the audience about communication strategies, self-improvement, sales objections...
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In this episode, Nate and Brian talked about sales bundling, BOOST framework, consumer decision-making...
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Joe Cunningham is a highly successful figure in the HVAC and home services industry. He is the founder of Technical Arts Center, a fast-track trade school, and the President of SuccessTrack Network, a training company for sales and service professionals.
In this episode, we talked about sales psychology and strategy, building customer trust and relationships, the power of effective presentation...
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In this episode, Nate and Brian talked about the role of humor in sales and communication, practical applications of humor, risks of using sarcasm...
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Dr. Robert Cialdini is a renowned psychologist, researcher, and author widely recognized as the leading authority on the science of influence and persuasion. With decades of research in behavioral science, Dr. Cialdini has distilled his findings into actionable insights through his best-selling books, including Influence: The Psychology of Persuasion and Pre-Suasion: A Revolutionary Way to Influence and Persuade.
In this episode, we talked about principles of influence, ethical application, behavioral science in marketing and sales...
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Justin Tatum is a top-performing sales coach at A1 Garage, renowned for achieving $1.4 million in year-to-date revenue and a $4,500 job average. With a unique blend of empathy, accountability, and practical coaching techniques, he inspires technicians to elevate their sales performance and build lasting customer relationships.
In this episode, we talked about addressing sales objections, accountability, empathy...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://wastenoday.pro/BCC
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Andy Hobaica is an elite HVAC Sales Performer at Hobaica Services. He’s a proud husband & father of two who has a passion for helping others.
In this episode, we talked about "stop selling, start helping" philosophy, balancing repairs vs. replacements, customer-centric culture...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://wastenoday.pro/BCC
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Brigham Dickinson is the President of Power Selling Pros and founder of the Power Certification Program. Since 2009, Brigham has focused on helping call handlers convert calls into bookings and create outstanding customer experiences. The Power Certification Program partners with contractors across the U.S., Canada, and Australia, certifying CSRs to deliver world-class service while achieving an 85% booking rate.
In this episode, we talked about CSR call performance, selling service agreements, technician soft skills...
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Steve Sims is a world-renowned entrepreneur, speaker, and author known for his expertise in creating once-in-a-lifetime experiences for high-net-worth clients. As the founder of Bluefish, a luxury concierge service, Steve has orchestrated extraordinary events, from private dinners at the feet of Michelangelo’s David to underwater tours of the Titanic. He is also the author of Bluefishing: The Art of Making Things Happen and Go For Stupid: The Art of Achieving Ridiculous Goals.
In this episode, we talked about creating impact, calculating risks, navigating ambition and authenticity...
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Kathryn Howard has worked in call centers, served as an HVAC service manager, and gained experience in the field with sales. Earlier this year of 2024, she took over Lee's Air, Plumbing, Heating, & Roofing, leading the company to extraordinary growth. She believes that, regardless of gender, race or country of origin, that anyone can succeed in the trades.
In this episode, we talked about self-worth, team recognition, women in the trades, HVAC innovation...
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://wastenoday.pro/BCC
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In this episode, we talked about effective closing techniques, sales approach, improving conversion rates with buying questions...
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Jocko Willink is a retired U.S. Navy SEAL officer, leadership consultant, and bestselling author known for his no-nonsense approach to discipline and personal accountability. Today, he shares his insights on leadership, teamwork, and self-discipline through books like Extreme Ownership, his "Jocko Podcast," and motivational speaking engagements.
In this episode, we talked about extreme ownership, daily habits, conflict resolution, building discipline...
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Weldon Long is an entrepreneur, contracting business leader, mindset expert, and the bestselling author of “The Power of Consistency.” In 2003, after serving 13 years in prison, Weldon emerged from a homeless shelter as a three-time convicted felon, broke, and facing unemployment. Within five years, he built a contracting company that Inc Magazine ranked among the fastest-growing privately owned businesses in the US.
In this episode, we talked about the consistency principle, emotional selling, price objections, control in presentations...
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Kent Boll is a seasoned business and sales coach with over 20 years of experience specializing in electrical, HVAC and plumbing. He built and scaled a home services company to $20 million in revenue from the ground up and now is a platform partner helping to produce $500 million in total platform revenue, demonstrating his expertise in business growth and operational excellence.
In this episode, we talked about call-by-call management, technician accountability, out-of-field transitioning...
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Phil Filaski is a Sales Supervisor at Lee's Air, Plumbing, Heating, & Roofing, where he has achieved remarkable success, surpassing $15 million in sales this year with an average of $26,000 per sale and a 58% close rate. With over 20 years of technical experience, Phillip combines deep industry knowledge with a consultative sales approach, focusing on listening to customers and addressing objections with confidence. He emphasizes the importance of mindset, discipline, and self-confidence in achieving high performance, both personally and within his team.
In this episode, we talked about sales, communication, addressing objections...
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Jason Walker is an HVAC expert with over 15 years of experience, previously serving in law enforcement. He hosts the successful podcast "HVAC Masters of the Hustle," which has been running for six years and focuses on sales training and business growth. As a national trainer and speaker, he has delivered impactful presentations at major industry events, helping others elevate their careers.
In this episode, we talked about consistent processes, overcoming fear, changing customer behaviors, disconnecting and recharging as a leader...
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Eddie Wells is a combat veteran who developed leadership skills during his time in the U.S. Army. He worked his way up from an electrician apprentice to a branch manager, leading teams to record revenue and profits. As Vice President of the HVAC division, Eddie has driven business growth through mergers, acquisitions, and market expansion.
In this episode, we talked about mental preparation, payment plans, review requests, professional closing...
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In this episode, we talked about the CLAM method, doorstep etiquette, mental end zones, customer-first approaches...
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Jeremy Miner is the Founder of 7th Level and the N.E.P.Q Sales Methodology. He was ranked as the 45th highest-earning producer globally, consistently earning seven figures annually as a commission-only sales rep. His company, 7th Level, was named the fastest-growing sales training company in the U.S. by Inc. Magazine and recognized globally by Selling Power. Jeremy’s sales techniques are rooted in behavioral science and psychology, and he has contributed to numerous prestigious publications on sales and human behavior.
In this episode, we talked about behavioral science in sales, tone and communication, emotional triggers in decision-making...
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Doug Wyatt is the Founder and CEO of Synergy Learning Systems, a company that delivers the most comprehensive and powerful customized training solutions available today, for both individuals and organizations.
In part 2 of our conversation with Doug, we talked about effective communication, persuasion, sales interactions...
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Doug Wyatt is the Founder and CEO of Synergy Learning Systems, a company that delivers the most comprehensive and powerful customized training solutions available today, for both individuals and organizations.
In this episode, we talked about key processes, communications, customized programs...
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Sebastian Jimenez is the CEO of Rilla, a leading speech analytics software tool for outside sales and service. John Whitfield is an expert Rilla user in the home services industry.
In this episode, we talked about artificial intelligence, sales coaching, remote coaching, sentiment analysis...
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DJ Carty is a seasoned professional in the plumbing industry, with more than 15 years of experience. Today, he works alongside his son at Benjamin Franklin Plumbing in Pleasantville, New Jersey.
In this episode, we talked about plumbing, service calls & appointments, water filtration...
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In this episode, we talked about first impressions, client communication, gratitude...
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Sandy Papavero is the Director of Sales and Marketing at CEO Warrior and a business coach for Tony Robbins and Chet Holmes. Known as "The Unparalyzed Perfectionist,” she is a communication consultant who empowers individuals to rethink their reality.
In this episode, we talked about mindset, belief systems, neuroplasticity...
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Trent Lowenstein is an investor and master trainer at God Mode Sales Training. He has worked as director of strategic partnerships at Nexstar and as the lead coach behind Tommy Mello’s Home Service Freedom program.
In this episode, we talked about neurochemistry, customer interactions, communication and sales strategies...
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Learn how you can use your enthusiasm as your secret weapon in closing more deals and becoming the top choice in your industry.
In this episode, we also talked about sales performance, presentation strategies, client communication...
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Lawrence Castillo is the President and Operating Partner of Brody Pennell Heating & Air Conditioning, Los Angeles’ most successful HVAC company three years counting.
In this episode, we talked about technician training, service programs, client communication...
In this episode of the Waste No Day podcast, we chat with Amy Cottrill, an amazing HVAC technician who made a big switch from social work to find great success in the home services industry. Amy combines sharp sales skills with a real passion for helping clients. Her story shows how teamwork, mentorship, and building real relationships can boost both personal and professional growth. Tune in as we dive into her techniques, insights, and the powerful impact of camaraderie in the trades.
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Matt Mihalek is the Nationwide Electrical Director of Apex Service Partners, where he was previously responsible for leading electrical growth in the Atlantic Region. Matt also worked at Service Minds as a Regional Director and at Mister Sparky Florida as a Regional Manager for more than four years.
In this episode, we talked about high performers, service technicians, comfort zones…
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Philip Sessions is a public speaking coach at Speaking Sessions, where he helps individuals develop internal communication structures and teaches leadership teams on how to present more effectively. He is also the host of the Speaking Sessions podcast that aims to inspire confidence in everyone’s communication skills, no matter what industry.
In this episode, we talked about public speaking, communication skills, sales...
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In this episode, we talked about the essential traits of successful salespeople: from confidence to achievement orientation, team spirit, and the delicate balance between sprinting and pacing, we explore it all, and more.
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Jerry Isenhour is a recognized expert in the field of retail and service businesses. He is a leading name in the chimney and venting industry and has been involved in it since his initial entry into the ownership and management of his first business venture. He is also the author of Where Did The Profit Go? and Chaos to Reinvention: How to Turn Chaos into Clarity.
In this episode, we talked about client interactions, business habits, customer experiences...
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Sam Wakefield is the CEO of “Close It Now!” Sales Training, a company inspiring top performers to reach excellence not only in their professional endeavors but also in fitness, nutrition, relationships, and personal growth.
In this part 2 of our interview with Sam, we talked about sales training, handling objections, google reviews, financing options...
Sam Wakefield is a Solar Advisor at Apricot Solar and the CEO of “Close It Now!” Sales Training, a company inspiring top performers to reach excellence not only in their professional endeavors but also in fitness, nutrition, relationships, and personal growth.
In this episode, we talked about communication tips, sales psychology, permission-based selling…
Brian and Nate talk about how to become the type of person who is not shaken by objections.
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Brian Smith is the founder of UGG boots and has an incredible story of epic losses and even bigger triumphs!
Shreya was a 4-million-dollar hvac saleswoman before joining the service MVP team.
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Chris Voss returns to talk about more principles from his book, "Never Split the Difference", and how they can be used in the home services.
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The guys spend enough time talking about how to be a winner, so on today's episode they take it in another direction!
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One of the most popular guests in Waste No Day! history, Coral Whale, returns to beat up lazy techs and tell us how she is pacing well over 3 million in annual revenue on mostly maintenance calls!
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Justin Troupe joins the crew to talk about how he holds the record for club memberships with 231 in ONE MONTH!
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PJ and the crew give a crash course in selling water treatment.
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Brian and Nate break down 6 of the behaviors that are getting between you and your clients.
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Joe and the crew talk about turning drains into gains!
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Jordan and the guys talk about how Jordan's success in selling HVAC systems lead to him becoming a presentation trainer.
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Mike talks with Brian and Nate about how he had to master himself before he could build multiple businesses, write several books, and now, teach others to do the same!
Paul Jameson with SumZero Energy talks about how truly listening to and understanding clients allowed him to sell over 4 million in hvac equipment in 2023.
Brian and Nate break down the psychological reasons for the dreaded fear of rejection in sales, and easy ways to overcome them.
Taylor tells Nate and Brian how he loves on his clients and the sales take care of themselves.
Andy Elliot share his journey from poverty to massive success, step by step, and shares how anyone can do the same!
Brent Buckley sold 14.7 million dollars in one year and over 90 million in his career. Today he talks about how he was able to hit such massive numbers.
Jesse, Nate and Brian talk about how to win at all that life has to offer an this highly motivating episode!
Brian and Nate cover the 7 major reasons salespeople don't close deals according to an article in the Harvard Business Review.
Tom went from HVAC apprentice to owner of six businesses and a VP at Service Titan. Today he talks about how and why to create a budget for yourself or your business.
We are breaking down the top ten most downloaded episodes of the year, with the top three best episodes as voted by the Waste No Day Facebook group!
In this inspiring episode, discover the extraordinary journey of Chad Peterman, the visionary leader who helped his team transform a humble HVAC venture into a 100 million dollar powerhouse through the profound principles of servant leadership.
Ismael went from being smuggled into the United Sates in the trunk of a car as a child to building a NINE FIGURE business!
The one and only Brian Tracy explains how to differentiate yourself from the low-ballers in your market!
How Aaron Gaynor went from bankruptcy to building a 60 Million dollar plumbing team in Ohio!
The WND crew breaks down Brian's "7 Deadly Objections", and role plays ways to turn them into sales!
In today’s show, we interview special guest Brandon Voss of the Black Swan Group. Brandon is an expert trainer, coach, and thought leader serving as president of the Black Swan Group. Starting his entrepreneurial spirit at a young age detailing yachts at 14, Brandon gained diversity of experience eventually adapting the FBI’s hostage negotiation techniques to the business world. Brandon has served as guest lecturer at places such as the USC Marshall School of Business and Georgetown’s McDonough School of Business. He joins the show today to discuss the power of negotiation respective to dealing with clients in the home. Brandon details how tactical empathy employed properly can be the difference between a great deal and a great failure.
One of the biggest names in the trades, Chris Yano, explains how you can market yourself as a tech or a business owner, on this special episode of Waste No Day!
Laura Kelly founder of Clover, covers the 7 secrets that helped explode Parker and Sons to $240 million in annual revenue at one location!
Laura Kelly founder of Clover, covers the 7 secrets that helped explode Parker and Sons to $240 million in annual revenue at one location!
Richie Drew owns an Hvac company in Myrtle Beach, South Carolina. Marty Landry oversees operations, and together they have grown to 20,000,000 in residential service revenue.
Sebastian Jimenez is the founder of Rilla Voice, a software used to record and analyze in-home sales conversations for training purposes.
Tony Zack is a master electrician who went from running calls to owning a 16 million dollar business!
From apprentice to service tech to comfort adviser selling $5 million dollars this year.
Sandy is a 23 year law Enforcement veteran with 10 years as a hostage negotiator. She is now a coach for Chriss Voss's Black Swan Group.
Mike Vavreck is the VP of operations for a 40 million dollar HVAC\Plumbing\Electrical team in Lancaster, Pa. Today he's in your passenger seat to talk about how he had five CSRs sell over 100 plans the previous month, including one who sold 230!
Dustin Seaton tells his story of going from tech to director of ops for a 30 million dollar team.
Mario talks about how he uses discipline, training and consistency to oversee a 300 million dollar plumbing team.
Jonathan talks about how to measure your own success as a salesperson or your teams success as a leader, as well as how to motivate yourself or your team to get better with KPIs that actually matter to salespeople themselves!
Dustin Hufsey is in your passenger seat to talk about how servant leadership has helped him 8X his business in 4 years!
Welcome to Waste No Day Podcast! In this episode of Brian Burton, he opens about his journey from addiction to redemption, and how he became a successful leader in his field. But just as his story reaches its climax, a shocking twist leaves Brian facing a difficult situation that threatens to unravel all the progress he's made. Don't miss this gripping tale of personal growth and overcoming obstacles, coming soon to your podcast feed.
Here's a breakdown of what to expect in this episode: * A personal voyage of growth in the trades industry, empowering your own professional endeavors. * The profound impact of mentorship and individual development as game-changers in your personal and career trajectories. * An inspiring story of combating addiction, fueling hope and determination. * Understand the nuts and bolts of nurturing successful teams in your workplace, leading to enhanced productivity. * The magic of gratitude and giving, embracing this philosophy in your life journey. * And so much more!
About Brian Burton:
Born and raised in Detroit, MI, Brian entered the home services industry through family connections, gaining valuable mechanical and service industry experience. Relocating to Las Vegas, he focused on improving his communication skills while advancing his plumbing career. Transitioning into commissioned sales, he mastered customer satisfaction. Now, as operations manager at Benjamin Franklin Plumbing in Lancaster, PA, Brian uses his expertise to train the next generation, encouraging them to aim higher for a fulfilling career.
Connect with Brian Burton on…
LinkedIn: https://www.linkedin.com/in/brian-burton-b1276415a/
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
Welcome to Waste No Day Podcast! In this episode, Tommy Mello shares his expert insights on the power of mindset and self-reflection, and how they can lead to profound personal development and achievement. Based in sunny Phoenix, Tommy Mello is best known for his $500,000 loan, which was denied in 2016. But he didn't let that stop him from becoming highly successful in the business world. Instead, he went out and redefined what it is to be a business leader. Through his experience, Tommy has mastered the art of hiring for his weaknesses, diversifying his knowledge bank by learning from others in different industries and building a focused destination for thriving outcomes in business.
Here's a breakdown of what to expect in this episode:
- Learn how crucial a resilient mindset and self-reflection are for triggering personal expansion.
- Recognize the influence of gratitude on relationships, and how it can be a major catalyst for success.
- Identify tactics to increase productivity and net profit by enhancing your time management and delegation skills.
- Comprehend the role of financial restraint and the principle of living within your budget in maintaining financial health.
- Imbibe the pith of ongoing learning and the need for adaptability in driving business prosperity and innovation.
- And so much more!
About Tommy Mello:
Tommy Mello is the owner and operator of A1 Garage Door Service, the host of the Home Service Expert podcast, and owner, partner, or investor in 14 other businesses ranging from Christmas lights to real estate to mobile apps. Today, A1Garage is a $100m dollar business across the US and is expanding into Canada.
Connect with Tommy Mello on…
Website: https://a1garage.com/
Podcast: https://homeserviceexpert.com
Instagram: https://www.instagram.com/officialtommymello/
LinkedIn: https://www.linkedin.com/in/tommymello/
Tommy’s Book: https://angels.homeservicemillionaire.com/order-537068861647523872885
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
Welcome to Waste No Day Podcast! In this episode, Tommy Mello shares his expert insights on the power of mindset and self-reflection, and how they can lead to profound personal development and achievement. Based in sunny Phoenix, Tommy Mello is best known for his $500,000 loan, which was denied in 2016. But he didn't let that stop him from becoming highly successful in the business world. Instead, he went out and redefined what it is to be a business leader. Through his experience, Tommy has mastered the art of hiring for his weaknesses, diversifying his knowledge bank by learning from others in different industries and building a focused destination for thriving outcomes in business.
Here's a breakdown of what to expect in this episode:
- Learn how crucial a resilient mindset and self-reflection are for triggering personal expansion.
- Recognize the influence of gratitude on relationships, and how it can be a major catalyst for success.
- Identify tactics to increase productivity and net profit by enhancing your time management and delegation skills.
- Comprehend the role of financial restraint and the principle of living within your budget in maintaining financial health.
- Imbibe the pith of ongoing learning and the need for adaptability in driving business prosperity and innovation.
- And so much more!
About Tommy Mello:
Tommy Mello is the owner and operator of A1 Garage Door Service, the host of the Home Service Expert podcast, and owner, partner, or investor in 14 other businesses ranging from Christmas lights to real estate to mobile apps. Today, A1Garage is a $100m dollar business across the US and is expanding into Canada.
Connect with Tommy Mello on…
Website: https://a1garage.com/
Podcast: https://homeserviceexpert.com
Instagram: https://www.instagram.com/officialtommymello/
LinkedIn: https://www.linkedin.com/in/tommymello/
Tommy’s Book: https://angels.homeservicemillionaire.com/order-537068861647523872885
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
In today’s show, we are putting Kyle Fleck in your passenger seat to discuss his journey through the trades and what it really means to serve the client. Growing up in Pennsylvania, Kyle did what many kids do and that is go to college. What he got was $80K in debt. Given the opportunity to enter the trades as a dispatcher, Kyle took the jump, and the journey began. Growing through the ranks Kyle experienced the trades in many positions including dispatcher, marketing director, office manager, service manager, sales manager, and now regional director. Now, passionate about leading leaders, Kyle spends his days guiding multiple branch managers through the challenges that come. On the show, Kyle shares his approach in serving the client, some ideas for goal setting and accountability, as well as other great thoughts from behind the curtain.
Welcome to Waste No Day Podcast! In this episode, JP Dinnell shares practical tips and strategies for becoming a more influential and trusted leader. JP discusses valuable insights on building trust, alignment, and caring relationships within a leadership context. By adopting a mindset that values trust, embraces diverse perspectives, and demonstrates genuine care for team members, leaders can create an environment that promotes collaboration, growth, and employee satisfaction.
Here's a breakdown of what to expect in this episode:
- Observations of good leadership, including taking care of the team while maintaining high standards.
- The importance of having someone you look up to provide guidance and suggestions for personal and professional growth.
- Emphasizing the significance of alignment in building relationships and effective leadership.
- How alignment enables effective communication and minimizes conflicts
- The five key elements for a solid relationship: trust, listen, respect, influence, and care
- And so much more!
About JP Dinnell:
JP Dinnell is a former U.S. Navy Seal who spent nearly a decade in the SEAL Teams with three combat deployments. While with SEAL Team Three’s Task Unit Bruiser, JP worked closely with SEAL Officers Jocko Willink and Leif Babin, and was a factor in many of the combat operations Jocko and Leif wrote about in Extreme Ownership. J.P now is sharing his talents in leadership and excellence serving as the Director of Tactical Training Programs, Leadership Instructor, Speaker, and Strategic Advisor for Echelon Front.
Connect with JP Dinnell on…
Website: https://echelonfront.com/
LinkedIn: https://www.linkedin.com/in/jeremiahdinnell/
Facebook: https://www.facebook.com/jpdinnell/
Twitter: https://twitter.com/jpdinnell?lang=en
Instagram: https://www.instagram.com/jpdinnell/?hl=en
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
In today’s show, we are re-releasing a great interview with special guest Tom Hopkins about fear words. World-renowned as THE Builder of Sales Champions, Tom Hopkins’ practical, yet powerful selling strategies have made the careers of literally millions of sales professionals. Tom has been teaching via live and online events, recorded audios and videos, and through his books for over 40 years. His classic book, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today’s top sales pros. Tom teaches simple strategies you can put to work in your very next sales presentation. Why have millions built their careers on Tom’s training? Because they get the results they want—closed sales and happy clients! In this episode we investigate the power of the words we use and specifically the words we should avoid.
Welcome to Waste No Day Podcast! In this episode, Josh Kelly shares how anchoring can be used to motivate employees and create emotional connections with customers. Josh Kelly's success story in the home service industry had an unexpected twist that propelled him to greatness. Growing up in a family deeply rooted in the trades, he learned the value of hard work and dedication. But it was his discovery of the 51% rule that helped him take his business to the next level. Despite facing challenges and setbacks, Josh's unwavering commitment to growth and personal improvement anchored his success.
Here's a breakdown of what to expect in this episode:
- Discover valuable insights into the ever-evolving home services industry.
- Master the art of utilizing emotional anchors to stay motivated and focused.
- Gain a competitive edge by leveraging unique selling propositions in your marketing strategy.
- Grasp the impact of private equity firms on the growth of home service businesses.
- Learn the significance of continuous education and training in expanding your home service venture.
- And so much more!
About Josh Kelly:
Josh Kelly is the CEO of Clover Marketing and Consulting, as well as the host of the LIP Service For Contractors podcast. He teaches home service business owners how to consistently grow companies from seven figures all the way up to nine figures. He has helped his own family business, a local heating, cooling, and plumbing company in Phoenix, grow from $7 million to $175 million in just 14 years. He has been featured on stages with Zig Ziglar Foundation, Dave Yoho, and the EGIA, as well as on major platforms like CBS, Fox, and NBC.
Connect with Josh Kelly on…
Website: https://www.growwithclover.com/
LinkedIn: https://www.linkedin.com/in/josh-kelly-clover/
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
In today’s show, we are putting Shane Belzer in your passenger seat to discuss how to close more jobs. Shane started his journey in the trades as an apprentice in the typical “thrown to the wolves” training method. After gaining some success and working his way up, he took a break from the trades before returning in a more dedicated sales role. Moving from Comfort Consultant, to Sales Coach, to Director of Sales, he now sits as the Regional Director of Sales overseeing $130M in sales for F.H. Furr based out of Manassa, VA. Through the years Shane has refined his sales acumen to a science, focusing on radical consistency as the foundation for success. On today’s show, he shares some of the elements he has learned and what it looks like to apply them in the field.
In today’s show, we are putting Jim McCormick in your passenger seat to discuss the power of risk. Risk is a concept that we all generally shy away from because it requires vulnerability. Sometimes this vulnerability is physical, like jumping out of a plane or perhaps emotional like expressing your feelings. Either way, we typically look to avoid risk. However, we also choose to risk every single day when we hop in the car and drive down the road or any number of other activities that are seemingly benign but have inherent risk built into them. Our familiarity with activities and our perception of them makes the difference with our level of acceptance. But what about the risks that make a difference in our lives? Taking a new job. Moving to a new place. Asking for that first date. Over the course of our lives there are pivotal moments that often change the direction of our lives and in many of these cases risk is involved. Very rarely do we look back on those moments and regret that that we overcame the fear and anxiety of taking the risk. So, if there is such reward in things, there is power. This is what Jim McCormick has based his book upon and practiced in his own life. With over 5000 career skydives, Jim is well familiar with the concept of risk and has taken concepts and practices from theory to our conversation to understand why risk is so powerful. Stretching our comfort zone is never comfortable by definition, but it may be just what we need for that next big thing.
In today’s show, we are putting John Wenman in your passenger seat to discuss his journey in starting over as a residential service provider. Starting his business with his wife in 2015, John was all commercial. An electrician by trade, John got tired of the cash flow problems that so frequently accompany commercial work and decided to make the switch to residential. Starting in 2020, at the beginning of covid-19, he had a tough road in front of him. Yet, he persisted, and through trial and error and opening his mind to experts in the industry, he has seen and continues to see success. Wenbrooke Services is now a tri-trade organization expecting to obtain $6M in revenue in 2023. Along the way, the lessons that John has learned have proved invaluable to his success. On today’s show, John shares some key insights on what made the difference through this difficult, but rewarding journey.
In today’s show, we are putting Jamie Mellinger and Logan Altland in your passenger seat to discuss overcoming objections in the home. Returning to conclude the conversation from last week, Jamie and Logan are not strangers to overcoming objections. As combined $6M producers in 2022, they have refined and perfected their presentation over years of real-world application. Today, they share their insights on different scenarios and specifically different personalities that they come across in the trades. If you missed last week’s episode, be sure to catch the beginning of the conversation before you pickup with part two and this great conclusion.
In today’s show, we are putting Jamie Mellinger and Logan Altland in your passenger seat to discuss the selling process and objections. Jamie and Logan are no stranger to the show, both having been on multiple times in the past. Jamie and Logan are both 10 year plus electricians who are currently working for Mister Sparky Electric in Lancaster, PA. On the show, we explore how each of them has a slightly different approach in the home, but both have proved to be extremely effective with combined total in sales of $6M in 2022. Make sure that you catch the conclusion next week as these two powerhouses go through process and overcoming objections in the home.
In today’s show, we are putting Joey Abedini in your passenger seat to discuss how being a people person has led to great success in the home. Joey has made a career of being a student of people. Living in over twenty countries, it was something he had to do to understand culture, language, and relationship. Originally hailing from England, Joey learned the electrical trade starting at age 16. After completing an apprenticeship, Joey traveled the world taking jobs as a scuba diver, super yacht crew, and more. Now settled in Orlando, FL, his experiences have provided great talking points as he meets with clients in their homes. But it’s not just about his story. Joey has developed a natural curiosity about people and the stories that his customers have. This curiosity turns to great conversation turns to great trust. And that trust is what has anchored Joey’s ability to get on a real level with a client and discuss real needs in their electrical system. Selling over $2.8M last year alone, Joey ranks second in total electrical sales in the Mister Sparky Electric network. He joins us on the show today to talk about how he is being so successful in the home.
In today’s show, we are putting Todd Liles in your passenger seat to discuss growing your business. Todd is the founder and CEO of Service Excellence, an organization dedicated to the training and development of all things home services. Todd is no stranger to the trades himself. He has been a builder, tech, salesman, trainer, owner, executive, and now business coach. On today’s show, Todd shares some exciting new plans to help trade business grow and how with intention and focus the next level become achievable. Make sure you also catch Todd’s debut on the Waste No Day podcast from September 5, 2022, on episode #107.
Welcome to the Waste No Day Podcast! In this episode, join Clay Neumeyer and Joseph Lucanie from Electricpreneur Secrets – The Electricians Podcast, as they talk about their mission to help every master electrician with master sales, simplify pricing, and communicate effectively their value to the clients. This is an eye-opening episode for Electricians in the Home Service industry, that will certainly give a better perspective on valuing yourself, your trade experience, and communicating that value at a higher level.
Here's a breakdown of what to expect in this episode:
- Introduction: Clay and Joseph's background
- Understanding electrical systems and communicating with customers.
- On electrician specific resources
- Specializing on customer communication
- How Clay got started
- How Joseph got started
- On adversity in the trades
- On Maslow's hierarchy of needs
- On lacking resources in the electrical side of trades
- The dark cloud of self-objection.
- On the perspective of pricing
- "To Code" versus "To Modern Safety Standards"
- "You are worth it."
- On communicating the value of what you're doing.
- The service process
- Giving options to improve the quality of life.
- Presenting options as an opportunity to show what you can do at your price.
- Getting shocked for not following the safety process.
- Clay and Josephs hope for where the industry can go
About Clay Neumeyer:
Clay Neumeyer is an Electrical Strategy Specialist. He is a proud father, partner, and Master Electrician with a business addiction. Clay has a fire burning for seeing Electricians RISE to their potential. He came up through the school of hard-knocks with a bachelor degree from adversity university and has risen through the ranks through a values centered service approach.
He has 18 years of entrepreneur experience, dedicated growth, over $150K of mentorship, self & academic education in Project Management, Master's level Business Administration, & Business Coaching.
With a deep understanding of the business & personal challenges and training associated with high-level performance, Clay is an asset you need in the Electrical industry.
About Joseph Lucanie:
Joseph Lucanie is an Electrical Service Specialist. He's a loving father and husband and is Master Electrician with a big vision for 3 things: Family, Service, & Sales.
He co-founded his last electrical business at the age of 22, led his team with a consistent 80% close ratio, and successfully exited his business by 30 with the goal of becoming one of the best Electrical Service & Sales trainers in North America.
As a master electrician with over 16 years of field experience, his goal is to provide genuine and impactful mentorship to all under care, with a particular emphasis on electricians who are trying to grow their own businesses. Understanding the struggles and the particular nature of operating as an electrician is one of the many reasons why his style of training is both unique and effective.
Connect with The Electricians Podcast on…
https://www.buzzsprout.com/2065568
Apple Podcast: https://podcasts.apple.com/us/podcast/electricpreneur-secrets-radio-the-electricians-podcast/id1655181789
Spotify: https://open.spotify.com/show/3JCw0SE2SnHhg2APT5wau9
Youtube: https://www.youtube.com/@electricpreneursecrets
Facebook Group: https://www.facebook.com/groups/electricpreneursecrets/
Come join us in our FB community of Electricpreneurs -
To find us, simply Facebook Search "Electricpreneur" to find our "Electrical Contractor Success- Electricpreneur Club"
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
Welcome to Waste No Day Podcast! In this episode, Ben Poole, founder of HVAC Tactical, talks about his mission to make the HVAC industry more attractive to young people and encourage a passion for the trade. Ben shares his experiences and insights on the importance of creating a positive community and mindset in the trades, and how it can lead to a movement of skilled and passionate individuals. Ultimately, Ben's mission is to change the negative stereotypes and make the trades a desirable and fulfilling career path for young people searching for opportunity.
Here's a breakdown of what to expect in this episode:
- Encouraging a passion for the HVAC trade among young people
- Importance of continuous learning and adaptation in the industry
- Creating a positive community to instill pride and ownership in the trades
- Shifting bad mindsets and making the trades a better place through self-reflection and growth
- Rethinking the trades and creating a movement to attract more skilled and passionate individuals
- And so much more!
About Ben Poole:
Ben Poole is a third-generation HVAC professional and the founder of HVAC Tactical. He began his career in the HVAC industry at a young age, cleaning his father's shop and helping his grandfather fabricate sheet metal ductwork. Ben spent several years learning to master residential and commercial installation before pursuing the service side of the industry. He became very well-rounded in installation, service, and troubleshooting.
Connect with Ben Poole on…
LinkedIn: https://www.linkedin.com/in/ben-poole-2b96911b/
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
Are you ready to learn how to take control of the way you communicate and create genuine connections with your customers? In this episode of Waste No Day Podcast, Danny Zatarain shares his life story and the principles he learned from "Uncle Joe" about pure motive service. Danny emphasizes the importance of positive communication, controlling our responses to events, and shifting from being controlled by our egos to controlling our success. He also discusses the challenges technicians face in connecting emotionally with customers and handling objections, with a role-playing exercise to demonstrate how to redirect conversations toward the value of higher-end options. If you're in the home services industry, catch this episode full of practical tips on serving people with pure motive service and achieving revenue growth.
Here's a breakdown of what to expect in this episode:
- Importance of communication in sales, especially in home services industry
- Principles of "pure motive service" and creating a genuine connection with customers
- Importance of controlling one's response to events and shifting from being controlled by ego to controlling the outcome
- Importance of positive communication and avoiding negativity in personal and professional life
- Challenges faced by technicians in connecting emotionally with customers and presenting solutions, with a focus on handling objections and providing excellent customer service
- And so much more!
About Danny Zatarain:
Danny, or Daniel Zatarain, is the Director of Training & Development at Service MVP. His professional background and expertise lie in developing individuals and creating successful teams. He believes that having a mission and vision are important for success, but serving people is the key to making a difference. Danny is passionate about implementing new ideas for growth and development and fostering a culture of continuous learning within organizations.
Connect with Danny Zatarain on…
LinkedIn: https://www.linkedin.com/in/danielzatarain/
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
Welcome to the Waste No Day Podcast! On this episode, we're diving into the world of leadership with Ken Goodrich, an HVAC industry expert who has lost 100 pounds due to his daily walking routine and change in diet. Ken shares insights on his inspiring Facebook group called "The First Step of Ken Goodrich," where hundreds of members encourage each other to stay active and share best practices. Ken also talks about the impact of handwritten customer letters on his team's motivation and how he wishes this practice were still prevalent in today's world. He shares valuable strategies for growing a business in the service industry, emphasizing the importance of building a solid team and prioritizing the sale of club memberships to generate revenue. Join us as we learn from Ken's experiences and discover the key to winning the race in business.
Here's a breakdown of what to expect in this episode:
- Ken Goodrich's daily walking routine with "The First Step of Ken Goodrich" Facebook group
- Importance of handwritten customer letters on team motivation and building a strong team of technicians
- Strategies for growing a business in the service industry, including prioritizing club memberships and building a system
- Importance of constantly educating oneself and staying ahead of the competition, and joining best practice groups to learn from others
- Being a successful businessperson is about more than just being a good tradesman and the importance of operating within a business system to succeed.
- And so much more!
About Ken Goodrich:
Ken Goodrich is the CEO of Goettl Air Conditioning and The Sunny Plumber, both based in Las Vegas. He grew up in Las Vegas and used to accompany his father on calls for his air-conditioning business. Goodrich acquired Goettl AC in 2013, established in Phoenix in 1939 by brothers Gust and Sam Goettl. After receiving the company, he expanded it to Las Vegas in 2016. He also started The Sunny Plumber in Phoenix and Tucson, later expanding to Las Vegas and Corona, California. Goodrich has recently acquired two additional air-conditioning businesses in Las Vegas and plans to continue expanding his brands across the Southwest.
Connect with Ken Goodrich on…
Website: https://www.goettl.com/
LinkedIn: https://www.linkedin.com/in/kenneth-d-goodrich-ba580427/
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
Get ready to be inspired by the founder of NexGen, Ishmael Valdez, as he joins us on this episode of Waste No Day Podcast. Originally planning to discuss productivity, we shift the focus to the importance of creating a great work culture. Ishmael shares his journey from being kicked out of his house at 17 to building a multi-million dollar company. He emphasizes the significance of employee satisfaction and how it can lead to increased revenue. Fear should not stop you from making decisions, and even slow times can be overcome with consistent marketing efforts. Learn from their mistakes of growing too fast and not knowing their numbers, and the importance of reinvesting back into the business.
Here's a breakdown of what to expect in this episode:
- Creating a great work culture and prioritizing employee satisfaction and success
- Valdez’s background and experience in the trades and learning from contractors
- Overcoming fear in business decisions and being decisive to achieve outcomes faster
- Consistent marketing and outbound calls to keep business going
- Importance of reinvesting back into the business and avoiding mistakes in pricing and employee compensation
- And so much more!
About Ishmael Valdez:
Ismael Valdez is a man on a mission. As the owner of the #1 HVAC Company in Southern California, NexGen has grown to become an impressive family-owned and operated HVAC business by sticking to the basics… Superior customer service, data efficiency, and a highly-trained staff of technicians and contractors.
Ismael Valdez’s journey started as a young aspiring HVAC technician over 15 years ago, and he hasn’t forgotten his roots. Valdez believes in the family unit and treats every customer like they are part of his own. His continued commitment to fairness and dedication to core values has helped his business grow exponentially. It is undeniable that Valdez has made an impact on the HVAC industry. His drive to continually improve services and customer care, along with the support of his NexGen family, has led to an additional 10 locations across Southern California.
Connect with Ishmael Valdez on…
Website: https://nexgenairandplumbing.com/
LinkedIn: https://www.linkedin.com/in/ismaelvaldez/
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
Get ready to overcome your fear of rejection and failure in the latest Waste No Day Podcast episode! Let us welcome Richard Fenton and Andrea Waltz, the authors of "Go for No," for an inspiring discussion on how to turn rejection into success. Discover the motivation behind their book and new follow-up, and learn how parents unknowingly teach kids not to ask for what they want. Hear personal stories on handling rejection, how to sell without pressure, and why the customer is always right. Plus, find out where to get their entire book and why leaving honest reviews is essential. Don't miss this thought-provoking episode on embracing "no" as the key to success!
Here's a breakdown of what to expect in this episode:
- Overcoming the fear of failure and rejection
- Strategies for salespeople, including "go for no" and providing multiple options to customers
- Importance of listening to customers and overcoming objections
- Personal anecdotes and stories to illustrate points
- Discussion of the authors' book, "When They Say No," and the importance of leaving honest reviews
- And so much more!
About Andrea Waltz and Richard Fenton:
Andrea Waltz and Richard Fenton are the founders of Courage Crafters, Inc., and the authors of the best-selling book, Go for No! They speak internationally, teaching business, sales and entrepreneurial audiences how to overcome their fear of rejection and achieve extraordinary sales success by hearing ‘no’ more often. Their mindset and strategies have been embraced by people in a wide variety of businesses and industries to rave reviews and remarkable results. Richard and Andrea are also producers of a 98-minute personal development DVD movie and their “go for no” philosophies have been featured in numerous publications including Inc. Magazine, Forbes, Success Magazine and many others.
Go for No! has now sold over 400,000 copies and has over 1,000 five-star reviews on Amazon. After hitting #1 on Amazon’s ‘Sales & Selling’ Best Seller list, it’s remained in the top 50 sales books for the last 10 years, still considered a ‘must-read’ for new and seasoned sales professionals.
Connect with Richard Fenton on…
Instagram: https://www.instagram.com/GoforNo/
Facebook: https://www.facebook.com/GoforNo/
LinkedIn: https://www.linkedin.com/in/Goforno/
YouTube: https://www.youtube.com/user/Courageous1s
Twitter: https://twitter.com/GoforNo
Book: https://www.amazon.com/Yes-Destination-How-You-There/dp/0966398130
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
Join us on the Waste No Day Podcast as we dive into the world of leadership with Carlos Mendez, a consultant at Echelon Front. Carlos teaches the Four Laws of Combat and emphasizes the importance of building relationships and detaching from emotions in leadership. Learn about being "default aggressive" and how to manage emotions in difficult situations. In addition, Carlos shares personal tips and reflects on his experiences in the Navy and SEAL teams. Take advantage of this episode filled with valuable insights for leaders in any field.
Here's a breakdown of what to expect in this episode:
- The Four Laws of Combat and Echelon Front's approach to leadership
- Overcoming fear and the concept of being "default aggressive"
- Importance of personal protective equipment, relationship building, and risk reduction
- Lessons learned from Hell Week and their applicability to leadership in challenging situations
- Tips for managing emotions and avoiding emotional outbursts and reflecting on personal experiences
- And so much more!
About Carlos Mendez:
Carlos is a former Navy SEAL who started his Naval career as a medic with the Marines, where he completed two deployments. Upon completing BUD/s, he was assigned to SEAL Team One. He served as the medic, primary sniper, and point man and completed deployments to Southeast Asia, Iraq, Central America, and Afghanistan.
Carlos then served under Jocko as the lead instructor in teaching Close Quarter Combat for all the West Coast SEAL Teams. During his time there, Carlos was chosen for the prestigious Seaman to Admiral Program through which the SEAL Teams cut the member away to complete their undergrad degree and return as an officer. Former recipients of this award include Jocko Willink and Jonny Kim.
Connect with Carlos Mendez on…
Website: https://echelonfront.com/carlos-mendez/
LinkedIn: https://www.linkedin.com/in/carlos-mendez-e/
Instagram: https://www.instagram.com/carlos_mendez_246/?hl=en
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
In today’s show, we are putting Carlos Mendez in your passenger seat to discuss being default aggressive. Carlos is a former Navy SEAL who started his Naval career as a medic with the Marines where he completed two deployments. Upon his completion of BUD/s he was assigned to SEAL Team One where he served as the medic, primary sniper, and point man and completed deployments to Southeast Asia, Iraq, Central America, and Afghanistan. Carlos then served under Jocko as the lead instructor in charge of teaching Close Quarter Combat for the all the West Coast SEAL Teams. During his time there, Carlos was chosen for the prestigious Seaman to Admiral program through which the SEAL Teams cut the member away to complete their undergrad degree and come back as an officer. Former recipients of this award include Jocko Willink and Jonny Kim. After completing his undergrad degree in finance at the University of San Diego, Carlos came back to complete two more deployments to Iraq and Afghanistan as the Assistant Officer in Charge and the Officer in Charge at both SEAL Team Three and Special Reconnaissance Team One. Carlos finished his Naval career as the Executive Officer for SEAL Training command. After separating from the service and before joining Echelon Front, Carlos completed his MBA from the Anderson School of Management at UCLA and worked as an investment banker. Today, he joins Waste No Day for part one of an episode talking about being default aggressive. This doesn’t mean aggressive and walking around angry and ready to hurt people; but aggressive in the sense that you are always ready to take action. Be sure to catch the conclusion next week.
In today’s show, we are putting George Saldana in your passenger seat to discuss growing an electrical business. George Saldana was born in San Antonio, TX. He studied business in Junior college in the late 1970's and decided to open his first electrical contracting business at the ripe old age of 19 years old. After obtaining his City Electrical Journeyman's license in 1982 and his City and State Master Electrical license in 1989, George has continued to hone his knowledge through annual Continuing education courses and on the job expertise that can only be obtained through years of practical experience and satisfied customers. Moving through commercial, residential new construction, and now residential retro-fit, George has seen many sides and seasons of the electrical industry. Taking the plunge into the residential home services, George grew a business from just him and his son to over $7M in revenue. Now, operating as a Mister Sparky Electric franchise in San Antonia, George shares the lessons that he has learned throughout decades of trade service. He has been married to a beautiful and supportive wife for 36 years and has 3 wonderful children, Jeff 31, Shari 33 and Marcus 24. His hobbies include motorsport racing in the national organization NASA, riding his Harley Street glide and hanging out in his backyard with his family by the pool.
In today’s show, we are putting Larry Levine in your passenger seat to discuss selling from the heart. Larry is the international best-selling author of “Selling From the Heart” and the co-host of the Selling From the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional. Larry has successfully sold to customers ranging from up-and-down the street accounts to Fortune 500 companies. By using strategies explained in his book, he landed $1.3M in new sales leaving behind a $1.6M pipeline for the next rep. Now, Larry coaches and inspires sales leaders and their teams to do what he did. Since 2015, Larry has coached sales professionals across the spectrum of tenured reps to new millennials entering the sales force. On today’s show, Larry applies this framework to the home services world and focuses on why trust makes such a difference.
In today’s show, we are putting Joe Cunningham in your passenger seat to discuss pricing, communication, and much more. Joe Cunningham has been in the home services industry for decades and has trained tens of thousands of technicians. He has worked with the largest and most well known best practice groups to help them create their training programs and procedures. He was President of Future University, the industry’s first contractor owned premier training organization and was instrumental in the first wave of industry consolidation. In today’s episode, Joe continues the conversation about pricing and why understanding what goes into a price allows for more confident presentations. Plus, Joe goes over more great questions to ask while in the home to gain not only permission, but understanding about why exploring all areas of the home is beneficial. Make sure you listen to part one last week before you catch this great conclusion.
In today’s show, we are putting Joe Cunningham in your passenger seat to discuss an understanding of why the price is what it is so that you feel confident in overcoming pricing objections. Joe Cunningham is no stranger to pricing objections. In the industry for decades, he is an experienced, award-winning veteran of the home services industry. Joe has created multiple curriculum for organizations including his own Success Track Network. He was one of the first million-dollar sales experts in the HVAC trade in the 80’s. Today, he helps contractors, distributors, and technicians who want to succeed with his proven processes and trainings. On this episode, Joe walks through the components that make up price to build confidence in the value you are bringing and the importance of the education process at the table. Be sure you listen next week to part two as we continue the conversation.
In today’s show, we are putting TJ Hartnett in your passenger seat to discuss the continual pursuit of getting better. There is no finish line when you are constantly trying to improve; but it is the very nature of complacency to think that there is. It is easy to let off the gas the longer we are in our career because we feel we have “learned enough” and “experienced enough.” However, it must be an intentional pursuit to always be open to change, learning, and coaching. TJ has lived the life in the field and in the office to know these feelings and now uses that education to coach others towards greatness. In the field since 1994, he has served in most of the roles of an HVAC company. Now, as the owner behind Flywheel Coaching Group he aims to help everyone win together. On today’s show, we focus on not settling and what it takes to decide to keep climbing higher.
We are putting Lawrence Castillo, the President and Operating Partner of Brody-Pennell Heating and Air Conditioning, in the passenger seat in today's show as he shares his insights and experiences on the HVAC industry. He emphasizes the importance of planning, budgeting, and recruiting contractors to achieve success. He also talks about the different models of selling and service, the changes happening in the industry, and how to create urgency. He also stresses the importance of customer service and transparent systems and processes to support it. He provides insights on recruiting new talent through trade schools, apprenticeships, and internal training programs. Additionally, he emphasizes the importance of having someone continuously reaching out to potential candidates for recruitment, as it is crucial to have a dedicated person to recruit to build a successful team.
Here's a breakdown of what to expect in this episode:
- Expert Insights on Building a Successful HVAC Business
- Mastering the HVAC Industry: Strategies for Planning, Budgeting, and Recruiting
- The importance of placing the right personality in the right position within the company
- The importance of having structure, discipline, and accountability in place to ensure good customer service and successful business operations.
- Recruiting process is important for small and big companies
- And so much more!
About Laurence Castillo:
Lawrence Castillo is the President and Operating Partner of Brody Pennell Heating and Air Conditioning, a 77-year-old company based in Los Angeles. He has a significant experience in the air conditioning industry, having worked as the GM of the largest heating and plumbing company in Canada and held leadership positions in other companies such as Leland Smith Service Champions. He is widely respected as one of the residential HVAC/plumbing industry’s top operators, and has generated record revenue growth for some of the West Coast’s most respected and well-known companies over the past 20 years. Under his leadership, Brody Pennell was voted the BEST Heating & Air Conditioning Company in Los Angeles by the readers of the Los Angeles Times for 2021 and 2022.
Check Laurence Castillo on...
Facebook: https://www.facebook.com/BrodyPennell
LinkedIn: https://www.linkedin.com/in/lacastillo/
Email: lawrence@brodypennell.com
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
On part 2 of this episode with Coral Whale, she shares her experience in sales and how she was able to convert a customer who had said "no" to eighteen other sales offers. She shares her tips on how to increase the value of one's business and services, how to handle objections to prices, and the importance of role-playing and objection handling. She also emphasizes the importance of training and investing in employees, and how having a "servant's heart" is important for customer service.
Make sure you're on board with Coral Whale and her $2M Indoor Air Quality mission - get ready to learn and grow!
Here's a breakdown of what to expect in this episode:
- What are the most common objections that homeowners have? How do you handle them?
- How do you overcome the objection of a traditional man’s world?
- The value is going to be 100 times greater when you have a female in the home than a male.
- Finding common ground with your clients.
- And so much more!
About Coral Whale:
Coral Whale is an experienced dispatcher and salesperson who has worked in the electrical, medical, and HR industries. She was a dispatcher at an electrical company 13 years ago and saw an electrician wiping the floor and was inspired to do the same. She then moved on to other odd jobs, but eventually circled back to dispatch and sales, demanding a commission-based structure. She made more money than the technicians and was let go, but after 12 years, she interviewed with an HR company that allowed her to go out in the field and work with a tool bag. She has since been working in the field, learning electrical and plumbing work, and educating herself on products in order to deliver her message to clients.
Coral Whale builds value and rapport with clients and finds solutions to problems that they have within their homes.
Check Coral on...
coral whale@outlook.com
Facebook: https://www.facebook.com/coral.whale
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
We are putting Coral Whale in your passenger seat in today's show to discuss $2M in Indoor Air Quality. Coral begins by sharing her story of how she got into HVAC sales and what motivated her to stay in the industry. She discusses the importance of understanding customer needs and building trust with them. She also explains the different types of air purifiers and the features to look for when considering a purchase. Lastly, she shares her best tips for selling air purifiers. Coral concludes by emphasizing the importance of trust and providing value to customers when selling HVAC products. She believes the sales process should be a partnership between the customer and the salesperson, with both parties feeling satisfied with the result.
Breathe easy: Make the air purifier your go-to for better indoor air quality!
Here's a breakdown of what to expect in this episode:
- Coral's career journey and experience in the HVAC industry.
- how she tracks her numbers in order to stay accountable,
- How did you get to be the monster you are?
- The importance of taking care of your HVAC system.
- And so much more!
About Coral Whale:
Coral Whale is an experienced dispatcher and salesperson who has worked in the electrical, medical, and HR industries. She was a dispatcher at an electrical company 13 years ago and saw an electrician wiping the floor and was inspired to do the same. She then moved on to other odd jobs, but eventually circled back to dispatch and sales, demanding a commission-based structure. She made more money than the technicians and was let go, but after 12 years, she interviewed with an HR company that allowed her to go out in the field and work with a tool bag. She has since been working in the field, learning electrical and plumbing work, and educating herself on products to deliver her message to clients.
Coral Whale builds value and rapport with clients and finds solutions to problems that they have within their homes.
Check Coral on...
coral whale@outlook.com
Facebook: https://www.facebook.com/coral.whale
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
In today’s show, we are putting Brittany Murphy in your passenger seat to discuss the concept of authority. When trouble strikes, everyone wants someone that they believe in to take care of the problem. We crave authority in our help whatever form it takes because authority instills trust into the relationship and the result. The home services industry is no different. Homeowners want a technician, plumber, or electrician who speaks and conducts business with the authority to accomplish whatever needs done. Lack of authority, wishy-washy behavior, lack of follow-through, and insecurity all cause problems with the client and the client experience. Now, this is no excuse to be an authoritarian and abuse the power, but it is to say that we need to TCOB (take care of business) when we are in the home. Authority in the marketplace is equally important. This authority comes in the form quantity and quality reviews. Google is the 800-lb gorilla and the more reviews you have, the more authority your company gains. Brittany Murphy is a marketing expert from One Thing Marketing and on today’s show, she takes the time to explain how and why authority matters in both environments.
In today’s show, we are putting several guests in your passenger seat to discuss a variety of topics. Brian and Nate hit the streets at the Authority Brands 2022 convention to talk to multiple in-home service professionals about their world. In this episode you will hear from heating and air conditioning professionals, plumbers, electricians, home cleaners, painters, arborists, dog lovers and so much more. Each voice brings a different perspective on what they bring to the home and how it relates to other home services. Listen in on these conversations to pickup ideas on cross-branding, perspective on service, and maybe even opportunity for your personal goals.
Welcome to the 'Waste No Day' Podcast! Join Brian Bulton and Nate Minnich as they talk to different entrepreneurs on this crazy 3-hour episode! So, if you don't know your niche yet but you really want to learn all about business and strategy, this episode is definitely for you.
1st Guest: Richie Drew and Marty Landry
Richie Drew and Marty Landry joins Authority Brands Convention 2022 as One Hour Heating & Air Conditioning. In this segment, they share how they were able to offer the highest quality heating and air conditioning household services in Myrtle Beach.
Here's a breakdown of what to expect in this episode:
- The biggest challenge in business in 2022 and overcoming it.
- Overcoming the natural cycle of the weather
- Winning the talent war
- Coping with the growing industry in 2023
- And so much more!
About Richie Drew:
He joined his father’s business in 1995, as a residential maintenance tech, and began learning about the business. In 1997 his father became ill and he had to step up to help his mother run the business. He had to learn a lot and quickly. So he went to school to learn how to manage and lead, at Contractors Success Group. He continued to run the business after his father recovered. In 2004 he suggested joining the One Hour team. The goal was to grow the business through One Hour to provide a retirement strategy for his Mom and Dad. So that’s exactly what they did, and in 1996 he went to work for One Hour Corporate and Dad sold the business to them in 2007.
About Marty Landry:
Vice President of Operations at Carolina Home Services Group Inc. Operations and Sales Executive with a proven record of forging highly productive teams that produce industry-leading results. Management of up to 65 locations, $350 million in the fleet, $170 million in revenue, and 762 employees as well as departmental oversight of sales, marketing, safety, accounting, HR, fleet, and loss control. Success in employee identification, development, team building, and mentoring resulting in internal promotions and proper succession planning.
Check Richie and Marty on...
Website: https://onehourmagic.com/
LinkedIn: https://www.linkedin.com/in/richie-drew-468b7712/
LinkedIn: https://www.linkedin.com/in/martyjlandry/
Email: https://rocketreach.co/richie-drew-email_17002124
Facebook: https://www.facebook.com/richie.drew.9
Facebook: https://www.facebook.com/MyrtleBeachOneHour/
Connect with Waste No Day!
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Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
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2nd Guest: Jamie Lavigne
Jamie Lavigne talks about Woofie's franchising oppawtunity. She explains how Authority Brands employ three experienced recruiters to handle all the franchisees' hiring needs for dog walkers, pet sitters, and groomers. This episode will "paw"sitively elevate your business investment if you have a passion for animals and desire to start owning a terrific franchise concept in the pet care industry!
Here's a breakdown of what to expect in this episode:
- A Woofies
- Everyone loves spending money on their dogs
- In-home consultation
- Jamie’s dogs’ names and their names.
- Type of upselling occurs when the client is not in the home
- And so much more!
About Jamie:
Jamie Lavigne is a Franchise Development Manager for Woofie’s Pet Ventures. She has a degree in art education, however, she fell in love with sales while in school. Her sales career started by selling diamonds, it was a blast. She could write a book about the love stories she has heard. She transitioned to a call center and then residential/commercial mortgages. In 2007 she started in the franchise industry and hasn't looked back. She worked for 2 franchise suppliers. One helped her learn the industry and the other understand the operational side of franchising. She was then recruited to franchise sales.
Check Jamie on...
Website: https://www.woofies.com/
LinkedIn: https://www.linkedin.com/in/jamieleelavigne/
LinkedIn: https://www.linkedin.com/company/woofie-s/
Email: https://rocketreach.co/jamie-lavigne-email_2431804
3rd Guest: Aaron Hagan and Darrell Boyd
Aaron Hagan and Darrell Boyd talks about Mister Sparky. They share how they deal with homeowners on a day-to-day basis. In their training, communication with the team is a need. Therefore, this episode is for you whether you're a skilled veteran trying to expand an existing business or someone looking to launch their first electrical company.
Here's a breakdown of what to expect in this episode:
- Training is at the core of everything that we do.
- The top three focus points for developing growth into 2023
- The components that let you know the health of the business
- The fear creeps in and the team rallies the troops
- And so much more!
Webiste: https://www.mistersparky.com/
4th Guest: George Saldana
George Saldana talks about his electrical business in San Antonio. It wasn't easy making the switch from being a DJ to working in the electrical business. He explains how they were able to sell thousands of protections despite the ongoing problems and flaws in their power systems, and the rest is history.
Here's a breakdown of what to expect in this episode:
- Where do you hail from? – San Antonio.
- What have you found to be the biggest challenges in Florida?
- The ups and downs of his business and how they’ve changed.
- Transformations then and now
- And so much more!
About George:
George Saldana is the Owner/President of Mister Sparky. He was born in San Antonio, TX. He has been married to a beautiful and supportive wife for 36 years and has 3 wonderful children, Jeff 31, Shari 33, and Marcus 24. His hobbies include motorsport racing in the national organization NASA, riding his Harley Street glide, and hanging out in his backyard with his family by the pool. He studied business in Junior college in the late 1970's and decided to open his first electrical contracting business at the ripe old age of 19 years old. George Saldana purchased his initial Mister Sparky Franchise #0055 in 2007 and purchased the remainder of the Metro San Antonio area Mister Sparky #0097 in 2009. George and his team service over 2.5 million people in over 900,000 households throughout the Metro San Antonio/ Bexar County area.
Webiste: https://www.mistersparky.com/
5th Guest: David Crow
David Crow talks about Benjamin Franklin Plumbing. David's take on this episode is that if you aim to grow your business and retain your people, you must invest in your workforce and continually seek new ways to motivate and inspire them. While technical training allows them to improve their craft, improving the customer experience is equally important.
Here's a breakdown of what to expect in this episode:
- David’s story and how he got into plumbing.
- Motivate your people
- The importance of learning soft skills and communication.
- Ways to motivate your employees
- And so much more!
About David:
David Crow is the General Manager of Benjamin Franklin Plumbing. His hobbies are family time and fishing tournaments. On a typical Sunday, he goes to Church and enjoys watching sports. Sunday is Family day. His favorite sports teams are Texas Longhorns, the Cowboys, Texas Rangers, and the other local sports teams. He has a wife, Angela along with Daughters, Heather, Shelby, and Lacey. Granddaughter, Madison, and one dog Jinna Beth.
Check David on...
Website: https://www.benjaminfranklinplumbing.com/services/
LinkedIn: https://www.linkedin.com/in/david-crow-6a117860/
Twitter: https://twitter.com/BenFrankPlumber
6th Guest: Tim Bridges
Tim Bridges talks about Owning a Part of the Growing Cleaning Service Industry. Keeping a clean home can be a struggle, but with exemplary cleaning service, it doesn't have to be. There's a high level of trust that comes with cleaning. So, when it comes to prospective employees, they hire the right people and send them to customers' houses. Tim emphasizes how focused they are on training and retaining their employees because they're the face of our business.
Here's a breakdown of what to expect in this episode:
- Ways you manage the expectations of your customers
- Train your people on how to have the conversation
- And so much more!
Check Tim on...
Website: https://www.thecleaningauthority.com/#~1B8r3u5
LinkedIn: https://www.linkedin.com/in/tim-bridges-603b7811/
7th Guest: Jon Boston
Jon Boston talks about cleaning services for residential properties. Homeowners in their area can now take pride in their home's appearance, knowing that Color World is providing them with the best-looking house on the block. Jon's team of professionals has worked hard to develop a painting process that is both efficient and cost-effective without sacrificing quality. In this episode, he shares that they use only the highest grade of paint and materials and pay attention to detail to ensure that their project will last for years.
Here's a breakdown of what to expect in this episode:
- Work of Jonathan at Color World
- The biggest selling point for Color World?
- Some of the challenges that you’ve experienced in the painting industry this year
- And so much more!
8th Guest: Joe Hawkins
Joe Hawkins, an IAQ trainer, talks about indoor air quality. Joe asks how good the air in your home is. Because when an air cleaner operates well, you breathe better, as he says.
Here's a breakdown of what to expect in this episode:
- The life of an Indoor Air Quality trainer
- Persuasion and Education
- And so much more!
9th Guest: Lydia Best
Lydia Best talks about how the pet care industry is booming, and Woofie's is at the forefront of it all. At Woofie's, Lydia is committed to making pet care services more convenient for parents and providing the best care and attention to their pets. They understand the importance of finding the perfect balance that fits each pet's individual needs. The goal is to provide a safe and comfortable environment where pets can feel at home.
Here's a breakdown of what to expect in this episode:
- Introducing Lydia Best
- Criteria in a business owner
- Ways to find out more about acquiring a Woofie's brand.
- And so much more!
About Lydia:
Lydia Best is the Director of Training and Support at Woofie’s Pet Ventures, Serial Entrepreneur, animal lover, foodie, and fierce friend.
Check Lydia on...
Website: https://ownawoofies.com
Instagram: https://www.instagram.com/livinghappywithlydia/?hl=en
LinkedIn: https://www.linkedin.com/in/livinghappywithlydia/
10th Guest: Dylan Cohen
Dylan Cohen talks about the mosquito squad part of learning and development. Dylan shares how proud they are in providing homeowners with an effective solution to the problem of pests with our Protective Barrier Treatment. Also, he explains the three-step process that involves the application of three unique treatments to create a protective barrier around your home that will help keep mosquitoes, ticks, and other pests away.
Here's a breakdown of what to expect in this episode:
- Training in different ecosystems?
- The difference between mosquito squad and other pest control companies
- And so much more!
Check Dylan on...
Website: https://www.mosquitosquad.com/
11th Guest: Tony Zack
Tony Zack, owner of Mr. Sparky, talks about the essence of electrical services for a functioning home. However, when it comes to ensuring your home is equipped with the proper electricity, it is vital to have the help of a professional. Expert home electricians have the knowledge and expertise to ensure that all your electrical needs are taken care of. In hiring, Tony believes in training. They love hiring for character and training for the technical. To have experience is a bonus.
Here's a breakdown of what to expect in this episode:
- Tony and his work
- Getting $100 million in revenue
- What would you do if you had it all over again?
- Training his guys on how the negotiating process works.
- Stop Restoration is in the people's business
- And so much more!
Website: https://www.mistersparky.com/#~3l6O7u5
12th Guest: Daren Clark
Daren Clark, the director of operations for Stop Restoration, talks about the need for electrical services for your home. Daren shares how they handle various projects, from wiring a new room to replacing an old circuit breaker or fuse. On top of this is how they advise on the electrical system's safety and give recommendations on how to improve it.
Here's a breakdown of what to expect in this episode:
- Restoration in marketing
- Ways to develop and train your people for restoration.
- Train your technicians to interact with clients
- And so much more!
Website: https://www.stoprestoration.com/
13th Guest: Kassy Mills
Kassy Mills talks about keeping trees healthy & customers satisfied. Kassy shares the experiences necessary to take on any tree service project, from minor trimming to large-scale removal projects. She says the objective is to ensure that the job is done right the first time without disrupting their property or lifestyle.
Here's a breakdown of what to expect in this episode:
- Monster Tree Service and how does it differ from other tree service companies
- Monster Tree Service looks like
- Does Tree Service offer any type of membership program where you can get your trees pruned every year?
- And so much more!
Website: https://www.monstertreeservice.com/
About Authority Brands:
A Family of Industry-Leading Home Service Brands. Authority Brands is dedicated to providing home services that customers trust and support for their growing franchise network.
Founded in 2018, Authority Brands is North America's premier home service franchisor. They provide a network of more than 1,000 franchise owners across the US and Canada with elite marketing, advanced technology, and strong operational support. With more than $1 billion in revenue, they grow successful franchise brands. Their family of home service franchise brands is a leader in their industry, providing homeowners' home service from the property line to the roof line. Authority Brands provides best-in-class training and operational support, marketing systems, and cutting-edge technology to their franchise owners so that each location can focus on delivering world-class customer service.
Their franchise brands are committed to the same common values and principles. Their vision is to continue to grow franchise brands that average over $1 million in per-unit revenue. They support their franchisees to help their continued growth through elite marketing, advanced technology, and strong operational support to accomplish this goal.
Check Authority Brands on...
Website: https://www.authoritybrands.com/
LinkedIn: https://www.linkedin.com/company/authority-brands/
Instagram: https://www.instagram.com/authoritybrands/?hl=en
Twitter: https://mobile.twitter.com/authoritybrnds
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1
In today’s show, we are putting Ellen Rohr in your passenger seat to discuss charging more than it costs. Ellen nearly sank her husband’s plumbing company. It seemed like lots of money was moving through the company, but at the end of the month there was never any money left. With the help of great mentors, Ellen figured out how to fix and grow successful businesses. She teaches business planning and financial literacy, helping contractors make business simpler and more profitable. Now, she is an owner and President of Zoom Drain Franchise, LLC. a new franchise concept with 20 locations across the country. Ellen is the author of four un-fussy business books: “Where Did the Money Go?, How Much Should I Charge?, The Bare Bones Biz Plan, and The Weekend Biz Plan. She also hosts a regular podcast – Behind the Wall – for PHCPPros.com and Unclogged – a Zoom Drain Podcast. Today, Ellen joins the show to discuss how easy it is to get upside down in business and how charging the right price is important to the success and future of a business; and part of this journey is to believe first that you are worth it.
In today’s show, we are putting John Akhoian in your passenger seat to discuss how he went from a 19-year-old plumber to founding and building the largest privately owned plumbing company in the state of California. John is the CEO of Rooter Hero and overcame adversity as a grieving teenager going down a bad path by joining the skilled trades. Along the way John has built multiple businesses and found a passion for the trades and what it can do for those who choose to join the home services industry. John is an author, industry leader, father, and takes time out of his schedule to share about all the ups and downs he endured to make it to the top. He says his mission now is to help others maximize their careers and live fulfilling, comfortable lives.
In today’s show, we are putting Daniel Arroyas in your passenger seat to discuss selling, discounting, and the adverse relationship between the two. Daniel is no stranger to sales or to HVAC. With over two decades logged in the trades he’s been in trucks and attics more than most. This vast experience has proved invaluable to him in his comfort advisor sales role. But there is something else that the sweat equity over the years has instilled in Daniel and that is the value of what his company does and the cost it takes to do it. This understanding has motivated him to sell over $7M this year without undercutting the value of the service with discounts. While discounting has a purpose in the market, Daniel has chosen to train his mind against. He values the service provided too much to undersell it. Furthermore, he refuses the weakness of using discounting as a consistent strategy. Daniel currently works as a field supervisor for NexGen based out of California. The unique buddy system the employs has created great opportunity to become one of the nations top HVAC salespeople. Join us today to learn how he does it and why you too should stray from the dependency of discounting.
In today’s show, we are putting Mark Jennison in your passenger seat to discuss the rest of his story. Mark Jennison has the privilege of knowing that he has saved the lives of thousands of men, but that was not an easy journey. He created his own company and grew it to seventy-five million dollars in revenue before losing it all. With what felt like his world crumbling around him Mark wrote one final letter, prepared to take his own life. At that moment he heard a voice tell him, “You’re not done” and that chilling moment became a catalyst for change. Over the next three years he did everything he thought he could to get sober including AA, 12 steps, rehab, and yet none were successful. Mark realized that he needed to delve into the why behind the drinking. Through intense self-evaluation and fortitude Mark was able to assemble a program for himself that created a complete comeback. With men clamoring to understand what Mark did, IAMACOMEBACK was born. It was founded with the purpose of helping people make changes in their lives they didn’t realize where possible, giving hope to the hopeless and helping the broken piece themselves back together. Today, Mark serves as one of the most influential experts of self-improvement sharing his knowledge while speaking across the globe and walking people through the IAMACOMEBACK program. Mark joins the show to conclude this great conversation.
In today’s show, we are putting Mark Jennison in your passenger seat to discuss being a comeback. Mark Jennison has the unique honor of knowing that he has saved the lives of thousands of men, but that came through a journey of hardship, perseverance and triumph. Born with an entrepreneurial spirit, Mark grossed over seventy-five million dollars in revenue for a company he created in just six years. However, the shackles that drugs and alcohol had on him for over twenty-one years destroyed it all. While on a vacation to Jamaica, celebrating the signing of a multi-million-dollar client, Mark's addiction reached a pinnacle causing his wife to leave him, along with the promise that he’d never see his son again. When Mark returned home his addiction continued its path of destruction and he was removed from his own business. Over the next three years he did everything he thought he could to get sober including AA, 12 steps, rehab, and yet none were successful. Mark realized that he needed to delve into the why behind the drinking. Through intense self-evaluation and fortitude Mark was able to assemble a program for himself that created a complete comeback. With men clamoring to understand what Mark did, IAMACOMEBACK was born. It was founded with the purpose of helping people make changes in their lives they didn’t realize where possible, giving hope to the hopeless and helping the broken piece themselves back together. Since DATE STARTED thousands of business owners, executives, entrepreneurs, leaders, doctors, and lawyers have successfully completed the IAMACOMEBACK program. Through its unique approach dispelling most of what’s been said about alcoholism, Mark and his team liberate men from the shackles of alcohol turning their struggle into their strength. On today’s episode, Mark discusses his story and why addressing the lies in our lives is so important to moving forward.
In today’s show, we are putting Dan Antonelli in your passenger seat to discuss branding. Whether you are a business owner or a front-line employee branding has an important part in your day-to-day life. The power of branding cannot be understated from when you see the golden arches to when you watch the checkered flag logo drive by you. Brand images relates to brand service relates to brand value. What about your brand? Does your brand communicate the level of service that you bring? What about you personally? Does your personal image and the manner in which you conduct yourself match the ‘personal brand’ you are looking to convey? Dan Antonelli is an expert in answering those questions. From a one-person basement shop to an award-winning agency, Dan has helped thousands of brands accomplish the goal of message and differentiation. Dan is the president of KickCharge Creative and oversees all aspects of brand design and development. His latest book, “Branded Not Blanded” discusses the message of being a disruptive brand in your market. On today’s show, Dan lends his expertise to both company and personal imaging and why it is something we should all be focused on improving.
In today’s show, we are putting Ken Goodrich in your passenger seat to discuss some grit. Grit is the determination to see something through despite the adversity that plans to stop you. It is something essential to business and something that all competitors have. Whether you are an athlete, businessman, or tech in a truck, grit will serve you well in life and in career. Ken Goodrich is well acquainted with both adversity and grit. An industry titan, he has built business after business over 50 years; but along the way made plenty of mistakes. The current CEO of Goettl Air Conditioning and Plumbing, Ken has been both a tech in the truck and an entrepreneur behind the desk. On today’s show, Ken talks about the things he learned from the school of hard knocks and how in the end, grit made the difference.
In today’s show, we are putting Jeremy Pruitt in your passenger seat to discuss some keys to building relationships and why it is so important. Many homeowners have had the unfortunate experience of a contractor in their home that treated them like just another address, just another job. It doesn’t take long for a homeowner to in turn treat that tech like just another contractor. This is a broken cycle that no one enjoys. Wouldn’t it be great if the tech and the homeowner actually cared? It starts with relationships. As a professional tech, it is your job to set the tone of the call and care for the client. Each client needs to feel like the only client. This relational approach creates a far more comfortable environment for all parties and sets up the ultimate invitation to return to the home the next time something is needed. The recurring business defines the success of the relationship and the ultimate success of the company. Jeremy Pruitt is a technician trainer who specializes in the importance of the relationship. Jeremy has been in sales management for about ten years. During that time, he has been a membership sales manager and held the position of Finance Manager with a very large automotive group. While in college, he worked closely with his father, the late Jack Pruitt, who owned both restoration and plumbing companies. On today’s show, he joins us to talk about simple, yet critical points of focus to relationship building in the home.
In today’s show, we are putting Brent Buckley in your passenger seat to discuss selling at twice your competitor’s price. Formerly known as the $7 million dollar man, Brent has set his sights on $12 million dollars out of his truck this year. With two decades in the HVAC basis, Brent has now branched into the ownership world, starting his own company, and increasing revenues of Fetch-A-Tech to $25 million dollars in just one year. Based out of Las Vegas, NV, Brent preaches culture and customer service; but it comes at a price. That price is often significantly higher than the competition. Brent has built a life on overcoming price objections and takes time to share how he handles these types of conversations and what you should be focusing on to do the same.
In today’s show, we are putting “Uncle Joe” Crisara in your passenger seat to discuss the three possible outcomes of a call. Joe Crisara, is known as “America's Service Sales Coach.” Thought of throughout the world as a sales educator, author, and entrepreneur with more than 40 years of experience Joe has trained thousands of owners, managers, technicians, and sales professionals in the blue-collar service business how to change their thinking and grow their sales. His company Service MVP's motivation is a genuine desire to help service providers become as successful as possible. His team has helped businesses ranging from start-ups to Fortune 1000 companies grow their profit and revenue. On this episode Joe goes through the yes, the no, and the I want to think about it potentials of any home service call.
In today’s show, we are putting Mike Sheftz in your passenger seat to discuss serving each client with a smile. Mike is an HVAC personal trainer and has a heart for incredible customer service. With over ten years of experience in the trade Mike has worked in install, maintenance, service, training, and management. Mike found his own path by slowing down and fully understanding everything so that he could be the expert. However, that wasn’t enough. Understanding the value of “likeability” Mike pursued the art of service by bringing joy into every home. On this episode, Mike is giving a training to HVAC techs on not just the excellence of knowing your craft, but of the importance of how we serve each client. His passion reaches far beyond just HVAC as the principles he relays can be applied to anyone in the customer service industry.
In today’s show, we are putting Tommy Mello back in your passenger seat to discuss more about the client experience and differentiating you from the other guy. From value to marketing to recruitment and beyond, Tommy is an innovative mind in the home services industry. Already the author of one book, “Home Service Millionaire,” Tommy is working on his second book, “Elevate” which is expected to be out later this year or early 2023. On part two of this packed-full episode, Tommy discusses surrounding yourself with trusted advisors and treating your client like you would your own mom. Make sure you check out part one also as we wrap up this great conversation.
In today’s show, we are putting Tommy Mello in your passenger seat to discuss people, profit, training, and whatever else happens to be on his mind. Tommy Mello is the owner and operator of A1 Garage Door Service, the host of the Home Service Expert podcast, and owner, partner, or investor in multiple other businesses ranging from Christmas lights to real estate to mobile apps. In 2007, Tommy became the sole owner and operator of a single Phoenix-based garage door service business, which came with $50,000 in debt. Today, A1Garage generates north of $170 million dollars in annual revenue. Tommy is a regular contributor to Inc., Entrepreneur, and other business publications on the topic of entrepreneurship and small business as well as a sought after podcast, radio and television guest. When not in the office or working on the businesses, you’ll find him on a plane headed to exotic destinations or chasing the little white ball around one of Arizona’s many golf courses. Make sure you list to the exciting conclusion of this conversation on part 2 next week.
In today’s show, we are putting Logan Altland and Dylan Moya in your passenger seat to discuss their success as a $3 million dollar electrician and a $3 million dollar plumber. Last week Logan and Dylan went back and forth on their process in the home. This week we get down and dirty with objections. Whether you are a plumber, electrician, or an HVAC technician, the objections you hear in the home are likely to be the same. On this episode, we do some objection role play and hear from some of the best names in the game on how they would approach each scenario. Dylan Moya is a service plumber for BillyGo Plumbing, Cooling, and Heating based out of Texas and Logan Altland is a service electrician for Mister Sparky Electric based out of Pennsylvania. Check out the conclusion of this great two-part episode.
In today’s show, we are putting Logan Altland and Dylan Moya in your passenger seat to discuss their success as a $3 million dollar electrician and a $3 million dollar plumber. Logan and Dylan are return guests to the show and combine forces on this two-part episode focusing in on their process similarities despite different trades as well as how they overcome objections. Logan Altland is a service electrician for Mister Sparky Electric in Lancaster, PA. Dylan Moya is a service plumber for BillyGo Plumbing, Cooling, and Heating based out of Texas. These two record breakers have put in the work to have the success and neither of them are satisfied. Listen as they jump into what make them tick on this episode and be sure to catch the conclusion next week.
In today’s show, we are putting Todd Liles in your passenger seat to discuss bringing excellence into the service industry. Todd Liles is the founder of Service Excellence and the creator of the PRESS PLAY Training System. He began his career in the HVAC Trades in 2001. Over the last 21 years, Todd has been a tech, salesperson, trainer, and is now an entrepreneur. His work mission is to IGNITE THE POWER WITHIN the businesses and people of the residential service industries. Todd founded SE because he is called to help contractors. “I’m meant to help contractors. It’s a calling. It’s my mission. Service Excellence is the vehicle I use to accomplish my mission.” Todd was the Director of Training for Clockwork Home Services’ Success Academy before he founded Service Excellence. After leaving Clockwork, Todd Co-founded Drain and Air Rescue in Austin, TX where he served as the General Manager. Todd now leads a team of 15 at Service Excellence. On today’s show he gives practical insight into how demeanor impacts presentation as well as an in-depth review of his patented PRESS PLAY system.
In today’s show, we are putting James Mellinger back in your passenger seat for the conclusion of a conversation about electrical safety inspections including role play. James is a service electrician and safety advisor for Mister Sparky Electric in Lancaster, PA. He has become one of the highest producing panel sales electricians in the nation and is only getting better. James shares more on his approach to the client including some fascinating role play dialogue. If you didn’t catch the first part, check out last week’s episode.
In today’s show, we are putting James Mellinger in your passenger seat for the first part of a conversation about his incredible success with electrical safety inspections. James is a service electrician and safety advisor for Mister Sparky Electric in Lancaster, PA. Coming out of high school, James got introduced to the trades through a family connection eventually taking apprenticeship classes and learning the skills. Originally joining One Hour Heating and Air Conditioning as an HVAC tech, he eventually transferred to the sister company Mister Sparky Electric wear he found his niche in the service industry. As a self-proclaimed amateur in selling communication, James graduated the school of hard knocks to eventually become one of the highest producing panel sales electricians in the nation. In this two-part episode, James shares how he approaches an electrical safety inspection or tune-up and how he walks the client through expectations the whole way to the table. Make sure to catch the conclusion of the conversation next episode.
In today’s show, we are putting Mike Brewer in your passenger seat for the conclusion of a conversation around growth and leadership. Mike brings 44 years of experience in the plumbing industry as the Chief Executive Officer for the Brewer Companies, a family of businesses that provide plumbing services to the retail, residential new construction and commercial markets. He has held the role of strategist and visionary for the overall enterprise since its inception. Michael is devoted to the contracting industry and is past President of the American Subcontractors Association of Arizona (ASAA) and is the past chair of the steering committee for the Build Your Future Arizona initiative (BYFAZ.org). Michael was instrumental as one of the initial leaders of the concept of a marketing campaign to attract the youth of our state to consider a career in the trades while striving to change the perception of the general public from trade workers being dead-end jobs to the deserved recognition that they are actually a gateway to highly lucrative and sound careers. He is also a lifelong learner, problem solver and inventor and holds two patents on a plumbing test device for the industry. Michael has lived in Arizona since 1968 and is married with 6 children, 4 of those working within the businesses. Mike joins us again to discuss the conclusion of his incredible story.
In today’s show, we are putting Mike Brewer in your passenger seat for the first part of a conversation about his journey to become the largest residential plumbing company in Arizona. Mike brings 44 years of experience in the plumbing industry as the Chief Executive Officer for the Brewer Companies, a family of businesses that provide plumbing services to the retail, residential new construction and commercial markets. He has held the role of strategist and visionary for the overall enterprise since its inception. He led and constituted a strategy to become the largest residential plumbing contractor in the state of Arizona right through the Great Recession. Not only did Brewer Enterprises Inc. survive, but organically grew its revenue from $6.4 million in 2009 to ~$80 million in 2021, growing market share in the Phoenix and Tucson market, all while going through the toughest economic times of our lives. He opened the first Benjamin Franklin Plumbing service and repair retail franchise in Arizona in 2003 and provides the commercial markets drain and service needs with Brewer Commercial Services since 2007. Having sold his ownership interests in the fall of 2021, he also currently holds the role as Senior Advisor to the CEO of Synergos Companies, a company of trade leaders who build efficiency into every project. He is also a lifelong learner, problem solver and inventor and holds two patents on a plumbing test device for the industry. Michael has lived in Arizona since 1968 and is married with 6 children, 4 of those working within the businesses. Today he shares his story on part 1 of this incredible episode.
In today’s show, we are putting Aaron Hagan in your passenger seat to discuss growing an electrical contractor business. Aaron is no stranger to the trade. He is a second generation electrician who grew up in a truck and made his way through the ranks to become owner. Learning in his dad's passenger seat from a young age, Aaron kept seeking out new and better ways to grow eventually putting them into the increase of his business. Starting off a two-man operation generating over $300,000 annually, Hagan saw his fair share of ups and downs. At one point, the entire company cycled in a year as they redesigned the definition of culture. Starting over a second time, Hagan grew the business to $25M with goals to his $70M in the next three years. Aaron joins the show today to not only talk about his journey personally, but some tips from the school of hard knocks that he picked up along the way.
In today’s show, we are putting Roy H. Williams in your passenger seat to discuss how the concept of story plays a vital part in accomplishing your message. Whether it is advertising on the radio or marketing yourself in the home, the story matters. So often we try to talk about quicker, faster, better, and the list goes on; but what about the story? What about how a product is going to make a difference? What about how your service makes someone feel? Every purchase is an emotional one and as such the heartstrings must be tugged with a picture, either physically or verbally. Roy H. Williams is the master story teller. A lifelong student of humanity, Roy H. Williams has spent a quarter-century asking, “What makes people do the things they do?” And he’s been using the things he’s learned to stimulate miraculous growth for his small business clients for more than 25 years. His books and Monday Morning Memos are a constant source of fascination and entertainment for his students and friends around the globe and have been named the Wall Street Journal’s number one Business Book in America as well as New York Times bestseller. With forty branch offices in the US, Canada, and Australia, Wizard of Ads, Inc. is now serving the advertising and marketing needs of business owners around the globe. Roy joins the show today to share his expertise on making yourself and your business memorable and moving.
In today’s show, we are putting Chris Voss in your passenger seat to discuss never splitting the difference. Everything in life is a negotiation, but standing in front of a client makes it more apparent. Wouldn’t it be great if you knew what to say and how to say it and when to say it in a negotiation? Over decades of FBI hostage negotiation, Chris learned those things and more through real-world experience; which he detailed in his best-selling book, “Never Split the Difference.” A 24-year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. Voss has taught for many business schools, including the University of Southern California’s Marshall School of Business, Georgetown University’s McDonough School of Business, Harvard University, MIT’s Sloan School of Management, and Northwestern University’s Kellogg School of Management, among others. Chris joins the show today to relate these principles to the home services industry as we celebrate episode #100.
In today’s show, we are putting Justin High in your passenger seat to discuss the grit and determination required to push through the tough things. Justin knows firsthand about commitment and overcoming the internal desire to quit. As a three-time world champion in Brazilian jujitsu he has competed at the highest levels and won. From a young age he became familiar with what it takes to overcome difficulties. When he was in his 20’s, he determined that he was the source of many of his own problems. However, as he became more serious about jujitsu he realized that he had to be honest with himself and cut out the habits and choices that would him weaker or the consequences would be his own neck. After winning his third world championship he started to see in each moment of your life it is easy to see what is right versus what is wrong. If you build a foundation of good choices success is the obvious outcome. Justin shares these experiences and more on today’s episode.
In today’s show, we are putting Peter Nevland in your passenger seat to discuss valuable lessons to be learned from the wiener dog. What do wiener dogs and the home services industry have in common? The answer is creating memorable experiences. We need each client we serve to be intrigued at our service and drawn to our interactions. There is too much on the line each time we step foot in the home to not be extraordinary; and the cost of acquiring each client is too great to not secure return business. Peter Nevland lives with his wife and three children in Austin, TX. His teams of Wizard of Ads partners have helped grow businesses since 2008. It’s very common for his clients to double and continue growing year after year. He holds a masters in materials science and engineering and worked as an engineer for Motorola before leaving in 2002 to tour the world for a decade as a spoken word performer and writing workshop teacher. He’s now released 3 books, 8 albums, 2 DVDs and endless smiles all over the world. Peter helps us understand how studying the wiener dog can lead to far better, and remarkable, client experiences.
In today’s show, we are putting Al Levi in your passenger seat to discuss five things that you should always be doing. Al Levi is no stranger to the industry. Working out processes and systems through decades of personal experience as both a tech and business owner, Al has successfully systematized so many areas to make your business go right. Detailing much of these concepts in his book, “The 7-Power Contractor,” Al returns to the show to discuss some new ideas that need constant focus.
In today’s show, we are putting Lt. Col. John Ballenger in your passenger seat to continue our conversation from the last show. Until recently, Ballenger served as a pilot with HMX-1 otherwise known as Marine One or the President’s Helicopter. Capping off a distinguished career in the military Ballenger takes time to share what his time in the service has taught him. Looking to transition into the next phase of life we also explore a great DOD initiative called SkillBridge and what it is doing to help military personnel move into the civilian world and specifically the trades. If you missed the first part of this episode, make sure to get up to speed before diving into this exciting conclusion.
In today’s show, we are putting Lt. Col. John Ballenger in your passenger seat to discuss his career as a Marine One pilot and how it aligns with life in the trades. Born in Tulsa, Oklahoma, Ballenger started his career as a naval aviator in March 2005. Through multiple deployments and services, Ballenger served in Japan, Iraq, Afghanistan, Quantico, Jacksonville, and eventually Washinton D.C. Rising through the ranks over a twenty-year career, he was promoted to Lieutenant Colonel in August 2019, and took an assignment with Marine Helicopter Squadron One (HMX-1). Ballenger served as a pilot under President Trump and President Biden until his retirement in 2022. On today’s show, he shares of the many similarities between his training and experience and the trades. Ballenger brings to light many points for consideration on how and why we should challenge ourselves to do our best.
In today’s show, we are putting Mary Anglen in your passenger seat to discuss KPI’s otherwise known as key performance indicators. KPI’s may seem like something that someone behind a desk should be tracking but there is great value to bringing them to the truck. The summarized version is setting a goal and tracking the performance so you know how you are doing. This simple yet easily overlooked task is a key to incremental growth in your career. What matters is what you measure and it can make all the difference. For the past several years, Mary Anglen has been a growing leader in the Service Industry, with a focus on operational excellence and utilizing technology to improve efficiency. You may know her for her connections and expertise with Service Titan but she has spent most of her time in the trades managing operations for a large multi-trade service company in North Texas. Prior to joining the CEO Warrior team, she worked with over 150 business owners through on sites and training programs to improve their business structure and overall profitability. Mary joined CEO Warrior as a Master Advisor last year but has been involved in the CEO Warrior world for over 4 years. She has first-hand experience with the power that implementing CEO Warrior systems can have on a business. She brings a passion for bringing awareness to the value of tradesman and helping everyone in the trades change their mindset and achieve greatness. On this show, Mary shares why KPI’s should be not only understood, but established and tracked by techs in the truck.
In today’s show, we are putting Johneida Cano and Madisyn Thomas in your passenger seat to discuss getting more women in the trades. There is great opportunity in the trades for women to bring their skill sets into the field. The trades have typically been considered a “man’s world” but there is a growing trend of women joining as electricians, plumbers, and HVAC technicians. On today’s show we discuss with Johneida and Madisyn what being a woman in the trades is like. Madisyn is just starting out as an apprentice and is quickly growing in skill and confidence. Johneida has been in the trades for sometime and is installing her own jobs for clients. Together these ladies share any concerns they had with jumping into the trade from the start as well as challenges and successes they have experienced along the way.
In today’s show, we are putting Greg McAfee in your passenger seat to discuss the basics of a service call. A true entrepreneur, Greg McAfee has a passion for helping fellow HVAC business owners take their businesses to new heights. In 1990 Greg started McAfee Heating and Air with $274 and a used truck. Today, Greg runs one of the most successful HVAC companies in the Midwest and is called upon to share his expertise with other business owners all over the US. He is author of the book “It’s Your Dream,” and his company, McAfee Heating and Air has soared from #450 to #1 in their residential market. Today, Greg shares his coaching on why the start of the call matters to the end and why walking the client through education along the way provides a better result.
In today’s show, we are putting Brian Wick in your passenger seat to discuss his story of growth through the trades and climbing the ladder. Brian Wick started in the industry in 1994, as a helper carrying sheet metal into basements and being the guy on the bottom of the dolly helping to get water heaters and furnaces in and out of basements. He worked his way up to lead installer and service tech and eventually service manager. From there he had his sights set on Operations and General Management and began seeking out the help of those that were successfully operating locations that were of the size he eventually wanted to be and emerging himself in all the training available. Through those lessons from those before him and those doing great things, he learned a lot of what and what not to do and has implemented those lessons into his own organization which is highly focused on employee development, empowerment, and growth. Brian shares his view on climbing through the trades, empowering people, and staying the course even when it gets tough.
In today’s show, we are putting Tyler Zimmerman in your passenger seat to discuss blending the technical mindset with the sale acumen. The trades tend to be divided into two mindsets with one half being the “technical wizards” and the other half being the “sales gurus.” Does it have to be that way with such extremes? Tyler Zimmerman doesn’t think so. In this episode he explores the two sides and how to pull all parties towards the center with a nice even blend of knowing what you’re doing and knowing how to talk about it. Tyler has been in the trades for over a decade before which he gained significant mechanical aptitude in the automobile world. As a master mechanic Tyler found the switch to HVAC fairly simple, but also began honing his skills with sales training to become the most well-rounded version of a residential technician. Now serving as the service manager of a team of techs for One Hour Heating and Air Conditioning, Lancaster, PA; Tyler works with both mindsets to improve weaknesses and create a strong middle-ground. Listen on this episode as Tyler shares tips to meet in the middle and even a role play demonstrating the importance of both sales and technical know-how.
In today’s show, we are putting Ed Staub in your passenger seat to discuss his keeping your life in balance. We all get pulled and pushed in a hundred different directions everyday with equally important areas of our lives fighting for attention. Should we go to Johnny’s soccer game or work overtime to impress the boss? Should we train for that 5K or go on a much-needed date with our spouse? Pulled and pushed leaving us feeling out of balance. Ed has spent decades of his life living and teaching the concept of having a balanced wheel. In the wheel are eight equally important areas to keep balanced: mental, career, emotional, social, financial, physical, family, and spiritual. Making sure that you don’t neglect or over emphasize any one or more of these areas can prevent a bumpy ride. Ed shares great insight into why keeping balance in these areas of our lives can make all the difference.
In today’s show, we are putting Logan Altland in your passenger seat to discuss his success and strategy as a $3M electrician. Currently working for Mister Sparky Electric in Lancaster, PA, Logan wasn’t always in the electrical trade. In fact, he had a brief stint as a butcher learning the cuts of the meat. Now he spends his days learning how to cut up each meeting with a client. After graduating high school, Logan didn’t feel like he should pursue college so instead he got into school for the electrical trade. Working through the years and the system he became a journeyman electrician and started his career in commercial electrical. Working his way up to head electrician at a 500+ bed hospital he always viewed residential electrical as “the easy stuff.” However, he decided to try his hand at life in the residential world and found quick success. This year, Logan is already averaging over $300,000 in sales per month putting him on a run rate for well over three million dollars this year. Logan joins us today to share the magic that makes up his typical call and how he has found such success in both the financial benefits as well as customer service of the residential electrical field.
In today’s show, we are putting George Randle in your passenger seat to discuss his book, “Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.” Derek Gaunt is a lecturer, author, and trainer with 29 years of law enforcement experience, 20 of which as a team member, leader and then commander of hostage negotiations teams in the Washington, DC metropolitan area. He is a hostage negotiation and incident command subject matter expert who frequently speaks at hostage negotiations and SWAT conferences across the country. Derek’s passion for interpersonal communications began when he was selected as a detective in the Criminal Investigations Section of a municipal police agency. He spent the majority of his law enforcement career in the Criminal Investigations Section as a detective, supervisor, and eventually commander of major crimes. In 1997, he took his passion for interpersonal communications to the next level, becoming a hostage negotiator. Once he became a supervisor, his passion transitioned from “doing” to teaching the concepts to others. As a member of the Black Swan Group, he is a negotiation trainer and personal coach. Derek has trained throughout the US and around the world, instructing business organizations on how to apply hostage negotiation practices and principles to their world. Derek presents seminars and in-house training programs in a variety of environments. Derek joins us today to apply the principles of hostage negotiation to the home services industry.
In today’s show, we are putting George Randle in your passenger seat to discuss his book, “The Talent War.” George Randle is an experienced talent executive, veteran, coach, and leader known for selecting, building, and reorganizing teams to reach their full business potential. George has 20+ years of Fortune 100 and Fortune 1000 global Human Resources and Talent Acquisition experience building and coaching elite teams. He began his professional life by enlisting in the US Army Reserves. While serving in the USAR, he received his bachelor’s degree from Missouri State University and was commissioned as an officer. His career assignments included Berlin, US CENTCOM, and III Corps with deployments to Africa (Somalia and Kenya), Central America, and Guantanamo Bay, Cuba. Following his successful military career, George transitioned to the corporate world, experiencing many of the same challenges Veterans face today. With these challenges, along with the recognition that building elite teams are his true passion, George ultimately transitioned to the Human Resources and Talent Acquisition functions serving the last 10+ years as a global HR executive and leader. Over the course of his time as an executive, the teams George has built and led have hired over 85,000 professionals, including over 2000 executives. He is also known for his decades of work supporting veterans and their transitions, ultimately creating one of the largest and most successful Veteran Hiring Programs for a Global Fortune 50 firm. He is also co-author of the best-selling book, “The Talent War: How Special Operations and Great Organizations Win on Talent,” and host of The Talent War Podcast. On today’s show, he addresses the significant gap in the trades industry as well as what we can do to fill it.
In today’s show, we are putting Joe Person in your passenger seat to discuss the ultimate customer experience. Joe is a natural when it comes to sales, training, problem-solving, and inspiring others to be the best version of themselves possible. His family had a thriving jewelry, coin, and antique business for over 50 years in St. Petersburg, Florida. He spent his childhood watching his father and grandfather work the business. He jumped into the HVAC business back in 2012 in sunny Florida (where he was born and raised). Joe started as a maintenance tech and quickly moved into sales then management. The common denominator always has been his love for helping people, his strong customer service and leadership skills, and his knack for being a great listener, leader, and problem solver. Joe shares with us today a great process to create the ultimate customer experience. Regardless of your trade, what you do in the home makes a difference. What is your process? Do you even have one? Joe lays out some simple and memorable concepts to make each customer experience the ultimate one.
In today’s show, we are putting Darren Reinke in your passenger seat to discuss becoming a savage leader. Darren fundamentally believes there is greatness within each one of us. His mission is to unleash the inner lion within leaders to that they can lean more authentic and joyful lives while creating stronger and more resilient teams. Darren founded Group Sixty, an executive coaching and training company that works with leaders and teams from Fortune 500’s, mid-market companies, fast-growing startups, and visionary non-profits. On today’s show we explore his book, “The Savage Leader.” With topics ranging from using values to anchor and guide you to seeking out discomfort and growth leadership is founded in getting better. It is about challenging the weak parts of you to bring maturation. Darren shares thirteen principles that he hasn’t just written about, but proved out in his life for how you can become a savage leader.
In today’s show, we are putting Joe Kuklis in your passenger seat to discuss water treatment and conditioning. There is a fallacy that just because water comes out of your tap that it is completely OK. Is it? Just because water comes from your municipality doesn’t mean that it won’t still cause damage both in your body and in your home. Joe Kuklis is an expert in the field and a trainer for BritaPRO. Joe has been associated with and passionate about water treatment since 2005, ranging from field work, whole sale plumbing distribution, and manufacturing. His knowledge is extensive and so is his desire for people to have true quality water at the tap. Joe shares his knowledge and advise on how to not only become educated on the condition of your water but also how you can help educate homeowners on solutions to fix those concerns.
In today’s show, we are putting John Schamahorn in your passenger seat to discuss growing through process. John is a veteran of the trade working on both sides of the counter for over 30 years. He’s worked in sheet metal shops, installed, done HVAC service, sales, worked as a general manager, and most currently an owner of his own business. His gain in understanding of the value of process started with his time in the Air Force. Over the years he has learned that the value of having a system is to bring structure to what you do and how you do it. Listen to this episode to challenge yourself with developing a system that works with good, consistent, results.
In today’s show, we are putting Victor Rancour in your passenger seat to discuss making the most of your opportunities. Victor’s beginning is not uncommon; but the ending of his story that he is still writing is nothing short of incredible. Jumping from job to job with little direction he finally found some in the HVAC trade. Referred into the trade by a buddy who himself got started off of a Craig’s List ad, Victor found quick success as an HVAC technician. Growing in skill and ability Victor found great success in his communication and selling abilities. Progressing through companies and careers, Victor now owns multiple business and is giving back to the industry with the development of an HVAC learning app designed to train both technical and soft skills. Victor’s story is inspiring and challenging to keep pursuing greatness in whatever we do.
In today’s show, we are putting Dr. Carol Kinsey Goman in your passenger seat to discuss the silent language of leaders. Carol Kinsey Goman, Ph.D., helps leaders and salespeople build stronger influence and impact skills. She is a sought-after international speaker who has spoken for business organizations, association conferences, government agencies, and universities in 32 countries. Carol works with executives, managers, entrepreneurs, team leaders, and sales professionals to build that elusive but essential quality called leadership presence and to use body language to become a more effective communicator. On today’s show she discusses how body language is important in the home services industry. When is the last time you thought about how a client is standing or what they’re facial expressions mean? When is the last time that you took into account your own body language when discussing concerns with the client? These questions matter and how we answer them can have significant impact on the result of every call. Find out more on this episode.
In today’s show, we are putting Andrew Dobbins in your passenger seat to discuss the concept of selling out of your own wallet. Selling out of your own wallet is the age-old problem of prejudging a situation based upon exterior circumstances or filtered through the lense of your own buying habits. We all can fall guilty of switching chairs with the customer to become the decision maker because we were too fearful to present or didn’t think they would be interested because it wasn’t within our budget or we didn’t find the product that interesting ourselves. Either way, it’s the wrong way. Andrew Dobbins joins us with decades of experience in the trades and a selling pedigree that would make any top 10 board. Andrew’s methodical yet simple presentation walks a customer through each step but it’s the no fear of numbers that makes his story different. Tune into this episode to challenge yourself into pressing into the next set of digits on your presentation price.
In today’s show, we are putting Richard Fenton and Andrew Waltz in your passenger seat to discuss their book and concept “Go For No!” Richard and Andrewa are the Courage Crafters. As professional speakers, trainers, and authors they also call themselves “Failure Philosophers” and “Reject-ologists” and are experts on achieving courageous breakthrough performance through increasing failure rates and other unconventional approaches. On this episode, they breakdown the concepts in their book and how the only way you will get more yes’s is if you attempt to get more no’s can change your selling strategy.
In today’s show, we are putting Dylan Moya in your passenger seat to discuss his career as a 3 million dollar a year plumber. Dylan is a residential service plumber originally out of Southern California. His career didn’t start with success. Forced into the trade due to having a child in high school and not having many other options, he set is mind to a goal. Little did he know it would create great success becoming one of the top service and sales plumbers in the country. He has recently relocated to Dallas, TX, and now helps other plumbers see their goals to reality in training with HVAC Masters of the Hustle. On this episode, Dylan shares his techniques to running a successful plumbing call, building options, and the relentless pursuit of excellence.
In today’s show, we are putting Currie Gauvreau in your passenger seat to discuss leading with intention. Leadership is more than a title; it’s more than a paycheck. Leadership is a decision to push forward, to inspire, to rally others around you into something more. Whether you are a leader now or a leader in development, this topic hits home for all of us. In the absence of leaders, leaders must be developed; and it is incumbent upon all of us to be growing our own leadership abilities. Currie Gauvreau is one of those who develops leaders. Currie has a long heritage of leading in his own life and career as well as speaking into the lives of others. As a former marine, law enforcement officer, trainer, and more, his life has been filled with leadership training and more importantly leadership application. Currie takes time out of his schedule to share with us his concept on leadership, developing the skill within, and the importance as to why this matters.
In today’s show, we are putting Tommy Mello in your passenger seat to discuss getting out of your comfort zone and expanding what is possible. Tommy Mello is the author of Home Service Millionaire and the founder of A1 Garage Doors, a $50 million-plus home service business with over 200 employees in 9 states. Through HomeServiceMillionaire.com and the Home Service Expert podcast, Tommy shares his experience and insights to help fellow entrepreneurs scale their businesses. On the episode today, Tommy shares the innovations and processes he has developed in the garage door industry and we see if we can extract some ideas into the home services trades. From training to sales to systems, Tommy is a forerunner in the home services business and shares what has made him successful and how to keep pushing for the next level.
In today’s show, we are putting Brandon Duncan in your passenger seat to discuss having a bulletproof mindset. Brandon grew up with a father in the trades and started his ride-a-longs at a young age learning the ropes. Growing into the role himself his life didn’t take the turns he thought it would and he ended up in a place uncertain of the next step. Finding new life at a new company he grew in his career eventually founding his own plumbing company growing it over the years to be a successful enterprise. Today, his attentions are focused on training and specifically on the mindset. Attitude is a massive part of being a home service professional; especially since it is a very isolated schedule. Brandon reveals 10 easy to say, but hard to live steps to keeping your attitude in check. These steps when fully developed can grow a bulletproof mindset that is able to withstand the challenges of any day.
In today’s show, we are putting Gary Singleton in your passenger seat to discuss training in the off-season. Regardless as to whether you are in the HVAC, plumbing, or electrical trades the slow seasons are inevitable. What you do during the down time makes a difference and, in many ways, it is the slow periods that allow for the most gain come opening day. Gary is no stranger to slow seasons growing up in the heating and air conditioning industry. He has weathered the weather for decades making it from a maintenance tech to an owner and most recently a trainer. His vast experience over the years speaks credibility to what he believes a home services professional should be focusing on to get better. The off-season is the time to refine not the time to recline. It is the time to grow and challenge yourself in the areas of weakness to hit the ground running come game time. Listen to this week’s episode as we dig into the mind of a professional who has lived it out.
In today’s show, we are putting Ryan Mayfield in your passenger seat to discuss team building and team work. Teamwork makes the dream work…yes that’s one of those tired cliches; but regardless of any clever statements, teams are still a part any organization. More than likely, you are part of a team now. Wouldn’t life be better if that team functioned more as a team and less like a group of individuals? That is the specialty of our guest today, Ryan Mayfield. Ryan’s sole focus is getting teams to work together. Even though he'd sat through almost every imaginable version of a leadership training and personality assessment, he never really felt like those trainings left a truly lasting impact on himself or those he worked with. That all changed when he encountered the enneagram. This led him to start his company, Evrgrn. Today, he works with many business leaders and teams across a wide variety of industries, using the enneagram to help them understand themselves, each other, communicate better, and love their jobs.
As we wrap up the year, it is time for some reflection. We created an end of the year compilation episode of the top 10 episodes from 2021. Listen to impactful clips from each of these dynamic guests and be reminded of the great information we have learned throughout the year. From us at the Waste No Day podcast, we thank each of you for listening and look forward to a great 2022. Enjoy the highlights!
In today’s show, we are putting Currie Gauvreau in your passenger seat to discuss water treatment and conditioning. Clean water is one of the foremost benefits of the developing world. So much so that it is almost taken for granted to open the tap and have a cup of clean, clear water. However, even with the appearance of clean water, our water is not as clean as it appears. Contaminants, pharmaceuticals, and much more is carried into our homes on a daily basis as “clean water.” Working as plumbers in the home services industry, if we are in the home there is a fair chance that water caused the problem. So, it makes sense that we would begin exploring what is in our water and how it not only affects our home but our own bodies. Currie Gauvreau has a ton of experience in the trades working as a trainer for years and now puts his expertise into learning more about water conditioning and treatment. On this episode he shares about the physical, chemical, and mineral components of your water and what to do about it.
In today’s show, we are putting Dr. ‘Doc’ Mike Simpson in your passenger seat to discuss how age is only a number. Whether you’re over 40, or you’re going to eventually be 40, this podcast is for you. It can be easy to get into a routine and stop pushing yourself. You can also become complacent with the acceptance of less and just end up settling. Dr. Simpson pushes back against that mentality and has the resume to back it up. His life has been one long demonstration of not accepting status quo. He has served in the military as an airborne ranger, special forces operator, and doctor of emergency medicine for over 30 years. He is a board-certified emergency medicine physician as well as an expert in both tactical trauma medicine and combat sports medicine. And if that isn’t enough, he co-stared on Hunting Hitler on the History Channel. He has not accepted less and challenges us to do the same on this episode.
In today’s show, we are putting Dave Daffan in your passenger seat to discuss how his journey of working 80 hours a week and going through life’s difficulties changed his outlook on business. Dave found his way into the HVAC trade through his uncle’s business and began his career as a service technician and installer. Through twenty plus years of hard work he progressed from technician, to install manager, to service manager, to GM, and finally to CEO. However, the years of work experience came at a cost of years of life experience. Dave took the lessons he learned along the way and set a path to make a difference in his company. Focusing on culture and work/life balance, Dave began the revitalization of his perspective on business to build an award-winning company today. Dave shares his journey and learned lessons on this week’s episode.
In today’s show, we are putting Dr. Jack Schafer in your passenger seat to discuss how we can use body language to establish likeability with others. Dr. Schafer started his career in law enforcement as a police officer before applying and being accepted into the FBI. As an agent he was trained in the arts of negotiation and worked on identifying and turning spies. Dr. Schafer has published numerous articles on topics ranging from psychopathology of hate and detecting deception and has written several books including “The Like Switch” and “The Truth Detector.” Jack shares his expertise on what we can do to help other people like us and how to adapt in the ever changing world of being in front of a homeowner.
In today’s show, we are putting Billy Alfaro in your passenger seat to share his story on how the trades had a big impact in his life. Billy’s story intertwines with our previous two guests as we conclude what turned into a three-part series. Like Brandon and Jon, Billy grew up in a difficult environment that refined him in ways that still drive his conduct today. But Billy’s focus in many ways wasn’t solely about himself, but about looking out for his younger brother. Something inside of him propelled him with a desire to protect and be a role model, so he invested himself into mentoring. Ironically, his mentees found their way into the trades first and Billy followed later starting from scratch to become a plumber. Billy shares about how his experience growing up helped him choose to be someone to look up to and how this same mindset determines his day-to-day outlook in the trades. If you missed episode 64 and 65, be sure to catch them first as we conclude this family-centered, determined series.
In today’s show, we are putting Brandon Hernandez in your passenger seat to share his story on how the trades had a big impact in his life. Growing up best friends with our previous podcast guest, Jon Perez, Brandon was also left questioning what to do at the end of high school. Making the choice to jump into the trades he attended Thaddeus Stevens College of Technology majoring in plumbing. Graduating the program, he immediately got a job with Benjamin Franklin Plumbing in Lancaster, PA and began his career. A quick study with a stubborn determination to learn Brandon rapidly moved from apprentice to his own truck. Along the way he learned many of the principles and foundations that would propel him to more in his next career. Working a time in plumbing, Brandon eventually went on to pursue a deeper calling within law enforcement. While it was the ending of his career in the trades, what he had learned set him up for success. Now a SWAT team officer at the age of 25, Brandon shares about his journey and how each step along the way made a difference for what would come next.
In today’s show, we are putting Jon Perez in your passenger seat to share his story on how the trades had a big impact in his life. Graduating high school, Jon was faced with the typical “what am I going to do with my life” question. However, in Jon’s case the answer to that question required more urgency because he no longer had a place to live. Hopping from couch-to-couch Jon considered his options and decided to check out a local trade school to see about the plumbing program. Deciding to give it a chance he jumped head first into the trades with zero previous experience. Starting with how to read a tape measure and progressing into piping, soldering, and more Jon was a quick study. Transitioning into the real world he started his plumbing career with Benjamin Franklin Plumbing in Lancaster, PA and put his education to work. While it hasn’t been easy, the trades gave Jon an opportunity to make a better life for him and his family. No longer couch surfing, Jon is the proud owner of his own home and has aspirations for more. Listen to this life changing story of how the trades changed one man’s path.
In today’s show, we are putting Al Levi in your passenger seat to discuss the 7 Power Contractor System. Al grew up in the trades as so many have and was working in the industry long before he was able to drive. Through years of experience, he was on the front line to the many frustrations of operating and working in a business. After “walking a mile” in someone else’s shoes and gaining some perspective, the wheels began turning on what would eventually become the processes and plans of the 7 Power Contractor System. We dig into his story and experience and how he turned those frustrations into a formula.
In today’s show, we are putting Gene Slade in your passenger seat to discuss jargon, self-believe, and so much more. Gene Slade is the owner of multiple companies including Lead Ninja System and specializes in the group and individual training of HVAC technicians, plumbers, and electricians across the country. Soon eclipsing seven years in the training sphere, Gene is no stranger to the home service industry. He has been an employee and employer in the trades and cut his teeth riding shotgun with his dad in his adolescent years. Today, he brings not only the real-world experience, but the evidentially proven results of hundreds and thousands of success stories to make training straight to the bone impactful. Gene joins the show today to discuss how so called “tech speak” is really a detriment to client communication. Our efforts to impress often only work in the mirror when we should really be explaining the only thing a client cares about: why does this matter to me? Gene also dives into what’s possible in the trades bringing hope and expansion to the mind for all who listen.
In today’s show, we are putting Matt Buckwalter in your passenger seat to discuss opportunities. Matt’s story is one of both seizing the opportunity presented to him and in turn providing opportunity to others. Matt grew up in humble means in the town of Lancaster, PA and found his way into the trades through a fortuitous meeting. Starting his career in HVAC as a comfort advisor, Matt quickly found his stride and a love for the industry. Advancing into a GM role in California, Matt gained not just leadership training but life experience that prepared him for the next step in his journey. Returning to Lancaster, Matt was presented with the opportunity to gain ownership in the company that first presented the opportunity to him. This “circle of life” you might say continues to drive Matt’s interest in providing opportunities to others. Matt talks about his story, his growth in leadership, and his successes and failures as he continues to strive to provide people with a desire for more the chance to take the jump.
In today’s show, we are putting Kevin Oliver in your passenger seat or probably more likely in your ear as we discuss dispatching and more. Dispatching is a critical piece to any home services company and the impact of the dispatching role cannot be overlooked. A dispatcher more than perhaps any other employee in the company knows the “pulse” of the day and the technicians. He or she knows if Frank is having a tough stretch, if the revenue goal is going to be hit, or if Jamie is on the way to going 4 for 4. A dispatcher is a coach, confidant, encourager, director, alley-ooper, and so much more. Kevin Oliver shares his expertise gained over years in the customer service and dispatching world. Kevin sets the pace for what is truly possible in the dispatching role and gives some great advice for both the office side and the field side of the dispatching process.
In today’s show, we are putting Ivan Cholakov in your passenger seat discussing how staying fit and eating healthy can have big impact on your future career. Ivan immigrated to the United States from Bulgaria in 2012, as a certified strength and conditioning specialist and nutritionist. As creator of the Spartan Dad Training Program, Ivan personally coaches many individuals in person and online to get fit and healthy. Ivan talks to us on the show about how losing weight and exercising can have big implications for the home services professional. Additionally, we discuss how stress can have dire effects on maintaining a healthy lifestyle. And since there is no shortage of heavy lifting in the trades, Ivan also discloses some helpful tips on making sure your body is prepared for your career. Ivan both preaches and lives a healthy lifestyle and talks to us about his goal of one million transformations on this latest episode.
In today’s show, we are putting Mike Paton in your passenger seat discussing the Entrepreneurial Operating System, Traction, Get and Grip, and much more. The Entrepreneurial Operating System, better known as EOS is an organizational structure to help businesses work efficiently and effectively. The six components detailed within its program dive into major areas of the business that are sometimes overlooked or underutilized. Paton is an author, implementer, podcast host, and speaker and uses his expertise to walk us through the different areas of EOS and what they practically mean to front line employees. Speaking from not only the pages of his book, Get a Grip, but also the vast personal experience of implementing these discussions over 1400 times, Paton shares though-provoking concepts beneficial for owners and non-owners alike.
In today’s show, we are putting Rob Weddle in your passenger seat discussing his role in leading one of the biggest home services providers in the country. Rob serves as the CEO of Authority Brands and provides operational guidance for the ten portfolio brands under the umbrella including One Hour Heating and Air Conditioning, Benjamin Franklin Plumbing, and Mister Sparky Electric. As a start up business owner himself Rob has experiences on both sides of the employee/employer table and opens up about his journey and what he has learned. We talk all that and more as we explore the future of the trades with special guest Rob Weddle.
In today’s show, we are putting Chris Irvin in your passenger seat talking about the subjects of healthy living and the KETO diet. Before you tune out, think about the last three meals that you have had (assuming you didn’t skip one) and ask yourself it what you ate was really the best for your body. There is no secret that the home services industry is a tough gig full of long hours, hard work, swing shifts and more; and all of these contribute to both breakdown in the body and unhealthy habits. It’s time to get serious about not sure what you do and how you do it, but how long you can do it. Healthy eating is a great way to not only put you in a better mood for your clients and your family; but it can promote a lifestyle that will enable you to keep doing what you love for years to come. Chris Irvin, also known as the Ketologist, has written multiple books including “Keto Answers” and currently specializes in educating and researching low carb diets for health and human performance. Chris speaks into the “everyday life” of a service professional and what eating healthier can practically look.
In today’s show, we are putting Lance Sinclair in your passenger seat talking about the subjects of recruiting and retainment. Every employee of a company is an ambassador to new potential hires. We all have the ability to recruit in our own circle of influence and in turn begin assembling the team that we really want around us. Just like a coach selects specific players to be on his team, so we can begin drafting the next MVP for ours. We talk about this and more with Lance Sinclair of Authority Brands. Lance serves as the Vice President of Authority Brands overseeing One Hour Heating and Air Conditioning, Benjamin Franklin Plumbing, and Mister Sparky Electric. Lance has over 17 years in the industry and has worked in areas ranging from leadership development and training to operations. Today, he joins the show to lend his expertise to an area where everyone is struggling: getting good people. One of his most recently published articles in HVACR Business was entitled “The Problem Isn’t Turnover; It’s Retention,” and he continues to discuss this idea on the show today.
In today’s show, we interview special guest Brandon Voss of the Black Swan Group. Brandon is an expert trainer, coach, and thought leader serving as president of the Black Swan Group. Starting his entrepreneurial spirit at a young age detailing yachts at 14, Brandon gained diversity of experience eventually adapting the FBI’s hostage negotiation techniques to the business world. Brandon has served as guest lecturer at places such as the USC Marshall School of Business and Georgetown’s McDonough School of Business. He joins the show today to discuss the power of negotiation respective to dealing with clients in the home. Brandon details how tactical empathy employed properly can be the difference between a great deal and a great failure.
In today’s show, we interview special guest Dave Pomales of One Hour Heating and Air Conditioning in Pleasantville, NJ. Dave has been in the trades for over two decades across multiple states on the east coast. His is a story of growth and determination starting as an apprentice out of high school and rising through the ranks to now own and partner in multiple businesses in the home services industry. Dave joins the show to talk about his story, the stress and challenges that came with it, and overall, the mental determination he kept while pursuing a goal.
In today’s show, we interview special guest George Kamal of Ramsey Solutions on the topic of money management. George has served on the Ramsey team for 8 years and hosts popular podcasts The Fine Print and EntreLeadership. As a personality with the Ramsey team George also hosts live events across the nation. On this episode George breaks down the baby steps to financial freedom. The fastest way to give yourself a raise is by not wasting the money you are already making. George helps us understand some simple but effective steps to financial freedom and how to take control of your dollars.
In today’s show, we interview special guest Chris Crew on the topic of connecting with people. Chris serves as the president of The Blue Collar Success Group and focuses his time on training companies to accelerate their path to success. Before joining BCSG, Chris spent years in the trades as an electrician eventually leading to owning an electrical company and helping to build it to 62 electricians based out of 5 locations. Chris has worked for years in developing not only his technical skills but interpersonal ones and the ability to read people, understand empathy, and adapt to the situation. He joins the show today to share some of his expertise in the matter of connecting with people; specific to technicians, plumbers, and electricians dealing with homeowners.
In today’s show, we interview special guest Tim Kennedy on finding the quitter. Tim needs little introduction. He is a Master Sergeant with the US Army Green Berets and a Special Forces sniper with multiple combat deployments throughout the middle east. He is a former professional mixed martial arts fighter and a two-time title challenger. He has been featured on numerous TV shows including HISTORY Channel’s show, “Hunting Hitler,” as well as the Discovery Channel’s series, “Hard to Kill.” Tim joins us this episode to talk about doing hard things, rejecting comfort, and mental fortitude. Appreciative of the plight of home service professionals, Tim speaks into the preparation that he used to handle difficult highs and lows in a day.
In today’s show, we interview special guest Mark Dawson on the future of the trades. As a longtime entrepreneur, Mark has owned and operated multiple businesses across the years. Currently, Mark serves as the Chief Operating Officer of Mister Sparky Electric, Benjamin Franklin Plumbing and One Hour Heating and Air Conditioning. This episode we talk big picture about the direction the industry is going, how to get people into the trade business, and upcoming innovation.
In today’s show, we interview special guest Matt Brewer about Success Academy. Matt serves as the program manager for Success Academy, the training arm of Clockwork Home Services. In this role he oversees development and implementation of hundreds of training courses to over 350 franchise locations of One Hour Heating and Air Conditioning, Benjamin Franklin Plumbing, and Mister Sparky Electric. Success Academy is specifically designed to be a personal learning management tool for plumber, technicians, electricians, and supporting office staff. It has dozens of topics integral to field and office support. In this podcast we discuss the opportunities with this software and the importance of keeping your saw sharp.
In today’s show, we interview special guest Jason Walker on the power of a process. Jason started in the HVAC industry in 2010, starting as a warehouse shop cleaner. A powerful work ethic and person drive propelled him quickly through the ranks to duct cleaner, install helper, parts manager, and eventually comfort advisor. In his first year as a CA he produced over $2.2 million in sales even though he started 4 months through the year. In following years, he sold over $18 million in residential replacement averaging 65-70% closing. Comfort advisor now turned trainer; Jason operates HVAC Masters of the Hustle based out of California and travels the country training in the HVAC industry. Jason has helped techs and comfort advisors get to the next level increasing average tickets beyond what people thought was possible. Focusing on the power of having a set process, this episode digs into Jason’s story and how utilizing a foundational approach yield remarkable results.
In today’s show, we interview special guest Weldon Long on the topic of getting paid for what you know. Weldon Long spent 25 years living on the streets. He’s been to prison three times and was a self-proclaimed loser; but that’s not where the story ends. Gaining his BS and MBA degrees while in prison, he turned his life around to become a business owner, trainer, author, and sought-after speaker. Weldon joins the podcast to discuss the idea of getting paid for what you know as opposed to getting paid for what you do. Illustrating this concept with a powerful nuclear power plan analogy, Weldon dives deeper into why this mind shift is important to any home services professional.
In today’s show, we interview special guests Tyler Zimmerman and Eric Anderson. Tyler Zimmerman is an HVAC service technician with One Hour Heating and Air Conditioning in Lancaster, PA. Eric Anderson is a friend of the show and serves as the Manager of Network and Telecom Solutions with Armstrong World Industries. Both guests started their investing journey into crypto currencies a few years ago and graduated the school of hard knocks. Eric and Tyler share their insights on basic questions about crypto as well as explore how the new currency will look in the future. While not considered a traditional safe investment, crypto is gaining speed and has the potential of creating passive income for the home services professional. Crypto’s are already being accepted as a form of payment in some businesses and will probably make their way into the home services industry in the near future. This episode is designed to pique curiosity and generally provide a possible investment idea to help work your way out of turning wrenches.
In today’s show, we interview special guest Gene Slade on the topic of helping other people get what they want. Gene has been in the industry for year both on the tech side and ownership. While still in business, his primary focus now is helping technicians, plumbers, and electricians realize the true potential of their jobs, income, and personal development. Owner of Lead Ninja, Gene has helped thousands of home service professionals 10x their average ticket. This episode dives into the importance of building a network, maintaining relationships, and treating the opportunities that come your way as something to grab onto and win.
In today’s show, we interview special guest Tom Hopkins about fear words. World-renowned as THE Builder of Sales Champions, Tom Hopkins’ practical, yet powerful selling strategies have made the careers of literally millions of sales professionals. Tom has been teaching via live and online events, recorded audios and videos, and through his books for over 40 years. His classic book, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today’s top sales pros. Tom teaches simple strategies you can put to work in your very next sales presentation. Why have millions built their careers on Tom’s training? Because they get the results they want—closed sales and happy clients! In this episode we investigate the power of the words we use and specifically the words we should avoid.
In today’s show, we interview special guest Damione Puopolo on the subject of self-discipline. Damione is a 2nd degree black belt in Brazilian jujitsu and owner of Gracie 717 gym located in Lancaster, PA. Growing up in Florida, Damione always had an interested in martial arts but it was jujitsu that really attracted his attention in college. Dedicating time to the interest every day quickly propelled Damione through the discipline obtaining his black belt in only a few years. In this unique episode, Damione discusses how self-discipline can be an asset and relates it to the home services industry for technicians, plumbers, and electricians in the field.
In today’s show, we interview special guest Brent Buckley on the topic of finding the next rung at the top of the ladder. Brent is an HVAC service technician of 19 years working in Las Vegas, NV. Coming into the trades via his father Brent’s career was changed by a seminar that taught him a different perspective. Forever different, Brent forged his way into the industry with a fresh look and begin knocking down goals. Finishing up 2020, with a total sold revenue eclipsing $7 million, Brent is no stranger to accomplishing the impossible. This podcast focuses on the ever-constant battle we all have to always being improving and at the same time rejecting the “it can’t be done” mentality.
In today’s show, we interview special guest Steven Murphy on the topic of organization that works for you. Steven is a service plumber with Benjamin Franklin Plumbing in Lancaster, PA. Serving in the field for over 14 years, Steven knows his way around the trades and the importance of keeping things organized. Steven shares his experience, strategy, and real-world outcome through keeping both his life and his work organized. Listen to this episode to learn more about systems of efficiency in your life as well as the cost of being disorganized as a home services professional.
In today’s show, we interview special guest Ted Schnettler on the topic of tough conversations. Ted is a return guest to the show and serves as the service manager for One Hour Heating and Air Conditioning in Lancaster, PA. we decades of experience in the field Ted has found his fair share of tough conversations both with employees and coworkers. Tough conversations are a part of life and getting better at them is a predecessor of success. Ted shares his insight on how to go about communicating with a client on various situations ranging from callbacks to bad news and how he goes about resolving the conflict for a win.
In today’s show, we interview special guest Dustan Rohrer on the subject of electrical safety inspections. People often think about their HVAC equipment needing checked each year, but not too many people express concern over the electrical system. Still more people “live with” dead outlets, ghost switches, and lights that don’t work. An electrical safety inspection can not only address all of those annoyances in the home but can make sure that the electrical system is safe within the home. Dustan has served as an electrician for years and how performed many said inspections. Dustan shares his insight into the value and importance of an inspection and also how to practically conduct one in the home with the client. Sharing his years of experience, Dustan brings to light what excellence means in an electrical inspection.
In today’s show, we interview special guest Mike Sheftz on the topic of passionate customer service. Mike serves as an HVAC personal trainer with One Hour Heating and Air Conditioning in Daytona, Florida. In the trades for over a decade, Mike has worked as a technician, manager, and trainer to further the growth of HVAC companies across the country. In his current role, he teaches not only technical competency, but focuses on the incredible service experience. Founder of Team Believe, a tri-branded encouragement initiative for technicians, plumbers, and electricians, he embodies the moto of doing ordinary things extraordinarily well. Mike shares his insights on making the customer experience memorable and how to stay motivated.
In today’s show, we interview special guest Ed Gehman. A veteran of the field and an excellent plumber, Ed wasn’t always turning wrenches on pipes. Previously he worked in a tire shop and refinishing furniture. Regardless, Ed strived for excellence and continues to do so in his plumbing career. Demonstrating his meticulous nature, Ed reveals his approach to performing an excellent plumbing inspection and how to walk a client through the value of knowing the condition of the plumbing in their home.
In today’s show, we discuss the topic of plumbing inspections. Plumbing inspections are an easily overlooked job for plumbers and often neglected. When is the last time that someone did an in-depth look at all the pipes, fixtures, and valves in your home? Water is literally one leak away from ruining something in your home and many times we choose to live in ignorance. Brian and Nate breakdown the importance of performing a good plumbing inspection and why it matters.
In today’s show, we interview special guest Todd Helm. Todd serves as a field supervisor and service plumber for Benjamin Franklin Plumbing in Lancaster, PA. Entering the trades as a young man, Todd got exposed to a variety of plumbing and mechanical industries. However, it wasn’t just different industries that Todd was exposed to throughout his career. From job to job Todd bore witness to different cultures and the impact that a culture has on employees. Out of this experience, while painful in the moment, grew a perspective for what makes a killer culture or what makes a culture that kills. Todd shares his experiences across his career as well as insights into why culture matters.
In today’s show, we discuss the topic of culture. What is culture? What makes a culture good or bad? How do you create an environment that causes people to flourish and then how do you protect it from corruption? Hosts Brian and Nate examine the idea of culture and share some stories and tips on what it looks like to shape the culture into something great.
In today’s show, we interview special guest Steve Alwine. Steve is an HVAC service technician with One Hour Heating and Air Conditioning in Lancaster, PA. Not growing up in the trades, Steve made the transition to HVAC well into his working career. Opening struggling through the beginning, he persevered to become a well-loved and frequently requested technician. Steve lends his expertise to the topic of AC tune-ups by sharing his own approach and how it has proven successful for him.
In today’s show, we discuss the topic of air conditioner tune-ups. Every summer the HVAC world is plagued with bottom-dollar seeking advertisements of air conditioner tune-ups. Brian and Nate discuss the value that comes with a tune-up as well as why racing to the bottom is not the right strategy.
In today’s show, we interview special guest Mike Vavreck. Not a typical trades-person by definition, Mike pursued law and healthcare before finally landing in the home services industry. This diverse background aided greatly in his ability to learn and understand the value of communication. Translating this skill now in overseeing a home services call center, Mike’s influence doesn’t stop on the phone. His ability to speak into speech goes beyond the typical advice and is directly applicable to the field.
In today’s show, we discuss the topic of communication and specifically how to keep confusion out of it. In the home services industry communication is almost as important as the actual trade itself. The most technically proficient plumber, electrician, or technician is only as effective as the level of communication that he/she possesses. Ultimately, a customer wants their problem resolved but the journey of how that is accomplished is full of conversations that make a big difference in the mind of the client. This podcast focuses not just on the importance of communication but some guidance on how to improve this portion of your expertise.
In today’s show, we interview special guest Jamie Mellinger. Jamie serves as an electrician and safety advisor with Mister Sparky Electric in Lancaster, PA. Returning to the podcast, Jamie dives into the power of whole home surge protection and why he has found the riches in this niche. Exploring topics from the details of whole home surge to how to share with and educate homeowners, Jamie reveals some key factors that have made him successful.
In today’s show, we discuss the topic of surge protection as we wrap up our riches in niches series. Surge protection is a natural topic of discussion for most homeowners since the electronics industry has pushed point of use surge protection for decades. However, not many homeowners ever consider protecting appliances that are far more expensive than a TV from surges. We jump into the topic and explore new niches being created for stay at home workers and how surge protection for the whole home can be a valuable asset.
In today’s show, we interview special guest Traci Martin. Coming from the hospitality industry working as a server taught Traci the fine skills of customer service. From there, it was an easy transition into serving customers over the phone in their moments of need. Working as a customer service representative on the phone for several years, Traci refined her skill on the phone to incorporate service agreements into the customer conversation. Finding success, Traci grew in ability and confidence to become a top service agreement specialist in the nation stepping into the niche and finding the riches to follow. Traci shares her thoughts on service agreements, presenting them, and the value that they bring in this week’s podcast.
In today’s show, we discuss the topic of service agreements. Service agreements are a typical part of the home services industry which draws into question the qualification for being a niche. However, it is an area that few do well which is where the riches lie in this particular topic. Understanding the value of a service agreement goes beyond having an actual plan or contract. Service agreements are the foundation of a solid and secure company. It is as close to guaranteed business as there is in the home services industry and job security for employees. Brian and Nate breakdown the underlying value of service agreements and why they are a niche with riches.
In today’s show, we interview special guest Paul Francis. Paul is a sewer and drain plumber with Benjamin Franklin Plumbing in Lancaster, PA. Paul is no stranger to unique work environments. Starting his career in the food industry, he opened several restaurants and focused on catering, hospitality, and more. Developing his people skills in the demanding restaurant business, Paul learned how customer service is at the forefront of the industry. Translating that same skill set into plumbing was a mere matter of picking up the technical piece which Paul did quickly. Sharing his niche advice, Paul breaks down his rise to success in the ditch and what makes it so rich.
In today’s show, we continue our series of riches in niches as we discuss the topic of sewers and drains. Niches are usually derived from a skill or solution that no one wants to do or that no one wants to do well. In regards to sewers and drains, it is the former problem that drives the niche. Brian and and Nate break down why sewers and drains is a niche market waiting to be capitalized on and done well.
In today’s show, we interview special guest Dave Landis. Dave is a field supervisor and service technician with One Hour Heating and Air Conditioning in Lancaster, PA and has man years in the field. Serving in the HVAC industry has given Dave a great technical background but it was only in recent years that indoor air quality became his specialty. Experiencing the benefits first hand with his own family, Dave became an IAQ evangelist sharing his story with clients. Combining his technical proficiency with product presentation Dave has found riches in this niche and shares his story and advice.
In today’s show, we discuss the topic of indoor air quality also known as IAQ. We are kicking off a series called riches in niches focusing on how specialization pays dividends. Indoor air quality has been a growing market for years and continues to show opportunity. Specializing in both products and presentation allows for capitalization in an area of primary client concern and interest. Having the ability to create comfortable and clean air in the home is a concept that many homeowners are greatly interested in and we take a dive into why it makes sense to have this as a focus.
In today’s show, we interview special guest Johnathan Jordan. Johnathan, better known as JJ, is a heating and air conditioning service technician at One Hour Heating and Air Conditioning in Lancaster, PA. Coming up through the apprentice program his years are few but his abilities are great. Adopting the concept of presenting with options early in his career, JJ refined his presentation to experience great success in his career. Exploring how he uses the tool, constructs the message, and presents, this podcast dives into the specifics of how he is making it work and how it could work for you.
In today’s show, we discuss the topic of options. Everyone wants options whether you consciously think it through or not. We want the power of choice, specifically “our” choice. We want to choose a small coke or a super-sized one. We want to choose the economy room or the presidential suite at the local hotel. Options are critical to allowing a client to choose what they want and they are an effective tool in being able to communicate streamlined suggestions. Brian and Nate review the reasons as to why options are important and how they should be a part of any client interaction.
In today’s show, we interview special guest Rachel Witmer. Rachel is a comfort advisor with One Hour Heating and Air Conditioning in Lancaster, PA. Coming into the industry just over a year ago, Rachel has made quick work of employing systems and strategies for the best possible customer experiences. Now serving in a sales roll for heating and air conditioning equipment, Rachel’s natural personality combined with tools like upfront agreements have made her incredibly successful and approachable with her clients. Rachel eloquently explains how the power of having a mutually agreed upon agenda for each call makes the client at ease and her job much easier. Explaining the theory and even a quick roll-play, Rachel describes how having a simple 5–10 minute conversation can make all the difference in how the calls starts and how it ends.
In today’s show, we discuss the topic of upfront agreements. Learning how to game plan a client meeting can be an internal fight. So often what goes “right” in our heads seems to fall apart in shoe leather. Upfront agreements are a tool of simplicity that can be used throughout a client experience to help everyone stay on the same page. The idea is to eliminate the unknown and unexpected and replace it with a mutually agreed upon outline of the call schedule. While simple in nature, the discipline of employment can be the downfall. Hosts Brian and Nate explain the idea of upfront agreements and share some advice on how they can be utilized.
In today’s show, we interview special guest Ted Schnettler. Ted is currently the service manager with One Hour Heating and Air Conditioning in Lancaster, PA. Ted began his career in the trades after observing house construction as a framer. Looking for a long-term career Ted shifted gears from framing to HVAC and began learning the ins and outs of refrigerant and equipment. Growing in knowledge and abilities, he quickly rose through the ranks and held multiple positions of differing responsibilities including service tech, overseeing install, and more. Now Ted works hand in hand with the service and install teams for troubleshooting, technical development, quality control, and training. Ted’s passion for excellence does not overshadow his ability to relate. Having been in the shoes of many roles in HVAC companies, he holds a well-rounded understanding of day-to-day operations while still expecting high quality work. Ted reveals some tips on how to improve your technical skills whether just starting in the trades or achieving the next level in your career.
In today’s show, we discuss the topic of technically speaking. In the home services industry, there is always a need for improvement and growth in technical skills. Not only is the industry constantly evolving with new tools and new equipment, but there is already such a wide variety of existing equipment in place that the learning never stops. On this podcast, hosts Brian and Nate examine the importance of keeping up with your technical abilities and why it matters.
In today’s show, we interview special guest James Frese. James is a service HVAC technician with One Hour Heating and Air Conditioning in Lancaster, PA. Graduating from a local trade college in HVAC, James started with One Hour riding shotgun in a truck for several months. Once making the jump to his own truck he struggled with the transition. Finally determining in his own mind to learn improvement, James began seeking out training support online. Finding one program after another he began creating the habit of learning in his life and eventually brought that habit into his drive time. James shares not only the impact that consistent training has had on his life but the value of using your drive time to improve and learn.
In today’s show, we discuss the topic of my vehicle university. There are many differences in the home services industry between plumbing, electrical and HVAC. However, one thing that they all have in common is road time. If you are in home services, you see the backside of a windshield for upwards of 20-30% of your day. The time is significant; and so is how you spend it. Brian and Nate breakdown the concept of my vehicle university (MVU) in making the most of that drive time. Whether it’s listening to communication training, podcasts, or other educational materials drive time is paid time; and paid time is growth time. A long-distance runner runs the full distance every race. There is no “run time” and “rest time.” There is only race time and that is the idea that really resonates with wasting no day.
In today’s show, we interview special guest James Mellinger. James is a service electrician and safety advisor for Mister Sparky Electric in Lancaster, PA. Coming out of high school, James got introduced to the trades through a family connection eventually taking apprenticeship classes and learning the skills. Originally joining One Hour Heating and Air Conditioning as an HVAC tech, he eventually transferred to the sister company Mister Sparky Electric wear he found his niche in the service industry. As a self-proclaimed amateur in selling communication, James graduated the school of hard knocks to eventually become one of the highest producing panel sales electricians in the nation. James shares his story in how he went from “didn’t know what I was doing” to great success by learning how to transfer the enthusiasm of his service.
In today’s show, we discuss the topic of transferring your enthusiasm. Selling is a baggage word that brings up all kinds of feelings in people; most of them negative. Really at the end of the day to sell something is to transfer the excitement you have for a product or service to someone who doesn’t have that product or service. This definition comes from Brian Tracy, a successful and renown sales trainer and coach. Brian and Nate breakdown the concept and review how important it is to not only believe in what you are offering but help others understand the same value that you place upon that particular product or service.
In today’s show, we interview special guest Brad Hauck. Brad serves as the service coordinator and dispatcher for One Hour Heating and Air Conditioning, Benjamin Franklin Plumbing, and Mister Sparky Electric; all located in Lancaster, PA. Prior to taking his role as master of the schedule, Brad was a HVAC technician himself for many years. This unique combination of both field experience and strong organization has empowered Brad to maximize efficiency in his day while not losing site of what it was to be a technician. In the service industry, time is a key motivator not only to the customer you are serving (by arriving on time) but also to the service professional. If you waste time through the day, your lack of efficiency can end up costing you opportunity. If you arrive late at your first call, you may not have the opportunity to have that last call in you day and in turn cost you possible income. We break down some advice from the scheduler Yoda on making the most of your home services day.
In today's show, we discuss the topic of an efficient service day. Efficiency is something that everyone is concerned about and interested in gaining. We spend extra money for longer lasting product, for better MPG, for better energy, and the list goes on. Efficiency is certainly of consumer interest; but what about efficiency in your day. Would you pay to get one more minute? If only that was possible, but we all get the same number of minutes each day. The efficiency comes through how you choose to use the minutes you are given. Here is where the theory turns to application. Are you disciplined in your time management? How can your time efficiency affect your day in the home services industry? Are you budgeting your time so that are making the most of each day? This episode breaks down the idea of efficiency in your day and specifically how it relates to the home services industry.
In today’s show, we interview special guest Caleb Harnish. Caleb brings a unique background to the service industry by both understanding the customer side and the technician side of the equation. Entering the trades in customer service after some time at college, Caleb started his journey in the office. Here he learned the importance of serving a customer and the types of needs that homeowners have on a day-to-day basis. He eventually moved into a role as human resources director which taught him about the concerns and challenges of technicians, plumbers, and electricians. Combining these two areas of expertise, Caleb branched out into the sales field delicately balancing and bridging the gap between homeowners and technicians when HVAC replacement is in discussion. Caleb has and continues to learn the value of understanding pain in his meetings with customers. Caleb shares his practical advise on how understanding everything the customer is dealing with aids in providing a solution the customer needs.
In today's show, we discuss the topic of pain and how it is your ally. Most people will take great effort to avoid pain. However, as every homeowner knows, pain comes built into every house. The home services industry was born out of a desire to avoid pain. We invented tools and machines to make the home more comfortable. We want lights in our house to avoid having to use candles. We want working toilets to avoid the cold outhouse. We want on demand heat to avoid chopping wood or shoveling coal. Along with these inventions always comes a need for repair and replacement. This is where home service professionals encounter customer pain. When something is broken or not working properly, the customer is in pain and wants it corrected. Understanding the pain of a customer is in not only makes you empathetic but also helps you fix the problem with the best solution. Like a good doctor, a technician must first conduct an exam before prescribing the remedy. Understanding the pain is what makes it your ally.
In today’s show, we interview special guest Ryan Veilleux. Ryan, like so many entered the trades in his teens as a plumber’s helper. This turned into becoming a plumber which led to crossing into HVAC. Ryan perfected his craft as a heating and air conditioning technician serving the customer through maintenance and repairs. He further honed his skill in customer service and communication by “listening.” Ryan speaks about what he was listening for at each call and how he developed his training on spotting opportunities.
In today's show, we discuss the topic of looking for opportunities. Many people wait for success to come to them. They get stuck in a rhythm that looks good, but is really preventing growth. This type of satisfactory mentality accepts good over great and if not tempered leads to rationalization and even justification of why someone else gets better results. Looking for opportunities starts inside first. Ask the question, "Am I even open to opportunity?" For all of us, it is easy to fall into a stagnant state of mind. Once you are able to overcome your own head trash, you can than move into application. Now that your eyes are open to seeing opportunities, you can begin learning what to do with them when they present themselves. Hosts Brian and Nate dig into this topic and how we can all make a determination to keep an open mind.
In today’s show, we interview special guest Brennan Machemer. Brennan entered into plumbing trade school after graduating. After years of working during the day and school at night, he eventually got his journeymen card and recently secured his master plumber license. However, even the best master plumber can be the worst motivator. We take time to hear how Brennan not only stays motivated himself, but uses that gift to encourage others around him. Currently serving as a field supervisor with Benjamin Franklin Plumbing in Lancaster, PA, Brennan is responsible for the morale and leadership of his team. Brennan shares his perspective on what gets him up in the morning and what keeps him going through the day.
In today’s show, we discuss the topic of motivation. Motivation is one of those buzzwords that can really draw up a number of feelings on the topic. Hosts Nate and Brian discuss practical advice to personal motivation starting with identifying whether you tend to be a positive or negative person. Once you know your starting point, the steps forward become more defined to either help staying motivated or starting that journey. If you are already a motivated person, Brian and Nate discuss ways of passing that excitement on to those around you. Listen for some great and practical ideas for turning the grind into growth.
In today's show, we interview special guest Aaron Buckwalter. Aaron entered the industry as a comfort advisor selling HVAC equipment to customers in need of system replacement. He eventually grew through the company and currently serves as operations manager for One Hour Heating and Air Conditioning in Lancaster, PA. Aaron brings a lot of wisdom in the form of communication training and combines it together with years or experience in the field to provide a really unique and effective conversation. Our subject matter for the episode is bonding and rapport, otherwise known as getting to know the customer to help establish trust and understanding.
In today's show, we discuss the topic of bonding and rapport. Bonding and rapport is the technical term for the warm up conversation you have with a customer. While often overlooked, this portion of a service call is critical to success for all parties. The ability or lack thereof to get on an adult to adult, conversational level with a client will drastically affect the outcome of the call. Bonding and rapport can also be intimidating especially if the customer is hostile or extremely direct. Hosts Brian and Nate provide insight and experience into the importance of these conversations as well as some tips on how to increase your ability to warm up the customer.
On the pilot show, hosts Brian and Nate introduce the purpose and concept of the podcast. Waste No Day is designed to be a weekly motivational listen for anyone in the home services industry. The podcast will challenge you, encourage you, and provide alternate perspectives to common problems and challenges you experience daily. If you are a plumber, HVAC technician, or electrician, stay tuned for more content that is designed specifically for you.