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 Derek Gaunt 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.