The Successful Contractor Podcast

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series — Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 $20 million in revenue. A service area of 240,000 people. And a business that’s been growing — almost without exception — for four decades. James Wisler didn’t set out to build a $20M multi-trade powerhouse in one of the smallest markets you’ll ever hear about on this show. He grew up in the business — running crews at 15, becoming GM at 23 — and learned every hard lesson the hard way. New construction. Bathroom remodeling. Green-fielding HVAC. Adding electrical through acquisition. Every pivot came with a price. But here’s what’s remarkable: Wisler Plumbing, Heating, Cooling & Electric serves just two counties in Southwest Virginia, with a population that most contractors would walk away from. Electric grew 30% last year. Plumbing north of 15%. HVAC is on track to surpass plumbing in total size next year. And their water treatment division — running since 1986 — now holds 750 service agreements with a lead model that works the exact opposite of every other trade. This is a masterclass in what disciplined, market-smart growth actually looks like over 40 years. In this conversation, you’ll discover: •        How Wisler built a $20M multi-trade business in a 240,000-person market — and why small markets can be a massive advantage•        The sales-install model they pioneered in plumbing before almost anyone else was doing it — and the $2,500 threshold that drives it•        Why green-fielding HVAC was the hardest thing they’ve done — and what they’d do differently (acquire)•        The #1 operational mistake that stunted their HVAC growth — and how they finally fixed it•        How to build a water treatment business with 750 service agreements, a 60/40 lead split, and a sales system that works•        The Culture Index hiring system: why they run it at the application stage, what it actually measures, and why it’s a confirmation tool — not a crutch•        Their panel interview rule: 3 people, diverse panel, and if it’s not unanimous — don’t hire•        How they acquired an electrical company in 2024, grew it from $1.2M to $1.8M in year one, and why that’s the better path•        The “Guiding Light” document: how James defines faith, family, excellence, and courage in a way that actually sticks•        The weekly culture minute, the 6-7 hour monthly manager meeting, and the annual kickoff that’s replaced their holiday party Whether you’re running $2M and wondering if you can scale without a major metro, thinking about adding a trade, or trying to figure out what a real hiring system looks like — this one is packed with 40 years of hard-earned lessons. 🎧 Watch on YouTube or listen on your favorite podcast platform. Subscribe to The Successful Contractor for more interviews that move the needle.For more information about Sean Mitchell’s RevenueAscent Program: https://hub.mycertainpath.com/hub/resources/make-execution-consistent-with-the-revenueascent-program-featuring-sean-mitchell AboutThe Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the GuestJames Wisler is the CEO of Wisler Plumbing, Heating, Cooling & Electric, based in Rocky Mount, Virginia. James grew up in the business his father started in 1986, became GM at 23, and — alongside his brother Brian — purchased the company in 2014. Under his leadership, Wisler has grown from a plumbing-only service company into a $20M multi-trade operation serving HVAC, plumbing, water treatment, and electrical across Southwest Virginia. James has been a CertainPath member since nearly the beginning and is a fixture in the peer community. ConnectWisler Plumbing, Heating, Cooling & Electric: https://www.wislerhomeservices.comCertainPath: https://www.mycertainpath.com Show NotesThe Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we’ve helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH:Facebook: https://www.facebook.com/CertainPathLinkedIn: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series — Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5  $3.5 million in service revenue. A new construction company that survived the Great Recession on discipline and a war chest. And a son who'd spent summers on job sites watching his dad build something real.  RJ Magee didn't plan to build a $110 million multi-location HVAC and plumbing empire. He planned to take over his dad's company in Las Vegas. Then they sold it — and everything changed.  Sierra Air Conditioning and Plumbing in Las Vegas alone went from $13 million in 2020 to $50 million in 2025. Their comfort advisor made $500,000 last year. Flip techs clear $200K. And in Boise, they hired a bartender two weeks ago — one week of training, five for five, $18,000 average ticket.  This is a masterclass in what it actually looks like to scale a residential HVAC company — and what it costs when you don't.  In this conversation, you'll discover:  How CertainPath coaching helped Sierra grow from $3.5M in service revenue to $50M in Las Vegas alone The 3 things RJ says took them from $3.5M to $13M — and the operational discipline behind it How to acquire HVAC companies: market selection, what makes a good partner, and why they keep every call center local How they changed fix-it culture shops into sales-minded organizations — without losing the team Why RJ pays his flip manager $30 per same-day flip (and how that drives behavior better than EBITDA bonuses) The personal loss in 2019 that finally made him build a team — and get his priorities in the right order Their 5-year plan: $500M by 2030, 16–18 partner companies, 20% EBITDA  Whether you're at $3M trying to hit $13M, thinking about what a sale might look like, or just want to understand how a $110M HVAC operation actually runs — this one is packed.  🎧 Watch on YouTube or listen on your favorite podcast platform. Subscribe to The Successful Contractor for more interviews that move the needle.   About  The Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company.  Meet the Guest  RJ Magee is the President of Sierra Group, overseeing Sierra Air Conditioning and Plumbing in Las Vegas, NV along with partner locations in Boise, Denver, and Tucson. RJ grew up working summers on his father's job sites, joined the company full-time in 2010, and helped grow the service division from $3.5M to $13M before a private equity sale in 2020. Since then, he has led Sierra's Las Vegas operation from $13M to $50M while building a multi-location portfolio targeting $500M by 2030.  Connect  Sierra Air Conditioning and Plumbing: https://www.sierraair.com CertainPath: https://www.mycertainpath.com   Show Notes  The Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we've helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information.  FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series — Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 $400,000 in revenue. Two wrapped vans. $50,000 in unpaid taxes. That was electrician Matt Wehrle in January 2019 — sitting in an office for the first time in his life, wondering if he’d made a massive mistake. Six years later, Safe Electric & Plumbing in Columbus, Ohio hit $10.6 million. 28 trucks. Double-digit net profit. And a plumbing division that did $2 million in its first full year. Matt’s story isn’t a slow, steady climb — it’s a masterclass in what happens when a field electrician stops doing things his way and follows a proven system. In this conversation, you’ll discover: •        How CertainPath coaching helped one electrician grow from $400K to $10.6M in 5 years•        Starting a residential electrical business with $10K in the bank and $50K in unpaid taxes — and booking nearly 100% of calls in year one•        Adding a plumbing division to an electrical company — $2M first full year (after hiring the wrong manager first)•        Catching bookkeeper embezzlement: fake LLC, unauthorized ACH transfers, and stolen credit cards for 13 months•        His recruiting secret every contractor will steal — and why “nobody wants to work” is nothing but an excuse•        What he’d tell his 2017 self: “Drop everything else and just do THIS!” Whether you’re an electrician thinking about adding a second trade, a contractor trying to build culture, or a business owner who’s been burned by someone you trusted — Matt’s story will hit home. 🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle. AboutThe Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the GuestMatt Wehrle is the owner of Safe Electric & Plumbing in Columbus, Ohio. A lifelong electrician who started his career in new construction, Matt launched his residential service company in 2019 with two vans and $10,000 in the bank. In six years, he’s grown Safe Electric & Plumbing to $10.6 million in revenue with 28 trucks, a thriving plumbing division, and double-digit net profit. ConnectSafe Electric & Plumbing: https://safeelectricohio.comCertainPath: https://www.mycertainpath.com Show NotesThe Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we’ve helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH:Facebook: https://www.facebook.com/CertainPathLinkedIn: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5────────────────────────────────────────────────────────────────────────────────“How did I do this before?”That’s the number-one thing ServiceTitan hears from contractors after they make the switch. And now, ServiceTitan and CertainPath are officially partnered—which means the best coaching in home services just got paired with the most powerful software platform in the industry.In this episode of The Successful Contractor, Bob sits down with Joseph Morales and Phil Stern from ServiceTitan—recorded live at CertainPath’s Eagles’ Summit—to unpack what this partnership means for contractors, what’s new with ServiceTitan’s Pro Products, and why the AI revolution is already changing how you dispatch, market, and grow.Joseph has spent four years on the road meeting contractors face-to-face. Phil came from 12 years at Google, where he worked on AI solutions and partnerships with brands like Wells Fargo and Ford. Together, they break down ServiceTitan’s biggest announcements—from the commercial and construction expansion to the AI-powered Dispatch Pro that’s already proving your gut instincts wrong.What You’ll Learn in This Episode:•        Why ServiceTitan and CertainPath partnered—and why Phil says “CertainPath’s model was a perfect fit”•        The “How did I do this before?” moment—what contractors consistently say after adopting ServiceTitan•        How one contractor was spending 4 hours a day tracking time through email—and how geo-fencing automation eliminated it overnight•        Dispatch Pro: the AI tool that’s matching the right tech to the right job for profit—and proving that your “best guy” isn’t always who you think•        Marketing Pro: the most-adopted Pro Product, with smart campaigns, UTM tracking, reputation management, and AI-powered ad optimization•        Scheduling Pro: how to automate maintenance contract bookings and online scheduling—straight into your ServiceTitan dashboard•        Atlas and Titan Intelligence: ServiceTitan’s new AI-powered voice and dispatching tools•        Titan Score: how ServiceTitan grades your software usage and tells you where to expand next•        The commercial and construction expansion: why contractors who dismissed ServiceTitan as “residential only” need to take a second look•        ServiceTitan’s roofing push: the GAF partnership and growing adoption across trades•        CertainPath coach certification: 40–60 hours of training, full curriculum access, and demo accounts—so your coach knows the software inside and out•        Why ServiceTitan is “all in” on CertainPath events—not a one-and-done partnershipWhether you’re already on ServiceTitan and want to get more out of it, or you’ve been on the fence about making the switch—this episode gives you the inside track on where the software is going and how CertainPath coaching is about to make it even more powerful.🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle.Chapters:00:00 – Meet Joseph Morales & Phil Stern, ServiceTitan01:58 – Joseph’s Journey: From Snacks & Coffee Roasters to ServiceTitan04:06 – Phil’s Path: 12 Years at Google to ServiceTitan05:22 – What It’s Like Working with Contractors08:35 – The CertainPath + ServiceTitan Partnership10:07 – Why Coaching + Software Is a Perfect Fit15:30 – Roofing Expansion & the GAF Partnership17:00 – How ServiceTitan Sources Contractor Feedback18:07 – AI Features: Atlas & Titan Intelligence19:28 – “How Did I Do This Before?” – Contractor Feedback20:32 – Automation That Saves You 4 Hours a Day24:28 – Titan Score: Know Where to Grow Next25:00 – Onboarding, Support & Dedicated Success Managers27:45 – Technician Workflows, Forms & Photo Documentation28:46 – CSR & Dispatch Board Value30:00 – Route Optimization & Decentralized Dispatching31:10 – ServiceTitan as a Retention Tool32:20 – 200+ Built-In Reports & Custom KPIs33:14 – Pro Products Deep Dive: Dispatch Pro36:38 – Marketing Pro: Campaigns, UTM Tracking & AI Ads40:35 – Smart Campaigns & Maintenance Contract Automation41:57 – Scheduling Pro: Online Web Scheduler43:50 – Coaching Certification: 40–60 Hours of Training46:30 – Partner Jam: First Impressions from ServiceTitan48:55 – “We’re All In” – What’s Next for the PartnershipShow NotesThe Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.FOLLOW CERTAINPATH:Facebook: https://www.facebook.com/CertainPathLinkedIn: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 Kevin Henderson calls himself a “forever learner.” It’s the mindset that took him from green apprentice in 1996 to owner of a $6.5 million HVAC and plumbing company—and he’s just getting started. After 17 years working for someone else, Kevin took a leap in 2013 when a colleague offered him a small business: take it or I’m shutting it down. He talked to his wife, and the answer was simple: “I’m not getting any younger. I know how to do this.” In this episode of The Successful Contractor, Kevin Henderson of Home Comfort Systems Heating, Cooling & Plumbing in Greenwood, SC, shares how he acquired 5 small companies, implemented real systems, and profitably grew his business by 600%. But it wasn’t all smooth—stress-related health problems forced him to stop doing everything himself and start building a real team. What You’ll Learn in This Episode: • How Kevin went from $1 million to $6.5 million—and why his next target is $20 million in 5 years • The “forever learner” mindset that drives his growth—and why he reads every single day • Why he acquired 5 small “fire sale” businesses—and it fueled leads more inexpensively than traditional marketing • The stress breaking point that forced him to hire an operations manager—and how it freed him to focus on growth • Why he hires technicians green: “People that are experienced, it’s kind of hard to retrain them” • How he went from zero Google reviews in 2013 to almost 1,700 today—more than anyone in his market • His training structure: Tech Tuesday, Sales Monday, Plumbers Thursday, Install Friday—and why “get back to basics” was last year’s theme • How CertainPath’s SOAR program identified marketing waste ($700-800/lead on direct mail) and fixed it • Why he added his sales guys to the daily accountability text—and how competition drives results • The #1 number he watches: gross margin—plus overtime and callback percentages • Why “compassionate leadership” beats yelling and screaming: “We don’t manage by pinning people up” • His sobering reminder: “You can do $20 million and go bankrupt”—why efficiency matters more than revenue Kevin’s story is proof that you don’t need to have it all figured out on day one. With the right mindset, the right systems, and a willingness to keep learning, any contractor can build something remarkable. 🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle. Chapters: 00:00 – “I’m Not Getting Any Younger”: Kevin’s Leap into Ownership 05:22 – From $1M to $6.5M: Joining CertainPath and Setting a BHAG 09:47 – 20% Growth Every Year: The Acquisition Strategy 11:45 – Adding Plumbing: How an Acquisition Brought a New Trade 14:29 – Building the Team: Org Structure and the Operations Manager 16:02 – The Stress Breaking Point: Health Problems Forced Change 16:50 – SOPs and Systems: “If You’re Gonna Ask Every Week, Write It Down” 18:25 – Hiring Green: Why Experienced Techs Are Harder to Retrain 21:03 – Culture Index: Matching Personality to Role 25:58 – Training Structure: Tech Tuesday, Sales Monday, Install Friday 28:47 – The SOAR Program: Carl’s Fire Hose and Marketing ROI 34:03 – Marketing Evolution: Zero to 1,700 Google Reviews 36:03 – Sales Management Mastery Group: Accountability That Works 37:50 – The Numbers That Matter: Gross Margin, Overtime, Callbacks 38:20 – Call Center & Dispatching: Booking in the High 80s-90s 44:08 – Cash Flow and Financial Discipline 47:09 – Compassionate Leadership: “We Don’t Manage by Yelling” 51:45 – Kevin’s Evolution: From Doing Everything to Letting Managers Lead 53:15 – The $20 Million Vision: Efficiency, Expansion, and What’s Next Show Notes The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ About the Guest: Kevin Henderson is the owner of Comfort Systems Heating, Cooling & Plumbing in Greenwood, South Carolina. A self-described “forever learner,” Kevin started as a green apprentice in 1996, spent 17 years learning the trade, and launched his own company in 2013. Through 5 strategic acquisitions and a commitment to real systems, he’s grown from $1 million to $6.5 million—with a goal of $20 million in the next five years. Kevin is a member of CertainPath and active in a number of its programs including: Total Access Training, The Accountability Group (TAG), Strategic Operation Action Review (SOAR), and Sales Management Mastery Group (SMMG). Connect with Kevin: Comfort Systems Heating, Cooling & Plumbing: https://www.homecomfortsc.com/   

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5  At 33, Luke Soderling was running plumbing calls when his mom noticed a lump on his neck. Three days later, a doctor’s voicemail changed everything: stage 3 thyroid cancer. What happened next? Luke didn’t just survive—he went on to win a Discovery Channel survival show, buy his family’s plumbing business, and grow Approve Home Services by 600% in just four years. In this episode of The Successful Contractor, Luke Soderling of Proof Home Services in northern Minnesota shares one of the most remarkable stories we’ve ever featured. From eating caiman in the Amazon to building a thriving plumbing and electrical company an hour south of Canada, to becoming an acclaimed professional speaker, Luke’s journey proves that the mindset you build in crisis becomes the foundation for business success. What You’ll Learn in This Episode: • How surviving cancer at 33 reshaped Luke’s approach to life and business—and why he refuses to complain now • Why he competed on The Wheel (Discovery Channel) and survived 60 days alone in South America after beating cancer • The exact steps he took after buying his family business—and how CertainPath helped him hit 600% growth in 4 years • Why “simply answering the phone” beat every competitor in his small market • How his 14-year-old son with flyers generated $100K in leads (guerrilla marketing that actually works) • The painful truth he avoided—“I didn’t look at the numbers because I didn’t want to know”—and how facing it fixed his electrical margins • Why Culture Index and clear core values (“faith, family, fantastic service”) transformed his hiring • Why he added electrical to his plumbing business—and the $100K wake-up call that proved it was the right move • What he’s learned from Brandon Marshall’s The Lion’s Pride mentorship program • His new BHAG: $10 million in five years Luke’s story is part survival tale, part business masterclass, and 100% proof that with the right mindset, mentors, and systems, any contractor can build something extraordinary. 🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle. Chapters: 00:00 – Stage 3 Cancer at 33: Luke’s Life-Changing Diagnosis 06:37 – How Cancer Changed His Perspective on Life 07:32 – The Wheel: Surviving 60 Days Alone in South America 10:43 – The Hardest Part of Survival (It Wasn’t the Hunger) 12:36 – From Technician to Business Owner: Buying the Family Business 15:04 – $204K to 600% Growth: The CertainPath Turnaround 17:40 – “We Had No Competitors” – The Power of Answering the Phone 19:24 – Hiring in a Small Market: Culture Index & Core Values 23:21 – Weekly Training: Meet “Gladys” the Role-Play Customer 26:07 – The Numbers Wake-Up Call: 47% Material Costs 28:27 – Cross-Selling Plumbing & Electrical with Club Memberships 31:02 – Marketing That Works: Billboards, Geo-Targeting & Flyer Walks 34:25 – Why He Added Electrical (And How It’s Going) 37:30 – Leadership Lessons: From 1 Employee to 9 41:40 – Lion’s Pride: What Mentorship With Brandon Marshall Looks Like 43:38 – The Next BHAG: $10 Million in 5 Years Show Notes The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ About the Guest: Luke Soderling is the owner of Approve Home Services, a plumbing and electrical company in northern Minnesota. A cancer survivor, Discovery Channel survival show winner, and professional speaker, Luke has grown his business from $204K to over $1M in four years. He’s a three-time Crown Champion and member of Brandon Marshall’s Lion’s Pride program. Connect with Luke: Approve Home Services: https://approvehomeservices.com/ Luke’s YouTube Page: https://www.youtube.com/@LukeSoderling Luke’s Professional Speakers Page: https://lukesoderling.com/   

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591  Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5  --------------------------------------------------------------------------------  What if the refrigerant decision you make today determines whether you're ahead of the curve—or scrambling to catch up five years from now?  Ben Middleton, National Sales Training Manager for Goodman, Amana, and Daikin, has spent nine years helping contractors navigate the biggest shifts in HVAC. In this episode of The Successful Contractor, Ben breaks down why Daikin chose R-32 over 454B, what that means for your business, and why the contractors who embrace change now will dominate their markets.  But this conversation goes far beyond refrigerants. Ben shares how Daikin is revolutionizing HVAC training with virtual reality—yes, actual VR headsets that eliminate distractions and boost retention. He reveals a game-changing rebate tool that finds all 2,000+ utility programs and files the paperwork for you. And he delivers a powerful message about thriving in what he calls the era of 'perma-uncertainty.'  What You'll Learn in This Episode:  •   Why Daikin chose R-32 over 454B—and the real-world benefits contractors are seeing (smaller units, lower cost, proven since 2012)  •   How to use Daikin's free VR training to get new techs job-ready faster  •   The Daikin Energy Rebate Center—a tool that finds all available rebates and files the paperwork for homeowners  •   Why the $2,000 IRA heat pump rebate is going away—and how to use that urgency to close more sales NOW  •   The financing shift: why 15-year loans are now beating 0% interest (and what it means about affordability)  •   Ben's 'perma-uncertainty' framework—why NOW is the time to innovate, test, and push the envelope  •   Why Ben says 'the days of the cube-style unit are numbered'—and how to position yourself as the innovator in your market  •   Critical advice: have 3-6 months of operating capital in the bank  Ben also hosts his own podcast, Accelerated HVAC Success, where he brings in vendors, contractors, and product managers to share what's working right now. Check it out on YouTube: https://www.youtube.com/@AcceleratedHVACSuccess  Resources Mentioned: •   R32Reasons.com - Learn why Daikin chose R-32 •   HVAC Learning Campus - Free on-demand training and VR simulations •   Daikin Energy Rebate Center - Find and file utility rebates automatically  Whether you're evaluating refrigerant options, looking for better training tools, or trying to figure out how to close more sales in a tight economy—this episode delivers actionable insights you can use today.  Watch now on YouTube or listen on your favorite podcast platform. And don't forget to subscribe to The Successful Contractor for more interviews that move the needle.  Chapters:  00:00 - Meet Ben Middleton, National Sales Training Manager at Daikin 02:15 - Time Is the Biggest Barrier to Training 06:28 - Ben's Journey: From Aeronautical Engineering to HVAC Training 09:45 - The Ripple Effect of Great Training 11:41 - Accelerated HVAC Success Podcast 14:36 - Why Daikin Chose R-32 Over 454B 18:30 - R-32 Is Proven Since 2012 19:00 - Market Response to R-32 21:55 - The Financing Shift: 15-Year Loans vs 0% Interest 23:26 - Daikin's Core Value: Absolute Credibility 26:37 - The Days of the Cube-Style Unit Are Numbered 27:50 - Daikin's Training Resources & HVAC Learning Campus 30:50 - The Daikin Energy Rebate Center 31:20 - The $2,000 Heat Pump Rebate Is Going Away 33:49 - VR Training: The Magic School Bus for HVAC 37:15 - Why Retention Is Higher in VR 40:13 - Perma-Uncertainty = Innovation Opportunity  Show Notes  The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.  FOLLOW CERTAINPATH:  Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5   -------------------------------------------------------------------------------------  Brandon Marshall knows leadership in the trades isn’t just about KPIs and schedules — it’s about people. And people bring stress, purpose, and pressure with them every day.  As the Transformational Leadership Mentor with CertainPath, Brandon has worked with countless contractors to help them grow not just as professionals, but as human beings. In this conversation, he shares how leaders in home services can learn to manage stress, lead with purpose, and build lasting cultures that truly pour into others.  • Why most contractor stress doesn’t come from the job • How to build “mini leaders” who multiply your culture • Why accountability without leadership never works • How to create a team culture that runs deeper than systems • What Brandon learned about leadership from the pulpit to the trades • Why Lion’s Pride was built — and what it’s doing for service leaders  If you’re a contractor who feels the weight of leadership, this conversation will speak directly to you.  What You’ll Learn in This Episode: • How to identify the real source of stress on your team • What it means to “pour into” people as a home service leader • Why culture is like a river — and how to shape its flow • The power of mentoring vs. managing • Why Brandon believes leadership is a calling, not a role  Want More Support Growing Your Business? When you join CertainPath, you’re not just getting coaching and training. You’re getting access to our Partner Network—120 vendor partners, including solutions like Reins, offering exclusive discounts and rebates on the tools and services you’re already using. Last year alone, our members earned back over $10 MILLION in rebates. That’s more cash in your business—and more partners helping you grow, profit, and scale. Book your free Discovery Call to learn how we can help you level up: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   Chapters TBD  Show Notes The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.   FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath Linkedin: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5   -------------------------------------------------------------------------------------  Kelson Carter built an $11M plumbing company — without ever offering HVAC or taking on debt. And he’s done it while only 35 years old.  As a third-generation plumber and owner of Carter’s My Plumber in Indianapolis, Kelson has taken bold, focused action to grow fast and profitably. In this episode, he shares how he: Grew a plumbing-only company to $11M, completely debt-free Branded his business around water heaters and a $500 guarantee Closes 60% of water heater sales over the phone Trains every week and manages his team daily with KPIs Promotes future leaders, not just top-performing techs Uses specific systems to scale with structure and confidence  If you're a plumbing contractor ready to grow without chaos — this one's for you.  What You’ll Learn in This Episode: The water heater sales strategy that changed Kelson’s business Why “guys with bills” are his best hires How to create team-wide accountability through leadership The value of weekly training and daily coaching Why CertainPath has been key to staying consistent while scaling fast  Want More Support Growing Your Business? When you join CertainPath, you’re not just getting coaching and training. You’re getting access to our Partner Network—120 vendor partners, including solutions like Reins, offering exclusive discounts and rebates on the tools and services you’re already using. Last year alone, our members earned back over $10 MILLION in rebates. That’s more cash in your business—and more partners helping you grow, profit, and scale. Book your free Discovery Call to learn how we can help you level up: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   Chapters TBD  Show Notes The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.   FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath Linkedin: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5   -------------------------------------------------------------------------------------  How do you grow a home services company to $21 million in revenue—and still stay true to your values?  In this episode, Bob Houchin sat down with Brett Hadley, president of Mountain Home Services in Ogden, Utah. Brett shares how he: Navigated a major company merger Rebuilt his team’s culture from the ground up Built a high-performing business by hiring for character, not just skill  You’ll hear how he overcame marketing breakdowns, aligned two companies into one mission, and scaled sustainably—all while developing leaders and “great humans” along the way.  This is a must-listen for any contractor who wants to grow without losing what matters most.  What You’ll Learn in This Episode: How Brett helped scale Mountain Home to $21M in revenue His strategy for merging companies while protecting team culture Why “humble, hungry, and smart” beats any resume How to lead through marketing chaos and operational setbacks Systems and leadership habits that make scaling sustainable What’s next for Brett and Mountain Home Services  Want More Support Growing Your Business? When you join CertainPath, you’re not just getting coaching and training. You’re getting access to our Partner Network—120 vendor partners, including solutions like Reins, offering exclusive discounts and rebates on the tools and services you’re already using. Last year alone, our members earned back over $10 MILLION in rebates. That’s more cash in your business—and more partners helping you grow, profit, and scale. Book your free Discovery Call to learn how we can help you level up: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   Chapters TBD  Show Notes The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.   FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath Linkedin: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5   -------------------------------------------------------------------------------------  What if you could retain 94% of your key employees—without giving up a single share of equity?  In this episode, we sit down with Chris Buttenham, Co-Founder of Reins, a game-changing platform that helps home service contractors create performance-based incentives like phantom equity and profit sharing—without the complexity, confusion, or legal risk.  Reins makes it dramatically easier to set up and manage profit-sharing plans—giving you a powerful way to reward performance without getting buried in spreadsheets or back-end admin. Whether it’s short- or long-term incentives, Reins handles the heavy lifting so you can focus on running your business.  Chris shares how growing up in a contractor household inspired him to tackle one of the industry’s toughest challenges: employee retention. You’ll learn how the most forward-thinking contractors are locking in their top techs and leaders—while keeping full control of their businesses.  🔑 What You’ll Learn in This Episode: Why traditional equity doesn’t work for most contractors How phantom stock creates buy-in without ownership Why profit sharing is powerful—and how Reins makes it easy The incentive system behind 94% employee retention How to align your team without giving up equity Real-world examples of contractors using this strategy today  💼 Want More Support Growing Your Business? When you join CertainPath, you’re not just getting coaching and training. You’re getting access to our Partner Network—120 vendor partners, including solutions like Reins, offering exclusive discounts and rebates on the tools and services you’re already using. Last year alone, our members earned back over $10 MILLION in rebates. That’s more cash in your business—and more partners helping you grow, profit, and scale. Book your free Discovery Call to learn how we can help you level up: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   Show Notes The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.   FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath Linkedin: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5   -------------------------------------------------------------------------------------  What does it take to grow a home service business to $40 million—without chasing headcount or cutting corners?  In this episode, Nick Hartman, CGO at Ongaro & Sons, shares how a relentless focus on leadership, training, and accountability helped the company scale across HVAC, plumbing, and electrical. From record-breaking margins to life-changing employee outcomes, this is a playbook for contractors who want to grow the right way.  Whether you're leading a $2M shop or managing multiple trades, you’ll walk away with clear, proven strategies to elevate your team, improve operations, and build a people-powered company that lasts.  🚀 What You’ll Learn in This Episode: • How Ongaro & Sons grew to $40M by developing leaders at every level • The systems behind 25% net profit and $1.7M+ months in HVAC • Why growing your people can unlock exponential company growth • The impact of growth plans—from new homes to reunited families • How to lead managers so they lead their teams • What it looks like to scale HVAC success into plumbing & electrical • The role of trust, training, and communication in high-performing teams • How culture drives results—and breaks sales records  💡 This is how you scale with intention. This is how you build something that lasts. 💡 Want insider strategies from operators like Nick Hartman?  CertainPath members get access to leaders like Nick at our twice-annual Expos—where contractors come to learn, level up, and lead.  Chapters TBD  Show Notes The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.   FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath Linkedin: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5   -------------------------------------------------------------------------------------  What do you do when your business is on the brink—and you’re out of options? If you’re Marcus Sheridan, you lean all the way into your buyer, start answering the tough questions no one else will touch, and transform your company into a national brand.  Marcus is the author of They Ask, You Answer and Endless Customers, a globally recognized speaker, and a partner in multiple companies. But his journey began in the trenches—saving a struggling pool company in the wake of the 2008 crash by becoming radically transparent and customer-obsessed.  In this no-fluff interview, Marcus shares exactly how home service contractors can grow faster, gain trust, and dominate their market using content, video, and AI. Whether you're a one-truck operation or a $100M business, these insights will help you level up—fast.  🚀 What You’ll Learn in This Episode: • How Marcus saved his pool business from bankruptcy with content • Why most contractors still don’t talk pricing—and how it’s costing them • What the “Big 5” questions are—and why you must answer them • The easiest way to start creating high-impact content TODAY • Why “communion, not charisma” is the key to winning over homeowners • How to use video and AI tools to scale trust and authority • The mindset shift that separates great contractors from good ones • Why training your team to think like buyers changes everything • How to make complex services simple—and close more work  

How do you take an electrical company from a basement startup to $2 million in revenue, earn 15% net profit, and do it all completely debt-free — in just two years? Meet Mory and Clarissa Belle, founders of Doctor Electric in Lexington, Kentucky, and CertainPath members who did just that.  In this episode of The Successful Contractor, the Belles share how they went from burned out and overwhelmed to thriving business owners with a clear plan, powerful systems, and a rock-solid partnership — thanks to CertainPath. You’ll learn how they scaled quickly, made key strategic changes, and built a company that reflects their values and vision.  Whether you’re in HVAC, plumbing, electrical, or roofing, this story will inspire you and show you how fast success can happen when you follow a proven path.  🚀 What You’ll Learn in This Episode: • How Doctor Electric scaled from $600K to $2M in just 2 years • Why 15% net profit was the non-negotiable benchmark • How they launched debt-free (and why that mattered) • Why they left new construction for residential service • The CertainPath tools that gave them clarity and confidence • How they added a service fee—and saw conversion rates rise • Why SOPs and training allowed them to scale without chaos • How Profit Day changed their business perspective • The power of community—and what it meant to “not be alone”  💡 Ready to grow your contracting company with confidence? Watch now to discover how Doctor Electric did it—and how CertainPath helped make it possible. 

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5   -------------------------------------------------------------------------------------  What does it take to grow a home service company from $1.5 million to $58 million — and keep customers happy every step of the way? It all starts in the call center. Meet Missy Jones, senior coach at CertainPath, and one of the nation’s top experts in call center operations, culture, and leadership.  In this episode of The Successful Contractor, Missy reveals the call center secrets that scale home service businesses in HVAC, plumbing, electrical, and roofing. From coaching call center reps to building the right culture, to tracking KPIs and avoiding costly dispatch mistakes — Missy shares what she’s learned helping thousands of contractors transform their businesses.  Missy’s story and strategies are packed with insights every contractor, service manager, and home service business owner can use right now…  🚀 What You’ll Learn in This Episode: • Why the customer relationship starts in the call center, not in the field. • The biggest mistakes contractors make in call centers (and how they cost millions). • How to properly train and coach call center reps — and why consistency matters more than scripts. • The overlooked step that can dramatically increase customer satisfaction and prevent bad reviews. • Why being booked two weeks out isn’t a good thing — and how dispatching mistakes destroy profits. • The KPIs that make or break a call center, and how to track them effectively. • How outbounding (done right) fills the board and keeps techs busy year-round. • Why AI alone fails in call centers, and how to balance technology with people. • Leadership lessons: from granting your team the permission to fail to building a culture of accountability and growth. • How consistency in coaching and culture creates multi-million-dollar contracting success.  Whether you’re an HVAC contractor, plumber, electrician, or roofer, Missy’s insights will help you stop losing calls, boost customer satisfaction, and scale your business with confidence.  📈 Ready to learn how to transform your call center into a profit center — and grow your contracting business? Watch now and discover the systems, strategies, and leadership lessons that take home service companies from struggling to thriving. 

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5   -------------------------------------------------------------------------------------  What does it take to sell and install over $1 million in plumbing work in just one year… with zero callbacks? Meet Henry Glasset, senior technician and plumbing supervisor at Apollo Plumbing in Marysville, WA. In this episode of The Successful Contractor, Henry shares his journey from fast food jobs to becoming a million-dollar plumber known for flawless work, exceptional customer service, and mentoring the next generation of techs. Henry’s story is packed with insights every plumber, service technician, and home services business owner can learn from:  🚀 What You’ll Learn in This Episode: How Henry transitioned from construction plumbing to service plumbing — and why he never looked back. The sales process that helped him sell & install $1M in plumbing jobs while maintaining perfect quality. Why “no pressure sales” and educating customers builds long-term trust (and bigger tickets). The role of plumbing inspections in uncovering hidden problems — and creating win-win solutions. How one small service call turned into a $25,000 job through awareness, not upselling. The keys to building confidence so customers see you as the expert they can trust. Why training, role-playing, and self-education are essential to becoming a top-earning plumber. Henry’s philosophy on mentoring other plumbers and creating a culture of shared success. How Apollo Plumbing’s positive, growth-focused culture helps techs succeed.  Whether you’re in plumbing sales, home service management, or just starting in the trades, Henry’s story will inspire you to set higher goals, serve customers with integrity, and build a reputation that lasts.  📈 Ready to learn how to grow your plumbing career or company? Watch now and discover how to combine sales skill, service excellence, and a customer-first mindset to achieve million-dollar results.  Chapters TBD  Show Notes The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.   FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath Linkedin: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://go.mycertainpath.com/meetings/certainpath/mkt?uuid=bbda8bca-e3ab-4abf-9b23-3a13526dcb77 or call us at: (214)-453-1591   🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5  

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5   -------------------------------------------------------------------------------------  Transforming a $300 ceiling fan call into a $10,000+ project doesn’t happen by accident — it takes skill, strategy, and a deep commitment to educating homeowners. Tim D’Entremont, a three-time Crown Champion and service electrician at Dawson’s Electric & Air in Fuquay-Varina, NC, has mastered that art. In this episode of The Successful Contractor, host Bob Houchin dives deep into Tim’s approach to diagnosing, educating, and guiding customers toward meaningful electrical upgrades — all without the hard sell.  Tim shares how his journey from Boston’s high-rises to North Carolina homes shaped his understanding of value, trust, and communication. More importantly, he unpacks his step-by-step process for running service calls that consistently close big projects while keeping customers happy and loyal.  In this conversation, you’ll discover: How to prepare mentally and strategically for every service call. The importance of earning the right to discuss upgrades beyond the initial call reason. How Tim uses open-ended questions to uncover customer needs and priorities. His approach to building value before presenting diagnostic fees or large project options. Why “planting seeds” throughout the call leads to smoother, higher-ticket closes. Tim’s soft selling strategy that keeps customers engaged without feeling pressured. How he handles price objections and reframes them into opportunities. The role of trial closes and roadmap selling for large, multi-phase projects. Insights on training and coaching electricians to deliver exceptional service. How Tim leverages call-by-call management and real-time coaching to grow his team’s success.  Whether you’re a business owner, a service electrician, or simply looking to improve your sales approach, Tim’s insights will help you turn everyday service calls into profitable, trust-building opportunities.  Show Notes The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.   FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath Linkedin: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

TJ Romans didn’t just sell $800,000 in plumbing work last year—he installed it, too. That kind of performance doesn’t come from pressure tactics or slick sales lines. It comes from trust, education, and a clear process that empowers homeowners to say yes with confidence.  In this episode, TJ breaks down exactly how he earns that trust—and consistently turns routine calls into big-ticket installs.  You’ll learn how he: Sold and installed $800K in plumbing by keeping it simple and putting the homeowner first Navigates high-risk stoppage calls with a single sentence that protects both him and the company Uses inspections as an educational moment—not a scare tactic—and builds options around what homeowners care about Handles objections with empathy, especially on calls involving remodeled bathrooms or builder-grade fixtures Structures his calls by focusing first on what the customer noticed—then smoothly introduces additional value Builds urgency the right way—backed by visuals, facts, and clear explanations Avoids chasing every potential upgrade and instead controls the call with purpose  TJ also shares how he mentally resets after tough calls, stays consistent with his approach, and trains newer techs to focus on the long game—not the quick close.  This isn’t a high-pressure sales training—it’s a real conversation with a high-performing technician who genuinely wants to help people. And that mindset? It sells. If you're in plumbing sales—or manage people who are—this is the kind of episode that can change your approach for the better.  🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle.  Show Notes The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.   FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath Linkedin: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

Boost revenue. Build loyalty. Increase what your business is worth.  That’s exactly what Kevin Thornton of JB Warranties unpacks in this can’t-miss episode of The Successful Contractor.  Host Bob Houchin sits down with Kevin—VP of Dealer Business Services—for a high-impact conversation full of strategic insights for contractors who want to scale smarter. Kevin explains why warranties aren’t just an upsell—they’re a business tool that drives profitability, deepens customer relationships, and increases valuation when it’s time to sell.  🎯 In this episode, you’ll learn: How warranties can increase closing rates and average tickets Why self-insuring could actually be hurting your business The legal and financial risks contractors face when not using third-party coverage What private equity firms look for in a buyout—and how warranties fit into that How offering warranties leads to lifetime customer value and referrals What the JB360 platform is doing to simplify claims and boost contractor margins The importance of training and onboarding in making warranties profitable Real-world examples of contractors who earned 7-figure exits thanks to strategic warranty use  Kevin also opens up about his personal mission to serve the trades—how his father’s legacy and his own SaaS background led him to build tools and programs that help contractors not just survive, but thrive.  Whether you’re looking to grow, stabilize, or position your business for a future sale, this episode will show you how warranties are more than just protection—they’re power.  📈 Don’t miss this powerful conversation. Watch now and learn how to put your business on a certain path to success.  Show Notes The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.   FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath Linkedin: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/