The Successful Contractor Podcast

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/ 

$30 Million in HVAC Sales. 78% Close Rate. Population: 75,000. That’s Cody Kropp’s reality—and he’s doing it all in rural Idaho.  In this powerhouse episode of The Successful Contractor, Bob Houchin digs deep with one of the most consistent and impressive closers in the industry. Cody’s 15-year journey from oil-change tech to $30M HVAC titan is packed with street-smart wisdom, mindset gold, and killer sales tactics that actually work.  🔥 You’ll hear: How Cody went from changing oil in Alaska to closing over $30M in career HVAC sales  The exact conversation strategy that keeps his close rate above 78% How to win trust fast—without a script, without pressure The reason he refuses to pre-judge or research homeowners—and why it boosts sales His pre-call ritual to get in the zone (spoiler: it involves gas-station hot dogs and AC/DC) How to deliver $30K price tags without flinching—and actually get them signed The “leave and lose” rule that every salesperson needs to understand What to say when you're too expensive—and still walk away with the deal How he resets after hard calls and avoids sales burnout Why he believes who you work for is just as important as what you sell  Whether you’re new to the trade or gunning for that next level, this episode is pure fuel. Cody brings the real talk and proven tactics that close deals—no fluff, no theory, just results.  📈 Don’t forget to like, comment, and subscribe for more straight-shooting sales insights from the trades’ best.  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/3Yqzow5Show 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/ 

$835,000. One technician. One truck. All sold and installed. At just 26 years old, Shiloh Gill of Cool Hand Electric is already a two-time Crown Champion. In this episode, he reveals how he built a repeatable, scalable sales process that led to $835K in electrical sales—all while running the work himself.  A former real estate hopeful from Brazil, Shiloh shares the mindset, systems, and daily practices that turned a motivated young man into one of the nation’s most effective residential electricians.  In this episode: 🚚 How Shiloh builds trust on every call—before even ringing the doorbell 🧠 “Clarity is kindness”: His approach to diagnostics, courtesy inspections, and upsells 💬 Turning objections into decisions with simple questions—not pressure 📊 Why tracking goals weekly transformed his consistency and focus 🛠 The exact training, call flow, and mentorship that prepped him to perform solo 👨‍👩‍👧 How family and company culture fuel his professional discipline 💸 Price conditioning, payment plans, and how he closes with confidence 🔥 Why he includes generator options—even on a simple ceiling fan call  Shiloh breaks down his proven method to educate homeowners, present multiple options, and sell safety and value—without the hard sell. His tools? Intentionality, empathy, structure—and a deep belief in delivering more than just fixes.  Whether you’re an owner, service manager, or tech, this episode delivers real-world strategy and mindset lessons to elevate your team and your revenue.  Don’t miss how this humble, driven 26-year-old Crown Champion earned every penny of $835K—one great customer experience at a time.  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/ 

Tariffs and refrigerant changes are hitting HVAC contractors hard—costs are rising, inventory is tight, and homeowners are hesitant. If your techs, salespeople, and CSRs are all saying something different—or worse, using fear without facts—you’re losing trust and sales. In this fast-paced, high-impact interview, CertainPath coaches Miki Stone and Esti Jaacovi share what successful HVAC companies are doing right now to thrive in this uncertain environment. ✅ Control the message before your team creates confusion ✅ Train every part of the call—not just objection handling ✅ Speak with empathy, not panic—even when prices go up ✅ Use data-backed scripting to build trust and urgency ✅ Offer financing early, often, and with confidence ✅ Run tighter operations while protecting your margins Whether you're running a $1M or $100M shop, the fundamentals are the same: clear communication, smart training, and consistent leadership.If you want your HVAC business to grow during a downturn, this episode is your playbook. Show 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. Schedule a Discovery Call today. Or call 214-453-1591. FOLLOW CERTAINPATH:Facebook: https://www.facebook.com/CertainPathLinkedin: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/

Logan Cysiewski is a top-performing roofing sales professional with Krumm Exteriors in New Richmond, Wisconsin.  He’s rewriting the rules on how to win jobs—and win big. From earning the trust of homeowners to mastering CertainPath’s proven sales process, Logan breaks down exactly how he’s sold over $4 million in just a few short years… all without ever being "salesy."  Whether you’re a rookie in home services or a seasoned veteran looking to sharpen your edge, this conversation is packed with real-world takeaways that will elevate your approach and boost your results.  Here’s what you’ll learn in this episode: How Logan used CertainPath training to launch a wildly successful career in roofing sales Why building clear options instead of hard-pitching earns more trust—and more contracts Logan’s mindset when walking into a home for the first time (and how he wins rapport instantly) The way he handles price objections by comparing competitive bids without trash-talking The one sales process nugget that changed everything for him Why presenting multiple options leads to bigger average tickets How he handles full system replacements with confidence, not pressure A behind-the-scenes look at the Kanga Care Club and why it works Why Logan believes you should “never close the job before you walk in the door” The importance of following a consistent process—and how it actually frees you to be yourself Logan’s take on financing, how to frame it, and why it helps homeowners make faster decisions What happened when he started revisiting his training again (and how his numbers responded) His advice to new techs and sales reps on how to build confidence fast The mindset shift that helped him go from “just helping out” to being a sales powerhouse  Whether you’re in HVAC, plumbing, or roofing, this episode is a must-listen for anyone who wants to learn how to sell with integrity—and win more jobs by simply doing things the right way.  Watch now and discover how Logan became one of the best in the business.  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/ 

Jason Barbee is a plumbing technician who didn’t just sell — he installed nearly $1M in residential plumbing last year. Even more impressive, Jason is a 5-time Plumbing Sales Crown Champion; he’s 26 years old and already sold & installed over $4M in residential plumbing in his short career. From humble beginnings helping his future father-in-law lift water heaters, to dominating full-service residential calls today, Jason shares the real story behind his rise — and the mindset shifts that changed everything.  In this episode, you'll hear: How Jason builds trust on every call — and turns “quick fixes” into whole-home inspections Why he never solves the problem before he arrives — and how that helps him keep his mind open His secrets to handling drain cleaning calls like a superhero (and turning panic into profit) The role of empathy, education, and options in what some call “upselling” — but Jason calls “doing the job right” How following the CertainPath 6-step process helped skyrocket his KPIs from $16K to $404K in less than a year Jason’s favorite lines for introducing water heater replacements — even when that’s not why he was called His unique strategy for earning customer permission to inspect and price the entire home’s plumbing system Why training, role-playing, and DISC profiling are non-negotiables in his shop’s daily culture How financing and well-structured options helped close $10K–$15K+ jobs with less resistance What younger techs can do TODAY to start writing their own ticket to success — no shortcuts, just clarity  If you’re a service tech, manager, or business owner, this is a masterclass in modern residential plumbing service — packed with actionable takeaways and honest insights from someone who’s doing it at the highest level.  Don’t miss this inspiring, practical conversation with one of the industry’s top performers.  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/ 

Blayne Ippolito went from addiction and homelessness to managing a team of high-performing electricians and selling and installing over $680K in residential electrical work with $1M in his sites this year. His journey is raw, powerful, and packed with lessons for anyone in the trades.  In this episode of The Successful Contractor, Blayne opens up about the pain that shaped him—and the purpose that drives him today. Now a sales manager with MZ Electric in Littleton, Colorado, Blayne trains his techs five days a week, blends emotional intelligence with process, and closes jobs with $4,000 average tickets. But what really sets him apart is how he leads with service, connection, and trust.  You’ll learn: How Blayne’s early life and recovery shaped his mission in the trades His approach to consultative sales that build massive trust with homeowners Why presenting tiered pricing options builds credibility—and increases close rates How he eliminates objections early using CertainPath’s StraightForward Pricing Guide What it means to be a friend first, electrician second in a customer’s home His mindset tools for resetting between calls, including gratitude and meditation The emotional training sessions he runs on Wednesdays—including one centered on the phrase “Justify Your Existence” Why fear is the biggest sales killer—and how techs can beat it The story of a homeowner who cried reading his bio—and trusted him over a cheaper bid What it takes to move from technician to trusted leader of a service team  Blayne’s story isn’t just about closing big tickets. It’s about becoming the kind of person others believe in. Whether you’re a tech, a leader, or someone just looking to find more meaning in your work—this is a conversation you won’t forget.  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/ 

Jared Dean isn’t winging it — he’s a master HVAC sales tactician. With over two decades in the industry, Jared has developed a precise, proven process that earns trust, overcomes objections, and closes premium HVAC systems at a staggering $25K average ticket with a 64% closing percentage.  Jared works just three days a week in the field, serves full-time as a pastor, and still sold $3.5 million last year. In this conversation, he opens up his playbook — step by step.  What you’ll walk away with: The first 10 minutes that make or break the sale — Jared’s subtle script to uncover decision-makers and secure time commitment without pressure. How to “price-condition” like a pro — Set the stage for high-ticket HVAC sales without triggering objections. The four-option close that boosts average ticket and drives confident, fast decisions. How storytelling + strategic vulnerability generate instant trust (and eliminate hard closing). What to say after they say “yes” — Jared’s post-sale move that slashes cancellation rates. The 5-minute habit that separates amateurs from elite sales pros — and accelerates long-term mastery.  Jared proves you don’t need to work 60-hour weeks or be a natural-born closer to dominate in residential HVAC sales — you need a system, heart, and the discipline to follow through.  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/