Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service

As a service business owner, you must understand your numbers, like being able to read and interpret financial statements, knowing your breakeven point, and having a good handle on cash flow.    When you know your numbers, you can make informed, strategic decisions about where to allocate resources and which products or services are most profitable. Good number-crunching skills will help you run your business more efficiently and effectively. Though, it's too stressful to keep all those numbers organized in your head, so you need tools and software to manage that for you.   Meet Garrett Baird, CEO of The Neat Company, a software company that provides financial management tools to small businesses. He started the company in order to help entrepreneurs who are struggling with organization and management. The goal was always to make life easier for business owners so they could focus on what they're passionate about. Now, businesses worldwide rely on Neat's software to keep things organized - it's no wonder Garrett is seen as a visionary in this space!   Join us as we talk with Garrett about simplifying the organization and management of your financial documents.   In this episode, we discuss: Problems small businesses face with financial management How Neat's software benefits small business owners Neat's pricing, customer service, integration capabilities, and more!   Check out these resources we mentioned during the podcast: This episode is kindly sponsored by Sera (https://sera.tech/go/service-business-mastery/), Podium (visit their website), CompanyCam (visit www.companycam.com/SBM for 14 day trial and 50% off your first two months). Learn more about Neat Join the Service Business Mastery Facebook group   Meet the Hosts: Tersh Blissett is a serial entrepreneur who has created and scaled multiple profitable home service businesses in his small-town market. He's dedicated to giving back to the industry that has provided so much for him and his family. Connect with him on LinkedIn.   Joshua Crouch has been in the home services industry, specifically HVAC, for 8+ years as an Operations Manager, Branch Manager, Territory Sales Manager, and Director of Marketing. He's also the Founder of Relentless Digital, where his focus is on dominating your local market online. Connect with him on LinkedIn.   Meet the Guest: Garrett Baird is President and CEO of The Neat Company (Neat). He joined the company in 2020 to lead its entrance into the digital accounting space, helping small business owners spend more time growing their businesses while transforming mundane bookkeeping into actionable insights.   Prior to Neat, Garrett was the Founder & CEO of Walletron, the mobile wallet platform company managing enterprise clients' presence in mobile wallets like Apple Wallet and Google Pay. Walletron was the first platform of its kind to deliver bills via the mobile wallet, and Garrett was granted two US patents for mobile wallet bill presentments in 2017 and 2019. The business was acquired by Western Union and subsequently by ACI Worldwide in 2019.   Before joining Walletron, Garrett led channel sales and product management for Collections Marketing Center (CMC) and held roles in sales, product management, and web development for venture-backed startup firms, including Lumeta (spun off from Bell Labs), Incurrent Solutions (now part of ACI Worldwide) and IPO.com.   Links to content here:  Follow Neat on Twitter Connect with Neat on Facebook Connect with Neat on LinkedIn   Tune in to hear the latest and greatest in business services trends on Service Business Mastery on Apple Podcasts, Spotify, and our website.     Listening on a desktop & can't see the links? Just search for Service Business Mastery in your favorite podcast player.

If you want to WIN in ductless sales in 2023 and beyond, you need a marketing strategy that's competitive. But how do you differentiate your service business from the competition and dominate your customers' search engines? This week's guest is going to tell you just how to do that in any market, regardless of the size.   Meet Michelle LaFrance, aka "The Ductless Marketing Gal". Michelle is President and CEO of Smarty Pants Web, a digital marketing and web design firm, as well as Founder of The Ductless Directory, a comprehensive resource for consumers, contractors, and manufacturers. The Ductless Directory is a powerful tool that will give your website a boost in rankings AND double or even triple your visibility.   Join us as we talk with Michelle about this one-of-a-kind marketing solution that's boosting contractors to the top of search results. Plus, she shares what you need to do to be recognized as 'the ductless guy' in your area!   In this episode we discuss: Marketing tips and strategies that will help you generate ductless leads online How to easily increase traffic to your service business's website The many benefits of getting featured in The Ductless Directory (and how to get featured!)   Check out these resources we mentioned during the podcast: This episode is kindly sponsored by Sera (visit their website), Podium (visit their website), CompanyCam (visit www.companycam.com/SBM for 14 day trial and 50% off your first two months). Sign up at The Ductless Guy for 70% off! (limited time only) The Ductless Directory Articles by Michelle LaFrance on ACHR News Join the Service Business Mastery Facebook group   Meet the Hosts: Tersh Blissett is a serial entrepreneur who has created and scaled multiple profitable home service businesses in his small town market. He's dedicated to giving back to the industry that has provided so much for him and his family. Connect with him on LinkedIn.   Joshua Crouch has been in the home services industry, specifically HVAC, for 8+ years as an Operations Manager, Branch Manager, Territory Sales Manager and Director of Marketing. He's also the Founder of Relentless Digital, where their focus is dominating your local market online. Connect with him on LinkedIn.   Meet the Guest: Michelle LaFrance, aka "The Ductless Marketing Gal", is an HVAC consultant, ductless marketing expert, digital marketing strategist, content creation expert, author, and speaker. Michelle is President and CEO of Smarty Pants Web, a digital marketing and web design firm, as well as Founder of The Ductless Directory, a comprehensive resource for consumers, contractors, and manufacturers.   Links to content here:  Connect with her on LinkedIn Connect with The Ductless Guy on Facebook   Tune in to hear the latest and greatest in business services trends on Service Business Mastery on Apple Podcasts, Spotify, and our website.     Listening on a desktop & can't see the links? Just search for Service Business Mastery in your favorite podcast player.  

On today's episode, we talk with Jeff Revlett of EGIA.org about the Lead2022 event.  https://lead2022event.com/#agenda-bar  https://mycontractoruniversity.com/membership/join/?referrer=LEAD2022_site  In business, as in life, success is often about surrounding yourself with the right people and learning from those who are already successful.  Jeff Revlett has spent 27 years in the HVAC industry and, during that time, has become a leader in his field by following this approach. He has surrounded himself with quality people, soaked up information like a sponge, and learned from the best in the business.  This has allowed him to perfect his craft and think outside the box when it comes to inspiring his team and removing obstacles. Jeff is always looking to improve, both in his personal development and in business. He knows that as a leader, it's important to set clear expectations and inspire others to reach their personal dreams. He also understands that failures are inevitable but can be used as learning experiences.  It's this kind of thinking that allowed Jeff to create Contractor University. It's a program you can now use to gain a comprehensive blend of powerful classroom instruction and convenient online training systems that deliver proven roadmaps to success from the most accomplished team of educators, consultants, and trainers ever assembled in the industry.  From pricing and sales to operations and marketing – and everything in between – Contractor University is here to help your business thrive so that you can enjoy the life you've dreamed of. This mindset has helped him succeed in his career, and he hopes to continue passing on this knowledge to help others reach their full potential.    Tune in to this episode of Service Business Mastery to learn more!  ~~This episode is kindly sponsored by the following: = Sera https://sera.tech/go/service-business... - Request a demo through Service Business Mastery for a discounted Onboarding and Per Tech Fee. = Upfrog https://www.upfrog.io/ = CompanyCam https://www.companycam.com/SBM/ for a 14-day trial and 50% off your first two months)

TODAY'S EPISODE KEY TOPICS & SUBTOPICS How to optimize your communication with customers Tips and strategies for improving communication channels and customer relationship management Focusing on the customer experience Overcoming the marketing challenges you face as a small business How to meet customers where they're at Adding channels of communication to your contracting business, like a text line and website chat Generating and managing leads with an automated CRM system  Driving ROI through customer communication and external services  The benefits of using Signpost's live answering and reputation management services Strong communication, especially with customers, is critical for small, local businesses to thrive in their communities. So, what strategies can you use to optimize your communication and manage your customer relationships?    Meet Laura Nelson, VP of Marketing at Signpost, a technology company that develops CRM and marketing automation software for local businesses and contractors to build relationships with new and existing customers.    Join us as we talk with Laura about how to better communicate with your customers and create a strong reputation in your industry and community.   In this episode, we discuss: Overcoming the marketing challenges you face as a small business How to optimize your communication with customers Driving ROI through customer communication and external CRM services    Check out these resources we mentioned during the podcast: Learn more about Signpost Join the Service Business Mastery Facebook group   Meet the Hosts: Tersh Blissett is a serial entrepreneur who has created and scaled multiple profitable home service businesses in his small town market. He's dedicated to giving back to the industry that has provided so much for him and his family. Connect with him on LinkedIn.   Joshua Crouch has been in the home services industry, specifically HVAC, for 8+ years as an Operations Manager, Branch Manager, Territory Sales Manager, and Director of Marketing. He's also the Founder of Relentless Digital, where his focus is on dominating your local market online. Connect with him on LinkedIn.   Meet the Guest: Laura Nelson is the VP of Marketing at Signpost. Laura is skilled entrepreneurial manager with experience in a variety of roles, including marketing, business management, and editorial functions. Strategic mindset, effective communications abilities, and a strong sense of storytelling. Experience with marketing SaaS and consumer platforms on strong growth trajectories and collaborating with strategic partners to create scalable programs.   Links to content here:  www.linkedin.com/in/lauraliznelson www.facebook.com/Signpostcom  www.twitter.com/Signpost  Lnelson@signpost.com   Tune in to hear the latest and greatest in business services trends on Service Business Mastery on Apple Podcasts, Spotify, and our website.     Listening on a desktop & can't see the links? Just search for Service Business Mastery in your favorite podcast player.

For your service business to be profitable and highly-rated, you need to have great technicians… But to have great technicians who will leave a legacy for generations to come, you need to put some systems into place!    Meet Al Levi (LinkedIn), a Business Consultant (website), Contracting Business Expert, and Author of The 7-Power Contractor (buy the book). With over 25 years of experience as a contractor and business owner, Al was able to implement systems in his business that enabled him to sell his share of the family business and retire before 50.   Join us as we talk with Al about how to create and implement systems in your business so you can finally have all the great technicians you've ever wanted!   In this episode we discuss: Strategies for hiring and training apprentices into skilled technicians The true power of implementing systems in your contracting business Lessons learned from 25+ years as a contractor   Check out these resources we mentioned during the podcast: Buy The 7-Power Contractor Learn more about Al's Signature Staffing System Join the Service Business Mastery Facebook group   Meet the Hosts: Tersh Blissett is a serial entrepreneur who has created and scaled multiple profitable home service businesses in his small town market. He's dedicated to giving back to the industry that has provided so much for him and his family. Connect with him on LinkedIn.   Joshua Crouch has been in the home services industry, specifically HVAC, for 8+ years as an Operations Manager, Branch Manager, Territory Sales Manager and Director of Marketing. He's also the Founder of Relentless Digital, where their focus is dominating your local market online. Connect with him on LinkedIn.   Al Levi is president of The 7-Power Contractor® (formerly Appleseed Business), a business consulting and training firm that has helped hundreds of service and installation-based contracting businesses run better since 2002. He also is a columnist for Plumbing & Mechanical (PM) magazine and Reeves Journal and the author of "The 7-Power Contractor®: Run Your Contracting Business With Less Stress and More Success," which lays out seven simple business powers that hundreds of owners have implemented successfully, often transforming their businesses.    A former contractor who worked for 25 years in every aspect of his family's HVAC/plumbing business, Al put systems into place which enabled him to sell his share of the business to his brothers and retire from his family's business before he was 50. Al now helps other contractors learn to run their businesses with less stress and more success through consultations, workshops, webinars, his long-running column in PM magazine, and his new book, The 7-Power Contractor®.   Link to content here:  https://www.linkedin.com/in/7powercontractor/ https://7powercontractor.com/ https://7powercontractor.com/product/7-power-contractor-paperback/   Tune in to hear the latest and greatest in business services trends on Service Business Mastery on Apple Podcasts, Spotify, and our website.     Listening on a desktop & can't see the links? Just search for Service Business Mastery in your favorite podcast player.

Service Business Mastery Podcast www.ServiceBusinessMastery.com

Today's episode we talk with Ken Midgett about the growth of the trades and what he is doing to get lady's to join the trades. We also talk about ways we can continue to market to clients, and how to think outside of the box.    Learn more about the CRM Tersh is using by clicking here! Service Business Mastery Podcast

Tersh talks with Stephen Christopher from Wit Digital about his website, and the things Wit Digital has done with it so far to fix the issues related to what the previous company did when building the website.  Connect with Stephen https://www.linkedin.com/in/stephenchristopher/ https://witdelivers.com/ Tersh https://www.linkedin.com/in/tershblissett/ @tershblissett on almost every social platform   ~Our podcast sponsor is ThermoGRID click the link to check it out!  ~How about we are listed as one of the top business podcasts in the world! Check it out in this link!!! 

Tersh talks with Rick Cesari about so many interesting topics surrounding video content and how it can help your small business grow to the next level and beyond! They talk about why video is so important, along with a ton of stats surrounding video content on the internet. The main points to take away from this episode are the 4 keys to making any video perform better and may you more money! Structure - start with the end in mind Avatar - know who you are talking to Testimonials - let others tell people how great you are CTA - don't forget your Call To Action! Learn more about Rick at www.RickCesari.com You can also pick up a copy of his Ebook there on his website. Snag a copy of his latest book Video Persuasion: Everything You Need To Know on Amazon.     Read everything that I am reading! https://kit.com/Tersh/reading-for-success  And follow me on Social...just search @tershblissett and I should pop up most everywhere! 

After working to support his family as a struggling artist, Derek Stone chose to reevaluate his life and his way of thinking, and in three short years grew a small one-man show into a million-dollar company. This amazing transformation came about through a decision to forgive his father. Derek left the path of blame and began traveling down a path of forgiveness which led him to start living his best life. He is now on a mission to help empower others to make the same transformation by helping them take charge of their own lives.   [00:01 - 08:30] Opening Segment Introducing Derek to the show Background and career Derek's book, "Why Should I Forgive?" The Seven Decisions by Andy Andrews   [08:31 - 11:34] Staying On Top There is no shortcut to getting rich Taking responsibility for your life Humans will not change unless they're challenged Sometimes adversity is necessary for change to happen   [11:35 - 29:39] Why Should I Forgive? The book comes from a place of discontent and anger Step 1: Wanting to have a better life Step 2: Going with your gut Step 3: Open heart surgery Making an informed decision Taking responsibility for your own life Step 3: Surrendering the outcome Step 4: Gratitude   [29:40 - 30:40] Closing Segment See the links below to connect with Derek Final words Quotes:   "When you take responsibility for your life, your life no longer becomes an excuse. It becomes a statement." - Derek Stone   "Humans will not change unless they're challenged." - Derek Stone   "You can't love other people without loving yourself. And when you forgive yourself, it allows you to forgive others as well." - Derek Stone   Connect with Derek by visiting www.DerekStone.Online and www.StonesRepairandRemodel.com.

Today we are joined by resident expert Ben Golden of Golden Tax Relief to help us navigate through the three most feared letters in the alphabet with ease–the IRS. Ben has years of experience working with service businesses and understands exactly what these businesses go through when it comes to dealing with the IRS. He talks about why it's important for service businesses to file their taxes as soon as possible, what consequences you might face if you don't do so, and what steps you can take to increase your chances of a successful outcome should you receive an audit letter from the IRS. This episode is perfect for service business owners or technicians who are thinking about starting their own business- it'll give you everything you need to know in order to protect yourself and maximize your chances of a positive outcome!   [00:01 - 06:14] Opening Segment Introducing Ben to the show Past experiences and expertise The Three different people you can hire to represent you before the IRS  A CPA-certified public accountant  An enrolled agent  An attorney   [07:18 - 16:42] How to Deal with the IRS Whenever you get a letter from the IRS, it's important to know the problem and figure out a plan of action to fix it The benefit of filing an extension is that it allows taxpayers more time to pay their taxes If you are the owner of a business, you may be responsible for paying payroll taxes that are due   [16:43 - 21:42] How to Avoid an IRS Audit The IRS can audit you for any year, even if you've already paid taxes on that year If you under report your income, you'll get an audit for that year and possibly additional years If you don't file your taxes, you'll get a letter of audit The red flag program or the DIF program in the IRS   [21:43 - 25:28] Closing Segment Final words See the links below to connect with Ben   Quotes:   "When you go to a job site, you have to know the scope of the work you're trying to do. The same way with the IRS when you get that letter, you have to figure out the scope of work to mitigate that problem." - Ben Golden   "You can't know anything. You need an attorney, an insurance person, an accountant…you need all these people in your team that are going to be moving towards the same goal for you to make a profit." - Ben Golden   "I don't ever suggest talking with the IRS by yourself because you never know what they're trying to get from you." - Ben Golden   Connect with Ben by visiting www.GoldenTaxRelief.com.  

AI is everywhere right now. But most contractors don't actually understand how it works. In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Jeff Torello, founder of Sinjun AI, to break down what AI really is, how it works under the hood, and why so much of the industry is getting it wrong. Jeff explains that AI isn't some all-knowing system. It's a probability engine that predicts the next word, with no real memory and no true understanding of context. If you've been confused, overwhelmed, or skeptical about AI, this episode will give you a grounded, practical understanding of what's real and what's hype. What You Will Learn in This Episode • How AI actually works behind the scenes • Why AI is a probability engine, not a thinking system • Why AI does not truly "remember" conversations • Why responses change every time you ask the same question • How context windows impact AI performance • Why long AI conversations lose accuracy over time • The biggest misconception about AI in the trades • Why you should focus on solving problems, not buying tools • How to identify real AI solutions vs marketing hype • How AI will change jobs instead of eliminating them • What "human-in-the-loop" AI systems look like • How AI agents will evolve into task-based execution systems Timestamps 00:00 What AI actually is (roulette analogy) 03:20 Jeff Torello's background and Sinjun AI 05:00 AI hype vs reality in the trades 07:10 Why you should start with problems, not tools 10:20 Why AI responses change every time 13:00 Why AI has no real memory 15:30 Context windows and why AI "forgets" 17:20 Why AI is only ~80% accurate 19:30 The emotional impact of AI on the workforce 22:00 Will AI replace jobs or create new ones? 24:00 The rise of human-in-the-loop systems 26:00 How AI agents will work in the future 30:00 The Gartner hype cycle explained 35:00 Why we're still early in AI adoption 38:00 Don't believe the hype Follow the Host and Guest Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Joshua Crouch: https://www.linkedin.com/in/josh-crouch/ Jeff Torello: https://www.linkedin.com/in/jtorello/ Sinjun AI: https://sinjun.ai Connect with Us LinkedIn - https://www.linkedin.com/company/service-business-mastery TikTok - https://www.tiktok.com/@servicebusinessmastery Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast Instagram - https://www.instagram.com/servicebusinessmasterypodcast Register for NHPC26 in Columbus, OH (April 13-16) and save $270! Use code MASTERY for the $825 rate: nhpc26.org/svc-mastery | Registration deadline: April 9 This episode is kindly powered by: UpFrog: upfrog.com MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod CompanyCam: https://companycam.com/ Breezy: https://getbreezyapp.com/ Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo

Most contractors are still hiding their prices. But customers are already finding that information somewhere else. In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Paul Redman, President of Contractor Commerce, to break down the real impact of transparent pricing in home service businesses. They discuss why pricing transparency is no longer optional, how AI search and Google are already surfacing pricing data, and why contractors who don't adapt risk losing control of the customer conversation. Paul shares how online pricing tools, conversational AI, and e-commerce experiences are changing the way homeowners shop for HVAC and plumbing services. They also dive into the biggest fears contractors have around showing pricing and why most of those fears are outdated. If you're wondering whether putting pricing on your website will hurt or help your business, this episode will completely change how you think about it. What You Will Learn in This Episode • Why customers ask about price before anything else • The real reason homeowners want pricing transparency • Why hiding your prices doesn't protect you anymore • How AI search and Google are already exposing pricing data • The difference between showing exact pricing and guiding expectations • How online pricing tools increase conversions and reduce friction • Why competitors already know your pricing • How transparent pricing reduces objections and builds trust • The role of financing in pricing presentation • How contractors can use pricing to capture leads earlier in the buying journey • Why owning the conversation is critical in modern marketing Timestamps 00:00 "AI E-Commerce for Contractors" 04:35 "Building Roots, Launching Dreams" 07:28 "Conversational Search and HVAC Insights" 11:09 "AI Transforming Buying Process" 15:17 Google's AC Estimate Feature 17:11 "Fear of Reviews Stalling Growth" 21:54 "Car Pricing and Consumer Reasoning" 23:45 "Conversational Commerce Second Opinion Tool" 27:53 "Answering Customer Price Questions" 30:26 "Call Tracking Maximizes Marketing" 34:25 "Legacy Version and Migration Options" 37:45 "Infuse: Streamlining Buyer Journey" 40:43 "Craigslist Goat Prank Unveiled" 44:02 "Balancing AI and Human Touch" 48:33 "Connect with Contractor Commerce" Follow the Host and Guest Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Joshua Crouch: https://www.linkedin.com/in/josh-crouch/ Paul Redman: https://www.linkedin.com/in/paul-redman/ Contractor Commerce: https://www.linkedin.com/company/contractor-commerce/ Connect with Us LinkedIn - https://www.linkedin.com/company/service-business-mastery TikTok - https://www.tiktok.com/@servicebusinessmastery Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast Instagram - https://www.instagram.com/servicebusinessmasterypodcast Register for NHPC26 in Columbus, OH (April 13-16) and save $270! Use code MASTERY for the $825 rate: nhpc26.org/svc-mastery | Registration deadline: April 9 This episode is kindly powered by: UpFrog: upfrog.com MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod CompanyCam: https://companycam.com/ Breezy: https://getbreezyapp.com/ Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

AI is no longer just automation or chatbots. It's becoming a real employee for service businesses. In this episode of Service Business Mastery, recorded live at AHR Expo 2026, Tersh Blissett sits down with Dennis Steele, co-founder of Podium, to talk about the rise of AI agents and how they're transforming HVAC and plumbing companies. From answering calls and booking jobs to handling angry customers and following up on estimates, AI agents are beginning to perform real work that previously required multiple team members. Dennis shares how Podium started by helping contractors get more Google reviews, how the platform evolved into a full communication system for trades, and why the new generation of AI agents can now handle complex tasks across phone calls, text messages, scheduling, and CRM data. They also discuss real-world examples of AI agents turning angry drivers into paying customers, managing after-hours calls, and helping companies scale without burning out their staff. If you're wondering whether AI will replace people or simply help service businesses run smarter and more efficiently, this episode breaks down what's actually happening right now. What You Will Learn in This Episode • What AI agents actually are and how they differ from chatbots • Why AI agents can now perform real human-level tasks • How AI employees can answer calls, texts, and book appointments • How AI agents help service businesses avoid missed calls and lost leads • A real story of an angry driver becoming a booked service call • How AI helps companies scale customer support without hiring more CSRs • Why consumer expectations are shifting because of AI • How AI agents can analyze business data to generate new jobs • How outbound AI will help fill service calendars automatically • Why AI employees need onboarding just like human employees • How companies can customize AI behavior with playbooks • What service business owners should know about AI security and voice cloning Timestamps 00:00 Introduction from AHR Expo 01:43 The origin story of Podium 03:00 What AI agents actually are 04:02 The shift from AI assistance to AI employees 06:05 How AI is changing customer expectations 07:13 Why human interaction still matters 08:15 Customers building relationships with AI agents 09:17 The angry driver story that turned into a booked job 10:16 How AI handles unlimited calls and scaling 11:28 Why after-hours calls are the biggest opportunity 12:11 AI outbound calling and membership follow-ups 13:17 Using data to generate new service opportunities 15:12 Customizing AI conversations with playbooks 18:37 When AI goes off script (opera singing story) 20:05 The origin of Podium's review platform 22:21 Building the communication platform for trades 24:10 The future of AI for service businesses 25:54 Onboarding and training your AI employee 28:47 Building strong company culture at scale 31:46 How to learn more about Podium 32:29 AI safety and voice cloning concerns Follow the Host and Guest Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Dennis Steele: https://www.linkedin.com/in/steeledennis/ Podium: https://www.podium.com/ Connect with Us • LinkedIn - https://www.linkedin.com/company/service-business-mastery • TikTok - https://www.tiktok.com/@servicebusinessmastery • Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast • Instagram - https://www.instagram.com/servicebusinessmasterypodcast

Marketing for home service businesses is evolving faster than ever. Rising lead costs, private equity competition, new AI-driven ad platforms, and changing consumer behavior are forcing contractors to rethink how they attract customers. In this episode of Service Business Mastery, Tersh Blissett sits down with Justin Riley, founder of UpFrog, to talk about what the future of marketing really looks like for HVAC, plumbing, and other home service companies. If you want to understand where marketing for home service businesses is heading and how to stay competitive in the years ahead, this episode is packed with practical insights. What You Will Learn in This Episode • Why lead generation alone is no longer enough for home service companies • The difference between lead generation and demand generation • How organic content impacts paid advertising performance • Why social media algorithms now reward brand engagement • How contractors can compete with private equity-backed companies • Why online pricing tools generate higher-value customers • The role giveaways and tune-up offers play in customer acquisition • Why brand awareness before equipment failure leads to better conversions • How AI tools are influencing marketing automation • The growing importance of marketing compliance and data management Timestamps 00:00 "Podcast Reunion and New Program" 09:46 "Algorithms Driving Content and Ads" 12:38 Prevention-Based HVAC Marketing Strategy 17:44 "Improving Sales Success Process" 21:51 Rethinking Business Profit Expectations 28:32 "Accelerating Business Growth Opportunities" 33:21 "Opti: Compliance Tool for Messaging" 38:00 TCPA Compliance and Risk Awareness 46:12 Scaling Through Demand Generation 48:52 "Creative Local Giveaway Ideas" 53:24 Cost Efficiency of Tune-Up Pricing 01:00:12 Marketing Costs and Growth Strategy 01:05:31 Economic Cycles and Industry Trends 01:08:26 "Uncertainty and Building Challenges" 01:17:10 "Opti: ServiceTitan-GoHighLevel Integration" 01:18:48 "Steps to Business Success"   Follow the Host and Guest Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Justin Riley: https://www.linkedin.com/in/justintriley/ UpFrog: https://www.linkedin.com/company/upfrog/ Connect with Us • LinkedIn - https://www.linkedin.com/company/service-business-mastery • TikTok - https://www.tiktok.com/@servicebusinessmastery • Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast • Instagram - https://www.instagram.com/servicebusinessmasterypodcast Register for NHPC26 in Columbus, OH (April 13-16) and save $270! Use code MASTERY for the $825 rate: nhpc26.org/svc-mastery | Registration deadline: April 9 This episode is kindly powered by: UpFrog: upfrog.com MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod CompanyCam: https://companycam.com/ Breezy: https://getbreezyapp.com/ Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

Electrification is accelerating across North America. Rebates are expanding. Regulations are tightening. And HVAC contractors are being asked to deliver higher efficiency, lower emissions, and better comfort all at the same time. So where does dual fuel fit in? In this episode of Service Business Mastery, recorded live at AHR Expo, Tersh Blissett sits down with Matt Schlegel and Charles Hurd to break down how dual fuel heat pumps are becoming a powerful solution for commercial and residential contractors. If you're trying to navigate electrification, cold climate performance, rebate programs, and evolving control requirements, this episode gives you clarity and strategy. What You Will Learn in This Episode • What dual fuel heat pumps are and how they operate • The difference between single heat operation and simultaneous heating • Why electrification incentives are driving commercial demand • How dual fuel helps avoid expensive electrical upgrades • Why gas can outperform electric strip heat in extreme cold • How adjustable changeover temperatures impact comfort and cost • How to calculate annual operating costs and emissions impact • How Controls Verification Protocol affects inverter systems • The growing push toward communicating equipment • What AHRI 1380 demand response compliance means for contractors • How manufacturers are using AI to improve troubleshooting and service Timestamps 00:00 Adjustable changeover temperature explained 05:23 What dual fuel solves in commercial applications 08:12 Gas vs electric strip heat in extreme cold 12:24 Utility cost and emissions comparison tool 16:02 How thermostats and changeover logic work 23:39 Brand loyalty after COVID shortages 28:24 Refrigerant transition challenges 33:01 CVP and communicating systems 35:31 Future of proprietary thermostats 40:49 AI in HVAC troubleshooting 44:09 Automation vs AI hype 48:15 How to become a dealer How to become a YORK dealer https://www.york.com/dealers/become-a-contractor  Follow the Host and GuestTersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Matt Schlegel: https://www.linkedin.com/in/matthew-schlegel/ Charles Hurd: https://www.linkedin.com/in/charlesrhurd/  Bosch: https://www.linkedin.com/company/boschhomecomfortgroup/ Connect with Us• LinkedIn - https://www.linkedin.com/company/service-business-mastery • TikTok - https://www.tiktok.com/@servicebusinessmastery • Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast • Instagram - https://www.instagram.com/servicebusinessmasterypodcast 👉 Enroll Today - https://bit.ly/3CZTDte🚀 Get Your 14-Day Free Trial with CallRail! 👉 Visit: https://www.callrail.com/sbmpod 

Most HVAC contractors focus on equipment upgrades, but one of the biggest opportunities for better installs and higher profit is hiding in the ductwork. In this episode of Service Business Mastery, recorded live at AHR 2026 in Las Vegas, Tersh Blissett sits down with Jarrod Scott from Aeroseal to explain how duct sealing from the inside works, why it is different from traditional mastic and tape, and how contractors can use it to improve comfort, increase system efficiency, reduce callbacks, and create a real competitive advantage. They also discuss commercial and multifamily applications, how to think about static pressure, and why tighter buildings must still breathe through controlled mechanical ventilation. What You Will Learn in This Episode • How internal duct sealing works using physics and pressure • The difference between duct sealing and duct encapsulation • How precise sealing improves airflow and energy efficiency • How much leakage the system can realistically seal • Whether sealing ducts raises static pressure • Why responsible contractors think holistically before sealing • How tight buildings must be paired with mechanical ventilation • The ROI case for apartment complexes and commercial buildings • How duct sealing reduces callbacks and boosts customer satisfaction • How to turn efficiency upgrades into a competitive advantage Timestamps 00:00 How sealing ducts from the inside works 01:14 The physics behind internal duct sealing 04:22 How large of a leak can be sealed 06:08 Static pressure concerns and responsible installation 08:47 Why buildings must breathe mechanically 10:05 ROI for sealing apartment and commercial HVAC 12:28 Cure time and odor concerns 13:58 Water-based sealant and fire safety 16:03 Reducing callbacks and increasing customer satisfaction 17:29 Turning duct sealing into a competitive advantage Follow the Host and Guest Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Jarrod Scott: https://www.linkedin.com/in/jarrod-scott-06573835/ Aeroseal: https://www.aeroseal.com Connect with Us • LinkedIn - https://www.linkedin.com/company/service-business-mastery • TikTok - https://www.tiktok.com/@servicebusinessmastery • Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast • Instagram - https://www.instagram.com/servicebusinessmasterypodcast 👉 Enroll Today - https://bit.ly/3CZTDte🚀 Get Your 14-Day Free Trial with CallRail! 👉 Visit: https://www.callrail.com/sbmpod This episode is kindly powered by: UpFrog: https://upfrog.com MarketStorm: https://marketstorm.ai/ CallRail: https://www.callrail.com/ CompanyCam: https://companycam.com/   

AI is moving faster than most service businesses can keep up with. Voice agents. Text automation. Follow-up systems. AI sales emails. Predictive messaging. But here's the real question: How do you use AI to convert more leads without losing the human touch? In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Ryan Fenn, CEO at CHIIRP, to break down what's actually working in AI-driven lead conversion right now. They dive into: Why speed to lead still wins (and why seconds matter) How one word in your follow-up could be killing 90 percent of your conversions Why most contractors misuse AI for sales emails How to "download your brain" into systems using AI Why tools are becoming commodities and experience is becoming king How AI agents are replacing static drip campaigns If you're a service business owner trying to figure out how to adopt AI without sounding robotic, this episode will give you clarity, strategy, and practical application. What You Will Learn in This Episode • Why speed to lead still dramatically impacts booking rates • The difference between static drip campaigns and dynamic AI follow-up • How AI can analyze hundreds of millions of messages to improve conversion • Why empathy in messaging increases response rates • How to use AI as an editor instead of a ghostwriter • How to turn 20 years of experience into systems and training using AI • Why the future of software is outcome-based, not tool-based • How to evaluate tech partners based on deployment experience, not features • Why humans will still matter even if AI becomes indistinguishable Timestamps 00:00 The AI arms race and what's changed 03:00 Why speed to lead still dominates 08:00 The future of AI in sales and follow-up 12:20 Why humans will still matter in the age of AI 21:20 Download your brain using AI 22:11 How to use AI to write better sales emails 27:24 Why experience matters more than software features 33:02 The single word that could be killing your sales 36:00 Is there such thing as responding too fast? 40:57 AI agents replacing static drip campaigns 49:00 What contractors should stop doing immediately Follow the Host and Guest Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Ryan Fenn: https://www.linkedin.com/in/ryan-fenn-76568b165/ CHIIRP: https://www.linkedin.com/company/chiirp/  Connect with Us • LinkedIn - https://www.linkedin.com/company/service-business-mastery • TikTok - https://www.tiktok.com/@servicebusinessmastery • Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast • Instagram - https://www.instagram.com/servicebusinessmasterypodcast   👉 Enroll Today - https://bit.ly/3CZTDte🚀 Get Your 14-Day Free Trial with CallRail! 👉 Visit: https://www.callrail.com/sbmpod This episode is kindly powered by: UpFrog: upfrog.com MarketStorm: https://marketstorm.ai/ CallRail: https://www.callrail.com/ CompanyCam: https://companycam.com/   

Scaling a home service business is not just about running more ads or getting more leads. It is about building a real company with the right marketing strategy, the right people, and a presence that customers trust. In this episode of Service Business Mastery, Tersh Blissett sits down with Jen McKee, founder of Kee Hart Marketing, to break down what it really takes to grow and scale in today's market. Jen shares why video is now one of the most overlooked opportunities in home services, how Google is indexing videos across platforms, and why contractors must stop treating social media like an afterthought. They also dive into what makes a business scalable long-term, including profitability, building an asset (not a job), and why the right rooms and relationships are often the fastest path to growth. If you are serious about scaling your business, this episode will give you both the mindset and the marketing strategy you need. What You Will Learn in This Episode • Why video is one of the biggest marketing advantages in home services right now • How Google is indexing videos from Instagram, Facebook, TikTok, and YouTube • The simple checklist that helps your videos show up in search • Why your social media bio must clearly say what you do and where you do it • How to scale with profits, not just revenue • Why every owner should be building a business asset, not just a job • The real value of conferences, networking, and being vulnerable in the right rooms • Why you should seek advice from contractors who have actually done the thing • How to build your presence as a leader, brand, and business in your market Timestamps 00:00 Google is indexing all your videos now 03:10 Who Jen McKee is and what Kee Hart Marketing does 04:03 The Growth Experience conference (profits, people, presence) 10:55 Why great conferences avoid sales pitches 15:53 Why contractors should learn marketing from contractors 24:05 The mindset of continuous growth and not settling 25:17 Build an asset, not a job 26:34 The real value of conferences is your network 30:36 Stop having imposter syndrome (everyone has value) 36:16 Should contractors use AI for content? 43:18 How to get your videos indexed by Google right now 48:22 The Growth Experience details and how to get tickets Follow the Host and Guest Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Jen McKee: https://www.linkedin.com/in/jen-mckee-72114824/ Kee Hart Marketing: https://keehartmarketing.com/ Kee to Growth Podcast: https://www.youtube.com/@KeetoGrowthPodcast  Connect with Us • LinkedIn - https://www.linkedin.com/company/service-business-mastery • TikTok - https://www.tiktok.com/@servicebusinessmastery • Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast • Instagram - https://www.instagram.com/servicebusinessmasterypodcast 👉 Enroll Today - https://bit.ly/3CZTDte 🚀 Get Your 14-Day Free Trial with CallRail! 👉 Visit: https://www.callrail.com/sbmpod This episode is kindly powered by: UpFrog: upfrog.com MarketStorm: https://marketstorm.ai/ CallRail: https://www.callrail.com/ CompanyCam: https://companycam.com/ 

AI is transforming home services. It is changing dispatching, marketing, scheduling, follow-ups, and even customer communication. But there is one thing AI still cannot do. Build a real team. In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Scott Stolze, from GrwX Labs, to break down the human side of leadership and communication. These are the skills that separate average service businesses from elite ones. You'll learn why authenticity is becoming the new competitive advantage, why leaders must create psychological safety, why quiet technicians need "energetic permission" to speak up, and why asking better questions builds trust faster than any script or automation. If you are using AI in your business, this conversation will help you use it the right way, without losing the human connection that actually builds culture. What You Will Learn in This Episode • Why communication is becoming more important as AI grows • What AI still can't replicate in leadership and team culture • How to get quiet techs and staff to speak up in meetings • The leadership framework Scott calls "energetic permission" • How better questions improve trust, learning, and likability • Why people crave authenticity in a world of AI-generated content • How prompting AI correctly makes you a better communicator (and delegator) • What GrowX Labs does and how they help businesses solve bottlenecks Timestamps 00:00 Communication that AI can't replace 03:33 Why authenticity matters more than ever 08:39 The "3 wins" of asking better questions 11:14 Better questions that build real connection 13:38 Why people stay silent in groups (and how to fix it) 16:26 How asking "stupid questions" accelerates learning 19:58 Energetic permission: the leadership skill that builds teams 25:38 AI is training you to be a better communicator 32:00 What GrowX Labs is and who it helps 37:03 How to connect with Scott 38:45 Final lesson: help people succeed through connection Follow the Host and Guest Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Scott Stolze: https://www.linkedin.com/in/scott-stolze/  Connect with Us • LinkedIn - https://www.linkedin.com/company/service-business-mastery • TikTok - https://www.tiktok.com/@servicebusinessmastery • Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast • Instagram - https://www.instagram.com/servicebusinessmasterypodcast Sponsors This episode is kindly sponsored by: UpFrog MarketStorm CallRail CompanyCam Learn how to automate tasks, save time, and increase your profit. No coding required! 👉 Enroll Today - https://bit.ly/3CZTDte Get Your 14-Day Free Trial with CallRail! 👉 Visit: https://www.callrail.com/sbmpod Subscribe now to stay updated with Service Business Mastery on YouTube!