Wisdom Of Wrench Podcast

Are you getting beaten on price? Sales legend Allen Smith reveals the one HVAC sales tactic that makes price objections disappear by "exploring like Columbus". This method will change how you view every sales call.In episode 41 of The Wisdom of Wrench, host Kevin Comerford and Allen Smith show you why 80% of the sale is won during the exploration phase. Learn how a thorough home evaluation, from the crawl space to the attic, builds unbreakable trust and separates you from every other comfort advisor. Allen shares wild stories from the field that prove why finding the customer’s true pain point, "finding the Gold", is the key to closing more deals without offering a discount.Watch Part 1 if you missed it: https://youtu.be/mV_ymvTNoxcSubscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧 Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - How To Melt Sales Objections 0:54 - Welcome to The Wisdom of Wrench Podcast 1:01 - The 3 Sales Techniques That Will Increase Your Closures by 10% 1:20 - Introducing Sales Legend Allen Smith 3:24 - What Does it Mean to "Explore Like Columbus" in Sales? 4:46 - The 5 Essential Steps of a Successful Sales Process 5:51 - What Are the 3 Questions Every Customer Is Really Asking? 7:05 - The 3 Topics You MUST Avoid in a Sales Presentation 8:16 - Why Every Sales Team Needs a Playbook to "Run the Play" 10:03 - Is 80% of the Sale Really Made During the Exploration Phase? 10:43 - Story Time: How a Snake in a Toilet Led to a $10,000+ Sale 13:16 - The #1 Mistake Salespeople Make (Not Exploring the Crawl Space) 15:06 - The Discovery That Changed the Entire Sale 16:44 - How to Find "Gold" by Inspecting HVAC Registers 18:30 - Story Time: What I Found in an Elderly Woman's Air Return 22:47 - Does Finding the Customer's True Pain Make Price Objections Disappear? 24:48 - What to Do If You're Only Competing on Price 25:41 - The Real Reason You Need to Leave Your Phone in the Truck 27:04 - A Simple Trick to Inspect Duct Board (And What You'll Find) 31:54 - How Do You Get a Salesperson to Actually Do This Level of Work? 36:13 - How to Explore a Home Without Losing the Customer's Trust 38:38 - The Complete Toolkit for Exploring a Home Like a Pro 40:41 - Why a Tape Measure is a More Powerful Sales Tool Than Google 47:18 - What Tools Should Every HVAC Salesperson Carry on a Call? 52:19 - Is This the Right Person, Company, and Time? How to Satisfy All Three 54:01 - A Complete Recap of How to "Find the Gold" on Every Sales Call 57:14 - What Do You Do When a Customer Doesn't Care About the Problem You Found? 58:38 - How Does a Salesperson Learn to Find These Hidden Problems? 1:00:12 - Why Being a "Lifelong Student" is the Key to Sales Mastery

Boost your closing ratio by 10 percentage points with three proven sales techniques that work in HVAC, plumbing, and electrical. Allen Smith did $4.7M in one year using these exact strategies.On episode 40 of The Wisdom of Wrench Podcast, host Kevin Comerford sits down with sales legend Allen Smith from Morris Jenkins in part one of this three part series, starting with "Think Like A Boss"! Learn how to act like a boss on every call, why your phone stays in the truck, and the one tool that matters more than anything else.Allen shares real talk on building customer trust, dressing for success, mastering airflow, and showing up prepared. These are the small wins that separate top performers from average salespeople. No complicated systems. Just honest advice from someone who has been in the field for over 25 years.Watch the full episode to see how competence leads to confidence, and confidence leads to control on every sales call.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - How to Increase Your Close Ratio by 10 Percentage Points0:37 - Why Your Business Is NOT an HVAC Company (It's This Instead)2:28 - The Top 3 Sales Techniques Series: What's Coming3:21 - Meet the Living Legend: Allen Smith's $4.7M Sales Secret6:37 - Act Like a Boss: The #1 Mental Game Changer9:33 - What Customers Are Really Trying to Satisfy in Every Sale12:02 - The Biggest Mistake Salespeople Make Before Every Call14:19 - Why You Can't Chase Money and Close Deals at the Same Time16:27 - How to Prepare for a Sales Call Like a Pro18:24 - What to Do When Comparison Steals Your Joy21:11 - The Black Swan Moment: Why This Legend Never Brings His Phone24:11 - The One Tool Alan Would Choose Over Everything Else27:38 - How to Look Like a Million Bucks on Every Call30:22 - Why It's So Hard to Surrender to Someone Else's Success32:02 - What NOT to Wear: The Ride-Along Reality Check35:12 - Should You Shave Every Day? The Beard vs. Clean-Shaven Rule38:37 - Is This Position Right for You? The Honest Conversation40:34 - Why Your Notepad Is More Important Than Your iPad44:53 - The 3 C's That Make Every Great Salesperson Successful47:12 - How to Master Airflow Without Being a Technician50:52 - Why Every New Salesperson Starts on an Install Crew First54:02 - The 3 Things Your Competition Talks About (And Why You Shouldn't)56:28 - How to Sell Outcomes, Not Features58:19 - Are People Really Just Kicking Tires? The Truth About Pain Points59:25 - Why Being Late Means You're Already Lying1:02:02 - The Easy Wins: Act Like a Boss Recap1:04:04 - Here's to a Bigger Future

Is your team’s poor performance actually your fault? The answer will surprise you and forever change how you view leadership and company culture.In episode 39 of The Wisdom of Wrench Podcast, host Kevin Comerford and special guest Ray Dias unpack the powerful common service language item: "if it's meant to be, it's up to me." They reveal why true leadership starts with extreme ownership and break down the three simple rules you can use to stop blaming your team and start building a culture of accountability.If you are tired of excuses and ready for your team to finally take real ownership of their work, this episode provides the roadmap. Discover how your mindset, your actions, and your words hold the key to unlocking your team’s full potential and creating a winning environment.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - The Single Most Important Mindset for Success 1:21 - The Core Principle: If It's Meant To Be, It's Up To Me 2:54 - The 3 Pillars of Building a Winning Company Culture 3:29 - Who Is Actually in Charge of Company Culture? 4:15 - What Is the "Extreme Ownership" Mindset? 5:53 - How to Lead with the Mindset of a Pioneer 7:21 - Why You Must Believe "Everything Is Your Fault" 9:02 - The "Crying Baby on a Plane" Analogy for Taking Ownership 10:17 - A Guide to Dealing with Low Team Engagement 11:52 - Why You Need to Go "All In" or Get Out 13:23 - How Your Actions Create or Destroy Your Culture 13:51 - The Surprising Power of Everyday Consistency 15:03 - Are Your Words Building Up or Tearing Down Your Team? 17:54 - How to Influence Others Without Being Pushy 18:56 - The #1 Communication Mistake Leaders Make 20:21 - How to Make People Believe Your Idea Was Theirs 21:41 - The Secret to Becoming the "Sunshine and Light" for Your Team 23:02 - Episode Recap: Mindset, Example, and Influence 24:56 - Why the Future of Your Company Is in Your Hands

Are you unknowingly losing money in your 401(k)? Discover the simple financial strategies that can help you pay off debt faster and build lasting wealth for your family's future.In episode 38 of The Wisdom of Wrench Podcast, host Kevin Comerford sits down with financial expert Don Garman to give you a complete financial literacy check-up in part two of this two part series. This episode is packed with practical advice for home service professionals who want to achieve financial freedom. You will learn smart ways to handle good debt versus bad debt, the truth about your credit cards, and what you should do with old 401(k) accounts. Don also explains compounding interest in simple terms and reveals the critical difference between a 401(k) and a Roth 401(k). If you want to take control of your money, this is a conversation you cannot afford to miss.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - What To Do With Old 401(k)s From Past Jobs? 0:40 - Financial Literacy for Home Service Pros (Part 2) 1:24 - Smart Strategies for Financial Freedom 2:16 - The Difference Between Good Debt and Bad Debt 5:42 - Is Your Credit Card APR a Financial Trap? 7:12 - A Simple 3-Year Plan to Become Debt-Free 9:53 - How to Earn More Without Spending More 12:06 - The #1 Mistake People Make When Their Income Increases 13:43 - Should You Pay Off Your Credit Card Every Month? 14:37 - The Smartest Way to Buy a Car (And Avoid Debt) 17:03 - My Car is Paid Off... Now What Should I Do With the Money? 18:16 - What is Compounding Interest? (Explained Simply) 20:23 - Why Young Investors Should Hope for a Stock Market Crash 23:04 - 401(k) vs. Roth 401(k): Which One is Right for You? 26:03 - How to Pay for Your Kids' College (The 529 Plan Strategy) 28:55 - The Power of Starting Small: A $10/Week Investment 30:17 - The Most Underused Tool for Tax-Free Healthcare Savings (HSA) 30:59 - I Have Dormant 401(k)s... What's My Next Step? 35:03 - Why Consolidating Your Investment Accounts is a Smart Move 39:07 - Passive vs. Active Investing: What's the Difference? 42:39 - How to Find a Financial Advisor You Can Actually Trust 45:06 - Brokerage vs. Fiduciary: The Critical Difference You MUST Know 47:25 - Key Takeaways: Your Roadmap to Financial Freedom

Is your daily spending secretly costing you your financial freedom? This episode reveals how to build real wealth and why you should NOT hire a financial advisor until you hear this.In episode 37 of The Wisdom of Wrench Podcast, host Kevin Comerford sits down with 30 year financial expert Don Garman to share the core concepts of personal finance for home service pros. They break down how to manage your money, the right way to navigate debt, and how simple saving habits can make you a millionaire.If you have ever felt overwhelmed by the stock market or unsure where to start with investing, this conversation provides a clear path forward. Learn the simple, powerful habits and the mindset required to build lasting security and freedom for you and your family. Watch the full episode to take control of your financial future.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - Don't Hire a Financial Advisor Until You Do This First 0:51 - Why Financial Literacy Is Critical for Home Service Pros 2:25 - Meet the Financial Expert with 30+ Years of Experience 4:11 - The Journey from College Grad to Financial Expert 6:14 - Is Building Wealth Simple? The Diet & Exercise Analogy 7:56 - A Surfer & Rockstar's First Lesson in Money Management 9:08 - The Surprising Way We Became Friends (And Business Partners) 12:31 - Why I Told My Future Financial Advisor: "Let's Just Be Friends" 14:28 - How Trust Is The Most Important Factor in Finance 14:55 - How Financial Health is Exactly Like Physical Fitness 15:57 - The "Crawl, Walk, Run" Approach to Investing 17:11 - What is The True Definition of Financial Freedom? 18:36 - The Harsh Truth About the Stock Market 20:30 - What Is the "Rule of 72" and How Can It Make You Rich? 25:05 - Why Learning Finance is Like Learning a New Language 26:21 - What to Do BEFORE You Hire a Financial Advisor 29:12 - How to Track Your Spending (The Right Way) 30:40 - The "Two Account" System for Effortless Budgeting 32:36 - Are You Using Debt Wrong? 33:30 - I'm 40 & Broke, Is It Too Late to Start Saving? 35:05 - How to Get Addicted to Saving Money 37:21 - The #1 Expense That Keeps People Poor 38:33 - Are You Going Into Debt for Depreciating Assets? 39:26 - What is "Strategic Urgency" and How Can It Make You Perform Better? 45:13 - How a Savings Muscle is Built 46:21 - A Controversial Piece of Advice for Young Men 48:41 - The 3 Challenges Everyone Will Face in Life 49:44 - When Is The Right Time to Hire a Financial Advisor? 53:37 - A Mentor For Financial Advice? 55:12 - Where Should a Beginner Start Investing? 57:05 - The Problem with "Emergency Funds" 58:03 - RECAP: 3 Core Concepts for Financial Success 1:00:21 - Get Comfortable with Being Uncomfortable 1:02:12 - Here's to a Bigger Future

Nobody would give him a shot because of his past, then one company did. He turned his personal struggle into the secret to closing over 1,000 deals a year. This story will redefine how you view resilience.In episode 36 of The Wisdom of Wrench, hosts Kevin Comerford and Amanda Meyer sit down with Ernie Galaviz, a 4-time sales GOAT from Parker and Sons. Ernie shares the unfiltered truth about rising from the bottom, revealing how seeing his mom struggle taught him everything about motivation and building real trust. Discover how he handles the toughest objections, including the home warranty, and builds unbreakable relationships with customers.Learn the exact mindset that transforms a difficult background into your most effective method for understanding customers and closing deals. This conversation is an absolute masterclass in empathy and what it truly takes to become a top performer in the home service industry. You will want to hear every minute of this story.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧 Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - From a Troubled Past to a Top Performer 0:56 - Meet the GOAT of Maintenance Agreement Sales 2:12 - Introducing Special Guest: Ernie G 3:27 - Who is Ernie G? 5:40 - How Safelight Taught Him Everything About Sales 7:05 - The Secret to Overcoming Any Sales Objection 8:57 - How to Handle Objections with Home Warranties 10:37 - Why Giving Your Direct Info CLOSES More Sales 13:23 - What Is Your "Why?": The Motivation Behind the Hustle 17:18 - How to Rise Above a Painful Past 19:24 - The Power of a Second Chance 24:54 - What Makes a Team Member Truly Special? 28:53 - How to Get a Client to Say "Yes" to a Maintenance Agreement 32:41 - Is Your Sales Pitch Not Relatable? Here's How to Fix It 36:18 - The Secret Sauce to Sales: Confidence & Creating Value 39:10 - Is There One "World-Class" Sales Technique? 42:15 - How to Memorize Product Details & Become an Expert 44:40 - How to Build a Winning Call Center Culture 48:26 - A Leader's Recap: 5 Keys to Ernie G's Success 53:44 - Final Thoughts: Your Future Is Bigger Than Your Past

What if the secret to adding $79 million in revenue was firing your top two salespeople? We made a choice that looked like business suicide, but it proved one simple rule: your reputation is always more important than your revenue.In episode 35 of the Wisdom of Wrench podcast, host Kevin Comerford and special guest Co-Host Ray Dias share the real stories behind this powerful growth formula. Learn how focusing on client satisfaction and building a strong company culture can unlock explosive business growth, even when it means making incredibly tough leadership decisions. This episode is a must-watch for any leader who wants to build a business that lasts.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - Why Reputation Is More Important Than Revenue 0:46 - Meet Ray Dias: The Man Who Held the Company Together 1:46 - The Common Service Language That Defines a Winning Culture 2:28 - What Is a Business Reputation and Why Does It Matter? 3:36 - Are You Aware of These "Moments of Truth"? 4:03 - What Your Company Truck's Appearance Says About Your Business 5:26 - How Your Employees Act in Public Defines Your Brand 6:18 - The Customer Is Always Watching You (Even Before You Knock) 7:00 - The Surprising Impact of a Clean Uniform 8:03 - Why a Simple Hat Can Cost You Customers 9:20 - How to Manage Perceptions (Tattoos, Sunglasses & More) 10:25 - The 3 Stories That Prove Reputation Trumps Revenue 11:25 - Story #1: The $4 Million Decision That Saved the Company 14:37 - What Happens When You Prioritize Reputation Over Revenue? 17:49 - A Lesson Every General Manager Needs to Hear 18:43 - Story #2: Winning in Court, But Losing the War 21:56 - How Losing One Client Can Cost You The Entire Neighborhood 23:32 - Story #3: How We Turned a Flat Year into Massive Growth 25:35 - The "WOW" Strategy: Our Commitment to Client Satisfaction 27:11 - How to Build a "Goodwill Bank Account" with Your Clients 29:36 - Do This and Your Pocketbook Will Take Care of Itself 31:29 - Recap: 3 Stories That Prove Reputation is Everything 33:02 - Why Your Future Must Be Bigger Than Your Past

This word is secretly making customers and colleagues doubt you. This mistake is so small, you don’t even notice you’re making it, but it’s costing you sales and authority.In episode 34 of the Wisdom of Wrench podcast, host Kevin Comerford and special guest Ray Dias reveal why the words you choose create your success or failure. They explore how your language is a double edged sword that can either build unbreakable trust with clients or destroy your credibility in an instant. You will learn why being impeccable with your words is the foundation of a powerful life and career.This episode gives you the tools to eliminate the powerless words that hold you back and replace them with clear, confident language that gets results. Discover how to speak what you want, command respect, and turn your words into your greatest tool for success. What you learn today will change how you speak on your very next call.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - The #1 Word That Is Killing Your Success 0:34 - The Secret to Getting Exactly What You Want 1:00 - Meet My Right-Hand Man of 30 Years 2:14 - The Truth About “Luxury Language” 4:00 - The 3 Ways Your Words Control Your Life 5:03 - Why Being Impeccable With Your Words Matters 7:09 - The Shocking Truth About The Power of Your Words 8:40 - The "Law of Attraction" Is Real & It Controls Your Destiny 10:30 - The Double-Edged Sword That Builds Up or Destroys 12:33 - The One Word That Changed My Entire Life 15:10 - A Teacher Told Me I'd Never Amount to Anything 17:01 - A Simple Trick to Immediately Improve Your Conversations 18:51 - How to Reprogram Your Brain For Success 20:57 - Do Your Thoughts Control Your Words or Vice Versa? 24:04 - A Father’s Words: How to Build Up Your Kids 27:22 - The Words You Arent Saying That Are Hurting You 28:51 - The Dangerous Words We Use Every Day 30:39 - The Greatest Exercise For The Heart 32:38 - How People REALLY See You When You Talk Like This 35:33 - How Alcohol Makes You a Loose Cannon 38:24 - Powerless Words You Need to Eliminate NOW 40:37 - The Hidden Reason You Use Weak Words 44:06 - Your Big BUT Is a Big Problem 46:50 - How to Fire Someone With Dignity 49:51 - Change This One Word to Sound More Confident 51:30 - The Words That Almost Gave Me a Nervous Breakdown 55:14 - The Brain Hack That Will Change Your Life 58:21 - The "NOT" Word Is Confusing Your Brain 1:03:08 - The #1 Mistake We Make When We Talk to Our Loved Ones 1:05:01 - The Truth Will Set You Free 1:06:50 - The Shocking Weakness in Most Leaders 1:09:02 - Episode Recap

This sales manager closes $3 million a month with one phone call technique. Now, her team is revealing the "Table Close" script that turns a "no" into a "yes" right at the kitchen table.In episode 33 of the Wisdom of Wrench podcast, host Kevin Comerford sits down with HVAC legend Paul Kelly and sales expert Serena Lara from Parker & Sons. They pull back the curtain on Sales Recovery 2.0, a powerful system that helps their comfort consultants overcome objections, make their services more affordable, and create real urgency to close the deal.Discover the psychological secrets and foolproof methods they use to improve their close rate and help their team succeed, even in challenging times. You will want to watch this entire episode to learn the script that could transform your sales process forever.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChatpers:0:00 - The Secret to Closing "Happy" Customers 2:30 - Meet The Legend Who Grew a $250M Company 4:14 - From $7 Million to $250 Million In One Market 6:27 - The Woman Behind The Sales Revolution 7:02 - Her Secret Sales Weapon: Emotional Selling 10:29 - What is Sales Recovery 2.0? 11:51 - Why Traditional Sales Follow-Up Fails 14:52 - He Doesn't Want to Close MOST... He Wants to Close ALL 17:55 - The 3 Keys to Closing Any Deal 19:27 - Why Urgency is Your Best Friend 20:53 - One "Crazy Good" Change for a Record Year 24:14 - When Should You Call Your Manager? 27:30 - LIVE SALES CALL ROLEPLAY 30:59 - The "Think About It" Killer Move 33:26 - "This Has a $4,000 Value On It" 38:17 - Building Urgency By Taking Something Away 43:09 - Is She The Best Closer In The Business? 45:05 - Stop Selling Systems, Start Selling This 54:08 - The Psychological Trick To Win The Customer 57:15 - How To Make $338,000 From This ONE Trick 59:05 - The United Front: You & Customer vs. Manager 1:01:48 - From $0 to $3 Million in ONE Month 1:03:30 - The 3-Step Championship Formula 1:06:25 - A Final Warning to All Salespeople

Are your words accidentally costing you thousands on every job? Discover how to stop competing on price and start selling true value using a secret your competitors don't know.In episode 32 of the Wisdom of Wrench podcast, hosts Kevin Comerford and Amanda Meyer share simple language tweaks that transform how clients see your services. Learn to move beyond being a commodity and build a brand that commands premium rates. This episode breaks down the specific words and phrases that create a luxury experience, getting clients happily involved and ready to agree to your total investment. Watch now to learn the language that will change your business.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 Are Your Services Just a Commodity? 1:08 The Secret Language That Sells More 2:44 Are Your Words Losing You Sales? 3:29 How You're Talking Yourself Out of Success 4:46 The #1 Way to Change a Client's Emotion 7:07 Never Say This "F Word" to a Client Again 8:37 Why Your "Luxury" Service Still Feels Cheap 10:00 Stop Selling Ductwork & Start Selling This 11:40 If You Sell This, You Can Only Compete on Price 12:43 The 3 Things Your Competition Talks About (That You Shouldn't) 13:37 How We Talk About Making a "Sale" 15:46 Employees vs. Team Members: Why It Matters 17:40 Are They Customers or Are They Clients? 18:31 How to Get Your Team to Use the Right Language 20:53 Stop Giving "Free Estimates" and Start Doing This 23:35 The Simple Trick to Make "Bubble Wrap" Sound Premium 25:56 The "Disneyland Fast Pass" for Your Business 27:20 What to Call "Cheap" to Make it Sound Better 28:41 The Sales Words You Need to Stop Using Immediately 30:20 Stop Calling Them Salespeople 31:46 The Most Powerful Way to End a Conversation 32:09 The One Word That Kills a Client's Confidence 33:30 The Best Response When a Client Thanks You 35:43 The Problem with "Warranty Technician" 37:50 Stop Calling it a Thermostat 38:52 How to Sell a $30 Part for $500 Without Objections

He's on pace to earn $2 million in electrical service, but it's not because he's a better technician. It's because he adopted one specific mindset that completely changed how he approaches his work, his customers, and his life.In episode 31 of the Wisdom of Wrench podcast, host Kevin Comerford sits down with Isaiah Rubio, a top-performing electrician who reveals the power of extreme ownership. Isaiah explains how taking full responsibility for every outcome, from a messy truck to a lost sale, allowed him to triple his income and build a loyal customer base that asks for him by name. Learn how to transform your own results by mastering your mindset, improving your communication with homeowners, and implementing simple habits for daily success. This is a masterclass in professional growth and efficiency for anyone in the home service industry.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 Why Focusing On Money Is A Mistake 0:54 Meet The $2 Million Electrical GURU 2:52 Service vs. Sales: What's The Difference? 4:06 How To Get Customers To BEG For You 5:52 The #1 Skill You NEED In The Trades 7:04 From $800k To $2 Million In 2 Years 8:43 His Secret To Getting More Done 12:35 Your Messy Truck Is Costing You Money 13:56 How He Found His PASSION 16:19 The Mentor That Changed His Life 20:06 His Simple Method For Buying Tools 22:00 How He Balances Work And Family 23:04 Why He Left His Comfortable Job 27:32 The Mindset That Changed EVERYTHING 29:56 How To Explain Anything To A Homeowner 32:19 How To Stay Motivated On Bad Days 35:06 The Lesson That Forged His Mindset 37:39 Why Being A Pro Starts With Self-Care 42:32 The Magic Word To Close More Deals 48:06 How To Get The City To Work FASTER 51:56 What Is A Panel "Rejuvenation"? 57:37 How Customers Are Abusing Their Homes 1:00:43 His Advice To New Techs Who Are Struggling

What if your mindset is the reason you feel stuck? In Episode 30 of Wisdom of the Wrench, Kevin Comerford and Amanda Meyer reveal how a scarcity mindset could be sabotaging your success. Feelings of overwhelm, envy, and competition might be driving fear-based choices without you even realizing it.Discover how to replace scarcity with an abundance mindset by focusing on gratitude, collaboration, and opportunities. This episode shows how mindset impacts relationships, career growth, and achieving balance. If you’re tired of feeling trapped, this is the shift you’ve been waiting for!Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 End Overwhelm & Anxiety with This Simple Shift  2:03 Why Mindset Matters for Your Success  4:24 How to Spot a Scarcity Mindset Holding You Back  7:10 The Hidden Danger of Anxiety & Competition Over Resources  9:22 Discover the Power of Gratitude & Collaboration  12:03 How Abundant Thinking Boosts Your Influence & Relationships  14:31 Break Free from Inner Struggles & Find Abundance  16:34 Words That Shape Your Reality & Mindset  18:27 Gratitude Practices That Dramatically Change Your Life  20:14 Is Your Social Circle Helping or Hurting Your Success?  21:55 The Surprising Impact of Social Media on Your Happiness  23:31 Are You a Learner or a Knower? Why It Matters

Ever wonder how busy pros turn goals into real-life wins? Part three of this three part series on journaling reveals how Kevin utilizes his journal to set and reach his goals.Join hosts Kevin Comerford and Amanda Meyer as they make goal setting easy to use at work and home. You’ll see how writing down what matters, breaking goals into steps, and checking in with yourself daily can help you get more done and feel balanced. If you run service calls, manage a crew, or care for a family, these honest tips show how a few minutes of journaling can spark new success, boost focus, and keep you on track, even when days get hard.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupCHAPTERS:00:00 - Importance of Planning06:35 - Weekly Planning Strategies12:44 - Positive Focus Techniques17:24 - Effective Setup Importance21:04 - Action Item List Creation22:54 - Weekly Planner Overview34:38 - The 5 F's Explained37:33 - Effective Parenting Techniques42:30 - Celebrating Quarterly Wins47:42 - Planner vs. Other Tools51:14 - Getting Started with Planning55:39 - Best Time of Day for Planning58:18 - Quarterly Celebration Dinner Ideas01:00:58 - Annual Planning Essentials01:07:20 - Wrapping Up Insights

In this special episode, hosts Kevin Comerford and Amanda Meyer step away from the usual format to bring you an exciting update: the mid-year numbers from the GOAT Awards across the Wrench Group. This is a celebration of the top performers in every category, showcasing just how much can be achieved in only half a year.From record-breaking revenue to jaw-dropping win rates, these results will light a fire under you to aim higher and push harder.We’re halfway through the year, and there’s still plenty of time to claim your spot among the leaders. Tune in now and we’ll see you at the GOAT Awards in San Diego!Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - Welcome to the GOAT Half Time Show1:26 - HVAC Sales3:13 - HVAC Selling Techs4:15 - HVAC Installs5:50 - HVAC Service Rev6:49 - HVAC Win Rate9:02 - HVAC TGL Rev10:39 - Plumbing Sales12:22 - Plumbing Selling Techs13:43 - Plumbing Installs14:43 - Plumbing Service Rev15:39 - Electrical Sales17:13 - Electrical Installs18:13 - Electrical Service Rev19:00 - Plumbing & Electrical Win Rate20:00 - Plumbing & Electrical TGL Rev21:18 - All Trades Memberships - Techs23:02 - All Trades Memberships - CCR25:09 - Sale Recovery26:59 - Lead Gen - Home Depot27:56 - Lead Gen - Costco28:50 - Safety29:56 - Recruiter Score31:06 - See you in San Diego!

Want to see how clear thinking can transform your business and your life? It all starts with knowing your wins and taking time to reflect. If you want more focus and less stress, this episode shows the real power of journaling.Hosts Kevin Comerford and Amanda Meyer show how journaling brings clarity, helps you spot your wins, and sets you up for success. In this episode, discover easy ways to turn daily notes into big results, choose what really matters, and let go of stress when plans change. Learn how to use simple journaling tricks to feel thankful, get organized, and make your day count.Clarity begins with your journal, start now and see your wins stacked up!Start watching to see how clarity creates real results for driven men and women in home services!Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 How Journaling Helped Me Overcome Big Challenges2:01 The Daily Habit That Changed My Life4:25 My Morning Routine—Getting Ready for Success7:17 When and How Should You Journal? (Morning vs Night)8:37 Write Down Your Wins and Gratitudes13:05 How to Set Powerful Goals for Your Day16:18 Finding Good Even in Tough Times21:21 Turning Plans Into Action and Staying Positive27:39 Family, Work, and Plans That Change31:34 How Sharing Your Plans Helps Everyone Succeed36:06 Using Your Journal in Work and Life40:07 Why Capturing the Big and Small Moments Matters43:28 What Makes a Great Journal? (Tips and Ideas)46:52 Your Action Steps for a Bigger, Happier Future

You’re about to discover how three daily journaling rituals can take you from chaos to calm! See how simple journal routines turned big obstacles into wins for both work and family. In episode 25 of the Wisdom of Wrench podcast, Kevin Comerford and Amanda Meyer reveal the exact habits that helped Kevin save his business and keep hope alive, even in the hardest times.This is part one of a special three-part series on journaling, starting with the most important step, organization. Learn how to use a journal for structure, daily victories, gratitude, and setting goals. Experience real stories, relatable challenges, and easy-to-follow habits designed for home service pros looking for a better balance, more clarity, and stronger results, at work and at home. Watch now to see how these three simple rituals can change your life!Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroup

Ready to boost your home service business with recurring revenue? Discover the secrets to selling more maintenance plans in this jaw-dropping episode! Episode 24 of “Wisdom of Wrench” brings you sales insights directly from the call center floor, featuring special guest Heather Passmore, hosted by Kevin Comerford and Amanda Meyer.Learn how proven call scripts, empathy, and real relationship-building can turn every call into an opportunity. Get real-world strategies for handling objections, following up with clients, and keeping your mindset strong during slow seasons. Hear how subtle changes in your conversations, plus the right tracking and performance habits, can lead to massive results for your team.If you’re ready to grow your business, secure more maintenance agreements, and create lasting customer loyalty, this is the episode you can’t afford to miss!Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 Top Sales Secrets from the Call Center!2:30 Heather’s Big Break: Going from Front Desk to Superstar4:30 Heather’s Shocking Sales Numbers (and What They Mean for You)7:00 How Empathy and Real Conversations Boost Success10:00 The Mindset Hacks That Keep Heather Winning13:30 How to Reset Fast When Your Day Gets Crazy16:00 Turning Slow Months into Money-Making Seasons18:45 Following Up Like a Pro: Heather’s Exact Steps22:00 When (and How) to Upsell Without Feeling Pushy27:30 The Magic Words Heather Uses to Win Over Customers31:30 Building Real Relationships—Not Just Making a Sale36:30 Pricing Truths: Discount or Hold Firm?41:00 Defusing Objections and Closing with Confidence45:00 Tune-Ups: The Secret for More Future Sales47:00 Heather’s #1 Rule: Listen Hard & Follow Up51:00 Staying Strong After Tough Calls—Heather’s Advice54:00 Be Inspired: Make Your Future Bigger Than Your Past!

Ever feel like others always have it better? Like they’re living on greener pastures while you’re stuck struggling? In this powerful episode of Wisdom of Wrench, Kevin Comerford and Amanda Meyer break down a simple but life-changing truth: the grass isn’t greener on the other side, it’s greener where you water it most.Join us as we explore how focusing your energy on personal growth, relationships, and work leads to fulfillment and long-term success. If you’ve been caught comparing yourself to others or tempted to jump to the “next best thing,” this episode is for you. Kevin and Amanda discuss the importance of taking ownership, building gratitude, and investing in what matters most.Discover the tools to create a thriving personal and professional life by shifting your mindset and watering your own grass.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 The Secret to Nurturing Your Own Happiness  2:25 Why Your Best Opportunities Are Right in Front of You  7:40 Mental Health Matters: The Key to Better Decisions  10:14 Energy Boost! How Taking Care of Yourself Builds Success  14:16 Gratitude & Growth: Your Path to Personal Transformation  16:46 The Unexpected Way to Stay Flexible for Life  20:09 Struggling with Envy? Here's How to Tackle It  22:20 Why Investing in Your Work Environment Pays Off Big  26:51 Complacency Is the Enemy: Keep Chopping Wood  28:49 Protect Your Company Culture Like a Garden  33:35 What You Need to Ask Before Partnering with a Small Business  35:36 The Right Way to Say Goodbye to Employees  39:32 Why Celebrating Ex-Employees Can Boost Team Morale  41:49 Rebuilding Teamwork with Returning Employees  46:10 Take Ownership: The Fast Track to Growth

Think one sale can change your life? What if you could win the entire neighborhood? Discover how this home service pro is on his way to hit $8 million in HVAC sales by mastering connections, not just closing calls.Join host Kevin Comerford as he sits down with Bud Viniconis from Morris Jenkins Heating and Air, a top performer redefining what’s possible in HVAC sales. In this episode, you’ll hear the secrets behind lasting neighborhood trust, the mindset that fuels career growth, and how team support and practical preparation lead to huge success. Whether you’re in HVAC, electrical, sales, or customer service, you’ll learn real-world strategies for tackling objections, building lasting relationships, and finding inspiration for both work and family. Don’t miss this Wisdom of Wrench episode designed for motivated home service professionals striving for more.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroup

He closed $3M in electrical sales by solving problems, NOT selling. Want to know how? Get ready for an eye-opening conversation that will change how you think about sales forever.In Episode 21 of Wisdom of Wrench Podcast, host Kevin Comerford sits down with electrical sales expert Wolfgang Kiess, who shares how he turned an apprentice role into $3 million in sales. But he didn’t get there by focusing on numbers, he built trust, solved customer problems, and mastered his craft.Don’t miss Wolfgang’s insights on creating real connections, continuous learning, and why putting people first is the ultimate strategy for excelling in home services.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 Sales Success: Solve Problems, Not Numbers2:27 Wolfgang’s Journey: Service to Electrical Sales7:07 Starting Over: Challenges in Texas9:00 Apprentice to Sales Pro: Wolfgang’s Path12:58 Unlocking Potential Through Encouragement15:12 The Power of Customer Connections18:47 Master Your Craft to Succeed20:41 Learn Daily: Books, Podcasts, and Tips24:06 Build Trust by Understanding Customers25:46 Work-Family Balance: Key to Happiness29:14 Serve Clients Like They’re Family31:01 Self-Awareness Drives Success34:57 Handling Stress for Better Balance37:15 Diet and Mental Health Habits41:11 Protein and Treats: Wolfgang’s Diet43:07 Adapting to Commission-Based Pay47:10 Taking Control in Sales Calls49:09 Nail First Impressions on Service Calls52:39 Rapport Builds High-Value Sales54:35 Boost Revenue with Sales Recovery58:28 Admit Uncertainty, Build Trust1:00:26 Confidence Comes from Learning