Selling disappears the moment you hand the customer a menu. It starts with the diagnostic. A full 360 of the home’s system surfaces what could fail and what could be safer. That becomes the options. Then the customer chooses what’s right for their investment, and your tech never has to pitch a thing.
Your technicians don't hate sales. They hate being labeled a salesperson. The fastest way to appear as a salesperson, as opposed to a trusted advi...
My dad warned me: be careful not to grow too fast. My answer became the company’s name: we can’t stop the growth. He was more right than I knew. 2024 forced us to tear it down and rebuild efficiently, the way we should have built it the first time. Growth hides your missing processes. The slowdown is when they send the invoice.
stop the growth comes from early on when my dad was like hey be careful not to grow too fast and I was like dad we can't stop it man we're buildin...
The owners who burn out aren’t the lazy ones. They’re the ones who care so much they can’t let go of anything. Empowerment is the release valve. Your people make the call, you trust it, you debrief together, you correct as you go. It won’t be perfect. It’ll be scalable, and perfect never was
burnout is not caused by working too much. Burnout is caused by caring too much. As owners and leaders of companies, we want to be able to do it a...
The biggest owner pay mistake isn’t taking too much. It’s taking too little, with no math behind either number. Budget from the bottom up. What does the company need to be profitable? What are the expenses? What’s a healthy gross margin? Back into your number from there, and it stops being a guess.
The biggest mistake most owners make is not paying themselves too much, it's paying themselves too little. The most important thing to understand ...
Most owners add a second trade too early. Here’s the three-part test before you do it. Your primary trade runs healthy margins with no major fires. You’ve stepped out of it, with leadership and systems running the show. And your customers have actually told you they want the new trade. Miss any of the three and you’re just buying problems.
Three signs you're ready to add a new trade. What I see is most people do it too early. First, your primary trade should be producing healthy marg...
Nobody reads your full service menu while water pours across their kitchen floor. That plumbing customer still doesn’t know you do HVAC and electrical. That’s not their failure to notice. It’s your failure to follow up. Remarketing your base is the most profitable campaign you’re not running.
There is so much money hidden in your customer base. What do I mean by that? You have customers out there that have called you once for something....
The best hires I make aren’t the most experienced ones. They’re humble, they’re coachable, and they genuinely light up at the chance to serve someone. Everything else is trainable. Those three things are who a person already is.
Here are the three interview green flags that make me want to hire someone right on the spot. First is humility. Is this person humble enough to b...
The best part of this business has nothing to do with the numbers. It’s watching the tech who started at $18 an hour and is now making six figures. We gave him a platform, he did the work, and his whole life changed. Nothing beats being apart of that.
I think really the sky's the limit. I think this is one of the most wonderful industries that we have, the ability to serve our communities, provi...
We’ve all kept someone too long because they produced. The numbers were great, but the person was toxic to the culture. Here’s the hard truth about leadership: protecting your standard sometimes means letting go of your best. That’s not weakness. That’s courage.
One person can slowly lower the value of your entire company. Leadership is tough. We're called to make tough decisions. Skills can improve. Thing...
A no-show isn’t just a gap in the schedule. That’s a booked, paid-for call walking out the door. Over-communicate to keep it. Night-before confirmation, morning-of heads up, honest windows throughout the day. The shops that touch base the most are the ones with the fewest empty slots.
We've all been there. We've got a full board. It's going to be a great day. And then all of a sudden, we can't get ahold of customers. What's the ...
My dad started this company out of the back of our garage 40 years ago and bet on himself from day one. He taught me three things that still run this business: do right by the customer every time, believe before you have a reason to, and always bet on yourself. There’s always a way to figure it out.
Think about the things that my dad's taught me about this business, having started it 40 years ago. A couple of lessons come to mind. One of those...
Everyone says don’t go into business with family. Here’s what they miss: you’re not just building a company, you’re protecting a legacy. My dad started this 40 years ago. I show up every day trying to make him proud, build my own credibility, and move us from first-generation thinking to second without losing what made it work. It’s harder than a normal business. It’s also worth more.
People always say don't get in business with your friends or family. Here's what it's really like being in a family business. A family business is...