Shows
The Successful Contractor PodcastHow Kelson Carter Built an $11M Plumbing Company Debt-FreeBook a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 ------------------------------------------------------------------------------------- Kelson Carter built an $11M plumbing company — without ever offering HVAC or taking on debt. And he’s done it while only 35 years old. As a third-generation plumber and owner of Carter’s My Plumber in I...
2025-12-191h 11The Successful Contractor PodcastHow Leadership, Training, & Systems Took Ongaro & Sons to $40M | with CGO Nick HartmanBook a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 ------------------------------------------------------------------------------------- What does it take to grow a home service business to $40 million—without chasing headcount or cutting corners? In this episode, Nick Hartman, CGO at Ongaro & Sons, shares how a relentless focus on leadership...
2025-11-141h 38The Successful Contractor PodcastDoctor Electric: $600K to $2M, 15% Profit, & 100% Debt-FreeHow do you take an electrical company from a basement startup to $2 million in revenue, earn 15% net profit, and do it all completely debt-free — in just two years? Meet Mory and Clarissa Belle, founders of Doctor Electric in Lexington, Kentucky, and CertainPath members who did just that. In this episode of The Successful Contractor, the Belles share how they went from burned out and overwhelmed to thriving business owners with a clear plan, powerful systems, and a rock-solid partnership — thanks to CertainPath. You’ll learn how they scaled quickly, made key strategic changes, and built...
2025-10-171h 20The Successful Contractor Podcast$1M in Plumbing Sold & Installed with ZERO CALLBACKS – How Henry Glasset Did ItBook a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 ------------------------------------------------------------------------------------- What does it take to sell and install over $1 million in plumbing work in just one year… with zero callbacks? Meet Henry Glasset, senior technician and plumbing supervisor at Apollo Plumbing in Marysville, WA. In this episode of...
2025-09-191h 10The Successful Contractor PodcastCeiling Fans to $20K Projects: Tim D’Entremont’s Proven Electrical Sales ProcessBook a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 ------------------------------------------------------------------------------------- Transforming a $300 ceiling fan call into a $10,000+ project doesn’t happen by accident — it takes skill, strategy, and a deep commitment to educating homeowners. Tim D’Entremont, a three-time Crown Champion and service electrician at Dawson’s Electric & Air...
2025-08-221h 03The Successful Contractor PodcastHow TJ Romans Wins in Plumbing Sales Without PressureTJ Romans didn’t just sell $800,000 in plumbing work last year—he installed it, too. That kind of performance doesn’t come from pressure tactics or slick sales lines. It comes from trust, education, and a clear process that empowers homeowners to say yes with confidence. In this episode, TJ breaks down exactly how he earns that trust—and consistently turns routine calls into big-ticket installs. You’ll learn how he: Sold and installed $800K in plumbing by keeping it simple and putting the homeowner first Navigates high-risk stoppage calls wi...
2025-08-151h 10The Successful Contractor PodcastLock In Customers, Reduce Risk, and Increase What Your Business Is Worth with WarrantiesBoost revenue. Build loyalty. Increase what your business is worth. That’s exactly what Kevin Thornton of JB Warranties unpacks in this can’t-miss episode of The Successful Contractor. Host Bob Houchin sits down with Kevin—VP of Dealer Business Services—for a high-impact conversation full of strategic insights for contractors who want to scale smarter. Kevin explains why warranties aren’t just an upsell—they’re a business tool that drives profitability, deepens customer relationships, and increases valuation when it’s time to sell. 🎯 In this episode, you’ll learn:
2025-07-3151 minThe Successful Contractor Podcast$30M HVAC Sales, 78% Close Rate – From Small-Town Idaho?! Cody Kropp$30 Million in HVAC Sales. 78% Close Rate. Population: 75,000. That’s Cody Kropp’s reality—and he’s doing it all in rural Idaho. In this powerhouse episode of The Successful Contractor, Bob Houchin digs deep with one of the most consistent and impressive closers in the industry. Cody’s 15-year journey from oil-change tech to $30M HVAC titan is packed with street-smart wisdom, mindset gold, and killer sales tactics that actually work. 🔥 You’ll hear: How Cody went from changing oil in Alaska to closing over $30M in career HVAC sales The exact conversatio...
2025-07-251h 12The Successful Contractor PodcastShiloh Gill’s $835K Electrical Sales Year—Every Dollar Sold & Installed$835,000. One technician. One truck. All sold and installed. At just 26 years old, Shiloh Gill of Cool Hand Electric is already a two-time Crown Champion. In this episode, he reveals how he built a repeatable, scalable sales process that led to $835K in electrical sales—all while running the work himself. A former real estate hopeful from Brazil, Shiloh shares the mindset, systems, and daily practices that turned a motivated young man into one of the nation’s most effective residential electricians. In this episode: 🚚 How Shiloh builds trust on every call—before...
2025-07-101h 40The Successful Contractor PodcastTop HVAC Contractors REACT to Tariffs and Refrigerant Changes!Tariffs and refrigerant changes are hitting HVAC contractors hard—costs are rising, inventory is tight, and homeowners are hesitant. If your techs, salespeople, and CSRs are all saying something different—or worse, using fear without facts—you’re losing trust and sales. In this fast-paced, high-impact interview, CertainPath coaches Miki Stone and Esti Jaacovi share what successful HVAC companies are doing right now to thrive in this uncertain environment. ✅ Control the message before your team creates confusion ✅ Train every part of the call—not just objection handling ✅ Speak with empathy, not panic...
2025-06-2750 minThe Successful Contractor PodcastFrom Rookie to Roofing Rockstar: Logan’s $4M Sales JourneyLogan Cysiewski is a top-performing roofing sales professional with Krumm Exteriors in New Richmond, Wisconsin. He’s rewriting the rules on how to win jobs—and win big. From earning the trust of homeowners to mastering CertainPath’s proven sales process, Logan breaks down exactly how he’s sold over $4 million in just a few short years… all without ever being "salesy." Whether you’re a rookie in home services or a seasoned veteran looking to sharpen your edge, this conversation is packed with real-world takeaways that will elevate your approach and boost your results. Her...
2025-06-141h 14The Successful Contractor PodcastWant to Sell & Install $4M in Plumbing? Listen to a 5-Time Sales Crown ChampionJason Barbee is a plumbing technician who didn’t just sell — he installed nearly $1M in residential plumbing last year. Even more impressive, Jason is a 5-time Plumbing Sales Crown Champion; he’s 26 years old and already sold & installed over $4M in residential plumbing in his short career. From humble beginnings helping his future father-in-law lift water heaters, to dominating full-service residential calls today, Jason shares the real story behind his rise — and the mindset shifts that changed everything. In this episode, you'll hear: How Jason builds trust on every call — and t...
2025-06-061h 04The Successful Contractor PodcastFrom Addiction to $4K Average Tickets: Blayne Ippolito’s Electrical Sales PlaybookBlayne Ippolito went from addiction and homelessness to managing a team of high-performing electricians and selling and installing over $680K in residential electrical work with $1M in his sites this year. His journey is raw, powerful, and packed with lessons for anyone in the trades. In this episode of The Successful Contractor, Blayne opens up about the pain that shaped him—and the purpose that drives him today. Now a sales manager with MZ Electric in Littleton, Colorado, Blayne trains his techs five days a week, blends emotional intelligence with process, and closes jobs with $4,000 aver...
2025-05-241h 43The Successful Contractor PodcastMeet the Pastor Dominating HVAC Sales: $3.5M Closed at 64%, Working Only 3 Days a WeekJared Dean isn’t winging it — he’s a master HVAC sales tactician. With over two decades in the industry, Jared has developed a precise, proven process that earns trust, overcomes objections, and closes premium HVAC systems at a staggering $25K average ticket with a 64% closing percentage. Jared works just three days a week in the field, serves full-time as a pastor, and still sold $3.5 million last year. In this conversation, he opens up his playbook — step by step. What you’ll walk away with: The first 10 minutes that make or break the sa...
2025-05-172h 23The Successful Contractor PodcastHow Michael Zeller Changed Thousands of Lives — Including YoursIn this powerful episode of The Successful Contractor, host Bob Houchin sits down with retiring coach, trainer, and mentor Michael Zeller — a man who’s impacted thousands of lives through his 40-year career in business, leadership, and service. This isn’t just a retrospective. It’s a masterclass in life and business. From growing up in a working-class Long Island family to building a body shop, scaling through Enterprise Rent-A-Car, and eventually becoming one of the most beloved coaches at CertainPath, Michael shares the pivotal moments, lessons learned, and wisdom earned through decades of doing the hard...
2025-04-251h 20The Successful Contractor PodcastFrom $500M in Sales to Training the Best: Lessons from a Top Industry LeaderIn this episode of The Successful Contractor, host Bob Houchin sits down with Carl DiBene, the Director of Training at CertainPath, to uncover game-changing strategies for running a profitable home services business. With decades of experience—including managing $500M in sales at one time—Carl shares hard-earned lessons and proven tactics to help contractors succeed. 🔹 The $500M Sales Mindset: Learn how Carl helped scale massive home service businesses and what takeaways you can use today. 🔹 Are You Tracking the Right KPIs? The surprising metric that could be the key to unlocking your next level of growth.
2025-04-111h 17The Successful Contractor PodcastDigital Marketing for Contractors: What You’re Doing Wrong (and How to Fix It!) with Josh Moran of VitalStormIn this episode of The Successful Contractor, host Bob Houchin sits down with Josh Moran, Founder & CEO of VitalStorm, a premier digital marketing agency for the home services industry. If you’ve ever felt lost in the world of search marketing—wondering where your money is going and why your ads aren’t converting—this episode is for you! Josh shares hard-earned insights from years of helping contractors maximize their digital presence, grow their revenue, and avoid costly marketing mistakes. Whether you’re a small business owner just starting out or a multi-million-dollar contractor looking to refine y...
2025-03-211h 16The Successful Contractor PodcastHow Canvassing & Smart Marketing Grew Integrity Home Exteriors to $14.5MMn this episode of The Successful Contractor, host Bob Houchin sits down with Austin Rohleder, Marketing Director at Integrity Home Exteriors, to break down how they grew from a $6.8MM business in 2019 to peaking at $14.5MM. From digital marketing to canvassing to TV ads, Austin shares his insights into what works—and what doesn’t—for home service companies looking to scale. Key Takeaways from This Episode: The Growth Story: How Integrity Home Exteriors nearly doubled in size in just a few years. Canvassing That Converts: The shift in their door-to-door strategy that unlocked $7MM in revenue. ...
2025-03-141h 19The Successful Contractor PodcastFrom Data Entry to Dispatcher to Ops Manager: How Jayme Luersen Helped Home Team Electric Scale from $750K to $4MHow does a small, family-run electrical business scale from $750K to $4M in revenue? Jayme Luersen, dispatcher-turned-operations manager at Home Team Electric, shares her incredible journey of transforming a business through training, technology, and leadership. In this episode, we cover:· From Data Entry to Leadership: How Jayme went from doing paperwork to managing a high-performance team.· Scaling a Family Business: How Home Team Electric grew from five employees to 19—and what you can learn from their success.· The Power of In-Person Training: Why in-person training beats online learning and accelerates employ...
2025-03-0749 minThe Successful Contractor PodcastCall Center Mastery: Secrets to Happy Teams & Higher Profits with CertainPath’s Sonya Fryar & Missy JonesIn this episode of The Successful Contractor, host Bob Houchin interviews Sonya Fryar and Missy Jones of CertainPath about how to build and manage a thriving call center. These two industry experts share their best-kept secrets for creating a positive call center culture, hiring the right team members, and tackling the biggest challenges head-on. Whether you’re a small business owner just starting out or managing a growing team, this episode is packed with actionable advice and inspiring stories you don’t want to miss! Highlights from the episode include:· Creative ways to avoid burn...
2025-02-071h 28The Successful Contractor PodcastDeer Stands & Doubled Profits: How Brandon Oswalt Doubled His Plumbing Company’s Revenues & Profits in 24 Months While Pursuing His Passion for the OutdoorsIn this episode of The Successful Contractor, host Bob Houchin sits down with Brandon Oswalt, owner of Oswalt Sewer, Rooter, & Plumbing Repair in Bossier City, LA. Brandon’s story is nothing short of inspiring—from dropping out of school in eighth grade to building a thriving plumbing company with over 100% growth in just two years. Brandon shares the strategies that helped him achieve remarkable growth, including how he leveraged CertainPath to streamline operations, improve pricing, and create a business that supports his passion for hunting and family life. The conversation dives into the challenges of scali...
2025-01-3156 minThe Successful Contractor PodcastSiblings Turn Family Legacy into a Success – How Dean’s Plumbing Quickly Grew from $1MM to $4.5MM at 25% Net ProfitWhat does it take to transform a modest family plumbing business into a multi-million dollar powerhouse? In this episode of The Successful Contractor, Bob Houchin sits down with siblings Grace, Noah, and Levi Dean of Dean’s Plumbing in Beaverton, OH, to unpack their incredible journey. From growing up in a household of ten siblings and homeschooling to taking over their parents' basement-run business, the Deans share the challenges and triumphs of scaling to $4.5MM with 25% net profit.Discover how they implemented new software, leveraged StraightForward Pricing, and brought structure to chaos—all while navigating the dynamics of w...
2025-01-091h 07The Successful Contractor PodcastFrom Shoebox Accounting & Basement Office to $2MM Success: The Brigham Heating & Cooling StoryIn this episode of The Successful Contractor, host Bob Houchin sits down with Brian and Britt Simcox of Brigham Heating and Cooling, Inc., a family-run business in Utah with over 40 years of history. The Simcox’s share how they turned a legacy business into a thriving $2M operation through perseverance, process implementation, and a commitment to continuous improvement. From navigating the early days of shoebox accounting to utilizing cutting-edge software and streamlined processes, their journey is packed with actionable insights for any contractor or small business owner. Learn how they leveraged training, embraced change, and inv...
2024-12-201h 22The Successful Contractor PodcastR-410A to R-454B: Preparing for the HVAC Refrigerant Change with Devoe Ward of Trane TechnologiesIn this episode of The Successful Contractor, host Bob Houchin interviews Devoe Ward, Strategic Account Executive at Trane Technologies, to discuss the upcoming refrigerant changes impacting the HVAC industry. They delve into the phase-out of R-410A and the introduction of R-454B, the challenges contractors face, and the tools and training needed to adapt. Devoe shares valuable insights on how manufacturers, distributors, and contractors can prepare for this transition, while highlighting Trane Technologies’ commitment to innovation and support. Tune in for expert advice on navigating this pivotal industry change and positioning your business for success in 2025 and beyond....
2024-12-1324 minThe Successful Contractor Podcast$0 to $27MM+: How OnTime Service Scaled to Multi-Location SuccessOn this episode of The Successful Contractor, host Bob Houchin speaks with Carol and Kerry Adkins, the dynamic couple behind OnTime Service. Learn how they transformed their company from a company doing new construction electrical work into a multi-trade, residential services $27 million powerhouse with multiple locations and service offerings across Alabama. With guidance from CertainPath, formerly Success Group International (SGI), Carol and Kerry embraced proven systems and strategies that propelled their business to new heights. They discuss how CertainPath's resources and community support gave them the confidence and framework to grow sustainably, even during challenging times. For contractors and...
2024-11-221h 29The Successful Contractor PodcastThe Start of Julian Burrell’s HVAC Success Story: How He Transformed His Business with CertainPath (Recorded from the Halls of CertainPath's Expo)In this episode of The Successful Contractor, host Bob Houchin sits down with Julian Burrell, owner of You and Us Mechanical in the Bronx, New York. Julian shares his inspiring journey from growing up in Jamaica to building a growing HVAC business in one of the toughest markets in the world. They dive into his early career struggles, including being laid off during the 2008 recession and dealing with unpaid government contracts, to finding a path to success through mentorship and education. Julian also discusses the pivotal changes he’s beginning to make to his business model, the importance of ne...
2024-11-1530 minThe Successful Contractor PodcastFrom Small-Town Shop to Multi-Million-Dollar Business: The Evolution of Linn’s Plumbing in Chandler, OKIn this episode, we sit down with Ginny Fowble and David Ford from Linn’s Plumbing to explore how they leveraged CertainPath’s strategies to turn their small-town family business into a thriving $2 million operation. Ginny, who transitioned from a career in banking to take over the family business, shares her journey of navigating the complexities of running a trades company and how CertainPath (formerly SGI) provided the roadmap for success during uncertain times, including the pandemic. David, a former apprentice who grew into a leadership role, offers insights into how their focus on employee culture and process improvements have...
2024-11-011h 14The Successful Contractor PodcastCrushing Goals & Giving Back: How Brian & Janal Reid Grew a Thriving HVAC Business & Launched a Foundation Empowering Future TradespeopleIn this insightful episode, we sit down with Brian and Janal Reid, owners of Serveway Heating and Air Conditioning, to explore their journey of building a thriving HVAC business. Learn how this dynamic husband-and-wife team went from working out of a pickup truck to running a successful company that’s smashing growth goals year after year. They reveal their secret to success, including: · Why hiring for culture is more important than skills.· How their faith-driven leadership has shaped their business values.· The game-changing impact of CertainPath, from training to accountability.· Their m...
2024-10-181h 22The Successful Contractor PodcastLead Generation Secrets: Marketing Masterclass for HVAC, Plumbing, Electrical, and Roofing Pros with CertainPath’s Chris VanceIn this value-packed episode, Bob Houchin sits down with Chris Vance, a marketing expert and coach at CertainPath, to discuss the key strategies every home service contractor needs to scale their business. Chris dives deep into actionable marketing insights for the HVAC, plumbing, electrical, and roofing trades, covering everything from branding basics to advanced digital marketing tactics. Whether you’re a two-truck operation or looking to grow TO A $100MM home services business, Chris shares practical advice on optimizing your marketing budget, leveraging your brand, and staying ahead of the competition. Plus, they explore how to weather the shoulder se...
2024-09-271h 09The Successful Contractor PodcastFrom Start-Up to $1.6 Million in One Year: Kline Electrical Services’ Blueprint for Immediate SuccessListen as we uncover the secrets behind Kline Electrical Services' astonishing growth. 18 months ago, Matt Kline started Kline Electrical Services in Hagerstown, MD, with nothing more than a dream. Fast forward to 2024, and Kline Electrical Services is on track to hit $1.6MM in sales with impressive profit margins. Discover how Matt transformed his start-up into a thriving business by leveraging CertainPath’s proven systems and strategies. Matt shares his journey from a career in franchise gyms to the electrical industry, the pivotal moments that led to his success, and the key advice he has for new contractors. Whether you're a s...
2024-09-201h 23The Successful Contractor Podcast“Burn It to the Ground”: How Ron Frame & Champion Exteriors Grew from $2.7MM to 6.5MM to (on Target) for $10MM in 18 Months—with NO Insurance WorkFrom losing money and frustration to everything changed in 18 months. From $2.7MM in sales to $6.5MM in 18 months… and making money. And now the company is on target to do $10MM at the end of 2024. This is the story of Ron Frame of Champion Exteriors in Hainesport, NJ. Ron is a fourth-generation roofer. He knew there must be a better way to run a roofing business. He found CertainPath and has transformed everything. Along the way, he’s lived by the mantra: “Burn it to the ground.” It means that sometimes you must make radical change and start...
2024-08-301h 01The Successful Contractor PodcastBuilding a Legacy – Transform Your Business by Transforming Your People & Yourself with CertainPath’s Brandon MarshallIn this episode, Bob Houchin sits down with CertainPath’s Brandon Marshall to discuss the importance of building a strong legacy in the home service industry. They explore the challenges faced by today's contractors and the critical role of leadership in overcoming them. Discover how emotional intelligence, team development, and a focus on personal growth can transform your business. Learn about Brandon's exciting new programs, The Pride and Synergy Camps, designed to help you become a better leader and create a lasting impact on your team and community. This episode offers practical advice and inspiring stories to help you build a...
2024-08-231h 00The Successful Contractor Podcast3X Electrical Sales Crown Champion & Service/Install Manager Juan Carlos Conchas Shares His Cool, Calm Sales Style & ProcessIn the morning, Juan Carlos Conchas is an electrical service & install manager, as well as sales trainer, for Pacific Coast Home Services in San Jose, CA. In the afternoon, he straps on his tools, takes a call or two, and sells close to $1MM in residential electrical every year. (In 2023, he sold $860K.) Yes, Juan Carlos is a CertainPath Electrical Sales Crown Champion… by selling part-time!Juan Carlos never sold a thing before going to work for Pacific Coast. But when he was sent on a callback on a $30K job (that he didn’t sell or work...
2024-08-091h 09The Successful Contractor PodcastSubcontractor Turned Roofing Sales Crown Champion: How Kaleb Thompson Sold $2.4MM in Residential Repairs & ReplacementsKaleb Thompson is a service technician and roof replacement technician for Good’s Roofing in Burton, MI. He sold an impressive $2.4MM in residential repairs and replacements last year. Kaleb has been in the roofing industry since he was 23. He began running his own sub crew, installing new roofs for Good’s Roofing. Eventually, Kaleb accepted a position as a repair technician for Good’s Roofing, and after a few additional years, Kaleb was talked into trying sales. He’s clearly blossomed in that role, becoming a Roofing Crown Champion. In this interview, Kaleb shares his process—from how he approaches r...
2024-08-0249 minThe Successful Contractor Podcast$850K in Residential Electrical Sold & Installed in Valparaiso, IN: How Electrician Kevin Braun Shares His Service Call ProcessKevin Braun is an electrician for Amps & Volts Electric in Valparaiso, IN. Kevin is an absolute superstar, as he sold AND installed $850K in residential electrical work in a small, largely rural market. (And the year before, he sold and installed $750K!) In this interview, Kevin shares his entire service call process. Kevin does a masterful job of educating and closing homeowners, while not applying any sales pressure. The key to his success is customizing each job to fit the life, health, and safety needs of each customer. With Kevin’s process, he gets very few objections because homeowners build th...
2024-07-1945 minThe Successful Contractor Podcast$3.6MM in HVAC Sales: Selling Technician Jeff Payne Shares His Maintenance, Service, & Sales Call ProcessJeff Payne is a selling technician for Rescue Air & Plumbing in Dallas, TX. Jeff has been a long-time high sales producer in the HVAC industry. The last two years, he’s taken his performance to another level, selling $4MM in 2022 and $3.6MM in 2023. In this interview, Jeff outlines meticulously how he approaches a maintenance call, how he converts it to a sales opportunity, and then how he closes that sale. Jeff believes in following a process and paying close attention to detail. That comes across in this conversation, as was so giving of his insight that he’s gained over an a...
2024-07-121h 39The Successful Contractor Podcast$1.8MM in Plumbing Sales: Field Advisor James Chenault Shares How He Sells Plumbing, Drain, & Sewer WorkJames Chenault is a (plumbing) field advisor for Griffin Plumbing in Santa Maria, CA. James sold (and did some installation) of more than $1.8MM in residential plumbing, drain, and sewer work. How does he do it? James genuinely cares for his clients. It comes across in this interview. He doesn’t see them as dollar signs; he sees them as friends who he wants to help. Of course, James has an air-tight service and sales process. In this interview, James walks you through an entire call from beginning to end. We talk about how he sells water heaters, water filtratio...
2024-06-2852 minThe Successful Contractor PodcastHow to Run Branch Locations: Vredevoogd’s Management Team Shares How It Scaled from $20MM to $40MM in 3 Years, Featuring Scott Van Druen, Andy Martinus, Derek Trier, & Tim FloateVredevoogd Plumbing, Heating, & A/C doubled from $20MM to $40+MM highly profitably in just three years. The company has multiple branches across central and western Michigan. This this interview, we interviewed Operations Manager Scott Van Druen & Branch Managers Andy Martinus, Derek Trier, & Tim Floate. The four gentlemen detail the “Vredevoogd Model.” They explain how the company succeeds from the ground up, including how they hire, onboard, train, and lead their field teams. We pay special attention to the roles of Team Leader and Branch Managers later in the interview. At the heart of the “Vredevoogd Model” is the concept of hirin...
2024-06-141h 04The Successful Contractor Podcast$4.5MM in HVAC Sales: 3X Sales Crown Champion Anthony Romelli Shares His Service & Sales Process as a TechnicianAnthony Romelli is a field supervisor for Ongaro & Sons in Santa Rosa, CA. As a field supervisor, he sells replacement HVAC replacement systems. And Anthony does that extraordinarily well. Since starting in sales in 2020, he’s been named a CertainPath Sales Crown Champion—that’s 3 years in a row. In 2023, he sold an incredible $4.5 million, an impressive number given that he’s still wearing tools and diagnosing systems. Anthony has a great story—an Army Ranger who did 4 deployments and was injured in service to our country. In his first civilian job, he used Ongaro & Sons as a customer. Anthony was pers...
2024-06-0757 minThe Successful Contractor Podcast$1.4MM in Residential Electrical Sales – Louis Herbert Shares Step-by-Step How He Turned a Buzzing Breaker into a $45,000 JobLouis Herbert is a selling electrician for Kanon Electric in Milton, WA. Last year, Louis sold a sensational $1.4 million—all residential service work. He managed to post such impressive numbers after only his second full year selling residential work. Louis had spent most of his career in new construction, after a short stint in law enforcement. In this interview, Louis will walk you through his entire service call process. In particular, Louis recounts a 5-hour service call that started because of a buzzing breaker that led to a stunning $45,000 residential service ticket! Louis success is so inter...
2024-05-2448 minThe Successful Contractor Podcast$3.8MM in Roofing Sales… in Her First 9 Months... While Pregnant! Kaylee Rumley Shares Her Sales Process—and How She’s Succeeded in a New Industry So QuicklyKaylee Rumley is a salesperson for Three Mountain Roofing in Jeffersonville, VT. For much of her career, you could find Kaylee on the slopes; she was a ski instructor for 15 years. It’s through that job she met her good friend, Alisa Anderson, who owns Three Mountain Roofing, along with her husband, Lee. It was Alisa who convinced Kaylee to change careers and give the roof industry a try… And she did more than give it a try. 2023 was Kaylee’s first year in roofing, and she sold a stunning $3.8 million. Almost all of it was retail...
2024-05-1739 minThe Successful Contractor Podcast$4MM in Plumbing Residential Repairs Sold - 2 Years in a Row: Alex Citkowicz Reveals His Sales Process & InsightsAlex Citkowicz is a (plumbing) field advisor for Mike Counsil Plumbing & Rooter in San Jose, CA. In his first eight months with Mike Counsil, Alex sold $3MM, and in the last two years, he’s sold over $4MM. In 2024, Alex is on track to sell another $4MM year. This is ALL residential service work. NO big new construction, industrial, or commercial jobs. Alex takes care of regular homeowners.How can Alex sell so much? He is quick to credit his outstanding team at Mike Counsil, as well as the incredible service process the company has built over ma...
2024-05-0358 minThe Successful Contractor Podcast$6+MM (for 3 Years in a Row) in Res HVAC Sales: Tech David Wilson Reveals His Sales Process & MoreDavid Wilson is a technician for Baker Brothers in the Dallas-Fort Worth area. In each of the last three years, David has sold over $6+MM in residential HVAC equipment! David closes over 90% of his demand calls and 70% of flipped leads. Those are stunning numbers for a technician who still works with his tools, sweating it out in attics. In this interview, you will get David’s entire sales process—from the moment he’s dispatched to a call to how he leaves a home. Plus, David shares his insights on training, how he stays motivated, and what new techs should be...
2024-04-2643 minThe Successful Contractor PodcastFrom Stuck to Soaring: How Patrick Riley Smashed a Revenue & Profit Goal in a Town of 200 People—And in Turn, Rewarded His TeamEpisode Show Notes / DescriptionPatrick Riley found himself frustrated. His company Riley Heating & Cooling in the little, 200-person town of Lucas, IA, had been in business since 2007. No matter what he did, Patrick couldn’t push the company past the $700K revenue mark. That’s not all that bothered him… Patrick longed to provide his team with the proper benefits he knew they deserved. Patrick joined CertainPath roughly 18 months ago looking for answers, and he’s found them. In a short period of time, Patrick has worked hard on his business. Riley Heating & Cooling final...
2024-04-1952 minThe Successful Contractor PodcastFundamentals of Drain Cleaning & Mainline Sewers: CertainPath’s Technical & Sales Training Delivering Big Results with Missy JonesDrain Cleaning and mainline sewer replacements are lucrative businesses when you understand how to structure the pricing and have a strong selling system. It provides a critical service to customers, can generate massive profits, and creates exceptional earning potential for technicians—and they don’t need licensing. However, technicians and contractors do need training, which is why CertainPath developed “Fundamentals of Drain Cleaning.” It’s a two-day technical and sales training course offered at CertainPath member’s facility, Deluxe Plumbing & Heating in Bethlehem, PA… In this interview, we talk with Missy Jones who helped build this course with...
2024-04-1239 minThe Successful Contractor PodcastStrive for Excellence, Enjoy the Toil: Luke & Kristen Strange Are Growing Cool Hand Electric in Red Oak, TX, the Right Way—with Good People & ProcessesEpisode Show Notes / DescriptionLuke Strange exudes positivity and passion. It’s no surprise that his two-year-old business, Cool Hand Electric, in Red Oak, TX, has already profitably grown to $1.2MM with two trucks and another soon added. Along with his wife and business partner, Kristen, this young couple has been working hard to put good people and good processes in place. They know that’s what it takes to scale. Luke has an interesting background. He went to work as an electrician for Milestone Home Services during the housing crash. Luke experienced the comp...
2024-03-151h 34The Successful Contractor PodcastSearching for a Path: How Full Spectrum Plumbing in Rock Hill, SC, Grew from a Start-Up to $2+MM at 20+% Net Profit in a Few YearsThere’s an exciting group of young contractors making their names in our industry, and Thomas Munn is certainly one of them. He started his plumbing company, Full Spectrum Plumbing, in 2018. The Rock Hill, SC, contractor didn’t take an unplanned leap into entrepreneurship; instead, Thomas planned for years, seeking out information everywhere. Eventually Thomas found the pathway he’d been searching for when he joined CertainPath. Full Spectrum Plumbing started with zero dollars in 2018. Last year, it finished 2023 at $2.1MM in sales with four trucks. Thomas believes they can grow to seven trucks and $2.6MM in sales...
2024-03-081h 10The Successful Contractor PodcastContractors’ Sustained Growth Secret: Why Trust & Culture Matter More Than You Think with CertainPath’s Brandon MarshallThe contracting industry is an interesting place these days if you’re in the social media world. The bro culture is here. It’s filled with silver-tongued “gurus” driving exotic cars and taking private jets. There’s absolutely nothing wrong with enjoying success, but it gives others the wrong impression. It celebrates the individual when it takes so much more than ONE person to build a big, profitable company. Service to others is the secret to long-term success in home services. In this show, CertainPath’s Director of Training Brandon Marshall sat down to discuss why the very bes...
2024-02-2348 minThe Successful Contractor PodcastIt’s Easy & I Like It: How Coach Aaron Behunin Trains Electricians to Help Homeowners & Dramatically Increase Sales“Coach Aaron” Behunin works with CertainPath contractors on improving their businesses when he’s not traveling the country, training electricians on the advanced communications and sales strategies required to deliver a 5-star residential electrical service call every time. Coach Aaron’s understanding of that process is rooted in his nearly 20 years in residential electrical service, as a Master Electrician and high revenue producing one, as well. He’s been implementing and perfecting the CertainPath system for his entire career. Today, his training is in high-demand, and every class sells out. In this show, Aaron will share advanced...
2024-02-161h 03The Successful Contractor PodcastMastering the Art of the HVAC Service Call: How to Thrill Customers while Creating Replacement Opportunities with Superstar Sales Trainer Estee JaacoviEstee Jaacovi has spent more than 16 years in the HVAC world, filling numerous different roles. It’s in sales where she shined, having been a 3x HVAC Sales Crown Champion. Today, Estee is a coach for CertainPath and a trainer to hundreds of multi-million-dollar producers, including some of the highest performers in the industry today. In this show, Estee shares insights on how senior service technicians should conduct service calls. She emphasizes the importance of mental and physical preparation, making a good first impression, and building rapport with homeowners. Techniques like using a value statement, observ...
2024-02-0246 minThe Successful Contractor PodcastMindset Matters: How W3 Electric in Rowlett, TX, Doubled Sales in Only 2 YearsBill Witty grew up knowing he wanted more out of life. He started as a maintenance man right out of school; rather than play on the weekends, Bill would flip houses. A friend told him about the earning potential as an electrician. He took a pay cut and leapt at an opportunity to be an apprentice at Milestone Home Services. After seven years, Bill earned his masters license and started his entrepreneurial journey by opening W3 Electric in 2019. (The W3 stands for his triple win he learned from Milestone, which is rooted in CertainPath philosophy.)Despite a...
2024-01-1943 minThe Successful Contractor PodcastRecord Revenue & Profits: Extreme Ownership Spurs Joe Martel & Advanced Air Conditioning and Heating in Cedar Park, TXA year ago, Joe Martel found himself in a rut. His company, Advanced Air Conditioning and Heating in Cedar Park, TX, was doing well, but Joe knew it could be doing better. Personally, he was feeling unfulfilled, as well. He called his CertainPath coach to leave the organization. That one, simple conversation changed the trajectory of the business and rekindled Joe’s personal ambition.During this interview, Joe will share the details of that conversation. And he will explain the incredible changes he made to Advanced Air Conditioning and Heating over the next eight months. It spurred tr...
2024-01-0551 minThe Successful Contractor PodcastGus Antos Reveals $150MM Success Formula Amidst Economic Uncertainty: Learn the Dos and Don'ts in Turbulent TimesGus Antos is the owner of Milestone, a residential home services company that specializes in plumbing, HVAC, and electrical. He also owns or partners in several other residential service companies. In total, all the operations exceed $150MM in revenue. (He started with CertainPath in 2004 with revenues less than $500K and deep in financial distress.) Today, he’s a member-leader within the organization.Milestone is having another incredible year in 2023; however, it’s not been one without immense challenges. Plumbing and electrical continue to grow at 25%; yet, HVAC has only grown 5%. In this interview, Gus shares how his lead...
2023-12-1547 minThe Successful Contractor PodcastHow Baker Brothers Rallied to $93MM & Great EBITDA after a Slow January: President Jimmie Dale's Leadership, Marketing, & Operational Secrets & StrategiesJimmie Dale is the president of Baker Brothers, a residential home services company that specializes in plumbing, HVAC, and electrical. Baker Brothers is one of the largest home services companies in the DFW area and the country with sales approximately $93MM. (He started with CertainPath in 2008 with revenues around $3MM.) Today, he’s a member-leader within the organization.In 2022, Baker Brothers had a resoundingly successful year. Both its top and bottom lines grew an impressive 35%. When the calendar turned to January of 2023, the phones went silent, like many other companies across the country. In this interview, Jimmie ta...
2023-12-0851 minThe Successful Contractor PodcastFinding & Developing the Right People: How Brown’s Plumbing & Heating in Steinbach, Manitoba, Has Successfully Doubled the BusinessBrown’s Plumbing & Heating in Steinbach, Manitoba, is a family business. Chad Brown’s grandfather started it in 1974, and his dad owned and operated it for much of its history. A caricature of his image adores the sides of their vans. Chad and his wife purchased the company five years ago with the goal of continuing the legacy, and he’s done a strong job thus far. Since joining CertainPath, sales have roughly doubled, as the company is approaching $3MM in revenue. In a small service area of only 30,000 or so, Brown’s Plumbing & Heating has over 3,2000 Google reviews with an...
2023-12-0149 minThe Successful Contractor Podcast$22MM+ & Growing: How Adam Vaillancourt Roofing & Construction Has Become One of the Largest Roofers in the Northeast by Prioritizing Profitable Growth; Creating a Culture that Embraces Failure; & Focusing on Positively Impacting Both Its Customers & EmployeesAdam Vaillancourt Roofing & Construction is one of the largest roofing contractors in the Northeast (if not the US) with revenues surpassing $22M annually. The operation has steadily grown 15% annually the last three years. The journey hasn’t always been easy. Adam started the business when he was only 29 years old with a rusty pickup truck and $3,000. Adam’s commitment to excellent service allowed the company to grow faster than he ever wanted. By 2015, Adam Vaillancourt Roofing & Construction was $5.3MM, but Adam was miserable. The company was profitable, but it was disjointed. Adam felt the pressure of the world on his...
2023-11-101h 08The Successful Contractor PodcastFrom $250K in Debt & Struggling to a Highly Profitable $14MM+ Roofing Company: How Four Seasons KangaRoof in Detroit Has Grown by Becoming a Core Values-Based Business & Having Strong OperationsFour Seasons KangaRoof in metro Detroit has a remarkable story. More than 10 years ago, founder Bill Burkhardt Sr. started the business with a desire to provide great service. He soon found himself struggling and $250K in debt. Bill Sr. joined CertainPath looking for guidance. Today, he runs the business with his sons Matt and Bill Jr, along with Brian Neaton, and their incredible team. Sales have jumped from $2.5MM and losing money to more than $14MM at a great profit. (And a small percentage of that revenue is insurance work, by the way!) In this inte...
2023-11-031h 06The Successful Contractor PodcastAshley Keith of Wisler Plumbing & Air Explains How She Manages a $1.7MM Residential Water Treatment DivisionWisler Plumbing & Air serves Rocky Mount, VA, a small community south of Roanoke. Despite its size, Wisler has become an extraordinarily large home services company, thanks to its dedication to exceptional service. In particular, Wisler has built an impressive residential water treatment division; it’s on target to generate $1.7MM in sales. Ashley Keith manages that division. Prior to becoming a manager, she was a technician and then salesperson, selling nearly $700K in residential water treatment equipment herself. In this interview, Ashley explains how the department has become so successful. She shares how Wisler…· ...
2023-10-2758 minThe Successful Contractor PodcastHow Metro Electric Has Built a Multi-Million-Dollar Commercial, Generator, & Residential Service Business in Romeo, MIEpisode Show Notes / DescriptionMetro Electric can be found just north of Detroit, serving Romeo, MI, and beyond. This contracting company has been growing rapidly. They generate more than $5MM in generators and $1MM in residential service; plus, they have a massive commercial division. It takes plenty of good electricians to provide the exceptional service Metro Electric has become known for. It’s why they developed an in-house apprenticeship program that trains young people in a trade that will serve them for life. It’s just one of the many things Metro Electric does so very well.
2023-10-2057 minThe Successful Contractor Podcast$20MM to $40MM in 3 Years: How Vredevoogd Doubled Sales By Utilizing Data, Maximizing Its Call Center, Refining Its Marketing, & Relying on CertainPath PrinciplesVredevoogd Plumbing, Heating, & A/C started its membership with CertainPath as a new construction HVAC-only company roughly 11 years ago. Its owners Mike & Tom aspired to hit $1MM in sales. Fast forward to today. Mike and Tom made a lucrative exit from the business, and they turned their family business over to a new leader, Brian Vandestreek, in late 2020. Brian had NO experience in the trades. Yet by the end of 2023, Brian expects Vredevoogd’s sales to double, which would hit $40MM. The company now has four locations with solid leadership in each, ensuring Vredevoogd is poised to take over all o...
2023-09-291h 16The Successful Contractor Podcast3 Steps to Creating a Team Culture of High Performance, Trust, & Belonging with 5x Author & Keynote Speaker Mike RobbinsMike Robbins is a 5x author, thought leader, and sought-after motivational speaker who teaches people, leaders, and teams to infuse their lives and businesses with authenticity and appreciation. As a leadership expert, he partners with some of the largest companies in the world. And he will be a keynote speaker at your Temecula Expo in October! In this interview, Mike talked about “3 Steps to Creating a Team Culture of High Performance, Trust, & Belonging.” In addition to those core concepts, Mike shared incredible insight throughout this conversation, including how to:· Manage, lead, and learn from younger...
2023-09-2239 minThe Successful Contractor Podcast30-40% Net Profit 3 Years Running: How Fox Plumbing in Sarasota, FL, Has Kept Intentionally Small, Yet Highly Profitable Family BusinessToo often contractors focus on putting more trucks on the road, rather than generating a strong net profit. The Fox family has a much different outlook on business. Their company, Fox Plumbing Services, is based in Sarasota, FL, and focuses on residential service and remodeling. It’s never had more than three trucks. That’s what founder Amos Fox wanted when he started in 1994. His son, Anthony, and daughter, Debbie, wish to continue that vision. They enjoy knowing their customers and having tight control over the company. They clearly know what they’re doing: Fox Plumbing has enjoyed a NET profit b...
2023-09-081h 03The Successful Contractor PodcastTop 5 Reasons Why Businesses Fail & How to Stop the Leaks with Brent Garrett of Sirius Plumbing & Air Conditioning in Dallas, TXBrent Garrett, along with his wife Jeni, is the owner and operator of the highly successful Sirius Plumbing & Air Conditioning, which serves the DFW area. The small business owners have the company at $5MM in revenue with more than $7MM clearly in sites. Brent has taken on a new venture—authoring a book he’s titled, “Swirling the Drain: Why Small Businesses Fail and How to Stop the Leaks.” The book is a passion project, as he has a desire to help as many entrepreneurs as possible. In fact, Brent has been an entrepreneur for more than 3...
2023-08-251h 02The Successful Contractor PodcastOvercoming Shoulder Season in the HVAC & Roofing Industries with Expert Estee Jaacovi & Rich RogersShoulder season is something that makes both roofing and HVAC contractors alike nervous. It’s those traditionally “slower” months in between your busy season. However, shoulder season doesn’t have keep you up at night if you properly plan for it. CertainPath Coaches Estee Jaacovi (HVAC) and Rich Rogers (roofing) talk about how to manage shoulder seasons in their respective trades. They share insights like how to:· Prepare for shoulder seasons months in advance.· Outbound current and previous customers in a way that immediately impacts your call volume.· Properly cloverleaf neighborhoods n...
2023-08-1843 minThe Successful Contractor Podcast$485MM & 31 Locations: How Carl DiBene Evaluates & Fixes Struggling Contracting Companies & More!Carl DiBene has had a wildly successful 30-year career in residential contracting. After serving 8.5 years as an Army Ranger, he graduated college and went to work for a contractor, who would become one of CertainPath’s first members in 1999. Carl would become the Director of Training for CertainPath in 2001, building the training for our organization. His techniques are still taught today and are likely responsible for BILLIONS of dollars in residential home service sales. Carl then spent 15 highly successful years working with ARS, where he earned a reputation as a turnaround artist with struggling locations. By the...
2023-08-041h 09The Successful Contractor Podcast$5MM with $10MM in View: Santhoff Plumbing in Missouri City, TX, Has Grown by Making Hard Changes & Creating Opportunities for Its PeopleEpisode Show Notes / DescriptionSanthoff Plumbing in Missouri City, TX, has steadily grown from $3MM to $4MM with $5MM in sights. And Part-Owner & GM Jason Santhoff projects $10MM in the not-too-distant future. This rapid ascent has occurred thanks to some incredible changes they’ve made to the business, including how Jason and his family have:· Completely rebuilt their image, began managing by the numbers, and instituted training within the company.· Got their team onboard with these massive changes by educating them on “why.”· Have built their culture with monthly barbecues, annual fishing trips, axe thro...
2023-07-281h 05The Successful Contractor Podcast$700K in Plumbing Sold & Installed: Nate Jones Shares His Service Call Process & Unique Journey into the TradesNate Jones is a plumber with Big Blue Plumbing in Alameda, CA. Nate had a Crown Champion year in 2022, selling and installing over $700K in residential plumbing. Nate has an incredible background—from growing up a farm in Ohio to professional skater to a bartender for over a decade. Looking for stability, he hounded Big Blue Plumbing’s owner, Paul Gerrard, who gave him an opportunity… an opportunity that’s been good for both men. Nate loves what he does—helping people. And he loves where he works. Why? He was quick to say: Big Blue Plumbing fe...
2023-07-2153 minThe Successful Contractor Podcast$854K in Plumbing Sold & Installed: How 1st Year Plumber Zeke Davis Became a Crown ChampionFrustrated, nervous, angry, irritated. These are the emotions of homeowners when they call your company to repair their plumbing, HVAC, electric, or roof. How your techs or salespeople talk to homeowners can radically impact their emotions. In fact, once you’ve settled your customer, if you take the time to EDUCATE people, they will spend more money—and be happier about the investment in their home. That’s what Zeke Davis of Steve’s Plumbing in Lynnwood, WA, does… This superstar had a knock-out ROOKIE year, selling and installing $854K in residential plumbing. A big part of Zeke’...
2023-07-1443 minThe Successful Contractor Podcast$1.6MM Roofing Sold in Fayetteville, AR: 4-Time Sales Crown Champion Brad Garnett Shares His Sales ProcessDoes your team compete AND collaborate? That’s what great teams do… and great companies… like Brown Boys Roofing in Fayetteville, AR. Brad Garnett is a 4-TIME ROOFING SALES CROWN CHAMPION! AND he works with 3 MORE Crown Champions! They work hard to push, help, and motivate one another every day. (By the way, the #1 champ wins a WRESTLING CHAMPIONSHIP BELT! How cool is that???) Brad was an insurance adjuster for almost 30 years before switching sides and going to work for Brown Boys Roofing in Fayetteville, AR. While he obviously knew the insurance side of the industry, Bro...
2023-06-2354 minThe Successful Contractor Podcast$1.2MM Res Plumbing Work Sold in Little Durango, CO: Kory Peine of M&R Plumbing Shares His Service Call ProcessWhat MAGIC WORDS does Kory Peine say to put STRESSED homeowners’ minds at ease? Some homeowners are full of ANXIETY and even FEAR when calling a home services company for help… Kory understands that—and he quickly turns CONCERN into CONFIDENCE that he can help them… Korey is a plumbing salesperson for M&R Plumbing, which has locations in Farmington, NM, and Durango, CO. Last year, Korey killed it—selling just shy of $1.2MM in residential plumbing work in a town of less than 20K. In this interview, Kory explains how he began with...
2023-06-1652 minThe Successful Contractor Podcast$856K Res. Electrical Work Sold & Installed: David Diehl of Tingley Home Services in Milford, MA, Shares His Service Call ProcessDavid Diehl is an electrician with Tingley Home Services in Milford, MA. In 2022, he sold and installed $856,000 worth of residential electrical work. And he did it while working no more than 40-50 hours a week—and no weekends. In this interview, David shares how he got into the electrical trade—and he was recruited to Tingley by the founder of the company speaking at his school! Then, David takes time to break down precisely how he goes about helping homeowners every day, including how he:· Prepares for every service call.· Sells the benefits of t...
2023-06-091h 04The Successful Contractor PodcastKnowledge Leads to Comfort: How Danielle Leisten of Buric Heating & Air Sold $1.76MM & Became the 1st Female CertainPath HVAC Tech to Earn Crown Champion StatusDanielle Leisten is a do-it-all technician for Buric Heating & Air in Columbia, MD. She does maintenance, service, and sales. She even helps in the office. Danielle is also CertainPath’s FIRST female tech to attain HVAC Crown Champion status; she sold $1.76MM in 2022. And it was only her second year in ANY sales function… How did Danielle achieve such incredible, immediate success? KNOWLEDGE IS POWER and POWER COMES FROM KNOWLEDGE… That’s Danielle’s belief. She will take the time to educate homeowners completely about their system—even a 20+ year old dinosaur—and she gives them the option of r...
2023-05-2644 minThe Successful Contractor Podcast$2.8MM in Residential Roofing Sales: Jerrad Taylor of Bouldin Roofing in Tiny Russellville, KY, Explains How Being Straightforward Has Led to His SuccessJerrad Taylor is a salesperson for Bouldin Roofing in the tiny town of Russellville, KY, which has a population of a little more than 7K. And he had an incredible 2022, selling $2.8MM in residential roofing. HOW??? Jerrad believes in being STRAIGHTFORWARD with his customers. He enjoys connecting with people and forging relationships. However, he also believes in being upfront and as honest as possible… Jerrad is straightforward throughout his entire sales process, and he explains it in this interview… Jerrad details:· Why every customer is NOT his customer.· How he manages difficult conversations with homeowners who only thought...
2023-05-1947 minThe Successful Contractor PodcastSurround Yourself with Good People: How Joe Zimmerman Grew Summers & Zim’s in Atglen, PA, from $2MM to $10MM with a Great ProfitJoe Zimmerman, President of Summers & Zim’s in Atglen, Pennsylvania, which is about an hour west of Philadelphia. Summers & Zim’s has been around for nearly 100 years; his grandfathers started it, his dad carried on the tradition, and Joe assumed leadership in his mid-20’s. The company was successful and small. It’s in 2011, after his son Ethann expressed interest in becoming the 4th generation, that Joe joined CertainPath, looking for a way to make Summers & Zim’s a professional operation. And he’s done just that. The business has grown from $2MM in sales to over $10MM. And it’s become very p...
2023-05-051h 20The Successful Contractor Podcast$6.9MM in Residential Roofing by 1 MAN in 1 YEAR—and Very Little of It Insurance Work: Lakeside KangaRoof’s Eugene Martin Shares His Sales ProcessEugene Martin is a salesperson for Lakeside KangaRoof in Geneva, NY. In 2022, Gene sold an impressive $6.9 million in residential roofing in that little New York town. Maybe even more impressive, Gene estimated only 10% of those roofing projects were insurance jobs. So, Gene can clearly work a sales process, earn people’s trust, build value, navigate options, and happily close homeowners, even when its their own money at stake. Show NotesThe Successful Contractor Podcast, Powered by CertainPath, is a show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebra...
2023-04-2148 minThe Successful Contractor Podcast98.47% Call Booking Percentage on 4,300 Service Calls – How Amanda Henrici of Air Repair Pros Answers Phones, Handles Objections, Sells Clubs, Dispatches Techs & Does Everything Else in Between!Amanda Henrici is the Customer Care Manager for Air Repair Pros in Frisco, TX. In addition to leading the department, she’s the company’s lead CCR and dispatcher. In 2022, Amanda had an exceptional year; she converted 98.47% of the calls she answered to appointments… She answered around 4,300 calls! Their cancellation rate was only around 9%. In addition, Amanda and her Air Repair Pros team sold an incredible 1,600 club memberships. Over this 60-minute interview, Amanda shares her recipe to success… She reveals the questions she asks when booking; how she expertly navigates every objection imaginable; her process for introducing & selling clubs over the pho...
2023-04-141h 04The Successful Contractor Podcast$8.64MM (88% Close Ratio) in Residential HVAC Sales by 1 man in 1 YEAR! CM Heating’s Sean Mitchell Unveils His Step-by-Step Sales ProcessSean Mitchell is a comfort consultant (salesperson) for CM Heating in Everett, WA. In 2022, he sold an incredible $8.64 million in residential HVAC. If that number isn’t staggering enough, his closing percentage was a staggering 88%. Even more remarkable: Sean has only been in the HVAC industry for two years! Sean is intense. As he says, he LOVES to win. Sean points to two major reasons for his success: He is intentional about every step of his sales process, and fly! Don’t hold yourself back by any imaginary ceiling. There’s no limit to what you can do. Sean is clearly proo...
2023-03-311h 17The Successful Contractor PodcastGrowing Leaders: Matt Whiat of Chapman & Co. Leadership Institute Shares Insights on How to Identify, Train, Nurture, & Recognize LeadersMatt Whiat is the founding partner of Chapman & Co. Leadership Institute. He was also one of our recent keynote speakers at our CertainPath Expo in Washington D.C. In this power-packed interview, Matt shared many great insights on how to identify, train, nurture, & recognize leaders. If you own a growing business and are looking for ways to grow it even faster, you’re at the right place. Here are links to some of the resources Matt references in the interview: Chapman & Co. Leadership InstituteProject AristotleTurn the Ship Aroun...
2023-03-2445 minThe Successful Contractor Podcast$3M to $10M in One Year! Krumm Exteriors KangaRoof Had an Exceptional 2022 by Caring for Its People & Its CustomersThe Successful Contractor Podcast, Powered by CertainPath, is a show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. About this Episode:Penny Austad, owner of Krumm Exteriors KangaRoof in New Richmond, WI, cares about her team and her customers. An employee of Krumm since 2015, she purchased the business from its founders, Mike and Cheryl, in October of 2021. From that very moment, Penny put an emphasis on building culture and serving the community. Thanks to her incredible team, they had an incredible 2022—sales jumped from $3M to $10M...
2023-02-1042 minThe Successful Contractor Podcast$7M to $14M in One Year! Salt Service Company Has Been Profitably Exploding Thanks to Their Commitment to Caring for Their Customers, People, & CommunityThe Successful Contractor Podcast, Powered by CertainPath, is a show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. About This Episode:Salt Service Company in Hutto, TX, which is right outside of Austin, is a family business in every sense of the word. In this episode, we talked to Melina Garza and Brendan McCarthy, who are siblings. Melina’s husband, Justin, is a manager in the business. And they all work for mom and dad, Kathleen and John. Salt had some incredible growth from 2021 to 2022; it grew...
2023-02-031h 05The Successful Contractor PodcastMoving Fast: Triangle Heating, Cooling and Plumbing in Centre County, PA, Joined CertainPath 18 Months Ago & Sales Have Jumped to $6.2M at a Great Profit!The Successful Contractor Podcast, Powered by CertainPath, is a show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Goodman. Goodman® is a brand of Daikin Comfort Technologies, Inc., the #1 HVAC manufacturer worldwide with one of the world’s largest state-of-the-art manufacturing facilities located near Houston, Texas. Since 1982, Goodman has focused on offering the best values for HVAC systems and supplies, producing energy-efficient, high-quality HVAC equipment that is easy to sell, install and maintain. Goodman’s continuous efforts have helped contribute...
2023-01-131h 02The Successful Contractor PodcastBudget & Invoice Review with Jim Bodine of CJS Heating & Air Conditioning in Ohio and IndianaThe Successful Contractor Podcast is powered by CertainPath. It’s a show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Dynamic Air Quality Solutions. Since 1982, Dynamic Air Quality Solutions has been the leader in designing, manufacturing, and distributing IAQ products to the commercial and residential markets through authorized HVAC contractors. Our products are based on science and logic. We provide ongoing world-class technical and communication training for your entire team. They will learn to understand and believe in the products an...
2023-01-0656 minThe Successful Contractor PodcastAdd a $1M+ in Sales at a 65% GM by Creating an IAQ Culture Add a $1M+ in Sales at a 65% GM by Creating an IAQ Culture with Dynamic Air Quality SolutionsThe Successful Contractor Podcast, Powered by CertainPath, is a show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Staples- Staples is the leading provider in office supplies offering a vast selection of products and services. Over the last 2 years, Staples has also become one of the US largest janitorial suppliers as well. From your everyday business essentials to your office furniture, printing, facilities and breakroom, Staples can do it all. Staples offers benefits to help create efficacies in procurement and c...
2022-12-1658 minThe Successful Contractor Podcast$2.5M - $14+M – Mike Foraker & Jennings Heating, Cooling, & Electric in Akron, OH, Have Grown Profitably by Nurturing Great People & Trusting Them to ExcelThe Successful Contractor Podcast, Powered by CertainPath, is a show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Bradford White - Bradford White is a full line manufacturer of residential and commercial water heaters and boilers. While being manufactured and assembled in the USA by American craftspeople, Bradford White’s goal is to deliver high quality, superior products specifically built for the professional contractor. You can always count on the performance and reliability of our Built to be the Best™ p...
2022-12-0944 minThe Successful Contractor PodcastPlanning for Growth: Reagan Thomas from Travis Electrical Services in Clarksville, TN, and Larry Shoemaker from Deluxe Plumbing & Heating in Bethlehem, PA, Discuss Strategic Planning for a New Fiscal YearThe Successful Contractor Podcast is powered by CertainPath. It’s a show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: R.E. MICHEL COMPANY. With more than 270 sales locations coast to coast, R.E. Michel has grown to one of the nation's leading wholesale distributors of HVACR equipment, parts, and supplies. Our conveniently located branches carry an extensive inventory that meets the needs of its own market and its own customers. And if we don’t have it, we’ll find it...
2022-12-021h 10The Successful Contractor PodcastThe Golden Rule: How Brian & Dave Wilson Have Grown Captain Electric in Pickering, ON, to a Profitable $2M Company by Creating a Culture of Looking after Their Team & Their CustomersThe Successful Contractor Podcast, Powered by CertainPath, is a show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: A.O. Smith. Thinking about replacing your old, inefficient water heater? Nothing brings together commercial-grade reliability and the latest water heating technology like the new Pro-Line family of water heaters from A.O. Smith. Whether you need a gas, electric or even a tankless, we have a model that will meet the needs of your lifestyle. Best of all, when you welco...
2022-11-171h 02The Successful Contractor Podcast$1.5 to $3.5M: How Bill Ragan Roofing in Nashville, TN, Used the CertainPath Model & Content Marketing to Quickly GrowThe Successful Contractor Podcast, Powered by CertainPath, is a show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Zoeller. Zoeller Pump Company’s Aquanot® Fit 508 battery backup system offers an economical option for homeowners in need of dependable protection from basement flooding. The Aquanot® Fit 508 DC sump pump works alongside Zoeller submersible or pedestal pumps to provide up to 6 hours of continuous high-performance pumping when the primary pump either can’t keep up, or power is interrupted. What really sets the Aqu...
2022-11-1133 minThe Successful Contractor Podcast$14.5M to $20M by Placing a New Focus on Residential Service & Replacement: Rachel Cummings & Rustin Mayse of KMP Plumbing, Heating & Air in Mansfield, TXWelcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: pulseM - pulseM is the #1 Review generation platform built for Home Services. The majority of CertainPath members use pulseM for Google Reviews, Customer Communication through text messaging and much more. To quote Bubba Thurman of Baker Brothers - “I can’t say enough good things about pulseM - They match our core values and they do an unbelievable job.” For more informa...
2022-09-231h 13The Successful Contractor PodcastWin with Positivity: Ben Bakeris of Bakeris Roofing in Runnells, IA, Sold $2.2M in ’21 and is On Track to Blow Past that Number in ’22.Welcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Shubee- ShuBee makes it easy to take your customer service to the next level. Show your clients you care with their full line of extra-large, extra durable products made specifically to protect their home or business. ShuBee products were made by service professionals for service professionals. None of those cheap, thin shoe covers that tear on the job. Their booties are ma...
2022-09-161h 20The Successful Contractor PodcastPerformance Management: How to Build Loyalty Through Coaching with Frank Luersen from Home Team Electric in Palm Springs, CA, and Lindsey Rice-Tait from Always Plumbing & Heating in Edmonton, ABWelcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: R.E. MICHEL COMPANY. With more than 270 sales locations coast to coast, R.E. Michel has grown to one of the nation's leading wholesale distributors of HVACR equipment, parts, and supplies. Our conveniently located branches carry an extensive inventory that meets the needs of its own market and its own customers. And if we don’t have it, we’ll find it. I...
2022-09-091h 19The Successful Contractor PodcastBuilding Momentum: Buric Heating & Air Conditioning in Columbia, MD, Has Grown from $600K to (on Target) to Hit $3M in a Few Short YearsWelcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Staples- Staples is the leading provider in office supplies offering a vast selection of products and services. Over the last 2 years, Staples has also become one of the US largest janitorial suppliers as well. From your everyday business essentials to your office furniture, printing, facilities and breakroom, Staples can do it all. Staples offers benefits to help create efficacies in procur...
2022-09-0255 minThe Successful Contractor PodcastAiming for $80M, Part 2: Jimmie Dale of Baker Brothers in DFW Talks about How to Strategically Use Your People; Call Center Structure & Management; Managing Materials Costs; Maintaining Culture as You Grow; and Private Equity in the Trades.Welcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Dynamic- Dynamic Air Quality Solutions supplies the private labeled Clean Air Defense System IAQ products exclusively to SGI members. Based on science and logic these high performing IAQ products control all three phases of indoor air contamination and are supported by World Class technical and communication training for your entire team. Learn how to build an IAQ culture within your company...
2022-08-191h 05The Successful Contractor PodcastAiming for $80M, Part 1: Jimmie Dale of Baker Brothers in DFW Talks about How to Break into New Trades, Beat Off-Season Goals, Explode Your IAQ Sales, Find & Retain Great People, & More!Welcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Dynamic- Dynamic Air Quality Solutions supplies the private labeled Clean Air Defense System IAQ products exclusively to SGI members. Based on science and logic these high performing IAQ products control all three phases of indoor air contamination and are supported by World Class technical and communication training for your entire team. Learn how to build an IAQ culture within your company...
2022-08-1257 minThe Successful Contractor PodcastChat with Angi – Mallory Micetich, VP of Corporate Communications, & Mischa Fisher, Chief Economist, Discuss Home Services Trends, Economic Fluctuations, Labor Shortages, & More.Welcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Redesign.co- This message is brought to you by Redesign.co. As an SGI member, you can receive a 100% fully optimized website that’s hosted for free! Have a website you like already? Redesign.co can dramatically boost your presence on Google free for 90 days. Redesign.co also a full-service digital marketing agency that can assist you with all your online needs...
2022-08-0542 minThe Successful Contractor PodcastHow to Run a Healthy Family Business with Lee & Bethany Amos from Master Plumbing, Heating & Air and Roof Plus’ Anthony & Cheryl LombardoWelcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Staples- Staples is the leading provider in office supplies offering a vast selection of products and services. Over the last 2 years, Staples has also become one of the US largest janitorial suppliers as well. From your everyday business essentials to your office furniture, printing, facilities and breakroom, Staples can do it all. Staples offers benefits to help create efficacies in procur...
2022-07-291h 02The Successful Contractor PodcastQuest to Be the Best: How Zach Wehrle, an Electrician from Safe Electric in Columbus, OH, Sold & Installed $570K in Residential Electrical Work Last YearWelcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Shubee- ShuBee makes it easy to take your customer service to the next level. Show your clients you care with their full line of extra-large, extra durable products made specifically to protect their home or business. ShuBee products were made by service professionals for service professionals. None of those cheap, thin shoe covers that tear on the job. Their booties are ma...
2022-07-2238 minThe Successful Contractor PodcastLatest on Impending HVAC Federal Regulation with Ben Middleton of Daikin and Allison Skidd from RHEEMWelcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Home Depot Pro Trades. At The Home Depot Pro Trades, our job is helping you do yours. Powered by HD Supply, we are uniquely positioned to help drive your business through unrivaled access to professional-grade Plumbing, Electrical and HVAC products and innovative business solutions such as our Stockwise Inventory Management program fully customizable to meet your needs and improve productivity. Our na...
2022-07-0841 minThe Successful Contractor PodcastCall Center: How to Maximize Every Opportunity that Comes Into Your Office – CertainPath Member Discussion with Janie Contreras of Home Service Heroes in Tampa, FL, and Melissa Holland of Sirius Plumbing & Air Conditioning in Carrollton, TxWelcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Synchrony – Are your customer’s reluctant to share their personal financial information with your sales team? Help eliminate any customer concerns by allowing them to apply for financing using their personal device with Synchrony’s Direct to Device technology. This completely paperless process not only saves time, it helps reduce input error and frees your sales representative to handle other tasks. Custom...
2022-06-241h 04The Successful Contractor PodcastRecruiting: How to Find Better People & More of Them – CertainPath Member Discussion with Angela Blessinger, the Chief Culture Officer, of JA Bertsch Heating & Cooling in Coeur d'Alene, ID, and Gabe Adkins, Recruiting Manager, of OnTime Service in Birmingham and Mobile, ALWelcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: Redesign.co - As a CertainPath member, you can receive a 100% fully optimized website that’s hosted for free! Have a website you like already? Redesign.co can dramatically boost your presence on Google free for 90 days. Redesign.co also a full-service digital marketing agency that can assist you with all your online needs, including PPC. Call 208.261.9898 or visit your CertainPath...
2022-06-171h 17The Successful Contractor PodcastWired to Compete: Emily Dweck Sold $2.3M in Residential Re-Roofs for Holencik Exteriors in Coplay, PA, Thanks to Her Desire to Win and Her Belief in Her CompanyWelcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Thank you to our sponsors: GOODMAN® - Since 1982, Goodman Manufacturing has focused on the goal of producing energy-efficient, high-quality HVAC equipment that is easy to sell, install and maintain. Goodman’s continuous efforts have helped contribute to the success of HVAC dealers, like you, across towns and big cities throughout the country. Goodman produces a complete line of refreshingly affordable, ducted split systems and packaged units. Th...
2022-06-1037 min