Toolbox for the Trades

There are a lot of questions about how to approach mergers and acquisitions in the trades. Turns out, it’s a lot like dating. At least according to AJ Brown, President and CEO, and Will Matson, Group CFO & Head of MFA, from Apex Service Partners. It’s one of many things I learned when I spoke with them about how their services group is operating like a pit crew for its partners in the trades.What we talked about:Why they left finance and found their forever-home in the trades How services groups work How to approach a partnership (& why it’s like dating)If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Look around your workplace. Where are the young faces? The average age of someone in the trades is around 50. That’s what happens when your industry does things “the way they’ve always been done.”But for Justin Armendariz, Founder & CEO at Better Future Facilities, the average tech in his company is under 30. Justin has brought technology to the forefront in his business and, as a result, is dragging the trades out of the past and preparing a new generation for the future. In this episode, we discuss:How to revolutionize an aging industryHow he is taking on some of the biggest names out thereWhy recruiting and training is everything. If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Usually, the customer knows why they need your product… HVAC, plumbing — when something happens they’ll call.But what if they don’t know they need your product?Then it’s time to educate them.That’s exactly what Rod Yoder, Director — North American Dealer Sales at Kinetico Water Systems, does. He’s learned some clever techniques over the years to teach his customers the value of the water softening and filtration systems he sells. And there are some great ones. What we talked about:Educating your customers about the need for your product How to set yourself apart (and get referrals)How a non-electric company moved into IoT If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

How do you get a thriving culture?It starts with leadership.The owner should be the chief people-person in the company. That’s what Jaime DiDomenico, President at Cool, Plumbing and Energy Today, learned time and time again in his career: A company is only as good as its owner. In this episode, we discuss:Why the owner should be the chief people-personWhy you need to reinvest in your people and the businessWhy a business is only as good as its ownerTo watch our webinar with Jaime, visit servicetitan.com/jaime If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

When it comes time to buy, your customers need options.And if you’re not giving them the options they need… They’ll go online and find someone who can. That insight is foundational for Joe Crisara’s success. Now Owner and Business Coach at ContractorSelling, Joe managed to turn a quarter of a million dollars in debt into a thriving business.All by giving his customers options. In this episode, Joe and I discuss:Why options can transform any business for the betterHow to present options to the customerWhy worrying about the competition is a waste of timeIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

First impressions matter.That’s why word choice is so important when we first meet someone… And why your CSRs need amazing communication skills.They are the first point of contact with your customers — and what they say can set the tone for the whole relationship. Today’s guest is Angie Snow, Vice President at Western Heating & Air Conditioning and Success Coach at Snow Business Coaching, where she helps business owners struggling to find the right words learn to more effectively engage customers and cultivate 7-star CSRs. In this episode, we discuss:How to empower 7-star CSRs in your businessThe challenges (and triumphs) for women in the tradesHow to effectively leverage feedback Now Angie is part of the ServiceTitan team too! If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

When looking for growth, owners often want to add more services.If you can do it all, you cast a bigger net, right?But a jack of all trades is a master of none…And nobody wants to hire a roofer to fix their plumbing.That’s one mistake Mike Claudio, Owner at WinRate Consulting, has repeatedly seen in his years advising owners in the trades.In this episode, Mike explains:How to find your niche (and what pitfalls to avoid)Why success means taking adviceWhy CRMs are so important to a successful operationIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Growing your business requires community support.If customers recognize and trust your brand, you’ll go far… And you may just raise a million for charity in the process. That’s Geoff Gillon, Founder of The Pink Plumber, did and it paid off huge dividends. He transformed his plumbing business into a lucrative sale by virtue of, well, virtue. The Pink Plumber became an icon by donating massive sums to breast cancer research…And, of course, pink plumbing vans. We discuss:-How to convince a plumber to drive a pink van (and grow exponentially in the process)-Why growth is more important than profits-How to golf every single day and still make it big If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here! Hosted on Ausha. See ausha.co/privacy-policy for more information.

Mental health matters. Yet, for some reason, it’s often overlooked in the trades.It’s time we take mental health seriously.In this episode, I catch up with Stacy Fore, Owner at HVAC Solutions, where she has instituted a reimbursement program for mental health. We speak about that and more, including:-Why No-BS values are foundational to a thriving culture-Why the trades is the best path for a free education-Why referrals still matter in the digital ageIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Are you thinking about selling your business?If so, why? It seems like an easy question to answer, but so many can’t Fred Silberstein, President at SF&P Advisors, says if you want to sell, you need a great answer to the question. In this episode, Fred explains:-How to find your “why” (and what to do when you find it)-Why KPIs are so important for a sale-Why buyers are really buying your peopleIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Growing a business is hard work. Even more so when you do it with your spouse.But there’s a secret: Clearly defining your roles.Just ask Rhonda Dowdy, Chief Executive Officer at S&D Plumbing, a business she’s spent the last 40 years building with her husband. And they pulled it off by knowing their superpowers: Her husband is the visionary; she is the integrator. In this episode, Rhonda covers:-What makes her husband the visionary and her the integrator-How to choose a specialty-How to get buy-in for big changesCheck out these resources we mentioned:-Traction-Rocket FuelIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

A lot of businesses in the trades struggle with marketing.But marketing really comes down to 3 things:Providing value, building trust and educating your customers.My guest today is someone who has these 3 things down to a science. Roger Wakefield, Owner at Texas Green Plumbing, has one of the most fascinating and storied backgrounds of anyone I’ve ever interviewed. From plumbing to cosmetology to restaurant management — he really has done it all.And now, he can add “YouTube sensation” to that list.In this episode, Roger explains:-The steps he took on his fascinating career path-How he became a YouTube sensation-How to pick a specialty in the tradesIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Has everyone in your office hopped in a van with a tech? If not, they should.Without seeing first hand what they go through, everyone’s work suffers.Since implementing ride-alongs, Vanessa Gonzales, Chief Administrative Officer at Albuquerque Plumbing, Heating & Cooling, has seen everyone — in the office and field — get better at their jobs. I caught up with her in today’s show to pick her brain about what she’s learned in her many years of experience owning a business in the trades.We covered a lot of ground, including:-The trick to running a business with your spouse (and his old roommate)-Why ride-alongs are so effective-How to be a coworker to your employees (until they force you to be the boss) If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

How well do you know your operations manual? For many, it’s just something to keep lawyers happy.But it should be your bible for success. In this episode, I speak with Al Levi, Consultant and CEO at The 7-Power Contractor and Author of The 7-Power Contractor, itself an operations manual for success in the trades. If Al has learned anything in his lifelong career in the trades, it’s that a manager’s real job is to make sure the manuals are right.In this episode, Al explains:-Why making great systems is more important than finding great people-How a lawsuit at a young age taught him the importance of manuals-The 7 powers you need to find success in the tradesIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Everyone wants to grow their business.But sometimes, that means becoming less vital to it. Your systems should be so good your business runs fine without you. In today’s guest episode, we have another great one from The Home Service Expert. Tommy Mello and Adam Cronenberg, COO at A1 Garage Door Service, go over how streamlining their systems fueled their explosive growth. Tommy and Adam discussed:-How Tommy’s team leveraged ServiceTitan to streamline their system-Why systems and processes are vital to your business-The difference between owning a job and owning a businessWant to take part in the conversation? Be sure to join our Facebook group here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Adding services to your business can be a great strategy…But it can also be scary.So, it’s important to make sure the business is spot on. And we have another fantastic guest episode today from To The Point that explains exactly how you can. In it, Host Chris Yano interviews Bobby Jenkins from ABC Home & Commercial Services and finds out how he was able to add so many services to his business. They go over:-Why multiple services is a great strategy (and topic)-What it takes to build a sustainable family business-Why a repeat customer is the best customerWant to take part in the conversation? Be sure to join our Facebook group here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

There are 3 reasons people buy from you:They know you. They like you. They TRUST you.And there’s only one way to win their trust… Being consistent.In today’s Toolbox for the Trades Guest Series Episode, Mike Claudio and Ryan Webber, hosts of Big Stud Sales, go over how you can win your customers’ trust through consistency.They explain:-Consistency selling (and why it builds trust)-The importance of SOPs-How you can leverage podcasts to reach your target audienceWant to take part in the conversation? Be sure to join our Facebook group here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

From bad reviews and $50K in debt to homelessness and loss — our guests have gotten real with us on Toolbox for the Trades.In this episode, I share our top takeaways from Season 1 (and let you know what’s coming up for the summer).What we talked about:-Each of our guests shares inspiration & insights-What you need to succeed in leadership, acquisitions, & overcoming adversity-Take control of your thoughts with Friedrich NietzscheCheck out this resource we mentioned during the podcast:-Our ebook companion to Season 1-Our Facebook community: Toolbox for the Trades If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

What do you think about most? Have you never really thought about that? Maybe you should. Thinking about what to think about can transform your entire life. At least it did for Weldon Long, speaker, mindset and sales expert and New York Times Bestselling author of The Power of Consistency. After spending much of his adult life in prison, Weldon’s incredible success story truly demonstrates the power our mindset can have — and how changing it can alter the entire trajectory of our lives. In this episode, he shared:-How he went from “loser” to the success he is today (and the neuroscience behind it)-How we can use the same mental tools to improve our business, sales and culture-Why every sales strategy works — the problem is usually human error If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

The trades are filled with people who know hard work.And not just physically — you need savant-like technical expertise to do your job. So why are you scared of your financials? Today we’re speaking with Ellen Rohr, President and Franchise Operations Manager at Zoom Drain. After a long career in the trades, Ellen has figured out why you don’t want to look at your financials. And, spoiler: It’s not the math. In this episode, Ellen covers:-How Ellen got roped into the trades (and why she never left)-Why a good mentor can change your life-What is really scaring you away from your financials If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Are you worried about the labor shortage?Well, don’t be. There’s no shortage of workers out there.You just haven’t built a culture they want to be a part of. At least, so says our guest, Chad Peterman, President, Peterman Heating, Cooling & Plumbing.For Chad, the story of a labor shortage in the trades is nothing but a tall tale designed to scare kids into eating their vegetables. Okay, well… not that exactly.But it is something that’s easy to avoid by cultivating the kind of culture that attracts the best talent to your team. We covered:-How to personal growth ties to your company’s growth-How culture can overcome any labor shortage-Why you should never stop recruitingIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

If Thanksgiving has taught us anything, it’s that family can be tough.So, it’s amazing how many family-run businesses succeed and grow.But that growth means new, non-familial employees. How do you adopt them into the familyOn our show today, Darius Lyvers, COO of F.H. Furr Plumbing Heating and Air Conditioning, shares some do’s and don’ts for growing a family business. Darius has had some bad experiences as an outsider in a family company, but he’s also had great success. In fact, he’s been at the same family-owned business for over 20 years.What we talked about:-The pitfalls of growing a family business (and how to overcome them)-How passion, work ethic and empathy combine to create sales success-How to systematize these qualities when building your teamIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

We live in a golden age of data that’s transformed operations in the trades. It’s never been easier to use software to track and analyze information on every facet of your business.So, it’s sometimes tempting to think you can see the whole picture without ever looking up from your computer screen. But even with all the help these tools provide, sometimes getting hands-on out in the field is the quickest path to spotting a problem and solving it.That’s one of the lessons today’s Toolbox for the Trades guest, Eric Falconer, has learned during his time as operations manager (and slogan-coiner) at Dutton Plumbing.Eric also talked about:-How to improve communication between the office and the field-How to better empathize with your customers-Why a dispatcher’s behavior matters as much as a technician’s-His mom’s reaction when he dropped out of college to pursue a career in plumbing If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

What are your values?It’s a question every leader needs to answer. It’s both the how and the why to success. And leadership in the trades is no different. Our guest today, Chris Hunter, proves that.Chris is the Co-owner of Go Time Success Group, Founder of Hunter Super Techs and Director of Customer Relations at ServiceTitan.He collected this impressive collection of titles by living out his values every day.In this episode, he goes over:-How to incorporate your values into those of your business-Why leaders in the trades shouldn’t be afraid to reach out for help-The strategies you need for success in the trades. If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

We hear so many success stories in the trades that often follow a similar path:Start as an apprentice fresh out of high school, work hard to move through the ranks and, eventually, start and grow a company.And while you should never underestimate the power of hard work, it isn’t the whole story. Success is about what you choose to invest in.Just ask Aaron Gaynor, owner of The EcoPlumbers. He’s built two plumbing enterprises from the ground up.And he did it by making the right investments. Not monetary investments, but investments in people.What went over:-What it takes to start again after closing a business-How personal growth drives business growth-The importance of word-of-mouth support from your customers (and how to ask them for it) If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Have you ever wondered how you can better market to women? What do you think women look for in a contractor? Now, this may seem crazy, but we have a suggestion: Ask them. And our guest today, Susan Frew, public speaker and President of Sunshine Plumbing, Heating & Air, did exactly that. In this episode, we talk about what she learned and so much more. Susan goes over:- Why bigger isn’t always better when it comes to revenue or fleet-size- The challenges and benefits of operating a woman-owned business in a male-dominated industry- Why more women should take advantage of the exciting job opportunities the trades offer If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Mario spent time in prison. But when he tells his story, he glosses right over that fact. What turned Mario’s life around wasn’t prison. It was the 2008 recession. It all started with a letter from bankruptcy court. He was being written off for nearly $300,000 of what he was owed. Imagine pacing the floor of your bedroom in a house that you just built, figuring out how to tell your wife that you may have to file for bankruptcy. So what did Mario do? “I decided to fight,” he says. On this episode of Toolbox for the Trades, Mario Campirano takes us on a journey, and talks with us all about: - How staring down bankruptcy caused him to make a dramatic shift in his mindset- How he and his team are coping with the current crisis- How he’s inspiring his technicians during an unprecedented time If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

Are you a vital part of your business?If you leave on a two-week vacation and don’t check-in, will it fall apart?Many business owners will proudly say “yes” to both questions — but, if you’re one of them, you’re probably doing it wrong. That advice is straight from our guest today, Tommy Mello, who is a bit of a renaissance man when it comes to the trades. He is the owner of A1 Garage Door Services, host of the Home Service Expert podcast and author of Home Service Millionaire.What we talked about:- Why you should organize your business like you’re planning to sell it (even if you aren’t- Why revenue is for vanity, profit is for sanity- How helping your employees win as individuals help your company win as a teamIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

As anyone in the trades can tell you, hard work pays off.We’re always blown away here by the success stories we see in the trades every day.And that work ethic follows from the first day crawling through the mud to overseeing a $50 million empire.At least, it did for our guest today, John Akhoian, CEO at Rooter Hero Plumbing.John has carried his work ethic through every stephe has taken in the industry — from his first job shadowing a family friend to expanding his business into an interstate empire. He came on to share the secrets to his success, including- Why being master of one (or two) things is better than being a jack of all trades- The best marketing strategies to leverage as your business grows- The secrets to a successful acquisition (on either side of the deal)If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.

You’ve heard that saying, “Treat the janitor the same way you would treat the CEO.” It’s one of the keys to great leadership, and it’s easy to say, but much harder to do, particularly if you’re already the CEO. Which is why our conversation with Ken Goodrich was such an inspiring one. Ken is the CEO of Goettl, one of the oldest HVAC companies in the US, and was a guest on the Toolbox for the Trades podcast. He talked all about: - How helping his dad fix HVAC units led to him falling in love with the industry - How his leadership style has evolved over the last 20 years - Why he considers his innate ability to find talent one of his greatest assets - And so much more If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts, Spotify, or here.Know a business that could use a bit of muscle from ServiceTitan? Refer them here!Hosted on Ausha. See ausha.co/privacy-policy for more information.