Waste No Day: A Home Services Motivational Podcast

Welcome to Waste No Day Podcast! In this episode, JP Dinnell shares practical tips and strategies for becoming a more influential and trusted leader. JP discusses valuable insights on building trust, alignment, and caring relationships within a leadership context. By adopting a mindset that values trust, embraces diverse perspectives, and demonstrates genuine care for team members, leaders can create an environment that promotes collaboration, growth, and employee satisfaction. Here's a breakdown of what to expect in this episode: Observations of good leadership, including taking care of the team while maintaining high standards. The importance of having someone you look up to provide guidance and suggestions for personal and professional growth. Emphasizing the significance of alignment in building relationships and effective leadership. How alignment enables effective communication and minimizes conflicts The five key elements for a solid relationship: trust, listen, respect, influence, and care And so much more! About JP Dinnell: JP Dinnell is a former U.S. Navy Seal who spent nearly a decade in the SEAL Teams with three combat deployments. While with SEAL Team Three’s Task Unit Bruiser, JP worked closely with SEAL Officers Jocko Willink and Leif Babin, and was a factor in many of the combat operations Jocko and Leif wrote about in Extreme Ownership. J.P now is sharing his talents in leadership and excellence serving as the Director of Tactical Training Programs, Leadership Instructor, Speaker, and Strategic Advisor for Echelon Front. Connect with JP Dinnell on… Website: https://echelonfront.com/ LinkedIn: https://www.linkedin.com/in/jeremiahdinnell/ Facebook: https://www.facebook.com/jpdinnell/ Twitter: https://twitter.com/jpdinnell?lang=en Instagram: https://www.instagram.com/jpdinnell/?hl=en Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

In today’s show, we are re-releasing a great interview with special guest Tom Hopkins about fear words. World-renowned as THE Builder of Sales Champions, Tom Hopkins’ practical, yet powerful selling strategies have made the careers of literally millions of sales professionals. Tom has been teaching via live and online events, recorded audios and videos, and through his books for over 40 years. His classic book, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today’s top sales pros. Tom teaches simple strategies you can put to work in your very next sales presentation. Why have millions built their careers on Tom’s training? Because they get the results they want—closed sales and happy clients! In this episode we investigate the power of the words we use and specifically the words we should avoid.

Welcome to Waste No Day Podcast! In this episode, Josh Kelly shares how anchoring can be used to motivate employees and create emotional connections with customers. Josh Kelly's success story in the home service industry had an unexpected twist that propelled him to greatness. Growing up in a family deeply rooted in the trades, he learned the value of hard work and dedication. But it was his discovery of the 51% rule that helped him take his business to the next level. Despite facing challenges and setbacks, Josh's unwavering commitment to growth and personal improvement anchored his success. Here's a breakdown of what to expect in this episode: Discover valuable insights into the ever-evolving home services industry. Master the art of utilizing emotional anchors to stay motivated and focused. Gain a competitive edge by leveraging unique selling propositions in your marketing strategy. Grasp the impact of private equity firms on the growth of home service businesses. Learn the significance of continuous education and training in expanding your home service venture. And so much more! About Josh Kelly: Josh Kelly is the CEO of Clover Marketing and Consulting, as well as the host of the LIP Service For Contractors podcast. He teaches home service business owners how to consistently grow companies from seven figures all the way up to nine figures. He has helped his own family business, a local heating, cooling, and plumbing company in Phoenix, grow from $7 million to $175 million in just 14 years. He has been featured on stages with Zig Ziglar Foundation, Dave Yoho, and the EGIA, as well as on major platforms like CBS, Fox, and NBC. Connect with Josh Kelly on… Website: https://www.growwithclover.com/ LinkedIn: https://www.linkedin.com/in/josh-kelly-clover/ Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

In today’s show, we are putting Shane Belzer in your passenger seat to discuss how to close more jobs. Shane started his journey in the trades as an apprentice in the typical “thrown to the wolves” training method. After gaining some success and working his way up, he took a break from the trades before returning in a more dedicated sales role. Moving from Comfort Consultant, to Sales Coach, to Director of Sales, he now sits as the Regional Director of Sales overseeing $130M in sales for F.H. Furr based out of Manassa, VA. Through the years Shane has refined his sales acumen to a science, focusing on radical consistency as the foundation for success. On today’s show, he shares some of the elements he has learned and what it looks like to apply them in the field.

In today’s show, we are putting Jim McCormick in your passenger seat to discuss the power of risk. Risk is a concept that we all generally shy away from because it requires vulnerability. Sometimes this vulnerability is physical, like jumping out of a plane or perhaps emotional like expressing your feelings. Either way, we typically look to avoid risk. However, we also choose to risk every single day when we hop in the car and drive down the road or any number of other activities that are seemingly benign but have inherent risk built into them. Our familiarity with activities and our perception of them makes the difference with our level of acceptance. But what about the risks that make a difference in our lives? Taking a new job. Moving to a new place. Asking for that first date. Over the course of our lives there are pivotal moments that often change the direction of our lives and in many of these cases risk is involved. Very rarely do we look back on those moments and regret that that we overcame the fear and anxiety of taking the risk. So, if there is such reward in things, there is power. This is what Jim McCormick has based his book upon and practiced in his own life. With over 5000 career skydives, Jim is well familiar with the concept of risk and has taken concepts and practices from theory to our conversation to understand why risk is so powerful. Stretching our comfort zone is never comfortable by definition, but it may be just what we need for that next big thing.

In today’s show, we are putting John Wenman in your passenger seat to discuss his journey in starting over as a residential service provider. Starting his business with his wife in 2015, John was all commercial. An electrician by trade, John got tired of the cash flow problems that so frequently accompany commercial work and decided to make the switch to residential. Starting in 2020, at the beginning of covid-19, he had a tough road in front of him. Yet, he persisted, and through trial and error and opening his mind to experts in the industry, he has seen and continues to see success. Wenbrooke Services is now a tri-trade organization expecting to obtain $6M in revenue in 2023. Along the way, the lessons that John has learned have proved invaluable to his success. On today’s show, John shares some key insights on what made the difference through this difficult, but rewarding journey.

In today’s show, we are putting Jamie Mellinger and Logan Altland in your passenger seat to discuss overcoming objections in the home. Returning to conclude the conversation from last week, Jamie and Logan are not strangers to overcoming objections. As combined $6M producers in 2022, they have refined and perfected their presentation over years of real-world application. Today, they share their insights on different scenarios and specifically different personalities that they come across in the trades. If you missed last week’s episode, be sure to catch the beginning of the conversation before you pickup with part two and this great conclusion.

In today’s show, we are putting Jamie Mellinger and Logan Altland in your passenger seat to discuss the selling process and objections. Jamie and Logan are no stranger to the show, both having been on multiple times in the past. Jamie and Logan are both 10 year plus electricians who are currently working for Mister Sparky Electric in Lancaster, PA. On the show, we explore how each of them has a slightly different approach in the home, but both have proved to be extremely effective with combined total in sales of $6M in 2022. Make sure that you catch the conclusion next week as these two powerhouses go through process and overcoming objections in the home.

In today’s show, we are putting Joey Abedini in your passenger seat to discuss how being a people person has led to great success in the home. Joey has made a career of being a student of people. Living in over twenty countries, it was something he had to do to understand culture, language, and relationship. Originally hailing from England, Joey learned the electrical trade starting at age 16. After completing an apprenticeship, Joey traveled the world taking jobs as a scuba diver, super yacht crew, and more. Now settled in Orlando, FL, his experiences have provided great talking points as he meets with clients in their homes. But it’s not just about his story. Joey has developed a natural curiosity about people and the stories that his customers have. This curiosity turns to great conversation turns to great trust. And that trust is what has anchored Joey’s ability to get on a real level with a client and discuss real needs in their electrical system. Selling over $2.8M last year alone, Joey ranks second in total electrical sales in the Mister Sparky Electric network. He joins us on the show today to talk about how he is being so successful in the home.

In today’s show, we are putting Todd Liles in your passenger seat to discuss growing your business. Todd is the founder and CEO of Service Excellence, an organization dedicated to the training and development of all things home services. Todd is no stranger to the trades himself. He has been a builder, tech, salesman, trainer, owner, executive, and now business coach. On today’s show, Todd shares some exciting new plans to help trade business grow and how with intention and focus the next level become achievable. Make sure you also catch Todd’s debut on the Waste No Day podcast from September 5, 2022, on episode #107.

Welcome to the Waste No Day Podcast! In this episode, join Clay Neumeyer and Joseph Lucanie from Electricpreneur Secrets – The Electricians Podcast, as they talk about their mission to help every master electrician with master sales, simplify pricing, and communicate effectively their value to the clients. This is an eye-opening episode for Electricians in the Home Service industry, that will certainly give a better perspective on valuing yourself, your trade experience, and communicating that value at a higher level. Here's a breakdown of what to expect in this episode: Introduction: Clay and Joseph's background Understanding electrical systems and communicating with customers. On electrician specific resources Specializing on customer communication How Clay got started How Joseph got started On adversity in the trades On Maslow's hierarchy of needs On lacking resources in the electrical side of trades The dark cloud of self-objection. On the perspective of pricing "To Code" versus "To Modern Safety Standards" "You are worth it." On communicating the value of what you're doing. The service process Giving options to improve the quality of life. Presenting options as an opportunity to show what you can do at your price. Getting shocked for not following the safety process. Clay and Josephs hope for where the industry can go About Clay Neumeyer: Clay Neumeyer is an Electrical Strategy Specialist. He is a proud father, partner, and Master Electrician with a business addiction. Clay has a fire burning for seeing Electricians RISE to their potential. He came up through the school of hard-knocks with a bachelor degree from adversity university and has risen through the ranks through a values centered service approach. He has 18 years of entrepreneur experience, dedicated growth, over $150K of mentorship, self & academic education in Project Management, Master's level Business Administration, & Business Coaching. With a deep understanding of the business & personal challenges and training associated with high-level performance, Clay is an asset you need in the Electrical industry. About Joseph Lucanie: Joseph Lucanie is an Electrical Service Specialist. He's a loving father and husband and is Master Electrician with a big vision for 3 things: Family, Service, & Sales. He co-founded his last electrical business at the age of 22, led his team with a consistent 80% close ratio, and successfully exited his business by 30 with the goal of becoming one of the best Electrical Service & Sales trainers in North America. As a master electrician with over 16 years of field experience, his goal is to provide genuine and impactful mentorship to all under care, with a particular emphasis on electricians who are trying to grow their own businesses. Understanding the struggles and the particular nature of operating as an electrician is one of the many reasons why his style of training is both unique and effective. Connect with The Electricians Podcast on… https://www.buzzsprout.com/2065568 Apple Podcast: https://podcasts.apple.com/us/podcast/electricpreneur-secrets-radio-the-electricians-podcast/id1655181789 Spotify: https://open.spotify.com/show/3JCw0SE2SnHhg2APT5wau9 Youtube: https://www.youtube.com/@electricpreneursecrets Facebook Group: https://www.facebook.com/groups/electricpreneursecrets/ Come join us in our FB community of Electricpreneurs - To find us, simply Facebook Search "Electricpreneur" to find our "Electrical Contractor Success- Electricpreneur Club" Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

Welcome to Waste No Day Podcast! In this episode, Ben Poole, founder of HVAC Tactical, talks about his mission to make the HVAC industry more attractive to young people and encourage a passion for the trade. Ben shares his experiences and insights on the importance of creating a positive community and mindset in the trades, and how it can lead to a movement of skilled and passionate individuals. Ultimately, Ben's mission is to change the negative stereotypes and make the trades a desirable and fulfilling career path for young people searching for opportunity. Here's a breakdown of what to expect in this episode: Encouraging a passion for the HVAC trade among young people Importance of continuous learning and adaptation in the industry Creating a positive community to instill pride and ownership in the trades Shifting bad mindsets and making the trades a better place through self-reflection and growth Rethinking the trades and creating a movement to attract more skilled and passionate individuals And so much more! About Ben Poole: Ben Poole is a third-generation HVAC professional and the founder of HVAC Tactical. He began his career in the HVAC industry at a young age, cleaning his father's shop and helping his grandfather fabricate sheet metal ductwork. Ben spent several years learning to master residential and commercial installation before pursuing the service side of the industry. He became very well-rounded in installation, service, and troubleshooting. Connect with Ben Poole on… LinkedIn: https://www.linkedin.com/in/ben-poole-2b96911b/ Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

Are you ready to learn how to take control of the way you communicate and create genuine connections with your customers? In this episode of Waste No Day Podcast, Danny Zatarain shares his life story and the principles he learned from "Uncle Joe" about pure motive service. Danny emphasizes the importance of positive communication, controlling our responses to events, and shifting from being controlled by our egos to controlling our success. He also discusses the challenges technicians face in connecting emotionally with customers and handling objections, with a role-playing exercise to demonstrate how to redirect conversations toward the value of higher-end options. If you're in the home services industry, catch this episode full of practical tips on serving people with pure motive service and achieving revenue growth. Here's a breakdown of what to expect in this episode: Importance of communication in sales, especially in home services industry Principles of "pure motive service" and creating a genuine connection with customers Importance of controlling one's response to events and shifting from being controlled by ego to controlling the outcome Importance of positive communication and avoiding negativity in personal and professional life Challenges faced by technicians in connecting emotionally with customers and presenting solutions, with a focus on handling objections and providing excellent customer service And so much more! About Danny Zatarain: Danny, or Daniel Zatarain, is the Director of Training & Development at Service MVP. His professional background and expertise lie in developing individuals and creating successful teams. He believes that having a mission and vision are important for success, but serving people is the key to making a difference. Danny is passionate about implementing new ideas for growth and development and fostering a culture of continuous learning within organizations. Connect with Danny Zatarain on… LinkedIn: https://www.linkedin.com/in/danielzatarain/ Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

Welcome to the Waste No Day Podcast! On this episode, we're diving into the world of leadership with Ken Goodrich, an HVAC industry expert who has lost 100 pounds due to his daily walking routine and change in diet. Ken shares insights on his inspiring Facebook group called "The First Step of Ken Goodrich," where hundreds of members encourage each other to stay active and share best practices. Ken also talks about the impact of handwritten customer letters on his team's motivation and how he wishes this practice were still prevalent in today's world. He shares valuable strategies for growing a business in the service industry, emphasizing the importance of building a solid team and prioritizing the sale of club memberships to generate revenue. Join us as we learn from Ken's experiences and discover the key to winning the race in business. Here's a breakdown of what to expect in this episode: Ken Goodrich's daily walking routine with "The First Step of Ken Goodrich" Facebook group Importance of handwritten customer letters on team motivation and building a strong team of technicians Strategies for growing a business in the service industry, including prioritizing club memberships and building a system Importance of constantly educating oneself and staying ahead of the competition, and joining best practice groups to learn from others Being a successful businessperson is about more than just being a good tradesman and the importance of operating within a business system to succeed. And so much more! About Ken Goodrich: Ken Goodrich is the CEO of Goettl Air Conditioning and The Sunny Plumber, both based in Las Vegas. He grew up in Las Vegas and used to accompany his father on calls for his air-conditioning business. Goodrich acquired Goettl AC in 2013, established in Phoenix in 1939 by brothers Gust and Sam Goettl. After receiving the company, he expanded it to Las Vegas in 2016. He also started The Sunny Plumber in Phoenix and Tucson, later expanding to Las Vegas and Corona, California. Goodrich has recently acquired two additional air-conditioning businesses in Las Vegas and plans to continue expanding his brands across the Southwest. Connect with Ken Goodrich on… Website: https://www.goettl.com/ LinkedIn: https://www.linkedin.com/in/kenneth-d-goodrich-ba580427/ Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

Get ready to be inspired by the founder of NexGen, Ismael Valdez, as he joins us on this episode of Waste No Day Podcast. Originally planning to discuss productivity, we shift the focus to the importance of creating a great work culture. Ismael shares his journey from being kicked out of his house at 17 to building a multi-million dollar company. He emphasizes the significance of employee satisfaction and how it can lead to increased revenue. Fear should not stop you from making decisions, and even slow times can be overcome with consistent marketing efforts. Learn from their mistakes of growing too fast and not knowing their numbers, and the importance of reinvesting back into the business. Here's a breakdown of what to expect in this episode: Creating a great work culture and prioritizing employee satisfaction and success Valdez’s background and experience in the trades and learning from contractors Overcoming fear in business decisions and being decisive to achieve outcomes faster Consistent marketing and outbound calls to keep business going Importance of reinvesting back into the business and avoiding mistakes in pricing and employee compensation And so much more! About Ismael Valdez: Ismael Valdez is a man on a mission. As the owner of the #1 HVAC Company in Southern California, NexGen has grown to become an impressive family-owned and operated HVAC business by sticking to the basics… Superior customer service, data efficiency, and a highly-trained staff of technicians and contractors. Ismael Valdez’s journey started as a young aspiring HVAC technician over 15 years ago, and he hasn’t forgotten his roots. Valdez believes in the family unit and treats every customer like they are part of his own. His continued commitment to fairness and dedication to core values has helped his business grow exponentially. It is undeniable that Valdez has made an impact on the HVAC industry. His drive to continually improve services and customer care, along with the support of his NexGen family, has led to an additional 10 locations across Southern California. Connect with Ismael Valdez on… Website: https://nexgenairandplumbing.com/ LinkedIn: https://www.linkedin.com/in/ismaelvaldez/ Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

Get ready to overcome your fear of rejection and failure in the latest Waste No Day Podcast episode! Let us welcome Richard Fenton and Andrea Waltz, the authors of "Go for No," for an inspiring discussion on how to turn rejection into success. Discover the motivation behind their book and new follow-up, and learn how parents unknowingly teach kids not to ask for what they want. Hear personal stories on handling rejection, how to sell without pressure, and why the customer is always right. Plus, find out where to get their entire book and why leaving honest reviews is essential. Don't miss this thought-provoking episode on embracing "no" as the key to success! Here's a breakdown of what to expect in this episode: Overcoming the fear of failure and rejection Strategies for salespeople, including "go for no" and providing multiple options to customers Importance of listening to customers and overcoming objections Personal anecdotes and stories to illustrate points Discussion of the authors' book, "When They Say No," and the importance of leaving honest reviews And so much more! About Andrea Waltz and Richard Fenton: Andrea Waltz and Richard Fenton are the founders of Courage Crafters, Inc., and the authors of the best-selling book, Go for No! They speak internationally, teaching business, sales and entrepreneurial audiences how to overcome their fear of rejection and achieve extraordinary sales success by hearing ‘no’ more often. Their mindset and strategies have been embraced by people in a wide variety of businesses and industries to rave reviews and remarkable results. Richard and Andrea are also producers of a 98-minute personal development DVD movie and their “go for no” philosophies have been featured in numerous publications including Inc. Magazine, Forbes, Success Magazine and many others. Go for No! has now sold over 400,000 copies and has over 1,000 five-star reviews on Amazon. After hitting #1 on Amazon’s ‘Sales & Selling’ Best Seller list, it’s remained in the top 50 sales books for the last 10 years, still considered a ‘must-read’ for new and seasoned sales professionals. Connect with Richard Fenton on… Instagram: https://www.instagram.com/GoforNo/ Facebook: https://www.facebook.com/GoforNo/ LinkedIn: https://www.linkedin.com/in/Goforno/ YouTube: https://www.youtube.com/user/Courageous1s Twitter: https://twitter.com/GoforNo Book: https://www.amazon.com/Yes-Destination-How-You-There/dp/0966398130 Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

Join us on the Waste No Day Podcast as we dive into the world of leadership with Carlos Mendez, a consultant at Echelon Front. Carlos teaches the Four Laws of Combat and emphasizes the importance of building relationships and detaching from emotions in leadership. Learn about being "default aggressive" and how to manage emotions in difficult situations. In addition, Carlos shares personal tips and reflects on his experiences in the Navy and SEAL teams. Take advantage of this episode filled with valuable insights for leaders in any field. Here's a breakdown of what to expect in this episode: The Four Laws of Combat and Echelon Front's approach to leadership Overcoming fear and the concept of being "default aggressive" Importance of personal protective equipment, relationship building, and risk reduction Lessons learned from Hell Week and their applicability to leadership in challenging situations Tips for managing emotions and avoiding emotional outbursts and reflecting on personal experiences And so much more! About Carlos Mendez: Carlos is a former Navy SEAL who started his Naval career as a medic with the Marines, where he completed two deployments. Upon completing BUD/s, he was assigned to SEAL Team One. He served as the medic, primary sniper, and point man and completed deployments to Southeast Asia, Iraq, Central America, and Afghanistan. Carlos then served under Jocko as the lead instructor in teaching Close Quarter Combat for all the West Coast SEAL Teams. During his time there, Carlos was chosen for the prestigious Seaman to Admiral Program through which the SEAL Teams cut the member away to complete their undergrad degree and return as an officer. Former recipients of this award include Jocko Willink and Jonny Kim. Connect with Carlos Mendez on… Website: https://echelonfront.com/carlos-mendez/ LinkedIn: https://www.linkedin.com/in/carlos-mendez-e/ Instagram: https://www.instagram.com/carlos_mendez_246/?hl=en Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

Join us on the Waste No Day Podcast as we dive into the world of leadership with Carlos Mendez, a consultant at Echelon Front. Carlos teaches the Four Laws of Combat and emphasizes the importance of building relationships and detaching from emotions in leadership. Learn about being "default aggressive" and how to manage emotions in difficult situations. In addition, Carlos shares personal tips and reflects on his experiences in the Navy and SEAL teams. Take advantage of this episode filled with valuable insights for leaders in any field. Here's a breakdown of what to expect in this episode: The Four Laws of Combat and Echelon Front's approach to leadership Overcoming fear and the concept of being "default aggressive" Importance of personal protective equipment, relationship building, and risk reduction Lessons learned from Hell Week and their applicability to leadership in challenging situations Tips for managing emotions and avoiding emotional outbursts and reflecting on personal experiences And so much more! About Carlos Mendez: Carlos is a former Navy SEAL who started his Naval career as a medic with the Marines, where he completed two deployments. Upon completing BUD/s, he was assigned to SEAL Team One. He served as the medic, primary sniper, and point man and completed deployments to Southeast Asia, Iraq, Central America, and Afghanistan. Carlos then served under Jocko as the lead instructor in teaching Close Quarter Combat for all the West Coast SEAL Teams. During his time there, Carlos was chosen for the prestigious Seaman to Admiral Program through which the SEAL Teams cut the member away to complete their undergrad degree and return as an officer. Former recipients of this award include Jocko Willink and Jonny Kim. Connect with Carlos Mendez on… Website: https://echelonfront.com/carlos-mendez/ LinkedIn: https://www.linkedin.com/in/carlos-mendez-e/ Instagram: https://www.instagram.com/carlos_mendez_246/?hl=en Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

In today’s show, we are putting George Saldana in your passenger seat to discuss growing an electrical business. George Saldana was born in San Antonio, TX. He studied business in Junior college in the late 1970's and decided to open his first electrical contracting business at the ripe old age of 19 years old. After obtaining his City Electrical Journeyman's license in 1982 and his City and State Master Electrical license in 1989, George has continued to hone his knowledge through annual Continuing education courses and on the job expertise that can only be obtained through years of practical experience and satisfied customers. Moving through commercial, residential new construction, and now residential retro-fit, George has seen many sides and seasons of the electrical industry. Taking the plunge into the residential home services, George grew a business from just him and his son to over $7M in revenue. Now, operating as a Mister Sparky Electric franchise in San Antonia, George shares the lessons that he has learned throughout decades of trade service. He has been married to a beautiful and supportive wife for 36 years and has 3 wonderful children, Jeff 31, Shari 33 and Marcus 24. His hobbies include motorsport racing in the national organization NASA, riding his Harley Street glide and hanging out in his backyard with his family by the pool.

In today’s show, we are putting Larry Levine in your passenger seat to discuss selling from the heart. Larry is the international best-selling author of “Selling From the Heart” and the co-host of the Selling From the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional. Larry has successfully sold to customers ranging from up-and-down the street accounts to Fortune 500 companies. By using strategies explained in his book, he landed $1.3M in new sales leaving behind a $1.6M pipeline for the next rep. Now, Larry coaches and inspires sales leaders and their teams to do what he did. Since 2015, Larry has coached sales professionals across the spectrum of tenured reps to new millennials entering the sales force. On today’s show, Larry applies this framework to the home services world and focuses on why trust makes such a difference.

In today’s show, we are putting Joe Cunningham in your passenger seat to discuss pricing, communication, and much more. Joe Cunningham has been in the home services industry for decades and has trained tens of thousands of technicians. He has worked with the largest and most well known best practice groups to help them create their training programs and procedures. He was President of Future University, the industry’s first contractor owned premier training organization and was instrumental in the first wave of industry consolidation. In today’s episode, Joe continues the conversation about pricing and why understanding what goes into a price allows for more confident presentations. Plus, Joe goes over more great questions to ask while in the home to gain not only permission, but understanding about why exploring all areas of the home is beneficial. Make sure you listen to part one last week before you catch this great conclusion.

In today’s show, we are putting Joe Cunningham in your passenger seat to discuss an understanding of why the price is what it is so that you feel confident in overcoming pricing objections. Joe Cunningham is no stranger to pricing objections. In the industry for decades, he is an experienced, award-winning veteran of the home services industry. Joe has created multiple curriculum for organizations including his own Success Track Network. He was one of the first million-dollar sales experts in the HVAC trade in the 80’s. Today, he helps contractors, distributors, and technicians who want to succeed with his proven processes and trainings. On this episode, Joe walks through the components that make up price to build confidence in the value you are bringing and the importance of the education process at the table. Be sure you listen next week to part two as we continue the conversation.

In today’s show, we are putting TJ Hartnett in your passenger seat to discuss the continual pursuit of getting better. There is no finish line when you are constantly trying to improve; but it is the very nature of complacency to think that there is. It is easy to let off the gas the longer we are in our career because we feel we have “learned enough” and “experienced enough.” However, it must be an intentional pursuit to always be open to change, learning, and coaching. TJ has lived the life in the field and in the office to know these feelings and now uses that education to coach others towards greatness. In the field since 1994, he has served in most of the roles of an HVAC company. Now, as the owner behind Flywheel Coaching Group he aims to help everyone win together. On today’s show, we focus on not settling and what it takes to decide to keep climbing higher.

We are putting Lawrence Castillo, the President and Operating Partner of Brody-Pennell Heating and Air Conditioning, in the passenger seat in today's show as he shares his insights and experiences on the HVAC industry. He emphasizes the importance of planning, budgeting, and recruiting contractors to achieve success. He also talks about the different models of selling and service, the changes happening in the industry, and how to create urgency. He also stresses the importance of customer service and transparent systems and processes to support it. He provides insights on recruiting new talent through trade schools, apprenticeships, and internal training programs. Additionally, he emphasizes the importance of having someone continuously reaching out to potential candidates for recruitment, as it is crucial to have a dedicated person to recruit to build a successful team. Here's a breakdown of what to expect in this episode: Expert Insights on Building a Successful HVAC Business Mastering the HVAC Industry: Strategies for Planning, Budgeting, and Recruiting The importance of placing the right personality in the right position within the company The importance of having structure, discipline, and accountability in place to ensure good customer service and successful business operations. Recruiting process is important for small and big companies And so much more! About Laurence Castillo: Lawrence Castillo is the President and Operating Partner of Brody Pennell Heating and Air Conditioning, a 77-year-old company based in Los Angeles. He has a significant experience in the air conditioning industry, having worked as the GM of the largest heating and plumbing company in Canada and held leadership positions in other companies such as Leland Smith Service Champions. He is widely respected as one of the residential HVAC/plumbing industry’s top operators, and has generated record revenue growth for some of the West Coast’s most respected and well-known companies over the past 20 years. Under his leadership, Brody Pennell was voted the BEST Heating & Air Conditioning Company in Los Angeles by the readers of the Los Angeles Times for 2021 and 2022. Check Laurence Castillo on... Facebook: https://www.facebook.com/BrodyPennell LinkedIn: https://www.linkedin.com/in/lacastillo/ Email: [email protected] Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

On part 2 of this episode with Coral Whale, she shares her experience in sales and how she was able to convert a customer who had said "no" to eighteen other sales offers. She shares her tips on how to increase the value of one's business and services, how to handle objections to prices, and the importance of role-playing and objection handling. She also emphasizes the importance of training and investing in employees, and how having a "servant's heart" is important for customer service. Make sure you're on board with Coral Whale and her $2M Indoor Air Quality mission - get ready to learn and grow! Here's a breakdown of what to expect in this episode: What are the most common objections that homeowners have? How do you handle them? How do you overcome the objection of a traditional man’s world? The value is going to be 100 times greater when you have a female in the home than a male. Finding common ground with your clients. And so much more! About Coral Whale: Coral Whale is an experienced dispatcher and salesperson who has worked in the electrical, medical, and HR industries. She was a dispatcher at an electrical company 13 years ago and saw an electrician wiping the floor and was inspired to do the same. She then moved on to other odd jobs, but eventually circled back to dispatch and sales, demanding a commission-based structure. She made more money than the technicians and was let go, but after 12 years, she interviewed with an HR company that allowed her to go out in the field and work with a tool bag. She has since been working in the field, learning electrical and plumbing work, and educating herself on products in order to deliver her message to clients. Coral Whale builds value and rapport with clients and finds solutions to problems that they have within their homes. Check Coral on... coral [email protected] Facebook: https://www.facebook.com/coral.whale Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://wastenoday.pro/BCC We are putting Coral Whale in your passenger seat in today's show to discuss $2M in Indoor Air Quality. Coral begins by sharing her story of how she got into HVAC sales and what motivated her to stay in the industry. She discusses the importance of understanding customer needs and building trust with them. She also explains the different types of air purifiers and the features to look for when considering a purchase. Lastly, she shares her best tips for selling air purifiers. Coral concludes by emphasizing the importance of trust and providing value to customers when selling HVAC products. She believes the sales process should be a partnership between the customer and the salesperson, with both parties feeling satisfied with the result. Breathe easy: Make the air purifier your go-to for better indoor air quality! Here's a breakdown of what to expect in this episode: Coral's career journey and experience in the HVAC industry. how she tracks her numbers in order to stay accountable, How did you get to be the monster you are? The importance of taking care of your HVAC system. And so much more! About Coral Whale: Coral Whale is an experienced dispatcher and salesperson who has worked in the electrical, medical, and HR industries. She was a dispatcher at an electrical company 13 years ago and saw an electrician wiping the floor and was inspired to do the same. She then moved on to other odd jobs, but eventually circled back to dispatch and sales, demanding a commission-based structure. She made more money than the technicians and was let go, but after 12 years, she interviewed with an HR company that allowed her to go out in the field and work with a tool bag. She has since been working in the field, learning electrical and plumbing work, and educating herself on products to deliver her message to clients. Coral Whale builds value and rapport with clients and finds solutions to problems that they have within their homes. Check Coral on... coral [email protected] Facebook: https://www.facebook.com/coral.whale Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

In today’s show, we are putting Brittany Murphy in your passenger seat to discuss the concept of authority. When trouble strikes, everyone wants someone that they believe in to take care of the problem. We crave authority in our help whatever form it takes because authority instills trust into the relationship and the result. The home services industry is no different. Homeowners want a technician, plumber, or electrician who speaks and conducts business with the authority to accomplish whatever needs done. Lack of authority, wishy-washy behavior, lack of follow-through, and insecurity all cause problems with the client and the client experience. Now, this is no excuse to be an authoritarian and abuse the power, but it is to say that we need to TCOB (take care of business) when we are in the home. Authority in the marketplace is equally important. This authority comes in the form quantity and quality reviews. Google is the 800-lb gorilla and the more reviews you have, the more authority your company gains. Brittany Murphy is a marketing expert from One Thing Marketing and on today’s show, she takes the time to explain how and why authority matters in both environments.

In today’s show, we are putting several guests in your passenger seat to discuss a variety of topics. Brian and Nate hit the streets at the Authority Brands 2022 convention to talk to multiple in-home service professionals about their world. In this episode you will hear from heating and air conditioning professionals, plumbers, electricians, home cleaners, painters, arborists, dog lovers and so much more. Each voice brings a different perspective on what they bring to the home and how it relates to other home services. Listen in on these conversations to pickup ideas on cross-branding, perspective on service, and maybe even opportunity for your personal goals. Welcome to the 'Waste No Day' Podcast! Join Brian Bulton and Nate Minnich as they talk to different entrepreneurs on this crazy 3-hour episode! So, if you don't know your niche yet but you really want to learn all about business and strategy, this episode is definitely for you. 1st Guest: Richie Drew and Marty Landry Richie Drew and Marty Landry joins Authority Brands Convention 2022 as One Hour Heating & Air Conditioning. In this segment, they share how they were able to offer the highest quality heating and air conditioning household services in Myrtle Beach. Here's a breakdown of what to expect in this episode: The biggest challenge in business in 2022 and overcoming it. Overcoming the natural cycle of the weather Winning the talent war Coping with the growing industry in 2023 And so much more! About Richie Drew: He joined his father’s business in 1995, as a residential maintenance tech, and began learning about the business. In 1997 his father became ill and he had to step up to help his mother run the business. He had to learn a lot and quickly. So he went to school to learn how to manage and lead, at Contractors Success Group. He continued to run the business after his father recovered. In 2004 he suggested joining the One Hour team. The goal was to grow the business through One Hour to provide a retirement strategy for his Mom and Dad. So that’s exactly what they did, and in 1996 he went to work for One Hour Corporate and Dad sold the business to them in 2007. About Marty Landry: Vice President of Operations at Carolina Home Services Group Inc. Operations and Sales Executive with a proven record of forging highly productive teams that produce industry-leading results. Management of up to 65 locations, $350 million in the fleet, $170 million in revenue, and 762 employees as well as departmental oversight of sales, marketing, safety, accounting, HR, fleet, and loss control. Success in employee identification, development, team building, and mentoring resulting in internal promotions and proper succession planning. Check Richie and Marty on... Website: https://onehourmagic.com/ LinkedIn: https://www.linkedin.com/in/richie-drew-468b7712/ LinkedIn: https://www.linkedin.com/in/martyjlandry/ Email: https://rocketreach.co/richie-drew-email_17002124 Facebook: https://www.facebook.com/richie.drew.9 Facebook: https://www.facebook.com/MyrtleBeachOneHour/ Connect with Waste No Day! Website: https://www.wastenoday.com Facebook: https://www.facebook.com/profile.php?id=100064230695791 Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737 Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"& HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ&nd=1"nd=1" HYPERLINK "https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qd

In today’s show, we are putting Ellen Rohr in your passenger seat to discuss charging more than it costs. Ellen nearly sank her husband’s plumbing company. It seemed like lots of money was moving through the company, but at the end of the month there was never any money left. With the help of great mentors, Ellen figured out how to fix and grow successful businesses. She teaches business planning and financial literacy, helping contractors make business simpler and more profitable. Now, she is an owner and President of Zoom Drain Franchise, LLC. a new franchise concept with 20 locations across the country. Ellen is the author of four un-fussy business books: “Where Did the Money Go?, How Much Should I Charge?, The Bare Bones Biz Plan, and The Weekend Biz Plan. She also hosts a regular podcast – Behind the Wall – for PHCPPros.com and Unclogged – a Zoom Drain Podcast. Today, Ellen joins the show to discuss how easy it is to get upside down in business and how charging the right price is important to the success and future of a business; and part of this journey is to believe first that you are worth it.

In today’s show, we are putting John Akhoian in your passenger seat to discuss how he went from a 19-year-old plumber to founding and building the largest privately owned plumbing company in the state of California. John is the CEO of Rooter Hero and overcame adversity as a grieving teenager going down a bad path by joining the skilled trades. Along the way John has built multiple businesses and found a passion for the trades and what it can do for those who choose to join the home services industry. John is an author, industry leader, father, and takes time out of his schedule to share about all the ups and downs he endured to make it to the top. He says his mission now is to help others maximize their careers and live fulfilling, comfortable lives.

Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://wastenoday.pro/BCC In today’s show, we are putting Daniel Arroyas in your passenger seat to discuss selling, discounting, and the adverse relationship between the two. Daniel is no stranger to sales or to HVAC. With over two decades logged in the trades he’s been in trucks and attics more than most. This vast experience has proved invaluable to him in his comfort advisor sales role. But there is something else that the sweat equity over the years has instilled in Daniel and that is the value of what his company does and the cost it takes to do it. This understanding has motivated him to sell over $7M this year without undercutting the value of the service with discounts. While discounting has a purpose in the market, Daniel has chosen to train his mind against. He values the service provided too much to undersell it. Furthermore, he refuses the weakness of using discounting as a consistent strategy. Daniel currently works as a field supervisor for NexGen based out of California. The unique buddy system the employs has created great opportunity to become one of the nations top HVAC salespeople. Join us today to learn how he does it and why you too should stray from the dependency of discounting.

In today’s show, we are putting Mark Jennison in your passenger seat to discuss the rest of his story. Mark Jennison has the privilege of knowing that he has saved the lives of thousands of men, but that was not an easy journey. He created his own company and grew it to seventy-five million dollars in revenue before losing it all. With what felt like his world crumbling around him Mark wrote one final letter, prepared to take his own life. At that moment he heard a voice tell him, “You’re not done” and that chilling moment became a catalyst for change. Over the next three years he did everything he thought he could to get sober including AA, 12 steps, rehab, and yet none were successful. Mark realized that he needed to delve into the why behind the drinking. Through intense self-evaluation and fortitude Mark was able to assemble a program for himself that created a complete comeback. With men clamoring to understand what Mark did, IAMACOMEBACK was born. It was founded with the purpose of helping people make changes in their lives they didn’t realize where possible, giving hope to the hopeless and helping the broken piece themselves back together. Today, Mark serves as one of the most influential experts of self-improvement sharing his knowledge while speaking across the globe and walking people through the IAMACOMEBACK program. Mark joins the show to conclude this great conversation.

In today’s show, we are putting Mark Jennison in your passenger seat to discuss being a comeback. Mark Jennison has the unique honor of knowing that he has saved the lives of thousands of men, but that came through a journey of hardship, perseverance and triumph. Born with an entrepreneurial spirit, Mark grossed over seventy-five million dollars in revenue for a company he created in just six years. However, the shackles that drugs and alcohol had on him for over twenty-one years destroyed it all. While on a vacation to Jamaica, celebrating the signing of a multi-million-dollar client, Mark's addiction reached a pinnacle causing his wife to leave him, along with the promise that he’d never see his son again. When Mark returned home his addiction continued its path of destruction and he was removed from his own business. Over the next three years he did everything he thought he could to get sober including AA, 12 steps, rehab, and yet none were successful. Mark realized that he needed to delve into the why behind the drinking. Through intense self-evaluation and fortitude Mark was able to assemble a program for himself that created a complete comeback. With men clamoring to understand what Mark did, IAMACOMEBACK was born. It was founded with the purpose of helping people make changes in their lives they didn’t realize where possible, giving hope to the hopeless and helping the broken piece themselves back together. Since DATE STARTED thousands of business owners, executives, entrepreneurs, leaders, doctors, and lawyers have successfully completed the IAMACOMEBACK program. Through its unique approach dispelling most of what’s been said about alcoholism, Mark and his team liberate men from the shackles of alcohol turning their struggle into their strength. On today’s episode, Mark discusses his story and why addressing the lies in our lives is so important to moving forward.

In today’s show, we are putting Dan Antonelli in your passenger seat to discuss branding. Whether you are a business owner or a front-line employee branding has an important part in your day-to-day life. The power of branding cannot be understated from when you see the golden arches to when you watch the checkered flag logo drive by you. Brand images relates to brand service relates to brand value. What about your brand? Does your brand communicate the level of service that you bring? What about you personally? Does your personal image and the manner in which you conduct yourself match the ‘personal brand’ you are looking to convey? Dan Antonelli is an expert in answering those questions. From a one-person basement shop to an award-winning agency, Dan has helped thousands of brands accomplish the goal of message and differentiation. Dan is the president of KickCharge Creative and oversees all aspects of brand design and development. His latest book, “Branded Not Blanded” discusses the message of being a disruptive brand in your market. On today’s show, Dan lends his expertise to both company and personal imaging and why it is something we should all be focused on improving.

In today’s show, we are putting Ken Goodrich in your passenger seat to discuss some grit. Grit is the determination to see something through despite the adversity that plans to stop you. It is something essential to business and something that all competitors have. Whether you are an athlete, businessman, or tech in a truck, grit will serve you well in life and in career. Ken Goodrich is well acquainted with both adversity and grit. An industry titan, he has built business after business over 50 years; but along the way made plenty of mistakes. The current CEO of Goettl Air Conditioning and Plumbing, Ken has been both a tech in the truck and an entrepreneur behind the desk. On today’s show, Ken talks about the things he learned from the school of hard knocks and how in the end, grit made the difference.

In today’s show, we are putting Jeremy Pruitt in your passenger seat to discuss some keys to building relationships and why it is so important. Many homeowners have had the unfortunate experience of a contractor in their home that treated them like just another address, just another job. It doesn’t take long for a homeowner to in turn treat that tech like just another contractor. This is a broken cycle that no one enjoys. Wouldn’t it be great if the tech and the homeowner actually cared? It starts with relationships. As a professional tech, it is your job to set the tone of the call and care for the client. Each client needs to feel like the only client. This relational approach creates a far more comfortable environment for all parties and sets up the ultimate invitation to return to the home the next time something is needed. The recurring business defines the success of the relationship and the ultimate success of the company. Jeremy Pruitt is a technician trainer who specializes in the importance of the relationship. Jeremy has been in sales management for about ten years. During that time, he has been a membership sales manager and held the position of Finance Manager with a very large automotive group. While in college, he worked closely with his father, the late Jack Pruitt, who owned both restoration and plumbing companies. On today’s show, he joins us to talk about simple, yet critical points of focus to relationship building in the home.

Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://wastenoday.pro/BCC In today’s show, we are putting Brent Buckley in your passenger seat to discuss selling at twice your competitor’s price. Formerly known as the $7 million dollar man, Brent has set his sights on $12 million dollars out of his truck this year. With two decades in the HVAC basis, Brent has now branched into the ownership world, starting his own company, and increasing revenues of Fetch-A-Tech to $25 million dollars in just one year. Based out of Las Vegas, NV, Brent preaches culture and customer service; but it comes at a price. That price is often significantly higher than the competition. Brent has built a life on overcoming price objections and takes time to share how he handles these types of conversations and what you should be focusing on to do the same.

In today’s show, we are putting “Uncle Joe” Crisara in your passenger seat to discuss the three possible outcomes of a call. Joe Crisara, is known as “America's Service Sales Coach.” Thought of throughout the world as a sales educator, author, and entrepreneur with more than 40 years of experience Joe has trained thousands of owners, managers, technicians, and sales professionals in the blue-collar service business how to change their thinking and grow their sales. His company Service MVP's motivation is a genuine desire to help service providers become as successful as possible. His team has helped businesses ranging from start-ups to Fortune 1000 companies grow their profit and revenue. On this episode Joe goes through the yes, the no, and the I want to think about it potentials of any home service call.

In today’s show, we are putting Mike Sheftz in your passenger seat to discuss serving each client with a smile. Mike is an HVAC personal trainer and has a heart for incredible customer service. With over ten years of experience in the trade Mike has worked in install, maintenance, service, training, and management. Mike found his own path by slowing down and fully understanding everything so that he could be the expert. However, that wasn’t enough. Understanding the value of “likeability” Mike pursued the art of service by bringing joy into every home. On this episode, Mike is giving a training to HVAC techs on not just the excellence of knowing your craft, but of the importance of how we serve each client. His passion reaches far beyond just HVAC as the principles he relays can be applied to anyone in the customer service industry.

In today’s show, we are putting Tommy Mello back in your passenger seat to discuss more about the client experience and differentiating you from the other guy. From value to marketing to recruitment and beyond, Tommy is an innovative mind in the home services industry. Already the author of one book, “Home Service Millionaire,” Tommy is working on his second book, “Elevate” which is expected to be out later this year or early 2023. On part two of this packed-full episode, Tommy discusses surrounding yourself with trusted advisors and treating your client like you would your own mom. Make sure you check out part one also as we wrap up this great conversation.

In today’s show, we are putting Tommy Mello in your passenger seat to discuss people, profit, training, and whatever else happens to be on his mind. Tommy Mello is the owner and operator of A1 Garage Door Service, the host of the Home Service Expert podcast, and owner, partner, or investor in multiple other businesses ranging from Christmas lights to real estate to mobile apps. In 2007, Tommy became the sole owner and operator of a single Phoenix-based garage door service business, which came with $50,000 in debt. Today, A1Garage generates north of $170 million dollars in annual revenue. Tommy is a regular contributor to Inc., Entrepreneur, and other business publications on the topic of entrepreneurship and small business as well as a sought after podcast, radio and television guest. When not in the office or working on the businesses, you’ll find him on a plane headed to exotic destinations or chasing the little white ball around one of Arizona’s many golf courses. Make sure you list to the exciting conclusion of this conversation on part 2 next week.

In today’s show, we are putting Logan Altland and Dylan Moya in your passenger seat to discuss their success as a $3 million dollar electrician and a $3 million dollar plumber. Last week Logan and Dylan went back and forth on their process in the home. This week we get down and dirty with objections. Whether you are a plumber, electrician, or an HVAC technician, the objections you hear in the home are likely to be the same. On this episode, we do some objection role play and hear from some of the best names in the game on how they would approach each scenario. Dylan Moya is a service plumber for BillyGo Plumbing, Cooling, and Heating based out of Texas and Logan Altland is a service electrician for Mister Sparky Electric based out of Pennsylvania. Check out the conclusion of this great two-part episode.

In today’s show, we are putting Logan Altland and Dylan Moya in your passenger seat to discuss their success as a $3 million dollar electrician and a $3 million dollar plumber. Logan and Dylan are return guests to the show and combine forces on this two-part episode focusing in on their process similarities despite different trades as well as how they overcome objections. Logan Altland is a service electrician for Mister Sparky Electric in Lancaster, PA. Dylan Moya is a service plumber for BillyGo Plumbing, Cooling, and Heating based out of Texas. These two record breakers have put in the work to have the success and neither of them are satisfied. Listen as they jump into what make them tick on this episode and be sure to catch the conclusion next week.

In today’s show, we are putting Todd Liles in your passenger seat to discuss bringing excellence into the service industry. Todd Liles is the founder of Service Excellence and the creator of the PRESS PLAY Training System. He began his career in the HVAC Trades in 2001. Over the last 21 years, Todd has been a tech, salesperson, trainer, and is now an entrepreneur. His work mission is to IGNITE THE POWER WITHIN the businesses and people of the residential service industries. Todd founded SE because he is called to help contractors. “I’m meant to help contractors. It’s a calling. It’s my mission. Service Excellence is the vehicle I use to accomplish my mission.” Todd was the Director of Training for Clockwork Home Services’ Success Academy before he founded Service Excellence. After leaving Clockwork, Todd Co-founded Drain and Air Rescue in Austin, TX where he served as the General Manager. Todd now leads a team of 15 at Service Excellence. On today’s show he gives practical insight into how demeanor impacts presentation as well as an in-depth review of his patented PRESS PLAY system.

In today’s show, we are putting James Mellinger back in your passenger seat for the conclusion of a conversation about electrical safety inspections including role play. James is a service electrician and safety advisor for Mister Sparky Electric in Lancaster, PA. He has become one of the highest producing panel sales electricians in the nation and is only getting better. James shares more on his approach to the client including some fascinating role play dialogue. If you didn’t catch the first part, check out last week’s episode.

In today’s show, we are putting James Mellinger in your passenger seat for the first part of a conversation about his incredible success with electrical safety inspections. James is a service electrician and safety advisor for Mister Sparky Electric in Lancaster, PA. Coming out of high school, James got introduced to the trades through a family connection eventually taking apprenticeship classes and learning the skills. Originally joining One Hour Heating and Air Conditioning as an HVAC tech, he eventually transferred to the sister company Mister Sparky Electric wear he found his niche in the service industry. As a self-proclaimed amateur in selling communication, James graduated the school of hard knocks to eventually become one of the highest producing panel sales electricians in the nation. In this two-part episode, James shares how he approaches an electrical safety inspection or tune-up and how he walks the client through expectations the whole way to the table. Make sure to catch the conclusion of the conversation next episode.

In today’s show, we are putting Mike Brewer in your passenger seat for the conclusion of a conversation around growth and leadership. Mike brings 44 years of experience in the plumbing industry as the Chief Executive Officer for the Brewer Companies, a family of businesses that provide plumbing services to the retail, residential new construction and commercial markets. He has held the role of strategist and visionary for the overall enterprise since its inception. Michael is devoted to the contracting industry and is past President of the American Subcontractors Association of Arizona (ASAA) and is the past chair of the steering committee for the Build Your Future Arizona initiative (BYFAZ.org). Michael was instrumental as one of the initial leaders of the concept of a marketing campaign to attract the youth of our state to consider a career in the trades while striving to change the perception of the general public from trade workers being dead-end jobs to the deserved recognition that they are actually a gateway to highly lucrative and sound careers. He is also a lifelong learner, problem solver and inventor and holds two patents on a plumbing test device for the industry. Michael has lived in Arizona since 1968 and is married with 6 children, 4 of those working within the businesses. Mike joins us again to discuss the conclusion of his incredible story.

In today’s show, we are putting Mike Brewer in your passenger seat for the first part of a conversation about his journey to become the largest residential plumbing company in Arizona. Mike brings 44 years of experience in the plumbing industry as the Chief Executive Officer for the Brewer Companies, a family of businesses that provide plumbing services to the retail, residential new construction and commercial markets. He has held the role of strategist and visionary for the overall enterprise since its inception. He led and constituted a strategy to become the largest residential plumbing contractor in the state of Arizona right through the Great Recession. Not only did Brewer Enterprises Inc. survive, but organically grew its revenue from $6.4 million in 2009 to ~$80 million in 2021, growing market share in the Phoenix and Tucson market, all while going through the toughest economic times of our lives. He opened the first Benjamin Franklin Plumbing service and repair retail franchise in Arizona in 2003 and provides the commercial markets drain and service needs with Brewer Commercial Services since 2007. Having sold his ownership interests in the fall of 2021, he also currently holds the role as Senior Advisor to the CEO of Synergos Companies, a company of trade leaders who build efficiency into every project. He is also a lifelong learner, problem solver and inventor and holds two patents on a plumbing test device for the industry. Michael has lived in Arizona since 1968 and is married with 6 children, 4 of those working within the businesses. Today he shares his story on part 1 of this incredible episode.

In today’s show, we are putting Aaron Hagan in your passenger seat to discuss growing an electrical contractor business. Aaron is no stranger to the trade. He is a second generation electrician who grew up in a truck and made his way through the ranks to become owner. Learning in his dad's passenger seat from a young age, Aaron kept seeking out new and better ways to grow eventually putting them into the increase of his business. Starting off a two-man operation generating over $300,000 annually, Hagan saw his fair share of ups and downs. At one point, the entire company cycled in a year as they redesigned the definition of culture. Starting over a second time, Hagan grew the business to $25M with goals to his $70M in the next three years. Aaron joins the show today to not only talk about his journey personally, but some tips from the school of hard knocks that he picked up along the way.

In today’s show, we are putting Roy H. Williams in your passenger seat to discuss how the concept of story plays a vital part in accomplishing your message. Whether it is advertising on the radio or marketing yourself in the home, the story matters. So often we try to talk about quicker, faster, better, and the list goes on; but what about the story? What about how a product is going to make a difference? What about how your service makes someone feel? Every purchase is an emotional one and as such the heartstrings must be tugged with a picture, either physically or verbally. Roy H. Williams is the master story teller. A lifelong student of humanity, Roy H. Williams has spent a quarter-century asking, “What makes people do the things they do?” And he’s been using the things he’s learned to stimulate miraculous growth for his small business clients for more than 25 years. His books and Monday Morning Memos are a constant source of fascination and entertainment for his students and friends around the globe and have been named the Wall Street Journal’s number one Business Book in America as well as New York Times bestseller. With forty branch offices in the US, Canada, and Australia, Wizard of Ads, Inc. is now serving the advertising and marketing needs of business owners around the globe. Roy joins the show today to share his expertise on making yourself and your business memorable and moving.