Profiles in Prosperity

1 - The Dutton Plumbing Story – Eric Dutton

Tue, 09 Aug 2016 19:30:00 -0700

If you are a residential service contractor – HVAC, Plumbing, Electrical, Pool & Spa, etcetera – you will get a lot of great information and useful ideas from this interview with Eric Dutton. Eric Dutton is founder and president of Dutton Plumbing in Simi Valley, California. Eric discusses how he began, grew, and manages his large contracting company. There are so many gems in this interview: “Do ordinary things extraordinarily well.” “Fear is a choice.” “Let go.” His company’s slogan is, “The plumber you would send to your mom’s house.” Eric explains how this tagline/motto influences the way he and his employees operate within the business. Great stuff!

2 - Our Company Culture Makes a Difference - Angie Snow

Mon, 19 Sep 2016 07:00:00 -0700

Angie Snow and her husband run Western Heating and Air Conditioning in Orem, Utah. Their company culture is the result of intentional actions on their part. Angie discusses their company culture, why it's important, how it’s helped them grow, and how they implemented and maintain it in their company.

3 - Be the Best Place to Work - Pete Danielson

Mon, 26 Sep 2016 07:00:00 -0700

Pete Danielson is owner, with his business partner, of Modern Mechanical in Ashburn, Virginia. Modern Mechanical was named the "best place to work," by the Washington Business Journal, and Pete explains why and how they got that title.

4 - The Only Plumbing Company Highly Recommended By My Mother - Ed O'Connell

Mon, 03 Oct 2016 07:00:00 -0700

Ed O'Connell is founder of O'Connell Plumbing, "The only plumbing company highly recommended by my mother." Ed shares his personal story leading to his success as a business owner and how groups and networking helped him get there.

5 - Never Look Back, Never Give Up, Remain Positive - Joe Groh

Mon, 10 Oct 2016 07:00:00 -0700

If you’re involved in the HVAC, Plumbing, Electrical or any other residential service business you need to know about the Joseph Groh Foundation. Joe Groh had a long career in the HVAC industry before suffering a bike accident that left him a quadriplegic. He founded the Joseph Groh foundation which provides financial support to those in connected with the construction trade industry who are living with life-altering injuries.

6 - Multiple Location Strategy - Kathie Todd

Mon, 17 Oct 2016 07:00:00 -0700

Kathie Todd and her husband Don run Central Oregon Heating and Cooling. They have received the Ron Smith Trailblazer award, and Kathie was named HVACR Woman of the Year. She discusses their multiple location strategy, the benefits, and how they make it successful.

7 - Knocking on Doors - Ed O'Connell

Mon, 24 Oct 2016 07:00:00 -0700

Ed O'Connell is founder of O'Connell Plumbing, "The only plumbing company highly recommended by my mother." Ed discusses how he marketed his business by walking door-to-door, five to ten houses per day, and the loyal customers and referrals that came from it.

8 - My Employee Retention Strategy - Ben Stark

Mon, 07 Nov 2016 06:00:00 -0800

Ben Stark built and sold two wildly successful HVAC companies. Now he’s a well-respected industry consultant. Ben's technician retention rate was substantially better than average and he describes the programs and methods he used to achieve that in his business.

9 - Mitch Cropp - On Acquisition of Companies and Employees

Mon, 21 Nov 2016 07:00:00 -0800

Mitch Cropp founded and grew Cropp Metcalfe into one of the largest and most successful home service companies ever, and has won a vast array of awards. Mitch discusses what works and what doesn’t work regarding the acquisition of companies and their employees.

10 - Pete Danielson - Business Development Manager

Mon, 05 Dec 2016 07:00:00 -0800

Pete Danielson is owner of Modern Mechanical in Ashburn, Virginia. Involvement in the local community is great for the community, but it’s also great for your brand, and a great way to gain new customers. Pete came up with an innovative way to do a LOT of community involvement and developed processes to make it work effectively for his company. In this episode of Profiles in Prosperity, Pete discusses how he used a business development manager to be his community representative and substantially grow his customer referral base.

11 - Allan Ferguson - Getting to the Next Level

Mon, 19 Dec 2016 07:00:00 -0800

Allan Ferguson is president of Omega Services headquartered in Sydney, Australia. Omega is the leading residential contractor in Australia for HVAC, plumbing, drains, and electrical services. Allan tells us about how he entered the industry, marketing organization, and taking his company to the next level.

12 - Dave Rothacker - The Bookclub

Fri, 13 Jan 2017 07:00:00 -0800

Dave Rothacker is our guest on this special episode of Profiles in Prosperity where we talk about books. Dave is an impressive reader and student of books and business. So we’ve asked Dave to talk with us about his favorite book that he read this year. So what does Dave like? Listen and find out!

13 - Mitch Cropp - Business Growth

Mon, 20 Feb 2017 07:00:00 -0800

Mitch Cropp built Cropp-Metcalf from a small company to a $40 million dollar juggernaut. How did he do it? In 2015 we interviewed Mitch on stage at an industry conference. He generously shared his experience, business philosophy, and insights with us. In this short segment from the interview, Mitch focused on business growth. Listen and learn from one of the most successful entrepreneurs in our industry!

14 - Kelly Schols - CPI Plumbing - (1 of 2)

Mon, 08 May 2017 05:00:00 -0700

Kelly Schols is president of an amazing plumbing company: CPI Plumbing. Kelly discusses how he entered the plumbing business, what he had to do to make his company grow and thrive, and why CPI Plumbing stands out from the competition. (Part 1 of 2).

15 - Bob Miodonski and Mike Murphy - Service World Expo

Mon, 22 May 2017 05:00:00 -0700

Bob Miodonski, Publisher of Plumbing & Mechanical, and Mike Murphy, Publisher of the ACHR News discuss the significant impact of the inaugural Service World Expo and what to expect from future Service World Expos.

16 - Kelly Schols - CPI Plumbing - (2 of 2)

Mon, 29 May 2017 05:00:00 -0700

In part two of our interview with Kelly Schols, president of CPI Plumbing, Kelly discusses their unique approach to charity, what it does for their company, and why you shouldn’t be overly modest about your charitable projects. Kelly also discusses the role of self-development in his life, and self-development strategies. (Part 2 of 2)

17 - John Price - Rebranding

Mon, 24 Jul 2017 05:00:00 -0700

Rebranding can be an incredibly difficult project. John Price did it in a wildly successful and truly memorable way. In this episode John tells us how he did it.

18 - Kevin Frump - Performance Pay & Field-to-Office Ratio

Mon, 25 Sep 2017 08:14:46 -0700

Kevin Frump is co-owner and general manager of Illiana Heating and Air Conditioning. Illiana is a well-run company, winning several national and local awards. In this episode, we talk with Kevin about their implementation of performance pay, and his interesting thoughts about field-to-office ratio.

19 - Dave Rothacker - Top 3 Books of 2017

Mon, 22 Jan 2018 05:00:00 -0800

Profiles In Prosperity is Back!

We’ve launched the first episode of season 2 of the Profiles In Prosperity Podcast. Our first interview is with Dave Rothacker. Dave is a phenomenal reader of business books. We asked him to look back on all the books he read in 2017, and tell us his top 3 picks for 2017. They’re great books; can’t be missed!

Access all the interviews at www.ProfilesInProsperity.com or you can get them through iTunes or your favorite podcast player.

BTW, do you know someone who should be interviewed on Profiles In Prosperity (maybe it’s you)? Send an email to ProfilesInProsperity@ServiceRoundtable.com.

20 - Dustin Miller - Leaving the Family Business

Tue, 30 Jan 2018 05:00:00 -0800

Dustin Miller is the President of Comfort Now in Visalia, California. Under Dustin’s leadership, Comfort Now has experienced phenomenal growth with a focus on Customer Care. The formation of Comfort Now is an instructive story that many in our industry will enjoy and learn from.

21 - Brandon Jacob - Your Exit Strategy

Tue, 13 Feb 2018 05:00:00 -0800

Someday you will exit your business. What you don’t know, and what you don’t plan for will hurt you. Brandon Jacob, CPA, is the pre-eminent authority in our industry on buying and selling privately held HVAC and Plumbing companies. We talk with Brandon about the steps needed to prepare for an exit strategy and what drives the value of a Plumbing or HVAC company. Every owner of an HVAC or Plumbing business needs to know this!

22 - Tyler Kime - Generational Transfer

Tue, 27 Feb 2018 05:00:00 -0800

Tyler Kime is the General Manager of Standard Heating and Air Conditioning located in Birmingham, Alabama. In 2017 Tyler was named to the prestigious “40 Under 40” group. Standard has been in business for more than 75 years, is well-established and very successful. How do you keep traditions and continue to grow while transitioning to the next generation? Tyler tells us how he and his father did it.

23 - Joe Cunningham - 5 Ways to Improve Your Business

Tue, 13 Mar 2018 05:00:00 -0700

Joe Cunningham is an elite trainer and consultant in the HVAC industry. He is a two-time winner of the prestigious “Consultant of the Year” award. Joe tells us the top five ways contractors can improve their businesses.

24 - Mike Ritter - Recruiting Events

Tue, 10 Apr 2018 05:00:00 -0700

Mike Ritter is President and Owner of Great Lakes Heating, Air Conditioning, & Electrical in South Bend, Indiana. The normal recruiting methods weren’t getting the results Mike needed, so Mike decided to hold his own recruiting event for his company. He generously shares his methods and results with us.

25 - Charlie Greer - Excellence In Sales

Tue, 24 Apr 2018 05:00:00 -0700

Charlie Greer is a leading consultant and trainer, twice named Consultant of the Year. Charlie tells us how he joined our industry, discusses what sets good salespeople apart, what to look for when hiring salespeople, and what training they should receive. You want superior sales? Listen and learn!

26 - Don Harris - Don's Directives

Tue, 08 May 2018 05:00:00 -0700

Don Harris started his business in 1970 as a part-time job to help him get through college. He stayed with it after college and grew Dependable Services into a great business. Forty-four years after starting, he successfully transitioned Dependable Services to his son, and it’s thriving. Most residential service businesses don’t survive 40+ years. Most don’t successfully transition to the next generation. What does Don know that you don’t?

27 - Steve Simmons - Too Soon To Quit

Tue, 22 May 2018 05:00:00 -0700

When I read the following quote from Steve Simmons, I knew I needed to interview him:
“I'm determined to be the featured company owned by a 60+ year old that made a major step in improving our company, our team, and our presence in the communities we serve.”

28 - Chatting with Trevor Flannigan

Tue, 19 Jun 2018 05:00:00 -0700

Website chat experienced enormous growth last year. Why has it grown so quickly, what’s the benefit of offering chat on your website, and what can you do to make it most effective? Trevor Flannigan, Chief Operating Officer of Home Service Chats, leverages his extensive industry experience to explain the power of website chat, and gives us the inside track on website chat for our industry. It’s stuff you need to know!

29 - Dave Rothacker's Book Report - Maximize and Motivate

Tue, 24 Jul 2018 05:00:00 -0700

Dave Rothacker is back and gives us two more book reviews for 2018, one of which he has already labeled as his 2018 book of the year and in his ALL TIME top ten! Dave Rothacker is an impressive reader and student of books and business, and his book picks never disappoint. Find out what you should be reading this summer!

30 - Dale Mincks - Making Ride Alongs Effective

Tue, 14 Aug 2018 05:00:00 -0700

Technician “ride a longs” have always been considered a great way to train and ensure the quality and consistency of the customer experience. But what are the best practices for a ride a long? How do you make the most of this important training opportunity? Long-time Industry Consultant and Service Manager, Dale Mincks, has conducted hundreds of ride a longs. He tells us his methodology and how to make a ride a long most successful.

31 - Ed O'Connell - Ed's Recruiting Solution

Tue, 28 Aug 2018 05:00:00 -0700

A residential service business can’t grow if the leaders can’t hire the right people. Finding skilled techs and plumbers is difficult for many businesses. Ed O’Connell’s solution was to grow his own. Here’s what he did… It will work for you, too!

32 - John LaPlant - 3 Financial Ratios

Tue, 11 Sep 2018 05:00:00 -0700

John LaPlant doesn’t just KNOW financial ratios; he has the wonderful ability to explain them and make them interesting. We asked John for 3 ratios – just 3 – that people often overlook and often don’t understand.

33 - Bob Viering Raps about Wraps

Tue, 25 Sep 2018 05:00:00 -0700

Bob Viering, VP of Programs for Service Nation Alliance, gives us his ideas for the “rolling billboards” we all use, and how to make them more effective.

34 - The Wisdom of Larry Taylor

Tue, 09 Oct 2018 05:00:00 -0700

Larry Taylor’s one of the smartest and most respected contractors in our industry. Every time I talk with him I get great information. You will too!

35 - Corey Hickmann - Training Matters At Comfort Matters

Tue, 23 Oct 2018 05:00:00 -0700

If you’re in a Residential Service business you’re probably training your team. But what kind of training are you providing? Corey Hickmann stepped up his personal training plan, extended it to his team, and got great results. What is he doing that you’re not?

36 - Crystal Williams - 2018 Service World Woman of the Year (Part 1)

Tue, 18 Dec 2018 05:00:00 -0800

Crystal Williams, of McWilliams & Son Heating and Air Conditioning, was named the Service World Woman of the Year at Service World Expo. In part one of this interview, Crystal talks about advertising strategies and involvement of her company in non-profit organizations.

37 - Crystal Williams - 2018 Service World Woman of the Year (Part 2)

Tue, 01 Jan 2019 05:00:00 -0800

Crystal Williams, of McWilliams & Son Heating and Air Conditioning, was named the Service World Woman of the Year at Service World Expo. In part two of this interview, Crystal talks about working in and running a business with family members, and her choice for favorite business book.

38 - Joe Strittmatter - Growing A Multi-Trade Powerhouse

Thu, 17 Jan 2019 05:00:00 -0800

Joe Strittmatter’s HVAC, Plumbing, and Roofing company has had phenomenal growth. How did they do it? Joe tells us about his innovation for adding plumbing, how he thinks about social media, and giving back to the community. He also tells us about his favorite business books and his three rules for growth.

39 - Eric Dutton - 5 Business Rules

Tue, 12 Mar 2019 05:00:00 -0700

Eric Dutton, founder and president of Dutton Plumbing, returns to Profiles in Prosperity for a second interview. This time we asked Eric for 5 rules he uses to run his business. Be ready for some out-of-the box thinking. You’ll be surprised, amazed, impressed, and pleased with what you’ve learned.

40 - Shawn Henson - The Amazing Startup

Tue, 26 Mar 2019 08:00:00 -0700

Your Home Services, might be the fastest growing residential home services startup we have ever seen. We talk with Shawn Henson, Vice President of Your Home Services, and find out how they achieved this amazing growth.

41 - Bob Larson - Positively Affecting Lives

Tue, 09 Apr 2019 05:00:00 -0700

Bob Larson, founder and President of Bob Larson Plumbing, tells us how he entered the industry, how he achieved such an amazing growth rate, and how teaching other plumbers and developing a positive company culture has helped his business to thrive.

42 - Steve Miles - The Innovator

Tue, 23 Apr 2019 05:00:00 -0700

Relentless innovation is a powerful competitive advantage. Steve Miles, Vice President and CEO of Jerry Kelly, joins us to discuss innovation and how he made his company a standout for customers and coworkers.

43 - Jason Henderson - It’s All About We

Tue, 07 May 2019 05:00:00 -0700

Jason Henderson is the President and Founder of Best Air Conditioning Plumbing Repair in Las Vegas, Nevada. Jason’s an industry veteran, but his company is very new. Jason and his team have achieved amazing growth in a short time. How did they do it? We also ask Jason for his 4 rules for business. They’re gems!

44 - Dave Rothacker's Books

Tue, 21 May 2019 05:00:00 -0700

Dave Rothacker, recently honored as an industry “Servant Leader”, is back with book recommendations. Dave is a voracious reader of books, his recommendations are excellent, and I’m always eager to find out what books he recommends.

45 - Brigham Dickinson - CSR Training

Tue, 04 Jun 2019 10:00:00 -0700

Brigham Dickinson is President and founder of Power Selling Pros, a leading coaching and training firm in the industry. Brigham talks about properly training customer service representatives, CSRs, and how, by doing so, you can maximize your business performance.

46 - Dave Squires - Online Marketing

Tue, 02 Jul 2019 05:00:00 -0700

Dave Squires, co-owner of Vincent’s Heating & Plumbing, and Contractor’s Online-Access, has 40 years in the HVAC and Plumbing industry, and is a leader in developing website resources specifically for the residential service industry. He teaches us about some fascinating online marketing methods and tools that will boost your online presence.

47 - Michael Gerber - Three Things to Focus on

Tue, 03 Sep 2019 05:00:00 -0700

E-Myth author and speaker Michael Gerber talks about the 3 areas contractors overlook.

48 - Jacques Campeau - Jacques' Gems

Tue, 24 Sep 2019 08:00:00 -0700

Jacques Campeau is the Owner, President, and Founder of Campeau Heating in Sudbury, Ontario. Campeau Heating is a strong, well-respected business with great family values. Jacques is a wise man with tremendous experience and a great perspective. We asked him to give us “Jacques’ Gems” – his guidelines for success in business and life.

49 - Ken Goodrich - Builder of Empires

Tue, 08 Oct 2019 05:00:00 -0700

With all the experience and success he’s enjoyed, Ken Goodrich should write a book – oh wait, he has written a book! Ken Goodrich shares his industry experience, talks about his book with Michael Gerber, and shares his list of the top things all contractors should know or be doing in their businesses to ensure their success.

50 - Natalie Schuneman - The Top 5 HR Questions

Tue, 22 Oct 2019 05:00:00 -0700

People are the best and the worst things about leading a small business. So we talked with Natalie Schuneman who is an experienced HR consultant with Comprehensive Employment Solutions. She gave us the top five HR questions (and answers!) asked by her clients. You have people in your company? You need to hear what Natalie knows!

51 - Merv Blank

Tue, 12 Nov 2019 05:00:00 -0800

Merv Blank, CEO, Owner, and Founder of Air Professional Associates in North Salem, NY joins us to share some his experiences and wisdom built from 40 plus years in our industry. Merv’s a true gentleman, and a very successful businessman. He generously tells us about his businesses and about a recent acquisition. If you get a chance to listen to Merv, you should jump at the opportunity. Here’s your opportunity!

52 - Thanksgiving 2019

Tue, 26 Nov 2019 10:00:00 -0800

In honor of Thanksgiving, this podcast episode will be a bit different than usual. Curious?

53 - Shannon Bartlett - Service World Woman of the Year

Fri, 20 Dec 2019 14:00:00 -0800

Shannon Bartlett is the Owner and General Manager of Bartlett Heating and Cooling. Shannon was recently named Service World Woman of the Year. Shannon started working in the family business when she was in middle school. Under Shannon’s guidance Bartlett has experienced tremendous growth. I was particularly interested to hear what she did to grow the business, and her perspectives on women in our industry, and marketing to women.

54 - Dave Rothacker - Top 3 Books of 2019

Wed, 29 Jan 2020 06:00:00 -0800

Dave Rothacker gives us his top 3 books for 2019, and tells us why he thinks they’re great.

55 - Aaron Ruddick – “I fired my Mom!”

Mon, 17 Feb 2020 08:00:00 -0800

Aaron Ruddick is a 30-year veteran of the HVAC industry and a founder and co-owner of Reliable Comfort in Indiana. Reliable Comfort recently experienced tremendous growth. Aaron discusses the company history, growth, his goals for the future, and issues around mixing family and business. Aaron is a fascinating, smart business owner.

56 - Steve Mores on Indoor Air Quality

Mon, 16 Mar 2020 05:00:00 -0700

Steve Mores, Vice President for Training and Sales for Dynamic Air Quality Solutions talks about killing viruses, how to offer Indoor Air Quality, and shares his vast expertise. You need to know this stuff!

57 - Eric Dutton - Leadership in Difficult Times

Mon, 06 Apr 2020 08:00:00 -0700

How does a great business leader manage to grow in difficult times? Eric Dutton, founder and president of Dutton Plumbing, joins us to discuss the state of his business during the covid pandemic and how he strives for success and growth even through difficult times.

58 - Kelly Schols - Never By The Book

Tue, 21 Apr 2020 04:00:00 -0700

Kelly Schols is former president and owner of CPI Plumbing in Washington, and a current author, speaker, coach, and mentor. Kelly joins us to talk about his new book, “Never By The Book” and to share some of his experiences getting through tough times.

59 - Jason Fox - An HVAC Call Center

Tue, 28 Apr 2020 10:00:00 -0700

Many people talk about creating a successful HVAC call center, but most don’t actually attempt it, and most of those that attempt it either fail or scale back their plans. Jason Fox is the owner of Capital Heating and Cooling, a very successful HVAC company in Wisconsin. He also created a wildly successful call center that is integral to the success of his business. What did Jason do to make it work?

60 - Joe Cunningham - Growing in the Time of COVID

Tue, 05 May 2020 11:00:00 -0700

Joe Cunningham is a well known trainer, consultant, and business owner in the HVAC industry. Joe joins us to talk about how he adapted his business to remain successful in the days of the COVID pandemic.

61 - Jim Hinshaw - What Successful Contractors Are Doing Now

Tue, 12 May 2020 08:30:00 -0700

Jim Hinshaw is the HVAC Vertical Market Manager for Service Nation, an amazing sales trainer, and author of several books. Jim tells us about what some successful contractors are doing during the COVID pandemic to grow, and better serve their customers.

62 - Ron Smith - Three Tips to Improve Your Business

Tue, 19 May 2020 00:00:00 -0700

Ron Smith has a long history of innovative success in Residential Service. He was founder of Modern Air in Fort Myers, Florida, founder of Service America, COO of Service Experts, is the author of several books, is in the Contracting Business Hall of Fame, and recognized with many industry awards. He is one of the premier consultants in our industry. If you ask Ron Smith for three business tips, you know you’re not going to get usual boring advice; Ron always delivers great value! So I asked Ron for three business tips…

63 - Dave Bailey: The Flying Plumber

Wed, 24 Jun 2020 11:00:00 -0700

Dave Bailey, Plumbing Vertical Market Manager for Service Nation Alliance, tells us about his career, we learn why he’s “The Flying Plumber”, and we discuss the power of the humble checklist.

64 - Patty Kampmann - Customer Lobby

Tue, 11 Aug 2020 05:00:00 -0700

Patty Kampmann, President of Customer Lobby is relatively new to Customer Lobby and relatively new to our industry. She shares a bit of her background, what she finds exciting about Customer Lobby, and what Customer Lobby can do for contractors.

66 - Jose Moreira - The Rhino of Profit

Mon, 14 Sep 2020 17:00:00 -0700

Jose Moreira is President of Profit Rhino and a very successful entrepreneur. Profit Rhino recently acquired Callahan-Roach, one of the most venerated flat-rate systems in our industry. What will this acquisition accomplish, and what do you need to know? Jose will tell you!

65 - Ben Stark - Did It Again!

Fri, 28 Aug 2020 00:00:00 -0700

Ben Stark is one of the most knowledgeable and successful contractors in our industry. He has now built and sold his third HVAC company. You would be correct if you think Ben knows a lot about building and selling HVAC businesses. He shares some of his vast knowledge with us.

67 - Mark Matteson - The Guru of Success

Tue, 13 Oct 2020 05:00:00 -0700

I think of Mark Matteson as the Guru of Success. He’s also a best-selling author, international speaker, and successful consultant. You want more success? Mark gives us some of his steps to success. Follow his steps and you’ll create more success in your life.

68 - Lori Tschohl - Burgers to Bangles to Pipe

Tue, 17 Nov 2020 05:00:00 -0800

Lori Tschohl is the owner of Eagle Pipe and Mechanical in Port Ludlow, Washington. An amazing businessperson with a unique path into the HVAC industry, Lori shares how she went from a career owning several McDonalds restaurants, to starting two jewelry stores, and then becoming a business owner in HVAC.

69 - Jason Ball - Giving Back

Tue, 24 Nov 2020 05:00:00 -0800

Thanksgiving is the best of holidays! Appropriate for this great holiday season, we speak with Jason Ball, president and owner of Artic Bear, who is well-known for his great company and his involvement in the community. Please listen to the very end; I’ve got a small request for you.

70 - Lori Stickling - Covenant Plumbing

Tue, 08 Dec 2020 05:00:00 -0800

Lori and Delayne Stickling are growing their family business. This is definitely a company to watch. What are they doing to grow and improve?

71 - Lorri Allen - The Soundbite Coach

Wed, 23 Dec 2020 05:00:00 -0800

If you’re in business very long, you will eventually have an opportunity to interact with the media, for good or for bad. How you manage that interaction can make a big difference for your company. Lorri Allen, the Soundbite Coach, is an expert on all aspects of the modern media. You need to know what she can tell you.

72 - Tim Boudreaux - Tim’s Air Conditioning

Tue, 12 Jan 2021 05:00:00 -0800

In 1983 a young Tim Boudreaux started Tim’s Air Conditioning. Thirty-seven years later he sold it and is heading off into a well-funded, adventurous, and active retirement. In this episode Tim generously shares the story of his company and some of what he learned along the way including: his valued relationship with Lennox, Vicki LaPlant, Focus on the Future, an enterprising yellow page rep, moving to a bigger market, business processes, and more. Tim built a great company and Tim’s success is well-deserved. Learn from those that have been there and done it!

73 - Colleen Keyworth - Woman of the Year

Tue, 02 Feb 2021 05:00:00 -0800

Colleen Keyworth is the 2020 Woman of the Year. Colleen is the Director of Sales and Marketing for Online Access, an HVAC web marketing company located in Michigan. Colleen has a multi-faceted perspective on the industry. She gives us a bit of her professional history, and helps us with ideas to improve employee recruiting.

74 - Dave Rothacker - Best Books of 2020

Thu, 11 Feb 2021 05:00:00 -0800

The Best Bibliophile returns to tell us about the top business books he read in 2020. And he has a special offer for listeners of this podcast.

75 - Chandler Pernell - Building and Growing

Mon, 01 Mar 2021 11:00:00 -0800

Chandler Pernell is going to be a force in our industry. He joins us to share his story of how he joined our industry, how he transitioned his role within the family business, and his vision for the future.

76 - Nikolai Matveev - Cardinal Plumbing, Heating & Air

Thu, 18 Mar 2021 05:00:00 -0700

In 2005 Nikolai Matveev came to the USA speaking no English and with no experience in our industry. Flash forward to the present and he’s an owner of a large, successful Plumbing and HVAC business that he and his business partner started in 2013. How did he do it?

77 - Nancy O'Hare-Zika - Marketing Ideas You Need

Fri, 16 Apr 2021 09:00:00 -0700

Nancy O’Hare-Zika is owner of Yellow Dog Creative in Michigan, focusing on the marketing needs of companies in the skilled trades industry. Nancy shares some great low-cost ways to market your business, as well as sharing some current trends in marketing. You can contact Nancy through her website, https://yellowdogcreative.com.

78 - Mike O'Connell - PowerPay

Fri, 14 May 2021 06:00:00 -0700

Mike O’Connell is the Director of Strategic Accounts and Partnerships at PowerPay and has a deep understanding of the benefits of consumer financing. Mike joins us to discuss home improvement financing and some best practices for offering financing options to customers in our industry.

79 - Tom Peregrino - Contractor of the Year

Tue, 08 Jun 2021 05:00:00 -0700

Tom Peregrino of Daffan Mechanical recently won the prestigious Contractor of the Year award. Tom joins us to discuss his unusual entry into the industry, his path to success, and how he gives back to his community. You won’t want to miss it!

80 - Glen Wojcik - An Acquisition

Fri, 25 Jun 2021 05:00:00 -0700

Glen Wojcik is the owner of Pioneer Valley Environmental in Ware, Massachusetts. Glen joins us to share his experience with a recent acquisition and what he learned through the process.

81 - Dirk Payne - Starting Over

Tue, 21 Sep 2021 05:00:00 -0700

Dirk Payne is the owner of Sunshine Plumbing & Backflow Prevention in Baton Rouge, Louisiana. Dirk shares his story of how a natural disaster completely destroyed his business, and how he rebuilt it into a thriving operation.

82 - Renee Lucas - Renee's Rules

Tue, 19 Oct 2021 08:00:00 -0700

Renee Lucas, co-owner of LCS Heating and Cooling in Indianapolis, tells us about her business and her top rules for success in the HVAC industry. You won’t want to miss it!

83 - Dan Cherrie - It’s Not Your Grandfather’s Kickoff Party

Mon, 01 Nov 2021 15:41:31 -0700

Dan Cherrie, General Manager of Quality Degree, is a very smart guy with a diverse background and a successful track record. Among the many things to admire about Dan is the unique annual kickoff meeting they developed at Quality Degree.

84 - Brandi Szeker - Social Media For Your Business

Mon, 22 Nov 2021 10:00:00 -0800

Service Nation’s own social media expert, Brandi Szeker, joins us to discuss some simple strategies businesses can use to be effective on social media.

85 - Danielle Putnam – 2021 Woman of the Year

Sat, 18 Dec 2021 19:07:16 -0800

This year Danielle Putnam was named Woman of the Year at Service World Expo. Danielle is President of The New Flat Rate and volunteered as President of Women in HVACR. Danielle talks about her career, the founding of The New Flat Rate, why flat rate pricing works so well, and getting more women involved in the trades.

86 - Dave Rothacker - Top 3 Books of 2021

Tue, 25 Jan 2022 08:00:00 -0800

Dave Rothacker, the mighty master of business books, gives us his top three books of 2021, plus a few extra recommendations. Here’s what you should be reading!

87 - Tracie Harper - The Sales Professional

Thu, 17 Feb 2022 05:00:00 -0800

Tracie Harper is Sales Manager at Daffan Mechanical, a skilled sales representative, and a great sales coach. Tracie recounts how she got started in the HVAC industry, explains how she built a sales team, and gives us three incredible tips for comfort advisors.

88 - Kristen and Justin Deese - When Your Business Partner Is Your Spouse

Fri, 04 Mar 2022 11:00:00 -0800

Kristen and Justin Deese are a married couple who have owned and operated multiple businesses together including Paradise Home Services in Florida. They are authors of the book When Your Business Partner is Your Spouse: How to Have a Successful Business AND a Happy Marriage. They share their story and some of their top tips for successfully operating a business with your spouse.

89 - Patrick Lange - Sell Your Business!

Tue, 29 Mar 2022 05:00:00 -0700

Patrick Lange is the founder and owner of Business Modification Group and is an expert nation-wide business broker. Patrick has great tips for business owners who want to consider selling their businesses.

90 - Ken Goodrich - Live from the Barefoot Roundtable

Tue, 19 Apr 2022 08:35:28 -0700

Ken Goodrich joins David Heimer live on stage at the Barefoot Roundtable in Palm Springs. Ken discusses merges and acquisitions in our industry, and gives advice for anyone buying or selling a business. Bonus: Ken gives his “secret” for weight loss.

91 - Jason Henderson - Contractor of the Year

Tue, 10 May 2022 05:00:00 -0700

Jason Henderson is the founder and president of Best Air Conditioning Plumbing Repair in Las Vegas, Nevada. Jason and his team recently were named “Contractor of the Year”. Jason shares what they’ve done for continued massive company growth.

92 - Dale Sorrell - Buying a Business in the HVAC Industry

Mon, 30 May 2022 05:00:00 -0700

Dale Sorrell is the owner and president of Advantage Plumbing, Heating & Cooling in Stillwater, Oklahoma. A successful businessman with experience in a variety of companies and industries, Dale shares his experiences and insights on running a successful HVAC company.

93 - Brynn Cooksey - The Air Doctor

Tue, 14 Jun 2022 07:00:00 -0700

Brynn Cooksey is owner and president of Air Doctors in Detroit, Michigan. In less than 3 years Brynn grew his company almost 6 times. How did he do that? Brynn also shares his unique method for acquiring talented technicians.

94 - KC Holcomb - Water Treatment and Conditioning

Tue, 09 Aug 2022 05:00:00 -0700

KC Holcomb is the Director of Business Development & National Accounts at Canature Water Group / NOVO Water Conditioning Products. KC talks with us about water conditioning solutions for homes and businesses, and shares some great ways plumbers and other contractors can offer these solutions to customers.

95 - What You Don’t Know About Design Can Hurt You - Chanda Huff and Anthony Williams

Tue, 23 Aug 2022 11:00:00 -0700

Chandra Huff and Anthony Williams are talented members of the graphic design team at Service Nation. They give us three design ideas you need to know.

96 - Allison Bruce - Direct Mail: Stop Posting and Praying

Tue, 06 Sep 2022 14:00:00 -0700

Allison Bruce is the Vice President of Customer Success and Business Development for Customer Lobby. She and her team help service companies win more business through direct mail. Allison gives us tips to improve direct mail marketing.

97 - Scott Mann - Operation Pineapple Express

Fri, 07 Oct 2022 12:30:00 -0700

Scott Mann is a former Green Beret, retired Lieutenant Colonel, best-selling author of Operation Pineapple Express, and Service World Expo 2022 Keynote Speaker. Scott shares a harrowing tale of a rescue mission in Afghanistan, and how the lessons learned relate to business management.

98 - Mike Murphy - The Big Picture

Fri, 11 Nov 2022 12:00:00 -0800

Mike Murphy recently retired from a long successful career in our industry in both manufacturing and the trade press. Mike shares highlights from his career, and insights into our industry.

99 - Jenn Shue - General Manager

Tue, 13 Dec 2022 05:00:00 -0800

Jenn Shue is a General Manager, Coach, and Advisory Board Mentor. What does she think contractors should focus on?

100 - Matt Michel and David Heimer

Tue, 17 Jan 2023 14:00:00 -0800

After 20 years with Service Nation, Matt Michel and David Heimer retired. They reminisce about the founding of Service Nation, revisit some funny company stories, and provide some final thoughts and advice for Residential Service Contractors. A big thank you to Liz Patrick for conducting the interview.

101 - Richard Flournoy

Tue, 31 Jan 2023 12:00:00 -0800

Richard Flournoy is the founder, owner, and manager of A-Total Plumbing in Georgia. Rich tells us how he got into the industry and how he grew and, ultimately, sold his successful company.

102 - Liz Patrick - Rewards

Mon, 13 Feb 2023 09:00:00 -0800

Before retiring, Liz Patrick was Vice President of Strategic Alliances at Service Nation and was recognized with the Service Nation Servant Leader award. Liz shares how she got into the industry and how she helped to grow Service Roundtable into what it is today.

103 - Dave Rothacker - 2023

Mon, 27 Feb 2023 11:00:00 -0800

Dave Rothacker returns to share his top three business books of 2022. You won’t want to miss out on these recommendations.

104 - David Bodenheimer - Bodenheimer Plumbing

Mon, 13 Mar 2023 12:00:00 -0700

David Bodenheimer of Bodenheimer Plumbing Services in Winston-Salem, North Carolina is a winner of multiple Leaders Choice Awards, recipient of the Patriot Award, and a member of Service Nation Alliance since 2020. David shares the family history of his business and how it has grown.

105 - Keith Neff - Keith’s Kommandments

Tue, 21 Mar 2023 12:00:00 -0700

Keith Neff is the owner of AAA Air Conditioning in the Dallas Fort Worth area. Keith shares his history in the business, challenges he experienced along the way, ways in which he has given back to his community, and some of his top rules for business.

106 - Liz Friesen - Southside Plumbing - Find the Joy

Mon, 10 Apr 2023 10:00:00 -0700

Liz Friesen, of Southside Plumbing in Littleton, Colorado, is co-owner with her husband Mark. Liz shares her unique route into the industry, the history of her business, recruitment advice, and tips on how to work with family.

107 - Lori Tschohl - Woman of the Year

Mon, 24 Apr 2023 15:00:00 -0700

Lori Tschohl was recently named Woman of the Year for our industry. Lori runs a terrific business with strong growth, and somehow manages to also be an incredible industry advocate and influencer. How does she do it all? This is our 2nd interview with Lori. The first is episode 68 where we learned about her background and her start in our industry. Listen to both and learn from a smart, influential, innovative leader.

108 - Steve Simmons - Keep Growing

Mon, 08 May 2023 12:00:00 -0700

Steve Simmons, owner and founder of Air Comfort Heating and Cooling out of Nebraska, returns to catch us up on his last five years, tell us about his innovative recruiting program, and tell us the most important piece of advice he would give his younger self.

109 - Tucker Yarbrough - The Successful Family Business

Mon, 22 May 2023 13:35:31 -0700

Tucker Yarbrough is the CFO of Yarbrough and Sons. Tucker is the 2nd generation in the business founded by his parents. Tucker, his brothers, and his parents are all in the business, the business is thriving and experiencing tremendous growth. How do they do it? How do they grow and still maintain the family relationships? Also, Tucker gives us his rules for business.

110 - Chris Michel - Service Nation Training Director

Tue, 06 Jun 2023 13:30:17 -0700

Chris Michel has a vast and impressive background in our industry, and he's Service Nation's new Training Director. He's also an author of a wonderful book. Chris talks with us about his industry experience, why he wrote his book, and gives us 3 keys for contractor success.

111 - Lisa Converse - iHeartMedia

Tue, 20 Jun 2023 08:00:00 -0700

If you're in Residential Service you need to know about iHeartMedia and their powerful turn-key combination of massive high-quality data, dynamically inserted ads, and a creative production team that understands our industry, all delivered to your target market via a platform-agnostic system. Bonus: you will also find out if Lisa Converse is related to the great Converse shoe company.

112 - Ron Strelke - Focus on Others

Mon, 03 Jul 2023 13:05:12 -0700

Today we're talking with Ron Strelke, owner of Force Home Services in the DFW area, and a Service Nation Advisory Board Mentor. We learn about Ron's unusual entrance into our industry, the death of two cherished co-workers, his personal and professional growth, and the resulting culture of serving others.

113 - Andy Hobaica - Success in Sales and More

Mon, 17 Jul 2023 12:06:04 -0700

Andy Hobaica is one of the top HVAC Comfort Advisors in our industry. Why is he so successful? What does he do that most don't? This episode will leave you inspired and motivated. You'll want to share it with your team!

114 - Michelle Myers - The Pink Callers

Tue, 01 Aug 2023 11:00:00 -0700

Could remote back office support boost your business? There are many who successfully use this model. Michelle Myers, founder of Pink Callers, explains the services and benefits they provide. This is information you need to know!

115 - Roy White - From Technician to Purpose-Driven Leader

Fri, 18 Aug 2023 07:04:03 -0700

Roy White is the owner and leader of Fixed Right and Guaranteed. Roy shares his journey to success, provides sage advice, describes their unique recruiting, and talks about how his business purpose has changed.

116 - George Blitch Goes All Out

Tue, 29 Aug 2023 09:00:00 -0700

Need some inspiration and motivation? George Blitch is building a rapidly-growing HVAC company, rebranding, and creating a great future for his team and his young (and also growing!) family.

In this episode you’ll hear:

• The rebranding process
• How George started his business
• Why he rebranded
• How he accessed mentors that made a difference
• Advice for growth and integrity

If you are in residential service (HVAC, plumbing, electrical, etc) and want to stay on top of your game and grow, you don't want to miss this.

117 - Rory Krueger - Krueger Heating, Air Conditioning, Geothermal

Tue, 12 Sep 2023 13:39:29 -0700

Krueger Heating, Air Conditioning, Geothermal is a great example of a successful family-owned company with organic, controlled growth. Rory Krueger, president, founder, and owner is a Service Nation Mentor with tremendous and experience in this industry. Krueger has a substantial Geothermal division. Rory discusses his company history and growth, gives advice for advisory board members, and provides insight into Geothermal.

118 - Jim Hinshaw - Sales and Management Guru

Tue, 26 Sep 2023 13:00:00 -0700

Jim Hinshaw has vast and impressive experience in Residential Service. In this episode of Profiles in Prosperity, Jim focuses on what we need to be doing differently in sales right now.

Story telling in the sales process to engage customers
Emotion and logic
The six categories of emotions in sales with examples
- Fear
- Greed
- Jealousy
- Altruism
- Shame
- Pride
How to find great salespeople

In addition to being a great consultant, Jim is an author, and he gives us a brief review of his books:

Lessons Learned
The Good Stuff
Amazing Stories, which includes a story of how Jim's son saved two lives in five minutes.

119 - Ed O'Connell Goes To Service World Expo

Tue, 10 Oct 2023 11:00:00 -0700

He's back! The inimitable Ed O'Connell returns to Profiles In Prosperity to give a report on Service World Expo, the leading residential service expo. Ed reports on:

Why he goes to Service World Expo every year.
Implementation of ideas from Service World Expo, and return on investment
What he learned
The keynote that impressed Ed the most
Information sharing
The amazing Service World Expo parties
Fundraising for the Joseph Groh Foundation
Why some contractors fail to attend
Ed's FREE step-by-step process for growth
And a digression into off-road biking and weight watchers

120 - Lisa McCarthy - Out of the Box Technology

Tue, 24 Oct 2023 09:00:00 -0700

Lisa McCarthy is the brilliant Founding Partner and Chief Strategy Officer of Out of the Box Technology. She has built a company with incredibly valuable services for contractors. Her expertise and experiences with residential service companies (and many other industries) gives her insight shared by very few. A few highlights from our conversation:

How and why Lisa started working directly with clients and entered the HVAC and Plumbing industries
The services Out of the Box Technology provides, and why they're important
What contractors overlook in their financial systems, but shouldn't
Good practices for avoiding fraud
Sad tales of fraud we can learn from
How to help your bookkeeper and accountant be better

121 - Kim and Buford Martin - Contractor to Coach

Tue, 07 Nov 2023 08:30:00 -0800

Kim and Buford Martin had been in the HVAC industry, not as contractors, before they started Martin's Heating and Cooling in Fort Smith, Arkansas. They went through the struggles of starting and growing a Home Service Business before joining Service Nation Alliance and then building tremendous growth and profitability. Eventually they sold the business and are now Service Nation Premier coaches where they share their accumulated experience and wisdom. In this episode, Kim and Buford tell the story of their formative years, what they learned, how they grew, the process of selling their business, and they provide powerful advice for contractors. You need to listen to this: there's so much great information!

A few highlights:

How they started Martin's Heating and Cooling
Their reluctance to offer financing, and what happened when they offered financing
Strategy and practice of offering financing
Back-office changes that helped them grow
Why they joined Service Nation Alliance, and the benefits they experienced
The process of selling their business
Using a third party to consult with during the sale of the business
What happens in the business audit
The emotional impact of selling your business
Involving employees in the sale of the business
The transition period
Their experience as coaches and the type of coaching they do
The fear of "knowing your numbers"
Why they enjoy coaching
Advice for contractors (don't miss this!)
Contact information for Kim and Buford

122 - Tom Piscitelli - T.R.U.S.T. Training and Consulting

Tue, 21 Nov 2023 09:30:00 -0800

Tom Piscitelli is a thought leader and top trainer in our industry, providing training for technicians, salespeople, dispatchers, CSRs, and business owners who provide HVAC, Plumbing, and Electrical Service. Tom's training is thoughtful, thorough, ethical, and extremely effective. In addition to training, Tom is an accomplished and respected author, speaker, and consultant. In this episode you'll hear from Tom and learn:

How Tom Piscitelli got into our industry, grew his career, and ultimately decided to strike out on his own.
How T.R.U.S.T Training and Consulting was formed and the services they provide now.
Advice for Installers
Advice for Service Technicians
Advice for Office Team (dispatchers, CSRs, back office)
Advice for Sales (comfort consultant, comfort advisor, project manager)
Advice for the business owner
Sales driven versus operations driven companies.
Tom's training programs. How online training can help your team.
How to contact Tom and T.R.U.S.T Training and Consulting.

123 - Doug Wyatt - Synergy Learning Systems

Tue, 12 Dec 2023 09:00:00 -0800

Doug Wyatt brings an impressive level of energy and commitment to everything he does. That is demonstrated in his entrepreneurial endeavors, his personal and professional growth, and most recently in the development of Synergy Learning Systems. In this fascinating episode you will learn about:

How Doug Wyatt's childhood of rural poverty fueled his ambition, work ethic, and values.
His early entrepreneurial success in the world of pizza coupons.
Doug's early and continuing commitment to personal growth and what that did for him.
How to find time for personal development.
The unexpected way Doug entered the HVAC Residential Service industry.
The way Doug grew a company with no systems and processes to Lennox Partner of the Year in only 14 months.
A great quote, "we overestimate what we can do in one day, but underestimate what we can do in a year" and what that means for you.
Why Doug Wyatt is strategically incompetent, and why you should be strategically incompetent too.
Can you afford to cut training in an economic downturn?
The new learning paradigm from Synergy Learning Systems, measuring the personal growth of team members and what that can do for your company.
How much training should you provide your team?
Book recommendations.
And more....

You will leave this podcast episode motivated and with ideas to do more for your company, your family, your team, and yourself.

124 - Renee Lucas - Woman of the Year

Wed, 27 Dec 2023 10:00:00 -0800

Renee and Travis Lucas are the owners of LCS Heating and Cooling in Indianapolis, Indiana. Renee was recently named Woman of the Year. Renee is not just a great owner with an incredible track record, she is also a Service Nation Premier Coach, a person who cheerfully helps others, and works to make our industry stronger and better. Her award is clearly very well-deserved!

Renee discusses:

Her surprise and happiness at being named Woman of the Year.
Recent developments at LCS.
A new building for LCS.
Growth challenges.
Attracting and keeping women in the trades.
Being a Service Nation Premier Coach.
Renee and Travis' best vacation.
Books that Renee recommends.
Coaching insights: How to prepare for coaching, what you need in coaching, why you need coaching.
How Renee finds time to read and invest in herself.

Background information about Renee Lucas, Travis Lucas, and LCS Heating and Cooling can be found in this podcast, Profiles In Prosperity, episode 82 "Renee's Rules".

125 - Dave Rothacker - Top Business Books of 2023

Tue, 16 Jan 2024 09:30:00 -0800

Dave Rothacker joins us again to review his top business books from 2023. Of all the books Dave read in 2023, these are the ones you can't afford to overlook. Dave reviews the books, explains why they are the best of 2023, and provides insight about maximizing value from your reading.

To contact Dave directly, email him at Dave@GoTimeSuccessGroup.com

126 - Joe Strittmatter - Selling and Growing

Mon, 29 Jan 2024 08:30:00 -0800

Joe Strittmatter is the founder of Strittmatter Plumbing, Heating, and AC in
Denton Texas. In episode 38 "Growing a Multi-Trade Powerhouse" we interviewed
Joe and learned about his start in our industry and the grow of his company.
In this episode we learn about what's happened since. In short, Joe continued
to grow his company, sold to a private equity company, ended up running both
Strittmatter AND Frymire, and, at the time of this recording, was just leaving
the private equity company.

Also in this episode you'll learn:

Why Joe Strittmatter sold to private equity.
Why Joe Strittmatter decided to stay and work with private equity.
What Joe Strittmatter learned from his time working with private equity.
The issues of due diligence during a company sale.
Running multiple companies simultaneously.
What it feels like to sell your company, and the right way to think about
it.
Creating growth for others.
The things that were the catalysts for Joe Strittmatter's business growth.
What Joe will present at the International Roundtables.
Having the three-legged stool for revenue, adding a fourth.
What Joe Strittmatter is planning for his future.

Don't miss out! Attend the 2024 Service Nation Summits (where you-ll get to
meet Joe Strittmatter and hear him speak):

Eastern Summit, February 27 - 29, 2024 https://cvent.me/eYm7MG

Western Summit, April 16 - 18, 2024 https://cvent.me/0O07r1

127 - Gina and Philip Ferrara - Ron Smith Fired Me!

Wed, 14 Feb 2024 09:00:00 -0800

Gina and Philip Ferrara are the founders, owners, and hands-on leaders of LibertyAir providing HVAC services in Gainsville, Florida. They are married to each other, and have children together. Like many owners they've had their share of struggles as they built a successful and strong business, including getting fired by their business coach, the late, great Ron Smith. But they came back! Their business is still growing and it's very successful. They've won numerous awards! Philip branched off into software and has a creative, innovative offering for the HVAC industry.

In this episode you'll hear:

Why and how Gina and Philip relocated to Gainsville and started LibertyAir.
Their business backgrounds and experience.
How they divide their responsibilities in the business.
Key success factors for their growth.
How and why Philip was fired by Ron Smith, and how that helped him change and grow.
The formation, functions, and benefits of DartBid - Philip Ferrara's new software system.
Great advice for owners and managers.

128 - Allan Ferguson and David Heimer: Advice and Tools for Contractors

Tue, 05 Mar 2024 13:45:00 -0800

Look at this: it's a two-for-one podcast episode! Allan Ferguson, host of the Pipeline to Profitability Podcast interviews David Heimer and David Heimer, host of Profiles in Prosperity, interviews Allan Ferguson.

Join Allan Ferguson, your host on Pipeline to Profitability, as he engages in a riveting conversation with celebrated entrepreneur David Heimer, founder and retired COO of Service Nation, Inc. This enlightening episode goes beyond tracing David's illustrious professional journey, touching upon his substantial contributions to the industry, and delving into personal anecdotes from their intertwined careers.

Listen in to gain insights into David's philosophy on the irreplaceable role of relationships in business, which he breaks down into five essential types: with contractors, vendor partners, coaches, community connections, and within the company itself. These relationships form the backbone of business growth, playing a pivotal role in building successful teams and fostering a conducive business culture.

As you tune into this rich discourse, explore the significance of networking with direct competitors and leveraging the vast resources of the internet to your advantage. Alan and David's shared experiences highlight how friendly competition can be a catalyst for business expansion, introducing surprising growth opportunities.

Learn from Alan's insightful advice on scaling up your business, particularly a plumbing and HVAC business, derived from his experience navigating diverse markets. His forays into innovative e-training provide a unique learning opportunity for budding contractors.

Further, David's wisdom offers a refreshing perspective on embracing retirement, underscoring the importance of leading a fulfilling life beyond the scope of business. He also touches upon strategies such as the innovative concept of call-by-call management, and the transformative power of mentorship and leadership.

Contact David Heimer about the Profiles In Prosperity podcast at PIP@NewMediaEmpire.com

Get Allan Ferguson's eBook "Five Steps to 10X Your Income" at

https://www.servicesuccessacademy.com/ebook

129 - Mike Chastain - Absolute Plumbing

Tue, 19 Mar 2024 12:30:00 -0700

A blessed accident caused Mike Chastain to need a job at a very young age. So he went from 9th grade right into plumbing. After gaining valuable experience in new construction plumbing, the new housing market collapse caused him to make another change and start his own business with his wife, Katie. The ups and downs of business ownership caused them to learn a lot and grow. We'll hear about:

The blessing of family in the business
Starter coaches
The roller coaster of business
Why Mike joined Service Nation Alliance, and what that's doing for him and Absolute Plumbing
Firing a CSR and gaining $15K in weekly revenue as a result
The "coloring books and crayons" method for systems and processes
Unexpected help from a competitor
Immediate challenges to growth
The five year plan
Advice for young people entering the trades.

130 - Stephanie Postell - Maybe This Is Like Kindergarten

Tue, 02 Apr 2024 13:45:00 -0700

Stephanie Postell is the Chief Operating Officer and owner (with her husband, David) of Anchor Heating and Air.

Stephanie has enjoyed a diverse career prior to joining the HVAC industry. She started off as a Kindergarten teacher, owned and worked in different businesses before working for an HVAC company and eventually starting her own HVAC business.

Stephanie has a wealth of experience, and vast expertise in operations. We talk with her about her background, her experiences in different HVAC companies, acquisitions, finding and keeping great people, managing a company with your spouse, her presentation at the upcoming Service Nation Summit in Reno, what people don't know about implementing processes and procedures that they should, and her philosophy for making a great company.

You can learn a lot from Stephanie Postell! If you want to hear more from her, attend the Service Nation Summit in Reno, Nevada, April 16-18 2024. Register at https://web.cvent.com/event/492c6ebd-1e1b-4ee2-9dfd-114720d2a5d2/regProcessStep1:ad7993b6-9676-4275-b566-a8c5aeacc191

131 - Ryan StMichel - Excelling in Consultative Selling

Tue, 16 Apr 2024 03:45:00 -0700

Ryan StMichel is the owner of Grove Mechanical in Crookston Minnesota.
Grove Mechanical was founded in 1978 by Ryan's Grandfather and Ryan purchased the company from his uncle.
Ryan created a unique consultative, no-pressure, sales process that results in high-quality, high-value systems installations, delighted customers, and a very high close rate. How does he do it? Listen and learn!
Other interesting items discussed:
Building relationships with customers: Finding points of commonality and ice-breaking.
Sales room set up.
Scheduling for maximum customer availability.
Offering options.
Indoor air quality.
Why Ryan StMichel joined Service Nation and what that did for him and Grove Mechanical.
THANK YOU AND REQUEST FROM DAVID:
First, thanks for listening and thank you for your support!
If this has provided any value to you, would you please give us a good rating on whatever podcast app you use?
Also… we're always looking for great interviewees and topics. If you have an idea for us, know someone who should be interviewed, or if you would like to be interviewed, DON'T BE MODEST, just shoot an email to PIP@NewMediaEmpire.com.

Thanks again!

132 - Chuck Worley - Outwork Everybody, Part 1

Wed, 01 May 2024 12:00:00 -0700

Chuck Worley is the owner, founder, and leader of Worley's Home Services in the Hampton Roads, Virginia area. Worley's Home Services is a full, whole home services company - HVAC, Plumbing, Electrical, Insulation, and Crawlspace Encapsulation. Worley's is a very successful company, but, as many know, the road to success can be very bumpy with difficult detours. Chuck's experienced all of that and it's a great story. Even better are his innovative ideas and inspirational contributions to his community, his team, and our industry. Who else do you know that has a Company Chaplain? There's a lot in this interview with Chuck, so we've split it into two episodes. In these episodes you'll lear about:

How and Why Chuck got into HVAC.
How a wrestling coach's intervention helped Chuck get into the Trades
Chuck's reluctance and early success in Sales
Building and losing a company.
Declaring bankruptcy.
Living in an RV down by the river.
Paying back creditors.
Having a Company Chaplain.
Starting over with his son.
Net Profit Tithing.
Developing the secondary leadership team.
Being a building science geek.
Building organically and through acquisition.
Character, Integrity, and Doing The Right Thing
Employee Ten Commandments
Imprinting your brand.
Using EOS
Papering the town
The Radio Show
Branding and Logo Tournament
Moving from Sales to Marketing
Personal growth
Family in the business
Moving billboards
Being the face of Worley's
The events Chuck attends
How much Chuck spends on marketing
Client appreciation parties
Giving back to the community

133 - Chuck Worley - Outwork Everybody, Part 2

Tue, 14 May 2024 11:00:00 -0700

How and Why Chuck got into HVAC.
How a wrestling coach's intervention helped Chuck get into the Trades
Chuck's reluctance and early success in Sales
Building and losing a company.
Declaring bankruptcy.
Living in an RV down by the river.
Paying back creditors.
Having a Company Chaplain.
Starting over with his son.
Net Profit Tithing.
Developing the secondary leadership team.
Being a building science geek.
Building organically and through acquisition.
Character, Integrity, and Doing The Right Thing
Employee Ten Commandments
Imprinting your brand.
Using EOS
Papering the town
The Radio Show
Branding and Logo Tournament
Moving from Sales to Marketing
Personal growth
Family in the business
Moving billboards
Being the face of Worley's
The events Chuck attends
How much Chuck spends on marketing
Client appreciation parties
Giving back to the community

134 - Jeremy Lowe - Experience and Insight

Fri, 14 Jun 2024 10:26:59 -0700

Jeremy Lowe has done just about everything in our industry: Service Technician, Sales, Installation, Management, General Manager, and for the last 20+ years has been on the Flat-Rate Pricing side of the industry with Calahan-Roach, Profit Rhino, and Service Fusion. Along the way he's amassed tremendous experience and great insight into our industry. I have a lot of respect for Jeremy for his dedication to helping contractors and making our industry better. In this episode Jeremy tells us about his career, the connection of Calahan-Roach, Profit Rhino, and Service Fusion, and gives us powerful advice for contractors. Jeremy's a great resource for you: listen and learn!

Other items discussed:

The Calahan-Roach database
Working with NASA
Planning for a business exit
Knowing your numbers
Leadership
Developing a culture
Jeremy's new podcast: Tips for the Trades

135 - Eric Dutton - Post Sale

Tue, 25 Jun 2024 11:00:00 -0700

We welcome Eric Dutton back to the podcast. Eric is the founder, ex-owner, and ex-president of Dutton Plumbing, a large, wildly successful plumbing company. Eric is well known for his humor, but also for being a great leader and a very smart businessman. Eric's been on our podcast before. We learned about the creation and growth of Dutton Plumbing (episode 1), Five Business Rules (episode 39), Leadership in a Difficult Time (what Eric was doing with his company during COVID – episode 57). In this episode we catch up with Eric and find out what's happened with his company in the intervening 4 years. One big turning point: Eric sold his company and after managing the transition for more than a year, retired. Eric talks about the aspects of selling that aren't discussed a lot: the personal, emotional, and non-financial aspects: what it feels like, what you do after, what personal adjustments are needed. Eric also discusses his "Ericisms", his amazing retirement party, the grit required to be successful, his use of a Tony Robbins coach, losing his local fame, becoming anonymous, the value of excitement, and advice for business owners who need to plan for their exit. Eric Dutton is an incredibly smart guy, and a very savvy businessman. Don't miss this!

136 - Steve Miles - Hall of Fame

Tue, 09 Jul 2024 08:30:00 -0700

How often do you get information and advice from a member of the Hall of Fame? Steve Miles joins us for a wide range of topics:

Selling his company
Is it a good idea to involve employees in a company sale?
Working with Private Equity
Current role post sale
Recruiting – "kissing frogs"
Great ideas for a digital billboard
Artificial Intelligence
Being a Service Nation Mentor and advisory boards
The value of participating in industry events
How Steve Miles learned from industry events, what to do
Marketing
Growing your business
Learning from others
Office and shop design
Visiting other contractors

137 - Bill Henzler - Think DIfferently

Tue, 23 Jul 2024 11:00:00 -0700

In this episode of Profiles in Prosperity, we sit down with Bill Henzler, President and Founder of Quality Degree, Inc., a leading multi-trade residential service company based in Royersford, Pennsylvania.

Bill opens up about his experiences with Dyslexia and Attention Deficit Hyperactivity Disorder (ADHD) and how these conditions have influenced his approach to managing and growing his company. This discussion is particularly relevant, considering the high number of individuals in our industry who are also dyslexic or have ADHD. We deeply appreciate Bill’s initiative to explore this important topic.

Our conversation also covers:

Bill’s journey into the industry
Innovative thinking
Strategies for organizing with ADHD and Dyslexia
The importance of collaborating with the right people
- Diversifying into additional trades such as pest control, duct cleaning, handyman services, and remodeling
Cross-marketing strategies across different trades
A business model designed to support smaller contractors
Practical advice for contractors

Join us for an insightful and inspiring discussion with Bill Henzler on Profiles in Prosperity.

138 - Where Are They Now? Jason Henderson, Liz Friesen, Richard Flournoy, Brandi Szeker

Tue, 06 Aug 2024 11:00:00 -0700

Isn't it fun to follow companies and people over time and find out what happened? I’ve been able to interview many interesting people since I started this podcast in 2016. In this episode we’re going to catch up with four people that I interviewed in the past: The amazing Jason Henderson, who started and grew a company faster than anyone I know. Liz Friesen, who with her husband, Mark, is growing a solid plumbing company in Colorado. Richard Flournoy, who turned his company into a powerhouse, sold it, and is now venturing into a totally different industry. At the end, we’ll wrap up with an incredible story: Brandi Szeker who was a marketing manager at Service Nation, known for her creative marketing videos, became a viral influencer, left our industry and became a best-selling author. It’s a great story, and she has powerful advice for contractors. You'll enjoy and learn from their stories!

139 - Jessica Young – If I Knew Then…

Tue, 20 Aug 2024 13:00:00 -0700

Jessica Young is the Operations Manager, and co-owner with her husband Doug, of Young Plumbing Services in South Carolina. Like many, Jessica entered the trades part-time to help her husband and then got sucked into a full-time job. Without a lot of business knowledge they struggled, but got growth and profitability after joining Service Nation Alliance. Jessica has become a knowledgeable, influential leader in the contracting world. She shares their inspiring story here, and gives us a preview of her upcoming presentation at Service World Expo. In this episode you’ll hear:

The value of industry connections
How incorrect pricing caused Jessica and Doug to attend Service World Expo
Why they joined Service Nation, and what that’s done for them
Growing 30% per year
Projecting the right company image
How a degree in English pays off
The important company culture at Young Plumbing Services
Being a Service Nation Advisory Board Mentor and how that’s like a Homeschooling Parent
A preview of Jessica’s speech at Service World Expo
Why contractors should attend industry events
Getting Women in The Trades

140 - Sarah Blackhall - A Peak Behind the Curtain

Tue, 03 Sep 2024 12:32:50 -0700

Sarah Blackhall is Vice President of Creative for Service Nation. She has many areas of responsibility at Service Nation, including Service Nation Events: Service World Expo and the International Roundtable. We could talk about a lot with Sarah, she's an expert in Design, she's a talented leader and communicator, but today we're going to focus on Service World Expo. Sarah gives us a peak behind the curtain to learn about the planning, the speakers, the breakouts, the AMAZING PARTIES, and how to get the most from Service World Expo. By the way, Profiles in Prosperity will be on the Podcast Stage at Service World Expo, interviewing a brilliant industry veteran – I'm looking forward to seeing you all there! Who else will you see there? All the leading contractors and the best speakers:

Matt Michel - Be The Best
Daymond John from Shark Tank
John Formica - Making the Customer Experience Magical
Andy Hobaica on Sales
Dan Antonelli
And many, many more!

Sarah also discusses how to successfully network at Service World Expo, what you can't miss if you're a "first timer", getting value from the expo vendors, and how you can create implementation plans with coaches at Service World Expo.

Don't miss the leading Residential Service event! Register at www.ServiceWorldExpo.com. October 15-17, 2024. Disney Coronado Springs Resort, Orlando Florida

141 - Bryan Baer - Merge and Grow

Tue, 17 Sep 2024 09:30:00 -0700

Bryan Baer grew up in our industry, drafted into it by his father and stepfather. He grew to love the industry, and eventually, with his wife, started a residential services company. They enjoyed modest success, but Bryan was working too hard, wearing too many hats, and felt like something was missing. He met a remodeler, they became friends, joined forces, and created a new company. They joined Service Nation Alliance, and with the help of a great coach, Lou Hobaica, they’re changing everything to pave the way to become a business empire. They’re already growing at an amazing rate, but they’re gunning for much, much more. Can friends be fifty-fifty business partners and aggressively grow a company? How do you merge companies, change the company name, the branding, the culture, and the marketing all at the same time and not go crazy? Listen and find out…

142 - David Heffner - Service Above Self

Tue, 01 Oct 2024 07:00:00 -0700

David Heffner is the Director of Community Outreach for Winsupply of Indianapolis. Prior to that, David was a successful one-man plumbing company that was acquired. And before that he served in the US Marine Corps. David has a heart for service, is incredibly knowledgeable about our industry, and loves to teach and help others. His career, his introduction to plumbing, his experiences growing and then intentionally shrinking his company are fascinating and full of great lessons. In this episode you'll hear:

How attempting to change a light bulb led to a plumbing career
Providing great service to others
What a Director of Community Outreach does
Why WinSupply of Indianapolis is one of the top Winsupply locations
Why and how to grow and then intentionally shrink a company
The acquisition of a one-man plumbing company
How to fail at retirement
Cycling across Iowa (RAGBRAI) and Indiana (RAIN)
Supporting the Marines and Veterans
Service Above Self

143 - Katy Higgins - The Great Restart

Tue, 15 Oct 2024 09:30:00 -0700

Katy Higgins knows the pain of a failed partnership. After tremendous growth in a new HVAC company, she walked away from her partnership. She floundered for a while and then restarted powerfully, created a new company, and is experiencing a reaffirming growth. In this episode, Katy tells us about:

Her start in the HVAC industry
Winning the Western Regional Comfort Advisor contest 3 years in a row while being the only woman comfort advisor
Rejecting a “roaming” sales rep job
“Sometimes the only ship that doesn't sail is a partnership”
Advice for women entrepreneurs
The power of community
Her website, and what makes it different
Creating trust
Team meetings

144 - Brandon Jacob and Matt Michel - The Emotions of Exiting

Tue, 05 Nov 2024 12:00:00 -0800

David Heimer interviews Brandon Jacob and Matt Michel on stage at Service World Expo. Brandon and Matt are in the middle of a unique research project about the fears and emotions of selling your business; information people typically don't discuss, but you need to know. They've interviewed many business owners who sold businesses in a variety of industries. They discuss some of their findings and the upcoming book.

The fear of selling
The highs and lows of selling your business
DIY versus professional support
Who should be on your business sale team
Worrying about employees
Keeping the sale a secret and what to do if discovered
What does the acquiring entity want?
Post sale emotions
Advice for business owners

145 - Doug Jackson - Solving Puzzles

Tue, 19 Nov 2024 09:30:00 -0800

Doug Jackson is the 31 year old General Manager of Jackson Services, a large, recently acquired residential services company. Doug was recently named to the elite 40 Under 40 group. He started in HVAC at a young age and by his mid 20's had done every job in the company. After becoming GM, he led the company to spectacular growth in just a few years. How did he do it? In this episode Doug talks with us about:

Doug's career at Jackson Services
Solving puzzles
Growing from $4 to $23 million
Growing techs
Changing the hiring paradigm
Developing a recruiting program
The benefits of Service Nation Alliance
His role post-acquisition
Getting advice from Lou Hobaica and his Service Nation Advisory Board
Why it's a disservice to yourself, your company, and your family to not be properly profitable.

146 - Kevin LeSage - Searchlight

Tue, 03 Dec 2024 10:30:11 -0800

The old saying about advertising is that you know you're overspending by 50%, you just don't know which 50% to cut.

Measures of opens and clicks are interesting, but they only give you limited information. What you need is a way to accurately measure which ads are working and be able to tie those ads directly to revenue. Enter Kevin LeSage and Searchlight. Kevin grew up in our industry helping his Plumber Father as a kid. After college Kevin worked in digital marketing and analytics. Then he returned to our industry to help his Dad and other Residential Service companies. Would you like to know which of your ad campaigns works best for you, and which ones are ineffective? Of course you would! Would you like to know how Searchlight does this? This is information you need to know!

147 - Lou Hobaica - You'll lika Hobaica

Thu, 19 Dec 2024 09:30:15 -0800

Lou Hobaica more than just a successful contractor. He is an original thinker, a superb coach, a marketing genius, a master motivator, and a kind community philanthropist. If you're in the industry, it's possible you've heard the phrase “You'll lika Hobaica.” That's the tagline for Phoenix-based Hobaica Services, which has been in business since 1952. Lou Hobaica, is an industry icon, a Service Nation mentor and coach, and one of the smartest and best business leaders in our industry. In this episode, Lou Hobaica talks about the inception of Hobaica Services, growing the business with the 2nd generation, and the successful recent sale. You'll learn why Lou got into the Wine Cellar business, and how to manage a business with family. Lou also gives us 3 amazing ideas for contractors. Listen and learn from Lou Hobaica and you'll "lika Hobaica" too!

148 - Nathan Nelson - Empire Fence

Tue, 14 Jan 2025 09:00:41 -0800

Here's something different. Normally we talk with HVAC and Plumbing companies and their supporting vendor-partners, but today we're talking with Nathan Nelson of Empire Fence. Empire Fence is a large, successful company serving the Residential, Residential New Construction, and Commercial markets. It's interesting and instructive to talk to people in similar but different industries; it's a wonderful learning and idea-generating opportunity. In this episode you'll find:

How Empire Fence started in 1955, founded by Nathan Nelson's Grandfather
How the need for a baseball glove started Nathan's career in the Fence Industry
The amazing Grandfather / Grandson relationship that fueled Empire's growth
Empire Fence's unique online quoting tool, and what that does for them
Launching service contracts
Finding good people
Using Compensation Analysis to keep good people and operate in an atmosphere of transparency
Marketing
Future growth and expansion

149 - Dave Rothacker - The Best Business Books of 2024

Tue, 28 Jan 2025 14:00:22 -0800

The great Dave Rothacker makes his 10th appearance on our podcast to tell us about his picks for the top business books for 2024. Dave reads more business books in a year than anyone I know. He has tremendous insight into our industry and so his recommendations are perfect for all of us. Plus, Dave provides a useful technique for getting creative ideas and resolving issues.

150 - Bailey McCormick - Build A Great Residential Service Career

Tue, 11 Feb 2025 11:30:51 -0800

Bailey McCormick is the General Manager of Air Bros in Saint Petersburg, Florida. Her career has been one of tremendous personal and professional growth. She's taking her experience and knowledge to a new company and doing great things there. How did she do it? What are her secrets for success? What career advice does she have? In this episode you'll hear:

The accidental way Bailey McCormick joined our industry
Initial responsibilities and a decision to grow
Selling the business and moving forward
Rejuvenation and a new opportunity
Joining Air Bros
Goals for the new company
Why Bailey McCormick attends tradeshows
How to get the most from industry tradeshows and conferences
Advice for a great career in residential service

151 - Brian Carpenter - Build an Empire in a Small Market

Tue, 25 Feb 2025 10:00:24 -0800

Brian Carpenter is the Vice President of Mark Carpenter Plumbing, Heating, and Air in Clovis, New Mexico. The combined statistical area they serve is less than 70,000 - and yet they're thriving and enjoying strong growth. How do they do it? Brian is a very smart guy with great experience. In this episode Brian talks about:

How Brian Carpenter joined our industry as an adult, without trade experience
About Mark Carpenter Plumbing, Heating, and Air
Adding new vertical markets
Changing the service mix
Finding and keeping good people
Considerations of geographical expansion
The challenges of a small market
The benefits of trade shows
Advice

152 - Lori Stickling - Continuing to Grow at Covenant Plumbing

Tue, 11 Mar 2025 09:00:17 -0700

Four years later I get another chance to interview the amazing Lori Stickling! Lori and her husband Delayne own Covenant Plumbing in Bloomington, Illinois. Four years ago I interviewed Lori shortly after they joined Service Nation Alliance and were in the early stages of changing their business. So, what happened? I'm happy to report they've grown substantially. How did they do it? Listen and learn! Please note: the first interview with Lori is episode 70. It has a lot of the background information about Lori, Delayne, and Covenant Plumbing. In this episode you'll hear:

How much Covenant grew
Their significant changes to marketing
How Covenant Plumbing finds great employees
Business books that Lori recommends
Rebranding
The influential people in her life
The advantage of being in great networks like Service Nation Alliance and The Rotary
Advice
The future for Covenant Plumbing

153 - Jim Hinshaw and Jazmine Colson - Reaching The Summit

Fri, 28 Mar 2025 15:00:51 -0700

What do you have to do to improve your business? Learn from others! Attend industry events like... The Boston Summit. It's going to be a great event. Jim Hinshaw and Jazmine Colson tell us WHY successful contractors attend Service Nation events, and what you'll miss out on if you fail to come. BONUS: Jim's got some deals for you!

154 - Logan Marshall - Bluon

Tue, 08 Apr 2025 12:00:00 -0700

Would it be good if you could help your techs and service manager be more productive? If you could get 1 - 2 more service calls per week per tech, and reduce call backs... would that be good? Of course it would! Logan Marshall explains how Bluon is making huge productivity impacts in our industry. You need to hear this!

155 - Joseph Garcia - LeadsNearby: Full Service Digital Marketing

Thu, 24 Apr 2025 13:00:47 -0700

Joseph Garcia, Chief Technology Officer of LeadsNearby, discusses his company's role as a full-service digital marketing agency for service contractors, highlighting their focus on automation, AI integration, and client strategy. He reviews how their AI platform acts as a 24/7 smart assistant for contractors, handling various aspects of customer interaction and business operations. Joseph talks about their tools to evaluate market potential and growth. We also get Joseph's recommendations for contractors, three of his top business books, and relentless recruiting.

156 - Chris Saffer - Saffer Plumbing - Not Afraid To Make A Mistake

Tue, 06 May 2025 15:30:39 -0700

Saffer Plumbing is a 4th generation, 80 year old plumbing company in Baltimore. Chris Saffer is the president. He and his team have achieved amazing growth. In this episode you'll hear:

History of the company.
Getting certifications. Try and try again.
Working with family.
The different colored trucks for cobranded with local charities: SPCA, ARC of Baltimore, Joseph Groh Foundation, Women's Shelters and more.
What they have done to grow.
Why he likes Service Nation Alliance.
Pollution insurance.
Not afraid to make mistakes.
Advice for service contractors
Books Chris recommends. Not just business books!
Considerations for an exit strategy for a family business.

157 - Crystal Williams - The Great American Brand Story

Wed, 14 May 2025 12:30:19 -0700

Would you like to receive a FREE Marketing package worth $150,000? Crystal Williams is a creative innovator. Working with Lemon Seed Marketing, Service Nation, and an amazing team of top vendor-partners, Crystal created The Great American Brand Story Contest. Ready to take your marketing to the next level? The Great American Brand Story Contest is your opportunity to transform your HVAC, plumbing, or electrical company into an unforgettable brand. The winner will get a package worth $150,000. Listen to get the details, and don't miss out!

158 - Roy White - Contractor of the Year with a 7-7-7 Mission

Tue, 03 Jun 2025 11:00:28 -0700

Roy White is the founder and owner of Fixed Right and Guaranteed in Maryland. Fixed Right and Guaranteed was recently named "Contractor of the Year". Roy and his team have built incredible growth with a focus on team development, culture, and leadership. Roy is incredibly thoughtful about his and his company's impact on others and their legacy. This year Roy and team are on a mission — 'The 7-7-7 Mission." In this episode you will hear about that and:

Super Tech University
Creating an effective and hilarious website
The "No Breakdown Guarantee"
Being a Coach
Creating growth
Having a full-time videographer on the team
The role of videos in training
Using Trainual
Book recommendations

159 - Zak McMorrow - Amazing Growth

Tue, 17 Jun 2025 08:30:38 -0700

Zak McMorrow is the founder and owner of Osceola Air in Florida. As is the case with many business start ups providing Residential Service, Osceola Air enjoyed growth, but lacked the business tools and organization to get to the next levels. In 2020 Zak and his team joined Service Nation Alliance and since then have created impressive growth: a compound annual growth rate of 51 percent! They won Service Nation's Level Up Award, Highest Growth Dollar Award, and Highest Growth Percentage Award. How did they do it? In this episode you'll hear about:

How and why Zak got into HVAC
The start of Osceola Air
Why they joined Service Nation Alliance, and how that helped them
Mentors
Osceola Air now
Their "About Us" page and how it differentiates Osceola Air
Supporting the community
What Zak would tell the younger version of himself

160 - Tucker Yarbrough - Contractor of the Year

Tue, 01 Jul 2025 11:30:54 -0700

Tucker Yarbrough is one of the smartest people in our industry. I'm not the only person who thinks so; Tucker was named to our industry's 40 Under 40, and Yarbrough and Sons was recognized with the Contractor of the Year award. We interviewed Tucker in episode 109 where we heard about the beginnings of Yarbrough and Sons, and how their family business became so successful. Every time I talk with Tucker I get great ideas and information. In this episode you'll hear about:

Winning contractor of the year.
Growth in the last two years.
Expanding to a new location.
The process and analytics of deciding where to put a new location.
Building a new office.
Expanding into plumbing.
Pricing leadership, price resistance, and adaptability as they expand into plumbing. “The numbers may change, but the margins don't.”
The process and policy of responding to reviews. Tucker's hilarious response to a negative review. Advice for managing bad reviews. Using AI for responses.
Clever yard signs. Making yard signs stand out. Making yard signs effective.
Return on Marketing Spend.
Creating and managing Hiring Events.
Change isn't always a reduction; it's often additive.
Book recommendations.
Vacationing in New Zealand.

161 - Brian Stack - Growing for Others

Tue, 15 Jul 2025 11:00:00 -0700

Brian Stack is the president of Stack Heating, Cooling, Plumbing, and Electric in Avon Ohio, close to Cleveland. Stack is very much a family-owned business: Brian's parents started the business. The business is managed by Brian, his three siblings, and their Dad. The business has been wildly successful. This year Stack Heating, Cooling, Plumbing, and Electric won two Service Nation growth awards just as they're opening a new location for EVEN MORE growth! In this fascinating interview with the very smart Brian Stack you'll hear about:

The creation of Stack Heating and Cooling
The retraction into hydronics
Growth into forced air
How Brian got into the business
Working with so much family in the business; why and how it works for them
How to use the phone system to promote new vertical markets (this is GOLD!)
How Brian joined Service Nation for rebates and got much more
“My job is to make sure I can provide a career for our people.”
Supporting the local community
Fostering a sense of camaraderie among the work team
Recruiting and training

162 - Chris Michel - Understand Personality Profiles To Drive Success

Tue, 29 Jul 2025 14:00:05 -0700

We welcome back Chris Michel, Training Director at Service Nation and author of The Red Chair Experience. Chris dives deep into the DiSC personality assessment system — what it is, why it matters, and how contractors can use it to build stronger teams, hire smarter, and improve communication professionally and personally.

What You'll Learn:

What DiSC is and how it differs from other assessments
Why understanding yourself is the first step to becoming a better communicator
How DiSC helps contractors place people in the right roles — and avoid costly mis-hires
Why strengths-based leadership outperforms “fix your weaknesses” approaches
Real-life stories of DiSC in action: hiring decisions, office culture, and even marriage communication
Ways to use DiSC tools throughout your company — from training to wall charts
Details about DiSC training opportunities through Service Nation

Whether you're hiring, leading, or trying to better understand your team, this episode offers powerful insights into the practical value of personality assessments in the trades — and beyond.

Learn more and register for DiSC training at ServiceNation.com.

163 - Jason Brace & Wes Scott: Legal Insights for Residential Service Contractors

Fri, 15 Aug 2025 09:00:22 -0700

For the first time, a law firm has joined the Service Nation rewards program, and it's a big one—Frost Brown Todd, a national firm with over 700 attorneys and a strong focus on home services. In this episode, David Heimer speaks with partners Jason Brace and Wes Scott about their backgrounds, the firm's nationwide reach, and their deep experience advising residential service contractors.

Jason and Wes share how they became passionate about serving the trades, often working with founders and entrepreneurs on everything from daily legal needs to major transactions. They recount a recent success story where they went above and beyond to close a complex deal that helped a contractor achieve his dream retirement.

Listeners will gain valuable legal insights, including:

Workforce compliance: I-9 audits, ICE enforcement policies, and subcontractor agreements
Succession planning: Building management teams early, structuring ownership for tax and estate benefits
Contracts: Standardizing agreements, including renewal clauses and price escalators, and ensuring assignability for future transactions
M&A readiness: How their private equity experience benefits contractors preparing to sell

Jason and Wes also explain how contractors can work with them—whether for one-off issues or ongoing general counsel—and share their direct contact information.

Resources & Contact:

Wes Scott: wscott@fbtlaw.com | (901) 277-3988
Jason Brace: jbrace@fbtlaw.com | (615) 969-4797

164 - Schalee Sanchez - Leading with Humility

Tue, 16 Sep 2025 10:15:33 -0700

In an age of braggadocio and bravado, could your most powerful leadership superpower be humility and authenticity?

In this episode of Profiles in Prosperity, David Heimer talks with Schalee Sanchez, author of The Humility You Want and the World Needs. Schalee shares her personal journey and shows why humility isn't about playing small — it's about showing up with strength, clarity, and purpose.

You'll discover:

Why humility is the key to stronger leadership and deeper relationships.
Two transformative tools every leader needs today.
How servant leadership makes organizations more effective, builds loyalty, reduces turnover, and creates ripple effects beyond the workplace.
Real-world lessons from respected leaders in our industry.

Whether you're leading a company or just beginning to see your potential, this conversation will inspire you to rethink leadership and develop a genuine advantage.

Get Schalee's book The Humility You Want and the World Needs on Amazon.

165 - Christian Dunwoody - Scorpion

Tue, 30 Sep 2025 09:30:12 -0700

In an age of rising customer acquisition costs and fast-changing digital tools, how can contractors stay competitive?

In this episode of Profiles in Prosperity, David Heimer talks with Christian Dunwoody, Director of Business Growth at Scorpion. Christian shares how Scorpion partners with contractors to attract high-quality leads, optimize ad spend, and build brands that stand out in today's AI-driven marketplace.

You'll learn:

The biggest marketing challenges contractors face today.
Why clean data and strong integrations are the key to better results.
How brand equity lowers costs and strengthens customer loyalty.
A real success story of a contractor who tripled their business.

Whether you're just starting out or already scaling, this episode offers actionable insights to help you grow smarter.