Waste No Day: A Home Services Motivational Podcast (Brian Burton & Nate Minnich)

Laura Kelly founder of Clover, covers the 7 secrets that helped explode Parker and Sons to $240 million in annual revenue at one location!

Gene Slade Returns to overcome some tough objections!

In today's show, we interview special guest Aaron Buckwalter. Aaron entered the industry as a comfort advisor selling HVAC equipment to customers in need of system replacement. He eventually grew through the company and currently serves as operations manager for One Hour Heating and Air Conditioning in Lancaster, PA. Aaron brings a lot of wisdom in the form of communication training and combines it together with years or experience in the field to provide a really unique and effective conversation. Our subject matter for the episode is bonding and rapport, otherwise known as getting to know the customer to help establish trust and understanding.

Brian and Nate talk about how to become the type of person who is not shaken by objections.

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In today’s show, we are putting John Schamahorn in your passenger seat to discuss growing through process. John is a veteran of the trade working on both sides of the counter for over 30 years. He’s worked in sheet metal shops, installed, done HVAC service, sales, worked as a general manager, and most currently an owner of his own business. His gain in understanding of the value of process started with his time in the Air Force. Over the years he has learned that the value of having a system is to bring structure to what you do and how you do it. Listen to this episode to challenge yourself with developing a system that works with good, consistent, results.

In today’s show, we interview special guest Rachel Witmer. Rachel is a comfort advisor with One Hour Heating and Air Conditioning in Lancaster, PA. Coming into the industry just over a year ago, Rachel has made quick work of employing systems and strategies for the best possible customer experiences. Now serving in a sales roll for heating and air conditioning equipment, Rachel’s natural personality combined with tools like upfront agreements have made her incredibly successful and approachable with her clients. Rachel eloquently explains how the power of having a mutually agreed upon agenda for each call makes the client at ease and her job much easier. Explaining the theory and even a quick roll-play, Rachel describes how having a simple 5–10 minute conversation can make all the difference in how the calls starts and how it ends.

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James is a service electrician and safety advisor for Mister Sparky Electric in Lancaster, PA. 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 episode, we talked about process-driven vs. personality-driven sales, objection handling, mentorship, training strategies..

In today’s show, we are putting Dave Daffan in your passenger seat to discuss how his journey of working 80 hours a week and going through life’s difficulties changed his outlook on business. Dave found his way into the HVAC trade through his uncle’s business and began his career as a service technician and installer. Through twenty plus years of hard work he progressed from technician, to install manager, to service manager, to GM, and finally to CEO. However, the years of work experience came at a cost of years of life experience. Dave took the lessons he learned along the way and set a path to make a difference in his company. Focusing on culture and work/life balance, Dave began the revitalization of his perspective on business to build an award-winning company today. Dave shares his journey and learned lessons on this week’s episode.

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Lawrence Castillo is the President and Operating Partner of Brody Pennell Heating & Air Conditioning, Los Angeles’ most successful HVAC company three years counting. 

In this episode, we talked about technician training, service programs, client communication...

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Andy Hobaica is an elite HVAC Sales Performer at Hobaica Services. He’s a proud husband & father of two who has a passion for helping others.

In this episode, we talked about "stop selling, start helping" philosophy, balancing repairs vs. replacements, customer-centric culture...

In today’s show, we interview special guest Damione Puopolo on the subject of self-discipline. Damione is a 2nd degree black belt in Brazilian jujitsu and owner of Gracie 717 gym located in Lancaster, PA. Growing up in Florida, Damione always had an interested in martial arts but it was jujitsu that really attracted his attention in college. Dedicating time to the interest every day quickly propelled Damione through the discipline obtaining his black belt in only a few years. In this unique episode, Damione discusses how self-discipline can be an asset and relates it to the home services industry for technicians, plumbers, and electricians in the field.

In today’s show, we discuss the topic of service agreements. Service agreements are a typical part of the home services industry which draws into question the qualification for being a niche. However, it is an area that few do well which is where the riches lie in this particular topic. Understanding the value of a service agreement goes beyond having an actual plan or contract. Service agreements are the foundation of a solid and secure company. It is as close to guaranteed business as there is in the home services industry and job security for employees. Brian and Nate breakdown the underlying value of service agreements and why they are a niche with riches.

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 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 Mike Paton in your passenger seat discussing the Entrepreneurial Operating System, Traction, Get and Grip, and much more. The Entrepreneurial Operating System, better known as EOS is an organizational structure to help businesses work efficiently and effectively. The six components detailed within its program dive into major areas of the business that are sometimes overlooked or underutilized. Paton is an author, implementer, podcast host, and speaker and uses his expertise to walk us through the different areas of EOS and what they practically mean to front line employees. Speaking from not only the pages of his book, Get a Grip, but also the vast personal experience of implementing these discussions over 1400 times, Paton shares though-provoking concepts beneficial for owners and non-owners alike.

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In this episode, Nate and Brian answers questions from the audience about communication strategies, self-improvement, sales objections...

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.

Paul Jameson with SumZero Energy talks about how truly listening to and understanding clients allowed him to sell over 4 million in hvac equipment in 2023.

Travis Ringe hops in your passenger seat to tell you how dangerous low prices can be!

In today’s show, we interview special guest Brennan Machemer. Brennan entered into plumbing trade school after graduating. After years of working during the day and school at night, he eventually got his journeymen card and recently secured his master plumber license. However, even the best master plumber can be the worst motivator. We take time to hear how Brennan not only stays motivated himself, but uses that gift to encourage others around him. Currently serving as a field supervisor with Benjamin Franklin Plumbing in Lancaster, PA, Brennan is responsible for the morale and leadership of his team. Brennan shares his perspective on what gets him up in the morning and what keeps him going through the day.

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 Brandon Hernandez in your passenger seat to share his story on how the trades had a big impact in his life. Growing up best friends with our previous podcast guest, Jon Perez, Brandon was also left questioning what to do at the end of high school. Making the choice to jump into the trades he attended Thaddeus Stevens College of Technology majoring in plumbing. Graduating the program, he immediately got a job with Benjamin Franklin Plumbing in Lancaster, PA and began his career. A quick study with a stubborn determination to learn Brandon rapidly moved from apprentice to his own truck. Along the way he learned many of the principles and foundations that would propel him to more in his next career. Working a time in plumbing, Brandon eventually went on to pursue a deeper calling within law enforcement. While it was the ending of his career in the trades, what he had learned set him up for success. Now a SWAT team officer at the age of 25, Brandon shares about his journey and how each step along the way made a difference for what would come next.

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Justin Tatum is a top-performing sales coach at A1 Garage, renowned for achieving $1.4 million in year-to-date revenue and a $4,500 job average. With a unique blend of empathy, accountability, and practical coaching techniques, he inspires technicians to elevate their sales performance and build lasting customer relationships.

In this episode, we talked about addressing sales objections, accountability, empathy...

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 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 Mary Anglen in your passenger seat to discuss KPI’s otherwise known as key performance indicators. KPI’s may seem like something that someone behind a desk should be tracking but there is great value to bringing them to the truck. The summarized version is setting a goal and tracking the performance so you know how you are doing. This simple yet easily overlooked task is a key to incremental growth in your career. What matters is what you measure and it can make all the difference. For the past several years, Mary Anglen has been a growing leader in the Service Industry, with a focus on operational excellence and utilizing technology to improve efficiency. You may know her for her connections and expertise with Service Titan but she has spent most of her time in the trades managing operations for a large multi-trade service company in North Texas. Prior to joining the CEO Warrior team, she worked with over 150 business owners through on sites and training programs to improve their business structure and overall profitability. Mary joined CEO Warrior as a Master Advisor last year but has been involved in the CEO Warrior world for over 4 years. She has first-hand experience with the power that implementing CEO Warrior systems can have on a business. She brings a passion for bringing awareness to the value of tradesman and helping everyone in the trades change their mindset and achieve greatness. On this show, Mary shares why KPI’s should be not only understood, but established and tracked by techs in the truck.

Andy Elliot share his journey from poverty to massive success, step by step, and shares how anyone can do the same!

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

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Dr. Robert Cialdini is a renowned psychologist, researcher, and author widely recognized as the leading authority on the science of influence and persuasion. With decades of research in behavioral science, Dr. Cialdini has distilled his findings into actionable insights through his best-selling books, including Influence: The Psychology of Persuasion and Pre-Suasion: A Revolutionary Way to Influence and Persuade.

In this episode, we talked about principles of influence, ethical application, behavioral science in marketing and sales...

In today’s show, we are putting Johneida Cano and Madisyn Thomas in your passenger seat to discuss getting more women in the trades. There is great opportunity in the trades for women to bring their skill sets into the field. The trades have typically been considered a “man’s world” but there is a growing trend of women joining as electricians, plumbers, and HVAC technicians. On today’s show we discuss with Johneida and Madisyn what being a woman in the trades is like. Madisyn is just starting out as an apprentice and is quickly growing in skill and confidence. Johneida has been in the trades for sometime and is installing her own jobs for clients. Together these ladies share any concerns they had with jumping into the trade from the start as well as challenges and successes they have experienced along the way.

In today’s show, we discuss the topic of upfront agreements. Learning how to game plan a client meeting can be an internal fight. So often what goes “right” in our heads seems to fall apart in shoe leather. Upfront agreements are a tool of simplicity that can be used throughout a client experience to help everyone stay on the same page. The idea is to eliminate the unknown and unexpected and replace it with a mutually agreed upon outline of the call schedule. While simple in nature, the discipline of employment can be the downfall. Hosts Brian and Nate explain the idea of upfront agreements and share some advice on how they can be utilized.

In today’s show, we interview special guest Steven Murphy on the topic of organization that works for you. Steven is a service plumber with Benjamin Franklin Plumbing in Lancaster, PA. Serving in the field for over 14 years, Steven knows his way around the trades and the importance of keeping things organized. Steven shares his experience, strategy, and real-world outcome through keeping both his life and his work organized. Listen to this episode to learn more about systems of efficiency in your life as well as the cost of being disorganized as a home services professional.

Tony Zack is a master electrician who went from running calls to owning a 16 million dollar business!

In today's show, we discuss the topic of an efficient service day. Efficiency is something that everyone is concerned about and interested in gaining. We spend extra money for longer lasting product, for better MPG, for better energy, and the list goes on. Efficiency is certainly of consumer interest; but what about efficiency in your day. Would you pay to get one more minute? If only that was possible, but we all get the same number of minutes each day. The efficiency comes through how you choose to use the minutes you are given. Here is where the theory turns to application. Are you disciplined in your time management? How can your time efficiency affect your day in the home services industry? Are you budgeting your time so that are making the most of each day? This episode breaks down the idea of efficiency in your day and specifically how it relates to the home services industry.

In today’s show, we discuss the topic of motivation. Motivation is one of those buzzwords that can really draw up a number of feelings on the topic. Hosts Nate and Brian discuss practical advice to personal motivation starting with identifying whether you tend to be a positive or negative person. Once you know your starting point, the steps forward become more defined to either help staying motivated or starting that journey. If you are already a motivated person, Brian and Nate discuss ways of passing that excitement on to those around you. Listen for some great and practical ideas for turning the grind into growth.

Sandy is a 23 year law Enforcement veteran with 10 years as a hostage negotiator. She is now a coach for Chriss Voss's Black Swan Group.

In today’s show, we discuss the topic of my vehicle university. There are many differences in the home services industry between plumbing, electrical and HVAC. However, one thing that they all have in common is road time. If you are in home services, you see the backside of a windshield for upwards of 20-30% of your day. The time is significant; and so is how you spend it. Brian and Nate breakdown the concept of my vehicle university (MVU) in making the most of that drive time. Whether it’s listening to communication training, podcasts, or other educational materials drive time is paid time; and paid time is growth time. A long-distance runner runs the full distance every race. There is no “run time” and “rest time.” There is only race time and that is the idea that really resonates with wasting no day.

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

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.

Join the Waste No Day! Facebook group: https://bit.ly/3xbqEj0 Follow Waste No Day on YouTube: https://bit.ly/3xlDLhD Jason Walker is an HVAC expert with over 15 years of experience, previously serving in law enforcement. He hosts the successful podcast "HVAC Masters of the Hustle," which has been running for six years and focuses on sales training and business growth. As a national trainer and speaker, he has delivered impactful presentations at major industry events, helping others elevate their careers.

In this episode, we talked about consistent processes, overcoming fear, changing customer behaviors, disconnecting and recharging as a leader...

In today’s show, we continue our series of riches in niches as we discuss the topic of sewers and drains. Niches are usually derived from a skill or solution that no one wants to do or that no one wants to do well. In regards to sewers and drains, it is the former problem that drives the niche. Brian and and Nate break down why sewers and drains is a niche market waiting to be capitalized on and done well.

The WND crew breaks down Brian's "7 Deadly Objections", and role plays ways to turn them into sales!

In today’s show, we interview special guest Matt Brewer about Success Academy. Matt serves as the program manager for Success Academy, the training arm of Clockwork Home Services. In this role he oversees development and implementation of hundreds of training courses to over 350 franchise locations of One Hour Heating and Air Conditioning, Benjamin Franklin Plumbing, and Mister Sparky Electric. Success Academy is specifically designed to be a personal learning management tool for plumber, technicians, electricians, and supporting office staff. It has dozens of topics integral to field and office support. In this podcast we discuss the opportunities with this software and the importance of keeping your saw sharp.

In today’s show, we are putting Joe Person in your passenger seat to discuss the ultimate customer experience. Joe is a natural when it comes to sales, training, problem-solving, and inspiring others to be the best version of themselves possible. His family had a thriving jewelry, coin, and antique business for over 50 years in St. Petersburg, Florida. He spent his childhood watching his father and grandfather work the business. He jumped into the HVAC business back in 2012 in sunny Florida (where he was born and raised). Joe started as a maintenance tech and quickly moved into sales then management. The common denominator always has been his love for helping people, his strong customer service and leadership skills, and his knack for being a great listener, leader, and problem solver. Joe shares with us today a great process to create the ultimate customer experience. Regardless of your trade, what you do in the home makes a difference. What is your process? Do you even have one? Joe lays out some simple and memorable concepts to make each customer experience the ultimate one.

Chris Voss returns to talk about more principles from his book, "Never Split the Difference", and how they can be used in the home services. 

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In today’s show, we are putting Al Levi in your passenger seat to discuss the 7 Power Contractor System. Al grew up in the trades as so many have and was working in the industry long before he was able to drive. Through years of experience, he was on the front line to the many frustrations of operating and working in a business. After “walking a mile” in someone else’s shoes and gaining some perspective, the wheels began turning on what would eventually become the processes and plans of the 7 Power Contractor System. We dig into his story and experience and how he turned those frustrations into a formula.

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 discuss the topic of indoor air quality also known as IAQ. We are kicking off a series called riches in niches focusing on how specialization pays dividends. Indoor air quality has been a growing market for years and continues to show opportunity. Specializing in both products and presentation allows for capitalization in an area of primary client concern and interest. Having the ability to create comfortable and clean air in the home is a concept that many homeowners are greatly interested in and we take a dive into why it makes sense to have this as a focus.

In today’s show, we are putting Chris Voss in your passenger seat to discuss never splitting the difference. Everything in life is a negotiation, but standing in front of a client makes it more apparent. Wouldn’t it be great if you knew what to say and how to say it and when to say it in a negotiation? Over decades of FBI hostage negotiation, Chris learned those things and more through real-world experience; which he detailed in his best-selling book, “Never Split the Difference.” A 24-year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. Voss has taught for many business schools, including the University of Southern California’s Marshall School of Business, Georgetown University’s McDonough School of Business, Harvard University, MIT’s Sloan School of Management, and Northwestern University’s Kellogg School of Management, among others. Chris joins the show today to relate these principles to the home services industry as we celebrate episode #100.

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Learn how you can use your enthusiasm as your secret weapon in closing more deals and becoming the top choice in your industry.

In this episode, we also talked about sales performance, presentation strategies, client communication...

The one and only Brian Tracy explains how to differentiate yourself from the low-ballers in your market! 

In today’s show, we are putting Currie Gauvreau in your passenger seat to discuss leading with intention. Leadership is more than a title; it’s more than a paycheck. Leadership is a decision to push forward, to inspire, to rally others around you into something more. Whether you are a leader now or a leader in development, this topic hits home for all of us. In the absence of leaders, leaders must be developed; and it is incumbent upon all of us to be growing our own leadership abilities. Currie Gauvreau is one of those who develops leaders. Currie has a long heritage of leading in his own life and career as well as speaking into the lives of others. As a former marine, law enforcement officer, trainer, and more, his life has been filled with leadership training and more importantly leadership application. Currie takes time out of his schedule to share with us his concept on leadership, developing the skill within, and the importance as to why this matters.

In today’s show, we interview special guest Weldon Long on the topic of getting paid for what you know. Weldon Long spent 25 years living on the streets. He’s been to prison three times and was a self-proclaimed loser; but that’s not where the story ends. Gaining his BS and MBA degrees while in prison, he turned his life around to become a business owner, trainer, author, and sought-after speaker. Weldon joins the podcast to discuss the idea of getting paid for what you know as opposed to getting paid for what you do. Illustrating this concept with a powerful nuclear power plan analogy, Weldon dives deeper into why this mind shift is important to any home services professional.

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In this episode, Nate and Brian talked about the role of humor in sales and communication, practical applications of humor, risks of using sarcasm...

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 Greg McAfee in your passenger seat to discuss the basics of a service call. A true entrepreneur, Greg McAfee has a passion for helping fellow HVAC business owners take their businesses to new heights. In 1990 Greg started McAfee Heating and Air with $274 and a used truck. Today, Greg runs one of the most successful HVAC companies in the Midwest and is called upon to share his expertise with other business owners all over the US. He is author of the book “It’s Your Dream,” and his company, McAfee Heating and Air has soared from #450 to #1 in their residential market. Today, Greg shares his coaching on why the start of the call matters to the end and why walking the client through education along the way provides a better result.

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Erick Parks is a Field Supervisor at A1 Garage Door Service. Erick is passionate about sales and the psychology behind it, enjoying teaching others his approach.

In this episode, we talked about effective sales strategies, building authentic relationships, body language...

Jordan and the guys talk about how Jordan's success in selling HVAC systems lead to him becoming a presentation trainer. 

Find the UpFlip Podcast here: The UpFlip Podcast - UpFlip

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Joe Crisara is a renowned sales educator, entrepreneur, and author of the Amazon bestseller "What Should We Do?" He is a sales coach and the founder of Service MVP, specializing in teaching home service professionals how to elevate their sales and customer service techniques.

In this episode, we talked about value-based pricing, expanding options, diagnosing business problems...

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In this episode, we talked about first impressions, client communication, gratitude...

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Jerry Isenhour is a recognized expert in the field of retail and service businesses. He is a leading name in the chimney and venting industry and has been involved in it since his initial entry into the ownership and management of his first business venture. He is also the author of Where Did The Profit Go? and Chaos to Reinvention: How to Turn Chaos into Clarity. 

In this episode, we talked about client interactions, business habits, customer experiences...

In today’s show, we are putting Darren Reinke in your passenger seat to discuss becoming a savage leader. Darren fundamentally believes there is greatness within each one of us. His mission is to unleash the inner lion within leaders to that they can lean more authentic and joyful lives while creating stronger and more resilient teams. Darren founded Group Sixty, an executive coaching and training company that works with leaders and teams from Fortune 500’s, mid-market companies, fast-growing startups, and visionary non-profits. On today’s show we explore his book, “The Savage Leader.” With topics ranging from using values to anchor and guide you to seeking out discomfort and growth leadership is founded in getting better. It is about challenging the weak parts of you to bring maturation. Darren shares thirteen principles that he hasn’t just written about, but proved out in his life for how you can become a savage leader.

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.

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"

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Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg

Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ

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.

In today’s show, we discuss the topic of transferring your enthusiasm. Selling is a baggage word that brings up all kinds of feelings in people; most of them negative. Really at the end of the day to sell something is to transfer the excitement you have for a product or service to someone who doesn’t have that product or service. This definition comes from Brian Tracy, a successful and renown sales trainer and coach. Brian and Nate breakdown the concept and review how important it is to not only believe in what you are offering but help others understand the same value that you place upon that particular product or service.

In today’s show, we are putting Gene Slade in your passenger seat to discuss jargon, self-believe, and so much more. Gene Slade is the owner of multiple companies including Lead Ninja System and specializes in the group and individual training of HVAC technicians, plumbers, and electricians across the country. Soon eclipsing seven years in the training sphere, Gene is no stranger to the home service industry. He has been an employee and employer in the trades and cut his teeth riding shotgun with his dad in his adolescent years. Today, he brings not only the real-world experience, but the evidentially proven results of hundreds and thousands of success stories to make training straight to the bone impactful. Gene joins the show today to discuss how so called “tech speak” is really a detriment to client communication. Our efforts to impress often only work in the mirror when we should really be explaining the only thing a client cares about: why does this matter to me? Gene also dives into what’s possible in the trades bringing hope and expansion to the mind for all who listen.

In today’s show, we interview special guest Paul Francis. Paul is a sewer and drain plumber with Benjamin Franklin Plumbing in Lancaster, PA. Paul is no stranger to unique work environments. Starting his career in the food industry, he opened several restaurants and focused on catering, hospitality, and more. Developing his people skills in the demanding restaurant business, Paul learned how customer service is at the forefront of the industry. Translating that same skill set into plumbing was a mere matter of picking up the technical piece which Paul did quickly. Sharing his niche advice, Paul breaks down his rise to success in the ditch and what makes it so rich.

In today’s show, we are putting Billy Alfaro in your passenger seat to share his story on how the trades had a big impact in his life. Billy’s story intertwines with our previous two guests as we conclude what turned into a three-part series. Like Brandon and Jon, Billy grew up in a difficult environment that refined him in ways that still drive his conduct today. But Billy’s focus in many ways wasn’t solely about himself, but about looking out for his younger brother. Something inside of him propelled him with a desire to protect and be a role model, so he invested himself into mentoring. Ironically, his mentees found their way into the trades first and Billy followed later starting from scratch to become a plumber. Billy shares about how his experience growing up helped him choose to be someone to look up to and how this same mindset determines his day-to-day outlook in the trades. If you missed episode 64 and 65, be sure to catch them first as we conclude this family-centered, determined series.

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.

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Lieutenant Colonel (Retired) Scott Mann is a highly accomplished former U.S. Army Green Beret with over two decades of military service. Renowned for his leadership and expertise in unconventional warfare, Mann learned crucial rapport-building skills in high-stakes, low-trust environments.

In this episode, we talked about relationship building, human connection, storytelling...

In today’s show, we are putting Richard Fenton and Andrew Waltz in your passenger seat to discuss their book and concept “Go For No!” Richard and Andrewa are the Courage Crafters. As professional speakers, trainers, and authors they also call themselves “Failure Philosophers” and “Reject-ologists” and are experts on achieving courageous breakthrough performance through increasing failure rates and other unconventional approaches. On this episode, they breakdown the concepts in their book and how the only way you will get more yes’s is if you attempt to get more no’s can change your selling strategy.

Brian and Nate break down the psychological reasons for the dreaded fear of rejection in sales, and easy ways to overcome them.

In today’s show, we are putting George Randle in your passenger seat to discuss his book, “The Talent War.” George Randle is an experienced talent executive, veteran, coach, and leader known for selecting, building, and reorganizing teams to reach their full business potential. George has 20+ years of Fortune 100 and Fortune 1000 global Human Resources and Talent Acquisition experience building and coaching elite teams. He began his professional life by enlisting in the US Army Reserves. While serving in the USAR, he received his bachelor’s degree from Missouri State University and was commissioned as an officer. His career assignments included Berlin, US CENTCOM, and III Corps with deployments to Africa (Somalia and Kenya), Central America, and Guantanamo Bay, Cuba. Following his successful military career, George transitioned to the corporate world, experiencing many of the same challenges Veterans face today. With these challenges, along with the recognition that building elite teams are his true passion, George ultimately transitioned to the Human Resources and Talent Acquisition functions serving the last 10+ years as a global HR executive and leader.  Over the course of his time as an executive, the teams George has built and led have hired over 85,000 professionals, including over 2000 executives. He is also known for his decades of work supporting veterans and their transitions, ultimately creating one of the largest and most successful Veteran Hiring Programs for a Global Fortune 50 firm. He is also co-author of the best-selling book, “The Talent War: How Special Operations and Great Organizations Win on Talent,” and host of The Talent War Podcast. On today’s show, he addresses the significant gap in the trades industry as well as what we can do to fill it.

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.

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: lawrence@brodypennell.com

Connect with Waste No Day!

Website: https://www.wastenoday.com

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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 Joe Kuklis in your passenger seat to discuss water treatment and conditioning. There is a fallacy that just because water comes out of your tap that it is completely OK. Is it? Just because water comes from your municipality doesn’t mean that it won’t still cause damage both in your body and in your home. Joe Kuklis is an expert in the field and a trainer for BritaPRO. Joe has been associated with and passionate about water treatment since 2005, ranging from field work, whole sale plumbing distribution, and manufacturing. His knowledge is extensive and so is his desire for people to have true quality water at the tap. Joe shares his knowledge and advise on how to not only become educated on the condition of your water but also how you can help educate homeowners on solutions to fix those concerns.

In today’s show, we are putting Ed Staub in your passenger seat to discuss his keeping your life in balance. We all get pulled and pushed in a hundred different directions everyday with equally important areas of our lives fighting for attention. Should we go to Johnny’s soccer game or work overtime to impress the boss? Should we train for that 5K or go on a much-needed date with our spouse? Pulled and pushed leaving us feeling out of balance. Ed has spent decades of his life living and teaching the concept of having a balanced wheel. In the wheel are eight equally important areas to keep balanced: mental, career, emotional, social, financial, physical, family, and spiritual. Making sure that you don’t neglect or over emphasize any one or more of these areas can prevent a bumpy ride. Ed shares great insight into why keeping balance in these areas of our lives can make all the difference.

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 interview special guests Tyler Zimmerman and Eric Anderson. Tyler Zimmerman is an HVAC service technician with One Hour Heating and Air Conditioning in Lancaster, PA. Eric Anderson is a friend of the show and serves as the Manager of Network and Telecom Solutions with Armstrong World Industries. Both guests started their investing journey into crypto currencies a few years ago and graduated the school of hard knocks. Eric and Tyler share their insights on basic questions about crypto as well as explore how the new currency will look in the future. While not considered a traditional safe investment, crypto is gaining speed and has the potential of creating passive income for the home services professional. Crypto’s are already being accepted as a form of payment in some businesses and will probably make their way into the home services industry in the near future. This episode is designed to pique curiosity and generally provide a possible investment idea to help work your way out of turning wrenches. 

In today’s show, we discuss the topic of communication and specifically how to keep confusion out of it. In the home services industry communication is almost as important as the actual trade itself. The most technically proficient plumber, electrician, or technician is only as effective as the level of communication that he/she possesses. Ultimately, a customer wants their problem resolved but the journey of how that is accomplished is full of conversations that make a big difference in the mind of the client. This podcast focuses not just on the importance of communication but some guidance on how to improve this portion of your expertise.

In today’s show, we interview special guest Tim Kennedy on finding the quitter. Tim needs little introduction. He is a Master Sergeant with the US Army Green Berets and a Special Forces sniper with multiple combat deployments throughout the middle east. He is a former professional mixed martial arts fighter and a two-time title challenger. He has been featured on numerous TV shows including HISTORY Channel’s show, “Hunting Hitler,” as well as the Discovery Channel’s series, “Hard to Kill.” Tim joins us this episode to talk about doing hard things, rejecting comfort, and mental fortitude. Appreciative of the plight of home service professionals, Tim speaks into the preparation that he used to handle difficult highs and lows in a day.

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Jeremy Miner is the Founder of 7th Level and the N.E.P.Q Sales Methodology. He was ranked as the 45th highest-earning producer globally, consistently earning seven figures annually as a commission-only sales rep. His company, 7th Level, was named the fastest-growing sales training company in the U.S. by Inc. Magazine and recognized globally by Selling Power. Jeremy’s sales techniques are rooted in behavioral science and psychology, and he has contributed to numerous prestigious publications on sales and human behavior.

In this episode, we talked about behavioral science in sales, tone and communication, emotional triggers in decision-making...

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Follow Waste No Day on YouTube: https://bit.ly/3xlDLhD Joe Cunningham is a highly successful figure in the HVAC and home services industry. He is the founder of Technical Arts Center, a fast-track trade school, and the President of SuccessTrack Network, a training company for sales and service professionals. In this episode, we talked about sales psychology and strategy, building customer trust and relationships, the power of effective presentation...

In today’s show, we discuss the topic of culture. What is culture? What makes a culture good or bad? How do you create an environment that causes people to flourish and then how do you protect it from corruption? Hosts Brian and Nate examine the idea of culture and share some stories and tips on what it looks like to shape the culture into something great.

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 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 Kevin Oliver in your passenger seat or probably more likely in your ear as we discuss dispatching and more. Dispatching is a critical piece to any home services company and the impact of the dispatching role cannot be overlooked. A dispatcher more than perhaps any other employee in the company knows the “pulse” of the day and the technicians. He or she knows if Frank is having a tough stretch, if the revenue goal is going to be hit, or if Jamie is on the way to going 4 for 4. A dispatcher is a coach, confidant, encourager, director, alley-ooper, and so much more. Kevin Oliver shares his expertise gained over years in the customer service and dispatching world. Kevin sets the pace for what is truly possible in the dispatching role and gives some great advice for both the office side and the field side of the dispatching process.

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Adam Holbein is the highest-grossing salesman at Eco Plumbers, Electricians, and HVAC Technicians, Ohio’s leading home services company. He started as a plumbing installer in 2013, moved into plumbing sales, and became the top performer before transitioning to HVAC sales. With an average sale of $19,000 and a 60% conversion rate, he is one of the fastest-growing sales professionals in the industry.

In this episode, we talked about HVAC average ticket size, conversion rates, psychological sales tactics...

Welcome to Waste No Day Podcast! In this episode, Tommy Mello shares his expert insights on the power of mindset and self-reflection, and how they can lead to profound personal development and achievement. Based in sunny Phoenix, Tommy Mello is best known for his $500,000 loan, which was denied in 2016. But he didn't let that stop him from becoming highly successful in the business world. Instead, he went out and redefined what it is to be a business leader. Through his experience, Tommy has mastered the art of hiring for his weaknesses, diversifying his knowledge bank by learning from others in different industries and building a focused destination for thriving outcomes in business.

Here's a breakdown of what to expect in this episode:

• Learn how crucial a resilient mindset and self-reflection are for triggering personal expansion.
• Recognize the influence of gratitude on relationships, and how it can be a major catalyst for success.
• Identify tactics to increase productivity and net profit by enhancing your time management and delegation skills.
• Comprehend the role of financial restraint and the principle of living within your budget in maintaining financial health.
• Imbibe the pith of ongoing learning and the need for adaptability in driving business prosperity and innovation.
• And so much more!

About Tommy Mello:

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 14 other businesses ranging from Christmas lights to real estate to mobile apps. Today, A1Garage is a $100m dollar business across the US and is expanding into Canada.

Connect with Tommy Mello on…

Website: https://a1garage.com/

Podcast: https://homeserviceexpert.com

Instagram: https://www.instagram.com/officialtommymello/

LinkedIn: https://www.linkedin.com/in/tommymello/

Tommy’s Book: https://angels.homeservicemillionaire.com/order-537068861647523872885

Connect with Waste No Day!

Website: https://www.wastenoday.com

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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

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Sandy Papavero is the Director of Sales and Marketing at CEO Warrior and a business coach for Tony Robbins and Chet Holmes. Known as "The Unparalyzed Perfectionist,” she is a communication consultant who empowers individuals to rethink their reality. 

In this episode, we talked about mindset, belief systems, neuroplasticity...

Sam Wakefield is the CEO of “Close It Now!” Sales Training, a company inspiring top performers to reach excellence not only in their professional endeavors but also in fitness, nutrition, relationships, and personal growth.

In this episode, we talked about communication tips, sales psychology, permission-based selling…

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.

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 whale@outlook.com

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 interview special guest Caleb Harnish. Caleb brings a unique background to the service industry by both understanding the customer side and the technician side of the equation. Entering the trades in customer service after some time at college, Caleb started his journey in the office. Here he learned the importance of serving a customer and the types of needs that homeowners have on a day-to-day basis. He eventually moved into a role as human resources director which taught him about the concerns and challenges of technicians, plumbers, and electricians. Combining these two areas of expertise, Caleb branched out into the sales field delicately balancing and bridging the gap between homeowners and technicians when HVAC replacement is in discussion. Caleb has and continues to learn the value of understanding pain in his meetings with customers. Caleb shares his practical advise on how understanding everything the customer is dealing with aids in providing a solution the customer needs.

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Kent Boll is a seasoned business and sales coach with over 20 years of experience specializing in electrical, HVAC and plumbing. He built and scaled a home services company to $20 million in revenue from the ground up and now is a platform partner helping to produce $500 million in total platform revenue, demonstrating his expertise in business growth and operational excellence.

In this episode, we talked about call-by-call management, technician accountability, out-of-field transitioning...

In today’s show, we discuss the topic of technically speaking. In the home services industry, there is always a need for improvement and growth in technical skills. Not only is the industry constantly evolving with new tools and new equipment, but there is already such a wide variety of existing equipment in place that the learning never stops. On this podcast, hosts Brian and Nate examine the importance of keeping up with your technical abilities and why it matters.

In today’s show, we are putting Matt Buckwalter in your passenger seat to discuss opportunities. Matt’s story is one of both seizing the opportunity presented to him and in turn providing opportunity to others. Matt grew up in humble means in the town of Lancaster, PA and found his way into the trades through a fortuitous meeting. Starting his career in HVAC as a comfort advisor, Matt quickly found his stride and a love for the industry. Advancing into a GM role in California, Matt gained not just leadership training but life experience that prepared him for the next step in his journey. Returning to Lancaster, Matt was presented with the opportunity to gain ownership in the company that first presented the opportunity to him. This “circle of life” you might say continues to drive Matt’s interest in providing opportunities to others. Matt talks about his story, his growth in leadership, and his successes and failures as he continues to strive to provide people with a desire for more the chance to take the jump.

In today’s show, we interview special guest Ted Schnettler. Ted is currently the service manager with One Hour Heating and Air Conditioning in Lancaster, PA. Ted began his career in the trades after observing house construction as a framer. Looking for a long-term career Ted shifted gears from framing to HVAC and began learning the ins and outs of refrigerant and equipment. Growing in knowledge and abilities, he quickly rose through the ranks and held multiple positions of differing responsibilities including service tech, overseeing install, and more. Now Ted works hand in hand with the service and install teams for troubleshooting, technical development, quality control, and training. Ted’s passion for excellence does not overshadow his ability to relate. Having been in the shoes of many roles in HVAC companies, he holds a well-rounded understanding of day-to-day operations while still expecting high quality work. Ted reveals some tips on how to improve your technical skills whether just starting in the trades or achieving the next level in your career.

Join the Waste No Day! Facebook group: https://bit.ly/3xbqEj0 Follow Waste No Day on YouTube: https://bit.ly/3xlDLhD Weldon Long is an entrepreneur, contracting business leader, mindset expert, and the bestselling author of “The Power of Consistency.” In 2003, after serving 13 years in prison, Weldon emerged from a homeless shelter as a three-time convicted felon, broke, and facing unemployment. Within five years, he built a contracting company that Inc Magazine ranked among the fastest-growing privately owned businesses in the US.

In this episode, we talked about the consistency principle, emotional selling, price objections, control in presentations...