The Home Service Expert Podcast How Amazon's Customer Obsession Inspired a Home Service Revolution with Zac Dearing
Feb 2, 2026
Zach Dearing, co-founder of Mantle and former Amazon and McKinsey leader, builds AI-powered shopping experiences for HVAC, plumbing, electrical, and garage door contractors. He discusses why homeowners prioritize trust and clarity over price. He explains remote sales that include all decision-makers, how AI should augment sellers, and why simple, repeatable shopping experiences boost close rates and ticket size.
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Remote Link Closed A One-Legger
- A remote-control feature let Mantle's team involve absent decision-makers and close with no discounts.
- Trevor used SmartQuote to send the live presentation link to a husband who wasn't home and secured the sale.
Augment Sellers With AI
- Use AI to augment sellers, not replace them, by automating follow-up and coaching.
- Personalize follow-up and provide real-time proposal coaching to improve close rates.
Focus Tools On The Sales Moment
- Build your sales tooling specifically for the homeowner shopping moment, not just FSM needs.
- Focus product design on the moment that influences homeowner decisions.
