To The Point - Home Services Podcast

With almost four decades in the industry, Dave Burns has taken Burns Pest Elimination from 43 customers to more than 80,000. We talk to Dave about his transition from finance to pest control, working with his family, and creating a legacy through customer relationships and excellent service. Whether you're in HVAC, plumbing, or any other trades, Dave shares the keys to what has made Burns Pest Elimination a success story to emulate.

If you've ever tried to make a business plan, you know how complicated it can be. It doesn't have to be that way, and according to our special guest Ellen Rohr, it shouldn't be! From being COO of ZOOM DRAIN to being featured on Huffington Post, HGTV and countless other publications and organizations, Ellen is well-known for helping businesses succeed. Chris and Paul pick her brain about creating a simple business plan, franchising, and charging more than things cost.

A 3rd generation expert in the trades, Dayna Hottle worked her way from the ground up to become GM of C&C Heating & Air Conditioning, a family HVAC business that is highly regarded in the HVAC/R industry. We pick her brain to learn more about what makes her family business success, her advice for those considering joining a family business, what it's like to be a successful woman in the trades, and more!

All roads lead to Uncle Joe. Chris and Tall Paul speak to Joe Crisara, Owner of ContractorSelling.com about how to handle objections and how to use purchasing psychology to let people sell themselves on your service. From selling new air conditioners and furnaces to your own personal life, Joe gives some incredible insight on how to deal with stalling customers, recognize your own leverage, and breakthrough objections to close every deal in front of you.

Something that gets our team especially fired up is when our industry doesn't hold to the same high standards of transparency and quality that we feel is right for our valued clients. We're here to hold our industry accountable, and help you understand the difference between real value and smoke and mirrors with your marketing company. That way, you can keep your marketing agency honest and know exactly what you're paying for.   This isn't just a RYNO pitch, this is an accountability pitch. If anyone tells you that they're crushing it every single month, they're just plain lying. We find that most clients appreciate the honesty, and you as a contractor should be holding your marketing agency accountable so you know the true CPL they're providing. That goes for us, too! 

We get a lot of questions from our listeners on topics that we aren't necessarily experts in, so we've decided to bring some of these experts on the podcast to help give you the information you need to succeed. One of our most requested topics is financing for the trades, so we grabbed Brandon Bolen, Vice President of Service Contractors at Live Oak Bank. Brandon only serves companies in the HVAC/plumbing space, and offers a wealth of information on how to use an SBA 7(a) loan to grow your business.

Standing apart in the marketplace with a badass brand is what makes KickCharge Creative's service so valuable in the HVAC industry. Dan Antonelli, President & Chief Creative Officer for KickCharge shares valuable information about why rebranding is never a bad move, what makes a brand successful in the trades, and how to not waste your brand on something as unremarkable as a couple of initials.

The role of a Territory Manager is an incredibly demanding position, especially when contractors utilize their partnership correctly. We talk to Mel Harris, Director of Residential Sales and Dustin Gregoire, National Sales Manager for Bosch Thermotechnology Corp to find out why the expectations for a Territory Manager are evolving and what contractors can do in order to get the most out of their TMs.

You work hard every day to bring the best services to your customers, but let's face it: we're here to make money! If you've ever considered selling your HVAC/plumbing/electrical business, this is the episode for you. Ken Haines, Chairman & CEO of The Wrench Group joins To The Point to discuss merger & acquisition strategy, creating millionaires, how to grow your company, and more.

Creating success through sales isn't a mystery formula. Lawrence Castillo, Regional Manager of Southern California for Rooter Hero Plumbing, sits down with Tall Paul and Chris to lay out what makes a salesperson effective, key metrics you need to be successful, his thoughts on sales trainers, and what it takes to create a sales process that will help you take your business to the next level.    With over 20 years in the residential HVAC/plumbing industry, and experience as GM of three companies with 150+employees and 100+ vehicles, Lawrence knows exactly what it takes to foster masterful processes and procedures in the trades. Whether you're a selling technician, a manager, or even a GM, Lawrence has advice for success you can apply to your business today.