TJ Romans didn’t just sell $800,000 in plumbing work last year—he installed it, too. 

That kind of performance doesn’t come from pressure tactics or slick sales lines. It comes from trust, education, and a clear process that empowers homeowners to say yes with confidence. 

In this episode, TJ breaks down exactly how he earns that trust—and consistently turns routine calls into big-ticket installs. 

You’ll learn how he: 

• Sold and installed $800K in plumbing by keeping it simple and putting the homeowner first 
• Navigates high-risk stoppage calls with a single sentence that protects both him and the company 
• Uses inspections as an educational moment—not a scare tactic—and builds options around what homeowners care about 
• Handles objections with empathy, especially on calls involving remodeled bathrooms or builder-grade fixtures 
• Structures his calls by focusing first on what the customer noticed—then smoothly introduces additional value 
• Builds urgency the right way—backed by visuals, facts, and clear explanations 
• Avoids chasing every potential upgrade and instead controls the call with purpose 

TJ also shares how he mentally resets after tough calls, stays consistent with his approach, and trains newer techs to focus on the long game—not the quick close. 

This isn’t a high-pressure sales training—it’s a real conversation with a high-performing technician who genuinely wants to help people. And that mindset? It sells. 

If you're in plumbing sales—or manage people who are—this is the kind of episode that can change your approach for the better. 

🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle. 

Show Notes 

The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.  

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