Welcome to episode 103 of the Pipeline to Profitability podcast, hosted by Allan Ferguson. In this episode, Alan dives deep into the crucial topic of recruitment for home service professionals. Learn how to prepare for the future and attract the best technicians to elevate your plumbing business.

Alan addresses common challenges in finding skilled technicians and offers insightful strategies to grow your own talent. Discover the benefits of recruiting from diverse backgrounds, including ex-military personnel and apprentices, and the importance of strong systems and processes in training.

Explore the value of personality profiling in matching the right people to the right roles, and why focusing on attitude and willingness to learn can be more beneficial than seeking the highest skill level. Alan also highlights the innovative approach of virtual call management and how it can revolutionize your sales process.

If you're a plumbing business owner aiming to take your business to new heights, don't miss out on downloading Alan's Reliable Technician Cheat Sheet. Tune in for practical tips and expert advice to build a successful team and drive your business forward.

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Hey, its Allan Ferguson, thanks for joining me on this episode of Pipeline to Profitability the podcast for home service professionals. This podcast is proudly sponsored by Service Success Academy.

Today I am proud to have Karen Hildenbrand-Allery on the podcast

Karen is the co-founder of Margin Maximizers... Name says it all really... Bringing big business smarts to medium business with BIG goals.

• A highly skilled commercial CFO - emphasis on commercial

Margin Maximizers: https://marginmaximizers.com.au/ 

Email: [email protected]

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Join host Alan Ferguson in this episode of Pipeline to Profitability, proudly sponsored by Service Success Academy. Alan sits down with Karen Hildenbrand-Allery, co-founder of Margin Maximizers and a seasoned commercial CFO with extensive experience across various business sizes and industries.

Karen shares invaluable insights on scaling home service businesses, especially for those aiming for ambitious growth targets. Discover the critical role of a CFO, the importance of management accounting, and the keys to achieving profitable growth. Karen also discusses the challenges and opportunities within the trade services sector and offers practical financial tips for businesses at different stages of their journey.

Whether you're a small business aiming to hit the $10 million mark or a medium enterprise striving for more, this episode is packed with actionable advice to help you navigate the complexities of financial management and business growth.

Hey, its Allan Ferguson, thanks for joining me on this episode of Pipeline to Profitability the podcast for home service professionals.

This podcast is proudly sponsored by Service Success Academy.

Today I want to reflect on the last 10 years & 100 podcasts

1. Pricing for profit

1. What is possible

1. VCM (call by call)

1. Build to sell & private equity

1. Optimised opportunity

• Specials

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Welcome to another episode of Pipeline to Profitability, the podcast dedicated to home service professionals, hosted by Allan Ferguson. Proudly sponsored by Service Success Academy, this episode marks a special milestone as Alan reflects on the last ten years and over a hundred episodes of the podcast.

In this episode, Allan shares invaluable lessons and insights gained from his extensive experience in the home service industry, both in Australia and the US. Without any guest this time, Alan delves deep into the key strategies that have helped him and many others improve the profitability of their home service companies.

Allan discusses five key areas, including the importance of proper pricing for profit, the potential of virtual call management, and the significant impact of private equity in the industry. He also highlights the concept of "what is possible" by showcasing real-life examples of turning low-cost service calls into high-value opportunities.

Furthermore, Alan touches on the optimized opportunities in specials, memberships, and warranties, providing actionable advice for home service professionals looking to maximize their business potential. Whether you're from a commercial background or already in the home service space, this episode offers valuable insights to help you succeed.

Join Allan as he shares his wisdom and experience, aiming to equip you with the knowledge to take your home service business to new heights. Don't miss out on this episode filled with practical tips and expert advice!

Pipeline to Profitability Podcast welcomes Matt Michel to episode 100, Matt is the founder and past Chairman, CEO, and president of Service Nation Inc., which operates the Service Roundtable (the world’s largest business alliance for service contractors), the Service Nation Alliance best practices group & the Service World Expo (trade show and conference for residential contractors). Matt has received numerous professional awards. He is the youngest person ever to be inducted into the Contracting Business Hall of Fame.

Contracting Business Magazine named Matt one of the “22 most influential people in the history of the HVACR industry.” As well one of the “18 most influential people in the history of the plumbing industries.”  Matt is the only person to appear on both lists.  In addition, the Air Conditioning NEWS named him one of the “top five business advisors in the HVAC industry.”

A popular writer, Matt is published more than 50 times per year as a featured columnist for

Contracting Business Mag-azine, Contractor Magazine, Plumbing & Mechanical Magazine, and Southern PHC Magazine. Today, Matt is a writer, speaker, and rancher.  He is the author of the bestselling book,  Contractor Stories and is re-searching a book on the emotional side of selling a business.

Matt can be reached by email at [email protected] or by phone at 214.995.8889.

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Welcome to "Pipeline to Profitability"! In this episode, Alan sits down with industry veteran Matt and Michele to delve into their wealth of experience and insights. Join us as Matt shares his journey from an engineer in the ice industry to a marketing powerhouse, and his role in growing Service Roundtable into the world's largest contractor alliance.

Learn about the crucial elements of pricing strategies, including the importance of flat rate pricing, margin pricing, and the concept of loss leaders. Discover how contractors can overcome common pricing challenges and the significance of understanding financials to ensure business success. Matt also provides valuable advice on handling price complaints and the emotional aspects of selling a business.

Don't miss this opportunity to gain actionable tips and learn from the stories of seasoned professionals. Whether you're a contractor looking to improve your pricing strategy or someone interested in the nuances of running a successful service business, this episode is packed with valuable insights to help you on your journey to profitability.

Service Success Academy welcomes Richard Flournoy to episode #99 of Pipeline to Profitability. Richard founded A Total Plumbing Atlanta and is a devoted father, husband, follower of Christ, and expert in marketing, sales, and business, as well as a black belt in martial arts.

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Welcome to episode 99 of Pipeline to Profitability, the podcast dedicated to home service professionals. Hosted by Alan Ferguson and sponsored by Service Success Academy, this episode features an inspiring conversation with Richard Flournoy.

Alan begins by teasing the exciting 100th episode, which will feature special guests Matt and Michelle discussing the future of the industry. He then introduces Richard Flournoy, a devoted father, husband, follower of Christ, marketing expert, and martial arts black belt. Richard, alongside his wife Felicia, founded A Total Plumbing in Atlanta and has an incredible story to share, including the pivotal role his son Jackson played in their journey.

Despite a minor technical glitch due to a recent tornado in Houston, the episode promises great content. Alan and Richard delve into various topics, from the importance of knowing your 'why' in business to the challenges and triumphs of running a home service company. Richard shares valuable insights on transitioning from home warranty work to retail and the significance of continuous training and mentorship.

Richard's journey is a testament to the power of setting goals, finding mentors, and implementing effective strategies. He highlights the importance of knowing your numbers, the profitability of pipe patching, and the value of providing excellent customer service. The episode wraps up with Richard discussing his future plans, including his passion for martial arts and ongoing exploration of new opportunities.

Don't miss this episode filled with practical advice, inspiration, and a glimpse into the life of a successful home service professional. Tune in to learn from Richard Flournoy's remarkable journey and discover how you too can achieve success in your business.

Service Success Academy welcomes Jim Klauck to episode #98 of Pipeline to Profitability. Jim is the founder and president of Check A Pro – a Home Services referral organization. Since 2003, Jim Klauck has been assisting home service professionals build their businesses through Direct Response Radio.  Jim likes to say, he is in the business of “Helping Winners Win More!” From Air Conditioning companies to Window Replacement, Jim has worked with hundreds of home service companies over the past 20 years.

The Radio Pitchman moniker, used by Jim, describes what he does best – pitch!  Jim is known nationwide as “The Radio Pitchman” and uses his unique formula to craft copy which makes the phone ring for his clients. 

Jim works with premier home service companies such as A1 Garage Door Service in Phoenix, Arizona and Abacus Plumbing, Air Conditioning and Electrical in Houston, Texas, where he has produced unique programming to get the phone ring for premier home service companies.  Koala Insulation commissioned Jim in 2020 to bring countrywide attention to this national brand in cities such as: Atlanta, Boulder, Cleveland, Dallas, Houston, Nashville, Orlando, and Panama City.

If you’re a home service, plumbing, or drain business owner or manager and you want to learn how to generate more revenue from your existing plumbing and drain calls without complicated or pushy sales tactics? If so, head to swipemydrainbusiness.com to learn more.

Jim Klauck: [email protected]

                     www.jimklauck.com

Get Jim’s FREE Audio Book about Podcasting - https://www.theradiopitchman.com

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Welcome to another engrossing episode of 'Pipeline to Profitability.' Featuring a thought-provoking conversation with Jim Klauck from Check A Pro Podcasts, this episode covers a spectrum of business strategies, from utilizing artificial intelligence (AI) to adopting best practices, which are transforming the home service industry.

We explore the changing landscape impacted by technological advancements, acknowledging the foresight of industry veterans like Al Levi. Al's journey from a plumbing business in the 1980s to leading coaching and best practice groups in Australia serves as an inspiring tale of adaptability and vision.

The episode shines the spotlight on the benefits of AI, recounting Billy Stevens' success story with his AI-based software, BillyGo. We unfold how the software redefines business operations, revolutionizing customer experiences while enhancing profitability.

A look at the trending influence of private equity on well-run service companies is also on the agenda. While this is palpably growing in the US, it's still nascent in Australia. We caution on the potential pitfalls, highlighting the importance of strategic planning to maximize business valuation.

The episode concludes with a comprehensive discussion on the essence of a well-structured business system and its decisive role in running a successful business. Across the globe, leaders are recognizing the need for robust training programs, sustainable management practices, and a deep understanding of business metrics.

Join us on this insightful journey and gather valuable takeaways from both success and failure stories to build a thriving, profitable business in a technology-rich world.

Service Success Academy welcomes Billy Stevens to episode #97 of Pipeline to Profitability. Billy is the CEO & Founder of Sera Systems & Billy Go, also the founder of Berkey’s Plumbing & Air Conditioning

If you’re a home service, plumbing, or drain business owner or manager and you want to learn how to generate more revenue from your existing plumbing and drain calls without complicated or pushy sales tactics? If so, head to https://swipemydrainbusiness.com to learn more.

Get started now https://sales.sera.tech/service-success-network

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In this compelling episode of Pipeline to Profitability, we have the pleasure of again welcoming serial entrepreneur and software titan, Billy Stevens. Recognized for his trailblazing work in the home service industry, Stevens shares his powerful strategies in crafting highly efficient, customer-centric businesses that succeed where others falter.

Stevens, known for his clear-cut style of talking, delves into the essential role of efficiency in the sector. Emphasizing the importance of placing the customer at the forefront rather than solely concentrating on profits, Stevens asserts that a business should be more than just a service provider - it must be a reliable, efficient lifeline for when clients need it most.

Highlighting his own success across multiple enterprises, Stevens exemplifies his 'magic' approach to work. This riveting conversation inspires listeners to replicate this magic in their own business operations. If your home service business either needs significant revamping or is seeking growth strategies, this episode teems with helpful tips and thought-provoking concepts.

Partake in Stevens' exciting journey from a penniless master plumber to a successful business partner and innovator, whose software now aids in optimizing his business operations. Learn how his unique pricing model, improved cost efficiency, and advanced software animate a high conversion rate, a strong competitive edge, and maintain amicable relationships with top clients.

Join us as we dive into the world of margin pricing with leading expert, Billy Go. Understand the difference between margin pricing and flat rate pricing, how accurate pricing can enhance sales rates and overall business performance. Savour the captivating story behind his inventive service company name, 'Billy Go', underlining the significance of having an engaging, unique, and straightforward brand name.

Discover from Stevens' progressive mindset, relentless drive for improvement, and how his customer-first approach has reimagined the landscape of home service businesses both in efficiency and profitability. Tune into this enlightening episode now!

Service Success Academy welcomes Landon Brewer to episode #96 of Pipeline to Profitability. Landon Brewer is the founder & CEO of Platform Partners &  Einstein Prime whose main focus is Optimizing Enterprise Values of the Leading Home  Services Organizations. He is a long-time home services operator and architect behind several leading Industry Platforms.

If you’re a home service, plumbing, or drain business owner or manager and you want to learn how to generate more revenue from your existing plumbing and drain calls without complicated or pushy sales tactics? If so, head to https://swipemydrainbusiness.com to learn more.

Platform Partners: https://platformmybusiness.com/

Book Recommendations The E-Myth HVAC Contractor by Michael E. Gerber and  Ken Goodrich

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In this episode of Pipeline to Profitability, we delve into the complexities of private equity and business acquisition in the home service industry. Our guest, Landon Brewer, is a renowned industry expert, known for his work with leading platforms such as Platform Partners and Einstein Prime. Through an engaging discussion, Brewer breaks down the impacts of recent industry changes, provides an in-depth understanding of private equity, and offers invaluable advice on business acquisition.

We explore how the right preparation, scale, and profitability can significantly enhance your business's value when it's time to sell. Brewer provides insight into how best practice groups can prepare businesses for sale and the importance of having the right systems and people in place. The discussion further highlights the critical role of change management, especially in the relentlessly evolving home service industry.

In addition to Brewer's expertise, the episode sheds light on the transformations sweeping across various sectors due to advancing technology. Key performance indicators (KPIs) and precise data are emphasized as integral to fast-tracking business growth. Explore the concept of virtual ride-alongs and call-by-call management and their benefits in offering real-time engagement and monitoring.

Featuring insights from good business practices to strategies that lead to drastic growth in the service sector, this episode is a treasure trove of information. Join us as we take an enlightening journey through the uncharted terrains of private equity and business acquisition in the home service industry. And discover how you can align your business strategies and leverage technology for optimum profitability.

Service Success Academy welcomes Joe Cunningham to episode #95 of Pipeline to Profitability. Joe Cunningham is the founder and president of Successtrack Network. Joe started his HVAC career as one of the industry’s first “Million Dollar Men” singlehandedly selling over 1 million dollars worth of HVAC equipment per year in the highly competitive Houston, Texas market in the 1980’s.  Joe has worked at every level of the HVAC business, he has been a contractor, worked closely with distributors and manufacturers, and played a pivotal role in creating and developing several premiere HVAC training programs.

If you’re a home service, plumbing, or drain business owner or manager and you want to learn how to generate more revenue from your existing plumbing and drain calls without complicated or pushy sales tactics? If so, head to https://swipemydrainbusiness.com to learn more.

Technical Arts Center: https://www.technicalartscenter.com/

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In this stimulating episode of Pipeline Profitability, industry experts, Allan Ferguson and Joe Cunningham shed light on how to thrive in the plumbing and drain industry. By drawing upon Alan's journey and sharing entrepreneurial wisdom acquired through business collaborations, this episode offers valuable insights into how system-guided operations can make substantial strides in business growth.

Tune in, as Alan and Joe provide an in-depth discussion regarding the importance of structuring teams for maximum productivity and profitability. Alan dissects the roles within a team, underlining the necessity of clearly delineating tasks amongst service technicians and senior technicians. Through real examples, he establishes the significance of strategic communication and healthy relationships with office staff for the success of pipeline businesses.

Alan, sharing his venture-based experience, illustrates how using system-guided strategies and processes coupled with call-by-call management processes can yield impressive results. Listen as he describes his first-hand experience with these strategies that enabled his own business to flourish, doubling its size to a whopping $1 million a month within 18 months.

The conversation segues into the critical role of a Senior Service Advisor, underlining the need for leadership qualities and communication skills. They further delve into the integral role dispatchers hold in the industry, offering useful tips for success within the company hierarchy.

The conversation also highlights the gravity of internal accountability, the relevance of meeting business targets, and the critical component of an effective training process. Alan and Joe touch upon the subject of imminent changes in the industry, especially for Australian listeners, emphasizing the need for robust systems to leverage these shifts in the landscape.

This extraordinary conversation promises insights into pairing transitional statements, probing questions, and customer-centric solutions. Listen to this episode of Pipeline Profitability to learn the secrets of business success, communication strategies, and how to believe in your pricing strategy.

Service Success Academy welcomes Chad Love to episode #94 of Pipeline to Profitability. Chad Love is the founder & owner of Chad Love Services in North Carolina. He has been in the service industry for 25 years and his goal is to help grow companies and people to the highest level through proven systems and leadership.

If you’re a home service, plumbing, or drain business owner or manager and you want to learn how to generate more revenue from your existing plumbing and drain calls without complicated or pushy sales tactics? If so, head to https://swipemydrainbusiness.com to learn more.

Chad’s Book Recommendation: Relentless by Tim Grover

Chad Love Services: https://chadloveservices.com/

Platform Partners: https://platformmybusiness.com/

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In this illuminating episode of Pipeline to Profitability, our guest Chad Love dives deep into the topic of successful business leadership and systematization in the home service industry. As the founder and owner of Chad Love Services, Love shares his quarter-century of industry knowledge to help service professionals level up their businesses.

Love’s business, based in Charlotte, North Carolina, is a paragon of effective systems and leadership techniques, boasting a dynamic team that is revolutionizing the service industry. Learn about the core elements of profitability, the importance of every call and the art of leadership.

Delve into the potential of the service industry platform and its significance to businesses big or small. From efficient operations to the creation of self-sustaining organizations that don't collapse in the owner's absence, learn how Love uses this platform to innovate and grow.

Experience the power of real-time virtual ride-alongs, and learn how they can skyrocket both customer service and profits. Understand the potency of an engaged work culture, team empowerment, and seamless business systems. Love also offers insights on how to select suitable individuals to aid in creating an industry titan.

Listen to Chad Love and empower yourself with the confidence to take control of your company, insight into your business's maths, and a blueprint for a prosperous future. This discussion with a proactive pioneer is guaranteed to alter your perception of the service industry.

Invigorate your team’s potential through strategic management and hiring for character traits rather than just skillsets. Question traditional hiring methods, and explore ways to alter the trajectory of your business for the better. Join us in exploring the transformative effects of systematic operations, correct hires and disciplined management on your company's success.