Profiles in Prosperity

Profiles in Prosperity

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Profiles in Prosperity episodes

  • 135 - Eric Dutton - Post Sale

    We welcome Eric Dutton back to the podcast. Eric is the founder, ex-owner, and ex-president of Dutton Plumbing, a large, wildly successful plumbing company. Eric is well known for his humor, but also for being a great leader and a very smart businessman. Eric's been on our podcast before. We learned about the creation and growth of Dutton Plumbing (episode 1), Five Business Rules (episode 39), Leadership in a Difficult Time (what Eric was doing with his company during COVID – episode 57). In this episode we catch up with Eric and find out what's happened with his company in the intervening 4 years. One big turning point: Eric sold his company and after managing the transition for more than a year, retired. Eric talks about the aspects of selling that aren't discussed a lot: the personal, emotional, and non-financial aspects: what it feels like, what you do after, what personal adjustments are needed. Eric also discusses his "Ericisms", his amazing retirement party, the grit required to be successful, his use of a Tony Robbins coach, losing his local fame, becoming anonymous, the value of excitement, and advice for business owners who need to plan for their exit. Eric Dutton is an incredibly smart guy, and a very savvy businessman. Don't miss this!

    30 min
  • 134 - Jeremy Lowe - Experience and Insight


    Jeremy Lowe has done just about everything in our industry: Service Technician, Sales, Installation, Management, General Manager, and for the last 20+ years has been on the Flat-Rate Pricing side of the industry with Calahan-Roach, Profit Rhino, and Service Fusion. Along the way he's amassed tremendous experience and great insight into our industry. I have a lot of respect for Jeremy for his dedication to helping contractors and making our industry better. In this episode Jeremy tells us about his career, the connection of Calahan-Roach, Profit Rhino, and Service Fusion, and gives us powerful advice for contractors. Jeremy's a great resource for you: listen and learn!

    Other items discussed:

    • The Calahan-Roach database
    • Working with NASA
    • Planning for a business exit
    • Knowing your numbers
    • Leadership
    • Developing a culture
    • Jeremy's new podcast: Tips for the Trades
      • 23 min
    • 133 - Chuck Worley - Outwork Everybody, Part 2

      Chuck Worley is the owner, founder, and leader of Worley's Home Services in
      the Hampton Roads, Virginia area. Worley's Home Services is a full, whole home
      services company - HVAC, Plumbing, Electrical, Insulation, and Crawlspace
      Encapsulation. Worley's is a very successful company, but, as many know, the
      road to success can be very bumpy with difficult detours. Chuck's experienced
      all of that and it's a great story. Even better are his innovative ideas and
      inspirational contributions to his community, his team, and our industry. Who
      else do you know that has a Company Chaplain? There's a lot in this interview
      with Chuck, so we've split it into two episodes. In these episodes you'll lear
      about:

      • How and Why Chuck got into HVAC.
      • How a wrestling coach's intervention helped Chuck get into the Trades
      • Chuck's reluctance and early success in Sales
      • Building and losing a company.
      • Declaring bankruptcy.
      • Living in an RV down by the river.
      • Paying back creditors.
      • Having a Company Chaplain.
      • Starting over with his son.
      • Net Profit Tithing.
      • Developing the secondary leadership team.
      • Being a building science geek.
      • Building organically and through acquisition.
      • Character, Integrity, and Doing The Right Thing
      • Employee Ten Commandments
      • Imprinting your brand.
      • Using EOS
      • Papering the town
      • The Radio Show
      • Branding and Logo Tournament
      • Moving from Sales to Marketing
      • Personal growth
      • Family in the business
      • Moving billboards
      • Being the face of Worley's
      • The events Chuck attends
      • How much Chuck spends on marketing
      • Client appreciation parties
      • Giving back to the community
        • 27 min
      • 132 - Chuck Worley - Outwork Everybody, Part 1

        Chuck Worley is the owner, founder, and leader of Worley's Home Services in
        the Hampton Roads, Virginia area. Worley's Home Services is a full, whole home
        services company - HVAC, Plumbing, Electrical, Insulation, and Crawlspace
        Encapsulation. Worley's is a very successful company, but, as many know, the
        road to success can be very bumpy with difficult detours. Chuck's experienced
        all of that and it's a great story. Even better are his innovative ideas and
        inspirational contributions to his community, his team, and our industry. Who
        else do you know that has a Company Chaplain? There's a lot in this interview
        with Chuck, so we've split it into two episodes. In these episodes you'll lear
        about:

        • How and Why Chuck got into HVAC.
        • How a wrestling coach's intervention helped Chuck get into the Trades
        • Chuck's reluctance and early success in Sales
        • Building and losing a company.
        • Declaring bankruptcy.
        • Living in an RV down by the river.
        • Paying back creditors.
        • Having a Company Chaplain.
        • Starting over with his son.
        • Net Profit Tithing.
        • Developing the secondary leadership team.
        • Being a building science geek.
        • Building organically and through acquisition.
        • Character, Integrity, and Doing The Right Thing
        • Employee Ten Commandments
        • Imprinting your brand.
        • Using EOS
        • Papering the town
        • The Radio Show
        • Branding and Logo Tournament
        • Moving from Sales to Marketing
        • Personal growth
        • Family in the business
        • Moving billboards
        • Being the face of Worley's
        • The events Chuck attends
        • How much Chuck spends on marketing
        • Client appreciation parties
        • Giving back to the community
          • 32 min
        • 131 - Ryan StMichel - Excelling in Consultative Selling
          Ryan StMichel is the owner of Grove Mechanical in Crookston Minnesota.

          Grove Mechanical was founded in 1978 by Ryan's Grandfather and Ryan purchased the company from his uncle.

          Ryan created a unique consultative, no-pressure, sales process that results in high-quality, high-value systems installations, delighted customers, and a very high close rate. How does he do it? Listen and learn!

          Other interesting items discussed:

          Building relationships with customers: Finding points of commonality and ice-breaking.

          Sales room set up.

          Scheduling for maximum customer availability.

          Offering options.

          Indoor air quality.

          Why Ryan StMichel joined Service Nation and what that did for him and Grove Mechanical.

          THANK YOU AND REQUEST FROM DAVID:

          First, thanks for listening and thank you for your support!

          If this has provided any value to you, would you please give us a good rating on whatever podcast app you use?

          Also… we're always looking for great interviewees and topics. If you have an idea for us, know someone who should be interviewed, or if you would like to be interviewed, DON'T BE MODEST, just shoot an email to [email protected].

          Thanks again!

          18 min
        • 130 - Stephanie Postell - Maybe This Is Like Kindergarten

          Stephanie Postell is the Chief Operating Officer and owner (with her husband, David) of Anchor Heating and Air.

          Stephanie has enjoyed a diverse career prior to joining the HVAC industry. She started off as a Kindergarten teacher, owned and worked in different businesses before working for an HVAC company and eventually starting her own HVAC business.

          Stephanie has a wealth of experience, and vast expertise in operations. We talk with her about her background, her experiences in different HVAC companies, acquisitions, finding and keeping great people, managing a company with your spouse, her presentation at the upcoming Service Nation Summit in Reno, what people don't know about implementing processes and procedures that they should, and her philosophy for making a great company.

          You can learn a lot from Stephanie Postell! If you want to hear more from her, attend the Service Nation Summit in Reno, Nevada, April 16-18 2024. Register at https://web.cvent.com/event/492c6ebd-1e1b-4ee2-9dfd-114720d2a5d2/regProcessStep1:ad7993b6-9676-4275-b566-a8c5aeacc191

          39 min
        • 129 - Mike Chastain - Absolute Plumbing

          A blessed accident caused Mike Chastain to need a job at a very young age. So
          he went from 9th grade right into plumbing. After gaining valuable experience
          in new construction plumbing, the new housing market collapse caused him to
          make another change and start his own business with his wife, Katie. The ups
          and downs of business ownership caused them to learn a lot and grow. We'll
          hear about:

          • The blessing of family in the business
          • Starter coaches
          • The roller coaster of business
          • Why Mike joined Service Nation Alliance, and what that's doing for him and
            Absolute Plumbing
          • Firing a CSR and gaining $15K in weekly revenue as a result
          • The "coloring books and crayons" method for systems and processes
          • Unexpected help from a competitor
          • Immediate challenges to growth
          • The five year plan
          • Advice for young people entering the trades.
            • 21 min
          • 128 - Allan Ferguson and David Heimer: Advice and Tools for Contractors

            Look at this: it's a two-for-one podcast episode! Allan Ferguson, host of the Pipeline to Profitability Podcast interviews David Heimer and David Heimer, host of Profiles in Prosperity, interviews Allan Ferguson.

            Join Allan Ferguson, your host on Pipeline to Profitability, as he engages in a riveting conversation with celebrated entrepreneur David Heimer, founder and retired COO of Service Nation, Inc. This enlightening episode goes beyond tracing David's illustrious professional journey, touching upon his substantial contributions to the industry, and delving into personal anecdotes from their intertwined careers.

            Listen in to gain insights into David's philosophy on the irreplaceable role of relationships in business, which he breaks down into five essential types: with contractors, vendor partners, coaches, community connections, and within the company itself. These relationships form the backbone of business growth, playing a pivotal role in building successful teams and fostering a conducive business culture.

            As you tune into this rich discourse, explore the significance of networking with direct competitors and leveraging the vast resources of the internet to your advantage. Alan and David's shared experiences highlight how friendly competition can be a catalyst for business expansion, introducing surprising growth opportunities.

            Learn from Alan's insightful advice on scaling up your business, particularly a plumbing and HVAC business, derived from his experience navigating diverse markets. His forays into innovative e-training provide a unique learning opportunity for budding contractors.

            Further, David's wisdom offers a refreshing perspective on embracing retirement, underscoring the importance of leading a fulfilling life beyond the scope of business. He also touches upon strategies such as the innovative concept of call-by-call management, and the transformative power of mentorship and leadership.

            Contact David Heimer about the Profiles In Prosperity podcast at [email protected]

            Get Allan Ferguson's eBook "Five Steps to 10X Your Income" at

            https://www.servicesuccessacademy.com/ebook

            34 min
          • 127 - Gina and Philip Ferrara - Ron Smith Fired Me!

            Gina and Philip Ferrara are the founders, owners, and hands-on leaders of LibertyAir providing HVAC services in Gainsville, Florida. They are married to each other, and have children together. Like many owners they've had their share of struggles as they built a successful and strong business, including getting fired by their business coach, the late, great Ron Smith. But they came back! Their business is still growing and it's very successful. They've won numerous awards! Philip branched off into software and has a creative, innovative offering for the HVAC industry.

            In this episode you'll hear:

            • Why and how Gina and Philip relocated to Gainsville and started LibertyAir.
            • Their business backgrounds and experience.
            • How they divide their responsibilities in the business.
            • Key success factors for their growth.
            • How and why Philip was fired by Ron Smith, and how that helped him change and grow.
            • The formation, functions, and benefits of DartBid - Philip Ferrara's new software system.
            • Great advice for owners and managers.
              • 19 min
            • 126 - Joe Strittmatter - Selling and Growing


              Joe Strittmatter is the founder of Strittmatter Plumbing, Heating, and AC in

              Denton Texas. In episode 38 "Growing a Multi-Trade Powerhouse" we interviewed

              Joe and learned about his start in our industry and the grow of his company.

              In this episode we learn about what's happened since. In short, Joe continued

              to grow his company, sold to a private equity company, ended up running both

              Strittmatter AND Frymire, and, at the time of this recording, was just leaving

              the private equity company.

              Also in this episode you'll learn:

              • Why Joe Strittmatter sold to private equity.
              • Why Joe Strittmatter decided to stay and work with private equity.
              • What Joe Strittmatter learned from his time working with private equity.
              • The issues of due diligence during a company sale.
              • Running multiple companies simultaneously.
              • What it feels like to sell your company, and the right way to think about

                it.
              • Creating growth for others.
              • The things that were the catalysts for Joe Strittmatter's business growth.
              • What Joe will present at the International Roundtables.
              • Having the three-legged stool for revenue, adding a fourth.
              • What Joe Strittmatter is planning for his future.


                • Don't miss out! Attend the 2024 Service Nation Summits (where you-ll get to

                meet Joe Strittmatter and hear him speak):

                Eastern Summit, February 27 - 29, 2024 https://cvent.me/eYm7MG

                Western Summit, April 16 - 18, 2024 https://cvent.me/0O07r1

                20 min

              About Profiles in Prosperity

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              Do you like stories about business? I do! I’m endlessly fascinated by the creative and innovative strategies business people employ to build their businesses. I love the stories of how businesses were…

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