Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service

After working to support his family as a struggling artist, Derek Stone chose to reevaluate his life and his way of thinking, and in three short years grew a small one-man show into a million-dollar company. This amazing transformation came about through a decision to forgive his father. Derek left the path of blame and began traveling down a path of forgiveness which led him to start living his best life. He is now on a mission to help empower others to make the same transformation by helping them take charge of their own lives.

[00:01 - 08:30] Opening Segment

• Introducing Derek to the show
• Background and career
• Derek's book, "Why Should I Forgive?"
• The Seven Decisions by Andy Andrews

[08:31 - 11:34] Staying On Top

• There is no shortcut to getting rich
• Taking responsibility for your life
• Humans will not change unless they're challenged
• Sometimes adversity is necessary for change to happen

[11:35 - 29:39] Why Should I Forgive?

• The book comes from a place of discontent and anger
• Step 1: Wanting to have a better life
• Step 2: Going with your gut
• Step 3: Open heart surgery
• Making an informed decision
• Taking responsibility for your own life
• Step 3: Surrendering the outcome
• Step 4: Gratitude

[29:40 - 30:40] Closing Segment

• See the links below to connect with Derek
• Final words

Quotes:

"When you take responsibility for your life, your life no longer becomes an excuse. It becomes a statement." - Derek Stone

"Humans will not change unless they're challenged." - Derek Stone

"You can't love other people without loving yourself. And when you forgive yourself, it allows you to forgive others as well." - Derek Stone

Connect with Derek by visiting www.DerekStone.Online and www.StonesRepairandRemodel.com.

Tony has helped thousands of businesses survive crises. Whether it was post 9/11, during the Great Recession, or amidst massive company acquisitions, Tony has helped businesses navigate the uncertainties and emerge stronger on the other side. As a child, Tony experienced firsthand the devastating crisis of business failure when his parents' small business failed and they lost everything, including their home. Its impact on his life was powerful. Having lost everything, he determined he would one day figure out how to help business owners like his parents by learning how to run a profitable business. This mission shaped his entire 20-year career. As an entrepreneur, business owner, and enterprise marketer, Tony worked with, literally, the best businesses in every industry, including Google, Microsoft, ADP, Ford, BMW, Mohegan Sun, and Morgan Stanley to name a few. And he has helped grow over 10,000 small businesses and a dozen Fortune 500 companies.

After working with the best businesses across hundreds of industries, he learned how they

grow consistently and predictably, using adversity to pivot towards opportunity to survive and thrive in all manner of economic conditions. His mission now has a name: Democratize Marketing — to share with small business owners and entrepreneurs exactly What to Do to grow profitably, How to Do It, and How to Leverage the Resources to Make It Happen. He believes that by growing small businesses, together we can impact not just our local communities but also our world.

[00:01 - 06:15] Opening Segment

• Introducing Tony to the show
• Brief background and career
• Tony shares his advice on how to prepare for success

[06:16 - 23:51] How to Create a Results Loop to Improve Your Business

• Designed to help businesses plan and execute successful marketing campaigns quickly and easily
• It helps businesses expand into new markets and offer new offerings to existing markets.
• The 3 keys to creating a successful business
• markets, offerings, and value
• Businesses should focus on acquiring new clients and customers.
• Loyalty keeps customers from switching to competitors and helps businesses increase revenue per transaction
• How to automatically drive more referrals
• Do you have a system in place to automatically drive more referrals?

[23:52 - 23:51] Closing Segment

• See the links below to connect with Tony
• Final words

Quotes:

"Even if you can't capitalize on the opportunity yourself, find partners that can." - Tony Guarnaccia

"Take a minute and just look at what you're doing. Because ultimately that's gonna help you grow up much quicker." - Tony Guarnaccia

Connect with Tony by visiting www.SmallStepsGrowProfits.com.

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If you want to WIN in ductless sales in 2023 and beyond, you need a marketing strategy that's competitive. But how do you differentiate your service business from the competition and dominate your customers' search engines? This week's guest is going to tell you just how to do that in any market, regardless of the size.

Meet Michelle LaFrance, aka "The Ductless Marketing Gal". Michelle is President and CEO of Smarty Pants Web, a digital marketing and web design firm, as well as Founder of The Ductless Directory, a comprehensive resource for consumers, contractors, and manufacturers. The Ductless Directory is a powerful tool that will give your website a boost in rankings AND double or even triple your visibility.

Join us as we talk with Michelle about this one-of-a-kind marketing solution that's boosting contractors to the top of search results. Plus, she shares what you need to do to be recognized as 'the ductless guy' in your area!

In this episode we discuss:

• Marketing tips and strategies that will help you generate ductless leads online
• How to easily increase traffic to your service business's website
• The many benefits of getting featured in The Ductless Directory (and how to get featured!)

Check out these resources we mentioned during the podcast:

• This episode is kindly sponsored by Sera (visit their website), Podium (visit their website), CompanyCam (visit www.companycam.com/SBM for 14 day trial and 50% off your first two months).

• Sign up at The Ductless Guy for 70% off! (limited time only)
• The Ductless Directory
• Articles by Michelle LaFrance on ACHR News
• Join the Service Business Mastery Facebook group

Meet the Hosts:

Tersh Blissett is a serial entrepreneur who has created and scaled multiple profitable home service businesses in his small town market. He's dedicated to giving back to the industry that has provided so much for him and his family. Connect with him on LinkedIn.

Joshua Crouch has been in the home services industry, specifically HVAC, for 8+ years as an Operations Manager, Branch Manager, Territory Sales Manager and Director of Marketing. He's also the Founder of Relentless Digital, where their focus is dominating your local market online. Connect with him on LinkedIn.

Meet the Guest:

Michelle LaFrance, aka "The Ductless Marketing Gal", is an HVAC consultant, ductless marketing expert, digital marketing strategist, content creation expert, author, and speaker. Michelle is President and CEO of Smarty Pants Web, a digital marketing and web design firm, as well as Founder of The Ductless Directory, a comprehensive resource for consumers, contractors, and manufacturers.

Links to content here:

Connect with her on LinkedIn

Connect with The Ductless Guy on Facebook

Tune in to hear the latest and greatest in business services trends on Service Business Mastery on Apple Podcasts, Spotify, and our website.

Listening on a desktop & can't see the links? Just search for Service Business Mastery in your favorite podcast player.

Today we are joined by resident expert Ben Golden of Golden Tax Relief to help us navigate through the three most feared letters in the alphabet with ease–the IRS. Ben has years of experience working with service businesses and understands exactly what these businesses go through when it comes to dealing with the IRS. He talks about why it's important for service businesses to file their taxes as soon as possible, what consequences you might face if you don't do so, and what steps you can take to increase your chances of a successful outcome should you receive an audit letter from the IRS. This episode is perfect for service business owners or technicians who are thinking about starting their own business- it'll give you everything you need to know in order to protect yourself and maximize your chances of a positive outcome!

[00:01 - 06:14] Opening Segment

• Introducing Ben to the show
• Past experiences and expertise
• The Three different people you can hire to represent you before the IRS
• A CPA-certified public accountant
• An enrolled agent
• An attorney

[07:18 - 16:42] How to Deal with the IRS

• Whenever you get a letter from the IRS, it's important to know the problem and figure out a plan of action to fix it
• The benefit of filing an extension is that it allows taxpayers more time to pay their taxes
• If you are the owner of a business, you may be responsible for paying payroll taxes that are due

[16:43 - 21:42] How to Avoid an IRS Audit

• The IRS can audit you for any year, even if you've already paid taxes on that year
• If you under report your income, you'll get an audit for that year and possibly additional years
• If you don't file your taxes, you'll get a letter of audit
• The red flag program or the DIF program in the IRS

[21:43 - 25:28] Closing Segment

• Final words
• See the links below to connect with Ben

Quotes:

"When you go to a job site, you have to know the scope of the work you're trying to do. The same way with the IRS when you get that letter, you have to figure out the scope of work to mitigate that problem." - Ben Golden

"You can't know anything. You need an attorney, an insurance person, an accountant…you need all these people in your team that are going to be moving towards the same goal for you to make a profit." - Ben Golden

"I don't ever suggest talking with the IRS by yourself because you never know what they're trying to get from you." - Ben Golden

Connect with Ben by visiting www.GoldenTaxRelief.com.

On today's episode, we talk with Jeff Revlett of EGIA.org about the Lead2022 event.

https://lead2022event.com/#agenda-bar

https://mycontractoruniversity.com/membership/join/?referrer=LEAD2022_site

In business, as in life, success is often about surrounding yourself with the right people and learning from those who are already successful.

Jeff Revlett has spent 27 years in the HVAC industry and, during that time, has become a leader in his field by following this approach. He has surrounded himself with quality people, soaked up information like a sponge, and learned from the best in the business.

This has allowed him to perfect his craft and think outside the box when it comes to inspiring his team and removing obstacles.

Jeff is always looking to improve, both in his personal development and in business. He knows that as a leader, it's important to set clear expectations and inspire others to reach their personal dreams. He also understands that failures are inevitable but can be used as learning experiences.

It's this kind of thinking that allowed Jeff to create Contractor University. It's a program you can now use to gain a comprehensive blend of powerful classroom instruction and convenient online training systems that deliver proven roadmaps to success from the most accomplished team of educators, consultants, and trainers ever assembled in the industry.

From pricing and sales to operations and marketing – and everything in between – Contractor University is here to help your business thrive so that you can enjoy the life you've dreamed of.

This mindset has helped him succeed in his career, and he hopes to continue passing on this knowledge to help others reach their full potential.

Tune in to this episode of Service Business Mastery to learn more!

~~This episode is kindly sponsored by the following: = Sera https://sera.tech/go/service-business... - Request a demo through Service Business Mastery for a discounted Onboarding and Per Tech Fee. = Upfrog https://www.upfrog.io/ = CompanyCam https://www.companycam.com/SBM/ for a 14-day trial and 50% off your first two months)

Aaron Christopher (A.C.) Evans is a pioneer in conversational marketing and the co-founder and CEO of Drips.com. Drips is the first conversational texting company of its kind, founding a new category and leading the way for some of the biggest brands in the world to use automated, humanized conversations at scale. On a daily basis, Drips engages in tens of millions of completely humanized conversations with zero client-side human resources or operators. Starting at the early age of 16, A.C. has been passionate about "scaling the unscalable" in all of his business ventures and Drips is no exception.

As a proven thought leader, A.C. shares his vast experience in performance marketing, consumer retention, and entrepreneurship. A.C. continues to innovate many of the best practices in lead conversion and compliance being adopted within the industry.

[00:00 - 02:10] Opening Segment

• Introducing Aaron to the show
• Brief background and career

[02:11 - 19:27] Texting is the Future of Lead Generation

• Automation in text messaging
• How to keep an engagement with people who prefer text messaging
• Make sure you have the right consent in automating messages
• The importance of being thoughtful when creating marketing messages
• Personalizing them for each individual
• Honoring the stop
• Keywords that are beneficial and no-go's in continuing conversations
• What message am I sending?
• How am I sending it?
• What time am I sending it?
• Influence by Robert Cialdini
• People not playing with messaging are missing out
• People buy experiences, not services and products

[19:27 - 20:52] Closing Segment

• See the links below to connect with A.C.
• Final words

Quotes:

"I think if people aren't playing with messaging and tweaking it, then they're missing out." - Aaron Christopher

"Today, people are buying experiences. They're not buying services or products." - Aaron Christopher

Connect with A.C. through LinkedIn, or you can visit www.Drips.com.

• This episode is kindly sponsored by
  • Sera https://sera.tech/go/service-business-mastery/
  • Upfrog https://upfrog.io/
  • CompanyCam https://www.companycam.com/SBM/ for a 14-day trial and 50% off your first two months

--- Send in a voice message: https://podcasters.spotify.com/pod/show/tershblissett/message Support this podcast: https://podcasters.spotify.com/pod/show/tershblissett/support

Service Business Mastery Podcast show notes: How to Re-Engage Your Current Client List

• Tersh & Josh are discussing re-engaging their current client list.
• Josh talks about how humans are more afraid of spiders than they are of humans.
• Noah discusses simplicity in online marketing, and how it can help small businesses grow rapidly.

Is It Because We've Always Done It This Way, Or Is This The Best Way To Do It?

• Contractors are busy and need to find ways to be more efficient
• There are many different ways to be more efficient, including reactivating old customers
• Email is a good way to start, but there are other methods as well
• Data is important for reactivation because it allows for segmentation and targeting

How to Keep Your Customers Responding to Your Text Messages

• The guys discuss how they approach recovering customers, focusing on personal relationships and reactivation over spamming.
• They discuss how the younger generation is less likely to fall for automated text messages.
• They also suggest that businesses focus on human communication in order to build a relationship with their customers and increase reactivation rates.

Introverts in the Workplace Struggle with Technology

• Humans are herd animals and tend to long for human communication, which is why they're drawn to technology in the modern world.
• Technology has been shoved down people's throats, leading to more separation between people than ever before.
• People are now more likely to communicate through text messages or emails rather than phone calls, as this is the easiest way to get an answer without being bothered.
• The text channel is the preferred method of communication for most business owners, as it is easier to document and provides a better experience for both the sender and receiver.

How to create a personalized digital invoice for your business

• Transparency and online pricing are going to come into the world through data transparency and understanding of what a customer's experience was before, during, and after a service call.
• The #CRMs have developed a process where they send a PDF with estimates, a cover letter, and a video explaining the business.
• This allows for better customer engagement and reduces the labor burden on the techs.

How to make small business marketing easier with upfrog

• You feel more comfortable and at ease when you use video instead of phone calls to communicate with customers because it's more authentic, and you can do it with your phone today.
• You don't have to make huge investments to get started with video communication, and there are many ways to use video to connect with customers.
• You can find Noah and Justin on social media, in the HVAC Owner's Digital Ally Facebook Group, and in other online communities like the Service Business Mastery Facebook Group.

New Podcast: Service Business Mastery

• There is a community of service business owners who can help each other out
• The key to success is to be active in the community and reach out to others
• Thank your customers for their support

Key Resources From The Show:

• Learn more about ReFrog
• Connect with Justin on LinkedIn.
• Join the HVAC Owner's Digital Ally Facebook Group.
• Join the Service Business Mastery Facebook group.
• Email us at [email protected]
• To check out more fun and valuable video, do not forget to follow our YouTube Channel.
• Learn all about the Hosts of Service Business Mastery!

This episode is kindly sponsored by the following:

• • Sera
    • Request a demo through Service Business Mastery for a discounted Onboarding and Per Tech Fee.
  • Upfrog
  • CompanyCam
    • (visit www.companycam.com/SBM for a 14-day trial and 50% off your first two months)

Listen to this podcast and get equipped with essential business advice from this impactful conversation. So, what're you waiting for? Tune into this episode immediately and get one step closer to becoming the successful owner of your dreams.

Subscribe to Service Business Mastery on Apple Podcasts, Spotify, our website, or wherever you get podcasts to hear more such fascinating and insightful stories.

--- Send in a voice message: https://podcasters.spotify.com/pod/show/tershblissett/message Support this podcast: https://podcasters.spotify.com/pod/show/tershblissett/support

We recorded this episode live while at the AHRexpo 2022 in Las Vegas. There is some background noise, but the content is worth the listen!

If you have any questions about what you have heard on today's episode, don't hesitate to reach out to us at www.servicebusinessmastery.com or email us at [email protected]

• This episode is kindly sponsored by
  • Sera https://sera.tech/go/service-business-mastery/
  • Upfrog https://upfrog.io/
  • CompanyCam https://www.companycam.com/SBM/ for a 14-day trial and 50% off your first two months

--- Send in a voice message: https://podcasters.spotify.com/pod/show/tershblissett/message Support this podcast: https://podcasters.spotify.com/pod/show/tershblissett/support

Be a part of RectorSeal's OnDemand Training here https://rectorseal.com/rectorseal-on-demand-training/

Tersh & Josh speak with David Cyrus of RectorSeal while at the AHRexpo 2022 in Las Vegas. They talk about the training programs that are available to the contractor at no charge to them through RectorSeal. Check out this episode to learn more.

Get the Training You Need to Succeed as a Contractor • David is from Florida and is the regional sales manager for HVAC and plumbing in Florida. • They have new products available for training, including standing calendars, on demand training, float switch training, and hard start kits. • The process for scheduling training is through rectorseal.com and involves interaction with Michael Emrick or Jerry Myron. • There are innate certified classes available for those that need Nate credits. RectorSeal launches 50,000 amp surge protector • Rector Seal offers on-demand training to contractors, which is available through BlueVolt. • The RSH 50 is a type one surge protector that can take a one-time hit up to 50,000 amps and survive the UL test. • It has three wires and is fully potted, waterproof, and can go anywhere in the disconnect box. Bulletproof safety switches • The text discusses the design of the safety switches, including the use of a solid float and height adjustment, and the reintroduction of a Schrader valve. • The text also discusses the management of safety switches, including the installation of a clean-out and shallow well. 5 New Products from RectorSeal • New products from RectorSeal company • Products include a float screw adjustable height wet switch, and a five-wire sensor • Products are designed to help technicians differentiate themselves from competitors • Product features include a sturdy feel, growth, and low price compared to other air conditioning systems

Learn more about RectorSeal by visiting

Check out these resources we mentioned during the podcast:

• This episode is kindly sponsored by
  • Sera https://sera.tech/go/service-business-mastery/
  • Upfrog https://upfrog.io/
  • CompanyCam https://www.companycam.com/SBM/ for a 14-day trial and 50% off your first two months
• Connect with David here https://www.linkedin.com/in/david-cyrus-4b780821/
• Be a part of RectorSeal's OnDemand Training here https://rectorseal.com/rectorseal-on-demand-training/

--- Send in a voice message: https://podcasters.spotify.com/pod/show/tershblissett/message Support this podcast: https://podcasters.spotify.com/pod/show/tershblissett/support

Kim Daly has spent the last 20 years helping people achieve financial freedom by enabling them to find the perfect franchise opportunities. Her skill for matching a client's background, interests, skills, finances, and life goals to the ideal opportunity has made her one of the top franchise consultants in the country. Today, we are here to pick her brain and gain some insight into what can seem like a daunting process - deciding on the perfect franchise to enable you to gain financial freedom.

[00:01 - 05:46] Opening Segment

• Introducing Kim to the show
• Brief background and career
• The biggest mistake that people make when going into franchising
• Having assumptions about what it is or what they're owed
• Franchising can help business owners support themselves and lower the amount of work that they have to do
• Franchising is all about the people, not just the widget
• Franchises bring in marketing and tools to help the business grow

[05:46 - 12:23] What It Takes to Own a Franchise

• Do you need to have a license?
• Managing employees who know more in the industry
• Why do most entrepreneurs build businesses that are centered around them
• The importance of learning how to price properly

[12:24 - 19:48] Gaining Success in the Franchising Space

• How a business can benefit from a cloud-based system
• Can you be part of more franchises?
• The importance of deciding who your customers are
• Validating through talking to other franchises

[19:49 - 21:29] Closing Segment

• See the links below to know more about Kim
• Final words

Quotes:

"What you're really doing when you invest in a franchise is you're buying a partnership. This is all about the people." - Kim Daly

"Widgets are not making people successful. It's leadership, culture, and relationship that you're buying into that's infinitely more important than the widget that your business actually sells." - Kim Daly

Connect with Kim by visiting www.TheDalyCoach.com.

--- Send in a voice message: https://podcasters.spotify.com/pod/show/tershblissett/message Support this podcast: https://podcasters.spotify.com/pod/show/tershblissett/support