See Your Own Menu Pricing Set Up — Free, No Obligation → https://thenewflatrate.com/demo?hsCtaAttrib=192034463396

Built for home service pros (HVAC, plumbing, electrical, and more) who are tired of quoting one price and hoping. Book a 15-minute walkthrough and see exactly how it'd look for your business.

In this episode of The New Flat Rate, Danielle and Natalie sit down with Danielle Wernert, Owner of Upskilled Consulting LLC  and a training and development expert for the home service industry. They discuss why contractors struggle to find and retain great people, how companies can widen their hiring pool by investing in entry-level talent, and why structured onboarding, training, mentorship, and clear career paths are essential for building stronger teams.

Danielle Wernert began her career in the trades at Peterman Brothers, where she helped build a successful technician training academy that attracted interest from companies across the industry. Today, through Upskilled Consulting, she helps home service businesses create customized onboarding programs, training academies, dashboards, playbooks, and development systems that help turn inexperienced hires into capable long-term team members.

Expect to Learn:

• Why contractors should consider hiring for character and training for technical skills

• How structured training programs can attract thousands of potential applicants

• Why employee turnover may point to culture problems rather than training costs

• What an effective first 90 days should include for a new team member

• How onboarding, mentorship, and clear career paths improve retention and employee development

Episode Breakdown with Timestamps:

• [00:00] - Introduction to Danielle Wernert and the Challenge of Finding Great Talent

• [03:54] - How Training Programs Attract 2,000 Applicants

• [05:23] - Why “If You Teach Them, They Will Come” Works

• [07:44] - Measuring the ROI of Investing in Employee Training

• [09:55] - Building an Effective First 90-Day Onboarding Plan

• [14:00] - Creating Vision, Growth Paths, and Employee Buy-In

• [16:38] - What Today’s Technicians Really Want From Employers

• [19:27] - Where Contractors Should Start Building Better Training Systems

• [25:13] - Danielle’s Journey From Peterman Brothers to Upskill Consulting

Connect with Guest, Danielle Wernert:

• LinkedIn: ⁠https://www.linkedin.com/in/danielle-wernert/⁠

• Website: ⁠https://upskilledconsulting.com/⁠

• LinkedIn (Company): ⁠https://www.linkedin.com/company/upskilled-consulting-llc/⁠

• Facebook (Company): ⁠https://www.facebook.com/profile.php?id=61567154601240⁠

  
  

More from The New Flat Rate:

• Website: ⁠https://thenewflatrate.com/⁠

• LinkedIn: ⁠https://www.linkedin.com/company/the-new-flat-rate-inc-/⁠

• Instagram: ⁠https://www.instagram.com/thenewflatrate/⁠

• Facebook: ⁠https://www.facebook.com/TheNewFlatRate/⁠

• Twitter: ⁠https://x.com/thenewflatrate⁠

Listening Links:

•  Apple Podcasts: ⁠https://podcasts.apple.com/us/podcast/the-new-flat-rate/id1545544656⁠

• Spotify: ⁠https://open.spotify.com/show/7ezDK05WKIjy2MjKJ1CfyC?si=54e24cd0ba774cd9⁠

• YouTube: ⁠https://youtube.com/@newflatrate?si=_jGs3KRnRB_ayRf0⁠

See Your Own Menu Pricing Set Up — Free, No Obligation → https://thenewflatrate.com/demo?hsCtaAttrib=192034463396

Built for home service pros (HVAC, plumbing, electrical, and more) who are tired of quoting one price and hoping. Book a 15-minute walkthrough and see exactly how it'd look for your business.

Ready to see where your leadership is strong — and where it's costing you? Take Greg Harrod's free Leadership Clarity Scorecard™. It only takes 5-7 minutes, 30 quick questions, and you'll walk away with a personalized report you can start using today. Take the scorecard now: gregharrod.com/leadershipclarityscorecard

In this episode of The New Flat Rate, Danielle and Natalie sit down with Greg Harrod, a business coach and strategic communications partner with more than 30 years of leadership experience, including more than two decades in the HVAC industry with Johnson Controls. They discuss why business owners often become bottlenecks, how leaders can better understand what their teams are naturally wired to do, and why clarity around roles, communication, accountability, and development is essential for building stronger teams.

Greg Harrod helps leaders identify where they are carrying work their teams may already be ready to own. Drawing on decades of leadership experience and his work with the Working Genius model, Greg helps businesses improve self-awareness, team alignment, communication, delegation, and leadership effectiveness.

Expect To Learn:

• Why business owners become bottlenecks even when they have capable people around them
• How the six areas of leadership clarity can reveal where a team is getting stuck
• Why leaders should assign work based on fit, energy, and strengths, not just competency
• How Working Genius can help teams better understand how people naturally contribute
• Why intentional delegation, communication, and employee development help leaders reclaim time




Episode Timestamps:

• [00:00] - Introduction to Greg Harrod & Why Leaders Become Bottlenecks

• [07:00] - The Leadership Clarity Gap & Six Areas Leaders Should Evaluate

• [13:59] - Self-Awareness, Communication & Leadership Clarity

• [19:06] - Developing Employees & Keeping Strong Team Members

• [22:32] - Competency vs. Finding the Right Person for the Role

• [29:03] - Why Leaders Need to Pay Attention to Low-Maintenance Employees

• [39:37] - Creating a Workplace That Respects Individual Differences

• [40:28] - How Working Genius Changes the Way Leaders Assign Work

• [49:00] - Building Trust Through Open Communication

• [54:34] - Where to Learn More About Greg Harrod

  
  

Connect with Guest, Greg Harrod:

• LinkedIn: https://www.linkedin.com/in/greg-harrod/

• Website: https://gregharrod.com/leadershipclarityscorecard/

• LinkedIn (Company): https://www.linkedin.com/company/gregharrod/

  
  

More from The New Flat Rate:

• Website: https://thenewflatrate.com/
• LinkedIn: https://www.linkedin.com/company/the-new-flat-rate-inc-/
• Instagram: https://www.instagram.com/thenewflatrate/
• Facebook: https://www.facebook.com/TheNewFlatRate/
• Twitter: https://x.com/thenewflatrate




Listening Links:

•  Apple Podcasts: https://podcasts.apple.com/us/podcast/the-new-flat-rate/id1545544656

• Spotify: https://open.spotify.com/show/7ezDK05WKIjy2MjKJ1CfyC?si=54e24cd0ba774cd9

• YouTube: https://youtube.com/@newflatrate?si=_jGs3KRnRB_ayRf0
  

See Your Own Menu Pricing Set Up — Free, No Obligation → https://thenewflatrate.com/demo?hsCtaAttrib=192034463396

Built for home service pros (HVAC, plumbing, electrical, and more) who are tired of quoting one price and hoping. Book a 15-minute walkthrough and see exactly how it'd look for your business.

Free Resource: Know your billable hour before you set 2027 prices. Grab the free Billable Hour Calculator plus two quick videos walking you through setting your rate and using the tool — built for HVAC, plumbing, electrical, and chimney contractors. 👉 https://thenewflatrate.com/billable-hour-calculator

In this episode of The New Flat Rate podcast, Matt Koop sits down with Jason Julian, owner of Julian Heat and Air, a family-owned HVAC company based in Heber Springs, Arkansas, to discuss why successful HVAC businesses should focus on solving customer problems instead of simply replacing equipment.

Jason shares his personal journey into the HVAC industry, how a poor HVAC installation experience in his own home shaped his philosophy, and why he believes technicians should look beyond failed parts and understand the real causes behind system problems. He explains how his company built trust by educating homeowners, providing solutions, and prioritizing comfort before sales.

Key Takeaways:

• Solve Problems, Not Just Sell Equipment: Focus on diagnosing homeowner issues and providing the right solutions.

• Find the Root Cause: Understand why parts fail instead of simply replacing them.

• Educate Customers: Photos, documentation, and clear explanations build trust and show value.

• Offer Options Without Pressure: Give homeowners choices and let them decide what works best.

• Create Value Before the Sale: Helping customers stay comfortable builds loyalty and long-term trust.

  
  

Episode Timestamps:

[00:00:00] - Trailer

[00:01:28] - Introducing Jason Julian: Matt introduces Jason and Julian Heat and Air.

[00:04:13] - Becoming an HVAC Customer: Jason shares how his own HVAC experience shaped his customer service approach.

[00:10:13] - Jason’s Journey Into HVAC: Jason discusses his personal transformation and entry into the trade.

[00:17:07] - Finding Root Causes: Jason explains why technicians should solve problems, not just replace parts.

[00:23:24] - Starting Julian Heat and Air: Jason shares how he built his company around customer experience.

[00:30:23] - Growing the Team: Jason discusses scaling from a solo operator to a 12-person team.

[00:39:31] - Understanding Home Performance: Jason explains the impact of ductwork, airflow, and home conditions.

[00:45:53] - Beyond Selling Replacements: Jason shares why solving problems matters more than selling units.

[00:51:56] - Better Customer Conversations: Jason explains educating customers and providing options.

[00:59:03] - Helping Customers Decide: Jason discusses guiding homeowners without pressure.

[01:07:37] - Conclusion

Connect with Guest, Jason Julian:

LinkedIn: https://www.linkedin.com/in/jason-julian-03530b160/

Connect with Julian Heat and Air:

Website: https://julianheatandair.com/

Facebook: https://www.facebook.com/julianheatandair

YouTube: https://youtube.com/@julianheatairwedelivercomf7301?si=06qpJ512goQSOXGI

Connect with Host, Matt Koop:

LinkedIn: https://www.linkedin.com/in/matt-koop-82880168/

More from The New Flat Rate:

Website: https://thenewflatrate.com/

LinkedIn: https://www.linkedin.com/company/the-new-flat-rate-inc-/

Instagram: https://www.instagram.com/thenewflatrate/

Facebook: https://www.facebook.com/TheNewFlatRate/

Twitter: https://x.com/thenewflatrate

Billable Hour Calc: https://thenewflatrate.com/billable-hour-calculator  

Follow the Podcast:

Apple Podcasts: https://podcasts.apple.com/us/podcast/the-new-flat-rate/id1545544656

Spotify: https://open.spotify.com/show/7ezDK05WKIjy2MjKJ1CfyC?si=54e24cd0ba774cd9

YouTube: https://youtube.com/@newflatrate?si=_jGs3KRnRB_ayRf0

Free Resource — Ultimate List to Retain Your Team:Want practical ways to build a culture your best people never want to leave? Grab our free guide with 100+ ideas to retain your team: ⁠https://thenewflatrate.com/the-ultimate-list-to-retain-your-team⁠

Ready to See The New Flat Rate in Action?Schedule a free demo and see how our menu pricing system helps you build the profitability and structure Ben talks about in this episode — so you can invest in your team, protect your margins, and lead with confidence: ⁠https://thenewflatrate.com/demo?hsCtaAttrib=192034463396⁠

In this episode, Matt Koop, Executive Vice President of The New Flat Rate, sits down with Ben Middleton, North American Sales & Business Training Director at Daikin, for a wide-ranging conversation on leadership, culture, and what it really takes to build a company worth staying at. Ben shares the Daikin philosophy of people-centered management — including why a failed employee is a manager's failure, not the employee's — the concept of "vigorous dialogue" and why smart leaders avoid yes-people, and the powerful "100 pennies" open-books exercise that transformed his own company's culture. Matt and Ben also tackle the big questions every contractor is wrestling with right now: whether to sell, how to build a legacy, why every business needs a mission their employees actually believe in, and why "what if I train them and they leave?" is the wrong question to ask. If you're a contractor, manager, or owner navigating uncertainty and wondering how to lead your people better, this one delivers.

Social Media Links:

Instagram

TNFR- ⁠⁠https://www.instagram.com/thenewflatrate⁠⁠

Daikin- https://www.instagram.com/daikincomfort/?hl=en

Facebook

TNFR- ⁠⁠https://www.facebook.com/TheNewFlatRate⁠⁠

Daikin- https://www.facebook.com/DaikinComfort/

LinkedIn

TNFR- ⁠⁠https://www.linkedin.com/company/the-new-flat-rate-inc-/posts/?feedView=all⁠⁠

Ben Middleton- https://www.linkedin.com/in/ben-middleton-a94571a/

Daikin- https://www.linkedin.com/company/daikin-comfort-technologies/home/

Links and Resources

https://thenewflatrate.com/

https://www.daikinapplied.com/

https://daikincomfort.com/https://r32reasons.com/

https://www.hvaclearningcampus.com/

Subscribe to Ben's podcast:

https://www.youtube.com/@acceleratedhvacsuccess6915

https://open.spotify.com/show/2D7NiCR68Jg9TMMy3wDOna

Grab the Free AI-Ready Contractor Playbook:

Every step from this episode — trust signals, pricing transparency, and financing — in one downloadable guide: https://docs.google.com/document/d/1Vnxu41aUHua9eSnFbX8X_B5w9nci2ez1eex-XSZSon0/edit?usp=sharing

Ready to Add Pricing Transparency to Your Business?

Schedule a free demo of The New Flat Rate and see how our menu pricing system gives homeowners the price transparency CJ talks about in this episode — while protecting your margins: https://thenewflatrate.com/demo?hsCtaAttrib=192034463396

Free Resource — Revenue Leak Checklist:

Find out where you're quietly losing money in your pricing, sales, and customer experience — before your competitors do. Grab the free checklist: https://thenewflatrate.com/revenue-leak-checklist 

Get Your Free AI Trust Signal Audit from CJ:

CJ mentioned this on the episode — it's a full breakdown of the 19 trust signals your business is hitting (and missing), with a 7-, 30-, and 90-day roadmap to fix them. Visit https://kreadiv.io/ to schedule your free AI Trust Signal Audit.

In this episode, Natalie Koop and Danielle Putnam sit down with CJ Todd, founder of Kreadiv and one of the only certified AI Trust Signals Partners serving the home service industry. CJ breaks down how homeowners are already using ChatGPT, Claude, and Google AI Overview to find contractors — and what it actually takes to become the trusted recommendation instead of getting skipped. He shares the story of an EV installer who closed a $2,900 job from ChatGPT with $0 in ad spend, the 19 trust signals every contractor's website should be hitting, why online pricing transparency is the single biggest factor that'll make or break contractors in this new era, and why small contractors actually have the advantage over private-equity-backed shops right now. If you've been ignoring AI or wondering if it applies to you, this episode is the wake-up call.

Social Media Links:

Instagram

TNFR- ⁠⁠https://www.instagram.com/thenewflatrate⁠⁠

CJ Todd- https://www.instagram.com/cjtodd22/ 

Kreadiv- https://www.instagram.com/kreadiv79/  

Facebook

TNFR- ⁠⁠https://www.facebook.com/TheNewFlatRate⁠⁠

Kreadiv- https://www.facebook.com/kreadiv79/ 

LinkedIn

TNFR- ⁠⁠https://www.linkedin.com/company/the-new-flat-rate-inc-/posts/?feedView=all⁠⁠

CJ Todd- https://www.linkedin.com/in/cjtodd1/ 

Kreadiv- https://www.linkedin.com/company/kreadiv79/home/ 

Links and Resources:

https://thenewflatrate.com/

https://kreadiv.io/ 

Grab Schalee's Book on Amazon:

The Humility You Want and the World Needs — everything from this episode, expanded with more stories, tools, and frameworks: https://www.amazon.com/dp/B0FD33PKTR

Check Out Schalee's Podcast — Flex With Purpose:

Loved this conversation? Schalee hosts the Flex With Purpose podcast, where she has honest, authentic conversations with leaders about growth, humility, and living beyond yourself. Subscribe here: https://www.youtube.com/@schaleesanchez/featured

Spotify- https://open.spotify.com/show/4Ab4itCSBGHQ1SPkajithC

Ready to Stop Being the Bottleneck in Your Business?

See how The New Flat Rate gives your team the systems, pricing, and structure they need to run without you carrying every decision. Schedule a free demo: https://thenewflatrate.com/demo?hsCtaAttrib=192034463396

Free Resource — Ultimate List to Retain Your Team:

Want practical ways to lead your team without being the bottleneck? Grab our free guide with 100+ ideas to build a stronger, more loyal team: https://thenewflatrate.com/the-ultimate-list-to-retain-your-team

In this episode, Natalie Koop and Danielle Putnam sit down with Schalee Sanchez, author of The Humility You Want and the World Needs, keynote speaker, and host of the Flex With Purpose podcast, to talk about why humility might be the most overlooked leadership skill in business — and how ego quietly holds contractors back. Schalee shares her powerful "race car with no steering wheel" analogy for the difference between ego and humility, why asking for help actually expands your capacity instead of shrinking it, the two historical disasters (Titanic and the Challenger) that show what happens when leaders stop listening, and why acknowledging a mistake fast creates freedom instead of costing you credibility. If you're a business owner carrying it all on your own shoulders and feeling like you have to have every answer, this conversation will hit different.

Social Media Links:

Instagram

TNFR- ⁠⁠https://www.instagram.com/thenewflatrate⁠⁠

Schalee Sánchez- https://www.instagram.com/schalee.sanchez/

Facebook

TNFR- ⁠⁠https://www.facebook.com/TheNewFlatRate⁠⁠

Schalee Sánchez- https://www.facebook.com/schalee.sanchez/

LinkedIn

TNFR- ⁠⁠https://www.linkedin.com/company/the-new-flat-rate-inc-/posts/?feedView=all⁠⁠

Schalee Sánchez- https://www.linkedin.com/in/schalee-sanchez-7207a7181/

YouTube

https://www.youtube.com/@schaleesanchez/featured

Links and Resources:

https://thenewflatrate.com/

https://www.schaleesanchez.com/

Busy ≠ Profitable. Join Matt Chats Live → https://t5ov3.share-na2.hsforms.com/2BPl2PeL2SFKTPaS7K2C64g

For HVAC owners & managers: a live, interactive 2-hour session (Sept 3, 9am PST) on the systems behind real growth — break-even points, close rates, and more. $250/team. Seats are limited.

See Your Own Menu Pricing Set Up — Free, No Obligation → https://thenewflatrate.com/demo?hsCtaAttrib=192034463396

Built for home service pros (HVAC, plumbing, electrical, and more) who are tired of quoting one price and hoping. Book a 15-minute walkthrough and see exactly how it'd look for your business.

Struggling to Know Who to Hire Next? Grab the Free Hiring Matrix → https://thenewflatrate.com/hiring-matrix

For electrical, HVAC, and plumbing business owners: pinpoint the exact gaps in your team — technician, dispatcher, or otherwise — before you write another job ad.

In this episode, Natalie Koop and Danielle Putnam sit down with Matt Maleske, founder of CTM (Coach, Train, Motivate), to talk about one of the most common — and costly — mistakes in the trades: promoting your best technician into leadership just because they're your best technician. Matt breaks down the "weird trigger" that happens when a top performer gets the manager title, why the best service managers he's ever seen were the least technical, and what it actually takes to move a tech from the truck to the kitchen table. He also shares the biggest communication mistake technicians make with homeowners, why "the confused mind always says no," and the simple rule about tools at the door that turned one of his skeptics into a full-time salesperson. If you're an owner about to promote from within, or a manager trying to figure out why your team isn't following you, this one is for you.

Social Media Links:

Instagram

TNFR- ⁠⁠https://www.instagram.com/thenewflatrate⁠⁠

CTM- https://www.instagram.com/coachtrainmotivatectm/ 

Facebook

TNFR- ⁠⁠https://www.facebook.com/TheNewFlatRate⁠⁠

CTM- https://www.facebook.com/CTMCoach/ 

LinkedIn

TNFR- ⁠⁠https://www.linkedin.com/company/the-new-flat-rate-inc-/posts/?feedView=all⁠⁠

CTM- https://www.linkedin.com/in/matthew-maleske-a328a1373/ 

X

CTM- https://x.com/coachtrainmotv8 

YouTube

CTM- https://www.youtube.com/@coachtrainmotivate/featured 

Links and Resources:

https://thenewflatrate.com/

https://coachtrainmotivate.com/

In this episode, Natalie Koop and Danielle Putnam sit down with Federico Crivelli, Head of Partnerships at Avoca AI, to talk about the biggest source of lost revenue for contractors — and it's not lead generation. Federico breaks down the "leaky bucket" problem, why every missed call could cost you up to $40,000 in lifetime customer value, and why paying for the phone to ring but not answering it is like setting money on fire. He walks through what AI agents can actually do in 2026, the difference between automation and true "agentic" AI, and why the CSRs whose jobs people worry about are usually the ones who end up loving it the most. If you're a contractor pouring money into marketing and quietly watching leads slip through the cracks, this one is for you.

You can connect with Federico directly at [email protected].

Social Media Links:

Instagram

TNFR- ⁠⁠https://www.instagram.com/thenewflatrate⁠⁠

Avoca AI- https://www.instagram.com/avoca.ai

Federico Crivelli- https://www.instagram.com/fedecriv/

Facebook

TNFR- ⁠⁠https://www.facebook.com/TheNewFlatRate⁠⁠

Avoca AI- https://www.facebook.com/profile.php?id=61576039259389

Federico Crivelli- https://www.facebook.com/federico.crivelli/

LinkedIn

TNFR- ⁠⁠https://www.linkedin.com/company/the-new-flat-rate-inc-/posts/?feedView=all⁠⁠

Avoca AI- https://www.linkedin.com/company/avoca-ai/

Federico Crivelli- https://www.linkedin.com/in/federico-crivelli/

YouTube

Avoca AI- https://www.youtube.com/@avoca-ai

Links and Resources:

https://thenewflatrate.com/

https://www.avoca.ai/

In this episode, Natalie Koop and Chris Getz sit down with Manny Galarza, owner of A Team Plumbing and Drain and a member of The New Flat Rate. Manny shares the raw truth about growing his plumbing company from a one-man show in 2018 to 13 employees across plumbing, HVAC, and septic — and how his average ticket jumped from $400 to $2,500 after joining TNFR. He gets honest about the sleepless nights, the cash flow struggles, the moment he realized his pricing was killing him, and why he says he wouldn't be in business today without a real system. If you're a contractor on the fence about pricing, stuck at one truck wondering if you should scale, or quietly stressed out from carrying it all on your own, this one is for you.

Social Media Links:

Instagram

TNFR- ⁠⁠https://www.instagram.com/thenewflatrate⁠⁠

Facebook

TNFR- ⁠⁠https://www.facebook.com/TheNewFlatRate⁠⁠

LinkedIn

TNFR- ⁠⁠https://www.linkedin.com/company/the-new-flat-rate-inc-/posts/?feedView=all⁠⁠

Links and Resources:

https://thenewflatrate.com/

https://a-teamplumbingandhvac.com/ 

In this episode, Natalie Koop and Danielle Putnam sit down with Ted Miller III, CEO of TM3 and business growth expert who has personally coached over 25,000 entrepreneurs. Ted opens up about the years he spent sleeping in the back of his Dodge Ram, going broke because he was so afraid of coming across "salesy" — and the 40-grand-he-didn't-have investment that changed everything. He talks straight about the same 12 challenges he sees every contractor struggling with, why "broke is a choice," what most owners get wrong about growth, and the sales, marketing, and mindset shifts that separate the contractors who make it from the ones who don't. If you're barely keeping up with payroll, working harder than everyone around you, and wondering if the sacrifice is worth it, this one is for you.Social Media Links:InstagramTNFR- ⁠⁠https://www.instagram.com/thenewflatrate⁠⁠FacebookTNFR- ⁠⁠https://www.facebook.com/TheNewFlatRate⁠⁠Ted Miller III- https://www.facebook.com/tedmiller3/ LinkedInTNFR- ⁠⁠https://www.linkedin.com/company/the-new-flat-rate-inc-/posts/?feedView=all⁠⁠Ted Miller III- https://www.linkedin.com/in/tedmiller03/ Links and Resources:https://thenewflatrate.com/https://tedmiller3.com/