In this raw and powerful episode, CF shares his real story — the ups, the downs, and the lessons that shaped The Plumbing Sales Coach.

From early struggles and bad decisions to building multiple 7-figure businesses, CF reveals how persistence, purpose, and faith created lasting success.

You’ll hear the frameworks he discovered along the way — the same ones used to grow companies across the country — and why the biggest difference between failure and success is not quitting.

🧠 What you’ll learn:

How to turn failure into fuel for success

Why your mindset matters more than your skillset

What it means to truly understand your business

How “value stacking” changed everything in plumbing sales

The difference between surface fixes and deep solutions

Why quitting is the only way to truly fail

📘 CHAPTERS/TIMESTAMPS:

00:00 Intro — Why I’m sharing my story

00:40 The early years — confusion and consequences

01:32 Jail, the military, and a second chance

02:27 From waiting tables to sales — and the street hustle years

03:01 Building a $3M business… and walking away from it

03:36 Starting over (again) — learning from failure

03:56 From CarMax to Angie's List — discovering sales success

04:18 Launching a cleaning business and hitting rock bottom

06:11 The secret to success — I just didn’t quit

06:33 How persistence beats intelligence

07:05 My first big lesson in value and business

09:03 Learning what business I was really in

10:43 Why plumbing isn’t about pipes — it’s about convenience

11:47 The difference between price and experience

12:42 Knowing what you actually sell

13:18 The power of knowing your customer and your value

14:24 The fourth touch — creating trust before the sale

15:02 How offering 3 options changes everything

15:58 The math behind conversions and confidence

16:56 Real-world proof — from a $284 drain to a $5200 job

17:33 Why you need real coaches with real experience

18:03 Keep pushing — quitting is the only failure

💡 KEY HIGHLIGHTS:

Persistence beats perfection. You don’t fail until you quit.

Know what business you’re really in. Plumbing isn’t pipes — it’s convenience, confidence, and care.

Offer value, not price. Customers pay for experience, not just the service.

Keep showing up. The answers are deeper than the surface — stay long enough to find them.

Coaching matters. Get help from people who’ve been in the trenches.

👉 STAY CONNECTED:

📸 FOLLOW on Instagram: https://www.instagram.com/theplumbingsalescoach/?hl=en

👀 FOLLOW on Facebook: https://www.facebook.com/ThePlumbingSalesCoach/

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📲 For more information on YOUR OWN BRANDED app, email us:

[email protected] or call/text: 317605-2284

If you want to double your profit without jacking up your prices or compromising your reputation, this episode is for you.

CF breaks down a practical, proven framework that helps plumbing companies grow profitably — while keeping their customers happy and their teams motivated. You’ll learn why focusing on experience over sales creates long-term growth, higher conversion rates, and unstoppable word-of-mouth.

💡 What you’ll learn:

The three-step framework to double your profits

Why “experience” is your biggest competitive advantage

How to identify the real problems you solve for customers

The secret to hiring and building a winning team

Why empathy and culture directly affect revenue

The difference between managing and motivating

How to train and equip your team for consistent growth

📘 CHAPTERS/TIMESTAMPS:

00:00 Intro — Why this topic matters

00:23 How to double your profit (the right way)

01:02 Why raising prices isn’t the only answer

01:35 Profit goals and long-term reputation

03:14 What successful companies do differently

03:56 The three-step growth framework

04:31 Step 1 — Solve problems differently

05:06 Why experience defines value

06:15 The power of perception and brand experience

07:09 How to escape being a commodity

07:26 Step 1 (continued) — Know the real problem you solve

07:58 Experience vs price — what customers actually buy

08:50 Step 2 — Find people who care about people

09:44 Empathy as a growth driver

10:40 Why caring team members outperform skilled ones

11:16 Removing selfishness and negativity from your culture

11:33 Lessons from top companies like Hilton and Trader Joe’s

12:11 Step 3 — Train, coach, and grow your people

14:17 How to motivate instead of manage

14:32 Create a clear growth path for your team

15:25 Promote from within — and cast the vision early

16:19 The role of training and product knowledge

16:57 Why culture and experience drive conversion

17:16 Join the movement — service over sales

💡 KEY HIGHLIGHTS:

Service over sales. Lead with empathy and give customers a great experience — the money follows.

People first. Hire team members who care about people, not just those with technical skills.

Train for confidence. Knowledge builds trust, and trust drives higher conversion.

Culture = Profit. The way your team treats customers (and each other) determines your bottom line.

Long-term thinking wins. Don’t sacrifice reputation for short-term gains.

👉 STAY CONNECTED:

📸 FOLLOW on Instagram: https://www.instagram.com/theplumbingsalescoach/?hl=en

👀 FOLLOW on Facebook: https://www.facebook.com/ThePlumbingSalesCoach/

⭐️ FOLLOW on TikTok: https://www.tiktok.com/@theplumbingsalescoach

📲 For more information on YOUR OWN BRANDED app, email us:

[email protected] or call/text: 317605-2284

Are you really diagnosing your plumbing calls — or just fixing what the customer tells you is broken?

In this episode, CF breaks down the lost art of diagnosing, revealing how to uncover the real problems behind the plumbing issues. He explains why the best plumbers don’t just repair what’s in front of them — they find out why it broke in the first place, build trust through transparency, and provide solutions that actually last.

💡 What you’ll learn:

Why most plumbers diagnose the wrong way

The 3 “vitals” every tech should check in every home

How to turn small repairs into long-term solutions

The key to explaining problems customers actually understand

How to build trust by showing — not telling

Why proper diagnosing raises your ticket average and customer satisfaction

⏱ TIMESTAMPS/CHAPTERS:

00:00 Intro — Diagnosing like a pro

00:44 The #1 mistake plumbers make in the home

01:01 Why most repairs fail long-term

02:07 The importance of relationships and trust

02:38 How proper diagnosing builds credibility

02:54 Customers shouldn’t diagnose — you should

03:20 The 3 plumbing vitals: water pressure, water condition, age

03:53 Understanding the “why” behind every problem

04:46 The hidden cause of repeat failures

06:02 How to create options that stack value

06:58 Diagnosing like a doctor — asking questions that matter

07:52 What to ask customers to uncover deeper issues

08:44 Using simple analogies customers understand

09:32 Showing beats telling — how to prove the problem

10:21 How to guide customers through the system naturally

11:09 Why everything in the plumbing system is connected

12:22 How to explain solutions without confusing jargon

13:29 Getting customer buy-in through clear, honest communication

14:53 Why you must control the diagnostic process

15:24 How diagnosing properly increases value and saves money

16:50 Help customers see savings, not discounts

17:07 Final takeaway — plumbing’s cheaper when you’re in control

💡 EPISODE HIGHLIGHTS:

Diagnose deeply. Don’t just fix the symptom — find the cause.

Always check the vitals. Water pressure, water condition, and age reveal everything.

Show, don’t tell. Customers trust what they can see.

Build relationships. People take advice from those they know, like, and trust.

Offer options. Stack value and create real savings, not discounts.

👉 STAY CONNECTED:

📸 FOLLOW on Instagram: https://www.instagram.com/theplumbingsalescoach/?hl=en

👀 FOLLOW on Facebook: https://www.facebook.com/ThePlumbingSalesCoach/

⭐️ FOLLOW on TikTok: https://www.tiktok.com/@theplumbingsalescoach

📲 For more information on YOUR OWN BRANDED app, email us:

[email protected] or call/text: 317605-2284

Every customer is different — but what if you could learn to connect with anyone instantly?

In this episode, CF breaks down how to recognize and sell to four key personality types (D, I, S, and C). When you understand what motivates your customers — control, emotion, relationships, or details — you can speak their language, build trust faster, and close bigger tickets with less resistance.

💡 What you’ll learn:

The 4 personality types and how they make buying decisions

How to identify a customer’s type at the front door

Why “speaking their language” changes everything

What to say (and what NOT to say) to each personality type

Real examples of how D, I, S, and C customers buy

How to adapt your tone, pace, and presentation style

The secret to creating comfort, connection, and confidence in every sale

⏱ TIMESTAMPS/CHAPTERS:

00:00 Intro — Personality types and the buying process

00:40 Why understanding people is the key to sales success

01:17 How employee personalities affect your customers

02:12 Speaking your customer’s language

02:45 Breaking down D, I, S, and C profiles

03:28 Why every personality thrives in different environments

03:59 How personality impacts buying behavior

04:32 What to do once you identify their type

05:30 The D type — decisive, dominant, confident

06:19 How to sell to the D: logic, control, and confidence

06:58 The I type — outgoing, emotional, relationship-driven

09:30 How to sell to the I: energy, emotion, and connection

10:46 The S type — steady, loyal, people-focused

11:21 How to sell to the S: stability, family, and relationships

11:53 The C type — analytical, precise, detail-oriented

13:12 How to sell to the C: facts, process, and proof

14:13 Why understanding people makes you unstoppable

14:49 Using personality knowledge beyond sales

15:29 Final takeaway — serve your community by understanding people

💡 EPISODE HIGHLIGHTS:

People buy differently. Learn to identify how they think and make decisions.

D-types want control and confidence — give them logic and efficiency.

I-types buy with emotion — create excitement and connection.

S-types value stability — show how it benefits their loved ones.

C-types need precision — give detailed, step-by-step information.

Sales isn’t manipulation. It’s communication — speak their language.

👉 STAY CONNECTED:

📸 FOLLOW on Instagram: https://www.instagram.com/theplumbingsalescoach/?hl=en

👀 FOLLOW on Facebook: https://www.facebook.com/ThePlumbingSalesCoach/

⭐️ FOLLOW on TikTok: https://www.tiktok.com/@theplumbingsalescoach

📲 For more information on YOUR OWN BRANDED app, email us:

[email protected] or call/text: 317605-2284

Ever wonder why some teams thrive while others constantly clash?

In this episode, CF breaks down the power of personality profiles (DISC: D, I, S, and C) and how understanding them can completely transform your team culture, efficiency, and communication.

From the office to the field, your company’s success depends on people working together — not just working hard. Learn how to identify different personalities, manage conflict, and build a team that’s both productive and enjoyable to lead.

💡 What you’ll learn:

The 4 personality types: D, I, S, and C

How each type affects your culture and communication

How to hire and build balanced, high-performing teams

Why some people clash and others click

How to coach and motivate different personalities

Real-world examples of personality-driven success and tension

The link between understanding people and growing your business

⏱ TIMESTAMPS/CHAPTERS:

00:00 Intro — The hidden force shaping your company culture

00:44 Why personality types determine team performance

01:35 Using DISC to understand your office and field staff

02:18 The danger of team imbalance (too many alphas!)

03:25 Quick breakdown of the 4 DISC types

04:29 Outgoing vs reserved | Task vs relationship focus

06:03 Real-life examples of D, I, S, and C behavior

06:56 The “four people in a van” analogy — who you really have on your team

08:00 How different personalities act at work

08:50 Why you need a mix of all four types

09:25 How to build effective office and field teams

09:59 Understanding yourself — your strengths and blind spots

10:36 How your secondary personality influences your role

11:14 Finding your fit and reducing team conflict

12:10 Why women often excel at team building and vision

12:47 Coaching personalities differently — how CF adapts feedback

13:40 Why plumbers must understand people, not just plumbing

14:31 How to communicate better with customers and teammates

15:24 Free relationship training offer

15:56 Final takeaway — understanding people = serving better

💡 EPISODE HIGHLIGHTS:

Know your people. DISC reveals how your team thinks, works, and reacts.

Balance your crew. You need drivers (D), influencers (I), supporters (S), and detail people (C).

Conflict isn’t bad. It’s often just a personality mismatch.

Communication is leadership. Tailor your message to who you’re talking to.

Understand before judging. The more you know about people, the better you can lead and serve.

👉 STAY CONNECTED:

📸 FOLLOW on Instagram: https://www.instagram.com/theplumbingsalescoach/?hl=en

👀 FOLLOW on Facebook: https://www.facebook.com/ThePlumbingSalesCoach/

⭐️ FOLLOW on TikTok: https://www.tiktok.com/@theplumbingsalescoach

📲 For more information on YOUR OWN BRANDED app, email us:

[email protected] or call/text: 317605-2284

Want to grow your plumbing business — for real? It all starts with your mindset.

In this episode, CF reveals the real secret behind sustainable growth — not private equity, not luck, but mental discipline and focus. He shares real examples of plumbing companies that have scaled the right way — through mindset shifts, team alignment, and hyper-focus — and explains how your brain works just like a computer.

If your company (or your life) feels stuck, this is the reboot you need!

🧠 What you’ll learn:

Why mindset is the foundation of every successful business

Real stories of plumbing companies that grew the right way

How to protect your mind like a computer from “mental viruses”

Why focus is the difference between busy and effective

The truth about habits, influence, and accountability

How to reboot your mindset and create lasting change

Practical ways to shift from chaos to clarity

🕰️ TIMESTAMPS/CHAPTERS:

00:00 Intro — The Plumbing Sales Coach

00:23 Why some companies grow fast (and others fake it)

00:57 The difference between forced and earned growth

01:22 Real examples of sustainable growth (Epic, Mr. Drippy, Cornwall, Home Heroes)

02:48 How mindset drives every change in your business

03:59 The secret behind culture and growth

04:54 Why owners must shift how they think before anything changes

05:27 How mindset shifts lead to team unity

06:00 The 4DX model and focusing on lead measures

07:13 Your brain is a computer — protect it from “viruses”

07:50 What’s infecting your mindset (people, media, habits)

08:42 Why your influences shape your outcomes

09:36 The need to reboot — wiping old software clean

10:20 The power of accountability and transparency

10:52 Resetting your habits and starting fresh

11:24 How to refocus your energy for growth

12:05 Why hyper-focus beats multitasking

12:37 The importance of mastering one thing — service plumbing

13:00 Upcoming relationship training and free offer

14:23 How to reboot and replace bad habits

15:14 How CF quit energy drinks and rewired his mindset

16:42 Protecting your brain: what you see, hear, and think matters

18:45 Recommended voices and tools for personal growth

19:39 Final wisdom — stop forming opinions without experience

20:13 The daily mindset challenge

20:28 Closing — Serve your community in everything, not just plumbing

🔑 KEY TAKEAWAYS:

Mindset comes first. Every breakthrough begins with how you think.

Your brain is a computer. Guard what you feed it through your five senses.

Focus on the controllables. What you watch, read, and hear determines how you perform.

Reboot when needed. It’s okay to start fresh — wipe old habits and load better ones.

Leadership is mental discipline. You can’t lead others until you master your own thoughts.

👉 STAY CONNECTED:

📸 FOLLOW on Instagram: https://www.instagram.com/theplumbingsalescoach/?hl=en

👀 FOLLOW on Facebook: https://www.facebook.com/ThePlumbingSalesCoach/

⭐️ FOLLOW on TikTok: https://www.tiktok.com/@theplumbingsalescoach

📲 For more information on YOUR OWN BRANDED app, email us:

[email protected] or call/text: 317605-2284

Most companies say they care about customers — but their focus proves otherwise.

In this episode, CF dives deep into how focus determines everything: your culture, customer experience, team unity, and growth. From what you prioritize in meetings to what your team feels day-to-day, the focus of your company either builds trust or breaks it.

Learn how to align every process, decision, and person around one mission — serving people the right way.

💡 What you’ll learn:

The difference between saying you’re customer-focused and actually being it

How your focus as an owner shapes your company culture

Why employees are your first customers

How misplaced focus creates fear and frustration in your team

Why what happens inside your business shows up inside the customer’s home

The 3 rules for creating a healthy, service-driven company

Real stories from successful plumbing companies that live it out

The mindset shift that transforms chaos into culture

📘 CHAPTERS/TIMESTAMPS:

00:00 Intro — The Plumbing Sales Coach

00:23 Why focus determines everything

00:57 The truth about false growth vs. real success

01:33 How company culture is shaped by what you focus on

02:32 When your words and actions don’t match

03:08 Why employees sense what you really value

03:45 Rule #1: Every decision must serve the customer

04:40 How this principle applies to owners, techs, and CSRs

05:14 Creating a shared mission: helping customers the right way

06:20 Turning “you vs. them” into “us for the customer”

07:14 Rule #2: What you focus on inside the company overflows into the home

08:05 How culture affects every customer experience

09:53 Why overloaded CSRs lose sight of the customer

11:25 The danger of focusing on tasks over purpose

12:55 How team attitude spills into the customer relationship

13:43 The heart behind focus — your mindset matters

14:31 What happens when you talk too much about the wrong things

15:39 Sneak peek of upcoming mindset and relationship episodes

16:20 Free relationships training — how to build trust that sells

17:12 Rule #3: Your brand and culture must align everywhere

17:46 Creating brand consistency from van wrap to in-home experience

18:43 Why premium presentation builds pride and attracts top talent

19:38 The difference between fast food and fine dining businesses

20:10 How to make your company feel like the “big leagues”

20:28 Final takeaway — focus on service, not self

21:00 Closing — Serve your community in everything, not just plumbing

🔑 KEY TAKEAWAYS:

Focus defines culture. What you talk about most becomes who you are.

Every decision should serve the customer. That’s how you align your team.

Internal focus shows externally. Your company’s vibe walks into every home.

Brand consistency matters. What customers see should match what you say.

Leadership starts with clarity. A focused mission drives a focused team.

👉 STAY CONNECTED:

📸 FOLLOW on Instagram: https://www.instagram.com/theplumbingsalescoach/?hl=en

👀 FOLLOW on Facebook: https://www.facebook.com/ThePlumbingSalesCoach/

⭐️ FOLLOW on TikTok: https://www.tiktok.com/@theplumbingsalescoach

📲 For more information on YOUR OWN BRANDED app, email us:

[email protected] or call/text: 317605-2284

Episode 300! CF reveals the framework for pricing your plumbing service so customers feel great saying yes — without just “raising prices.” Learn how to design a flexible price book that empowers techs to value stack like retail pros and boost profit through smarter packaging.

🧠 What you’ll learn:

Why rigid price books kill conversion and profit

The retail playbook for plumbing pricing

Convenience store pricing for one-off fixes

Grocery store pricing for multi-item bundles

Costco model for big, same-day projects

How to structure options that feel like a deal without discounting your core value

Real examples you can copy today to raise ticket average and customer happiness

📘 CHAPTERS/TIMESTAMPS:

00:00 Intro — thank you for 300 episodes

00:23 Why price books can hurt conversion

01:12 The power of merchandising and value stacking

02:28 Recap of value stacking from Episode 299

03:41 Free owners coaching invite

04:17 Flexibility beats flat discounts

05:06 Convenience vs grocery vs Costco pricing models

06:24 How grocery-style tiers drive volume

07:22 Apply it to toilets, fill valves, and add-ons

08:34 The buy more, save more structure customers love

10:24 Beating a lower bid with higher value, not deeper discounts

11:45 Packaging example customers get excited about

12:56 Time math that proves why big bundles are more profitable

14:56 Why efficiency is your hidden margin

16:15 Mapping your price book to three models

16:49 What Southwest and Costco can teach service plumbing

17:05 Culture and mindset behind pricing that serves

17:24 Final takeaways and session reminder

🔑 KEY TAKEAWAYS:

Design your price book to enable value stacking, not block it.

Price singles like a convenience store, bundles like a grocery store, projects like Costco.

Sell more by adding value to option two and three instead of stripping margin from option one.

Efficiency is profit. Same-day bundling beats multi-visit piecemeal work.

👉 STAY CONNECTED:

📸 FOLLOW on Instagram: https://www.instagram.com/theplumbingsalescoach/?hl=en

👀 FOLLOW on Facebook: https://www.facebook.com/ThePlumbingSalesCoach/

⭐️ FOLLOW on TikTok: https://www.tiktok.com/@theplumbingsalescoach

📲 For more information on YOUR OWN BRANDED app, email us:

[email protected] or call/text: 317605-2284

In this episode, CF discusses the key way to get rid of price objection...AND not only getting rid of the objection but getting people excited about making purchases with your company!!

In this episode, CF sits down with Alex Duta, founder of Albiware, to talk about restoration companies and what you should be looking for when wanting to hire one.