Blayne Ippolito went from addiction and homelessness to managing a team of high-performing electricians and selling and installing over $680K in residential electrical work with $1M in his sites this year. His journey is raw, powerful, and packed with lessons for anyone in the trades. 

In this episode of The Successful Contractor, Blayne opens up about the pain that shaped him—and the purpose that drives him today. Now a sales manager with MZ Electric in Littleton, Colorado, Blayne trains his techs five days a week, blends emotional intelligence with process, and closes jobs with $4,000 average tickets. But what really sets him apart is how he leads with service, connection, and trust. 

You’ll learn: 

• How Blayne’s early life and recovery shaped his mission in the trades 
• His approach to consultative sales that build massive trust with homeowners 
• Why presenting tiered pricing options builds credibility—and increases close rates 
• How he eliminates objections early using CertainPath’s StraightForward Pricing Guide 
• What it means to be a friend first, electrician second in a customer’s home 
• His mindset tools for resetting between calls, including gratitude and meditation 
• The emotional training sessions he runs on Wednesdays—including one centered on the phrase “Justify Your Existence” 
• Why fear is the biggest sales killer—and how techs can beat it 
• The story of a homeowner who cried reading his bio—and trusted him over a cheaper bid 
• What it takes to move from technician to trusted leader of a service team 

Blayne’s story isn’t just about closing big tickets. It’s about becoming the kind of person others believe in. Whether you’re a tech, a leader, or someone just looking to find more meaning in your work—this is a conversation you won’t forget. 

Show Notes 

The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.  

FOLLOW CERTAINPATH: 

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

Linkedin: https://www.linkedin.com/company/certainpath 

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

Jared Dean isn’t winging it — he’s a master HVAC sales tactician. With over two decades in the industry, Jared has developed a precise, proven process that earns trust, overcomes objections, and closes premium HVAC systems at a staggering $25K average ticket with a 64% closing percentage. 

Jared works just three days a week in the field, serves full-time as a pastor, and still sold $3.5 million last year. In this conversation, he opens up his playbook — step by step. 

What you’ll walk away with: 

• The first 10 minutes that make or break the sale — Jared’s subtle script to uncover decision-makers and secure time commitment without pressure. 
• How to “price-condition” like a pro — Set the stage for high-ticket HVAC sales without triggering objections. 
• The four-option close that boosts average ticket and drives confident, fast decisions. 
• How storytelling + strategic vulnerability generate instant trust (and eliminate hard closing). 
• What to say after they say “yes” — Jared’s post-sale move that slashes cancellation rates. 
• The 5-minute habit that separates amateurs from elite sales pros — and accelerates long-term mastery. 

Jared proves you don’t need to work 60-hour weeks or be a natural-born closer to dominate in residential HVAC sales — you need a system, heart, and the discipline to follow through. 

Show Notes 

The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.  

FOLLOW CERTAINPATH: 

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

Linkedin: https://www.linkedin.com/company/certainpath 

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

Back by overwhelming demand, Sean Mitchell returns to The Successful Contractor — and this time, he’s not holding anything back. 

👉 Missed Sean’s first appearance? That episode took the HVAC world by storm — racking up views and igniting conversations across the trades. Before you dive into this one, go watch Part 1 and see where it all began. But make no mistake — this is the episode everyone’s been waiting for. 

In this 2-hour masterclass, Sean lays out his entire sales process — from first call to final close — and shows you exactly how he closed almost $8.7 million in residential HVAC sales at an insane 88% closing rate. 

Inside the Episode — Sean Mitchell’s Complete HVAC Sales System: 

• The Sales Strategy Begins Before the Doorbell Rings: Why Sean listens to CSR calls to decode the customer’s personality, tone, and expectations before stepping foot on-site. 
• "Reading the Pause": How a simple “hello” reveals your customer’s emotional state — and how Sean adapts his energy to match it. 
• The Pre-Call Energy Transfer: Why smiling through the phone changes everything, and how to set the emotional tone before the first knock. 
• Owning the Doorstep: The exact script Sean uses to redirect the “just go to the furnace” objection and instead guide the customer to the kitchen table. 
• The Psychology of the Sit-Down: Where Sean sits, how he positions himself, and why your posture can make or break the sale. 
• Setting the Stage with the Comfort Survey: The specific questions Sean uses to uncover pain points, expose hot buttons, and pre-close the deal. 
• Building Solutions With the Homeowner: How Sean “Chipotle-style” custom-builds systems in real-time, creating buy-in, trust, and excitement. 
• Couples Dynamics, Decoded: The subtle language cues that reveal the true decision maker — and how to guide the conversation without alienating either party. 
• Anchoring High-Ticket Offers: Why Sean always drops the $25K anchor early, and how it makes the actual price feel like a bargain. 
• Turning Objections into Momentum: The “two-option close,” how to handle the “I need to think about it” pause, and why Sean never sells systems — he sells appointments. 
• Creating Real Urgency (Without Pressure): The LEVER method and why people are more driven by fear of loss than desire for gain. 
• From Presence to Paperwork: How Sean paints the post-sale picture so vividly that the signature feels like a foregone conclusion. 
• The 4 Pillars of Value: Connection, Credibility, Customization, and Convenience — and how to build them into every sales call. 
• The Mindset of Mastery: Why Sean competes with no one but himself — and how his upbringing and mentors shaped his unstoppable work ethic. 

Whether you’re a comfort advisor, CSR, tech, or owner — this episode is your roadmap to bigger closes, stronger relationships, and a business that grows on intention, not pressure. 

🚀Iff you’re ready to grow your business the right way, visit CertainPath.com 

Show Notes 

The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.  

FOLLOW CERTAINPATH: 

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

Linkedin: https://www.linkedin.com/company/certainpath 

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

In this powerful episode of The Successful Contractor, host Bob Houchin sits down with retiring coach, trainer, and mentor Michael Zeller — a man who’s impacted thousands of lives through his 40-year career in business, leadership, and service. This isn’t just a retrospective. It’s a masterclass in life and business.

From growing up in a working-class Long Island family to building a body shop, scaling through Enterprise Rent-A-Car, and eventually becoming one of the most beloved coaches at CertainPath, Michael shares the pivotal moments, lessons learned, and wisdom earned through decades of doing the hard work — and helping others do it better.

This conversation is filled with emotion, honesty, and insight that every contractor — from business owner to technician — needs to hear.

In this episode, you’ll learn:

·        The values Michael’s parents instilled that shaped his lifelong work ethic

·        Why he walked away from his own business to take a trainee position — and never looked back

·        The power of staying humble and becoming a student, even after success

·        What makes a great manager — and why most owners get it wrong

·        The true reason great employees leave… and what to do to keep them

·        How to coach your team instead of bossing them around

·        The “cotton candy” of Michael’s career — and what lights him up

·        Why your team needs opportunity — and how giving it builds loyalty

Michael’s story is full of teachable moments, humor, and heart. If you’ve ever struggled with leadership, building culture, or wondering if you’re really making a difference, this episode is for you.

It’s not just a farewell. It’s a roadmap. And it’s one you’ll want to revisit again and again.

“We love you, Michael, and there’s nothing you can do about it.”

Watch the full interview now on The Successful Contractor YouTube channel. And to build your own successful home service business, visit CertainPath.com

Show Notes

The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,100+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. 

FOLLOW CERTAINPATH:

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

Linkedin: https://www.linkedin.com/company/certainpath

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

In this episode of The Successful Contractor, host Bob Houchin sits down with Carl DiBene, the Director of Training at CertainPath, to uncover game-changing strategies for running a profitable home services business. With decades of experience—including managing $500M in sales at one time—Carl shares hard-earned lessons and proven tactics to help contractors succeed.

🔹 The $500M Sales Mindset: Learn how Carl helped scale massive home service businesses and what takeaways you can use today.
🔹 Are You Tracking the Right KPIs? The surprising metric that could be the key to unlocking your next level of growth.
🔹 Dispatcher Training That Actually Works: How to turn your call center into a profit center.
🔹 Why Many Home Services Businesses Struggle with Gross Margin & Revenue Swings: The hidden mistakes costing you money.
🔹 How to Structure Performance Pay for Techs & Managers: Motivate your team without breaking your bottom line.
🔹 The One Training Routine That Transforms Sales Performance: If you’re not doing this every Monday, you’re leaving money on the table.
🔹 Finding & Grooming the Right Leaders for Your Business: Why promoting the wrong person can destroy your team.

Carl’s insights aren’t just theory—they’re real-world strategies used by top-performing contractors. Whether you're a small business owner or managing multiple locations, this episode is packed with actionable advice you can apply right now to increase sales, improve efficiency, and build a high-performing team.

Show Notes

The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,100+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. 

FOLLOW CERTAINPATH:

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

Linkedin: https://www.linkedin.com/company/certainpath

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

In this episode of The Successful Contractor, host Bob Houchin sits down with Josh Moran, Founder & CEO of VitalStorm, a premier digital marketing agency for the home services industry. If you’ve ever felt lost in the world of search marketing—wondering where your money is going and why your ads aren’t converting—this episode is for you!

Josh shares hard-earned insights from years of helping contractors maximize their digital presence, grow their revenue, and avoid costly marketing mistakes. Whether you’re a small business owner just starting out or a multi-million-dollar contractor looking to refine your strategy, this conversation is packed with valuable takeaways.

What You’ll Learn in This Episode:

·        Demand Capture vs. Demand Creation – Why understanding this difference is the key to smarter marketing investments.

·        SEO vs. PPC – Which strategy gives you the best ROI, and how should you balance both?

·        The Hidden Costs of Switching Agencies – What contractors need to know before making a move.

·        Why Digital Ads Fail – The biggest mistakes contractors make with paid search and how to fix them.

·        How to Adjust Your Search Marketing as You Grow – When to expand, where to allocate budget, and how to scale up effectively.

·        YouTube & TikTok for Contractors? – How video marketing fits into your digital strategy and what actually works.

·        AI & The Future of Search Marketing – Will homeowners find plumbers through ChatGPT instead of Google? Josh explains what’s coming next.

·        Why CertainPath Members Have an Edge – How being part of CertainPath makes it easier to execute a winning marketing strategy.

Josh also shares his unique journey from working in the trades to running a top-tier marketing firm—and why his deep understanding of the contractor mindset gives him an advantage in the digital space.

Show Notes

The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,100+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. 

FOLLOW CERTAINPATH:

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

Linkedin: https://www.linkedin.com/company/certainpath

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

n this episode of The Successful Contractor, host Bob Houchin sits down with Austin Rohleder, Marketing Director at Integrity Home Exteriors, to break down how they grew from a $6.8MM business in 2019 to peaking at $14.5MM. From digital marketing to canvassing to TV ads, Austin shares his insights into what works—and what doesn’t—for home service companies looking to scale. 

Key Takeaways from This Episode: 

• The Growth Story: How Integrity Home Exteriors nearly doubled in size in just a few years. 
• Canvassing That Converts: The shift in their door-to-door strategy that unlocked $7MM in revenue. 
• Avoid This Marketing Mistake: Why their first approach to TV ads in Detroit flopped—and how they fixed it. 
• Managing from Afar: How the owner of Integrity Home Exteriors runs the business from Ireland while doing mission work. 
• The SEO Strategy That Works: Why location-based pages are a game-changer for local businesses. 
• How to Lower Your LSA Costs: The one tweak that helped control skyrocketing Local Service Ad expenses. 
• Hiring Smarter: Why Integrity Home Exteriors outsourced SEO and social media management to the Philippines—saving thousands while increasing output. 
• Branding vs. Call-to-Action Ads: How to balance TV and radio messaging for maximum impact. 
• The Power of Customer Retention: Why re-inspections and follow-up calls are now driving unexpected sales. 
• The CertainPath Advantage: How being part of the CertainPath family helped them scale faster and more efficiently. 

If you’re a home service business owner looking for real-world marketing and operational strategies that drive revenue, you won’t want to miss this episode. 

Show Notes 

The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,100+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.  

FOLLOW CERTAINPATH: 

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

Linkedin: https://www.linkedin.com/company/certainpath 

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

How does a small, family-run electrical business scale from $750K to $4M in revenue? Jayme Luersen, dispatcher-turned-operations manager at Home Team Electric, shares her incredible journey of transforming a business through training, technology, and leadership.

In this episode, we cover:

·        From Data Entry to Leadership: How Jayme went from doing paperwork to managing a high-performance team.

·        Scaling a Family Business: How Home Team Electric grew from five employees to 19—and what you can learn from their success.

·        The Power of In-Person Training: Why in-person training beats online learning and accelerates employee growth.

·        Mastering Dispatch and Call Taking: The systems that helped Home Team Electric increase booking rates and minimize missed opportunities.

·        How to Train Call Takers for Immediate Success: The exact onboarding process that ensures new hires thrive.

·        Dealing with Cranky Technicians: The key to managing strong personalities and keeping technicians motivated.

·        Women in Contracting: How Jayme is proving that women can thrive in the home services industry.

·        ServiceTitan Secrets That Improve Efficiency: The simple debrief process that slashed callbacks.

·        Building a Legacy in the Trades: Why Jayme is determined to take over the family business and what it means for the next generation.

·        Why CertainPath Was the Game-Changer: The systems and strategies that helped Home Team Electric scale.

Whether you’re a contractor, a dispatcher, or a business owner looking for ways to scale, this episode is packed with insights to help you grow.

Show Notes

The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,100+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. 

FOLLOW CERTAINPATH:

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

Linkedin: https://www.linkedin.com/company/certainpath

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

In this episode of The Successful Contractor, host Bob Houchin sits down with Mike Bears from Paul the Plumber to break down the incredible 200% growth that took their business from $4 million to $12 million—in just three years!

How did they scale so fast while maintaining quality, profitability, and customer satisfaction? Mike shares the hard-earned lessons, systems, and strategies that transformed their company into a multi-trade powerhouse.

Here’s what you’ll learn in this episode:

·        The Game-Changing Sales Training – How CertainPath training helped their techs close more jobs, increase average tickets, and boost conversions.

·        HVAC Lead Flipping 101 – How to properly flip HVAC service calls into replacement leads without being pushy.

·        Techs vs. Full-Time Salespeople – When and how they transitioned from technicians selling to dedicated comfort advisors—and why it changed everything.

·        Avoiding Callbacks & Service Mistakes – The quality control processes & checklists they implemented to reduce rework and improve efficiency.

·        The Biggest Scaling Mistakes – What they got wrong during their rapid expansion—and how they fixed it before it hurt their bottom line.

·        Mastering Digital Marketing – The SEO, PPC, and branding strategies that put them ahead of the competition and filled their call board.

·        Adding New Trades Successfully – How they expanded into HVAC and electrical without neglecting their core plumbing business.

·        How to Learn from Competitors – Why shop tours and networking have been some of their biggest growth accelerators.

·        Warehouse & Inventory Management – How they overhauled their inventory process to stop wasting money and keep trucks stocked properly.

·        Building a Strong Leadership Team – The key hires that allowed Paul the Plumber to scale while maintaining control and profitability.

Whether you're a small contractor looking to scale or a seasoned business owner trying to take things to the next level, this episode is packed with actionable insights that will help you increase revenue, improve efficiency, and build a thriving service business.

#HVACGrowth #ContractorSuccess #BusinessScaling #TheSuccessfulContractor #PaulThePlumber #CertainPath

In this episode of The Successful Contractor, host Bob Houchin interviews Sonya Fryar and Missy Jones of CertainPath about how to build and manage a thriving call center. These two industry experts share their best-kept secrets for creating a positive call center culture, hiring the right team members, and tackling the biggest challenges head-on. Whether you’re a small business owner just starting out or managing a growing team, this episode is packed with actionable advice and inspiring stories you don’t want to miss!

Highlights from the episode include:

·        Creative ways to avoid burnout and keep your call center staff engaged, including themed office events like ‘Talk Like a Pirate Day.’

·        The 6 most common problems call centers face—and how to fix them.

·        What makes a great dispatcher: The must-have traits that can turn chaos into order.

·        How to motivate your team with fun incentives like “$2 Tuesdays” and treasure chests of rewards.

·        Tips for successful outbound calling—and why it’s a must-have for modern contractors.

·        How to hire and train the right CSRs to ensure stellar customer service and high booking rates.

·        When to hire a dedicated call center manager—and the qualities to look for in this crucial role.

·        The power of technical training for CSRs and dispatchers—and how it can set your business apart.

·        Why tracking call center KPIs is key to long-term success.

·        Real-life stories of contractors who transformed their businesses through CertainPath’s coaching.

Sonya and Missy also open up about their personal journeys in the trades and how they found their calling at CertainPath, where they help contractors succeed every day. Their passion for the industry and genuine care for people shines in every moment of this conversation.

This is more than just a podcast episode—it’s a blueprint for running a high-performing call center that boosts your business and changes lives. Don’t miss it! Watch the full episode now on The Successful Contractor YouTube channel!"

Show Notes

The Successful Contractor Podcast is a part of the CertainPath family.  CertainPath builds successful home service businesses—and has for 25 years.  We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,100+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. 

FOLLOW CERTAINPATH:

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

Linkedin: https://www.linkedin.com/company/certainpath

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