The Successful Contractor Podcast

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591  

🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5  

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What does it take to sell and install over $1 million in plumbing work in just one year… with zero callbacks? Meet Henry Glasset, senior technician and plumbing supervisor at Apollo Plumbing in Marysville, WA. In this episode of The Successful Contractor, Henry shares his journey from fast food jobs to becoming a million-dollar plumber known for flawless work, exceptional customer service, and mentoring the next generation of techs. 

Henry’s story is packed with insights every plumber, service technician, and home services business owner can learn from: 

🚀 What You’ll Learn in This Episode: 

• How Henry transitioned from construction plumbing to service plumbing — and why he never looked back. 
• The sales process that helped him sell & install $1M in plumbing jobs while maintaining perfect quality. 
• Why “no pressure sales” and educating customers builds long-term trust (and bigger tickets). 
• The role of plumbing inspections in uncovering hidden problems — and creating win-win solutions. 
• How one small service call turned into a $25,000 job through awareness, not upselling. 
• The keys to building confidence so customers see you as the expert they can trust. 
• Why training, role-playing, and self-education are essential to becoming a top-earning plumber. 
• Henry’s philosophy on mentoring other plumbers and creating a culture of shared success. 
• How Apollo Plumbing’s positive, growth-focused culture helps techs succeed. 

Whether you’re in plumbing sales, home service management, or just starting in the trades, Henry’s story will inspire you to set higher goals, serve customers with integrity, and build a reputation that lasts. 

📈 Ready to learn how to grow your plumbing career or company? Watch now and discover how to combine sales skill, service excellence, and a customer-first mindset to achieve million-dollar results. 

Chapters 

TBD 

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/ 

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://go.mycertainpath.com/meetings/certainpath/mkt?uuid=bbda8bca-e3ab-4abf-9b23-3a13526dcb77 or call us at: (214)-453-1591  

🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5  

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591  

🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5  

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Transforming a $300 ceiling fan call into a $10,000+ project doesn’t happen by accident — it takes skill, strategy, and a deep commitment to educating homeowners. Tim D’Entremont, a three-time Crown Champion and service electrician at Dawson’s Electric & Air in Fuquay-Varina, NC, has mastered that art. In this episode of The Successful Contractor, host Bob Houchin dives deep into Tim’s approach to diagnosing, educating, and guiding customers toward meaningful electrical upgrades — all without the hard sell. 

Tim shares how his journey from Boston’s high-rises to North Carolina homes shaped his understanding of value, trust, and communication. More importantly, he unpacks his step-by-step process for running service calls that consistently close big projects while keeping customers happy and loyal. 

In this conversation, you’ll discover: 

• How to prepare mentally and strategically for every service call. 
• The importance of earning the right to discuss upgrades beyond the initial call reason. 
• How Tim uses open-ended questions to uncover customer needs and priorities. 
• His approach to building value before presenting diagnostic fees or large project options. 
• Why “planting seeds” throughout the call leads to smoother, higher-ticket closes. 
• Tim’s soft selling strategy that keeps customers engaged without feeling pressured. 
• How he handles price objections and reframes them into opportunities. 
• The role of trial closes and roadmap selling for large, multi-phase projects. 
• Insights on training and coaching electricians to deliver exceptional service. 
• How Tim leverages call-by-call management and real-time coaching to grow his team’s success. 

Whether you’re a business owner, a service electrician, or simply looking to improve your sales approach, Tim’s insights will help you turn everyday service calls into profitable, trust-building opportunities. 

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/ 

TJ Romans didn’t just sell $800,000 in plumbing work last year—he installed it, too. 

That kind of performance doesn’t come from pressure tactics or slick sales lines. It comes from trust, education, and a clear process that empowers homeowners to say yes with confidence. 

In this episode, TJ breaks down exactly how he earns that trust—and consistently turns routine calls into big-ticket installs. 

You’ll learn how he: 

• Sold and installed $800K in plumbing by keeping it simple and putting the homeowner first 
• Navigates high-risk stoppage calls with a single sentence that protects both him and the company 
• Uses inspections as an educational moment—not a scare tactic—and builds options around what homeowners care about 
• Handles objections with empathy, especially on calls involving remodeled bathrooms or builder-grade fixtures 
• Structures his calls by focusing first on what the customer noticed—then smoothly introduces additional value 
• Builds urgency the right way—backed by visuals, facts, and clear explanations 
• Avoids chasing every potential upgrade and instead controls the call with purpose 

TJ also shares how he mentally resets after tough calls, stays consistent with his approach, and trains newer techs to focus on the long game—not the quick close. 

This isn’t a high-pressure sales training—it’s a real conversation with a high-performing technician who genuinely wants to help people. And that mindset? It sells. 

If you're in plumbing sales—or manage people who are—this is the kind of episode that can change your approach for the better. 

🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle. 

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/ 

Boost revenue. Build loyalty. Increase what your business is worth. 

That’s exactly what Kevin Thornton of JB Warranties unpacks in this can’t-miss episode of The Successful Contractor. 

Host Bob Houchin sits down with Kevin—VP of Dealer Business Services—for a high-impact conversation full of strategic insights for contractors who want to scale smarter. Kevin explains why warranties aren’t just an upsell—they’re a business tool that drives profitability, deepens customer relationships, and increases valuation when it’s time to sell. 

🎯 In this episode, you’ll learn: 

• How warranties can increase closing rates and average tickets 
• Why self-insuring could actually be hurting your business 
• The legal and financial risks contractors face when not using third-party coverage 
• What private equity firms look for in a buyout—and how warranties fit into that 
• How offering warranties leads to lifetime customer value and referrals 
• What the JB360 platform is doing to simplify claims and boost contractor margins 
• The importance of training and onboarding in making warranties profitable 
• Real-world examples of contractors who earned 7-figure exits thanks to strategic warranty use 

Kevin also opens up about his personal mission to serve the trades—how his father’s legacy and his own SaaS background led him to build tools and programs that help contractors not just survive, but thrive. 

Whether you’re looking to grow, stabilize, or position your business for a future sale, this episode will show you how warranties are more than just protection—they’re power. 

📈 Don’t miss this powerful conversation. Watch now and learn how to put your business on a certain path to success. 

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/ 

$30 Million in HVAC Sales. 78% Close Rate. Population: 75,000. That’s Cody Kropp’s reality—and he’s doing it all in rural Idaho. 

In this powerhouse episode of The Successful Contractor, Bob Houchin digs deep with one of the most consistent and impressive closers in the industry. Cody’s 15-year journey from oil-change tech to $30M HVAC titan is packed with street-smart wisdom, mindset gold, and killer sales tactics that actually work. 

🔥 You’ll hear: 

• How Cody went from changing oil in Alaska to closing over $30M in career HVAC sales  
• The exact conversation strategy that keeps his close rate above 78% 
• How to win trust fast—without a script, without pressure 
• The reason he refuses to pre-judge or research homeowners—and why it boosts sales 
• His pre-call ritual to get in the zone (spoiler: it involves gas-station hot dogs and AC/DC) 
• How to deliver $30K price tags without flinching—and actually get them signed 
• The “leave and lose” rule that every salesperson needs to understand 
• What to say when you're too expensive—and still walk away with the deal 
• How he resets after hard calls and avoids sales burnout 
• Why he believes who you work for is just as important as what you sell 

Whether you’re new to the trade or gunning for that next level, this episode is pure fuel. Cody brings the real talk and proven tactics that close deals—no fluff, no theory, just results. 

📈 Don’t forget to like, comment, and subscribe for more straight-shooting sales insights from the trades’ best. 

 Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591

🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5

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/ 

$835,000. One technician. One truck. All sold and installed. At just 26 years old, Shiloh Gill of Cool Hand Electric is already a two-time Crown Champion. In this episode, he reveals how he built a repeatable, scalable sales process that led to $835K in electrical sales—all while running the work himself. 

A former real estate hopeful from Brazil, Shiloh shares the mindset, systems, and daily practices that turned a motivated young man into one of the nation’s most effective residential electricians. 

In this episode: 

• 🚚 How Shiloh builds trust on every call—before even ringing the doorbell 
• 🧠 “Clarity is kindness”: His approach to diagnostics, courtesy inspections, and upsells 
• 💬 Turning objections into decisions with simple questions—not pressure 
• 📊 Why tracking goals weekly transformed his consistency and focus 
• 🛠 The exact training, call flow, and mentorship that prepped him to perform solo 
• 👨‍👩‍👧 How family and company culture fuel his professional discipline 
• 💸 Price conditioning, payment plans, and how he closes with confidence 
• 🔥 Why he includes generator options—even on a simple ceiling fan call 

Shiloh breaks down his proven method to educate homeowners, present multiple options, and sell safety and value—without the hard sell. His tools? Intentionality, empathy, structure—and a deep belief in delivering more than just fixes. 

Whether you’re an owner, service manager, or tech, this episode delivers real-world strategy and mindset lessons to elevate your team and your revenue. 

Don’t miss how this humble, driven 26-year-old Crown Champion earned every penny of $835K—one great customer experience at a time. 

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/ 

Tariffs and refrigerant changes are hitting HVAC contractors hard—costs are rising, inventory is tight, and homeowners are hesitant. If your techs, salespeople, and CSRs are all saying something different—or worse, using fear without facts—you’re losing trust and sales.

In this fast-paced, high-impact interview, CertainPath coaches Miki Stone and Esti Jaacovi share what successful HVAC companies are doing right now to thrive in this uncertain environment.

✅ Control the message before your team creates confusion
✅ Train every part of the call—not just objection handling
✅ Speak with empathy, not panic—even when prices go up
✅ Use data-backed scripting to build trust and urgency
✅ Offer financing early, often, and with confidence
✅ Run tighter operations while protecting your margins

Whether you're running a $1M or $100M shop, the fundamentals are the same: clear communication, smart training, and consistent leadership.

If you want your HVAC business to grow during a downturn, this episode is your playbook.

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. Schedule a Discovery Call today. Or call 214-453-1591.

FOLLOW CERTAINPATH:

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

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

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

Logan Cysiewski is a top-performing roofing sales professional with Krumm Exteriors in New Richmond, Wisconsin.  He’s rewriting the rules on how to win jobs—and win big. From earning the trust of homeowners to mastering CertainPath’s proven sales process, Logan breaks down exactly how he’s sold over $4 million in just a few short years… all without ever being "salesy." 

Whether you’re a rookie in home services or a seasoned veteran looking to sharpen your edge, this conversation is packed with real-world takeaways that will elevate your approach and boost your results. 

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

• How Logan used CertainPath training to launch a wildly successful career in roofing sales 
• Why building clear options instead of hard-pitching earns more trust—and more contracts 
• Logan’s mindset when walking into a home for the first time (and how he wins rapport instantly) 
• The way he handles price objections by comparing competitive bids without trash-talking 
• The one sales process nugget that changed everything for him 
• Why presenting multiple options leads to bigger average tickets 
• How he handles full system replacements with confidence, not pressure 
• A behind-the-scenes look at the Kanga Care Club and why it works 
• Why Logan believes you should “never close the job before you walk in the door” 
• The importance of following a consistent process—and how it actually frees you to be yourself 
• Logan’s take on financing, how to frame it, and why it helps homeowners make faster decisions 
• What happened when he started revisiting his training again (and how his numbers responded) 
• His advice to new techs and sales reps on how to build confidence fast 
• The mindset shift that helped him go from “just helping out” to being a sales powerhouse 

Whether you’re in HVAC, plumbing, or roofing, this episode is a must-listen for anyone who wants to learn how to sell with integrity—and win more jobs by simply doing things the right way. 

Watch now and discover how Logan became one of the best in the business. 

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/ 

Jason Barbee is a plumbing technician who didn’t just sell — he installed nearly $1M in residential plumbing last year. Even more impressive, Jason is a 5-time Plumbing Sales Crown Champion; he’s 26 years old and already sold & installed over $4M in residential plumbing in his short career.

From humble beginnings helping his future father-in-law lift water heaters, to dominating full-service residential calls today, Jason shares the real story behind his rise — and the mindset shifts that changed everything. 

In this episode, you'll hear: 

• How Jason builds trust on every call — and turns “quick fixes” into whole-home inspections 
• Why he never solves the problem before he arrives — and how that helps him keep his mind open 
• His secrets to handling drain cleaning calls like a superhero (and turning panic into profit) 
• The role of empathy, education, and options in what some call “upselling” — but Jason calls “doing the job right” 
• How following the CertainPath 6-step process helped skyrocket his KPIs from $16K to $404K in less than a year 
• Jason’s favorite lines for introducing water heater replacements — even when that’s not why he was called 
• His unique strategy for earning customer permission to inspect and price the entire home’s plumbing system 
• Why training, role-playing, and DISC profiling are non-negotiables in his shop’s daily culture 
• How financing and well-structured options helped close $10K–$15K+ jobs with less resistance 
• What younger techs can do TODAY to start writing their own ticket to success — no shortcuts, just clarity 

If you’re a service tech, manager, or business owner, this is a masterclass in modern residential plumbing service — packed with actionable takeaways and honest insights from someone who’s doing it at the highest level. 

Don’t miss this inspiring, practical conversation with one of the industry’s top performers. 

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/