The Catalyst for the Trades – Détails, épisodes et analyse

In this episode of Catalyst for the Trades, Jennifer Bagley sits down with Danielle Putnam, President of The New Flat Rate, to talk strategy, pricing, and how contractors can stop giving away their profits. Danielle breaks down why it’s time to retire the word “just” from your team’s vocabulary, how the right pricing menu changes everything, and how to train techs to maximize every opportunity without compromising trust. They also explore how AI is reshaping customer behavior, technician education, and even onsite communication with language translation.

Timestamps:
 00:00 – Intro & Industry Respect
 : Jennifer and Danielle reflect on years of collaboration and impact in the trades.

04:20 – Market Optimism & Homeowner Behavior
 : Contractors are cautiously optimistic—and homeowners are still spending.

10:40 – The Problem with “Just”
 : Why throwing in freebies is costing your business more than you think.

17:25 – The Purpose of Profit
 : A powerful framework for explaining profit to your team and why it matters.

24:10 – How AI is Shifting the Sales Process
 : Educated consumers, faster comparisons, and new tech tools like live translation glasses.

31:55 – The Power of Pricing Options
 : How a clear, flexible pricing menu leads to bigger tickets and happier customers.

38:45 – Dynamic Pricing in Real Time
 : Why pricing shouldn’t be static—and how to raise rates strategically.

44:10 – What's Coming Next from The New Flat Rate
 : Sneak peek at their upcoming AI-powered dynamic pricing platform.

52:40 – Shop Tours Instead of Conferences
 : Danielle’s team shifts from annual events to quarterly, real-world learning visits.

58:00 – Picking the Right Events for You
 : How to choose events that align with your company’s values (and avoid the hype).

1:03:15 – CEO Insights
 : Why identifying constraints and focusing on high-leverage activities matters more than ever.

1:09:10 – Final Thoughts & Next Steps
 : Danielle shares encouragement, pricing advice, and how to get help from her team.

Guest Details:
Danielle Putnam
Title: President, The New Flat Rate
Background: A pioneer in menu pricing and profitability strategies, Danielle helps contractors stop leaving money on the table and start pricing for the future.

Relevant Links:

• The New Flat Rate
• Catalyst for the Trades Podcast
• CI Web Group

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Social media doesn’t have to be overwhelming—or a waste of time. In this episode, Jen McKee, founder of Kee Hart Marketing, shares what actually works for contractors trying to grow online. From personal branding and content ideas to time-saving tools and automation, Jen breaks down real strategies that help HVAC, plumbing, and electrical businesses show up, stand out, and scale.

Whether you're just starting or trying to take your brand to the next level, this episode gives you practical tips you can use right now.

Perfect for contractors ready to grow their online presence the smart way.

Timestamps:

00:00 - Introduction
 Meet Jen McKee and learn why this conversation is a much-needed shift from recent heavy topics.

05:10 - Jen’s Background
 A quick look at Jen’s journey from traditional marketing to dominating social media in the trades.

10:42 - What Actually Works on Social
 Why most contractors are overthinking it—and what to post instead.

16:18 - The Power of Personal Branding
 How your personal story sets you apart—and builds real trust.

21:50 - Tools, AI, and Automation
 Jen and Jennifer talk tools that save time, boost output, and help you stay consistent.

28:07 - How to Balance Authenticity and Efficiency
 You don’t have to choose between being real and being strategic.

34:15 - Common Mistakes to Avoid
 From ghosting your followers to chasing every trend—what to stop doing now.

40:45 - Social Media That Scales With You
 How to build a system that grows your presence, without you being online 24/7.

47:20 - Final Advice for Contractors
 Jen shares her go-to recommendations for anyone serious about winning on social.

Guest Details:

Jen McKee
Title: Founder of Kee Hart Marketing

Background: Jen McKee is a social media strategist and the founder of Kee Hart Marketing, a 5x award-winning agency specializing in social media content for home service businesses. As a 2024 40 Under 40 honoree, she helps businesses grow their brand and attract top talent through her proven Show Up, Stand Out, Scale framework. Jen is also the host of The Kee to Growth Podcast, an industry speaker, and a mentor to trades professionals looking to make an impact online.

Relevant Links:

• Kee Hart Marketing
• CI Web Group
• Catalyst for the Trades Podcast
  
  

Enjoyed this episode? Subscribe to "The Catalyst for Trades" on Apple Podcasts, Spotify, or your preferred platform. Share this episode with aspiring and established leaders, and stay tuned for more insights on driving business success and personal leadership growth.

In this episode of The Catalyst for the Trades, Jennifer Bagley sits down with Josh Koplin, co-founder of Eden, to explore the evolving landscape of consumer behavior in the trades industry. The discussion focuses on how businesses can leverage digital tools, AI-driven consumer experiences, and innovative content strategies to gain a competitive edge. Topics include the success of disruptive models like Tesla’s, the importance of SEO, and the impact of AI search on customer engagement. Join us for a deep dive into adapting to new consumer preferences and modernizing your business approach.

Timestamps:

• 00:00 - Introduction:
  Jennifer Bagley welcomes listeners and introduces special guest Josh Koplin.
• 04:30 - Meeting at Industry Events:
  Background on the hosts' connection and shared experiences.
• 08:20 - Evolution of Eden:
  Josh shares Eden's mission and innovations in the HVAC sector.
• 12:15 - Importance of Convenience in Business:
  Josh explains how convenience translates to respecting customer time.
• 16:45 - Disruptive Models:
  Jennifer discusses Tesla’s streamlined buying process and its implications.
• 19:32 - Consumer Research Trends:
  Analysis of statistics indicating a shift towards self-research and seller-free experiences.
• 24:10 - Digital Content Strategies:
  Josh emphasizes the necessity of robust digital presence for modern businesses.
• 30:50 - AI Search Impact:
  Discussion on how new AI search platforms redefine business visibility.
• 35:20 - Case Study - HVAC:
  Example of a ductless dealer benefitting from AI-enhanced search.
• 40:45 - Eden’s Consumer Experience:
  How Eden provides comprehensive, instant quotes and rebates to customers.
• 45:00 - Financial Incentives:
  Importance of highlighting available rebates and incentives.
• 50:20 - Digital Sales Tools:
  Using AI-driven tools to enhance the consumer buying experience.
• 55:32 - Adapting to Consumer Behavior Shifts:
  Strategies for businesses to match current consumer preferences.
• 1:00:45 - Industry Transformation:
  Parallels between today's digital evolution and past technological shifts.
• 1:05:35 - Future Collaboration:
  Jennifer invites Josh to an upcoming webinar for further insights.

Josh Koplin Co-Founder & Chief Revenue Officer (CRO) of Eden Josh Koplin, combines a background in renewable energy finance with a passion for innovation to help HVAC contractors thrive. By developing tools like Instant Quote, Josh is shaping how contractors meet the expectations of modern homeowners with transparency, incentives, and cutting-edge technology.

• EDEN
• Pivot or Die by Gary Shapiro
• Gartner B2B Buying Report
• Catalyst for the Trades

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Episode Summary: In this episode of The Catalyst for the Trades, we engage in an enlightening conversation with Sebastian Jimenez, CEO of Rilla. Drawing striking parallels between tech entrepreneurship and stand-up comedy, Sebastian delves into the essence of trial, failure, and iteration as the cornerstone of success in both fields. The discussion covers Rilla’s unique culture, AI’s transformative role, and the necessity for contractors to embrace technological change to stay competitive. Join us for an insightful journey into how real-world learning, relentless iteration, and embracing failure can drive innovation and growth in the tech and home improvement industries.

Timestamps: 00:00 - Introduction
Welcome by Jennifer Bagley and Crystal Williams, introduction of guest Sebastian Jimenez.

04:16 - Comedy and Entrepreneurship
Sebastian parallels his experience in stand-up comedy with tech entrepreneurship's iterative nature.

09:32 - Passion for Tech
Sebastian discusses his journey from curiosity in tech to founding his own company, Rilla.

15:22 - Rilla's Culture Deck
Explanation of Rilla’s "high speed human reinforcement learner" approach to company culture.

22:45 - Importance of Failure
Highlighting the value of trial and error, and learning from failures.

30:00 - AI at Rilla
How AI amplifies the learning and rapid iteration processes within Rilla.

35:15 - Sales Team Dynamics
Insights into employing and training recent graduates in a fast-paced, adaptive environment.

41:55 - Entrepreneurship Advice
Sebastian shares his mother’s reaction and advice on starting his company, relating to stand-up comedy.

49:20 - Industry Insights
The changing landscape of the home improvement industry and the significance of tech adoption.

56:10 - Overcoming Resistance
Addressing the reluctance of contractors and businesses to embrace disruptive technologies.

1:02:30 - Strategic Innovation
The necessity of early technology adoption to avoid obsolescence, with historical examples like Blockbuster and Apple.

1:09:55 - Closing Remarks
Call to action, reflections, and encouragement to embrace change and innovation.

Guest Details: 

Sebastian Jimenez
CEO of Rilla

Background: An aspiring stand-up comedian turned tech entrepreneur, Sebastian Jimenez brings a unique perspective to innovation and company culture, emphasizing the importance of failure, real-world learning, and rapid iteration.

Relevant Links:

• Rilla: rilla.com

 Enjoyed this episode? Make sure to subscribe to The Catalyst for the Trades on Spotify, Apple Podcasts, or your preferred platform. Share this episode with fellow professionals, and join the conversation by leaving your comments and feedback. Stay tuned for more insights on technology, innovation, and business growth.

Enjoyed this episode? Subscribe to "The Catalyst for Trades" on Apple Podcasts, Spotify, or your preferred platform. Share this episode with aspiring and established leaders, and stay tuned for more insights on driving business success and personal leadership growth.

 What does it take to turn your customer service team into a powerhouse for growth? In this episode of The Catalyst for the Trades podcast, Brigham Dickinson, founder and president of Power Selling Pros, shares his proven strategies for transforming call-handling into a competitive advantage. Explore the "Pattern for Excellence," learn how to WOW customers on every call, and discover actionable insights that can boost bookings, elevate your team, and create raving fans. Whether you're in HVAC, plumbing, or another home service trade, this episode is packed with ideas to revolutionize your approach to customer interactions.

Timestamps: 

00:00 - Introduction: Welcome by Jennifer Bagley and Crystal Williams, introduction of guest Brigham Dickinson.

03:45 - Commitment and Accountability: Jennifer underscores the importance of recognizing data needs and accountability in business.

08:22 - Training and Culture: Crystal discusses building a culture of growth with effective training.

13:05 - Customer Experience: Brigham explains how CSRs can enhance customer value and build relationships.

18:37 - Data Trust and AI: Jennifer talks about trusting AI over manual data for accurate customer insights.

23:10 - Value vs. Price: Brigham reflects on how questions about price can indicate a search for value differentiation.

28:56 - Role of CSRs: Crystal emphasizes valuing CSRs and their crucial role in customer satisfaction.

34:22 - Financial Impact of Improved Booking Rates: Brigham demonstrates how improving call booking rates can boost revenue significantly.

41:35 - Case Study: Booking Rates and Revenue: Jennifer shares a comparison between two companies emphasizing the importance of efficient lead handling.

47:42 - Constant Optimization: Suggestion on monitoring and optimizing booking processes regularly.

52:15 - Transitioning CSRs to Outbound Calls: Brigham’s strategy for leveraging early sales successes for outbound calling.

58:50 - Overcoming Service Fee Objections: Discussing value provided by trained technicians and company reputation.

1:05:30 - Training and Engaging CSRs: Importance of CSR training, positive reinforcement, and performance incentives.

Guest Details: Brigham Dickinson 

Title: President of Power Selling Pros 

Background: Brigham Dickinson is the founder of Power Selling Pros, specializing in training customer service reps to deliver exceptional experiences and drive booking rates. As a leader, speaker, and author, he’s dedicated to helping home service businesses turn their call centers into profit centers.

Relevant Links: 

Power Selling Pros

What Converts

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In this episode of The Catalyst for the Trades, we sit down with Devon Murphy, co-owner of Reignite Sales Solutions, to explore how businesses can unlock untapped potential by reigniting past leads and optimizing their appointment-setting processes. Devon shares his insights on aligning team values with company goals, crafting effective sales strategies, and empowering leadership to sustain growth. Whether you're looking to boost revenue, refine operations, or foster a cohesive workplace culture, Devon’s expertise offers actionable strategies to turn missed opportunities into measurable results.

Timestamps: 

00:00 - Introduction : Jennifer Bagley opens with a light-hearted joke about Biggie or Tupac music, introduces the episode.

02:05 - Devon Murphy's Background : Devon shares his entrepreneurial journey and the foundation of Reignite Sales Solutions.

08:30 - Tactical Business Processes : Jennifer underscores the importance of goal setting, asking the right questions, and maintaining accountability.

12:15 - Starting Small with Initiatives : Devon advises starting with small, manageable initiatives to improve accountability.

17:45 - Professional Development : Discussion on creating book clubs or leadership meetings to foster potential leaders.

22:30 - Creating a Culture of Openness : Jennifer and Devon discuss fostering a culture where employees feel safe to speak up.

28:10 - Embracing Technology : Jennifer advocates for adapting to technological changes to avoid business stagnation.

36:05 - Effective CRM Usage : The conversation turns to maximizing CRM capabilities and leveraging data effectively.

42:20 - Integrity in HVAC Work : Devon emphasizes the importance of integrity and expertise in his business practices.

47:30 - Automation and Streamlining : Discussion on utilizing automation (ADD: Automate, Delegate, Destroy method) to enhance business efficiency.

54:00 - Outbound Marketing Success : A success story on how direct outreach significantly increased a company's revenue.

1:02:15 - AI Agents and Call Center Evolution : Potential of AI agents to replace traditional call centers and the importance of repeatable processes.

1:08:40 - Call Recording and Data Utilization : Exploring the divide between companies on utilizing call data for business insights.

1:14:20 - Focusing on People, Process, and Cash Flow : Devon emphasizes prioritizing these areas over traditional marketing metrics.

1:21:00 - The Future of Websites and Technology : Jennifer discusses the potential shift from traditional websites to AI-driven content delivery networks.

1:28:30 - Important of Databases and Reviews : Highlighting the need for a strong database and collecting positive reviews.

1:33:45 - Encouraging Feedback : The podcast encourages listeners to provide feedback and reach out for assistance.

1:35:00 - Closing Remarks : Final reflections and a call to action to engage with the Catalyst Podcast community.

Guest Details: 

Devon Murphy
Founder of Reignite Sales Solutions

Background: Devon Murphy, co-owner of Reignite Sales Solutions, helps contractors optimize sales and operations with proven frameworks. Drawing on data-driven strategies, he empowers teams to improve performance, master local marketing, and achieve measurable results.

Relevant Links: Reignite Sales Solutions

Enjoyed this episode? Subscribe to "The Catalyst for Trades" on Apple Podcasts, Spotify, or your preferred platform. Share this episode with aspiring and established leaders, and stay tuned for more insights on driving business success and personal leadership growth.

In this insightful episode of The Catalyst for the Trades Podcast, host Jennifer Bagley sits down with guest Dwight Miller to dive deep into transformative strategies for entrepreneurs and business owners. They explore the importance of alignment with vendors and partners, the value of hiring coaches to tackle personal blind spots, and the pivotal role of structured meeting systems like EOS (Entrepreneurial Operating System). Jennifer emphasizes setting and reviewing 2025 goals through 90-day actionable tasks and reflects on the impact of regular scorecard updates. The episode is packed with practical tips for improving business efficiency, accountability, and personal growth.

Timestamps: 

00:00 - Introduction: Jennifer Bagley welcomes listeners and introduces guest Dwight Miller.

04:30 - Aligning with Partners: Importance of choosing vendors and partners with shared goals and values.

08:45 - The Value of Coaches: How hiring coaches can help identify and address personal blind spots.

14:20 - Dwight's Success Story: Dwight shares his journey of losing 30 pounds by setting clear goals and tackling challenges systematically.

20:50 - Setting 2025 Goals: Jennifer emphasizes breaking down annual goals into 90-day actionable tasks.

27:15 - Importance of Regular Scorecard Updates: Jennifer’s story of effective scorecard updates and tracking progress.

34:40 - Efficient Meetings and the L10 Meeting Structure: Dwight explains how to maintain meeting efficiency to focus on revenue-generating activities.

42:30 - Implementing EOS: Steps for businesses to adopt EOS and the role of an implementer in facilitating the process.

49:15 - Accountability and Team Growth: Discussion on assigning clear accountability within departments and its positive impact on performance.

56:10 - Leadership and Continuous Improvement: Dwight and Jennifer emphasize the journey of continuous improvement and the challenges of letting go and trusting the team.

Dwight Miller
EOS Implementer

Background: Dwight Miller, Professional EOS Implementer® and former business owner, scaled his company to $15M in four years. Now, he helps leadership teams simplify operations, drive accountability, and achieve lasting success using EOS.

Relevant Links:

• Entrepreneurial Operating System (EOS)
• Scorecard System
• L10 Meeting Structure

Enjoyed this episode? Be sure to subscribe to the Catalyst for the Trades Podcast on Apple Podcasts, Spotify, or your favorite platform. Share this episode with fellow entrepreneurs and business owners, and stay tuned for more insights and strategies to drive your business forward. Don't forget to comment below and let us know your thoughts and experiences!

Enjoyed this episode? Subscribe to "The Catalyst for Trades" on Apple Podcasts, Spotify, or your preferred platform. Share this episode with aspiring and established leaders, and stay tuned for more insights on driving business success and personal leadership growth.

In this episode, Jennifer Bagley, Mary Belden-McGrath, and Eric McGrath discuss the transformative power of leadership training and the importance of adapting to change in a rapidly evolving business landscape. They share personal experiences with the Bold training program, emphasizing the need for emotional intelligence, collaboration, and a growth mindset. The discussion highlights the challenges and opportunities presented by AI and technology, and the critical role of leadership in fostering a culture that embraces change and innovation.

Timestamps:

• 00:00 - Introduction:
  Welcome by Jennifer Bagley, introductions of guests Mary Belden McGrath and Eric McGrath.
• 03:15 - Driven Leadership Philosophy:
  Mary explains the focus on empathy, emotional intelligence, and confidence in leadership.
• 08:30 - Tangible Outcomes in Business:
  Eric elaborates on how Driven Leadership enhances personal development and business productivity.
• 13:20 - Bold Training Impact:
  Jennifer shares her transformative experience and its effect on her company.
• 19:45 - AI and Process Evolution:
  How Bold training and AI led to new operational models and capabilities.
• 27:10 - Leadership Development:
  Importance of team training in problem-solving and communication for effective meetings.
• 33:50 - Encouraging Innovation:
  Discussing psychological safety and open idea-sharing in leadership.
• 40:25 - Organizational Values and Recruitment:
  Eric on hiring and promoting based on alignment with values.
• 48:00 - Personal Growth and Accountability:
  Jennifer talks about self-awareness in leadership and the importance of feedback.
• 54:35 - Navigating Change:
  Mary on overcoming fear and viewing adversity as growth opportunities.
• 1:02:00 - Future of AI in Industries:
  Predictions on AI integration in service-oriented businesses.
• 1:09:15 - Historical Leadership Styles:
  Eric compares past autocratic models to current needs for adaptability and collaboration.
• 1:15:45 - Closing the Gap in Leadership Styles:
  Mary and Eric discuss complementary strengths and partnership dynamics.
• 1:23:30 - Call to Action:
  Inviting listeners to engage in leadership development opportunities and upcoming events.

Guest Details:

• Mary Belden McGrath is a high-energy public speaker, leadership and business consultant, trainer, and author with over 25 years of experience. Known for inspiring fearless growth and challenging the status quo, she designs Experiential Learning Programs geared toward leadership, management, sales, and communication. 
• Eric McGrath With over 20 years of experience, Eric is a born leader, entrepreneur, and competitor specializing in multi-phase employee engagement programs. Eric facilitates leadership and management development, driving exceptional results for his clients.
• Relevant Links:
  • Driven Leadership
  • "Start With Why" by Simon Sinek
  • “Outliers: The Story of Success” by Malcolm Gladwell

Enjoyed this episode? Subscribe to "The Catalyst for Trades" on Apple Podcasts, Spotify, or your preferred platform. Share this episode with aspiring and established leaders, and stay tuned for more insights on driving business success and personal leadership growth.

In this episode of The Catalyst for the Trades, host Chuck Staszkiewicz sits down with Erik Flegal, founder and CEO of Family Fortune Financial, to tackle some of the most pressing topics for trade business owners. From essential tax prep strategies to planning memorable holiday parties and re-energizing your team after the new year, this conversation is packed with actionable insights to help you close the year strong and start the next one even stronger.

Enjoyed this episode? Subscribe to "The Catalyst for Trades" on Apple Podcasts, Spotify, or your preferred platform. Share this episode with aspiring and established leaders, and stay tuned for more insights on driving business success and personal leadership growth.

In this kickoff episode of Catalyst for the Trades, with Jennifer Bagley, Chuck Staszkiewicz and Crystal Williams, we're joined by our guest Darren Dixon, CEO and founder of fyxify, to explore how technology and market trends are reshaping the home services industry. Darren shares his insights on the influence of private equity in real estate, the shift toward non-owner-occupied properties, and the role of technology in transforming consumer expectations. From home protection plans to innovative tech solutions, Darren breaks down what these trends mean for trade professionals and how they can leverage technology to stay ahead. Join us as we explore the evolving landscape of home services and strategies for adapting to the changes ahead.

Takeaways

The importance of personal stories in the trades industry.
Clarity and focus are essential for business success.
Consumer expectations are evolving rapidly.
Community engagement can enhance brand recognition.
Technology is reshaping the home services industry.
Strategic planning is crucial for future success.
Data and metrics are vital for understanding business performance.
A seamless consumer experience is key to customer satisfaction.
Subscription models can provide a competitive edge.
Adaptation and innovation are necessary for survival in the trades.

Chapters

00:00 Introduction to the Catalyst for the Trade Podcast
02:38 Personal Journeys in the Trades Industry
05:53 Catalysts for Change in Careers
08:38 The Importance of Focus and Clarity
11:31 Navigating Leadership and Team Dynamics
14:43 Lessons from Challenges and Setbacks
17:49 The Impact of COVID-19 on Business
20:38 Future Trends and Predictions for Home Services
23:48 Consumer Behavior and Market Changes
26:44 Community Engagement and Brand Awareness
32:12 The Illusion of Safety in the Trades
34:17 The Shift to Community Engagement and Guerrilla Marketing
38:43 Planning for the Future: Strategic Vision and Infrastructure
39:55 Consumer Expectations: The Shift Towards Convenience
45:53 Transforming Business Models: The Subscription Approach
52:27 Creating Seamless Consumer Experiences
59:14 Building a Strong Foundation for Future Growth
01:01:08 Understanding Consumer-Centric Business Models
01:02:05 Challenges Faced by Small Contractors
01:03:27 Strategic Planning for Business Growth
01:04:53 The Impact of Technology and AI on the Industry
01:06:45 The Rise of Super Companies
01:09:55 The Future of Service-Based Businesses
01:11:48 Consumer Experience and E-commerce Integration
01:15:44 Navigating Competitive Markets
01:19:36 The Importance of Solutions in Business
01:21:59 Challenging the Status Quo

Enjoyed this episode? Subscribe to "The Catalyst for Trades" on Apple Podcasts, Spotify, or your preferred platform. Share this episode with aspiring and established leaders, and stay tuned for more insights on driving business success and personal leadership growth.