Explore every episode of the podcast Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service

Speed to lead is where most home service companies quietly bleed their marketing budget, and almost none of them realize how slow they actually are. Dave Hansen hears owners brag that they call every lead "within a day," then has to break the news: the new standard is three minutes. Hit it, and you can lift your call answer rate by 40 percent.

 

Dave runs ClientTether, a platform that automates the entire lead lifecycle for multi-location home service businesses, from follow-up and quoting to reviews and referrals. In this episode, Tersh Blissett and Josh Crouch sit down with him to break down exactly how fast you need to respond, how to personalize that response so it converts, and the follow-up gaps quietly costing you jobs you already paid for.

 

You will hear the three-minute, text-then-call sequence that wins the job, why naming the lead source in your first text builds instant trust, the hard truth about how many of your calls really go unanswered, and the customer video that sells better than anything you could say.

 

CHAPTERS

0:00 – The 3-Minute Speed-to-Lead Standard

1:41 – Meet Dave Hansen of ClientTether

3:34 – The Hidden Complexity of Multi-Location Marketing

6:09 – The One Thing to Fix First: Fast, Personal Follow-Up

7:46 – Name the Lead Source to Build Instant Trust

8:31 – Facebook Leads vs SEO Leads: Treat Them Differently

18:03 – Why You Should Test Paid Channels Side by Side

21:14 – The Hard Truth: 14 to 16 Percent of Calls Go Unanswered

41:05 – Let Your Customers Handle the Objections

44:01 – Why Every Owner Needs a Mastermind

46:03 – Where to Find Dave and ClientTether

 

THIS EPISODE IS BROUGHT TO YOU BY

 

UPFROG

System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com

 

MARKETSTORM

An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/

 

CALLRAIL

CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com

 

BREEZY

Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://partners.getbreezyapp.com/sbm/

 

PHONETAP

Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo

 

COMPANYCAM

Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/

 

TRAINUAL

Trainual is an AI-powered training and knowledge platform for growing teams. Describe the training you need and it builds the steps, structure, and quiz: https://trainual.com/

 

NEXTIVA

Xpert from Nextiva is an AI agent that answers the calls that roll to voicemail, asks the right questions, quotes the job, books the appointment, handles rescheduling, and summarizes every call. Try it free for 30 days at https://www.nextiva.com/service-business-mastery

 

CONNECT WITH THE HOSTS AND GUEST

 

Tersh Blissett: https://www.linkedin.com/in/tershblissett/

Josh Crouch: https://www.linkedin.com/in/josh-crouch/

Dave Hansen of ClientTether: https://www.linkedin.com/in/davidahansen/

ClientTether: https://clienttether.com/

 

ABOUT SERVICE BUSINESS MASTERY

 

Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/

 

Want the frameworks from each episode in your inbox? Join the free Service Business Mastery newsletter: https://service-business-mastery.beehiiv.com/subscribe

 

Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it.

 

#ServiceBusinessMastery #HomeServices #SpeedToLead #LeadGeneration #ContractorMarketing

Documenting your SOPs used to be the boring back-office chore you kept putting off. In the age of AI, it is about to decide who wins. Quinn Small put it bluntly: if your processes are not written down, good luck keeping up with the owners whose AI already knows exactly how they run.

 

Quinn grew up in the trades, took over his family's window-covering business during COVID, and out of that chaos built Driive, an AI scheduling and dispatch platform for home services. In this episode, Tersh Blissett and Josh Crouch sit down with him to unpack why your documented processes are the fuel AI runs on, plus some hard-won lessons on dispatching, margins, and what to actually automate.

 

You will hear why dispatching is air traffic control for the trades, how small jobs quietly wreck your margins, why the knowledge trapped in your 15-year veteran's head is a liability, and the one step most owners skip before they automate anything.

 

CHAPTERS

0:00 – Document Your SOPs or Get Left Behind by AI

1:44 – Meet Quinn Small, Founder of Driive

2:13 – Growing Up in the Trades and Taking Over During COVID

4:34 – The Demand Surge That Exposed Every Weak Point

8:09 – Why Dispatching Is Air Traffic Control for the Trades

10:55 – Why Small Jobs Quietly Kill Your Margins

14:48 – The Price Shopper Myth: They Buy More

16:04 – The Danger of Tribal Knowledge

20:49 – The Camcorder Method: Record Your Process to Scale

22:38 – Turning Call Data Into SOPs With AI

34:24 – Eliminate Before You Optimize or Automate

47:52 – Where to Find Quinn and Driive

 

THIS EPISODE IS BROUGHT TO YOU BY

 

UPFROG

System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com

 

MARKETSTORM

An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/

 

CALLRAIL

CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com

 

BREEZY

Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://partners.getbreezyapp.com/sbm/

 

PHONETAP

Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo

 

COMPANYCAM

Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/

 

TRAINUAL

Trainual is an AI-powered training and knowledge platform for growing teams. Describe the training you need and it builds the steps, structure, and quiz: https://trainual.com/

 

NEXTIVA

Xpert from Nextiva is an AI agent that answers the calls that roll to voicemail, asks the right questions, quotes the job, books the appointment, handles rescheduling, and summarizes every call. Try it free for 30 days at https://www.nextiva.com/sbm

 

CONNECT WITH THE HOSTS AND GUEST

 

Tersh Blissett: https://www.linkedin.com/in/tershblissett/

Josh Crouch: https://www.linkedin.com/in/josh-crouch/

Quinn Small, Founder and CEO of Driive: https://www.linkedin.com/in/quinn-small/

Driive: https://getdriive.com/

 

ABOUT SERVICE BUSINESS MASTERY

 

Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. 

Want the frameworks from each episode in your inbox? Join the free Service Business Mastery newsletter: https://servicebusinessmastery.com/

 

Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it.

 

#ServiceBusinessMastery #HomeServices #SOPs #AIforContractors #Dispatching

 

Most contractors have no idea which marketing actually makes the phone ring, so they keep pouring money where they think it works and hope for the best. The fix is marketing attribution: following every lead from the first call all the way to the booked job. Eric Smith of CallRail and Tyson Dudley of JobNimbus built an integration that finally makes that possible.

 

In this episode, Tersh Blissett sits down with Eric and Tyson to break down why cost per booked job, not cost per lead, is the number that matters, and how connecting your call tracking to your CRM shows you exactly where your best jobs come from.

 

You will hear what their integration actually does, what AI catches on your sales calls that standard reporting misses, how AI analytics surface the things you overlook, and the single biggest mistake contractors make when they bring AI into their operations.

 

This episode is brought to you by UpFrog. They turn paid ad spend into booked, sold system replacements instead of wasted leads. Learn more at upfrog.com.

 

CHAPTERS

0:00 – The Biggest Mistake Contractors Make With AI

1:47 – Meet Eric Smith of CallRail and Tyson Dudley of JobNimbus

3:20 – Why Marketing Attribution Even Matters

4:21 – Cost Per Booked Job, Not Cost Per Lead

7:47 – What the CallRail and JobNimbus Integration Actually Does

16:40 – The Real Answer to How Did You Hear About Us

18:42 – The Unpaid Invoice and the $60K Truck Wrap

21:55 – Automating a Broken Process Is the Wrong Move

41:17 – Where to Find Eric and Tyson

 

THIS EPISODE IS BROUGHT TO YOU BY

 

UPFROG

System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com

 

MARKETSTORM

An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/

 

CALLRAIL

CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com

 

BREEZY

Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://partners.getbreezyapp.com/sbm/

 

PHONETAP

Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo

 

COMPANYCAM

Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/

 

TRAINUAL

Trainual is an AI-powered training and knowledge platform for growing teams. Describe the training you need and it builds the steps, structure, and quiz: https://trainual.com/

 

NEXTIVA

Xpert from Nextiva is an AI agent that answers the calls that roll to voicemail, asks the right questions, quotes the job, books the appointment, handles rescheduling, and summarizes every call. Try it free for 30 days at https://www.nextiva.com/sbm

 

CONNECT WITH THE HOST AND GUESTS

 

Tersh Blissett: https://www.linkedin.com/in/tershblissett/

Eric Smith, Partner Marketing Manager at CallRail: https://www.linkedin.com/in/eric-smith1996/

Tyson Dudley, Partner Manager at JobNimbus: https://www.linkedin.com/in/tyson-dudley/

CallRail: https://www.callrail.com/

JobNimbus: https://www.jobnimbus.com/

 

ABOUT SERVICE BUSINESS MASTERY

 

Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/

 

Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it.

 

#ServiceBusinessMastery #HomeServices #MarketingAttribution #CallTracking #ContractorMarketing

 

Most home service companies lose the job before the truck ever rolls, and they never see it happen. Your close rate, not your lead count, is usually the real bottleneck, and the thing quietly dragging it down is trust. Rama Sreenivasan calls the missing piece visual empathy, and he built a company around it.

Rama is the co-founder and CEO of Blitzz, an app-free remote video platform used across roofing, solar, security, and electrical. In this episode, Tersh Blissett and Josh Crouch sit down with him to unpack why diagnosing a customer's problem over audio alone erodes trust, and how seeing the equipment, before you ever quote, turns more conversations into booked jobs.

You will hear what visual empathy actually is, why close rate beats deal flow, how a no-app video call documents a job with time-stamped photos and a report that beats the other five bidders, and where AI and AR fit in to back up a rookie tech in the field.

CHAPTERS

0:00 – AI and AR Backing Up Your Rookie Techs
2:00 – Meet Rama Sreenivasan of Blitzz
2:53 – From Chemical Engineer to Coining Visual Empathy
3:38 – What Visual Empathy Is and Why Audio-Only Support Fails
5:03 – Why Close Rate Beats Deal Flow
6:55 – How Blitzz Works: A Video Call With No App Download
8:10 – Time-Stamped Photos and a Report That Wins the Job
10:25 – Saving the Truck Roll by Walking Them Through the Fix
12:08 – Prospects Remember How You Made Them Feel
20:47 – AI Plus AR Plus the Human Element
30:51 – Where to Find Rama and Blitzz

THIS EPISODE IS BROUGHT TO YOU BY

UPFROG
System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com

MARKETSTORM
An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/

CALLRAIL
CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com

BREEZY
Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://partners.getbreezyapp.com/sbm/

PHONETAP
Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo

COMPANYCAM
Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/

TRAINUAL
Trainual is an AI-powered training and knowledge platform for growing teams. Describe the training you need and it builds the steps, structure, and quiz: https://trainual.com/

NEXTIVA
Xpert from Nextiva is an AI agent that answers the calls that roll to voicemail, asks the right questions, quotes the job, books the appointment, handles rescheduling, and summarizes every call. Try it free for 30 days at https://www.nextiva.com/sbm

CONNECT WITH THE HOSTS AND GUEST
Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Rama Sreenivasan, Co-Founder and CEO of Blitzz: https://www.linkedin.com/in/ramasreenivasan/
Blitzz: https://www.blitzz.co/

ABOUT SERVICE BUSINESS MASTERY

Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/

Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it.

#ServiceBusinessMastery #HomeServices #CloseRate #CustomerExperience #FieldService

 

The cheapest leads in your home service business are not on Google, they are already in your customer list. Email marketing is the channel most contractors ignore, and the numbers are almost unfair. Tim Jordan sent one basic newsletter last month and it produced 45 leads, for the price of a $40 email tool and ten minutes of work. Tim is a serial entrepreneur who bought or founded five companies by age 27, exited all but his window tinting business, and now runs Service Catalyst, a peer mentorship community for service owners. In this episode, Tersh Blissett and Josh Crouch sit down with him to unpack why emailing your existing customers is the highest-margin growth lever you have, and a few others most owners miss. You will hear the $40 newsletter that booked 45 leads, a case study where one email list sold $50,000 in extra work, why a peer group helps you see the blind spots you are too close to catch, and how an entry-level service like duct cleaning can open the door to a $15,000 system replacement. THIS EPISODE IS BROUGHT TO YOU BY UPFROG System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com MARKETSTORM An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ CALLRAIL CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com BREEZY Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://partners.getbreezyapp.com/sbm/ PHONETAP Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo COMPANYCAM Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/ TRAINUAL Trainual is an AI-powered training and knowledge platform for growing teams. Describe the training you need and it builds the steps, structure, and quiz: https://trainual.com/ CONNECT WITH THE HOSTS AND GUEST Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Tim Jordan, Co-Founder and President of Service Catalyst: https://www.linkedin.com/in/tim-jordan-18576633/ Service Catalyst: https://thecatalystcommunity.com/ SG Window Tint: https://sgwindowtint.com/ ABOUT SERVICE BUSINESS MASTERY Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/ Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it. #ServiceBusinessMastery #HomeServices #EmailMarketing #ContractorMarketing #SmallBusiness

If you have ever wondered why delegation keeps breaking down in your business, ADHD entrepreneurs have a specific answer, and a fix. Skye Waterson has built her whole company around it. As an ADHD strategist and founder of Unconventional Organisation, she comes in alongside founders, pulls the process out of their head, and builds the systems and team to run it. In this episode, Tersh Blissett and Josh Crouch, both ADHD entrepreneurs themselves, sit down with Skye to unpack why the ADHD brain resists systems, how to actually delegate without micromanaging, and the AI trap that quietly creates more work instead of less. You will hear why the same hyperfocus that built your company can look like chaos to your team, how to run a task list that finally lets you focus on the 20 percent that matters, and the trust-plus-transparency fix that makes delegation actually work. CHAPTERS 0:00 – Why It's Easy to Build Something With AI That Works Once 1:46 – Meet Skye Waterson, ADHD Strategist for Founders 4:00 – From a Surprise PhD Diagnosis to Building an ADHD Business 5:44 – What a Fractional Integrator Does for an ADHD Founder 11:25 – The Friction Between Your Analytical and Quick-Start Leaders 14:03 – Becoming the ADHD Translator for Your Team 16:27 – The Weekly CEO Meeting and the ADHD Task List 18:08 – The Would Be Nice Filter and Finding Your 20 Percent 23:54 – Turn Off Notifications: It Costs 7 to 15 Minutes to Refocus 26:45 – The Waiting Room Test for Real Emergencies 30:01 – Don't Build Something That Only Works on Your Claude 36:44 – Delegation Is Trust Plus Transparency, Not Cowboys 39:40 – Where to Find Skye and the ADHD Skills Lab THIS EPISODE IS BROUGHT TO YOU BY UPFROG System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com MARKETSTORM An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ CALLRAIL CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com BREEZY Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://partners.getbreezyapp.com/sbm/ PHONETAP Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo COMPANYCAM Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/ TRAINUAL Trainual is an AI-powered training and knowledge platform for growing teams. Describe the training you need and it builds the steps, structure, and quiz: https://trainual.com/ CONNECT WITH THE HOSTS AND GUEST Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Skye Waterson, ADHD strategist and founder of Unconventional Organisation: https://nz.linkedin.com/in/skye-waterson-026286204 Unconventional Organisation: https://www.unconventionalorganisation.com/ Listen to Skye's podcast, The ADHD Skills Lab, and find her on Instagram @unconventionalorganisation ABOUT SERVICE BUSINESS MASTERY Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/ Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it. #ServiceBusinessMastery #HomeServices #ADHDEntrepreneur #Delegation #Productivity

How to grow a home service business is usually pitched as doing more: more trades, more services, more offers. Paul Kelly did the opposite, and it built one of the largest home service companies in the country. He bought Parker & Sons in 2004 as a $7 million shop and grew it to roughly $260 million in a single market, then wrote the playbook down. In this episode, Tersh Blissett and Josh Crouch sit down with Paul, bestselling author of Tricks of the Trade to Success and creator of the Raising Goats program, to unpack the 4 pillars behind that growth and why simplicity beats complexity every time. You will hear why adding another trade usually stalls your growth instead of helping it, the 4 pillars that took Parker & Sons from $7M to $260M, why contractors are great doers but poor implementers, and how to keep a pay program simple enough that a tech can do the math in their head. CHAPTERS 0:00 – Why Learning Without Doing Gets You Nowhere 1:39 – Meet Paul Kelly, Who Grew Parker & Sons From $7M to $260M 5:46 – The Real Challenge in Adding a Trade: It Is Not the Land, It Is the Man 8:07 – The $300K Trap of Doing Every Trade Yourself 10:17 – Prescription Without Diagnosis Is Malpractice 14:59 – The Fish Tank Principle: You Grow to the Size of Your Tank 17:44 – Stop Going to Conferences and Start Implementing 21:31 – How Parker & Sons Started Growing $40M in a Year 23:27 – The 4 Pillars: Thinker, Implementer, Operator, Leader 27:21 – Simplicity and Speed: One Thing at a Time 31:34 – Keep Your Pay Program Simple: 20 Percent of the Ticket 33:51 – Think Through the Consequences of Every Decision 38:30 – The GOAT Story and the Raising Goats Program 43:56 – Where to Find Paul and His Book THIS EPISODE IS BROUGHT TO YOU BY UPFROG System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com MARKETSTORM An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ CALLRAIL CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com BREEZY Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://partners.getbreezyapp.com/sbm/ PHONETAP Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo COMPANYCAM Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/ TRAINUAL Trainual is an AI-powered training and knowledge platform for growing teams. Describe the training you need and it builds the steps, structure, and quiz: https://trainual.com/ CONNECT WITH THE HOSTS AND GUEST Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Paul Kelly, author of Tricks of the Trade to Success and creator of Raising Goats: https://www.linkedin.com/in/paul-kelly-99ab90/ Paul's book and site: https://www.tricksofthetrade.com/ Raising Goats program: https://raisinggoats.com/ Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it. #ServiceBusinessMastery #HomeServices #ScalingYourBusiness #TradesBusiness #Leadership

Turning more calls into revenue is the growth lever most contractors never touch, because they cannot see what is actually happening on their phones. Bill Brown spent 25 years in HVAC, built an Inc. 5000 company, and still could not trust his own booking data. So he helped build the tool that fixes it. In this episode, Josh Crouch sits down with Bill, co-founder of PhoneTAP, to announce the launch of PhoneTAP and unpack why the calls you already pay for are where your next jobs are hiding. Tersh is out this week, but he, Josh, and Bill built PhoneTAP together to solve one of the least talked-about problems in the trades. You will hear why the booking rates contractors brag about are not real, how roughly 40 out of every 100 calls are bookable jobs your team may be missing, and how PhoneTAP turns every won and lost call into a coaching playbook inside ServiceTitan. This episode is the launch of PhoneTAP, a ServiceTitan certified app that reviews your unbooked, missed, and abandoned calls to surface the revenue you already earned. See it on your own data at phonetap.ai, or join the launch webinar at phonetap.ai/webinar. CHAPTERS 0:00 – Why You Need to See Your Call Data 2:35 – Meet Bill Brown, 25 Years in HVAC and Co-Founder of PhoneTAP 6:25 – The Launch of PhoneTAP and the Problem It Solves 11:47 – The Qualifying Question That Predicted Revenue 19:47 – Booking Rates That Are Off by Half 21:37 – Why Listening to Every Call Never Scales 28:36 – The Booking Rates People Brag About Are Not Real 44:48 – Out of Every 100 Calls, How Many You Miss 47:01 – Buy the Software or Waste Weeks Building It 52:15 – Inside PhoneTAP: Lead, Booked, and Exactly Why Not 53:51 – Building an Objection Playbook From Won and Lost Calls 1:09:50 – Where to Find Bill and the PhoneTAP Launch Webinar THIS EPISODE IS BROUGHT TO YOU BY UPFROG System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com MARKETSTORM An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ CALLRAIL CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com BREEZY Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://partners.getbreezyapp.com/sbm/ PHONETAP Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo COMPANYCAM Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/ TRAINUAL Trainual is an AI-powered training and knowledge platform for growing teams. Describe the training you need and it builds the steps, structure, and quiz: https://trainual.com/ CONNECT WITH THE HOSTS AND GUEST Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Bill Brown, Co-Founder of PhoneTAP and host of ServiceTitan Hacks: https://www.linkedin.com/in/billbrown80/ PhoneTAP: https://phonetap.ai/ Email the PhoneTAP team (Bill, Tersh, and Josh): hello@phonetap.ai Register for the launch webinar: https://phonetap.ai/webinar ABOUT SERVICE BUSINESS MASTERY Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/ Want the frameworks from each episode in your inbox? Join the free Service Business Mastery newsletter: https://embeds.beehiiv.com/800fc171-49cd-4d26-861b-ca4256a65625 Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it. #ServiceBusinessMastery #HomeServices #PhoneTAP #BookingRate #ServiceTitan

How to grow a home service business is usually pitched as one thing: spend more on marketing. Alex Smereczniak has a faster, cheaper answer most owners never consider. As co-founder and CEO of Franzy and a serial entrepreneur who scaled 2ULaundry and sold 118 franchise locations, he has bought, built, and financed businesses more ways than almost anyone. In this episode, Tersh Blissett and Josh Crouch sit down with Alex to unpack how to grow through acquisition instead of ads, why the wrong business partner is the number one reason companies fail, and how to finance a deal using tools most owners have never heard of. You will hear why buying a retiring competitor can 2 to 3x your business, how seller financing, a 401k rollover, and SBA loans actually work, and the one thing that makes or breaks a co-founder relationship. THIS EPISODE IS BROUGHT TO YOU BY UPFROG System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com TRAINUAL Trainual is an AI-powered training and knowledge platform for growing teams. Describe the training you need and it builds the steps, structure, and quiz: trainual.com/mastery MARKETSTORM An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ CALLRAIL CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com BREEZY Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo?utm_source=partner_servicebusinessmastery&utm_medium=affiliate&utm_campaign=servicebusinessmastery_partnership&utm_content=youtube_video PHONETAP Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo COMPANYCAM Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/ CONNECT WITH OUR HOSTS AND GUEST Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Alex Smereczniak, Co-Founder and CEO of Franzy: https://www.linkedin.com/in/alex-smereczniak-40310329/ Franzy: https://franzy.com/ ABOUT SERVICE BUSINESS MASTERY Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/ Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it. #ServiceBusinessMastery #HomeServices #BuyingABusiness #Franchising #Entrepreneurship

Home services marketing has a hidden battleground, and most owners never fund it. It is the messy middle, the 40 to 100 days a homeowner spends circling a project before they ever search your name. Rick Brown and Carole Lawson of MarketStorm have spent years mapping that window, and what happens inside it decides who gets the call. In this episode, Tersh Blissett and Josh Crouch sit down with Rick, CEO and co-founder of MarketStorm, and Carole, its co-founder and chief data officer and a Harvard-trained data scientist, to break down how buyer behavior changed after the pandemic and why the last click is no longer the whole story. You will hear why a competitor can outrank you on your own brand name, the 50/50 split Google now recommends between upper and lower funnel, and how one plumbing company chased last-click reporting from 10 million back down to 2. This episode is brought to you by UpFrog. They turn paid ad spend into booked, sold system replacements instead of wasted leads. Learn more at upfrog.com. CHAPTERS 0:00 – The Hidden Battleground in Home Services Marketing 2:32 – Meet Rick Brown and Carole Lawson of MarketStorm 4:47 – What MarketStorm Does: Catching Buyer Intent Early 6:25 – The Messy Middle and How Buyer Behavior Changed 8:23 – Why a Competitor Can Outrank You on Your Own Name 11:50 – The Death of Legacy Customer Loyalty 13:47 – The 50/50 Split Between Upper and Lower Funnel 15:12 – Where 83 Percent of Online Attention Actually Lives 17:30 – How a 10 Million Dollar Shop Chased Last Click and Shrank 29:30 – Why Google Calls Itself a Marketing Company Now 41:30 – Inside the 45 Day Buyer Journey 58:18 – Measure What Matters, Not Just What Is Easy WHAT YOU'LL LEARN - Why home services marketing now runs through the messy middle, the 40 to 100 days before a homeowner ever searches your name - How a competitor who shows up more often can outrank you on Google even when someone searches for your exact brand - Why Google now points to a 50/50 split between upper funnel influence and lower funnel search - Where the other 83 percent of online attention lives, and how programmatic ads reach it across streaming, apps, and the open web - What chasing last-click reporting actually costs, told through a plumbing company that shrank from 10 million back to 2 THIS EPISODE IS BROUGHT TO YOU BY UPFROG System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com TRAINUAL Trainual is an AI-powered training and knowledge platform for growing teams. Describe the training you need and it builds the steps, structure, and quiz: https://trainual.com/ MARKETSTORM An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ CALLRAIL CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com BREEZY Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo?utm_source=partner_servicebusinessmastery&utm_medium=affiliate&utm_campaign=servicebusinessmastery_partnership&utm_content=youtube_video PHONETAP Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo COMPANYCAM Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/ CONNECT WITH OUR HOSTS AND GUEST Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Rick Brown, CEO and Co-Founder of MarketStorm: https://www.linkedin.com/in/marketstormrick/ Carole Lawson, Co-Founder and Chief Data Officer of MarketStorm: https://www.linkedin.com/in/caroleslawson/ MarketStorm: https://marketstorm.ai/ ABOUT SERVICE BUSINESS MASTERY Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/ Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it. #ServiceBusinessMastery #HomeServices #HomeServicesMarketing #DigitalMarketing #MarketStorm

Doing more does not scale your business. It stalls it. Diluted focus gets you diluted results, and the owners who grow fastest are usually the ones doing fewer things, not more. In this episode of Service Business Mastery, Tersh Blissett and Josh Crouch sit down with Josh Zolin, CEO of Windy City Equipment Service and author of Blue is the New White, on how one simple shift, a single company wide focus every 90 days, took the guesswork out of hitting his goals. Josh breaks down how he points his entire company, from himself to the parts runner, at one goal each quarter, why focusing on less feels scarier than it should, how your role as the owner keeps changing as you scale, and the leadership habit that quietly runs off your best technicians. If you run a home service business and you are busy all day but not moving the way you want, this conversation is the reset. This episode is brought to you in partnership with Upfrog, one of our show partners. Upfrog turns paid ad spend into booked, sold system replacements instead of wasted leads. Learn more at upfrog.com. CHAPTERS 0:00 – Why Diluted Focus Gets You Diluted Results 2:31 – Meet Josh Zolin: Blue is the New White and Windy City 8:15 – The Identity Shift Every Owner Faces as They Scale 11:49 – The Unteachable Lessons You Have to Learn Yourself 14:40 – Why More Information Is Making Us Learn Slower 17:23 – AI as the Trades' Best Recruiter 20:25 – Navigating Private Equity as a Small Operator 27:12 – The 90 Day Single Focus System That Hits Goals Every Time 29:10 – Focusing on One Thing Without Letting the Rest Fall Apart 32:19 – The In-N-Out Lesson: Do Fewer Things, Better 35:26 – Why Focusing on Less Feels Scary, and How to Lead Through It 38:25 – Four Big Things a Year: Segmenting Focus Across Profit Centers 40:32 – Parkinson's Law: Use Time as a Tool 44:00 – Why 80% Done by Someone Else Is 100% Awesome 46:00 – The Perfectionist Tech Trap and Unspoken Expectations 49:40 – Where to Find Josh: Book, Podcast, and Academy WHAT YOU'LL LEARN - The one shift that lets you hit your quarterly goals every time: a single company wide focus every 90 days - Why doing less feels scarier than doing more, and how to lead your team through it - How your job as the owner keeps changing as you scale, and how to stay valuable - Why more information can make you and your team learn slower, not faster - How small operators actually beat private equity, and why it comes down to culture - The leadership habit that quietly runs off your best technicians - Why 80% done by someone else is 100% awesome, and how perfectionism keeps you small THIS EPISODE IS BROUGHT TO YOU BY UPFROG System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com MARKETSTORM An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ CALLRAIL CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com BREEZY Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://bit.ly/4ihjXkx PHONETAP Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo COMPANYCAM Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/ CONNECT WITH OUR HOSTS AND GUEST Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Josh Zolin, Windy City Equipment Service: https://www.linkedin.com/in/joshzolin/ https://joshzolin.com (his book, podcast, and academy are all there) ABOUT SERVICE BUSINESS MASTERY Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/ Want the frameworks from each episode in your inbox? Join the free Service Business Mastery newsletter: [ADD: SBM newsletter link] Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it. #ServiceBusinessMastery #HomeServices #Leadership #BusinessScaling #Trades

Service Scout (14 day free trial): https://getservicescout.com/demo.html

This is the toughest year to close a sale in home services since 2008. Equipment costs more than ever, credit is tighter, and the customers calling for a replacement are the hardest ones to sell. The problem usually is not your leads. It is what happens when your technician walks in the door.

In this episode of Service Business Mastery, Tersh Blissett and Josh Crouch sit down with Justin Riley, CEO and founder of UpFrog, for a straight read on the 2026 home services market and how the best companies are still closing jobs hand over fist.

Justin breaks down why likability now beats price, why repair and maintenance calls are the easier win this year, how to lead with the right financing so a customer with tough credit still says yes, and the new tool he built, Service Scout, that briefs your tech on the home, the buyer, and the strategy in 90 seconds before every call.

If close rate is where your money leaks this year, this one is the fix.

This episode is brought to you in partnership with Upfrog, one of our show partners. Fitting, since today's guest is Upfrog's founder. Upfrog turns paid ad spend into booked, sold system replacements instead of wasted leads. Learn more at upfrog.com.

CHAPTERS

0:00 – Raise Your Close Rate by Listening for 90 Seconds

3:01 – From HVAC Apprentice to Founding UpFrog

7:11 – The State of the 2026 Market: Toughest Since 2008

9:04 – Why Close Rate Is the Number One Problem This Year

11:45 – Why Customers Shop for Who They Like, Not Price

13:00 – Why Repair and Maintenance Calls Are the Easier Win

14:03 – The Average Ticket Meat Zone and the Credit Ceiling

17:01 – How Service Scout Was Born

19:12 – Inside a Service Scout Pre Appointment Intelligence Brief

23:30 – The Results: A 5 to 14% Close Rate Lift

24:12 – Leading With the Right Financing to Win Tough Credit

28:02 – Handling the Data Responsibly

31:27 – The Reporting Most Contractors Have Never Seen

33:11 – The Pricing and the ROI Math

36:53 – AI Should Make Your People Super, Not Replace Them

49:30 – The Number One Reason Close Rates Are Down

WHAT YOU'LL LEARN

- Why 2026 is the hardest year to close a home services sale since 2008, and where the money is actually leaking

- Why likability now beats price, and why the replacement estimate is the hardest call to win

- How a 90 second pre appointment brief can lift your close rate 5 to 14%

- How to lead with the right financing so a customer with tough credit still says yes

- What you can learn about a home before the visit, and how to use it without crossing a line

- Why the real IP of a home service business is your people, not your AI stack

THIS EPISODE IS BROUGHT TO YOU BY

UPFROG

System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com

MARKETSTORM

An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/

CALLRAIL

CallRail's Voice Assist is a 24/7 AI voice assistant that answers every call, handles customer questions, and books jobs directly onto your calendar, all without you ever having to step away from the current job. Try Voice Assist for free today at voiceassist.com

BREEZY

Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://bit.ly/4ihjXkx


PHONETAP

Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo

COMPANYCAM

Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/

CONNECT WITH OUR HOSTS AND GUEST

Tersh Blissett: https://www.linkedin.com/in/tershblissett/

Josh Crouch: https://www.linkedin.com/in/josh-crouch/

Justin Riley, CEO and Founder of UpFrog: https://www.linkedin.com/in/justintriley/

UpFrog: https://upfrog.com

Service Scout (14 day free trial): https://getservicescout.com/demo.html

ABOUT SERVICE BUSINESS MASTERY

Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/

Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it.

#ServiceBusinessMastery #HomeServices #HVAC #HVACSales #CloseRate

 

Most companies do not last. A huge share of the biggest names in the world vanish within a few decades. The Smith & Oby Company has been running since 1898. In this episode of Service Business Mastery, Tersh Blissett and Josh Crouch sit down with Jake Wattenbarger, president of Smith & Oby, a Foundral brand, a Cleveland mechanical contractor that has stayed relevant for 125 years by reading the market before it forces the issue, and by building systems and a culture that outlast any one person. Jake spent nearly a decade as an Army logistics officer before the trades, and it shows. He gets into why you never cross the finish line, how to build a business you can hand down instead of sell off, why you do not have to sell to make real money, and how culture and a talent pipeline keep a union shop winning the big jobs. If you want to build a trades business that lasts for generations, not just one you flip, this is the blueprint. This episode is brought to you in partnership with Upfrog, one of our show partners. Upfrog turns paid ad spend into booked, sold system replacements instead of wasted leads. Learn more at upfrog.com. CHAPTERS 0:00 – Why You Never Cross the Finish Line 2:33 – From Combat Engineer to Mechanical Contractor 4:19 – Logistics Before Tactics: Structure and Accountability 8:28 – Advice for Anyone Starting Their Own Business 11:04 – Still Standing Since 1898: A 125 Year Old Contractor 12:47 – You Don't Have to Sell Your Business to Make Money 14:05 – The 40 Year Employees Behind a Lasting Company 15:15 – Recruiting Into the Commercial Trades and the Union Hall 18:06 – Building a Talent Pipeline When the Hall Can't Keep Up 18:51 – What Union Labor Really Costs, and Why It's Worth It 22:20 – Competing on Best Value, Not Lowest Bid 26:22 – Building Culture Inside a Union Shop 29:44 – Empowering Field Leaders Who Still Turn Wrenches 34:46 – Adapt or Become Polaroid: Reading the Market Early 35:26 – Staying Ahead With VDC and Investing in the Shop 46:01 – Where to Find Jake WHAT YOU'LL LEARN - Why the best businesses never cross the finish line, and how to read the market before it pushes you out - How to build a trades business you can hand down, instead of one built only to sell - Why you do not have to sell your company to make serious money - The Army logistics mindset that runs a business: structure before action, logistics before tactics - How to build a talent pipeline when the union hall cannot fill your jobs fast enough - What union labor really costs, and why best value beats lowest bid - How to build culture in a union shop, where there is no PTO by default - How investing in your shop and technology turns into margin, not just cost THIS EPISODE IS BROUGHT TO YOU BY UPFROG System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com MARKETSTORM An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ CALLRAIL CallRail assigns a unique tracking number to each marketing effort, so you know which channels bring your best leads. Try it free at https://callrail.com/sbmpod. BREEZY Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo?utm_source=partner_servicebusinessmastery&utm_medium=affiliate&utm_campaign=servicebusinessmastery_partnership&utm_content=youtube_video PHONETAP Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo COMPANYCAM Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/ CONNECT WITH OUR HOSTS AND GUEST Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Jake Wattenbarger, The Smith & Oby Company: https://www.linkedin.com/in/jakewattenbarger/ | https://smithandoby.com ABOUT SERVICE BUSINESS MASTERY Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/ Want the frameworks from each episode in your inbox? Join the free Service Business Mastery newsletter: [newsletter link] Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it. #ServiceBusinessMastery #Trades #FamilyBusiness #MechanicalContractor #SkilledTrades

Private equity is buying up home service companies and quietly gutting the good ones, and most owners think their only options are to sell or get outspent. There is a third one.

 

In this episode of Service Business Mastery, Tersh Blissett and Josh Crouch sit down with Zach Cooper-Vastola, co-founder of Hickory, who has bought and built home service companies across the tri-state to roughly 350 people and 80 million dollars in revenue, without ever running them from an ivory tower.

 

Zach breaks down how he keeps technicians from walking out the door after an acquisition, why he refuses to put AI on the phones with customers, how his team builds their own tools instead of renting SaaS, and the data unlock that lets two CSRs run at the scale of a 30 person team.

 

If you run a home service business and you are tired of hearing that AI just means replacing your people, this one flips the script.

 

This episode is brought to you in partnership with Upfrog, one of our show partners. Upfrog turns paid ad spend into booked, sold system replacements instead of wasted leads. Learn more at upfrog.com.

 

WHAT YOU'LL LEARN

 

- How to keep your technicians from walking out the door after an acquisition

- Why changing pay structures on day one is the fastest way to lose your team

- How to read a company's real culture by walking the warehouse, before you ever see the financials

- What buy and build owners look for that a private equity roll up ignores

- How to underwrite an early stage AI vendor before you bet six figures on it

- Why building your own tools can beat renting SaaS once you hit scale

- How making the humans super with data beats putting AI on the phones

- The data unlock that lets two CSRs run at the scale of a 30 person team

 

THIS EPISODE IS BROUGHT TO YOU BY

 

UPFROG

System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com

 

MARKETSTORM

An AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ 

 

CALLRAIL

CallRail assigns a unique tracking number to each marketing effort, so you know which channels bring your best leads. Try it free at https://callrail.com/sbmpod.

 

BREEZY

Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo 

 

PHONETAP

Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo

 

COMPANYCAM

Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/

 

CONNECT WITH OUR HOSTS AND GUEST

 

Tersh Blissett: https://www.linkedin.com/in/tershblissett/

Josh Crouch: https://www.linkedin.com/in/josh-crouch/

Zach Cooper-Vastola, Hickory: https://www.linkedin.com/in/zachary-c-8b881969/ 

 

ABOUT SERVICE BUSINESS MASTERY

 

Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/ 

 

Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it.

 

#ServiceBusinessMastery #HomeServices #PrivateEquity #HVACBusiness #AIforContractors

 

Most home service businesses keep just 5 to 12% net profit, and most owners have no idea that is where they are. The best run HVAC, plumbing, and electrical shops keep 20%, and the gap almost always comes down to a few fixable mistakes. In this episode of Service Business Mastery, Tersh Blissett and Josh Crouch sit down with Matthew Mooney and Raymond Gong of Profitability Partners, a fractional CFO firm that spent years on the private equity side of the table and now helps owners find the profit already hiding in their business. They break down the real gross profit benchmarks for every trade, the labor and pricing mistakes that make your P&L lie to you, why fixing your booking rate beats spending more on ads, and how one plumbing company cut 3 million dollars a year in overhead in six months. This episode is brought to you in partnership with Upfrog, one of our show partners. Upfrog turns paid ad spend into booked, sold system replacements instead of wasted leads. Learn more at upfrog.com. CHAPTERS 0:00 – The 20% Net Margin Most Contractors Never Hit 3:49 – Meet Profitability Partners: Fractional CFOs From Private Equity 7:54 – What Private Equity Looks For in an Undervalued Business 11:00 – Gross Profit Benchmarks by Trade: HVAC, Plumbing, Electrical 15:56 – The Fully Loaded Labor Mistake That Hides Your Real Margin 18:16 – The What Is Everyone Charging Trap and the Discount Price Book 20:24 – Why Discounting Costs You More Than Spending on Ads 23:36 – Fix Your Booking Rate Before You Spend a Dollar on Marketing 27:47 – What Separates a 12% Company From a 20% Company 29:55 – Switching to Commission Pay Without Losing Your Techs 36:41 – Where AI Actually Helps a 5 to 30 Million Dollar Contractor 39:12 – The Overhead Trap: Unused Software and Oversized Leases 41:56 – Case Study: Cutting 3 Million Dollars a Year in Six Months 48:22 – The Exit Math That Turns 200K Saved Into 2 Million 52:15 – The 1% Booking Rate Worth 3 Million, and Why Your CRM Lies 55:33 – Where to Find Matthew and Raymond WHAT YOU'LL LEARN - The real gross profit benchmarks by trade, and why a 50% GP can secretly be sub 40 once labor is fully loaded - Why 20% net profit is realistic, and the mistakes keeping most shops at 5 to 12% - How discounting quietly wrecks your margin, and why 2 to 3% more on ads beats 10% off the price - Why booking rate is the first thing to fix before spending another dollar on marketing - How one plumbing company cut 3 million dollars a year in overhead in six months - The exit math that turns a 200,000 dollar expense cut into 2 million more at the sale THIS EPISODE IS BROUGHT TO YOU BY UPFROG System replacement leads from paid ads, nurtured and booked into sold jobs before your team arrives: upfrog.com

BREEZY About 30 percent of inbound calls in home services go unanswered, and those are customers ready to book with whoever picks up first. Breezy puts AI agents on every call, books the job, and follows up instantly, so you wake up to booked jobs instead of missed calls. See how many jobs you are losing at https://getbreezyapp.com and use code SBM for 500 dollars toward Breezy. MARKET STORM Market Storm uses AI to catch early buyer intent and put your brand in front of homeowners before they ever search. Visit https://marketstorm.ai or text 213-575-5448. CALLRAIL CallRail assigns a unique tracking number to each marketing effort, so you know which channels bring your best leads. Try it free at https://callrail.com/sbmpod. PHONETAP Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo COMPANYCAM Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at https://companycam.com/ CONNECT WITH OUR HOSTS AND GUEST Tersh Blissett: https://www.linkedin.com/in/tershblissett/ Josh Crouch: https://www.linkedin.com/in/josh-crouch/ Matthew Mooney (Profitability Partners): https://www.linkedin.com/in/matthew-mooney-54b09047/ Raymond Gong (Profitability Partners): https://www.linkedin.com/in/gongraymond/ ARTICLES WORTH READING HVAC profit margin benchmarks: https://profitabilitypartners.io/hvac-profit-margins/ Plumbing profit margin benchmarks: https://profitabilitypartners.io/plumbing-profit-margins/ ABOUT SERVICE BUSINESS MASTERY Service Business Mastery helps home service owners run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch break down the operations, technology, and leadership behind growing an HVAC, plumbing, or electrical business, with the operators actually doing the work. More at https://servicebusinessmastery.com/ Want the frameworks from each episode in your inbox? Join the free Service Business Mastery newsletter: https://servicebusinessmastery.com/ Subscribe on YouTube and follow us on Spotify and Apple Podcasts so you never miss an episode. If this one helped, share it with an owner who needs it. #ServiceBusinessMastery #HomeServices #ContractorProfit #HVACBusiness #FractionalCFO

AI is not coming for your techs. It is coming for the busywork, the missed calls, and the guesswork that quietly eats your margin.

In this episode of Service Business Mastery, Tersh Blissett sits down with Chris Plunkett, a Tucson HVAC owner who has been in the trade since he was eight years old, to talk about what using AI in an HVAC business actually looks like day to day.

They get into how Chris turned home inspections from a loss leader into one of his highest paying jobs, why his AI voice agent books calls so well that customers swear they were talking to a person, and the simple pay change that made after hours emergencies fair to his technicians again.

If you run an HVAC, plumbing, or electrical company and you are tired of AI hype with nothing to show for it, this one is built for you.

This episode is brought to you in partnership with Breezy, the AI voice agent Chris uses for his after hours and overflow calls. See how many calls you are missing at https://getbreezyapp.com and use code SBM for 500 dollars toward Breezy.

CHAPTERS

0:00 – Why AI Won't Replace HVAC Techs
1:45 – Welcome to Service Business Mastery
2:37 – Fix Your Processes Before You Automate Anything
3:44 – Meet Chris Plunkett: From 8 Year Old Tech to HVAC Owner
7:33 – Where Chris Actually Uses AI in His HVAC Business
8:21 – Letter Grade Diagnostics Customers Understand
10:28 – The Real Way AI Is Changing the Trades
11:49 – Turning Home Inspections Into a High Ticket Profit Center
15:37 – Presenting Diagnostics So Customers Say Yes
18:04 – AI Voice Agents for After Hours and Overflow Calls
20:31 – The Call Nobody Could Tell Was AI
27:07 – Trigger Words and On Call Routing That Keep Owners Out of the Mix
29:41 – The Late Night Call Policy That Protects Your Techs
32:06 – Why Emergency Rate Beats After Hours Rate
35:02 – Nobody Wants to Work for YOU: Hiring the Next Generation
37:32 – Trade Culture, Mentorship, and Bringing Young Techs In
46:24 – Where to Find Chris and His Whiskey Side Hustle

ABOUT SERVICE BUSINESS MASTERY

Service Business Mastery is where home service owners come to run better, more profitable companies. Every week, Tersh Blissett and Josh Crouch talk through the real operations, technology, and leadership decisions behind growing an HVAC, plumbing, or electrical business, with the operators and experts actually doing the work.

More episodes and resources:

https://servicebusinessmastery.com/
https://linkin.bio/servicebusinessmasterypodcast   

THIS EPISODE IS BROUGHT TO YOU BY

BREEZY

About 30 percent of inbound calls in home services go unanswered, and those are customers ready to book with whoever picks up first. Breezy puts AI agents on every call, books the job, and follows up instantly, so you wake up to booked jobs instead of missed calls.

See how many jobs you are losing right now at https://getbreezyapp.com and use code SBM for 500 dollars toward Breezy.

UPFROG

Upfrog is the OG of pricing transparency online. They find hard to reach system replacement leads through paid ads, then nurture and book them into sold systems before your team even arrives.

Learn more: upfrog.com

MARKET STORM

Market Storm works with home service companies across the country, using AI to catch early buyer intent and put your brand in front of homeowners before they ever search. So when they do search, your name already feels familiar.

Visit https://marketstorm.ai/

CALLRAIL

CallRail assigns a unique tracking number to each of your marketing efforts, so you know exactly which channels bring your best leads and which ones to cut.

Try it free at https://callrail.com/sbmpod.

PHONETAP

Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

COMPANYCAM

Capture work, track job progress, and stay connected from the field to the office with photo documentation and AI tools that keep work moving. Start a free trial at: https://companycam.com/

CONNECT WITH OUR HOSTS AND GUEST

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Chris Plunkett: https://www.linkedin.com/in/chris-plunkett-11613385/

NEVER MISS AN EPISODE

Subscribe on YouTube and follow Service Business Mastery on Spotify and Apple Podcasts. If this one helped, share it with an owner who needs to hear it.

#ServiceBusinessMastery #HVAC #AIinTheTrades #HomeServices #HVACBusiness 

 

Most home service companies do not have a lead problem.

They have a missed-call problem.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Chris Nelson, Senior Manager of Vertical Marketing at CallRail, to talk about why home service leads disappear, how missed calls turn into lost revenue, and what contractors can do to better understand what is happening inside their call flow.

This conversation is not just about answering the phone faster. It is about understanding where your leads come from, how they move through your business, and where good opportunities get lost before they ever turn into booked jobs.

Chris breaks down how call tracking, call routing, CRM integrations, AI voice assistants, and conversation intelligence can help contractors see the real story behind their marketing spend and customer calls.

They also discuss:

• Why missed calls are one of the most expensive leaks in a home service business

• How call routing helps contractors get the right calls to the right people

• Why attribution is harder now that homeowners use Google, social media, AI search, referrals, and other touchpoints before calling

• How AI voice assistants can support CSR teams with overflow, after-hours calls, and basic call handling

• Why call data and conversation intelligence help owners coach their teams and make smarter marketing decisions

If you are spending money on marketing but still missing calls, losing track of leads, or struggling to understand which channels are actually creating revenue, this episode will help you see why better call visibility matters.

Timestamps

00:00 Pre-show conversations with Chris
04:11 Introducing Voice Assist for Contractors
06:40 Integrating AI in Job Interviews
12:48 Introducing ChatGPT integration with Call Rail
15:18 Understanding Data and Attribution
18:18 Troubleshooting marketing and spending issues
23:07 Boosting Average Repair Tickets
26:08 Managing customer service team
27:07 Managing Incoming Calls and Coverage
31:32 Training and fine-tuning voice assistants
35:12 Using AI for data analysis
37:54 Tracking summer special calls
41:08 Home renovation challenges
43:40 Offering product assistance

Follow the Host and Guest
Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Joshua Crouch: https://www.linkedin.com/in/josh-crouch/
Chris Nelson: https://www.linkedin.com/in/christopher-nelson-205588140/
CallRail: https://www.callrail.com/

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmasterypodcast
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com 

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/

Breezy: Capture 25-30% more clients with Breezy AI Agents. Use code "SBM" to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

 

Most contractors want more leads, more booked calls, and more revenue.

But if your sales process is inconsistent, more leads will only expose the problem faster.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Josh Martin, Director of Revenue Strategy at 3Four Labs, to talk about how service businesses can grow by building a stronger sales framework, improving technician coaching, and using AI-powered tools the right way.

Josh explains why AI and automation are only useful when your company already knows what "good" looks like. If your technicians, comfort advisors, or salespeople do not have a clear framework, the software cannot magically make them better. It needs to understand the questions you want asked, the information you want collected, and the way your company expects customers to be served.

The conversation also breaks down why recording field conversations should not be seen as "Big Brother," but as a coaching tool. Just like athletes watch game film, technicians and salespeople can use call and visit recordings to improve their communication, tone, positioning, and close rate.

They also discuss:

• Why every growing company needs a repeatable sales framework

• How AI ride-along tools help coach technicians and salespeople

• Why technicians act differently when a manager is physically in the truck

• How recording customer conversations can help your team improve

• Why "sales" feels uncomfortable for many technicians

• The importance of teaching technical experts how to communicate value

• Why companies need clean data before they rely on AI

• How AI can create noise when it is used without a clear outcome

• Why automation must be monitored instead of set and forgotten

• How to avoid overwhelming your team when adopting new technology

• Why sales tools must be customized to your company's process

• How asking for the sale is often the missing step in the home

If you are trying to grow your service business, improve close rates, coach your team better, or make AI useful instead of confusing, this episode gives you a practical look at how sales process and technique create scalable growth.

Timestamps

00:00 Clarifying platform's role and use case
05:22 Getting started in the industry
09:22 AI ride along software discussion
10:53 Optimizing service call efficiency
16:07 Watching sales recordings for improvement
18:37 Identifying AI-generated resumes
21:01 Efficiency with Technology Tools
24:08 Understanding mismatched business language
29:17 Demo: Claude's PowerPoint integration
31:10 Human oversight in automation
35:23 Challenges of Team Growth
39:35 Understanding customer communication skills
42:31 Introducing Execconnect tool
43:31 Explaining the 34 Labs name

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/

Joshua Crouch: https://www.linkedin.com/in/josh-crouch/

Josh Martin: https://www.linkedin.com/in/joshuadarrenmartin/ 

3Four Labs: htps://www.linkedin.com/company/3fourlabs/ 

 

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmasterypodcast
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com 

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/

Breezy: Capture 25-30% more clients with Breezy AI Agents. Use code "SBM" to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

 

Most contractors think they need more leads.

But what if the real problem is that you're already missing the jobs you paid to generate?

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Shaun Ritchey from Breezy to talk about Moneyball for home services and how contractors can use AI, better data, and smarter systems to uncover the jobs hiding inside their existing business.

Just like Moneyball changed baseball by finding overlooked value in the data, this conversation shows how contractors can find overlooked revenue in missed calls, slow follow-up, poor booking processes, weak web conversion, and underused customer lists.

Shaun explains why the biggest opportunity is not always spending more money on marketing. Sometimes the fastest path to growth is fixing the leaks already inside your sales funnel.

They also discuss:

How Moneyball applies to home service businesses
Why contractors often lose the most money during their busiest seasons
How missed calls create major revenue leaks
Why speed-to-lead can make or break a booked job
How AI agents help contractors answer more calls and book more jobs
Why AI should support CSRs, not replace them
How web visitors and younger homeowners are changing the booking process
Why low-value tune-ups can block high-value replacement opportunities
How call tracking, transfer rules, and better data improve lead handling
Why AI needs training, monitoring, and human oversight
How contractors can use AI to analyze pricing, inventory, and operations
Why bad data creates bad AI output

If you're spending more money on leads but still missing calls, losing web visitors, or struggling to understand where revenue is leaking, this episode will help you think differently about growth.

Timestamps

00:00 Explaining the Moneyball strategy

05:29 Challenges of manual call analysis

08:10 Helping contractors book more jobs

11:00 A CRM for the trades industry

14:23 Integrating AI with CRM Tools

17:18 Discussing AI's role in customer service

20:14 Discussing AI's strengths and limitations

21:57 Issues with AI voice providers

27:40 Using CRM for cost analysis

31:42 Using call tracking for marketing

33:09 Overbooked with low-margin appointments

36:10 Using AI for Business Transparency

41:52 Evaluating Client Booking Efficiency

43:52 Recognizing trends in social media marketing

48:40 Updating and trusting sales data

51:31 Getting help with my project

54:00 Pricing strategy for offers

 

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/

Joshua Crouch: https://www.linkedin.com/in/josh-crouch/

Shaun Ritchey: https://www.linkedin.com/in/shaun-ritchey/ 

Breezy: https://getbreezyapp.com

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmasterypodcast
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/

Breezy: Capture 25-30% more clients with Breezy AI Agents. Use code "SBM" to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo

 

Most service business owners are chasing the next lead source.

Google Ads. Facebook Ads. AI. SEO. Automation.

But sometimes the fastest way to grow is still the most old-school strategy in the book: getting out into your community, shaking hands, building trust, and making sure people remember your brand.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Chuck Worley, owner of Worley's Home Services, to talk about branding, networking, reputation, and the real-world grind behind building a service business people know, trust, and refer.

Chuck shares his journey from struggling in school to building a career in HVAC sales, starting and losing a business, rebuilding from bankruptcy, paying back debts he was no longer legally required to pay, and eventually growing Worley's Home Services into a $17 million company.

He also breaks down why branding is not just about a logo, why standing out matters, and how his orange and green jackets became a memorable part of his local brand.

They also discuss:

How Chuck went from HVAC technician to top-performing comfort advisor
Why sales changed his life and gave him a path forward
The painful lessons from bankruptcy and rebuilding from zero
Why reputation matters more than almost anything in business
How Chuck used networking to grow his company without relying only on digital marketing
Why your brand needs to be memorable, even if people think it looks ridiculous
How local chambers, BNI groups, and business events can generate real relationships
Why referrals still matter in a world obsessed with AI and ads
How Chuck used small acquisitions and owner financing to grow
Why being the "power connector" in your market can create long-term growth
How service business owners can start networking even if they feel uncomfortable

If you are a service business owner who wants to build a brand people remember, generate more referrals, and grow through real relationships, this episode is a practical, no-BS playbook.

Timestamps
00:00 Old-school networking advice
03:36 Challenges with AI voice calls
08:48 Struggling through high school
11:48 Quitting shipyard job for family
13:32 Quitting jobs due to drug use
18:42 Friend's Offer During Divorce
22:18 Early business struggles and trust
25:11 Growing HVAC Business from Dorm Room
27:03 CallRail for tracking marketing calls
30:37 Networking as an Introvert
32:51 Growing the sales team
36:55 Personal branding and first impressions
41:10 Joining a Chamber of Commerce
45:13 Networking and local referrals
48:41 Networking with industry professionals
52:26 Overcoming networking anxiety
52:58 Networking event experience
56:57 Importance of referrals and relationships
59:38 Wrapping up and subscribing encouragement

Follow the Host and Guest
Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Joshua Crouch: https://www.linkedin.com/in/josh-crouch/
Chuck Worley: https://www.linkedin.com/in/chuckworley757/ 

Connect with Us
• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmasterypodcast
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/

Breezy: Capture 25-30% more clients with Breezy AI Agents. Use code "SBM" to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

 

Most contractors think branding is about logos, colors, and marketing.

It's not.

The strongest brands in the trades do something much more powerful: they attract great employees, create loyal customers, and make growth easier.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Levi Torres, founder of High 5 Plumbing, Heating, Cooling & Electric, to discuss how consistent branding became the foundation for one of Colorado's fastest-growing home service companies.

What started as a simple idea—a high five at the end of every service call—evolved into a recognizable brand that helps attract top talent, improve retention, and create a culture employees are proud to be part of.

Levi shares how High 5 uses social media, training systems, operational consistency, and employee development to build a company that technicians actively want to join.

They discuss:

• Why branding is a recruiting tool, not just a marketing tool
• How company culture influences hiring success
• The power of consistency in building trust
• Why social media has become a recruiting engine
• Creating clear career paths for technicians
• Building training systems that support growth
• How documentation makes scaling easier
• Expanding into HVAC and electrical without losing culture
• The role of AI in coaching and employee development
• Why employee experience directly impacts customer experience

If you're struggling to hire quality people, improve retention, or scale your service business, this episode will show you how a strong brand can solve more problems than you think.

Timestamps

00:00 Building a Social Media Presence
06:12 Naming the plumbing business
08:06 Starting to focus on plumbing
10:54 Importance of personal growth in business
14:23 Adapting Branding During Covid
18:02 Switching to social media strategy
20:02 Social media's role in recruiting
23:38 Training technicians to show passion
26:50 Building a Trusting Work Culture
30:15 Employee system review meetings
35:14 Setting up HVAC systems
38:10 Following systems for success
41:22 Customer acquisition strategies and shifts
44:01 Rotating manager-led training sessions
47:49 Utilizing AI for company growth
49:52 Experience with automatic recording systems
54:37 Understanding team roles and strengths
56:42 Balancing revenue and company culture

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Joshua Crouch: https://www.linkedin.com/in/josh-crouch/
Levi Torres: https://www.linkedin.com/in/levi-torres-9b4b97103/

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmasterypodcast
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com 

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ 

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/ 

Breezy: Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

Most home service companies don't have a lead problem.

They have a follow-up problem.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Kevin Wu, founder of Leaping AI, to discuss how AI voice agents and automation are helping home service businesses solve some of their biggest call center challenges.

From missed calls and slow follow-up times to after-hours booking and lead nurturing, Kevin shares how AI is being used as a practical tool to support customer service teams, improve speed-to-lead, and create better customer experiences without replacing people.

The conversation also explores the future of AI-powered call centers, how contractors can automate repetitive tasks, and why business owners should focus on using AI to eliminate bottlenecks instead of simply cutting payroll.

What You Will Learn in This Episode

• Why speed-to-lead is still one of the biggest challenges in home services

• How AI voice agents help capture missed opportunities

• The difference between replacing employees and supporting employees

• Why call centers struggle with consistency and process adherence

• How AI can improve appointment scheduling and follow-up

• The role of AI in call monitoring and quality control

• Why data quality inside your CRM matters more than ever

• How AI can help clean and organize customer databases

• The future of automated outbound campaigns

• The risks of AI abuse and spam calling

• How responsible AI adoption can improve customer experience

• Why contractors should start experimenting with AI today

If you're looking for ways to improve call handling, increase booked appointments, and build a more efficient service business, this episode is packed with practical insights.

Timestamps

00:00 Challenges with contractor responsiveness
03:11 Kevin introduces himself
08:58 Kids' interest in trade careers
09:45 Issues with Customer Support Responsiveness
14:00 AI improving call center efficiency
18:33 Solving data analysis with AI
20:55 Improving business metrics accuracy
25:37 Implementing EOS for business owners
29:31 Focusing on business priorities
32:00 AI for persistent customer follow-up
35:27 Responsible AI use in marketing
39:33 Data export issues in QuickBooks
40:45 Using AI to clean CRM data
43:35 Trying something new for 30 minutes

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Joshua Crouch: https://www.linkedin.com/in/josh-crouch/
Kevin Wu: https://www.linkedin.com/in/kevin-wu-452a6393/

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmasterypodcast
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com 

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ 

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/ 

Breezy: Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

 

Most contractors don't have a recruiting problem. They have a recruiting system problem.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Paul Sanneman, founder of Contractor Staffing Source, to discuss how top home service companies are using systems, assessments, and AI-powered recruiting tools to consistently find better employees.

After helping more than 2,000 contractors and recruiting over 2,500 successful hires, Paul shares the biggest recruiting mistakes contractors make and why most hiring challenges are self-inflicted.

The conversation dives into the mindset shifts required to build a winning team, the importance of recruiting year-round, and how technology can help contractors identify better candidates before they ever schedule an interview.

If you're struggling to attract, evaluate, or retain quality employees, this episode provides a practical framework for building a repeatable recruiting machine.

What You Will Learn in This Episode

• Why recruiting should never stop
• The biggest hiring mistakes contractors make
• How applicant tracking systems streamline recruiting
• Why speed-to-lead matters for hiring
• How assessments reduce bad hires
• Why personality and integrity are often more important than experience
• The benefits of hiring outside the construction industry
• How AI can improve recruiting processes
• Why hiring slow and firing fast protects your culture
• The true cost of keeping B players on your team
• How recruiting impacts long-term business growth
• Why private equity companies are winning the hiring game

Timestamps 

00:00 Job applicant assessment process

05:03 Challenges in hiring decisions

07:21 Comparing coordinators to wedding planners

11:35 Using content to attract talent

13:38 Promoting job openings effectively

18:14 Asking ethical interview questions

21:54 Using call tracking for marketing

25:26 Managing job application process

28:44 Keeping a team member too long

29:39 Avoiding painful firing decisions

34:46 Importance of business skills

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Joshua Crouch: https://www.linkedin.com/in/josh-crouch/
Paul Sanneman: https://www.linkedin.com/in/paul-sanneman  

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmasterypodcast
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com 

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ 

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/ 

Breezy: Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

Most contractors walk past air curtains every day without realizing how much money they can save commercial buildings.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Curtis Rosol from Mars Air Systems to break down how air curtains work and why they've become a powerful solution for energy savings, indoor air quality, and insect control in commercial spaces.

From convenience stores and restaurants to cold storage facilities and warehouses, Curtis explains how air curtains create an invisible barrier that keeps conditioned air inside while preventing heat, humidity, dust, smoke, and flying insects from entering the building.

They also discuss:

• How air curtains reduce HVAC energy loss

• Why electrification will make energy savings even more valuable

• How air curtains help solve cold storage and freezer issues

• The difference between strip curtains and air curtains

• Why insects and contaminants enter buildings through open doors

• How air curtains improve indoor air quality

• The ROI contractors can present to commercial customers

• Why these systems are becoming more important in high-traffic buildings

• Simple installation opportunities for HVAC contractors

• Residential applications for luxury outdoor living spaces

If you work in light commercial HVAC or want to offer energy-saving upgrades to your customers, this episode is packed with practical opportunities.

Timestamps

00:00 Energy efficiency in buildings

05:54 Energy savings with protected openings

07:08 Impact of Electric Demand on Costs

12:24 Using air curtains for patios

13:11 Using CallRail for Marketing

16:29 How air curtains work

19:43 Installing above-door units

22:54 Episode wrap-up and closing remarks

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Joshua Crouch: https://www.linkedin.com/in/josh-crouch/
Curtis Rosol: https://www.linkedin.com/in/curtisrosol/

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmasterypodcast
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com 

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ 

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/ 

Breezy: Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

 

The skilled labor shortage isn't just a hiring problem.

It's a perception problem.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Ruchir Shah, founder of SkillCat, to discuss why home service companies are struggling to attract and retain skilled workers and what the industry can do about it.

Ruchir shares how his background in workforce training led him to build SkillCat, an online trade training platform helping people transition into HVAC, plumbing, electrical, and appliance repair careers.

If your company struggles with hiring, retention, or technician development, this episode offers a practical look at how the future workforce is changing.

What You Will Learn in This Episode

• Why the trades are becoming more attractive to younger generations

• How white-collar workers are now transitioning into skilled trades

• The real reason people are leaving traditional office jobs

• Why many technicians feel more fulfilled than corporate workers

• The growing impact of AI on career choices

• Why training accessibility is critical for the future of the trades

• How online trade training and certifications are changing recruiting

• Why mechanical aptitude matters more than experience

• The role gamification and microlearning play in technician development

• How companies can build better apprenticeship and training programs

Timestamps

00:00 Expanding online trade certifications

04:52 Starting SkillCat to help reskill

06:26 Job security concerns in Savannah

09:43 Switching to a paid model

15:01 Relying on social media sharing

17:05 Emphasizing the importance of networking

20:08 Trades job satisfaction and benefits

22:55 The value of trade jobs

25:58 Returning to familiar industries

31:27 Building trade school courses

32:59 Designing bite-sized, interactive courses

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Joshua Crouch: https://www.linkedin.com/in/josh-crouch/
Ruchir Shah: https://www.linkedin.com/in/ruchir-shah/
SkillCat: https://www.skillcatapp.com

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmasterypodcast
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com 

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ 

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/ 

Breezy: Capture 25-30% more clients with Breezy AI Agents. Use code 'SBM' to book a demo and get $500 on us: https://getbreezyapp.com/schedule-demo

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

 

The way homeowners search for HVAC, plumbing, and home service companies is changing fast. And most contractors are completely unprepared for it.

 

In this episode of Service Business Mastery, Tersh Blissett sits down with Phil Risher from Phlash Consulting to discuss the massive shift from traditional Google SEO to AI-powered search and what it means for home service businesses.

 

Phil explains why AI search is changing how customers find contractors, why conversational search matters more than keywords, and how tools like ChatGPT and Google AI Overviews are disrupting traditional marketing strategies.

 

What You Will Learn in This Episode

 

• Why old-school SEO is no longer enough

• How AI search actually works

• Why Google is moving toward "agentic search" and booking

• How to optimize your website for AI visibility

• Why pricing pages and online scheduling matter more than ever

• How contractors should use call transcripts to create content

• Why AI-generated "slop content" can hurt your rankings

• How local backlinks and authority still matter

• What contractors should be doing right now to stay ahead

 

If you want your company to stay visible in the next generation of search, this episode is a must-listen.

 

Timestamps

00:00 Impact of AI on search queries

06:14 Shift in local search habits

09:00 Navigating AI for presentations

12:38 Debating the relevance of SEO

16:13 Using AI for customer insights

18:58 Importance of local backlinks

20:58 Building partner referral networks

24:15 Optimizing for AI search ranking

27:51 Importance of online recognition

32:29 Creating a searchable business database

33:34 Initial struggles with Notebook LM

39:10 Comparing Google and LLM relationships

42:35 Measuring AI visibility metrics

44:37 Navigating the AI search landscape

46:21 Dealing with AI memory glitches

 

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/

Phil Risher: https://www.linkedin.com/in/philrisher/

 

Connect with Us

LinkedIn - https://www.linkedin.com/company/service-business-mastery

TikTok - https://www.tiktok.com/@servicebusinessmastery

Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast

Instagram - https://www.instagram.com/servicebusinessmasterypodcast

 

This episode is kindly powered by:

UpFrog: upfrog.com 

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ 

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/ 

Breezy: $500 toward Breezy + we'll show you exactly how many jobs you're missing right now. Book a demo here: https://calendly.com/shaun-breezy/30min?month=2026-04 

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Ryan Kiscaden, owner of Kiscaden Consulting and creator of the Next Up Trades children's book series, to discuss how storytelling can reshape the future of recruiting in the trades.

 

Ryan shares how a conversation with his plumber brother-in-law sparked the idea to create books that explain HVAC and plumbing to children in a way they can understand and connect with emotionally.

 

Instead of focusing only on wages, debt, and job security, Ryan believes the industry needs to tell a better story about purpose, problem solving, and helping people.

 

They discuss:

 

Why the trades struggle with perception problems

How recruiting really starts in childhood

The emotional side of working in HVAC and plumbing

Why storytelling matters more than statistics

The disconnect between schools and skilled trades

How contractors can become community educators

Why ADHD and hands-on learning may actually be strengths in the trades

How AI and technology are changing the perception of blue-collar careers

 

If your company struggles to recruit young talent, this episode offers a completely different perspective on building the next generation of skilled trades professionals.

 

Timestamps

00:00 Promoting trades to young kids

04:15 Explaining skilled trades to kids

07:56 Changing perspectives in education

10:35 Changing perceptions around AI jobs

13:48 The gratification of helping others

17:36 Industry collaboration and collective effort

19:33 Interviewing teachers and donors

24:38 Creative uses by contractors

28:19 Challenges for kids with ADHD

32:22 Challenges with traditional schooling

33:34 Learning with technology and AI

36:32 Where to find more info

 

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/

Ryan Kiscaden: https://www.linkedin.com/in/ryankiscaden/

 

Connect with Us

LinkedIn - https://www.linkedin.com/company/service-business-mastery

TikTok - https://www.tiktok.com/@servicebusinessmastery

Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast

Instagram - https://www.instagram.com/servicebusinessmasterypodcast

 

This episode is kindly powered by:

 

UpFrog: upfrog.com 

MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/ 

Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod

CompanyCam: https://companycam.com/ 

Breezy: $500 toward Breezy + we'll show you exactly how many jobs you're missing right now. Book a demo here: https://calendly.com/shaun-breezy/30min?month=2026-04 

PhoneTAP: Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

 

Most home service business owners are excited about automation, AI, and new technology.

But here's the problem… They're implementing tools before fixing their processes.

In this episode of Service Business Mastery, Tersh Blissett sits down with Nathan Whittacre, CEO of Stimulus Technologies, to break down what actually works when it comes to optimizing and automating your business.

Nathan shares decades of experience helping companies implement technology the right way and explains why most tech investments fail.

What You Will Learn in This Episode

• Why automation without optimization creates bigger problems

• The biggest mistakes business owners make when adopting technology

• How to identify what processes should be improved first

• Why culture and leadership matter more than the tools themselves

• The real cybersecurity risks facing home service businesses today

• Simple ways to protect your business from costly attacks

• When you should handle IT yourself vs hiring outside help

If you've ever bought software that didn't deliver results, or you're trying to scale with automation, this episode will save you time, money, and frustration.

Timestamps

00:00 Implementing technology and cultural change

06:36 Finding technology solutions that fit

08:36 Importance of optimizing before automating

11:12 Optimizing and automating with ERP

14:19 Discussing leadership and habit formation

18:28 Engaging clients with tech solutions

21:02 Addressing leadership communication gaps

27:31 Setting up basic online security

28:18 Managing business growth complexities

34:01 Impact of AI on Technology

35:43 Dealing with a social media hack

40:48 Social media hacker tips

43:39 Protecting your personal information

47:51 Employee bank account changes

49:07 Importance of slowing down decisions

51:59 Checking your spam folder

55:57 Wrapping up with show notes

Follow the Host and Guest
Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Nathan Whittacre: https://www.linkedin.com/in/nathanwhittacre/
Stimulus Technologies: https://www.linkedin.com/company/stimulus-technologies/

Connect with Us
LinkedIn - https://www.linkedin.com/company/service-business-mastery
TikTok - https://www.tiktok.com/@servicebusinessmastery
Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com
MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/
Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod
CompanyCam: https://companycam.com/
Breezy: https://getbreezyapp.com/
Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team.
Learn more: phonetap.ai/demo 

 

Most business owners think they only have two options when they want to scale:

Pay expensive consultants… or give up equity to investors.

But what if there was a third option?

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Mike Michalowicz and Greg Eckler from The Prosper Group to break down a completely different approach to scaling service businesses.

Instead of charging fees or taking ownership, their model focuses on partnering with business owners, executing alongside them, and only getting paid when the business becomes more profitable.

What You Will Learn in This Episode

• Why most consulting models fail to deliver real results
• The downside of giving up equity to investors
• How a no-fee, no-equity partnership model works
• Why alignment of incentives is critical for growth
• The biggest red flags in struggling businesses
• How debt structure impacts your ability to scale
• What "return on payroll" means and why it matters
• Why overstaffing is killing many businesses
• The difference between A, B, and C players
• Why titles can hurt performance inside organizations
• How to match tasks to talent instead of titles
• Why most businesses are doing too much unnecessary work

Timestamps

00:00 Importance of hiring A players
05:33 Formation of The Prosper Group
08:24 Making the business sellable
11:50 Northcote Parkinson's observation
14:27 Focusing on essential tasks
18:10 Staying true to coaching values
20:50 What they look for in companies
25:12 Evaluating employee fit and performance
28:05 Aligning roles and maximizing talent
31:42 Appreciating small businesses
32:27 Small businesses and workforce impact
35:33 Managing cash flow challenges
39:50 Talking with potential clients
41:52 Understanding the balance sheet basics

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Joshua Crouch: https://www.linkedin.com/in/josh-crouch/
Mike Michalowicz: https://www.linkedin.com/in/mikemichalowicz/
Greg Eckler: https://www.linkedin.com/in/greg-eckler-68b79630/

Connect with Us
LinkedIn - https://www.linkedin.com/company/service-business-mastery
TikTok - https://www.tiktok.com/@servicebusinessmastery
Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly powered by:

UpFrog: upfrog.com
MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/
Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod
CompanyCam: https://companycam.com/
Breezy: https://getbreezyapp.com/
Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team.
Learn more: phonetap.ai/demo 

Most home service business owners start as technicians. But scaling a business requires a completely different skill set.

In this episode of Service Business Mastery, Tersh Blissett sits down with Elise Radawitz, President and Owner of Velocity Leader, to break down the leadership skills contractors need if they want to grow their business.

They discuss why promoting your best technician into a management role often fails, how leadership is a learned skill, and what it actually takes to lead people effectively.

Elise shares practical insights on developing leaders inside your company, managing the transition from field to office, and building a culture where people want to follow you, not just comply.

They also dive into burnout, self-awareness, communication challenges, and the internal mindset shifts that separate struggling managers from effective leaders.

If you're trying to grow your team, step out of the field, and lead at a higher level, this episode will give you a real-world perspective on what it actually takes.

What You Will Learn in This Episode

• Why great technicians don't automatically become great leaders
• The biggest mistake contractors make when promoting employees
• How to transition from technician to business owner
• Why leadership is a learned skill, not a natural trait
• How to earn respect without being in the field
• The importance of self-awareness in leadership
• How your internal mindset impacts your team
• Why burnout happens and how it affects leaders
• How to lead without micromanaging
• The importance of consistent one-on-one meetings
• How to communicate more effectively with your team
• Why culture starts with how you show up as a leader

Timestamps

00:00 Supporting team performance goals 
05:25 Unexpected management promotions
09:01 Leading by example at Velocity Leader
12:46 Addressing self-limiting beliefs
16:59 Doing research and writing papers
20:19 The importance of regular manager check-ins
24:50 Stream of consciousness discussion
29:09 Active listening and communication skills
29:40 Practicing curiosity over judgment
33:01 Helping the sales team succeed
39:15 Using trampolines to improve mindset
39:39 Using music to uplift mood
44:42 Episode conclusion and next steps

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Elise Radawitz: https://www.linkedin.com/in/eliseradawitz/
Velocity Leader: https://www.linkedin.com/company/velocity-leader/

Connect with Us
LinkedIn - https://www.linkedin.com/company/service-business-mastery
TikTok - https://www.tiktok.com/@servicebusinessmastery
Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
Instagram - https://www.instagram.com/servicebusinessmasterypodcast

Register for NHPC26 in Columbus, OH (April 13-16) and save $270! Use code MASTERY for the $825 rate: nhpc26.org/svc-mastery | Registration deadline: April 9

This episode is kindly powered by:

UpFrog: upfrog.com
MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/
Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod
CompanyCam: https://companycam.com/
Breezy: https://getbreezyapp.com/
Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team.
Learn more: phonetap.ai/demo 

 

Most home service businesses are posting content… but not getting results.

Why? Because they're missing the most important piece: connection.

In this episode of Service Business Mastery, Tersh Blissett sits down with Jen McKee, founder of Kee Hart Marketing, to break down what actually works when it comes to building a brand in the trades.

They dive into why personal branding matters, how social media really drives business growth, and why most contractors are overthinking their content strategy.

Jen explains why "boring" everyday work is actually powerful content, how authenticity beats AI-generated posts, and what it really takes to stand out in a crowded market.

They also cover how to use AI the right way without losing your voice, the balance between business brand and personal brand, and how to create content that actually converts.

If you want to build a brand that attracts customers, builds trust, and drives real results, this episode gives you a practical roadmap.

What You Will Learn in This Episode

• Why personal branding matters in the trades
• How authentic content outperforms polished content
• Why "boring" work is actually great content
• How to use your existing network to generate business
• The difference between visibility and conversion
• Why AI-generated content struggles to connect
• How to use AI to support your content without replacing you
• The 3 types of content every contractor should create
• Why most contractors struggle with consistency
• How to stand out in your local market
• When to focus on personal brand vs business brand
• Why connection is the key to social media success

Timestamps

 

00:00 Why personal branding matters in the trades
02:00 Jen McKee's background and Kee Hart Marketing
04:30 The impact of personal brands in HVAC
07:00 Why "boring" content is actually engaging
10:00 Should business owners build a personal brand?
13:00 Using your network to generate more business
16:00 The balance between personal and business branding
19:00 The right way to use AI in social media
22:00 Why AI-generated content doesn't perform
25:00 How to create content that actually connects
27:30 The 3-part content framework (Show, Sell, Scale)
30:00 Why attention comes before conversion
32:00 How to fix low engagement on social media

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Jen McKee: https://www.linkedin.com/in/jen-mckee-72114824/
Kee Hart Marketing: https://www.linkedin.com/company/keehartmarketing/

Connect with Us
LinkedIn - https://www.linkedin.com/company/service-business-mastery
TikTok - https://www.tiktok.com/@servicebusinessmastery
Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
Instagram - https://www.instagram.com/servicebusinessmasterypodcast

Register for NHPC26 in Columbus, OH (April 13-16) and save $270! Use code MASTERY for the $825 rate: nhpc26.org/svc-mastery | Registration deadline: April 9

This episode is kindly powered by:

UpFrog: upfrog.com
MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/
Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod
CompanyCam: https://companycam.com/
Breezy: https://getbreezyapp.com/
Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team.
Learn more: phonetap.ai/demo 

 

AI is everywhere right now. But most contractors don't actually understand how it works.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Jeff Torello, founder of Sinjun AI, to break down what AI really is, how it works under the hood, and why so much of the industry is getting it wrong.

Jeff explains that AI isn't some all-knowing system. It's a probability engine that predicts the next word, with no real memory and no true understanding of context.

If you've been confused, overwhelmed, or skeptical about AI, this episode will give you a grounded, practical understanding of what's real and what's hype.

What You Will Learn in This Episode

• How AI actually works behind the scenes
• Why AI is a probability engine, not a thinking system
• Why AI does not truly "remember" conversations
• Why responses change every time you ask the same question
• How context windows impact AI performance
• Why long AI conversations lose accuracy over time
• The biggest misconception about AI in the trades
• Why you should focus on solving problems, not buying tools
• How to identify real AI solutions vs marketing hype
• How AI will change jobs instead of eliminating them
• What "human-in-the-loop" AI systems look like
• How AI agents will evolve into task-based execution systems

Timestamps

00:00 What AI actually is (roulette analogy)
03:20 Jeff Torello's background and Sinjun AI
05:00 AI hype vs reality in the trades
07:10 Why you should start with problems, not tools
10:20 Why AI responses change every time
13:00 Why AI has no real memory
15:30 Context windows and why AI "forgets"
17:20 Why AI is only ~80% accurate
19:30 The emotional impact of AI on the workforce
22:00 Will AI replace jobs or create new ones?
24:00 The rise of human-in-the-loop systems
26:00 How AI agents will work in the future
30:00 The Gartner hype cycle explained
35:00 Why we're still early in AI adoption
38:00 Don't believe the hype

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Joshua Crouch: https://www.linkedin.com/in/josh-crouch/
Jeff Torello: https://www.linkedin.com/in/jtorello/
Sinjun AI: https://sinjun.ai

Connect with Us
LinkedIn - https://www.linkedin.com/company/service-business-mastery
TikTok - https://www.tiktok.com/@servicebusinessmastery
Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
Instagram - https://www.instagram.com/servicebusinessmasterypodcast

Register for NHPC26 in Columbus, OH (April 13-16) and save $270! Use code MASTERY for the $825 rate: nhpc26.org/svc-mastery | Registration deadline: April 9

This episode is kindly powered by:

UpFrog: upfrog.com
MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/
Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod
CompanyCam: https://companycam.com/
Breezy: https://getbreezyapp.com/
Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team.
Learn more: phonetap.ai/demo

Most contractors are still hiding their prices. But customers are already finding that information somewhere else.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Paul Redman, President of Contractor Commerce, to break down the real impact of transparent pricing in home service businesses.

They discuss why pricing transparency is no longer optional, how AI search and Google are already surfacing pricing data, and why contractors who don't adapt risk losing control of the customer conversation.

Paul shares how online pricing tools, conversational AI, and e-commerce experiences are changing the way homeowners shop for HVAC and plumbing services. They also dive into the biggest fears contractors have around showing pricing and why most of those fears are outdated.

If you're wondering whether putting pricing on your website will hurt or help your business, this episode will completely change how you think about it.

What You Will Learn in This Episode

• Why customers ask about price before anything else
• The real reason homeowners want pricing transparency
• Why hiding your prices doesn't protect you anymore
• How AI search and Google are already exposing pricing data
• The difference between showing exact pricing and guiding expectations
• How online pricing tools increase conversions and reduce friction
• Why competitors already know your pricing
• How transparent pricing reduces objections and builds trust
• The role of financing in pricing presentation
• How contractors can use pricing to capture leads earlier in the buying journey
• Why owning the conversation is critical in modern marketing

Timestamps

00:00 "AI E-Commerce for Contractors"
04:35 "Building Roots, Launching Dreams"
07:28 "Conversational Search and HVAC Insights"
11:09 "AI Transforming Buying Process"
15:17 Google's AC Estimate Feature
17:11 "Fear of Reviews Stalling Growth"
21:54 "Car Pricing and Consumer Reasoning"
23:45 "Conversational Commerce Second Opinion Tool"
27:53 "Answering Customer Price Questions"
30:26 "Call Tracking Maximizes Marketing"
34:25 "Legacy Version and Migration Options"
37:45 "Infuse: Streamlining Buyer Journey"
40:43 "Craigslist Goat Prank Unveiled"
44:02 "Balancing AI and Human Touch"
48:33 "Connect with Contractor Commerce"

Follow the Host and Guest
Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Joshua Crouch: https://www.linkedin.com/in/josh-crouch/
Paul Redman: https://www.linkedin.com/in/paul-redman/
Contractor Commerce: https://www.linkedin.com/company/contractor-commerce/

Connect with Us
LinkedIn - https://www.linkedin.com/company/service-business-mastery
TikTok - https://www.tiktok.com/@servicebusinessmastery
Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
Instagram - https://www.instagram.com/servicebusinessmasterypodcast

Register for NHPC26 in Columbus, OH (April 13-16) and save $270! Use code MASTERY for the $825 rate: nhpc26.org/svc-mastery | Registration deadline: April 9

This episode is kindly powered by:

UpFrog: upfrog.com
MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/
Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod
CompanyCam: https://companycam.com/
Breezy: https://getbreezyapp.com/
Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team.
Learn more: phonetap.ai/demo 

AI is no longer just automation or chatbots. It's becoming a real employee for service businesses.

In this episode of Service Business Mastery, recorded live at AHR Expo 2026, Tersh Blissett sits down with Dennis Steele, co-founder of Podium, to talk about the rise of AI agents and how they're transforming HVAC and plumbing companies.

From answering calls and booking jobs to handling angry customers and following up on estimates, AI agents are beginning to perform real work that previously required multiple team members.

Dennis shares how Podium started by helping contractors get more Google reviews, how the platform evolved into a full communication system for trades, and why the new generation of AI agents can now handle complex tasks across phone calls, text messages, scheduling, and CRM data.

They also discuss real-world examples of AI agents turning angry drivers into paying customers, managing after-hours calls, and helping companies scale without burning out their staff.

If you're wondering whether AI will replace people or simply help service businesses run smarter and more efficiently, this episode breaks down what's actually happening right now.

What You Will Learn in This Episode

• What AI agents actually are and how they differ from chatbots
• Why AI agents can now perform real human-level tasks
• How AI employees can answer calls, texts, and book appointments
• How AI agents help service businesses avoid missed calls and lost leads
• A real story of an angry driver becoming a booked service call
• How AI helps companies scale customer support without hiring more CSRs
• Why consumer expectations are shifting because of AI
• How AI agents can analyze business data to generate new jobs
• How outbound AI will help fill service calendars automatically
• Why AI employees need onboarding just like human employees
• How companies can customize AI behavior with playbooks
• What service business owners should know about AI security and voice cloning

Timestamps

00:00 Introduction from AHR Expo
01:43 The origin story of Podium
03:00 What AI agents actually are
04:02 The shift from AI assistance to AI employees
06:05 How AI is changing customer expectations
07:13 Why human interaction still matters
08:15 Customers building relationships with AI agents
09:17 The angry driver story that turned into a booked job
10:16 How AI handles unlimited calls and scaling
11:28 Why after-hours calls are the biggest opportunity
12:11 AI outbound calling and membership follow-ups
13:17 Using data to generate new service opportunities
15:12 Customizing AI conversations with playbooks
18:37 When AI goes off script (opera singing story)
20:05 The origin of Podium's review platform
22:21 Building the communication platform for trades
24:10 The future of AI for service businesses
25:54 Onboarding and training your AI employee
28:47 Building strong company culture at scale
31:46 How to learn more about Podium
32:29 AI safety and voice cloning concerns

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Dennis Steele: https://www.linkedin.com/in/steeledennis/
Podium: https://www.podium.com/

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmastery
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

Marketing for home service businesses is evolving faster than ever.

Rising lead costs, private equity competition, new AI-driven ad platforms, and changing consumer behavior are forcing contractors to rethink how they attract customers.

In this episode of Service Business Mastery, Tersh Blissett sits down with Justin Riley, founder of UpFrog, to talk about what the future of marketing really looks like for HVAC, plumbing, and other home service companies.

If you want to understand where marketing for home service businesses is heading and how to stay competitive in the years ahead, this episode is packed with practical insights.

What You Will Learn in This Episode

• Why lead generation alone is no longer enough for home service companies
• The difference between lead generation and demand generation
• How organic content impacts paid advertising performance
• Why social media algorithms now reward brand engagement
• How contractors can compete with private equity-backed companies
• Why online pricing tools generate higher-value customers
• The role giveaways and tune-up offers play in customer acquisition
• Why brand awareness before equipment failure leads to better conversions
• How AI tools are influencing marketing automation
• The growing importance of marketing compliance and data management

Timestamps

00:00 "Podcast Reunion and New Program"
09:46 "Algorithms Driving Content and Ads"
12:38 Prevention-Based HVAC Marketing Strategy
17:44 "Improving Sales Success Process"
21:51 Rethinking Business Profit Expectations
28:32 "Accelerating Business Growth Opportunities"
33:21 "Opti: Compliance Tool for Messaging"
38:00 TCPA Compliance and Risk Awareness
46:12 Scaling Through Demand Generation
48:52 "Creative Local Giveaway Ideas"
53:24 Cost Efficiency of Tune-Up Pricing
01:00:12 Marketing Costs and Growth Strategy
01:05:31 Economic Cycles and Industry Trends
01:08:26 "Uncertainty and Building Challenges"
01:17:10 "Opti: ServiceTitan-GoHighLevel Integration"
01:18:48 "Steps to Business Success"

 

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Justin Riley: https://www.linkedin.com/in/justintriley/
UpFrog: https://www.linkedin.com/company/upfrog/

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmastery
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

Register for NHPC26 in Columbus, OH (April 13-16) and save $270! Use code MASTERY for the $825 rate: nhpc26.org/svc-mastery | Registration deadline: April 9

This episode is kindly powered by:

UpFrog: upfrog.com
MarketStorm is an AI-powered advertising platform. Results vary by market, budget, and campaign configuration: https://marketstorm.ai/
Get Your 14-Day Free Trial with CallRail!: https://www.callrail.com/sbmpod
CompanyCam: https://companycam.com/
Breezy: https://getbreezyapp.com/
Your calls hold the key to growing your business. PhoneTAP gives you instant AI analysis, real customer lifetime value, and tools to coach your team. Learn more: phonetap.ai/demo 

Electrification is accelerating across North America. Rebates are expanding. Regulations are tightening. And HVAC contractors are being asked to deliver higher efficiency, lower emissions, and better comfort all at the same time.

So where does dual fuel fit in?

In this episode of Service Business Mastery, recorded live at AHR Expo, Tersh Blissett sits down with Matt Schlegel and Charles Hurd to break down how dual fuel heat pumps are becoming a powerful solution for commercial and residential contractors.

If you're trying to navigate electrification, cold climate performance, rebate programs, and evolving control requirements, this episode gives you clarity and strategy.

What You Will Learn in This Episode

• What dual fuel heat pumps are and how they operate
• The difference between single heat operation and simultaneous heating
• Why electrification incentives are driving commercial demand
• How dual fuel helps avoid expensive electrical upgrades
• Why gas can outperform electric strip heat in extreme cold
• How adjustable changeover temperatures impact comfort and cost
• How to calculate annual operating costs and emissions impact
• How Controls Verification Protocol affects inverter systems
• The growing push toward communicating equipment
• What AHRI 1380 demand response compliance means for contractors
• How manufacturers are using AI to improve troubleshooting and service

Timestamps

00:00 Adjustable changeover temperature explained
05:23 What dual fuel solves in commercial applications
08:12 Gas vs electric strip heat in extreme cold
12:24 Utility cost and emissions comparison tool
16:02 How thermostats and changeover logic work
23:39 Brand loyalty after COVID shortages
28:24 Refrigerant transition challenges
33:01 CVP and communicating systems
35:31 Future of proprietary thermostats
40:49 AI in HVAC troubleshooting
44:09 Automation vs AI hype
48:15 How to become a dealer

How to become a YORK dealer 
https://www.york.com/dealers/become-a-contractor 

Follow the Host and Guest
Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Matt Schlegel: https://www.linkedin.com/in/matthew-schlegel/
Charles Hurd: https://www.linkedin.com/in/charlesrhurd/ 
Bosch: https://www.linkedin.com/company/boschhomecomfortgroup/

Connect with Us
• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmastery
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

👉 Enroll Today - https://bit.ly/3CZTDte
🚀 Get Your 14-Day Free Trial with CallRail!
👉 Visit: https://www.callrail.com/sbmpod 

Most HVAC contractors focus on equipment upgrades, but one of the biggest opportunities for better installs and higher profit is hiding in the ductwork.

In this episode of Service Business Mastery, recorded live at AHR 2026 in Las Vegas, Tersh Blissett sits down with Jarrod Scott from Aeroseal to explain how duct sealing from the inside works, why it is different from traditional mastic and tape, and how contractors can use it to improve comfort, increase system efficiency, reduce callbacks, and create a real competitive advantage.

They also discuss commercial and multifamily applications, how to think about static pressure, and why tighter buildings must still breathe through controlled mechanical ventilation.

What You Will Learn in This Episode

• How internal duct sealing works using physics and pressure
• The difference between duct sealing and duct encapsulation
• How precise sealing improves airflow and energy efficiency
• How much leakage the system can realistically seal
• Whether sealing ducts raises static pressure
• Why responsible contractors think holistically before sealing
• How tight buildings must be paired with mechanical ventilation
• The ROI case for apartment complexes and commercial buildings
• How duct sealing reduces callbacks and boosts customer satisfaction
• How to turn efficiency upgrades into a competitive advantage

Timestamps

00:00 How sealing ducts from the inside works
01:14 The physics behind internal duct sealing
04:22 How large of a leak can be sealed
06:08 Static pressure concerns and responsible installation
08:47 Why buildings must breathe mechanically
10:05 ROI for sealing apartment and commercial HVAC
12:28 Cure time and odor concerns
13:58 Water-based sealant and fire safety
16:03 Reducing callbacks and increasing customer satisfaction
17:29 Turning duct sealing into a competitive advantage

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Jarrod Scott: https://www.linkedin.com/in/jarrod-scott-06573835/
Aeroseal: https://www.aeroseal.com

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmastery
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

👉 Enroll Today - https://bit.ly/3CZTDte
🚀 Get Your 14-Day Free Trial with CallRail!
👉 Visit: https://www.callrail.com/sbmpod

This episode is kindly powered by:

UpFrog: https://upfrog.com
MarketStorm: https://marketstorm.ai/
CallRail: https://www.callrail.com/
CompanyCam: https://companycam.com/ 

 

AI is moving faster than most service businesses can keep up with.
Voice agents. Text automation. Follow-up systems. AI sales emails. Predictive messaging.
But here's the real question:

How do you use AI to convert more leads without losing the human touch?

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Ryan Fenn, CEO at CHIIRP, to break down what's actually working in AI-driven lead conversion right now.

They dive into:

• Why speed to lead still wins (and why seconds matter)

• How one word in your follow-up could be killing 90 percent of your conversions

• Why most contractors misuse AI for sales emails

• How to "download your brain" into systems using AI

• Why tools are becoming commodities and experience is becoming king

• How AI agents are replacing static drip campaigns

If you're a service business owner trying to figure out how to adopt AI without sounding robotic, this episode will give you clarity, strategy, and practical application.

What You Will Learn in This Episode

• Why speed to lead still dramatically impacts booking rates
• The difference between static drip campaigns and dynamic AI follow-up
• How AI can analyze hundreds of millions of messages to improve conversion
• Why empathy in messaging increases response rates
• How to use AI as an editor instead of a ghostwriter
• How to turn 20 years of experience into systems and training using AI
• Why the future of software is outcome-based, not tool-based
• How to evaluate tech partners based on deployment experience, not features
• Why humans will still matter even if AI becomes indistinguishable

Timestamps

00:00 The AI arms race and what's changed
03:00 Why speed to lead still dominates
08:00 The future of AI in sales and follow-up
12:20 Why humans will still matter in the age of AI
21:20 Download your brain using AI
22:11 How to use AI to write better sales emails
27:24 Why experience matters more than software features
33:02 The single word that could be killing your sales
36:00 Is there such thing as responding too fast?
40:57 AI agents replacing static drip campaigns
49:00 What contractors should stop doing immediately

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Ryan Fenn: https://www.linkedin.com/in/ryan-fenn-76568b165/
CHIIRP: https://www.linkedin.com/company/chiirp/ 

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmastery
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

 

👉 Enroll Today - https://bit.ly/3CZTDte
🚀 Get Your 14-Day Free Trial with CallRail!
👉 Visit: https://www.callrail.com/sbmpod

This episode is kindly powered by:

UpFrog: upfrog.com
MarketStorm: https://marketstorm.ai/
CallRail: https://www.callrail.com/
CompanyCam: https://companycam.com/ 

 

Scaling a home service business is not just about running more ads or getting more leads. It is about building a real company with the right marketing strategy, the right people, and a presence that customers trust.

In this episode of Service Business Mastery, Tersh Blissett sits down with Jen McKee, founder of Kee Hart Marketing, to break down what it really takes to grow and scale in today's market.

Jen shares why video is now one of the most overlooked opportunities in home services, how Google is indexing videos across platforms, and why contractors must stop treating social media like an afterthought.

They also dive into what makes a business scalable long-term, including profitability, building an asset (not a job), and why the right rooms and relationships are often the fastest path to growth.

If you are serious about scaling your business, this episode will give you both the mindset and the marketing strategy you need.

What You Will Learn in This Episode

• Why video is one of the biggest marketing advantages in home services right now
• How Google is indexing videos from Instagram, Facebook, TikTok, and YouTube
• The simple checklist that helps your videos show up in search
• Why your social media bio must clearly say what you do and where you do it
• How to scale with profits, not just revenue
• Why every owner should be building a business asset, not just a job
• The real value of conferences, networking, and being vulnerable in the right rooms
• Why you should seek advice from contractors who have actually done the thing
• How to build your presence as a leader, brand, and business in your market

Timestamps

00:00 Google is indexing all your videos now
03:10 Who Jen McKee is and what Kee Hart Marketing does
04:03 The Growth Experience conference (profits, people, presence)
10:55 Why great conferences avoid sales pitches
15:53 Why contractors should learn marketing from contractors
24:05 The mindset of continuous growth and not settling
25:17 Build an asset, not a job
26:34 The real value of conferences is your network
30:36 Stop having imposter syndrome (everyone has value)
36:16 Should contractors use AI for content?
43:18 How to get your videos indexed by Google right now
48:22 The Growth Experience details and how to get tickets

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Jen McKee: https://www.linkedin.com/in/jen-mckee-72114824/
Kee Hart Marketing: https://keehartmarketing.com/
Kee to Growth Podcast: https://www.youtube.com/@KeetoGrowthPodcast 

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmastery
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

👉 Enroll Today - https://bit.ly/3CZTDte

🚀 Get Your 14-Day Free Trial with CallRail! 👉 Visit: https://www.callrail.com/sbmpod This episode is kindly powered by:
UpFrog: upfrog.com
MarketStorm: https://marketstorm.ai/
CallRail: https://www.callrail.com/
CompanyCam: https://companycam.com/ 

AI is transforming home services. It is changing dispatching, marketing, scheduling, follow-ups, and even customer communication.

But there is one thing AI still cannot do.

Build a real team.

In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Scott Stolze, from GrwX Labs, to break down the human side of leadership and communication. These are the skills that separate average service businesses from elite ones.

You'll learn why authenticity is becoming the new competitive advantage, why leaders must create psychological safety, why quiet technicians need "energetic permission" to speak up, and why asking better questions builds trust faster than any script or automation.

If you are using AI in your business, this conversation will help you use it the right way, without losing the human connection that actually builds culture.

What You Will Learn in This Episode

• Why communication is becoming more important as AI grows
• What AI still can't replicate in leadership and team culture
• How to get quiet techs and staff to speak up in meetings
• The leadership framework Scott calls "energetic permission"
• How better questions improve trust, learning, and likability
• Why people crave authenticity in a world of AI-generated content
• How prompting AI correctly makes you a better communicator (and delegator)
• What GrowX Labs does and how they help businesses solve bottlenecks

Timestamps

00:00 Communication that AI can't replace
03:33 Why authenticity matters more than ever
08:39 The "3 wins" of asking better questions
11:14 Better questions that build real connection
13:38 Why people stay silent in groups (and how to fix it)
16:26 How asking "stupid questions" accelerates learning
19:58 Energetic permission: the leadership skill that builds teams
25:38 AI is training you to be a better communicator
32:00 What GrowX Labs is and who it helps
37:03 How to connect with Scott
38:45 Final lesson: help people succeed through connection

Follow the Host and Guest

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Scott Stolze: https://www.linkedin.com/in/scott-stolze/ 

Connect with Us

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmastery
• Facebook Group - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

Sponsors

This episode is kindly sponsored by:
UpFrog
MarketStorm
CallRail
CompanyCam

Learn how to automate tasks, save time, and increase your profit. No coding required!
👉 Enroll Today - https://bit.ly/3CZTDte

Get Your 14-Day Free Trial with CallRail!
👉 Visit: https://www.callrail.com/sbmpod

Subscribe now to stay updated with Service Business Mastery on YouTube!

 

Contractors who do not own their customer list will lose.
As AI, search, and digital platforms continue to change, relying on Google, ads, or third party platforms puts your business at risk.

In this episode of Service Business Mastery, we break down why owning your customer list is no longer optional for contractors and service business owners who want to survive and scale in the next decade.

Joshua Crouch and Tersh Blissett sit down with Peter Murphy Lewis, founder of Strategic Pete, to explain how contractors can protect their business by building direct relationships with their audience, increasing client loyalty, and using AI driven systems without giving control to platforms they do not own.

Search is changing. Ads are getting more expensive. Algorithms decide who wins and who disappears.

If you do not own your audience, you are renting your business.

This conversation explains exactly why owning your list matters more than ever and how contractors can start taking control now.

What you will learn in this episode

• Why contractors who rely only on ads and search are at risk
• How AI is accelerating changes in customer acquisition
• Why owning your customer list creates long term stability
• How client loyalty protects your business during market shifts
• The difference between renting attention and owning relationships
• How to use content and systems to stay in front of your audience
• Practical ways contractors can start building their list today

This episode is for contractors and service business owners who want predictable growth, lower marketing risk, and long term control over their business.

Timestamps

00:00 Why owning your customer list matters now
02:10 How AI is changing search and digital marketing
05:30 Why contractors lose when they rent attention
09:40 Client loyalty and long term business survival
14:30 Fractional leadership and strategic marketing explained
19:45 Why content builds ownership not dependence
25:20 Using systems to stay in front of your audience
31:40 How contractors can start owning their list
38:00 LinkedIn, partnerships, and direct relationships
43:10 Final lessons for contractors

Follow the Host and Guest:

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Peter Murphy Lewis: https://www.linkedin.com/in/petermurphylewis/
Strategic Pete: https://www.linkedin.com/company/strategic-pete/ 

 Connect with us on:

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmastery
• Facebook - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly sponsored by:

• UpFrog

• CallRail

• CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!

• MarketStorm

• priceguide

 

Learn how to automate tasks, save time, and increase your profit. No coding required!
👉 Enroll Today - https://bit.ly/3CZTDte

Get Your 14-Day Free Trial with CallRail!
👉 Visit: https://www.callrail.com/sbmpod

Subscribe now to stay updated with Service Business Mastery on YouTube!

 

In this episode of the Service Business Mastery Podcast, host Tersh Blissett sits down with Ari Meisel, Founder of Less Doing and creator of the Optimize, Automate, Outsource framework. Ari is a globally recognized expert in business automation, productivity systems, and operational efficiency, with deep hands-on experience in the construction and skilled trades.

Ari shares how extreme burnout and a Crohn's disease diagnosis forced him to redesign how he worked, leading to a system that allowed him to reclaim time, reduce stress, and build a business that runs without constant owner involvement. This conversation dives deep into automation for service businesses, decision-making systems, and what it really means to become a replaceable founder.

In this episode, you'll learn:

• How to identify automation opportunities in your service business

• Why automating decisions is more powerful than automating tasks

• The "Replaceable Founder" mindset every business owner needs

• How automation reduces stress and increases scalability

• Real-world systems for reclaiming time without sacrificing growth

If you're an HVAC, plumbing, electrical, or home service business owner feeling stuck in daily operations, this episode breaks down practical automation strategies, how to identify repetitive work, and how small system changes compound into massive time freedom.

Timestamps ⏰

[00:00] "Ari's Impact on Email Automation"

[06:15] "Masonry, Hardship, and Health Struggles"

[07:25] "Optimize, Automate, Outsource Strategies"

[12:32] Building Sustainable Generational Businesses

[15:45] "Optimize, Automate, Outsource Effectively"

[19:43] "Prioritizing Revenue in Business"

[22:24] "Automation Enhances the Human Element"

[25:52] "Asynchronous Communication Explained"

[29:20] "Benefits of Solo Voice Recording"

[30:46] "Creativity Comes with Movement"

[36:38] Flexible Work Beyond Boundaries

[39:12] iPhone Screenshot Automation Exploration

[41:32] "Apps I've Used for Years"

[46:54] Building Apps and Voice AI

[47:38] "Switching to MEM AI Tools"

[52:05] "Retirement via Automation Skills"

[54:53] "Connect with Ari for Insights"

Follow the Host and Guest:
Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Ari Meisel: https://www.linkedin.com/in/productivity-coach-entrepreneur/ 

 Connect with us on:

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmastery
• Facebook - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast

This episode is kindly sponsored by:

• UpFrog

• CallRail

• CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!

• MarketStorm

• priceguide

Learn how to automate tasks, save time, and increase your profit. No coding required!
👉 Enroll Today - https://bit.ly/3CZTDte

Get Your 14-Day Free Trial with CallRail!
👉 Visit: https://www.callrail.com/sbmpod

Subscribe now to stay updated with Service Business Mastery on YouTube!

 

If you're in the skilled trades like HVAC, plumbing, electrical, or any service where the phone rings with "Hey, my system isn't working," this episode of SBM, "What Homeowners Actually Want" with Zachary Dearing, co-founder of Mantel, breaks down real homeowner insights pulled directly from Mantel's survey data. The conversation translates the findings of the Mantel's survey "Homeowner Shopping Attitudes Report 2025" (https://www.usemantel.com/survey) into practical takeaways, making it a cheat sheet into how homeowners think, choose, and spend.

Here's why you should listen, especially if you:

• Want to make more from every visit (yes, without feeling like a pushy home comfort advisor).

• Are stuck trying to grow your business, because you keep hearing "You're too expensive" or "Let me think about it."

• Need clarity on what ACTUALLY matters to modern homeowners. Spoiler: it's not just the dollar amount.

• Are tired of home comfort "gurus" who can't back up their advice with hard data.

If you want real, actionable ways to improve your process before, during, and after the visit grab the report the team discusses at usemantel.com/survey. It's built on actual fieldwork, not fantasy.

Timestamps ⏰

[00:00] "Service Business Growth Strategies"

[04:52] "Self-Discovery in Decision-Making"

[08:57] "Persistence and Overcoming Dyslexia"

[10:48] "Overcoming Fears Through Automation"

[16:22] "Customer Obsession and User Focus"

[18:52] "Research-Driven Innovation and Giving Back"

[24:00] "Homeowner Priorities vs. Contractors"

[27:24] "Homeowners' HVAC Knowledge Gap"

[30:18] "Call Tracking for Smarter Marketing"

[31:30] "How Homeowners Find Contractors"

[36:00] "Trust and Reviews Drive Choices"

[40:52] "Home Recording Insights & Sales"

[43:26] "Homeowners Struggle to Find Clarity"

[47:46] "AI, Trends, and Future Insights"

[49:52] "Empowering Contractors to Boost Sales"

[51:55] Empowering Homeowners Through Visibility

[57:29] "Embrace Change and Adaptation"

[58:30] "Service Business Mastery Insights"

Tersh Blissett: https://www.linkedin.com/in/tershblissett/
Josh Crouch: https://www.linkedin.com/in/josh-crouch/
Zac Dearing: https://www.linkedin.com/in/zachary-dearing-b761b825/ 

Connect with us on:

• LinkedIn - https://www.linkedin.com/company/service-business-mastery
• TikTok - https://www.tiktok.com/@servicebusinessmastery
• Facebook - https://www.facebook.com/groups/servicebusinessmasterypodcast
• Instagram - https://www.instagram.com/servicebusinessmasterypodcast
• Mantel Website - www.usemantel.com

Homeowner Shopping Attitudes Report 2025:
• Full Survey - https://www.usemantel.com/survey

This episode is kindly sponsored by:

• UpFrog

• CallRail

• CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!

• MarketStorm

• priceguide

Learn how to automate tasks, save time, and increase your profit. No coding required!

👉 Enroll Today - https://bit.ly/3CZTDte
Get Your 14-Day Free Trial with CallRail!
👉 Visit: https://www.callrail.com/sbmpod Subscribe now to stay updated with Service Business Mastery on YouTube!

Learn how to automate tasks, save time, and increase your profit. No Coding required!
👉 Enroll Today - https://bit.ly/3CZTDte

🚀 Get Your 14-Day Free Trial with CallRail!

👉 Visit: https://www.callrail.com/sbmpod

In this episode of the Service Business Mastery Podcast, we sat down for an insightful discussion with Justin Deese, host of the Freedom Blueprint podcast and creator of the Service Manager Academy. We talked about how to turn top technicians into effective service managers.

Here's what we cover in this episode:

• Common mistakes we see when promoting technicians to managers

• How to set boundaries with coworkers, friends, and even spouses

• Leadership and communication tactics that actually work in the trades

• Essential tools and systems for running a high performing service team

• Creating a culture of accountability without micromanaging
  
  

If you run a home service business like HVAC, plumbing, or electrical, this episode is packed with practical strategies and insights to help your managers succeed and your business grow.

Timestamps ⏰(Video)

00:00 Leadership, Delegation, and Growth

04:06 Veteran in Home Service Industry

06:27 Life's Many Conversations on Walks

12:00 Boundaries Between Work and Life

14:18 Date Night Struggles

19:04 Leadership and Business Growth

19:51 Service Manager Academy Creation

25:13 Promoting Top Talent Pitfalls

28:47 From Chaos to Leadership

31:28 Encouraging Problem-Solving Independently

35:18 Streamlined One-to-One Accountability

36:32 Addressing Persistent Performance Issues

39:32 Exceptional Communication Drives Success

42:46 Service Business Mastery Advice

This episode is kindly sponsored by:

• UpFrog

• CallRail

• CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!

• MarketStorm

• priceguide

Connect with us!

• Tersh Blissett

• Josh Crouch

• Join the Service Business Mastery Facebook group for more updates!

• Visit our website: www.servicebusinessmastery.com

Affiliate links:

• Castmagic

• StreamYard

• IfTTT

Zyra Talk

Learn how to automate tasks, save time, and increase your profit. No Coding required!
👉 Enroll Today - https://bit.ly/3CZTDte

 

🚀 Get Your 14-Day Free Trial with CallRail!

👉 Visit: https://www.callrail.com/sbmpod

__________________________________________

 

Welcome to the Service Business Mastery Podcast!

Visit our website for more episodes and insights! https://www.servicebusinessmastery.com

 

In this episode of the Service Business Mastery podcast, Tersh Blissett and Josh Crouch talk with Darren Shaw. He is the founder of Whitespark, a company specializing in local SEO software and services, and a recognized local SEO educator with more than 45,000 newsletter subscribers, 10,000+ YouTube subscribers and 3,000+ email course sign-ups. He leads the annual Local Search Ranking Factors Survey, one of the most frequently cited resources in local SEO, and regularly speaks at local search conferences worldwide while contributing to leading SEO publications. With 27 years of experience in web development and SEO, his career began well before Google existed.

 

In this episode, here's what you can expect to learn: 

1. How Darren helped businesses improve local search rankings through reviews and content.

2. Why customer reviews and video content are essential for standing out online.

3. How AI tools are transforming local SEO and saving time on content creation.

4. Why backlinks are becoming less important and reviews are gaining more focus.

5. Practical tips for using smart marketing strategies to boost your business's growth.

 

Timestamps ⏰

[00:00] - Recap

[02:11] - Episode Introduction & Meeting Darren Shaw

[03:02] - Darren Shaw's Background and 25+ Years in Local SEO

[06:79] - Importance of Review Recency in Local SEO

[09:69] - The Decline of Backlinks in Local SEO

[10:71] - Review Diversification and Google's Role in Reviews

[18:10] - The Future of Search: Google vs. AI-driven Tools

[20:47] - Content Relevance in the Age of AI and Google AI Integration

[22:61] - The Role of YouTube in Local Search and Content Strategy

[27:42] - Using Content, AI, and Videos for Effective Local SEO

[35:67] - The Role of Email Marketing and Lead Magnets in Local SEO

[46:20] - The Future of Local Search and Google's AI Integration

If you found this conversation with Darren Shaw helpful, please leave us a review (5 stars would be greatly appreciated 😉).


Links & References:

LinkedIn: 

• Darren Shaw

• Whitespark

 

Website: 

• Whitespark

 

Youtube: 

• Whitespark

 

This episode is kindly sponsored by:

• Sera

• UpFrog

• CallRail

• CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!

• MarketStorm

• priceguide

Connect with us!

• Tersh Blissett

• Josh Crouch

• Join the Service Business Mastery Facebook group for more updates!

• Visit our website: www.servicebusinessmastery.com

Affiliate links:

• Castmagic

• StreamYard

• IfTTT

• Zyra Talk

Learn how to automate tasks, save time, and increase your profit. No Coding required!
👉 Enroll Today - https://bit.ly/3CZTDte

🚀 Get Your 14-Day Free Trial with CallRail!

👉 Visit: https://www.callrail.com/sbmpod

__________________________________________

Welcome to the Service Business Mastery Podcast!

Visit our website for more episodes and insights! https://www.servicebusinessmastery.com

In this episode of the Service Business Mastery podcast, Tersh Blissett, Co-Founder & Chief Experience Officer at Trade Automation Pros, CEO of Service Emperor, Co-Host & Founder of Service Business Mastery Podcast, and Josh Crouch, Founder of Relentless Digital Marketing Solutions & Co-Host of Service Business Mastery Podcast, talk about the key strategies that can drive success for home service businesses. They share how pricing transparency, strong community connections, and effective marketing help businesses stand out and grow. They also discuss the role of AI tools in improving operations, saving time, and creating more content. Tune in to learn how to simplify your business focus and make smarter decisions for long-term growth.

In this episode, here's what you can expect to learn: 

1. Why pricing transparency and clear estimates can drive more leads and build trust.

2. How community involvement and networking help businesses grow.

3. The importance of focusing on one thing and avoiding distractions for success.

4. Why AI tools and automation are key to saving time and improving operations.

5. How simplifying your marketing strategy can lead to better results.

 

Timestamps ⏰

[00:00] - Recap

[02:36] - Episode Introduction

[05:48] - Building Strong Customer Relationships

[06:29] - Avoiding Information Overload & Staying Focused

[10:08] - 20+ Events, Hosting Their Own, and Keynote Training

[11:47] - Standout Events: BDR Spark, Branding & Differentiation

[13:49] - AI Trend Fatigue & Contractor Skepticism

[17:26] - Wearable AI 'External Brain' & Personal Productivity

[20:25] - First Major Keynote: Nerves, Preparation & Delivery

[23:01] - Speaking on Stage vs. Breakouts & Audience Dynamics

[26:55] - Biggest Interview Surprises & Data from Homeowner Surveys

[30:04] - Recommended Starting Episode for New Listeners

[34:11] - Industry Challenges: Tariffs, Regulations & Consumer Shifts

[37:34] - Embarrassing Moments On-Air & On Stage

[40:11] - Favourite Podcast Moments & Listener Reflections

[42:45] - Looking Ahead to 2026 & New AI Product Direction

[46:18] - What Topics Should We Cover in 2026?

[48:09] - Your 2026 Business Changes? Scaling Up or Down

If you found this conversation helpful, please leave us a review (5 stars would be greatly appreciated 😉).


Links & References:

LinkedIn: 

• Tersh Blissett

• Josh Crouch

• Trade Automation Pros

• Service Emperor

• Service Business Mastery Podcast

• Relentless Digital Marketing Solutions

 

Website: 

• Trade Automation Pros

• Service Emperor

• Service Business Mastery Podcast

• Relentless Digital Marketing Solutions

 

Youtube: 

• Service Business Mastery Podcast

This episode is kindly sponsored by:

• Sera

• UpFrog

• CallRail

• CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!

• MarketStorm

• Lace.ai

• priceguide

Connect with us!

• Tersh Blissett

• Josh Crouch

• Join the Service Business Mastery Facebook group for more updates!

• Visit our website: www.servicebusinessmastery.com

Affiliate links:

• Castmagic

• StreamYard

• IfTTT

• Zyra Talk

Learn how to automate tasks, save time, and increase your profit. No Coding required!
👉 Enroll Today - https://bit.ly/3CZTDte

🚀 Get Your 14-Day Free Trial with CallRail!

👉 Visit: https://www.callrail.com/sbmpod

__________________________________________

 

Welcome to the Service Business Mastery Podcast!

Visit our website for more episodes and insights! https://www.servicebusinessmastery.com

 

In this episode of the Service Business Mastery podcast, Tersh Blissett and Josh Crouch talk with Crystal Williams at AHR Expo 2025. She is the Co-Founder of Lemon Seed Marketing, Marketing Strategist at McWilliams Heating, Cooling, and Plumbing & Co-Host of From The Yellow Chair Podcast. Crystal shares how she helped grow her family's HVAC business from a small operation into a $10 million company across three locations. She explains why strong branding, clear messaging, and solid operations must work together for long-term success. Crystal also talks about the power of local marketing, smart content strategies, and using AI tools to save time. Learn how to build a brand that stands out and keeps your business growing.

 

In this episode, here's what you can expect to learn: 

1. How Crystal helped grow a rural HVAC business to $10 million in sales.

2. Why answering the phone and improving operations helps marketing work better.

3. The value of branding with purpose and telling your company's story clearly.

4. Tips for using local events, teams, and content to build strong community ties.

5. How AI tools can help create content faster without losing your voice.

 

Timestamps ⏰

[00:00] - Recap

[03:12] - Episode Introduction & Meeting Crystal Williams

[06:01] - What Lemon Seed Does for Contractors

[08:08] - Crystal's Background in HVAC and Business Growth

[12:52] - Stop Blaming Your Digital Marketing Agency

[17:35] - Repurposing Content with AI for More Reach

[22:23] - From the Yellow Chair: Crystal's Own Podcast

[26:36] - How to Avoid Losing Clients During a Rebrand

[31:12] - Protecting Your Brand Reputation in the Field

[35:50] - What to Expect in ROI from Branding

[39:50] - Best ROI for Community Involvement

If you found this conversation with Crystal Williams helpful, please leave us a review (5 stars would be greatly appreciated 😉).


Links & References:

LinkedIn: 

• Crystal Williams

• Lemon Seed Marketing

• McWilliams Heating, Cooling, and Plumbing

• From the Yellow Chair

 

Website: 

• Lemon Seed Marketing

• McWilliams Heating, Cooling, and Plumbing

• From The Yellow Chair Podcast

 

Youtube: 

• From The Yellow Chair Podcast

This episode is kindly sponsored by:

• Sera

• UpFrog

• CallRail

• CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!

• MarketStorm

• Lace.ai

• priceguide

Connect with us!

• Tersh Blissett

• Josh Crouch

• Join the Service Business Mastery Facebook group for more updates!

• Visit our website: www.servicebusinessmastery.com

Affiliate links:

• Castmagic

• StreamYard

• IfTTT

• Zyra Talk

 

Learn how to automate tasks, save time, and increase your profit. No Coding required!
👉 Enroll Today - https://bit.ly/3CZTDte

__________________________________________

Welcome to the Service Business Mastery Podcast!

Visit our website for more episodes and insights! https://www.servicebusinessmastery.com

 

In this episode of the Service Business Mastery podcast, Tersh Blissett & Josh Crouch chat with Danica Patrick, Race Car Driver, Host of the Pretty Intense Podcast, an Entrepreneur, and Motivational Speaker at Service World Expo. She shares how she transitioned from a successful racing career to building her own business ventures. Danica explains how passion, vision, and strong teams are key to long-term success. She also discusses the importance of goal setting, staying true to your vision, and how to overcome challenges in both racing and business. Learn how belief in your goals and dedication can drive growth and fulfillment in your career.

 

In this episode, here's what you can expect to learn: 

1. How Danica transitioned from a racing career to entrepreneurship.

2. Why having a clear vision and staying dedicated is key to success.

3. The importance of building strong teams and staying true to your goals.

4. How to overcome challenges in both business and racing.

5. Ways belief in your vision can lead to long-term growth and fulfillment.

 

Timestamps ⏰

[00:00] – Recap

[01:08] – Episode Introduction & Meeting Danica Patrick

[01:30] – The Road to Racing & Breaking Barriers

[02:17] – Finding Success in Racing

[03:56] – The Role of Timing and Luck in Success

[06:58] – Transitioning to NASCAR

[09:05] – Podcasting and Trade Show Conversations

[09:54] – The Business Transition from Racing to Entrepreneurship

[12:13] – Building a Team and Trust in Business

[13:27] – The Struggles of Capital and Decision Making in Startups

[15:19] – Black Mirror and Technology's Growing Influence

If you found this conversation with Danica Patrick helpful, please leave us a review (5 stars would be greatly appreciated 😉).


Links & References:

 

LinkedIn: 

• Danica Patrick

 

Website: 

• Danica Patrick

• Pretty Intense Podcast

Connect with us!

• Tersh Blissett

• Josh Crouch

• Join the Service Business Mastery Facebook group for more updates!

• Visit our website: www.servicebusinessmastery.com

Affiliate links:

• Castmagic

• StreamYard

• IfTTT

• Zyra Talk

 

Learn how to automate tasks, save time, and increase your profit. No Coding required!
👉 Enroll Today - https://bit.ly/3CZTDte

 

🚀 Get Your 14-Day Free Trial with CallRail!

👉 Visit: https://www.callrail.com/sbmpod

__________________________________________

 

Welcome to the Service Business Mastery Podcast!

Visit our website for more episodes and insights! https://www.servicebusinessmastery.com

 

In this episode of the Service Business Mastery podcast, Tersh Blissett & Josh Crouch talk with Jen McKee at Epic 2025 in Orlando Florida. Jen is the owner of Kee Hart Marketing, a social media agency focused on helping home service businesses grow. Jen shares her journey from starting her own agency to becoming a leader in social media marketing for the trades industry. She explains how passion, consistency, and understanding the platform are crucial to success. Jen also discusses the importance of building a strong personal brand, adapting to different markets, and overcoming challenges in business. Learn how dedication and creativity can lead to long-term growth and fulfillment in your business.

 

In this episode, here's what you can expect to learn: 

1. How Jen transitioned from running a social media agency to helping home service businesses grow.

2. Why passion, consistency, and understanding your platform are key to success.

3. The importance of building a personal brand and adapting to different markets.

4. How to overcome challenges in social media marketing and business.

5. Ways creativity and perseverance can lead to long-term growth and fulfillment in your business.

 

Timestamps ⏰

[00:00] - Recap

[02:05] - Jen's Social Media Agency & Trade Focus

[03:25] - Early TikTok Success with a Client

[04:52] - Algorithm Changes & User Control

[08:26] - Why Native Content Beats Ads on TikTok

[10:28] - TikTok Shop & Influencer Marketing

[12:42] - Key Social Media Metrics to Track

[13:50] - Building an Email List from Social Media

[16:50] - The Critical Importance of Video Hooks

[20:15] - Case Study: A Viral TikTok Video

[21:08] - Handling Trolls & Negative Comments

[23:28] - Engagement is the #1 Metric

[26:14] - Recovering from Poor Content Performance

[31:12] - Derek's Viral HVAC Content Strategy

[34:48] - The Journey to Consistent Content Success

[38:34] - Recommended Tools & Batch Creation

[39:50] - Scheduling vs. Native Posting Strategy

[45:45] - Personal vs. Business Branding Online

[50:35] - How Personal Content Builds Connection

[56:08] - How to Connect with Jen McKee

If you found this conversation with Jen McKee helpful, please leave us a review (5 stars would be greatly appreciated 😉).


Links & References:

 

LinkedIn: Jen McKee

Website: Kee Hart Marketing

Facebook: Jen McKee

Instagram: keehartmarketing

TikTok: Marketing4PlumbersHVAC

Youtube: The Kee to Growth Podcast

 

This episode is kindly sponsored by:

• Sera

• UpFrog

• CallRail

• CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!

• MarketStorm

• Lace.ai

• priceguide

Connect with us!

• Tersh Blissett

• Josh Crouch

• Join the Service Business Mastery Facebook group for more updates!

• Visit our website: www.servicebusinessmastery.com

Affiliate links:

• Castmagic

• StreamYard

• IfTTT

• Zyra Talk

 

Learn how to automate tasks, save time, and increase your profit. No Coding required!
👉 Enroll Today - https://bit.ly/3CZTDte

 

🚀 Get Your 14-Day Free Trial with CallRail!

👉 Visit: https://www.callrail.com/sbmpod

__________________________________________

 

Welcome to the Service Business Mastery Podcast!

Visit our website for more episodes and insights! https://www.servicebusinessmastery.com

 

In this episode of the Service Business Mastery podcast, Tersh Blissett talks with Luke Peters, Founder & CEO of Apex CEO Business Turnarounds, Former CEO of Newair and Host of The 8-Figure Product CEO Podcast. He shares how he grew a home appliance brand from a garage startup to over $600 million in sales without outside funding. He explains how focusing on margins, pricing, and team alignment helps business owners grow with less stress. Luke also discusses how to lead with purpose, hold people accountable, and use AI as a tool to boost productivity. Learn how small changes in leadership and strategy can lead to big business results.

 

In this episode, here's what you can expect to learn: 

1. How Luke built Newair into a top brand with no outside funding.

2. Why raising prices and tracking margins can boost business profits.

3. The importance of team alignment and holding leaders accountable.

4. How to spot and fix weak points in your operations and sales process.

5. Ways AI can support business tasks while still needing human input.

 

Timestamps⏰

[00:00] - Recap

[02:45] - Episode Introduction & Meeting Luke Peters

[04:30] - Luke's Journey: From Pool Service to CEO

[06:52] - Finding a "Blue Ocean" with Niche Products

[09:19] - The Business Framework: Alignment & Margins

[11:52] - Should You Share Company Finances with Employees?

[20:02] - Why Raising Prices is Your Best Lever

[25:06] - How to Track Margins Effectively

[27:25] - The Real-World Impact of AI on Business

[32:23] - Empowering Teams and Building Company Culture

If you found this conversation with Luke Peters helpful, please leave us a review (5 stars would be greatly appreciated 😉).


Links & References:

LinkedIn: 

• Luke Peters

• Apex CEO Business Turnarounds

• Newair

• The 8-Figure Product CEO

 

Website: 

• Apex CEO Strategic Coaching

• Newair

• The 8-Figure Product CEO

 

This episode is kindly sponsored by:

• Sera

• UpFrog

• CallRail

• CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!

• MarketStorm

• Lace.ai

• priceguide

 

Connect with us!

• Tersh Blissett

• Josh Crouch

• Join the Service Business Mastery Facebook group for more updates!

• Visit our website: www.servicebusinessmastery.com

 

Affiliate links:

• Castmagic

• StreamYard

• IfTTT

• Zyra Talk