“Good help sure is hard to find” is a familiar rallying cry for contractors these days. Now, consider this… What if you had plenty of eager young talent waiting right outside your door but were legally bound not to hire them? Believe it or not, it’s a battle that Matt LaMartina (https://www.linkedin.com/in/matt-lamartina-82678248/), President and GM of Tony LaMartina Plumbing Company (https://www.tonylamartinaplumbing.com/), and his fellow contractors in St. Louis are fighting today. Hear how Matt has been leveraging partnerships, including the competition, to continue scaling his business as they fight for the right to employ more local apprentices. Join us as we discuss: - (7:45) Trying not to “grow broke” while meeting customer needs - (18:18) Why you need to offer customers more than a phone number - (24:23) How a partnership with a local school evolved into a fight for labor Check out these resources we mentioned during the podcast: - Nexstar (https://www.nexstarnetwork.com/)  - Ranken Technical Institute (https://ranken.edu/) You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), on Spotify (https://open.spotify.com/show/76wMZ1SJV4OAql9HzbnQ87?si=85dc59f7c6e244b2), or here (https://www.servicetitan.com/podcast). Know a business that could use a bit of muscle from ServiceTitan?  Refer them here! (https://www.servicetitan.com/referrals) Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Finding and implementing new business insights can be one of the biggest challenges for owner-operators and managers in the trades. Who’s got time to chase new ideas when you’re constantly “putting out fires?” But when Blake Wiltshire (https://www.linkedin.com/in/blake-wiltshire-3ba98b9/), Director of Residential Services at Althoff Industries (https://www.althoffind.com/), and his fellow leaders left town for a three-day business planning and budgeting seminar, everything changed. By taking time to separate himself from the everyday chaos, Blake’s outlook on strategic growth completely shifted. Blake drops by to share his insights on business planning, budgeting, and why prioritizing goals is key to not breaking your processes during insane growth. Join us as we discuss: - (2:15) Rising from entry-level office grunt to an operational lead - (8:08) How moving training off-site can boost learning input - (15:52) Why business planning and budgeting are in separate buckets - (22:40) Advice to owner-operators who are considering big changes Check out these resources we mentioned during the podcast: - EGIA (https://egia.org/) You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), on Spotify (https://open.spotify.com/show/76wMZ1SJV4OAql9HzbnQ87?si=85dc59f7c6e244b2), or here (https://www.servicetitan.com/podcast). Know a business that could use a bit of muscle from ServiceTitan?  Refer them here! (https://www.servicetitan.com/referrals) Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Home services is bound by a universal truth — homeowners reach out to contractors when they have a problem that needs to be solved. So when people see or hear your ads, the chances are they don’t need you at all… yet. Then how do you make sure you’re the first person they think of when they need help? You guide your marketing to make them feel something. Ryan Chute (https://www.wizardofads.contractors/about-us), Partner at Wizard of Ads (https://www.wizardofads.contractors/), explains how neuroscience in branding can help you tell a story that empathizes with your target audience so you’re top-of-mind in your market. Join us as we discuss: - (3:44) Why home services is such a challenging industry to market  - (6:16) The neuroscience behind successful brand storytelling - (18:27) The “magic” behind ad spend in local markets - (25:40) An example of a wildly successful ad campaign Check out these resources we mentioned during the podcast: - WizardofAds.Contractors (https://www.wizardofads.contractors/)  - The Wizard of Ads: Turning Words into Magic and Dreamers into Millionaires (https://www.amazon.com/Wizard-Ads-Turning-Dreamers-Millionaires/dp/1885167296/ref=sr_1_2?hvadid=241655092940&hvdev=c&hvlocphy=9018911&hvnetw=g&hvqmt=e&hvrand=17793889828108357805&hvtargid=kwd-133029622&hydadcr=21872_10169585&keywords=wizard+of+ads&qid=1689631699&sr=8-2) (The Wizard of Ads Series, Volume 1) by Roy H. Williams  - Drain Magic (https://drainmagic.com/)  - KickCharge Creative (https://www.kickcharge.com/?kc)  - Wizard Academy (https://wizardacademy.org/) You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), on Spotify (https://open.spotify.com/show/76wMZ1SJV4OAql9HzbnQ87?si=85dc59f7c6e244b2), or here (https://www.servicetitan.com/podcast). Know a business that could use a bit of muscle from ServiceTitan?  Refer them here! (https://www.servicetitan.com/referrals) Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Tasha Roberts (https://www.linkedin.com/in/tasha-roberts-6174123a/) knew she had a lot to learn after suddenly having to step in to lead her parents’ business, ASAP Commercial Doors (https://asapcommercialdoors.com/), in 2016. But thanks to her relentless drive to learn from industry leaders across different trades, she’s helped triple the company’s growth in that time. Now the president of ASAP, Tasha has led the company through a rebrand, gone all in on the commercial sector, and built an apprenticeship program that champions values over experience. Hear how Tasha navigated the early years after her unexpected transition into the trades and why she believes attitude can make or break a family business.       Join us as we discuss: - (1:45) Being thrust into the trades after a serious life event  - (8:54) Making space to learn the business by delegating - (17:02) A dramatic rebrand and committing to commercial services - (28:01) An apprenticeship program built on core values Check out these resources we mentioned during the podcast: - The Ed Mylett Show (https://www.edmylett.com/podcast) - Prolific Brand Design (https://prolificbranddesign.com/) You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), on Spotify (https://open.spotify.com/show/76wMZ1SJV4OAql9HzbnQ87?si=85dc59f7c6e244b2), or here (https://www.servicetitan.com/podcast). Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.  Hosted on Ausha. See ausha.co/privacy-policy for more information.

Lamont Page, a service technician at Worley's Home Services (https://www.callworleys.com/) in Yorktown, VA, is no stranger to long days with nonstop work calls. But soon after starting at Worley’s, his bosses told him to do something extraordinary — stop working so hard. That’s when they shipped him off to Arizona to work with Derrek Hofrichter (https://www.linkedin.com/in/derrekhofrichter/), Business Coach and Trainer at Service Business Evolution (https://sbeodyssey.com/) (SBE). SBE works with technicians to up their sales game by building real relationships with their customers. And it starts with listening and asking questions. Tune in to hear Lamont’s story and coaching insights from Derrek as we unpack a human-to-human approach to the technician sales process.    Join us as we discuss: - (10:10) How focusing on relationships builds customer equity   - (23:45) Why techs need to ask good questions to gain trust - (33:37) What sets the sales experts apart from the amateurs Check out these resources we mentioned during the podcast: - Never Split the Difference: Negotiating As If Your Life Depended On It (https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805) by Chris Voss and Tahl Raz  - The HVAC Apprentice (https://podcasts.apple.com/us/podcast/the-hvac-apprentice/id1521487680) podcast Know a business that could use a bit of muscle from ServiceTitan? Refer them here! (https://www.servicetitan.com/referrals) You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), on Spotify (https://open.spotify.com/show/76wMZ1SJV4OAql9HzbnQ87?si=85dc59f7c6e244b2), or here (https://www.servicetitan.com/podcast). Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Lots of marketers have shifted their focus from the mailbox to the inbox, but the numbers don’t lie. Direct mail is still one of the most reliable vehicles for customer engagement. As Guy Fashano, Sales Manager at MSI Mailing Systems (https://www.msimail.net/), points out — digital marketing isn’t the only player in town that can harness data to track ROI and open rates. Hear how direct mail marketing can help you retain customers and build brand equity for your business in 2023 and beyond! Join us as we discuss: - (5:13) The tangible benefits and staying power of direct mail  - (14:05) How direct mail can help boost your brand equity - (30:17) Practical tips for starting your first direct mail campaign Check out these resources we mentioned during the podcast: - guy@msimail.net (mailto:guy@msimail.net)  - Call or text Guy with your questions at 916-769-5200 - Raiser’s Edge NXT (https://www.blackbaud.com/products/blackbaud-raisers-edge-nxt)  - Marketing Pro (https://www.servicetitan.com/features/pro/marketing/direct-mail?utm_campaign=toolboxforthetrades&utm_source=shownotes&utm_medium=podcast&utm_content=e132) Direct Mail Tool You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), on Spotify (https://open.spotify.com/show/76wMZ1SJV4OAql9HzbnQ87?si=85dc59f7c6e244b2), or here (https://www.servicetitan.com/podcast). Know a business that could use a bit of muscle from ServiceTitan? Refer them here! (https://www.servicetitan.com/referrals)  Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Private equity is a hot topic in the trades, especially for family-owned businesses. But how can business operators know when it’s the right time to sell — and when not to? To help answer that question, we talked with Amber Gaige (https://www.linkedin.com/in/amber-gaige-55880826/), Founder of Saber Marketing Group (https://sabermarketinggroup.com/). From growing up in a family of contractors to selling her own business to private equity in 2018, Amber has seen it all. Amber shares how she’s helping prepare other owners for their transition into the world of private equity and streamlining marketing efforts for family-owned businesses.   Join us as we discuss: - (9:24) The culture shock from partnering with private equity - (18:15) How to determine if you’re ready for a PE partnership - (25:03) Why marketing should be one of your critical systems Check out these resources we mentioned during the podcast: - Benjamin Franklin Plumbing (https://www.benjaminfranklinplumbing.com/)  - Potty Talk: Why Some Marketing Works and Some Should Just Be Flushed (https://pottytalkbook.com/) You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), on Spotify (https://open.spotify.com/show/76wMZ1SJV4OAql9HzbnQ87?si=85dc59f7c6e244b2), or here (https://www.servicetitan.com/podcast). Know a business that could use a bit of muscle from ServiceTitan? Refer them here! (https://www.servicetitan.com/referrals) Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Hello, Contractors! For your holiday enjoyment, we’re revisiting one of our favorite conversations starring Keith Mercurio (https://www.linkedin.com/in/keith-mercurio/). Keith is the Senior Director of Executive Success at ServiceTitan (https://www.servicetitan.com/) and founder/CEO of Ethical Influence Global (https://ethicalinfluenceglobal.com/), and his insights on leadership, training, and mindset are a goldmine for entrepreneurs. So as you’re prepping your grill this 4th of July, tune in to hear one of our industry leader’s thoughts on overcoming your business’ biggest hurdle for growth… YOU! Join us as we discuss: - (6:02) Deconstructing preconceived notions around the trades - (16:08) How owners can be their own worst growth constraint - (28:52) Personal development and resetting your mindset - (39:24) Transforming false positivity into powerful thinking Check out these resources we mentioned during the podcast: - Loving What Is: Four Questions That Can Change Your Life (https://www.amazon.com/Loving-What-Four-Questions-Change/dp/1400045371) by Byron Katie and Stephen Mitchell - The Four Agreements: A Practical Guide to Personal Freedom (https://www.amazon.com/Four-Agreements-Practical-Personal-Freedom/dp/1878424319) by Don Miquel Ruiz - Making Sense (https://samharris.org/podcast/) podcast by Sam Harris - The Tim Ferriss Show (https://tim.blog/podcast/) podcast by Tim Ferriss - Ted Radio Hour (https://www.npr.org/programs/ted-radio-hour/) on NPR Know a business that could use a bit of muscle from ServiceTitan?  Refer them here! (https://www.servicetitan.com/referrals) You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), on Spotify (https://open.spotify.com/show/76wMZ1SJV4OAql9HzbnQ87?si=85dc59f7c6e244b2), or here (https://www.servicetitan.com/podcast).   Hosted on Ausha. See ausha.co/privacy-policy for more information.

A lot of contractors don’t spend much time thinking about how their personal branding may reflect on their business. But as Eric Thomas (https://www.linkedin.com/in/eric-thomas-444388108/), President of Rival Digital (https://rivaldigital.com/) and Host of the Smart HVAC Marketing (https://rivaldigital.com/podcast/) podcast, reminds us in this episode, people buy from people. Everything you say or do in digital channels, especially social media, impacts your reputation for better or worse. And if you don’t take control of your narrative, then others will eventually define it for you. Eric breaks down personal branding in the trades while reminding contractors who the real heroes of their stories are. Join us as we discuss: - (6:42) Multiplying your networking reach through podcasting - (13:22) Why contractors need to stop trying to be the heroes - (20:06) Mastering your digital footprint in personal channels - (25:08) How Red Robin became a part of Eric’s online persona Check out these resources we mentioned during the podcast: - Facebook (https://www.facebook.com/hvac.eric/)   - Rival Digital (https://rivaldigital.com/) - Smart HVAC Marketing (https://rivaldigital.com/podcast/) - ServiceTitan Referrals (https://www.servicetitan.com/referrals) You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), on Spotify (https://open.spotify.com/show/76wMZ1SJV4OAql9HzbnQ87?si=85dc59f7c6e244b2), or here (https://www.servicetitan.com/podcast). Know a business that could use a bit of muscle from ServiceTitan?  Refer them here! (https://www.servicetitan.com/referrals) Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Mike Rudolf (https://www.linkedin.com/in/mike-rudolf-498a2410/), COO at Sila Services (https://sila.com/), and his colleagues knew they needed to form valuable partnerships if they were going to fulfill their vision for growth. So they teamed up with ServiceTitan and private equity to step up their expansion efforts. But now they had a new problem. How would they efficiently integrate these new best practices in 23 locations? Thus, Sila’s Center of Excellence (CoE) was born. By funneling their subject matter experts through the CoE, Sila is continually evolving to keep up with their incredible growth. Mike and the CoE’s director, Marisa Samuel, gives us an exclusive peek into how the CoE makes their people and processes better, stronger, and faster by bringing creative champions together. Join us as we discuss: - (6:17) Sila Services’ partnerships and rapid two-year growth - (9:54) Identifying the need for the Center of Excellence - (18:07) Maintaining the CoE and measuring practical benefits - (25:07) A business-in-a-business structure for subject matter experts Check out these resources we mentioned during the podcast: - Mike Rudolf (https://www.linkedin.com/in/mike-rudolf-498a2410/) - Sila Services (https://sila.com/) - Pantheon 2023 (https://pantheon.servicetitan.com/event/d47d39f7-1081-4d5e-82f0-3a79a61ef6f7/summary) You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), on Spotify (https://open.spotify.com/show/76wMZ1SJV4OAql9HzbnQ87?si=85dc59f7c6e244b2), or here (https://www.servicetitan.com/podcast). Know a business that could use a bit of muscle from ServiceTitan?  Refer them here! (https://www.servicetitan.com/referrals) Listening on a desktop & can’t see the links? Just search for Toolbox of the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.