Everyone wants the right people for the job. But in an industry facing a talent shortage, that’s not enough. It’s more important to hire the right personality for the job. That’s how President Josh Bigelow (https://www.linkedin.com/in/josh-bigelow-76022b13/) approaches hiring at Great Dane Heating & Air Conditioning (https://greatdanehvac.com/), and that piece of wisdom has helped the company grow tremendously over the last two decades. In this episode, Josh and I discuss: - Why you should hire for personality - The value of consultancies - Why you need to join a peer-to-peer group Check out these resources we mentioned during the podcast: - HVAC Spells Wealth (https://www.amazon.com/HVAC-Spells-Wealth-Ron-Smith/dp/142431481X) - The Go-Giver (https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288) If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), Spotify (https://www.stitcher.com/podcast/toolbox-for-the-trades), or here (https://www.servicetitan.com/). 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 for the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Some shops are happy trucking along as a lifestyle business. And there is nothing wrong with that. But if you want to grow aggressively, you need to learn about acquisitions. That’s one of the secrets John Wilson, Owner at Wilson Plumbing and Heating (https://www.linkedin.com/company/wilson-plumbing-&-heating-inc./about/), has learned rapidly growing the family business from its comparatively small roots into a sprawling operation. What we talked about: - The secrets to scaling - How to approach marketing - How to expand through acquisitions Check out these resources we mentioned during the podcast: - The Making of an American Capitalist (https://www.amazon.com/Buffett-American-Capitalist-Roger-Lowenstein/dp/0812979273) - Rich Dad Poor Dad (https://www.amazon.com/Rich-Dad-Poor-Teach-Middle/dp/1612680194) - The Outsiders (https://www.amazon.com/Outsiders-Unconventional-Radically-Rational-Blueprint-ebook/dp/B009G1T74O/ref=sr_1_2?crid=27S3KN1H8BBMB&dchild=1&keywords=the+outsiders+ceo+book&qid=1615978236&sprefix=the+outsiders+ce%2Cstripbooks%2C188&sr=8-2) - The Millionaire Next Door (https://www.amazon.com/Millionaire-Next-Door-Surprising-Americas/dp/1589795474) If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), Spotify (https://www.stitcher.com/podcast/toolbox-for-the-trades), or here (https://www.servicetitan.com/). 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 for the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

No matter what you want to achieve in your business, there is no silver bullet that’ll get you there overnight. Success is a byproduct of crafting the correct systems and procedures. That focus is how Chisholm Brunner (https://www.linkedin.com/in/chisholmbrunner/), Carrier and ICP National Accounts at Carrier Corporation (https://www.carrier.com/carrier/en/worldwide/), has gone from success to success throughout her career. In this episode, we discuss: - Why systems and processes are the key to everything - Why dispatchers make or break your business - Why your customers need options If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), Spotify (https://www.stitcher.com/podcast/toolbox-for-the-trades), or here (https://www.servicetitan.com/). 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 for the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

If you want loyal customers, you need to influence them. But how do you do that without feeling shady? In the latest episode, Keith Mercurio (https://www.linkedin.com/in/keith-mercurio-994aa2a0), Sr. Director of Executive Success at ServiceTitan (https://www.servicetitan.com/) and Founder and CEO of Ethical Influence Institute (https://keithmercurio.com/speaking/), shares the secrets of ethical influence and how they can elevate your leadership. We discuss: - The power of ethical influence - How poor messaging shrinks your talent pool - How to inspire people - The value of powerful thinking Check out these resources we mentioned during the podcast: - The Four Agreements (https://www.amazon.com/Four-Agreements-Practical-Personal-Freedom/dp/1878424319) - The Allegory of the Cave (https://web.stanford.edu/class/ihum40/cave.pdf) - Tim Ferriss (https://tim.blog/) - The Seven Habits of Highly Effective People (https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/0743269519) If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), Spotify (https://www.stitcher.com/podcast/toolbox-for-the-trades), or here (https://www.servicetitan.com/). 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 for the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Have you thought about your exit strategy, or does the word sale sound too much like the end? Well, the truth is, there is a lot more to a sale than you may think. In this episode, Brian Cohen (https://www.linkedin.com/in/brian-cohen-88068647/), Business Strategist, SF&P Advisors (https://www.sfpadvisors.com/), covers the ins and outs of mergers, sales, and acquisitions. We discuss: - The many shapes a sale may take - Navigating private equity - The importance of knowing the value of your business If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), Spotify (https://www.stitcher.com/podcast/toolbox-for-the-trades), or here (https://www.servicetitan.com/). 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 for the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

How well is your marketing working? Which channels work best? What’s your cost per lead? If you can’t measure it, you can’t improve it. That’s one of the first things Megan Bedford (https://www.linkedin.com/in/megan-bedford-cfe-4b74833/), Owner at Mugyver Consulting (https://www.facebook.com/pages/Mugyver-Consulting/107944594304467), looks at when assessing the marketing performance of a business. She joins me in the latest Toolbox for the Trades to go over how to market like a pro. We discuss: - Why internal systems are foundational to marketing - How to think about your website (including SEO) - Why email marketing still works If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), Spotify (https://www.stitcher.com/podcast/toolbox-for-the-trades), or here (https://www.servicetitan.com/). 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 for the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

When your technicians are empowered to invest in themselves, they indirectly invest in your company too. Ergo, growth in your techs means growth in your business. Everybody wins! Today’s guest, Brad Pesek (https://www.linkedin.com/in/brad-pesek-a84889178/), is the CFO at McWilliams & Son (https://www.mcwilliamsandson.com/) HVAC company. In addition to tips for incentivizing your technicians to grow professionally, Brad shares… - The transferable skills he took from teaching high school math to the trades - His most effective recruiting tools - The value of having a mentor and how to find one Resources mentioned: - The E Myth (https://www.amazon.com/Myth-Revisited-Small-Businesses-About/dp/0887307280) - The 7 Habits of Highly Effective People (https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/0743269519) - The Speed of Trust (https://www.amazon.com/SPEED-TRUST-Thing-Changes-Everything/dp/1416549005) - See You At The Top (https://www.amazon.com/See-You-At-Top-Anniversary/dp/0743596781) - How to Win Friends and Influence People (https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034) - Start With Why (https://www.amazon.com/Start-Why-Leaders-Inspire-Everyone/dp/1591846447) - The 21 Irrefutable Laws of Leadership (https://www.amazon.com/21-Irrefutable-Laws-Leadership-Anniversary/dp/0785288376) - Man’s Search for Meaning (https://www.amazon.com/Mans-Search-Meaning-Viktor-Frankl/dp/080701429X) - What Got You Here Won’t Get You There (https://www.amazon.com/What-Got-Here-Wont-There-ebook/dp/B000Q9J128) - Never Split the Difference (https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805) If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), Spotify (https://www.stitcher.com/podcast/toolbox-for-the-trades), or here (https://www.servicetitan.com/). 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 for the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Growing a business can be challenging to manage — especially when there are mergers and acquisitions involved. But getting it right can mean the difference between $40k a month and $40k a day.   At least, it did for Shane Jaeger (https://www.linkedin.com/in/shane-jaeger-4088939/), President of Operations, The Lawton Group, who joins me on the latest episode to discuss how he pulled it off. What we talked about: - How Shane looks at mergers after seeing them from both sides - What to look for in a company you plan to acquire - Why paying close attention to growth is as important as the bottom line If you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), Spotify (https://www.stitcher.com/podcast/toolbox-for-the-trades), or here (https://www.servicetitan.com/). 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 for the Trades in your favorite podcast player.   Hosted on Ausha. See ausha.co/privacy-policy for more information.

Your customer service is just as important to your business as the quality of your work. People hire people who are understanding and compassionate.And that starts at the top.Lauren Vahey, the Director of Customer Experience at Nicholson Plumbing & HVAC (https://nicholson-hvac.com/), joins Jackie in this episode to discuss compassion in customer service, as well as… - What real work-life balance looks like in the trades- Tips for other companies trying to implement exceptional customer service- How to foster loyalty with your employees- Advice for getting more (and better) online reviewsIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), Spotify (https://www.stitcher.com/podcast/toolbox-for-the-trades), or here (https://www.servicetitan.com/).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 for the Trades in your favorite podcast player.  Hosted on Ausha. See ausha.co/privacy-policy for more information.

No warehouse? No problem. It’s 100% possible to operate your service & repair business completely remotely.Take it from Tersh Blissett (https://www.linkedin.com/in/tershblissett/), CEO of Service Emperor (https://serviceemperor.com/) and host of the Service Business Mastery (https://servicebusinessmastery.serviceemperor.com/) podcast. He was running a team of technicians sans warehouse long before we even heard about COVID.In this episode of Toolbox for the Trades, Tersh talks to Jackie about… -His journey from the Air Force into the trades- Unexpected challenges he faced when buying his first business- Expert tips for other service businesses to go totally remote- Why it’s important to collaborate with other tradespeople & business ownersIf you want to hear more stories from the trades, subscribe to Toolbox for the Trades on Apple Podcasts (https://podcasts.apple.com/us/podcast/toolbox-for-the-trades/id1503078938), Spotify (https://www.stitcher.com/podcast/toolbox-for-the-trades), or here (https://www.servicetitan.com/).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 for the Trades in your favorite podcast player.  Hosted on Ausha. See ausha.co/privacy-policy for more information.