In her first year running True Pros (https://truepros.com/) in Layton, Utah, Katy Higgins turned her sales skills into a multimillion-dollar HVAC business. Along the way, she faced tough lessons, unexpected challenges, and learned how to celebrate wins no matter what came her way. Katy shares what it takes to lead through chaos, embrace new tools like Sales Pro, and create a workplace where victories are celebrated and challenges are met head-on. She also explains how she kept her team motivated during setbacks, why recording sales calls transformed her approach, and how a simple bell in the hallway became a symbol of resilience and progress. Join us as we discuss:  [8:07] Why contractors need to focus on solving problems, not push products [13:29] How True Pros went from garage startup to $6M in the first year [19:43] Scrapbooks, celebrations, and staying focused on the positives [30:22] Falling in love with Sales Pro and quadrupling closure rates Check out these resources we mentioned during the podcast: Pantheon 2025 (https://pantheon.servicetitan.com/event/2025/home) Sales Pro (https://www.servicetitan.com/features/pro/field?utm_campaign=toolboxforthetrades&utm_source=shownotes&utm_medium=podcast&utm_content=e238) Service Nation (https://servicenation.com/)  Lennox Premier (https://www.lennox.com/residential/buyers-guide/why-buy-lennox/lennox-premier-dealers/)  You can find this interview and many more by subscribing to Toolbox for 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 for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.

What’s really holding your commercial service department back? In this episode, Jennifer Shooshanian (https://www.linkedin.com/in/jennifer-shooshanian-30aaa910/), Senior Service Coach at Business Development Resources (https://www.bdrco.com/) (BDR), reveals how she transformed an underperforming team into a profitable, high-performing commercial service operation. She also shares the hard-won strategies and lessons she’s learned from over 20 years of managing and coaching teams so you can build your own foundation for sustainable growth.  Join us as we discuss:  [2:48] Why documenting your organization’s processes is crucial [16:01] How to build a strong commercial service department [20:14] Fix sales first: Why pricing comes before everything else [29:29] The power of commercial maintenance agreements Check out these resources we mentioned during the podcast: Pantheon 2025 (https://pantheon.servicetitan.com/event/2025/home) You can find this interview and many more by subscribing to Toolbox for 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 for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.

In this episode of Toolbox for the Trades, we sit down with Mike Lowrance, IT Director at LMC Landscape Partners, to explore what it really takes to bring technology into a boots-on-the-ground industry. Starting his career in horticulture and now leading tech strategy across multiple landscape companies, Mike offers a rare insider perspective on how to make digital tools actually work in the trades. We unpack some hard truths of tech adoption: why even the best systems fail without clear goals, thoughtful training, and real buy-in.  Join us as we discuss:  [7:12] How to build internal tech leadership with super users [12:54] How to create buy-in and deal with tech resistance [18:43] What sets Aspire apart from other landscaping CRMs Check out these resources we mentioned during the podcast: Aspire (https://www.youraspire.com/) Ignite (https://web.cvent.com/event/525700f3-6108-4a7f-b302-84430639712a/summary) You can find this interview and many more by subscribing to Toolbox for 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). Register for Pantheon 2025 - see you in Anaheim! (https://pantheon.servicetitan.com/E1qa8V?rt=VaEbMI8SokmIjX6QgMESMQ&RefId=Podcast) Prometheus Award Nominations (https://www.servicetitan.com/company/titans-for-change?UTM_medium=earned&utm_source=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 for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.

Vertical integration can transform your business without expanding geographically. Branden Dickey (https://www.linkedin.com/in/brandendickey/), CEO at LocalRoofs (https://localroofs.com/) and Owner of Conejo Heating, Air, Plumbing, and Electrical (https://www.conejoservices.com/), mastered strategic growth by identifying multiple opportunities in every home serviced. From rebranding interior fixtures as household billboards to carefully choosing integration pathways, Branden boosted Conejo's revenue from $1.2 million to a projected $40 million within a 30-mile radius. In this episode, he discusses maintaining efficiency at scale, leveraging community trust, and why precise measurement drives exceptional growth and profitability. Join us as we discuss:  [10:08] How every new vertical in your business acts as an “interior billboard” in your customers’ homes [18:33] Bringing a new level of professionalism to the roofing industry [28:13] Why contractors need to adopt an efficiency mindset and measure everything [39:28] How ServiceTitan streamlines workflows in multiple business verticals You can find this interview and many more by subscribing to Toolbox for 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).  Register for Pantheon 2025 - see you in Anaheim! (https://pantheon.servicetitan.com/E1qa8V?rt=VaEbMI8SokmIjX6QgMESMQ&RefId=Podcast) Prometheus Award Nominations (https://www.servicetitan.com/company/titans-for-change?UTM_medium=earned&utm_source=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 for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.

Many customers who call residential service companies balk at out-of-reach, upfront prices because they don’t know that financing is an option. Erica Leonor (https://www.linkedin.com/in/erica-leonor-life/), Director of Business Development at Goodleap (https://www.goodleap.com/), joins us to explore the powerful role customer service representatives play in getting this information to potential buyers. Erica shares her strategy for CSRs to talk about financing with confidence and compassion, turning a potentially awkward conversation into one that earns customer trust.  Join us as we discuss:   [9:33] When customers should be notified about financing options [15:24] How CSRs can earn your customers’ confidence [20:44] How to train employees to approach customers with financing Check out these resources we mentioned during the podcast: Amzi (https://www.theamzigroup.com/) The CSR Academy (https://www.linkedin.com/company/the-csr-academy/) You can find this interview and many more by subscribing to Toolbox for 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).  Register for Pantheon 2025 - see you in Anaheim! (https://pantheon.servicetitan.com/E1qa8V?rt=VaEbMI8SokmIjX6QgMESMQ&RefId=Podcast) Prometheus Award Nominations (https://www.servicetitan.com/company/titans-for-change?UTM_medium=earned&utm_source=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 for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.

Are your job applicants ghosting you? Can anything be done to stop it? In this episode, we talk with Carlos del Pozo (https://www.linkedin.com/in/carlosmdelpozo/), Co-founder of Team Engine (https://www.teamengine.io/), about what is really holding companies back from building strong, reliable teams in the trades. Drawing on his experience as both an Army officer and entrepreneur, Carlos shares practical strategies to streamline the recruiting process, reduce turnover, and build a more competitive workforce.  Join us as we discuss:  [5:39] The #1 hiring bottleneck of failing to follow up fast [13:01] Why your job description is a marketing tool [20:25] The future of recruiting and hiring in the age of AI You can find this interview and many more by subscribing to Toolbox for 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).  Register for Pantheon 2025 - see you in Anaheim! (https://pantheon.servicetitan.com/E1qa8V?rt=VaEbMI8SokmIjX6QgMESMQ&RefId=Podcast) Prometheus Award Nominations (https://www.servicetitan.com/company/titans-for-change?UTM_medium=earned&utm_source=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 for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.

Strategic partnerships can make the difference between stagnation and explosive growth. Joe Delaney (https://www.linkedin.com/in/joe-delaney-042139134/), Jordan Dubin (https://www.linkedin.com/in/jordan-dubin-3350a8143/), and Sean Slazyk (https://www.linkedin.com/in/sean-slazyk-3104a6a8/), Cofounders of Guild Garage Group (https://guildgaragegroup.com/) and Galaxy Service Partners (https://galaxyservicepartners.com/), join us to reveal how collaboration and strategic alignment transformed their residential and commercial garage door businesses. Learn how data transparency, shared best practices, and clearly defined roles empower local businesses to reach new heights. Discover how partnerships provide not just short-term wins but lasting generational wealth, deep industry expertise, and robust support systems that sustain continuous growth. Join us as we discuss:  [3:14] Why industry diversity in the trades is so attractive to outside partners [18:22] The integration process in a strategic partnership and operational responsibilities [35:00] Standardizing CRMs for data tracking and KPI benchmarking [43:02] How the Guild and Guardian partnership model helps owners build generational wealth You can find this interview and many more by subscribing to Toolbox for 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).  Register for Pantheon 2025 - see you in Anaheim! (https://pantheon.servicetitan.com/E1qa8V?rt=VaEbMI8SokmIjX6QgMESMQ&RefId=Podcast) Prometheus Award Nominations (https://www.servicetitan.com/company/titans-for-change?UTM_medium=earned&utm_source=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 for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.

Are you staying ahead of the trends shaping the trades? In this episode, we talk with Alec Stevanovski (https://www.linkedin.com/in/alec-stevanovski-85363015a/), Editor at Homepros (https://homepros.news/), the digital media outlet bringing sharp, real-time reporting to home services professionals. We dig into rising equipment costs, supply chain pressures, and how 2025’s tariff landscape is hitting the contractor’s bottom line. Plus, Alec offers a refreshingly grounded take on private equity in the industry and explains why so many contractors are tuning out the noise and doubling down on the fundamentals. Join us as we discuss:   [6:38] The economy: HVAC price hikes, tariffs, and refrigerant costs [11:47] Rising material costs and the data behind consumer sentiment [17:46] Private equity in the trades: trends, timelines, and what’s next Check out these resources we mentioned during the podcast: ServiceTitan Pantheon 2025 (https://pantheon.servicetitan.com/event/2025/home) You can find this interview and many more by subscribing to Toolbox for 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 for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.

Operational excellence is a key focus for Steven Harper (https://www.linkedin.com/in/steven-harper-a539195a/), President and CEO at Spectrum Building Services of America (https://www.spectrumbsa.com/). It's a philosophy that fuels his leadership style, his approach to customer service, and his strategic vision for long-term business success. Steven joins us for our final Green and Clean episode to share how lessons from powerhouse brands like Disney and FedEx shaped his leadership journey, why building a people-first company culture is non-negotiable, and why cash flow management is the true lifeline for any service business. Join us as we discuss:  [3:25] How 25-plus years of experience have influenced Steven’s customer service philosophy [10:53] Cash management strategies for struggling business owners [15:50] Culture building and scaling within the commercial cleaning industry Check out these resources we mentioned during the podcast: Aspire (https://www.youraspire.com/?utm_campaign=toolboxforthetrades&utm_source=shownotes&utm_medium=podcast&utm_content=e230) CEO Life Lessons (https://www.linkedin.com/company/ceo-life-lessons/?viewAsMember=true) You can find this interview and many more by subscribing to Toolbox for 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).  Register for Pantheon 2025 - see you in Anaheim! (https://pantheon.servicetitan.com/E1qa8V?rt=VaEbMI8SokmIjX6QgMESMQ&RefId=Podcast) Prometheus Award Nominations (https://www.servicetitan.com/company/titans-for-change?UTM_medium=earned&utm_source=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 for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.

Family business transformation takes on a whole new meaning when Tiffany Martin Peters (https://www.linkedin.com/in/tiffany-martin-peters-a50047137/) joins us for another episode of our Green and Clean series. As President at North by Northwest Lawns (https://www.nxnwl.com/) in Austin, Texas, Tiffany walks us through her unexpected path into the family landscaping company, starting with a rocky internship and a firm "no" to working with family — but life had other plans. When Tiffany returned in 2014, she found herself building office operations from scratch, armed with only a QuickBooks tutorial from her dad and her own determination. She shares the uphill journey of implementing software, overcoming a steep learning curve, and evolving the business beyond Excel spreadsheets and paper files. Join us as we discuss:  [5:33] Transitioning the office from old-school paper to modern processes [8:26] Navigating family dynamics while implementing new procedures [13:56] Adopting new software during the peak seasonal months Check out these resources we mentioned during the podcast: Aspire (https://www.youraspire.com/?utm_campaign=toolboxforthetrades&utm_source=shownotes&utm_medium=podcast&utm_content=e229) Tiffany’s Aspire Journey (https://www.youraspire.com/blog/customer-north-by-northwest?utm_campaign=toolboxforthetrades&utm_source=shownotes&utm_medium=podcast&utm_content=e229) You can find this interview and many more by subscribing to Toolbox for 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).  Register for Pantheon 2025 - see you in Anaheim! (https://pantheon.servicetitan.com/E1qa8V?rt=VaEbMI8SokmIjX6QgMESMQ&RefId=Podcast) Prometheus Award Nominations (https://www.servicetitan.com/company/titans-for-change?UTM_medium=earned&utm_source=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 for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.