Ryan StMichel is the owner of Grove Mechanical in Crookston Minnesota.

Grove Mechanical was founded in 1978 by Ryan's Grandfather and Ryan purchased the company from his uncle.

Ryan created a unique consultative, no-pressure, sales process that results in high-quality, high-value systems installations, delighted customers, and a very high close rate. How does he do it? Listen and learn!

Other interesting items discussed:

Building relationships with customers: Finding points of commonality and ice-breaking.

Sales room set up.

Scheduling for maximum customer availability.

Offering options.

Indoor air quality.

Why Ryan StMichel joined Service Nation and what that did for him and Grove Mechanical.

THANK YOU AND REQUEST FROM DAVID:

First, thanks for listening and thank you for your support!

If this has provided any value to you, would you please give us a good rating on whatever podcast app you use?

Also… we're always looking for great interviewees and topics. If you have an idea for us, know someone who should be interviewed, or if you would like to be interviewed, DON'T BE MODEST, just shoot an email to [email protected].

Thanks again!

Stephanie Postell is the Chief Operating Officer and owner (with her husband, David) of Anchor Heating and Air.

Stephanie has enjoyed a diverse career prior to joining the HVAC industry. She started off as a Kindergarten teacher, owned and worked in different businesses before working for an HVAC company and eventually starting her own HVAC business.

Stephanie has a wealth of experience, and vast expertise in operations. We talk with her about her background, her experiences in different HVAC companies, acquisitions, finding and keeping great people, managing a company with your spouse, her presentation at the upcoming Service Nation Summit in Reno, what people don't know about implementing processes and procedures that they should, and her philosophy for making a great company.

You can learn a lot from Stephanie Postell! If you want to hear more from her, attend the Service Nation Summit in Reno, Nevada, April 16-18 2024. Register at https://web.cvent.com/event/492c6ebd-1e1b-4ee2-9dfd-114720d2a5d2/regProcessStep1:ad7993b6-9676-4275-b566-a8c5aeacc191

A blessed accident caused Mike Chastain to need a job at a very young age. So he went from 9th grade right into plumbing. After gaining valuable experience in new construction plumbing, the new housing market collapse caused him to make another change and start his own business with his wife, Katie. The ups and downs of business ownership caused them to learn a lot and grow. We'll hear about:

• The blessing of family in the business
• Starter coaches
• The roller coaster of business
• Why Mike joined Service Nation Alliance, and what that's doing for him and Absolute Plumbing
• Firing a CSR and gaining $15K in weekly revenue as a result
• The "coloring books and crayons" method for systems and processes
• Unexpected help from a competitor
• Immediate challenges to growth
• The five year plan
• Advice for young people entering the trades.

Look at this: it's a two-for-one podcast episode! Allan Ferguson, host of the Pipeline to Profitability Podcast interviews David Heimer and David Heimer, host of Profiles in Prosperity, interviews Allan Ferguson.

Join Allan Ferguson, your host on Pipeline to Profitability, as he engages in a riveting conversation with celebrated entrepreneur David Heimer, founder and retired COO of Service Nation, Inc. This enlightening episode goes beyond tracing David's illustrious professional journey, touching upon his substantial contributions to the industry, and delving into personal anecdotes from their intertwined careers.

Listen in to gain insights into David's philosophy on the irreplaceable role of relationships in business, which he breaks down into five essential types: with contractors, vendor partners, coaches, community connections, and within the company itself. These relationships form the backbone of business growth, playing a pivotal role in building successful teams and fostering a conducive business culture.

As you tune into this rich discourse, explore the significance of networking with direct competitors and leveraging the vast resources of the internet to your advantage. Alan and David's shared experiences highlight how friendly competition can be a catalyst for business expansion, introducing surprising growth opportunities.

Learn from Alan's insightful advice on scaling up your business, particularly a plumbing and HVAC business, derived from his experience navigating diverse markets. His forays into innovative e-training provide a unique learning opportunity for budding contractors.

Further, David's wisdom offers a refreshing perspective on embracing retirement, underscoring the importance of leading a fulfilling life beyond the scope of business. He also touches upon strategies such as the innovative concept of call-by-call management, and the transformative power of mentorship and leadership.

Contact David Heimer about the Profiles In Prosperity podcast at [email protected]

Get Allan Ferguson's eBook "Five Steps to 10X Your Income" at

https://www.servicesuccessacademy.com/ebook

Gina and Philip Ferrara are the founders, owners, and hands-on leaders of LibertyAir providing HVAC services in Gainsville, Florida. They are married to each other, and have children together. Like many owners they've had their share of struggles as they built a successful and strong business, including getting fired by their business coach, the late, great Ron Smith. But they came back! Their business is still growing and it's very successful. They've won numerous awards! Philip branched off into software and has a creative, innovative offering for the HVAC industry.

In this episode you'll hear:

• Why and how Gina and Philip relocated to Gainsville and started LibertyAir.
• Their business backgrounds and experience.
• How they divide their responsibilities in the business.
• Key success factors for their growth.
• How and why Philip was fired by Ron Smith, and how that helped him change and grow.
• The formation, functions, and benefits of DartBid - Philip Ferrara's new software system.
• Great advice for owners and managers.

Joe Strittmatter is the founder of Strittmatter Plumbing, Heating, and AC in
Denton Texas. In episode 38 "Growing a Multi-Trade Powerhouse" we interviewed
Joe and learned about his start in our industry and the grow of his company.
In this episode we learn about what's happened since. In short, Joe continued
to grow his company, sold to a private equity company, ended up running both
Strittmatter AND Frymire, and, at the time of this recording, was just leaving
the private equity company.

Also in this episode you'll learn:

• Why Joe Strittmatter sold to private equity.
• Why Joe Strittmatter decided to stay and work with private equity.
• What Joe Strittmatter learned from his time working with private equity.
• The issues of due diligence during a company sale.
• Running multiple companies simultaneously.
• What it feels like to sell your company, and the right way to think about
  it.
• Creating growth for others.
• The things that were the catalysts for Joe Strittmatter's business growth.
• What Joe will present at the International Roundtables.
• Having the three-legged stool for revenue, adding a fourth.
• What Joe Strittmatter is planning for his future.

Don't miss out! Attend the 2024 Service Nation Summits (where you-ll get to
meet Joe Strittmatter and hear him speak):

Eastern Summit, February 27 - 29, 2024 https://cvent.me/eYm7MG

Western Summit, April 16 - 18, 2024 https://cvent.me/0O07r1

Dave Rothacker joins us again to review his top business books from 2023. Of all the books Dave read in 2023, these are the ones you can't afford to overlook. Dave reviews the books, explains why they are the best of 2023, and provides insight about maximizing value from your reading.

To contact Dave directly, email him at [email protected]

Renee and Travis Lucas are the owners of LCS Heating and Cooling in Indianapolis, Indiana. Renee was recently named Woman of the Year. Renee is not just a great owner with an incredible track record, she is also a Service Nation Premier Coach, a person who cheerfully helps others, and works to make our industry stronger and better. Her award is clearly very well-deserved!

Renee discusses:

• Her surprise and happiness at being named Woman of the Year.
• Recent developments at LCS.
• A new building for LCS.
• Growth challenges.
• Attracting and keeping women in the trades.
• Being a Service Nation Premier Coach.
• Renee and Travis' best vacation.
• Books that Renee recommends.
• Coaching insights: How to prepare for coaching, what you need in coaching, why you need coaching.
• How Renee finds time to read and invest in herself.

Background information about Renee Lucas, Travis Lucas, and LCS Heating and Cooling can be found in this podcast, Profiles In Prosperity, episode 82 "Renee's Rules".

Doug Wyatt brings an impressive level of energy and commitment to everything he does. That is demonstrated in his entrepreneurial endeavors, his personal and professional growth, and most recently in the development of Synergy Learning Systems. In this fascinating episode you will learn about:

• How Doug Wyatt's childhood of rural poverty fueled his ambition, work ethic, and values.
• His early entrepreneurial success in the world of pizza coupons.
• Doug's early and continuing commitment to personal growth and what that did for him.
• How to find time for personal development.
• The unexpected way Doug entered the HVAC Residential Service industry.
• The way Doug grew a company with no systems and processes to Lennox Partner of the Year in only 14 months.
• A great quote, "we overestimate what we can do in one day, but underestimate what we can do in a year" and what that means for you.
• Why Doug Wyatt is strategically incompetent, and why you should be strategically incompetent too.
• Can you afford to cut training in an economic downturn?
• The new learning paradigm from Synergy Learning Systems, measuring the personal growth of team members and what that can do for your company.
• How much training should you provide your team?
• Book recommendations.
• And more....

You will leave this podcast episode motivated and with ideas to do more for your company, your family, your team, and yourself.

Tom Piscitelli is a thought leader and top trainer in our industry, providing training for technicians, salespeople, dispatchers, CSRs, and business owners who provide HVAC, Plumbing, and Electrical Service. Tom's training is thoughtful, thorough, ethical, and extremely effective. In addition to training, Tom is an accomplished and respected author, speaker, and consultant. In this episode you'll hear from Tom and learn:

• How Tom Piscitelli got into our industry, grew his career, and ultimately decided to strike out on his own.
• How T.R.U.S.T Training and Consulting was formed and the services they provide now.
• Advice for Installers
• Advice for Service Technicians
• Advice for Office Team (dispatchers, CSRs, back office)
• Advice for Sales (comfort consultant, comfort advisor, project manager)
• Advice for the business owner
• Sales driven versus operations driven companies.
• Tom's training programs. How online training can help your team.
• How to contact Tom and T.R.U.S.T Training and Consulting.

Kim and Buford Martin had been in the HVAC industry, not as contractors, before they started Martin's Heating and Cooling in Fort Smith, Arkansas. They went through the struggles of starting and growing a Home Service Business before joining Service Nation Alliance and then building tremendous growth and profitability. Eventually they sold the business and are now Service Nation Premier coaches where they share their accumulated experience and wisdom. In this episode, Kim and Buford tell the story of their formative years, what they learned, how they grew, the process of selling their business, and they provide powerful advice for contractors. You need to listen to this: there's so much great information!

A few highlights:

• How they started Martin's Heating and Cooling
• Their reluctance to offer financing, and what happened when they offered financing
• Strategy and practice of offering financing
• Back-office changes that helped them grow
• Why they joined Service Nation Alliance, and the benefits they experienced
• The process of selling their business
• Using a third party to consult with during the sale of the business
• What happens in the business audit
• The emotional impact of selling your business
• Involving employees in the sale of the business
• The transition period
• Their experience as coaches and the type of coaching they do
• The fear of "knowing your numbers"
• Why they enjoy coaching
• Advice for contractors (don't miss this!)
• Contact information for Kim and Buford