Wisdom Of Wrench Podcast

Boost your closing ratio by 10 percentage points with three proven sales techniques that work in HVAC, plumbing, and electrical. Allen Smith did $4.7M in one year using these exact strategies.On episode 40 of The Wisdom of Wrench Podcast, host Kevin Comerford sits down with sales legend Allen Smith from Morris Jenkins. Learn how to act like a boss on every call, why your phone stays in the truck, and the one tool that matters more than anything else.Allen shares real talk on building customer trust, dressing for success, mastering airflow, and showing up prepared. These are the small wins that separate top performers from average salespeople. No complicated systems. Just honest advice from someone who has been in the field for over 25 years.Watch the full episode to see how competence leads to confidence, and confidence leads to control on every sales call.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧 Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - How to Increase Your Close Ratio by 10 Percentage Points0:37 - Why Your Business Is NOT an HVAC Company (It's This Instead)2:28 - The Top 3 Sales Techniques Series: What's Coming3:21 - Meet the Living Legend: Allen Smith's $4.7M Sales Secret6:37 - Act Like a Boss: The #1 Mental Game Changer9:33 - What Customers Are Really Trying to Satisfy in Every Sale12:02 - The Biggest Mistake Salespeople Make Before Every Call14:19 - Why You Can't Chase Money and Close Deals at the Same Time16:27 - How to Prepare for a Sales Call Like a Pro18:24 - What to Do When Comparison Steals Your Joy21:11 - The Black Swan Moment: Why This Legend Never Brings His Phone24:11 - The One Tool Alan Would Choose Over Everything Else27:38 - How to Look Like a Million Bucks on Every Call30:22 - Why It's So Hard to Surrender to Someone Else's Success32:02 - What NOT to Wear: The Ride-Along Reality Check35:12 - Should You Shave Every Day? The Beard vs. Clean-Shaven Rule38:37 - Is This Position Right for You? The Honest Conversation40:34 - Why Your Notepad Is More Important Than Your iPad44:53 - The 3 C's That Make Every Great Salesperson Successful47:12 - How to Master Airflow Without Being a Technician50:52 - Why Every New Salesperson Starts on an Install Crew First54:02 - The 3 Things Your Competition Talks About (And Why You Shouldn't)56:28 - How to Sell Outcomes, Not Features58:19 - Are People Really Just Kicking Tires? The Truth About Pain Points59:25 - Why Being Late Means You're Already Lying1:02:02 - The Easy Wins: Act Like a Boss Recap1:04:04 - Here's to a Bigger Future

Ray Dias, a long-time partner at Service Champions and co-author on a book about champion organizations, shares insights on leadership and company culture. He discusses the importance of extreme ownership and how shifting your mindset can transform team performance. Ray emphasizes living core values and leading by example, explaining that everything is your fault when it comes to outcomes. They break down three crucial rules for fostering accountability and a winning culture, urging listeners to fully commit to their roles for greater legacy.

Are you unknowingly losing money in your 401(k)? Discover the simple financial strategies that can help you pay off debt faster and build lasting wealth for your family's future.In episode 38 of The Wisdom of Wrench Podcast, host Kevin Comerford sits down with financial expert Don Garman to give you a complete financial literacy check-up in part two of this two part series. This episode is packed with practical advice for home service professionals who want to achieve financial freedom. You will learn smart ways to handle good debt versus bad debt, the truth about your credit cards, and what you should do with old 401(k) accounts. Don also explains compounding interest in simple terms and reveals the critical difference between a 401(k) and a Roth 401(k). If you want to take control of your money, this is a conversation you cannot afford to miss.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - What To Do With Old 401(k)s From Past Jobs? 0:40 - Financial Literacy for Home Service Pros (Part 2) 1:24 - Smart Strategies for Financial Freedom 2:16 - The Difference Between Good Debt and Bad Debt 5:42 - Is Your Credit Card APR a Financial Trap? 7:12 - A Simple 3-Year Plan to Become Debt-Free 9:53 - How to Earn More Without Spending More 12:06 - The #1 Mistake People Make When Their Income Increases 13:43 - Should You Pay Off Your Credit Card Every Month? 14:37 - The Smartest Way to Buy a Car (And Avoid Debt) 17:03 - My Car is Paid Off... Now What Should I Do With the Money? 18:16 - What is Compounding Interest? (Explained Simply) 20:23 - Why Young Investors Should Hope for a Stock Market Crash 23:04 - 401(k) vs. Roth 401(k): Which One is Right for You? 26:03 - How to Pay for Your Kids' College (The 529 Plan Strategy) 28:55 - The Power of Starting Small: A $10/Week Investment 30:17 - The Most Underused Tool for Tax-Free Healthcare Savings (HSA) 30:59 - I Have Dormant 401(k)s... What's My Next Step? 35:03 - Why Consolidating Your Investment Accounts is a Smart Move 39:07 - Passive vs. Active Investing: What's the Difference? 42:39 - How to Find a Financial Advisor You Can Actually Trust 45:06 - Brokerage vs. Fiduciary: The Critical Difference You MUST Know 47:25 - Key Takeaways: Your Roadmap to Financial Freedom

Is your daily spending secretly costing you your financial freedom? This episode reveals how to build real wealth and why you should NOT hire a financial advisor until you hear this.In episode 37 of The Wisdom of Wrench Podcast, host Kevin Comerford sits down with 30 year financial expert Don Garman to share the core concepts of personal finance for home service pros. They break down how to manage your money, the right way to navigate debt, and how simple saving habits can make you a millionaire.If you have ever felt overwhelmed by the stock market or unsure where to start with investing, this conversation provides a clear path forward. Learn the simple, powerful habits and the mindset required to build lasting security and freedom for you and your family. Watch the full episode to take control of your financial future.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - Don't Hire a Financial Advisor Until You Do This First 0:51 - Why Financial Literacy Is Critical for Home Service Pros 2:25 - Meet the Financial Expert with 30+ Years of Experience 4:11 - The Journey from College Grad to Financial Expert 6:14 - Is Building Wealth Simple? The Diet & Exercise Analogy 7:56 - A Surfer & Rockstar's First Lesson in Money Management 9:08 - The Surprising Way We Became Friends (And Business Partners) 12:31 - Why I Told My Future Financial Advisor: "Let's Just Be Friends" 14:28 - How Trust Is The Most Important Factor in Finance 14:55 - How Financial Health is Exactly Like Physical Fitness 15:57 - The "Crawl, Walk, Run" Approach to Investing 17:11 - What is The True Definition of Financial Freedom? 18:36 - The Harsh Truth About the Stock Market 20:30 - What Is the "Rule of 72" and How Can It Make You Rich? 25:05 - Why Learning Finance is Like Learning a New Language 26:21 - What to Do BEFORE You Hire a Financial Advisor 29:12 - How to Track Your Spending (The Right Way) 30:40 - The "Two Account" System for Effortless Budgeting 32:36 - Are You Using Debt Wrong? 33:30 - I'm 40 & Broke, Is It Too Late to Start Saving? 35:05 - How to Get Addicted to Saving Money 37:21 - The #1 Expense That Keeps People Poor 38:33 - Are You Going Into Debt for Depreciating Assets? 39:26 - What is "Strategic Urgency" and How Can It Make You Perform Better? 45:13 - How a Savings Muscle is Built 46:21 - A Controversial Piece of Advice for Young Men 48:41 - The 3 Challenges Everyone Will Face in Life 49:44 - When Is The Right Time to Hire a Financial Advisor? 53:37 - A Mentor For Financial Advice? 55:12 - Where Should a Beginner Start Investing? 57:05 - The Problem with "Emergency Funds" 58:03 - RECAP: 3 Core Concepts for Financial Success 1:00:21 - Get Comfortable with Being Uncomfortable 1:02:12 - Here's to a Bigger Future

Nobody would give him a shot because of his past, then one company did. He turned his personal struggle into the secret to closing over 1,000 deals a year. This story will redefine how you view resilience.In episode 36 of The Wisdom of Wrench, hosts Kevin Comerford and Amanda Meyer sit down with Ernie Galaviz, a 4-time sales GOAT from Parker and Sons. Ernie shares the unfiltered truth about rising from the bottom, revealing how seeing his mom struggle taught him everything about motivation and building real trust. Discover how he handles the toughest objections, including the home warranty, and builds unbreakable relationships with customers.Learn the exact mindset that transforms a difficult background into your most effective method for understanding customers and closing deals. This conversation is an absolute masterclass in empathy and what it truly takes to become a top performer in the home service industry. You will want to hear every minute of this story.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧 Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - From a Troubled Past to a Top Performer 0:56 - Meet the GOAT of Maintenance Agreement Sales 2:12 - Introducing Special Guest: Ernie G 3:27 - Who is Ernie G? 5:40 - How Safelight Taught Him Everything About Sales 7:05 - The Secret to Overcoming Any Sales Objection 8:57 - How to Handle Objections with Home Warranties 10:37 - Why Giving Your Direct Info CLOSES More Sales 13:23 - What Is Your "Why?": The Motivation Behind the Hustle 17:18 - How to Rise Above a Painful Past 19:24 - The Power of a Second Chance 24:54 - What Makes a Team Member Truly Special? 28:53 - How to Get a Client to Say "Yes" to a Maintenance Agreement 32:41 - Is Your Sales Pitch Not Relatable? Here's How to Fix It 36:18 - The Secret Sauce to Sales: Confidence & Creating Value 39:10 - Is There One "World-Class" Sales Technique? 42:15 - How to Memorize Product Details & Become an Expert 44:40 - How to Build a Winning Call Center Culture 48:26 - A Leader's Recap: 5 Keys to Ernie G's Success 53:44 - Final Thoughts: Your Future Is Bigger Than Your Past

What if the secret to adding $79 million in revenue was firing your top two salespeople? We made a choice that looked like business suicide, but it proved one simple rule: your reputation is always more important than your revenue.In episode 35 of the Wisdom of Wrench podcast, host Kevin Comerford and special guest Co-Host Ray Dias share the real stories behind this powerful growth formula. Learn how focusing on client satisfaction and building a strong company culture can unlock explosive business growth, even when it means making incredibly tough leadership decisions. This episode is a must-watch for any leader who wants to build a business that lasts.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 - Why Reputation Is More Important Than Revenue 0:46 - Meet Ray Dias: The Man Who Held the Company Together 1:46 - The Common Service Language That Defines a Winning Culture 2:28 - What Is a Business Reputation and Why Does It Matter? 3:36 - Are You Aware of These "Moments of Truth"? 4:03 - What Your Company Truck's Appearance Says About Your Business 5:26 - How Your Employees Act in Public Defines Your Brand 6:18 - The Customer Is Always Watching You (Even Before You Knock) 7:00 - The Surprising Impact of a Clean Uniform 8:03 - Why a Simple Hat Can Cost You Customers 9:20 - How to Manage Perceptions (Tattoos, Sunglasses & More) 10:25 - The 3 Stories That Prove Reputation Trumps Revenue 11:25 - Story #1: The $4 Million Decision That Saved the Company 14:37 - What Happens When You Prioritize Reputation Over Revenue? 17:49 - A Lesson Every General Manager Needs to Hear 18:43 - Story #2: Winning in Court, But Losing the War 21:56 - How Losing One Client Can Cost You The Entire Neighborhood 23:32 - Story #3: How We Turned a Flat Year into Massive Growth 25:35 - The "WOW" Strategy: Our Commitment to Client Satisfaction 27:11 - How to Build a "Goodwill Bank Account" with Your Clients 29:36 - Do This and Your Pocketbook Will Take Care of Itself 31:29 - Recap: 3 Stories That Prove Reputation is Everything 33:02 - Why Your Future Must Be Bigger Than Your Past

Ray Dias, a seasoned collaborator of Kevin Comerford with over 30 years of experience, shares powerful insights on language's impact on success. They dive into how seemingly small word choices can foster trust or erode credibility. The duo explores the importance of eliminating negative phrases, using affirmative language to uplift, and preserving dignity in difficult conversations. Learn why clarity and positive self-talk shape your outcomes, and discover techniques to turn your words into tools for success in both personal and professional realms.

Join HVAC legend Paul Kelly, who grew Parker & Sons from $7 million to $250 million, and sales expert Serena Lara as they unveil their groundbreaking "Table Close" method. Discover the secrets behind their sales recovery system, which transforms objections into opportunities. They share empathetic communication strategies, the fine balance of following up without being pushy, and psychological techniques that make large purchases feel manageable. Tune in to learn how to turn a 'no' into a 'yes' with effective sales practices!

Unlock the secret to premium pricing with the power of words! Discover how simple language tweaks can elevate your service perception from commodity to luxury. Learn to replace terms like 'salesperson' with 'comfort advisor' and how 'total investment' reshapes client expectations. Explore the impact of calling buyers 'clients' and the magic of value-based naming for packages. Transform your customer interactions and ensure clients see the true value in what you offer, setting yourself apart from the competition.

He's on pace to earn $2 million in electrical service, but it's not because he's a better technician. It's because he adopted one specific mindset that completely changed how he approaches his work, his customers, and his life.In episode 31 of the Wisdom of Wrench podcast, host Kevin Comerford sits down with Isaiah Rubio, a top-performing electrician who reveals the power of extreme ownership. Isaiah explains how taking full responsibility for every outcome, from a messy truck to a lost sale, allowed him to triple his income and build a loyal customer base that asks for him by name. Learn how to transform your own results by mastering your mindset, improving your communication with homeowners, and implementing simple habits for daily success. This is a masterclass in professional growth and efficiency for anyone in the home service industry.Subscribe to the WOW Podcast:Spotify: https://open.spotify.com/show/0UvJLcLFL03vKiLpd1xN45?si=PRBF-DwYR_uDtfRB8hIsLgApple Podcasts: https://podcasts.apple.com/us/podcast/wisdom-of-wrench-podcast/id1792919657🔧  Wrench Group: https://www.wrenchgroup.com🔧 Wrench IG: https://www.instagram.com/wrenchgroup🔧 Wrench FB: https://www.facebook.com/wrenchgroup🔧 Wrench LinkedIn: https://www.linkedin.com/company/thewrenchgroupChapters:0:00 Why Focusing On Money Is A Mistake 0:54 Meet The $2 Million Electrical GURU 2:52 Service vs. Sales: What's The Difference? 4:06 How To Get Customers To BEG For You 5:52 The #1 Skill You NEED In The Trades 7:04 From $800k To $2 Million In 2 Years 8:43 His Secret To Getting More Done 12:35 Your Messy Truck Is Costing You Money 13:56 How He Found His PASSION 16:19 The Mentor That Changed His Life 20:06 His Simple Method For Buying Tools 22:00 How He Balances Work And Family 23:04 Why He Left His Comfortable Job 27:32 The Mindset That Changed EVERYTHING 29:56 How To Explain Anything To A Homeowner 32:19 How To Stay Motivated On Bad Days 35:06 The Lesson That Forged His Mindset 37:39 Why Being A Pro Starts With Self-Care 42:32 The Magic Word To Close More Deals 48:06 How To Get The City To Work FASTER 51:56 What Is A Panel "Rejuvenation"? 57:37 How Customers Are Abusing Their Homes 1:00:43 His Advice To New Techs Who Are Struggling