Waste No Day: A Home Services Motivational Podcast

In today’s show, we are putting Logan Altland and Dylan Moya in your passenger seat to discuss their success as a $3 million dollar electrician and a $3 million dollar plumber. Last week Logan and Dylan went back and forth on their process in the home. This week we get down and dirty with objections. Whether you are a plumber, electrician, or an HVAC technician, the objections you hear in the home are likely to be the same. On this episode, we do some objection role play and hear from some of the best names in the game on how they would approach each scenario. Dylan Moya is a service plumber for BillyGo Plumbing, Cooling, and Heating based out of Texas and Logan Altland is a service electrician for Mister Sparky Electric based out of Pennsylvania. Check out the conclusion of this great two-part episode.

In today’s show, we are putting Logan Altland and Dylan Moya in your passenger seat to discuss their success as a $3 million dollar electrician and a $3 million dollar plumber. Logan and Dylan are return guests to the show and combine forces on this two-part episode focusing in on their process similarities despite different trades as well as how they overcome objections. Logan Altland is a service electrician for Mister Sparky Electric in Lancaster, PA. Dylan Moya is a service plumber for BillyGo Plumbing, Cooling, and Heating based out of Texas. These two record breakers have put in the work to have the success and neither of them are satisfied. Listen as they jump into what make them tick on this episode and be sure to catch the conclusion next week.

In today’s show, we are putting Todd Liles in your passenger seat to discuss bringing excellence into the service industry. Todd Liles is the founder of Service Excellence and the creator of the PRESS PLAY Training System. He began his career in the HVAC Trades in 2001. Over the last 21 years, Todd has been a tech, salesperson, trainer, and is now an entrepreneur. His work mission is to IGNITE THE POWER WITHIN the businesses and people of the residential service industries. Todd founded SE because he is called to help contractors. “I’m meant to help contractors. It’s a calling. It’s my mission. Service Excellence is the vehicle I use to accomplish my mission.” Todd was the Director of Training for Clockwork Home Services’ Success Academy before he founded Service Excellence. After leaving Clockwork, Todd Co-founded Drain and Air Rescue in Austin, TX where he served as the General Manager. Todd now leads a team of 15 at Service Excellence. On today’s show he gives practical insight into how demeanor impacts presentation as well as an in-depth review of his patented PRESS PLAY system.

In today’s show, we are putting James Mellinger back in your passenger seat for the conclusion of a conversation about electrical safety inspections including role play. James is a service electrician and safety advisor for Mister Sparky Electric in Lancaster, PA. He has become one of the highest producing panel sales electricians in the nation and is only getting better. James shares more on his approach to the client including some fascinating role play dialogue. If you didn’t catch the first part, check out last week’s episode.

In today’s show, we are putting James Mellinger in your passenger seat for the first part of a conversation about his incredible success with electrical safety inspections. James is a service electrician and safety advisor for Mister Sparky Electric in Lancaster, PA. Coming out of high school, James got introduced to the trades through a family connection eventually taking apprenticeship classes and learning the skills. Originally joining One Hour Heating and Air Conditioning as an HVAC tech, he eventually transferred to the sister company Mister Sparky Electric wear he found his niche in the service industry. As a self-proclaimed amateur in selling communication, James graduated the school of hard knocks to eventually become one of the highest producing panel sales electricians in the nation. In this two-part episode, James shares how he approaches an electrical safety inspection or tune-up and how he walks the client through expectations the whole way to the table. Make sure to catch the conclusion of the conversation next episode.

In today’s show, we are putting Mike Brewer in your passenger seat for the conclusion of a conversation around growth and leadership. Mike brings 44 years of experience in the plumbing industry as the Chief Executive Officer for the Brewer Companies, a family of businesses that provide plumbing services to the retail, residential new construction and commercial markets. He has held the role of strategist and visionary for the overall enterprise since its inception. Michael is devoted to the contracting industry and is past President of the American Subcontractors Association of Arizona (ASAA) and is the past chair of the steering committee for the Build Your Future Arizona initiative (BYFAZ.org).  Michael was instrumental as one of the initial leaders of the concept of a marketing campaign to attract the youth of our state to consider a career in the trades while striving to change the perception of the general public from trade workers being dead-end jobs to the deserved recognition that they are actually a gateway to highly lucrative and sound careers. He is also a lifelong learner, problem solver and inventor and holds two patents on a plumbing test device for the industry. Michael has lived in Arizona since 1968 and is married with 6 children, 4 of those working within the businesses. Mike joins us again to discuss the conclusion of his incredible story.

In today’s show, we are putting Mike Brewer in your passenger seat for the first part of a conversation about his journey to become the largest residential plumbing company in Arizona. Mike brings 44 years of experience in the plumbing industry as the Chief Executive Officer for the Brewer Companies, a family of businesses that provide plumbing services to the retail, residential new construction and commercial markets. He has held the role of strategist and visionary for the overall enterprise since its inception. He led and constituted a strategy to become the largest residential plumbing contractor in the state of Arizona right through the Great Recession. Not only did Brewer Enterprises Inc. survive, but organically grew its revenue from $6.4 million in 2009 to ~$80 million in 2021, growing market share in the Phoenix and Tucson market, all while going through the toughest economic times of our lives. He opened the first Benjamin Franklin Plumbing service and repair retail franchise in Arizona in 2003 and provides the commercial markets drain and service needs with Brewer Commercial Services since 2007. Having sold his ownership interests in the fall of 2021, he also currently holds the role as Senior Advisor to the CEO of Synergos Companies, a company of trade leaders who build efficiency into every project. He is also a lifelong learner, problem solver and inventor and holds two patents on a plumbing test device for the industry. Michael has lived in Arizona since 1968 and is married with 6 children, 4 of those working within the businesses. Today he shares his story on part 1 of this incredible episode.

In today’s show, we are putting Aaron Hagan in your passenger seat to discuss growing an electrical contractor business. Aaron is no stranger to the trade. He is a second generation electrician who grew up in a truck and made his way through the ranks to become owner. Learning in his dad's passenger seat from a young age, Aaron kept seeking out new and better ways to grow eventually putting them into the increase of his business. Starting off a two-man operation generating over $300,000 annually, Hagan saw his fair share of ups and downs. At one point, the entire company cycled in a year as they redesigned the definition of culture. Starting over a second time, Hagan grew the business to $25M with goals to his $70M in the next three years. Aaron joins the show today to not only talk about his journey personally, but some tips from the school of hard knocks that he picked up along the way.

In today’s show, we are putting Roy H. Williams in your passenger seat to discuss how the concept of story plays a vital part in accomplishing your message. Whether it is advertising on the radio or marketing yourself in the home, the story matters. So often we try to talk about quicker, faster, better, and the list goes on; but what about the story? What about how a product is going to make a difference? What about how your service makes someone feel? Every purchase is an emotional one and as such the heartstrings must be tugged with a picture, either physically or verbally. Roy H. Williams is the master story teller. A lifelong student of humanity, Roy H. Williams has spent a quarter-century asking, “What makes people do the things they do?” And he’s been using the things he’s learned to stimulate miraculous growth for his small business clients for more than 25 years. His books and Monday Morning Memos are a constant source of fascination and entertainment for his students and friends around the globe and have been named the Wall Street Journal’s number one Business Book in America as well as New York Times bestseller. With forty branch offices in the US, Canada, and Australia, Wizard of Ads, Inc. is now serving the advertising and marketing needs of business owners around the globe. Roy joins the show today to share his expertise on making yourself and your business memorable and moving.

In today’s show, we are putting Chris Voss in your passenger seat to discuss never splitting the difference. Everything in life is a negotiation, but standing in front of a client makes it more apparent. Wouldn’t it be great if you knew what to say and how to say it and when to say it in a negotiation? Over decades of FBI hostage negotiation, Chris learned those things and more through real-world experience; which he detailed in his best-selling book, “Never Split the Difference.” A 24-year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. Voss has taught for many business schools, including the University of Southern California’s Marshall School of Business, Georgetown University’s McDonough School of Business, Harvard University, MIT’s Sloan School of Management, and Northwestern University’s Kellogg School of Management, among others. Chris joins the show today to relate these principles to the home services industry as we celebrate episode #100.