The Successful Contractor Podcast

Hosted by CertainPath

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218

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Jun 2026

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Welcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry.

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June 5, 20262 hr 10 min

$17M HVAC Sales in Boise, ID | 7x Crown Champion Cord Nichols

Book a free strategy call with CertainPath to see how we can help you hit your goals and beyond: https://bit.ly/4b0wLaZ Or call us at: (214) 453-1591 $17 million in residential HVAC sales. One comfort advisor in Boise, Idaho. Here's how Cord Nichols sells the top-tier system — every time. Cord Nichols isn't a closer who shows up Friday with a quote book. He's a comfort advisor at Diamond Heating & Cooling in Boise, Idaho — and he's quietly sold roughly $17 million in residential HVAC, including $2.25 million last year alone. He's a 7x Crown Champion at CertainPath, the program's top sales tier. Cord didn't start in HVAC. His first sales job was door-to-door — security in his early twenties. He moved to Utah looking for a wife, found her, then sold solar door-to-door before the solar industry tightened in the mid-2010s. Wanting a trade he could "sink his teeth into" — and not be a one-trick pony — he approached Diamond cold. He'd never sold HVAC. But owners Rick and Sue Ellen hired him for his sales background. Today he's a Dave Ramsey debt-free dad of four (with a fifth on the way) who recently paid off his mortgage — all on residential HVAC sales. In this episode, Cord walks Bob Houchin through the exact playbook — every question he asks, every option he names, every word he uses — for turning a single in-home consultation into a top-tier HVAC sale. In this conversation, you'll discover: • The $17M reveal — and the on-camera moment where Bob puts the career number on record • Why Cord opens every options reveal by repeating the customer's own words back to them • The Kia-vs-Toyota framing he uses to explain tiered HVAC systems in 30 seconds • The "Is there any reason I can't ask for your business today?" close — and the three answers it always produces • Why Cord names options after the customer's hobbies (the "14-Point Buck" move) • The clipboard intro that disarms skeptical homeowners ("I'm just going to be taking some notes") • "I am your one throat to choke" — the post-sale handoff line that earns lifelong customers Whether you're a comfort advisor working to break $2M for the first time, a sales manager building a residential HVAC playbook, or an owner trying to understand what consistent top-tier closing looks like — Cord's process is a masterclass in trust-first, conviction-led HVAC sales. Watch on YouTube or listen on your favorite podcast platform. And don't forget to subscribe to The Successful Contractor for more interviews that move the needle. About The Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the Guest Cord Nichols is a comfort advisor at Diamond Heating & Cooling — a family-owned, values-based HVAC company in Boise, Idaho, founded by Rick and Sue Ellen. After several years selling door-to-door (security in his early twenties, then solar in Utah and Idaho), Cord joined Diamond with zero HVAC experience and a strong sales background. He's now a 7x CertainPath Crown Champion with roughly $17 million in residential HVAC sales — including $2.25 million in his most recent year. He lives in Boise with his wife and four kids (with a fifth on the way) and recently paid off his mortgage as a Dave Ramsey debt-free family. Connect CertainPath: https://www.mycertainpath.com Show Notes The Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we've helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/

May 22, 20261 hr 11 min

How 1 Man Closed $7.9M in 3 Trades in Just 1 Year

Book a free strategy call with CertainPath to see how we can help you hit your goals and beyond: https://bit.ly/4b0wLaZ Or call us at: (214) 453-1591 One man. Three trades. $7.9M in twelve months. Here's how Chris Roberts turns a $300 light switch call into a $100,000 job. Chris Roberts isn't a salesman. He's an electrician who learned to sell — and last year he closed $5.1M in electrical, $2.3M in plumbing, and $500K in HVAC personally. The plumbing total happened in roughly one month. He's the first double Crown Champion in CertainPath history. Chris runs sales for Bailey Plumbing, Safety First Electric, and Comfort Heating and Cooling — three companies operating under one roof out of San Jose and Morgan Hill, California. Chris started in the union, watching his electrician's check stay flat while his family kept growing. When the union got slow, he took what he thought was a short-term gig at Safety First Electric — installing, not selling. A few weeks in, the owner asked him to go run a sales call. He brought back $7,000 in signed work. By the end of his first month in sales, his check rewrote his understanding of what was possible. He called his wife and said, "I'm not going back to the union." In this episode, Chris walks Bob Houchin through the exact playbook — every word he uses, every door he opens, every shirt he wears — for turning a single service call into a six-figure multi-trade job. In this conversation, you'll discover: • The $7.9M sales reveal — and why most of the plumbing total came in roughly a month • Why Chris never says the word "finance" on a sales call (and what he says instead) • How a $300 light switch call becomes a six-figure rewire, re-pipe, and drain job • The "Two Costs and One Price" framework that crushes "I need to think about it" • Why Chris wears a different shirt on Day 2 — and what it sells • The 4-option pricing system that lets Bailey charge $70K for a rewire (when competitors price it at $25K) • Why he won't sell a re-pipe to a customer who doesn't need one — and why disqualifying like this builds trust Whether you're a sales tech trying to break $1M for the first time, a sales manager building a multi-trade playbook, or an owner trying to understand what makes one rep close $7.9M across three trades — Chris's process is a masterclass in stacking trades without losing trust. Watch on YouTube or listen on your favorite podcast platform. And don't forget to subscribe to The Successful Contractor for more interviews that move the needle. About The Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the Guest Chris Roberts is the head sales manager at Bailey Plumbing, Safety First Electric, and Comfort Heating and Cooling — three home-services companies operating under one roof out of San Jose and Morgan Hill, California. A former union electrician, Chris transitioned into in-home sales his first year at Safety First, then took on plumbing and HVAC sales as the companies grew. Last year, he personally closed $5.1M in electrical, $2.3M in plumbing, and $500K in HVAC — making him CertainPath's first-ever double Crown Champion. Connect CertainPath: https://www.mycertainpath.com Show Notes The Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we've helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/

May 8, 20261 hr 24 min

How This Roofing Rookie Closed $2M With a 3-Option Pitch — Seth Mast, Mast Roofing

Book a free strategy call with CertainPath to see how we can help you hit your goals and beyond: https://bit.ly/4b0wLaZ or call us at: (214)-453-1591 On a roof at 17 in 90-degree heat. Eight years later — Crown Champion at his family's Pennsylvania roofing company with $2 million in personal sales his first full year. Mostly replacements. Plus a few full-house exterior packages topping $100K. Mast Roofing & Construction in Oley, PA has been around 30 years — Seth's dad started it. Seth grew up putting together sales folders in the family barn, mowed the property when his dad finally built a real building, and went full-time on a roof crew at 18. A year of installs. A year as a repair tech under Mast's top performer. And almost by accident, he slid into a sales seat when another rep wouldn't run a townhome. Eight months later — Crown Champion. By twelve months — $2M sold. In this conversation, you'll discover: The 3-option close he learned in CertainPath's Service Essentials class — and why it ends every pitch Why he never pre-judges a trailer (or a mansion) — and what to look at instead The "30 minutes on the pictures" inspection that doubles as authority-building The mold-decking story he uses to pre-empt the attic objection before he ever walks upstairs The single line — "if you had this shingle on here, I would probably not be sitting right now" — that handles cheap-shingle objections in one sentence His first-question close: "They've already decided. It's just when and who." Why his close ratio jumped 10% the first time he went to a CertainPath training Whether you're a roofing rep trying to break your first $1M, a sales manager building a training program, or an owner trying to understand what makes a young rep close like a veteran — Seth's process is a masterclass in education over pitching. 🎧 Watch now on YouTube or listen on your favorite podcast platform. And don't forget to subscribe to The Successful Contractor for more interviews that move the needle. About The Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the Guest Seth Mast is a Roofing Specialist at Mast Roofing & Construction in Oley, Pennsylvania — a family-owned roofing and exterior contractor his dad started 30 years ago. After a summer on a roof at 17 and a year as a repair technician, Seth moved into replacement sales and finished his first full year as a Crown Champion with $2 million in personal sales. He credits CertainPath's Service Essentials class and the team at Integrity Roofing for the foundation he learned from. Connect Mast Roofing & Construction: https://mastsroofing.com/ CertainPath: https://www.mycertainpath.com Show Notes The Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we've helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/

May 1, 202659 min

$8M in Residential Plumbing: It Started with a Broken Water Heater

For almost fifteen years, Dan Barger grew Apollo Plumbing the hard way — no price book, no P&L, no real read on his margins. His financial reporting system was opening the bank account and hoping. Today, Apollo does $8 million a year in residential plumbing. What changed? On this episode of The Successful Contractor, host Bob Houchin sits down with Dan — owner of Apollo Plumbing in Marysville, Washington — for the honest version of a twenty-year run. You’ll hear: Why a broken water heater turned Dan into a 20-year plumber. The moment Dan realized his “financial reporting system” was costing him money. Why 60–70% of Apollo’s marketing spend goes to radio — and what it buys. The comp model Apollo switched to last year — and what it did to close rates. The one thing Dan wishes he’d done seven years sooner. Where Dan’s taking Apollo next. If you’re running a contracting company, Dan’s story will sound uncomfortably familiar — and hopeful. Guest Dan Barger Owner, Apollo Plumbing — Marysville, WA Host & Show Host: Bob Houchin Show: The Successful Contractor, powered by CertainPath CTA — Close of Description Book your free discovery call at mycertainpath.com. Enjoyed the episode? Please subscribe and leave a 5-star review on your favorite podcast player — it helps other contractors find the show.

April 24, 20261 hr 52 min

I Only Hire People Who Throw Up at the Thought of Losing — Jimmie Dale, $100M+ Contractor

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series — Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 For more information about Sean Mitchell's RevenueAscent Program: https://hub.mycertainpath.com/hub/resources/make-execution-consistent-with-the-revenueascent-program-featuring-sean-mitchell Check out the Kingdom Method Show with Jimmie Dale and Jeff Cox: https://www.youtube.com/@KingdomMethodShow He built a $100M+ home service company with one non-negotiable: they had to want to win so bad it made them sick. Everything else — credentials, experience, background — was secondary to that. Jimmie Dale spent over three decades as President of Baker Brothers Plumbing & Air, building one of the most respected home service operations in the country. He developed leaders from scratch, cut players who weren't performing before they poisoned the rest of the team, and created a culture where urgency wasn't a mood — it was the operating system. In this conversation, Jimmie brings over 30 years of hard-earned leadership insight to the table — the kind you can only get from building something real and running it through every kind of market. In this conversation, you'll discover: • The one hiring trait Jimmie values above everything else — and why wanting to win is the only non-negotiable he never compromises on• The A, B, C player framework: how to identify your C players, put them on a 30-to-60-day timeline, and stop letting nice guys drain your A players• The two-month warning — why every great initiative dies two months after launch, and the discipline it takes to keep it alive• Start, Stop, Keep: the group exercise that gets every leader in the room aligned and subtracting what isn't working• Why the first place to look when your team is underperforming is the mirror — not your employees• The insurance tip worth the price of admission: how to audit your loss runs and fight back against inflated premium reserves• Urgency of execution: how to build a culture where deadlines are commitments, not suggestions• How CertainPath transformed from a hard-sell, suit-and-tie operation into a culture-first organization — from someone who was there• The bell curve of leadership: why the moment you stop learning is the moment your business starts declining• Recreate AI and ScheduleBot: why the future of home service booking looks more like OpenTable than a phone call• Be Google for plumbing: the sales philosophy that turns techs who hate selling into trusted advisors customers want to buy from Whether you're a $5M contractor trying to build your first real leadership team, a $30M operator wondering why your best people keep leaving, or anywhere in between — this episode is packed with the kind of straight talk that only comes from someone who's actually built it. 🎧 Watch on YouTube or listen on your favorite podcast platform. Subscribe to The Successful Contractor for more interviews that move the needle. About The Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the Guest Jimmie Dale is the former President of Baker Brothers Plumbing & Air, COO of The Perfect Light, investor in Recreate AI, and co-host of the Kingdom Method Show alongside Jeff Cox. A fourth-generation master plumber, Jimmie spent over three decades building Baker Brothers into a $100M+ home service operation known for its culture, its people, and its relentless standard for winning. Connect Kingdom Method Show: https://www.youtube.com/@KingdomMethodShowCertainPath: https://www.mycertainpath.com Show Notes The Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we've helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPathLinkedIn: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/

March 26, 20261 hr 33 min

$20 Million in a Town of 240,000 — How Wisler Dominates a Small Market

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series — Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 $20 million in revenue. A service area of 240,000 people. And a business that’s been growing — almost without exception — for four decades. James Wisler didn’t set out to build a $20M multi-trade powerhouse in one of the smallest markets you’ll ever hear about on this show. He grew up in the business — running crews at 15, becoming GM at 23 — and learned every hard lesson the hard way. New construction. Bathroom remodeling. Green-fielding HVAC. Adding electrical through acquisition. Every pivot came with a price. But here’s what’s remarkable: Wisler Plumbing, Heating, Cooling & Electric serves just two counties in Southwest Virginia, with a population that most contractors would walk away from. Electric grew 30% last year. Plumbing north of 15%. HVAC is on track to surpass plumbing in total size next year. And their water treatment division — running since 1986 — now holds 750 service agreements with a lead model that works the exact opposite of every other trade. This is a masterclass in what disciplined, market-smart growth actually looks like over 40 years. In this conversation, you’ll discover: • How Wisler built a $20M multi-trade business in a 240,000-person market — and why small markets can be a massive advantage• The sales-install model they pioneered in plumbing before almost anyone else was doing it — and the $2,500 threshold that drives it• Why green-fielding HVAC was the hardest thing they’ve done — and what they’d do differently (acquire)• The #1 operational mistake that stunted their HVAC growth — and how they finally fixed it• How to build a water treatment business with 750 service agreements, a 60/40 lead split, and a sales system that works• The Culture Index hiring system: why they run it at the application stage, what it actually measures, and why it’s a confirmation tool — not a crutch• Their panel interview rule: 3 people, diverse panel, and if it’s not unanimous — don’t hire• How they acquired an electrical company in 2024, grew it from $1.2M to $1.8M in year one, and why that’s the better path• The “Guiding Light” document: how James defines faith, family, excellence, and courage in a way that actually sticks• The weekly culture minute, the 6-7 hour monthly manager meeting, and the annual kickoff that’s replaced their holiday party Whether you’re running $2M and wondering if you can scale without a major metro, thinking about adding a trade, or trying to figure out what a real hiring system looks like — this one is packed with 40 years of hard-earned lessons. 🎧 Watch on YouTube or listen on your favorite podcast platform. Subscribe to The Successful Contractor for more interviews that move the needle.For more information about Sean Mitchell’s RevenueAscent Program: https://hub.mycertainpath.com/hub/resources/make-execution-consistent-with-the-revenueascent-program-featuring-sean-mitchell AboutThe Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the GuestJames Wisler is the CEO of Wisler Plumbing, Heating, Cooling & Electric, based in Rocky Mount, Virginia. James grew up in the business his father started in 1986, became GM at 23, and — alongside his brother Brian — purchased the company in 2014. Under his leadership, Wisler has grown from a plumbing-only service company into a $20M multi-trade operation serving HVAC, plumbing, water treatment, and electrical across Southwest Virginia. James has been a CertainPath member since nearly the beginning and is a fixture in the peer community. ConnectWisler Plumbing, Heating, Cooling & Electric: https://www.wislerhomeservices.comCertainPath: https://www.mycertainpath.com Show NotesThe Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we’ve helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH:Facebook: https://www.facebook.com/CertainPathLinkedIn: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/

March 19, 20261 hr 25 min

New Construction to $110M in Service: How a Family HVAC Business Survived the Recession and Scaled

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series — Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 $3.5 million in service revenue. A new construction company that survived the Great Recession on discipline and a war chest. And a son who'd spent summers on job sites watching his dad build something real. RJ Magee didn't plan to build a $110 million multi-location HVAC and plumbing empire. He planned to take over his dad's company in Las Vegas. Then they sold it — and everything changed. Sierra Air Conditioning and Plumbing in Las Vegas alone went from $13 million in 2020 to $50 million in 2025. Their comfort advisor made $500,000 last year. Flip techs clear $200K. And in Boise, they hired a bartender two weeks ago — one week of training, five for five, $18,000 average ticket. This is a masterclass in what it actually looks like to scale a residential HVAC company — and what it costs when you don't. In this conversation, you'll discover: How CertainPath coaching helped Sierra grow from $3.5M in service revenue to $50M in Las Vegas alone The 3 things RJ says took them from $3.5M to $13M — and the operational discipline behind it How to acquire HVAC companies: market selection, what makes a good partner, and why they keep every call center local How they changed fix-it culture shops into sales-minded organizations — without losing the team Why RJ pays his flip manager $30 per same-day flip (and how that drives behavior better than EBITDA bonuses) The personal loss in 2019 that finally made him build a team — and get his priorities in the right order Their 5-year plan: $500M by 2030, 16–18 partner companies, 20% EBITDA Whether you're at $3M trying to hit $13M, thinking about what a sale might look like, or just want to understand how a $110M HVAC operation actually runs — this one is packed. 🎧 Watch on YouTube or listen on your favorite podcast platform. Subscribe to The Successful Contractor for more interviews that move the needle. About The Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the Guest RJ Magee is the President of Sierra Group, overseeing Sierra Air Conditioning and Plumbing in Las Vegas, NV along with partner locations in Boise, Denver, and Tucson. RJ grew up working summers on his father's job sites, joined the company full-time in 2010, and helped grow the service division from $3.5M to $13M before a private equity sale in 2020. Since then, he has led Sierra's Las Vegas operation from $13M to $50M while building a multi-location portfolio targeting $500M by 2030. Connect Sierra Air Conditioning and Plumbing: https://www.sierraair.com CertainPath: https://www.mycertainpath.com Show Notes The Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we've helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/

March 12, 20261 hr 28 min

How an electrician went from two vans and $10k in the bank in 2019 to $10.6 Million in revenue and 28 vans in 2026. Meet Matt Wehrle of Safe Electric & Plumbing

February 20, 202651 min

ServiceTitan Is All In on CertainPath – Here’s What That Means for You

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5────────────────────────────────────────────────────────────────────────────────“How did I do this before?”That’s the number-one thing ServiceTitan hears from contractors after they make the switch. And now, ServiceTitan and CertainPath are officially partnered—which means the best coaching in home services just got paired with the most powerful software platform in the industry.In this episode of The Successful Contractor, Bob sits down with Joseph Morales and Phil Stern from ServiceTitan—recorded live at CertainPath’s Eagles’ Summit—to unpack what this partnership means for contractors, what’s new with ServiceTitan’s Pro Products, and why the AI revolution is already changing how you dispatch, market, and grow.Joseph has spent four years on the road meeting contractors face-to-face. Phil came from 12 years at Google, where he worked on AI solutions and partnerships with brands like Wells Fargo and Ford. Together, they break down ServiceTitan’s biggest announcements—from the commercial and construction expansion to the AI-powered Dispatch Pro that’s already proving your gut instincts wrong.What You’ll Learn in This Episode:• Why ServiceTitan and CertainPath partnered—and why Phil says “CertainPath’s model was a perfect fit”• The “How did I do this before?” moment—what contractors consistently say after adopting ServiceTitan• How one contractor was spending 4 hours a day tracking time through email—and how geo-fencing automation eliminated it overnight• Dispatch Pro: the AI tool that’s matching the right tech to the right job for profit—and proving that your “best guy” isn’t always who you think• Marketing Pro: the most-adopted Pro Product, with smart campaigns, UTM tracking, reputation management, and AI-powered ad optimization• Scheduling Pro: how to automate maintenance contract bookings and online scheduling—straight into your ServiceTitan dashboard• Atlas and Titan Intelligence: ServiceTitan’s new AI-powered voice and dispatching tools• Titan Score: how ServiceTitan grades your software usage and tells you where to expand next• The commercial and construction expansion: why contractors who dismissed ServiceTitan as “residential only” need to take a second look• ServiceTitan’s roofing push: the GAF partnership and growing adoption across trades• CertainPath coach certification: 40–60 hours of training, full curriculum access, and demo accounts—so your coach knows the software inside and out• Why ServiceTitan is “all in” on CertainPath events—not a one-and-done partnershipWhether you’re already on ServiceTitan and want to get more out of it, or you’ve been on the fence about making the switch—this episode gives you the inside track on where the software is going and how CertainPath coaching is about to make it even more powerful.🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle.Chapters:00:00 – Meet Joseph Morales & Phil Stern, ServiceTitan01:58 – Joseph’s Journey: From Snacks & Coffee Roasters to ServiceTitan04:06 – Phil’s Path: 12 Years at Google to ServiceTitan05:22 – What It’s Like Working with Contractors08:35 – The CertainPath + ServiceTitan Partnership10:07 – Why Coaching + Software Is a Perfect Fit15:30 – Roofing Expansion & the GAF Partnership17:00 – How ServiceTitan Sources Contractor Feedback18:07 – AI Features: Atlas & Titan Intelligence19:28 – “How Did I Do This Before?” – Contractor Feedback20:32 – Automation That Saves You 4 Hours a Day24:28 – Titan Score: Know Where to Grow Next25:00 – Onboarding, Support & Dedicated Success Managers27:45 – Technician Workflows, Forms & Photo Documentation28:46 – CSR & Dispatch Board Value30:00 – Route Optimization & Decentralized Dispatching31:10 – ServiceTitan as a Retention Tool32:20 – 200+ Built-In Reports & Custom KPIs33:14 – Pro Products Deep Dive: Dispatch Pro36:38 – Marketing Pro: Campaigns, UTM Tracking & AI Ads40:35 – Smart Campaigns & Maintenance Contract Automation41:57 – Scheduling Pro: Online Web Scheduler43:50 – Coaching Certification: 40–60 Hours of Training46:30 – Partner Jam: First Impressions from ServiceTitan48:55 – “We’re All In” – What’s Next for the PartnershipShow NotesThe Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.FOLLOW CERTAINPATH:Facebook: https://www.facebook.com/CertainPathLinkedIn: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/

February 13, 20261 hr 2 min

5 Acquisitions + Real Systems = 600% Growth | Kevin Henderson’s Story

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 Kevin Henderson calls himself a “forever learner.” It’s the mindset that took him from green apprentice in 1996 to owner of a $6.5 million HVAC and plumbing company—and he’s just getting started. After 17 years working for someone else, Kevin took a leap in 2013 when a colleague offered him a small business: take it or I’m shutting it down. He talked to his wife, and the answer was simple: “I’m not getting any younger. I know how to do this.” In this episode of The Successful Contractor, Kevin Henderson of Home Comfort Systems Heating, Cooling & Plumbing in Greenwood, SC, shares how he acquired 5 small companies, implemented real systems, and profitably grew his business by 600%. But it wasn’t all smooth—stress-related health problems forced him to stop doing everything himself and start building a real team. What You’ll Learn in This Episode: • How Kevin went from $1 million to $6.5 million—and why his next target is $20 million in 5 years • The “forever learner” mindset that drives his growth—and why he reads every single day • Why he acquired 5 small “fire sale” businesses—and it fueled leads more inexpensively than traditional marketing • The stress breaking point that forced him to hire an operations manager—and how it freed him to focus on growth • Why he hires technicians green: “People that are experienced, it’s kind of hard to retrain them” • How he went from zero Google reviews in 2013 to almost 1,700 today—more than anyone in his market • His training structure: Tech Tuesday, Sales Monday, Plumbers Thursday, Install Friday—and why “get back to basics” was last year’s theme • How CertainPath’s SOAR program identified marketing waste ($700-800/lead on direct mail) and fixed it • Why he added his sales guys to the daily accountability text—and how competition drives results • The #1 number he watches: gross margin—plus overtime and callback percentages • Why “compassionate leadership” beats yelling and screaming: “We don’t manage by pinning people up” • His sobering reminder: “You can do $20 million and go bankrupt”—why efficiency matters more than revenue Kevin’s story is proof that you don’t need to have it all figured out on day one. With the right mindset, the right systems, and a willingness to keep learning, any contractor can build something remarkable. 🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle. Chapters: 00:00 – “I’m Not Getting Any Younger”: Kevin’s Leap into Ownership 05:22 – From $1M to $6.5M: Joining CertainPath and Setting a BHAG 09:47 – 20% Growth Every Year: The Acquisition Strategy 11:45 – Adding Plumbing: How an Acquisition Brought a New Trade 14:29 – Building the Team: Org Structure and the Operations Manager 16:02 – The Stress Breaking Point: Health Problems Forced Change 16:50 – SOPs and Systems: “If You’re Gonna Ask Every Week, Write It Down” 18:25 – Hiring Green: Why Experienced Techs Are Harder to Retrain 21:03 – Culture Index: Matching Personality to Role 25:58 – Training Structure: Tech Tuesday, Sales Monday, Install Friday 28:47 – The SOAR Program: Carl’s Fire Hose and Marketing ROI 34:03 – Marketing Evolution: Zero to 1,700 Google Reviews 36:03 – Sales Management Mastery Group: Accountability That Works 37:50 – The Numbers That Matter: Gross Margin, Overtime, Callbacks 38:20 – Call Center & Dispatching: Booking in the High 80s-90s 44:08 – Cash Flow and Financial Discipline 47:09 – Compassionate Leadership: “We Don’t Manage by Yelling” 51:45 – Kevin’s Evolution: From Doing Everything to Letting Managers Lead 53:15 – The $20 Million Vision: Efficiency, Expansion, and What’s Next Show Notes The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ About the Guest: Kevin Henderson is the owner of Comfort Systems Heating, Cooling & Plumbing in Greenwood, South Carolina. A self-described “forever learner,” Kevin started as a green apprentice in 1996, spent 17 years learning the trade, and launched his own company in 2013. Through 5 strategic acquisitions and a commitment to real systems, he’s grown from $1 million to $6.5 million—with a goal of $20 million in the next five years. Kevin is a member of CertainPath and active in a number of its programs including: Total Access Training, The Accountability Group (TAG), Strategic Operation Action Review (SOAR), and Sales Management Mastery Group (SMMG). Connect with Kevin: Comfort Systems Heating, Cooling & Plumbing: https://www.homecomfortsc.com/