Business

Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service

Ready to revolutionize your home service business? Tune into the Service Business Mastery Podcast! We dive deep into automation and AI, including swarm agents, AI chatbots, and AI voice agents, to help you streamline and optimize your operations. Whether you’re in HVAC, plumbing, electrical, or any other home service trade, we cover leadership, marketing, finance, pricing, and HR to give you the edge you need. Click here to transform your business and embrace the future today!

Latest Episodes:

430: Listener Email - Dealing with Cheap Clients Jan 08, 2020

Show notes

On today's episode, we talk PERCEIVED VALUE vs INVOICE PRICE! We had a listener email us recently, and they asked for advice on how to handle a client who was giving them a fit about a price that they feel was extremely fair...if not, a little lower than standard for the HVAC industry. This service business owner would like to know what we would do if we were put in a similar situation with our heating and air conditioning small business.

Julie and Tersh talk between the two of them about ways to add value so that these types of calls are less likely to happen! Please share your thoughts and feedback with us!

Also, connect with us on social media @tershblissett & @julieablissett Tersh@icebound.us if you'd prefer to email!

Click here for an explanation of how to figure out your billable hour for those who may be questioning themselves on the price they are giving their clients.

Of course, to get a true picture of your business expenses, you'll want to calculate your overhead rate or direct service overhead. This is true whether you're a manufacturing firm or whether you are applying overhead in a service company. To do so, divide your overhead (indirect) costs, such as rent and utilities, by direct costs, such as labor. If your overhead costs are $100,000 and direct costs are $50,000, your overhead rate is 0.50, or 50 percent. If the typical overhead rate for companies in your industry is 75 percent, and your rate is 50 percent, you have a competitive advantage with your lower overhead.

But when calculating your overhead rate, keep these important factors in mind:

Materials cost. These are the costs of goods you use in providing the service. A mechanic's shop, for example, would need to factor in the costs of supplies, like engine oil, air filters, tools (though mechanics at a shop usually provide their own tools), spark plugs, brake pads, etc.
Labor cost. This is the cost of direct labor you hire to provide a service. As discussed, this would including the hourly wages or salary of the mechanics at the auto business, for example.
Overhead costs. These are the indirect costs to your business in providing services to customers and is different than the overall overhead rate. This would include the costs of any employees/support staff not working directly on the autos, such as billing clerks or administrative assistants and even human resources personnel if the firm is large enough. Other overhead costs include your monthly rent, taxes, insurance, depreciation, advertising, office supplies, utilities, mileage, and so on.

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429: Who Would Know What We Want in a CRM More Than Someone Who Has Been in the Trenches Too? Jan 01, 2020

Show notes

Imagine having a software that is extremely powerful, but is not so large that your input is ignored! Tersh talks with the founder of ThermoGrid about why he created this CRM software, and how it differentiates from their competitors. Can you say HEAT LOAD CALCULATOR?!?They also have a built-in price book that will help you to instantly job cost as soon as your invoice is closed. They believe in their product so much so that they offer a 25% profit increase guarantee that Adam talks about in this episode! Inventory management is a pain point for almost every business owner and manager, and it is built into the program already!

Do you lose time and momentum due to technicians who "thought" they had parts due to poor inventory control? Have you noticed that your company is as busy as it has ever been but your profits are depleted from:

Overtime costs
Double entry
Bank/dealer fees
Missing service agreement deadlines
Dispatching the wrong talent to particular jobs

ThermoGRID is offering a GUARANTEED 25% increase in profitability for up to 6 months for qualifying companies!!

Learn more by visiting ThermoGrid's Website or call them at 1-800-592-3611 and ask to speak with Mary...she's familiar with this episode and you can simply tell her you heard about them from the podcast!!

If you'd like to connect with me, as always, shoot me an invite on social media @tershblissett for Facebook, Instagram & LinkedIn. You can also search Tersh and my name should pop up on most social media platforms!! (except snapchat...Tersh isn't hip enough for that)

Thank you again for listening to another episode of the Service Business Mastery Podcast!

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428: Growing leaders using the F.A.R.M. strategy Dec 25, 2019

Show notes

Today's guest is Zach Thomas. He is an entrepreneur, published author, coach, and speaker. As a West Point graduate, Zach served his country as an Airborne Ranger Infantry Officer before launching multiple successful companies. Today, Zach is the owner/operator of a Chick-fil-A franchise in Rockmart, Georgia. His Leader Farming strategy - Growing Leaders to Grow your Business - has resulted in the top 20% performance metrics and the development of multiple Chick-fil-A franchisees from his restaurant. A self-proclaimed "Lean 6 Ninja," Zach has cultivated a culture of continuous improvement in his organization. His pioneering efforts have led him to serve on the Lean Operator panel for Chick-fil-A, Inc. and co-create the Lean365 program that helps other franchisees build a culture of empowerment, engagement, and excellence. He's been featured in Newsweek and on Good Morning America and is sharing what he's learned along his journey.

Zach Thomas comes on the show to share with us how he has developed amazing leaders by using the F.A.R.M. philosophy! We talk about the first three of these, but you must pick up a copy of the book for the last part of the F.A.R.M. leadership! Good news...the book is free!! Just click the link to order your copy and sign up for the Leader FARM community.

My biggest take away is the idea of a high school and college coach having to accept the fact that they will have to deal with a constant turn over of athletes, but they still train and grow world-class leaders!! This is something we have fought within the HVAC world for what feels like forever! All skilled trades deal with this, and this is a breath of fresh air!

Learn more about Zach and connect with him here: https://leaderfarming.com/sbm/

Order your book for real! It's great! I have mine and struggle to put it down!

Connect with Tersh on linkedIn, Instagram, & Facebook at @tershblissett

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427: 3 Things You're NOT Doing to be More Successful in Your Service Business! Dec 18, 2019

Show notes

Tersh talks with Robin about the things we are not doing that we should be doing to make our business successful, but often times we are stepping over these steps because of the next shiny object! The steps are rather simple and listed below...listen to this episode to dive deeply into each of the steps!

Goal Setting
Reverse Engineering these Goals
Lack of Tenacity

Remember to slow down to speed up!!

Connect with Tersh on any social media @tershblissett

Connect with Robin here:

https://fearless.biz/

Robin's Book "Take Your Shot"

https://www.amazon.com/s?k=take+your+shot+robin+waite&crid=2OZFUX093HSSL&sprefix=take+your+shot%2Caps%2C138&ref=nb_sb_ss_i_4_14

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426: Growing Your Service Business to $125M with Reputation Management and a Few Other Things w Josh Kelly Dec 11, 2019

Show notes

Tersh talks with Josh Kelly who is the son of the owner of Paker & Son's HVAC in Arizona. Josh tells us what it took for their family to grow their business by 30% every year and eventually make their way to $125 million in revenue in a single year! Listen to this episode as we dive into reputation management and a few other goodies that Josh has in store for us!

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425: How to Keep Your Service Call Board Full Everyday with Brigham Dickinson Dec 04, 2019

Show notes

Brigham talks with Tersh about his newest book, called Patterned After Excellence, which is the followup book to Pattern For Excellence. They talk about what it takes to build a culture and atmosphere that thrives on living the truth's.

Brigham explains tons of tips on how to get calls added to your service board and increase your call booking percentages. His business is based on training CSR's, and he is one of the best in the industry. Check out this conversation to learn first hand a few of the tips and tricks he shares with us!

Connect with Brigham at www.PowerSellingPros.com

On Instagram @powercertified

Follow Tersh on all social media platforms @tershblissett

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424: FieldPulse - The Hidden Gem of CRM's for Service Businesses Nov 27, 2019

Show notes

Tersh talks with Gabriel Pinchev, the CEO of FieldPulse, about their CRM and tons of features they offer with the program. This system could be the CRM that you have always been looking for... Tersh is asked constantly if he knows of a program that has tons of features for a startup company but is not overwhelming and expensive as some of the larger programs. If you're the type of person who is wondering the same thing, then this is the program for you!

Use the discount code:

ServiceBusinessMastery10off

for 10% off up to 1 year on the month to month plan...PLUS it increases the discount on the longer plans!!

Be sure to follow their Instagram and Facebook pages...you won't be disappointed!

https://www.instagram.com/fieldpulse/

https://www.facebook.com/fieldpulse/

www.fieldpulse.com

Follow/connect with Tersh on social media @tershblissett

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422: 5 Strategies to Shatterproof Your Service Business - Part 1 Nov 13, 2019

Show notes

Tersh talks with Scott Reib about how we can bulletproof our service businesses so that they will last the long haul! There are five strategies, and they are simply amazing! Click on this link to receive your FREE copy of Scott's book laying them all out in detail!

Here is just a sneak peek at what we have in store for you!

Create 5 CLOSE relationships!
1. Find a CPA who will call you every other week and likes talking to you.
2. Find a Banker...and follow them everywhere they go...if they move to a new bank, you move too!
3. Insurance Agent...develope a friendship with yours and have the ability to call/text them day or night.
4. Lawyer...if you don't have a relationship with one, Scott is your man!
5. Business Coach...this is who will tell you what you don't want to hear, but you NEED to hear.
How is the foundation of your business?
1. Focus on the legal structure of your business.
2. Call your CPA that you now have a relationship with...don't trust two guys on talk radio!

Follow Scott on IG @thescottreib

Get a TON of value from visiting Scott's website www.reiblaw.com/businessmastery

Connect with Tersh on all social media @tershblissett

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421: Is Amazon Ruining the Home Service Industry? Nov 06, 2019

Show notes

Is Amazon ruining our industry or are they forcing us to be better at customer service?! Steve and Tersh talk about soft skills, and how increasing these skills will bring more money to your bottom line! Steve talks about the following...plus more!

Amazon and if they are killing us...
Customers want the value...
You MUST charge for the value...
Sales is not a bad word but are tough for technical-minded people...
Here is a link to the last episode Steve and I recorded...

Connect with Tersh on Social @tershblissett

Reach out to Steve at www.coscia.com or call him at 610-853-9836

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420: 5 Tips to 10X Your Life, No Matter Where You Are In Your Career-Personal Life w Carlos Rosales Oct 30, 2019

Show notes

Tersh talks with Carlos Rosales III about 5 ways you can 10X your life, no matter where you are in your personal or career life. Below are some of the tips they talked about!

East to West - experiencing peace through forgiveness
Masterpiece - accepting who you are
Abundance - living the life of peace
10X - sharing everything & utilizing your gifts
Finish Well - Start with the end in mind.

Get in the game & get off the bench!

10x4chist.org/sbm is where you can learn more about Carlos

www.kit.com/tersh/reading-for-success/ is where you can read what Tersh is reading.

Connect with Tersh on social @tershblissett

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