Setter Closer Model for Roofing Door-knocking (Mistakes to Avoid)

About this episode

Ryan Fitzgerald discusses scaling a plumbing department within an HVAC company and the mistakes to avoid during the process.

Guest: Ryan Fitzgerald — Plumbing Department Leader, Fitzgerald Heating Air and Plumbing (Las Vegas, NV) Guest Links: Facebook: Ryan Fitzgerald (Las Vegas, Nevada) This episode covers how to layer a plumbing department onto an existing HVAC company and scale it from almost nothing to over $5 million in a single year. Ryan Fitzgerald joined a company in Las Vegas that was doing $14 million in HVAC but only $400,000 in plumbing, and within his first full year built the plumbing side to $5.4 million with a team of eight technicians and four installers. He breaks down exactly how that happened: a dedicated outbound team hammering phones to fill the board, assigning calls based on each tech's strengths and weaknesses, a four-option sales process where the homeowner feels empowered to choose rather than pressured, and leveraging HVAC cross-selling to get plumbing in the door. The conversation gets into why implementing systems too early can actually hurt you, including a real example of a field manager role they tried at $5 million that created friction between installers and sales techs and had to be pulled back until $7 or $8 million. Ryan also shares how growing too fast led to…

People in this episode

Guest: Ryan Fitzgerald

Topics covered

• business
• marketing
• plumbing
• HVAC
• sales

Keywords

• plumbing department
• HVAC company
• sales process
• outbound team
• cross-selling
• warranty callbacks
• leak detection
• water quality testing
• culture shift

Mentioned in this episode

Places: Las Vegas, NV, Nevada

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