The Successful Contractor Podcast

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/4b0wLaZ or call us at: (214)-453-1591 Get Predictable Calls From Proven Direct Mail Campaigns. Learn more about CertainPath’s Lead Generation Direct Mail programs — for members AND non-members. Click here for a FREE Market Analysis: https://mycertainpath.com/lead-generation-request/?utm_source=youtube&utm_medium=video&utm_campaign=tsc227 ------------------------ Two years ago he drove home from Oregon broke, unpaid for seven weeks of work. Last year he sold and installed $1,011,000 in electrical — out of one van. Mike Howie is a service technician at Travis Electrical Service in Clarksville, Tennessee. He does the selling and splits the installs 50-50. He did $612,000 one year and $1,011,000 the next — two years into residential service, in a middle-America market. He had about ten years in electrical first: an industrial apprenticeship, then a service shop that, in his words, “threw you out in the wind.” A three-week job became seven unpaid weeks in Texas and Oregon. He nearly lost the house, his wife’s car was impounded, and he lost his mom in the middle of it. He found Travis on Indeed, emailed the owner’s wife from Oregon, and she kept telling him one thing: “Just get home.” Then six months of ride-alongs and CertainPath training before anyone handed him a van. What changed between $612,000 and $1,011,000 was operational as much as personal. Travis added installers halfway through the year, anything over $1,000 started handing off, and Mike got into more houses. The rest of this conversation with host Bob Houchin is his entire service call, line by line. In this conversation, you’ll discover: • Why adding an install team took him from $612,000 to $1,011,000 • The six-month onboarding most owners skip — and what that patience actually bought • Why he never finishes the troubleshoot, and the one question he asks instead • The chain-link analogy that makes a backstabbed outlet obvious to a homeowner • How he positions financing before the sticker shock lands • “First person that talks loses” — and the fifteen minutes he sat in total silence Whether you run an electrical, HVAC, plumbing, or roofing company, Mike’s process shows how one well-trained technician turns ordinary service calls into a million dollars a year. 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 Show 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 Host Bob Houchin has spent 20+ years immersed in the home services industry — listening to, learning from, and serving the people who run it. As host of The Successful Contractor, he’s interviewed hundreds of the brightest minds in the trades. Beyond the mic, Bob is a Senior Strategist at CertainPath, building the training, onboarding programs, keynotes, and playbooks used by 1,200+ residential service companies. His motto: smart contractors learn from their mistakes; wise contractors learn from the mistakes of others. About CertainPath CertainPath is a business coaching and training organization that has built successful home service businesses for more than 25 years. We serve 1,200+ member companies across HVAC, plumbing, electrical, and roofing with professional coaching, training for every role, software solutions, and a vendor partner network that delivers millions in member rebates every year. Doubling your sales with a 20% net profit and an inspiring company culture is ALL possible. With CertainPath, Success is Made Certain. Connect CertainPath: https://www.mycertainpath.com FOLLOW CERTAINPATH Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/4b0wLaZ or call us at: (214)-453-1591 Get Predictable Calls From Proven Direct Mail Campaigns. Learn more about CertainPath’s Lead Generation Direct Mail programs — for members AND non-members. Click here for a FREE Market Analysis: https://mycertainpath.com/lead-generation-request/?utm_source=youtube&utm_medium=video&utm_campaign=tsc225 -------------------------------------------------------------------------------- He sold medical devices to surgeons. Now he sells $10 million of HVAC a year — and he never pressures a homeowner to do it. Caleb Holte is a comfort advisor at Fix-It 24/7 in Denver, and a two-time Crown Champion who has sold roughly $10 million of residential HVAC. But he didn’t come up through the trades. He came from AT&T and Verizon sales, a cutthroat stint in finance, even bodybuilding — and most recently medical device sales, where dinners with surgeons felt fake and “performative.” So he traded it all for the blue truck. His start was brutal. His GM handed him a truck, some keys, and told him to “go fail forward.” He went 0-for-5 on his first drive and figured he was about to get fired. What turned it around wasn’t pressure — it was a journal: after every call he wrote down three things that went well and three that didn’t, until the patterns became second nature. Across this conversation with host Bob Houchin, Caleb breaks down his entire in-home process — positioning himself as a “field supervisor” instead of a “comfort advisor,” price conditioning and extreme anchoring (including the $45,000 system he shows every customer and refuses to sell), reading body language down to where a customer points their feet, getting objections out early, and the quiet discipline of “he who talks first loses.” He also gets honest about the part most salespeople skip — the heart behind it. Caleb prays in the truck before a call, treats every grandmother and single mom like his own family, and lives by a simple belief: anybody can close anybody. It’s just whether or not you’re the right guy. In this conversation, you’ll discover: Why he positions himself as a “field supervisor,” never a “comfort advisor” The extreme-anchoring move: the $45,000 system he shows every customer and won’t sell How to get customers to sell themselves instead of pitching them What a customer’s feet — and a woman’s hands — tell you about the sale “Easy pay,” not “financing”: the language that lowers the guard Why “he who talks first loses” after you slide over the price The journaling habit that took him from 0-for-5 to $10 million Whether you sell HVAC, plumbing, electrical, or roofing, Caleb’s process shows how to close big without pressure — and keep your character intact. 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 Show 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 Host Bob Houchin has spent 20+ years immersed in the home services industry — listening to, learning from, and serving the people who run it. As host of The Successful Contractor, he’s interviewed hundreds of the brightest minds in the trades. Beyond the mic, Bob is a Senior Strategist at CertainPath, building the training, onboarding programs, keynotes, and playbooks used by 1,200+ residential service companies. His motto: smart contractors learn from their mistakes; wise contractors learn from the mistakes of others. About CertainPath CertainPath is a business coaching and training organization that has built successful home service businesses for more than 25 years. We serve 1,200+ member companies across HVAC, plumbing, electrical, and roofing with professional coaching, training for every role, software solutions, and a vendor partner network that delivers millions in member rebates every year. Doubling your sales with a 20% net profit and an inspiring company culture is ALL possible. With CertainPath, Success is Made Certain. Connect CertainPath: https://www.mycertainpath.com FOLLOW CERTAINPATH Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/

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 ------------------------------------------------------------------------------------- Brandon Marshall knows leadership in the trades isn’t just about KPIs and schedules — it’s about people. And people bring stress, purpose, and pressure with them every day. As the Transformational Leadership Mentor with CertainPath, Brandon has worked with countless contractors to help them grow not just as professionals, but as human beings. In this conversation, he shares how leaders in home services can learn to manage stress, lead with purpose, and build lasting cultures that truly pour into others. • Why most contractor stress doesn’t come from the job • How to build “mini leaders” who multiply your culture • Why accountability without leadership never works • How to create a team culture that runs deeper than systems • What Brandon learned about leadership from the pulpit to the trades • Why Lion’s Pride was built — and what it’s doing for service leaders If you’re a contractor who feels the weight of leadership, this conversation will speak directly to you. What You’ll Learn in This Episode: • How to identify the real source of stress on your team • What it means to “pour into” people as a home service leader • Why culture is like a river — and how to shape its flow • The power of mentoring vs. managing • Why Brandon believes leadership is a calling, not a role Want More Support Growing Your Business? When you join CertainPath, you’re not just getting coaching and training. You’re getting access to our Partner Network—120 vendor partners, including solutions like Reins, offering exclusive discounts and rebates on the tools and services you’re already using. Last year alone, our members earned back over $10 MILLION in rebates. That’s more cash in your business—and more partners helping you grow, profit, and scale. Book your free Discovery Call to learn how we can help you level up: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 Chapters TBD 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/

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 ------------------------------------------------------------------------------------- How do you grow a home services company to $21 million in revenue—and still stay true to your values? In this episode, Bob Houchin sat down with Brett Hadley, president of Mountain Home Services in Ogden, Utah. Brett shares how he: Navigated a major company merger Rebuilt his team’s culture from the ground up Built a high-performing business by hiring for character, not just skill You’ll hear how he overcame marketing breakdowns, aligned two companies into one mission, and scaled sustainably—all while developing leaders and “great humans” along the way. This is a must-listen for any contractor who wants to grow without losing what matters most. What You’ll Learn in This Episode: How Brett helped scale Mountain Home to $21M in revenue His strategy for merging companies while protecting team culture Why “humble, hungry, and smart” beats any resume How to lead through marketing chaos and operational setbacks Systems and leadership habits that make scaling sustainable What’s next for Brett and Mountain Home Services Want More Support Growing Your Business? When you join CertainPath, you’re not just getting coaching and training. You’re getting access to our Partner Network—120 vendor partners, including solutions like Reins, offering exclusive discounts and rebates on the tools and services you’re already using. Last year alone, our members earned back over $10 MILLION in rebates. That’s more cash in your business—and more partners helping you grow, profit, and scale. Book your free Discovery Call to learn how we can help you level up: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 Chapters TBD 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/

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 ------------------------------------------------------------------------------------- What does it take to grow a home service business to $40 million—without chasing headcount or cutting corners? In this episode, Nick Hartman, CGO at Ongaro & Sons, shares how a relentless focus on leadership, training, and accountability helped the company scale across HVAC, plumbing, and electrical. From record-breaking margins to life-changing employee outcomes, this is a playbook for contractors who want to grow the right way. Whether you're leading a $2M shop or managing multiple trades, you’ll walk away with clear, proven strategies to elevate your team, improve operations, and build a people-powered company that lasts. 🚀 What You’ll Learn in This Episode: • How Ongaro & Sons grew to $40M by developing leaders at every level • The systems behind 25% net profit and $1.7M+ months in HVAC • Why growing your people can unlock exponential company growth • The impact of growth plans—from new homes to reunited families • How to lead managers so they lead their teams • What it looks like to scale HVAC success into plumbing & electrical • The role of trust, training, and communication in high-performing teams • How culture drives results—and breaks sales records 💡 This is how you scale with intention. This is how you build something that lasts. 💡 Want insider strategies from operators like Nick Hartman? CertainPath members get access to leaders like Nick at our twice-annual Expos—where contractors come to learn, level up, and lead. Chapters TBD 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/

How do you take an electrical company from a basement startup to $2 million in revenue, earn 15% net profit, and do it all completely debt-free — in just two years? Meet Mory and Clarissa Belle, founders of Doctor Electric in Lexington, Kentucky, and CertainPath members who did just that. In this episode of The Successful Contractor, the Belles share how they went from burned out and overwhelmed to thriving business owners with a clear plan, powerful systems, and a rock-solid partnership — thanks to CertainPath. You’ll learn how they scaled quickly, made key strategic changes, and built a company that reflects their values and vision. Whether you’re in HVAC, plumbing, electrical, or roofing, this story will inspire you and show you how fast success can happen when you follow a proven path. 🚀 What You’ll Learn in This Episode: • How Doctor Electric scaled from $600K to $2M in just 2 years • Why 15% net profit was the non-negotiable benchmark • How they launched debt-free (and why that mattered) • Why they left new construction for residential service • The CertainPath tools that gave them clarity and confidence • How they added a service fee—and saw conversion rates rise • Why SOPs and training allowed them to scale without chaos • How Profit Day changed their business perspective • The power of community—and what it meant to “not be alone” 💡 Ready to grow your contracting company with confidence? Watch now to discover how Doctor Electric did it—and how CertainPath helped make it possible.