The Successful Contractor Podcast CertainPath

Louis Herbert is a selling electrician for Kanon Electric in Milton, WA. Last year, Louis sold a sensational $1.4 million—all residential service work.  He managed to post such impressive numbers after only his second full year selling residential work.  Louis had spent most of his career in new construction, after a short stint in law enforcement. 
 
In this interview, Louis will walk you through his entire service call process.  In particular, Louis recounts a 5-hour service call that started because of a buzzing breaker that led to a stunning $45,000 residential service ticket!  Louis success is so interesting because originally he didn’t want anything to do with sales… He started as an install technician.  He disliked the idea of selling so much that he refused to attend sales training.  Today, he leads sales training at Kanon.
 
There’s so much incredible content in this short interview.  If you’re an electrician looking to accelerate the level of service you provide, as well as dramatically bolster your sales, check it out. Speaking of which: Louis gives a special shoutout to CertainPath’s Electricians Advanced sales course.  It’s a must attend for CertainPath Electrical members.  If you’re not a member, what are you waiting for?
 
Looking for more electrician service & sales content? Check out these interviews:
It’s Easy & I Like It: How Coach Aaron Trains Electricians to Help Homeowners & Increase Sales
 
$764K Res Electric Sold & Installed: Jonathan Unzueta Rojas Shares His Process
 
The Shocking Secrets of $856K Residential Electrical Sales Work Revealed
 
How Zach Wehrle from Safe Electric in Columbus, OH, Sold & Installed $570K in Res. Electrical Work
 
The Successful Contractor | How One Electrician Sold & Installed $1.26M in Electrical Work in 2020
 
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 1,100+ 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/
 
Thank you to our sponsors:
Reece.  Reece is a leading supplier for Pros in the Plumbing, HVAC, Waterworks, and Bath and Kitchen industries. For over 100 years, Reece has been committed to helping Pros like you build your business by providing access to top-quality products backed by the resources, service, and support of product experts. On the job and need supplies but can’t get away? Reece will come to you. They make it easy to keep your job moving forward with their Rapid Delivery services. In just 2 hours, Reece will deliver to any job within 15 miles of participating branches. It’s just one more way to prove Reece works for you. Visit Reece.com to learn more about Reece – your trusted supplier and partner. 
 
Minuteman Press-Des Peres.  Minuteman Press-Des Peres is your preferred print, marketing, and direct mail service provider, helping CertainPath members grow their business since 2001. Through their knowledge and experience with the programs, you will receive a fast turnaround and satisfaction guarantee on price guides, inspection forms, club materials and much more. In addition to specializing in your proprietary tools, Minuteman Press-Des Peres also provides custom design services, templates, and a wide range of promotional items to help you market your residential business. Like you, they are committed to your success! Minuteman Press-Des Peres is the ONLY Minuteman location affiliated with the CertainPath

Kaylee Rumley is a salesperson for Three Mountain Roofing in Jeffersonville, VT.  For much of her career, you could find Kaylee on the slopes; she was a ski instructor for 15 years.  It’s through that job she met her good friend, Alisa Anderson, who owns Three Mountain Roofing, along with her husband, Lee.  It was Alisa who convinced Kaylee to change careers and give the roof industry a try… And she did more than give it a try.
 
2023 was Kaylee’s first year in roofing, and she sold a stunning $3.8 million.  Almost all of it was retail sales—very little insurance.  Want to be even more impressed?  Kaylee was pregnant that entire time, throwing up almost every single day.  As a result of her pregnancy, Kaylee sold that $3.8MM in only 9 months!  The rest of the year she was on leave…
 
Kaylee’s success isn’t a quirk. At the time of this interview (early March), she already had over $900K in sales.  Kaylee is a budding superstar in the roofing industry.  Over the course of this interview, Kaylee will share her story, carefully detailing her sales process.  You’ll also get a glimpse into what drives Kaylee.  While she speaks a calm tone, you can tell Kaylee has a fierce competitiveness.  It motivates her to learn as much as she can, as quickly as she can.  She’s truly a remarkable story already—and her story in contracting is just beginning.
 
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 1,100+ 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/
 
Thank you to our sponsors:
Dynamic Air Quality Solutions - Since 1982, Dynamic has been the leader in designing, manufacturing, and distributing IAQ products to the commercial and residential markets through authorized HVAC contractors.  CertainPath members receive the exclusive value add Clean Air Defense System private label to drive your brand in the market you serve. Our commitment starts with support. We provide you with World Class Industry Leading technical and communications training, face to face and online. Become a Clean Air Defense System Indoor Air Quality partner and dominate your market! Visit CleanAirDefenseSystem.com for more information. 
 
Shubee.  Keeping your client’s floors clean can be a hassle. But it doesn’t have to be when you use ShuBee’s high-quality shoe covers and surface protection products on every job. Our products are specifically designed to showcase your professionalism at a minimal cost per job. Made from strong, durable materials that won't rip or tear, our products ensure maximum protection. We know that your time is valuable, and that's why we make it our mission to provide you with the tools you need to get the job done quickly and efficiently. So why wait? Try ShuBee today and experience the difference for yourself! Visit www dot shubee dot com to check out some of our great products and use code SC10 to get 10% off all ShuBee products. 
 
Professional Plumbing Group. How many hours in a day do your plumbers waste because you do not have the right part for the job? This problem leads to additional issues and reduced productivity, poor customer satisfaction, and increases your cost per job. Professional Plumbing Group (PPG) can help you solve all those issues and more! We have everything you need to help your business grow and become more profitable by allowing you to focus on plumbing not inventory

Alex Citkowicz is a (plumbing) field advisor for Mike Counsil Plumbing & Rooter in San Jose, CA. In his first eight months with Mike Counsil, Alex sold $3MM, and in the last two years, he’s sold over $4MM. In 2024, Alex is on track to sell another $4MM year. This is ALL residential service work. NO big new construction, industrial, or commercial jobs. Alex takes care of regular homeowners.
How can Alex sell so much? He is quick to credit his outstanding team at Mike Counsil, as well as the incredible service process the company has built over many successful years. It’s truly unique. However, Alex deserves a great deal of credit. In the interview, you will see/hear how he calmly and confidently communicates. Alex puts a priority on rapport building, allowing ample time for conversations with homeowners. Ultimately, it’s the incredible Mike Counsil process combined with Alex’s desire to take care of his customers—including all their plumbing issues, not just the reason for that day’s call—that can be credited for one of the most impressive plumbing advisors in the industry.
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 1,100+ 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/
Thank you to our sponsors:
Moen. As the #1 faucet brand in North America, Moen offers a diverse selection of thoughtfully designed kitchen, bath, and smart water security products, each delivering the best possible combination of meaningful innovation, useful features, and lasting value. Moen strives to be the most durable, reliable, and easy to install brand of faucets. Moen leans on Pros to help continue to drive consumer innovation needs and influence Moen’s engagement with consumers in a meaningful way. For More information, visit https://plumber.moen.com/

David Wilson is a technician for Baker Brothers in the Dallas-Fort Worth area.  In each of the last three years, David has sold over $6+MM in residential HVAC equipment!  David closes over 90% of his demand calls and 70% of flipped leads. Those are stunning numbers for a technician who still works with his tools, sweating it out in attics. In this interview, you will get David’s entire sales process—from the moment he’s dispatched to a call to how he leaves a home.  Plus, David shares his insights on training, how he stays motivated, and what new techs should be doing to perform at a high level.  In particular, David reveals some eye-opening strategies on how he obliterates objections on price, preferred equipment, home warranty, and other bids. If you’re an HVAC sales professional, you MUST watch this.  If you’re in home services, this is MUST-watch.  Rarely do you get the opportunity to learn from someone who’s consistently performed at such an exceptional level. 
 
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 1,100+ 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/
 
Thank you to our sponsors:
Shubee.  Keeping your client’s floors clean can be a hassle. But it doesn’t have to be when you use ShuBee’s high-quality shoe covers and surface protection products on every job. Our products are specifically designed to showcase your professionalism at a minimal cost per job. Made from strong, durable materials that won't rip or tear, our products ensure maximum protection. We know that your time is valuable, and that's why we make it our mission to provide you with the tools you need to get the job done quickly and efficiently. So why wait? Try ShuBee today and experience the difference for yourself! Visit www dot shubee dot com to check out some of our great products and use code SC10 to get 10% off all ShuBee products. 
 
Trane & American Standard. The Trane and American Standard Diagnostics Mobile Apps are a technician support tool with many features to help technicians better install and service systems in communicating and 24-volt applications. When installing Trane and American Standard Link equipment, our latest communicating technology, technicians can connect to the equipment via Bluetooth through the Trane or American Standard Diagnostics Mobile App while on the jobsite. Once connected, technicians have access to a dashboard of features, including real-time sensor readings, fault conditions, the ability to view or change system settings, automatic charging, and more without standing at the thermostat. Through the Diagnostics Mobile App technicians can easily configure or diagnose a Trane or American Standard Link system from the palm of their hand. For 24 volt applications the Diagnostics Mobile App guides the technician through the installation for select 24 volt equipment; providing wiring diagrams, dip switch configurations, and downloadable PDF installation reports. Technicians can access customer’s Diagnostics data, see active system alerts, remotely connect to select smart thermostats, access a refrigerant calculator, and search Trane/American Standard Residential product literature. This is one tool all your technicians should have. Trane and American Standard Diagnostics Mobile Apps are available for download in the Google Play™ store or App Store®.   
 
Reece.  Reece is a le

Episode Show Notes / Description
Patrick Riley found himself frustrated.  His company Riley Heating & Cooling in the little, 200-person town of Lucas, IA, had been in business since 2007. No matter what he did, Patrick couldn’t push the company past the $700K revenue mark.  That’s not all that bothered him… Patrick longed to provide his team with the proper benefits he knew they deserved.  Patrick joined CertainPath roughly 18 months ago looking for answers, and he’s found them.
 
In a short period of time, Patrick has worked hard on his business.  Riley Heating & Cooling finally shattered the $700K glass ceiling, finishing 2022 at $1MM in sales and 2023 at $1.3MM in sales.  Even better, the company went from barely making a profit to an impressive 17%.  What has Patrick done with that additional money? Invest it in the company with a second location and new vehicles… and he’s also accomplished his big goal of providing health insurance, a 401K, and profit sharing with his people.  Patrick also takes the team on outings and cooks them a homestyle breakfast that puts Cracker Barrel to shame every Wednesday morning.  Business is good, and life is good for Patrick and Riley Heating & Cooling.
 
How did Patrick turn his business around so quickly?  A lot of training, working with his coach, and putting in the hours to implement.  For the full story, you’ll have to watch/listen.
 
 
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 1,100+ 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/
 
Thank you to our sponsors:
Zoeller.  Zoeller Pump Company’s Aquanot® Fit 508 battery backup system offers an economical option for homeowners in need of dependable protection from basement flooding. The Aquanot® Fit 508 DC backup pump works alongside a Zoeller submersible pump to provide up to 6 hours of continuous, high-performance pumping when the primary pump either can’t keep up, or power is interrupted. What really sets the Aquanot® Fit apart from any other system is its free connectivity with the Z Control® Cloud, allowing users to receive alerts and remotely connect to the system to test, silence, and configure. For more info on the Aquanot Fit AND to hear about Zoeller’s Dry Basement Guarantee, visit zoellerpumps.com. 
 
Redesign. Feeling overwhelmed by the ever-changing world of digital marketing? Redesign.co is here to simplify it for you. We focus on what matters: getting your business seen online. With our expertise in effective digital marketing solutions like Google Paid Ads and local SEO, we help your services get the attention they deserve. No jargon, no over-the-top promises, just solid strategies to boost your online presence. Let's team up and give your business the online boost it needs! Reach out to partner with Redesign.co and stand out to potential customers when and where they are looking.  
 
HD Supply. At HD Supply, our job is helping you do yours. We are uniquely positioned to help drive your business through unrivaled access to professional-grade Plumbing, Electrical and HVAC products and innovative business solutions such as our Stockwise Inventory Management program fully customizable to meet your needs and improve productivity. Our national network of distribution centers and more than 2200 store locations provide national reach with a local focus, providing unmatched convenien

Drain Cleaning and mainline sewer replacements are lucrative businesses when you understand how to structure the pricing and have a strong selling system. It provides a critical service to customers, can generate massive profits, and creates exceptional earning potential for technicians—and they don’t need licensing. However, technicians and contractors do need training, which is why CertainPath developed “Fundamentals of Drain Cleaning.”  It’s a two-day technical and sales training course offered at CertainPath member’s facility, Deluxe Plumbing & Heating in Bethlehem, PA… 
 
In this interview, we talk with Missy Jones who helped build this course with Deluxe’s owner & CertainPath member, Larry Shoemaker, over more than 12 months.  Missy shares a wealth of insight over this interview, giving you an inside look into the course—and the type of training you should be doing with your team.  And you’ll gain some insights into how you should be communicating with homeowners, so they hire you for their drain cleaning and mainline sewer replacement jobs.
 
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 1,100+ 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/
 
Thank you to our sponsors:
Shubee.  Keeping your client’s floors clean can be a hassle. But it doesn’t have to be when you use ShuBee’s high-quality shoe covers and surface protection products on every job. Our products are specifically designed to showcase your professionalism at a minimal cost per job. Made from strong, durable materials that won't rip or tear, our products ensure maximum protection. We know that your time is valuable, and that's why we make it our mission to provide you with the tools you need to get the job done quickly and efficiently. So why wait? Try ShuBee today and experience the difference for yourself! Visit www dot shubee dot com to check out some of our great products and use code SC10 to get 10% off all ShuBee products. 
 
PremierOne. PremierOne's hi-output germicidal UV is the scientifically correct solution to indoor air quality problems used by hospitals and food manufacturing facilities world-wide. We offer a complete solution to all three phases of indoor air pollution.  Produced in North America, our products have a 99.9% sucess rate due to live testing.  Each unit goes through a rigorous testing procedure during the  manufacturing process. CertainPath members earn a generous rebate when PremierOne products are purchased ONLY from authorized CertainPath distribution partners (HD Supply, Ferguson, Winsupply, Baker, R.E. Michel, and Wolseley). This allows you to double-dip the rebates too! For more information, contact Mark Mariucci at (800) 982-1840 or go to www.premieroneproducts.com.  
 
Bradford White.  Bradford White is “For the Professional” which is why they developed a For the Pro® mobile app with resources and tools at your fingertips! The contractor app is loaded with a variety of information and features to support the professional service and installation of Bradford White products. With the For the Pro® app, users can scan a Bradford White product barcode and quickly check warranty status while also having access to all related documents including I/O manuals and troubleshooting guides. Contractors can also chat with the Technical Services team within the app or access training videos