Service MVP Sales Training Podcast with Joe Crisara

Service MVP

I’m America’s Service Sales coach Joe Crisara, and I’ve been down the same path. For nearly 45 years, I performed services for clients just like yours, and like you, I suffered frustration & heartbreak, and I poured out the blood, sweat & tears it takes to survive. Over time, I learned to change how I did things so I got more traction and better results.

  1. Aug 13

    How to Build Two Premium, Two Midrange, and Two Economy Options | Joe & Chris

    In this episode of The Service MVP Podcast, Joe and Chris break down one of the biggest misconceptions in home service sales. Too many technicians believe that offering multiple solutions will make them look "salesy." So they give the customer one recommendation, one price, and one path forward. Joe explains how to create premium, mid-range, and economy options that are genuinely different, how to avoid confusing customers with options that look too similar, and why starting with the premium option can completely change the customer's buying experience. You'll learn: ✅ Why giving only one option can create more pressure ✅ Why "good, better, best" isn't always the best option strategy ✅ How to structure premium, mid-range, and economy solutions ✅ Why your options must be meaningfully different ✅ How to stack value into your premium option ✅ Why availability should influence the options you present ✅ How warranties should connect to the quality and scope of the work ✅ Why technicians shouldn't be afraid to offer more ✅ How the "anchor effect" influences customer decisions ✅ Why starting with premium options can increase customer purchases ✅ How to respond when a customer says, "Just give me one option" ✅ The difference between offering choices and "pushing" something on a customer ✅ How options support Service MVP's Pure Motive approach Support the show 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join MVP Club now! Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: servicemvp.com 📈 Join Total Immersion Training: attendti.com

    How to Build Two Premium, Two Midrange, and Two Economy Options | Joe & Chris

  2. Jul 13

    The Secret Behind 3 Million Lights Installed: Bill Frey’s Service Success Formula | Bill Frey of Illuminating Design

    In this episode of the Home Service Heartbeat Podcast, Joe Crisara sits down with Bill Frey, founder and president of Illuminating Design in Atlanta, Georgia. What started as an unexpected opportunity in the holiday lighting industry became a lifelong passion for Bill. Today, his company creates stunning outdoor lighting solutions that enhance curb appeal, improve safety, and bring communities together through unforgettable experiences. Bill shares how he grew his business by focusing on process, customer relationships, team culture, and innovation. What You'll Learn: ✅ How Bill accidentally discovered his passion for outdoor lighting ✅ Why customer experience is more important than competing on price ✅ The systems and processes that helped scale his business ✅ How to build and lead a high-performance service team ✅ The role empathy plays in customer service and leadership ✅ Why technology and AI are reshaping the future of home services ✅ How creating memorable experiences leads to long-term customer loyalty ✅ The importance of taking action before everything feels perfect Whether you're a contractor, entrepreneur, service professional, or business owner, this episode is packed with practical insights on leadership, customer service, and business growth. 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join now! https://go.servicemvp.com/mvp-club Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: www.servicemvp.com 📈 Join Total Immersion Training: attendti.com #HVACSales #HomeServiceBusiness #ServiceMVP #ContractorGrowth #BlueCollar #HVACTraining #BusinessSystems #ServiceTitan #FieldServiceManagement #plumbingtips #outdoorlighting #outdoorlights #landscaping #garage  #plumbingandpipefitting #plumbing #plumbingtools #hvaclife #hvactechnician #hvacschool #hvacsalestraining #hvac #hvactools Support the show 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join MVP Club now! Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: servicemvp.com 📈 Join Total Immersion Training: attendti.com

    The Secret Behind 3 Million Lights Installed: Bill Frey’s Service Success Formula | Bill Frey of Illuminating Design

  3. Jul 10

    Why Good Plumbers Give You Options | Ed Sarkisyan of Dropstars Plumbing

    In this episode of the Home Service Heartbeat Podcast, Joe Crisara sits down with Ed Sarkisyan, owner of Dropstars Plumbing, to discuss what it really takes to build a successful home service business from the ground up. Starting with experience in the plumbing supply industry, Ed recognized a common problem: too many contractors were focused on surviving the day instead of building a business. That insight led him to launch Dropstars Plumbing in 2023—and the company has grown rapidly ever since. Ed shares valuable lessons about leadership, accountability, customer service, team development, technology adoption, and the mindset required to scale without losing focus on the customer experience. What You'll Learn: ✅ How Ed grew Dropstars Plumbing from startup to nearly 20 trucks ✅ The biggest mistake owners make when trying to scale ✅ Why letting go of control is essential for growth ✅ How accountability creates stronger teams and better service ✅ Why educating customers leads to higher trust and more sales ✅ The importance of offering multiple solutions instead of one-size-fits-all recommendations ✅ How technology and automation are changing the plumbing industry ✅ Why knowing your numbers is critical for long-term success ✅ The leadership mindset that helps businesses grow faster If you're looking to improve your leadership, strengthen your customer experience, and grow your home service business the right way, this episode is packed with actionable advice. 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join now! https://go.servicemvp.com/mvp-club Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: www.servicemvp.com 📈 Join Total Immersion Training: attendti.com #HVACSales #HomeServiceBusiness #ServiceMVP #ContractorGrowth #BlueCollar #HVACTraining #BusinessSystems #ServiceTitan #FieldServiceManagement #plumbingtips  #plumbingandpipefitting #plumbing #plumbingtools #hvaclife #hvactechnician #hvacschool #hvacsalestraining #hvac #hvactools  Support the show 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join MVP Club now! Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: servicemvp.com 📈 Join Total Immersion Training: attendti.com

    Why Good Plumbers Give You Options | Ed Sarkisyan of Dropstars Plumbing

  4. Jul 2

    Why Technicians Diagnose Equipment But Miss the Client

    "The streets are littered with people who know the technical part completely, but they never knew how to communicate the people part — and they wound up being a future ex-employee." In this episode of the Service MVP Podcast, Joe and Chris explain why trade schools spend years on the technical side and zero hours on the human side — and why that imbalance is quietly costing companies their best people. What You'll Learn: ✅ Why trade school never teaches "people skills" ✅ The two fears every technician carries ✅ What happens when neither skill is trained ✅ The 4-step technical + people diagnosis framework ✅ Building your own 90-day training plan with AI ✅ Why every technician needs a mentor 💡 Free Resources Mentioned: Create custom 6-option estimates in seconds with AI-powered precision with OptionBuilder.ai Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join now! https://go.servicemvp.com/mvp-club Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: www.servicemvp.com 📈 Join Total Immersion Training: attendti.com #HVACSales #ServiceMVP #ContractorGrowth #BlueCollar #HVACTraining #BusinessSystems #ServiceTitan #FieldServiceManagement Support the show 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join MVP Club now! Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: servicemvp.com 📈 Join Total Immersion Training: attendti.com

    Why Technicians Diagnose Equipment But Miss the Client

  5. Jun 24

    How to Stop Giving One Price and Start Presenting Choices

    In this episode of the Service MVP Podcast, Joe and Chris dive into one of the most common sales mistakes in the home service industry: presenting only one option. Many technicians believe offering a single solution is the simplest and most honest approach. But according to Joe, it's actually one of the biggest reasons homeowners hesitate, shop competitors, or delay decisions. If your team struggles with price objections, comparison shopping, or low average tickets, this episode is for you! What You'll Learn: ✅ Why presenting one option creates more resistance than multiple options ✅ The hidden dysfunction behind "just fixing the problem" ✅ How offering choices builds trust instead of creating pressure ✅ The difference between presenting options and upselling ✅ The flat tire story that transformed a struggling tire shop ✅ How to create Premium, Professional, and Economy options on any service call ✅ Why homeowners are more likely to buy when they can compare choices themselves ✅ How OptionBuilder.ai helps technicians create options faster and easier 💡 Free Resources Mentioned: Create custom 6-option estimates in seconds with AI-powered precision with OptionBuilder.ai Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join now! https://go.servicemvp.com/mvp-club Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: www.servicemvp.com 📈 Join Total Immersion Training: attendti.com Support the show 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join MVP Club now! Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: servicemvp.com 📈 Join Total Immersion Training: attendti.com

    How to Stop Giving One Price and Start Presenting Choices

  6. Jun 17

    Why Clients Say, I'll Think About It | The Formula That Closes More Sales

    In this episode of the Service MVP Podcast, Joe and Chris explore one of the most common and misunderstood sales objections in the home service industry: "I need to think it over." Most contractors assume it's about price. Joe explains why that's usually not the case. They talk about why customers hesitate, what creates uncertainty during the sales process, and how technicians can build trust, explain problems more effectively, and present solutions that help customers make confident decisions. What You'll Learn: ✅ Why "I need to think it over" is usually not about price ✅ The real reason customers hesitate to make decisions ✅ How uncertainty impacts buying behavior ✅ The four elements that create customer certainty ✅ Why customers shop around—and how to prevent it ✅ How to build trust before presenting solutions ✅ The importance of diagnosing hidden problems ✅ How to explain personal impact, not just technical issues ✅ Why multiple options increase customer confidence ✅ Simple phrases technicians can use to guide better decisions 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join now! https://go.servicemvp.com/mvp-club Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: www.servicemvp.com 📈 Join Total Immersion Training: attendti.com #HVACSales #ServiceMVP #ContractorGrowth #BlueCollar #HVACTraining #BusinessSystems #ServiceTitan #FieldServiceManagement Support the show 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join MVP Club now! Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: servicemvp.com 📈 Join Total Immersion Training: attendti.com

    Why Clients Say, I'll Think About It | The Formula That Closes More Sales

  7. Jun 11

    What Top Contractors Do Differently ft. Michael Brewner of Iceberg Home Services

    How do you build a home service company that customers trust and employees love working for? In this episode of the Home Service Heartbeat Podcast, Joe Crisara sits down with Michael Brewner, Owner of Iceberg Home Services, to discuss entrepreneurship, leadership, team development, customer service, and the future of HVAC. In this episode, you'll learn: ✅His journey into the home service industry  ✅The challenges of starting a business from scratch  ✅Why daily training is critical for growth ✅ How Iceberg develops high-performing teams  ✅The impact of AI and automation on home services ✅Advice for future entrepreneurs and leaders  If you're looking to grow your home service business, improve customer experiences, or build a stronger team, this episode is for you. 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join now! https://go.servicemvp.com/mvp-club Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: www.servicemvp.com 📈 Join Total Immersion Training: attendti.com Support the show 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join MVP Club now! Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: servicemvp.com 📈 Join Total Immersion Training: attendti.com

    What Top Contractors Do Differently ft. Michael Brewner of Iceberg Home Services

  8. Jun 4

    Build Your Financial Muscles and Make Financials Fun ft. Ruth King

    What if understanding your numbers wasn't overwhelming? In this episode of The Service MVP Podcast, Joe Crisara sits down with financial expert Ruth King to discuss profitability, billable hours, financial accountability, AI, and how contractors can build stronger, more valuable businesses. Ruth shares decades of experience helping home service companies understand their financials and explains why one KPI matters more than most owners realize. In this episode, you'll learn: ✅ Net Profit Per Hour explained ✅ How AI is changing business operations ✅ Common financial mistakes contractors make ✅ Building long-term business value ✅ Why contractors avoid financial reports ✅ Advice for younger entrepreneurs 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join now! https://go.servicemvp.com/mvp-club Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: www.servicemvp.com 📈 Join Total Immersion Training: attendti.com Support the show 💡 Free Resources Mentioned: Dive into our comprehensive online courses. Don't miss out on this chance to boost your skills—join MVP Club now! Grab a free copy of Joe Crisara’s book, What Should We Do?, and start transforming your sales today! https://book.servicemvp.com/get-your-book Schedule a 10 Minute Call to find out how Service MVP can 3x your revenue! https://go.servicemvp.com/schedule-10-minute-call Connect with Service MVP: 🌐 Website: servicemvp.com 📈 Join Total Immersion Training: attendti.com

    Build Your Financial Muscles and Make Financials Fun ft. Ruth King
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4.8
out of 5
16 Ratings

About

I’m America’s Service Sales coach Joe Crisara, and I’ve been down the same path. For nearly 45 years, I performed services for clients just like yours, and like you, I suffered frustration & heartbreak, and I poured out the blood, sweat & tears it takes to survive. Over time, I learned to change how I did things so I got more traction and better results.

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