Waste No Day: A Home Services Motivational Podcast

Brian Burton & Nate Minnich
  • 4.9 (559)
  • Entrepreneurship
  • Weekly

A podcast devoted to challenging, encouraging, advising, and highlighting the men and women of the home services industry. Whether you are a plumber, electrician, or HVAC technician, you all share the common tension of being both the hero and the villain in the eyes of the customer. Hosts Brian and Nate discuss and interview guests to show how to not only be the hero, but to be rewarded with more than a cape. [CLAIM:9U0WG0ZR]

  1. 4h ago

    Home Service Sales: Why Homeowners Think Your Price Is Too High—and How to Reframe the Conversation

    JOIN BLUE COLLAR CLOSER: https://www.skool.com/bluecollarcloser/about Homeowners don't wait until you state a number to determine what your services should cost—they bring pre-formed expectations, internet research, and past experiences into the living room before you even open your toolkit. In this solo episode, we explore why clients frequently perceive home service pricing as too high and how you can reframe the conversation using proven psychological frameworks. Discover how the contrast principle from Dr. Robert Cialdini's *Influence* alters how clients judge value, why leading with a tiny repair makes selling a comprehensive solution a steep climb, how Walter Lippmann’s perspective concept explains pre-existing client bias, the danger of assuming clients know nothing when you walk through the door, and why strategic questioning is vital to uncovering the hidden information in a homeowner's shirt pocket. Whether you run calls in plumbing, HVAC, electrical, or roofing, mastering these presentation strategies stops you from losing deals to sticker shock. Listen to learn how to structure your options so your ideal pricing feels entirely justified to the same customers who happily buy high-ticket jobs every single day. Presented by Trainual Build a better-trained home service team with Trainual.

  2. 4d ago

    Chris Ronzio - Turn Your Best Tech’s Process Into Everyone’s Playbook

    JOIN BLUE COLLAR CLOSER: https://www.skool.com/bluecollarcloser/about Chris Ronzio joins the show to share how standard operating procedures and uniform processes can scale your home service business. Whether you are running plumbing, HVAC, electrical, or contracting crews, relying on raw talent instead of infrastructure is a recipe for burnout. Drawing on W. Edwards Deming’s timeless management insight that a bad system will beat a good person every time, the discussion breaks down why performance problems usually stem from broken environments rather than lazy workers. You will discover practical ways to eliminate everyday guesswork, build a predictable and repeatable customer experience that drives your company's reputation, turn your best technician's methods into a company-wide playbook, use interactive role-play tools to handle homeowner price objections, and plug new hires into proven sales systems like GoPro instead of hoping they figure it out. Stop treating your daily operations like a guessing game and learn how building the right framework lets you stop hunting for impossible-to-find rock stars. Presented by Trainual Build a better-trained home service team with Trainual.

  3. Oct 26

    Why “Good, Better, Best” Isn’t Enough to Sell Home Service Options

    JOIN BLUE COLLAR CLOSER: https://www.skool.com/bluecollarcloser/about BOOT CAMP DALLAS: NOVEMBER 6–7, OMNI AT THE STAR This isn’t a seminar. It’s a Boot Camp. Two days with Brian Burton and Dylan Moya, the man selling $3M+ a year out of one plumbing truck. Live role play. Real objections. Direct coaching. You’ll leave with a sales process you can run Monday morning. Ticket Options Available General Admission, VIP, and team ticket options are available. See current availability and event details below. Capped at 100 seats. When they’re gone, they’re gone. And our hotel room block has sold out at every Boot Camp, forcing late bookers to stay somewhere else. Book your ticket and room early. Stop relying on lazy, generic labels like "good, better, best" or "premium and economy" when presenting options at a homeowner's kitchen table. Too often, home service professionals for plumbing, HVAC, electrical, and contracting businesses use empty adjectives that force clients to guess why one option costs more than another. Instead of telling customers how to feel about a system using words like professional, advanced, or highest quality, technicians must learn how to describe the actual value so homeowners truly understand the investment. This episode breaks down why corny, gimmicky adjectives fail to sell home service options and explores the psychological impact of precise language on product perception, referencing insights from recent consumer psychology research. Learn how to transition from vague package tiers to specific descriptions that highlight what different options actually do for a client's home and family. Discover how to eliminate filler words from your presentation, stop sounding identical to your competitors, and translate high-level communication strategies into practical kitchen table sales techniques. Listen to discover how dropping the adjectives and focusing on clear, descriptive communication will help your team close more high-ticket jobs and build genuine trust with customers. Presented by Trainual Build a better-trained home service team with Trainual.

  4. Oct 19

    Home Service Sales: Stop Selling the Fix Before You Know What the Homeowner Needs

    JOIN BLUE COLLAR CLOSER: https://www.skool.com/bluecollarcloser/about BOOT CAMP DALLAS: NOVEMBER 6–7, OMNI AT THE STAR This isn’t a seminar. It’s a Boot Camp. Two days with Brian Burton and Dylan Moya, the man selling $3M+ a year out of one plumbing truck. Live role play. Real objections. Direct coaching. You’ll leave with a sales process you can run Monday morning. Ticket Options Available General Admission, VIP, and team ticket options are available. See current availability and event details below. Capped at 100 seats. When they’re gone, they’re gone. And our hotel room block has sold out at every Boot Camp, forcing late bookers to stay somewhere else. Book your ticket and room early. Home service sales often stall because technicians rush past discovery and pitch a technical fix before understanding what the homeowner actually needs. This episode explores the first "O" in the GoPro selling system—Objective and Opportunity—focusing on why client perspective and value dictate buying decisions in HVAC, plumbing, electrical, and contracting businesses. Instead of overwhelming customers with science-project explanations about static pressure or duct sizing, service professionals learn how to uncover the human problem behind the service call, such as a child who cannot sleep in a hot bedroom. The conversation breaks down practical frameworks including using two to five targeted discovery questions, connecting technical facts directly to what matters most to the homeowner, asking for customer input, working collaboratively, and demonstrating how a solution specifically helps their family. Drawing on insights from organizational research on influence tactics, the discussion reveals why giving solid reasons and avoiding self-serving pitches prevents negative outcomes in the living room. Listen to learn how slowing down the warm-up and discovery phase, aligning your presentation with customer value, and tailoring your conversation to real-life pain points will help you close more jobs and better serve your clients. Presented by Trainual Build a better-trained home service team with Trainual.

  5. Oct 12

    Aaron Hagan - From a Small Electrical Shop to an $80 Million Run Rate

    JOIN BLUE COLLAR CLOSER: https://www.skool.com/bluecollarcloser/about BOOT CAMP DALLAS: NOVEMBER 6–7, OMNI AT THE STAR This isn’t a seminar. It’s a Boot Camp. Two days with Brian Burton and Dylan Moya, the man selling $3M+ a year out of one plumbing truck. Live role play. Real objections. Direct coaching. You’ll leave with a sales process you can run Monday morning. Ticket Options Available General Admission, VIP, and team ticket options are available. See current availability and event details below. Capped at 100 seats. When they’re gone, they’re gone. And our hotel room block has sold out at every Boot Camp, forcing late bookers to stay somewhere else. Book your ticket and room early. Aaron Hagan, owner of a rapidly scaling Mr. Sparky electric franchise, joins the show to break down how his team turned aggressive scaling goals into reality, surging from a small shop to an incredible $80 million run rate. Reflecting on four years of massive evolution since his last appearance, Aaron details the mindset required to navigate near-business-ending mistakes, embrace high-stakes stretch goals, and traverse unprecedented revenue territories in a solely electrical contracting business. Throughout the conversation, electrical contractors, plumbers, HVAC techs, and home service business owners will discover how to push past fear when setting multi-million dollar targets, learn why making critical errors is an inevitable part of exponential growth, explore the resilient mental frameworks needed to bounce back harder after major setbacks, and understand the operational grit required to scale a franchise across multiple states and regions. Listen to this episode to discover how shifting your mindset around risk and massive growth targets can completely transform your home service business. Presented by Trainual Build a better-trained home service team with Trainual.

  6. Oct 5

    Three Types of Home Service Leaders: Enforcer, Protector and Mentor

    JOIN BLUE COLLAR CLOSER: https://www.skool.com/bluecollarcloser/about BOOT CAMP DALLAS: NOVEMBER 6–7, OMNI AT THE STAR This isn’t a seminar. It’s a Boot Camp. Two days with Brian Burton and Dylan Moya, the man selling $3M+ a year out of one plumbing truck. Live role play. Real objections. Direct coaching. You’ll leave with a sales process you can run Monday morning. Ticket Options Available General Admission, VIP, and team ticket options are available. See current availability and event details below. Capped at 100 seats. When they’re gone, they’re gone. And our hotel room block has sold out at every Boot Camp, forcing late bookers to stay somewhere else. Book your ticket and room early. Figuring out your leadership style as a home service owner or manager is essential whether you are running a plumbing, HVAC, electrical, or roofing crew. In this solo episode, hosts Nate Minnich and Brian Burton break down the three types of home service leaders—the Enforcer, the Protector, and the Mentor—and explore how to adapt your approach to the people you lead. The conversation unpacks several practical insights, examining how to communicate a team member's worth and potential so clearly that they are inspired to see it in themselves, drawing on wisdom from Dr. Stephen Covey’s framework. You will hear real-world discussions on moving past the fear of losing people that causes bosses to hide the truth, dealing with the friction of ego, excuses, and infantile pride when trying to coach younger techs, and recognizing the diamonds hidden inside rough lumps of coal. The hosts also touch on previewing upcoming deep-dives into the 7 Habits with certified instructors, exploring clandestine versus rooftop leadership styles, and overcoming imposter syndrome in team members who are struggling with self-doubt. Listen to discover how shifting away from fear-based management can help you build a culture where technicians and contractors are truly motivated to run through a wall for your company. Presented by Trainual Build a better-trained home service team with Trainual.

  7. Sep 28

    How to Recommend Without Making Customers Feel Sold To

    JOIN BLUE COLLAR CLOSER: https://www.skool.com/bluecollarcloser/about BOOT CAMP DALLAS: NOVEMBER 6–7, OMNI AT THE STAR This isn’t a seminar. It’s a Boot Camp. Two days with Brian Burton and Dylan Moya, the man selling $3M+ a year out of one plumbing truck. Live role play. Real objections. Direct coaching. You’ll leave with a sales process you can run Monday morning. Ticket Options Available General Admission, VIP, and team ticket options are available. See current availability and event details below. Capped at 100 seats. When they’re gone, they’re gone. And our hotel room block has sold out at every Boot Camp, forcing late bookers to stay somewhere else. Book your ticket and room early. Why do homeowners constantly reject your solutions, choose cheaper competitors, or make decisions based solely on price? For plumbers, HVAC techs, electricians, and contractors, losing kitchen-table conversations to a "cousin who does this" or a lowball quote is frustratingly common. This episode dives straight into why customers are rejecting your offers and how to recommend services without making clients feel pressured or sold to. You will learn how to step back and look at the home’s system in its entirety, uncover what actually matters to the homeowner during a service call, and help the client become a true owner of their home's health. Discover how to handle pushback at the kitchen table without getting defensive or letting your ego take over, avoid reducing your value to a simple price-only decision, and stop losing jobs when customers say they are going with someone else. Listen to this episode to sharpen your communication skills, protect your margins, and turn difficult customer conversations into closed deals. Presented by Trainual Build a better-trained home service team with Trainual.

  8. Sep 21

    Home Service Sales: Make Your Value Impossible to Compare

    JOIN BLUE COLLAR CLOSER: https://www.skool.com/bluecollarcloser/about BOOT CAMP DALLAS: NOVEMBER 6–7, OMNI AT THE STAR This isn’t a seminar. It’s a Boot Camp. Two days with Brian Burton and Dylan Moya, the man selling $3M+ a year out of one plumbing truck. Live role play. Real objections. Direct coaching. You’ll leave with a sales process you can run Monday morning. Ticket Options Available General Admission, VIP, and team ticket options are available. See current availability and event details below. Capped at 100 seats. When they’re gone, they’re gone. And our hotel room block has sold out at every Boot Camp, forcing late bookers to stay somewhere else. Book your ticket and room early. Dealing with price shoppers in the home services industry often feels like an uphill battle, but contractors, plumbers, HVAC techs, and electricians might actually be creating the very behavior they dread. Instead of automatically blaming lost bids on low-ball competitors or assuming homeowners are just tire kickers, service professionals need to examine how their own attitude, demeanor, body language, and option presentation shape the customer's mindset. Drawing on the classic principle of selling how the client wants to be sold to rather than using the golden rule, this episode explores why homeowners really buy—focusing heavily on Seth Godin's philosophy that people purchase relationships, stories, and magic rather than raw goods and services. Listeners will learn how to spot the subtle cues that cause a client to entrench as a price shopper, how to stop making excuses after losing a dispatch, and why checking your ego at the door is the ultimate tool for improving conversion rates. Listen to this episode to discover how to shift your approach in the field, dismantle price objections before they start, and make your value completely incomparable. Presented by Trainual Build a better-trained home service team with Trainual.

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About

A podcast devoted to challenging, encouraging, advising, and highlighting the men and women of the home services industry. Whether you are a plumber, electrician, or HVAC technician, you all share the common tension of being both the hero and the villain in the eyes of the customer. Hosts Brian and Nate discuss and interview guests to show how to not only be the hero, but to be rewarded with more than a cape. [CLAIM:9U0WG0ZR]

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