The Service Business Strategy to Hit $137M in Sales with No Branding or Fluff with Justin Riley
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
Release Date: 06/04/2025
How to Grow Your Business with Sales Process and Technique
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
Most contractors want more leads, more booked calls, and more revenue. But if your sales process is inconsistent, more leads will only expose the problem faster. In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Josh Martin, Director of Revenue Strategy at 3Four Labs, to talk about how service businesses can grow by building a stronger sales framework, improving technician coaching, and using AI-powered tools the right way. Josh explains why AI and automation are only useful when your company already knows what âgoodâ looks like. If your...
info_outline
The Moneyball for Home Services: How You Can Catch the Jobs Youâre Missing
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
Most contractors think they need more leads. But what if the real problem is that youâre already missing the jobs you paid to generate? In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Shaun Ritchey from Breezy to talk about Moneyball for home services and how contractors can use AI, better data, and smarter systems to uncover the jobs hiding inside their existing business. Just like Moneyball changed baseball by finding overlooked value in the data, this conversation shows how contractors can find overlooked revenue in missed calls, slow follow-up,...
info_outline
The Guide to Branding and Networking for Service Business Owners
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
Most service business owners are chasing the next lead source. Google Ads. Facebook Ads. AI. SEO. Automation. But sometimes the fastest way to grow is still the most old-school strategy in the book: getting out into your community, shaking hands, building trust, and making sure people remember your brand. In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Chuck Worley, owner of Worleyâs Home Services, to talk about branding, networking, reputation, and the real-world grind behind building a service business people know, trust, and refer. Chuck shares...
info_outline
Consistent Branding Can Solve Your Hiring and Growth Headaches
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
Most contractors think branding is about logos, colors, and marketing. It's not. The strongest brands in the trades do something much more powerful: they attract great employees, create loyal customers, and make growth easier. In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Levi Torres, founder of High 5 Plumbing, Heating, Cooling & Electric, to discuss how consistent branding became the foundation for one of Colorado's fastest-growing home service companies. What started as a simple ideaâa high five at the end of every service callâevolved...
info_outline
How AI Actually Solves the Real Call Center Headaches in Home Services
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
Most home service companies don't have a lead problem. They have a follow-up problem. In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Kevin Wu, founder of Leaping AI, to discuss how AI voice agents and automation are helping home service businesses solve some of their biggest call center challenges. From missed calls and slow follow-up times to after-hours booking and lead nurturing, Kevin shares how AI is being used as a practical tool to support customer service teams, improve speed-to-lead, and create better customer experiences without...
info_outline
How Top Trades Businesses Use AI and Systems to End Recruiting Pain
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
Most contractors don't have a recruiting problem. They have a recruiting system problem. In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Paul Sanneman, founder of Contractor Staffing Source, to discuss how top home service companies are using systems, assessments, and AI-powered recruiting tools to consistently find better employees. After helping more than 2,000 contractors and recruiting over 2,500 successful hires, Paul shares the biggest recruiting mistakes contractors make and why most hiring challenges are self-inflicted. The conversation...
info_outline
How Contractors Use Air Curtains to Solve Costly Building Challenges
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
Most contractors walk past air curtains every day without realizing how much money they can save commercial buildings. In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Curtis Rosol from Mars Air Systems to break down how air curtains work and why theyâve become a powerful solution for energy savings, indoor air quality, and insect control in commercial spaces. From convenience stores and restaurants to cold storage facilities and warehouses, Curtis explains how air curtains create an invisible barrier that keeps conditioned air inside while...
info_outline
How Service Businesses Can Stop Losing Skilled Workers
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
The skilled labor shortage isnât just a hiring problem. Itâs a perception problem. In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Ruchir Shah, founder of SkillCat, to discuss why home service companies are struggling to attract and retain skilled workers and what the industry can do about it. Ruchir shares how his background in workforce training led him to build SkillCat, an online trade training platform helping people transition into HVAC, plumbing, electrical, and appliance repair careers. If your company struggles with hiring,...
info_outline
AI Search and the Death of Old-School Marketing for Home Service Businesses
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
The way homeowners search for HVAC, plumbing, and home service companies is changing fast. And most contractors are completely unprepared for it. In this episode of Service Business Mastery, Tersh Blissett sits down with Phil Risher from Phlash Consulting to discuss the massive shift from traditional Google SEO to AI-powered search and what it means for home service businesses. Phil explains why AI search is changing how customers find contractors, why conversational search matters more than keywords, and how tools like ChatGPT and Google AI Overviews are disrupting traditional...
info_outline
How Storytelling Can Solve Your Skilled Trades Recruiting Crisis
Service Business Mastery for Skilled Trades: HVAC, Plumbing & Electrical Home Service
In this episode of Service Business Mastery, Tersh Blissett and Joshua Crouch sit down with Ryan Kiscaden, owner of Kiscaden Consulting and creator of the Next Up Trades childrenâs book series, to discuss how storytelling can reshape the future of recruiting in the trades. Ryan shares how a conversation with his plumber brother-in-law sparked the idea to create books that explain HVAC and plumbing to children in a way they can understand and connect with emotionally. Instead of focusing only on wages, debt, and job security, Ryan believes the industry needs to tell a better...
info_outlineLearn how to automate tasks, save time, and increase your profit. No Coding required!
đ Enroll Today - https://bit.ly/3CZTDte
----------------------------------------------------
Welcome to the Service Business Mastery Podcast!
Visit our website for more episodes and insights! https://www.servicebusinessmastery.com
In this episode of Service Business Mastery, hosts Tersh Blissett and Josh Crouch sit down with Justin Riley, President of UpFrog. They explore how UpFrog helps HVAC businesses grow through online pricing tools and smart ad strategies. Justin explains how tracking customer buying habits, improving follow-up, and simplifying installs can lead to better results. He also shares the value of using data for marketing decisions and why consistency is key to fast, reliable business growth.
This talk covers key points like using online pricing, smart ad strategies, and consistent follow-up to grow HVAC businesses. Justin explains how tracking lead times, simplifying installs, and using real data helps boost sales. He shares why understanding customer behavior and focusing on proven methods leads to better results and steady business growth.
In this episode, here's what you can expect to learn:
-
How UpFrog Helps HVAC Businesses Grow: Justin shares how UpFrog uses online pricing and smart ads to drive more sales and better leads.
-
Why Timing and Simplicity Matter: Learn how knowing when customers are ready to buy and offering simple installs can improve results.
-
Using Data to Make Smart Moves: Justin explains how tracking lead behavior and follow-up rates helps businesses grow smarter.
-
Boosting Customer Experience: Hear how avoiding complex installs and focusing on clear communication keeps customers happy.
-
Growing Through Consistency: See why staying consistent with lead handling and smart hiring leads to fast, reliable business growth.
Timestamps â°
00:00 - Episode Recap
02:33 - Meet Justin Riley and What UpFrog Does
04:41 - Market Trends: Soft Demand and Smart Advertising
07:06 - Why Timing and Lead Cycle Matter for Marketing
09:41 - Simple Installs vs. Complex Systems: What Sells Best
12:48 - Building a Better Booking System and Lead Follow-Up
16:08 - The Semper Fi Story: Scaling from $5K to $80M
19:48 - Lower Job Costs and Better Financing Options
23:40 - Challenges of Communicating Systems and Callbacks
28:35 - Selling the Service, Not Just the Equipment
30:40 - Focusing on Strengths to Grow Your Business
34:21 - When and Why to Invest in Branding
37:20 - Data-Driven Marketing: Tracking Every Dollar
40:36 - The Role of Grassroots and Social Media Content
49:10 - Justin on Balancing Business and Family Life
53:46 - New Tools Coming Soon for Small Contractors
If you enjoy the episode, please donât hesitate to leave us a review (5 stars preferably đ)
Links & References:
LinkedIn:
Website:
This episode is kindly sponsored by:
- Free-2-grow
-
CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!
Connect with us!
-
Join the Service Business Mastery Facebook group for more updates!
-
Visit our website: www.servicebusinessmastery.com
Affiliate links: