#167- Stop Pitching, Start Closing—The Secret to More Plumbing Conversions

Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast

Most techs aren’t salespeople—but they should be closing more jobs. In this episode, Jack and John break down the sales tactics that get homeowners saying yes more often.

We're talking about the difference between soft and hard selling, how full system evaluations can boost your close rate, and why most techs miss the real root cause of a homeowner’s problem. Plus, we cover the must-know steps for handling calls like a pro. If you want to turn more estimates into booked jobs, this one’s for you.

SPECIAL THANKS TO SERVICE SCALERS

In a year where many in the industry faced challenges, we’re thrilled to have hit the low 20s, outperforming expectations and driving serious growth. A huge part of that success is thanks to Service Scalers.

The team have been invaluable partners, helping us achieve awesome results with out SEO, PPC, LSA and GMB marketing.

If you’re in the trades and ready to level up your marketing, do yourself a favor and check out ServiceScalers.com. Sam and his team are killing it right now.

SHOUT OUT TO HATCH

Turn communication into conversion with Hatch and its AI Agents, ready to handle follow-ups, reminders, email blasts, and more for your home service business. Save employee hours and book more leads with the power of Hatch.
Learn More About Hatch

Episode Hosts: 🎤
John Wilson: @WilsonCompanies on X
Jack Carr: @TheHVACJack on X

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John Wilson, CEO of Wilson Companies
Jack Carr, CEO of Rapid HVAC

Chapitres

1. Introduction (00:00:00)

2. Jan Recap (00:02:18)

3. 2025 Budgeting (00:03:55)

4. Cashflow Projections (00:05:20)

5. Focusing on Conversion Rates (00:08:40)

6. Improving Procedures (00:13:53)

7. Close More Deals (00:15:45)

8. Effective Success Methods (00:18:03)

9. Soft Selling VS Hard Selling (00:22:00)

10. Full System Valuations (00:23:00)

11. Call By Call Training (00:24:45)

12. Tech Mindsets (00:28:02)

13. Conclusion (00:33:52)