Episodes

  • HVAC Hiring Strategies for Service Leaders to Replace B Players with ATS Culture – Ryan Naylor

    HVAC Hiring Strategies for Service Leaders to Replace B Players with ATS Culture – Ryan Naylor
    Jul 23 2025
    Learn how to automate tasks, save time, and increase your profit. No Coding required! 👉 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 the Service Business Mastery podcast, host Tersh Blisett and Josh Crouch talk with Ryan Naylor, currently serving as the CEO/Founder of AvaHR and previously leading as Chief Executive Officer at LocalWork and also the Contributing Author of Entrepreneur Media. Ryan shares his expertise on how service business owners can improve hiring, team culture, and employee retention. He explains the importance of hiring A players, offering competitive wages, and having clear communication to attract top talent. Ryan also discusses how small changes in the hiring process and team culture can drive long-term business growth and success. This conversation focuses on Ryan’s work helping service business owners improve hiring and team culture. He shares how hiring A players, offering competitive wages, and clear communication help attract top talent. Ryan explains how small changes in the hiring process and team culture can lead to better business growth. He highlights how improving the team and focusing on clear communication can drive long-term success and stronger relationships. In this episode, here's what you can expect to learn: How hiring A players leads to better results and long-term success. Why offering competitive wages helps attract top talent. The importance of clear communication in hiring the right people. Why fast response times are key to securing top candidates. How small improvements in hiring and team culture drive business growth. Timestamps ⏰ [00:00:00] - Introduction & Episode Overview [00:02:38] - Episode Introduction and Guest Welcome [00:03:54] - Ryan’s Background and Early Entrepreneurial Journey [00:06:32] - The Real Cost of C and B Players [00:08:32] - Smart Interview and Reference Check Strategies [00:10:56] - What is an ATS, and why does it matter [00:16:34] - Optimizing the Hiring Funnel [00:23:21] - Culture Marketing and Purpose-Driven Recruiting [00:28:51] - Spotting A-players During Interviews [00:34:55] - Resources, Tools, and Final Thoughts If you enjoyed this chat with Ryan Naylor, please leave us a review (5 stars would mean a lot 😉). Links & References: LinkedIn: Ryan Naylor Entrepreneur Media AvaHR LocalWork Website: Entrepreneur Media AvaHR LocalWork This episode is kindly sponsored by: Free-2-grow Sera UpFrog CallRail 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! MarketStorm Rilla Lace.ai Autobot.ai Connect with us! Tersh Blissett Josh Crouch Join the Service Business Mastery Facebook group for more updates! Visit our website: www.servicebusinessmastery.com Affiliate links: Castmagic StreamYard IfTTT Zyra Talk
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    38 mins
  • How to Fix Trades Marketing by Using StoryBrand to Boost Calls and Stand Out with Amber Gaige

    How to Fix Trades Marketing by Using StoryBrand to Boost Calls and Stand Out with Amber Gaige
    Jul 16 2025
    Learn how to automate tasks, save time, and increase your profit. No Coding required! 👉 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 the Service Business Mastery podcast, hosts Josh Crouch and Tersh Blisset chat with Amber Gaige, Chief Marketing Advisor at Far Beyond Marketing and a marketing expert with a strong background in the trades. Amber shares her journey from working in her family’s plumbing business to becoming a certified StoryBrand guide. She discusses how the StoryBrand framework helps service businesses stand out by focusing on clear messaging and solving emotional problems for customers. Amber also explains how small changes in marketing can lead to long-term growth and success. This conversation focuses on Amber Gaige’s work helping trade business owners grow through effective marketing. She explains how the StoryBrand framework helps create clear messaging and build trust with customers. Amber shares how focusing on customer emotions and solving real problems leads to loyal clients. She also discusses how small marketing adjustments can lead to long-term growth and stronger customer relationships. In this episode, here's what you can expect to learn: How using the StoryBrand framework creates clear messaging and builds trust. Why focusing on emotional problems helps create loyal customers. How positioning your business as the guide leads to long-term growth. Why small marketing changes can have a big impact on your success. How clear communication across all platforms makes your business stand out. Timestamps ⏰ 00:20 - Introduction 01:08 - Introducing Amber Gaige 02:10 - Amber’s Background in Trades and Marketing 05:32 - What is the StoryBrand Framework? 06:47 - Why Clear Messaging Builds Trust 10:42 - How Focusing on Customer Emotions Drives Loyalty 14:30 - Positioning Your Business as the Guide 17:00 - Small Changes in Marketing for Big Growth 19:15 - The Importance of Consistent Communication 21:30 - How StoryBrand Helps Service Businesses Stand Out 23:45 - Key Marketing Strategies for Trades Business Owners 26:00 - Real-Life Example of StoryBrand in Action 28:30 - Amber’s Advice for Business Owners 30:00 - Closing Thoughts and Final Takeaways If you enjoyed this conversation with Amber Gaige, please leave us a review (5 stars would be greatly appreciated 😉). Links & References: LinkedIn: Amber Gaige Far Beyond Marketing Website: Far Beyond Marketing This episode is kindly sponsored by: Free-2-grow Sera UpFrog CallRail 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! MarketStorm Rilla Lace.ai Autobot.ai Connect with us! Tersh Blissett Josh Crouch Join the Service Business Mastery Facebook group for more updates! Visit our website: www.servicebusinessmastery.com Affiliate links: Castmagic StreamYard IfTTT Zyra Talk
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    36 mins
  • The Truth About Selling Trades Businesses for Maximum Value with Gregg Schonhorn

    The Truth About Selling Trades Businesses for Maximum Value with Gregg Schonhorn
    Jul 9 2025
    Learn how to automate tasks, save time, and increase your profit. No Coding required! 👉 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 the Service Business Mastery podcast, host Tersh Blissett talks with Gregg Schonhorn, partner at and Business Development Advisor SF&P Advisors and expert in selling service businesses. They talk about how Gregg helps owners get ready to sell by building strong teams, fixing money issues, and planning ahead. Gregg shares how profits, leadership roles, and smart systems raise business value. He explains how using automation, AI, and good financial habits can attract buyers and avoid common mistakes. Gregg also shares tips on what buyers look for and how to grow a business worth selling. This conversation focuses on Gregg Schonhorn’s work helping business owners prepare their companies for sale. Gregg shares why strong profits, clear roles, and solid systems raise a business’s value. He explains how planning ahead, cutting extra costs, and building a good team make selling easier. The discussion highlights how automation, AI, and smart money habits attract buyers and lead to better deals in the service industry. In this episode, here's what you can expect to learn: Why early planning and strong profits boost your business value. How cutting waste and fixing money mistakes helps before selling. What buyers look for in your team, systems, and finances. How AI and automation can improve your business for a sale. Why building a solid team makes your company easier to sell. Timestamps ⏰ 00:00 - Episode Recap 02:43 - Meet Gregg Schonhorn from SF&P Advisors 03:13 - What SF&P Does: Selling Service Businesses 04:18 - Why Business Owners Overvalue Their Companies 05:57 - Understanding Rolled Equity and Business Partnerships 07:26 - How Buyers Use Debt and Cash in Deals 08:12 - Timeline: When Do PE Firms Sell? 09:55 - Common Business Issues Before Selling 11:19 - Overpaying the C-Suite and Fixing Expenses 12:25 - Hitting Revenue Walls and Business Growth Stages 14:10 - When to Get Lean or Grow Carefully 16:29 - What It Means to Be “Too Lean” for Buyers 17:54 - Comparing HVAC vs Roofing Business Maturity 18:54 - Why Missing Team Roles Can Hurt Valuation 24:22 - Proven Growth and Repeatable Results 26:10 - Why Residential Business Models Get Higher Value 28:43 - Will AI Change Business Multiples? 31:46 - How Buyers Ask About Your Tech Stack 33:02 - CTOs and the Future of Service Business Tech 34:10 - Gregg on Why You’re Ahead with Automation 37:47 - Accrual-Based Accounting and Financial Clarity 37:21 - Understanding KPIs for Your Stage of Growth 40:35 - Final Advice: Plan Early and Keep Improving If you enjoyed this chat with Gregg Schonhorn, please leave us a review (5 stars would mean a lot 😉). 📩 Want to connect with Gregg Schonhorn? Reach out via email at gregg@SFPadvisors.com or call him directly at 973-919-5509. Links & References: LinkedIn: Gregg Schonhorn SF&P Advisors Website: SF&P Advisors This episode is kindly sponsored by: Free-2-grow Sera UpFrog CallRail 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! MarketStorm Rilla Lace.ai Autobot.ai Connect with us! Tersh Blissett Josh Crouch Join the Service Business Mastery Facebook group for more updates! Visit our website: www.servicebusinessmastery.com Affiliate links: Castmagic StreamYard IfTTT Zyra Talk
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    46 mins
  • Why Trade Business Founders Fail to Scale and How EOS Fixes Leadership Gaps with Eric McGrath

    Why Trade Business Founders Fail to Scale and How EOS Fixes Leadership Gaps with Eric McGrath
    Jun 25 2025
    Learn how to automate tasks, save time, and increase your profit. No Coding required! 👉 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 the Service Business Mastery podcast, host Josh Crouch talks with Eric McGrath, leadership coach, EOS Implementer, and Chief Excellence Officer at Driven Leadership. They talk about how Eric helps business owners grow by building better leaders and teams. Eric shares how the EOS system improves structure, goal setting, and meetings that lead to action. He explains how emotional intelligence, one-on-one check-ins, and strong team roles help solve problems and build trust. Eric also highlights why self-growth and leadership habits are key for long-term business success. This conversation focuses on Eric McGrath’s work helping business owners lead with clarity and structure. Eric shares how using EOS, setting clear goals, and improving meeting habits help teams grow. He explains how emotional intelligence, one-on-ones, and strong team roles build trust and solve problems. The discussion highlights why good leadership, personal growth, and clear systems are key to long-term success in any business. In this episode, here's what you can expect to learn: How EOS brings structure and clarity to your business. Why strong leadership habits lead to better team performance. How regular one-on-ones build trust and solve issues early. Why do clear roles and accountability help teams grow. How personal growth makes you a better business leader. Timestamps ⏰ 00:00 - Episode Recap 02:48 - Meet Eric McGrath of Driven Leadership 03:54 - Eric’s Journey into Leadership Coaching 05:06 - Why EOS Matters for Business Growth 07:13 - Visionary vs Integrator: Finding Balance 09:50 - Setting Rocks, Scorecards & To-Do’s with EOS 12:34 - Building Meeting Structures That Work 14:58 - How EOS Solves Team & Growth Challenges 21:54 - A Real Story: Changing Leadership Style 28:24 - Psychological Safety and Team Success 34:03 - Why Emotional Intelligence is a Must for Leaders 42:40 - The Power of One-on-Ones in Team Building 49:18 - Final Thoughts and How to Reach Eric McGrath If you enjoyed this chat with Eric McGrath, please leave us a review (5 stars would mean a lot 😉). Links & References: LinkedIn: Eric McGrath Driven Leadership Website: Driven Leadership This episode is kindly sponsored by: Free-2-grow Sera UpFrog CallRail 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! MarketStorm Rilla Lace.ai Autobot.ai Connect with us! Tersh Blissett Josh Crouch Join the Service Business Mastery Facebook group for more updates! Visit our website: www.servicebusinessmastery.com Affiliate links: Castmagic StreamYard IfTTT Zyra Talk
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    51 mins
  • How One CEO Turned Harsh Feedback into a $6M Growth Exit using MAP Systems with Michael Caito

    How One CEO Turned Harsh Feedback into a $6M Growth Exit using MAP Systems with Michael Caito
    Jun 18 2025
    Learn how to automate tasks, save time, and increase your profit. No Coding required! 👉 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 the Service Business Mastery podcast, host Tersh Blissett talks with Michael Caito, CEO of Map Consulting, an Active Member of EO and YPO and Former Co-Founder of Restaurants on the Run. They discuss Michael’s journey from entrepreneur to CEO and how he grew his business by focusing on disciplined leadership and goal setting. Michael shares how creating strong routines, building a reliable team, and continuous learning helped him scale his company. He also explains how coaching and accountability were key to improving leadership skills and ensuring long-term business success. This conversation focuses on Michael Caito's journey from entrepreneur to CEO. Michael shares how disciplined leadership and goal setting were key to his growth. He explains how building strong routines, creating accountability, and focusing on continuous learning helped him scale his business. The discussion highlights the importance of a solid team and structured leadership for long-term success and stability in business. In this episode, here's what you can expect to learn: How to Transition from Entrepreneur to CEO: Michael explains how focused leadership and goal setting helped him grow his business. Why Strong Routines Lead to Success: Learn how building clear habits and accountability can improve leadership and stability. Using Leadership for Growth: Michael shares how disciplined leadership and team building lead to long-term success. Building a Solid Team: Hear how creating a strong team and setting clear expectations drive business growth. Growing Through Learning: Understand why continuous learning and coaching are essential for becoming a better leader and scaling your business. Timestamps ⏰ 00:00 - Episode Recap 03:32 - Meet Michael Caito, CEO of Map Consulting 05:00 - Transitioning from Entrepreneur to CEO 05:48 - Building Disciplined Leadership for Business Success 09:09 - Setting Clear Goals to Drive Growth 14:25 - The Importance of Building a Reliable Team 15:50 - Why You Should Keep Growing Even During a Business Sale 18:38 - How Accountability and Goal Setting Lead to Long-Term Growth 20:18 - How Strong Leadership Drives Team Performance 23:47 - Becoming a CEO-Level Leader: Key Takeaways 26:27 - The Six Key Functions Every Entrepreneur Must Master to Become a CEO 33:05 - Two Overlooked Keys to Business Growth: KPIs and Manager Training 35:58 - Final Thoughts, Resources, and How to Connect with Michael Caito If you enjoyed this chat with Eric McGrath, please leave us a review (5 stars would mean a lot 😉). Links & References: LinkedIn: Michael Caito MAP Entrepreneurs'​ Organization YPO Restaurants on the Run Website: MAP YPO Entrepreneurs'​ Organization This episode is kindly sponsored by: Free-2-grow Sera UpFrog CallRail 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! MarketStorm Rilla Lace.ai Autobot.ai Connect with us! Tersh Blissett Josh Crouch Join the Service Business Mastery Facebook group for more updates! Visit our website: www.servicebusinessmastery.com Affiliate links: Castmagic StreamYard IfTTT Zyra Talk
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    38 mins
  • Warranty Strategy for HVAC Contractors to Build Wealth, Cut Risk & Boost Exit Value with Jacob & Wil

    Warranty Strategy for HVAC Contractors to Build Wealth, Cut Risk & Boost Exit Value with Jacob & Wil
    Jun 11 2025
    Learn how to automate tasks, save time, and increase your profit. No Coding required! 👉 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 the Service Business Mastery podcast, hosts Tersh Blissett and Josh Crouch chat with Jacob Gee, Chief Financial Officer at Gee Heating and Air, and Wil Kinsey, Director of Sales at Conduit WC. They discuss how HVAC businesses can boost profits through extended warranties and reinsurance. Jacob and Wil explain how setting up a warranty company can help contractors keep more of the premium money and reduce risks. They also share how simple warranty plans improve customer trust and financial security, leading to steady business growth without extra complexity. This conversation focuses on using extended warranties and reinsurance to grow HVAC businesses. Jacob and Wil explain how setting up a warranty company helps contractors keep more money and lower risks. They share how simple warranty plans improve customer trust and financial stability. The talk emphasizes how clear goals and offering peace of mind can lead to steady growth and fewer complications in business. In this episode, here's what you can expect to learn: How Extended Warranties and Reinsurance Help HVAC Businesses: Jacob and Wil explain how offering warranties can keep more money in contractors' hands and reduce risks. Why Simple Plans Lead to Success: Learn how simple warranty structures and clear goals can improve financial security and customer trust. Using Smart Strategies for Growth: Jacob and Wil share how focusing on warranties and reinsurance can help businesses grow without unnecessary complications. Improving Customer Satisfaction: Hear how offering warranties gives customers peace of mind and boosts their experience. Growing Through Strong Foundations: Understand why staying consistent with warranty programs and setting clear goals leads to long-term business growth. Timestamps ⏰ 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 don’t hesitate to leave us a review (5 stars preferably 😉) Links & References: LinkedIn: Jacob Gee Gee Heating and Air Website: Gee Heating and Air This episode is kindly sponsored by: Free-2-grow Sera UpFrog CallRail 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! MarketStorm Rilla Lace.ai Autobot.ai Connect with us! Tersh Blissett Josh Crouch Join the Service Business Mastery Facebook group for more updates! Visit our website: www.servicebusinessmastery.com Affiliate links: Castmagic StreamYard IfTTT Zyra Talk
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    1 hr and 10 mins
  • The Service Business Strategy to Hit $137M in Sales with No Branding or Fluff with Justin Riley

    The Service Business Strategy to Hit $137M in Sales with No Branding or Fluff with Justin Riley
    Jun 4 2025
    Learn how to automate tasks, save time, and increase your profit. No Coding required! 👉 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 ⏰ 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 don’t hesitate to leave us a review (5 stars preferably 😉) Links & References: LinkedIn: Justin Riley UpFrog Website: UpFrog This episode is kindly sponsored by: Free-2-grow Sera UpFrog CallRail 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! MarketStorm Rilla Lace.ai Autobot.ai Connect with us! Tersh Blissett Josh Crouch Join the Service Business Mastery Facebook group for more updates! Visit our website: www.servicebusinessmastery.com Affiliate links: Castmagic StreamYard IfTTT Zyra Talk
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    56 mins