Brian Burton is the current VP of Sales for One Hour Heating and Air Conditioning of Southeast PA where he trains the next generation of professionals in the trades on how to sell the right way. He formerly trained technicians for the Benjamin Franklin Plumbing and Mister Sparky Electric on how to identify and present solutions to homeowners strategically. Additionally, he is the host of the “Waste No Day” Podcast, a podcast devoted to challenging, encouraging, advising, and highlighting the men and women of the home services industry.

In this episode, we talked about sales strategies, hiring technicians, plumbing…

Show notes

  • Introducing Brian Burton. [1:29]
  • The biggest guest stars in the “Waste No Day” Podcast. [4:06]
  • The story behind inviting an Al Baghdadi Sniper as a guest speaker. [4:50]
  • How Brian made the impossible happen. [9:15]
  • The hardest part about being a plumber. [19:22]
  • Mindsets to avoid for HVAC contractors. [23:37]
  • Problems in the current labor market. [26:49]
  • Key characteristics of a great technician. [35:16]
  • The role of confidence in the hiring process. [39:39]
  • The importance of accountability at home and at work. [42:16]
  • Focusing on things you can control. [46:26]
  • How Brian gets top-tier technicians in the industry. [50:55]
  • What a successful negotiation looks like. [55:18]
  • Prepayment penalty vs. prepayment privilege. [58:58]
  • The benefits of roleplaying in sales. [1:00:19]
  • Tommy’s strategies on getting great content. [1:02:05]
  • The dangers of discounting. [1:02:53]
  • Why first impression appearances are crucial to sales. [1:06:57]
  • How to get more information about Brian. [1:09:06]
  • Brian’s most important piece of advice to home service business owners. [1:10:36]
  • One book on Brian’s reading list. [1:12:35]

Resources And People Mentioned:


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