The Successful Contractor Podcast

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series — Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 $20 million in revenue. A service area of 240,000 people. And a business that’s been growing — almost without exception — for four decades. James Wisler didn’t set out to build a $20M multi-trade powerhouse in one of the smallest markets you’ll ever hear about on this show. He grew up in the business — running crews at 15, becoming GM at 23 — and learned every hard lesson the hard way. New construction. Bathroom remodeling. Green-fielding HVAC. Adding electrical through acquisition. Every pivot came with a price. But here’s what’s remarkable: Wisler Plumbing, Heating, Cooling & Electric serves just two counties in Southwest Virginia, with a population that most contractors would walk away from. Electric grew 30% last year. Plumbing north of 15%. HVAC is on track to surpass plumbing in total size next year. And their water treatment division — running since 1986 — now holds 750 service agreements with a lead model that works the exact opposite of every other trade. This is a masterclass in what disciplined, market-smart growth actually looks like over 40 years. In this conversation, you’ll discover: •        How Wisler built a $20M multi-trade business in a 240,000-person market — and why small markets can be a massive advantage•        The sales-install model they pioneered in plumbing before almost anyone else was doing it — and the $2,500 threshold that drives it•        Why green-fielding HVAC was the hardest thing they’ve done — and what they’d do differently (acquire)•        The #1 operational mistake that stunted their HVAC growth — and how they finally fixed it•        How to build a water treatment business with 750 service agreements, a 60/40 lead split, and a sales system that works•        The Culture Index hiring system: why they run it at the application stage, what it actually measures, and why it’s a confirmation tool — not a crutch•        Their panel interview rule: 3 people, diverse panel, and if it’s not unanimous — don’t hire•        How they acquired an electrical company in 2024, grew it from $1.2M to $1.8M in year one, and why that’s the better path•        The “Guiding Light” document: how James defines faith, family, excellence, and courage in a way that actually sticks•        The weekly culture minute, the 6-7 hour monthly manager meeting, and the annual kickoff that’s replaced their holiday party Whether you’re running $2M and wondering if you can scale without a major metro, thinking about adding a trade, or trying to figure out what a real hiring system looks like — this one is packed with 40 years of hard-earned lessons. 🎧 Watch on YouTube or listen on your favorite podcast platform. Subscribe to The Successful Contractor for more interviews that move the needle.For more information about Sean Mitchell’s RevenueAscent Program: https://hub.mycertainpath.com/hub/resources/make-execution-consistent-with-the-revenueascent-program-featuring-sean-mitchell AboutThe Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the GuestJames Wisler is the CEO of Wisler Plumbing, Heating, Cooling & Electric, based in Rocky Mount, Virginia. James grew up in the business his father started in 1986, became GM at 23, and — alongside his brother Brian — purchased the company in 2014. Under his leadership, Wisler has grown from a plumbing-only service company into a $20M multi-trade operation serving HVAC, plumbing, water treatment, and electrical across Southwest Virginia. James has been a CertainPath member since nearly the beginning and is a fixture in the peer community. ConnectWisler Plumbing, Heating, Cooling & Electric: https://www.wislerhomeservices.comCertainPath: https://www.mycertainpath.com Show NotesThe Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we’ve helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH:Facebook: https://www.facebook.com/CertainPathLinkedIn: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series — Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5  $3.5 million in service revenue. A new construction company that survived the Great Recession on discipline and a war chest. And a son who'd spent summers on job sites watching his dad build something real.  RJ Magee didn't plan to build a $110 million multi-location HVAC and plumbing empire. He planned to take over his dad's company in Las Vegas. Then they sold it — and everything changed.  Sierra Air Conditioning and Plumbing in Las Vegas alone went from $13 million in 2020 to $50 million in 2025. Their comfort advisor made $500,000 last year. Flip techs clear $200K. And in Boise, they hired a bartender two weeks ago — one week of training, five for five, $18,000 average ticket.  This is a masterclass in what it actually looks like to scale a residential HVAC company — and what it costs when you don't.  In this conversation, you'll discover:  How CertainPath coaching helped Sierra grow from $3.5M in service revenue to $50M in Las Vegas alone The 3 things RJ says took them from $3.5M to $13M — and the operational discipline behind it How to acquire HVAC companies: market selection, what makes a good partner, and why they keep every call center local How they changed fix-it culture shops into sales-minded organizations — without losing the team Why RJ pays his flip manager $30 per same-day flip (and how that drives behavior better than EBITDA bonuses) The personal loss in 2019 that finally made him build a team — and get his priorities in the right order Their 5-year plan: $500M by 2030, 16–18 partner companies, 20% EBITDA  Whether you're at $3M trying to hit $13M, thinking about what a sale might look like, or just want to understand how a $110M HVAC operation actually runs — this one is packed.  🎧 Watch on YouTube or listen on your favorite podcast platform. Subscribe to The Successful Contractor for more interviews that move the needle.   About  The Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company.  Meet the Guest  RJ Magee is the President of Sierra Group, overseeing Sierra Air Conditioning and Plumbing in Las Vegas, NV along with partner locations in Boise, Denver, and Tucson. RJ grew up working summers on his father's job sites, joined the company full-time in 2010, and helped grow the service division from $3.5M to $13M before a private equity sale in 2020. Since then, he has led Sierra's Las Vegas operation from $13M to $50M while building a multi-location portfolio targeting $500M by 2030.  Connect  Sierra Air Conditioning and Plumbing: https://www.sierraair.com CertainPath: https://www.mycertainpath.com   Show Notes  The Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we've helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information.  FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ 

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series — Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 $400,000 in revenue. Two wrapped vans. $50,000 in unpaid taxes. That was electrician Matt Wehrle in January 2019 — sitting in an office for the first time in his life, wondering if he’d made a massive mistake. Six years later, Safe Electric & Plumbing in Columbus, Ohio hit $10.6 million. 28 trucks. Double-digit net profit. And a plumbing division that did $2 million in its first full year. Matt’s story isn’t a slow, steady climb — it’s a masterclass in what happens when a field electrician stops doing things his way and follows a proven system. In this conversation, you’ll discover: •        How CertainPath coaching helped one electrician grow from $400K to $10.6M in 5 years•        Starting a residential electrical business with $10K in the bank and $50K in unpaid taxes — and booking nearly 100% of calls in year one•        Adding a plumbing division to an electrical company — $2M first full year (after hiring the wrong manager first)•        Catching bookkeeper embezzlement: fake LLC, unauthorized ACH transfers, and stolen credit cards for 13 months•        His recruiting secret every contractor will steal — and why “nobody wants to work” is nothing but an excuse•        What he’d tell his 2017 self: “Drop everything else and just do THIS!” Whether you’re an electrician thinking about adding a second trade, a contractor trying to build culture, or a business owner who’s been burned by someone you trusted — Matt’s story will hit home. 🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle. AboutThe Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the GuestMatt Wehrle is the owner of Safe Electric & Plumbing in Columbus, Ohio. A lifelong electrician who started his career in new construction, Matt launched his residential service company in 2019 with two vans and $10,000 in the bank. In six years, he’s grown Safe Electric & Plumbing to $10.6 million in revenue with 28 trucks, a thriving plumbing division, and double-digit net profit. ConnectSafe Electric & Plumbing: https://safeelectricohio.comCertainPath: https://www.mycertainpath.com Show NotesThe Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we’ve helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH:Facebook: https://www.facebook.com/CertainPathLinkedIn: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5────────────────────────────────────────────────────────────────────────────────“How did I do this before?”That’s the number-one thing ServiceTitan hears from contractors after they make the switch. And now, ServiceTitan and CertainPath are officially partnered—which means the best coaching in home services just got paired with the most powerful software platform in the industry.In this episode of The Successful Contractor, Bob sits down with Joseph Morales and Phil Stern from ServiceTitan—recorded live at CertainPath’s Eagles’ Summit—to unpack what this partnership means for contractors, what’s new with ServiceTitan’s Pro Products, and why the AI revolution is already changing how you dispatch, market, and grow.Joseph has spent four years on the road meeting contractors face-to-face. Phil came from 12 years at Google, where he worked on AI solutions and partnerships with brands like Wells Fargo and Ford. Together, they break down ServiceTitan’s biggest announcements—from the commercial and construction expansion to the AI-powered Dispatch Pro that’s already proving your gut instincts wrong.What You’ll Learn in This Episode:•        Why ServiceTitan and CertainPath partnered—and why Phil says “CertainPath’s model was a perfect fit”•        The “How did I do this before?” moment—what contractors consistently say after adopting ServiceTitan•        How one contractor was spending 4 hours a day tracking time through email—and how geo-fencing automation eliminated it overnight•        Dispatch Pro: the AI tool that’s matching the right tech to the right job for profit—and proving that your “best guy” isn’t always who you think•        Marketing Pro: the most-adopted Pro Product, with smart campaigns, UTM tracking, reputation management, and AI-powered ad optimization•        Scheduling Pro: how to automate maintenance contract bookings and online scheduling—straight into your ServiceTitan dashboard•        Atlas and Titan Intelligence: ServiceTitan’s new AI-powered voice and dispatching tools•        Titan Score: how ServiceTitan grades your software usage and tells you where to expand next•        The commercial and construction expansion: why contractors who dismissed ServiceTitan as “residential only” need to take a second look•        ServiceTitan’s roofing push: the GAF partnership and growing adoption across trades•        CertainPath coach certification: 40–60 hours of training, full curriculum access, and demo accounts—so your coach knows the software inside and out•        Why ServiceTitan is “all in” on CertainPath events—not a one-and-done partnershipWhether you’re already on ServiceTitan and want to get more out of it, or you’ve been on the fence about making the switch—this episode gives you the inside track on where the software is going and how CertainPath coaching is about to make it even more powerful.🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle.Chapters:00:00 – Meet Joseph Morales & Phil Stern, ServiceTitan01:58 – Joseph’s Journey: From Snacks & Coffee Roasters to ServiceTitan04:06 – Phil’s Path: 12 Years at Google to ServiceTitan05:22 – What It’s Like Working with Contractors08:35 – The CertainPath + ServiceTitan Partnership10:07 – Why Coaching + Software Is a Perfect Fit15:30 – Roofing Expansion & the GAF Partnership17:00 – How ServiceTitan Sources Contractor Feedback18:07 – AI Features: Atlas & Titan Intelligence19:28 – “How Did I Do This Before?” – Contractor Feedback20:32 – Automation That Saves You 4 Hours a Day24:28 – Titan Score: Know Where to Grow Next25:00 – Onboarding, Support & Dedicated Success Managers27:45 – Technician Workflows, Forms & Photo Documentation28:46 – CSR & Dispatch Board Value30:00 – Route Optimization & Decentralized Dispatching31:10 – ServiceTitan as a Retention Tool32:20 – 200+ Built-In Reports & Custom KPIs33:14 – Pro Products Deep Dive: Dispatch Pro36:38 – Marketing Pro: Campaigns, UTM Tracking & AI Ads40:35 – Smart Campaigns & Maintenance Contract Automation41:57 – Scheduling Pro: Online Web Scheduler43:50 – Coaching Certification: 40–60 Hours of Training46:30 – Partner Jam: First Impressions from ServiceTitan48:55 – “We’re All In” – What’s Next for the PartnershipShow NotesThe Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.FOLLOW CERTAINPATH:Facebook: https://www.facebook.com/CertainPathLinkedIn: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/

Book a free Discovery Call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591 🔗 Grab our FREE resource: The Foundation Series, Real strategies to build a business that runs (and grows) without chaos: https://bit.ly/3Yqzow5 Kevin Henderson calls himself a “forever learner.” It’s the mindset that took him from green apprentice in 1996 to owner of a $6.5 million HVAC and plumbing company—and he’s just getting started. After 17 years working for someone else, Kevin took a leap in 2013 when a colleague offered him a small business: take it or I’m shutting it down. He talked to his wife, and the answer was simple: “I’m not getting any younger. I know how to do this.” In this episode of The Successful Contractor, Kevin Henderson of Home Comfort Systems Heating, Cooling & Plumbing in Greenwood, SC, shares how he acquired 5 small companies, implemented real systems, and profitably grew his business by 600%. But it wasn’t all smooth—stress-related health problems forced him to stop doing everything himself and start building a real team. What You’ll Learn in This Episode: • How Kevin went from $1 million to $6.5 million—and why his next target is $20 million in 5 years • The “forever learner” mindset that drives his growth—and why he reads every single day • Why he acquired 5 small “fire sale” businesses—and it fueled leads more inexpensively than traditional marketing • The stress breaking point that forced him to hire an operations manager—and how it freed him to focus on growth • Why he hires technicians green: “People that are experienced, it’s kind of hard to retrain them” • How he went from zero Google reviews in 2013 to almost 1,700 today—more than anyone in his market • His training structure: Tech Tuesday, Sales Monday, Plumbers Thursday, Install Friday—and why “get back to basics” was last year’s theme • How CertainPath’s SOAR program identified marketing waste ($700-800/lead on direct mail) and fixed it • Why he added his sales guys to the daily accountability text—and how competition drives results • The #1 number he watches: gross margin—plus overtime and callback percentages • Why “compassionate leadership” beats yelling and screaming: “We don’t manage by pinning people up” • His sobering reminder: “You can do $20 million and go bankrupt”—why efficiency matters more than revenue Kevin’s story is proof that you don’t need to have it all figured out on day one. With the right mindset, the right systems, and a willingness to keep learning, any contractor can build something remarkable. 🎧 Watch now on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle. Chapters: 00:00 – “I’m Not Getting Any Younger”: Kevin’s Leap into Ownership 05:22 – From $1M to $6.5M: Joining CertainPath and Setting a BHAG 09:47 – 20% Growth Every Year: The Acquisition Strategy 11:45 – Adding Plumbing: How an Acquisition Brought a New Trade 14:29 – Building the Team: Org Structure and the Operations Manager 16:02 – The Stress Breaking Point: Health Problems Forced Change 16:50 – SOPs and Systems: “If You’re Gonna Ask Every Week, Write It Down” 18:25 – Hiring Green: Why Experienced Techs Are Harder to Retrain 21:03 – Culture Index: Matching Personality to Role 25:58 – Training Structure: Tech Tuesday, Sales Monday, Install Friday 28:47 – The SOAR Program: Carl’s Fire Hose and Marketing ROI 34:03 – Marketing Evolution: Zero to 1,700 Google Reviews 36:03 – Sales Management Mastery Group: Accountability That Works 37:50 – The Numbers That Matter: Gross Margin, Overtime, Callbacks 38:20 – Call Center & Dispatching: Booking in the High 80s-90s 44:08 – Cash Flow and Financial Discipline 47:09 – Compassionate Leadership: “We Don’t Manage by Yelling” 51:45 – Kevin’s Evolution: From Doing Everything to Letting Managers Lead 53:15 – The $20 Million Vision: Efficiency, Expansion, and What’s Next Show Notes The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH: Facebook: https://www.facebook.com/CertainPath LinkedIn: https://www.linkedin.com/company/certainpath Instagram: https://www.instagram.com/certainpath/ About the Guest: Kevin Henderson is the owner of Comfort Systems Heating, Cooling & Plumbing in Greenwood, South Carolina. A self-described “forever learner,” Kevin started as a green apprentice in 1996, spent 17 years learning the trade, and launched his own company in 2013. Through 5 strategic acquisitions and a commitment to real systems, he’s grown from $1 million to $6.5 million—with a goal of $20 million in the next five years. Kevin is a member of CertainPath and active in a number of its programs including: Total Access Training, The Accountability Group (TAG), Strategic Operation Action Review (SOAR), and Sales Management Mastery Group (SMMG). Connect with Kevin: Comfort Systems Heating, Cooling & Plumbing: https://www.homecomfortsc.com/