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/