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The Successful Contractor Podcast

The Successful Contractor Podcast

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 Welcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors… We chronicle business journeys, share insights, and celebrate successes in this wonderful industry.© 2022 Aquila Investment Group, LLC Economía Gestión y Liderazgo Liderazgo Marketing Marketing y Ventas
Episodios
  • From Addiction to $4K Average Tickets: Blayne Ippolito’s Electrical Sales Playbook

    From Addiction to $4K Average Tickets: Blayne Ippolito’s Electrical Sales Playbook
    May 24 2025

    Blayne Ippolito went from addiction and homelessness to managing a team of high-performing electricians and selling and installing over $680K in residential electrical work with $1M in his sites this year. His journey is raw, powerful, and packed with lessons for anyone in the trades.

    In this episode of The Successful Contractor, Blayne opens up about the pain that shaped him—and the purpose that drives him today. Now a sales manager with MZ Electric in Littleton, Colorado, Blayne trains his techs five days a week, blends emotional intelligence with process, and closes jobs with $4,000 average tickets. But what really sets him apart is how he leads with service, connection, and trust.

    You’ll learn:

    • How Blayne’s early life and recovery shaped his mission in the trades
    • His approach to consultative sales that build massive trust with homeowners
    • Why presenting tiered pricing options builds credibility—and increases close rates
    • How he eliminates objections early using CertainPath’s StraightForward Pricing Guide
    • What it means to be a friend first, electrician second in a customer’s home
    • His mindset tools for resetting between calls, including gratitude and meditation
    • The emotional training sessions he runs on Wednesdays—including one centered on the phrase “Justify Your Existence”
    • Why fear is the biggest sales killer—and how techs can beat it
    • The story of a homeowner who cried reading his bio—and trusted him over a cheaper bid
    • What it takes to move from technician to trusted leader of a service team

    Blayne’s story isn’t just about closing big tickets. It’s about becoming the kind of person others believe in. Whether you’re a tech, a leader, or someone just looking to find more meaning in your work—this is a conversation you won’t forget.

    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/

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    1 h y 43 m
  • Meet the Pastor Dominating HVAC Sales: $3.5M Closed at 64%, Working Only 3 Days a Week

    Meet the Pastor Dominating HVAC Sales: $3.5M Closed at 64%, Working Only 3 Days a Week
    May 17 2025

    Jared Dean isn’t winging it — he’s a master HVAC sales tactician. With over two decades in the industry, Jared has developed a precise, proven process that earns trust, overcomes objections, and closes premium HVAC systems at a staggering $25K average ticket with a 64% closing percentage.

    Jared works just three days a week in the field, serves full-time as a pastor, and still sold $3.5 million last year. In this conversation, he opens up his playbook — step by step.

    What you’ll walk away with:

    • The first 10 minutes that make or break the sale — Jared’s subtle script to uncover decision-makers and secure time commitment without pressure.
    • How to “price-condition” like a pro — Set the stage for high-ticket HVAC sales without triggering objections.
    • The four-option close that boosts average ticket and drives confident, fast decisions.
    • How storytelling + strategic vulnerability generate instant trust (and eliminate hard closing).
    • What to say after they say “yes” — Jared’s post-sale move that slashes cancellation rates.
    • The 5-minute habit that separates amateurs from elite sales pros — and accelerates long-term mastery.

    Jared proves you don’t need to work 60-hour weeks or be a natural-born closer to dominate in residential HVAC sales — you need a system, heart, and the discipline to follow through.

    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/

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    2 h y 24 m
  • $8.7M HVAC Sales System EXPOSED: Sean Mitchell’s 88% Close Rate Blueprint (Full In-Depth Breakdown)

    $8.7M HVAC Sales System EXPOSED: Sean Mitchell’s 88% Close Rate Blueprint (Full In-Depth Breakdown)
    May 2 2025
    Back by overwhelming demand, Sean Mitchell returns to The Successful Contractor — and this time, he’s not holding anything back. 👉 Missed Sean’s first appearance? That episode took the HVAC world by storm — racking up views and igniting conversations across the trades. Before you dive into this one, go watch Part 1 and see where it all began. But make no mistake — this is the episode everyone’s been waiting for. In this 2-hour masterclass, Sean lays out his entire sales process — from first call to final close — and shows you exactly how he closed almost $8.7 million in residential HVAC sales at an insane 88% closing rate. Inside the Episode — Sean Mitchell’s Complete HVAC Sales System: The Sales Strategy Begins Before the Doorbell Rings: Why Sean listens to CSR calls to decode the customer’s personality, tone, and expectations before stepping foot on-site. "Reading the Pause": How a simple “hello” reveals your customer’s emotional state — and how Sean adapts his energy to match it. The Pre-Call Energy Transfer: Why smiling through the phone changes everything, and how to set the emotional tone before the first knock. Owning the Doorstep: The exact script Sean uses to redirect the “just go to the furnace” objection and instead guide the customer to the kitchen table. The Psychology of the Sit-Down: Where Sean sits, how he positions himself, and why your posture can make or break the sale. Setting the Stage with the Comfort Survey: The specific questions Sean uses to uncover pain points, expose hot buttons, and pre-close the deal. Building Solutions With the Homeowner: How Sean “Chipotle-style” custom-builds systems in real-time, creating buy-in, trust, and excitement. Couples Dynamics, Decoded: The subtle language cues that reveal the true decision maker — and how to guide the conversation without alienating either party. Anchoring High-Ticket Offers: Why Sean always drops the $25K anchor early, and how it makes the actual price feel like a bargain. Turning Objections into Momentum: The “two-option close,” how to handle the “I need to think about it” pause, and why Sean never sells systems — he sells appointments. Creating Real Urgency (Without Pressure): The LEVER method and why people are more driven by fear of loss than desire for gain. From Presence to Paperwork: How Sean paints the post-sale picture so vividly that the signature feels like a foregone conclusion. The 4 Pillars of Value: Connection, Credibility, Customization, and Convenience — and how to build them into every sales call. The Mindset of Mastery: Why Sean competes with no one but himself — and how his upbringing and mentors shaped his unstoppable work ethic. Whether you’re a comfort advisor, CSR, tech, or owner — this episode is your roadmap to bigger closes, stronger relationships, and a business that grows on intention, not pressure. 🚀Iff you’re ready to grow your business the right way, visit CertainPath.com 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/
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    1 h y 58 m
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