Waste No Day: A Home Services Motivational Podcast

Magic Moments Make Sales with Danny Zatarain of Service MVP

Are you ready to learn how to take control of the way you communicate and create genuine connections with your customers? In this episode of Waste No Day Podcast, Danny Zatarain shares his life story and the principles he learned from "Uncle Joe" about pure motive service. Danny emphasizes the importance of positive communication, controlling our responses to events, and shifting from being controlled by our egos to controlling our success. He also discusses the challenges technicians face in connecting emotionally with customers and handling objections, with a role-playing exercise to demonstrate how to redirect conversations toward the value of higher-end options. If you're in the home services industry, catch this episode full of practical tips on serving people with pure motive service and achieving revenue growth.
 
Here's a breakdown of what to expect in this episode:
Importance of communication in sales, especially in home services industry
Principles of "pure motive service" and creating a genuine connection with customers
Importance of controlling one's response to events and shifting from being controlled by ego to controlling the outcome
Importance of positive communication and avoiding negativity in personal and professional life
Challenges faced by technicians in connecting emotionally with customers and presenting solutions, with a focus on handling objections and providing excellent customer service
And so much more!
 
 
About Danny Zatarain:
 
Danny, or Daniel Zatarain, is the Director of Training & Development at Service MVP. His professional background and expertise lie in developing individuals and creating successful teams. He believes that having a mission and vision are important for success, but serving people is the key to making a difference. Danny is passionate about implementing new ideas for growth and development and fostering a culture of continuous learning within organizations.
 
Connect with Danny Zatarain on…
LinkedIn: https://www.linkedin.com/in/danielzatarain/
 
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
 

Ken Goodrich on the Grit it Takes to Grow 2

Welcome to the Waste No Day Podcast! On this episode, we're diving into the world of leadership with Ken Goodrich, an HVAC industry expert who has lost 100 pounds due to his daily walking routine and change in diet. Ken shares insights on his inspiring Facebook group called "The First Step of Ken Goodrich," where hundreds of members encourage each other to stay active and share best practices. Ken also talks about the impact of handwritten customer letters on his team's motivation and how he wishes this practice were still prevalent in today's world. He shares valuable strategies for growing a business in the service industry, emphasizing the importance of building a solid team and prioritizing the sale of club memberships to generate revenue. Join us as we learn from Ken's experiences and discover the key to winning the race in business.
 
Here's a breakdown of what to expect in this episode:
Ken Goodrich's daily walking routine with "The First Step of Ken Goodrich" Facebook group
Importance of handwritten customer letters on team motivation and building a strong team of technicians
Strategies for growing a business in the service industry, including prioritizing club memberships and building a system
Importance of constantly educating oneself and staying ahead of the competition, and joining best practice groups to learn from others
Being a successful businessperson is about more than just being a good tradesman and the importance of operating within a business system to succeed.
And so much more!
 
About Ken Goodrich:
 
Ken Goodrich is the CEO of Goettl Air Conditioning and The Sunny Plumber, both based in Las Vegas. He grew up in Las Vegas and used to accompany his father on calls for his air-conditioning business. Goodrich acquired Goettl AC in 2013, established in Phoenix in 1939 by brothers Gust and Sam Goettl. After receiving the company, he expanded it to Las Vegas in 2016. He also started The Sunny Plumber in Phoenix and Tucson, later expanding to Las Vegas and Corona, California. Goodrich has recently acquired two additional air-conditioning businesses in Las Vegas and plans to continue expanding his brands across the Southwest.
 
Connect with Ken Goodrich on…
Website: https://www.goettl.com/
LinkedIn: https://www.linkedin.com/in/kenneth-d-goodrich-ba580427/
 
 
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
 

Ismael Valdez of NexGen on Leting Your Culture Do the Recruiting

Get ready to be inspired by the founder of NexGen, Ismael Valdez, as he joins us on this episode of Waste No Day Podcast. Originally planning to discuss productivity, we shift the focus to the importance of creating a great work culture. Ismael shares his journey from being kicked out of his house at 17 to building a multi-million dollar company. He emphasizes the significance of employee satisfaction and how it can lead to increased revenue. Fear should not stop you from making decisions, and even slow times can be overcome with consistent marketing efforts. Learn from their mistakes of growing too fast and not knowing their numbers, and the importance of reinvesting back into the business.
 
Here's a breakdown of what to expect in this episode:
Creating a great work culture and prioritizing employee satisfaction and success
Valdez’s background and experience in the trades and learning from contractors
Overcoming fear in business decisions and being decisive to achieve outcomes faster
Consistent marketing and outbound calls to keep business going
Importance of reinvesting back into the business and avoiding mistakes in pricing and employee compensation
And so much more!
 
About Ismael Valdez:
 
Ismael Valdez is a man on a mission. As the owner of the #1 HVAC Company in Southern California, NexGen has grown to become an impressive family-owned and operated HVAC business by sticking to the basics… Superior customer service, data efficiency, and a highly-trained staff of technicians and contractors.
 
Ismael Valdez’s journey started as a young aspiring HVAC technician over 15 years ago, and he hasn’t forgotten his roots. Valdez believes in the family unit and treats every customer like they are part of his own. His continued commitment to fairness and dedication to core values has helped his business grow exponentially. It is undeniable that Valdez has made an impact on the HVAC industry. His drive to continually improve services and customer care, along with the support of his NexGen family, has led to an additional 10 locations across Southern California.
 
Connect with Ismael Valdez on…
Website: https://nexgenairandplumbing.com/
LinkedIn: https://www.linkedin.com/in/ismaelvaldez/
 
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
 

Go For No 2: When They Say No with Authors Richard Fenton and Andrea Waltz

Get ready to overcome your fear of rejection and failure in the latest Waste No Day Podcast episode! Let us welcome Richard Fenton and Andrea Waltz, the authors of "Go for No," for an inspiring discussion on how to turn rejection into success. Discover the motivation behind their book and new follow-up, and learn how parents unknowingly teach kids not to ask for what they want. Hear personal stories on handling rejection, how to sell without pressure, and why the customer is always right. Plus, find out where to get their entire book and why leaving honest reviews is essential. Don't miss this thought-provoking episode on embracing "no" as the key to success!
 
Here's a breakdown of what to expect in this episode:
Overcoming the fear of failure and rejection
Strategies for salespeople, including "go for no" and providing multiple options to customers
Importance of listening to customers and overcoming objections
Personal anecdotes and stories to illustrate points
Discussion of the authors' book, "When They Say No," and the importance of leaving honest reviews
And so much more!
 
 
About Andrea Waltz and Richard Fenton:
 
Andrea Waltz and Richard Fenton are the founders of Courage Crafters, Inc., and the authors of the best-selling book, Go for No! They speak internationally, teaching business, sales and entrepreneurial audiences how to overcome their fear of rejection and achieve extraordinary sales success by hearing ‘no’ more often. Their mindset and strategies have been embraced by people in a wide variety of businesses and industries to rave reviews and remarkable results. Richard and Andrea are also producers of a 98-minute personal development DVD movie and their “go for no” philosophies have been featured in numerous publications including Inc. Magazine, Forbes, Success Magazine and many others.
 
Go for No! has now sold over 400,000 copies and has over 1,000 five-star reviews on Amazon. After hitting #1 on Amazon’s ‘Sales & Selling’ Best Seller list, it’s remained in the top 50 sales books for the last 10 years, still considered a ‘must-read’ for new and seasoned sales professionals.
 
Connect with Richard Fenton on…
Instagram: https://www.instagram.com/GoforNo/
Facebook: https://www.facebook.com/GoforNo/
LinkedIn: https://www.linkedin.com/in/Goforno/
YouTube: https://www.youtube.com/user/Courageous1s
Twitter: https://twitter.com/GoforNo
 
Book: https://www.amazon.com/Yes-Destination-How-You-There/dp/0966398130
 
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
 

Default Aggressive with Carlos Mendez of Echelon Front - Part 2

Join us on the Waste No Day Podcast as we dive into the world of leadership with Carlos Mendez, a consultant at Echelon Front. Carlos teaches the Four Laws of Combat and emphasizes the importance of building relationships and detaching from emotions in leadership. Learn about being "default aggressive" and how to manage emotions in difficult situations. In addition, Carlos shares personal tips and reflects on his experiences in the Navy and SEAL teams. Take advantage of this episode filled with valuable insights for leaders in any field.
 
Here's a breakdown of what to expect in this episode:
The Four Laws of Combat and Echelon Front's approach to leadership
Overcoming fear and the concept of being "default aggressive"
Importance of personal protective equipment, relationship building, and risk reduction
Lessons learned from Hell Week and their applicability to leadership in challenging situations
Tips for managing emotions and avoiding emotional outbursts and reflecting on personal experiences
And so much more!
 
About Carlos Mendez:
 
Carlos is a former Navy SEAL who started his Naval career as a medic with the Marines, where he completed two deployments. Upon completing BUD/s, he was assigned to SEAL Team One. He served as the medic, primary sniper, and point man and completed deployments to Southeast Asia, Iraq, Central America, and Afghanistan.
 
Carlos then served under Jocko as the lead instructor in teaching Close Quarter Combat for all the West Coast SEAL Teams. During his time there, Carlos was chosen for the prestigious Seaman to Admiral Program through which the SEAL Teams cut the member away to complete their undergrad degree and return as an officer. Former recipients of this award include Jocko Willink and Jonny Kim.
 
Connect with Carlos Mendez on…
Website: https://echelonfront.com/carlos-mendez/
LinkedIn: https://www.linkedin.com/in/carlos-mendez-e/
Instagram: https://www.instagram.com/carlos_mendez_246/?hl=en
 
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
 

Default Aggressive with Carlos Mendez of Echelon Front - Part 1

Join us on the Waste No Day Podcast as we dive into the world of leadership with Carlos Mendez, a consultant at Echelon Front. Carlos teaches the Four Laws of Combat and emphasizes the importance of building relationships and detaching from emotions in leadership. Learn about being "default aggressive" and how to manage emotions in difficult situations. In addition, Carlos shares personal tips and reflects on his experiences in the Navy and SEAL teams. Take advantage of this episode filled with valuable insights for leaders in any field.
 
Here's a breakdown of what to expect in this episode:
The Four Laws of Combat and Echelon Front's approach to leadership
Overcoming fear and the concept of being "default aggressive"
Importance of personal protective equipment, relationship building, and risk reduction
Lessons learned from Hell Week and their applicability to leadership in challenging situations
Tips for managing emotions and avoiding emotional outbursts and reflecting on personal experiences
And so much more!
 
About Carlos Mendez:
 
Carlos is a former Navy SEAL who started his Naval career as a medic with the Marines, where he completed two deployments. Upon completing BUD/s, he was assigned to SEAL Team One. He served as the medic, primary sniper, and point man and completed deployments to Southeast Asia, Iraq, Central America, and Afghanistan.
 
Carlos then served under Jocko as the lead instructor in teaching Close Quarter Combat for all the West Coast SEAL Teams. During his time there, Carlos was chosen for the prestigious Seaman to Admiral Program through which the SEAL Teams cut the member away to complete their undergrad degree and return as an officer. Former recipients of this award include Jocko Willink and Jonny Kim.
 
Connect with Carlos Mendez on…
Website: https://echelonfront.com/carlos-mendez/
LinkedIn: https://www.linkedin.com/in/carlos-mendez-e/
Instagram: https://www.instagram.com/carlos_mendez_246/?hl=en
 
Connect with Waste No Day!
Website: https://www.wastenoday.com
Facebook: https://www.facebook.com/profile.php?id=100064230695791
Podcast: https://podcasts.apple.com/us/podcast/waste-no-day-a-plumbing-hvac-and/id1543265737
Tiktok: https://www.youtube.com/channel/UCmdBUSQcb_UtbqcYYaI6tcg
Spotify: https://open.spotify.com/episode/4rlvUXGWcRVpsTiVl6BR2m?si=oqkEIIf5Qdyh4CcAuSXATQ
 

Growing an Electrical Business from $0 to $7M with George Saldana of Mister Sparky Electric

In today’s show, we are putting George Saldana in your passenger seat to discuss growing an electrical business. George Saldana was born in San Antonio, TX. He studied business in Junior college in the late 1970's and decided to open his first electrical contracting business at the ripe old age of 19 years old. After obtaining his City Electrical Journeyman's license in 1982 and his City and State Master Electrical license in 1989, George has continued to hone his knowledge through annual Continuing education courses and on the job expertise that can only be obtained through years of practical experience and satisfied customers. Moving through commercial, residential new construction, and now residential retro-fit, George has seen many sides and seasons of the electrical industry. Taking the plunge into the residential home services, George grew a business from just him and his son to over $7M in revenue. Now, operating as a Mister Sparky Electric franchise in San Antonia, George shares the lessons that he has learned throughout decades of trade service. He has been married to a beautiful and supportive wife for 36 years and has 3 wonderful children, Jeff 31, Shari 33 and Marcus 24. His hobbies include motorsport racing in the national organization NASA, riding his Harley Street glide and hanging out in his backyard with his family by the pool.

Selling From the Heart with Larry Levine

In today’s show, we are putting Larry Levine in your passenger seat to discuss selling from the heart. Larry is the international best-selling author of “Selling From the Heart” and the co-host of the Selling From the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional. Larry has successfully sold to customers ranging from up-and-down the street accounts to Fortune 500 companies. By using strategies explained in his book, he landed $1.3M in new sales leaving behind a $1.6M pipeline for the next rep. Now, Larry coaches and inspires sales leaders and their teams to do what he did. Since 2015, Larry has coached sales professionals across the spectrum of tenured reps to new millennials entering the sales force. On today’s show, Larry applies this framework to the home services world and focuses on why trust makes such a difference.

Putting the Price Objection to Bed with Joe Cunningham of Success Track Network - Part 2

In today’s show, we are putting Joe Cunningham in your passenger seat to discuss pricing, communication, and much more. Joe Cunningham has been in the home services industry for decades and has trained tens of thousands of technicians. He has worked with the largest and most well known best practice groups to help them create their training programs and procedures. He was President of Future University, the industry’s first contractor owned premier training organization and was instrumental in the first wave of industry consolidation. In today’s episode, Joe continues the conversation about pricing and why understanding what goes into a price allows for more confident presentations. Plus, Joe goes over more great questions to ask while in the home to gain not only permission, but understanding about why exploring all areas of the home is beneficial. Make sure you listen to part one last week before you catch this great conclusion.

Putting the Price Objection to Bed with Joe Cunningham of Success Track Network - Part 1

In today’s show, we are putting Joe Cunningham in your passenger seat to discuss an understanding of why the price is what it is so that you feel confident in overcoming pricing objections. Joe Cunningham is no stranger to pricing objections. In the industry for decades, he is an experienced, award-winning veteran of the home services industry. Joe has created multiple curriculum for organizations including his own Success Track Network. He was one of the first million-dollar sales experts in the HVAC trade in the 80’s. Today, he helps contractors, distributors, and technicians who want to succeed with his proven processes and trainings. On this episode, Joe walks through the components that make up price to build confidence in the value you are bringing and the importance of the education process at the table. Be sure you listen next week to part two as we continue the conversation.