Best Practices on Leveling Up Your Contracting Business with a Field Service Management Tool with Daniel Myers

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About this Episode

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🔊 New Episode Alert: “Best Practices on Leveling Up Your Contracting Business with a Field Service Management Tool” featuring Daniel Myers. 🛠️💡

This week on the HVAC Financial Freedom Podcast, we’re diving deep into how the fusion of efficiency, tech, and trade know-how can revolutionize your HVAC business. Daniel Myers shares firsthand insights on integrating technology into daily operations, leveraging flexibility, and the power of fully embracing tech solutions.

Uncover the pivotal role of tech translators, seize opportunities for trade-to-tech career shifts, and learn how the younger, tech-forward workforce can propel your business forward. Don’t miss out on expert advice from seasoned contractors and actionable strategies for adopting tech to gain that competitive advantage.

Tune in now!

00:00: Introduction

00:26: Greeting Daniel Myers of Field Pulse

01:14: Daniel’s Background and Introduction to Field Pulse

03:21: Daniel’s Role at Field Pulse

05:07: Why Daniel Chose Field Pulse

06:18: Utilizing Field Pulse in Previous Business

09:42: Understanding the Users of the Platform

11:17: Importance of Continuous Learning and Impact on User Efficiency

13:22: Best Practices for Large Companies in Implementing Field Pulse

17:26: Recommendations for Contractors Focused on Efficiency and Cost Cutting

19:03: Delegating to Technology: a key breakthrough for Small Businesses

21:47: Focusing on Making More Money Instead of Cutting Costs

23:59: Disadvantages of cost-cutting measures and Considering reputation

24:39: Strategies for business growth

25:42: Exploring opportunities in HVAC business

27:17: Pricing challenges and strategies

31:36: Competitive pricing and customer values

33:24: Recognizing low-profit jobs

34:06: Value of attending industry events

37:24: Gaining insights from industry events

39:58: Innovative ideas from industry events

41:05: Networking opportunities from industry events

42:25: Opportunities for partnerships from industry events

43:32: Recommended trade shows and events

45:10: The value of teamwork in business growth

45:36: Introduction to Company Culture

46:42: Customer-Centric Approach

47:29: Responding to Feature Requests

48:28: Culture of Self Growth

49:12: Closing Remarks

49:50: Unique Aspects of the Speaker

50:19: Outro and Contact information

📢 Connect with us!

👉 Full episode can be found here: https://poliannaseo.net/best-practices-on-leveling-up-your-contracting-business-with-a-field-service-management-tool-with-daniel-myers/

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📢 Connect with Daniel Myers

FB: https://www.facebook.com/fieldpulse

IG: https://www.instagram.com/fieldpulse/

LinkedIn:

https://www.linkedin.com/in/daniel-myers-500466170

https://www.linkedin.com/company/fieldpulse

Youtube: https://www.youtube.com/channel/UCSeHRgbV1EjTORq19mucyPA

Website: https://www.fieldpulse.com/

#LevelUpYourBusiness #TechTalk #HVACSuccess #FieldServiceManagement #InnovationInTrade #TechIntegration #FutureOfWork #DigitalTransformation #ContractingExcellence #BusinessGrowthStrategies #TechSavvyWorkforce #OperationalEfficiency

Sponsored by: Polianna.net

 

 

Audio Transcript

Welcome to the H VAC Financial Freedom podcast, a show to help you create more revenue, profit and freedom in your life. Now, your host, John Victoria. Hello and welcome everyone to the HVAC Financial Freedom Podcast. Uh I’m John Victoria, your host. And today we are sitting with Daniel Myers of Field Pulse. And so Daniel, welcome to the show. Hey John, thanks for having me. Good to see you again. Of course, man. And uh for brief context for everyone. Yeah, Daniel and I, we first met at uh aka spring conference.

I think this was earlier this year. And um yeah, I think we were just hanging out. You guys brought a video crew. I was inspired with guys energy and all that you’re doing. And so um it’s really awesome now that we’re sitting together like six or seven or eight months, eight months later that now we’re chatting again. It’s, it’s been a few months, but, you know, I’ll just tell everybody it’s, it’s gonna be worth the wait. Trust me. Yes, sir. And um and it kick us off, you know, I’d love for, for you to share quickly about your background.

I, I think that, you know, field pulse is a technology focused company, but I know that your start wasn’t in technology and it was actually um in construction. And so I’d love a quick briefer on like your background and all the things that you do at Field pulse. So, uh yeah, I’ve taken the normal traditional career path of every construction and trades guy and I did it, I was in the trenches, I was in the trades construction um started when I was 14 years old and I started mowing.

Then all the neighborhood lawns started trimming trees which led to fixing fences. And then I was fixing soffit and fascia and then I was painting and then I was replacing front doors and then I was doing flooring and then I was doing bathroom remodels and the kitchens and then second floor additions. Um I’ve just about done it all. Um I’ve trenched and dug concrete foundations, um masonry work, concrete work, solid sprinkler systems, uh trim paint. I had my H VAC license for about four years. And uh a funny story actually got my license when I was working at an industrial plant, an industrial gas chemical plant.

And then I stopped working there and I tried to get into residential H VAC service and realized uh for all the H VAC guys out there, if you’ve ever done industrial um that’s, that’s where it’s at. Uh there’s gauges and, and sensors for everything. So the system, the, the, the a, a system and industrial scale will tell you what’s wrong with it. All you have to do is fix it. And so they, I was so spoiled and so used to that and then I got out kind of out of that umbrella if you will and got out in the field and realized quickly that there’s no sensors, there’s no gauges, you have to figure it all out, I thought, oh, this sucks.

So, um so yeah, uh like I started off saying I’ve taken the traditional career path of uh you know, 453 years of construction and now I’m a construction guy working at a tech company. Um makes makes all the sense in the world as far as my role here at field pulse. I’m the best description of my job is translator. Uh So I deal a lot with customers and I speak just enough heck that I can be that translator in between our customers and our engineering, our, our, our software development and our product team.

And, you know, uh given my experience and, and all of the things that I’ve ever done, I cant make the bridge and, and I, I can bridge the communication gap between our customers and our internal team. So, you know, um I’m sure, you know, you know, when you’re, when you’re running the service business, you talk to enough people, you know, the lingo the language, the scenarios, all the things that they use and how different that is from person to person to person. Well, I’m able to step in and, oh, ok.

Or our CS team might not know exactly what you’re talking about, but I do so I can jump in it and I can help. That’s amazing. It’s, um, yeah, you are, you are the bridge because, uh, you know, I, I also speak to contractors, uh, quite regularly and, um, you know, translating from the digital marketing space is like, it sounds like what and what are you, what are you talking about? Um And so you are in a way, you know, you help to explain like the things that are happening and also create values in ways that other people might not be able to given your experience.

Um So one question I did have is, you know, there’s so many different platforms out there, like, you know, all all the paths you picked, it was, is field pulse like and given your background and trade. Like, why did you pick field pulse out of, you know, out of all of the other places you could have um, potentially served at? Well, I used to use fuel post when I ran my last business. Uh my last business that I owned was a very successful handyman business and like I alluded to earlier after 20 years of working out in the trades, um I’ve had one shoulder already worked on the other ones on its way I’ll, I’ll say that, um, hands don’t really work like they used to.

And, you know, 20 years of hard labor took its toll on my body. And so, um, so, like I said, my, my last handy med business was fantastic. It was successful. I was, I was doing great and I used to upholster run the business and I came in to a lunch with our CEO and some of our product people and some of our customer success people and had some good discussions with them about new product layout and the way to click through things and what makes sense. And um they made me an offer, I couldn’t refuse.

They like the way I talk, they like, they like the way I exactly my job now. They like the way that I made the bridge and here I am and, and that’s a beautiful thing, you know, giving that you, you use the platform yourself. But you know, you, you ate your own food, you know that there’s a, it’s, it’s an amazing thing. And um could you talk about that like when you first like brought Field Pulse into the business and start using it and then the transformation that that created?

Are you working in the business? Could you talk through a bit of that journey when, when you were a contractor? Absolutely. So when I first found Field Pulse and I will say that I, I found them just completely organically just completely looking around. Um I did a couple of different demos with a couple of different platforms and what really got me attracted to the pool and Wyatt obviously ultimately signed up with them was the flexibility that was there to. They do not, we do not fix you into a workflow um that we are extremely flexible and we realize from our inception how different people’s minds work, you know, and so you might, and, and then the, the way that people’s minds work, but also the different scenarios that you can be in from day to day where, you know, you’re, you might be in the middle of a job and somebody gives you a call and you get somebody’s information real quick and you’re doing your best to talk to them and talk them through what they need, you know, and, and so you don’t have to navigate to a page in the app on, on your phone or on the computer and go back to say, you know, for instance, create a customer first and then create an estimate and then create a job and then create and then you can just go in and create an estimate first.

Save it, go back later and add the customer details. You can create a job and then go attack and then go attach the customer to it later. So the, the pure flexibility of and, and them recognizing, like I said, not just the way that people’s brains work. But all the different scenarios that you could be in and the necessity to do things a different way. Given the circumstance. If you’re at your office, if you’re driving down the road, wait, don’t talk on your phone while you’re driving, I’m not gonna say that.

But while you’re not talking on your phone and on your phone, while you’re not driving, you can do certain things and then when you’re at the job or you’re, or you’re, you know, underneath the house, I’ve been all those places and had to pull out my phone and, you know, like I said, do something real quick, like create a job, create an estimate with the details in there and you can just finish it up later. That’s awesome. So, you know, as people just use things in different ways and I, I have a friend who um yeah, they run a tech platform uh not AC RM. But he was always just surprised by how people would find ways to use their tech product.

And it was never in the way that they originally intended to be used, but they, he was just blown away with the creativity of folks. And so I love that you have that flex flexibility to look at things and grade in the work flows that, that people that people do. Um which kind of leads me to my next question, which is, I mean, you guys see behind the scenes for thousands of different contracting businesses. And um I’m just curious, like your power users, the people that are, are doing really well, like how do they use the platform?

Are there any trends that you notice or unique applications that like? Wow, like they’re performing really well. This is the best practice that more companies should do. Is there anything like that you’ve seen? So I don’t dive too deep into the individual uh companies and, and quite honestly, we don’t have the ability to track um like how you click on things, you know, what everybody thinks is possible is not always possible. Um So we, we don’t click, you know, we, we, we aren’t able to go in and say, recreate um you know, a certain technician and how he used the platform for the last 45 minutes and, and see, you know, everybody thinks it’s, it’s possible to do like a screen recording almost, you know.

Well, no, because if we did that, we would be taking in so much data off of your device, it would slow your device down and you wouldn’t be able to hardly use it. So, but some, some overall trends I will say, um and some, some overarching ideas is that people keep up with the training and people keep up, they dive deep into the product and they really rely on our, on our customer success team. I’m not trying to pitch anything right here. I’m just saying what I’ve noticed is that people who take the time to really train on our software and really go through the implementation process, dive deep during the implementation process and then keep up with our CS team and ask questions.

Ask, how do I do this? Ask how I do? So you use more and more and more of the platform and you realize how much is there and the and the capability and the possibility that’s already there. You just need to figure out and you just need to be trained on how to use it, how we built it. And then I will plug the CS team right here and say any ways that we can learn to make it better, let us know and we can, we can figure it out.

That’s awesome. So it’s just, uh you know, take the bull bites her horns, use it. Um You know, it’s not like, uh you know, you pull out your credit card, you swipe it and then boom, your, your business is successful. Like there’s, there’s some work that has to come after, after setting it up. Yeah, absolutely. And, and, and we surprisingly, we have people who sign up and never use it and don’t sign into it, don’t do the implementation process and it, it blows my mind just absolutely blows my mind of how people do it and, and people think that you can just, you can just sign up and start using it. Unfortunately.

It’s not that simple because there is so much built inside a field pulse and there’s so much that you can do. There’s inventory tracking. There’s, um, I’m just gonna say, uh, 224 different schedule views of all your texts and all the places and the teams and, you know, if, do you want a gain it chart? Do you want your, you know, that’s your traditional dispatch to, do you want a calendar view? Do you have a, a weeks view, a day view, a month view. We have all of these things.

We have so much in there and we constantly have to tell people it’s an investment of your time upfront that save you so much time in the future. Because once you learn what’s inside of here, now, all the things that we already have and i it’s, it’s my best falls that people call me and ask me how to do something or hey, where is this or? Hey, can you do this? Yeah, we can here and here’s how to get to it. Here you go. Hm. From, from what you’re saying, it sounds like it’s, it’s not, it’s, I mean, the tech is incredibly powerful.

It’s, it’s more so changing behavior. So whether it’s, I don’t know, let’s say it’s one minute shop. But I can imagine the, the challenge to be multiplied when someone has a team, let’s say that 275, 285 people. And, you know, you know, everyone’s already busy doing their current work and now they have to, you know, learn a technology, implement it to, to get the benefit from it. Um, how do you advise a contractor who, you know, whether maybe speak first to the individual contractor, then speak to the contractor with a team, like, implementing that change.

Uh, it’s, it’s, it’s, I think it’s more psychological and behavioral versus like, yeah, I mean, the technology it’s there but it’s like getting people to change their habits and how they, how do you said it? You said it and change in habits? That, that is the hardest thing to and it’s the hardest kind of un I won’t say rule but like, like an unwritten pain that not a lot of the people expect. Um So to, to the individual contractor who I, I’m gonna stereotype for a second, apologize for those of you who don’t fit into this.

But the majority of the single two man, three man shops that we get, they’re all pen and paper, they’re not using any kind of software at all. And maybe they have like quick books on their phone so they can process their credit card payments or they have a square payment platform so they can process credit cards. Maybe they’re using uh you know, Google calendar like Google sheets. You OK, you’re using an electronic notepad, you’re still on pen and paper, let’s face it. Ok? Um So those people having to change their habits you’re changing your habits.

At the same time, you’re trying to learn something new that is very overwhelming for most people. Um, and then to the larger businesses who against stereotypically, they are the ones that change software platforms. They’re the ones who have tried to make it work on our competitors. And for everyone has various reasons why they leave and why they shift and change, you know, their software platforms. Some of them want better inventory management, some of them want better recording, some of them want a better Quickbooks integration. Um You know, some of them need uh uh uh custom PDF S built, you know, for checklists and their inspection forms and all, you know, all the various paperwork that they actually need, that still has to be a, a paper.

Um There, there’s various reasons but those people, my best advice to the bigger companies coming in is go through the implementation process, start with the top down, start with the owner and say, you know, if it’s an admin or your team managers start there because our, our, our implementation process starts at the top and then trickles its way down. And so once we on board your, your entire team and we coach your entire team. My number one point of advice to the bigger companies is to find one person in your company who is the most tech savvy.

It should not be the owner, it should be someone in the company. And it, it, most of the time it’s your youngest tech, right? Because they’re the guys who have grown up with technology, they’ve grown up with iphones, they’ve grown up with Android, they know intuitively how to use something and they’re not afraid they, they don’t have the, the timidness that even older guys like me have where, um, if I push this button will I be able to go back is a constant, uh common theme among, you know, uh the hesitation to use uh to getting used to new tech and the younger guys, they, they know what the stuff means.

They, they know how it’s built, they know how it’s laid out because they’ve grown up with it. So anyways choo choose one person in your company to be the power user, you know, to be the, to be the guy or the girl who knows everything inside a fuel pulse. And that way your team can rely on that power user, they’re internal, they know how your business works. They know all the personalities, they know everyone that works there and so they can help each of those people navigate and learn things.

So you don’t always have to contact your post for help. I love it. So it’s um yeah, I got a, I got a number of things from that. So when enacting some tech changes, for example, changing the CRM, it’s, it’s identifying who’s that champion in the company. And there actually is an advantage to being young, you know, the, the, the young superstar, you know, the, the tech native who grew up with the technology, who understands it. Uh, that’s the advantage of being young and that’s a benefit that you can see in your, your younger employees, technicians or admin staff, um, to really, you know, leverage this technology and, and move your, your business into the future.

Um, that, that’s amazing. That’s amazing. Um, uh, another thing that I, I want to bring up was I’ve been having conversations with a number of contractors and it seems like looking towards the future, you know, given, you know, the current state of the economy, interest rates and whatnot. There’s, um, there seems to be a focus on cost cutting on improving profitability versus, you know, it’s, it’ll be nice if the top line grows but it’s, it’s, it seems like it’s more of an efficiency as a, as a, as a key focus.

Um, like what are some things or recommendations that you’d have, whether you see it in field pulse or just in general, in contracting. Any, anything that you’d recommend for someone who has that as a key focus at the moment. Um, quick clarification of the question. Um You, are you speaking to improving efficiency or cost cutting? Mm, we could do both. Ok. Um, my start the best way to answer this. The number one thing, the, the number one advantage, not the, the number one advantage, you will get out of signing up with a platform like field pulse.

If it’s servicetitan, if it’s house called pro, if it’s pays aware, if it’s Java, you have to leverage the technology as a supplement to your own labor. And so let me unpack that a little bit. So um the reason technology exists in this space is to make you more efficient because um the going back to real quick to the the single, this the one man shop, two man three man shops, you’re learning delegation. And so the first step of delegation I believe is the simplest one is the first baby step of delegation is finding a piece of software that can do things for you, like automated communications and sending out emails for you doing uh uh appointment reminders for you, right?

It’s, it’s little things you still have to put it in. You still have to build the job. You still have to create the template and the rules for the technology to follow. But once you set that up, it’s that old saying it set it and forget it. Once you set it up, then you’re done and it does it for you, it does it repeatedly, it does it every single time. So you’re learning to delegate and once you realize the efficiency gains and the money that it makes you, for instance, I personally believe this deeply that your admin, if you have say an admin staff of one or two.

I truly believe you, once you implement software like field pulse in your business, you will make the bill’s admin staff as powerful as a team of 2234. You put the little exponent, you know, on them because of all the automations that are built into it. Um It’s their, their, their bookkeeping functions, their um their job uh functions as far as scheduling, being able to drag and drop things. Boom, it’s done, uh, communicating with customers after the fact. So your customer follow up, um, it prompts them to do that.

It, it’s in, it, pops up, reminders, it pops up to do. They basically a, to do list basically. Um, and then getting into the cost cutting side of things, I wonder why people focus on cost cutting instead of making more money. Now, there is such thing as wasteful spending. Right. We’ve all, I’ve seen it. I’ve seen, I’ve seen contractors with, um, uh, six figure, uh, pickup trucks that are listed in chrome wheels and lights and full wraps and, um, custom custom license plates. Do you, do you need it?

Because I’ve never, I’ve never bought a new vehicle for any of my businesses in tw 2200 year. I’ve always had a truck, just a truck. Now, I kept it clean. I kept the detail. I kept the tires shined. Uh, you know, if it was a magnet, it was a magnet. If it was vinyl lettering, I had vinyl lettering. Um. Mhm. Do you need it? Do you, you know, so do you need a fully wrapped Ford Raptor for your business? Probably not. Probably not. So, when it comes to cost cutting 230 there, I see a lot of wasteful spending and so to the people in the industry, let’s, let’s try and, yeah, let’s, let’s start there.

Ok. And then we can talk about other things. Yeah. And, and so, uh let’s start there. But then when it gets down into the operations of your business, why, why are you focusing on cutting costs rather than finding either a raising your prices or b finding additional streams of revenue? Why, why, why aren’t you focusing on that? Mm. I love it. And um, and it sounds like you’ve been speaking to a belief that some people might have, right? You know, it’s, it’s um cost cutting, it’s um, it sounds like there’s a belief that for some folks needs to be shifted.

Um uh is, could you, could you dive a little bit deeper into that because it, because IIII I feel similarly, you know, it’s like there’s, there’s only so much money that you can cut and then at certain point when you cut too much, it’s actually disadvantageous to you because you got so much. Yes. If you, if you cost cut, you know, say uniforms, um and then you start, you start sending your textile on jobs and you know, their uniforms are beat up and they’ve got, you know, ribs in their sleeves and, and holes in their jeans and, and beat up boots and, and whatever you supply them, you know, free.

What are you gaining there? Are you sure you’re saving a buck? But you, the, the reputation, the visualization of your company is terrible. Um, you know, if, if you’re gonna start cutting, cutting costs on parts, well, then your callbacks, your warranty calls your, you know, your, your overall reputation, you risk, you know, getting bad reviews online from, you know, so, and so made this repair and it only lasted a month and now now he’s back, you know, and that there’s so many more implications to that rather than to me, the better path in your business is keep elevating, keep elevating, keep going, keep growing, keep getting better, keep getting better.

And rather than it, it cost cutting to me almost feels like you’re, you’re scared or timid or you’re shrinking. Why? What’s, what, what else is happening? You know, and, and people will blame the economy, people will blame interest rates. But there’s plenty of people who get very wealthy and hard times figure out how to be one of those people. Hm. I love it. It’s, um, I mean, it’s like a scarcity versus abundance mindset. It’s exactly when you feel like there’s not enough. It’s like, you know, you shrink in a way.

Um, if there’s abundance, like there’s, yeah, there’s I mean, even in a bad time. Right. You know, money is still changing hands. You just gotta figure out how, which way, how is it going and how, how you can also, you just need to go find it. Yeah. Yep. Uh, so, uh, one thing, one thing I like to point out, especially to H VAC business owners, there’s that big V right in the middle of HD. A, most of them do nothing with it. You know what ventilation also includes is the dryer vent, go clean dryer vents.

Offer that as a service in, in downtime. That’s a fantastic way to make 453 bucks in 245 minutes, maybe 45 minutes. If you have a big one. the bathroom fans, the ba, the vet fans for servicing those, there’s some really cool ones out there now that have speakers, boo speakers built into them and night lights and, you know, you can change the color and have a party mode while you’re in the shower. I mean, start selling this stuff. There’s a big market right in the middle of the H VAC acronym that most of them, most business owners pay no attention to at all.

There’s an entire dryer dryer VT cleaning businesses out there. That’s all they do is clean dryer bins. If they can make it just cleaning dryer bins, why don’t you at least offer it as a service? Hm. I love it. So, it’s just expanding your, your total offerings is, I mean, it’s part of, it’s part of what part of what folks do. Um, you also mentioned raising prices. Now, um, I, I’ve spoken to a number of folks about this and, you know, some of the things that they say are, oh, you know, I, I don’t want to raise it too much.

You know, my cust customers are used to this and I don’t want to lose business or, or, or I can tell maybe there’s a, there’s like some sort of a, a confidence within charging at a higher rate. How, how would you coach someone who is, who’s, who’s challenged with like really charging what they feel that they’re worth? Um, and they were like, they’re just like whatever work as long as I’m busy, I’m busy, you know, that sort of mindset versus, you know, actually charging what they’re worth.

Like, how would you advise them? So if you’re not charging enough, you’re taking this business way too personally. You have your self worth tied into your prices. And what I mean by that is you want everyone to like you, you want people to always, you know, want to call you back and you want all the work that comes your way. Um I had a defining moment in my handyman business. Me back up when I started my hand me business, I started cheat. I did that for two reasons.

Number one, I wanted to get going quick. One I wanted a bunch of fast wins. I wanted a bunch of, you know, I wanted to pick it up and get going quickly. So I underpriced myself. I knew I was under pricing myself, but I did it on purpose. Second of all, it’s really hard to find and we all know this as service business owners, we all know that it’s really hard to find pricing and to get accurate pricing and reliable pricing and repeatable pricing, right? And you can’t really figure it out what it is.

But the defining moment in my handyman business was somebody complimented me on what a great value I was that hit me like a ton of bricks. I don’t want to be a good value. I want to be the best damn handyman business in the Dallas Metroplex. That’s what I wanted. And that’s what I built, that’s what I was. And so I kept raising my prices. I kept getting better and better clients and I still stayed scheduled out anywhere from 26 to 4 weeks, depending on the month. But your question though, where to start is I ask other people this.

In fact, I was just at a lunch and learn at a distributor over in Irving on Friday. And this topic came up and I asked the guy that made some um, colorful comments, I’ll put it that way. Um Hey, what’s your acceptance rate on your, on your jobs? And he asked me, what does that even mean, I said to the proportion of people that call in and ask you for work. How much of the work do you get? And he said all of it, it’s ok. You are priced way too low.

And here’s how I know it’s a golden rule in the service business. You should be at about an 80 to 85%. Acceptance rate, 75% maybe for the bigger shops. But you don’t wanna go any higher than 85%. That is the absolute max that you want acceptance rates on. If you’re getting all the business there is room for you to increase your prices. You want people to tell you no, you want the cheap people. You want the tire kickers, you want the price shoppers to just say no and that’s ok because you don’t want them as customers anyways.

I promise you, I’ve been there. You don’t want them as customers. Now, the flip side of that you wanna have, you know, you wanna sell the value, you wanna present the value you, there’s some other things we go there but start with your acceptance rate. You should be between 75 and 45% of your acceptance rate that lets you know that you’re, you’re up there, you’re making what you should be making and more than likely what all the other companies are making. And I’ll tell you I had another kind of a ha moment if you will.

Um, I got hold of an invoice or an estimate rather from a franchised handyman business there nationwide. And I was blown away at what they charged and I’m not making this up to change. Four light bulbs was almost $500. The change light bulbs. My aha moment was not criticizing them but wondering, and I asked myself this question, who’s paying them to do that? And they’re nationwide. Maybe they’re on to something here, maybe they’re on to what people are willing to pay. So I didn’t criticize them for it.

I started raising my prices to get $500 to change four light bulbs. Mhm. Hm. But they say don’t get better, get better. And this, this opened up like, wow, there’s, there’s better 500 for, you know, how, who are they serving? Like, where are they finding me that? How are they doing this? Yes. Yes. And, and all the guys who aren’t charging enough, you, you can, you can tell by the bitterness that they have, oh, these companies are ripping them off, ripping them. Last time I checked, we live in America and I can’t force you to buy something from me.

That’s another discussion for another time. I can’t force you to buy my H VAC services. Ok. Let me say that clearly. I cannot force you to do business with me. So if people are willing to do business with high price shops, why aren’t you in there? With, why weren’t you competing? Dollar for dollar? Why, why, why aren’t you selling, why are you selling on price? You’re not selling on other things like customer service, the value, the warranty that you offer 24 hour emergency service. You know, why, why aren’t there’s other things that you can sell on rather than just being the cheapest?

Why, why, why compete on price? And there’s, there’s also phantom costs too, right? When you take, when you know, when you are taking too low jobs, that’s keeping you busy, that’s keeping you tired to make you frustrated because you’re not making enough money and then that steals from your energy and ability to lend the customers that you actually want and have the, the capacity and mental freedom to actually work on the business versus just in the business on an on basis. Because if, if everyone’s accepted, you’re busy, right?

You’re, you got jobs and it’s, it’s not paying enough and it’s just, um, we see it all the time and you get stuck in this, um, this negative spiral and it’s, it requires a conversation like the things that you’re sharing to, to break free. And, um, and those are, those are Hard West, hard lessons won by you as well. Like you having experienced many of this, I’ve been there, man. And when you, you, you know this, uh speaking to contractors, you know, this, when you have to get paid on one job.

So you can start another job. That’s your red flag moment. A lot of guys don’t see it that way, but that’s your red flag moment when you have to make money in order to start your next job. Even, even service work, you’re not, you’re not making enough money. You, you need to start raising your prices. I love that, love that role. Plus the uh 75 85% acceptance rates. Those are, those are things people need to take home. No, I guess from here, uh, I guess as a transition, I, you know, we first met at the, um, the air conditioning contractors, America Spring conference as in, uh, New Orleans was, yeah, that was in New Orleans. Yeah.

And, um, and I’m curious, uh, you know, there’s these groups out there and you also mentioned you’re part of a, um, you’re a lunch and learn, uh, previously, uh, in this conversation. So, could you talk about, um, networking with peers and, and things like that? Like, uh, is that something that folks should do if they’re looking to grow their business? Like, what’s the value in it? Right? You have to spend all this money to go out to this place and you gotta get the hotel and the flights and like, what’s, what’s sort of the value of doing something like attending, you know, these big shows or these conferences or these lunch and learns in your opinion.

So, for, I think two aspects of this. So number one was Fuel Pulse um while we were there and I, I got to meet you. Um, we were uh Ken and I’m our videographer. We were going around to all the booths and we were making a short product video, uh a shoot short introduction video if you will and just seeing what people brought to the show because, you know, uh companies like uh uh field piece. Um um oh, gosh, I’ve had their name on the tip of my tongue.

Um, Kenny Snips, um, Copeland, I’m sorry. Um, Pressers Emerson, that’s who I’m thinking of. Uh, you, you never know what they’re gonna bring. That’s new, you know, you’re never gonna know what they’re debuting. And so it’s, it’s cool to go around and, and see, to get lucky and that’s really what it is. Getting lucky to see if they brought something new to the show. You know, sometimes they do, sometimes they don’t. Uh, so for us, for, for, for fuel pulse networking, getting into the district groups, getting it informed in and creating the relationships with all the different, um, manufacturer, tool manufacturers, uh, business trade groups that are out there.

Uh, these private equity firms are getting into buying businesses that circles back into field pulse and the ecosystem that we are building. Um, you’re familiar now with our partnerships team, uh, the ecosystem that we’re building to better benefit our customers to better benefit the contractors who use field pulse. So uh you um and polly and marketing is a great uh example of building an ecosystem. If, if I can get you on to field pulse or vice versa, if somebody’s already your customer and say they need better reporting on their marketing campaigns, well, we can do that and you now have the information to tell a contractor.

Hey, you know this XYZ platform you’re using, we’re not getting the date. You John are not getting the data that you need to verify your results and your return on investment, your customers investment for those marketing campaigns. Well, we have that kind of stuff. It’s on a field pulse and it goes the other way too. You know, we, we have people all the time ask us for recommendations. Hey, if it’s marketing, if it’s a CPA, if it’s a bookkeeper, if it’s an insurance guy, we, we’re trying to build that ecosystem inside of field pulse to be more of a networking, almost, almost a a family ties type situation where we, we know people and we can put you the business owner in front of other people who can best serve you.

And so um but as far as the contractor goes, as far as the business owner goes, one of those things, number one, it’s just fun. It’s a three day party. You get to learn some stuff, you get to go, listen to some coaches, you get to go, you know, listen to some lunch or some uh you know, some lunch and learns and some, some discussions that are had, some of these are, are business coaches that similar to me right here right now. Not that not that I am a presenter, but there are presenters like me who are might give you a new nugget of, you know, a new point of view on something or a different piece of advice and hearing it from all the different places that you can possibly hear it.

You can only get better. And so second of all, taking the time off from your work is it’s just a relaxing thing to do. Bring your family, bring your kids. They, you know, I don’t know if I take them to New Orleans personally. I didn’t take my family with me but, you know, the next one’s or in Orlando, go take the time, go take your family to these things, go, you know, hang out with the people, the business coaches and the tool manufacturers and the reps that are selling this stuff and talk to them and see what’s coming and, and see, you know, what they’re working on what’s coming next, you know.

Um, I use steel piece as an example all the time. I loved talking to Tony. He was just a cool guy to get to know and to see what’s coming down the pike for them and where they’re headed as a company. Um, it’s cool to know that kind of stuff and I don’t even use steel piece tools. I’m not out in the field, but I’m a huge fan. I’m a huge fan of field piece tools. The, just the passion that, that one guy had to. Uh Tony Gonzalez, I believe his name.

I’m sorry, Tony. If I got it wrong, he might not ever see this but whatever. Um, I either Ferguson or Gonzalez. I’m pretty sure it’s Gonzalez. Um but I, I know his name is Tony. Um but just the passion that he had for where they’re going as a business and the vision that they have and the things that they want to create all connected by Bluetooth is like the little cherry on top is, oh, that’s cool. That’s really cool. All right. Oh, I, all right. That’s cool.

Um But you know, and then there’s the ancillary benefit of being able to write it all off your business. That doesn’t mean it’s free. That just means it’s, it’s a write off and you don’t have to pay income tax on it. That’s really all that means. Yeah. And it’s um I mean, going to industry events conferences where you’re learning, it’s, I, I love it. I mean, all the points you mentioned and um I think also what it, what it can do for folks, which I always encourage people to do it is um sometimes you’ll meet someone who’s, who’s exactly where you wanna be at, you know, 234 years from now and then just meeting them shaking their hand in person realizing, damn, like there’s, there’s people out here doing exactly what I wanna do and, and they’re, I mean, they’re, they’re just like me, you know, they’re going to the same events, you know, they, they put on pants the same way.

It’s, um, and it just makes, uh, what you want to accomplish may seem far off like so much more real and um and even if it’s not like this specific nugget, it’s just having that sense of someone out there is currently doing what I wanna do. It’s possible for me too and it just shifts something in, you know, in her inner minds which um which I love like be able to um experience or have others experience that at events too. So, um I’m glad you’re a big fan of uh of the, of the events and conferences.

Yeah, it was a lot of fun, man. It was, it was a lot of fun and I it it was something that for me personally, I’d been on the presenter side before because I used to have a, one of my various business that I did kind of metal artwork kind of stuff. And so I’ve set up with since sold my wares and that kind of thing. Um But it was never a big social event like those are and, and like you just said, getting to meet business owners.

II, I don’t know if you remember him or if you met him, he was a short older guy walking around with a straw, um, those golf golf hats with full gra golf hats. You know, they’re kind of straw, they’re kind of see through. He had on a Hawaiian church for three days straight. He was a, a contractor from Hawaii who just sold his 200 main business and he’s on vacation, permanent vacation until he finds out what he wants to do next. I wanna be that guy. That, that’s, I’m me like my, my, my business person in here, you know, that’s, that’s inspiring.

That’s something not just inspiring but aspire. You know, a business already can aspire to be that to just go to industry conferences because you never know what you’re gonna find or who you’re gonna meet. Like to your point. What, what is that guy looking for that? He hasn’t already done. He’s looking for something I’m assuming completely, totally different, completely independent of running a service business. Maybe he wants to get in and be a tool manufacturer now, you know, maybe IIII, I don’t know. Uh There’s the uh um there’s a company called um Olympia Splendid who’s now entering the US from Italy.

Mm. These guys got off an international flight from Italy and came to New Orleans. I got to speak to a couple of Italians. One of them did not speak English. I can’t even say a couple, I got to speak to one guy who spoke English, the other one didn’t even speak English. They were off the plane from Italy and they’re opening, they’re, you know, they’re starting to release their, uh their mini split in the United States. And I thought, you know, this Hawaiian guy over here would really, I’m sure like to become a dealer, you know, maybe get involved in distribution or, you know, the possibility of something like that.

It’s, it seems outlandish, but if possible, somebody’s gotta do it, man. Oh my gosh. And you, you don’t know where you’re to run into. You really don’t. Now, I guess looking forward to the year, like, what are, you’ve been to so many show, trade shows and events like, you know, I guess if you recommend, you know, a handful of people, you should check out if they’ve never been to one or, you know, maybe they haven’t heard of one you mentioned like, what are a few that you’d recommend folks to, to check out the first one?

And I’ll say quite honestly, the only one on my mind that I can think of right now is um H Vac Tactical is award show. Uh Ben puts on a great uh show just uh the whole production to me is just hilarious. An award show in the H VAC industry. That’s the whole premise is hilarious. Um But we’re, we’re looking forward to uh to that show uh, personally I wish I could go. I really, really, really wanna go. I’ve heard nothing but good things. Um, and then there is another one you probably gonna have to scratch the side of the recording.

But I think it’s H VAC school. Uh, we’re starting to talk to him about maybe going to his show. I think. I’m pretty sure it’s in Florida. Uh, I can’t remember, I can’t remember the guy’s name. It might, his name might also be Ben. But, um, there’s a couple of shows and really, I just wait on the partnerships team to tell me where we’re going next and they’re the ones who scope it out. They’re the ones who find them. They’re the ones who get us the booth and the banners and the time and I, and they just say, hey, this is where we’re going and I just, ok, I’ll go.

Yes, sir. Yep. Awesome. Yeah, it’s awesome. So, I guess, um, we’re, we’re closing on the end of the show, like any last piece of advice or anything you want to share with the audience before we wrap up for the day. Uh, really the coolest thing about working here is the people in the team that I get to work with every single day. Uh, we are here in Dallas, Texas. We’re, we just moved into a new office space a few months ago and whether it’s engineering and product customer service, our CEO uh, sits at a desk right behind me.

Um He’s not in some high tower somewhere, you know. Um our Ceo Gabe is the one that started the company. Uh He was the, the founder, the originator and he is deeply tied into the product and he’s deeply uh involved every single day. And so I use him as an example of our culture is that everybody is involved. We are very deeply and steeped in our culture of taking care of our customers. And so whether it’s on a sales call, something that you need or something, when you call into the customer success team and you need help with something or something isn’t working.

We actually had a glitch this morning. No problem. Everybody knew about it within 30 45 minutes because we’re all in the same office within 45 minutes. Engineering team. Yeah. Sure. OK. We’re on and boom, it was six done. It, it’s a, it’s a closed issue. It’s OK. Um But having, having the team around uh around me helps me every single day because I get to talk to sales. I get to talk to C SI get to talk to product. I get to, I, I’m in all the, I’m in all the group, you know, here around the office.

But um we, we try every day to take that culture and let our customers know about it. And so you can get there on the app, you can get there on, on the web app on the desktop. Anytime you need to talk to us, we’re here, we’re available and we tell everybody pretty, we’re available 23 6. You know, there’s a few off hours here and there. Um, but generally speaking, we’re available whenever you are working is when we’re available. So you got questions, just chat in and ask us, you got a concern chat or call, you got, uh, you know, some feature requests, something that you wanna see, something that you maybe saw somewhere else or something that would really help your business be more efficient.

What’s next? It’s, it’s pretty cool to be a part of and to see these feature requests come in real quick. Some of them are very easy to do and some of them I’d see you get done literally next day. Just simple little things that you would expect to be in a queue or be get forgotten. And because we have such an open culture inside of our office, they, it, it’s an open discussion and now there’s some things, some feature requests that are on the road map, they’re, you know, we, we plan about a year out um for our, our innovations on our product releases.

And so there’s some things that we can tell you because we all know where the product is headed, where the software is headed. We all know we can all see it. We all know where it is. Sometimes we have trouble finding it but we find it and we can tell you, hey, this feature, it’s already on our road map. We’ve already scoped it. We’re already planning on it and it’s this day we, we have an expected release date of this day. That’s amazing. Just, uh, a culture of, you know, self growth improvements.

And, um, it’s amazing how adaptable too. Right. You know, it, it change and sometimes, you know, small, like a day that’s, you know, I, I’ve been in, in certain different products where it’s, oh, will they ever get to it? I don’t know, I submitted a ticket request and, you know, ages ago. So that’s really awesome to hear about the culture and the people sound amazing. It’s, it’s so cool that co sits right behind you, right. You know, he’s, he’s in the thick of it with you guys and, um, and it’s just, you know, just hearing the stories and all the things that, um, that you help with for contractors.

It’s amazing the impact you’re making in their lives. And so, um, you know, thank you and also thank you to the entire team that, that backs the operation of a field pulse. It’s, it’s, it’s amazing. Oh, that’s great, man. Thank you. We’ll, we’ll, I’ll take that little clip and I’ll send it out to everyone. They’ll, they’ll really appreciate it, ko so cool. So, I think we’re right about that time. Um I just wanna say thank you again. II I think what makes uh you so unique is that, I mean, you are a contractor using this product before you were even on, on their team and so see your business grow and the work that you do as a bridge for the tech and for the community.

Um It’s, it’s been amazing and um and yeah, thanks for being on. I’m super excited to see how this turns out. And uh yeah, really looking forward to continuing the partnership and uh going on from here. All right, man. Sounds good. If anyone ever needs to reach me, you can send me an email, Daniel at Field pulse.com. Reach out any time. All right, Danielle. And thanks everyone for tuning in. I will catch you next one and yep, we’ll see you soon. Bye everyone. Thank you for joining us for the H VAC Financial Freedom podcast.

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