Advertise on podcast: Blue Collar Nation

Most contractors don’t have a sales problem — they have a system problem. In this episode, Eric and Larry are joined by Josh Gillow, founder of YES Express and Master Plan Outdoor Living, who shares the painful sales failure that changed the course of his business forever. After getting the door slammed in his face on what should have been a “slam dunk” deal, Josh realized he had no real sales process, no qualification system, and no predictable framework for closing jobs. That moment led to the creation of The Core 10 Sales Playbook — a practical system designed to help contractors stop wasting time, qualify better clients, increase close rates, and sell with confidence. This conversation dives deep into: Why most contractors only close 25–30% of their leadsThe costly mistake of not pre-qualifying buyersHow to stop “performing” on sales calls and start listeningThe 70/30 rule that transforms client conversationsWhy asking better questions closes more jobsHow to build trust and demonstrate value instead of “pitching.”The difference between the “bird dog” and the real decision makerHow scarcity mindset sabotages pricing and confidenceWhy systems, not hustle, create predictable growthJosh also explains how understanding human behavior, communication, and psychology can dramatically increase close rates without sounding scripted or robotic. If you’re a contractor, home service business owner, salesperson, or entrepreneur tired of wasting leads, chasing bad prospects, and running nonstop without results, this episode is packed with actionable insights you can implement immediately. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

In this episode of the Blue Collar Nation Podcast, Eric and Larry tackle one of the toughest—but most important—skills in running a home service business: having hard conversations with your team. From avoiding conflict to losing top performers due to lack of accountability, they break down the real cost of not addressing issues head-on. Drawing from their own experiences, Eric and Larry share how implementing simple, consistent systems—like quick monthly reviews—can transform team performance, improve morale, and retain your best people. They dive into practical strategies for delivering feedback without blowing up your culture, including staying calm, documenting everything, and creating clear expectations. You’ll also learn how to distinguish between short-term struggles and long-term performance issues, and why ownership, consistency, and communication are critical to leadership success. If you’ve ever struggled with employee accountability, performance reviews, or letting someone go the right way, this episode gives you a clear, actionable framework to lead with confidence and protect your business. Key Topics:  Why avoiding hard conversations hurts your team  How to run simple, effective monthly reviews  The importance of documentation and accountability  Managing emotions and leading with consistency  Supporting employees through challenges vs. knowing when to part ways Tune in to learn how to build a stronger, more accountable team—without the chaos. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

In this episode, Larry from Super Tech University breaks down a practical, no-nonsense system for handling difficult team members without letting emotions take over. If you’ve ever had an employee who’s underperforming, causing frustration, or dragging down your team, this session walks you through exactly how to respond with clarity and control. Larry outlines a step-by-step approach to diagnosing performance issues—whether it’s lack of training, poor leadership, misalignment in roles, or personal challenges—and how to address each scenario effectively. He emphasizes the importance of clear expectations, consistent training, regular reviews, and thorough documentation to protect both your business and your team culture. You’ll also learn how to stay calm and objective, avoid taking issues personally, and follow a structured process that includes retraining, accountability, repositioning—or when necessary, termination. Most importantly, this episode highlights how failing to act can damage morale, lower standards, and drive away your top performers. If you’re a business owner or leader looking to build a stronger, more accountable team while protecting your company’s performance, this episode delivers a clear framework you can apply immediately. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

Promoting your best technician into management sounds like the right move—until it backfires. In this episode, Eric and Larry break down the costly mistake of promoting based on loyalty instead of leadership fit, and how it can damage team culture, morale, and retention. Learn a smarter approach to building strong service managers: identifying the right traits, using tools like personality assessments, and implementing structured leadership training before promotion. We also share how creating a simple “leadership academy” can develop future managers, filter out poor fits early, and protect your top performers. If you want to scale your business without becoming the bottleneck, this episode will show you how to build, train, and empower the management team you actually need. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

In this episode of the Blue Collar Nation Podcast, Larry dives into a practical topic that every home service business owner faces: meetings. While meetings often get a bad reputation for being long and unproductive, Larry explains how the right meetings—done the right way—can dramatically improve communication, accountability, and team culture. Drawing from real experience building and scaling a service business, Larry shares how simple daily production meetings can keep technicians aligned, prevent costly mistakes, and create a consistent rhythm for the entire company. He also explains how leadership meetings, clear agendas, and visible performance metrics can keep teams focused on the right goals. Listeners will learn why preparation matters, how to keep meetings short and engaging, and how to ensure every meeting ends with clear action items and accountability. Larry also discusses creating the right meeting environment, encouraging team participation, and maintaining flexibility while still building consistent routines. Whether you run an HVAC company, plumbing business, cleaning service, restoration company, or any home service operation, this episode offers practical strategies to turn meetings from a time-waster into a powerful leadership tool that keeps your team aligned and moving forward. Tune in to learn how better meetings can lead to better communication, stronger culture, and smoother operations across your entire business. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

Building a strong referral network can be one of the most powerful ways to grow a service business—but it also comes with challenges many owners aren’t prepared for. In this episode, Eric and Larry dive into the realities of managing Business Development Representatives (BDRs) and why so many companies struggle to turn activity into real revenue. The discussion explores common pitfalls business owners face, including avoiding accountability, confusing busyness with productivity, and trying to manage a role they’ve never performed themselves. The hosts break down how personality styles—especially highly social, relationship-driven reps—can create management challenges if expectations and systems aren’t clearly defined. You’ll also hear practical strategies for setting revenue goals, building structured activity plans, and tracking the metrics that actually matter—from door knocks and meetings to bids, jobs, and revenue generated. The episode highlights why consistent measurement and clear expectations are essential to turning relationship-building into profitable growth. Finally, Eric and Larry share real-world examples of persistence in business development, including how years of consistent relationship-building with the right referral partner can eventually turn into millions in revenue. If you manage sales or referral marketing in a service business, this episode offers actionable insights on creating accountability, managing BDRs effectively, and building a referral engine that truly drives growth. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

On this episode of the Blue Collar Nation, Eric and Larry sit down with Nate Cisney and Stacy Sargent of Restoration Made Simple for a high-energy, no-fluff conversation about what actually moves the needle in home service businesses. From scaling multi-million dollar restoration companies to building real-world technician training systems, Nate and Stacy break down the leadership mistakes that quietly sabotage growth — and the simple disciplines that separate thriving companies from struggling ones. Inside this episode: Why sending a tech to certification training isn’t enoughThe critical difference between micromanagement and accountabilityThe one leadership habit that can instantly change your companyWhy most owners fail at follow-through — and how to fix itHow to train technicians beyond theory and into real-world competenceWhy Gen Z employees demand coaching, clarity, and purpose — and why that’s actually a good thingYou’ll also hear powerful insights on system implementation, morning meetings, SOP execution, and why the future of workforce development isn’t obedience — it’s ownership. If you’re a restoration contractor, HVAC owner, plumber, electrician, or any blue-collar entrepreneur who wants better performance, stronger culture, and higher accountability, this episode is your wake-up call. Because at the end of the day, the biggest shift in your company won’t come from better equipment. It will come from better leadership. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

In this episode of the Blue Nation Podcast, Eric and Larry break down the “theater of business” — the intentional, step-by-step approach to delivering five-star service before ever stepping inside a customer’s home. Designed for home service owners and managers, this conversation walks through the critical pre-arrival and front-door process that shapes trust, confidence, and profitability. From the pre-call and parking strategy to uniforms, body language, and even asking permission to enter the home, Eric and Larry explain how small, repeatable systems create powerful first impressions. They also share real-world lessons from their own early mistakes, discuss training younger technicians on communication skills, and explain how mastering the first interaction makes the entire job smoother — leading to higher trust, better reviews, and more referrals. If you want to elevate your customer experience and turn everyday service calls into memorable moments of professionalism, this episode gives you the blueprint. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

In this episode of the Blue Collar Nation Podcast, Eric from Super Tech University takes the mic solo while Larry is off traveling. Eric dives deep into one of the most overlooked drivers of success in home service businesses—operations. Drawing from decades in the trades, Eric shares why consistent systems often outperform raw talent and how the lack of written processes can quietly sabotage growth. He explains the dangers of “tribal knowledge,” where training gets diluted as it passes from technician to technician, and outlines why documenting your company’s way of doing things is critical for scalability, performance, and customer satisfaction. If you’re a home service owner or leader looking to improve execution, build stronger teams, and create repeatable results, this episode delivers practical insights you can start using immediately. 👉 Tune in to learn how better systems create better technicians—and a more profitable business. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

Strong Environments. Strong Teams. Strong Outcomes. Building a high-performance culture starts with leadership—and it starts before the workday even begins. In this episode of the Blue Collar Nation Podcast, Eric and Larry break down what it really takes to create a winning team in the home service industry, from leading by example to setting clear expectations and accountability. They dive into daily habits, personal discipline, and coaching over managing, explaining how sleep, health, punctuality, and preparation directly impact performance. You’ll hear practical strategies for gamifying performance, using public accountability, setting KPIs by role, and building systems that scale—whether you have two employees or two hundred. If you want a team that buys in, performs at a high level, and protects your culture, this episode lays out the playbook. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

Struggling with late starts, missing tools, and chaotic mornings in your home service business? In this episode of the Blue Collar Nation Podcast, Eric and Larry from Super Tech University break down the proven morning systems they used to get technicians out the door on time, prepared, and motivated—every single day. This conversation is packed with real-world leadership and operational strategies for home service owners, managers, and contractors who want more structure, less stress, and higher profits. 🔹 Topics covered in this episode: • Morning meetings that improve team accountability • Van checklists that eliminate missed tools and wasted time • Building systems for field technicians and service teams • Creating strong company culture without long meetings • Leadership habits that improve employee retention • How structure leads to better customer experience and profit If you run a home service company, manage technicians, or want to improve field operations, team performance, and daily workflow, this episode gives you practical systems you can apply immediately. 📈 Less chaos. Better mornings. Stronger teams. More profit. 👉 Learn more about Super Tech University: www.supertechu.com TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

Larry and Eric sit down with Kayla McGowan, editor of R&R Magazine to discuss all matters within the trades and how getting the proper training for your team, industry networking, and exposure to the best practices of your trade will help you grow an amazing business.  TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

In this episode, Larry and Eric break down the ins and outs of why how we present to clients matters to our bottom line. They go deep about dress codes, uniforms, grooming, and how to teach your team why looking good matters. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

In this weeks episode, Larry and Eric sit down to discuss the positives and negatives that come with running a business at a certain age and how to stay on the cutting edge of new business practices. TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.    TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

It is a never ending struggle in the restoration industry to get paid what we are worth, for all the work we have done, and in a timely manner. This week Eric and Larry sit down with Becca Dopher of SFY, Service For You, to talk about what contractors can do to help them get paid in full for the work they have performed. SFY is a leading estimate and supplement solution, offering quick and accurate Xactimate estimates and claims management for restoration and roofing contractors in water mitigation, fire, flood and storm damage. Their mission is to optimize your profits and save you time, and handle the administrative processes for your claims and estimates, getting results quickly and efficiently. We hope you enjoy our discussion with Becca. www.sfyoffice.com Email: [email protected] TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.    TITLE SPONSOR: Super Tech University Dramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info. Click here for a discount: https://supertechu.com/register/podcastoffer/. Here is an entrepreneur's story you will relate to. SPONSOR: C&R Magazine C&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.