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Transformation Unlocked with Adrian Fadini Guest: Dr. Todd Episode Summary What if you could understand how someone thinks, communicates, and makes decisions… just by looking at their face? In this episode, Adrian sits down with Dr. Todd to explore facial diagnosis and how it can completely change the way you lead, sell, and connect with people. Key Points Communicating the wrong wayDifferent people need different conversationsYou can read how someone thinks in secondsEmotional drivers control decisionsUnderstanding people = better results Resources Website: https://wtfwhytheface.com/ Buy the Book: https://wtfwhytheface.com/product/book/ If you want better results in business, start with better understanding. This episode shows you how.

In this episode of TradesFormation Unlocked, Adrian Fadini sits down with Ron Isherwood to have the conversation too many trade business owners avoid… addiction, recovery, and what it really takes to get your life (and business) back. If you’re running a plumbing, electrical, HVAC, roofing, or any trades business and the “Thursday beers” keep turning into a weekend you can’t remember… this one hits hard. Ron Isherwood is the founder of The Truth About Addiction, which he launched in 2020 after more than 42 years working with people in recovery across a wide range of rehabilitation settings. Drawing on both his professional experience and his own journey through addiction and recovery, Ron identified a major gap in how addiction is understood and treated. That insight led him to build The Truth About Addiction, a program grounded in lived experience, compassion, and a strong belief in transformation. Ron also hosts The Truth About Addiction Podcast, continuing the conversation and sharing real stories that help people find a better way forward. In the podcast, Ron shares his story; heroin addiction, prison time, recovery, and the mindset shift that changed everything: “You’re not a bad person trying to get good. You’re a sick person trying to get well.” They unpack why cocaine has become a silent epidemic in the trades, how “functional” addiction hides in plain sight, and why the opposite of addiction isn’t willpower… it’s connection. This isn’t a scare campaign. It’s a wake-up call with a path forward. In This Episode, You’ll Learn:Why addiction isn’t weakness, it’s pain looking for relief“Functional” addiction vs street-level addiction (and why both destroy lives)The real cost of hangovers, comedowns, and missed mornings (you’re not just losing time, you’re losing trust)Ron’s 8 demands for rebuilding a life: openness, acceptance, reliability, consistency, congruence, thoroughness, respect, honestyWhy mentorship is non-negotiable when your “one bag” turns into threeHow trade business owners can get help without blowing up their work and family lifeWhy taking ownership is the first step to recovery Episode Highlights “Recovery means finding what you lost: yourself.” “The opposite of addiction is connection.” “If you can’t guarantee your behaviour once you start… you need a mentor.” “When you show up hungover, you’re stealing from your boss, your family, and yourself.” In this episode:00:00 You’re not a bad person, you’re a sick person trying to get well 04:20 Cocaine + alcohol in the trades: the real-world fallout 06:45 The 8 demands that rebuild character (and business standards) 12:40 Ownership: the “Porsche with a flat tyre” lesson 16:05 Street-level vs functional addiction (and why denial is deadly) 18:00 Why “party drugs” aren’t a party, they destroy families fast 22:30 The trades epidemic: big money, no support, bad habits 25:40 How Ron’s program works (mentorship, flexibility, real accountability) 29:30 Why people don’t ask for help (and the consequences) 37:30 Identity change: how transformation actually sticks Connect with RonSearch: “The Truth About Addiction” https://www.instagram.com/ronisherwood/ https://www.instagram.com/thetruthabout_addiction/ Connect with TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Learn to Sell. Build your systems. Lead your team. If this episode reminded you of someone; a mate, a staff member, even yourself… don’t sit on it. Share it with another trade business owner. One conversation can change a life.

Get your free copy of The Smart Sales System. The step-by-step sales framework built for trade business owners. https://tradesformation.systeme.io/smartsales In this episode of Transformation Unlocked, Adrian sits down with Jordan Ryan, from Koda Capital, to unpack how trade business owners can turn today’s profit into tomorrow’s freedom and make work optional. If you’re building a plumbing, electrical, HVAC or other trades business and you’re asking, “How do I actually use this money so I don’t have to work forever?”... this one is for you. Jordan breaks down wealth creation in simple language: how much you really need, why “65” is a made-up finish line, how to think about super, and what to do before and after a liquidity event when you sell your business. In This Episode, You’ll Learn: -“Work optional” vs retirement -How much is enough? -The “retirement smile” why your spending is higher at the start of retirement, drops, then rises again with health costs. -Superannuation basics for business owners -Simple tax-win mindset -All-Weather Portfolio 101 -From accumulation to drawdown -Self-managed super funds (SMSFs) -The power of money conversations at home Episode Highlights “Stop thinking about retirement. Start thinking, When do I want work to be optional?” How wealthy people tend to talk more about money – and why your friendship circle might be holding back your financial growth. The danger of locking 60% of your net worth into a single asset (one property, one fund, one deal) after you sell your business. In this episode: 00:00 Work optional vs retirement 05:10 How much is enough and finding your freedom number 16:05 Super and tax for trade business owners 23:10 All weather investing and diversification 27:00 Shifting from growing wealth to living off it 30:45 When an SMSF actually makes sense 38:15 Money conversations, concentration risk, and avoiding hype Connect with Jordan LinkedIn: https://www.linkedin.com/in/jordan-ryan-financial-adviser/ [email protected] Website: https://kodacapital.com/ Connect with TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Learn to Sell. Build your systems. Lead your team. Share this episode with another trade business owner who’s talking more about spending than building wealth and start a new kind of conversation. Disclaimer: These insights are for education only and shouldn’t be taken as financial advice. Your situation is unique, so get proper guidance before making money-related choices.

Get your free copy of The Smart Sales System. The step-by-step sales framework built for trade business owners. https://tradesformation.systeme.io/smartsales You work hard for every dollar. How do you turn it into assets that work harder than you do? Julian walks us through how to turn wages and business profits into real wealth, not just higher lifestyle costs. He shares what he has learned from advising high-performing clients, including professional athletes, and opens up about the personal changes that exploded his clarity and his business growth. This is practical wealth building with zero hype and a ton of honesty. Your money should be building your freedom, not adding more pressure, and this episode shows you how to line that up. You’ll learn: How to convert today’s income into assets that pay you backWhat Julian has learned from working with NRL players and other top performersHow getting sober shifted his focus, energy, and business results by 50 percentWhy mindset drives both your bank balance and your quality of lifeThe simple moves to protect your future while you are still earning strong incomeHow trade business owners and people on the tools can start building wealth without overcomplicating it In this episode: 00:00 Turning hard work into real wealth 04:10 From income to assets that pay you back 11:25 Lessons from advising NRL players and high performers 18:40 Getting sober, regaining clarity, and growing 50 percent 26:05 Mindset, money, and building a life you actually want 33:30 Simple next steps to protect your future Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Connect with Julian Fadini PRPTY360 Website: https://prpty360.com.au/ LinkedIn: https://www.linkedin.com/in/property-investment-advisor/

Get your free copy of The Smart Sales System. The step-by-step sales framework built for trade business owners. https://tradesformation.systeme.io/smartsales Your marketing report says "50 leads." Your phone says silence. Which one do you trust? Adrian sits down with Matt Jones from Tradie Web Guys and The Site Shed to rip apart vanity metrics and unpack what actually gets phones ringing, deposits paid, and jobs sold. Matt cuts through the noise around clicks, impressions, and "leads" and shows you how to think in terms of conversations, quotes, and booked work. He explains how to use GEO, AI, and smart follow up to capture real demand in your service area and turn a website into a sales asset, not just an online brochure. When you stop chasing pretty numbers and focus on trackable results, you can finally build a marketing engine that gives you clarity, control, and cashflow instead of confusion. What You’ll Learn Why clicks are not customers and what to measure insteadHow to set up your site and content so local buyers actually find youSimple ways to use AI, avatars, and call handling when you cannot pick upA follow up approach that turns missed calls and cold leads into booked workHow to spot "b******t reporting" and ask better questions of your agencySmart use of dashboards, bookkeeping, and cadence to course correct fasterHow to think in profit buckets, pricing, and lifetime value, not one-and-done jobs In this episode: 00:00 Clicks vs customers and why "50 leads" can still mean zero work 02:10 Matt’s story, Tradie Web Guys, and The Site Shed 12:20 Local three-pack, GEO, and how buyers really find you 20:15 AI helpers, avatars, and capturing leads when you miss the call 30:20 Project galleries, proof, and websites that actually sell jobs 46:05 Dashboards, bookkeeping rhythm, and profit buckets for growth 53:20 Lifetime value mindset and next steps for your marketing system Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Connect with Matt Jones Website: https://www.tradiewebguys.com.au/

YOUR BRAIN MEANS BUSINESS - DR. CHARLIE TEO Get your free copy of The Smart Sales System.  The step-by-step sales framework built for trade business owners. https://tradesformation.systeme.io/smartsales Your brain is your most powerful business tool, but are you actually using it at full capacity or just running on fumes. Adrian Fadini locks in with world renowned brain surgeon Dr. Charlie Teo to get into the real story. Dr Teo talks about how your gut, sleep, fitness, and habits shape the way you think, decide, and lead under pressure. He unpacks the science behind focus, resilience, and mental health, then connects it straight back to life on the tools, leading a crew, and running a business when things feel heavy. This is brain performance explained in plain language, with practical moves you can use today. When your brain is sharper, calmer, and more resilient, every part of your business improves from the way you quote to the way you lead your team. What You’ll Learn How the gut brain connection and what you eat affect focus and decision makingWhy regular cardio training sharpens your thinking and resilience on and off the jobThe real impact of sleep, toxins, and brain fog on your performanceThe difference between post traumatic stress and post traumatic growthWhy giving and contribution are linked to long term happiness and mental healthSimple daily habits to protect your brain while you grow your business In this episode: 00:00 Your brain as a business superpower 05:10 Gut health, food choices, and mental clarity 12:40 Cardio, fitness, and sharper decision making 20:15 Sleep, toxins, and what really causes brain fog 28:30 Resilience, trauma, and growing stronger after hard hits 36:20 Why giving, purpose, and contribution boost long term happiness Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Connect with Dr. Charlie Teo  Website: www.Charlieteo.com.au LinkedIn: https://www.linkedin.com/company/charlieteofoundation/

Get your free copy of The Smart Sales System. The step-by-step sales framework built for trade business owners. https://tradesformation.systeme.io/smartsales What does scaling a 300 million plus home services empire in the US have to do with your Plumbing, Electrical, or HVAC business in Australia? More than you think. Adrian Fadini links up with Tommy Mello for a straight-talking deep dive. Tommy reveals the mindset, systems, and standards that took him from technician to leading one of the biggest home service brands in the world. He walks through how to build a culture that performs, why real branding goes way beyond a logo on a van, and how technology and ruthless prioritisation separate scalable businesses from the ones that stay stuck in chaos. He also shows how to sell what people actually want, not just what you feel like offering, and how to reverse-engineer growth so every move is intentional. This conversation is a wake-up call for Aussie trade business owners who are tired of firefighting and ready to build something that runs on vision instead of fear. You’ll learn: How lessons from a 300M plus US home services business apply directly to Australian trade businessesThe key ingredients of a high-performance culture that actually hits targetsWhy branding is built in the customer experience, not just the logoHow to use technology and prioritisation to get out of constant firefightingThe power of "selling what people want" to lift average job value and profitHow to reverse-engineer your numbers so growth becomes a plan, not a guessPractical steps to hire smarter, systemise better, and lead with a clear vision In this episode: 00:00 What a 300M home services giant can teach Aussie trade businesses 06:05 From technician to empire builder 13:20 Culture, standards, and building a team that performs 21:10 Branding beyond the logo and van wrap 28:45 Tech, prioritisation, and getting out of daily chaos 36:30 Selling what people want and engineering profit 44:15 Shifting from survival mode to strategic leadership Disclaimer: This episode is for education only. It is not business, financial, marketing, or legal advice. Your situation is unique. Get proper guidance before making decisions. Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Connect with Tommy Mello Website:https://www.tommymello.com/ LinkedIn: https://www.linkedin.com/in/tommymello/

Get your free copy of The Smart Sales System. The step-by-step sales framework built for trade business owners. https://www.tradesformation.com.au What happens when one of the fittest men in rugby league breaks down and has to rebuild from scratch? Anthony Minichiello reveals how hitting rock bottom with his body led to a complete reset in how he trains, eats, thinks and lives. Anthony pulls back the curtain on what it actually takes to perform at the highest level, lose it all to injury, then come back stronger. He unpacks how farm life built his engine, how nutrition and gut health helped repair his spine, and why MiniFit is all about giving kids a smarter foundation for life. He also gets real on caffeine, energy drinks, hydration, fasting and the daily habits that keep him sharp long after his NRL career. If you are a trade business owner building a team and a family, this episode shows you how to turn your body, brain and habits into an asset that can actually keep up with your ambitions. What You’ll Learn How growing up on a farm shaped Anthony’s work ethic, resilience and natural fitnessThe real story behind his spine injuries and how nutrition became the key to recoveryMiniFit’s 5 foundations for kids’ health and how parents can apply them at homeSimple ways to manage tech, screens and build real-world confidence in kidsHow elite athletes think about gut health, genetic testing and performancePractical hydration, caffeine and electrolyte rules you can use every dayHow to use fasting, routines and the 80/20 rule to stay fit for the long game  In this episode: 03:15 Growing up on a farm, risk, freedom and fitness 07:35 Signing with the Roosters at 16 and learning to be a pro 14:45 MiniFit’s 5 foundations for kids’ health 23:20 Healing the spine through nutrition and smarter training 30:20 Why so much health and disease starts in the gut 35:00 Water, electrolytes and hydration done right 37:30 Fasting, longevity and the 80/20 approach to long-term health Disclaimer This episode is for education and inspiration only. It is not medical, health, business or financial advice. Your situation is unique, so speak with qualified professionals before making changes to your training, nutrition or business. Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Anthony Minichiello Website: https://www.minifit.com.au Keywords: trade business coaching, plumbing, electrical, HVAC, rugby league, Anthony Minichiello, MiniFit, kids health, gut health, hydration, high performance

Get your free copy of The Smart Sales System. The step-by-step sales framework built for trade business owners. https://tradesformation.systeme.io/smartsales Your leads are not the problem. Your follow-up is. Adrian Fadini connects with Ryan Fenn from CHIIRP for a straight-talking deep dive into it. Ryan went from a $500 windshield repair hustle to building CHIIRP, a sales automation platform generating 800K dollars a month and supporting trade businesses around the world. He walks through how he fixed his own follow-up gaps, bootstrapped a tech company without investors, and built systems that make sales teams feel faster, sharper, and more human - not replaced. You will also hear how comedy, faith, and service shaped the way he leads and sells. Your pipeline is already full of opportunity. This episode shows you how to stop leaking it and start converting it into real growth and freedom. You’ll learn: Why so-called "bad leads" are usually under-followed, not brokenHow follow-up speed, timing, and consistency impact your sales resultsWhat it takes to grow a tech company without outside capitalHow to use campaign codes and smart automation to create trackable, shareable winsA practical way to layer CHIIRP on top of platforms like ServiceTitan instead of competing with themHow AI and automation can elevate your team instead of replacing themWhy faith, gratitude, and a mindset of service change the way you sell and lead In this episode: 00:00 From 500 dollar windshield repairs to tech founder 06:15 Scaling a gas station side hustle into a real business 13:40 The follow-up problem and the birth of CHIIRP 21:05 Campaign codes, automation, and creating wins your team can share 29:30 Working with ServiceTitan and other platforms instead of fighting them 37:20 AI, people, and why automation should make your team superhuman 45:10 Faith, gratitude, and building a business that actually serves Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Connect with Ryan Fenn Website: https://chiirp.com/ LinkedIn: https://www.linkedin.com/in/ryan-fenn-76568b165/

Get your free copy of The Smart Sales System. The step-by-step sales framework built for trade business owners. https://tradesformation.systeme.io/smartsales If your marketing feels busy but your growth feels stuck, your strategy is too complicated. Adrian Fadini jumps on the mic with Allan Dib from Lean Marketing to walk through it step by step. Allan explains how simplifying your marketing can sell over a million books, grow businesses across the world, and still work for a small trade business on a tight budget. He unpacks the One Page Marketing Plan mindset, why boring businesses win, and how to build lean marketing that is simple to run, easy to scale, and hard for competitors to copy. He also opens up about his own transformation in fitness, mindset, and identity, and how that shift powers everything he builds. When your marketing is simple, clear, and repeatable, you get freedom: better clients, better prices, and a business that grows without burning you out. What You’ll Learn Why simplicity is the real unfair advantage in marketingHow “random acts of marketing” quietly destroy your strategy and budgetHow to build a lean marketing infrastructure that supports growth instead of chaosHow to unlock the goldmine in your email list without spamming peoplePractical ways to stand out in a crowded trade marketHow identity shifts drive better decisions in business and lifeSmart ways to use AI and automation without losing your point of differenceWhat makes a unique selling proposition actually unique and believable In this episode: 00:00 Why simplifying your marketing changes everything 05:20 One Page Marketing Plan and selling over a million books 12:45 Killing “random acts of marketing” and going lean 20:30 Email marketing, customer experience, and real retention 28:50 Standing out in a saturated trade market 36:40 Identity shifts, fitness, and what really drives success 45:10 Using AI and automation without losing your edge Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Connect with Allan Dib Website: LeanMarketing.com/unlocked LinkedIn: https://www.linkedin.com/in/allandib/

FROM GRIND TO GREAT - PROXIMITY PLUMBING Get your free copy of The Smart Sales System. The step-by-step sales framework built for trade business owners. https://tradesformation.systeme.io/smartsales What does it really take to go from one-man van to a 20-plumber powerhouse that owns its local market. Adrian Fadini sits down with Will Demirdonder from Proximity Plumbing to dive into it. Will breaks down how he grew Proximity Plumbing in Sydney’s eastern suburbs using obsessive execution, daily discipline, and a tight local branding strategy. He opens up about the early days juggling high-rise work with private jobs, how his partner Emily became the engine behind operations and marketing, and how coaching helped him shift from technician to business owner. This is a raw look at what it takes to build a serious plumbing business, not just a busy job. When you combine focus, discipline, and smart branding, you stop chasing work and start becoming the go-to choice in your market. What You’ll Learn How obsessive execution and daily routines compound into serious growthWhy being unemployable can be an asset when you build your own plumbing businessHow Proximity Plumbing used tight local branding to dominate a specific areaThe crucial role Emily plays in operations, marketing, and keeping standards highSimple gratitude and goal-setting habits that keep the whole team locked inHow coaching and training fast-track the shift from technician to true business ownerSmart ways to choose and serve the right customer segments In this episode: 00:00 From one-man van to 20-plumber team 05:10 High-rise work, private jobs, and the birth of Proximity Plumbing 12:30 Obsessive execution, routines, and being unemployable 19:45 Emily’s role in operations, marketing, and brand consistency 27:20 Daily training, gratitude, and goal-setting with the team 34:40 Coaching, mindset, and shifting from technician to business owner 42:15 Choosing the right customers and dominating a local market Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Connect with Will Demirdonder Website: https://proximityplumbing.com.au/ LinkedIn: https://www.linkedin.com/in/proximityplumbing/

Get your free copy of The Smart Sales System. The step-by-step sales framework built for trade business owners: https://tradesformation.systeme.io/smartsales From sweeping trucks at 15 to helping build companies worth hundreds of millions, Tom Howard shows what it really takes to grow a serious home services business. Adrian Fadini connects with Tom Howard from ServiceTitan to lay it all out. Tom tells his story from the yard to the boardroom, how a life-altering misdiagnosis reshaped his priorities, and why knowing your numbers is the real leverage point in any plumbing, electrical, or HVAC business. He shares what he has learned across 20 plus acquisitions, how to think about exits long before you sell, and why clear pricing and incentives change everything for your team and your customers. When you truly understand your numbers and build with an exit mindset, you get more control, more options, and a business that serves your life instead of trapping you. You’ll learn: Why trades can beat traditional careers when you treat your business like an assetHow knowing your numbers gives you real power and better decisionsThe myth of “that will not work in my market” and how to bust itWhy every trade business needs an exit plan, even if you never plan to sellWhat Tom learned from 20 plus acquisitions, including Fetch-a-TechHow to think about pricing like a steakhouse, not a fast food outletWays to use incentives and autonomy to build a high-performance teamHow to balance goals, responsibility, and legacy as you scale In this episode: 01:00 Meet Tom Howard and his origin story 05:00 Why trades beat finance and why numbers matter so much 10:00 Killing the “that will not work in my market” story and planning your exit 16:00 Acquisitions, Fetch-a-Tech, and building 100M plus businesses 25:00 ServiceTitan, community, and pricing mindset 35:00 Incentives, autonomy, and leading strong teams 40:00 Goals, responsibility, and building a legacy that lasts Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Connect with Tom Howard Website: https://www.howarddeals.com | https://www.servicetitan.com

Get your free copy of The Smart Sales System. The step by step sales framework built for trade business owners. https://tradesformation.systeme.io/sm From preschool buddies to a 6 million dollar plumbing machine with zero admin and 13 techs on the road, Ren and Chris cracked a way to scale fast without blowing up their lives. Ren and Cris unpack how a childhood friendship turned into a serious partnership, the trust and role clarity that keeps them aligned, and the systems that let them sell hard while running a lean operation. They walk through their growth curve, the sales training that doubled results in 2 days, and how they build a culture that actually wants to win. This matters because if you are building a trade business, you can grow big and stay in flow instead of burning out and blowing up everything that matters outside of work. You will learn: How a pre school friendship turned into a high performing plumbing partnershipThe way they split roles so one vision drives every decisionThe simple growth levers that took Fix n Flow from zero to 6 million in revenueWhy technical skill was not enough and how sales training doubled results in 2 daysHow they shape culture, mindset, and buy in so 13 techs pull in the same directionThe real sacrifices, values, and habits behind sustainable high performanceCommon traps trade business owners hit when scaling and how to avoid them In this episode: 00:00 - Intro and how Adrian met Fix n Flow 04:00 - Trust, roles, and turning friendship into a real business 06:00 - From zero to 6 million in revenue what actually drove growth 12:00 - The sales training that flipped the switch and doubled results 20:00 - Sacrifices, burnout risk, and building a life that still works 30:00 - Sales mindset, adapting to customers, and avoiding common traps 43:00 - Final advice for trade business owners scaling up Disclaimer: This episode is for education and general information only. It is not business, financial, or legal advice. Your situation is unique so get professional advice before acting on anything discussed. Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Fix n Flow https://fixnflow.com.au/

Get your free copy of The Smart Sales System.  The step-by-step sales framework built for trade business owners. https://tradesformation.systeme.io/smartsales What happens when two family trade businesses join forces, lock onto one vision and push from 7M to 25M revenue in a few short years? Shane Pinner gets real about the decisions, discipline and leadership required to pull it off without burning everyone out. He talks about how he and co-director James Tonkin merged their family businesses, aligned on a clear vision and built a leadership team that could handle serious growth. He walks through the structures they put in place, how they developed leaders from within, and the values that guide every hire, meeting and project. You will hear how they use tools like ServiceTitan, consistent training and transparent communication to keep a growing regional team focused, accountable and proud of the work they deliver. If you are a trade business owner who wants more freedom and a stronger team, this episode shows how intentional leadership and clear structure can turn a good local business into a scalable, values driven company. What you’ll learn: How Shane and James combined two family run trade businesses into one focused organisationThe vision and values work that aligned the leadership team for fast growthPractical ways to build and train leaders so the business is not dependent on youHow systems and software like ServiceTitan support consistency across a regional teamMeeting rhythms, communication habits and metrics that keep everyone accountableHow to protect culture while you scale revenue and headcountThe key mindset shifts from being on the tools to leading a multi million dollar organisation  In this episode: 01:30 Merging two family trade businesses into one vision 06:10 Building a leadership team instead of just a crew 11:45 Putting in systems and rolling out ServiceTitan 18:20 Keeping values and culture strong while you scale 24:50 Developing future leaders and stepping back from the day to day 31:10 Lessons from growing revenue from 7M to 25M 36:00 Shane’s advice for trade business owners planning their next growth stage Disclaimer This episode is for education and inspiration only. It is not business, financial, legal or personal advice. Your situation is unique, so speak with qualified professionals before making decisions about your business, finances or team. Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/ Shane Pinner https://tonkingroup.com.au/ Keywords: trade business coaching, Plumbing, Electrical, HVAC, regional trade business growth, leadership training, ServiceTitan, Tonkin Group

Get your free copy of The Smart Sales System. The step-by-step sales framework built for trade business owners. https://tradesformation.systeme.io/smartsales What does it take to sell over 20 million dollars in HVAC without feeling like a pushy salesperson or a slick closer? Adrian catches up with Phil Filaski to unpack it. Phil, a 20 million dollar salesman, unpacks how he consistently wins high-ticket air conditioning jobs while staying calm, honest, and in control of the process. He shows how he builds trust fast, uses simple paper-based tools, and makes finance work for homeowners so the decision feels easy instead of pressured. This conversation gives you a sharper way to sell, serve, and get rewarded for the value you bring. You’ll learn: The low-pressure sales process Phil uses to close 30K plus installsWhy HVAC techs need to master the tools and systems before trying to sell bigger workHow Phil thinks about success, sacrifice, and building a legacy that outlives the businessHow to ethically use current events and real-world context to create urgencyWhy three clear options on paper still outperform overcomplicated quotingHow and why around 80 percent of his work is financed and what that means for closing ratesHow to keep your confidence high even when a big quote is on the line In this episode: 00:00 Meet Phil and the 20M HVAC journey 04:12 The simple, low-pressure sales flow that wins big jobs 11:30 Why tools, process, and technical mastery come before selling 18:45 Creating urgency without pushiness using real-world events 27:10 The power of three-option selling on paper 34:40 How finance fuels 80 percent of Phil’s installs 42:15 Success, sacrifice, and building a legacy in HVAC Follow TradesFormation https://link.me/trades_formation https://tradesformation.com.au/