The Profit Roadmap

From ZERO to HERO With Roger Wakefield

On this episode of Profit Roadmap, plumbing industry expert and entrepreneur Roger Wakefield shares his incredible journey from a traditional plumber to a successful business owner leveraging YouTube and social media for marketing. He talks about the importance of organic SEO, consistency in content creation, and the mindset of abundance in business. Plus, Roger dives into the essential tools for business growth as well as the importance of marketing in hiring. From compelling recruitment strategies, to measuring KPIs, and strong company culture—Roger covers it all in this episode. Also joining us in this episode is special guest co-host Mike Callahan, entrepreneur and owner/president of SimpleGrowth with 25+ years of experience as a successful business owner. EPISODE TIMESTAMPS * [00:00] Intro * [02:03] About Roger * [05:38] Getting to the First $1M * [08:33] The Importance of Consistency * [11:34] Content Creation Is Key * [16:34] SHARING the Secret Sauce?! * [18:48] Using Your Phone for Content * [22:16] Taking SEO Beyond Words * [26:46] Leveraging the Power of AI * [31:31] Tools to Help You Scale * [33:34] STEAL THIS Hiring Ad! * [35:49] Mastering Your KPIs * [39:48] Business Owners: PAY YOURSELF! * [46:50] The Power of Knowing Your Numbers * [49:00] Core Values: No Excuses * [52:52] Outro Here are some of the key takeaways from our conversation with Roger: TAKING CONTROL OF MARKETING Roger started his plumbing career in 1980 but faced a significant hurdle —wasting thousands of dollars on ineffective marketing. Frustrated by deceptive marketing companies, he decided to take matters into his own hands and learn digital marketing, focusing on social media and, most importantly, YouTube. Today, Roger has built the largest plumbing YouTube channel in the world, with over 650,000 subscribers and 125 million views. His success underscores the importance of mastering online presence and leveraging organic content for business growth. THE ORGANIC VS. PAID ADVERTISING DEBATE One of Roger’s main marketing strategies is prioritizing organic reach over paid ads. While many businesses focus on paid advertising, he emphasizes the value of SEO, YouTube content, and organic search rankings to create sustainable, long-term visibility. However, he also acknowledges the importance of balancing both strategies, using ads to boost visibility when necessary while maintaining a solid foundation of organic marketing. THE ROAD TO YOUR FIRST MILLION For small business owners aiming to hit their first million dollars in revenue, Roger highlights the importance of consistency and patience in marketing efforts. His approach includes: * Content Consistency: Posting at least once a week on YouTube and other social platforms. * SEO Optimization: Making sure content is discoverable through proper tagging and keywords. * Brand Trust and Awareness: Establishing credibility through informative, value-driven videos. * Tracking Results: Understanding where leads come from and doubling down on what works. OVERCOMING COMMON BUSINESS FEARS Many service business owners hesitate to share their expertise publicly, fearing that competitors will copy them or that customers will use the information to DIY their own projects. Roger dismisses this fear, advocating for an abundance mindset. By sharing valuable knowledge, he has built trust with his audience and positioned himself as an authority, leading to increased business rather than lost customers. AI AND THE FUTURE OF HOME SERVICE BUSINESSES Roger is forward-thinking about AI’s role in business. He suggests using AI-driven tools such as automated customer responses, CRM-integrated chatbots, and marketing automation to streamline operations and enhance customer interactions. Business owners who adopt these technologies early will have a competitive edge in efficiency and customer engagement. FINANCIAL EDUCATION AND KPIS FOR BUSINESS GROWTH Roger emphasizes that many business owners fail to grasp their financials. He highlights the importance of tracking key performance indicators (KPIs) such as labor costs, overhead, marketing spend, and profitability. Understanding these numbers helps entrepreneurs make informed decisions, adjust pricing, and scale their business effectively. BUILDING A WINNING COMPANY CULTURE Culture is a critical component of business success. Roger believes in hiring employees who align with company core values and delivering exceptional service. He also stresses the importance of training and investing in employees to build a strong, motivated team. THE ROADMAP TO SUCCESS Roger Wakefield’s journey is an inspiration to any business owner looking to scale their company and establish a lasting brand. His story proves that embracing digital marketing, leveraging organic growth, understanding business finances, and fostering a strong team culture are all essential ingredients to achieving sustainable success. If you’re a business owner struggling with marketing or growth strategies, take a page out of Roger’s book—get online, create valuable content, track your numbers, and build a business culture that stands the test of time. ---------------------------------------- Related: Field Service Industry News With Ryan Yelvington [https://www.serviceautopilot.com/service-business-podcast/q1-2025-field-services-industry-news-with-ryan-yelvington/] ---------------------------------------- Originally published March 21, 2025 3:50 PM CT The post From ZERO to HERO With Roger Wakefield [https://www.serviceautopilot.com/service-business-podcast/from-zero-to-hero-with-roger-wakefield/] appeared first on Service Autopilot [https://www.serviceautopilot.com].

Q1 2025 Field Services Industry News With Ryan Yelvington

Welcome to the Profit Roadmap, where we interview experts to help you grow your field service business. In this episode, our host, Ryan Yelvington, will be jumping into the latest field service industry news that’s been happening in the first quarter of 2025. Ryan will give you the latest rundown on the biggest key topics shaping the industry right now. From the NOSHA Act to new tariffs, we’ve got you covered. Since we’ll be covering a wide variety of industries and topics, we’ll be providing the timestamps so you can jump to wherever you need. EPISODE TIMESTAMPS: * [00:00] Intro * [01:13] The NOSHA Act * [02:31] Steel and Aluminum Tariffs * [04:20] DHS H-2 Visa Lawsuit * [05:37] HVACR Efficiency Postponements * [06:27] Refrigerant Phase Out * [09:06] New Tankless Water Heater Rule * [10:52] Outro GENERAL FIELD SERVICES [01:13] THE NOSHA ACT On January 3, 2025, the NOSHA Act, a bill to abolish OSHA, was reintroduced to Congress. Regardless of whether or not it passes, this bill will likely challenge how OSHA standards are created—impacting service businesses like yours. [02:31] NEW TARIFFS ON STEEL AND ALUMINUM Beginning on March 12, 2025, there will be a new 25% tariff on all steel and aluminum exports. However, the repercussions of this are already starting to be seen in the service industry—with distributors paying more due to an increased demand before the tariffs begin. [04:20] NEW LAWSUIT OVER DHS H-2 VISA RULES Allied industry groups (including FEWA, NALP, SEA, and others) have filed a joint lawsuit against the U.S. Department of Homeland Security (DHS) and U.S. Citizenship and Immigration Services (USCIS) over a rule that governs H-2A and H-2B guest worker visa programs. HVACR [05:37] POSTPONING HVACR EFFICIENCY STANDARDS As of February 2025, the Department of Energy (DOE) postponed all future HVACR efficiency standards, which includes: central air conditioners, walk-in coolers and freezers, gas instantaneous water heaters, commercial refrigeration equipment, washers and dryers, general service lamps, and air compressors. Note: Keep in mind, there are currently no finalized air conditioner efficiency standards to delay—meaning this doesn’t undo the standard that went into place 2 years ago. [06:27] REFRIGERANT PHASE OUT There’s been some buzz around the U.S. Environmental Protection Agency (EPA) dropping some eco-friendly bombshells on the HVAC/R industry. Brace yourselves for two major rules under the American Innovation and Manufacturing [https://fieldedge.com/blog/hfc-phasedown-in-2024/] (or AIM) Act, designed to kick hydrofluorocarbons (HFCs) to the curb and make our air a little fresher. Keep in mind, some of these rules might change with the change in the new administration. HVAC AND PLUMBING [09:06] NEW RULE ON TANKLESS WATER HEATERS The U.S. Department of Energy (DOE) has introduced a new rule that could change how tankless water heater installations are done. This rule will ban non-condensing gas-fired tankless (instantaneous) water heaters starting in 2029. HVAC companies like yours need to understand this change to prepare for its impact. Though, keep in mind that this rule might see some changes with the new administration. SHOW NOTES—LINKS Key resources to check out: * The NOSHA Act [https://www.serviceautopilot.com/field-service/the-nosha-act-a-bill-is-proposed-to-abolish-osha/] * Refrigerant phase out [https://fieldedge.com/blog/rules-for-hfc-refrigerant-management-and-technology-transitions/] * New tankless water heater rule [https://fieldedge.com/blog/doe-drops-new-rule-for-tankless-water-heater-installation/] Did you know, we have a new YouTube channel [https://www.youtube.com/@ProfitRoadmap]? Be sure to like and subscribe to our podcast on all channels so you never miss an episode! * YouTube [https://www.youtube.com/@ProfitRoadmap] * Apple [https://podcasts.apple.com/us/podcast/the-profit-roadmap/id1291985010] * Spotify [https://open.spotify.com/show/38U1QCjO6G52F6Q3JXr24G?si=267fbe7bd4aa4c95&nd=1&dlsi=510b12989abe41eb] Got questions you want answered? Interested in becoming a podcast guest? Just email us at: profitroadmap@xplortechnologies.com [profitroadmap@xplortechnologies.com] ---------------------------------------- Related: The Latest Hiring Trends and Insights in Field Services [https://www.serviceautopilot.com/service-business-podcast/the-latest-hiring-trends-insights-in-field-services-with-bear-duplisea-from-applause/] ---------------------------------------- The post Q1 2025 Field Services Industry News With Ryan Yelvington [https://www.serviceautopilot.com/service-business-podcast/q1-2025-field-services-industry-news-with-ryan-yelvington/] appeared first on Service Autopilot [https://www.serviceautopilot.com].

Boosting Cash Flow With Heather Price and Jonathan Novoa-Miralles

Welcome to another episode of the Profit Roadmap, where we interview experts to help you grow your field service business. In this episode, we're diving into payment processing, growth strategies, and operational efficiency with Heather Price and Jonathan Novoa-Miralles from Xplor Pay. Also joining us in this episode is special guest co-host Mike Callahan, entrepreneur and owner/president of SimpleGrowth, with 25+ years of experience as a successful business owner. In this episode, we cover: * Why timely payments are critical for cash flow * The benefits of modernized payment solutions * How to overcome common objections to payment processing * PCI compliance and data security best practices * Strategies for managing high-ticket transactions and recurring revenue ABOUT HEATHER AND JONATHAN Heather Price (Field Integrated BDR at Xplor Pay) has spent her career helping businesses streamline operations and save money through innovative solutions. Her experience ranges from medical office management to sales, and now she focuses on empowering merchants with tools to grow their businesses efficiently. Jonathan Novoa-Miralles (Product Enablement Manager at Xplor Pay) brings a ton of expertise in software sales and payment processing. As part of the Xplor Pay team, he helps sales organizations by implementing effective market strategies and making sure clients have access to cutting-edge resources. Together, they provide valuable insights into how service businesses can optimize their payment processes while maintaining strong relationships with customers. THE REALITY OF PAYMENT CHALLENGES IN SERVICE BUSINESSES One of the biggest pain points for service business owners is getting paid on time. As Heather explained, "The most common [issue] that we hear is that it takes way too long to get paid." Lots of companies still use paper invoices, which often sit forgotten on counters and then don’t get paid. This payment delay can cause cash flow problems, and this is especially true for smaller businesses. Mike Callahan shared this feeling going back to his days running a lawn care company: "Things fell through the cracks... If the guys were taking cash in the truck, it would literally disappear." THE KEYS TO FINANCIAL SUCCESS THROUGH MODERNIZED PAYMENTS In order to make sure your service business gets paid quickly here’s what Jonathan and Heather recommended: 1. IMPLEMENT CREDIT CARD FILE POLICIES Why It Works: Requiring credit cards on file guarantees payment and simplifies billing. "Literally if you ran all the cards... everything from last week, this Tuesday, the money was in the bank," said Mike. Action Item: Use a system where customers can authorize automatic payments for recurring services. This reduces admin work and improves cash flow predictability. 2. USE TECHNOLOGY FOR FASTER PAYMENTS Tools to Use: Platforms like Xplor Pay offer things like next-day funding, automated reminders for expiring cards, and secure portals for customer payments. Quote to Remember: "You're going to see that in your bank account on Wednesday" for jobs completed on Tuesday, Heather noted. This rapid turnaround helps businesses manage expenses better. 3. FOCUS ON SECURITY AND COMPLIANCE PCI Compliance Matters: Storing sensitive information improperly can lead to legal issues and loss of trust. Heather emphasized, "We don't ever see that full credit card number... It's all encrypted." Best Practice: Avoid writing down credit card details or storing them insecurely. Instead, use tokenization and encryption technologies to protect customer data. OVERCOMING COMMON OBJECTIONS TO PAYMENT PROCESSING Many business owners hesitate to adopt digital payment systems because of concerns about fees and complexity. However, Heather and Jonathan shared compelling reasons to make the switch: ADDRESSING FEE CONCERNS Build Fees Into Pricing: Treat payment processing costs as part of your overhead recovery budget. "It's not something that's surreptitious," Ryan Yelvington pointed out. Customers won’t feel misled if fees are transparently accounted for. Save Time, Make More Money: By reducing manual invoicing and collections efforts, you free up time to focus on growing your business. "That's gonna give you more time back in your day to maybe cut two more lawns," Heather said. SIMPLIFYING IMPLEMENTATION Modern Solutions Are User-Friendly: Gone are the days of clunky integrations. Today’s platforms integrate seamlessly with existing software. "There's an all-in-one solution," Ryan highlighted. "You don’t even have to change apps." KEY TAKEAWAYS FOR SERVICE BUSINESS OWNERS Adopt Recurring Revenue Models: Whether you’re mowing lawns or installing HVAC units, setting up subscription-based agreements builds long-term value and attracts higher acquisition multiples. Prioritize Customer Convenience: Offering multiple payment options (credit card, ACH, etc.) enhances satisfaction and loyalty. "We're doing everything we can to help you," Heather said. Stay Compliant and Secure: Protect both your business and your customers by adhering to PCI standards and leveraging encrypted payment systems. LEARN MORE Xplor Pay’s team offers personalized support and tailored solutions designed to meet the unique needs of service businesses. To learn more about streamlining payment processes and boosting operational efficiencies, check out the following links below: * Website [https://clearent.com/] * YouTube [https://www.youtube.com/channel/UCVnO0VccoXubiUOET71gvXA] * Facebook [https://www.facebook.com/GoClearent] * X [https://x.com/GoClearent] * LinkedIn [https://www.linkedin.com/company/clearent/] ---------------------------------------- Related: Achieving Profitable Growth in Your Business With Jason Noel [https://www.serviceautopilot.com/service-business-podcast/achieving-profitable-growth-in-your-service-business-with-jason-noel/] ---------------------------------------- The post Boosting Cash Flow With Heather Price and Jonathan Novoa-Miralles [https://www.serviceautopilot.com/service-business-podcast/boosting-cash-flow-with-heather-price-and-jonathan-novoa-miralles/] appeared first on Service Autopilot [https://www.serviceautopilot.com].

Achieving Profitable Growth in Your Service Business With Jason Noel

Welcome to another episode of the Profit Roadmap, where we interview experts to help you grow your field service business. In this episode, we're diving into financial planning and business profitability with Jason Noel, a master advisor for CEO Warrior [https://ceowarrior.com/] with over 20 years of leadership experience in the home service industry. Also joining us in this episode is special guest co-host Mike Callahan, entrepreneur and owner/president of SimpleGrowth [https://www.simplegrowthsystems.com/], with 25+ years of experience as a successful business owner. In this episode, we cover: * Why financial resets are sometimes necessary for business growth * How to balance cutting expenses while investing in growth * The critical importance of understanding your numbers * Leadership's role in financial success * Creating sustainable financial strategies for 2025 * Building a culture that supports profitability ABOUT JASON Jason Noel brings a TON of experience in the plumbing and home services industry, having served in leadership roles at multiple successful companies. After helping businesses achieve significant profitability improvements, including a 90% increase at ARS Indianapolis, Jason joined CEO Warrior as a master advisor. He's spent the last three years helping service business owners scale their operations and build sustainable, profitable companies. THE REALITY OF SERVICE BUSINESS FINANCES  One of the biggest insights Jason shared is that revenue isn't everything. "Just because somebody says they're a ten million dollar business doesn't mean they're making money," he said. Many business owners get caught up in the "shiny object syndrome" of top-line revenue while forgetting profitability. THE KEYS TO FINANCIAL SUCCESS  Jason outlined several key areas that service businesses should focus on: Cash Flow Management * Use a 13-week cash flow projection * Track both P&L and actual bank account activity * Plan expenses strategically instead of day-to-day * Consider timing for major purchases like vehicles Pricing Strategy * Build proper billable hour and day rates * Don't fear charging market-appropriate prices * Focus on building value rather than competing on price * Train teams to communicate value effectively LEADERSHIP AND CULTURE  True financial success starts with leadership. Jason emphasizes that most business challenges are leadership problems at their core. He recommends: * Embracing humility as a leader * Building a team with complementary strengths * Understanding that you won't find "10 people like you" * Creating and living by clear core values THE FINANCIAL RESET PROCESS  When businesses need to adjust their financial strategy, Jason recommends: 1. Start with realistic goal-setting based on historical data 2. Focus on profitability over revenue 3. Analyze department-specific metrics 4. Include the leadership team in budget planning 5. Look for efficiency improvements before cutting costs "Most challenges are done in the cost of goods and in your margin and just your efficiencies and your pricing and things like that," Jason explains. "Typically, the last answer is cutting overhead." COMMON FINANCIAL MISTAKES  Jason highlighted several pitfalls service businesses should avoid: * Throwing money at marketing without tracking ROI * Living day-to-day off the bank account * Neglecting to understand key performance indicators * Focusing solely on revenue growth * Not properly tracking department profitability KEY TAKEAWAYS FOR SERVICE BUSINESS OWNERS 1. Know Your Numbers: "Whether you like the numbers or not, you have to know them," Jason emphasizes. Understanding your financial metrics isn't optional for business success. 2. Build Strong Leadership: Focus on developing your leadership team and creating a strong culture based on core values. Success comes from having the right people in the right roles. 3. Plan Strategically: Use tools like 13-week cash flow projections and departmental budgets to make informed decisions rather than reactive choices. LEARN MORE  To learn more about financial planning and business growth strategies, consider attending CEO Warrior's Service Business Live [https://ceowarrior.com/march-sbl] event in Nashville on March 6th and 7th, 2025. This two-day event offers insights into building a more profitable service business and includes hands-on business planning. * CEO Warrior [https://ceowarrior.com/] * SimpleGrowth [https://www.simplegrowthsystems.com/] ---------------------------------------- Related: The Latest Hiring Trends and Insights in Field Services [https://www.serviceautopilot.com/service-business-podcast/the-latest-hiring-trends-insights-in-field-services-with-bear-duplisea-from-applause/] ---------------------------------------- The post Achieving Profitable Growth in Your Service Business With Jason Noel [https://www.serviceautopilot.com/service-business-podcast/achieving-profitable-growth-in-your-service-business-with-jason-noel/] appeared first on Service Autopilot [https://www.serviceautopilot.com].

The Latest Hiring Trends & Insights in Field Services With Bear Duplisea from Applause

Welcome to another episode of the Profit Roadmap, where we interview experts to help you grow your field service business. In this episode, we're diving into the latest hiring trends and insights in the service industry right now. Plus, learn about employee engagement and retention strategies with Bear Duplisea, Senior Account Executive at Applause and former Service Autopilot team member. In this episode, we cover: * Why traditional rewards aren't working anymore * The importance of instant recognition * How to create genuine employee engagement * Measuring the impact of employee retention * Building sustainable business practices ABOUT OUR GUEST Bear Duplisea has spent nearly 25 years working with small and medium-sized business owners. After building Service Autopilot's sales department for over a decade, he moved to Applause to help businesses solve their employee engagement challenges. THE CHANGING FACE OF RECOGNITION Bear highlights a big shift in employee motivation: "The paycheck is enough to get us to come to work... but beyond that, to do the above and beyond to be exceptional, there needs to be some other incentive." He says that today's workforce expects immediate feedback and recognition: "We're used to this instantaneous result. And because of that, the carrot no longer works." MEASURING SUCCESS THROUGH RETENTION "One of our companies saw over a 10-month period, a 26% drop in employee turnover," Bear said. For large companies, this can mean six or seven-figure savings in hiring and training costs. THE IMPACT OF INSTANT RECOGNITION Bear explains how immediate feedback affects performance: * Creates instant dopamine hits from customer appreciation * Builds a customer-obsessed culture * Helps employees think like business owners * Reduces callback rates and improves quality CULTURE BUILDING STRATEGIES "If you feel really good about your culture and everything like that, and you've put everything out there for the prospective employee and they don't want to work for you... then let them," Bear advises. He emphasizes that culture fit is more important than filling positions quickly. THE HIDDEN COST OF CALLBACKS Bear also mentioned that revisits are not just a cost of doing business: "People, business owners I talk to all the time chalk that up as the cost of doing business. Good business owners understand, like that's a huge gap." He breaks down the real impact: * Every callback is pure loss—fuel, labor, wear-and-tear * It affects employee overtime and scheduling * Impacts customer satisfaction and retention * Reduces overall profitability The solution? Better employee engagement leads to better customer communication: "Their technicians are now taking the time to explain to customers... They're like, 'I better explain this to this customer because I don't want them to complain.'" LEADERSHIP LESSONS FROM A LIFETIME OF SERVICE Bear shared powerful insights learned from his father's 50-year career in business: "Sales is easy, super easy, because you can be part of the solution or you can be part of the problem. Just don't ever be part of the problem." This philosophy goes beyond sales to all aspects of business leadership [https://podcasts.apple.com/us/podcast/the-profit-roadmap/id1291985010?i=1000676134078]: * Focus on solutions rather than problems * Take ownership of outcomes * Lead by example in customer service * Build genuine relationships with both employees and customers He also talked about the fundamental truth about business relationships: "People don't give a sh*t how much you know until they know how much you care." This principle drives successful employee engagement and customer satisfaction. KEY TAKEAWAYS: 1. Focus on Immediate Recognition * Implement systems for instant feedback * Create visible celebration channels * Connect customer satisfaction to employee rewards 2. Measure What Matters * Track retention improvements * Monitor callback reduction * Calculate cost savings from reduced turnover 3. Build Authentic Relationships * Create genuine connections with employees * Give ownership in outcomes * Listen and respond to feedback QUOTE HIGHLIGHTS "If you're dumb, surround yourself with smart people. If you're smart, surround yourself with smart people who disagree with you."—Isaac Jaffe, Sports Night "People don't give a shit how much you know until they know how much you care, so just care."—Bernie Duplisea, sales expert & entrepreneur SHOW NOTES—LINKS To discover more about employee engagement solutions for your field service business, visit applausehq.com [http://applausehq.com/]. * Applause [http://applausehq.com/] * Surviving Christmas [https://www.imdb.com/title/tt0252028/] (mentioned movie) * #ELOsoFumarTakes [https://www.facebook.com/elosofumar/] * Apple [https://podcasts.apple.com/ie/podcast/elosofumartakes/id1448716988] * PodBean [https://elosofumar.podbean.com/] Did you know, we have a new YouTube channel [https://www.youtube.com/@ProfitRoadmap]? Be sure to like and subscribe to our podcast on all channels so you never miss an episode! * YouTube [https://www.youtube.com/@ProfitRoadmap] * Apple [https://podcasts.apple.com/us/podcast/the-profit-roadmap/id1291985010] * Spotify [https://open.spotify.com/show/38U1QCjO6G52F6Q3JXr24G?si=267fbe7bd4aa4c95&nd=1&dlsi=510b12989abe41eb] ---------------------------------------- Related: Coaching & Retention in the Service Industry With Chris Crew from Blue Collar [https://www.serviceautopilot.com/service-business-podcast/coaching-and-retention-in-the-service-industry-with-chris-crew-from-blue-collar/] ---------------------------------------- Originally published Jan 9, 2025 5:15 PM CT The post The Latest Hiring Trends & Insights in Field Services With Bear Duplisea from Applause [https://www.serviceautopilot.com/service-business-podcast/the-latest-hiring-trends-insights-in-field-services-with-bear-duplisea-from-applause/] appeared first on Service Autopilot [https://www.serviceautopilot.com].