Freedom Blueprint

Show InformationEpisode Number: 128 Date: January 19, 2026 Duration: 08:13 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com SummaryWhen was the last time owning your business was actually fun? In this solo episode of the Freedom Blueprint Podcast, Justin Deese kicks off 2026 with an honest conversation most business owners avoid — burnout. Not the kind caused by laziness or failure, but the kind that comes from being strong for too long. Justin challenges the idea that “more” is always better and reframes success around clarity, simplicity, alignment, and joy. Drawing from personal experience and real conversations with business owners, he outlines three practical steps every owner must take if they want to enjoy owning their business again — without quitting, selling, or burning everything down. If your business feels heavy, draining, or misaligned, this episode will help you reset and refocus on why you started in the first place. TakeawaysBurnout doesn’t mean you’re weak — it means you’ve been carrying too much for too long If it’s not fun anymore, it’s not sustainable Complexity kills joy and simplicity creates space Burnout is usually a misalignment problem, not a workload problem Reconnecting with your real why changes everything Strong leadership means calling out what’s broken — starting with yourself Small changes can create massive shifts in energy, clarity, and results Chapters00:00 – When Did Owning Your Business Stop Being Fun? 02:10 – Why “More” Isn’t the Answer in 2026 05:30 – Burnout Isn’t Weakness — It’s Misalignment 08:40 – Step 1: Call It Out 11:45 – Step 2: Simplify Everything 15:30 – Step 3: Reconnect With Your Why 19:20 – A Personal Story on Burnout and Realignment 25:10 – Start, Stop, Continue: A Simple Reset Exercise 28:40 – The 2026 Challenge: Build a Business You Enjoy Owning Again Keywords#FreedomBlueprintPodcast #BusinessOwnerBurnout #LeadershipDevelopment #EntrepreneurMindset #ServiceBusinessOwner #BusinessClarity #AvoidBurnout #BusinessGrowth #HomeServiceBusiness #OwnerFreedom #SimplifyYourBusiness #StrongLeadership #JustinDeese Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show Information Episode Number: 127 Date: January 12, 2026 Duration: 35:37 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Jane Sidebottom Company: Women in HVACR Guest Website: https://www.womeninhvacr.org SummaryIn this episode of the Freedom Blueprint Podcast, host Justin Deese sits down with Jane Sidebottom, incoming President of Women in HVACR, to discuss her journey through the trades, her leadership path, and the future of women in the HVACR industry. Jane shares how early exposure to facilities management shaped her career, her experience working with industry giants like Trane and Carrier, and how she and her husband built a successful consulting firm impacting nearly $1 billion in industry revenue. The conversation dives deep into the mission and growth of Women in HVACR, including mentorship, leadership development, scholarships, and how the organization is helping contractors and companies attract, develop, and retain women across all roles — from technicians to executives. Jane also outlines the organization’s five-year vision, leadership strategy, and why creating clear career pathways is essential for the future of the skilled trades. Key TakeawaysWhy Women in HVACR has seen explosive growth over the last five years The real challenges companies face when recruiting and retaining women in the trades How mentorship is accelerating confidence, leadership, and career growth Why leadership vision matters more than ever in industry associations How contractors can better support women technicians and leaders The massive opportunity for women entering HVACR today Chapters00:00 – Welcome & Introduction to Jane Sidebottom 01:10 – Jane’s Early Exposure to the Trades 03:50 – Building a Consulting Business in HVACR 06:00 – What Is Women in HVACR? 09:00 – Why the Organization Has Grown So Rapidly 12:20 – Jane’s Path to Becoming President 13:45 – Leadership Vision & Five-Year Strategy 16:30 – Retaining Women in the Trades 19:00 – The Power of Mentorship 22:15 – Real Stories from Scholarship Recipients 26:30 – Opportunities for Women in HVACR Careers 28:10 – How to Get Involved with Women in HVACR 30:00 – Events, Conferences & What’s Next Keywords#FreedomBlueprintPodcast #JaneSidebottom #WomenInHVACR #HVACLeadership #WomenInTheTrades #HVACIndustry #TradeCareers #HVACMentorship #SkilledTrades #ContractorLeadership #HVACR #IndustryLeadership #TradesEducation #WomenInBusiness Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show InformationEpisode Number: 126 Date: January 05, 2026 Duration: 26:00 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Michael De Silva Company: Plumbing Plus Location: San Diego, California PHCC San Diego Trades Expo- https://www.phccsd.org/trades-expo January 31, 2026- Del Mar Fairgrounds- Bing Crosby Hall SummaryWhat if answering a simple help-wanted ad changed the entire trajectory of your life? In this episode of the Freedom Blueprint Podcast, Justin Deese sits down with Michael De Silva, owner of Plumbing Plus in San Diego, to unpack an incredible journey — from teenage apprentice to owner of a $3M residential plumbing company. Michael shares how he entered the trades at just 19 years old, purchased the business at 28, and navigated the challenge of leading technicians old enough to be his parents. Together, they dive into leadership growth, technology adoption, industry community, and why staying put instead of chasing an extra dollar an hour changed everything. If you’re a home service business owner — or someone considering the trades — this episode is packed with real-world insight, humility, and hard-earned wisdom. TakeawaysHow long-term loyalty can outperform short-term pay increases The mindset shift required to move from technician to owner Why PHCC and industry communities accelerate growth Lessons learned leading experienced technicians as a young owner How ServiceTitan and AI improved both customer and technician experience Why community involvement still beats “just running Google ads” What aspiring tradespeople should look for in a company Why the trades offer one of the strongest career paths today Chapters00:00 – Welcome to the Freedom Blueprint Podcast 01:00 – Michael’s start as a teenage apprentice 02:45 – Buying the business at 28 years old 04:30 – Standing out in a competitive San Diego market 06:00 – Transitioning from tech to owner 08:00 – Embracing ServiceTitan and new technology 11:00 – The power of PHCC and industry relationships 14:30 – What to expect at the PHCC San Diego Trade Show 17:00 – How AI is impacting the trades 19:30 – Advice for young professionals entering the trades 22:30 – Why staying loyal changed everything Keywords#FreedomBlueprintPodcast #PlumbingBusiness #TradesEntrepreneur #ServiceTitan #PHCC #HomeServiceBusiness #PlumbingLife #TradeSuccess #BlueCollarSuccess #ApprenticeToOwner #SanDiegoPlumber #ResidentialService #TradeLeadership #SkilledTrades #SmallBusinessGrowth Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show InformationEpisode Number: 125 Date: December 29, 2025 Duration: 21:01 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com eBook: FreedomBlueprintPodcast.com/ebook Upcoming LIVE Event: FreedomBlueprintLIVE.com Virtual CFO for the trades: KristenDeese.com SummaryIn this special year-end solo episode of the Freedom Blueprint Podcast, Justin slows things down and gets real about the wins, losses, and lessons that shaped his year as a leader, husband, dad, and business owner. Instead of just talking highlights, he opens up about overcommitting, losing momentum in his routines, and walking through the grief of losing his mom—and how those moments reshaped his perspective on leadership and life. Justin shares five powerful lessons he’s taking into 2026: how your past can shape you without limiting you, why people are more than their struggles, how presence beats productivity, why independence is good but connection is better, and how gratitude can anchor you even in the hardest seasons. He also talks about the shift from trying to “hang your crap at the door” as a leader to becoming a true servant leader who pays attention to the human being behind the performance. On the win side, Justin celebrates his daughter’s move to college and the new empty-nester chapter with Kristen, a year packed with industry events and client visits, and the unexpected growth of the podcast from passion project to momentum engine. He shares the story behind hosting his own sold-out live event and previews Freedom Blueprint Live 2026 in Pensacola Beach—complete with Blue Angels energy. He also highlights the explosive growth of Kristen’s company, The Virtual CFO for the Trades, and how customer demand forced the business to grow in the best possible way. Justin closes with a simple but powerful assignment: take 10 minutes to write down your wins, losses, and lessons from the year. It’s not just an exercise—it’s a clarity tool that can reset your focus and fuel your leadership momentum going into 2026 and beyond. TakeawaysLosses—like overcommitting, losing routines, and even losing a loved one—can become the most valuable part of your leadership journey if you let them shape you instead of define you. Your past can build your leadership “muscles”: independence, grit, determination, problem-solving, and adaptability often come from hard early experiences. People are more than their struggles; as leaders, empathy is a superpower and we need to see the whole person, not just their hardest chapter. Presence beats productivity—small, intentional moments with your team create more impact than another item checked off your to-do list. Scorecards and Momentum Meetings (one-to-ones) aren’t “corporate,” they’re tools to reveal patterns and open human conversations with your team. Independence is great, but connection is greater—you don’t win alone; leadership is built on relationships and shared energy (yes, even high-fives). Gratitude doesn’t erase the hard stuff, but it gives you a stronger place to stand when life hits you with big challenges. Hosting live events, building a podcast, or growing a new company all come down to consistent action, listening to feedback, and letting customers “demand” your growth. A simple year-end reflection—wins, losses, and lessons—can bring surprising clarity and momentum for the year ahead. ChaptersOpening: Why Reflection Creates Clarity and Momentum Owning the Losses: Overcommitment, Lost Routines, and Losing Mom Gifts from a Hard Childhood: Independence, Grit, and Problem-Solving Lesson 1: Your Past Can Shape You Without Limiting You Lesson 2: People Are More Than Their Struggles (Leading with Empathy) Lesson 3: Presence Beats Productivity—Small Moments, Big Impact Lesson 4: Independence vs. Connection and the Power of Shared Energy Lesson 5: Gratitude as an Anchor in a Hard Year Family Wins: Daughter’s College Transition and the Empty-Nest Chapter Travel, Events, and Reconnecting with Leaders Across the Country Shifting Focus: From Leap Service Partners to Serving More Contractors Podcast Momentum: From Vision Board to Real-World Impact Freedom Blueprint Live: Behind the Sold-Out Event and 2026 Preview Kristen’s Win: The Virtual CFO for the Trades Takes Off Your Assignment: Wins, Losses, and Lessons for Your Own Year-End Reset Keywords#FreedomBlueprintPodcast #HomeServiceBusiness #HVACBusiness #PlumbingBusiness #ElectricalContractor #TradesBusiness #GarageDoorBusiness #LeadershipLessons #YearEndReview #WinsAndLosses #ServantLeadership #EntrepreneurMindset #BusinessReflection #GratitudeInLeadership #MomentumMeetings #TeamScorecards #EmptyNestLife #VirtualCFOForTheTrades #FreedomBlueprintLive #PensacolaBeachEvent #PipeDreamsToPayday #SellMyContractingBusiness #HomeServiceLeadership #BusinessOwnerGrowth Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show InformationEpisode Number: 124 Date: December 22, 2025 Duration: 18:07 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Kate Hendrickson Contact: kate@justindeese.com Website: kate-hendrickson.com Additional Co-Host: Kristen Deese Contact: kristen@kristendeese.com Website: kristendeese.com SummaryIn this episode of the Freedom Blueprint Podcast, Justin Deese is joined by Kristen Deese and Kate Hendrickson for a behind-the-scenes conversation recorded while scouting the venue for Freedom Blueprint Live in Pensacola Beach. The trio dives into one of the most common frustrations in the home service industry — the belief that “nobody wants to work anymore.” Justin challenges that mindset and breaks down why hiring and retention issues are almost always leadership and culture problems, not labor shortages. They also preview what makes Freedom Blueprint Live different from typical conferences, explore leadership lessons inspired by the Blue Angels, and share a practical (and fun) discussion on how DISC personality styles can help leaders recognize and appreciate their teams in ways that actually matter — even down to gift-giving. Takeaways“Nobody wants to work” is a myth — strong leadership and clear expectations attract the right people Culture and retention are built intentionally, not by accident Military leadership principles (like those used by the Blue Angels) translate directly to business Freedom Blueprint Live is a working session, not a sit-and-listen event Using DISC helps leaders communicate, recognize, and reward team members more effectively Appreciation lands better when it matches the personality style of the person receiving it Chapters00:00 – Introduction and co-hosts 01:15 – Kate’s new Christmas novel Christmas Switch 03:17 – Recording on location and venue scouting 04:06 – Freedom Blueprint Live event overview 04:51 – Blue Angels leadership inspiration 07:00 – Busting the “nobody wants to work” myth 08:48 – Military leadership lessons and guest speakers 11:00 – DISC personality overview 13:28 – DISC-based recognition and gift-giving examples 16:00 – Final thoughts and event details Keywords#FreedomBlueprintPodcast #JustinDeese #KristenDeese #KateHendrickson #Leadership #Hiring #Retention #CompanyCulture #DISC #EmployeeRecognition #HomeServiceBusiness #HVAC #Plumbing #Electrical #ContractorLife #BusinessLeadership #FreedomBlueprintLive #BlueAngels #MilitaryLeadership #PensacolaBeach Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show InformationEpisode Number: 123 Date: 12/15/25 Duration: 31:55 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Richard Kohberger (“Blue Collar Nerd”) Company: Blue Collar Nerd / ServiceTitan Guest Website: BlueCollarNerd.com SummaryIn this episode of the Freedom Blueprint Podcast, Justin reconnects with longtime friend and industry standout Richard Kohberger, better known as the Blue Collar Nerd. Richard shares how he went from being a self-described theater kid and tech geek to becoming a key voice in the home services space and a full-time ServiceTitan “genius.” He walks through his early days riding along as a tech in his dad’s HVAC company, the realization that field work wasn’t his long-term path, and how he transitioned into operations, inventory, and eventually deep technical and software roles inside the business. Richard also talks about feeling like an outsider at best-practice groups—and how being encouraged by Justin and others helped him embrace his different perspective and lean into content creation. Justin and Richard break down the origin story of the Blue Collar Nerd YouTube channel, how honest ServiceTitan critique videos led to a partnership and then a role at ServiceTitan, and why video is such a powerful medium for contractors who hate reading long release notes. Richard also introduces the Ultimate ServiceTitan Guide—a searchable, ever-evolving library designed to help everyone from new users to advanced operators get more out of the platform, faster. They wrap up with practical advice on underused ServiceTitan features that make technicians’ lives easier, reduce errors, and help owners build more scalable, modern home service businesses. TakeawaysYou don’t have to fit the “traditional contractor mold” to build a big impact in the trades—leaning into your unique strengths (tech, acting, content, systems) can create an entirely new role or business. ServiceTitan is constantly evolving, and staying current is essential if you want to stay competitive as marketing, technology, and customer expectations change. Video-based learning (like Blue Collar Nerd’s release note breakdowns) helps owners and teams understand new features without slogging through long technical documents. The Ultimate ServiceTitan Guide serves as a living library instead of a one-time course—everything is searchable and transcribed so teams can quickly find answers in the moment. Technicians often get the short end of the stick with software; smart setup and features like conditional logic in forms and configurable services dramatically reduce clutter and mistakes in the field. Dynamic pricing combined with configurable services helps keep your pricebook cleaner, more accurate, and easier for techs to use—while still protecting margins. Eliminating opportunities for human error with better systems isn’t about blaming people, it’s about designing a business that supports them. Chapters00:00 – Welcome & Reunion Justin welcomes Richard “Blue Collar Nerd” Kohberger back and sets the stage for the conversation. 01:00 – Born into the Trades (But Not the “Typical Tech”) Richard talks about growing up around his dad’s HVAC company, being a theater/film kid, and why he never thought the trades would be his path. 03:30 – From Ride-Alongs to Realizations How riding with techs turned into a full-time technician role—and the honest realization that solo field work wasn’t his long-term fit. 06:00 – Moving into the Office & Finding His Lane Richard describes transitioning into operations, taking over inventory, organizing the warehouse, and digging into ServiceTitan, reporting, and payroll. 08:00 – Feeling Like an Outsider in the Industry Best-practice groups, rooms full of older owners, and why he felt like an alien—plus how Justin and the Blue Collar Success Group helped validate his different perspective. 11:00 – Enter the Blue Collar Nerd The origin story of the YouTube channel, combining contracting knowledge, acting skills, and tech fluency to help contractors understand complex software. 13:30 – Critiquing ServiceTitan… Then Working With Them How honest critique videos on ServiceTitan’s releases caught the company’s attention and eventually led to a partnership and a role creating official content. 16:00 – Why Release Notes Need a Translator Why so many owners ignore release emails and instead rely on video breakdowns and visual examples to understand what actually matters in each update. 17:30 – The Ultimate ServiceTitan Guide Richard explains what the guide is, how it’s structured (modules by function), who it’s for (from beginners to advanced users), and why it’s designed as a searchable library rather than a linear course. 21:30 – Searchability, AI, and Fast Answers for Teams How full-text search and an embedded AI assistant make it easy for team members to find specific features, workflows, and how-tos without wasting time. 23:30 – How Real Contractors Are Using the Guide Justin shares how his team uses the guide to train new team members in accounting and reporting without overwhelming them with dispatch or other modules. 25:30 – Underused Features That Help Technicians Richard breaks down conditional logic in forms and configurable services—two features that reduce clutter, simplify choices in the field, and cut down on errors. 28:30 – Dynamic Pricing + Configurable Services How combining dynamic pricing with configurable services keeps pricing accurate while keeping the pricebook lean and more user-friendly for techs. 29:30 – Final Thoughts & How to Connect Richard shares how to learn more about the Ultimate ServiceTitan Guide and the best ways to reach him online. Keywords#FreedomBlueprintPodcast #BlueCollarNerd #RichardKohberger #ServiceTitan #UltimateServiceTitanGuide #HomeServiceBusiness #HVACBusiness #ContractorGrowth #TradeBusiness #FieldServiceSoftware #HomeServices #Dispatching #Pricebook #DynamicPricing #TechnicianTools #BusinessSystems #SmallBusinessGrowth #ServiceTitanTips #ServiceTitanTraining #YouTubeForContractors Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show InformationEpisode Number: 122 Date: December 8, 2026 Duration: 36:19 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Scott Irwin Company: Network Plumbing, Electrical and Air Conditioning Email: scott@blueskynetwork.com.au Guest Website: https://networkplumbing.com.au/ Summary In this episode, Justin sits down with Australian trade veteran Scott Irwin, who has grown his company from one truck in 1987 to more than 120 trucks and 100+ team members across Sydney and Melbourne. Scott shares how the business evolved from single trade to multi-trade (plumbing, air conditioning, electrical, and handyman), and why leveraging an existing customer database is the fastest way to expand services without exploding marketing costs. They unpack the real impact of AI on the trades, the shift from pagers and Yellow Pages to iPhones and ServiceTitan, and how software has completely changed dispatching, reporting, and scalability. Scott also tells the story of how he helped bring ServiceTitan to Australia, what that rollout looked like, and why software is a “Ferrari” that only works if you know how to drive it and actually implement. Scott closes with hard-earned advice for owners 3–5 years into business: stop procrastinating, believe in your worth, and charge properly. He’s bought multiple businesses where owners underpriced themselves into a broke retirement, and he’s on a mission to change that mindset. You’ll also hear how he’s built a culture where young techs are lined up at 5:45 a.m. with a smile, why your team is more important than your customers, and how to create customers “for life” by first taking care of your people. TakeawaysProcrastination kills growth – pick one thing, implement it, and move; stagnation is the silent business killer. Believe in your worth and price accordingly – many trade owners undercharge for decades and have nothing to show when it’s time to sell. Your existing database is your gold mine – adding trades (like electrical or aircon) to current customers is far cheaper than acquiring new ones. Repeat business is everything – Scott’s company runs on ~72% repeat clientele, dramatically lowering marketing costs and boosting profitability. Software isn’t a magic bullet – ServiceTitan (or any platform) only works if you already have solid processes and a commitment to implementation. AI will hit white-collar first, not the trades – but tech-enabled trades will win; the human relationship still matters most. Take care of your team so they take care of your customers – culture, belief, and genuine care create a place people love to work. Surround yourself with winners, not whiners – top operators in the trades are usually happy to help… if you actually execute on their advice. Chapters00:02 – Meet Scott Irwin: From “Down Under” to the Freedom Blueprint 01:02 – Starting in 1987: One Truck, Pagers, and Public Pay Phones 02:39 – Growing to 80+ Trucks in Sydney and 40 in Melbourne 03:25 – Single-Trade vs Multi-Trade: Why Aussies Are Finally Combining Trades 04:44 – Customer Acquisition Costs and the Power of Repeat Clients 05:31 – AI, White-Collar Risk, and Why Trades Are Safer (for Now) 07:49 – From Yellow Pages to iPhones: How Tech Changed Everything 10:06 – ServiceTitan, Reporting, and Letting Data (Not Emotion) Drive Dispatch 16:08 – How Scott Helped Bring ServiceTitan to Australia 20:22 – Building Community: The Rise of ServiceTitan Events in Australia 23:29 – Scott’s Advice to 3–5 Year Owners: Stop Procrastinating & Charge More 31:18 – 72% Repeat Clients and Educating Customers for Life 32:19 – Culture, Young Techs, and Why Scott Loves Coming to Work 35:05 – Empty Nesters, Travel, and an Open Invitation to Australia Keywords#FreedomBlueprintPodcast #PlumbingBusiness #HVACBusiness #ElectricalContractor #HomeServices #TradeBusiness #ServiceTitan #FieldServiceSoftware #BusinessGrowth #PricingStrategy #HomeServiceEntrepreneur #AustralianTrades #PlumbingCompany #HVACCompany #DispatchOptimization #CustomerExperience #RepeatBusiness #BlueCollarBusiness #TradeBusinessOwner #SmallBusinessGrowth Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show InformationEpisode Number: 121 Date: December 1, 2025 Duration: 15:22 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com ServiceManagerTraining.com SummaryIn this solo episode, Justin breaks down the five biggest leadership challenges every service manager faces—and more importantly, how home service business owners can help their managers overcome them. Whether your service manager is drowning in technician drama, struggling to hold people accountable, afraid of KPIs, buried in chaos, or burning out… this episode shows you exactly where the gaps are and how to close them. Justin shares real stories from 20 years in the trades, the hard lessons he learned from promoting great technicians into leadership without proper training, and a clear roadmap to transform your service manager into the leader your business desperately needs. If you’re ready for better performance, stronger culture, predictable revenue, and a business that can finally scale without you — this episode is your blueprint. TakeawaysThe technician-to-leader transition is the #1 place service managers fail — and it’s predictable. Tough conversations aren’t a personality trait; they’re a teachable leadership skill. Most service managers make decisions on gut, not data, because nobody taught them KPIs. Without documented systems, your service manager becomes the bottleneck that limits growth. Burnout isn’t a badge of honor — it’s a culture problem that destroys great managers. Every challenge is a skill gap, not a character flaw — and skill gaps can be trained. Chapters00:00 — Welcome & Why This Episode Matters 01:22 — The Technician-to-Leader Trap 05:41 — Why Difficult Conversations Don’t Happen 10:06 — KPIs: The Missing Link in Daily Leadership 14:42 — Systems That Scale (and Set Managers Free) 18:38 — Leading Without Burnout 21:55 — Why Training Your Service Manager Changes Everything 22:45 — Learn More About Service Manager Academy Keywords#ServiceManager #HomeServiceBusiness #HVACBusiness #PlumbingBusiness #ElectricalBusiness #LeadershipDevelopment #TechnicianToLeader #BusinessGrowth #ServiceManagerTraining #TradeBusinessSuccess #FreedomBlueprintPodcast Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show InformationEpisode Number: 120 Date: Nov 28, 2025 Duration: 32:16 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Email: podcast@JustinDeese.com Guest Co-Host: Kristen Deese Website: KristenDeese.com Guest Contact InformationGuests: Justin & Janeen Norquist Company: Just In Time Heating, Air Conditioning & Plumbing Website: www.JustInTimeHeroes.com Emails: • Justin – Justin@JustInTimeHeroes.com • Janeen – Janeen@JustInTimeHeroes.com Episode DescriptionThe contracting world has changed — fast. In this episode, we explore how leadership, technology, team culture, and customer expectations have reshaped the plumbing and HVAC industry. Recorded live at Service World Expo 2025, Justin and Kristen sit down with Justin and Janeen Norquist of Just In Time to unpack what the industry looked like 10–15 years ago versus today. From hiring for culture instead of résumés, to leveraging AI and modern training tools, to redefining emergency service and building a workplace where people want to stay—this conversation is a masterclass in evolving your business without losing your values. SummaryBuilding a sustainable contracting business today looks nothing like it did a decade ago—and the Norquists have lived the shift firsthand. Over 15 years, they grew Just In Time from a two-person 24/7 operation to a 24+ employee, culture-first organization anchored in core values, structure, and modernized training. They share how the expectation of “years of experience” has been replaced by hiring for attitude, work ethic, and alignment. Technology like Service Titan, Conduit, and Interplay has shortened training timelines from years to weeks, created consistency across the team, and helped them compete with underpriced one-truck operators in rural markets. The conversation digs into how AI is already becoming a powerful support tool for communication, leadership, and coaching—and why it should supplement thinking, not replace it. The group also explores generational changes in the workforce, the shift away from 24/7 emergency service, and how DISC profiles and value-driven leadership create stronger teams. It all wraps with a powerful leadership example: Justin’s year-long daily habit of walking a mile and reading every morning, which quietly transformed their entire company as the team joined in. TakeawaysExperience ≠ Alignment: A tech with 20 years in the field might still do things the wrong way. Hire for character and train the skill. Six-week ramps are the new norm: Modern tools have drastically shortened the path to productivity for new technicians. Tech unlocks consistency: ServiceTitan forms, digital proposals, and structured processes ensure every customer gets the same quality experience. AI is a force-multiplier: Use it as a thinking partner to refine communication, draft documentation, anticipate team questions, and coach technicians. Customers aren’t looking for the cheapest—just the clearest value: Tools like Conduit help simplify complex choices and separate your company from mispriced competitors. The workforce has changed—leadership must too: Today’s team members need vision, purpose, and healthy boundaries. Command-and-control is out; clarity and connection are in. 24/7 is no longer required: With smart communication and a values-led approach, you can reduce burnout, protect your team, and still keep customers happy. Culture must be visible: From interviews to team meetings to training rooms (with DISC profiles on the wall), values have to be lived, not laminated. Leaders go first: Personal habits radiate through the entire organization—your team will follow what you model, not just what you say. ChaptersOpening – Live at Service World Expo 2025 Just In Time’s journey: launching in 2010 & growing to 24+ employees Why hiring for “experience” backfires & culture-first hiring wins Faster training: from year-long apprenticeships to six-week programs How ServiceTitan created consistency across the team The shift to tech-enabled selling: Conduit, smart proposals & digital options AI in the trades: writing, coaching, thought-partnering, and leadership support Generational differences & evolving leadership styles Saying goodbye to 24/7 service without losing customers Redefining emergencies & using qualifying questions DISC as a communication tool & posting profiles for team awareness The power of peer support & accountability Justin’s daily mile + reading habit and the ripple effect across the team Closing thoughts & gratitude from the live audience Keywords#FreedomBlueprintPodcast #JustInTime #JustinNorquist #JaneenNorquist #JustinDeese #ServiceWorldExpo #HVAC #Plumbing #Contractors #Leadership #CompanyCulture #HiringForCulture #ServiceTitan #Conduit #AIInTrades #TechnicianTraining #HomeServices #ModernContractor #BusinessGrowth #ThenVsNow #GenerationalWorkforce #CoreValues #DISC #EmergencyService #IndustryEvolution #TreadmillAndBooks Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show InformationEpisode Number: 119 Date: November 27, 2025 Duration: 29:29 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Julian Crawford Company: APE Services Guest Website: Julian.APEServices@gmail.com  Summary In this inspiring live episode from Service World Expo 2025 in Las Vegas, Justin Deese sits down with Julian Crawford, the 20-year-old entrepreneur behind APE Services, an HVAC and plumbing company shaking up the home service industry in Central Florida. Joined by Tom Peregrino, former Service Nation president, the group dives deep into Julian’s journey — from graduating high school and rolling up his first line set to building a thriving business in less than two years. Julian shares how curiosity, courage, and calculated risk-taking helped him move from employee to entrepreneur before most people even start their careers. He also reveals how technology and AI have become game changers in his operations — from troubleshooting jobs to recording with Meta smart glasses. This episode is a masterclass in hustle, mindset, and modern leadership for the next generation of tradespeople. Takeaways🌟 Age is just a number when your mindset is growth-driven. 💡 Take risks when you have “nothing to lose” — use your season of freedom to learn and build. ⚙️ Technology (like AI and smart glasses) can transform the trades. 📈 “Hustle like you’re broke” — effort and consistency beat excuses. 🧠 Surround yourself with the right people; your circle defines your trajectory. 💬 The “magic sauce” for business success: implementation. Chapters00:00 – Live from Service World Expo 2025 01:00 – Meet Julian Crawford: 20-Year-Old Contractor and Entrepreneur 03:00 – From Graduation to HVAC Startup 06:00 – The Power of Taking Action and Meeting Mentors 10:00 – Risks, Rewards, and the Mindset of a Young Business Owner 14:00 – Using AI and Tech to Grow in the Trades 18:00 – Sacrifice, Discipline, and Focus on the Bigger Picture 22:00 – Lessons from Mentors and Early Entrepreneurship 25:00 – “Luck” is Just Preparation Meeting Opportunity Keywords#FreedomBlueprint #HVAC #Entrepreneurship #YoungEntrepreneur #HomeServices #Plumbing #AI #ServiceWorldExpo #Trades #BusinessGrowth #JustinDeese #JulianCrawford #APEservices #Mindset #Implementation #Leadership #TechnologyInTrades #SmallBusiness #Inspiration #ServiceNation Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show InformationEpisode Number: 118 Date: November 26, 2025 Duration: 24:10 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Matthew Abbott Company: Abbott Family Insurance Guest Website: Abbottfamilyagency.com Guest email: matthew@abbottfamilyagency.com Summary Live from Service World 2025 in Las Vegas, Justin and guest co-host/Virtual CFO Kristen Deese sit down with Matthew Abbott of Abbott Family Insurance to unpack a turnkey way contractors can legally lower taxable wages, reduce FICA/FUTA/SUTA, and still make employees whole—often putting ~$600 net back per employee per year. You’ll hear how a Self-Insured Medical Reimbursement Plan working alongside Section 125/105 cafeteria and medical reimbursement rules can be implemented without disrupting payroll, why it doesn’t tank Social Security earnings history, and how MEC options help smaller shops finally offer benefits that recruit and retain. Matthew also previews a no-sales-call, secure online pricing tool for employer benefits. TakeawaysCFO vs. Tax Pro: Same numbers, different goals—valuation vs. tax minimization can (and should) work together. Strategy basics: Pair Section 125 cafeteria plans with Section 105 medical reimbursements to lower taxable income while reimbursing employees to keep take-home whole. Contractor impact: Roughly $14,000 reduction in taxable wages per employee can net ~$600/year to the business per employee (on average). Compliance confidence: Matthew’s team backs implementations with audit support and experience working with audited public-sector groups. W-2 & Social Security: Taxable income drops, but reported gross for things like loans and long-run Social Security calculations remains intact. Benefits mix: Combine MEC (Minimum Essential Coverage) for affordability with buy-up major medical options to boost enrollment and retention. Coming soon: A secure, contactless employer-benefits pricing tool to compare plans without the sales-call gauntlet. ChaptersMeet Matthew Abbott & why taxes ≠ growth: setting CFO vs. CPA expectations What is a Self-Insured Medical Reimbursement Plan (and why big companies already use it) How the plan flows through payroll: pre-tax reduction + after-tax reimbursement The math for contractors: shrinking FICA/FUTA/SUTA and capturing ~$600/employee/year Audit posture & why public-sector experience matters Tech-forward enrollments: simple portals and mainstream carrier networks/TPAs MEC plans for small teams: affordable entry + optional buy-ups W-2 box details, mortgages, and Social Security averages clarified Pricing pressure, retention, and avoiding “set it & forget it” benefits Announcement: contactless online pricing tool & how to reach Matthew Keywords#ContractorTaxSavings #Section125 #Section105 #CafeteriaPlan #MedicalReimbursement #SIMRP #SelfInsuredBenefits #FICA #FUTA #SUTA #MECPlans #EmployeeBenefits #HomeServiceContractors #VirtualCFO #Valuation #EBITDA #Recruiting #Retention #PayrollStrategy #ServiceWorld2025 Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show Information Episode Number: 117 Recorded at Service World Expo (October 2025) Date: November 11, 2025 Duration: 23:52 Host Contact Information Host: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact Information Guest: “The Hiking Tribe” (3 of the 9 women) — Kim Martin, Kristen Deese, and Company: Various (women from the trades) Summary Recorded live at Service World Expo 2025, Justin and guest co-host Kristin Deese sit down with three members of a nine-woman “Hiking Tribe” who tackled the Grand Canyon’s Hermit Trail: 32 rugged miles over four days with ~35-40 lb packs, cliff-hugging traverses, and a brutal first day dropping ~5,000 feet. They share how permits pushed them from a planned rim-to-rim into an even gnarlier route, why trekking poles saved their knees, what camp life really looked like, and the surreal moment a supermoon lit the canyon like daylight. Most powerful of all: the solidarity—nine women from the trades choosing a hard thing, supporting each other through fear, tears, and triumph, and proving they can do it again. Takeaways Hard resets matter: four days off-grid (no music/speakers per leave-no-trace) brought unexpected calm and clarity. Downhill is the destroyer: 5,000 feet down over “Grand Canyon miles” taxed arms, triceps, and balance more than the climb out. Trekking poles made a huge difference. Team > terrain: nine women rotated help—tent setup, foot care, morale (yes, trail songs!)—so everyone got through the sketchy spots. Guides matter: smart food logistics and first-aid (especially feet) turned a suffer-fest into a safe, epic push. Choose hard things: testing limits builds personal strength at any age—then makes you hungry for the next challenge. Chapters 00:00 — Live from Service World Expo 2025 + intros (Justin & guest co-host Kristin) 03:00 — The “crazy idea” is born: bucket lists → Grand Canyon plan (permits derail rim-to-rim) 05:30 — Hermit Trail reality: bouldering with 35–40 lb packs + cliffside single-track 08:15 — Day 1: 7 GC miles, 5,000 ft down, and the helicopter daydreams 10:40 — Why downhill hurt more than uphill + the magic of trekking poles 12:10 — Camp life: tents, food logistics, and surprisingly great fajitas 13:50 — Silence, serenity, and the post-trip aversion to background noise 15:20 — Leave-no-trace: even music is a no-go; embracing the quiet 16:40 — Supermoon over the canyon: a wordless, teary, unforgettable night 18:05 — Support systems: fear spikes, trail songs, and looking out for each other 19:30 — The deeper win: confidence, age-defying grit, and planning the next one 21:10 — Justin’s closing: pride, perspective, and why choosing “hard” matters Keywords #GrandCanyon #HermitTrail #ServiceWorldExpo #WomenInTrades #Backpacking #HikingTribe #OutdoorAdventure #RimToRim #Resilience #Mindset #Leadership #Teamwork #Supermoon #LeaveNoTrace #PersonalGrowth #FreedomBlueprintPodcast Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show Information Episode Number: 116 Date: Recorded live at Service World Expo (Oct 2025) Duration: 30:38 Host Contact Information Host: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact Information Guest: Doug Wyatt Company: Synergy Learning Systems Guest Website: SynergyLearningSystems.net Guest Email: info@synergylearningsystems.net Gift to listeners: Free access to “Foundation 3: The Wordsmith” (42 micro-learnings / ~6 hours). Use the Contact form and choose the option for Justin’s podcast. Plus: entry for a $40,000 year-long training package giveaway (details via Doug’s team). Summary Live from Service World Expo 2025, Justin sits down with sales trainer and contractor advocate Doug Wyatt to unpack “closing without conflict.” Doug shares his “grandmother rule,” the seven foundations of effective communication, and why technicians should always present options (good/better/best) without projecting their own wallets onto the customer. He role-plays a simple framework for the #1 stall—“I need to think about it”—by sorting it into three buckets (questions, wrong recommendation, price) and then “reducing to the ridiculous” to reframe value. Doug also digs into mindset, the Pareto principle in your shop, recruiting A players (and curing/cutting culture cancers), and his 52-week path to mastery that ties call center, field, sales, install, and leadership into one continuous implementation rhythm. Takeaways Present real options: many customers will choose premium when they understand value—don’t remove their choice. Handle “I need to think about it” with the 3 buckets: more questions, wrong fit, or price—then address the true issue. Use “rare listening”: reflect, relate, and keep resistance low—never dismiss concerns. Reframe price: “reduce to the ridiculous” (e.g., weekly cost over system life) to connect investment to everyday value. Master the third head: ops and technical matter, but communication is the multiplier. Build culture intentionally: recruit A players, grow hungry B’s, and address persistent problems decisively. Chapters Opening & why technicians “aren’t salespeople” (and why they actually are) The Grandmother Rule & values from the trades Options selling: good/better/best without bias Role-play: Defusing “I need to think about it” Price psychology: get to the real objection, then reframe value The three-headed monster: ops, technical, communication Pareto in your shop: focus on high-leverage people and activities Recruiting & culture: A players, standards, and steady improvement 52-week path to mastery & weekly role-plays How to claim the free Wordsmith training + giveaway Keywords #ServiceWorldExpo #FreedomBlueprintPodcast #DougWyatt #SynergyLearningSystems #HVAC #HomeServices #Contractors #SalesTraining #Communication #OptionsSelling #ObjectionHandling #PriceObjections #GoodBetterBest #Mindset #CallCenter #Technicians #Leadership #Recruiting #ParetoPrinciple #GrandmotherRule #Roleplay #TheWordsmith #52WeekProgram #ClosingWithoutConflict #PremiumPricing #CustomerExperience #Microlearning #LivePodcast #JustinDeese  Mentioned in this episode: SERVICE MANAGER ACADEMY 2026 WWW.SERVICEMANAGERTRAINING.COM

Show Information Episode Number: 115 Date: November 17, 2025 Duration: 30:10 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Kristin Deese Company: Virtual CFO for the Trades Guest Website: kristendeese.com SummaryIn this episode, Justin and Kristin recap a jam-packed travel season as new empty nesters, hitting major industry events like Pantheon, The Wealthy Plumber Hurrah, Vertical Track, Resideo, and Service World Expo. They share real-world stories from the road, from bleeding toenails at Vertical Track to people-watching in Venice Beach and Halloween in Vegas. Justin walks through their experiment with semi-private flying on JSX and compares the experience to traditional commercial airlines, explaining why time, stress, and flexibility matter more than legroom. The conversation then shifts into business mode as they introduce the upcoming Service Manager Academy and the Freedom Blueprint Live event, talking about why developing strong service managers is such a crucial lever for owners and what they’re seeing in the 2025–2026 revenue climate for the trades. Whether you’re a home-service owner, a service manager in training, or a contractor couple trying to design a life you love, this episode gives you a behind-the-scenes look at how Justin and Kristin think about travel, events, leadership, and the future of the trades. TakeawaysTrade show season is intense—but strategic. Pantheon, Wealthy Plumber, Vertical Track, Resideo, and Service World Expo each serve a different purpose, from networking to deep client work to staying ahead of industry trends. Partnerships are basically business marriages. Kristin compares taking on a partner to getting married—you’d better be okay being “married” to that person, because it’s a major, long-term commitment that requires intentionality, not just feelings. Semi-private travel (JSX) can be a game-changer. Skipping traditional terminals, security lines, and chaos gave them more time in LA and dramatically reduced travel stress—and in this case, at a fare that was less than a first-class commercial ticket. Relationships are the real ROI of events. Reconnecting with long-time friends, clients, and industry partners—and finally meeting Zoom-only clients in person—was a major highlight of Vertical Track and Service World Expo. Service managers need real training, not just a new title. Most service managers are promoted technicians who’ve never been taught leadership, coaching, or how to drive ROI—hence the launch of the 12-week Service Manager Academy. Freedom Blueprint Live is back in 2026. Justin and Kristin tease their next live event in Pensacola Beach and talk about why timing, location, and industry cycles matter when planning events for contractors. The revenue climate is shifting. Many contractors struggled to hit 2025 revenue goals, and Justin and Kristin are watching closely to see how 2026 plays out—and what owners need to do now in budgeting and planning. Chapters00:00 – Welcome back & crazy fall travel season 02:00 – Partnerships vs. marriage: why bringing on a partner is a huge commitment 04:00 – Pantheon recap: massive show, great keynotes, and getting lost in the crowd 05:30 – The Wealthy Plumber Hurrah & Kristin’s Grand Canyon backpacking detour 06:30 – Vertical Track & Garage Door Freedom: finally meeting Zoom clients in person 07:30 – Resideo show, alarm vs. HVAC split, and their thoughts on LA vs. “Lower Alabama” 08:45 – Venice Beach, Muscle Beach, and world-class people watching 10:00 – Why Justin went hunting for alternatives to commercial airlines 11:15 – Discovering JSX: what semi-private flying is actually like 13:30 – Heading into Vegas, Halloween weirdness, and hiking Red Rock with expo friends 16:30 – Service World Expo recap & live podcast stage with Justin and Janeen Norquist 20:10 – Bonus podcast episodes dropping Thanksgiving week 22:00 – Launching the 12-Week Service Manager Academy: why it matters for owners 26:30 – Freedom Blueprint Live 2026 in Pensacola Beach 27:30 – Budgets, projections, and curiosity about the 2026 revenue climate 29:00 – Gratitude for the trades and closing thoughts Keywords#FreedomBlueprintPodcast #JustinDeese #KristinDeese #VirtualCFOForTheTrades #HomeService #TradesBusiness #HVAC #Plumbing #GarageDoor #ContractorCouples #BusinessPartnerships #Pantheon #WealthyPlumber #VerticalTrack #Resideo #ServiceWorldExpo #WeMeanBusiness #JSX #SemiPrivateTravel #BusinessTravel #ServiceManagerAcademy #ServiceManagerTraining #LeadershipDevelopment #OnsiteConsulting #FreedomBlueprintLive #PensacolaBeach #EmptyNestLife #EntrepreneurLife #ContractorLife

Show InformationEpisode Number: 114 Date: November 6, 2025 Duration: 45:24 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Tyler Williams Company: Mammoth Marketing Guest Website: — https://tylerwilliams.net/ SummaryFrom ripping windshields in Alaska to running a 75–80-client marketing agency for plumbers, Tyler Williams shares how niching down, building unforgettable brands (think “cereal box” vans), and focusing on tight service areas can beat deep-pocket competitors. We unpack the evolution from SEO/PPC to LSAs, why consistency and frequency matter more than hacks, and how AI is stripping away ad “placement” complexity—putting creative taste and storytelling back on top. We close with the operational linchpin: answer the phone, script your CSRs, and protect your ad ROI. TakeawaysNiche wins: specialize in one trade to go deeper, move faster, and communicate clearer. Brand loud: distinctive wraps + consistent presence = familiarity that lowers paid search costs. Consistency > spikes: treat marketing as a fixed percentage and multi-channel project, not a month-to-month switch. Stack digital + physical: reviews, PPC/LSA, and social work better when paired with community events and sponsorships you actually show up for. Win small, expand: dominate a few neighborhoods before chasing the whole metro. “Empires of influence” beat thin spend everywhere. AI’s shift: ad placement is commoditizing; creative taste and story are the new edge. Protect the spend: scripted, coached CSRs convert marketing into booked jobs. Chapters00:00 — Alaska to Florida: Meet Tyler & the Wealthy Plumber event 01:46 — Why Mammoth niched into plumbing (and loves it) 03:40 — Systems: from chaos to scalable ops inside an agency 06:11 — From TV ads to digital: Tyler’s start in advertising 09:30 — The “cereal box” brand approach & Prospector Plumbing origin story 13:00 — Budget by percentage, not vibes: momentum comes from consistency 15:17 — SEO→PPC→LSA: how competition and Google changed the game 20:20 — Digital + physical: events, yard signs, sponsorships that you show up for 24:28 — Don’t “serve Atlanta” with 2 techs: focus your service area 29:45 — AI’s impact: placement commoditized, creativity & curation matter 38:34 — Story sells: testimonials, reviews, and narrative ads 42:20 — Final advice: market more (and better), then answer the phone Keywords#PlumbingMarketing #HomeService #Branding #CerealBoxVans #LSA #PPC #SEO #GoogleReviews #CommunityEvents #ServiceAreaStrategy #NichingDown #ProspectorPlumbing #MammothMarketing #AIinMarketing #Storytelling #CSRTraining #PhoneScripts #TradesGrowth #HVAC #Plumbing #Electrical

Episode Number: 113 Date: November 3, 2025 Duration: 40:58 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Brigham Dickinson Company: Power Selling Pros Guest Website: powersellingpros.com SummaryBrigham Dickinson returns for his third appearance to tackle the big question on every owner’s mind: how does AI reshape customer service in the trades? He argues AI is a tool—not the boss—and the companies that win will double down on human connection while using technology to create more presence, speed, and consistency. We compare “McDonald’s vs. Chick-fil-A” service models, talk PE expectations and margins, and walk through concrete ways CSRs and techs can use AI to be more human (not less). You’ll hear Brigham’s Australia story about prepping contractors for tech adoption, why fear of AI is mostly noise, and a 5-part framework (Faith, Forgive, Founder, Feel, Finish) to strengthen body, mind, and spirit so you can lead with clarity in an AI world. TakeawaysAI is a lever, not a leader. Use it to coach, prep, and speed up work—but keep people front-and-center on the phones and in homes. Pick your model on purpose. “Endless sameness” call centers race to the bottom; a Chick-fil-A-style, human-first approach protects margins and loyalty. Presence sells. Great CSRs ask, listen, and surface unspoken needs—turning $200 service calls into comprehensive solutions. Technicians: let customers shop. Don’t wallet-judge. Offer modern options (e.g., comfort, IAQ, zoning alternatives) and let the homeowner decide. Adopt, don’t abdicate. Test tools, learn from peers, and integrate AI where it makes sense—without surrendering your standards or culture. Lead the whole person. Brigham’s “5 F’s”—Faith, Forgive, Founder, Feel, Finish—keep leaders grounded amid rapid change. ChaptersWhy AI Anxiety Is Overblown (and What to Do Instead) McDonald’s vs. Chick-fil-A: Two Service Models, Two Outcomes The CSR Advantage: Turning Needs Into Solutions Techs: Stop Wallet-Judging, Start Option-Building Adopting AI Without Losing Your Soul (or Margins) The 5 F’s: Faith, Forgive, Founder, Feel, Finish Action Plan for Owners: Train Humans, Let AI Assist Keywords#FreedomBlueprintPodcast #BrighamDickinson #PowerSellingPros #HomeService #HVAC #Plumbing #Electrical #CSR #CallCenter #CustomerExperience #AIInTrades #ServiceTitan #ChickFilAModel #McDonaldsModel #SalesProcess #TechnicianTraining #UpsellEthically #PrivateEquity #BusinessLeadership #Mindset #FaithAndWork #SmallBusinessGrowth

Show InformationEpisode Number: 112 Date: October 27, 2025 Duration: — 52:00 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact InformationGuest: Kristen Deese (Virtual CFO for the Trades) Company: Virtual CFO for the Trades Guest Website: — kristendeese.com SummaryJustin and Kristen break down a practical, no-pressure sales process for home services—from the first CSR touch to in-home presentation, financing, objections, and follow-up. The throughline: educate first, be intentional, and always set the next step. They also hit conference ROI (Pantheon!), why options beat one-price quotes, and how CSRs can “happy call” their way into more booked installs. TakeawaysYour sales call starts before the doorbell. Make it easy to do business (online booking/chat) and lead with empathy on the phone. CSRs are part of sales. Welcome new customers, ask how they heard about you, and gather “why now?” context. Educate first, then present. Use the customer’s own words (hot/cold rooms, pets, air quality) to tailor options. Offer options, not ultimatums. Good/Better/Best with clear benefits prevents a 50/50 yes/no trap. Start at “Best,” work down. Lead with financing. Present monthly payments on every job; it removes embarrassment and increases close rates. Handle “getting other bids” gracefully. Schedule a compare-and-decide visit with all decision makers. Make it a we decision. Never leave without a next step. Book a return visit, schedule the install, or set a precise follow-up time. Implementation is the silver bullet. Conferences pay when you apply one thing—immediately. ChaptersSetting the Stage: Event Season & ROI (Pantheon takeaways) Make It Easy to Buy: CSR’s role before the phone even rings New Caller Playbook: Welcoming, source tracking, and “why now?” In-Home Flow: Intentional first minutes, reading the room, and educating Options that Win: Good/Better/Best without overwhelm Financing First: Present monthly payments and approvals smartly Objections 101: “I’m getting other quotes” → schedule the compare meeting Follow-Up that Converts: “Happy call” into a sales call, without the pressure Culture Fit: Customer-first vs. revenue-first selling Close the Loop: Always leave with a scheduled next action Keywords#FreedomBlueprintPodcast #HomeService #HVAC #Plumbing #Electrical #SalesTraining #CSR #ComfortAdvisor #Financing #GoodBetterBest #EducateFirst #FieldSales #ObjectionHandling #FollowUp #Pantheon #ServiceTitan #Implementation #CustomerExperience #KristenDeese #BusinessSpouse #WhenYourBusinessPartnerIsYourSpouse

Show Information Episode Number: 111 Date: October 13, 2025 Duration: 43:37 Host Contact Information Host: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com Guest Contact Information Guest: Josh Crouch Company: Relentless Digital & Trade Automation Pros Guest Website: Relentless Digital: https://relentless-digital.com Trade Automation Pros: https://tradeautomationpros.com Summary In this episode of the Freedom Blueprint Podcast, Justin sits down with Josh Crouch—founder of Relentless Digital, co-host of the Service Business Mastery Podcast, and co-creator of Trade Automation Pros. Josh shares his journey from working full-time in HVAC to building an Inc. 5000 company, creating award-winning workplace culture, and helping trades businesses unlock new levels of efficiency with automation and leadership systems. From the power of one-on-ones and EOS implementation to automating repetitive tasks with tools like Zapier, Josh dives deep into actionable strategies that business owners can use today to grow their companies, retain top talent, and save hours of wasted time. He also offers a practical challenge for listeners to perform a time audit and start thinking strategically about marketing, speed-to-lead, and delegation. Takeaways Why building leadership skills is the ultimate long-term growth strategy. How EOS and regular one-on-ones can radically improve team performance and retention. The difference between automation, delegation, and optimization—and why the order matters. How trades businesses can use AI and Zapier to cut wasted admin hours. The importance of "speed to lead" in converting more customers. Why culture-focused companies attract and keep A-player employees. Chapters 00:00 – Meet Josh Crouch: Founder, Podcaster, & Automation Expert 04:00 – From HVAC to Relentless Digital: The Accidental Entrepreneur Story 06:30 – Building an Inc. 5000 Company & Winning Best Places to Work 09:20 – Leadership, Culture, and the Power of One-on-Ones 20:30 – Training, Roleplay, and Building Consistent Processes 25:00 – Tech, Tools & Avoiding the “Silver Bullet” Trap 27:30 – Automation, Delegation & The Zapier Advantage 33:00 – Josh’s Challenge: Time Audit & Marketing Response Speed 38:30 – TAP Into the Future: Upcoming Event in Savannah, GA 41:00 – Why Leadership Skills Can’t Be Automated Keywords #FreedomBlueprintPodcast #JustinDeese #JoshCrouch #RelentlessDigital #TradeAutomationPros #Leadership #BusinessGrowth #HomeServiceBusiness #HVACMarketing #Automation #Delegation #EOS #BusinessCulture #EmployeeRetention #SpeedToLead #Zapier #AIInTrades #CustomerExperience #ServiceBusinessMast

Show InformationEpisode Number: 110 Date: October 13, 2025 Duration: 35:02 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: Justin@JustinDeese.com Guest Contact InformationGuest: Angie Snow Company: ServiceTitan (Industry Advisor); Co-founder, Snow Business Coaching Guest Website: ServiceTitan.com | (YouTube) ServiceTitan channel for CSR training Gift to listeners: Save on the CSR Academy Live (Oct 16–17, Utah) with code FRIEND at CSRAcademy.com SummaryAngie Snow shares the real story behind her 2007 leap into HVAC, growing a husband-and-wife shop with four techs into a valuable, sellable company—then moving into coaching and her role as an Industry Advisor at ServiceTitan. We dig into the playbook: peer groups (Service Nation), hiring targeted coaches, embracing data (and why switching to ServiceTitan was a revenue inflection point), branding for exit, and implementing relentlessly. Angie also breaks down today’s hot topics—voice agents, AI-assisted dispatching, and practical ways owners can upskill CSRs and dispatchers to boost booking rates and revenue without losing the human touch. TakeawaysImplementation beats information: There’s no silver bullet—do the work you learn at events and from mentors. Invest in data: Moving to robust reporting changed decisions and growth trajectory. Train the front line: CSRs/dispatchers are the first impression; equip them and turnover drops while booking rate rises. Brand for the future: Build an asset that’s transferable (not personality-dependent) to maximize exit value. Adopt AI as a tool: AI can supercharge routing, reporting, and call support—freeing humans for higher-value work. Find your people: Best-practice groups and coaches accelerate every phase of growth. Chapters00:00 Welcome + why Angie’s story matters 02:35 Angie’s start in the trades & early realities of ownership 06:39 Building teams: service, install, maintenance—plus early mistakes 09:33 Mentors, Alliance groups, and hiring specialty coaches 14:21 Implementation > information (how to actually execute) 15:29 Pivot to coaching; launching Snow Business Coaching 19:20 Selling the company & life after exit 22:41 Data as rocket fuel: reporting, reviews, and why they switched software 25:49 Servant leadership & the ServiceTitan IPO moment 26:31 CSR/Dispatcher community: monthly Lunch & Learns + free resources 33:00 AI in the trades: dispatching, voice agents, and practical adoption 34:08 CSR Academy Live (Oct 16–17): what attendees will learn 34:48 Final advice: stay on the edge of innovation Keywords#FreedomBlueprintPodcast #JustinDeese #AngieSnow #HomeService #HVAC #Plumbing #Electrical #GarageDoor #ServiceTitan #CSRTraining #Dispatcher #CallCenter #BookingRate #BusinessGrowth #WomenInHVAC #AI #VoiceAgents #Implementation #ServiceNation #Pantheon #Entrepreneurship #Leadership #Branding #ExitPlanning #Reviews #DataDrivenTrades

Show InformationEpisode Number: 109 Date: October 6, 2025 Duration: 24:10 Host Contact InformationHost: Justin Deese Website: JustinDeese.com Contact: podcast@JustinDeese.com SummaryJustin gets tactical and breaks down the six must-have tools that keep home service owners out of firefighting mode and firmly in control: professional email, a real calendar system, a to-do/task manager, a CRM, cloud storage, and an AI assistant. You’ll hear practical examples (from ditching AOL/iCloud emails to connecting your CRM for automated follow-ups), favorite tools he personally uses (Google Workspace, Todoist, Trello), and why #6—AI—becomes your trainable digital assistant rather than a copy-paste end product. If you want fewer dropped balls, tighter operations, and more proactive days, this episode is your checklist. TakeawaysBrand your communication: Use a domain-based professional email to boost trust, consistency, and CRM integrations. Own your day with a calendar: One source of truth prevents double-booking, protects focus blocks, and actually makes vacations happen. Make progress visible: A to-do list/task manager helps prioritize, capture follow-ups, and rack up quick wins that build momentum. Don’t let money slip through cracks: A CRM tracks leads, jobs, follow-ups, and repeat business; choose the right fit (e.g., ServiceTitan, Housecall Pro, Jobber). Centralize knowledge: Cloud storage (Google Drive, Dropbox, OneDrive) prevents “lost SOPs” and makes team sharing simple. Train your AI, don’t copy/paste it: Use AI (e.g., ChatGPT) as an organized, context-aware assistant for drafts, analysis, and automation—feed it your MVV, avatar, and offers. ChaptersWhy today’s episode gets tactical Tool #1: Professional Email—credibility and consistency Tool #2: Calendar—blocking, reminders, and balance Tool #3: To-Do/Task Manager—priorities and wins Tool #4: CRM—tracking leads, jobs, and revenue Tool #5: Cloud Storage—SOPs and docs, all in one place Tool #6: AI—how to prompt and “train” your assistant Wrap Up: Start/Stop/Continue exercise to implement fast Keywords#HomeService #HVAC #Plumbing #Electrical #GarageDoor #ContractorTips #SmallBusiness #BusinessOwner #CRM #ServiceTitan #HousecallPro #Jobber #GoogleWorkspace #ProfessionalEmail #Calendar #TaskManagement #Todoist #Trello #CloudStorage #GoogleDrive #Dropbox #OneDrive #AI #ChatGPT #Operations #Productivity #Leadership #FreedomBlueprintPodcast #JustinDeese