In this episode, CF breaks down how to identify your perfect customer and learn what they truly care about before they ever need plumbing. You will learn how to answer their real questions, build trust early, and win leads without relying on the Google rat race.
💡 What You’ll Learn
How to define your avatar by identifying who buys, where they spend time, and why they take action
Why customers are not just buying plumbing repairs but buying comfort, safety, and peace of mind
How to market by answering customer questions first so you become the trusted local expert
⏱ TIMESTAMPS/CHAPTERS
0:23 Why avatar marketing matters in every trade
0:54 You are diagnosing the customer not just the plumbing
1:13 Why people finally call and what they actually value
1:29 Identifying who pays and where they spend time
1:45 What to say to people who are not looking yet
2:24 Reading the home and the situation to serve better
2:57 Understanding cultural expectations and customer experience
3:13 How great brands personalize service like restaurants and Disney
4:20 The golden rule who where and what to say
4:54 They ask you answer and why questions drive marketing
5:30 What homeowners really worry about before letting you in
6:20 Use team photos and videos to build trust before arrival
6:54 Become the advisor in your city by answering questions
7:26 Why entertainment and likability increase trust
8:21 Awareness is the real marketing strategy
8:37 How trust is built through impact not pressure
9:29 Small moments like shoe covers and respect create loyalty
9:44 Relationship building example using the turtle story
11:21 Why customers ask about pricing and how to address value
11:55 Not all products and installs are equal
12:29 The hidden gap when techs do not even offer upgrades
13:25 Why plumbing needs more education like other industries
13:56 Learn what works and apply the why behind it
15:00 Fighting broke fix mentality with education and options
15:16 Stop relying on Google and get known before they need you
15:40 Winning through kids pets community and organic trust
16:00 Why brand familiarity lowers lead costs and increases loyalty
16:19 Using a white labeled app to keep customers for life
16:51 Final recap know who where what and follow up to win
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This special New Year’s episode highlights the most impactful teaching moments from The Plumbing Sales Coach podcast. Learn how vision, professionalism, diagnosis, and service mindset create better customers, stronger teams, and higher revenue.
💡 What You’ll Learn
How trust and understanding drive customer confidence and close more jobs
Why vision and purpose matter more than tactics in plumbing and business
How professionalism and diagnosis separate average plumbers from top earners
⏱ TIMESTAMPS/CHAPTERS
00:18 Celebrating the best teaching moments of the year
01:07 The three-step in-home sales process and secret sauce
02:32 Building trust by tying every recommendation to the original problem
03:08 Why vision is the foundation of growth for plumbers and owners
04:44 Trust and understanding vs manipulation in sales
06:12 How professionalism builds confidence before words are spoken
06:56 Acting like a guest in the customer’s home
07:17 Being a contributor instead of a consumer
08:23 Making impact that lasts beyond the job
08:40 Why service plumbing is more than just installing pipes
09:30 Understanding people and personality types in the home
10:06 Increasing revenue by maximizing value per call
11:05 Creating raving fans through upgrades and better experiences
12:02 Why problem solving is the highest paid skill in plumbing
13:25 How tolerance of bad behavior destroys culture
14:39 Leadership accountability and protecting your reputation
15:11 Final reflections and New Year message
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In this episode, Chris breaks down the psychology behind getting your phone to ring by truly understanding your customer. Learn how empathy, avatar clarity, and showing up where your customers already are can transform your marketing, sales, and in-home experience.
💡 What You’ll Learn
How identifying your ideal customer avatar changes the way you market and sell
Why most residential service decisions are driven by emotion, trust, and familiarity
How to position your brand in everyday places so customers think of you first
⏱ TIMESTAMPS/CHAPTERS
00:23 Why empathy is the real driver behind leads and phone calls
00:55 Understanding why customers buy, not just what they buy
01:32 Marketing lessons from Disney and anticipation psychology
02:03 Who the real decision maker is in residential service work
03:33 Why most service calls involve homeowners and spouses
04:46 How understanding family dynamics affects sales and service
06:09 Why knowing your avatar changes how you communicate
07:19 Marketing based on where customers actually spend time
08:14 Real world branding examples that build top of mind awareness
09:26 How kids, schools, and community events influence buying decisions
10:52 Why being remembered matters more than being searched
11:57 Identifying your ideal customer and their habits
13:02 Why experiences beat discounts in marketing
14:07 How in home behavior impacts trust and conversion
15:03 Different motivations between spouses during buying decisions
16:00 How familiarity shortens the buying cycle
17:13 Why showing up where competitors are not wins
17:32 How empathy connects marketing, sales, service, and follow up
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In this Best Of Customer Psychology episode, Chris Fresh breaks down how homeowners think, what builds trust, and why customer confidence drives bigger yes decisions. Learn how empathy, professionalism, and clear value language change the entire conversation from the front door to the final option.
💡 What You’ll Learn
How to increase customer confidence by answering the real question What’s in it for me
The first rule for upset customers and why being apologetic builds trust faster than being right
How professionalism and first impressions directly impact your ability to sell higher ticket solutions
⏱ TIMESTAMPS/CHAPTERS
0:20 Best Of series focus customer psychology and service over sales
0:48 People remember how you made them feel
1:18 Consumer confidence comes from what’s in it for me
2:19 Using Google and resources to build trust and explain issues
4:06 Find the real reason they called today not just what broke
5:03 Culture and language should always serve the customer
5:31 How your view of customers shapes your results
6:57 Customers are already frustrated when they have to call a plumber
7:53 Rule one be apologetic and lead with empathy
8:52 Sympathy vs empathy and why it matters in service
9:44 Confidence rises with professionalism and clear explanations
10:12 Why customers sometimes say no because they doubt you can do the bigger job
11:09 Follow up on reviews and how small pricing shifts affect ratings
12:22 Customers bring baggage from past service experiences trust starts skeptical
13:14 First impressions parking driving appearance and professionalism
14:35 You must look like the 8,000 solution to sell the 8,000 solution
15:24 Wrap up serve your community and everything not just plumbing
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Handling upset customers the wrong way can damage your reputation faster than you can fix it. In this episode, Chris breaks down a proven process for de-escalating complaints, rebuilding trust, and turning negative experiences into long-term customer loyalty.
💡 What You’ll Learn
Why customers who experience a resolved problem can become more loyal than customers who never had an issue
The exact three-step process for handling upset customers without escalating the situation
How to protect your reputation and stop negative reviews before they spread
⏱ TIMESTAMPS/CHAPTERS
0:23 Why upset customers are a ticking time bomb
0:55 How negative reviews spread faster than the truth
1:30 The real key to customer retention explained
2:40 Why customers with a bad experience can become more loyal
3:14 How fear and the unknown destroy customer trust
4:08 Why the goal is not to make customers mad
4:23 Step one apologize and listen
5:29 The CarMax example and what not to do
6:38 How defensiveness escalates customer conflict
7:13 What to say when a customer calls angry
7:48 Step two remove excuse before assigning blame
8:37 Why arguing creates bad reviews and gossip
9:10 Let customers vent before solving the problem
9:58 How fear drives customer behavior
10:30 Why people talk more when they feel mistreated
10:48 Never come to conclusions on the first call
11:41 Why correcting customers too early backfires
12:28 Investigate before responding
12:45 Setting follow-ups builds trust
13:04 Step three present a fair game plan
13:35 How to validate customers without admitting fault
14:25 Using future value instead of refunds
15:18 Why being heard matters more than being right
15:49 The pendulum effect of customer emotions
16:21 Why seeking to understand calms conflict
17:16 Would you rather be right or rich
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Our first "Best Of" Podcast! In this episode you will learn how your mindset determines how you show up for customers, your team, and your life. Chris Fresh breaks down why service over sales starts in your head and how focus, habits, and mental discipline create long term success.
💡 What You’ll Learn
How your subconscious mindset controls your daily actions and results
Why failure only happens when you quit and not when you fall short
How protecting your mental inputs leads to better leadership and service
⏱ TIMESTAMPS/CHAPTERS
0:23 Why mindset impacts every part of your business and life
0:56 How the subconscious controls 95 percent of your decisions
1:22 The common trait found in successful people
1:56 Why failure only exists when you quit
2:35 Focus as the true ingredient to success
3:13 Why one moment does not define your future
4:19 How every customer interaction is an opportunity
4:56 The danger of being focused on the wrong things
5:29 Why mindset shifts must happen before tactics work
6:00 How focus on customers creates alignment in companies
6:33 Using lead measures to change outcomes
7:56 Treating your brain like a computer
8:28 How people and media can become mental viruses
9:18 Redefining respect and influence
10:18 How social ecosystems shape culture
10:54 Why the questions you ask shape your reality
11:51 Breaking old habits before building new ones
12:39 Why unrealistic expectations sabotage leadership
14:21 Why you don’t need to be great to start
14:53 Progress over perfection as the real goal
15:09 Why mindset is the first and last thing to work on daily
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In this episode, Chris breaks down the real financial impact of follow ups and why most plumbing companies are unknowingly leaving up to 20 percent of their revenue on the table. He explains how simple, consistent follow up strategies can improve profit, reduce lead costs, and strengthen long-term customer relationships.
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💡 What You’ll Learn
Why follow ups can increase your bottom line by up to 15 to 20 percent without changing anything else in your business
How customer memory fades fast and why timing is everything when reconnecting with past clients
The difference between sales-based follow ups and value-based follow ups and how one creates loyalty while the other repels customers
⏱ TIMESTAMPS/CHAPTERS
0:23 Welcome back and why follow ups matter now more than ever
0:41 The hidden revenue swing most companies overlook
1:17 Why marketing feels harder today and how buying habits have shifted
2:14 How Google LSA became a “red ocean” and why that impacts your business
3:08 What customer research revealed about how fast people forget you
4:49 The shocking 20 percent revenue left on the table
5:22 Understanding lead cost vs cost per acquisition
6:12 Why follow ups lower your CPA and make your marketing more profitable
7:06 The power of recapturing past customers instead of chasing new ones
8:21 Why follow ups must add value, not pressure
9:55 What value-based follow ups sound like in real life
11:20 How quickly customers forget who serviced them
12:55 Why customers don’t call back even after deciding to buy
14:35 Why timing matters and “time kills deals”
15:18 The role of advocacy and bringing value in every follow up
16:28 Why not following up is burning cash and relationships
17:40 Final takeaway — follow ups are service, not sales
18:03 Wrap up and reminder to serve your community
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In this episode, Chris sits down with Leah and Alvaro from 1-Tom-Plumber to unpack how strong branding and smart lead generation fuel a successful plumbing or restoration business. They break down why most new operators struggle to make the phone ring and how plugging into a proven brand and system can shortcut years of trial and error.
💡 What You’ll Learn
Why branding is more than a logo and how a memorable identity helps your phones ring consistently
How plumbing can be a powerful lead engine for restoration and other home service businesses
The role of Google, reviews, and a national footprint in driving profitable, high quality calls
⏱ TIMESTAMPS/CHAPTERS
0:02 Intro to The Fresh Approach and the mission of the show
0:39 Why starting a plumbing business is really about making the phone ring
1:45 Meet Leah and Alvaro from 1-Tom-Plumber
3:15 The power of branding and the “pink plumber” concept
6:50 Plumbing as a lead generator for restoration and other services
10:21 Proven brand and national footprint explained
13:25 How 1-Tom-Plumber supports franchisees with systems and models
19:44 Working directly with Google reps and managing online reviews
24:58 National convention, community, and vendor support
27:14 Monthly roundtables for owners, ops, dispatch, and sales
29:20 Chris’s recap and how to explore 1-Tom-Plumber further
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Getting everyone to move in the same direction can feel impossible, but it all comes down to one word: buy-in. In this episode, Chris Fresh breaks down how leaders turn ordinary companies into movements that inspire passion, unity, and real results. Whether you lead a team of 3 or 300, you’ll learn the psychology of buy-in and how to transform your business culture from the inside out.
💡 What you’ll learn
Why a bad plan with buy-in beats a good plan without it
The truth about motives and how they affect your team’s trust
The 3 rules of creating buy-in and unity across your organization
⏱ TIMESTAMPS/CHAPTERS
00:00 Intro — The Plumbing Sales Coach
00:23 What “buy-in” really means
01:22 Why people matter more than the plan
02:12 How motives drive decisions and loyalty
02:48 Why most businesses hit a growth ceiling
03:04 Movements vs. businesses
03:43 What makes a movement catch fire
04:38 How passion fuels recruitment and results
05:12 What your employees really work for
06:05 What Disney, Six Flags, and Cedar Fair teach us about vision
07:18 How movements carry people through hard days
08:10 Why Disney calls employees “cast members”
08:43 People don’t join companies — they join people and causes
09:14 How motives and movements create unity
09:50 Why revolutionary beats improved
11:26 Consistency: the real secret to buy-in
12:55 Why leaders must live the message first
13:51 Be the example — walk the walk
14:15 The three essentials for team buy-in
15:09 Closing message — serve your community in everything
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Selling in service plumbing isn’t about pressure, it’s about serving, educating, and helping customers make confident decisions. In this episode, Chris Fresh breaks down how to win at the door, diagnose properly, and present three smart options that shift the customer’s mindset from spending money to saving money. You’ll learn how strategic bundling such as repair or replacement, shutoffs, and softeners leads to better outcomes for both the homeowner and your company.
💡What You’ll Learn
The three-part sales framework for service plumbing: relationship, diagnose, and value stacking
How to diagnose beyond the obvious problem so customers understand why issues happen
How to present three intelligent options that shift the decision from spending money to saving money
⏱️ TIMESTAMPS/CHAPTERS
00:00 Intro and purpose of the episode
01:00 Why home service sales are easier than you think
02:15 The core framework: Relationship → Diagnose → Value Stack
03:21 Intro pitch and first impressions
05:00 How to diagnose like a doctor, not a mechanic
07:45 Avoiding the “first-date sales mistake”
09:44 How to educate without telling customers what to do
12:00 Presenting repairs, replacements, and softeners as options
14:33 Creating three intelligent options every time
17:21 Turning expenses into investments
20:51 Raising average tickets without pressure
21:53 Recap + conversion mindset shift
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Hiring and firing decisions directly shape the culture, performance, and reputation of your plumbing or home service company. In this episode, Chris Fresh explains how to identify toxic behaviors, protect your team, and build a workforce aligned with strong service focused values. You will learn why accountability starts at the top and how choosing the right people transforms your business from the inside out.
💡 What You’ll Learn
How hiring and firing decisions shape your company culture in plumbing and other home service trades
Why “what you tolerate” as an owner or leader sets the standard for your entire service business
How to attract and keep the right people who align with your mission of serving customers the right way
⏱️ TIMESTAMPS/CHAPTERS
00:00 Intro and welcome
00:48 Why hiring and firing define culture
01:52 What your CSR tone says about your company
03:30 Character, accountability, and respect
05:16 Real-world example: the late technician
06:45 Leadership tolerance and double standards
08:08 How “bad apples” infect morale
09:21 Why culture affects customer experience
10:13 Why owners never regret firing bad fits
11:10 The right people vs. wrong people
12:32 What top-performing companies do differently
13:45 Service plumbers vs. employees—mindset shift
15:32 Reputation and guilt by association
16:41 Accountability starts at the top
18:11 Culture is key: people over perks
18:47 Why good people stay with great missions
19:20 Final takeaways and mission reminder
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Sales in service plumbing is psychological, and your mindset determines how you perform in the home. In this episode, Chris Fresh breaks down how your conscious and subconscious mind shape your decisions, confidence, and ability to influence customers. You’ll learn how protecting your inputs, surrounding yourself with the right people, and investing in self-development can transform your sales results.
💡 What You’ll Learn
Why mindset, focus, and self-development are essential for consistent sales success
How the people you surround yourself with impact your confidence and performance
Practical ways to upgrade your mindset using books, podcasts, and intentional learning
⏱️TIMESTAMPS/CHAPTERS
00:00 Intro bumper
00:23 Sales Is Psychological – Episode overview
00:56 Conscious vs. subconscious mind explained
01:50 Hyper focus and learning from failure
03:01 The “data port” analogy for your brain
03:56 How influences program your subconscious
05:06 The power of music and mood
06:13 What you put in your body and mind shapes outcomes
07:01 How appearance and environment affect confidence
08:12 Changing the people and inputs around you
08:44 The danger of constant negativity and politics
09:32 Protecting your five data ports (senses)
10:05 Moving from reactive to proactive: self-development
10:55 Using time wisely with audiobooks and podcasts
11:19 Recommended mentors: Jim Rohn, Maxwell, Hardy, Ziglar
11:51 Books that build leadership and mindset
12:26 Learn from the root, not the sample
12:59 Faith, purpose, and the instruction manual for life
13:18 Growth or decline: there’s no neutral
13:35 Service mindset and leading through health
13:50 Closing thoughts and reminder to serve your community
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Sales in service plumbing is deeply psychological, and the way you present options can make or break the job. In this episode, Chris Fresh explains Omne Trium Perfectum, the power of three options, and how it shifts customers from “Do I buy” to “Which option should I choose.” You will learn how to stack value, create real deals, and turn more calls into profitable, service focused jobs.
💡 What You’ll Learn
How offering three value-stacked options shifts customer psychology, doubles your chances of a yes, and reduces price objections
How to build “good, better, best” solutions that match the customer’s real problems, priorities, and desired outcomes
How to use value shock and smart bundling to increase revenue while helping customers feel confident they’re getting a great deal
⏱ TIMESTAMPS/CHAPTERS
00:00 Intro
00:39 Why customers need choice
01:10 The three decisions every buyer makes
01:41 How adding three options doubles your chance to win
02:16 The psychology of a confused mind
03:09 Why people retain three ideas best
04:29 How to link options to customer values
05:05 Turning confusion into clarity
05:51 The role of FOMO in smart selling
06:26 Using value stacking to make options irresistible
07:38 Sell more by spending more time solving problems
08:33 The difference between earning per hour vs. per day
09:05 Why generic add-ons don’t work
10:10 Example: shower valves vs. shutoffs pricing
12:11 How “buy one, get one” beats discounts every time
13:25 Real-world case study: Louisiana repipe example
16:37 The power of free bonuses and perceived value
17:57 Value shock vs. sticker shock
18:30 Understanding customer psychology
19:22 Selling ethically through education and value
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Success comes down to one thing: focus. Chris Fresh breaks down why most people stall out and how to retrain your mind so your actions align with your goals. This episode provides a practical reset that helps service pros bounce back faster, stay consistent, and start building real momentum.
💡 What You’ll Learn
Why success is driven more by focus and persistence than talent, luck, or “perfect timing”
How your subconscious controls 95% of your thoughts and actions, and how to reprogram it for winning habits
How to respond to setbacks without losing momentum so you can stay consistent and move closer to your goals
⏱ TIMESTAMPS/CHAPTERS
00:00 Intro
00:23 The truth about success and failure
01:20 Hard work vs. luck — what really matters
02:33 Why focus is the foundation of success
03:46 The difference between trying and hoping
04:39 Focus explained through the camera analogy
05:17 The “fog of war” and life’s unknowns
06:28 How losing focus leads to destruction
07:23 How to get your focus back
07:55 The science behind the subconscious mind
08:34 Why your thoughts control your results
09:16 Life is a series of decisions — make better ones
10:18 How focus helps you stay grounded through storms
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Most sales are won after the visit, not during it. In this episode, Chris Fresh explains why follow-up is one of the most profitable and overlooked tools in service plumbing and how to use it to recover lost bids, rebuild relationships, and close upgrades customers truly want. You’ll walk away with a simple system that boosts conversions without pressure or gimmicks.
💡 What You’ll Learn
How to structure follow-ups that start with service, not sales, so customers immediately feel valued and responsive.
How to “book a meeting from a meeting” to secure the next conversation and dramatically improve close rates.
How to use the “now and later” follow-up strategy to capture decisions customers already made but never communicated.
⏱ TIMESTAMPS/CHAPTERS
00:00 Intro
00:23 Why “The Fortune Is in the Follow-Up”
01:16 Lessons from top sales funnels
02:06 How life’s distractions kill deals
03:39 Why time is the killer of all sales
05:00 Capturing the decision before it fades
05:34 Real example: The follow-up that turned into a $4500 job
09:45 Why follow-ups must start with service, not selling
11:59 The rule: Always book a meeting from a meeting
13:23 How to handle “We’re getting more quotes”
14:46 Follow up now and follow up later
16:17 The Porsche story — service that sells itself
18:39 Turning good service into powerful marketing
19:44 How to follow up using repair, replace, upgrade
20:16 Final thoughts: service over sales
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Most owners think low sales come from lazy techs or weak motivation, but the real issue runs much deeper. In this episode, Chris Fresh explains why culture, environment, and leadership messaging determine whether your team sells confidently, under performs, or quits and what you can change today to transform results fast.
💡 What You’ll Learn
How culture, training, and clear processes directly impact your techs’ ability to sell consistently
Why messaging from leadership can build trust , or destroy it in seconds
How to create an environment where techs naturally improve, take ownership, and promote the company
⏱ TIMESTAMPS/CHAPTERS
00:00 Intro
00:23 The real reason your techs aren’t selling
01:13 Culture determines behavior
02:23 Your attitude sets your altitude
03:35 Why people stop caring (and how to fix it)
04:44 The rule: good people leave when bad people stay
05:16 Case study: rebuilding culture from scratch
06:43 Why character matters more than skill
08:06 How your environment affects motivation
09:36 What a business that reflects its culture looks like
10:26 The power of consistent messaging
11:06 The hidden cost of mixed messages
11:56 Sales is about solving problems, not chasing dollars
12:28 Every home has hidden plumbing problems waiting to be solved
13:19 How trust and authenticity drive real sales
14:38 The truth about selling — make a friend, find a need, fill the need
15:30 Why authenticity wins in a noisy world
16:03 Three steps to build a winning culture
16:36 Final thoughts: attitude, altitude, and always serving
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Trust is the number one factor that determines whether customers say yes to your solutions. In this episode, Chris Fresh explains how customers form opinions within seconds and why your appearance, questions, and transparency shape their willingness to buy. You’ll learn how to position yourself as the trusted expert who can solve the problem they called for and the deeper issues they never knew existed.
💡What You’ll Learn
How first impressions, body language, and listening skills instantly shape customer trust and buying behavior
How to guide customers through questions rather than statements so they reach your conclusions on their own
How to create irresistible, value-stacked options that solve problems for today, tomorrow, and forever
⏱ TIMESTAMPS/CHAPTERS
00:00 Intro
00:23 The psychology of trust in sales
01:16 Why trust matters more than selling
02:21 Trust is the hardest thing to gain, easiest to lose
03:31 How customer perceptions affect trust
04:23 The importance of first impressions
04:40 Four triggers of trust in the home
05:12 Appearance and body language
07:56 Listening without rushing
09:19 Transparency in the process
10:26 Creating small “yes” moments
11:33 How to stay in sync with your customer
12:08 Showing you care through consideration
13:16 Building value through problem-solving
14:34 Turning trust into real-world results
16:04 The ICE method: Identify, Connect, Engage
18:21 Turning statements into questions
20:14 Value stacking and irresistible offers
21:39 How to connect plumbing problems to life problems
22:15 Real results from trust-driven sales
22:48 Final thoughts: Serve your community in everything, not just plumbing
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info@theplumbingsalescoach.com or call/text: 317-605-2284
Long days, repeat calls, and constant pressure can drain your energy and make plumbing feel like Groundhog Day. In this episode, Chris Fresh breaks down how to stay motivated by surrounding yourself with the right people, listening to the hard truth, and taking simple, consistent actions that move your life and career forward.
💡 What You’ll Learn
How the people you surround yourself with can either cap your potential or pull you toward a better version of yourself
How to recognize when you are drifting off course mentally and reset your focus before burnout hits
A simple three-step pattern to stay motivated long term by finding the right voices, listening to them, and actually implementing what you hear
⏱ TIMESTAMPS/CHAPTERS
00:00 Intro
00:23 The daily grind and why it sneaks up on you
01:17 When motivation fades and burnout hits
02:09 Why life can quietly push you off course
03:26 How to spot when you’re stuck in a rut
04:32 The importance of good people and timing
05:04 Your GPS for staying on track — relationships
06:18 Find people who are interested in you
07:08 Why you must listen to feedback
08:29 Letting people speak truth into your life
09:42 The power of humility and hearing hard truths
10:17 Listening isn’t enough — you have to take action
11:20 Personal example: when small choices add up
12:28 Why your friends might be right (even if you hate it)
13:34 Where to find the right people and how to grow with them
14:08 Final thoughts: take action and surround yourself with greatness
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Service plumbers across the country are earning six-figure incomes, and it has nothing to do with high-pressure sales tactics. It comes from problem-solving, communication, and working within the right company culture. In this episode, Chris Fresh breaks down the real skills, mindsets, and shop environments that empower technicians to earn more while genuinely serving customers.
💡What You’ll Learn
How top service plumbers diagnose deeper problems, communicate clearly, and create real value for customers
What separates six-figure technicians from average earners and how the right company culture accelerates success
How to choose (or build) a plumbing company that supports growth through training, leadership, and service-driven systems
⏱ TIMESTAMPS/CHAPTERS
00:00 Intro
00:23 Plumbers making six figures — it’s real
01:10 Who this episode is for (owners + plumbers)
02:06 The companies doing it right across the U.S.
02:44 Education and diagnosis over selling
03:22 Why trades are still the best career path
04:12 The nobility of plumbing — solving real problems
04:51 3 things every six-figure plumber masters
05:08 #1: Problem solving — diagnose the real cause
07:18 Real-world example: ceiling leak discovery
08:39 The framework for diagnosing and offering solutions
09:11 #2: Be a counselor — help customers process stress
10:17 #3: Be a financial advisor — build clear options
10:55 Repair, replace, upgrade — the formula for success
12:41 Why professionalism and appearance matter
13:34 The power of culture in six-figure shops
15:24 Assimilation — how great companies train and promote
16:49 Servant leadership and overflow culture
18:17 Sales strategy — why “service first” always wins
19:59 What to avoid: high-pressure, money-first sales tactics
20:42 Building a movement, not just a business
21:21 Event details: August 14–15, marketing and sales mastery
22:00 Final message: Serve your community in everything, not just plumbing
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info@theplumbingsalescoach.com or call/text: 317-605-2284
Every plumbing company wants more revenue, more leads, and better ticket averages, but most miss the proven systems that actually move the needle. In this episode, CF shares the exact strategies top service businesses use to double revenue by improving processes, maximizing each call, and building a brand customers trust instantly.
💡What You’ll Learn
How to increase ticket average by diagnosing deeper and creating high-value service experiences customers love
How to turn your brand into a local marketing machine that generates leads without relying on Google or paid ads
How follow-up can recover lost opportunities and add 2–3× more revenue from jobs you’ve already run
⏱ TIMESTAMPS/CHAPTERS
00:00 Intro
00:23 Would you double your revenue if you could?
01:03 Why “raise prices” isn’t the real answer
01:36 Success stories: Next Plumbing & Home Heroes
02:34 Real strategies behind their explosive growth
04:22 The secret to higher ticket averages
04:59 How to make more money per call
06:05 Turning one-time buyers into lifetime customers
06:38 The story that changed everything — service over sales
07:42 Friends don’t close friends: the service mindset
08:31 Everything is a billboard — creative local marketing
09:15 Build brand loyalty, not just leads
10:25 Why customers choose YOU over Google
11:12 How CF learned to outthink the market
12:22 Right marketing makes sales easier
12:40 How brand loyalty builds automatic trust
13:15 The fortune is in the follow-up
14:33 Why most companies lose 70% of potential revenue
15:42 Real-world follow-up call that turned into thousands
16:13 The August 14–15 event: a two-day fast track
17:40 Limited seats + bonuses (early bird pricing)
18:45 Final thoughts: Be the Disney of your market
👉 STAY CONNECTED
📸 FOLLOW on Instagram: https://www.instagram.com/theplumbingsalescoach/?hl=en
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📲 For more information on YOUR OWN BRANDED app, email us:
info@theplumbingsalescoach.com or call/text: 317-605-2284