One of the hottest topics in HVAC and the home services business…. Selling Tech vs. Sales Rep (Comfort Advisor / Project Manager) In this episode we debate the merits and pitfalls of both. This was one insightful conversation joined by an esteemed panel of HVAC pros.

Joined by Doug Wyatt of Synergy Learning Systems, Coral Whale - veteran HVAC professional , Ryan Bowman of Divergent Solutions, Seth Ure of SetSale.ai, and Zachary Friedman, of Old Coast Heating and Air.

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Chuck grew his home service and plumbing company from the ground up, starting in his garage and scaling it into a $20M+ business before exiting. With more than 25 years of experience, he now serves as co-founder of the Opus & Golds Group, where he leverages his strength in sales, leadership, and growth strategy to help owners build sustainable businesses. Chuck also co-hosts Catalyst for the Trades, a podcast dedicated to industry insights and growth.

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Valerie Heck is a ServiceTitan Certified Process Implementation Specialist and consultant dedicated to helping home service businesses grow with smarter systems. With experience leading operations in HVAC, plumbing, and electrical companies, she specializes in optimizing workflows, building sustainable processes, and driving profitability through technology. Valerie is also an active member of industry organizations including LadyTitans, WHVACR, NAWIC, and INWIC, and has authored featured articles in Contracting Business Magazine, ACHR News, as well as appeared on multiple podcasts. She brings a family-first perspective to her work, believing that strong processes not only grow businesses but also create lasting impact for teams and the customers they serve.

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Raymond Little is a full-time hustler, roofer, coach who believes in building people, not just businesses.... oh yeah... and he spent more than 11 years of his life behind bars...He has built companies from the ground up with grass-roots branding, door-to-door hustle, and a culture designed to develop leaders who will eventually outgrow him. For Raymond, success isn’t measured by money alone, but by how many people you can bring with you on the journey.He lives by the 4Fs: Faith, Family, Fitness, and Finance, weaving those values into everything he does — from raising his child to mentoring young entrepreneurs to scaling teams into multi–8-figure exits.Raymond’s journey has included judgment, doubt, and testing, but it has also brought freedom, focus, and blessing. His story is proof that hustle combined with faith can transform a life, and his mission is to help others write their own stories of growth, freedom, and success.His motto is simple: “Nobody cares — work harder. But when you do, bring people with you.”

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Stephanie and David Postell own and operate Anchor Heating and Air in Charleston, South Carolina. With over 30 years of combined experience, Stephanie and David know what it takes to run a business built on expertise, reliability and a passion for serving their community. They are both extremely active in the trades, and hosts of the "We Mean Business" and "She Means Business" events.Living in the community they work in has allowed them to build a build a business people recognize, and a business that is dedicated to their employees and customers. When Stephanie and David are not in the office (which is basically everyday) they love to ride their buggys in the mud, cheer on Clemson football, and spend time with their family.

What do all these podcast guests have in common?

1.) They were all selected for the AHR Top 40 Under 40 this year... 2.) They were all interviewed by yours truly on the So I Was In This House Podcast this past year or so... Coincidence? I think not.

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24/7 specialists - one answers calls, one follows up on estimates, one requests reviews. AI Employees —each designed for their specific role, in your customers voice.

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High quality HVAC products, ductless, VRF/VRV.

What’s going on in Phil Grego's mind? What’s got him hot under the collar? This hard working, ethical-minded $5M+ HVAC sales rep’s got quite a lot on his mind…In this episode we dive into some industry "trends". Phil was the VERY FIRST guest on the podcast and he’s one of the best and funniest people I know.

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24/7 specialists - one answers calls, one follows up on estimates, one requests reviews. AI Employees —each designed for their specific role, in your customers voice.

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High quality HVAC products, ductless, VRF/VRV.

USE PROMO CODE HOUSE 100 FOR $100 OFF REGISTRATION FOR SERVICE WORLD EXPO 2025.

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Jim Hinshaw is an HVAC legend with over 50 years in the industry!

He started his career in HVAC as a Trane rep, moved up to district manager for AZ, President of a mechanical contracting firm, VP of operations for a large residential contractor and spent 20 years as a consultant to the industry. Jim has helped train companies from 3 man operations to global companies, working with techs, sales teams, office staff and distributors (both inside and outside sales teams) all around the world. Jim joined Service Nation in 2020, and is now the HVAC Vertical Market Manager for Service Nation, helping members improve both sales and profits. He is also a writer for several industry papers and has two books published, working on three more.

In this episode we talk Service World Expo 2025 in Las Vegas and Jim's illustrious history in the home service world.

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