Episode 288- Willie Ward

Summary

HVAC Masters of the Hustle: Episode 288 featuring Willie Ward

Release Date: September 16, 2024
Host: JDubMoneyMaker

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Introduction and Guest Background

In Episode 288 of HVAC Masters of the Hustle, host JDubMoneyMaker welcomes Willie Ward, the dynamic owner and operator of Affordable Pro Heating and Air based in North Carolina. With twelve years of experience in the HVAC industry, Willie has made significant strides, earning recognition that has led to multiple podcast invitations within a single month. Their conversation delves deep into the intricacies of building a successful HVAC business, the importance of perseverance, and the strategies that have propelled Willie to the top 1% of the industry.

The Journey to Success: Willie’s Story

Willie begins by sharing his entry into the HVAC trade, highlighting the crucial role of mentorship in his early years.

Willie Ward [03:26]: "I had a mentor that taught me everything. And I just, after that I just, I didn't quit. That's pretty much it. I didn't quit."

He emphasizes the significance of not giving up, even when faced with obstacles and slow progress. This unwavering determination is a recurring theme throughout the episode.

Overcoming Challenges: The Power of Persistence

The conversation shifts to the common reasons why individuals in the trades often fail—their tendency to quit in the face of challenges.

Willie Ward [03:54]: "I could have thrown the towel then, but if I would have thrown the towel then I wouldn't be here where I am today."

Willie discusses the mental resilience required to push through difficult times, asserting that persistence is key to long-term success.

Scaling the Business: Hiring and Rebranding

As Affordable Pro Heating and Air evolved, Willie took the significant step of hiring his first employee, transitioning from a one-man operation to a growing team.

Willie Ward [04:38]: "I'm trying to take this other foot and go ahead another guy and get another van and I'll do the thing, man, the whole nine yards."

He also addresses the strategic decision to rebrand his company, moving away from the "Affordable" moniker to better reflect the quality and expertise his business offers.

Willie Ward [05:16]: "With this new Freon coming out, it's definitely not going to be affordable."

The Role of Networking and Social Media

Networking emerges as a pivotal factor in Willie’s growth. Attending industry expos allowed him to refine his business processes by learning from other successful owners.

Willie Ward [06:17]: "If you use it the right way, it's magical. Picture someone that could give you an answer right then and there, a real true answer to your problems."

Additionally, Willie emphasizes the importance of leveraging social media to enhance visibility and attract new clients.

Willie Ward [15:42]: "Hashtags are your everything. If all your videos don't have hashtags, then you're losing."

Developing Company Culture and Training

Willie highlights the critical elements of building a robust company culture, focusing on accountability and comprehensive training.

Willie Ward [28:24]: "Accountability in the business is so important. You gotta hold everybody accountable and make sure everybody's on all cylinders."

He explains that training not only ensures safety and efficiency but also fosters a cohesive team environment.

Willie Ward [29:10]: "Training is probably the second high key behind accountability because you got to be able to train your staff on systems."

Future Plans and Vision

Looking ahead, Willie outlines his two-year plan, which includes completing the rebrand, expanding his team, and increasing revenue to reach the million-dollar mark.

Willie Ward [11:01]: "My two-year plan is to do the rebrand, probably hire two or more guys and just like really gun it all year long until we reach that one million revenue."

His five-year vision involves further scaling the business, maintaining transparency, and potentially stepping onto larger platforms to share his success story.

Entrepreneurial Mindset and Multiple Streams of Income

Beyond HVAC, Willie is also the founder of Self Made Boss Apparel, a clothing line born from his passion for fashion and the necessity of diversifying income streams.

Willie Ward [22:35]: "Never put all your eggs in one basket. Never put all your eggs in one basket."

He advocates for building multiple revenue streams to ensure long-term financial stability and personal freedom.

Customer Relationships and Service Quality

Willie underscores the importance of treating clients like family, fostering long-term relationships that drive repeat business and referrals.

Willie Ward [17:46]: "Treat your clients like family. That's why I have grown. I treat everybody the same."

He also discusses the significance of excellent customer service, suggesting that building rapport and trust with clients can significantly impact business growth.

Willie Ward [33:18]: "If you make somebody laugh, they'll spend X amount of dollars with you, and refer you."

Key Takeaways for Listeners

1. Persistence Pays Off: Willie’s journey underscores the importance of not giving up, even when faced with significant challenges.
2. Strategic Scaling: Hiring the right people and rebranding at the right time are crucial steps in growing an HVAC business.
3. Networking and Social Media: Leveraging industry events and maintaining an active social media presence can accelerate business growth.
4. Company Culture: Building a culture of accountability and continuous training fosters a cohesive and efficient team.
5. Multiple Revenue Streams: Diversifying income through ventures like apparel lines can provide financial stability and personal freedom.
6. Customer Relationships: Treating clients with genuine care and building strong relationships leads to repeat business and referrals.

Conclusion

Episode 288 of HVAC Masters of the Hustle offers invaluable insights from Willie Ward, a testament to what dedication, strategic planning, and a strong entrepreneurial mindset can achieve in the HVAC industry. His emphasis on perseverance, effective scaling, and fostering meaningful customer relationships provides a blueprint for aspiring and established HVAC professionals aiming to elevate their businesses to the next level.

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Notable Quotes:

• Willie Ward [03:54]: "I could have thrown the towel then, but if I would have thrown the towel then I wouldn't be here where I am today."
• Willie Ward [06:17]: "If you use it the right way, it's magical."
• Willie Ward [15:42]: "Hashtags are your everything. If all your videos don't have hashtags, then you're losing."
• Willie Ward [28:24]: "Accountability in the business is so important. You gotta hold everybody accountable and make sure everybody's on all cylinders."
• Willie Ward [22:35]: "Never put all your eggs in one basket."
• Willie Ward [17:46]: "Treat your clients like family. That's why I have grown. I treat everybody the same."
• Willie Ward [33:18]: "If you make somebody laugh, they'll spend X amount of dollars with you, and refer you."

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For more insights and strategies to elevate your HVAC business, subscribe to HVAC Masters of the Hustle and stay tuned for future episodes featuring industry leaders.

Transcript

[A]

This is H Vac Masters of the Hustle with your host, Jacob Moneymaker. Looking at the city like I already own it. You are listening to H Vac Masters of the Hustle podcast. And here's your host, J Dub Moneymaker. And welcome to episode 288. And I got a great episode for you all. And this episode is brought to you by a Nuva thermostat. And this is the thermostat that is made by the contractor. For the contractor. You could personalize brand your brand on the thermostat. And this also retains your clients as well, the personalized app as well. Check this out. I'm going to hide this. Show this in the screen.

[B]

Boom.

[A]

You could also personalize the app with your logo as well. Check it out again, Nuva. If you guys want to reach out, reach out@jduback masters of the hustle.com. but like I said, I got a great episode for you all today. First off, smash the subscribe button. Make sure y'all share this podcast because this is helping thousands and thousands of people all across the nation help get to the next level. And this is what this episode's about. Right here is I got a great guest that, you know, he is a small local contractor, but he is making a big imprint within the nation. And he even said it. I saw a post today, people want him on their podcast. This is the third podcast he's done within the last month. Let's welcome Mr. Willie Warden to the hot seat. What is up, Mr. Willie?

[B]

What's going on, my man?

[A]

Man, you just got that radio voice, too. We were talking about before I hit the live button. And I was like, man, this is going to be a great episode with the radio voice. You're the one that's going to keep everyone engaged, not me.

[B]

Yeah, they always said I had like a radio voice or one like before, there was like, when we had radio back then, we had like the TV shows, you know, like at the after hours when your phone was free after nine, you could hear them talk, you know?

[A]

Yeah, right. For those of you that. That don't know, Mr. Willie Willie's out in North Carolina and he is the owner and operator of Affordable Pro Heating and Air. Willie, first off, talk about how did you become a gentleman working in the trades of H Vac?

[B]

First off, I first started. I've been doing it for a while. I think today makes 12 years in the field. I started when I went to trade school, got into the trade. I really started learning in the field once I Got into it. I had a mentor that teach me everything. And I just, after that I just, I didn't quit. That's. That's pretty much it. I didn't quit.

[A]

And that's what it means, right? Not quitting. I mean, let's talk about that real quick and let's highlight that on maybe this podcast, an episode of not quitting. Because I think that's where people, I mean that's where failure comes from. I think is where people quit. They give up. They think these obstacles, challenges in front of them. What is your thought process of not giving up and you know, some of the obstacles and challenges that you had to overcome?

[B]

I, I guess it's just. It don't matter what, be honest. It doesn't matter what background come you come from. You could be orange, black, yellow, purple, pink, whatever you come from, it really comes within. Cause there've been times where I just wanted to say, hey man, this, it's not working. I'm not seeing any progress. I could have thrown the towel then, but if I would have thrown the towel then I wouldn't be here where I met today. And that's just the testimony, you know.

[A]

Yeah. And so when you got your, your start in H vac and you became an owner and everything like that, for the, for the, the last couple years you've been running just a one man show by yourself. And I think last month I saw you post that you just hired your first employee.

[B]

Yeah, I hired my first time employee and I got a subcontractor on speed dial. Anytime it's a project or something need to be done, he's showing up with his tools and everything. So I got like a, my foot in and now I'm trying to take this other foot and go ahead another guy and get another van and I'll do the, you know, do the thing, man, the whole nine yards. So including, including the rebrand. Yeah, yeah, yeah, yeah.

[A]

So you got a rebrand going on too?

[B]

Yeah, yeah. We're getting away from that affordable name, man. I know I missed the affordable, but we're in a time where things not affordable and then with this new Freon coming out, it's definitely not going to be affordable.

[A]

Yeah, I mean, that's very true. You know, let, let's talk about this. Let's, let's step back, gear back a little bit. First employee, first off. Congratulations, man. Because you know, that's the first step, you know, as I'm growing royalty out here in Sacramento, that's one thing that I had to Let go is as business owners, right. People are fearful to let go or to bring someone on because that's also another family that you have to provide for. Yeah, wife, kids, everything like that. Right.

[B]

So you take on whatever they got going on. Whoever you hire, you taking on everything. Yeah, you're responsible.

[A]

So, so talk about that as a leader. Like when did you feel like the right time was the right time? Because you know, I've seen other people on social media, you know, kind of hate on you because you've been a one man show and things like that and said, man, just, just get out there. So I want to hear it from Willie. What was it that was like keeping you back but then also what was it that made you.

[B]

I would say, I would say my processes before, my processes was never right. I remember when I went to the expo, did the little dance and got secluded with different owners and I got different perspectives. So it's like it don't matter if you're a big company or small company the way you, you do your processes regardless in business, I'm a business person regardless. If I do H vac, if I do clothing, if I do podcast or whatever it is, everything is about processes. So when I got my processes in place, that's when I decided like, hey, yeah, I done did XYZ from service call installation. This is how I want it. This is how I want it reputated. So when people come in, it's the same product.

[A]

Absolutely.

[B]

So that's pretty much where I'm at as far as my processes and how I do about business and stuff like that.

[A]

How long did it take you to start developing your process and get it implemented?

[B]

I say, I say it took a full year. It took a full year. I got a lot of no sitting at the house charging what I needed my worth. And it start to now it's like every call I get a bang for my buck, you know, I'm making it worth my while. So because you could do a lot of calls and still see no revenue, that doesn't mean because your truck moving, it doesn't mean nothing because one person can, you could run your truck all week and make maybe 10,001 person can run that truck for two or three days and make 40, 50,000. So it's about processes.

[A]

Absolutely.

[B]

And the right opportunities.

[A]

The right opportunities. And knowing your worth too, right?

[B]

Yeah.

[A]

Standing the quality of work and the workman.

[B]

I think, I think that's what separate a lot of guys from smart all to, you know, being million revenue or More is. Is knowing your worth and standing on. A lot of guys don't do it. They scared. You know, once you get a lot of people or workers, you got to be able to pay payroll. So you got. You can't say no to a call. You know, they get stuck in that process as well. So. Yeah.

[A]

Yeah. What do you say to the people that are stuck in the process and. And they're been stagnant for years and, you know, they haven't seen much growth.

[B]

I'll probably say, be true to yourself. Most of it come from looking yourself in the mirror and then accepting. Accepting your flaws and addressing it right away. Most guys, they run away from it, and that's why they having that same issue. Sometimes you got to dress it right away, regardless if it's going to. I mean, as a boss, you know, if you address things, it's either going to be a profit or loss. Some people scared to take a loss, and sometimes you have to do that to gain more.

[A]

Yeah.

[B]

What I'm saying, you have to take a loss to gain more. Some people scared to take a loss. I think if they take a loss now, this days, with this economy, if you take a. A major loss, you might be out of business. But that. That's what we call the ones who don't quit the risk takers.

[A]

Yeah.

[B]

They say the bigger, the bigger the reward. Okay. Yeah.

[A]

All right. Absolutely. Willie and I love watching your hustle in your garden the last couple years, man. I've been a fan of yours from the outside quite some time now, rooting you on all the way out here from the great old state of California. But I want to kind of just go back to networking as well, because one thing that you said is you went to an event, right, and you were able to seclude yourself with some business owners, and you were really able to dial in a process or really understand what's possible. Right?

[B]

Yeah.

[A]

Talk about the power of putting yourself out there. And, you know, networking, it's magical.

[B]

If you use it the right way, is magical. Picture someone that could give you an answer right then and there, a real true answer to your problems. Just like how we come into a client house, they don't know H Vac, but they called us for a solution. So if you got people that you could call or be around a certain group that could give you a solution, that work magic, man, I'm not gonna lie to you. It speeds the process up. That's how you got a lot of companies that could. From doing 3, 400,000 to 2, 4 meal because they changed their processes and was listening to the right person and got them set up on certain things they needed for their business that they couldn't see. Sometimes things you can't see is what others can see from the outside, you know, because we, because when you're working, you just, you only focus on making money and revenue. That's the only thing we worry about is on the revenue and payroll and taxes. That's the major three things.

[A]

Yeah, yeah, I agree with you 100%. You know, talking about growth and mindset and everything. You know, Willie, as you continue to grow your team, I talk about really envisioning what that roadmap looks like. Right. What does your, your two year plan look like from now and your five year plan?

[B]

I'll probably say my two year plan is to do the rebrand, probably hire two or more guys and just like really just gun it, like gun it all year long until we get that, reach that one meal revenue and then after we get that ball rolling as far as rebranding, marketing, because you know it's going to be a headache is rebranding getting the truck wraps and then basically just getting them the material ready and then be ready for the outcome. Because a lot of guys ask for that type of work, but some guys are not ready to handle that. That's why God hadn't blessed you with making three or four meals, because that takes a lot of work. When you add the numbers up per month, that takes a lot of work. And for you to make at least a million H vac, that's. It's a ton of work. Right? It's a lot of work, a lot of manpower. So you got to be ready for that.

[A]

Yeah, 100%. You know, one thing I want to talk about and kind of shift gears right now is, you know, as you, as a smaller company, there's a lot of smaller companies that listen to this podcast. What were you doing some things of marketing or was it more of word of mouth?

[B]

It's more word of mouth right now. I haven't did any marketing yet. I haven't. I haven't did zero marketing. I haven't did zero marketing yet. I'm waiting till I do the rebrand because I don't want to brand this name and do marketing and people still calling because I get, if, if I had, if you spend maybe like a hot summer day with me and you see the calls that I get, I get good calls, but I do get the affordable cars and those calls would be crazy. So I'm trying to get away from. I really push it because if you look at all my reviews, it's not hey, affordable, did good. It's hey, Willie, did good. I put my name on.

[A]

Yeah.

[B]

So when I do rebrand and be like, hey, this so and so company, I the system.

[A]

Yeah.

[B]

All my reviews come from me and my system. So now that I know that the system is working now, I could duplicate that system with someone else and then someone else. Because everything goes from a chain of command from the, from the president to the, the workers and everybody else got to fall in place of the top guys. Not got his head on straight. Then how is it going to lead the pack?

[A]

Yeah. You know, one thing I, that we're doing out here at Royalty is I'm a big advocate, you know, as a smaller company for those of you that don't have much money to spend on marketing, you know, thousands and thousands of dollars. You know, some cheap things that you could do is testimonial videos. I'm always talking about testimonial videos, putting them on your social media and the different, you know, cities that you live in. Maybe the groups and things like that just put yourself out there in the community. We're sponsoring the high school. So we have probably about four different high schools within a 30 mile radius from us. And we're sponsoring all their scoreboards for the football game. So we got freshmen, JV varsity, Thursday, Friday nights in front of all the community. They have our logos on the scoreboards, they're making announcements throughout the football games of how we're sponsoring and promoting. It's just putting yourself out there. Next weekend we're working at the Chili booth. And you know, right now there's a lot of Halloween events that are coming up. And you know, I talk about how can you get yourself out there for free. You know, one of the things that we're also doing is in Auburn, California, tough shed has like 40 sheds and they're allowing companies to sponsor a shed for free and decorated and everything like that. And they have about 6,000 people that come through in a two day period. So it's like, how do you put yourself out there, Willie?

[B]

I'll probably say I started my content creating that really put me out there. Yeah, your hashtags is your everything. That's how people find you on social media. Hashtag. If you don't, if all your videos don't have hashtags, then you're losing, you're not gaining. Click. Anytime people in the city is looking for you they're using hashtags. So I started doing more content creating and got more people calling me. I never had a few calls from Tick tock Instagram. I did a one install. It was so crazy. Found me on Instagram. It was a salon him, his wife has and I put in a five ton. It was right down the streets. I could walk to the place but they found me on Instagram. That's the power of social media. If it wasn't for content creator he would never found me. Yeah, so it's multiple avenues. We live in a. This right here, this, this, this, this little thing.

[A]

Powerful tool.

[B]

Powerful tool if you use it the right way.

[A]

It's powerful and it's a powerful tool if you use it the wrong way.

[B]

I mean, yeah, we got a lot of guys still doing the old fashioned way, man. It's like we live in the 21st century. The new homeowners are not 80 year old people. They are people like my age and maybe younger, a little bit older. They on everybody's on social media. So it's like absolutely, you should be posting on all your platforms, have all your platforms and have hire someone that could post every day or pick content every other day. People will buy from me if they keep seeing it, period. I don't care who you are.

[A]

One thing that I liked you that you said is we're not going to the older homeowners anymore. Right. It's the younger generation that's buying generation coming up. I like that you you're talking about that. That's one thing I'm going to be talking about at EPIC 2025 at Orlando, at Disney World this year is you know what how do you transition your process to be a chameleon when you're going from an older generation to a new generation. And because people don't want to sit there and they don't want sales professional in their house for you know, three hours communicating and talking. How do you simplify this stuff? And so you could run a lot more efficient as well.

[B]

It's just adapting to the environment, man. Just a lot of people like funny clips, man. Do some funny clips or something, man.

[A]

Draw attention to yourself.

[B]

Yeah, yeah. If you gotta laugh. Yeah, just have fun, man. Just for about having fun, man. The client could laugh at you. Guarantee they gonna pull that wallet out and spend some money with you.

[A]

Yeah. You know one thing I really like is that you do put yourself out there and you know your, your memes and your reels and everything like that.

[B]

Yeah, yeah.

[A]

You're not scared to put yourself out there.

[B]

No, no.

[A]

You know, one people, you know, people are watching saying, man, you're the mean Lord.

[B]

Yeah, yeah, yeah. Everybody know me for the memes, man. Everybody know me for the memes, man. You just gotta have some fun out there, man. You laugh a little bit, make some money. It's a good life. People like to laugh, man. If you make somebody laugh, they'll spend X amount of dollars with you, man, and refer you.

[A]

Yeah, it's crazy what the industry of the trades of H Vac is allowed to do to people, Right? Like I tell people, there's no cap and no limit of what you can do in the trades of H Vac.

[B]

Oh, yeah, yeah, yeah, yeah, yeah. Most of my clients are mostly family members to me now. So I'm building a family, like a absolutely village, you know, with the village. They said the village. I'm building the village with my company people that I see every year, I see their kids, they might go through divorces. They might go through something like crazy in life. I'm still there. I'm still changing the filters. I'm still there. They still call me if they need me. And sometimes I talk to them, like, have real conversations with my clients. That. That's growth right there and within itself, like, treat your clients like family. That's why I have grown. I treat everybody the same. I don't care if you could spend $10, pay the service call, you can't do a new unit, or if you could pay for the service, call in the new unit, you still get the same, you know, saying the same service. I don't feel no hardship with you, you know.

[A]

Yeah, absolutely. And, Willie, one thing that I also want to talk about is you're rebranding and everything. So have you started the process of the rebranding?

[B]

Yeah, we're going to get it started after this summer, like going into the winter time. So I say probably about spring season. You might see a new name now as a.

[A]

As an owner. That's exciting, right? Like, talk about what is it kind of that you're envisioning right now? Or. Or do you not have anything in vision, really?

[B]

We still getting that? Man, I done drunk about two, three bottles trying to figure out a name. I even try to pay my clients to figure a name. I'm just trying to figure out a damn name. Instead of just calling it some crazy name and slapping a teddy bear on it. I'm trying to have something that comes back to me as the owner, like, represent me and what I stand for because at the end of the day, you, you, the owner and the company represent you. So. And it's your money, so you do what you wanted. Yeah.

[A]

So. So kind of to give you the layout of. Of royalty too. That was a hard come up was for the. The name and the vision of what I. I wanted to the brand to look like, right?

[B]

Yeah.

[A]

And one thing that I thought about is, you know, I'm in a different company every single week. And one thing that I really don't see at companies is royalty service. Like I'm talking about White Glove next level royalty service. That. That was one thing that I looked at was, you know, everyone is the king of their own castles. So that was a good logic and where our mission is to bring comfort to your kingdom. So that was our tagline. But that was what I had to think about was what was it that I felt like things were missing as I traveled to these companies and I felt like it was the royalty service. And when I talked to the rebranding gentleman that was doing our brand, that's what I told him. I was like, man, I want to do White Glove service, like top notch. And I feel like people aren't getting that royalty service. And I was like, you know what? That's it. Royalty. But I had to, I had to sit down and really contemplate too. Like, yes, I could, I could go through my notes with you, man. And I got so like just notes and notes of notes in my.

[B]

I already know. I already know.

[A]

I mean, look at this, look at this. Like, it just doesn't stop, bro. It doesn't stop.

[B]

So it's like, yeah, you gotta, you got to get that name right. Marketing is everything, man. If one bad marketing can ruin you for about three or five years, man, I'm fixing it. So absolutely. I want to do it the right way. I'm not in a rush. I want to do it the right way. So when I do it, it's done, it's final. And we was just going to run with it. You know, do you.

[A]

Who is doing it or have you talked to anyone about doing?

[B]

Everybody knows. I'm going to Dan. Everybody knows. All right.

[A]

Dan does great job. I love Dan Anelli, you know, kick charge and Dan, I. I love what he does and what he represents and what he's able to do to companies. You know, you see rebrandings and it's like, holy. They grew by, you know, not just hundreds of percents, but thousands of percent.

[B]

I have like five friends that got done Went to dance. So it's only right for me to be the sixth guy, you know, they all seen revenue. They all. I could call them right now. They all seen revenue. So it's like marketing and branding is so important, man. Gotta have a right brand.

[A]

You also have, you know, an entrepreneur mindset. And this is something that I wanted to get into because not only do you do H Vac, but you also have a clothing line as well. So talk a little bit about your clothing line and, and how that started and the name of that.

[B]

The name is Self Made Boss Apparel. I always, like, been into fashion, but I got heavy into it because, like, I always did H Vac. And this is one thing I always learned. Never put all your eggs in one basket. Never put all your eggs in one basket. I did H Vac and it. H Vac is good money. H Vac is always going to be good money. But it's always good to have multiple streams of income. You see these hands? Hey, I'mma get old one day. I don't. What's the point of having millions if you can't move it and. And live your life? When you get older, you be all, yeah, there's a lot of guys that retire from H Vac fat as hell. You know what I'm saying?

[A]

I really don't want to be fat as hell.

[B]

Nah. I want to be healthy. I want to be in Jamaica or something, though, you know what I'm saying? Traveling, making money. So the new wave, I mean, it always been the new wave, you know I'm saying, making money without hard labor work. So any other business I open up, it can't be labor. Sweat equity business. You get what I'm saying? A lot of sweat equity. And I put a lot of sweat equity running this H Vac business. A lot of sweat, blood, sweat and tears.

[A]

Late nights. Absolutely, man.

[B]

Literally.

[A]

Yeah. Hey, I. I hear you, brother.

[B]

That's why I salute to anybody that want to start their company. Because, like, hey, I done had guys. He may have been a good employee, but he want to do his own thing. Hey, do your own thing. And if it don't work, you can come back to me because this is not easy. You and I know a home service business. Not easy. It's not easy for to walk in a client house or a building and write a check for 20k. They gonna look at you crazy. It's not easy. You got to have some type of talent to do that. And I salute to any guys that's out there that's making it happen because it's not easy.

[A]

I. You know, you talk about the late nights, the grinds, the sacrifices. Right. People don't understand, I don't think. You know, when they start business, typically they start business because, you know, they're a really great installer, a really good service technician, but no one's a really good business owner. Right? So once they start it, they're like, oh, oh, it's like, what do we do? So talk about that. Like, have you always had. Because you said you're the. A businessman, right? So, yeah. Did you always have that business mindset.

[B]

Or who it's about? It's not about what you know. It's about who you know. I always had people in my life that I could call, say, hey, is this right? Or if I'm doing this right, Or I'm listening to their conversation and interpreting into my life. So I had a mentor. He was a businessman. He always told me, just make sure your numbers right. And just cause you can don't mean you should. That will always stuck with me. Just because you can, don't mean you should. It don't matter what you're doing. Just because you can, don't mean you should. So. And he always told me, don't, don't. Well, I made that myself. And then he applied it to not to be over your head, being someone that you not know your limits. Yeah.

[A]

Gold right there.

[B]

I told him to write a list because he got a lot of sayings. I'm gonna tell him, write a list, and I'm gonna put them on some T shirts. I might have them online for sale. But he always told me, the steady race wins the race. And it's true. Matter you big or small, steady race win the race, you know? Absolutely. It ain't about what you make. It's about what you can say.

[A]

Absolutely. We got people tuning in. We got Michelle Burkett. We got Tim Hook. You were just on the podcast, Tim. We got Jason Meldez. We got Omar Dominguez. Sorry if I'm butchering any of your guys's names or girls names, but I'm super excited, man. Like I said, Will's just dropping bombs. I. I've been watching Willie and his progress and his growth and being the small company out there, it's hard, right?

[B]

And it is hard.

[A]

It is hard being able to do and accomplish. I can't wait to see the rebranding, you know, continuing your growth of what you've been doing. But I also want to talk about, you know, not just the struggles not just your successes or anything like that, but what the. Like, do you plan on one thing that I, you know, you putting yourself out there?

[B]

Yeah.

[A]

I would love to see you on a platform, a stage. Like, does that come in line? Like, does Willie plan on ever being on stage or.

[B]

That's coming. That's coming. That's coming. After my rebrand, I always said after coming out my rebrand and after I get the real revenue, because I hate to talk about it, and then like, hey, I'm not making the money, so I got to make the money first. Let me make the money. Get, get to a, a 2, 3 mil, and then you'll see me on stage.

[A]

I, I think I will see you before that, Willie.

[B]

Probably so. Probably so. But that's, that's most important to me, just making that revenue and being transparent. I'm all about transparency.

[A]

Absolutely. And that's what, that's what I like about you is real.

[B]

Recognizes I'm not one of them fakers, man. I'm be transparent, man. And I'm not scared of much of anything, man. I, I started for a company from zero and then came to this. I mean, you could do it. I could do it. Anybody could do it. Put your mind to it and put your heart into it.

[A]

I agree, man. Now, as, as you continue to grow, you know, we were talking about your envisions of your two years, your five years, everything like that. How do you plan on hiring the right people? Because culture is a big thing, right. And one thing that you don't want is someone to come in and mess up the culture of the branding or, or, yeah. Company, you know. So how are you going to be strategic about your growth, bringing the right.

[B]

People, man, it all start with me, man, the man in the mirror. I'm about to hold myself accountable. Then it means I could hold you accountable as well. Accountable. Accountability in the business is so important. You gotta hold everybody is, Is important in the business. Nobody's less than, nobody's more than. So keeping everybody accountable and making sure everybody's on all cylinders is fine. Of course people have issues and, you know, dealing with family and stuff like that and stuff like that. Stuff we can't, you know, we can't help. You know, that's nature. But holding yourself accountable is so important, man. So that's probably one of my most high keys in my hiring process is accountability and owning up to your, to your, to your mistakes.

[A]

And then how often and how important is training and developing your team as well as yourself?

[B]

Training is probably the Second high key behind accountability because you got to be able to train your staff on systems and being things in place because you don't want nobody to come into your business. And we know H Vac is dangerous. One bad mistake blowing up some other house, that's, that's, hey, that could end the business. Oh, absolutely. Training and safety is so important, man. Training and safety and communication as well between the team members. If a good, a good team creates good growth. So everybody I see making good income, they seem like the teams work together from the installers to, to the service techs to the dispatchers. Everybody's interlinked with each other and therefore we come back from the beginning. The system that you set in place will help growth.

[A]

Absolutely. And that's one thing I think you just hit that really well is, you know companies that, that seem like they're doing very well, right? Yeah, they got, they got different departments, but there's no division. And it's all about the overall customer experience of how is that customer's experience from the way that the CSR answered the phone and then how was the transition from the CSR passing the baton out to a technician to go give that customer experience and then if it's a turnover, right. How do they potentially pass it to a comfort advisor to go out there? And then the biggest chink that I see in any company is always the install team and the sales department. Like that's always a clash, right?

[B]

Yeah, that's all.

[A]

So it's like how do you set the install team up for success so they don't drop the ball? Because we all have to think about this now. Your CSR is on the phone maybe three to five minutes, right? Your technicians out there, hour and a half, two hours. Your comfort advisors out there, hour and a half, two hours, maybe three. And then your install team, right. If we drop the ball from the sales guy transitioning that baton to the install team, all of a sudden they're going to go there at the bad attitude, right?

[B]

They're going to, yeah, they look up.

[A]

And then they're going to start talking.

[B]

I really think, I really think. Because some sales people, they really don't know H Vac.

[A]

True.

[B]

They don't care. They don't care to know the only thing they come in is, is for sales. But we living in a technology time, it's not hard to, you know what I'm saying? Or at least have a tech with you to go under, take pictures or install to come with you after you make the sale and take Pictures so they can let the whole staff know or the install crew, hey, this job is this. You have a portfolio of the installation down to the scuttle door, if this going to be in the attic so they could prepare themselves for the day. Sometimes when I was an installer, we didn't know whether we was going to go in the attic or crawl space. Was it going to be real tight? Is it wet under there? We just knew what we had to do. And, and if you keep doing that every week, it get kind of frustrating, you know?

[A]

Absolutely.

[B]

Yeah, yeah.

[A]

And that's where you see that you start losing also, you know, the elite of the elite installers, no one wants to work for you, right?

[B]

Yeah.

[A]

And if you want to bring the best of the best, you got to make sure that the best. You're treating them like the best of the best.

[B]

Yeah, absolutely.

[A]

And when you treat your people right, they treat your clientele right and that's what makes you growth. That's the, that's I think the secret sauce. And people try to complicate it, right? They try to over complicate it. It's like if you go in there and you deliver a hundred percent and you just focus on that customer relationship. Now, now I understand that we're there to provide a service and find out solutions and you know, do a diagnostic or whatever it is, but the thing that I teach most is you go in there and you set aside the business and you go in there and you create relationship first. Because a lot of times as technicians we're. It's our first time out there, maybe our second time out there. And if it is our second time out there, maybe they don't remember us. And the first thing as technicians that I see all the time is they go straight to the thermostat homeowner, turn the thermostat on and then they start walking in all the different rooms, right? And the homeowner's looking over their shoulder like, dude, what's this guy doing in my daughter's room? What are they doing in my master bedroom?

[B]

Like, yeah, I let the client do. Do the most of the talking, explaining so we could come up with a solution. And point me to the direction of where the unit at first, before I even take a step in any door, just have a light conversation with them will solve the ease for them, you know. So yeah, so if it is an issue and it's a major repair or install, they, they kind of like already, you know what I'm saying? They not defensive already. And they're not. And like, engaged. Like, oh, he's coming to do harm to me or he's going to do something to me. Just talk to him, have a conversation, a few laughs, and then go up there and go up to the attic. I always tell them, hey, I, I, I always say to make them laugh. If, if I feel like the room is intense, I say, hell, well, I'm, I'm see if I could come work a magic trick on this thing right here. I'm gonna see what's going on or just have just something, just say something. Some guys coming there and say just, they only say nothing at all. They come to the thermostat, barely wearing goddamn shoes, footies tracking in dirt. Now it's like, dan, oh, Now I need $5,000 for a repair. I'm like, what? So it's like it's processes, man. And we still going back to the processes.

[A]

Yeah. 100. You know, Willie, as we're ending the podcast, I got listeners from business owners, technicians, comfort advisors, installers, dispatchers. What would you like for them to get out of this episode of H VAC Masters of the Hustle?

[B]

I will probably say just the systems in place and just communicating between each other, because a good work environment creates good revenue, a real good work environment where everybody get along. I've been in work environments where, like, the installer had a shitty attitude, the sales guy didn't care. It's just like everybody has an important role in the business, regardless. If you're the small person, your, your role is important as well, man. Absolutely. That's the most important thing right there. People want to be the, the big guy or the top sales guy, but everybody got a role to play, man. So it's like there shouldn't be no competition within the business. It should be competition with out the business, with other companies, not within, you know, because if we are fighting within, how can we grow out 100%?

[A]

Absolutely. Dropping bombs right there. You know, I just gotta say, Willie, to watch your growth from the outside. The last couple years that, that you and I have been introduced, you know, just through social media and everything like that, I gotta command you, man. I can't wait to watch the rebrand and watch your growth after that, because I know you're gonna 10x it, you're gonna multiply it, man. You're shaking, you're moving. And I'm telling you, I cannot wait for you to be on a platform, to be on stage because, man, Mr. Willie, I don't know, man, you're very entertaining, I gotta say. Who knows what Mr. Willie Ward will say. Until next time. Y'all take care. God bless.

[B]

Yeah.

[A]

We survive like lion.