Podcast Summary: "From Convict to CEO - A Journey of Transformation with Weldon Long"
Episode Release Date: March 21, 2025
Podcast: The Home Service Expert Podcast
Host: Tommy Mello
Guest: Weldon Long
Introduction
In this compelling episode of The Home Service Expert Podcast, host Tommy Mello, a $200 million business founder and renowned entrepreneur columnist, sits down with Weldon Long, a remarkable figure whose journey from incarceration to leading successful home service companies serves as an inspiring testament to personal transformation and resilience.
Guest Background: From Adversity to Awakening [00:00 – 02:42]
Weldon Long opens up about his tumultuous past, highlighting his early life as a ninth-grade dropout involved in street activities that led to several prison sentences. He reflects candidly on the frustrations of blaming external factors—judges, prosecutors, ex-wife—for his circumstances.
Weldon Long [00:00]:
"I went through a lot of years of my life in those prison years, blaming the judges, the prosecutors, the ex-wife... Then one day it hit me... if I'm the problem, then I can change that, right?"
This moment of self-realization became the watershed moment that propelled him toward personal accountability and growth.
The Transformation Journey: Embracing Change and Education [02:42 – 25:40]
Weldon recounts his pivotal experiences post-incarceration. Released at 27 after his first stint, and again at 30 following further charges, he struggled initially but found his path through self-education and a determined mindset.
Weldon Long [06:28]:
"I built my first HVAC company from $0 in 2004 to about $20 million in five years and sold it."
During his second incarceration, Weldon immersed himself in literature that reshaped his worldview. Books like "The 7 Habits of Highly Effective People" by Stephen Covey and "Man's Search for Meaning" by Viktor Frankl played crucial roles in redefining his values around honor, integrity, and hard work.
He developed his Prosperity Plan, a personal manifesto, which he diligently meditated on daily, akin to Napoleon Hill's teachings in "Think and Grow Rich".
Sales and Mindset Strategies: Redefining Perceptions [25:40 – 53:00]
A significant portion of the conversation delves into the negative perceptions of sales within the home service industry. Weldon shares insights on how 70% of technicians associate the term "salesman" with negative traits like high pressure and dishonesty.
Weldon Long [13:50]:
"When you walk into any HVAC company and ask what the first word that comes to mind when you say 'salesman'... 70% have a negative word."
To combat this, Weldon emphasizes the necessity of mindset transformation. By identifying and addressing the root causes of these negative beliefs—often stemming from generational scarcity mindsets and cultural stigmas—companies can foster a positive sales culture.
He incorporates principles from Robert Cialdini, particularly the Consistency Principle, which involves securing public declarations from customers early in the sales process to align their future actions with their initial statements.
Weldon Long [50:09]:
"If I get homeowners to make public declarations that 'price is not the most important factor,' it drives their future actions toward trusting my recommendation."
Weldon also discusses the importance of storytelling in sales, making customers feel heard and respected, and building genuine relationships that transcend traditional sales tactics.
Storytelling in Sales: Building Emotional Connections [53:00 – 58:38]
Harnessing the power of storytelling, Weldon explains how sharing relatable narratives can deeply resonate with customers, eliciting emotions that facilitate trust and loyalty.
Weldon Long [58:07]:
"Maya Angelou said, 'People won't remember what you told them, but they'll always remember how you made them feel.' Stories make people feel."
He illustrates this with personal anecdotes, such as his experience with Tony Robbins' Personal Power program in prison, which fundamentally altered his approach to life and business.
Book Recommendations: Cultivating a Success Mindset [39:18 – 43:27]
Weldon shares his top book recommendations for those seeking radical mindset transformations:
- "The 7 Habits of Highly Effective People" by Stephen Covey
- "Think and Grow Rich" by Napoleon Hill
- "Man's Search for Meaning" by Viktor Frankl
- "The Power of Consistency" by Weldon Long
- "Consistency Selling" by Weldon Long
He emphasizes the enduring value of these works in shaping effective leadership and sales strategies.
Weldon Long [39:18]:
"I'm a big fan of some of the old school guys... James Allen is probably my favorite."
Closing Remarks: Overcoming Criticism and Embracing the Journey [58:38 – End]
In the final segments, Weldon and Tommy discuss handling criticism and the importance of remaining focused on personal and professional growth despite external negativity.
Weldon Long [62:41]:
"There's no finish line for me. It's all about falling in love with the process and the journey."
Weldon reiterates his commitment to continual improvement and his passion for helping others achieve similar transformations through his books and coaching.
Notable Quotes
-
Weldon Long [00:00]:
"If I'm the problem, then I can change that, right?" -
Weldon Long [50:09]:
"If I get homeowners to make public declarations that 'price is not the most important factor,' it drives their future actions toward trusting my recommendation." -
Weldon Long [58:07]:
"People won't remember what you told them, but they'll always remember how you made them feel."
Conclusion
This episode of The Home Service Expert Podcast offers a profound exploration of Weldon Long's journey from a troubled past to becoming a leading sales expert in the home service industry. Through candid storytelling, practical sales strategies, and a focus on mindset transformation, Weldon provides invaluable insights for entrepreneurs aiming to build resilient and successful businesses.
For those inspired by Weldon's story and eager to implement his strategies, his books—"The Upside of Fear," "The Power of Consistency," and "Consistency Selling"—are highly recommended resources available in both print and audio formats.
This summary encapsulates the essence of the podcast episode, highlighting Weldon Long's transformative journey, his sales philosophies, and the key takeaways for home service entrepreneurs. For a deeper dive into his methodologies and personal stories, listening to the full episode is highly encouraged.