How One Light Switch Call Becomes a $100,000 Job

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/4b0wLaZ or call us at: (214)-453-1591 $300 in. $100K out. Here's how Chris Roberts turns one light switch call into a rewire, re-pipe, drains, and a free water heater. Chris Roberts is CertainPath's first double Crown Champion. Last year he personally closed $5.1M in electrical, $2.3M in plumbing, and $500K in HVAC at Bailey Plumbing, Safety First Electric, and Comfort Heating and Cooling — three companies operating under one roof out of San Jose and Morgan Hill, California. This clip is the mechanism behind those numbers. The customer calls for a broken light switch. By the time Chris leaves the house, he's signed a rewire, a re-pipe, a drain job, and thrown in a free water heater — and he's coming back the next day in a different shirt to pitch HVAC. In this clip, you'll learn: • Why Chris never uses the word "finance" on a sales call (and what he says instead to unlock six-figure tickets) • The under-house inspection that turns every rewire into a re-pipe and a drain job • The ethical filter Chris uses to refuse jobs that don't need to happen — and why it builds trust • The "free" water heater move that closes the bigger deal • The "smell poop in your house" line that sells drain work • How Chris pivots to HVAC on Day 2 by simply switching shirts If you sell HVAC, plumbing, or electrical to homeowners, this clip is the blueprint for stacking trades on a single service call without losing the customer's trust. WATCH THE FULL EPISODE: This clip is from TSC Episode 220 with Chris Roberts. Watch the full episode for the complete playbook — the union-electrician origin, the "Two Costs and One Price" framework, the 4-option pricing system, and what motivates a man who's already broken the record. SUBSCRIBE: The Successful Contractor brings you weekly contractor growth interviews — real stories from real contractors about what's working to grow profitable home services businesses. CHAPTERS 0:00 — One Call. Three Jobs. (The Hook) 0:17 — Never Say "Finance" 1:07 — How a Light Switch Becomes a Re-Pipe 2:37 — The "Free" Water Heater Move 3:27 — The "Smell Poop" Drain Close 5:57 — The Day-2 HVAC Shift About The Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company. Meet the Guest Chris Roberts is the head sales manager at Bailey Plumbing, Safety First Electric, and Comfort Heating and Cooling — three home-services companies operating under one roof out of San Jose and Morgan Hill, California. A former union electrician, Chris transitioned into in-home sales his first year at Safety First, then took on plumbing and HVAC sales as the companies grew. Last year, he personally closed $5.1M in electrical, $2.3M in plumbing, and $500K in HVAC — making him CertainPath's first-ever double Crown Champion. Connect CertainPath: https://www.mycertainpath.com Show Notes The Successful Contractor Podcast is part of the CertainPath family. CertainPath is a business coaching program for residential HVAC, plumbing, electrical, and roofing contractors. For 25 years, we've helped contractors double their revenue, hit 20% net profit, and build teams that stay. With proven systems, professional coaching, software solutions, and a member community of 1,200+ strong — Success is Made Certain. Visit www.mycertainpath.com for more information. FOLLOW CERTAINPATH: Facebook:   / certainpath   LinkedIn:   / certainpath   Instagram:   / certainpath   #HVACSales #PlumbingSales #ElectricalContractor #ContractorSales #HomeServicesBusiness #InHomeSales #ContractorTraining #TheSuccessfulContractor #CertainPath #SalesProcess