Hire for Mindset, Not Skill

Hidden Gaps Costing Your Business Profit

Sup,

This week I’m talking mindset—The secret “sales tactic” that get’s you delivering better quality service and higher conversions long term.

Most home service businesses hire based on skills.

“Can you fix a faucet?”

“Can you clear a drain?”

Cool, you're hired. But here’s what you’re missing…

The best companies hire based on mindset, not just skills.

That’s why we put a system behind us to get more tech’s delivering better service.

But before we get into the details…

Get More Leads

You can’t do training without some solid leads first, and this is where Modernize delivers.

We’re using them for water quality leads, and from day one, it’s been smooth. Onboarding took two weeks, and now every lead drops straight into our call center, no hassle.

The best part? They actually check in with us every week to keep things dialed in. Last month? We pulled a 576% ROI.

If you need better leads, give them a look.

To get our tech’s working efficiently we aim to conduct a “Full System Evaluation.”

It’s the difference between a tech walking in, doing the job, and walking out, versus actually solving the customer’s problem at the root cause.

Take HVAC, for example.

A homeowner calls in complaining about a musty smell. A surface-level tech might do a quick duct cleaning and throw in an air purifier. Problem solved, right? Wrong.

Turns out, they’ve got a 50-year-old humidifier rotting inside their system. So while the tech may have solved the problem, they could have dug deeper.

A week later, the customer is calling again.

Now imagine a tech trained to think differently.

Instead of taking the homeowner’s complaint at face value, they step back and look at the bigger picture. They investigate. They diagnose.

They find the real issue and fix it right—the first time. That’s a Full System Evaluation.

This approach doesn’t just result in better service—it prevents call backs, builds trust, and increases ticket value.

More importantly, it turns customers into raving fans who know you’re the company that actually fixes problems instead of slapping band-aids on them.

When we bring on new team members, we don’t just look at their technical abilities.

Look at how they think.

Do they naturally want to solve problems, or do they just want to clock in and out?

Do they ask “why” when they see an issue, or do they just do what they’re told?

We can teach skills. We can’t teach mindset.

Train your team to think in Full System Evaluations, and you’ll watch your business transform.

Oh and while we’re talking GROWTH. Check out FieldPulse.

Businesses using FieldPulse see an average of 78% annual growth and are saving 5-10 hours a week on administrative tasks—HUGE!

If you're looking to streamline your ops before you can dive deeper into training, FieldPulse’s CRM platform is a game-changer.

Want More Insights on Training and Sales?

This week on the pod, we spoke about the best sales tactics for conversions in 2025.

What kind of questions your techs need to be asking and how to deliver better quality service. If you’re trying to grow with the best tech’s behind you, give it a listen.

Episode Highlights

• Best practices call by call
• Soft selling VS Hard selling
• How to close more deals

Have a great weekend. 👊👊

John

Disclosure: This newsletter includes sponsored content. However, all opinions expressed are entirely my own.