”Our main objective as a business is to sell a membership, sell service… We want to create a relationship for a long period of time to where we can scale our business.”
— Victor Rancour
Listen to the complete episode here:
Today, we’re super excited to have Victor Rancour, Owner of Absolute Airflow Heating and Air, Founder of the Service Hero App, and an HVAC sales expert who has excelled in business growth for the past seven years. Listen to the entire episode to learn how he did it and how he’s teaching technicians the blueprint to becoming millionaire business owners in just a few years! You don’t want to miss this episode!
To build a successful business, you need three things:
- A great product or service,
- The right pricing, and
- Effective marketing and Sales Tactics.
In the service business industry, all three components need to be executed quickly and efficiently in order to reach the growth you want.
Join Tersh Blissett and his co-host Josh Crouch as they talk with Victor about the major benefits of attending his Service Rocket Growth Summit coming up this October 20th-22nd in Las Vegas, Nevada.On asking about his thoughts on Service Growth Summit, he says, “If I would have gotten into this when I was 20… If I had known this opportunity was here, I’d be so f***in’ rich already it’d be stupid.” Click To Tweet
Tune in as they sit with an amazing coach, a leader with professional passion who shares tips about how to think positively even in difficult situations. Let his nuggets of wisdom goals guide you in owning a thriving, profitable, and ever-growing business.
(Victor Rancour is the Owner of Absolute Airflow Heating and Air, based in Orange County, California. Victor has been in the HVAC Industry for around seven years and has only been in business for less than four years. In that short time, Victor has built an HVAC industry powerhouse and is doing over Million in revenue. Tune in as he walks us through his journey and drops some valuable nuggets along the way!!)
Are you looking for valuable business advice to reach that seven-figure revenue mark? Do you want actionable tips to properly navigate through every business challenge you encounter as a tradesperson along the way? Then this podcast is definitely for you.
In this episode we discuss:
- How to get better at sales as a service business technician.
- Victor’s tactics for training skilled HVAC technicians.
- His top tips and advice on growing and scaling your business in 2022.
Victor talks about the KEY to Becoming a BIG Player in Your Trade’s Market.
[19:01-19:52] On asked “What are you using to train people?”
Victor says, “Obviously I have my training app for other companies, but for us, I have my brother’s full-time recruiter and trainer… right outside the door we have a full training facility…”
Victor shares tips on how to Convert Leads Into High-Paying Customers.
[25:00-26:54] – “The more stuff you peel apart, the more stuff you can find. It’s like peeling an onion… If you want to charge ten grand more than your competitor, you better do ten grand more of service. You have to have something that separates you..,” says Victor Rancour.
Victor Rancour Uses the “Service Hero” App to Train Technicians on How to Become Millionaire HVAC Pros.
[31:28-41:25] “My new technicians stay on it. My guys, look up to me because they understand I’ve been there… I want you to be a 33-year-old millionaire,” says Victor Rancour.
The main piece of advice Victor shares with us on the show for Service Business Owners is:
- “If you’re watching and wondering how you can get better, you gotta start putting yourself around successful people,” advises Victor Rancour. [40:40-41:54]
- How to get better at sales as a service business technician.
- Turning leads into high-paying customers
- How to grow your service business to become a leader in your market.
- Training and onboarding newly hired service technicians
- How Communication plays a key skill in succeeding as a sales technician
- Scaling your revenue through memberships
- Top tips and advice on growing and scaling your business in 2022.
Key Resources From The Show:
- Learn more about Absolute Airflow Heating.
- Connect with Victor Rancour.
- This episode is kindly sponsored by Sera and CompanyCam
- (visit www.companycam.com/SBM for 14-day trial and 50% off your first two months)
- To check out more fun and valuable video, do not forget to follow our YouTube Channel.
- Email us at Podcasts@ServiceBusinessMastery.com
- Learn all about the Hosts of Service Business Mastery!
- Join the Service Business Mastery Facebook group.
Listen to this podcast and get equipped with essential business advice from this impactful conversation. So, what’re you waiting for? Tune into this episode right away and get one step closer to becoming the successful owner of your dreams.
Subscribe to Service Business Mastery on Apple Podcasts, Spotify, our website, or wherever you get podcasts to hear more such fascinating and insightful stories.
About The Guest:
Victor Rancour is the Owner of Absolute Airflow Heating and Air based in Orange Country, California. Rancour’s success came from his desire to create a company that would prioritize the customer with expert service. Before beginning his ventures at Absolute Airflow, he dove into the industry in 2015 with no idea what HVAC even was. After six to eight weeks of training, Rancour was recognized as a top repair man in the country within a month and promoted within his company in two months – which is the fastest in that company.
He was dedicated to improving, and within six months into the company, he took classes to become Nate certified, which is the highest technical training award you can get in HVAC. One year into the industry, he won AirTime 500’s number one selling tech in the country multiple times in one year.
His success eventually led him to more advanced opportunities. Rancour’s boss saw potential in his work ethic and passion and flew him and his family out to Hawaii to lead in another company as a sales and service manager while still selling. His two job experiences led him to understand the ins and outs of the industry on a deeper level. Rancour soon realized that he could create a company that revolved around excellent customer service and intentionally caring about clients. His vision led him to quit his job five days after breaking his company’s sales record and taking a leap of faith to build something of his own.
Links to content here:
Meet the Hosts:
Tersh Blissett is a serial entrepreneur who has created and scaled multiple profitable home service businesses in his small-town market. He’s dedicated to giving back to the industry that has provided so much for him and his family. Connect with him on LinkedIn.
Joshua Crouch has been in the home services industry, specifically HVAC, for 8+ years as an Operations Manager, Branch Manager, Territory Sales Manager, and Director of Marketing. He’s also the Founder of Relentless Digital, where his focus is on dominating your local market online. Connect with him on LinkedIn.
Subscribe to Service Business Mastery on Apple Podcasts, Spotify, our website, or wherever you get podcasts to hear more such fascinating and insightful stories.
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For a complete transcription of the interview, Read More
22-08-03 Victor Rancour
Tersh Blissett: [00:00:00] Getting. Hello, went out there in podcast world. We having a wonderful day. You’re listening to, or watching the service business mastery podcast. I’m one of your hosts, tur licit sitting virtually next to my co-host Joshua crouch. And we’re talking to Victor rancor today. He is a a good friend of ours.
He. Is out on the west coast. Josh on the west coast now, too, but we’re on the same time
Josh Crouch: zone right now.
Tersh Blissett: That’s weird, but yeah. We’re gonna talk about several things. But most of all is the the service rocket growth summit. Event and that’s coming up really soon, really fast. And there’s a lot of big name people who are gonna be at the, in attendance there and some amazing celebrities.
And it’s gonna be one of those events that you definitely, you don’t wanna miss it. Because these events are valuable. I Josh and I we’ve, we go to these events all the time, not this particular event, I went to Vic’s event last year the 10 X event, but going to events in general is always really amazing, depending on who’s there.
If. That’s almost just as valuable to me as the event itself, and I’m not downplaying Vi’s event at all. Because Lord knows that guy puts himself into the hospital, planning out the event, literally. But you go to an event like this and just plan on taking notes. After the event or [00:01:30] during the networking part during the breakfast event.
And then this one just happens to be in Vegas. So you get to do that too. You get to go hang out in in Vegas. So that’s always fun time. So you go to
Josh Crouch: a three day event on no sleep
Tersh Blissett: What I did the last time was I came in two days early and I left two days late. And so I just got all my fun stuff out.
Away from the actual event. So then I could focus on the event on those days.
Josh Crouch: Yeah, absolutely. So the event is October 22nd to the 24th in Vegas. And then we’re also going to cover a few, just some tips for those technicians who might be struggling to sell, or maybe it’s a difficult thing for them.
Maybe you’re not the most outgoing person and you don’t know how to approach a customer, stuff like that. So Victor’s gonna has been gracious enough. He’s gonna give us some tips and things like that can help open the door for you. And honestly, we if you don’t, if you don’t know who Victor is and you listen to a show, you’ve probably been hiding under a rock.
He’s got an app for technicians that allows you. It’s very cost effect. It’s very cost effective for technicians to start learning how to have those communication or those soft skills. So there’s a lot of, there’s a lot of stuff at play here. But we’re gonna talk about some of that stuff throughout the.
Tersh Blissett: Yeah, before we get started, though, I’d like to give a huge shout out to Billy Stevens and his team over at Sarah amazing group of guys and gals. They really, they’re just stepping up their game on, on. So many different levels and we are actually getting ready to talk to him about the telecom aspect of the Sarah platform.
If you are in the home service [00:03:00] network, HVAC, plumbing, electrical, and you’re servicing homes. And. You’re looking for a CRM, give the team over at Sarah a shout. And actually we can talk to fig a little bit about it too, because I know that he’s using Sarah,
Josh Crouch: so yeah he’s been using it.
He’s the one that kind of made
Tersh Blissett: it big splash. He
Josh Crouch: stirred up the Hornets nest last year before his 10 X event. And so he can, we can maybe talk about that a little
Victor Rancour: bit as well.
Tersh Blissett: Yeah, that’s super awesome. And then last but not least company cam and Josh, I’ll let you talk a little bit about company cam, cause this is, it’s digital marketing.
It’s also organiz organizing keeping photos and images organized in the business, but.
Josh Crouch: And this is something we talk to clients about regularly is getting photos to us and company cam has third party integrations with tools like Zappier, it has a lot of native integrations with your CRMs the house calls, the service Titans.
Sarah will soon have a third party integration. So there’s some stuff there, but it’s getting photos, whether you use ’em for your own digital marketing or just. Knowing and keeping track of your installation department and the before and after are they doing all the right things and checking all the right boxes to make sure your installations are consistent?
You can see that from a glance by them taking pictures. So you can start creating processes in your business and make sure that they take, maybe there’s 6, 7, 10 pictures you want them to take of for an H C system, the plenum the drop, the, the filter rack, all these different things.[00:04:30]
You can do that, make sure everything’s good. And it’s a checklist item for your office to hold your field staff accountable, without having to visit every single job site as you grow. Cause you get to a certain point. You just, it’s not feasible for you to visit every job site. So this is a way for you to grow and keep that stuff organized.
Tersh Blissett: One thing that I really thought was amazing about the before and after photos was the fact that it overlays the images. You can, it’s a true before and after versus you have a way off scaled images and you’re like that doesn’t look even remotely the same. So it’s not even
Victor Rancour: the same house. Yeah.
Tersh Blissett: But anyways, yeah. I’m super excited to talk to Victor and hear more about everything that he’s got going on. And yeah, let’s get started with the.
Victor Rancour: Are you looking for valuable business advice to reach that seven figure revenue mark, do you want actionable tips to properly navigate through every business challenge you encounter along the way? Let tur BLI and Josh crouch be your guide in getting you to the top here at service business mastery tune in as they sit down with world renowned authors in business leadership and personal growth.
Who share valuable insights about management, marketing, pricing, human resources, and so
Tersh Blissett: much more. Let their nuggets of wisdom,
Victor Rancour: gold guide you in owning a thriving, profitable, and ever growing business. Here are your hosts, tur and Josh.[00:06:00]
Tersh Blissett: Hey, Vic, welcome to the show, man.
Victor Rancour: What’s going on guys? Thanks for having me on. Absolutely. Yeah.
Josh Crouch: Thanks for coming on. It’s been you guys got so much going on. You put yourself in the hospital. ,
Victor Rancour: It’s funny. I was watching your episode last week. Now I actually was sitting in the ER room and I’m like, You guys were butchering Michelle van beaks name and I’m just in there laughing.
So I’m like, dude, I was like, Jay’s butchering it, brother. I think we
Josh Crouch: called her van back. I think we called her van
Victor Rancour: back van beak.
Josh Crouch: Yeah. And then I knew ter butchered it, but that’s okay. He’s used, we we’re used to that. His, our audience knows that he sucks with
Victor Rancour: names. So he could barely pronounce the event name on the internet I did.
Tersh Blissett: And. You. Yeah,
Victor Rancour: we practice rather
Tersh Blissett: we practice it is roast tur and I don’t mind, I don’t mind at all. .
Victor Rancour: Hey, it is cool. It’s cool. It’s okay. Josh butchered the dates on the event, by the way. It’s the 20th or the 22nd, not the 20th. Second.
Josh Crouch: We’ll fix that.
Tersh Blissett: There you go. It’s so
Victor Rancour: show up the Subway’s gonna show up in Vegas two days late.
What the fuck happened? Man
Tersh Blissett: it’s Tartous fault. I’ll take blame for it. We’ll just hang out there together. So tell us about the event and some of the teasers that you have for us.
Victor Rancour: yeah, man. This is our, I guess this is technically our third event. We’ve thrown, we, the first one started enduring COVID when there was no events being thrown.
We threw our first one in a parking lot over here in my shop. I remember that. That’s cool. It was, you know, it was pretty cool. I We had 60 people here. We had Ken Goodrich show up in my parking lot, so that was pretty cool. It was the first one. And I still remember, that night it got done and I’m talking to Garrett at the time and I was we’re gonna do this in Vegas next [00:07:30] year.
We’re gonna do it big. And we just had this dream of making it happen. And then sure enough, we rolled it and we made it happen last year. We had, Greg Cardone and Brent Buckley and Ishmail and Tommy and all these guys there. And we put a great event together and it was our first event we’ve ever thrown.
We didn’t know the cost associated, which is a lot. We ended up, we lost some money. We lost, I think, 60 to 90 grand on the event last year. There’s a lot of
stuff that we didn’t know going into it that we obviously got to learn while we were. So going into this year I’m a crazy person.
I like to do shit big. I said day one, I want to do a thousand people in Vegas and I don’t know anybody throwing thousand person events, maybe grant Cardone and stuff like that. But, I was like, I want to do it and now we just gotta figure it out. We started putting an all star lineup together and, you it’s changed a little bit here and there, but we got, we got Joe, Montana’s gonna be there.
So if you’re a VIP guest, You actually get to have breakfast with Joe Montana, get autographed stuff. Get to meet with him before the show. And he’s actually kicking off the show. Normally the headliner is the one ending the show or something like that. Yeah. Joe Mon Joe Montana’s kicking off day one.
So we’re opening that thing up. Right away with a bang. And then we have some amazing other speakers. We’d have, Wyatt Hepworth with inter hour services. Who’s now he’s gonna grow a billion dollar organization over the next, probably the next year or two. He’s quiet. He’s quietly buying up everybody.
I He built any hour to $70 million just in Utah with eight, 18 million in E. Out of that one location. Wow. That’s what they did last year, 18 million in EBI. O so you see my hat, like that’s all that really matters. Yeah. And then we got Tommy mellow. Who’s a man on a mission. Obviously he’s buying up garage door companies all over the country [00:09:00] and a one S are popping up everywhere.
Elle just got done. He just got done in his deal with wrench group. He grew in six years. 60 million business and was able to exit at a huge amount. He’s driving around in Ferrari and lamb and stuff now yeah. We got him, we got, obviously, bill Polty one of my business partners.
He’s gonna be speaking talking about private equity stuff. And then we have some of the best sales trainers in the country, joker, Sarah Jason, Walker’s gonna be there. One of my mentors Daniel Roys, who was selling over $7 million a year with a $24,000 average ticket out here in Southern California.
No weather still selling like crazy. He’s gonna be up there going over his processes and there’s just gonna, it’s gonna be a lot. And we also have Ryan
Stewman who owns AP whos, apex entourage. It’s a pretty much a mindset growing group. He’s fantastic. Speaker Brad Lee who’s he go, he runs a company called closer school and he runs a pretty big podcast himself.
He’s gonna be there talking about, yeah. Building a personal brand and how important that is to not only yourself, but to your business. And then we have ed Mylet, who’s probably one of my favorite motivational speakers and authors. He changed my mindset, just reading his book alone.
He wrote a book called max out. It’s five bucks buy the audio book, listen to it. And the next day your friends are all gonna hate you, cuz you’re gonna be a different person. , you’re gonna, you’re gonna, you’re gonna start learning how to max out your life and how to win. And he’s, one of the things that he changed my mindset and got me in the direction I’m going now.
So the events badass the after parties though, is what I’m known for. Obviously. Rooftop, rooftop roof. Yeah. LA yeah, last year we rented out that $40,000 night penthouse, rooftop party. This year I went bigger. I rented out a whole nightclub. So I got zoo night club rented out [00:10:30] for a black tie event.
I have an orchestra band that’s gonna be playing in there. We have cigar rollers, we have dancers, we all kinds of stuff like that. And that one is. that when you get to come in and meet all, meet some of the speakers meet all these people you’ve met on you’ve been following on social media. You get to interact with them.
You get to actually be up close and personal with these guys. Yeah. And then the last night I said, okay went to Billy Stevens. I said, Billy, I need a little sponsor here, bud. So so Billy with Sarah is actually gonna be sponsoring our the last night, which the Halloween party. Bring your Halloween costumes.
I gotta run. DMC’s gotta be DJ. I got rented out. I rented out the whole day club, so I got, you could rent out private cabana. So if you want a private cabana for your company, so you have your employees in there. I think those are almost sold out. So they’re gonna be DJing and rented out this whole outside area.
It’s freaking it’s badass man. And everything like last year was great. This year makes last year look like it was amateur hours. So it’s pretty
Josh Crouch: exciting. I was gonna ask because I know you’re newer to doing the events. I’m assuming you’re learning like a ton very quickly, cuz you throw these events and it’s oh that would’ve been nice to have this.
It would’ve been nice to have this thing over here. And then you realize the cost associated with that. Which of course you have to get that in return with tickets and sponsors and
Victor Rancour: stuff like that. So I, you gotta have some, obviously you gotta be a little crazy. I mean I went and.
I went and spent $1.1 million and that’s this events, so I’m at I’m over. And as you guys know, as the event comes it’s gonna go over the $1.1 million range. Yeah. The hard part is chasing out sponsors cuz they’re always difficult to deal with and then trying to get their payments in and then selling tickets.
We sold out all the high end tickets. So like the people that had money, they’re like, Hey, I want to be there. I wanna be there. It’s always a last minute rush with the lower end tickets. [00:12:00] So the goal is to fill up a thousand people in the room and just put on something special, dude. It’s not, I’ve already talked to everybody.
Speaking on stage. You’re not allowed to pitch a fucking product whatsoever. Even my sponsors can’t pitch products. They have to come up and talk about something of value. There’s no pitch. There’s not a pitch Fest. That’s not what it’s about. We have a separate room for sponsors where people can go. Do all those things.
This is about content. This is about when they get here, they’re gonna learn stuff that they can take home and implement immediately. And a lot of people are like, oh, why are you doing a most events are like Tuesday or Wednesday, Thursday, or something like that. , I’m throwing it on a Friday and Saturday for one reason.
And that’s because that’s less amount of time between when you learn the, learn, the pro learn what you’re doing and then go to implement it on Monday. So I want you to have that one day on Sunday. To start thinking about how you’re gonna implement get back on Monday and implement it immediately. So that’s of how I, why I structured the event on a Friday, Saturday.
Tersh Blissett: The actual event itself, I maybe it’s not, a hundred percent, the time planned out or whatnot, but do you. You mentioned the sponsors and the vendors are gonna be in a D a separate area, separate space how much time will we get to hang out with those guys and gals cuz when you go to these types of events, sometimes it’s like a fire hydrant of information and then you like go and decompress a little bit and then you’re like, oh shit I didn’t even get to talk.
Billy and the guys over at Sarah, or, whatever chirp or whatever whoever’s there. And so I was just curious if you have any idea and I know that things change and you have to pivot at the last minute too, but [00:13:30]
Victor Rancour: so as far as the sponsors or,
Tersh Blissett: Just how much time we’re gonna get to hang out with the vendors to learn more, in.
Aspect. And the note like I we were just at I was at pod Fest for the podcasting and some of those times you just you’re grabbing business cards and taking it and Hey, let’s have an appointment in two weeks or let’s have an appointment next week. And sit down and talk about this.
But sometimes it’s you learn so much about products that you had no idea.
Victor Rancour: So I built it to where the, where food is served is where all the sponsors are. So as you guys are going to get food, we’ll have obviously off our breakfast. So we have our breakfast, all the sponsors will be in there for the breakfast, the lunch and dinner that’s gonna be served.
So they’ll have that opportunity is about an hour, probably three hours a day, where it’s just right in front of the sponsors. And at that point they can, obviously, you guys are gonna be walking around, moving around doing all that stuff. So it’d be a leather, another mingling spot. But I did it around there just because I think that, that’d be the best opportunity to do it because if you’re in the meeting room, you’re, if you’re in a crowd, like this room is gonna be a thousand fucking people in there and you guys are set off to the side.
You’re not gonna be able to communicate. You’re not gonna be able to talk anyways. So I had it set aside for a reason, Hey, go over here, get your information. And then most of the people that are vendors anyways, are gonna be, wanna watch the damn speakers they’re gonna come over and watch the speakers.
And they come back. It’s a great lineup. Yeah. If I’m coming, like I want to be able to actually get the content. And so like last year we had him in the back of the room. Yeah. But by the time people got done speaking, they just went straight out the room. Anyway. And they went over to the food room that was on the other side and they sat in there for an hour, put, messing around.
So I think, okay, let’s [00:15:00] put ’em in here. So it’d be a great opportunity. And then obviously all the after hours parties and stuff like that the sponsors are gonna have opportunities to talk to people. We do have a, like our first night we have a welcome reception on the 20th. So I read, I got this whole rooftop rooftop area that we rented out and it’s gonna be able to have the vendors will be out there as well for the welcoming.
So they’ll be able to integrate and pass out stuff and meet people at that point. can off top of your
Tersh Blissett: head. Can you, do you know about how many vendors or the, which vendors are gonna be there? I know that it there’s several, but I know that’s Billy’s gonna be there and
Victor Rancour: Sarah Sarah’s gonna be the title sponsor.
So Sarah, came up decided, Hey, they’re gonna be the main sponsor of the event. Service finance stepped up as usual there. If you guys aren’t using service finance. I personally have my own rates with service finance that I can get to people that they don’t offer to anybody else. So if you guys lot interested in service finance, I could send you a rate sheet.
But my rate sheet, you can talk to anybody at service. What if you’re already
Tersh Blissett: using service finance? I beat your rates even. mean, So that we could change
Victor Rancour: over. Yeah, those rates anybody that wants to switch to my rates, I can send you my rate sheet, but pretty much anybody at service finance knows that I have the best rates you can get, so I can offer that to anybody.
So service finance is gonna be there. Carrots is sponsoring the the welcome reception. I know data cube is interested in doing some sponsorships. There’s we got chirp has gotta be there. Plum works. I think it’s called plum works. Halo water systems. There’s a bunch, man. I I don’t know.
Tersh Blissett: I knew I was. I put you on a spot there. Cuz we didn’t talk about this beforehand. And I’m sure you’ve been the world’s worst about remembering everything like
Victor Rancour: that. Yeah as far as title sponsors, I [00:16:30] remember all them, but like people buying booth, I was gonna say
Josh Crouch: you remember those right off the top of your head?
The only thing I was thinking is because we’ve done a couple podcasts with gen Z and millennials is. Do the, do they know who Joe Montana is? Because that’s like that this bring me back to when I was a Niners fan, when I was like five to six, seven years old. And Joe Montana was, he was the goat before Brady was even a thought
Victor Rancour: I’m a millennial and I know who damn who Joe Montana is.
I’m only three.
Josh Crouch: You’re also in California. So
Victor Rancour: dude, you don’t forget four that’s a four times super bowl champ put some damn respect on the man’s. That’s true. Yes, I damn. That’s true. It’s it’s you think 20 years from now? No, one’s gonna know who Tom Brady is come on, man, right?
Josh Crouch: Hopefully that’s the case. You never know because they don’t they get a little more distracted. The younger generation these days, they don’t quite know some of that stuff, but that’s awesome at Joe Montana.
Victor Rancour: yeah, go ahead, Vic. I was gonna say, mostly crowd is not gonna be like 25 year old kids.
It’s gonna be that’s the true most, the owners, most business owners are gonna be the ones that are gonna be, that are in the VIP area. The younger guys are gonna be there for the party and the sales guys. You know what I mean? So
Tersh Blissett: Josh mentioned the gen Zs. And so I wanna ask you about your personal business vector.
How many gen Zs do you. Working for you. Do you know off the top of your head? I don’t have any in mind.
Victor Rancour: Currently probably about 20 at this point. 15 to
Tersh Blissett: 20. Okay. So you’ve got some young talent
Victor Rancour: coaching. Yeah. I’ve been taking the guys that would normally go work at, A fucking restaurant or something like that at, 20, 21 year olds, 22 year olds [00:18:00] or whatever.
Yeah. I’ve been teaching, I’ve been teaching ’em HVAC. So we teach everybody from scratch. So a lot of these guys, I got a 20 year old, that’s making 20, some thousand dollars a month. Wow.
Josh Crouch: So let me ask you a question since we’re, you’re talking and you’re getting this talent to come in, where are you finding them?
Where are you guys getting out? So they know that this is an option
Victor Rancour: For them at that age. One of the big things for me is everywhere anywhere I go I’m always like a lot of ’em I recruited. So I’ve been handing out business cards or wherever I’m always talking to people.
Cause I, know, I wish if I would’ve gotten this when I was 20. Yeah. I’d be fucking rich, bro. Like I wouldn’t be, I wouldn’t be fucking around by now. If I would’ve had known this opportunity with you, I would be so fucking rich already to be stupid.
Tersh Blissett: What was your thought of the trades when you were 20 years
Victor Rancour: old?
I didn’t know what the trade, I didn’t know what the trades were.
Tersh Blissett: Same here. Not a clue. I didn’t.
Victor Rancour: Yeah. I didn’t know what the trades were. The day that I showed up for the interview. I didn’t know what HVAC stood for. I didn’t know what the fuck they, I didn’t know what the fuck they even did.
I didn’t, I don’t fix shit in my house. I don’t pay to fix shit. I don’t know. Yeah. I just know they’re gonna pay me a bunch of money.
Tersh Blissett: I feel you there. So you mentioned that you train them, you bring ’em up and you train them. Yeah. What are you using to train people?
Victor Rancour: Obviously I have my training app, for other companies, but for us, I have my brothers full full-time recruiter and trainer.
So you guys are where I’m sitting today is my podcast studio right outside the door. We have a full training facility, so we have live equipment training room, all that stuff set up. So we’ll take guys from the streets, put ’em through a five to eight week course, depending on their level and then teach ’em how to do HVAC.
Josh Crouch: awesome. That’s I feel like that if you want to get to a certain point in your [00:19:30] business, obviously if you’re small, you probably can’t swing doing some of that stuff yet, but where you, if you wanna get to a certain point in your business, you wanna be one of those big players in your market.
This is where
Victor Rancour: you have to go
Josh Crouch: is to have internal training systems have live equipment, start having regular training systems in place because otherwise. Breeding new technicians and guys that don’t have the experience is very difficult to do well. Yeah.
Tersh Blissett: What are your thoughts on your trades, your local trade schools?
I know the thoughts that I have on mine here,
Victor Rancour: but I feel like they are stealing people’s money. Okay. Generally I just, I think it gets to people introduced to it, but from what I’ve got from the trade schools, I’ve been useless, as far as it like day one, they’re useless. The book knowledge
Tersh Blissett: that they’ve received from there.
Victor Rancour: The book knowledge doesn’t book knowledge is trash. The in per the, in the field knowledge is trash and they come in think. I got my EPA and I’m like, I don’t give a fuck okay. So you can, we can get that online. Easy. Yeah. I can get you an EPA in about fucking, probably three days, brother, if you want pay me 15 grand, I’ll be even better.
A lot of times they come outta the trade schools. I We have some guys have come from the trade schools and they’ve gone up and they start as apprentices. They start off, making 15, $16 an hour even after their trade. And there are a lot of ’em are like, how fucking dare are you?
And I’m like, okay, go somewhere else. Cuz you’re not gonna, you’re not up to my guy’s level. It takes a lot of time to do that. It takes years to make a quality installer and at least minimum a year and a half to make someone that’s a decent installer. That’s on the level. That’s on a level to be where I would let them be an installer.
And so it takes, it does [00:21:00] take time. So most of our lead installers have
been doing it for a long time. And then we have our apprentices and the apprentices come from school. They’ll start as third. So we have a, we’ll have a lead, a helper and then we’ll have a third. And the third are usually apprentices that we’re hoping to make into a second.
And those guys are the gophers for a while. They’re running duck, they’re doing all that stuff and they’ve proven that they can stay off this thing. If they can say on this thing then is right. But, we know within about a week, sorry, our lead installers inform us within a week. Hey, how much time has he spent on his phone?
And they been, he’s been, they say. He’s on his phone a lot. We just fire him. They don’t stay.
Tersh Blissett: So when whenever do they ever come straight in as a a service technician or a maintenance technician or do they have to go through the install route?
Victor Rancour: So I found that almost everybody that goes to trade school, lacks communication skills.
They’re not guys that are. Like me and some of my other technicians that have gone through how to communicate. That’s just a lot of them. They’re just hope they’re making a hope and prayer that they’re gonna get a job where they can fix stuff and not really do anything with their, they don’t have to speak to each other.
So they’re not even thinking about residential. That’s not even in the conversation in most of these trade schools, they’re talking about working on commercial and doing this and that, but the level of communication you have to be able to sell in a market where the weather’s not that. And everything like that is, is they’re just not there.
So I’ve never taken a tech from a trade school and actually had, ’em be a successful technician.
Tersh Blissett: So who are you recruiting to make a successful salesman or technician?
Victor Rancour: We are looking for high level communicators okay. If you got a hot, you’ve got a hot girlfriend, you might be able to become a technician.
Tersh Blissett: that a requirement [00:22:30] like she has to come
Victor Rancour: the interview? I’m, she’s part of the interview process. My brother looks up their Facebook. We gotta see my brother is Hey dude, this guy pulls dimes. Okay, cool. Bring him in. And that’s the convers. It is what.
Tersh Blissett: Now, those particular individuals, the people who are good communicators they can sell themselves.
What’s the guesstimate on the timeframe from the time they roll in your door until they’re, you’re comfortable with them being in someone’s home, pretty much by
Victor Rancour: themselves. About six weeks. It depends, obviously we do a pretty big crash course, and then, I got ’em on the app and I got ’em on all these things.
So it’s usually about six it’s, five to eight weeks, I would say five to eight weeks. And that’s when they become tuneup texts. They start doing the maintenance calls. We have a manager following behind them, making sure they’re following the process. Cause I’m very strict on how we do our tuneups, how we run our calls, like very strict.
Tersh Blissett: now that and I’ve seen like, whenever you’re doing furnace tuneups and stuff, it’s wild to me. It, the first time I seen posts that you created about it, I’m like, dude, he is losing his ass on these jobs. There’s no way you could be doing a tuneup and doing all of that work.
And I understand why you’re doing it. And can you explain to people who are listening and what that. Entails and the reason behind it. So I
Victor Rancour: think that’s the, I think that’s the hardest buyin. I get a lot of these guys and they’re like, you’re doing all that on your tuneup. And I was like, yeah, because I’m replacing this system.
That’s, what’s, that’s what we’re gonna do today. But no matter what we do the same tuneup on, [00:24:00] I don’t care if it’s a newer call, older call or whatever it is. Our main objective as a business is to sell a membership, sell service, right? When a, when somebody asks us, what kind of company are, we’re a service.
I don’t, we don’t go. We’re not looking for broken air conditioners. Okay. We’re looking for, we’re looking to service ’em and make ’em last as long as possible. And the way we’re able to do that is through this level of service that we provide. So the first time we go out there, we’re wowing. These people are like, holy shit.
I’ve never seen anything like this. And they’re only charging any, this much money. And I say I’m just confused on what the other company was charging you for, because this is what we do here. And we create this level of trust, right? It’s not a, and a lot of people are very transactional. We wanna create a relationship for a long period of time to where we can scale our business.
Like we’re selling hundreds of memberships a month. So if I can sell hundreds of memberships a month after a couple years, we have, 2 3, 4, 5, $6,000, 6,000 members. Now my marketing’s paid for so yes, so we do a lot of tuneups where we just walk out with the tuneup and we sell ’em a membership, we don’t make much money on that, but it’s a long term play on that. And then most of the time, the reason why we’re pulling these things apart is because the more stuff you can pull apart, the more things you can find, right. It’s like on peeling an onion, like they might not care about this, but all of a sudden I opened up a coil and I found this, or they might not cared about their dirty filter, but I pulled their blower motor out and it looks like Chewba is living in it.
And they actually cared. Or they might not care about any of the system. And I show ’em their duct work or whatever it is like. The thing is, all it is to uncover things. To build a case for why someone should replace it. And that’s why we’ve had such high success rate on these turnover, or as far as turning over leads and converting them.
But we also charge more than everybody else. [00:25:30] So if you’re gonna be do you wanna charge 10 grand more than your competitor? You better do 10 grand more service. Like you gotta have something that separates. If you go in. Like most of our competitors right today, it’s 90 degrees outside today.
An air conditioner breaks down. They go out there, the unit’s 25 years old. They say don’t know what you want me to do with this. They throw their hands up. You gotta replace this thing. That is usually the conversation. My guys are the opposite. Oh, wow. I’m glad you call us out today. I’m one of our senior technicians.
I love working on these old units. Let me take my time, figure out what’s going on with it and get this thing up and running for you today. And Hey, while I’m here, do you mind if. Take a little extra time and do a tuneup on it. Cause the last thing I wanna do is fix a part on it and all of a sudden two weeks from now, it’s broken down again, cuz I didn’t check everything out.
I’m not gonna charge you any extra. I’m just gonna go ahead and tune it up for you. So when I’m done here, I can give you a guarantee that thing’s not gonna break down. Boom. I just got a green light to check the whole system. cool. Now I check. Go ahead. Good. But yeah, so I got the green light to check the whole system.
So now I go through the whole system and I’m like, yeah, this part is bad. That’s the part that everybody else would’ve changed. But the reason that part’s bad is because X, Y, and Z that led to this. This is a symptom, not a root cause. So we got, now we now identified the root cause. Hey, I can just fix this if that’s really what you want, but keep in mind, it’s not gonna fix X, Y, and Z, and more than likely I’m gonna be back out here before the end of summer.
So all I’m doing is that the I always say the company wants me to take, wants me to do this repair because they know I’m gonna take your money now, and then I’m gonna take your money again in a couple months when you gotta replace this thing. And then we had, then we’re able to communicate to the whole system rather than everybody else oh, just sold the capacitor today.
And I’m like, no, I saw whole instant ducks.
Tersh Blissett: Now, what do you, how do you get buy in from the technicians
[00:27:00] who don’t want to do a tuneup in the middle of the summertime? Or are you able to just, it sounds to me like you’re really going, the tuneup is the tool that your technicians are using to create the.
Victor Rancour: potentially if it’s needed. So obviously we have estimates, right? So our estimate calls are maybe we have two guys running estimates, that people are calling in. I want a new air conditioner,
Tersh Blissett: and now they’re a straight comfort specialist or sales person. That’s what their job is.
Victor Rancour: are high level sales guys. Those are the, probably the best communicators, right? Those guys are the ones that’s the hardest job, because , if someone’s calling for an estimate, they’re on the market, they’re calling multiple people, they’re getting bids, and this is where companies make the big mistake is they, he, they market heavily on estimates.
Okay, cool. Now you’re just racing to the fucking bottom all day and you’re just battling and battling. Every fucking call is a battle. Now imagine where your calls. Aren’t a battle. You get to go put ’em on the market on a. And then all of a sudden, they, you recommend something. They agree. They need to do something you take ’em off the market before your competitors ever get in there.
How much higher is your average ticket gonna. yeah. Yeah. And that customer’s gonna be happy. What they’re gonna love, the service that you provide, as long as, it’s one of those things it’s like baking a cake. You can’t fuck up any recipe on that cake.
Otherwise it’s not gonna turn out how you want. So it’s a constant battle, constant training, constant regurgitating, the process, every we’re training three, four days a week right now, even in the summertime. Just
Josh Crouch: so I was gonna ask you about that. Victor. I was gonna ask you about that. Cause you guys have your initial block of training when someone
starts, what does the ongoing [00:28:30] training schedule look like after someone completes?
Let’s say the eight week
Victor Rancour: course. Obviously it depends on the weather. If we get to, a hundred degrees outside and it’s, all hands on deck and we gotta get to 8:00 AM calls and we cut back. But most of the time we’re minimum, it’s Tuesday, Friday, we’re doing training. So we go over the numbers and then I’ll train on a different subject every week or every meeting.
Then I do every Wednesday, I do training nationally. I don’t know, like a hundred people that tune in a week that get my true live training. My guys all sit through the live training also. So it actually kills two birds of one stone. People are paying me to do training, but I’m also trained my staff.
So they’re there from every Wednesday and then Thursday, that’s the, that’s our. Spank ’em on the ass meeting. So if their club numbers aren’t right. They have to come in every Thursday at 7:00 AM and go over how to sell club memberships. Cause they have to sell a minimum 50% of their calls, new memberships.
Tersh Blissett: So really quick we’re talking processes and club memberships and everything like that. Billy just chimed in here. He said he loves your hat. How much has your EBIDA improved since you started
Victor Rancour: using. Let’s just say I started Sarah in October. And I have not lost a penny any month ever since.
So we went from a negative EBITDA to this year. We’re probably gonna finish anywhere between three to $4 million in EBITDA.
Tersh Blissett: Oh. So a slight increase.
Victor Rancour: Little bit of increasing, trust me, the soft, the software’s great. The software does get you where you want to go. Like I think, everything that’s built into it is it’s it literally dummy proofs the business and I think that’s the beauty of it.
Cuz when you start. You don’t know how to price yourself. You don’t know a lot of all this shit. You don’t know the accounting. You don’t know how to track your numbers. You don’t know how to do all this stuff. You don’t know how to, you don’t know that memberships [00:30:00] matter. You don’t know how to price everything.
Sarah does it for you to where day one, you don’t lose money. Like we don’t, as long as you set it up, right? Like it’s just very hard to mess up. You don’t lose money. You just say, I don’t take these jobs, cuz I already know when Sarah says I don’t make money on this, I don’t make money. And I know when Billy first came to me, I think we started talking in July or I think August, 2000.
2021. So last year he came out to flew out to California. And, he’s I wanna show you this product and blah, blah, blah, and everything he’s been working on. I said, cool. And he really wanted to meet me to see what I’m all about before, he, had me be the guy that kind of be the spokesperson for it.
And he showed it to me. And I said, you gave me this Billy I’m gonna make you rich. And my I’m gonna become rich. Like the day one. I’m like, dude, this is night and day. This is what I need to run my business. And obviously the. I was one of the first HVAC companies to go live with it. And, I’ve had to, go through the growing pains and learning and obviously he’s always me and him are always talking about things that could be improved.
So when you do buy Sarah, you guys are dealing. Communication with me and Billy on how to actually get this thing where I want it as an HVAC guy. So there’s so many things that are in the pipeline that he’s working on. That’s just gonna make it, I say by, by October, it’s dude, who’s competing with him.
I just think that they’re gonna be able to take so much market share quickly because it’s just. Built to make money. And that’s what this company’s about. If you’re working without making money, that’s it doesn’t make sense.
Tersh Blissett: Yeah. Yeah. You just you’re going bald for no reason. That sucks.
Victor Rancour: Exactly.
Tersh Blissett: I have a question You when you’re going through Josh asked earlier, but I wanna rephrase Josh’s question and ask a different question. And
that’s when your technicians are [00:31:30] onboarding your new technicians that are the good communicators. Do you, do they stay on the app are like, is, do you have a requirement that they do X, Y, and Z of the app on their own time?
Or do, are you bringing ’em into the office and doing it? Like how does that work? And also, I know. every state’s different and you can’t do certain things, but there’s, sometimes there’s a reco, there’s a, an expectation that you need to.
Victor Rancour: I can do whatever I want. No, I’m just kidding. no, at the end of the day they, they stay on it.
So like with my guys they have so much, like they look up to me, like I’m a they put me up there cause they understand like I’ve been there. There’s a lot of owners that do have not been there. Like when I talk to them, I said, look, dude, I want you to be me. I don’t want you to work for me forever.
I want you to become me. And that’s the opportunity you guys. I want you to be a 33 year old millionaire. Like I want you to do that. And if you do what I tell you to do, and I teach you and I, I have a couple, I have a couple employees that are starting their own AC business and I’m teaching them how to start their business, but I tell ’em look, I’m giving you the blueprint.
You guys have the opportunity to get, literally, if I had that, I wish somebody gave me the blueprint, how to make money. I’m literally giving it to you. I’m giving you everything in my brain, in the video. And you guys can decide if you wanna make money or not. And just so you know, I can see who’s using it and who’s not.
And I can tell you, the guys that are using it are making more money and that’s how I pitch it. I don’t say you don’t have to use it. But I can tell you the guys I can see in, in the app, who’s actually using it. And and I’ll just point to their numbers. And I said, take a guess, which guys on this board are using it and magically it’ll just of switch their, switch, their headset.
They’ll [00:33:00] start getting, they’ll start using it more.
Josh Crouch: That’s what’s up. Is that something you guys have with the app
for other companies that, that use the app? Is there, cause having, knowing who’s tuned in, who’s not can definitely help you figure out, if there’s promotional opportunities, things later on the line to know who really is invested in this and who’s.
Victor Rancour: Yeah there. So we have certificates in there. We have tracking in there. You can see when the guy’s logging in how long they’re logging in. We’re about to drop version too, where it’s gonna start taking, pulling their numbers and stuff in there and start stack raking the guys and things like that.
Oh there’s gonna be a lot of new updates. So like the. User interface, all that stuff’s changing in version two, which we’re hope we’re gonna launch before the event. But once we have that, it’s, you’re gonna know who’s spending the most time on and all kinds of stuff, like we’re gonna stack rank them.
So we know, so you, as an owner know, but it also stack ranks them. So the other guys can see who’s using it the most. And then obviously in there now we have the feature. So all of my live trainings I do every Wednesday. And pretty much any training going forward, we actually turned into a podcast version.
So you can actually listen to my training while you’re driving, rather than having to watch a video too. Yeah. Smart. Which is, which has been great. So far, I think we have seven or eight episodes of my Wednesday training in there. And if you listen to those, you’re just gonna pick up nuggets as you’re driving.
So that’s the, that’s been a new update we just added and just, we’re just trying to make it to. You can get high level training at a low cost. That’s the biggest thing we want. I want to change the industry. I want everybody to make more money and when people ask me, why the hell did I do this?
Like you’re giving away your secret sauce at the end of the day. That’s what my legacy’s gonna be. My legacy is I’m gonna help make it the most amount of millionaires, more millionaires than anybody else in this industry. I promise you that [00:34:30] along
Josh Crouch: with so with the ranking. Is that something that’s just your company or do you do that with everybo every user
Victor Rancour: on the.
So we’re looking to do it. We’re gonna start internally with companies. Obviously we’re integrating, hopefully Sarah can get the stuff, the API stuff ready for that, but we’ll have integrate with service Titan and house call. We’ll be able to pull the data in and then we’ll start per company.
And then we are working to make it a national ranking. And I figured that’s the way you were gonna go. So we’re gonna make, we’re gonna make a national ranking. And then obviously the winners are gonna get like stuff like cool, like trips to Vegas, come to our events every year, stuff like that.
It’s gonna be an opportunity for them. Victor, you can pair arms that’s not an arm, baby. You wanna know what that is? Shit. Oh
Tersh Blissett: man. So here’s here is playing devil’s. On that particular topic, what keeps the poachers from trying to poach that top level? The top ranking technicians that are on the app.
Victor Rancour: It sounds like you got a ownership problem that people are able to take your guys.
Tersh Blissett: No I don’t disagree with that at all. I’m playing devil’s advocate here and I just, someone that’s worried
Josh Crouch: about it.
Victor Rancour: Yeah.
Tersh Blissett: And there’s some companies out there that are, they’ve grown by default, not by design.
And so they’re just an old company that’s very large and they don’t have an amazing culture. And the technicians like you said, you didn’t know anything about [00:36:00] HVAC when you started in the trades. There’s a lot of people who don’t know anything about California, Because they’re in small town, rural Georgia.
And so they don’t know that there’s something better, there’s something green
or grass somewhere else. So
Victor Rancour: What’s your on that? It’s an optional feature, so it’s not like every company has to hook into it. It for me, like I just know that how I’m driven, how I’m wired as a sales guy.
If I see somebody, I don’t wanna compete with my room, like I, I beat my room, I want to be the number one in the country. That’s what I was going after when I was a sales guy. And that’s why I won. I was only in the ranking for eight months and I won seven outta eight months for airtime.
Number one in the country, out of eight, eight months, I was ever part of it and I won seven of them and I would’ve won the damn eighth one too, but I fucking got sick. That’s that’s my mentality. I don’t want to compete against, I competing against guys in my room is cute, but I want to know where I’m at nationally.
With the Brent and Buckley, but it’s also regional too. Like you gotta remember. If you’re competing like Vegas and fucking California, you put me in Vegas, I’m selling 20 million, dude. I’m just telling you right now. I fucking, I promise you that we’re running, I’m running tuneups all summer long.
Okay. So why aren’t you in
Tersh Blissett: Vegas yet? Why aren’t you going into Vegas?
Victor Rancour: I went to Vegas, me and Brent went there and he he left me like a girl, like a ugly girlfriend. You know what I mean? What. I know the truth. What happened? Ken Goodrich scared us outta there. So if you’re listening, Ken, I know you’re the one that drew me into the board.
So I know it. I already know, buddy. He, they, he knew daddy was coming into town. Oh,
Tersh Blissett: is that what it was? oh man. [00:37:30] So what I heard you say in that explanation is that the people who have that mindset, the people who have the mindset. , they’re not worried about that. They’re that’s the people who want to be in the forefront of everybody there.
Victor Rancour: who go ahead, I’ll tell you right now. I’m never worried about it, cuz it’s for me, it’s next man. Up. That’s the same way that Leland operated. So my old boss was like, dude when you want to go somewhere else. Go see what it’s like, because you’re not like that comes down to a company culture thing.
For us I want you to go try somewhere else. You’ll come back in a couple months, cuz it’s gonna suck there. You’re not gonna have everything you have as an owner. You gotta, if you got top level guys, you gotta provide them top level stuff. So I know Ismail’s really good at it. Leland was really great at it.
Making sure that we are the highest paid. We were taken care of. We had everything we need. I’m the same way. Like my guys aren’t gonna leave. They already know they ain’t gonna get it better anywhere else. Yeah.
Tersh Blissett: Yeah, I agree. I that’s the culture that, that you’ve built and, I, I don’t disagree with you at all.
Josh Crouch: just and I think at a larger scope, if you, if that is how you feel as a business owner or manager or something like that I would challenge you to change your mindset. To more of an abundance mindset versus I gotta hold onto my people because I can’t let them see the world so to speak.
I can’t let them be a part of that because I think it holds you back as a leader. It holds your business back because you’re so worried about things that. Might never happen anyways. You just there’s plenty of [00:39:00] business to go around. If someone leaves you, you, if you have some things if you’re always looking for people, you’ll find more people to replace them.
Sometimes I think we’re just like I just need one more good guy. Then I can get out of a truck and then I can do this. It’s but you always need that one guy. You always need that one guy and it never stops.
Victor Rancour: If I get one good guy, I want two. If I get two, I want four. If I want four, I want eight of ’em.
Like your job is always be creating more and more good guys. Like it, it should be like a murderer’s row. Like when I look at my. I look at my sales team right now. There’s not like a chink in the armor. Like I think if a top guy left tomorrow, we’re not missing a beat. Rather we’re gonna move somebody up.
We’re gonna figure it out. Because if you train your guys a process and how you do things and it’s repeatable, then it’s who cares. See you wanna leave? See you later, buddy. You’re just leaving an opportunity to make money. Cuz we’re growing. We’re gonna, you’re gonna have an opportunity to make more money.
You wanna leave me for that? See you later. And guess what, the next guy’s gonna step up. And when you come back, you’re going to the bottom bitch and I’ll tell him that you leave me? You come back. I promise you ever, when you do come back, cuz you will, you’re gonna be at the bottom.
Tersh Blissett: Do they ever halt right there? You’re like, you know what, scratch that I’m not leaving.
Victor Rancour: They do. And problem is it’s like sales, right? Any kind of sales that I do. It’s confidence. I have confidence that you’re not gonna like it over there. You could you gotta give him that fear of doubt.
But yeah that’s my opinion on, if you wanna leave, get out the door’s right there. Like I got another guy that I got probably a hundred other guys that would love to come work for
Tersh Blissett: The worst thing is for him to quit without quitting, like for him to quit while still working mentally.
Yeah. [00:40:30] And then fumble all kinds of other things. Like it’s better for him just to go ahead and go. With that being said, we’re at the end of our time. What’s one thing we wanna leave everybody on big,
Victor Rancour: If you guys are watching this man and you guys are wondering, like, How you can get better at things.
You gotta start, you gotta start putting yourself around more successful people. And that’s what the big thing about the event is like, how do you get outta your soul, your small circle of small thinking. People you gotta get around people that are done, what you want to do, things that you plan on doing.
If you want to grow a big business, go meet someone that’s growing a big business. If you wanna become the top salesman. Go meet the top sales guy. So when I was a technician, I found out who the best tech was. I didn’t fuck with the other guys. I wasn’t was the best guy. And then I found out who the top sales guy was.
I started hanging out with that guy and now I’m hanging out with some of the best owners and operators in the country and I’m watching what they do. And I’m like, okay, I’m taking that. I’m taking that. Just remember this industry is Robb duplicate, but if you’re robbing and duplicating the wrong thing, that you’re not gonna get anywhere, you gotta go find the right guys to Rob and D.
Tersh Blissett: Yeah. And you mentioned why it’s gonna be at one of the speakers. And I have some friends of mine who have personally gone out to their place and checked out everything that they have going on. And they’re like an open door. They’re like, they actually set up a tour for ’em to come through there, which was a really cool
Victor Rancour: thought process I had.
So think about, so take that think high level. Why they do that? Why do they do.
Tersh Blissett: Whenever they’re selling their business if that’s what you’re, if that’s where they’re in their area, that they want to go, you’ve already got trust. And the business that you’re gonna be [00:42:00] purchasing or
Victor Rancour: you get the business you’re purchasing, but they get to come in and see, because one of the biggest fears of owners selling their business is what.
Tersh Blissett: ruin my name.
Victor Rancour: You’re gonna ruin my name. You’re gonna ruin my employees. You’re gonna ruin that and why it said, Hey, guess what if you sell to me, come look at how I treat my employees. What would happen to your employees? What would happen to your culture? Come feel it. And then now it might not be today.
It might not be tomorrow, but if I’m a business owner, who would I rather sell to a company over here, that’s gonna rape and pillage my employees and my staff and my customers or this guy, that’s gonna do it the right way and treat my people. . Yeah, absolutely. Yeah. Yeah. And that’s who, that’s, who I that’s
Josh Crouch: who I subconscious with.
You’re planting a seed subconsciously from what they wanna see so they can carry on that, that legacy can carry on when they sell or they
Victor Rancour: retire. . Yep. That’s that’s, it’s genius. Why it’s, it’s funny cuz me and white are like the polar opposite as far as people and he even he’s man one thing he’s I wanna bring you in to train my guys, but I’m only, I’m really scared.
You’re gonna motivate ’em so much. He goes, start their own business. He doesn’t want that. And then second he is obviously with with religion and stuff like that. And he. The cussing. So I’m like, so when we were at Jason, we had Jason Walker’s event a couple months ago. I knew why it was in the building.
So I did my whole tuneup process without cussing, which has never been done in the history of my life. Okay. It just is what, I can’t help it. I grew up, I just, that’s my family, we cuss a lot. I’ve been cussing. So I was a little kid and I knew why it was there. So I was, I got off the stage. I’m like, see, I told you I could do it.
He was laughing. He’s he was impressed. Cause he’s holy, I he’s like what you do. If I can teach, like I told him when I I was sitting in Wyatt’s office with his [00:43:30] service manager and I said, They started telling me what they do. And I said, Wyatt, I can add $10 million to your bottom line.
If you follow what I do you teach your guys what I do? You’ll make $10 million more. And I said it with a dead face and he’s yeah, you’re probably right.
Tersh Blissett: yeah, that’s great, man, Vic we really appreciate you hanging out with us and coming on the show and you’re absolutely right.
What you were saying. You are the five people that you surround yourself. and the more that I hang out with the successful buddies of mine, the more we just rub off of each other. And it’s just, it’s amazing. I could go two or three weeks without hanging out with those guys. And then all of a sudden I feel like I’m in a slump.
And then I get back with those guys and all of a sudden it’s we’re back up there at peak level.
Victor Rancour: Billy’s one of my top, one of my five, so I got, I got bill Bolty and I got Billy. Those are my, probably top two that I talk to the most. And Bill’s obviously rich and successful and Billy is just, when you talk to him, he just, he level heads you, right?
Yeah. When I wanna go, I’m like, I’m go. I’m thinking about buying a new pair of Nikes and I’m looking at him like, what would Billy do? And Billy’s I’m like, I’m gonna go buy, nevermind. I’m gonna go. Target to go buy some loafers. Billy keeps my kills, keeps my, keeps me levelheaded. He really focuses him and bill both focus me on what’s important.
It’s not about the flash. It’s about the profits. It’s about building a business about building this stuff and it’s hard for me cuz it’s I’m still young. I’m 33 and I’m like shiny object. , but I have these guys now in my corner that are like, Hey, chill, Vic, you don’t need the Lamborghini.
You don’t. So you gotta see me post Lamborghini that mine, by the way it’s one of my it’s actually, no, it’s one of my [00:45:00] employees, one of my employees owns a rental company. So he drives him to work every once in a while, but everybody’s oh, you’re buy a Lamborghini. I’m like, no, dude, I got, I stack cash.
Like IM gonna, I want to go have something to go buy an asset and go buy a business or go buy a. Some that’s gonna bring value. So just stuff like that, they keep me levelheaded and keep me smart. And without them, I would probably just, be at my own advices and be able to just do stupid shit.
Tersh Blissett: All right. So if that’s great, if anybody hasn’t purchased a ticket yet, where can they get the last couple
Victor Rancour: tickets? Go to service, rocket and network.com. Go on there. We have a promo code right now. It’s. LFG 2022 and now get you $250 off of a ticket. You’re gonna wanna be at the parties though.
So the party pass gets you into access to all the after parties. We’re gonna be able to meet and mingle with everybody. The black tie event and the Halloween party general mission is great. If you guys buy general mission, you get there. You wanna buy party passes if they’re available or upgrade or whatever.
We can talk about it, but reach out to me. If you are a business that’s growing, you’re struggling. You don’t have enough money. You don’t want to, you don’t know if you can make it to the event you call me. Give me a good reason message me. Give me a good reason. I’ll give you a free ticket. Okay. You just buy your flight hotel and I’ll give you a free ticket if just gimme a reason.
Hey Vic, I just started my company. I wanted to be around these people. I want to do this message me. I’ll give you. I’ll make sure you have a free ticket on the list. And then just gimme a reason. I’ll take care of you,
Tersh Blissett: man. I stand up, dude. That’s really cool, man. We really appreciate it again. Thank you for coming and hanging out with us for a little bit.
And if anybody has any questions, don’t hesitate to reach out to Victor. He’s serious. I text him and he text me right back and it’s not just because I’m. I’m for real no, [00:46:30]
Victor Rancour: for real I respond 24 hours. Like I, I do if you look at my thing and people were surprised like I respond right back to what the hell?
I wasn’t expecting a response. I’m like, what? Wait I
Tersh Blissett: wait. I forget. Exactly. Same mentality. All right, man. We appreciate it. We’ll talk to you again soon, man. We
Victor Rancour: appreciate it. See, you guys have a good. See ya. See ya.
Thank you for listening to this episode of service business mastery. Now that you are equipped with essential business advice from this impactful conversation, you are one step closer to becoming the
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