Pain is Your Ally - Part 2 - Special Guest: Caleb Harnish

Waste No Day: A Home Services Motivational Podcast

Brian Burton & Nate Minnich

Entrepreneurship, Business, Business:entrepreneurship

5.0 • 547 Ratings

🗓️ 25 January 2021

⏱️ 46 minutes

🔗️ Recording | iTunes | RSS

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Summary

In today’s show, we interview special guest Caleb Harnish. Caleb brings a unique background to the service industry by both understanding the customer side and the technician side of the equation. Entering the trades in customer service after some time at college, Caleb started his journey in the office. Here he learned the importance of serving a customer and the types of needs that homeowners have on a day-to-day basis. He eventually moved into a role as human resources director which taught him about the concerns and challenges of technicians, plumbers, and electricians. Combining these two areas of expertise, Caleb branched out into the sales field delicately balancing and bridging the gap between homeowners and technicians when HVAC replacement is in discussion. Caleb has and continues to learn the value of understanding pain in his meetings with customers. Caleb shares his practical advise on how understanding everything the customer is dealing with aids in providing a solution the customer needs.

Transcript

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0:00.0	So I love asking questions. I do it naturally anyways with my friends, whatever. I just, I love that.
0:08.4	So with clients, I'm immediately asking questions. And so some of the pain is very obvious. You know, water heater's broken. Your heating system's broken. You need a new one. There's, there's the obvious pain, and let's talk about how we can get that
0:22.5	resolved. When it gets more difficult is when the heater is working or the water heater is
0:28.0	working, maybe it's getting older, then it's a little harder to discover the pain.
0:37.1	Welcome to the Waste No Day podcast, a podcast specifically for and about the home services industry as it relates to plumbing, heating, air conditioning, and electrical.
0:48.9	More than a podcast, Waste No Day is a credo, a determination, a mindset.
0:54.5	It is a never-ending discipline. It is a never-ending discipline.
0:56.6	It is a refuse to lose pursuit.
0:59.1	It is a wake-up call every morning to waste no day.
1:03.1	Now here's your host, Brian Burton and waste no day podcast.
1:19.3	I'm your host Nate here with Brian.
1:21.0	Good morning, Nate.
1:22.1	Hey, hey.
1:22.9	It's good to be here.
1:23.7	We also have a special guest with us today.
1:25.8	His name is Caleb Harnish.
1:29.3	He is, oh, yeah,
1:34.7	yeah, we got the crowd. Good morning. Oh, yeah, it's going to good. It's time to go.
1:40.5	Caleb Harnish is the, is one of the comfort advisors at one hour heating and air conditioning in Lexington, in Lexington, Pennsylvania. He comes to us today, and we're going to be spending the
1:45.6	time talking about the topic of pain. Ooh, that was a dramatic pause. It's going to get deep.
1:54.2	So, yeah, hey, Caleb, thanks so much for being on the show with us. Yeah, you bet. Happy to be here.
1:58.9	Hey, we always like to start off by kind of getting a little bit of
	...

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