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The Successful Contractor PodcastWelcome to The Successful Contractor Podcast, Powered by CertainPath. Author: CertainPath
Welcome to The Successful Contractor Podcast, Powered by CertainPath. A show for residential contractors about residential contractors We chronicle business journeys, share insights, and celebrate successes in this wonderful industry. Language: en Genres: Business, Entrepreneurship, Marketing Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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How a Plumber Who Started at 19 Sells & Installs $800K a Year | Payton Sword
Thursday, 18 June, 2026
Book a free strategy call with CertainPath to see how we can help you hit your goals and beyond: https://bit.ly/4b0wLaZ Or call us at: (214) 453-1591 He started plumbing at 19. Last year he sold $800,000 in residential plumbing — and installed every job himself. This is his exact playbook. Payton Sword is a plumbing technician at Steve Huff Plumbing, Heating & Air in Kingsport, Tennessee — and a 4x Crown Champion at CertainPath, the program's top sales tier. Last year he sold roughly $800,000 in residential plumbing. No sales/install split, no handing the job off: every technician at Steve Huff sells the work and does the work. Payton was hired at 19 — at the same shop his dad worked for back in 1996. The company put him through 15 months of ride-alongs, trainings, and schools before he ever got his own truck. Today the shop's 12 plumbing technicians train four days every month: full service-call roleplays with homeowner personalities, DISC profiles, and a "switch method" that swaps techs mid-roleplay to keep everyone sharp. In this episode, Payton walks Bob Houchin through his entire service call, start to finish — from the drive-time research to the same-day install. In this conversation, you'll discover: • The $800K reveal — and why he installs every job he sells • The at-the-door credibility statement he delivers on every single call • Why he never asks permission to run the whole-house safety inspection — "it's a value creator" • Builder-grade vs. professional fixtures — and the restaurant question that sells Totos • The four-option presentation with everything on the top option • Present the top option, ask for the business — then go silent • "Is it only the money?" — his answer to "I should get another bid" • The authority close: "What were you expecting to spend today?" • Why the shop trains four days a month — and why it produces Crown Champions Whether you run a plumbing company, manage a service team, or you're a tech chasing Crown Champion numbers — Payton's process is a masterclass in trust-first, education-driven selling. Watch on YouTube or listen on your favorite podcast platform. And don't forget to subscribe to The Successful Contractor for more interviews that move the needle. About the Show 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 Host Bob Houchin has spent 20+ years immersed in the home services industry — listening to, learning from, and serving the people who run it. As host of The Successful Contractor, he's interviewed hundreds of the brightest minds in the trades. Beyond the mic, Bob is a Senior Strategist at CertainPath, building the training, onboarding programs, keynotes, and playbooks used by 1,200+ residential service companies. His motto: smart contractors learn from their mistakes; wise contractors learn from the mistakes of others. About CertainPath CertainPath is a business coaching and training organization that has built successful home service businesses for more than 25 years. We serve 1,200+ member companies across HVAC, plumbing, electrical, and roofing with professional coaching, training for every role, software solutions, and a vendor partner network that delivers millions in member rebates every year. Doubling your sales with a 20% net profit and an inspiring company culture is ALL possible. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.
