In an age of rising customer acquisition costs and fast-changing digital tools, how can contractors stay competitive?

In this episode of Profiles in Prosperity, David Heimer talks with Christian Dunwoody, Director of Business Growth at Scorpion. Christian shares how Scorpion partners with contractors to attract high-quality leads, optimize ad spend, and build brands that stand out in today's AI-driven marketplace.

You'll learn:

• The biggest marketing challenges contractors face today.
• Why clean data and strong integrations are the key to better results.
• How brand equity lowers costs and strengthens customer loyalty.
• A real success story of a contractor who tripled their business.

Whether you're just starting out or already scaling, this episode offers actionable insights to help you grow smarter.

In an age of braggadocio and bravado, could your most powerful leadership superpower be humility and authenticity?

In this episode of Profiles in Prosperity, David Heimer talks with Schalee Sanchez, author of The Humility You Want and the World Needs. Schalee shares her personal journey and shows why humility isn't about playing small — it's about showing up with strength, clarity, and purpose.

You'll discover:

• Why humility is the key to stronger leadership and deeper relationships.
• Two transformative tools every leader needs today.
• How servant leadership makes organizations more effective, builds loyalty, reduces turnover, and creates ripple effects beyond the workplace.
• Real-world lessons from respected leaders in our industry.

Whether you're leading a company or just beginning to see your potential, this conversation will inspire you to rethink leadership and develop a genuine advantage.

Get Schalee's book The Humility You Want and the World Needs on Amazon.

For the first time, a law firm has joined the Service Nation rewards program, and it's a big one—Frost Brown Todd, a national firm with over 700 attorneys and a strong focus on home services. In this episode, David Heimer speaks with partners Jason Brace and Wes Scott about their backgrounds, the firm's nationwide reach, and their deep experience advising residential service contractors.

Jason and Wes share how they became passionate about serving the trades, often working with founders and entrepreneurs on everything from daily legal needs to major transactions. They recount a recent success story where they went above and beyond to close a complex deal that helped a contractor achieve his dream retirement.

Listeners will gain valuable legal insights, including:

• Workforce compliance: I-9 audits, ICE enforcement policies, and subcontractor agreements
• Succession planning: Building management teams early, structuring ownership for tax and estate benefits
• Contracts: Standardizing agreements, including renewal clauses and price escalators, and ensuring assignability for future transactions
• M&A readiness: How their private equity experience benefits contractors preparing to sell

Jason and Wes also explain how contractors can work with them—whether for one-off issues or ongoing general counsel—and share their direct contact information.

Resources & Contact:

• Wes Scott: [email protected] | (901) 277-3988
• Jason Brace: [email protected] | (615) 969-4797

We welcome back Chris Michel, Training Director at Service Nation and author of The Red Chair Experience. Chris dives deep into the DiSC personality assessment system — what it is, why it matters, and how contractors can use it to build stronger teams, hire smarter, and improve communication professionally and personally.

• What DiSC is and how it differs from other assessments
• Why understanding yourself is the first step to becoming a better communicator
• How DiSC helps contractors place people in the right roles — and avoid costly mis-hires
• Why strengths-based leadership outperforms “fix your weaknesses” approaches
• Real-life stories of DiSC in action: hiring decisions, office culture, and even marriage communication
• Ways to use DiSC tools throughout your company — from training to wall charts
• Details about DiSC training opportunities through Service Nation

Whether you're hiring, leading, or trying to better understand your team, this episode offers powerful insights into the practical value of personality assessments in the trades — and beyond.

Learn more and register for DiSC training at ServiceNation.com.

Brian Stack is the president of Stack Heating, Cooling, Plumbing, and Electric in Avon Ohio, close to Cleveland. Stack is very much a family-owned business: Brian's parents started the business. The business is managed by Brian, his three siblings, and their Dad. The business has been wildly successful. This year Stack Heating, Cooling, Plumbing, and Electric won two Service Nation growth awards just as they're opening a new location for EVEN MORE growth! In this fascinating interview with the very smart Brian Stack you'll hear about:

• The creation of Stack Heating and Cooling
• The retraction into hydronics
• Growth into forced air
• How Brian got into the business
• Working with so much family in the business; why and how it works for them
• How to use the phone system to promote new vertical markets (this is GOLD!)
• How Brian joined Service Nation for rebates and got much more
• “My job is to make sure I can provide a career for our people.”
• Supporting the local community
• Fostering a sense of camaraderie among the work team
• Recruiting and training

Tucker Yarbrough is one of the smartest people in our industry. I'm not the only person who thinks so; Tucker was named to our industry's 40 Under 40, and Yarbrough and Sons was recognized with the Contractor of the Year award. We interviewed Tucker in episode 109 where we heard about the beginnings of Yarbrough and Sons, and how their family business became so successful. Every time I talk with Tucker I get great ideas and information. In this episode you'll hear about:

• Winning contractor of the year.
• Growth in the last two years.
• Expanding to a new location.
• The process and analytics of deciding where to put a new location.
• Building a new office.
• Expanding into plumbing.
• Pricing leadership, price resistance, and adaptability as they expand into plumbing. “The numbers may change, but the margins don't.”
• The process and policy of responding to reviews. Tucker's hilarious response to a negative review. Advice for managing bad reviews. Using AI for responses.
• Clever yard signs. Making yard signs stand out. Making yard signs effective.
• Return on Marketing Spend.
• Creating and managing Hiring Events.
• Change isn't always a reduction; it's often additive.
• Book recommendations.
• Vacationing in New Zealand.

Zak McMorrow is the founder and owner of Osceola Air in Florida. As is the case with many business start ups providing Residential Service, Osceola Air enjoyed growth, but lacked the business tools and organization to get to the next levels. In 2020 Zak and his team joined Service Nation Alliance and since then have created impressive growth: a compound annual growth rate of 51 percent! They won Service Nation's Level Up Award, Highest Growth Dollar Award, and Highest Growth Percentage Award. How did they do it? In this episode you'll hear about:

• How and why Zak got into HVAC
• The start of Osceola Air
• Why they joined Service Nation Alliance, and how that helped them
• Mentors
• Osceola Air now
• Their "About Us" page and how it differentiates Osceola Air
• Supporting the community
• What Zak would tell the younger version of himself

Roy White is the founder and owner of Fixed Right and Guaranteed in Maryland. Fixed Right and Guaranteed was recently named "Contractor of the Year". Roy and his team have built incredible growth with a focus on team development, culture, and leadership. Roy is incredibly thoughtful about his and his company's impact on others and their legacy. This year Roy and team are on a mission — 'The 7-7-7 Mission." In this episode you will hear about that and:

• Super Tech University
• Creating an effective and hilarious website
• The "No Breakdown Guarantee"
• Being a Coach
• Creating growth
• Having a full-time videographer on the team
• The role of videos in training
• Using Trainual
• Book recommendations

Would you like to receive a FREE Marketing package worth $150,000? Crystal Williams is a creative innovator. Working with Lemon Seed Marketing, Service Nation, and an amazing team of top vendor-partners, Crystal created The Great American Brand Story Contest. Ready to take your marketing to the next level? The Great American Brand Story Contest is your opportunity to transform your HVAC, plumbing, or electrical company into an unforgettable brand. The winner will get a package worth $150,000. Listen to get the details, and don't miss out!

Saffer Plumbing is a 4th generation, 80 year old plumbing company in Baltimore. Chris Saffer is the president. He and his team have achieved amazing growth. In this episode you'll hear:

• History of the company.
• Getting certifications. Try and try again.
• Working with family.
• The different colored trucks for cobranded with local charities: SPCA, ARC of Baltimore, Joseph Groh Foundation, Women's Shelters and more.
• What they have done to grow.
• Why he likes Service Nation Alliance.
• Pollution insurance.
• Not afraid to make mistakes.
• Advice for service contractors
• Books Chris recommends. Not just business books!
• Considerations for an exit strategy for a family business.

Joseph Garcia, Chief Technology Officer of LeadsNearby, discusses his company's role as a full-service digital marketing agency for service contractors, highlighting their focus on automation, AI integration, and client strategy. He reviews how their AI platform acts as a 24/7 smart assistant for contractors, handling various aspects of customer interaction and business operations. Joseph talks about their tools to evaluate market potential and growth. We also get Joseph's recommendations for contractors, three of his top business books, and relentless recruiting.