Shifting from a transactional mindset to a relationship-based mindset is the heart of growth in the contracting world. Instead of purely relying on projects, businesses are eager to find new opportunities in building long-term relationships and creating steady revenue streams through service. This episode focuses on the mindset, process, and leadership needed to be at the top of this transformation. Sean Samson is the CEO and founder of Sean Samson Training and EMAPlus. Sean is an industry thought leader and a mentor within the electrical, mechanical, service, and construction areas. Having trained and consulted over 300 contracting organizations across 16 countries, he is a highly sought-after industry leader whose training focuses on strengthening contractor service and maintenance operations. He joined Eric today to talk about how contractors can transform their businesses by building service divisions. HIGHLIGHTS [01:49] The Light Bulb Moment: Building a Service Division. [05:58] The mindset shift. [09:21] Overcoming overhead concerns. [14:49] The fundamental difference between construction and managing service. [20:17] The role of smaller service agreements. [23:39] Playing your own game. [28:30] Building a service division in larger organizations. [34:19] The three steps of selling service. [40:02] The first step of building the ‘game’ of service. [44:29] Multi-year sales agreements. RESOURCES Connect with Sean Samson LinkedIn - https://linkedin.com/in/seansamsontraining/ Website - https://seansamsontraining.com/ 90-Day High-Performance Dashboard You can't afford to let your people drift. To drive real performance, you must coach with clarity and purpose. Use the 90-Day High-Performance Dashboard to: - Get clear on what matters most. - Drive focused action and accountability. - Strengthen trust and deepen relationships. Success doesn't happen by accident. It happens when leaders coach with precision and consistency. Download the 90-Day High-Performance Dashboard here: https://www.constructiongenius.com/high-performance-in-a-new-role Coach your team toward real results — one conversation at a time. Resources to Help You Win in Construction 📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/ 🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com ☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me 🎧 Subscribe & Share If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!

What if the real reason you’re not closing deals has nothing to do with your leads and everything to do with your process? In this episode, Sean Samson breaks down the myths around what makes someone great at sales, and why most people fail. Sean shares how he went from average to top 1% by mastering the process, not his ‘sales’ personality. He reveals why decent leads don’t matter if your close rate is broken, how to adjust pricing based on buyer beliefs, and the difference between sales and business development (hint: most people don’t know it). Whether you’re hiring your first sales rep or trying to close more deals yourself, Sean offers insights into creating scalable sales systems. Topics explored in this episode: (07:10) Understand the Game of Sales *Sean knew if he wanted to be a 1% top performer in his industry, he had to know sales. *First things first, you need to understand why people aren’t buying from you. *You need consistency, and to have consistency, you need a process. (9:40) Create a People-First Company *Sales fall through because the customer didn’t have enough information. *...and they had the wrong price! You can adjust your price to the needs of the customer. *You run a sales call to find out what your customer believes and to meet them there. (19:15) Decent Leads, Horrible Close Ratio *How are leads coming to you? *Why are they coming to you? *You need to track the customer journey through a CRM. (31:35) Business Development vs. Sales *What’s the difference between business development and sales? Most don’t know! *How do you get your sales guys to stay longer? *Most people fail at sales because they don’t understand there’s a structure and scalability factor to it. Thanks to Sean Samson for being on the show! Learn more about Sean here: https://www.seansamsontraining.com/ Connect with Sean: https://www.linkedin.com/in/seansamsontraining/ Bill Gallagher, Scaling Coach and host of the Scaling Up Business podcast, is an international business coach who works with C-Suite leaders to achieve breakthrough growth. Join Bill in the Growth Navigator Coaching Program: https://ScalingCoach.com/workshop Bill on LinkedIn: https://www.LinkedIn.com/in/BillGall Bill on YouTube: https://www.YouTube.com/@BillGallagherScalingCoach

July 2025 EMPOWER Conference Recap | Highlights & Key Takeaways The July 2025 EMPOWER Conference brought together industry leaders, innovators, and professionals to share insights, strategies, and breakthroughs shaping the future of electrical maintenance and safety. In this recap, you’ll see: - Hands-on training between network members and instructors- Emerging trends in NFPA compliance & preventative maintenance practices- How contractors are leveraging technology like EMAPlus to grow recurring revenue- Inspiring moments from workshops and networking events Whether you attended live or are catching up now, this recap gives you the best moments and takeaways to stay ahead in the industry. Don’t forget to like and subscribe for additional training offerings, EMAPlus updates, and details on future EMPOWER events! Learn more about EMAPlus: https://www.seansamsontraining.com/emaplus Join our mailing list for future events: https://www.seansamsontraining.com/

🎯 Free Tools for Growing Trade Businesses: https://tradie.wiki/pod Free Estimating Tool for Sparkies: https://www.seansamsontraining.com/emaplus Sean's Socials https://www.facebook.com/GRABBITStands https://www.linkedin.com/company/sean-samson-training/?viewAsMember=true https://www.linkedin.com/company/emaplus/posts/?feedView=all https://www.youtube.com/@seansamsontraining Want to streamline your operations, improve your marketing, or close more jobs? Join Tradie Academy – our free community packed with templates, guides, and insights that actually help. 👉 Check it out: https://tradie.wiki/pod In episode 472, host Matt Jones is once again joined by Sean Samson for the second part of their insightful series. If you missed the first installment where Sean shared the ten reasons your service and maintenance business will never grow, be sure to catch up, because today’s conversation builds on those foundational ideas. Timestamps 00:00 Service Sales Process Benefits 04:34 "Scaling Requires Systems" 08:30 "Tracking Sales Process Metrics" 13:10 Sales Systems Enable Scalable Growth 14:09 Onboarding Requires Role Transition 20:09 "Discovery: Key to Problem-Solving" 23:44 "Process Guides Safe Problem Solving" 26:42 Job Walk and Verification Process 28:11 Outdated Residential Business Model 32:43 "Service Agreements & Recurring Revenue" 🔥 Get Social: https://www.thesiteshed.com https://www.facebook.com/thesiteshed https://www.instagram.com/thesiteshed/ https://www.linkedin.com/company/the-site-shed/ If you enjoyed this podcast and this series, please take 5 to leave us a review: ⭐ https://lovethepodcast.com/TheSiteShed Love the audio version of this podcast? Subscribe to the link below: ⭐ https://followthepodcast.com/TheSiteShed

Are you looking to scale your electrical business, build recurring revenue, and grow beyond the $1 million revenue plateau? If you’re an electrical contractor, electrician, or service-based business owner, this video is packed with actionable strategies that can transform your business model. Whether you're running residential, commercial, or industrial electrical work, you'll learn how to shift from one-off jobs to multi-year maintenance contracts and long-term growth. In this episode, Dustin talks with Sean Samson from Sean Samson Training, a proven expert in helping contractors scale. Sean has worked with hundreds of companies across the globe, helping them move from transactional service calls to consistent, recurring income using NFPA 70B, 70E and a strategic service-based sales model. Here’s what we cover: The biggest reason most electrical contractors fail to scale How multi-year service contracts create stability and predictable income Why electricians must embrace relationship selling How to build a sales team inside your electrical business Tips for identifying your most profitable clients and markets The difference between recurring vs reoccurring revenue and why it matters If you’re ready to grow your company, secure long-term clients, and finally move beyond job-to-job survival, this is a must-watch conversation. Sean’s insights will help you build smarter, not just harder. 👉 Learn more at: https://www.seansamsontraining.com 📩 Get in touch: connectnow@seansamsontraining.com 🎯 Don’t just stay busy. Build a business that lasts. 00:00 - Scaling Your Electrical Business 01:29 - What Do You Guys Do? 09:32 - Is This Just Commercial Work? 16:00 - Why Can’t Most Scale? 30:12 - How Does Your Training Work? 🤘⚡️EU Learning System⚡️🤘 For Individuals --- https://electricianu.com/learning-system-for-individuals/ For Businesses --- https://electricianu.com/learning-system-for-businesses/ -Video courses on every side of the electrical trade (theory, code, safety, wiring, install, troubleshooting, leadership, and more) -Practice exams for 2017, 2020, 2023 code -YouTube videos categorized and searchable -Audio lessons -Forum -Business version has admin portal and ability to assign learning to technicians and monitor progress -Any business size from 2 techs to 2,000! 🎓💡CONTINUING EDUCATION💡🎓 Sign up here --- https://electricianu.com/electrician-continuing-education-online-electrician-u/ -State Approved -Video Based ✍📝PRACTICE EXAMS📝✍ Get them here --- https://electricianu.com/electrician-exam-practice-tests/ -2017, 2020, and 2023 NEC versions -Online Residential Wireman Exam -Online Journeyman Exam -Online Master Exam -300 Question Online Code Cannon (not license specific, all code) -Take as many times as you want -All of the above come with printable PDFs 🎤🎧PODCAST🎧🎤 Spotify: https://open.spotify.com/show/7ldCwdxhWnT0R3nne96XjC?si=a42a98b83c3549fc&nd=1 Apple Podcast: https://podcasts.apple.com/us/podcast/electrician-u/id1583270265 📱👍SOCIALS👍📱 TikTok - https://www.tiktok.com/@electricianu Instagram - https://www.instagram.com/electrician_u/ Facebook - https://www.facebook.com/TheElectricianU/ Reddit - https://www.reddit.com/r/ElectricianU/ Rumble - https://rumble.com/c/ElectricianU Discord - https://www.discord.gg/electricianu 🎧🎹Music, Editing, and Videography by Drake Descant and Rob LeBlanc🎹🎧 #electrician #electrical #electricity

Real stories, real success! Hear directly from contractors in our network about how partnering with us has transformed their business. Website: https://www.seansamsontraining.com/ Network: https://www.seansamsontraining.com/communityofcontractors Service & Maintenance Advancement: https://www.seansamsontraining.com/serviceandmaintenance Instagram: https://www.instagram.com/seansamsontraining/?hl=en LinkedIn: https://www.linkedin.com/company/sean-samson-training

A perfect wrap-up! Watch the highlights that capture the heart of our network and the success we’re building together. Website: https://www.seansamsontraining.com/ Network: https://www.seansamsontraining.com/communityofcontractors Service & Maintenance Advancement: https://www.seansamsontraining.com/serviceandmaintenance Instagram: https://www.instagram.com/seansamsontraining/?hl=en LinkedIn: https://www.linkedin.com/company/sean-samson-training