Sometimes, the best opportunities come from the most unexpected situations. In this CertainPath™ podcast episode, a plumbing contractor shares how a simple call to install a homeowner-supplied toilet, ordered from Amazon, turned into a $25,000 plumbing job. What started as a small mistake became a masterclass in trust, education, and the power of professionalism in the trades.
👉 Watch the full podcast episode here: How One Plumber Closed Big Without Hard Selling
A “Simple” Job That Went Sideways
A homeowner had purchased a toilet online and called in a plumbing contractor to install it. But when the technician arrived, he discovered that the shipment was incomplete, Amazon had forgotten to send the toilet bowl.
Many plumbing contractors might have packed up and left, chalking it up as a lost job. But instead of walking away, this technician saw an opportunity to help the customer, not by selling, but by asking questions and educating.
The Power of Observation and Conversation
While inspecting the property, the technician noticed signs of hard water and an aging water heater. Instead of diving into a sales pitch, he started a conversation:
“Have you ever thought about going tankless?”
That one open-ended question led to a discussion about energy efficiency, longevity, and reliability, topics every homeowner can relate to. Before long, the homeowner was asking for recommendations and upgrades.
Turning a $600 Call Into a $25,000 Solution
By simply being curious and transparent, the technician identified multiple opportunities to serve the homeowner better. The final project included:
-
A tankless water heater installation
-
A complete water softener system to protect the new equipment
-
A reverse osmosis filtration system for clean drinking water
-
New shut-off valves and plumbing upgrades
What could have been a $600 one-off service turned into a $25,000 plumbing job, all without hard selling.
This success wasn’t about pressure or persuasion. It was about listening, educating, and earning trust.
Lessons for Contractors Across Every Trade
Whether you’re running a plumbing business, an HVAC company, or managing electrical contractor services, the same principle applies: don’t prejudge the call. Every service visit can open the door to a larger opportunity if you’re focused on solving problems instead of selling products.
Here’s what trades professionals can take away:
-
Ask open-ended questions. Instead of pushing a product, start with curiosity.
-
Educate, don’t upsell. Homeowners appreciate learning how to make smarter decisions about their homes.
-
Leverage your expertise. Use your technical knowledge to identify long-term solutions.
-
Be prepared with systems. Using tools like contractor management software or HVAC business software helps you track opportunities, proposals, and follow-ups efficiently.
Why Coaching and Training Matter
This story highlights how business coaching for trades contractors can make all the difference. CertainPath™ members receive ongoing HVAC coaching, plumbing sales training, and electrical business coaching, equipping teams to turn everyday calls into relationship-building opportunities.
From HVAC installation to electrical repair and roofing business services, effective coaching helps contractors master soft skills that complement their technical expertise.
For example, learning how to communicate about HVAC maintenance, commercial HVAC, or even metal roof contractors can help build homeowner confidence and close bigger jobs with integrity.
Building a Better Trades Business
This story isn’t just about one plumber’s success, it’s a reminder that the most profitable contractors are the ones who focus on service excellence and customer education.
With the right contractor management services and trades business coaching, home improvement contractors across plumbing, HVAC, roofing, and electrical can transform their businesses.
👉 Watch the full episode now: How One Plumber Closed Big Without Hard Selling
