Most contractors think they lose jobs on price. Brigham Dickinson has spent decades proving they lose them on connection, tone, and the first sixty seconds of the call. As founder of Power Selling Pros, he’s trained thousands of CSRs and technicians to book more, charge more, and lose less by doing the simple things owners overlook.

He built his company from the ground up, weathered personal and financial storms, and learned that people don’t want information first, they want to be understood. Brigham turned that insight into a framework that helps service businesses raise conversion, lift average ticket, reduce callbacks, and create the kind of customer experience private equity circles talk about but rarely execute.

In this episode, Brigham breaks down why validation beats persuasion, why most sales problems are actually emotional needs left unmet, and how a few small changes can add hundreds of thousands to a five to ten million dollar shop. He explains the 8 steps that create a wow experience, why trust beats price every time, and how customer centricity becomes the most reliable margin driver in a crowded market.

It’s a clear, practical look at call booking, pricing confidence, and what really drives growth, delivered by someone who’s coached the biggest names in home services and lived every lesson he teaches.

What You Will Learn in This Episode

• Why most companies don’t have a pricing problem, they have a connection problem
• How validation in the first minute of the call drives booking and trust
• Brigham’s 8-step framework for wow experiences that lift margins
• How to increase call conversion without spending more on marketing
• Why emotional needs matter more than scripts in customer communication
• How a 10 percent bump in conversion adds massive dollars to a mid-size shop
• When to raise prices, and how to help CSRs defend them with confidence
• The hidden cost of callbacks, and how technicians can avoid them
• Why customer centricity is your strongest moat in a PE-heavy industry
• How to turn small, repeatable behaviors into predictable profit

More From Profit & Grit

Book your complimentary Financial Insight Session with Tyler Martin, fractional CFO for home services and the trades, here:
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Follow the show for weekly interviews with HVAC, plumbing, and home service owners and experts who share what it really takes to grow, scale, and profit in the trades.

If you listen to any of the following shows, we’re sure you’ll love ours too! To The Point Home Services Podcast, Toolbox for the Trades, Masters of Home Service, Home Service Business Coach With David Moerman, BlueCollar.CEO, The Home Service Expert Podcast, Next Level Pros, Blue Collar Business Podcast, Home Service Millionaire with Mike Andes, The Contractor Fight with Tom Reber, and Blue Collar Success Group

🎙️ Profit & Grit by Tyler Martin
Real stories. Real strategy. Real results for service-based business owners.

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Tyler Martin, a fractional CFO for home services and the trades
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