Most home service owners think their revenue problem comes from not enough leads. Ryan Shank has spent years proving it usually comes from the way technicians are paid, motivated, and measured.

As founder of ShareWillow, he’s helped hundreds of HVAC, plumbing, and electrical companies redesign their pay systems so techs think like owners, reduce callbacks, lift average tickets, and stop leaving money on the table.

Ryan built and sold a tech company while getting sober, lived through brutal litigation, and rebuilt himself in a way that made him obsessed with incentives, behavior, and what really moves people.

Today he works with some of the biggest names in the trades, using data from thousands of plans to show companies how to grow revenue without adding more trucks.

In this episode, Ryan breaks down why hourly pay kills performance, why callbacks are the silent profit drain in every shop, and how a simple incentive structure can add an extra ten thousand dollars a month per technician.

He explains how to build pay plans techs actually understand, how to integrate them with ServiceTitan, and why clarity, visibility, and small wins matter more than complex compensation formulas.

It’s a clear, practical look at performance pay, labor efficiency, and the hidden levers that turn a 3 million dollar shop into a 10 million dollar one, delivered by someone who’s lived both the founder grind and the home service trenches.

What You Will Learn in This Episode

• Why hourly pay creates stagnation, confusion, and lost revenue
• How incentive-based pay gets techs thinking like owners
• The real cost of callbacks and how reducing them adds huge profit
• How performance pay can add 10k per month per technician
• Why visibility and simple dashboards outperform complex comp plans
• How to build KPI-driven incentives that don’t create sales pressure
• Why most incentive plans fail and how to fix them
• How ServiceTitan data powers accurate, real-time payouts
• When to roll out performance pay across your whole company
• How small tweaks in pay systems create predictable, scalable growth

More From Profit & Grit

Book your complimentary Financial Insight Session with Tyler Martin, fractional CFO for home services and the trades, here:
http://cfointrocall.com

Learn more at http://cfomadeeasy.com

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.

🔗 Website: ProfitAndGrit.com
📍 LinkedIn: linkedin.com/in/thinktyler
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Tyler Martin, a fractional CFO for home services and the trades
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