Educating the homeowner(s) establishes trust, and trust trumps price so their sticker shock can be tolerated.

The challenge for most of us can be identifying how we foster an abundance mindset—a key ingredient to achieving success—in our daily lives and workplace cultures.

As service business leaders, we often focus blindly on the results — key performance indicators, sales targets and other specific goals. But when it comes to success in any industry, relationships are often much more important than simply reaching a result-based goal. This is especially true for plumbing contractors who need trust and cooperation from our manufacturers, distributors, clients and other partners to succeed call after call, day after day.