Broke to $1.6M in 3 Years: How This Father-Son Electric Shop Rebuilt Its Sales Process

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/4b0wLaZ or call us at: (214)-453-1591Get Predictable Calls From Proven Direct Mail Campaigns. Learn more about CertainPath's Lead Generation Direct Mail programs — for members AND non-members. Click here for a FREE Market Analysis: https://mycertainpath.com/lead-generation-request/?utm_source=youtube&utm_medium=video&utm_campaign=tsc224--------------------------------------------------------------------------This father-and-son electric shop was doing $600K with almost no profit. Three years later: $1.6 million. The difference wasn’t luck — it was how they sell. Erwin Carrasquillo taught himself the electrical trade after coming to the United States — before he could even speak English. He and his son Owen built Jeoah Electric in Slatington, Pennsylvania on grit: borrowed crews, work that never turned into money in the bank, and a $15,000 payroll due against $200 in the account. The turning point came in a Home Depot aisle, when Owen asked a more successful electrician one question — "what are you doing that I’m not?" That question led them to a sales process they now run on every call. In this conversation, Erwin and Owen walk host Bob Houchin through it step by step — selling the diagnostic first, asking questions instead of pitching, building three options instead of ultimatums, and reframing price as safety. It’s the system that took them from $600,000 to $1.6 million in three years, both earning Crown Champion honors. They’re just as candid about the hard parts — the night Owen broke down finding his ’why,’ the leap of faith that put the whole thing on a credit card, and the faith and family culture that held it all together. In this conversation, you'll discover: The questions that get customers to sell themselves Why you sell the diagnostic before you touch the panel How to present three options without giving ultimatums The "medicine analogy" that makes safety urgent How to handle "I need to think about it" in a single move Reframing price as monthly safety, not cost The mindset shift that turned survival into $1.6M Whether you’re an electrician, a plumber, or an HVAC owner trying to get off the truck, Erwin and Owen’s process shows how a small shop can sell with confidence and character. Watch on YouTube or listen on your favorite podcast platform. And don’t forget to subscribe to The Successful Contractor for more interviews that move the needle. About the ShowThe Successful Contractor is a podcast for residential HVAC, plumbing, electrical, and roofing contractors. Hosted by Bob Houchin, each episode features real contractor growth stories, hard-won business insights, and practical takeaways for building a profitable home services company.Meet the HostBob Houchin has spent 20+ years immersed in the home services industry — listening to, learning from, and serving the people who run it. As host of The Successful Contractor, he's interviewed hundreds of the brightest minds in the trades. Beyond the mic, Bob is a Senior Strategist at CertainPath, building the training, onboarding programs, keynotes, and playbooks used by 1,200+ residential service companies. His motto: smart contractors learn from their mistakes; wise contractors learn from the mistakes of others.About CertainPathCertainPath is a business coaching and training organization that has built successful home service businesses for more than 25 years. We serve 1,200+ member companies across HVAC, plumbing, electrical, and roofing with professional coaching, training for every role, software solutions, and a vendor partner network that delivers millions in member rebates every year. Doubling your sales with a 20% net profit and an inspiring company culture is ALL possible. With CertainPath, Success is Made Certain.FOLLOW CERTAINPATH:Facebook: https://www.facebook.com/CertainPathLinkedIn: https://www.linkedin.com/company/certainpathInstagram: https://www.instagram.com/certainpath/#electrician #electricalcontractor #salestraining #homeservices #certainpath #skilledtrades #contractorbusiness #fatherandson