In this episode of Builders, Makers, Doers, Andy and Elliot sit down with Aaron Johnson, Vice President and Partner at Xtreme Heating & Cooling, to talk about what actually builds a durable business.
Most trades companies don’t fail because they lack work.
They fail because they cut corners early.
This isn’t about HVAC equipment.
It’s about foundations.
Aaron grew up in the industry.
Five years old, riding service calls with his dad.
He watched a company grow from a licensed side gig into a 45-person operation.
Not through hype. Not through aggressive marketing. Not through upsell tactics.
Through discipline. Through reputation. Through training. Through doing it right when no one was watching.
This is what you’ll discover:
Why starting “the right way” protects your business long before you scale
How reinvesting early beats lifestyle inflation every time
Why 80% referral business is a signal of operational discipline
The difference between hiring technicians and building craftsmen
Why training takes 4–5 years — and why that matters
How communication failures destroy trust faster than bad pricing
What the aging trades workforce means for the next decade
How AI can increase efficiency without replacing real skill
Aaron also addresses something most contractors won’t say out loud: The industry has a trust problem. And the only way to fix it is through consistency, education, and reputation built one job at a time.
This episode isn’t about growth hacks.
It’s about building a trades company that can survive scrutiny, labor shortages, and economic cycles.
If you own or plan to own a construction, HVAC, plumbing, or specialty trades business, this conversation will feel familiar.
And necessary.
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