SPEAKER_01 0:00

On the business side of things, go out, shake hands, meet new people, um, and surround yourself with people that are better than you. Make sure you're not the smartest man in the room.

SPEAKER_00 0:13

What's up, everybody? This is Andrew Johnson with Business Networking Done Right with another episode of Connections That Matter. Really excited about today's episode because I have Zach Kari with A Plus Heating and AC. He is a local legend in the town of Berthood, Colorado. And I think beyond Zach. But uh uh let me start there. Is I grew up in Berthood, uh, went to Berthood High School, so Berthood's not a very big place. And all of a sudden, maybe it was about a year and a half ago, I started seeing people just recommending A plus Heating and A C. So how did you how did you come into Berthood? Tell me how you uh uh founded your business.

SPEAKER_01 0:50

Yeah, so well, I actually didn't found my business. I I purchased A Plus in uh March of 2023. So I I grew up in central Nebraska in a small town where I I landed an HVAC job at a young age of 16. And, you know, I just I just kind of pursued the career of HVAC and um I worked for a larger company in Lincoln, Nebraska for some time, and then I had the opportunity to purchase A Plus. And A Plus was a small one-man shop, you know, they had basically Berthead was their their service area. So um it was a one-man shop. I think they had roughly 200 customers in the area, which was a good start for me, right? So um, and then after I purchased A Plus, you know, I I really took pride in providing quality services and building a referral network. So people that that would talk good about my company and ensuring that my my customers were happy enough at the end of their service to recommend us um to their friends and family and and neighbors throughout the community. So that's kind of how it all got started, I guess. But um taking pride in in what I do it was the the biggest step in um ensuring that the community spreads the word.

SPEAKER_00 1:59

Okay. Well, so go into that due diligence, because I think a lot of people start a business, but to purchase a business and to find the right one and then knowing what your vision of what you want to create with it based on what was already there, uh what was that process like? How does how did you get into that?

SPEAKER_01 2:15

So it was a pretty straightforward process. It was actually a distant relative of mine that owned the company and and he was ready for retirement. So um he reached out to me and said he was getting ready to sell his business and um he had a few assets and a phone number essentially. So I bought a van with some supplies on it, no warehouse, no employees, um, and and just a van and a phone number. So um I wasn't necessarily looking to buy something that was established with employees. Um I kind of wanted to work my way up and and learn the operations of a small company before I I took that that step into the you know multimillion dollar operations um with large overhead employees, stuff like that. So it was really a sweet opportunity for me to start out as a one-man company, um, be out there in the community myself, doing the work myself, creating those relationships um with people in the community, you know, customers, clients, um, as well as other trades as well. I think that's been um a huge part of our growth is creating those relationships with other trades, whether it's a plumber or an electrician or a roofer, those people are in um consumers' houses all day long, just like we are. So um doing work for them and and showcasing our work to those people uh really got our name out there because they were willing to share, you know, that hey, A Plus is a local company and and they take pride in what they do. They get to see our work if they're, you know, if a plumber's working on the water heater next to the furnace, he may ask, you know, who who did your work? It looks really good. And so um making sure everything's straight and and tidy, um, it it kind of created that um trust in other companies when they're in the in the customer's home as well.

SPEAKER_00 3:59

Yeah. Well, I think that's a great point is wanting to align yourself with other companies that are having that level of trust on a trades thing. And uh, I definitely see that with you, Zach. Like not only are the people of Birth recommending you, but when people are asking for recommendations, whether it's next door on Facebook, they uh you're the one actually responding and recommending other local professionals. And it gives you a certain level of influence to uh I've seen you recommend like Mayor Plumbing or anybody else, but who do you recommend? And you know, how do you kind of choose of which companies that you're most uh likely to recommend to yeah?

SPEAKER_01 4:36

I I guess the the most important thing when I look to refer someone is someone that I have experience with or have heard great things about from my clients. Yeah, I think it's it's really important to note that not all referrals are a good referral. Okay. And so, you know, we have customers call in all the time that are needing plumbing work or electrical work that it's not necessarily something we can provide, but my number one goal is that if we can't provide a solution for you, we'll find someone that can. Um, so people that I've had experiences with in the past, like uh Mayor Plumbing, you you mentioned we refer a ton of work to mayor plumbing. I've done work with them before. Um, my clients have been super happy with them. So that's the number one thing I look for is are the people I'm referring to my referral partners, are they happy with the services they're they're receiving? Because um I I get calls from our clients that we referred mayor plumbing to, and they're like, hey man, mayor plumbing was amazing. Thanks for that referral. And that goes back on your company as much as it does the company that actually provided the service.

SPEAKER_00 5:41

Really cool. And a lot of people when they're building a business, especially in a small town, um, you know, people are close knit. They have those established relationships, and you know, they they wonder how do I how do I break into these kind of circles? So you know, talk me through how you were able to set those things up and uh start to refer out and uh start to receive those.

SPEAKER_01 6:02

Yeah, um, networking groups really help me out. Yeah, uh thanks, Andrew, for that. But uh yeah, creating those relationships maybe outside of work, maybe it's at a social mixer or uh uh, you know, organized networking event to go shake those people's hands and and just get in front of them and then let them know that you're providing those services in a specific area and and start to get a few jobs from there. But uh, you know, just building the relationships is the most important thing. And um, I've always said I think communication skills are uh one of the most important attributes to a person, regardless of the industry, um, and and being able to um build relationships through good communication at networking events and um letting people understand exactly what you do. Like we have a niche. We're not just HVAC guys, you know, there's a variety of different things in the HVAC industry, industrial, commercial work, there's new construction, ton of new construction in northern Colorado, right? Um, and that's not right up our alley. So um letting people understand exactly what we do, we specialize in in residential service maintenance and retrofit installations. So that's exactly what we do, and and ensuring that people know exactly what we do has helped um weed out unnecessary, you know, leads and stuff of that sort.

SPEAKER_00 7:25

Yeah, and I I think especially in a small town, people want to do business with people that align with their values. One thing that I've seen that you do is not only do you great work, but um you're giving your time. I know you volunteer with like Roosevelt High School and helping some of their young entrepreneurs. And um, I saw you did a veterans giveaway. So, how as a business owner do you decide where to plug in and where to showcase that you're giving back?

SPEAKER_01 7:51

Yeah, so um the veterans deal that you mentioned, we're doing some free furnace tune-ups for for veterans. And you know, there comes a time in the HVAC industry where things tend to slow down, right? Okay, our our business is dependent on weather, essentially. So um this time of year when things start to get nice, we have some free time. I want to keep my guys busy and I want to give back to the community, especially our veterans that that hold a close place to my heart. So um, you know, when when we have some free time, I'm looking for opportunities to give back to the community. Um, not only is it great for the veterans, but we get to throw our sticker on it. And maybe if they sell the house at a later time, the new homeowner knows who to call. Um, or if that person ever experiences issues, um, you know, they know exactly who to call. So uh that's that's how we're kind of doing the veterans, you know, give back thing. You mentioned the Roosevelt High School program. We are uh we're partnered with Roosevelt High School. They have a work-based learning program. So it gives high school students the opportunity to get into a construction-based trade, you know, and get high school credits while they're doing it. I think that's super cool that Roosevelt High School does that and and gives their students other career pathways than the traditional um go to school and get a job type of thing. So um we've partnered with them. We have a student that's been with us for almost two years now. So um he's actually this semester, he's full work-based learning. So he's working full time, he gets paid, he gets his high school credits, he'll get to graduate with his class um here in May. So we're gonna bring him on full-time come May. So that's cool.

SPEAKER_00 9:23

How did you how did you set that up? How did you get plugged into that?

SPEAKER_01 9:25

So I actually hired this high schooler before we knew about the work-based learning program. And then uh his counselor, I believe, reached out and and mentioned the program and and we're like, yeah, we're we're somewhat already doing this, but Grant hasn't been getting the the credits that he could um for working for us. So we we signed up for the work-based learning program, and uh it's been really sweet. And I look forward to working with Roosevelt High School in the future.

SPEAKER_00 9:52

That's really cool. Uh well, and another thing in the small town is obviously you you're benefiting a lot from all that positive PR. You do consistently good work, your clients are vouching for you on social media, but one bad review or one bad incidence and all of it could, you know, that could get out too. So, what do you do to make sure you're keeping a high reputation? And um, you know, uh, how how does that um how does that cultivate into what gets out into the ether of data?

SPEAKER_01 10:20

So I think the tactic to gaining the 205-star Google reviews that we have is the same tactic to avoid the one-star reviews. You ask for that at the end of the service. If they're not happy when you ask them, then you make it right at the time, you know. So we ensure that our customers are happy before we walk out of the door. Um, and that kind of covers all basis. Um, when we finish up with a job, you know, we just let our customers know that they will receive an automated link to leave us a review. We hope you were happy with your service. Is there anything you were unhappy with today? And then we get a little bit of feedback from that customer. There's no reason that we should leave the house if they're not satisfied. So that's how we've gone about avoiding the one-star reviews and and gaining a ton of five-star reviews is just making sure that they're happy before we even leave.

SPEAKER_00 11:10

Very cool. And you're seeking out networking. I know we had talked early on and you were looking for different groups. Um, you know, and some people have a lot of success and some people don't have a lot of success networking. Where why why do you think you've had so much success quickly building relationships?

SPEAKER_01 11:26

Yeah, I think I had been to, you know, some chamber events, stuff like that, and it's just not well structured, right? It's easy to hide in the in the back corner and and twiddle your thumbs and and not do a lot of socializing and and networking. And so joining a group that has been structured and and somewhat teaches you how to build that relationship with the other partners in the group has been a tremendous help to me because I came into um network in action without having any necessarily networking experience. So it was all new to me. What to look for in a referral partner, how to gain, you know, trust within a referral partner. That's been the most important thing to me is just really learning how to network successfully.

SPEAKER_00 12:10

Yeah. And in a lot of these groups, there's people who are upstream of you, like a real estate agent who, you know, they need an inspection on a furnace that to get to the closing table. And then to your point, downstream of you, you you work on somebody's condenser, but they might also need some landscaping. So, you know, do you have any different strategies from the people that you are cultivating and working to be like the recommended HVAC that they're referring to? And then different strategies where, hey, I want to make sure that I'm having the clients that have that same level of customer care that I have when I'm referring out.

SPEAKER_01 12:44

Yeah. So one thing that I like to do, like if I walk into a business, I a lot of times if I have some free time, I'll walk around to some local businesses and introduce myself. But before I walk into that business, I go online and I read their Google reviews. If they have poor reviews, I just skip the building and head to the next one. But I really look for a business that has a lot of good reviews. That way I can mention that to them. It makes them feel good. Um, and I just let them know that, hey, one of my goals for 2025 is to build a good referral network group that sends me some business and that I most importantly can send my customers to. I was looking at your Google reviews. It looks like all your customers are super happy with the services you provide. And I was wondering if I would if it would be okay with you if I send some your way.

SPEAKER_00 13:29

That's cool. That's cool. And one thing I love about small town networking is you don't have to play small. Like just because you're in a small town uh doesn't mean that you have to have smaller goals than somebody that lives in a big city. Uh, what is your plans? How are you looking at uh, you know, center headquartered in Berthood? But I know that um you got big dreams and obviously you've had a lot of success to this point.

SPEAKER_01 13:51

Yeah. So I I guess my ultimate goal is um, you know, to build a successful business and and to provide a workplace that people enjoy going to work. Um, that's my ultimate goal is to provide good paying jobs for for people in our community. You know, Berthid hold is holds a special place in my heart because it's it's where we're centrally located. It's a small town feel. I just love that um, you know, everyone seems to kind of know each other. You walk in the grocery store and and people say hi. And in the bigger city, you might not get that as much. But I think I would really like to stay centrally located in Berthed for the foreseeable future. Um, once we grow out of the current shop, we're in they better build some better infrastructure. But um, but uh yeah, we we do plan to grow, you know. I I don't necessarily have a certain metric that I think I'd ever stop at, but uh, we're definitely focused on growth and and we continue to do so.

SPEAKER_00 14:49

Okay. Well, and birth is so interesting, right? I mean, a lot of people see each other at Hayes Market or they're seeing each other at the same restaurant. And at the same time, there's a lot of people are moving in. TPC is there, there's a lot of higher-end homes. Um, and some like like me, I grew up on a farm east of town. Uh but if somebody is coming in there, uh, new house, they just spent $2 million up a TPC. Um, do you do you do anything different necessarily for those bigger houses, higher-end houses than maybe some of the older houses that are in downtown Berthard? Um yeah.

SPEAKER_01 15:22

I guess we don't necessarily do anything different. We we go about our services the same way. If you have an 800 square foot apartment or a 10,000 square foot multi-million dollar house on TPC, we're not gonna treat you any different. Yeah, um, the service is gonna remain the same. You know, we have service plans that those newer homes, they they don't tend to have a lot of issues, but they they should be maintained. Just like if you go buy a new car, Andrew, you're not gonna wait 10 years to start an oil chain, right? Yeah, I hope so. So uh same thing goes for HVAC, it's a mechanical piece of equipment. So uh that that's what we really focus on on those newer homes is just uh getting started on those maintenance plans early. That way we don't have um premature failure.

SPEAKER_00 16:03

Yeah. Well, and you know, Zach, you're you're a younger guy. Um, any advice for other younger business owners or people with big dreams?

SPEAKER_01 16:12

Yeah, I think uh master communication is my number one tip. Whether you want to be a business owner or you just you're happy with working for someone else, that's totally fine too. But I think communication um is by far the most important thing in business and in life in general. I think 99% of problems start with a lack of communication, whether that's with your wife or with a client, whatever that may be. Uh communication's huge, but uh on the business side of things, go out, shake hands, meet new people, um, and surround yourself with people that are better than you. Make sure you're not the smartest man in the room.

SPEAKER_00 16:47

Okay, cool. Well, I want to end the podcast with you giving an opportunity to share the connections that matter to you. Who are the the other business owners, the other influences that make your business special and that you love working? If you would highlight some of those, that'd be awesome.

SPEAKER_01 17:01

Yeah. Um, biggest shout outs to Eddie Mayer with Mayer Plumbing. Yeah. Um, we work hand in hand a lot together. You know, I'm down in a mechanical room and I notice a water heater's leaking. I I want to ensure that my customer is uh taken care of before they have 40 gallons of water on their floor. So Eddie Mayer has been um uh a huge part of our success as well. He's sent uh a ton of his clients our way and we try to do the same for him. So um I'd like to give a shout out to him. Uh Jessica Spears with EXP Realty, um, she's been a huge part of our success as well. She knows the Berthid real estate market better than anyone else I know. So um it's great for me. You know, I'm in a lot of homes where when we maybe we're in a 15-year-old home and and the equipment needs repaired and it's it's past its life expectancy, and we're talking about the options repair versus replace, right? Something that comes up often is is hey man, we're we're getting ready to sell our house, right? Um, maybe we don't want to replace it at this time. So that gives me an opportunity to to give Jessica a shout out and say, hey, you know, I I work closely with with Jessica Spears. She's with exp realty, she knows Berthid's real estate market really well. And and a lot of my clients have been super happy with with her services. I'd I'd recommend giving her a call.

SPEAKER_00 18:17

Very cool. And I I'm a networking guy, but there's always people that I want to continue to meet. Zach, uh, with your platform, uh, who what what additional connections, if somebody has a business or looking to network with you, what what additional connections are you seeking out?

SPEAKER_01 18:31

Yeah, I I think it's mostly home services, whether you're a painter, uh a garage door repair man, a plumber, electrician, whatever it may be, if you're in residential homes on a regular basis, I think uh that'd be a can a good connection to have. I think we could could both help each other out tremendously. So um, anyone in the home service spaces.

SPEAKER_00 18:51

Yeah, right on. So if you have a business and you are targeting uh and wanting to collaborate with other people in the Birthed area who's doing it the right way, uh make sure you're tagging and reaching out to Zach and uh following A Plus Heating and AC on social media. Zach, thank you so much for coming on the show. How can people find you? How can people reach you?

SPEAKER_01 19:09

Yeah, like he said, A Plus Heating and AC on on pretty much all the social platforms Facebook, Instagram, TikTok. Um yeah, a plusheating-air.com is our website if you're looking for services, or uh you can give us a call at 970-302-2532.

SPEAKER_00 19:27

Awesome, Zach. Well, thank you so much for sharing about your business, about your tips, and uh I wish you as much success as as can be. So thanks for coming on. Yeah, thanks for having me, Andrew.