From “Nope” to Mic Drop: How Sales Skills Powered a Multimillion-Dollar First Year

In her first year running True Pros in Layton, Utah, Katy Higgins turned her sales skills into a multimillion-dollar HVAC business. Along the way, she faced tough lessons, unexpected challenges, and learned how to celebrate wins no matter what came her way. Katy shares what it takes to lead through chaos, embrace new tools like Sales Pro, and create a workplace where victories are celebrated and challenges are met head-on. She also explains how she kept her team motivated during setbacks, why recording sales calls transformed her approach, and how a simple bell in the hallway became a symbol of resilience and progress. Join us as we discuss: [8:07] Why contractors need to focus on solving problems, not push products [13:29] How True Pros went from garage startup to $6M in the first year [19:43] Scrapbooks, celebrations, and staying focused on the positives [30:22] Falling in love with Sales Pro and quadrupling closure rates Check out these resources we mentioned during the podcast: Pantheon 2025 Sales Pro Service Nation Lennox Premier You can find this interview and many more by subscribing to Toolbox for the Trades on Apple Podcasts , on Spotify , or here . Know a business that could use a bit of muscle from ServiceTitan? Refer them here! Listening on a desktop & can’t see the links? Just search for Toolbox for the Trades in your favorite podcast player. Hosted on Ausha. See ausha.co/privacy-policy for more information.