Teaching Honest Sales: Why I'm Training the Next Generation of Crawl Space Professionals
Introduction
More Than Just Running a Business
WHY I'M PASSIONATE ABOUT TRAINING THE NEXT GENERATION
My day started at 5:30 this morning with jiu-jitsu. By 8:00, I was on my way to do sales training for a major pest control company.
Some people might wonder why a crawl space business owner is teaching sales to another company's team. Here's the thing - I'm not just running Crawl Logic anymore.
I'm working to change how crawl space sales are done across the industry.
Sales training has become a passion project for me.
There's something incredibly satisfying about taking a sales guy making okay money and helping them become a six-figure performer.
And honestly, if I ever sold Crawl Logic and retired, I'd probably become a full-time sales coach.
Teaching people how to sell crawl spaces the right way - that's what gets me excited.
My Sales Journey
I started in this industry at 24 as a commission-based salesman. I learned the corporate way of doing things - the laptop presentations, the scripted pitches, the pressure tactics. I was good at it too. Company-wide top producer, hitting all my numbers, making solid money.
But something always bothered me about the process. We were trained to sell, not to truly understand what we were selling. Three weeks of training and suddenly you're a "foundation specialist" out there making recommendations on people's biggest investment - their home.
I wish someone had taught me differently back then. I wish someone had shown me that you could be successful in sales without the pressure tactics. That knowing your craft inside and out actually makes you a better salesman. That showing customers real evidence and treating them with respect closes more deals than any scripted pitch ever will.
That's exactly what I learned when I started Crawl Logic. And now, that's what I teach others.
What's Wrong with Traditional Sales Training
The crawl space industry has a training problem. I know because I went through it myself, and I see it every day when I'm out doing inspections after other companies.
Most training programs focus on closing techniques instead of actual knowledge. They teach salespeople how to handle objections, how to create urgency, how to maximize their commission check. But they don't spend nearly enough time teaching them what's actually happening under someone's house.
You end up with "experts" who can deliver a perfect pitch but can't tell the difference between surface mold and serious fungal growth. They know how to sell a drainage system, but they don't really understand water management. And the worst part? The pressure to hit commission targets means they're incentivized to oversell, not to do what's actually best for the customer.
This isn't just bad for homeowners - it's bad for the salespeople too. Because when you don't really know your craft, every sale feels like you're just trying to get one over on someone. That's no way to build a career.
Teaching Sales the Right Way
When I train sales teams now, we start with technical knowledge. You can't sell crawl space solutions if you don't understand crawl spaces. Period.
My approach is simple: learn the work first, then learn how to communicate about it. Know what you're looking at when you're under someone's house. Understand why certain solutions work and others don't. Be able to explain problems clearly and honestly.
Here's what I teach: bring evidence, not pressure. Show customers what you're seeing with clear photos and video. Explain the problem in plain language. Present solutions that actually fix the issue, not just the most expensive option.
The funny thing? This approach makes better salespeople. When you actually know what you're talking about and you're honest with people, they trust you. And trust closes more deals than any sales tactic ever invented. That's how I've helped turn okay performers into six-figure earners - by teaching them that expertise and honesty are your best sales tools.
The New Partnership
I just picked up a major contract with a large pest control company. I'll be training all their sales guys and handling all their crawl space work. This is exactly the kind of partnership that makes sense to me.
Pest control companies see crawl space problems all the time. But most of them don't have the expertise to handle the work properly, so they refer it out or try to do it themselves without proper training. Now, their team will learn how to identify issues correctly, and we'll handle the work with the same standards we've built our reputation on.
This partnership means more homeowners get honest assessments and quality work. It means their sales team becomes more valuable because they actually understand what they're looking at. And it means we get to expand our impact without compromising on quality.
My Passion for Training
There's something special about watching a salesperson transform. I've worked with guys who were struggling to hit their numbers, barely making ends meet. Then you teach them how to actually understand crawl spaces, how to communicate honestly with customers, and suddenly they're closing deals left and right.
But it's not just about the money. It's about watching someone gain real confidence in their work. When you truly know your craft, you don't have to use pressure tactics or feel like you're tricking people. You're solving real problems for real families. That changes how you show up every day.
If I'm being honest, training might be as fulfilling as running Crawl Logic itself. Taking someone from okay to exceptional - that's the kind of challenge that keeps me motivated. Maybe that's why I can see myself doing this full-time someday.
Professional Insights
Speaking of growth - we're opening our fourth location soon. Nashville, Chattanooga, Charleston, South Carolina, and one more spot we'll announce shortly. Each location gets built on the same foundation: honest assessments, quality work, and trained teams who actually know what they're doing.
This expansion isn't just about covering more territory. It's about spreading our approach to more areas. Every new location means more homeowners getting straight answers about their crawl space problems. More families working with professionals who've been trained to do things right.
2026 is shaping up to be our biggest year yet. But big doesn't mean different - we're still the same company that built its reputation on honesty and quality work.
Ready to Experience the Difference?
Whether you're in Nashville, Chattanooga, Charleston, or one of our upcoming locations, you'll work with teams trained in our approach. Clear documentation, honest assessment, quality work - no pressure, no games.
If you need a crawl space inspection, give us a call. And if you're in the industry looking to improve your sales game, reach out about training opportunities.
Building something better, one crawl space at a time.
