Off The Tools with Wayne and Andy 🔥

It's breakdown season, and most heating engineers are leaving money on the table on every job. In this episode, Wayne and Andy explain how to turn every heating breakdown into a paid diagnostic, a profitable repair and a long-term customer, without ripping anyone off.We cover:Why "just give us twenty quid" is hurting you and your customer, and why a diagnostic visit should always be chargedThe real cost of a "ten minute" call-out, from the phone call and the drive to the quoteWhy you should diagnose, report and quote rather than fix it on the spotHow a proper digital job report and a quote with options win you better margin (the Honeywell upsell story)Why every repair quote should include a boiler service, and how an "interim service" gets customers into your reminder systemThe fault find secures the customer, the repair makes the money, and the service builds lifetime valueEasy, zero-cost upsells such as thermal-imaging radiator assessmentsCare plans: spreading revenue across the year, and the big mistake of offering too much for too littleWhy maintenance and repeat work beats chasing boiler installs, with ideas for sparkies, roofers, gardeners and cleaners tooNot a heating engineer? Stick with it. The same principles work for any trade with repeatable work.Want help putting this into your business? Book a free discovery call with Wayne or Andy at offthetools.co.uk.#OffTheTools #HeatingEngineer #TradesBusiness #BoilerRepair #CarePlans

What happens when a young lad who's struggling at school finds something that completely changes his direction in life?In this episode of the Off The Tools Podcast, Wayne Bettess and Andy Jones are joined by a very special guest, 16-year-old Sam Neill, a Brazilian Jiu-Jitsu blue belt, MMA competitor, personal trainer in training and martial arts coach.And at just 16, Sam has already learnt some valuable lessons about discipline, responsibility, confidence and finding your purpose.After struggling at school, getting involved with the wrong crowd and heading towards being kicked out, a conversation with his maths teacher introduced him to Brazilian Jiu-Jitsu.That decision changed everything.Today, Sam trains, competes internationally and coaches younger children, helping them develop the same confidence and discipline that helped him turn things around.But this conversation goes far beyond martial arts.Wayne and Andy explore what Sam's journey can teach us about business, fatherhood, education, personal development and the importance of surrounding yourself with the right people.Inside this episode, we cover:How Brazilian Jiu-Jitsu helped Sam turn his life aroundWhy discipline and having a purpose matter at any ageGoing from struggling at school to coaching other children at 16How martial arts can improve confidence, focus and self-controlWhy getting started is often the hardest partThe importance of good teachers, coaches and mentorsHow Jiu-Jitsu helps business owners switch off from everyday stressWhy martial arts can be especially beneficial for young ladsHow training together can strengthen the bond between fathers and sonsWhy the traditional education system doesn't suit everyoneApprenticeships, university and alternative career pathsWhy practical skills and real-world experience deserve more recognitionHow discipline, consistency and taking action apply to both life and businessFor the dads listening, this is a particularly valuable conversation.If you've got a teenage son who's struggling at school, lacking direction, finding it difficult to concentrate or simply hasn't found something he's passionate about, Sam's story is well worth hearing.And for business owners, the lessons are just as relevant.The importance of having a mission, developing discipline, finding good mentors and taking that first step applies whether you're stepping onto a Jiu-Jitsu mat for the first time or trying to build a better business.Sometimes all it takes is the right person, the right opportunity and the courage to give something a go.Off The Tools Alliance — Helping UK tradesmen build better businesses and create more Time, Freedom & Profit.https://offthetools.co.ukThe 90 Day Forge — Our intensive 12-week programme helping plumbing and heating business owners build stronger foundations, implement systems and take control of their businesses.https://offthetools.co.uk/90dayforgeYou don't need to have everything figured out. You just need to start.At 16, Sam has already discovered something that many people spend their whole lives searching for — a purpose, a passion and people who genuinely want to see him succeed.Whether you're a teenager trying to find your direction, a dad wanting to help your kids, or a business owner looking to make changes, the principle is the same.Find your purpose. Surround yourself with the right people. Build discipline. Keep showing up.Because sometimes the biggest changes in life start with one small decision.🔗 Useful Links💥 Key Takeaway

You've done the work. You've supplied the materials. You've used your time, fuel and expertise.So why are you still chasing the customer to get paid?In this episode of the Off The Tools Podcast, Wayne Bettess and Andy Jones tackle one of the biggest problems in the trade industry — doing the work first and hoping you get paid afterwards.It's something we've all become so used to that we rarely question it. But why should tradesmen effectively offer customers interest-free credit?Wayne shares his recent experience of introducing upfront payments into his heating business, and the difference it made almost immediately.Five breakdown visits. Five customers prepaid. No chasing invoices, no awkward payment conversations and a weight lifted that Wayne didn't even realise he was carrying.But there's more to this than simply asking customers for money upfront.Inside this episode, we cover:Why tradesmen should reconsider getting paid after completing workHow upfront payments improve cash flow and reduce stressWhy getting paid before attending a job changes the customer relationshipHow Wayne introduced prepayment into his heating businessWhy good systems, admin support and professional quoting matterHow QuoteLion helps customers understand exactly what they're paying forWhy managing customer expectations is essential for fault-finding visitsHow reviews, branding and professionalism build trustWhy taking payment on site is a good first stepHow prepayment helps prevent undercharging for quick diagnostic visitsWhy your expertise should be valued, regardless of how quickly you diagnose a faultHow small changes to your business processes can make a massive differenceWhether you're a plumber, heating engineer, electrician, gas engineer or another trade business owner, this episode will challenge the way you think about getting paid.Wayne and Andy also explain why running a professional business with proper systems, communication, clear pricing and customer expectations makes introducing upfront payments far easier than most tradesmen think.Because the reality is, it's not just about customers who don't pay. It's about the stress, wasted time and uncertainty of chasing money that should already be yours.At Off The Tools Alliance, we help UK tradesmen stop working harder for less and start building properly structured, profitable businesses.From pricing and quoting to automation, customer communication, admin and systems, we help you put the foundations in place to create more Time, Freedom & Profit.Find out more: https://offthetools.co.ukBook a free discovery call with Wayne or Andy:https://offthetools.co.uk/discovery-callStop chasing money you've already earned.Get your systems right, be transparent with your customers, set clear expectations and start getting paid properly.Because running a business shouldn't mean finishing the job and then wondering whether you're actually going to get paid.Get paid. Get organised. Get Off The Tools.🔗 Take Your Business To The Next Level💥 Key Takeaway

In this episode of the Off The Tools Podcast, Wayne Bettess and Andy Jones introduce something brand new from Off The Tools:The 90 Day Forge.This is not just another online course.The 90 Day Forge is a hands-on, 90-day programme built specifically for plumbing and heating business owners who want to finally get the foundations of their business in place.Over 12 weeks, Wayne and Andy will work with a limited group of heating business owners to help them understand their numbers, price for profit, build proper quoting systems, collect more reviews, improve marketing, set up CRM automation, create recurring revenue, strengthen their systems and step properly into the role of business owner.This episode explains what The Forge is, who it is for, how it works, and why it has been built to be fast, focused and practical.Inside this episode, we cover:What The 90 Day Forge isWhy the word “Forge” mattersWhy change requires pressure, heat and actionWhy January is the perfect time to reset your businessWhy the programme is limited to 20 placesHow the 12-week structure worksWhy this is hands-on, not just passive learningHow Pricing Lion helps you understand your numbersWhy Quote Lion is a key part of the programmeHow Review Lion helps build trust and social proofHow Sales Lion helps automate the customer journeyWhy recurring revenue and care plans matterHow systems, time and team shape the businessWhy the final stage focuses on KPIs and the next 90 daysThe Forge is designed for heating business owners who are tired of winging it and want to build their business properly.Whether you are new to Off The Tools, already in the Alliance, or feel like your business needs a serious reset, this programme is designed to give you structure, accountability and practical implementation.This is not about watching videos and hoping something changes.This is about getting in the trenches, building the tools, setting up the systems and walking away after 90 days with stronger foundations in place.The first cohort of The 90 Day Forge launches in January, with only 20 places available.Join the waiting list here:https://offthetools.co.uk/90dayforgeMost tradesmen do not fail because they are bad at the trade.They struggle because the foundations of the business are missing.The 90 Day Forge is built to help heating business owners put those foundations in place — pricing, quoting, reviews, CRM, systems, recurring revenue, KPIs and the business owner mindset.Ninety days. Two live sessions a week. Built with you, not just taught at you.Join The Waiting ListKey Takeaway

n this episode of the Off The Tools Podcast, Wayne Bettess and Andy Jones tackle a subject every trade business owner needs to hear right now:rising fuel prices and why you must stop absorbing business costs yourself.With diesel prices pushing towards and beyond £2 per litre in some areas, the cost of running vans, engineers, tools, materials, deliveries and day-to-day operations is climbing fast. But far too many tradesmen are still trying to keep customers happy by taking the hit themselves.Wayne and Andy explain why that mindset is dangerous.If your costs go up and your prices stay the same, your profit is the thing that disappears.Inside this episode, we cover:Why rising fuel costs must be passed on to the customerWhy absorbing extra costs damages your profitHow one van can quietly cost thousands more per yearWhy business costs must be built into your pricingWhy “I don’t want to upset the customer” is poor business thinkingHow job management and quoting software help lock in proper pricingWhy every trade business should know its numbersWhy annual price reviews are not enough in a fast-changing marketHow fuel prices affect the wider supply chainWhy sole traders often miss the real cost of running a vanWhy being busy but underpriced still leaves you brokeHow the Off The Tools Pricing Calculator helps expose the real numbersThis episode is perfect for plumbers, heating engineers, electricians, builders, gas engineers and trade business owners who are feeling the squeeze from fuel, materials, labour, tax, insurance and running costs.Because the truth is simple:You are not there to subsidise your customers.You are there to run a profitable, sustainable business.Wayne and Andy also introduce The 90 Day Forge, the new Off The Tools programme launching in January. This is an intense 90-day programme designed to help heating business owners build stronger foundations, understand their pricing, implement systems, improve quoting, collect reviews, build better customer journeys and step properly into the role of business owner.When fuel prices rise, material prices rise, supply chains rise and operating costs rise, your prices need to rise too.Otherwise, you are not protecting your customers.You are simply taking money out of your own pocket to keep everyone else comfortable.Key Takeaway

In this episode of the Off The Tools Podcast, Wayne Bettess and Andy Jones tackle a mindset that holds far too many tradesmen back:victim mentality.From blaming cheap competitors, the economy, customers, VAT, tax, accountants, staff, lead platforms and “the race to the bottom”, too many trade business owners give away their power instead of taking ownership of the business they are building.Wayne and Andy break down why it is only a race to the bottom if you choose to run in that race — and why the real opportunity in 2026 is to compete on value, not just price.They discuss why customers are willing to pay more when the experience around the job is better: faster communication, proper booking confirmations, on-the-way messages, clear pricing, good software, strong reviews, professional branding and a business that feels reliable from start to finish.Inside this episode, we cover:Why “race to the bottom” is often an excuseWhy cheap competitors are not your real problemHow to compete on value instead of priceWhy customers pay more for a better experienceWhy answering the phone and communicating properly mattersHow victim mentality shows up in pricing, VAT, tax and staffingWhy blaming customers keeps tradesmen stuckWhy your current customers may not be your future customersHow better systems and software help you charge moreWhy business owners need to think like problem solversWhy surrounding yourself with the right people changes your standardsBook recommendations for mindset, ownership and resilienceThis episode is perfect for plumbers, heating engineers, electricians, builders, gas engineers and trade business owners who feel frustrated with the market, pricing, customers or competition — but know deep down they need to take more ownership.Because the truth is, two businesses in the same town, doing the same trade, in the same economy, can get completely different results.The difference is usually mindset, standards, systems and the willingness to take responsibility.It is only a race to the bottom if you choose to compete at the bottom.Stop blaming the market, the customers, the government, the accountant, the competition or the economy.Take ownership, build more value, improve the customer experience, charge properly, and surround yourself with people who are moving forward — not moaning from the sidelines.Key Takeaway

In this episode of the Off The Tools Podcast, Wayne Bettess and Andy Jones talk about one of the biggest things holding tradesmen back:taking advice from the wrong people.There are plenty of people in the trade industry willing to give advice. Some mean well. Some are stuck in the past. Some are projecting their own limits onto you. And some simply haven’t built the kind of business you actually want.Wayne and Andy break down why you need to be careful who you listen to, especially when it comes to pricing, hiring, marketing, software, AI, admin, growth and building a real business.A simple question to ask yourself is:Would you swap your business for theirs?If the answer is no, be careful how much weight you give their advice.Inside this episode, we cover:Why broke tradesmen often give dangerous business adviceWhy experience alone does not always mean good adviceWhy “I’ve done it this way for 30 years” can hold you backHow outdated thinking keeps tradesmen stuckWhy pricing advice from cheap tradesmen can damage your businessWhy taking advice from family and friends can be riskyThe danger of listening to people who have never built what you wantWhy trade businesses need current advice, not advice from 10 years agoHow AI, software and customer expectations are changing the gameWhy AI is a tool, not a magic replacement for peopleWhy surrounding yourself with the right people changes your standardsWhy being in the right environment helps you think biggerThis episode is perfect for plumbers, heating engineers, electricians, builders, gas engineers and trade business owners who want to grow but keep getting pulled back by old-school advice, negative opinions or people telling them what cannot be done.Because the truth is, the advice you follow shapes the business you build.If you keep listening to people who are stuck, you will probably stay stuck.If this episode hits home and you know it is time to stop winging it, stop taking advice from the wrong people, and start building your business properly, then The 90 Day Forge has been built for you.This is Off The Tools’ new 90-day programme designed to help heating business owners forge the foundations of a stronger, more profitable and more organised business. Over 90 days, we help you focus on the key areas that matter — pricing, systems, numbers, marketing, software, admin, customer journey, and the mindset shift from tradesman to business owner.It is not about fluffy motivation. It is about building the foundations properly so you can create more time, more freedom and more profit.Find out more here:https://offthetools.co.uk/90dayforgeBe careful who you take advice from.Someone might have good intentions, but if they have not built what you want to build, their advice could keep you stuck.Take advice from people who are ahead of you, people who are current, people who understand the modern trade industry, and people who have actually built what they are talking about.

“I Can’t Charge That” — The Pricing Mindset Keeping Tradesmen StuckIn this episode of the Off The Tools Podcast, Wayne Bettess and Andy Jones tackle one of the biggest pricing problems in the trade industry:“I can’t charge that.”After seeing comments from tradesmen claiming you cannot charge more than a certain day rate or hourly rate in their area, Wayne and Andy break down why this mindset is holding so many plumbers, heating engineers, electricians, gas engineers, joiners, builders and trade business owners back.The truth is, most tradesmen are not pricing based on their actual business costs, profit targets, overheads, time, risk or value.They are pricing based on what other accidental business owners are charging.Wayne and Andy explain why £60–£80 per hour might feel normal in the trade industry, but often leaves no real profit once you factor in fuel, vans, admin, tools, insurance, tax, holidays, downtime, quoting time and the cost of actually running a business.Inside this episode, we cover:Why “I can’t charge that” is often a business owner problemWhy copying local competitors is dangerousWhy most trade pricing is built by accidental business ownersHow to reverse-engineer your hourly rate properlyWhy profit must be built into your pricingThe difference between price and valueWhy some businesses can charge £150+ VAT per hourWhy customers pay more when the value is clearHow reviews help justify premium pricingWhy Review Lion helps build trust across multiple platformsWhy branding, websites, workwear and van presentation matterWhy customer experience wraps around the job itselfWhy your current customers might not be your future customersHow marketing helps you attract better-paying customersWhy cheap customers often keep you trappedWhy different trades need different pricing modelsWhy knowing your numbers is non-negotiableThis episode is perfect for UK tradesmen who know they need to put their prices up but keep talking themselves out of it.Whether you are a heating engineer, plumber, electrician, builder, carpenter, joiner or trade business owner, this episode will challenge how you think about pricing, value, positioning and profit.Because the issue is not always that customers will not pay more.Sometimes the issue is that your business is not positioned, branded, reviewed, marketed or systemised well enough to justify charging more yet.You cannot just wake up tomorrow and charge premium prices.You have to build a business that delivers premium value.Better systems, better reviews, better communication, better branding, better marketing and a better customer experience all give you the confidence and proof to charge what the business actually needs.If you keep pricing like everyone else, you will stay stuck like everyone else.Key TakeawayYou cannot just wake up tomorrow and charge premium prices.You have to build a business that delivers premium value.Better systems, better reviews, better communication, better branding, better marketing and a better customer experience all give you the confidence and proof to charge what the business actually needs.If you keep pricing like everyone else, you will stay stuck like everyone else.

Silly Season Is Here: How Heating Engineers Can Survive Winter Without Losing Their HeadIn this episode of the Off The Tools Podcast, Wayne Bettess and Andy Jones talk about the start of silly season in the heating industry — that busy period when the weather turns, boilers start breaking down, customers become urgent, and the next few months can quickly become a blur.Although this episode is aimed mainly at heating engineers, the message applies to any trade business with seasonal busy periods.Wayne and Andy discuss how tradesmen can use the busy season properly, not just to survive, but to build stronger systems, capture more customers, collect more reviews, improve communication and prepare the business for quieter months.Inside this episode, we cover:Why September marks the start of silly season for heating engineersWhy fast quoting matters when things get busyHow missed phone calls hand work to your competitorsWhy customer communication should not be the first thing you cutHow AI call answering can help as a backupWhy admin support is still the long-term solutionHow to capture boiler service work during winterWhy reviews matter more during high-volume periodsHow service plans can help carry you through summerWhy winter cash should be used to build better systemsHow to avoid burning out during the busiest monthsWhy your busy season should help build a business, not just create chaosThis episode is perfect for heating engineers, plumbers, gas engineers and trade business owners who are heading into their busiest period and want to avoid the usual winter overwhelm.If you normally spend silly season missing calls, quoting late at night, rushing between jobs, letting standards slip and hoping the money carries you through summer, this episode will challenge how you think.The goal is not just to be busy.The goal is to use the busy season to create more reviews, more recurring work, better systems, stronger customer relationships and a business that does not fall apart every winter.Silly season will expose the weaknesses in your business.Missed calls, slow quotes, poor communication, no review system, no service reminders and no plan for summer will all cost you money.Use the busy months wisely. Capture the work, build the systems, protect your headspace and create something that lasts beyond winter.Key TakeawaySilly season will expose the weaknesses in your business.Missed calls, slow quotes, poor communication, no review system, no service reminders and no plan for summer will all cost you money.Use the busy months wisely. Capture the work, build the systems, protect your headspace and create something that lasts beyond winter.

In this episode of the Off The Tools Podcast, Wayne Bettess and Andy Jones are joined by Mark Clifford, founder of Online Digital, a paid ads and digital marketing agency specialising in Facebook Ads, Google Ads, TikTok, email marketing, AI and automation.This episode tackles one of the biggest mistakes UK tradesmen make when they want to grow:thinking more leads will fix everything.Wayne, Andy and Mark break down why paid ads can be powerful for plumbers, heating engineers, electricians, builders, gas engineers and trade business owners — but only when the business has the right foundations in place first.If you cannot answer the phone, follow up quickly, understand your numbers, manage enquiries properly or convert leads into paying customers, then spending money on Google Ads or Facebook Ads will only expose the cracks in your business faster.Inside this episode, we cover:Why paid ads are not a magic fix for trade businessesWhat tradesmen need in place before running Google Ads or Facebook AdsWhy answering the phone quickly matters more than everThe danger of paying for leads you cannot handleWhy speed to lead is crucial in emergency trade workHow cost per acquisition affects profitWhy you must know your numbers before working with an ad agencyHow to spot whether an agency understands your businessWhy more leads can create more chaos without admin and systemsWhy hiring, delegation and follow-up are key to scalingThe difference between buying leads and building a real businessWhy marketing, software and admin should be seen as investments, not costsThis episode is perfect for UK tradesmen who are thinking about running paid ads, have been burned by an agency before, or feel like they need more leads but are not sure where to start.Mark also shares practical advice on what a good ad agency should be asking before they take your money — including whether you can actually handle the enquiry volume and whether you understand the type of customer who buys from your business.If you are a plumber, heating engineer, electrician, gas engineer, builder or trades business owner looking to grow, this episode will help you understand why marketing only works properly when your back-end systems, follow-up and numbers are in place.More leads will not fix a broken business.If you cannot answer quickly, follow up properly, quote fast, know your numbers and convert enquiries, paid ads will just burn cash.Build the foundations first — then marketing can become a revenue driver, not just another cost.💥 Key TakeawayMore leads will not fix a broken business.If you cannot answer quickly, follow up properly, quote fast, know your numbers and convert enquiries, paid ads will just burn cash.Build the foundations first — then marketing can become a revenue driver, not just another cost.