Why are some plumbers winners, while others struggle? It is not the market, location of the company, the role of government, customers’ attitudes, the availability of manpower or any of the other excuses bandied about. Winning plumbers share a set of intangible traits that affect how they approach the world, how they see the world, and thus, how the world responds to them.

No. 1: Seek to serve

First, winning plumbers seek to serve. Their attitude is not to make a sale for the sake of the sale, but to serve customers. They seek ways to make customers’ lives better through their products and service.

Every dollar of revenue the plumber receives is an exact reflection of the value provided. Winning plumbers grow revenue by finding more ways to be of value to their customers.

No. 2: Reject victimology

Sometime in the recent past, the United States rejected the notion of rugged individualism and began preaching victimology. Winning plumbers are no one’s victims. They reject the entire notion. If the deck is stacked against them, they just play smarter with the cards they are dealt. They will not play the victim.

Winning plumbers are not a victim of government policies. They are not a victim of the economy. They are not a victim of low-price competition, big-box competition, utility competition, private equity or any other competition. For winning contractors, their destiny is in their control. They will not be victims.

No. 3: Take responsibility

Accompanying a rejection of victimology is an acceptance of responsibility. Winning contractors take responsibility for everything that happens in their businesses. They are responsible for finding new plumbers and training them. They are responsible for making the phone ring. They are responsible for getting timely financials in place. They are responsible for addressing bad reviews. They are responsible for building a community presence.

Winning plumbers live under the simple adage that, “If it is to be, it is up to me.” Like Harry Truman, they do not pass the buck.

Winning contractors know the difference between excellence and average is execution. Ultimately, there are few secrets in the service trades. The difference between a good and great plumber is execution. Great plumbers execute. They do not wait for great before getting started.

No. 4: Take action

Good may be the enemy of great, but to a winning plumbing contractor, great is the enemy of getting started. Winning plumbers are action-oriented. They do not wait for great. They take immediate action and get started on flat-rate pricing, performance pay, adding vehicles, wrapping vehicles, marketing, community involvement and a myriad of other actions. Winning plumbers have a strong bias for action. While others are still talking about an idea, winning plumbers have already taken action, implemented it and are making improvements.

Winning contractors know the difference between excellence and average is execution. Ultimately, there are few secrets in the service trades. The difference between a good and great plumber is execution. Great plumbers execute. They do not wait for great before getting started.

No. 5: Stay positive

There is plenty of negativity in the media and among peers. Winning contractors reject it and avoid it. They focus on what they want, not what they fear. Accordingly, winning plumbers are positive in their outlook and positive with others.

The positive outlook of a winning plumber attracts like-minded people as employees, as customers and as suppliers. Like attracts like and positivity attracts positive people, reinforcing the positive outlook.

A positive outlook does not mean winning plumbers have an unrealistic Pollyanna approach to life and business. They are realists, but they are also positive in their ability to figure out a solution to every problem and a way around every obstacle. Because they believe they will find a solution, it should be not surprise that they usually do find one.

Plumbing is not necessarily an easy profession. It is, however, a rewarding one. Plumbers do protect the health of the nation. They do make tangible differences in people’s lives every single day. While everyone in the plumbing profession deserves a rewarding life, not all achieve it. Those with the right traits are the plumbers who win the most often.