The plumbing industry has always relied on proven methods and the, “If it’s not broke, don’t fix it,” mindset has served contractors well. At the same time, the market is evolving. Today’s homeowners are doing more research, asking specific questions and looking for professionals who can go one step beyond completing a job — they are seeking trusted guidance and expertise. 

Contractors who continue to grow will be the ones who stay informed, embrace training, and prepare to move in the direction that the industry is heading.

Connected Products Are Driving the Next Wave 

One of the biggest opportunities for advancement in today’s market is understanding high efficiency and connected products. More customers are asking about efficiency, smart technology and products that provide added protection for the home. 

Much of the industry still relies on familiar methods and like-for-like replacements. When contractors are balancing multiple jobs each day, relying on familiar systems is often quicker and more effective. Over time, however, that approach can make it harder to keep pace. 

With upcoming regulatory changes, future replacements may require different venting, electrical upgrades or additional installation considerations. The next replacement job may not look like the last one. In my experience, contractors who adapt early are usually the ones best positioned to avoid major disruptions later. 

Bigger Opportunities, Better Conversations 

Many contractors may approach service calls with a “complete the repair and move on” mindset. While that keeps schedules moving, it can also leave meaningful opportunities untapped. Those who take the time to provide long-term solutions can create greater value for homeowners while strengthening customer trust and growing their business. 

They may need to have conversations around leak detection, automatic shutoff technology, and connected monitoring systems.

The challenge is that many of these technology forward solutions still fall outside the traditional scope of the job, so they may not come up in the conversation. While the solution adds value, often technicians are focused on solving the immediate issue and moving on. 

Looking at the job from the homeowner’s perspective changes the approach. Conversations around protection, peace of mind and avoiding future damage can create new opportunities without requiring additional marketing or new leads. 

Embrace Salesmanship 

Plumbers and contractors spend years sharpening their technical expertise and should focus on building their communication skills as well. Most contractors are highly skilled at diagnosing and solving problems yet can feel uncomfortable when the conversation shifts toward additional solutions or product upgrades. 

Part of that comes from how salesmanship is perceived in the trades. No contractor wants customers to feel like they are being pushed into unnecessary upgrades. The mindset changes when the conversation stops being about “selling” and starts being about presenting the customer with the best possible solutions.

The contractors who have the most success with these conversations are usually the ones who approach them from a problem-solving standpoint.

Build Recurring Revenue with Maintenance Contracts 

Maintenance contracts remain one of the most underutilized growth opportunities in plumbing, especially compared to HVAC where recurring service models are far more common. Historically, many plumbing products, particularly water heaters, were viewed as replaceable appliances rather than systems requiring ongoing care. That dynamic is changing. 

Today’s systems are more advanced, more connected and a much larger investment for the homeowner, making regular maintenance increasingly important for performance longevity and preventing costly failures. 

Over the years, one thing that becomes clear is that recurring service visits often lead to far more than maintenance. Once contractors are back in the home regularly, customers naturally start asking questions about other issues, upgrades or future projects. Those conversations help build stronger relationships while creating additional service opportunities over time. 

Recurring revenue also creates long-term business stability. For contractors thinking about succession planning or eventually selling their business, demonstrating a reliable maintenance customer base can significantly increase company value. 

Build Relationships and Invest in the Next Generation 

One thing I’ve learned over the many decades I’ve spent in the industry is that no contractor can know everything, which is why strong industry relationships matter. Connections with manufacturers, distributors and other contractors often become some of the best sources of knowledge when new technologies, regulations or installation challenges arise. 

Training and education are key to relationship building and growth. Some of the most important learning happens when contractors can share real world experiences and practical solutions with one another. Some industry professionals may be hesitant to openly share knowledge out of fear that training someone else gives away value. But that mindset ultimately holds the industry back more than it protects it. Labor shortages continue to limit growth across the trades, making it critical for contractors to invest in workforce development through training programs, school partnerships and outreach to younger generations. 

Success depends on strong businesses and building a stronger industry behind them. 

My biggest advice to plumbers who would like to move forward is to embrace the new and stay informed — artificial intelligence, technology shifts and regulations like NAECA 4 are a reality. In most cases, long term growth does not require completely changing the business. It comes from making practical adjustments that improve productivity, strengthen customer relationships and prepare the business for the future.