Introduction
For many moving company owners, the dream is simple: grow a sustainable business, attract quality clients, and build a reputation that stands out in a crowded industry. But the path there? It’s filled with rejection, long hours, and the constant challenge of balancing growth with profitability.
What if the secret to scaling isn’t a massive ad spend, but building genuine, lasting relationships?
In this episode of the Movified Podcast, host Mark Hirschi sits down with Prabh Heer, former General Manager of You Move Me. Prabh shares his journey from grinding through rejections to becoming a leader at one of North America’s fastest-growing moving companies. His story is proof that with persistence, smart strategy, and a focus on relationships, you can scale a moving company into a multi-million-dollar brand.
If you’re a moving company owner, franchisee, or industry professional, this post breaks down actionable strategies from Prabh’s career that you can apply to your own business.
Key Takeaways
What You’ll Learn:
- Rejection is part of the journey. Persistence and adaptation are critical in moving sales.
- Realtor relationships create long-term pipelines. One referral can snowball into dozens.
- Small and mid-sized cities offer huge opportunities. Dominating local markets can be more profitable than chasing mega metros.
- Culture and professionalism drive growth. Uniforms, training, and customer experience turn jobs into repeat business.
- Scaling requires both strategy and mindset. Independence allowed You Move Me to double revenue and aim for $100M.
Table of Contents
- The Early Days of You Move Me
- Sales Struggles: Turning Rejection into Lessons
- The Realtor Referral Engine
- Stepping Away: Lessons from 505-Junk
- Returning to You Move Me and the Corporate Split
- Why Independence Fueled Growth
- Small City Dominance: The Market Strategy
- Marketing Without a Big Budget
- Training and Culture: Why Presentation Pays
- Pricing Pressures and Customer Value
- Funny Story: The “Dead Cat Funeral” Estimate
- Elevator Pitch: How to Sell Peace of Mind
- Why Choose Movified
The Early Days of You Move Me
When You Move Me launched under the O2E Brands family, Prabh joined as a Business Development Representative. His job: sell delivery contracts to furniture stores and run residential estimates.
His very first estimate was a 5,000-square-foot full pack and move—with no moving background. The client didn’t book, but the experience forced him to learn quickly.
Sales Struggles: Turning Rejection into Lessons
Prabh’s first year was defined by rejection. He pitched to over 40 furniture stores and was turned down every time. Prices were too high, relationships were too weak, and credibility took time to build.
Instead of quitting, he pivoted to Realtors. Cold calls weren’t glamorous, but the persistence paid off.
Quote from Prabh:
“Being told no 40 or 50 times shakes you. But persistence creates opportunity.”
This mindset shift turned rejection into a foundation for growth.
The Realtor Referral Engine
The turning point came when Prabh built a Realtor referral engine. Instead of chasing contracts that didn’t fit, he focused on trusted professionals who always needed moving partners.
His approach was simple but effective:
- Research Realtor listings and compliment them.
- Follow and engage with them on LinkedIn.
- Offer sponsorships at client events.
- Position himself as a resource, not a pushy salesperson.
That shift created a referral snowball. One Realtor turned into two, then four, and eventually a pipeline of 400+ Realtor relationships that fueled You Move Me’s Vancouver growth.
Stepping Away: Lessons from 505-Junk
After four years, Prabh left You Move Me to join his university friends at 505-Junk as Director of Sales. His mandate was clear: justify his senior hire by bringing in results.
He revived old accounts, coached franchisees, and used his relationship-building skills to expand commercial contracts.
This move reinforced a powerful lesson: the ability to build relationships works across industries.
Returning to You Move Me and the Corporate Split
Soon after, Prabh was invited back to O2E HQ as Sales Center Manager. Just three days into onboarding, the other manager quit, leaving him in charge.
Then came the shock: on day 89 of his probation, You Move Me split from O2E Brands.
For most, this would be the end. For Prabh, it was an opportunity.
He stayed through the chaos, quickly rising from Sales Manager to Chief of Staff in just 3.5 years.
Why Independence Fueled Growth
Independence from O2E gave You Move Me the agility it needed. Freed from corporate constraints, the company doubled revenue, refined its franchise model, and set its sights on becoming a $100M moving company.
Prabh emphasized:
“We could make more mistakes, move faster, and control our own destiny.”
Small City Dominance: The Market Strategy
While many brands chase mega metros like Los Angeles or Toronto, Prabh’s philosophy was different.
He focused on B- and C-tier cities—places with fewer competitors but strong housing demand.
“Being the number one mover in San Bernardino is better than being the 115th in LA.”
This strategy allowed You Move Me to dominate smaller markets, win more referrals, and build profitability.
Marketing Without a Big Budget
Not every moving company has a massive marketing budget. But according to Prabh, that’s no excuse.
Instead, movers can grow through:
- Networking in person – shaking hands, building trust.
- Community events – sponsoring local gatherings.
- Personal branding – showing up consistently online.
Training and Culture: Why Presentation Pays
Culture isn’t just internal—it’s what customers see. For You Move Me, professionalism was non-negotiable.
- Movers wore multiple branded uniforms, not just one.
- Crews introduced themselves by name to customers.
- Customers tipped more when crews looked sharp and professional.
This combination of appearance and attitude created loyalty and repeat business.
Quote:
“Why would a customer tip a mover who looks sloppy compared to one who looks professional?”
Pricing Pressures and Customer Value
Every mover faces the same question: when wages rise, do you increase rates or cut them to stay competitive?
Prabh’s answer was clear:
- Cutting rates destroys margins.
- Customers will pay more for trusted service.
- Once you lower rates, it’s hard to raise them again.
Focus on value and relationships, not price wars.
Funny Story: The “Dead Cat Funeral” Estimate
One of Prabh’s most unusual sales calls came when a couple asked him to sit on their couch—between them—and watch a slideshow memorial of their deceased cat.
They insisted he watch it twice before reviewing the estimate. They never booked the job.
It’s a reminder: moving sales come with unforgettable stories.
Elevator Pitch: How to Sell Peace of Mind
Mark challenged Prabh to pitch a client moving from Vancouver to Victoria.
Here’s how he closed it:
- Ferry reservations secured in advance.
- Contingency planning for return trips.
- Load completed the day before early sailings.
“With us, you get peace of mind. With others, you risk delays and extra charges.”
That pitch demonstrates the value of logistics and preparation in winning high-value jobs.
Why Choose Movified
At Movified, we bring you inside stories from movers who’ve built thriving businesses. From industry veterans to innovative newcomers, the podcast delivers practical strategies, growth insights, and inspiration you can apply directly.
With over a century of combined industry expertise across our guests, Movified is your trusted resource for:
- Learning how to scale moving operations.
- Discovering marketing tactics that actually work.
- Building culture and professionalism in your crews.
Conclusion
The story of You Move Me is proof that success doesn’t come from shortcuts. It comes from persistence, relationships, and a commitment to professionalism.
Whether you’re a small operator or a growing franchise, these lessons from Prabh Heer can help guide your next stage of growth.
“There are no secrets in moving. We load trucks and unload trucks. The difference is how you build relationships and run your business.”
Meet The Host
Mark Hirschi is the founder and host of Movified. With over a decade in the moving and storage industry, Mark combines real-world leadership experience with a passion for mentorship and elevating industry standards.
