How to work through setbacks
I’m going through some setbacks right now. 3 injuries are causing limitations in my personal goals for health. This is really frustrating for me. I have worked all year to accomplish some big …
How to Maximize Your Positive Feedback During Training
You may be developing your internal training program, and that means a lot of great things are about to happen: clarifying procedures, increasing results, connecting on purpose, and boosting …
Vision starts with an idea – training video
Most people think that real power comes from knowledge, but that’s not true. Knowledge is the place between an idea and the implementation of that idea. A powerful idea can change the …
Donuts and Sales – training video
There is a donut truck in Austin that charges $8.50 for a donut. The crazy thing is, they are always busy and they always sell out. If you wait you lose! That should be the moto for Gordo’s …
Make more money and get out of debt
This is the last part in the Debt to Financial Freedom post. You were with me in part 1 when I figured out the problem with debt. Then you were with me in part 2 when I unpacked the 7 keys to …
7 keys to controlling your debt
In the first part of this series, I highlighted the financial mistakes that I made as a young man right out of college. Within 6 months I racked up a total of $45,724 in debt. It was these mistakes …
The problem with debt
The wife wrote out an $17,255 check to Wells Fargo on Monday. That made us officially 100% debt free! She also wrote out a tithe check for $3,100 to our church. The total of those 2 checks is …
The Easy Choice Close
Mack Chambers just finished a $42,000 week as a selling technician. October is a traditional slow month in his market. So, this is huge for him! When visiting with him, I asked “What was one …
An unpopular and highly effective way to guarantee that techs will sell service agreements
Some techs won’t sell Service Agreements because it effects their commission. Their logic is, “Why would I just give away 15% of my pay? I may not get to see the client again for …
Why kids close the sale
Kids have a massive influence on parental buying decisions. It has been sited that more than 80% of all household purchases are influenced by the children in the home. After a quick inspection of …
What limits you?
The formula for reaching your potential is not complicated. It has only 2 ingredients: Here’s how you accomplish your potential:
Grow your sales with your current team
Do your techs have the ability to convert the calls they go on into Replacement Sales? Converting HVAC, Plumbing, and Electrical repairs into a replacement is a critical skill. This critical skill …
The differences between Branding and Selling
There is a lot of confusion over the differences between Branding and Selling. That’s a shame because it’s no secret. Here’s the difference, and what it means to your business:
When a manager cusses out his tech
I cussed out my tech. Bad – I mean, I used lots of four letter words. It was a terrible example of leadership. Actually, it wasn’t leadership at all. This cursing came when he …
Avoiding Energy Vampires
I once worked with a lady that was an absolute energy vampire. She could find the negative in any situation. When we hit our sales numbers, she would say, “Now we just have to do more next …
How incentives ruin performance
The wrong incentive program will ruin a service tech’s performance. Spiffs, Commissions, and Free vacations can create a dangerously short-sighted system that actually reduces overall results. …
How to build a winning presentation
This past week I had the opportunity to speak at Comfortech. Officially, I was invited as an extension of the Service Roundtable and the Service Nation Alliance. Beyond the honor of speaking, there …
What to do when your client says, “What if I die?”
One thing we all have in common with our clients is the undisputed fact that we are all going to die. (I hope I didn’t just give away any spoilers.) Most plumbing and hvac techs don’t have …
2 things every tech needs from his wife
Your wife is the biggest influence on your success or failure. The service industry is hard. It is ten times harder when you don’t have the support of your spouse. My wife is Shannon, and she is …
Surviving After Summer
Service companies are bad at saving money. This is doubly true for the HVAC company and the HVAC Tech. The Summer is a time for feast. Yet, it only takes a change in the weather to leave many service …
Breaking the Fear of Engagement
In Top Gun, Maverick represents the type of man we all want to be. He is strong, handsome, wins at life, wins with the ladies, and flies a freaking fighter jet! Right now I bet you are singing, …
6 power tools every service tech should own
I remember my first trip to buy my service tools. It was awesome! Mike Bellissimo (my boss) walked me into the supply house and said, “Todd’o my boy, you’re not a tech if you …
How to be a manager people respect
As a manager, you depend on the power of respect to lead your people and get your job done. Respect is the great resource that all managers want, but few possess. Managers serve as a resource, …
The Hedgehog sales close
While in college, I worked at a pet store. One of my favorite sales closes involved a hedgehog. This same close I’m going to show you could be used for your HVAC, Plumbing, or Electrical …
