Winning with the Asian culture
The Asian / Indian community has a reputation for being unreasonable price hagglers. Most service technicians will tell you that they can not win if they are sent to an Asian household. Is this true? …
To beard, or not to beard
The residential flat rate contractor has been told for years that, “facial hair should not be allowed in your company.” There have been a variety of reasons cited as to why techs, in-home …
Be a genius, not a hack
You want to be a genius in the eyes of the client. Think about it! Who doesn’t want a genius doing the diagnostic on her air conditioning system or plumbing system? However, “genius” is not how most …
How to win with an irate woman
You are going to have to work with irate women. It is part of the service business. You can’t make it through your career without coming face-to-face with at least one woman that wants to do …
How to use emotions to get a “Yes”
If you are not using emotions in your sales presentation, then you are probably not getting the “Yes.” This short video explains the 6 emotions, and how they control the actions of …
The dangers of confusing opinion with fact
Confusing opinion with fact is a dangerous game that should not be played. The best way to avoid this danger is to be armed with accuracy. In Disney Pixar’s Inside Out, there is a scene where …
How to use financing to boost add-on sales
One of my favorite things about living in Texas are the taco stands. Every Texan has their favorite taco stand. Mine is El Roble in Kyle, TX, and not just for the tacos. The sales lessons are great …
Coloring Contest
COLORING CONTEST – $100 for the best submission Do you have a Crayon artists in the house? Here is an opportunity to submit their work for a chance to win $100 You can submit the photo on …
The What, Why and How
I was just talking to a client about the 3 things it takes to win. It boiled down to 3 simple things: The thing is, you can do 2 of the 3 well, and get bad results. You need to do …
The Negative Little Ant
Negative people can do some serious trash talking about their team. You’ll find theses negative Nancys gossiping by the water cooler, the dumpster, out back, and other shady places. Through …
How to stay off the nightly news
Sales leads are an essential component of an HVAC business. There is no denying that you need them, and can’t do business without leads. There is also no denying that poor lead setting …
Celebrating life’s special moments
Special moments deserve to be celebrated. My pastor, Randy Phillips, refers to life’s special moments as “frame worthy events.” The last couple of weeks have held some very special …
Is highly trained, drug free, and felon free still the standard for employment?
The highly trained, drug free, and criminal background free employee has been the golden standard of the retail residential contractor for the last 20 years. But is this standard changing? Will the …
The transformational power of a great credibility statement
Credibility statements are meant to build trust with your client. When done properly, a credibility statement can be amazingly powerful. When done improperly, it can come off as a canned …
When life gives you lemons, make pizza!
The best planning will not keep away every bad situation. Life is going to send you troubles. How you react to those troubles will determine how other people view your leadership skills. In our …
Sales lessons from a failed Interview with Robert Downey Jr.
All the world loves a celebrity melt down. So, it is no surprise that the recent video of Robert Downey Jr. walking off set has gone viral. This “meltdown” occurred during an interview about the new …
6 keys that will transform your training sessions
Have you ever left a training session feeling like it was just wasted time? How about that one where you felt like you had just been through a BEAT DOWN session!? I remember walking away from …
3 reasons why you should do side jobs
Are you a technician or plumber that has been considering taking on “side jobs”? Side jobs are a great way to earn extra money as a technician. There are many clients that will gladly have you …
Who will take a risk with you?
Business owners understand the importance of taking a risk. A risk is a chance. A chance to do something different. A chance to grow your company. A chance to become a legend! …
Why you choose Talent over Passion for a career choice
Do you choose Passion or Talent for a career choice? There is a movement in America that says, “You should follow your passion! You can be whatever you want to be.” It is that same movement that …
3 Attainable Traits of the Highest Producers
The best in the world all share some common traits. When you apply these same traits, you can get similar results. This is why Top Producers are studied so closely. At a recent international …
3 Big Influences that Condition You for Success
The average technician is conditioned for failure. He believes success is a story for someone other than himself. RELATED – Drowning for Success This belief system starts at home, gets …
The 5 Traps of a Service Manager
Service Managers have an amazingly important position. A service manager serves as a resource and advocate to the technician. In addition, the service manager is the implementer of …
The 7 Sales Lessons of Dori
I often use movie clips and references in my Sales Training sessions. A movie clip can draw you into the scene, and quickly communicate a message. One of my favorite Sales Movies is …
