Why did the client lose interest? – submitted question
Have you ever had a client that seemed highly interested, until the price came out? That happened recently to reader and HVAC Technician Fred Myers. He submitted the following question: I …
Don’t pass when a run will work
Super Bowl 49 was over the moment Russell Wilson threw an interception pass in the end-zone with less than a minute to play. This was a heart breaking way to lose. Not because of the …
4 Keys to a Successful Pay Raise
Part 2 of “What to do when an employee asks for a pay raise.” A person should be paid what they are worth. Therefore, a pay raise or reduction should be given based off of performance. This is one …
What to do when an employee asks for a raise – Part 1 of 2
There are few things more stressful as when a team member asks you for an unexpected raise in pay. Those precious moments following immediately after the request can have dire consequences. Guiding …
3 steps to higher average tickets and better sex
I struggled for a moment whether or not to write this blog. “Will the reader think I’m being vulgar? Will the reader look past the attention catching headline, and move into the message?” I have …
Drowning for Success
There is a very popular motivational video on YouTube that tells the story of a young man who wants success. The young man asks an older successful man “How do you get success?” …
How to Overcome the Guilt and Shame of Selling
Many service technicians struggle with the shame of charging retail prices for their work. This is an ever present problem with average tickets and closing percentages. If the problem of shame and …
7 confidence boosters your team desperately needs
Do you have low confidence? Or, do you have a team member that is suffering from low confidence? Low confidence is a killer to success. The emotional and financial impact of low confidence tends to …
7 training program mistakes, and how to fix them
A classic mistake is to build a training program around the desires of the coach, not the needs of the techs. This happens daily in the hvac and plumbing world, and it is a mistake. The training …
A hero and a lesson
I expected to only buy desserts in the pie shop, but I met a hero and learned a very powerful lesson. “Your daughter is beautiful.” A man standing at the counter said that with a pleasant …
5 critical sales lessons learned by keeping your word
Sales lessons are learned in many ways. Sometimes they come at a cost, sometimes they are free. On Monday, I had the opportunity to fill our sales training class that starts November …
Why Halloween is the Best Holiday for Uniting People
I love Halloween. It may just be my favorite Holiday. Now, I have gotten plenty of flack for saying that in the past. You love Halloween more than Christmas?! Yeah, I think I do. You love …
11 Things to Know About Commission Based Pay for Service Techs
Commission based pay, also know as performance pay, has a mixed reputation. There are a lot of misconceptions, and downright lies being told about commission based service techs and companies. In …
Episode 24 – How Google and Steve’s Plumbing Leads Their Team Members to Success
Google is an amazing company, and has some amazing strategies for growth. The primary reason they have been able to grow is because they have a great culture of leadership. In this episode, we unpack …
Increased Closing Percentage and Average Ticket after Sales Training
After going to the last PRESS PLAY training my replacement close ratio went from 10% to 66%, and my tickets increased as well. (My average install is now over $14,000!) By using the hiring process …
Maximizing Your Tech’s Training Experience In Your Absence
You have a service tech that deserves training. He has proven himself to be diligent and responsive to in-house training. Now you want to send him to the next Sales or Service Training Program. …
How to Get the Most out of your Conference After It’s Over
Smart residential contractors all over North America have been attending conferences in mass to learn and grow from each other. Unfortunately, much of the wisdom from these conventions never leave …
Exposing the Myth of Average Ticket
“What is your average ticket?” Get a group of techs, plumbers, salespeople, or business owners in a room and the question is going to come up. Everyone wants to talk about the average ticket of …
Get More of the Leads You are Already Paying For!
Many years ago before starting my own contracting business I was hired on as the sales and marketing manager for a 30 year old contracting company. At the time they had more leads coming in than they …
The 4 Times Your Techs Are Guaranteed to Get on Your Nerves
“I’ve only got 1 nerve, and you are jumping all over it!” My mom loved to say that to my sister and I. It was her way of communicating that she had lost her patience with our non-sense. She was …
Training Tip for Plumbers and Techs: The 60 Second Commercial
This is a great training tip for any business that is looking to boost participation form their Plumbers or Techs. Have your team create a 60 Second Radio Commerical. Paint the picture as …
3 Truths About the “Low Price” Service Technician
Being a “Low Price,” or “Low Ball” service technician is repulsive to the flat rate contractor. Time and material technicians feel the same about flat rate service techs. Here’s my confession: I was …
An Interview with Matt Michel of the Service Roundtable
Matt Michel is the CEO and co-founder of the Service Roundtable. In this interview, we talk about: content, marketing, the expansion of the Service Alliance, and the future of Residential Contracting …
Contractor Prayer Warriors
A Community Praying for You There is great Power in Prayer, and there is Hope in a Community of believers supporting each other. Contractor Prayer Warrior is a community of contractors …
