Service Agreements with Terry Barrett

Service Agreements can be a huge benefit to your company, but many contractors struggle with converting more than 10% of their clients into Service Agreement Members.

This week, Terry Barrett shares with you the real results of his team at Air Now in Millbrook, Alabama.

His team is converting at 60% or more consistently month after month.

You will find the following content in this podcast.

The Old Standard of 25%: 3:36
Why it is About Educating Your People: 3:54
The Concern with Discounts: 4:33
The Anti-Service Agreement Movement: 7:12
Connecting Service Agreements to Technician Pay: 9:10
Remove the Anxiety of “Role Playing” and Start “Practicing”: 10:48
Skill Evaluations Not Just Ride-Alongs: 12:51
Tracking and Posting Results of Producers: 13:38
How Air Now Designed their Service Agreements: 15:54
Terry presenting “How to make the service agreements a no brainer”: 18:35

Listener Questions: 28:00

  1. The ratio of Service Agreements Per Tech: 28:16
  2. How much should CSRs talk about Service Agreements before the tech gets there? 31:40
  3. Monthly Billing for Service Agreements: 33:00
  4. When do you do the first visit? 33:45
  5. Employee Service Agreement Incentives: 34:41
  6. Built-in Technician Retention Tool: 35:46
  7. How to sell add-ons to Service Agreements? 36:46
  8. Selling Service Agreements when the client needs new equipment: 39:27
  9. How to change from annual to monthly agreements? 40:50
  10. How many service visits per year? 42:54
  11. Multi-Service Inspections: 44:54

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