Aug. 3rd, 2017 – Online Reputation Management

We cannot stress enough just how powerful and important your reputation is for your business. Think about how many companies earned your business simply because they have a reputation for excellence. Now think of how many companies you passed up because they had a bad reputation. That’s the power of your reputation. It can literally …

July 27th, 2017 – The Right Way to Ask Questions

We’re all aware of the importance of asking questions while on a service call. Asking questions allows us to properly diagnose and solve our homeowners’ problems. What many don’t realize is that HOW we ask our questions is just as important as what questions we ask. There’s a fine line between asking questions and making …

July 20th, 2017 – The 7 Keys of Communication

Communication is the key to selling. A script will help us with what we are trying to communicate to our homeowner. What it won’t teach us is HOW to communicate with our homeowner. Effective communication requires more than just hitting our homeowners with a wall of information. It’s about connecting with our homeowner, figuring out …

July 13th, 2017 – Developing Your Tech Sales Process

A good sales process will give us our best chance at getting a sale while ensuring our homeowner has a comfortable experience and walks away feeling good about the exchange, regardless of if they buy from us or not. As technicians, selling is not usually in our comfort zone so having a process is imperative. …

July 6th, 2017 – Installation Process Overview

Happy 4th of July! Independence Day is just one of the reasons we love summer. Another reason we love summer is because of all the replacement add-on sales that roll in, but more sales also means more installations. Now more than any other time of the year, it’s imperative that we have a solid, specific …

June 29th, 2017 – Selling Indoor Air Quality

Now that we’ve learned the fundamentals of what it takes to be an IAQ professional, it’s time to learn how to sell indoor air quality. As technicians, we often don’t like the “sales” aspect of our job, but what we do isn’t really selling. It’s problem solving. So the real question is: How can we …

June 22nd, 2017 – Indoor Air Quality Fundamentals

For the next few weeks, we will be joined in the studio by the Vice President of Residential Sales for Dynamic Air Quality Solutions and EGIA Faculty Member, Steve Mores, for a series of shows that will focus on creating a Win/Win/Win scenario for our company, our homeowners, and ourselves using Indoor Air Quality. Not …

June 15th, 2017 – Key Performance Indicators

As business owners, one of our biggest concerns should be measurement. Numbers don’t lie. And without measuring and tracking the right numbers, we cannot effectively manage and improve our business. Although there are many key performance indicators (KPI‘s) to be measured throughout a business, Gary Elekes (President – EPC Equity, EGIA Faculty Member) has put …

June 9th, 2017 – The Price Objection (You’re Too Expensive)

There are a few different ways to tackle the Price Objection during the sales process. If you’re running your sales process correctly, you’ll have already closed the Price Objection Doors without your homeowner even knowing it. Now, all you have to do is remind them of your previous conversations. For this week’s tip, I’ll show you …

June 1st, 2017 – How to Increase Your Average Ticket

There are many things you can do to increase your average ticket. The first step is arguably one of the most important steps: stop qualifying your homeowners for a budget. Qualifying for a budget limits you to a set price to work with before you even enter the home. From that moment forward, every solution …