May 11th, 2017 – Role Playing

How do you get to Carnegie Hall? Practice, practice, practice. Natural talent can get you far, but to really be exceptional at anything, you need to practice, practice, practice. Famous musicians have band practice. Even famous athletes practice and train. If you want to be the best sales person you can be, you have to …

May 4th, 2017 – Hinkley High School Graduation

Nothing is more important than teaching the new generation. They are the leaders and business owners of tomorrow. Last year, I was given the opportunity to speak to the 2016 graduating class of Hinkley High School. The ideas and concepts we talked about are the same ideas and concepts that we teach to our Academy …

April 27th, 2017 – Maximize Your Productivity

One of the questions we’re asked the most is “How do I increase my leads?” Of course, increasing your leads is never a bad thing, but first you have to make sure you’re maximizing your productivity with the leads you’re already getting. Productivity is a measurement of your results against the effort you put into …

April 20th, 2017 – Relative Perceived Value

Relative perceived value is the value you place on something from your point of view. Your favorite mug is just a mug to someone else, but to you it has value because your children gave it to you for your birthday. Everything has its own relative perceived value that you place on it. The same …

April 13th, 2017 – Marketing Fundamentals 101 with Elaina Burdick

Marketing as a contractor can be challenging. Contractors often have so many marketing deals and promotions pushed to them from all sides that they don’t even know where to start. Unfortunately, this often leads to companies spending their money in the wrong places or focusing on the wrong things at the wrong times. So, what …

April 6th, 2017 – Not Feeling It

One of my favorite sayings is “Find work that you love and you never have to work a day in your life.” Sounds ideal, doesn’t it? But even if we love our jobs, we’re going to have days where everything just feels “off.” We recently received an email from one of our Academy members who …

March 30th, 2017 – Indoor Air Quality

“Indoor Air Quality” is one of those terms that is widely misunderstood by the average homeowner. If you were to ask most homeowners how important indoor air quality is to them, they would most likely place that near the top of their list of concerns. Nobody wants dirty air, right? The problem is that most …

March 16th, 2017 – Do You Need More Leads?

One of the questions I get asked most frequently is “How can I get more leads?” It makes sense to want more leads. The more leads you have, the more sales you can potentially make. What if I told you that the real question is “Do you need more leads?” The answer is “no.” At …

March 3rd, 2017 – Overcoming Price

Recently, we’ve gotten a few questions asking about how to overcome the Price Objection. If you’ve viewed any of our training or gone through the curriculum of the HVAC Sales Academy, you’ll notice that we speak very adamantly against dropping your price to get a deal unless under very special circumstances. It’s hard to stick …

Feb. 23rd, 2017 – Closing/Handling Objections

Closing is the most important part of the sales process. Everything else you do throughout the entire sales process is all geared towards helping you close the deal at the end. Closing is what you get paid for. Assuming that you properly closed all the objection doors earlier in the sales process, it’s very simple …