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 …

May 26th, 2017 – Maximizing Your Summer Calls

The summer busy season is here again! The heat has already begun to rise and the calls are flooding in. Now is the time to make sure we capitalize on every single call. If you’re tracking your sales stats the way you should be, then you’re already aware that the average ticket usually drops during …

May 18th, 2017 – Running a Thorough Service Call

As service technicians, we have to deal with 2 sides of a service call: the “technical” side of things and the “sales” side of things. And, lets be honest, we service techs often don’t like dealing with the sales side of things. We’re so worried about coming off as a “pushy sales guy” that we …

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 …