4 Traps to Avoid in Selling Home Performance

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You want the sale. We all want the sale! Maybe you’re very hungry to post some numbers or push to hit the plan. That’s OK. But don’t let that get in the way of good ...

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What you’re missing in the furnace (or windows or solar or…) call

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missed opportunityIncreasingly contractors are sensing the tremendous opportunity to add a broader array of ...

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Women athletes, the Olympics, and how to crush the competition in your contracting business

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For those keeping score by country, the U.S. crushed the competition in Rio with 121 medals. China was second with 70, Britain third with 67. They wouldn’t have done ...

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Grow leaders: ask your team questions, let them solve problems

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Do you want a high performing team? One important step to take is to stop doing their work for them.

For many managers, the first inclination is to tackle every problem. And if an ...

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Building Quality with Intention

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Quality - Foster QuoteQuality doesn’t come from an inspection after the work is done. Instead, it is built in, from the beginning.

It ...

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Your Weekly Sales Meeting Can Help You Sell!

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Home Performance Sales Meeting Infographic 3Dusting off and reworking a post from a couple of ...

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Opportunity with a First Call Close

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Many home performance contractors, and even a surprising (to me anyway) number of HVAC contractors, have a multi-visit sales approach, or its evil cousin where a proposal is sent to the potential client some time, some long ...

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6 Ways to Screw Up Hiring a New Sales Person

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Following on yesterday’s post about good people in the industry, I wanted to talk a bit about hiring.

I’m working with a few contractors who are looking for additional sales staff right now.

Hiring ...

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Thanks for the people

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RR quoteOne of the great things about this industry is the people I’ve had the chance to work with. And hope to work ...

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Owner’s Salary v. Profit

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I had this conversation again.

The owner’s salary is not profit. And the owner’s salary shouldn’t come out of profit.

If the owner works in the field, her salary comes from the cost of sales just like any other crew person. If ...

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