Energy Matters

7 Home Performance Trends to Watch in 2015

Posted by:

trendsLooking ahead to 2015, I see a lot more of the same from 2014 for contractors in the residential energy and efficiency arenas. What that says to me is that contractors who figure out how to run their businesses well will thrive. Those who are hoping for programs, mandates, and high energy prices to run their businesses for them won’t do as well.

Here are a few guesses at what we’ll ...

Continue Reading →
1

7 Home Performance Trends to Watch in 2015

Posted by:

trendsLooking ahead to 2015, I see a lot more of the same from 2014 for contractors in the residential energy and efficiency arena. What that says to me is that contractors who figure out how to run their businesses well will thrive. Those who are hoping for programs, mandates, and high energy prices to run their businesses for them won’t do as well.

Here’s a few guesses at what we’ll see ...

Continue Reading →
0

Help the next generation of energy and sustainability professionals – Donate to the Kate Goldstein Memorial Fund

Posted by:

BOD-Kate-Goldstein-e1403794028447Last week, I received a permit for a Grand Canyon hike next April. And with it came a sad reminder that Kate Goldstein won’t be joining me on that hike like we had discussed last spring.

Kate Goldstein was an MIT energy fellow, and one of a too-small group of smart, energetic, and generous young professionals in our industry. She had the drive, focus, and heart to make a difference. ...

Continue Reading →
2

Do you let energy-efficiency programs run your business?

Posted by:

Contractors who have complaints about energy-efficiency programs are often quite justified in their frustration.  Programs often do a lot of silly things that thwart their own goals and undermine contractors’ ability to deliver. So stipulated.

But contractors, you need to ask yourselves some questions as you search for the root causes of your woes.

Do efficiency programs generate all of your leads for you? Are those leads satisfactory? And will they be there next week or next year?

Do the programs ...

Continue Reading →
0

The Missed Home Performance Opportunity in the “Single Measure” Call

Posted by:

missed opportunityIncreasingly contractors are sensing the tremendous opportunity to add a broader array of “home performance” services to their business. Gearing up to deliver is an investment in training, equipment, and processes that might easily run $100,000 of initial investment if one fully accounts for the time and effort. Once they’re ready to go something all too frequently happens. Silence. A common refrain is “we’re not getting any home performance ...

Continue Reading →
1

“I don’t like that role-playing stuff.”

Posted by:

A couple weeks ago while sitting in on a client’s sales meeting, I heard one of the sales people say, “I don’t like that role-playing stuff.” That’s too bad, because role-playing is a very important tool to improve your sales and customer communication skills.

One of the key elements of in a well-received infographic on Conducting a Sales Meeting I posted a few months ago is the need for training and role-playing, the heart of every ...

Continue Reading →
0

Home Performance Sales Approaches

Posted by:

How would you characterize your home performance sales approach?

  • Do you focus only on the reason the homeowner called, or do you use that as the starting point for a deeper examination?
  • Do you list all of the features of the equipment, or insulation, or fan type, or do you ask questions and listen to learn what the homeowner actually cares about?
  • Do you use hardball tactics to try to pressure the homeowner to move forward, or do you help them understand what ...
Continue Reading →
0

Dump the Jargon and Focus on the Value

Posted by:

You’ve heard me talk about avoiding jargon and using “words that Mike’s mom would understand“. And engaging people based on what they value rather than what you like to talk about. The following fits squarely in that conversation.

What People Care About v What We Talk About

Continue Reading →
0

What are your home performance business KPIs?

Posted by:

OK, contractors, how do you measure the health of your business and whether your on track to meet your goals or in danger of closing down the doors? How do you know whether your business is making money in 2014 (you don’t want to wait until April 15, 2015 to figure that out!!)?

KPI is short for Key Performance Indicator, something you’ve determined is critical to track and evaluate to determine whether your business overall, a department, or even an individual ...

Continue Reading →
0

Asking your team questions and letting them solve problems

Posted by:

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 employee asks a question, to immediately answer it. Often, you’re better off resisting that urge.

When you jump in and answer the question, you don’t give you employee a chance to to think through the problem herself. She misses on on the problem-solving process and the chance to ...

Continue Reading →
0
Page 1 of 15 12345...»