Focusing on sunk costs will sink you

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You just spent $10,000 on a website redesign. You tested it with several non-industry friends, and some of your family (who look like your customers) and they uniformly don’t like it. They liked a comparison site ...

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Delegating Your Way to Growth

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A guest post from my friend, Mike Gorman, whose recent book If I Sell You, I Have a Job. If I Serve You, I Create a Career! has filled a void in sales training for contractors who sell to homeowners.

Who helped ...

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Last Week’s Lesson: 5 Things Contractors Want to Know

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Thanks to Build It Green and PG&E, I had the pleasure last week of delivering a couple of two-day business training sessions for HVAC and home performance contractors. We covered a lot of ground looking ...

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Operating Plan Example Tools

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In response to last week’s post on the Operating Plan, I got several calls and emails asking for tools to help build the plan.

The best recommendation I can make is to choose and use ...

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Your 2014 Operating Plan

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Operating Plan SnippetI know, 2013 isn’t over yet. It’s not too early, however, to consider some as-in-baseball, as-in-life wisdom. Now, he might ...

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It’s time for the weekly sales meeting

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Many companies in the home performance space are relatively new to the contracting game. And one thing I’ve noticed it that many of you aren’t having a weekly sales meeting. And some of those who are, ...

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6 Reasons To Add “Home Performance” to your HVAC business

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The future of HVAC includes home performance, and that is a good thing! In the slide show below, you can review my quick business case for why HVAC contractors should incorporate broader home ...

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Interview Questions for Home Performance Salesperson Candidates

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So, you want to interview a sales candidate? What questions should you ask?

Let’s start with the assumption that you are NOT making the mistake of winging it. You’ve thought about the key characteristics for success. (See ...

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Six Ways to Hire the Wrong Home Performance Sales Candidate

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Swapping war stories about some painful hiring mistakes got me thinking about those mistakes and what led to them–what still leads to them.

Hiring good folks is difficult. Hiring good home performance sales people, ...

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Growing Your Home Performance Business Right: The Checklist

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B-17 Public DomainRunning a home performance business is rather complex. The “technical” side can be complicated, and time ...

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