Another example of an HVAC contractor who gets it!

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You hear me talk a lot about the huge opportunity for HVAC contractors moving into home performance (and solar!).

Here’s a great ...

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Standard Work Specification Tool

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sws imageA fan of clear processes and procedures in a contracting business, I like the work that went into the Standard Work Specifications ...

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When Home Performance programs talk pricing, they often hurt the market

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Some efficiency programs do an excellent job undermining the market and the very contractors they’d like to enlist to make efficiency improvements. And when they start talking about pricing, most ...

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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 ...

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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 ...

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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 ...

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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, ...

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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 ...

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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 ...

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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 ...

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