How is Your Gas Pump Pitch?

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Most residential HVAC and home performance contractors don’t spend a lot of time in elevators. But they are likely to stop to put gas in the vehicle from time to time. In the particular way he always ...

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MCKinsey: Not Everyone Buys Energy-Efficiency

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“Paradoxical though it may seem, it doesn’t make sense for a campaign seeking broader consumer engagement on energy efficiency to focus on the environment.” So state the McKinsey consultant authors of an article “Giving ...

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Make home improvement easier for your customers…with financing

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In the home performance world, and in residential service contracting in general, when it comes to paying for work, cash is still king. But relying 100% on cash transactions with your customers means you miss ...

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“Why retrofit wall insulation in Phoenix?”

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Back to Phoenix as a stand-in for some other hot climates. (Earlier this week I talked about attic insulation levels in hot climate retrofits.)

The question this time ...

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“R-38 attic insulation is all you need in Phoenix”

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energystarinsulationlevelsI routinely recommend R-50 to R-60 attic insulation ...

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Dan Ariely’s Introduction to Behavioral Economics

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In a couple of posts this week, I’ve mentioned behavioral economics. Whether you’re in marketing, sales, operations, or management, there are important lessons from this field.

Although I mentioned it in a footnote earlier, it’s worth calling out ...

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Helping Your Customers Decide By Offering the Right Choices

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We like choices. Would you care for the red or white? An IPA or a Porter or a Bud Light? Maybe it’s the sense of control. There’s research suggesting that this is hard-wired into ...

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Persuasion and Home Performance Policy

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This could equally be applied to sales in the home performance industry. But I was just reflecting on several recent home performance program and policy discussions, and how the screaming in the room didn’t seem likely to change ...

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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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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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