Contractors, Are Your Sales Advisors on Commission?

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In follow-up questions from recent sales trainings, I’ve been asked, “Mike, how should I be paying my Comfort Advisors?”

The short answer: On commission. I’ll elaborate on that below.

Some contractors, especially newer “home performance” contractors, pay salary. Often ...

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Who runs your business? You? Or “the program”?

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At the Helm, N.C. WyethTo say the least, things look pretty volatile on the federal front. Volatile? How ...

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How many ears must one man have, before he can hear people cry? Repeating efficiency program mistakes over and over.

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Danger aheadI’m watching two home energy ...

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The Incentive Float Can Sink a Contractor

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raft of the medusaHome performance incentives sound like a great idea. And they can be. But designed or executed ...

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Program Friction is a Real Drag

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Flow 1-How Our Business WorksA contractor’s job doing quality work for homeowners is difficult and complicated in its own right. ...

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Which incentives promote “whole-house” energy savings?

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This is a long geeky post…but it’s important.

Residential efficiency retrofit programs—including home performance programs—are often accompanied be incentives. Rebate, loans, cash back for training or certification. Almost always, the incentive is applied to a secondary or even ...

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Program Mistake Month: The Incentive Roller Coaster

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When people think about programs they often think about rebates, loans, or other incentives. That’s where I’ll start this series.

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Be Careful What You Measure and Reward!

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As I talked about a couple weeks ago in the KPI discussion, you’ve got to measure. “If you can’t measure it, you can’t manage it.” Add to that ...

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Hiring the Right People Makes the Whole Thing Easier!

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hire the right peopleHave you ever worked with some one who drags you down? Have you seen a bad attitude spread like this year’s flu ...

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