Can your Advisor charge more than book price?

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I had a good discussion with a client about my last post, specifically about allowing your Advisors the discretion to discount.

He asked if he could apply the same methodology in reverse (his only sales ...

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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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Home Efficiency Measure Pricing – How Should Programs Weigh In?

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A conversation that comes up frequently with efficiency programs is with respect to pricing. It sometimes sounds like this (an actual quote):

“We watch those contractors because some want to charge too much.”

I understand ...

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Is your salesperson pricing right?

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“The sales guy screwed up, and we really ate it on that job.”

Maybe. Maybe not. In my view of successful, scaleable HVAC, solar, and home performance companies, the sales person is responsible for putting together an accurate price ...

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Sales do NOT fix everything!

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You’ve heard the saying, “Sales fixes everything”, and Guy Kawasaki explains how.

The problem is that sales do NOT fix everything.

Don’t get me wrong. Sales are important. If you’re not selling, everyone can stay home. And as ...

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Energy-Efficiency Program Folks: Do You Understand the Numbers that Drive a Contractor’s Business?

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raft of the medusaWhy is recruiting contractors to participate in energy-efficiency programs often ...

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Going for cheap

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In our industry, the company trying to win every project with the lowest price is often the one who goes out of business.

Or arguably worse, stays in business, and struggles and stresses every week to keep things going, hiding from ...

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Does your pricing work?

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what pricingLast week I worked with four different contractors and people in two different programs and discussed pricing.

Oh my.

Contractors, can you make ...

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The most expensive contractor (part 4 of 4)

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This is the last of a 4-part series on pricing from Mike Gorman. It costs more to deliver quality work. If it costs more, you should charge more.

How Does This Fit Together?

A lot of homeowners ...

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The most expensive contractor (part 3 of 4)

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This is Part 3 of a 4-part series on pricing from Mike Gorman. It costs more to deliver quality work. If it costs more, you should charge more.

Building Your Estimate

The starting point of any estimate ...

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