Weekly Coaching Archive

Seizing the Summer
Belief: The Basis of Action (Closing 2020 Strong)

Weldon Long

Could this be the best end of a year you’ve ever had with your company? What actions are necessary to make that happen? While action may be the key to accomplishment, belief is the mother of action. This training will demonstrate the importance of belief and confidence (and how to develop them) when it comes to accomplishing your sales and business goals.

Seizing the Summer
Start with The Vision- The 6 Steps to Effectively Plan, Create Solutions and Take Action

Steve Shallenberger

Think of one thing that you can do that would have a huge impact on your life for good? On your business or career? What is one of your biggest challenges or opportunities?
Now you can work through these kind of issues on the pathway to becoming your best by using the Six-Step Process to develop a plan and a clear path forward to solve it. This life-changing training will give you a planning process you can use for the rest of your life. The Dallas Cowboys, Flying J, and many others have used this same process to solve multi-million-dollar problems! Individuals have used it to soar to new heights!

Seizing the Summer
Staying Busy and Productive During the Upcoming Shoulder Months!

Russ Horrocks

Each year we experience a change in the type of customers we encounter throughout the year. It’s easiest to see this change as the “demand season” and the “non-demand season”. We often form bad habits in the demand season and don’t recognize the change in the customers buying process until we have burned through a lot of leads. This week we explore this type of buyer so we can understand how to maximize the shoulder months and keep our crews working.

Seizing the Summer
SUMMER AND BEYOND – A Video Guide to The Ultimate Customer Experience

Scott Deming

Creating the Ultimate Customer Experience takes everyone in your organization. Every employee, whether they engage with a customer or not, impacts the customer experience. This video describes in detail, the ingredients (Communication, Perception, Honesty, Transparency, Emotion and Empathy) and guides you through the steps to creating unique, emotional and meaningful customer experiences.

Seizing the Summer
Financial Management In Summer's Chaos - Measuring Your Success-Segmentation and KPI's

Gary Elekes

The very first part of the video is focused on getting the chart of accounts correct, so as we measure our performance, it is capable of telling us the whole picture but also the individual departmental success. The main idea is to segment your financials and be capable of organizing, so we can quickly identify areas of success and opportunity via KPI's.

Seizing the Summer
Driving Peak Season Potential Through the Rush, Flush and Crush

Drew Cameron

In episodes #1 and #2 of the Sales Leadership for this Summer's Blue Ocean Opportunities series I shared with you the concept that Sales is NOT a Numbers Game, it's about the ABCs. To make the most of the opportunities you create this summer requires Sales Leadership in handling the RUSH (volume of people in the market and call demand for repair and replacement opportunities); the FLUSH (high probability opportunities that can be converted to revenue and effectively managed by operations); and the CRUSH (creating flow-through or output by optimizing the inputs from the RUSH and FLUSH without getting CRUSHED - delivering less than world-class customer experiences). Learn the strategies and tactics to maximize your entire operational machine to drive throughput from the inputs to your top and bottom line revenue. Lure, hook, and get the fish on the boat so you can filet and grill it and feed everyone. Don't risk letting your summer become a big fish tale of what could have been by poorly handling the nibbles, bites, and hooks or letting the fish you do catch spoil because of operational capacity.

Seizing the Summer
Leadership - Developing Your People and Plan While Summer Rages

Gary Elekes

Leadership is a concept which has many components, and creating alignment is the main focus of this video. A company needs a clear Vision to what it will aspire to become, a core purpose and "Why" for the team, and your clients need to have a defined journey which you have created and can execute. Leadership has many traits, and it is a complex subject so we explore the key attributes of effective company leadership, talent development, and use of a planning system to highlight how you can achieve your goals.

Seizing the Summer
Five Factors for a Successful Summer & Beyond

Weldon Long

There are certain things you must have to succeed: Skill, Belief, Knowledge, Willingness and Opportunity. In the home services industry, the summer time provides a wealth of opportunity for contractors but you can only fully capitalize on the opportunity if you possess the other factors as well. This training will teach you how to measure the ones you have and to develop the ones you don’t so that you can seize the opportunity this summer and into the future.

Seizing the Summer
Performance and Productivity: How to Prioritize Your Time and Do What Matters Most This Summer

Rob Shallenberger

In the craziness of the summer months, it is more important than ever to prioritize your time and do what matters most! In fact, we'll share a process you can use to increase performance and productivity by at least 30 - 50%!
Maybe you can relate to what we found in a survey of more than 1,260 managers and leaders. 68% percent of those leaders feel like their biggest challenge is how to prioritize their time, yet 80% of those same people don’t have a process to do what matters most. We understand how challenging it can be to stay ahead of the curve and get everything done, that’s why we developed specific processes and tools you can use to dramatically increase productivity.
During this powerful Do What Matters Most™ virtual experience, we’ll share three high-performance habits you can use to accomplish an additional 500 - 1000 meaningful activities this year…stress-free! Imagine what that means to the success of your business when you are able to prioritize your time and do what matters most!

Seizing the Summer
Create a Summer Heat Wave: The ABCs of Sales

Drew Cameron

Opportunities series, I stated emphatically that "Sales is NOT a Numbers Game." The numbers or sales performance statistics people, departments, and companies measure called key performance indicators (KPIs), and metrics ONLY measure results such as closing ratio, average sale, volume, etc. An individual's, department's, or company's sales performance comes from the ABCs NOT the numbers. The numbers are the performance data yielded from the execution on a variety of Activities, Behaviors, Connections, and other ABCs that get funneled through a department's and company's people and processes. The ABCs drive the numbers and determine the outcomes, results, customer experience, and overall performance metrics and KPIs, or what I call OPTICS. OPTICS provide indicators for Sales Leadership to determine if the ABCs had the desired impact. If not, which ABCs require adjustment if the company hopes to Create a Summer Heat Wave from the Blue Ocean Opportunities its marketing and operations generate?

Seizing the Summer
How to Maximize the High Demand Season Opportunities

Russ Horrocks

We often rush when demand is high leaving a tremendous amount of money on the table. That money represents benefits to the customer they will not experience. In addition, we have compromised our product by cheating the customer out of the full experience, potentially harming our brand. We can meet the demand without compromise. In this video we explore from a management, leadership, and production based position how to meet the high demands of summer so we can best serve our customers, build our brand, create future success and stay balanced, healthy and happy!

Seizing the Summer
Operating Your Business with a Plan in Summer's Busiest Months

Gary Elekes

Every company should have an operating plan, that defines what they are committed to. The plan sets out the key goals, strategies and actions we defined that guide our resources. How we spend money, how we sell and produce, and the ideas that allow us to adapt. The key in this video is to be transparent and share the plan, having your team help develop the plan, and communicate the results monthly. This video explains the WHY of having a plan and the usage within your team to drive execution.

Seizing the Summer
Don’t Get Burned This Summer: Sales is NOT a Numbers Game

Drew Cameron

More leads do not necessary yield more jobs or revenue. Fewer leader leads do not necessarily mean fewer jobs or revenue. Sales performance comes down to what salespeople do with the leads they get. Most salespeople focus on calculations sometimes referred to as key performance indicators (KPIs) and metrics such as closing ratio, average sale, volume, etc. to measure an individual's, department's, or company's sales performance. This a GRAVE MISTAKE! Sales statistics are the result of how the game was played, but they DO NOT tell you how the game was played, they only leave clues. Statistics are the results of all the activities, behaviors, connections, things and stuff that get funneled through a department's and company's people and processes. The stats only provide OPTICS into what happened. Sales Leadership and salespeople need to convert that stats back into the story the activities, behaviors, connections, things and stuff yielded to determine if those items were correct or need improvement. Without OPTICS, a person, department and company are flying blind. Don't let the numbers alone burn you by thinking sales is a numbers game. I'll explain this in episode 2.

Seizing the Summer
7 Steps to Phenomenal Summertime Customer Service

Scott Deming

The most profitable companies pay as much attention to the sales they lost as they do to the sales they won. But that can often times be difficult and viewed as less important during the summer busy season. By obsessing on follow-up communications with every sales lead this summer, you can win more installs instead of losing them to your competition. This training will provide an overview of the processes, strategies, tactics and resources you can use to rehash leads and make this the most successful summer ever for your company.

Seizing the Summer
Rehash Lost Leads to Maximize Summer Sales

Weldon Long

The most profitable companies pay as much attention to the sales they lost as they do to the sales they won. But that can often times be difficult and viewed as less important during the summer busy season. By obsessing on follow-up communications with every sales lead this summer, you can win more installs instead of losing them to your competition. This training will provide an overview of the processes, strategies, tactics and resources you can use to rehash leads and make this the most successful summer ever for your company.

Seizing the Summer
Marketing in 2020 for the Peak Season

Gary Elekes

Our main selling season is coming up, and many may even already be in the throws of favorable weather patterns. We are going to explore in this video the approach to optimize your lead generation, internally with your service operation and externally through both traditional and digital media.

Navigating Turbulent Times
Technican Communication: Creating the Perfect Customer Experience

Russ Horrocks

Do you want to build a strong presence in your market? Do you want to build a quality brand? Do you want your customer's to be loyal, engaged, and tell their friends, family members and co-workers about you and your services? If so, you need to provide your customers' with the perfect experience. This week we take a look at what does that actual mean, and how is it possible? With the right approach, you can have an impact and you can compel your customer's while making the differences obvious between you and your competition.

Navigating Turbulent Times
Bringing it to a Conclusion

Weldon Long

Once you’ve completed building the relationship and investigating your homeowners problems it’s time to sell your company and your solutions and bring the call to a successful conclusion.

Navigating Turbulent Times
Elevated Consumer Buying Experience 4: Stop selling. Start Compelling. Distinguishing Differences that Make the Difference.

Drew Cameron

Today, in-home selling seems to be a profession that drives customers away. People reluctantly deal with salespeople and a sales process to buy the things they want. People would much rather talk with someone who cares for them, their family, their home, and acts as a fiduciary when it comes to their money. How can contractors get in alignment with people when it comes to replacing their home comfort system? Stop selling and start compelling. Be unique and offer distinguishing differences that make the difference in the mind of customers and COMPEL them to do business with YOU!

Navigating Turbulent Times
Using Financial Data to Avoid Financial Disaster

James Leichter

There has perhaps never been a more important time for contractors to fully understand their financial reports. Whether you need to create an emergency financial plan, or you need to borrow money, you will need accurate financial reports that you can understand and explain.
This webinar will teach you how to understand and analyze your income statement, balance sheet, and cashflow statement. With a complete understanding of these reports, you will be able to more easily identify financial problems and avoid potential disaster. This knowledge will also help you understand important financial ratios, conduct business planning, create more accurate budgets, and perform what-if scenarios. Now more than ever, contractors need to know their numbers and what those numbers are trying to tell them. This webinar is designed to do just that.

Navigating Turbulent Times
Finding your Purpose: The Key to Overcoming Challenges

Weldon Long

Will Rogers said, "Even if you're on the right path, you'll get run over if you just sit there." Action is the key to achievement, but PURPOSE and focus are the keys to action. This week Weldon Long discusses how knowing your purpose can drive your sales and business success in the face of all obstacles.

Navigating Turbulent Times
Technician Communication: When Do I Replace? The Cost to Keep Tool

Russ Horrocks

This week we take a closer look into the repair vs. replace conversation to see if there is perhaps a better way? While many homeowners respond well to the repair versus replace, many do not. The comparison is too simple and leaves out some key costs that can greatly impact the homeowners choices. If our job is to serve, and we serve by providing good information; then we need to make sure our information is complete. The Cost to Keep Tool can be used in many situations for many reasons and in many formats to serve our customers.

Navigating Turbulent Times
Investigate the Problem-Grow Your Average Ticket and Close the “I Need to Think About It” Door

Weldon Long

In the residential HVAC business you get paid based on the number of problems you solve for Homeowners. The Investigation stage helps you find the problems so you can solve them and get PAID.

Navigating Turbulent Times
Elevated Sales: Play Above the Rim - Skills That Will Elevate Your Game

Drew Cameron

Playing above the rim requires YOU to possess and consistently develop a specific set of skills to execute your process at the highest level, continually elevate your game, and relentlessly raise your performance and results. Most salespeople think their job is to run leads, give bids, estimates, and proposals and sell jobs. They could not be more wrong. Your job is to get and share the truth by giving people good information in an unbiased manner, so they can make good decisions. People will choose to work with you if you teach them how to buy and where real value comes from. Here are just a few of the skills necessary to help you in this NOBLE ENDEAVOR.

Navigating Turbulent Times
Turn Your Customers into Evangelists and Your Sales Machine!

Scott Deming

We’re in unchartered waters. Now, more than ever, people are looking for honesty, value, compassion and trusting relationships from the people and companies they work with. By using innovative sales and in-home solutions, you can be that trusted contractor “friend” your customers turn to today, tomorrow and well into the future.
Famed business author Tom Peters once said - “Find several happy customers, turn them into evangelists and they will take you to the promised land!” Evangelists are customers who are so delighted, they’re compelled to tell others about you, because of the unparalleled customer service and value you gave them.
In this video, you will learn how to turn a typical service or sales call into a unique customer experience, creating a loyal evangelist eager to help you market your services. We’ll discuss the process and the language for encouraging your customers to spread the good word about you and your company, as well as – how to get different types of testimonials and how to put them to work for you.
Turn your customers into evangelists and let them take you to the promised land!

Navigating Turbulent Times
Customer Service: Customer Loyalty Representative Everyday Do's, Don't and Scripts

Mike Treas

Whether we are in the middle of a crisis or just answering the everyday service calls, customers deserve our best. Our customers call us because they expect us to be different. Giving each and every customer an experience that assures them that you are a premier service company that treats everyone like family. When a homeowner has a breakdown or needs a new system, they need a company that cares enough to deliver an experience like no other. Stellar service starts with that phone call, that first impression that sets the tone for the direction of the relationship. If we do a great job up front the techs have a much easier job on the visit.

Navigating Turbulent Times
Relationship Building: Closing the “3-Bid” Door

Weldon Long

Strong relationships are critical to sales success. This week Weldon Long discusses why relationships are so important and some easy techniques to build them with your homeowners.

Navigating Turbulent Times
Technician Communication: Sharing Products and Services without Applying Pressure

Russ Horrocks

In this session we explore how to introduce your products and services without applying pressure to the homeowner. Too many technicians struggle to find the balance of being too aggressive or too timid. You don’t have to fear sounding like your selling something when you are true to your professional responsibilities. You are in the home to serve, and the best way to serve your customer is to inform them. You will never have to feel pressure again, or apply pressure to your customers. We talk about how to love what you do, and the way you do it.

Navigating Turbulent Times
Personal Responsibility: The Ultimate Key to Success

Weldon Long

Over the past few weeks we have been discussing getting focused on and taking action towards your sales and business goals. This week Weldon Long discusses the single most important factor in success - accepting responsibility for your responses to the challenges you face in life and business.

Navigating Turbulent Times
Elevated Consumer Buying Experience 2: Execute Your Process at the Highest Level

Drew Cameron

To be supremely successful at selling in the home, you MUST design your process, trust your process, and execute your process. Selling is hard. Letting people buy is easy. Do what is easy and follow the yellow brick road your customer will pave for you when you elevate the consumer buying experience. Once you elevate your process and refocus your objective on serving, teaching people how to buy and where real value comes from, you will be on the path to peak performance. Peak performance requires supreme belief in oneself. Discover 10 ways to develop greater belief in yourself so you can operate with the precision of a Swiss timepiece, possess the grit and resiliency of a superhero, and execute your process at the highest level.

Navigating Turbulent Times
Marketing During Crisis

Presented by: Gary Elekes

Developing a new marketing approach during the COVID-19 era is essential for surviving. Many consumers will not get accurate data, or rely solely on the media for messaging, and that may not be in your company's best interests. So you need to be active and control your own message via social media, email strategy, and call center processes. We will break down the digital media options, talk promotions, financing and extending payment terms to clients to develop work in a constricted marketplace. Your success in digital will likely determine your overall success.

Navigating Turbulent Times
Customer Loyalty Representative: Easing Homeowners Minds in these Uncertain Timess

Presented by: Mike Treas

We find ourselves in an unprecedented situation. When our customers need us they need to know they will be safe. In this class we will talk about ways to rest assured those who need our help but are worried about having a visitor in their home. We’ll talk about things we can say that will help and how our calm will let them feel better about getting comfortable sooner by going ahead and booking a visit.

Navigating Turbulent Times
Elevated Consumer Buying Experience Pt. 1: BEING Your Best – Seeing Through the Fog of Fear in Uncertain Timess

Presented by: Drew Cameron

During these uncertain and turbulent times, seeing through the dense fog of fear, while intimidating and frightening at first glance, will allow you to maintain your focus, avoid adversity, keep chaos in check, and not paralyze you and your sales performance. Once free from fear, you can focus on BEING your best to elevate your sales performance. Success in sales is more a matter of your state of BEING rather than your DOING. BEING your best will allow you to connect with more people, create more opportunities to serve, yield more revenue and personal income, and contribute to your family, company, co-workers, and community. Connection, Creation, and Contribution are humanity’s highest callings, and require and deserve YOU at YOUR BEST! From here we will work on the process and getting better results.

Navigating Turbulent Times
Mindset: Emotional Commitment and Action - Get Busy Living or Get Busy Dyings

Presented by: Weldon Long

Over the last two weeks we’ve discussed the power of the subconscious mind and the necessity for focus. This week Weldon Long describes how to get deeply emotionally committed to achieving your goals and executing on the actions necessary to achieve those goals.

Navigating Turbulent Times
Sales Leadership: Maximizing Sales Performance: Strategies and Tools to Drive Results

Presented by: Drew Cameron

In this session, we will build on the content from the first Sales Management session. It all starts with the leader being the leader the team wants and needs. How you show and act drives the team as attitude reflects leadership. You learn specific strategies and tactics that you can employ to expand your resources and communications to drive results or what you can do if you need to conserve resources if you are experiencing a downturn.
You also get select resources from Drew Cameron’s private arsenal reserved exclusively for his clients. You will get an entire goal-setting program to tap into your people’s inner motivations. You will also get our best-in-class sales performance reports. Lastly, you will learn Drew’s innermost secrets for driving sales performance at the individual level. Until now, this data has only been shared with clients and reveals where the opportunity lies with the people and processes to make an exponential explosive impact in sales performance.

Navigating Turbulent Times
Mindset: Focus on the Right Things

Presented by: Weldon Long

In sales and business you must focus on the KPI’s that drive your business. Moreover, it’s critical that you focus on the RIGHT KPI’s. Lack of focus can cause confusion and undermine productivity. This week Weldon Long discusses how to keep your team focused on your Wildly Important Goals (WIGs).

Navigating Turbulent Times
Leadership During Crisis

Presented by: Gary Elekes

During times of rapid change, as described by COVID-19 and the Novel Corona virus, leaders need to practice a more structured approach to communicate. This video workshop will focus on multiple areas of leadership, centered on understanding the psychology of your team, the message, and the timing for keeping your team informed, and allaying any fears. It may take a bit more time and thought, yet this style will benefit your company in the long run strengthening your trust.

Navigating Turbulent Times
Technician Communication: Creating a Safe Environment for Effective Communication

Presented by: Russ Horrocks

Many people think that because they are talking, they are communicating. Today we explore the craft of communication and how to create an environment of success. Just because you said it’s a benefit, doesn’t make it beneficial in the customer’s mind. We explore how to deliver information so it is heard, understood, and most importantly believed.
The best technicians are not always the most knowledgeable, they are the ones with the ability to delivery information with impact, not pressure. Explore how to love what you do, and more importantly the way you do it.

Navigating Turbulent Times
Control Direct Labor Costs and Help Avoid Financial Crisis

Presented by: James Leichter

In this turbulent time, it’s more important than ever to control direct labor costs. Performance-Based Compensation (PBC) rewards your most efficient and profitable technicians while controlling your direct labor costs.
We will show you how to craft a simple yet thorough plan that is a win-win for everyone. We will cover technicians, installers, and office staff. PBC is used by some of America’s top performing companies. PBC will energize your coworkers, get them more interested in your business operations, and increase their productivity. Now more than ever, increasing employee efficiency is a top priority. This webinar will help you do that.

Navigating Turbulent Times
Mindset: The Power of the Subconscious Mind

Presented by: Weldon Long

Think about what you’re thinking about. Your sales and business results in these turbulent times are a reflection of your decisions about these turbulent times. Where do your decisions come from? How can you make sure your decisions are consistent with the outcomes you want today? Join us today as we discuss sales and the subconscious mind.

Navigating Turbulent Times
Creating Brand Distinction During Difficult Times

Presented by: Scott Deming

During these unsettling times, it’s critically important to set yourself apart from the “typical contractor” in the minds of the homeowners. Now is the time to be your community’s in-home safety expert. People will still need heating and cooling, and more than ever – the very best indoor air quality. Being proactive and working hard with innovative sales and service strategies will help make you the “go-to” contractor long after these difficult times are over.
People are nervous, and rightly so. Most folks don’t want anyone entering their home, especially a stranger. To help you continue providing the necessary services to the homeowners in your community, we have developed a series of videos with tips and tools to assist your sales efforts.
This video is focused on creating an emotional connection and an emotional brand with your customers. It all begins and ends with a unique customer experience. Learn how you can become the trusted heating, cooling and safety expert known for being there when people needed you most. Your reputation depends on it.

Navigating Turbulent Times
Taking Care of Homeowners in the Eye of the Storm

Presented by: Mike Treas

Every day we need to be there for our customers. When they need us they call and expect us to be empathetic, kind and responsive. In this class we will take on the current situation our world is faced with discussing how to be who or customers need us to be. We will share scripts that make customers feel better and we will talk about how the things we are doing during this crisis are what we should do every day whether there is a crisis or not.

Navigating Turbulent Times
Controlling Your Numbers in Crisis

Presented by: Gary Elekes

The number one key in business during any time of change, is controlling your numbers. The numbers tell a story, and sometimes that story is to make course adjustments. This discussion will focus on cash flow, cash management, the newly passed Stimulus bill HR748, its affects, uses and how we can all focus on controlling our numbers to get great results.

Navigating Turbulent Times
Think INSIDE the Box and Get Your Mind Right

Presented by: Weldon Long

In the last month, everything, from day-to-day social interactions to how we do business has been thrown for a loop. So how do we survive, or even thrive, in this current state of fear and uncertainty?
New York Times bestselling author Weldon Long begins that discussion with a lesson that will benefit all roles in a contracting company – service techs, salespeople, owners and beyond – explaining mindset and how to program your thoughts in order to align your daily activities toward success.

Navigating Turbulent Times
SALES LEADERSHIP: Find Your Calm Blue Ocean of Opportunity and Success

Presented by: Drew Cameron

During these turbulent times, Sales Leadership can help their people and customers navigate rough seas. Realizing that dense fog, while intimidating and possibly frightening at first glance, can be condensed down to a small glass. Keeping adversity and chaos in check, and not turn into paralyzing fear will drive sales performance. Clear of your freedom from fear, you can create your very own blue ocean of opportunity free of competition and discover clear sailing to sales success.

Go Above and Beyond

Presented by: Weldon Long

We have zero control over the characteristics of our customers. But we have 100% control over ourselves.
In this week’s coaching show for techs and salespeople, Weldon Long explains how to maximize our own skillsets in order to serve the customer as best as we possibly can – regardless of the personalities, inclinations or “quality” of the customers. Plus, how to use that information to effectively cross-sell in order to drive revenue and increase customer satisfaction.

Get the Homeowner Involved

Presented by: Weldon Long

The value you bring your homeowner is important, but an even more crucial phrase to key on is “relative perceived value.” Simply put, for your customer to value the service you provide, they have to be aware of what you’re doing. If they didn’t see it – in their mind – it may as well not have happened. On this week’s coaching show, Weldon lays out the importance of relative perceived value and involving your customer in every element of the process. Plus, a discussion on the power of humility in mindset training, and much more!

Sales Show – The Power of Emotional Triggers

Presented by: Weldon Long

In this week's sales coaching show, Weldon Long revisits the concept of emotional triggers on sales calls, and the difference between solving business or technical problems and solving emotional problems. For most people, avoiding pain is far more motivating than seeking pleasure. Plus, the importance not just of knowing what to do and when – but how to stay focused on what to do and when, and much more!

Service Tech Show – Mechanical vs Emotional Problems

Presented by: Weldon Long

You can do well as a service tech solving your homeowners’ mechanical problems. But you can do even better – make more money, leave your customers more satisfied – by solving the emotional problems underlying those mechanical issues. Weldon Long lays out strategies to do just that in this week’s service tech coaching show, while also explaining the concept of “Going for No” – actually seeing how many no responses you can get during a call. Why? Watch and find out.

Sales Show – The 4 Characteristics of Closers

Presented by: Weldon Long

In this week’s sales coaching show, Weldon Long draws from some of the legendary business writers and adapts their timeless lessons to HVAC salespeople. First, he discusses the power of mindset and perspective – and how they can align toward success – and then lays out the four things every sales-closer has in common.

Service Tech Show – Mindset & Sales Skills for Service Techs

Presented by: Weldon Long

In the latest coaching show for service techs, Weldon Long explains the value of mindset and sales process – and how mastering the two will lead to better relationships with homeowners and a clearer understanding of how to overcome objections. After all, it’s not only salespeople who need those skills – successful service techs utilize sales techniques throughout the course of their jobs daily.

Sales Show – Translating Features Into Benefits For Your Customer

Presented by: Weldon Long

Most companies are selling the same equipment, more or less; the same boxes. So, when it comes down to it, your customer isn’t going to make up their mind to buy based on your physical offerings. Their decision is going to be made based on your company, your people, your services – overall, the benefits your service will provide them.
In this week’s sales coaching show, Weldon Long explains how to take everything your company and products will provide the customer, and translate them for your customer into benefits that he or she will receive.

Service Tech Show – Explain What Features Will Do For Your Customer

Presented by: Weldon Long

As a service technician, it’s easy to start talking about the features of your equipment when engaging with the homeowner. But when it comes to increasing sales and customer satisfaction, it’s important to convey benefits, more than features.
In this week’s service tech coaching show, Weldon Long illustrates how to translate tech specs and product features into what benefits that will actually bring to the customer. Plus, a focus on some basics, like the repair vs replace conversation, and much more!

Sales Show – Focus On Your Brand: YOU

Presented by: Weldon Long

YOU are the brand! Sell yourself first. Your company second. And your products and services third.

Service Tech Show – How Established Processes Create Results

Presented by: Weldon Long

Service Technicians prosper by focusing on the PROCESS of running a successful service call and allowing the homeowner to decide the RESULT. Your job is to diagnose problems and recommend solutions; the homeowner’s job is to buy or not to buy.

Sales Show – The Power of a Focused Mindset

Presented by: Weldon Long

On this week's sales coaching show, Weldon Long talks mindset as it relates to sales. Specifically, he discusses the importance of focus and how eliminating distractions allows you to prioritize the two or three habits that most lead to success. Plus, a how-to lesson on building the sort of relationship with your customer that generates sales and repeat business.

Service Tech Show – Building a Relationship with the Homeowner

Presented by: Weldon Long

After last week's service tech coaching session, you know how important it is to build a relationship with the homeowner initially when making a service call. But how do you actually do it?
This week, Weldon Long breaks down techniques to make those connections, plus segments on the power of focus, and how to keep it at the forefront of your work, as well as strategies for selling indoor air quality products on a service call.

Sales Show - Four Pieces of the Perfect Sales Process

Presented by: Weldon Long

Every sales presentation is different. But the four most powerful components exist in all of the most successful presentations – even for people who don’t think they’re following a process.
In this week’s coaching show for salespeople, Weldon Long explains the RISC process – relationship, investigate, sell, conclusion – and how following those four steps will improve closing rates and customer satisfaction by ensuring the homeowner doesn’t feel pressured.

Service Tech Show - How to Make the Perfect Service Call

Presented by: Weldon Long

What goes into the perfect service call for service technicians? Every company does things a little differently, but there are a few common denominators – best practices that everyone can apply on every visit.
On this week’s coaching session for service techs, Weldon Long lays out the habits every tech needs to incorporate into home visits – whether they do HVAC, plumbing or sewer/drain – in order to create a win-win situation, driving revenue while maximizing customer satisfaction. After all, it’s not just about technical perfection anymore: communication is just as important.

Sales Show - How to Program Your Thought Process to Achieve Goals

Presented by: Weldon Long

In our last episode, Weldon Long discussed how to create professional success and driver greater income this year through planning, focus and intention – not by accident. This week, we take that concept a step further by explaining how to program one's thought process in order to create those daily good habits that ensure those income goals are consistently worked toward and inevitably achieved.

Service Tech Show - How to Program Your Thought Process to Achieve Goals

Presented by: Weldon Long

In our last episode, Weldon Long discussed how to create professional success and driver greater income this year through planning, focus and intention – not by accident. This week, we take that concept a step further by explaining how to program one's thought process in order to create those daily good habits that ensure those income goals are consistently worked toward and inevitably achieved.

Sales Show - Developing Higher Expectations for Your Income

Presented by: Weldon Long

In this week’s episode, we focus on developing a mindset that breeds success by establishing higher expectations for income. We’ll discuss why developing higher expectations for your income is crucial and explain how you can go about doing it effectively.

Service Tech Show - Developing Higher Expectations for Your Income

Presented by: Weldon Long

In this week’s episode, we focus on developing a mindset that breeds success by establishing higher expectations for income. We’ll discuss why developing higher expectations for your income is crucial and explain how you can go about doing it effectively.