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Tag: Knowledge


The Average Ticket Culture

When someone truly believes in the products and services they provide to their clients, and they know how to effectively communicate what they believe with passion and enthusiasm to another, this becomes the positive cause and effect of the sales process. My team and I have a saying that illustrates this communication process in sales, which leads to my average ticket discussion:  “Sales is the transfer of your belief to someone else, and the reward is money.” So if you and your team believe in the products and services that you......

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The trend toward virtual conferences was already growing, but circumstances in 2020 have pushed the transition to a necessity. While in-person conferences are valuable, companies are seeing the benefits of going virtual; ease of accessibility, eco-friendly, and the minimal costs associated with attending.    Attending a virtual conference does have its challenges.  With a little insight and preparation, you can still get all the amazing information from the comfort of your office or living room, at a fraction of the cost. Follow these tips to make the most of your time.
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I Need You, You Need Me

Jeffrey J. Fox, the author of How to Become CEO, says, “Always be on the lookout for ideas. Be completely indiscriminate as to the source. Get ideas from customers, children, competitors, other industries, or cab drivers. It doesn’t matter who thought of an idea.” What matters is that you are looking for and finding ideas. We find ideas from books, social media, television, movies – the list goes on, but of course, it includes people. Lately, I have been considering my circle of friends, which surprisingly is very small. As an......

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Do Something...That's What Matters!

Cam B. is a bright, innovative, respectful, intelligent, handsome, and giving and supportive young man. Cam is a college graduate and owns his own home and dresses as if he will be on the cover of GQ. We have known him for many years and have worked with him very closely. Cam is not married yet, but Vicki is working on that. He humbly tells her he is getting closer to “making a commitment status.” We look at Cam as kind of an adoptive son! We hug each other. We care about......

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How to Avoid the Cult of the Business Guru

Most businesses are not making the money that they wish. In fact, many businesses are running in deep debt. They have underperforming employees, poor systems and procedures, and pitiful profit margins.  This is a painful situation to be in. In the past, this was also a private situation to be in.  The situation has changed because social media is a powerful storyteller. You can now privately watch all the public “gurus” that claim to be making gobs of money and promise that you can too with their “secret systems.”    Personally,......

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Time to Push the Reset Button

If we ever wanted a ‘do-over’ for our industry, this is it. Being classified as an essential business during COVID is giving us the chance to change the narrative of our industry. How we rise to the challenge is on us. Being able to set or reset the expectations for your profession isn’t something everyone is gifted. We need to take this opportunity and create the standards that will become our new normal. One area we need to address is the need for qualified employees. There is an enormous void that needs to be filled.......

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Being a business owner has always been stressful. Now, it can be overwhelming. You can’t help but think about the health of those around you. The health of your employees, your customers, your family, but what about the health of your business? You would do whatever is needed to keep your family, employees, and community safe and healthy. But when is the last time you looked at your business and its financial health? You probably look at your P/L Statement monthly or maybe quarterly. When is the last time you sat......

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Join the 11th Annual International Roundtable in Orlando-A Premiere Event for Residential Contractors

HVAC, Plumbing, Electrical, and Remodeling Service Nation Members are headed to Orlando, Florida.

Service Nation is hosting their 11th annual International Roundtable. The three-day event is exclusively designed for HVAC, Electrical, Plumbing, and Remodeling contractors. It is intended to provide additional opportunities for training, networking, and sharing best business practices in the Residential contracting industry. The event will highlight keynote speakers and breakout sessions centered on four main components critical for contractors. Members will learn to develop and fine-tune lead generation strategies, streamline operations and processes, hire and keep the right employees and......

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Eliminating Conflict between Technicians and Dispatchers

By Brandi Loudermilk, CSR Coach at Service Excellence Training The ongoing conflict between field staff and office staff is not new. It has been a pain point for business owners for years. It is like siblings bickering over who gets to sit in the front seat of the car for the short drive to the grocery store. This does not only does this conflict annoy leaders, managers, and owners. It can also negatively impact business. Depending on the severity of the conflict, everything from the quality of customer service to revenue may suffer from......

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Breaking Habits or Creating New Ones?

By Steve Mores, VP of Training and Sales of Dynamic Air Quality Solutions We have all heard this before: “You just have to get into the habit of doing it.” And that’s sometimes the advice and solution that owners and managers give their team when discussing how to correctly work a service, maintenance, or sales call to increase average tickets and close rates. Well, that may be easier said than done, and just saying it doesn’t make it happen. We all have habits, some good, and some bad. From our personal morning and......

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