Author: CJ Todd

The decision to switch over to flat rate compensation can be stressful for business owners, but the benefits balance out the risks. On this Tip of the Month contractor call, an HVAC contractor from Maryland asks:

My company is moving to flat rate compensation. Is this good for me?

Contractor University faculty members James Leichter (Founder of Aptora) gives his expert advice about the pros and cons utilizing flat rate compensation for your employees.

It can be difficult to find the balance between constant outreach to customers versus spamming them, so how does your company keep previous customers engaged? On this tip of the month, an HVAC contractor and plumber from Illinois asks:

What methods should be practiced in the office to help reconnect with our old customers?

Contractor University faculty members James Leichter (Founder of Aptora) and Mike Treas (HVAC Sales Coach) give their expert advice about the strategies your company can use to engage with past customers.

When you are looking to grow and find new work for your company, it can be difficult to know which approach would produce the best results. On this Ask the Experts call, an HVAC contractor from Utah asks:

What is the best way to generate new work?

Contractor University faculty member Gary Elekes (Founder of iMarket Solutions) gives his expert advice about the various methods you can use to generate new leads and opportunities.

When the busy season comes, it is important that your business is able to adjusts prices to accommodate for increased costs like labor and fuel. On this Ask the Experts call, an HVAC contractor from Idaho asks:

I want to raise my prices before it gets busy, but I’m nervous. How can I execute a price raise and get my homeowners to be ok with it?

Contractor University faculty members Weldon Long (Sales Expert and New York Times Bestselling author) and Drew Cameron (President of Flow Odyssey) give their expert advice about overcoming the fear of rejection from homeowners due to increased prices.

Does your company incorporate role play into its training to prepare your team for different customer responses throughout the sales process? On this week’s Ask the Experts call, an HVAC contractor and plumber from Washington:

How often should we role play and train the team on the sales process?

Contractor University faculty member Gary Elekes (Founder of iMarket Solutions) gives his expert advice on how you can utilize different strategies to enhance your team’s success during the sales process.

For customers who don’t intend to live in their home for another 20 years, it is understandable that they might have objections when faced with a repair or replace decision – but how does your team respond to these concerns? On this week’s Ask the Experts call, an HVAC contractor from New York asks:

How do you overcome the objection of the client that is not going to live in their home for the next 20 years?

Contractor University faculty member Mike Treas (HVAC Sales Coach) gives his expert advice on the best strategies and responses that will help your team respond to the long-term concerns that homeowners present.

When you’re struggling to keep talented employees, it is important that your company establishes why you are the employer of choice. On this week’s Ask the Experts call, an HVAC contractor from New Mexico asks:

How do I retain my best employees?

Contractor University faculty member Mike Treas (HVAC Sales Coach) gives his expert advice on how to create a work environment that helps you retain your hardworking employees.

When trying to navigate the difficulties of connecting with customers on personal social media accounts, it is important that you watch the content and opinions that you share. This month, an HVAC contractor and plumber from Ohio asks:

What should I do when a new customer sends a friend request to my personal Facebook account? I have mixed feelings when it comes to this. The plus side is they have another direct line to you. The downside is they have another direct line to you. At some point, do we not need to draw the line between business and personal? Yet, the person that sent the request may actually be a key influencer to several markets. So, what do you do?

Contractor University faculty members Gary Elekes (Founder of iMarket Solutions) and Weldon Long (Sales Expert and New York Times Bestselling author) give their expert advice on connecting with customers online and how the content you share may impact your contracting business.

When an employee’s bad work habits start to affect the operations of other departments, how you choose to fix the issue can end up being a long term or short term solution. This month, an HVAC contractor from Georgia asks:

I have a service tech who is great at everything but doing his paperwork. Any suggestions on getting him more compliant?

Contractor University faculty members, Gary Elekes (Founder of Aptora), Drew Cameron (President of Flow Odyssey) and Weldon Long (Sales Expert and New York Times Bestselling author), give their expert advice on how to confront and discuss bettering your employee’s work habits.

When presenting the price of a part to customers, it can seem difficult to make them understand why going through a service costs more than ordering the part and doing the job themselves. On this Tip of the Month video, an HVAC contractor from Louisiana asks the Contractor University experts:

How should we deal with price objections? For example, “I can get it on Amazon for $30 and you’re charging $400. I’ll do it myself”.

Contractor University faculty member, Gary Elekes (President of iMarket Solutions and Founder of EPC Training), gives his expert advice on what a job entails to better express the value the customer receives.