Mastering the Art of the HVAC Service Call: How to Thrill Customers while Creating Replacement Opportunities with Superstar Sales Trainer Estee Jaacovi
Estee Jaacovi has spent more than 16 years in the HVAC world, filling numerous different roles. It’s in sales where she shined, having been a 3x HVAC Sales Crown Champion. Today, Estee is a coach for CertainPath and a trainer to hundreds of multi-million-dollar producers, including some of the highest performers in the industry today.
In this show, Estee shares insights on how senior service technicians should conduct service calls. She emphasizes the importance of mental and physical preparation, making a good first impression, and building rapport with homeowners. Techniques like using a value statement, observing body language, and adapting communication styles are discussed to ease homeowner concerns and build trust. The conversation covers walking homeowners through pricing, educating them on system performance, and using visual evidence from the system for informed decisions. Estee talks about how to offer multiple repair and replacement options, use tools like the True Cost Calculator, and involve homeowners in the Comfort Survey and heat load calculations for transparency. She also talks about the psychology of presenting options, handling objections, creating urgency, and the importance of ongoing training for technicians. The goal is to ensure a professional, empathetic service visit that educates and guides homeowners through decision-making regarding their HVAC systems.
Show Notes
The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,100+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way.
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