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Selling…Dos…and Don’ts


I live in Arizona for the last 10 years. For 8 months of the year, it’s a lovely place to be. But, it gets just a little toasty the other 4 months of the year. And that puts an awful strain on air conditioners and a whole lot more of stuff we took for granted back East.

Having grown up in the plumbing, heating and cooling business in New York, I knew that I couldn’t push my cooling equipment too long out here without risking a breakdown at the worst time of year. There’s only so much a quality tune-up to a 20 year old heating and cooling system can do.

So I sucked it up and get 3 recommended contractors to stop by and provide a quote for my heating and cooling systems. I also knew that I was well in advance of the cooling season so that I wouldn’t be stuck at the busiest time of year trying to do this work.

Lucky for me that the former owner who custom built this house was smart enough to invest in two separate systems that each handle one side of the home. It has always been efficient and I loved that there was a belt and suspenders in place. The good news is I never had to use it. Still there was that peace-of-mind knowing it was there to carry me through the worst if one unit died prematurely or just wasn’t working.

I frankly hated the process of getting prices and meeting contractors. I have been on the other side of selling plumbing and hvac equipment so I know what it’s like and I’m empathetic. That doesn’t necessarily make me a good shopper but that’s okay because although I wanted good value all I was really seeking was a quality job and someone who would engineer the right solution and stand behind their work. And I let each of the 3 salespeople know this right up front.

One contractor, who my friend a general contractor out here in Arizona recommended, spent literally 10 minutes in my home looking at the labels on the existing equipment and he presented me a price on the back of his business card. I asked him if he was going to do a heat loss and heat gain to make sure it was sized correctly and write out a proposal spelling out what he proposed to provide and do. He told me he does this work all the time so he knows what I need but if I want to call in his friend to do the load calculations I could for about $300.00 and that his word and his business card were his bond.

The second contractor was actually the company who has serviced the equipment here year after year under the two service agreements I had. He spent a whole hour doing the load calculations and looking the job over in general. The bad news is two weeks passed and he never called back. So, I called him and with no apology other than to say he was busy. Okay, it was two months before the heat hits out here but he had my cell and my email he could have contacted to tell me so. But, okay. Magically prompted by my call, he said in the cover letter of the price quote that he would have to under size the air handler because it’s the only thing that could fit on the other side of the home.

The third contractor was from the company that my brother who has a vacation home out here uses. I was there on New Year’s Day checking his heat to make sure it was working and sure enough it wasn’t on one side of the house. They were neat, courteous and dug and solved the problem even though it was a busy New Year’s Day. And I also saw a nice piece on them done by a local tv station where the owner was giving good advice on how to ensure you get a proper tune up on your system. It wasn’t a commercial but rather he was known as an expert with a sterling reputation in the industry. The internet was full of great comments about them. The salesperson came by and spent an hour doing the load calculations and unprompted he said that he saw a problem with where the existing air handler on one side sat which would restrict the proper sizing of the new units which are bigger than when this was installed in 1991. He assured me that he could find a way to bring in a contractor and together they worked out how the platform could be lowered to accommodate the properly sized new unit without any change to the airflow or other issues we discussed.

Contractor #3 was selected and they did as promised including stopping back two weeks after the job was in to do a Quality Inspection.

I asked my wife what she thought of the whole process. She said all she knows is the company we choose always called when they were on their way, they wore shoe covers that keep the house clean and they always seemed friendly and genuinely interested in making customers for life.

Yes, Contractor #3 had made a customer for life and he was coincidently far more expensive than his competitors. Go figure!

Al Levi teaches contractors how to run their businesses with less stress and more success through his book, seminars, webinars and his exclusive 1-to-1 consulting practice.

 Also check out Al’s latest business adventure as part of Zoom Franchise Company at www.zoomdrain.com/franchise-opportunity. It’s a living example of the power of manuals and more— in action.

More Ways to Become a 7-Power Contractor

The 7-Power Contractor book lays out 7 simple business powers to help you run your business with Less Stress and More Success. And now, it's available in paperback, ebook, and audiobook.

The Build Your Operating Manuals (BYOM) Program provides you with 90% done manual templates plus step-by-step instructions on how to edit them, roll them out, train with them.

Get Your Life Back: 7 Secrets of Super Effective Time Management will show you where you time is really going throughout the day so you can begin to get some of it back immediately.

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