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Transforming a $300 ceiling fan call into a $10,000+ project doesn’t happen by accident — it takes skill, strategy, and a deep commitment to educating homeowners. Tim D’Entremont, a three-time Crown Champion and service electrician at Dawson’s Electric & Air in Fuquay-Varina, NC, has mastered that art. In this episode of The Successful Contractor, host Bob Houchin dives deep into Tim’s approach to diagnosing, educating, and guiding customers toward meaningful electrical upgrades — all without the hard sell. 

Tim shares how his journey from Boston’s high-rises to North Carolina homes shaped his understanding of value, trust, and communication. More importantly, he unpacks his step-by-step process for running service calls that consistently close big projects while keeping customers happy and loyal. 

In this conversation, you’ll discover: 

• How to prepare mentally and strategically for every service call. 
• The importance of earning the right to discuss upgrades beyond the initial call reason. 
• How Tim uses open-ended questions to uncover customer needs and priorities. 
• His approach to building value before presenting diagnostic fees or large project options. 
• Why “planting seeds” throughout the call leads to smoother, higher-ticket closes. 
• Tim’s soft selling strategy that keeps customers engaged without feeling pressured. 
• How he handles price objections and reframes them into opportunities. 
• The role of trial closes and roadmap selling for large, multi-phase projects. 
• Insights on training and coaching electricians to deliver exceptional service. 
• How Tim leverages call-by-call management and real-time coaching to grow his team’s success. 

Whether you’re a business owner, a service electrician, or simply looking to improve your sales approach, Tim’s insights will help you turn everyday service calls into profitable, trust-building opportunities. 

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 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible.  Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.  

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