The majority of all sales presentations end without the salesperson formally asking for the order even once.

In part four of an ongoing series on service technician training, Weldon Long introduces the final steps of the R.I.S.C. process to show you how to provide solutions and more importantly, conclude your sales presentation by securing a yes or no answer. Plus, Gary Elekes shares his approach for tracking digital conversions.

All that and more, on this week’s episode of Cracking the Code!

Customers rely on your expertise as a home services professional to solve their problems, even if they’re unaware a problem exists.

In part three of an ongoing series on service technician training, Weldon Long introduces step two of the R.I.S.C. process and how you can utilize the “investigation” stage to diagnose problems and deliver solutions. Plus, Gary Elekes helps you understand which questions to ask during the different stages of the in-home sales journey.

All that and more, on this week’s episode of Cracking the Code!

Consistent results come from consistent activities. Whether it’s instillation, maintenance, or sales, you must follow a process to get reliable results.

This week, Weldon Long explains the RISC process to help you systematically approach sales opportunities and improve your close rate. Plus, Gary Elekes outlines his technician sales training process and Drew Cameron discusses helping your customers get financing.

All that and more, on this week’s episode of Cracking the Code!

Selling is about high service, never about high pressure. This perspective lies at the core of the Prosperity Mindset.

This week, Weldon Long explains how to shift your selling approach to create more opportunities. Plus, resident experts Mike Treas and Gary Elekes discuss improving communication and preparing yourself for success.

All that and more, on this week’s episode of Cracking the Code!

What are you really losing when you fail to convert a lead? Understanding your average revenue per lead can help quantify the true value of each new prospect and keep your team motivated to close.

This week, Weldon Long provides a detailed explanation of how to find your average revenue lead and why it matters. Plus, our “Ask the Experts” panel discusses how much your marketing budget should be to remain competitive in the industry.

All that and more, on this week’s episode of Cracking the Code!

Building enticing offers into your service agreements can help support strong customer relationships that drive business year-round.

This week, Weldon Long welcomes Gary Elekes to outline the ways you can use your service agreements as a marketing tool to reach customers that LOVE doing business with your company. Plus, our “Ask the Experts” panel explains how to overcome the challenge of “Getting 3 Bids” objection with a proactive sales approach.

All that and more, on this week’s episode of Cracking the Code!

Pricing your maintenance agreements too low is a surefire way to sink your home services business. But proper pricing isn’t rocket science, you just need the right approach!

This week, Weldon Long welcomes leading expert Gary Elekes to outline the key considerations you’ll need to assess when setting your service agreement pricing. Plus, our “Ask the Experts” panel explains how you can develop a service agreement company culture that continuously drives value.

All that and more, on this week’s episode of Cracking the Code!

Bundling IAQ products together is a powerful way to solve your customer’s problems while your techs are already in the home for a service maintenance call. But make sure you know when to get out the price list, and when to just listen to the client and simply say “OK.”

This week, Weldon Long once again welcomes IAQ authority Steve Mores to continue the discussion on driving revenue during planned maintenance. Plus, our “Ask the Experts” panel takes on a tricky question on managing a tech who’s great at everything — except his paperwork.

All that and more, on the latest episode of Cracking the Code!

Planned maintenance is a great chance to have face time with the customer and remind them that your company stands behind your equipment. But it can also be a great opportunity to drive revenue when it may not be your busy season. How?

This week, Weldon Long welcomes resident IAQ expert Steve Mores, and the two trade strategies for adding IAQ offerings and accessories that the homeowner genuinely needs to your standard maintenance calls to boost revenue.

Plus, Weldon, Drew Cameron and Gary Elekes offer tactics for increasing closing rates. All that and more, on the latest episode of Cracking the Code!

Are your prices too high? Maybe. But it’s even more likely that they’re too low. And that’s the best way to work hard and still fail to make a profit.

This week, Weldon Long welcomes Gary Elekes to explain the proper way to set a service labor rate — and how to establish a higher price that’s justified and supported by your brand promise. Plus, Gary and Weldon talk about marketing and brand ideas to help your company stand out from a crowded marketplace.

All that and more, on this week’s episode of Cracking the Code!