May 26, 2023

Knowledge Leads to Comfort: How Danielle Leisten of Buric Heating & Air Sold $1.76MM & Became the 1st Female CertainPath HVAC Tech to Earn Crown Champion Status

44 minutes

Danielle Leisten is a do-it-all technician for Buric Heating & Air in Columbia, MD. She does maintenance, service, and sales. She even helps in the office. Danielle is also CertainPath’s FIRST female tech to attain HVAC Crown Champion status; she sold $1.76MM in 2022. And it was only her second year in ANY sales function… How did Danielle achieve such incredible, immediate success?

KNOWLEDGE IS POWER and POWER COMES FROM KNOWLEDGE… That’s Danielle’s belief. She will take the time to educate homeowners completely about their system—even a 20+ year old dinosaur—and she gives them the option of repairing it, along with the option to replace it. Ultimately, those homeowners will feel fully informed. Through that information, they will feel good about their buying decision with Danielle and Buric.

Danielle shares her entire service call process in this interview, including how she:

· Creates early connections with homeowners to get them to relax.

· Educates homeowners on all facets of their system using the System Performance Report.

· Explains to customers different components of their system and repairs using analogies they can easily understand.

· Introduces the idea that replacement may be the best option, even though she’s on a tune-up call.

· Creates an assortment of easy-to-understand options for the homeowners that cover both repairs and replacement.

· Handles all the major OBJECTIONS customers have when faced with a big buying decision.

· And so much more!

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. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information. Thank you to our sponsors:

Trane. For more than a century, Trane has stood for products and technology that are innovative, reliable and always moving forward. Trane Residential works together with independent dealers to provide sustainable, efficient, and healthier environments that their homeowners want and deserve. The Trane portfolio addresses not only comfort but indoor air quality, complete system control from anywhere, diagnostics to help manage and protect the investment, and energy savings opportunities through products like our smart thermostats and variable speed air conditioner. You can install Trane and be confident in it’s reliability because every product is tested to withstand the harshest conditions nature, or our engineers, can throw at it – like freezing conditions in our System Extreme Environmental Test (SEET) lab or five-inches of water an hour in our Climate Chamber. That's how we create heating and cooling systems you can count on to run through anything. It's that kind of reliability that's earned us the honor of being America's Most Trusted® HVAC System for nine consecutive years in a row.

Synchrony – Ever wonder how to calculate your true cost of financing and how to fit the price of financing into your business and pricing for products and services? In Synchrony’s new and improved Toolbox website you can easily calculate your Cost of Credit, view educational videos and learn more about Synchrony’s digital tools. Simply to go toolbox.syf.com to explore and learn more.

Home Depot Pro Trades. At The Home Depot Pro Trades, our job is helping you do yours. Powered by HD Supply, we are uniquely positioned to help drive your business through unrivaled access to professional-grade Plumbing, Electrical and HVAC products and innovative business solutions such as our Stockwise Inventory Management program fully customizable to meet your needs and improve productivity. Our national network of distribution centers and more than 2200 store locations provide national reach with a local focus, providing unmatched convenience and product availability. We Power Pros to Do More.

...more