February 02, 2024

Mastering the Art of the HVAC Service Call: How to Thrill Customers while Creating Replacement Opportunities with Superstar Sales Trainer Estee Jaacovi

46 minutes

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.

With CertainPath, Success is Made Certain.

Visit www.mycertainpath.com for more information.

FOLLOW CERTAINPATH:

Facebook: https://www.facebook.com/CertainPath

Linkedin: https://www.linkedin.com/company/certainpath

Instagram: https://www.instagram.com/certainpath/

Thank you to our sponsors:

Amana. Amana® brand is a premium brand from Daikin, the world’s #1 indoor comfort solutions company with over 20,000 employees in just North America!   Originating eight decades ago, the Amana brand is synonymous with long-lasting, premium-quality products. Chances are, you and generations before you have enjoyed the dependable performance and longevity that the Amana brand continues to deliver. Today, Amana brand systems, like the new S-Series side discharge system with inverter technology, are manufactured with high-quality materials and innovative technologies. The unique design and excellent energy-efficient performance of the S-Series is a fraction of the size of other Amana brand systems. Because of its slim design, it is easy to transport and install. The Amana brand S-series system is available in AC, heat pump, and dual fuel configurations. Every Amana brand indoor comfort product is built to our highest standards. The S-series is no different. Take comfort with its 10-year parts and Lifetime Unit Replacement limited warranties*. For more information on the Amana S-Series, “Follow” the Amana brand on LinkedIn, Facebook, Instagram and YouTube. 

PremierOne. PremierOne's hi-output germicidal UV is the scientifically correct solution to indoor air quality problems used by hospitals and food manufacturing facilities world-wide. We offer a complete solution to all three phases of indoor air pollution. Produced in North America, our products have a 99.9% sucess rate due to live testing. Each unit goes through a rigorous testing procedure during the manufacturing process. CertainPath members earn a generous rebate when PremierOne products are purchased ONLY from authorized CertainPath distribution partners (HD Supply, Ferguson, Winsupply, Baker, R.E. Michel, and Wolseley). This allows you to double-dip the rebates too! For more information, contact Mark Mariucci at (800) 982-1840 or go to www.premieroneproducts.com.

Dynamic Air Quality Solutions - Since 1982, Dynamic has been the leader in designing, manufacturing, and distributing IAQ products to the commercial and residential markets through authorized HVAC contractors. CertainPath members receive the exclusive value add Clean Air Defense System private label to drive your brand in the market you serve. Our commitment starts with support. We provide you with World Class Industry Leading technical and communications training, face to face and online. Become a Clean Air Defense System Indoor Air Quality partner and dominate your market! Visit CleanAirDefenseSystem.com for more information.

...more