Today on the podcast Chris and Chris talk about the presentation you should be making to your customers on every call. Most techs will report back to the customer with all of the issues they found. It usually involves the tech listing out the issues and then asking the customer what he or she thinks. But the customer doesn't know. They're not the expert. You are the expert and an expert makes a purposeful, customized presentation with the best recommendation. 

All of you will face objections of one type or another when asking your customers to buy. On this episode of the podcast, Chris and Chris show you how to LEAP through Objections.  

On this episode of the podcast, Chris and Chris talk about something that makes everything fail eventually: Age and lack of maintenance. It's a concept everyone understands – if you don't do maintenance, cleaning, adjusting, and testing on a regular basis, things breakdown and wear out. Whether its a car, an HVAC system, an electrical panel, or even your body, everything succumbs to getting older and the lack of maintenance. Your customer needs to be aware of how age and the lack of maintenance affect their systems.

This week on the podcast, Chris and the Assistant to the Host, Chris Loudermilk discuss the FU – Follow Up game. You must have a great FU game to be great at converting opportunities. We all know that some opportunities don’t get done in one visit. Following up is crucial and you must have a great FU game plan.

In this episode of the Service Contractor Radio Show, we're sharing one of our episodes from the past. This podcast is all about finding your worth, becoming a better provider and coming into your own as an expert consultant. 

Today on the podcast, Chris and Chris talk about making a great case for the customer to take your professional recommendation. Just like Tom Cruise in the movie A Few Good Men, you have to bring together seemingly insignificant and disconnected facts to make a great case and win over the jury. In the movie, Cruise's character is trying to get Jack Nicholson's character, Colonel Jessup, to admit that he gave an illegal order that caused the death of a marine. Cruise uses a phone bill, the Colonel's travel habits, and airport log books to make his case. He tied all of those things together using his presentation skills. He convinced the colonel to admit he gave the order. It was apparent to the jury and undeniable to the audience. You need to make a great case so it's apparent and undeniable to your customer to go with your recommendation. 

In this episode, Chris & Chris discuss prescriptions. We use "Prescriptions" in the PRESS PLAY model. And not by coincidence. We use it because it accurately describes what you should do as a tech. Just like a doctor, you should prescribe a treatment that is your professional recommendation. This is your prescription.

This week on the podcast, Chris Elmore and his everlasting forever sidekick, Chris Loudermilk, introduce you to the newest Service Excellence Training team member, Kenny Smith. Kenny brings a wealth of experience from another service trade, the landscaping business. Kenny spent many years owning and operating a landscape management and installation business with his wife, Paula. From that experience, Kenny brings his sales skills,  both in-home and business to business, troubleshooting and service, team management and coaching, and business strategy and growth. Listen to the podcast to hear more about Kenny and how Chris Loudermilk will always be Chris Elmore’s sidekick! 

This week on the podcast, Chris & Chris discuss how to convert the one-time tune-up or inspection. It’s an old strategy used to attract new customers with a low-cost one-time tune-up or inspection. Most techs don't like doing these especially when its busy. But these one-time tune-ups build business and provide great opportunities. Here are some tips to help you maximize these opportunities. 

Today on the podcast, Chris Elmore and his sidekick, Chris Loudermilk, discuss what "professional" means in the trades. While it can mean something different to everyone you ask, the guys give their opinion on what "professional" means to them.